The Sales Hacker Podcast
The Sales Hacker Podcast

Episode · 8 months ago

188. Ask Yourself This: “But Am I Making Any Money?”

ABOUT THIS EPISODE

In this episode of the Sales Hacker Podcast, we have Marley Majcher, Boss at The Party Goddess! Inc. and author of But Are You Making Any Money?, a book she wrote to answer her dad’s persistent question and solve her own money problems. Join us for a funny and insightful conversation about entrepreneurship, productivity, making money, and managing time.

What You’ll Learn

  1. Why SMB owners need to track their time
  2. Understanding your personal productivity cycles
  3. Bringing enthusiasm and good humor to your work
  4. Alpacas are not the same as Faroe sheep

Show Agenda and Timestamps

  1. About Marley Majcher & The Party Goddess [1:55]
  2. The origin story for Marley’s book [7:52]
  3. The mindset you need to develop about money & time [12:58]
  4. Event planning in the time of COVID-19 [19:20]
  5. An amazing story about an A-list celebrity and “strategic leakage” [23:08]
  6. Sam’s Corner [26:25]

One, two, one, three, three, everybody. Sam Jacobs, welcome to the SALESACER podcast. We've got a great guest on the show this week. We've got the party goddess, the number one event planner in La and a small business coacher names Marley major, and it's a great conversation, so we're really excited to bring it to you. Before we get there, we've got a couple sponsors. The first is outreach. outreaches the first and only engagement and intelligence platform built by revenue innovators for revenue innovators. Outreach allows you to commit to accurate sales forecasting, replace manual process with real time guidance and unlock action. Will conser customer intelligence that guides you and your team to win. More often, traditional tools don't work in a hybrid sales world. Find out why outreach is the right solution at click dot outreach, dot io forward Slasho MPC. Okay, that's the link. Click dot how reach, dot Io forward, slash zero MPC. Write that down. We're also sponsored by pavilion. Pavilion is the key to getting more out of your career. Our private membership gives you access to thousands of like minded peers dozens of courses in schools for Pavilion University and over Onezero workbooks, templates, scripts and playbooks to accelerate your development. Pavilion members get hired twenty two percent more quickly paid, fourteen percent more promoted one third more often than their peers. Unlock the career of your dreams by applying today at joined PAVILIONCOM and we're also brought to you by on gay. As doing business becomes increasingly complex, it gets harder to do it. will do it well. Businesses often sacrifice agility and loose sight of the customer experience. CONGA's expertise and comprehensive solution suite for commercial operations transforming the documents and processes surrounding customer engagement. CPQ AND CLM help businesses meet customers needs while increasing agility to adapt to change. Go to congacom forwards salesacer to learn more. Now let's listen to my conversation with Marley Major. Hey everybody, it's Sam Jacobs. Welcome to the salesacker podcast. Today on the show we've got Marley Major. Morley is known as the party and profit goddess. She is La's number one event planner and a small business coach, helping owners and entrepreneurs get the most out of their time, investments and messaging. She has amazing stories from our work, with a list celebrities and actionable advice for today's entrepreneurs. She's been featured on shows such as Fox and friends, Fox business, MSNBC, good day La Bravo and a host of other channels, and she's also the author of the book. But are you making money? We're excited to have her. Marley, welcome to the show. Thank you for having me. I'm excited to be here. We're excited to have you. So I just read a you know, an exciting and inspiring bio, but we like to start with your baseball card where we learn a little bit more about Your Business. So your name's Marley majors. Did I do we pronounce your last name correctly? You did, and it's such a funny spelling and everybody thinks that it's much more complicated than it is. But it's Polish and so it probably is much more complicated than it is, but I just don't know what or we're not in Poland, so thank God. So, so, tell us about your business. You're known as the Party and Prophet Goddess, but you do two things right. You're an event planner and you throw amazing events and also you're a small business coach. Walk us through what you do. Sure, okay. So the bottom line as I got into the restaurant business right after I got my business degree from Georgetown, which is kind of a random segway. I mean, you don't usually go to Georgetown and then say, Oh, I'm going to go into the restaurant business, but I married a chef and so that was kind of my path. And from the restaurant business we took over banquet operation, started a catering company, etc. Etc. And, you know, very long story short, that would take, you know, twenty weeks of podcasts and I split and I we kept getting these offers. Thank goodness, we own the land where the restaurant was and or is, and we kept getting these offers to partner up in my dad is like, listen, you know, your life is a hot mess at this point. We keep getting these offers to partner up. What you love is the event. Why don't you do that? And I was like no, no, I can't. You know, talk about...

