REAL AF with Andy Frisella - Sales As A Way of Life, with Andy Frisella - MFCEO83

00:00:00.000 hey guys what's up you're listening to the mf ceo project i'm andy i'm your host and you know 0.94

00:00:15.520 the fucking rest i'm here with my co-host von kohler the pastor of disaster what's up my dude 0.98

00:00:21.600 i've decided i'm never going to answer the question what's up i'm just going to 0.98

00:00:25.520 reply by asking you a random question all right what's the question what's the very first rap

00:00:29.960 album you remember listening to boys in the hood soundtrack really boys in the hood soundtrack

00:00:35.240 okay very good boys in the hood very good the soundtrack of boys in the hood and because of 0.73

00:00:40.720 the boys in the hood are always hard they come talking their trash you're going to pull their

00:00:43.580 card knowing nothing in life but to be legit don't quote me boy because i ain't saying what sal 0.99

00:00:48.300 shit by the way since we don't listen to that we have a special guest here um today my my brother 0.99

00:00:59.140 sal frisella and i'm gonna kick your ass you don't do a good job yeah that's only because the rock 0.99

00:01:06.200 canceled so i figured i was it was like a fitting the rock the rock canceled yeah so i'm like his 0.99

00:01:10.880 flight got you know what it was pretty good though good man i remember we used to listen to that at

00:01:16.060 mom's house you know in the in the one little cd we had one cd player it was like big because our 0.96

00:01:19.800 stepdad was in the fucking audio yeah it was like the onkyo like don't fucking touch it like don't 0.99

00:01:24.920 fucking touch it those motherfuckers went to work and that shit was on all day you know i wish we 1.00

00:01:31.600 listened to boys in the hood soundtrack for dude four years it was like the only rap song that that 1.00

00:01:37.600 like we could even or we weren't allowed to listen to it but we had access to it and we weren't

00:01:41.220 allowed to watch it either so we remember we went to marco glogovek's house after after baseball one

00:01:46.340 day and his mom let us rent it we had to we had to ride up the schnooks we rented it for a dollar

00:01:49.840 that's still one of the greatest movies ever i watch it every time it's on as a gift i could go

00:01:57.160 back in time and record myself driving down main street hudges in kansas in a ford f-150 in 1973

00:02:03.280 ford f-150 with we dude vaughn's the dude from office space he fucking rolls slowly rolled the 0.99

00:02:12.480 window up oh man so good to have you sal yeah thanks for having me and the reason the real

00:02:19.340 reason we have him here is uh we are going to talk about the number one skill that you can develop

00:02:26.560 when it comes to your career when it comes to business when it comes to making money and that's 0.80

00:02:32.940 sales it's how to sell shit uh just to let you guys know um sal is uh the president of operations 0.91

00:02:41.980 at first form he runs the company uh he started out as director of sales and moved up from there 0.96

00:02:48.800 before that he was a j&j which johnson johnson ethicon he was the number one sales rep in the world

00:02:54.460 out of 10 000 reps for two years in a row so he's perfectly qualified for this discussion he spent and 0.78

00:03:01.560 he'll be the first to tell you one trillion nights on the road selling shit uh in that right what is 0.94

00:03:06.660 that one trillion one trillion and one one trillion and one it always grows i just got back from new 0.74

00:03:11.240 york so i had to add that one yeah so it's always you know i spent 75 nights on the road this year how

00:03:17.400 many nights did you spend on the road that's that's the internal argument it no it's not the internal

00:03:22.280 argument it's the ultimate dick measuring contest of salespeople you know what it's me it's like how far

00:03:27.140 you know how many nights have you spent on the road how many how many marriott points do you have are

00:03:30.760 you willing to grind right right so when you have platinum status i haven't even stayed at a marriott

00:03:35.980 in probably seven or eight months and i still remain my platinum status it's like it's like yeah i

00:03:40.260 fucking got it now now question were you literally on the road or did you fly anywhere no i mean for 0.93

00:03:44.940 the first year of well we had a little nissan maxima yeah that we that we we bought and we're like dude 0.98

00:03:51.520 here's your company car and he put like fucking 200 000 miles on it in like a year so no he's on 0.97

00:03:57.620 the fuck i actually like that car the car for all people i mean i would i would actually buy it was 0.98

00:04:01.520 a great car again yeah it's nice yeah it's good spent a lot of time in it but but look 0.99

00:04:05.340 you got to fucking hustle to sell you you got to make calls you got to go see people everybody 0.99

00:04:12.220 knows these things today we're going to get down to the nitty-gritty of how to sell shit 1.00

00:04:20.380 and understand that it is a way of life okay and and what i mean by that isn't like oh i gotta live 0.95

00:04:27.360 and breathe and be working 24 hours a day to sell what i mean is that the principles and practices

00:04:33.460 that make you good in sales are also what make you successful in all areas of life so as we're

00:04:39.940 speaking about this you're going to hear us talk about not just actually selling a product but how

00:04:45.160 it's going to impact you in other ways all right most people like if you're 16 15 16 17 years old

00:04:52.520 and you're looking like i need to get a job uh right now dude go to retail sales go go get a job

00:04:59.560 in retail and somewhere where you earn commission and that will be a great place to start um most people

00:05:07.180 are scared of sales they hear sales and they think like you know high pressure used car salesman guy

00:05:14.220 and that is the exact opposite way of what sales really is um and you need to get out there get in

00:05:23.240 the game and and hat and feel you know the pressure feel the heat and learn how to deal with it because

00:05:29.020 the thing is is that that pressure that you're going to feel and that and that you know to make

00:05:35.920 your commissions to make your points to be successful in sales is very minute compared to

00:05:41.600 the amount of pressure that you're going to feel when you get out in the real world and you have 0.99

00:05:44.960 a fucking mortgage and you have uh you know car payments and you have all this other shit and you 0.98

00:05:49.880 don't know how to make your money so if you could develop a skill of how to sell it's really the only 0.99

00:05:55.760 skill that you can develop and cultivate within yourself that can make somebody who is more or less

00:06:03.460 uneducated formerly in other ways a multi-millionaire in life and that's that's it so if you want to 0.97

00:06:09.880 make money guess what you gotta learn how to sell shit yeah i love talking about sales with you because 0.93

00:06:15.140 i mean you're intense about everything you talk about but there when we talk about sales you just 0.99

00:06:19.920 get this little glint in your eye this glimmer because i know how much you like it and you're good

00:06:23.560 at it and i'm and i'm i'm excited to have the person are you looking at me thing that you know right 0.99

00:06:28.200 oh dude look let's not even get into that i'm the fucking master you're the grasshopper first of all 0.98

00:06:33.260 i don't know if anybody's a master i think big big jimbo gets the award here well that's yeah we used 0.97

00:06:38.200 to drive around and this is the this is the actually this is pretty funny so andrew and i

00:06:41.520 you mean your dad right yeah yeah yeah big jim the human rain delay when when andrew and i were kids

00:06:46.640 we used to ride around and he used to make us listen to zig ziglar yeah literally eight years old 0.99

00:06:50.940 we didn't get to listen to like you know today like pokemon or right or whatever the fuck it is like 0.56

00:06:55.400 we literally listened to zig ziglar and the early days of tony robbins like yeah and he would speed

00:07:00.300 it up on two times play yeah and we're like so he could listen to it faster i mean i mean i swear

00:07:05.960 to god you think about the the the foundation it built in us i forgot about all that yeah yeah i go

00:07:11.500 back and watch them as before we have like our sales meetings here like i will actually go back

00:07:15.320 and watch old zig ziglar videos yeah just to think about the core concepts because they don't

00:07:19.120 change no they don't change everybody it's different now no it's not no but the biggest mistake

00:07:24.180 and and i know we sal you and i talk about this all the time the biggest mistake people make when

00:07:29.820 it comes to sales is thinking this that it's a manipulation that you are here to trick the other

00:07:36.920 person into buying your goods or services dude the slimy salesman technique right that's what people

00:07:43.900 when they think salesman that's what most people think and that is the complete wrong way to think

00:07:51.020 about what sales really is what is sales really well what it really is guys is it's solving a problem 0.99

00:07:58.560 it's helping people find the proper solution and if you're going to go out there and sell fucking snake 0.98

00:08:04.620 oil or you're going to go out there and sell some bullshit insert insurance scheme guess what you're 0.99

00:08:09.920 going to have to be fucking sneaky but finding a product that is quality and going out and selling it is 0.99

00:08:16.480 in a legitimate way is has nothing to do with manipulation and everything to do with helping someone 0.97

00:08:23.380 and i think if you want to break down why most people fail in sales because you get a lot of really

00:08:29.320 good-hearted people that come into sales they think to be successful you have to manipulate

00:08:35.360 and they don't align with that on their core values so they struggle they get frustrated and they quit

00:08:41.120 and then they have a negative viewpoint of what sales really is their whole entire life and because

00:08:46.520 they never really developed that skill they limit their their ability to produce income which is

00:08:50.920 funny because i always you know you always meet those people like oh i i tried sales once it wasn't

00:08:54.920 for me yeah you know what i mean it's a lifestyle yeah well and there's also i mean there's a in

00:08:59.180 choosing the right career path you're always gonna have to do some things you don't want to do but

00:09:03.340 when it comes to like really taking it serious you better find something you enjoy doing yeah that's a

00:09:08.440 key especially in sales because you if you don't enjoy selling something you sure as hell aren't

00:09:12.840 going to be able to fake it but what i'm saying is like most people don't enjoy selling because they

00:09:17.420 think of it as a trick as opposed to what it really is like dude like when i think of selling and i think

00:09:24.600 of like what we do personally like when we help somebody lose 100 pounds or help somebody change

00:09:29.500 their health or help somebody perform better dude and they used our products that we quote unquote

00:09:34.180 sold them that there's tremendous satisfaction in that and you feel good so and because i have

00:09:40.520 17 years of experience doing that i feel great when i sell product because i know the chances are

00:09:46.940 these people are going to improve because of that hearing you say that i'm reminded that uh so daniel

00:09:51.460 pink has a number of new york times best-selling uh books and one of the books that he has is called

00:09:56.640 to sell is human and he's basically saying exactly what you're saying which is which is

00:10:01.080 really at the core sales the principles of sales are what it are the same principles of influence

00:10:08.800 that that we use in in being a human being and so it's just so incredibly it's incredibly important

00:10:14.620 to success oh dude and it's so simple it's it's just that you know the the stereotype of sick

00:10:20.840 quote-unquote salesman like it's i almost feel like that whole word or title should be like struck

00:10:25.940 from vocabulary when you're talking to people how to develop the skill because it's nothing like 0.99

00:10:30.620 the greasy slick back hair dude in like a fucking 200 suit coming up with his cheese dick smile 1.00

00:10:36.720 fucking telling you how you know he's hey bob how are you doing today oh hey you're looking 1.00

00:10:43.480 you're looking mighty fit oh your wife's looking nice oh dude get the fuck out of here man that 1.00

00:10:49.560 ain't what this is about you know this is about legitimately you know hey look let's just cut to 0.97

