In Pursuit of Quota
In Pursuit of Quota

Episode · 1 year ago

Tell Me Your Dreams - David Mcbee

ABOUT THIS EPISODE

Why do you work? Where do you want to go? David Mcbee went from pursuing his dream of being the next Tom Cruise to selling others their wildest dreams. Then, he took his first job in sales. Rising to the top of field, David now host webinars monthly that attended by thousands of sales reps.

Welcome to in Pursuit of quota podcastwhere great sales people get their superpowers. If you are looking to addmore superpowers, check out pitch wise nyc dot com and join the sales. Speakeasy to connect with other sales leaders and founders Like Yourself Wayare a new podcast, so be sure to hit like and subscribe so that you don'tmiss any of Season one. David McBee is a lot of things. Actor, author, trainerand sales person. He currently trains thousands of sales people with hismonthly webinar and learning platform. So how did an aspiring actor turnedinto a sales person with superpowers? Donny Die. Our host listens to hisstory. And yes, those are birds from David's backyard that you were hearing.What I want to do is go all the way back to the beginning. And when youwere growing up, were there any signs early on that you might have a brightfuture in sales? You know, there was this. There was this one time I neverthought of myself as a salesperson, and even as this story I'm about to tellyou happened, I didn't think of it like that until later I looked back at it,but there was this time my father was a butternut bread man. So he deliveredbread and buns and things like that to grocery stores. And every once a whilehe would trade with some of the other guys. And he came home with a case of100 grand bars one day. Okay? And so I threw a bunch of them into a duffel bagand took him to school and told him for 50 cents apiece. And I was making $20 aday at, you know, 10 years old in the eighties. So I was I was loving that. Iguess that was my very first sales job, if you will. And then as that's funny.So then were there other? Were there other things that he would come homewith? Did you try to flip or was it mostly just that just 100 was the underBarzani. I kind of got in trouble for that cause selling items. One. You'regonna loud, right. Most of my teachers,...

...you know, looked the other way. Theyknew I was a good kid. Meanwhile, my mother was like, You can't break therules. What's next drugs E. And then in terms of in terms of, like, justgeneral interest that you had in school in high school. What? Well, what kindof things did you do to kind of keep yourself busy outside or or was it justprimarily this 100 grand? No, no, I was I was in marching band, and, um, I wasin theater. I was okay. I thought it was gonna be Tom Cruise when I was thatage. Okay? And then it wasn't so. There wasn't a lot of so the stereotype ofthe most people get into sales or the quarterback for the athletes. I'mcurious about this. Do you consider yourself competitive or where youcompetitive back then? I never did sports. Really? But that was justbecause I was a uncoordinated nerd, But yeah, I guess I'm definitelycompetitive. Did you see any? So the two things that must get associatedwith sales people is kind of this general competitiveness. And thisgeneral persuasiveness. So do you think you were kind of tapping into some sortof unrealized persuasiveness when you were when you were pursuing theaterstuff, or was that I honestly love that question. Donnie, I think that it'sjust part of my nature to be persuasive in college. How did do you feel likeyou evolved in college in general versus what you were like in highschool meeting? Did you Did you try different things that you feel like youdeveloped some skill sets that would have would have allowed you to b'morepersuasive or competitive or any of those things Honestly think, Donny,that until after college I went to college to be an actor, right? Andafter college, when I realized I don't want to be an actor, that's really thefirst time I embraced sales. That's when I, you know, decided that I wasgonna be that competitive negotiator, that I was gonna win those competitions.But throughout college, all I wanted to do was play act like an idiot. Eso the,uh, makes sense. So the in your mind...

...that you work hard in college whereyou're hardworking kind of college guy or what was your Yeah, I didn't live oncampus. I couldn't afford to. So I lived at home, which was in BlueSprings, and I drove a half hour every day to school, and I would go toclasses all day, and then we have play practice. I don't I was pretty much atschool till 10 11 o'clock at night. Then I turn around and drive home anddo it again the next day. I absolutely worked hard in college. So you gothrough school, you get, you get, you get you want to become an actor. Atwhat point did you realize that that wasn't the path for you? That thatmaybe maybe the next Tom Cruise wasn't within you, so to speak, E, Didn't youknow I didn't ever have dreams of running off to L. A or New York ThioMake it big, you know, because I'm really, really close with my family.And I I thought, Well, I could make a living as an actor here in Kansas City.There's theater. There's they film commercials, some movies, Right, Um,but the first couple of jobs that I got made me realize just how broke I wasgoing to be if I continued on that path. Um, you know, I got a job in technicaltheater making $60 a week, and then I got a job. Believe it or not, as E orin Winnie the Pooh on, of course, didn't pay a fortune, right? It'sChildren's theater. And every professional actor that I knew inKansas City also had another job. You know, they were attempt or ah, waiteror bartender, and I just didn't wanna have a job that I hated so that I couldbe an actor. So in my mind it was like You either have to go to New York and L.A and fully commit or find another path, and I just decided to find another path.And then what was the what was the first step you made in that differentpath? You're gonna laugh, But are you familiar with network marketing? Knowwhat is network marketing? So, network marketing. Classically, ITT's theAmway's, the Mary Kaye's, It's you buy and distribute a product of some kind,but you really make money by recruiting...

