How to Build a 7 Figure DM Campaign with Sean Malone

He is 100% worth it. He takes it to another level. Oh my God, I just fell in love with it. Thanks so much, Jay. Blew my mind and it worked. I wanted to buy my thing. Jay is, I would say, the Yoda of the sales boss, man. Just talking to Jay, he was so good at just taking what it is, seeing the opportunity and the value and the real reason we are making it. Talk to Jay because he got it. He can definitely help you out. Talk to Jay. You're going to get a lot. You're going to gain a lot. I would absolutely recommend him for any position that you have. Jay's definitely the guy. Give him the chance. Give him the opportunity. You won't regret it. He's good at what he does, so I highly recommend him, and I would book him before he is fully booked out. Welcome to the Sales Into Show podcast, where we cut through the noise, ditch the outdated sales tactics, and show you how to close deals with confidence, strategy, and integrity. I'm Jay Lee, founder of Sales Ninja, and as a former banker, introvert, pastor, high-ticket, seven-figure sales ninja, I now help grow and scale businesses without the need for pushy tactics. And that's the heart of the Reverse Glass Selling Method, a kingdom-driven approach from the Bible, 1 Peter 3.15, which is built on trust, service, and true connection. My mission is to help 1 million people break the cycle of generational poverty so that you, can sell more to give more today's guest is a true master of communication he's a co-founder and cmo of flowchat a company that's revolutionizing how businesses use direct messages or dms for social selling with over 30 years of experience and a career that's generated 150 million dollars in sales sean malone sean malone sean malone knows exactly how to build effective social selling systems, automate lead generation, and close high ticket deals. Having built eight companies and generated over $10 million annually for two of them, Sean has perfected the art of prospecting. And today, he's sharing his secrets to building seven-figure DM campaigns and scaling your business with ease. So let's welcome Sean. What is up? Jay, I just got to say, first and foremost, man, that was like the dopest introduction I've ever had in my life. Thank you so much for that, man. I'm such a huge fan of your show. Your reverse glass selling method is fire. Anyone that doesn't have it yet or doesn't know about it should come get it. Anyways, thank you so much for having me on the show. How are you? I'm doing amazing. I'm doing better now that you're on. So I have lots of questions and we want a deep dive. And I already said that we're going to need a part two, three, probably our own show, but that's coming down the pipeline. you like that pun intended let's go so um i've been wanting to talk to you for a long time i'm literally running flow chat as we speak right now in the background and that has been my go-to lead generation automated software and i as i mentioned and shared offline i've used a lot a lot a lot and i say by far and you didn't pay me to say this or do this i find that flow chat has the best user interface the best training the best support and the most lethal effective form and methodology of being able to connect create leads start conversations book calls and close sales and i'm just getting started i just started learning how to use it i just started learning how to build the campaigns i just started learning how to run like i am right now i think on saturday i did and this is probably where i'm wrong and this is where i'm going to ask you to correct me 320 connection requests on linkedin i think i did a um an automation where it was sending up i don't know maybe a hundred conversations probably not following the guardrails even though i read up and did all the training but now i forgot so that's okay here we are today yeah well first of all oh my gosh thank you so much for the kind words i mean there's a lot of good players in the market space that have built some tech that's really awesome and when we originally built flowchat it wasn't so much of uh we wanted to build a software and sell it to the world it was like one of our clients from our high ticket mastermind was like you need a software you can't keep teaching this off a piece of paper in a spreadsheet it's too good and so that like drove us down this yeah i can get on my story about that because i think it's really interesting but that's where it came from it was like we just built this weird story how we got there but um we just started giving it as a gift to our mastermind members and then there was so much interest there's like no no we don't want the mastermind anymore we just want the software like that yeah there's so there's that switch which was pretty interesting yeah so so from disc golf to digital marketing that's a segue you've built eight companies and had success in multiple industries what inspired you to move into digital marketing and sales and how did disc golf help you prepare for co-founding flowchat I mean, like disc golf is my new love. I've only been playing that sport for five years, but like you, I'm an athlete. I didn't become like a super ninja. I got beat up before I got my black belt, so I didn't get it. But I did try two times, got knocked out both times, didn't work out, but that's okay. Another story. Sorry. Oh, it was Kenpo Karate when I was much younger. Like I was testing for my black belt and I had to, like the tests were really like endurance based. And so you had to do katas and weapons and fight and form and you know all the stuff, right? And then the last thing you did is you had to fight four black belts at a time. That was like the master test. And both times I made it to there. the first time i got jump kicked by two dudes at the same time and cracked ribs on both sides so i was out and the second time i got choked out and i still didn't get my bike but i didn't go for a third time i probably should have but i didn't so yeah another another story for another day i can see why that that wouldn't allow you to get that because they're they're almost preventing you from getting it like guys you're not supposed to make it that hard yeah it was a long time ago but yeah so eight companies um here's the story right i came out of college And I had one question on my mind, Jay, and it was, how do I make a boatload of money? That's what I wanted to do, right? Like most kids coming out of college are like, yeah, I want to make some money so I don't have to depend on parents and have Peter Pan