1 00:00:00,000 --> 00:00:04,360 And now I think it's like, I think it's like 2.2 million. 2 00:00:04,460 --> 00:00:05,240 I'm not even kidding. 3 00:00:05,240 --> 00:00:07,400 I think it's insane. 4 00:00:07,440 --> 00:00:12,000 So they've built this entire like massive amount of buildings out there. 5 00:00:12,000 --> 00:00:14,320 It took away the frost building for my wife. 6 00:00:14,320 --> 00:00:16,980 So I got her the same painter to paint the frost building. 7 00:00:16,980 --> 00:00:20,560 So we've got, we've got dual paintings on either side of the office. 8 00:00:20,560 --> 00:00:20,960 We're good. 9 00:00:21,840 --> 00:00:22,240 Right. 10 00:00:22,240 --> 00:00:23,080 For sure, man. 11 00:00:23,560 --> 00:00:24,480 Oh, that's awesome. 12 00:00:24,680 --> 00:00:26,900 Um, and what do you, what do you think we'll hit most today? 13 00:00:26,900 --> 00:00:31,840 We're going to be talking about the 104,000, uh, followers on, on TikTok for 14 00:00:31,840 --> 00:00:35,160 music, or we're going to dive more into the sales aspect. 15 00:00:35,160 --> 00:00:36,640 You guys so much value to throw down, bro. 16 00:00:36,960 --> 00:00:38,240 You know, I don't know, man. 17 00:00:38,300 --> 00:00:44,280 Um, you know, obviously sales is where I spent, uh, that's mass time, 18 00:00:44,280 --> 00:00:45,280 a massive amount of time. 19 00:00:45,560 --> 00:00:50,240 Uh, but you know, I've been a musician since 13 and by the way, all of that 20 00:00:50,240 --> 00:00:53,720 growth, like TikTok, YouTube, Instagram, all that stuff, I only started 21 00:00:53,720 --> 00:00:54,720 that like a year ago. 22 00:00:54,720 --> 00:00:57,760 Um, so I, I don't know. 23 00:00:57,760 --> 00:01:01,160 I would just one day, man, I was just like, I don't know. 24 00:01:01,160 --> 00:01:05,480 It seems like people like when I talk, uh, so let me see if, let me see if 25 00:01:05,480 --> 00:01:11,080 people watch it on the interwebs on their phones, uh, and took off, man. 26 00:01:11,120 --> 00:01:12,320 Uh, it just went from there. 27 00:01:12,320 --> 00:01:15,440 So whatever naturally comes, man, we'll, we'll go into it. 28 00:01:15,840 --> 00:01:17,680 30,000 subscribers on YouTube. 29 00:01:17,680 --> 00:01:18,040 Yeah. 30 00:01:18,320 --> 00:01:20,640 What's the secret to virality, man? 31 00:01:21,200 --> 00:01:22,400 Ah, there is. 32 00:01:22,400 --> 00:01:26,720 All right, welcome in to vision pros live with Jackson Calame. 33 00:01:26,720 --> 00:01:27,720 I'm your show host. 34 00:01:27,720 --> 00:01:31,680 We'll be doing interviews for visionary entrepreneurs and guest leaders who 35 00:01:31,680 --> 00:01:33,760 are building fantastic visions out there. 36 00:01:42,680 --> 00:01:43,760 What is up everybody? 37 00:01:43,760 --> 00:01:46,000 Welcome into another episode of vision pros live. 38 00:01:46,000 --> 00:01:49,560 I'm so stoked to have Ryan with throw on, on set. 39 00:01:49,560 --> 00:01:53,040 Uh, I was going to say on stage, but obviously it's just me right now. 40 00:01:53,400 --> 00:01:57,160 Um, anyway, I'm your host Jackson Calame, founder and CEO of first class business. 41 00:01:57,240 --> 00:02:00,840 And Ryan is a sales wizard. 42 00:02:00,880 --> 00:02:03,880 I will call him that he wouldn't, he wouldn't say that himself, I'm sure. 43 00:02:03,880 --> 00:02:09,480 But I think he is, and he goes about it ethically and he's also a music icon. 44 00:02:09,480 --> 00:02:14,400 He's got 30,000 subscribers on YouTube, 104,000 on Tik TOK teaching people 45 00:02:14,400 --> 00:02:16,280 how to, how to rock the guitar. 46 00:02:16,640 --> 00:02:18,160 Um, I need some help by the way. 47 00:02:18,160 --> 00:02:20,600 That's not just an, just an emblem in the background. 48 00:02:20,600 --> 00:02:22,000 I do actually play that thing. 49 00:02:22,480 --> 00:02:24,640 Um, but certainly not to Ryan's level. 50 00:02:24,640 --> 00:02:30,520 So I will be, uh, binging his Tik TOK at some point, uh, myself to, to dive in 51 00:02:30,520 --> 00:02:33,400 and learn some new cool things, cause I'm just campfire guitarists. 52 00:02:33,680 --> 00:02:37,120 Um, that said, we're going to talk about these sponsors a little bit and the 53 00:02:37,120 --> 00:02:41,120 water project as we get ready to bring him on stage, because these are entities 54 00:02:41,160 --> 00:02:42,920 that I know, like trust love. 55 00:02:42,920 --> 00:02:46,560 In fact, I use cold click for our LinkedIn automation. 56 00:02:46,560 --> 00:02:51,120 Um, and, and when you have the opportunity to distribute your voice, you need to 57 00:02:51,360 --> 00:02:55,440 take it as an entrepreneur because that's what's called the top of the funnel. 58 00:02:55,680 --> 00:02:59,600 And I see so many entrepreneurs skipping that they're trying to force relationships, 59 00:02:59,760 --> 00:03:03,120 not necessarily force, but if you're approaching people one at a time. 60 00:03:03,840 --> 00:03:07,520 And you've also got a responsibility to sell for your company or do something. 61 00:03:07,800 --> 00:03:11,520 Then your natural tendency is going to be to push people to want to buy from you. 62 00:03:11,920 --> 00:03:15,680 Whereas if you're automating or you're advertising and you're 63 00:03:15,680 --> 00:03:19,760 attracting the masses, the right people will be attracted to whatever message 64 00:03:19,760 --> 00:03:20,480 you're putting out there. 65 00:03:20,480 --> 00:03:23,200 And hopefully you've fine tuned your messaging as well. 66 00:03:23,200 --> 00:03:29,200 This weekend, I had 39 people on Monday, uh, as of Monday, 39 people from Friday 67 00:03:29,200 --> 00:03:31,320 through Monday say they wanted to be on the show. 68 00:03:31,520 --> 00:03:36,880 Uh, that's a good feeling to be able to have that many people respond and, and 69 00:03:37,120 --> 00:03:38,720 want to engage with what we're doing. 70 00:03:38,720 --> 00:03:41,680 And we had about a hundred people, maybe more that we connected with. 71 00:03:41,680 --> 00:03:44,240 In addition to that, who it's not the right time for. 72 00:03:44,240 --> 00:03:47,920 It's not the right time for, and that's okay too. 73 00:03:48,080 --> 00:03:49,520 It's a numbers game, my friends. 74 00:03:49,520 --> 00:03:51,760 That's how you end up finding the right people to work with. 75 00:03:51,920 --> 00:03:52,640 I digress. 76 00:03:52,960 --> 00:03:54,400 Simply fast websites. 77 00:03:54,400 --> 00:03:55,760 The second sponsor up here. 78 00:03:56,000 --> 00:04:00,160 This is a solution that I wish I had access to when I was launching my first 79 00:04:00,160 --> 00:04:04,960 websites, because I could not find help from any developers or designers for 179 80 00:04:04,960 --> 00:04:05,520 bucks. 81 00:04:05,600 --> 00:04:09,120 And so Shane Michael putting this out there, 179 bucks. 82 00:04:09,120 --> 00:04:09,840 I was like, you know what? 83 00:04:10,240 --> 00:04:13,520 I'm going to, I'm going to include this in the show because there are options. 84 00:04:13,520 --> 00:04:16,160 You can find options on fiber and upwork. 85 00:04:16,160 --> 00:04:20,160 I don't talk about those too often, but I highly recommend checking those out and 86 00:04:20,160 --> 00:04:23,120 getting a feel for what the opportunities are out there. 87 00:04:23,120 --> 00:04:25,760 Then there's Wix, Squarespace and WordPress themes. 88 00:04:25,760 --> 00:04:29,760 You can learn how to do it all yourself, but your time has a cost to it as well. 89 00:04:29,760 --> 00:04:33,760 So I highly recommend seeing what he's up to talking to him about what insights you 90 00:04:33,760 --> 00:04:35,520 can get, maybe considering bringing him in. 91 00:04:35,520 --> 00:04:36,960 I would have just paid him right away. 92 00:04:36,960 --> 00:04:38,880 I would say, Hey, 179 bucks. 93 00:04:38,880 --> 00:04:39,280 Great. 94 00:04:39,280 --> 00:04:40,480 Get my first website up. 95 00:04:40,480 --> 00:04:41,760 What information do you need for me? 96 00:04:41,760 --> 00:04:42,640 I'll submit it all. 97 00:04:42,640 --> 00:04:45,920 And I'm not moving a dime above it, but that's what I would have done for my first 98 00:04:45,920 --> 00:04:49,760 investment on websites, whether he liked me or not for doing that. 99 00:04:49,760 --> 00:04:54,560 I mean, that that's up to Shane, but if you have an opportunity to, to move your 100 00:04:54,560 --> 00:04:59,120 needle forward and you're able to use your time and other capacities, then I'm, I'm 101 00:04:59,120 --> 00:05:03,440 usually like, Hey, why would you waste your time and not do that? 102 00:05:03,440 --> 00:05:05,440 We just dive in and take some bold actions. 103 00:05:05,440 --> 00:05:09,360 So with that said, we've also got the water project, more bold action 104 00:05:09,360 --> 00:05:13,040 opportunities near and dear to my heart is the fact that there are millions of 105 00:05:13,040 --> 00:05:16,000 people who do not have access to this while I do. 106 00:05:16,720 --> 00:05:18,720 And I don't allow myself to forget it. 107 00:05:19,280 --> 00:05:20,560 I don't bury it. 108 00:05:20,560 --> 00:05:22,480 A lot of people said it's kind of heavy Jackson. 