From door-to-door knife selling to generating 7-figure B2B leads on LinkedIn with Jimmy Coleman

Today’s guest is Jimmy Coleman, a talented salesman and LinkedIn genius. He is the founder of LeadBaller, a US-based agency that offers done-for-you lead-generation services. His clients include TikTok, Northwestern Mutual, The Real Brad Lea, and others.

Releasing this episode is long overdue. For a variety of reasons, we were not able to do so earlier. But the insights and advice that Jimmy offered were just too valuable not to share with all of you.

Jimmy’s approach to generating leads on LinkedIn is totally out-of-the-box. He doesn’t use the same boring, automated, spammy methods everyone else is teaching. In fact, he’s mastered three key elements that most have a hard time replicating:

  • The numbers game
  • Authentic selling
  • Personalization

If you want to up your B2B lead generations and sales game, that’s the episode for you. We talk about the numbers game, how his sales experience evolved into his outbound process that beats advertising, his trick to finding the right prospects, and his idea about making lead generation for good.

What you will learn:

  • Jimmy’s process to generate leads on LinkedIn
  • The numbers game and the birth of LeadBaller’s outreach process
  • The Outbound Process that Beats Advertising
  • How to find the right customers
  • Choosing your clients
  • Why time kills deals
  • Why nobody cares about your product features
  • How Jimmy weaved hardcore sales with authentic relationship building
  • Lead generation for good

     

If you love the game of prospecting but often struggle with generating the right kind of leads, it could be you’re overlooking the answer to your problem. Jimmy shares that oftentimes, the answer to most of your problems is already accessible to you. You already have the tools that you need to get what you want. And along the way, you can hire people to help you get there faster. This is where LeadBaller comes in.

Over the years, Jimmy has developed a highly effective lead-generation strategy on LinkedIn that focuses on building authentic real relationships with enterprise-level leads that make them notice you and can eventually lead to a business deal.

Enjoy the show and happy listening!

🌱#growthleaptakeaways

“When everyone else is being really transactional, if you do something to just be a real human being with a person, you'll stand out from the crowd and who knows what that might turn into. ”

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Transcript

Michel: Hi everyone and welcome to Growth Leap. I’m your host, Michel Gagnon. We talked to pretty awesome business builders who are designing disruptive and meaningful companies.

Hello, everyone. We’re back for another episode of Growth Leap. Today we welcome Jimmy Coleman, founder of LeadBaller, a US-based agency. The company offers a done-for-you-service that generates enterprise-level leads without any ad spend. And it’s been doing well. The company has more than doubled its size over the past two years. Jimmy is a very talented salesman with a big heart, which is not always a combination that we’re used to. His developed over the years, a highly effective lead generation strategy on LinkedIn, and he shares at all.

We talk about the numbers game, his outbound process that beats advertising, his trick to finding the right prospects, and his idea about making lead-generation for good. Enjoy and welcome back.

Jimmy Coleman, welcome to this show. How are you?

Jimmy: I’m wonderful, man. So happy to be here .

Michel: Let’s start by you giving us a quick rundown of what Lead Baller is the service you provide and how different you are from other agencies.

Jimmy: Sure thing. When I’m doing like an elevator pitch I’ll typically say we specialize in working with enterprise sales teams. Really just to get the more conversations with enterprise decision makers. A perfect client for us is typically someone who feels really good about their delivery and what they’re selling, and they feel really good about when they get in front of a decision maker, being able to rock their world and close them. But they just say, I just need more at bats. I need more opportunities to have those conversations. And fortunately the way that we tend to reach out to people, it’s specifically made to reach out to those people that have the authority to make a $30,000 decision, $300,000.

I’m in conversations with companies right now that it might be multiple seven figure opportunities. And so obviously the type of campaign you put together for people that can make that level of an impact is very different than someone that’s gonna be thousand dollars lifetime value or something like that.

Michel: You specialize, if I’m not mistaken, in lead generation on LinkedIn among, other things. Can you tell us a bit about your strategy and process, which is quite interesting.

Jimmy: Absolutely. Yeah. And this kind of explains the name Lead Baller, which is, it’s a fun name. It’s funny how we’re, we talk about, we’re specializing in these like really high end sales and then our name is Lead Baller. But yeah we do like to have fun.

