April 15, 2020

#H2H 13: It's About Relationship & Trust, Not About A Number w/ Dale Dupree

In this #H2H segment, Carlos Hidalgo talks with Dale Dupree, head of the Sales Rebellion about his sales experience, how he learned about the importance of relationship and what he wants salespeople to know so they can be successful.


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Transcript
WEBVTT 1 00:00:00.160 --> 00:00:02.680 Hey, this is James, the founder of sweet fish media. If you've 2 00:00:02.720 --> 00:00:04.960 listened to beb growth for a while, you probably have an idea of what 3 00:00:05.040 --> 00:00:09.349 we're passionate about. Loving people really well, a constant pursuit of learning and 4 00:00:09.750 --> 00:00:14.390 inspiring people to own their careers. With all the craziness happening with this virus, 5 00:00:14.429 --> 00:00:18.629 we are incredibly fortunate to be in the business of podcasting. So many 6 00:00:18.670 --> 00:00:22.820 BB brands are looking for alternatives to their inperson events that are being canceled, 7 00:00:23.140 --> 00:00:27.100 and our business is growing as a result. Please don't miss hear me on 8 00:00:27.179 --> 00:00:31.260 this, because I'm not saying this to Brag. It is heartbreaking the economic 9 00:00:31.339 --> 00:00:35.100 impact this is having on so many businesses. But being in the business of 10 00:00:35.179 --> 00:00:39.729 podcasting, the demand for what we do has increased and because of that we're 11 00:00:39.770 --> 00:00:44.009 looking to hire really talented people to help us serve that demand. So if 12 00:00:44.049 --> 00:00:46.850 you like what we're all about it sweet fish and you're looking for a great 13 00:00:46.850 --> 00:00:50.240 career opportunity, hit us up. There's a link in the show notes where 14 00:00:50.240 --> 00:00:55.560 you can apply today. I'm really looking forward to meeting you. Hello, 15 00:00:56.280 --> 00:01:00.359 I am Carlos Tadalgo. Welcome to the BETB growth show. The human to 16 00:01:00.560 --> 00:01:04.790 humans segment. If you are a first time listener, welcome. If you 17 00:01:04.909 --> 00:01:10.670 are a multi time listener, welcome, and I I gotta say I've had 18 00:01:10.829 --> 00:01:15.109 this podcast on my calendar for quite some time and I was just telling another 19 00:01:15.230 --> 00:01:21.780 colleague before we dialed in, how I excited I was to have this discussion 20 00:01:21.939 --> 00:01:27.500 with my friend and content contributor and someone that I just love of to death, 21 00:01:27.540 --> 00:01:30.900 even though we've never met in person. But we just spent the first 22 00:01:30.939 --> 00:01:37.810 twelve minutes of this call talking offline. Dale Dupre welcome to the BETOB growth 23 00:01:37.849 --> 00:01:40.930 human to human segment. Hey, Carlos, thanks for having me on. 24 00:01:41.049 --> 00:01:45.370 Bro This is this is definitely a long time coming and I'm really excited about 25 00:01:45.370 --> 00:01:49.359 this conversation. It certainly is a longtime coming because we've been connected on Linkedin 26 00:01:49.560 --> 00:01:53.359 for a, I want to say almost going on two years. I love 27 00:01:53.439 --> 00:01:59.959 your content. Our common connection has been James Carberry of sweet fish media and 28 00:02:00.120 --> 00:02:05.390 Logan Lyles, and I really do, I can honestly say, and I 29 00:02:05.469 --> 00:02:09.270 don't say this about Harley any of my social contact, but I really do 30 00:02:09.629 --> 00:02:14.909 view you as a friend and someone who I've been able to get to know 31 00:02:15.270 --> 00:02:17.780 because of your content and I love that. So for our audience, who 32 00:02:17.780 --> 00:02:22.460 hasn't had that privilege, tell us who you are and what do you do? 33 00:02:22.900 --> 00:02:25.139 Yeah, for sure, and first off, the feelings mutual and and 34 00:02:25.259 --> 00:02:31.330 I think what's beautiful about Linkedin is that it allows us to be our authentic 35 00:02:31.449 --> 00:02:35.250 self. And the thing is is that there's not a lot of people doing 36 00:02:35.330 --> 00:02:37.289 that, though as well too, and you know that just as well as 37 00:02:37.330 --> 00:02:39.250 I do, Carlos, that there are people out there kind of faking it, 38 00:02:39.530 --> 00:02:45.400 but it's so easy to see who is and who isn't. Your content 39 00:02:45.639 --> 00:02:50.800 is raw and authentic and it is it challenges the narrative of the status quo, 40 00:02:50.879 --> 00:02:53.199 when what they've been telling us is right for so long, and so, 41 00:02:53.360 --> 00:02:57.800 obviously, being the leader of the sales rebellion, that resonates, you 42 00:02:57.879 --> 00:03:00.909 know, with me probably more than most things. So I I love your 43 00:03:00.990 --> 00:03:05.150 content and so, again, the feelings much why I I feel like we 44 00:03:05.349 --> 00:03:08.949 have a friendship from from all that in it and to people listening, understand 45 00:03:09.030 --> 00:03:13.620 that what's beautiful about the the year two thousand and twenty is that we have 46 00:03:13.900 --> 00:03:20.099 tools like linkedin that bring people together that might not have otherwise ever met in 47 00:03:20.219 --> 00:03:22.340 the first place, and that, I think, there's a beauty in that 48 00:03:22.419 --> 00:03:25.740 that we don't see. A lot of people think of social media is strictly 49 00:03:25.900 --> 00:03:30.050 something that they can make money on, that they can promote their product on. 50 00:03:30.689 --> 00:03:32.770 Really what social media is? It's a piece and an element of the 51 00:03:32.810 --> 00:03:37.370 human connection. It's a small piece, but it is something that allows and 52 00:03:37.610 --> 00:03:42.639 opens up people to get into, understand and know people from around the globe 53 00:03:42.719 --> 00:03:46.240 and all shapes and sizes and all corners of the world that they otherwise would 54 00:03:46.240 --> 00:03:49.879 have never given a chance to so. So I think that that, Linkedin 55 00:03:49.960 --> 00:03:53.599 has been a huge culture shift in general for the working force. But what 56 00:03:53.639 --> 00:03:55.990 it really has done for me and for my business, and why it's so 57 00:03:57.110 --> 00:04:00.550 imperative to the story I'm about to tell about me, is that it has 58 00:04:00.629 --> 00:04:05.629 literally built from the ground up my foundation of my business itself. So, 59 00:04:05.909 --> 00:04:10.939 and I'll I'll backtrack now and go to the beginning, which starts in nineteen 60 00:04:10.979 --> 00:04:15.219 eighty four. My father founded his first and only copy or firm that he 61 00:04:15.340 --> 00:04:18.459 ever was the sole proprietor of, and I was born in nineteen eighty five. 62 00:04:18.459 --> 00:04:21.459 So toner runs in my blood and eventually I was going to end up 63 00:04:21.500 --> 00:04:26.490 in the copyer world right and don't worry, though, because if if you 64 00:04:26.649 --> 00:04:30.170 cut me open, I don't I bleed like red, real human blood. 