058 | Growth Hacking On A Budget | Hiring A Rockstar Team | Changing Recruitment Business | Philip Pelucha

Our guest for today is Phillip Pelucha. Phil is the CEO and Founder of “Number 1 Property Group.” This firm has a reputation of being able to find the top talent, no matter how complex the market is. Phil is also a Football Coach, and remember is the UK, so he’s a certificated Soccer Coach. Welcome, Phillip Pelucha to “Bootstrapping Your Dreams” Show. We are glad to have you here with us today.

All right, so tell us a little bit about yourself your journey and, you know, how did you become this rock star recruiter?

Haha! Good question. I don’t think anybody wakes up one day and says, I want to be a recruiter. Most people say they fell into this industry. I actually didn’t. I chose it. And if I’m being really callous, I actually chose it because I did a Google search for the jobs in sales where I could make the most money with the skill set that I had, and I kind of filled in a quiz of the skill set that I had. And at the time, you know, I’d finished university I’d been an estate agent. I’d worked as a branch manager, I kind of got bored of that and wanted to go and do something else. I’ve been doing a lot of cold calling, commissioned only jobs just using my sales mouse to get by. And yet recruitment came up at the top of the list and I thought, why not? Let’s try that. But you know what? It’s all joking aside, that is how I chose it. But I love the industry I’ve been in. I’ve now been in it for over a decade. Now, I’ve worked internally for some of the biggest, biggest names there are in my sector. I’ve worked for some startups and small companies. I’ve literally taken companies from 15 people to 250 people. So I’ve been part of that growth with startups. I’ve owned and sold startups. Number one Property Group was a startup. And yeah, I’m interested in so-called the boost up and stuff, because believe me, you and I have a fair bit of them. 

 

Yeah, for sure. All right. And just before the interview, we’re talking about your interesting concepts, how you brought some concept from marketing into recruitment. Do you want to share some of that with audiences? 

Oh, yeah, of course. So I think one of the things that really interested me is, there’s a lot of skepticism. Isn’t there? When you talk to somebody about something that’s working well in that sector, you often hear them say things like, “oh, that’s good, but it wouldn’t work in my sector because…” and I really don’t like that because that’s just really ‘inside the box thinking’. There is usually a way of making this work for what you do. So I’ll get I’ll share the example with your viewers and listeners that we shared OFF AIR just before. There was a client that I was working with, and our salaries were quite low. In fact, they were below the industry average, we didn’t have a lot of money. What we did have was a really fantastic commission structure that allows you to really earn a lot of money, it was sort of we know we’re paying you a poor basic, so we’ll make it up to you in commission and give you more of a slice of the pie is that kind of deal. And one of the other things they did as a company as they really nurtured you and took care of you and provided you with the train and it was you know because the company doesn’t mean to sound disrespectful because the company didn’t have a lot of money at that time. You will not really valuable to them, you know, they wanted to invest as much of their time and effort as they could into you, to help you to become better because then you could grow. The problem that we had from a recruiting perspective was that there are so much nonsense and noise in the industry and there are so many people that lie when it comes to adverts and there are so many fake adverts out there from the Brutus we’re fishing, that a job advert where you say here’s a low basic but you can earn a decent amount on target earnings was not standing out. Nobody was listening to this because it was you know, they were being told they could earn the same amount of money at other places with a higher basic and it was becoming increasingly harder to compete even though we had what I need to be a much better offering the most of the people in the industry that we’re trying to get people through the door. Yeah. So one of the things that I said was we’re not people by people. So let’s go and interview the people who have started in the business. We’ll get them on camera just 30 to 40 seconds talking about what they’ve done, where they come from, what their reservations were joining the company, how they feel.Now and how they’re getting on. And we combine those into a bit of a montage. So every time we put out an advert or every time we were emailing somebody that we found either on LinkedIn or just by normal email, or sometimes on Facebook, we would include the YouTube link to this compilation of people who will like them in their shoes, you know, with the same reservations and questions that they did, watching them, answering them saying, I’m really happy. This is a great choice. I’m earning good money, I’m being really taken care of I feel respected. And actually what happened off the back of it was, it worked so well from employer branding perspective that we went from having a real recruitment issue in a market with a talent shortage to hiring so many people we had to rent the office next door because the fire regulations were complaining to a saying that we now had too many people in the building. So what a story to go from, we can’t recruit to we’ve now got too many. And the great thing about that was it then got picked up as you said as a marketing campaign as well. So they started then doing that with client testimonials as well as putting marketing material out there to educate the market. At the end of that would be video testimonials from clients like them and customers like them to say, Hey, you know, these guys really helped us out here. This was our problem. This was our story. It resonates with people because let’s be honest, it’s the story that you buy, isn’t it? 

