20 Episode results for "Blount"

Feng Shui Your Mercury Retrograde - Full Moon Session

Live Your Dreams Awake Podcast

07:59 min | 7 months ago

Feng Shui Your Mercury Retrograde - Full Moon Session

"Hi there, and welcome back to the live your dreams awake podcast a show for Powerhouse women who wanted to read more wildly live more vibrantly and give back generously brought to you by the parish acting academy with your host Patricia Logan author coach feng shui expert intuitive healer Shaman and passionate female entrepreneur. So look at this like a genius in your ear inspiring you to live your dreams now off. So we will relax your shoulders back take a nice deep breath in fear feeds connected to the Earth and feeling the light moving the crown of your head all the way up into the North Star to your personal North Star to your higher self to that energy that's connected above us really guiding us all the time and you know during this time of Mercury retrograde it is a time to realize that we are stuck in guided even if things may not be going to plan and really we have to just trust that there is a higher plan for us. So relaxing back your shoulders and it's really just anchoring and connecting to that higher plan really allowing yourself to connect to this beautiful Divine force field that is maneuvering and bringing things to us presenting us with things that we need to look at integrate let go and move through and as life lessons as beautiful Journeys and learnings for us to grow to expand and realize wage Life is our spiritual experience, you know just actually life itself is the most beautiful spiritual spiritual experience for us to grow and evolve and to really connect to our values and our dreams. So giving yourself permission to just drop into your breath and exhaling deeply, so just to we're going to just do a few nice deep breath since our breathing into your tummy. And exhaling s breathing in deeply. Exhaling abs and with these breaths and you just breathe in peace and allow the energy of peace to permeate through every cell of your body down into your fingers downtown toes and then exhaling out and just releasing it all anything that no longer serves you and just feel that sense of just squeezing from the tummy Blount all the Bratz to go go go all of it out and then taking another deep breath in into your body. And exhaling out and you can also just allow yourself to squeeze out as much of that are out of your body. So you're just allowing anything, you know off and this is also connected to this releasing letting go of the full moon as we breathe in love joy peace and just exhale and letting go of any thoughts worries or anxieties off or on these parts and bodies you squeeze that are out allow yourself to fully squeeze squeeze squeeze squeeze squeeze push your belly button back into your spine to really release and let go of anything those little tidbits at the end of the breath letting those go again taking another deep breath in And exhaling out. From here, we're going to connect with that energy of the full moon and allowing the full moon to bring up into our awareness anything that is already to be raised. I want you to just give yourself a moment to close your eyes again connecting your body and just ask your body ask your inner wisdom. What is ready to be released to Thursday? What word what feeling what emotion? What are you ready to send up to the star up to the full moon to just take it all away. So let's connect in and just really give you permission to see what your inner wisdom would like to say in to release today. It's a breathing in So allow yourself to connect with what it is that you are letting go off today. You know when we hear noises outside and things going on, you know, it's just to remind us that life is happening, you know life is happening and we can be in our own little Global to release and let go of anything that no longer serves us. So giving yourself permission to check in with your body and just ask us wash. Am I holding on to that? No longer serves me home has been triggering me over the last couple of weeks over this Mercury retrograde what repeated little things have been happening or conversations or things that have annoyed me bothered me off things that are feel like a little burden on my shoulders that have been worried about what's coming up. Just giving yourself full permission to Let It Go. Just allow yourself to see what it is and maybe you can see in a part of your body. Maybe you can just breathe in light to us. And then just maybe exhaling it out and just taking some time now in your own energy to just breathe in peace breathing what you want to welcome you to replace that energy with. breathing in peace I just exhaling with every exhale just allowing yourself to feel that release from your body. Breathing in peace love joy to replenish your soul replenish your body and exhale. You're letting go let it go. Let it go. To get another nice deep inhale in. And giving yourself permission to let go let go let go let go let go. And sometimes the letting-go needs to put a sound to us. Sometimes we need to move your body two releases. Sometimes you just need to actually see it and shine a light on. It should say I'm no longer available for this. And then exhaling and letting it go. breathing in peace breathing in peace Exhale, yes. breathing in peace and exhaling feeling your body get lighter and lighter and lighter as you just exhale and just release. And again now doing another few more breaths of that. Coming in and exhaling heading in exhaling. And I just scanning your body from the tips of your toes. All the way along and see where there's any discomfort that we may not even know what it's called or why it's being caused to just breathing into it. I'm breathing into my shoulder right now. 6 breathing and white lights into any place somebody that needs some attention some love some TLC. Gently bring your awareness back into your body back into your breath waiting your fingers and your toes bring a smile to your heart smile to your room small to your office space as well as with all here.

Patricia Logan Blount
Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount

OC Talk Radio

26:45 min | 2 years ago

Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount

"At Farmers Insurance we know every windshield collision has a unique sound beetle burt boop drone seen it covered it click for more are ours underwritten by farmers truck fire insurance exchanges and affiliates products available in every State <music>. Welcome back soon into sales pipeline radio grab your board catch wave and see if you can <hes> chief you concede that Blue Blue Wave or red wave <hes> developing right over the horizon there you know I know we don't talk politics much in the show map but I do think it's important for people to know that more and more people around the country having listen to this podcast are starting to write your name in for everything. That is a scary scary notion Paul. I think that is we are. We are clearly doing something wrong. That is a good idea. Yeah we are going to avoid politics on this. Show only say that <hes> I I am proud to live in a country. Where are we can each vote where we each get a saying what happens here and there you go to our leaders are in the direction? We're going to go and the decisions we make and so you know if <hes> if you believe strongly one way or another I don't care just get out there and vote and whatever happens sales pipeline will be here to support you. This feels pipeline is eternal and we are bipartisan sales radio. Thank you everyone for joining us. On the verse Sales Pipeline Radio of Q four for those of you in their calendar fiscal year Halloween is over. We're putting the way the COBWEBS and we're starting from scratch and and we are heading into November heading into December <hes> GonNa finish the year strong. If you're joining us live on the funnel media radio network thanks so much for joining us the liquid joined by live listeners at work every week and excited to have you with us if you're joining joining us with the podcast. Thanks so much for subscribing we are we are. I think we're over forty thousand subscribers now on the podcast. It's been crazy and it's been really really exciting to watch the thanks so much everyone for listening to us and every episode of <hes> sales pipeline radio past president future is always available ad sales pipeline radio DOT com very very excited to have our guest today. We're reaching every week some of the best and brightest minds in B._B.. Sales and marketing today is no different. I don't think it's a big stretch to say. This is the harding hardest working man and B. Two B. Sales at least me to be sales training <hes> he is constantly on the road trading some of the large organizations in the country. He's the author of nine count them Paul nine books including this year's new book objections the art and Science of getting past no I am honored thrilled to have with us today Jeb Blount Jeff. Thanks so much joining us. Thank you for having me on and just my need to say this straight out Jeb for president you can vote for me. I'll help you keep your pipeline full. That's Deford President. He'll keep your pipeline full that is literal and a metaphor it counts for everything I mean think about this. I I tell people all the time like life is a pipeline right. You're looking for the spouse. You're looking for an apartments. Whatever it is like you treat it like a pipeline? It's a better way of thinking about things so jet. Where where in the wide world are you calling from today because I'm pretty sure it's not from home? I'm not at home. I'm I'm working on my tent book and I'm hold up in the cabin <hes> overlooking the beautiful Lake Rayburn and northwest northeast Georgia. That's not a bad way to do it well. I there's so many different directions we could take this with you but I wanNa make sure we talk about a few things and I know are near your heart. You've written like I said nine books several bestsellers specific to sales sales leadership sales strategy. I WanNa talk about the more recent book objections because I think as has as selling gets harder as our prospects get busier as it gets more difficult to get yes from prospects that in some cases need what you're selling but have a hard time getting out of their own way talk about why this book was so prescient to be your next book this sure well. It's it's the one thing that everyone in sales. Faith is is objections objections. I maybe a better way sin. There's democracy in objection. If we want to continue on the the <hes> the voting process I guess conversation but <hes> there's democracy there everybody faces you get objections. When you prospect you get objections? When you ask for Next Steps you get objections when you ask people to buy and no one's immune so it doesn't make a difference what you sell? It doesn't make a difference if you're short cycle long cycle Michael if your enterprise if you're less complex and doesn't make a difference if you're an S._D._R.. Or you're in a e or you have full death. It doesn't matter every single person themselves is going to face objections so it's important to understand how to in deal with them and get them so that you can be successful in your role and Jeb. Would I was reading this book. I mean clearly it's a great resource for sales professionals business development professionals but I had a hard time thinking of anybody in a professional environment that wouldn't benefit from this methodology at the dollars. You know you're applying for a job. You're trying to get a raise. You know you're trying to sort of navigate a variety of professional obstacles. It seems like the methodologies in this book really do apply to a wide variety of people throughout the enterprise I think I think it goes beyond that I think at I think it applies to people from all walks of life if you if you if you take the first part of the book that really focuses on how do you deal with rejection. How'd you ask for things how oh you reduce resistant tickled to you're asking? How do you become rejection truth? Take anything that you do if you're a college in your walking and trying to get your professor to improve your grade you have to be able to ask people for things and deal with a the potential of objection action or rejection if you're an entrepreneur asking for money so I wrote the book primarily for B. Two B. Cells people but the surprising thing about the book is how many people are reading it. They're not necessarily in sales but they still have to ask her things and they have to get people to say say yes to them. So I think that that no matter where you are these techniques work and they're important for you and the back it happened. The book gets a little bit deeper into you know how you deal with objections and particular into cells belt process itself honored to have with us this week on sales pepperoni Jeb Blount. He is the author of nine books including the new book objections literally catching him he is he's often the hinterlands working on book number ten <hes> and you can check out more JEB if talking about hardest working man in in in <hes> in sales sales training nine books sales gravy university. If you go to sales gravy dot com you can get a ton of great insights in great information from gabby get his books articles videos. You can subscribe to get some of his. His latest training of via email just sales gravy dot com and Jeff. I don't think I've actually ever asked you this question sales gravy. I mean it's a it's a really cool brands a fund brand but where did sales gravy come from well back in two thousand six and I started the company I was was struggling to find a name and the original name from that company was Self Professionals Online which was Kinda lame and too long so I started looking and looking at looking and one day <hes> my family and I we were on captive island in south Florida and we were having Thanksgiving dinner and the waiter came by core gravy on my mashed potatoes and it was in that moment that I was Oh my God that that's the perfect name because I talked about all the time like if you keep your pipeline full you get gravy like you know things. Fall allows this guy that you didn't even expect so I ran across the parking lot on Thanksgiving Day two thousand six there was I it was out in the middle of nowhere on cats Eve island so I had to go the front office the front desk and make make the lady move off the computer so I get online registered the name because I was afraid that as I was thinking about someone else would get it so that's how I got the name I love it. It's very unique is very memorable and it's <hes> it's worked for a really well. Well you know the of all the topics topics you cover. I feel like in your content in your videos and if you haven't checked out jobs videos you know make sure you check out. He does a great set of videos that you can find on his website gravy dot com as well as on Lincoln. You talked a lot about prospecting and you know one of your book. So you think your your book from a couple of years ago called for fanatical prospecting talk about why this has been such a mantra for you and you know what you see in the field that makes such that we have to reinforce this topic again and again the number one reason for failure you're in sales as an empty pipeline and the number one reason why people have energy pipeline is that they're not prospecting and if you look at it and businesses as a whole so the companies that we work with and when when they've got sales or talkline problems eighty percent of it either because 'cause they're not getting stuff into the pipe for they're not effectively advancing things through the pipe by getting micro commitments and next steps and processing too big piece of that now if we get deeper into this if we start thinking about dealing with objections a great deal will of your ability to deal with objection the the thing that impacted the most is emotional control so in every cell conversation the person who researched the greatest amount of Mosul control typically has the highest probability of getting the outcome that they desire. Let's just say that you're standing prospect and they give you an objection moving next up or they give you a buying objection. If you've an empty pipeline and your desperately need the deal you're going to have a lot harder time getting past that objection just because you like the emotional acuity to stand there and be assertive and confident in the face that objection ineffectively handle it but you have a full pipeline. If you've got tons of of deals in your pipeline you have so much more emotional control and this is this is where I think we we we miss. Sometimes you don't understand the connection between processing and sales process processing is asking for time and and the self process is asking for a series of commitments and when you were full pipeline wine you become much better asking for those commitments getting past objections and effectively becoming a better negotiator which improves your price from improves your margins and improves your terms and conditions that Jeb is you and I both know in the the B._B._C. Modern sales and marketing literature the term prospecting and let alone cold calling and using the phone sometimes become dirty words and people assume it's kind of passe. I love watching you know you and Anthony and mark and others still going to answer that question and I am really excited about what you guys have done with your conference. Gay Talk a little bit about outbound. <hes> is your perspective on out balance it related to prospecting pipeline development but also talk about outbound the conference what people can look forward to <hes> next year. That's funny you know we talk about co- call me being bad and I've got itself team and <hes> and we're my company sells gravy. We're we'll be would you call them hyper growth company we're doubling inside every single year and we're growing exponentially <hes> both in terms of people and in terms of our revenue and so much of his driven by cold calling as much as we drive down marketing and I believe in inbound marketing and I believe in content marketing just like you do the things that you talk about and teach our fundamental to driving pipe on the flip side of that me know that out down prospecting combined with inbound marketing is really really powerful like it's it's just it's rocket fuel for your for your top line and we talking about outbound my my my teams do Co.. Call right now for outbound and yesterday we still fifty tickets for outbound. Just on Co calls WHO's called people up. You're interrupting today and we're selling outbound tickets and we do this every single day and it's a it's incredible from military recruiting I was with the Texas National Guard last week and <hes> we had a group of recruiters in the room and we did to thirty minute phone blocks and <hes> and we one hundred ninety nine appointments on cold calls out down processing is powerful and the reason that we built the outbound conference was because businesses are are struggling with this and I and he he used the word passe. I don't think anybody ever wanted to do outbound processing. It's just it's just that we've accepted that and so many businesses this is the accepted it and so many people have accepted it and then there's a whole group of people that couldn't sell their way of paper bag who has found a you know an avenue to talk about why they don't WanNa Prospect Hustler Media and most of his just plain noise and smart companies. Smart Organizations understand that you've got. You've got to draw pipe. You've gotTA drive. <hes> your your productivity through the to the sales process and you've got to make sure <hes> that you processing thing to do all to pull everything through and it's not about co calling or not cold calling. It's about all of the above. It's about using every resource at your at your disposal whether it's a you know a telephone processing call whether it's text messaging messaging social media email <hes> inbound no matter what is and we use all that in combination you win. That's what we've got the outbound conference so this year the conference <hes> this third year we'll have twelve hundred people at the conference <hes> we've we've already already sold three hundred tickets and at the end of October first day of November and we sold out our last two years <hes>. It's we call it through hot. Show of the cells profession goes it really is. We even have a fog machines with awesome and. Add <hes> and we have this year which really I'd love to see. Is that that we're getting teams that are buying you know twenty thirty tickets at a time so we've <hes> we've sold three hundred tickets and <hes> at least I don't know how those tickets tickets. I would say our companies who have bought tickets for their entire self team so they're bringing everybody in this is a big deal so we've expanded to <hes> three day conference two main stages twenty-one speakers and <hes> and then a full day of <hes> of training sessions on the third day so it's <hes> is going to be a lot of fun this year. We're we're having a good time with it and thank you for asking yeah. Of course you guys do a great job with his conference. If you WANNA learn more about the outbound two thousand nineteen conferences in April at Georgia World Congress I center in Atlanta <hes> just check out bound conference dot com. We'll put that Lincoln show notes for this <hes> webs this podcast episodes well. We quick break pickup of bills. We're back. We've got more questions with de Blasio gray sales gravy. This is sales pipeline radio <music>. Are you tired of sending sales emails. I'm wondering if anybody ever even open them well if so you need a new service called male tag. It's a chrome browser extension for your our g mail that allows you to track your emails in real time you receive alerts right away and your desktop. A senator emails are red and as a special thank you for being listener of this podcast. We've teamed up with male tag to provide you guys with special discount just use the Promo Code Hines H. E. I. N. Z. and you can get you ready for this fifty percent off for life. How's that for political promise here fifty percent off for life be sure to check out male tag dot? I <music> oh remember it's male tag dot I to start your completely free fourteen day trial try it. I feel like it put in the code. Get fifty percent off for life no credit card required and if you can't remember all this and write it down quick enough the link. There's always in the show notes the way we do. Business is advancing faster than ever before yet amongst the disruptions. There's one pillar that stays standing through it. All the power of a relationship relationships are at the core of everything everything so Howard today's organizations developing nurturing and leveraging them to drive success download the new research report on the State of relationship marketing and learn how your team can bridge the gaps between relationships and Revenue Download your report and Hines Marketing Dot Com. That's H.. E. I. N. Z. Marketing Dot Com and remember that as you listen to the second after the interview with madness guests that vote for these guys is about to make your sales pipeline great again just want to tell you that so make sales pay grade. I don't know what that at that comes out to. In terms of an acronym I appreciate <hes> we have hats. We're working on hats for that. Appreciate appreciate a sponsor of the show male tag that Oh you mentioned them love what they're doing. If you were on g mail I WANNA great tool very simple easy to use powerful tool to help manage follow up with your prospects really anybody. You're emailing with definitely takeout meal Tag Dot I._O.. Next couple of weeks we got some great guests is coming up. We got Jeffrey Dahmer next week. He is the the king of sales <hes> you. I'm sure if you're in sales you read some of his material very excited to have him on the show coming up in the next couple of weeks. We've also got David Primer. He's the he's a fairly new consultant. He's been unbeatable sales for a long longtime GR. He's GonNa talk about the topic of cerebral selling but we have a few more minutes here today. With Jeb Blount he is the CEO sales gravy author of several sales books including <hes> this year's bestseller objections and speaking of Cerebral Selling Jab. I know your book right before this one was a sales e. When you were talking a little bit about you know controlling the your emotions and controlling <hes> sort of how well you manage the sale manage the conversations talk a little bit about what was behind Z Q and the message is there yet associate hugh was essentially the plug in for Challenger and you know which which is a good methodology but sadly has ruined several self teams on say several lots of teams just because because it left out the emotional connection you you can't use the challenger methodology? If you don't have a relationship if you if you don't understand how to control your emotions so that you can impact the emotions and behaviors of other people so when when I start set out the right Celtic you it was just the answer that question so that social organizations could actualize some of the methodologies that were in challenger and really what it has become is we have entire sales organizations nations at multinational companies that are adopting Selvi Hugh which is self specific emotional intelligence because they understand that sailed is inherently emotional <hes> and it is emotional in the buyer side and emotional and the celtics person side and it's not just enough to tell you that you have to control a manager emotions you have to have frameworks and techniques and processes so that inside the self process as a self professional as a leader as a coach and as an organization that you're setting yourself up up to gain that emotional control and and the ability to influence in persuade other people while you're delivering incite while you were challenging status quo and while you were dancing your stakeholders through the sales process and while they're advancing through their buying process JEB is the ability to do that is that inherited. Is that learned you know how do you if you don't really have that kind of. I guess empathy today. Is that something you can learn or get better at yeah. One thing we when we think about empathy is the data tells us that sells professionals who have a who are lower on these guys who have had who are more self centric over time have a tendency to outperform self people people who are higher on them petit scale and and now this is interesting science because it's and it's good stuff but the reason is not because they're better in the sales process. The reason is is that sells people who are low around the empathy scale or are more likely to pick up phone or walking the door or interrupt day and ask for time the problem is that the self people who are low around the empathy scale those people who are naturally self centric debut really really well and transactional cells are really short cycle cells. And they begin to fail dramatically as the complacency in the link of the sales growth so people who are higher on the scale are much better at the enterprise level than people who are lower on them but he scale so the question is how do you balance that out and and it really comes down to up to one one the key pieces awareness so helping people be become aware of how they they interact with the world how they interact with people because if you were lower on empty scale you can learn what what we call dual process which is the ability to step into your prospect shoes and and be empathetic and at the same time not lose sight of the outcome that you're you're driving for that particular meeting and if you're if you're higher on nifty scale we can teach you how to be more outcome driven so that at the end of meetings you're setting the next stop and at the and you're able to set up appointments in do prospecting to fill up the pipeline and this this is emotional intelligence but when we say sell specific gets focused primarily on the relationship that you have between a a seller and a buyer not necessarily how emotional intelligence say applies being a parent for being a leader and we know that emotional intelligence is something that you you can learn and something that you can grow now. That's not to say that there are people who should not be in the cells profession there are if you're a psychopath or your super narcissistic may not be the right place for you and if you are hyper input that uh empathic in other words if you can feel the vibration of trees and if someone says boo you run away just may not be the right place for you but most people are some place inside that spectrum and they absolutely can learn how to improve emotional intelligence either to be more outcome driven so that they can they can they can 'em are you know influence the actions of other people so when they make a request they get the buyer to comply or they can. They can learn how to be more empathetic in in other words. Listen a little better step into their prospects shoes understand things from their perspective and built solutions around those things they can learn that if they are lower on impetus scale and we know this to be true because most people who are really good and sales that got there because they learned it through coaches and teachers and people who help them and experience which is one of the greatest teachers of emotional intelligence. I just went away twenty years for you to figure this out. I need to teach quickly which is why we have something called Celtics and we teach people how to build and grow those those skills and techniques and processes love. It just have a few more minutes here with Jeb Blount The C._E._o.. Sales gravies so many great resources for you available for free at sales gravy DOT COM and I want to go back to the fanatical prospecting because I actually have I know a number of marketing leaders and demand folks that have read that book and see it as a great opportunity to improve skill set for sales people but also look at that and say okay. What can we do as a marketing organization to support this behavior and activity for the sales team? What would your feedback or what you would your recommendations be to marketing leaders to demand generation leaders to you know better enable the sales team to be more successful full at prospecting? I think that I think a great deal of it is miliary so this is harder for smaller companies than it is for larger companies so if we if we've looked at familiarity already from a you know a the way human beings operate we tend to engage people and companies and do things that are more familiar to us than things are less Miller to us and this is why there's something called advertising. Advertising is a big part of marketing because the more I see a logo the more I I hear a message the more likely I'm going to take a call from the self person who is asking me for time so the big thing for marketers building familiarity now that can be done in bulk so you're doing <hes> widespread bolt marketing <hes> it will. You're you're reaching out and you're just doing brand building so that yourself people the companies that you're crawling know who you are and then when you get into two more for enterprise level sales where you've got really big deals on the line it's account based marketing that the the the marketing organization is focusing in on on building familiarity and nurturing long term relationships so that the enterprise reprisals people are opening up the doors for these complex deals in exactly the right time so they're they're paying attention to window of opportunity then then obviously with with so much data today and the the ability of marketing to pull information out of the marketplace listen in ways that was we can even imagine twenty years ago if marketers can provide the right type of insight especially around when buying windows open winder trigger events that create opportunities can get that information in front of their selves people pull integrate that into the prospecting process so that as we're building better listens we're using some of the really cool tools that are out in the market place today like one of my favorites is a company called outreach. I love the tool it's fantastic <hes> if if I if my marketing group can build the the insight that they're getting into building better lists that we dropped into tool like outreach that allows us to operationalize for basically canonical prospecting if we can and do that all of a sudden we were connecting marketing and sales in a in a way that is producing pipe and clearly we don't WanNa lose sight of content marketing and inbound marketing 'cause 'cause an down lead is fantastic. Someone raises their hand says I want to do. I want to learn more about you that the very best lead we can get. We want all of those that week that marketing can can possibly produce absolutely well. Hey We <hes> we could do this forever but I need. Do we need to get we need to get onto the next show here on the funnel media network in Jeb. We gotta let you get back to the hinterlands and finish book Deborah tens of thanks so much to our guest today Jebel out. He's the CEO sales gravy definitely check out sales gravy dot com all of his great books and free resources checkout outbound conference dot com highly recommended. If you're array sales professional join us next week we got no mark great guests coming up here to finish off. Two thousand eighteen can check out all episodes including this episode on demand sales pipeline radio DOT COM for migrate producer Paul. This is Matt Hi. Thanks for joining us for another week of sales pipeline radio. You've been listening to sales pipeline radio right here in the funnel radio network brought to you by Heinz marketing network listener bike you.

Jeb Blount sales training Jeb Blount Jeff Jeb JEB Co marketing and sales Celtics CEO sales gravy Lincoln Paul Georgia President Farmers Insurance Jeb Hines Marketing Dot
A Bowl of Soul A Mixed Stew of Soul Music Broadcast - 02-26-2021 - A Bowl of Soul Celebrates New R&B Music for 2021.

A Bowl of Soul A Mixed Stew of Soul Music

1:02:52 hr | 2 months ago

A Bowl of Soul A Mixed Stew of Soul Music Broadcast - 02-26-2021 - A Bowl of Soul Celebrates New R&B Music for 2021.

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You've reached the right place. Destination called soul. It's the bionics you know what's next. It's a bowl of so mix to of so. This is your man jay most in your listening to soul music at its best. A bowl of soul mixed stool of soul music white michigan motown. And here's the motown sound honest. Back baby ontario. Think sure try a thing you have says no way do you. Fan around vis a poem of so a big stew of so music and you just heard a lost and found single from author reeves and the vandellas talking about. I'm glad you belong to me. That was done. The early seventies might be nine thousand. Nine hundred seventy one thousand nine hundred seventy two and that song. I liked the way they did that song. I think it was a good secondary treatment to that song which was originally done by edwin starr and benke together. They did that song. Very funky a love to call and response. I'm glad you belong to me. This was done in one thousand nine hundred sixty nine by blinky and star and then it was done by martha reeves and vandellas in one thousand. Nine hundred seventy one thousand nine hundred seventy two and this is a bowl of soul and we're coming to the end of black history month and a lot to celebrate. You know what. I'm saying a lot to celebrate. They've been having some great programs they had this show call miss the sole about ls. Hey slip. who put out this show on. Pbs back in the days illustrating black talent black thought had tony morrison new birth. You know ashford and simpson's some of the names of the people that were on this show. And i remember seeing this show as a child and it blew by mind so you get a chance if you have a local public broadcasting station. Make sure you check out mr soul. The story about ellis. Hey slip who was the host of this show and this was a little bit before soul train. Right was the precursor to soul train. Coming up nex. Got some classic soul from the legendary. Miss natalie cole. Talking about just can't stay away. We're going do some back to back. Natalie cole right here on a bowl of soul is your man mandy folks so y'all check it out a bowl of so one of the hottest days in a land of capacity low babe right back in your arm is it. Draws mentioned had been the first time way no johnson would not just stay a see adjust material up and see my mom's gone own a stig. Oh yes thin city off. Spillway off It's not Giving you some classic soul of data rico. That song was off album. Called thankful from nineteen seventy seven. Which was released by natalie cole on november sixteenth. Nine hundred seventy seven on capitol records. This album had. I'll love one of my favorite songs. Peaked at number ten on the billboard. Hot one hundred and topped the rb charts in one thousand nine hundred seventy eight and this song. I love this apple. You know on this album was lovers. I love la costa nothing stronger than love. Be thankful just can't stay away. What you just heard. Andy may which gonna play for you next and keeping a light. This album was number sixteen for billboard top. lp's in one thousand nine hundred seventy seven and it was number five for us billboard top soul ps number five so. This was a hot album back in one thousand seventy eight celebrating. Miss natalie cold we natalie. Cole was born in february on february. Six nineteen fifty and she passed away on december thirty. First two thousand and fifteen. And as you know. Natalie cole was. The daughter of american singer and jazz pianist delayed great mr nat king cole. And she was on the same label as a father capitol records which is a premier label for artists to be on lot of your great grates on this label. Which was her father. Frank sinatra al martino. You name it. Capitol records was very top record label. And we celebrate. Ms natalie cole. Right here on a bowl of soul coming up next offer that same album may and this is a bowl of so. This is job york. And you're listening to a bowl of soul with terry. Y'all falls on us Wasn't have a hand you that's eighty today. Talk pro giving you some classic soul from the legendary natalie. Cold talking about adebayo. That's all was number six on the. Us army charts and nineteen seventy eight. We celebrate this data. Lieko right here on a bowl and we're gonna go back to nineteen eighty something. That was pretty pretty hot. The fat back bay bad back bad coming out of new york city not know. I was down in atlanta georgia. What i heard this song right here on. A bowl of soul backstroke. It and this is a bowl of so so again. I walked into the room with no expectations. Just as donald. If in here. I am at a bowl of soul with professor. Teela off on this earth on your job. S of bags bags. Look bad south Patch a thanks faster cutting strike. I hope you had to roller skates on. Because that was a roller skating song from the fat back band american and funk disco band popular in the nineteen seventies in one thousand nine hundred eighties back in. That was my song. You know what i'm saying. Fat back band there. They were formed in new york city in one thousand. Nine hundred seventy and the band was the concept of bill. Curtis who was a session drummer and he was inspired to merge the fat back jazz beat of new orleans into a funk band and in addition to bill kurtis the band's initial lineup included guitarist. Jani king basis. Johnny flippin trumpet play george williams saxophonist. Earl shelton floodis. George adams and keyboard is jerry thomas and the band specialize in playing street funk. They had a conga player. Wayne woolford vocalists. jane jerry. deborah cooper. Saxophone is fred demery guitarist. Louis wright and george church victory and let me tell you fat bac pam was very popular and when they came out with this joint day will own fire in nineteen eighty. We celebrate the fat back bad right here on a bowl of soul coming up. Nex gonna bring you some smooth grooves from the nineties. My man from brooklyn new york maxwell. I remember hearing this song. This was my joy till look cops. Come knocking and this is a bowl of so. Hi my name. Is andy stokes and you listen to a bowl of soul a mix of so basic tall to start kiss who thank you. Wake the gino four own. That's cool show on you long A pain and we loop giving you some sexy soul from maxwell till the cops come knocking off of his debut album maxwell's urban hang suite and what people don't know is that this album was not an immediate commercial success but it was helped by the release of the second single ascension. Don't you ever wonder right. In june july of nineteen ninety-six and the album eventually became a million seller but that was his first single off that album. I thought it was quite sexy. But it was ascension that propelled maxwell's album urban hang suite to the top of the charts and this is a bowl of soul a mixed stew of soul music. And you need to know why you need to listen to a bowl of soul music from fifty fifty. I'm fifty a little bit of the sixty. The sixty sixty thrown in with some of seven seventy seventy mix. Well with the with the eighty. Bring to boil with the nineties and just judge of the future. The future that's our recipe for a bowl. Oh so amidst of ood along boa into the store Hard times a Town two pain is now suit giving you suck from nineteen ninety four from target offer. Her debut album called natural thing that was on polydor records. The album peaked at number fifty. Eight on the billboard top rb albums chart and features the top forty rb. Hit what you just heard through the rain. I'm gonna make you mine and hold on and you know what i didn't know about. Tanya is that she also was not only a singer but she also signed two puppies label bad boy entertainment entertainment in hundred ninety six and she did her second album but she also wrote for herself and other bad boy artists. You know what i'm saying. So she was not as not only a singer but she is a song writer and she has a very very very strong gospel background. And you know. Tanya blount came to prominence in the film sister act two back in the habit in one thousand nine hundred ninety three which she featured as to character tanya and she did a performance of his eye is on the sparrow with lauryn hill. Also they did this song together. And she and lauren hill captivated audiences with a memorable performance and tanya blount appeared on the features films original soundtrack album and this is a bowl of so celebrating tanya blount right here on a bowl of soul coming up nex got another hot song classic from row james talking about permission and this is a bowl of so. This is jonathan winstead. And you're listening to a bowl of soul a mixed all of soho music. Don't talk show me what happened can let your hair only a. Did you find your own slow. Yup you know what. I'm talking bell. Show me check traffic from the seco. A can let you have to along and is you to me. Fresh green green green stop. Give me the baby Give me back me that Me like two thousand and sixteen permission by row. James also known as ronnie james tucker born november nineteenth nineteen eighty seven and he goes by the stage name of james. He is a german born. American singer songwriter was born in stood guard germany and he is known for his single of which you just heard permission. Rich reached number thirty seven on the hot rb and hip hop songs chart and he is signed by by storm entertainment. Rca records this was released. His album called el dorado his first album under a major label. And what. I didn't know about road james. Is that his aunt. Is rosie gaines. Who was a former singer for prince and wrote james. He loved the album purple rain. And you know what it landed him in the studio at the age of nineteen and he wrote he had a single. He had a credit on a single. Call us me that was done by rb singer. Miguel who he formed a bond with on my space and you know row. James has performed in around new york with artists. Such as luke. James and woodson gordon. And you know that continued on for him. He released in nine and two thousand and thirteen his epi. A three part entitled coke. Jack and cadillacs woo. We celebrate row. James right here on a bowl of soul and you know his album. His debut album which was released on may twenty seven two thousand and sixteen. It debuted as set at number seventy one on the us billboard two hundred and at number eight on the us top rb hip hop albums and it subsequently earned him his first nomination for best rb performance at the fifty ninth grammy awards in february. Two thousand. seventeen. Make sure you check out row james and you can definitely check them out by going to amazon. Itunes you name it spotify. All of the artists here martha reeves in a van dulles natalie cole fat back band maxwell tanya blount make sure you check out their discography and this is a bowl of solar. This is not love coming at you once again. You can hear a bola soul on the progressive network. Www dot prn dot fm six pm eastern standard time. Three pm pacific you can also catch a bowl of soul on the abol bowl of soul a mix stew of so music radio network as well as you can check out my podcast and get some soul ago at a bowl of soul dot com coming up next. This artist reached out to me from brazil. Was listening to a bowl of seoul. Sent me a song a quite a few songs. And this song. And i'm gonna play for. You is in portuguese but his portuguese soul is call who models from frederico sour beanie and this is a bowl of soul. Hi this is kenya's and you're listening to a bowl of soul a mix of so music Turn team budge edged. Thank word took age favor. Nice skirt not only on the talk. Thanks that s hot. I like that. Who models means humid. I like it. It's got a funky groove on it. This is from frederico sal what beanie federico's sour beamy reached out to me and he sent me his music. And i think it's odd you know on a bowl of soul. Listen so music can come in any language. Okay could come in any language. So make sure you can support mr federico salvini talking about who models and can be reached that fred sourby at g mail dot com and it definitely is should be on other music platforms. But i think it's a great. I think it's a great song you know. And i like it. It's got a funky beat to it and you know i believe people should tell their stories and their language and sometimes when it's told in their language has more impact so right he want to bowl. The sole bedrick federico sourby from brazil. You could catch his music on soundcloud. Just look for fred sour beanie and he has. He has some other music. That's really hot. Damn gonna play on a bowl of soul. He does blues. He has also smooth jazz. He likes hip hop. So he's very versatile man so make sure you look for federico salvini on soundcloud dot com. Just look for sound soundcloud. Dot com forward slash. Fred sourby s. a. w. a. b. i. I coming up next. We got some more new music from. I've been markle featuring. Xl middleton got this funky groove wanted. Call show us away and this is a bowl of so it. May i'll be honest seconds away amendable nest by value. Talk yes opinion. Nothing google attack by the way talk s hot that s new phone. That's new folks from xl middleton featuring xl middleton from ibm mark. This is off of an album called a family of fair which includes modern funk from artists such as temu xl middleton moafak. Mona kia funk. Master ozone maya kilter on excuse me gil masuda and gaped make sure you support. I've markle featuring exile middleton the family affair album this is on sleepers definitely wanted to play this. He reached out to me. I've markle reached out to me through the indie music bible and he saw that i play rb classic soul funk but let me tell you that song fits right in. Make sure you support. I've been markle featuring. Xl militant the single show you the way on the family affair album. Make sure you catch up with them. You should be able to catch with them. On itunes apple music spotify amazon dot com. Make sure you get this funky single. I'm gonna leave you with some new music from theresa griffin doing her rendition of aretha. Franklin's angel and this is a bowl of soul. John find to certain down a- on in a meeting in so much then some that is So just go A some fun me and Aw won't she not going. Oh ooh longest look gone. Keep on truckin. Now flagship ga vote on. Try a new. Rv from theresa griffin from congo illinois. New music for twenty twenty one. Make sure you support her angel. Which was a hit for retha franklin and nineteen seventy-three. Make sure you go to amazon. Dot com to purchase the single. And make sure you check out to griffin on her website. Teresa t. e. r. i. essay griffin g. r. i f. f. i n. dot com and we reach the end of a bowl of soul. Make sure you follow me. Professor t love one instagram at professor. Pr left t love. Make sure you like my facebook. Page a bowl of soul a mixed to of soul music. Make sure you tune into the abol solar stew of soul music radio network where you're getting three hundred sixty five days of the year of seven days a week. Twenty four hours a day. It's the abol a soul radio network. Make sure you get some soul to go by going to a bowl of soul dot com. Make sure you carry that with you like a transistor radio. This is professor t love. I hope you enjoy this segment of so and make sure if you wanna hit me up me up at a bowl of soul edge. Email dot com. I hope you enjoy the segment of a bowl of soul and we're coming to the end of black history month and we celebrate. R&b music from nineteen forty nine to the present. This professor t love. And you're listening to a bowl of so you're listening to rally your friends. The caribbean is calling. Bacardi mail leslie grayson. Boy wonder have remixed. The latin classic conga search now on pandora and soundcloud bacardi do what moves you live passionately drink responsibly. Twenty twenty one bacardi is trade dress in the bet device are trademarks or bacardi and company ltd car. Usa in coral gables. Florida run forty percent alcohol by volume for your food is out there on robina mcdonnell steak egg and cheese bagel. Who look at this steak and juice running down the side. A little bit on rapper. Here and then a fluffy egg and cheese for it oversaw looking. Just so good. oh Grilled onions unabomber bego. Two thumbs off. Madonna stay gag. She's bagel for breakfast. Love it more baba at participating mcdonald's.

natalie cole tanya blount maxwell Dot co padro benke vandellas tony morrison martha reeves Miss natalie mr nat king cole Frank sinatra al martino adebayo Lieko Teela jpmorgan chase bank bill kurtis Jani king Johnny flippin Earl shelton
Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount

