Valuetainment - February 10, 2020


Episode 426： My First Sales Manager

Hosted by
Patrick Bet-David
Mentioned
Patrick Bett David Dexter Craig Thomas Snapchat Silvio Cisco Danny Leigh Donna
Episode 425： Neuroscientist Explains Brain & Mind Connection Episode 427： 11 Ways To Get A Green Cards

Episode Stats


Length

10 minutes

Words per minute

206.92

Word count

2,249

Sentence count

198

Harmful content

Hate speech

1

sentences flagged


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

In this episode, Pat talks about how one of his best sales guys, Cisco, taught him how to sell memberships in a mall in order to make it in the sales business. He also talks about the time he almost quit sales because he was too nervous to go to the mall.

Transcript

Transcript generated with Whisper (turbo).
Hate speech classifications generated with facebook/roberta-hate-speech-dynabench-r4-target .
Hosts, guests, and mentioned names generated with spaCy (en_core_web_sm), reconciled against Wikidata.
00:00:00.000 Let me tell you about the call I got yesterday.
00:00:24.600 Yesterday, one of my associates that works with us, Craig Thomas,
00:00:29.720 sends me a text message saying,
00:00:31.500 this man here whom he just met, he says he trained you when you were new in sales.
00:00:38.020 Is this true?
00:00:39.980 I said, send me the picture.
00:00:41.540 He sends me a picture.
00:00:42.360 I look at the picture.
00:00:43.020 I said, absolutely he did.
00:00:44.860 He says, do you have a minute?
00:00:46.040 We got on the phone.
00:00:47.880 I said, Cisco, how you doing?
00:00:50.380 Cisco was my general manager when I first started working with Valley Total Fitness,
00:00:55.520 Culver City, years ago.
00:00:57.380 I don't even know when it was, 99 when I got out of the Army,
00:01:00.580 probably August, September of 99 when I started working there.
00:01:04.840 And he says, hey, Pat, how you doing?
00:01:06.740 How's everything?
00:01:07.340 He's at LA Fitness right now.
00:01:09.920 Incredible guy.
00:01:11.540 Incredible guy who he was.
00:01:12.820 And he says, Pat, I run into so many people from PHP and from Valley Team and all this stuff.
00:01:17.240 And every time I tell them I trained you, they don't believe me.
00:01:20.220 I said, well, Cisco, it's the truth.
00:01:21.580 You did.
00:01:22.000 You got me to stay in the sales business.
00:01:24.560 And let me explain to you exactly what he did.
00:01:26.080 I think there's a lot to learn here because either you're going to be Cisco having Patrick's
00:01:31.500 in your life or you're going to relate to me having a Cisco in your life.
00:01:35.460 Both ways, someone's going to relate to the story.
00:01:38.260 So I start working on Valley's and he's training me and he's very calm, very encouraging, very
00:01:44.020 calm, challenges, but it's very calm.
00:01:46.140 And egos can coexist around this guy.
00:01:48.420 And one month into the business, okay, I'm working at Valley's, I have sold a whopping
00:01:55.260 zero memberships after being at Valley's Culver City for one month.
00:02:00.220 I go to Cisco.
00:02:01.140 I said, Cisco, listen.
00:02:01.900 He says, what?
00:02:02.360 I said, look, I'm one of the most in shape guys in here.
00:02:05.040 The only guy that's more in shape than I am out of the sales guys is Dexter.
00:02:08.360 I'm in shape.
00:02:09.120 I look good.
00:02:10.080 I work out.
00:02:11.040 I know more about weightlifting and nutrition and all this stuff than any of these guys
00:02:15.000 here.
00:02:15.820 But man, I just can't sell membership, man.
00:02:17.460 Sales isn't for me.
00:02:18.420 He says, Patrick, you were made for sales.
00:02:20.760 I says, Cisco, I don't know why you're saying this.
00:02:22.160 I'm not a good sales guy.
00:02:23.560 He says, Patrick, do you trust me?
00:02:25.160 I said, I trust you.
00:02:26.380 He says, here's what I want you to do.
