Is This Killing Your Sales?

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[SPEAKER_03]: What's the opposite of artificial intelligence?

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[SPEAKER_04]: It would be organic, and it would be dumb.

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[SPEAKER_04]: This is an organic, dumb little.

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[SPEAKER_03]: Natural stupidity.

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[SPEAKER_01]: Okay, there we go, you have it.

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[SPEAKER_03]: Welcome to the entrepreneur experience podcast actually my favorite time of the week is when we record these podcasts I look forward to it.

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[SPEAKER_03]: We usually come with an idea and it quickly changes into a different idea So today you're gonna get the freshest thing on our mind But before we go through that I'm your co-host coach Joe with action coach Kansas City and we have over here Jared Taylor with GT visuals That's spelled without the eye because I don't know how to spell

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[SPEAKER_04]: That's true.

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[SPEAKER_03]: Okay.

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[SPEAKER_00]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_04]: That's true.

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[SPEAKER_03]: That's true.

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[SPEAKER_03]: That's true.

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[SPEAKER_03]: That's true.

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[SPEAKER_03]: That's true.

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[SPEAKER_02]: That's true.

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[SPEAKER_03]: Bottom-right corners of microphone just put the entrepreneur experience podcast on YouTube or an apple or I'm Spotify yeah, that's one fine.

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[SPEAKER_03]: Okay cool.

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[SPEAKER_03]: Then you find this Just look for these two guys.

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[SPEAKER_03]: It's a black and green logo anyways You guys already know because you already found it so anyways today we're gonna start off with some dad dad jokes

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[SPEAKER_03]: Well, I got I got a couple things here.

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[SPEAKER_03]: Well, too dad.

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[SPEAKER_03]: So it's probably not dad jokes.

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[SPEAKER_04]: Yeah, these are on.

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[SPEAKER_04]: Yeah, no, we're just colony jokes.

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[SPEAKER_03]: All right, it's cool.

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[SPEAKER_04]: Hey, sorry to interrupt, but Joe, you got something on your chest.

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[SPEAKER_03]: When I failed my first eight business, I chalked it up to a couple of things.

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[SPEAKER_03]: Number one, I was very proud and I didn't learn how to build a business.

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[SPEAKER_03]: But the second thing I realized is I didn't go to school for this.

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[SPEAKER_04]: And it's fun to try to figure things out and explore.

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[SPEAKER_04]: But then there comes a point where you're like, wait, hold on.

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[SPEAKER_04]: What are all the other successful business owners doing?

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[SPEAKER_03]: We've provided something for you if you feel the same exact way.

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[SPEAKER_03]: We've provided School SKWOL Entrepreneur Experience where you can actually have a free content and a community of people that are also in there that are entrepreneurs that love to give feedback and ask for feedback.

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[SPEAKER_03]: If you don't feel like you have the resources enough to help you become successful, join our school.

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[SPEAKER_03]: It starts for free.

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[SPEAKER_04]: So what do you waiting for?

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[SPEAKER_04]: Go to jtvisuals.com slash school that's jtvisuals without the eye and that's school with a kick.

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[SPEAKER_04]: Now back to the show.

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[SPEAKER_04]: Sales is the only profession where you can lose a deal in the morning.

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[SPEAKER_04]: Get rejected five more times by lunch and still say pipelines look and strong.

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[SPEAKER_04]: I don't know, these are Chaggy B.D.

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[SPEAKER_04]: jokes.

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[SPEAKER_04]: These are two.

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[SPEAKER_04]: A salesperson and a magician are basically the same.

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[SPEAKER_04]: One pulls a rabbit out of a hat, the other pulls a budget out of a prospect who said they didn't have one.

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[SPEAKER_03]: That is so, so in line with what we're going to talk about today.

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[SPEAKER_04]: Yeah, but really, I'm not pushy.

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[SPEAKER_04]: I'm just professionally persistent.

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[SPEAKER_04]: Yeah, that was pretty good.

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[SPEAKER_04]: I like that one.

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[SPEAKER_04]: So that was good.

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[SPEAKER_04]: Yeah, you know, and the thing with sales people and I'm saying this because you know, I started my business.

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[SPEAKER_04]: You started yours.

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[SPEAKER_04]: So that means that if you've started it and you're the owner of it, you have to be a salesperson.

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[SPEAKER_04]: Yeah, you have to.

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[SPEAKER_04]: And so you get all of this and let's go.

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[SPEAKER_03]: Sorry, I didn't mean to cut you off, but I did because when people say I moved to salesperson and I say it like that on purpose because it's a very ignorant term, it's a very ignorant statement.

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[SPEAKER_03]: You are selling.

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[SPEAKER_03]: Are you saying, are you mocking me?

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[SPEAKER_03]: No, I'm just saying in general, when somebody says, I'm not saying no, I said it, but actually I'm respectfully saying this because everybody is in sales, whether you like it or not.

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[SPEAKER_03]: If you like something, you tend to tell a lot of people what you like about a certain

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[SPEAKER_03]: Or whatever it is that you buy and by default, you are selling somebody the idea of making the same purchase that you did.

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[SPEAKER_04]: Yeah.

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[SPEAKER_04]: So on this episode, okay, we're going to deconstruct common sales tactic sales lines and then reconstruct what our thoughts are behind that.

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[SPEAKER_04]: So there are common things.

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[SPEAKER_04]: There's some things to watch out for.

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[SPEAKER_04]: There's some things that

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[SPEAKER_04]: If you redefine it, it really means the same thing as this, but it's not as widely accepted.

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[SPEAKER_04]: Like, I'm not pushing.

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[SPEAKER_04]: I'm just professional.

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[SPEAKER_03]: Especially the system.

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[SPEAKER_04]: It's like, okay.

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[SPEAKER_03]: You know, I can kind of work.

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[SPEAKER_03]: I kind of, I think that, right?

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[SPEAKER_03]: Because there's a term that says the fortunes and the follow-up, you kind of have to be persistent.

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[SPEAKER_04]: Yeah.

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[SPEAKER_04]: Right.

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[SPEAKER_04]: And in the, like, I like the thing that's like, go for no.

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[SPEAKER_03]: So it's like, but there's this strategy behind getting somebody to say no.

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[SPEAKER_03]: You talk about later.

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[SPEAKER_04]: Okay.

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[SPEAKER_03]: If you remember.

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[SPEAKER_04]: All right, hang on to the rest of this episode.

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[SPEAKER_04]: Yes.

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[SPEAKER_04]: We'll reveal that at the very very.

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[SPEAKER_03]: And record it the other day.

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[SPEAKER_03]: So if I'm going to different shirt, bringing that back up, it's because we forgot and we recorded another day.

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[SPEAKER_03]: So all right.

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[SPEAKER_04]: Cool.

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[SPEAKER_04]: Okay.

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[SPEAKER_04]: So we got a list of your comments.

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[SPEAKER_03]: Okay.

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[SPEAKER_04]: Some all of your issues to you.

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[SPEAKER_04]: All right.

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[SPEAKER_04]: So the ABC, you know the ABC.

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[SPEAKER_03]: Oh, yeah.

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[SPEAKER_03]: What movie did that come from?

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[SPEAKER_03]: They come from a movie.

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[SPEAKER_03]: Well, there's a movie.

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[SPEAKER_03]: I think they can't.

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[SPEAKER_03]: No, that they take care.

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[SPEAKER_03]: Dang, what does that guy's name?

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[SPEAKER_03]: Anyways, there was a movie about a sales guy.

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[SPEAKER_03]: He's like, always be closing.

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[SPEAKER_03]: It's ABCs, right?

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[SPEAKER_04]: Yeah, that's it.

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[SPEAKER_04]: Always be closing.

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[SPEAKER_04]: Yeah.

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[SPEAKER_04]: The film world.

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[SPEAKER_04]: Let's always be charging.

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[SPEAKER_03]: Well, because in creatives, a lot of times people are so passionate about what they do, they don't feel like they want to charge for it.

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[SPEAKER_04]: Okay.

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[SPEAKER_04]: What's funny is you took it that way, because that's your view, but what it really means is batteries, like charging batteries.

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[UNKNOWN]: Oh.

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[SPEAKER_04]: Okay.

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[SPEAKER_04]: Yes.

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[SPEAKER_04]: I could see.

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[SPEAKER_04]: So always be closing.

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[SPEAKER_04]: It says it derived from, man, pardon me, but Glenn Gary, Glenn Ross,

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[SPEAKER_04]: I don't know.

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[SPEAKER_03]: Yes, I was trainer back in the 70s, maybe I don't know.

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[SPEAKER_04]: It was implying the goal as always the immediate sale.

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[SPEAKER_04]: What do you think of that?

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[SPEAKER_03]: Well, the first thing that comes to my mind is if you want to always close, what if it's not a client you actually want to close?

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[SPEAKER_03]: I think a lot of things have evolved, but this might be good for like car salespeople or, you know, how they're typically, and it's changing that the car sales world is actually changing, where they're actually less push out.

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[SPEAKER_03]: I went to a dealership not too long, like a few years ago and they're like, whoa, you don't wanna take my keys, don't do this.

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[SPEAKER_03]: But they're like, cool, if you wanna, great, if not.

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[SPEAKER_03]: And I was like, this is weird because it's not the experience I'm used to at the cell dealerships.

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[SPEAKER_03]: But I think the idea with that is if somebody comes to you, they've made a buying decision about buying a product or service that you already offer.

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[SPEAKER_03]: And so if you can focus on closing them right then and there, it saves you the follow-up.

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[SPEAKER_03]: Okay, right?

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[SPEAKER_03]: Which, okay, if we all know we hate the follow-up, but typically the fortune comes with the follow-up.

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[SPEAKER_04]: So ideally you would hope that you've already qualified this person and that's when you always be closing.

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[SPEAKER_03]: I guess you could put it that way.

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[SPEAKER_04]: So like don't go and have 10 meetings and then try to close.

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[SPEAKER_03]: Yeah, well, you should always be pushing a ideal cells qualified lead into the next step.

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[SPEAKER_03]: Yeah, okay.

