1 00:00:00,000 --> 00:00:04,160 I'm Marilyn and you have a background in sales, 2 00:00:04,160 --> 00:00:07,020 I mean, on leadership and I'm curious, you know, 3 00:00:07,020 --> 00:00:10,220 what are some of your favorite, 4 00:00:10,220 --> 00:00:12,500 let's start with sales principles, 5 00:00:12,500 --> 00:00:14,820 virtues regarding sales. 6 00:00:14,820 --> 00:00:19,820 Okay, so the most important thing, 7 00:00:20,140 --> 00:00:21,420 there's many important things. 8 00:00:21,420 --> 00:00:24,300 At the top of the list is always integrity. 9 00:00:24,300 --> 00:00:29,300 All right, so don't make up stuff that try and fit in. 10 00:00:29,300 --> 00:00:32,760 If you don't have a solution or you're not sure about it, 11 00:00:32,760 --> 00:00:34,340 be honest about it. 12 00:00:34,340 --> 00:00:38,980 And you may not have a customer or a client at that moment, 13 00:00:38,980 --> 00:00:40,500 but I bet you when you do, 14 00:00:40,500 --> 00:00:42,620 they're gonna remember that you were there 15 00:00:42,620 --> 00:00:45,940 and that you treated them with respect, 16 00:00:45,940 --> 00:00:48,340 you didn't lie or anything else like that, 17 00:00:48,340 --> 00:00:50,820 or maybe they'll know somebody who does know what you have. 18 00:00:50,820 --> 00:00:52,900 So that's the single most important thing. 19 00:00:52,900 --> 00:00:56,740 If nothing else comes through in our interview today, 20 00:00:56,740 --> 00:00:59,260 that's the one thing I would like to be remembered. 21 00:00:59,260 --> 00:01:00,540 I'm very grateful for that. 22 00:01:00,540 --> 00:01:02,120 Thank you, I have been there, 23 00:01:02,120 --> 00:01:04,700 speaking of your brand name as well. 24 00:01:04,700 --> 00:01:06,300 When I launched JCal Digital, 25 00:01:06,300 --> 00:01:09,600 I didn't have any clients and I had a half built website 26 00:01:09,600 --> 00:01:11,800 and I was selling websites, I was terrified. 27 00:01:12,700 --> 00:01:15,500 How do you sell a website when you don't have one 28 00:01:15,500 --> 00:01:17,060 for your agency that's finished? 29 00:01:17,060 --> 00:01:18,700 I had the above the fold. 30 00:01:18,700 --> 00:01:21,540 My first three website companies hired me 31 00:01:21,540 --> 00:01:24,300 based on projects I had done in the past for others. 32 00:01:24,300 --> 00:01:27,500 And I wanted to figure out if they had looked at my website, 33 00:01:27,500 --> 00:01:29,940 like done their research, you know? 34 00:01:29,940 --> 00:01:31,620 And I asked them, have you seen my website? 35 00:01:31,620 --> 00:01:32,460 They said, yes. 36 00:01:32,460 --> 00:01:33,980 And I said, do me a favor, scroll down. 37 00:01:33,980 --> 00:01:35,100 All right, they scroll down and said, 38 00:01:35,100 --> 00:01:37,500 header one, header two, header three. 39 00:01:37,500 --> 00:01:40,860 And they were like, oh my gosh, you caught me. 40 00:01:40,860 --> 00:01:41,860 I didn't really do my research. 41 00:01:41,860 --> 00:01:44,380 It's like, it's okay, I totally get it. 42 00:01:44,380 --> 00:01:47,380 And you were basing your evaluation of me 43 00:01:47,380 --> 00:01:51,340 off of videopower.com and other companies I'd worked with. 44 00:01:51,340 --> 00:01:53,780 But it was an eye-opening reality that, 45 00:01:53,780 --> 00:01:55,440 you know, like you said, 46 00:01:55,440 --> 00:01:57,580 I had an opportunity to be completely authentic 47 00:01:57,580 --> 00:02:00,060 with these individuals and to not create, 48 00:02:00,060 --> 00:02:03,700 not point out a past history or an existing reality 49 00:02:03,700 --> 00:02:07,700 that or existing perspective that I wanted to be real. 50 00:02:07,700 --> 00:02:10,740 I wanted to share with them what was true in the present 51 00:02:10,740 --> 00:02:12,300 and what was coming in the future, right? 52 00:02:12,300 --> 00:02:13,300 Vision style. 53 00:02:13,300 --> 00:02:15,020 And that's why I'm so excited to talk to you 54 00:02:15,020 --> 00:02:18,780 because visionaries, I think a lot of us, 55 00:02:18,780 --> 00:02:21,240 we have this negative feeling towards sales 56 00:02:21,240 --> 00:02:23,980 because there's a lot of hype in the market 57 00:02:23,980 --> 00:02:27,940 and there's a lot of misinformation and half truths. 58 00:02:27,940 --> 00:02:30,820 And so visionaries who are listening in right now, 59 00:02:31,780 --> 00:02:34,620 Phil and I are gonna be talking about the extreme power 60 00:02:34,620 --> 00:02:36,540 that comes with selling your vision. 61 00:02:36,540 --> 00:02:38,940 And there's incredible value and importance 62 00:02:38,940 --> 00:02:40,780 to learning how to do that. 63 00:02:40,780 --> 00:02:43,660 And there's extreme dangers that exist 64 00:02:43,660 --> 00:02:47,100 with some of the mainstream tactics that are talked about. 65 00:02:47,100 --> 00:02:50,740 And this would be one of the greatest weaknesses 66 00:02:50,740 --> 00:02:54,220 that I see in most visionaries is they do not know how 67 00:02:54,220 --> 00:02:56,240 to talk about and present their vision 68 00:02:56,240 --> 00:02:58,540 in a way that truly intrigues, attracts, 69 00:02:58,540 --> 00:03:00,100 and inspires others. 70 00:03:00,100 --> 00:03:03,580 And they're usually hiding it for themselves or worse, 71 00:03:03,580 --> 00:03:07,000 they're inviting and offering and pushing on people 72 00:03:07,000 --> 00:03:09,900 prior to establishing those first principles. 73 00:03:09,900 --> 00:03:12,220 So Phil, I really appreciate you talking about integrity. 74 00:03:12,220 --> 00:03:14,540 Before we move on to the break 75 00:03:14,540 --> 00:03:16,140 and dive fully into your vision, 76 00:03:16,140 --> 00:03:19,460 what are three resources that have helped you 77 00:03:19,460 --> 00:03:22,220 as a visionary leader get to where you are today? 78 00:03:22,220 --> 00:03:26,220 Well, it's gotta start with Dale Carnegie and his books. 79 00:03:28,980 --> 00:03:30,460 Yep, there you go. 80 00:03:30,460 --> 00:03:33,760 So in fact, in my own book, Shameless Promotion, 81 00:03:33,760 --> 00:03:38,140 but in my own book for, I thank Dale Carnegie. 82 00:03:38,140 --> 00:03:41,980 And, but I'm upset that we never had a chance to meet, 83 00:03:41,980 --> 00:03:44,660 but as I said, he died before I was born. 84 00:03:44,660 --> 00:03:46,720 So I'm giving him a break. 85 00:03:46,720 --> 00:03:50,460 But he's certainly one of them. 86 00:03:51,640 --> 00:03:53,920 Jeffrey Gitomer is another one. 87 00:03:53,920 --> 00:03:58,680 If you listen to his writings, he's very straightforward. 88 00:03:58,680 --> 00:04:01,960 He's like Hugh Jackson in a lot of ways that he's very direct. 89 00:04:01,960 --> 00:04:03,480 He's very straightforward. 90 00:04:03,480 --> 00:04:05,080 And I really appreciate that. 91 00:04:05,080 --> 00:04:05,920 And he's successful. 92 00:04:05,920 --> 00:04:07,960 So what's Jeffrey's last name? 93 00:04:07,960 --> 00:04:08,960 Gitomer. 94 00:04:08,960 --> 00:04:09,800 Gitomer. 95 00:04:09,800 --> 00:04:12,560 He's the author of the Little Red Book of Selling. 96 00:04:12,560 --> 00:04:17,560 And there's, oh boy, I have to almost open up 97 00:04:19,360 --> 00:04:21,860 my Audible books, but there's, 98 00:04:23,120 --> 00:04:26,600 the Go Givers, another great book. 99 00:04:26,600 --> 00:04:28,200 And it's all about giving, right? 100 00:04:28,200 --> 00:04:30,720 And you will get when you're giving. 101 00:04:30,720 --> 00:04:33,040 And I practice that. 102 00:04:33,040 --> 00:04:36,080 I believe in it, that the more you go out of your way 103 00:04:36,080 --> 00:04:40,800 to help others, that they will naturally want to help you. 104 00:04:40,800 --> 00:04:43,120 And if you start that way, it comes back. 105 00:04:43,120 --> 00:04:46,200 I know this sounds like 2D fluffy stuff 106 00:04:46,200 --> 00:04:48,440 to many people who might be listening in, 107 00:04:48,440 --> 00:04:49,280 but I have to tell you, 108 00:04:49,280 --> 00:04:50,120 we've been doing this for 40 years. 109 00:04:50,120 --> 00:04:51,520 You're on a visionary show. 110 00:04:51,520 --> 00:04:52,480 Hold on, Phil. 111 00:04:52,480 --> 00:04:54,240 You're on a show for visionaries. 112 00:04:54,240 --> 00:04:57,000 We are a 2D fruity, fluffy environment. 113 00:04:57,000 --> 00:04:58,680 Thank you very much for that. 114 00:04:58,680 --> 00:05:00,440 I could tell you I've made the mistakes. 115 00:05:00,440 --> 00:05:02,840 I've been doing this in the selling field 116 00:05:03,800 --> 00:05:05,600 for over 40 years. 117 00:05:05,600 --> 00:05:09,600 And I've made the mistakes and everything else, 118 00:05:09,600 --> 00:05:12,120 except for the mistake of integrity. 119 00:05:12,120 --> 00:05:13,840 You just learn and everything else, 120 00:05:13,840 --> 00:05:17,280 and you learn that it is certainly true 121 00:05:17,280 --> 00:05:18,960 that when you go out of your way to help others, 122 00:05:18,960 --> 00:05:22,520 they remember and they will be happy to see you, 123 00:05:22,520 --> 00:05:24,520 even if you don't have anything to offer them 124 00:05:24,520 --> 00:05:26,400 that they need at the moment. 125 00:05:26,400 --> 00:05:28,480 Yeah, absolutely. 126 00:05:28,480 --> 00:05:29,840 The Go Giver, phenomenal book. 127 00:05:29,840 --> 00:05:30,880 Great resources. 128 00:05:30,880 --> 00:05:32,280 Thank you for that. 129 00:05:32,280 --> 00:05:34,800 Those of you who are brand new to those resources, 130 00:05:34,800 --> 00:05:37,400 an entire world has just been open to you. 131 00:05:37,400 --> 00:05:40,160 Those are phenomenal opportunities. 132 00:05:40,160 --> 00:05:41,680 The Little Red Book of Selling, 133 00:05:41,680 --> 00:05:43,360 that will be fun to check out as well. 134 00:05:43,360 --> 00:05:46,800 All right, we're gonna dive in to Phil Whitebloom's vision 135 00:05:46,800 --> 00:05:48,320 from Bender Consulting Services, 136 00:05:48,320 --> 00:05:51,400 and again, talk about selling and the power of selling, 137 00:05:51,400 --> 00:05:54,200 the pros, the important things that you need to know 138 00:05:54,200 --> 00:05:57,720 as a visionary in terms of how to maximize your vision 139 00:05:57,720 --> 00:05:59,000 and growth and influence, 140 00:05:59,000 --> 00:06:00,400 and how to also protect yourself 141 00:06:00,400 --> 00:06:01,320 from the dangers out there. 