1 00:00:00,000 --> 00:00:21,680 Hello, and welcome to Networking Unleashed Building Profitable Connections. 2 00:00:21,680 --> 00:00:28,160 Now what we really talk about is networking, networking and communication. 3 00:00:28,160 --> 00:00:37,040 Now, networking may be a general type term, but if you really think about it, how to network, 4 00:00:37,040 --> 00:00:44,520 and as we were discussing a little bit before the podcast, is really ever since the pandemic, 5 00:00:44,520 --> 00:00:46,720 people lost their minds. 6 00:00:46,720 --> 00:00:48,680 They forgot how to communicate. 7 00:00:48,680 --> 00:00:50,120 They forgot how to network. 8 00:00:50,120 --> 00:00:57,200 They think everything is by Zoom, everything is by Zoom, and you lose the personal touch. 9 00:00:57,200 --> 00:00:59,320 You don't get the vibe of the room. 10 00:00:59,320 --> 00:01:04,760 If you go to a networking event, yes, you're talking to one person, but you're getting 11 00:01:04,760 --> 00:01:07,120 a vibe from the rest. 12 00:01:07,120 --> 00:01:12,480 And though you're talking to the one person, just somebody to your left or to your right 13 00:01:12,480 --> 00:01:16,160 really give you some important information. 14 00:01:16,160 --> 00:01:20,880 So be that as it may, I have an incredible guest. 15 00:01:20,880 --> 00:01:27,400 He's a master of networking and communication, and really he talks about everything that 16 00:01:27,400 --> 00:01:30,400 I go on stages I talk about. 17 00:01:30,400 --> 00:01:33,840 So I would like to introduce Scott Schilling. 18 00:01:33,840 --> 00:01:39,280 He also has a book that I feel will be very interesting, but I'll let Scott introduce 19 00:01:39,280 --> 00:01:40,280 himself. 20 00:01:40,280 --> 00:01:41,280 Go right ahead. 21 00:01:41,280 --> 00:01:43,080 Well, thanks, Michael. 22 00:01:43,080 --> 00:01:44,080 I've been very blessed. 23 00:01:44,080 --> 00:01:49,920 I've done over 3,000 live events in my career, selling millions and millions of dollars from 24 00:01:49,920 --> 00:01:51,200 the stage. 25 00:01:51,200 --> 00:01:58,280 Along with that, I've put the sales systems behind those and took one of my clients from 26 00:01:58,280 --> 00:02:00,840 8 million to 100 million in five and a half years. 27 00:02:00,840 --> 00:02:04,500 So this isn't guesswork. 28 00:02:04,500 --> 00:02:10,560 This is proven tips, techniques, and strategies that work. 29 00:02:10,560 --> 00:02:13,980 And as we were talking earlier, people do business with people. 30 00:02:13,980 --> 00:02:18,900 And that's the one thing that seems to be forgotten in the marketplace today and quite 31 00:02:18,900 --> 00:02:24,120 frankly needs to be resurfaced if people want to be successful. 32 00:02:24,120 --> 00:02:31,040 Yeah, listen, you are 100% absolutely correct. 33 00:02:31,040 --> 00:02:38,360 And I think that people not only forgot it, but as we were saying before, whenever I go 34 00:02:38,360 --> 00:02:44,960 to a workout, a workshop, or a breakout session or something, I ask the audience, I say, how 35 00:02:44,960 --> 00:02:47,120 many 20-somethings are out there? 36 00:02:47,120 --> 00:02:49,400 How many 20-somethings are out there? 37 00:02:49,400 --> 00:02:53,640 And they raised their hands and I say, look, what we're talking about now is completely 38 00:02:53,640 --> 00:02:59,880 Greek to you because you rely on a cell phone and Zoom calls and you're missing out on that 39 00:02:59,880 --> 00:03:00,880 personal touch. 40 00:03:00,880 --> 00:03:08,640 So, let me ask you, Scott, just give me an idea of what your journey was from beginning 41 00:03:08,640 --> 00:03:09,920 to now. 42 00:03:09,920 --> 00:03:12,120 And how did you get here? 43 00:03:12,120 --> 00:03:15,760 Well, I was like many people. 44 00:03:15,760 --> 00:03:19,240 You graduate high school, you go off to college and I was very blessed. 45 00:03:19,240 --> 00:03:23,680 I wanted to play football and I was able to play Big Ten football at the University of 46 00:03:23,680 --> 00:03:26,520 Iowa, Go Hawks. 