So where this all came about is I used to be a high performing sales guy and I essentially had a lot of people starting to ask me how I was getting meetings with people, not just from doing the traditional methods. And I was doing all those things. I was still playing the numbers game over there, making the phone calls and stuff, but in addition to that, I was reaching out to people on LinkedIn, having a lot of success, and people started asking a lot of questions of what I’m doing to make that happen. So much to the point where I started getting paid to teach people that process and then I became frustrated with teaching people because most time they wouldn’t actually do anything. So I built on an agency where we just do it for people.

When someone does a good job of approaching me , I think about what worked and what didn’t work and there’s been a lot of trial and error, but essentially the go to process is something like this.

Step one is building a list of people that would be qualified for you to talk to. Something that we do a really good job of is not just settling for whatever Sales Navigator spits back at us. , we pay a lot of money for third party data companies to give us some really high end and really good quality list.

So we, we build that list like anyone else would, but then that’s where it changes. So we reach out to connect to those people on that list. But when they agree to connect with one of my clients, we’re not just gonna immediately shoot them this three paragraph like, Hey, Autopopulated name, thought you had a really interest in looking profile. Three paragraph sales pitch, calendar link.

Michel: I’ve never received one of them.

Jimmy: No, never. Yeah. Not five times a day. Yeah. Everyone’s like talking about, like that’s their personalized copy, but we’ll get to how we can personalize it more here pretty soon.

But, the reason that you especially wouldn’t wanna do that with someone that can make a hundred thousand dollars decision, for example, is because, the way that you approach them at one time might ruin the opportunity forever. So you have to really, there’s this there’s this dance to it. There’s an art to how you approach them in the right way, but also be really aggressive playing the numbers game, right? Cause I’m a big fan of the numbers game.

You’ll hear us talk about the numbers game quite a bit. Just to be clear. Jimmy is referring to the numbers you will find in each step of your sales funnel. From the number of people you cold call to the numbers of decision-makers you speak to, the demos you organize, the proposals you send, and the deals that you ultimately close. If you understand the conversion rate at each step and want to increase your revenues, you can simply increase the numbers of people that you reach out to at the top of the funnel.

Some people will tell you that sales is so much more complicated than the numbers game. It’s the way you pitch, it’s the way you close. It’s the way you approach your prospects. Yes. Many of these things are true, but the numbers games brings you effectiveness, diligence, and consistency.

Jimmy: So essentially what we’ll do is we’ll use a base system, and this is, explains the name Lead Baller. So when someone is cold, but they’ve agreed to connect their at bat. When we have done something to show up in their notifications, we’ll put them at first base. And by the way, the reason we chose notifications over your timeline cuz we could post content, but that leaves it a chance that person has seen your name and face. Showing up in someone’s notifications , that little red is the most addicting thing on any social media platform.

That’s where you wanna show up, right? So we’ll show up in the prospects notifications for our client and then we’ll do it again, and then that person’s on second base, and then we’ll do it again. That person’s on third base. Examples of ways to show up in notifications could be anywhere from wishing someone happy birthday, to endorsing them for a skill, to liking a post, liking a comment, reacting to a post and commenting on a post, so on and so forth.

And you do these things to show up in the notifications. And then once they’ve seen your name and face a few times, then we reach out to them. And when we reach out to them, we’re actually gonna be using a different vehicle beyond text, because text can blend in with all the bots that are doing this automatically. But there’s certain things that when someone sees in their inbox, they don’t assume that’s being sent to thousands of other people.

So right now we’re the only company in the world sending audio messages at scale on LinkedIn, and this is where we really like to specialize, like what are the things that could not be automated and how do we disrupt that a little bit. So our client might send us a recorded audio message saying hey. You probably noticed I’ve been checking out your profile over the past couple weeks and I actually saw that you are a VP of sales and we actually just got another VP of sales X result last month, and obviously I have no idea whether we could do the same thing for you, but what I think about, I don’t know, just connecting for 15 minutes next week with me or my team and just seeing if there’s an opportunity for us to work together someday and recording, send that to my team.

We have a list of VPs of sales that we send that to and it feels very personalized for that person. We also have the ability to send video messages where we’ll put the prospect’s name on a sheet of paper, if it’s going to Susie, it’ll say, Hey, Susie, in the thumbnail, if it’s going to Robert, it’ll say, Hey, Robert, in the thumbnail.