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[SPEAKER_03]: So you, in my opinion, in my training and what I train my client's to do is you should always sell the next actions that you're trying to push them to do.

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[SPEAKER_03]: So for example, I don't close a client the first time I talk to them.

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[SPEAKER_03]: I don't want to.

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[SPEAKER_03]: I want to see if it's a client worth my time.

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[SPEAKER_03]: Yeah, and I want them to know that I am the coach or my firm is the coach, whether it's me or any one of my coaches to coach their business.

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[SPEAKER_03]: So I have a series of steps that I want to sell the next step to sell the next step to you.

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[SPEAKER_03]: So they come to a seminar, qualified.

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[SPEAKER_03]: I want to sell the next step, which is, hey, let's discover your business a little bit.

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[SPEAKER_03]: I want to see if you're worth me giving you a coaching.

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[SPEAKER_03]: my next step of coaching and I have to qualify.

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[SPEAKER_03]: I don't take everybody, you know what I mean?

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[SPEAKER_04]: And I ideally want people to be like, I want to be qualified, and it kind of sounds like it's not really selfish.

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[SPEAKER_04]: It's more of like, well, maybe a little bit, but you have freedom to do that because it's your business.

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[SPEAKER_04]: Yeah, you get to choose that.

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[SPEAKER_04]: But at the same time, it's also

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[SPEAKER_04]: just what's best for results.

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[SPEAKER_03]: Yeah.

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[SPEAKER_04]: So like some of it, like me and I really want this person, but they are not in a good spot for their business.

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[SPEAKER_04]: They're gonna burn out and like if a podcast for this kind of business, I do this actually, a podcast for a product-based business.

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[SPEAKER_04]: If you're making physical products, is not the first branding and marketing you should go to.

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[SPEAKER_04]: So if they aren't already doing live shopping or other things to get their first dollars paid ads and everything,

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[SPEAKER_04]: then they should not be on a podcast.

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[SPEAKER_04]: And so I'm doing it from the angle of like best results.

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[SPEAKER_03]: So yeah, well at the end of the day too, if you're closing in people that should not be working with you, you've done a poor job at qualifying who your actual ideal clients are, right?

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[SPEAKER_03]: Like every business owner and every in whatever industry, you should already have an idea of how

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[SPEAKER_03]: how your lead should be qualified.

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[SPEAKER_03]: So, for example, in the home service industry, it'll become across us a lot.

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[SPEAKER_03]: Your ideal client for the most part is gonna be a middle-income family, and the person that's gonna call you is typically a woman who stays home with kids at home most likely then that's probably why she stays home, and her husband is typically lead breadwinner, and they live in whatever neighborhood now.

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[SPEAKER_03]: Depending on home service, you're trying to either be the cheapest, midterm, most expensive, the qualifications might slightly change, but you're typically dealing with.

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[SPEAKER_03]: the female of them.

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[SPEAKER_03]: Because more often than not, they're the ones that stay home.

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[SPEAKER_03]: That's just home service industry.

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[SPEAKER_03]: If you don't believe that that's fine, but then you're going to find out the hard way that you're going to be selling to the wrong person.

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[SPEAKER_03]: If it's creative, business to business creative, it's a whole different thing.

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[SPEAKER_03]: The ABCs of closing, ABCs of sales, which is always be closing, I'm assuming you are already in front of your sales qualified lead.

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[SPEAKER_04]: Okay.

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[SPEAKER_03]: Now if you're not, the question is, do you want this type of person?

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[SPEAKER_03]: So that's the first thing you should really look at is qualification.

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[SPEAKER_04]: And it kind of goes to like something you always say too.

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[SPEAKER_04]: Ask for the dang business.

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[SPEAKER_04]: Like some people are like, man, like, I'm not just, nobody's answering me or I'm not like, I don't know.

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[SPEAKER_04]: What's going on with this person?

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[SPEAKER_03]: Yeah.

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[SPEAKER_04]: Well, have you asked?

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[SPEAKER_03]: Yeah.

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[SPEAKER_04]: You like really good at that, by the way.

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[SPEAKER_04]: Well, now it's like,

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[SPEAKER_04]: I mean, thank you.

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[SPEAKER_03]: You did.

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[SPEAKER_03]: Before, remember, you'd like overthink it.

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[SPEAKER_04]: Yeah.

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[SPEAKER_04]: For sure.

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[SPEAKER_04]: Well, because I hated Tails.

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[SPEAKER_04]: I did, too.

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[SPEAKER_04]: And I hated Tails because the connotation I grew up around it.

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[SPEAKER_03]: But I was in the podcast world.

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[SPEAKER_03]: We talked about it.

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[SPEAKER_03]: That was very good.

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[SPEAKER_03]: Religious.

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[SPEAKER_03]: And money was a bad thing.

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[SPEAKER_03]: Yeah.

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[SPEAKER_03]: That was good.

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[SPEAKER_03]: Yeah.

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[SPEAKER_04]: But also, just like, sales when it's pushy, but sales is actually love.

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[SPEAKER_04]: if you if you truly care about results for people and you believe in your product and that it will actually help them why wouldn't you ask like and that was my perspective shift so it's like either I got to believe in what I'm doing more somehow yeah or change something about it so that I do so I can I can be genuine and I can be not pushy and then still close yeah well that's really

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[SPEAKER_03]: It made it simple for me when somebody told me that the definition of sales is just professionally helping somebody buy what they're already going to buy.

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[SPEAKER_03]: What they need.

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[SPEAKER_03]: And Mike.

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[SPEAKER_03]: So when it came for coaching, because coaching was a hardest business for me to really build and sell because there's the first time I really hit the sell myself.

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[SPEAKER_04]: Right.

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[SPEAKER_03]: Everything else was a product or a service.

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[SPEAKER_04]: Yeah, it's not black and white.

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[SPEAKER_04]: It's not like,

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[SPEAKER_04]: when you show up, there's a before and after.

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[SPEAKER_04]: Like, it's like, there can be a before and after, but before and after is several times long.

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[SPEAKER_03]: It is ongoing.

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[SPEAKER_03]: Well, here's an example.

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[SPEAKER_03]: When we ran an air duct to cleaning business in San Diego,

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[SPEAKER_03]: We focused so much on branding and marketing online because that's where people found us.

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[SPEAKER_03]: Networking was a big part of it too, but online presence was huge.

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[SPEAKER_03]: And it was in need.

13:02.157 --> 13:07.344
[SPEAKER_03]: So when people were coughing or sneezing on their house, they did some research.

13:07.424 --> 13:14.674
[SPEAKER_03]: And they found out that dirty air vents were probably causing that they would look up and call.

13:14.714 --> 13:20.061
[SPEAKER_03]: So we were proactive, but people were reactive to us.

13:21.526 --> 13:35.142
[SPEAKER_03]: I had to brand my authority in the business information coaching consulting world, which was already diluted with a lot of people that were trying to become gurus.

13:36.505 --> 13:38.370
[SPEAKER_03]: And for me to say, I'm not a guru.

13:38.350 --> 13:39.152
[SPEAKER_03]: But I could be your mentor.

13:39.172 --> 13:39.894
[SPEAKER_03]: I could be your coach.

13:40.535 --> 13:41.899
[SPEAKER_03]: And I want to build a relationship with you.

13:42.079 --> 13:45.407
[SPEAKER_03]: And I'm the right person to help you find the right solution for all your challenges.

13:46.310 --> 13:47.051
[SPEAKER_03]: That was tougher.

13:47.432 --> 13:55.853
[SPEAKER_03]: Because most people didn't even know that coaches exist or couldn't wrap their head around paying anything extra right now for something that may or may not work.

13:56.137 --> 13:56.858
[SPEAKER_04]: Yeah, I got you.

13:57.138 --> 13:57.919
[SPEAKER_04]: That makes sense.

13:58.059 --> 13:58.359
[SPEAKER_04]: It does.

13:58.459 --> 13:59.040
[SPEAKER_04]: It makes a lot.

13:59.180 --> 14:02.503
[SPEAKER_04]: Um, hey, so just side a question.

14:02.683 --> 14:03.865
[SPEAKER_04]: I filmed a video.

14:04.725 --> 14:07.628
[SPEAKER_04]: I filmed a video with the only restoration ones.

14:07.909 --> 14:08.309
[SPEAKER_04]: Oh, yeah.

14:08.469 --> 14:09.130
[SPEAKER_04]: Shout out.

14:09.290 --> 14:10.451
[SPEAKER_04]: I hope you guys are listening.

14:10.471 --> 14:11.792
[SPEAKER_03]: The only if you are, then those guys.

14:12.273 --> 14:14.895
[SPEAKER_04]: Um, let's get on a guest experience.

14:14.915 --> 14:16.217
[SPEAKER_03]: And I'm haily, the only right.

14:16.237 --> 14:16.497
[SPEAKER_04]: Yeah.

14:16.897 --> 14:24.625
[SPEAKER_04]: So I filmed one of their videos and they were doing that, the duck cleaning and yeah, and making sure that like that's that's.

14:24.605 --> 14:30.233
[SPEAKER_04]: a big problem for a lot of people with allergies and pets and things like that and they did something called the push pull method.

14:30.253 --> 14:30.934
[SPEAKER_04]: Have you heard that one?

14:31.595 --> 14:33.077
[SPEAKER_04]: Okay.

14:33.097 --> 14:33.177
[SPEAKER_03]: Yep.

14:33.197 --> 14:33.277
[SPEAKER_03]: Yep.

14:33.297 --> 14:41.469
[SPEAKER_03]: And that method is different in the Midwest because of the way air vents are set up here really in California where we have overhead flexible ducks really.

14:42.551 --> 14:45.735
[SPEAKER_03]: So we didn't do push pull back then we did pull.

14:47.032 --> 14:50.678
[SPEAKER_03]: Okay, yeah, here because it's a different set of wow.

14:50.698 --> 14:51.178
[SPEAKER_03]: Okay, I'm cool.

14:51.479 --> 14:52.000
[SPEAKER_03]: That's interesting.