142 00:06:01,320 --> 00:06:02,320 We'll be right back. 143 00:06:02,320 --> 00:06:05,560 All right, welcome in to Vision Pros Live. 144 00:06:05,560 --> 00:06:07,600 I'm the Jackson Callum, I'm your show host. 145 00:06:07,600 --> 00:06:10,280 We'll be doing interviews for visionary entrepreneurs 146 00:06:10,280 --> 00:06:12,240 and guest leaders who are building 147 00:06:12,240 --> 00:06:13,800 fantastic visions out there. 148 00:06:22,840 --> 00:06:23,680 Hey, what's up? 149 00:06:23,680 --> 00:06:25,360 And welcome in to another episode of Vision Pros Live, 150 00:06:25,360 --> 00:06:26,200 everybody. 151 00:06:26,200 --> 00:06:27,520 I'm your show host, Jackson Callum, 152 00:06:27,520 --> 00:06:29,160 founder and CEO of First Class Business, 153 00:06:29,160 --> 00:06:31,920 and I am super excited to have Phil Whitebloom on stage 154 00:06:31,920 --> 00:06:33,840 so we can talk about one of the subjects 155 00:06:33,840 --> 00:06:36,440 that so many visionary leaders, 156 00:06:36,440 --> 00:06:39,960 one, don't know how to leverage or avoid to their own peril. 157 00:06:39,960 --> 00:06:41,840 This is a strength that's super important. 158 00:06:41,840 --> 00:06:45,360 The word of sales, so scary, right? 159 00:06:45,360 --> 00:06:47,440 It kind of can be in today's world, 160 00:06:47,440 --> 00:06:50,920 and sales, what I would rather call it is leadership. 161 00:06:50,920 --> 00:06:53,400 And so I don't know Phil very well, 162 00:06:53,400 --> 00:06:55,400 but I do like that he started with integrity. 163 00:06:55,400 --> 00:06:58,520 And when it comes to evaluating and honing in on 164 00:06:58,520 --> 00:07:00,880 who are we gonna work with for sales, 165 00:07:00,880 --> 00:07:03,920 my hope is that you do extreme due diligence in this 166 00:07:03,920 --> 00:07:06,000 department, reference check, 167 00:07:06,000 --> 00:07:08,160 understand how KPI metrics work, 168 00:07:08,160 --> 00:07:10,880 look up on YouTube how they work. 169 00:07:10,880 --> 00:07:13,400 You can find two and five minute videos on there 170 00:07:13,400 --> 00:07:16,120 that can teach you so much about what to look out for. 171 00:07:16,120 --> 00:07:18,920 Understand the difference between one time, you know, 172 00:07:18,920 --> 00:07:22,240 closers and the peril that that can cause longterm 173 00:07:22,240 --> 00:07:26,080 for your brand and creating longterm holistic relationships. 174 00:07:26,080 --> 00:07:28,720 Visionaries, we need to understand all of those dynamics. 175 00:07:28,720 --> 00:07:32,000 There's a time and a place like a trade show to be quick 176 00:07:32,000 --> 00:07:33,280 and get people intrigued, 177 00:07:33,280 --> 00:07:35,840 but you better have some seriously great marketing 178 00:07:35,840 --> 00:07:37,200 and nurturing materials, 179 00:07:37,200 --> 00:07:40,200 or you better be selling a piece of gum 180 00:07:40,200 --> 00:07:42,120 that nobody's gonna care about 30 minutes later, 181 00:07:42,120 --> 00:07:44,400 because the relationship longterm, 182 00:07:44,400 --> 00:07:46,800 that's where I hope you focus in regards to your visions. 183 00:07:46,800 --> 00:07:49,160 So I'll bring them on, we'll debate about it, 184 00:07:49,160 --> 00:07:50,000 we'll talk about it, 185 00:07:50,000 --> 00:07:53,840 we'll exchange healthy blows related to sales. 186 00:07:53,840 --> 00:07:57,240 And I have no intention whatsoever to beat up Phil, 187 00:07:57,240 --> 00:07:58,080 and he knows that. 188 00:07:58,080 --> 00:08:00,240 My goal is to make sure that you guys are protected 189 00:08:00,240 --> 00:08:01,920 with a well-rounded perspective, 190 00:08:01,920 --> 00:08:03,080 because as visionaries, 191 00:08:03,080 --> 00:08:04,400 you're gonna have lots of opportunities 192 00:08:04,400 --> 00:08:06,120 to engage with people on different levels. 193 00:08:06,120 --> 00:08:08,320 So as we get ready to talk about that, 194 00:08:08,320 --> 00:08:10,400 I also wanna give you another couple of resources. 195 00:08:10,400 --> 00:08:11,600 The first one being, 196 00:08:11,600 --> 00:08:13,960 Oportunidades de Trabajo para Latinos. 197 00:08:13,960 --> 00:08:15,920 These sponsors, you're not paid for sponsors. 198 00:08:15,920 --> 00:08:18,500 These are entities that we're integrated with, 199 00:08:18,500 --> 00:08:19,840 that we absolutely love, 200 00:08:19,840 --> 00:08:22,760 and one of them is home owned, and that is opportunities. 201 00:08:22,760 --> 00:08:25,580 This program exists in Spanish and Pakistan, 202 00:08:25,580 --> 00:08:26,680 it's growing right now. 203 00:08:26,680 --> 00:08:28,120 In India, we're well established, 204 00:08:28,120 --> 00:08:30,780 and in the Philippines as well. 205 00:08:30,780 --> 00:08:33,360 And we're looking to open the market in Europe. 206 00:08:33,360 --> 00:08:34,340 What is this? 207 00:08:34,340 --> 00:08:35,680 What we want in this case, 208 00:08:35,680 --> 00:08:36,860 if you're a Latino leader, 209 00:08:36,860 --> 00:08:39,040 we'd love to have you on our Spanish show. 210 00:08:39,040 --> 00:08:40,520 We're actually teaching Latinos 211 00:08:40,520 --> 00:08:42,240 who've never heard of LinkedIn, 212 00:08:42,240 --> 00:08:43,560 who've never heard of Upwork, 213 00:08:43,560 --> 00:08:44,940 who've never heard of digital marketing, 214 00:08:44,940 --> 00:08:46,380 podcasting, et cetera, 215 00:08:46,380 --> 00:08:48,280 that there are jobs out there for them. 216 00:08:48,280 --> 00:08:50,120 You guys might call that VA relationships, 217 00:08:50,120 --> 00:08:52,080 we call that virtual abuse. 218 00:08:52,080 --> 00:08:52,920 We don't believe in it, 219 00:08:52,920 --> 00:08:55,240 we believe it's super important to take care of your people. 220 00:08:55,240 --> 00:08:57,240 So we create this program to train them 221 00:08:57,240 --> 00:08:59,720 on how to become excellent digital ambassadors. 222 00:08:59,720 --> 00:09:02,100 And again, I would love to see you guys get involved. 223 00:09:02,100 --> 00:09:03,840 If you're in the space of trying to hire 224 00:09:03,840 --> 00:09:05,640 one or two team members, 225 00:09:05,640 --> 00:09:07,640 you might go check this out and see what we're up to. 226 00:09:07,640 --> 00:09:08,680 I'll leave that there for now 227 00:09:08,680 --> 00:09:12,560 and move on to Zach Ullman of learnandgrowrich.net. 228 00:09:12,560 --> 00:09:15,520 Zach has a program almost identical to ours. 229 00:09:15,520 --> 00:09:18,720 However, we basically approach business growth 230 00:09:18,720 --> 00:09:20,120 from a completely different angle. 231 00:09:20,120 --> 00:09:21,860 So you would think we would bite, no way. 232 00:09:21,860 --> 00:09:24,500 I hired him as our chief financial officer, 233 00:09:24,500 --> 00:09:27,320 knowing that he could help us scale hundreds of companies 234 00:09:27,320 --> 00:09:29,780 with the intricacies of the infrastructure that he has. 235 00:09:29,780 --> 00:09:31,160 Now him and I both know, 236 00:09:31,160 --> 00:09:33,680 business is as simple as a human body. 237 00:09:33,680 --> 00:09:36,300 My four-year-old can draw the human body, 238 00:09:36,300 --> 00:09:38,120 but a doctor can study it for 30 years 239 00:09:38,120 --> 00:09:39,960 and still not have the slightest idea 240 00:09:39,960 --> 00:09:41,960 of the depths and intricacies that exist within. 241 00:09:41,960 --> 00:09:43,400 The same is true of business. 242 00:09:43,400 --> 00:09:45,400 It's so important to have a great team. 243 00:09:45,400 --> 00:09:47,500 If you're not interested in working with us, 244 00:09:47,500 --> 00:09:48,480 that's totally fine. 245 00:09:48,480 --> 00:09:51,440 I'd be happy to see you work directly with Zach. 246 00:09:51,440 --> 00:09:54,080 He's a phenomenal strategic partner in business 247 00:09:54,080 --> 00:09:55,240 and his systems are there. 248 00:09:55,240 --> 00:09:57,600 There's like 800 people in his group as well. 249 00:09:57,600 --> 00:09:58,800 He's become a dear friend of mine. 250 00:09:58,800 --> 00:10:01,760 So I highly recommend checking out learnandgrowrich.net. 251 00:10:01,760 --> 00:10:03,840 If you're looking to uplevel your lifestyle 252 00:10:03,840 --> 00:10:06,440 and perhaps create a stronger infrastructure 253 00:10:06,440 --> 00:10:08,680 for your financial responsibilities for business. 254 00:10:08,680 --> 00:10:10,140 Then there's the Water Project. 255 00:10:10,140 --> 00:10:12,080 We do not have an affiliation with the Water Project, 256 00:10:12,080 --> 00:10:13,720 but we do contribute monthly to it. 257 00:10:13,720 --> 00:10:17,780 And it's one of those realities where I had never, 258 00:10:17,780 --> 00:10:19,220 I've never been thirsty in my life. 259 00:10:19,220 --> 00:10:20,860 I've never been without water. 260 00:10:20,860 --> 00:10:24,060 And these, as I studied this, the families, the kids, 261 00:10:24,060 --> 00:10:25,920 they have to leave work, they have to leave school 262 00:10:25,920 --> 00:10:27,680 to go find a source of water. 263 00:10:27,680 --> 00:10:30,040 And they might be walking three to five miles. 264 00:10:30,040 --> 00:10:32,120 I can't imagine having my own kids do that. 265 00:10:32,120 --> 00:10:34,400 I can't imagine trying to provide for my family 266 00:10:34,400 --> 00:10:36,440 as a single father of four. 267 00:10:36,440 --> 00:10:38,520 And you'd have to go find a source of water 268 00:10:38,520 --> 00:10:40,600 not knowing what that water is gonna do to my kids. 269 00:10:40,600 --> 00:10:42,800 It just kind of breaks my heart to think about it, 270 00:10:42,800 --> 00:10:43,720 but it would break my heart more 271 00:10:43,720 --> 00:10:45,000 if I didn't do anything about it. 272 00:10:45,000 --> 00:10:46,960 So you actually get to pick the communities 273 00:10:46,960 --> 00:10:48,340 that you get to support on this. 274 00:10:48,340 --> 00:10:49,920 You get to see whether they're building something 275 00:10:49,920 --> 00:10:52,240 called a sand dam or a borehole well, 276 00:10:52,240 --> 00:10:53,840 a long-term water solution. 