Dave Lukas Chats with Tom Jackobs
371: From Broke to Millions, How Effective Storytelling Propelled Tom Jackobs to Entrepreneurial Success
This week’s Misfit Entrepreneur is Tom Jackobs. Tom has an incredible entrepreneurial story and that’s fitting because he’s devoted his life to helping entrepreneurs and business create more opportunity and sales through story-telling.
Tom quit his job to buy a personal training franchise and was broke in 6 months. It was in the moment of just about losing it all that he realized his biggest flaw was he didn’t know how to sell, so he devoted himself to becoming a great salesperson and brought the business back from the brink going on to create millions of dollars in sales in his future businesses and programs. Tom realized that the key to effective selling was that it was process, but telling the right story was the main component. He now operates Impact Pilot, a firm that helps entrepreneurs generate more income through better sales strategy and using stories to sell.
I’ve always believed that selling through story is the best way and I’ve asked Tom to come on share how we can make the most of it in our businesses.
Tom started his first business as teenager with a mobile auto DJ/String Quartet. Every Sunday, he would go through the paper looking at the bridal announcements, go to the white pages, and reverse lookup the address of the bride. He would send them a demo tape and offer. He went on to college and followed the typical path of working for someone, but realized pretty early on that being an employee was not a fit. He was “the worst employee anyone could hire.”
He tried everything from a blinds business to a dance studio and more, but found his passion in fitness. He was overweight and had health issues and through getting fit, he found people asking him for advice on how they could transform like he did. That was the trigger. He had a 6-figure oil and gas job at the time and in 2008, he quit his job and started fitness center. In 6-months, he was almost out of business because he didn’t know how to sell.
He focused on learning how to sell and tell a story and brought the business back from the brink making it very successful. He then went on to teach others how to sell and has built a successful business in the sales training and development space.
Talk to us about the state of selling. What are people doing wrong?
You mention process. Define sales process and what are the key components?
How do you get to a point where a prospect asks you to buy?
What are the components of a great story to sell?
What is the dramatic impact story framework?
How does someone create their own story?
You have the P3 method. Explain that.
What have you learned from being a pilot that has helped you as an entrepreneur?
What advice would you get to a person wanting to make a leap from employee to entrepreneur?
Any other lessons?
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