In this episode of the Lucky 13 Podcast, hosts Mike Lantz and Josh Hauser explore how systems and repeatable processes drive business value, scalability, and profitability. Drawing on real-world examples—including stories from Defender Direct and insights from Brian Neal’s Blind Zebra—they explain why well-designed systems outperform charisma or improvisation. The hosts share practical tools, like setting “clear future dates,” and emphasize that installing, not just documenting, systems is key. Their discussion highlights how systems create consistency, improve client relationships, and provide peace of mind, making them essential for any organization seeking sustainable growth and success.
Podcast Introduction and Host Banter (00:00:07) Mike and Josh introduce themselves, share personal anecdotes, and set up the episode’s focus on systems.
The Value of Systems in Business (00:01:41) Discussion on how repeatable systems increase business value and profitability, referencing research and business cases.
Defender Direct and Dave Lindsey’s Systematic Success (00:02:39) Anecdotes about Defender Direct’s growth, Dave Lindsey’s focus on people and systems, and lessons from "The E-Myth."
SOPs and Promotion Criteria (00:05:11) Explanation of SOPs (Standard Operating Procedures), their importance, and how they were required for promotions at Defender Direct.
Levels of System Detail and Documentation (00:05:54) Discussion on how detailed systems should be, from keystroke-level to simple three-step processes.
Blind Zebra and Operating Systems for Sales (00:05:59) Introduction to Brian Neal’s Blind Zebra, which provides an operating system for scalable, repeatable sales processes.
Installing vs. Writing Systems (00:07:07) Emphasis on the need to install systems, not just document them, and the importance of a methodical approach.
44 Core Operational Sales Systems (00:08:37) Overview of Blind Zebra’s 44 core operational systems for sales, and the value of checklists and process measurement.
Systems in Everyday Life: Soccer Example (00:09:19) A story about a soccer checklist for kids, illustrating the power of simple systems in ensuring consistency.
Systems in Sales Performance (00:10:08) Exploration of why some salespeople outperform others, highlighting the role of systems over personality.
Predictability and Repeatability in Sales (00:10:56) Comparison of charismatic vs. process-driven salespeople, stressing the importance of predictable, repeatable systems.
Immersion Training and Teaching Systems (00:11:30) Description of immersive training experiences and the ability to teach systems effectively with minimal prep.
System Tools: Clear Future Date (00:13:14) Introduction to the "clear future date" tool for sales, ensuring next steps are always scheduled and confirmed.
Process Control and Buyer Education (00:13:51) How sellers can control the process by educating buyers on the steps and maintaining transparency.
Defining and Securing Clear Future Dates (00:15:24) Detailed explanation of what constitutes a clear future date, including calendar invites and accepted meetings.
Practical Example: Booking on the Spot (00:16:28) A real-life example of setting a clear future date during a social event, reinforcing the tool’s effectiveness.
Tool Highlight: Calendar First (00:17:46) Explanation of the "calendar first" tool to combat ghosting and ensure meetings are scheduled and confirmed.
Calendar First in Action: Overcoming Ghosting (00:18:42) A story about using the calendar first approach to re-engage a prospect and secure a meeting.
Systems Over Cleverness: Macaroni and Cheese Analogy (00:20:23) Encouragement to follow systems rather than overcomplicate, using the analogy of following instructions on a box.
Conclusion: The Case for Systems (00:20:49) Final thoughts on the importance of systems for business value, scalability, and peace of mind for owners.
