00:00:09:08 – 00:00:28:18

It gives me great pleasure to welcome everyone here today to the Inspire One More podcast with the idea of helping professionals like you sell more, sell faster and profitably. And today is no exception. I have with me doctor the who is the best selling author and the founder of Inspired Results.

00:00:28:20 – 00:00:58:00

It’s a performance coaching and speaking business. He focuses on educating and entertaining entertaining audiences on topics such as overcoming fear, stress, public speaking, networking, wellness, and much, much more. His primary activities include speaking, coaching and writing. And I know that you’ll be off to Bali in the next week or so to start filming, your upcoming documentary, film titled inspired.

00:00:58:00 – 00:01:20:20

So, so it’s exciting to kind of have you here with us today, doctor, on the. Yes. Thank you. Yeah. I’m flying out on Saturday to start filming, and, yeah, there’s so much going on and so many amazing things going on in your world to. But I’m so grateful to be here. Likewise. Likewise, I guess most of us are so great.

00:01:20:20 – 00:01:42:14

We started podcast. Some got, but I think our audiences know what’s coming is going to be is going to be great. So just a bit about, about your background. I know the word doctor. Alda, can you just give us a bit of context into the doctor part? Yeah, sure. So, I’ve been a chiropractor for 25 years.

00:01:42:16 – 00:02:11:01

So that’s basically my my core, my, core profession. I’m just going to hit something here. And, yeah, I’ve been I’ve been doing that for a long time. But what I noticed in my first year, practicing as a chiropractor, in Toronto, when I opened my clinic at age 27, was that most physical health problems actually came from lifestyle issues related to mostly emotions, but also breathing, posture, diet, exercise and sleep.

00:02:11:03 – 00:02:41:08

And so those were the core, areas that I was speaking about, the main topics I was speaking about. And since then, I’ve kind of went from working with individuals 1 to 1 to working with organizations and, helping the corporate body heal, if you will, as opposed to the individual body meeting. I think that’s a great segue into maybe looking at the mindset, of of of sales leaders, sales professionals, the mindset and energy of high performing, individuals.

00:02:41:10 – 00:03:13:24

So what what role does the physical energy and health play in a sales professional’s ability to close more deals? Yeah, I think, even before closing more deals is a it’s a great question, but I think it actually starts with the whole rapport building side of things in terms of being able to connect with another human being. Just think about when you don’t have a, you know, a great night’s sleep, you just show up, you know, it impacts how you show up and you show up with less energy, less vitality, you’re less inspired.

00:03:13:24 – 00:03:41:05

Just you’re focused on just getting through the day instead of making this an incredible day. And, you know, focusing on serving people you may tend to lean on, just let’s get right to the point. Let’s just close the deal. Sign here and let me get on with it. Absolutely. It makes perfect sense sometimes, that being rested allows you to better focus on the person in front of you.

00:03:41:05 – 00:04:15:05

So you are you are present as opposed to your. You’re absent. That is something that is a disease out there called presentism. There is absenteeism where there is present these and people showing up. But they’re not they’re not there. Knock, knock. Nobody’s home. I love that. Yeah. You know. Absolutely. It’s absolutely true. What are some of the, the most, I would say common mental or physical or physical habits that hold top salespeople back.

00:04:15:07 – 00:04:48:12

Right. So what are some of the habits that actually can be holding some salespeople back? Yeah, I mean, definitely, we start with the physical. That’s what I mean. Sleep is a sleep is a huge one. I mean, at the end of a day, especially when the that’s not an inspiring day, you know, people come home and they’re tired and, you know, they end up just scrolling and doing mindless kind of things instead of prioritizing what they would love to come home and do after, you know, after work, after work.

00:04:48:14 – 00:05:09:03

And they don’t get out, just very simply don’t get a good night’s sleep. They end up, you know, maybe not eating in the most ideal way for themselves, not being physically active. And all those things may lead to them staying up late. They may lead to them waking up in the morning with less in the tank. And the that’s that impacts, obviously, how they show up.

00:05:09:05 – 00:05:40:21

So that’s kind of the physical stuff. Real basic. I, I believe there’s, you know, five physical things and that comes down to breathing patterns, postural patterns, diet, exercise and sleep habits that ultimately impact how people show up, whether they’re in sales, marketing or, any other field of profession. From a mental perspective, emotions, you know, they can disrupt patterns and disrupt how you show up in massive ways.

00:05:40:21 – 00:06:13:04

Right? And if I was to pick just one emotion, it would be fear. I mean, fear of not being able to close a deal or fear of being perceived as a sales person because there’s still some stigma with that. And even though we’ve moved away from sales, we focus on business development, etc. at the end of the day, selling, if you see it as selling to somebody and if you see it as selling to somebody who doesn’t really need the product or service, right?

00:06:13:06 – 00:06:37:21

There could be some shame associated with that and some, an impact. And that could impact in terms of, you know, anxiety and you fearing, you know, you know, presenting with that that label on that cloud above your head of, of sales, salesperson, as opposed to somebody who really appreciates their product and service and the value that they bring to other people.

00:06:37:23 – 00:07:03:09

And they know that selling, if you want to use that word, comes really comes down to, serving people. And if you’re focused on service and your other focus instead of self focused, right. We’re talking about showing up with energy when you get a good night’s sleep. But we also show up very, very differently when you, when you, you know, put on that mindset as opposed to the, selling mindset.

00:07:03:09 – 00:07:27:04

And I’m not, you know, particularly fond of the term and the and the perfection of selling when it’s a beautiful profession, if you focus, if you realize it’s serving, and if you realize it’s serving, it’s a beautiful place to be. And every profession has its sales element to it. And the sales component to it, whether you’re are working or at home, you’re selling ideas, etc..

00:07:27:04 – 00:07:55:15

So yeah, that’s that’s probably the two biggest areas I’d focus on in terms of habits, your physical habits that impact how you show up energetically, and then the mental, emotions that you carry with you when, when you sit across from somebody that that was a lot of, a lot of great, great principles. And, you know, as a sales, doctor, professor, working, worked with sage for the last, you know, 30 plus years.

00:07:55:17 – 00:08:22:14

I’ve always known, I’ve always knew that if I was, if I exercise, if I took care of myself, I was in a better position to be of service for another human being. And the concept of. Are you a taker or are you a giver? Right, a taker? You’re going in and you’re trying to get to say so that’s a bit more of like a pushy type of an approach, which doesn’t sit well with people.

00:08:22:14 – 00:08:46:13

As you said, people are afraid. But deep down inside, if you have this people today here that are selling, I always tell people, find something that you believe in that you’re passionate about because it makes it a lot more easier to go and serve and offer that to someone to help solve a problem, to help them be two steps ahead of their competition and help them save, avoid, fix a certain scenario that they have.

00:08:46:15 – 00:09:07:08

So going back to to to the you know, you said five things. You know, your, your, your, your, your posture, your breathing, your diet, your exercise and your sleep. Right. And what stops people from doing that, I think, is today’s economy, today’s, you know, fast moving world. You have a phone, you have a million different things going on.

00:09:07:08 – 00:09:41:11

And and we’re all being addicted to the dopamine hit every time we’re going in. We think we’re being productive while actually we’re being zapped out of our energy, completely. Right? Being able to go in and stop the the stop being a spectator, watching people’s lives to being in control of your own life when you’re focusing on your cup, being full, well, that’s when you can go and overflow and give to other give value and and that, that really will make a huge, huge impact 100%.

