Drewbie Wilson Tells Us How to Crush The Day

Rich & Wendy 0:00
Hey, everyone is Rich Bennett. Can you believe it? The show is turning ten this year. I am so grateful for each and every one of you who've tuned in, shared an episode, or even joined the conversation over the years. You're the reason that this podcast has grown into what it is today. Together, we shared laughs, tears and moments that truly matter. So I want to thank you for being part of this journey. Let's make the next ten years even better. Coming to you from the Freedom Federal Credit Union Studios. Harford County Living presents conversations with Rich Bennett. 

Today, I'm going to get kind. 

No, no, no. The truth is. 

Rich Bennett 1:00
Welcome to the conversations with Rich Bennett. Today, I'm excited to introduce a guest who truly knows how to crush the day before it crushes you. Drew B Wilson is an entrepreneur, podcast host and family man with an incredible story of resilience and determination. After losing over £100 through sheer discipline, no fad diets and no gimmicks. Jeremy applied that same drive to his career, generating seven figure revenues and climbing from tech support to the C-suite of a multi-million dollar consulting company. He's known for his straight talk, servant leadership and passion for helping others reach their full potential. So get ready for an inspiring conversation filled with insights from his life, career and podcast and journey. Drew me. First of all, welcome to the show. But before we start, I see you and I are a lot alike that correct me if I'm wrong, before you lost £100, you're up to £300, right? 

Drewbie Wilson 2:01
I I'm not ashamed to say that I tip the scale at 315, and I'll never forget 

Rich Bennett 2:06
Okay. 

Drewbie Wilson 2:06
looking down at it and going, Oh, we got to do something here. 

Rich Bennett 2:12
How tall are you? Okay. 

Drewbie Wilson 2:14
Six one and a half. I always claim six two, but I'm six one and a half. If you want to ask the doctor, they won't give. 

Rich Bennett 2:20
I see. 

Drewbie Wilson 2:20
Half an inch. I don't know why, but in. 

Rich Bennett 2:22
Odd. They never do. So you and I are the same because I was. I'm six one always. Sometimes six two, depending on what I'm wearing. But I was at that scale, £300. And least you could see the numbers on the scale. I could. They have to, you know. But the thing is, and I'm glad you mentioned the diodes and all that crap. So I did a diet. You lose a couple of pounds because you lose that water weight first. But you put it back on again. I changed my lifestyle. And I think that's the main thing. You got to change your lifestyle. So I started doing. Have you ever heard of DDP Yoga? 

Drewbie Wilson 3:05
I sure have. I've never done it, but I've heard great things about it. 

Rich Bennett 3:08
Oh, it's also I lost £50 doing that. 

Then I threw out my back doing going into Downward Dog. So yeah, no. So I was out of commission for a while, put the way back on. And your diabetes runs in the family. So I went to the doctor this past July or June. He said my agency was up. I needed to go on a low calorie diet. My mother has a low calorie diet. He said, Well, you could get one of those pans, you know, like it was epic or it was like, No, no, no, and I don't want to do that. So I just changed lifestyle, man. And so far, right as of this morning, I'm down almost 235. 

Drewbie Wilson 3:55
Come on. 

Rich Bennett 3:57
Yeah, and it's. But it's just changing your lifestyle. I don't think the diets works. What was it? And I know you probably did the same thing. You changed your lifestyle, right? 

Drewbie Wilson 4:08
You know, So originally when I first had hit that number on the scale, when I broke 300, I was in my early twenties and I was at a point where I wasn't getting the attention that I was looking for from the people that I was looking to get it from. I knew that I didn't have the energy to do the things that I wanted to be doing in life. And so the first thing I did was very much lifestyle was like, I cut out all the sugary drinks and I started watching what I eat. And when I say cut out the sugary drinks like I would easily put down 7 to 8 cans of Coca-Cola in a day. Like, I wouldn't even think about it. You know, I'd rip through those, no problem. And energy drinks and all sorts of things. 

Rich Bennett 4:54
All 

Drewbie Wilson 4:54
I mentioned candies and, you know, junk food. And I just wasn't very conscious of it. I knew what I was doing was wrong. So when I cut those things out, the weight started coming off and of course I had to be more active and 

Rich Bennett 5:08
right. 

Drewbie Wilson 5:08
really be focused. But truthfully, when you start putting an extra 3000 calories a day into your body, it comes off kind of quick. 

Rich Bennett 5:16
Yeah. 

Drewbie Wilson 5:16
So I got down and, you know, lost 50, £60 and then started into the world of illicit substances and some other things that I was doing at the time to have fun. So I lost a little bit more weight because I wasn't really. 

Rich Bennett 5:31
Not the good way. 

Drewbie Wilson 5:32
Well, yeah, you know, not necessarily the best fashion and. 

Rich Bennett 5:35
Right. 

Drewbie Wilson 5:36
It was around that time I ended up meeting a pretty young lady who became my girlfriend. She's now my wife. And, you know, we started dating. We were having fun. I got a little bit comfortable. We got married. I started eating more. Then she got pregnant. Thanksgiving dinner three, four nights a week for a couple of weeks while she was getting you know, 

Rich Bennett 5:58
Why? 

Drewbie Wilson 5:58
she was enjoying her and I was getting big. And, you know, I don't know, fellas, pregnancy, sympathy, weight's a real thing. So I. 

Rich Bennett 6:04
Yeah, it is, 

Drewbie Wilson 6:05
Over 300 got down to 215. Not the right way, but I was down to about 215. 

Rich Bennett 6:11
right. 

Drewbie Wilson 6:12
Got with her, put back on when my son was born and shortly thereafter I looked at the scale. I was back to 285. 

Rich Bennett 6:19
Jesus. 

Drewbie Wilson 6:20
And. Yeah, exactly. Yeah. No, I had to have a couple of real hard conversations. One was with my wife at the time was like, Listen, man, I love you, but I don't love all of you at this moment. And objectively, she had every right to say those things because I wasn't setting the example of what a husband and father should have been doing. So I appreciate her for that. I didn't in the moment necessarily, but I definitely do. Looking back now 

Rich Bennett 6:48
Right. 

Drewbie Wilson 6:49
and you know, further along, I had a mentor that reached out and he's like, Listen, man, it's like, you're working hard, you're here, you're driving your skill set up, you're making more money, you're putting yourself in a position to really be there as a man. But how would it feel if it was boom, blink? All of a sudden you're up in heaven and you're looking down and there's some other jerk in your bed with your wife raising your kid because you didn't make the time to take care of yourself. And I. Well, bro, it doesn't sound like heaven to me. 

Rich Bennett 7:21
Now. 

Drewbie Wilson 7:22
And so that was like the real start of my lifestyle change to where I decided, Hey, man, I need to do something that's consistent and. I'm going to need to do it forever because I'm one of those guys that's all or nothing. So if I don't do it all the way, I won't do it at all. And so that's really where crushed the day before it crushes you came from is I would wake up every morning and I'd look at myself in the mirror and I'd be like, Hey, man, you got crush the day before crushes you. And that that to me was really where and we can go into all the different parts of it. But that that was like the lifestyle change. It was, Hey, man, if you're going to be there for your wife and you're going to be there for your son, you got to be there for you first. 

Rich Bennett 8:07
Now, at this time, you weren't working for yourself, right? You were. So you were working for other companies doing sales. 

Drewbie Wilson 8:13
Correct? Yeah. At the time when I started this journey of personal development, let's say I had been selling insurance for a couple of years, you know, and I was relatively successful in my market. 

Rich Bennett 8:23
Right. 

Drewbie Wilson 8:24
Top guys doing pretty good. Certainly wasn't making the amount of money I wanted to make at that point. But compared to be in the drug deal and almost dropout, they're pretty, pretty decent living. 

Rich Bennett 8:34
Right. And I don't think a lot of people realize with sales, especially insurance sales, because you're sitting down a lot. So it's hard to stay active and put that weight off. 

