listen up or run
[Music]
what it is Bradley back again with
another episode of dropping bombs today
in the studio folks are not in the
studio but definitely in the virtual
studio
I've got Jack signee welcome Jack hey
thanks for having me I always said I'm
in your East Coast beachfront studio now
so anytime you need to bring folks into
Florida just roll them in my joint here
I got my promos up so I'm you I'm your
new East Coast facility got it
I appreciate that and folks if you guys
are wondering who the hell is Jack
signee well you won't be wandering for
very long because I'm gonna tell you who
he is but pay attention to this episode
because I am out there looking for
things that can allow people opportunity
to make money while we're in this
shelter at home scenario not to mention
you know all the people that got laid
off and Jack is the basically the
leading expert in the world for selling
to the government and a lot of times
people don't understand how easy it
actually is to get government contracts
and I can tell you right now everybody's
worried about you know nobody's buying
which is total but I can
promise you the government's buying
government's buying so so Jack folks is
the chief revenue officer of a company
called gov spend and he has a system on
Lightspeed VT fortunately for gov sales
University where he teaches you
step-by-step how to do business with the
government it's not that difficult so
whether you're a startup company or
whether you're an existing company with
with long history and you've never had a
government contract today we're gonna
break down how easy it is to actually do
business with the government but more
importantly not not to mention create
some opportunity for everybody listening
so folks in the bomb squad if you've
been laid off if you're sitting at home
worried about the the co vid crisis and
what's happening and you don't know how
you're gonna pay rent because you were
furloughed or whatever the case may be
stay tuned and pay attention because by
the time this is over you're going to be
able to have opportunities to go make a
living sitting in front of your computer
in your underwear
correct amen yes look I tell I looked
roll your listeners folks watch and
don't tune out you hear a government
procurement merely folks when I click
off don't click off just we're gonna
make you wealthy here within the hour
yes ELISA I mean a long time ago I spent
all kinds of money in Washington DC I
had to hire this firm I think they're a
lobbyist group and they basically got me
meetings with all of the top officials
in the world and by the time I got done
man it was such a pain in the ass and I
had to jump through all these hoops and
get on the GSA schedule and finally I
just said screw it you know I don't need
to do business with the government and I
can say without fear of contradiction
and with perfect certainty that I
probably cost me millions of dollars I
wish I would have known about you guys
back then yeah there you know it's funny
when folks think about someone in the
government almost everyone thanks for
hey let me go to the federal government
let me go to the federal government that
actually was probably the hardest place
to start so for all the folks that are
tuning in now that have never sold to
the government please please please try
to start with the federal government
because it can be as you just mentioned
very daunting and there's a ton of money
at the state and local level that's more
accessible and doesn't require so many
who so that would be where I would start
definitely because the federal
government you could get stuck in red
tape for a long freaking time so so so
let's talk a little bit about about you
know how you started the company and
what your background is sure oh well
with no a plan I came out undergrad I
actually went to go work for the Navy as
a civilian so I actually went to go help
the Navy sell f-18 fighter jets around
the world so my first first day ever in
the real world
I went this program management meeting
where we were selling f-18s to Kuwait so
I got the opportunity to f-18 fighter
jet so I actually started my career when
the government procurement side so that
led to my now 30 years in this industry
so I took that experience when got my
MBA because I had to get out of the
government where Hilda was somewhat
frustrating tried my hand at the
entrepreneurial world during the.com
late 1990s I was out in California but
went to grad school UCLA was out in San
Francisco when the.com crash they came
back to Florida and I ran into a guy if
you filed a ticket or a guy named Hank
Asher who was a big database guy started
EBT and size in CLO this guy a grenaded
all
records request that he act he actually
caught the sniper if you remember in DC
when there was the snipers that were
shooting people and the mid-atlantic
years ago there was public database
caught those guys because he took all
the public records and they knew it was
a certain age lived in a certain area
had a certain car and then you connect
all the dots that's how they caught
those guys so I work with Hank for a
year or two and then that experience
really led to my last two companies so
prior to this company we actually sold
software that worked in the police
vehicles so all the police cars today
have laptops in them we put the software
in those laptop vehicles so that was
really an amazing automation of the
law-enforcement world which then led to
gov spend and so we aggregate all the
purchase orders from government agencies
so we have this huge database it's 250
times bigger than Wikipedia it's huge
and we aggregate so you can go and you
could say hey I thought we did a good
work with city of San Francisco you
could see everything they buy who they
buy it from and what they pay it's sick
it's like cheating in the world sales I
was gonna say that's almost like
cheating it's sick it's it's
unbelievable it's this massive for your
audience that pic think about it's this
massive public records request and we
have this patented piece of software
we're able to take that data in parse it
out and normalize it and then the system
works just like Google so if you type in
widget I own fact I always demo iPad so
if you type an iPad I can tell you every
government agency's buying an iPad who
they bought it from and what they pay so
you can imagine if you're trying to go
sell to the government there's 90,000
agencies today I'll tell you the top 300
to go after you don't have to like you
know in sales we kind of guess we go
this is a hot lead these people spend a
lot of money you know we kind of use
this gut for you or use Google to figure
it out we'll tell you specifically
here's the agency buying exactly what
you sell if they're not buying from you
I'm gonna tell you which competitive
they're buying from then I'm gonna tell
you exactly what they're paying for it's
it's sick so what do you do with that
information just bid lower than their
bidding well see here's the thing
Sears here's a stat that blows people
away ready so 80% of government spending
doesn't go through the bid RFP process
so I wonder a people 80% the government
spends seven trillion dollars a year
before this stimulus package seven
trillion dollars 80% of that does not go
through the biddin RFP process there's
all these way there's about ten ways the
government buys so what we try to do
link you up what the agencies are
already buying your stuff and then have
you used one of the other nine way so
