WEBVTT 00:00:00.630 --> 00:00:02.810 Hey, what's up, everybody? It is double episode 00:00:02.810 --> 00:00:05.070 day. We got Bob Chonka in the house and we're 00:00:05.070 --> 00:00:07.349 going to be talking about why sales teams struggle 00:00:07.349 --> 00:00:10.230 in today's market. How leadership also has an 00:00:10.230 --> 00:00:11.830 opportunity to have an impact on this. He is 00:00:11.830 --> 00:00:15.289 an absolute leadership expert. And so it's going 00:00:15.289 --> 00:00:17.870 to be fun to talk about something that most visionaries 00:00:17.870 --> 00:00:20.980 either. they struggle with because they're so 00:00:20.980 --> 00:00:22.440 good at sales they don't know how to empower 00:00:22.440 --> 00:00:25.179 their teams to come along and do it or you're 00:00:25.179 --> 00:00:26.940 up to something great that you really want to 00:00:26.940 --> 00:00:29.339 help the world out with but you're kind of intimidated 00:00:29.339 --> 00:00:31.140 by the idea of like i don't want to be salesy 00:00:31.140 --> 00:00:33.560 um and you know there's there's ways to overcome 00:00:33.560 --> 00:00:35.399 that so we'll be diving right into that as well 00:00:35.399 --> 00:00:38.119 bob welcome back to vision pros live man yeah 00:00:38.119 --> 00:00:40.579 yeah it's great to be back great to see you jackson 00:00:41.039 --> 00:00:43.679 You too, brother. You too. So on this on this 00:00:43.679 --> 00:00:46.380 concept of sales and leadership, we're gonna 00:00:46.380 --> 00:00:48.500 be diving in and talking about some hidden drivers 00:00:48.500 --> 00:00:50.679 behind high performing sales teams. But let me 00:00:50.679 --> 00:00:52.200 let you talk a little bit about your company 00:00:52.200 --> 00:00:54.939 first to what you guys do and what all departments 00:00:54.939 --> 00:00:58.399 you guys help out with. Yeah. Solely Interactive 00:00:58.399 --> 00:01:04.760 is a training company to provide training to 00:01:04.760 --> 00:01:07.799 corporations literally around the world. And 00:01:07.799 --> 00:01:11.769 we have four key areas that we. focus on is going 00:01:11.769 --> 00:01:14.510 to be ethics and compliance leadership development 00:01:14.510 --> 00:01:19.730 which we'll be talking about today the sense 00:01:19.730 --> 00:01:23.189 of belonging and inclusion helping people work 00:01:23.189 --> 00:01:26.510 together and then just your own personal performance 00:01:26.510 --> 00:01:28.829 those are the four areas that we focus on and 00:01:28.829 --> 00:01:31.349 we're very fortunate that we get to work with 00:01:31.349 --> 00:01:35.310 some very very large organizations like boeing 00:01:35.310 --> 00:01:39.670 airlines costco hca which is a healthcare i think 00:01:39.670 --> 00:01:42.230 they have over 300 000 employees they're massive 00:01:42.230 --> 00:01:46.450 so it's been wonderful and earlier we had mentioned 00:01:46.450 --> 00:01:49.049 and we have some of these trophies in the background 00:01:49.049 --> 00:01:53.250 i'm very proud of these are tele awards and what's 00:01:53.250 --> 00:01:58.349 unique about sola is we try to dramatize situations 00:01:58.349 --> 00:02:02.290 so that the learner the viewer can relate to 00:02:02.290 --> 00:02:06.430 it can believe it so that it's realistic and 00:02:06.430 --> 00:02:09.460 then the key thing it's relevant And when we 00:02:09.460 --> 00:02:12.699 pull that off, when we're chosen out of, you 00:02:12.699 --> 00:02:17.000 know, over several hundred people that submit 00:02:17.000 --> 00:02:19.740 and we get the gold award, we're really proud 00:02:19.740 --> 00:02:23.439 of that. Talk to me more about that. So I kind 00:02:23.439 --> 00:02:26.259 of got the general idea, but I'm unfamiliar. 00:02:26.460 --> 00:02:28.599 So what does that sound like and what does that 00:02:28.599 --> 00:02:31.500 look like and what's the purpose behind it? Well, 00:02:31.599 --> 00:02:34.400 it's kind of like, you know, the music and, you 00:02:34.400 --> 00:02:36.960 know, in film, you've got the Grammys and Emmy 00:02:36.960 --> 00:02:41.360 Awards. So Telly Awards is in our arena. And 00:02:41.360 --> 00:02:45.020 training is one of the categories that they provide 00:02:45.020 --> 00:02:48.219 awards to. What's so significant about that is 00:02:48.219 --> 00:02:51.300 because, you know, anybody can put a video together. 00:02:52.319 --> 00:02:55.539 But is it going to work? Is it going to accomplish 00:02:55.539 --> 00:02:59.919 what you're setting out to do? And we know that. 00:03:00.680 --> 00:03:05.659 If you can engage the viewer emotionally, provide 00:03:05.659 --> 00:03:09.099 them information that's inside of that, you truly 00:03:09.099 --> 00:03:12.699 communicate with the individual. Now, for example, 00:03:12.860 --> 00:03:16.620 when you watch a series or you watch a movie 00:03:16.620 --> 00:03:19.539 at home or you go to the theaters, whatever, 00:03:19.759 --> 00:03:24.159 you're emotionally connecting to the program 00:03:24.159 --> 00:03:27.620 or the character. And, you know, is the character 00:03:27.620 --> 00:03:30.120 going to get what they want? Are they going to 00:03:30.120 --> 00:03:33.280 get out of the bad situation? So you're emotionally 00:03:33.280 --> 00:03:36.560 engaging yourself and that's so you're connected. 00:03:36.800 --> 00:03:39.580 That's what we do when we put these programs 00:03:39.580 --> 00:03:43.219 together. We want to engage emotionally. Now 00:03:43.219 --> 00:03:45.979 they're invested in that. What are they going 00:03:45.979 --> 00:03:49.300 to do? This manager just came down on that person, 00:03:49.319 --> 00:03:52.729 on that employee in a very negative way. You 00:03:52.729 --> 00:03:54.689 know, how's that person going to react or how's 00:03:54.689 --> 00:03:56.849 that manager going to recover from doing something 00:03:56.849 --> 00:04:01.449 like that? And we do our job well. That's what 00:04:01.449 --> 00:04:05.330 we get. That's training at a whole nother level. 00:04:05.449 --> 00:04:07.909 And so visionaries, if you've worked in the startup 00:04:07.909 --> 00:04:11.189 world like I had for as long as I have, that's 00:04:11.189 --> 00:04:13.090 almost something that you forget about. Because 00:04:13.090 --> 00:04:15.960 I remember at Lifetime Fitness. We had one training 00:04:15.960 --> 00:04:18.220 video that we watched in our four days of training. 00:04:18.360 --> 00:04:22.360 And it was just a clip from the boiler room and 00:04:22.360 --> 00:04:25.540 Vin Diesel doing his sales thing. And it was 00:04:25.540 --> 00:04:28.819 super helpful to have that. that type of interaction 00:04:28.819 --> 00:04:31.240 and interactive activity in there. But I think 00:04:31.240 --> 00:04:35.779 about, you remind me of Southwest Airlines and 00:04:35.779 --> 00:04:37.540 their flight attendants and how they get you 00:04:37.540 --> 00:04:39.459 engaged and listening. And most airlines, they 00:04:39.459 --> 00:04:41.720 can't and they don't. I recently saw an airline 00:04:41.720 --> 00:04:43.779 put a video together that did a pretty good job 00:04:43.779 --> 00:04:47.079 of grasping my attention, but I can see how this 00:04:47.079 --> 00:04:50.000 matters tremendously. When you've got hundreds, 00:04:50.040 --> 00:04:52.560 if not thousands of employees that you want to 00:04:52.560 --> 00:04:54.600 get a very important message across to. So, Bob, 00:04:54.639 --> 00:04:56.220 we're going to make a cut. We're going to go 00:04:56.220 --> 00:04:57.759 to one of these video trainings that you guys 00:04:57.759 --> 00:05:00.079 created. And then visionaries, you know, take 00:05:00.079 --> 00:05:01.939 some notes in terms of thinking outside of the 00:05:01.939 --> 00:05:04.839 box. How does this apply to your businesses, 00:05:04.879 --> 00:05:07.279 no matter how small or large you are? What are 00:05:07.279 --> 00:05:09.399 the principles you can take away from this for 00:05:09.399 --> 00:05:11.040 training your own people and leading your people 00:05:11.040 --> 00:05:13.540 to understand what is your vision? What type 00:05:13.540 --> 00:05:15.949 of culture are you trying to form? What is the 00:05:15.949 --> 00:05:17.670 leadership team that you want to work with and 00:05:17.670 --> 00:05:20.430 how do you also to market yourselves to attract 00:05:20.430 --> 00:05:22.410 the audience? Let's dive right in. What is this? 00:05:23.810 --> 00:05:26.829 Can you believe what I just went through? What 00:05:26.829 --> 00:05:33.470 you just said is offensive. If your way is so 00:05:33.470 --> 00:05:36.050 much better, why don't you just do it yourself? 00:05:38.069 --> 00:05:42.050 My time is my time. Some of your people have 00:05:42.050 --> 00:05:44.889 been encouraged to leave you. I guess I don't 00:05:44.889 --> 00:05:46.730 understand what's the big deal with me not being 00:05:46.730 --> 00:05:49.769 there when you could update the team. Take a 00:05:49.769 --> 00:05:52.649 breath. If this keeps up, I'm going to have a 00:05:52.649 --> 00:05:56.230 breakdown. There's nothing offensive about this. 00:05:56.529 --> 00:06:00.189 When I tried just now, you shut me down. What 00:06:00.189 --> 00:06:04.509 I'm talking about is being insensitive. Why can't 00:06:04.509 --> 00:06:07.149 she just use plain English? You've been in this 00:06:07.149 --> 00:06:10.439 role for a long time, but... The workforce has 00:06:10.439 --> 00:06:19.339 definitely changed. All right. Welcome in to 00:06:19.339 --> 00:06:22.360 Vision Pros Live with Jackson Callum. I'm your 00:06:22.360 --> 00:06:24.819 show host. We'll be doing interviews for visionary 00:06:24.819 --> 00:06:27.579 entrepreneurs and guest leaders who are building 00:06:27.579 --> 00:06:39.259 fantastic visions out there. What's up, everybody? 00:06:39.339 --> 00:06:41.319 Welcome into another excellent episode of Vision 00:06:41.319 --> 00:06:43.399 Pros Live. I got Bob Chonka in the house. He 00:06:43.399 --> 00:06:45.680 is a legend when it comes to leadership. We're 00:06:45.680 --> 00:06:47.740 talking about training companies that have 300 00:06:47.740 --> 00:06:50.839 ,000 employees, companies that you've heard of, 00:06:50.860 --> 00:06:52.899 companies like Costco, and being able to see 00:06:52.899 --> 00:06:55.300 behind the scenes of how these companies build 00:06:55.300 --> 00:06:57.620 their leaderships, build their sales teams, and 00:06:57.620 --> 00:07:00.459 create success. And I'm always ready to take 00:07:00.459 --> 00:07:02.480 notes when I've got somebody like that in the 00:07:02.480 --> 00:07:04.199 house. So we're going to be talking about... 