if you'd like to close over $5 million in a single year get promoted and earn more than you have ever earned before while having insane confidence in sales I like to introduce you to Coach Joe Marin who did exactly that keep watching and enjoy hey I'm excited here I got Coach Joe Marino on here he's an absolute stud hey coach you mind introducing yourself tell us about who you are and what you do all right well hey first off Marcus thank you for having me here I am Coach Joe Marino I am sales director of
the fastest growing edtech curriculum K to 12 called bright thinker I'm also a former teacher so that's the main main key here I'm a teacher first at heart you I I love that I think I I told you maybe a couple years back when we first started talking I have found out generally speaking some of the best salese I've ever talked to or worked with at one point were in teaching or coaching or something like that I don't know what it is maybe it's their ability to simplify things down or have conversations but I I
love that so now what was maybe some of the challenges you were running into in sales before you found this the one thing I always thought is because I'm Italian from Jersey I was convinced I could sell anything right I was just convinced hey yo I got a guy what do you need you know that's what I was convinced but it was where I started slowly using my coaching and teaching right in sales you want to win and sure you want to win for your company you want to win for your client but if you
don't sell you don't don't eat so starting to use that coaching mentality and that teaching mentality of taking that kid that I'll use baseball as a baseball coach that kid who you know he couldn't catch a beach ball Johnny couldn't catch a beach ball now Johnny catches 70% of anything thrown to him now you have yourself an everyday player who knows what's going on so now when that beach ball which is sales questions and objections are throwing at me and instead of me just right to the face I'm able to patch it kind of hang
on to it but now it's getting stronger Now That I Found You guys and just the way you lay it out it it's really simple and I think I put a lot of pressure myself over the years before I started doing this I owned my own company for about 20s something years but it was never like my passion I was a wedding Entertainer and a DJ in Jersey in New York and I did very well at it but I never pushed it as my main focus you know I was a teacher I never pushed it
but I did very well and then when I came into doing this I never realized how much I missed out on by if I started using my coaching teaching acument I probably would have tripled my business even though I did very well right so part of my problem which you'll see in this interview is I talk too much and that is my one downfall it's called for those of you watching it's called diarrhea of the mouth and that's one of my downfalls and sales that was killing me because I felt the more that I spoke
on something the more convincing I was when reality they realized I was full of it it's interesting right I I think we all kind of fall into that right or we hear someone who's got the gift of the gab they could speak well they could probably convince anyone soell ice and esimo when you realize at times actually could hurt you how do that make you feel at that time when you're like oh crap this is actually detrimental potentially at times I don't it killed my whole Heritage that's all I ever know right the Italian guy
who could talk yeah but it made so much sense because if you look at all the great public speakers or the great teachers or the great coaches they don't always come back right away right they sit they dwell on it they think about it I look at how you're coming back at me you're not waiting to jump right and that's what a lot of people did they want to get their words in instead of letting it soak and letting it come in hardest change I ever had to do was not talking because that's the only
thing in life I'm good at is talking so yeah it was hard to do that it was hard to understand hey you got to shut it and you got to open here yeah I love that I think what's cool is as you going on this journey you're like all right I can catch the beach balls I can kind of catch the problems now I can kind of hold on a little better which is great I gotta make this Evolution now there's literally hundreds of people out there you could follow you can listen to Why me
out of all those people out there okay well the first one your LinkedIn picture is fantastic okay all right now look it's about marketing and people watching this are watching it to hear how I did it right well let's start with this it's about marketing yourself I could be Joe Marino no I'm Coach Joe because you're never gonna remember Joe Marino but you'll remember coach right here you are in I'm going to say $5,000 suit right $5,000 suit you got a smile on your face you're dressed to the nines you look happy you look excited
you look ready to get after it it looks like it was um one of those candid shots so I'm like let me see this guy the next thing you open up is every piece of information you have is not typed because a lot of guys type and they don't not know how to use whites space they just type right you have everything organized and thought out nobody is going to even on the chat PT nobody is going to just spit something out to have it set up into files or slides or any of that stuff
they're not your stuff was so organized and so well-rounded when I saw it that it just hey do you want 500 more you know more customers in a year well heck yeah I do right and then you click here you click and it says in order to get you start with the problem and that's what most sales guys don't realize go back to Jordan beeford Wolf of Wall Street sell me the pen every guy yellow pen gorgeous the waight no write your name down right what's what's my problem why do I need it and you
address that you need 500 more customers well heck yeah so when you went to every stage you always came back to the need now what you can do yeah you tell your story you know you made president's Club people love that they they love that they know you got the background for it but you don't harp on it you you don't harp on it at all because it's not about you it's about helping your client what does your client need and now guys like me or your client and I think that's what really attracted me
