WEBVTT 00:00:00.000 --> 00:00:03.080 Welcome to Milestone Moments, the show where 00:00:03.080 --> 00:00:05.960 we explore the journeys that lead to success. 00:00:06.599 --> 00:00:10.199 I'm Sheila Slick, your host and founder of Five 00:00:10.199 --> 00:00:13.859 Milestones. In every episode, we will bring you 00:00:13.859 --> 00:00:17.100 insights from the minds of entrepreneurs, leaders 00:00:17.100 --> 00:00:20.820 and experts who will share not just their expertise, 00:00:20.879 --> 00:00:24.120 but the milestone moments that have reshaped 00:00:24.120 --> 00:00:27.059 their journeys and led to significant achievements. 00:00:27.960 --> 00:00:30.359 So if you're looking for motivation, you're in 00:00:30.359 --> 00:00:33.560 the right place. Subscribe now and discover the 00:00:33.560 --> 00:00:40.579 milestones that mark the path to success. Welcome 00:00:40.579 --> 00:00:43.859 to another episode of Milestone Moments in Business 00:00:43.859 --> 00:00:47.500 and Leadership. I'm Sheila Slick, your host. 00:00:47.979 --> 00:00:53.100 And today, my special guest is Mitchell Levy. 00:00:53.630 --> 00:00:57.130 Mitchell is a two -times TEDx speaker, including 00:00:57.130 --> 00:01:02.210 the 28th most popular in 2021. an international 00:01:02.210 --> 00:01:06.670 best -selling author of over 60 books, a certified 00:01:06.670 --> 00:01:10.329 stakeholder, centered coach, and he's also an 00:01:10.329 --> 00:01:14.269 executive coach at Marshall Goldsmith's 100 Coaches. 00:01:14.489 --> 00:01:17.870 As an executive coach, Mitchell is a sounding 00:01:17.870 --> 00:01:20.569 board, a thinking partner, and someone who can 00:01:20.569 --> 00:01:23.569 hold the mirror to generate insights for personal 00:01:23.569 --> 00:01:27.750 change. His impact has earned him a place among 00:01:27.750 --> 00:01:32.209 the world's top 200 leadership voices by Leaders 00:01:32.209 --> 00:01:36.310 Hum, number 16 in 2023, and as the number one 00:01:36.310 --> 00:01:40.329 thought leader in ecosystems and top 100 thought 00:01:40.329 --> 00:01:45.030 leader overall by Thinkers 360. Welcome to the 00:01:45.030 --> 00:01:48.340 show, Mitch. Sheila, great to be here. Thank 00:01:48.340 --> 00:01:50.879 you. I've enjoyed laughing with you even before 00:01:50.879 --> 00:01:53.939 I turned this live, right? And I'm able to. And 00:01:53.939 --> 00:01:56.040 by the way, I like Mitchell. Well, you have a 00:01:56.040 --> 00:01:59.260 very impressive background and I've had the pleasure 00:01:59.260 --> 00:02:02.040 of meeting you on other platforms like Clubhouse. 00:02:02.760 --> 00:02:06.340 And I know that you've created over 20 businesses 00:02:06.340 --> 00:02:09.460 in Silicon Valley alone and you've been a chairman 00:02:09.460 --> 00:02:13.280 of NASDAQ listed company. Can you walk us through 00:02:13.280 --> 00:02:16.250 one specific moment? because I'm sure you have 00:02:16.250 --> 00:02:19.310 many, when you've had to make a decision that 00:02:19.310 --> 00:02:22.969 has changed the trajectory of your life or one 00:02:22.969 --> 00:02:28.409 of your ventures? Yeah, of course. You know, 00:02:28.490 --> 00:02:32.550 I'm going to say there have been many times in 00:02:32.550 --> 00:02:35.449 my life where you've had a major transformation, 00:02:35.729 --> 00:02:39.610 right? And I've morphed at least five times. 00:02:40.150 --> 00:02:43.719 But two of them... That were important at our 00:02:43.719 --> 00:02:47.960 times in which the world changed. So one time 00:02:47.960 --> 00:02:51.900 where the world changed was I was in 1997. I 00:02:51.900 --> 00:02:54.500 left corporate. I became a e -commerce expert. 00:02:54.580 --> 00:02:57.860 And during the dot com days, I made a ton of 00:02:57.860 --> 00:03:01.319 revenue helping companies figure out how to use 00:03:01.319 --> 00:03:04.240 the Internet inside their companies. And then 00:03:04.240 --> 00:03:07.889 somewhere around the 2000 time frame. People 00:03:07.889 --> 00:03:11.930 no longer wanted to spell, oh, be involved, spend 00:03:11.930 --> 00:03:15.330 any money on this word called e -commerce. And 00:03:15.330 --> 00:03:20.770 so, by the way, I'll do another one. COVID. I 00:03:20.770 --> 00:03:23.110 had a six -figure publishing business between 00:03:23.110 --> 00:03:28.530 2005 and 2020. COVID came and the business essentially 00:03:28.530 --> 00:03:31.009 didn't quite go to zero, but pretty close. And 00:03:31.009 --> 00:03:33.650 then Amazon came and ran it over with a truck 00:03:33.650 --> 00:03:36.569 a couple of times. And so what's interesting. 00:03:37.289 --> 00:03:40.830 is there are times in people's lives, and particularly 00:03:40.830 --> 00:03:46.849 now with AI, where the world will change. And 00:03:46.849 --> 00:03:49.889 if you don't change with it, you will disappear. 00:03:49.969 --> 00:03:53.270 Because what I was doing as an e -commerce person, 00:03:53.330 --> 00:03:56.550 what I was doing as a publisher, those businesses, 00:03:56.629 --> 00:03:59.849 for all intents and purposes, went away. And 00:03:59.849 --> 00:04:03.289 if I did not morph into what's next and figure 00:04:03.289 --> 00:04:05.550 out what's next, and by the way, the short answer. 