you don't have to go out the big because
going out the bid sucks right it's
highly competitive
it's a little margin business you might
not win it so we want to teach you all
the other ways the government buys so
they'll actually buy one of those
manners and you don't have to go out to
bid RFP it's just a matter of focusing
it's very much like the prime ministry
go after the prospects most likely to
buy that make sense makes perfect sense
and if someone's if someone's already
thinking damn dude I got to figure this
out go to gov sales university dot-com
that is that is Jack's training system
where he and his cohorts can pop up and
interactively train you 24 hours a day
make sure that they test you so you
understand the knowledge and ultimately
be able to communicate with you through
that system as well you've also got gov
spend dot us I believe it's either way
it's got us or calm gov spent it's that
core data it's that big database I was
telling you about it's all these all
these records it works like Google you
can type in any product any company so
for your folks listening they're already
maybe sown on the government they're
like I already know but I'll just tell
you this in our database when I deal
with just a like a company like Dell I
could type in all their competitors and
they can actually see who's selling to
the city of Dallas who's selling to the
city San Francisco in sales we always
think we know right we always have that
I know I know what's going on I run all
these people have been in their vertical
for 20 years or like I don't need your
database I know so I say to them every
time I go hey totally get that can I
have five minutes of your time can I
just run one query and if you're not
interested hang up I'll never call you
back and I'll tell you 90% of the time
they wind up buying 20 minutes later cuz
it blows their mind so here's a
real-world example the big two companies
that are in home improvement one orange
company one blue company right the
orange company calls me several years
ago and they say I heard what you guys
are doing it's the head of this is a
head of US government sales calls our
office so I was like hold on the mixture
on my a-game here he says keep do me a
favor key just run the big blue company
just just I'd like to see what they're
doing they were doing more with just the
Air Force they were doing a ton of money
of the Air Force literally in ten
minutes the guy yours I'll take it I
sign me out where do I start because he
was blown away they had the Navy and the
Marines and the Air Force and literally
or the
Marines and the loans was selling more
to the airforce than the orange company
was to all the other services combined
it was amazing he's like oh I'll take it
so crazy but people feel like they know
what's going on their industry but the
data is no me opposite of what they
think mmm folks data is one of the most
valuable things that you can get your
hands on unbelievable value and data
most people don't understand it that's
why by the way one of the things I've
created with the Lightspeed system is
that interactivity so basically you
could ask questions options and
assessments and ultimately collect data
from the people you're training so you
can better train them better help them
or you know Zone in on the area that
best suits the individual rather than
just a one-size-fits-all video how many
times have we went through a video and
had to watch 40 minutes for we got to
the part we were looking for just like
DVDs remember the DVDs when they were
when they were out you could like get it
to the next chapter yeah yeah like dude
that's that's that's kind of what that
is but the main reason for that is the
ability to collect data so you guys have
you guys have created basically a
software that collects all of that data
displays it in a way that makes perfect
sense to anybody so if someone's sitting
here selling to the government and you
want some inside information you want
some comparative analysis tools you can
log in check out what people are doing
what people are buying where they're
buying does it have names of purchasers
and all that everything so yeah so if
you're gonna go call an agency one of
the little side benefits will give you
that their name title email and phone so
from a context standpoint amazing and
would you see one of the things so for
the folks in your audience that have
sold to the government there's these bid
notification systems that have been out
for years so they aggregate all the bids
RFPs on the government website so they
go around they screen scrape they
aggregate the bids and RFPs that
agencies say they're gonna buy I just
want to be really clear with your
audience this is not a bid notification
system so that's been the prevalent
thing you see in government sales or
government procurement hey I have a bid
notification system that's not what we
are right so this database is all the
purchase orders it's literally
everything they're buying we have a bid
notification system god bless we can
plug you into that very much a commodity
item though this is a database of
everything they're buying exactly who
they buy it from and then how much they
pay so
very different than what folks are used
to because that's the first five minutes
of every call I'm on there like we
already have a bid notification we
already have a bid notification system
I'm like well listen 80% of government
spending doesn't go through a bit
notification system so I don't care if
you're great in that world you are
missing a vast majority of all spending
please stop being so naive to what's
happening and our closed-minded everyone
always thinks they know everything
oh well listen when you would talk about
GSU so it's a gross sales university
it's really easy for these 90 percent by
the way there's so there's ten main
operational companies only one million
sell of the government's only 1 million
of 10 million companies are selling to
the government so 90% of it companies in
u.s. are not selling to the government's
it's ridiculous because they've got US
government's the largest prospect in the
world
spending 7 trillion dollars it's rude if
you if you don't have a government its
division it's stupid right let's see of
of all those folks we talk to people
with these 90 percent that don't settle
the government they love gum sales
University they're like please teach me
there's this two million dollar stimulus
how can I learn easy sale but I'll just
tell you this the other side are these
folks that have sold to the government
and I'm sure you would agree with this
like they feel like they know everything
right dick you like I've been someone in
the government for 20 years already no I
don't need to know sales university and
I say them all the time listen the only
difference between somebody that makes
60 grand and somebody makes 120 and
doing the same job it's all the small
details right it's just 20 small things
it's not the product that's not you know
any we all know the product we know the
sales pitch we know the script it's 20
little things that the best people do
that's what go sales university teaches
you we have a bunch of insiders that
work for the government that's sold to
the government and go sales university
I'll show even if you sold in the
government for 20 years we have a whole
bunch of little details it'll double
your sales double your income amazing it
has an amazing impact on folks we know
that by all the testimonials we so yeah