And every single day we’re running this on my profile. I get three to five messages a day of people either saying yes or no, but always starting off with, Wow, that’s a really cool way that you reached out to me. I’ve never received a message like that before, and then either letting me down gently and saying, No, I’m too busy right now. Or saying, Yeah, let’s talk. And that’s like the best of both worlds. I think we were talking a little bit before the recording of this combination of being really aggressive, and you use like the word shark, right? Which has a negative connotation, but at the same time, doing it in a way that is, is well received and authentic.

I think that a lot of people say negative things about the numbers game because they don’t want to put in the work to play the numbers game. But the growth of your business, I believe is in direct reflection of the number of people you asked to do business with you every single day and then all the other stuff. The content, the branding is what creates efficiency in your outreach. If they’ve seen your name in face before, then you’ll have a better conversion. If maybe they haven’t seen your name in face before but when they look into you and they see your stuff. They like it, then you’ll have a better conversion.

If you don’t have anything extra and you’re just relying on a really good 30-second elevator pitch, then you’re gonna have a lower conversion. But done is better than perfect still. I’m a huge fan of how can we crack that code of being aggressive, attacking the marketplace, getting what you want in life, and playing the numbers game, but doing it in a way where the recipient doesn’t feel like a number.

Michel: I’m curious, how did you develop that process? Where is that coming from? And also, how does that relate to the numbers game that we’ve talked about a bit earlier ?

Jimmy: This process came from when I was a sales rep. When I was at Northwestern Mutual selling insurance, we had this, Hey, make 40 phone calls every day. I think you’ll get 10 people to answer. Five will schedule and you’ll keep three. That’s the numbers that they run. But I found out that I was the only person that made 40 phone calls every day.

We would have these, like monthly meetings where we brought in everyone from the entire state of Virginia. That’s where I was at the time. I had twice as much activity as the second person that had the next most activity. And I was just making the minimum number of calls they asked me to make.

And I was doing this LinkedIn process of reaching out to people in addition to that, because I wanted to get the right people as well. If you’re a salesperson listening to this or you’re a person that has salespeople on your team, I don’t really think there is much of an excuse.

And the sale that we make if we’re trying to tell people to delegate this off of their sales team and to us, is how would your salespeople be spending their time if this part was taken care of? But I do agree that’s a bit of a luxury that’s all sequential, right?

If you’re starting with $0, you can have a free LinkedIn account and reach out to people every single day. When I was in that position , I promised myself I’ll make 40 phone calls every day.

I was thinking about actually my future wife and my future kids that I would have someday . How am I gonna tell ’em that I worked my hardest if I’m not at least doing what the company told me I need to do to be successful. So I’m gonna make these 40 calls and you know what? If I only have 35 phone numbers, then I have to do the awkward thing of calling five of those people back again and being like, Hey what do you think? Like just trying it again and I never had to do that because I always dug deeper to find more people to contact.

 

Michel: Jimmy is telling us what many do not want to hear? You need to do the work to get the results. But too often, we ignore that advice. Some people tend to think that you can automate your way to greatness. But in business and sales, there is so much to learn by pitching a lot. Especially when you’re just getting started.

You learn about the most frequent objections, you get direct feedback on your product and value proposition. And most importantly, you build your resilience. There’s nothing like getting 10 nos in a row, and the insights that come with those rejections. Jimmy mentioned another critical point, which is the importance of targets and consistency. So set those targets, commit, and then make the calls.

Well today you have a process that is a lot more sophisticated than just reaching out to people on your prospects list. What did you discover while you were testing this approach that ultimately led you to the system that you have today?

Jimmy: So originally what I did was this, I would just promise myself to send out a certain number of connection requests per day. Of the people that accepted, I would endorse all of ’em every day for skills. And actually I would endorse them and more people, I would endorse 50 people per day.

Here’s what I realized. You’ll like this, when you endorse someone on LinkedIn, what happens is they receive a notification that’s again, the most addicting section on someone’s social media. It is free to show up there. You don’t have to run ads to show up there. I thought that was so cool. And what you can also do is if you want to take up a lot of ad space, you can you can endorse them for something, comment on a post, comment on eight posts if you want, and then just dominate their notifications and be like, Oh my gosh, who is this guy?