Drewbie Wilson 8:45
I mean, I was at a computer seven, 8 hours a day. 

Rich Bennett 8:48
Yeah. 

Drewbie Wilson 8:49
And, you know, like, yeah, there's no, you're not movin, you're not groovin. They didn't have like the walking desk and all the cool stuff they have now. At least it wasn't as popular as it is now back then. 

Rich Bennett 8:59
Right? Oh, yeah. 

Drewbie Wilson 9:00
Now, man. Energy drinks and fast food from the dollar General down the way. And smiling down, baby. 

Rich Bennett 9:07
There's energy. Will get you back. I remember the one radio station I was working at. I was doing midnight to six, and this is before the energy giant drinks. Our energy drink was Jolt Cola. 

Drewbie Wilson 9:19
Oh, yeah. 

Rich Bennett 9:20
Oh, yeah. 

Drewbie Wilson 9:21
Yeah. Jolt. 

Rich Bennett 9:22
I would go through a 

Drewbie Wilson 9:22
Oh. 

Rich Bennett 9:22
six pack of that. 

Drewbie Wilson 9:24
Who? 

Rich Bennett 9:24
They are weak because there's maybe one or two people that's in it. It was a little amputation. Nobody was listening to it. I could have probably just put on in a got a DVD or something and thought, I'll sleep. Who knows? But oh yeah, man, it's oh God, that people don't understand it. And even now you're with your podcast. How many episodes do you drop a week or is it monthly? 

Drewbie Wilson 9:51
So the current podcast for called The Damn Leads, we do a weekly episode. 

Rich Bennett 9:57
Weekly. Okay. 

Drewbie Wilson 9:58
But before that I had a show named Crushing the Day, and I did an episode five days a week, and I did that for about three years straight. 

Rich Bennett 10:09
So we're still sitting down a lot. But I think we both I think we both learned that, especially now that we're not working for somebody else. Well, I take that back. We. 

Drewbie Wilson 10:20
We all work for somebody. But. 

Rich Bennett 10:22
We work it for the spouses. Let's be honest. You know, but we know to get up and walk around. You know, get keep that activity goin. And now you got there's this. I can go up and down, which I still got to install my foot. 

Drewbie Wilson 10:37
You know what, man? I bought a sit stand desk, and I never actually used it because in the camper, you know, we're limited on space. So I have to be 

Rich Bennett 10:45
Well, 

Drewbie Wilson 10:45
very 

Rich Bennett 10:46
yeah. 

Drewbie Wilson 10:46
careful about how we set everything up. And, you know, for travel purposes, when we pick up and move across the states and all that, like things have to be moved out a certain way. And I joked to my wife one time, I was like, I really need to start standing up in this thing more. And I moved it up and then it never went back down. So when I'm working in the camper, everything is a stand up situation. I'm always moving and groovin. But it is. It's it is. It's nice. And what's fun is that. As an individual who is my own boss, essentially as an entrepreneur, I can make that choice. I don't have to follow a code that's like, Well, you can't just stand up and you can't do this. You have to do this, this. And it's not like I set the rules. And that's where discipline is so important to it, because there is nobody that tells me to get up every day and to work out. There isn't anybody that says, Hey, man, you got to call the damn these. I mean, I have a spouse, don't get me wrong, I have a son, I have responsibilities. But that's the thing about this journey that I feel like a lot of people forget is that. Having someone to look out for you and tell you what to do is actually, I mean, for most people, a blessing because left to their own accord, they're just going to do whatever whenever in the moment, and they're not going to make decisions that have delayed gratification, which is where. 

The people who have ever lost a weight and kept it off. They understand that now. That's why they're not shoving their face with the extra cakes. That's why they're not doing all the things because they realize that even though in the moment it feels good, the regret is always significantly heavier than the choice in them. They're saying, now, it's okay, I'll pass. 

Rich Bennett 12:25
All right, sir, do you still have any photos of yourself when you put on all that weight? 

Drewbie Wilson 12:30
Oh, 100%. I'll I'll send you my press kit so that you can see there's one where, like, I'm. My favorite one is where I have a picture of me and my son. He's six months old at the time. We're at my grandfather's house and like, I'm large and in charge, You know, you got three chains going on. I've got extra arms, and it's like it don't make. It's crazy. But then I have one from about five years later where I had taken off the weight. And you can 

Rich Bennett 12:55
Right. 

Drewbie Wilson 12:55
see there the energy is so much different in both of our faces and so. 

Rich Bennett 13:02
Oh, yeah. 

Drewbie Wilson 13:02
Or to send one over for you. 

Rich Bennett 13:04
Yeah. There's that a photo that I have of me standing. I believe it was my son and my daughter. May be my daughter's confirmation. First to, I don't know, one of those things wherever they wear the white dress. 

But yeah, I had more so many chins. It was ridiculous. And I kept it. But, I mean, at that I got I think my pants were a size 46 

Drewbie Wilson 13:30
That sounds about right. 

Rich Bennett 13:32
and. 

Drewbie Wilson 13:32
Yeah. I feel like I got to a 46 at one point and was just like, Really? 

Rich Bennett 13:36
Yeah. Now put them on. They just fall right off if I actually. 

Drewbie Wilson 13:39
You can fit in one leg of the actual pain. 

Rich Bennett 13:41
Yeah exactly. Exactly. Bad Sure. With your with sales because you weren't take it out of high school. You didn't go right into sales, did you? 

Drewbie Wilson 13:53
I actually I've been selling since I was a little guy. I grew up in the streets. 

Rich Bennett 13:56
Okay. 

Drewbie Wilson 13:57
Selling anything and everything I could get my hands on. So like I've been in sales most 

Rich Bennett 14:03
Right. 

Drewbie Wilson 14:03
of. I didn't get into the more legitimate side of sales until. 

Rich Bennett 14:08
The legal side to sale. 

Drewbie Wilson 14:09
Yeah. Yeah. The legal. I was probably around my early twenties, you know, 19, 20 years old. I had been a bouncer. So out of high school I went and I worked third shift at a pharmacy. And I basically went to this pharmacy real late at night. I drove four or 5 hours a day. So I was like, that was part of where I was unhealthy. Just got real because I just. 

Rich Bennett 14:32
Right 

Drewbie Wilson 14:32
Crab and just didn't, you know, take care of myself. But the more legitimate side of sales, I decided I'm going to get away from the pharmacy and I became a bouncer and I was like, Oh, yeah, I'm going to become a bouncer. I think in the bouncers make a lot of money, which they do not. You might make 40 bucks in a night to hang out for like five or 6 hours. I think it was ten bucks an hour, like grunt 

Rich Bennett 14:53
there. 

Drewbie Wilson 14:53
labor work. I didn't make a lot of money, so I was looking for extra work. And the guy who owned the clubs also owned a cigar shop. And he was like, Well, if you need some extra hours, you can go and work the shop. Okay, cool. I'm in. So I'd work the club at night and then I'd get up in the morning and I'd go work at the cigar shop and I'd, you know, basically take care of business on both sides. And that was really where I cut my teeth into more of, like the legitimate sales. 

Rich Bennett 15:18
Right. 

Drewbie Wilson 15:18
I learned inventory. I learned how to connect with customers and get the rapport built, learn what they liked. And to me, I turned it into a game of art. Rich If you come in and you like to smoke a $5 cigar, like you have your preferences right in that 5 to $6 range, to me it was, How can I get you to buy an $8 cigar? 

Rich Bennett 15:39
Right. 

Drewbie Wilson 15:40
How can I get you to spend? 

Rich Bennett 15:41
Stop smoking the. 

Drewbie Wilson 15:42
Or two. 

Rich Bennett 15:42
Shit. 