and if they're out there listening to
this and they already sell to the
government and everything's cool with
them that's not really why I wanted you
on the show the reason I want to join
the show is because there's a lot of
people been furloughed a lot of people
been laid off they don't know what
they're gonna do some of them flat
terminated waiters construction workers
casino workers you know all kinds of
people are set in their in their
pants right now going what the hell am I
gonna do now obviously they're sheltered
at home they're online they're scrolling
through social media and
cuz there's so many people on it is hard
to find real opportunities so I said
Jack come on my podcast I got a whole
bunch of listeners
we called the bomb squad and I guarantee
you there's a lot of them that are
either you know out of work or they're a
little nervous on what's about to happen
so I wanted to talk about how does the
average person let's say I'm a waiter my
restaurant shut down and I'm literally a
week away from losing my rent what would
you have me do is there a possibility
that I can go to gov sales University
learn what I'm doing and make a living
within 30 days definitely listen so
couple things so love what you just said
so Gulf sales universities less than
thousand bucks you can go and learn how
to sell the government really important
you learn all it's not rocket science
it's way easier than any calculus math
class you've ever taken it's just a
little voluminous the number of acronyms
that kind of thing so any it's about go
so is University when I was about
seventy plus videos all about three to
five minutes anyone could go through it
right that's that would be step one
secondly one of things we'll do we're
trying to help folks with escoba 19 we
stood up this market place called gov
quote dot US so Gulf quote don't us
anybody can go there it's free okay
here's what happens government agencies
right now are going there to put up
their quotes and not bids and RFPs
quotes that they're awarding in twenty
four seventy two hours so all day
constantly government agencies are
putting up quotes for things they need
you as a sole proprietorship or a
company can go there register for free
and any service you can provide any
product you'll be able to go bid on and
you can literally win a government
contract I used to say hey you can win a
government wracked in a couple weeks and
then we're like we started automated
that we've been doing this ten years
well okay you can win a government
contract in a couple days since this Co
good thing literally you can win a
government contract in just a couple
hours literally so you go to gum Pro
tell you if that's where you'd start you
go to go sell University
learn how to sell the government
register for gov quote us so you'll get
all these notifications it's constant to
marketplace it's happening all the time
you can literally win a deal in just a
couple hours here's here's a real-world
example we had an agency in the Midwest
just last week they put out a request
for it was a hundred and seventy four
laptops okay one of Thursday they
awarded that contract Monday morning for
a hundred
$50,000 literally and 48 out 48 business
hours they were the contract save some
company's ass literally it was amazing
so that's happening all the time and
then we can dig in deep there's a
variety ways the government buys we
could talk about these nine ways they
buy outside the bid RFP but those are
the first two steps get smart no no the
verbage and what we just add without
being too verbose when you know learn to
sell the government it's a skill you'll
have forever it's like learning a
language it's not like when this is over
you be like I don't need that that skill
set you keep forever your next job or as
you try to get promoted or when you
start your online presence it's an
invaluable skill because again the
government is the largest prospect in
the world spending twenty billion
dollars with a be a day twenty billion
dollars a day it's six so the question
is is how much of that are you getting
folks how much of that twenty billion a
day are you getting is your company
getting but again what if I'm a waiter
and I don't have a business I'm just an
individual do I have to start a business
well listen I think the government right
now particularly it depends on what your
what you would like to sell or what
service offering so the government needs
a wide array of things this thing about
this if you're just a sole proprietor
you somebody maybe like somebody who as
you were talking about a waiter or
waitress and now they're unemployed I
would just tell you not only did you get
an employee but the government has a
whole new way they have to work so think
about this the government's been
operating trying to communicate with
their constituency in a certain way now
all their constituency is at their home
they're just first over the community
and the government's had to stand up all
this same thing what I mean is all these
zoo meetings all this one line stuff the
government needs a ton of services
things of you and I may take for granted
how do i generate a lot of copy how do I
get smart on zoom' so they need a bunch
of services and people to help them as
well I did I did a story for another
journal if you're aware but a lot of
journalists are getting laid off right
so all these people are covering this
coded P then they get laid off sort of
like where can I find a gig the
government agencies are hiring a lot of
the journalists to help them do their
social media stuff help them send the
message to their constituency so there's
a lot of both product and services so I
would encourage any of your folks that
are but they got laid off and they have
a social media skill they're good with
computers if you reach out to your local
agency they need a ton of things to help
them communicate with their constituency
they're lost now again
all been confined down to this little
spot so the government's in desperate
need folks to help them communicate and
do things to make sure that the city and
the entity runs well so there's an
enormous opportunity there out things
that I see most people take for granted
the government's not had in place
they've not had all the zoom conference
they're not having all that social media
all these things they need to help make
sure that their make sure that their
people know what's happening locally is
a huge thing right now right but do you
need a business um it depends there's
90,000 government agencies and they're
all a little different so historically
definitely you probably need some entity
I don't know if they're gonna cut a
check to Bill Smith right but I would
just say that the little star on that is
with this national state of emergency or
local state of emergency the government
the head of procurement can do almost
anything right now to make it happen so
there could be circumstances where you
just roll in and say hey listen I'm here
to help and the person's like oh thank
god I need you to please make our
constituents aware that this is what we
this is what's happening locally they
can't go outside here's where the
testing stations are but I mean the
reason I'm asking is because again I
mean you don't have to like not go but
what you should do also is be prepared
to start your own business which is easy
as you can do that tonight
literally couple hundred bucks boom you
I could go make you know Bradley LLC
boom I could go make you know