Yeah, for sure. That’s for sure. That’s an amazing story. Yeah. And just before the interview you also sort of coach me on getting these testimonials that thanks a lot for that. This goes to show how you know, small little things, small little nuggets of information through these conversations can go a long way and help somebody out when they’re looking for some new ideas. And now you are also the founder of this campaign hashtag band sales TV. So what’s that all about? 

So I detest sale CVs or resumes as you would probably call them over there. They look that that terrible under there. They’re extremely dated, you know, most people are surprised to learn that the first CV was used in the 1400s by Leonardo da Vinci. And it’s ridiculous, isn’t it? How old the CV is, it became mainstream in the 1500s as a way of communicating your skillset to help you get a job. You know the fact that we’re still using it today to kind of Judge Candidates is unbelievable. And there are a few reasons I don’t like it. Okay, so the first reason is, they’re really poor. They all say the same stuff. Everybody’s a team player, everybody works hard. You know, it’s, once you’ve seen one, you’ve seen 500. And it’s, it’s not an accurate representation of you either. I’ve met people whose CVs are absolutely incredible. And I think they’ve sent someone else to the interview. And I’ve met people who I thought this person is going to be a nightmare. Their CV is horrific. You know, how would you send this out with so many spelling mistakes and grammatical errors and all this kind of stuff, and then you move them and you know, they could sell some to the Arabs You know, they’re incredible. So it’s, it’s not fit for purpose is why I don’t like sales CVs. CVs in general but particularly for sale CVs because it’s a much more extrovert sort of real business relationship kind of conversation. So what we do instead and we’ve done this with some success for a number of years now we started the process internally and it’s helped a number of clients grow as I mentioned before, there was a client that we took from 15 to 50. That period was in just under two years and it was using this strategy and during that time, they went from being absolutely nobody to being the number one in their niche within the UK and when an Employer of Choice Award Wow. So it really does work and honestly, it’s, it sounds like a fast but it’s worth going with. So all we simply did was we changed the structure to say, well, we don’t want a CV we wanted achievement sheet. So anybody that’s ever worked in marketing or PR. this could also be used like one sheet. Okay? This is who you are your name, address, contact details where you’ve worked with the dates, and some key achievements. That’s it. No more this. I’m at the call. I’m teamwork. I mean, it’s boring us to death stop, just tell us the key achievements. Because they’re not works at any level doesn’t it you can be a CEO with this. Or you can be a student who has no experience in the stuff that’s on. Here are the things that you’re good at and the skills that you’ve picked up at Union and all this kind of stuff. So it’s really clever. And then what that does is it narrows that CV down into just the important bits. Okay, so that’s your achievement sheet. Yeah, the next stage that goes with it is a video entry and, and the video application tends to be one to two minutes long, but mostly it’s a selfie-style recorded video, and I absolutely love these videos. We’ve seen some amazing ones. We’ve seen some car crash ones but either way, you know I really admire people that will just get out their phone, have a conversation, show who they are. And it really shows who you are and why you’re interested in this position. Because you know, it gets rid of the time-wasters that just go onto the boards and go, click, click, click, click, click and apply for everything. You know, because any of us will know if you’ve ever called any of those people. They say, oh, what role was there? Sorry, I’ve applied for loans.

