1 00:00:00,000 --> 00:00:02,640 Tell me about your vision. 2 00:00:03,480 --> 00:00:07,060 So my vision is to really help sales professionals, 3 00:00:07,060 --> 00:00:08,740 entrepreneurs, business owners, 4 00:00:08,740 --> 00:00:12,560 and really anyone understand the value of their time 5 00:00:12,560 --> 00:00:14,960 so they can invest it in the places 6 00:00:14,960 --> 00:00:18,100 that's gonna get them a return on that investment 7 00:00:18,100 --> 00:00:21,800 to generate the life they wanna live sustainably. 8 00:00:21,800 --> 00:00:24,340 I believe success is a perspective. 9 00:00:24,340 --> 00:00:27,880 And when you get clarity on what your personal version 10 00:00:27,880 --> 00:00:32,440 of that success means, it's a lot easier to get focused on 11 00:00:32,440 --> 00:00:35,140 what are the things I need to do to get the result 12 00:00:35,140 --> 00:00:38,600 that I'm looking for, which everyone wants success, right? 13 00:00:38,600 --> 00:00:40,560 You don't listen to a podcast like this. 14 00:00:40,560 --> 00:00:43,520 You don't go out and seek out personal development 15 00:00:43,520 --> 00:00:45,440 unless you want more out of life. 16 00:00:45,440 --> 00:00:48,040 And so my goal is really to help people understand 17 00:00:48,040 --> 00:00:51,380 that time is your most valuable asset. 18 00:00:51,380 --> 00:00:53,640 When you learn to value your time, 19 00:00:53,640 --> 00:00:56,140 you'll start investing it more wisely 20 00:00:56,140 --> 00:00:58,720 and you'll get a lot more out of your life. 21 00:00:58,720 --> 00:01:00,280 That is awesome. 22 00:01:00,280 --> 00:01:01,660 And one thing I will say, 23 00:01:01,660 --> 00:01:03,400 and I'm gonna back up in just a moment, 24 00:01:03,400 --> 00:01:07,440 but I wanted to point out, you emphasized your. 25 00:01:07,440 --> 00:01:09,800 I love that because we are so focused 26 00:01:09,800 --> 00:01:11,720 on what everyone else is doing 27 00:01:11,720 --> 00:01:13,880 and trying to create our journey 28 00:01:13,880 --> 00:01:16,280 according to what we see others doing 29 00:01:16,280 --> 00:01:19,540 and not actually focusing on our own journey. 30 00:01:19,540 --> 00:01:23,120 So your emphasis on yours like totally gave me goosebumps 31 00:01:23,120 --> 00:01:25,680 because I'm like, that's it, your. 32 00:01:25,680 --> 00:01:27,240 Your, your, your. 33 00:01:27,240 --> 00:01:29,960 Tell me the name of your business 34 00:01:29,960 --> 00:01:32,960 and or businesses that you have. 35 00:01:32,960 --> 00:01:37,180 The name of our business is Call the Dam Leads. 36 00:01:37,180 --> 00:01:39,560 And we work with sales professionals and business owners 37 00:01:39,560 --> 00:01:43,200 to help them dial in those systems and processes to, 38 00:01:43,200 --> 00:01:46,480 again, help them live that sustainably successful life. 39 00:01:46,480 --> 00:01:49,360 How in the heck did you come up with that name? 40 00:01:49,360 --> 00:01:51,980 Well, it's a long story for the sake of time, 41 00:01:51,980 --> 00:01:53,400 I'll shorten it to, 42 00:01:53,400 --> 00:01:56,640 when I was an up and coming sales professional, 43 00:01:56,640 --> 00:01:58,400 the one thing that I learned is that 44 00:01:58,400 --> 00:02:00,640 for me to make more sales and make more money, 45 00:02:00,640 --> 00:02:04,560 I needed more leads, I needed more people to talk to. 46 00:02:04,560 --> 00:02:07,200 So I went on and I started learning marketing. 47 00:02:07,200 --> 00:02:09,600 And wouldn't you know, I did the work 48 00:02:09,600 --> 00:02:12,920 and I had some success in our marketing venture, 49 00:02:12,920 --> 00:02:16,580 ended up starting my own marketing business on the side 50 00:02:16,580 --> 00:02:19,480 and was awesome, had a lot of clients 51 00:02:19,480 --> 00:02:21,360 that we were getting leads for. 52 00:02:21,360 --> 00:02:24,440 Unfortunately, some of those clients, 53 00:02:24,440 --> 00:02:25,880 they didn't wanna do the work 54 00:02:25,880 --> 00:02:27,480 and they weren't calling those leads 55 00:02:27,480 --> 00:02:29,560 and then they were calling me and complaining 56 00:02:29,560 --> 00:02:32,200 as if my service didn't provide 57 00:02:32,200 --> 00:02:34,200 what it was saying it would provide. 