00:09:41:11 – 00:09:59:02

I think the idea of, you know, filling your cup, as you said, it’s, it’s an underappreciated concept in terms of like you said, how can you take care of other people if not take care yourself? Right. And you just got more to give when, I mean, when you just going back to sleep. It’s just a very simple thing, but, you have a good night’s sleep.

00:09:59:02 – 00:10:24:00

You, you know, you just you feel better when you feel better on the inside. You have more to offer on the outside to other people. And, you know, it just makes sense to, to want to take, to prioritize taking care of yourself because it starts with you. You know, it really does start with you. And, you know, if you’re taking care of yourself, then you just you show up with more energy, more vitality, you’re more engaged and more interested in other people.

00:10:24:00 – 00:10:40:22

You’re more patient in the conversation. I’m trying to rush the rush the conversation, rush the deal. And you’re more likely going to get a sustainable result as opposed to, as you said, just trying to take, which is take a big bite and then you’re probably that’s if that even works, it’s going to be the only bite you ever get.

00:10:40:24 – 00:11:01:19

But if you focus on serving other people and it’s it’s in done in fairness, in the interest of fairness, then it’s sustainable. And you got, you got a potentially a client for life. You know, I want to add more twist to that, you see because maybe a sales professional is is they’re serving his his clients. But how about a sales leader.

00:11:01:21 – 00:11:31:24

So a leader of sales, a sales head, the sales director, VP sales a lot of time, the sales conspiring to someone like that. And I’ve been in a situation you can see from behind me multiple different trophies or awards or swords or whatever, you know, that’s now you see them at the top and, the, the, the thing, the thing about that is, you know, people watching the leader, if the leader is drowning, right?

00:11:32:02 – 00:11:49:17

Nobody wants to grow. Nobody is not. I don’t want to be part of this business. I don’t want to be part of, you know, I don’t promote me because I don’t want to be as miserable as this guy in front of me. I think leaders sometimes, you know, we can be. We can be drown. We can. We can drown.

00:11:49:17 – 00:12:29:06

And and dealing with a cross-functional team, whether you’re dealing with your supply chain team, your marketing team, your head of, finance or your HR or your operations. So, so sometimes sales leaders. Right. Have a the responsibility. So, so I’ve actually taking care of them and being showing up, you know, to serve their people. So just any tips that you can give for any sales leaders here to avoid burnout and to really rise to the occasion of, of, I would say modeling the way for others to follow.

00:12:29:08 – 00:13:00:07

Yeah, that’s the key thing you just said it right there is in terms of modeling and leading by example. Right? I mean, if you’re a sales leader and you want your team to want to, you know, climb to the next level, if you want to think of it like a ladder, you know, climb the corporate ladder and get get to a similar position as you, you got to you’ve got to lead by example because, like you said, why would somebody want to, you know, rocket in whatever they do and then end up being somebody who’s drowned in the minutia?

00:13:00:09 – 00:13:19:04

Who shove of, bureaucracy and, and meetings and unnecessary a lot of unnecessary things and, and. Yeah, it’s not something that people are going to aspire to be like. So yeah, I think for these leaders and to avoid, you know, you said to avoid burnout. I think it comes down again to taking care of yourself and having a vision.

00:13:19:06 – 00:13:37:07

I mean, I think of it all the time when I see people going to the gym and I often talk to people and I say, you know, what keeps you going? And for many of them, they actually have a vision. They’re working towards. They’re not just I mean, just imagine lifting up a weight and, you know, you know, pushing it or pulling it a certain amount of times for absolutely no reason.

00:13:37:07 – 00:13:57:08

It wouldn’t make any sense. You’re going to drop it and say, heck with it. It’s too painful. What’s the point? But when you know that every moment you have every interaction, every conversation, every meeting you have is taking it one step closer to your vision, then you’re less likely going to one. Be bored and think, what am I doing this for?

00:13:57:08 – 00:14:20:24

And you know, you jump ship and you’re less likely going to burn out because there’s meaning to what you do, right? I think people burn out because, number one, they don’t see the point of what they’re doing. They take on way too much and they don’t prioritize themselves along the way. And like we talked about service. Yeah, it’s definitely about serving your clients, serving your team.

00:14:20:24 – 00:14:41:18

You know, if you’re not customer facing. But it comes down to also serving yourself and taking care of yourself along the way. Well, thank you so much for sharing. And I love this, concept of vision because, you know, one of the famous, quotes out there, it says where there is no vision, the people perish.

00:14:41:20 – 00:15:06:20

And the idea behind the vision is, you know, figuring out the why. And as a, as a lot of time, again, whether it’s a unisex professional or you a sales leader, having that vision helps, helps us or helps me overcome any obstacle. You know, obstacles are going to be there. It’s how how much do you really want? What, what you’re going for?

00:15:06:21 – 00:15:40:03

You know, Les Brown talks about it’s worth it, you know, is what you really worth it. And if it is, then you do whatever it takes to get there. And for the sales leaders out there, I think, you know, you you might not know how, how much you impact your followers. They say, you know, if you’re leading and no one is following and you’re not leading, but it’s something I’ve learned a long time ago, and you can see the books behind me is when I, as a leader, was growing, when I started studying health, when I started studying.

00:15:40:03 – 00:16:06:07

I’m going to add one more twist to it wealth. Right? So what am I doing with my income? I started teaching that to others and modeling the way health, wealth, relationships. Right. This is when people are aspiring to become more, to do more, to actually realize that the sales profession is actually a profession that is very much similar to life, because it’s very hard to be a good sales professional, sales leader.

00:16:06:09 – 00:16:30:22

Serving others, listening, communicating, being patient. Right? Have empathy. Have drive. It’s hard to be successful in selling well and unsuccessful in your personal and and personal life. So in a way, one is a reflection of the other. And being a student of the business. Right? Is is something I’ve always talked about. And now let’s let’s go into being a student of the topics.

00:16:30:22 – 00:16:53:14

You know, I know you’ve written the book, the forces, you have a lot of work coming up. So I want to just talk a little bit, a little bit. The concept of selling through, through networks, strategic networking and maybe. What are some of the mistakes you see that people make when they’re trying to grow their business through the concept of, networking?

00:16:53:16 – 00:17:16:20

Yeah, I think it starts with the paradigm that they that they hold in their minds and, and a very common paradigm. And some people think I’m against that. I’m really not. I’m just saying it’s very prevalent paradigm. But it only gets you so far. And that is the paradigm of know like and trust. The idea that people only do business with you if they know you, like you, and trust you.

00:17:16:22 – 00:17:37:18

Now, the truth of the matter is, if you are, you open a lemonade stand, right? And you’re a nine year old kid for sure. The only people that will do business with you and buy some lemonade with you are, you know, going to be the people who know you, like you, and trust you the most, which are going to be, of course, your siblings, your parents, your family, your neighbors, your friends and relatives.

00:17:37:23 – 00:18:07:05

Right. But in the business world, especially in the entrepreneurial world, most of your business does not come from the innermost circle of people who know you, like you, and trust you. Even if we give full credit to know, like, and trust in that, we we acknowledge the fact that people need the trust. Let’s just focus on the trust part that you know, you are competent.

