Selling at Scale | Real Sales Talk Podcast | Chris Giles + Will Richman
I recently had the pleasure of speaking and working with Chris Giles, an entrepreneur, advisor, sales guru, leader and recently, a GrowthGenius client.
He has a wealth of wisdom on sales, talent and recruiting as he’s a repeat entrepreneur, currently building The Faktori — a modern recruiting and training platform that helps companies recruit differently.
Full video and transcript below.
Descript Audio + Transcript
Podcast Transcript
Today we’re blessed to have Will Richman from GrowthGenius join us. I work with Will, both as a customer and a supplier. They help customers to help find their customers. Well, why don’t you tell us a little bit about yourself now?
That’s exactly it. We help B2B companies get more sales meetings with your ideal customers
Awesome.
And so we do that by, uh. K, uh, crafting a list of folks that they want to reach out to. Who they, who they think they can help. And then crafting a message based on their pain points and value props.
Okay.
Uh, and help them achieve message, market fit. Uh, so that all they’re doing is picking up the phone and, and working with who they want to work with.
Wicked. I’ve had some experience to myself and it’s worked out famously and it made me realize that I thought will be a great person to have on this podcast because that first contact that we have to go through is the most challenging one, isn’t it?
It’s a little Turkey. Oh, opening doors is a, I think what most salespeople struggle with .
You have to. Get through nine, nine no’s to get to a yes. And, and so that was kind of a personal pain point in the last business and I wanted to solve that for myself and other people.
Great.
Great. And so what a, as you’ve gone through this process, your role there at the company is,
I’m the CEO and co founder.
So you, you mentioned it came from a pain you experienced before. Tell us a little bit about the pain you experienced before and how you feel the grouchiness is helping to solve that.
Oh yeah. Severe insomnia. Was the pain in the last one. Uh, ran a web development school in Toronto. And we help people, you know, get jobs as, as programmers, uh, knowing very little about programming when they start and then placing them.
Excellent. And the end of the day. But what kept me up. At night, uh, for, from that whole experience, the whole two and a half, three years that we were doing that, uh, was getting more customers the age old problem.
Uh, there was no predictability, uh, you know, just, it was very seasonal. You know, you really wouldn’t know when your next, uh, your next bit of business was coming in.
Great. And so, uh, wanted to kind of really understand. The mechanics of that process and then solve that for other people in my, in my network and social circle, and then kind of move outward. Wicked from there. Yeah, and I think as we all know out is real sales talk. I mean, it’s all about, it’s helping build your business, helping build your clients.
It all starts with candidates and it all starts with a reach out. Yeah. And the first reach out, which leads to the, hopefully the end purchase really defines the future of our businesses. Um, awesome. Well, as you well know here on real sales talk, we all start with a few five discovery questions I’d like to ask you.
And with those five discovery questions, we always find some information about the person. So tell us a positive word that you like.
Uh, empower.
Empower.
I love to see when people can kind of do more than they thought they originally could. And so you put them in situations where. Do you think that they’re going to succeed, but they might not know they’re going to succeed going into that situation?
So they’re always kind of edging a little bit. A little bit bigger than they thought would they would, and you empower them to make the best out of the situation.
Awesome. And so empowerment is something that you try to deliver both your employees, your friends, your family, and yourself. Empowerments your work.
Totally love it. That’s great. Okay. A negative word that you do not like or for certainly don’t live by a combination of can’t or won’t. You know, I think. It’s, it comes from a narrow perspective. Often it’s can’t, uh, through the way that you understand the world. Right? So I projecting like, you know, you can’t do that, but they’re saying, I can’t do that.
So you can’t do that.
Yeah. It’s funny, you know, this was third time. The word Cansman uses a negative word now in this podcast. The third, the second that for everybody out there, that word can do, we set up before, we’ll say it here in the word can’t, is the word can. Right. So before you get to the T, just do the can and you’ll be better off.
Right. So I love it. So the empower and can’t, or for that matter, can a, okay. A hero in your world, a hero in the world that you look up to.
Yeah. Um, I’ve just watched, uh, inside Bill’s brain.
Yes.
Uh, and to see what, what that man is capable of, and to know that he’s, he’s used, you know, his, his intellect for not just building
The one in the world’s biggest software companies. Yeah. But, uh, then solving some of the most pressing problems that humanity faces today. And then one of those being, um, you know, not, not just the malaria thing, but, uh, getting the richest folks in the world to donate most of their fortune. Uh, I think it’s great to the tune of a hundred hundreds of billions of dollars.
I watched it myself. I, if anybody out there hasn’t seen it inside Bill’s brain, uh, I it on Netflix. Yeah, it’s on Netflix, I believe is called inside Bill’s brain. If you haven’t seen, I recommend you watch it. If you’re a a younger person out there, you older person, everybody’s gonna gain from it. And I think what I loved about it too, it’s just the simplicity that we operate, uh, in his way, the, um, he attacks the problem.
He takes care of the, uh, um, uh, identifying what the problems are and then comes about finding solutions. I don’t know if you saw the one about the toilet. I thought that was so interesting when they were trying to find the solutions to the toilet. And I, to me, it’s the concept of. He’s attacking business problems, like we all do every other situation, just he’s having a much greater impact on it and he’s unbelievable.
Blessed. Bill Gates, what’s a dream of yours? What’s his dream you’d like to accomplish? I’d
like to get more folks comfortable in the situation that they’re in. Okay. Um, I know it’s a, it’s kind of a more modest goal, but a dream where folks are not a success and or happiness is not on the other side of success.
I can see like I’m surrounded by a bunch of people that are in. Deep, deep pain because they’re always trying to achieve more. Right? And they’re not, and I’m guilty of this is being in the present and, and, and contributing to the world around you and not just trying to try to get to the next.
So somewhat altruistic.
You want to help people. You want to be on this planet. You want to make a difference.
I just want people to get more, uh, yeah. Better quality of life, I think. I think most people could kind of say. Say that. It’s just the magnitude of, uh, I love it. I love it. I mean, have you been empowering that and doing that on a daily basis?
Yeah.
Yeah. It’s tough. It’s tough sometimes on a daily basis as we want. We look around and we get busy with, stop on whenever we get back to focus on makes a big difference. Wicked. Uh, what’s a valuable business lesson you were taught and maybe the person who taught it.
Uh, yep. Uh, help others first help others.
First. You can see the, the net givers and the net takers, and I think the net, the net givers are a lot better off. And that’s because they kind of. Move and concentric circles, helping just anyone who is around them. They’re much more strategic than I’ve just made it out to be. But like just help others first.
Yeah. I’m a firm believer. For me, it’s to make a difference movement. And it’s the idea that not only do you make a difference for people, but it’s also the idea of recognizing people that made a difference. And I think that comes from where you grew up. Probably. I was probably good lessons from home and, and I think the whole idea is people often want for themselves and to realize that if you give the, that the carp karma has a way of giving back.
You are well taken care of by society, but the minute you are the only central figure in society, this society doesn’t like that too much. No, totally. And at a normal word, it comes from where do you, where do you get it from?