109 00:05:22,480 --> 00:05:23,440 That's, that's kind of that. 110 00:05:23,440 --> 00:05:24,880 Well, I'm a nurture. 111 00:05:24,880 --> 00:05:25,760 That's just my nature. 112 00:05:26,480 --> 00:05:30,880 And I highly recommend if you're not going to get back to this, get back to something. 113 00:05:30,880 --> 00:05:34,240 And if you're not in a position to give back, then share it with people, please. 114 00:05:34,240 --> 00:05:35,200 That's my request. 115 00:05:35,200 --> 00:05:36,960 There's these communities you get to learn about. 116 00:05:36,960 --> 00:05:40,880 So my pay, if you're watching on watching and not listening, I'm always pointing, 117 00:05:40,880 --> 00:05:43,360 I'm always pointing things in the screen and I feel bad for the listeners. 118 00:05:43,920 --> 00:05:46,960 Cause they don't know what, what I'm doing or why I'm talking the way I am. 119 00:05:46,960 --> 00:05:51,280 Anyway, these communities, you get to see the community as it is, 120 00:05:51,280 --> 00:05:55,360 you get to see the training they go through and how they work to, to help out with this 121 00:05:55,360 --> 00:05:59,520 process and sustain whether it's a borehole well or a sand dam. 122 00:06:00,160 --> 00:06:05,040 And then you get to see their, their outcome and what, how this affects the community. 123 00:06:05,040 --> 00:06:09,920 And you and I have then have the ability to meditate and imagine what type of effect is 124 00:06:09,920 --> 00:06:13,760 this going to have on this community over the next five years, 10 years, 15 years and beyond. 125 00:06:13,760 --> 00:06:17,120 What, what we'll do for their education, what we'll do for their economy, how much of an 126 00:06:17,120 --> 00:06:23,040 impact did we make by simply taking the time to share that or to give the one, one dollar 127 00:06:23,040 --> 00:06:27,200 or the $1 million that we have available to, to support those individuals in the world. 128 00:06:27,760 --> 00:06:31,760 We can level this world up a $1 or one share at a time. 129 00:06:31,760 --> 00:06:32,880 Please join me in that. 130 00:06:32,880 --> 00:06:38,160 And if you have a, if you have a cause that you'd, you'd feel more comfortable giving to, 131 00:06:38,160 --> 00:06:42,480 or you're like, man, Jackson, like you should be talking about this, just drop it, like drop 132 00:06:42,480 --> 00:06:46,560 it for us in the comments so that we can see it. And you're right. I might share it as well. 133 00:06:47,280 --> 00:06:54,800 So without further ado, Ryan with row is, as I mentioned, a sales expert, a CEO. 134 00:06:54,800 --> 00:06:58,640 He's also an influencer in the music space. And we're going to be diving into his vision 135 00:06:58,640 --> 00:07:02,560 on both sides of that. One of my favorite things, it was so easy to grasp from him 136 00:07:02,560 --> 00:07:07,200 in an interview and keep in mind I've interviewed hundreds and possibly over a thousand cells 137 00:07:07,200 --> 00:07:12,240 representatives. I shouldn't say possibly. In fact, it's, it's over probably over 1500 138 00:07:12,240 --> 00:07:18,560 cells representatives. And he's all about this transparent and ethical salesmanship. 139 00:07:18,560 --> 00:07:24,800 He's all about the experience that he wants people to have before, during, and after the cell. 140 00:07:24,800 --> 00:07:31,920 And that matters so much to me because you don't, you don't typically sustain cells. 141 00:07:31,920 --> 00:07:34,800 If you're not looking at that, and I'm, I know I'm diving into his territory a little bit, 142 00:07:34,800 --> 00:07:37,440 but we're going to be, we're going to be doubling down in this episode quite a bit. 143 00:07:37,440 --> 00:07:42,400 He's also got this super fun personality. I love the beard image here with this icon. 144 00:07:43,200 --> 00:07:46,880 Again, if you're not, if you're not seeing this stuff, because you're listening in, then 145 00:07:46,880 --> 00:07:52,640 you have an opportunity to join us over on YouTube after you hear the show. But Ryan's got, 146 00:07:52,640 --> 00:08:00,320 as I mentioned, 104,000 followers, Ryan DXP at TikTok. And you can see what he's doing over 147 00:08:00,320 --> 00:08:05,840 there to teach guitarists. And then of course he's got his podcast as well on YouTube. So 148 00:08:05,840 --> 00:08:10,880 without further ado, since we got the man live with me, I might as well take the time to dive 149 00:08:10,880 --> 00:08:14,880 in with him for the rest of this as much as I can. Ryan, welcome to vision pros live, my friend. 150 00:08:15,520 --> 00:08:21,440 Thank you, man. I appreciate it. I feel like I could just leave after, after that intro, 151 00:08:21,440 --> 00:08:25,440 it was thorough enough. I think that's it. I think you've covered it all. It's great to be here, 152 00:08:25,440 --> 00:08:31,680 man. It was great. I really enjoyed my time. So thank you. Mitch Hedberg, you know who that is. 153 00:08:32,240 --> 00:08:36,800 I'm assuming you know who that is lays underneath his curtain with his microphone and never 154 00:08:36,800 --> 00:08:44,080 actually comes out on stage. Great late Mitch Hedberg, rest in peace. We love him. 155 00:08:46,480 --> 00:08:52,960 Absolutely. No instant oatmeal today either. So who should be listening, Ryan, and why, 156 00:08:52,960 --> 00:08:57,360 why should they listen to you? Like seriously, I know it's going to be fun to play with that. But, 157 00:08:57,360 --> 00:09:03,280 but what's, what are they missing out on right now? Man, that's you. You didn't even prepare me 158 00:09:03,280 --> 00:09:10,400 on this. I'm just going in. That's okay. I'm into it. I mean, honestly, it, I've been so many places 159 00:09:11,040 --> 00:09:18,640 that I'm just like, I don't even, who am I at this point? But yeah, I think on the, on the business 160 00:09:18,640 --> 00:09:25,280 side, those who tend to really see value in what I do are really the sales industry leaders, but 161 00:09:25,280 --> 00:09:32,960 even owners, founders, CEOs, VP. So C level folks who are really kind of like below that 50 million 162 00:09:33,680 --> 00:09:39,840 area, which, you know, encapsulates a lot. It's, it's a lot of us. But that's really my sweet spot. 163 00:09:39,840 --> 00:09:47,040 I would say coming in and really excelling at sales revenue growth in multiple forms, initial 164 00:09:47,040 --> 00:09:51,760 conversion rate, and making sure we capture the initial sales, but even further extension of 165 00:09:51,760 --> 00:09:57,520 lifetime value through sales people and sales channels and really, you know, relationships and 166 00:09:57,520 --> 00:10:02,400 making sure that we're building relationships with our customers. So that's really where, 167 00:10:02,400 --> 00:10:08,720 where my business savvy comes into play is for those owners and CEOs and leaders that always 168 00:10:08,720 --> 00:10:13,280 think to themselves, like, I know we're missing something with what's already there to extend 169 00:10:13,280 --> 00:10:19,600 more revenue channels and have more profitability within the departments. As for the other side, 170 00:10:19,600 --> 00:10:24,720 the, the influencing stuff, I, again, I was telling you, I've only been doing this for a year. 171 00:10:24,720 --> 00:10:30,960 So I think anybody that has sat back and looked at people's channels grow, whether it's business 172 00:10:30,960 --> 00:10:35,840 or not, anybody that's sat back and gone, how, like, how did they do that? I think I'll be able 173 00:10:35,840 --> 00:10:43,680 to reveal really easily how there really was no how. And it was just ripping a bandaid and 174 00:10:43,680 --> 00:10:48,400 going for it. So I'm looking forward to it. Oh man, that's awesome. And that is what's really 175 00:10:48,400 --> 00:10:52,560 special and cool is that people who are just getting started well now know that like you just 176 00:10:52,560 --> 00:10:58,320 did it this year too. You know, it's not like you did it 20 years ago. I mean, I've rode the wave 177 00:10:58,320 --> 00:11:02,640 since. So nothing wrong with the principles, people who've been successful for a long time 178 00:11:02,640 --> 00:11:06,960 follow, but Bill Gates does not know what it's like to build a business from scratch right now. 179 00:11:06,960 --> 00:11:11,840 And normally ever because of his level of influence. So there's, there's certain things 180 00:11:11,840 --> 00:11:17,280 they can learn from him, but I also need mentors closer to me that are, that are like you. Now you, 181 00:11:17,280 --> 00:11:23,040 you did something interesting. You said a lot of people say I help business owners who are above 182 00:11:23,040 --> 00:11:29,840 X point. You help business owners who are below the 50 million mark. And