14:52.140 --> 14:55.305
[SPEAKER_03]: The next sells cliche that you want to bring up.

14:55.445 --> 14:56.927
[SPEAKER_04]: Well, I don't believe this one.

14:57.008 --> 14:57.228
[SPEAKER_04]: Okay.

14:57.548 --> 14:58.169
[SPEAKER_03]: What is this?

14:59.251 --> 15:00.373
[SPEAKER_04]: This is Google or something.

15:01.234 --> 15:05.601
[SPEAKER_04]: It says the gold is in the follow up, but I believe it's the fortunes in the follow up.

15:05.621 --> 15:06.923
[SPEAKER_04]: Is the quote we all say, right?

15:07.224 --> 15:07.504
[SPEAKER_04]: Yeah.

15:07.484 --> 15:29.350
[SPEAKER_04]: I think that was a Zig Ziggler quote because gold it went down a value or something actually went up dude really like it's the highest set of been Did gold go up in value or did American usd just go down Both okay both as of right now So one about like you're right now we're a few days into this iran conflict.

15:30.211 --> 15:33.795
[SPEAKER_03]: Oh, yeah, so all prices are going up You better run

15:35.547 --> 15:38.232
[SPEAKER_03]: Anyways, the gold is in the follow-up.

15:38.272 --> 15:39.314
[SPEAKER_03]: The fortune is in the follow-up.

15:39.334 --> 15:41.378
[SPEAKER_03]: I think those are both trying to say the same thing.

15:41.819 --> 15:42.440
[SPEAKER_03]: I believe that 100%.

15:42.460 --> 15:44.143
[SPEAKER_03]: Yeah, until you win.

15:45.125 --> 15:54.903
[SPEAKER_03]: Studies have proven that 80% of conversions when you are in the follow-up phase of things happens on the 12th to 18th follow-up.

15:55.344 --> 15:56.526
[SPEAKER_04]: Dude, it's more now.

15:57.232 --> 15:59.255
[SPEAKER_03]: Well, that's the latest that I saw.

15:59.755 --> 16:03.040
[SPEAKER_03]: Yeah, however, I think it's industry specific, right?

16:03.060 --> 16:10.189
[SPEAKER_03]: Yeah, it really depends on, well, number one, how you're following up, because a lot of people think the follow-up is all automations.

16:10.209 --> 16:13.894
[SPEAKER_03]: Like, as much as I love AI, and I use AI, yeah.

16:14.294 --> 16:19.681
[SPEAKER_03]: I feel like people who are introverted rely on AI automations way too much.

16:20.162 --> 16:23.806
[SPEAKER_04]: Yeah, and then they say they have 27 follow-ups, but it's all like emails.

16:23.907 --> 16:25.028
[SPEAKER_04]: It's like the same kind.

16:25.312 --> 16:28.800
[SPEAKER_03]: It's all emails and they're all getting bounced or text messages and they're all bouncing.

16:29.602 --> 16:33.110
[SPEAKER_03]: Like, people still value a personal touch.

16:35.335 --> 16:43.253
[SPEAKER_03]: They do, but here's a couple of ways you can actually follow up or drip or touch, because it's 12 to 18 touches.

16:44.701 --> 16:47.865
[SPEAKER_03]: You could find them on Facebook and LinkedIn and request friendship.

16:48.126 --> 16:51.010
[SPEAKER_03]: That's one way to keep you in mind, right?

16:51.550 --> 16:54.775
[SPEAKER_03]: Whether they friends you are not, you can request it so they see that.

16:54.795 --> 16:57.158
[SPEAKER_03]: Oh yeah, that guy is, at Closy, right?

16:59.021 --> 17:04.228
[SPEAKER_03]: A text message from your personal cell phone always works.

17:04.765 --> 17:07.990
[SPEAKER_03]: Because if you're texting them from a CRM, the text message looks different.

17:08.010 --> 17:09.032
[SPEAKER_03]: It looks very simple.

17:09.052 --> 17:12.377
[SPEAKER_04]: And it always has to say, like, reply, stop, turn.

17:12.397 --> 17:13.499
[SPEAKER_04]: So it's going to, or whatever.

17:13.519 --> 17:15.242
[SPEAKER_03]: And then somebody will say, it's stopping, like, dang it.

17:15.923 --> 17:17.405
[SPEAKER_03]: You know, emails as well.

17:17.726 --> 17:22.413
[SPEAKER_03]: And right now, email carriers are really bouncing a lot of things with domain names.

17:23.455 --> 17:23.756
[SPEAKER_03]: Oh, no.

17:24.096 --> 17:24.897
[SPEAKER_04]: Dude, yes.

17:25.138 --> 17:28.063
[SPEAKER_04]: Well, and I message has updated.

17:29.044 --> 17:30.807
[SPEAKER_04]: This has been the last.

17:30.905 --> 17:38.538
[SPEAKER_04]: what year maybe and it is like emails where it collects spam and doesn't even give it to you.

17:39.560 --> 17:40.181
[SPEAKER_04]: Did you know that?

17:41.744 --> 17:43.707
[SPEAKER_04]: So now it's like, well Google does it.

17:44.188 --> 17:48.576
[SPEAKER_04]: It actually collects emails and that's emails, but I'm talking tax too.

17:49.754 --> 17:56.021
[SPEAKER_04]: So now it's like if you're too spammy, you'll actually, yeah, not even show up like a real person.

17:56.862 --> 18:08.935
[SPEAKER_04]: So now it is better, well, I would say do all of it, but now it is better to have your own number, which, which way I use not a sponsor, tello.com, but I do have an affiliate link.

18:09.936 --> 18:10.476
[SPEAKER_04]: But I do that.

18:10.516 --> 18:11.858
[SPEAKER_03]: So LinkedIn description below.

18:11.878 --> 18:18.765
[SPEAKER_04]: So now I have two phone numbers on one phone, and then you label it on iPhone,

18:18.745 --> 18:20.009
[SPEAKER_04]: personal and business.

18:20.230 --> 18:22.737
[SPEAKER_04]: And so when someone calls, it says like, be.

18:23.540 --> 18:25.807
[SPEAKER_04]: So I know it's the business line.

18:26.288 --> 18:28.114
[SPEAKER_04]: So I know I'm going to answer this.

18:28.634 --> 18:29.235
[SPEAKER_03]: That's pretty cool.

18:29.535 --> 18:31.337
[SPEAKER_04]: If it's personal, I don't know the number, I don't answer it.

18:32.399 --> 18:38.546
[SPEAKER_03]: Yeah, I get, if I don't know the answer, like 90, something personal at the time, it is spam.

18:39.167 --> 18:44.053
[SPEAKER_03]: But back to the cliche of the gold or the fortune is in the follow-up, 100% believe in it.

18:44.073 --> 18:48.559
[SPEAKER_03]: 100% believe that you should not rely solely on automations.

18:48.959 --> 18:51.142
[SPEAKER_03]: There's to be automations plus personal.

18:52.103 --> 18:56.869
[SPEAKER_04]: OK, cool, I like to agree.

18:57.305 --> 19:05.311
[SPEAKER_04]: common lines that people use to follow up in that they shouldn't use like I'm just following up.

19:05.973 --> 19:06.816
[SPEAKER_04]: Okay stop that.

19:07.298 --> 19:07.679
[SPEAKER_04]: Stop it.

19:08.702 --> 19:09.525
[SPEAKER_04]: Hey.

19:09.961 --> 19:17.309
[SPEAKER_04]: Hey, Jess just wanted to follow up here, checking in, just checking in, just follow it out.

19:17.329 --> 19:17.429
[SPEAKER_03]: Okay.

19:17.650 --> 19:26.379
[SPEAKER_04]: But then my next step after learning about how ugly that really is, and it's like, dude, this is the next time to ask.

19:26.960 --> 19:32.526
[SPEAKER_04]: I started asking this, but then I realized it was wrong, is, are you still interested in?

19:32.506 --> 19:33.067
[SPEAKER_04]: XYZ.

19:34.068 --> 19:38.012
[SPEAKER_04]: And it felt like a little bit better, but now it gives them like that out.

19:38.032 --> 19:38.873
[SPEAKER_03]: You know, it does.

19:38.954 --> 19:45.241
[SPEAKER_03]: If you give them a question where they can actually answer you, yes or no, it doesn't allow you to bring them to the next step.

19:46.703 --> 19:47.744
[SPEAKER_03]: So what's something you do then?

19:48.605 --> 19:49.586
[SPEAKER_03]: I just started using this.

19:49.826 --> 19:50.327
[SPEAKER_03]: Okay.

19:50.347 --> 19:50.968
[SPEAKER_03]: It's pretty cool.

19:51.788 --> 20:01.720
[SPEAKER_03]: I go, hey, so, and so, I have a $100,000 deal to talk to you about, but I'll tell you

20:02.543 --> 20:04.687
[SPEAKER_04]: But you're assuming that, what do you mean tomorrow?

20:05.047 --> 20:14.584
[SPEAKER_03]: If this is a warm lead or an actual client or a past client that I'm looking to bring back in, I've done some text messages and emails were like, hey, really quick.

20:14.664 --> 20:16.868
[SPEAKER_03]: I have a really cool $100,000 deal.

20:17.188 --> 20:18.831
[SPEAKER_03]: I think you'd be interested in.

20:18.963 --> 20:21.387
[SPEAKER_03]: Okay, so I'm free tomorrow.

20:21.828 --> 20:22.689
[SPEAKER_03]: I'll have time tomorrow.

20:22.769 --> 20:27.196
[SPEAKER_03]: I'll talk to you about a tomorrow guess what a lot of people end up doing oh Yeah, I would call.

20:27.657 --> 20:28.218
[SPEAKER_03]: Um, what is this?

20:28.879 --> 20:30.982
[SPEAKER_03]: Like don't don't wait till tomorrow.

20:31.002 --> 20:32.305
[SPEAKER_03]: What what are you talking about?

20:32.525 --> 20:34.348
[SPEAKER_03]: Okay, so it's happened.