My mom. Yeah. Yeah. My mom. Yeah. My mom was a social worker and, and, uh, and she was, you know, I, I don’t know how many Christmases we’d have children descend upon us at Christmas time.
She worked in a group home that, um, didn’t have anywhere to go. The parents had called up at the last minute, said, we’re not going to pick up Billy or Jane. And then on Christmas. Eve or Christmas day, we’d have people descending upon us. And it was, we were, you know, I remember losing all of my Christmas presents to these three young kids.
Me and my sisters all lost, all of our crispbreads president. They all went to these kids that I just showed up on Christmas day. And I’m, and I’m, you know, we were young and my mom, I was confused and I got up. Well, I’ve got a box wrapped with my father’s dirty, not dirty socks. They’re actually clean socks.
And that with a note explaining we will take care of this on Monday. And, and I’m, that, to me, that note was really critical that she just in case I didn’t understand there was, there was more to be had, but she recognized that we are so blessed and if you feel like you’re blessed and you are blessed and therefore you have to help others.
And whether it’s helping a person cross the street that needs it, or whether it’s helping a person that has some sort of disease or whether it’s just helping a friend when you’re in a conversation and maybe being in a year that they can vent. It doesn’t have to be always big deals, but you have to, I always say, you have to take down the mirror, put up a window.
Right? If they bet the window, you can see everything that’s going out there. And if you’re smart, if you look at the right angle, you can see reflection upon yourself. So my mother taught me that. Um, the other people were probably more important and my father too, but my mother specifically, I would have to give some credit for.
How about yourself?
yeah, yeah. Actually, uh, I was thinking about, you know, preparing for this interview a little bit and why had admired my mother was because she’s deeply unselfish. Yeah. You know, I think it’s partially, you know, probably when you have kids, I think. All of a sudden you kind of, you realize you’re not the center of the university.
You’re not even close. They are. I get it from the same place.
You know, they are. I’m blessed to have two beautiful boys and Connor and Dylan. I love you. But it is the reality of it. Once you have that child, your whole world becomes the mirrors. The mirror is damaged, but there is always a rear view mirror lens to see those two babies or whatever.
You’ve got. So cool. So we talked about empower. Which means that you want to give people power. It sounds like. That’s awesome. Number two, you talked about the court can’t or won’t, numbers don’t inflict upon me what you feel I cannot do, but allow me to do whatever I can do and help you to do it. Number three, you talk about it here in your world was mr bill Gates, the guy was, for all intents and purposes, probably allowed this.
Podcasts that take place. Let’s be perfectly clear. All credits should be live in the bill. And a dream of yours is to, um, is to, to, to help people become more effective on their worlds, to make them become better people. And you want to participate, whether it’s in business or grow genius or whether it’s just showing up here today.
Totally. Yeah. Love it. And the valuable business lesson is, is the other person really deserves to be taken care of. Selfishness is not going to get you anywhere. Oh cool. Well those are some really good traits and those probably have what’s led you to business successful. Let’s get into some of the business stuff cause that’s personal.
Tell me a great key lesson that you’ve learned in business that you’d like to share with the audience out there.
Yeah. Um, this comes from, uh, uh, Paul Graham of Y Combinator. Um, these are also a road scholar and, uh, you know, he’s, he’s very accomplished in the startup world. And I came across, uh, one of his essays, um, back in 2011.
So the start of my career.
What was the essay, if you don’t mind, do you remember?
Do, uh, do what you love, do what you love to eat. Love and I, I worked in finance. And I could, uh, I’m not, I’m not saying it was just this firm, but
just,
just the type of people I saw around me were they were not in it because they loved it.
Uh, I’m not saying that’s true of everybody, but that article changed my life. Okay. Um, it absolutely changed the trajectory of what I ended up doing. And I went into startups right after I got I, you know, I couldn’t sleep. I basically, you know, I would skip work. Yeah. I’m gonna get in trouble for this at some point, but.
That I think do what you love because if you, you know, people end up working or doing things for because of sheer inertia or prestige or, you know, X, Y, and Zed reason, that’s not their own, and they’re not doing it for the intrinsic. Beauty of the thing that they’re trying to do.
Yeah. And I think, you know, as people, I think people out there will struggle with, do what you love.
Listen, I can’t say that I love every part of every day. No, I think that’s fair. We’re not asking you to be in love with the fact you got to do a cold call again, but Doobie and love what they ended that cold call. You will have a customer, maybe you can have for relationship, for life. I certainly have some, or for that matter, do what you love.
Cause you got to do it for your kids and you got to do the right thing and the right things. Be a good corporate citizen or for that matter, do the right thing for your family. And I think do what you love these. I mean, it’s, I mean, I think in many ways these, these articles you see on LinkedIn are these information systems that people are sharing.
This one’s a Gribbin. I’ll have to look it up myself to help us all. Sometimes we get frustrated. So a key lesson you’re saying is if you’re going to do. You must like what you’re going to do. Otherwise you may not do it
well. Totally. And that that’s how you kind of give, give back. That’s a, you become selfless is when you’re in a state of.
A flow and you’re in, you’re in a place of power. That’s when you can kind of shift that to other people. Yeah. And we’ll love it. What are your, what are your thoughts on that one? What’s, what’s your, what’s your lesson?
You know, for me, the lesson that I’ve learned. Yeah. Um, well, I certainly, it goes back to, to taking care of somebody who’s making a difference for somebody.
I, the whole idea of the make a difference movement for me is both business and pleasure. And, and so I’m, I’m six foot two, 225 pounds. I walk around the world. I’m a fairly large human. And I was put on this earth to, to sort of be a protector of sorts. If it was back in the Roman days, they would’ve told me to go out to the front.
The bad guys are coming, go stop them from coming. And so I never felt it was ever possible for me to take advantage of people. I never felt it was allowed, that I would be able to monitor what I got to do regardless of what they received. I always wanted them to receive more than I got and I, I give her versus taker.
I would be on the giver’s side. And so the make a difference is I want to make a difference for the person. Or company or situation. And in turn I find I get great results from it. And so it’s similar to what you’re saying, but for me it’s, it, it, it’s actually comes at the end more so than what I did at the beginning.
And so for me, I, it’s funny, whenever I faced opposition, when I try to consult with a new customer or whatever, and I’m very passionate and I’m trying to get them to listen to me, I will often say, listen. I’m just trying to make a difference for you. Why don’t you let me get this out for you? And then we will see what happens and you can just see them.
Whoa. And then from there, they’re like, that’s interesting
that the call changes completely is what you’re
saying. Yeah, because they thought I was calling for them. And I always teach whenever I’m teaching my sales lesson or, or teaching my team. It’s like, what? It doesn’t, what they say is what you want to listen to.
But what you say is really what they’re going to say is, do you have to make sure that they’re hearing you right. So, and if they say something, you must listen. And so I always find that, especially in sales, real specter, real sales talk again, do what you love. You believe in your product, you believe in your thing.