is this specifically 183 00:11:29,840 --> 00:11:34,080 e-commerce business owners or do you help themselves outside of the e-commerce space as well? 184 00:11:34,560 --> 00:11:41,920 That's good questions. I mostly am known in the I am internet marketing and direct response area, 185 00:11:41,920 --> 00:11:49,440 including obviously e-commerce stuff. But I really tend to gravitate towards other people as well. 186 00:11:49,440 --> 00:11:56,960 I had for years, I was a go-to for franchisees even in like the promotional products area. So 187 00:11:56,960 --> 00:12:02,400 physical location, physical brick and mortar and making sure that they expand their customer base. 188 00:12:02,400 --> 00:12:10,160 So really for me, two things I'll answer. One, I like to help anybody that needs to close a customer 189 00:12:10,160 --> 00:12:15,280 with a human being and extend that relationship and lifetime value. That's really the sweet spot. 190 00:12:15,280 --> 00:12:20,240 Why, why the reason for the 50 million and below, man, I just choose who I really like to hang out 191 00:12:20,240 --> 00:12:27,200 with. And I really, for me, I want to sit down on meetings and I don't know, I want to really feel 192 00:12:27,200 --> 00:12:33,440 like it's valuable for them, of course, but valuable for my time. And that doesn't just go 193 00:12:33,440 --> 00:12:38,080 into revenue. That doesn't just go into me making money. It goes into me thinking like right now I'm 194 00:12:38,080 --> 00:12:44,160 on this podcast instead of going out to lunch with my wife. It matters, right? So for me, it really 195 00:12:44,160 --> 00:12:51,520 matters to be picky on who I work with. And I tend to find over the 50 million area, there's a lot of 196 00:12:51,520 --> 00:12:56,320 bureaucracy, which is fine. That happens. And there's a lot of corporatism that happens as well. 197 00:12:57,120 --> 00:13:02,640 And it just, you know, I kind of just get lost in the mix and I'd rather really be a part of that 198 00:13:02,640 --> 00:13:06,080 family and feel really well connected. And that seems to happen under that amount. 199 00:13:06,640 --> 00:13:13,120 I don't want to say it gets dry after that point. So I won't, we'll move on. What's your vision for 200 00:13:13,120 --> 00:13:19,760 those, for those that you serve? You know, what you, and let's go to the result beyond the result, 201 00:13:19,760 --> 00:13:23,520 because you've already talked about extending the relationships. We heard that we heard about this 202 00:13:23,520 --> 00:13:28,640 lifetime value extension as well. Chris Whitehead was on today. I look forward to you guys meeting. 203 00:13:29,440 --> 00:13:34,720 If you haven't, have you already met? I know I haven't met him. Okay. Awesome. Well, I look 204 00:13:34,720 --> 00:13:38,480 forward to that, but result beyond the result. What's the vision for those that you serve? 205 00:13:38,480 --> 00:13:45,360 Yeah, that's deep. Obviously, revenue is the initial, right? Because that's a tangible, 206 00:13:45,360 --> 00:13:49,600 like, look, you're impacting the business, but it's always really about what it does outside of that 207 00:13:49,600 --> 00:13:56,320 for the owners and for the people that I'm training or helping or growing. You know, there are times 208 00:13:56,320 --> 00:14:04,720 in my life where I have overseen 350, 450 sales reps at the end of the day. And to know that by 209 00:14:04,720 --> 00:14:09,280 them selling more, of course it helps the bottom line. It really helps us, but, you know, down to 210 00:14:09,280 --> 00:14:13,680 the bottom level, it helps with their commission. It helps them serve their families better and 211 00:14:13,680 --> 00:14:20,000 feel like more of a blessing and being able to use what they're learning to earn, to support a family. 212 00:14:20,640 --> 00:14:25,520 I've seen people get married. I've seen people have children. I've seen all of these things that 213 00:14:25,520 --> 00:14:31,840 are a direct result of me making them more money or me making them more successful or growing them. 214 00:14:31,840 --> 00:14:36,560 And I think that's really it for me. At the end of the day, I love business. Business got me where 215 00:14:36,560 --> 00:14:42,800 I'm at. But business needs to have a stop in our lives as human beings. And we need to have other 216 00:14:42,800 --> 00:14:48,800 things to thrive in. And I would tend to say most of the time, bigger things to thrive in, to really 217 00:14:48,800 --> 00:14:54,160 just focus on this one short life we have, to really make sure that we use that properly and 218 00:14:54,640 --> 00:15:00,640 we're happy with it. So I'd say the big vision is to better their life outside of work through the 219 00:15:00,640 --> 00:15:07,040 results that we deliver in the most wonderful ways for them individually. You always have to ask, 220 00:15:07,040 --> 00:15:10,640 what do you want? What do you want in life? Where do you want to be? What do you want to do? 221 00:15:10,640 --> 00:15:13,920 And getting them those goals and seeing those actualized is really the thing. 222 00:15:15,520 --> 00:15:22,480 Man, that's awesome. Lily, be speechless. I'm not supposed to be speechless, brother. Not okay. 223 00:15:24,400 --> 00:15:29,200 So with that, now we're going to your result beyond the results. Same exact concept ultimately, 224 00:15:29,200 --> 00:15:32,880 doubling down on it. But what does that look like for you? So what is your vision for you? 225 00:15:34,000 --> 00:15:40,080 Yeah, it changes always, right? I think that's the entrepreneur way. I think, you know, every time I 226 00:15:40,080 --> 00:15:46,000 sit down at the end of the year, I have my goal planning sheet up there on the wall from last 227 00:15:46,000 --> 00:15:51,360 session that we did last year. And every time I look at it, I'm like, well, that changed that, 228 00:15:51,360 --> 00:15:58,240 that's updated. That's changed. Let's strike that out. Man, for me, I think ultimately, I'm a very 229 00:15:58,240 --> 00:16:03,360 religious guy. Nobody has to be. I'm not one of those guys that's like, if you're not, then I'm 230 00:16:03,360 --> 00:16:09,120 upset. No, it's my thing. And you know, I'm passionate about it. You can be passionate 231 00:16:09,120 --> 00:16:15,440 about your stuff, too. But for me, you know, the things that are consistently in my daily prayers 232 00:16:15,440 --> 00:16:21,440 are family support. That's really it. The whole reason I do everything is because I have a wife 233 00:16:21,440 --> 00:16:28,800 that was with me when I was horribly broke, horribly broke, and actually covered all of the 234 00:16:28,800 --> 00:16:35,600 bills for six months while I had no job way back in the day. And, you know, I know that she deserves 235 00:16:35,600 --> 00:16:40,960 the world for being that support system. So for me, it's all about making sure at the end of the 236 00:16:40,960 --> 00:16:46,720 day that when I lay my head on the pillow, I helped her and and my friends attain their goals and get 237 00:16:46,720 --> 00:16:51,920 them to a better place. And I think it's a complete blessing in life to be like the conduit and be the 238 00:16:51,920 --> 00:16:59,200 person that is like, I have the blessing of delivering certain things or or certain life 239 00:16:59,200 --> 00:17:04,880 to somebody else. And that's the way I look at it. So I think everything I do, man, is honestly for 240 00:17:04,880 --> 00:17:12,080 family, for friends, including clients, most I'd say 99.9% of my clients become really dear friends. 241 00:17:12,080 --> 00:17:18,800 And same for them. But yeah, that's really it. I really get my fulfillment out of being one of the 242 00:17:18,800 --> 00:17:24,800 reasons that people grow and people get what they're looking to get out of life. Wow. And those 243 00:17:25,360 --> 00:17:31,600 those there's a lot of memes out there that argue with you on this concept. There's a lot of memes 244 00:17:31,600 --> 00:17:39,280 that that are, you know, be fulfilled by finding yourself and you know, do your own thing and do it 245 00:17:39,280 --> 00:17:44,320 your own way. And and you know, I don't know about walk to the beat of your own drum, which I guess I 246 00:17:44,320 --> 00:17:52,880 kind of do. But in essence, you're we need a we need a whole new set of memes. Yeah. On these 247 00:17:52,880 --> 00:18:00,000 concepts of I mean, in that same thing, and we can we can move on from here. I mean, what people 248 00:18:00,000 --> 00:18:05,760 don't often realize is that there can be total fulfillment by focusing on the fulfillment of 249 00:18:05,760 --> 00:18:10,960 others. And I think we forget that a lot, right? Some people are fulfilled by that fulfillment and 250 00:18:10,960 --> 00:18:17,120 being like, I was the reason they are better than me. Like they did greater things than I'll ever 251 00:18:17,120 --> 00:18:22,240 do. And I was a part of that. So it's it's forgotten often, but it shouldn't be for sure. 252 00:18:22,240 --> 00:18:28,640 Right, definitely. Do you mind if I ask what what you said, you're very religious. Do you 253 00:18:28,640 --> 00:18:34,000 mind if I ask you about that in depth? Sure, let's go. I'd love to what what religion. 