because me and you have talked so many times over the years and I'm that skeptic but now that I'm using your things it has been lifechanging in my career to the point where I can kind of pick and choose what I want to do in the future I'm extremely happy where I'm at don't get me wrong but like you can't stay in the same place unless you grow who knows what's going to happen in 10 years right and unless we grow this company into this big conglomerate so I really feel that you get it from
the start you get why people are coming to you thank you so much and I think you articul so well right I mean it's just maybe it's just a presentation but it's also being able to I'm a teacher at heart too that's how I think I'm a teacher and Coach first you know and then a business person is later on but what's really interesting I was almost laughing when he said even the photo piece even that photo that's taken there that's just taken with my iPhone in my hallway right here with the good Li it's
all it was awesome you know but it worked out so that's pretty cool so as you kind of reflect back you you learned a lot of things from me was there anything in particular that you learn that really helped you and why was it so effective I think the one piece was about addressing the needs you said something and look I've read so much of your stuff and I could be paraphrasing but you'll know exactly what I'm talking about I think one thing you said is if you're the guy doing all the Talking you're losing
something along those lines right because I'm basically talking to you when you're the one who has the issue so Discovery was the big piece okay so guys in to sell the product they laid it all out and if you don't know every inch of the discovery okay are you the decision maker no who is oh well it could be a couple people great what is the problem we're dealing with does Nancy deal with that problem okay so we're gonna call Nancy next step right most people like great set me up with that person no no
no no no no this notebook should be absolutely filled during your Discovery down to if that person he or she mentions they love the Fiji islands you better write it down and work it into the next thing and I really think your your tips were the key to detail no stone should be left on turn that when it's at the end if they say it's a money issue that money issue should have been dressed here right because you were doing all that deep dive and that's what I really like like you say you're the customer
you don't have a lot of time so I got to cram it all in no you have all the time in the world if you have a problem right you have all the time to solve it that's number one is the Discovery and before I forget number two which is my absolute favorite favorite I even did a video on it and I sent it to you recently is how much is it going to cost you if you don't make the change and in the education world it's going to cost you students because student choice is
rampant Charter scho ramp it dual credit ramp it it's going to cost you teachers why they don't want somebody who's not going to invest in them somebody who's not going to encourage you somebody who's not going to get them the PD they need it's going to cost you graduates it's going to cost you test scores as much as we say we don't teach to the test every school in the country teaches to the test because you have to and everything's based on those scores and if you don't make that correct change it's going to cost
you that now in other parts of Ed other parts of the world it comes down down to bottom line it's going to cost you money it's going to cost me money no students means no money no teachers means I got to pay more to keep hiring which is triple the process so those are my two big things that I take away I swear by I send to my team every time I see it is your Discovery and even if they won't give you a 15 minutes for Discovery before your interview when you start just talking
and this is the other thing I love you you always say and you Dive Right In right you do that little small talk don't make it too far let them talk and you dive in you actually can do your Discovery before you start because your questions are right there and then that cost Factor what's it going to cost you not to do that and if I didn't find you what was it going to cost me probably my job probably me feeding my huge family you know and doing all the fun things that I love to
do it would it would have cost me that's powerful I love that when you break it down to those two simple points where it's like you know discover as the main piece and even the subset discovery which is what what's the cost of an action what's the opportunity cost for not taking action which often is far greater than the investment into bright thinker or the solution you're selling it's usually far great because there's so many components to it so I think it's powerful so for you as you kind of reflect back once you started consuming
the content taking action I mean how long do you think it took you to see just any type of result I can tell you that when I read your first piece of Discovery I got all the way to a final round where up in the air holy $14 million deal within three weeks because another associate handling it and that associate no longer worked there and they said hey check on some things instead of emailing them I called them I called their cell phone to introduce myself and I said a few key words that jumped in
when she mentioned a little bit where I was trying to do the discovery and she said wait you guys do all that because the company that I'm about to sign doesn't he said great and it was a $14 million deal and I was only maybe six months in and the corporation it had to go up the line because there was some other factors that needed to come in such as some teachers and things like that that I do the curriculum piece I don't do the teacher piece so they had to come in and it it
got stalled up at that point but my point it was done right it I did my part like and I was like dang and they go how'd you learn this I go the guy Marcus I keep telling you to hire for us and we wouldn't have a revolving door like and I showed them online because LinkedIn and I go look look at this little seven page click that I'm doing that seven page click brought a $14 million deal onto my doorstep should have never even been there and now I'm getting big deals on a regular
basis my average deal size is only $20,000 that's my average steel size I sold five million this year5 million this year incredible and that was the fiscal year and it's by using my resources you never stop coal calling even though every one of us hate it you never stop doing it and using conventions conventions are not a vacation C conf Es are not a vacation you are not there to sit there on your rear end and do your computer cuz no that's for when you're home you're there to meet people build relationships and solve problems