All I had to do was go to the someone’s profile, click the plus sign next to someone’s skill, and I automatically showed up in their notifications. And not just that, not just the awareness of my name and face. But there’s also a call to action to say thanks, right?

And not only is there a call to action to say thanks, but as soon as someone clicks it the message thread pops up and it already has a message typed out so that all that person has to do is click send. So the way I saw that was every single day, if I endorse 50 people a day, that’s 50 people that are my a plus prospects that are two clicks away from beginning a conversation with me before I ever have to do any kind of outreach to them. And that actually became my process at first and eventually I got better with it because I realized, hey, there’s certain people that just need to be asked to the dance first, and they need you to actually send them a message even though they have been seeing you all over the place.

So we built that into the process where, yes, we do outbound messaging as well, but originally I would endorse 50 people a day and have 10, 15, 20 plus people every day saying, thanks for endorsing me . And then I would respond back saying, Hey, sure thing, by the way, saw that you’re in, into whatever. I just helped someone else that’s into whatever, get X result and do my thing from there. But it just made the conversation so much easier. And again, it goes back to how to be really aggressive, but do it in a very authentic way or do it in a way where the recipient doesn’t feel like a number.

And that’s where it all began.

Michel: I’m sure that in your sales career, you’ve probably discovered tricks on making sure that you are targeting the right folks. I frequently say that the best thing that you can do is to actually disqualify people as fast as you can. Do you have any advice or lessons learned from your experience and what you do at lead baller to be able to target the right people? Because some people will just never go to the third base. Because they’re just the wrong people.

Jimmy: Yeah, I always say that to potential clients cuz sometimes clients have a list ready for us and it’s just a matter of whether our process works or not. And I’m not worried about that. So it really does come down to, hey, are we filling the pipeline with the right people? And yeah, that is really important.

I think I’ve been using LinkedIn in this case for this type of process for seven years, prospecting and I’ve made a lot of mistakes. When you reach out to CEOs on LinkedIn, you’ll get anywhere from like the CEO of a multi-billion dollar organization and the kid at Target who has a side hustle that they’re CEO of, but hasn’t made a sale ever before.

Right?

So then you learn not to type in founder or ceo, but words like co-founder, not a lot of people pretend to be a co-founder or not a lot of people pretend to be a CFO. And so you have to start thinking more of that way of what are job titles that people don’t create as a status symbol. Chief Revenue Officers. You can get really granular in that. And I always tell people, create a list that is broad to your liking, and then look at the search results and based on the search results, look for someone that is the avatar.

Wow, that is the person that if I could clone them, I totally would do that. And study their profile, go to their profile and look for key words on their profile. Sometimes there’s things like certifications that they’ve received. I’ll give you an example. When I was at a medical startup we liked working with independent physician practices versus hospital owned practices.

We actually found that it wasn’t usually the physician that was the decision maker, but it was the person managing that office, the office manager. And through doing that method I just shared of of trying to find people through this broad stroke search and then looking at the search results and seeing who I liked and why I liked them.

I saw that there’s a certification called CMPE, Certified Medical Practice Expert, and if someone has that, they are golden. And what was also great. That collection of letters aren’t on anyone else’s profile unless they are my ideal client. And we can get into a lot of specifics, but if you just copy that method of doing a broad search, looking at the search results, finding the avatar, and then looking for keywords on the avatars profile, and then duplicating them from that’s a great method.

Michel: Many people say that a good sales person can sell you anything. In tech, which is really the industry that I’m in, people tend to say, just build the right product, a product that people will love, and then you don’t even need a sales team. When you work with your clients is their actual product or service something that you consider seriously when you agreed to work with them?

Jimmy: Yeah. If someone doesn’t have a good product, then yeah, it’s really hard for us to help them. If they don’t have case studies of how they’ve gotten an amazing result for someone. . That’s people get the best results, by the way. And I actually tell people when they’re creating their audio or video message to say something that if the recipient doesn’t respond to it, they should almost lose their job.

I was helping another marketing company that does everything except for what we do. And he was saying, it is so hard to pitch people marketing services. It’s so not sexy. And he was beating himself up.