00:10:55.380 the chase you have this problem this is what i can do to help you this is what it is this is how we do

00:11:01.280 it and i'm here to support that boom it's done and it's fucking easy right you know but so many people 0.75

00:11:07.080 complicate it and so i want to start you know with talking to you guys clear the idea of you know what i 0.59

00:11:17.100 just said the stereo the typical prototypical stereotype of of sales guy from your brain wipe that

00:11:23.280 completely out and start fresh and then what we're going to do is we're going to give you some

00:11:28.120 practical tips not all of them because there's a million of them we could literally do 10 podcasts

00:11:33.100 on the subject and we will but i'm going to give you you know five good practical tips and we'll go

00:11:40.280 from there sounds good okay so the first thing that that most people do in sales that besides the

00:11:49.420 mentality that we already talked about i'm talking about in a practical sense is they they tell people

00:11:55.740 that they're wrong okay when you're selling somebody and you're engaged in a discussion about

00:12:01.740 uh what this person should be buying or shouldn't be buying you have to understand that when you tell

00:12:08.560 somebody they're wrong for whatever it is that they currently do you've got to understand that that 1.00

00:12:16.100 is the same thing as calling them an idiot or calling them stupid or or making fun of them or 1.00

00:12:21.280 insulting them because they made a psychological decision to go that route and for you to say well 1.00

00:12:27.580 that's wrong or that's not the way it should be that is exactly the same thing as calling them an idiot 0.99

00:12:33.720 you're talking about like recently i went into home depot i got a microwave and i got our previous 0.99

00:12:38.600 microwave was a kenmore which admittedly is not a great brand and the first thing out of the guy's mouth

00:12:43.000 was oh you got a kenmore exactly is that what you're talking about exactly so so that is something

00:12:50.080 that you you can avoid and get around very easily all right the way that should be handled okay should

00:12:57.540 be something more like this um you know what i used to have a kenmore too i had a lot of trouble with

00:13:07.280 it i didn't like it um and i switched over to this other brand and i've had nothing but great things

00:13:12.640 and good luck with it okay that's completely different than that shows empathy that shows

00:13:17.540 hey man i've been in your position you know you you can't just i would say that 75 percent of sales

00:13:25.700 interactions fuck up the first step which is when the person says like what you said oh i'm using a 0.98

00:13:32.400 kenmore and the dude says dude why the fuck you buy a kenmore those are junk right you know what i'm 0.98

00:13:36.980 saying like that's their automatic response to me there is no bigger mistake that you can make 0.99

00:13:42.300 on an initial conversation um but i think that's the the key there right like the empathy piece is

00:13:48.400 you know typically in most people in most sales environment it's almost like a me versus him

00:13:52.880 right to whereas if you can turn the tables by having that conversation saying hey i've been there

00:13:57.420 as well dude we're a team yeah you slide and you take that person versus being in front of you

00:14:02.100 now you take yourself and put yourself in a position being right next to them you know you're holding

00:14:05.620 your hand hey listen i've been there as well let me show you that's not manipulation sal it's true

00:14:10.420 that's the that's how you should be wired mentally like hey i'm here to help this person you know

00:14:15.980 what i mean so you have to be careful with your language well in a bit i mean that's the key right

00:14:20.080 the key is and it goes back to the core principle of being successful sales people is you have to

00:14:24.340 truly want to help that person you know it's not like what microwave am i getting the biggest spiff on

00:14:28.140 it's like all right if i want this person to walk away happy and send his friends in i went through

00:14:33.060 this exact same situation you know which one would i buy knowing everything that i know on this side

00:14:37.380 of the table how do i put him in the best position you know right you get on his team right well and a

00:14:41.920 great way to stay in that mindset is exactly what you just said stop worrying about what's going on

00:14:47.340 right this second and think about this customer over the course of the life think about all his

00:14:52.940 friends think about all the people he's gonna he's gonna tell you know when i talk to somebody

00:14:57.640 personally and i say this all the time internally i assume that the person and i'm talking about i'm

00:15:04.440 not talking about when i'm talking about my company i'm talking about anybody that i talk to i assume

00:15:10.220 that that person is going to go on facebook and write a review of the interaction and if you can imagine

00:15:16.220 that and make that reality for yourself you're automatically thinking long term which means you're 0.61

00:15:21.820 going to do the right fucking thing in the situation you know so keeping yourself in that mindset of 0.99

00:15:27.760 this is i'm trying to build a lifetime relationship here instead of i'm trying to sell a fucking 0.99

00:15:34.060 microwave today is a way for you to automatically regulate the language that you use right you know 0.91

00:15:41.720 as i hear you guys talking though i remember a conversation you and i had a long time ago when i first met

00:15:45.780 and i was you know i was asking you about your products and i had mentioned that um you know i

00:15:52.220 kind of mentioned sheepishly well i'm from the generation i think i bought like you know 50 pounds

00:15:57.480 of joe whiter's weight gain weight gain and felt kind of stupid and and your response was well no way 0.66

00:16:02.760 wait a second i mean there's here are the here are the positive things about that product right and 0.92

00:16:07.460 then you so so so what i hear you saying or at least this is what came out in the conversation we had a

00:16:11.980 long time ago it was not just empathy but also affirming someone's choice like making them feel

00:16:16.260 good here look i'll tell you an example of it and i've used this before the same example but i was a

00:16:24.060 hardcore pc guy for years like i looked at like mac people as like it was like a stereotype that i

00:16:33.560 didn't want to be a part of you know it was the like i say play business dude it was the dude at

00:16:37.600 starbucks this fucking computer open and his you know his picture outfit on you know and sitting 0.99

00:16:44.820 there pretending like he's doing work so i associated and you know macbook with like snobby 0.99

00:16:50.220 nose in the air aloof you know creative for school yeah right out there yeah well i had a pc and the 0.96

00:16:58.740 fucker kept shutting down on me like it would just shut off and i was working on a big project for the 0.97

00:17:03.960 company and the pc shut off in the middle of it i lost it and like i was like 80 pages into it was 0.98

00:17:10.620 for a business plan i was trying to get a loan which we didn't end up getting um but i mean i just went

00:17:18.560 over the edge like i fucking flipped out i think i threw it against the wall and like threw a temper 0.98

00:17:23.660 tantrum and shit anyway um i ended up yeah i went i went for zilla on it we anyway i went to the mac 0.99

00:17:32.620 store and uh you know i was like i look in the store and i see all these fucking dudes in blue shirts 0.98

00:17:39.880 you know that are look like fucking nerds in there okay no offense if you work in the mac store i love 0.97

00:17:45.940 you guys now it's true right right you're outside the glass looking in i mean it's there i'm like 0.99

00:17:49.880 they're aquariums i'm like i gotta enter the fucking nerd zone right to get to talk to work 0.99

00:17:54.240 and talk to maybe get a computer i don't know so i walk in you know and i get to be like halfway 0.96

00:17:59.780 through the store and by this time i'm starting to sweat because i'm like man this is really 0.90

00:18:03.600 uncomfortable because like i look nothing like any of these people and i know i don't fucking act like 0.95

00:18:08.380 them and you know i'm thinking like everybody in there works during the day and then plays dungeons 0.95

00:18:15.060 of dragons in their mouth basement at night you know like that's my fucking take on it and i know 0.98

00:18:19.860 that's bullshit right i'm just right i'm just saying what i felt like listen you're not the only person 0.99

00:18:24.140 that felt that way right you know so so i walk in there and like i'm standing there and i'm kind of 0.96

00:18:29.740 like oh i don't know like i was very unsure you know and fucking sure enough dude harry potter 0.92

00:18:37.100 comes out the back with his fucking on his broom dude and he flies out 0.99

00:18:40.640 right up to me he's like hey sir how can i help you and i'm like dude it's fucking harry potter 0.97

00:18:48.980 i swear to god this guy looked just like harry potter like probably was yeah i don't it did the 0.99

00:18:53.920 motherfucker came out on a broom okay so he's like and i'm like oh this is gonna be bad because he like 0.99

00:19:00.140 this like of all the max stereotype dudes this is like the fucking dude right right and 0.99

00:19:05.700 he he looks at me he's like how can i help you and he's like all excited and i'm like already like 0.99

00:19:11.980 sweating and uncomfortable and i'm just want to get the fuck out of there right so i just i fuck it i'm 0.99

00:19:17.240 just gonna tell him what's up hey bro look i don't know nothing about whatever it is you guys got going 0.98

00:19:22.540 on here but i use a pc and i'm interested in a mac because my pc just keeps crashing and i'm just tired

00:19:31.660 of it and i don't know anything about max i don't even know if i could fucking use a mac but that's 0.91

00:19:37.640 why i'm here and the dude looks at me and he goes hey you know what man i used to use a pc too

00:19:44.120 and you know what there's a lot of things about pc that are really good but let me show you what

00:19:49.140 what we have and what it could do for you and i'm like and like knowing a lot of you know at this

00:19:55.400 time i still i'm i'm a sales teacher at this time i step back i'm like oh dude well harry's got

00:20:01.140 some skills yeah you know so i got immediate respect for this dude because i'm like this 0.95

00:20:05.400 motherfucker harry enchanted you he got some skills he got some sales skills so i'm like all right 0.91

00:20:09.860 so i stopped sweating i'm like all right this guy this is all right he's got me so dude he's on your 0.99

00:20:14.220 team yeah right exactly exactly he's on my team he's here to fucking help so the dude goes over and 0.94

00:20:22.580 literally shows me how to use the mac in fucking 10 minutes like and i i was so hardcore pc 0.98

00:20:31.060 and anti-mac and this guy his one interaction made me feel so comfortable and so good about mac 0.87

00:20:40.280 because of the way that he handled it to solve my problem and he showed me why my computer wasn't 0.98

00:20:46.020 going to crash why i wasn't going to get viruses from all the porn i was looking at damn he stole 0.83

00:20:50.860 my thunder i was getting ready i already knew it so i called myself out literally literally what 0.87

00:20:54.980 really happened i think you're you're the look on your face you were really telegraphing that one

00:20:59.020 i was so excited to drop it i knew that was coming i already knew he's gonna say it so i had to call

00:21:02.340 myself on it so so dude so anyway he had him at no viruses from yeah he said no viruses i'm like

00:21:09.220 all right bought one for everybody in the company no no no so so dude so this is no bullshit so that day 0.98

00:21:14.560 i bought i bought a mac i went home i used it for like two days and i was like amazed at how fucking 0.92

00:21:21.920 awesome it was like i i became like a mac expert like it just made sense like if you've ever switched

00:21:28.220 your pc to mac you know what i mean it's just so much easier it was it's a fearful thing going into

00:21:32.860 as soon as you start playing around yeah it's like common sense operating right and anyway so i went on

00:21:39.920 facebook and i made like a confession post you probably remember the post yeah and i made a

00:21:44.040 confession post i'm like look i was this and now i'm this all right so automatically i told all the

00:21:50.320 people who follow me um which you know clearly wasn't like it is now but about this experience