47 00:03:26,520 --> 00:03:31,720 But while I was going to school and playing football, I was doing that at a time where 48 00:03:31,720 --> 00:03:36,360 it didn't seem like I could come out with a Baskerville Business Administration degree, 49 00:03:36,360 --> 00:03:39,820 but I was, so were a whole bunch of other people. 50 00:03:39,820 --> 00:03:41,640 What was going to make me different? 51 00:03:41,640 --> 00:03:45,120 Well, personal face-to-face communication ability. 52 00:03:45,120 --> 00:03:51,780 So I actually became a licensed life insurance agent at age 18 while I was going to school 53 00:03:51,780 --> 00:03:53,600 and playing Big Ten football. 54 00:03:53,600 --> 00:04:00,120 Well, what that gave me is personal face-to-face communication ability, value-added conceptual 55 00:04:00,120 --> 00:04:02,440 presentation skills. 56 00:04:02,440 --> 00:04:06,400 And what that means is I've never sold on price in my life. 57 00:04:06,400 --> 00:04:08,840 I always sell on value. 58 00:04:08,840 --> 00:04:12,340 So as a sales guy, I don't ever want to sell you anything, but I always want you to buy 59 00:04:12,340 --> 00:04:14,320 a lot from me. 60 00:04:14,320 --> 00:04:19,160 So it's my responsibility to create an environment where you want what I have. 61 00:04:19,160 --> 00:04:27,520 Well, the real differentiator became the ability to communicate and to speak with people. 62 00:04:27,520 --> 00:04:29,160 People do business with people. 63 00:04:29,160 --> 00:04:31,280 Well, no, I'm doing it online. 64 00:04:31,280 --> 00:04:34,520 No, ultimately you're doing it with people. 65 00:04:34,520 --> 00:04:40,320 There's somebody behind the product somewhere and you can't do everything. 66 00:04:40,320 --> 00:04:43,320 You might be able to be a purchaser in that direction. 67 00:04:43,320 --> 00:04:46,860 You have to know how to communicate with people. 68 00:04:46,860 --> 00:04:50,800 You have to know how to create relationships. 69 00:04:50,800 --> 00:04:52,800 You have to know how to start a conversation. 70 00:04:52,800 --> 00:04:59,640 In fact, I was at a networking event last week and there were about 100 people there. 71 00:04:59,640 --> 00:05:04,380 And I was kind of standing to the outside of the gathering for a moment and this woman 72 00:05:04,380 --> 00:05:10,720 walked in and she said, man, I'm already overwhelmed. 73 00:05:10,720 --> 00:05:13,640 I don't even know how to get started. 74 00:05:13,640 --> 00:05:19,080 And I turned and I went, she goes, you just smiled at me. 75 00:05:19,080 --> 00:05:20,760 Why did you do that? 76 00:05:20,760 --> 00:05:23,300 I said, you ask how do you get started. 77 00:05:23,300 --> 00:05:24,300 That's how you start. 78 00:05:24,300 --> 00:05:27,720 See, now you asked me why I was smiling at you. 79 00:05:27,720 --> 00:05:30,600 Now we are in the middle of a conversation. 80 00:05:30,600 --> 00:05:32,920 Now we can get to know each other. 81 00:05:32,920 --> 00:05:34,720 She goes, wow, you're good at this. 82 00:05:34,720 --> 00:05:38,080 I said, it's not really that hard. 83 00:05:38,080 --> 00:05:42,920 And now she was in the financial services business. 84 00:05:42,920 --> 00:05:51,200 How do you go into a room with a hundred people and not know how to start a conversation? 85 00:05:51,200 --> 00:05:56,520 As Zig Ziglar said, you can always tell the salespeople that can't talk to people, they're 86 00:05:56,520 --> 00:05:58,880 the ones with skinny kids. 87 00:05:58,880 --> 00:06:01,360 So that's true. 88 00:06:01,360 --> 00:06:03,880 I'm a big fan of Zig Ziglar. 89 00:06:03,880 --> 00:06:11,360 That's the category of, listen, people hate to be sold to, but they love the body. 90 00:06:11,360 --> 00:06:12,360 Okay. 91 00:06:12,360 --> 00:06:17,280 So if you keep that in mind and everything you're talking about is exactly what I talk 92 00:06:17,280 --> 00:06:18,280 about. 93 00:06:18,280 --> 00:06:22,240 But, so let's bring this down a little bit. 94 00:06:22,240 --> 00:06:27,960 Give me a personal experience that impacted your career. 95 00:06:27,960 --> 00:06:31,000 Oh gosh, there have been many. 96 00:06:31,000 --> 00:06:36,960 Back in the day I was asked to be a speaker at an event here in Dallas. 97 00:06:36,960 --> 00:06:40,960 They had anticipated about 250 people in the audience. 