277 00:10:53,840 --> 00:10:56,280 And if you'd provide even five to $10, 278 00:10:56,280 --> 00:10:58,200 it will let you know when that project's complete. 279 00:10:58,200 --> 00:11:00,200 You get to see your impact take place. 280 00:11:00,200 --> 00:11:03,180 And these kids right here, they celebrate water 281 00:11:03,180 --> 00:11:05,680 more than my kids celebrate Christmas Day, right? 282 00:11:05,680 --> 00:11:07,000 That's incredible. 283 00:11:07,000 --> 00:11:09,080 So if you don't have the financial wherewithal 284 00:11:09,080 --> 00:11:11,240 to be able to help directly on this, 285 00:11:11,240 --> 00:11:14,020 my hope is that you will either rock a microphone yourself 286 00:11:14,020 --> 00:11:16,480 and talk about this project or something similar 287 00:11:16,480 --> 00:11:17,940 that's near and dear to your heart, 288 00:11:17,940 --> 00:11:19,640 or share it with a friend or family member 289 00:11:19,640 --> 00:11:21,920 that came to mind while we talked about this. 290 00:11:21,920 --> 00:11:25,120 You never know how far the ripple effect will go 291 00:11:25,120 --> 00:11:26,360 for the word that you spread 292 00:11:26,360 --> 00:11:27,960 and the good that you potentially do. 293 00:11:27,960 --> 00:11:30,480 And we got 8 billion people to help in this world. 294 00:11:30,480 --> 00:11:32,520 So please jump in and help out. 295 00:11:32,520 --> 00:11:34,120 Thank you so much for your time on that. 296 00:11:34,120 --> 00:11:34,960 Without further ado, 297 00:11:34,960 --> 00:11:37,680 let's serve you and get right back to Vision. 298 00:11:37,680 --> 00:11:40,680 Phil Whitebloom, thanks for joining me on Vision Pros Live. 299 00:11:40,680 --> 00:11:41,600 Thanks, Jackson. 300 00:11:41,600 --> 00:11:43,280 I'm so happy to be here. 301 00:11:43,280 --> 00:11:44,120 Yeah, man, me too. 302 00:11:44,120 --> 00:11:47,300 And I'm glad I can see it in your eyes and your smile, 303 00:11:47,300 --> 00:11:48,520 the way you talked about earlier, 304 00:11:48,520 --> 00:11:49,800 what you're hoping people get out of this, 305 00:11:49,800 --> 00:11:50,960 that integrity aspect. 306 00:11:50,960 --> 00:11:52,440 I mean, that means a lot to me, man. 307 00:11:52,440 --> 00:11:54,540 I hope I get to catch up with you in person 308 00:11:54,540 --> 00:11:55,380 at some point in the future. 309 00:11:55,380 --> 00:11:56,720 That would be great. 310 00:11:56,720 --> 00:11:59,360 Phil, you've got decades of wisdom. 311 00:11:59,360 --> 00:12:01,320 You got decades of wisdom on me too. 312 00:12:01,320 --> 00:12:04,120 That's something that I really, really love and appreciate. 313 00:12:04,120 --> 00:12:08,180 So you have the capacity probably to serve most people 314 00:12:08,180 --> 00:12:09,720 in any way, shape or form, 315 00:12:09,720 --> 00:12:12,780 but what are you best at helping people? 316 00:12:12,780 --> 00:12:14,720 And what do people need most 317 00:12:14,720 --> 00:12:16,840 from your background and skillset? 318 00:12:16,840 --> 00:12:19,780 Okay, so first I'd like to identify something clearly. 319 00:12:19,780 --> 00:12:22,760 I wanna tell everybody all the parts of selling 320 00:12:22,760 --> 00:12:25,320 that I have personally created and invented. 321 00:12:25,320 --> 00:12:26,400 Are you ready? 322 00:12:26,400 --> 00:12:27,640 Get a pencil. 323 00:12:27,640 --> 00:12:29,000 Nothing. 324 00:12:29,000 --> 00:12:31,400 I have invented none of this. 325 00:12:31,400 --> 00:12:34,100 I have just learned through experience. 326 00:12:34,100 --> 00:12:36,520 I have learned from studying and researching. 327 00:12:36,520 --> 00:12:39,420 I still listen to multiple audio books a month, 328 00:12:39,420 --> 00:12:41,400 all in the topic area 329 00:12:41,400 --> 00:12:43,160 because there's so much great information, 330 00:12:43,160 --> 00:12:44,960 but it really comes from just being there. 331 00:12:44,960 --> 00:12:46,720 So I didn't invent anything. 332 00:12:46,720 --> 00:12:48,160 So if you're here for that, 333 00:12:48,160 --> 00:12:50,840 you probably wanna catch up with Jackson on a different show. 334 00:12:50,840 --> 00:12:52,540 But nevertheless, 335 00:12:55,360 --> 00:12:57,480 I'm a retirement failure. 336 00:12:57,480 --> 00:13:00,680 So that means I was in the corporate world for 40 years 337 00:13:01,600 --> 00:13:05,000 plus and always in the field of sales and sales leadership. 338 00:13:05,000 --> 00:13:09,320 Ironically enough, many people think of me as the sales guy, 339 00:13:09,320 --> 00:13:11,360 but really I was in sales leadership, 340 00:13:11,360 --> 00:13:13,720 running other groups and stuff, 341 00:13:13,720 --> 00:13:16,760 companies, departments for them, 342 00:13:16,760 --> 00:13:18,160 the best known was Sony, 343 00:13:18,160 --> 00:13:19,840 where I was started as a salesperson 344 00:13:19,840 --> 00:13:21,840 as vice president of sales later on. 345 00:13:21,840 --> 00:13:23,420 And the reason I bring all this up 346 00:13:23,420 --> 00:13:27,040 is when I retired from the corporate world during COVID, 347 00:13:27,040 --> 00:13:29,640 which was just timing more than anything else, 348 00:13:31,720 --> 00:13:33,900 I decided I needed to find something to do 349 00:13:33,900 --> 00:13:36,060 after sitting around in three months, 350 00:13:36,060 --> 00:13:37,560 looking at the computer screen. 351 00:13:37,560 --> 00:13:40,880 And so I started this as a hobby to help other people 352 00:13:40,880 --> 00:13:44,520 in how to sell better than other businesses and individuals. 353 00:13:44,520 --> 00:13:46,380 And it literally started out just like that. 354 00:13:46,380 --> 00:13:48,640 I figured I'd be doing it a few hours a week. 355 00:13:48,640 --> 00:13:51,040 I'd help people, they'd be doing much better. 356 00:13:51,040 --> 00:13:53,280 I feel really good about helping people. 357 00:13:53,280 --> 00:13:54,360 And that was it. 358 00:13:54,360 --> 00:13:57,080 I had no idea it was gonna turn into a business. 359 00:13:57,080 --> 00:14:01,620 And then I didn't have a website, I didn't have anything. 360 00:14:01,620 --> 00:14:03,340 And all of a sudden people were hiring me 361 00:14:03,340 --> 00:14:05,600 and I had to start and then here we go from here. 362 00:14:05,600 --> 00:14:09,480 So that's Jackson, a long answer to a short question. 363 00:14:09,480 --> 00:14:10,840 But it's a good, it's a great answer. 364 00:14:10,840 --> 00:14:13,420 And you can shoot this down, Phil, you ready for it? 365 00:14:13,420 --> 00:14:14,400 I'm ready. 366 00:14:14,400 --> 00:14:17,400 Okay, I'm happy to turn this into a sales leadership 367 00:14:17,400 --> 00:14:21,820 interview because I love that you're talking about that. 368 00:14:22,840 --> 00:14:25,360 The visionaries who are at the beginning, 369 00:14:25,360 --> 00:14:28,440 they've got so much to learn as it is. 370 00:14:28,440 --> 00:14:31,840 They've got to move things forward a little bit slower pace 371 00:14:31,840 --> 00:14:33,560 and they might want the sales tips and stuff. 372 00:14:33,560 --> 00:14:36,120 But if we wanna talk about sales leadership, 373 00:14:36,120 --> 00:14:39,080 then I would say that my brand and brands similar 374 00:14:39,080 --> 00:14:41,480 in terms of like, hey, we're getting ready to scale. 375 00:14:41,480 --> 00:14:45,200 That one of the greatest challenges I have is I'm gun shy 376 00:14:45,200 --> 00:14:47,280 with hiring salespeople, right? 377 00:14:47,280 --> 00:14:50,720 Because while I've got the job descriptions already, 378 00:14:50,720 --> 00:14:53,840 while I've hired a sales team of five that imploded, 379 00:14:53,840 --> 00:14:57,200 while I've worked on different, I learned as much as I could 380 00:14:57,200 --> 00:14:59,080 about that as did my team and we looked and saw, 381 00:14:59,080 --> 00:15:01,420 okay, wait, there's just more that needs to be done here. 382 00:15:01,420 --> 00:15:04,360 We've got an infrastructure for the training aspects. 383 00:15:04,360 --> 00:15:08,520 It's still such a difficult process to consider. 384 00:15:08,520 --> 00:15:11,700 Okay, let's pretend I do hire, I find five great 385 00:15:11,700 --> 00:15:12,620 salespeople today. 386 00:15:12,620 --> 00:15:16,160 Well, if I don't have that VP of sales in place, 387 00:15:16,160 --> 00:15:17,160 guess who's stuck? 388 00:15:17,160 --> 00:15:19,440 All right, doing the management aspect of that 389 00:15:19,440 --> 00:15:21,160 while also trying to be an entrepreneur. 390 00:15:21,160 --> 00:15:24,240 So I would love to go that route and say, 391 00:15:24,240 --> 00:15:28,080 all right, let's talk sales leadership in that case. 392 00:15:28,080 --> 00:15:28,900 Let's do that. 393 00:15:28,900 --> 00:15:31,640 And I have to say, this is actually happening live 394 00:15:31,640 --> 00:15:35,080 as we're talking and it wasn't planned to anybody. 395 00:15:35,080 --> 00:15:38,300 It was really, this is the fourth time 396 00:15:38,300 --> 00:15:40,300 this has come up to me in two weeks. 397 00:15:40,300 --> 00:15:42,860 And I've got three new clients coming on board 398 00:15:42,860 --> 00:15:46,080 for this topic because they said virtually the same thing 399 00:15:46,080 --> 00:15:48,560 that you did and one I'm already underway with. 400 00:15:48,560 --> 00:15:50,560 And I'm saying, maybe this is a calling that says, 401 00:15:50,560 --> 00:15:53,120 Phil, focus here because there's a real need for it. 402 00:15:53,120 --> 00:15:54,760 Well, you just manifested it. 403 00:15:54,760 --> 00:15:57,520 Yeah, and you just, I mean, it was incredible. 404 00:15:57,520 --> 00:16:00,840 And it's really very interesting that 405 00:16:02,480 --> 00:16:04,340 when so many people go into business, 406 00:16:04,340 --> 00:16:06,200 they go into business for a couple of reasons. 