65 00:04:30.290 --> 00:04:32.129 There's no real tonor in it. So it's just the let me let me 66 00:04:32.170 --> 00:04:34.689 jump in real quick. How many times, as a teenager, though, 67 00:04:34.769 --> 00:04:39.680 did you swear up and down I'm never getting involved in the copy Er World? 68 00:04:40.160 --> 00:04:44.560 It's interesting because it was probably my entire life. Even when I was 69 00:04:44.680 --> 00:04:46.639 in the copyer world, I was literally sitting there denying that I was in 70 00:04:46.759 --> 00:04:49.759 it in the first place and saying that I was going to leave it sooner 71 00:04:49.839 --> 00:04:55.110 than later. You know so, and I think that that's the human effect 72 00:04:55.230 --> 00:04:58.750 in general of being a young a young man, a child, as a 73 00:04:58.790 --> 00:05:04.629 child. As a kid, I do remember being very intoxicated by my father's 74 00:05:04.709 --> 00:05:09.420 office, and what I mean by that is that it's an nostalgic feeling when 75 00:05:09.459 --> 00:05:12.379 I think back about that place. I didn't even know what what that they 76 00:05:12.459 --> 00:05:15.220 sold a copy machine in the first place. I knew that there was copiers 77 00:05:15.259 --> 00:05:18.379 there and they were an intricate part of my upbringing, but my experience was 78 00:05:18.420 --> 00:05:23.089 different and as a child we just used thing so much differently as kids, 79 00:05:23.170 --> 00:05:26.810 even up until probably ten, eleven, twelve years old. You know, 80 00:05:26.889 --> 00:05:29.810 I I focus wasn't so much on that this is a business that my dad 81 00:05:29.930 --> 00:05:31.649 comes to from eight to five Monday through Friday, as much as it was 82 00:05:31.689 --> 00:05:35.120 an exciting place for me to go once a week, you know, because 83 00:05:35.160 --> 00:05:39.639 my me and my siblings were were homeschooled, and so and when once a 84 00:05:39.680 --> 00:05:42.920 week is probably a little bit of an exaggeration, but at some points in 85 00:05:43.040 --> 00:05:46.000 time we were going once a week because my mom would work once a week 86 00:05:46.160 --> 00:05:49.069 and she was a dental high genesis. So during those times either we were 87 00:05:49.149 --> 00:05:54.269 in a co op or we were doing other class with other classmates outside of 88 00:05:54.310 --> 00:05:57.350 the House, or dad would take us to the office and we'd basically be 89 00:05:57.470 --> 00:06:00.430 doing school all day at the office. But what was great is that you 90 00:06:00.470 --> 00:06:02.790 could take your our break and you know, dad was always the one that 91 00:06:02.910 --> 00:06:08.300 spoiled us and and you can run around the Fifteenzero Square foot warehouse and hide 92 00:06:08.300 --> 00:06:13.379 in the copy machine in the great yard of coffee machines and go through and 93 00:06:13.579 --> 00:06:15.939 climb on all the stuff, all the scaffoldy that he had built and hang 94 00:06:16.019 --> 00:06:19.290 out with the with the technicians, you know, who were caused a lot 95 00:06:19.329 --> 00:06:24.730 of curiosity in our walk because my dad was somebody that hired a very mixed 96 00:06:24.810 --> 00:06:28.970 group of people, men, women, different races and ethnicities. So he 97 00:06:29.089 --> 00:06:30.410 was very inclusive and so it was. It was fun. It was fun 98 00:06:30.490 --> 00:06:34.680 to hear stories and here this guy's weird accent and like learn about all these 99 00:06:34.759 --> 00:06:40.399 things as a child. So we were we were born in this adventure mode 100 00:06:40.519 --> 00:06:43.879 and raised in this adventure mode with my dad. So of course, when 101 00:06:43.920 --> 00:06:46.480 you get older and you become a teenager, you rebel against everything. And 102 00:06:46.560 --> 00:06:48.189 I actually wanted to be a musician. So I toured in a band on 103 00:06:48.269 --> 00:06:51.310 Warner brothers records called a purial. I had a lot of fun. You 104 00:06:51.389 --> 00:06:56.750 can still check out my music on itunes or spotify or anywhere that. You 105 00:06:56.870 --> 00:07:00.470 know, major record labels allow my my music to be and don't pay me 106 00:07:00.550 --> 00:07:02.660 for it. But but besides the point, right, I decided to come 107 00:07:02.699 --> 00:07:06.819 back and get into sales because I realized that on the road. You know, 108 00:07:06.860 --> 00:07:10.579 one of the that I had on the road was that I wanted to 109 00:07:10.660 --> 00:07:14.060 start a family. I wanted to have a little bit of a bigger aspiration 110 00:07:14.420 --> 00:07:18.089 when it came to my career specifically, and that I realized that dropped with 111 00:07:18.170 --> 00:07:23.250 a three and characteristics of a musician right like literally, and those are those 112 00:07:23.250 --> 00:07:28.970 aren't even characteristics, but that's literally what every single musician lived and breathed and 113 00:07:29.209 --> 00:07:31.240 I didn't want that for my life. I didn't desire that. My father 114 00:07:31.279 --> 00:07:34.680 raised me differently. He raised me to treat a woman as if she was 115 00:07:34.800 --> 00:07:39.600 my queen and he was that example to me and my siblings with his wife, 116 00:07:39.680 --> 00:07:42.959 my mother. He true, he told me that look like he wasn't 117 00:07:43.040 --> 00:07:46.389 super legalistic about things, but he was an alcoholic and got sober at thirty 118 00:07:46.389 --> 00:07:48.350 five years old, when I was a year and four months old, and 119 00:07:48.430 --> 00:07:51.709 I never knew that side of my dad, but he definitely they made sure 120 00:07:51.750 --> 00:07:56.910 that we were aware of it and that we understood the implications behind it, 121 00:07:57.269 --> 00:08:00.500 but not from again, a legalistic standpoint. So you know, just from 122 00:08:00.779 --> 00:08:05.259 a developing young man, you know the standpoint of one, I should say 123 00:08:05.300 --> 00:08:09.860 of Dale. I knew that these things led to terrible outcomes, you know, 124 00:08:09.980 --> 00:08:15.089 such as even having to save people at certain times, four different times 125 00:08:15.129 --> 00:08:18.410 in my walk, from overdosing and and going through those those motions. Those 126 00:08:18.410 --> 00:08:24.129 