If You Build It, They Won’t Come | Implementing the Dream 100 and The Ultimate Competitive Sustainable Advantage

Show Notes

We unpack Chet Holmes’ Dream 100 system, how Mod Scenes landed and keeps the accounts of Chick-fil-A, Disney, Life Church, OKC Thunder, Frito Lay, etc., how Samson Sound and Lighting landed accounts with Julia Roberts, the Wall Street Journal, All American Rejects, etc. and more.

On today’s show we talk to:

A pregnancy coach in Florida

A sound and lighting business owner in Los Angeles, California

A financial services provider in San Francisco, California

A set designer in Oklahoma City, Oklahoma

The accountant in Canada

And we go over:

1. How to overcome rejection
2. How Modscenes has used the Dream 100 system to land and keep the accounts of Chick-fil-A, Disney, Saddleback, Life Church, the Oklahoma City Thunder, Frito Lay and the U.S. Olympic Swim Trials
3. How client Samson Sound and Lighting landed sound and lighting accounts with L.A. Reid, Julia Roberts, the Wall Street Journal, Dan Blizerian, Jones Day, All American Rejects, etc.
4. Why socialism is failing in Canada
5. And Clay explains his Will Work for Yeezy program

Add Charles’ Song

Add in Dear Esther introduction – Monks

Dr. Kat Vigo – 954-295-5067

Steven with Mod Scenes
Elliott Samson – 310-499-3079

Josh Spurrell 

Nolan Ku

Steven Hall 

Phone: 618-267-5528 cell

Office: 530-723-6421 

Website – https://modscenes.com/ 

NOTABLE QUOTABLE – “Best buyers buy more, buy faster, and buy more often than other buyers. These are your ideal clients. Have a special effort dedicated to just the dream 100 clients.” – Chet Holmes (Best-selling author of The Ultimate Sales Machine)

NOTABLE QUOTABLE – “Every person who wins in any undertaking must be willing to burn his ships and cut all sources of retreat. Only by so doing can one be sure of maintaining that state of mind known as a burning desire to win, essential to success.” – Napoleon Hill (The best-selling author of Think and Grow Rich”)

NOTABLE QUOTABLE – “Nothing works unless you do.” – Maya Angelou (The best-selling author, legendary actress, poet and playwright)

NOTABLE QUOTABLE – “Whatever you do, work at it with all your heart, as working for the Lord, not for human masters, 24 since you know that you will receive an inheritance from the Lord as a reward. It is the Lord Christ you are serving.” – Colossians 3:23-24 

BIG WINS:

1. Gateway Church!!
2. Life.Church
3. DMX hoist rental for Chick Fil A
4. Working with one of the largest E retailers ever
5. OKC Thunder
6. Stage design for Disney
7. Won Industry Product of the Year Award!!!!
8. Frito Lay Stage Design
9. Upcoming DMX Hoist project for the Olympic Swim Trials!!!!
10. Video testimonial from Church of the Highlands that is incredible!!!!!
    https://www.dropbox.com/s/gula6ye7eqfp1a1/Mod%20Scenes%20-%20Highlands.mov?dl=0
11. Richard Cadena (the authority author in the stage lighting realm) came to our booth and told us that our presentation was incredible.  He said that he’s been in the industry a long time and our marketing plans and communication is better than most of the 20 million + manufacturers at the show.  He said laying out cap nuts on the tables was a stroke of genius as it made people want to stay and see why they were there. Not only that he said our product was brilliantly simple and he is excited to see it explode on the market.
    
    
    
    
    

Questions For Steven:

1. What was your life like growing up and where did you grow up?
2. When did you first figure out what you wanted to do professionally?  
3. How did you start your first company?
4. How did you go about funding your first company? 
5. How did you go about getting your first 10 customers?  
6. When did you first feel like you were truly beginning to gain traction with your career?
7. I know that you are a serial entrepreneur who has experienced massive success and super low points…walk us through the lowest low of your career?  
8. When you were at the bottom, how did you work your way out of that situation?  
9. Today, I’d love for you to share with the listeners about the kinds of projects that you are up to?  
10. How do you manage to keep and maintain such amazing relationships with your regular clients? 
11. What are a few of your daily habits that you believe have allowed you to achieve success?  
12. What advice would you give the younger version of yourself as it relates to business? 
13. What are a couple of books that you believe that all of our listeners should read?
    