No, no business owner or recruits. Everyone wants to hear that. Because it’s like, what you’re not really interested in what we’re doing. you’ve just applied to 20 and hope you get a job. And that’s really not what we’re about. We’re about finding people that are ready to take their career to the next level. Find out what it is that makes them tick, what kind of culture they’re going to thrive in, and then use these kinds of video applications to match the people together so that you can get that first impression straight away and say, Yes, I resonate with that company. And yes, I resonate with that candidate.

 

That’s amazing. Yeah, we do is taking off all over the internet. And, you know, incorporating that into the recruitment process is just ingenious, for sure. So, you call this content for that cover video, I believe

A cover video. Yes, so we have a cover video. And then so which is kind of like your cover letter. And the reason I call it the cover video is the kind of the structure of it is usually around. “Hi, I’m Phil, I’m really interested in this position with your company because of x, y, and Z when I read it, the bits that really stood out to me with this, this and this. What I’ve done previously, as you can see from the sheet that I’ve sent over is this, this and this, it’s really taught me how to use these skill sets which by looking at your website and doing a bit of market research, I can see it as arid that you’re clearly looking to kind of boost as a business you do well, but I think I can help you take that to the next level. A little bit of a personal story about me. I’m a massive Liverpool fan. I spent thousands of pounds to go all the way to Kyiv to watch us lose. So it didn’t matter what it costs. I was making sure we were in Madrid to watch us when we did, we went number. And it doesn’t matter how much trouble I got in with the missus or the bank manager. I’ll do it again tomorrow.”

 

Awesome. That’s great. Nice to hear that.

Do you know what I mean? That kind of message really will tell you their potential employer just enough to say, I like this person I can see myself getting with this person or the opposite. No, I don’t think they’re going to fit here at all. It’s not going to work culturally. And let’s be honest, we’d rather find that out now than four to six months into a process after you’ve already hired them. And now it’s costing you money and it’s another misfire. 

 

Yeah, for sure. Alright, so a lot of our audience, they are bootstrappers or they’re entrepreneurs, professionals.  Do this technique will work for attracting the talent even if they are just starting off. They’re launching a new startup?

Usually.  So we work with a lot of startups with this kind of strategy and structure. And the reason we do that is I find startups fascinating. As I said, I’ve often been involved in startups. I’m trying to be really honest with you as well. A lot of startups can’t afford our rates at that stage. So it’s not like they’re able to come to us and say, “Okay, please, can you go and find us a top performer, nor are they usually able to pay the top salaries either. So you find yourself in quite a difficult position. So I wanted if I may share the story of how I grew my business because I’d learned lots of lessons from other people in different sectors. I’ve then tried to apply that to my business. It’s worked really well with the number one Property Group. And yeah, I’d like to share some of those ideas, if I may, because they’ve really worked for us. So I do a lot of videos, a lot of podcasts and increasingly more blogs. And as difficult as it is sometimes because you write a sentence or you’ll say something and you think, do I really want to put that out? I’m trying to be as honest as I possibly can be. And I know that that will alienate some of the industry. I know that a lot of recruiters don’t like me, for example, because I share a lot of their secrets. And that’s okay. Not everybody’s gonna like me, provided my clients like. That’s all that matters. But the reason I did this was actually that I wanted to grow my business, not just with the right clients, but with the right partners working with me as well. I definitely believe in partnerships. I mean, nobody is going to do this alone in, it’s just not going to happen. You know, the more people there are in your network, the better. The more heads working at this, the better. So my recruitment strategy for my own company was to first identify what my strengths and weaknesses were. And then go and find people that have different strengths, preferably in areas where I’m weak. And then what I did, period, simply, I didn’t have the cash in particular when I first started to be paying salaries. So I offered them a slice of the pie and I offered them a really decent Slice of the Pie. So I’d say listen, come in, you do your part of the process, and you’ll get 20% of the fee. And then I’ll bring in somebody else to do another part of the process and say, “Tell me what you come in and we’ll do this and you’ll get 20% of the fee. So I might be giving away the early stage sort of for 50% of my fee, but I’d rather have 50% of a million than 100% of nothing.  And it’s about kind of getting that, right. So they really came on that journey with me all of my core team. And to this day, they’re the same actually, all of my core team, we work on a profit share revenue, we all kind of take a slice of the pie. Nobody is taking home a big salary, and it keeps us all hungry. But it also keeps us all of the really united team. Every aspect of my business is helping out another aspect. My head of sales earlier today, for example, took some time off on a Friday afternoon from resources sorry for looking for clients to help us resource for candidates, because we’ve got a big, big project on at the moment and we’re working with somebody and we needed to kind of get all hands on deck and despite the fact that that’s not their side of the business, they wanted to jump on. So you know, it completely removes the whole that’s not my job culture, because then you become a partner, you share a slice of this business, and you behave as such you behave like another entrepreneur and as an entrepreneur, we need to wear many hats, right? 