Drewbie Wilson 15:42
Yeah. You know. No. Yeah. Like, how can I get you to buy just one little bit better? How can I get you to buy a whole box of them? And, you know, I so I just love that that process. And one of the coolest things for me that I think I didn't realize at the time, but I know now was a huge opportunity for me is I would work every Sunday and on Sundays all the local business owners would come in and they had like a Scotch society where they'd each bring a bottle of Scotch and they'd each ask me for a couple of cigar suggestions, and I would just sit there and listen to them talk about business and all the things that were going on. And they would always want to pour into me because, you know, an an old guy's smoking a cigar. They just want to tell stories. And I would just sit there and I would listen and I'd be like, All right, what? 

Rich Bennett 16:25
Soak it all in, man. 

Drewbie Wilson 16:27
And so that that was really where I got into, you know, legitimate sales, which led me from tobacco to furniture, from furniture to insurance, from insurance to marketing, from marketing to consulting to real estate to contracting to all kinds of different stuff that I've sold over the years now. 

Rich Bennett 16:46
Out of all of them. Which one did you like the best? 

Drewbie Wilson 16:50
Honestly, I like what I'm doing right now the best. I am kind of a nerdy guy by nature. I grew up playing video games I love. Processes. And so with what I'm doing now, it called the damn leads. I help small business owners build out better sales and follow up systems so that they can sell more of their products and services without being spammy, obnoxious, like. 

Unfortunately, there's there's a balance there for sure, and I like to be more of the relationships side than just about making the money. 

Rich Bennett 17:23
Which and nowadays and correct me if I'm wrong, you have. Now, keep in mind, you're like I said, you're younger than me. So I got into sales back. Jesus Christ. 

Well, Bishop, I. I did it before I went in the Marine Corps. So after I got out of the Marine Corps, so mid to late eighties. I got into sales again. But compared to today, it's it's changed a lot. And I've brought this up many times because when I was in originally, when you made that appointment, you're going in for the clothes as well. Now it's like you got to build that relationship. What I loved most when I sold cars, I sold cars for like ten years and other sales people could not figure out how I was selling more cars. Well, what I was doing, you can't wait for the customers to come to you. You have to go to the customers and make them customers. So I would take a demo, I would go to Social Security, whatever, or what do you do? You get the list of people that had cars from service. Call the people. Call the damn leads. Those are leads. What is it with people that 

I'm sorry? 

Drewbie Wilson 18:42
That's why we exist. 

Rich Bennett 18:44
I don't bear this. This just. This irks the hell out of me. I don't understand why people get into sales and they are afraid to call leads. They're afraid to call people. They'll email them. They'll send them a message on LinkedIn or whatever, but they're afraid to call. What the hell is wrong with people? 

Drewbie Wilson 19:10
I mean, I deal with this a lot, you know, and because I train and coach a lot of sales professionals and small business owners, there's a couple of big things that really stand out to me. One, if they're new, it's because they are not confident in what they're about to say. And that comes back to proper scripting, proper training, role playing through the years so that people can be prepared when they go out to have a conversation. You wouldn't put someone on a stage and ask them to give a speech if they didn't at least know what the heck they were speaking about. 

Rich Bennett 19:44
Right. 

Drewbie Wilson 19:44
Public speaking is the number one fear of the majority of people. It makes sense why someone who's new to sales would be afraid to stand up and talk to someone that they don't know like. That's logical, but it comes back on leadership preparation. Now, the other side of that, though, is you get the people who have been in sales for a little while. They got through their like new nervousness and they were able to overcome that part of it. And what they did is it got comfortable. 

Rich Bennett 20:12
Yes. 

Drewbie Wilson 20:12
Now, the reason that they don't want to call is because they don't want to get rejected, because who wants to be told know all day? Who wants to be rejected? Nobody. But they have not figured out how to reframe that situation in that every no is putting them closer to a yes. Or they were in it and they did really, really well for a while. And now what they used to do isn't working. So they're like, Well, I don't know what to say to these people or, you know, excuse, excuse, excuse. I've got this thing or that thing that's more important. But at the end of the day, genuine relationships and having these conversations is how you get to the sale. And as you mentioned, there's so many people now that are much happier to hide behind the screen or just to send a message thinking, well, it's volume, I can send more, I can do more. But at the end of the day, it's not always about more. Sometimes people want quality, sometimes people want actual genuine relationships so that they know if I trust you with this big investment, this purchase, if something doesn't go right, they're going to want someone to talk to. 

Rich Bennett 21:23
Right. 

Drewbie Wilson 21:24
You can't create that level of trust. You can, but it's a lot harder to do 

Rich Bennett 21:30
Yeah. 

Drewbie Wilson 21:30
without actually having a genuine conversation on the phone. 

Rich Bennett 21:34
Have you come across where a lot of businesses don't even train their salespeople? 

Drewbie Wilson 21:40
Yes, all the time. This. 

Rich Bennett 21:42
What the hell? 

Drewbie Wilson 21:43
Well, here. Here's the hardest part about it, Rich. And you'll probably recognize this in the sense that as a business owner, someone who has been doing this for ten years. 

Rich Bennett 21:55
Mm hmm. 

Drewbie Wilson 21:55
You know how to do this. You operate on assumed knowledge. 

Rich Bennett 21:58
Right. 

Drewbie Wilson 21:59
But when you first started podcasting, for example, now that you're a part, you've been doing podcasts for, you know, years and years. However long, you know exactly what the steps are. You open up the thing, you hit record, you have your your rapport, your questions like. 

Rich Bennett 22:12
Right. 

Drewbie Wilson 22:13
A process. But if you were just to hire someone on and say, Hey, I need you to go and take over the podcast, 

do you have it all written down? Do you have an exact step by step microwave directions for them to do this thing? No. 

Rich Bennett 22:29
I actually do. But yeah, 

Drewbie Wilson 22:30
Well. 

Rich Bennett 22:30
I know, I know. There. I knew there are a lot of people that don't. And the only reason and I'll be honest with you, the only reason I do is because I mentor other podcasters, because I've been doing this for ten years. 

Drewbie Wilson 22:43
But that means you know how to train people that. 

Rich Bennett 22:45
Well, yeah. 

Drewbie Wilson 22:45
The difference is most business owners haven't had been training people for ten years. Most business owners have been building their business. No one taught them how to be a sales trainer. And so they just assume that, you know, all the pieces that are important about the process. But 

Rich Bennett 23:01
Mm hmm. 

Drewbie Wilson 23:01
a lot of times you have to have someone smart who's done this, come in and like untie tangled a box of wires that you've created that you think is your sales and follow up process because it's different every single time. And also, you do have a specific set of things that you do every single time, which is why it allows you to get to the results so consistently. Hopefully, I explain that well. 

Rich Bennett 23:27
No, you did. You did. And I. 

It's always been frustrating to me. Well, when I sold cars, you know, you. You always had to learn your product. But we were always. 

We always had sales training. 

Drewbie Wilson 23:45
Well and I would challenge it. It's important to know your product and also it's important to know the person. 

Rich Bennett 23:51
Absolute. 

Drewbie Wilson 23:52
Because this and this is where a lot of I think, professionals are missing the mark is their product experts, but they're not people experts. 

Rich Bennett 24:00
Yes. 

Drewbie Wilson 24:01
And let's use auto as a great example. Let's say someone, you know, decides that they're going to come into the dealership. This lady walks in and young man walks up super excited and he's like, I am so pumped to tell you about this new Ford Mustang. Look at this thing. It's got the T tops, it's got the blah, blah, blah, blah, blah. And the lady's like, I'm here to buy a minivan. 

Rich Bennett 24:27
Yeah. 

Drewbie Wilson 24:28
You know, like, I don't care about this Mustang. I can't put my kids in a mustang. Like, you know, maybe someday, Future Me would love to have that car. But right now, that's not what I'm here for. But if the only thing you know about is product, and instead of people, you're never going to get to the point where she's going to actually be willing to tell you that she's just going to be like, Who is this frickin guy trying to sell me this thing that I don't care about? Because the only thing he cares about is himself. 