00:04:06.409 --> 00:04:08.490 Listen to your clients, listen to your friends, 00:04:08.610 --> 00:04:11.110 listen to your prospects and what is it that 00:04:11.110 --> 00:04:14.349 they want. And then figure out what do you love 00:04:14.349 --> 00:04:16.790 doing and then move forward in that area. But 00:04:16.790 --> 00:04:21.430 those are two massive times we're at a really 00:04:21.430 --> 00:04:24.490 nice revenue stream that went almost to zero. 00:04:26.569 --> 00:04:29.970 So what was like that major lesson other than 00:04:29.970 --> 00:04:33.790 adapt, right? How do you get under that pressure? 00:04:34.250 --> 00:04:38.389 Yeah, major lesson. You always have to learn, 00:04:38.509 --> 00:04:41.329 listen, adopt. Part of being credible is being 00:04:41.329 --> 00:04:45.430 coachable. And the biggest lesson, though, is 00:04:45.430 --> 00:04:49.610 sometimes things won't work out because it has 00:04:49.610 --> 00:04:52.850 nothing to do with you. It could be the world 00:04:52.850 --> 00:04:56.209 around you, right? So there are businesses that 00:04:56.209 --> 00:05:00.579 great ideas just the wrong time. If you remember 00:05:00.579 --> 00:05:05.579 back in the dot -com days, there was a company 00:05:05.579 --> 00:05:08.420 that took in billions of dollars called Webvan. 00:05:09.220 --> 00:05:12.319 The goal of Webvan was to deliver food directly 00:05:12.319 --> 00:05:15.220 to your house. The infrastructure wasn't ready. 00:05:15.899 --> 00:05:21.319 It exploded brilliantly. Just great idea at the 00:05:21.319 --> 00:05:25.579 wrong time. Now we have that, right? So the big 00:05:25.579 --> 00:05:30.370 lesson is... You could have great ideas. And 00:05:30.370 --> 00:05:33.850 I'm going to say with GPT, great ideas are so 00:05:33.850 --> 00:05:37.689 easy to come by. It's about how you're going 00:05:37.689 --> 00:05:40.149 to implement them and who you're going to implement 00:05:40.149 --> 00:05:43.290 them with. That's the most important. And if 00:05:43.290 --> 00:05:48.129 you listen to your customers, another great .com 00:05:48.129 --> 00:05:53.350 example was BlackBerry. BlackBerry invented the 00:05:53.350 --> 00:05:57.310 market and they were amazing. But they always 00:05:57.310 --> 00:06:01.410 thought that this thing, this phone, needed a 00:06:01.410 --> 00:06:06.129 keypad. And even when Steve Jobs came out with 00:06:06.129 --> 00:06:10.290 the iPhone, and it was so easy and so worthwhile, 00:06:10.449 --> 00:06:14.230 the technical founder of Blackbird was like, 00:06:14.350 --> 00:06:17.990 yeah, we still need a keypad here. My customers 00:06:17.990 --> 00:06:20.550 want to hear the click. Well, guess what? They 00:06:20.550 --> 00:06:23.949 didn't. And so you've got to pay attention to 00:06:23.949 --> 00:06:28.019 the world changing around you. I love that. So 00:06:28.019 --> 00:06:30.660 you kind of revealed your age a little when you 00:06:30.660 --> 00:06:32.860 started talking about BlackBerry and even before 00:06:32.860 --> 00:06:35.079 like the dot com. And the gray hair might do 00:06:35.079 --> 00:06:37.660 it, too, but you never know. So just to clarify, 00:06:37.920 --> 00:06:40.639 if you don't know what a BlackBerry was, it was 00:06:40.639 --> 00:06:43.839 after the flip phones. We had the BlackBerry, 00:06:43.839 --> 00:06:45.819 which I would say was like the top of the line 00:06:45.819 --> 00:06:50.339 secure phone that actually came with that keyboard. 00:06:50.459 --> 00:06:54.019 So you were able to type, right? Thank you for 00:06:54.019 --> 00:06:57.540 that. Yeah, it turns out that it was, there was 00:06:57.540 --> 00:07:01.180 a point in time in Silicon Valley that we were 00:07:01.180 --> 00:07:04.399 not sure whether or not the BlackBerry would 00:07:04.399 --> 00:07:06.779 be the dominant platform around the world or 00:07:06.779 --> 00:07:09.759 whether or not the telephone, you know, the cell 00:07:09.759 --> 00:07:11.759 phone, because there was a point in time the 00:07:11.759 --> 00:07:13.959 telephone was just a flip phone. All it did is 00:07:13.959 --> 00:07:17.560 make calls, right? And so there was a point in 00:07:17.560 --> 00:07:20.899 time we weren't sure who was going to win. Kind 00:07:20.899 --> 00:07:23.680 of interesting. Yeah, and see how it's going 00:07:23.680 --> 00:07:28.019 to continue evolving, right? Because I even just 00:07:28.019 --> 00:07:29.720 discovered something yesterday, and this is off 00:07:29.720 --> 00:07:32.420 topic, but I was on my Apple iPhone, and I'm 00:07:32.420 --> 00:07:34.819 like, oh, highlights. I was going in settings 00:07:34.819 --> 00:07:37.720 I don't know what I was looking for. And I'm 00:07:37.720 --> 00:07:39.839 like, well, what is highlights, right? It's got 00:07:39.839 --> 00:07:41.600 permission for highlights. I'm very conscious 00:07:41.600 --> 00:07:45.079 of permissions because I've coded before, and 00:07:45.079 --> 00:07:47.439 I know sometimes when you get these updates in 00:07:47.439 --> 00:07:49.860 the security, it's based on things that they've... 00:07:50.240 --> 00:07:52.500 missed out on and then kind of like location 00:07:52.500 --> 00:07:54.180 services and then they're like you know what 00:07:54.180 --> 00:07:56.800 we gotta ask permissions well highlights apparently 00:07:56.800 --> 00:08:00.199 it makes me feel like it is wanting to record 00:08:00.199 --> 00:08:04.339 where I am focusing my eyes and then share that 00:08:04.339 --> 00:08:07.660 data perhaps