...other people to also be distributors.And so I found myself in that world first in Amway and then another onecalled the Tax People and then one called travel wise. So I went back andforth. Um, and really, what I sold was the dream, the dream of being anentrepreneur, the dream of being wealthy and that was that was a lot offun, actually. I had a lot of fun in network marketing, so I'd love to kindof here what was What was a typical dream that someone that you were thatyou were actualizing for a person? Like what? What kind of things did youtypically sell as their quote unquote dri? Well, that's kind of my firstintroduction to a needs analysis, right? You would find out what a person wanted.Was it a new car? Was it a big house? Was it vacations? Was it financialfreedom, you know, and that's really what you would focus on. That's how Iwas recruited, right? And you would see people in the organization living thosedreams. There was always someone who had come along before you, who wasfinancially successful, and they would happily tell you that they did it byrecruiting three people who recruited three people who recruited three people.And then all of a sudden you had 9000 people in your pyramid and yourorganization. It's officially called a down line, and I actually got to thatpoint at one point, Donny, where I was getting a $900 check in the mail two orthree times a week. Wow. Historically, I think I think the stereotypes of thatis that your kind of reaching out to friends and family and people that, youknow, like, personally, that terrifies me To think I would be trying to sellsomething to somebody. Like calling, calling Uncle Joe, telling him how he'sgonna get finally get that boat. So did you find that difficult or kinda odd atfirst, or were you pretty, like, kind of natural to it? Well, I think I wasso young and naive. I just thought everyone was going to do this. It seemsso simple to me, right? All you gotta...

...do is buy $100 with the soap foryourself and get three or four or five other people to do that. And then theyjust have to do that. It seems so simple. So I do remember sharing theplan. That's what we called it with my father. And he was just like, no, and Iwas like, How can you not do this? You know, three people just and he was justlike, No, I've seen this before. This is and that was kind of my moment thatrealized that where I realized e couldn't just lean on friends andfamily. I had to go outside my circle. That's when I learned to prospect.Really? So how how what would that look like? I mean, this is before theInternet, before all that kind of stuff, I presume, right, Every single personyou met was a prospect on me, so I used this thing called this acronym calledForm. Every time I met someone I would ask them about f their family owe theiroccupation are what they did for recreation and m how they made money.And those would lead to conversations that usually, you know, uncovered thatthey were unhappy at their job, that they weren't making enough money. Andthen that would give me the end to try and recruit them. So and then wherewould you typically meet? These folks, you know, you'd meet, uh, if it was oneon one, you meet at a coffee house or whatever, but more often than not, youwould invite someone thio the Marriott on Thursday night when one of those bigshots was gonna stand up in front of a room and talk about you know, how itall worked. And that was very that was very convincing to a lot of peoplebecause they'd be in a room with 30 or 40 other people. All of them staring atthis white board with all these circles on it on day were like, This looks sogood. Do you think this looks good? Yes, this looks good. Well, this is a nobrainer, and they'd sign up on the spot, and eventually I became that person infront of the room drawing circles. And so what was that like, What was thetalk to me about the first time that you actually got to be the queen of thequote unquote goat of the network marketing world? But, well, there's, Imean, it's just as you might imagine it, Donnie, someone steps up out of theroom and says, David McKee's here. He's going to show you how toe, you know,achieve your dreams and I'd stand up...

...and I talk about how all you had to dowas by you know, this products for yourself and then convince other peopleto do it. And I do a little math on the board. Did you feel like you wereselling in that moment? Oh, sure, sure. You're selling a concept. You'reselling the dream. That's what we called it. So what led you to no longersell the dream? Bankruptcy. Thank you. Eh? So you went from taking your watchoff in front of rooms and telling him it cost more than their car Thiobankruptcy. That Z Okay, One of the companies I worked with was called theTax People. And ask People's main product was a system that would teachpeople with home businesses how to cut back on their taxes, how to save money,right? You know, turning their home into a home office, things like that.And, uh and that's where I had just tons of success. But the I r. S was nota big fan of that program, so they shut down the company. My wife had justretired from her job. Here we are, 2025 26 years old. We're financially free.Like I said, $900 checks just rolling in. I think she was pregnant at thetime and all of a sudden Oliver Income just stopped. So she went out and shegot a job at David's Bridal and she found me a job selling Yellow Pagesadvertising. Donny. That's when I grew up, right? That's when I stopped seeingthe circles and and dreaming of the of the stars and just figured I needed areal job to pay the bills and support my son. Really excited to start theelevates job? No, no, I had just come from a world where I could sleep in aZlata A so long as I wanted. People looked up to me and, you know, came tohear me speak in front of the room and, you know, and now I was sitting in acubicle wearing a button up shirt and slacks because someone, because someonetold you Thio, now, because it's your...