OC Talk Radio

27:46 min | 2 years ago

Sales Objection Handling from the Master: Insights from Best Seller Jeb Blount

"Quitting your burgers of a coffee table. If you WANNA eat a bird or put it on a bar volume instincts to be dubs for the new all American cheese voter fresh juicy fiefs fast tillage crispy around the edges covered dewey cheese and stack to the ceiling with deliciousness knocked that baby Dow with a frosted beer at the bar just like the sports God's intended but new all America cheeseburger at Buffalo Wild Wings. Please drink responsibly <music>. Welcome back soon into sales pipeline radio grab your board catch wave and see if you can <hes> chief you concede that Blue Blue Wave or red wave <hes> developing right over the horizon there you know I know we don't talk politics much in the show map but I do think it's important for people to know that more and more people around the country having listen to this podcast are starting to write year name in for everything. That is a scary scary notion Paul. I think that is we are. We are clearly doing something wrong. That is a good idea. Yeah we are going to avoid politics on this. Show only say that <hes> I I am proud to live in a country. Where are we can each vote and where we need you get a saying what happens here? There you go to our leaders are in the direction. We're going to go and the decisions we make and so you know if <hes> if you believe strongly one way or another I don't care just get out there and vote and whatever happens sales pipeline will be here to support you. The sales pipeline is eternal and we are bipartisan sales by radio. Thank you everyone for joining us on the verse Sales Pipeline Radio of Q four for those of you in their calendar fiscal year Halloween is over. We're putting the way the COBWEBS and we're starting from scratch end. We are heading into November heading into December. GonNa Finish the year strong. If you're joining us live on the funnel media radio network thanks so much for joining us the we're liquid joined by live listeners at work every week and excited to have you with us if you're joining us with the podcast. Thanks so much for subscribing we are we are. I think we're over forty thousand subscribers now on the podcast. It's been crazy and it's been really really exciting to watch the thanks so much everyone for listening to us and every episode of <hes> sales pipeline radio past president future is always available at sales pipeline radio DOT com very very excited to have our guest today. We are reaching every week some of the best and brightest minds in sales marketing. Today is no different. I don't think it's a big stretch to say. This is the harding hardest working man in B.. Two B. Sales at least to be sales training <hes> he is constantly on their own trading some of the large organizations in the country. He's the author of nine count them all nine books including this year's new book objections the art and Science of getting past no I am honored in thrilled to have with us today. Jeb Blount Jeff thanks so much is joining us. Thank you for having me on and just my need to say this straight out JEB for president. You can vote for me a happy. Keep your pipeline full. That's dead for president. He'll keep your pipeline full that is literal and metaphor. It counts for everything I mean think about this. I I tell people all the time like life is pipeline right. You're looking for a spouse. You're looking for an apartments. Whatever it is like you treat it like a pipeline? It's a better way of thinking about things so jet. Where where in the wide world are you calling from today because I'm pretty sure it's not from home? I'm not at home. I'm I'm working on my tent book and I'm pulled up in a cabin <hes> overlooking the beautiful <hes> Lake Rayburn and northwest northeast Georgia. That's not a bad way to do it well. I you know there's so many different directions. We could take this with you but I wanNa make sure we talk about a few things and I know are near your heart. You've written like I said nine books <hes> several bestsellers specific to sales sales leadership sales strategy and I wanNA talk about the more recent book objections because I think you know as has as selling gets harder as prospects get busier as it gets more difficult to get yes from prospects that in some cases need what you're selling but have a hard time getting out of their own way talk about why this book was so prescient to be your next book this here well. It's it's the one thing that everyone in sales. Faith is is objections objections. I maybe a better way democracy objections. If we want to continue on the the the voting process I guess is conversation but there's democracy there. Everybody faces you get objections. When you prospect you get objections? When you ask for Next Steps you get objections when you ask people to buy and no one's immune so it doesn't make a difference what you sell? It doesn't make a difference if you're short cycle long cycle cycle if your enterprise if you're less complex it doesn't make a difference if you're an S._D._R.. Or you're in a e or you have full death. It doesn't matter every single person themselves is going to face objections so it's important that you understand how to in deal with them to get past them so that you can be successful in your role and JEB. Would I was reading this book. I mean clearly it's a great resource for sales professionals business development professionals but I had a hard time. Thinking of anybody in a professional environment wouldn't benefit from this methodology the dollars. You know you're applying for a job. You're trying to get a raise. You know you're trying to sort of navigate a variety of professional obstacles. It seems like the methodologies in this book really do apply to a wide variety of people throughout the enterprise I think I think it goes beyond that I think I think it applies to people from all walks of life if you if you if you take the first part of the book that really focuses on how do you deal with rejection how'd you ask for things how oh you reduce resistant tickled the you're asking. How do you become rejection proof? Take anything that you do if you're a college kid and you're walking and trying to get your professor to improve your grade. You have to be able to ask people for things and deal with the potential of objection action or rejection if you're an entrepreneur asking for money so I wrote the book primarily for B.. Two B. Cells people the surprising thing about the book is how many people are reading it. They're not necessarily in sales but they still have to ask for things and they have to get people to say say yes to them. So I think that that no matter where you are the techniques work and they're important for you and the back of the half of the book gets a little bit deeper into you know how you deal with objections in particular in the cells belt process itself honored to have with us this week on sales pepperoni Jeb Blount. He is the author of nine books including the new book objections literally catching him he is he's often the hinterlands working on book number ten <hes> and you can check out more jab at talking about the hardest working man in in in <hes> in sales and sales training nine books sales gravy university. If you go to sales gravy dot com you can get a ton of great insights in great information from Jeb you get his books articles. Videos can subscribe to get some of his. His latest training of the email just at sales gravy dot com and JEB. I don't think I've actually ever asked you this question sales gravy. I mean it's a it's a really cool brands a fundraising but where did sales gravy come from well back in two thousand six month started the company. I was was struggling to find a name and the original name for my company was Self Professionals Online which was Kinda lame and too long so I started looking and looking at looking and one day <hes> my family and I we were on captive island in south Florida and we were having Thanksgiving dinner and the waiter came by core gravy on my mashed potatoes and it was in that moment that I was Oh my God that that's the perfect name because I talked about all the time like if you keep your pipeline full you get gravy like you know things fall. Allow this guy that you didn't even expect so I ran across the parking lot on Thanksgiving Day. Two thousand six there was I was out in the middle of nowhere on T._v.. Island so I had to go the front office the front desk and make make the lady move off the computer so get online registered the name because I was afraid that as I was thinking about it someone else would get it so that's how I got the name I love it. It's very unique is very memorable and it's it's worked for you really well. The of all the topics topics you cover. I feel like in your content in your videos and if you haven't checked out jobs videos you know make sure you check out. He does a great set of videos that you can find on his website Graham Dot Com as well as on Lincoln. You talked a lot about prospecting and you know one of your book. So you think your your book from a couple years ago called for fanatical prospecting talk about why this has been such a mantra for you and you know what you see in the field that makes such that we have to reinforce this topic again and again well the number one reason for failure you're in sales as an empty pipeline and the number one reason why people have energy pipeline is that they're not prospecting and if you look at businesses as a whole so the companies that we work with and when when they've got sales or talkline problems eighty percent of it either because because they're not getting stuff into the pipe for they're not effectively advancing things through the pipe by getting micro commitments and next steps and processing big piece of that now if we get deeper into this if we start thinking about dealing with objections a great deal wheel of your ability to deal with objection the the thing that impacted the most is emotional control so in every cell conversation the person who researched the greatest amount of motion control typically has the highest probability of getting the outcome that they desire. Let's just say that you're standing in front of a prospect and they give you an objection moving to a next up or they give you a buying objection. If you've an empty pipeline and your desperately need the deal you're going to have a lot harder time getting past objection just because you like the emotional acuity to stand there and be assertive and confident in the face that objection ineffectively handle it but you have a full pipeline. If you've got tons of of deals in your pipeline you have so much more emotional control and this is this is where I think we we we miss. Sometimes don't understand the connection between processing and sales process processing is asking for time and and the self process is asking for a series of commitments and when you were full pipeline pipeline you've become much better asking for those commitments getting past objections and effectively becoming a better negotiator which improves your price for improves your margins and improve your terms and conditions that jabs and I both know in the the beat Abi Modern Sales and marketing literature the term prospecting and let alone cold calling and using the phone sometimes become dirty words and people assume it's kind of passe <hes> I love watching you know you and Anthony and mark and others sort of answer that question and I am really excited about what you guys have done with your conference. Gay Talk a little bit about outbound. <hes> is your perspective on out balance it related to prospecting in pipeline development but also talk about outbound the conference what people can look forward to <hes> next year gets funny. You know we talked about co- call me being bad and I've got itself team and <hes> and we're my company sells gravy. We're we'll be would you call them hyper growth company we're doubling inside every single year and we're growing exponentially <hes> both in terms of people and in terms of our revenue and so much of his driven by co calling as much as we drive down marketing and I believe in inbound marketing and I believe in content marketing just like you do and things that you talk about and teach our fundamental to driving pipe on the flip side of that me know that out down prospecting combined with inbound marketing is really really powerful. I it's just it's rocket fuel for your for your top line and we you talk about outbound my my my teams do Co.. Calls right now for outbound and yesterday we sold fifty tickets for outbound. Just on Co calls WHO's called people up. You're interrupting today and we're selling outbound tickets and we do this every single day and it's a it's incredible from military recruiting I was with the Texas National Guard last week and <hes> we had a group of recruiters in the room and we did to thirty minute phone blocks and <hes> and we saw one hundred ninety nine appointments on cold calls out down processing is powerful and the reason that we built the outbound conference was because businesses are are struggling with this and he he used the word passe. I don't think anybody ever wanted to do outbound processing. It's just it's just that we've accepted that and so many businesses insist accepted it and so many people have accepted it and then there's a whole group of people that couldn't sell their way out paper bag who has found a you know an avenue to talk about why they don't WanNa Prospect Hustler Media and most of his just play noise and smart companies. Smart Organizations understand that you've got. You've got to drop pipe. You've gotTA drive. <hes> your your productivity through to the sales process and you've got to make sure <hes> that you were prospecting the thing to do all to pull everything through and it's not about co calling or not co calling. It's about all of the above it's about using every resource at your at at your disposal whether it's a you know a telephone prospecting call whether it's text messaging messaging social media email <hes> in them no matter what is and we use all that in combination you win and that's what we've got the outbound conference so this year the outbound conference <hes> we have third year. We'll have twelve hundred people at the conference <hes> we've we've already already sold three hundred tickets in the October first day November and with sold out our last two years <hes> it's we call it hot show of the cells profession because it really is we even have a fog machine so it's awesome and add <hes> and we have this year which really I'd love to see is that we're getting teens that are buying twenty thirty tickets at a time so we've <hes> we've sold three hundred tickets and <hes> at least I don't know how those. Tickets I would say our companies who have bought tickets for their entire self team so they're bringing everybody in this is a big deal so we've expanded to <hes> three day conference two main stages twenty-one speakers and <hes> and then a full day a of <hes> of training sessions on the third day so it's <hes> it's going to be a lot of fun this year. We're we're having a good time with it and thank you for asking yeah. Of course you guys do a great job with this conference. If you want to learn more about the outbound two thousand nineteen conferences in April at the George World Congress percenter in Atlanta <hes> just check out bound conference dot com. We'll put that Lincoln show notes for this <hes> this podcast episodes well. We got quick break pickup bills. We're back. We've got more questions with Jeb Blowout C._E._O.. Gray sales gravy. This is sales pipeline radio <music>. Are you tired of sending sales emails wondering if anybody ever even open them well if so you need a new service called male tag. It's a chrome browser extension for your. You're G mail that allows you to track your emails. In real time you receive alerts right away and your desktop. A senator emails are red and as a special. Thank you for being a listener of this podcast. We've teamed up with male tag to provide you guys with special discount just use the Promo Code Hines H. E. I. N. Z. and you can get you ready for this fifty percent off for life. How's that for political promise here fifty percent off for life be sure to check out male tag? Dot I bio and remember it's male tag. Dot I start your completely free fourteen day trial try it. I feel like it put in the code. Get fifty percent off for life. No credit card required. If you can't remember all this and write it down quick enough the link. There's always in the show notes the way we do. Business is advancing faster than ever before yet amongst the disruptions. There's one pillar that stays standing through it. All the power of relationship relationships are at the core of everything everything so Howard today's organizations developing nurturing and leveraging them to drive success download the new research report on the State of relationship marketing and learn how your team can bridge the gaps between relationships and Revenue Download your report and Hines Marketing Dot Com. That's H.. E. I. N. Z. Marketing Dot Com and remember that as you listen to the second after this interview with Matinees guests that vote for these guys is about to make your sales pipeline great again just want to tell you that so make sales pipeline grade. I don't know what that at that comes out to. In terms of an acronym I appreciate <hes> we have had we're working on hats for that too and everything so appreciate appreciate a sponsor of the show maytag that Oh you mentioned them love what they're doing. If you were on g mail I want a great tool very simple easy to use powerful tool to help manage <hes> follow up with your prospects really anybody. You're emailing with definitely checkout meal Tag Dot I._O.. Next couple of weeks we got some great guests is coming up. We got Jeffrey Dahmer next week. He is the the king of sales <hes> you. I'm sure if you're in sales you've read something as material very excited to have him on the show coming up in the next couple of weeks. We've also got David Primer. He's the he's a fairly new consultant. He's been in BBC for a longtime. He's GonNa talk about the topic of cerebral selling but we have a few more minutes here today. With Jeb Blount he is the CEO of sales gravy author of several sales books including <hes> this year's bestseller objections and speaking of Cerebral Selling Jab. I know your book right before this one was a sales e. When you were talking a little bit about you know controlling the your emotions and controlling <hes> sort of you know how well you manage the sale manage? The conversations talk a little bit about what was behind Z Q and the message is there yet associate hugh was essentially the plug in for Challenger and you know which which is a good methodology but sadly has ruined several sell teams and say several lots of teams just because because it left out the emotional connection you can't use the challenger methodology. If you don't have a relationship if you if you don't understand how to control your emotions so that you can impact the emotions and behaviors of other people so when when I start set out the right Celtic you it was just the answer that question so that social organizations could actualize some of the methodologies that were in challenger and really what it has become is we have entire sales organizations nations at multinational companies that are adopting sells the hugh which is self specific emotional intelligence because they understand that sailed is inherently emotional <hes> and it is emotional in the buyer side and it's emotional on the sales person side and it's not just enough to tell you that you have to control an and your emotions you have to have frameworks and techniques and processes so that inside the self process as self professional as a leader as a coach and as an organization that you're setting yourself up up to gain that emotional control and and the ability to influence and persuade other people while you were the lingering incite while you are challenging status quo and while you were dancing your stakeholders through the cells process and while they're advancing through their buying process JEB is the ability to do that is that inherited. Is that learned how do you if you don't really have that kind of empathy today. Is that something you can learn or get better at yeah. One thing we we we think about empathy is the data tells us that sells professionals who have a who are lower on these guys who have had who are more self centric over time have a tendency to outperform self people who are higher on them petit scale and and now this is interesting science because it's and it's good stuff but the reason is is not because they're veteran the sales process the reason is self people who are low around the empty scale or are more likely to pick up the phone or walking the door interrupting day and ask for time the problem is that the self people who are low around the empathy scale those people who are naturally self centric debut really really well and transactional cells are really short cycle cells and they begin to fail dramatically as the complacency in the link of the sales growth so people who are higher on the scale are much better at the enterprise level than people who are lower on that scale so the question is how do you balance that out and and it really comes down to up to one one the key pieces awareness so it's helping people be become aware of how they they interact with the world how they interact with people because if you're low run into empty skill you can learn what. What we call dual process which is the ability to step into your prospect shoes and and be empathetic and at the same time not lose sight of the outcome that you're you're driving for that particular meeting and if you're if you're higher on scale we can teach you how to be more outcome driven so that at the end of meetings you're setting the next stop and at the and you're able to set up appointments in do prospecting to Philip the pipeline and this this is emotional intelligence but when we say sell specific it gets focused primarily on the relationship that you have between a a seller and a buyer not necessarily how emotional intelligence say applies being a parent for being leader and we know that emotional intelligence is something that you you can learn and something that you can grow now? That's not to say that there are people who should not be in the cells profession there are if you're a psychopath or your super narcissistic. This may not be the right place for you and if you are hyper input that uh-huh empathic in other words if you can feel the vibration of trees and if someone says boo you run away this may not be the right place for you but most people are some place inside that spectrum and they absolutely can learn how to improve of their emotional intelligence either to be more outcome driven so that they can they can they can 'em are you know influence the the the actions of other people so when they make a request they get the buyer to comply or they can. They can learn how to be more empathetic in in other words. Listen a little better step into their prospect shoes understand things from their perspective and built solutions around those things they can learn that if they are lower on impetus scale and we know this to be true because most people who are really good in sales they got there because they learned it through coaches and teachers and people who help them and experience which is one of the greatest teachers of emotional intelligence. I just want to twenty years for you to figure this out. I need to teach you quickly. Which is why we half something called Celtic Q. and we teach people how to build and grow those those skills and techniques and processes love? It just have a few more minutes here with Jeb Blount The C._E._o.. Sales gravy so many great resources for you available for free at sales GRABE DOT COM and I want to go back to the fanatical prospecting because I actually have I know a number of marketing leaders and demand folks that have read that book and see it as a great opportunity to improve skill set for sales people but also look at that and say okay. What can we do as any marketing organization to support this behavior and activity for the sales team? What would your feedback or what would your recommendations be to marketing leaders to demand generation leaders to better enable the sales team to be more successful full prospecting? I think that I think a great deal of it is miliary so this is harder for smaller companies that than it is for larger companies so if we if we looked at familiarity already from a you know a the way human beings operate we tend to engage people and companies and do things that are more familiar to us than things are less familiar to us and this is why there's something called advertising. Advertising is a big part of marketing because the more I see a logo the more I I hear a message the more likely I'm going to take a call from the self person who is asking me for time so the big thing for marketers building familiarity now that can be you done in bulk so you're doing widespread bolt marketing <hes> it where you're you're reaching out and you're just doing brand building so that yourself people the companies that you're crawling know who you are and then when you get into two more or enterprise level sales where you've got really big deals on the line it's account based marketing that the the the marketing organization is focusing on on building familiarity and nurturing long term relationships so that the enterprise the process people are opening up the doors for these complex deals in exactly the right time so they're they're paying attention to window of opportunity then then obviously with with so much data today and the the ability of marketing to pull information out of the marketplace Jason in ways that was we couldn't even imagine twenty years ago if marketers can provide the right type of insight especially around when buying windows open winder trigger events that creedon opportunity can get that information in front of their selves people people can integrate into the prospecting process so that as we're building better listens we're using some of the really cool tools that are out in the market place today like one of my favorites is a company called outreach and I love the tool fantastic <hes> if if I if my marketing group can build the the insight that they're getting into building better lists that we dropped into a tool like outreach that allows us to operationalize for basically fanatical prospecting if we can and do all of a sudden we were connecting marketing and sales in a in a way that is producing pipe and clearly we don't lose sight of content marketing and inbound marketing 'cause 'cause an down lead is fantastic. Someone raises their hand and says I want to do. I WANNA learn more about you that the very best lead we can get. We want all of those that week that marketing can possibly produce absolutely we'll. Hey We <hes> we could do this forever but I need do we need to we need to get onto the next show here on the funnel media network and Jeb. Eh Let you get back to the hinterlands and finish book number ten so thanks so much to our guest today Jeb loud. He's The C._E._O.. Sales gravy definitely checkout sales gravy dot com all of his great books and Free Resources Checkout outbound conference dot com highly recommended. If you're array sales professional join us next week we got no more great guests coming up here to finish off. Two thousand eighteen can check out all episodes including this episode on demand sales pipeline radio DOT COM for my great producer Paul. This is Matt Hi. Thanks for joining us for another week of sales pipeline radio. You've been listening to sales pipeline radio right here in the funnel radio network brought to you by Heinz Marketing Network Listener Mike You burgers of coffee table. If you WANNA eat a bird or put it on a bar volume instincts to be dubbed for the new all American cheese voter fresh juicy fiefs spastics crispy around the edges covered Jewish cheese instead to the ceiling with deliciousness and knocked that baby Dow with a frosted beer at the bar just like the sports God's intended but new all America cheeseburger at Buffalo Wild Wings. Please drink responsibly here comes again lunch will be the same old same old or are you ready to take a vacation from the ordinary with the new Jamaican Jerk Turkey sub at firehouse subs freshly sliced smoked Turkey breast crave ably sweet mustard.

Jeb Blount JEB sales training Jeb Co America president Lincoln Jeb Blount Jeff marketing and sales Abi Modern Sales Graham Dot Com Hines Marketing Dot firehouse subs Challenger Heinz Marketing Network
133% Growth for LeadMD  Justin Gray Reveals Why

OC Talk Radio

23:08 min | 1 year ago

133% Growth for LeadMD Justin Gray Reveals Why

"Intercom wants more than Nice people. Visiting your website to give you money. So they took that little chat bubble in the corner of her website and packed it with automatic meeting booking data capture on leads conversational bots and more intercom user elegant themes at an intercom to their site and now and birds. twenty-five percent of leads through live chat go to intercom dot com slash deals jump on customer intent in the moment then see everything else intercom can do. That's entercom dot com slash deals Welcome everybody to the next episode of S. L. M. A. Radio one should look at the ever changing sales lead space practice medicine folks at the Sales Lead Management Association with the man who started it all in Jim. Obermeier hate him. Hey Good Morning Paul. Paul are announcer for radio and he has been the announcer for the five hundred and fourteenth program. SLMC radio and podcasting. Thank you Paul joining us today. We just in gray on today. Who's been a guest on our program in the past and Bob Blount who is the vice president of sales for lead? MD Justin is the CEO and founder of lead MD.. A A serial entrepreneur has launched four multi million dollar companies. I'm recognized as a speaker and has been published as three hundred fifty times wrote his career. I think he's a farmer down in Arkansas. Is that correct Justin. Jury don't don't hit you with at Arkansas Rush. You know all right and Bob blow this is there's a sales and marketing development leader focused on profitability accountability. Which is worrying? It should be and the results which I like seeing. He's got over. Twenty years of sales and marketing. Experience needs were ten years of business development. Our program today. The title is the recipe for Growth. Lead in the one hundred and thirty three percent. year-over-year a little bit about lead. AMD before we begin to number one performing marketing consultancy in the US launched in two thousand nine in bowers marketers to drive revenue. Ooh and customer success got me started on this call Justin and his marketing department is a PR release. It came out August night lead. I need him to any performance. Marketing Consultancy today announces significant growth in the first half of two thousand nineteen basically. The company grew by one hundred thirty three percent percent year over year. They've got enough. PS score average of seventy two. They kept that and they said an APR released. Its fueled by clients. Excess industry rush ignition and the addition of new clients and team members so it's a combination so I asked Justin to come on today introduce his new EP and sales and at the same thank time give us an idea. Why does extrordinary growth happens? Companies grow ten or fifteen percent. Maybe they're great big Bro twenty-five percent they're busting at the seems they grow fifty percents but they don't grow at one hundred thirty percent. We're not talking about a million dollar company that added a million dollars in business for one client. We're talking about a substantial company here in the marketing consulting space. And I WANNA know how and why you've been able to do this. Justin the floor is yours toll train and keep the focus on on what your listeners like we care about which is what are the trends happening within the modern marketing sales space and and what are organizations doing really succeed beat out there and I think that's at the center of certainly our growth. We're talking to our clients which run the gamut across industry. The unifying factor. There is that these are organizations that that are desiring to adopt modern marketing go to market process. What do I mean by that but marketing fueled by actual revenue achievement? Now marketing has always been kind of the arts and Crafts Department a decade ago in. What's the technology and with? It was supposed to come this accountability for our ally as we talk to marketers and executives and leaders in the space. There's still struggling connecting all of those dots. We've got the technology we got just in. What's the best practices? Everyone seems to have the the key to to grow. But they're really struggling to put these different aspects together and so lead them. That's what we tried. AH which is couple best in class go to market strategy with the planning and process people in technology to make that happen. So actionable able tactics are are really this station which we live and that's really what field are growth. You know moving from the operations the technology implementation side where we started really into a comprehensive integrated approach that allows us to to come in and really understand what are the objectives that are trying to achieve and then math those all the way down into the processes again people. What technology do they need to adopt? And how do they put this altogether from operation standpoint oftentimes when when orders are working working marketing departments are working with then there's agencies and so on they're doing someone who really lewd manner they've got an SEO firm they've got maybe a displaying paper click organization they're working with they've got intro Sick and attack but reading these items together in a really intentional and integrated manner is where it were struggling. And that's exactly the problem that we're solving for for customers. which is let's build this in a way where each one of these nodes are accountable to revenue so rather than being accountable to number of leads? you know. And she will all these clicks open views all these superficial metrics that weekend put on these different silos. Let's organize and ensure that each one of these areas of marketing are working together and they're all focused on that end tall chief of revenue. And with that we've been seeing some really interesting results. So as a result of this methodology who'd wrapped it all up what we call the Cabinets Marketing Framework essentially it in finding what are all these different moving parts of simulates marketing and sale aligning them around objectives and revenue and ensuring that they are accomplishing career fight air. That is our wine revenue cheapen or just isn't the marketing the director of marketing or the VP of marketing. Supposed to be able to take all these new technologies analogies and New People have all these little nooks and crannies and working that didn't exist even ten years ago. We supposed to organize this and get during. They have to go to an outside firm to do it because they just can't get their arms around. I think the challenge there is experienced. We've got two breeds of CMO and marketing leaders and say it's got a very traditional individual who is having to adopt and educate themselves about the new way of marketing new way of the fire engaging with an organization and oftentimes that to the tenure of the average. CMO these days. You know fourteen to thirty six months. That's a really difficult time. Line to educate yourself bring yourself up to speed on everything out there and generate results the other a marketing executive that we're seeing it's come up from within the organization from operational standpoint. They're very familiar with technology. They understand all these modern. ABM predictive marketing platforms. Hey I B I. They've got a really strong opera national footprint for their meagre on the buying the traditional marketing skill sets. You're branding your positioning your messaging strategy side of the House and and so you have to work with not that organization know. Certainly if you've got a really experienced modern day marketing leader they can build these these items internally to accelerate that and certainly solve along the gaps that we do see in the industry working with an outside firm what can be a great review of accelerated that growth and ensure sure. You've got an accountable organization that you're working with centered around right now as you think about a lot of companies go through mergers and acquisitions and they put these things together together and now they're dealing with a lot of islands of technology and they really need an expert to come in and help them craft the way to actually bring these things together. Look where there's duplication and really understand the ones that are necessary for moving the brand forward and they struggle with that a lot of times. They end up living with duplication. Never I fully realize promised Henschel technology that they stand on they'll deliver or there's only to say confusing because that's putting down on the director of marketing and communications managers and all these people but it is confusing all the outside vendors that are willing to work together but not necessarily coordinate their efforts and all of this has to move towards what everybody has been talking about for the last three or four years which is combination of ABM in many cases aces as well as revenue marketing and the revenue. Marketing is more books out on it all the time in the polls is squarely in the back of the marketing manager. And that team that you're responsible for revenue we sometimes we pay you on the revenue that comes on and you're not only responsible for qualified leads which was a great at one one time but now you're actually responsible for revenue and it's got everybody scrambling around it's probably why the turnover rate in marketing. CMO's has turned up to be almost as high as the turnover read in sales management today. Because of the demand Perot. We can understand all these problems. What have you done Justin? And now Bob to create Rica's growth in your organization as your message changed is the employees of you just gained momentum. What occurred that has brought all this growth about because we're not talking about as I said earlier something easy? We're talking about something. Extraordinarily aggressive happen here. Have you figured out what it is or is it just a couple hawgood clients. I think the biggest change is just one of perspective. Can't solve this problem from within the marketing department. Quite frankly you have up to take a look at the corporate objectives from a true business level and these are often conversation that either marketing not privy to. OR THEY'RE GETTING KINDA distill down directives three in these experts whether they be silos within the organization or from outside the organization and we give them these benchmarks often aren't aligned with the real jacket that we're trying to hit to give them something that they think they can achieve and so again. And who else isn't really pinnacle metric that we see Martine departments being measured. It gets really has no no tied revenue but tom half. How many net new conversations can you generate for sales well conversation in an incredibly inefficient? How qualified are both conversations? How engaged are we with the bind committee within those organizations to the did our? ICT Here's a question. MQL Does Not Answer. Yes what what the big changes here and I. I really do. Think that with the advent of our marketing framework and by taking in this conversation outside of the marketing department and into a joint conversation with sales with the executive team and really sitting down determining what are RV objectives that. We're trying to hit business. This year. And then mapping that down into marketing treatment sales process and ensuring that everyone is firing hiring on the same cylinder there over towards some goal. That's the key here that line and something that is truly rare within organizations and as something thing that's due to the approach that we've been taking the last twenty four months the byproduct of that has been just clarity that these organizations have not seen prior. They truly understand and what the business is trying to achieve how trying to grow through acquisition into their new product launches it through movement into the enterprise and ensuring that people are not getting a piece piece of that puzzle. But they're able to do. The entire picture sounds obvious right but as I mentioned before it's just a really rare situation that all these departments are line align around a common goal and that's been able to bring to them. Is that rare wine but very interesting. We've been speaking with Justin Grade. CEO OF LEAD MD VP of sales Blown been talking about this recipe for Growth L. E. N. P. grew hundred thirty three percent year-over-year but at the same time Justin said it's consultancy this bringing together of all these separate departments focused on revenue and results using their catalyst methodology. We don't normally highlight companies on this show. We're not here to promote a product but I am really curious and how this is all happen. We're GONNA have to pay bills here for a moment and we're going to hear for one of our sponsors. We're back to introduce to the Audience Justin Health which you expect of him in the coming year all over you intercom wants more than Nice people visiting your website to give you money. So they took that little chat bubble in the corner of a website and packed it with automatic meeting booking data capture on leads conversational bots m more intercom user elegant themes added Intercom to their site and now converts twenty five percent of leads through live chat chat go to intercom dot com slash deals to jump on customer intent in the moment and see everything else intercom can do. That's intercom dot com slash deals just a quick reminder about Well they do a show here with us. It's coming up her shortly West Virginia University's Online Data Marketing Communications Communications Program. It's the first graduate program of its kind in the country. It's focused on strategic thinking critical problem solving and informed decision making the Data Marketing Communications Program prepares you for your career by learning innovative tactics from today's top award winning faculty learn more by visiting being DMC dot. Wvu Dot E. D. U.. For the Data Marketing Communications Program at West Virginia University. And with all that Jim has guests again this gym over your host of this week and SLA radio for our five hundred fourteenth program. We've had but one hundred sixteen thousand listeners. I believe in Paul's ridden with us. Inventor producer all that time through all mistakes and all my learnings and I have to give him a thank you every now and then to remind him is a key part of this program they are discussions with Justin Gray. He's the CEO of lead MD.. And his new EP and Sales Els Bob Blount subject today was a recipe for growth elite. MD grew under thirty three percent. year-over-year green explanation. Now that we're back again I asked you to tell us what you expect from Bob in the coming year and Bob a take notes place. Yeah so so. Bob recently joined our organization and and really his vision is about to critical motions number one. It's stealing our our internal teams that we can meet the needs of our partners and customers so need to. You works a lot of different partner. Organizations Technology solution providers to ensure that their systems are being implemented correctly that their customers are achieving Our ally with their solutions and open to that we're we're well aligned to their business. Gold and precipitation doesn't cheating those through these partner solutions. Certainly his job is to empower our those partners and to assist them in understanding their customer understanding those customer goals and and mapping their solutions. So we do that. On behalf of a ton of different organizations nations are Cavallo. Adobe visible show pad seismic the list goes on and on your typical software vendor needs assistance in really ensuring that they understand Dan that customers challenges and that someone is going to be together comprehensive roadmap for success there so Leading the charge in in that regard dearly he's also leading the charge of peaking things like our catalysts framework shape. Things like Best Practices are research studies that we're producing within client engagements and using those to engage new businesses at ultimately helping them create a roadmap for success there as well benchmarking. It's one of the huge gold at meeting and and one of our main go to market motions. Who just simply with no cost no charge walking in in into an organization? Really helping them understand how they're performing today versus their peers. And so Bob. Leading that charge through our sales in our market teams to share the best prices learned over the last decade and really helping organizations stations apply those internally in determining where they are where they do have gaps where they are deficient and then building a model of what that performance could look like. If they ashore those different areas so me lead through partners we lead direct market and boss really championing both Martin Strategies who I see on your website and I looked up to catalyst methodology icy that one of the things. I see that you got three thousand. Plus coin engagements I've been consulting firms for many years was of marketing and sales and I've never been one that had three thousand engagements even with roast some fairly large firms. I see the roadmap that you put out to people which I certainly believe in because I'm done market planning meetings. For many years companies built my own consulting practice started at one time strategy planning tactics. I see how you layout. So do you have account executives signed an inch near towns palaces work once you bring an account on board once stood on his job and has broken down the door honey. When you approach new account so number one are ourselves processes is a bit unique for not just looking at you? Know selling a widget or projects we really are looking at creating a roadmap. After that Point Organization we utilize the framework that you mentioned determine what are the objectives of this organization. How are they performing today? And how can we create a roadmap Matt for success for that'd be good final decisions by the time so we come out of the quote unquote sales process. They really have a comprehensive roadmap across the next twenty four months or priorities or the types of R. Y. and milestones that we're going to be getting and the associated timeframes. You're coming into a project team. There's a line explicitly around that roadmap and they have the knowledge that even fires as a sales process and benchmarking process of Detroit through. They're gonNA have a strategic leader that's ensuring that that roadmap is accomplished but frankly that's one of the biggest challenges that we see in client accounts as there's so much noise toys are constantly shifting one of the big challenges that we would see probably up until thirty six months ago when we put this in processing plant. oftentimes we would engage with the client. The organization on one goal and those goals would quickly shift to where they they needed to keep the lights on. And suddenly we hit our project in our attention into solving some sort of issue that popped up establishing an early roadmap for this customer. Were able to stay on track of asleep. We need to the salt or something that POPs up. We can do you so but we never lose sight of the real reason that we're involved in this engagement and quite frankly that normally always comes down to revenue or customer engagement. Some of these really big challenges colleges that companies are trying to install and just by eating the focus on ultimately wiring gauge. Were able to keep moving back to that original goal and ensure that. We're doing our job and we're accomplishing. What we were brought in to do? You got a mouth to follow when you start that up and you certainly have metrics. They're going to prove that you're on the right track or off the the right track. And most of these consultancies don't have metrics to really prove their worth improved. Why we're paying companies to be consultants for the you have the metrics bricks to do that? While I'm you comment on the call the other day with a fortune five hundred prospect and when we turn the table back to them to. We're here to listen to you. We WanNA learn about your business so we can bat out something that's going to be successful and drive the outcomes that you desire and we literally walk them through the catalyst marking or and then we pause. You've referenced three different ways and specific elements associated with those phase. And when I turned the conversation to what does your desired outcome of each phase and they pause from and they said nobody's ever asked us really. That's the Aha of the value of what we're doing is fundamentally different. We're focused on writing successful outcomes for the organization to work with Justin. Talk about how we actually have we've reorganizations integrated into to the process of sale so that we don't just arrived in flip something. We actually arrived with a plan that we've mutually worked on the customer. Our team sales team delivery team. Everybody's working together for the success of the customer. Well I've worked are those kinds of programs in the past through direct marketing firm while I was with current direct and we focused on revenue not direct marketing which was a change for Russell. At the time we brought out a lot of the clients and we were very successful because because we totally flip it around on them to talk about revenue and goals and that sounds like what you're doing here through this catalyst process to bring an indoor indoor discussion. But we have to get ready for her next show and Justin and Bob. How can someone reach? You talked about this a little bit. Further yes or a website is always this channel for us you'll l. hop on there and you'll see there's a chat feature right in the bottom right hand side you'll be talking to a live person would love to have a conversation there. We're all very active on then. I'm on twitter. A couple of the other texts are at the organization are as well so the point year being like we are open to having a live conversations. Don't fill out a form. Please look at someone in direct conversation. Ember there to help us dropped on your website so we didn't bother very nice to meet you. Justin thank you very much taking the time today. Thank you answer the question the recipe for growth how lead MD grew one hundred thirty three percent hero. Riera and I hope your second after the year is as good as the first half. Thank you very much. Thanks so much. Thank you Paul over to you to start up. CRM Radio and then that's followed by sales pipeline with Matt Harangues you've been listening to another episode of SNL m a radio brought to you in behalf of the good folks at the sales. Lead Management Associates do sales lead management to sales the marketing probably starts ear the SNL radio shows part of the ever adroit funnel radio never for at work listener like you.

Justin Bob Blount Paul director of marketing CEO marketing and sales CMO MD Sales Lead Management Associat Data Marketing Communications MD Jim marketing manager executive Arkansas vice president of sales Arkansas Rush Obermeier US AMD
NutriMedical Report Show Thursday Oct 31st 2019  Hour Three  LA Marzulli, www.lamarzulli.net, www.lamarzulli.wordpress.com,

NutriMedical Report

53:50 min | 1 year ago

NutriMedical Report Show Thursday Oct 31st 2019 Hour Three LA Marzulli, www.lamarzulli.net, www.lamarzulli.wordpress.com,