not my user information but I'm 00:08:07.660 --> 00:08:10.360 like well why do they need that permission right 00:08:10.360 --> 00:08:12.459 so I don't know if at this point we're using 00:08:12.459 --> 00:08:15.560 you know the eye the heat sensors so that we 00:08:15.560 --> 00:08:17.970 can determine with those heat maps Where are 00:08:17.970 --> 00:08:19.990 people spending the time? So it's even taking 00:08:19.990 --> 00:08:23.269 it away from the human touch, the fingers. Like 00:08:23.269 --> 00:08:25.670 there's found eyeballs, right? Like the heat. 00:08:25.750 --> 00:08:30.490 Where are you focusing on that screen? So we'll 00:08:30.490 --> 00:08:32.950 see how much. Yeah, that's fascinating. Thank 00:08:32.950 --> 00:08:34.750 you for sharing. I'll have to spend more time 00:08:34.750 --> 00:08:37.529 looking at that. Yeah, yeah. Yeah, no. And the 00:08:37.529 --> 00:08:40.710 other one, and I've mentioned it before, Vine 00:08:40.710 --> 00:08:44.789 was an app that came out that was all video, 00:08:44.889 --> 00:08:48.100 right? And I don't know if that's the one that 00:08:48.100 --> 00:08:50.399 also had like live location. You could share 00:08:50.399 --> 00:08:53.720 videos. It was just unheard of to watch people, 00:08:53.740 --> 00:08:56.620 you know, in real time, just sharing their location 00:08:56.620 --> 00:08:59.200 and their video at once so that they cannot broadcast. 00:08:59.299 --> 00:09:03.820 But I am on that platform still. And I'm hearing 00:09:03.820 --> 00:09:08.299 rumors that Elon's bringing that back, but with 00:09:08.299 --> 00:09:12.720 AI generated videos. I don't know. That may be 00:09:12.720 --> 00:09:15.539 something to look out for. But you'll say, well, 00:09:15.620 --> 00:09:19.820 what is Vine? And Vine was pre -TikTok. It wasn't 00:09:19.820 --> 00:09:23.000 the same thing at the time. And once again, it's 00:09:23.000 --> 00:09:25.340 about being at the right place at the right time. 00:09:26.179 --> 00:09:29.580 And of course, many people go after the newest 00:09:29.580 --> 00:09:31.360 platforms because they want to be, quote unquote, 00:09:31.460 --> 00:09:33.580 an influencer in that platform. And the thing 00:09:33.580 --> 00:09:35.299 is, if it's not what you like doing, don't do 00:09:35.299 --> 00:09:39.320 it. Focus on... who you are and how you show 00:09:39.320 --> 00:09:43.500 up. And you will then find those customers who 00:09:43.500 --> 00:09:47.659 are in the same vibrational area, the same types. 00:09:47.919 --> 00:09:49.559 They're interested in the same things you are. 00:09:50.320 --> 00:09:53.179 Well, speaking about that, I know that one of 00:09:53.179 --> 00:09:57.379 your new ventures is LinkedIn. So why don't you 00:09:57.379 --> 00:09:59.519 tell us a little bit about what you're up to 00:09:59.519 --> 00:10:04.549 with LinkedIn? You know, there's an odd... I 00:10:04.549 --> 00:10:06.929 would love to. There's an audience that I focus 00:10:06.929 --> 00:10:13.070 on. It is leaders tired of slimy LinkedIn sales 00:10:13.070 --> 00:10:18.330 tactics. I was waiting for that. We were waiting 00:10:18.330 --> 00:10:22.549 for the smile. Aren't we all? Right? And so what 00:10:22.549 --> 00:10:24.190 I will tell you is I've been on LinkedIn since 00:10:24.190 --> 00:10:26.610 before LinkedIn was making money. I was sitting 00:10:26.610 --> 00:10:28.529 in the room with two of the five founders and 00:10:28.529 --> 00:10:30.909 they paid me money to write and publish LinkedIn's 00:10:30.909 --> 00:10:33.659 first book. I have looked at over a couple hundred 00:10:33.659 --> 00:10:38.480 thousand LinkedIn profiles. So what I do is I 00:10:38.480 --> 00:10:42.480 help those I work with focus on the 5 % of functionality 00:10:42.480 --> 00:10:47.399 that delivers 80 % of value. And I'm absolutely 00:10:47.399 --> 00:10:50.279 going to be happy to tell you what it is. The 00:10:50.279 --> 00:10:54.480 company is called Social Compliment. And before 00:10:54.480 --> 00:10:56.059 I tell you what it is, let me step back. The 00:10:56.059 --> 00:11:00.620 reason I did that is that One of the things that 00:11:00.620 --> 00:11:06.340 we as humans do, we vibrate at a frequency. And 00:11:06.340 --> 00:11:10.539 if you can stay in that vibrational level, and 00:11:10.539 --> 00:11:13.740 every human at least sometime in life is feeling, 00:11:13.820 --> 00:11:17.840 oh man, I'm vibing. Things are really good. Well, 00:11:18.000 --> 00:11:20.740 I actually interviewed 500 thought leaders between 00:11:20.740 --> 00:11:24.259 2019 and 2020. And by the way, this was one of 00:11:24.259 --> 00:11:28.100 the ways that I ended up figuring out what to 00:11:28.100 --> 00:11:31.450 do post the I didn't realize COVID was coming, 00:11:31.549 --> 00:11:34.029 but this was something, what do I do post -COVID, 00:11:34.129 --> 00:11:37.929 right? And what happened when I was doing the 00:11:37.929 --> 00:11:41.250 interviews is I unlocked a superpower. And that 00:11:41.250 --> 00:11:44.549 superpower is clarity, as you know already. It's 00:11:44.549 --> 00:11:46.990 called the CPOP, your customer point of possibilities. 