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00:00:12:07 – 00:00:38:18

Really excited to be here with you and a very special guest. Today we know that we get inspired by the stories of others. We get inspired by the success of others. And as you know, what really inspires us isn’t their success, but it is their their turning their failures into success. And today, I have with me a very special guest.

00:00:38:20 – 00:01:00:04

I have, Mohsin Imran. How are you? Martin? Very good. Thank you. Wonderful. I met Muhsin in 2018. When he was, when I was teaching at Hult International Business School, Martin was actually sitting in the classroom, going through his master’s of international business. You know, that that feels like yesterday. It does, but it’s been a long time.

00:01:00:04 – 00:01:22:12

It’s been a long time. It’s been a long time. So my son runs a real estate, real estate business here in the UAE market. And, I’ve had the privilege of knowing him as a person and knowing him as a student and also working with him as a as he built his, his business to where it is, to where it is right now.

00:01:22:15 – 00:01:43:24

But, Marcel, why don’t you go ahead and give us a little bit of, of background who you are and, you know, and and and how’d you get to be here, for example. So, obviously, my name is Mohsen. I’ve been, you know, now, as you mentioned, I, I’ve been part of the international business school. Before that, I did my undergrad.

00:01:44:01 – 00:02:11:00

And originally I’m from Pakistan. So, you know, we don’t really focus a lot on studying the. But I was privileged enough to, you know, go through the university, get into my studies, meet you, meet some of the amazing, you know, professors that we have had that and, you know, as you said, it’s the story behind the success. I, I personally feel that, you know, you individually play a huge role in that.

00:02:11:02 – 00:02:31:07

Thank you man I appreciate it. And you know, I think, they say one hand doesn’t clap. It takes two hands to clap. And, you know, maybe, you showed up and I was there. So together we made magic, you know, and helping that transformation. I think if the intention is there, you will find the the people to help you get there.

00:02:31:09 – 00:02:54:20

Yeah. So let’s talk a little bit about, you know, I remember when, you know, people go through a master’s program, you know, we have this big aspirations in terms of leaving and then, you know, finding a job and, you know, becoming successful. Now you graduated and things maybe did not turn out the best way you wanted them to be.

00:02:54:22 – 00:03:30:21

So maybe if you can dig a little bit there. I mean, it’s it’s a very long story, but, you know, most of it, but, you know, it it didn’t really turn out the way anybody would want. Essentially, you know, things happen, had to shift, are just into a complete different dynamic of life. But, you know, I feel like if something does happen and it doesn’t go your way, you just got to get back up, dust yourself off and continue going.

00:03:30:23 – 00:03:56:08

And that’s exactly what I did. I was lucky, I was fortunate that I did work out in my favor. And today we’re here. So yeah, it’s been it’s been A23 year journey. Definitely worth it. Everything that doesn’t go your way, I think, teaches you how to be better. Preparing you for something that you’ve not had it before, right?

00:03:56:10 – 00:04:19:24

If it’s if it’s okay. And, maybe I can just share a bit of of glimpse. So at one point in time, you inherited a business, right? That might that was not in its best shape. Right? So, you needed to do the work of maybe seven, eight, nine people, but you only had, a couple of people with you.

00:04:20:01 – 00:04:29:15

So instead of saying, okay, let’s pack up and leave, you said, let’s put on the seatbelt, guys, and let’s make it happen.

00:04:29:17 – 00:04:54:05

I think that’s the perfect summary of it. Absolutely. So let’s talk about the the sales element of it. So of course, nothing happens until something sold, which is something known. And you, you happen to choose to work within the real estate, within the real estate field. Right? Right. So just share with us. I mean, I remember inviting you to some of our initial workshops.

00:04:54:07 – 00:05:14:21

Right? And you coming in, tell us a bit what happened from that initial, initial, you know, experiences. So, I mean, I’ve been part of the real estate industry, I mean, in and around it for the last ten years, but, you know, I’m going to read something from one of your courses. You don’t know until you don’t know.