00:02:27.600 I said, what's that?
00:02:28.520 He says, I don't want you to sell memberships at the gym anymore.
00:02:31.860 I said, where do you want me to sell memberships?
00:02:33.620 He said, I want you to go to Fox Hills Mall, which Fox Hills Mall is like Culver City area.
00:02:38.580 He says, I want you to go sell memberships in the mall and test that out for one month.
00:02:44.100 I said, let me get this straight, Cisco.
00:02:46.280 I can't sell memberships in the gym with all the equipment here, the weights here, the
00:02:51.860 classes here, the sauna here.
00:02:54.300 You want me to sell memberships in a mall where there's nothing there?
00:02:58.740 You want me to go do that?
00:02:59.880 He said, yes.
00:03:00.540 Just trust me on this.
00:03:02.020 I said, I don't think this is going to work yet.
00:03:03.400 I want to make a difference.
00:03:04.060 He said, just do it.
00:03:04.780 So I go to the mall, Fox Hills Mall.
00:03:06.500 So I like Cisco.
00:03:07.480 I said, I want to do it.
00:03:08.200 No problem.
00:03:10.000 I go to the mall and there was this escalator in Fox Hills Mall and we would set up a booth.
00:03:15.800 Like imagine a table like this covered with a black cloth.
00:03:18.280 You know what I'm talking about, right?
00:03:19.800 And I would stand literally right behind it because I didn't want to go around and talk
00:03:25.540 to people that are walking in front of me at the mall because I was so nervous and shy
00:03:29.560 and worried about what if they got a prospect and I said, no, we're not into it.
00:03:33.120 I was kind of concerned a little bit because I'm this guy, big ego, got out of the military.
00:03:37.100 You don't tell me no.
00:03:37.880 You don't reject me.
00:03:39.140 So, but there was three other guys that were selling and I was watching them and hey, how
00:03:43.940 you doing girl?
00:03:44.580 Hey, how you doing?
00:03:45.220 Are you going to let somebody talk about belly, total fitness and all this stuff, right?
00:03:48.700 So finally, I'm like trying to talk to people.
00:03:51.600 I would say, hey, would you, would you, and they would walk off.
00:03:55.780 I'd say, hey, excuse me, excuse me.
00:03:58.680 Can I get, and boom, they would walk off.
00:04:01.220 I did this for a couple hours.
00:04:02.600 Nothing happened.
00:04:03.660 Next thing you know, I came across and I came to the edge of my table and I stood right here
00:04:08.200 a little bit closer to people, but still safe because I'm touching the table.
00:04:13.160 Then I, yeah, yeah, yeah, excuse me, excuse me.
00:04:14.820 Then finally, I came a little bit here closer.
00:04:18.820 Then I started talking to, please.
00:04:21.380 One lady finally said, yes, Bally's, Cobra City, yes.
00:04:25.880 What are your rates?
00:04:26.720 I said, come over here.
00:04:27.560 She comes, she sits down.
00:04:30.180 I'm sitting down here.
00:04:31.720 She sits down right next to me at the table.
00:04:34.440 I said, yes, have you been to the gym before?
00:04:37.400 I have.
00:04:39.400 Would you like to have a membership?
00:04:40.980 Yes.
00:04:41.720 The laziest questions you could ask somebody that has no clue what to ask.
00:04:46.300 She says, yeah, I'd like to buy a membership from you.
00:04:48.160 I said, you would like to buy a membership from me right now?
00:04:51.500 Yes.
00:04:52.100 Right now.
00:04:52.860 Yes.
00:04:53.160 How much are the rates?
00:04:54.980 75 down, 40 a month corporate rate.
00:04:58.100 Okay.
00:04:58.440 No problem.
00:04:58.820 Here's my credit card.
00:05:00.460 I said, you want to buy it right now?
00:05:02.480 Yes.
00:05:02.860 I want to buy it right now.
00:05:04.160 You know it's a 36-month contract.
00:05:05.700 I know.
00:05:06.280 I want to buy it right now.
00:05:08.300 I'm like, okay.
00:05:09.000 Let's buy the membership right now.
00:05:10.680 So I'm nervous.
00:05:11.720 I'm filling it out.