00:11:47.649 --> 00:11:50.009 And I could sit with any company or any human 00:11:50.009 --> 00:11:53.330 and help them articulate where they are executing 00:11:53.330 --> 00:11:57.169 on their purpose in less than 10 words. Now, 00:11:57.169 --> 00:12:01.080 here's the cool part. If you can actually represent 00:12:01.080 --> 00:12:04.960 who you are in less than 10 words, like leaders 00:12:04.960 --> 00:12:07.179 tired of slimy leading to the sales tactics, 00:12:07.379 --> 00:12:10.539 what happens is if you're interested in, what 00:12:10.539 --> 00:12:12.179 is that? That's an interesting playground. What 00:12:12.179 --> 00:12:16.159 do you do? Right? That changes everything. It 00:12:16.159 --> 00:12:19.120 turns out that that represents the frequency 00:12:19.120 --> 00:12:23.360 that you're vibrating at. Now, I've done this 00:12:23.360 --> 00:12:27.950 over a thousand times. The problem. is that if 00:12:27.950 --> 00:12:31.409 you are a do -it -yourself type person, you're 00:12:31.409 --> 00:12:34.649 going to sit with me or the CPAL is a formula 00:12:34.649 --> 00:12:38.690 and I'm happy to gift away the formula. The problem 00:12:38.690 --> 00:12:40.830 is that we have too many marketing cookie cutter 00:12:40.830 --> 00:12:42.590 approaches out there. It's hard for people to 00:12:42.590 --> 00:12:46.470 deploy this formula. And so when I'm sitting 00:12:46.470 --> 00:12:49.210 with over a thousand, both companies and individuals, 00:12:49.529 --> 00:12:53.009 and they're feeling in alignment, it's amazing. 00:12:53.789 --> 00:12:56.029 And I will tell you that the do -it -yourself 00:12:56.029 --> 00:12:59.990 people, 10 % of the audience, they're immediately 00:12:59.990 --> 00:13:02.149 going, oh my goodness, I need to update my website, 00:13:02.309 --> 00:13:04.809 my LinkedIn, how I show up in the world. I need 00:13:04.809 --> 00:13:07.669 to change. The 10%, I've changed their life for 00:13:07.669 --> 00:13:11.490 the rest of their lives. The 90 % get caught 00:13:11.490 --> 00:13:13.789 up in the chaos of day -to -day living and they 00:13:13.789 --> 00:13:15.809 will get out of alignment somewhere between two 00:13:15.809 --> 00:13:20.649 hours and two weeks. Painful. Now, as an executive 00:13:20.649 --> 00:13:22.929 coach, one of the things that I do, if I'm working 00:13:22.929 --> 00:13:29.200 with a CEO, of a Inc. 5000 company interested 00:13:29.200 --> 00:13:31.899 in leading the future with executive abundance, 00:13:32.379 --> 00:13:37.480 I'm helping them stay in alignment. Eight months 00:13:37.480 --> 00:13:40.559 ago, I ended up purchasing a LinkedIn agency 00:13:40.559 --> 00:13:44.419 because for a whole lot less money, what happens 00:13:44.419 --> 00:13:47.220 when I'm working with individuals is the first 00:13:47.220 --> 00:13:50.450 thing we do is we give them their CPAP. And then 00:13:50.450 --> 00:13:54.169 we set up a bespoke LinkedIn program that focuses 00:13:54.169 --> 00:13:56.950 on the audience they're supposed to be working 00:13:56.950 --> 00:13:59.590 with. And then as they're talking with their 00:13:59.590 --> 00:14:03.049 audience, the question becomes, are they making 00:14:03.049 --> 00:14:06.509 sales? Now, are they not making sales? Then the 00:14:06.509 --> 00:14:09.330 question becomes, is it because you're talking 00:14:09.330 --> 00:14:12.049 to the wrong audience or is it because you're 00:14:12.049 --> 00:14:15.909 selling the wrong thing? Right. And and that's 00:14:15.909 --> 00:14:19.429 part of the programs that I help put into place 00:14:19.429 --> 00:14:23.490 is helping people not just identify the alignment 00:14:23.490 --> 00:14:26.029 they think they have today, but then to fine 00:14:26.029 --> 00:14:27.990 tune it in such a way where they could live a 00:14:27.990 --> 00:14:29.809 life where they're actually living, working, 00:14:29.950 --> 00:14:33.570 playing every day in alignment. OK, so that's 00:14:33.570 --> 00:14:35.370 what I'm doing with the LinkedIn program. And 00:14:35.370 --> 00:14:38.789 you and what I did say is I would give away the 00:14:38.789 --> 00:14:42.000 five percent functionality. So one of the things 00:14:42.000 --> 00:14:45.399 I do a couple of times a quarter is I do a webinar. 00:14:46.179 --> 00:14:48.500 It's called Why Are We Not Getting the Referrals 00:14:48.500 --> 00:14:52.059 We Deserve? And what I've done is taking the 00:14:52.059 --> 00:14:56.399 seven habits of highly effective LinkedIn social 00:14:56.399 --> 00:15:00.000 selling. And I'll walk through all seven habits, 00:15:00.059 --> 00:15:03.659 but let me give you habit number seven. Habit 00:15:03.659 --> 00:15:06.539 number seven is really where the gold is. The 00:15:06.539 --> 00:15:10.230 gold in LinkedIn. is inside LinkedIn Messenger. 00:15:11.269 --> 00:15:15.549 Because the real goal, it's not about selling 00:15:15.549 --> 00:15:18.190 in a mass for most of us, particularly professional 00:15:18.190 --> 00:15:20.850 service providers. It's not about mass selling. 