Rich Bennett 24:53
Right. And that's where it is. That's why the education never stops. That's why people have to listen to your podcast. 

Drewbie Wilson 25:00
Why? 

Rich Bennett 25:00
Yeah, because you're educating a man. 

Drewbie Wilson 25:03
You know. And to me, the best education in sales is repetition. 

Rich Bennett 25:08
Yeah. 

Drewbie Wilson 25:09
And role play. And that's why I said earlier the role play. 

Rich Bennett 25:11
Oh, yes. 

Drewbie Wilson 25:12
So important because even though it seems very cheesy and seems kind of like redundant, what I've learned in years and years of role play is that typically it's the best because the people who are doing it are trying so hard to make it hard. They are actively putting additional resistance in places that doesn't normally show up. And what's great about that is it does keep you on your feet. It makes you have to get better so that when you're in the mix of it, you're ready. You're not having to pause and go, hold on, let me get my black book of objection handling so that I can pull up. 

Rich Bennett 25:45
Exactly. Let me go talk to. 

Drewbie Wilson 25:47
Hold on, ma'am. My pocketbook. 

Would you agree that if you do not move forward, this is going to be now? 

Rich Bennett 25:56
Uh huh. 

Drewbie Wilson 25:56
Be fluent. You need to have a casual conversation. You need to know where someone's going before they even get there. And that is what makes a great sales professional, someone who can do the dance and lead. Making 

Rich Bennett 26:09
Yeah. 

Drewbie Wilson 26:09
the person feel as though they're the one leading the dance. 

Rich Bennett 26:13
That's true. And the thing is now, nowadays now when you're doing sales for another business, that's it's funny how everything changes because you need to sell that. You need to make that sale because otherwise the owner, the boss, they're all going to be upset with you. When you have your own business, then you realize, depending on what you're selling. That might not be the right customer for you. And you were in it, weren't you, in the IT field for a while? 

Drewbie Wilson 26:46
I did work in it for a little. 

Rich Bennett 26:48
Okay. Me too. 

Drewbie Wilson 26:49
They love this conversation that not all, not all people with a credit card and a pulse are good clients. 

Rich Bennett 26:56
Right? 

Drewbie Wilson 26:57
I use something called pre qualifying questions. 

Rich Bennett 27:01
Mm hmm. 

Drewbie Wilson 27:01
So in I've written a couple of books, I have called The Damn Leads. I have a few trainings on this, but like I use something called the calls framework and in there I'm asking very specific pre qualifying questions because a I need to know is my product or service a good fit for you and are you a good fit for my product or service? 

Rich Bennett 27:20
Bingo. Yes. Yeah. 

Drewbie Wilson 27:24
It's it's something that I feel like a lot of people miss in the sales process 

Rich Bennett 27:28
Yep. 

Drewbie Wilson 27:28
and or they know it, but they skipped certain key questions, thinking they're making assumptions about the person. And I can't tell you how many times I've personally gone through this process and gotten to the end of a conversation and made someone an offer thinking like, this is a slam dunk, like 

Rich Bennett 27:46
Right. 

Drewbie Wilson 27:47
this is in the bag. And then all of a sudden they come out of left field while, Well, I don't think that's exactly what I was trying to do. And I'm like, Wait, what? Hold on a second. 

Rich Bennett 27:55
Uh 

Drewbie Wilson 27:55
Like, 

Rich Bennett 27:55
huh. 

Drewbie Wilson 27:55
where did I miss? But it was that one key question that I didn't ask that would have flipped that switch earlier on in the conversation to make them thinking about, well, hey, yeah, that's close, but it's not exactly it. You know, we've all all smelled something that's like that's close, but it's not exactly what I think I'm smell. And that's not the one that it was. And I think that happens so often. Those pre qualifying questions make the difference so that we can decide very quickly. Am I a good fit for you? Are you a good fit for me? If so, yes. If not, who do I know that I can send you to? 

Rich Bennett 28:27
Right. Well, you you help businesses that also do B2B sales, right? Business to business sales. 

Drewbie Wilson 28:35
We do. B. To B. B to C. I mean, we've done pretty much all of it. 

Rich Bennett 28:39
Okay. And a lot of people don't. I always say a lot of salespeople don't realize there's a big difference between B to C and B to B with B to B. And again, correct me if I'm wrong, but with B to B, you have to research that other business. When it comes to A, B to C, you're not research like with furniture sales. You weren't researching the customer before they came in. But with B, the B, you've got to research that other business because it may not be a good fit for you. 

Drewbie Wilson 29:10
You know what? I love this conversation and I don't think I've ever explored it at the level that I'm. That just came to me for in this download from God. So I'm going to appreciate 

Rich Bennett 29:18
Okay. 

Drewbie Wilson 29:18
you for for bringing this out. Rich, because here's the way that this works. Business to consumer. You're doing your research in real time. So that's where. 

Rich Bennett 29:29
Well, yeah, 

Drewbie Wilson 29:30
The pre-qualification questions are so important because now you're 

Rich Bennett 29:32
right. 

Drewbie Wilson 29:33
researching this person in real time as you're having the conversation versus in a B2B situation, you've already done your research to an extent and now your. 

Rich Bennett 29:43
You'd have. Yeah. 

Drewbie Wilson 29:44
You're out where they are in the customer journey. And which of the two or three main pain points they're specifically suffering for their industry because all of those anyone who's in let's just say roofing, for example, has a couple of main specific things that they run into. One leads, they all need more leads. So if you have a marketing company like and you don't suck, you can probably get, you know, an opportunity to work with them. They all need admin management because they run around like crazy and they're all great on the roofs and whatever, but someone has to handle the paperwork. 

Rich Bennett 30:21
Right. 

Drewbie Wilson 30:22
And then they need people in the field. So recruiting, if you can help bring people in who are willing to be, you know, 1099 or doorknock and commission salespeople, then hey, you're providing a service that they're absolutely going to need. So now. 

Rich Bennett 30:35
Just train them. 

Drewbie Wilson 30:36
Well, but then the question is, which one of these things are they suffering from? And if none, 

Rich Bennett 30:43
Yeah. 

Drewbie Wilson 30:43
then we know they're not a good fit. One half dozen or the other. 

Rich Bennett 30:48
You're listening to the conversations with Rich Bennett. We'll be right back. 

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4106387021. That always. I'm glad you brought that up with the roofers. 

Well, we get them coming around the neighborhood all the time and you know that they're 10/99, you know, independent contractors or whatever. They're not a you know, they're not being taught because and here's why. I'll have somebody it's happened to me several times. They're like, yeah, we're just, you know, our companies in the neighborhood doing roofs and we're looking at your roof and see that, you know, you could probably use some repairs using their going on and know they're doing their spiel. I just had my roof replaced. 

Seriously. Come on, now. Oh, they don't know what to look for. They. They're not. Some of them aren't being taught what to look for. And that's a sad thing. 

Drewbie Wilson 33:02
Well, and that's where I said assumed knowledge owners will. 

Rich Bennett 33:06
Yeah. 

Drewbie Wilson 33:06
They'll just assume that if you come to work for them, you know what to look for. Like, Hey, man, this. Well, here's the thing. Here's three key things that we look for on the roof to know whether or not that's even worth the conversation. Can you see certain color spots? Can you see X, Y, Z? Like, I'm not a roofer, but, man, if you put me in the field, I could probably look at a roof and be like, That's a new roof or. 

It's questionable. Let's just see. Hey, man, we're in the neighborhood anyways. Just want to know, when was the last time you had your roof replaced? 

Rich Bennett 33:39
Yup. 

Drewbie Wilson 33:40
Last year. 

Rich Bennett 33:41
lot of them don't say that. 