...not being able to get out of your own way. And then, finally, I had a really bad skiing accident which forced my hand, and so I was like, okay, well, I guess here's the final message from God. And I you know, we partnered up with this other group and I was at a very low point in my life. I mean I had a one year old. I'm here, I am getting in very public divorce in a pretty small town. And what town are you? And I'm in Passadena, California. Might as well be, you know, the real housewives of you know, Passat in a Beverly Hills New York, like all of them just rolled into one little hot mess. And I love passing. I mean I'm from there, but let me tell you, it is a very, very tiny town when it comes to anything exciting happening. So I I was at a low point in my life and I'm like, what am I going to do? I was like, I love the event. My Dad was right, so I'm going to rebrand myself. And what do you do when you are to low point in live? You come up with the like best name you could think of, which I was like, I'm going to call myself the party goddess, and I remember being at my first event in La and when was this, by the way? This is two thousand and first by first event in La and I was literally shaking like a leaf because La and New York are very competitive markets there. You know, talk about like people who are just on fire with themselves, and my boyfriend the time, as I did have time for that, introduce me as like, Oh yeah, this is the party goddess, and I remember just people like the party goddess, like bubble, and I was like, Oh my God, I will one day eat you for lunch, and of course I did. You know, later I like, you know, came back and crush people, but it was it was like practically a joke, like who says they're the party goddess when they are basically like in a ditch, you know, bleeding out? But that's what I did and then I pulled it off. But I one thing that I was had to be very focused on was how I was going to be set myself apart, because they are two very, very saturated markets and I think that's kind of a huge, huge message for today people going to business thinking like Oh, I'm just kind of a great website, I'm I at the best instagram account and it's so much more than that. And then my problem, though, was that I was so focused on my sales and not on my profit and on that profit connection, and that I was like, okay, here we go again. Now I'm going to have another hot mess. And I eventually went to write my book. But are you making any money? Solve my own problems and it was after a conversation. I had the Ninezero conversation with my dad. P Ninezero, probably nine million or in. My Dad was like, but are you making any money? I mean, like I hadsoch and we're doing Britney Spears and we're doing this, and he's like, I don't know, pretty spares is like at a party of one in a closet. He wouldn't know her. And he was just like and then I was like, oh my gosh, I'm right back in the same spot. And then I ended up writing this book and then that's the only reason I became a coach. But you're probably like, who in God's Green Land would hire you to coach them? But in reality it was like that whole thing of like you know if you go through Aa or you you you know you have a sponsor who's been there. Well, let me tell you, I knew all the tricks, and so I am actually a really good business coach because I don't put up with any bologning. I'm like, listen, if like challenged party of one here can reform, you can to. So that's that's. You said you want an interesting conversation. Hadst have you brought it? So there you go. So we are in the middle of it. You were in we are in the middle of that Bologny Sandwich. I will let you take it from there. Thank you. Well, I want to learn more about your book. So, so this is a phrase from your dad. Is Your Dad still around, by the way? Yes, yes, Mr Major, we love you...