00:15:21.029 --> 00:15:24.230 It's not about getting a viral video. One of 00:15:24.230 --> 00:15:27.850 my mentors, Marshall Goldsmith, has 1 .5 million 00:15:27.850 --> 00:15:31.769 followers on LinkedIn. He gets great engagement 00:15:31.769 --> 00:15:34.669 when he posts. He's never picked up a client 00:15:34.669 --> 00:15:40.970 from a post. So what it's really involved is 00:15:40.970 --> 00:15:44.129 inside LinkedIn Messenger, I like one of the 00:15:44.129 --> 00:15:46.450 habits is celebrating life events, birthday, 00:15:46.570 --> 00:15:51.110 anniversary, new job. And as you wish somebody 00:15:51.110 --> 00:15:54.110 a happy birthday and they respond, if it's somebody 00:15:54.110 --> 00:15:56.490 who's a prospect, either referral partner or 00:15:56.490 --> 00:15:59.110 prospect, how do you turn that conversation into 00:15:59.110 --> 00:16:01.950 a, or how do you turn that conversation into 00:16:01.950 --> 00:16:06.320 a Zoom call? And that's... The 5 % functionality 00:16:06.320 --> 00:16:09.399 is using LinkedIn Messenger to have more of, 00:16:09.500 --> 00:16:11.519 actually, in essence, what you and I are doing 00:16:11.519 --> 00:16:16.600 right now. I love that. And that's actually like 00:16:16.600 --> 00:16:18.659 a skill. That's something that you need to learn, 00:16:18.799 --> 00:16:23.080 even if you have these tools like AI, because 00:16:23.080 --> 00:16:25.639 that human touch, you know, it makes it or break 00:16:25.639 --> 00:16:30.710 it. I can identify automatically when. You know, 00:16:30.710 --> 00:16:32.769 it feels like it's a robot just trying to do 00:16:32.769 --> 00:16:35.549 that sales call and it almost wants you to unfriend 00:16:35.549 --> 00:16:38.950 the person. So what you're describing is genuine 00:16:38.950 --> 00:16:44.210 connection. Yes. Actually, sometimes I do unfriend 00:16:44.210 --> 00:16:47.370 the person if it's too many and that's okay. 00:16:47.450 --> 00:16:50.090 It could be a bad time in their life. And most 00:16:50.090 --> 00:16:51.669 of the time, though, it's because we don't know 00:16:51.669 --> 00:16:55.070 better. There's some expert out there who's talking 00:16:55.070 --> 00:16:57.009 about how they've made a ton of money with a 00:16:57.009 --> 00:16:59.490 particular approach and they... and they encourage 00:16:59.490 --> 00:17:02.350 you to do what they've done, and it feels uncomfortable, 00:17:02.509 --> 00:17:05.450 it feels slimy to you. I don't want people to 00:17:05.450 --> 00:17:07.930 do that. I want you to be you. If you're living 00:17:07.930 --> 00:17:09.990 in your vibrational frequency, if you're living 00:17:09.990 --> 00:17:13.029 and doing the things you love doing, you're going 00:17:13.029 --> 00:17:16.690 to attract the people who want to play in the 00:17:16.690 --> 00:17:19.869 playground you play in. And that's the world 00:17:19.869 --> 00:17:21.950 I want to live in. So that's what I'm doing with 00:17:21.950 --> 00:17:25.029 the LinkedIn program. So what would you recommend 00:17:25.029 --> 00:17:27.710 for someone that's either pivoting or changing? 00:17:27.910 --> 00:17:30.890 How often should we, and I guess I'm asking for 00:17:30.890 --> 00:17:35.950 a friend, how often should you revisit that CPOP? 00:17:36.509 --> 00:17:39.609 Oh, that's a great question. Yeah, you're talking 00:17:39.609 --> 00:17:45.990 about being, you know, vibrating. Yeah. It's 00:17:45.990 --> 00:17:49.390 an interesting thing. I mean, I'll give you a 00:17:49.390 --> 00:17:52.920 generic answer. at least once a quarter, sort 00:17:52.920 --> 00:17:56.400 of check into it. You might want to consider 00:17:56.400 --> 00:18:00.759 changing it every year or every other year. On 00:18:00.759 --> 00:18:04.880 the other hand, what's going to happen is as 00:18:04.880 --> 00:18:09.220 you talk to people, great example, I had my only 00:18:09.220 --> 00:18:11.420 phone call this morning prior to you, and then 00:18:11.420 --> 00:18:14.759 I've got a big webinar later today, was somebody 00:18:14.759 --> 00:18:19.160 that four years ago, I gifted them a CPOP. And 00:18:19.769 --> 00:18:21.789 kind of a stubborn guy. So I hope he doesn't 00:18:21.789 --> 00:18:26.529 watch this podcast. Right. And, and it was really 00:18:26.529 --> 00:18:28.089 him. And he goes, Oh yeah, of course I know that 00:18:28.089 --> 00:18:32.630 Mitchell. And I'm okay. Great. Glad. And, and 00:18:32.630 --> 00:18:36.289 this morning, as we started diving into the CPOP 00:18:36.289 --> 00:18:39.710 and his effectivity, he started talking more 00:18:39.710 --> 00:18:44.900 around, not just where he's making money. But 00:18:44.900 --> 00:18:48.359 the partners that need to be part of the process 00:18:48.359 --> 00:18:51.559 for him to be able to make money, he all of a 00:18:51.559 --> 00:18:55.539 sudden got this incredible insight that said, 00:18:55.619 --> 00:19:00.619 oh, maybe my outreach needs to be not just for 00:19:00.619 --> 00:19:03.200 the direct customers I'm making money with, because 00:19:03.200 --> 00:19:06.779 he can only make money if he finds the partners 00:19:06.779 --> 00:19:09.680 to work with. Maybe my outreach needs to be the 00:19:09.680 --> 00:19:13.299 partners to work with. Now, that may require 00:19:13.299 --> 00:19:18.660 him to have more than one CPAP, right? And so 00:19:18.660 --> 00:19:22.740 it was fascinating to me. He's been using it 00:19:22.740 --> 00:19:25.039 for four years and he hasn't been as successful 00:19:25.039 --> 00:19:27.420 as he wants to be. So when do you change your 00:19:27.420 --> 00:19:30.460 CPAP? If you're going after the audience, you're 00:19:30.460 --> 00:19:31.839 saying the right thing, you're having the right 00:19:31.839 --> 00:19:34.039 conversations, and you're not being as effective 00:19:34.039 --> 00:19:37.079 as you need to, you have to ask yourself, is 00:19:37.079 --> 00:19:39.730 this the right audience? And am I saying the 00:19:39.730 --> 00:19:41.990 right things or selling the right things? Now, 00:19:42.029 --> 00:19:43.569 if you know you're selling the right things, 00:19:43.650 --> 00:19:45.470 then maybe you're selling it to the wrong audience. 