 

Yeah, for sure. And that brings up an interesting point, because I have worked with a number of startups where they actually almost got wiped out, or they were all almost on the brink of getting wiped out because of hiring a few bad employees or, you know, who are not, we’re not contributing. So tell us a little bit about that, like how important it is to hire the right type of employee. And what are the characteristics of a good employee or a good resource?

Good question. Yeah, really good question. So I think the first thing I’d say is to make sure that you actually need to hire before you hire. And I genuinely grew my business so much in the first sort of 12 to 18 months using Upwork. Upwork was phenomenal. You know, instead of bringing in a local and usually more expensive everyone is kind of agent you know, I wouldn’t get quotes from local companies to get a website done for example, and I was getting sort of 1500-2000 to five kind of quote. I went and hired somebody from the Philippines who did it for $5 an hour. And within 10 hours, I had an all singing all dancing website that was absolutely fantastic. I actually paid almost double it is by way of a bonus because it’s still phenomenal. But even looking at that way I was spending $100 may be over $100 for this fantastic website. That’s something half as good. I would pay comfortably 10 times locally. Yeah, so Upwork is phenomenal. And, again, this is where it’s important as an entrepreneur. I mean, we all like to say we can do anything. And will you know how many entrepreneurs and how many of us have sat there and tried to watch videos on YouTube or read books and was currently sat there learning how to code or design a website or create a chatbot or set up an email marketing campaign when we haven’t got a clue about HTML? You know, the amount of time that we spend trying to learn things because we think all we can save ourselves some money just by trying to learn it. Honestly might have great. This lesson I ever learned when setting up my own business was to identify what I could do. Those are my core skills. And then I learned to either bring people in to do them the full time around me. Or if we need to bring temporary results using Upwork or something like that. That’s exactly what we do to get to where we need to go. But I don’t anymore. Spend five and six hours watching videos trying to figure out how to create a WordPress site.

Awesome, awesome. And I’ve read some of your content, you talk about this concept of four pillars that sustain your recruitment process. So what are these 4 pillars?

So 24-hour recruitment is the first one I’d say. So the 24-hour recruitment is we live in a 24-hour world, it’s effectively my way of saying, you know, the age of having an agency where people turn up and say,

You know, can I register for your agency, can I do this and it’s between the hours of nine and five or whatever those days are gone. You know, the vast majority of even since I’ve started in recruitment, so what an interesting trend, for example, is most people