58 00:02:34,200 --> 00:02:36,400 And so, it was a little frustrating. 59 00:02:36,400 --> 00:02:39,280 And at one point I had one specific client 60 00:02:39,280 --> 00:02:42,160 that told me the leads are no good, this doesn't work. 61 00:02:42,160 --> 00:02:45,380 And so I picked the phone up and I started calling them. 62 00:02:45,380 --> 00:02:47,500 And I don't know anything about real estate, 63 00:02:47,500 --> 00:02:49,720 I'm not an agent, I bought and sold a couple houses 64 00:02:49,720 --> 00:02:51,680 over the years for my family, but like, 65 00:02:51,680 --> 00:02:53,240 I'm not in the business. 66 00:02:53,240 --> 00:02:55,320 But I ended up setting multiple appointments 67 00:02:55,320 --> 00:02:59,280 and even had one signed contract on a condo in Utah. 68 00:02:59,280 --> 00:03:01,240 I lived in Ohio at the time. 69 00:03:02,400 --> 00:03:03,840 And I called the gentleman back, I'm like, 70 00:03:03,840 --> 00:03:07,080 listen, I don't know what's going on, 71 00:03:07,080 --> 00:03:09,440 but you need to call the damn leads. 72 00:03:09,440 --> 00:03:11,000 Now, here's the refund, 73 00:03:11,000 --> 00:03:13,460 here's all these people that wanna see the place, 74 00:03:13,460 --> 00:03:16,080 please don't ever call me again, have a wonderful day. 75 00:03:16,080 --> 00:03:17,980 And so that's where it all started, 76 00:03:17,980 --> 00:03:21,280 was this big joke in the marketing business that we had. 77 00:03:21,280 --> 00:03:23,480 And I thought, you know, someday, somewhere, 78 00:03:23,480 --> 00:03:25,680 people are gonna laugh at this with me. 79 00:03:25,680 --> 00:03:29,240 And I ended up filing a trademark on it, 80 00:03:29,240 --> 00:03:30,240 thinking it was funny. 81 00:03:30,240 --> 00:03:33,360 And so now I own it, we have a whole e-commerce line 82 00:03:33,360 --> 00:03:35,000 of t-shirts and hats and wristbands 83 00:03:35,000 --> 00:03:36,220 and all kinds of silly things. 84 00:03:36,220 --> 00:03:38,640 And it's, again, it's really just a mantra 85 00:03:38,640 --> 00:03:40,200 and a reminder to do the work. 86 00:03:40,200 --> 00:03:43,860 But if you're in sales and you've ever worked the business, 87 00:03:43,860 --> 00:03:45,480 you know what it's all about. 88 00:03:45,480 --> 00:03:48,520 I'm about to blow your mind, so I'm two years 89 00:03:48,520 --> 00:03:49,360 in real estate. 90 00:03:49,360 --> 00:03:50,200 No. 91 00:03:50,200 --> 00:03:54,560 Yes, and I'm telling you, when I seen it, you know, 92 00:03:54,560 --> 00:03:56,600 and the way that this is organized 93 00:03:56,600 --> 00:04:00,640 and how we end up doing, hosting the show with someone 94 00:04:00,640 --> 00:04:03,360 is it just sort of pops up into the calendar, right? 95 00:04:03,360 --> 00:04:05,800 So, Drew B. Wilson pops up, I'm like, 96 00:04:05,800 --> 00:04:09,320 oh, I love the name already, like that's dope, right? 97 00:04:09,320 --> 00:04:11,800 So then it says, call the damn leads. 98 00:04:11,800 --> 00:04:16,240 And I tell you, this is a religious statement, 99 00:04:16,240 --> 00:04:21,240 but God was like, boom, I'm sitting with 534 leads 100 00:04:22,400 --> 00:04:26,560 in my database and I'll text in a heartbeat. 101 00:04:26,560 --> 00:04:31,160 But when it said call the damn leads, I was like, 102 00:04:31,160 --> 00:04:33,760 ugh, he's talking to me, I don't like this. 103 00:04:33,760 --> 00:04:38,140 I don't like this at all, and that's just it. 104 00:04:38,140 --> 00:04:40,080 Call them, call them. 105 00:04:40,080 --> 00:04:42,720 But interesting enough, as you say that, 106 00:04:42,720 --> 00:04:46,080 and as you become this person and this mantra 107 00:04:46,080 --> 00:04:50,560 and having this business, how do people get over that fear? 108 00:04:50,560 --> 00:04:53,440 So I'll put myself in there and just be transparent with you. 109 00:04:53,440 --> 00:04:56,560 I don't like being told no by anyone. 