You can sell it more effectively. If you want to make a difference, then make a difference in your product and find out how that happens. So I think the lessons that we talk about, I’ve heard some great lessons on this, but I love that way. You are, how you relate that back to probably those Y Combinator people.
Have been responsible for a lot of change in our society. Yeah. And they’re probably in a better spot of mind of what business could be like when it feels like a successful. Totally. So maybe we should listen to them. I think because sometimes we listen too many times to the negative, like, you know, they always say that the bleeding leads on, on press, like the negative press always get so much more press.
And I think that when we find people that are happy, bill Gates or this gentleman, Mr. Graham, what was his name? Paul Graham. Paul Grant. Yeah. We need to be able to, there might be somebody out there right now in grade 11 that’s watching this podcast that might be able to find a way to become the new Paul Graham.
And we want you to do that. Or the new bill Gates. Yeah.
Oh yeah. Your own, your own version.
How please must be them. So in terms of, uh, and as you’ve gone through your career, you talked about finance. You’ve been your own boss. What did the best manager ever do for you and what would you give advice to people that did it?
What was the thing that made a difference from the best manager?
Well, um. I haven’t, I haven’t actually been employed by someone else for a good part of
a decade.
And, you know, almost, um, I, you know, I don’t think I’m a great manager, but in managing myself, I realize that most of the lessons, you know, I have to go and find and seek, and I think, um, if I could, if I could say, you have to go seek the answers, you, you can’t almost have a manager tell you what to do and great.
Especially, you know. Seeing where the world’s going. Uh, there are, there are less and less rules to kind of. Hard and fast rules to live by,
it seems like. Yeah,
you gotta find your own way of
things. I like it. Okay, so just to paraphrase that, because many people out there have a manager, so they have to follow.
They seem to think they have to follow the, the person, male, female, whatever it is. There’s not a fall. Jane or GM, I gotta do whatever they say, and I think you would agree with me as an owner. I’m the same. If you have a better idea, we need to hear it. If you’ve got something you’d like to add, we’d love to hear it.
And, and the idea of. For me, the biggest thing I like as a manager is the concept of it’s not his job to manage me. It’s his job or her job to manage the situation, and I got to manage myself within that.
Right, right. They’re trying to manage a system. Correct. A group of people, yes. To achieve some sort of outcome.
Yeah. For them. For their group and the neighboring groups.
Yeah. It’s funny. I bet. You know, I had a conversation with one of my employees while ago, and I said, listen, I can’t worry about you. Yeah, I have to worry about it. It is the company and that you are part of that. And I said, I don’t care about you, but I have to worry about the it in order for the all of us to be able to exist.
And I think it’s, um, I think it’s important that we talk about this in terms of what can we learn from different people and how can we learn it. Okay. What did you find helpful in dealing with objections in life? Hmm.
That, uh. That, uh, you can overcome them because they come from a gap in. Yeah. Well, either they’re a legitimate objection, which you should respect.
More often than not, there’s maybe a gap in their understanding as it pertains to the situation that you’re talking about. Right. So, uh, it might be a very legitimate objection, which you should explore deeper, but at the same time, it could be a, you need to ask a quick clarifying question to say, you know, is, is the objection, you know, is, is, uh, you don’t believe this is a fit because I haven’t, yeah.
Showing you, um, this solution in the right context. So what’s the real reason for the objection? Cool.
Yeah, I understand. Yeah. It’s funny. People fear the objection. And I think the objection is the opportunity toady. Cause because if they just say, I always find that the easiest, easy comedies you go is really a big danger in sales.
People don’t realize that. In fact, I always say to my . Team, you know? And they’re like, Oh, I agree. Conversation. I’m like, ah, hang on a second. Wait till that money shows up, and then we’ll talk about it, right? Because if we don’t talk about this, and we talk about every time we have a conversation as being a positive, we have to talk about every time we have money and, and the money often happens after the objections.
So I always love it when a customer puts an objection in front of him, even multiple objections, you know. I don’t want to buy your product. That’s interesting. Why would you say that? Right. And what did I do wrong? Right. Um, and, but they don’t say it like that. We usually give you a little bit more clues, but I felt that the objections I always found the question was, how do you find, what do you, what tips do you find helpful?
I always find the fact that I said what I said, and I think you said at the same way as don’t fear expected. There are
present.
There are present, omnipresent,
if they’re not in front of you and that you’re not going to give you that present, they’re going to, they’re going to take that objection and they’re gonna talk amongst their group and you’re never going to be able to get in front of it.
Yeah. Yeah. It’s funny. It’s funny, whenever I’m talking to people, I’ve said, you know, what’s frightens here? What part of this frightens me? And I say that because people often are quite worried about using the word frightened, right? And they’re like, I’m all frightened. I’m fine. I’m fine. I’m, I’m a frightened.
And, um. I say, well, I don’t mean like you’re scared of this, but obviously there’s trepidation and what we’re going through here because this’ll be a change and you’ve got to put your neck out there. Cause I’m going to say that you should do this and you may or not have, should done that. Or there’s all this, you know, messaging that could put you into specific trouble making this decision.
But I said, let’s talk about everything, because in the end, if I can help you to better explain it to somebody else, or for that matter, to facilitate a better decision. Off we go. Totally the same as what you’re saying. Love it. And with your business, the objections would be what would the objections and how do you deal with them?
Yeah. Um, uh, prices is one. Okay. Um, and that’s usually because you haven’t justified or or explain the ROI. Okay. So. You know, you have no problem paying $100,000 for something if it’s going to, if you’re going to get a million bucks back. Um, so, so prices is really kind of around ROI. Uh, if it’s, um, uh, I’m satisfied with my current solution.
Well do you, do you understand both solutions well, and could you be more satisfied with this, with this solution? You know, is there, is there not a chance that this could be, there could be a better solution out there?
Cost benefit analysis, all the different things go along, right? Yeah. Cool. Awesome. Um. How have you improved your selling skills and that of your team?
What techniques and tips have you done? Cause that’s something I think it’s a practice makes perfect thing in sales. And so tell me some ideas that you’ve done and tips out there that maybe they can use to try and make their process more effective.
Yeah, definitely. And I think a practice is the, is the key thing there.
Uh, it’s, it’s reps, it’s, but it’s frameworks and reps. I find, um, um. Uh, you know, we talked about a lot of the psychology, the basic psychology. Is it, is it education? Is it entertainment? Um, but you know, you talked about it being assistance. Uh, if you have those kind of basic frameworks, I think that’s really important.
Um, but then it’s, and then it’s practice. Uh, there’s one. Yeah. There’s one framework I use all the time. Robert Cialdini wrote a professor down South. He wrote this book called influence. Uh, the, the principles of persuasion. Okay. And, uh, there’s a really kind of basic. Acronym that I use, uh, to try and remember what I find very helpful.
Our class are a C, L, a, S. S and I’ll go through a quickly. Yeah. So it’s reciprocity, commitment, and consistency. Liking authority. A social proof and scarcity. Love it.