00:21:56.320 okay then i went back i bought my girlfriend a mac then i went back and i bought the 12 managers i had

00:22:06.840 at the company at a time a mac then i went and bought my business partner a mac then i went and bought

00:22:13.620 macs for all my stores then i went and bought a pos system for mac now i'm here talking to a million

00:22:23.940 fucking people that download this podcast about how awesome mac is all because harry potter took a 0.97

00:22:31.760 fucking minute where he could have been like you know hey this is here's this dude and he doesn't 1.00

00:22:37.160 play dungeons and dragons with us so fuck that guy and been a smart ass and made me feel stupid 1.00

00:22:41.860 but all because little harry had some sales skills and knew what the fuck he was doing guess what 1.00

00:22:47.540 that we spent over two million dollars on macs and mac software since that time i keep track of it

00:22:53.420 because to use it just for this example how valuable that first interaction can be if you make somebody 0.57

00:23:01.680 feel stupid if he would have made me feel stupid you know what i would have done i would turn around 0.99

00:23:05.660 walked out the store and we'd all still be fucking blowing our computers up on porn that's the bottom line 0.99

00:23:11.160 god bless apple but but guys private viewing window okay so i mean we drug this out but don't 0.92

00:23:19.320 tell people they're wrong be on their team you didn't really drag it out though i mean that's the

00:23:22.760 story you got to understand you have to understand the importance of each interaction right because

00:23:26.680 you never know who that person is dude but you should do it from the heart anyhow so and not only

00:23:31.340 that you should assume that every single person is is going to be that person you should you know

00:23:38.200 what i'm saying yeah like so many sales people they look at people they they prejudge a customer 0.98

00:23:43.520 based on what they look like or what they act like i mean fuck dude if people didn't know who 0.99

00:23:47.400 i was and saw the way i dressed and didn't see what i drove up in they would think i was a fucking 1.00

00:23:51.620 shit bum because i dress like shit and free clothes that i get for free it happened to st 0.99

00:23:55.480 louis motorsports that day yeah no shit it did you know what i mean yeah we got big leagued at a 1.00

00:24:00.280 car dealership one time because we rolled up in andrew's truck and we were both in mess shorts and 0.98

00:24:04.280 hoodies yeah and i really when you look at it i asked the guy about ordering a fucking new 0.97

00:24:08.680 lamborghini and he fucking blew me off like i was like wow yeah so anyway long story short 0.98

00:24:14.420 i ended up making up with the owner of that company and we're friends now and i've i'm their 0.97

00:24:19.100 number one customer but over that story right yeah but here's no we made up because i went and told 0.78

00:24:23.900 him i said hey your fucking sales people did this i'm a legitimate customer and but ever since then 0.99

00:24:29.020 it's been great right and he used it to train his staff so i don't want to like go too hard on them 0.97

00:24:32.980 no no i mean they're all learning examples like you never know you never know who that person is

00:24:37.180 and for me that turning point was because i had a pretty my my sales career i started actually in

00:24:41.760 retail just like anderson it was in amer i sold clothes at american eagle yeah my first like quote

00:24:45.900 unquote job my first job was sweeping the warehouse from her dad like every fucking summer doing all 1.00

00:24:50.460 this shit work finding you know when guys would throw things in a dumpster they weren't supposed to 0.86

00:24:54.520 do i'd crawl in there and get it out yeah but my first like job job was american eagle you know and 0.99

00:24:59.120 then i went to selling copiers you ever want to like cut your teeth on selling something go sell 0.91

00:25:04.300 some copiers because i can tell you it's the hardest fucking thing you'll ever do but when i 0.98

00:25:08.700 learned the personal interaction and truly how important it was to really care about that person 0.95

00:25:14.140 on the other side was when i started selling i sold hernia mesh and breast reconstruction tissue and

00:25:18.760 things like that but you start thinking about this person's going to walk away with this product and

00:25:22.640 live their life with my product in them for the next however many years and you really if you if

00:25:28.560 you have a conscious that you can really wrap your head around it you really have to truly do what's

00:25:32.000 best for that person this person is i mean you're going to impact you're going to directly impact

00:25:35.620 their life on a daily basis how do you do it how do you help and how do you educate in the best way

00:25:41.140 possible to help that person really live a comfortable lifestyle i mean this isn't like hey i'm going to buy

00:25:45.760 the scratch off lottery ticket you know this is like hey this is a ten thousand dollar piece of

00:25:49.460 fucking mesh and hopefully it'll help me live a normal life and i was able to adapt that and have 0.96

00:25:53.080 those conversations with the doctors like hey listen i i really this is and we would be paid on 0.98

00:25:58.300 all these products you know i get paid on plugs and we get paid on flat mesh and these types of

00:26:01.740 things but i would give them my personal recommendation on what i would do and how i'd want to live my

00:26:05.400 life and it wasn't necessarily the most money i would make it was what i thought was best for that

00:26:09.820 patient you know and it's no different than going back to your microwave or going back to

00:26:14.320 mac harry potter it's like what is best well and you're thinking you learn to think

00:26:19.260 long term there and like what that is you know it's an ice cream cone today or an ice cream store

00:26:23.540 tomorrow yeah and you have to you have to you have to adopt the mindset of the big picture when

00:26:30.660 you're talking to somebody no matter who it is yeah and like for my and this is hard to explain over

00:26:34.560 the air but um you know we had plugs and we had flat mesh well we got paid more on the plugs versus

00:26:39.340 the flat mesh but i always thought man if it was me like if i was under the knife like this is what i

00:26:43.040 would want i would want flat mesh in me because i wouldn't want that plug like bound up in my hip 1.00

00:26:46.320 and so i would tell the doctors that i'd be like dude if it were me i wouldn't put that in

00:26:50.120 and they would look at me like well you're selling this and i'm using this as your product you're

00:26:53.480 making i just wouldn't use that for me and you look at him like yeah they give you like what yeah but

00:26:59.420 you make more money over here no i understand that but i just personally would not put that in myself 0.88

00:27:03.120 and i would gain instant credibility with him and i was just telling the fucking truth dude that's a 0.95

00:27:07.540 great that's a great point that i actually don't have on the list but i'm going to add

00:27:11.340 dude it's it's all about the trust factor and genuine trust and dude one of the best ways to

00:27:18.900 earn trust with somebody is by telling the truth about something they don't need that you sell

00:27:23.260 yeah and you know what's funny is i i literally did that like 15 or 20 times and here i am

00:27:28.220 i didn't even i mean i didn't understand the impact of it over time but what i was doing is is i was just

00:27:34.880 being honest and i was helping these guys out trying to help their patients out to do right by them

00:27:39.140 and then these doctors would never trust anybody else they would never trust other sales people 0.96

00:27:43.380 because fuck i wasn't gonna lie to them right one thing everybody knows me like i'm not gonna lie 0.97

00:27:47.500 like you might not like what i'm gonna say but i don't have that conscience to be able to look at 0.99

00:27:51.600 you in the face lie to you and move on so i'm gonna be honest with you and this is where i was at and

00:27:55.600 what what happened is those guys it was cultivating a trust factor with each one of those doctors that 0.90

00:28:00.540 no matter what i said after that point was fucking true right and what happens what happens when you trust 0.94

00:28:06.480 somebody and you you have trust one time then you go okay so you go to somebody they they tell you 0.96

00:28:12.900 some shit you go back and you find out that it's true right because you're gonna go verify it okay 0.76

00:28:17.320 now i i'll trust you a little bit now i go back to you a second time and you tell me something and i go 0.99

00:28:22.740 back and i find out a little bit more that what you said is true and then i go a third time and then

00:28:29.300 that happens three or four five six seven times what naturally occurs after that loyalty that's right

00:28:36.120 you automatically become loyal to that person because they educate you it's true you trust them 0.99

00:28:42.600 you go back enough it's loyal they're your fucking guy boom i mean think about it right even in the 0.98

00:28:48.240 50 50 coin flip who you're gonna trust at that point there is no 50 50 right you don't even flip the 0.98

00:28:53.280 coin because you say you learn you know what you'll buy you'll people will buy more expensive goods from

00:29:00.680 somebody they're loyal to because they love that person and they trust that person and that person

00:29:05.740 has brought so much value to them that they enjoy spending the extra money with that person

00:29:12.320 and that's the catch 22 right the catch 22 was is like i was by no means the smartest dude in that 0.50

00:29:18.380 fucking room i was very logical i'm still very logical like i like handy stuff so i would just 0.90

00:29:22.520 explain to him why i thought what i did and then over time i was the guy getting calls at two o'clock 0.98

00:29:27.440 in the morning like hey sad what would you do here and i'm thinking man you went to school for 16 0.91

00:29:30.700 fucking years you know i played fucking baseball and i took this job because man i thought it was 0.98

00:29:36.720 the right move you know but but just being honest and and you know i always educated myself on the 0.98

00:29:41.120 products because i i like to i don't want to see be be combative but i want to when i'm having that

00:29:46.060 deep conversation with somebody especially like a surgeon you know high level surgeon you know i'm

00:29:51.280 dude i'm in the mix like i want to i want to know what he's thinking i want to know you know i want

00:29:54.780 to know his game plan i don't know how how his what his next move is and you know uh i his name

00:29:59.800 is dr brent matthews he worked he's now he's the chief of operating or he's a chief uh surgeon over

00:30:05.300 at cmc and carolina medical center but he was like my biggest target and he was he's everybody on god's

00:30:11.220 green earth looked at brent matthews on what he did and at the time he didn't use any of our products

00:30:15.040 but at that point in time this is probably one of your your points is like man i don't know

00:30:20.940 shit about a tip of what this guy does i'm gonna go in and learn from him like i'm gonna go in and 0.84

00:30:26.520 teach myself and educate myself and and and andrew and i would talk about this all the time at worst 0.89

00:30:31.680 case scenario that guy was going to be my advocate so i learned i wanted to make him my friend dude

00:30:35.660 it's so i can learn i wanted him to teach me that is that's the third point i have on here and we

00:30:40.340 can kind of switch them around because it really doesn't matter so let's just jump right into that

00:30:43.560 point can i just be captain obvious real quick though because you started out i mean you guys

00:30:46.720 immediately here are talking about the context of of well for lack of a better way of putting it a

00:30:51.480 sales call but to to your point at the beginning andy this isn't obviously just applicable to

00:30:57.160 sales what you're saying what you just it's life and i was just thinking about it's being 0.72

00:31:02.080 sales is so morally right it's such a like people that's what's so that's the fucking paradox of what 0.98

00:31:10.620 most people think sales is and what it actually is um is that it's it's completely the opposite if 0.96

00:31:17.200 you want to be a fucking multi-million dollar earner and fucking sales you have to be morally 0.94

00:31:23.080 right you have to be somebody who tells the truth you know what i mean absolutely you can't be the 1.00

00:31:28.480 fucking snake the snake oil guy is always going to struggle no it's an oxymoron right right right 0.97

00:31:32.980 but i was thinking i was saying just in terms of just overall success just general life success i was 0.99