Drewbie Wilson 33:42
All right. Well, you know, have you noticed any spots that were leaking or any issues with it in the last year? Because, you know, that's typically if you're going to see something right away, that would be a good time. Otherwise, if you haven't, then you're probably all set for a while. I don't want to waste your time, but, you know, if you want me to go look out to, I'll happily take a look if you've noticed any. 

Rich Bennett 34:02
So what what's your take on And I've had this happen to the salesperson that 

will badmouth another a I don't even want to say I don't like that term competitor, but another business. 

Drewbie Wilson 34:18
You know, I think the US versus them strategy can work, but I don't want to do it in a way that's like negative. I'm not trying to downplay someone else. Like, I don't want to talk crap about someone or talk about how they screw people over or do any of that because like, if you spot it, you got it. I don't remember where I remember. I don't remember who said that to me one time. But it's like if you spot it, you got it. And so, like, if you're actively out there saying all these negative things about what other people are doing, it's probably because you're doing it and you're trying to like, deflect it from people realizing you're the one doing those things. 

Rich Bennett 34:54
Yeah, 

Drewbie Wilson 34:54
So I don't necessarily like that side of it, but I definitely think there's a good category for us versus them in the sense of, Hey, here are all the things that we offer that they do not. And as long as that's a truthful thing, 

Rich Bennett 35:08
right. 

Drewbie Wilson 35:08
then I don't see any issue with it because that's a benefits type thing. Well, hey, yeah, you could work with XYZ company and from what I know, they have great ratings and the people that work with them that are happy, they're happy. But I also know that they don't offer this, this and this, which is why we find people enjoy working with us versus them. Not that, you know, they're a bad company, it's just that there's certain parts about what we do that people appreciate more. So so they choose to work with us. 

Rich Bennett 35:36
And that's where that research of that other company comes in handy. 

Drewbie Wilson 35:40
I mean, 

Rich Bennett 35:40
have to. 

Drewbie Wilson 35:41
you've got to know your client. You got to know your your. 

Rich Bennett 35:43
Uh huh. 

Drewbie Wilson 35:43
Quote, competition. But I think it's it's more a matter of being a subject matter expert for your own business. And if you're going to be an expert in your business, you should probably know other people who do things similar to you so you can compare and contrast. 

Rich Bennett 35:59
With getting leads. Where do you think a lot of businesses or even individuals are missing the boat on how to get. 

Drewbie Wilson 36:11
This is a loaded question, Rich. 

So I. 

Rich Bennett 36:16
Sorry. 

Drewbie Wilson 36:17
No, you're good. I look at it, there's really three main categories for lead generation. You have organic lead generation, which is you word of mouth posting on social media, you know, putting your billboard on your chart, like putting a sign on your truck or in front of your house or anywhere that it doesn't cost you money to be seen. 

Then you have paid marketing, which is pretty obvious Billboard TV, radio, Facebook ads, Google ads, whatever. That is a whole category in and of itself that. 

Rich Bennett 36:54
Right. 

Drewbie Wilson 36:54
Spoiler. And then the one that I truly think a lot of people miss out on is referrals. 

Rich Bennett 37:02
Yes. 

Drewbie Wilson 37:03
I think people are really bad about asking for referrals, which is such an interesting thing to me, because if you're working so hard to get someone to know you like, you trust you enough to give you their money. 

What makes you afraid to ask them if they know anyone else who might also be interested in getting that same service done? 

Rich Bennett 37:23
Yeah. 

Drewbie Wilson 37:24
It's the weirdest thing. They're like, Well, I don't want to be spammy or obnoxious. It's like, What do you mean? You just blew this person up for four months to get their business and now you don't want to fucking follow up with them like. 

Rich Bennett 37:34
Uh huh. 

Drewbie Wilson 37:35
Come on. So I'm going to give you guys a little something. This is the game that I use, and I've been giving this to all my consulting clients. It's worked really well for us, so there's two ways you can use this. One, if someone is having a conversation with you and they do give you a compliment of any sort, hey, I really appreciate the way you did that this out. What however they approach you say, I greatly appreciate you for that compliment. And I'll remind you that the greatest compliment we can ever receive would be a referral to someone you know who might also be interested in solving this problem. 

Rich Bennett 38:08
I like that. 

Drewbie Wilson 38:09
And I use that right. Like any time someone's giving a compliment, you can lean on that because they're not going to be mad about you saying that they're going to you know, it's like a feedback saying much like, I'm so grateful for that. Thank you. That's. 

Rich Bennett 38:20
Yeah. 

Drewbie Wilson 38:20
And also this. And thank you again for telling me how much you appreciate that. That's why we want to know who else we can help. Let's carry on. So I use you there either then or even when I call a lead and they tell me they're not interested. Hey, man, I totally appreciate that. And I will make a note in the system that we're not a good fit for you at this time. If that ever changes, please let me know. And as a reminder, a referral is the greatest compliment we could receive. So even if not you, do you know anyone who might need this done that you'd be interested in sending them our way? 

Rich Bennett 38:54
And what's your take on referral fees that. 

Drewbie Wilson 38:58
Well, A, is it legal? Because when it was an insurance, there was like certain things that we could or couldn't do. 

Rich Bennett 39:04
Exactly. 

Drewbie Wilson 39:04
And B, if you're 

I don't like trying to start off with, hey, I give money for referrals because that feels very transactional instead of relationship based. 

Rich Bennett 39:19
Right. 

Drewbie Wilson 39:19
If someone is sending me a lot of referrals, then 100% I'm going to try to do something nice for them in 

Rich Bennett 39:26
Careful. 

Drewbie Wilson 39:26
exchange. But when 

Rich Bennett 39:27
Right. 

Drewbie Wilson 39:28
you start adding in that, hey, I'll give you $5 gift card for a referral or two. Then it's transactional and it's not about like, Hey, they did a good job. It's hey, this person's going to give me money and I don't care really one way or the other if you sign up with them, but I'm going to get ten bucks. 

Rich Bennett 39:43
Yeah. Yeah that's, that's because I remember in car says that's one of the things we, I think it was like 25 $50 is what you always gave to somebody for a referral. 

Drewbie Wilson 39:54
Sure. 

Rich Bennett 39:54
But now with what I do, with what I do, I, I don't. People send me referrals all the time, but I'll just do something in return for them out of the blue. I it you know, sometimes I'll tell him I'll thing I said, look man, I want to do this for you, but otherwise it's like now I don't really push it. 

Drewbie Wilson 40:18
You know, where it also gets a little bit tricky and like, this is a really big one from my last position I was in is, you know, let's say we have a big pool of people and we all kind of hang out in the same community. Well, if someone joins my program and then I got four or five people that come up, it was like, Oh yeah, I told him he should join. Like, 

Rich Bennett 40:38
Yeah. 

Drewbie Wilson 40:39
that was my referral. And then that's like. 

Rich Bennett 40:41
Right. 

Drewbie Wilson 40:41
Janie also came in and was like, Yeah, I talked to John too, and he totally said he was going to sign up after talking to me. So like, that would be my referral. Now you've got people that are all trying to take credit for talking to the same guy because he was asking questions that everybody in the community like. But now they all want credit for closing the deal. And it's like, Well, I can't give six people referral credit for one guy. And so then it starts to get in like, how do you track it? And, you know, and then again, it just becomes transactional instead of relationship based. 

Rich Bennett 41:10
And some people may be offended by it. 

Drewbie Wilson 41:13
They could be 

Rich Bennett 41:13
One 

Drewbie Wilson 41:13
for 

Rich Bennett 41:13
of the 

Drewbie Wilson 41:14
sure. 

Rich Bennett 41:14
one of the things I love to do is say, Hey, man, I really appreciate it. Why don't we go out for lunch, have a cup of coffee or something, and buy them lunch? 

Drewbie Wilson 41:23
Yep. 

Rich Bennett 41:24
You know, I. 

Drewbie Wilson 41:27
You know the best. 