syndrome and all sorts of stuff. I went to the only person that had made some money in my life that I knew of that I was close to is my dad. He had a little import export cookware business and he was doing roughly about 3 million bucks a year kind of numbers. And he ended up selling his company to a massive distribution hub out of Amazon. And so he made some cash. And so I come to him, I'm like, dad, how do I make a lot of money? He goes, Sean, you have three choices. I was like, great. I'm good at multiple choice. What are they? He goes, number one, are you CEO? And I'm 21, 22, coming out of college. Like, I had no idea. I was like, no, I don't even know what those letters mean right now. Like, that's not me. Are you an entertainer, Sean? Can't really sing or dance, Jay? No, no, I'm not an entertainer. Okay, Sean, you better go learn sales. I was like, okay, I guess that's the path. That's what my dad told me. So I'm gonna go do it, right? So I took a job selling commodities, right? We have so much money. So my clients... When I first started, eventually became Lockheed Martin, Raytheon, TRW Lucas, Boeing. So I started business to government selling. That's where I cut my teeth. And when I first started, I took this job and my boss, my mentor, his name was Tim. He gives me a book and he says, Sean, here's the manufacturing companies you need to go sell to, right? Go sell to them. That was all the training I got. And then he sat me in an office and I was like, what am I supposed to do? He's like, open the book and start calling people. I'm like, all right, great. so i start calling people and guess what i sucked most everybody will lose our sales totally sucks i did this for six weeks jay i did 80 sales cold calls a day how many appointments do you think i booked that's 2400 attempts how many you think i booked uh at least 100 or 10 no way goosed zero wow And at that point in my life, I was like, F sales. I'm out of this. Like, I don't even want to do this. What are you talking about, dad? This is the worst thing ever. And he says to me, can I call him? I'm like, this sucks. And he goes, no, no, no, don't quit. Go to the library and read a book. And I was like, thanks for the advice. Right? So I ended up going to the library and I went to the business section. I found the sales books and I was like, oh, sales. And I started seeing, I was like, oh my gosh, like a lot of people know sales. Like I didn't know sales and this is new to me. And I found this book. This one exact book, I bought it, right? Tom Hopkins, How to Master the Art of Selling Stuff from way back in the day, dude, right? That was the book that I bought. And if you know Tom Hopkins, he's a master. He's trained over 8 million sales professionals and I read this book at the library. And I'm like, there's formulas. I was good at formulas in school. Maybe I can apply formula again in that, that day I learned. And so for anyone trying to get in the sales game and really make a big run with it, like Jay has done, or I've done some pretty good things. Remember that sales is a science. There's an, like, like a framework. And then after you learn that you just layer your art on top of that. And that becomes kind of similar to what Jay teaches is like, it's just very. i love that you use calm confidence in your even approach like i say those words all the time it's like the person has a calm confidence the conversation always wins right and so that's why it says like absolutely you're you're you're in the way that you approach in the way that you uh is permission-based selling that's something that i learned to be the most most effective way to do it right and so i love your system i think it's magic and and uh and so i get this book and i come back on monday and i open on start Making these calls and like I'm like I'm gonna do it I'm gonna use this little words this little formula to book a call We'll pick up the phone make the first call Jay and I'm sitting there and I'm like about to say this line and I freeze and the line just comes out all messed up and then you know The hairs are standing up the sweat beads are coming down. I'm like, oh, I totally just butchered this I'm thinking in my head The guy on the other end is cool enough. He goes, Sean, I know what you're trying to do. Come on over on Tuesday at 9 a.m. And I want to talk to you about your stuff. And that was my first appointment I'd ever booked after like six and some weeks and trying. And I was like, so excited. I was like, okay, cool. And I'm trying to play cool in the car. I'm like, I'll see you there and hang up. And I started jumping around my office and Tim runs in. He goes, Sean, did you just close the deal? Six weeks. And I'm like, no, Tim, but I just booked an appointment. And he goes, oh, get the hell out of here. He was like, that was ridiculous. So I'm like, okay, it was a big win for me. He saw my excitement. He's like, oh, this guy might be hooked, right? And so that moment really shifted my perspective. And I realized that like, oh my God, if I do this, I can get really good at it. And it's a skill that I can learn. And so then I started setting crazy appointments. I got real good at it. Just using a couple of stuff that I did. And then I got in these sales conversations and I was like, oh God, what do I say? Oh my God, like deer in the headlights, right? Like I was just like, this is a terrible idea. And so when I first started my selling conversations, I sucked at those too. And this led me down the path. I thought to myself, look, if I learned this formula for setting appointments, like what if there's one for sales? And then I went back to the library and I found a whole bunch of books. And then I realized that there was people that sell a lot of selling stuff. And I started buying all of it. I went through 40 different selling systems. I spent in my career of just that like learning and education time, it was probably like a 10 year period. I spent 500,000 going through every sales system I could ever like think of to go through. And what I did is I like, as I go through them, I start to see commonalities and all these selling systems. Like here's the magic like piece from this one and this one. And I was like, oh my gosh, the majority of these 80, 20 have these five elements. And if you can follow these five elements in a sales conversation, this becomes the framework that you could run on. And so I started doing this and just that system alone allowed me to propel my first company that I was working for as a electronics manufacturing company. We built like the