And I said, Okay, cool. Tell me a result that you’ve recently got like a really cool result you’ve recently gotten for someone. Because of our services, there’s a dentist that just had a $9 million exit. And I said, Okay so let’s do this. Now when you reach out to someone, we’re not gonna talk about marketing we’re gonna say: Hey, you probably noticed, I’ve been checking out your profile the past couple of days and actually noticed that you’re a dentist. We literally just couple months ago, helped another dentist have a nine figure exit. And obviously I have no idea whether I could do the same thing for you. Would it make sense to just hop on a call for 15 minutes and see if there’s an opportunity for us to help out or work together? If you can, you imagine being a dentist and hearing that and then saying no to that. That’s something that’s so valuable for you to hear it, but it comes down to knowing what problems they have.

Getting back to your original question about just focus on the product versus focus on the marketing. Yes, have an amazing product, but it’s a reality that you have money that’s being left on the table by not reaching out to people. That’s just the reality of it. You have to create awareness of that product and there will be word of mouth. A lot of people come to us when word of mouth is no longer scalable.

Like they’ve hired employees and now they need to have predictable sales in their business and word of mouth is not predictable. Long term you’ll be good. Sure. But ideally, month over month, they would like to be growing on a systematic basis so they can make more strategic decisions throughout the rest of their company. And having a consistent outreach and marketing process is what affords them to do that.

Michel: if you did not notice, Jimmy just talked about results, results someone generated for his or her clients. He did not talk about the features. In your marketing and sales pitch, your prospects want to know what you can do for them, that how many people are in your team or if your product has dark mode. They’re looking for a solution to their problem now. So show them how you can help them get the results that they want and show them how you’ve done that in the past for others.

Many companies do a poor job of handing over leads from marketing to sales, to account management, customer success. In your case, you were bringing in potential money on the table and then potentially that money sits in somebody’s inbox. From your experience, are there any typical mistakes that you’ve identified or noticed that companies are repeatedly making?

Time kills deals, right? I do have a funny story of a guy. He made like $200,000 working with us. It was like one sale that he made, $200,000 and it was five weeks in. He said, it took me three weeks to notice that they sent me a message and respond to them. So he got lucky cuz time really does kill deals. And so there’s some people that as the person responds, they see the response come in and they pounce on it. They are just on top of it. Typically if someone has a dedicated salesperson, the dedicated sales person should be trained on that.

Jimmy: The other area of opportunity is that it’s not usually black and white when we’re reaching out to people. It’s not that we’re sending a bunch of outreach to people and that they’re saying every time 100% no, or 100% yes. Oftentimes, there’s a lot of gray in between.

Sometimes I would call like level seven interest. This is a really unique approach. We might be able to make some time for a conversation, but they don’t offer a date or time or anything like that. And then some people might be a four out of 10 where they might say, Hey, this is a cool approach, but I’m just super busy right now or something like that.

And we’ve noticed that there’s some clients that are just better at converting those four outta tens than others. Some people just don’t have the salesmanship to have recognized that objection has come their way a thousand times before, and that they know what to do when it comes to them.

A really common example is whenever I’m working with a consultant or a coach where they’re amazing at what they’re an expert in, but selling their own thing is really difficult for them. And and that’s a common market that really struggles on overcoming the objections, especially cuz they are the product. And, it’s easier for someone else to sell them than for them to sell them. But I would say that the main two things is yes time kills deals, and then someone just having the salesmanship of knowing how to overcome and I even call like being opportunistic cuz there’s times when people straight up tell us no.

And we’ve trained our team. Not act like how everyone else does, where they have a boss that’s breathing down their neck and saying they need to book, 10 appointments today or else. Cuz oftentimes those people will just, when they get to know, they’ll just go on to the next one. Or they’ll just treat like very transactional.

Treat this person like a human being. Don’t just do a drive by ask. And if they say no, just like speed off, like you have them, they’ve responded to you, you’re in a conversation with them. So go to their profile. Send ’em a book recommendation. I’ve run out of sharing limits on Audible. I realize that there’s a cap on how many times you can share a book a certain number of times.

That’s one of my like, go to things is how can I add value to this person? But when everyone else is being really transactional, if you do something to just be a real human being with a person, you’ll stand out from the crowd and who knows what that might turn into.