98 00:06:40,960 --> 00:06:44,220 There ended up being about 750 people. 99 00:06:44,220 --> 00:06:49,320 So they weren't staffed to handle the opportunity that existed. 100 00:06:49,320 --> 00:06:56,880 So after I spoke, I said, because I train back of the room teams and because classically 101 00:06:56,880 --> 00:07:01,520 I'm a sales guy, I'll go work the back table for you the rest of the weekend. 102 00:07:01,520 --> 00:07:03,960 I'm local, I'm here. 103 00:07:03,960 --> 00:07:05,960 I'll just be of service to you. 104 00:07:05,960 --> 00:07:07,280 And they said, well, we can't pay you. 105 00:07:07,280 --> 00:07:09,560 I said, when did I ever ask to be paid? 106 00:07:09,560 --> 00:07:11,080 I said, you need service. 107 00:07:11,080 --> 00:07:13,380 I'm going to serve you. 108 00:07:13,380 --> 00:07:15,800 So we did, had a very successful weekend. 109 00:07:15,800 --> 00:07:21,720 Well, five years later, the gentleman who retained me at that first event walked into 110 00:07:21,720 --> 00:07:25,440 a room at the Marina Inn in Sarasota, Florida. 111 00:07:25,440 --> 00:07:26,880 And I went, hey, Rick, how you doing? 112 00:07:26,880 --> 00:07:28,400 He goes, you remember me? 113 00:07:28,400 --> 00:07:31,240 I said, yeah, we did that event about five years ago in Dallas. 114 00:07:31,240 --> 00:07:33,280 He goes, yeah, you're right. 115 00:07:33,280 --> 00:07:37,840 He ended up buying the product I was representing that day. 116 00:07:37,840 --> 00:07:44,040 Five years later, he was responsible for putting people on the get motivated stages, the 25,000 117 00:07:44,040 --> 00:07:45,800 person events. 118 00:07:45,800 --> 00:07:51,400 He the CEO and the president all said, who's the best speaker in the country that's not 119 00:07:51,400 --> 00:07:53,200 speaking on our stages right now? 120 00:07:53,200 --> 00:07:56,120 Write down a name, we'll pray over it and we'll open it up. 121 00:07:56,120 --> 00:07:59,200 They all wrote down a name, prayed over it, opened it up. 122 00:07:59,200 --> 00:08:00,880 All three of them wrote my name. 123 00:08:00,880 --> 00:08:03,880 They called me and they said, we're pretty sure God thinks you're supposed to be speaking 124 00:08:03,880 --> 00:08:04,880 with us. 125 00:08:04,880 --> 00:08:07,960 I was a 10 year overnight sensation. 126 00:08:07,960 --> 00:08:12,960 So the fact is opportunity lies in every event. 127 00:08:12,960 --> 00:08:20,480 Every time you do something, you don't know what it is if you have high intention and 128 00:08:20,480 --> 00:08:26,280 low attachment, high intention of doing something great in every interaction, a low attachment 129 00:08:26,280 --> 00:08:31,480 as to what that might mean for either you or for the other party. 130 00:08:31,480 --> 00:08:33,160 The reality is good things happen. 131 00:08:33,160 --> 00:08:35,400 Again, I subscribed to the Zig Ziglar school. 132 00:08:35,400 --> 00:08:38,880 You can have everything in life you want when you help enough other people get what they 133 00:08:38,880 --> 00:08:40,040 want. 134 00:08:40,040 --> 00:08:45,880 That's true because whenever I go to a networking event or whenever anybody goes to a networking 135 00:08:45,880 --> 00:08:51,200 event, their first thought should be to give, not to receive. 136 00:08:51,200 --> 00:08:57,080 If you have that in mind, because one of the things I told them is when you're at a networking 137 00:08:57,080 --> 00:09:03,200 table, and everybody's interested in what you were saying, say something, I like what 138 00:09:03,200 --> 00:09:04,200 you do. 139 00:09:04,200 --> 00:09:06,340 I like how you do it. 140 00:09:06,340 --> 00:09:09,600 How can I be the best referral source for you? 141 00:09:09,600 --> 00:09:12,920 How can I make you more successful? 142 00:09:12,920 --> 00:09:15,880 It usually blows me away. 143 00:09:15,880 --> 00:09:16,880 You want to do this for me? 144 00:09:16,880 --> 00:09:18,200 I don't even know you. 145 00:09:18,200 --> 00:09:20,160 Yes, no trust. 146 00:09:20,160 --> 00:09:21,160 They know you, they like you. 147 00:09:21,160 --> 00:09:25,040 If they trust you, they're going to do business with you. 148 00:09:25,040 --> 00:09:26,040 That's a main thought. 