00:18:07:06 – 00:18:28:15

You are. You know, they trust you on a professional level. And even if we give that statement full credit to, to, to the point that people will do business with you because they trust you on a personal level, it’s still incomplete because you probably know somebody who is highly competent. In other words, you trust them on a professional level.

00:18:28:17 – 00:18:48:09

That’s the first see in the Four Seas model. They’re highly credible. In other words, you trust them on a personal level. They’re believable. Yet you and you want to help them because you believe in the law of reciprocity. For some of your listeners who you’re in the B and I world, you believe in this whole givers game concept.

00:18:48:11 – 00:19:12:04

And I do believe in it. However, the you won’t be able to, you know, someone who sees you as highly competent, credible isn’t going to be able to give you a referral and pass business your way or do business with you, right? If they don’t perceive you to have the third key, which is clarity of communication. So that’s when givers gain.

00:19:12:04 – 00:19:37:05

Law of reciprocity breaks down. You’ve given give and given to someone, but yet you don’t receive because that person doesn’t doesn’t know how to give you back, doesn’t know how to help you. And it’s not that they don’t intend to or want to, it’s that you make it difficult for them because you lack clarity of communication. So. So what I’m what I, what I’m getting from this is, is the, the paradigm.

00:19:37:08 – 00:20:03:04

Right. So the concept of just because someone knows you, likes you and trusts you, right, doesn’t mean they know how to possibly, refer you or to, to, promote you just because maybe you might not be as or they might not be as clear of how to communicate you or, or the person doesn’t know how to communicate that I maybe can can you elaborate a bit on that?

00:20:03:04 – 00:20:29:08

Yeah, sure. Yeah. So what I’m saying is that if you are not clear about what you do, who you are, why you do it, who you do it for, etc., then and you’re not clear about what they need to say to others to open doors for you. They literally can’t, despite the fact that they have a very high level of intentionality in terms of wanting to help you, they just can’t.

00:20:29:10 – 00:20:58:10

So, you know, and many people that carry this know like trust concept around with them, they’ll spend so much time building rapport, which I’m not against of course important, but it’ll they’ll overfilled that that cup if you will, and they’ll focus too much on likability instead of focusing and realizing that before people were for business to you, they want to be sure you are competent, credible.

00:20:58:12 – 00:21:30:08

They want to know that you are. They want to experience your clarity of communication. And the last see, which I didn’t talk about yet, is connectivity, right? Connectivity refers to the quality and quantity of your connections, and it’s human nature. When somebody perceives you to be well connected in in quantity and or quality, they naturally want to rub shoulders with you, then actually want to do business with you, and then actually you want to refer business to you and just associate with you.

00:21:30:10 – 00:21:53:08

And when people perceive you not to be well connected in quality or quantity, there isn’t any ambition. So despite the fact that you’ve made, you know, you’ve made it easy for them to know you, like you, and perhaps trust you on a personal and professional level. If you are not perceived to be well connected, there isn’t any ambition for them.

00:21:53:11 – 00:22:14:19

They’re they’re naturally going to spend time with this person over you because they believe this person is more likely to open doors for them than you are. Wow. This is, some again, it’s it’s opening up certain ideas as as I am, you know, so I think here the concept of connectivity is a bit about a person’s network.

00:22:14:21 – 00:22:47:09

Right. And we spoke we speak about someone’s network is someone’s networks. And you know, and maybe there’s a very subtle line, right, in terms of how do we communicate that. You know, the how do we communicate that connectivity in a, business setup or in a business setting when someone is is in a conversation? So, so maybe I ask you here a question, you know, what are some of the mistakes that you’ve seen sales professionals do when it comes to this foresee framework?

00:22:47:11 – 00:23:06:17

And what could you you know, what are some of the the maybe I can simple advice you can give them to be on the lookout for to help. Kind of hedge against it. Yeah. So for sure, let me just circle back to what you said about connectivity. It’s true. You can’t just, you know, carry your photo album of all the people you know, you can’t sit with someone.

00:23:06:18 – 00:23:43:21

Just go through your your thousands of contacts on your phone. Of course you can display quantity of connections online. I mean, because people can just see how many followers you have and that does have an impact is what social media influencers are all about, is the fact that they have a large following. Some people are focus so much on the online world that’s in terms of, you know, if you were talking about networking errors, that would be one of them is they focus so much on the online world and try to build a following, that that network they built isn’t actually a strong network because these are people who perhaps they paid

00:23:43:21 – 00:24:06:09

for people to follow them. They want that number to show up, but that they don’t grow that number organically. And they oftentimes, especially nowadays, they focus on the online over or more so than the offline, you know, they think, hey, I could just do a post. It’s going to reach potentially thousands of people. What’s the point of going to a networking function?

00:24:06:10 – 00:24:34:13

It’s only gonna be 25, 30 people there. They they they focus on the quantity. The online world. Right, which is all quantity based versus the and of course, you can you can build quality relationships online too. But typically, you know, it’s going to be focusing on quantity in terms of boosting and posting and etc. just the volume. Get the volume out there so you can build the quantity as opposed to focusing on the existing relationships they have and drilling deeper so they they deepen it.

00:24:34:13 – 00:25:02:01

And from a quality perspective in sales, you know, they say you it’s easier to sell to an existing customer than a new customer. You’re probably thinking something along those lines five times less expensive, you know, and five times less expensive. There you go. Because it’s you know already that you’ve dealt with them. They know you and that they like you, trust you, they, you know, maybe your previous, interaction with that with you and then that that makes it a lot easier.

00:25:02:03 – 00:25:31:05

So, yeah, what you can say a clear message in here is, you know, is that, the quantity versus quality when it comes to connectivity and the quality, the quality happens and the live face to face interaction, because you have an entire, you know, you have an entire person with an entire person and you really are building this, this relationship, getting to know them again, find something in common, find, you know, the phone or family occupation, recreation, even goals.

00:25:31:05 – 00:25:48:04

You know, the gains concept. So again, the this is good. This goes back to the fundamentals of taking time. You know, I just had lunch today with a with a lovely person I met. His name is Johnny. I don’t remember his last name. He’s he’s a, he’s a, wealth advisor. But he does so many things.

00:25:48:04 – 00:26:13:01

He he’s into rugby. He’s into building communities. He’s into. So as I get to, you know, you know, you can’t help but really, like the guy because we found so many things in common, you know? So, so really, it it does, it does end up, making making that, that difference. You know, I love this quality versus quantity.

00:26:13:03 – 00:26:38:23

Absolutely. Yep. I’m I’m gonna throw at you here a question, you know, or a or a thought. Let’s just say somebody who’s got who’s loves to maybe get going with a speaking business. Right. How should they start, to work their network? What would be some tips you can give to somebody who wants to be a speaker, somebody who wants to enter the space that were in speaking, training, consulting.

00:26:38:23 – 00:26:58:24

And so what would be some other tips that you could share with this person? Yeah, I think first of all, you got to really love it. And and if you really love it, you’ll be pursuing it. If you are thinking about doing it just because you’ve seen somebody else do it and you feel like I want to be like them, but it’s not really coming from an authentic place, you’re going to struggle.