20:34.628 --> 20:40.077
[SPEAKER_03]: I've got that from my run golden and then he brought this one guy on he's an Asian guy from Australia

20:40.917 --> 20:41.958
[SPEAKER_03]: Oh, Jesus, I forgot his name.

20:41.978 --> 20:45.041
[SPEAKER_03]: He does a tiny deal of saying, oh, you see the speech guy?

20:45.481 --> 20:47.022
[SPEAKER_03]: No, no, he was a life coach.

20:47.063 --> 20:48.604
[SPEAKER_03]: And now he trains other coaches.

20:49.224 --> 20:49.905
[SPEAKER_03]: Okay, about sales.

20:49.965 --> 20:52.107
[SPEAKER_03]: Anyways, look up, tiny challenge.

20:52.547 --> 20:52.908
[SPEAKER_03]: You'll see.

20:53.809 --> 20:55.410
[SPEAKER_03]: Anyways, I was like, you know what I did it?

20:55.490 --> 21:00.775
[SPEAKER_03]: So the first time I did it, there was a client that I've been following up for for two years.

21:00.995 --> 21:02.016
[SPEAKER_03]: I know he's qualified.

21:02.036 --> 21:03.277
[SPEAKER_03]: He's always said I wanted to do it.

21:03.818 --> 21:07.801
[SPEAKER_03]: He's just having that check where it's like, yeah, but it's right now the right time.

21:08.502 --> 21:10.924
[SPEAKER_03]: Oh, yeah.

21:10.904 --> 21:16.746
[SPEAKER_03]: And he raises him for two weeks of free coaching, and then it was hard to follow up with him to get the first one scheduled.

21:17.975 --> 21:21.518
[SPEAKER_03]: I just watched that video again with I think it's Andrew.

21:21.599 --> 21:21.879
[SPEAKER_03]: I don't know.

21:22.800 --> 21:24.061
[SPEAKER_03]: I was like, you know what, I'm just gonna do it.

21:24.481 --> 21:24.922
[SPEAKER_03]: I'm just gonna do it.

21:25.522 --> 21:27.504
[SPEAKER_03]: Hey, so and so I was gonna say his name, but no, so and so.

21:27.644 --> 21:27.845
[SPEAKER_03]: Yeah.

21:28.906 --> 21:34.171
[SPEAKER_03]: I literally have a $100,000 deal I wanted to offer.

21:34.211 --> 21:36.733
[SPEAKER_03]: I wanted to talk to you about, I'll tell you about it tomorrow.

21:37.394 --> 21:40.797
[SPEAKER_03]: And then he wrote, I just wanted to, LOL, what is it, question mark?

21:40.817 --> 21:43.780
[SPEAKER_03]: I was like, yeah, I got a response, like literally I just got a response.

21:44.958 --> 21:45.859
[SPEAKER_03]: I said, they're alive.

21:46.599 --> 21:51.784
[SPEAKER_03]: I was like, well, in reality, your business can grow a hundred tone or more thousand.

21:51.804 --> 21:55.367
[SPEAKER_03]: I just really wanted to get our first two weeks of coaching such a thing.

21:55.387 --> 21:58.250
[SPEAKER_03]: He's like, oh, man, I've been really wanting to get with you things.

21:58.270 --> 22:00.072
[SPEAKER_03]: That was actually a really cool creative way to do it.

22:00.352 --> 22:00.932
[SPEAKER_03]: Let's schedule.

22:00.992 --> 22:01.733
[SPEAKER_03]: I was like, I scheduled it.

22:02.133 --> 22:02.534
[SPEAKER_03]: Oh, nice.

22:02.694 --> 22:02.994
[SPEAKER_03]: Yeah.

22:03.014 --> 22:03.114
[SPEAKER_03]: Cool.

22:03.134 --> 22:04.215
[SPEAKER_03]: And then you kept it real, too.

22:04.475 --> 22:05.036
[SPEAKER_03]: Yeah.

22:05.336 --> 22:06.037
[SPEAKER_04]: That's good.

22:06.497 --> 22:06.918
[SPEAKER_02]: Yeah.

22:06.938 --> 22:09.200
[SPEAKER_04]: And that's not like I know Joe too.

22:09.580 --> 22:10.741
[SPEAKER_04]: He has the credibility.

22:11.121 --> 22:12.923
[SPEAKER_04]: Yeah.

22:13.088 --> 22:19.897
[SPEAKER_04]: It's not one of those things where you're lying just to get attention because if you do that, be careful of that.

22:20.718 --> 22:24.463
[SPEAKER_04]: Like, it's so easy in sales to want to be able to bend things.

22:24.703 --> 22:40.564
[SPEAKER_04]: Oh, and then when people find out that's not real, like your promising is because, oh, all promise and then all deliver and figure out how to deliver, it's a good like entrepreneur thing, but at the same time,

22:40.544 --> 22:41.926
[SPEAKER_04]: is it good for integrity?

22:42.267 --> 22:43.468
[SPEAKER_04]: Can you actually deliver?

22:43.529 --> 22:45.031
[SPEAKER_04]: Do you know what you're really getting into?

22:45.071 --> 22:52.462
[SPEAKER_04]: And so, but for you, like, and for that, I know that there is literally $100,000 a deal.

22:52.482 --> 22:55.887
[SPEAKER_04]: Oh, yeah, for the right businesses.

22:55.927 --> 23:00.754
[SPEAKER_03]: For this business specifically, yeah, I knew, like, literally that could happen in three months.

23:01.055 --> 23:01.776
[SPEAKER_03]: I know it.

23:01.756 --> 23:02.637
[SPEAKER_03]: Yeah.

23:02.657 --> 23:05.100
[SPEAKER_03]: So when I sell, I typically sell an outcome.

23:05.460 --> 23:06.462
[SPEAKER_03]: I don't sell me.

23:06.582 --> 23:07.623
[SPEAKER_03]: I don't sell my firm.

23:08.104 --> 23:11.367
[SPEAKER_03]: My firm is a solution to an outcome that they want to achieve.

23:11.387 --> 23:12.028
[SPEAKER_03]: I sell an outcome.

23:12.389 --> 23:12.709
[SPEAKER_03]: Yep.

23:12.729 --> 23:13.610
[SPEAKER_03]: And that's what you should be doing.

23:13.630 --> 23:15.052
[SPEAKER_03]: You should sell the outcome.

23:15.212 --> 23:16.293
[SPEAKER_03]: Desired outcome.

23:16.574 --> 23:16.934
[SPEAKER_04]: Being go.

23:17.575 --> 23:21.459
[SPEAKER_04]: Well, sometimes it's desired outcome to get to the real outcome.

23:21.479 --> 23:22.040
[SPEAKER_04]: They actually need.

23:22.641 --> 23:23.602
[SPEAKER_04]: Yeah, we're seeing that.

23:23.762 --> 23:23.962
[SPEAKER_03]: Yeah.

23:24.343 --> 23:25.704
[SPEAKER_03]: Well, you've done it.

23:25.764 --> 23:30.430
[SPEAKER_03]: Like once we hit the actual

23:30.848 --> 23:53.093
[SPEAKER_04]: yeah so you have to kind of really know like what is their next step what they can see and then push a little bit beyond that that's it yeah so anyways okay yeah all right so another one um is let's get the ball rolling all hands on deck and it says this is an overused phrase for starting a project what does that have to do with sales why is that on this list

23:54.119 --> 23:56.571
[SPEAKER_03]: The way I took that is trying to get them to buy.

23:56.712 --> 23:57.737
[SPEAKER_03]: Let's get the ball rolling.

23:58.601 --> 23:59.485
[SPEAKER_03]: Well, let's move on with this one.

23:59.867 --> 24:02.560
[SPEAKER_03]: Okay, coffee is for closers.

24:03.974 --> 24:17.570
[SPEAKER_03]: What was that it was that part of was that from a show like where's like it was a cell's team And somebody always trying to get coffee and the guy came in is a no, no, coffee is for closers Oh, okay, what's that that makes so much more sense with that context.

24:17.830 --> 24:26.360
[SPEAKER_03]: Yeah, but again Look, I love coffee screw you whoever said that If I didn't close, I'm taking coffee anyway.

24:26.380 --> 24:29.644
[SPEAKER_03]: He's no, um, that's pretty harsh, but

24:29.624 --> 24:30.045
[SPEAKER_03]: I don't know.

24:30.065 --> 24:33.110
[SPEAKER_03]: Coffee is for people who want to stay awake so they can close.

24:34.232 --> 24:34.814
[SPEAKER_04]: Yeah.

24:34.934 --> 24:36.557
[SPEAKER_04]: But this was from the client perspective, right?

24:37.178 --> 24:37.478
[SPEAKER_04]: Yeah.

24:37.579 --> 24:38.120
[SPEAKER_04]: Hey, we got.

24:38.500 --> 24:39.682
[SPEAKER_04]: We have a espresso.

24:40.023 --> 24:41.065
[SPEAKER_04]: Would you like me to make you one?

24:41.486 --> 24:41.726
[SPEAKER_04]: Yeah.

24:41.907 --> 24:42.708
[SPEAKER_04]: All right.

24:42.728 --> 24:44.191
[SPEAKER_04]: I'll make you one if we're closing.

24:46.034 --> 24:47.076
[SPEAKER_03]: Don't do that.

24:48.085 --> 24:51.169
[SPEAKER_03]: Um, and you know what we'll don't do that if you're serious.

24:51.510 --> 24:56.096
[SPEAKER_03]: I would that is kind of my sense of humor honestly Yeah, so if I have a client we're already cool.

24:56.116 --> 24:56.837
[SPEAKER_03]: We're closing.

24:56.857 --> 25:05.369
[SPEAKER_03]: I would probably throw out a joke like that But I would test the waters first with how they respond to a lot of the things that I do maybe more like now that we're closing Would you like anything?

25:05.829 --> 25:07.191
[SPEAKER_03]: I would probably joke like that

25:07.171 --> 25:12.076
[SPEAKER_03]: But again, I mean, I throw my personality in my sense of humor out throughout the cell's process.