are the types of things that keep you from wanting to indulge further into that. 127 00:08:24.290 --> 00:08:26.730 So copiers was all I had. Bro I mean honestly, I didn't 128 00:08:26.730 --> 00:08:28.319 go to college. I didn't really I could have been a burrist, I 129 00:08:28.439 --> 00:08:31.279 guessed, because I did that at one point. So I going to come 130 00:08:31.319 --> 00:08:33.559 back and slang some coffee around. But I knew that I wanted to be 131 00:08:35.320 --> 00:08:39.000 in people's faces, you know, from the perspective of shaking hands, fellowshipping 132 00:08:39.240 --> 00:08:43.509 and joining communication, because I love that hancept and I figured sales was a 133 00:08:43.590 --> 00:08:46.870 good start. And so, you know, realistically, going back to what 134 00:08:46.950 --> 00:08:50.590 you asked, you know, how long did you buck the system of, 135 00:08:50.750 --> 00:08:54.309 you know, of copiers and working for your father? I bucked it even 136 00:08:54.350 --> 00:08:56.940 in the first two years, where I thought I'll get some good experience and 137 00:08:58.019 --> 00:09:01.220 I'll probably do something else at some point, and maybe not, maybe I'll 138 00:09:01.220 --> 00:09:03.940 stay in the company even but but I'll probably not do sales. And you 139 00:09:05.019 --> 00:09:07.179 know, thirteen years later I was the number one wrapped. I was the 140 00:09:07.220 --> 00:09:11.850 VP of sales at one point for a twenty five million dollar firm. I 141 00:09:11.090 --> 00:09:15.529 graduated to a sixty million dollar firm which was owned by a two billion dollar 142 00:09:15.570 --> 00:09:18.929 publicly traded company, and I experienced all the ups and downs, the highs 143 00:09:18.929 --> 00:09:22.649 and lows and I was a top performer and that's that's Dale to bring a 144 00:09:22.690 --> 00:09:26.080 nuts show. Yeah, and your you continue to kill it, and I 145 00:09:26.600 --> 00:09:30.799 do want to get to your dad, because you write a lot about him 146 00:09:30.799 --> 00:09:35.000 and he just sounds sounds like he was an amazing man. So I do 147 00:09:35.159 --> 00:09:41.590 want to get to that. But you talked about wanting to get into sales, 148 00:09:41.629 --> 00:09:45.269 and so you did, and part of that drive was, if I 149 00:09:45.350 --> 00:09:48.909 could paraphrase, the human element, and you also talk a lot about that 150 00:09:48.070 --> 00:09:52.629 on you on your your Linkedin, and before you want on air, I 151 00:09:52.750 --> 00:09:56.940 told you that. You know, I'm seeing this generation of salespeople who connect 152 00:09:56.980 --> 00:10:00.740 with you on Linkedin and then it's like hey, thanks for connecting. By 153 00:10:00.779 --> 00:10:03.659 the way, do you want to see my demo? And it's first of 154 00:10:03.659 --> 00:10:07.450 all, it's not social selling, it's I call it social assault. And 155 00:10:07.970 --> 00:10:13.809 but you, you really talk about the human element of sales and obviously this 156 00:10:13.889 --> 00:10:16.610 is the ht a human to human segment. So talk to me about that, 157 00:10:16.769 --> 00:10:22.600 like how did you learn that? Because I am the salespeople that get 158 00:10:22.679 --> 00:10:26.600 it, get that relationship piece, and it's not relationship, it's not a 159 00:10:26.720 --> 00:10:31.600 manipulative relationship, and what I mean by that is hey, I'm not going 160 00:10:31.639 --> 00:10:33.360 to build a relationship with you just so I can sell you your wares. 161 00:10:33.919 --> 00:10:37.230 You know, there's a lot. I know I just threw a lot out 162 00:10:37.269 --> 00:10:39.950 you, but kind of unpack that, like how did you how did you 163 00:10:39.110 --> 00:10:43.269 learn about the relationship, and then talk about the genuine relationship you build with 164 00:10:43.389 --> 00:10:48.070 a customer or buyer versus I'm going to be your friend just so I can 165 00:10:48.149 --> 00:10:52.019 upsell you. Absolutely. So I always tell this story and side up my 166 00:10:52.139 --> 00:10:56.860 trainings with individual reps where I talk about my first sale ever and how it's 167 00:10:56.980 --> 00:11:03.649 sucked, and I talked about essentially how I had basically stereotyped what sales was 168 00:11:03.730 --> 00:11:09.370 supposed to be. I even thought a dressed. I one I saw even 169 00:11:09.409 --> 00:11:13.529 got dressed to the nines for my first appointment, you know, and and 170 00:11:13.610 --> 00:11:16.289 I walked in looking all slick and I'm at with a dude that was in, 171 00:11:16.730 --> 00:11:20.600 you literally sandals and t shirt and shorts, you know, like Jane 172 00:11:20.600 --> 00:11:26.799 Shorts, and he owned a a golf cart sales and service organization. So, 173 00:11:26.200 --> 00:11:28.799 because Florida. I'm in Florida, where the weirdest stay in the world. 174 00:11:28.799 --> 00:11:33.389 RIGHT WE WE SELL GOLF CARDS TO RANDOM PEOPLE, not just country club. 175 00:11:33.509 --> 00:11:37.509 So so I rolled in, you know, looking like just a total 176 00:11:37.590 --> 00:11:41.070 douchebag, basically to summon up for you, and and I acted like one 177 00:11:41.149 --> 00:11:43.950 too, to be quite frank with you. And and just kind of did 178 00:11:43.990 --> 00:11:46.500 what I thought a salesperson was supposed to do, not necessarily what I had 179 00:11:46.539 --> 00:11:50.500 observed my father doing over the years or how I had learned from him as 180 00:11:50.539 --> 00:11:54.500 a child, but just what I thought was the right thing. And you 181 00:11:54.620 --> 00:11:56.500 know, my dad had sales people in there from time to time and some 182 00:11:56.620 --> 00:12:01.570 of them were great, others were exactly what I'm describing. They weren't necessarily 183 00:12:01.690 --> 00:12:05.450 focused on people as much as they were on commission checks. And and there's 184 00:12:05.450 --> 00:12:09.809 a that's another story for another podcast for sure, because there's tons of people 185 00:12:09.809 --> 00:12:13.129 that I could bring up and talk about my dad really giving people a second 186 00:12:13.129 --> 00:12:16.519 chance and trying very hard to help instead of manipulating them into doing things that 187 00:12:16.639 --> 00:12:20.679 he wanted. But but you know, case and point being that my dad 188 00:12:20.720 --> 00:12:24.120 can let me go and fail on my own. And and I remember calling 189 00:12:24.159 --> 00:12:26.679 him afterwards because I felt that the sale had gone good and the guy just 190 00:12:26.799 --> 00:12:30.870 asked me to do one thing and then the process of that, you know, 191 00:12:30.950 --> 00:12:33.110 he