power packs for the guys are on the front lines of the like military guys and like build a lot of cool stuff. And I was selling circuitry to these companies. And I took a company from three million to 38 million in nine months. What? Yeah. And so I made all kinds of commission because I now had this selling formula and it exploded out of the gate. Now we were heavy semiconductor, so it's a very whippy market. And so when they buy, they buy hot, right? And so I was just in the place where they were going to buy hot and I had a pool of these clients and they all just bought at the same time. And that's what went boom. luckily the company had capacity to do that because i think i i read or i heard of article or a a story about you once where you outsold the capacity of the business you're selling for is that true yeah yeah so that that luckily that didn't happen to me because the company had capacity to deliver on 40 million um and that really propelled me into like holy cow like sales is a thing And then from there, I was like, I want my own business because I saw these guys running this business and I was like, I could run circles around these guys. And so I ended up spending $400,000 to buy my first electronics company in Las Vegas. I moved there early 2000s. And I just went in there and I had seven employees and a business partner. We were doing like $250,000 a month in revenue. Or sorry, $250,000 a year. Apologize, very small business. And then over the next three, four years, I took that one to eight and a half million a year in revenue. We're about to hit 10. But then my business partner sold it out from behind my back. Yeah. So I lost over a million bucks in that hole. You guys aren't hanging out anymore. Yeah. I haven't talked to him no more. And so at that stage, I started another little sales rep company, which failed. I started another company, which failed, tried like a network marketing thing, which failed. Like there's a lot of failure in everybody's journey and career. Right. And then I took a job selling roofing material in the desert because I was in Nevada of all things to sell. And I took my little selling systems and I broke all the records. And I realized, I won all these awards. I was there for like three years. I realized I hate roofers. They're not my people. And so I had to leave the whole industry, right? And so it was a thing. It was like not making money. Money didn't matter anymore at that point. It was like, okay. and so then after the roofing thing it was like my wife i just got married she's like hey we should try to figure out how to live our life together and so shoot let's learn to do it online brings us to 2016. i'm gonna stop because there's probably a lot of lessons here a lot of things that you might want to ask questions about but like i can yeah no i i love hearing your stories you're a great story seller um that's what makes you so good at sales and your ability to you know close more than 150 million dollars in sales so i'm all ears um so you know it's interesting that you know you say a lot of these people who have gotten so good um like yourself um have sucked in the beginning or we're not good at communicating or i love how you crafted uh the words you know sales is a science and framework layer your art on top of that i never heard of it like that way but it makes a lot of sense to me um what i love about your dad and you listening because most people don't like listening to their parents because you know we get to an age where you know when you're in your teens or your young 20s we're like my dad doesn't really know everything anymore so i'm not going to listen to him that kind of stage that you took you have humble enough to kind of go to the library and say what am i going here for what book am i reading and through prospecting and through sales you learned the master um of selling and that i think is what is the key to success is anyone can draw from this sales into show podcast is that hunger to learn and that ability to you know suck up your ego or tuck away your pride and say you know i have something to learn and right now i'm sucking and i want to suck less 40 different selling systems over 10 years and half a million dollars of investment. That's a lot. More than most people I know. I just wanted to truly become... Because here's my thought process on that, Jay. I'm so competitive, right? So I played all the sports, played D1 baseball, drafted the whole thing. And I wanted to compete in sales, but there was no... ballpark where there's no field or league that I could compete in selling because it's so diverse. And so this is why I was like, well, if I just learn everything, then I should be, you know, somewhere there. We're pretty good. And, but that was never really good for me enough until like last year, I've been thinking about this for years and years and years. I was like, how do you judge yourself against all the rest of the salespeople, like on an even field? And I thought to myself, like, it has to be. average closing percentage over almost like a career or a very long period of time. And so I had five and a half years worth of my sales data in a spreadsheet that I went back and I like went through this and I was like, what's my average close rate over five plus years? 52.3%. So yeah, that to me told me when I figured that out, looking at my data, I was like, okay, I must be pretty good at this. right like and that was the validation so they got rid of all of my imposter syndrome so if you have imposter syndrome as a sales professional and you're listening to this one of the things that i would encourage you to do is go look at your data of your track record as long as you can get from your selling career figure out your average close rate and if it's above like 30 you're an absolute rock star is what i'll say right i can completely understand because i'm a i'm a geek and i'm super competitive that way um you're either waiting or learning and uh my lowest close rate um historically um was 31 my highest was 81 so right around the 50 uh as well like you're world-class dude you are and i would probably call you in the top five percent i agree and and with your data that you uh you know were able to take as well um and even cash collected right because cash collected cash is king um i had the opportunity as i was mentioning offline to be one of the top three if not top cash collectors because you know just say someone brings in i don't know 300 000 of contractor revenue but only brings in 30 000 of cash and someone like myself might bring