00:31:37.760 just thinking like all the people that you dealt with in your in your sales career both both were

00:31:42.580 it was johnson and johnson and now i mean suppose down the line not that this is why you do it because

00:31:46.740 it's not but suppose down the line you know 10 years from now you decide you're going to run for

00:31:50.720 public office how many of those people are going to say you know what he was such a stand-up guy

00:31:55.020 in the role in which i interacted with him that i have no doubt that he's gonna he has my vote

00:32:00.860 absolutely 100 and so these principles transcend in the immediate context i want to throw this in there too

00:32:06.740 this this is something gary v talks about all the time that i think a lot of people miss the point 0.92

00:32:11.000 on when he says it but it's about your legacy it's not about your fucking income okay and he has a 0.97

00:32:15.860 different way of saying it i forget what he says exactly but you know he's you know he always says 0.94

00:32:20.200 it's not about how much money you make it's about how many people show up at your funeral that's we're

00:32:23.720 fucking talking about yeah and i i think that's when he said that when i heard him say that for the 0.82

00:32:28.160 first time it like really struck home yeah but he but he's the way he says it i think people it goes 0.98

00:32:33.180 over their head yeah they miss it you know what i'm saying like he sometimes he says it's all about

00:32:37.000 long ball yeah but if you if you grasp this concept the way we're talking about it you'll have the money

00:32:43.940 too that's what people miss yeah yeah and well here's here's how here's how i took that approach

00:32:48.460 right to the friendship well here let me jump let me say what the next point is okay the next point

00:32:53.140 is make a friend you make a sale right okay and that's what we're getting into so i that's going to 0.69

00:33:00.400 be point number two so point number one was don't tell people they're fucking wrong okay point number 0.97

00:33:05.980 two is make a friend make a sale which is if you're doing it with like with a with a good conscious you

00:33:12.280 kind of do it subconsciously right so my approach here was all right this is this i'm fortunate

00:33:17.740 enough to have the the number one hitter in in hernia repair and really the guy's the top surgery

00:33:24.520 he's just he's an overall phenomenal guy at the time i was scared shitless of him everybody in our

00:33:30.180 in our little world was like dude are you going to go in surgery with dr brent matthews and i'm not 0.96

00:33:34.540 i'm not everybody knows me i'm also not afraid of anybody i'm like fuck yeah i'm gonna try to get in 0.94

00:33:38.500 there and so all i want to do is get in there and i figured in the worst case scenario he doesn't use

00:33:46.740 my product i don't make any money off him it's not a big deal i'm gonna learn something from the

00:33:50.040 guy you know what i mean i can constantly learn from him well i got in the case and you know you

00:33:54.980 sit over in the corner and you know live surgery people got it open on the table and when do you

00:33:58.940 ask a question when you not ask a question i just started asking questions started finding some

00:34:03.580 commonality with the guy you know he's a huge cardinal baseball fan he likes to run he's a family

00:34:08.880 man he likes craft beers you know he loves the grateful dead you know and so i just started talking

00:34:13.460 to him you sit in a case with somebody for eight hours and anybody's ever been in a car with me

00:34:16.680 like i'm not gonna sit in a corner i gotta talk right so i just started talking yeah and you know

00:34:21.920 what three years later i was in 90 of his cases he used a ton of my product we went this was a you

00:34:29.100 know we went to baseball games together he invited me to his christmas party like yeah

00:34:33.680 we genuinely became friends you know what i mean and if i if i saw the guy today i'd give him a big

00:34:40.140 hug and a love you know what i mean and right he taught me so much from a from an educational

00:34:45.080 standpoint on specifically hernia repair but in the in the byproduct of it or really the main

00:34:50.680 product of is i was i was building a friend you know what i mean and i didn't i didn't go into it

00:34:54.580 what can i get out of this guy i thought well shit i'm gonna go in there and worst case scenario when 0.83

00:34:59.840 i walk out he'll vote for me right like i'm just gonna show him hey man i'm a good dude worst case 0.98

00:35:04.720 scenario i'm a good dude you might not put any of my shit in let me give you a you guys a story on this 0.88

00:35:09.420 okay there's a story on this that that i want to share about somebody who works here in this office 0.95

00:35:16.220 okay um there's a guy that works here in the office who who his name is ryan wriggle all right 0.69

00:35:22.320 and he is basically he doesn't really have a title here he's like the fucking utility man he's jose 0.97

00:35:27.860 okendo yeah right he's like whatever the fuck needs to get done he does it and he does it right 0.96

00:35:32.300 and he and he dude he earns a great living here i mean a good good good great living like most people 0.97

00:35:38.300 if i told you what you make you would say this dude is wealthy okay um he was uh a sales radio

00:35:47.280 rep here in st louis for uh or no i'm sorry a cable tv rep and and you'll understand why i made that

00:35:54.920 mistake here in a second um he used to come in the store back in 2006 when i we had a little bit of

00:36:01.640 office in the back and he'd come in and he'd want to talk about us advertising on the tv 0.78

00:36:08.240 and how it could help uh the the stores out and i i don't like when people fucking call on me 0.95

00:36:16.200 okay because usually 99 of the time a their sales skills are terrible and i'm just critiquing them 0.99

00:36:24.440 like dude you're fucking horrible i'm not buying your shit okay so like if your skills are terrible 1.00

00:36:28.740 don't even fucking call on me because i will just slam you right in the face all right and 1.00

00:36:33.660 second of all i'm annoyed because i'm busy right like most people that you call on so he would come 0.99

00:36:40.520 in and at first it was cool uh i would see him hey ryan what's up blah blah blah we talk a little

00:36:47.440 bit i go in the back do my work he'd hang out with uh cody out in the front who still works here

00:36:53.580 and he'd be there for like two hours and i would like see him on the camera because we have a little 0.93

00:36:58.420 camera system i'm like man that motherfucker's still here and so it would i'd come out he'd leave 0.98

00:37:05.060 i'd be like dude what are you guys talking about and cody be like oh we're just bullshitting about 0.99

00:37:08.580 you know whatever you know it was nothing he wasn't talking about like trying to like me the way i think 0.98

00:37:13.700 i'm like he's trying to convince cody to tell me to fucking buy shit you know so i'm like what's he 0.95

00:37:18.820 trying to do fucking turn my own guys against me so like uh this went on you know for a while and then 0.99

00:37:25.240 i would pull up and i would just see him and he'd be in the fucking store and i would like drive away 0.99

00:37:30.360 because i'm like dude this motherfucker is always here like he's always here i can't get away from 0.99

00:37:35.140 him all right then it got to the point where like i just accepted that he was always this i'm talking 0.99

00:37:40.140 about this is over like two or three years not a month okay so this is over years then i would see

00:37:50.360 him and i just accept all right fucking i gotta do my work ryan's in there i'd walk right past him 0.99

00:37:55.220 be like ryan what's up walk right in the back do my shit so one day we start you know we start 0.99

00:38:01.040 talking about uh ryan played baseball we start talking about baseball and we start talking about 0.98

00:38:05.700 some other shit so talk about football games and then eventually dude we just became buddies 0.76

00:38:09.880 like i still wasn't buying anything from him and uh we got to the point where we were just friends 0.78

00:38:15.760 you know like i got over the fact that i'm just like this dude must be really bored and he just wants

00:38:20.400 to hang out here at the store and uh we can't we became buddies in the store and and um so

00:38:27.160 we i don't know like i started talking to him i don't remember how it came up and i asked him i'm 0.55

00:38:32.740 like so you really think this cable shit that you sell works and he's like well yeah man i wouldn't 0.70

00:38:38.220 sell if it didn't work and i'm like all right well you know and he's in so we had a conversation 0.98

00:38:44.360 about after like two and a half years um turns out that i i couldn't really afford to advertise

00:38:54.860 on it okay so he's like well look you got to give it like 12 weeks and i couldn't afford it because

00:39:00.660 it was like four grand a week and it was like to me back then like that was fucking that was like a 0.80

00:39:05.840 million dollars a week okay and i was like dude we can't fucking afford that and he's like look it's a 0.88

00:39:11.380 it's an investment it's it's not an expense and honestly now that i'm like talking about it he 0.88

00:39:17.460 really taught me a lot of shit about about how to how marketing works um and i owe a lot of like what

00:39:24.180 i know now to that foundation because we had tried things and it didn't work tried things didn't work 0.78

00:39:29.020 tried things didn't work because we weren't given enough time and so basically what he did was he

00:39:36.640 he he's like all right well just give me a commitment for 12 weeks and and i'm like dude

00:39:43.320 i don't know if we can do that he's like you know what if if it doesn't work i'll give you your money

00:39:46.960 back and i'm like you're gonna give me four grand a week back if it doesn't work and he's like yeah

00:39:52.960 and i'm like all right well we'll figure out how to make it work so like dude we had to run it on

00:39:58.440 credit cards you know some of it was cash you know it's like the dude that goes to the grocery store

00:40:02.360 and he's splitting it up on three different cards that's what we were doing with business

00:40:05.620 we got eight weeks in and sales had not gone up at all and i called him and i'm like bro 0.99

00:40:12.460 fucking and it wasn't like a nice conversation it was like dude you fucking you're not gonna 0.99

00:40:18.280 you know like i fucking blew up on him and he's like dude give four more weeks four more weeks 1.00

00:40:24.020 dude in four weeks we doubled sales in that next four weeks doubled sales wow okay like honestly 0.96

00:40:31.880 it it it kind of saved our company because it taught me something that i that i would have

00:40:38.420 never learned otherwise i would have continued to do you know the two week or four week thing 0.96

00:40:45.480 and quit and it would have never worked and i would have said you know what that doesn't fucking work 0.96

00:40:49.320 i mean the math makes sense right like i can't it's funny because i never thought i've heard this 0.93

00:40:53.020 story several times you think about 30 60 90 yeah right right right like you think 30 60 90 it takes

00:40:58.240 90 days for for habits to even start working right right the fact that it worked in 12 weeks is

00:41:02.920 amazing yeah yeah but but the point is is that and and and so we started being a customer of his

00:41:10.920 okay so now he's my friend and he's he's we're a customer all right so he's he's made you know the

00:41:19.320 company money he's got us rolling we're doing we're doing a lot better um so we decide we're

00:41:23.980 going to expand in a radio so ryan who works for the cable company is starts talking to me about

00:41:30.900 which radio stations and then he starts talking to me uh about which packages and i'm like how do you

00:41:36.580 know the package he's like oh i fucking called him i got a package here's the package here's what they 0.97

00:41:40.100 can do i think they could do less than this let's hit him on this so anyway basically he took the 0.93

00:41:47.260 initiative to take that responsibility from me knowing that he wasn't making any money on it at 0.98

00:41:53.520 all okay took over our whole radio advertising budget and fucking did it he didn't even work for 0.97

00:42:00.400 me all right this is what i'm talking about guys when i'm talking about taking initiative doing things 0.99

00:42:07.820 as an investment to your future because i know now what the fuck he was thinking all right and it was 0.95