Rich Bennett 41:27
I don't. 

Drewbie Wilson 41:28
Do for people that give. 

Rich Bennett 41:28
I refurbishes. 

Drewbie Wilson 41:30
Send them referrals. That is. 

Rich Bennett 41:33
Yes. 

Drewbie Wilson 41:33
That's the thing that. 

Rich Bennett 41:34
Yes. 

Drewbie Wilson 41:35
Forget is like. Send someone a referral. You want to do a good 

Rich Bennett 41:38
Yeah. 

Drewbie Wilson 41:38
like send them a referral. You don't have to do like it's just the craziest thing. If you send referrals, you get referrals. And that is the secret. 

Rich Bennett 41:46
Yeah. I mean, I, I send people referrals all the time, but I really, I don't expect anything in return if you want to send somebody my way. Yeah. Send them my way. I'm. I'll be, I'll be happy, I'll talk to them. And if I find that they're not a good fit, I'll send somebody that I believe they would be a good fit for. 

Drewbie Wilson 42:07
Bingo. 

Rich Bennett 42:08
I mean, but All right. So which I love talking about sales with sales. And this and of people that are in sales, especially especially when it comes to the news, they lose that motivation. What can people do to stay motivated and keep going and not give up? 

Drewbie Wilson 42:32
I'm going to shamelessly plug this, though. It's called Diary of a Damn Closer. I wrote this book in October of 2024 and essentially this is a culmination. I've spent probably a quarter of $1,000,000 on mentors and coaching and training and psychology and all sorts of different things to learn that this quote is the most popular for me in my life. Methods are many principles. Our few methods may vary, but principals never do. And what I mean by that is there's a million ways to make $1,000,000. But anyone who's ever made $1,000,000 will tell you there was a few core principal things they had to do day in and day out to achieve. 

Rich Bennett 43:14
Right. 

Drewbie Wilson 43:15
And to me, when it comes to motivation, it's a daily habit. You can't just get motivated and have motivation forever. It's a consistent effort. And so for me, the Diary of a Damn Closer is just that. It breaks down into how to figure out what is your real core motivator. And to me, it's What's your time worth? 

Rich Bennett 43:35
Yeah. 

Drewbie Wilson 43:36
Because we all know how to make more money, but we can't get more time, energy and effort. Those are the only things we can't buy more of, can't win in a poker tournament, and no one gets a box of Christmas morning. So first of all, what's your time worth and where are you spending it? Why? And is it getting you the result that you're looking for? Because if not, there's one asset that you have that you're not using correctly, so the diary helps you break that down. And then I live by something called the four sixes. Which is the four areas of life that really matter. Sleep number one. 

Rich Bennett 44:11
Yes. 

Drewbie Wilson 44:11
Because if you've ever been on a bender or done illicit things that you shouldn't have, after about 24 hours, you're pretty much useless. And I'm at an age now where I need my beauty rest, which I don't know about. 

So sleep is at the top. Then we have our family, our relationships, you know, the people and things in our life that matter. And then we have our business because, like, I don't have F-you money yet, but I'm working towards it. And most people need to show up because they know money is a tool and a resource that they can use to buy and do all the things in life that matter. 

Rich Bennett 44:42
Especially when you have kids. 

Drewbie Wilson 44:44
Especially when you have kids. And then the last category is ourselves, which is the one that's kind of interesting, because a lot of times when I meet entrepreneurs or professionals, they're burnt out, unhappy, out of shape. They're not living the life that they want to live because they're putting themselves at the bottom of the list. But when you get on an airplane, they tell you you have to put your own oxygen mask on first or you're a burden to everyone else. So when you flip this around and you start realizing there's 24 hours in a day and four areas of life that matter, that means if you spent six in each of those areas, you'd have what's called a balanced life. And in theory, if you've ever done anything for like an hour straight or 6 hours straight that you really enjoyed. You can get a lot of stuff done. 

Rich Bennett 45:29
Oh, yeah. 

Drewbie Wilson 45:29
So from a motivational standpoint, I put this together so that you could figure that out and then actually track what you got going on every day. What are you grateful for today? Where did you win 

Rich Bennett 45:41
Oh. 

Drewbie Wilson 45:41
to? What are the things that actually accomplish that went well? What didn't go well that you would improve on tomorrow? That's the daily reminder and the motivational tool. But then from a sales perspective, it's did you do the work? Did you make 100 calls? Did you talk to ten people? Did you close two deals? Because if you're putting in the work, you're going to get the result. And to me, 

Rich Bennett 46:01
This is 

Drewbie Wilson 46:01
that's. 

Rich Bennett 46:01
your latest book. 

Drewbie Wilson 46:02
This is the latest book of five. This is my fifth release and all the books. This is the most powerful, though, I think, because it takes all of the strategies and ideas and other books and it puts them in a daily tool that you implement every day. This things eight by ten is 476 pages. If you do 

Rich Bennett 46:19
Wow. 

Drewbie Wilson 46:19
this. Six months. Call me and tell me your life isn't better. I promise you it will be. 

Rich Bennett 46:25
Now, where do people get that? 

Drewbie Wilson 46:27
They can. They can order it on called a damn Lidcombe or they can order it from Amazon. Now, if you order it from the store, I personally hand sign them and I send a special gift with every order. But some people don't want to wait, so they go right to Amazon. 

Rich Bennett 46:42
Go to the website, people, not to Amazon. Believe me, you're going to like I think I know what the special gift is and I think you're really like it. 

Drewbie Wilson 46:50
Good stuff. 

Rich Bennett 46:50
Maybe I do. Oh, well, your website, what you just told everybody called the damn lead scam. You got a lot of awesome stuff on there. 

Drewbie Wilson 47:00
Thank you, sir. 

Rich Bennett 47:02
You have the shirts, The website's awesome, the blogs, the motivation. It's something I want to add something to. Something something you said about every day. Say something that you're grateful for. I do that when I get out of bed. First thing I do is I have an angel on my nightstand, which unfortunately lost our first daughter, and she helped obviously would put that in our hands. I say a prayer every day. And then I got a little rock that my now my present daughter got me when she was little. I call it my Grateful Rock. So I'll say something that I'm grateful for every day. However, somebody told me to add something. 

People. People have no problem saying what they're grateful for. Put that in there. Why? You're. 

I think I don't think a lot of people do that. 

Drewbie Wilson 47:59
No, it's definitely. I learned this from another mentor. He was, you know, hey, write down, you know, every day, first thing when you wake up, write down the couple of things you're grateful for. And I've definitely met a lot of people along the way that will take it that extra like, why? And, you know, for me, I've been doing this now every day for five years, I think something like that. And 

Rich Bennett 48:21
Yeah. 

Drewbie Wilson 48:21
it's just become a natural thing where I start rolling over and I before I even get out of bed, I'm just like, All right. I'm grateful that my wife is over here next to me and I squeeze her booty, and then I'm like, I. That my son's over in the other room. You're laughing. But, you know, Rich, in in 2019, on Christmas Eve, my wife handed me her wedding ring back and said that you're married. 

Rich Bennett 48:43
So 

Drewbie Wilson 48:44
I'm not your your family. So, like, when it comes 

Rich Bennett 48:48
I 

Drewbie Wilson 48:48
to things 

Rich Bennett 48:48
opened. 

Drewbie Wilson 48:48
to be grateful for, man, I am 100% grateful that that juicy booty is right there next to me still, because I made a lot of selfish choices that almost cost my family. So gratitude is a big deal, man. Very big deal. 

Rich Bennett 49:01
You're not married to an Irish redhead, though, are you? 

Drewbie Wilson 49:04
Now she's a she's a spicy white lady that grew up on the east side. So she thinks she's a little bit 

Rich Bennett 49:09
Okay. 

Drewbie Wilson 49:09
like. I don't know. I love her. 