254 00:18:34,000 --> 00:18:42,560 So non denominational Christian, I was I was raised Catholic. And I tend to think, no, again, 255 00:18:42,560 --> 00:18:48,000 nothing against Catholicism. If you find it there. Awesome. That's good. That's what we want. But, 256 00:18:48,000 --> 00:18:52,480 you know, the majority of non denominational Christians that I meet were raised Catholic. 257 00:18:52,480 --> 00:18:58,800 So it's just it was one of those things, I think, where I was raised in a household that I didn't 258 00:18:58,800 --> 00:19:03,760 I didn't understand religion, because certain things didn't make sense. I would always read the 259 00:19:03,760 --> 00:19:08,560 Bible and I just I couldn't connect the dots. I couldn't understand the religion with what I was 260 00:19:08,560 --> 00:19:14,480 reading. And so I didn't go to church for many years until I met one of my girlfriends when I 261 00:19:14,480 --> 00:19:19,920 was young, who played piano at a non denominational Christian church. And I remember going there the 262 00:19:19,920 --> 00:19:24,320 first day and being like, Oh, like, I get this like, I feel it, like, I understand what's going on 263 00:19:24,320 --> 00:19:29,600 here. I can apply all these lessons to my life. And that was it, man. I've never looked back, I 264 00:19:29,600 --> 00:19:37,920 think I was like, 1516. And there hasn't been a day that's gone by without prayer, without meditation 265 00:19:37,920 --> 00:19:44,400 in that. When most people are listening to heavy metal music on the treadmill, I'm listening to the 266 00:19:44,400 --> 00:19:50,480 Bible. So it's a big part of my life, my entire leg is covered with religious tattoos, which you 267 00:19:50,480 --> 00:19:55,920 could argue is wrong. You know, that's fine. That's all right. I've got a pant of I don't think anybody 268 00:19:55,920 --> 00:20:01,360 needs to find any more reasons to argue though. Right. And we're good in that department. Yeah, 269 00:20:01,360 --> 00:20:06,000 yeah. And I just you know, at the end of the day, whatever brings you again, back to that fulfillment 270 00:20:06,000 --> 00:20:11,520 back to that, like completion, whatever that meaning is to you, like, that's what you pursue. 271 00:20:11,520 --> 00:20:16,000 For me, it's that for other people, it's something totally different. As long as you pursue it, 272 00:20:16,000 --> 00:20:21,760 and you really, really hone that in, and find something in that, that's all that matters. 273 00:20:21,760 --> 00:20:27,440 I'm never going to be somebody that says this one way is the one way. It's this this way for you is 274 00:20:27,440 --> 00:20:34,480 the one way. So, right, right. I like that. And it gives me it gives me a context of your base. And 275 00:20:34,480 --> 00:20:39,680 again, there's nothing wrong. Like I'm, I'm, I'm totally happy with my agnostic and atheist friends. 276 00:20:39,680 --> 00:20:43,600 Sure. What I don't often have, though, if I can't figure out what their core is, 277 00:20:43,600 --> 00:20:48,560 is a core understanding of how to respect where they come from, because I don't know where they 278 00:20:48,560 --> 00:20:53,840 come from, if they haven't defined it. Yeah. So it's like, it makes it a challenge. So knowing 279 00:20:53,840 --> 00:20:59,440 where you come from, where you're at with that, and being willing to talk about that openly with 280 00:20:59,440 --> 00:21:04,240 with friends, family and others, and learning to do so in a way that doesn't create World War 14. 281 00:21:04,240 --> 00:21:12,560 Yeah. Yeah. It's helpful. And no, I didn't prepare you for these types of questions. We've got some 282 00:21:12,560 --> 00:21:18,960 big ones coming up. So as far as worst business experience, you've been around the block, you've 283 00:21:18,960 --> 00:21:23,600 probably seen some things. What, what would you say your worst business experience ever has been? 284 00:21:23,600 --> 00:21:31,120 Oh, man. I always tell people I'm not old, but I'm older. So I'm like, how to think about it. So I've 285 00:21:31,120 --> 00:21:39,680 been in the world of like actual business operations, probably since 1819. So just kind of 286 00:21:39,680 --> 00:21:46,000 what are you now 23? You just got 3737. Now, we're getting there. We're getting there. We're 287 00:21:46,000 --> 00:21:52,320 getting up the grazer there. They're just hidden in the man bun. But yeah, for me, there've been a 288 00:21:52,320 --> 00:21:58,000 few, there have been definitely a few. And I think, well, I'll have a major lesson at the end of this 289 00:21:58,000 --> 00:22:05,760 as well. But I'd say the top two for me was, you know, working with those who are taking on way too 290 00:22:05,760 --> 00:22:13,600 much, not thinking it through, and really focusing on the revenue and the money earning initially. 291 00:22:13,600 --> 00:22:17,280 And that was a lesson I had to learn a long time ago, but I learned it the hard way. I remember 292 00:22:17,280 --> 00:22:24,800 taking a deal where I was to build an entire customer support team for an online launch that 293 00:22:24,800 --> 00:22:31,200 was happening in two weeks. So I was contacted, I was contacted two weeks from launch, and there was 294 00:22:31,200 --> 00:22:35,920 no postponing the launch. They couldn't find anybody to build a proper customer support team. 295 00:22:35,920 --> 00:22:43,360 And we're talking about a multimillion dollar launch webinar series, video series, like it was, 296 00:22:43,360 --> 00:22:50,160 it was massive. It required about 20 to 30 customer support reps, and all of the technology behind 297 00:22:50,160 --> 00:22:55,280 it, the canned responses, the email systems, all the technology needed to manage that live chats, 298 00:22:55,280 --> 00:23:01,680 all of it, supervisors, management, everything. And it was a decent amount of money. I was pretty 299 00:23:01,680 --> 00:23:07,440 happy with it until I realized that, you know, I was closing the computer at roughly midnight, 300 00:23:07,440 --> 00:23:13,200 and then, you know, 1230 a.m. for an entire two weeks, taking that time away from the family. 301 00:23:14,080 --> 00:23:18,640 And then, you know, having the conversations once we launched successfully that I needed to 302 00:23:18,640 --> 00:23:25,280 reduce pay was a fun time. So I'd say that's probably one of the worst ones, and that's like 303 00:23:25,280 --> 00:23:31,040 a lesson for any business owner out there that's like a service-based business. It's, don't take it 304 00:23:31,040 --> 00:23:39,520 on. If it sounds too good, it probably is. And it's not true, turns out. And it's just being really 305 00:23:39,520 --> 00:23:46,960 aware, being hyper aware of what you're actually agreeing to, because I'm a man of integrity, and 306 00:23:46,960 --> 00:23:53,440 I make sure that I deliver on the expectations. It's sales guy, what do you know? And I make sure 307 00:23:53,440 --> 00:23:57,520 I deliver on the expectations. So for me, I had to do it. I had to do the work. I agreed to it. 308 00:23:57,520 --> 00:24:01,680 And it was one of the most stressful times of my life. We parted ways about a week after. 309 00:24:02,240 --> 00:24:07,120 Happily, I gave them a new manager and walked from it. But that's probably one of the most 310 00:24:07,120 --> 00:24:12,320 frustrating. There have been many more. But I think the big lesson with any mistake, any big 311 00:24:12,320 --> 00:24:17,920 issue that you ever experienced. Do you know Jamie Weal? Do you know Jamie at all? No, I don't think 312 00:24:17,920 --> 00:24:24,640 so. He's a Flow Genome Project back in the day. So he was working with Steven Cutler on the Flow 313 00:24:24,640 --> 00:24:29,600 Genome. Oh, yeah. I worked for Flow Research Collector for a little while, actually. Yeah, 314 00:24:29,600 --> 00:24:37,200 that's funny. That's funny. So back in the day, I used to do tech and marketing sales. So I would 315 00:24:37,200 --> 00:24:42,560 sell marketing and tech services for launches back in the day when there wasn't such a thing as 316 00:24:42,560 --> 00:24:48,240 click funnels. And we would build for them. We would strategize for them. And Jamie was a potential 317 00:24:48,240 --> 00:24:52,160 client. And I remember having a conversation with him here in Austin, because he was in Austin at 318 00:24:52,160 --> 00:24:57,680 the time. And I closed the deal. And I remember driving home and being like, something just 319 00:24:57,680 --> 00:25:02,880 feels off. Something just, I don't think it's going to work. I don't think this project's 320 00:25:02,880 --> 00:25:06,320 going to work for some reason. There's a gut feeling. He's not going to be happy. And I don't 321 00:25:06,320 --> 00:25:11,120 want him to be happy. So I called him up. He didn't answer. And I left a voicemail. And I remember 322 00:25:11,120 --> 00:25:15,440 the voicemail being like, hey, man, listen, I really appreciate our friendship, the connection. 