00:42:13.880 very intelligent so especially knowing him now as a human dude he's got a super calculated brain 0.89

00:42:20.000 right and it's awesome to know him because i know like it's almost like you're playing chess with him 0.96

00:42:23.560 when you're talking so he long story short he believed in what the fuck we were doing from the 0.76

00:42:28.400 beginning and then we started first form this is before first form even existed then we started

00:42:33.800 first form then we started growing first form and you know who you know you know what happened

00:42:38.120 whenever we started growing first form i needed a guy internally that could do all these things 0.97

00:42:42.020 for both companies you know who i called ryan now he works here he's a fucking executive for the 0.97

00:42:48.880 company he handles a ton of our shit a ton of our sales training still actually does the advertising 0.95

00:42:55.020 stuff but in fact shooting tv commercials yesterday right but the point of it here guys is that we're 0.96

00:43:01.460 talking about making a friend you make a sale he didn't come in and try to fucking close me he didn't 0.96

00:43:06.480 come in and say hey buy my shit he came in and we became buddies and i i can honestly look back and 0.95

00:43:14.900 like think about how how patient he had to have been to do that because like for the middle time when i 0.99

00:43:21.960 was like dude i'm not fucking talking to this guy i mean like i was rude as fuck to him like i would 0.99

00:43:25.820 you know what i mean yeah like i would have personally i would have been like dude you know what fuck that 0.98

00:43:30.020 guy could i'd like to point out something too knowing ryan ryan a little bit and and maybe 0.96

00:43:35.300 dispel uh a possible assumption that people make and you guys know him better than i do but i think

00:43:40.780 there's a lot of people that assume that in order to be a good sales person you have to be this like

00:43:45.540 dynamic charismatic sanguine person right that's that's something that i think would might shock

00:43:52.560 everybody that that doesn't know him well you have to be able to socialize i mean you have to be able

00:43:56.400 to socialize you don't have to be yeah dude that's that cheesy salesman yeah stereotype you got to be

00:44:01.400 you know and like i'm going to use this example i like grant cardone okay but grant cardone has that

00:44:06.680 salesman charisma that you're talking about right you know what i mean right absolutely i love i love 0.99

00:44:11.160 you uncle grant if you listen to this shit you're my boy but he's got that fucking he'll be the first 0.99

00:44:16.340 one to tell you he's got that charisma that's salesman-ish right that's not bad either right you just 1.00

00:44:21.180 got to harness it no dude no point being is you don't have to have it he's one of the best 0.98

00:44:25.000 salesmen in the world yeah no question and the shit he teaches is gold but i'm going to tell you 0.97

00:44:29.320 you know he's got that and just because you don't have that doesn't mean that you're not gonna be 0.98

00:44:34.420 able to sell that's what i'm trying to say right the people who give sales people a bad name they

00:44:39.100 have they they try to have they fake that exactly exactly he's genuinely like that right and and it's 0.74

00:44:44.340 cool he's a cool cool motherfucking dude man i like him a lot but uh but anyhow um you know a lot 0.58

00:44:51.100 of people will say hey i i don't know how to talk to people i'm not comfortable i'm an 0.95

00:44:54.820 introvert i'm this or that okay if that's you because like that believe it or not that's me

00:44:58.600 all right i think you'll agree with this like sal sal's salesman ability is comes very natural to him

00:45:06.240 and and we're both great salespeople both of us and we have different styles and his ability is he's

00:45:14.340 always been charismatic and it's always come natural i'm the complete opposite i've had to cultivate it

00:45:19.080 i've had to learn it i have to like work at it because to be completely honest i don't like 0.91

00:45:24.880 fucking people that much yeah and i would say the flip side of that is i love people right and it's 0.95

00:45:29.200 it's funny i go back and it's it's weird how like i'm sitting here i didn't expect to be on a podcast 0.98

00:45:34.220 today but i'm recalling like funny when the rock cancels yeah you know the rock part two has to step

00:45:39.260 up that's right so the pebble i'm at least i'm at least in the rock family right yeah exactly

00:45:46.360 exactly no but i think about our sales relationship has still never changed because

00:45:51.300 andrew's actually a great it's not that he's a great salesman in the sense of like the door-to-door

00:45:55.440 he's a great sales strategist which is key to being a great salesman and i it's not that i lack in the

00:46:01.860 great sales strategy it's i'm a good executor on the sales front and the two of it works together

00:46:06.760 and it goes all the way back to us selling light bulbs yeah man we used to sell light bulbs 0.81

00:46:10.400 door-to-door this is no shit too simply i people people ask all the time did you really do that 0.96

00:46:14.400 did you really sell light bulbs well our dad fucking owned a lighting distributorship right 0.95

00:46:17.680 so we had we figured out this cost of goods sold thing really really really early on in life if we 0.95

00:46:22.460 stole the light bulbs from dad's work we could make a hundred percent profit 0.84

00:46:25.820 and we fucking put them in a cooler and we walked up and down eleanor drive and at the time i mean dude 0.98

00:46:32.700 i would buy fucking light bulbs from the kids up and down the street yeah you know what i'm saying 0.99

00:46:36.140 so andrew would carry the fucking thing and i would sell the light bulbs i'd knock on a door scared 1.00

00:46:40.960 we were like how old were we really oh 10 8 10 think about that yeah and our dad we'd fuck you 1.00

00:46:46.820 go sell the fucking things you know if you're gonna steal them you're gonna sell them and fucking 1.00

00:46:51.000 kick us out the door and we that's what we did you know that's awesome so so i think it's funny 1.00

00:46:56.060 that people think that's bullshit i know dude whatever remember our little blue metro electric 0.98

00:47:00.160 metro lighting jackets yeah man we had a fucking we had a gang nice you got your name on the front 0.88

00:47:04.900 dude we should make some first form jackets like that like a couple oh black sheen why dude edit 0.99

00:47:10.460 that shit out man every other fucking summer company be doing that shit next week i know 0.99

00:47:14.380 definitely who will be yeah so dude let's start setting traps hey let's get some fucking brown 0.99

00:47:21.180 carhartt jackets so dude so oh man that's some funny shit so anyway guys if you're not good at 0.91

00:47:30.220 socializing let me give you a couple tips that i use for me okay because i i i had to learn to be 0.94

00:47:37.380 good at socializing dude i was fat growing up i was fat in college and you know what i had to get laid 0.83

00:47:42.440 so i had to learn how to fucking talk to people it's the best way to sell that's right so and i'm 0.94

00:47:47.040 just keeping it real dude that's where i developed most of my good sales skills is trying to talk to 0.97

00:47:51.260 girls which is actually this is really true you know when you talk about you know good values and

00:47:57.520 morals and ethics it's where i learned what not to do because i would say the only people in my

00:48:02.420 sales career that don't like me are my ex-girlfriends dude look man it is the same so like you young you 0.99

00:48:08.680 young fellers out there listening right now you want to talk to the girls learn how to sell shit 1.00

00:48:12.520 because you'll be able to sell yourself too yeah well i i did the the backwards of the kevin plank i 0.99

00:48:16.640 over promised and under delivered right i should have over promised and delivered except i was trying 0.95

00:48:21.780 to deliver to like 10 girls at once and you just can't fucking do it so that's bad policy man 0.91

00:48:27.480 it was but i learned i learned what not to do you know so dude all right these are things that i 0.86

00:48:34.140 practice doing for real like it's really simple man when you're at the grocery store talk to the

00:48:40.840 checker when you're walking down the aisle of the grocery store say hello to the people walking the

00:48:45.480 other way when you're at the mall people walk the other way they make eye contact with you say hey

00:48:49.780 how you doing that simple that will break 98 of the social awkwardness that you feel from your body 1.00

00:48:58.300 if you could if you could just execute that shit on a normal everyday basis you know you go to chipotle 1.00

00:49:04.900 you know i went to chipotle or i went to fucking qdoba the other day we've got sal hates qdoba 1.00

00:49:10.020 yeah i do too long story long story different but we can talk about that in a customer service one 0.93

00:49:16.060 but uh but anyway i still go there and i went there and the the girl this is how good this skill is okay

00:49:24.720 there was a there was a girl behind the counter in a bad mood you know i could tell she was like not 1.00

00:49:30.740 wanting to be at work and um she's like what do you want i haven't been there in a while because i 0.82

00:49:36.380 usually send tyler to go get my shit so i forgot how to fucking order and also she like asked me 1.00

00:49:40.940 like what i wanted and i'm like i want one of those bowls the you know the bowl she's like yeah i know 0.98

00:49:46.240 and i'm like how are you doing today and she's like she didn't answer me she goes chicken or rice

00:49:51.520 or chicken or beef or whatever and i said how are you doing again and she's like you know what i'm doing

00:49:58.400 pretty good and like it took her you know what i'm saying it took her like twice for me to say i was 0.97

00:50:03.220 actually asking her and dude it totally changed her whole fucking personality her whole demeanor 1.00

00:50:08.980 everything changed but that's what you can do by just genuinely asking somebody how are you doing 0.90

00:50:14.940 or saying hello to them you break that that impersonal contact that most you know like when 0.94

00:50:21.300 you're walking on the sidewalk and everybody looks at the ground because they don't want to fucking have 0.99

00:50:23.780 to say hi right be the motherfucker that says hi right because dude that will develop a skill in you 0.99

00:50:28.660 that drops that fear of the social awkwardness i i conquered a lot of mine that way uh just being 0.98

00:50:35.580 just just talking to people i would see every day when you shared that example the first thing that

00:50:40.060 popped into my mind was that great scene in tommy boy you know you've seen tommy boy where they

00:50:44.920 where the waitress is like completely cold and he says hey what's your name yeah helen that's nice

00:50:50.340 you look like a helen yeah and then it's just complete you know yeah 180 yeah actually that's it's

00:50:55.820 kind of i didn't even think put the two together but that's a great example yeah but i mean dude

00:51:00.260 just why are you paying the big bucks just caring you know and guys let me say this it has to be

00:51:05.820 genuine okay this is not the guys who make a hundred grand a year are fake the guys who make 0.82

00:51:13.160 10 million a year selling shit they're genuine okay and it takes time can you squeeze out a hundred 0.99

00:51:19.820 grand a year faking fucking sales and shit absolutely no question it's actually pretty easy it's it's 0.99

00:51:25.100 easy i watch a lot of people do it but that's all you're gonna fucking get no stop right but i but 0.99

00:51:30.020 if you're genuine and you could sell because dude selling is such a dynamic useful uh utility skill 0.76

00:51:37.880 like dude if you're you could be a fucking ceo you could be a head of sales you could be a director of 0.99

00:51:42.740 sales nationally you could be a sales rep you could do so much shit if you know how to fucking sell 0.99

00:51:47.500 you know what i mean so but but but dude the great sales people and the average sales people 0.99

00:51:54.700 are separated by how genuine they are and how they do things 100 i don't i think that and i think

00:52:02.000 that's linear across all markets i mean if you're a great engineer dude it's it's about life you better

00:52:06.540 be a great salesperson right there's probably better engineers that never make it outside the box because