407 00:16:06,200 --> 00:16:08,560 One is they have this area of genius 408 00:16:08,560 --> 00:16:10,940 or a passion for something that they love. 409 00:16:10,940 --> 00:16:14,600 And it's usually around the product or the service 410 00:16:14,600 --> 00:16:18,240 or services that they're offering, whatever that may be. 411 00:16:18,240 --> 00:16:19,920 And they get everything they need to do 412 00:16:19,920 --> 00:16:22,200 to go into business and they don't give any thought to, 413 00:16:22,200 --> 00:16:24,240 oh, we have to sell something. 414 00:16:24,240 --> 00:16:27,200 Because one of my lines is that, 415 00:16:27,200 --> 00:16:30,680 Field of Dreams is a movie, it's not real life. 416 00:16:30,680 --> 00:16:33,640 If you build it, it doesn't mean they will come. 417 00:16:33,640 --> 00:16:36,120 And even Apple, when they come out with a new product, 418 00:16:36,120 --> 00:16:37,620 a new iPhone or whatever it is, 419 00:16:37,620 --> 00:16:39,120 and people line up around the block 420 00:16:39,120 --> 00:16:40,920 the night before it goes on sale, 421 00:16:41,800 --> 00:16:44,400 that didn't happen overnight for them either. 422 00:16:44,400 --> 00:16:46,200 They earned that. 423 00:16:46,200 --> 00:16:47,700 That wasn't magic. 424 00:16:47,700 --> 00:16:50,920 And so selling is something 425 00:16:50,920 --> 00:16:52,660 that should be thought of right up front. 426 00:16:52,660 --> 00:16:53,740 It's like, I've got this stuff. 427 00:16:53,740 --> 00:16:56,320 And before I do anything else, how am I gonna sell it? 428 00:16:56,320 --> 00:16:58,600 In the real world, that's not what happens. 429 00:16:58,600 --> 00:16:59,680 Yeah, and so- 430 00:16:59,680 --> 00:17:00,720 I'd counter too on that. 431 00:17:00,720 --> 00:17:02,760 And I'm with you on the importance 432 00:17:02,760 --> 00:17:03,960 of getting that done up front. 433 00:17:03,960 --> 00:17:06,160 And part of that path, visionaries, 434 00:17:06,160 --> 00:17:08,400 is you gotta have your vision clear. 435 00:17:08,400 --> 00:17:10,120 You gotta have your culture. 436 00:17:10,120 --> 00:17:11,240 You don't have to. 437 00:17:11,240 --> 00:17:12,700 But if you build a clear vision, 438 00:17:12,700 --> 00:17:14,540 you build a great culture, 439 00:17:14,540 --> 00:17:17,000 you attract amazing leadership, 440 00:17:17,000 --> 00:17:19,720 that puts you in a position to be able to create 441 00:17:19,720 --> 00:17:21,880 what we call an irresistible offer. 442 00:17:21,880 --> 00:17:25,040 And having that irresistible offer on the marketing front 443 00:17:25,040 --> 00:17:27,960 empowers a sales team, right? 444 00:17:27,960 --> 00:17:29,920 A team of representatives for your brand, 445 00:17:29,920 --> 00:17:32,600 a team of leadership to be able to talk about something 446 00:17:32,600 --> 00:17:35,800 that the market is already actually interested in. 447 00:17:35,800 --> 00:17:39,920 And so I would put those dynamics prior to the, 448 00:17:39,920 --> 00:17:42,440 oh, I think this is good, so let's just go sell it. 449 00:17:42,440 --> 00:17:44,040 And I don't think you said that, Phil. 450 00:17:44,040 --> 00:17:46,960 I know that a visionary is often hear that though. 451 00:17:46,960 --> 00:17:48,760 And so visionaries, slow down, 452 00:17:48,760 --> 00:17:50,560 get the marketing aspects right. 453 00:17:50,560 --> 00:17:52,820 Attempt to sell chat GPT for heaven's sake. 454 00:17:52,820 --> 00:17:55,120 And say, chat GPT, here's what I'm trying to sell. 455 00:17:55,120 --> 00:17:56,360 Here's my script. 456 00:17:56,360 --> 00:17:57,800 Why would you not buy this? 457 00:17:57,800 --> 00:17:59,320 Or what could make this better? 458 00:17:59,320 --> 00:18:00,640 If you don't wanna work with me, 459 00:18:00,640 --> 00:18:02,840 start playing with AI and getting some great feedback 460 00:18:02,840 --> 00:18:04,240 on that, so continue, Phil, go ahead. 461 00:18:04,240 --> 00:18:07,200 Yeah, I know, I love that Alex Hormozi reference 462 00:18:07,200 --> 00:18:10,320 about making those offers. 463 00:18:10,320 --> 00:18:11,160 And you know what? 464 00:18:11,160 --> 00:18:15,840 I did a podcast this past year that was entitled, 465 00:18:15,840 --> 00:18:17,720 how your successful marketing campaign 466 00:18:17,720 --> 00:18:19,220 could put you out of business. 467 00:18:20,840 --> 00:18:21,680 Very good. 468 00:18:21,680 --> 00:18:22,760 That's what people's attention, right? 469 00:18:22,760 --> 00:18:26,760 So what that means is that, 470 00:18:26,760 --> 00:18:30,360 let's say you get involved with you, Jackson. 471 00:18:30,360 --> 00:18:31,840 Let's say again, we've got with you 472 00:18:31,840 --> 00:18:34,160 and you put together this great marketing campaign 473 00:18:34,160 --> 00:18:36,720 and you're all excited and it works. 474 00:18:36,720 --> 00:18:39,080 And you're used to getting maybe five leads a week 475 00:18:39,080 --> 00:18:40,480 and maybe at that point. 476 00:18:40,480 --> 00:18:44,000 And then all of a sudden you have 50 or 500. 477 00:18:44,000 --> 00:18:45,840 It's not a good problem to have. 478 00:18:45,840 --> 00:18:46,680 No, don't ever say that. 479 00:18:46,680 --> 00:18:48,520 Not if you don't have the infrastructure. 480 00:18:48,520 --> 00:18:50,280 You don't have, well, what happens is 481 00:18:50,280 --> 00:18:53,000 when you have these leads come in and Jackson feels, 482 00:18:53,000 --> 00:18:55,760 please feel free to stop me anywhere. 483 00:18:55,760 --> 00:18:58,200 I love this, I love this, hit it, you're right. 484 00:18:58,200 --> 00:19:00,240 So what happens here then is 485 00:19:00,240 --> 00:19:02,040 if it's not and if supply chain's not there, 486 00:19:02,040 --> 00:19:04,080 I've got a real live story to tell you in a second 487 00:19:04,080 --> 00:19:06,400 about not communicating with supply chain. 488 00:19:06,400 --> 00:19:10,520 And so, but in this particular case, 489 00:19:10,520 --> 00:19:14,400 if when people have, when you have a lead, 490 00:19:14,400 --> 00:19:18,440 you have a day maybe two to follow up on that lead 491 00:19:18,440 --> 00:19:20,120 before it goes cold. 492 00:19:20,120 --> 00:19:21,960 Because if it's something that they really wanted 493 00:19:21,960 --> 00:19:23,640 and you did not respond, 494 00:19:23,640 --> 00:19:25,240 they went someplace else to get it. 495 00:19:25,240 --> 00:19:27,200 Maybe it's the same exact product or service, 496 00:19:27,200 --> 00:19:28,720 or maybe it's something a little different, 497 00:19:28,720 --> 00:19:31,240 but you had your opportunity and you missed it. 498 00:19:31,240 --> 00:19:33,480 So that's one thing. 499 00:19:33,480 --> 00:19:36,920 The other thing is that you get a reputation 500 00:19:36,920 --> 00:19:39,560 and you get referrals for all the wrong reasons. 501 00:19:39,560 --> 00:19:43,280 You say, oh, I don't wanna deal with that company 502 00:19:43,280 --> 00:19:46,360 because I sent them something, they never responded. 503 00:19:46,360 --> 00:19:47,200 And I actually liked that, 504 00:19:47,200 --> 00:19:48,280 I was interested in what they wanted. 505 00:19:48,280 --> 00:19:50,120 So maybe you guys, you're talking to your buddy, 506 00:19:50,120 --> 00:19:51,720 your friend, your family member, 507 00:19:51,720 --> 00:19:53,480 and you say, or your colleague, 508 00:19:53,480 --> 00:19:55,400 and you say, go someplace else 509 00:19:55,400 --> 00:19:57,080 because these guys don't follow up. 510 00:19:57,080 --> 00:19:59,560 So you don't even know the opportunities you're losing. 511 00:19:59,560 --> 00:20:00,400 So now you got that. 512 00:20:00,400 --> 00:20:02,040 I'll disagree with that one though, 100%. 513 00:20:02,040 --> 00:20:05,920 Because of Tony Robbins and Taylor Swift. 514 00:20:06,960 --> 00:20:09,360 They cannot possibly handle all the messages 515 00:20:09,360 --> 00:20:10,520 and opportunities that they have. 516 00:20:10,520 --> 00:20:12,600 Neither can Google, neither can Amazon. 517 00:20:12,600 --> 00:20:15,040 So the reality of supply and demand 518 00:20:15,040 --> 00:20:17,120 and abundance in your favor 519 00:20:17,120 --> 00:20:20,040 should not be something that should be constrained 520 00:20:20,040 --> 00:20:22,600 because of the ability to talk to people. 521 00:20:22,600 --> 00:20:26,200 Taylor Swift, if she gets a Twitter message right now 522 00:20:26,200 --> 00:20:28,480 and she responds to it 10 years later, 523 00:20:28,480 --> 00:20:30,220 that fan's gonna be so excited 524 00:20:30,220 --> 00:20:31,760 that they ever even got a response. 525 00:20:31,760 --> 00:20:34,200 And so I don't agree from that standpoint, 526 00:20:34,200 --> 00:20:35,960 but I do agree from the infrastructure 527 00:20:35,960 --> 00:20:37,040 and fulfillment standpoint. 528 00:20:37,040 --> 00:20:38,760 Because if you're a visionary, 529 00:20:38,760 --> 00:20:40,480 and let's say you come up with the idea 530 00:20:40,480 --> 00:20:43,720 that I'm gonna do this music festival called FireFest, 531 00:20:43,720 --> 00:20:45,520 and you promote it to the world 532 00:20:45,520 --> 00:20:47,040 and you don't fulfill on it, 533 00:20:47,040 --> 00:20:49,680 next thing you know, you find yourself in prison 534 00:20:49,680 --> 00:20:53,040 and in a Netflix documentary stating why 535 00:20:53,040 --> 00:20:57,360 and how this whole snafu of fake events 536 00:20:57,360 --> 00:20:58,320 was gonna come together. 537 00:20:58,320 --> 00:20:59,540 No, it can destroy your life. 538 00:20:59,540 --> 00:21:01,400 You have to be able to fulfill 539 00:21:01,400 --> 00:21:03,520 on what it is that you're promising to the market. 540 00:21:03,520 --> 00:21:06,680 And so we were very careful at videopower.com. 541 00:21:06,680 --> 00:21:09,760 We ran some of the most viral video ad campaigns of all time 542 00:21:09,760 --> 00:21:11,560 to make sure that the clients that we worked with 543 00:21:11,560 --> 00:21:15,600 were in a position to fulfill on what it was they promised. 544 00:21:15,600 --> 00:21:18,800 But the thresholds that Alex Hermosy talks about 545 00:21:18,800 --> 00:21:20,920 are incredibly important to know 546 00:21:20,920 --> 00:21:23,520 for the sake of making sure that you have quality assurance 547 00:21:23,520 --> 00:21:26,720 in place, that you are actually helping these people. 