"Now it's the doctor Bill. Eagles show presented by neutral medical dot com. Call Eight eight eight six four zero one and welcome back to new dramatic report. We have the amazing Muzuli. And I've got a series of questions. Ellie sent me which is already a template of course deviate a little bit. The series of questions deals with his latest Thing called on the trail of Nafta limb the mysterious Blount mound builders. And of course it's amazing amazing presentation on Jen. Six DOT COM conference in Branson Missouri recently along with many other great researchers astrophysicists Geologists said they basically people following the trail of all this information and so the first question Shen is. Why did you make mathematical mysteries of the mound? Builders well as you know a doctor on on the show there is a hidden history That science an and the academic The academic community completely ignored for the most part They manage the agenda. They spend things and anything that goes up against paradigm of course Darwin Ian One. So we discovered in the mountains norcal high degrade circle mount which is about About twelve hundred feet in diameter and the Octagon now which encompasses fifty two acres. It gives you an idea fifty fifty two acres. It gives you an idea how big the octagon mount is fifty acres. It's unbelievable and when I when I stood in for the first time. I have no idea what this is. You fly a drone up a thousand feet and there's the octagon John and it's an unequal octagon idea. I'm getting equal them to rope and going out. And making this thing I mean how would you check you. Work it out of the lutely Pristine mm-hmm when seen from the air not to mention the thousands of yards of dirt Paul to the sites compacted and create. This octagon gone now. Everything is an eighteen and a half year lunar cycle which again you know. Native Americans did not know about the year and a half years and recycle most Huracan four thousand years ago get neither on. They had no idea geometry trigonometry. And so this is the conundrum. And when you speak to modern archaeologists no matter how many do you throw at them. They always have a comeback as native Americans go through all this. They just forgot they had done. So but when you talk to him and native Americans first nations people which we have medicine men chiefs and everything else. They say they come on the record and saying we didn't go this. It was terrible airman. We got here. We didn't build this stuff so there's a controlled narrative as you. Well know in in all forms of science and all forms of of academia and the film basically drilled down in in other words. You basically did what I have said for years on my show You know that the anomalies I'm elise and paradoxes. Are Nassar Question of Nas yet. You ask the right questions please continue. Yeah I mean look. When we circle mountain our team may be the only team that differ done? I don't know we hired a surveyor. A local surveyor. The guy's name was glowing. I said you talkers. And most that goes around the inside of the circle amount against about twelve hundred Diane and that vote is about sixty feet And it's very large and in some places it's really large in other words really wide and deep and I went. Let's find out how level thing. And so he gets out there with his transition. Sound like soccer and he basically either honest because he goes robbins thing basically eh dead level between six inches in foot and twelve hundred fifty feet astonishing remember. That site is thousands of years old so that differences different measurement effort. By the way we're gonNA talk about sows you're saying it's so old that actually the precedes even the nature and the existence of the native peoples in North America. Please continue I mean this is what's amazing about it. So you'd have it has don't maybe in some parts Run off leaves debris over a couple of thousand years that can easily influence the allocation of the bottom line is there's no water source there Ancient maps of squire and Dave show a pond or a lake. But it's a good distance away and so well it comes on the records. The only way you can do this in the ancient world it would be to haul water in You know by the deer skin load. How's that GonNa work out for you? Can you imagine there and fill off a section to to see where level was and then after that you go onto the next action. Well these are hunter gatherers. Four thousand years ago Dr Phil and they don't have the time to be doing this kind of stuff so we are looking at something else that that another word for Zimmerman calls it Bonington on insulin. The Ohio Valley. And that's exactly what it is. I caught Netflix. Market texture fallen technology. And that's what I think it is. What was the nephew? Courses References. The Bible I make the statement but I think is GonNa makes sense in integrates with that that evil on earth is chance dimensional EXO planetary. How's that does that make sense? It certainly with breath and that's You know the Bible speaks of that and It's exactly what we're looking at And our mission statement is to expose perception the prince of the power of the air and the King Jesus so the Prince of the power. There's nothing more than the dragon right. And by the way the dragon the primary one of these beings beings is the earth rotated we talked about this the other day with burnt Gaffney in ancient temples. All pointed toward the rotation of the earth pointed to Alfred recolonise conus primary what's called the Dragonstar and the belt of Orion withdrawal chief of these beings which would be called the the infamous reptilians. They're called the God in the Middle East and the guy in oceanic area and the call the Cheetah who by people that create a much wind so cells Dell's in Africa Shawan so people in eastern understanding there's connections here. All the ancient books go read from the book of the dead and the the ancient book of the Vermont and everything all these books point to the same thing. This is not an anomaly. Every religious book everything the actually search like you have the actual archaeology connect the dots it all including the Bible makes complete sense not in violation of wanting another at all just connecting the dots. Right absolutely I mean we're looking at here is the fingerprints of the supernatural. I mean it it there. We spent four days in. You're going to in many many different sites as we have in the Americas and these these films show sites like The Great Circle Mountain the October now. But then there's other the amount like Miami for why the Grave Creek Mound which we visited several times which is just mind boggling and when Europeans up there and they went into the grave creek mound giant so by the way you did a lot of work on the giants. To in fact I have my Mil- drank contacts in Afghanistan and they come across an actual physical giant was eighteen feet tall in Afghanistan. You know that that was our watchers ten. We actually had the trader that stop the thing and brought it down right. They'll him along with a second witness and I've since then I've had another gentleman that's come on can't come on the record. Basically it's part of a deep state or whatever but he told me equivocally that These these there's more than one are flowing right in the Wright Patterson and you know they're doing DNA on all this is I mean we we did the shooter by the way. Our shooter has gone dark. If he's listening to this. Please call me. I won't say his name but he's gone dark. I can no longer get a hold of it. I was approach Several oh years ago when Obama was still president before the trump. Okay I was just I bad guy from a deep state who basically schooled me peak state WanNa what he basically said you know. La We don't care who's in the White House four years eight years. We don't go away. Here's our elected officials. We're not we're here and we have bastions of like the DOJ the Department of Commerce whatever we got power and he's any any sent me and my family family three to four ways three different ways. Am I tell you what it is because at least them on the record he said Oh i. Do you have an iphone. I haven't I saw. He goes well is the encrypt I know now. Because when they come and get you for one arrest or they'll find Kiddie porn on it and when are really okay. This is his opening salvo to me. Then what kind of car do you drive and when I go. I have a nineteen ninety-one sports car which restored a computerized yet. It's an early computer. But yet he goes well we can make that car. Do all sorts. The things you'll never be able to control last thing. was you have any children and I said I have two daughters and any at this point. He threatened me and he goes you. You know one of them could never just disappear never be found again and I look at him and I said you know guy you got all the cards I get all the money you got all the resources I missed a little little punk died. You know just trying to find the truth of all this stuff that believe in Jesus but here's the deal you can't touch me unless he allows you to such and he was taken aback by that and the reason why go public with it because people need to understand that how the game is played. Close to something. You're threatened and I was basically basically threatened. Oh Yeah of course yeah. People need to grasp this is this is this is a game. It's not child's game. This is serious stuff again. That's why I'm bringing you on and I want to bring at least once a month to talk about this and and trying to get Steve Quayle another song. You're you're JEN. Six conference because even for example. I think Mike Adams I did a presentation of all you know. The planet is being tariff armed. Now you gotta understand. I got introduced to this stuff in more of a deep level twenty five years ago when I got security clearance at above top secret which is above the level of the President I took care of employees in Colorado at US Base Command Military Vince manned missile defense and senator unclassified projects including biological radiological terrorism. And the very first statement July Tenth Nineteen Ninety-four Director Space. Command said two miles underground. The underground city Falcons eighteen miles east colorado springs underground three higher levels of security to Norad. Control every cubic centimeters base between here and Mars and and we not only. He told me about the Dark Knight satellite up in orbit between ten and thirty five thousand years and four Laura but you talked about the fact that we have built a community on Mars and say gee we have ancient vitamins discovered some of them they think are as old as half a million years. He knows that the human population Mars was destroyed. Bye Bye Ancient Galactic War. I mean you gotta understand that the real world and the world that you think exists is completely different. You've been told fairytale what's going on right completely different. And by the way it's all embedded in the Bible. I mean you know the even the flood. and Noah was there says if you actually read the Hebrew that Noah and his sons were ever perfect in the generations I remember it was a wind every like making windings a bit of now when you start building the architecture thank you both for your hundred years old when he started building and it cost one hundred twenty Johny years to build it but you have to understand by perfectly generations actually study it and I've talked to people that are geneticists including Hebrews Jews. It meant basically Hebrew that he was not genetically altered everybody needs to world is genetically operated or altered every now. They're actually talking about selling John Jeans to the rich and famous so they can upgrade height of their kids or their athletic performances. Iraq- People's Oh no. They won't do that. Listen they're pushing trans humanism now and even the Vatican is pushing the idea of hybridize Inglis Aliens from other worlds and they can even evangelize us. The Vatican in this jesuit pope was a maniac and Nana Christian at all is telling us that that we should wonder that aliens should be able to evangelize us so people should start gasping all around different different subject and each one of those subject meet like an hour or two. I know I want to introduce GonNa want people to get an idea of how important what you're saying is and how important your books and videos are. Let's let's continue. How do you think that the constructed moat occurs? We talked about that prevailing paradigm. Native Americans is built on Mount by hauling the basket you showed the to stop mathematically backley possible and the octagon mound was five hundred thousand tonnes of earth. How the heck are they carry that? Little baskets is possible to move amount of tonnage. Your six what we did we went to a place called Poverty Point in Louisiana we filmed it at the second largest mountain in America about ninety thousand in tons of her so people go okay. What does that? What does that really mean right? I mean the main so you know we're in most people know that they can do stuff like that. Well when you go and we saw this archaeologist giving this Passi the dosing at another site called four inches three point five miles of earthen walls It's the largest Edifice like that in the United States and he goes on record he goes that the hopewell built this well first of all hope. What was the farmer who found artifacts the White Guy who found artifacts on his on his farm so they named this entire culture who they have no idea who these people were after the hopewell farm so they redeem these are made up names? They have no idea what happened to these people. the prevailing paradigm is or. They just kind of disappeared. He would native Americans and one of the prevailing paradigm. The statements that they make over and over again is native Americans. They just forgot that they had done. So but that's not what the tried the giant Feltham forgot. They were there when they got their hope. Vert exactly the native people. The three hundred ninety thousand tons of her at a lot of her three point five miles of continuous earthworks and this stands up and says yes they did it with clam shells and the shoulder bones of here to make -firmative owed. Do you have difficulty taking supplements are UCLA quality. That's insulting. Your medical license has arrived all of your daily nutritional in one quick aac delicious drink and talk there. Ville Eagles support is a proprietary. Blend of big in protein activated vitamins. Essential Minerals probiotics green tea digestive enzymes anti-inflammatories cancer prevention detoxification and much more. Your body will high five. 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Contact bill for the link at traumatic DOT com. Go to the shop byproducts link and dropdown message at neutral medical dot com. And then place your orders for regular emergency food for yourself and your family. Nothing like emergency food if the power goes out and you can't go to grocery stores pork emergency national prices so neutral medical dot com top recommendation. LUGOSI's foods NEUTRA MEDICAL DOT com. Go to the shop buy products dropdown menu and stay well with nutraceutical. Every day of your life looming photon John. Therapy infrared light far. Aired tread is extremely important for pain control summation of nitric oxide in group fusion and stem cell activation reduction side cite a case. Dr Bill uses it for pain control for regeneration techniques for organ regeneration and for stimulation of your stem cell activity I need this. Amazing limit. Photon therapy this year will probably have an additional device was frequency therapy during Faysal Lights. To Obtain Illumine photon machine. She in contact Dr Bill at Notre Medical Dot com triple eight to onto eight seventy one. He'll prescribe it lizzie providing nutraceutical helpless regeneration healing and pain in control. Nothing like the Photon therapy for. Easy therapy for your is your pain. Your joints regeneration of Oregon's do you talk to the case of the Body Body Machine Darker Bill diggle neutral medical dot com triple eight two one two eight seventy one to stay well with nutraceutical. Sonic life after. Sheen's one of the most amazing therapies. Dr Bell provides is the best sign. We've exercise machine on the planet getting whole-body vibration opening up the muscle to reduce insulin. Resistance improve perfusion Asian release stem cell therapy body and genetically stimulate the body to release. DNA activated the genetic therapy with the sine wave curve her of frequencies given for Automic residence but silent linus pauling for minerals and amino acids production messenger irony too correct structural protein endzone deficiency for almost every illness. There's nothing like the sine wave therapy for improving body healing for exercise but also the genetic treatments. Dr Belkin provide can help neutralize foods for disease states in illness getting Santa Clara Machines who Dr Bill at neutral medical dot com contact us at had nutraceutical dot com triple eight two two eight seventy one or go to the website neutral medical and give a contact doctor bills available to help you get well with neutral. Medical need a powerful awful allied to fight daily bugs and serious pathogens ellison. Med is the powerful universal pathogen. Killer's latest advance of German. Sourced Alison ends medically stabilized to clear the body of bacteria. Fungi Michael Bacteria and parasites it penetrates body biofilms and is non toxic tissues. Pathogen resistance cannot develop long-term turn body optimize wellness clear stealth pathogens that promote autoimmune disease cancer and vascular inflammation and plaque and promote healing of tissues. Now pathogen free with two hundred milligrams more power than prior al-Ahmed. You can't get a more powerful. Ally defied daily bugs and serious pathogens. Give your body what it needs. Alison Med ed. Order Dr Bill De Gaulle's neutral at triple eight two one. Two eight seven one or neutral medical dot com. That's one AAA two two eight eight seven one or neutral medical dot com Tom and listen to the neutral medical report on the Genesis Radio Network with open lines every weekday. Newt your medical dot com bringing nutrition and medicine together in a and welcome back Let's continue to the dirt and the mound and the numbers are mind boggling. Please continue they are and and let's go back. Poverty Point in Louisiana three thousand tons of her. So what is that look like. Well get a feel for this We had a guy. We actually had a gentleman who created raided. Museum a replica of Primitive Ho. That was us. Let's say five six thousand years ago. The guy's a nap or museum piece and we. We hired a fit labor. He went out and we shall on film how long it takes with this little Ho- to get a bucket full of dirt which is not even thirty pounds. Okay about twenty pounds. One bucket of dirt was well over twenty minutes from to dig it with the Ho- actually move it to the pilot only show the audiences people just start laughing. I mean they just just shake their heads to start laughing. So when you deconstruct the mount called Fort Ancient three point five miles of continuous mounds. All right unbelievable if you've never been there it's Ohio it's definitely it'll it'll blow your mind you deconstruct at when it comes out to is two hundred short of dump trucks and to end homelessness there is there and diggle it's compacted. How do we don't even know? Oh we haven't even touched yet. How did we compact the dirt on all these mounds? Edina is another is number type amount really peak side. The Grave Race Creek mound is allegedly and a dean again. They have no idea who built it so they make up names. We just call these people. The Athena the mounds the size of the mound to really speaks ineffective question. How the heck do you compact with stuff? Because when I read what the Greek Noun when they would they huddled in the woods is a AH shaft into it and they realize that the dirt was so compact. Get this but they didn't need to shore it up. How's that work? How the the hope is that work? And so we're looking at something else that might have been mixed with dirt. I mean more testing needs to be done but of course you know you. You can't really do anything anything. Besides they're all world heritage sites controlled by the state. And you know you can't they will. They will not someone like me to get even near. I'm ban certain museums because because the films that I make. They don't want me there so but they will look at the truth. You know how two hundred miles of dump trucks end to end to go forward ancient. It's only one sided Ohio in Ohio alone. There were ten thousand so we're looking at something else that happened here and that when I they happened here in the Americas it goes from the Great Lakes down to the Gulf of Mexico. This mountain culture was everywhere and then it gets vanished saul goes away away right yeah. That's pretty dramatic. Now these the ninth question you have and I wanNA move onto this too is there's there's some signs of bones and so indicate some former ritual human sacrifice back then to can you get into that at the serpent put now which is the largest serpent iconography on the planet although that might change depending on what whether or not the surface is that Eric Eric Gilbert thinks he found up on the Golan Heights which may or may not be a surplus certainly undulate? But it's not like the serpent mound in Ohio which is just really obvious. And and it's and it's made up there and the coils that as it's quills around the the landscaping I've been retired. Retired by the way The undulations in the purpose body point to the winter solstice the summer solstice is built on an eighteen and a half year lunar cycle. Serpent's head is wide open and the mouth is wide open swallowing and hey in the active devouring and and this is huge because we go back to early lithographs and drawings surface and it looks more like a dragon dragging teams to have Something around the head like like not like wings but something something. That's there it's it. There's pictures of Chinese dragons which you and superimposed on this and you kind of What's going on your well? We came up with a different paradigm. This an amateur archaeologist. 'cause name is mark her spin when he came up with this and and gave it to me and I published it. I mean I wrote a paper on it and use the book when we talk about it but he arrived there because he was the serpent mound and a few days before he attended our Neville amounts for several years ago and Gary Him was up there talking and Gary was was lecturing during on. It's all about the seat. And he was pointing back to Genesis. Three fifteen narrative was says that I believe in Christ thought of a dragon. And Adam and Eve thing saying you're dragging your offspring dragon will be an embassy or with the offspring of the woman. He the coming Messiah will crush your head. He will bruise his. That's up the rest of the epical narratives. It's not hot churches per se. The most people are totally ignorant at. There's going to be a war between the SPINK. The dragon you saying and the offspring Adamy Adam need which is Iraqi what we see with Jesus when he finally in Karnik he crushes added a serpent dislike at ancient prophecy says. Well here's the deal if that's real real eagle. No one's ever. No one has ever put pen to paper and you know again. I got a credit. I was at smart to see it personally is the guy that came up with. He just gave it to me and I ran with you know I I wrote a paper on it but he was the one that put us together and he said what is this. Could it be this at this. The serpent iconography on the on people's Ohio. The Great Surface Mount is in the act of not you know giving birth to an aid serpents. Soak it I debate to their mouths for crying out loud. He's in the act of swallowing the trying to destroy the edge of the woman which is exactly what we think it is. And of course you. Archaeologists won't won't pay any heat but if it's true it makes so much sense and one more thing on that go there now if you go to the great serpent mound in Ohio you will see scientist assisting that the Shawnee bills but we have we have on record on record from the Shawnee not that the Shawnee did not build the great serpent now. So she's Joseph Privilege when he was in all three of the of the mound builders series film comes on on the record you can see his eyes and his countenance changes and he says he's doing a great injustice because It's not you know to fifty years ago rewriting history. It's like right now. They're telling us if telling the people the public at the Shawnee built it but never mind what the Shawnee said the Shawnee come came on the record stated we didn't we didn't build a threat now. It's amazing that they would be irving to do that. And actually in and salt the Shawnee because if somehow they can get away with it Y why are they doing this. Because of course most of these so-called pseudo academics are Volvo secret orders. That don't WanNA preach it for example people don't realize that the greatest library world right now in terms. Ancient documents is the Vatican library which collected documentary over the world world including the Rodrigue Alexandria and These secret orders of notable. These things forever. That's why you have to understand. Even the hat on on the pope is a mitre. It actually is an open mall Sovi F. It'd be a strike. were up till Leeann. Because the pope's and all the leaders in the Catholic Church are all druids. People don't know that too they look everything the whole the serpent first of all it is universal. I mean it everywhere where it always the circuit whether you down in Peru or you're in England or or we were in Karnak in different names for it but same thing all the time right. It's always the same thing. We were car brands. Okay and Karnak at one time had upwards of eighty thousand megalithic stones. The right now that that number has been greatly reduced To probably between three and five thousand stones. That's all it and when you look at some of these Mega Eggleston men hers. They're absolutely humongous and affects the question. You know people have nothing else to do. One hundred gathered bulger's but ereck these things are and for purpose. What are they doing? Well this guy who was at the serpent mound is named soon batsmen. He passed away a couple of years ago. He and the other. My eldest brought brought the thirteen crystal skulls to get together and did the tour of the Americas and we showed us in the third in the third show supernatural voices from the oversight. It's the third film in the Metro. Netflix series. And guess what put that man. The Thirteenth Crystal Skulls Twenty twelve. Before the winter solstice allegedly the end of the world. They go to the great serpent now. We have some of that. Can we show it. And everybody's going. Hundreds and hundreds of people are are opening up a gateway a portal a doorway. which has been closed there? I mean th th this is absolutely liberating so I'm there with this guy. How how it Crowhurst? He's our guy and how recovers is by the way is the go-to Guy for anything to do with Harnack. I mean the man made. He's been there for thirty five years studying it and he had no idea that I just finished scum about. We're using hung batsmen. And all this stuff he had no idea about the circuit now and he goes. Yeah a couple years go home. Batsmen came with the crystal skulls. And I said wait a minute. Wait a minute and what happened. He goes well he was in this area and we were in the same area. That's what brought up and he goes and and stop the whole tour about thirty people with instead I feel energy here now. Howard knew that there was upbeat? One of the largest megaliths largest men are standing stones in all Karnak. And it's got the serpent iconography on it and here's Fund. That's man has no no idea at the stone of maybe thirty forty feet away. He's feeling surfing energy. And then he says something to Howard he goes. I used to think the my eldest but I'm here now and this is much older than the my so it was like any. You know we have all this on film and I'll release it in an upcoming film probably next year ear the year after that we have so much material. We're just trying to get out but it's always the serpent when you go down to Peru supplying metaphor okkas okay the longest salt. He's flying men have serpents coming out of their mouth. Isn't that lovely you know. They're twine for surface. The surface iconography is view absolutely everywhere and the reason for it because the surfing is each state the Dragon. That's we're talking about exactly. Yeah yeah amazing stuff. Isn't it now what I referred to these people that rule our planet other engulfed by the disembodied. Spirit of these draper up till you in a column people of clay and iron that's why buy if you want ministries call clay and iron. My other website played iron. And that's why when you look at. Actually the council called the joy to council thirteen and Pindar which means a penis of Dragon. They rule earth Ursus ruled by these same beings. And that's why when you look at the secret agencies every secret grenade. CNN Earth is under what's called the two-day society and what's called project. which by the way completed by George Bush senior as a follow up to the tune of that planned in the nineteen thirties to put this together like the United Nations and eventually have world government a proxy world government behind the scenes to have the public flicked government? Do we call elected government which is a show game. I remember talking to Schneider into his friend John Fiala because I was actually John's doctor. You Got Particle disease from the sodium cooled. Nuclear reactors use tunneling worked for Bechtel Corporation. And they broke in one MM facility and it was a mockup of the United Nations if some of these beings came out and of course people don't understand that George Bush senior as well people have to understand what's going on our world is ruled by chance to mention in fact when he broke into one facility and In I believe it was in northern New Mexico John got into a firefight. In fact I talked to John Thune. Yeah and he got blasted in stern and he told me how they had to do a surgical treatment. It actually move. His term put a plastic tournament because he was a plasma weapon he did manage to shoot it. Back can kill it but people don't understand these things real and they're in underground cities they're all over the damn am place and are clamoring world government and people have to understand the globalist. That's why when you look at agencies like looking Nancy Pelosi in those other people doing their stuff now. We don't I basically Avatar. They're they're involved with human sacrificer involved with pedophilia and Nancy's as involved with Peta Gate and Pizza Gate Same as all his other secret orders are all involved. They're all demonic. They're all involved with transformational Eddie's and go to the sacrificial centers. Okay that's why I'm GonNa go to to Northern California to the Human Grove. They have the giant Al Mullick bottle which are ancient sacrificial druidic ceremonies Janis. They're sacrificing children were conceived. I'M MONTHS EARLIER IN THE NEW MON ceremony and actually put them on the owls of the of the arms. The I didn't have one. They make a sweet bread to the heaven. They call it and they actually put a sacrificial Carter Mine Sweet bread shaped and little boys and girls like gingerbread her bed. Babies burnt to ashes. They don't have a live baby to put a sacrifice to the to the AL.. God this is really going on people not imaginary. This is your world right and it all goes back to the you spend a lot of things in there and I can't. I can't give that blanket math. Why you're hearing in the last segment? Don't worry about it. We're going to take a break for four minutes and ensure segue we come back. We're going to hear more amounts and how to get your amazing video latest WanNa Carson on the trail of the NAP. Eleven mysteries mysterious. How are you still looking for that? One on iodine that you can really trust. A medical doctor endorsed product that is backed by honest research and true integrity of science then search no further go to new for medical dot Com for Dr Bill Eagles triumph proven time and time again to be the very best iodine available for you new line. The only tesla activated tomato monitoring plasma in the world optimizes myocardial function and generation of new might Qendra from totally neutralizing the venom from the desert. Yes we precludes spider bite in southern California to eliminating malaria parasites reported by medical missionaries in Central India. Doctor Bills you try a dine is simply the most powerful full healing formula try dine clears the body of all known passages restores it to an alkaline state and even promote them cell regeneration order after bill today at triple eight to one to seventy one or visit US online at medical dot com red deer velvet velvet. Dr Is an amazing new product with a patent to preserves reenter bio-molecules and six hormones. Same as fetal life where you don't age at all the state of fetal life allows the three hundred bio-molecules and six hormones produced by the Placenta to be supportive of the re generation of tissues and organs was maximum a pop doses are changing the tissue and organ structure of fetus. That's why steel surgery is performed Prisoners Scar taking to St capsules twice a day with uncle. Mike Tyson Michael D to Provide an amazing support for regeneration. Any tissue in the body and even advance stem cell therapy support treatment. Do get neutral. medicals red deer Belvedere from Dr Building. DRAMATICAL DOT COM. I'M NOT RADICAL DOT com. Triple eight two hundred eighty one. Stay well and stay young was moved from medical. Hi I'm Dr Bill Degan. MD A EM ACM a forum of neutral medical dot Com and a consultant providing advice. Free an advanced protocols for your optimize optimize wellness and advanced technologies to heal and regenerate you even contact set neutral medical dot com. That's Tier I. Medical Dot com or eight eight eight. Two one to eight hundred seventy one get free email starter protocols of our top medical-grade nutraceutical initial testing and recommendations for your own primary doctor to you do as well as recommendations to give you an idea of a consultation and a full protocols tried to help you regenerate tissues heal naturally without the use of toxic poly pharmacy. I can send tests gets to you as well anywhere in the world and provide you recommendations referral of specialty clinics worldwide. So contact me Dr Bill Beagle at neutral medical dot com. That's a medical dot com or eight eight eight two onto eight hundred seventy dramatical DOT COM held the most amazing drinks with the best fail highest quality by Nutrient Exposure to your body to heal and regenerate and the most powerful persistence nutrients to heal your body dramatically. We have ageless. which makes you h last which repairs your DNA extend your telomeres etc.? We have life support. The detox detox is face to detox. Pathways Burana Dacian Salvation and methylation pathway support Levi glycemic of blocks of carbohydrate absorption helpful diabetes or weight loss and as. Well helps with people. They're trying to build apostle using our special formulas from Dr Wolf called Mega Muscles between meals along with sports energy light. We have the amazing neutra. Complete the most complete read and re green streak in the world the best most feel and flavor it could offer mix it to its but a mineral mech switches are fruit flavored mixed power of vitamin stay well with neutra medical every day taking fixing observers have your urine revealing Antipolo the explain how to get your video. Well it's an amazing thing This kind of an intro to your amazing video how do they get it And of course we ever websites which will have links up to. It's called on the trail of the NAFF. Limb the mysterious mound. Builders people need to see this Understa- asking questions and realize the nature of the roles. Very different you've got two main websites L. A. Mars Xueliang Ours E. L. ally dot that and of course you also have a wordpress site. Ellie Mercer DOT WORDPRESS DOT COM. Can they updated on your website. Ellie dot net L. Mars elite perfect. Okay please continue. Look I want to address something enough right before the break. The tire Talking about the Pedo Gate and and teach the gate and all this stuff and all that stuff the swirling around the net and I understand that and I also understand what you know being rivals about about some of the things that good with some of the things. I don't plan to really get into all I will. Yeah we don't need to get into that. That would be another show another. We discussed video. Yeah let me let me finish. I agree with you wholeheartedly. There's a deeper occult tick side under. Bali do everything that we see and it and it does have human sacrifice and it does that feel and everything else I mean we know that There's too many people have come forward. So you know we talk about things things like that. We can broad-brush but there's a very very dark occulted loosen period agenda which is basically engulfed this planet. And that's that's what we're seeing in other words wherever an agreement of the courses we have a few details where we haven't talked about yet but what you're saying is when I agree every secret. Agency every deep religion with his lomb or Judaism. Christianity are fully infiltrated to great extent by demonic. An in other worldly powers and influences and people need to understand it. Oliver governments on earth are a sham even so-called Adversarial system here in America because behind the scenes the fourth power government which of these. You know long-term bureaucrats and so on and the people who are in secret orders. They're running thanks. That's why we didn't hear Brennan Making comments even threats to trump. They have lots of ways of getting you. The reason why is because these people are involved. There you can censor the need. The modern incarnation of the people are the mound builders and the people that control the mound builders are still in control of our world. Our world is not run by normal. Human beings are greedy the even perverted is run by Trans Dimensional and fans galactic evil. Right what we are looking at again if the dark Luciferian superior underbelly everything that we see but not these rose to power. Hitler was was a member of society. I mean they were steeped in the call. They were all oh and he was when he was really too right. Yeah I mean absolutely he was he was certainly a type of anti Christ for sure. Many almost succeeded eighteen and he almost succeeded in stopping the prophetic Biblical prophecy of Jews. Coming back into their homeland. Nineteen forty. So I'm the ashes just of the Holocaust Israel's reestablish no one ever would have guessed that would happen two years ago that was the piping. Oh you can't take those passages of scripture literally L. A. It's all out there so I mean this thing is coming down and this is why in my opinion. The only way it's it's GonNa Change if the right around the white horse and of course I'm pointing to revelation nineteen where Jesus and the armies of Heaven right down come down from the heavenly realm flying white horses and they destroy the beast and the Anti Christ the dragging the whole crew. And I'm looking forward to that. Yeah that's going to happen. It has to be the intervention God mankind. You and I can prep- all we want without God's intervention God's armies you WanNa call it. It's not going to happen. And then uh-huh visible physical changes. I think they'll be physical. Change the yours. I'm expecting God revealed to me is one of the things that'll happen as a pole shift. But there's lots more. It's not involved with mankind unkind. We could perhaps we can get guns and food and communication and we do all kinds of stuff but ultimately the most important thing is preparing our hearts see the the truth the evil and start repenting and trying to get away from it. Tried to separate yourselves. Don't be of all of the secret orders. Don't be all the fake and false churches. Don't be involved involved with with you. Know and do get perspective of what the Bible is all about which is much more revelatory than people realize and your book fits with the Bible. That's what's cool about it. Fits with the Bible your research but a lot of so-called Suda. Academics don't want accepted even though they they say things. When you presented people laugh they see no no I don't know and they laugh their heads off thinking you're gonna move four hundred thousand tonnes with a little child shovel? How ridiculous tell you that? And then don't believe the native peoples native people are being honest like we didn't make these things right this. This is what this is. What's amazing about it is that you know you you? I'm on a club member. I'll never be a club member. I'm not degreed. I'm not part of the archaeological anthropological anthropological community. I'm not but you know what I I have Two archaeologist on our team we have medical doctors on our game and we have people like if if I if I wanna find something I hire a surveyor gone. Tell us what's going on here You know right now. We're looking at. I just WANNA give you. I think last time we talked about this again. I love the south because this is so important is so important. People need to hear this and understand what's really going on. We talked about earlier. That many many sites are built on an eighteen and a half year lunar cycle. What does that mean that means in order to understand first of all it doesn't eighteen and a half recycle? Let's say doctrinal deal. La Marzilli go out. And I and we go. Okay let's put some stakes in the ground. We'll get up a site. Point in that move comes comes up. You know somehow will record the data. That's day one but we don't know what year were. Are we in your four your twelve year one. You're seventeen. We have no oh idea in other words in order to figure out that the lunar cycle is eighteen and a half year year years long. Someone's got to record that data and and that's where it goes off the rails because there's no way to do in the ancient world. There's absolutely no way to do it. Another Komo news mathematics and things that didn't exist back then right with a normal people. I mean it's it's it's the honesty I mean. It's it's Yama. Tree and native Americans did not have the Amish. With all due respect they Europeans five thousand years ago. Didn't have geometry so people often racist statement. No it's not it's it's a statement of fact some people see what you've done something intellectually very important. You kept pursuing better and better questions. Sir explaining anomaly paradox staring in the face and you eventually found answers fit with the Bible and ancient documents like you know the the book of the dead. The Vermont Books The book of the of the India and so on an ancient symbolically for example symbols Nazis years. Go back six thousand years to Asia. Zsa these are not new symbols and the different names for the dragons all over the world. It's the same same beings with different names like the Naga of Asia the decline of the Middle East and South Africa and and the anomalies are actually similar. I bet you've found mountains not just north confounded elsewhere right. Wait what was that again. You probably found mounds elsewhere in the world. Oh yeah we weren't over in fact I'll use it some standing in front of the South Ferry Mound in England which looks exactly like a grave creek mound in West Virginia and I look at the camera with kind of a little impish grin and go standing in Ohio or some place else. I remember comedy this Conference Right. Yeah Yeah so now you have another one. I heard the announcement that the coming up next. Gen Six Branson I would like you to introduce this show and the ability also do moldy side videos. Because I'll do it for free after the show monitors your weekends if you wanted to get even a short interview ten fifteen minutes twenty minutes I can put you on audio and just the speaker or video Senate camera linked to you. Hd Do you or wherever else and we also get. Want to get other guests on. Because I want to be a multi personal opinion and an interlocked information it. Doesn't you know once we discuss deeper enough. We're GONNA find a core or information. We agree on the maybe feel details here narrow the minor stuff that seems to be licensed in conflict was really isn't because really the basic principles behind it we agree. Yeah we've been influenced we've been visited. We've had science by ancient beings from other worlds and we have been ruled over by I Trans Galactic entities beings including even Avatar in her current world leaders. That's the source of our evil and destruction on our planet and this is galactic cosmic battle between good and evil. Isn't it well. It is and and and again it. It prophecy tells it's heating up. We know who was at the end. Thank God but I mean yeah I mean this is you know it's it's coming down definitely comes. Yeah and you're one of the main people. I think I remember having over the years. But you do your latest presentation on Jennings's amazing and but we didn't go and get the videos. I have both of us from last year. And this year going jen six dot com and by the videos. Yearbooks y'all besides that one What other books and videos do you do? You have have it your website and information that be tons of stuff on on Michelle of Nepalese Amazon. it's over six hundred pages over three hundred full color photos it's Eight and a half by eleven. It's an oversize book again. Four color print full color photographs of places like Stockton Vermont along the skulls of paralysis People at conferences. We can't we can't keep them on the table and I mean that we cannot keep the book on the table they they they sell out every conference another one when I went you. Website is last prophecies book trailer. Right last prophecies. Yeah Yeah Bill Bill on the program in fact build prophesied. What's going to happen to Damascus? A few years ago in the show here and we see some of the things that happened happened recently with the Kurds and the Kurds. Now falling into the arms of shirl Assad I think all the stuff is actually winding up. I'M NOT GONNA put dates on it but I can tell you I can smell the breath of the dragon and I can hear the thump of the giant footprints on the ground in just my coming down. It's definitely coming down. If no doubt about it so go to the website you can see all these videos material here. It's amazing eve another set of here that the best the watchers another one ufology disclosure These are also available at. WWW dot l. e. marginally dot net. La Marzilli DOT net. And you know we're we're getting on the Christmas season. We have a lot of packages that will start putting up here Jerry right and of course the picture here scary looking is on the trail of the NAFF alumnus when voices from the other side. Secrets of the supernatural. What does that one talk about? That's the third film in the on the trail of Netflix and series. That deals out and and must've Dr says very distinctly if these are netflix mounds if these really our site could be supernatural manifestation. We captured it on film. It on film. It'll blow your mind. Oh yeah and are mentioned that person that brought those Crystal skulls that you don't know how they were made. They hadn't manifestations of opening up a trans dimensional portals finals and manifestations can obviously tell were supernatural right absolutely. That's why the Mayan elders were there for Turkey and Crystal Skull Golf. They know what that is. And that's why they were that they open minded donors Rutley skulls to the mound and they they weren't the mound builders but they knew but the skulls and they brought to the mount opened up a portal. Because they're trying to to

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833: Virtual Selling, with Jeb Blount