110 00:04:56,560 --> 00:04:58,360 So truth be told, I don't put myself 111 00:04:58,360 --> 00:05:00,240 in positions of being told no. 112 00:05:00,240 --> 00:05:03,900 So making a damn call for me is like, 113 00:05:03,900 --> 00:05:05,960 oh, they're gonna tell me no. 114 00:05:05,960 --> 00:05:10,160 What would you tell someone like me on a bigger scale 115 00:05:10,160 --> 00:05:14,220 that, yeah, it's fear, but what do you do with that? 116 00:05:14,220 --> 00:05:15,320 Yeah, that's so good. 117 00:05:15,320 --> 00:05:18,080 And I appreciate you being vulnerable enough to share that. 118 00:05:18,080 --> 00:05:19,960 What a gift to me and to the listener 119 00:05:19,960 --> 00:05:21,280 for you to be open and honest, 120 00:05:21,280 --> 00:05:22,520 because you're not the only one 121 00:05:22,520 --> 00:05:25,160 that has that fear or that struggle. 122 00:05:25,160 --> 00:05:30,160 And also, I tend to find that a lot of professionals 123 00:05:30,280 --> 00:05:34,200 deal with call reluctance, let's say, 124 00:05:34,200 --> 00:05:37,960 in that fear of rejection, because let's be honest, 125 00:05:37,960 --> 00:05:40,200 no one wants to be rejected. 126 00:05:40,200 --> 00:05:44,760 And inevitably, when you're in the sales position, 127 00:05:44,760 --> 00:05:47,120 your goal is to sell people. 128 00:05:47,120 --> 00:05:49,200 That's our job. 129 00:05:49,200 --> 00:05:52,080 However, I have shifted my mindset 130 00:05:52,080 --> 00:05:54,880 and our clients that I work with over the years 131 00:05:54,880 --> 00:05:59,320 to be more about service-focused sales. 132 00:05:59,320 --> 00:06:01,400 Because when you get on a phone 133 00:06:01,400 --> 00:06:04,800 and you're cold calling people to try to sell them something, 134 00:06:04,800 --> 00:06:07,280 it feels very much on the other end, 135 00:06:07,280 --> 00:06:08,640 the same way that you feel 136 00:06:08,640 --> 00:06:11,440 when someone calls your phone to sell you something. 137 00:06:11,440 --> 00:06:15,040 And so what I've learned for me personally, 138 00:06:15,040 --> 00:06:17,060 and again, take this however you'd like, 139 00:06:17,060 --> 00:06:18,640 but I share it with my clients, 140 00:06:18,640 --> 00:06:20,560 it's worked really well for us, 141 00:06:20,560 --> 00:06:23,600 in that every conversation I'm having, 142 00:06:23,600 --> 00:06:26,320 whether it's personal or professional, 143 00:06:26,320 --> 00:06:30,280 my goal is to be a servant first. 144 00:06:30,280 --> 00:06:34,120 Let me ask questions, let me understand and have empathy 145 00:06:34,120 --> 00:06:37,400 and really understand where this individual is at 146 00:06:37,400 --> 00:06:40,120 in this season, in this moment. 147 00:06:40,120 --> 00:06:44,200 And then if I have a product, service, or someone I know, 148 00:06:50,160 --> 00:06:51,800 confident enough to tell them, 149 00:06:51,800 --> 00:06:56,800 hey, you've expressed X, Y, Z situation, 150 00:06:56,800 --> 00:07:00,640 I feel as though there's something we have access to 151 00:07:00,640 --> 00:07:01,880 that can help you with this. 152 00:07:01,880 --> 00:07:05,760 Would you be interested in exploring that further? 153 00:07:05,760 --> 00:07:07,160 That's it. 154 00:07:07,160 --> 00:07:09,480 And now the rejection is more, 155 00:07:10,600 --> 00:07:13,040 they've made the decision themselves to say 156 00:07:13,040 --> 00:07:14,680 that I don't wanna solve the problem 157 00:07:14,680 --> 00:07:18,320 and it's not on you anymore, it's on them. 158 00:07:18,320 --> 00:07:21,240 But when you're just calling to try to sell them something, 159 00:07:21,240 --> 00:07:23,520 it feels different than just being able to say, 160 00:07:23,520 --> 00:07:25,440 hey, I wanna get to know you 161 00:07:25,440 --> 00:07:27,280 so that whatever you're dealing with, 162 00:07:27,280 --> 00:07:28,880 if there's something I can help you, 163 00:07:28,880 --> 00:07:29,920 let me share that with you. 164 00:07:29,920 --> 00:07:32,720 Let that be my gift to you today. 165 00:07:32,720 --> 00:07:35,480 And in return, if it makes sense to work together, great. 166 00:07:35,480 --> 00:07:36,880 If not, that's great too. 167 00:07:36,880 --> 00:07:55,880 I still know I've done my part on this earth.