25:12.857 --> 25:16.781
[SPEAKER_03]: And I kind of test the feel of how they're responding to the thing.

25:17.182 --> 25:19.845
[SPEAKER_03]: So I think that that's more of a joke than anything in my opinion.

25:20.665 --> 25:21.767
[SPEAKER_04]: OK, dude, this one.

25:22.227 --> 25:23.829
[SPEAKER_04]: All right.

25:23.849 --> 25:27.313
[SPEAKER_04]: This is good for just speech, podcasting, really anything.

25:27.333 --> 25:28.093
[SPEAKER_04]: You're every day life.

25:29.915 --> 25:36.182
[SPEAKER_04]: We got to stop saying the phrase to be honest, or to be honest with you, to be honest with you.

25:36.263 --> 25:39.626
[SPEAKER_04]: because it ironically implies that you were not being honest before.

25:40.087 --> 25:41.108
[SPEAKER_03]: Yeah.

25:41.128 --> 25:56.443
[SPEAKER_04]: So actually like even in like public speaking gigs and everything, I'm seeing public speaking coaches, when they talk on social media, they're saying, don't say this because exactly what this is, it implies that you weren't being honest before in your authority level goes down.

25:56.883 --> 26:01.948
[SPEAKER_04]: Well, they're that super subconscious or not because like the average person probably would be like, yeah, whatever.

26:02.208 --> 26:03.790
[SPEAKER_03]: Well, while I get content,

26:05.390 --> 26:09.357
[SPEAKER_03]: And the reason why I feel this way is because I probably use that terminology, just because I'm used to it.

26:09.838 --> 26:15.187
[SPEAKER_03]: And I know that I need to pull back from it because I think how I learned that term was to be honest with you.

26:15.488 --> 26:20.857
[SPEAKER_03]: It's a way to transition or to transfer the question, but I do get it, I'm actually pulling away from it.

26:21.298 --> 26:26.487
[SPEAKER_03]: So when I hear people do it online, I don't worry too much because I understand that however,

26:26.467 --> 26:32.774
[SPEAKER_03]: If psychologically, it does take your authority and you're integrity down just by people hearing that.

26:33.075 --> 26:33.858
[SPEAKER_03]: Yeah, stop doing it.

26:34.019 --> 26:34.441
[SPEAKER_04]: And you know what?

26:34.823 --> 26:36.831
[SPEAKER_04]: To be honest with you.

26:39.038 --> 26:40.099
[SPEAKER_04]: I couldn't come up with it.

26:40.120 --> 26:43.464
[SPEAKER_04]: To be honest, do you ever come in to saying something before you know where you're going to end up?

26:44.285 --> 26:44.606
[SPEAKER_04]: Probably.

26:45.187 --> 26:45.287
[SPEAKER_02]: Yeah.

26:45.307 --> 26:46.068
[SPEAKER_04]: Yeah, I do.

26:46.108 --> 26:47.189
[SPEAKER_04]: That was that one.

26:48.011 --> 26:48.812
[SPEAKER_04]: There's another one.

26:49.172 --> 26:58.245
[SPEAKER_04]: There's another word that has to do with like authority, figure, authority building, and it's good to delete this from your life.

26:58.225 --> 26:59.829
[SPEAKER_04]: And that's the word, trying.

27:00.450 --> 27:02.555
[SPEAKER_04]: Did every say this in a sales pitch, too?

27:03.197 --> 27:07.467
[SPEAKER_04]: We're trying to be the best podcast solution for XYZ.

27:07.668 --> 27:10.535
[SPEAKER_03]: It's like, are we trying or are you doing it?

27:10.555 --> 27:10.976
[SPEAKER_03]: Becoming it.

27:11.276 --> 27:13.281
[SPEAKER_04]: Like, becoming or doing it or whatever.

27:13.301 --> 27:15.306
[SPEAKER_04]: Like, I'm trying to quit.

27:15.472 --> 27:16.413
[SPEAKER_04]: XYZ.

27:16.633 --> 27:30.408
[SPEAKER_03]: Well, I also think too that your words have so much power over how your brain processes things, that it truly becomes your reality, not because it's magic or declaration, but your brain literally listens to what you say.

27:30.609 --> 27:33.692
[SPEAKER_03]: It knows how you feel, and it's basically saying, okay, cool.

27:33.732 --> 27:38.698
[SPEAKER_03]: If that's important to you, let me show you all the areas of your life that you talk about a lot.

27:38.718 --> 27:44.584
[SPEAKER_03]: So if you're like, hey, I really hate seeing this, and that's something that you talk about all the time.

27:44.564 --> 27:51.010
[SPEAKER_03]: You're always in a state of depression because you're going to see that as your reality.

27:51.914 --> 27:53.882
[SPEAKER_03]: To be honest, I'm just joking.

27:54.773 --> 27:57.476
[SPEAKER_04]: I hope we didn't say it in the first half of the podcast.

27:57.496 --> 27:58.937
[SPEAKER_04]: I was like, dang it, if we did.

27:59.298 --> 28:00.759
[SPEAKER_04]: Well, we're trying to stop.

28:00.779 --> 28:01.780
[SPEAKER_04]: Yeah, see, you get it?

28:01.820 --> 28:02.341
[SPEAKER_04]: Like, yeah.

28:02.361 --> 28:03.442
[SPEAKER_04]: So it's like, are we stopping?

28:03.842 --> 28:04.643
[SPEAKER_04]: Are we progressing?

28:05.064 --> 28:07.346
[SPEAKER_04]: Or is this an excuse of like a wish?

28:07.766 --> 28:08.207
[SPEAKER_04]: Yeah.

28:08.347 --> 28:10.369
[SPEAKER_04]: It's like on a wish list, but we haven't even started.

28:10.489 --> 28:10.670
[SPEAKER_04]: Right.

28:11.050 --> 28:13.072
[SPEAKER_04]: I'm trying to start this.

28:13.272 --> 28:13.532
[SPEAKER_03]: Yeah.

28:14.053 --> 28:15.995
[SPEAKER_03]: Well, you can switch that to.

28:16.055 --> 28:17.437
[SPEAKER_03]: We are actually becoming.

28:17.637 --> 28:19.118
[SPEAKER_03]: We are in the process of.

28:19.379 --> 28:19.819
[SPEAKER_03]: It's good.

28:19.799 --> 28:31.251
[SPEAKER_03]: You know, because that shows honesty with boldness, you know, um, if you're saying, well, we're trying to do that actually, now that I think about it, I would probably be the person that would be like, well, are you trying or are you becoming?

28:31.792 --> 28:38.479
[SPEAKER_03]: I become bold like that, where I ask, um, what is something that you know, you could say other than to be honest?

28:38.499 --> 28:43.825
[SPEAKER_03]: Like, what is a transition or a way to answer somebody's question rather than saying to be honest?

28:43.845 --> 28:44.365
[SPEAKER_03]: What would you say?

28:46.227 --> 28:46.768
[SPEAKER_03]: So,

28:48.217 --> 28:54.747
[SPEAKER_04]: Or, I don't know, like, so, so, or get used to being quite longer.

28:55.147 --> 28:59.815
[SPEAKER_04]: I think that's actually a good sales tactic is to be quite longer and shut up.

29:00.335 --> 29:07.386
[SPEAKER_03]: Well, you can always say things like, if you answer me a question, like, that's actually interesting.

29:07.406 --> 29:08.488
[SPEAKER_03]: Huh.

29:08.508 --> 29:08.988
[SPEAKER_03]: Yeah, you know what?

29:09.048 --> 29:09.689
[SPEAKER_03]: Let me check on that.

29:10.250 --> 29:11.031
[SPEAKER_03]: Let me check on that.

29:11.312 --> 29:12.774
[SPEAKER_03]: I really want to give you the right answer.

29:14.116 --> 29:14.697
[SPEAKER_03]: Let me check on that one.

29:16.550 --> 29:21.717
[SPEAKER_04]: kind of reminds me of what you say as well, like instead of saying, I know all the time.

29:22.437 --> 29:23.158
[SPEAKER_04]: Yeah.

29:23.178 --> 29:24.700
[SPEAKER_04]: Say, isn't that interesting?

29:25.221 --> 29:25.381
[SPEAKER_03]: Right.

29:26.362 --> 29:28.826
[SPEAKER_04]: Well, Joe, your hair is black.

29:29.186 --> 29:29.747
[SPEAKER_03]: That's interesting.

29:30.267 --> 29:31.229
[SPEAKER_03]: Isn't that interesting?

29:31.249 --> 29:32.771
[SPEAKER_03]: When I take the gel off, you see all the white.

29:34.773 --> 29:37.056
[SPEAKER_03]: So, you can say,

29:37.373 --> 29:40.377
[SPEAKER_03]: And then honestly, you could, to be honest, honestly.

29:41.119 --> 29:41.639
[SPEAKER_03]: Yeah.

29:41.659 --> 29:43.182
[SPEAKER_02]: So you weren't being honest before.

29:43.202 --> 29:44.464
[SPEAKER_03]: I'm a player of all those things.

29:44.544 --> 29:45.125
[SPEAKER_03]: I did.

29:45.165 --> 29:45.505
[SPEAKER_03]: Come on.

29:45.565 --> 29:46.647
[SPEAKER_03]: Yeah, once you pointed out.

29:46.807 --> 29:47.468
[SPEAKER_03]: Yep.

29:47.488 --> 29:47.628
[SPEAKER_03]: Yep.

29:47.648 --> 29:48.910
[SPEAKER_03]: Yep.

29:49.912 --> 29:53.577
[SPEAKER_03]: You could use words other than referencing honesty.

29:53.838 --> 29:58.605
[SPEAKER_03]: You could say, yes, or I don't know that yet.

29:59.586 --> 30:02.250
[SPEAKER_03]: I work with the team, and I will get you the answer.

30:02.720 --> 30:13.067
[SPEAKER_03]: Yeah, okay, okay, but sometimes you use that word out of the habit where you're like, what to be honest with you, yes, just say absolutely, hmm, okay.