in 150 000 of contractor revenue but bring 130 000 of cash that's a big difference from 30 000 cash to 130 000 cash so how you collect cash cash is a game it is king and you know it's interesting and i love to get your uh you know your best practices on how do you collect the most cash because you you know Collected a lot of cash, $150 million, without offering like a 20-year payment plan. Okay, so some of the bigger deals that I ever crafted, like the biggest one I ever cracked was $60 million over four years. Oh my gosh. Okay. So that was like one deal. And so that kind of, I took that one out of the equation of the 150 million because there's an addition. So it was actually like 200 million, whatever. Like for a real deal? Yeah. So the biggest deal I ever did was a 60 million that I left outside of my real statistics for you because that- Why? People are like, I don't know. I just like, that's just like a one-off. It was like a lightning bolt deal. It was like, it was so crazy. It's still valid. It's valid. Yeah. So I encourage you and empower you say 200 million. Say a 200. Okay, call it 200. There it is. Now you're top 1%. Oh, thank you. I get it. Okay, there's that extra. Pumped you up. There we go. Thank you. I appreciate it, Jay. But yeah, so like that deal was a... purchase order that was like 90 day terms and so that's like big business to government so like collecting cash in those ones is a lot different than like um soliciting or selling a a membership to a software or something right and so i think it really determined like it's based on the price point and then it's based on um pain stacking right so pain stacking is a term that we teach in in our sales world is like if you could stack enough pain you can unlock enough dollars for them to buy, you know, like that's the, the kind of the equation in sales call. And then you can say, okay, look like here's the payment plan. You either give it all at once or it's this option and there's nothing else. Like, do you want to change your life or not? Right. And so in terms of like collecting cash, I would just think like, cause when you go online, it just becomes all Stripe processing anyways, and offering like Klarna's and pays like that. But then if you're, yeah, I guess it's, it just depends on how, how do you collect cash? Great question. I just don't offer payment plans. And then when I was doing the audits for all my colleagues or when I was training on sales and doing live and also recorded audits or reviews, a lot of my colleagues that I was in sales teams on, when I was watching or the replay or the live, when they got to the point, let's say it's a 10K offer, right? Let's do a role play. So you're the prospect. I'm the sales guy. And I'm going to pretend. that I was the guys that I was auditing that were not able to collect the cash. That's the context. This is not me. Not Jay's sales method. Okay. This is the prospect method. All right. This is, this is how not to collect cash. Okay. So, uh, Sean, it sounds like we're a good fit. Sounds like, you know, we're going to help you, um, you know, go from 10 to 30% close rate, which at the current lead generation process, which we're going to also elevate is going to take you from 50 K months to about a hundred K months conservatively, uh, in 90 days. How does that sound to you? Cool. Okay, cool. So our program is $10,000. So if you want to make a payment plan of $1,000 for 12 months, we can get you onboarded today. So that's what they do. They just default right to that. Right. So what happens when I was watching their body language and their tonality in their eyes, they just buckled because they were so afraid to offer the pricing. And then because they weren't sure if they would close and because they're... trying to get their commissions they were just trying to collect as much um sorry they were just trying to close the deal as much as possible by offering the lowest amount that was their default yeah yeah and i was like what really dude and then so when i did it i'd be like so yeah normally it's a twenty thousand dollar program we have case study based pricing um we're looking for someone in your industry and niche so it'd be great um if you can promise to give us a testimonial and three referrals we can offer to you for only ten thousand dollars is that something you think you can do Yeah. Yeah. Right. That's it. Right. And that's the only, that's the only closing question you ever need. Is that something you think you can do? You just heard that one, write that one down. It's like the best one that will ever work. It'll serve you a hundred times out of a hundred. One more time. Is there, is this, is this something you think you can do is the only clothesline I ever teach. Beautiful. Right. Beautiful. And it works because people, if they can, they'll say yes. And you say, great. Next step is boom, their future. Right. And if they say, no, I can't, they're going to say, huh, I must have read this whole conversation wrong. What'd I miss? Now I'm back in the conversation to get back into their world and pain stack so I can get more dollars. Yeah, that's the move. Right. And the bigger the pain, the bigger the price. That's why I was even saying to you offline, like, gosh, you can have like a hundred thousand dollar offer where you're really helping, you know, companies scale from six to seven, seven to eight and beyond. Right. Because the value is there. The knowledge is there. You have the resources and the software. So speaking of which, you know, how did you say I heard the story about how you started flow chat and how has it evolved? Because it was it was just for your clients at first. Yeah. And now it's become this mega ship. Yeah. Yeah. So how did you get from client baby to beast of a lead gen system? Yes. i want to answer one thing that you said i thought was valuable before i dive into that so if you could just spare me um for the this is valuable right so like those people that you were teaching that go for the lowest deal the 1k over 12 months like kind of thing um one of the the the things that i remember is like they should go buy a 10k product because that'll instantly boost their confidence in being able to sell one so that's one thing but the second thing is is it led me to remembering all these people always ask me like sean what does it take to be the best salesperson in the world What's the one thing I can do that makes me the best? And I always thought to myself, there's not just one, there's three. It took me a long time to come up with this, but here they are. Number