Rich Bennett 49:11
Oh, okay. Yeah, I do that. My wife reaches over and smacks me and then puts her cold ass feet on me. 

Yeah, but I wouldn't. I wouldn't change. I'd be. The funny thing is, I got scared shitless a couple of weeks ago because. And I've been married. We're coming up to 

29 years. 29 years. 

And I'm sitting there like you and I are now talking on the podcast. I was going like this, Chantal. My wedding ring. And, you know, you lose all that weight. Wedding ring becomes loose. I looked and I was like, Oh, shit. I lost my remote and I thought it fell in my lap. I couldn't find it anywhere. Anywhere? No. Yeah. And when my wife got home, I told her. I said I cannot find my wedding ring. Why did you take it off and take it all her? But in all honesty, Ruby, I was. I was nervous because I didn't know how she was going to react. Well, lo and behold, yesterday we had all this snow says, okay, let me go out and shovel the driveway, clear off her car before she leaves for work. 

Drewbie Wilson 50:30
That's a good man, right? 

Rich Bennett 50:31
And I grabbed these gloves that I very rarely wear. And the wedding ring was in there. Yeah. 

Drewbie Wilson 50:39
Thank goodness. 

Rich Bennett 50:39
So. 

Good. We. We go to bed last night. She's like, How come you have your wedding ring on? I said, Because it keeps sliding. I'm waiting to get the ring 

Drewbie Wilson 50:52
There 

Rich Bennett 50:52
guards. 

Drewbie Wilson 50:52
you 

Rich Bennett 50:52
I 

Drewbie Wilson 50:52
go. 

Rich Bennett 50:52
said I got it in a safe place. Here's where I picked up my age. I said I got a room, Maggie said. So it ain't going anywhere. I got to put. I got to put the angel down. The thing fell off behind the nightstick. 

Drewbie Wilson 51:05
God's. He's just. 

Rich Bennett 51:06
I tell. 

Drewbie Wilson 51:07
little reminder there, Bob, I. 

Rich Bennett 51:08
I'm telling you, they. 

Drewbie Wilson 51:10
Put that in a safety deposit box locking key like. 

Rich Bennett 51:14
Huh? Oh, yeah. It's like you feel naked without it, you know? 

Drewbie Wilson 51:19
Yeah. 

Rich Bennett 51:20
It's. It's. Well, it's not weird. It's. It's part of you. Yeah. When you get married, it is part of you. 

Drewbie Wilson 51:27
One of the hardest things for me was when I was 

and I still go to the gym, but I say was there was a season where I was really heavy into the lifting and the weights. And I had to take off my regular ring and put on a rubber ring because I did have concerns. Like I didn't want to glove myself, you know, because I was 

Rich Bennett 51:47
Right. 

Drewbie Wilson 51:47
a. He waits and there were so many times where I would take the main, you know, my my white platinum gold ring off white gold, whatever it is. And then I would be looking around and I'd feel so naked and I'd like I'd. 

Rich Bennett 51:59
Yeah. 

Drewbie Wilson 52:00
I don't know. I don't like it. It felt weird. I didn't approve. Like, I'm at the gym with this other wedding ring on, and all of a sudden in my own head, I'm like, My wife's at home thinking that I got this thing taken off, that I'm out here flirting at the gym. 

Rich Bennett 52:11
Uh huh. 

Drewbie Wilson 52:11
No, no, no, no. So I just leave it on and, you know, God forbid, if I ever lose a finger, knock on wood, I don't you know, I don't want to jinx myself, but it'd be like. 

Rich Bennett 52:20
That's when he goes on an. Necklace around your neck. Actually with you talking about being grateful and all that. What is your daily routine from the time you wake up to the time you go to bed? 

Drewbie Wilson 52:34
All right. So I'm I'm very intentional about this, you guys. So this is going to mess some of you guys up, but my alarm goes off at 4 a.m. every day. And I will tell you that a lot of times I'm usually up by 330. I usually beat my alarm. So by 4:00, my alarm goes off between four and 430. I read. I drink water. I meditate, and then I'm out the door by 430 on my way to the gym. So I'm at the gym by 5:00. And again, if I wake up earlier, it's just a half an hour earlier on this whole schedule, 

Rich Bennett 53:02
Right. 

Drewbie Wilson 53:02
but I'm at the gym by five. I have typically a 90 minute workout routine that I do. I spend 15 minutes doing warm ups and stretches. I have a 60 minute routine and then I do a 15 minute hydro massage before I get out of there. I get home, I have a certain meditation that I do. I help my wife get the breakfast and everything going with the family so that from seven to about 8:00, that's family time. So that's me and the family having our morning breakfast, getting everything ready. I get cleaned up so I don't smell like a dirty old sock. The whole day I have my breakfast and then by 8:00 I'm working. I have a daily team stand up with my team every day at 8:00. So we have a quick 20 minute meet up meeting. 

Rich Bennett 53:43
Mm hmm. 

Drewbie Wilson 53:44
From 8 to 11. I do administrative work. I work in the CRM. I follow up with leads. I, you know, do anything that I can do with my headphones on that don't require me to talk to another human. 

Rich Bennett 53:54
Right. 

Drewbie Wilson 53:54
So that from 11 to 12, either I'm doing a show like this or I have a lunch or something scheduled. And then from 12 to 4 every day is calls. I'm very structured. That's my call time. Any time I have anyone who wants to get on sales calls, hey, let's get you on the calendar between 12 and four is when I make my calls between four and 430, I close out, I make sure all my appointments and all my notes are in for the day so that I can walk out the door for a for home by 430. Because at 5:00 I'm home and I'm with the family time. So from five to about 8:00 is usually family time again. And then from 8 to 10 is kind of my personal time. Me and my wife's time and I'm asleep by 10:00 because 4:00 comes early every single. 

Rich Bennett 54:36
Yeah. 

Drewbie Wilson 54:37
And if you if you paid attention there and you looked at all how I broke it up, the four sixes is in full effect because I spend about 3 hours on me. First thing in the morning, I'm going to have a couple of hours with the family. Then I have my business through the middle of the day, then a couple hours with family and then a couple of hours for me. And then I reset the clock and I start over. But it all starts with me. First I get up and I get 

Rich Bennett 54:59
Right. 

Drewbie Wilson 54:59
that workout done because if I didn't, I wouldn't do it. So I have to get it done first thing. 

Rich Bennett 55:04
It makes you feel good to. 

Drewbie Wilson 55:06
There's some scientific aspect to that. The adrenaline, the dopamine, the serotonin, all the good. 

Rich Bennett 55:11
Yeah. 

Drewbie Wilson 55:11
guy with a good workout. Absolutely. 

Rich Bennett 55:14
And I think a lot of times it's it does yourself better to if you could work out in the morning, do it in the morning instead of at night, because it just I just think it helped generate you throughout the day. You feel good, you accomplished something. Then you could go to work, sit there and you can call them leads. Do your podcasts, you know, whatever it is you're doing, work with your team. Take that family time. And family time is very important. 

And time for yourself as well. Yeah. Where. Where the meditation is. I'm telling man, I think we're brothers. Somehow we. Team is our routines are lot similar, you know. 

Drewbie Wilson 55:54
Hey, Rich, you remember when I said methods are many, principles are few. There's a lot of different ways to do it. But the principles of how to be successful and how to create a life that makes you feel successful. I think we both found a couple of them rather. 

Rich Bennett 56:06
Yeah. You know, you got to get a lot of this stuff, put on shirts or do you already? 

Drewbie Wilson 56:10
I have quite a few on shirts and I've got. 

Rich Bennett 56:12
Okay. 

Drewbie Wilson 56:13
And on you know, I can't take credit for all these quotes. So, like, I don't want to put something out that's not, you know, authentically mine. I want to give credit where it's due. But I definitely think there's some new shirts coming. 

