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.