said get that approved, get it back to me and and we'll 192 00:12:33.149 --> 00:12:35.309 move forward. And, you know, and I'm calling my dad like I 193 00:12:35.350 --> 00:12:37.909 got it, man, I just got to do this one thing, and 194 00:12:37.990 --> 00:12:39.470 he's laughing on the other side of the phone and I was like what are 195 00:12:39.470 --> 00:12:43.070 you laughing about? They just said just just go get it done. Go 196 00:12:43.230 --> 00:12:45.820 get it done, God take care of it's nothing. And and so I 197 00:12:45.899 --> 00:12:48.340 guess the office and the Vice President of the company, Carlos Thomas, which 198 00:12:48.340 --> 00:12:52.379 is one of my mentors and one of my dad's best friends. He kind 199 00:12:52.379 --> 00:12:54.220 of helped me through the deal as well too, and I remember him kind 200 00:12:54.220 --> 00:12:58.649 of snickering here and there as we're working on some of these things, and 201 00:12:58.169 --> 00:13:03.090 I was totally just missing the point until I got back to the prospect or 202 00:13:03.090 --> 00:13:05.690 the client with this was a client, by the way, not a prospects 203 00:13:05.730 --> 00:13:07.970 it was an upgrade. I got back to them with the paperwork and the 204 00:13:09.049 --> 00:13:11.210 guy said cool, thanks for doing this, call me next week. And 205 00:13:11.289 --> 00:13:13.720 in my mind I was like Nah, Dude, you told me that you 206 00:13:13.759 --> 00:13:18.720 were going to do this if I did these things for you. And and 207 00:13:18.840 --> 00:13:20.679 I actually I mouthed off to him, you know, and I said pretty 208 00:13:20.679 --> 00:13:24.159 much just that, like no, we were going to move forward and he 209 00:13:24.919 --> 00:13:28.950 he gave me the hammer. You know, listen, Kid, I'll tell 210 00:13:28.029 --> 00:13:30.950 you what happens here. And you know. And he gave it to me 211 00:13:31.029 --> 00:13:33.990 pretty good and I won the deal, dude, and it was I got 212 00:13:33.029 --> 00:13:37.590 paid like sixty seven dollars, I think, and actually, technically it was 213 00:13:37.669 --> 00:13:41.539 supposed to be a negative paycheck. Yeah, my dad just getting the sixty 214 00:13:41.580 --> 00:13:46.019 seven dollars was like all the profit that was left. So my dad just 215 00:13:46.059 --> 00:13:48.940 gave it to me and honestly, was funny is that he I know he 216 00:13:48.059 --> 00:13:52.860 gave it to me to make me to make it hurt even more, you 217 00:13:52.980 --> 00:13:56.370 know, because like getting paid sixty seven dollars as supposed to nothing. Actually, 218 00:13:56.690 --> 00:13:58.610 it pissed me off even more. Right. So what I realized in 219 00:13:58.649 --> 00:14:03.809 that moment that I realized that we do this dance is sales people. That's 220 00:14:03.850 --> 00:14:07.129 unnecessary and I and what I also realize is that that man didn't realize it, 221 00:14:07.649 --> 00:14:11.879 but what he was doing to me was personal. He was in his 222 00:14:11.080 --> 00:14:15.159 mind it was all business right, this is business, is how you negotiate, 223 00:14:15.279 --> 00:14:18.279 this is how you buy right, and then this is how you sell. 224 00:14:18.399 --> 00:14:22.159 You do as I say. It was personal what was happening to me. 225 00:14:22.679 --> 00:14:26.870 And so that was when I made the connection of business is personal and 226 00:14:26.190 --> 00:14:31.309 and that I had to start to develop relationships with people and to be transparent 227 00:14:31.389 --> 00:14:33.029 and to it so that when someone said, just do this one thing and 228 00:14:33.110 --> 00:14:35.470 I'll sign the deal, that it was transparent, that they would say, 229 00:14:35.470 --> 00:14:37.230 just do this, the one thing, and then I'll think it over. 230 00:14:37.779 --> 00:14:41.740 He you know, like I need any I needed more guidance, more direction 231 00:14:41.820 --> 00:14:45.059 out of conversations, and so I started to strive for that and, you 232 00:14:45.139 --> 00:14:46.860 know, I did over those those next couple of years, I was I 233 00:14:48.059 --> 00:14:52.889 was with my my dad a lot and and because I was with my dad 234 00:14:52.929 --> 00:14:54.409 a lot, I got to see bro I mean I got to see things 235 00:14:54.570 --> 00:15:00.169 that most people never get to experience in their life and I'm so extremely grateful 236 00:15:00.210 --> 00:15:03.690 for those, those moments, you know, watching my dad closed deals that 237 00:15:03.809 --> 00:15:07.759 he had just met people at, you know, four hours and before you 238 00:15:07.840 --> 00:15:13.120 know, through networking, refer relationships and for the most part, just because 239 00:15:13.200 --> 00:15:16.639 his reputation was that healt and strived to build, which was to become a 240 00:15:16.759 --> 00:15:20.590 servant leader inside of our communities. I remember it was probably the fourth year 241 00:15:20.710 --> 00:15:24.269 that I was with him, third year I was with him and he got 242 00:15:24.309 --> 00:15:28.230 a plaque in the mail from one of the local chambers and it was it 243 00:15:28.429 --> 00:15:31.470 was so well put together, and they actually asked him if they could, 244 00:15:31.470 --> 00:15:35.269 if they could give it to him in person and honor him, you know, 245 00:15:35.350 --> 00:15:37.980 at an event. And My dad was such a humble man he just 246 00:15:37.100 --> 00:15:39.419 he kind of just said, you know, I'm I've got so much going 247 00:15:39.539 --> 00:15:41.659 on, I just don't think I'd be able to make it. But really, 248 00:15:41.700 --> 00:15:46.059 in his mind he just he didn't want to be the superhero that people 249 00:15:46.100 --> 00:15:48.259 could see. He wanted to be the guy that, behind closed doors, 250 00:15:48.740 --> 00:15:52.610 was making the tough decisions that others were afraid to make. And and so 251 00:15:52.730 --> 00:15:56.409 that was my example, Bro. That was what I was how I was 252 00:15:56.570 --> 00:16:00.649 taught sales was watching my dad just basically go through the motions of living a 253 00:16:00.970 --> 00:16:06.600 noble and and ethical life and understanding that sales is just that, bro. 254 00:16:07.399 --> 00:16:08.960 Well, it's people, you know. And I was I was talking to 255 00:16:10.000 --> 00:16:12.120 a colleague the other day and I said, or maybe I was on a 256 00:16:12.159 --> 00:16:15.080 podcast, I can't remember, but I said all of us are in the 257 00:16:15.120 --> 00:16:21.750 people business, whether it's our employees, whether it's our customers, whether it's 258 00:16:21.909 --> 00:16:26.029 our suppliers. At the other end