00:05:14:23 – 00:05:33:22

And there are a lot of things that we don’t know. So, you know, the first session that I took with you, it was sort of giving you a perspective. Okay? There are so many things that need to be learned. So first time I came in, I remember it was a complimentary pass. So, you know something I have to thank you for?

00:05:33:24 – 00:05:56:06

For the next time. I remember coming in again. Third time I brought in the team and right after that we had the biggest corporate in our company. So, you know, we took a course. Course systematic selling, selling strategies, selling strategies. And it worked out. I mean, I remember I was removing a mental block there. So that was what was that mental block.

00:05:56:06 – 00:06:16:12

So what were the things that shifted for you and the team that opened up the floodgates? I mean, see, you know, there are some beliefs in your head start maybe are just something that you’ve just made up in your head. Like what? So many options I can give. For example. Okay, let me give you some of the things that worked really well for me.

00:06:16:12 – 00:06:37:14

And these are the things that some of them I knew and some of them I didn’t. Yeah. One was reciprocity, something everybody knows. Right? Right. So the law of reciprocity is giving before you receive credit. So everybody wants to make a sale. Nobody wants to give the service to what you want to buy. Yeah, 100%. But you see this was something that’s very basic, right?

00:06:37:14 – 00:06:58:18

Everybody thinks they know. But when you attend a course like that, you realize, okay, there’s so much more to it. And that is one of the things that worked out really well for me. Second, and I know you as a person, you are a giver. And it kind of sat perfectly with your values as a, you know, as, as medicine, the way that you were brought up.

00:06:58:24 – 00:07:21:21

I know Pakistanis are like Lebanese, you know, we’re warm. We like family. We love to give, you know, the offer or offerings or, you know, being hospitable with others is something that, you know, is, is is basically, programed in our being from when the time we were kids, my mother would say give to others before us, like, you know, share like, no, like a share.

00:07:22:00 – 00:07:45:12

Okay. You know, so, so this is, this is so, so it’s very basic yet it kind of putting it in perspective 100%. See, you know, you you understand that this is not just something that’s missing or missing for most a part of it in the industry. So when you when you start doing that, people realize they see value, they understand.

00:07:45:12 – 00:08:03:19

But okay, this person here is not just to sell or to, you know, actually come here. Listen, that’s another point that I wanted to tell you. But the most important thing to learn from one of your courses was to listen rather than, you know, just react to talk. So, yeah, I remember having that conversation. So we want to sell.

00:08:03:19 – 00:08:27:22

We all want to sell, but very rarely we actually understand that. The only way I can sell is by really understanding what the other person wants. And it doesn’t happen by talking. It happens by by asking and by listening. And testing. So so so so yeah, tell me more about that. Because I think a lot of our audiences can it’s kind of going back to basics, but it’s it’s never boring.

00:08:27:22 – 00:08:54:19

It’s it’s really real. I mean, whenever I meet with, with sales teams, every time I get calls from CEOs, business owners, MDS, sales directors, VIPs, and I go and I do a bit of meta analysis. That is the biggest thing, the biggest gaps. People don’t listen, you know, anyway. And I think this was an industry standard. So, you know, a lot of times when we were meeting lines, the first thing that they would say, okay, thank you so much for listening.

00:08:54:19 – 00:09:16:06

Because, you know, we’ve met three people, we met four people. None of them were able to understand what our requirement was. And I, I remember I had a colleague with me that so we took the training together and he had his biggest month right after that training. And the reason for is very basic, and I remember asking him and he told me, you know, I started listening more.

00:09:16:08 – 00:09:43:03

So I was like, wow, you know, was it really that big of a difference? So I remember coming back here again and, you know, we picked up some more things. So slowly, gradually it builds up. And then I remember you introduced me to Zig Ziglar. I know he’s your favorite. One of my favorite. One of your favorite. So, you know, I remember one of his, quotes that said, more people say motivation doesn’t last.

00:09:43:05 – 00:10:04:07

So so does bathing. You know, that’s why we invented it. And that stuck with me. Yeah, that stuck with me. So, so many things I can continue, but let’s take it one step at a time. I think, you know, one of the elements in here is, you know, the, the concept of, you know, you said motivation doesn’t last.