Yeah. And so there are influencing tactics. Yeah, totally. Yep. So comment. And so bringing those together is really the tactic. It helps to bring the tactics.
So we talked about it. We talked prior to the podcast. Of course, we were both sales. People have great interest in sale. I was gonna say sales guru was, but I’m not even close to saying that sales geeks sales something. Anyways, you’re right. Um, and so the concept of, uh, I gotta be careful, a sales guru or somebody out there, I’ll get us.
Um, right. It’s the concept of, I said it was true as strategic planning and, and what you just talked about is that, is that all of these factors have to be at play. And I think it’s funny that, um, that in today’s age, while it’s improving sales. It’s improving. It is still probably the most challenging situation.
Without sales, there’s no business, uh, and with the correct number of sales and the correct sales done at the correct thing for their thing, all of a sudden we have success. Most other parts of the business can follow sales. And so therefore being, I would describe, I loved what you said and you said framework.
And practice. Yeah. Because the framework is something that I think people need to really realize that they’re create structure for your team, create some functions, support them, give them all the necessary tools, explain how to use them, I think is critical. And, and I, I think in my mind. That’s an area of opportunity to keep and be improved, especially with the tools these days.
Product like yours, for example, can really help a company.
And you were talking about vineyard earlier,
vid yards, another great tool. Love Calendly. What other
tools are in your
tool? Where are you using things to deter term a bit? Bitly, we’re using, we’re using, um, we have, we’ve built some actually even further upgrades into Chrome that allows us to gather information from different things.
We use Hunter to be able to find email addresses. Um, and, and more importantly, I think it’s, it’s a, it’s the idea that what we’re doing is where we’re not trying to burden the customer with a whole bunch of technology, right? I think they’re overwhelmed at times. I think what we’re trying to do is use technology to create the right impression.
For example, I, I was saying earlier, I sent a message to a customer today with a video card and included my Calendly and also, um, uh, we use another product called lead forensics that tells us whether the customer has been to our website. So. By virtue of all these things, I was able to know that that person had seen my video card and then went to my website.
Um. That didn’t exist five years ago? No, not even close. I would call almost creepy.
It’s a bit how much information that is, that’s, it’s an, it’s almost insane, you know?
It’s pretty weird that I know what this gentleman’s doing. I call it this job. I might as well called them and said, listen, I must fill the st.
Listen. What’d you think of our website? And I didn’t there, but
yeah. How did you break the ice? How did, how did you kind of,
with that particular conversation? Well, I, I mean, I, I looked at their situation. In that case, I’m looking to provide in both recruiting and the training services that we provide.
They’re a growing team. It’s a technology company. They could use some help. And I said, I’m, I’m of a cylinder of mindset. I’m, I’m, I’m a, I’m an entrepreneur myself. And I, I believe in many ways, what I think we can provide for you here is at the very least a conversation that allows us to explore the resources that we have and how they may be able to be able to help and develop your company to become more effective.
At the very least is have a conversation, share in our information and see what we brings. So there’s, there’s, there’s the reciprocity is there in the sense that we’re similarities. There’s, there’s, I have clear communication and a clear, concise detail of exactly what my goal is. Not to, I’m hoping you’re going to pay my mortgage off.
Uh, my goal is that we can have a conversation and see if we can help each other. And then in the end, the scarcity or all the different things, you’re going back to your class and scarcity. But you talked about, it’s like I’m, I’m trying to make him aware that I am here to help him. I’m supporting him. I, my goal is his goal, not my goal.
And when you win, I win.
Yeah, 100%. And I think that’s what sales is. And, and it’s, what’s weird is that first initial contact, we faced so much resistance. Um, you know, one of my salespeople is often making calls and gets hung up on, are very abruptly treated and is always kind of strange when that happens.
I’m always flabbergasted by that. I always wonder, did you not? Does your company not have salespeople? You know, it’s funny in myself, I don’t know how you go through life, but I don’t generally try and. Get to meme with salespeople for one particular reason, because I figured it’s coming back at me one day.
Totally feel the same way. Oh,
totally. It’s karma.
Oh
yeah. And, and yeah, just go around, you know, angry, uh, salespeople. You know, it’s going to come right back around
for sure. I often get calls for people for financial planning or whatever, and I have a great financial planner, and so often listen to him. I said, listen, I really appreciate it, but the guys buy financial planners.
My buddy of mine, and I couldn’t possibly face him at the holidays and tell him I didn’t give him the business. And they’re always like, . Thanks. Thanks for taking my call. And I’m like, no problem. I just wanted you to know. Or, you know, we are, we just got our w, we just got our windows replaced. We don’t need them cleaned or this and that.
And always being respectful. And I think it’s critical. You should be respectful out there to your salespeople and be respectful to the salespeople that call in. If they don’t do a good job, tell them they don’t do a good job by telling them what you’d like to hear from them and helping them. But if not, try and help them.
Totally give him a bit of feedback. So next time.
Yeah. And I think every sales person out there has an obligation to try and make a difference for a customer. So make sure you’re respectful to everybody out there. Perfect. That’s maybe our lesson for this one. Um. What does it, what’s the way that that will sells?
What’s the, how do I, when you’re out there selling it, growth genius, you’re talking to a customer, what, how do you, how do you look at that process when you’re talking to the customer? What is it you’re trying to deliver as fast as possible? Get out of there. What’s your goal?
Brutally honest. Brutally honest.
If, if I believe, if I, if I work through the numbers and figure out if I can help you, then. You know, I shouldn’t stop and tell you. You, you’ve upgraded or you traded up. Yeah. Um, and so as long as I, it’s, you know, it’s governed by math and psychology. And as soon as I figure out what that is and the way that, you know, if I, if I can help you with a reasonably high probability, then I’m going to keep it.
Talking to you until you really say no or have a legitimate reason to not work together.
Yeah. I think that’s, and I felt that with, when I dealt with your company, it was funny, one of your salespeople followed that line of thinking, and I really enjoyed it and I’ve, I’ve enjoyed dealing with your product as well because it’s helpful.
I mean, it just means that I have less, I have one more, one more resource working on help build my business. Totally. Yeah. So I think people are. Are always worried about losing that or cause that’s one thing with Austin and you are very similar me on the recruiting and the training, they’re always worried that I’m going to give him the wrong information.
I’m going to say it the wrong. I’m not going to represent them well enough. And you’re the same, right? You don’t go out there and represent them well enough. It’s a
problem. Well, if you, if you spent enough time together or , you know, kind of deeply understood that that problem set and the, and the language that you’re comfortable with using and the tone, then, then you should be okay.
I’m sure you do a deep dive. With, with your folks.
Yep. Trying to help. I mean, it goes back to we were full philosophically, we’re just trying to help people, right. It just happens that we have to come through that front door and that front door is usually met with a little bit of confrontation. So we just manage through that effectively.
Totally. Cool. How do you feel, you know, you talked about it, you’ve been 10 years now as an entrepreneur, uh, and 10 years in the little, I would describe it in the technology sector. How do you feel communication has changed in sales over the last 10 years?