00:07:04.410 --> 00:07:07.310 why sales teams struggle today and what top performers 00:07:07.310 --> 00:07:09.709 do differently from both of our angles. We both 00:07:09.709 --> 00:07:12.370 had so much opportunity to help with those processes, 00:07:12.370 --> 00:07:14.550 different types of brands. So again, be ready 00:07:14.550 --> 00:07:16.870 to learn how you can scale your vision to the 00:07:16.870 --> 00:07:19.189 next level. Before I bring Bob back on though, 00:07:19.230 --> 00:07:21.050 I want to dive in a little bit with some other 00:07:21.050 --> 00:07:22.870 resources that you guys can lean into. So we've 00:07:22.870 --> 00:07:26.269 got journey to wellness plan .com with Dr. Shannon 00:07:26.269 --> 00:07:29.439 and Dr. Justin Pierce. I've known them for eight 00:07:29.439 --> 00:07:31.839 years. I've sent three friends or family members 00:07:31.839 --> 00:07:34.459 to them. Each one of those friends or family 00:07:34.459 --> 00:07:37.040 members had a health problem that they were not 00:07:37.040 --> 00:07:39.360 able to get help from a traditional doctor, and 00:07:39.360 --> 00:07:41.439 they had been to many. And I followed up with 00:07:41.439 --> 00:07:44.000 all three, and in all three cases, Every single 00:07:44.000 --> 00:07:45.939 one just raved about what Shannon was able to 00:07:45.939 --> 00:07:48.180 help them discover. And it's not by waving a 00:07:48.180 --> 00:07:50.079 magic wand. She just uses the right types of 00:07:50.079 --> 00:07:51.920 testing and she understands what it's like to 00:07:51.920 --> 00:07:53.860 go through a health crisis because she's also 00:07:53.860 --> 00:07:56.019 been through her own. So I'm not a doctor and 00:07:56.019 --> 00:07:58.019 I don't understand exactly what to do or how 00:07:58.019 --> 00:08:00.459 to talk about these realities. I just know that 00:08:00.459 --> 00:08:02.180 for my loved ones, I want to be able to have 00:08:02.180 --> 00:08:04.279 somebody I can send them to when they have a 00:08:04.279 --> 00:08:07.079 need. In addition to Dr. Shannon, Dr. Justin, 00:08:07.160 --> 00:08:09.160 we're going to switch gears and talk about practice 00:08:09.160 --> 00:08:11.139 makes permanent a little bit. And this is Jennifer 00:08:11.139 --> 00:08:13.579 Reed. If you're looking for somebody to help 00:08:13.579 --> 00:08:16.220 facilitate better culture and also leadership, 00:08:16.439 --> 00:08:18.620 not only does Bob Chonka come to mind for this, 00:08:18.680 --> 00:08:21.000 but also Jennifer Reed. And I'm a big fan of 00:08:21.000 --> 00:08:22.639 when you pull people together, if you take the 00:08:22.639 --> 00:08:24.980 right two people, you get one plus one equals 00:08:24.980 --> 00:08:27.160 11. You get a compound effect when you bring 00:08:27.160 --> 00:08:29.699 excellent rock stars together. That's how teamwork 00:08:29.699 --> 00:08:32.840 works, my friends. And so Jennifer specializes 00:08:32.840 --> 00:08:36.480 in EQ and SQ in the workplace. She's worked with 00:08:36.480 --> 00:08:38.899 government entities like the IRS for more than 00:08:38.899 --> 00:08:41.360 20 years. And I can't think of a more bureaucratic. 00:08:41.870 --> 00:08:44.509 place to belong and a place where it could be 00:08:44.509 --> 00:08:46.990 hard to facilitate leadership. And that's why 00:08:46.990 --> 00:08:49.330 I recommend working with her because she understands 00:08:49.330 --> 00:08:51.529 how to do that in training ground that is quite 00:08:51.529 --> 00:08:54.370 difficult. In addition, I would always ask these 00:08:54.370 --> 00:08:56.429 individuals, what's their personal story? That's 00:08:56.429 --> 00:08:59.169 my interview tip for the day is ask what their 00:08:59.169 --> 00:09:01.029 personal story is in relation to what they do. 00:09:01.129 --> 00:09:03.809 And if their answer just comes across a little 00:09:03.809 --> 00:09:06.950 bit whimsical or isn't really deep. they probably 00:09:06.950 --> 00:09:09.850 aren't deeply connected to the reality of why 00:09:09.850 --> 00:09:12.190 this is so important for your brand. And so I 00:09:12.190 --> 00:09:14.269 will recommend if you do decide to ask Jenna 00:09:14.269 --> 00:09:16.669 for that question, I have a tissue box on hand. 00:09:16.730 --> 00:09:18.710 You're going to need it. She has every reason 00:09:18.710 --> 00:09:20.809 for wanting to change the world and help the 00:09:20.809 --> 00:09:23.509 world become a better place and leveraging emotional 00:09:23.509 --> 00:09:25.929 intelligence to do so. And there's the water 00:09:25.929 --> 00:09:27.750 project. We're not affiliated with the water 00:09:27.750 --> 00:09:30.210 project, but I do support it every month. And 00:09:30.210 --> 00:09:31.929 I've personally, my friends, I've never been 00:09:31.929 --> 00:09:35.129 thirsty in my life. It took me some serious meditation 00:09:35.129 --> 00:09:37.429 to think through why would I support this entity 00:09:37.429 --> 00:09:39.809 because I just couldn't relate to the challenge 00:09:39.809 --> 00:09:41.710 that exists there. My hope is to also inspire 00:09:41.710 --> 00:09:43.509 you to meditate and think through the same. It's 00:09:43.509 --> 00:09:45.950 like I see these kids of, you know, getting water 00:09:45.950 --> 00:09:48.529 from a well that I would never allow my kids 00:09:48.529 --> 00:09:50.710 to touch. And that's probably what they're going 00:09:50.710 --> 00:09:53.269 to be drinking in their homes. We have an opportunity 00:09:53.269 --> 00:09:55.269 to help the millions of people who don't have 00:09:55.269 --> 00:09:57.769 access to clean drinking water and clean water. 00:09:58.809 --> 00:10:03.509 wash their laundry, use to clean their, all sorts 00:10:03.509 --> 00:10:05.870 of things. I mean, how much do we take this for 00:10:05.870 --> 00:10:09.610 granted? And so back to my hope with this. I 00:10:09.610 --> 00:10:11.590 hope that if you don't have the financial means 00:10:11.590 --> 00:10:14.129 to contribute, that you just take the opportunity 00:10:14.129 --> 00:10:16.429 to share this website with a friend or family 00:10:16.429 --> 00:10:17.889 member. It could be over lunch or over dinner. 00:10:18.429 --> 00:10:19.870 Talk to them about it. Take a look at one of 00:10:19.870 --> 00:10:21.730 the projects and see how they build these sand 00:10:21.730 --> 00:10:24.470 dams or these borehole wells. My favorite aspect 00:10:24.470 --> 00:10:26.250 of the water project is that when I choose a 00:10:26.250 --> 00:10:28.529 project that I want to support, they actually 00:10:28.529 --> 00:10:31.190 then subscribe me to be able to see the project 00:10:31.190 --> 00:10:33.870 get completed. And I get to see that what I contributed 00:10:33.870 --> 00:10:36.710 actually went to helping people. We've got people 00:10:36.710 --> 00:10:38.870 we can help for generations by contributing to 00:10:38.870 --> 00:10:40.980 this cause. And I see these kids celebrating 00:10:40.980 --> 00:10:44.179 water with more vigor and more enthusiasm than 00:10:44.179 --> 00:10:46.740 my kids even celebrate Christmas Day. And that's 00:10:46.740 --> 00:10:50.019 a humbling opportunity. So while we're at it 00:10:50.019 --> 00:10:51.899 to help you guys with your visions, my hope is 00:10:51.899 --> 00:10:53.799 that we lean in, my friends. We got 8 billion 00:10:53.799 --> 00:10:56.039 people in this world to help. And if you know 00:10:56.039 --> 00:10:57.820 of another cause that you'd like to see us support, 00:10:58.039 --> 00:11:00.120 do me a favor, just drop it in the comments. 00:11:00.220 --> 00:11:01.940 That way I can take a look at that cause and 00:11:01.940 --> 00:11:04.090 see. who I can talk to about it. Maybe I will 00:11:04.090 --> 00:11:05.769 even contribute to it, but I will take a look 00:11:05.769 --> 00:11:08.090 personally if you do us that favor and show us 00:11:08.090 --> 00:11:09.610 what causes are out there in the world. So without 00:11:09.610 --> 00:11:12.789 further ado, Bob Chanka, welcome back to Vision 00:11:12.789 --> 00:11:16.990 Pros Live. Thanks, Jackson. That's great. I really 00:11:16.990 --> 00:11:21.629 appreciate you promoting good causes to try and 00:11:21.629 --> 00:11:26.149 help other people. I got a real short story. 00:11:29.080 --> 00:11:31.139 Previously, I was a musician. I was a professional 00:11:31.139 --> 00:11:37.259 musician. Really? Yeah, my big claim of fame 00:11:37.259 --> 00:11:39.960 is I actually charted on Billboard magazine in 00:11:39.960 --> 00:11:46.440 the year 1999, I think it was. Singer, songwriter, 00:11:46.700 --> 00:11:49.740 played the guitar. What did you do? Yeah, mostly 00:11:49.740 --> 00:11:51.840 guitar. I played a little bit of keys, but I 00:11:51.840 --> 00:11:56.240 always saw myself as a songwriter. That's awesome. 00:11:58.150 --> 00:12:00.190 songwriter. And I would co -write with one of 00:12:00.190 --> 00:12:07.789 the other members. But anyway, so we got connected 00:12:07.789 --> 00:12:10.909 with, I can't remember exactly the organization, 00:12:11.429 --> 00:12:13.470 but they brought to our attention the iodine 00:12:13.470 --> 00:12:16.309 deficiency disorder that was taking place in 00:12:16.309 --> 00:12:19.929 Africa years ago. So, because a lot of people 00:12:19.929 --> 00:12:22.250 just don't realize that we need iodine in our 00:12:22.250 --> 00:12:25.129 regular diet. It's so vital. And there was a 00:12:25.129 --> 00:12:29.129 lack of it in so many children. And we put together 00:12:29.129 --> 00:12:34.750 a short film because the organization said, well, 00:12:34.929 --> 00:12:37.629 can you help us to raise money? And we didn't 00:12:37.629 --> 00:12:42.070 want to just show kids looking very unhealthy 00:12:42.070 --> 00:12:44.950 and showing the poor quality of the water. We 00:12:44.950 --> 00:12:48.669 were like, they're looking to tap into the hearts 00:12:48.669 --> 00:12:50.929 of people that can donate and make an impact. 