God. Oh, yes, it's on so many levels. You have no idea. He's clearly he's a big figure in your life, very, very whether he has wanted to be or not, he is a huge figure. Yes, yes, he is. Uh Huh. All right, so give us the cliff notes for but are you making any money? Obviously it's about it's about people that are focused on, you know, sales or revenue, not profit. But well, and you said you've got all the tricks in the book. But give us, you know, give us the synopsis and then also, you mentioned tricks or tips or give us some some some insights. So the bottom line is is that here I was, you know, this girl who obviously you know, got my business degree from Georgetown. The disconnect for me was the fact that I had a really tough time applying what I learned in business school to my own business. And I find a lot of entrepreneurs have the same thing. Right, like you can read it in a book, but reading it in a book what your cost of good soul should be and what your profit should be and how much you should spend on marketing, you know, it's like I remember reading a statistic like go, it should be ten percent on marketing or it should be well, but then you're like, well, okay, what all goes into that? And like how does that figure into the cost of like the chicken salad that were that were selling? And it just all felt like such a jumble to me. And and I think what happens is you get into your own business and you get into your own head, and then you get into your own head and it's like all common sense goes and the other thing I found is that creative people have. And yes, it's a stereotype. So I'm sorry for the hate mail you're going to get. The creative people seem to have this fear of numbers and what I found is that, like you, I could be coaching like a lawyer who had just one, XYZ amount of, you know, whatever, litigation in the case and they want to go and start their own business. And this start a business, you know, I don't know, baking cupcakes, let's say, and all of a sudden they just feel stupid and women like we have this imposter syndrome and like, oh my gosh, I don't know enough to start my business. And you just get in your head and you're like and all of a sudden everything becomes very difficult. And so what I boiled it down to is, wait a minute, it is not that complicated. The world want to think it's complicated. Accountants want you to think it's complicated. And I took a very simple model of cost a good soul and then you know, you've got your mark up. But that seems to really freak people out. But but my secrets, iust really involves time, because that is where we all blow it. We completely do not take into consideration how much time it takes to produce our product or service. Maybe we get that part right, but how long it takes to get the customers, how long it takes to drive, let's say for a masseuse or something, how long it takes to drive to the customer, unpack your stuff, you know, set the table up. So it's like, Oh, well, how much to charge? I'm making this up. A hundred dollars an hour. Okay, well, the massage is an hour. I make a hundred dollars an hour. It's like, oh no, you do not, and you're lucky if you're making five dollars an hour. And I call that my McDonald's moment because after my dad had asked me that question. You know, but are you making any money? About thousandth time when I really started just taking out a piece of paper and writing down how much, what my costs were for my last event, and I just felt like it was this never ending laundry list. I was like, oh, but wait, I forgot about that. Oh that's right, I tipped the Valet when, Oh that's right, I bought lunch for the staff, and I started real I think that's where all the money is going. You know, you say, how do I not have this in my bank account? And so one day I just sat down and was like, I'm going to freaking find it. I'M gonna be like Heraldo Rivera opening that tomb. I'm going to find, you know, Jimmy Hoff or whoever he was looking for, and...

...just have to take a pone. I think it's an alt. Okay, I guess we're still kind of looking for Jimmy Hoffa, but so al Capone is looking for Al Capone. Anyway, he didn't find him, but I did find where all my money was going, and that is what my secret sauces is. I make people track their time and women are very good at relating to what is it like to be on a diet? Right and when I have been on a diet, my trainer told me like okay, cut the calories, and I came back a week later and I gained a pound and she is like how how could you like? I get it if you have a Bonsao who gains a pound when they're on a diet? Well, you know, then she makes me write it down. Guess what it's like. Oh, I had a handful of M and M's here it's like, Oh, I had a Cappuccino. Oh it had nonfat milk. Well, okay, that doesn't mean that nonfat milk. That's great, not fat milk, but it's does calories right. Like time still adds up. Tips to valets might only be three dollars, or shipping of Linen's or shipping of xoyz might only be an extra five dollars, ten dollars. But it's like chip, chip, chip, and when you take him in it and really dig in, that's where you go. Oh, that's where it's going, and then you just take the formula and and you just you fix it and you can fix your business and it's an easy to anice effects, but you gotta write it all down. So is it? Do you find yourself telling people to raise their prices? Is that sort of like one of the key pieces of advice? Or is it stop tipping vallets? Go it doesn't sound like the right way up doing ballet's. Actually I'm going to double down on that and say it's about tipping ballets much more and feeding your crew very good lunches. But in all seriousness, what it? It's about a mindset. It's about a mindset that I don't care how much somebody charges that I'm coaching. I don't care what their goals of how much they want to make our I care to the extent that I want them to be happy and successful. Right, but it's none of my business. If they want to work for five dollars an hour, okay, but I want them to know they're working for five dollars an hour. And if they know they're working for five dollars an hour and still choosing it, great, no worries. But it's about the discipline of saying here my costs, here's how much time it's going to take and this is how much I'm making in my current scenario. Right, and then if I don't want to make five dollars an hour, then I need to raise my prices or one of my other big things is you get a lot more efficient and it is amazing how much fat you can cut when you focus on being efficient, because we all waste so much time, you know, we just like, Oh, you drive to the like event planners are famous for it. We drive to the walk through, then we have this meeting. Then, you know, we have a facetoface meeting with a client or you get on another call or text or whatever. It's not efficient, and then you just bleed out with the time and before you know you haven't made any money because you're you're disorganized, but you don't have a plan. So that's what it really is about. Is just about what is the plan and kind of knowing yourself to like, do you tend to spend too much time on the intake process with the client, like what I see so many times with my clients, as if they're in a service related business. Those put so much time into the proposal or into the getting the information that that's great, but there's got to be a prequalification part, which is I got some information and this client is never going to be able to pay my rates, you know, and they are not a good fit. Next instead of Oh, but I'll just see if it can't work out after I've put,...