548 00:21:26,720 --> 00:21:28,520 So Jackson, I guess what I should have done, 549 00:21:28,520 --> 00:21:31,960 so by the way, folks, this is what happens in sales too, 550 00:21:31,960 --> 00:21:33,900 because people will have a different viewpoint 551 00:21:33,900 --> 00:21:35,840 or they'll be thinking of it differently than that. 552 00:21:35,840 --> 00:21:38,680 So what I should have done, 553 00:21:38,680 --> 00:21:41,320 what I should have done is I should have qualified myself 554 00:21:41,320 --> 00:21:44,620 upfront on this because what Jackson said is correct. 555 00:21:44,620 --> 00:21:45,840 It's not incorrect. 556 00:21:45,840 --> 00:21:48,480 So what I should have done differently is I should have said, 557 00:21:48,480 --> 00:21:49,560 if we're talking to people 558 00:21:49,560 --> 00:21:51,040 who don't have this infrastructure 559 00:21:51,040 --> 00:21:53,400 and you don't have this fame of, 560 00:21:53,400 --> 00:21:57,220 everybody knows who you are, that will become your fame. 561 00:21:57,220 --> 00:22:01,000 So what you need to do is you need to be ready that say, 562 00:22:01,000 --> 00:22:05,240 you're not gonna invest in a marketing program to fail. 563 00:22:05,240 --> 00:22:07,360 But that's one you could guarantee you'll be right 564 00:22:07,360 --> 00:22:08,360 if you do that. 565 00:22:09,160 --> 00:22:10,880 But you invest in it to win. 566 00:22:10,880 --> 00:22:12,240 You invest in it to win, right? 567 00:22:12,240 --> 00:22:13,540 And then when you invest to win, you say, 568 00:22:13,540 --> 00:22:15,780 okay, what do I have to do to fulfill? 569 00:22:15,780 --> 00:22:16,620 When this is successful. 570 00:22:16,620 --> 00:22:19,800 That's where I'm going. 571 00:22:19,800 --> 00:22:21,640 It's actually complimentary. 572 00:22:21,640 --> 00:22:22,720 There's no argument on it. 573 00:22:22,720 --> 00:22:25,120 It's a matter of as a visionary, 574 00:22:25,120 --> 00:22:28,160 if you've never worked in a marketing department before, 575 00:22:28,160 --> 00:22:30,900 if you've never been a chief marketing officer, 576 00:22:30,900 --> 00:22:34,140 then perhaps you shouldn't be making marketing decisions. 577 00:22:34,140 --> 00:22:34,980 And that's up to you. 578 00:22:34,980 --> 00:22:37,640 It's not a matter of shoulds or what you have to do 579 00:22:37,640 --> 00:22:40,960 as much as these are perspectives that you can explore 580 00:22:40,960 --> 00:22:43,080 as you're preparing to put your vision out there. 581 00:22:43,080 --> 00:22:46,600 And having these types of dialogues even like right now, 582 00:22:46,600 --> 00:22:49,520 Phil is selling me on his ideas and that's a good thing. 583 00:22:49,520 --> 00:22:52,880 It's an important process because he's opening perspectives 584 00:22:52,880 --> 00:22:54,360 for me to see new things. 585 00:22:54,360 --> 00:22:57,460 And I'm doing the same thing by talking to Phil 586 00:22:57,460 --> 00:22:58,560 about my new perspectives. 587 00:22:58,560 --> 00:23:01,320 That concept of being able to share 588 00:23:01,320 --> 00:23:04,800 and experience conflict without a sense of attack, right? 589 00:23:04,800 --> 00:23:07,800 Without a sense of like feeling self-deprecation 590 00:23:07,800 --> 00:23:11,360 or insecurity and a full appreciation for man, 591 00:23:11,360 --> 00:23:13,440 this gives me a greater depth of knowledge 592 00:23:13,440 --> 00:23:17,760 related to the whole market and how my concepts come across. 593 00:23:17,760 --> 00:23:20,200 This is an incubation that's so important 594 00:23:20,200 --> 00:23:22,440 and so many visionaries out there 595 00:23:22,440 --> 00:23:26,200 don't even have somebody by their side to do this, right? 596 00:23:26,200 --> 00:23:28,520 To talk about the different perspectives that exist. 597 00:23:28,520 --> 00:23:30,560 So what is, let's dive into, 598 00:23:30,560 --> 00:23:33,760 what is your vision, Phil, for the people that you serve? 599 00:23:34,960 --> 00:23:36,160 So great question. 600 00:23:36,160 --> 00:23:38,520 So that's a really good question. 601 00:23:38,520 --> 00:23:41,640 So the, and I say that because, 602 00:23:41,640 --> 00:23:43,760 what, I haven't got asked that before, just like that. 603 00:23:43,760 --> 00:23:46,360 And the, but the vision is clear for me. 604 00:23:46,360 --> 00:23:49,840 It's when you're asking powerful questions, 605 00:23:49,840 --> 00:23:52,800 that means that they're not just open-ended questions, 606 00:23:52,800 --> 00:23:54,640 they're questions to find out what people, 607 00:23:54,640 --> 00:23:56,760 what's really motivating them, what they, 608 00:23:56,760 --> 00:23:58,720 why they are really doing something. 609 00:23:58,720 --> 00:24:00,120 And when I learned that, 610 00:24:01,000 --> 00:24:04,240 then my vision is to find a way to get them there. 611 00:24:04,240 --> 00:24:06,200 And if I can't find the way to get them there, 612 00:24:06,200 --> 00:24:09,660 I'm gonna find the who's to help them get there. 613 00:24:09,660 --> 00:24:11,160 Maybe Jackson, maybe you're the who. 614 00:24:11,160 --> 00:24:15,800 If you haven't read Who, Not How, you should do that. 615 00:24:15,800 --> 00:24:18,080 It's another great, it's another great book 616 00:24:18,080 --> 00:24:20,280 because there's so many great who's out there. 617 00:24:20,280 --> 00:24:23,640 And if you get something from me on this point only, 618 00:24:23,640 --> 00:24:25,920 then I was your who at this moment, right? 619 00:24:25,920 --> 00:24:26,760 Oh my gosh. 620 00:24:26,760 --> 00:24:27,580 Jackson was your who. 621 00:24:27,580 --> 00:24:30,160 So, so this is what it's all about. 622 00:24:30,160 --> 00:24:31,520 And if I'll give you a quick story, 623 00:24:31,520 --> 00:24:35,640 I was interviewing somebody about possibly bringing me on 624 00:24:35,640 --> 00:24:37,080 as a coach, you work for somebody else, 625 00:24:37,080 --> 00:24:39,640 so that their boss would have to hire me. 626 00:24:39,640 --> 00:24:41,600 But when I was talking to this person, 627 00:24:42,960 --> 00:24:44,960 single mom and all this other stuff, 628 00:24:44,960 --> 00:24:46,480 I won't drag out the long story, 629 00:24:46,480 --> 00:24:48,840 you know, gotta raise your child, everything else like that, 630 00:24:48,840 --> 00:24:50,920 needs to make more sales, having a difficult time. 631 00:24:50,920 --> 00:24:53,920 I say, yeah, but what is it that you really want? 632 00:24:53,920 --> 00:24:55,480 And she told me that she wants to own 633 00:24:55,480 --> 00:24:57,400 a therapeutic horse farm. 634 00:24:57,400 --> 00:25:00,040 And I said, well, then why don't you have it? 635 00:25:00,040 --> 00:25:02,440 She said, because, well, I don't have enough money 636 00:25:02,440 --> 00:25:04,760 and everybody tells me that it's a bad idea, 637 00:25:04,760 --> 00:25:06,320 you'll never achieve it and everything else. 638 00:25:06,320 --> 00:25:08,600 And I explained to her right then and there, 639 00:25:08,600 --> 00:25:11,400 so if you were to hire me as your sales coach, 640 00:25:11,400 --> 00:25:13,160 what I would consider my job to be 641 00:25:13,160 --> 00:25:15,520 is to help you get that therapeutic horse farm, 642 00:25:15,520 --> 00:25:17,040 not to feed your child and everything else, 643 00:25:17,040 --> 00:25:18,320 because if you get the horse farm, 644 00:25:18,320 --> 00:25:20,580 you've done all that already on the way. 645 00:25:20,580 --> 00:25:22,720 So that will continue on. 646 00:25:22,720 --> 00:25:25,040 And then you ask her the open-ended question, 647 00:25:25,040 --> 00:25:26,580 how does that sound to you? 648 00:25:26,580 --> 00:25:28,380 You know, what do you like about this and everything else? 649 00:25:28,380 --> 00:25:30,280 And then you explain that all these people 650 00:25:30,280 --> 00:25:32,480 that are telling you all the reasons that won't work 651 00:25:32,480 --> 00:25:34,580 and you can't do it, I said, they're not your friends, 652 00:25:34,580 --> 00:25:35,860 they are your family. 653 00:25:35,860 --> 00:25:38,300 Tell them you love them and they're in the way. 654 00:25:38,300 --> 00:25:40,520 And then go find the people that will help you. 655 00:25:40,520 --> 00:25:43,440 Go find those who's and- 656 00:25:43,440 --> 00:25:44,280 Huge. 657 00:25:44,280 --> 00:25:46,520 And then maybe if I can't help you myself, 658 00:25:46,520 --> 00:25:48,120 I could help you find the who's. 659 00:25:48,120 --> 00:25:51,980 So that's, so the vision is about helping people 660 00:25:51,980 --> 00:25:55,120 reach that ultimate goal of where they wanna go 661 00:25:55,120 --> 00:25:57,160 and it's not a milestone, it's the end 662 00:25:57,160 --> 00:25:58,640 and the milestones will be achieved 663 00:25:58,640 --> 00:26:00,720 through the tactical part. 664 00:26:00,720 --> 00:26:01,560 Well, absolutely. 665 00:26:01,560 --> 00:26:05,720 And so I was excited to dive in that concept of the who, 666 00:26:05,720 --> 00:26:09,760 because my friends, the fastest way for me to disqualify 667 00:26:09,760 --> 00:26:11,600 a potential client, a prospect, 668 00:26:11,600 --> 00:26:13,840 and somebody who wants to work on my team 669 00:26:13,840 --> 00:26:16,440 is when somebody is obsessed with trying to break down 670 00:26:16,440 --> 00:26:18,840 and understand the how and the what. 671 00:26:18,840 --> 00:26:21,180 As soon as I notice that somebody keeps reverting back 672 00:26:21,180 --> 00:26:24,920 to how and what, I try to move away from that relationship 673 00:26:24,920 --> 00:26:27,520 because that's not what's important to me. 674 00:26:27,520 --> 00:26:31,360 What's important to me is who, like what type of person, 675 00:26:31,360 --> 00:26:33,400 are they loving, patient, persistent, consistent, 676 00:26:33,400 --> 00:26:34,360 and reliable? 677 00:26:34,360 --> 00:26:35,680 Those are my big five. 678 00:26:35,680 --> 00:26:38,960 If they have those five values and virtues 679 00:26:38,960 --> 00:26:41,800 as kind of their centerpiece for how they live life, 680 00:26:41,800 --> 00:26:44,360 then I wanna know their why, what's their purpose. 681 00:26:44,360 --> 00:26:47,920 But Simon Sinek, love your book, start with why, why second. 