Yeah. Um. I would say it’s become, I was looking for a term, and this might be a crass term, but tenderized
and it’s
becoming a little faster, a little quicker.
Um, uh, uh, there’s more information, more transparent
out there.
Yeah. For better or worse. Uh, it’s, it’s, it’s a quick game.
Yeah. You swipe left or swipe right. You’re hoping they sweat. I, I’ve never been a part of Tinder, so is it swipe right for good? Yeah. Okay. Sorry. I’ve never done Tinder. So swipe right is good.
So we’re hoping to get swiped right. I’ve actually, sorry, I haven’t heard it on Tinder in my life for good reason. Yeah. I’ve been married for awhile. Uh, so that’s, it’s interesting. So you feel that now in sales that there’s a potential that if you don’t get them right away, in other words, right. When they’re looking at you, you may lose them.
Well, there’s, there’s a lot of very good vendors out there and you’re, you’re competing whether you know it or not, either against the status quo or three to 10 other ways of doing that thing. And, uh, time is of the essence because, you know, time kills all deals. Impro I’m sure you probably
know who, I love that statement, but no.
Who said that? I don’t know. I don’t know. Okay. I don’t know. Time kills. I’ll
do, I’ll have to look that up. I feel like it’s the saying
that to me. To me, I’m a car. I live by carpet diem. You’ve probably seen my videos. I’m carb a DM. So to me it’s like, what? Like let’s just get this gone and we’re starting a friendship today.
Yeah. So at times I’m going to look that up. Time kills all deals.
I thought it was a no, I’ll call him and
I love it. Yeah, I think it’s, well, it’s probably just a statement that people make, but somebody said it maybe. Oh, it was all deals.
It’s never been an easier to start a company, right. These days and there are more, it seems like there’s more companies than ever, and if, if you’re not going to be, you know, moving that sale along, they’re going to make a decision with or without you.
Yeah. No, it’s funny. There’s lots of, there’s lots of statements about, nobody’s specifically zoned that. I guess it’s so simple. Okay. But it is probably somebody who said at some point in time at some meeting that I was like, Whoa. And for me, I’m, I’m, I’m beyond inpatient. I’m sure you are as well. It’s part of being a business owner and, um, you know, it’s funny.
And in terms of the vision of your, of your future, um, what do you see for the vision for growth genius? Where do you see it going?
Well, um. And that’s a good question. And in there, there could be many forms of this, but I would like to, in in a kind of pure sense, help people trade up as as much as possible and as quickly as possible, uh, but without being, um.
I say that, but there’s a transactional nature of it. I think you can do that while building, um, good relationships, longterm relationships, um, and great experiences. Like, you know, you’re, you’re, you’re, you’re a man of experiences, you know, have, you know, from the time we kind of wrote in here to seeing every, every room in, in the, in the Fort, you know, and this space, it’s, it’s an incredible experience.
Yeah, I, I, it’s interesting, you know, I, I’m a firm believer that this planet thing is, is going to end here at some point in time and, uh, I want to make sure I make the most of, that’s what the car pay deal. I’m like, I’m trying to rock enrollment as much as possible, working hard, playing hard, that kind of stuff.
Cool. Um, as far as, um, I always ask this question, it seems to create some different things. What’s a word you would use to describe your customers?
Um. Like, I want them to win. Okay. Um, so when we might be winners
and winners, and I
think, I think you want to play and work with the best, and it’s really nice when you can learn a lot from your customers and vice versa when it’s a symbiotic relationship.
Perfect. Um, so yeah. I dunno what, what are your, what are your thoughts on that one? What,
Oh, that’s a great, I mean, I, for me, I’d never had been asked a question back, but I, I think winters is exactly that. You know, I specifically came to the factory, um, back from selling my last business cause I wanted to come back and help people.
So, um, if, if, if I was to look at my life, um, as a, as a series of events that happened, um, I’m probably blessed to be here. Uh, for many different reasons because people wanted me to win. They helped me by, I’ve, I’ve been blessed. I’ve been selling now for the, for 35 years, either my own business or for that matter working.
And, um, I have relationships that are so tender and so strong and, and their friends. So I, I think I would say winners would be a part of what I want to have happen for them. But I would probably say friends. And, and so I look at a customer as a potential friendship, as a potential relationship that I can develop as a potential, where I can add to the world and they get better for them, their family, their future, uh, financially, all of those different things.
In fact, if I don’t do all those different things, I’m not only disappointed myself, I’m expecting disappointment from that customer and, uh, know I’ve been in trouble and I’ve let people down. I remember some of the times I’d let people down and I’ve had to explain, but I have, I can tell you in my heart.
Uh, and they know it pretty well when they talk to me that, that, that, that, that was a problem or objection and I’m going to deal with it and we’re going to get back on the train and get back on the tracks. Cause you know, I want to be your friend. In fact, in many ways, I apologize. It caught me off. But I would often say to a customer today that I would say that.
The, the reality of it is that I’m going to build a friendship when the, from this relationship, we’re just getting to know each other today, and that’s how I start my sales calls. Right. Yeah. It’s just weird.
Well, that’s a good mindset to be in. It’s how I look at it. Person is a, is a future friend. Yeah.
And this person that can come deeply. Hell wow. You don’t always know that, but you have a good year and want
to,
yeah. Yeah. If those are the aims, that’s the, the goal.
Yeah. It’s cool. Awesome. Great. So far, thank you so much. Um, give us a lesson that you’ve learned in life. Somebody, maybe let’s talk about a lesson maybe you learned from your family.
Then we’ll talk about a lesson professionally. That’d be something you can share out there.
Ah, yeah. Um, I mean. I think, uh, so let’s, let’s say personally or personally,
personally, and then we’ll go to professionally.
Yeah. With personally, and this is something I have a bit of a tough time with, but whenever I can catch myself, it’s being present.
Okay. It’s, um, too often folks live in the future or the past.
Yeah. And
all you have is this moment right here. And if you’re living outside that moment.
What if this happened? This could
happen totally. And that there’s an evolutionary perspective or reason or that
I’m sure there is. You’re replaying
moments in the past or you’re thinking you’re, you’re trying to, uh, project the future so you can change the way that things might turn out.
Um, but if you can catch yourself and live in the present,
I love it. Yeah. And I think that’s a fantastic one. That Carpe diem. Um, car medium. And, uh, so that’s your personal, what about the professional lessons. Uh,
yeah, that one’s a little, a little trickier. Um, on the professional side, I think we’ve gone through a lot of the basics.
Do you love, uh, help, help first. Um, but I think, I think being a ferocious learner, um, is interesting, um, because. Uh, your op, you’re, you’re upgrading your operating system and, uh, you, um, I think one of the, you know, the best two operating systems I’ve seen, kind of manifest them in, in books. Uh, Ray Dahlia’s principles, uh, as a Ray Dalio, uh, runs the largest hedge fund in the world.
Uh, 150 billion or so. Give or take,
but the shekels,
well, they give, the guys had to put together a a thousand person thinking machine that is like incredibly calculated. And um, it’s just the whole fabric of his company is built off of these principles and he indoctrinates every person and his company with this, this book or the set of principles.