149 00:09:26,040 --> 00:09:28,720 Let me ask you a question. 150 00:09:28,720 --> 00:09:35,840 With everything you've been through, what are some common challenges that a professional 151 00:09:35,840 --> 00:09:39,680 would face and how would you overcome them? 152 00:09:39,680 --> 00:09:44,040 Well, there are numerous. 153 00:09:44,040 --> 00:09:46,800 Starting a conversation is the first one. 154 00:09:46,800 --> 00:09:54,440 You've got to create a relationship with the person to explore whether what you're offering 155 00:09:54,440 --> 00:09:57,280 might be a consideration for them or not. 156 00:09:57,280 --> 00:09:59,240 That's the first thing. 157 00:09:59,240 --> 00:10:09,140 The environment, the pandemic changed a lot of things, some for the better. 158 00:10:09,140 --> 00:10:12,240 Many things less than better. 159 00:10:12,240 --> 00:10:16,760 But what it did is it stopped people talking to each other and it stopped face-to-face 160 00:10:16,760 --> 00:10:18,560 communication. 161 00:10:18,560 --> 00:10:22,960 People started to rely on text and video conferencing and things like that. 162 00:10:22,960 --> 00:10:29,280 There's nothing better than while this is wonderful and it's better than not doing this, 163 00:10:29,280 --> 00:10:32,000 it's not the only thing. 164 00:10:32,000 --> 00:10:35,560 Somebody asked me, they said, Scott, you seem pretty unique. 165 00:10:35,560 --> 00:10:38,320 I said, yeah, I'm kind of a unicorn. 166 00:10:38,320 --> 00:10:46,560 I'm on this amalgamation of new school sales and marketing innovation with old school boots 167 00:10:46,560 --> 00:10:54,880 on the ground, face-to-face, belly-to-belly, talking to people and wanting to have long-term 168 00:10:54,880 --> 00:10:58,160 relationships. 169 00:10:58,160 --> 00:11:01,760 I really believe that that's what it takes today. 170 00:11:01,760 --> 00:11:04,760 I don't think new school can do it alone. 171 00:11:04,760 --> 00:11:08,960 It can maybe in certain industries, but not for the most part. 172 00:11:08,960 --> 00:11:13,920 I don't know that old school can do it alone, but I think when you put it together, it's 173 00:11:13,920 --> 00:11:17,400 a great mashup of opportunity. 174 00:11:17,400 --> 00:11:18,400 It's a great thing. 175 00:11:18,400 --> 00:11:22,880 And really, for you and I, we've been around the horn a little bit. 176 00:11:22,880 --> 00:11:24,500 It's common sense. 177 00:11:24,500 --> 00:11:26,840 This is common sense marketing. 178 00:11:26,840 --> 00:11:30,840 But to somebody younger than we are, it may not be. 179 00:11:30,840 --> 00:11:37,560 You have to show them what to do, and they may look at you like you have three heads. 180 00:11:37,560 --> 00:11:43,280 But listen, put the phone down, get off the Zoom, actually go to networking meetings. 181 00:11:43,280 --> 00:11:48,240 And I say, look, because when people ask me all the time, I don't know how to do that. 182 00:11:48,240 --> 00:11:51,640 I don't know how to get into the networking mode. 183 00:11:51,640 --> 00:11:54,520 I said, very simple, go. 184 00:11:54,520 --> 00:11:55,520 OK? 185 00:11:55,520 --> 00:11:59,000 There are 1,000 networking meetings. 186 00:11:59,000 --> 00:12:03,880 Go on to a, what is that, meetup.com, and you can find it. 187 00:12:03,880 --> 00:12:05,520 There's 1,000 of them. 188 00:12:05,520 --> 00:12:06,520 And just go. 189 00:12:06,520 --> 00:12:10,640 Because listen, first time you go, it's not going to be pretty. 190 00:12:10,640 --> 00:12:11,640 OK? 191 00:12:11,640 --> 00:12:12,960 It's going to mess up. 192 00:12:12,960 --> 00:12:13,960 OK? 193 00:12:13,960 --> 00:12:16,360 But the second time you go, it'll get a little better. 194 00:12:16,360 --> 00:12:18,720 The third time you go, a little better than that. 195 00:12:18,720 --> 00:12:19,720 OK? 196 00:12:19,720 --> 00:12:23,440 And before you know it, you're a professional, and you're going out and you're talking with 197 00:12:23,440 --> 00:12:24,440 everybody. 198 00:12:24,440 --> 00:12:25,440 But here's the trick. 199 00:12:25,440 --> 00:12:28,200 You're talking to people. 