00:26:59:05 – 00:27:25:06

And that’s that’s what life’s about, right? It’s about filtering out those who are authentically chasing some dream versus those who are in authentically doing it. Number two is I think a lot of times speakers are pushing a message instead of being pulled by a message, you know? Yeah. So in other words, I remember delivering a talk once to Toastmasters many, many years ago, and somebody said to me, how do you speak like that?

00:27:25:08 – 00:27:49:01

And at the time, I didn’t know what Toastmasters was. So I was a guest speaker. And I said, speak. Like what? I don’t know, I don’t really understand what you mean. It’s like you’re jumping on stage, you’ve got all this energy and you’re animated and all this stuff. And I said, my friend, I really think that a lot of people have it backwards is they’re trying to push a message instead of aligning with the message and naturally, being pulled by that message.

00:27:49:03 – 00:28:22:17

You know, you spoke earlier, you know, about, like, having a vision, etc. I believe a vision pulls you or draws you, you towards it. The actions you take every day push you or move you towards the vision. And that’s why you want to have push and pull in place. You want to wake up in the morning, be very clear about one of the most important things you want to achieve today that you want to pursue today, that inch you closer to achieving your target, to, you know, achieving whatever vision or fulfilling whatever vision you have.

00:28:22:19 – 00:28:45:03

That’s that’s the push is the actions you take, the inspired action you take every day. But what I do is I know a lot of people do vision boards, which work for me. Vision boards don’t work because they’re they’re not alive enough for me. So what I’ve created is vision videos. So I have a video that I watch every single morning and I listen to every single night, almost every single morning.

00:28:45:03 – 00:29:14:12

And I can sometimes I can just plate in my mind without having to actually go to it on my phone, and I create it myself. And it’s basically me sharing like a spoken word, poem about legacy and, I basically have pictures and videos with music playing of all the different things I want to achieve in my in my areas of my life, like you said, family, occupation, etc. that that I can just close my eyes, I can hear and I can see.

00:29:14:14 – 00:29:42:22

And so that’s what what I do to create the pull effect, to pull me or draw me towards that vision. And then I take the actions every single day and make sure I prioritize what they are. So every day I’m taking those footsteps closer towards making that vision come to reality. We went into an area that I wasn’t expecting us to go into, but I love because it is a, you know, again, where there is no vision, the people perish.

00:29:42:22 – 00:30:05:07

And here you’re utilizing the power of of visualization. So, you know, even, you know, how do you manifest something in your life? Well, how do top athletes right, how do a world champions win the championships? Well, that’s won first in their mind. Then it’s one and reality. And then when you close your eyes and you actually go through the motion in your case, you’re listening.

00:30:05:07 – 00:30:27:21

You’re watching, you’re you’re seeing exactly the future desired, the future desired state of your health, your wealth, your relationships, the legacy that you’re building. And now you’re you’re you’re bringing this into your your conscious mind. And then your unconscious goes to help you take the actions to drive this. And it’s it’s beautiful. You know, it’s just it’s.

00:30:27:21 – 00:30:50:07

Yes, I think so. I mean, you know, what’s interesting is that this actually started after, my first, marathon. So my first marathon that I ran in Beirut, I finished in, let’s say, what’s the word? In a very flashy way. Okay. And I say that because I was carried to the finish line in an ambulance.

00:30:50:13 – 00:31:10:24

It was a flashy finish because at kilometer, 32, there was no more water station. So 32 to 37, there was no water. So I got dizzy and I couldn’t keep my head up any longer. So I was kind of just hunching forward, walking basically. And then I couldn’t walk any further and I just collapsed because of dehydration.

00:31:10:24 – 00:31:33:07

But I wasn’t sure if it was the wall, right, this mental wall, or if it was a physiological thing, like I was really dehydrated, but I had no idea. I just remember them, you know, the ambulance coming to me and saying, you know, can I get you, something? And I said, yeah, I’ve lost some water. Said, we don’t have any water, but we have Panadol or an aspirin, and so I’m supposed to drink that?

00:31:33:07 – 00:31:49:20

I’m not supposed to consume that. Anyways, when they took me and rehydrated me, I said, please take me back to where you found me. Because I came here to finish the marathon. I said, no, you can’t. You’re gonna cross the finish. So anyway, I say that because I came back to the to the UAE and I said, you know what?

00:31:49:22 – 00:32:10:24

This time I want to make sure I crossed the finish line. So what I did is I actually went I drove to Dubai and I recorded the marathon on my phone, like in my car driving quickly. And so and I put some music to that. And I watched that video over and over again. And, and if you can imagine, a car is going pretty quick, a lot faster than you can run.

00:32:11:04 – 00:32:27:13

So even though I was driving slow to video it, I was going 40 or 50km an hour. Let’s say you’re 60. And, and yeah, I, I, I just, I was able to visualize it and I was also smelling I took my, I had my fiancee at the time, her Cologne, her perfume. So I sprayed it on a stick, took it with me.

00:32:27:16 – 00:32:53:11

So when I was running the marathon, I could hear the. I only turned on the music at kilometers 32, the same music I played when I was visualizing and I was smelling my wife’s, wife. Now my at Chelsea Times perfume. So I had the visual and the auditory and I had the smell. So, so now with my vision videos is I have the vision, I have the auditory and I have the feel.

00:32:53:15 – 00:33:14:20

There’s no smell necessarily. Although I do have flowers to remind me to slow down and smell the flowers in the video. Yeah, that’s that’s kind of that’s kind of my, my approach to pushing and pulling. So I did start from the from a somewhat dark place, if you will. Amazing. No, it’s I think it’s, it’s really a bonus session.

00:33:14:20 – 00:33:41:11

I just spoke at the, at the, at the event, Nielsen IQ sales, conference. I was at game, you know, they had top 500 sales professionals come all over from all over the world. So this is a big multinational organization. They flew 500 people, put them in Atlanta’s. And my talk was about mindset mastery and and and actually getting to become a partner to partner with with your clients.

00:33:41:11 – 00:34:07:20

And there was a big part of it, the concept of breaking your mental, you know, your, your, you know, having a breakthrough, a mental breakthrough, and the concept of visualization. We had an exercise that really drove this, this message across. So for everyone listening here today, I lost you for a second. There. No, no. So I was saying, for everyone listening here today, really some some great, great nuggets from from doctor all the.

00:34:07:22 – 00:34:32:18

So, Can you hear me? So, Ron, is I lost you for a minute there. Okay. I’m back. Can you hear me? Yes. Last thing I heard was that you did this, you know, mental visualization, etc., at Atlantis. And that comes as no surprise because you’re definitely a master at, of your craft, and, and, you clearly put you’ve got the mindset piece in place now.

00:34:32:19 – 00:35:01:20

Absolutely. It’s hard to do anything in life is not to mention selling. You know, it’s selling as a mental sport. You know, it’s it’s sale happens first here before it happens in reality. And again, our people, are people first. Do they believe that they can actually write beliefs, drives emotions, emotion, drive, action, action, drive, results. And sometimes all what it takes is one success and you got to keep focused on instead of the missing title, what can I do versus what I have done before?

00:35:01:20 – 00:35:28:01

So focus on empowering yourself as a sales professional sales leader to seeing your successes. It builds up your confidence. It helps you to really go to that right? Yeah, definitely. Let’s talk about the concept from referrals to revenue, from referrals to revenue. Right. And this is something that I grew up with. You know, I sold knives door to door, right?