    Power of Moments – Chip and Dan Heath
    Giving It All Away – David Green
    Eat More Chicken – Trueett Cathy

NOTABLE QUOTABLE – “A sluggard’s appetite is never filled, but the desires of the diligent are fully satisfied.” – Proverbs 13:4

Will Work For Yeezy’s Program

I have shewed you all things, how that so labouring ye ought to support the weak, and to remember the words of the Lord Jesus, how he said, It is more blessed to give than to receive. – Acts 20:35 

Questions for Clay – Painless Pregnancy

Summary of the Business – Painless Pregnancy serves pregnant and postpartum women in the comfort of their homes and offers expertise physical therapy services so that moms can maximize their pregnancy experience and heal more completely after birth. – The therapists that work for us are contractors

1. What’s the best way to hire new therapists and inspire them to want to work with me instead of just creating a pipeline for them to end up starting their own version of what I do?
   1. Create intentional sights – Create decor that makes people want more
      1. Have the best website possible
   2. Be a 10x source of wisdom 
   3. Be consistent 
   4. Create checklists and systems for everything
   5. Create a presentation checklist (folder, print materials, fresh-baked cookies)
   6. Create a presentation one sheet
   7. Create a uniform
2. How do I add so much value so that they don’t go start their own thing and steal clients? 
   1. NOTABLE QUOTABLE – “Whoever spares the rod hates their children, but the one who loves their children is careful to discipline them.” – Proverbs 13:24
3. Should I plan to create a franchise?
4. Would it be better to do a coaching model where I coach therapists on what we do?
5. What would you recommend in regards to collecting payment and future scheduling?
   1. Right now I am just connecting the patients to the therapists and then i am basically out of the equation – trusting my therapists.
   2. Should there be better visibility into this?
   3. Should I be able to manage their schedules?
   4. Should there be a central way to accept payment?
   5. If so, what systems do you recommend to do this?
6. In regards to payment, should we allow cash or just do cards only?
7. What is the purpose of GPS and what would you recommend for tracking contractors? 
   1. Is there an app?
   2. The therapists are driving their personal vehicles.
   3. Should we move towards more of an employee model?
8. What do I need to do when it comes to management?
   1. Should I have a weekly meeting? 
      1. Should this be in person at least 1x per month?
   2. Should I have a daily call with my team?
   3. What is the best process for hiring and firing?
      1. How do I do a group interview model when I am so spread out geographically?
   4. How do I create the systems for providing a pipeline to my therapists so that new therapists coming onto the team understand what I will provide them in regards to leads, as well as understand my expectations, so I can maintain my standard of care?
      1. How do I build a way to clearly communicate the value I provide to the Therapists?
      2. How do I build a way to clearly communicate the expectations for the therapists?
      3. How do I build the “Carrots and Sticks” needed to ensure consistent quality of work?
9. RESOURCES
   1. https://eitrlounge.com/staff/ – Documented systems examples 
      1. Password – elephant (all lowercase) 
   2. Bulletproof Checklist – https://docs.google.com/spreadsheets/d/1U6Kg15D-86tFNTaRyN6oncCkqbG4z0DnOPf43-zpKeY/edit?usp=sharing 

NOTABLE QUOTABLE – “Brand is just a perception, and perception will match reality over time. Sometimes it will be ahead, other times it will be behind. But brand is simply a collective impression some have about a product.” – Elon Musk

What was your life like growing up and where did you grow up?

Good Childhood 

Played the Drums 

Is it true that you have a background in music as a studio drummer? 

Yup I’ve enjoyed playing live. I’m on about 6 albums and Have played great venues internationally including the Staples Center in Los Angeles and Summer stage in Central Park as well as on a float down 5th Ave.

Is it true that you once beat both John Bonham and Neil Peart in a drum off? 

Off the record … Yes … Yes I Did. I Only ever lost to Buddy Rich

But out of respect for these greats I’ll deny it.

When did you first figure out what you wanted to do professionally?

I think I’m still figuring it out! But I’ve always been a creative person. 

How did you start your first company? 