People used to apply for jobs on the weekend. And the reason they used to apply for the jobs on the weekend as we all had those big clunky laptops and huge mobile phones that are quite hard to use. So you go home after your week at work and think I want a new job. And you start looking and you start playing, right. The weekend is now the worst time for candidates to apply for jobs. And the reason for that is they got stuff to do on the weekend. They want to go and have fun, they want to go out and do something else. So the time that they apply for jobs is usually around 11 o’clock on Monday morning when they’ve had the coffee. Remember how much they hate this and on their first break. They’re now on their phone applying for jobs. And it’s phenomenal to watch it absolutely phenomenal. I mean, there was a company who had when I was joining them, they had a really bad retention rate. And at the time, there was a job board here in the UK, it was very popular with salespeople. And you could see when somebody was live and somebody was active, so is an exercise to show them how bad it was. I did a search on their company name on the account and showed them how many people that were sat on their cell floor were currently active on the job board applying for jobs at that very second. And it wasn’t to get anybody in trouble it was to say, look at the severity of the issue. So I think it will be really honest, the Upwork thing is really huge. But when it comes time to recruit, whether you’re a startup or whether you’re a Fortune 500, it really doesn’t matter. It’s the same concept, which is,

you have to find people that will join you on your journey. And to be able to attract those people, you need to be really clear about what your journey is, has been, where it’s going where you’d like it to go, and be really clear about the kind of people you’d like to work with because of that.

And that’s what resonates with people because people will see your story and it’s, you know, people say to me all the time, you know, the candidates leave for more money. No candidates leave managers, candidates leave cultures, they no longer believe in candidates leave projects that they that don’t fire them up or get them out of bed. So if we know that that’s why people leave. We should be doing more about that to attract candidates to our business. We shouldn’t be saying, “This Is Our Story. This is our journey. This is where we’re going. And this is the opportunity for somebody that does this, this and this, what do you say? And then only the people that will apply it only the people, in particular, that will send videos of the ones who are truly interested in the opportunity.

Yeah, that’s cool. All right. And now tell us a little bit, uh, you know, you already spoke about how you grew the company and you know, you made progress. But did you make any mistakes along the way? What were the hurdles that you had to overcome in the growth of your own company?

Good question. I think I’ve made the most mistakes. I’ve definitely made the mistake of winning a really big client and thinking all I’m too busy now, so I have to spend all of my time helping this client. And then they stopped about 12 months later, they had a change of Corporate. The decision came down from head office to say, it was really unfair decision came down from head office to say, we now can’t work with any suppliers who have less than two years of trading history. And I was only one year. And they were my single client. So they were my biggest client, but they were my single client.  So yeah, I made that mistake. I made the mistake of paying for every course that was out there. You know, I fell for every hook line and sinker. You know, the secret to success is here and you know, by this mentorship and speak to this guru, and you’ll get this and I’ll send you the exact sales funnel that made me a millionaire and all this stuff. I fell for every single sucker out there. You know, I did not come from a family of entrepreneurs. So there was nobody particularly close to me at that time to guide me which is one of the main things I’ve spent the last five, six years doing if I’m honest. The people I surround myself with now are absolutely fantastic. And I always try and surround myself with people that are the level above me if not even further than that. So I’m constantly challenging myself. Not to say that I dropped people, but hopefully we all kind of continue to grow together. And they always continue to be two steps ahead of me. That would be great for all of us. Yeah. But that would be my advice is to identify people in your industry that you can partner with that you complement each other’s services. And there’s a way of making this work for the customer. 

 

Great, great. And also, you know, we exchanged a few notes before, when we were just discussing having you on the podcast, and we got into this discussion about, you know, our mental health, meditation and all that. Do you want to share a few stories about that? 

Yeah, of course. So look at it. I don’t think it’s any secret is it that being an entrepreneur is stressful. You know, some people don’t like the word entrepreneur but whatever you want to call yourself a business leader. business owner, it is stressful. You know, the there been a number of sleepless nights, you know, there are lots of times where you don’t even remember what day it is because you’ve not stopped working for so long. It happens and we’ve all been through it and I think it’s

 