...you know, five hours into this proposal. So it's about awareness and decisionmaking and then, course, correcting. And that's all you do, is you just keep tweaking till you get it to the point where you're like, okay, this is good now that's simple. It's very difficult to to I shouldn't. It's very difficult. It takes discipline to put into place. But yes, it really is that simple. I mean you have to sit down and say, where are things going wrong? And I can say that, you know, everybody has kind of a different problem. Yes, and know, most people don't know what are their top earning activities. Right. It's like we start the day as entrepreneurs and it's like this floodgate opens and we just do whatever comes at us and instead of wait a minute, you know, I think it's David Allen, or who, the productivity guy, who says like you know, or no, no, excuse me, and Stephen Cuby, who it's about the big rocks. You know, you do the big rocks, the most important things first. Then all that other stuff about like changing your phone plan, you know, ordering this or that, comes way after you've made all your sales calls for the day, you know, or way after you've done your hard work that is actually going to bring in the business. And instead we do the work that we got into the business for, you know, which is perhaps making instagram stories or creating fun things in can buy. You know, it is often not it. Now I'm going to call that clients, see if I can get a deposit, but that's what you have to you know, that's what you have to do. You have to close the deal. They agree with you. And I think it's interesting. A lot of people start their day by, you know, opening up their laptop or their computer and checking their email. Yeah, and what I always say is your email is somebody else's to do list, because are all people sending you messages. That's not you deciding what you want to do. And how willingly we surrender? You know, how willingly we is that the first time anybody has ever said, like, don't check your email first thing the morning? Of course not, but it's like I'll just like, let I'll let somebody give me direction, like a well, let somebody tell me where to start, and before you know it, your day is it shot and you can bind email with a couple calls or texts and you have completely surrendered your power, and especially if you're in La, because you can only do three things a day and La is, Oh my God, three. And then now that pots legal and whatever, forget it the whole I'm too now. It's done. It too how it's down to two and Ya, no comment. Anyway. But you it takes discipline and that's it. That's what separates people, though. That's what separates people who are like, okay, I've got this business and now it's going to be you know, and it's a Quaysi hobby to somebody who's going to scale it it is. I'm going to get this right. I'm going to focus on my margins and then I'm going to focus on okay, if these are my margins, how am I going to replicate this? You know, do I have to buy six other companies tomorrow in order to hit my goals? Maybe, I mean, that might be the only way. So you see what I'm after. How do you tell me about the event, the event planning business? How did you respond to Covid? How power things going, and what is your plan for for Growth? Well, for Yeah, interesting that you say that. I mean, this is, of course, unprecedented times, thank goodness. All I can tell you is that I am multifaceted. Well, what I mean by that is I am able to adapt, fortunately or unfortunately. You know, I've had to pivot so many times in my life. A lot of times because of, you know, messes. I'd graded myself, but you get really good at seeing where the market is going and I always looked at myself as an event planner. Has got to be the stepping stone.