00:12:51.549 --> 00:12:54.590 So we made this little short film, and it's about 00:12:54.590 --> 00:12:58.139 this young girl that decides to stop going to 00:12:58.139 --> 00:13:02.139 college and go over there and do something and 00:13:02.139 --> 00:13:06.259 help well the dad is like no no no no you know 00:13:06.259 --> 00:13:09.340 we got enough things you know problems here don't 00:13:09.340 --> 00:13:10.940 be going over there you need to finish college 00:13:10.940 --> 00:13:13.980 and so the two just go back and forth back and 00:13:13.980 --> 00:13:19.860 forth she dies and at the very end he sees what 00:13:19.860 --> 00:13:25.259 she was all about and he ends up changing his 00:13:25.259 --> 00:13:28.620 life, gives up his dental practice and wants 00:13:28.620 --> 00:13:32.960 to go and make a difference. So we have the movie 00:13:32.960 --> 00:13:37.480 and we also created the soundtrack. So this is 00:13:37.480 --> 00:13:40.919 when CDs were, you know, before streaming and 00:13:40.919 --> 00:13:46.240 all of that. So we had in the film, the main 00:13:46.240 --> 00:13:50.000 character, she was touched by this young boy 00:13:50.000 --> 00:13:52.259 with his hands up in the air like this and he 00:13:52.259 --> 00:13:55.899 was dancing. And he had his hands, and he was 00:13:55.899 --> 00:14:00.259 dancing with the moon. And so that became the 00:14:00.259 --> 00:14:03.379 title song and the title of the film, Dancing 00:14:03.379 --> 00:14:08.340 with the Moon. Well, by using your passion, when 00:14:08.340 --> 00:14:13.820 one plus one equals 11, we presented that whole 00:14:13.820 --> 00:14:18.440 idea, created it for them. They could not believe 00:14:18.440 --> 00:14:23.710 what they had. the the gentleman steve i remember 00:14:23.710 --> 00:14:26.889 his first name he took it somehow got an appointment 00:14:26.889 --> 00:14:31.690 to see bill gates and he was going to ask for 00:14:31.690 --> 00:14:37.250 a half a million for a donation he showed bill 00:14:37.250 --> 00:14:42.730 gates that film he gets a call a few days later 00:14:42.730 --> 00:14:48.019 and from Bill's, whoever, you know, person, his 00:14:48.019 --> 00:14:51.679 aide said, Bill is not going to contribute $500 00:14:51.679 --> 00:14:55.279 ,000. The answer is no. He's contributing $5 00:14:55.279 --> 00:15:00.639 million. Right. And with all the other donors, 00:15:00.799 --> 00:15:03.740 it wiped out the iodine deficiency disorder that 00:15:03.740 --> 00:15:08.179 was hindering that country at the time. Wow. 00:15:08.440 --> 00:15:10.399 That's huge. It just goes to show you put your 00:15:10.399 --> 00:15:13.580 passion into something that you believe you can 00:15:13.580 --> 00:15:17.610 make a difference. Yeah, no, absolutely. And 00:15:17.610 --> 00:15:20.309 it's awesome. Go ahead. Well, I was going to 00:15:20.309 --> 00:15:22.169 say, I know we're going to talk about sales and 00:15:22.169 --> 00:15:26.169 I kind of want to make the transition that that 00:15:26.169 --> 00:15:30.929 is a secret to high performing salespeople. Yep. 00:15:31.070 --> 00:15:33.370 That's my job is to make the transition. But 00:15:33.370 --> 00:15:35.830 I'm just kidding. Yeah, that's exactly right. 00:15:36.009 --> 00:15:38.269 That's that's exactly right. It is a huge piece. 00:15:38.309 --> 00:15:40.529 And one of the other elements of that, the hidden 00:15:40.529 --> 00:15:43.350 drivers. Right. So one is. recognizing how that 00:15:43.350 --> 00:15:45.649 correlates and that the more you give, the more 00:15:45.649 --> 00:15:48.250 you get, right? Principally driven living. But 00:15:48.250 --> 00:15:51.070 I'll also highlight the reality that the marketing 00:15:51.070 --> 00:15:53.970 tool, right? The ability to connect marketing 00:15:53.970 --> 00:15:56.789 and sales. I see so many entities where those 00:15:56.789 --> 00:15:59.970 entities fight or they're disconnected and discombobulated 00:15:59.970 --> 00:16:02.850 when in reality, if they empowered each other, 00:16:02.950 --> 00:16:05.870 they could crush it in entirely new heights and 00:16:05.870 --> 00:16:08.409 make so much more good. I'm going to stop real 00:16:08.409 --> 00:16:10.610 quick. Those of you listening in who are like, 00:16:10.909 --> 00:16:13.429 I don't know about the whole sales process. Let's 00:16:13.429 --> 00:16:15.990 define it real quick. Write this down. For me, 00:16:16.049 --> 00:16:21.149 sales is service. It is that simple. We are designed 00:16:21.149 --> 00:16:24.250 to help others and to serve others. And if they 00:16:24.250 --> 00:16:26.090 were doing anything outside of that relation 00:16:26.090 --> 00:16:28.470 to sales, it's not actually sales. It's snake 00:16:28.470 --> 00:16:31.909 oil stuff. I'm not into that. But actually helping 00:16:31.909 --> 00:16:34.600 people. You are a great salesperson is because 00:16:34.600 --> 00:16:36.720 you are great at recognizing a problem or an 00:16:36.720 --> 00:16:39.220 opportunity and bridging the gap for the person 00:16:39.220 --> 00:16:41.019 who's right in front of you so that their life 00:16:41.019 --> 00:16:43.879 improves. That's my feeling on it. So further 00:16:43.879 --> 00:16:46.500 hidden drivers, Bob, I'll let you dive back in. 00:16:46.580 --> 00:16:49.279 Talk to us about hidden drivers with sales and 00:16:49.279 --> 00:16:53.139 leadership. Well, that was a great job there, 00:16:53.179 --> 00:16:57.440 Jackson. In terms of sales equals service, that 00:16:57.440 --> 00:17:02.659 is a completely different mindset. Because here's 00:17:02.659 --> 00:17:07.880 what I've seen and why I see sales people struggle. 00:17:09.039 --> 00:17:11.079 I'm just going to slide over a little bit. So 00:17:11.079 --> 00:17:13.660 they're over here, and their mind is, I've got 00:17:13.660 --> 00:17:18.839 to sell. And so whether it's through email or 00:17:18.839 --> 00:17:21.319 on the phone, whatever communication that is 00:17:21.319 --> 00:17:24.500 happening, I have to sell you something. Well, 00:17:24.700 --> 00:17:27.660 the moment I start pushing on you, I've got to 00:17:27.660 --> 00:17:32.170 sell this to you. It causes the person to draw 00:17:32.170 --> 00:17:35.369 back. Yep. And because the first thing that's 00:17:35.369 --> 00:17:37.150 going through your mind. That's the physics. 00:17:37.230 --> 00:17:40.710 Because the first thing they know, you don't 00:17:40.710 --> 00:17:45.930 care about me. Yep. Exactly. So if you have that 00:17:45.930 --> 00:17:49.980 mindset, you're already set up for failure. Let 00:17:49.980 --> 00:17:51.799 me drive into it. Let me go deeper with that 00:17:51.799 --> 00:17:53.759 hidden driver, though. Here's another challenge 00:17:53.759 --> 00:17:55.500 on that, my friends. And so we're specifically 00:17:55.500 --> 00:17:58.099 we're talking about high ticket sales right now. 00:17:58.160 --> 00:18:01.140 I'm not talking about giving CDs out at a concert 00:18:01.140 --> 00:18:03.759 or standing in the booth in the mall where you're 00:18:03.759 --> 00:18:07.099 like forced to work for the bottom dollar. I'm 00:18:07.099 --> 00:18:09.519 talking about high ticket. And if you're truly 00:18:09.519 --> 00:18:13.279 high ticket, then the sophistication level of 00:18:13.279 --> 00:18:16.480 your prospect. picks up on these types of pressures 00:18:16.480 --> 00:18:18.940 in a way that hurts but here's the real problem 00:18:18.940 --> 00:18:22.799 it's not the sales reps fault in most cases It's 00:18:22.799 --> 00:18:25.599 the company who created a compensation structure 00:18:25.599 --> 00:18:28.400 where that salesperson can't survive or live 00:18:28.400 --> 00:18:31.339 freely unless they close every deal that's in 00:18:31.339 --> 00:18:34.079 front of them. And it is crushing and crippling 00:18:34.079 --> 00:18:35.960 the company's ability to drive revenue. That's 00:18:35.960 --> 00:18:38.640 why IBM hires people and gives them an entire 00:18:38.640 --> 00:18:41.299 year's salary without ever introducing them to 00:18:41.299 --> 00:18:44.539 a prospect before. Like what? Yeah, that's how 00:18:44.539 --> 00:18:46.420 much they invest in their salespeople. So I'm 00:18:46.420 --> 00:18:48.440 not saying you have to do that. But if you put 00:18:48.440 --> 00:18:51.430 people in your sales team. that are 100 % commission, 00:18:51.730 --> 00:18:54.470 you are asking them to accidentally bait and 00:18:54.470 --> 00:18:56.650 switch people for their own survival. It's not 00:18:56.650 --> 00:18:59.329 great leadership. And that will trickle down 00:18:59.329 --> 00:19:01.470 to hurting your sales processes. Bob, feel free 00:19:01.470 --> 00:19:05.710 to continue. Yeah, I've seen and have engaged 00:19:05.710 --> 00:19:09.569 with many organizations that have that mindset. 00:19:09.910 --> 00:19:13.069 And it starts at the top. So when they have the 00:19:13.069 --> 00:19:15.750 commission structure, they have the incentives 00:19:15.750 --> 00:19:20.500 to sell more in less time. have a higher closure 00:19:20.500 --> 00:19:24.140 rate. All of those things promote this type of 00:19:24.140 --> 00:19:28.839 mindset. And so they will reach out to us and 00:19:28.839 --> 00:19:30.400 they'll say, what do you have on training for 00:19:30.400 --> 00:19:32.339 our salespeople? We want to get them better. 00:19:34.259 --> 00:19:38.259 You're throwing a bucket of water at a huge building 00:19:38.259 --> 00:19:41.259 that's on fire. You're not going to make a difference 00:19:41.259 --> 00:19:44.839 because you already have the structure already. 00:19:44.960 --> 00:19:49.299 It's malfunctioning. It will never. get the results 00:19:49.299 --> 00:19:51.440 you're looking for. I always think of it this 00:19:51.440 --> 00:19:54.160 way. You know, when football season is going, 00:19:54.299 --> 00:19:58.160 I love watching football, the NFL type of football. 00:19:58.539 --> 00:20:02.759 And well, imagine trying to play football on 00:20:02.759 --> 00:20:06.940 a baseball field. You have to come up with all 00:20:06.940 --> 00:20:08.880 kinds of different rules. How do you kick a field? 00:20:09.059 --> 00:20:12.440 What's a touchdown? The player have to jump over 00:20:12.440 --> 00:20:16.279 the home run fence. So you'll never get there. 00:20:16.569 --> 00:20:18.990 You can never play truly football in a baseball. 00:20:19.089 --> 00:20:21.890 You'll kind of make it work, but it's not going 00:20:21.890 --> 00:20:25.289 to function properly. So that's what has to happen. 00:20:25.369 --> 00:20:27.950 You have to have a completely different structure 00:20:27.950 --> 00:20:32.049 that helps the salesperson, that hidden driver 00:20:32.049 --> 00:20:37.289 is, I am here to help this person. They have 00:20:37.289 --> 00:20:40.329 a problem. They have a situation. Hopefully, 00:20:40.430 --> 00:20:46.039 I can provide that solution for them. Yeah, absolutely. 