one, you got to have conviction in what you sell. Those guys did not have conviction in a 10K product, probably because they never bought one. Number two, understand that you're going to get punched in the face. You're going to get ripped apart. You got to have persistence. right? Because if you don't have persistence, it's like Les Brown, if you can see up, you better get up. It's kind of like the mentality there. So you have to have that in sales to win in the long term. And then the third one is consistency. If you don't have reps at the plate, you'll never get good at any selling system. Jay's system, my system, you could learn in a weekend, but if you don't have opportunities flowing in at you every single day for you to get good at that framework, so you can start to figure out, oh, there's the science, here's my art, you die. You'll never win. That's the idea. so it's like so that whole premise of selling can be taught and trained which i learned right through result and then i realized okay so here's the whole progression because time plays into the story so we go online space and my wife and i are like how do we make money online and we ended up buying we went through a facebook ad we bought this 99 system my first introduction to marketing i got upsell upsell upsell ten and a half thousand later i was like ouch that like did not feel good to go through that process at all I don't like marketing, but I understand if market can bring eyeballs, I can convert in a way better way. That's what I thought, right? And so the system taught us paid ads to cold traffic. We spent $48,000 and six months to figure out how to actually run paid ads because it's his own language, right? If you've ever tried it, I fail, fail, fail, fail. 36 ad attempts with lots of dollars behind building those. And finally, the 36th one hit it out the park. For the remainder of that year of 2016, because this was in April when we started. So May, June, July, August, like was September time is when it really started to kick for us. From September to December that year, we made 300K through paid ads, right? So like getting like a three, four to one ROI or, you know, like on our investment in ads. I was like, yeah, we made it. We're doing paid ads. This is awesome. And what was happening was great. it's february 2017 or uh zucker sucker says screw you guys you're doing it wrong you're slapped you've lost all your marketing privileges you can't advertise anywhere and we slap down all these accounts damn it ouch like what do we do now we i my wife i got her to quit her job like this is all we're doing like ah what do we do right and my wife comes up to me she goes after like i was freaking out right she says why don't you just talk to him like you're so good at one-on-one talking you could just like dm them and i was like that's it So I went back to all my ads, all the likes, the comments. What did I do? DM, DM, DM, book call, close deal. DM, DM, DM, book call, close deal. It was like, this is amazing. It started working. I shared with my business partner, me and Chris, we started doing it together. Like, this is amazing. Right? And so then we started, we were like, we got to build a platform. So this was our first software company. So we built this first software company to teach people paid ads to cold traffic. And this whole DMing thing is kind of like a side gig. And then we still had the upsell thing to the 10 and a half K product. I built the sales team on the back end of this, like 35 people. And this thing started producing so much volume because all of these affiliates who couldn't pay for paid ads or didn't get it, couldn't go down that path, they started using the DM thing. They're DMing to go watch our webinar. I ran the webinar three times a week live for three years. Like I got good at webinars, right? Three times a week? Yeah, dude. So we had two live webinars and one training show where I had like hundreds of people were just training on the DM method, right? So I've had reps. I've been in over 1.3 million direct message conversations. That's why I'm like pretty, probably the right person to write the book that I just wrote. Like it's the data is there. And so all of a sudden, this software company does like $13 million in its first 10 months, just explodes. And it burns me out to the point where I want to take my life. In fact, I was going to, I was going to the inner circle to hang out with Russell Brunson. He's been my online marketing coach since 2016. I saw a tree and I was like, I'm done. And I almost drove off, but I didn't hit the tree because my wife, my best friend was in the passenger seat and she saved my life. We get to this. Yeah. It was a, hold that. That's a, that's a dark burnout story, man. Wow. Yeah. And so at that point. We go into, and I don't know how we're doing on time, because this might need to lead into next part, but I'm good. So are you good? I got another 15 minutes. Oh, perfect. Okay, cool. So I'll go a little bit faster here. Hopefully it's not too fast for everybody. So I go to this mastermind. I'm like, Russell, I was going to give you this presentation on how well our software company is doing. But in reality, I'm in front of all these hundred millionaire people that are crazy, amazing at business. And I'm the small guy in the room. And I'm like, this thing's stealing my soul. and i shared my real journey like the emotional story of sean hitting it out of the park with a launch and doing a quarter million in an hour and then dropping in here's the darkest place i've ever and the whole room was crying and cheering and crying at the end russell stands up he goes sean you're not gonna like what i have to say dude kill your baby and your software company because it's stealing your soul you're a level 10 guy doing a level two thing you need to go change i was like how do you sell a software company that just did 13 million dollars in 10 months different challenge so it took us a year me and my business partner ended up selling it to a competitor and then we're like what do we do now and during that time just pause for a second you sold your software company which was what what software company so the first software company we go um is what we got that award up there for it's called digital genius lab and what was it so what it did is is it taught nine to fivers how to do affiliate marketing to use the DM method to drive people into a live webinar. And then if they didn't have a high ticket product in their sales process, we empowered them with a network marketing water system