682 00:26:47,920 --> 00:26:49,160 Right, then comes the why. 683 00:26:49,160 --> 00:26:52,200 If that's aligned, then the cool thing is 684 00:26:52,200 --> 00:26:55,560 the how and the what is not only like just as easy to do, 685 00:26:55,560 --> 00:26:58,240 it's actually a little bit easier and it's fun 686 00:26:58,240 --> 00:27:00,840 because the person that I'm with is somebody that I want 687 00:27:00,840 --> 00:27:03,320 to tackle the how and the what with 688 00:27:03,320 --> 00:27:05,720 or they can tackle it without me having to get involved 689 00:27:05,720 --> 00:27:08,520 because I know they have the integrity to move forward 690 00:27:08,520 --> 00:27:09,360 and get it done. 691 00:27:09,360 --> 00:27:12,360 So I love that you said that and I'm glad you referenced 692 00:27:12,360 --> 00:27:13,200 the book again. 693 00:27:13,200 --> 00:27:15,040 I'm gonna be referencing that book more often 694 00:27:15,040 --> 00:27:16,680 now that you mentioned it. 695 00:27:16,680 --> 00:27:19,880 Phil, let's dive into a dark subject. 696 00:27:19,880 --> 00:27:24,120 What's the worst leadership experience that you've ever had? 697 00:27:24,120 --> 00:27:27,080 Oh, well, that's an easy one. 698 00:27:27,080 --> 00:27:30,160 So, well, there's a couple. 699 00:27:30,160 --> 00:27:33,120 And from two totally different perspectives. 700 00:27:33,120 --> 00:27:38,120 And I had one manager, a senior manager above me 701 00:27:39,240 --> 00:27:41,120 who actually gave me my first sales management job, 702 00:27:41,120 --> 00:27:43,360 ironically enough, in a major corporation. 703 00:27:44,320 --> 00:27:48,240 So he liked me, we got along, but he was horrendous. 704 00:27:48,240 --> 00:27:49,280 He was vicious. 705 00:27:49,280 --> 00:27:51,840 He was mean to people and everything else. 706 00:27:51,840 --> 00:27:54,400 And I mean, whether you were sick or well, 707 00:27:54,400 --> 00:27:56,680 there was one guy, the doctor told him he had to stay home 708 00:27:56,680 --> 00:27:59,640 for more than a month because he didn't have a problem. 709 00:27:59,640 --> 00:28:02,440 This person drove to his house, picked him up every day 710 00:28:02,440 --> 00:28:04,080 and brought him into the office. 711 00:28:04,080 --> 00:28:05,880 This was long before there was Zoom 712 00:28:05,880 --> 00:28:07,280 or anything else going on. 713 00:28:08,080 --> 00:28:12,360 And he almost put another guy in a hospital 714 00:28:12,360 --> 00:28:14,160 because he had him so stressed out 715 00:28:14,160 --> 00:28:17,000 because he was just constantly yelling at him all the time. 716 00:28:17,000 --> 00:28:19,040 That is not a leadership role. 717 00:28:19,040 --> 00:28:21,840 That is, and people will not get up 718 00:28:21,840 --> 00:28:24,080 and take a bullet for you in business 719 00:28:24,920 --> 00:28:26,800 and support you with whatever you need 720 00:28:26,800 --> 00:28:28,600 when all you've done is ridicule them 721 00:28:28,600 --> 00:28:29,440 and talk down to them. 722 00:28:29,440 --> 00:28:32,240 And ironically enough, the person that stood up to him 723 00:28:32,240 --> 00:28:35,080 was his direct secretary, his assistant. 724 00:28:35,080 --> 00:28:37,080 And she looked at him and said, 725 00:28:37,080 --> 00:28:40,480 you will never talk to me like that again, ever. 726 00:28:40,480 --> 00:28:43,560 Boom, and with her, he was fine. 727 00:28:43,560 --> 00:28:45,360 But that's not the model. 728 00:28:45,360 --> 00:28:49,040 The other one is somebody who just can't make a decision. 729 00:28:49,840 --> 00:28:51,240 Oh my God. 730 00:28:51,240 --> 00:28:53,200 And it's like, you know, you're- 731 00:28:53,200 --> 00:28:54,040 Most of the world. 732 00:28:54,040 --> 00:28:55,440 I've never been in the military. 733 00:28:55,440 --> 00:28:56,720 I've been around the military 734 00:28:56,720 --> 00:28:59,520 and there's a lot of respect I have for chain of command 735 00:28:59,520 --> 00:29:01,080 and everything else. 736 00:29:01,080 --> 00:29:02,960 And you expect the people in the chain of command 737 00:29:02,960 --> 00:29:04,320 and in business, there's a chain of command. 738 00:29:04,320 --> 00:29:06,120 You need people to make decisions. 739 00:29:06,120 --> 00:29:07,760 You don't have to like the decision, 740 00:29:07,760 --> 00:29:09,280 but you need the decision. 741 00:29:09,280 --> 00:29:11,760 And when they can't make a decision, nothing happens. 742 00:29:11,760 --> 00:29:14,360 And that's a terrible place to be. 743 00:29:14,360 --> 00:29:15,600 I appreciate you saying that. 744 00:29:15,600 --> 00:29:19,040 Because, and as entrepreneurs, as visionaries, as leaders, 745 00:29:19,040 --> 00:29:22,080 we need to, instead of pointing the finger at others, 746 00:29:22,080 --> 00:29:24,760 Phil's basically teaching us to take a self-inventory 747 00:29:24,760 --> 00:29:27,240 of are we willing to make the decisions, right? 748 00:29:27,240 --> 00:29:30,880 And if we put people in positions to get things done, 749 00:29:30,880 --> 00:29:33,680 but we don't give them a title to take ownership 750 00:29:33,680 --> 00:29:36,520 of whatever that is, then no, they're not in a position 751 00:29:36,520 --> 00:29:39,280 to be able to make the decision and be responsible for it. 752 00:29:39,280 --> 00:29:41,320 So great books for that. 753 00:29:41,320 --> 00:29:42,800 The E-Myth is the best one, 754 00:29:42,800 --> 00:29:44,760 followed by Rocket Fuel in my opinion. 755 00:29:44,760 --> 00:29:46,440 I'd like to add one more thing 756 00:29:46,440 --> 00:29:47,640 before you move on to the next question, 757 00:29:47,640 --> 00:29:48,800 if I may, on this topic. 758 00:29:48,800 --> 00:29:49,640 Yes, yeah. 759 00:29:49,640 --> 00:29:52,600 The other one is, there's lots of Philisms out there. 760 00:29:52,600 --> 00:29:53,560 One day I'll write that book 761 00:29:53,560 --> 00:29:55,840 because Philisms are things I've either made up the phrases 762 00:29:55,840 --> 00:29:58,880 or I've adopted or stolen from somebody else, right? 763 00:29:58,880 --> 00:30:00,600 But I give them credit if I remember who it was. 764 00:30:00,600 --> 00:30:01,440 Thank you. 765 00:30:01,440 --> 00:30:04,840 So, but this one is that I always, 766 00:30:04,840 --> 00:30:06,760 when I'm in, whether it doesn't matter whether we're 767 00:30:06,760 --> 00:30:09,360 in business or in a community service function 768 00:30:09,360 --> 00:30:11,840 in charge of a group or a committee or whatever it is, 769 00:30:11,840 --> 00:30:16,240 I let them know that decision-making is not a democracy, 770 00:30:17,200 --> 00:30:18,040 right? 771 00:30:18,040 --> 00:30:20,240 We don't hold up our hands and vote and say, 772 00:30:20,240 --> 00:30:21,700 when you're a leader, you're the leader. 773 00:30:21,700 --> 00:30:24,100 People want leadership to make a decision. 774 00:30:24,100 --> 00:30:26,420 That does not mean you don't get information. 775 00:30:26,420 --> 00:30:28,000 You go, you ask all the questions, 776 00:30:28,000 --> 00:30:29,920 you get the input and everything else. 777 00:30:29,920 --> 00:30:33,680 And the best thing you could get is conflicting input 778 00:30:33,680 --> 00:30:36,480 because that's gonna help you to make the best decision. 779 00:30:36,480 --> 00:30:38,740 Because if it was straightforward like that, 780 00:30:38,740 --> 00:30:40,600 no decision would ever had to been made. 781 00:30:40,600 --> 00:30:43,320 A decision by definition means there's somebody 782 00:30:43,320 --> 00:30:46,680 on one side and somebody on the other side or choices. 783 00:30:46,680 --> 00:30:48,920 If there's no choice, why wouldn't it have just happened? 784 00:30:48,920 --> 00:30:49,760 Right? 785 00:30:49,760 --> 00:30:51,920 So, but you've got to get that information 786 00:30:51,920 --> 00:30:54,400 and then you make the decision and people fall in line 787 00:30:54,400 --> 00:30:56,160 or they go away because- 788 00:30:56,160 --> 00:30:57,000 I love that you say that. 789 00:30:57,000 --> 00:30:57,820 Make that decision. 790 00:30:57,820 --> 00:31:00,800 So that's the part that I wanna lead into this also 791 00:31:00,800 --> 00:31:04,000 that for decision makers who decide by committee, 792 00:31:04,000 --> 00:31:05,760 it is not helpful. 793 00:31:05,760 --> 00:31:06,600 Yeah. 794 00:31:06,600 --> 00:31:08,800 That's a really good point. 795 00:31:08,800 --> 00:31:10,720 There's an evaluation process, right? 796 00:31:10,720 --> 00:31:12,960 But at the end of the day, that decision has to be made. 797 00:31:12,960 --> 00:31:15,740 And in some circumstances, I do believe in the power 798 00:31:15,740 --> 00:31:18,160 of that vote within the executive team, for instance, 799 00:31:18,160 --> 00:31:20,320 or within a mastermind group of great clients. 800 00:31:20,320 --> 00:31:23,840 But to further your point, two years ago, 801 00:31:23,840 --> 00:31:25,440 it was probably two to three years ago, 802 00:31:25,440 --> 00:31:27,600 I began to realize my own trend. 803 00:31:27,600 --> 00:31:29,240 I was being a bad leader. 804 00:31:29,240 --> 00:31:31,680 I was, and it wasn't, I wasn't being a bad leader. 805 00:31:31,680 --> 00:31:33,680 I wasn't being a good leader in this case. 806 00:31:33,680 --> 00:31:34,880 I would say things like, 807 00:31:34,880 --> 00:31:37,360 I think we should do this to the website, right? 808 00:31:37,360 --> 00:31:39,520 Or I think we should do this on this campaign. 809 00:31:39,520 --> 00:31:44,520 I left everybody going, so are we doing this or not? 810 00:31:44,520 --> 00:31:45,360 Right? 811 00:31:45,360 --> 00:31:47,280 And I had been practicing this for a long time 812 00:31:47,280 --> 00:31:49,000 and it wasn't at SIRS way. 813 00:31:49,000 --> 00:31:50,020 Oh my gosh. 814 00:31:50,020 --> 00:31:52,520 No wonder why nobody's taking solid action. 815 00:31:52,520 --> 00:31:55,680 I'm not just owning the fact that this is how I want it done. 816 00:31:55,680 --> 00:31:58,600 I wasn't forcing them to do anything by changing the words 817 00:31:58,600 --> 00:32:02,720 to, I'd like to see us implement this, right? 