00:05:12.700 I've never filled a contract before with Bally's, and it was a contract you have to give a printout
00:05:17.000 because it's a 36-month contract.
00:05:19.060 I'm filling it out, and I'm nervous.
00:05:21.060 The other three guys are looking at me.
00:05:23.040 She says, great.
00:05:23.820 Gives me the credit card information.
00:05:25.320 I call Cisco.
00:05:26.080 Cisco.
00:05:26.980 What?
00:05:27.720 Somebody just bought a membership from me.
00:05:30.240 You got to be kidding me.
00:05:31.400 No.
00:05:31.700 I told you, Pat.
00:05:33.020 I told you, Pat.
00:05:34.240 You were made for this, Pat.
00:05:35.780 You were made to sell.
00:05:37.240 Cisco is telling me this.
00:05:38.660 Never forget this conversation.
00:05:40.920 He said, Pat, go sell them more today.
00:05:43.160 Go talk to more people.
00:05:44.340 Look what you could do today.
00:05:45.680 I went.
00:05:46.340 I sold three more.
00:05:47.620 A month later, I'm the rookie of the month.
00:05:50.860 A quarter later, the smallest gym in Bally's, Culver City, in a basement.
00:05:57.300 It smelled.
00:05:58.120 It was not the most sexy gym that they had, but the team was the sickest, best team we had.
00:06:04.080 Cisco, Joe, Danny, Ruben, Dexter, Silvio, Leigh, Donna, we had the best squad.
00:06:14.520 Dexter, we had the best squad.
00:06:16.060 Sean, all of us.
00:06:17.600 Sickest squad we had, right?
00:06:19.160 We all got along, but we were good together.
00:06:21.380 The next thing you know, I'm selling.
00:06:23.340 Quarter later, we're triple crown.
00:06:25.300 Triple crown is if you're number one in nutritionals, number one in personal training, and number one in sales.
00:06:29.860 We won triple crown back-to-back.
00:06:31.580 And Cisco was the manager, and I left.
00:06:34.180 I got a promotion, went to another gym, and then obviously years later, I continue to go do financial services, and the rest is history.
00:06:41.840 And Craig Thomas calls me and says, do you want to talk to Cisco?
00:06:45.360 I talked to Cisco, and in that conversation, I just went back 20 years.
00:06:50.120 I was 20 years old when I worked for Cisco.
00:06:52.380 I went back 21 years, okay?
00:06:54.720 Think about this guy.
00:06:56.120 What does that story have to do with you?
00:06:57.400 You know, some of you may have somebody on your team that's kind of like Patrick B. David, rough around the edges, military, maybe athlete, maybe a tough guy, maybe big ego guy, maybe big ego, yet at the same time, his ego is so, you know, like crystal.
00:07:19.040 It can break if somebody hurts it because that's what this kid was.
00:07:21.980 This guy was all military, tough guy, all this stuff, and it's like a persona, but at the same time, he doesn't know if he can sell.
00:07:27.840 He just wants to go out there and find some kind of money.
00:07:30.080 I'm about to join the army.
00:07:31.160 I'm going back into the army because the sales thing's not working out.
00:07:33.780 I'm telling Cisco I'm going to go back into the army, and Cisco says, Pat, I believe in you.
00:07:37.860 You can do sales.
00:07:38.960 And look what happens to this guy.
00:07:40.160 By the way, there's about 10 Ciscos in my life.
00:07:43.800 One day I'm going to list all these names for people to know who these people are in my life and the kind of impact they made.
00:07:47.500 But he was one of the biggest ones because he kick-started my career.
00:07:53.360 I'd never worked a sales job.
00:07:54.940 He was my first sales manager, and he treated me gently.
00:07:59.420 He believed in me.
00:08:00.460 He coached me.
00:08:01.260 He was patient with me.
00:08:02.300 He challenged me.
00:08:03.000 He wasn't afraid of me.
00:08:04.160 He wasn't afraid to say, hey, you can't sell over here.
00:08:06.880 Guess what?
00:08:07.480 Go sell in the mall and shadow three other people and see what they're going to be doing.
00:08:10.420 You'll learn.