00:19:45.549 --> 00:19:50.509 Or maybe you're somewhere in your... your chain, 00:19:50.609 --> 00:19:52.890 your supply chain of the partners you work with, 00:19:52.970 --> 00:19:56.390 maybe there's a different audience that if you 00:19:56.390 --> 00:19:59.349 were able to get them excited about who you are 00:19:59.349 --> 00:20:01.529 and what you did, that it would just automatically 00:20:01.529 --> 00:20:05.410 flow to you making more money on the back end. 00:20:05.589 --> 00:20:10.329 And yeah, that's the, so CPOPs will change. And 00:20:10.329 --> 00:20:12.869 it's really about when you speak, I love the 00:20:12.869 --> 00:20:16.769 one, leaders tired of slimy LinkedIn sales tactics 00:20:16.769 --> 00:20:20.640 because it, It always makes people, oh man, because 00:20:20.640 --> 00:20:22.920 you feel icky. I just say the words. I'm like, 00:20:22.980 --> 00:20:26.099 oh, yuck, right? And the thing is, I'm going 00:20:26.099 --> 00:20:28.980 to help you use LinkedIn effectively so that 00:20:28.980 --> 00:20:32.160 you're not using sliding LinkedIn sales tactics 00:20:32.160 --> 00:20:35.619 and you'll be pleasantly surprised. It may require, 00:20:36.019 --> 00:20:38.259 oh, I got a good story. How are we doing it on 00:20:38.259 --> 00:20:42.119 time? Go for it. I mean. All right. You can decide 00:20:42.119 --> 00:20:46.240 to keep it in or not. So one of my clients is 00:20:46.240 --> 00:20:51.230 a 70 -year -old man. who spent a lot of time 00:20:51.230 --> 00:20:55.549 as a CFO. And he's been a client for five months. 00:20:55.950 --> 00:20:58.829 We came up with a CPOP for him and it was quote 00:20:58.829 --> 00:21:02.250 unquote, the best CPOP he could have come up 00:21:02.250 --> 00:21:05.630 with at the time because A to Z, he spent his 00:21:05.630 --> 00:21:08.109 whole life focusing on different marketing cookie 00:21:08.109 --> 00:21:10.109 cutter things. So he came up with a good CPOP. 00:21:10.849 --> 00:21:13.730 Two months later, we were in a public meeting. 00:21:13.750 --> 00:21:17.539 He goes, Mitchell, can I change my CPOP? Now, 00:21:17.539 --> 00:21:19.839 Sheila, you know how funny that is because it's 00:21:19.839 --> 00:21:22.279 his, not mine. I'm not the keeper of his CPOP. 00:21:22.720 --> 00:21:25.319 He knew the formula of the CPOP. And I go, yeah, 00:21:25.380 --> 00:21:27.779 of course you can change your CPOP. And he goes, 00:21:27.839 --> 00:21:30.559 well, let me tell you what it is. Now, he told 00:21:30.559 --> 00:21:34.259 me what it was and he followed the formula. But 00:21:34.259 --> 00:21:36.039 then he said, how come you're not excited about 00:21:36.039 --> 00:21:38.839 it? Well, because at the time it was just words. 00:21:39.599 --> 00:21:42.039 And I said, and I'm having a hard time not using 00:21:42.039 --> 00:21:45.460 his name. purposely trying to not use it. And 00:21:45.460 --> 00:21:49.700 I said, well, tell me why you changed it. And 00:21:49.700 --> 00:21:51.180 he said, well, over the last couple of months, 00:21:51.259 --> 00:21:53.220 this is a LinkedIn client. He goes, over the 00:21:53.220 --> 00:21:55.039 last couple of months, you put me in front of 00:21:55.039 --> 00:21:58.160 a bunch of my audience members. And in talking 00:21:58.160 --> 00:22:01.579 to them, I was reminded what I loved doing as 00:22:01.579 --> 00:22:04.700 a CFO and also what I didn't like doing as a 00:22:04.700 --> 00:22:08.079 CFO. And so I've updated my CPOP to focus on 00:22:08.079 --> 00:22:11.119 the stuff I love. And as soon as he said that, 00:22:11.140 --> 00:22:15.490 I go. I love your seat pup, right? Now, when 00:22:15.490 --> 00:22:20.009 we talked privately, I reminded him that I think 00:22:20.009 --> 00:22:22.789 he's only partially there. I think as he spends 00:22:22.789 --> 00:22:25.349 another couple months, he's going to fine -tune 00:22:25.349 --> 00:22:28.210 it one more time. I didn't want to do that publicly, 00:22:28.349 --> 00:22:31.809 but I want to do that privately. And what's powerful 00:22:31.809 --> 00:22:35.250 is he knows the audience he needs to play in, 00:22:35.269 --> 00:22:39.250 and now he needs to find the right product. That 00:22:39.250 --> 00:22:42.109 will allow him to be able to do the closing and 00:22:42.109 --> 00:22:45.589 make the money he wants to make. So now I have 00:22:45.589 --> 00:22:47.170 two questions. You said you were going to share 00:22:47.170 --> 00:22:51.990 the formula. And I know that being a coach, bouncing 00:22:51.990 --> 00:22:55.829 it off you isn't the same as just giving a formula. 00:22:56.150 --> 00:22:58.250 Sometimes it's better to share it. So if you're 00:22:58.250 --> 00:23:01.349 going to share that formula, that key ingredient. 00:23:03.589 --> 00:23:07.410 I could. Want me to? Please. Yes. All right. 