00:20:46.339 --> 00:20:49.819 And so let's transition a little bit. We can 00:20:49.819 --> 00:20:51.380 continue, of course, to pick up on these because 00:20:51.380 --> 00:20:53.619 all this dialogue will overlap. But I wanted 00:20:53.619 --> 00:20:56.779 to dive in a little bit on the modern buyer and 00:20:56.779 --> 00:20:59.720 what the modern buyer expects from sales conversations 00:20:59.720 --> 00:21:03.079 in today's market. I mean, that's rapidly shifting 00:21:03.079 --> 00:21:06.799 with AI to some degree. I'll center us on one 00:21:06.799 --> 00:21:08.019 thought. I'm going to give you the opportunity, 00:21:08.079 --> 00:21:11.160 Bob, to color commentate and go further and even 00:21:11.160 --> 00:21:13.599 correct me if I'm wrong on certain things. So 00:21:13.599 --> 00:21:16.259 the modern buyer, my friends, they're getting 00:21:16.259 --> 00:21:18.380 more and more sophisticated. They don't just 00:21:18.380 --> 00:21:20.160 have the ability to turn to Google and see who 00:21:20.160 --> 00:21:22.259 your competitors are. They have the ability to 00:21:22.259 --> 00:21:24.240 then go to AI and be like, hey, can you evaluate 00:21:24.240 --> 00:21:26.359 all these competitors for me and help me see 00:21:26.359 --> 00:21:27.819 their weaknesses and strengths and the red flags 00:21:27.819 --> 00:21:29.559 I should be paying attention to? Like, holy crap. 00:21:29.960 --> 00:21:32.880 People can actually do some serious research. 00:21:32.940 --> 00:21:35.380 And again, if you're selling low ticket, those 00:21:35.380 --> 00:21:37.319 people aren't going to care as much. They don't 00:21:37.319 --> 00:21:40.299 have the comprehensive skills that the sophisticated 00:21:40.299 --> 00:21:43.160 buyers do, but the sophisticated buyers have 00:21:43.160 --> 00:21:45.740 teams that you have to be prepared for. So raving 00:21:45.740 --> 00:21:48.259 fans by Ken Blanchard, that will always be a 00:21:48.259 --> 00:21:51.559 classic for your situations. In addition, I will 00:21:51.559 --> 00:21:53.960 add that one of the greatest things you can do 00:21:53.960 --> 00:21:57.980 as a salesperson is learn how to ask deeper level 00:21:57.980 --> 00:22:00.200 questions, learn how to really care enough to 00:22:00.200 --> 00:22:02.880 say, tell me more about that. And if you don't 00:22:02.880 --> 00:22:05.859 understand the sales psychology, Of the different 00:22:05.859 --> 00:22:08.599 buyers questions and smoke screen objections, 00:22:09.039 --> 00:22:11.299 everything I just said, whether it made sense 00:22:11.299 --> 00:22:13.279 to you or not, just throw it into AI and at least 00:22:13.279 --> 00:22:15.339 get some basic training from AI and how you can 00:22:15.339 --> 00:22:18.240 bridge that gap. So the modern buyers are far 00:22:18.240 --> 00:22:21.099 more educated than past individuals have been. 00:22:21.180 --> 00:22:23.359 And we have to be prepared for that. And we still 00:22:23.359 --> 00:22:25.019 have to be emotionally intelligent to realize 00:22:25.019 --> 00:22:28.299 that it's still an emotional by process, but 00:22:28.299 --> 00:22:30.680 people justify with logic. So those are some 00:22:30.680 --> 00:22:32.680 of my thoughts on it. Bob, feel free to bridge 00:22:32.680 --> 00:22:34.789 gaps and go further with this. what does the 00:22:34.789 --> 00:22:36.890 modern buyer expect from sales conversations 00:22:36.890 --> 00:22:40.910 yeah it's really interesting we kind of have 00:22:40.910 --> 00:22:43.130 to look at a little bit of the the history of 00:22:43.130 --> 00:22:48.069 how it's changed you know many times the the 00:22:48.069 --> 00:22:51.690 sales cycle and that's so we're not going to 00:22:51.690 --> 00:22:56.509 talk about the malfunctioning structure we're 00:22:56.509 --> 00:22:58.029 going to talk about what it should really look 00:22:58.029 --> 00:23:03.200 like so historically uh the process is You had 00:23:03.200 --> 00:23:06.799 to build rapport so that they could get to know 00:23:06.799 --> 00:23:10.940 you and trust you. Now, then we would move on 00:23:10.940 --> 00:23:15.279 to discovery. You know, what is it that you're 00:23:15.279 --> 00:23:16.960 looking for? What are you struggling? What are 00:23:16.960 --> 00:23:19.460 your pain points? What do you need? What are 00:23:19.460 --> 00:23:23.059 you hoping for? What could be better? And then 00:23:23.059 --> 00:23:26.259 you then have that dialogue and get the feedback. 00:23:26.720 --> 00:23:31.099 Then you can present solutions. Well, when you 00:23:31.099 --> 00:23:35.539 look at the amount of time that was on the building 00:23:35.539 --> 00:23:39.299 rapport, it was a major piece at the bottom of 00:23:39.299 --> 00:23:44.059 this pyramid. Well, now the pyramid has been 00:23:44.059 --> 00:23:50.279 flipped. Rapport has to happen so fast, so quickly. 00:23:50.980 --> 00:23:55.420 So how you present yourself as either a salesperson 00:23:55.420 --> 00:23:57.900 or a person that solves problems, that's going 00:23:57.900 --> 00:24:01.130 to provide you service. That is the key. So your 00:24:01.130 --> 00:24:04.930 opening connection is got that will build rapport 00:24:04.930 --> 00:24:09.230 is that I'm here for you to help. I recognize 00:24:09.230 --> 00:24:12.789 that you're busy. I don't want to waste your 00:24:12.789 --> 00:24:17.289 time. I want to quickly discover what your need 00:24:17.289 --> 00:24:22.190 is. And I can then present an offering that's 00:24:22.190 --> 00:24:26.650 going to help you quickly see. And here's the 00:24:26.650 --> 00:24:30.970 key word. that there's value in the solution 00:24:30.970 --> 00:24:33.690 that I'm presenting. Correct. That's another 00:24:33.690 --> 00:24:38.250 key piece. Yes. So in the old sales process, 00:24:38.309 --> 00:24:40.809 it was like this. Well, now it's flipped. So 00:24:40.809 --> 00:24:43.930 you have to quickly build a rapport, quickly 00:24:43.930 --> 00:24:47.089 find the discovery. Then that will allow you 00:24:47.089 --> 00:24:49.210 then to get to the piece where you can begin 00:24:49.210 --> 00:24:54.309 to say, here's how this will bring value to your 00:24:54.309 --> 00:24:58.339 situation. Yep. Here's a neat reality on this, 00:24:58.400 --> 00:25:01.559 guys. This really hasn't changed over the last 00:25:01.559 --> 00:25:04.140 100 years for the best of the best companies. 00:25:04.720 --> 00:25:07.480 Where it's changed is realizing that crap. We've 00:25:07.480 --> 00:25:09.799 been spending 100 years causing businesses to 00:25:09.799 --> 00:25:13.940 lose at a 96 % rate over a 10 -year period. And 00:25:13.940 --> 00:25:15.940 more and more are finally starting to get more 00:25:15.940 --> 00:25:17.680 disgruntled. I'm like, well, what do we do to 00:25:17.680 --> 00:25:20.420 fix it? I'll give an example. When I was at Video 00:25:20.420 --> 00:25:22.400 Power Marketing, so this goes all the way back 00:25:22.400 --> 00:25:27.210 to 20... 12 or 13, I jumped on my very first 00:25:27.210 --> 00:25:29.750 sales call for video marketing. And I said, this 00:25:29.750 --> 00:25:31.289 is Jackson, video power marketing. How can I 00:25:31.289 --> 00:25:32.529 help you? And I was getting my golf bag out of 00:25:32.529 --> 00:25:35.490 the car. We had a great lifestyle. And so the 00:25:35.490 --> 00:25:37.930 guy jumps on the phone. He goes, I just want 00:25:37.930 --> 00:25:40.750 to make sure you guys spoke English. And I'm 00:25:40.750 --> 00:25:43.670 like, yes, sir. How can I help you today? What's 00:25:43.670 --> 00:25:45.579 your name? Um, and he said, my name is Todd from 00:25:45.579 --> 00:25:47.799 laser way. We've got eight locations and I just 00:25:47.799 --> 00:25:49.859 shut up and I listened to my friends. It's all 00:25:49.859 --> 00:25:52.019 I did was listen. I didn't need to say anything. 00:25:52.220 --> 00:25:53.940 You just need to hear them out. And then he said, 00:25:54.019 --> 00:25:56.599 we've spent a hundred thousand on YouTube and 00:25:56.599 --> 00:25:58.480 haven't gotten much out of it, but I just listened 00:25:58.480 --> 00:26:02.339 to a podcast and the podcast host, somebody I 00:26:02.339 --> 00:26:03.819 listened to kind of religiously for business 00:26:03.819 --> 00:26:06.000 decisions. Again, I was shut. I didn't say a 00:26:06.000 --> 00:26:08.299 dang word. I just listened. Uh -huh. You know, 00:26:08.299 --> 00:26:11.500 and he goes, the podcast host said, Jake is the 00:26:11.500 --> 00:26:14.369 YouTube ad expert of the world. i shouldn't do 00:26:14.369 --> 00:26:18.950 this but take my money that was the end of my 00:26:18.950 --> 00:26:22.049 sales conversation i was like what planet am 00:26:22.049 --> 00:26:25.150 i on bob this doesn't make any sense oh my god 00:26:25.150 --> 00:26:28.250 all i had to do was then present like you talked 00:26:28.250 --> 00:26:31.089 about say hey we do have a solution let me get 00:26:31.089 --> 00:26:33.690 you signed up with jake um and then the report 00:26:33.690 --> 00:26:37.109 process came afterwards but most of that rapport 00:26:37.109 --> 00:26:40.130 was already preemptively set because we were 00:26:40.130 --> 00:26:43.970 on a podcast he got to hear us talk from somebody 00:26:43.970 --> 00:26:46.589 who could qualify us. Then he went online and 00:26:46.589 --> 00:26:48.250 looked at our website. He didn't just call and 00:26:48.250 --> 00:26:50.089 say that he probably did a little bit of research. 00:26:50.150 --> 00:26:52.750 He probably had his team do a couple hours of 00:26:52.750 --> 00:26:55.269 research. So by the time he wanted to talk to 00:26:55.269 --> 00:26:58.299 us. It was more about a transformational process, 00:26:58.420 --> 00:27:02.019 not about, oh, so what do you guys do and how 00:27:02.019 --> 00:27:03.720 does it work? And here's my problem. No, no, 00:27:03.740 --> 00:27:05.579 no. That stuff's all for old school businesses 00:27:05.579 --> 00:27:09.880 that haven't adapted to the fast growing nature 00:27:09.880 --> 00:27:11.559 of what's possible through digital marketing. 00:27:11.759 --> 00:27:13.279 So, Bob, again, please continue on that thought 00:27:13.279 --> 00:27:16.279 process. Yeah. You know, when we start talking 00:27:16.279 --> 00:27:21.920 about that story there, how the upside down pyramid, 00:27:22.119 --> 00:27:25.339 so the rapport, then it's the discovery. and 00:27:25.339 --> 00:27:28.180 what's really unique now in today's world everything 00:27:28.180 --> 00:27:32.220 is moving so fast you have ai you have the world 00:27:32.220 --> 00:27:36.380 changing in lots of different ways that impact 00:27:36.380 --> 00:27:41.740 people absolutely their their need is now more 00:27:41.740 --> 00:27:44.480 unique because that's that's the false sense 00:27:44.480 --> 00:27:48.019 of the old style is hey here's my product this 00:27:48.019 --> 00:27:51.259 this will help you right general general general 00:27:51.259 --> 00:27:55.049 yeah I don't want general pop results, right? 