00:52:11.960 they can't get outside the box right right but i i and you know to piggyback on andrew's point you

00:52:16.860 know one thing that you know he talks about he had to he doesn't like people and i think it's like

00:52:20.960 the yin and the yang right when you're raised around people you know you acquire we have totally 0.83

00:52:25.040 different skill sets like natural and unnatural but i love people i like fucking talking to people i 0.93

00:52:31.820 think saying i don't like people is is not no no no but it's unfair but i'm using your example i have 0.86

00:52:36.720 less of a tolerance for people than you do so i would say you're probably energized by talking to

00:52:42.900 people you're probably drained dude i will wear the stewardess out on the flight yeah hey where are

00:52:46.720 you from what do you do how many kids you have what's going on where are you flying to yeah and

00:52:49.840 i don't know why i'm like that it's just i've always been that way well it's probably just like

00:52:52.900 everything else like i we just we have some polarizing because i do like your personality is

00:52:57.560 what your personality is i mean that's the way some personalities just are energized by social

00:53:01.860 interaction i like people when you're having a meaningful genuine conversation i don't like 0.66

00:53:07.200 fucking small talk right you know i'm saying that's a way to put it like if you're in a small 0.98

00:53:11.040 talk with me get the fuck out of my face yeah which is funny because i would put dad right in between 0.99

00:53:14.560 us he's you know what i'm saying yeah you know what i mean like if you really think about it which 0.99

00:53:18.780 is interesting why he's a mesovert he's not an introvert or an extrovert he's a mesovert he's 1.00

00:53:22.880 you know he's got his moments you know basically what you're saying is you're the most full of shit 1.00

00:53:26.980 he's a little bit of full of shit and i don't have i'm not full of shit that's the best way to 1.00

00:53:32.000 describe it though i'm exactly like you like i don't i don't i hate fucking that little yeah 1.00

00:53:36.120 bullshit small talk yeah but but for both you guys once you get it warmed up it's going you know 0.99

00:53:40.280 what it is dude people always say the same fucking thing to me they only they only want to talk about 1.00

00:53:44.200 business right how's fucking business going how's this going how's that look motherfucker 1.00

00:53:48.160 i talk about this all day you know what i mean yeah like if you want to talk about how business is 1.00

00:53:53.420 going go listen to my fucking podcast it's all about it yeah you know what i mean 0.94

00:53:56.960 but you know to your point about not liking small talk and wanting to go right right into 0.98

00:54:01.120 heavier things i mean people always say don't get on you know well you're supposed to avoid

00:54:05.640 politics religion or whatever but the reality is my experience in in is that people open up when

00:54:10.920 you ask them a really deep question i don't avoid that shit i've never avoided yeah and people people 0.89

00:54:14.780 like people like all the race stuff that's going on right now i'm the first guy to dive in because 0.95

00:54:18.760 like like listen this is who i am right because our culture around us is pretty shallow so when you

00:54:23.980 do have somebody who says hey what do you think about this dude we had some guy was popping off

00:54:27.400 on andrew's page a couple weeks ago like i'm like and i'm not a keyboard warrior or any of that stuff

00:54:30.780 but i think learning people you know being able to get into those sticky situations it's a very it's a

00:54:38.240 reward it's very rewarding on both ends because most people avoid it right it's no different than

00:54:42.140 anything else in life like well dude look the fruits of labor you could tell you could i could tell 0.99

00:54:47.420 how much money someone makes by the shit they write on facebook because of what you're saying 0.95

00:54:53.760 no 100 because yeah the way that they like people that go all in and are polarizing in terms of like 0.99

00:55:00.000 their opinions and try to like stir the shit and all this shit like dude i already know you can't make 0.99

00:55:05.640 any fucking money because you you're not intelligent enough to have a real conversation right yeah no no 0.99

00:55:10.200 exactly for the record though one of the best things that i love asking any stranger is what's the 0.99

00:55:15.820 best thing that's happened to you this year because that'll that'll tell you what they value

00:55:19.940 that'll tell you the things that they really find important but we're kind of getting off the topic

00:55:23.960 a little bit but so let's go to third point let's just jump right back in my son the third point yes 0.68

00:55:29.460 good answer yeah that dude's cool andzo yes he looks like me though he it's fucking weird does he 0.71

00:55:36.560 he does he looks like me he's got andrews like right here in between his eyes and he looked dude if

00:55:40.300 you look at a baby picture of me and him he looks a lot like me i think and raquel and i were in a fight 0.70

00:55:45.380 about that time you know no man i don't know yeah my shit's just that good i probably spilled a little 0.98

00:55:51.420 on the floor it went airborne i've actually i've actually it's like fuck it what's that movie 0.98

00:55:57.620 outbreak i gotta be careful where it goes dude no what's the one with uh no will smith but yeah 0.99

00:56:03.140 fuck's that movie keep going i am legend yeah i've actually been praying for my younger uh daughter 0.97

00:56:08.360 veronica she looks a lot like me so at least i know she's not going to be she's going to be my 0.99

00:56:13.700 convent baby she's gonna be a nun she's gonna be a nun not out of choice out of because she looks

00:56:18.540 yeah because she looks like me so look dude point number three when you're talking about your product

00:56:25.140 don't talk about the features talk about how the benefits of the product are going to solve the

00:56:32.740 problem basic sales shit right features versus benefits but it's amazing to me how many people 0.96

00:56:37.800 can spout off features versus benefits but then when they fucking talk to you talking about the 0.99

00:56:43.300 motherfucking features like dude an inexperienced sales guy you can always tell like how good 0.99

00:56:48.040 people are with sales because they're going like this and i'm going to use cars as an example okay 0.99

00:56:51.980 because and i'm going to keep this point short because we've gone long on some other points

00:56:55.660 this is really fucking simple guys get to the bottom line of what the problem is that you're trying 0.88

00:57:02.520 to solve if you're selling cool clothes they make people feel cool if you're selling a harley 0.98

00:57:07.380 guess what it ain't about the fucking 1300 cc's and the fucking vanson high exhaust it's about 1.00

00:57:13.840 looking like a bad motherfucker on sundays at the group ride all right selling a fucking ferrari 1.00

00:57:18.900 it isn't because it has triple gloss red paint and uh 576 horsepower and no it's because you're going 1.00

00:57:27.700 to be the badass at the club on saturday night dude get to the fucking benefits put tell the story 0.97

00:57:33.640 and tell the product present the product in a way that solves the problem and dude people are like 0.92

00:57:39.400 well my product doesn't solve a problem yes it does you just don't get it yet okay not feeling cool

00:57:44.640 is a problem right like people are like oh well i sell t-shirts what solves that problem is the problem 0.99

00:57:50.520 that they need clothes no motherfucker the problem is is that you're selling a fucking you're selling 0.99

00:57:56.660 something that they want to identify with so that they feel a certain way how is the way that you're 0.99

00:58:01.460 trying to make them feel that's the problem that you're trying to solve okay so quit worrying about 0.99

00:58:06.340 you know the the uh fucking number of horsepowers in your fucking vespa and start worrying about how 0.99

00:58:15.840 how fucking hipster you're gonna look riding around your fucking best stuff but okay so think about this 1.00

00:58:21.540 right i mean dude your your fucking hipster beard grows seven more inches by even owning a vespa 1.00

00:58:25.920 well right that would be a real benefit that would be a great benefit you're gonna get free craft 1.00

00:58:30.540 beer at the fucking at the fucking you're gonna get micro brew you're gonna get laid by the hipster 0.99

00:58:35.020 chick i was gonna say girls that don't wear deodorant you're gonna find five more chicks that 1.00

00:58:38.820 don't shave their armpits just from riding a vespa okay so there's there's kind of this guy pointed

00:58:43.980 this out to me one time and he's 50 percent of tangible retail items or couldn't be can be sold

00:58:50.160 excuse me can be factored back to or can directly correlate with people getting laid

00:58:55.240 think about that 50 50 percent i would say more than that okay but think about think about your

00:59:00.600 vespa why do you drive a vespa because you're trying to get laid by a certain kind of chick 1.00

00:59:03.540 yeah right why do you drive a harley because i'm a surgeon during the day look there i know there's 0.99

00:59:07.920 motherfucking hipsters listening to this shit right now saying this no i drive a vespa because i really 1.00

00:59:12.780 care about the environment all right motherfucker let me talk let me break it down for you why do you 1.00

00:59:17.660 care about the environment you don't fucking care about the environment because you can't measure 1.00

00:59:21.960 the environmental impact on you so you can't possibly care about it that much what you really 1.00

00:59:28.720 care about is how that fucking chick with the long armpit hair at the bar fucking cares about the 1.00

00:59:35.480 environment so you care about the environment and it all ends up with something on your dick i listen 1.00

00:59:40.680 i i agree as as fucking far-fetched as a story it's fucking true it is true why about it why do people 0.99

00:59:47.220 work out to get laid they want to look better percent listen they'll tell you i want to feel 0.97

00:59:51.760 better no no no no you want to look better naked when you get out so you got a chance to get laid 0.93

00:59:55.620 so why do you want to feel better so i look better but why i'm sorry i was answering the question why

01:00:01.740 do you want to work out why do i i mean i know exactly why well yeah i know that's what i'm saying 1.00

01:00:05.900 if you break if you ask enough whys eventually it comes down to i want to stick my dick in a hole 0.99

01:00:10.400 somewhere right so dude we have derailed no we haven't this is perfectly on track that's the 0.99

01:00:17.520 beauty is like you see it as derailed but the truth is like you have to understand he what he's

01:00:21.860 what he's the whole point of the story is the why right now that person is seeking an answer

01:00:26.600 to something right you got to figure out what the why is basic human needs what he was teaching me at

01:00:30.700 that time when he was talking about think about that person getting laid is get into their mind and 0.99

01:00:34.840 think all right why is this person buying this exactly otherwise we'd all wear the same shit we 0.99

01:00:39.940 we'd wear a potato sack all of us because it's comfortable game of thrones it worked those guys 0.99

01:00:45.040 i'm just saying no but i i agree but that's it's it's mentally walked walk down the mall in your

01:00:49.760 imagination right now why do you why do you wear certain sunglasses why do you wear certain shoes

01:00:54.640 why do you wear certain jeans why do you wear certain clothes why do you why do you use a mac over 0.97

01:00:59.700 a fucking pc why do you uh you know do anything you want to fit in you want to be accepted those 0.96

01:01:06.960 things all that might my point being so those back into that right no what it funnels into is 1.00

01:01:11.280 is those are legitimate fucking problems and people say oh those aren't problems world peace is a 0.99

01:01:16.180 problem well look we're talking about making fucking money here identify the problem solve the fucking 0.99

01:01:22.020 problem world peace probably a whole lot less if everybody's getting laid you know what i'm saying 0.99

01:01:27.240 so if people would solve that problem faster we get rid of you here yeah i would pay i would pay a lot

01:01:33.700 of money to to to have you guys hired as sales people at the local christian bookstore selling 0.97

01:01:37.980 bibles i fucking guarantee i would sell the most bibles in history yeah i would beat them actually 0.95