00:10:04:07 – 00:10:39:13

So, so is, you know, hungry, just kept, you know, just gotta feed, feed, feed yourself. And I think one of the biggest mistakes that I see a lot of sales professionals do is they’ve actually they achieve success in sales. So they, they, they sell, they are successful. They break records. But for whatever reason, they I ask people, I go to different seminars and events and I ask people, how many of you over the last 12 months have read the book on sales, and less than 10 to 15% of the audiences would have raised their hands.

00:10:39:13 – 00:11:02:01

How many of you attended a seminar on sales? Not because the company wanted to be here, but because you paid for yourself to go to. And again, less than 10 to 15% hands go up. But then you think about isn’t selling like any other, any other thing in life, which means if you if you. Yeah. How do the top athletes, you know, Olympics just finished, you know, how did someone get to go to the Olympics?

00:11:02:07 – 00:11:24:19

Do they have practice once and then? And then they just show up and and go and get the medal or it’s continuous practice. So even I, I mean, I think about if you think about it today, what are you as a leader doing to help your team stay on top of their game? And if you are the the sales professional out there, you know how much time, effort, energy are you spending?

00:11:24:19 – 00:11:41:19

And going back to the basics to make sure. Because in a real estate industry and I’ve worked with your company and many others, you know, there was a time around 2018 you know, when the market was not doing very well. And I’ve had some of the big companies come to me and ask me, hey, Ramiz, what can you do?

00:11:41:19 – 00:12:06:19

Or can you help us transform our, our people? And it’s like, well, why now? And I had a really I remember one of the, the, the almost co-owners of the company, very big wealthy individual, in this part of the world. And, and he said to me something like, he said to me something like. We want to be different from the other organizations.

00:12:06:21 – 00:12:30:05

I want my people not just to make a sale when the market is helping them make a sale. I want my people to build relationships, I want them, I want customers to remember us. After they’ve made the sale. Because maybe today or after they have not made the sale, because when the need comes, are they going to think of us as the go to or are they going to think of our competitor?

00:12:30:05 – 00:13:01:16

So if we don’t spend time to really build the DNA of our organization, to make sure that our people are, the difference is because today at the end, if you’re selling off plans that you’re selling in this market, all the different organizations have a very similar product. It’s not the product that you’re selling, but it’s yourself. So if a company, you know, if you’re if you’re leading a business, it doesn’t matter if it’s real estate or if it’s, food or if it’s an it or if it’s, you know, I anything that you’re going to have to sell is going to be done through people.

00:13:01:18 – 00:13:26:00

And if people buy from people that, you know, like and and trust. So that is the fundamentals that line is like I think it’s registered in my hand. And that is something that I teach within my company as well, because as you mentioned, the product is exactly the same. There’s not even a point 1% difference in between what we said and what, you know, the other companies in the buyer in the state tell.

00:13:26:02 – 00:13:46:16

So how what makes us different is people who we are and, you know, how do we meet them? How do we treat them? How much do we listen? All of these things are something that, you know, something that we learn from these training courses, from the sales courses and I think, you know, it’s time we come back to

00:13:46:24 – 00:14:10:19

Thank you for sharing this, Marcin. Really appreciate this. This last comment. You know, people buy from people they know like and trust. And the more you you you share these principles with your team, the more they started to, to produce. Because at the end, the differentiator is not the product, but we as sales professional become the product and we are that differentiator.

00:14:10:21 – 00:14:28:10

So I’ve seen your team grow from a couple of salespeople to almost ten or so individuals, including yourself. And if I were to ask you, what were some of the additional elements that you did that help you, let’s say, grow your team slowly? But surely, see, obviously, you

00:14:28:10 – 00:14:34:17

know, this industry. I think I started hiring people that I could trust and train.

00:14:34:20 – 00:14:37:09

These were the two very important aspects for me.

00:14:37:09 – 00:14:54:09

Trust, then train crash, then train. Because if I have their trust and they have my trust that okay, I’m I’m ready to spend money on them. I’m ready to spend time on them. And they had this mentality that, yes, I want to be train. I’m only learning because I took the training from you, I went there, I gave it to them.