00:27:55.089 --> 00:27:57.109 If I end up with general results, I end up with 00:27:57.109 --> 00:27:59.210 a general life and it doesn't look pretty. And 00:27:59.210 --> 00:28:02.269 so the high ticket market needs to see the personalization 00:28:02.269 --> 00:28:06.230 as well. And what was high importance to that 00:28:06.230 --> 00:28:11.609 story was speaking English. We had, I had a client, 00:28:11.930 --> 00:28:16.210 I won't share the name, but it was a very recognizable 00:28:16.210 --> 00:28:22.380 client. Went through the discovery and what I 00:28:22.380 --> 00:28:28.480 found out, this lady, all she wanted was for 00:28:28.480 --> 00:28:32.299 somebody to hold her hand through the process. 00:28:34.579 --> 00:28:38.359 When you expect and think of somebody at that 00:28:38.359 --> 00:28:43.079 position, but you find out why did she want somebody 00:28:43.079 --> 00:28:45.460 to be basically holding her hand, helping her 00:28:45.460 --> 00:28:48.180 understand every phase of the way. It's because 00:28:48.180 --> 00:28:51.460 of the amount of responsibility that she had. 00:28:52.160 --> 00:28:55.619 It was just too much. So the organization was 00:28:55.619 --> 00:28:59.079 putting way too much on this person. So by me 00:28:59.079 --> 00:29:01.740 stepping in and saying, I will take your hand, 00:29:01.839 --> 00:29:04.900 I will walk you through every step, whether we 00:29:04.900 --> 00:29:07.200 need to meet daily for a while to figure out, 00:29:07.240 --> 00:29:09.319 because basically what we were creating was a 00:29:09.319 --> 00:29:12.359 curriculum for their leaders to help develop 00:29:12.359 --> 00:29:18.109 them over a two -year plan. That was what was 00:29:18.109 --> 00:29:21.769 important. The need was we need to develop our 00:29:21.769 --> 00:29:26.509 leaders. But what the value that she found was 00:29:26.509 --> 00:29:29.990 that I was willing to come alongside of her and 00:29:29.990 --> 00:29:33.309 not just say, here you go and have a good time 00:29:33.309 --> 00:29:37.599 in developing your leaders. Modern buyers will 00:29:37.599 --> 00:29:40.619 invest great money and great listeners. And you 00:29:40.619 --> 00:29:43.160 helped me realize something too, Bob, by highlighting 00:29:43.160 --> 00:29:45.819 the fact that, as you said, Todd was looking 00:29:45.819 --> 00:29:48.460 for somebody who spoke English. My friends, and 00:29:48.460 --> 00:29:51.819 Bob knows this, and I know he knows this, it's 00:29:51.819 --> 00:29:55.539 not that simple. I didn't just listen and say 00:29:55.539 --> 00:29:57.559 like, well, yes, I speak English. That would 00:29:57.559 --> 00:30:00.640 have lost the sell instantly had I not captured 00:30:00.640 --> 00:30:03.930 what he was actually saying. what he was talking 00:30:03.930 --> 00:30:07.329 about todd was talking about how he didn't want 00:30:07.329 --> 00:30:09.230 to be another number he didn't want to work with 00:30:09.230 --> 00:30:11.309 an agency where the agency didn't he wanted to 00:30:11.309 --> 00:30:15.750 work directly with jake larson um and so i i 00:30:15.750 --> 00:30:18.089 intuitively keyed in on that and just went right 00:30:18.089 --> 00:30:22.069 into expert support mode and there's others who 00:30:22.069 --> 00:30:24.309 might bring up that type the same exact dialect 00:30:24.309 --> 00:30:25.950 they might say well i'm just sick of customer 00:30:25.950 --> 00:30:27.809 service people who don't speak my language and 00:30:27.809 --> 00:30:29.970 maybe it's time for me to slow down hold their 00:30:29.970 --> 00:30:31.549 hand a little bit like bob's talking about and 00:30:31.549 --> 00:30:34.069 say you know what I know that frustration, too. 00:30:34.130 --> 00:30:35.589 I don't ever want to go in that direction. But 00:30:35.589 --> 00:30:38.650 had I done that with Todd, I guarantee you Todd 00:30:38.650 --> 00:30:40.789 would have never worked with us. He would have 00:30:40.789 --> 00:30:42.990 been like, wait, who is this guy? You know, why 00:30:42.990 --> 00:30:44.789 is he taking me off in the left? I was making 00:30:44.789 --> 00:30:48.589 a joke. But that emotional intelligence as a 00:30:48.589 --> 00:30:51.210 sales rep to be able to think through what is 00:30:51.210 --> 00:30:53.470 this person actually saying under the surface? 00:30:53.509 --> 00:30:56.069 Is that something I should directly key in on 00:30:56.069 --> 00:30:58.549 or is that something that I should skim past 00:30:58.549 --> 00:31:00.470 and go right into what is this person actually 00:31:00.470 --> 00:31:03.200 need? those types of emotional intelligence cues 00:31:03.200 --> 00:31:05.619 they are trainable realities but you have to 00:31:05.619 --> 00:31:07.559 work with great trainers in order to get there 00:31:07.559 --> 00:31:11.559 and so bob as we go into that let's let's explore 00:31:11.559 --> 00:31:15.220 your greatness a little bit why do so many teams 00:31:15.220 --> 00:31:19.200 struggle to consistently close deals in today's 00:31:19.200 --> 00:31:21.759 society and if you want to we can even parallel 00:31:21.759 --> 00:31:25.440 or jump ship to what separates struggling sales 00:31:25.440 --> 00:31:31.500 teams from high performing ones Well, we've got 00:31:31.500 --> 00:31:35.920 the initial foundation laid down. It's either 00:31:35.920 --> 00:31:38.920 your mindset of I'm selling you something or 00:31:38.920 --> 00:31:42.059 I'm here to serve you. And when you serve others, 00:31:42.160 --> 00:31:45.700 it comes back. So you have to have that to start 00:31:45.700 --> 00:31:50.460 off. Then you actually really demonstrated it 00:31:50.460 --> 00:31:54.859 and you just said it intuitively. You said he's 00:31:54.859 --> 00:31:57.700 saying more. And the reason you picked up on 00:31:57.700 --> 00:32:00.960 that, it wasn't because you. have these enormous 00:32:00.960 --> 00:32:05.839 skills, you had the concept, I need to help this 00:32:05.839 --> 00:32:09.980 guy serve. That was already there. Well, yeah, 00:32:10.019 --> 00:32:12.680 it came from more than a decade of serving, serving, 00:32:12.720 --> 00:32:15.279 serving, serving, serving. Exactly. Yes. So that 00:32:15.279 --> 00:32:19.019 came out naturally. But that actually can be 00:32:19.019 --> 00:32:21.900 developed. You can strengthen that soft skill. 00:32:22.099 --> 00:32:25.500 100 % you have to. It's exercise. That is exercise. 00:32:25.779 --> 00:32:29.549 Absolutely. Yeah. So if you have that mindset, 00:32:29.829 --> 00:32:32.569 you're going to actively listen. You're going 00:32:32.569 --> 00:32:34.910 to, you know, if you're on a Zoom call, watch 00:32:34.910 --> 00:32:39.950 the body language, the tones, their pace, everything. 00:32:40.609 --> 00:32:43.490 You can even get into the details of watching 00:32:43.490 --> 00:32:49.029 their eyes. When people look up, they are visualizing. 00:32:49.269 --> 00:32:52.150 When people tend to look down, it's more of an 00:32:52.150 --> 00:32:56.029 emotional piece. You just crushed a myth. I was 00:32:56.029 --> 00:32:57.819 about to have to correct you. It was like. like 00:32:57.819 --> 00:33:00.779 oh no bob well you nailed it you nailed it malcolm 00:33:00.779 --> 00:33:03.640 gladwell and uh talking with strangers talks 00:33:03.640 --> 00:33:05.500 about people get that wrong because they say 00:33:05.500 --> 00:33:07.200 they used to say that means somebody's lying 00:33:07.200 --> 00:33:09.539 no it doesn't it means somebody's being creative 00:33:09.539 --> 00:33:11.700 it means somebody's getting emotional about something 00:33:11.700 --> 00:33:14.440 so very very good i love that keep going well 00:33:14.440 --> 00:33:17.519 and so if you're really in that position just 00:33:17.519 --> 00:33:20.180 i want to serve i'm paying attention to those 00:33:20.180 --> 00:33:22.599 body language the eye movement their tones their 00:33:22.599 --> 00:33:26.250 pace Why? Because I want to find out what's really 00:33:26.250 --> 00:33:29.910 important to them. Because if I can't help them, 00:33:30.049 --> 00:33:34.210 I don't want to waste their time. But if I can, 00:33:34.509 --> 00:33:38.289 which most times you can, and that's another 00:33:38.289 --> 00:33:41.789 piece, is you don't have to be the hero 100 % 00:33:41.789 --> 00:33:45.130 of the time. That's the fault in those false 00:33:45.130 --> 00:33:48.230 structures that organizations set up. But the 00:33:48.230 --> 00:33:51.109 majority of the time, you can provide a solution 00:33:51.109 --> 00:33:53.569 that's going to... hit the mark it's going to 00:33:53.569 --> 00:33:56.609 be a home run so when it comes to the emotional 00:33:56.609 --> 00:34:00.250 intelligence that is a skill that you can develop 00:34:00.250 --> 00:34:03.549 more and more and more and it can get to a point 00:34:03.549 --> 00:34:06.890 where it's very natural because you're focusing 00:34:06.890 --> 00:34:10.590 on that i think you know a little side note is 00:34:10.590 --> 00:34:16.630 a lot of people tend to limit their ability and 00:34:16.630 --> 00:34:19.269 what they believe in who they are what they can 00:34:19.269 --> 00:34:22.480 do And this could get into a little bit of the 00:34:22.480 --> 00:34:27.000 psychology aspect, but salespeople, high performance 00:34:27.000 --> 00:34:32.960 salespeople, those driving factors, every time 00:34:32.960 --> 00:34:36.639 I've interviewed them, they know who they are, 00:34:36.760 --> 00:34:40.699 they know what they're worth, and they know what 00:34:40.699 --> 00:34:44.659 their purpose is. That is basic human behavior. 00:34:44.679 --> 00:34:47.739 We have to know who we are, what we're worth, 00:34:47.840 --> 00:34:52.199 and why am I here? what am i doing and when a 00:34:52.199 --> 00:34:56.960 sales person they know i'm a person that has 00:34:56.960 --> 00:35:00.659 skills a solution i'm a problem solver i'm a 00:35:00.659 --> 00:35:06.059 server that's what i do that's who i am and when 00:35:06.059 --> 00:35:11.219 they have that mindset they crush it every time 00:35:11.219 --> 00:35:17.099 and for me personally when when i'm in that mindset 00:35:17.099 --> 00:35:20.369 because that's what i believe And I actually 00:35:20.369 --> 00:35:23.449 get to help somebody. I become friends with them. 00:35:23.550 --> 00:35:26.550 I get to value that person. I get to learn something 00:35:26.550 --> 00:35:30.949 unique about a person I never knew. And it turns 00:35:30.949 --> 00:35:36.030 into a wonderful experience for myself. May never 00:35:36.030 --> 00:35:40.570 see the person, you know, in person. We may only 00:35:40.570 --> 00:35:44.230 do business for a year. But the time that I had 00:35:44.230 --> 00:35:47.699 with the person, I thoroughly enjoyed. And what 00:35:47.699 --> 00:35:50.679 do you think the reception of that was? They 00:35:50.679 --> 00:35:53.699 know it. Yeah, because now they feel valued. 