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Where did this vision about helping people with sales or coming into companies and coaching

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them essentially come from for you?

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Came from the lack of it in my professional career.

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I don't know how long of an answer you want, but I mean, if we went back to the beginning

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of my sales career, I'll tell you this.

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I was not a good salesperson in the sense that the sales skills, core sales skills,

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what to say, when to say it, overcoming objections, comforting the client, presenting for the

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prospect, presenting a vision to use your words, right?

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For what things could look like if you make this change and that will cost money.

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I was not good at that.

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What I was good at was the work.

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I would talk to anybody.

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I could talk to a wall and make friends.

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I would talk to just about anybody and I was able to build a connection and rapport with

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those people who would then work with me.

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But what happened was, and this is reflecting back on this time now, it's more my fault

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than anybody's, but I experienced a pretty catastrophic failure.

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I would go talk with a lot of people and I was an insurance agent and I met some prospects

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who had a lot of money and they wanted to work with me.

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If they did work with me, the case or the business that I would have done with them

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would have paid my bills for the year, right?

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Just a lot of money.

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But again, I lacked the core skills.

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I brought the opportunity to my agency leadership and said, hey, here you go.

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Here's the file.

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Here's my fact finder.

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They responded by saying, let me know when it's real, Steve.

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Let me know when it's substantial because it wasn't worth their time to invest in me

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until I got more qualifying information.

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They weren't going to drive an hour and a half to go see a wealthy client unless I did

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more effort.

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I didn't know how to do that.

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It was very much a churn and burn training.

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They got you licensed and then they sent you off on your way.

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And I'm not making excuses.

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That's where it works a lot of the time.

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And I kept chasing those leads, trying to get them close instead of doing the basic

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fundamentals that got me success in the first place.

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I was chasing whales and chasing whales is hard.

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And as a result, the deals didn't close.

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I literally ran out of money.

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My bank account was overdrawn by hundreds of dollars.

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I didn't have a car because it got repossessed.

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And all in the name of chasing a big commission that never came.

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And so the long story short is, let me finish the story by saying, it's my fault because

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I could have pursued different leadership.

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It's my fault because I could have left the agency and gone to a different one where they'd

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support me more.

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I didn't.

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That's my responsibility.

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But where my vision came from and where I want to take this is because my complete lack

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of support made me want to be that support for other people.