01:01:43.320 you you everything you're saying could definitely be applied to selling a bible for sure it could yeah 0.99

01:01:48.520 all right so i said it was all about getting in the hole you're saying it's holy well so it goes

01:01:54.160 that's pretty good yeah that's pretty good a von's twist yeah that that's a von joke that's a that's a

01:02:00.380 that's a pro hand twist yeah it is i think you mean von kong that's a von kong joke yes so dude 0.96

01:02:06.300 all right present the fucking problem solve the problem present the problem solve the problem 0.98

01:02:13.040 present the problem solve the problem next point next point that i have on my list and like i said 0.99

01:02:20.780 this is a long list and i know there's quote unquote sales people out there that think they're

01:02:26.600 fucking boss hog of the sales world but i'm gonna tell you right now i'm going over my quick little 0.96

01:02:33.600 guide to like you know nothing about sales to becoming right a good salesman all right go the 1.00

01:02:40.060 extra mile this is a core value of my company um you know one of the best ways that you can

01:02:47.240 gain the loyalty of uh we talked about loyalty a little bit a bit ago but the loyalty of a potential

01:02:53.880 customer besides making them a friend is also by showing that you're willing to go the extra mile

01:03:00.360 in everything that you do um going the extra mile isn't just like a technique either it's a way of

01:03:05.200 life you know when you give people uh you're all all the time and they know that you're going to go

01:03:10.820 above and beyond and helping your friends your family your customers and it just becomes who you are

01:03:16.640 dude there's tremendous value in that that i think is highly underrated um most people guys

01:03:23.700 will do the bare minimum you know i did a snap yesterday about talking about the two different 0.94

01:03:28.800 groups there's the group who is not afraid to do the work and says bring the fucking work to me and 0.97

01:03:35.000 i'll get it done and then there's the person who hides in the corner and waits till fucking 4 15 so 0.98

01:03:41.140 they can go home and does the least amount that they can do without getting fired you're in one of

01:03:45.980 those two groups you listening right now are in one of those two groups which one are you in 0.90

01:03:50.280 go the extra mile is a great way to get in the group that makes the fucking money okay people love 0.99

01:03:57.500 extra shit and i don't mean extra material goods i mean extra time extra effort uh because it shows 0.99

01:04:04.360 that you care it shows that you value that person genuinely okay if you work in retail this could be as 0.99

01:04:11.320 simple as carrying somebody's shit to their car you know it could be as simple as uh calling them to 0.81

01:04:18.340 check up and see how they're doing with the sale post sale you know there's a million ways to go the 0.98

01:04:24.780 extra mile dude i have people in my company who have changed car batteries who have helped people move

01:04:32.500 who have cleaned people's businesses when they had like i've had a guy who opened people's business 0.99

01:04:38.440 a person's business for them because they had a death in the family couldn't open their fucking 0.99

01:04:42.940 store so they're going to miss the sales he went open their fucking business for him for a customer 0.99

01:04:47.360 okay there's a million ways you can go the extra mile but the point of of this point the point of this 0.97

01:04:55.360 point must be extra pointy um it's that you have to make this a way of life you know i can't

01:05:04.580 tell you anything that will make you more valuable than making this a habit all right if somebody gives

01:05:13.580 you a task to do you do the task plus the extra loose ends that you know need to be done post task 0.96

01:05:19.500 don't be a fucking robot look ahead you know what i mean there's nothing more valuable to a ceo 0.98

01:05:25.100 than somebody who you give something to and they come back and say dude i did this and then i knew 0.99

01:05:29.800 you're going to need this and this and i did that right you know what i mean and this goes for like

01:05:33.300 like i said just it goes for you know the it goes for the people above you in your business it goes for

01:05:39.800 your customers it goes for your family it's just a way to be to make value make yourself valuable in

01:05:45.640 any way yeah i like what you say in the s2 uh core value statement where you say the that going the

01:05:50.600 extra mile is really what produces the wow factor and it's the wow factor that makes the difference

01:05:56.000 between customer satisfaction and customer loyalty it you know what i'm saying like 100 i'll take that

01:06:01.620 one step further because this is where like you see it from the outside and you you listen to this

01:06:05.640 podcast and some of it's funny but it's all true in the sense when you talk about tying these things

01:06:10.020 together okay how do you create the opportunity to go the extra mile you think people think about

01:06:14.980 that like how do i well i mean what do i do you do that by going back a couple steps and when you get

01:06:19.420 to the friendship level what happens when you create that friendship and you're talking to this 0.75

01:06:23.340 customers walking to retail that's what you learn shit you yeah you learn about their life

01:06:26.760 you learn about you see opportunities that's right good bad or indifferent right like you hear all the 0.97

01:06:31.320 things and sometimes everything's good and you know and hunky dory and opportunity presents itself 0.84

01:06:35.720 hey man maybe that guy's having a shit day and that guy's been really good to me you're just doing the 0.52

01:06:39.500 right thing you know what i mean you're but by making that friend and just honestly being a good 0.97

01:06:45.040 person you're opening up the opportunities to go the extra mile and it's not like hey how can i find

01:06:49.560 these opportunities to go because that's where people get lost they're like well i'm gonna go the extra mile

01:06:53.320 and they're gonna try to like manufacture an opportunity you're doing you're venturing into

01:06:56.900 manipulation then correct versus if you're a friend you know and he's like man i gotta move

01:07:01.660 this weekend and my buddy's wife you know is my buddy's you know dog died and he's going out of 0.99

01:07:06.920 town and he was gonna help me move and you think man dude i love this guy this guy's a great fucking 0.96

01:07:10.280 customer we've become really good friends dude i can help you move on saturday yeah you know what 0.98

01:07:14.500 i mean it's not like i'm i'm making this up it's like dude i'm just fuck you've been good to me 0.87

01:07:18.360 i'm gonna be good to you it's amazing how humanity can't figure that out dude it's doing the right 0.91

01:07:23.580 thing you know it's you know i always say this you guys you guys if you follow me you know i've said

01:07:29.320 this a million times it isn't even it isn't even selling it's helping it's not sell it's help

01:07:35.880 cross the in your mental vocabulary draw a line through the word sell and replace it with the word

01:07:42.820 help and help and if you could if you could grasp that concept and live that concept you you can

01:07:51.040 make literally millions and millions and millions of dollars you'll definitely have financial freedom

01:07:56.200 no question you're not gonna be struggling no right um so learn how to go the extra mile learn

01:08:03.060 how to make it a core value of yourself and your heart um and we're gonna move on to the last point 0.85

01:08:08.420 and this is really basic shit but i feel like because everybody now is selling things and there's 0.96

01:08:15.800 all kinds of you know i'm gonna sell this shit like scam products out there you know people selling 0.99

01:08:21.780 bullshit flashlights on the fucking internet you know and you know what i'm saying like just crazy 1.00

01:08:26.620 shit all over the place dude have a great product or service and know it well know everything about it 1.00

01:08:36.140 you know this this is so basic but if i feel like i need to point it out because most people will 0.98

01:08:44.460 try to sell anything they'll try to sell something they think they can make money on versus something

01:08:49.180 they think is a helpful product or solves a problem or is something that you know is a genuine

01:08:56.880 uh product you know in life you are in control of of how people perceive you and what they think of

01:09:08.000 you and this and that and that your reputation is attached to the products you sell so if you choose

01:09:12.460 to represent a shitty product or try to sell a shitty product not only are you going to be not 0.99

01:09:16.600 successful because the product's shit people aren't going to trust you it's going to ruin your 0.99

01:09:21.220 integrity it's it's going to it's going to do damage to your reputation you know you're going 0.99

01:09:26.620 to become that guy nobody answers the fucking phone when they call you know having a great 0.92

01:09:30.560 product and service is is a huge huge huge deal you have to believe in it um knowing it well dude if 0.99

01:09:37.660 you don't know your fucking product how you can sell it you know those are the same people that you 0.91

01:09:41.500 see online they bounce from job to job or they bounce from company because it's going to be a month 1.00

01:09:45.960 yeah and it's funny so this is it's weird how these conversations always end up like full circle

01:09:50.840 okay so full circle and i don't even there's a lot of the motivational everybody's a motivational

01:09:54.780 fucking speaker online right now i mean that's i just changed my phone number partially because i 0.98

01:09:58.460 started getting like motivational text from people i'm thinking motherfucker i should be sending you 0.99

01:10:01.840 motivational text you know but so i'm getting them in a roundabout way we we bring this thing 0.99

01:10:06.360 full circles and it's one of those stupid a lot less motivational people out there if people 0.90

01:10:10.860 actually examine if these people were actually successful or not yeah yeah no for sure but 0.98

01:10:15.820 when you go full circle and you bring this and this is one of the the few memes that i i don't

01:10:19.880 even say i believe in but it does it makes sense you know if you find something you love to do you'll

01:10:23.560 never work another day in your life okay well all right that's the fairy method of it when you talk

01:10:28.340 about finding something you enjoy to do and you sell that product you naturally know that product

01:10:34.840 you're educated on that product you love that passion part comes in so you know and maybe you don't

01:10:39.500 make as much money right out of the gate but the one thing you can't fake is that passion and that

01:10:43.960 enjoyment of doing so you know what i mean absolutely and so when you start talking about

01:10:48.300 like then here's a question do you love selling supplements no i'm not passionate about selling

01:10:53.740 supplements in the sense of when you look at it that way but if you help somebody lose a hundred 0.99

01:10:57.780 fucking pounds and you change your life and it's exciting shit fuck yeah yeah those are the best 0.98

01:11:01.580 emails i'm talking about when you have a shitty day we have a folder those things come into we're 1.00

01:11:05.340 fortunate we are very fortunate to be in a business where we could see that kind of result produced

01:11:12.300 you know a lot of guys are like well i sell tires how do i how do i find that pride in that in

01:11:18.200 producing that result well guys you have to think a little bit bigger picture than what you're probably 0.99

01:11:24.060 thinking you're thinking you're selling tires really what you're selling is you're selling fucking 0.97

01:11:28.140 maybe you're selling the safety of a family you know what i mean there's all kinds of ways that you 0.98

01:11:32.900 could figure out the the the product that you're selling in a meaningful way i'll i mean you want to

01:11:40.100 talk about this is this is probably i don't want to say the most powerful piece of of this conversation

01:11:45.540 in the sense but okay andrew alluded to it earlier we were both fat kids growing up all right 0.82

01:11:50.260 you want to everybody's this is the question i get and i hate it it's like man you guys are killing 0.56

01:11:54.380 it you guys are so successful and it's not really that we're successful most people get in the 0.96

01:11:58.820 supplement business are like big steroid jerk you know they like lifting weights and i'm a i'm a 0.92

01:12:04.400 meathead right they don't they do it because they like like lifting weights and then and then 0.97

01:12:08.340 they try to fake that they care about people right right and you can't fake that right so you walk in

01:12:12.180 those stores and they sell them pro hormones and they sell them illegal drugs and i mean there's 0.99