of the email, at the other end 259 00:16:26.070 --> 00:16:29.710 of the phone is a person and and I'll be the first to say I 260 00:16:30.669 --> 00:16:37.100 was more for most of my career. I was much more of people are 261 00:16:37.139 --> 00:16:40.419 assets, and I'm embarrassed to say that, but when I mean that, 262 00:16:40.580 --> 00:16:44.100 it's not that they're disposable. It means hey, if I can convince you 263 00:16:44.139 --> 00:16:48.370 to buy, you're going to help my business. And what I've really shifted 264 00:16:48.409 --> 00:16:52.649 to, and you're a big proponent of this, obviously with what you just 265 00:16:52.769 --> 00:16:56.210 shared, is no, there's a person. And so I remember a call 266 00:16:56.570 --> 00:17:00.090 that were a client I was sitting with a number of years ago. They 267 00:17:00.129 --> 00:17:03.480 were in a commodity business and I you know, no insult here, but 268 00:17:03.519 --> 00:17:07.200 I think you could probably put copiers in that. And I was meeting with 269 00:17:07.319 --> 00:17:11.279 the CRRO and he says, how do we differentiate? And I said here's 270 00:17:11.319 --> 00:17:15.829 how you differentiate. Why don't you start with hey, whether or not you 271 00:17:15.190 --> 00:17:18.950 buy from us or not, I want to make sure that you, as 272 00:17:18.990 --> 00:17:26.230 the individual buying, make the most informed buying decision and his response was boy, 273 00:17:26.349 --> 00:17:27.589 that would that would surely work. I said Yeah, and then he 274 00:17:27.630 --> 00:17:33.259 said, but we can't do that. So but I remember sharing that as 275 00:17:33.299 --> 00:17:37.220 a comment, I want to Linkedin Post, and it seemed to resonate with 276 00:17:37.420 --> 00:17:41.619 you. And so I guess my question because now you're just for the audience's 277 00:17:41.619 --> 00:17:45.369 sake, you're not doing copiers anymore, you're doing sales training and you're killing 278 00:17:45.450 --> 00:17:48.769 it with sales training. People are coming out of the woodwork, especially for 279 00:17:48.930 --> 00:17:52.049 those of you who may be listening to this later, where in the midst 280 00:17:52.049 --> 00:17:56.009 of the corona pandemic. So Dale has just been overloaded with Oh my word, 281 00:17:56.049 --> 00:18:00.640 we need to get our people selling. But my question is, as 282 00:18:00.680 --> 00:18:03.359 I referred to earlier, I still get these stupid linkedin connections of Hey, 283 00:18:03.519 --> 00:18:07.359 you know, I've got this greatest technology is going to change your world, 284 00:18:07.559 --> 00:18:10.680 and do you have thirty minutes? I don't have thirty minutes and you don't 285 00:18:10.680 --> 00:18:15.349 even know me. Why are more salespeople? They'll not taking the time, 286 00:18:15.430 --> 00:18:18.509 and I don't even think it's time. I think it's just human. Why 287 00:18:18.549 --> 00:18:22.309 are they not being more human? It's so frustrating. It is frustrating right, 288 00:18:22.309 --> 00:18:26.259 because it's this. I usually teach people this simple concept that I say 289 00:18:26.339 --> 00:18:30.579 that if you were at a party, you know like, let's just say 290 00:18:30.579 --> 00:18:33.180 it was a party even let's make it, let's make this real interesting. 291 00:18:33.460 --> 00:18:36.619 It's a party. It's a work party. That your it's your wife's office. 292 00:18:36.859 --> 00:18:38.539 You don't really know anybody. She works with. She's like hey, 293 00:18:38.660 --> 00:18:41.450 babe, come with me. Yeah, okay. So you show up to 294 00:18:41.529 --> 00:18:45.049 this party, you walk in, she's familiar with most people there and you 295 00:18:45.089 --> 00:18:48.930 don't know anybody. And the first guy that you walk up to that introduces 296 00:18:48.970 --> 00:18:52.650 themselves to you know, hey, this is my name. Do you turn 297 00:18:52.730 --> 00:18:55.210 to them and say, Oh, awesome, it's nice to meet you. 298 00:18:55.250 --> 00:18:59.039 I'm Dale. I actually sell financial security and freedom. Can I get a 299 00:18:59.720 --> 00:19:03.720 your calendar link real quick so that we can post some time to get fifteen 300 00:19:03.759 --> 00:19:07.640 minutes and talk more about how I can serve and change your entire life? 301 00:19:07.640 --> 00:19:10.269 I can probably save you some money as well. To you know that the 302 00:19:10.470 --> 00:19:14.589 concept for me of the way that people think that a first conversation is supposed 303 00:19:14.630 --> 00:19:19.150 to go and sales is completely wrong and all cases where it's just like you 304 00:19:19.230 --> 00:19:22.029 said, and this was I had a training last Friday with with some of 305 00:19:22.109 --> 00:19:26.619 my new students, amazing guys, and I believe that they're going to they 306 00:19:26.660 --> 00:19:29.940 have a great product and I believe that once we articulate it correctly and we 307 00:19:30.140 --> 00:19:34.740 build credibility and trust the relationships that they're going to blow up. But the 308 00:19:34.819 --> 00:19:40.529 problem is is that right now nobody cares. No buddy cares. He the 309 00:19:40.569 --> 00:19:44.130 one like herespelt the great product. Of course you care. If I build 310 00:19:44.130 --> 00:19:47.369 that, they will come. Yes, right, exactly. Yes, yeah, 311 00:19:47.529 --> 00:19:51.569 that makes perfect sense. The ghosts of baseball players will absolutely come if 312 00:19:51.609 --> 00:19:55.279 you build it. But that's about it. So, so so this whole 313 00:19:55.319 --> 00:19:59.359 concept of telling yourself anything else else, people listening right now. If you're 314 00:19:59.359 --> 00:20:03.759 telling yourself that, are lying to yourself, that people actually care in the 315 00:20:03.839 --> 00:20:07.309 first place, you're dead wrong. And it's just that. It's a lie. 316 00:20:07.549 --> 00:20:10.829 It's it is something fluffy to make you feel good, so that as 317 00:20:10.869 --> 00:20:14.829 you go out and you do these specific motions that you're going through for the 318 00:20:14.910 --> 00:20:18.269 sake of a KPI and to hit a quota, you're going to fail and 319 00:20:18.390 --> 00:20:21.349 even if you end up spending five, six years in sales, you will 320 00:20:21.460 --> 00:20:25.460 never achieve the kind of success that you deserve. And the first place, 321 00:20:26.180 --> 00:20:30.460 that's the type of attitude that we need to start taking toward ourselves walk to 322 00:20:30.539 --> 00:20:34.099 begin with. You know, we are so disconnected with other people. It 323 00:20:34.259 --> 00:20:38.089 is freaky right, people have forgotten