Not that I didn't love doing it or don't love doing it, I do, but I knew that as you can only make so much as an event planner, right, even if I get paid a million dollars to do an event, mean I can't do two of those a night, right, and you still are dependent on staff. And how do you scale that? Okay, well, you scale it and you know the usual ways. You know, you start a franchise, you do well, that's harder in my higher end market. So that's ultimately one. When it looked like I had, you know, kind of position to to write a book, then I was like, okay, I could do that, because then, okay, I could do the coaching piece. Well, that's a little more scale, because then you can bring in the digital components. But with Covid, thank goodness, we've had very, very, very loyal customers that we've had forever. Thank goodness, we had built a platform on on, you know, having a lot of notable clients, and so what happened was we were getting a lot of interviews during covid and so you're like, well, interviews are going to pay the mortgage, right. But I start saying, Hey, listen, can I be an influencer at this stage in the game and start getting influence or gigs, because what happened was people were like, oh my gosh, I have XYZ product, you know, and this product is not going to move during the holiday parties that don't exist. So let's hire crazy girl here to show us some ideas of how we can markt this product. And thank goodness I'm really good at coming up the very random ideas. And then I kind of was like, wait, I love this, like I love the photoshoot component of it even more than I thought, and you really start two more things and so, quite frankly, you're going to really lose it. But my scalable piece right now is I bought a ranch and I'm developing a twenty acres and this whole agricultural business model and I'm going to Ireland and three weeks to the International Sustainability Conference where I know absolutely nothing about no one, and I'm doing this project with wool and I will either talk to the next time and be a freaking billionaire or will be homeless. So you're starting an Outpac of farm or something. Well, it's a little more confident in that it involves fairwe's sheep. Actually, I was just in the Faroe Islands. These sheep are a thousand years old, like the oldest sheep on record or whatever. They can't use the wool because the wool markets got a glut. Everybody wants to can only see wool is being used for sweaters and stuff. I'm like, forget it. The cost to get that stuff cleaned and whatever is in spun is way too high. What can we do with this wool? And that is what I am working on, is and I have like actually a viable product and I'm going for a patent, etc. Etc. So it is joking aside, but it's not. You know, and yes, I'm knee deep in sheep. The sheep, like the genetic line of the sheep is old, or the sheep themselves that they've sheep breenetic line of the sheep. It's a thousand years old. They think they came from Norway. They have these really interesting it's fascinating too, because here's another thing about wool is, I mean people want you technologies just gutted it because we just need wool to stay warm. Well, now we've got technology, and with technology you don't need, you know, long underwear to go skiing or to keep the fisherman warm, and you've got these fast fashion and an expensive technology that keeps you warm. And so now it's like, well, now what? And these will that is more desirable is, you know, white or lighter colored, because, guess what, you can diet. Well, in the Faroe Islands there are a lot of dark colored sheep. Okay, so act that that's really not great for them and it's scratch here and as a really high landel and count but my thing is will you can't just throw it away or burn it or whatever, which is a lot of what's...