And then they all have a better operating system, which, which. To make the decisions
by. Awesome. Yeah. At the end of the podcast, in the podcast notes, we’ll have all the books that, uh, that we’ve talked about here today as, as little side notes people can pick them up with. These are fantastic. That’s a great, those are great.
Two great lessons there though. Yeah. In the moment. And then follow principles, right. And stay in the moment and then make sure you stay attention to detail.
Is it, and is it fair to say Carpay DM is, is,
is, it’s, it’s what I roll with. Yeah. I mean, I’m, I’m, I’m, I don’t know what’s wrong with me or what’s right with me, but I’m, I’m wired to go out a go at my own pace.
I’m wired to help. I’m wired. I’m wired to be a leader. Yeah. And, um, so the carpet diem means seize the day, seize the moment, and explore as much as possible. That’s kind of how I live my life. And the professional lesson, uh, has definitely make a difference. Those are my two foundations. If I had to go beyond that, I would definitely say that.
Um, I think open-minded. It’s really critical. Um, I live with, um, I have in my family, for example, I mentioned my family. I have my, my one son Dylan, who’s my younger son. He’s kinda like, we did, we’ve used a disc profile and, and all of our different things I’ve ever done for hiring, or I’m getting to that in a second, but, so the disc profile, we have all four elements of the disc profile in our family on the dominant.
My son, Dylan is the influencer. Um, my wife is a steadiness, which is the accountant. And my son is the conscientious of which is the programmer. So in my little world and my beautiful little world, but I live with them, they’re now some of their growing up and gone university. But we had all four dimensions of all four people.
So four different behaviors. We’d have me come on, get in the car, hurry up as fast as possible. We’d have one person going, what? What if this, what if that? And we’d have another person trying to encourage and that person sort of stalling and we’d all kinds of behaviors going on. But in the end, we all added.
It was such a beautiful mix. It still is today. And so what I can get from Connor and his wonderful level of intelligence, or what I get from my wife is so different. They’re so different, these two people, but they’re more similar than let’s say Dylan and I are more similar over here and then doing, all of a sudden Elise are more similar.
So it made me realize that I am a small speck in a huge beach of sand in this world. Right. And I’d better keep that in perspective. And despite that. Despite the fact that I want to have confidence in myself and I want to have clarity on my vision and clarity and my, what I wanna accomplish and carpet deems important and make a difference.
It is remaining the fact that you are a small human. Diane
any spec out to watch a space documentary and all of a sudden just realized,
no much going on here.
You’re small, you’re,
you’re nothing for a
tiny speck on a, on a ball that’s moving through an infinitely large space and you just look up and you’re like, wait,
what.
Exactly. Jump on one of those planes one day you’re like, Whoa. Um, yeah. So I, I think it, you know, that’s why I go, that’s why this real sales talk is so interesting. Cause I’ve heard everything I’ve heard you say today pretty much goes back to empower and can’t you found if even if it sounds like you read some of these books cause you couldn’t figure out what to do.
No, you were looking for more information. I’m like, I probably could use a little bit more clarity here on this. Let me see if I can find it. Boom. I’ll go on the internet. Find a book or read the book. Are you reading the book hardcover? Are you reading the book on the, uh, on the, on the new technological, uh, Cobos or iPad or when I can hardcover when you can,
I think there’s something intangible about.
I guess tangible.
It’s tangible, tangible.
By seeing that book on the shelf and like, like your symbols, you know, you surround yourself with, um, seeing that bookshelf you can run, you instantly put yourself back into the stories and
lessons you’ve learned. Love it. I’ve always, one of my favorite guys is Richard Branson.
Oh, yeah. Yeah. I’m a huge fan of Richard Branson because he’s, I’ve actually been following him since I’ve, I remember hearing about him when I went on my first trip to university after university. I went on a trip. Uh, you know, you. Backpacking, and I went and visited my cousin who was already working and he was about five years ahead of me and he gave me a Richard Branson book that I read on the, on the trip that I was on here.
I was of course, in Amsterdam and different places having the time of my life and every once in a lot of pickup this book, and it would journey me to someplace where I am today. I felt like it took me to where I am today. Then even though I had no chance to actually get here, it made me realize that the potential I had wasn’t massive.
That grain of sand could be whatever I wanted. Right.
It gives you a glimpse into the future of what, what life could be or, or how you could think about things.
Still have the book. Actually, it was about 30 years ago. I liked that and I should probably get that book up. Um, it’s good. Um, cool. Tell us about a person you admire in your family.
Uh, I think we touched on it earlier. It was, um, it’s my mom’s
mom. Okay. Yep.
Uh, deeply unselfish to a point where like, I can see it hurts
Casey. Nice.
It’s a little bit, you know, to, uh, to an extreme. Um, but I wish I, and I hope that I get to that point.
I think it’s mom’s name.
A Marine or rainy,
rainy. Yep.
Well, Rena, you’ve done a good job, I guess.
Yeah, no, she’s, she’s great. Um, and you know, eventually we’ll get to that point, but I don’t think
it’s coming for you. I, my mom is Kathleen and I’ve, I’ve been able to now reciprocate back, and I think you’ll have the same opportunity, especially with your attitude.
And it’s important that I ask that because sometimes your mom will watch this. Right? And your family will watch this. And you wanted me to get that message out. Is there anybody else in your career that, there are some people along my way that took, you know, took me for a ride or made this journey better?
Is there anybody else out there that you’d say, wow, this person made a difference in what they do?
Uh, yeah, totally. I mean, a lot of my, a lot of the folks that I look up to and yeah, they’re usually from afar. Okay. Um, but. I’ve, I’ve been blessed and very fortunate to work with some very, uh, driven, ambitious, selfless, um, you know, folks just, just in the startup ecosystem, we’re all idealists.
Uh, we’re all, we’re all think that, you know, the world can be a better place. And so, um, yeah, a lot of, a lot of business partners that have. That had been good and opened up my eyes.
Cool. That’s funny. They, uh, your officer’s down at the one 11, uh, facility where there’s so much new technology happening there.
And, uh, I guess what happens in that building is people either develop and grow or for that matter they book they, they might have been, they might fall away. Yeah, sure. Exactly. And, and when you walk around that building, what are some of the messages are noted? What are the things that you’re noting or people are doing differently around there?
I know when I was there the other day, I saw the big whiteboards and stuff like that. What’s, what are people doing without giving away specific information about people? What are they doing to try and make it make a difference with this altruistic thought pattern here?
Well, they’re thinking bigger. The scale, um, with softwares is infinitely large.
You know, once, as soon as you’ve written the application, um, and you’ve pushed a code to the internet, it’s accessible. And and available to everyone. So it’s as soon as you can think it. Your, uh, your improvement now exists and will be pushed to everyone that uses that platform. And I think software has a very kind of humbling effect and, uh, very, uh, yeah, it, it really propels, you know, good ideas and the right thoughts.