I sold Magazines door to door when I was 6. But I was playing Drums to put myself through school and slowly my Hobby became a job opportunity!

How did you go about funding your first company?

I made a deal with a youth group National Conference of Synagogue Youth. 

How did you go about getting your first 10 customers?

I engaged in vertical integration without even knowing it.

When did you first feel like you were truly beginning to gain traction with your career?

Doing a week long event on Vegas – saw a ton of ads for Steve Aoki’s Shows and then getting a call to do the Steve Aoki Charity Poker Tournament at Dan Bilzerian’s House

I know that you are a serial entrepreneur who has experienced massive success and super low points…walk us through the lowest low of your career?

Well as my business was just getting going I used to store my gear in my grandfathers garage. There was one week When after 8.5 years my wife and I seperated, I came down with pneumonia, and there was a fire in the garage and basically my business burned down and the insurance denied coverage and only paid out $2,500. So you might say that was a rough week.

When you were at the bottom, how did you work your way out of that situation?

Well we dug through and tried to Salvage what we had… I actually had an event that night, So I rented some gear and Didn’t even have time to really process what had happened. The show must go on. 

Today, I’d love for you to share with the listeners about the kinds of projects that you are up to?

It Has Been a Blast Working with LA Reid, Julia Roberts, Wall street journal, Dan Blizerian, Jones Day, All American Rejects, Gypsy Kings, Twitter, League of Legends, USC, Working with the Creators of the hit TV show “Blackish”, Big Bang Theory, Murder in the First, Working with prolific musicians such as Steve Aoki, Chicago, and The Doors 

How do you manage to keep and maintain such amazing relationships with your regular clients? 

To be honest, I am a problem solver!

What are a few of your daily habits that you believe have allowed you to achieve success?

It’s so tough to maintain a daily schedule when our events are so varied and always changing times and location. But I feel that I’m at my best when I’m able to take time to pray in the morning and plan my day. Exercising doesn’t hurt either.

NOTABLE QUOTABLE – “Success…seems to be connected with action. Successful men keep moving. They make mistakes, but they don’t quit.” – Conrad Hilton (The founder of the Hilton Hotel Chain)

What advice would you give the younger version of yourself as it relates to business? 

Make sure to read your fire insurance policy better. Get a mentor or a coach right away.

What are a couple of books that you believe that all of our listeners should read?

The E-Myth by Michael Gerber

The Cashflow Quadrant by Robert Kiyosaki 

Think and Grow Rich by Napoleon Hill

Socialism

A left-wing Canadian liberal federal government that reeks of socialist tendencies was elected in 2015. A barrage of unfriendly business decisions have been made since. Recently we’ve had $30 billion in capital flee to more friendly jurisdiction and a single $20 billion project cancelled last week. 

My home province of Alberta sits on an oil reserve more than 3 times the size of the entire USA reserves, yet unemployment has soared to 7%, compared to 3.6% in the USA. Currently we have extreme activist groups blocking railways and grinding industry to a halt. 

The de-prioritization of business interests causes our government to entertain the insanity of these radicals while not implementing policy based on the fact that most of them are funded by foreign groups with competing economic interests. Some will say, at least you have free healthcare. 

Until you’ve carried your sick child into the emergency room, only to be greeted by a staff member so full of contempt for their job that they would be unemployable in any private business, then wait for hours wondering if your child will ever see a doctor, you are in no position to comment. Be careful what you wish in the upcoming election USA, you might just get it. – Josh Spurrell (Canada’s top rated CPA www.spurrell.ca)

FUN FACTS:

1. 330 million Americans
2. 22 million Active businesses 
3. 6% of the entire U.S. population is self employed and of that 6% 96% of the businesses fail 
4. Entrepreneurship is a full-contact sport.

Stop guessing what your ideal and likely buyers want and start asking them what they need 

1. Rapport – 5 questions
   1. Family
   2. Occupation
   3. Recreation
   4. Enjoyment 
   5. Hobby “In a perfect world…” 
2. Needs – 5 questions
   1. Where are they now versus where they want to be? 
3. Benefits – 3 benefits 
   1. Support every benefit with a fact 
4. Close – Call to action
   1. Set closing appointment within 72 hours 
   2. Invest a little to start building rapport
5. Isolate objections 
   1. What concerns do they have?