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51:35 min | 7 months ago

833: Virtual Selling, with Jeb Blount

"Guided selling from ring DNA makes her entire sales team more effective by revealing exactly what Rep Sha do and when to do it guided selling works by transforming sales data into a curated list of prioritized sales actions. So in reps start their day, they'll never again wonder which prospects and accounts are hot inbound leads to reach out to next guided selling even shifts reps priority in response to real time buying signals finally even knew reps can sell season wants let ring DNA be your guide to success learn more at Ring Dana Dot com slash guided selling. That's ring DNA dot com slash guided selling. When I first started this business I ran from the camera. The camera scared me to death. You know I was telling you appreciate the seven. Keynotes over the last two days where I'm standing in front of two audiences were there were more than two thousand people in the audience watching the video. I'm terrified before I walk in because my world is standing on a stage can see people and interact with them, and when you're looking into the camera making eye contact with the audience can't see them or anything like I, have no idea everybody's asleep. By friends welcome. Welcome to the sales enablement podcast I'm your host. Andy Paul. That was JEB Blount jebsen multi bestselling author. Fanatical prospecting and he's the founder and CEO, of sales, gravy. And in this episode I've talked with Jeb about. Well. We're meant to talk about negotiation much as we were talking about negotiation and his excellent book titled Inked The Ultimate Guide to powerful closing negotiation tactics that yes and sealed the deal. While of PARV along story, we're meant to talk about that about twice before when jobs come on the show, but we always get sidetracked by something Elson as as a habit that happened this last time we talked as well. We ended up talking about something else altogether. Win Got into the INS and outs of virtual selling. In particular dig on some of the major elements of jobs latest book titled Virtual Selling, quickstart guide to leveraging video technology and virtual communication channels to engage remote buyers and closed deals fast. And Jeff share some really excellent ideas on how to set yourself up to succeed in the world of virtual selling. So be sure to stick around to because this is another value packed conversation. Forget to Jabot undermined subscribe to this podcast wherever you listen to it, and if you subscribe would certainly appreciate, it could also give us your feedback about how we're doing in the form other review. So thank you. All right. Let's jump into it. Jeb Welcome, back to the show. It's Andy. Has. Awesome to be back. Thank you so much I think you've had me back now in the last one twice in the last three months or four months. So something like that. Yeah. Well, see here's here's the thing. Now you came last time and we're GONNA talk about your book about negotiation, and which are we didn't get to it because it got sidetracked. Risk when we talk and so nominally we're GONNA talk about that book today but. You my friend right books faster than I can read them. Since that time he published yet another book. Which I have to I have not read yet. So we'll sir say that and talk perhaps more in depth about it but but before we get to negotiation let's let's do talk watch book because it's so relevant what's going on? You wrote a book about virtual selling car virtual selling. The shock. How, how'd you come up with that name? I was a long time I worked hard on the shower. That's funny. That's where have all migrate creative thoughts to even bought. One of those pads can right on the rush hour I got one of those two I've never used it. Never. Never. Written on that thing. Why haven't installed mine so you're step ahead of me so. All right. So virtual selling tell let's talk about the bit because we're in the midst. Again politics I haven't had a chance to read the book yet. I always enjoy your folks, but so is virtual selling different than selling face to face in person? Well, it's facsimile of selling face to face and the ideas that we can create the closest facsimile of selling face to face as possible because nobody's going to argue that a face to face communication isn't the best type of human communication is just not always efficient or effective in you know in the moment. So one of the things that I that I'm teaching people as as a concept called blending, which is you take the sales process you map out and this the way is whether you're an inside salesperson field salespeople person and then you start taking a. Look at both your physical communication tools in your in your virtual communication tools, and then you map those into your cells process so that in each step of the sales process, prosser, Microsoft of the sales process process in with the right customer, etc. You're using the right communication channel that gives you the highest probability of getting your desired outcome at the lowest costs of time energy and money. So back to your original question is virtual selling different than than in person selling is still selling, and so the steps are the same and the motions of the same the questions of the same. The way we do things of the same, it's just there are some. especially when it comes to video some things that you need to keep in mind in order to. Deliver a better message to deliver a better experience for your customer and to make sure that you're not skipping steps in the sales process. Was So. Let's get that last part because. Is there a tendency when you're selling virtually? To skip steps or assume that they're steps to be skipped. Yes there is a bad tennessee. So one of the biggest problems that I'm noticing with sales people across the board is that when they're on a virtual call, they are much less likely to ask the next step and let's let's call a virtual call either a phone call or a video call 'cause all virtual. It's just a frightening facsimile being there for some reason, other ones salespeople especially feel sales people who are transitioning from being face to face when they're on those calls they they really struggle with that that close at the end of the call for the next call. And why I don't know why there's something I mean why field salespeople salespeople in general have that issue of why? Why's it more pronounced well, sales people in general I think that you know if you're if you're a inside rep, you have we all have that natural problem. If your inside rep, you're always selling virtually anyway most almost always by the phone. So your cells leaders are coaching you constantly to don't get to the end of the call and not ask, but with field reps, a lot of field reps just weren't used to doing like real sales calls on in a virtual environment. So they were they weren't used to it and they just get. I think it's the vulnerability that they feel when they're on virtual call doing something they're not accustomed to because I feel like a part of their sites been taken away from them and and they just freeze. There's something about that closing on a virtual call where they just feel like maybe they haven't earned enough trust or the relationship or they just don't get that. They'll get that loving feeling that they have in person when they know what's the right time? And see my own salespeople like the end of the call and in a like times I'm waiting to see what they're gonNa do and I'll just you know I'll end the call and go okay I got my calendar out. Let's go ahead and get the next call scheduled. So with with with inside reps so SDR's for example, they're always going to be almost one hundred percent by phone I mean they're making video prospecting calls may be doing video messaging message. To to connect, but they're there but the phone's been their, you know their primary tool and to that web chats with inbound leads a lot of inside sales. People are having to learn web chat, especially proactive web chat where you're engaging somewhat on the website. Now, like with our Wechat, we can make a phone call right in the web chat. So that's it's a great tool a beautiful. So they're learning they're. Learning those tools and I watch I, watch inside sales reps on chat frees up just like Phil cells do people do on a video call so it's just something they don't understand they get they get petrified on web chat. I watched Silsbee I mean of your take chat alone. That's the place where I see the most terror I. See people just absolutely shutdown on chat and I'm like it's just a conversation. I I was explaining to one of my people who was having a hard time with them like if the phone rang, you be having a conversation. This is just a phone ringing and they're not talking to you. But in any moment, they could push that little video button and they're going to be on with you. So you need to be video ready I think with account executives on the inside though as we start pushing account executives. So my trainers and consultants are working with a lot of companies to get the account executives to start moving more individuals. So so two things a lot of account executive'll do their discovery calls purely on the. And in a lot of cases, they'll do their demos where there's a screen share. So the their customers on essentially a zoom call with them or a video call with them, but they're not on video, right? So they con- executive you never see their face. So teaching them when you when you initiate the call, they can see the full frame you and if you stop. To ask questions, you turn the screen off and you put you back on the videocon right and you put you where it where it makes sense. You put you in a picture in picture and we see the same thing happening where we take account executives who are used to hiding behind the slide, and now they have to get out there they start getting a little bit. You know nut it up in front of the cameras. Well so it's it's just basic human vulnerability and I get it. I. Mean when I first started. This business I ran from the camera, the camera scared me to death and. I was telling him to appreciate a seven keynotes over the last two days where I'm standing in front of audiences to audiences were there were there were more than two thousand people in the audience watching me on video on terrified before I walk in because my my my world is standing on a stage where I can see people and interact with them and when you're looking into the camera making eye contact with the audience, I can't see them or anything like I have no idea of everybody's asleep. So yeah no, it's hard to play off it I. Thought I missed that part too and I'm doing it virtually. Play playoff the YEP so but you have to train yourself and and keep doing it until it gets better so I think that I think one of the biggest things to help salespeople understand if he is dialed it all in is that your customers experience when they're working with youth through the sales process is a more consistent predictor of outcome than any other variable. Yes and a lot. Of companies are really starting to figure this out now, I think that the the the the pandemic has I is depends on the swinging faster than I've ever seen before I had beautiful conversation with the CEO of a big Tech Company and the one thing you were talking about is we got differentiate on emotional things we differentiate on our sauce skills on a relationship and how we sell. All. Right. So I'M GONNA. Stop you because this is something was just ranting about some of the other day. Is, you know in the Echo Chamber of Lincoln is relatively prominent sales thought leader if you will. Says still here's bigmouth. About sales. You have to have relationships are important basically. And I'm like well away this is this is coming up more and more actually it's like, why do people think the? Relationships are unimportant into your point when talking about that the buying experience customer experience with their buying journey as the biggest predictor of success. That's based on human interaction. Yeah, and so. Mean I think people get afraid of this idea that relationships of friendship, which is just complete not be bs as you and I both. If, you're connected with somebody. The definition in the dictionary? Our relationship is the way to or more people are things are connected. Yeah I mean if you're selling somebody your defacto interrelationship. Yes. Well, how can we talk? We put us to bed relationships are part of selling. It's a it's a huge part of selling and I think that the. Let's. Stop and look at one thing. Okay. Let me in every interaction you have with another human being at the either the conscious conscious level. They're asking five questions about you. The other person do I like you listen to me do you make me feel important? Do you get any like? Do you understand me and cannot I trust you and believe you like the in and if you check those questions off. It's very hard for people not to do business with you and. and. So if you think about it that way like that's the relationship and the relationship in on a let's say a one call close inside sales you're going to build a relationship and I. You know we work with companies that your relationship in five minutes and all it is is just do I like you I mean, are you? What did you ask me a question? Did you did you did you are you concerned about what how I feel or what I want and when you offered me a solution? Did you were you nice and if you're really nice I, WanNa buy that I'm going to buy from you but you call somebody if you really want to buy something and the person's a total jerk to you, you're going to go someplace else. So that well, most times. Yeah. Almost all the time. But here's here's the flipside of that relationship thing is explicitly people saying and these are people you and I both know saying you don't need to be likable. To be to be effective salesperson. And you and I both know jerks have done well in sales. But being likable costs you nothing why wouldn't you be if if if you're trying to gain every competitive advantage if every little thing? Why wouldn't you like? Well, let's I. Mean the first of all, there are people who are jerks that are good sales, but they're not jerks or their customers the jerks everybody else because well, because because it's just really simple like people don't always do business with people they like you I mean if you're a glad handing cares matic person and but you're like, you know your as Larry Levin says you're wearing an empty suit like you don't have the goods to back it up. Like you're going to sell something but eventually, people are going to catch on that. You don't really offer anything of value. So yeah, you gotta be valuable to your customer. I mean, you gotta get that piece. But if you're if you're the smartest human being in the world and you're a complete asshole nobody's going to want to work with you and they're not going to buy from you because people buy from people they don't like. So here's the thing about this echo chamber and Lincoln. So the first thing and I'm just going to be call it like it is nobody believes that bullshit except for the people that are saying nobody? Does. So because I, I've got a big company and and we produce a lot of revenue working with some of the most prestigious organizations in the world and the people that are running those companies aren't sitting around in a conference room going you know we need a new strategy I. Think our strategy is going to be. We're just going to Piss people off like we're GONNA be less likely we're going to nobody needs to live is what I'm seeing though is that. I'm seeing a lot of executives who get that they understand it but they've they they've been like they've been really focused on on digitisation like the you know that transformation thing numbers and quantitative things where that's been the primarily place primarily primary place they focused and just seeing them shift a little faster end me because I think one of the things that's happened with A. Pandemic we've had to adopt like digital transformation sort of you know rolled over. It's like a tidal wave in a series of a couple of months. So what would have taken ten years to transform as we've done it very quickly and I think when you wake up to that and then you realize okay well, now we're communicating through all these different channels take chat, for example. I can show you really good chat where two people connect even though they're not talking like you can see it happen in real time and I can show you train wrecks with a transcript where the individual on chat talked over. The other person weren't likable. They didn't listen to the other person. They just threw out their stock answer and you can see the person on chat getting frustrated and then abandoned the chat but that was a person who came to you like they came to your customer. So so we know this to be true though the thing is that scientists science tells us. So just go back to Antonio Defazio use a professor at. University of Michigan we all know him and his Semitic marker study was made him famous but basically, he proved like so many other scientists approved. You know Daniel condiments another one you know Aikman's another one they proved over and over and over again that human beings are rational and we make decisions based on emotions I and then on logic with us how we operate and now just give you a really quick. I'll just refute everybody who says relationships don't matter with one simple thing new coq. If you go back to the late seventies, Pepsi was kicking Coke's rear end because they were running the Pepsi challenge commercials people will walk into a grocery store. They would ask him what their favorite soft drink is. They would say coke and then they would sit down and they would drink the soft drinks and they were so why like this one and they would reveal that was Pepsi coca-cola didn't believe it so in. ATLANTA. Georgia they brought in scientists and they were running the Pepsi Challenge in their labs and it turned out that the Pepsi Challenge worked in their labs just as well. It worked in the grocery. Store. So. They got together and said, we need to change our formula. So they did and they created new coke and everybody who's been to be school has gone through this case study because it is the greatest marketing disaster of all time Yup. So it wasn't until ten years later that a scientist and I believe they were Berkeley figure this out there were showing. People Pictures really fast pictures of things that were really nice like fuzzy kittens or things that really horrible like a horrible like train wreck where people were lying dead everywhere and they were showing the picture so fast that you actually couldn't see the picture only your subconscious could see the picture and they were basically asking people like how you felt after seeing certain. Things. So they were they were able to register that the optic nerve goes directly into the LIMBIC system and that people seeing those pictures even though they couldn't register it consciously could feel the emotion of what they were seeing and they stumbled on a group of people that didn't work with and they figured out that with this group of people that somehow had. been some damaged. So the optic nerve was no longer connected. So they didn't get that type of emotional connection. This is part of what Amasi did YEP. So so they basically ran the Pepsi Challenge with these folks and it turned out that the people that had that connection. The is to the to the emotions when they could see the coke can they always pitcock? When they didn't see the cocaine. Of course, they would pecks. Pepsi. Because the Pepsi to the taste buds tasted better. But coca-cola's about Santa Claus and penguins in Christmas and you know and the polar bears and you know teach the world to to to smile and all those things. The people that had that disconnection they always pick. Pepsi whether they saw the cans. Are Not because they were focusing on working on logic. So if you think about that just in that moment, right? Logically Pepsi tastes better than coke but emotionally coke taste better than Pepsi and when the emotions are allowed to take over, what do we do? We pick what we like and this is why organizations everywhere make illogical decisions based on how they feel. I'm GONNA give you one more example for my world. We were in the middle of a seven figure deal a really really good company. It was a big deal for our organization and we lost it. So the we built relieved strong relationships with stakeholder group as we went along to the point where it was almost a friendship. So they were kind enough to sit down with us. They felt they really felt an obligation to sit down with us and tell us why we didn't win the deal and that's always been one of my core drivers salesperson is sometimes. I'M GONNA lose. But when I lose I, want the stakeholder group to hurt to tell me no, like I wanted to them as. They sat down with us. They said, here's the thing you won the deal you outsold. The way that you guys did this was it was like art work and you sold the way we wanted to to buy your product but they said this is a really big deal for organization in everyone from the CEO across the organization. Their eyes are on this and we've never worked with you before and you know you're a small company and we're just we're just we just need to pick A. Safe choice in this situation, because our jobs are on the line, but we just wanted to know that you one and we're going to give you some more business. Don't worry about that. We're GONNA. Work with you on this and bring you into the organization. So you can earn that level of trust and and I said to him I said I would've made the exactly the same decision and that situation. If you just looked at, they like just more. They felt like we got them. We certainly didn't feel important they were. They were really struck by the way that we approach the sales process and we won on everything except for we didn't win on trust. They even felt that our solution was better like well, everything that we presented to them was the better choice, but they needed to trust us because. Their jobs were on the line. That's not a logical decision. It's an emotional decision and so yes, the relationship mattered in that moment but we didn't have the relationship that the incumbent vendor had of years and years and years of working with them where they had earned that level of trust. So in that case, their relationship with that vendor beat us even though we were in a situation where we won at. A truly at the logical level. So this you know this Echo Chamber of relationships don't matter like a lot of things on linked in and I know the person you're talking about they say those things because. Because A, it's provocative. So they get a lot of likes and I've learned a long time ago you can't spend like. So if likes dollars I'd be doing the same thing but I think the other part of it is that that. People gravitate to that because it makes it easy for them. This is what challenger You know was such a big deal even though in most cases, it didn't really work because very few people get actualized the idea and people loved it because it just took the hey, you don't need a relationship here. Right? You just need to go and tell people what they're doing wrong. Now that's not actually what they wrote, but that's what that's what most people read into it and how you approached it because that's easy like if I don't. have to go like, make you like me build a relationship if I can just go on and talk about logic because that's easy like building a relationship with somebody. Oh, by the way, do it on a video call it's hard like I've got to be vulnerable I've got a listen I've got a step into it. I've got a a human being that is really difficult work but if you don't need a relationship like me screw you, here's what here's the deal you need to take it because I'm better than everybody else by now. What yeah, I think your point is some of the people that make the bet claim. Draw, the completely wrong lesson from their own advocacy for which is actually very likable This our first off whereabout it by think. Yeah. I. Think this whole idea is that that people trying to limit the emotional side of things which is just impossible to do as you. As you describe through Damasius work, you hit another study. Did we found the new? Brighton about the seat Tim across the sky the emotional control center of rain have been damaged and he couldn't make any decisions. Without emotion, he could not make any decision and can decide what to wear consignment. What the EAT couldn't decide turn left or right when he left his house all those things. So and this feeds into something else I'm sort of interested as where you come across is that in this in your work is. Is I'm again I'm finding that. Yeah. People are training sellers when they don't have time for small talk, you have the people you're talking kind to destroy these basic human things but it's targets magnified because you know if you've got a group of stakeholders is again one thing science shows and this has been nonsense since the fifties is that when you get a group of stakeholders and look at making a decision in business as they look at it at two levels, what's it mean for the company and what it means for me and so if you don't think there's A relationship is important. Then you're going to miss that whole personal level. That's right. You really don't have ten. You've got twenty stakeholders in that case does exactly right they s a question. Do you get me and my problems see what we forget is that you're selling to people that are using other people's money to solve their issues and it, and they're asking the question me and my company, and and the me part matters and even in negotiation for example, you know there's when we look at for example, we use a discovery format and it's just an acronym called score. But the but the first to the ASS is the stakeholders criteria for evasion a for evaluation. So what's there was the individual stakeholders, personal criteria, and then we then we look at that criteria for evaluation at the enterprise level because at the enterprise level, that's that's how the organization is deciding whether they're going to buy your company or by your product but the individual stakeholders, they each have a list and those lists can be divergent and what everybody wants especially. When you're looking at a group of stakeholders that may even have different loyalties and. Normal in the training world to lose a deal because you're working with a group of stakeholders and three of the stakeholders have worked with another company and they like that company they're just connected to them. It has nothing to do with the training material or anything like that. It has everything to do with a relationship that they built with them is brand loyalty, which by the way is irrational brand loyalty crashing. So. So I think the I think you're exactly right and I, and you can never disconnect yourself from the fact that there's an individual human being making the decision and gloves last book by the way talking to strangers good when he was when he was talking about how the judge is like when you blindfolded, the judge couldn't see the the defendants, and when could do how they made different different decisions about bail based on what they see. I thought that was like one of the most fascinating. Things that Skara. Scary but it again defining and refuting anybody who says that relationships and connections and likeability don't matter. Ghana triggered you on that because that's just been triggered on that in the last couple of this is is. I have to I almost I. I wrote like I had a whole thing. I. Wrote for one of those posts and I and I just I went and looked in the mirror and Meka Jeb, this is not worth your time and effort move on. Senate to Alec and I said, what do you think but don't post it And he can. He can. They can validate that when it comes back on the calls over. Here in the same boat because it I, just I've learned this northern because I just I just know that they're the only people that believe them. Both of those things and and they're pandering to groups of sales people who? That's they're scared. The truth is probably not very good at what they do, and this just gives them an out. Well, that's what the question I was going to ask you is because I did go through Scans one person's book on virtual selling and The premise was hey, there's. Like completely different set of skills that you need to have. and. My raction tight was well. What you said earlier in the conversation, good sales behaviors are good sales behaviors. And you need them. And it's not like you can come up and be a completely different person with a completely different set of skills in a virtual world. Then you can meeting someone in person. Virtual selling is still selling and that's that yet premises just. Let me say this way you to create emotional connection when people in virtual world requires that you pay attention to some different things and but it doesn't require that you change the way that you sell. Doing good discovery. Delivering a great presentation and business case that connects with what the buyer told you asking provocative questions in one of the things that I'm able to do on a virtual call that's almost impossible on 'em in person call this I've one of these smart boards. So in a virtual call I can ask questions and Whiteboard and collaborate at a at a at a level. That's much deeper than I do in person with a group of stakeholders, and then I can send my my my stakeholders pdf of. The notes that we took on the whiteboard while we did it. So you know the the tool, just give me a lot more dimension in what I'm able to do. But if I was there in person and there was a whiteboard there I always get up with a pen and whiteboard stuff with my customer but the diverts the smart boards great because I can share it with them and they can do at the same time but the yeah advancing through the through the process and and selling and. Just start the book off saying I'm not an, I'm not an evangelist for virtual selling I'm not I'm not an evangelist for any type of selling I went evangelist for talking with people. I'm involved Gills for building relationships building connection right and I believe that what the what the virtual, what happened with with Kovin is made this the best time ever to sell I believe that the the young sales people who are going through this right now are gonna come out on the other side of this crucible way better than they ever were before and the people that come behind them. That didn't have this experience won't be nearly as good as they are and I believe that. Everyone to learn that, we can communicate through an Omni channel approach both synchronous and asynchronous. But at the end of the day is about talking with people at the end of the day, it's about selling virtual selling is still selling the same principles. Everything is exactly the same but we are we do miss a few things. So we miss we miss the whole picture. You know when you walk into the body language, you can't really see the body you can. You can't on the telephone, but we've been sell US stuff with a phone forever. So in the phone, always cells inside sales people on the phone it's like selling with you know blindfolded with two arms and a leg tied behind. Your back because eighty percent of of human communication is visual. I mean eighty percent of the of the brain's computing power is is computing what you see with your eyes I, mean that that all that you take in so we know that to be true but inside sales people do just fine they sell stuff over the phone all the time because they they train their brain to listen to the nuance of the conversation they get good at pacing themselves on the phone and asking good questions. So they they shift and learn how to do that video poses a different set of issues where we've got A, we've got to solve the problem of video fatigue which means that you need to get. Your frame right you at your lighting right the means that you need to have a good video call set. That's not distracting but is pleasurable for people to interact with it means that you can use tools like a whiteboard. So when you're taking notes and people can actually see your hands taking notes that you to stand up and take them on your whiteboard I'd do it all the time. It's amazing people get off the phone like how can I do that? Teach my people because it because it makes them feel good because they the stickler says something and I write it down the whiteboard and they see all of a sudden they're like man that makes me feel important and significant that. This person heard me I'm using the same principles, but I'm accentuating it and I'm building it out. So on a presentation cells, people learn how to pace in Paul's themselves so that they learn how to bring other people into the conversation by calling them by name, they have to be better and discovery so that they have the information that they need to say, Hey, andy when we were talking last week on our call, you said that this is really important to you based on what I just presented. Tell me how you feel like that's going to work for your organization. If you didn't have that information, then you're not gonNA build a ask that question and bring that person into the conversation. So I, don't see to me like I don't sell any differently than I did in person than I do when I'm selling virtually I it does take a little bit longer to build relationships. However, the one thing that I'm able to do is I'm able to compress cell cycles. Like further than you can ever imagine like, unto we're doing which. A good example is we did an almost seven figure deal. that. Would have that was a rewrite of the company's training program. We were riding at four their trainers. Almost thirty trainers. So we're building the leader God's writing the program. A licensing program for Ip but we're building around them. Yeah. We're talking about several hundred hours of you know of work we have to be creative than we have to do train the trainer for them so It's a really big deal and a really big deal for this company and a really big company. So it's a lot of money typically would have taken about six months to put one of those deals together just because you have a meeting and then three weeks later you're going to have another meeting and then you gotta go talk to this person I mean we're doing deals like that in six weeks now but we're having three video calls a week versus what we would have done on a deal that size before is we would have gotten. On an airplane gone over there. Center conference room spent a couple of hours. Their comeback spent six more weeks getting together. We're we're not having to do that and customers are accepting it but I'm gonNa tell you something if you don't like if you think that you're going to sell differently if you think those things, it's the group of people say you can skip steps like there's somebody out there telling people that they shouldn't wave and smile when they get on a video call like what kind of a moron would tell people something like that I have a list actually, I'll tell you after done. Don't be nice to people when you get on a video call. But when I get on a video call I wave and everybody and smell, you know what everybody does they their way back at me we just shook hands. It's awesome right so I'm like you know it's just this. It's just as drivel and it's pandering and it's wrong and and you know is wrong and I knew it was wrong and the beautiful thing is most of the smart people in the world that are actually making money. No, it's wrong. Well, and the thing he's talked about that I wanted to get back to real quickly as you're talking about your closing deals short period of time. Yeah. Wrote about this in my first book which was. Oral tradition that's gone around sales is like you know I talked to the customer on Day. One and and the has to be the interval that exists before go back, right? Yeah and and this whole period is putting the lie to that because it's it's not the case has never been the case actually but sometimes fear in a field sales mode. Yeah. It took some days before he got back to go. People, WANNA. Make decisions faster than we've ever thought that they wanted to. Always wanted to make decisions faster than sellers want to sell to them in my my experience or decades. And it's like worry prepared to to serve that and most sales organizations weren't. Yeah and it was and it was the field sales person because I was there I mean you meet with them on Tuesday. So you set the next meeting for the next week. So if you've got a ninety dollars, they sell cycle here's when you get in and here's how you go and and there was some strategy to that. You know there. Was the you would go faster or slower based on where you thought your competitor was you could probably take you know take them off of their the but but it but a lot of it was just travel like you come in you're working so many deals and that's that that section of your territory you don't go to that section until Thursday's so. You were just naturally pushed off but now I mean even out there has been a call social proximity, which is essentially you know you you build territories based on how connect. To other people back to our election, but connections don't matter and and the Nice thing about virtual virtual begins to break down. Geographic territories although in in local field organizations where people are making risky decisions and face to face matters and gives you a competitive advantage. You're still gonNA have geographical connections but now. Literally, you can sell anywhere anytime and that's just back to my premise. My job on virtual is secrete is to create the closest facsimile to a face to face conversation as possible. So I'm just teaching people when you sit up at night and watch Netflix my wife and our binging a show called away the other night ago, which is a fantastic show. We watched three episodes we didn't. Want. To go to bed, we watch the fourth episode and we had to go to bed 'cause we gotta go. We have jobs, right so right but we didn't get off the couch and go man I got netflix's fatigue. What am I going to do about this you know and but you spend a day on zoom calls and you get off the off the calls your brain hurts. In your brain her because it doesn't look right when you're watching TV show everything looks right in the the the. Everything symmetrical and the colors to the lighting right and they put a lot of effort in that because they reduce overall cognitive load when you're on when you're watching a show so which you have a, you have a pleasurable experience doing that. So I'm just teaching people listen. If you're going to get video people stand up get good lighting good a good microphone. You know make sure that you sound good get rid of the early room and and we're just teaching people the art of being on camera not. The Art of you know of you need to change the way you're selling because if you virtual selling classes really not teaching you virtual selling, we're teaching you virtual how to like the technical aspects and human aspects of, for example, how to how to maintain eye contact on zoom call very difficult for people but very important because I. contact is one of the things that we that we looked to in face to face interactions that allow us to trust. The other person is teaching them how to use show. Interest by leaning forward into the camera, how do you position yourself so that if you were, if you know if you're doing that rather than being in their conference room, you can create the same feeling that we do in person I. believe that in person is the best way to communicate. It's just not always the most efficient way to communicate with the cost effective way. So if we can teach people that we still got to go back and teach himself skills where we still have all the issues of. You know you gotTa Prospect and you've got to fill the pipeline get into next step. But the number one thing is if if people are getting on a video call with you and you suck on the video call because they can't see you because you've got a bright window behind you, they're going to get on the next video call. So your cell cycle is going to stretch out because they're avoiding you because you suck too I mean I don't WanNa do that. Now they don't do business with you know. One thing that. Ran. Through and this is this is interesting because I Really Thought of this and I don't see anybody else doing it is said stand up from the camera. Yes. Stand up. Interesting. Always stand up. I would never stand up like I grew up selling where The first rules I you know told us don't don't don't try to sell standing up and what they really meant by that was don't walk into someone's business and pitch them while you're standing up, get crossed the threshold into their office sit down but but it was always in the back of my head and then I would never like I wouldn't go into. Someone's world and stand up. It would be uncomfortable for people to do that. But on a video call, we all stand up everybody on my team stands up and we've been doing it for years and the way that I did I started doing discovered that it was a better. I got better reactions from people was we are delivering virtual training and like two thousand fifteen. And Two thousand sixteen we started getting better at it and you know two, thousand eighteen. We were really starting to pick up a lot more agreements with smaller companies that didn't the travel costs and we started perfecting virtual training, and in fact, I've got a new book coming out called Virtual Training Bible of course, of course. The talk coming out tomorrow YEP be out soon. But it talks about the things that we we learned along the way and I remember the day that for me, it struck me because I didn't like virtual training. I, really hated it felt bad to me. I didn't get off the training calls feeling like getting the juice that I would normal normally feel if I went to a training room and and I just couldn't figure it out. But but one day I'm like I'm going to try standing up. So it was a really awful thing I didn't have any like I didn't have a stand up desk or anything swipe stacked like like audio foam and cardboard boxes up on this really record sort of tower and I put my laptop on the top of it and said a short prayer that the thing wouldn't fall off. And I delivered a training for a group of sales reps in manufacturing space while I was standing up. And when I walked away I felt good and then when I went back and looked at the video replay, I was like they felt good to they were leaning more into me. They were they were were less of them that were you know looking down and being distracted by other things the energy was better. It showed through the through the Lens and it took me another full year to get my trainers to start doing the same thing and I'll still watch the replay videos and go get off the stool stand up and and and now I cells people to do the same thing because when you're standing up. To, see me on video you can see my hands, which is really important because when people can't see your hands because of the human negativity bias, what are they doing? They're thinking about why they can't see your hands and they're using thinking. It's a good thing and I'm not talking about a bad thing like you know if somebody's hand or dangerous hands are deadly weapons. So you can see my hands I'm always on a camera torso up and then I came. So like waste I waste off and then I lean into the camera I can lean away from the camera I can put distance between myself and them and the horizontal and vertical lines are always the same and everything that I'm doing in that moment is to try to create a more normal environment so that people have a great experience and then they want to do more calls with me and and a lot of cases they just get on and go. Wow, they're go. Let me people are. Like. Wow. I. Can you show me how to do that and I'll even notice my clients begin changing their video frames after they get on a call with me they they start getting better at it started having out because because they know that it made them feel that good like suddenly there were like this looks normal to me. This is what this is what normal looks like and so if we can do things that reduce fatigue for our customer than it gets easier and by the way Andy. Maybe, we talk about video all the time. There are some times when video is the absolute wrong thing to do pick up the damn phone and just have a conversation like I. Don't need to have a video call and this particular situation with this particular stakeholder. So you need to know be aware that just because videos hot, it's not the only way that we communicate. The situations where a certain intimacy is required and I believe the phone is more intimate way to communicate. A video call it is. But I, you know I just think that I think if you can get good at the video causing look we're you know we're investing. If you were to come to our studios you'd be amazed at some of the equipment that we fought so that we can have better video calls and it's expensive. We have one one studio where. We have a thirty, five, hundred dollar piece of equipment and it sits the cameras sits into it and it's basically a big glass but we're able to project the person's face on the glass right in front of the camera. So their eyeballs are writing for the camera. So when we're working at camera I, mean literally can see us and there's no gap at all. There's no looking around and looking down really really. Powerful but really really expensive but when you can when you can do that. So if you're an enterprise level salesperson, if you're selling deals that really matter in a your company, you should be investing this technology for your cells people So they have that ability I wouldn't like I wouldn't give that to you know random SDR but no. But when we're working on big deals and we WANNA while people, we use things. And listen. You know the thing about wowing people emotionally I I always I give the analogy I write about in the book that when. When I was business back in like nineteen, ninety, two, ninety, three, ninety, four but Microsoft powerpoint had just Kinda. Come out and I saw someone use a powerpoint presentation to my company and at that time I, think we had one computer for two hundred thousand people that have powerpoint on it. And I was like dad is incredible I immediately I gotTA. have it. So went to my boss like you gotTa Gimme powerpoint Oh by the way I need a laptop imagine nineteen ninety-three asking for a laptop and you're just a field account executive members briefcase Gary and I'm yours by boss looked at me like I had lost my mind and I'm like seriously. I need a laptop and I need that software and the and they wouldn't let me have it. So I went and bought it with my own money and then I went to best buy which you know that was the place where you bought equipment at the time and I think I dropped to like five grand on computers so that I could run powerpoint. And I started using it and I did get my boss to relent and allow me to rent projectors because you know projectors time we're in suitcases. And big, and I would I started building my final presentations powerpoint I would walk into people's Place of business I was set the projector up sometimes I was like I was a camel at the screen on my back like I'm walking in. This massive. All of this equipment and I was set it up and run powerpoint and they would hand me money because they were like nobody's ever done anything like that. They can see it and then you know we'd have things spinning around in circles but I even like in in nineteen ninety four I figured out how to drop video into powerpoint and make it run even on those machines and when you're running. A presentation and you're dropping a video on a powerpoint when you're running a machine, people sit up and look and they would write me. They see you know letters and they would tell me later on nobody's ever done things like that. It was incredible. So I use technology in that moment to rise above everyone else now you you walk in with a powerpoint you're just like everybody else. So same things happen in here. Everybody's GonNa get good at video but right now, the people that are adopting this and leaning into it and getting really good at it and learning how to blend it into their entire cells process. Again, there's some situations where you need to go there like you're you're selling I've got a client says a big equipment really expensive like you know five hundred, thousand dollar machines in manufacturing plants. There's part of the discovery process where you gotta go. There's no way you could do that virtually. So but they're able to do a lot of their initial meetings, initial discovery meetings on video, and they're getting good at it and they can do demos on video and they're getting really good at that so. They're shortening their cell cycles because they're using these tools but the but the self people right now that lean into this and get good at it they're the ones that are separating themselves and we're seeing it in our own business class go and nobody did anything like that with were a bunch of talking heads and they can see that like we're putting on a production and I'm like and it just excites me to be able to go and invest in this stuff and get so good at it, and there were creating this the separation from our competitors and our ability to interact with people that I know that they'll eventually close. But in the short term, why not take advantage of it Absolutely. Right Jeb I guess what? What? What we didn't talk about negotiation I. Don't know why I've gotten the book right in front of me and kiss you asked me something a hard I could look it up. I only have like fifty questions about Do it again. Well, actually this is this is my this is my ploy actually is I had no intention of talking about it. This is just the way to suck you in, get your back on show well I. Love It. I love anytime. I'm still ready to talk about negotiate the next to tell you about you know the the the art of negotiating virtual world you know and what you have to do. That but it it's been a delightful conversation as always I think I'd I think dominated poor conversation this time I'm sorry. No no this. This was a great great information. Louis lighten me up like a rocket ship with that. We don't make relationships comment. Why could count on you so All right jabs if people want to contact you, what's the best way to do that this we go to my website is sells gravy dot com seal es G. R. V. Y. Dot. Com for all the people that aren't from the south there is no Ian. gravy. So cells gravy dot com, and you can if you want to send me an email jab at selkirk dot com that is my real email address. So please don't spam me and you can also find me on. At sells gravy twitter at cells gravy facebook at cells gravy and just looked me up J. P. L. O. U. N. T. Blunt at linked in. To keep saying, gravy I'm getting hungry now. No. On the south, because there is sausage Allegra, I love from sausage gravy. OKAY ALL RIGHT JEB Hunger right as always we. Pleasure. To have you on I said, we'll get you on. We will talk negotiation. Awesome. But so much going on that we had talked about this. All right. Thank you. Don't you later. Okay friends. That's it for this episode I all I wanNA. Thank you for taking the time to listen. I'm ever so grateful for your support of this program Anna Thank Jeb. Blount for sharing his insights with us today. Enjoyed this episode, please subscribe to this podcast enablement with Andy Paul on Itunes spotify or where ever you listen to podcasts and Gospel rating review wasn't how we're doing mom we'd certainly appreciate that you can do that all on your phone in less than a minute soon as this episode is so thank you for your help. And thank you so much for investing your time with me today until next time. I'm your host Andy Paul. Good. Solid. One. Ring. Is the leading sales enablement platform that uses a I to help scale business growth. Trusted by the top companies across the globe ring DNA offers a suite of powerful tools for every sales role. During, DNA dialer radically improved sales productivity and call connection rates while guided selling helps reps know exactly what to do and when to do it. Conversation A. I use artificial intelligence to surface the most impactful coaching opportunities in real time. So no matter where your team is working from the ring platform can help them exponentially increased call connections, opportunities, and revenue learn more at ring DNA dot com slash platform that's ring DNA dot com slash platform.

Pepsi Andy Paul account executive Meka Jeb Microsoft founder and CEO JEB Blount executive CEO scientist Jeb Welcome Jabot Elson Jeff videocon University of Michigan Echo Chamber of Lincoln
S7 E8 | Election 2020: How Elections Work (And How They Dont)

PodcastDetroit.com

1:54:46 hr | 10 months ago

S7 E8 | Election 2020: How Elections Work (And How They Dont)