00:23:08.509 --> 00:23:12.130 I will tell you that I'm comfortable sharing 00:23:12.130 --> 00:23:17.589 the formula because it's hard for many of us 00:23:17.589 --> 00:23:24.289 to deploy it effectively because there's still 00:23:24.289 --> 00:23:27.710 so many outside influences that are changing 00:23:27.710 --> 00:23:32.049 how we think of the world. To me, this formula 00:23:32.049 --> 00:23:36.849 is very similar to a E equals MC squared. The 00:23:36.849 --> 00:23:39.069 problem is we're talking about humans. When you 00:23:39.069 --> 00:23:41.190 talk about humans, there's a lot of variability. 00:23:41.970 --> 00:23:47.549 So the CPOP is broken into two pieces. It's always 00:23:47.549 --> 00:23:51.549 less than 10 words. And the first component of 00:23:51.549 --> 00:23:54.609 the CPOP is the who. So it's who do you serve? 00:23:55.869 --> 00:24:00.269 So for me, and I have two CPOPs, my executive 00:24:00.269 --> 00:24:05.799 coaching, who I serve is Inc. 5000 CEOs. What 00:24:05.799 --> 00:24:08.420 I decided on the LinkedIn stuff, I just had leaders, 00:24:08.559 --> 00:24:10.740 kind of an open -ended. Maybe I could figure 00:24:10.740 --> 00:24:13.640 out a better, you know, a better person to use, 00:24:13.720 --> 00:24:18.319 but that's the who. Most people have a hard time 00:24:18.319 --> 00:24:20.740 because they want to make the, they've figured 00:24:20.740 --> 00:24:23.240 out that there are five, 10 different who's they 00:24:23.240 --> 00:24:26.539 serve. And I'm going to say, pick one. Pick where 00:24:26.539 --> 00:24:29.539 most of your revenue comes from. Yeah, but lots 00:24:29.539 --> 00:24:32.140 of people, I've listened to a couple of your 00:24:32.140 --> 00:24:35.319 episodes. Lots of people go, oh, I. I serve authors, 00:24:35.500 --> 00:24:38.220 speakers, consultants, coaches. Yeah, by the 00:24:38.220 --> 00:24:40.000 time you're done listing that list, people don't 00:24:40.000 --> 00:24:42.039 hear you. Pick one. Doesn't matter. You know, 00:24:42.039 --> 00:24:44.480 try to elevate it so you can pick one. So it's 00:24:44.480 --> 00:24:48.140 the who. And the second part of it, from their 00:24:48.140 --> 00:24:51.779 perspective, 80 % of the time is what is the 00:24:51.779 --> 00:24:54.099 pain point they're trying to get over. 20 % is 00:24:54.099 --> 00:24:57.960 what is their pleasure point. So my two CPOPs 00:24:57.960 --> 00:25:00.400 are pain point, pleasure point. When the audience 00:25:00.400 --> 00:25:05.460 is a CEO. Their egos are so big, they won't relate 00:25:05.460 --> 00:25:07.259 to a pain point. You got to give them a pleasure 00:25:07.259 --> 00:25:11.099 point. So that's why it's Inc. 5 ,000 CEOs leading 00:25:11.099 --> 00:25:14.299 the future with executive abundance. The natural 00:25:14.299 --> 00:25:16.400 question is, Mitchell, what's executive abundance? 00:25:16.559 --> 00:25:18.099 And I tell them what it means. They're like, 00:25:18.200 --> 00:25:20.980 wait, I want that. Yeah, no, that's what I thought. 00:25:21.119 --> 00:25:23.380 It was like the outcome, right? Where you're 00:25:23.380 --> 00:25:26.000 showing them what you get if you work with me. 00:25:26.660 --> 00:25:33.180 And I like that. and prefer to go in that direction. 00:25:33.240 --> 00:25:35.740 But 80 % of the time for most of the people I'm 00:25:35.740 --> 00:25:40.380 working with, they get the person to raise their 00:25:40.380 --> 00:25:43.259 eyebrows with the pain point. And I'll tell you 00:25:43.259 --> 00:25:48.480 exactly why. The pain point, so leaders tired 00:25:48.480 --> 00:25:53.279 of slimy LinkedIn sales tactics, is the partner 00:25:53.279 --> 00:25:56.519 or friend, it's the referral partner. Right? 00:25:56.619 --> 00:25:58.220 You're going to hear somebody complaining, hey, 00:25:58.319 --> 00:26:01.200 listen, all my clients are on LinkedIn and everything 00:26:01.200 --> 00:26:02.940 I'm doing is not working. And then people are 00:26:02.940 --> 00:26:04.619 recommending stuff, but I don't like it because 00:26:04.619 --> 00:26:06.720 it feels uncomfortable. Or I don't go to LinkedIn 00:26:06.720 --> 00:26:08.500 anymore because I get too many people selling 00:26:08.500 --> 00:26:10.480 me. But if that's where your clients are, you 00:26:10.480 --> 00:26:14.480 have to use LinkedIn. Right? And it's the referral 00:26:14.480 --> 00:26:18.220 partner who, when I say the pain point, that 00:26:18.220 --> 00:26:20.480 goes, oh, wait a second, I got somebody I need 00:26:20.480 --> 00:26:23.619 to introduce you to. And so that's 80 % of the 00:26:23.619 --> 00:26:28.220 time. The CPOP is a pain point. As much as I 00:26:28.220 --> 00:26:31.099 would prefer to always sort of live in an abundant 00:26:31.099 --> 00:26:33.539 state where it's, you know, it's a pleasure point. 00:26:34.039 --> 00:26:37.880 I love that. Oh, can I? So let me tell you something 00:26:37.880 --> 00:26:43.019 interesting. The reason that formula is important 00:26:43.019 --> 00:26:48.099 is because you can't just use a formula for success. 