00:08:11.440 I can't sell memberships here.
00:08:12.780 It doesn't matter.
00:08:13.460 I'm going to put you in a tougher place because if you can hang there for the rest of your life,
00:08:16.620 you're going to learn how to feed yourself because you have to generate customers there.
00:08:20.100 You're not waiting for people to come to the gym.
00:08:21.960 You're going to them.
00:08:23.040 He changed my life.
00:08:24.380 I say this to you because either be a Cisco or if you've got a Cisco in your life,
00:08:29.100 respond to the challenge they give you to be a Patrick.
00:08:31.700 Either way, pick one of those two because at the end of the day, if that doesn't happen,
00:08:37.560 I'm going back into the Army.
00:08:39.040 And when I go back into the Army, I would have retired three years ago.
00:08:42.160 Two and a half years ago, I would have retired.
00:08:43.520 Okay, with $3,000 a month, I would have done 20 years in the Army because
00:08:46.480 I had given up in the civilian life.
00:08:49.380 That's what I would say.
00:08:50.060 Civilian life is not for me.
00:08:51.680 I'm a military guy.
00:08:52.840 This close to go to my 20.
00:08:55.020 There would have never been by attainment.
00:08:56.240 There would have never been PHP.
00:08:57.280 There would have never been an insurance agency.
00:08:58.740 There would have never been the three kids I have.
00:09:00.100 There would have never been all these other stories.
00:09:02.080 Never.
00:09:02.560 I would have just been a regular guy.
00:09:03.700 Your story is this close to just being a regular person, this close between being a regular
00:09:10.840 person and this close for the world to know your last name where legacy is being left behind.
00:09:16.160 And sometimes you got to listen to the people around you because for many years, I was afraid
00:09:21.480 of praying as a kid because I used to go to an Assyrian church in Iran and the pastor would say,
00:09:26.780 God is so powerful.
00:09:28.980 If you pray, he will answer your prayer, but he is so powerful.
00:09:32.600 He's so mighty.
00:09:33.880 And I'm like, dude, I don't want to pray.
00:09:35.320 If this guy answers my prayers, his voice is going to be deep.
00:09:38.020 Hey, Patrick.
00:09:39.080 I was like, I'm a six-year-old kid.
00:09:40.600 I don't want to pray in Iran. 0.98
00:09:41.380 What if this God person comes and pray?
00:09:43.860 But later on, even as an atheist later on in my life, I looked at the way God answered my prayers
00:09:51.320 through other people.
00:09:52.700 So, Hafiz once said, I can't say the exact words, but he says, God uses people as a flute
00:09:58.820 to speak their words to us.
00:10:01.460 It's just on us to catch the words that are coming to us.
00:10:04.400 Maybe this is a message for you this morning to realize, either be a Cisco or go lift the
00:10:10.380 next Patricks in your life and you'll be life-changing because for the rest of your life, you can look
00:10:15.540 back and say, I made an impact in the world because Cisco did on what he did with this 20-year-old
00:10:20.380 Patrick, and obviously I did because I listened to his challenge and I responded to his challenge
00:10:25.200 and I took the initiative and the rest is history.
00:10:27.840 Thanks, everybody, for listening.
00:10:29.100 And by the way, if you haven't already subscribed to Valuetainment on iTunes, please do so.
00:10:33.720 Give us a five-star.
00:10:35.140 Write a review if you haven't already.
00:10:36.620 And if you have any questions for me that you may have, you can always find me on Snapchat,
00:10:40.620 Instagram, Facebook, or YouTube.
00:10:42.440 Just search my name, Patrick Bid David, and I actually do respond back when you snap me
00:10:47.320 or send me a message on Instagram.
00:10:49.140 With that being said, have a great day today.
00:10:51.140 Take care, everybody.
00:10:51.880 Bye-bye.