00:14:54:09 – 00:15:19:09

And you know why? This is what what we what I love about this. You cannot succeed as a sales professional or as a sales. It’s it’s boring at the top. The only thing you can do is bring other people with you 100%. And this is something that I think drives most of the business owners that they want to see their team grow as well, you know, financially, mentally, whatever way you can head.

00:15:19:11 – 00:15:56:17

Yeah, because if they deal with you and you build it together, you what I enjoy with them as well. Absolutely, absolutely. So trust very important training I think, you know, if they’re ready to be trained and if you have the resources train them. Nothing like wonderful. And I think that they hear, you know, if you are an individual or if I think this is a this is like really gems of, you know, gems coming out of your mouth because I always tell my, my teams, the moment you stop learning, working with me or the moment you stop learning at any job, you know, it’s always have any job.

00:15:56:23 – 00:16:16:08

It’s the time for you to start looking for the next job. But here, hearing it from you as a business owner to realize, you know, I can’t, you know, I’m not looking for. Sorry to say this, but, like solo solo players I’m not looking for, you know, we call them, lone wolves. I’m looking for people that I can work with.

00:16:16:08 – 00:16:34:19

We can work as a team, as a family and build each other up. Not somebody that comes in and says, I know what or what can you, you know, teach me. I think someone who’s humble, who’s open to really want to want to drive, drive things moving, moving forward 100%. And this is I mean, somebody who’s, you know, not humble.

00:16:34:21 – 00:16:55:21

I think God has a funny way of humbling, so that’s a that’s a really, really good I think that those people, you know, when they get humbled, they have to realize they’re being humble. And and I think when that happens, I think is the biggest, the biggest is because, because, you know, success is on the other side of failure.

00:16:55:21 – 00:17:29:06

And when you don’t get what you want, you quickly learn, what must I be doing different to really make it happen? You know, I think, you know, there’s something I like. Of course, in any business, whether you. I’ve worked with companies that sell food, that sell it, that sell medical devices, medical, drugs, you know, you know, legal ones, you know, and, and there is always this what we call potato principle, this 8020 rule, and, and and basically so out of the ten people, there would be two people that bring more than 80% of the business.

00:17:29:08 – 00:17:53:22

And it’s not just in your business, but it’s in many other businesses. How true is this with your with your current, setup? See, like you said, with most of the businesses, that is the case. And for us, you know, if it’s not 80, 20, 70, 30. Yeah, but pretty much around those numbers and there are some people that perform better than, you know, the rest of the team.

00:17:53:22 – 00:18:17:06

But this, I think is so is based primarily on how much they’ve been trained and what are the systems they follow. Because if you remember, I heard a quote from you, and I know I keep repeating these quotes, but these are actually made an impact on you. And it’s about I have actually framed it and kept it in my office.

00:18:17:06 – 00:18:45:09

Amazing. You do not rise to the level of your growth. You fall to the level of your systems and this is it. Like there is nothing better than this if your systems anybody who’s a top performer today, even if they’re athletes, businessmen, salespeople, whoever you want to look at, they have a system. They are constantly training themselves. They are highly motivated even when they shouldn’t.

00:18:45:11 – 00:19:08:11

And they follow my system. That’s why they’re able to beat everybody else, not just in a game of football, but, you know, in the business, in this industry, whatever you want them. So for me, what I’ve noticed is my top performers, including myself, we have a system. Everybody else is just fishing.

00:19:08:13 – 00:19:32:08

So, again, thank you so much for just that one really clear, clear insight. Yeah. And that the question that I have here is, what systems do you have in your business and are your results today where you want them to be? And if not, well, why not? What system must you have in place in order to really drive the successes?

00:19:32:08 – 00:19:51:19

And and if I can just dig a little bit deeper. So today we know that you know, they say I think Michael Jordan said something. You miss 100% of the shots. You don’t take. So if you don’t talk with clients, you’re, you’re not going to be able to make a sale. So as a basics of all basics, what?