...happening. What can we do? And that is so I you know, why not take on the toughest shape of the to decide go have a very remote place off Iceland and fix the problem? So there you are. It makes perfect sense, per wise, it does to me. I mean Tell You, my dad is like you're what and I'm like, wow, I think I told him about to maybe ten days before they ask grow on that farm or that ranch close and I think the only reason I told him now was because at one of the ranches in the Faroe Islands now ranches and is in California and I'm bringing the wooling and the shore over. YEA, understand. Understand. Yeah, understood. Well, if you do understand that, that's great. Yeah, yeah, so, but I don't understand, but I understand. It's as far as you're going to get on this Polis. Yeah, story develop thing. All right, before we go and we're going to talk to you again on Friday for Friday fundamentals. But your bio says she has amazing stories from her work with Alis celebrities. I would like one amazing story please. Okay, Oh boy, do I have a lot of one. Well, one of them was when we were doing this thing for Brittney spears and we were in charge of absolutely everything, and it was at one of the houses of the real housewives at that time and I we had try Smith, no, it was Adrian won during the Louse, Sadrian Malouf, and we had, you know, I'd signed a confidentiality agreements till the cows come home and was so paranoid and she definitely not listening to this podcast very about to yeah, my good shesh well, you never know, anyway, wonders never cease. But we had everything buttoned up about that event, and I mean there were no leaks to Poparad like they were trying to figure out where we were getting the Goodie bags so they could follow me to drop them off. They're trying to find up the location, the whole thing. And here then the day of the event comes there helicopters everywhere, they're swooping down and all I can think of is, Oh my God, like my life is over. I'm going to be sued because they know I'm the one, the only one, that has all the tickets to the old the you know, these vendors and all this stuff. And then I realized freaking their camp leaked it. So here I am worried, and then I really realize that that's how the celebrity world works. Is, you know, strategic leakage. Let's just put it that way, so that you get the good side of the story. And I'm the real housewives are experts at strategical liquor. So you're absolutely right about that. It's always a debate, is it, Lisa? Is it dery? Is it Adrian? Is it kind ready? All of the above? How's that? Okay? Marley, it's been great having you on the salesacker podcast. I know it's your favorite show. I know you've been a longtime listener, so this is an honor for you and I'm happy to give it to you. Wow, are you? I love this kind of stuff. I mean it might sound really random and I'm like, I'm I'm grateful, but I believe in this, in the entrepreneurial journey, and this is how we've got to get the message out. It's got to be through stuff like this. I love it. You're damn right. If folks want to reach out to you, they want to hire you, they want to buy whatever product you're building with the fairy pepe. What's the best way to get in touch with you? But what's the best way? Yeah, I don't know. Green acres, hello, or hiring? No? Well, I would love it if they just buy the book on Amazon Number One, but otherwise we cool. They can go. They can find me on instagram. Out The party goddess, and okay, you will start seeing all kinds of sheep related ranch pop up high. Now I've got to get water from the you know, Street. Actually, Oh wow, a ranch needs water. Let's so they'll be some interesting instagram story. So I would just kind of keep at the party. Got Us on on instagram. And then the the title is but are you making any money? And that's all Amazon and it's Marley Major, but it's MJ Char that is correct.

Just to go with this whole hot mess. It is JC h all in a line us. Wonderful, Marley, thanks so much for being on the show. We're going to talk to you on Friday for Friday fundamentals. Sounds Great. Can't wait. Hey, everybody, it's Sam Jacobs. Great Conversation, fun conversation with Marley Major. She's going to be doing something with wool. That's exciting. We'll see what happens. Meanwhile, you can follower on Instagram at the party goddess. And she wrote that book called but are you making any money? And one of the key insights, which we're going to be talking about on Friday fundamentals but which I think is so interesting, as track your time, especially if you're a small business owner. figure out what are the things, what are the activities that you're doing that are most productive and what are your least productive activities, and you do that by going through every day for about a week and every fifteen minutes writing down what you're working on at that point. And she learned so many things. She also learned some of the things that we talked about way back when with Dan Pink about perfect timing, about how she's more productive and more analytical in the morning and less productive and less analytical in the afternoon, and that's when she does some creative work. So it's it's really interesting and if you're small business owner, all you have is your time, and so it's really, really important that you figure out how to track it accurately. The other thing I would say is just, you know, what does it take to be successful? Will clearly one of the things that it takes his passion and enthusiasm. You know, enthusiasm as Robert De Niro playing Al Capone in the untouchables enthusiasm, enthusiasm baseball. Anyway, the point is that being enthusiastic and passionate is one of the things that can propel your success and Morley clearly has a ton of passion and enthusiasm. She approaches the world from an interesting and unique perspective and I think that translates to our success. So I really enjoyed that conversation. Before we go, we've got a couple sponsors to think of course. The first one's outreach. Outreach is the first and only engagement and intelligence platform built by revenue innovators for revenue innovators. Go to click dot outreach DOT IO FOR ZERO MPC to learn more. It's a funny you or no, but it's great. Click that outreached out O forardlado MPC. Write that down. Maybe it because it's so strange. It'll it'll resonate in people will click on it. I don't know. We're also brought to you by pavilion. Unlock the curve if your dreams by applying today at Joint PAVILIONCOM and, of course, by Conga. Help businesses meet customers needs while increasing agility and adaptability to change. Check them out at Congacom for sales hacker. Thanks for listening. If you haven't given us a five star review yet, please do so. If you want to get in touch with me, you can email me. Sama Joy and PAVILIONCOM. Otherwise, I'll talk to you next time.

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