00:35:28:01 – 00:35:54:11

I sold knives door to door. And at the end this is a knife that has a lifetime warranty. Right. The Cutco brand. And if you don’t get referrals from a client, if you make a sale now and you don’t get 5 or 10 or so referrals, game over. So I had a a very, you know, structured approach to ask for referrals.

00:35:54:11 – 00:36:30:13

Yet today I find people very hesitant to ask for a referral. People ask them right to ask for a referral. So maybe one thing I got, what are some some tips you can share that would help people ask for a referral without sounding desperate? Yeah, well, the truth of the matter is, those who are not willing and, you know, able to ask for referrals are probably not able to do so with the clients that they don’t feel like they really served well.

00:36:30:15 – 00:36:59:13

And, In other words, I don’t think I deserve a referral. Bingo. Right. I’m gonna give you I’m gonna throw something else. I, I also found that me, me being there. So at first, you know, when I started selling knives long time ago, I was a little bit uncomfortable. Uncomfortable because of the fear of being rejected. You know, I don’t want I like this.

00:36:59:18 – 00:37:23:17

I don’t want to, to ask, I don’t want to, like, impose, if you know what I mean. But in fact, it’s like, I don’t want to get rejected. Yeah, that that would if if I was going to share it with you in terms of layers, the first layer would be, hey, look, if you’re not able to ask this client over here for a referral, maybe you didn’t serve them well.

00:37:23:19 – 00:38:04:06

And many times they say, yeah, you’re right. So don’t. That’s that’s number one. The second layer would be like you touched on, which is fear. And I don’t know if I’ve shared the concept with you that I’m, that I’m proposing that it’s going to be sprinkled into the movie. And that is that what we’re taught, the traditional model of fear for the majority of people that I’ve experienced, and even in the majority psychologist I’ve spoken to, there’s one massive school of thought that I don’t I’m not exactly able to trace its origins, but it could be from Plato’s Allegory of the cave and some other philosophers.

00:38:04:06 – 00:38:34:22

But the idea that what we fear is the . We have this fear of the , right? Or what’s often called the fear of uncertainty. But the truth of the matter is you can’t actually experience an emotion without having substance in the mind or information in the mind. So to give you a quick example, if your child, you know, entered the room with a big smile on their face, that’s an emotion of, let’s say, happiness and say, son, what’s with the smile?

00:38:34:22 – 00:38:55:19

And they said, oh, mom said that, I can have ice cream at the mall. So we’re going to the mall now, so you can see that this emotion is connected or linked to something going on in the mind. And then if your daughter came in, let’s say, and she was carrying the opposite emotion, she’s upset. She was angry, said, hey sweetheart, what’s going on?

00:38:55:21 – 00:39:21:11

And she said, oh no, mom said, I can’t have ice cream at the mall because I didn’t finish my homework. Again, the emotion is linked to something that’s going on in the in the brain. In the mind. Right. So fear is the same thing. You can’t actually experience fear and anxiety because they’re emotions. Unless there’s something in your mind.

00:39:21:13 – 00:39:47:24

But so you can’t actually have the fear of the  because there’s got to be something known in the mind. So what we’re actually fearing is, is the past. What we’re really afraid of is history repeating itself. We’re not afraid of the mystery of tomorrow. We’re afraid of the history of yesterday. We’re afraid of running the yesterday tomorrow.

00:39:48:01 – 00:40:23:04

And so that salesperson who’s afraid of asking for a referral, even though they’ve delivered high quality service, is afraid of re-experiencing something again, re-experiencing rejection, if you will, or re re-experiencing something that they’ve labeled as being an unwanted or negative experience. Because we don’t want to re-experience things we label as negative. Now. Thank you so much for that, beautiful explanation.

00:40:23:06 – 00:40:45:17

And just building on that a lot of time, you know, as individuals, we evolve, our skills evolves, our abilities evolves, yet we sometimes get stuck in the past. So don’t the absence of actually the act. So be now we’re becoming victims of the past, although we’ve evolved, you know, and although we’ve taken trainings, although we’ve done things.

00:40:45:17 – 00:41:07:19

So again, the one thing I talk about, you know, but try to drive sales success are three main traits. The first is about courage to go out of your comfort zone. Right. So even fear, courage is not the absence of fear, it’s actually acting in spite of it, right? Second is humility. Being humble enough to be open for input.

00:41:07:21 – 00:41:24:01

You know the concept. I know I tell people to say, look, every time you tell yourself this, you’re going to say the word. I know you’re actually building a wall between you and the person giving whatever input and feedback, right? So, you know, I tell people, I tell them, can you replace that with the word? That’s a great idea.

00:41:24:06 – 00:41:51:20

Let me give it a shot. Yeah. That’s beautiful. That’s a great distinction right there. I’ve gotten so courage humility. And then the last thing is discipline. So even even, you know, the concept of, of you know, disciplining yourself to, to just read five minutes a day, ten minutes a day, 15 minutes a day, and then you have the law, the law of accumulation or the law of, of compounding.

00:41:51:22 – 00:42:30:19

Right. When you spend 15 minutes a day. Right? 365 days a year, it ends up being over 100 or so. It adds up, which is which is actually one of the five, five courses at the MBA level. I did, you know, two credit courses, electives. It’s five of them, right? I mean, if someone is doing that in a matter of three, four years, they can have an MBA, by themselves to the knowledge that consumed simply by putting 15 hours a day, it’s very hard to come and spend two, three hours, but you can find 15 minutes repeated overtime.

00:42:30:19 – 00:42:59:24

So that’s the discipline that actually that’s discipline part. Yeah. Courage. Humility. This one. Yeah. No. Beautiful concept. And I think that a lot of people on the discipline side, the because of all the emotions they carry throughout the day when they get home from work. Yeah, they actually don’t align with the vision. So they end up just doing mindless things that distract them.

00:43:00:01 – 00:43:23:01

If they kept the vision alive, then they would do the things that would enable the vision to manifest if they keep the vision alive. Let’s talk a bit about how do we how does a person, how do we help someone keep that vision alive? Right. Well, it starts with uncovering a vision. When I do my team building workshops, you know, I talk about the fact that team building is about aligning visions.

00:43:23:05 – 00:43:44:24

It’s not about bowling or breaking bread together, or solving mathematical problems or riddles or playing Jenga or something. It’s really about alignment of visions, right? I mean, how many board games have you played with your family? And oftentimes you’re not a strong team. So it’s not just time plus activity or, you know, it’s doing something meaningful together.

00:43:44:24 – 00:44:04:23

And that is the most meaningful thing you can do is align visions. And so I always say that how can you align with the vision of your company if you don’t have one? You don’t have your own vision. And how can individuals in a company align with the company vision? If the vision of the company isn’t articulated with clarity?

00:44:05:00 – 00:44:31:07

So it starts with what is the vision? And that actually is a very deep question. And when I used to coach people, on this quite, you know, full time, that was my number one requested program was with CEOs and high performers is let’s uncover the vision, you know, so that’s where it starts. Once you uncover the vision, then what you need to do is you need to have the vision at the forefront of your mind.