about the fact that, you know, 324 00:20:38.170 --> 00:20:41.250 when you're in a park in a strange vand rolls up and says, Hey, 325 00:20:41.289 --> 00:20:45.130 I've got candy, get in the car, it's almost the exact same 326 00:20:45.250 --> 00:20:49.519 thing as you sending me a stupid linkedin email message and they sell you something 327 00:20:49.640 --> 00:20:53.759 like I literally relate the two because I don't know you. You could harm 328 00:20:53.880 --> 00:20:56.640 me in my business at the end of the day, because there is no 329 00:20:56.759 --> 00:21:00.359 credibility, there is no trust, there is no proof of concept, you 330 00:21:00.400 --> 00:21:03.630 don't have a business, business case. But, most importantly, I don't 331 00:21:04.029 --> 00:21:10.549 care because I don't know you. So every jobs being that, I love 332 00:21:10.750 --> 00:21:15.349 that analogy. That is that is absolutely fantastic. I'm going to use it 333 00:21:15.549 --> 00:21:21.420 and I'm going to credit you with that because that is so on point. 334 00:21:21.859 --> 00:21:26.539 And, to further it, it's interesting. I got one of those linkedin 335 00:21:27.500 --> 00:21:33.930 invites. I ignored it and then I got a follow up from the guy 336 00:21:33.329 --> 00:21:41.289 with a question mark like wow, he's so important that, how dare I 337 00:21:41.450 --> 00:21:45.849 not respond? Which, yeah, I know you're like me because when I 338 00:21:45.970 --> 00:21:48.799 first sent your linkedin message, you're like, Hey, I really, very, 339 00:21:48.920 --> 00:21:52.279 very rarely check those. You know I'll log in and I'm like, 340 00:21:52.359 --> 00:21:56.000 Oh, I probably should tend to my email box because I've got nineteen messages 341 00:21:56.079 --> 00:22:00.200 in there and Linkedin, like we are done, have enough female boxes. 342 00:22:00.519 --> 00:22:03.509 But yeah, I'm with you. It's so. And then for me, 343 00:22:03.750 --> 00:22:07.869 what I love, having made my living and be tob marketing and demand Jin, 344 00:22:08.150 --> 00:22:10.990 is when I get people who say, Hey, would you like to 345 00:22:11.150 --> 00:22:14.190 learn how to generate leads, and I'm like, I'm sorry, have you 346 00:22:14.230 --> 00:22:18.059 checked my ffing profile? Have you done any work? So that's another thing 347 00:22:18.099 --> 00:22:22.059 I want to I want to do is we talked, we started the episode 348 00:22:22.099 --> 00:22:26.019 talking about Linkedin. I am a big believer and I don't do sales training, 349 00:22:26.099 --> 00:22:29.339 but sometimes I'll meet with sales people and do sales enablement type of stuff 350 00:22:30.130 --> 00:22:32.250 and I always say to them look, before you pick up the phone and 351 00:22:32.289 --> 00:22:36.089 call somebody, especially if it's a qualified lead, if you're an str take 352 00:22:37.089 --> 00:22:41.809 less than three minutes. Look the person up on Linkedin, do a little 353 00:22:41.890 --> 00:22:45.400 research, find some common ground. They may be, where they live and 354 00:22:45.440 --> 00:22:48.400 maybe a company they work for. What they you know, a group their 355 00:22:48.519 --> 00:22:51.519 part of, or even where they graduated and Dale I got to tell you 356 00:22:51.559 --> 00:22:52.680 the number of times I hear well, we don't have the time to do 357 00:22:52.799 --> 00:22:56.680 that. You Know How many times. You know how that would slow down 358 00:22:56.720 --> 00:23:00.869 our calls and I'm like it's and again my philosophy. It's not about call 359 00:23:00.990 --> 00:23:03.950 volume. I think talk time. I hate that. That or not talk 360 00:23:04.029 --> 00:23:07.630 time. I hate the the metric of how many calls did you do in 361 00:23:07.750 --> 00:23:12.339 a day, because if I have like six really rock solid conversations with a 362 00:23:12.380 --> 00:23:15.619 qualified prospect, great, I'm not going to do the number of dials. 363 00:23:17.019 --> 00:23:22.299 So again it this is my add brain, like just daisy chaining some topics 364 00:23:22.380 --> 00:23:26.170 together. But I sit there and I say, why wouldn't a sales up 365 00:23:26.250 --> 00:23:32.690 field breathes Dr why wouldn't they go to linkedin and just get some Intel on 366 00:23:32.769 --> 00:23:36.609 the person before they pick up the phone and call? Because they're lazy dude, 367 00:23:37.049 --> 00:23:40.970 honestly, and more because, like you just said, they're their leadership 368 00:23:41.329 --> 00:23:45.200 is pounding them because they haven't made their one thousand eight hundred and seventy seven 369 00:23:45.240 --> 00:23:48.880 calls today. You know, I because that's what it feels like sometimes for 370 00:23:48.960 --> 00:23:52.279 reps as well. You know, I was with one of my students and 371 00:23:52.200 --> 00:23:55.789 we were on the call a little bit early and he was getting off of 372 00:23:55.910 --> 00:23:57.589 a team call. And so he, you know, popped on our zoom 373 00:23:57.710 --> 00:24:00.789 and and he was getting off of his team call and I was listening and 374 00:24:02.190 --> 00:24:07.190 and I could hear him being told, don't make sure you get your hundred 375 00:24:07.309 --> 00:24:10.819 calls in today. And this is in the middle of covid nineteen, right, 376 00:24:10.819 --> 00:24:14.059 and in my mind I'm just thinking to myself, yeah, that's going 377 00:24:14.099 --> 00:24:17.180 to work, you know. I mean that's ridiculous. So right, a 378 00:24:17.259 --> 00:24:18.660 lot of times it's going to take in a lot of cases, as it 379 00:24:18.700 --> 00:24:22.339 says, going to take leadership stepping up to the plate. Didn't realizing that 380 00:24:22.380 --> 00:24:23.769 it's not about a hundred calls. It's about, like you said, it's 381 00:24:23.769 --> 00:24:27.170 about being on the phone with one person for twenty minutes, you know, 382 00:24:27.650 --> 00:24:33.009 and it not being about you know bs, but it being about some topics 383 00:24:33.170 --> 00:24:37.529 and subjects that moved the ball forward from the perspective of the relationship your building 384 00:24:37.569 --> 00:24:41.319 and what you're trying to create, and in regards to impact for the customer 385 00:24:41.359 --> 00:24:45.119 and relevance, and also a sale for yourself, because if we're transparent with 386 00:24:45.200 --> 00:24:48.000 people and we let him know that, like I'm a salesperson, like I'm, 387 00:24:48.319 --> 00:24:51.839 I'm going to sell you something at some point matter of fact, like 388 00:24:51.920 --> 00:24:55.950 challenge accepted on the relationship fraud, because, as I think that that sounds 389 00:24:55.990 --> 