Michel: We’ve briefly discussed as you said before, the call that you know, you’ve been a hardcore sales man starting your career, I think at Cutco selling knives, then Northwest Mutual, which is a pretty cool story. But when we think about hardcore sales people, empathy, authenticity are not necessarily terms that come to mind. As we said, it’s more like we think about sharks. But you’ve come to have a much more authentic approach to selling and I’m interested to know how and why you’ve come to that.

Jimmy: I know how much better I can be in a certain area, whether it’s my health, whether it’s my financial situation, whether it’s how much of impact I’m making, how good of a husband I’m being, how good of a father I am, all those things. And I know that I can do better and I’m just not there yet. And that, that, that gets me down, it gets me frustrated. And then I think the other thing is how I’m spending my time gonna even matter a hundred years from now? If I don’t have a good answer to that question, I get really anxious and really and I need to figure out a path towards spending it the right way.

That being said using an authentic approach, I think it happened enough times where I caught myself spending a lot of my time with people that I just wasn’t enjoying spending time with. I’ve realized that if I do a better job of just being honest about who I am, then I’m gonna attract the right people into my life. And I think a lot of people, if they go to my LinkedIn profile, point back to my about section or my vision statement that I have on there.

And the context for that is that one day I was feeling down and , I didn’t like the situation that I was in. And I said, if I’m not being intentional with whether what I’m doing is getting me to where I want to go, then I’m gonna waste decades of my life. So I need to write where I want to go. And I started just writing down everything that I wanted selfishly and also vulnerably because I never expected to share this list with anybody. And two weeks later, , I’m in a mastermind, and the guy said, Hey, I want you guys to create a vision statement and I want you to share it with the group. I took what I had in my notebook, typed it up, clicked the send button, and I remember how good it felt as soon as I did it. I felt like every person that’s in that small group knows what my intentions are and what matters to me most. And if they like me, it’s for the right reasons and that is such a good feeling. And I eventually worked up the courage to take that same list of things and erased , my previous about section on LinkedIn, which is what everyone else has of here’s why I’m the best, right?

So I put all these things in my about section and at least one time a week I have people that will go to my profile, read a line on there, and then send me a message and say, Hey, the thing you said about taking care of your wife, that really connected with me. We’re starting the relationship not from this weird, Hey, how you doing, talking about weather and all these cliche things. You did this before we jumped on the podcast. Like you already knew those things about me. So we’re already able to begin the relationship at a different level. And by the way, you probably would not have wanted to interview me for this, knowing what you’ve told me.

The purpose of this podcast if that wasn’t what I represented right? so it worked. I we’re the attracting you into my life in this way, like it, it worked. So I just feel allowed to say that that authentic approach and whatever I it’s something I have, I do in order to feel the right level of energy about what I’m spending my time on every day.

And I lose opportunities because of it, but I. It’s risky initially, but then you find that there’s an abundance of opportunity that comes because of it.

Michel: It also frees up a lot of energy because you don’t have to play a game or you don’t have to wear a mask. When you’re selling versus when you’re not. So you put it up front and if they’re not interested, well, then they can work with somebody else.

Jimmy: Yeah, the mask is exhausting. Yeah.

 

Michel: You recently announced on LinkedIn that LeadBaller is the first ever give per lead company for every lead your team generates for a client, you create one hour of work for someone who was formerly incarcerated who has special needs. This is pretty cool. Where did that idea come from?

Jimmy: The way I’m spending my time has to matter when I die. And not only that, It’s not just that okay, I’m gonna build a meaningless business and then systematize it, I’m spending my time all day at home with my son, and then my team is spending on things that aren’t gonna matter when they die.

It has to be. No. The more people I bring into my vision, I feel responsibility to grant them that same opportunity. And so originally when I started the company, it was just consulting, right? And I built this course, I thought that I was gonna sell millions of courses.

And for every course that I sold, I would actually donate the course to someone who’s coming outta prison who wants to be an entrepreneur, so that they can be successful in their business in the area that’s probably the most important part of their business, which is just evangelizing it right. And I thought that was a great idea until I’d realized I hate selling courses. Like I’d sold ’em for $2,000 a piece and then I realized that most people wouldn’t even log into it, much less watch the whole thing and then much less implement it daily, like how I was in order to get the results that I promoted to people and that I could have, that could have not bothered me.