00:44:31:07 – 00:44:45:03

It needs to be top of mind. Right. And so you’re not going to put it on your mirror unless your mirror is going to be your vision board. But like I said, for me, vision boards didn’t work. Cutting out things and sticking them on a wall and looking at a wall didn’t do it for me because it wasn’t.

00:44:45:03 – 00:45:03:19

There’s no audio component, although you can create audio if you wanted and the images are still there, not alive. And I’m not in them. Like I want to see myself moving, acting. I want the key people in my life to be moving and acting. And so that’s why keeping the vision alive is basically repetition. How do you keep a muscle alive?

00:45:03:19 – 00:45:27:07

You repeat it. Otherwise you get what’s called sarcopenia. You know, loss of muscle mass over time. So same with the vision. You keep a vision alive through repetition, through volume, and making it meaningful. If it’s just a random vision, like a vision of Ferrari’s and a vision of money and a vision of things that are materialistic, they’re not going to move you and they’re not going to be sustainable.

00:45:27:07 – 00:45:47:12

That’s why I start with uncovering what is the deepest vision you really have, and what is the legacy you want to leave. You might not be a complete picture, but some of that picture will be clear. That’s what you got to get in the video. And so you can start ripping it out and seeing it. And then you can edit that video as things change and taking pieces out and putting pieces in.

00:45:47:14 – 00:46:10:04

I mean, I spent a lot of time on this, and when I coach people on it, they get very crystal clear about their future. Initially, I say, how clear are you about your future? They’re like, not clear at all. One of the key components, nothing almost. And some people say almost nothing. And at the end it’s like I’m pretty clear this is very, very this is it clearest I’ve ever been.

00:46:10:06 – 00:46:21:06

And I don’t profess to be able to get the 100% clear because it changes over time, but at least I get a system to find it, refine, define it, and refine it.

00:46:21:08 – 00:46:41:03

You know, I heard this. I’m going to just build a bit on what you said because it just puts a bigger I know you and I have a lot in common. Yeah, I go by this, I heard this long time ago, and it says people are like water. They will take the shape of whatever container you put them in.

00:46:41:03 – 00:47:10:06

So if you if you have a bottle, the water will take the shape of the bottle. If you have, a mug, it will take the shape of the mug. And when I was a brand new sales manager. Right. And I sold knives as a direct sales business, 100% commission my success. And on me going out and selling it depended on me actually training, recruiting, training and actually, transmitting that vision.

00:47:10:06 – 00:47:34:24

The. Why are we selling the knives? What’s in it for you? The knives. Yes. And, and that’s something that I find lacking with many, many organizations I work with in here. Right. And I’m going to go back to there was a there was a big chasm between robbers being an average sales person or sales leader, actually a sales district manager to being in the top.

00:47:35:01 – 00:48:01:15

Half a percent of the entire organization. Right. And and that biggest difference was me being able to communicate that vision with others. And the word you said here, the magical word is repetition of the vision. And what I had is, was like, you know, I actually moved to the island of Puerto Rico. I was a district manager in, in the US and in Chester County, P.A., Pennsylvania.

00:48:01:17 – 00:48:20:15

My girlfriend used to be, you know, Puerto Rican. And I decided to move down there to start my office down there, and and I did. There’s a story behind that. But but now I’m in Puerto Rico, okay? And and it’s like, I don’t know anyone, you know, actually, my girlfriend left me so, so so these guys. Right?

00:48:20:17 – 00:48:40:03

I when I’m moving, she left me. So now I’m like, completely by myself. And I’m thinking, you know, I move for two reasons. One is because I wanted to be next to her. Second is I wanted to do something at an international in, you know, environment. And being in PA in Pennsylvania, I felt there’s nothing international about being here in Pennsylvania, right?

00:48:40:05 – 00:49:03:19

So I said, let me go to Puerto Rico, build up that business so that I can then become the bridge to go to Latin America. So this was still the not the selling knives business, right? Yeah. That was it’s an international company. Okay. Got so I, I convinced the company to help me, you know, to, to give me the territory of Puerto Rico because I went down with my money and set up the business.

00:49:03:19 – 00:49:27:14

Now got it. And, and I put one sign, I created the sign that says, welcome to the future number one team of vector. It was a big sign. I’ll find the picture. I’ll put it there. But it was I have a desk. That’s my recruitment and training desk on top of it. There’s a board on top. Welcome to the future number one team of vector.

00:49:27:16 – 00:49:48:08

Now, I remember when I brought in my first recruits and there were 12. Well, a very dear friend. There’s many great people in that class. And then they came to the first sales meeting and they were like, welcome to the future number one team. Where is the team? It’s that guys, you are the team. Yeah. Look at, building it.

00:49:48:10 – 00:50:08:11

And then we had the newsletter which shows who is the top sales officers. And I showed them that the number there was the top 20, number 20 office was doing that much. And sale and you guys did this much. But your post. Yeah we’re we’re not even close. Might not even be okay. But you’re in the game. That’s the main thing right?

00:50:08:17 – 00:50:38:20

I just kept promoting and promoting and one time doctor all the other one time, man, the guys showed up in the top 20. Wow, guys, this is you. This is you. And and we’ve we’ve talked about this, and here you are. Keep doing it right out of nowhere. Out of nowhere, man. When the San Juan team started showing up on that newsletter, we never stopped.

00:50:38:20 – 00:51:06:14

It was ten years living in the island of Puerto Rico. Seven of these ten years, the San Juan office was in the top ten offices worldwide. There is more than 500, right? Right. And for I guess you’re not a guess. I’m pretty sure that what you’re saying is vision had a lot to do with it. If it wasn’t so the average Ram is the average performer and Ram is the top performer.

00:51:06:16 – 00:51:33:13

It wasn’t me, it was my people. It’s really. And now I don’t even speak Spanish. Right? I remember that was from from, Who’s from Cuba? He doesn’t even understand English. You tell me how I communicated with. I. It was just vision. My team helped write the people, you know, they probably they probably only understood one thing on that vision board you had back there.

00:51:33:13 – 00:52:09:05

And that was number one. Yes. That’s the that’s it. And. No, but that’s amazing. In promoted that future I promoted said today we’re here. We’re going to open offices in these parts of the town, you know, in San Aguas and Bayamon and Mayaguez and these were the towns. And then I spoke about Latin America, Costa Rica, and sure enough, it was the people, you know, many of the people at that first training room, Harry dela Cruz, Jose Arroyo, just to name a few, were actually the leaders that that grew with.

00:52:09:07 – 00:52:30:16

So again, the Vision Man is hundred percent and the repetition, right. You know, I think it was I tell you, it was it was, Steve Jobs, he’s got a video that I share in some of my workshops, and he basically says leaders need to reiterate the vision. It’s constant reiteration of the vision, reminding people of vision because you forget.

00:52:30:18 – 00:52:46:21

You forget why your kids sometimes forget. Why am I doing this homework? Think, why am I going to school? You gotta remind them why? Because especially for people who don’t see meaning in certain things, you got to give them a vision for it. And we know the cliche now. You know when the why is big enough to work themselves out.

00:52:46:21 – 00:53:09:05

If you can figure out the why, the how to, you know, you find a way to make it happen. And for every sales leader here, you know, I tell you, the concept of leadership leading by by the vision, right? So mission vision values goals every single, you know. So then I moved into the Unilever business. I took over a losing business.