00:35:53.760 --> 00:35:56.099 They feel respected. They feel important. They 00:35:56.099 --> 00:36:00.300 were listened to. Well, to pick up on that with 00:36:00.300 --> 00:36:02.079 another live example, I mean, we got Journey 00:36:02.079 --> 00:36:04.739 to Wellness up here with Dr. Justin and Dr. Shannon. 00:36:04.739 --> 00:36:06.980 I met them eight years ago. And we talked about 00:36:06.980 --> 00:36:09.519 working together then. And we talked one more 00:36:09.519 --> 00:36:12.079 time, maybe three or four years later. And then 00:36:12.079 --> 00:36:14.599 we picked up the conversation. He called me up 00:36:14.599 --> 00:36:16.639 this past October was like, Jackson, how you 00:36:16.639 --> 00:36:20.000 been? And I was like, you know what? It finally 00:36:20.000 --> 00:36:21.739 feels like the time. Why the heck aren't we working 00:36:21.739 --> 00:36:24.380 together? That was it. You know, he's like, you 00:36:24.380 --> 00:36:26.079 know, right. You know, why have we not done this? 00:36:26.239 --> 00:36:28.400 And it's that it's that ability to understand 00:36:28.400 --> 00:36:32.280 that what Taylor Welch calls relationship equity, 00:36:32.420 --> 00:36:35.780 the ability to build the relationship and let 00:36:35.780 --> 00:36:39.230 it marinate. and follow up at responsible times. 00:36:39.869 --> 00:36:42.829 So I'll talk about some of the new rules of leadership 00:36:42.829 --> 00:36:45.369 and sales. Some of the things that are coming 00:36:45.369 --> 00:36:47.750 because of AI, my friends, is it's very important 00:36:47.750 --> 00:36:51.730 that we start to adapt. We start to evolve how 00:36:51.730 --> 00:36:56.550 we show up in the world of leadership. And I 00:36:56.550 --> 00:36:59.010 see so many closers who don't know how to be 00:36:59.010 --> 00:37:01.530 a junior sales rep. and obviously junior sales 00:37:01.530 --> 00:37:03.730 reps who don't know how to move into closures 00:37:03.730 --> 00:37:06.329 or as i say more professionally senior advisor 00:37:06.920 --> 00:37:09.260 um behaviors you shouldn't be closing people 00:37:09.260 --> 00:37:11.159 teach people to make their decisions for themselves 00:37:11.159 --> 00:37:13.420 my friends that leads to long -term relationships 00:37:13.420 --> 00:37:16.340 higher average order values and lifetime values 00:37:16.340 --> 00:37:18.599 extend because if people know that they're making 00:37:18.599 --> 00:37:21.360 the decision for themselves they don't feel like 00:37:21.360 --> 00:37:23.039 that one they don't become a burn victim and 00:37:23.039 --> 00:37:25.099 blame you for it so you want to make sure they're 00:37:25.099 --> 00:37:28.139 making the right decisions but today with things 00:37:28.139 --> 00:37:32.699 like perplexity computer and uh open claw you 00:37:32.699 --> 00:37:35.559 have an opportunity to bulletproof yourself as 00:37:35.559 --> 00:37:37.579 a sales rep and understand how to do your own 00:37:37.579 --> 00:37:40.539 lead generation and your own nurturing processes 00:37:40.539 --> 00:37:43.760 to stack the deck in your favor and provide far 00:37:43.760 --> 00:37:45.800 more extensive value. And if you don't lean into 00:37:45.800 --> 00:37:48.599 that, then you're likely to end up in a position 00:37:48.599 --> 00:37:50.000 to where they're like, well, why would I keep 00:37:50.000 --> 00:37:52.199 this person on board when they don't know how 00:37:52.199 --> 00:37:54.679 to bring new value to the company? We should 00:37:54.679 --> 00:37:56.460 probably just bring those who've diversified 00:37:56.460 --> 00:37:59.139 a little bit. Bob, some thoughts on the new world. 00:37:59.860 --> 00:38:06.849 Yeah, the new world. when i when i think of the 00:38:06.849 --> 00:38:09.530 you taught there was a word that you said about 00:38:09.530 --> 00:38:14.010 the process and that is another piece that when 00:38:14.010 --> 00:38:17.849 we look at the old process and it was the build 00:38:17.849 --> 00:38:20.849 rapport do a little discovery offer the product 00:38:20.849 --> 00:38:24.699 and it was more transactional Correct. Let's 00:38:24.699 --> 00:38:29.860 kill transactional, please. I'm sorry. Informational 00:38:29.860 --> 00:38:32.980 and transactional can coexist, but it's so transactional 00:38:32.980 --> 00:38:36.239 right now. It's killing. Yes, yes. And consultative 00:38:36.239 --> 00:38:40.820 selling is a whole different mindset. And you 00:38:40.820 --> 00:38:43.280 have to have the proper mindset to actually be 00:38:43.280 --> 00:38:49.360 good at it. But what I see is where a lot of 00:38:49.360 --> 00:38:53.099 them make mistakes is. okay it's consultative 00:38:53.099 --> 00:38:55.320 selling i get it okay i gotta i gotta build rapport 00:38:55.320 --> 00:38:57.739 quickly i gotta watch their eye movement i'm 00:38:57.739 --> 00:39:02.639 gonna pick up their tones and then the sales 00:39:02.639 --> 00:39:07.599 process starts the stall and it stalls quickly 00:39:07.599 --> 00:39:14.099 and what i've discovered for me is imagine you 00:39:14.099 --> 00:39:15.739 know you're sitting with a person you say okay 00:39:15.739 --> 00:39:20.719 we're gonna build a website well We're going 00:39:20.719 --> 00:39:23.079 to, one, we're going to sit down. What is it 00:39:23.079 --> 00:39:26.579 going to look like? What do we want to say? Are 00:39:26.579 --> 00:39:28.800 we going to have a shopping cart? All of these 00:39:28.800 --> 00:39:31.300 things. And we lay out, okay, now we hand it 00:39:31.300 --> 00:39:34.119 over to the graphic artists. And now they're 00:39:34.119 --> 00:39:36.519 going to create all the images and all of that. 00:39:36.539 --> 00:39:40.239 And they put that there. Now we have to pay the 00:39:40.239 --> 00:39:42.239 bill because we've been invoiced by the graphic 00:39:42.239 --> 00:39:46.079 artists. We pay the invoice. And now we're up 00:39:46.079 --> 00:39:49.719 and running. There was a process. But it's the 00:39:49.719 --> 00:39:52.840 same thing with sales. If they can really grasp 00:39:52.840 --> 00:39:56.719 that there is a process and that process will 00:39:56.719 --> 00:40:01.300 lead you to budget discussions. If you have gone 00:40:01.300 --> 00:40:04.280 through the proper process of building that report, 00:40:04.539 --> 00:40:09.039 doing discovery, showing value, because now you 00:40:09.039 --> 00:40:12.260 have the know that I want to continue this conversation. 00:40:12.340 --> 00:40:15.519 And that's where a lot of sales people, unfortunately, 00:40:15.800 --> 00:40:20.010 can stop. No. that's where you begin to say okay 00:40:20.010 --> 00:40:23.630 let's talk about your budget correct ask that 00:40:23.630 --> 00:40:26.449 is one of the biggest pieces they're afraid to 00:40:26.449 --> 00:40:31.630 ask and the more bold you are in a friendly way 00:40:31.630 --> 00:40:34.329 because you care about the person you know you 00:40:34.329 --> 00:40:37.349 might ask and say you know what's your budget 00:40:37.349 --> 00:40:41.690 for xyz well i really don't want to say okay 00:40:41.690 --> 00:40:49.969 so for me to help you is this amount in the ballpark 00:40:49.969 --> 00:40:53.550 am i in the block or am i out of state where 00:40:53.550 --> 00:40:58.409 are we in terms of your budget and helping them 00:40:58.409 --> 00:41:03.789 reassure them to make that decision so you might 00:41:03.789 --> 00:41:06.329 have a budget and you or you present the proposal 00:41:06.329 --> 00:41:09.849 and now you say now you have the opportunity 00:41:09.849 --> 00:41:14.539 to evaluate that and discuss if there's value 00:41:14.539 --> 00:41:19.239 in what we present. Dude, that is so legendary, 00:41:19.539 --> 00:41:23.679 Bob. I want to show you something, Bob, and I 00:41:23.679 --> 00:41:25.599 want your feedback on it. And I want you to be 00:41:25.599 --> 00:41:28.460 brutal if you feel the need to be brutal. Our 00:41:28.460 --> 00:41:30.599 audience deserves this. That's what this is all 00:41:30.599 --> 00:41:32.260 about, is making sure that the visionaries have 00:41:32.260 --> 00:41:35.380 the tools they need. We designed a tool that... 00:41:35.739 --> 00:41:38.199 I will one day probably be highlighting and selling 00:41:38.199 --> 00:41:40.059 for millions and millions of dollars. And I hope 00:41:40.059 --> 00:41:42.340 all of you use this tool that I share in front 00:41:42.340 --> 00:41:44.400 of you. We designed it for the podcasting role, 00:41:44.460 --> 00:41:47.179 but applies to everybody who's in a sales role. 00:41:47.219 --> 00:41:49.719 Remember, sales is service. How are you serving 00:41:49.719 --> 00:41:52.219 people? And it starts with a list. Well, so we 00:41:52.219 --> 00:41:54.199 created this tool. I'm going to pull it up. It's 00:41:54.199 --> 00:41:56.539 called the Advisor Training System, and this 00:41:56.539 --> 00:41:59.489 is the podcast version. And what it is, is it's 00:41:59.489 --> 00:42:01.929 a preemptive tool that helps you move into your 00:42:01.929 --> 00:42:04.949 CRM kind of with a they call it a tree branch 00:42:04.949 --> 00:42:07.510 logic of questions. But what it teaches you is 00:42:07.510 --> 00:42:10.050 one. You've got to do your strengths, weaknesses 00:42:10.050 --> 00:42:12.369 and opportunities and threats analysis for somebody 00:42:12.369 --> 00:42:14.550 up front. So if I'm talking to Bob Chonka, Bob, 00:42:14.590 --> 00:42:17.579 don't take this personal, but. for the sake of 00:42:17.579 --> 00:42:20.500 going through this. Here we got Bob's information. 