thunderstruck merchandise I could make
any business I want pretty much
instantly with a couple hundred bucks
registered with the state and boom now
you're in business however a lot of
people are afraid to start a business
because they don't know what to do this
is an opportunity where if someone's
listening to this and they're
their pants that or they've always
wanted to start their own business you
might not even be furloughed you might
just be set in their weight and table
still and I'm just using that even
though most restaurants are closed but
you might still have a job this is
something that you can incorporate or
create an LLC literally go to government
sales start learning government sales
university or gov sales govt sales
university start learning the lingo get
on these these platforms where you can
see what's happened and throw
bid in and basically start a side hustle
you don't even know this whole time it's
the war dogs race with people every time
I go so people like you see war dogs are
you guys war dogs like that movie
there's two guys that want all the
government defense business so if you
haven't seen that war dogs movie that's
it literally that happens these two 20
year olds when all these former defense
things so it is out there so what the
word dogs movies for your listeners and
folks have seen that that's a real world
that's based on a true story these two
guys created a company and they want all
these alarms Neels and literally
hundreds of millions of dollars crazy
they wound up getting arrest at the end
but that's a real world story and I
think a quick sidebar you know for
anybody that's listening
you should go create a business anyway
we're all at home and it lets you write
off all your stuff if you've got a
company maybe if you never do anything
with it you can now write off all your
internet all your cell phone everything
you're doing to try to make your life
more productive all those become you can
write off all that stuff at the end of
the year because now you have your home
business see everybody's at home now all
the things you know most folks if you
didn't have a professional account they
were kind of you they're just losing
that you now have all these write offs
at your home so encourage folks to go
create a business no matter what you
mean you don't do anything with it at
the end of the area of all these tax
breaks by having your home business and
trying to go out and create some revenue
for yourselves way better than going to
be an uber driver dude that's a bomb
right there I mean you'd just just
dawned on me like normally like if you
have a home office you can write off a
portion of your rent I'm wondering I'm
gonna call my CPA info can I just write
off the whole mortgage now thing I've
upgraded my whole place because I was
never home this much right so I all my
internet I mean I've got everything's
brand new because it was all just wasn't
ready to be online 24/7 right now so
yeah I'm putting it all in a bucket and
that is a business expense so you're
right man you people should go start a
business regardless if they're gonna try
to mess with the government and there's
a lot of people I guarantee you right
now thinking cuz if I were listening to
this and I was just normal Joe Blow I'd
be thinking yeah but I don't have
anything I don't have any products I
don't have anything to sell to the
government folks
correct me if I'm wrong jack you can
middle man everything you had that
you had the dropship guy one like I
watch a while back the dropzone guy
right yeah but the point the point is is
you don't even have to have any
materials or services or merchant
you have to be smart enough to know a
how to sell the government and then be
what they're bidding on and what they're
putting quotes out for and then look
around your local area or get online and
source the products they're looking for
from the dip shits that don't know how
to sell to the government and literally
mark it up a little bit and pass it
along
listen it's for everybody listening just
in case everybody's wanting to hear this
all the time please one of my little
puppies let's just listen listen the
government buys everything okay let me
just repeat that the government buys
everything in capital letters everything
from condoms to whiskey everything the
government freakin buys everything so
please whatever your hobby thing your
most knowledge about the government buys
it I don't care you could have the
weirdest hobby PEZ dispenser
whatever you the government buys
everything I promise you every friggin
thing everything and most people would
assume well the government goes directly
to the source like if you know if they
buy candy bars they're going to freaking
Mars company they're not going to do
some Joe Blow why would they why would
they pay the markup why would why
wouldn't they just go to the source well
listen here's the analogy all of us we
drive around town right there's gas
always say this all the time we hire new
people wherever you live there's gas
probably within sixty cents all around
you within five miles gas can vary sixty
cents you go to a gas station you know
convenient that you like the guy inside
whatever you don't always go to the
cheapest gas station right we're all
it's just creatures of habit we do
certain things so anything with the
government if you're Sally or Mike and
you work for the city of Atlanta and you
need a printer you need a computer you
need candy bars whatever you don't have
a connection at Mars company you know
what you need you need your constituents
need candy bars we're about the same
we're going to do some outreach to a
local community school you know you
don't know anybody Mars it's like the
rural part of it is they need to get
stuff ASAP right so how do they get it
they don't care how they get it like
they have to make their city run but
we're setting up these test stations
they need the tents then you the
generators and the testing stations they
got it puts food out there for the
people doing it it's a lot of real-world
logistics could it be optimized it could
but the reality is they need to stand up
to
right it's like hey how do I get it
tomorrow so if you have the ability to
provide anything and you again you can
go into our service will show you who's
buying one you don't have to guess you
know what to buy it stick it your house
and hope the government buys it we're
gonna show you what they're buying the
most oh whatever you're interested in
you know what the gamble this is not
some like jump off a freaking cliff and
hope they buy it we're going to show you
exactly what they're buying now if that
hasn't already fired you guys up and
made you like get out your computer and
already go to gov sales university or
gov quote dot US or gov spend com you
can also follow Jack at gov spend on at
gov spent underscore on Instagram gov
spend on us on Facebook you can find him
just go gov spend gov quote or gov sails
university they'll pop up if you're if
you're interested you can find them but
at the end of the day man most people
are sitting there without hearing this
thinking cuz I'm one of them man it's
just a pain in the ass to sell to the
government I don't have this I don't
have that like screw it and and until I
talk to you guys I was thinking to
myself the same and I thought damn
dude I'm missing a lot of money like my
training system I tried to do it they're
like you got to get on this schedule you
got to get on that schedule problem is