00:53:09:05 – 00:53:29:18

I had this exercise, I sat with my team. I brought, you know, the the heads I brought the I brought everyone. Right. Okay. Why do we know why doing what we do. We came up with what’s our common value. So we did the value exercise. We we found out what are our values. We created our mission, our vision statement.

00:53:29:20 – 00:53:52:24

Right. And that was imprinted on everyone’s desk. Every meeting I started was guys, this is who we are. This is what we’re going and and, and and now let’s see how, let’s see where we are compared to where we want to go. And then, and then that brings meaning to every action, every. So within one year I was given a target to lose less money.

00:53:52:24 – 00:54:20:08

So to lose instead of losing €1 million, I’d lose 300 million or 300,000. So bring bring the business closer to being. To being profitable. Yeah. And the same people. The same people. Except one. I let go of one person. We had no more extra headcount. We were able to turn that business around within one year. Right. So and then that repetition is really the the key the key to.

00:54:20:09 – 00:54:40:07

Yeah, leading. And if we combine some of the things we said it’s leading by vision and leading by example, you got to have your own vision in place and you got to bring energy and vitality and walk it so that you can inspire people to want to, you know, deliver, live an inspiring life at the same level that you are, right.

00:54:40:09 – 00:55:09:11

You show up, down and out every day. Why should why should we? And that’s why coaches and sports is so important. I mean, the coach isn’t a player, the coach isn’t as fit as the players, but the coach is the reiterate or the vision and the coach shows up is an emotionally, the coach is stable. I know that one of my favorite hockey teams, the Toronto Maple Leafs, their coach, is incredible this year and if you just watch his interviews and what people say about him is that he cares about every single player, right?

00:55:09:11 – 00:55:38:03

So he’s focused on other. He is, he’s got a vision and he’s consistent, you know, consistent with how he shows up. Right? He’s an inspired person. So that’s that’s contagious. Big time. So I’m gonna I’m gonna. You said something that triggered here the concept of emotional and stable, right? Yeah. These professionals let their emotions come in the way I don’t see, like.

00:55:38:03 – 00:56:01:19

And whatever. And how do we. What’s the what advice you can give to sales professionals to go from being emotional to being stable and actually follow through on what needs to happen today. And, you know, the average saying happen after 5 to 12 follow ups. You have the average person stops following up after the first time. So 44%.

00:56:01:19 – 00:56:24:00

Some statistics I saw on, on HubSpot, 44% just give up and go up. So the emotion, you know, so a lot of times we let emotions come in the way of performance. Any any input. Oh yeah. So several things come to mind. Let me just start off by letting you know that it’s emotions being stable. Emotional stability, if you will, is an oxymoron because emotions aren’t stable.

00:56:24:06 – 00:56:45:10

They’re not they’re not designed to be stable. As if, you see, you know, young children when they’re really excited and they’re really depressed when they’re really happy and they’re really sad. So emotions by definition, they are not stable in, in, in their essence. Right. So it’s really not about being emotionally stable. The only thing that you can be that can be stable is the vision.

00:56:45:12 – 00:57:05:04

That’s where stability comes from, is being able to push through difficult, challenging days because you realize the why you’re doing it right. If you’re focused on, oh, I don’t want to contact this person because I’ve been rejected, you know, I don’t want to go contact from time number five or 7 or 9. Every time you contact them, you’re actually giving value, right?

00:57:05:04 – 00:57:29:24

You say, hey, I know you mentioned you’re interested in this. I just saw this video. I thought you might be interested in this in watching this. You know, you’re that’s a meaningful connect. It’s not just a random connect. Right? If you’re adding value every time and you understand that you’re serving them and it’s, it’s something that’s going to be beneficial to them and it connects to your vision, you know why you’re doing it, you’re more likely going to get through it.

00:57:30:01 – 00:57:50:02

And by the way, on this whole, you know, it takes whatever 5 to 12 touch points, etc. I believe the reason why it takes 5 to 12 touch points is because you haven’t ticked the four boxes in their mind. You haven’t. They haven’t said, okay, this guy is competent, this guy is credible. This guy is clear. I know what exactly he wants and why he’s selling it.

00:57:50:03 – 00:58:00:20

I know how it helps me if I buy it right. And this person is well connected to other people into solutions. It’s important to have this person around in my life.

00:58:00:22 – 00:58:19:20

It takes 5 to 12 touch points, maybe more, to have to take those four essential boxes in their minds. And that’s how the forces can be adapted for the corporate world, not just in the networking space or in the entrepreneurial space. But it applies to executives, corporate and government being able to to take those key essentials in the minds of others.

00:58:19:22 – 00:58:49:10

The only other thing I can say when it comes to emotions and and being stable with how you show up, like showing up as an inspired individual, as an enthusiastic individual with consistency. Right, is actually being somebody who knows when you get emotional because you are going to. Everyone does. How do you come back? How do you return to the path to the well, you know, you know, the way is the shortest distance between two lines, right?

00:58:49:12 – 00:59:09:17

It is. It’s a straight line between two points. It’s a straight line. So your vision’s way up here. The shortest distance is a straight line. But emotions take you left to take you right. Zig zag you in and out. So what you want to be able to do is when I get up, how do I return when I get so excited and lost, right?

00:59:09:19 – 00:59:28:02

How do I return to centered state when I get down and out and angry, upset and frustrated, resentful, etc.? How do I return? The secret is knowing how to come back, and that’s why I tell people that I’m going to help you identify your vision with more clarity. But your vision is subject to change. That’s why I define it.

00:59:28:04 – 00:59:49:03

I find it the current vision, I define it, and then I refine it over time. Because what you need to do is know how to come back when you have lost the vision, or when the vision, you know when you got an obstacle blocking the way and you can’t see anymore. Same with emotions as you get emotional. How do I come back?

00:59:49:05 – 01:00:11:02

It’s not how do I not get emotional? Because you’re going to get emotional. When a sports team loses a game, they get emotional, they get down. But how do they come back when a salesperson is thought that this deal is going to go through and they didn’t go through, how do you come back and show up ready to serve with the next client and not carry the previous deal into the next deal?

01:00:11:04 – 01:00:35:16

But, yeah, in a way, it’s beautiful. I think this is, this is, it’s definitely very valuable for, for for our audiences. And it’s a topic that I know we can go into it into a lot more detail and. Oh, for sure. Concept of scratching the surface. Passionate about the concept of this. It is really, is is quite, quite exciting.

01:00:35:17 – 01:00:56:18

Most people don’t focus on the pole. That’s the problem. But on this is that they focus on the push and push is knocking on the doors, taking those steps and doing those things throughout the day, which is a vital, crucial component. But that’s like pedaling just one way. It’s like halfway to get to, to get the full pedal on a bike, right?

01:00:56:20 – 01:01:31:21

And to get to build that momentum, you need the push, which is the inspired daily actions, prioritized actions. But we also need to pull from the vision. Some have one, some don’t have the other, some have both that are mediocre. Some have an either right. This is this is lovely. I know there is one one story that I want to see if it comes up in here, which is, you know, a moment in your, in your career or at the beginning of your, of your career where maybe things were not working as good as they needed to.