00:25:00.029 like a lot of fun and and kind of difficult to do to some capacity, 390 00:25:00.069 --> 00:25:03.910 right. And actually that was where where I enjoyed the challenge, where 391 00:25:03.910 --> 00:25:08.740 people would say to me you can't build a relationship and such, you know, 392 00:25:08.819 --> 00:25:14.380 a short time frame and people don't earn trust or credibility with you in 393 00:25:14.460 --> 00:25:17.619 the course of two weeks. Will Challenge accepted? Let's see, let's see 394 00:25:17.619 --> 00:25:19.140 if I can prove you wrong. And so I do have into the psychology 395 00:25:19.180 --> 00:25:22.730 of sales. You know, that's where I started, as that I started 396 00:25:22.769 --> 00:25:25.130 saying, well, how does the brain work? And because I need to 397 00:25:25.210 --> 00:25:26.730 get to the heart, and so how does the brain work, and how 398 00:25:26.769 --> 00:25:32.529 do I communicate between these two things, where essentially I start with an emotional 399 00:25:32.930 --> 00:25:40.680 from the perspective of with emotional context that gives a a desirable response to me, 400 00:25:41.039 --> 00:25:44.960 from the prospect that makes them, when they head to the the intelligence 401 00:25:45.079 --> 00:25:47.839 side of you know, when they're putting two and two together, that they 402 00:25:48.160 --> 00:25:52.670 because I've impacted them emotionally, they're saying intelligently, I would like to make 403 00:25:52.789 --> 00:25:56.349 this work, not so much of does one plus one equals equal to and 404 00:25:56.430 --> 00:25:57.789 am I okay with that? But I would like to make this work so 405 00:25:57.910 --> 00:26:02.069 intelligently. I'm going to make it work. Right. A DAL's price is 406 00:26:02.109 --> 00:26:04.980 too high, but I really like him, I really I'm think that he's 407 00:26:04.980 --> 00:26:08.420 going to treat me better than anybody else, and anybody listening to this, 408 00:26:08.579 --> 00:26:11.740 it's rolling their eyes right now. You can check my numbers. Over the 409 00:26:11.819 --> 00:26:15.339 course of thirteen years of writing, a million dollars in net new revenue of 410 00:26:15.500 --> 00:26:19.650 copy machines year over year, which is unheard of in my industry, by 411 00:26:19.690 --> 00:26:23.970 the way, because I was doing exactly that and I was making a lot 412 00:26:25.170 --> 00:26:29.569 of money at the same time because people were a grateful that I was being 413 00:26:29.690 --> 00:26:32.920 transparent and not racing to the bottom and not trying to wheel and deal, 414 00:26:33.240 --> 00:26:37.000 but being transparent with them about, Hey, I got a family feed, 415 00:26:37.359 --> 00:26:40.400 I'm going to be more expensive because I believe that I can do things for 416 00:26:40.440 --> 00:26:44.119 you that nobody else can. And then I built that impact as well through 417 00:26:44.200 --> 00:26:47.670 my system, you know, which is now the rebellion system, several years 418 00:26:47.670 --> 00:26:51.109 later. Right. So, so for us that at the rebellion even it's 419 00:26:51.109 --> 00:26:53.309 about it's not about teaching people. You know, and it hasn't been for 420 00:26:53.390 --> 00:26:56.630 the course of the year that we've been in business, down what the copyer 421 00:26:56.710 --> 00:27:00.700 warrior did to become successful, right, what we tell his stories, right, 422 00:27:00.740 --> 00:27:03.740 but we buried and killed the copy warrior. He's gone. We put 423 00:27:03.779 --> 00:27:06.980 him in a tomb, and that tomb, you know, it holds the 424 00:27:07.140 --> 00:27:10.220 secrets. Right. So people want them, they can have them, for 425 00:27:10.299 --> 00:27:12.859 sure, they can learn about them, but we don't teach them necessarily what 426 00:27:12.980 --> 00:27:18.049 we teach us. We teach the aspect of the human connection, and we 427 00:27:18.250 --> 00:27:23.970 also teach individuals how to authentically sell themselves and and to create a system that 428 00:27:25.130 --> 00:27:30.960 molds around the basics of human interaction and communication, the basics of love as 429 00:27:32.000 --> 00:27:37.160 well too, and the emotions that all human beings feel, curiosity, the 430 00:27:37.359 --> 00:27:41.680 concept of saying, listen, I might not even like what's happening to me, 431 00:27:41.920 --> 00:27:45.910 but it's so different that I'm going to give it a chance. Right, 432 00:27:45.950 --> 00:27:48.750 right, and I think, I think those elements are so important and 433 00:27:48.789 --> 00:27:52.430 I want, and I think you're going to agree with this, but I 434 00:27:52.509 --> 00:27:55.910 want everybody who's listening, who may be rolling their eyes, it doesn't mean 435 00:27:55.990 --> 00:27:59.859 you're going to win every deal, because you know, if if you told 436 00:27:59.900 --> 00:28:03.059 me for thirteen years I had a hundred percent clothes rate. We'd have to 437 00:28:03.099 --> 00:28:07.900 go offline and have a different discussion. But what it does, because I've 438 00:28:07.940 --> 00:28:11.660 taken this approach, is I've had prospects who say, look, I would 439 00:28:11.660 --> 00:28:15.730 love to buy from you, you're just too high, I've got budget constraints, 440 00:28:15.730 --> 00:28:18.809 I've got a committee whatever. That is right. Well, what it 441 00:28:18.970 --> 00:28:23.369 does is when they leave that company they never forget that experience, and we 442 00:28:23.529 --> 00:28:29.039 do live in an experience economy. They never forget that experience. So I've 443 00:28:29.039 --> 00:28:32.799 had prospects that I've worked with, that I've talked to, I've built those 444 00:28:32.839 --> 00:28:37.480 authentic relationships. We've actually formed friendships and I had one not long ago who 445 00:28:37.920 --> 00:28:41.190 this. We've been doing this dance for a number of years and I just 446 00:28:41.309 --> 00:28:45.869 check in, I make sure and he said to me the other day he 447 00:28:45.950 --> 00:28:49.670 said I I promise you I will find a way for us to work together 448 00:28:51.150 --> 00:28:55.069 and we've actually become friends, and I'm not his friend so that I get 449 00:28:55.150 --> 00:29:00.420 him to buy something. I truly enjoy his friendship. I've met his wife. 450 00:29:00.900 --> 00:29:03.660 He's just a great guy and I'm honored to be his friend. And 451 00:29:03.779 --> 00:29:07.140 so I think that's where it goes. Would you agree with that? I 452 00:29:07.259 --> 00:29:11.970 am a hundred percent agree with that. Yeah, I think it's again, 453 00:29:11.849 --> 00:29:18.210 we deal with people and it