is dude I was trying to get like
Homeland Security and TSA freaking who
the the Coast Guard and and you just hit
it on the head cuz it that was a pain in
the ass and that's why I said screw it
but what you're talking about dude is
the city of Las Vegas buys trained state
and local agencies yes I didn't even
thought that in order to I even try
besides that like right now you got
everybody selling hand sanitizer masks
PPE personal protective equipment I
called you guys cuz I had a supposed a
deal you guys you know looked it up and
said foolishness that's this game that's
unbelievable man it's unbelievable but
but dude I feel like a lot of people get
suckered in with the Senate with the
fear of loss like like I'm thinking dude
if I just got a quarter and they want 30
million masks
I'm just getting a quarter dude that's a
big that's a big deal man I gotta get
old and then what you do is you fend up
getting scammed and every entrepreneur
in the world every every arbitrage is
out there in that mix cuz the PBS are a
super high demand they're now in our
system we've seen them with you and I
smoke their ups 5 to 6 X what they were
just 30 days ago it's crazy its massive
it sell for a dollar now selling for six
seven eight dollars crazy great and and
what's crazy her is if you know where
there's mass or you can source masks and
by the way there are mass out there and
there are people making money I got a
buddy mate that made money he sold it to
Bill annoyed just like this so so it is
real kids the question is are you
willing to adapt or you just want to set
there thinking the fight the sky's
fallen and boo-hoo-hoo I'm in a
situation it doesn't help I'm screwed
what about felons what if there's a
felon wanting to sell yeah do they
background check E and all that I
don't know I don't know now they can
vote so who knows what the last
legislation that came through Rhode
Florida now they can vote so I re again
with 90,000 give you just some quick
stats so there's 90,000 agencies right
they all do things a little differently
to parse that out for your audience
going back to your prior comment federal
versus state local so of ninety thousand
agencies there's about 500 federal
agencies they make up about four point
one trillion so over half of the seven
trillion as federal agencies only 500 of
them but they make them about four point
one trillion that leaves eighty nine
thousand five hundred state local
agencies they're spending about three
point two trillion so there's a lot more
of them Allah
a path um talk to them but every agency
when we deal with folks we companies
every agency will do it just a little
different there is not one rule even
with the federal agencies across the
country you might deal with the federal
agency in DC but if you're doing with
your local military base in California
or in Nevada they'll do it they'll all
do it a little differently because it's
just like the police department yeah you
ever seen on the crime shows like
somebody gets convicted of murder and
they get like ten years and in another
state we get life and you're watching
that you're like just happen right so
all the government agencies they're
saying they all have like little rules
and nuances that make them all a little
differently so what is happens in Vegas
or what the rules are could be very
different from Illinois which could be
very different from Florida so once you
start to the agency they'll tell you
though they agency when you have
something they need they'll tell you
they'll say hey here's how you can do
business with us they'll inform you
because they're very incentivized to
make the deal happen ASAP
well government sales University it
doesn't what does it teach me right all
right so we take you from we'll take the
novice I've never sold to the government
so the first couple chapters are about
hey how do our sections are about hey we
here's all the acronyms here's the
general framework size and scope some of
what we've talked about then the most
important thing we teach you how to sell
your first couple of government agencies
will tell you how to look at them we'll
give you some data we'll give you the
top agencies the top ten agencies your
target right and in one nuance I'll just
share with your audience about something
to the government is the following we
say this all the time we call it our
flagship formula which is to follow you
need to go get a government agency right
so it's a long game go get a government
seal of zyou no matter what you have to
do comb it go get it go get a little
business with one agency make them love
the crap out of you over serviced them
did whatever they need once they love
you here's what happens government
agencies are very risk adverse nobody
wants to be the first one once they love
you you'll go get media with the
newspaper around that area the newspaper
and the TV love to do stories and what
the government's doing they love to like
say oh hey we just installed this new
piece of software it'll save you
millions we just installed these new
things it'll make the community safer
the media eats it up so when you deploy
say here's what we're doing
then you've sell in all the agencies
around your flagship agency it's the
easiest sale in the world because they
don't the government says don't give a
crap when you as sales rep say you know
what they want to do they
want to call over the agency next door
and say oh you're using Lightspeed do
you like it is it good has it helped
your people when they say that they all
buy a sales map for a good government
sales group should look like clusters if
you had a map in the US
you should have clusters like around
Atlanta around the house and by the way
it doesn't have to be the city of
Atlanta go get Buckhead you'll get it
go get a small agency outside the big
city right and then you'll sell all the
agencies around there because the
government agency you know what they
want to hear something happens if you're
on the if you're on the news or if
you're in the paper all of a sudden it's
legit there's no risk to it right so
once you're in the news whatever happens
don't know why but once you're on the
news there's no risk working with your
company and they'll do business with you
so that's how you do it you want it we
call it a flagship form you go get a
flagship agency get media for your
deployment and then you'll sell it share
that media with all the agencies around
your flagship agency you'll sell it 90
percent of them it's a homerun formula
promise promise
what and once you have a contract I'm
sure that they'll start calling you for
other things and then you just source
them oh my gosh oh so here's the thing
this is once you're in a government we
all know this when you go work for a big
company right for those who are career
big company people once you're inside
the company you know all the jobs the
best jobs right when you see your throw
in deed and indeed you're trying to find
a job super hard on the outside but once
you're hired you're hired but one of
these big companies once you're on the
inside my buddy want to go work for
Apple you find out all the best jobs
that creme de the creme right same thing
happens with the government once you get
your contract and you do right by them
they'll start feeding you stuff hey
I like Brad he does great work hey Brad
do you guys do this other thing I know
you have sales training but do you have
training on technology do you have a way
to put in Wi-Fi you know I mean once you