I think it’s healthy. I think we should go through it. To some extent, I think challenges are healthy and it keeps you on your toes. And it also means that it’s only truly motivated that is going to make it to the end. Because let’s be honest, if you’re not passionate about what you’re doing, why would any of us do this, you know, because the beginning stages so hard that unless you’re so certain that you’re going to get there and you’re so certain that this message that you have is going to help people you will be mental to continue you know, and I mean that in the nicest possible way. But I mean, I suffered from anxiety or suffered from mental health issues, you know, I’ve had depression have dealt with depression, anxiety, OCD. I mean, my OCD goes through the roof when I’m anxious, you know, which adds like another 10 minutes on to my day because I’ve been checking doors and this is as a direct result of being an entrepreneur. So I’m not exactly selling life. Am I? But you know, I mean, well, it is the reality it is and I think people need to know that because you know, when you know that and we can talk about it, we can support each other through it because I think it’s this whole and I don’t want to go preachy now. But this whole influencer culture on Instagram where people are stood by the Lambo and all that kind of stuff. You don’t see the struggle. Yeah, I don’t see the sleepless nights you just see the success. You see the big house you see the girls, you see the helicopter, you see the planes, and I think that’s really unfair. I think that’s really misleading with people to do that.

 

Because you’re effectively saying buy my course and have my life were you ever tell me about the 20 years of nonsense you went through before you got to this point, you know, that’s the I really need to know about because that’s where I am today. Now one of the greatest things that really helped me and I’d love to show because if it helps your listeners then phenomenal I’d be really I’d be really happy to hear that. Yeah, I found meditation and guided meditation and in particular sleep hypnosis and guided meditation, were really the things that got me back on track. In fact, I genuinely don’t remember the last night I haven’t listened to asleep meditation to go to sleep. If I ever need a moment during the day, I have certain tracks saved and I’ll just go and listen to them and them really kind of help neutralize me if you want to put it that way. It helps me clarify my thought you know, I often wake up with a pad and paper next to the bed and I start writing stuff down to the back of these meditations. You know you wake up inspired, usually, wake up before your alarm. It’s a very different feeling to that the alarm goes off and you don’t want to get out of bed and it’s I can’t wait. Designed to get out of bed because I want to write these things down or I want to go and check on Google whether I can do that thing I’ve just had that idea about. Yeah. So the meditation things are huge. The two people I would recommend because they’re free as well, which is phenomenal. And they’re both on YouTube, which obviously everybody has access to. There’s a guy called Jason Stephenson Australian guy, but they’re both Australian. Jason Stephenson does a lot of meditations. I really like his stuff. And in fact, I’m convinced that he’s about five or six years ahead of me on this journey, this spiritual journey or whatever you want to call it, because every time I read about something or learn about something, and I go to search for it, he created a video for about four or five years ago. So he’s always ahead of me. The other guy is a guy called Michael Seeley, he’s another Australian guy. Again, both really, really good. You can just search for guided meditations or guided meditations. I highly, highly recommend them genuinely. I know it’s a strange thing to talk about sometimes, but Seriously, highly rated them they’ve really helped bring balance back to my life which hadn’t just made me a better entrepreneur has made me a better husband and father as well because I’m not as stressed. And as much, You know, I’m much clearer in my thought, much healthier. I’ve lost 22 kilograms since I started doing this meditation. And they do not weight loss meditations. And anybody that doesn’t believe me, message me, and I’ll show you a side by side picture of me in the same t-shirt. I was humongous.

 

All right, that’s great. Well, thanks a lot for sharing all those great ideas and I cannot agree with him more like meditation is meditation, mindfulness, just knowing yourself. That is, I think the foundation of any entrepreneur, then you should do that before they even take the first step into entrepreneurship because inevitably they are going to run into so many obstacles, so many difficulties. If you don’t know yourself, you’re just going to be miserable. 