00:26:49.079 --> 00:26:52.579 Formulas are interesting. But particularly when 00:26:52.579 --> 00:26:55.170 we're talking about humans. I can give somebody 00:26:55.170 --> 00:26:57.230 a CPAP, but 90 % of the time they don't know 00:26:57.230 --> 00:27:00.109 what to do with it. They need to work with somebody, 00:27:00.410 --> 00:27:02.730 potentially someone like you or someone like 00:27:02.730 --> 00:27:05.230 me, or there are lots of people who have frameworks 00:27:05.230 --> 00:27:08.470 that once they have the clarity of the CPAP, 00:27:08.549 --> 00:27:11.390 they could use a framework to deploy. So I have 00:27:11.390 --> 00:27:13.509 two frameworks, right? I'm doing my executive 00:27:13.509 --> 00:27:16.769 coaching. I'm doing the LinkedIn work. Almost 00:27:16.769 --> 00:27:20.170 every... professional service provider I work 00:27:20.170 --> 00:27:23.269 with have some form of framework that they use. 00:27:23.390 --> 00:27:26.369 That's great. Let's apply the formula for the 00:27:26.369 --> 00:27:28.390 CPOP up front, because if you get that level 00:27:28.390 --> 00:27:30.529 of clarity with your client, your frameworks 00:27:30.529 --> 00:27:34.049 work that much better. I love that. Well, you've 00:27:34.049 --> 00:27:36.869 accomplished so much. What is your next milestone? 00:27:37.890 --> 00:27:43.329 The bigger milestone is getting the PhD. So I've 00:27:43.329 --> 00:27:49.289 done the coursework on the PhD. And I was starting 00:27:49.289 --> 00:27:51.769 the dissertation. And when I first started, I 00:27:51.769 --> 00:27:54.609 was focused on credibility. I interviewed 500 00:27:54.609 --> 00:27:56.509 thought leaders on credibility. Let's do a PhD 00:27:56.509 --> 00:27:58.589 on that. And there was something about it that 00:27:58.589 --> 00:28:01.369 didn't quite feel right. I mean, I hadn't done 00:28:01.369 --> 00:28:03.569 the research. I felt like I got that covered. 00:28:04.210 --> 00:28:07.170 And that's the book Credibility Nation has done 00:28:07.170 --> 00:28:10.990 that. Then I started focusing on clarity because 00:28:10.990 --> 00:28:14.039 I've got that clarity superpower. And that didn't 00:28:14.039 --> 00:28:16.920 feel right either. And when I landed on Executive 00:28:16.920 --> 00:28:20.920 Abundance, I'm recognizing that that is a way 00:28:20.920 --> 00:28:23.319 in which it's a framework for running companies 00:28:23.319 --> 00:28:25.480 differently than the way companies are run today. 00:28:25.660 --> 00:28:29.480 That felt so comfortable for me. Now, in order 00:28:29.480 --> 00:28:33.319 to live in that world, milestone one was pick 00:28:33.319 --> 00:28:35.259 up a keynote where I get to speak on Executive 00:28:35.259 --> 00:28:38.460 Abundance. Finish that. Milestone number two 00:28:38.460 --> 00:28:41.180 is write the book. The reason why the book is 00:28:41.180 --> 00:28:44.700 important. So the book is actually written, not 00:28:44.700 --> 00:28:48.380 will be published shortly. I needed to, when 00:28:48.380 --> 00:28:50.619 I talk to people about executive abundance, particularly 00:28:50.619 --> 00:28:52.339 my audience, like Mitchell, what can I read? 00:28:52.400 --> 00:28:54.539 I had a one, you know, one page PDF. I'm like, 00:28:54.559 --> 00:28:56.680 no, no, I need to give you a blueprint. I need 00:28:56.680 --> 00:28:58.579 to give you the book. So I'm doing the book. 00:28:58.640 --> 00:29:01.799 And then as soon as the book is done, so I put 00:29:01.799 --> 00:29:07.059 my. dissertation on hold for about six to seven 00:29:07.059 --> 00:29:09.579 months. As soon as the book is done, then I go 00:29:09.579 --> 00:29:11.440 back to the dissertation, which is going to be 00:29:11.440 --> 00:29:14.839 on executive abundance. So there'll be a second 00:29:14.839 --> 00:29:16.980 version of the book, which will have much more 00:29:16.980 --> 00:29:18.779 research and other things on it whenever the 00:29:18.779 --> 00:29:25.240 dissertation is done. So the milestone is the 00:29:25.240 --> 00:29:29.059 dissertation. It's not so I could call myself 00:29:29.059 --> 00:29:33.109 Dr. Levy, right? That's not the milestone. The 00:29:33.109 --> 00:29:36.210 milestone is I'm being forced to do the level 00:29:36.210 --> 00:29:39.190 of research that's necessary to be able to share 00:29:39.190 --> 00:29:42.009 a framework that I think is so transformational 00:29:42.009 --> 00:29:44.509 that I could share the framework in such a way 00:29:44.509 --> 00:29:47.269 where it has a lot of research behind it. And 00:29:47.269 --> 00:29:49.910 so that's really the milestone is having that 00:29:49.910 --> 00:29:53.990 done and having some companies, some really big 00:29:53.990 --> 00:29:57.410 companies talking about, oh, we're focusing on 00:29:57.410 --> 00:30:01.259 executive abundance. Well, I am intrigued. Well, 00:30:01.319 --> 00:30:04.319 I love it. So can you share how our listeners 00:30:04.319 --> 00:30:07.700 can get in touch with you? Oh, sure. So best 00:30:07.700 --> 00:30:11.099 way, go to my website. So it's MitchellLevy .com, 00:30:11.279 --> 00:30:15.200 M -I -T -C -H -E -L -L -L -E -V -Y .com. You 00:30:15.200 --> 00:30:17.920 can see how I'm putting myself out there, programs 00:30:17.920 --> 00:30:20.259 we have, if you have any interest. And really, 00:30:20.500 --> 00:30:22.660 if this has inspired you to have a conversation, 00:30:23.059 --> 00:30:25.619 you can also book time directly on my calendar. 00:30:25.759 --> 00:30:28.940 And that's at MitchellLevy .com. So thank you 00:30:28.940 --> 00:30:31.359 so much for joining me today. Oh, you're welcome. 00:30:31.500 --> 00:30:33.460 Thanks for having me. Nice to spend time with 00:30:33.460 --> 00:30:35.980 you again. And thank you all for tuning in to 00:30:35.980 --> 00:30:38.700 another episode of Milestone Moments in Business 00:30:38.700 --> 00:30:39.299 and Leadership.