So I think they’re all thinking bigger. Yup. Um, they’re, they’re, they’re more aggressive with their fundraising, their recruiting, uh, the way that they go to market. Um. And, you know, I’ve been love, very lucky to, you know, sit and talk to a lot of these, these guys that have built and sold in a big, meaningful companies.
And, um, the, just the way that they think is they attack the problems more aggressively. They’re more, they’ve, they’ve seen a lot of
places. More tenacious. Yeah.
Oh yeah. Oh yeah. It’s, it’s, it’s, yeah. I didn’t think, I thought I was attacking life quite aggressively in a, in a good way. You know, I meet, you know, I meet someone like you and I know that there’s a lot more to go.
Oh, I’m looking at other people too. I mean, I look at bill Gates and I’ve always stuck stupefied that that guy’s only got 24 hours a day. What am I doing with mine? Holy moly. That I ever wasted. Um, and I, you know, I look at, I look at the a, I, it’s funny, when I went down to one 11, I had been down there a bunch of times and I really love, I love what you describes, an incubator that’s a new phenomenon.
Back when I started my business career, it was a show. Everybody was, there was walls and bricks and buildings surrounding things. You couldn’t get in the door, right? Nobody shared anything.
You just keep everyone
in. Oh, everybody else siloing and now they’re sharing. Now they’re helping each
other. Totally.
There’s all these meetup groups where you have to go in and break bread. Folks that are in your situation, your same challenges. Maybe they’re a couple steps ahead of you.
Yeah, just sham. I’m actually doing a speech that speak one of our speaks down there in February to talk about how to make a difference for your customer, and it’s funny how much you know that they’re embracing that concept of they’ll do anything they can to learn.
That’s where I think it’s really, that goes back to, I think there’s the incubator goes back to that child or that or that trying to develop something. And, and the incubator of life that we have is often surrounded by our friends and family. Uh, and that’s pretty much where we pull. You can’t go talk to a stranger on a bus about your problems.
It’d be a bit weird. They wouldn’t, they might be receptive, but they may not. Exactly. They may not be receptive, but they’re, everybody’s in the same boat and as thousands of them just all working hard. It’s awesome. Totally. What would you recommend this, you know, it’s funny, I have young, young staff. You mentioned that you’re, you’re 10 years out of a work for anybody.
What would you recommend you hire people? You’re seeing all these things. What do you recommend young people out there as they’re starting their career? Cause they’re the ones that need the most help.
Yeah. Oh, totally. Totally. I would, um, I would try a lot of things. I would try a lot of things. I think I’ve been, uh, you know, well, much, much more well rounded.
And, uh. And, and when you have a diverse set of experiences, you can attack a problem from, from a variety of experiences. And I think your contributions to an organization are much greater. Um, eventually, you know, find, probably be, find what you are good at, you’re uniquely good at and it’s around yourself.
But I think a lot of people give up the chase. Uh, of finding what they might deeply love, um, too early. They set,
they settle in at all.
And I, I, I don’t know, and I think it’s just a projecting, but I have something deeply wrong with settling. Given what we have accessible or available to us today. Yeah. You don’t really have to settle and you’re kind of doing yourself and the people around you a disservice by settling.
The hard part is to know when you’re settling or when
it’s the right decision. Yeah. Right. Yeah, and I think, I think most people I have on the podcast. For the most part are willing to challenge themselves. Totally. They’re willing to, to to, you know, face the opposition head on. We talked about the obstacles.
The opposition can come in any forums, personal and professional. We’re like, yep, I understand it. Expected it. Here I am. And I think the young people need to understand that. I think the settling is a very good point. I mean, I, I, I’ve met some of your staff, I’ve had my own staff, and I think it’s really important as a manager out there or if you’re a young person out there that, that you take advantage of the opportunity the young person provides you to do the best you can for them.
If you’re a manager, do everything you can for them to try and help them and be that mentor they talk about. I hope I’ve been that for some people and I wanted to be it for more. And if you’re the young person, which I of course have two young men in my world, um, then I agree, explore, explore, explore.
Take the Christopher Columbus route that says you’re willing to go across that ocean to see what’s there.
Totally a deep interest in anything is, is great.
Yeah. Yeah. Another thing I always like them to do, and I think this is critical as build their LinkedIn profile, build that, build their network of people, social media, but also in person.
You talked about some groups. I think that’s an important, getting, not only do it on the social media platform, but speak to some people as well.
Now, it’s never been easier to disseminate good ideas, so and contribute to that. You know. Online community around you and LinkedIn is probably the best place,
I think, for business.
Yeah,
easily. Yeah. Easily. Yeah. That’s great advice.
Yeah. I think that’s what’s one of is I always liked it whenever we’re doing this, the whole idea is that I’m only thinking in my mind, whoever’s watching this, what can we give ms tips? Right. You know what do, what can I do? I want to just before we move on to the, make a difference part and wrap it up.
Tell me a little bit, as you’re forming the copy and you’re building the messaging and the framework for your, for your customers, just to help people understand how growth genius works in your mind, you’re trying to create an impression of the customer’s product that’s going to express it effective and help them to be able to establish that first meeting and then take that journey from there.
Is that correct?
Totally.
That’s, is there key words that come up all the time? Is there key things that you’re using? Is there something in there that’s philosophically or strategically being used, or is it developed per customer?
A bit of both. Both, but it’s, it’s usually built off like a, a data-driven hook.
Okay. So there’s something, there’s a key piece of information about your prospects that leads you to believe that you can help that person. Got it. So you don’t, you’re never opening. A conversation. A cold isn’t that, even though it’s, it’s sounds like it’s cold email or cold outreach, there is a particular reason you’re reaching out to that person in, in the data.
And so it kind of comes back to this, this trading up thing. You know, everyone is looking to improve their situation in the situation. The people. Around them. And so if you give them a, an easier path to do that, that’s, that’s a great way to open the
door. Yep. Perfect. So you’re trying to, when you open that door, you’re literally trying to open the door with, look what I have.
Look at how I can help you.
Yeah. Well, it’s, I, I’ve taken particular note about your business and, and there’s something I, I’ve noticed about your business that I, I really like, and here’s how I can use that to help you even more.
Awesome. That’s the kind of stuff, if you noticed the passion, even in your, I watched this, you said that, well, it’s the passion and I think that’s the most important thing that I’ve noticed here today as we’ve spoken about real sales talk, is that the fact that you believe, first and foremost, that you’re following and looking for guidance at all times.
You’re providing it, looking for it, and following it. Look, it’s, it’s, it’s, it doesn’t matter what stage you are or what position you are on in the company. Please keep searching. Please keep searching. Cool. As we move into this, make a difference moment here, part that these are the things that I think are somewhat critical.
Who’s a person that’s made a difference for you in your world, either personally or professionally? You can do both if you wish. This is a chance for you to give him a shout out here and to tell them who they are and what they do.
Yeah, I mean, this is cliche and it’s kinda been a theme of, of this, this chat, but I think the parents have, have instilled fairly good morals.