that was 10 and a half thousand bucks. That's where it came from. Right. And so we ended up selling that software company, made a little bit of money. It wasn't like a beauty dream exit or anything. And then we're like, Russell, what do we do? Well, Sean, what are you good at? Pretty good at sales. Guess what, Sean? All these online guys kind of need help with sales. I didn't believe that. So me and Chris, my business partner, we DM'd 50 dream clients. This is how it should start. If you're just starting your agency, listen up. This is how we did it. Chose 50 people we would love to work with. We had the skillset to serve them in sales, helping them with sales, if they had the problem. We DM them. Hey, we're thinking about starting the sales business. Would you be open for a marketing resource call? No sales, nothing. That was the approach. We booked 42 out of 50 calls. Okay. In those 42 calls, we asked them one question. Do you struggle with sales? How and where? That was it. And it led to these monstrous conversations about everything that we knew and what they did and where they're struggling. By the end of those 42, five people said, we're not getting off the phone until you do work with us. We're going to pay you. How much do you want? That's how it started to start our agency. Okay. So we started serving these guys six month term for 30K. And we would put a whole entire sales ecosystem and hire on board, train a sales team, teach the sales people to crush the deals. Then the next three months go through the warm markets. Every business, 100% success. Six months in, these founders come back to us and say, Sean, thank you for the team. Now I don't have to sell. But you know what keeps me up at night now, Sean? I don't know how to find leads to put in front of the sales team you just built. Can you help? Shoot. put the system in your business, hire the Filipino VA to run it, nine months advanced sales coaching to knock down deals. 83% success rate over like a two and a half year period of people going through the mastermind. One of our clients goes, you guys need a software. I instantly have PTSD from the first one. I'm like, oh, I don't want to do it again. But then Chris and I are like, we should do it again. So we DM'd 10 CTOs that we had interest in. We booked some calls. We got on one with Bruno. Bruno, what do you do? I built this tech in 2017. How many clients do you have? I don't have any clients. Hey, Sean and Chris, what do you guys do? We have thousands of clients, but we don't have a software. Cool. What if we took a hundred of our clients and put them in your software to see what happens? As you would expect, everything broke like bad, but here's the kicker. This is the real, when you're getting into a business partnership, I think the most important thing is how does that person act when you're in the mud? If they're going to put back to back and swing and go with you, that's a good partner. If they're going to run to the hills, like get away from them, right? So Bruno fixed everything in like 24 hours. I was like, holy smokes. Chris and I were like, that's impossible. I think he's a robot. Let's try it again. A hundred more people went into the tech. More stuff broke. He fixed it faster and hired somebody. At that moment, Chris and I were like, oh my God, we need to merge and acquire everything this guy is doing because he's a builder. Like he's crazy. And so that became the trio of what is now FlowChat. We merged, we acquired, we redressed the software. You had to be kind of like a weird nerd engineer to actually like hit the code and drop the stuff in to do some of the actions at the back end when we first had it. But then we hired the guy from BMW, rebranded the whole thing. Like it was really nice and it became FlowChat and we launched it in 2021. It was late 2020, early 2021. And so we've been running it now for just almost five years and we've helped over 5,000 founders. And it's very simple. We help people find, connect, and close deals using personal direct messages. And we do it on more platforms than anything else. And the big difference from us is we're a sales brand company, not marketing. Here's the difference. A marketing company in our space that might've built a tech would say, Hey Jay, here's a million leads. And they'll be able to get you a million leads or a million contacts or whatever. What you do with those guys, I don't care, Jay. That's a marketing guy. The sales brain guy says this, Jay, I don't want to give you a million leads. I want to give you a hundred thousand with high intent to buy. And I want to get those guys on the phone because here's the process that you're going to use to actually get them to give you a credit card and give you money, right? Which one would you prefer? And so FlowChat is designed around being a sales brain organization that really takes a bigger approach to kind of the same stuff that you teach is like, how do you actually build a relationship? nurture the relationship and then create a winning solution for everybody involved like that's true sales and that's why i say to sell is to love to sell is to serve beautiful i'm just letting that space to like just ruminate so people who are listening um because there's a lot that was said there which is i got i got every every bit of it like because i understand how you're talking and how you're communicating and how you're journeying and the the the sequence of events um from sean chris to bruno and rebuilding and your sales mastery of building like there's so many people that build stuff that don't know how to build it and don't have the expertise but they build it because you know there's a need or they're trying to make money but you are a sales master an expert that understands how to build from the bottom up because you are a person that has done you know hundreds thousands tens of thousands of reps and appreciate you know the process behind it so that you can like you said curate that um qualified data and sequence them into a conversation that can be a much uh easier conversation to serve them to sell so that's why i was just like i had to like just bask in that moment because it was so beautifully woven together. So I really appreciate how you said that and how you communicate it. And I understand why and how you're so good at sales. Oh my goodness. Goodness. We are almost out of time, but we do have a bit of time left. So we're going to have to do another revisit. I definitely want to do another one, but we did make a promise on this and I am a man of my word and I like to