"You're listening to the PODCAST DETROIT. visit www dot past detroit dot com for information. I'm Calvin and you're listening to leading questions with Calvin more. This shows experiment incivility gathering people who disagree to sit down face to face and having them discuss their disagreements. Do. We ever arrive at consensus sometimes what's most important is we've got the conversation started. Well Hey everybody thinks so much for tuning into another episode of leading questions with Calvin more I am your host Calvin more and Per Usual. I am actually here with my co host Ken Straight, and Steve Felt. We're actually live in studio. We're always live, but we're actually in studio for the first time since March. Twentieth or seventy. So yeah. Corona virus kind of forget what you guys. I've seen much less attractive after desert. You know we've had a few conversations. But. It's the first time back in studio. We're actually recording in the downtown Detroit Studio Beautiful downtown. Studio. Twenty floors up to the south. We have the Detroit River and to the north we have grand circus. It's funny. You mentioned South because Canada's actually south of Detroit. Right here. So, there are. Pockets, right. We always say that at the end of each of our shows but there are three different studios. There is one in Royal Oak, which is the main one suburb of Detroit then another suburb of Detroit is the Northville, studio? But this actually gives castrate his namesake by actually being in the city proper and we're actually inside a Shipping Condition Tater. RELOCATED THE DETROIT SHIPPING Half Shipping Centre I mean they're bigger than this no, this is no this is this is twenty two shipping container shipping tenders were more cubicle. No, they're. They're usually rectangular in fact. So you can get are there are ones that are twice as long as this but they are not then twice as wide they are just these are the ones that go on trucks and the ones that are bigger going the boats, right? Okay I know actually these are both. Okay. Yeah. So we're inside one of those right. Now school has been converted. This whole thing has been what twenty of them fuse together and turned into like an entertainment venue read. Music venue comedy venue that Kinda push a button they transformed do large robot. Yes they do and they fight. Crime but they become optimus prime because they were a because they were. Ready? It'll be a mega draw. So but hey, it's too good to be back in studio with you guys for you. I'm looking out the window. And on the streets Steve can't see it. But on the street, there is no. There's one of those things that often ups. It's often like rented for like Bachelor parties or Bachelorette parties peddler, right? It's like a truck with what is it pedalpub ten looks like works I've never done it. Is that as dumb ass as it looks people apparently have a good time doing it. I hear them hooter hooting and hollering and yelling always. Yea Girls and Wu girl. Yes and sometimes there's multiple peddlers close to each other where they actually and I guess my my big question is, is there a motor on? Okay yes. Because and here's the deal as it goes on. Our street legal and people are taking from bar to bar. Yeah, and as you get progressively. Pedal. The they have since are in traffic they have to. Move of the way of traffic. There is a motor onboard ever done one before I have not I refused to fair enough on Prince on principle I should be drinking and working at the same time. It's my regular job paid for. I know there's Just, drive me around. This once where we're for Jim Damage allowed. That's that's fine. So That being said I would catch up real quick. And talk about people peddling around downtown. Let. Me Kinda. So last week we did a preview episode about the Election Election Two thousand twenty. So. As you know, we are in a election cycle, and so we decided to do a series where we would talk about what the pertinent issues. Are In this election. So when we do this again in four years, I'm sure some of them will be perennial but then there may be something that is well in four years is just the presidential election. It's so sweet of you think we'll be here. So sweet of you to think the country is still going to exist Chesler. Well, every year we have some of these I'm sure people have had dire. Dire. Predictions about the country's demise. That have been you know obviously that has not happened so but yeah. So we kind of did an overview last week talking about all the different topics that we're going to. Be Discussing but we kind of talked about it from a layman's perspective like we know some things. I know a little bit about healthcare I know a little bit. About foreign policy, but nowhere near as much as experts or people who deal with these issues day day. So to that end, we are now jumping into the series by bringing on guests who are actually involved in each of the topics that we've A. kind of earmarks to talk about. So this week we are, yes, we are in an election cycle, but we're going to actually be talking about elections elections, how they work how they don't work and to that end we have four one hundred days out by the way from one hundred days out today from the election time recording. Okay. All right cool. I'll have anyone to play. So days before I'm Selah batory drinking or Drinking drinking to destroy my liver. To so that being said. Let's introduce our guest to the to the line. First up, we have Jennifer Blount goosing Jennifer works for the US House of Representatives. Coordinator for Congresswoman Brenda L. Lawrence and Michigan's Fourteenth Congressional Congressional district. Her legislative portfolio includes education technology government over. Women's issues she serves as the office's liaison to the five points and the east side of Detroit on two thousand eighteen. Jennifer. Led the Wayne County outreach arm of the voters not politician's campaign to end gerrymandering in Michigan Jennifer. Thank you so much for joining us. Thank you for having this pleasure. Next, up on the line, we have August August. I personally don't know how to pronounce your last name so I'm going to give it I'm GonNa, give it good. Old College try though. August. Ditch log. That's exactly how my grandmother would pronounce it. Slog, get flag is whatever people just call me Mr August. Now I gave up on. Pronunciation. Mr, I'm going to go all. One. Name, sting share August. So August. Ditch log gets lag. Began his public service career volunteering for Congressman David Bonior his senior year of high school and running for precinct delegate. His Freshman Year of College at the age of nineteen after graduating from James Madison College at Michigan State University with a degree in political economy August joined the staff of then minority whip Congressman David Bonior August held several positions with the Michigan Young Democrats including several terms as national committee member. He decided to return to the clerk world by accepting a position as elections director, of Commerce Township Michigan in two thousand twelve following the presidential election that year, the city of Hamtramck brought him in as an elections consultant which led to his appointment as deputy clerk and was named city clerk of Hamtramck two, thousand fourteen so August thank you so much for being here. Thanks for Happy Calvin Endear. If I'm not mistaken, you're actually in in the office right now. I am in Hamtramck City, Hall catching up on the absentee, a deluge of absentee ballot requests that have come in. Okay. Yes. Excellent next up, we have Professor Seyyed Khan Professor Con is currently in the this is the dated bio. So correct me on whatever you want names not saying. He's he's now just a symbol. The professor formerly. UNPRONOUNCEABLE symbol. So a professor, a professor ECON is currently in the Department of History and lecturer in the Department of Near. Eastern Asian Studies at Wayne. State University Detroit Michigan where he teaches Islamic and Middle East history Islamic civilizations in history of political thought Mr Khan is also a research fellow at Wayne State University's Center for the study of citizenship. He is also adjunct professor in Islamic studies at the University of Detroit Mercy and Roster, College Co Teaching a course on Muslim-christian diversity. Say Welcome back to the show. To, be here, Calvin now of course, we have to update it. It's now Rochester University. That is a modern Rochester University I forget the one thing you forgot to update. Yeah. Sorry. My bad along with my name. unpronounceable symbol formerly known as site. And then last but not least welcoming back. Our good friend Josh Lewis Josh Lewis. CPA, who lives in Tulsa and worked for the Oklahoma. State Auditor's office a former candidate for city auditor with over a decade of experience in Auditing Governments Josh has a unique and practical perspective as an outside observer of politics put into practice. He graduated from the College of the Ozarks hardwork university majoring in accounting with a minor in speech communications where he was president of the College Republicans though a lifelong Republican Josh step down as treasurer of the Tulsa. County Republican Party in two thousand sixteen when he could no longer support the candidate chosen to represent his party Josh welcome back to the line. Ready to be. Back. So. Let's dive. Right into questions Love the BIOS Obviously, it feels like everybody here is involved in some way shape or form can talk about how elections and how they work and how how they they don't but. First Question I wanNA ask each of you because you're all involved in some way shape or form civically What do you believe is the the purpose? Of Government, we could talk about local state federal because people believe they have different purposes depending on how high you go but what he believes the purpose of of government. And we don't go into a particular order but remember your name first and then answer the question. This August I. Guess I'll jump in. First of all, let me preface by saying that I am going to be enjoying cocktails. No matter who wins soon November election 'cause they'll be damn exhausted. I'm GonNa have celebratory cocktail either way just because things over with tears of that. But when it comes to roll a government me personally Amar traditional central Democrat I do believe in the role of government. TO SORT OF KEEP Capitalism and check. In a fairness perspective so that people don't fall through the cracks. People still have opportunities I get labeled as anti-capitalist because you're a democrat or you're left that's not true. Capitalism is the one thing that gets people. If you have an ability to get out of your situation, you have upward mobility, but not everyone has access to that and I think role of government is to provide that access and to provide roads streets. Production. Stop. Signs your basic health and wellness. We can go into public schools and healthcare. That's a debate I didn't sign up for that tonight but I do believe that there is a fundamental right to that as well. Next. I'll try this. So I think that it's fundamental level government is there to protect people from any external threat. It's there to protect people in internally from one another. and unfortunately sometimes from itself. And? as August said to provide some infrastructure. Or the people and to be attentive to any arising interests that the people might have and to try to at the very least facilitate and at best if need be to help implement them. WHO's next? Jennifer. So that's you just ask the philosopher a question like that. So. Try to keep it simple. I guess you know depend on the government. If we're talking about our government it seems like the government its purpose is to help solve collective action problems. And that can involve several different mechanisms like in standing laws maintaining order measuring justice in particular cases You know, and then of course, it does things that couldn't be done without an organized society of people like me mass communication like for instance, about code. Conciliating standards for education. It incentivizes cooperation through things like sanctioning people You know. It incentivizes people to cooperate with one another in a way that they would not be incentivized without a an organized. Josh. I'm kind of Jennifer this. This is a I look at this. This looks looks like a simple question, but I think it's way more complicated when you start packaging, it has it probably ever my bio I am a conservative I agree with Thomas Jefferson proposition that we've instituted government here in the United States to secure certain rights. That being said, I'm also sort of a Berkey and conservative and we don't begin with abstract principles. Right? We don't start with. Well, here's these higher philosophical principles. We're GONNA. Try to pull them down from the heavens and that's why we're defining government this way. Rather, governments kind of messy business. Sometimes, it evolves slowly out of a nation or a people's history shared forms and traditions but it's something that we see in every every nation every society I mean, the only alternative being anarchy doesn't. It appears most people prefer even despots anarchy. So it's it's something that seems to be necessary for the human condition to prevent us from. just devolve into injustice an attacking each other. And this might sound like a oversimplification but I'm I'm listening to a book right now called. Compassionate conviction it I'll just say. From the RIP, it is a book written by by religious people. I do actually like their podcast. It's called the church in politics podcast, and hopefully throughout the series, we'll have some of their hosts on as well. Just, got their book set guys. By the way we got free books. Yeah. Best parts of this job So we got their books and we'll have them in as well. But one of the things that stuck out to me in the reading of the PDF copy that I have right now is one of the things that they really believe as this The Civil Action Groups called the an campaign it's out of Atlanta but they believe the role of government. They get more granular than this but the rule of government is to. Provide and Provide and defend social justice. and to en- enact moral order and so that was just kind of something I had not thought of I'm still kind of wrestling with it because they're coming from a decidedly. Religious viewpoint that not everybody shares but I don't know that a lot of people would also say, I don't think that the government shouldn't be involved in social justice issues or providing for the common. Good. So. On my mind but. Steve Kent any follow up questions or just WanNa just the. Now. Let's give. Kemp. So question to what how do you understand the American election process be and you can attack this from either a local state or federal viewpoint. Josh will have you go I. I struggled with this question also against seem simple on the on the surface I think. I understand the American election process is something that has both evolved over time while we I think we've still tried to keep true to our character in the United States. It probably news anyone but that we have become increasingly democratic as we've evolved in our history starring with, you pretty much had to be a white. Landowning, Mel to participate in the election process to begin with which was fairly restricted to you could only at a federal level anyways vote for a house of representative. Member in your local district things like senators were selected by your state. Your president was elected by the shadowy group of the Electoral College still is, but it was a much less direct process than what it is today. So I understand American again, election processes something that's evolved over time is something a little bit more? Shall we say Republicans small are to a little bit more Democratic Small D. I largely supportive of Vattel though I think you can go a little too far here in my home state of Oklahoma. We are extremely populous about a hundred years ago in the state became a state. former president Theodore Roosevelt famously almost didn't sign or constitution because he said it was it was so long and discombobulated couldn't hardly make. It was the longest constitution in the world at that time. We were very as a people very distrusting of elites and those in authority, and we WANNA push all power down to the people. But in effect with it ends up doing sometimes it just creating a massive confusion you can tell that you're very distrusting of elites by the way your governor has covered. Yes. Sorry about it? No, he's sorry about it. That was interesting. Tell that happened by the way but did you have more to say I'm sorry can throw some quips in there sometimes but. No. No Ola the to that. How about say? Yeah. You know there's a phrase in Latin that's often associated with democracy and that's vox. Papa. Only the voice of the people. And and I like what Josh said that we have become more democratic. In. A Way I think at the same time we'd become less liberal as a as a democracy. And what August was saying regarding upholding capitalism. I mean it seems to me that this whole issue of. providing. Your vote is a form of speech and there. There's a certain. There's a certain conceit than that if it's one person one vote. That the speech should be equal but we know now with the amount of money that's going into elections and would special interest groups and the ability for people to provide dark money and soft money and that it is completely ruptured are very understanding of democracy is as a result of it, and so you can say that it's one person one vote but I mean the amount of the amount of density on the scale of one interest to another makes the election process and I'm sorry, I, sound cynical on Sunday evening I'll be more cynical tomorrow I promise. But I. It makes me wonder then and as a person who grew up in England and who was acclimated to a completely different electoral process with a with a parliamentary system, and then moving here and becoming weaned off schoolhouse rock. trying to. Get my arms around the election process right now, it becomes difficult to use the word democracy in in the same sentence with the election process. and not be jaded by. Let me let me ask follow because you said, Hey, you know we're sensibly one person one vote. But you're somewhat cynical I mean Carolina's in wrote. A book recently about disenfranchisement, which will towards we'll get to at the end of of this episode but. She talked about one person. No vote. So are you in a way? That me understand. Are you saying that? Yes, we have one person one vote ostensibly but really that's not. Really, the case because of all these extenuating circumstances, that's right. I remember back about twenty five years or so there was A. Law Professor Out of the University of Pennsylvania who was being considered. As a nominee to the US Supreme Court, by then President Clinton and this was Lani Guinier. An African American law professor and one of the. so-called stumbling blocks are one of the issues that was held against. Her was a law review article in which she was doing, what academics usually do, and that's fine and. A push the envelope and she was talking about that in order to better and franchise minority communities may be blocked. Voting is something to consider and she was assailed by the political rights for a how dare you move away from the true sense of democracy one person one vote and I wonder twenty five years later, and especially after the citizens united case that isn't all of this money that is going from some individuals compared to others isn't that a form of block voting that? I can go ahead and put all of this money behind my vote as opposed to you who can barely go ahead and pay five bucks because of your income into the into the electoral process. So again, apologies for the cynicism Sunday evening but these are some of the ways that I think it's important for us to tweet through The rhetoric that America still holds to itself into the rest of the world when it talks about upholding democratic values. Jennifer. So you know generally we know about the electoral college and everything that's that's not going to be too interesting to talk about I would actually characterize the electoral process, the election process in Your as being a battleground I. You know that stretches back to. The southern strategy. Where you've got one group of. People are. People who are. Who View the disenfranchisement of? On the margins as being desirable and then you've got. Rid of everybody else and. There have been various Tom's through different kinds of measures to. Make. Sure that. That people stay at least confused if not completely barred from voting. So like you know, you've got the classic, Your Vote Doesn't count myth which can't be true because people wouldn't try so hard to keep you from voting if it didn't count but that's that's really how I understand the electoral process. August. I don't know if you have enough time. Do the electoral process I share some of the cynicism about the the role of money in politics but that's a federal level that that I see that being a big issue with Senate seats with US Congress seats with presidential for sure. But you can win a State House seat Michigan with twelve thousand dollars. You can still put boots on the ground knock doors. You can. Still you can. You can win the election that way Mike by issue with how I understand elections is it's just not fair from state to state. There's no reason when we're electing a president, it's going to represent all of us. The rules on how you have access to the voting booth is different if you live in Nevada Pennsylvania Michigan. Colombiere California. Y-, it's different rules who can vote early different rules on WHO's eligible to vote It's it's mind blowing me that you have more rights as an American citizen living overseas to vote by email than you do if you actually live here. It's it. It just blows mind and I think that there needs to be some consistency there. I see elections. As having consequences. We've seen that we've heard that phrase in the past you get what you get and if people don't show up and vote. Then you don't get what you thought. You were going to get you know and that's and we can go into polling and that influence on how people show up and when they do and don't come to vote. I work the Wayne County as a volunteer, the recount washed all those Wayne County Detroit ballots, flipped over. That had empty spots for presidential votes is people didn't want they've L. She's win anyway I'm not going to bother acted say, I, didn't vote for that stuff happens. People plunk they go out to vote they just vote for their friend or someone they know and they leave the rest of the ballot blank. So the numbers aren't always accurate. So I understand elections. I I can go on local versus federal versus county they have consequences and when people don't vote. Your it just changes the way things. Especially, the local level it can definitely change your day to day. Now August article two section one give states the opportunity to decide each state legislature can decide how electors are chosen Would you be in favor of some sort of? Alteration to the constitution where we have a A. Process across the board for all fifty states for federal elections. I. Think we need to have a consistent manner of voting. For Federal Elections, I think that rules need to be the same for everyone. I mean the the the the states, the rights to choose gives the states, the rights to suppress in my opinion they do. We're GONNA come back to some of the stuff that you said there August but I do want to question three. So let's use these year. All right. Do you believe all citizens have a duty to? Talk on that one what I think talk no. Josh Josh talked to the for I have other things I could say, but we can move onto three. This one. August. Thank you for advocating on behalf of Josh Carr's Calvin is not going to do it so. We suppressed that one. You'd. You did I did. Too much. All states are not even cold. Oh yes. Yes. Because he led off because we talked about cove it right All right. All right. All right. So moving on do you believe I'll citizens have a duty to be civically involved or do you believe political involvement? On the local state and federal level should be left people qualified in passionate about certain matters why or why not let's start with Jennifer on this one. Just you know where this question I wrote this particular question just so you know where this question came from is in colonial America. And maybe somewhat today for certain people. Politicians did not generally speaking in a gentlemanly exercise. Wait to see where this finish seek political office they had to be called upon by the people you didn't seek office. You didn't run for office. We all were Cincinnati's at our hearts. So what else said? Hey. George Washington I think he would make a great first president. Will you be president right and so you didn't you didn't seek that and so that's where that question comes from. There was also the idea in colonial America of. Hey I'm a farmer I know I'm a farmer. This guy he went to like our first school Harvard and he he's Super Smart I think he'd be great running running for government office I'm a farmer I'll keep tilling the land and he can go and represent me and I know my role he knows his role that's it. So that's kind of where that question comes from. This idea of thinking certain people were cut out for this and that we should send. and. You didn't run for political office you were called upon. So that's kind of where that comes from. So of keep that in as as kind of the framework of why this questions being asked, but some people still hold to that kind of idea even if not consciously. Interesting that reminds me of You know scientists notion of the philosopher, King? He you know he thought there should be these people trained. Within the best circumstances and most people people who make the decisions. Love during the enlightenment, which is when a lot of this was happening. So with that socrates was loved during the Enlightenment Period Plato actually. Well Plato. What we know about socrates comes from Plato. He wrote you know socrates was his mouth piece. In the dialogues. But Generally do I mean? I feel like the question sort of broad I think that for those, who can I want to acknowledge that there are many people who are truly disenfranchised who cannot participate and have been prevented from participating civically so Of course, you can't give someone a duty to do something that they're unable to do for those of us. Who Can I certainly do think we have a duty at least insofar as we have to consider are effects on other people. You know we have to consider Were there were being good stewards of the resources that we have and you know some people would argue we have a duty to do what's in our best interest as well as individuals and none of that can happen. That's the mechanism for doing that as civic engagement. So Yeah I do think we have a duty. I liked the idea of a philosopher Queen but. Again, I'm not sure that that's ause of old. Philosopher Queen did you say Queen that is pretty? Nice I. I find that my answer to this question changes a lot depending on how dumb the person I'm talking to is because I I ran into somebody three weeks ago. Who? Somehow got to the year twenty twenty believing that I'm believing with their whole heart. That Barack Obama. Was a community organizer. And then he was president. That there were no steps in between. I would prefer that they not be particularly civic civically engaged. So he thought that. Overnight success. Actually I would argue that. They're being the when you are civically engaged you're exposed to more. Civic Society of civic institutions and maybe they would learn something I. Think you know I. With that, they learned something that day. Probably I guess to the point he's trying to make is d do You want To I can't remember election one election it was but joe, the plumber, do you want Joe the plumber away wait? Okay. So Joe, the plumber great guy fixes pipes fantastic. Came over great rates but do you want him running? Most people think like the presidency you don't want to sitting in the Oval Office but do you even want him on anything above like the school board that is kid kid go to that school maybe there but involved in. Running for the Senate is. Sure I think he ran for Congress and lost. I think. The people the district at no. No Okay I can tell you that I didn't like this question because my answer changes after every city council meeting. Yeah. Okay the more politicians we talked to. I mean depending on how that meeting went. Certain people are schmucks that we didn't deserve to be there anyway didn't have the capacity if you get all frustrated with local government. So that's a different animal but it really does change and working in such a diverse city is I work in where there's a lot of identity politics. It tends to beat some of the liberal. Are you sometimes? It bothers me 'cause you see people being taken advantage of by politicians bully sense in ethnic communities and I I see it firsthand I see people standing in the corner like this watching people get their absentee ballots and it makes me nuts but. I guess I. Didn't really care for this question because I get frustrated with local at the local level all the time. August's Inner Pol Pot comes out. Totally fine. The Pol Pot. Amino. Talking August can you help me understand? Only understand your. Understanding what you're saying Frustrated with city council members you're talking about identity politics people being taken advantage of. Yes. But. He wanted me explain there are. There's three people that have been. There's been like what twelve voter fraud cases in the last two, thousand, seven, three of them I brought Tom where people were harvesting absentee ballots folks specifically in the ethnic communities and we caught them and they were convicted These people were these people were these residents were victims of these politicians taking advantage of them have you ever worked outside of I'm not sure what the ethnic community is. You say what you mean by that Oh it's it's very specific inside like Bengali community or the Ukraine community or in the Yemeni community that sort of ethnic groups in Hamtramck yes. Yes. Here I'm talking on a local level. Okay I guess I just wanted to see what you mean by beat the liberal out of you. Oh I, get frustrated with Not, being able to do anything start to get like Oh. Man these just frustrated with their inability to stop some of it. So it makes you kinda think that maybe these people aren't qualified to be elected officials even though they all are because they got elected. You know you're you're the right to be elected. That's what I mean. We're talking about who only qualified people should be elected. That's the argument and I don't believe that that's I. Mean everyone has the right obviously, and never will can make an argument to be elected. Okay, IT'S A. Liberal. Ideal. Josh thoughts. Yeah. Yes. I have a slightly different take on it. I do agree with the idea that all of us should be civically engaged I just think we need broader understand what we mean by civic engagement and I think we have a tendency to in my view overemphasize the importance of things like especially voting but even joining a campaign or mentioned Brock Obama. COMMUNITY ORGANIZING things of that nature not that they're unimportant but I think conversely civic engagement can include things such as educational. Just, broadening the education of what it means to live a self-regulating Democratic, republic. Developing Republican against small Republican virtues and maybe maybe it seems a bit obvious to say but it's it's true. A self-governing people should be people who are capable of self governing. And I think that is an effect. All those things work together in innocence. It's a civic engagement in two thousand, sixteen I didn't vote in the presidential election. I just couldn't stand either the two major candidates and I had a couple of friends who were just beside them. So could not comprehend this notion that I would consider myself to have been doing my civic duty if I wasn't going to check the box and at one specific moment for that one election on that one day meanwhile guy I've run for public office I've worked on campaigns have given money have given time I write a blog, a podcast i. I. I. Don't expect everybody to be reading the federalist papers in, but I'm kind of one of those nerds that do right and I think sometimes we're a little short sighted or narrow mind and what we mean by civic engagement I I. Agree with August I've been to city council meetings like maybe we need a little little less civic engagement in this regard seems like you have. Sometimes too many. The cranks are nut jobs coming to complain about their specific issue but I. I do think we do a disservice in which we narrow it so much to that one act of voting or if you're just the loudest mouth in the city council meeting, rather than kind of a notion that we own our self government that that is a a civic project were very much involved in. site. Yeah I mean I. Think it's helpful. Because these terms are interchanged so much civic and political that really they can be two different things and also your question talks about citizens You've got citizen with a big Sean's citizen with a small C and citizens with a big C can vote and citizens meaning those who are part of a community can be green card holders. Students other kinds of categories and I think it's incumbent upon anybody WHO's part of a society to be civically engaged that could be picking up litter. For example it it doesn't have to be high flute in Fastlane kind of engagement. If somebody's is an I. N. T. J. or somebody just is for whatever reason limited in their resources. They can always find something in which they can go ahead and plug in and I think that one of the biggest dangers that happens is danger of disillusionment and disenfranchisement. When people are said, you can't be part of it because as Josh said, you're not, you're not gonNA show up to put that ex on a ballot so you can't be involved in anything and and and that's that's a that's a pretty sad way to look participation at the same time when we're looking at political participation. It doesn't have to be obviously running for office, but I'm wondering if. The system was supposed to work and I think that until two thousand sixteen, we had this conceit that. You Go ahead and you pay your dues. You don't go straight from community organizer to President as. as as can't a said somebody he ran into, please let us know who it is. So we can cross the street but the the ideas that you go through a certain number of steps It's paying your dues. You. Go ahead and you learn from the system. You also are able to teach the system, and then if all tumblers are in place, then you go ahead and you make the run. And it seems as though something has really changed in the last few years in in the American political landscape somebody trump can go ahead and run for office. You have other people who have never been part of the political participation who may have been involved in a certain realm in the civic participation going for the brass ring, they're going for the highest offices whether it's on the state level or on the federal level and and I wonder if that is an reducing or diluting the quality of what we're finding in political participatory process. And if it's adding to the kind of disillusionment, I mean now Connie wants to run. So. Why think that dream has died I? Think it's over wait till next week. Okay can't you gotTA stop quoting crowded House Songs anyways. The the whole idea then that. You look, SYS- The system, and although I don't WanNa call the American political system sacred but there's a certain sanctity and there's a certain. There's a certain kind of value that it it should have and for it to be cheapened in in this way I mean again, this is an opinion to some people disagree with it sable this is the the paragon of the American political participant participatory system that anybody can be president. I don't know I problematic to anybody can cook everybody can cook no night everybody can cook not everybody can cook and not everybody can be president but let's let's flip to the other side of that. Coin. Then should. Voting. Be made as easy as possible or is there merit and believing that in order to? Have a say in how our country's run. A person ought to display some effort by jumping through a few hoops before being able to travel like right now I mean August you might not see it is jumping through hoops but like you're you're working with absentee ballots and things like that I know there are people who are like I should just be able to show up and vote. So. Do we'll start with August. 'cause you're literally dealing with this right now do you think there should be anything extra or should we make voting easy like people overseas can vote by email? I am always in favor of. Whatever makes it easiest and safest to vote. I was pushing absentee ballot. Increase long in Michigan and most clerks were. Not Quite, at the rate that they dropped it on us when they sent it to every single voter in the state without telling us and we didn't have the infrastructure in place to do it but I would I believe that That access to the ballot is your number one of your fundamental rights in this country and anyone that does anything to make that harder is a jerk. You it should be easy to vote, but it has to be protected and has to be safe, and again, every state has different infrastructure for doing that. I think that's kind of crazy. Jennifer. Actually think everyone should be required to vote or face the shame sanction in the reason for that is that it will. Change completely change the campaign process because if people knew that you know people who are running candidates knew that. Everyone they have to really consider everyone Than, they would start considering everyone you know because I worry about these hoops like who's placing the hoops. I think that it should be if you don't vote you gotTa pay you know yet fifty dollar fine on your taxes I believe. Australia and Uruguay Death Penalty. If you don't think Uruguay the second key them are mandatory voting. Right, because it doesn't and I think it should be the should be as easy as possible I do but yeah, definitely I think everyone should have to vote because of the effect that that would have on. Candidates. The same reason I think that elections should be publicly funded only ask a question on on that. I don't. I don't know if you're being. Okay. So. I. I wasn't sure she's being hyperbolic, and then both of you name two countries where it's compulsory vote. But we're not Uruguay or did you see Australia Australia? Australia we're the United States of America where you know liberty. Well I mean I the way he said the very patriot, the irony of freedom freedom and freedom. But? No I mean freedom is the bedrock extensively the bedrock of our country people obviously experience at in different ways. In our country, don't get to experience all those freedoms but The ideal. The highest ideal is American freedom. People can stand for the national anthem. They can neil for the national anthem and guess what a guy who fought overseas fought for both peoples right to do that right. So the the idea. Of compulsory voting. Making it mandatory to vote. Doesn't that fly in the face of. Our highest ideals. Well. So you know there are two we talk about liberty and justice and You know I think you can kind of divide political thinking and this is an oversimplification but you know people who value liberty over justice people who value justice over liberty or people who understand that there's just a tension between those two things sometimes I'm I definitely think that liberty is necessary for justice, but it's not sufficient. So and I think that justices is the end goal. So to me. You know I i. don't see if it's easy to vote just like filling out your senses I would put it on par with that where you gotta to sell it yourself to CPN face fines you know you to do it. It's important if everyone has to do it, and if everyone doesn't do it, we're not GonNa know you know where everyone is and what happens if there's even a worst pandemic things like that. Let alone late the drying of congressional district lines so I think that. It would have such a such a chilling effect on the efforts to To manipulate this political system that it would be worth it you. So I grew I grew up in the nineteen nineties with the rock the vote campaign that was really big. We don't care who you vote go vote just sign up and vote just sign up about and there were I think you know even at the time and I didn't really think about it until years later I kind of put it together as we were going though that it was never there was never an issue of go study. Go learn the issues go learn about the candidates it was just go vote we don't care who you vote for. And so I think the while I while I. Love the fact that we should be pushing for people to become civic minded I. Think there's been less of a push to learn i. And I hate putting the cart before the Horse in terms of our elected leaders. Being like go vote I learned about the issue second because then we've mobilized in. Tire Group of people to go vote without first saying learn about the subject I. So I do have I would have a concern I think about that. Yeah but I, think that it becomes a potential slippery slope Steve that if you are championing as the end goal Ah, well, informed electorate then literacy tests wh where do you draw the line? I like what Jennifer said about Comparing voting at the same level as the senses because implicit in both of them. Is the goal of representation. And in the particularly in the Australian case it's a it's about casting your ballot. So that, there's no excuses. Now you can turn on the ballot and you can go ahead and say I don't like anybody you all or what most of them probably do put in Steve Irwin or Back in the day Crocodile Dundee followed. God bless. But but you've got your vote and it in a strange way it's almost like the sense that you're being counted. I think that that is. The least that we can do in order to maintain our our form of democracy, and then I ideally we can we can follow Steve as you're saying that. Do as much as we can to resurrect schoolhouse rock make civics of really an inherent part I mean look at look at what is going on. Now People Screaming and department stores saying I don't need to wear a mask because of the First Amendment of the US Constitution, which of course, does not apply in a private corporation but you know. My favorite part of what say just said was that Steve Irwin has been dead for fourteen years and Paul Hogan is alive but Cockatiel Dundee was back in the day. Part. Of Him died in Crocodile Dundee three part of me died Crocodile Dundee. Three A little bit of ourselves. But we did find out what a knife is so. Josh Thoughts I was sitting here thinking of the podcast from the Remnant Joan Goldberg. He made the point once that he did not this is this is a viewpoint I share that he didn't believe our democracy would be enriched if somehow we could coerce those or too lazy to get off their butts and go vote that would somehow necessarily bolster our our democratic interest, and maybe I'm taking more contrarian view I don't really believe that voting is a fundamental right or a necessary condition of a of a free society. I don't believe this should be compulsory or at least. Strongly shore, but I don't think it's necessary for people to be able to express their interest to express their to be fully represented doesn't necessarily mean the act of being able to cast about obviously as a and obviously, we've gone to foreigner history I I'm I'm not. We've had Jim Crow era for instance six maybe as is the worst possible example never heard of it. Never yes. Didn't happen. Fictional but. Back to the original question about whether or not it should be easier whether or not it should be harder I. don't. To me I, I, don't think it's necessarily question of should we have people jump through more hoops or not? I have no problem with the issue of voting should be easy. I don't necessarily think that's the goal I. Think we need to be asking the questions such as why are we trying to extend voting the the trump campaign? For instance I think is kind of made this miscalculation in my view that. Somehow by restricting ballot access to early ballots or absentee ballots in cove in nineteen era is going to help their campaign which is bizarre to me because it. I. Don't I don't know why they think they're going to be doing better off if they can somehow prevent a majority of older Americans from voting. Say Obviously, we play lots of political games here I'm not necessarily. I'm not ignorant to that fact I just think in stepping back of actually the question what is it? We're trying to accomplish in full view of our history in full view of the fact that yes, people have tried to restrict voting to maintain power or or keep things in a certain way I think it is entirely possible for person wants to vote. They can go vote. All this I can I ask the question In in a place like Hamtramck, do you notice that recent immigrants who are US citizens? Are. They do see them as being more motivated to vote in elections than say people who have been the US for longer because I've always wondered that that kind of fervor that kind of passion for being politically engaged seems to be within the province of immigrants and again as as Josh was saying. You can go ahead and put as many road blocks as you want to try to impede someone from trying to vote but I mean, I, see my parents who live in in in a small town like Lapierre and they're certainly their mobility is not what it used to be but they'll they'll find a way to vote. It's yes. No it's very specific to which ethnic group like I can anecdotally tell you that been galleys when they get their citizenship papers, they come right to my office with a big smile and we congratulate and we used to give them flags and be registered them vote right there on the spot and they love it very product and other communities they wait until candidates push them to go. Okay So it's it's it's different. I mean I was just anecdotally like we we saw a lot of that. I, don't know if there are people that say it's my first time voting and we always make sure they get a sticker even if it's absentee, can we congratulate them and say you know welcome to the process and all this and so he's trying to make them feel good about it but. I don't know there's a lot of fervor for it. All depends on how the campaigns are going who comes in and recruits who talks to them. You know, have you thought about offering to stickers instead of just one I think it'd be a lot more fervor if. I didn't get my I voted by mail stickers. So I I don't have any of those out there for people to get their Free Cup of coffee whatever I'll let you down here. So, let's take a five minute break. And then we'll come back. We'll dive right back in the questions. All right we are back from break. Let's dive right back into question. So obviously, thank you guys for the for the front half of the show their. Candidates are. Generally, last week we talked about who votes we got into the nitty gritty of talking about different issues and young people are passionate about things but old people, vote. So young people will go all over facebook they might go to some marches on election day. They don't they don't vote in the same manner that that older Americans vote So a lot of candidates are finding it difficult to to mobilize young voters. Do you believe that's due to? Disenfranchisement Hey you're not talking about anything that matters to me apetit from a demographic that doesn't understand their part in the political process or. Is it because a majority of issues candidates discuss are aimed at at older voters or is it something completely different than that? Yes. Excellent saving on. All right. Go ahead I'll. Guess. I mean you named it all I mean you checked all the boxes that could be one person can have any one of those four and that's besides that. Also just trying to get on your feet you just don't think about it when you're twenty, two, twenty, three years trying to make ends meet and those people are sometimes got different priorities. Well, let me ask August is it worth the time to mobilize young voters or is it more worth attended? It's time to push towards the people that are more likely to vote anyways. While we saw at work for President Obama but not so much more sanders. This last private didn't work for Bernie. Alienated a whole nother by doing. People suck vote for me. Don't get me started on Bernie Sanders. It's interesting to me though I mean like I work with. I. Work in a very large company with lots of different people. So that means there's going to be lots of different perspectives. Lots of different walks of life people were raised different ways you know. And and things like that, and so I will talk to people who will go on and on and on and on about something of massive political import and then Thirty seconds like. Godman. I could've voted like the last four elections haven't voted at all. I'm. You you are complaining about something that you have. The. Power. To have a voice in to change. And you don't do what is the most basic of things like I look at? Jennifer like, Hey, you're. You're politically involved in that. Hey, you're you're actually working in the congresswoman's. Office Josh. You're you know president of the Young Republicans and you've been involved in auditing governments. August is literally city hall literally stuffing ballots right now, which is kind of crazy. I'm not, stuffing ballots. Out Sorry I saw. What are you putting in the envelope seventy balance, right? Okay. Stopping, the valid box. No, that's not what I meant. You know that I did not I know I, I'm. Getting out so people can do their own votes from a distance, right? Site is what worked around citizenship all of you were involved. In some way shape or form. Much deeper than the most basic thing you can do which is get up. On. Tuesday November and go vote for somebody press a button and leave that's. Press Button leave. That's IT so. Yeah I guess, sorry there's just kind of my my soapbox on that The rest of you on this question. I'm sorry. This kind of a rabbit trail there. Josh good you. Well, I I'm with August. I. Think that the answer your questions, all of the above their multiple reasons why young people don't vote but you know what? Always on my mind we talked about Bernie Sanders. On the other side and it's been a minute since he ran for public office earliest ran for president but Ron, Paul These are too. Old, wrinkly white men for whatever reason just electrify the youth vote I mean certainly. Barack Obama did that too but it's there's something unique about them because I I think Sandra's and Paul obviously, very different messages but both of them are similar in that they spoke outside of additional messages that typically parties we give them and I think younger Americans. Good. Real. I I don't know if apathy is the right way to put it but I think there's just a predominant idea. The government doesn't work for us that the that people just aren't getting what it is worth concerned about what it is complaining about you know I I, speak from the right side of the issue but there's equal amount of ink sometimes with people my age group about free market solutions it almost are presented to us as more of a set down and shut up the systems working you. You don't necessarily have anything of value when when we An individual like me who's very much pro free market very much. Capitalist still has some To be fair critiques in the system and fair concerns, and it seems like you almost have to find those outlier candidates like a sanders or Ron Paul before you find someone that truly galvanizes an energizes the US. But then when those people lose because they are outside of the establishment A. Sanders lost right. He's president now know but. Bernie still win. Right in! Radically. Sanders lost. Running with Connie and the against Hillary. Hillary. Hillary then lost to trump and last time Josh, you're on. We had on Kelly Cleveland that was a fantastic. Conversation between the two of you. Guys have not heard that episode go back and listen to his fantastic exchange. But one of the things that came out in that conversation which I did not know was sanders lost so she didn't vote. Or she did not vote in the general election. she voted she just didn't bass cast a ballot she just no no. Yes she didn't know. She left it blank. So. That's also a situation we're running into with With I think young voters especially who galvanized by your outside your outliers there's kind of this. Well. I don't like the game anymore. So I'M GONNA take my ball and go home like my my person lost. Yes. I believe technically in the in the message of this platform over and against the message of this other platform over here but I want disposition to be the standard bearer. And they're not going to be the standard bearer. So I'm taking all my toys and going home i. think that's also a very real thing that happened especially in the last. The the most recent election two, thousand, sixteen. It's always a danger with populism. You know I'm not necessarily anti-populist but I think populism is a big reason. We had Bernie in a big reason we have trump. But. you know I I also I'm not sure that we can infer from the fact that burning didn't get. Young voters out that. The reason they don't come out has to do with them and not that there's no one who engages them properly because I haven't looked at the numbers but I don't think there was. A turnout was about the same as it always was. So really, I, think what we saw were were young people were more excited about Bernie but I don't think he necessarily got more young people to want to vote and participate i. think that was sort of A. mythos that was created I don't think I. Don't think the heart attack helped I don't I don't think that two thousand eighteen helped when with the with the exception of AFC which was a runaway anyways and a few other races around the country. There was pretty much a referendum on progressivism. We saw that here in the primary when. Whitmer beat I'll say it. And I think one of the things that sanders did very well to at least try to stem the tide of the young people taking their ball and going home is he came right out and put all of his support behind Biden and you see that among the progressive wing of the Democratic Party that they have similarly done. So as a way to hopefully curtail the kind of apathy that they are already predicting might might happen. But look politicians have always tried to show themselves as being more hip than they are Nixon goes on left on and Martin says soccer to me You had a Clinton on on. Saxophone. Abdullah got funnier after he lost, which was a shame he on snl before he. knows. Exactly and so. I think that the young people are probably a little bit more astute than to be played in this way but I would. I would argue that there's two issues. One is that the establishment? Is being perceived so much more calcified by young people, and so they're like, well, why bother I mean when you had Debbie Wasserman Schultz accused of sort of gaming, the system Tom Perez not being much better as head of the DNC and then also remember young people operate off a different time line for them. There's a certain amount of impetuous and restlessness that this needs to happen on our time line you get older you kind of than get I. Don't know if it's wiser but you become used to things taking a little bit longer. We're living in a time where the young people are getting used to literally things happening instantaneously I still remember ordering something from a cereal company and taking six to eight weeks after first of all, eating five boxes of cereal to collect box tops. So by the time, whatever little gizmo I ordered from Cap'n crunch came in the mail, I'd already invested four frigging months into assisted it took to get you. Six to eight weeks was shipping time. was apart medics. And he was an admiral by the time he got. But today I mean time is literally compressed and so I think that young people are responding to that that similarly all other. Calendars, all other clock should. Adopt that kind of a rapid. Reaction and response. I think there's there's also We'll move on after this but I also the hey, I'm. I'm at this particular time my life I'm eighteen I'm away from home and making decisions on my own college learning things here. This guy's Co along has galvanized me. I'm just kinda learning about politics and I I'm actually out I'm actually interested because my high school history teacher sucked, and now this guy is teaching me government in college actually really enjoying this guy and now I'm actually paying attention to what's going on on the different channels and understanding what the you'll the language means all that and. You have political candidate who comes out and they run their galvanizing you and they are saying. This. That and the other about the other candidate that they're running against Mike. All right. Yeah. Binds the devil. I'm not going for that. Yeah. I can't go after him Bernie, all the way Bernie Trade Bernier bus. And Bernie loses and bringing says, Hey. We gotTA support Biden. Wait. You just told me. That that the establishment is bad. And now you lost to them and you want me to become part of the establishment i. get it the trump's bad. But did you believe what you were saying at all? To See people. Nuance stop become disillusioned. Sense. Of disillusionment that I think a lot of young people who get galvanized particularly by the outliers like, Hey, look if you were galvanized by. The establishment and Hillary Clinton's the establishment that's fine. I supported her whatever But if you were established by you running with the outlier and they tell you the other guys, devil. Because that's what's politically expedient to do. But there at this point in life where they're believing everything that you're saying you're the trustworthy person, you're not that politician is lying to me. And then you turn around and you you support this other guy I think that's I think that lends. Itself to people not showing up at the polls as well. Twenty Sixteen Bernie supporter who voted for trump is a real thing. Don't you guys think it's important to acknowledge information warfare in the effect that that's had on this sort of disinformation coming from everywhere. But even from Russia different places I, think that's magnified the effect you described Calvin. Wrestling too. You know because now I'm hearing Biden is a you know sex offender in there is precisely one woman who accused him of sexual assault and she's been debunked. But people say eight women he's he's sexually assaulted eight. You know did this is like over the top ridiculous stuff you know I may be an outline. Ordering kids on Wayfair or going to a pizza shop in DC. Justice. Stuff I may be an outlier here but. When I was when I was seventeen, we had a presidential election. in Nineteen ninety-two. Was Seventeen was a very good and I was so pissed that I couldn't vote could not wait to vote for Senate at. Nineteen. Steve's Steve has a daughter who in the election will be seventeen and a half that would that would just tear me apart not being not being able to vote. I can't I can't relate to any of those people but you know what? Though at eighteen care Yup I remember. But. About twenty five was a different world and I, think it's just in I. Think he kind of talked about this a little bit of the the idea about. You're in high school I. Think our. Government. Education is. severely. we do not spend the nearly enough time on teaching high schoolers. The importance of a vote civics is six months out of your entire education or whatever it might be whatever the minimum is and I think we are doing a disservice to these young people. Now, I don't know if it's by designed by the powers that be that look at the young vote is being something that'd be disadvantageous to them or if it is something different. But I know we don't spend enough time leading seventeen year olds know that the minute they turn eighteen they become a commodity that people will will will hunt down for their vote and they have power in that and I don't think we spend more time on that speaking of speaking because I just mentioned Steve's Kid Kelvin you have you have a daughter who's a few months older who either is or we'll definitely be eighteen Bu-. Okay. Does she plan vote? That is a conversation that she and I have not been able to have because she's allowed to go outside now. And she has been. To go to a black lives, matter protests a little bit about about politics here and there throughout life. So she's becoming a little more aware but right now she's in full on. High School graduation party mode. Won't even answer the phone and party was up. So was. So June took life for now but. By the time the election rolls around she has chosen. Her school is opening up physically she's choosing to go to the school thinks she should go to community college for a couple of years, but she's going to go to school and we'll have that I. History classes for civics class outside of high school. So I plan on having some conversations with her and she chooses devote excellent. I will hold her hand while she punches the candidate that I choose for. No. No. Any father showed you became evangelical again. I. I who are are. Well look at look at how pop culture a caricatures the youth vote the movie the Breakfast Club you had the. Anthony. Michael Hall who has a fake ID And the. And He. Estimates? This is the worst fake idea I've ever seen. You know what are you using it for and he just says so I can vote. I I hope my daughter votes. We'll have some conversations between now and then but again that. I don't know if there's anything that we'll be talking about in the next several weeks over the series that rises to the level of something that she cares about deeply. At, this point so we'll we'll see we'll. It begs the question is it the candidates responsibility to? Reach out to young voter or as a young voters responsibility as A. Citizen of this country to become involved I. think that's Both meet in the middle either orange both in But let's Let's go to We can do five or seven wants to do other five. So let's talk about everybody's favorite subject the electoral. College. That you can wait to talk about I can't wait to talk about this is going to be an exhilarating Do you believe the Electoral College serves any positive purpose bias? There would favor a different method of electing the president. Most people know that when you go vote, you don't vote for the president you vote for the electors who then vote for the president. Just kind of just interesting I'm voting for trump. No, you're not. Me We all just degree obviously ranked choice voting who? Think. So. What. Choice. But then you'd have to also have more than two. That's fine. The parties to do that. That'd be good. So ranked choice over the electric competition. Here's Okay Sue California. The Electoral College obviously, you know people are like Oh you electoral college is racist I'm like well, you know so it's country. Like everything in this country is bathed in those baskin? Robbins. Yeah get some Ben and Jerry's everybody to the barbecue but I I look the electoral college again from the standpoint of having studied colonial America and I'm going okay. Well, the Electoral College this is weird wonky thing that we have but we had the direct vote and then you know the founding fathers like okay we should put this in. We should put the electoral college in place just 'cause we know that. These people will do the right thing. So to speak, but I think that one of the major reasons this was put into place was so that. PRESIDENTIAL CANDIDATES WOULD NOT Avoid. Representing or speaking to people. Outside of cities. Because if you don't have the Electoral College, you're just going to go presidential candidates are just going to go where most of the votes are. Hey, it's direct vote I'm just GonNa go to. Go to Los Angeles because there's a gazillion votes in Los Angeles I. WanNa. GO TO DETROIT. I'm going to go to Dallas going to go to Atlanta and so you got a little guy at a farm in Iowa who ostensibly has no political voice and you still see this with the Electro College Any any state that has like. How. Many votes does. Stay north. Dakota three three three votes in North Dakota you don't hear too much about presidential candidates stumping in North Dakota. South Dakota. They might. But the electoral college is in place now and presidential candidates don't go there. I know what I'm saying is. They wouldn't go there either way they will go through out they will go throughout an entire state though that has the most. Electoral votes no because they're not going to California there. nope. When you take when you figure in Gerrymandering and and the other side. Is that more people like the. The popular vote is this imprint those close case I feel bad that the farmers in Iowa Think about but I'm more concerned about the three million more people in this country who wanted Hillary Clinton at least didn't want trump that. Their vote doesn't count. At all, it means nothing. So the fact that the popular vote is disenfranchised to me is a greater problem. Okay. Everybody, else. Coach literal guy take the. Again contrary position. I suppose it is unfortunate. I. Should've looked this up before we came on because I I don't know exactly how many times it's been in our nation's history that the. Vote went on to lose the times three. TIMES REDEEMED GROVER CLEVELAND CLEVELAND, Bush and trump. Right and it's unfortunate. All around that two of those three tons of taking place and everyone's lifetime here on this in in this in this conversation it is ordinarily an extraordinarily rare thing for the loser of the popular vote to also go onto win the electoral college vote. I think the Electoral College does still serve some purpose i. There is. Law over the long haul is an issue if the majority vote is not getting. The candidates selected that being said, I think there's also a danger in this mailing like Dora College I think it prevents things regionalism from Taking Place I. Think it it in a nation of over three hundred, thirty, million. Americans where we have. Complex society lots of different disagreements as to how we each individual interpret. We ought to be living our lives. It is at least a mechanism that prevents just the perfect of nothing more population vote. It helps represent those individual unique subcultures within the united. States, and gives them just a slight further adds so that they feel that they have some sort of seat at the table that they're not simply being passed over th the and these things are wait intention you'll I'm obviously Should. We change the method in which the President I'm open to discussion if the only two options over just a direct vote versus the method currently have I think the method we currently have has more often than not spirit us from what could have been much more divisive. Even polarizing a historic winces in which parts of the country just felt that they had no participation and we're just either checked out. Volumes worked forty one time. Okay Jackson. Let me push back on this just a little bit. You. Why does a direct vote work in like one hundred and forty other countries but you don't feel it would work well here. We'd have to go country country I think several reasons number one were thrown thirty nine I mean, we're the most pop. These are figures I should've looked up before we had the conversation three, six, hundred, zero, one, eight, million people. Right. I quite a number of us the larger you extend the franchise the more complex country gets the more difficult. It becomes to say world is going to abide by the same. Direct popular vote. The other issue is we've always been a continuous nation. I mean north versus South we've got red versus blue. It's difficult to try to figure out how do we combine liberty but also allow individuals to live in a way that I personally, you personally think it's the wrong way to live, but we still want to extend them that right to do. So that's difficult to spread across the National Wha National Office other countries one, hundred, forty sided. They may either experience less liberty or maybe they're smaller maybe the more cohesive and agree or maybe it's not working for them. Yeah I think we do take A. An assumption by seeing it works for them because we are not intimate with their system, they may have just as many or more than we have. In this case, we just know our issues and we look across the pond to this country that country and say, well, they do. It doesn't necessarily mean we'd like it if we were intimate with. anybody else wanted to speak on this we can keep moving. Okay I guess I. Guess The question I would have. Then let's take a state like California which has forty million people and one fourth of them live in one single county Los Angeles County Southern, California. Southern to central California is is very democratic with a northern California and more rural California being. Really quite read should we have an electoral college system then for the governor of California because of the warring factions within that gigantic state? Well. Every now, and then there are these referenda about split California into. Which of course would? Be Really interesting when it comes to the Electoral College. I. Mean as far as Southern California goes though you've got San Diego County and you've got Orange County which are still read a northern California. Of course, you've got the bay area which is quite blue. So I I, mean I think it's genuinely mixed bag, but you know you raise an interesting about reconfiguring the Electoral College. So. You've got five hundred and thirty eight electors in the electoral college including three for the District of Columbia who are only represented in one election. Every four years the rest of the time they are completely disenfranchised because they do not have two senators or one congress. Right under license plate and the yeah and I, and I just wonder. that. We talk about the Electoral College. I think that Josh you. You made a really important point that with the exception of some of us in who if I'm not judging. If you believe in reincarnation, you might have been around for all three times that the electoral college. And the the second to a really tight though. But but the fact that it is happening within our lifetime twice certainly magnifies it, but it's a system that by and large seems to have. Functioned how it was intended to function spotted that way We've never resolved the issue of of DC in our lifetime. Well. We. May in February. But let's not get ahead of herself. The End Quarter Rico for that matter. I difficult it was for them to deal with not being state when disaster hit them. Right. Now they really WanNa be a state because it's going. Great. So let's let's move forward. WE'RE GONNA ask questions seven August I want you to go first on this question because you talked about this a little bit earlier question seven. Okay. Let's talk about the specter voter fraud and why it isn't real supporters of increased voter requirements worry about voter fraud others contend the voter fraud is minimal. What are your thoughts? Voter fraud is minimal in its minimal in general it does not happen on a national level. Okay. No one wants to go to jail for Joe Biden or Donald Trump. At this point, I would go to jail for Joe, Biden? Okay. Well, it's. Joe Biden. Unless, you can get pardoned by trump. Yes, I'm talking about making the effort to get people who know we vote it's like a five year felony I get. Maybe two or three calls a year from immigration attorney who will say? Hey so-and-so's registered to vote. They're not a citizen, but they were going through the process. We don't know how they got registered and every single time in my seven years here. It's been an eastern European white person who was automatically registered by the secretary of state when it went to get their driver's license and didn't know. None of them have a voting history they didn't even know. So that happens. Now when you do see, voter fraud is in small local elections where people who are especially in ethnic groups as happened in places like Warren in in Madison Heights in Hamtramck especially where I had, I saw happen firsthand I had state police investigating it. People who are more assimilated can take advantage of newer citizens. And they can. Bully them into voting. We've seen even take balance. And have them carpets go door to door and say sign the envelope in hand it over we've heard stories of that. So that's where can happen it can happen. In of old folks home even I've never seen it. That's the sort of like if someone's in better health can sort of manipulate people. That's where it happens. It happens in small local places. There are not millions of illegal citizens voting in California I it doesn't happen like that now or the hundreds of thousands of dead people that I constantly hear vote that I've never actually heard or seen an example of such. Could they have gotten away with that in one thousand, nine, hundred, thirty, Chicago maybe they did insists. Josh, I, want I want to hear your perspective on this because this tends to be a big issue between specifically Republican Democrat Hey, you know generally the Republican Party or the ones saying, hey, we need a voter ID laws like in Texas voter ID laws because you know there's there's widespread. Election. Fraud August saying, Hey, it happens to the local level in small pockets but not at a national level, but the message generally coming from. The Republican Party is not coming from the Democratic Party by and large is there's widespread voter fraud and something needs to be done about it. So we need to have these voter. ID laws which made into disenfranchisement, which we'll talk about a little bit later but I'd love your perspective as a Republican on this. Elvin sometimes I feel bad. When I come on as the token repub Republican to the show because I don't necessarily always take the party's lying. That's fine I. Do I do think that there is voter fraud I do think serious I completely agree with August I see no evidence that it's other than local races. He saying that it's having a massive were disproportionate effect on statewide especially national raises that being said I take it serious Possibly from auditor fraud investigator background with the state that I think, the sort of system that allows voter fraud to perpetrate can lead to other things that we ought to take pride in our democratic process institutions that we ought to foster an environment in which we can trust the system as far as possible or that the system is in fact, accurately representing the will of the voters but I don't think that we're necessarily in danger of say. at as he seems to imply that Joe Biden is somehow going to become president because enough dead people voted for him that would otherwise not voted in trump temporaries. Right. I I kind of think of this in the same sense of of you know we hear this argument with the entitlement programs, social security Medicare Medicaid. Yes there is rampant fraud those programs yes it is a huge deal. Yes. We ought to be doing a lot about it. The idea that we're somehow going to make those programs solvent just by getting rid of all the waste fraud and abuse is insane and and I think that's Similar here to voter fraud. I think it is a real issue I. DO think unfortunately because it's become. So polarized I think unfortunately sometimes the Democrats. In my view ticket, less serious than they ought to. But I don't think that means we're in danger of losing certainly a national ninety mistake and and just very marginally a handful of local elections due to voter fraud. say do you have any thoughts if not gonNA move to the next question? Yeah. Just really briefly did a report about six years ago centering around anti. Sharia and anti mosque legislation that was being sponsored cosponsored around Each of the fifty states inspired unfortunately by what was passed in Oklahoma initially, and then what was being replicated elsewhere and what I did was I decided to map it. Around other issues Anti Union Legislation Anti lgbtq Legislation Anti Reproductive Rights Legislation Anti immigration legislation, anti voter access legislation, and it was only one political party which was in fact sponsoring and cosponsoring all of this legislation and it was remarkable how well integrated it was. But the point was that none of the cases where there were these rather restrictive of voter access laws were being proposed or passed was a bipartisan. Issue you just really couldn't find Democrats who and again I think the point is well taken by Josh that maybe they didn't take as seriously as they should have but they clearly didn't seem to find the language of the legislation that was being proposed to really match with what their concerns even may have seen, which seems to indicate that there was something more nefarious going on as. To why these kinds of hoops were being proposed by one political party and it seems as though if there really is an issue of an anxiety more than an acceptable margin of error, if you will that it really ought to be a bipartisan issue and absent the facts that it is It seems as though it's somebody trying to put their thumb on the scale. Let's. Let's go to the next question. Want Jennifer to to answer this one because it's Your background actually. But Steve Share and this is near near to my heart. I did not get picked. Jocelyn Benson sent me a lovely email saying he did not make the cut but anyway. I. Married those who are in power the power to redraw districts. For. Now though we just passed something in Michigan says, we're have an independent council do it the Democrats Construct Coalition district of Liberals and minorities together with conservatives which tends to result and democratic leaning districts Republicans tend to plays liberal altogether in a district conservatives another critic clear partisan district's basically taking advantage of where people live to to that advantageous to them winning an election, both parties gerrymander for their own political gain though they do in different ways, what are your thoughts on Gerrymandering It is helpful or is it helpful or is it harmful to the political process? Jennifer you shirt? Well. I mean. The word Gerrymandering pejorative automatically you know. Obviously it's anti democratic small. D It's effectively a situation where politicians pick the voters in that the voters pick the politicians That's effectively what's happening. Now, there are cases where to be in compliance with the voting rights act of districts have been drawn in ways that might look crazy to us But what's happened unfortunately is that Under the cover under the guise of doing that people, politicians have taken advantage of. That cover and they've just basically like in Michigan if I recall least in two thousand, eighteen, we're we're about fifty, fifty, two, thousand, Eighteen Republican Democrat and yet unit something like seventeen thirty representation in our state legislature. Twenty, six, twelve, I think in the Senate or something like that too crazy. I mean. It still is. And you know that's another reason why the census is. So incredibly important every ten years we redraw these lines and we redraw them based on the information from the census. So if if I was An interest in weakening the vote. Because what happens basically as you can kind of infer from where someone lives how vote? For sure but you can kind of infer based on past information and you know things like that. Neighbors are very surprised by me. With that, I will tell you my neighbors in Roseville Michigan are very surprised by me like trump trump trump trump trump trump trump black lives matter trump trump trump trump but and yet your house is not yet burn burn. I'm expecting now got a guy with the John James Lawn sign over meet but anyway Yes. So you can kind of tell by where someone lives how bill vote so effectively. You're picking the people you want to vote for you as you're drawing these districts in there on all kinds of crazy ways they do it you're drawing them so that you'll end up with the most. Fourteen. Michigan. Without. See Fourteenth district in Michigan. District I worked for the most is one of the most gerrymandered districts in the country. Excited to come. And that's an example there. So my my boss is the only. Black. Congressperson in our state. And that really shouldn't be the case there. I mean she she won I think was like. Eighty percent of the vote. She one that's ridiculous. That means that you have at least another district because what they did is they packed all the the black people. Many of the Jewish people You know into our little, our district anyone listening to the show should go online right now, look at the Fourteenth District of Michigan and it is a it doesn't actually it's amazing feat of trying to connect community to community from Oakland County in a swirl down the west side of its it is actually amazing while I disagree with that it's it's a tribe. It's a work of art. Exactly. Oh I'm sorry go on genesee. Is this the district where a few years ago a young lady job like half half? Katie Fi. Yes she. So it was a commercial didn't really. Made me she did I don't. Really Gross. If you're familiar with the area of familiar with southeast Michigan, I live in Grosse Pointe I'm in the district and Mike My coworker James Lives. He lives in Southfield now he's also in the district. He's from Pontiac also in the district, and if you know the area at all like it's insane zone, the thirteenth is. Intertwined with that one it is you well, still like in the city of Detroit, we have every single city council district in our district, which means that congresswoman to leave also has every single city council district in. Just crazy and it's it makes it nearly impossible. It's like you're trading sita's the table for any. Say I guess that's how I would put it. And they hide the. So the they hide behind minority majority district rules, and they say, well, we have to have this. We have to have that I remember Jocelyn Benson back in two thousand eleven put out this called everyone someone on the call might might have remembered it. She's at anyone I'm GONNA put the software after free anyone can spend their time the. geeks out there can spend the time drug addiction for state. Congress state Senate and the US. House of Representatives and I was one of the Geeks did it and you can actually put together districts that look like squares across the state of Michigan which follow all of the rules if you really wanted to. But it's the it's the whole point is that Who really wants to do that? That's fair. We'd rather draw them in a way that. Have a positive effect in our party in. So who's ever in charge is doing that but I know as a layman as a someone sitting on my couch, it can be done by layman who aren't as smart. As the people who are. Doing okay. So when it comes to this this question of Gerrymandering yeah the. Who wants to do something? That's fair like if I believe that this other party over here is going to do X. things that we absolutely disagree with working towards the same goal. But unfortunately, they're facing the wrong direction and they're leaning forward off a cliff. So we we don't support what they're doing. So if we can draw the lines a certain way, we make sure that we're in power so that they can do more damage it I think both Republicans and Democrats think that but I think that Democrats specifically have this idea that we're a party of. Actually, both parties do but I think. Democrats really believe we're a party of fairness. Equality inclusion these are the things that we believe in. Two sometimes and I hate to say this maybe to their own detriment I feel like people who are in tends to. Sorry both parties do it. It seems to be that a lot of it tends to be more Republicans. I may not be right on that but I think. It's absolutely the case there were very few Democrats so but it's being done and it's like, Hey, Republicans like, Hey, we're gonNA GERRYMANDER WE'RE GONNA win, and we're going to legislate what we want like you can keep being Mr No. Fairness Party and you can keep losing. So we'll. There's. As. There's a line in season. Now there's there's an alternative you can not let people gerrymander so that you don't have to cheat to win I think and there's a line from season three of West Wing. Where I think Ron Silvers is a character talks about how they want to participate in the same race that the Republicans are participating in and they don't want to bow down. They don't want to apologize for being liberal. They don't WANNA sit corner curl up and say please don't hurt me. They want to go out and do the same things they want to play by the same rules their opponents are playing by in I. Think in this case, it's that well, you know what Democrats can say we don't want to draw districts the way we want to draw them we want to be fair but I think in the midst of if you can get away with the Democrats. Try to do it too. Because at the end, the the end game is far important. Than how you get there sometimes, and I think that I think you know in you know we do see that occasionally it's not Democrats aren't exactly innocent either so August. I got a question for you does this affect in maybe a dumb question just because this is not something I studied too much but does gerrymandering negatively affect? Local politics. Like at your level, like not not here, I mean not for my data, it local politics as it affects. I mean I have Lawrence's our congressperson. That's Ri- live right here it's and it's what do I have in common with Elliot parts of the district i. It doesn't really. I, get it. I worked for federal offices. I. Worked to get people elected the Supreme Court to try to stop some of the stuff before I understand the importance of the while safe for the fifth time. I guess elections have consequences and when certain people get elected, they have this power and people other people don't realize this is part of the what they have the power to do so. It's not GonNa Change, my the amount of money. I get for sewers, but it's going to change other things. Point of. Privilege I was just GonNa ask and this question is more for. More for Jennifer an August but if anybody else has an inside inside baseball, let me know there is a a primary as we tape on Sunday there's a primary in two days for a Michigan House race with a between Brenda Jones and a fairly high high profile congresswoman. Rashida to house. What did I say you? Dang it. Okay. US, House. Between Russia to leave and Brent Jones does anybody have any information or even a gut instinct as to how that's GONNA go? I've heard both ways. I. Don't say anything John. It's very it's. It's an. Indelicate for me to answer okay. Fair enough that's we're we're running out of time and I've been given permission to go a few minutes over I. Want to ask at least the I want ask at least question nine here. and. Maybe we'll just end on that. A little bit of time we will get to ten but. In two thousand, eighteen floors voters amended the state's Constitution to end the disenfranchisement of people convicted of felonies and site I'm sorry Let you answer the last question, but I WANNA move on So Florida's voters amended the state constitution to end the disenfranchisement of people convicted of felonies except for murder rate right? Pump completion of all terms of sentence, including parole or probation the. Actual language from from the amendment. The next year, the state's Republican, controlled legislature enacted a law that defined that phrase to include the payment of fines, restitution costs, and fees. The Supreme Court. Ruling upheld. That law. Republicans see this as a longstanding process of Rian, franchise and accountability. You do the crime you do the time when you come out, there's fees you got to pay to the state because we took care you while you're imprison Yada Yada Yada. Democrats believe it's an attempt to further disenfranchised those who are poor. Prison, want to get a job probably not going to happen. Probably working I always taking advantage of those kinds of things So you're you're poor. And you've already paid your debt to society. You lost years off your life. Do you need to pay fines on top of that? What are you? What are your thoughts on on this this recent? Decision in Florida. I think I've already made my opinion that the fact that he stake and change who can and can't vote a federal election is absurd in Florida I wanted to TAT's but. I don't, and again, I have to get all the states and look at all the different laws and who's doing it. I don't have all that in front of me but the Florida one is particularly disturbing at our. To me when you have to pay money to vote, that's a problem I. see it in Detroit that you have to pay three times a car insurance. If you WANNA live in vote in Detroit I, call that a poll taxes well. Now. Here's my. Interesting Perspective on this because the issue at hand for me is actually probably even bigger than this is. Legislation from the bench is happening. So you had the people, of Florida who said, this is what we want. This is the way we want it. And the Supreme Court said. No. We're going to do this instead. Right. Now I agreed with that when. Prop, eight was overturned in California. We, want to add to the California Constitution that gay people cannot get married. It's one man one woman. All right that's what the people of California overwhelmingly voted for. The Supreme Court said. No. We're overturning that. Now. You have Florida the people of Florida said, hey we want to reinforce ranch is. Former felons, they've paid their debt to society. Skoda said, no, we're overturning. The will of the people and so you have two things at play. Here is Rian Franchise meant of poor people into The voting system their rights as an American will pay their debts society and also. Votes of the people being taken away by. The. Supreme Court and I'll be honest I. Agree sometimes they do it based on the issue 'cause I'm against that issue and number for this issue So I'M GONNA my policy there but. What are your thoughts on those two things? Kind of inner playing here you got two issues going on. Josh. Josh go to you. Actually, say we'll go to you first 'cause you didn't. You didn't get to talk on the last question Oh. That's okay. The only thing I would add there is I think if your name is Jerry, you should take as much bridges if your name is Karen that. Getting hit with everything these days To me I, think that the Supreme Court decision regarding Florida was as poor as dread Scott. it was I look I came to the United States when I was eight years old I'm a naturalized US citizen came from. England. and. The distinction between me as a green card holder and me as a US citizen, one of the major distinctions was the right to vote. So is this saying that if you are convicted felon somehow the other you are no longer a US citizen. I mean I see it as being that much of a fundamental right and so the very idea that this is being stripped of people temporarily I think is terrible terrible thing So I mean I fundamentally disagree with the with the Supreme Court decision and then as odious as to Santa's is to go ahead and as soon as he comes into office, turn it into a political football is a very dangerous precedent and I fully agree with you, August I mean these are things that should never be. Left to the caprices of political whim we as a country have already gone through enough of that nonsense in our ability to go ahead with impunity disenfranchised. Groups and not in the case of proposition eight Calvin I think that the issue of whether the the idea of same sex marriage was a fundamental right still being contested and it was then finally played out with Virga. Fell overfell versus hodges in two thousand fifteen. I don't see how this is an issue when it comes to the status of one's criminal record that has never been to the best of my knowledge in any capacity for someone who was already a US citizen something that can be taken away. Yes. If you are not a US citizen and you commit a felony, you are then deportable. So then of course, it doesn't become an issue. But if you already are a US citizen to have those rights stripped is is unconscionable. The the reason I was comparing those two things though obviously specifics are those cases very different I. think it was actually the California Supreme Court that overturned. Prop eight initially. Okay. But I think what we're looking at here is we talked about disenfranchisement earlier hey, does your vote count one person one vote right? Does it really count ostensibly like if if I go to the poll and I vote For X.? Item Hey. I vote for. Higher taxes because I want better roads, fixed roads okay cool. and. Then that's soundly defeated. Okay. Well, my vote counted. My thing just didn't win. But when you do vote and your. Whatever you're voting for. Wins by a landslide. This is the voice of the. People. What you say Vox Populi is that and then somebody comes along says yeah. nope. I think that's a hard pill for. Voters to swallow does my vote matter because we all wanted this thing and when we were told, no, we were told we were told no because it's unconstitutional. And Judges West to say I don't care if ninety nine percent of the people want it. The constitution does not allow their job. So, when so eight was added to the California Constitution when it was overturned was against the California constitution or the American constitution saying. Less, familiar with the case I remember it but I wasn't so in. California. Yeah. If it was the California Supreme Court that overturned it then it was against the California constitute win against the but it was added to the Constitution. So knows anyway. Either way that's still a kind of a big question Josh again. Yeah. You're the you're the I like having you on one because you're. well-thought-out things that you say you talk with a lot of great people on your show. If, you have not listened to the savings elephants podcast. It's fantastic. He's got great guests on. So that's my was plugged but. I did say hey. That we're talking about gerrymandering primarily Republicans who were doing this we're talking about hey. One of the reasons given about hey rian franchising prisoners like. They're probably GONNA vote Democrat. So we should probably do this and people are on record people recorded in Florida saying that was why they were doing this and so. Secret recorded but according to the less. What are your thoughts? This is a party that you still say, champion the ideals of this party not everything I don't toe the Party line on everything you said that you're on record, but it's still a party that you're you're still behind. So what are your thoughts on? What's going on in Florida right now? In this goes decision on that. Yeah and unfortunately the messing. US. Politics it would be wonderful if we could make all these decisions completely disinterested with what is the likely electoral outcome right is is this just a philosophical question about? Do we disenfranchise? Convicted felons. Or is this more of a question as you say people caught on tape suggesting while if we disenfranchise them or if we do make it more difficult to do not allow them to vote what is the likely electoral outcome of AD. I will be honest with you I. Don't know enough about the specifics in the Florida case I. I have a lot of thoughtfulness, but they tend to be a little bit more general and within the in the up to the election. Senator Sanders Kinda made some some headlines by basically suggesting that we should begin looking into the possibility of in franchise or Yeah. In enfranchising convicted felons those currently serving in prison. Yeah. People voted should be. Right. For that one right got baited that question too. So let's be honest got baited into. Do you think people in prison should be able to vote when that wasn't the conversation that was going on at the shore and I I will give Sandra's credit and then I think has response was a natural extension of his governing philosophy, which is just that we ought to expand a franchise as deepen widen as far as possible that. And I'm not trying to make us about Sanders Ba-, sort of an an an an assumption underlying faith that the mass of the people itself best represents the will of the people. That that is something that he even if we're not talking about not necessarily how How certain do we need to be that third legal citizens? How certain to we need to be that they've been reformed some sense I certainly understand the the argument that someone is served. Their time ought to be given back then franchise amount of their vote, and again I'm not trying to talk about the specifics, of Florida, in what the Republican Party there. I mean there's there seems to be kind of an UN questioned loyalty in hiding in the background that the voting amasses itself is is the best mouthpiece we have for truly representing what is it the people want? I just wonder. I wonder if. Something like the ease by which people are. When it comes to disenfranchising convicted felons if this can then unfortunately turned into a gateway of disenfranchising others. we've already been through an era where the government can go ahead and designate someone to be an enemy combatant. We're now living through an era where without any kind of real pushback of the government can designate somebody is being ANTIFA. does that mean that they can then if once your declared to be Antifa and then the burden of disproving that falls upon you with a gummed up system does that mean that your right to vote has been suspended during that time? Want to push back on your statement there Josh I. Think. We have said that the threat has been running throughout this conversation but. Voting is the most basic thing you can do like I said, all of you were involved in some way shape or form. In deeper civic engagement, but I also don't want to I. Think seems disingenuous to say, well, since voting is the lowest thing you do. I know you got gotTa prison. It sucks did your time and I got to pay these fees for you get your voting rights back. But this jury duty. At. least you can. You can go door knocking for a you know A. A candidate that you can't vote for. To me that seems somewhat. Disingenuous, I'm not saying you're not genuine I'm just saying it seems like a tenuous position. For For A. Political Party to hold. Let me again, not trying to defend the Republican Party specifically in Florida and what they. What they've been advocating. I'm not trying to present the view that because voting a sort of the low hanging fruit or that I'm trying to underplay is not that big a deal come on can't we just get over it what's the big deal? A couple of people can't vote I. Don't mean that necessarily what I mean is I am questioning the. The. The underlying presumption that what words truly striving for here is is the unadulterated mass of the people is the best representation for what we as a nation one. obviously the more people voting. The better representation of of what the Voice of the people speaking but I. I I mean is. There has to be some reasonable constraints of what it is. We define as those who participate in the voting process those who attain citizenship we have it obviously if you can become an American, but if the voting age is eighteen, why not drop down to fifteen? Are there. 'cause they pleaded public they've completed. Education then think of meant provides by the. Right and I'm not saying that there is A. There are some demarcation I guess what I'm saying so so we have we have already established that there is some sort of a point of which were saying you eligible about okay. Now, you are eligible to vote. And the fact that we have these sort of parameters again, I am supportive of the idea that they're rather loose rather broad, but it would tend to suggest that we don't just accept the principle that anyone can vote. No questions asked. Where ignoring sort of an elephant in a room. which is that there are demonstrable disparities in sentencing and convictions you know among people who are black or Latino X., or you know not white. which creates the disparity in voting representation especially in somewhere like Florida. So I don't think it. I think there are further considerations That may cause bishop clauses to pause and look at it and say it's not just that they're. You know they want your have some limit. nope. Not just everybody can vote if you committed a crime, then you know you should. To me it's like you know you have to be careful with that because. People are are not are being convicted unjustly or they're just being convicted more. Know more than. Others so I. Do believe that there were a larger proportion of white people who are in prison in Florida perhaps this law wouldn't have passed away did. Well I think if we had that situation of Florida, a lot of things be doing. Different because it would mean that systemic racism had been Somewhat undermined there systemic racism never heard of it. No. Got Their stuff together. Did something similar years ago when they forced you and it has changed since then. To force you to if you're in a college living, you're at college, your driver's license had the match, your voter registration even if you were registered to vote in say East Lansing Ran Harbor and they did that specifically to change one house race and I believe it was debbie stabbing house race and she lost 'cause all those east lansing kids suddenly couldn't vote. and. It was done specifically targeted to disenfranchise at group that they wanted to not kept count dirty tricks thirty drinks well, hey. I WanNa thank all of you for being here. Tonight. Unfortunately, we are out of time didn't come in the room and solve elections, but it was really neat. Next week I did I'm pretty disappointed. We were planning on solving racism in like. Yeah we'RE GONNA. Have that knocked out by fall. Tune in no thick I do I do appreciate all of you coming on tonight and giving your perspectives on elections, how they work on don't work what some of the issues surrounding them. I appreciate each of you. In each of your perspectives, enjoy a seeing pushback between all of you and the push back that we gave you coming back with things that was fantastic. So thank you all so much for being here, and for those of you listening thanks so much for listening to leading questions with Calvin more make sure you check out our website leading questions. Now Dot com where you can find oliver episodes from this season and last season BIOS or counter last six seasons now bios a calendar of upcoming topics and even suggest topics for us to talk about if you're interested in bringing our program. Out to Your College University Your Organization should they opened up Email us at hello leading questions now. and. We'll get back to you just. So we're clear if we are invited out to any of those organizations, we will be safely sitting up on the stage. You all can gathering crowds out in the six feet apart in the audience if you'd like I'm but don't forget, you can find us on apple podcast, Google podcast soundcloud, and of course, the PODCAST DETROIT APP Stitcher Review and we will see you next week. We'll be talking about I. believe we're talking about healthcare next week no education education next. Week.