do right by the government agency
they'll find more work for you because
here's the file this a little longer
I'll be quick but listen here's what
happens people that go work for the
government
they're risk adverse they take less
salary okay but they're working for
their pension they're one of the few
organizations still has a full pension
the only way they lose their pension
okay is buying something stupid they
wanted to cover the paper and they get
fired then there's a $500 hammer the 400
hour toilet seat we've all heard those
horrible stories so they're very
risk-averse they want to buy safe things
so once you get your flagship agency and
they love them and they love you those
safe
you more business because they're like
Brad's safe love his company no risk
with him if I go change platforms oh my
god it might we might waste $10,000 and
then I'll get fired
they're very risk adverse so make it
safe the more safe you make it for them
that's what the media does get maybe a
free deployment because when the Dallas
Morning News says you're a good company
guess what I don't have to risk it
anymore I just go to the mayor and I say
listen look like speed was on the cover
the Dallas Morning News great company
can we use them done do you have any
training that shows me how to fill out
those RFPs or rfqs yes so we have a
whole section so again 80% of government
spending doesn't go out to the NAR feed
but when you do we have a whole section
so our longest section actually about
how to increase your win percentage so
for your folks companies simply win
about one out of three or one out of
four bids and proposals they submit the
best of the best we're gonna we give you
a bunch of again small little tips
because it worked on both sides of the
house and our team has to help you
increase your win percentage we always
say 7 to 12 percent if you increase your
win percentage if you're winning 30% of
your bids if you now increase that the
40 percent it is a boondoggle there's a
bunch of little tips to help you
increase your win percentage but it's
the largest section in gun sales
University we give you a bunch of tips
and feedback because you it takes a
while it's like writing a damn term
paper right we used to make your
proposal you got all these forms and
it's little you know little intricate
but we give you some high-level tips are
gonna help you increase your win
percentage shoots one find one of the
most valuable things because the bids
and RFPs are painful but they are big
big big money big money you get one of
these three year contract you after this
podcast anybody can go search Google and
just look at the last ten say DoD
contracts they are like three hundred
million dollar contracts it's sick it's
like what the hell is a commission on
300 dollar contract it's like
life-altering it's amazing it's not
amount of money once you learn how to do
business for the government then you
work your way up to the federal
government some of those contracts are
huge life-altering deals seriously oh
yeah when I when I did a little research
on what the government was spending on
training oh it was hundreds of millions
of dollars a month and they were using
the stupidest lamest content and
platforms on the market
yep and it didn't matter because whoever
they were figured out what you know and
they went and they secured these
contracts and I'm telling you they were
making hundreds of millions of dollars
it is so weird like and Gaucho's
university we talked about here's here's
what happens if folks aren't aware if
you've never lived in the Maryland DC
Virginia area here's a total truth
there's a highway that runs around DC
called the Beltway so it's big circle
highway runs around the building
so there's world inside the beltway
these people live in the DC area they
have figured out how to win these big
contracts around the Beltway - called
Beltway bandits then he figured out how
to do business for the government the
rest of the country is like just blind I
mean I used to live in I'm from Maryland
I lived in that area when you there's
there's companies in there you would not
like have them come wire your house
there their revenue for those three
companies is crazy hundreds 200 300
million dollar companies run by a bunch
of knuckleheads it's crazy because
there's life inside the beltway they
figured out how to win these contracts
and then the rest of us in the country
we you know we're happy did we get a ten
million dollar contract we're a static
inside the Boeing around the belly they
hand out those contracts seriously when
this is over go Google government
contracts federal Congress DoD just
warded that big infrastructure contract
the DoD I think it was like like 100
billion dollars it's sick it's I mean
it's unbelievable it's crazy amount of
money the often don't you have to know
somebody or somebodies politicians in
your back pocket or you have a lobbyist
or well listen I I think again as we
started state I would start every one of
you never done it start state local no
doubt that's where you can do it more
normal just like private industry you're
right but at what happens it builds
momentum as you have you know you have a
couple local agencies then maybe you get
your state agency like you could do the
state of Nevada you get to do their
training for the law enforcement group
or the Department of Transportation
right that is the Avenue to the federal
government they all know each other like
showing up to the federal door with no
references no background you've never
done business with the government it's
hard like they're like I'm not taking a
risk on this company I've never they
haven't done any government business I
don't I'm not risking my pension on this
you know whatever company listen to get
fired or something they would if they
deploy and it doesn't work right like
they just do not want to get fired
so start start local build up to state
and then when you win a couple state
contracts you can
when you do your propose you be like hey
where are you working with you know
state of nevada department
transportation we're working with the
state of florida department of education
hey we'd love to help you deploy this
training solution for the DoD or for
homeland security like that is how you
build it up because again to walk right
at the top level it's it's like all
business right where's if you're not
from your old company you don't get to
walk into Dell or Microsoft you know day
one when you start Lightspeed in like a
2008 you know they won you even get to
walk in the top companies Norma unless
you have a you know inside track you got
to build it up you're like hey we
learned some lessons here's what we're
doing and then you build it up and it
goes but if you're in the long game for
the government it is a skill that will
pay off dividends 10-fold the rest of
your life it is the biggest secret I'll
just tell you this we were on the back
burner for years I've been I mean in
this government camera world for 25
years and when we trying to do PR or
stuff it falls flat government
procurements boring people hate it the
last six weeks all day I'm in like LA
Times USA Today right for this I'm on
podcast octa-pie people are like how do
I sound the government here's the money
it's been around here for years and now
it's front and center it's on the front
burner people are like how the hell do I
go win some government business and our
companies exploded my day is just back
to back to back to back interviews and