30:14.752 --> 30:15.153
[SPEAKER_03]: clutch.

30:15.753 --> 30:18.277
[SPEAKER_03]: All right, put somebody in clutch.

30:18.297 --> 30:22.784
[SPEAKER_03]: We have some Jen's ears here and before this show, we were asking what all these terms are going to make me forget.

30:23.064 --> 30:23.364
[SPEAKER_03]: Okay, good.

30:23.385 --> 30:26.008
[SPEAKER_03]: I think I did clutch clutch clutch clutch clutch.

30:26.028 --> 30:26.409
[SPEAKER_03]: That's amazing.

30:26.429 --> 30:27.270
[SPEAKER_03]: I think it enough sleep.

30:27.290 --> 30:31.877
[SPEAKER_03]: I don't know if you've noticed already, we have a lot of ADHD in between both of us.

30:32.718 --> 30:34.260
[SPEAKER_03]: So anyways, our happy helps.

30:34.400 --> 30:34.981
[SPEAKER_03]: You said clutch.

30:36.223 --> 30:37.365
[SPEAKER_03]: Anything coming back?

30:37.385 --> 30:39.628
[SPEAKER_04]: Yeah, no.

30:41.448 --> 30:42.890
[SPEAKER_04]: Bro, I lost it.

30:43.111 --> 30:43.351
[SPEAKER_04]: Okay.

30:43.492 --> 30:43.852
[SPEAKER_04]: Next one.

30:43.932 --> 30:44.934
[SPEAKER_04]: It wasn't as important.

30:45.054 --> 30:51.926
[SPEAKER_04]: Watch it come out like in the middle of me saying something like Well, I'm looking at some of these and I think some of these are like I don't know.

30:51.986 --> 30:58.357
[SPEAKER_04]: Yeah, so circle back maybe that one like instead of saying this like we hear that I like circling back blah, blah, blah.

30:58.918 --> 31:01.903
[SPEAKER_04]: The only thing I have with that one is

31:02.086 --> 31:05.651
[SPEAKER_04]: It's become a huge AI language.

31:06.192 --> 31:06.472
[SPEAKER_04]: Yeah.

31:06.572 --> 31:15.044
[SPEAKER_04]: And so I don't think I know anybody that really says that formally in the emails without it being AI.

31:15.344 --> 31:17.107
[SPEAKER_04]: Do you like, I don't use the word circle.

31:17.207 --> 31:18.509
[SPEAKER_03]: I don't use the phrase circling back.

31:18.609 --> 31:19.310
[SPEAKER_03]: I don't like it.

31:19.330 --> 31:20.832
[SPEAKER_03]: I don't like it when people use it.

31:20.932 --> 31:22.174
[SPEAKER_03]: And I just don't know what it is about it.

31:22.514 --> 31:23.515
[SPEAKER_03]: I'm not saying it's wrong.

31:24.096 --> 31:29.003
[SPEAKER_03]: But when I talk to people, I say, let me go back to here really quick.

31:29.383 --> 31:31.266
[SPEAKER_03]: I really want to address this first.

31:31.651 --> 31:36.700
[SPEAKER_03]: or if I'm about to close and we're kind of getting off track and we're like, you know what, let's get right back to here.

31:37.501 --> 31:38.743
[SPEAKER_03]: I really don't want to waste your time.

31:39.404 --> 31:40.927
[SPEAKER_03]: So let's talk about the next steps.

31:41.227 --> 31:43.852
[SPEAKER_03]: All I need is a down payment at the positive, whatever it is.

31:45.655 --> 31:45.755
[SPEAKER_03]: Okay.

31:45.775 --> 31:49.802
[SPEAKER_03]: I just need to know, we have an available spot Monday for our technicians to come.

31:50.283 --> 31:51.144
[SPEAKER_03]: Will that work for you?

31:51.946 --> 31:52.266
[SPEAKER_03]: Perfect.

31:52.286 --> 31:56.173
[SPEAKER_03]: So what I need today is a deposit, a signature right here.

31:56.879 --> 32:01.909
[SPEAKER_03]: and the commitment that we're gonna give you to make the best blah, blah, blah, blah, blah, experience of your time.

32:03.452 --> 32:12.209
[SPEAKER_03]: So when I say, all right, let's circle back to this, or when I send an email saying circling back, it's like those fish, like it's, you know what, it just doesn't sound so good in my opinion.

32:13.070 --> 32:13.892
[SPEAKER_03]: It'd be honest.

32:14.952 --> 32:16.375
[SPEAKER_04]: I'm going to say that all day.

32:16.996 --> 32:20.323
[SPEAKER_04]: I have so many thoughts, but I'm trying to keep like, oh, trying.

32:21.124 --> 32:23.068
[SPEAKER_04]: Oh my gosh, yes, we are.

32:23.088 --> 32:24.952
[SPEAKER_03]: This is where now I'm.

32:25.453 --> 32:25.974
[SPEAKER_03]: He is.

32:26.074 --> 32:29.380
[SPEAKER_03]: Make sure you hold him accountable to saying to be honest or trying.

32:29.421 --> 32:31.485
[SPEAKER_04]: Dude, those are cusswords now.

32:32.426 --> 32:32.527
[SPEAKER_04]: Okay.

32:33.348 --> 32:35.352
[SPEAKER_04]: Actually, services is a cussword for us too.

32:35.813 --> 32:36.775
[SPEAKER_04]: It is.

32:36.755 --> 32:41.462
[SPEAKER_04]: So, because even though we're service-based business, you are an experience-based business.

32:41.582 --> 32:42.463
[SPEAKER_04]: Oh, I like that better.

32:42.503 --> 32:43.044
[SPEAKER_04]: Yes.

32:43.284 --> 32:44.206
[SPEAKER_04]: We're going to update our product.

32:44.226 --> 32:47.911
[SPEAKER_03]: Give it the ultimate delivery of experience to your customers.

32:48.151 --> 32:48.612
[SPEAKER_04]: Come really.

32:48.732 --> 32:51.616
[SPEAKER_04]: It's what we say on our core values.

32:51.676 --> 32:56.383
[SPEAKER_04]: It's solutions over services, because we're not about just hitting record.

32:57.106 --> 32:59.731
[SPEAKER_03]: Like we want to make sure that every videographer is like that.

32:59.751 --> 33:00.412
[SPEAKER_03]: Just record.

33:00.673 --> 33:01.895
[SPEAKER_04]: Yeah, I mean, I like it.

33:01.995 --> 33:05.101
[SPEAKER_04]: I was that way before and I would still enjoy that.

33:05.141 --> 33:08.387
[SPEAKER_04]: If someone actually imposes and goes, I just want you to hit record.

33:08.467 --> 33:08.968
[SPEAKER_04]: Make it look good.

33:09.569 --> 33:10.611
[SPEAKER_04]: Let me handle the content.

33:11.473 --> 33:12.234
[SPEAKER_04]: Okay, cool.

33:12.815 --> 33:16.903
[SPEAKER_04]: As long as I have to at least do my part to be like.

33:17.187 --> 33:26.122
[SPEAKER_04]: this is what I think is best because we're solution driven, not service driven, so we want to make sure the whole ecosystem works.

33:26.823 --> 33:27.163
[SPEAKER_04]: I like it.

33:27.884 --> 33:29.066
[SPEAKER_04]: Now I have all ABCs.

33:29.106 --> 33:32.231
[SPEAKER_04]: I've got a YouTube video about the ABCs of always.

33:32.252 --> 33:35.557
[SPEAKER_03]: I actually heard a really good one from somebody.

33:35.577 --> 33:37.540
[SPEAKER_03]: It was ACL, sorry, not ABCs.

33:38.762 --> 33:40.545
[SPEAKER_03]: It's always be connecting.

33:41.251 --> 33:41.972
[SPEAKER_03]: That's good.

33:43.453 --> 33:43.533
[SPEAKER_03]: Yep.

33:43.553 --> 33:45.055
[SPEAKER_03]: We are circling back to the first question.

33:45.535 --> 33:46.396
[SPEAKER_04]: Yeah.

33:46.416 --> 33:47.057
[SPEAKER_04]: Yeah.

33:47.077 --> 33:55.025
[SPEAKER_04]: Um, well, what are like some closing or like when you're in a sales conversation, you find yourself being the one being sold to switch perspectives.

33:55.765 --> 33:58.588
[SPEAKER_04]: You're being sold to because you get this all the time now.

34:00.530 --> 34:05.195
[SPEAKER_04]: What are the common things that you're like, oh, this is a sales conversation.

34:06.296 --> 34:10.600
[SPEAKER_04]: And then

34:10.968 --> 34:13.150
[SPEAKER_04]: I'm not even looking, I don't even have the buying power for this.

34:13.170 --> 34:15.954
[SPEAKER_04]: I'm not interested at all for it.

34:16.474 --> 34:17.315
[SPEAKER_04]: Do you hear the mouth?

34:17.335 --> 34:18.096
[SPEAKER_04]: Do you like, what do you do?

34:19.057 --> 34:26.766
[SPEAKER_03]: Well, I used to because I had a soft heart, but now that my time is so, like, I see the value to be honest with you.

34:27.587 --> 34:29.189
[SPEAKER_03]: I just feel like I'm just gonna stop it.

34:30.410 --> 34:34.815
[SPEAKER_03]: When I know the value of my time now, I really try to avoid that just because,

34:34.930 --> 34:41.447
[SPEAKER_03]: The time I give to somebody who I know I'm not going to spy to is taking time away from either my family or from something I can do to be productive.

34:42.249 --> 34:48.265
[SPEAKER_03]: So people in the tores for this, they come to networking groups to just sell you.

34:48.768 --> 34:58.992
[SPEAKER_03]: and like we should do a one-to-one, I'm like, no, that's the one-to-one, but you know, I believe sales today has shifted.

34:59.233 --> 35:05.848
[SPEAKER_03]: I think it's always been like this, but it's becoming more and more evident that this is happening one-to-by, two relationships.