end of story and when you start using those tools together you get success and you mentioned in one of your other teachings and P there's so many of them so I don't know if I have the right ones it's all good but you you mentioned something about the relationship piece and again paraphrase in that the relationship is great you're building that trust point but on the same token they're trusting you enough to be able to tell you the problem and then you have to trust yourself enough to be able to answer the problem without sugar
coating it where comes the inaction piece right because if they're trusting you to say you know you're sitting there at at a conference and you're sitting after hours and they start just you know I might my job might be on the line you know these kids aren't aren't graduating and I'm like hey what are you using what you know this and that we start talking and well why do you keep using it well what else am I supposed to do my teachers are going to get mad they'll quit on me I said well you might
not have a school to begin with if nobody's gradua you can't be afraid to go about that and ask the tough questions that was the one I was waiting I knew I would come to me you said ask the tough questions because if you don't do it somebody will right but if you do it you're already two steps ahead of the game there's a lot of stuff as you can see I'm a real excited person and I never thought in a million years one that I've be working one job because I worked two jobs my
whole life since I was 16 I'm working one job and I am making money where I actually have a savings in this economy I'm actually investing it in this economy and I'm doing things I never thought that I would do and my job allows me to travel the country and see people do things and the better I get at it the more they want me on the road and the more I get to see things and do things that I never thought I'd do and I really think a lot of it's in part to what
you have put out there people think that LinkedIn is a joke and I started with typing in and what I mean by a joke is everybody's an influencer right you know kids want to be a YouTuber hey you know I had a vending route when I was younger right you know hey now I'm gonna show you how to make $5 million i s I sold Little Debbie Donuts yes I can show you how to make a million dollars in the vending industry but I can't show you how to go change your life on B2B sales
and C Toc sales and every other letter no and you did it you walked the walk and now you talk to talk and you pretty much back everything that you do I've been talking to you numerous times and you're the type of person you'll get on the phone with guys like me and you just give us a tidbit that we can run with and I can't stress that enough it's just your stuff is real you're a guy who walk to walk and you talk to talk I appreciate that it's really cool it gives me goosebumps
this heing because it's one of my biggest missions you know when I started this business was to help people achieve things they never achieve thought possible before right and that's been really cool and you sh a lot of really cool things you've been able to achieve as you reflect back is there are there any particular outcomes you were like the most proud of you're like I'm so proud I was able to do this or achieve this this going to be personal professional what whatever it's going to be it's it's actually going to be a professional
one I was at a conference in California and a Gentleman and assistant principal came up to me and said hey we're stuck we don't have this this and this okay great they use our competitor and I'm not saying names it's just are competitor he I said to him I said are you the decision maker he said well I'm one of them I said I'll tell you what let's just make this easier get all of them on the phone before me and you go any further let's meet with everybody and nothing gets lost in between you're
the expert of your school and I'm the expert of my product you can't go and present my product to somebody just like I can't really talk about your school except for what you have posted online so let's do that he brings me in six decision makers six instead of having his one school he got the six schools in his Network in awesome great we go through the meeting and they tell us what our competitor does and we do it a little stronger and they said oh they're doing this they're doing that and I said well
did you ever think about teaching in a different way besides digital did you ever think about teaching in print we have a print thing oh let's see I showed them the print piece wait a minute so the kids can hold this do this feel this see it there's hope for them rather than sit on a computer and watch 20-minute videos and I said yes said do you want me to send you some samples I sent all six of them samples own pocket right company money sent we sent it right out to them we set another
appointment I'm following your track never leave the meeting without the next steps set which should be a set meeting face to face or in person right our world the sales guys don't remember when you had to fly across the country and walk into their door and they might cancel on you that's right these kids nowadays have no idea what that is right so I get them back on and they said we're going to sign the contract for the digital and we're going to order print and I said great set them up with my processor sent
up all the details send it in Great this was last I'll never forget this this was last March in June I get a call from our processor who says Joe they ordered 70,000 and I'm like go it's awesome man $7,000 in print no 70,000 items 700,000 in print he said what the hell did you do I said I gave him exactly what they needed because they said that the digital piece wasn't the best option so I showed them this and I sent them the samples and he goes and you know that there's now nine schools
ordering and I originally met with six we're up to 23 schools inside their Network now and they've told their friends and the kids have left there and told their parents and now it's just snowballing and taking the time to find out exactly what was needed not being afraid to go against the current because print is considered outdated right not afraid to go against the current and offer another solution and give an example of the solution have it in their hand I mean I couldn't be prouder and today they are my biggest customer with everything that