200 00:12:28,200 --> 00:12:30,080 You're not talking to your computer. 201 00:12:30,080 --> 00:12:32,720 You're not talking to your cell phone. 202 00:12:32,720 --> 00:12:33,720 You've got it. 203 00:12:33,720 --> 00:12:34,720 OK. 204 00:12:34,720 --> 00:12:38,800 So let me ask you a question. 205 00:12:38,800 --> 00:12:47,120 What is one essential tip that you would give somebody to improve their networking or sales 206 00:12:47,120 --> 00:12:52,120 skills? 207 00:12:52,120 --> 00:12:56,560 You know, I think it comes back down to, and it sounds a little bit like a broken record, 208 00:12:56,560 --> 00:12:59,680 but it's where it all starts, is start conversations. 209 00:12:59,680 --> 00:13:01,380 Have conversations. 210 00:13:01,380 --> 00:13:02,380 Be inquisitive. 211 00:13:02,380 --> 00:13:04,200 Have childlike wonder. 212 00:13:04,200 --> 00:13:05,200 Ask questions. 213 00:13:05,200 --> 00:13:11,720 It's not about, you know, I do 30 second elevator presentations. 214 00:13:11,720 --> 00:13:13,960 I don't pitch. 215 00:13:13,960 --> 00:13:15,240 Baseball players pitch. 216 00:13:15,240 --> 00:13:16,240 I present. 217 00:13:16,240 --> 00:13:19,040 I'm a professional. 218 00:13:19,040 --> 00:13:21,080 But I think that, I'll give you an example. 219 00:13:21,080 --> 00:13:26,080 There was a meeting one day, and there were seven people the first month they did it. 220 00:13:26,080 --> 00:13:28,440 There were 57 people the second month. 221 00:13:28,440 --> 00:13:32,600 Obviously, that means it was all new people the second time around. 222 00:13:32,600 --> 00:13:38,520 Well, everybody stood up during their elevator presentation. 223 00:13:38,520 --> 00:13:39,520 Most people do. 224 00:13:39,520 --> 00:13:41,200 They tried to sell the room. 225 00:13:41,200 --> 00:13:44,760 Fifty second person to go that day. 226 00:13:44,760 --> 00:13:46,120 And I said, Hi, I'm Scott Schilling. 227 00:13:46,120 --> 00:13:49,920 I'm a trainer, speaker, author, coach, consultant, dog walker. 228 00:13:49,920 --> 00:13:52,280 I do a lot of different stuff. 229 00:13:52,280 --> 00:13:56,600 But I haven't earned the right to ask you for anything. 230 00:13:56,600 --> 00:14:00,640 So I do have a free offer for everybody. 231 00:14:00,640 --> 00:14:07,800 You can go to TWGFreeGift.com and download one of my books. 232 00:14:07,800 --> 00:14:12,700 And if you download one of my books and you read it and you go, Hey, this guy seems okay. 233 00:14:12,700 --> 00:14:15,820 My contact information is in there. 234 00:14:15,820 --> 00:14:20,240 If there's something that resonates with you, reach out to me and we'll start a conversation 235 00:14:20,240 --> 00:14:21,240 there. 236 00:14:21,240 --> 00:14:22,360 I want to give you a gift. 237 00:14:22,360 --> 00:14:25,440 I don't have anything to ask for. 238 00:14:25,440 --> 00:14:26,440 And I sat down. 239 00:14:26,440 --> 00:14:33,120 Well, after the meeting, like 50 people lined up to talk to me because I was the only one 240 00:14:33,120 --> 00:14:35,080 that didn't try to sell the room. 241 00:14:35,080 --> 00:14:38,560 I gave the room something. 242 00:14:38,560 --> 00:14:42,880 And so one of the other things you could do at networking meetings is say, let's say that 243 00:14:42,880 --> 00:14:47,480 you and I were in a networking meeting and say, Hey, you know, I'd love to, you know, 244 00:14:47,480 --> 00:14:51,800 I'm a trainer, a speaker, an author, a coach, a consultant, all those kinds of things. 245 00:14:51,800 --> 00:14:53,280 That's really cool. 246 00:14:53,280 --> 00:14:58,280 But recently I was on Michael's podcast and Michael is an amazing guy. 247 00:14:58,280 --> 00:15:04,820 If you guys don't get to know him, you're really making a mistake and ultimately become 248 00:15:04,820 --> 00:15:09,800 a third party advocate for you or somebody in the room. 249 00:15:09,800 --> 00:15:15,320 See if more people would go and try to support or say, Hey, I just did this deal with Michael. 250 00:15:15,320 --> 00:15:17,300 That was absolutely amazing. 