00:19:51:19 – 00:20:21:14

So, so some companies or some some companies have budgets and funds. I know you’re one of them that you invest in getting leads. Right? So that cost a lot of money. Right. So, so are these leads being called, are these leads being followed up on. Are these leads being nurtured because today someone that shows is very few people are just going to put in that number, or I’m going to start chatting with someone where they don’t have any.

00:20:21:16 – 00:20:40:05

There must be something that got them to initiate the call. Now, I tell you, I had I had this I one point in time I was, I was looking to move my apartment. Right. So I’m calling the first call I made, so I call, I said, yeah, I just saw this this ad at this building. Is it available?

00:20:40:05 – 00:21:00:21

You know what the the next question of the lady said, right. She didn’t say, oh, hi. My name is is what is your name? She said, oh, when do you plan to move in? I said, excuse me, I’m just calling. Is it available? So yeah. When do you plan to move in? That’s like now we are in a confrontational mode, you know, you don’t start.

00:21:00:23 – 00:21:22:12

This is called the qualification question. Very basic, is it? You have to do it. Yes. But the first question. No. Because if it is the first question, it’s very obvious. She doesn’t care about me. She cares about who hurt. She wants to clear this. If you’re not going to be going to rent right now, leave me alone. You know, let me go to who’s.

00:21:22:12 – 00:21:54:09

So. Yeah, you can do that. You can sift through these these inquiries that fast. But you lost someone that spent millions of their hands on a property. That’s exactly the problem. That is, I think you’ve just literally, you know, tapped on the pain point, which is. The salespeople today feel like they don’t have enough time. Oh, yeah. Are they are they in this game short term or are they in this game long term?

00:21:54:10 – 00:22:12:16

See, if you speak to anybody who’s been in the industry for more than five years before the industry really picked up. Yep. You’re not going to feel this problem. Yeah. Because they’ve seen those times when it was difficult. So they’re going to ask you all the right questions. They’re going to spend time with you. Even if you end up not buying from them.

00:22:12:16 – 00:22:38:21

They are completely okay, but they want to build a relationship and that is what has helped us as a sales team to perform or outperform over sellers. Yeah, it’s like even if you’re not looking to buy, that’s okay. I started with reciprocity, which means that, you know, I gave you all the information I am now, even if you decide, no, this is something doesn’t work out.

00:22:38:23 – 00:23:00:19

You know, something eventually you will eventually if, let’s say, five years down the line. Yeah. You decided to buy something. Am I your first choice or not? I remember having a conversation around this where, we we asked you in terms of the motive. So when do you ask somebody, well, why are they looking to buy? Is it to live in?

00:23:00:19 – 00:23:22:13

Is it for an investment? Is it for you want to have you want the property to appreciate you. So what are you looking for. And based on that you would say, well look you may you’re looking at that. But if you want appreciation I recommend another area because that is the center of town, not this part. You might get a cheaper property now, so you could so again, by just asking these questions right.

00:23:22:15 – 00:23:51:10

And being able to qualify. If I am on the other side, how many sales professionals are going to ask me these qualification questions? None. Right. But the 1% of people that ask me I’m gonna remember. And and by the way, so if I hang up the phone and I don’t buy and I talk with somebody else, but they don’t ask me these questions that deep inside of me, I’m making it difficult for someone else to fill in that consultative or that expert role.

00:23:51:12 – 00:24:13:09

Right. So if you are an expert in the field, if you are somebody that shows a certain level of expertise, you’re sharing with with others, you’re going to keep those relationships coming back. So you say people don’t buy when you want them to buy, but they buy when they are ready to buy. Correct. Hundred percent. You know, I’m going to just build a little bit on that.

00:24:13:09 – 00:24:33:19

And you said something to me before, sorry, I’m going to bring it in. I know for a fact that the value of the deals that you bring are, are much bigger than the value of the deals that your team brings. And by the way, it’s not just with your business, but many of the other real estate organizations we work with.

00:24:33:19 – 00:25:05:05

We find that the owners, the top of the business, those that have a clear understanding of building relationships, they end up bringing, you know, the big majority of the deals, and they end up bringing the big value deals. So those high net worth individuals end up trusting people like yourself. So, let’s talk a little bit about, you know, let’s talk a little bit about how did you get there?