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AP Headline News Apr 08 2019 11:00 (EDT)

AP Radio News

04:45 min | 2 years ago

AP Headline News Apr 08 2019 11:00 (EDT)

"The masters is buck Streep all four days from Augusta and get every second of big swinging glorious setting career besting water splashing record-breaking tiger taming Rory winning maybe ego making green jacket engulfed lower. You could ask for Robin, not VI skysports week poss-. I'm what's all four days of the Mosser's for just fifteen euro search no TV today. Content Seraing boy the internet, full, terms and not dot com. AP radio news. Good morning. I may Donahue, the US is putting more pressure on Iran. Am announcing our intent to designate the Islamic revolutionary guard corps Gooding its goods force as a foreign terrorist organization. Ecuadorian estate. Mike Pompeo's announcement means this designation has never been used before for an entire foreign government entity. We're doing it because the rainy regime's use of terrorism as a tool of statecraft makes it fundamentally different from any other government. This store of the world's leading state sponsor of terror. The financial means to spread misery and death around the world. In a statement. President Trump says Iran is a state sponsor state-sponsored supporter of terrorism. And the guard is an active participant changes are in place at the department of homeland security with the departure of secretary Kirsten Nielsen the AP soccer megani is at the White House. Nielsen says she'll stay on D H S until Wednesday. She quit during a meeting yesterday with President Trump amid frustrations on both sides about border security. Nielsen was seen as resisting some of the harshest immigration measures pushed by the president and aids like Stephen Miller, though publicly she was the face of some controversial moves she's going to most be remembered for the family separation policy. The Brookings institution's Darrow west says, President Trump clearly wants to get tougher at the border his name customs and border protections chief as the acting DHS secretary saga megani at the White House. The national weather service issued tornado warnings in parts of Alabama photo shared on social media showed plants and other items thrown around a WalMart store in Guntur Ville, Alabama this morning, high winds lift trees, tilted sideways, and utility lines. Droop toward the ground form buildings were damaged in Blount county. Alabama more families of victims of the lion. Air crash in Indonesia are suing Boeing after its chief executive apologized and said a software update for the max. Eight jet would prevent further disasters. This is AP radio news. Baylor is the NC double a women's college basketball champions, edging Notre Dame, eighty to eighty one Baylor star guard Loren Cox was injured in the game and that rattle coach Kim mulkey from the time I left her on that floor to get to that huddle. I needed to regroup needed to regroup in needed to make them understand. We're going to still win this basketball game. It'll be a little bit tougher now, but we got a battle, and we did the women's champion. The men's title will be decided tonight Virginia versus Texas Tech and tech coach Chris beard says Virginia is scary Saul fences, contributed to the defense at all goes hand in hand. So I've never been a big believer of this team as this identity. This identity Virginia guard Kyle guy says the team's remember they got knocked out in the first round last year this year that there is a belief the soon as the buzzer sounded the last year that we were going to do something specialist. Sure Virginia has never won a national title. I'm Ed Donahue, AP radio news. The masters is buck Streep all four days from gosta and get every second of big swinging glorious setting career besting water splashing record-breaking tiger taming Rory winning maybe ego making green junketing Gulf floor. You could ask for Robert not vs sports Sportsweek poss-. I'm what's oh. Four days of the Mosser's for just fifteen euro search no TV today convincing the internet. Full terms, not dot com factor that seems Casuals claiming tens of thousands of LGBT lives every year tobacco. Yes. Smoking cigarettes can damage nearly every part of our bodies. So we choose to keep this life free from tobacco this free like freedom to be tobacco-free. This February history will be made. Millions will watch is eighty years of unjust stigma is left in the past a product that drove good people to the black market will be revealed as one that's creating a new global Mark. This February what inspired the symbol of counterculture will at long last be seen as just culture. The new normal is coming. Will you be one of the first to see it? Visit men dot com to watch an exclusive preview.

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HOW MAKES A GREAT SALES LEADER AND HOW TO BECOME ONE

The B2B Revenue Leadership Show

31:30 min | 7 months ago

HOW MAKES A GREAT SALES LEADER AND HOW TO BECOME ONE

"Hey Steve Welcome to the show is way getting started tells us about yourself. Thanks Brian thanks for having me My Name's Steve Boardman I run a technology consulting practice here in Phoenix. I have to get my daughter's birthday tomorrow. I have a wonderful wife who is an attorney in a better athlete than I am. Does she prove it every day. Let from from the white part of the attorney I don't know the ass where you parked. It's it's funny nowadays now that we've all been home. It's it's nice to see that there's other people in her crosshairs not myself I'll tell. It's a dangerous combination, athlete and attorney. Yeah, and when she was a pregnant mother, you had the you had the hatch at tri factor. So that that's my life in a nutshell I mean pretty competitive guy but I think. When when you really boil it all down I. I. Really enjoy people is a time that said but Arnold Palmer people are his oxygen and I feel the same way is true for me. I enjoy you know being a positive impact in people's lives obviously marrying my wife was the best decision I've ever made and I have two wonderful children but I I really enjoy people I really help people develop and. Trusting me with with their career and a Lotta Times. It's when they're getting their career started cool. And how'd you get into kind of like the sales side it? Would you call it sales or would you call? Yeah. So we have a technology staffing company. I got into it because I had started out in college I worked for private jet startup and a friend of mine which was in ninety or me two, thousand, seven, two, thousand, eight. which is when the markets were collapsing. we found that we found that people would fly private although not by jet, but they were certainly chartering right. So we found a little niche. I think the only difference between that business in this business still a brokerage is that just because someone flew in October November doesn't necessarily mean they would fly in in December. Home for the holidays in in this business in, we're putting people work on contracts and I had a friend of mine off from Seton Hall That said hey wanted to check out this company at drop and It's a different business model in this recurring. Revenue Stream. That was ten years ago almost ten years ago, and here we are. It's kind of a hard business matchmaking, right? Yeah I did it in college with some friends try to set our friends up now here. Customers with with top talent and it's hard. But I take a lot of pride in I've learned from some really good people I remember my interview at Jock. Tim Gibbons, who's one of the founders here I asked him what his secret sauce was and he said it's pretty simple yet you find good people in you train them really well and. I think the same is true identifying top talent and you'll understand where the talent is in yet you make sure that they partner with you and you bring them to market and that's what we've done for ten years. Fifteen I've been doing it for ten. And how'd you get this mindset? Was It in college? Was it? Before then. As far as leadership of people are what he knew how to put people together and develop because it can be frustrating right? Yeah. You Know I. I'm very thankful for my upbringing. I have two wonderful parents My Dad traveled the world when I was a kid my mom raised us and I was the oldest in four of us inside a three and a half years with no twins and dad's on the road a lot. I mean I remember some stories growing up where you had to keep everyone together almost had to keep everyone alive because mom can't look at for people at one time. and. I just think that mindset of we headed called team. Boardman. Growing up. We're always together and that's never left me genuine care for my siblings my parents and I think working with people is how to continue to do that. Because that oldest in the birth where they tight age? Yes. So I was born in. September me January of eighty seven. My sister is June of eighty eight, my brother September of of eighty nine and my brothers October of ninety. So it's back that's tight as guest. I remember having to be a you know when my dad was on the road I had to D- quote unquote the man of the house although it's I don't WANNA BE I. Don't want that to be mistaken. But no, there's there's a lot of. You know learning things very early as far as realities of life that I've I've I've experienced in, I think. I think just comes with the territory being the oldest cool and. Was the motivation to get into leadership versus staying as entails. I've worked I've worked for some good leaders. I've had some great coaches and I think the the best. Memories I have are of some of the things that I've learned from the people. I've learned from and I think naturally. People Trust me and I. Think they see that I can be hard on them but I can get the best outta them not for my benefit but for theirs. And? That drew me to it and being able to. I would say no that I can protect my my crew. And Help them and help them develop, and then if it works out great if not, if I made him a better human being that's all right too. How do you stay away from the opposite of that which is kind of the natural yell at them. Because it's a high pressure job, right? Is it is I mean. I I remember the story growing up. In I'm sure my grandparents were loss but that's okay. I remember we had a bad dream growing up. We could. We could walk over my parents bed and my mother would say put down a blanket, Leon right beside us. It's okay. You're safe. And I know I I felt in certain situations in business that I didn't really I. Don't say I wasn't safe but I knew what it felt I run an office here. That's twenty, five hundred miles from headquarters and I wanted people to experience that security blanket. So to speak that can trust me in that That That, I'm here I'm here to protect them and I'm here to show them how it's supposed to be done. For really no return at all, it's it's it's just who I am here to make a positive impact people. And what do you expect in return? Their very best their their ability to listen and try to put the put into action. What. What I teach them I think. I would say one of my biggest strengths in Greenwich faults is the same is that when when someone loses trust with someone, it's pretty much over and I do not want to be more vested in your success than yourself you better own it and That's what I want return I remember coaching a baseball team, and there is there is a couple of kids at certainly weren't the best athletes, but we got them to hit a double actually the kid was Holliston don't thinking about. He had a double. In a pressure clutch situation. That to me is is what I expect I expect your best but I wanna sit back and watch you watch you flourish as well. and. Loyalty is a big list. It is it is but I understand we're also in business writing. I expect people expect people's loyalty but I also. Expect that they're gonNA. Do in the best interest of themselves in sometimes with us in sometimes it's not and that's okay. Because that space can't be very transient. Canada absolutely. Yeah absolutely. But I we always talk about if you can find one good person a year to add to your team one pillar. You know one more. Arrow quiver. Speak as my boss Matt Murray says you're doing okay and that's what we for and what do you look for in those people since you don't know them you know you're interviewing them. What are you look for? Look for people that are really genuine. That's that I think that's a good start if I am big on their references with their references say. I had the wool over my eyes before and I'm sure I will again made a million mistakes that. I'm sure a lot of people watching this. They say, well, yeah, he missed there too but I really honestly I looked for people's ability to be genuine their ability to be transparent their ability to honestly. Self reflect here's what I bring to the table. Here's where I lack and I try to think okay where can we have this piece of our puzzle? A Let's talk about those mistakes is a lot of people make them was you just went with your gut feeling was that that? was a broken toy that you thought you could fix. Yeah there's yes and yes. I when I first came into leadership I, thought you instantly I respected I thought that's what Man, was I. Wrong. It's just the opposite. I will say this is we had a an executive coach when when myself and a couple of others got promoted into leadership and we had all done well from A. Revenue Perspective remember revenue, generation perspective. In the thing that changed for me. was. Thought to myself Oh my God here I am responsible for leading people. My mortgage on on these people. We had a kid on the way. Right? We just a house. Holy Crap and what would donna me in that in that session was when the woman said to us. You've had to influence people to influence your wallet from a client perspective. You should be able to apply that same to your employs and if you're able to get. Buy, in from your clients you should be able to do the same if you do it right. So when I looked at our employees here Elegant. As a family and I would say understanding that I can understand where they're looking to go help them grow themselves just like our clients do. I'm going to be able to reap the financial return that I need to say keep our house afloat so to speak. and. How was that first year? Did you have the the desire to pounce on the deals hijacked them or second guess each decision All of the above. Still still to this day it's a it's a big temptation. I can think of story just with new REP that I have here six months ago or three months ago. It was a deal that was a total that end in I needed to let him. Fall flat on his face. So he could learn that. Okay. We're chasing a bad deal and you know I heard one time that. A Lotta Times speed bumps in road blocks. You're able to get over that and the reason why you can get a deal done or you can also let it be the reason why you can't get a deal done and I think over time people need to understand that say okay. Is this a dealbreaker. Is this a good a good choice, a good deal or do I need to walk away from it spend my time elsewhere. and. That's it. Can you look for that in recruitment because I always had this analogy that there's certain people that have to touch the stove mm-hmm meaning that they see the flame you tell them it's hot. You, tell them not to touch it but the Curio, there's something in there that. I I have to touch it. And I'm sure you as a father of might experience. Hunt Emergency Room trip in this entire quarantine. So I think we're doing. Okay. Yeah. I. Don't I don't have that mastered I really don't as far as who is going to have that. WHO's not I need to see it in action but have the discipline on Talker at at heart and for me learning how to listen. was very difficult night. I'd like to think that I'm I'm as good of a listener out there as there is because I, genuinely care people and so. To answer your question, how do identify that early I certainly don't have A. Suitable I really don't right because I mean sales kinds of tracks, not a daredevil but a risk taker certainly right especially in your space I would think it's much more of a risk taker. Yeah. Higher upside, a downside isn't is probably. Lower than most places, right. But tire. Absolutely. Absolutely. But to your point though I, think I'm a big golfer and. It's your ability to want to bet on yourself. And I find very quickly when I interviewed people who's looking for a higher salary versus who's looking for the bigger upside, and when I hear the that, some was more focused on the upside, and by the way, a lot of general managers in team team owners have had a lot of intense disagreements with the word upside comes into play professional. But I think generally speaking with people that are interviewing. If they're willing to bet on themselves or someone that I want my tea. And I would as far as looking for you know people call it coaching people I just look for openness the ability to discuss a topic without being you know putting the helmet on and getting defensive shirt. Let's talk about a deal what do you? Think's going to happen? Let's play it out two or three months from now whatever the life cycle is what do you think's GonNa Happen Next? Hey right because I think in order to to be successful at least in our business you have to. I think Jeb Blount. Called called murder boarding, right. What could possibly go wrong in this deal right and we need to be honest with each other and say, where could this thing fall apart but on the contrary when you win one, I think it's equally as important to diagnose why he wanted where you want it because trying to replicate. Right, and too often sales. The rap is thinking one step ahead and has a lot of blind spots because you naturally don't you go crazy if you look at them all. Yeah. Yeah. I agree with. But as a leader you can you kind of you know of that they're not calling you back or yeah they might be on vacation. They never have someone else. Right if time they're going to take your call and. It's I've I've had rapson and I do it myself and I've learned so much from my children. By the way I think everyone sales should try this technique. Right yeah. But literally when when you ask someone a question, simple questions should get simple answers i. I mean, is she pregnant or not? You're not maybe it is yes or no and I think when you ask a basic question, get along you answer someone doesn't know in the words should I think needs to be removed from the Dictionary Nelson? Why? My Wife told me ask me one day at the gate was up with the kids I said, yeah it should be and she said, well, you don't know, right. and. So I think it's important. Again, I, go back to my children. That when when you're asking someone a question, you gotta wait three seconds for their answer and again as Talker it's very difficult because I want to share my feelings in my thoughts. But when you're with kids, let them articulate who they are, what they want and it's the same thing is true. In sales and I think. You're going to get a lot more insights if you shut up and let someone finish than if you try to impose what your beliefs. You develop the people. Time Trust. One on ones from Mir very important I think about it. All starts with a good start for me everyone that starts here. I might have missed one. So someone I have a caveat out there I wanNA letter when they start here and said Y. Y excited to have them on my team. And I write that from the heart is what I think the bring to the table where they fit and. That's to me how do I develop the people? That's it starts. And it's really taking the time to sit back and observe what do they do well, where do I think they can improve and where do I choose to impose my will. And I would say you generally have to have a coach amount mentality and I think he only needs to direct people in one of two situations in one of two situations only when there is an emergency into. When they have no idea what the hell they're doing and other than that outside of those two situations, you need to find opportunity to coach someone out in health and build their skills. Because that's what's GonNa really leader? The enjoyable watch once a cigarette out. and. What's your flow was the one on one every week. Not not the. How do you started off? What are you looking for? I mean I just had one this morning with with Dan and I we talk about is we bought we bonded over you know he's a football fan. We're talking about football this weekend but then I asked I asked what's the best thing that happened last week and we look at what deals do we have that are up there right what we need help move through the pipeline. What could be potentially stalling? And then ultimately talking about certain situations it's hard because we're not in the office now. A little bit about this conversation. What do you think he did? Well, what do you think you'd need improvement on and I have them explained to me what they believe they need help with not me tell that. I. Think it's it's ninety percent really listening to what their side of the story is in. Coaching, accordingly. So again, to answer your question, it's IT'S A. Revenue. Pipeline, and then talk to me about what caused you have coming up. I look at call scheduling a pipeline. That's where your business is going to be dry from. So that's how I wanNA wants typically go, but it's very, very personal very, very coaching I don't use that term loosely it's more so understanding where to push than directing. And I've interviewed probably hundred and fifty top wraps and I always ask you know what was. That you had throughout your career. and. They're usually small ones that somebody else pointed out. Like they talk too much, they talk too fast. You know they showed up late. It was little nets. And At first, they reacted defensively even hurt. Okay but then they realize. They changed it was easy to change. But. They never would've saw themselves. Have you ever been able to face somebody with something like that. Man That's a good one. The answer's Yes. I'm trying to think of a good situation not easy other not. But. because. We when you look at I did it once and I. I I didn't do it Well I just told the. I just don't man. You just talk wage. Asian, for it to carry the weight for you, right. Well, you know I lost his attention for a couple of days but then he thanked me, he goes you know my wife said the same thing when I told her the store. I can think of some situations where and I think a lot of it is just kind of getting people back on the straight narrow right I. Mean I think this business there's a lot of. there's a lot of fires at is very react. It can be very a reaction based business. It can't be if you let it and before you know you could be in over your head and I've had one on ones with people that I knew they were but I needed them to come to me and tell me that they were over their head. and. They did and it's literally therapy right and it feels just as good I think help someone come out of that. Than it is. Than it is for them I really do I think is very, very two sided. And your team recommended you for the PODCAST. What makes what do you think was behind that? Keep you busy for a half. No as my honest answer, I think it's because they knew I wouldn't do it for myself. I, wouldn't put myself out there like this not someone that wants all the accolades I really don't I just really enjoy helping people and I think what they wanted was to. Was To. Return the favor and I heard one time that your people are your helium. They'll get you to where you want to go and I think about that a lot and. Without even realizing it here's what they did where this goes I. Don't know I'm very happy here, but I'm just more. So humbled I I'm not one for the spotlight and really not I really like watching other people shine but I think they did it because they wanted to return the favor and due to me what I've been helping with them with the last you know eight ten years whatever it may be. An what's kept you with the same place of tenure? I love this company I, love this company I, love the people I work with a lot of the people that I work for although I. don't see it as working for people that we work together. This company's been through a three acquisitions. And I don't know how else to say it but I think the people that I work with the people that helped develop in the people that I work for. Not My wife. No my kids asked about them all the time. It is very much in my blood and that's why I'm here I. It's because of the people it's I trust them, I trust them with my career I trust them with my family and I don't have any desire to go anywhere else. and. When you talk to other leaders DC a pattern of either what they're doing right or what they're doing. Wrong. I think it probably screens it the last six or seven months, right? have. You done and. I if I think if you really boil it down to a couple of things, it's How much do you trust your people? How much do you care about their your people and how much do you communicate with your people which now is easier than it's ever been from again greetings from my office, which is used to be a spare bedroom, but it's You have to continue to communicate over communicate, understand the roadblocks that they have. whether it be personal or professional. But ultimately understand that you're here to help them get there to where they wanna go but trust has got to be the the common denominator I think if you do those three or four things well. that. That's what I know is from my colleagues and friends in the industry and just in leadership. Combined. I think that's going to be your ticket to success and you've used the word trust a lot. What does that mean to you? Everything. Everything. But how do you? What exactly how would you describe it? I would say it's someone having your back I. Think it's. I think. Think it's being in the in the right place at the right time with the right people and knowing that when they're not looking. They know that you're you're still going and. I would say vice versa I was thinking about a a situation we had last week I was talking to one of my colleagues this morning about it and. She said it's it's great to work with great people that you're on the same page with and when you trust people. Work you're working together, i. think that's what you need. So what does it mean? It's art. Is it like they understand you when you understand them or is it when they say it's a seven you know what a seven means. Versus, eight or six. And I think that's honestly gonNA depend from person to person times. Right. I think it is. I think it's a combination of of of. Shared Vision shared goal and understanding that you can work in conjunction with the other people to help get there I really do. And I'm sure you've had it where that didn't exist with somebody I salute. Yeah. And then we're all. Is there a way to repair that or is it just it's not a match? I I don't. I don't know. But what I do know is this. All. I'm willing to give people second chances But. At the same time, you're always gonNA have that scarlet letter cast from me that I'm always going to have a doubt regardless to where things go but I I think I'm willing to give people a second chance. But. That's it after that it's not gonNA work. And that game playing lying backstabbing or selfishness that gave you that feeling. What which all comes in business. Happen I would say probably. Someone that you? Don't want to bring it down. That's not a good way to put it but I think when you tell me, you're doing something and I know you're not. Wine. Yeah I think it's mostly just lying when I was a kid that was my mother's biggest thing is thought lied to me and I can take the truth I. Just need to know it In. My mom always told me a story of her father walked in the House and. He asked her a question and he said, tell me the truth and she said my grandfather, can you handle the truth? And he walked back downstairs even want here the answer. So that sort of the environment that I grew up, I can take the truth I just need to know it but don't be asked me don't. Don't try to pull on over rate it's not gonNA work. Because a lot of cases there's People want the Lai because they don't WanNa fix. But I think at some point you're going to have to face it anyway, right? Yeah. You're only delaying the inevitable. I messed up burt I was often I left you know two hours early like live with that I've been. I've had one on ones with people over over something cold late in the afternoon, just to get out and say I get it. I've been there I've lived. There's nothing that you can tell me that I'm going to be disappointed in you with unless I find out you lied to me. So that's that to me is where it is. A really appreciate your time today Steve where can people go to follow you? So. Go to my Lincoln. It's linked in I. Think it's S. Boardman One An I what I can do is I can I can post this after. Just. Me a call, my phone numbers right there. My emails right there and. I just really wanted to contact me. I'd be on the first tee blocks every Sunday Saturday morning at the golf course downtown down here. So. That's a that's how you get in touch with me.

attorney Steve Boardman Arnold Palmer Seton Hall Steve Welcome Tim Gibbons partner football Brian Jeb Blount Phoenix Canada Holliston Leon murder Matt Murray Greenwich donna executive
New Mix: Luluc, The Antlers, Squirrel Flower, More

All Songs Considered

37:37 min | 7 months ago

New Mix: Luluc, The Antlers, Squirrel Flower, More

"I'm Rodney Carmichael. And on our new podcast louder than a riot, we trace the collision of rhyme punishment in. America. We will hunt at least we were literally physically be stand on corner drug squad pull up everybody. Knew. From. NPR music. Listen to loud in. Music it's all songs considered I'm Bob Boylan, I'm thrilled to have new music from Luke, the duo made my number one album in two, thousand, fourteen, then another five, two, thousand, eighteen. So. He Randall and Steve Hackett split their time between their Melbourne home and Brooklyn their new albums called Dream Boat is coming in just a few weeks and I'm happy to play its opening track is called. Emerald. City has love how they played around with their sound on this song. The often heard acoustic guitars been supplanted by percussion and electroncs. Singer Zoe. Randall will tell us how some of that transformation came along and then I'll play Emerald city from Luke. Ibope I was writing this song in New York and I knew as I started writing it that ause riding on the guitar that that was not going to be the right instrument for it and it was a case of good timing really for the song and a couple of others on this new record we were invited to a festival people that. And Justin Vernon, put on which is a collaborative affair, and so it was there that Steven Austat originally with Aaron and different musicians were floating in and out putting down incredible you know sort of responses to the work and in that collaborative environment, we were able to create the energy intention that sort of inherent in this song So since Bates and two dramas and a horn player and it very much create what could hear for but couldn't express them that little old guitar. I can see again like a fish called on a threat. Tell. Stove. Too much in. Favor. God. Finally Sleep to through. The storage is gets. Birkin. US TO IN Drowning in he. Give me. Something to cure this lethargy and dreams Gabrovo. To city. A. This. Incur instead of. as. Not. Much. Show. Finally Sleep. Only A WOAH. turned. Pro. Well Drowning in. The. burbs. Something to kill. Back to this. Luke the music of Zoe Randall Steve has it from a new album just announcing coming in just a few weeks. The song I played was Emerald City and the album produced along with the nationals air conditioner is called Dream Boat New music. Now from an artist that's new to me her name is Danielle dereck Danielle is based in Phoenix with a new album coming called no place the song love and I'm GonNa play is called broken wings and let me tell you more. My New Song Broken Wings is about falling for men who are either emotionally or literally unavailable. and. Getting involved romantically and hopes to fix or change them. All my songs start pretty bare on Acoustic Guitar. Piano. sometimes, all rely on my producer Sam to help me develop a song production. Wise. But other times they know exactly where I wanna take it and broken wings was a lot like that. Dynamically, the song took shape as I was writing it with the kind of clean soft emotive beginning followed by the louder fuzzy bitter release. I used references like your best American girl by mid Ski and Nightshift by Lucy Davis to communicate those ideas to Sam, and he couldn't have been more in my head this Longueville different than anything I ever released. So it's a bit terrifying to put out into the world, but I love out turned out. So I, hope it resonates people. See is about. cold stone God. Fakes. Say. My? Talk. An area. Sickness. Bullshit. Special. Damaged. He's crazy. Lives. Just. To serve. Known. Star. A. That's Daniel Iraq it's called broken wings. The opening scene for the songs video are walking into a church with the preacher and her husband be waiting on the altar and the husband is in fact, just poll the Red Flag at the top. and. Husband you see throughout the video throughout her life. Anyway it's pretty funny. So go take a look at that will put that on the webpage Daniel directs album is called no place and it will be out in the middle of January twenty, twenty one. When the Antlers Peter Silberman was on the show a few weeks ago, talking about his new ambient projects, spatial relations he told us there'd be new music from the antlers coming soon. Well now, it's here the first new music from the antlers in roughly six years. It's called wheels roll home. Let's listen. Thing. Took how past the president? We will. Preview. Man You. Circle. A. talked. Free. A. Oh. Are you. Wheels roll home by the antlers written by Peter. So men and drummer. Michael Lerner. So. Good to hear that voice again. We're GONNA take a break be right back and you're listening to all songs considered from NPR music. This message comes from NPR sponsor better help the online counselling service dedicated to connecting you with a licensed counselor to help you overcome whatever stands in the way of your happiness, fill out a questionnaire and get mashed with professional tailored to your needs and if you aren't satisfied with your counselor, you can request new one at any time free of charge visit better help dot com slash songs to get ten percent off your first month get the help you deserve with better help. This message comes from NPR sponsor. We transfer we all half doubts but where do they belong? Are they simply to be surfaced and forgotton? We transfer believes your doubt needs a place where it can grow into something useful and we transfers set of tools can help you do just that by collecting, sketching, presenting, and sharing your thoughts with the world. It's where doubt transforms into ideas meat paste paper, and collects by we transfer Goto tools to move ideas, dot com to learn more. It's all songs considered. I'm Bob Boylan some mentioned this last week. But often I'll put together the songs for the show and wind up discovering something common amongst them. So for this show, we began with a song called Emerald City, which mentions Dorothy from the wizard of Oz, and of course, they're famous phrase. There's no place like home came to mind, and then in our second song came album called no place in our third song from the antlers is called wheels, roll home, and now our next tune from squirrel flower is also about driving to a place in this case to find comfort the songs in older tune written roughly five years or so ago though more recently re recorded an updated, it's the flip side of a cover squirrel flowers just on the other side being Liz fair to let me let Ella Williams tell you more about this song called Chicago. This is Ella Aka squirrel flower. Thanks so much to Bob Boylan for playing my song today This is one that I released several years ago actually as a bonus track but revisited shortly after in a recording session and added drums and fleshed out the song a little more and never ended up releasing it. But here it is now on all songs considered the idea of the track is that it feels like a long drive in the cold turning thoughts and expectations over and over in your head I really love repetition music and the song is me playing around with that enjoy. Tissue. were. told WHO's the. Key me. schooled. Key. Own. News the. Key. Keep. Bud. Kid. Repeat. Home. The music of squirrel flower the song is called Chicago? And now for something fiery and fierce, it's the music of MD Muck tar this music with Torah Roots Desert Music, from North Africa, and particularly for Muktar, the Republic of Niger and when he plugs in his left handed stratocaster standby to be amazed. Last week it was announced that he and his band signed to matador records, and with that announcement came this song it's called Kismet. Get. Gauges. Is. A. Issues. Ask. A. GIG. Who? The music of MD Muktar, the song is called kitten. I've always been fascinated how music balances from culture to culture gets reinvented and do mock tar may not have known what rock music was growing up Niger. But when he recorded his last album. Z. Top at bonded in with the album's producer. And I mentioned this. As play my next tune from Jake. Blount. He's a fiddler and Banjo player. The Banjo is considered by many to pitch demise American roots and traditional music. But it's origins are African and with that MD mocked Hor songs still in your head with stronach repetition. Give a listen to this from Jake Bob. It's called roused about. You. Home. Also. Versus. So that's Jake, blunt in the song was roused about in the person who turned me onto that Song Otis Heart joins me now. Hey, Otis. Hey, great to be back on the show Bob it's been awhile. For so long you're giving me a great electronic music and stuff. And, this is not that no, no I like music. That's. Futuristic in really really old that's sort of my sweet spot on those two extremes. I just read that Jake Blount one. Steve Martin Award Steve Martin is the comedian but also the Great Banjo player same human. Yeah. He was one of a handful of people to win the St Martin Banjo Award, and he's the first black man to win the Banjo Award the only other person of color to win the award is and getting. So he's really sort of on the forefront of something that's really really old. And I love what he's doing who's playing the fiddle on that tune that's Tatyana, Hargreaves. She's a fiddle professor at UNC Chapel Hill and she's toured with Gillian Welch and David Rawlings. She's got a nice track record as well, and they play together all over the place on spider tells. Video up online of the two of them playing. Music. But you turned me onto another fiddler and I'm a big fan of fiddler's this one's in English fiddler. Yeah. His name Sam Sweeney and he had an album come out right at the beginning of the pandemic sort. SORTA got lost in the shuffle. It's called Unearth repeat and I'll tell you a little bit about Sam Sweeney this guy is so talented. He won the BBC folk awards for best musician before he even had a solo album this is a guy who has been playing professionally since he was eighteen, he was in a really popular British folk dance band called Bello head. Your Contra Dance Guy Yourself imagined like that band they were extremely popular. They retired in two thousand sixteen and he went solo in two thousand eighteen. This is his second album and one of the cool things about this record besides the amazing tunes is that he's playing div swore bricks fiddle and Dave's were brick is, of course, the fiddler from fair port convention he joined that band in nineteen, sixty nine. This is not the same fiddle as the famous airport but. Dave gave it to him before he died in. Santa's well deserving of it. Sam is one of the best fillers in England, which means he's one of the best fiddlers in the world. and. So what are we going to play and go out on? In fact, we'll go out on the beginning of his album songs are called unearth and step downs road. Thanks so to start. All right. NPR MUSIC SODAS, heart. Let's go out on those Sam. Sweeney tunes I'm Bob Boylan music is all songs considered. Own. Alone

Bob Boylan Sam Sweeney Emerald City Zoe Randall Steve NPR Luke NPR Jake Blount Peter Silberman Chicago Jake Niger producer Bob it New York Justin Vernon America A. Rodney Carmichael NPR
20VC: Buffer's Joel Gascoigne on The Moment The Founder Is No Longer The Boss, The Questions Founders Must Ask Their VCs and Why We Need A Spectrum of Different Financing Mechanisms Other Than VC

The Twenty Minute VC

32:08 min | 2 years ago

20VC: Buffer's Joel Gascoigne on The Moment The Founder Is No Longer The Boss, The Questions Founders Must Ask Their VCs and Why We Need A Spectrum of Different Financing Mechanisms Other Than VC