You need to know where your flaws are for the purpose of having a being able to further develop them for being able to outsource that part of your role because they’re your weaknesses. We all have things to work on every day is a school day is the same, you know, every single one of us needs to constantly be learning and challenging ourselves. And it’s not always about just learning the things that we enjoy the things that we’re best at, you know, sometimes we just got to knuckle down. And none of us particularly enjoyed math, but I ended up becoming evaluations of air at one point. So, you know, you just got to knuckle down and get on with it. And I think being able to know who you are, whether that’s through meditation, whether that’s through yoga, whether that’s through, you know, healthy eating, whether that’s the exercise, whichever way you find works for you. In fact, there’s one more little secret on you as well. But whatever you find works for you. Just stick to it. Keep that in your routine, and stay motivated because the irony is most of us stop doing those things. When we feel motivated, because we don’t feel like we need to because we already feel motivated now, but you feel motivated because. The buildup of things that you’ve been doing prior to that. So the second you stop that’s now wearing off again. 

 

Great, great, awesome. And is there anything else that you may want to share about marketing about recruitment or entrepreneurship? 

Sure. So there’s one little strange one that I’ll give you. And then I’ll give you a couple of pointers as to how to kind of go ahead and find the people that you really want and attract them to your business because it’s, it’s, it’s not the way that you usually think. But the little tip I’d give you is and I actually stole this one from Tony Robbins. So it’s in good company. I was watching the Tony Robbins documentary before we have seen it’s on Netflix. And it’s a lot of following him around behind stage and how he gets ready for his events and all that kind of stuff. And I’m kind of the science behind it. And I’m a big fan of psychology and the science behind why we do things. So that fascinates me anyway. But it’s the personal trampoline. It’s the bouncing up and down and the personal trampoline. So I thought to Listen if it’s good enough for Tony Robbins good enough for me. So I got was bouncing this little mini trampoline and its life. My Home Office. And I started doing this thing about six to eight months ago, which was every time I felt stressed or angry or worried, I just bounced for a few minutes, I just put my headphones on, put some music on Spotify, and it just jumped a little light jog. Sometimes it was more violent if I was feeling particularly frustrated. But one of the things I found quite quickly was and I don’t know where this is why Tony does it. But one of the things I found quite quickly was it really infuses you because of the energy and it’s also really hard to be angry was bouncing up and down. Like it’s not your body will never be smiling even doing the gesture like you’re bouncing up and down. Your body doesn’t want to be going I’m sorry. I know this person. This is frustrating me. It’s to a natural reaction. So I think it’s almost like whether you call it shock therapy. I don’t know. But just when you find yourself in that state, you know, get yourself out of it. Get yourself onto a trampoline. Get yourself onto a treadmill do some stardom, stick some music on. Have it dance. Just physically shake yourself out of that state, and then get back into whatever it is you’re doing now you’re primed and ready to go. 

 

That’s great. Yeah. Well, well, very well said and good advice. Good reminder. And I saw that documentary as well. A lot of good stuff. Yeah, he’s done a lot for sure. He’s a master of you know, all these weird ways of encouraging yourself and keep going.

Well, I haven’t started the ice bath yet. I’m not quite brave for it may be that will come here knows. But the only good time after I have to build-up to the ice bath show. 

 

Well, thank you so much for being with us today. Now, before I let you go, can you tell us how people can reach out to you your website, your whatever you want to share?