00:42:20.780 --> 00:42:23.659 I would need to evaluate his strengths, his weaknesses, 00:42:23.760 --> 00:42:26.519 his opportunities and threats by looking up his 00:42:26.519 --> 00:42:29.099 online profile prior to talking to him. That's 00:42:29.099 --> 00:42:32.119 part of caring about the relationship. And then 00:42:32.119 --> 00:42:34.579 right here, I've got the ability to dive in and 00:42:34.579 --> 00:42:37.420 say, okay, am I talking to Bob? Does he express 00:42:37.420 --> 00:42:40.159 good leadership or is he vague or awkward? When 00:42:40.159 --> 00:42:42.619 I ask for his name or his assistant, vague or 00:42:42.619 --> 00:42:45.340 awkward, all of this helps me perform a readiness 00:42:45.340 --> 00:42:47.159 score to know what type of emotional intelligent 00:42:47.159 --> 00:42:49.940 leader I'm working with. And then I can go through 00:42:49.940 --> 00:42:51.719 some basic questions. I'm going to skip some 00:42:51.719 --> 00:42:53.960 of these, my friends, but I want you to be able 00:42:53.960 --> 00:42:56.599 to see how as I go through these different steps. 00:42:56.679 --> 00:42:58.280 In fact, this is one of the older versions of 00:42:58.280 --> 00:43:00.679 the tool. Darn, I've got the wrong one. We've 00:43:00.679 --> 00:43:03.440 got 12 questions we go through. And to Bob's 00:43:03.440 --> 00:43:06.360 point, if I go, let's see if it's on here. Yeah, 00:43:06.440 --> 00:43:10.219 but it's not. So on the proper tool for this, 00:43:10.360 --> 00:43:13.460 the last of the 12 questions, as Bob talked about, 00:43:13.639 --> 00:43:16.900 is what is your operations and marketing budget? 00:43:17.820 --> 00:43:20.079 And if you're asking that prematurely, you're 00:43:20.079 --> 00:43:22.179 not going to get an answer. If you're forgetting 00:43:22.179 --> 00:43:26.059 to ask that, you're doing a major disservice 00:43:26.059 --> 00:43:27.880 for the person that you're talking to because 00:43:27.880 --> 00:43:30.260 they need help thinking through it. They need 00:43:30.260 --> 00:43:31.880 to be able to evaluate it. They need to be able 00:43:31.880 --> 00:43:34.519 to help you understand. What types of resources 00:43:34.519 --> 00:43:37.239 do we have to work with to build a proper scope 00:43:37.239 --> 00:43:38.800 of work? It doesn't matter if you're a personal 00:43:38.800 --> 00:43:41.099 trainer helping people on their fitness, where 00:43:41.099 --> 00:43:43.079 you should be doing assessments and you should 00:43:43.079 --> 00:43:44.599 be looking at what equipment should be using, 00:43:44.699 --> 00:43:48.179 or whether you're helping out with business consultation 00:43:48.179 --> 00:43:51.280 and helping people reposition their brands. This 00:43:51.280 --> 00:43:53.639 applies all over the spectrum for high ticket 00:43:53.639 --> 00:43:56.599 sales. So I'm going to provide the real resource 00:43:56.599 --> 00:43:59.300 so that you guys can have it in the show notes. 00:43:59.820 --> 00:44:02.179 But it's so important to know what are the questions 00:44:02.179 --> 00:44:05.780 that I'm asking to help me from the beginning 00:44:05.780 --> 00:44:09.659 be the gatekeeper that helps them realize, hey, 00:44:09.679 --> 00:44:12.739 look, that you need an oil transmission change 00:44:12.739 --> 00:44:15.179 for your car. We only do oil changes. But I go 00:44:15.179 --> 00:44:17.079 to that place across the street. You're welcome 00:44:17.079 --> 00:44:19.679 to try them out or go wherever you'd like. Disqualify 00:44:19.679 --> 00:44:23.159 as fast as possible in order to honor their time, 00:44:23.260 --> 00:44:26.460 in order to honor your own time. And most likely 00:44:26.460 --> 00:44:29.110 they'll be like, dang. Next time you know, change, 00:44:29.250 --> 00:44:32.570 I'm coming here. We want to honor and serve people 00:44:32.570 --> 00:44:35.349 super well. So be a gatekeeper on the front end. 00:44:35.489 --> 00:44:37.809 Make sure you're not trying to close every single 00:44:37.809 --> 00:44:39.690 prospect that comes across your radio. Your product 00:44:39.690 --> 00:44:41.530 and service just isn't that cool, nor is mine. 00:44:41.909 --> 00:44:43.869 We've got to find people who are truly aligned 00:44:43.869 --> 00:44:46.690 with it. I'll end on this, Bob, and give you 00:44:46.690 --> 00:44:49.690 the final, the final mic piece on this. Why great 00:44:49.690 --> 00:44:53.789 products don't always sell in relation to why 00:44:53.789 --> 00:44:55.110 they don't always sell. Even if you have a great 00:44:55.110 --> 00:44:57.969 team. It often, I'm going to look at Elon Musk 00:44:57.969 --> 00:45:00.550 as the greatest living example of this. He got 00:45:00.550 --> 00:45:03.670 on stage. He sold a car that wouldn't exist for 00:45:03.670 --> 00:45:05.610 two to three years. Nobody cared about the product 00:45:05.610 --> 00:45:06.849 or service. They weren't even going to get up 00:45:06.849 --> 00:45:08.469 to three. Who would go to a car dealership right 00:45:08.469 --> 00:45:11.030 now and buy a car for a thousand dollars, put 00:45:11.030 --> 00:45:12.809 a thousand dollars in and they'll say, well, 00:45:12.949 --> 00:45:14.530 you might have a car from us in two to three 00:45:14.530 --> 00:45:16.369 years. Nobody, nobody would do that right in 00:45:16.369 --> 00:45:17.909 mind. We would sue the company that tried to 00:45:17.909 --> 00:45:20.769 do that to us. He sold 180 ,000 cars from stage. 00:45:20.969 --> 00:45:24.000 How did he do it? He had a clear vision. He had 00:45:24.000 --> 00:45:26.239 a culture where people wanted to belong, and 00:45:26.239 --> 00:45:28.280 he had an amazing leadership team that people 00:45:28.280 --> 00:45:30.300 believed in. That's what they marketed. They 00:45:30.300 --> 00:45:32.119 marketed the vision, the culture, and the leadership, 00:45:32.239 --> 00:45:35.019 and they crushed it because of it. It's not your 00:45:35.019 --> 00:45:38.119 product that you are selling. It is a long -term 00:45:38.119 --> 00:45:40.519 relationship. It is the ability for people want 00:45:40.519 --> 00:45:42.840 to belong. I went into Tesla to buy a car, and 00:45:42.840 --> 00:45:45.300 I was the jerk who had to ask the question. I 00:45:45.300 --> 00:45:47.619 said, if you don't mind me asking, how much do 00:45:47.619 --> 00:45:51.190 you make? And she said, minimum wage. That's 00:45:51.190 --> 00:45:54.010 right, because the cars sell themselves, my friends. 00:45:54.030 --> 00:45:56.130 That's what happens when you position your brand 00:45:56.130 --> 00:45:58.610 super, super well. She was there, and I'm not 00:45:58.610 --> 00:46:01.329 dogging her as a minimum wage earner either. 00:46:01.530 --> 00:46:03.530 I'm pointing out the fact that the systems were 00:46:03.530 --> 00:46:06.250 so good and everything was so on point that all 00:46:06.250 --> 00:46:08.409 she had to focus on was just making sure that 00:46:08.409 --> 00:46:11.809 I loved the experience. If she did that, I was 00:46:11.809 --> 00:46:14.349 going to buy the car if I was qualified. I was 00:46:14.349 --> 00:46:16.969 young, broke, new startup, could not afford the 00:46:16.969 --> 00:46:19.480 car, but man, it was a fun experience. Bob, let 00:46:19.480 --> 00:46:21.420 me bring you back on and I'll have you wrap it 00:46:21.420 --> 00:46:25.059 up. Yeah, that's a great story. It's interesting. 00:46:26.179 --> 00:46:29.420 I'm going to tie it in with leaders. What is 00:46:29.420 --> 00:46:34.440 a leader? A leader is somebody that will go to 00:46:34.440 --> 00:46:39.079 a place that others won't go on their own. They 00:46:39.079 --> 00:46:42.260 will take you to a place. Now, a salesperson 00:46:42.260 --> 00:46:46.260 can do the same thing is take that potential. 00:46:47.000 --> 00:46:51.119 customer that buyer to a place where that world 00:46:51.119 --> 00:46:54.639 is better for them that's what elon musk was 00:46:54.639 --> 00:46:57.960 doing selling those cars saying your world is 00:46:57.960 --> 00:46:59.519 going to be better you're going to be in this 00:46:59.519 --> 00:47:02.400 new type of vehicle and he was selling something 00:47:02.400 --> 00:47:06.039 didn't even exist but he was painting that vision 00:47:06.039 --> 00:47:09.500 this is what your world is going to be like if 00:47:09.500 --> 00:47:12.679 you get in that car if you own this car it's 00:47:12.679 --> 00:47:15.380 the same thing with a great product you can have 00:47:15.380 --> 00:47:17.639 a great product but if they don't catch your 00:47:17.639 --> 00:47:21.639 vision as a leader leading them to help them 00:47:21.639 --> 00:47:24.699 to show them that you can serve them and bring 00:47:24.699 --> 00:47:27.079 value and you show them what that world is going 00:47:27.079 --> 00:47:32.139 to look like there it goes you'll you'll do it 00:47:32.139 --> 00:47:36.920 in fact one of the things with with sola is we 00:47:36.920 --> 00:47:41.440 allow people to license our entire library we 00:47:41.440 --> 00:47:46.110 have over 9 000 training components inside of 00:47:46.110 --> 00:47:50.230 that library it's it's a unique offering nobody 00:47:50.230 --> 00:47:54.150 in the world offers this type of offering so 00:47:54.150 --> 00:47:57.369 when somebody contacts us we have interaction 00:47:57.369 --> 00:48:01.530 they have no idea about this new world that they 00:48:01.530 --> 00:48:04.550 can be living in and when we paint that picture 00:48:04.550 --> 00:48:07.269 and they begin to catch the vision of what their 00:48:07.269 --> 00:48:11.409 life will be like having 24 7 access to the library 00:48:13.059 --> 00:48:16.900 It radically changes. And we get those customers. 00:48:19.119 --> 00:48:21.059 I'll share it. Here's an example. I'm going to 00:48:21.059 --> 00:48:24.380 play devil's advocate on this one, Bob. Okay, 00:48:24.440 --> 00:48:27.219 go ahead. And this is for everybody's sake, my 00:48:27.219 --> 00:48:29.840 friends. All of us as visionaries are developing. 00:48:30.059 --> 00:48:32.940 Maybe not. Maybe Elon Musk has made it, but I 00:48:32.940 --> 00:48:34.699 don't think so. I think he'd say he's too, figuring 00:48:34.699 --> 00:48:36.920 things out. But him and Jeff Bezos, man, they've 00:48:36.920 --> 00:48:40.079 crushed it. The rest of us, we got a long way 00:48:40.079 --> 00:48:43.940 to go. Bob, when I heard you say that, I was 00:48:43.940 --> 00:48:46.219 like, I want to honor all the goodness that is 00:48:46.219 --> 00:48:48.940 Bob. But I have heard that exact same line from 00:48:48.940 --> 00:48:53.099 Tony Robbins, from Dean Graciosi, from 9000 coaches 00:48:53.099 --> 00:48:55.679 who all think that their vault is something that 00:48:55.679 --> 00:48:57.800 I want in the here and now. And it's not because 00:48:57.800 --> 00:49:01.420 the world of content. One of the greatest discoveries 00:49:01.420 --> 00:49:04.420 I learned on this was a Tracy Chapman. Tracy 00:49:04.420 --> 00:49:07.420 Chapman is a great singer. Tracy Childs, the 00:49:07.420 --> 00:49:10.670 founder of Wishlist Members. He's got over 100 00:49:10.670 --> 00:49:14.530 ,000 courses posted on his wishlist member platform. 