meetings about hey how the hell do I win
some of this business how do we learn on
it go sales university all of it it's
exploding right now because the
government is the only folks spending
money as you mentioned in the next
couple quarters
so if please for all the small midsize
businesses do not wait until July or
August when you're almost out of
business to go oh I should go try to win
some of that stimulus you have to do it
now get go get your chops learn what
you're doing so you can win some
business here in the short term it'll
grow like this this pandemic is shut
down international markets the US
markets gonna open up a business is not
going to take off it is the government
the government's gonna spend a ton of
money the next two quarters ton do not
wait to your companies at the end of the
road to go after it start now it's you
send me a thank-you card later it's a
huge opportunity please please please
folks I'm telling you right now like
normally you know I'm gonna be talking
to people my guests I talk about you
know how'd you do it and
what what problems did you have and when
I talked to Jack I'm like dude just come
on the show tell my people tell the bomb
squad the opportunity that you've got
because again I mean you're sitting
there out of work you're sitting there
with work you should have a business
license anyway just to write off
everything that you're gonna be writing
off at your house but if you're sitting
there stone-cold baffled on how you're
gonna pay rent and how you're gonna buy
food and how you're gonna make your car
payments folks go to Gov sales
University calm look up Jack and
freaking get off your ass and do
something about it they're spending
billions of dollars a month or a day and
you're not getting a piece of it and I
don't care what you sell you could you
could sell sunglasses government buy
sunglasses
buy iPods ear pads you could what about
you know what if I make things do they
buy fancy but listen every day the
government's in need of everything for
now a ton of technology infrastructure I
don't buy dildos I might I might
honestly say I've not searched that term
when I went all the way to condoms well
condoms yeah I'm sure but Mickael those
come on but you got to remember listen
an aircraft carrier is a moving city
you're talking about you know ten twenty
thirty thousand people out to sea for
months it is a moving its failure it's
powered by nuclear power it's a moving
city so as soon as we get done we'll go
look see what I doubt that term isn't
there but I assume there would be some
form of adult entertainment that the
government does well yeah well yeah the
now that you say that because again
those commissaries that they have they
have commissaries well those
commissaries are are being supplied from
outside company so I'll bet you anything
you probably can I have my my assistant
Maria her husband worked for the
government and when we go to Disneyland
she can go to the exchange the
government the the commissary exchange
and get Disneyland tickets thank
it they can get like things that you
wouldn't believe they can get so I take
that back they probably do again I've
said for years the government buys
everything but I'm now gonna have to go
double-check that term when we're done
I'll text you to let you know but you
know what to spend off to probably put
in some different terms but I will let
you know within an hour when this is
what the exact a number of those are out
in the world so that's good that's the
first time look Ivan Ivan this last six
weeks that's the first time I've heard
that one so to say to you well I
appreciate you coming on and spending
time yes you you mentioned there were
nine ways to do business and said you'd
touch on them what are they so yeah so
just really really quick so all outside
of in our feet folks can go sole-source
so if you have something special that
you do that's patented or whatever sole
source they don't go out to bid RFP
piggyback so piggybacks a funny little
term but if you've got a government deal
you got a government contract you
mentioned this earlier Brad another
agency once you've done that contract
can piggyback off of it so once you've
done all the terms the agency next door
can add quantity to that contract so
once you've done all the hard work to
get a government contract they can
piggyback and add volume to that
contract discretionary spend that's the
third that's great every agency believe
it or not here's one of the big
learnings for your people every agency
has an amount of money it's like a slush
fund they can spend without going out to
bid on RFP and it's analogous it's a
size of it's based on how big the city
so the city of New York the head of
procurement could probably spend up to
50 grand any time he or she wants or
some little city outside of Las Vegas
maybe the discretionary spend three
grand but if your product is below that
number they can go buy it every day they
can buy ten times a day the head of
procurement can spend up the
discretionary spend every single day all
the time
so that's discretionary spend key card
key card is just a credit card key card
stands for purchase card almost every
government agency has a set of folks
that have a key card works just like
your credit card again if your item that
you're selling is below their p-card
threshold they'll show their credit card
they'll buy it today just like you and I
do an e-commerce transaction simplified
quotes
simplify quotes is basically the Gov
spend dot US platform so if you go to
dusk don't spend out u.s. it's all the
quotes it's a commodity the government
agents say hey we need ten of these
they'll describe what it is you'll get
three quotes and they'll award it so
that's simplified
they're set-asides set-asides the
government just doesn't always want to
spend money they want to do right by the
community so a lot of times they're like
hey we want to award this to a local
company here in our state we want to
award this to a woman-owned business we
want to or wear this to a minority-owned
business so they'll have these set
asides it won't be free and open
competition they just want to make sure
they spend their money in a way that
also helps the community so set aside
and then there's three more GSA Schedule
is what you mentioned GSA stands for
General Services Administration that's
once you get on it GSA Schedule it's a
federal contract your product and
service is on the schedule and any
government agency can go to that
schedule and buy it now there's a lot of
details in that that we don't try to get
into but you have to be secure with the
price because your price is up there for
two years but just like you and I buy
something online a government agency can
go to your GSA Schedule C what if
Lightspeed was on there I want to buy
and buy three licenses for X dollars and
go buy it state schedule is the same
thing it works just like GSA but it's
the Nevada State schedule the Florida
State schedule very much like GSA your
product is on the state schedule and any
agency can go buy it and then lastly
it's this thing called coops we're
groups of agencies will get together and
buy things collectively or some private
enterprises got together and say hey
let's put all the products in Home Depot
or when a coops you can go in and they
can go buy all these nuts bolts screws
on a co-op so those are the nine ways
that agencies are buying not to the bid
RFP now when I had one more which is a
test one which we're gonna add to go