35:05.828 --> 35:17.080
[SPEAKER_03]: Yeah, you know, and so back in the days it's like I could convince you right then and there, but now that we have social media, the internet and we want to start and and and other services.

35:17.100 --> 35:20.404
[SPEAKER_03]: I know it's a curse word other things are available to you.

35:20.464 --> 35:28.613
[SPEAKER_03]: This is online, then what happens is, you become skeptical at anybody that just comes up to you and says, hey, I can provide the solution for you.

35:29.774 --> 35:33.658
[SPEAKER_03]: Okay, way before you get to know who the heck I am, and if that is even my pain point.

35:34.313 --> 35:37.738
[SPEAKER_04]: then actually brings my ACL thing back into on topic.

35:38.118 --> 35:38.799
[SPEAKER_03]: Okay, bring it up.

35:38.819 --> 35:58.465
[SPEAKER_04]: So because I believe if you want to have a solid, solid pipeline to build your brand in your brand become, irresistible, your brand to become attractive, your brand to be the respected one, the big brand.

35:58.883 --> 36:00.066
[SPEAKER_04]: that's that's real brandy.

36:00.367 --> 36:05.441
[SPEAKER_04]: You don't want to tear your ACL because you'll be out of the sport if you tear it.

36:05.461 --> 36:09.372
[SPEAKER_04]: So I said this from the beginning, but I'm coming back to circling back.

36:09.753 --> 36:10.576
[SPEAKER_04]: Sorry, I'm back.

36:10.596 --> 36:11.037
[SPEAKER_04]: Is

36:11.962 --> 36:14.886
[SPEAKER_04]: And this ain't a chatGPT thing, I actually came over with this.

36:14.906 --> 36:17.249
[SPEAKER_04]: So it's attention.

36:17.710 --> 36:19.412
[SPEAKER_04]: Attention is the first thing.

36:19.913 --> 36:21.355
[SPEAKER_04]: You can't sell people anything.

36:22.076 --> 36:26.582
[SPEAKER_04]: You can't gain subscribers if you don't first grab attention.

36:27.503 --> 36:35.674
[SPEAKER_04]: Now, attention, I learned this just today, is the style of selling online in the past.

36:36.953 --> 36:43.284
[SPEAKER_04]: it's not as much about, there's a paradigm shift happening because of AI, it's not as much about just attention.

36:44.386 --> 36:58.090
[SPEAKER_04]: So doing a dance, doing a trend to gain attention, it may get subscribers, it may get followers, but it won't get as many sales, especially in hard to trust industries.

36:58.471 --> 37:01.797
[SPEAKER_04]: So we're in those, yeah, we're in those industries.

37:02.283 --> 37:06.269
[SPEAKER_04]: And that's why, because it's not just awareness.

37:06.690 --> 37:07.311
[SPEAKER_04]: Oh, I learned it.

37:07.732 --> 37:09.675
[SPEAKER_04]: Now I got a, now I'm going to buy it.

37:10.255 --> 37:13.460
[SPEAKER_04]: You got to apply the C, the C of the ACL.

37:13.761 --> 37:16.425
[SPEAKER_04]: And you have to do them all together, credibility.

37:17.567 --> 37:22.354
[SPEAKER_04]: This is where you create a credibility engine, a proof based on your website.

37:22.374 --> 37:26.060
[SPEAKER_04]: You have testimonials, but more than that, like you'd have a reputation.

37:26.561 --> 37:27.783
[SPEAKER_04]: But that applies online too.

37:28.224 --> 37:29.826
[SPEAKER_04]: You should have an online reputation.

37:30.515 --> 37:34.199
[SPEAKER_04]: There should be people saying, yes, this, yes, this is so good.

37:35.300 --> 37:36.581
[SPEAKER_03]: So attention and credibility.

37:36.801 --> 37:50.255
[SPEAKER_04]: Yep, and then the L is leverage because if you don't have the system to monetize, like that's why like podcasts with businesses, they have a way to leverage the attention credibility and audience they built.

37:50.415 --> 37:50.916
[SPEAKER_04]: That's true.

37:51.196 --> 37:55.000
[SPEAKER_04]: That now it can actually feed them and come back and grow.

37:55.901 --> 37:57.923
[SPEAKER_04]: But if you're just looking to get famous,

37:58.763 --> 38:05.114
[SPEAKER_04]: in your everyday individual, and you want YouTube to pay you when you hit 10,000 subscribers and all that?

38:06.656 --> 38:07.417
[SPEAKER_04]: That's a different story.

38:07.437 --> 38:07.718
[SPEAKER_04]: That's true.

38:08.058 --> 38:10.002
[SPEAKER_04]: So you need that leverage right away.

38:10.042 --> 38:16.873
[SPEAKER_03]: And I know of stories, I know stories of people who are online, social media famous, but not making much money.

38:17.647 --> 38:22.634
[SPEAKER_04]: It's cool, like it's cool to get paid by Tiktok, get cool to get paid by YouTube.

38:22.714 --> 38:27.500
[SPEAKER_03]: I used to coach an online, an Instagram influencer.

38:28.462 --> 38:33.929
[SPEAKER_03]: She had, it was a religious, like, following from moms and entrepreneurs.

38:34.550 --> 38:37.554
[SPEAKER_03]: It was really cool, but our goal was to help her leverage it.

38:38.075 --> 38:38.335
[SPEAKER_03]: Okay.

38:38.355 --> 38:42.000
[SPEAKER_03]: Which turned until whole new business because she came up with a product line that was,

38:41.980 --> 38:49.489
[SPEAKER_03]: Like mom's loved it and it came from that, but she wasn't getting directly monetized from Instagram or YouTube It's so much better to do that.

38:49.749 --> 38:52.712
[SPEAKER_03]: Yeah, I can make well, she fell into that She's like I'm just and then boom.

38:52.812 --> 38:53.533
[SPEAKER_03]: It just tick off.

38:53.713 --> 39:03.224
[SPEAKER_03]: Yeah, okay if you're watching you know who you are I just want to say your name because I know you're very private, but if you're watching you know who you are and you could she's private She's an influencer, right?

39:03.504 --> 39:06.688
[SPEAKER_03]: Well, no, just the page was but she never really showed her face

39:06.668 --> 39:08.170
[SPEAKER_04]: Oh, it was faceless.

39:08.250 --> 39:08.711
[SPEAKER_04]: I got it.

39:08.991 --> 39:10.172
[SPEAKER_04]: Faceless is hard of these days.

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[SPEAKER_03]: She did it.

39:11.254 --> 39:11.474
[SPEAKER_04]: Cool.

39:11.654 --> 39:12.035
[SPEAKER_03]: She did it.

39:12.455 --> 39:12.756
[SPEAKER_03]: All right.

39:12.896 --> 39:13.436
[SPEAKER_03]: Well, yeah.

39:13.897 --> 39:15.699
[SPEAKER_03]: Well, look, we start off with jokes.

39:16.120 --> 39:18.323
[SPEAKER_03]: I want to close out with some business jokes.

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[SPEAKER_04]: Yeah.

39:18.923 --> 39:20.305
[SPEAKER_04]: What's your podcast closer?

39:21.567 --> 39:21.867
[SPEAKER_03]: I don't know.

39:21.927 --> 39:25.151
[SPEAKER_04]: I just randomly did this on a scale of one to ten.

39:26.313 --> 39:28.315
[SPEAKER_04]: How likely are you to close this podcast?

39:28.776 --> 39:30.358
[SPEAKER_04]: Oh, where do we go from here?

39:30.798 --> 39:30.938
[SPEAKER_04]: Yeah.

39:30.958 --> 39:31.739
[SPEAKER_04]: Where do we go from here?

39:32.781 --> 39:33.081
[SPEAKER_04]: All right.

39:34.428 --> 39:36.490
[SPEAKER_03]: You tell me these jokes suck.

39:36.690 --> 39:38.111
[SPEAKER_03]: I just went on Google.

39:38.312 --> 39:39.253
[SPEAKER_03]: Do you jokes suck?

39:40.253 --> 39:41.455
[SPEAKER_03]: Would you know better jokes?

39:41.895 --> 39:43.757
[SPEAKER_03]: What did one ocean say to the other?

39:46.699 --> 39:48.621
[SPEAKER_03]: How do you know that nothing it just waved?

39:50.363 --> 39:51.864
[SPEAKER_03]: That is our producer.

39:52.585 --> 39:59.551
[SPEAKER_03]: Oh I felt like a trick nothing it just waved You upset.

39:59.652 --> 40:03.355
[SPEAKER_03]: Oh, oh, what's the opposite of artificial intelligence?

40:04.246 --> 40:07.010
[SPEAKER_04]: Um, I would think that it's you don't know this one.

40:07.271 --> 40:08.332
[SPEAKER_04]: No, don't Google it.

40:09.294 --> 40:13.500
[SPEAKER_04]: It would be organic And it would be dumb.

40:13.781 --> 40:18.248
[SPEAKER_04]: This is an organic Natural stupidity.

40:18.768 --> 40:21.493
[SPEAKER_04]: Okay, there we go.

40:21.513 --> 40:24.237
[SPEAKER_04]: Yeah We're on the same wavelength, right?

40:24.497 --> 40:26.380
[SPEAKER_03]: We just do a lot more on it.

40:26.480 --> 40:30.186
[SPEAKER_03]: Okay, have you heard about the guy who stole the calendar?

40:31.938 --> 40:32.879
[SPEAKER_03]: He got 12 months.

40:35.182 --> 40:36.303
[SPEAKER_03]: All right, guys.

40:36.784 --> 40:37.184
[SPEAKER_03]: All right.

40:37.264 --> 40:39.988
[SPEAKER_03]: That's how you know we're having fun and bored at the same time.

40:40.048 --> 40:45.354
[SPEAKER_03]: Yeah, hopefully this is, wait, last episode we talked about how being bored is actually really good.

40:45.454 --> 40:49.099
[SPEAKER_04]: So yeah, that's probably this one brought some goodness out.

40:49.399 --> 40:56.948
[SPEAKER_04]: Let us, you have to let us know in the comments what we're doing right, that you enjoy that's like such gold, like we need more of this.