00:25:05:07 – 00:25:29:11

Okay. It’s it’s, I think it’s it’s a journey, you know, you start small, you start, you start treating everybody, you know, with the same level of importance. So, for example, if somebody comes to me buying, you know, looking for something with 600,000, I give them the same time level of attention that I would give to somebody who’s looking to buy 6 million.

00:25:29:13 – 00:25:53:22

And then I’ve seen this in person for me, and I’m going to give you an example some I did a very small transaction with someone very small, like literally nothing. And I spent maybe days, if not weeks on it, completely forgot about it. Three, four months, five months later and the guy calls me randomly. His boss, the head of the company, was going to buy something.

00:25:53:24 – 00:26:20:09

And I can tell you this much that from his transaction to his boss, his transaction, the multiple was 15 to 15 times the size. So you know you got to you, you can’t write off anybody. All right. Relationship is everything. If you have a relationship with your finance. Because again we go back to the same point. What I’m selling is not different to anything else that the other companies say.

00:26:20:11 – 00:26:37:14

So if you have if you build those relationships and when something is not right for you tonight, even though it is going to make you money, you got to learn to say no. There’s some mistake like this does not work for you, even though you’re going to make money from it. It doesn’t work for you, it doesn’t work for you.

00:26:37:14 – 00:27:10:14

And that is something that is helping me a lot because there are times I have clients call me up. Listen, I heard this from this person. Do you think we should both, even though they’re going to buy it from me? I don’t want to sell it to them because it just does not fit their investment criteria. Yeah, that’s a very controversial thing because, you know, there’s that thin line ethical selling, you know, and if you know, something is not good for another person, do you ignore what you know and just go for the sake it good help you achieve your goal in the short term.

00:27:10:15 – 00:27:32:20

Correct. But it will hurt you multiple 15 times more than, you know, 15 times more. Or actually 15 times 15 times. You know, it’s that that multiplier in the, in the long run. And again it goes back. So sorry I’ve put you here. But again, to me, I think the the value of relationships in the profession of selling are really, really critical.

00:27:32:20 – 00:27:49:21

And the question that I want to ask our audience is and here is, you know, are you in this business because you have, nothing better to do. And I think many people are attracted into real estate, especially real estate, because, oh, there’s a lot of money. The ticket items are quite big. This part of the world, the market is doing that.

00:27:49:21 – 00:28:06:18

I mean, you know, it’s like you’re riding the wave so you can go in and make some quick money. But, man, if you really do it right for a woman, okay, you know, there is there is some significant value, not just now, but for building a long term career for you and for your loved ones.

00:28:06:18 – 00:28:29:08

I think today’s conversation has a lot to do with going back to the fundamentals, going back to basics, building this relationships. If you were to kind of, kind of share maybe your top three tips that you could share with our sales professionals out there, you know, how can we inspire them to get even better at the, the art and science of selling?

00:28:29:13 – 00:28:58:02

What would you say? Yeah. Awesome. I think first one would be, as I mentioned, systematic selling. So something, you know, I’ve copied your name, but, you know, you got to have a system. Regardless of whatever you think is right for you. Whatever works for you. But prepare a system and follow it. So maybe give me one element of a system that you, you implement or you advise your team to implement.

00:28:58:04 – 00:29:16:20

So for example I’ll tell you something about myself. If you call me up and you say, listen, listen, I heard this, I think about what do you think about this project? And I’m never going to tell you, yeah, let’s come, come to the developer office, etc.. So I’m going to tell you, let’s meet me and we’re going to say we’re going to have a cup of coffee.

00:29:16:22 – 00:29:35:07

I’m going to understand because see, if I go to the doctor can I tell the doctor, hey, listen, I have this problem. Can you give me this medicine? No. I go and tell the doctor, you know, I’m feeling pain here. And he prescribes connectivity. And so for me, I think of myself as the doctor that, you know, you come and sit with me.