But again, energy level, if I’m initially you’re the person doing everything and I’m on the phone with people, selling them on my course, knowing that the reality is they’re probably not gonna do anything with it. They’re putting money on their credit card to get no result. And that really bothered me. I, I kept finding more and more ways to help people. Eventually it was just all, just gimme the freaking controller, let me do it for you, kind of thing. And that’s why I built out this agency. But when the agency came into play, we were no longer selling courses. No longer had something to give away.

And and I’ve been working on it for a really long time of like, how do we make this matter even more? And by the way, like it’s amazing seeing. My, one of my favorite clients ever is Cole Taylor. He went from making $5,000 a month to six weeks into working with us. Made I think $130,000 and has never went backwards.

Like he’s been making over a hundred thousand dollars ever since. And employing people and he’s a good person. Like the people that join his organization are gonna be better because of it. And he is helping a lot of people too, in, in very impactful ways. Like I can feel good with that by myself, but I wanna sink my teeth even deeper than that and make it even more meaningful.

And and the other thing I thought about was this. A lot of charity, a lot of things that people donate. It doesn’t help in the long run. There’s things called toxic charity where people just give something away.

It creates this gap and it creates dependency which is not good. I’ve realized, the best type of charity is when you either give people education. So they’re equipping themselves or you give them work opportunity.

When we’re working with clients, sometimes it’s the case that I can have a better relationship if they’re just paying me per sales call that I get them. Obviously, I have to be much pickier about who we’re willing to work with because then, all the things that they could do to fail. It becomes my problem all of a sudden. So here’s what we have right now inside of our company.

We have Lead Baller, which is the monthly subscription and it’s gonna be our steady go to business. Grow and Give is gonna be much more for, and that’s the give, per lead that is gonna be much much more exclusive to people with a lifetime value of at least $30,000 per client. And and they’re gonna pay anywhere between 300 and a thousand dollars per qualified sales call. And, at the very least, for every sales call that’s created, they’re paying us. We can create an hour of work for someone that is, again, formally incarcerated or has special needs.

Michel:

I love it. It’s a great goal. It’s a great ambition. And we don’t necessarily see very frequently this in lead generation or marketing companies. it’s great that you’re being a pioneer here. I know I’ve taken quite a bit of your time. Just before i let you go any parting words or advice for our audience?

Jimmy: A lot of people hire companies like ours because they have a little bit of extra money laying around and they would rather hire a company to solve their problem. The answer to their problem is so simple that they’re overlooking it.

I’m very fortunate that through selling knives in people’s houses, I learned the importance of playing the numbers game and also to believe in it. When I was making the 40 phone calls, it would sometimes happen where two people would answer and I would schedule zero, and then the next day, 20 people answer and I schedule 10. The numbers game never fails.

Like you just stay steady with that. And that’s something that is for the most part free to do. The answer to most of your problems are already accessible to you. You already have the tools that you need to get what you want. And along the way, you can hire people to help you get there faster. But stop overlooking the simple answers. Oftentimes the simple answers are the right answers. They’re just not easy.

Michel: All right, Jimmy, thank you so much for your time. I really appreciate. I wish you all the best with LeadBaller. I wish you all the best with your family. Thanks again for your time,

Jimmy: Thank you so much.

Michel: Thanks again for listening, I hope you enjoyed the show. Make sure you subscribe to the podcast. And as usual you can find the show notes at stunandawecom.

 

Show Notes

[00:01:06] What is LeadBaller?
[00:02:10] Jimmy’s process to generate leads on LinkedIn
[00:04:29] What is the numbers game?
[00:05:14] The base system
[00:08:48] The numbers game and the birth of Leadballer’s outreach process
[00:10:39] Why you should not be afraid of rejection
[00:11:19] The Outbound Process that Beats Advertising
[00:13:46] How to find the right customers
[00:16:28] Choosing your clients
[00:18:56] Why nobody cares about your product features
[00:19:24] Why time kills deals
[00:22:36] How Jimmy weaved hardcore sales with authentic relationship building
[00:26:24] Lead generation for good
[00:30:17] You’re overlooking the answer to your problem

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