40:57.429 --> 40:58.790
[SPEAKER_04]: And then we can do more.

40:58.810 --> 41:01.894
[SPEAKER_04]: Oh, comment below.

41:04.743 --> 41:07.049
[SPEAKER_04]: I used to have that similar cut.

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[SPEAKER_04]: Yeah.

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[SPEAKER_04]: I had someone leave a church because I had a mohawk.

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[SPEAKER_04]: That's just a mohawk.

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[SPEAKER_04]: Well, let them be religious.

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[SPEAKER_04]: I don't care.

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[SPEAKER_03]: I don't know what that stuff.

41:13.386 --> 41:16.013
[SPEAKER_03]: That's a whole other topic in entrepreneurial experts.

41:16.033 --> 41:17.738
[SPEAKER_03]: Actually, no more of a personal podcast.

41:17.758 --> 41:18.059
[SPEAKER_03]: Yeah.

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[SPEAKER_03]: All right.

41:19.863 --> 41:22.166
[SPEAKER_03]: All right guys, look, we have a wonderful day.

41:22.206 --> 41:25.890
[SPEAKER_03]: Thank you so much for tuning in to the entrepreneur experience.

41:26.011 --> 41:30.196
[SPEAKER_03]: If you're watching on YouTube, make sure to subscribe and just share this.

41:30.416 --> 41:32.158
[SPEAKER_03]: Share this with other entrepreneurs that you know.

41:32.198 --> 41:33.880
[SPEAKER_03]: This content is for you.

41:33.940 --> 41:43.592
[SPEAKER_03]: It's for to give you hope, to give you answers, to maybe give you something to hold on to because entrepreneurship is lonely, it's fun, it's chaotic.

41:43.572 --> 41:44.874
[SPEAKER_03]: And it's fulfilling at the same time.

41:45.254 --> 41:48.658
[SPEAKER_03]: It's really hard to explain that, but that's kind of entrepreneurship in an nutshell.

41:48.678 --> 41:50.140
[SPEAKER_03]: So you need a community.

41:50.620 --> 41:52.382
[SPEAKER_03]: Yeah, speaking of community, what do we have?

41:52.623 --> 41:56.287
[SPEAKER_04]: We got school with a K, S-K-O-O-L- dot com.

41:57.088 --> 42:07.260
[SPEAKER_04]: And if you don't know how to spell entrepreneur or experience and type that in, we have a direct, sorry, that sounds condescending, but let's be, we're talking to entrepreneurs.

42:07.280 --> 42:09.602
[SPEAKER_03]: Look, let's use your hand if you dropped out of college.

42:09.703 --> 42:10.103
[SPEAKER_03]: I did.

42:10.083 --> 42:15.089
[SPEAKER_03]: I learned to spell it more for this podcast, so we get to write it.

42:15.109 --> 42:30.789
[SPEAKER_04]: I always type it out, it has spelled wrong, and then it just read a lot of stuff, but even searching, we need more people to search it, so it shows up at the top, right now it's the school hard knocks guy that shows up at the top, when you type in entrepreneur, do you go join that one, but also join ours.

42:31.350 --> 42:32.972
[SPEAKER_03]: That's actually a pretty cool podcast.

42:32.992 --> 42:34.133
[SPEAKER_03]: Like if you do both.

42:34.113 --> 42:37.338
[SPEAKER_03]: But no, school, it's a online community, it's free.

42:37.378 --> 42:42.925
[SPEAKER_03]: And it has a lot of my clients, a lot of your clients, a lot of people that have found us just naturally.

42:43.366 --> 42:46.671
[SPEAKER_03]: And it's a great way to have an online community of other entrepreneurs.

42:46.691 --> 42:47.692
[SPEAKER_03]: You can ask questions.

42:47.732 --> 42:48.874
[SPEAKER_03]: You could give feedback.

42:49.234 --> 42:51.137
[SPEAKER_03]: There's some free content that we have on there.

42:51.177 --> 42:54.942
[SPEAKER_03]: There's also upgraded content that you could choose to pay, but that's really up to you.

42:55.423 --> 42:55.603
[SPEAKER_03]: Yeah.

42:55.623 --> 42:59.749
[SPEAKER_03]: So, you know, we're just trying to provide that for the launch entrepreneur.

42:59.729 --> 43:03.093
[SPEAKER_04]: So yeah, because I didn't have a lot of that or I didn't know where to go.

43:03.493 --> 43:04.614
[SPEAKER_04]: Maybe there was a lot of it.

43:05.015 --> 43:05.896
[SPEAKER_04]: Let's let's just say that.

43:06.276 --> 43:07.858
[SPEAKER_04]: Why am I saying maybe when it was me?

43:08.358 --> 43:09.079
[SPEAKER_04]: Well, be honest.

43:09.660 --> 43:10.240
[SPEAKER_04]: To be honest.

43:11.061 --> 43:12.162
[SPEAKER_04]: So that's another thing to least.

43:12.603 --> 43:13.163
[SPEAKER_04]: Maybe maybe.

43:14.385 --> 43:14.865
[SPEAKER_04]: Maybe.

43:16.627 --> 43:16.727
[SPEAKER_04]: Yeah.

43:16.747 --> 43:19.130
[SPEAKER_04]: There's stuff out there, but it's so hard to navigate.

43:20.151 --> 43:22.433
[SPEAKER_04]: It's like which chocolate bar do I buy?

43:22.473 --> 43:29.601
[SPEAKER_04]: If your wife tells you

43:30.712 --> 43:33.735
[SPEAKER_03]: And I just bought all of them because she figured out which one she liked and which one she didn't.

43:33.755 --> 43:35.918
[SPEAKER_03]: That was a very expensive experiment.

43:36.198 --> 43:36.758
[SPEAKER_03]: Yeah.

43:36.778 --> 43:39.582
[SPEAKER_03]: But the point is broke back then.

43:39.602 --> 43:43.005
[SPEAKER_04]: The point is navigating this stuff is very difficult.

43:43.105 --> 43:43.366
[SPEAKER_04]: It is.

43:43.486 --> 43:45.868
[SPEAKER_04]: And that's the point of our experience as well.

43:46.289 --> 43:48.351
[SPEAKER_04]: We want to help you navigate what's out there.

43:48.551 --> 43:52.615
[SPEAKER_04]: The point of this episode was really to help you navigate in a fun way.

43:53.316 --> 43:54.998
[SPEAKER_04]: Sales tactics.

43:55.062 --> 44:05.136
[SPEAKER_04]: And people need that, they need the guide, someone to help them point them towards the right direction and then the community to believe in them, and to trust with the credibility.

44:05.477 --> 44:06.879
[SPEAKER_04]: There's so much to it, man.

44:07.520 --> 44:07.760
[SPEAKER_02]: Yeah.

44:08.381 --> 44:12.867
[SPEAKER_03]: Maybe on school, we should have a portion upgraded that says sales.

44:13.688 --> 44:14.149
[SPEAKER_03]: Oh, that would be good.

44:14.169 --> 44:14.970
[SPEAKER_03]: We could only teach sales.

44:15.351 --> 44:15.571
[SPEAKER_04]: Yeah.

44:16.052 --> 44:17.554
[SPEAKER_04]: Let us know if you're interested in that.

44:17.894 --> 44:18.716
[SPEAKER_03]: Yeah.

44:18.736 --> 44:19.016
[SPEAKER_03]: All right.

44:19.397 --> 44:20.899
[SPEAKER_03]: Well, look, enough about us.

44:21.319 --> 44:21.880
[SPEAKER_04]: No, okay.

44:22.720 --> 44:23.041
[SPEAKER_03]: Oh, sorry.

44:23.061 --> 44:23.663
[SPEAKER_03]: I didn't mean to cut you off.

44:23.683 --> 44:24.305
[SPEAKER_03]: I just I'm thinking about you.

44:24.325 --> 44:25.188
[SPEAKER_03]: I don't think about you We're just melting.

44:25.208 --> 44:25.469
[SPEAKER_03]: No, I'm good.

44:25.489 --> 44:26.091
[SPEAKER_03]: I don't want to talk about me.

44:26.111 --> 44:26.653
[SPEAKER_03]: I don't want to talk about.

44:26.673 --> 44:27.215
[UNKNOWN]: I don't want to talk about.

44:27.235 --> 44:27.777
[SPEAKER_04]: I don't want to talk about.

44:27.797 --> 44:28.339
[SPEAKER_04]: I don't want to talk about.

44:28.359 --> 44:28.901
[SPEAKER_04]: I don't want to talk about.

44:28.921 --> 44:29.523
[SPEAKER_04]: I don't want to talk about.

44:29.543 --> 44:30.085
[SPEAKER_04]: I don't want to talk about.

44:30.105 --> 44:30.666
[SPEAKER_04]: I don't want to talk about.

44:30.687 --> 44:31.228
[SPEAKER_04]: I don't want to talk about.

44:31.248 --> 44:31.850
[SPEAKER_04]: I don't want to talk about.

44:31.870 --> 44:32.412
[SPEAKER_04]: I don't want to talk about.

44:32.432 --> 44:32.974
[SPEAKER_04]: I don't want to talk about.

44:32.994 --> 44:33.676
[SPEAKER_04]: I don't want to talk about.

44:33.697 --> 44:34.258
[SPEAKER_04]: I don't want to talk about.

44:34.278 --> 44:34.840
[SPEAKER_04]: I don't want to talk about.

44:34.860 --> 44:35.402
[SPEAKER_03]: I don't want to talk about.

44:35.422 --> 44:35.964
[SPEAKER_03]: I don't want to talk about.

44:35.984 --> 44:36.526
[SPEAKER_03]: I don't want to talk about.

44:36.546 --> 44:37.088
[SPEAKER_03]: I don't want to talk about.

44:37.108 --> 44:37.670
[SPEAKER_03]: I don't want to talk about.

44:37.690 --> 44:38.232
[SPEAKER_03]: I don't want to talk about.

44:38.252 --> 44:38.653
[SPEAKER_03]: I don't want to talk