Yeah, of course. So the best way to get in touch with this is via our website, which is the number one Property Group.  It’s the word number and the digit one. So number1 property.com and it’s really easy to get in touch with me. It’s just Phil at number one property group.com. Feel free to connect on LinkedIn and come and say hi, that’s where we share most of our content these days, LinkedIn has been just an inspiration as a b2b marketing tool. The very last thing I will leave your listeners with as well because it was a great piece of advice that somebody wants gave me. And it really helped me get clients sort of today, which you know, a lot of people out there will teach you about these long term strategies and things and things that can take six to 12 months to work. This is something that I use to get my business off the ground. I’ve used it multiple times. And it works every time no matter what sector you’re in, okay? You map out where the events are, in your industry, the big events in your industry. Now often, especially within the property, these events were quite expensive, you know, you’d have to spend 2-3-4 or 500 bucks just to get in. And when you’re starting out that’s not possible. But for me, the people that I really wanted to speak to in a business with a sales director. Usually, I could go through human resources, but then they usually put you in touch with the hiring manager anyway, so ascertain whether I can actually help it’s usually best to leave us with the hiring manager, and then we figure out process with everybody involved. HR included are extremely important in the process to sort of planet recruitment strategy works. Anyway, I digress. So you map out the events in your industry. And then on those events at those events, each website are trying to sell tickets, right? So they’re constantly putting out content. They’re constantly tagging people speakers at the event. They’re constantly trying to promote exhibitors people are paying to exhibit there. So there’s lists and lists and lists of these people with contact details on these events. So these are your ideal customers right now, who are advertising themselves in front of you. Now, this is a little bit this is a real bootstrapping trick, but I’m, I’m being genuinely honest here, okay, because now I do really go to all events. I couldn’t afford to go to all these events. So what I used to do within the month thought to prior, I’d make sure I was sharing with liking with engaging with a lot of the content that was being shared, including the content of the writers. This is, particularly on LinkedIn. The joy of LinkedIn is even if somebody doesn’t want to connect with you, you can choose to follow them so that you still see their content, which means that you still get the opportunity to engage with them, which usually leads to them connecting with you any way provided, they still have space to connect, because they see you regularly. Now, about three to four weeks before the event, I will then start a messaging sequence campaign to say hi, I’m hoping to be at the event. I was going to suggest that we grab a coffee but we both know how these exhibitions are. It rarely works out that way. What I’ll do is I’ll try and swing by and come and say hi, whilst we’re there, we can put a face to a name and then we can have a proper discussion after the event. Everybody messages back. Yep, sounds great. No problem. Look forward to seeing you there. Now the event I would go to as many of these events as I could, and I really would genuinely go and talk to these people. The events that I couldn’t get to that I couldn’t afford to go to, I would pretend that it, I’d read as many of the write-ups and reviews as possible, I’d share them. And what I do is then I’d message people back. And I’d say so sorry to have missed you at the event, swing by the exhibition stand, and you seem to be getting more. So I thought it was best to leave you with your potential customers, which they really appreciate. Should we have a catch up now to book a calling? And now you’re already on friendly terms, you’ve had the number of conversations with this person, you’ve liked their content, and they know that you’re interested in the same things that they are because they’re still buzzing about this event. You know you can even throw in some questions in there. Like if you don’t the event before, was it successful for you? How did it compare this year? Things that are going to get them interested in talking to you? And it just gets the conversation going and the number of times that I have conversations like that with people and the next line is, by the way for a while I’ve got you were looking for this, this or that. So we need help with this. Isn’t this do you do that? Yeah. And now it’s a peer to peer thing. I’m not selling to this person anymore. Now they’re asking for my help and my advice. And we can talk about a structure and a strategy that works. One that’s going to help them and solve their problem and one that’s going to pay my bills. Because there’s nothing wrong for getting paid for doing really good service. And I think people are scared about the money because it’s like, oh, what if somebody asked me the price? Do I tell them the price? Well, if somebody is asking you about the price is because they haven’t built up enough of a relationship with you to go, I’m really interested in doing some work with this person and wonder if we can sort the deal out. Because, you know, if somebody is rejecting you on price, it’s because they don’t trust you. It’s nothing to do with price. If it was to do with price they’d be trying to negotiate with you.

 

Great, great advice. Very well said and very well executed. Congratulations on that. Thank you so much. Thanks. Yeah, it’s been a pleasure. And you know, you shared so much information, a lot of value provided. Thank you so much for being with us today. And hopefully, you’ll come back again, for another.

Yeah. And also, thank you so much for having me. 

 

Awesome. Thank you. Right, that was amazing. Thank you so much.

 

Links & Mentions From This Episode:

● Philip’s Website: https://number1propertygroup.com/property-talent
● TetraNoodle consulting services: https://bootstraptechstartup.com
● TetraNoodle professional training: https://courses.tetranoodle.com

 

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