818 00:32:02,720 --> 00:32:06,320 This is how I like it to be built, right? 819 00:32:06,320 --> 00:32:08,400 That gave them the certainty to move forward 820 00:32:08,400 --> 00:32:11,600 by moving away from the soft words of, you know, 821 00:32:11,600 --> 00:32:12,880 I think, but I'm not sure. 822 00:32:12,880 --> 00:32:15,480 It's like, what do you do when somebody doesn't 823 00:32:15,480 --> 00:32:20,480 have their decision-making delegated 824 00:32:20,560 --> 00:32:22,080 in a way where the other person knows 825 00:32:22,080 --> 00:32:23,160 that's exactly what you, 826 00:32:23,160 --> 00:32:24,720 they don't wanna take responsibility for that 827 00:32:24,720 --> 00:32:26,240 because they're like, you didn't decide. 828 00:32:26,240 --> 00:32:27,720 So I didn't know if I was supposed to do it or not. 829 00:32:27,720 --> 00:32:30,200 So it eliminated a whole lot of problems 830 00:32:30,200 --> 00:32:32,720 when I shifted to making the statements more direct. 831 00:32:32,720 --> 00:32:34,280 So Phil, I love that you said that. 832 00:32:34,280 --> 00:32:37,720 On the flip side, what's the best leadership experience 833 00:32:37,720 --> 00:32:39,480 that you've ever had? 834 00:32:39,480 --> 00:32:40,480 Okay. 835 00:32:40,480 --> 00:32:44,680 So I've had some really good examples. 836 00:32:44,680 --> 00:32:47,560 And one of them was a guy named Jim Brinker 837 00:32:47,560 --> 00:32:48,480 who's now retired. 838 00:32:48,480 --> 00:32:49,760 I'm gonna call him out by name 839 00:32:49,760 --> 00:32:51,920 because it's a positive experience. 840 00:32:51,920 --> 00:32:52,760 And he was- 841 00:32:52,760 --> 00:32:53,600 Go Jim Brinker. 842 00:32:53,600 --> 00:32:55,720 He was only, yeah, go Jim, sorry. 843 00:32:55,720 --> 00:32:57,360 But he was a year older than me 844 00:32:59,000 --> 00:33:00,640 but he had a lot more experience. 845 00:33:05,280 --> 00:33:06,800 When he recognized talent, 846 00:33:06,800 --> 00:33:08,200 somebody who's really going out to get there, 847 00:33:08,200 --> 00:33:10,600 he would do anything to support you. 848 00:33:10,600 --> 00:33:12,560 And I adopted that. 849 00:33:12,560 --> 00:33:15,680 And, you know, I would tell my team, I said, 850 00:33:15,680 --> 00:33:18,240 inside the family, if you've done something wrong 851 00:33:18,240 --> 00:33:20,040 or improper or could have been done better, 852 00:33:20,040 --> 00:33:21,080 I will let you know. 853 00:33:21,080 --> 00:33:23,320 I mean, and it may not be a pleasant experience 854 00:33:23,320 --> 00:33:26,080 for either one of us, probably less for you. 855 00:33:26,080 --> 00:33:28,840 But if somebody from outside should ever kind of attack us, 856 00:33:28,840 --> 00:33:32,160 even if it was up the road, I will stand and defend you 857 00:33:32,160 --> 00:33:35,840 as long as your intent was right when you made that mistake. 858 00:33:35,840 --> 00:33:40,720 And if your intent was wrong or unethical or immoral 859 00:33:40,720 --> 00:33:44,760 or God forbid, illegal, then you're on your own. 860 00:33:45,960 --> 00:33:48,080 But, you know, you learn these values 861 00:33:48,080 --> 00:33:50,760 from really good people and they trusted 862 00:33:50,760 --> 00:33:52,880 and they made decisions and they made changes 863 00:33:52,880 --> 00:33:54,560 where they needed to be made, 864 00:33:54,560 --> 00:33:57,320 but they were willing to do things themselves 865 00:33:57,320 --> 00:33:58,440 that they were asking you to do. 866 00:33:58,440 --> 00:34:01,320 That doesn't mean if you're head of a hospital, 867 00:34:01,320 --> 00:34:03,600 and I'm not a physician, I don't play one on TV 868 00:34:03,600 --> 00:34:05,120 or even on your show, 869 00:34:05,120 --> 00:34:09,560 and you don't have to be the brain surgeon 870 00:34:09,560 --> 00:34:10,720 to be head of a hospital. 871 00:34:10,720 --> 00:34:11,880 You could be the pharmacist 872 00:34:11,880 --> 00:34:13,280 and you could be the best administrator 873 00:34:13,280 --> 00:34:14,640 and leader in the entire facility 874 00:34:14,640 --> 00:34:16,360 and that's why you have that role. 875 00:34:16,360 --> 00:34:18,640 But if somebody needs to go in to do brain surgery, 876 00:34:18,640 --> 00:34:20,120 you can't step in. 877 00:34:20,120 --> 00:34:22,240 But what I'm saying is you know that you would do 878 00:34:22,240 --> 00:34:24,160 everything you can to make sure 879 00:34:24,160 --> 00:34:26,000 that if that brain surgeon was out with COVID, 880 00:34:26,000 --> 00:34:27,640 that there'd be another brain surgeon 881 00:34:27,640 --> 00:34:30,920 of at least close to this or higher quality 882 00:34:30,920 --> 00:34:32,720 than the one that was going in there in the first place. 883 00:34:32,720 --> 00:34:35,240 You would step, you would fall all over yourself 884 00:34:35,240 --> 00:34:37,680 to help that doctor out and that patient. 885 00:34:37,680 --> 00:34:40,080 And that's what you do as a sales leader also 886 00:34:40,080 --> 00:34:41,880 and probably any business leader, 887 00:34:41,880 --> 00:34:44,040 is you are willing to step in, 888 00:34:44,040 --> 00:34:45,720 you're willing to take a hit for your team, 889 00:34:45,720 --> 00:34:47,520 you're willing to support them 890 00:34:47,520 --> 00:34:50,040 and when they're not helping themselves, 891 00:34:50,040 --> 00:34:52,040 you try to help them to help themselves 892 00:34:52,040 --> 00:34:55,120 and if they don't, at least you made the effort. 893 00:34:55,120 --> 00:34:57,440 Absolutely, that's absolutely huge. 894 00:34:57,440 --> 00:34:58,440 Appreciate you sharing that. 895 00:34:58,440 --> 00:35:01,320 We're going to, I'm gonna share a resource 896 00:35:01,320 --> 00:35:06,200 with everybody related to how to recognize 897 00:35:06,200 --> 00:35:08,720 the types of leaders who can help you do this 898 00:35:08,720 --> 00:35:09,920 for your vision. 899 00:35:09,920 --> 00:35:11,360 That is one of the hardest challenges 900 00:35:11,360 --> 00:35:13,880 is knowing all right, well now that I've adopted 901 00:35:13,880 --> 00:35:17,960 a mentality to bring somebody in who can help me with this, 902 00:35:18,920 --> 00:35:20,080 what do I need to look for, right? 903 00:35:20,080 --> 00:35:22,240 How do I need to go about that? 904 00:35:22,240 --> 00:35:24,720 I'm sure Phil as well has plenty of resources 905 00:35:24,720 --> 00:35:27,200 that he can provide on the subject. 906 00:35:27,200 --> 00:35:28,920 But a quick little intermission for this, 907 00:35:28,920 --> 00:35:31,120 we're gonna provide this for free. 908 00:35:31,120 --> 00:35:32,880 This is our Hiring 101, 909 00:35:32,880 --> 00:35:34,440 Finding the Right Job Candidates 910 00:35:34,440 --> 00:35:36,840 to Drive Success Worksheet 911 00:35:36,840 --> 00:35:39,320 and it teaches you what questions to ask 912 00:35:39,320 --> 00:35:40,960 and why we ask those questions 913 00:35:40,960 --> 00:35:43,480 and the emotional intelligence to look for. 914 00:35:43,480 --> 00:35:46,440 In addition to that, you need to know how to ask it 915 00:35:46,440 --> 00:35:49,560 and again, the good signs and the bad signs. 916 00:35:49,560 --> 00:35:51,640 So we'll make sure to drop this. 917 00:35:51,640 --> 00:35:52,680 I'll drop this in the comments 918 00:35:52,680 --> 00:35:55,000 that you all have access to this 919 00:35:55,000 --> 00:35:57,880 and I hope you use it as you consider working with Phil 920 00:35:57,880 --> 00:35:59,520 and working with others. 921 00:35:59,520 --> 00:36:03,520 I won't be at the end of the show going, 922 00:36:03,520 --> 00:36:05,920 oh my gosh, Phil's the best thing since sliced bread. 923 00:36:05,920 --> 00:36:07,240 I better hire him right now. 924 00:36:07,240 --> 00:36:10,080 That's not a healthy process, visionaries. 925 00:36:10,080 --> 00:36:12,800 We need team members to also provide their thoughts 926 00:36:12,800 --> 00:36:13,640 in the evaluation. 927 00:36:13,640 --> 00:36:16,320 We need due diligence processes to make sure 928 00:36:16,320 --> 00:36:19,080 that the consistency and the reliability is there. 929 00:36:19,080 --> 00:36:22,080 So again, being able to sell your vision, 930 00:36:22,080 --> 00:36:25,400 it's also not just about you being the only voice 931 00:36:25,400 --> 00:36:26,360 of your vision. 932 00:36:26,360 --> 00:36:29,360 It's recognizing that if you create a team, 933 00:36:29,360 --> 00:36:31,760 you have multiple voices who are able to do multiple things 934 00:36:31,760 --> 00:36:33,080 with you at the same time. 935 00:36:33,080 --> 00:36:35,840 Just like I had two co-hosts, a client, 936 00:36:36,720 --> 00:36:40,440 all with me at PodFest just this last weekend 937 00:36:40,440 --> 00:36:41,520 and in addition to that, 938 00:36:41,520 --> 00:36:43,400 a whole team of online individuals 939 00:36:43,400 --> 00:36:45,880 who are helping me connect with people virtually. 940 00:36:45,880 --> 00:36:48,000 Over 1800 people on that we're gonna have connected 941 00:36:48,000 --> 00:36:49,720 with every single one of them. 942 00:36:49,720 --> 00:36:51,560 Thanks to the team's depth, 943 00:36:51,560 --> 00:36:54,440 all of that really comes back to sales 944 00:36:54,440 --> 00:36:56,520 and the principles that Phil's talking about. 945 00:36:56,520 --> 00:36:58,240 So I'm gonna ask you the most important question 946 00:36:58,240 --> 00:36:59,640 on the show, Phil. 947 00:36:59,640 --> 00:37:01,560 It's my absolute favorite one. 948 00:37:01,560 --> 00:37:05,080 If this was your last chance to speak in life, 949 00:37:05,080 --> 00:37:07,200 what powerful lesson can other visionaries learn 950 00:37:07,200 --> 00:37:08,360 from your experience? 951 00:37:09,720 --> 00:37:10,560 My last chance. 952 00:37:10,560 --> 00:37:14,600 So I would say this. 953 00:37:14,600 --> 00:37:19,600 If your focus and your talk 954 00:37:19,920 --> 00:37:22,280 is in asking others questions 955 00:37:22,280 --> 00:37:25,360 about what you could do to help them 956 00:37:25,360 --> 00:37:27,800 and you never say a word about yourself, 957 00:37:29,640 --> 00:37:31,600 you're going to be a special person 958 00:37:31,600 --> 00:37:34,760 because good things will always come 959 00:37:34,760 --> 00:37:36,320 to those who do good for others. 