honor promises. And so the title is how to build a seven figure DM campaign with me. Yes. okay so i'm going to explain something in just a couple of minutes here that i think everybody will catch on okay in dm copywriting there are what we call four hinge points okay small hinges swing big doors in a business right and so the four hinge points of every dm conversation you've ever been in whether it's an inbound or an outbound whatever we're doing here there's four hinge points that everyone goes through here's they are engagement you must get engagement Two, once you've got an engagement, you must transition from, hey, how's it going? To, oh, hey, let's have a business conversation. There has to be transition. Number three is invite and then the call to action link, right? So invite, call to action. And then number four is the clear future. What happens next? So if we know that's the framework of sales in the DM space, that's where we start when we build a seven-figure DM campaign. now the way to start a dm campaign on every social media platform is very simple we send a connection request we might like one of their posts please do me a humongous favor and do not try to pitch from the first message we call it pitch slapping and you'll just get ignored and you'll get frustrated so instead think about what do i need to say to this person for them to engage back to me right This is where the authenticity and genuineness comes out of you, right? And so the number one thing to say to get engagement in the DMs is a friendly, helpful compliment. So most of all the messaging that we teach in the DMs of how to start a seven figure conversation starts with, Jay, I saw that you're a sales slayer. I've been watching your podcast. I love it. I'm crazy busy today. I'll be back tomorrow to keep the conversation going. In the meantime, please keep up the great work. Now, if I send that to Jay versus, hey, Jay, I have this awesome software. You should buy it. Jay's not going to respond to the message two. He's going to be like, oh, dude, that message won. Like, oh, thanks, man. That's cool, right? And all I'm trying to get him is to give me a thumbs up or thanks. Once I've gotten engagement, that is the first statistic we measure. And here's how you know if you have a seven-figure campaign or you don't, okay? If you send 100 messages like that, those compliments to 100 prospects, whatever period of time, one day, two days, three days, whatever, If you get between 15 to 40 people out of 100 to respond back to you, usually you have a million dollar campaign if you have a $500 product on the back end or more, 500 or more. And so case in point, we were selling a $7,500 mastermind. The first time we ever sold our mastermind, we eventually hiked the price to 25K because it was worth that. And we did this exact flow. And we did $104,000 in 40 days from zero, no group, no list, no anything to say, here's what a million dollar campaign. Cause if we kept running that month over month over month, we would easily hit a million dollars. That's the run rate. That's what I'm talking about. And the number was 16.8. So 16.8 out of a hundred people we were sending our first messages to selling a $7,500 product. We did a hundred grand in 41 days. And if you extrapolate out for a year, that's a seven figure campaign. So that's the statistic that you want to measure. Okay. So most people send the compliment, get them to respond. Then now the next biggest thing is the transition is like choose a question. That's very, very easy for them to answer that drives it in the conversation you want. For us, we sell DMS. So the question we ask is, Hey, have you ever used the DMS to close a deal before? I want to know. because if you've done it before we can accelerate it if you've never done it before and you're a good fit like we should probably talk about it either way it leads to a book call or go to a webinar or whatever call to action i'm going to do later right and so that one transition question you got to really put some thought into but if you get those two things right the rest of the flow will work really well for you amazing i'm i'm speechless so sean's mission is to help business owners master prospecting build each engines and implement high ticket sales strategy to boost revenue I appreciate everything you said. 100 messages, 15 to 40 replies. You said you did a test that did 16.8 replies, which I believe is a 16.8% reply rate on a $7,500 product, which helped you launch a zero to $140,000 in 41 days, which is a run rate of a seven figure, which typically 84K and change a month. um so i can see how that works and i love your framework the seven figure framework that you said that you were to come and show up with which you just did um in such a short time um you guys can connect with sean on um let's see linkedin you can connect with him on x and you can connect with him on instagram connect with him on uh facebook um you know what and if if sean's you know prospecting you and i'm prospecting you with flow chat you can run but you can't hide So with that, check out the lead gen sales engine because if you can't beat them, you might as well join them. So here is the CRM affiliate link, shameless plug, to join the flow chat party because where your attention flows, that's where money grows. So check that out, guys. It's going to save your life and help you make a lot of money. And if you're looking for a seven-figure pathway for DM campaigns with Sean Malone and team, then this is your ticket. so i'm going to do a speed round which is a lightning round to ask you questions in the last 60 seconds um and then um i'll let you get on your way okay yeah yeah yeah okay so favorite productivity hack what's your go-to productivity tip or tool that helps you manage your day as a busy entrepreneur um if i had to choose one productivity hack i mean i would say probably like uh there's a grip of AI tools that I do use to kind of help me sometimes to either generate ideas or refine copy or build stuff for me. So I think like AI is really pretty helpful. The other thing is I actually take notes on a pad and paper. It's another productivity hack for me. So every sales call I ever take, I'm always taking notes. I have a log of... everything that we've ever talked about for, you know, even this one, I have like, here's the notes for this particular podcast. It's so amazing. And it's just because when I write something down, it helps me to remember. I used to struggle with memory a lot. So I tried to learn a lot of memory hacks and writing stuff down was