01:01:31:23 – 01:01:56:10

And, and then this moment for you, I don’t know if you know, you know, can you share a moment in your career where things were not doing as good from a sales or networking perspective? What did you learn from it? And then what happened? How did you yeah, I can I can very, very quickly overwhelm you with multiple, multiple examples, not just one standout, but I will give you one particular one.

01:01:56:12 – 01:02:10:06

When I was about 27 years old, you know, my father walked into my center and he said, son, I really like what you’ve done with the place. I said, thank you, dad said, but it’s missing one thing. And I said, what’s that? That? And he said, patience, this place is empty. I may have told you this story.

01:02:10:08 – 01:02:28:15

This place is empty. Is nobody here? I said, daddy, hold on a second. You got to give people I’m new. I’m the new chiropractor in town, new doc, and you know, in town. You got to give people time to find out about me. He said, no, that’s your first mistake. You don’t wait for people to find out about you.

01:02:28:17 – 01:02:51:23

You go out there and you network. Now, I didn’t know what the heck that meant. You know, I just knew that for me, networking and speaking were synonymous. They’re very inter interwoven, right? I mean, most networking events require you to speak, whether you’re speaking to one person, you’re speaking to groups, or maybe even you’re speaking in front of a whole room with a microphone in your hand.

01:02:52:00 – 01:03:11:15

Right. I didn’t want any part of that. I was not interested. But I remember very specifically, you’re going to love this man. I remember my dad point out, pointed out the window, said, why don’t you go speak there? And I said, what am I going to say? It’s like they have spines. Just go talk about what you do.

01:03:11:17 – 01:03:36:16

I went there and I booked the talk. But a few nights before the talk, I remember walking out. My knees were like, you know, like boiled spaghetti. These two are touching each other almost. I was like, I just put the talk. What am I doing? I can’t speak, I’m terrified about speaking. And I remember being at my brother’s house a few nights, before, and, the talk, I was so nervous on this, and I was.

01:03:36:18 – 01:03:53:00

Every time the talk comes to mind, I’d go to the bathroom and I’d give back to nature. Then I’d line the couch again. Then I think about the talk and then go back to the bathroom. Back and forth. I wore out that bathroom refresh, but then I came back to the couch and I was completely worn out, like I just ran a marathon and nothing left.

01:03:53:02 – 01:04:24:01

Literally nothing left. I was exhausted and I turned on the television and I was listening to a story of a man who decided to leave his children in an area I believe in South Africa many, many years ago, 25 years ago. And he decided to hitchhike out of Africa, get all the way to the Sahara desert, crossed the desert, then dive into the cold, dark sea, the Mediterranean Sea so he wouldn’t get caught.

01:04:24:03 – 01:04:47:12

Swam across the Mediterranean. I think he swam. Maybe he took a boat out, but I probably swam okay, or had some sort of aid, but got to be got to Europe. Okay. To do what? To clean the floors of a fast food restaurant during the day, and to work as a janitor and to mop the floors of the mall at night.

01:04:47:14 – 01:05:15:07

Just to provide for his family. And I was thinking, I don’t know what the guy’s name was, but I called him line because this is a courageous son of a gun. And I’m sitting here lying on the couch, scared of speaking to an audience that’s, you know, that would then welcoming me. Now, let me tell you, I got so lucky because it was a dream audience for a terrible, terrified speaker.

01:05:15:09 – 01:05:41:14

Even though it was a total flop presentation, a third of the audience didn’t hear a word I was saying because they were deaf. The other third were blind, and as you’re probably guessing, the rest of them were so heavily medicated they didn’t understand a word I was saying. I was speaking an old age home, okay? And this little old lady came up to me afterwards and said, can I give you some feedback?

01:05:41:14 – 01:06:08:18

And I said, absolutely. I had in my mind, I’m never going to speak again, ever the first and the last. And she said to me, you speak way too fast. You need to slow down. But I was still thinking, I’m never speaking again. And guess what she said? This little old lady with beautiful blue eyes said to me, but never stop talking.

01:06:08:20 – 01:06:29:16

Did till this day, man, I got it’s a goosebump like goosebump moment. She inspired me so much and I went back. I never have never looked back. And I’ve been speaking ever since. So you asked me what I would say to someone who loves speaking. If you really love speaking. And I did love speaking, but I loved moving that, you know, being moved by the message that I was aligned with.

01:06:29:16 – 01:06:52:12

And that was the message of health without drugs and surgery, etc.. As a chiropractor, I was moved by that message. I was doing that. I would do whatever it took. So yeah, that was that was probably one of the toughest times in my life when I was shaking, shivering in bed, knowing that I had to pay the bills, and also shaking and shivering in bed, knowing that my way out of my my difficult situation was to network and speak.

01:06:52:14 – 01:07:23:20

So I had these conflicting, fierce. Awesome. What? What a great way to kind of wine wine things down. I think here, if I were to kind of, just say what’s coming to mind is, just just do it, you know, just go out there and be yourself. Be motivated by your vision, understand that, you know, there are these four different principles, right?

01:07:23:20 – 01:07:49:19

In terms of, sorry, your, your competence, credibility, clarity and connectivity, which helps you to connect more with people and, and you said something about the role of, you know, people need to be reminded or you need to interact with people 5 to 12 times. And I believe for, for for sure, if those elements are missing, that would take a long time.

01:07:49:19 – 01:08:08:10

Or actually people won’t even want to interact with you anymore, you know, hundred percent. And that’s why it’s the onus is on you. It’s your job to make it easier for people to see that you’re competent, credible, clear, and connected because they’re not going to be trying to figure it out. They’re just going to the person who’s signaling it.

01:08:08:10 – 01:08:28:00

You got to learn how to signal it and showcase it to make it easier for people to help you. You know, gone are the days when there is more demand and supply. Now, you know, you really have to be good at your craft and I think I tell you, the message to sales professionals says visas don’t wish the market gets easier, which you get better.

01:08:28:00 – 01:08:58:02

Don’t wish your customer is you are better at, being clear and being, succinct and being memorable and being able to interact and engage with people. So all these things are skills that can be taught, that can be learned. And, you know, if people want to want to reach out to you, what would be some of the ways, doctor, doctor Odie to, for them to, to to be in touch with that with, with you and what you do what’s what are your the best way of reaching out to you.

01:08:58:04 – 01:09:21:23

Yeah, sure. My website, doctor Oticon, that’s Dr. udi.com, and all my handles on most of the platforms I’m on is basically, at inspired, Doctor Odie. That’s probably the best way to reach out. Yeah, I’ll definitely put that in the in the caption of the video. I know you and I spoke about having something to back back, you know, giving something back to the audiences.

01:09:22:00 – 01:09:50:12

So, for, for our listeners, the first two people that would like to get a discovery session with Doctor Audi, maybe have a conversation, maybe explore. What are some of the things you’d like to improve, whether it’s a vision board, whether it’s looking at the forces for yourself, for your teams, the first two people that reach out at info at doctor Oh, the outcome will get a this is a complimentary discovery call.

01:09:50:12 – 01:10:10:11

So I think that’s a great way of finishing our session today and with us. Thank you. It’s been great. It’s been great. Been a pleasure. Again I say, here’s to everyone out there, just simply inspiring you, to help you sell more, sell faster and profitably. Until next time,

01:10:10:11 – 01:10:20:07

You.