Rich Bennett 56:26
Well, yeah. I mean, I've. I've been looking at that too, and it's cause there's a lot of will, you know, from your podcast and a lot of your guests have awesome quotes. If you put on a shirt, put their name underneath of it. That they said the quote, a, hey, that's marketing for them as well. Okay. Can't be that 

Drewbie Wilson 56:45
I mean, 

Rich Bennett 56:45
what 

Drewbie Wilson 56:45
that's a good 

Rich Bennett 56:46
we. 

Drewbie Wilson 56:46
podcast right? There is is, you know, marketing for everybody, so. 

Rich Bennett 56:49
Yeah. So what made you decide to start the podcast and how long ago did you start it? 

Drewbie Wilson 56:55
I. 

Rich Bennett 56:56
The one now called the day. 

Drewbie Wilson 56:57
Oh, yeah, they called it the Damages podcast. So when I launch call the Damn Leads in December of 2023 to officially said, Hey, I'm walking away from a very high paying salary corporate job to start my own business. I knew that A doing anything two weeks before Christmas was a terrible idea to start a business. So essentially when I left the corporate career on December 10th of 2023 and I knew from the 10th to the 31st, well from the 10th to the 26th essentially was like, you can't lock in and do anything there. That's that's Christmas time. 

Rich Bennett 57:32
Right. 

Drewbie Wilson 57:33
So I locked myself in the in the lab, in the office. I wrote the call, the damn leads book. I put together 26 episodes of the podcast. So that I would come out of the gates with plenty of content batched and ready to go. 

And that was really why I started it, because I knew that a podcasting is an amazing way to get out and share more stories with people. And the story is what 

Rich Bennett 57:57
Yep. 

Drewbie Wilson 57:57
sells, not the facts. Like I could sit here and spit facts that you guys all day but share in fun stories and having a good time builds relationships. 

Rich Bennett 58:04
Mm hmm. 

Drewbie Wilson 58:04
And also I knew that in creating a podcast, it would give me an opportunity to meet amazing people like yourself, Rich And even if you and I never did business together. The fact that we had a great relationship and an awesome conversation like we did today means that someone in your community who likes you knows you and trust you might just so chance hear this and think I'd like to get better at sales and reach out and have a. 

Rich Bennett 58:27
Yup. 

Drewbie Wilson 58:29
Because if we help enough people get what they want, eventually we get what we want. That's a Zig Ziglar, quote, full credit to him on that one. 

Rich Bennett 58:35
Loves. Clear, 

Drewbie Wilson 58:36
But that was really the idea of the podcast is how can I 

Rich Bennett 58:39
Right. 

Drewbie Wilson 58:40
get out, create something that creates entertainment and then also has an edge of education. Because if you get those two things just right, a lot of people will trust you and they'll want to know how you can help them more. 

Rich Bennett 58:52
That's good marketing. 

Also. 

Drewbie Wilson 58:55
Be. 

Rich Bennett 58:56
Yeah, it's. One of the things and I learned the hard way I mean, when I started this thing, I coming from radio playing music, it's a big difference. Going to podcasts, talking to people, we're not. hated talking to. I didn't want to talk to anybody. Let me play the music, you know. But doing this now, man, I love it. And you're right that this is what we're doing here. To me, this is the networking of the day, you know? Now, I don't know if you go to networking groups or anything like that. You do. 

Drewbie Wilson 59:32
I do it all. I'm a sales guy, man. Rich. Hold on. 

Rich Bennett 59:35
I know that. 

Drewbie Wilson 59:36
Good to do nothing. But you know what? One versus 

Rich Bennett 59:40
Yeah. 

Drewbie Wilson 59:40
a one too many. And that's what podcasting is awesome about, is that we can have this one conversation one time. We're almost an hour in at this point, but this leaves it definitely. So we could potentially reach Hackney and we could go viral and hit 10 million people. All it takes is just one person to share this out in the right place and it goes crazy. So it's a one to many type conversation, but I'm not going to tell you that a 1 to 1 isn't still a good opportunity and going to the networking events and creating these. This is the digital coffee shop right here, you and me hanging out, 

Rich Bennett 1:00:14
Love that. 

Drewbie Wilson 1:00:15
making just good conversation and knowing that, hey, at the end of this, you and me, we've built a relationship. And if any point going forward, we meet someone who may need the other service, we're going to be excited to tell them about it. 

Rich Bennett 1:00:28
Yeah. And actually, while we're at it, tell everybody how to get in touch with you so you can train them. 

Drewbie Wilson 1:00:35
I appreciate that, Rich. First and foremost, I want them to share this episode on social media and tag called the Damn Leads, because that's going to do two things. It's going to let me and Rich know that you enjoyed today's time that you invested with us and that you got something from it. Because if you're willing to tell other people about it, it must have made an impact. So share it. Tag me. Call the damn leads. Once you're done, head over to call the damn leads dot com. Check out the store. We've got swag, I've got books, I've got podcasts, I've got blog content. I've got enough stuff on there that you could probably never have to hire me, ever if you just went through it all and figured it out on your own. But if you want to speed it up, I have a coaching group. I have a program where I work with professionals to get dialed in to sell more without being spammy or obnoxious. And I'd love to have a conversation, but it all starts over on call the damn leads dot com. 

Rich Bennett 1:01:26
Get the books, man. Definitely get the books, notices, set books. And after you purchase the books from his website, feel free to go to Amazon. Good reads. Barnes Noble to leave a full review of why you like to. And then keep in mind people, his books are something that you want to hold on to. Don't pass them on to somebody else. Buy them for somebody else. 

Drewbie Wilson 1:01:51
Come on. 

Rich Bennett 1:01:52
Those of you that own a business, buy them for your sales team. 

You want to educate them. This is the way to do it. So before I get to my last question, is there anything you would like to add? 

Drewbie Wilson 1:02:06
I appreciate that. I think the most important thing that I always try to add on these kinds of conversations is you have to trust the process. Whether it's losing weight, building a business, creating better relationships, you have to trust the process. And if you give up too soon, you'll never know what you're truly capable of. So lock in, do the damn thing, and you'll be good to go. 

Rich Bennett 1:02:29
All right, sir, my last question for you. How do you plan to crush tomorrow before it crushes you? 

Drewbie Wilson 1:02:36
Tomorrow's already lined out on the calendar, sir. All I got to do is make it through today and wake up, and then tomorrow will already be laid out and ready to go for me. 

Rich Bennett 1:02:45
I'm sorry. It's already on y. 

Calendar year. A calendar. 

Drewbie Wilson 1:02:52
That's my boss, sir. The. 

Rich Bennett 1:02:54
I think a lot of people don't understand that some of the things from way back when are still good to use today. 

Oh, 

Drewbie Wilson 1:03:05
The basics. 

Rich Bennett 1:03:05
my calendar. I love it. I use it every day. 

Drewbie Wilson 1:03:08
You know this as much as I do When you're in the military. They don't train you on all the fancy stuff every day. They train you how to take your gun out of your holster and point it towards the enemy. That is what you focus on out of the holster in the right direction first. That's what matters. 

Rich Bennett 1:03:27
Uh huh. Yeah. And we always got the lift. Never mind. That's another story. 

Drewbie Wilson 1:03:31
Hey. 

Rich Bennett 1:03:33
Jerry. Thanks a lot, brothers. It's been a pleasure, man. 

Drewbie Wilson 1:03:37
Pleasure's all mine. Rich. I appreciate you. 

Rich Bennett 1:03:40
Thank you for listening to the conversations with Rich Bennett. I hope you enjoy today's episode and learn something from it as I did. If you'd like to hear more conversations like this, be sure to subscribe to the podcast so you never miss an episode. And if you have a moment, I'd love if you could leave a review. It helps us reach more listeners and share more incredible stories. Don't forget to connect with us on social media or visit our website at conversations with Rich Bennett Dotcom. For updates, giveaways and more. Until next time, take care, Be kind and keep the conversations going.