323 00:25:15,440 --> 00:25:20,400 I don't want there to be any negativity. And for some reason, it feels off. And I'm not sure why. 324 00:25:20,400 --> 00:25:24,240 So I don't think I want to go through with the project. I can send you some referrals. We could 325 00:25:24,240 --> 00:25:29,760 get that moving. He called me. I answered. And he immediately said, let's lean into the friction. 326 00:25:29,760 --> 00:25:37,760 And that has fueled like every business, move and conversation I've ever had for the ongoing 327 00:25:37,760 --> 00:25:44,720 15 years or so that I had that, which is, you know, worst experience ever that that owner, 328 00:25:44,720 --> 00:25:49,600 I'm still great friends with him. Why? Because I leaned into the friction. You lean into the 329 00:25:49,600 --> 00:25:54,400 painful stuff and you have a conversation around it. You remove it, you figure out what's going on 330 00:25:54,400 --> 00:25:58,400 and it's done. And it's a lot easier. And you build really, really strong relationships with 331 00:25:58,400 --> 00:26:02,960 a lot easier and you build really good relationships. So leaning into the friction, there you go. 332 00:26:02,960 --> 00:26:07,120 There's, there's one of them. That's awesome. Now I don't remember if it was Jamie or not, 333 00:26:07,120 --> 00:26:12,320 but we have opened, we've opened a couple of awesome cans, you know, well, and then I think 334 00:26:12,320 --> 00:26:17,120 we, I want to close the gap on this. So when I was at flow research collective or when I was 335 00:26:17,120 --> 00:26:22,320 interviewing with them, I don't know who the ex business partner was. I don't remember the 336 00:26:22,320 --> 00:26:27,440 person's name, but it was one of Steven Kotler's ex business partners. And as I'm doing all, I do 337 00:26:27,440 --> 00:26:34,240 a ton of research when I take things on. And so I ended up diving into a Facebook ads library. 338 00:26:34,240 --> 00:26:41,440 And then I ended up on the comments and a former business partner was livid about their ads and 339 00:26:43,280 --> 00:26:48,800 like all the possible dirty laundry that could have been shared was shared in this one post. 340 00:26:48,800 --> 00:26:55,360 Excellent. And I, you know, it gave me a great opportunity to ask them about the situation 341 00:26:55,360 --> 00:26:59,760 and see how they reacted. You know, that was, that was one of my tests to find out, 342 00:26:59,760 --> 00:27:04,320 am I going to be working with people who are balanced in their approach? You know, 343 00:27:04,320 --> 00:27:09,280 are I going to be working with people who are vindictive or victims or who are angry in life, 344 00:27:09,280 --> 00:27:15,520 whatever. And anyway, the conversation ended up going really well with them. And I don't know what 345 00:27:15,520 --> 00:27:21,840 all I know is I've had business partnerships like that too, where they have gone Ari and everybody 346 00:27:21,840 --> 00:27:28,160 feels awful and there's an implosion that occurs, doesn't make the person a bad person. It's just 347 00:27:28,160 --> 00:27:32,960 the reality of life. We have difficult relationships sometimes. So too funny that those are, 348 00:27:32,960 --> 00:27:39,840 I would say fairly rival entities, you know, in some respect, but, you know, it just goes to show 349 00:27:39,840 --> 00:27:46,800 to me that like, again, it's the person's not bad. The environment can be difficult, but in new 350 00:27:46,800 --> 00:27:54,000 environments, virtues, you know, sometimes rise out of us. And so thank you for, for using that 351 00:27:54,000 --> 00:27:59,200 example. Yeah, yeah. It's funny, man. It still lives with me. It's there. It's there always every 352 00:27:59,200 --> 00:28:06,320 day. It's there. Awesome. Let's dive into the best experience in business. What does that look like? 353 00:28:07,680 --> 00:28:14,960 Yeah. I mean, I've done some pretty wonderful stuff for sure. And I think I've been really 354 00:28:14,960 --> 00:28:21,360 well known with the supplement industry. So the natural health and wellness space specifically, 355 00:28:22,240 --> 00:28:28,560 you know, natural pain remedies. My wife is a very massive advocate for things like 356 00:28:29,200 --> 00:28:33,520 chiropractic as a way of life and making sure that you're using that as a proactive approach 357 00:28:33,520 --> 00:28:39,840 in your health. And just, yeah, and just all of these things, we're really big nerds in the health 358 00:28:39,840 --> 00:28:45,520 and wellness space, which is good, but that allows me to really, I don't know, man, there's, there's 359 00:28:45,520 --> 00:28:52,560 such a difference when you sell a t-shirt versus like help somebody sell more products that save 360 00:28:52,560 --> 00:29:00,160 an elderly person in pain and give them life back. Right. So I would say that's, you know, for me, 361 00:29:00,160 --> 00:29:07,280 money's great. I've made plenty. It's wonderful. Great. Wonderful. But hey, it's money. It's, it's 362 00:29:07,280 --> 00:29:12,320 not, you know, very impactful or fulfilling at the end of the day. You know, that first check you get, 363 00:29:12,320 --> 00:29:18,160 everybody knows you're like, this is it. This is the life I wanted. And then you two years later, 364 00:29:18,160 --> 00:29:23,680 sitting at your desk going, has got to be something else. I don't know what it is, but it's got to be 365 00:29:23,680 --> 00:29:30,400 something else. So I would really say there have been so many positive experiences. You know, I, 366 00:29:30,400 --> 00:29:37,760 I'm probably really like one of the most connected clients I've ever had in my life is Jesse Canone 367 00:29:38,880 --> 00:29:45,680 from the healthy back Institute. And I just like having those connections with people that pay me, 368 00:29:45,680 --> 00:29:52,560 but also like are just like superstar, all star marketers and business owners, making multiple 369 00:29:52,560 --> 00:29:57,360 millions of dollars every year and reaching hundreds of thousands, millions of customers 370 00:29:57,360 --> 00:30:02,400 and converting those deals. But then being able to text him like this week and be like, Hey man, 371 00:30:02,400 --> 00:30:05,840 it's been a while. I want to go get a drink with you and some dinner. And then be like, yeah, 372 00:30:05,840 --> 00:30:11,440 sure. Let's do it. It's just really cool, man. So I would say best experiences overall are 373 00:30:11,440 --> 00:30:17,280 the relationships I've been able to make outside of business with these business people. And I 374 00:30:17,280 --> 00:30:20,800 think there's, there's a certain amount of connection and relationship building that needs 375 00:30:20,800 --> 00:30:27,280 to happen in sales in order to continue selling to them. But I'd go even further. I'd say, you know, 376 00:30:27,280 --> 00:30:32,000 sure, you're selling to them. Great, wonderful job. But like, what's in it for them outside of the 377 00:30:32,000 --> 00:30:37,280 business? Is there more there? Do you want there to be more? And that's why I pick and choose a lot, 378 00:30:37,280 --> 00:30:42,960 because if I can't sit down with these, these dudes and these gals and have a drink at the bar, 379 00:30:42,960 --> 00:30:46,880 have a beer with them on a Saturday night, I don't want to work with them. You know, I really want 380 00:30:46,880 --> 00:30:53,680 to enjoy who I'm working with and for. So yeah, I'd say overall best experience is being able to 381 00:30:53,680 --> 00:30:59,280 build those friendships and call people family in that way after they've paid me. It's wonderful. 382 00:31:00,000 --> 00:31:04,960 Right, absolutely. So you're talking about the ongoing maintenance of the relationship beyond 383 00:31:04,960 --> 00:31:09,840 the business transaction and sure, could more business transactions come out of it? Absolutely. 