00:29:35:07 – 00:30:09:03

Tell me about all about yourself over a cup of coffee. And then if I like it, if I think it makes sense. I’m going to tell you otherwise. We forget about that product and we think about something else. Thank you so much for sharing, because it’s really, beautiful analogy. You know, you just can’t come, you know, you can tell one, hey, prescribe me this and he can simply go and prescribe that for you, but is it the right thing for you by taking the time to really get to, build that relationship or build the understanding of the need?

00:30:09:05 – 00:30:35:07

So again, goes back to that basic fundamental. What else? What would be part number two for me? Point number two is going to be no transaction is below you. So which means as I said you know even if it’s something very small, but you put in more effort energy, you make sure that you perform to the best of your capabilities because for you it might be small, but for somebody, you know, it’s their life saving.

00:30:35:09 – 00:31:12:23

Yeah. So you’ve got to give up your 100%, right? Right. So, you know, we have a saying back in the, the direct sales business, it’s called NCT never can tell NCT. And I basically treat everyone like your best client. And when you have that attitude, you take the time to connect to understand. Because as we know today, the, the you said to me something before you said that Ram is, you know, most of the sales that I make are not even from the money we spend on advertising.

00:31:12:23 – 00:31:34:01

It’s coming from referrals. And you’ve built that relationship. You’ve built this network over a period of time that people trust you. And because of this example, you just gave the guy that you, you sold him something, that he brought you another person, so it never can tell. Every conversation counts. So, when do you plan to move?

00:31:34:03 – 00:31:57:04

That is not the next question that you want to do. You want to have a conversation that takes a little bit more, more time. Anything else? What’s that? Maybe point number three. Point number three is going to be, you know, always be open. To train, you know, make sure that you are creating yourself in terms of education, how how much can you learn.

00:31:57:06 – 00:32:17:06

So you got to understand that, for example, for me to come here the first time was a big step. But because I knew you, I knew the capabilities you had. But not everybody out there thinks the same, and I did. I’m going to be right. Sure, sure. So when you take the first course, you’re like, wow, okay. This works.

00:32:17:08 – 00:32:43:10

Then you go come to the second one. I’m like, okay, this is point number two and works. My point being, make sure that if regardless of whatever position you are in, regardless of how much money you make, more transactions, you do it. Regardless of all of that. Make sure that you keep an open mind about learning and training yourself every day, every every month, every year.

00:32:43:12 – 00:33:07:17

Thank you for sharing that. And you know the they say there is a quote out there that goes the mind is like a parachute. It works best when it’s open. You know, I’m going to remind you of one of your quotes that you said back in heart in. Yeah, 6 or 7 years ago. And I remember the way you said it as well in the classroom there.

00:33:07:17 – 00:33:29:09

Invest in your mind. No sorry. Invest in your mind and it will fill your pockets. All right. Yes. That’s a phrase that I picked up from someone. It’s a quote from I think it’s, Benjamin Franklin from Benjamin Franklin, that he, you know, and it made an impact on me. And of course, I shared that with that with others.

00:33:29:09 – 00:33:59:02

So so then the other part of that parachute quote is, once the mind is open, it never regains back its original mini shape. So it just keeps opening. Opening and opening. And, and today the, the profession of selling is very fast evolving. There are tools that are, you know, whether AI, whether it’s chat bots, whether it’s automation, all these things are actually making the customer at the center of what’s going on.

00:33:59:02 – 00:34:21:04

And if your business is creating a bottleneck for interacting and giving the customers what they want, well, then the end is near, right? You have to find a way to really, facilitate the selling process, build these relationships and make sure that, people would want to come to you, not go to, to anybody else, you know, so going back to to the basics.

00:34:21:04 – 00:34:47:16

So, we can’t have all the time in the world to really share, you know, share your insights. But I think from a sales perspective, we just inspired one more today. I think this this message would go out there, back at back at basics at fundamentals, you know, at these fundamentals from a sales perspective, from a sales leader perspective will have another conversation in terms of managing and running your business in one of the future episodes.

00:34:47:17 – 00:34:54:15

I would look forward to. Wonderful. So until next time, send more some faster and profitably.