251 00:15:17,300 --> 00:15:19,640 He took such great care of me. 252 00:15:19,640 --> 00:15:21,920 You really should get to know him. 253 00:15:21,920 --> 00:15:26,680 Well, if people come over and get to know you, what are you probably going to say about 254 00:15:26,680 --> 00:15:28,520 me? 255 00:15:28,520 --> 00:15:31,400 You know, it was one of the best transactions I ever. 256 00:15:31,400 --> 00:15:38,320 So now I become your advocate, you become my advocate and better things happen. 257 00:15:38,320 --> 00:15:41,780 See when I even you said, you know, please introduce yourself. 258 00:15:41,780 --> 00:15:43,480 What I said was all factual. 259 00:15:43,480 --> 00:15:45,520 I've done over 3000 live events. 260 00:15:45,520 --> 00:15:49,160 I've probably had a million people sitting in seats in front of me. 261 00:15:49,160 --> 00:15:51,200 I've been the front man to eight infomercials. 262 00:15:51,200 --> 00:15:54,240 I've sold 25 million from the stage. 263 00:15:54,240 --> 00:15:56,680 That's all factual stuff. 264 00:15:56,680 --> 00:16:04,280 But if I say it, it could be taken as arrogant or egotistical or don't I think I'm something. 265 00:16:04,280 --> 00:16:06,860 No, I'm just spouting some facts. 266 00:16:06,860 --> 00:16:14,580 But if you say those exact same things, it holds a different kind of credence, right? 267 00:16:14,580 --> 00:16:15,920 You can sell you. 268 00:16:15,920 --> 00:16:18,120 Typically, I can sell you better. 269 00:16:18,120 --> 00:16:19,120 Why? 270 00:16:19,120 --> 00:16:21,800 Well, are you going to tell me you're not awesome? 271 00:16:21,800 --> 00:16:23,840 You're never going to tell me that. 272 00:16:23,840 --> 00:16:29,440 But if I say you're awesome and I say, Michael, why does everybody say you're so awesome? 273 00:16:29,440 --> 00:16:32,000 Then it's informational. 274 00:16:32,000 --> 00:16:34,600 It's taken totally differently. 275 00:16:34,600 --> 00:16:39,040 So become great at bragging on other people. 276 00:16:39,040 --> 00:16:42,640 Become great at saying, gosh, it's so good to see you. 277 00:16:42,640 --> 00:16:44,880 Hey, have you met Tom over here? 278 00:16:44,880 --> 00:16:49,800 Man, Tom, you got to meet Michael because he's just flipping awesome. 279 00:16:49,800 --> 00:16:55,360 Again, that's going to get you a whole lot further in networking than going, hey, Tom, 280 00:16:55,360 --> 00:16:56,760 I'm really awesome. 281 00:16:56,760 --> 00:16:57,760 You're right. 282 00:16:57,760 --> 00:16:58,760 Right. 283 00:16:58,760 --> 00:17:03,880 But that's why I said that when you go to a networking event or a networking meeting, 284 00:17:03,880 --> 00:17:10,020 you're looking to give and you praise other people because as well as I do, what goes 285 00:17:10,020 --> 00:17:11,440 around will come around. 286 00:17:11,440 --> 00:17:12,440 OK. 287 00:17:12,440 --> 00:17:17,560 If you do that to enough people, then they're going to start to you as well. 288 00:17:17,560 --> 00:17:23,760 Now, once they do that, once you give you want to give a referral, make sure it's a 289 00:17:23,760 --> 00:17:26,020 referral. 290 00:17:26,020 --> 00:17:30,480 But you have to give them something extraordinary. 291 00:17:30,480 --> 00:17:34,800 And I too, like on my website, I have my book sale. 292 00:17:34,800 --> 00:17:37,920 But right next to it, I have a bridge version. 293 00:17:37,920 --> 00:17:38,920 OK. 294 00:17:38,920 --> 00:17:42,240 It's everything that's in the book as a PDF. 295 00:17:42,240 --> 00:17:45,800 You download it and that will get you on your way for networking. 296 00:17:45,800 --> 00:17:46,800 And it's free. 297 00:17:46,800 --> 00:17:48,240 Just take it. 298 00:17:48,240 --> 00:17:52,280 And people ask me all the time, they say, why do you do that right next to your book? 299 00:17:52,280 --> 00:17:53,280 Don't you want to sell your book? 300 00:17:53,280 --> 00:17:55,480 I said, no, not really. 301 00:17:55,480 --> 00:17:59,640 I'm here to make you more successful. 302 00:17:59,640 --> 00:18:04,840 That's exactly why when we were talking, you know, this just came out. 303 00:18:04,840 --> 00:18:10,720 90 second success tips, 104 tips to sell more with less effort. 304 00:18:10,720 --> 00:18:12,560 Somebody said, well, why are you putting it out? 305 00:18:12,560 --> 00:18:13,800 And I said, well, it's pretty simple. 