I
know
I can always improve and let a lot to learn, but, uh, I, I want to thank my parents deeply for, you know, sorting me out and, and trying to instill a good work ethic and good. Good values when they can. Yeah. Not everything sunk, but I’m working on,
that’s good. I love it. So the parents and offer that for anybody, any new parents out there, it’s probably the best opportunity for PR.
I think any parents would probably agree, uh, that they changed. They became better by helping you. I think the best way to teach people the best way to become better is to teach people what to do. And I think they are probably better people by virtue of yourself and, and, and helping you get through life.
So I’m sure they’re, they feel blessed to have you as well. What is something that you’re doing to make a difference personally, and maybe something that growth genius is doing in your world as well. That’d be great to know.
Yeah, definitely. Um, personally, uh, so the DMZ, uh, uh, digital media zone out of Ryerson, um, was, was an incredible.
Part of our success. And so just giving back to the like, volunteering, uh, for the, for the folks, uh, that are, that are building their companies. You know, they’re, they’re five people or less often, but it’s just paying it forward to the folks that you’ve just gone through that situation. Got it. Um,
and helping other entrepreneurs.
I totally
love it. And then on the, on the growth genius side, um, you know, it’s, it’s just encouraging. Uh, we do these passion days, um, where. You know, you get to develop the day to whatever cause or thought, however you want to spend that day. Sometimes it’s a personal project, but sometimes as a cause people will go help out.
So, uh, it’s like once, once a month or once every two months. And I
love it. I love it. Passion days. That’s a great one. That’s a good one for people to learn out there. You got, if you empower your people to do something that they believe in for the benefit of themselves and the company, based on the framework around the company, it becomes a better country.
Totally. That’s something,
and it’s a cause that they deeply care about. I can’t always pick the cause that they should care about. It’s harder to,
yeah. No, I think that’s wonderful. Wonderful idea. Um, what. And what is something that you would recommend? I mean, myself, we’ve talked about some things. What are some of the things that you’d recommend to people out there to make a difference, especially the young people as they go forward in their career?
You’ve talked about being an entrepreneur, being what can they do in their business world to make a difference for others civically, just in the business world.
Um, volunteer and donate. I mean a volunteer if you have more time than money. Okay. Right. Um, and then, and because that will come back to you.
Yeah. And professionally, I think it’s like, it’s the reciprocity thing at work. Um, so, and then, uh, you know, donate. If you have. Uh, you know, you, you, you donate your Ferrari in a way that, that, that doesn’t cost you like terribly amount. It’s like where people can trade up where it doesn’t,
yeah. Use your, use your assets you have around you, whether it’s your brain, whether it’s your time, whether it’s your resources.
And absolutely, I think you have to, I think we, I think, you know, you talked about it, you’ve said it all the way through this whole theme that you, you believe in this world today. You believe in this world, you love all this stuff. That information is available, the technology and all that stuff. And so use it to your advantage to help others.
And I feel you feel the same.
A hundred percent hundred percent this is a remarkable time we’re living in. You know, there’s the millennials, they talk about, or, or I’m, I’m 54 I don’t think I, I’d be willing to sit down in the morning on a heartbeat and be able to have a wonderful conversation with them.
It doesn’t matter how young or old they are, it matters what they bring to the world. In fact, I was just, I was just the way with a beautiful. Beautiful young man, Noah, and he was so kind and so helpful. I, we were up at my chalet skin and I have a bunch extra snowboards and, and I let him borrow the snowboard and I have extra snowboards.
I’ve bought so many over the years. And so when he left, he was like super appreciative and you know, brought me a nice little gift and said thank you. It was just such a, and throughout the whole process, everywhere we were loading the vehicle, it was always helping. And so I was at no problem. Thank you.
Gave me the snowboard back and I went back up again to go skiing and I looked at the snowboard. I’m like, I don’t feel like I own the name. Oh, I feel like that’s, no a snowboard now, this was an extra snowboard that I had, so it wasn’t like I gave my snowboard away. But there’s snowboard sat there for probably two years and I’ve used it once in awhile and, and they, cause I want to try it differently, but I brought it back and I gave it to them.
And initially the words were, he wasn’t going to receive it cause he didn’t want to. And I said, no, you let him know he earned it. Yeah. He’s not receiving a gift. He earned
this. Oh, he’ll never forget that.
No. And so he asked, he asked me what, what can I do to repay this? Chris, let me give you, so you know, I, I know you want to accept money cause you would have offered to buy it at that point in time, what can I do?
I said, well, I need you to do the following. I need you to call your parents and tell him you love him. He goes, I’m standing beside him. I’ll tell him now. He was actually at his parents’ house. He tells me, and I said, I need you to do three good deeds for strangers. Complete strangers, any type of any form.
You don’t have to inform me when they’re done, you can let me know. And his response was, I’ll do 10. So in my mind, what I gave him was a board. What I might’ve done was changed somebody’s life. Who knows where he’s gonna impact.
Oh yeah, yeah. You picked the right guy. He’s a dude. You pick the
right. He’s a dude.
So I think that’s what I think this world is all about is that I unplugged my sales tactics there when I gave him the board cause they were not going to receive it. I received a lot of objections from his girlfriend and the other guy, my buddy, my dog. Oh no. I’m like, listen. Just give it to them. If I have to get it turned back, you tell him he has to return it back to me and I won’t accept it.
So it became obvious that the objections were going to be met with more objections. Yeah. And I think that young man’s behavior or your behavior or my behavior of making a difference in the world. We have to put the other person first half too. So it’s been awesome having you here. It’s been a wonderful 50 minutes of us talking as we’ve gone through this process.
And grow genius is a great company that I think is going to do a phenomenal job of helping customers to engage their customers. If you’re looking to try and build your business out there to try and touch new customers and create an opportunity to, to, to, uh, to attach yourself to new opportunities, reach out to.
Well and the team I grow genius, discover what they’re doing. If you don’t understand completely, that is the simple idea of they take that first initial contact and using technology, process planning strategy and framework to build you an opportunity to have a conversation that talks about your product.
A great company. A great man. Thank you for coming here today. Thank you for sharing. And, um, yeah, any final words you’d like to say to the audience out there just to let them know
what’s going on? But no, thank you, Chris. This has been a incredible experience. The team loves you. Uh, you’ve been a Saint. Uh, you know, the, the sales workshop that you put on a couple of months ago was incredible.
I remember how enthusiastic and how, how. Pumped up the team was after that experience. It was, it was great. So I just, you know, this is, it’s been incredible and thank you. And let’s keep her going. You have a chance to check out what Chris does. A incredible man come to the Fort. Come to come to the factory.
Yeah, exactly. Totally. Well, we built the factory and we built rail sales talk to share. I, I have been blessed to be successful in my life and I’d like to help other people to become successful. You’re doing the same on behalf of myself. Well, Richmond from growth genius. This is real sales stock. We’re glad to been a part of your day today.
We look forward to you being successful and growing your world this day. Forward card Bay D and my friends, car Bay diem.