"You are listening to the twenty minute VC with me. Harry Stubbings on age Stubbings nineteen Ninety-six with tubes on Instagram. I really would love to see that. But my word, and my cited has stays episode not only in my welcoming fellow brittleness show, but it really different the founder and company to the heavily band. Venture companies. We usually feature with that. I'm thrilled to welcome. Joel Gascoyne co founder and CEO at buffer the social media management tool. The Mace it easy for businesses and marketing teams to schedule posts analyze performance and manage all their accounts in one place, and they had raised both seed and series a rounds. But lost summer, they spend three point three million dollars to Blount the majority of that series, a investors making the much more independent today. Joe runs buffer as a profitable business with two million in profit in two thousand seventeen and three million in profit in two thousand eighteen and before co founding buffer Joe co-founded one page and start up mill and was a web developer in the UK. As for the insurance. I have to say it was me, Cody mailing Joel on this one. I'm such an MR Joe's on buffers. So I will give myself credit for the huh. Hustle on this one. But before we dive into the show, stay a lot of what we do on, the twenty minute VC is taught to experts pick the brains of founders and investors you tell us which tries to watch out for offer ticks on fundraising and teachers how to excel at any company stage. There's no playbook for building a great business, but we can suddenly learn from people who've done it before beyond listening to this podcast and talking to mental visors in your own network. It's important to have resources you can turn to you. When you actually need challenge. Stripe has built those resources for you. Whether you'd like to learn how to run a pricing experiment will build a knockout landing page stripe gives you the information you need to start run and scale technology company that God's often written by all feature people. I e Gill we've actually had on this very poor cost, and you can read one of my favorite guides on scaling engineering organizations and many more on stripe dot com forward slash twenty T W E N T V C. And speaking of incredible products into chrome was founded in two thousand eleven by four startup bathrooms who were simply frustrated by the lack of visibility. They had into that customers that previous venture. Che's they set out to build a suite of messaging. I products that would help make internet business personal fast forward to stay an income has built a platform and suite of messaging, I products that how internet businesses accelerate growth across the customer life cycle from acquisition to engagement and support and you can convert more website visitors onboard new sign ups to become active customers, and then support your customers in a really personal way all small you can do this at scale with their powerful automation technology, but over the past eight years, they've totally reimagined. What a business messenger can be which is way more than simply live chat a more than thirty thousand businesses including New Relic Lassie and shopper FAI us into comb to came out with a billion people worldwide. And finally, I've always been a big history, man. And so I wanted to about Cooley the global law firm built around startups and venture capsule since forming the first venture fund in silicon Bonnie cooties for more venture capital funds than any other law firm in the world with fifty plus is working with the keys they help BC's form and manage funds to make investments than handle the myriad of issues that arise through refunds lifetime. To learn more about the number. One most active law firm representing bond companies going public simply had Cutie dot com and also go to to go dot com. But that's quite enough of me. So now, I'm so excited time David Joe Gascoyne, co founder and CEO buffer. You have now arrived at your destination. Joel it is Sandra pleasure tabby on the day. I've been a bigger Marv of you'll rising for longtime say thank you so much for joining me stage. Oh, yeah. Thanks so much is severe pleasure to be on the podcast. You've been doing this such a long time. Now being really impressed, and you've had such a wide range of different guests on hair. So it's always mealy interesting for me, that's kind of Aena for is has gone very very fast. But I do you want to talk about Joel. So I wanted to start with how did you make your way into the world of startups and come to found fossil without kind of initial armament. So I've always been into computers and was looking enough to toll into learning to code quite early. When I was eleven twelve years old. I kind of got into it from online gaming and then getting bowl with some teams though. And then building a website for one of those teams. I was when my first website, and then since then, it's just been progressing further. I've always enjoyed building things. And then I I've always enjoyed being really booed on things. So very quickly. I started doubling with doing design and. Quickly became full stack web design web developer. And then started trying out building up -cations building actual products. And then I went to the university of Warwick in the UK added computer science that. And by that point, I kind of knew I wanted to build a company starts at discovered tech quench around that time just fascinated by people building these companies pretty much just, you know, sitting at your computer, which seemed like a whole new possibility in the world without point. Yeah. And then kind of a little further. So I had one starts before buffo the was not very successful. But I learned a ton and that was right after graduating from college. And then after that, that's when I had the idea for buffer, and the initial moment for Buffa was that I found that if I shed on on Twitter shed, my thoughts or articles I was reading and finding interesting. It was just a great way to meet other people in network, and sometimes I've meet those people in person once I discovered this. I wanted to do it more and more and for all along I was reading. Gloves. I was using Google reader at a time and really being an avid subscriber to several different blogs showing those. But I found that I was doing a reading session where we maybe fifteen or twenty calls. I didn't want to be sharing all of those at once on Twitter and flooding mice fem- with those things within space of fifteen minutes or something. So I started looking okay. How can I space these out started to schedule using tweet deck and hoot suite at the time, but you had to choose the very specific date and time every time you're scheduling all I really cared about was spacing out the tweets there. So that was the hormone was I know how I could build something where the schedule is on the you just set once a daily schedule, and none it's done. And then you don't have to choose the exact date and time when you're scheduling those tweets, and that was kind of really where Beiber for started from we've evolved law along the way, the market's changed a lot. That's where it all began. I love that are hominem. What is on an incredible journey since then, but I do want to stop stay on the theme of fundraising. VC cleans in the title. I'm unsure people like me with the show. Do you know how it seems today to always be the core of our industry itself? And when we it before you said fundraising is a big decision. The most people realize towards me jolt leads your thinking here and saying that there's a few different things for me that go into that that I've learned in my journey with before which is just over eight years now that I've been doing this and we've raised to funding and had a lot of testing ups and downs with all of that. I think there's a couple of key things one is that when you're raising a lot of people don't realize that there's a point along the way in fundraising where you on no longer the boss anymore. And I think a lot of people start companies become entrepreneurs because they really like having that freedom and that autonomy and controlling the destiny in that way. And I think at some point along the way, maybe it's TV's a series B aboard usually flips over to be controlled by investors. And I think that is something that I realized that found. Has often don't realize that is happening. Even in the moment that is happening when they get the next round of funding in it has flipped over because that's still the CEO without point on the investors likely leaving them and things, but it's when things get a bit tougher that could really change in. And the fact that the tables of ten dive a little bit could dramatically impact them. Another aspect is the concept of the cost of capital is something that I think in Silicon Valley a lot of people just on really thinking about is really this mentality of the funding. Spended get a certain amount of growth song as you getting your keeping growth. Wade high enough you can keep wearing those kinds of funding, and you kind of thinking okay peo- is a great goal to aim for. Maybe you know, an exit is just as good of a thing to aim for. But to me that's not necessarily thinking deeply about building a really sustainable company. Because I think the thing that's missing is. What is the cost of the capital usually is just adding people to your cap table. Your introducing Moshe shoulders. They all have expectations. Overturned? They will have timeframes they have in mind return. And at some point those things start to add pressure on. I think before you know, you you getting to that point where people are demanding that exit all the return, and you've not thought about okay, what is the multiple? Or is the return investors looking for some of the things that now I really and coach found us to be asking those questions asking the VC. What is that time? Horizon. What fund is this going to the sets up the L peas, they know whether they get them when you think these are things that founders often don't ask, and I wasn't really asking. I wasn't fully aware. And didn't understand these things completely when I went through. I mean, so many things to meet impact that the first candidate here in town. You mentioned that way they don't feel like you're in boss hustle me. When was that Lehman Fiji think I've been lucky because I've managed to retain the foot. It's not come without difficulty about nine months ago. Maybe ten months ago now we all out on main VC investor, but there was a moment in the year two. Years leading up to that. But has started to feel that the investor would have liked it to be the case that I wasn't the boss anymore ended. They could take over and I had several different shoulders that were would have much preferred to just drive the company to sail pretty quickly and personally wasn't really the goal for me. And I sold much more go head and much more. Interesting puzzle, the journey ahead. So I've been lucky that we raise two rounds of funding and the journey one was a seed round in twenty eleven and then series A in twenty four teams. But we already kind of knew we raise those mounds that we wanted to keep that control and be able to continue to experimental. What we've done a lot of X feminine, surround culture with remote working on the level of transparency. We've kind hit and those are things that the more. We raise traditional lound of being on invest on on board, the more likely is going to be harder to keep questioning things and experimenting in that way. So. Sounds. We didn't bring any investors on the board. So that's one thing that ultimately helped us a law. Absolutely. And in terms of kind of retaining not a non board seat. I think it's made a difference. I kind of hearing you speak that immediately makes me think oh episode with an-and son-in-law that CBS size, and he said on the show you mentioned kind of the growth rate sound pumping for the sale kind of quickly. The analyst said that often VC's fog or all-star SOPs, essentially, overfeed them to create kind of synthetically manufactured gross, two miles seeing the system today, would you agree with this? And how do you think about the current fundraising environment? Yes, very interesting. I've say I definitely do agree with unin and big fan of of what he's doing as well. And yeah, I think the really fascinating thing for me is the more. I learned about the structure behind VC's, which is you don't always have a full understanding of as a founder the more. I realized that really the way the set of generally is structured towards basically triggering an environment where it is almost better if they can pump up these startups put a lot of money. To them. And just kind of see what happens if it works and ninety percent of the time, it doesn't work men's that's where you end up with to me, the do end up with this environment worries say exit peo- or the alternative is the startups going bust, and they being the fire sales or they essentially get sold to another company will most likely get showdown within a couple of years and thing and that to me is just generally is not great for consumers not great for the team. And it feels like a really big missed opportunity in the Coon investor kind of ecosystem by now with to see some alternative forms of guns and accelerated programs and things that are actually structuring more to be aligned with founders where they might might want to get the company to puffed ability in sustainability, and maybe, you know, those investors getting the return fhu dividends or profit shadows kinds of things. And so that is really fascinating to me right now. Can I ask what you wished founders knew about? Overseas. VC kind of knowing the structure, we always take the knowledge of the structure for granted. Maybe almost what did you wish that kind of found his were aware of in terms of maybe the mechanics and structure of venture as an asset calls is a good question. I wish that investors were more Frank with founders enjoying the process because it is this possessive both sides kind of trying to woo each. The specially if a pass traction and things, but it seems like something where some things maybe left unspoken. But they seem clear or you know, there's a lot of obstacles that involved. But I think just that maybe getting really really aligned on expectations as something that could be better. But honestly, I think some of that's going to be really hard unless mole alternatives were the really should be the spectrum of different models of types of funding. You could raise to help you celebrate your company, but not do it unaware. I think for the longest time the only option has been C. And then the only option is that you look self into this slight Nicole allied roller coaster. And the outcome has to be this under ten year over year growth for the longest time. And I think the needs to be although foams of funding the don't be quiet quiet that same level of growth or return over time for it to be even possible to have those conversations because right now found does kind of has this thought, oh, actually some funding will be useful in the new start looking at the options and his whole just the and the angel investors and things that really have that same mindset, and then they end up starting to tailor that own pitch in their messaging say, oh, yeah, we are going to IPO this states. You know, we're going to get on this track. And then often it doesn't work out that way, and they might start to question. Whether that's even what they want. But it's easy to just end on that path. Now, I totally agree. In terms of the need for more financing methods of wish we have seen the likes of Bryce at Indy. VC disgust of when you made the switch of track from V C to sustainable company you've written about the trade off between increasing mall, gin and prophet and the subsequent maybe declining. Race. How do you think about trade off that what was the thought process here? It's very interesting. I think for me personally as a founder, I'm quite idealistic. I think a lot of found is. So I don't like to believe that there is a strong connection there between the funding you have and the and the growth weights you can hit. But overall, I think looking back and seeing the results of things I realized that has been somewhat of that coalition firs that said, I think this being many examples of times when we've no maybe invested more grown the team faster on it's not translated to growth, so I don't think those things mutually exclusive. And then I guess the other part of it is the profitability which is something that has been interesting for us because the point when we decided to focus on puffed ability within a couple of years, we went from either losses Nuccio or just hundred thousand in profit on those kind of numbers to two million million in profit in the last couple of years respectively. At the same time growth rate has dropped in that time as well. And then now, I think we're it feels like one of those things where the longer you running the more you figure out what all those dials that you can turn. And when you how do you want to kind of calibrate, you'll company based on those different goals? And I think foes, we want to maintain all of Tbilisi we run to grow a little faster, and that's kind of the calibration. We're aiming full why my ten dollars a month is adding two to three million in profit to you guys. Do you want to check you noted to listen that every Sunday evening? I said on buffet for three hours of that. But I do want to switch tiny bit here by discussing you yourself founder when we chatted before you said founders must have line that company to lights them up. What did you mean by this kind of what lights you up? And when did you realize you have it? I believe for me. I've I've had it and lost it multiple times in his just feels like the cycle that I've settled into in a way which is just trying to every once in a while. Maybe it's once a year will be as really deeply think how you feeling about this journey that you on is it still lighting you. And I think for me easiest wage thing about it is like, oh, you still jumping out of bed in the morning to on this thing. Are you excited about the people you're working with the focus of the mission? You have the success you having those kinds of things and has been a few points along the way where one of the interesting things as an excise is kind of nap how that trajectory that. You feel like you on in terms of or is the company going to look like along this path to two three years from now. And I've done that a couple of times in the journey, and he actually had my fell our actually the pathway on. Why now mapping that out to three years for the head? It seems like it's going in a direction, but I will no longer be jumping out of bed and be excited about this thing. And so I those a feed moments where I've had to really think. Okay. What do I want to change? Maybe have some tough conversations talk about what the goals, we have talked about the growthy. We hitting Tokyo the culture how does that feel now what about goals will? And that we have is company. And so I think that's really important to do whatever they might be that those light you up is just important to reflect on that. And and tried to keep coming back to that coolest because I think it's easy to trail, especially as company gets bigger. And there's a lot more people involved will start to stray and then once in a while just needs to bring it back towards that path. It's still exciting. You can I ask and this is really hall. To us. It's almost a lot of SRI. They to have the flexibility to change kind of what lights you out because when you have a company with many employees like does or found on this show with many employees, you're responsible for a lot of people in the household income's does want to have the luxury to change what lights them up. I think it's a great question and something I think a lot about I think you almost have diminishing look sure to to do that as time goes on. But I think foes to buffalo in for me one of the ways of managed to retain the optionality is by being possible. You know, we can take a big bet we could swing a different way. And I think for me the closer we all to running along by on the wire fanny small-market change could just causes to really be in tough financial situation may have to lay. Also that kind of thing that's the situation. I just don't want to be in because I want to be able to take these pets. Try these new things maybe even at times shift into a whole different. Mark. For me. Like, the the dream of time is that we will be able to have enough puffed ability and flexibility within the company, the someone good have new idea for a new product or something in unruly issue that so we can all I like to think if offer can be this vehicle for lights all of us up in the company, and we can keep pursuing kind of what lights as of that is an exciting kind of vision full the company and thinking about company Moore's this oval group of nowhere. We will do new things and try new things other than being so set on a specific conventional path whole market the win Billy being China. Go absolutely as fast as possible can come at the expense of this xfinity having puffed ability us, kind of sacrifice puff ability to get that growth and things in. That's just a different path is not really exciting to me. No. And I love that thing. He kind of the collective organism and kind of what life everyone off his team to Oscar like we said about the responsibility of being a leader that when you've written before. You have stated that maybe at a time that was an animal whereas someone suggesting kind of sending from the role of CEO always incredibly on here. So Jolan, I hope it's not personal. How does one response and how did you deal with that? Yeah. I mean, I think it was one of the toughest things to hear from me. And I guess initially in the moment does that level of shock on this just thinking through. Okay. What way even say to to that for me that question came from an investor at the point when we were talking about potentially buying them out. And generally, I think it was clear that we had different paths. The we were excited about the company and the question came kind of related to if I can't get the company to a place where we can buy out the investor in to build up the capital's buyout that investor. Then will I be comfortable to step down? And it was tough question. Because this investors not on the board. They really have the week not set ourselves of the that was something that I like the idea that we should go. In with is open enough weed raised around funding by the investors control the board. And by the goal was this daily, this exit awesome thing, then I could understand that a little bit more for that wasn't the case here. And then I think overall stepping away from the the immediate thoughts around that and reaction to it. I realized that Billy where I came from this place of having quite clear Missa Lyman on walk is the goal here. You know, where do we want this company to go and to to get to once I realized that we was so on very different pages in almost a level of comfort for me. Okay. We just need to progress forward. Find an outcome. The we can both be comfortable with. And that's what really led bows to buy out main investors and really bring that alignment bike within the shell to based on the team towards like where we taking this. Now, the absolutely and thank you so much for the honesty that we don't always got it on the sheriff, John. Contain the Rover you'll find this did leave over time. And you wrote the you now have to manage the leadership team alert the class was for you as a process, and what you know. Now, the maybe wish you'd known at the start of this management and loan process. I'd say those that has been one of the more challenging things for me going from having a strong co founder having this almost peer relationship with him with with Leo to then just into being almost a solo founder since the point is a very different situation. I think the biggest thing I've learned is you do need that personal people that you convince them with and with and work through decisions and challenges that a moan that Pia level. And for me is being a sludge focus on building up. My network of the founders that I'm trying to get too deep level of Ben ship with that has really helped me to let void that was left a little bit by that change and. I think I'm still in that process is two years on right now to when Leo left enzyme still figuring that out on what to it. And I think one of the things that I I guess if I do I wish I'd known. I wish I had known that. This would have been this kind of immediate danger in challenge. I think in some ways maybe the mistake I made was to start to almost lean too much on the leadership team full things that doesn't necessarily make sense for for that for me to be announcing around back and forth with them. And I think something that I'm looking to put in place going forward is to find a great CEO coach that I can work with an executive coach. I think doesn't mean the probably could have done earlier another way to fill that void. Why? If I if I have to say at Gerry Kalina is absolutely the amounted to see when it comes to that anyone has ever made me cry on the show, and it was him home as I've heard great things about Jerry actually from several people in a good friends with Amir from to-do list. I dunno few. Yeah. A million with. Yeah. And I think he went on one of the had had really great things to say. So I need to make that connection as I said if someone can make my coal british-hong cry. Then clearly I do wanna finish today. Joe by discussing a little bit about the team because when we chatted before you said about the elements transparency and really struck me was it's always better to lean into transparency cows. What did you mean by this? And maybe there any limitations to lenience transparency when I think about lenient transplants. I mean, really just challenging yourself with Kenya. Sham more with your team. Can you be more open with them about what the goals and about the numbers revenue numbers? How much cash is in the Bank, the the real state of the business that growth rates the way, the market's changing just being open, laying it all out the another thing I believe that that is always better states to strike full. It is a hard thing. I think it almost goes maybe against human nature in a way. I think we liked to. To pull a codes close to a chess sometimes and things too. I think that's where it is. This thing that you have to push yourself through and be disciplined about and I think one of the things, but the me an additional component of it that I realized is as a founder will founders you often have so much on your shoulders is such a pressurized situation to be in. And I found by showing as in tough times showing more openly with team they really excited to help figure it out together. And I think sometimes as leaders we almost treat team as children also contain the handle those details or the truth wasn't thing. And I think that's just really a disservice to everyone that you've vote on vote like one is adults. They figuring out these tough decisions in the postal lives in different forms. Budgeting and things like that. And I think just showing more with them really takes a lot of the weight off yourself as wanted to spreads it amongst the team. And I think that's being vista really really healthy thing for us at buffer ABC. Absolutely in any in terms of kind of engendering a sense of ownership within everyone within the organization. I do want to dive into my favorite elements of any episode Joel which is the quickfire round. So I say short statement. And then you give me your immediate. So it wasn't about sixty seconds or less. All you ready to die. Then. Yes, let's do it favorite book. And why a book called joy work by Dennis Becky, and the reason is because it's really a tale of someone building a very substantial company public company, and the challenges of sting food to the values that they've put in place and kind of placing values above growth in order to gain long term sustainability of the culture and performance, and there's some really tough intense moments in the book the tennis Hsieh's bay openly. So that one has been really interesting to me, what is the key to making remote teams waxy fully. I would say just to take remote, I attitude whether or not you're fully remote till partially remote. Just really try hard to make him formation day to ideas and decisions flow. Freely regardless of west one is really just tried to avoid having any sense of a second class citizen within the organization usually someone that is not in the office. What multiple quote, you frequently refer back t the Khoon ki one that I've been referring back to for a few years now as Savell WALDO Emmerson quote, twitches do not go where the path may lead. Instead, whether it's no path and leave a trail. So really just questioning things is something that I really a big fan of I love that one. Nice already in your Email, subject line, and lose brilliant. I do want to in your life is served as an inflection point and change the way you think and think of one single one. So I'm going to just quickly share a few. That's been there's been many. I think when I was fifteen years old, I sold my first tag on my website development for for commercial client that was inflation point for me of wheeling. I could make money from something that I fiercely photos of a hobby in college, I had the inflection point of shifting from serve. Revenue to product revenue and escaping, but Howley kind of wage and then in the last few years is being a big play point. We've we've talked about of this sustainability mentality. The company of can we create a company that we never want to sell and create a company the and keep going for twenty thirty years. More of is this kind of exit mentality to change about Silicon Valley stage. Oh, two things one is fundraising which I think really needs to be more of a spectrum of options there while than just the VC approach. And I think the thing would be diversity from my experience of being in Silicon Valley for few years earlier in the journey. It really felt that there wasn't a lot of diversity than that would help a lot with some of the challenges that seem to come out of companies that VC funded. Tell me the final one the next five years for you. And for Buffa. What does that it like, yeah, I see as being more diversified in our products on our revenue streams most sustainable, and we need to become more differentiated in the market is become a little bit. Monetize over time and just continue to grow at a solid clip while being profitable doesn't mean that we are committed to now. And then it would time we'll we'll be able to create the situation where everyone in the company can really benefit from the great work that we're doing together. So I think I'll lead to the possibility of dividends and increasing the show we've been doing sharing for two years in a row now, and we're gonna keep going more in those directions and helping investors get liquidity when the more interested in kind of a short term horizon. So that we can come more self owned over time and really keep control of just that we can keep experimenting in seeing weather takes us Joe as I said, I did a big fan of the rising for a long time. This has been so much fun. So thank you so much for joining me on the show, stay. Yeah. Thanks so much as being a real pleasure. I just wanted to take a million say two things really I huge sign. He's Joe being willing to be so open, and honest, I really do appreciate and then made for such special episode, and then sacking these just ordering credible and inspiring journey at was if you'd like to see more from Joey you can follow him on Twitter on Joe Gascoyne. Likewise. It'd be fantastic to welcome. You behind the scenes here at the twenty minute VC? You can do that on Instagram at H Demings nineteen Ninety-six with TB's. But before we leave each day. A lot of what we do on the twenty minute VC is to expert speaking, the brains of founders and investors, you tell us which trends to watch out for petitional, and fundraising teachers how to sell it any company stage. There's no playbook for building a great business. But we can suddenly learn from people who've done it before the only listening to this podcast and talking to mentors and advisors in your own network. It's important to have resources, you can tell them to you. When you won't need challenge. Stripe built lose resources for you. Whether you'd like to learn how to run a pricing experiment will build a knockout landing page strike gives you the information you need to start run and scale technology company. Thank. Go. It's often written by all feature people. I e kill can we've actually had on this very poor cost, and you can read one of my favorite guys on scaling engineering organizations and many more on stripe dot com forward slash twenty C T W E N T, V, C and speaking of pillars of your organization. Income offers a new and better way to acquire engage in retain customers. They've built a suite of messaging I products from chapels to totally reimagined business messenger. Modern internet businesses use to accelerate growth across the customer life cycle from acquisition to engagement and support over the past eight years. They've totally reimagined. What a business messenger can be which is way more than simply live chat today into coins used by the world's most forward thinking companies check this out including eighty four percent of y combinator companies that use a messaging or live chat tool us into com-. 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Mario Martinez Jr  Mergers and Acquisitions: Do Your Due Diligence First

My Worst Investment Ever Podcast

32:30 min | 3 months ago

Mario Martinez Jr Mergers and Acquisitions: Do Your Due Diligence First

"As i think about all the things that we did it was leading up to form this really large organizations really large entity with a lot of region a lot of brand equity and a lot of ability be able to take the market by storm and we took the market by storm. We had our big announcement. It was a giant. Like whoa what just happened. And eight way company. Merger like has low fellow risk-takers and welcome to my worst investment. Ever stories of loss to keep you winning in our community. We know that to win in investing. You must take risks but to win big. You've got reduce it. This episode is sponsored by a stotts academies online course how to start building well investing in the stock market. I wrote this course for those who want to go from feeling frustrated intimidated or overwhelmed by the stock market to becoming confident and in control of their financial future. Go to my worst investment ever dot com slash deals to claim your discount now fellow risk-takers. This is your worst. Podcast hosts andrew stotz. And i'm here with featured guests mario martinez junior. Mario are you iraq. I'm ready to do this. Andrew thank you so much for having me great to have you on this show so let me introduce you to the audience. Mario is the ceo and founder of and grasso. He spent eighty six consecutive quarters in b. two b. sales in leadership he is one of twenty sales influencers invited to appear in the salesforcecom documentary film. The story of sales launched in twenty eighteen and was named twenty nineteenth top ten sales influencers by the modern sales magazine. Mario is a host of the popular. The modern selling podcast. Mario take a minute and filling for tidbits about your life. She's that introduction was phenomenal. have much more. you set it all. I've been in born and raised inside of sales and have enjoyed every minute of it. I actually started out when i was in b2b sales at nineteen years old working for a company and have maintained the course ever since i left corporate about five years ago this january will be five years as a matter of fact and i Went out on my own for the very first time ever and then about a year and a half into on my own. I did a multi way company merger it was about eight companies that we merged together at one time. Believe it or not so it was a it was a it was a rough one but it was lots of fun and i think i learned a lot of stuff throughout that process And what what would you say. Is your special sauce. Your special skill in the area of sales so for grasso what we focus on his squarely helping business owners. Business leaders sales reps mb sales teams create more sales conversations and increase their sales revenue. Our pipeline if you would as a result of creating sales conversations but through digital selling techniques so leveraging tool platforms like lincoln video to be able to engage with their buyers. And we are. We are a niche within prospecting and we ask focused just on that element. We've got some really amazing big name. Clients and all the way down to thousands and thousands of individuals in fact all in all across all of our founders co founders of the of the organization and myself we've had the privilege of educating over one hundred forty thousand professionals that all focus in on revenue. Wow and my audience. A lot of my audience because my areas finance. Yeah a lot of financial people. Listen to this. And they don't necessarily know that much about sales. I can remember people ask me. Why did you study in finance in university. I said well. I looked at marketing. And anybody can do that. Just read a book. And now i look back. I i think of how naive i was and i think about. You know there's marketing advertising. There's prospecting those closing those after sales service. you know. there's so much to it. But i recently read this book. By jed blount called fanatical prospecting. And i think really it sounds like you know your specialty is about that prospecting aspect. Or what do you mean by starting a conversation or starting discussion yes. I know jeb really well. Great guy we were in the same influence or circle if you would and jeb really takes things from a perspective of of leveraging the phone and now he's doing a lot more related to video and other digital related strategies but we are just squarely focused on that element where the eight hundred pound gorilla in the marketplace. There's no in nearly comes close to as our size and reach in scope of what we do and and that's really what we're focused on so anybody who's a business owner who has their own business whether they do finance or investor maybe they're investing in companies at the end of the day. Nothing happens until someone sells something right no matter which way you look at it if you're an investor into company if you have your own individual business nothing happens until someone sell something so every business owner is a salesperson and the question is is how do you grow your individual revenue and if your sales person listening in or if you're an investor listening in house your portfolio companies going to grow their revenue from sales and marketing perspective. So we're very much focused on look. Today's modern buyer is digitally connected. Socially engaged mobile attached and video hungry and never before in modern selling and buying history have four things aligned so perfectly and that is our salespeople are business owners are also digitally connected socially engaged mobile attached and also video producers and align those four things together and parlay that. You've got perfect alignment yet. So many individuals and business owners and sales people are still struggling are dissatisfied with the results that are getting today so we launched in grasso squarely to focus in on that particular problem in our prediction was four years ago. That within five years the world would have gone digital. Everybody would be virtual. Everybody would be remote in all business would happen in b. two b. sales through a virtual mechanism. We were a little head of our time and with scores. We didn't predict the global pandemic but nonetheless. It's here it's staying and it's not going away and so before we get onto the main question of this podcast. Maybe two other questions for me. The first one is for the listener out there the amateur someone like myself. Don't know that much about sales out one. I want to sell more. I want to get better at sales. My first question for you is kind of like what what are some of the top one or two tips of things that you've learned. That really are things that that i or myself or my listeners should focus on in the second one is for those people that are serious to say really need to to attack this. How can they avail your services or find out more and get involved with what you're doing so one or two. Tips are pretty much. Almost what i exactly said. And that is you have to recognize that your buyer is digitally connected. Socially engaged mobile attached in video hungary. And if you're trying to reach out and create net new revenue or business into your into your individual business and you have not adopted to the modern buying techniques at which they buy you will fail. You will be completely obsolete and another ninety days it is not swinging back there is no analysts out there today that says the market will swing back in the next ninety days six months or even predictions within the year. That we're gonna be able to meet each other face to face shake hands and build relationships that way. No it's gonna be done through virtual like this and it's going to be here and a lot of companies are finding a lot of great ways to be able to still survive and grow the business at a much lower margin costs and not have to have corporate real estate. So that's hopefully the answer. The first question. What was the second question again. I can learn this. What's the best way for people to follow you to contact you to understand and learn from you and potentially use your service so a great website if you're interested in the aggressor in our thought leadership we reach about fifty million sales and marketers on average per year. So vinaigre dot com. That's v. e. n. g. r. e. s. o. but if you're looking specifically on some linked in selling techniques and strategies go to more sales calls dot com more sales calls dot com beautiful beautiful. All right now it's time to share your worst investment. Ever in since no one ever goes into their worst investment thinking it will be tell us a bit about the circumstances leading up to it and then tell us your story. Yeah so that's a great question. And i think this is one of those stories that if you're listening in you're a business owner your partner in a firm you've created a company. You've generally understand that if you're going into business with somebody else you create a partnership in pretty much overnight you get married to somebody and sometimes you don't know them that well and sometimes you know them super well and both angles whether you know them super well or you don't know them that well could have. Its major downside. It doesn't and in my opinion is really matter. Some people you know great some people. You don't know well and even those that you think you know great you may not be aligned and so our story when we formed so i started out looking at. How can i bridge together. The world's largest modern sales training company that was mass amassing together multiple companies underneath one corporate structure and we started out actually pitched fourteen different business leaders and their individual businesses to be merged under. I ended up getting ten partners in the firm. That all said yes. I'm in the strategy. Makes sense where i understand where you're going. Let's do this. let's drive it. Let's focus in on this element and of those. Those ten two of them literally dropped out the day before we signed all the paperwork and it was kind of a big low but it was kind of a good thing that actually happened and it was hard for them to understand how we would ultimately make this work with so many cooks in the kitchen and being able to bridge together and have focus and drive to a set of results. And you just so. I understand this. Will you basically saying give it your company and bring your assets and yourself into one big company or how would you describe that to them so think of it like a private equity roll up. That's exactly the the move that we made where you bring. All the companies underneath one corporate umbrella one corporate entity everybody's assets ip information and revenue all roll up into one centralized structure and. That's what we did. We rolled everything up into one centralized structure and it ended up getting a little bit too scary for some people's blood so they backed out like the day before and we ended up with eight folks and it was interesting because we now have four of our partners that are left in the firm and others. We exited out of the firm for various reasons. Some may just good sense and some were just because it was a total disaster from a personality standpoint. So i think that like my worst investment as i think about all the things that we did it was leading up to form this really large organization. That's really large entity with a lot of regional brand equity and a lot of ability to be able to take the market by storm and when we took the market by storm. We had our big announcement it was. It was a ginormous announcement. Like whoa what just happened. And eight way company. Merger like whoa. How are you going to do that. And it was a lot of fun and and we actually had this this in place for a good couple of years and then we started slowly peeling off individuals because after the course of time you just realize were never going to be able to make this work. We just had too many differences from that perspective so we had to exit partners from the firm. And i think people listening in have have either. If they've been through an exit. They understand that it could be super easy to be able to make the decision. Everybody understands we gotta go separate ways and y'all still remained friends or it can go the exact opposite extreme. Which is nobody remains friends and hate each other at the end and we had a little both so so with that in mind being a business owner and rolling up as such a large project that investment. I tell you. I would never do it again. That's for sure. Not that large of a scale. It was a lot of work and to be fair and honest. You can't see. But i got a big ball spot in the back of my head right here and i'm only forty three so the hair loss and i had actually black hair before i started my receding hairline was about an inch closer five years ago. He looked pretty cool then he is. Yeah it was the right. Look ben but now it was a massive undertaking really massive undertaking and it took a lot of energy. And i mean we're talking about aids boulders that you have to roll up a hill all the same time it. Everybody's got to push the same force at the same speed with the same passion with the same desire and that is very difficult. I mean already. Seems like different particularly what you're talking about. His businesses that are built on people's personalities salespeople are very confident they're emotion. You know one thing about sales. I say when people ask me about the difference between different jobs in sales is just one of those few jobs where it's an emotional commitment. Yeah and if you're an accountant working in an office or bookkeeper there's no emotional commitment to what you're doing every day but with sales there's an emotional rollercoaster that you have to go through which also means it certain types of people that are confident people that can handle that and those are the hardest. Probably people tried to bring together. Just one question about it is. Where did you possibly come up with this idea that bringing all these things together would be a good thing to do not saying that it's bad but it just say question is where did you come up with this idea. So it's really a common practice done in the private equity world writing. Pe's roll up. Lot of companies in some of their portfolios are could be twenty company strong and they brigham altogether there's one central structure they take that structure they controlled management the leadership. All the money funnels through the take the ip dice to figure out what the best way they skin the fat off of each company and then all of a sudden now they've got a whole corporate governance structure and everything and they trickle that back down. So i had never done before personally. My entire career was spent inside of corporate my last as vp of sales for a technology sales organization. And i came up with the idea. Because as i looked at the marketplace this particular niche that we are in which is digital selling now called modern selling right so this this modern selling component there was no eight hundred pound gorilla so if you looked at the sales training as a whole across the globe it's a giant norma's market. It's a billions of dollars spent in training three point five billion dollars in training that is spent but most of it was spent from sales reps. Picking up the phone and saying hello to the close and so very. Few people focused in on the prospecting piece but believe it or not andrew. Statistics show that sixty to seventy plus percent of sellers and business owners report that the single hardest thing about owning a business or managing a sales territory is creating the first conversation and so funny as it may be. The hardest thing about selling or producing revenue has the fewest dollar spent in that particular segment. Because people just kind of expect that. You're going to be able to do it so i came up with the idea. Mirrored it and i was an adviser to a startup company that i had invested in that ended up going belly up which is a totally different story and i knew some of the investors and some of the folks that they use to help them really bring to life this entire organization and i called up one of the Investor guys and i said. Hey i got this crazy idea. I'm thinking about really bringing together. A bunch of companies to essentially form the largest one so that we can really own dominate the industry and we are perfect play for one of the big sales training companies or a technology company to gobble us up down the road in five years. Because i want to have an exit in five years is possible. And he said absolutely rabid equity companies. Do it all the time. And then he went through the process. And i said great validated. What i thought. And now i want to do it on a smaller scale. And thus the what we ended up doing so before we get into the The lessons that you learn from this experience maybe you can just highlight some of the pain of of this. Great question you know. There's so many things that i learned in terms of merging all these different companies together. But the one that really comes to mind at the forefront of all of these things was really around people so if you think about my worst investment ever you always say you invest in your people invest in people and that is true one hundred percent but you also need to know when it's time to not invest in that relationship and not invest in that person and i think those are some of the challenges that we had in the organization when bringing everything together was not just the partner but it was also their personnel that came into the organization a different way of being led a different way of thinking about the market a different perspective on the vision of where we were going. And that's uber critical when you when you do a merger of companies every single partner. Or stakeholder has to have the envision in mind and if the moment that envisioned is removed off of their their pathway is the moment that you begin to run into problems because now it becomes the i me. I don't want this. I don't like this. i don't feel this way. This is not working for me right. As opposed to west the end goal was the end state here. And i'll give some specific examples of that particular of some of the things that have shaped my thinking about this if you talked to any marketer. Cmo from any large organization down to the individual marketing. Thought influence over. There are one million ways by which you can go to market and market different things for different purposes. There generally is never one right answer right and that was one of the challenges as you brought together different companies with who all had marketed. Their businesses different ways was that whenever someone didn't like something they would throw the towel in and they would be angry about it and they'd be upset about it and they would say that so and so doesn't know what they're doing and then you'd have all the cheeky talk going on in the background of trying to really work people to get onto their size that you can have call a vote and it just became very toxic right that type of behavior that type of activities that would take place and then what ended up happening is other partners began having to manage Relationship problems or feelings and perspectives and in the reality when you brought things together. One of the things that we did was i said. Hey everybody who's in this organization when you come on board. I want to know what role do you want to be in this new organization. So as an example bernie board had a content marketing agency. he's one of our founders of the company a very successful content marketing agency. Said i want to be the cmo rate anybody else. Let me see him. Oh no no arm-wrestling over that you own that now you all of marketing you get to make those decisions but then what happens is someone owns that particular swim lane as an owner used to own it as a business owner used to own that and so now when somebody else has that swim lane and they're the only ones in that swim lane and they're making decisions and you're like this is not right and the person says hey i hear you thank you for telling me we're going to run this play. And they're like no and they keep doing that over and over and over and over again now that becomes very toxic and so the investment is trying to bring that person long ring that person along ring that person along and it ends up getting to the point. Where the mistake that. I made as a leader. Was you know you have that. Gut the gut feeling like this is not going to work But then you hold onto it and another month goes by and another month and next thing you know it you're a year or two years into it on every month or every quarter. You're now managing through some sort of drama in the organization and you should have called quits. Twelve months ago Because you knew in your gut and so did everyone else that it wasn't the right fit. Those are some of the challenges in terms of investments. It's like you always talk about invest in your people but there is a point in time where you know in your gut. This is probably going the right direction. And you gotta be swift about making change. So let's discuss what lessons that you learn from this. Think about the people that are out there right now in their gut. They know that this person or this situation. They've got change but they're thinking maybe it'll work out and let's give it some time. Yeah so early on. We had to do a lot of an. And i wouldn't change if i if i did this again. I would still do this when you build a new company. And you're and you bring on a new partner especially those that you weren't intimately familiar with it. Takes a little bit of time before you get to know know them really entrust them and really understand what makes them tick in those types of things. I mean that doesn't happen overnight. So there is that element that you gotta put some time into it. generally. I'm going to guess you're going to be there around six months getting to know that individual and knowing what works what doesn't work beyond that. Now you get to the point of you've got swim lanes and you define those swim lanes and you've given input to something and this happened a lot. I gave input to something an individual said i. I don't agree with that. I think that's the right way to do it. The hardest thing to do when you're especially an owner of the company is bite that lip bite lip and say all right. I'm going to keep on marching in my lane and keep on going and trust that the person will succeed but if they fail just like a marriage you never do. I told you so right. You can't do that. You gotta be there as a partner to pick that person up inside the business. So you know the lessons i learned early on. Were don't hold onto things for an extended period of time if you're there in a year from now and you've brought together multiple people you brought in a partner and that relationship is getting is just not improving and the same thing that that you've talked about from month number one all the way through whatever time period era continues to come up. It's time to say have that conversation. Look i wanna be friends with you from now until the future. But i need to know in your heart of hearts. Do you think this is the right place for you. And you've got to ask that bold direct question and get what's inside of their perspective and their mind for you to be able to come to some sort of place and that's really the key is when you get to that point where it's like. We both passionate. Someone says you know. I'm really struggling. I thought so so. I'm not sure if this is a good spot for you and you're not sure if it's a good spot for you probably should think about some alternative arrangements and that's a different type of conversation than that's it. I've had it walking out. I don't want any part of this anymore. And now you're at odds with each other. Now you got legal involved now you got lawyers and you know everybody looking out for their own interests and you did this to me so you got to get to that point where you don't have the i'm walking out but you do have the conversations around. Do you think this is a good fit for you. So let me summarize a few things that i take away from that last thing you just said about that kind of that confrontation and just up and then it's all over one of the things it's interesting. I moved thailand twenty nine years ago so i've spent more of my life living in thailand that i did in the us and confrontation is not allowed in thai culture. And that's just the opposite of the us where confrontation is actually rewarded. And it is the way that we resolve things in a lotta cases so when you're operating environment where there can be no confrontation it all of a sudden changes the way you look at it. And they just think about. The average police encounter in thailand. The police are gonna come up slowly now. Of course there's bad police. But just a normal police encounter. They're not going to escalate. But if you look at american police immediately they escalate into confrontation. It's just like always posture. Posturing always yeah. And so what i've learned. I went back to america. i kind of had visiting. I have culture shock. Because i think why why why escalate and i look at a lot of situations in business where i decided not to escalate and it turned out that we could work it out and so i always tried to do non-escalation so that's the first thing that i'd take away. The second thing is this is a. There's a great strategist philosopher and general warrior von clausewitz and he said in war during times of war. Simple things become difficult in difficult things. Become impossible and you did a difficult thing by bringing all of these companies to gather all these individuals together. And i know in my life now in business. I'm trying to do simple more simple things. I'm not saying don't do hard things but just remember that difficult or complicated things can be very hard to do and that brings me to the next point and that is being a financial guy. I've seen all kinds of different ways. That companies have combined and done different things. In fact i did a study a while ago. Why analyzed five thousand m anna deals mergers and acquisitions and i looked at a lot of different things but one of the things. That's pertinent to this discussion. Is i looked at the return on invested capital so a measure of return and i asked the question does the buying companies return on investment capital increase or decrease as a result of this acquisition or combination. The answer that is seventy eight percent of the time within three to months their return on investment capital decreased almost eighty percent of the time. they're returns decrease. What does that tell you. It means that synergies and all those things that they say are going to happen didn't actually happen. And that raises a porton issue and it's been a foundation my own business in one of the businesses here. Coffee works in. Thailand is organic growth. Can be really seductive. But it's very difficult to make it work really well and so i just think and just because he guys are rolling them up doesn't mean it works either. 'cause i know from the world of finance that we have survivorship bias where we have a small number that that actually did work really well and they went listed on the stock market and it was amazing but for every one of those. There's a thousand p guys that are trying to bring all these things together and then they end up with very little or much less than what so. My point is just because experts are doing. It doesn't mean it's the right thing to do or that it's going to work for. You doesn't mean it's not but keep that in mind anything you'd add to that yet only i would say is you're right absolutely right. I definitely wouldn't do ten companies all over again like that was too much of my life taken out of me and it was very hard and actually started out at ten to eight and so that was very hard but what i would say is. It was a very good model to advance to where we wanted to go. And i would repeat the model probably on a slightly smaller scale like six companies is probably what i would dial it back just just a couple of hair a couple companies less but what. I would also be more selective. And i think that's one of the powers of private equity companies do is. They're really doing interviewing their their understanding. In assessing the power what. An individual has the infrastructure. This that the you know the base the customer the revenues. So i probably would do more due diligence to be able to understand who were the better fits and then prioritize those fits to be able to make sure we brought those people in first and would you do it like one after another let you digest one or would you go and do it all at once again like you did from your experience for me. Personally i would definitely do it all at once because you gain so many more powerful synergies by everybody joining in on the race together and really understanding and buying in on that particular vision and where they're going and that's that's what i would do. I would do it on a smaller scale. And i would be more due diligence to figure out who was best partner for me and or the best partner for that individual and what they brought to table. And i probably would have a different series of questions that i would i would roll out with in terms of and not allow the excitement and the newness to come along and everybody who still with me kurt. Shaver rose and bernie borjas career. And then we've got some other partners that are still within the firm that are junior partners if you would. Everybody is on the gravy train and we have bought in the vision from day one. And we're still here crank and we're having a lot of fun doing it. And that's the partnership that you're looking for those that want to have fun got it so based on what you learned from this story and what you continue to learn. What one action would you recommend our listeners state to avoid suffering the same fate no the gut follow the gut and be willing to ask the question the bold question do you think this is the right thing for you right to your partner. And if they were a fellow partner in the firm most of us are afraid to ask that question. We kinda wanted. Just allow it to naturally. Come out but boy you can save a lot of pain and heartache if you just have honest communication but you know in the got you know in that gut if it's probably going to work and most of us have got good gut intuition and you just got to pay attention to that last question. What's your number one goal for the next twelve months number one go for the next twelve months as we are doubling in size for having grasso. We're fortunate that our business has not been impacted from the kobe. Because of what we teach obviously digital selling techniques the whole world unfortunately is digital. So i hope that we will. We will double the organization. But i'm also very focused on doubling the organization with a very focused niche. And that is. I've made it my pride and joy along with the rest of my co founders to really focus on underrepresented groups both on growth from an employee base. And so we hire right. Now we're about seventy nine percent of our total employee. Population is of ethnic background and fifty nine percent of that seventy nine percent as of latino descent. So we're very very proud of that. So my goal is to double the growth and to maintain our focus with the niche. That we are trying to recruit into the organization fantastic. Can't wait to hear from you. Twelve months from now. All right. Wait to tell ya yes. Listeners they're having another story of loss to keep winning. Remember to go to my worst investment ever dot com slash deals to claim your discount on mine how to start building your wealth investing in the stock market of course as we conclude mario. I wanna thank you again for coming on the show and on behalf of a stotts academy i hereby award you alumni status for turning your worst investment. Ever into your best teaching moment. Do you have any parting words for the audience. My parting words would be have fun. Just have fun. Amen have fun ladies and gentlemen and that's a wrap on another great story to help us create grow and most importantly protect our well fellow. Risk-takers this is your worst. Podcast hosts andrew stotz saying. I'll see you on the upside.