306 00:18:13,800 --> 00:18:17,080 I don't think people want to sell less with more effort. 307 00:18:17,080 --> 00:18:21,720 You know, I mean, I think it's pretty self-explanatory. 308 00:18:21,720 --> 00:18:28,680 I was paid a whole bunch of money for what's in that book for a company that we took from 309 00:18:28,680 --> 00:18:32,960 eight million to a hundred million in five and a half years. 310 00:18:32,960 --> 00:18:38,060 And I was taught, well, you don't take things that you could sell in a seminar and put it 311 00:18:38,060 --> 00:18:39,060 into a book. 312 00:18:39,060 --> 00:18:43,360 Why would you take thousands of dollars and turn it into $20 on Amazon? 313 00:18:43,360 --> 00:18:48,760 Well, but we're at a time where people need that information. 314 00:18:48,760 --> 00:18:53,240 So it's time to put it in a book so that people can get it so they can sell more with less 315 00:18:53,240 --> 00:18:56,520 effort so that they can enjoy life. 316 00:18:56,520 --> 00:19:02,800 Because we've got to do what we can do to serve people, to help people, again, get in 317 00:19:02,800 --> 00:19:04,040 these conversations. 318 00:19:04,040 --> 00:19:09,640 Because as nice as the conversations are for business, they're having the same challenges 319 00:19:09,640 --> 00:19:11,320 in life. 320 00:19:11,320 --> 00:19:12,800 They're not talking to their wife. 321 00:19:12,800 --> 00:19:14,280 They're not talking to their kids. 322 00:19:14,280 --> 00:19:17,800 They're not talking to who could be friends. 323 00:19:17,800 --> 00:19:21,800 They're not friends because they're not talking to them because they don't know them. 324 00:19:21,800 --> 00:19:32,960 And so there's so many different things that can be done if in fact we simply engage with 325 00:19:32,960 --> 00:19:33,960 people. 326 00:19:33,960 --> 00:19:36,080 Well, how do you do that? 327 00:19:36,080 --> 00:19:39,200 You walk up and you capture their interest and attention. 328 00:19:39,200 --> 00:19:40,800 You say something about them. 329 00:19:40,800 --> 00:19:42,640 Wow, that's a good looking shirt, man. 330 00:19:42,640 --> 00:19:46,000 I love that green. 331 00:19:46,000 --> 00:19:47,760 It doesn't take much. 332 00:19:47,760 --> 00:19:51,960 It usually surprises them like my shirt. 333 00:19:51,960 --> 00:19:56,920 So why don't you give me a little sneak peek of your book? 334 00:19:56,920 --> 00:20:04,480 Give me one little excerpt from your book that you really feel passionate about. 335 00:20:04,480 --> 00:20:09,880 The one that always comes up because it makes me laugh and hopefully it sets a tone. 336 00:20:09,880 --> 00:20:14,360 But one of the tips in there is sell dog food to dog. 337 00:20:14,360 --> 00:20:17,680 Sell dog food to dogs and cat food to cats. 338 00:20:17,680 --> 00:20:22,380 Because if you sell dog food to cats, it just pisses them off. 339 00:20:22,380 --> 00:20:27,600 Like I say, it's a little tongue in cheek and a little funny, but people try to jam 340 00:20:27,600 --> 00:20:33,440 their solution, their round peg into too many square holes. 341 00:20:33,440 --> 00:20:39,160 And that's what that tip is all about is when people say, Scott, what is it you do? 342 00:20:39,160 --> 00:20:43,040 I identify problems and provide solutions. 343 00:20:43,040 --> 00:20:45,960 It's only four words. 344 00:20:45,960 --> 00:20:55,880 But most people are so enamored with their solution that they try to get it to fit everywhere. 345 00:20:55,880 --> 00:20:59,500 And the reality is more than likely it doesn't. 346 00:20:59,500 --> 00:21:01,520 And so you're not doing yourself any good. 347 00:21:01,520 --> 00:21:02,700 You're not doing them any good. 348 00:21:02,700 --> 00:21:04,880 You didn't solve their problem. 349 00:21:04,880 --> 00:21:08,960 You ultimately, while you may have made a sale and made a little commission, they're 350 00:21:08,960 --> 00:21:10,020 going to return it. 351 00:21:10,020 --> 00:21:12,060 So the commission's going back. 352 00:21:12,060 --> 00:21:14,220 Now the company's got to do all the paperwork. 353 00:21:14,220 --> 00:21:17,040 Now your merchant services gets dinged. 