they buy and everything that they have but when they're their teachers leave their teachers are going into their new place going we need this call Coach they don't even know my full name they said call Bright thinker an ask for Coach there's no other coach out there just youa man that's well well listen you know what's funny my company made a sticker of me so I got a sticker that you know that's inredible what I find I did have long hair at one time but what I find funny I listen you probably have gorgeous hair
when it comes in you probably do you do and and I had the confidence that you have because if I bend down right now you'll see all the missing spots if I had the confidence I would do that but I look more like stone cold because I'm a little older than you so and I don't know if I can Stone Cold's still awesome I'm just saying so now here I am People Know Who I Am by doing this I got my own sticker my brand on LinkedIn I go by Coach Joe I talk about education
I talk about life I talk about everything and a lot of it has to do did you know how to sell yes everybody knows how to sell did you know how to sell it the right way absolutely not I meet a guy like you who puts it down did you ever see the movie Internship with Owen Wilson and Vince vaugh where they became interns at Google it it was like 2008 or nine I think I watched it lot years ago okay so in the movie they run into another actor who's been in everything and his
name's slipping my mind and he's the director of search and this guy is teaching Vince V how to do something and Vince V says to the guy man you teaching me this is like you teaching a little kid the alphabet he goes no it's like me teaching you one letter just one letter and that's how I feel when I'm with you because you have forgotten more than I will ever know and the way that you break it down is here's the letter A you're not ABC D here's the letter A and if I follow a
and know a B's gonna flow and C's gonna flow and that's how I break it down is from that movie is that you you gave me them tools to just go and handle I told you when we were talking offline I just finished a deal and the lady's like I got to start Monday and I told you I didn't know if our team was ready to do something that quick how a new salesperson would react to what she needed because she put me out there on the go and I basically went through the steps I
said okay so you need exactly this right now she goes I need this with the option to get this great okay and you need this by Monday how the discovery reinforcement that you always say because you always go so we're discussing XY Z and I did all that would I have been able to do that and mind you I haven't even been in my job three and a half years I just became sales director not even a year ago and I still have my own territory of five states on top of it would I have
been able to do this before I met you which is probably almost two years now no I wouldn't have and and I credit My Success to you and a lot of people should credit their coaches there's a lot of guys out there but you got to be able to tell who's the real deal and I think presentation of marketing is and there's people that you're friends with there that because you know you guys all Pat each other on the back yeah you all know and some of them in those pictures I would never pay a
dollar for it yeah and reason why I follow it and I see it and not that they don't know what they're talking about it doesn't work for me they don't break it down how I need it broken down and I feel that you're a real teacher who scaffolds you have pieces that are hearing audio you have pieces that are visual you have pieces that you send out hey print this out take it put in your hand right you get all the senses because when there's a learner every learner learns different and you have a piece
for every single learner one member of my team has been working in Ed Tech but never taught I send your stuff to them the way that they learn you have an audio piece for that the way that I learn I need to read it and I need to read it where it bounces out you don't just have everything typed out it's set so I know I'm speaking a lot on this but I'm really really passionate about when people do the right thing and the funny part is it's on your LinkedIn that's the funny part about
it I appreciate that you've been absolutely incredible any last words you want to share before we wrap up I want to share this if you're watching this that means you're interested in what Marcus does now Marcus may not be the right person for you and Marcus will tell you if you're not the right person for him and that's what's the beauty of it but if you follow his steps and you do sign up and you do what he tells you to do because there's a reason he's telling you he's going to go every step of
the way and basically Hold Your Hand till you're ready if you decide to use what he has online first and you take a tidbit of that I guarantee you will see success within one or two weeks of using it regularly but here here's the key you have to be Allin if you want to be a lifelong learner and consider yourself a Salesman someone tells me they're in sales 20 years and they work for 20 different companies and they just went lateral all 20 years you're not a Salesman you're just hanging on to a job right
but with Marcus in less than two years I went to a sales director I went from selling 310,000 my first year and my fiscal year just ended June 30th and I sold over $5 million and that's because I listen to someone like him and I telling you you got to dive in and you have to check it out and Marcus will tell you I'm no paid guy I'm no paid guy I'm not even getting a steak or a Happy Meal out of this I'm telling you from a person who loves what he does and saw
his life change this isn't an infomercial like this isn't the guy on TV no this is me just using a few tools that I had and using them the correct way with Marcus's training so Marcus I just want to say thank you I never thought my team was thrilled when you did a little thinkin about me they're gonna flip out when they find out I'm on TV with you here oh they're gonna absolutely love it I'm I'm excited to share this to everyone it's been a pleasure my man you are the absolute best Marcus thank
you very much and to everybody watching thanks for time and give Marcus a chance you won't regret it appreciate you so there you have it how coach absolutely R is making a name for himself if you like to get similar results to him make sure head below to book a time with my team thank you so much for watching