kills me when I see salespeople who forget that, 454 00:29:18.289 --> 00:29:21.650 that that I don't want to be treated as a number, I don't 455 00:29:21.690 --> 00:29:26.039 want to be treated as your quote unquote buyer. I want to be treated 456 00:29:26.079 --> 00:29:29.720 as a person and and be to be especially, and I know you know 457 00:29:29.839 --> 00:29:33.599 you've done copy your sale so primarily be to be your whole career. And 458 00:29:33.640 --> 00:29:37.680 now you've you got the sales rebellion training. I mean sales people, marketing 459 00:29:37.720 --> 00:29:41.589 people, don't forget we sell and market to people who have emotions. And 460 00:29:41.950 --> 00:29:45.710 you used a word, Dale, that is not often used. It's love. 461 00:29:45.349 --> 00:29:48.430 And if we if we truly love the people that we're selling to, 462 00:29:48.589 --> 00:29:52.380 it does change the game. Hundred percent. Read. One thing I think 463 00:29:52.420 --> 00:29:55.460 that I heard you said, dude, is that that I want to I 464 00:29:55.539 --> 00:29:59.019 want to throw in here, is you talked about this concept that most sales 465 00:29:59.099 --> 00:30:00.779 people live by and they don't even know it, which is the ABC of 466 00:30:00.819 --> 00:30:04.779 sales. Most people think that's always be closing. The ABC's of sales are 467 00:30:04.819 --> 00:30:08.849 to always be chasing. You're chasing your quota. You're chasing the guy that 468 00:30:08.930 --> 00:30:12.730 won't say yes, the girl that won't close. You're chasing, chasing, 469 00:30:12.769 --> 00:30:17.690 chasing, and when you're fifty five you'll still be chasing. If we would 470 00:30:17.690 --> 00:30:22.720 stop thinking so much from the perspective of this instant gratification, because that chase 471 00:30:22.839 --> 00:30:26.079 starts because in your mind you're thinking, I can get this closed this month, 472 00:30:26.319 --> 00:30:27.920 I can get this closed next week, I can get this closed in 473 00:30:29.000 --> 00:30:30.119 two months. Okay, they said next year, but I can get it 474 00:30:30.240 --> 00:30:34.640 closed then. You're so focused on this, this this perspective of what time 475 00:30:34.950 --> 00:30:38.990 is to you. When it comes down to what you want. Right money. 476 00:30:40.230 --> 00:30:41.910 I want money now. I want safety now, I want security now. 477 00:30:41.910 --> 00:30:45.190 And so you chase those are you put them on a pedestal, you 478 00:30:45.349 --> 00:30:48.630 idolize them, you puts your heart and your mind in the wrong place. 479 00:30:48.190 --> 00:30:53.220 You become consumed by a very unnatural thing. Money is not something that is 480 00:30:53.380 --> 00:30:57.339 natural. It is it is man made right, is the idea of right 481 00:30:57.660 --> 00:31:02.500 economics everything. We are not human beings that to get a little philosophical here. 482 00:31:02.539 --> 00:31:06.450 We were not made to come to this earth and to spend money. 483 00:31:06.650 --> 00:31:10.250 It's not what we were made for. I mean, how you can even 484 00:31:10.289 --> 00:31:12.650 argue that we're not made to work, but we are made to take action 485 00:31:12.690 --> 00:31:17.769 and we are made for fellowship. Right. We are made to innovate, 486 00:31:18.210 --> 00:31:25.079 we are made to carry out and obey basic principles of human nature and communication, 487 00:31:25.440 --> 00:31:29.920 to accommodate those that are around us, to give a very good existence 488 00:31:30.279 --> 00:31:33.509 and memory of the time that they spent on this earth to other people. 489 00:31:33.750 --> 00:31:37.309 And if we would focus on those truths, we would all change the game. 490 00:31:37.349 --> 00:31:41.750 Amen, brother. Well, Hey, I know we could talk about 491 00:31:41.750 --> 00:31:45.430 this for very long time, but unfortunately I don't think our listeners will will 492 00:31:45.430 --> 00:31:51.500 allow us much more. So, before we close out, how can people 493 00:31:51.740 --> 00:31:55.700 find you? How can they engage with you? What's the best ways to 494 00:31:55.740 --> 00:31:57.940 connect? Yeah, so the best way is just to go to Google and 495 00:31:59.140 --> 00:32:01.970 type in Daale depris and pretty much the next two pages of Google will give 496 00:32:01.970 --> 00:32:07.369 you a massive amount of resources from me, and whether that's youtube videos, 497 00:32:07.730 --> 00:32:12.809 because I have my own Youtube Channel, or whether you somehow stumble upon my 498 00:32:12.930 --> 00:32:15.799 snapchat, because I got one of those are my twitter page or a guest 499 00:32:15.920 --> 00:32:20.759 podcast or the selling local podcast, which is my podcast, or linkedincom bat 500 00:32:20.839 --> 00:32:24.599 slash Ian Backslash Copyer Warrior, if you want to consume daily content for me, 501 00:32:24.759 --> 00:32:29.000 but the easiest way to find me and all the platforms I'm on and 502 00:32:29.160 --> 00:32:31.230 all the free information that I'm giving away in that is some high value to 503 00:32:31.309 --> 00:32:36.869 salespeople, entrepreneurs, marketers and business owners alike is to go to Google and 504 00:32:37.069 --> 00:32:39.910 just type in Dale deprix. Awesome, and if you do not follow Dale 505 00:32:40.069 --> 00:32:45.299 on Linkedin, highly recommended. He's always got pointing content. I kind of 506 00:32:45.420 --> 00:32:50.819 binge on your content because I don't necessarily go and look every day, but 507 00:32:51.099 --> 00:32:53.900 Daie, your content is fantastic. Keep it up, my man and sank. 508 00:32:54.019 --> 00:32:58.380 So much for tank in the time and congrats on the business success. 509 00:32:59.490 --> 00:33:04.170 This is a wrap for the be to be growth human to human segment, 510 00:33:04.250 --> 00:33:09.369 and my good Buddy Dale de Pris, thanks for joining us. I hate 511 00:33:09.369 --> 00:33:14.640 it when podcasts incessantly ask their listeners for reviews, but I get why they 512 00:33:14.680 --> 00:33:17.920 do it, because reviews are enormously helpful when you're trying to grow podcast audience. 513 00:33:19.240 --> 00:33:22.000 So here's what we decided to do. If you leave a review for 514 00:33:22.119 --> 00:33:25.000 me to be growth in apple podcasts and email me a screenshot of the review 515 00:33:25.119 --> 00:33:29.990 to James at Sweet Fish Mediacom, I'll send you a signed copy of my 516 00:33:30.109 --> 00:33:32.990 new book. Content based networking. How to instantly connect with anyone you want 517 00:33:34.029 --> 00:33:36.990 to know. We get a review, you get a free book. We 518 00:33:37.150 --> 00:33:37.549 both win.