960 00:37:36,320 --> 00:37:37,880 There's no question. 961 00:37:37,880 --> 00:37:41,360 And I practice what I preach here. 962 00:37:41,360 --> 00:37:44,360 I really try to, not far from perfect. 963 00:37:44,360 --> 00:37:45,280 Sure. 964 00:37:45,280 --> 00:37:48,600 But really I would say if you have a skill 965 00:37:48,600 --> 00:37:52,480 and you have a talent that will help others 966 00:37:52,480 --> 00:37:53,640 with whatever that is, 967 00:37:53,640 --> 00:37:56,320 whether it's from your ability to sell. 968 00:37:56,320 --> 00:37:59,920 So selling, I'm gonna give you one quick example. 969 00:37:59,920 --> 00:38:04,920 I have a client who owns a small chain of massage studios 970 00:38:06,800 --> 00:38:08,560 and she's a great business person. 971 00:38:08,560 --> 00:38:10,240 She's just fantastic. 972 00:38:10,240 --> 00:38:13,560 And she had me talk to her therapist on a Saturday, 973 00:38:13,560 --> 00:38:15,320 her 20s therapist, 974 00:38:15,320 --> 00:38:17,800 and none of them thought they were salespeople. 975 00:38:17,800 --> 00:38:20,400 In fact, they'd appalled them in the worst way. 976 00:38:20,400 --> 00:38:22,600 And so when I started out, I knew this coming in 977 00:38:22,600 --> 00:38:25,320 and I said, why do you do what you do? 978 00:38:25,320 --> 00:38:27,400 And they all basically had their own answer, 979 00:38:27,400 --> 00:38:30,000 but it all summed down to the same thing. 980 00:38:30,000 --> 00:38:31,920 I do this to help others. 981 00:38:31,920 --> 00:38:32,760 Great. 982 00:38:32,760 --> 00:38:35,200 And I said, and what do you think I do 983 00:38:35,200 --> 00:38:38,080 as a sales coach and in sales? 984 00:38:38,080 --> 00:38:41,280 All salespeople do is help others. 985 00:38:41,280 --> 00:38:43,120 That's the reason they exist. 986 00:38:43,120 --> 00:38:44,400 All good salespeople do is help others. 987 00:38:44,400 --> 00:38:46,720 All good salespeople, yeah, so right, true. 988 00:38:46,720 --> 00:38:48,320 All good salespeople. 989 00:38:48,320 --> 00:38:51,160 That's why we do what we do to help others. 990 00:38:51,160 --> 00:38:53,800 We help them to find the best solutions 991 00:38:53,800 --> 00:38:55,040 to help them with their problem 992 00:38:55,040 --> 00:38:56,920 because it's always about problem solving. 993 00:38:56,920 --> 00:38:58,240 If you're selling, there's a problem. 994 00:38:58,240 --> 00:38:59,880 And it doesn't mean it's a bad problem, 995 00:38:59,880 --> 00:39:00,720 it's just a problem. 996 00:39:00,720 --> 00:39:02,560 I can't get tickets to Taylor Swift. 997 00:39:02,560 --> 00:39:04,600 Oh, okay, that's a problem. 998 00:39:04,600 --> 00:39:06,280 Or I wanna take my family out 999 00:39:06,280 --> 00:39:07,680 or I don't know what to get my wife 1000 00:39:07,680 --> 00:39:10,760 for a holidays this year or whoever. 1001 00:39:10,760 --> 00:39:12,800 Or it could be something totally extreme 1002 00:39:12,800 --> 00:39:15,360 where I was approached by the Marine Corps one time 1003 00:39:15,360 --> 00:39:19,840 during one of the wars that we were in 1004 00:39:19,840 --> 00:39:21,760 over the last few decades. 1005 00:39:21,760 --> 00:39:23,800 And they said, we are very concerned 1006 00:39:23,800 --> 00:39:26,840 about our combat camera people being killed 1007 00:39:26,840 --> 00:39:27,880 as they're exposed there. 1008 00:39:27,880 --> 00:39:30,320 What could you do to help put together viewfinders 1009 00:39:30,320 --> 00:39:31,160 to do that? 1010 00:39:31,160 --> 00:39:33,640 And myself and my team at Sony and everybody, 1011 00:39:33,640 --> 00:39:35,920 we worked really hard to try and come up with a solution 1012 00:39:35,920 --> 00:39:37,720 to give them some better peripheral vision 1013 00:39:37,720 --> 00:39:40,240 while they're going through the camera. 1014 00:39:40,240 --> 00:39:42,000 That's an extreme case of that one 1015 00:39:42,000 --> 00:39:44,400 where you're not gonna be able to do anything 1016 00:39:44,400 --> 00:39:46,120 but you're gonna be able to do something 1017 00:39:46,120 --> 00:39:49,240 that's gonna help people truly save lives. 1018 00:39:49,240 --> 00:39:51,240 And so you're always helping people. 1019 00:39:51,240 --> 00:39:53,400 So that's my answer to your question, Jackson, 1020 00:39:53,400 --> 00:39:56,800 is if you're asking questions about how you can help somebody 1021 00:39:56,800 --> 00:39:58,960 what their challenges are, what they're doing, great. 1022 00:39:58,960 --> 00:40:01,320 If you wanna build on what they're doing better. 1023 00:40:01,320 --> 00:40:05,120 That's all, you know, just motivate from the positive, 1024 00:40:05,120 --> 00:40:06,920 never motivate from this negative. 1025 00:40:06,920 --> 00:40:08,800 It just isn't, never is never. 1026 00:40:08,800 --> 00:40:10,480 Absolutely, and the visionaries, 1027 00:40:10,480 --> 00:40:14,560 as visionaries, and what do I mean by that? 1028 00:40:14,560 --> 00:40:16,320 The sales reps are often, 1029 00:40:16,320 --> 00:40:18,520 like if you've had sleazy sales experiences 1030 00:40:18,520 --> 00:40:21,120 or you're experiencing that in your brand, 1031 00:40:21,120 --> 00:40:24,600 it often, most most of them has to do with you and I 1032 00:40:24,600 --> 00:40:28,320 and how we set up the compensation structure. 1033 00:40:28,320 --> 00:40:30,080 If you set up a compensation structure 1034 00:40:30,080 --> 00:40:34,000 or rewards program based solely or mostly on the idea 1035 00:40:34,000 --> 00:40:36,560 that you can make a ton of money on this, right? 1036 00:40:36,560 --> 00:40:37,520 That's the focal point. 1037 00:40:37,520 --> 00:40:39,360 Then what the heck do you think is gonna happen? 1038 00:40:39,360 --> 00:40:41,640 Are they gonna be worried about helping others? 1039 00:40:41,640 --> 00:40:44,040 Are they gonna be worried about their own commission, 1040 00:40:44,040 --> 00:40:45,360 their page, I shouldn't say worried. 1041 00:40:45,360 --> 00:40:47,560 Are they gonna be so excited about making so much money 1042 00:40:47,560 --> 00:40:48,840 that that's what they're focused on? 1043 00:40:48,840 --> 00:40:53,440 On the flip side, if we do 100% commission based interactions 1044 00:40:53,440 --> 00:40:55,900 and we put people in a sense of desperation 1045 00:40:55,900 --> 00:40:58,840 who represent our brand, then they're going to sell 1046 00:40:58,840 --> 00:41:02,400 just to get what they need to be able to survive. 1047 00:41:02,400 --> 00:41:04,840 And so these are really, really important 1048 00:41:04,840 --> 00:41:08,560 golden nuggets of wisdom that trust me, 1049 00:41:08,560 --> 00:41:12,040 I've done it the wrong way many, many times. 1050 00:41:12,040 --> 00:41:14,880 And I'm trying to help you move away from those models 1051 00:41:14,880 --> 00:41:17,280 and say, you know what, well, how do I figure that out? 1052 00:41:17,280 --> 00:41:19,000 If you're going to figure that out on your own, 1053 00:41:19,000 --> 00:41:21,640 once again, please ask something like ChatGVT. 1054 00:41:21,640 --> 00:41:24,120 It does a better job than most consultants I see 1055 00:41:24,120 --> 00:41:28,720 of getting to that answer or actually hire somebody 1056 00:41:28,720 --> 00:41:31,440 who is really good at this, who's been in this for decades 1057 00:41:31,440 --> 00:41:33,800 so that you are protected and you're not putting yourself 1058 00:41:33,800 --> 00:41:37,800 in a position to where you're trying to learn a skillset 1059 00:41:37,800 --> 00:41:39,800 that's going to take you 10,000 hours 1060 00:41:39,800 --> 00:41:42,840 when you don't even have one hour to dedicate 1061 00:41:42,840 --> 00:41:44,680 to the clients that you're supposed to be helping. 1062 00:41:44,680 --> 00:41:46,520 So this is super helpful, Phil. 1063 00:41:46,520 --> 00:41:48,080 I'm really grateful to have you on the show 1064 00:41:48,080 --> 00:41:51,000 and to talk about all things, sales and leadership 1065 00:41:51,000 --> 00:41:54,860 and just the experience of representing brands. 1066 00:41:54,860 --> 00:41:57,060 We're going to have down below in the show notes, 1067 00:41:57,060 --> 00:41:59,160 the action steps for how to get involved 1068 00:41:59,160 --> 00:42:00,760 with Phil's program and talk to him. 1069 00:42:00,760 --> 00:42:03,380 We'll have down below that, the resources that we mentioned 1070 00:42:03,380 --> 00:42:07,480 on this show and in the top right-hand corner of the screen, 1071 00:42:07,480 --> 00:42:09,440 you're going to see a button, this is be our guest, 1072 00:42:09,440 --> 00:42:12,460 whether you have decades of wisdom and experience 1073 00:42:12,460 --> 00:42:15,840 like Phil does or you're brand new to saying, 1074 00:42:15,840 --> 00:42:18,000 you know what, I got a vision that I want to share 1075 00:42:18,000 --> 00:42:20,440 and I want to talk about this, come and join us. 1076 00:42:20,440 --> 00:42:21,360 We want to have you on the show 1077 00:42:21,360 --> 00:42:22,880 and talk about what you're up to. 1078 00:42:22,880 --> 00:42:24,060 And we look forward to seeing you 1079 00:42:24,060 --> 00:42:25,880 on the next episode of Vision Pros Live. 1080 00:42:25,880 --> 00:42:26,720 Take care, everybody. 1081 00:42:26,720 --> 00:42:28,080 Thank you for being here today. 1082 00:42:28,080 --> 00:42:30,560 I'm really happy that you tuned in to Vision Pros Live. 1083 00:42:30,560 --> 00:42:33,200 I'm looking forward to seeing your reactions 1084 00:42:33,200 --> 00:42:35,480 as these episodes continue to move forward. 1085 00:42:35,480 --> 00:42:37,200 This is going to get more and more fun. 1086 00:42:37,200 --> 00:42:39,000 We'll have more and more engagement as well. 1087 00:42:39,000 --> 00:42:41,080 We'll invite people to participate in the show 1088 00:42:41,080 --> 00:42:43,440 and thank you for giving us your time and attention. 1089 00:42:43,440 --> 00:42:46,160 Have an excellent time building out your vision 1090 00:42:46,160 --> 00:43:07,960 and becoming a vision pro yourself.