shows University now with these state of
emergencies all bets are off
with the state of emergency federal or
state local so if your state is declared
at state emergency the city or in is
declared a state emergency all bets are
off
I had a procurement can go out and buy
whatever they feel like is essential for
the MIS paletine operate they don't need
to get three bids they don't need to do
anything hey we got to get these testing
patients set up the first person I find
that has a hundred tents and ten
generators the whole thing they can go
by all bets are off so that's really now
a tenth one
there's state of emergencies now they
can go do whatever they want so sorry
for the long window this house the
government paid do they pay slow or pay
on time well it's really a sting so the
government will tend to pay slow there's
two things you should know though a
government contracts like gold you can
go down to your bank take your
government
tract you can go get advance payments so
if your payment cycle says you get paid
every quarter the government has the
highest credit rating there is you could
take your contract in your local bank
get your money up front just like an
annuity payment because the the
government always pays always pays not
necessarily on time secondly now in the
world of kovat if you had any these PPE
things the the power dynamic has changed
normally the government has all the
power and the company has to kind of do
what the government says well now the
PPE people have all the powers so they
show up to the government agency and say
listen we want to be paid upfront we
want all our money before I deliver my
PPE to you so if you have if you're in
the PPE world right now you're getting
paid up front from the government crazy
set of things going on both the US
government buying things and
international folks coming in buying
things crazy crazy
upfront stuff and which one is the one
that lists what people want because
right now I'm thinking in my mind
I'm gonna go log into that and just see
what people want and then just go figure
out everybody I know all the connections
I know and just just be a middleman
which one is it so go to gov quote gov
quote govt q you OTE us it's happens
every day you'll see a turnover a day
there's 70 to 100 quotes in there every
single day anybody can register for free
it's totally for free so everybody
listening please take ten minutes go to
gov quote register yourself even as an
individual just go you can watch
everything to watch all the transactions
then once you watch it and you get
frustrated enough and you miss enough
own you can then go to go sales
University that does cost couple that
you know just under thousand bucks or
motor bucks then you can go to go sales
University so if you feel like you're
hesitant go to gov quote you can watch
it for a couple days and watch all the
turnover I was on the phone the other
day but the guy who does video stuff the
city of Pembroke Pines has a huge quote
up there for all AV stuff the guys like
oh my god I'm doing this today so
there'll be something in there that pops
that you can do immediately then you can
go to Gusto's University you don't you
know don't take my word for it let go go
watch it for a day or two it'll it'll so
frustrate you you see the amount of
money that's being spent it's and you
ain't getting a piece so folks there you
have it now listen don't say OBL didn't
hook you up in the old
crisis I call myself the co vid kid
because I'm not a fact a man
so true people buying money it is
amazing so kudos to you
yeah man people are sitting back saying
nobody's buying dude people are buying
all over especially the government right
now you have to adapt you have to change
you have to be proactive and you have to
do things you normally wouldn't do and
this would be one of them and as far as
you know well government sales
university costs a little money who
gives a here's what I told someone
the other day listen you can save all
the money and do nothing until all of
your money and resources and credit
cards are gone and now your real
situation right now there's a lot of
people saying don't spend money conserve
you never know what's gonna happen I
know what's gonna happen if you don't
invest any money right now you're gonna
run out of it and you're gonna run out
of options and then you're gonna be
sitting there begging somebody to borrow
some money and it's a lot more difficult
take a little bit of money that you
currently have
even if credit card use the credit card
get government sales university or gov
sales university learn what the hell
you're doing go get that quote start
making money and pay off the credit card
because if you don't do anything because
you're worried about what's gonna happen
I'm telling you right now nothing's
gonna happen
I always tell people don't don't worry
about marketing and spending advertising
dollars dude nothing will happen yep
literally I so people don't you have it
forever so let's just say you you're not
in this Kovach thing and you don't
really care and you think we'll be fine
learning how to sell the government I
just repeat the government federal state
local ninety thousand agencies are the
largest prospect in the world not in the
u.s. in the world seven trillion dollars
a year that's don't even count to two
trillion dollar stimulus 90 I mean a
twenty billion dollars a day right just
when we when we we're done just go look
up what seven trillion looks like it's a
ton of friggin zeros people we see in
passing we see it on the news we're like
yeah trillion here a trillion they're
like friggin get out a piece of paper
write out seven trillion dollars it's
like it's a ton of zeros it's crazy it's
a ton of money it's it's we get we get
numb to it because we see it on the news
it is a twenty billion dollars there's a
sick amount of money don't wait until
you're out of business in the last
minute you just said to do it just do it
now it's a skill you'll have forever
it's the best investment you can make
for your business career forever it's
like learning a language you'll have it
forever
you can send me thank-you notes it's
amazing it'll serve you so so so well
dude if I know the bomb squad a lot of
them have already stopped listening and
or googled it and started doing it while
we're talking enough another portion of
them are gonna sit back and do nothing
because all they want to do is listen to
they never do anything they just
learn and listen and wait and and
critique and I'm sure we'll get a couple
of comments on the YouTube talking about
banging me but folks I'm telling you
guys right now I've seen a couple of
recessions I've seen a couple of
situations where everybody was freaking
out millionaires are made billion-dollar
companies are created in times like this
and the main reason is because you are
forced to change so if you're hungry if
you're worried and I just brought you
the answer or at least one get off your
ass and do something big and remember
share this out because just because you
may not want to take advantage of it
doesn't mean someone that you know and
love will listen to this because you
shared it and find that you just made
your cousin or friend or brother or dad
a freakin multimillionaire because I'm
telling you right now the opportunities
are immense
Jack I appreciate you spending time with
us today thank you folks go out and hit
him up at gov spend give him the hashtag
bomb-squad and as always keep it real
god bless
[Music]