00:49:14.769 --> 00:49:18.030 And what him and Stu McLaren, who's one of the 00:49:18.030 --> 00:49:21.090 best course creators of all time, he's a legend 00:49:21.090 --> 00:49:24.130 in the space. What they realized by looking at 00:49:24.130 --> 00:49:27.230 the data was that the number one reason why people 00:49:27.230 --> 00:49:32.230 quit and stop working with a course is content 00:49:32.230 --> 00:49:35.829 overwhelm. It's because we gave too much. We 00:49:35.829 --> 00:49:39.269 didn't have it bite -sized. If we could reposition 00:49:39.269 --> 00:49:44.369 SOLA as an opportunity that people can explore 00:49:44.369 --> 00:49:46.900 on the front end like Elon Musk did. And they 00:49:46.900 --> 00:49:49.119 can see and visualize and understand that value 00:49:49.119 --> 00:49:51.320 on the front end and feel that. Then, of course, 00:49:51.360 --> 00:49:53.320 you have hundreds of millions of people that 00:49:53.320 --> 00:49:55.219 could potentially dive in and value the path 00:49:55.219 --> 00:49:57.579 that exists there. And so all of us, my friends, 00:49:57.619 --> 00:50:00.019 have an opportunity. I'm not dogging Bob's content 00:50:00.019 --> 00:50:02.360 at all. This could be the most important vault 00:50:02.360 --> 00:50:05.019 in the history of the world. You know, I really 00:50:05.019 --> 00:50:07.219 don't know. I haven't been into it. But I know 00:50:07.219 --> 00:50:09.539 that what's going to drive me to want to participate 00:50:09.539 --> 00:50:12.500 in that is if the vision on the front end is 00:50:12.500 --> 00:50:15.500 ultra clear. The culture is one where I obviously 00:50:15.500 --> 00:50:17.119 want to belong. I can tell you, my friends, I've 00:50:17.119 --> 00:50:18.960 gotten to know Bob like I told Bob right away. 00:50:18.960 --> 00:50:20.119 I was like, I want to talk to you afterwards. 00:50:20.320 --> 00:50:22.039 I want to see what you guys are up to because 00:50:22.039 --> 00:50:25.119 you guys have a vibe about you. That's like amazing. 00:50:25.639 --> 00:50:28.059 And if they happen to have a process that honors 00:50:28.059 --> 00:50:30.500 leadership, then that allows people like me to 00:50:30.500 --> 00:50:33.000 say to like, OK, they might value me in this 00:50:33.000 --> 00:50:35.530 environment. And if they value great leaders, 00:50:35.630 --> 00:50:37.489 then naturally something good can come of it. 00:50:37.550 --> 00:50:40.309 But the more we can lean into that as leaders 00:50:40.309 --> 00:50:42.610 of our own brands and create that type of space, 00:50:42.769 --> 00:50:44.889 the better. And the people to lean into with 00:50:44.889 --> 00:50:47.409 that are the ones who are leading the world in 00:50:47.409 --> 00:50:50.010 terms of leadership. And Bob Chanka is one of 00:50:50.010 --> 00:50:52.050 those amazing peers in his team. You guys can 00:50:52.050 --> 00:50:55.550 see it on their website. So definitely see what 00:50:55.550 --> 00:50:58.610 Sola is up to. Find him online. Go and search 00:50:58.610 --> 00:51:00.650 him. out but bob i want to give you the final 00:51:00.650 --> 00:51:03.489 word if this is your last chance to talk to visionaries 00:51:03.489 --> 00:51:06.610 today what advice and counsel would you have 00:51:06.610 --> 00:51:08.949 for visionaries who are trying striving to build 00:51:08.949 --> 00:51:13.289 whatever it is they're up to well i would speak 00:51:13.289 --> 00:51:18.449 to organizations that want to invest in their 00:51:18.449 --> 00:51:24.130 people when you invest in them they're going 00:51:24.130 --> 00:51:29.099 to invest back into you so What that means is 00:51:29.099 --> 00:51:32.820 if you provide soft skills, which is going to 00:51:32.820 --> 00:51:34.860 be the emotional intelligence, building rapport, 00:51:35.280 --> 00:51:38.860 really understanding human behavior, you provide 00:51:38.860 --> 00:51:42.679 those soft skills, they turn into power skills. 00:51:43.260 --> 00:51:47.039 And then those power skills can make a major 00:51:47.039 --> 00:51:50.380 impact. And we talk so many other things that 00:51:50.380 --> 00:51:56.179 being more realistic becomes more of a clear 00:51:56.179 --> 00:51:58.599 picture. Because you know that you're not going 00:51:58.599 --> 00:52:01.639 to solve every person's problem, but you are 00:52:01.639 --> 00:52:04.500 going to show value and you're going to get a 00:52:04.500 --> 00:52:07.719 great reception versus over here struggling and 00:52:07.719 --> 00:52:10.340 trying to get all this, as many transactional 00:52:10.340 --> 00:52:12.139 sales as you can, because that's what I got to 00:52:12.139 --> 00:52:15.119 do. I got to sell, sell, sell so I can put food 00:52:15.119 --> 00:52:18.900 on the table. So over here, it's investing in 00:52:18.900 --> 00:52:23.480 them. And if you have vision for people growing, 00:52:23.659 --> 00:52:27.719 that is what will take place. That's why Sola 00:52:27.719 --> 00:52:30.420 does what we do. We create all of these soft 00:52:30.420 --> 00:52:33.639 skills training because we know that if you can 00:52:33.639 --> 00:52:37.400 get that into people, those soft skills will 00:52:37.400 --> 00:52:40.159 turn into power skills, whether they become a 00:52:40.159 --> 00:52:43.159 great manager, supervisor, employee, salesperson, 00:52:43.320 --> 00:52:48.400 and then navigating up to being an HR or CEO, 00:52:48.760 --> 00:52:52.159 who knows the potential of anybody. But if they 00:52:52.159 --> 00:52:55.800 possess those soft skills, they can grow. That's 00:52:55.800 --> 00:52:58.619 what I would just say. Invest in your people. 00:52:58.739 --> 00:53:00.760 That's your greatest resource. I mean, that's 00:53:00.760 --> 00:53:03.460 huge. We all know that, but we can lose sight 00:53:03.460 --> 00:53:06.559 of that. I think that's the challenge is most 00:53:06.559 --> 00:53:09.659 entrepreneurs don't actually do that at the level 00:53:09.659 --> 00:53:11.780 that they could. And so, Bob, out of two thousand 00:53:11.780 --> 00:53:13.900 five hundred plus interviews that we've had, 00:53:14.000 --> 00:53:16.619 that may be my very favorite answer that I've 00:53:16.619 --> 00:53:19.320 ever heard for visionaries. Visionaries don't 00:53:19.320 --> 00:53:21.760 overlook this. Don't think I already know this. 00:53:22.239 --> 00:53:24.659 Think, how can I apply this even greater in my 00:53:24.659 --> 00:53:26.659 own lives? If you're late paying your people, 00:53:26.760 --> 00:53:29.380 if you're not asking them about what do they 00:53:29.380 --> 00:53:31.539 want to accomplish in their lives outside of 00:53:31.539 --> 00:53:34.420 work, how can you empower their dreams and their 00:53:34.420 --> 00:53:36.599 visions? How can you put them on a track record 00:53:36.599 --> 00:53:39.460 to make sure their goals are accomplished? Investing 00:53:39.460 --> 00:53:42.199 in people, it is so easy to see and feel the 00:53:42.199 --> 00:53:44.559 difference between environment. where the leaders 00:53:44.559 --> 00:53:46.320 actually care about their people and they don't. 00:53:46.320 --> 00:53:48.159 We just heard it from Bob Chonka, who works with 00:53:48.159 --> 00:53:51.860 Costco and brands of that stature. That's somebody 00:53:51.860 --> 00:53:54.199 who's had his eyes on this for decades, and we 00:53:54.199 --> 00:53:56.760 have the opportunity to benefit from it. So visionaries, 00:53:56.800 --> 00:53:58.579 if you're at a newer stage of visions, you don't 00:53:58.579 --> 00:54:00.119 have to be working with some of the coolest companies 00:54:00.119 --> 00:54:01.519 in the world like Bob does. You don't have to 00:54:01.519 --> 00:54:03.840 be on the charts of music as well. You don't 00:54:03.840 --> 00:54:07.079 have to be creating these amazing. training videos 00:54:07.079 --> 00:54:09.760 that allows you to just feel the power of what's 00:54:09.760 --> 00:54:11.420 being done. You don't have to have that level 00:54:11.420 --> 00:54:13.539 of skillset to be on the show. If you're newer, 00:54:13.579 --> 00:54:15.679 click on the button. It's envisionproslive .com. 00:54:15.739 --> 00:54:17.760 This is be our guest. Come tell us about how 00:54:17.760 --> 00:54:19.159 you want to help the world. In the meantime, 00:54:19.380 --> 00:54:22.179 as you build those visions up, look to connect 00:54:22.179 --> 00:54:25.940 with leaders like Bob. I said collect. i think 00:54:25.940 --> 00:54:29.179 that was subconsciously on purpose um you want 00:54:29.179 --> 00:54:31.900 to collect great people around you as well and 00:54:31.900 --> 00:54:34.260 say how can i lean into these mentors and learn 00:54:34.260 --> 00:54:36.900 from them and build my visions well we hope you 00:54:36.900 --> 00:54:39.000 learned a lot about cells today and how you can 00:54:39.000 --> 00:54:41.019 also lean into leadership drop some comments 00:54:41.019 --> 00:54:43.280 let us know what your questions are i'm sure 00:54:43.280 --> 00:54:45.320 bob would be just as happy as i would to make 00:54:45.320 --> 00:54:48.119 sure that we reach out to you based on your exact 00:54:48.119 --> 00:54:50.400 or specific scenarios and questions and feel 00:54:50.400 --> 00:54:52.460 free to also call us and have closed -door conversations 00:54:52.460 --> 00:54:54.820 with us we truly care about helping those people 00:54:54.860 --> 00:54:56.840 people who are around us build, because at the 00:54:56.840 --> 00:54:58.659 end of the day, it's making this world a better 00:54:58.659 --> 00:55:00.400 place for all of our loved ones as well. We'll 00:55:00.400 --> 00:55:01.820 see you on the other side, guys. Take care, everybody. 00:55:01.900 --> 00:55:03.739 Thank you for being here today. I'm really happy 00:55:03.739 --> 00:55:05.980 that you tuned in to Vision Pros Live. I'm looking 00:55:05.980 --> 00:55:09.239 forward to seeing your reactions as these episodes 00:55:09.239 --> 00:55:11.019 continue to move forward. This is going to get 00:55:11.019 --> 00:55:13.659 more and more fun. We'll have more and more engagement 00:55:13.659 --> 00:55:15.739 as well. We'll invite people to participate in 00:55:15.739 --> 00:55:17.920 the show. And thank you for giving us your time 00:55:17.920 --> 00:55:20.219 and attention. Have an excellent time building 00:55:20.219 --> 00:55:22.559 out your vision and becoming a vision pro yourself.