...preference of wearing. And so the otherthing that came with moving into into this end of the yellow page world wastraining, right? Like so someone. Actually, you went through training andactually understood out of cell. How was, in your view, what was the majordifferences? Or what was your thoughts about being trained as a salespersonversus kind of doing what you have done in the past. Well, to this day, I leanon the lesson that I learned at that training. I went thio Dallas for two,maybe three weeks toe learn how to sell yellow pages. And the big lesson that Iwalked away with was, um, find the gap and are set another way. You can't sella product or service to someone until you discovered that it fills a needthat they have. So what I discovered was instead of focusing on benefits andfeatures and talking about why a product is so wonderful, I needed tofind out what the problem was or the need was with my prospect that I couldfill with, uh, with my product that was huge. Do you feel like most salespeoplethat you interact with today and even talk to Do they understand thatprinciple, or is that something that that typically has to be? E. I thinkmost sales professionals today are taught to do a customer needs analysis,so yeah, mostly they're trying to find a need. Um, there's not as much timefor relationship building and questions like that. So I think that often wesettle on a generic need like, Oh, this business owner wants to grow hisbusiness by 20%. Instead of realizing that the reason the business ownerwants to grow his business by 20% is so that he can afford to send his daughterto Harvard, right? You know, it's the need behind the need, and I don't thinktoday that getting to that is as easy as it might have been back then. Butthat really is a core tenet of kind of...

...how you found success is a seller,someone to change it up a little bit. So what I think of you, David, one ofthings that always comes to mind is this idea of You've always been verypassionate about sales, but you've also been very passionate about your home.Life is well, so there's an intrinsic like the work Life balance is a termthat's far overused, but I'm curious to hear like, do you feel like sales hasallowed you to have a better family life than you would otherwise? Or is itsomething that if you have taken, um, or, like quote unquote, not traditionalbut more like stated role of being a doctor or being a lawyer or any ofthose other things. Like what is What's your thought on that, like as a salesenabled you to have a closer relationship or has it been almost abarrier at times? You know, I I mentioned earlier that my dad was abutternut bread. Me and you leave early in the morning and he'd come homearound four o'clock and, you know, he was in a position where he could justshut off work. You have to think about it. Talk about it. The bread was gonnabe there tomorrow. Red wasn't emailing him or calling him and annoying him,right? I think in sales, you do carry this burden with you at all times whereyou're thinking about your quota, right? In fact, my wife would tease, you know,she knew when I was struggling with quota or if it was near the end of aYellow Pages directory. Whatever. And she say, Oh, is it that time of themonth for you? And I'm, like, showed up. You know, eso I do think sales actuallymade it a little harder to focus on family when I wasn't at work. I feellike I brought a lot of that home with me. What do you think makes a greatseller passion for their product or a belief that their product will help theperson that they're talking to in some way? Do you feel your ability to sellcomes from nature or training? Oh, the old nature versus nurture question, huh?Well, based on the conversation, I had a few earlier about the candy bars. Youcould definitely argue that part of his...

...nature. My grandfather was a salesmanby the way. He sold Harry Truman most of his cars after he retired from thepresidency s. Oh, I think I have some of it innately, but I definitely becameway better at it after going to Dallas and being trained. When are you thesaddest thing? Your sales role? The first thing that came to my head waswhen I'm not at quota when I'm not selling when I'm not making money. Butthe reality is, I think when I pitch something that I truly believe in, myheart will fill The gap for my prospect will help them in some way will maketheir lives better. And they still say no that Oh, I just feel like I've I'velost the game at that point. It's like the opposite right when they said noand it really would have been good for them. That's hard. I hate that. Yeah, Ithink that Zraly the sign of something that you really believe the problem. Ibelieve in the product, right? It's gonna go. Yeah, I know. I could seewhere that's gonna help. What's the best piece of advice you ever got as asalesperson? I think it goes back to that whole idea of finding the gap,right? Stop talking about your product. Stop talking about benefits andfeatures and instead figure out why the person you're selling to should buywhat you're selling. What's the worst piece of advice you ever got is a salesperson. If you're not lying, you're not selling. Yeah, I think that Z what wecall an inside joke in the sales business, but it's definitely, uh yeah,I would not encourage that s Oh, let's see if you could talk to your 18 yearold self. What would you say to them about the career that they will choose.Well, before I answer that, can I tell him to use Rogaine or something beforeit's all too late? You keep him for this thing? There's a couple things inthat time travel that I'd like to dio. I think that I would say to my 18 yearold self, You know, when you've got...

...this whole be an actor thing out ofyour system, you're gonna be OK, right? You're gonna find a career that willgive you your dream car, your dream home. You know, I'm not wealthy by anymeans. Well, to some people, I would be right. But I think that compared to TomCruise, I'm broke. But generally speaking, I would say it's gonna beokay. You're gonna make a nice living. You're gonna You're gonna do fine.Thanks for joining us. If you would like to speak to Donnie directly, hisemail is Donnie at quota nyc dot com. That's d o N N y at q u o t a n y c dotcom. Also be sure to check out pitch wise nyc dot com for exclusive contentand to join the speakeasy till next time. Be well and hit quota.

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