probably my biggest productivity hack because I have a better memory. It's amazing. Go to social platform. And that's going to be a trick question because flow check can go on pretty much any social platform. YouTube. It's where I consume the most. It's the one I love the most. But the only problem with YouTube is it doesn't have a one-to-one messaging thing. If it did, it would by far be my favorite. And what is the most effective for prospecting and sales from flow chat in your opinion? Depends on your market, your product, your service, your demographic, the people you're chasing because everybody has their like tendencies towards everyone. We've done tens of millions from Facebook and LinkedIn. We've done multiple sevens from Instagram and X and TikTok and Twitter. We've had like the crypto and Bitcoin guys, we're compatible with Slack and Discord. So anyone that has huge communities over there, that's a no brainer. We're like the only tech that works on school. So if you're like in the Hormozzi fan club, which I am, I love him. I knew him before when he was sleeping on the couch and he's broke. But a buddy of mine, right? I'm a big fan of him anyways. He's at the school, you know, like that, the movement there. So, and it just really like depends. I mean, the nice thing to know is that there's so many people in the world and every single person that is your target is on every platform. So it's just a matter of which you prefer. And then here's the path that's going to be the best fit. Well said. Favorite business book or resources? What's one business book or resource that has had the greatest impact on your entrepreneurial journey? Dude, I read so many books. I couldn't even tell you, man. What's in mind? So the Sandler training system was one that I did a very deep dive. I spent a lot of money in that. They have a book called, You Can't Teach a Kid to Ride a Bike at a Seminar. That book is, it explains the selling system very, very rudimentary to me. Like it worked really well for me. I think if you're going into like other selling systems, I think are very good. There's one called the Persuasion Code. That book is definitely pretty transformative in terms of like selling systems. I think that are good. These are all my sales system books up here, by the way. And then I've got like, these are kind of operational books. And then I've got like motivational, inspirational, and then I've got like marketing over here. So what are the ones that helped me? Yeah, those two, I'd say. Persuasion code and can't teach kid to ride a bike at a seminar. Personal mantra. Do you have a personal mantra or a quote that keeps you motivated in your business and life? Unwavering faith plus extraordinary effort equals miracle. Unwavering faith plus extraordinary effort equals miracle. Sound like you're preaching faith with actions. Faith without actions is dead. Faith with actions is miracle. So there we go. Unexpected hobby. This is the last question. What's something unexpected about you outside of work, outside of disc golf like a hidden passion or hobby that many people may not know about you hidden passion or hobby um i was in a band i sold 4 000 copies of a record in japan um so that's something nobody knew about me um and i'm kind of like a secret foodie and my favorite foods pizza there you go gotcha okay awesome Well, on that note, thank you so much, Sean. It was a great pleasure. And I know our conversation is not over. That's why we're talking even later today and going to do another part two and looking at collaborating and changing the world together. So any last words for people who are looking to do the same? Just remember that anything is accomplishable. And I think that like most people, I just had this conversation with my setters because I meet with them four days a week anyways this morning. And one of the things he said is like, I'm having a money mindset problem. because he's making a lot of money. And then we get to do a place in his monthly income where he gets complacent. And he's like, so I hit this number and then I just slack off and I don't sell stuff. I love that they have transparency to tell me that because that tells my relationship is strong with them. And I said, well, look, like the only reason you're complacent, the only reason that you stop selling is because you're complacent because you didn't reset your goals. So my one thing I'll leave everybody with is like, look, set a goal, achieve it. But when you achieve it, reset the next goal. Because if you forget to do that, yeah you're dead so well said and that's my systematic theology professor says if you ever come to the place where you think that you've arrived then you've died so well said thank you again sean and if you guys are looking to come on the sales ninja show podcast comment podcast and we'll see if you're a good applicant and we are here to help you to sell more to give more until next time have a great day take care everyone

DM sales campaigns can generate seven figures when done correctly. Sean Malone reveals the exact framework he used to close over $150 million in sales using direct message strategies across social media platforms. Learn the four hinge points of DM copywriting that convert cold prospects into high ticket clients without pushy tactics.

Discover how to automate lead generation using proven social selling systems that actually work. Whether you're prospecting on LinkedIn, Instagram, or Facebook, this direct message sales method helps entrepreneurs book more calls and close more deals. Subscribe for more high ticket sales strategies every week.

*Socials*
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Apple Podcast - https://podcasts.apple.com/my/podcast/the-sales-ninja-show-podcast/id1673152143?l=ms
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*Timestamps*
0:00 Sean Malone Introduction and Sales Background
3:02 Reverse Glass Selling Method Overview
5:37 From Disc Golf to Digital Marketing Journey
9:11 First Sales Appointment Breakthrough Story
12:38 Building First Company to $38 Million
16:03 Sales Framework Science vs Art Approach
20:54 Pain Stacking and Collecting Cash Strategies
25:01 How Flow Chat Software Was Born
28:03 Pivoting After Facebook Ad Account Ban
32:06 Starting Sales Agency with 50 Dream Clients
35:04 Flow Chat Evolution and Bruno Partnership
39:28 Four Hinge Points of DM Copywriting
42:00 Seven Figure DM Campaign Framework Revealed
45:12 Productivity Hacks for Busy Entrepreneurs
48:00 Personal Mantra and Life Philosophy

#DMSales #HighTicketSales #SocialSelling