384 00:31:10,720 --> 00:31:16,320 And sometimes that may even be the intent because the opportunity is there. Sure. On the flip side, 385 00:31:17,680 --> 00:31:22,960 that's not the underlying reason for the engagement. And you have opportunities to 386 00:31:22,960 --> 00:31:26,640 get together at masterminds, you have opportunities to get together at events, et cetera. You know, 387 00:31:26,640 --> 00:31:32,160 you can include each other on things that then just naturally occur in life. And you're right, 388 00:31:32,160 --> 00:31:39,520 it is fun to have to be, you know, plus there's a depth of relationship that you cannot achieve 389 00:31:40,480 --> 00:31:48,160 without that mutual sacrifice. Sure. Make sense. Mutual sacrifice comes to play when you go to 390 00:31:48,160 --> 00:31:53,440 elementary school together and you face that bully together. Right. Or you're in high school together 391 00:31:53,440 --> 00:31:58,080 and you know, you get dumped and then she ends up dating your best friend or whatever. Who knows 392 00:31:58,080 --> 00:32:03,440 what happens there. Is this a personal story? Is this a personal story? I was the guy who probably 393 00:32:03,440 --> 00:32:11,280 dated her to be fair. So you learn things about relationships, but it gives, it carves depth 394 00:32:11,280 --> 00:32:17,200 for you. And you know, when you, when you move into later aspects of life, it gets hard to have 395 00:32:17,200 --> 00:32:23,200 that depth. If you don't, again, because you've got to be willing to take risks with people. 396 00:32:24,160 --> 00:32:28,880 And that's what you're alluding. So anybody who's struggling with like isolation or relationships 397 00:32:28,880 --> 00:32:33,440 out there and not having depth, you got to be vulnerable. You got to be willing to take some 398 00:32:33,440 --> 00:32:39,120 chances with people and make a difference for them and with them. And you sparked that Ryan. 399 00:32:40,000 --> 00:32:43,600 I wouldn't have found that without you. Yeah. Thank you. Thank you. Thank you. No, I agree. 400 00:32:43,600 --> 00:32:50,320 I think it's good insight on that side. I, I really do. I, um, I don't know, man, there's something 401 00:32:50,320 --> 00:32:56,480 about, and I had to learn it, right? I definitely had to learn the ability to be super open. Uh, 402 00:32:56,480 --> 00:33:00,560 and I think there's a point that you're like, well, I was too open, too open. Uh, I don't, 403 00:33:00,560 --> 00:33:07,760 I don't need to do that, but, uh, there is this, there is this thing that, that I see so many times 404 00:33:07,760 --> 00:33:14,880 and that is that people will work with me because of the type of conversation I have with them. 405 00:33:14,880 --> 00:33:21,680 And I'm willing to have the openness. It's not, it's not this scripted, uh, you know, 406 00:33:21,680 --> 00:33:28,720 software as a service pitch deck, uh, going on. Let me show you our technology. Uh, it's not that 407 00:33:28,720 --> 00:33:34,560 it's, it's more about like, Hey, if we're going to be working together, even a year, like, like, 408 00:33:34,560 --> 00:33:38,640 what do you want? Like, what do you need? Like, what, what, what do you do? What do you like 409 00:33:38,640 --> 00:33:43,040 outside of work? Do you have family? Do you, do you take vacations? Where do you go? I want to know 410 00:33:43,040 --> 00:33:49,680 you as a person. And that way we can really connect on multiple levels, not just financially in 411 00:33:49,680 --> 00:33:54,480 business, but I feel super connected to you as a human being, which then for salespeople and 412 00:33:54,480 --> 00:33:59,280 businesses leads to more relationship depth. And they're more than likely not going to stop using 413 00:33:59,280 --> 00:34:04,960 your service, uh, because they're going to look at anybody else and go, yeah, but I really feel a good 414 00:34:04,960 --> 00:34:11,600 strong bond with that one. I, I, I'm going to go with that one again. Yes, man. Um, there is something 415 00:34:12,240 --> 00:34:20,240 strangely precise. You are precisely genuine. It is like the coolest thing. Um, you know, and, 416 00:34:20,240 --> 00:34:26,000 and it's, it's something, it's a very rare reality that, like you said, it's not based on the, the 417 00:34:26,000 --> 00:34:31,360 presentation skills or any of that, but you've, you've spent your lifetime, I can tell working on 418 00:34:31,920 --> 00:34:35,520 how you show up, what types of questions you entertain, what types of reactions you like, 419 00:34:35,520 --> 00:34:42,640 it's, it's just awesome. Do you teach that as part of your sales processes? Yeah, I'd say so. Um, 420 00:34:43,440 --> 00:34:48,560 you know, of course I think optimally, and if anybody's taking notes, uh, it still requires 421 00:34:48,560 --> 00:34:55,120 agendas, it still requires talking points, it requires objection handling, uh, all the typical 422 00:34:55,120 --> 00:35:03,840 sales stuff, but a good example, there was, uh, there was one company that, uh, I went into and 423 00:35:03,840 --> 00:35:08,080 I tried to close into one of those marketing and tech deals. I will not name said company. There 424 00:35:08,080 --> 00:35:15,680 was an NDA, but you know, they did, uh, a lot of speaking events. I'll say that. Uh, and I wanted 425 00:35:15,680 --> 00:35:21,600 the deal. It was like a $750,000 deal that I wanted to close. And you know, I knew that they were 426 00:35:21,600 --> 00:35:25,280 talking to like five other guys. They hopped on the call and they said, you're number five. 427 00:35:25,280 --> 00:35:29,280 And I was like, what does that mean? Like, are you ranking me? Are you rating me? Do I look terrible? 428 00:35:29,280 --> 00:35:34,080 Uh, so they were like, you're, you're one of five people that we're talking to. So like, we just want 429 00:35:34,080 --> 00:35:38,400 to be transparent with you. And I instantly went, man, am I first? Am I going to be forgotten? Am I 430 00:35:38,400 --> 00:35:42,880 in the middle or my last where I have like a competitive edge? So I had the conversation. 431 00:35:42,880 --> 00:35:50,320 It was good. And I knew I had to be different. So I sent their entire team, uh, pizza lunch, uh, 432 00:35:50,320 --> 00:35:57,920 on me. I think I sent like 25 pizzas and on the box of pizza, I literally just had them right. 433 00:35:57,920 --> 00:36:02,800 Like really looking forward to working with you guys, Ryan with row and I bought the whole team 434 00:36:02,800 --> 00:36:07,680 lunch and it was the only person. What do you know that did that, uh, as part of the process. 435 00:36:07,680 --> 00:36:12,480 So it's just those small things. That's what makes the difference. It's just those small things that 436 00:36:12,480 --> 00:36:18,480 make you different and connect you in a different way than your sales guy. Man, that's it. 437 00:36:18,480 --> 00:36:25,120 Precisely genuine. Perfect. And that actually, um, kind of covers the next question, but I'm 438 00:36:25,120 --> 00:36:29,840 still going to, you can dive into this if you want to, or we can say, Hey, that was it. And let's go 439 00:36:29,840 --> 00:36:35,840 right into aspects of, of, I've got plenty of sales questions for you, by the way. Um, we won't 440 00:36:35,840 --> 00:36:41,600 cover them all. We have no, no chance or ability to in nine minutes. Um, but if there was one final 441 00:36:41,600 --> 00:36:47,040 lesson, um, and this was the last chance we had to, to learn something from you as visionaries, 442 00:36:47,040 --> 00:36:54,960 what powerful lesson can other visionaries learn from your experience? Man. Uh, wow. Wow. Uh, 443 00:36:54,960 --> 00:37:01,040 this is like the death bed, uh, question here. And that's the one specifically in business. 444 00:37:01,040 --> 00:37:09,600 Is that where we're going? Nope. Your vision, my friend. Oh man. Um, yeah. Yeah. Yeah. Yeah. 445 00:37:09,600 --> 00:37:15,040 I think that there's a lot I've learned in obviously I've been influenced in business stuff. 446 00:37:15,040 --> 00:37:22,080 And, uh, that's been my world. So his guitar, but, uh, my dad who passed away, I think at this point, 447 00:37:22,080 --> 00:37:29,040 four years ago, uh, I think, you know, one of his thank you and one of his things that he never said, 448 00:37:29,040 --> 00:37:36,800 but really kind of encapsulated, uh, my dad was to like laugh endlessly and love endlessly as well. 449 00:37:37,360 --> 00:37:43,680 Uh, and for me, I think that goes in every aspect for me. Um, you know, it's, it's work, 450 00:37:43,680 --> 00:37:47,760 but it should be enjoyable. You should be able to laugh. You should be able to celebrate wins 451 00:37:47,760 --> 00:37:51,920 together and have a great time. Sure. You're going to have to lean into friction, but from that more 452 00:37:51,920 --> 00:37:58,000 results, more positivity, uh, more growth. And then just for me, man, I love every one of my clients. 453 00:37:58,000 --> 00:38:04,320 I dearly dearly do. And, uh, they're friends to me, their family. Once they cross over, uh, that 454 00:38:04,320 --> 00:38:09,440 payment gateway to me, their family, they really are, uh, same with all of our friendships, our 455 00:38:09,440 --> 00:38:14,160 relationships. Um, you know, me being here with you, I know that I'm going to be in touch with you 456 00:38:14,160 --> 00:38:22,560 and connected with you, uh, for the long haul. And I think that, yeah, I just think that that's 457 00:38:22,560 --> 00:38:29,920 really something that man operations brains get so dialed into like the numbers, the facts, uh, are 458 00:38:29,920 --> 00:38:34,480 we growing, are we losing, are we in the red, where are we? And it just kind of becomes this like 459 00:38:34,480 --> 00:38:41,280 minutia of, you know, everything that makes my happiness happiness is based on this thing. And 460 00:38:41,840 --> 00:38:48,320 a lot of times I see owners who just obsess way too much, man. And it sucks to be losing money. 