354 00:21:17,040 --> 00:21:20,640 There's more negative to selling something that shouldn't have been sold than there is 355 00:21:20,640 --> 00:21:22,640 positive. 356 00:21:22,640 --> 00:21:32,440 And so I'm all about doing this the right way for the right reasons with the right people. 357 00:21:32,440 --> 00:21:33,880 Pretty simple. 358 00:21:33,880 --> 00:21:39,780 And I realized that a lot of these tips seem very simplistic and on one side they kind 359 00:21:39,780 --> 00:21:41,360 of are. 360 00:21:41,360 --> 00:21:45,400 But then why aren't you doing it? 361 00:21:45,400 --> 00:21:47,200 So just because it's simple. 362 00:21:47,200 --> 00:21:51,920 I learned a great lesson from Zig backstage one day. 363 00:21:51,920 --> 00:21:54,120 He's talking with Les Brown. 364 00:21:54,120 --> 00:21:59,200 And Les said, you know, Zig, we go from city to city and I change my talk every week and 365 00:21:59,200 --> 00:22:04,160 I got a fresh talk and you use the same dang talk every week. 366 00:22:04,160 --> 00:22:06,480 And he says, why? 367 00:22:06,480 --> 00:22:10,440 And Zig said, well, that's for two reasons. 368 00:22:10,440 --> 00:22:14,160 For one, because the people in this city need to hear this message and they haven't heard 369 00:22:14,160 --> 00:22:15,160 it yet. 370 00:22:15,160 --> 00:22:22,320 But more importantly, I teach truth and truth never changes. 371 00:22:22,320 --> 00:22:25,600 This book is truth. 372 00:22:25,600 --> 00:22:32,480 They might be 90 second success tips, but they're truth. 373 00:22:32,480 --> 00:22:33,680 You could do them today. 374 00:22:33,680 --> 00:22:35,320 You could have done them five years ago. 375 00:22:35,320 --> 00:22:37,560 You can do them five years from now. 376 00:22:37,560 --> 00:22:39,640 It doesn't matter. 377 00:22:39,640 --> 00:22:41,560 Truth works. 378 00:22:41,560 --> 00:22:46,160 Treating people with respect, honor and dignity is truth. 379 00:22:46,160 --> 00:22:47,160 Absolutely. 380 00:22:47,160 --> 00:22:49,760 Novel concept, right? 381 00:22:49,760 --> 00:22:54,000 So that's I'm on a mission to return respect, honor and dignity to the planet and get people 382 00:22:54,000 --> 00:22:56,960 enjoying their life again. 383 00:22:56,960 --> 00:23:02,280 As a military veteran, honor is very big with me. 384 00:23:02,280 --> 00:23:06,800 The truth and honesty and all that resonates with me greatly. 385 00:23:06,800 --> 00:23:12,840 So I just want to thank you for everything you're doing, everything that you've done. 386 00:23:12,840 --> 00:23:14,680 Please read the book. 387 00:23:14,680 --> 00:23:19,120 Scott, if people wanted to get hold of you, what's the best way? 388 00:23:19,120 --> 00:23:22,360 Man, my email, I don't hide very well. 389 00:23:22,360 --> 00:23:31,160 It's scott at scottschilling.com and my website is aptly named scottschilling.com. 390 00:23:31,160 --> 00:23:34,720 Just seek me out, reach out and let's have a conversation. 391 00:23:34,720 --> 00:23:38,520 I'm here to be of service and love meeting people. 392 00:23:38,520 --> 00:23:39,520 That's great. 393 00:23:39,520 --> 00:23:41,140 Scott, I want to thank you again. 394 00:23:41,140 --> 00:23:46,680 This was a great time and everybody, if you really want to learn more about Scott, please 395 00:23:46,680 --> 00:23:50,720 go to his website and you'll learn oodles more. 396 00:23:50,720 --> 00:23:51,720 Okay. 397 00:23:51,720 --> 00:23:52,720 Absolutely. 398 00:23:52,720 --> 00:23:54,720 I'm committed to oodles. 399 00:23:54,720 --> 00:23:56,000 Okay. 400 00:23:56,000 --> 00:23:57,800 I'll see you soon. 401 00:23:57,800 --> 00:24:02,800 See you soon. 402 00:24:02,800 --> 00:24:11,320 This has been another episode of Networking Unleashed, Building Profitable Connections. 403 00:24:11,320 --> 00:24:17,880 First of all, to all my brethren, all the veterans of these United States, thank you 404 00:24:17,880 --> 00:24:19,880 for your service. 405 00:24:19,880 --> 00:24:26,760 Second, if you'd like to offer me a call, I always give to Tunnel for the Networkers. 406 00:24:26,760 --> 00:24:30,300 That's t2t.org. 407 00:24:30,300 --> 00:24:33,480 Thank you.