00:37:43:05 – 00:38:10:13

My son, you know, we talk a lot about quotes that you heard me say six, seven or so years ago, and they’re coming up now right here. It seems that they’ve had a a certain, let’s say, lasting effect on you. Right. Can you talk a little bit about how have these quotes. I mean, this, you know, quote is a not even two seconds worth of time, but the impact of that.

00:38:10:15 – 00:38:31:19

How did that help you or what impact that has had on you? I think I was for dark. If you if I have to come back to, you know, the quotes that I remember that you said is the people that are watching need to come and make you want for them to have this understanding of what sort of impact you leave on them.

00:38:31:19 – 00:38:59:08

Because I just don’t remember the quote. I remember exactly how you said it in my head as well. Wow. Because you have that, you know, impact on people. And, you know, I’m sure you’ve helped change many lives. But I remember the story. I think we discussed long back there. Everybody has goals, right? On in when you’re starting a sprint, let’s say, you know, you want to run a 100ml sprint in the Olympics and you want to win.

00:38:59:08 – 00:39:33:22

Everybody next to you has the same goal, has the same goal to win. So it’s not goals that get you that. But the person who has been training the most for the last four years to run that, you know, 100 meter sprint is going to win. The person with the best system is going to win. So these quotes have meaning obviously for again, you know, do you need to have someone that explains that to you or puts the idea in your head in a way that you’re going to remember it, even if it doesn’t help you immediately and it will.

00:39:33:22 – 00:39:53:10

It helps you in the next four years, five years, six years. You know you have the impact. You know, you talk about carbs and you talk about proteins. And I have I heard this analogy before. You know, carbs burn very quickly and then you’re hungry and you want to get more. And it actually makes you hungry for the same, makes you hungry for carb.

00:39:53:12 – 00:40:19:10

But protein are a longer, slower burn, but it lasts a lot longer. And I think a bit about what you feed your brain. Are you feeding your brain carbs or protein? And here in our case, is are you feeding your brain? You know, a lot of the distracting, are you distracting your brain through, a lot of the social media, a lot of the, you know, short videos that basically numb us.

00:40:19:10 – 00:40:57:09

You know, there’s just a simple dopamine fix where you’re simply watching and scrolling and going and, you know, versus really taking that 20, 30 minutes and having a focused learning session and have someone who is able to make an impact on you or you wanting to have that impact. And you said something and I take it for granted in a sense where I know for a fact and very humbly speaking, the ability to, you know, having worked and, you know, and saved for the last 30, 35 or so years and, running a direct sales force that works only on commission.

00:40:57:11 – 00:41:26:08

I really had to perfect the art of motivation, of speaking, of inspiring, of, psychology, of people to be able to say something that has an impact. So even my tonality, I do it unconsciously. I’ve watched people like Zig Ziglar, like a Brian Tracy, Anthony Robbins. I’ve been in their seminars. I’ve, I’ve, I’ve attended I’ve studied every single move to then be able to then basically build my own and share that same with others.

00:41:26:08 – 00:42:02:00

So so thank you for sharing that. And then really, from the bottom of my heart, I and that’s what that’s what drove me, what drives me to keep sharing these ideas with others is the fact that what you just said right now, and it kind of builds this warm feeling. And it’s something I said to you six years ago that I totally forgot about, stuck with you, and actually has been with you in times of darkness and has helped you to feel strength, helped you to overcome difficulty, helped you to persevere and keep going in spite of the world collapsing on you.

00:42:02:00 – 00:42:25:11

And it was just that one quote that just kept you going. And I genuinely, I think in all of this podcast or not, I genuinely would like to thank you for my pleasure. Matt. It’s it’s really, it’s funny how you know, God put this this feeling inside of me or this, this ability inside of me to, to share with others.

00:42:25:15 – 00:42:48:17

You know, it’s like you want to call it talent. Call it skill, call it whatever you want to call it. Again, I’m just here as a messenger. And I personally keep learning, so I, I know I it’s all about keep evolving and, to be with the world of of AI and evolution, you just cannot stand still if you stand still.

00:42:48:19 – 00:42:53:16

The end is near. The end is near. The end is near. So that that’s that’s awesome.