461 00:38:48,320 --> 00:38:54,160 I get it. But you know, you're not going to fix it in that state of suck. It's not possible. Uh, 462 00:38:54,160 --> 00:38:57,760 you have to figure out ways to get around that. And just like you mentioned, you have to have the 463 00:38:57,760 --> 00:39:03,280 right support system around you and those that you love and that you really truly care about and 464 00:39:03,280 --> 00:39:09,120 you really trust in your connections to be able to just go and be like, man, I'm really struggling 465 00:39:09,120 --> 00:39:13,520 here. I'm just going to be really vulnerable and open. We've lost cash for the past six months. I 466 00:39:13,520 --> 00:39:17,680 don't know what I'm doing wrong. Like, can I have a chat with you for an hour? And just those small 467 00:39:17,680 --> 00:39:22,560 things will boom, start to take you to the next level. It could be anything. And that goes for, 468 00:39:22,560 --> 00:39:28,800 you know, just genuine life, general life as well, not just business, but yeah, I'd say just live a 469 00:39:28,800 --> 00:39:33,840 life full of love with everybody, man. That's really at the end of the day, when you're on your 470 00:39:33,840 --> 00:39:39,280 deathbed, you're not going to be like, I really wish I would have made an extra 10 million. It 471 00:39:39,280 --> 00:39:43,040 just, believe me, it doesn't happen, but you're going to be like, man, you know, that one friend 472 00:39:43,040 --> 00:39:47,680 that I really love to hang out with that I just ditched because of the business should have hung 473 00:39:47,680 --> 00:39:50,960 out with them more. I should have done that. So you never hear somebody go, I didn't make enough 474 00:39:50,960 --> 00:39:54,720 money right before they go. It just doesn't happen. So remember that. 475 00:39:54,720 --> 00:40:02,640 Very, very rarely. And I love that. I think I would have probably a dual thought press on that 476 00:40:02,640 --> 00:40:07,440 myself, but it also depends on life experience you've had. Right? So one, I want to call that 477 00:40:07,440 --> 00:40:17,600 friend on FaceTime probably. And have a closure opportunity. My mom was married and had five 478 00:40:17,600 --> 00:40:24,640 girls. And when she was 28, her husband died in a plane crash. Oh, that's a good one. 479 00:40:24,640 --> 00:40:30,960 And so she lost, you know, he was from, you know, from what everybody says, he was the perfect man, 480 00:40:30,960 --> 00:40:35,760 you know, like they had a great relationship. It was awesome. Great. They had a farm. It saved up. 481 00:40:36,800 --> 00:40:44,080 I'm so grateful that he had a savings, right? That he had made what he needed to for my mom to 482 00:40:44,080 --> 00:40:54,000 be able to rebound. My dad left her in the opposite position as far as attached goes. And, you know, 483 00:40:54,000 --> 00:41:03,520 we had an interesting childhood because of that. But it is actually something that does cross my 484 00:41:03,520 --> 00:41:11,520 mind, you know, as a father, right? I want to make sure that if my time comes that I've done 485 00:41:11,520 --> 00:41:17,360 everything that I can to try to leave my kids in the best position possible. But you're right. 486 00:41:17,360 --> 00:41:22,960 That's not the only thing. That's not the top of, it's on the top of mind actually, but it's just 487 00:41:22,960 --> 00:41:27,840 one small layer. Yeah. All the things, um, you know, that we're gonna be feeling and the 488 00:41:27,840 --> 00:41:33,920 relationships are by far going to outweigh that. So why not, why not consider that now, right? And 489 00:41:33,920 --> 00:41:38,560 realize that's the opportunity today is how I take care of my relationships. And I want to say, like, 490 00:41:38,560 --> 00:41:43,920 I, I get it. Believe me, there's, there's money in the bank for if I get hit by a car, uh, and, 491 00:41:43,920 --> 00:41:48,720 and my wife is here, right? There's, there's absolutely that. I think there's two sides too, 492 00:41:48,720 --> 00:41:53,360 right? So there's the side of you want to make sure that I take care of. Yeah. You want to make 493 00:41:53,360 --> 00:42:01,200 sure that they are taken care of. Um, but also I come from a, a background of zero money, none, 494 00:42:01,200 --> 00:42:09,760 man. I mean, uh, childhood sucked and you know, my, my dad passed away, zero life insurance, zero, 495 00:42:09,760 --> 00:42:17,120 uh, money to contribute, right? Uh, my mother is still living, but won't talk to me, uh, for the 496 00:42:17,120 --> 00:42:22,960 past, you know, uh, you know, 20 years or something. So there's this point at which would I be, and 497 00:42:22,960 --> 00:42:27,600 it's the ultimate question, we don't know, would I be where I'm at if it were the opposite? We don't 498 00:42:27,600 --> 00:42:34,080 know. We have no idea. Right. Because that potentially influenced my drive and my ability 499 00:42:34,080 --> 00:42:38,800 to be like, I need to make something happen. Like, how, what do I do? Um, so I always think it's like 500 00:42:38,800 --> 00:42:43,040 this, this weighing, right? Which is like, man, right. And that's, that's the golden question. 501 00:42:43,040 --> 00:42:47,520 If anybody could create a product that answers that question, there you go. There you go. You've got 502 00:42:47,520 --> 00:42:52,720 it. All right. You're done. Well, you're using it. And, uh, for those, those who didn't hear earlier, 503 00:42:52,720 --> 00:42:59,920 Ryan said he has that and he said it's prayer. Um, so I'll double down on that. Um, I have not, 504 00:42:59,920 --> 00:43:04,560 uh, I thought it was cool. You said since you were 14, 15, you've, you've never missed a day of prayer. 505 00:43:04,560 --> 00:43:09,680 Um, you know, I can't claim the same. I've definitely missed some, um, you know, not while 506 00:43:09,680 --> 00:43:14,240 I was on my mission. Um, and that was easy, but I've, I've had times in life where that, that goes 507 00:43:14,240 --> 00:43:22,160 and comes. Um, and it, I, we don't have time to dive into what unlocked you, um, you know, to that, 508 00:43:22,160 --> 00:43:27,680 that degree of, of conviction with what it is that you have, but anybody who's listening in, if you 509 00:43:27,680 --> 00:43:33,920 want to connect with Ryan about cells or guitar, um, you know, I'm sure, uh, prayer and, and you 510 00:43:33,920 --> 00:43:40,160 know, convince him to go to dinner with you, um, and get that VIP list, uh, get on that VIP list. 511 00:43:40,160 --> 00:43:45,760 And, uh, Ryan can, I'm assuming people can reach out to on LinkedIn. Sure. Yeah. LinkedIn's fine. 512 00:43:45,760 --> 00:43:51,520 Uh, I also have, uh, you know, the, the direct inbox that's monitored by my team as well as me. 513 00:43:51,520 --> 00:43:56,880 So you feel free, Ryan at ryanwithrow.com go for it. It's all yours. All these links will be in the 514 00:43:56,880 --> 00:44:01,040 show notes by the way, when we release the landing page, so anybody can connect with Ryan there and 515 00:44:01,040 --> 00:44:06,320 also, um, feel free to drop a comment. Um, you know, if that's easy for you and you're a busy 516 00:44:06,320 --> 00:44:10,080 person, don't hesitate to drop the comment. We'll make sure those get forwarded to Ryan or we'll 517 00:44:10,080 --> 00:44:14,720 tag him in if we have a social media channel on, on that channel, but we really do. I mean, we're 518 00:44:14,720 --> 00:44:20,560 here to serve you guys, um, as visionaries and whether that's personal business, spiritual, 519 00:44:20,560 --> 00:44:26,080 mental, financial, um, and you feel the desire to reach out, then follow that prompting, um, you 520 00:44:26,080 --> 00:44:31,200 know, go after it. So Ryan, thanks for being on vision pros, man. And, uh, you know, as, is there 521 00:44:31,200 --> 00:44:35,040 anything else I can do for you before we go? Anything else you want to, you know, you want to 522 00:44:35,040 --> 00:44:40,720 share? Are we good? Let's, you know, let's do one more thing. Let's do one thing. What do you think 523 00:44:40,720 --> 00:44:46,320 is the biggest sales question that we can answer today? Uh, and we'll leave them with that gold. 524 00:44:46,320 --> 00:44:51,360 Let's, let's do it. What do you think it is? The biggest sales. Well, I would, I would say 525 00:44:51,360 --> 00:45:00,640 it's important to pave the way forward. Um, right. So what is your, your hiring criteria, um, for a 526 00:45:00,640 --> 00:45:04,880 sales rep, how do you recognize somebody who's going to represent your brand? Well, that