01:12:15.340 people in our industry who've made millions of dollars basically fucking fucking people up 0.99

01:12:18.660 and you look at us right we're really fat people that's the fucking truth speak for yourself bro i'm 0.99

01:12:25.200 down fucking 60 pounds well that's fine we're still fat people and i'm less fat that's fine you still 0.98

01:12:30.820 like pizza and beer and french fries i do me too so when you talk about like genuinely wanting to help 0.99

01:12:37.980 that person because i know how impactful it's been to me right like i'm down 30 40 pounds myself

01:12:42.080 i've been in really good shape in my life i've been fat the majority of it even when i was in even when

01:12:46.500 i played baseball like i was still like the fat guy in the locker room right i understand the mental

01:12:51.180 struggle that somebody who is overweight goes through i understand that at the core so when you

01:12:56.800 talk about trying to help somebody change their life there's true empathy there yeah i don't look at 0.99

01:13:01.260 the fucking dollar signs like i give two shits like hey listen you don't even need supplements to do 0.99

01:13:05.520 that they will help you greatly and immensely along your journey but you know i want to help you 1.00

01:13:09.780 because i know it goes back to this trust factor i know i can help you you know why because i fucking 0.97

01:13:15.240 have been there i've been there majority of my life i know the right moves and the wrong moves and i know

01:13:20.620 the struggles you're going to face it goes back to your conversation to a t let me go from across the

01:13:25.960 counter selling you something to right fucking next to you to hold your hand i can walk you through 0.99

01:13:29.780 this journey i know at six weeks you're going to fucking motherfuck me i know at two weeks you're 1.00

01:13:33.860 going to fucking say why am i doing this i haven't lost any weight yet and i know at 12 weeks you're 0.99

01:13:37.600 going to think you know what this is awesome that's right yeah i'm moving in the right direction 0.99

01:13:40.540 and it ain't gonna happen in fucking 12 weeks motherfucker that's you didn't get fat in 12 1.00

01:13:45.460 weeks no you ain't gonna get skinny you know what i'm i'm gonna i'm about to have a fucking meltdown 0.99

01:13:52.060 on the fitness industry right now because the fitness industry is like the the epitome of 0.99

01:13:57.700 fucking jack-offs and when it comes to like selling people shit they don't fucking need and 0.99

01:14:04.720 the point the bottom line here is that you can't fake empathy it's it shows it shows so clearly to 1.00

01:14:13.120 everybody and so when you pretend to care you're better off pretending or just being like i don't

01:14:18.260 really care because when you pretend to care and and you don't everybody could see it you know um

01:14:25.660 sal what is your uh social media contacts i'm uh well sal for sella on facebook on the facebook

01:14:32.600 okay and i'm at mr for sella on instagram and snapchat so it's just at m-r-f-r-i-s-e-l-l-a

01:14:39.900 okay and andy's obviously at andy for sella instead of sharing my contacts i uh i'm going to take a just

01:14:46.320 a quick second to say to everybody's in light of making sales pitches and doing the right thing and

01:14:51.260 and what we get excited about i just want to let people know hopefully i didn't i didn't ask

01:14:55.280 permission for this but i am trying to use my my writing to help a young woman who is battling

01:15:01.100 against cancer so if you guys want to check out what i'm trying to do go to vonkohler.com

01:15:06.740 forward slash k-r-y-s-t-a-l i'm not going to go into it just go there and uh help us out

01:15:14.700 what would you like them to do just read well there's always gotta have it yeah so so there is an

01:15:20.720 ask i i actually created a product it's actually a short story how are you going to sell the product

01:15:26.320 von if you can't educate people on the product well because i don't want to take the time

01:15:29.540 we're talking about so we're talking about the process so yes so the reality is is most of our

01:15:34.900 most of our listeners are our dudes that's okay so this product is probably not for you guys but

01:15:40.140 you could probably get it for your girlfriend because it's it might help you get laid yeah it

01:15:44.380 might bottom line that's what i'm saying but uh but uh yeah just check it out v-a-u-g-h-n-k-o-h-l-e-r 0.98

01:15:50.700 dot com forward slash crystal mean a lot to me guys it's uh i love using my writing to help people

01:15:56.160 what is the product oh the product is you're not a good salesperson sorry sorry the product is a

01:16:00.180 short story that i wrote seven years ago okay and it has a really cool story but it's essentially

01:16:05.260 seven years ago uh i was at a coffee shop and a woman walked through the front door and i was just

01:16:11.240 like captivated by her and it wasn't my wife right but i later on became captivated by my wife

01:16:17.020 but anyway uh i actually was in the creative writing program at the time and i wrote a story

01:16:21.420 about that whole experience and the people that read it thought it was awesome but i never did

01:16:27.560 anything with it well that young woman and i i say young woman she's at least eight years younger than 0.99

01:16:32.240 me she ended up becoming a wife and a mother and we were friends on facebook and about a year a month

01:16:36.380 and a half ago i saw that she's uh basically battling a very serious form of cancer and they're

01:16:41.000 they're getting hit by a lot of medical bills so i came up with this crazy idea i'd never talked to

01:16:46.840 her in my life before even though we're facebook friends and so i emailed her i said i'd like to

01:16:50.840 sell my short story and give the entire 100 proceeds to your to your uh to your medical bills and she was 0.96

01:16:57.820 pretty overwhelmed by it and she said sure so that's what i'm trying to do it's basically the cost of a

01:17:03.740 cup of coffee so the cost of a cup of coffee will teach you a story about a young woman who walked in 0.85

01:17:08.080 a door and changed your life no no i'm serious yeah yeah yeah no so the story is the benefit of

01:17:13.020 reading so the benefit of reading is is it's just enjoyment it's a i think it's a pretty darn good

01:17:17.380 short story okay but uh the benefit of reading is enjoyment and uh i think women will like it it's

01:17:22.840 kind of emotionally kelsey's friend read it said she loved it um and uh it will also there is a moral

01:17:28.800 to the story it's essentially that most of us you know walk around you got to buy the book to find

01:17:34.060 out the more yeah okay okay yeah good good call good call so not only that reading helps stimulate

01:17:39.040 your mind it it helps stimulate your imagination it helps you become creative it also creates the

01:17:44.420 habit of reading that we talk about is so important here yeah so there's a lot of benefits doing this so 0.93

01:17:49.200 go buy the fucking book yeah thank you all right i'm serious we don't ask for you guys to buy much 0.98

01:17:54.760 shit okay so this is a good cause we're not making money here you know support vaughn support his 0.99

01:17:59.820 mission and you know let's see if we can help this this girl out um thank you yeah you're welcome 0.99

01:18:06.020 i i think it's a good thing man thank you you know i it's it's the right thing to do like we talk about

01:18:12.040 like we're talking about yeah yeah so guys we have some exciting stuff coming up uh for the mfceo um

01:18:19.640 i i can't really say what it is yet but i can guarantee you when you find out you're gonna say holy

01:18:26.020 shit jaws will drop yeah it's gonna be awesome um i'm also and i haven't told vaughn this but i'm

01:18:32.320 also considering doing like a mastermind group or a mentorship like for like 12 12 people 10 12 people 0.92

01:18:39.640 you know for like 12 weeks once a week you know what i mean um just through skype uh i don't i can

01:18:46.600 tell you right now guys if i do that and it's gonna be cheap it's not gonna be something that i'm gonna

01:18:50.400 i'm not gonna give away it's not gonna be 99 bucks it's gonna be fucking expensive but i could 0.96

01:18:55.860 promise you if i do decide to do that it's gonna be something that will change your life um

01:19:02.520 other than that uh guys i just want to say thank you so much for the support well you got something

01:19:09.780 to say yeah i want to i was just sitting here i'm kind of like gazing off through the window and you

01:19:13.160 think you made a comment earlier this is how my mind works but you made a comment earlier this is your

01:19:18.440 little clip clip to go-to guide for the new salespeople i would say you're wrong i would say

01:19:25.740 that most salespeople don't understand these concepts dude look i look i thought about that

01:19:32.180 after i said that and you're 100 right because i what i was speaking though these are basic to me

01:19:38.220 right right you know what i'm saying and i sometimes i get caught up and i i say things like 0.90

01:19:42.100 that where i'm like oh this is basic shit and i discounted as basic because i've been doing it for 0.95

01:19:46.720 20 fucking years you know what i mean but this is really basic shit this whole podcast and if you 0.96

01:19:51.700 haven't if you're not implementing these these techniques that we talked about these five easy 0.99

01:19:56.840 techniques uh you know don't tell people they're wrong uh make a friend make a sale you know show how 0.97

01:20:04.060 your problem solves a solution uh not the features go the extra mile and know your fucking product and 0.98

01:20:11.440 have a great product to sell if you don't do those those those are basic to me if you're not doing 0.90

01:20:16.700 that effectively the way that we talked about it here you haven't even begun down your journey of

01:20:21.980 becoming successful in sales okay so while you're right i agree with you and that's a great point

01:20:26.800 i they are basic to me and i understand that most people don't do this so i definitely spoke

01:20:33.680 from a different perspective there but um but guys you know this is something that you should

01:20:39.780 not just listen to but try to grasp you know don't just put this in your head and then walk away

01:20:45.800 from it this is a podcast and we'll have more of these too because i'm trying to like bring out

01:20:50.340 the practical tools you know i love i love doing the motivation shit and i i i really enjoy that but 0.67

01:20:56.860 i want to give you guys the practical tools as well and so we're trying to you know keep tuesdays for 0.99

01:21:01.400 practicality and uh thursdays for biting your fucking face off you know what i mean um but 0.99

01:21:08.140 these are the foundational tools that will make you like sal said financially free you know will you 0.99

01:21:17.720 become a deck of millionaire i don't know it depends on how fucking much you work and how good your 0.95

01:21:23.020 product is but i can tell you right now you definitely aren't gonna fucking struggle if you 0.98

01:21:26.640 know this shit bottom line um guys you know in closing i just want to say thank you for all the 0.95

01:21:34.500 support i see a lot of you guys reposting you know i always ask because we don't charge anything 0.96

01:21:40.020 for really anything that all i ask for is that you bring me a listener bring me a friend you know if

01:21:46.140 you find something of value share it uh you guys are doing that and i appreciate that um and i just

01:21:53.000 want to say thank you for that and thank you for all your support and if there's anything that we can do

01:21:57.700 for you guys uh content wise you have ideas for a podcast you have ideas for something you want us to

01:22:02.840 hit dude throw it in my comments on my instagram that's where i'm going to see it um and other

01:22:08.900 than that guys we will see you on thursday appreciate you guys having me in one year in the making i finally

01:22:14.660 made the cut thanks for coming

01:22:16.340 okay

01:22:16.900 okay

01:22:20.100 okay

01:22:22.660 okay

01:22:24.660 okay

01:22:26.660 what's up

01:22:27.860 right

01:22:28.400 my brand new 99

01:22:29.840 you

REAL AF with Andy Frisella - August 09, 2016

Sales As A Way of Life, with Andy Frisella - MFCEO83

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