is 527 00:45:04,880 --> 00:45:10,240 capable of closing without sharking people to death. That's capable of caring about people without 528 00:45:10,240 --> 00:45:17,760 giving everything away forever. Um, you know, what do you look for? Great question. Uh, so I'm a fan 529 00:45:17,760 --> 00:45:23,520 of Colby index. Do you do Colby? Do you, I have done Colby. Um, was this a, the alphabet we were 530 00:45:23,520 --> 00:45:29,040 talking about earlier? No, no, no, that's, that's, uh, the Myers-Briggs. Yeah. Yeah. So I'm ENFJ, 531 00:45:29,040 --> 00:45:36,320 which just means like, I'm available for small talk all the time. Uh, and, but the, the Colby 532 00:45:36,320 --> 00:45:42,480 index, uh, is, is a test that you could do. I think it's 50 bucks. Uh, and it, it ranks people 533 00:45:42,480 --> 00:45:47,360 on, let, let me bring up my knowledge here. It's been a while since I took it. Uh, it ranks up 534 00:45:47,360 --> 00:45:54,560 ranks people on eight years. Fact finder. Right. So fact finder, how, how much do you need or how 535 00:45:54,560 --> 00:45:59,280 much do you look into the actual facts and details? How much do you prepare? Uh, follow through, 536 00:45:59,280 --> 00:46:04,400 which a lot of people think that follow through is like, do you follow your promises? Not the 537 00:46:04,400 --> 00:46:10,800 case. It's actually, how much do you follow a system or create new systems? So that's really 538 00:46:10,800 --> 00:46:16,560 where, where that falls. And then there's the quick start, which is like every entrepreneur is like a 539 00:46:16,560 --> 00:46:21,520 10, right? They just want to take risk instantly all the time. Uh, and then there's implementer. 540 00:46:21,520 --> 00:46:27,360 How often do you want to get your hands dirty and actually do the work? So for me in the Colby index, 541 00:46:27,360 --> 00:46:33,360 at least, I want people with a very high fact finder and follow through. I want them to be a 542 00:46:34,000 --> 00:46:39,600 medium risk taker. I don't want them to be like so low that they are like terrified to hop on a call 543 00:46:39,600 --> 00:46:45,680 randomly and try to close somebody. An implementer. I don't care. I want them low there. Why? Because 544 00:46:45,680 --> 00:46:51,440 salespeople suck at anything other than being on a call and closing a deal. I don't expect your 545 00:46:51,440 --> 00:46:57,840 salespeople to update spreadsheets for three hours a day properly, or your, your CRM that is not 546 00:46:57,840 --> 00:47:04,800 automated or anything like give them literally their only job is to hop on that phone and close 547 00:47:04,800 --> 00:47:09,760 somebody. The end, they market is closed. You do the rest, have somebody else do the rest, please, 548 00:47:09,760 --> 00:47:13,920 because it won't get done. And your CRM is going to look like garbage in a data dump, uh, at the 549 00:47:13,920 --> 00:47:20,800 end of the day. So I would say that I really rely on that as my first line of defense, uh, is the 550 00:47:20,800 --> 00:47:25,440 Colby index test. I'll, I'll invest in that for them, uh, so that I know I'm hopping on and talking 551 00:47:25,440 --> 00:47:30,960 to somebody. Uh, and then I want to make sure that obviously the typical stuff, they, they have to 552 00:47:30,960 --> 00:47:36,080 make sure that they have the results that I'm looking for. So yes, here's a key actually call 553 00:47:36,080 --> 00:47:41,840 the references, actually call them. Right. And no, a lot of people don't. You'd be amazed. 554 00:47:41,840 --> 00:47:46,640 I didn't, I don't even know. I think 90% of people's phones can't call. I'm just, I'm just 555 00:47:46,640 --> 00:47:53,920 assuming because nobody calls anymore. I know, man. Uh, so that's, that's one, uh, you have to call 556 00:47:53,920 --> 00:47:58,400 and you have to ask for actual results. Like how well did they do? How much did they do in revenue? 557 00:47:58,400 --> 00:48:02,480 Like, give me an estimate. Did they do well? Were they in the top three? Like where were they falling? 558 00:48:03,040 --> 00:48:08,960 Uh, and here's one of the best lessons I ever had, man. I remember being on a call, trying to get a 559 00:48:08,960 --> 00:48:15,280 job as a lead sales guy in, in a remote company when remote was weird. And, uh, you know, it's, 560 00:48:15,280 --> 00:48:21,840 my wife was like, you sure this could be a scam. Uh, but now look at us. And I remember being on 561 00:48:21,840 --> 00:48:29,520 a call with the owner at, as my final interview and he made me sell him in this fake role play 562 00:48:29,520 --> 00:48:35,600 session. Uh, it was the weirdest thing that I still will never forget. He wanted me to sell him a 563 00:48:35,600 --> 00:48:43,040 camel. Uh, and he was just like, all right, let's go sell me a camel. I just answered the call, 564 00:48:43,040 --> 00:48:48,080 like, well, let's go. And it was this fun, like role play session, but all he was doing was seeing 565 00:48:48,080 --> 00:48:53,200 like, do I think on my toes? Like, do I actually like, am I able to do a conversation just thrown 566 00:48:53,200 --> 00:49:00,560 at me? Uh, am I able to do it with like grace? And also does it feel like I have a genuine connection 567 00:49:00,560 --> 00:49:08,160 with people as well? Um, and also don't hesitate to do trial periods, uh, with, with people that 568 00:49:08,160 --> 00:49:14,000 you hire. A lot of my hires start as contracted and I bring them in with that, knowing that it's a 569 00:49:14,000 --> 00:49:19,840 90 day contract period where they're paid as a contractor. And with that I'm invested just as 570 00:49:19,840 --> 00:49:24,240 much as they are. I'm listening to their calls. I'm training them every other day on their call 571 00:49:24,240 --> 00:49:28,080 changes. As long as they're implementing those changes, I feel good about that relationship 572 00:49:28,080 --> 00:49:32,720 because it's somebody willing to make changes and grow. And at the end of those 90 days, 573 00:49:33,280 --> 00:49:38,720 just don't hang on to dead weight. I think that's the other thing. It's get rid of it. It's going 574 00:49:38,720 --> 00:49:44,640 to hurt long-term. If it hurts in 90 days, it will hurt in nine years, believe me, and just keep 575 00:49:44,640 --> 00:49:50,880 moving. And knowing that I truly believe that salespeople are taught that they're, they're not 576 00:49:50,880 --> 00:49:56,080 born with it. They're born with certain things, you know, the ability to have conversation and 577 00:49:56,080 --> 00:50:01,920 be out there talking to people. But outside of that, everything else is trainable, man. And it's 578 00:50:01,920 --> 00:50:07,440 just on you as an owner or your team to do the training. So there you go. So the criteria is 579 00:50:07,440 --> 00:50:11,920 do some kind of personality assessment that shows you that they love details and they actually 580 00:50:11,920 --> 00:50:16,560 follow systems because that's what salespeople do. They don't create systems. They follow systems. 581 00:50:16,560 --> 00:50:20,560 That means you have to create systems if you don't have them, make sure you do it. And then 582 00:50:20,560 --> 00:50:24,320 my interview process is about like three interviews, by the way, it gets longer and longer as you go. 583 00:50:24,320 --> 00:50:30,080 Yeah. And then I'll do a 90 day trial period with them training the entire time to see how they 584 00:50:30,080 --> 00:50:34,160 learn, how they grow. And at the end of the 90 days, they're either cut or they're offered 585 00:50:34,160 --> 00:50:39,440 employment from there. I rarely put yes on the spot at the end with that. Do you have anything 586 00:50:39,440 --> 00:50:45,520 else? And I'm glad I did because you just poured an entire truckload of awesome on, you know, 587 00:50:45,520 --> 00:50:49,520 I want to give them something. All right. This is, we just been gabbing over here. Let's give 588 00:50:49,520 --> 00:50:56,960 us some good value. Well done, Ryan. All of you appreciated the gab. We appreciate you too. 589 00:50:56,960 --> 00:51:00,880 Those who didn't, we still appreciate you. We're glad you're here and we're glad you got a lot of 590 00:51:00,880 --> 00:51:06,640 the end of this. We'll turn that into a short for sure. But Vision Pros, you guys have an excellent 591 00:51:06,640 --> 00:51:11,120 day and we will see on the next show. Take care, everybody. Thank you for being here today. I'm 592 00:51:11,120 --> 00:51:16,400 really happy that you tuned into Vision Pros Live. I'm looking forward to seeing your reactions as 593 00:51:16,400 --> 00:51:20,640 these episodes continue to move forward. This is going to get more and more fun. We'll have more 594 00:51:20,640 --> 00:51:25,280 and more engagement as well. We'll invite people to participate in the show and thank you for giving 595 00:51:25,280 --> 00:51:53,280 us your time and attention.