grasso Mario andrew stotz mario martinez jeb jed blount bernie board lincoln hungary Andrew iraq brigham thailand american police aids von clausewitz ben
Saturday, December 21, 2019

NBC Nightly News

20:17 min | 1 year ago

Saturday, December 21, 2019

"Tonight the holiday rush record number of Americans hitting the road then skies as nasty weather gets in the way mudslides and flooding in the West. A washout shot down south where the storms are heading next breaking now the president lashing out at impeachment in a speech late today as Democrats and Republicans battle over what happens next. Ah Family Shock speaking out for the first time after learning their daughters close friend was arrested in connection to her murder. Was it a plot to a steal. Her baby disturbing video of a police deputy pulling driver from his car then attempting to choke hole the driver killed by the deputy. He says the move was warranted. Brave new world seaworld under fire for how it treats its killer. Whales the dramatic new chains. They're making is. Is it enough and move over black Friday. Today is Super Saturday. The busiest shopping day of the year. We'll tell you where to find the deals in the final sprint to Christmas this is NBC. Nightly News with Jose Diaz Balart good evening as millions of people take take to the skies and the roads on day. One of what will be the busiest travel season in history deadly weather record. Rainfall flash floods mudslides high wind and icy roads are causing chaos. A several storms are moving across the country. And it's solely going to get worse and we seize mortgage Husky reports forts from Atlanta tonight. It's the holiday. Travel mess with wild weather. Nationwide tonight has taken a deadly turn on the west coast record rainfall causing multiple mudslides. Some areas sing a foot of rain in forty eight hours. The slick roads blamed for this deadly accident in Washington. Killing a sheriff's deputy on the way to a call in his cruiser hydroplane left the roadway to to water. We believe the western storms forcing flash flood warnings in wind advisories from Washington state down to northern California across the southeast heavy rains expected through Monday. Potentially impacting air travel and busy hubs like Charlotte and Atlanta. I've heard it's been been pretty bad but I'm just waiting. I just packed like our goal so today in Atlanta at the world's busiest airport port the holiday travel tradition. Just starting to take hold on the waiting waiting at the gate waiting to get through security. That's usually the worst but I come prepared. You're from now til new years more than one hundred. Fifteen million. Travelers are expected to fly or hit the road. That's nearly a twenty year high and a four percent boost over last year. Do you feel like all the craziest worth it. Because you're spending holidays defending itself all signed you a white Christmas. Maybe wishful thinking back on the way and Morgan and this is just the beginning of the worst travel days. Jose that's right. It's only expected to get busier at the airports. But the truth is more those more of those one hundred million travelers are actually expected to be hitting the highways and some good news for them. AAA says gas prices. His only expected to drop in the days ahead. Jose walking jet ski in Atlanta. Thank you a deadly fire in a Las Vegas apartment. Building is under investigation tonight. It happened early this this morning. You can see the thick smoke and flames pouring out of the three storey complex. Several people had to jump to safety. Six people were killed. Thirteen others were injured. Fire officials say it appears the fire started when residents used their stoves to warm up their apartments to politics now. President trump is in Florida rallying rallying support at a gathering of young conservatives but still reeling from the impeachment. Vote Kelly O'Donnell reports a working Saturday. Nine four president trump appearing before a summit of the young conservatives meeting here in West Palm Beach Days. He's after his impeachment is adopted. The president's these student activists to stand by him each of us a fighter on the front front lines of defending our way of life and I am profoundly grateful to all of you while the specifics his Senate trial are still at issue. The the president lashed out at Democrats. There's no crime there's nothing. The president called up Texas Congressman Dan Crenshaw who offered his impeachment voting card as a gift. It's a no vote on a beach day that was saved. Tonight's event gives Mr trump the gift of cheering supporters at a crisis point in his presidency. The White House is also emphasizing important urine business and made an event out of Friday's bill signing for the Department of Defense which gives the president what he considers a legacy achievement. A new military service. This is a very big and important important moment. It's called the Space Force. The president also signed a one point four trillion dollar package of government funding that keeps operations open through September thirtieth among the highlights. A three point one percent military pay raise one point four billion dollars for border fencing. A trump priority twenty five million dollars for gun violence research important for Democrats and it repealed three taxes from obamacare Macaire and raise the age to purchase tobacco products to twenty one kelly. Tonight's event sounded like a campaign. Rally will the president keep that going over the holidays holidays. Well Jose he has at least one campaign events scheduled before he goes back to Washington. That's the launch of the Evangelical for trump coalition especially especially important after a prominent Christian magazine cold for his removal from office. And of course it will have his tweets and time with family and friends for Christmas. Jose killer the old in West Palm Beach. Thank you very much at California. Sheriff's deputies off the job tonight on leave for what his boss calls an extremely troubling incident. Italy released bodycam video shows a deadly encounter between the deputy and disabled man during a traffic stop. Sarah Harmon has details a note. This video is disturbing. He began with the report of a stolen car. Deputies in pursuit of a vehicle reported missing in accord jacking. What they didn't know the driver fifty two year old David Glenn Ward was the cors owner in a video of this stunning confrontation released by the snohomish? County sheriff's department. Deputy Charles Blount can be seen approaching the vehicle in the driver who was physically disabled struggled to exit the car law enforcement dragging him through the window. Then tasing him. Police say deputy Blount attempted a collided. Hold a controversial move designed to cut off blood to the brain ward became responsive we need medical medical medical as it became clear ward. Was the victim not the carjacker. He was transported to a local hospital and pronounced dead tonight. Sheriff Sheriff Mark Essex says he plans to fire Deputy Blount a nineteen year veteran of the force a lawyer for Blount defending his actions telling NBC and a statement. Deputy Blount didn't cause David Ward's death frankly Mr Ward caused his own death by inexplicably taking a number of bizarre actions alleging he had a serious preexisting condition and methamphetamine in his system and there were no indications of trauma to his neck after shocking footage. Leave the community demanding answers. Here's what happens. Next and investigation is currently underway and officer Blount is on Administrative Leave his attorney tells NBC News. He has not doc been fired and says if and when that happens he will absolutely appeal the decision of the price. You pay today a so called Super Saturday. The busiest shopping day of the year and retailers are rolling out the deals to get you in the door before Christmas. Your Stephanie rule tonight the final shopping sprint has one hundred and forty. Eight million Americans are expected to finish their last minute shopping. Our stores are open early. Enclosed through retailers like macy's JC Penney and Best Stein keeping their doors open for extended hours. Kohl's is welcoming shoppers for twenty four hours a day until Christmas Eve. Why isn't this weekend so important for retailers because there were six days less of the holiday shopping season so it really all comes down to the wire Americans are expected to spend over seven hundred right and twenty seven billion dollars this holiday season an increase of four percent from last year? Who in the retail winners this year? It's off price it's TJ Maxx Ross. Stores Burlington And target so discount. One did luxury lose them. And all the rest of the department stores. The strong retail season means the last minute discounts won't be as deep as years passed but there are still some good deals out their best by slashing one hundred dollars from Apple Laptops Walmart offering sixty percent discounts discounts off toys and games experts suggest the Baptist method by online and picking up in store to get extra savings and skip the crowds while millions are shopping online. We found many braving the elements looking for last minute. So what kind of stores you go into every single especially anything for toys for my son and I'm from my stepdaughter. We WanNa make sure we get great deals so if you're planning to do your shopping online it's not over Amazon and some other sites offering two day shipping. If you order by tomorrow you can even get one day. If you're willing to pay up and what about Christmas Eve or shopping source gonNA be open. You can still go to brick and mortar or stores until six. PM Christmas Eve after that. You're out of luck. Seven rule. It's great to see you likewise to you still ahead tonight. The family of that murdered mom and Texas is speaking out for the first time since she was killed her friends believe the suspect tried to steal her baby. So Sea Change. Two years of controversy controversy to seaworld whale shows getting a major makeover. The meet the press. Chuck Todd Cast. It's an insider's take on politics. The two thousand twenty election more candid conversations with some of my favorite reporters about things. We usually discuss off camera. Listen for free. Wherever you get your podcast we're back with an update on a story? We've been following closely. The family of that missing mom murdered in Texas talking for the first time since her death now now new questions about the infant found alive and the friend who's been charged in connection with the Crime Sam Brock reports for the first time since the tragic death of Haughty Broussard and miraculous recovery of her three week old infant. NBC News as the first extended reaction from. He's devastated family. Today we feel overwhelmed and overwhelmed with grief of course but also the details of all the needs to be done. We're blessed with having many of Heidi's friends to help and the Austin in lake. Charles Communities have been wonderful. Supporting kindness. BROUSSARD's body was uncovered inside the trunk of a car at a friend's house in Houston her baby Margo unharmed inside the home family and loved ones stunned by the alleged role of childhood friend. Megan Humphrey who faces two charges of kidnapping and account of tampering with a human corpse. Friends say Humphry. We told them she was pregnant. She had an online baby. Registry listing due. Date the same as Heidi broussard's when Heidi was giving birth whereas the suspect and around with her and my mother she's been moved to Austin to a waiter next court date as the family looks to fill a void left by Heidi's death with Christmas. Coming our focus this right now. Is Our grandson Silas and spending time with him to grieve the loss of his mom our daughter. Heidi Silas received his Christmas presents early. This year. Delivered by Heidi's these friends trying to provide comfort as he misses his mom that is her world and she is his World Plaza Apple that dawn that someone would y Can witness with her and her son take note because you'll never see anything like that a bond broken but a family family strong and sticking together determined to heal their lives will never be the same. And there's going to be an empty plate at the dinner table on Christmas. Yes in in every day. From now and savvy have you information tonight about a vigil for Heidi got a family. Jose is planning a visual for the next day or two at the same location where a search party was supposed to be meeting this weekend. I do family tells me they just want to connect with the community and grieve with those feel. Their pain Catan broke in Austin. Thank you coming up next. A dramatic robbery caught on camera. The victim dragged away. What happens next and a big shift at seaworld other changing? Those killer whale shows the controversy over how the animals are treated. There has been a train derailment along a civil war era bridge in West Virginia. It happened overnight freight train crossing the Potomac River near Harpers. Ferry ran off the tracks with several empty cars falling into the water. The crash rush wiped out a section of the famous Appalachian trails. Well no one was injured and the cause is under investigation. An alarming robbery caught on camera is getting a lot of attention tonight for what happened after a man stole a woman's bag. Here's a woman at a shopping center in Saint Paul Minnesota earlier this week putting away packages. That's when the Crook tried to pull offer purse. The victim's arm got caught in the strap and she got dragged when the robbers drove off all the cash she had saved for. Christmas gifts was inside. She eventually got loose. She was not seriously injured. There are big changes to tell you about it. One of the country's premier tourist attractions seaworld has been under fire for for. Its killer whale shows. Now it's taking a different approach to how it treats these giants from the deep Kerry Sanders explained killer. Whales show was once install about the spectacle but now right now seaworld is at a point where we are evolving our kilowatt presentations to more closely. Reflect our conservation education mission. The shift coming almost a decade after a seaworld trainer was killed by an Orca and then the widely viewed documentary blackfish that challenged the practice of using captured orcas and others Brennan Captivity simply for entertainment did blackfish for shoe to realize it's time to shift thank blackfish was a poignant moment in our company's history for sure seaworld says they're changing the killer Wale displays at each of their parks San Diego San Antonio and now Orlando to be less about music tricks and dancing in and more about education Morgan Ricky works with the whales. We're definitely we still going to have the well behaviors but what we're doing is we're explaining the why but critics argue. The whales do not belong in captivity. Captivity activity causes emotional mental problems and also physical problems physical problems like droopy dorsal fins from spending too much time at the surface and mental problems like boredom. They are intelligent so when they are in a box. It's boring and this year tripadvisor advisor Virgin Atlantic and British Airways holidays announced. They will no longer sell tickets to seaworld reflecting changing attitudes about wild animals in captivity eventually killer killer. Whales won't be in our parts at seaworld. Seaworld made the commitment to stop or breeding program in two thousand sixteen and and for this last generational whales anew environment striped bass where once only orcas lived and if the Waleed Sufficient Front of a child Waleed to fish. It's the circle of life down. Below is Tina and the workers becoming less performers and seaworld. The world hopes more unique. Educators Kerry Sanders. NBC News Orlando when we come back. There's good news tonight about helping bring some Christmas. Cheer here. Who our troops far from home? There's good news tonight about helping our troops around the world feel loved and remember during the holiday season. They're getting Christmas trees from strangers. Small but important symbol of the season bringing a bit of home to those serving far or away from the mighty and majestic to the humble and hopefully each not bad at all really. There are a holiday. Tradition timber a symbol of the season. But some are buying in more than just one treats withdrew families donating Christmas trees to our troops along with notes of love and support. Thank you for protecting us. We hope you enjoy the tree. Merry Christmas Door Cameron family loaded up and shipped by truck and Fedex by basis all over the world since two thousand five trees for troops has partnered with tree farms across the country sending nearly two hundred fifty thousand in Christmas trees to military families. Who can't be home for the holiday? Good tidings coast to coast even as far away Ghanistan and at Andersen Air Force Base in Guam this season extra special for the Crisp family from Virginia spending their first stationed on the islands. It literally the first thing we got a foot in our home is Christmas tree and Jim have something that's familiar really makes it feel like the whole. Can I get America is back. stateside seem green at Camp Lejeune. Four hundred and fifty trees donated here from Tennessee for for the Edinburgh from Missouri. The reason to be thankful this Christmas sergeant. Lucas Eichenberger has been deployed to the living room. And you WANNA put some lights on Sapien. Stadion Bennett Helping Dad decorate job for them and our other. US Armed Forces. These trees are much more than just a gift. Thanks to the kindness of strangers. They're also an inspiration practices. Thank you for all you do for your country. We love our mini heroes. Such as you. I love from Memphis Tennessee. Freezer trips is a massive effort. More than eighteen thousand trees were delivered so far this holiday season on seventy eight military basis that's NBC nightly news. For this Saturday. Kate Snow here tomorrow. With an inspiring story about a little girl with big dreams became a professional ballerina despite a debilitating militating spinal condition. Jose Diaz Balart reporting from New York. Thank you for the privilege of your time and good night. Hi everyone it's Lester Holt. Thank you for listening now. I want to invite you to talk to us here at NBC News. We'd like to know more about you. And the topics you'd be interested in hearing about as we look to launch new podcasts text. PODCASTS two six six eight six six and we'll text you a link to a short survey again text. The word podcast two six six eight eight six six standard text messaging rates apply. Your input matters and we're looking forward to hearing from you.

Jose Diaz Balart president Heidi Silas NBC News Charles Blount Atlanta NBC NBC Texas West Palm Beach Kerry Sanders Washington Haughty Broussard robbery Austin Apple Morgan Ricky
#B179 (blockbusting to blond)

The Dictionary

09:51 min | 10 months ago

#B179 (blockbusting to blond)

"Hello words welcome to the most amazing podcast ever in the history of the universe is called the dictionary, and it is where I read the dictionary. All right. Let's talk about the I word. It is block busting one word Noun from nineteen fifty four. Profiteering by inducing property. Boy. This is a long. Sentence, let's try that again. Profiteering by inducing property owners to sell hastily, and often at a loss by appeals to fears of depressed values because of threatened minority encroachment, and then reselling at inflated prices that is blockbusting now we are on a block diagram two words, Noun from nineteen, forty, four, a diagram as of a system, process or program, in which labeled figures as rectangles and interconnecting interconnecting lines represent the relationship of parts inter collecting. That's a completely different thing. Oh, by the way I forgot to mention at the beginning of this episode. That I am starting to swap ads with other podcasts, so that means that you know I make a ad and somebody else makes an ad for their podcast, and then we, we play them on each other's podcasts somewhere. Maybe once a month or something, so the first one I think is going to be played at the end of this episode. It is for the PODCAST. Let me see if I can pronounce this. Fuqua pods something like that. It is F. H., Q., W., H., P., O., D. S. it is a podcast that is all about home star runner, and that's all I'm going to say because you will hear their ad at the end. A right I had to get that out before I forgot now we have blocked. It is an adjective from eighteen, ninety eight affected by a psychological block. Next as a block grant, two words Noun from nineteen, sixty, six and unrestricted federal grant. Next is blockhead. One Word Noun from fifteen forty nine. A stupid person that is all it says that's very basic and simple. In the Gumby cartoons although us cartoon loosely because they were all claymation there were some blockheads in those animations, and you probably don't know what I'm talking about because you are too young to know what Cumbias I hope that I'm wrong. Next is a blockhouse. One Word Noun from fifteen twelve one, a a structure of heavy timbers, formerly used for military defense with sides, loop, hold and pierced for gunfire, and often with a projecting upper story. We have a picture of a blockhouse. Loop Hold I. Assume means that there are just a bunch of little holes for you can look out her. Stick your gun out of but yeah. The picture looks like a cabin with a larger like second floor and roof. And then that second floor areas where there's a bunch of holes, and then there's a couple small windows. Yep, that's a blockhouse. That was one a now. We've got one be a small easily defended building for protection from enemy fire number to a building. Of reinforced concrete serving as an observation point four, an operation likely to be accompanied by heat, blast or radiation hazard. Next is block cash. It is an adjective from fifteen forty, eight, resembling a block. Well. Yes, that is what it resembles. Like somebody's head the the blockheads. In gumby, their heads are blocked because they resemble blocks literally, they look like blocks. Next is blocked letter two words down from eighteen, forty, nine and often hand-drawn simple capital letter composed of strokes of uniform thickness. Next is a block party. Two words Noun from nineteen O, seven, an outdoor public party put on by the residents of a city block or neighborhood. Next is blocked plane plane is spelled P. L. A. N. E., not the plane where the rain in Spain falls mainly on. This is a noun from eighteen, thirty seven, a small plane made with the Blade set at a lower pitch than other planes and used chiefly on end grains of wood. So this is not the plane that flies through the air, either it is the plane that has a saw. I guess and woodworkers use it to would. Next we have block easy I suspect. This is similar to black ish. This is an adjective from circa eighteen, sixteen, one resembling a block inform synonym is chunky. To filled with or made up of blocks or patches? Next is blog, B. L.. O. G.. It is a noun of from nineteen, Ninety nine I feel like ninety nine might be the most recent I've seen. It is short for Web blog by the way for all you young people who didn't know that. A website that contains online personal reflections comments often hyper links provided by the writer, also the contents of such a site blog is also a verb blogger is a noun and blogging is a noun. That is definitely one of the newest words we will see in this whole book. Well next to this one blogosphere, it is a noun from one thousand, nine, hundred, nine, all of the blogs, on the Internet, as a collective whole I wonder how many pedder bites of information that is? We're blogs, though yeah, I guess blog started in ninety nine i. mean the Internet really got go win in the mid to late nineties, like for most people had it at that point. And I guess blogs because it's just text really. They probably started pretty early. Next is Bloke B. L. O. K. E. IT is a noun from circa eighteen, twenty nine. It is chiefly British, and we have the synonyms, man and fellow, and the origin is unknown. So who was the first one to say bloke? Our next word, is Blonde B. L. O. N., D. or you can add an e. This is the first form adjective from the Fifteenth Century One. Of A flaxen Golden Light Auburn or Pale, yellowish brown color as in blonde hair. Flaxen is that being like the color of flax? Probably not. Curious would flaxen means. also having blonde hair as in a blonde man. And then it says spelled. Blonde B. L. O. N., D., when used of a boy or man and often blonde with an e, when used of a girl or woman, so if you're curious about the difference between those two words, that is the difference. When I was a young lad, I was very very blonde. I had extremely. Light Blonde Hair, and then as I got older, it got darker and darker, and now it's just. A medium Brown guests to a of a light color to be of the color blonde to see make light colored by bleaching as in blonde would table blonde would table Balon dish is an adjective. This is from anglo-french, blunt or Blount it is the masculine of bound with an E.. which is the feminine I guess? And now we have our last word for this episode. It is the second form of blonde or Blond D. You know with any noun from eighteen nineteen, one a person having blonde hair, and then it says again looks like spelled blonde with no e- when used of a boy or man, and usually blonde with an e when used a girl or woman and number two a light, yellowish, Brown to Dark Greyish, yellow. I think I am going to pick. Bop Bop. Going, to pick blockhead as the word of the episode, because sometimes I feel like a blockhead, thank you very much for listening. And when I am done talking, you are going to hear an ad for FA hookah pods podcast. This has been spencer spending information goodbye, Hello! My name is Michael Hunter. My Buddy David Spencer and I have a new podcast. All about one of our favorite Internet sites growing up home star runner DOT com. You know the guys did. Wrong. Guy. Said come on. Got Sick Oman. We're going through every flash cartoon on the site in Release Order I've seen all of them. David is seen most of them in David's wife. POPs in and watches them for the first time just for the show common for pods, a home star runner podcast available wherever podcasts are sold and at PIPEDREAM PODCAST DOT com.

Blonde B. L. O. N. David Spencer O Fuqua Spain F. H. Balon Michael Hunter writer P. L. A. N. E. Blount B. L. O. K.
012821 Hour 3

Ace and TJ

24:04 min | 3 months ago

012821 Hour 3

"Understaffed crust lovers. Some of you've been waiting for this moment. Your whole lives papa. John's new stuff crust pizza is here so if you end up speechless due to the melted. Cheese filled marvel of a stuffed crust pizza. Here's a list of words. You can use outstanding first rate terrific. Peerless unparalleled superior supreme. No no no. That's something else. What about epic. Introducing the new epic stuffed crust pizza from papa. John's with one topping for twelve bucks that ingredients better pizza. John's not discounts fees in texas. Extra prices may vary the story. he'll be sharing. The rest of the day are right here right now. This is now trending on the act. J. show your favorite dating app. Bumble says they are going to ban fat phobic messages and body shaming. They're modifying their terms and conditions to prohibit unsolicited perjorative. Disrespectful comments about someone's body shape size healthier appearance comments that are fat phobic. Ablest racist colors. Transphobic homophobic will also be prohibited. Be sending money mean comments. Anyway yeah period. Yeah but i guess that wasn't in the terms and conditions when you signed up for it which is surprising. You'd think there would be something about that. So this gives them the opportunity to ban. People are cut them off credit. Because it before you can't ban me because you'll have a policy against. Yeah okay i understand. It's a it's a detail to ensure that you could now remove people if they continue to do stuff like that i get. Yeah and so. The people who run bumble must be fat. A terrible terrible thing to say no. We don't know that. Oh they must be fun. But what yeah. You're right. what a low person to be like. Oh great. I made a match and now lay into them right and so many things though that it's just the mindset that i don't understand it's the same mindset as when you see and i see this a lot on twitter with news. Anchors are people who do the weather and They'll come people just tweet them. Yeah hey look like you've added a few pounds on tv tonight. What who does well doing. Hey girl i just want to tell you that. Colored dress does not work. You made you look big tonight on television or something like that. Keep it to yourself. You keep that information to yourself. Maybe they lot big. 'cause you know some people was just meant to be league true remember. That's what my life. Maybe that is. Yeah some people will even stop drinking. It saudis some people even create multiple twitter accounts just so it's not under their name to leave nasty messages. Doing i don't understand. Why stop doing it but people do it. that's why i'm glad. I'm banned from twitter banned. Yeah he said no more. Well i banned myself. And i can remember password. Yeah really you kicked today's national fun at work so go ahead on whatever that means if you wanna kick you open your bosses door and you know. Hit him in the face with watermelons i say go for. Its workday. our you have fun you know. That's one of the things that Is always on the top of the list of Reasons why. I'm so thankful for what we do in the people who have Helped make us a success to be able to keep doing the you know that we take it for granted every day. Our job is to come in and have fun. Yeah yeah we get paid modestly to come have fun every day very much i get. I get handsomely. Tell me about it but still you imagine going to work and your job being blue. You never have any fun worse so go have fun today. This is your day your day. Go crazy do some blow. Whatever it takes just have fun. Regardless and chucky is one of the top trending topics you remember chucky. The the murderous doll from those child's play movies. There's a guy dressed. well. I don't know if it's a guy. A little person dressed as chucky Attacking people on the subway in new york city. The the original video has been viewed Two and a half million times since yesterday afternoon. But it's a person dressed as chucky just grabbing onto people's legs in the subway in new york city and people are freaking out. Okay here's what's upsetting the most about me watching this video. This weird chucky dressed up person grabs a woman's leg and the men get up and move away. Nobody helps her recording sitting on the subway. She sitting next to a guy that obviously she doesn't know him but there's a person holding onto her leg in real life pulling on her and he just gets up. Nobody kicks this idiot in the head coach. That ain't no person. Yes chucky possessed doll but help her but then chuck turns on you. Somebody ripped the rip the mask off at the nba. People are going. What is going on in new york right now. Well i don't think this is that unusual for new york city subway and the thing they said was the worst about this in new york is that chucky was not wearing a mask. No math or two. He's a superspreader On the subway crazy my wife if she saw that if she were standing by as the train passed her. And she's looking. Through the window she saw chucky in there. She pass out her biggest fear of any type of character or anything like that. It's chuck the grim. Reaper could come to the door. And she wouldn't be as freaked out as if chucky came scary stuff man. Those are just a couple of things that are now trending. Yesterday we found out what type of man no woman wants to date. Be around hook up with mary today. We turn the tables. Let see how well this goes next. There's more tj coming for over twenty seven years. The experts at killingsworth have eliminated. Pass in the carolinas everything from ants to mosquitoes to rodents. Not only that they make your lawn. Lush and crawlspace issues disappear so you can sit back and enjoy your family and home until february. Twenty eighth killingsworth is offering fifty dollars off your initial pest control. Visit us at ace. Tj dot com slash killingsworth security cleanliness. Time with family. Peace of mind. That's what you get at ace. Tj dot com slash killingsworth. Your home is killingsworth as tj dot com slash. Killingsworth is the as tj. Show the new tj dot com now available as a mobile version through the tj. Stay connected funny on the as and tj app available. I tunes day. Two of a two-day series misses. The we've been looking forward to so yesterday. we ass field the blount. No one wants a man who blank and we got a lot of great answers. Some of them were very funny because the more specific they are. It's funny to realize these are things that you've dealt with in the past but today we turn the tables today. No one wants a woman who black so the number one answers yesterday. No one wants a man who is a mama's boy was atop answer lives with his parents was the top answer but some of the other ones that i'm trying to remember all were were more entertaining. And there were a lot about personal. Hygiene hygiene was a brushing. Your teeth is apparently shockingly big deal like a lot not a lot of men. Apparently brush their teeth like they should which is really weird and by now this has gotten over eight hundred eighty nine comments on our facebook page alone so Side note here as you know your good friend from childhood gene. The job will call him hygiene nickname. No missed opportunity that opportunity gene gene. So today we turn the tables. No one wants a woman who black riggins your i go. No i'm not. I'm not doing this. But there will be some brave souls on social media that will respond. And then i can just tell the wrath will then rain upon them Like this person already sent in. No one wants a woman who is loud. Okay good one but are are deleted. As soon as i read it so yeah. Don't go looking for right. What would you guess alexis. What would you guess one of the might be. A man would want a woman that is always involved in drama coming. We've pretty much come to accept that that doesn't exist does exist come. All the drama always exists more in the life of someone who says i don't do trauma so you don't say anything among them you just put them on your to kill. Now here's On our facebook page regan posted this. He posted it as follows. Men only finish the sentence. No man wants a woman who blank. That's a little bit of an experiment on our part because the first answer is from a lady who posted can't cook. Yeah that's the way it always goes. The men will be scared to comment with the women who become in. And when it's supposed to be men comey so one triple eight. Four one to twenty three eighty five to one triple eight forty one as tj. If you wanna call or you can comment on our facebook. Page twitter at the as tj show. What was that when you said as nobody wants a woman who's over thirty your what you said. I said just not too long ago during the break. No one wants a woman who no one wants a woman who blank blank next. This is the tj ratio. Do you love sugar spice and everything. Nice you love pumpkin fragrances. Than i have something for you. I'm bobby barbara independence director. Our new fallen harvest atoms are now available on my website. It smells just right dot com. We have some amazing new products and we have something for everyone hop on over and check it out. It smells just right. dot com got questions. I have answers text or call two five six seven one zero two three four two and let me help you get your home ready for. This is the as tj show. Alexa siri k. Google we're voice reading on all devices. Just say play. Tj in here are shows live or on demand. Stay connected funny on the act. J. app available at i tunes in google play struck a nerve like some has been waiting for this moment simple question. No man wants a woman who blink. Let's see takes an hour and a half to get ready to go to a friend's house for a cookout. Here is one. That kind of sums up a lot of them and it's Just as who is ungrateful the word ungrateful has been used. Our doesn't appreciate what you do for for her. That type of thing probably the number one answer. Unappreciative is another one. That comes up all the time. So that's kind of the. The biggest common theme is Unappreciative ungrateful you know that kind of stuff. Do you agree with those. Yeah i would think anybody to human nature. You don't want anybody who doesn't appreciate the effort you put in for them absolutely see. Can't pick where to eat. Well i always know what i want to eat. Here's a guy a woman who thinks it's okay to spend a man's money but makes no effort into job or a side hustle. Then she gets mad about you spending your money shaking my head so i thought of another one for me personally I would say no man wants a woman who spreads herself too thinly and doesn't share enough of the burdens responsibilities with him so she can be happier and relaxed at you. you're so evolved. Say it again. I wouldn't just speaking for myself. I i wouldn't want a woman who spreads herself too thinly and doesn't share some of the responsibilities with me and some of the burdens that i could not removed from her so she could be happier and relax and enjoy life more. No man wants a woman who does that interesting Michael says oh no man. One-woman doesn't stay active in the bedroom. Oh i mean like cleaning it. That's what it sounds like to me that he's trying to say can't take no for an answer is one. No man wants a woman who wears granny panties don't know already paid. Those bloomers are not it no one. No one wants a woman who load the dishwasher. She's angry at every plate spoon and cup. I mean i'm happy married to her. But she's got to tighten up that chaos. No man wants a woman who posts lots of selfies. It shows that she seeks outside. Validation simply can't get enough attention t No man wants a woman who wears high top athletic shoes with everything. Where's that apple. Might be my favorite want. No man wants a woman who's lazy. No man wants a woman who is obnoxious or has an annoying laugh. You really can't help how you laugh. Can you know you're just kind of your laugh. I wouldn't hold that against somebody miami annoying but you can't help let me even if it's a hawker laugh in just a few minutes we've got over one hundred comments on earth. Yeah no no man wants a woman who isn't capable of being efficiently and logically independent can't follow. Directions is always on. Her phone has zero accountability for herself and her actions. I'm sensing some of the guys are using this as an opportunity to unload lot of women do they yesterday But you know. I say if just these little quirks are that big of a deal. Then you need to relax. You know the quarry should yeah. I mean women should be treasured matter. What unless they're criminals or something then. Because i think every woman is a gift whether it's a gift to a man or another woman being two women being gifts to each other. What if she's got jacked up feet. Well she can't help that but nobody wants. Especially for us Grandkids week continues next on the ace and tj show. Here's the best of the. Ace and tj. Show is facing tj in thirty podcast available in the afternoon eastern mores and tj coming up your small to mid sized business ready for the inevitable rebound voice. Hunter dot com specializes in providing top level voice. Talent for all your video marketing learning and advertising needs. There's no better time than right now. To focus on increasing your customer base and corporate internal audio needs moist center dot. Com is a voiceover service with the world's best voice actors and actresses cowboy center dot com at seven zero four six four eight ninety eight hundred or visit us on the web at boy center dot com on. Today's as tj tj twenty four seven livestream available on our as tj dot com. Now my heart radio. There's a lot. The total recall podcast. Replace some old stuff from years gone by take spec three years to when we examined the growing relationship between tj. In reagan's and reagan's issues an apology to former cast member. Her very party so that had more on the total recall podcast. The at large podcast is up today. A very difficult week for me we get into that and hopefully at the end offer you some assistance. If you're grieving or going through some difficult things hope you'll check that out and more so all kinds of stuff up uptodate. We do a ton of podcast each week. In addition to the tj. Show for you to check out but it's an important week for us because we've mentioned it several times this week. This is what would have been the week after our grandkids trip. Grandkids kids out charity for kids who are terminally ill and chronically disabled every year for twenty years we've done this trip. We take a plane load of kids and their family on a once in a lifetime. Dream vacation to walt disneyworld. All expenses paid. They want for nothing. It has everything you could ever hope to have an a fantastic wonderful incredible vacation and we bring almost all of them back every year almost so obviously because of covid. That was not possible this year. So it's more important than ever to tell you about grandkids so we're reliving and reintroducing u. to some grandkids families from the past this week. Now why it's so important coming up at a minute after we meet liam and his family from twenty seventeen. Now there's something really special you're going to hear about liam liam's mom katie is going to tell us what what liam lives with. And then there's an an additional fact at the end of this one a share that could blow your mind this is liam's mom katie talking about what liam lives with t was a preemie and everything that could go wrong wrong and he has cerebral palsy attacks. Sick cognitive delay and daughter said he would never walk talk and we'll be a vegetable baby but he is learning to walk and obviously talks a lot and he walks really fast guitar to keep up with them sometimes he s. He has gotten quite proficient with his arm crutches and just takes off and he is learning to walk without them some as well so exceeding all expectations. Yeah his doctor that knew him in. The neck actually calls him a miracle baby and uses him for case studies. Because he's not supposed to be doing what he's doing. Here's the catch liam is adopted. Yeah how special is this family. They chose him to be a part of their family. His dad describes what disney was like for the entire family. It's been nice to have our kids with a whole bunch of other kids with special needs not be singled out to be the crazy one It's nice to be with people who were just that normal. The shows have been fantastic watching the lion king festival watching the frozen sing along as faces lights up during those times. We mentioned it all the time but they say that that every year we talked to these families and now we expected but he talks about all the families talk about the opportunity to be somewhat normal to not be viewed as different or unusual when you're out in public is something really special for the families and katie describes how special the interaction is for liam interacting with other kids because he normally doesn't have that opportunity loves people and he has found quite a few kids and on a daily basis has asked. Okay let me go see bailey. Let me go see. Where's miss gwen. been great for him to interact with other kids like him where he isn't the odd one out because it frequently happens we're somewhere and he's the odd of other kids tend to gravitate away from him and hear all. The kids gravitate towards each other on their own. It's so special and so important for these kids to have this opportunity. It's life changing for many of these kids and their families so we got gotta way for you to help since a fundraising has taken a hit for the for because of the dirty cova did Scout grandkids five hundred. Go to our website as tj dot com. See all the information right there of how it works and You can also if you're a business you want sponsors grandkids five hundred. We've got several Sponsors already it truly is appreciated in not just by us but especially by these families who get to go more than you could ever know on now trending with riggins. It's a very important in our nation's history. I will give you all the details of why you need to remember less than ten minutes in notre and this is the eighth and tj. Show if you're ready to be part of the grandkids five hundred eighteen j. dot com slash into the five hundred and sign up and help us make these dreams come true for twenty twenty two grandkids families. Hey tj and thank you for your support of ace and tj's grin kids week and we can go on our trip. This year due to covid and travel restrictions. But we're using the off year to launch a special way. You can help support ace and tj's grandkids throughout the year. It's ason tj's grandkids. Five hundred at ace. Tj dot com. A special five hundred radio family members will donate monthly. And if it's within their means the grandkids five hundred members will give five hundred dollars per year and be the grandkids five hundred. Join today at ace. Tj dot com or on the ace and tj app.

chucky twitter killingsworth new york city John comey bobby barbara facebook Alexa siri liam Bumble Killingsworth new york carolinas blount chuck nba texas regan
What's Life Like at the North Pole?

Further Together the ORAU Podcast

12:09 min | 1 year ago

What's Life Like at the North Pole?

"So what's your favorite cookie. Well you can call me basic if he wants to have to go with chocolate chip I dan as seen recently. People are trying to many things with their cookies. Planning Different toppings on out if you got something that works stick with it chocolate chip or springs a whole family together. Santa loves it. Talk to him several times about his favorite cookie You're listening to further together the aura. You podcast join your hosts Michael and Jenna as they discuss all things things away you through interviews with experts who provide innovative scientific and technical solutions for our customers. They'll talk about our you story history. Our impacting in ever changing world and our commitment to our community. Welcome to further together the. or You podcast. Tell me this is your second visit or a you. How are you doing well? Michael thank you for having me. Thank you thank you for coming back to spend the holidays with us. We're very glad bigger here you we're at the end we're coming up on the end of your second. Or what have you learned. What's what's your favorite thing that you've learned about or are you and arise in the Sunday finishing my favorite thing a and learn about oriented and over is well? There's still so much to learn at had such a great time needing all of the different people all year saying the work that they do and I really don't understand very much of it. There's so many acronyms so many so many operations going on here but I know everyone. It's been absolutely great and your Christmas decorations are tough and not here on must say aw. That's sick I know. There's a lot of people that have put in some very hard work in their Christmas decorations. So I'm sure that they would appreciate your her Applause to how. They're celebrating the holidays in their work environment. which would probably give a special shout out to people compeer peer payroll? They went above and beyond with their Polar Express and and the other one was the grandchild whoville. Yeah it was pretty twelve down the whole. I've done a good job. Yeah particular. Take your favorite that you have told me how will say travel on the third floor. One hundred definitely looked pretty. Good also also Christopher gyles in human resources has a very interesting Rudolph setup in in his office. I recommend you not surprised at all at all not at all so so. Let's talk about Christmas. I assume Christmas is your favorite comedy here. As it is for many of us our busy season very busy are definitely busy at crescents. But of course that's my favorite time years really the only time of year the only time of the year that matters right off. So what's your favorite cookie Tommy. Well you can call me basic if he wanted to but I have to go with chocolate chip I have seen recently. People are trying to many things where cookies playing different topping on. You know if you got something that works stick with it. Chocolate chip warts brings a whole family together. Santa loves it talk to him several times about his favorite cookie salad deadline say chocolate. Chip speaking of Santa. Have you had the opportunity to go with him on his annual rounds around the only one with a warrant but I must let's say it is a well oiled machine. It was back in the nineteen eighties. He did not ask but on hundreds ends of years old on Midlife and seeing but I still got a lot left to see it was in eighties but it was. It was a great experience We started practice on the twenty fifth of October. Actually start early figuring addresses the children's names The presence I have what the prisons look like in a bag so we can make sure we get them down the chimney as fast as possible. I mean you understand but I'm not saying it's it's something I would recommend for every else to go on It can be hard getting in the schedule. You get put your name in early. I was lucky But I have had gotten the fly with a big man list that point one of my favorite experiences of my career nine thousand nine hundred eighty s just checking these hundreds of years old so since checking they do at eight five fly again I would like to be on the landing crew which is responsible for in judging a gradients and slopes of various roofs black tops surfaces in which we will end or reindeer. It takes a lot of work but I know a lot of guys in that department. They seem to always have fun so I would like to work if I did fly again. It was kind of working for you. I mean I don't know really what storm stands for because it's one of those acronyms but he say it's working for me. Oregon for me does fantastic. So let me ask you this. When you're done with your busy season what do you do? Where do you go? How do you go on vacation? Do you go somewhere tropical. What is what is the off season? Look like for Tommy Blount wing as the off-season daylight to Go at my family. Wait to the South Pole. Doesn't sound very fun from an outside perspective but it is. There's a lot of penguins down there. They want they did a movie not not too long ago about those penguins marching or something. We were down there at the time Craig he lot. Why why why guys down Airways the make sure we didn't get seen but that's typically our Goto for January February and then after that he'd be surprised at how early the word starts backup in our so it's a short off season? Say Somebody Eight is and yet again. That's paying the Gagosian Tong. So you know the movie. Elf starring welfare very popular. Of course this time of ear is that a bio-pic for anyone that you know is interesting because though it is not a bio Oh pick they got a lot of things accurate and for a while we did have an internal investigation to see anyone late. Any kind of information we never cutting one. It's not accurate enough to where we think it the security concern but I will say no Elf is simply a story and it does Mississippi mischief. He thinks our factories much bigger than the one on in a movie which at night and may have just been this scale four on welfare. He's a very tall man. I've been to his house delivered presents to children so I haven't Santa has but one thing. The Navy MESSES UP IS FAILING LIST for foods. Candy Candy Canes Candy Corn and Sarah when there's actually fix they left out cookies and Hunch Watch conflict so we knew whoever add late are sacred. That really didn't know too much about this. 'cause Kochav on cookies than them so tell me what's your what's your family's situation are you. Are you alone are you married. You have kids for my family situation. I am married my wife worked in the mailroom processing letters to Santer ebay surprise. How big of job those folks down there? They do a great job and as soon as Christmas ends. Were getting letters for next year because people can get what they wanted this here kid. You know some people aren't very nice as I'm sure we all now but Great things are happening in my family right now. My son just got at his first job in the shop. He's working. Step Day animals right now. Gasoline entry level rate injury level. But we've all been there. We've output in our time at at the bottom run and I've got an adolescent daughter. Who's really nudie right now? Super Emotional never comes out of a room even but me and my wife has noticed. She's starting to develop an interest in lithium ion batteries which year up to date on the present game right now. That is what everybody's after enter so we're hoping once she gets out of the House and gets her first job it's GonNa be somethin' spectacular ipad and feature and sounds great. Can you tell me tell me. What is your favorite thing about Christmas? Favorite thing about Christmas is the fact that everyone regardless of where you're at or what you're doing online slows down a little bit and at least thinks about Those they they love and knows that they Like to spend time with I know on a day to day lines. We're thinking about getting tasks done getting things accomplished so much for. Maybe a team work but at Christmas time we think about our families we think about our friends I think about prioritizing time with them on at something thanks truly special but Christmas wish will get more often during the year produce a beautiful sentiment. I liked that Awad. Are you looking forward to being reunited with your family after your time here at our you. I'm definitely looking forward to seeing my family again. Like I said I enjoyed my time here but you know I. It's always good to get back home. Saito loved ones and sleeping your own bed for once instead of you know one of the back storage rooms and taking you know it gets it gets cold in there and from the North Pole and it gets cold in there so definitely looking forward to getting back home almond bark getting ready. For next year's Christmas we appreciate you being here. And we've enjoyed having you these past couple of weeks and and we really hope that you come back next year and visit us. I know that there are a lot of employees around here to who look forward to your appearance that year so we just want to say thank you like say thank you for having me and I will definitely be back next year. Excellent the thank you for spending time with us. The merry Christmas Christmas Dave. Thank you for listening to further together the IRA you podcast to learn more about any of the topics discussed by our experts visit. WWW dot org you dot org. You can also find us on facebook twitter and linked in at. Or you are a you in on instagram at or a you together.

Santa Michael Chip Midlife Polar Express Tommy Blount Christopher gyles facebook Jenna South Pole Gagosian Tong Saito Santa Oregon Rudolph Craig Santer
Off The Record: Should Joe & Nikki Date?? (ft. Nikki Blades)

JKNews

23:56 min | 7 months ago

Off The Record: Should Joe & Nikki Date?? (ft. Nikki Blades)

"We need. Three to one action. Welcome back to where we're talking about one. Back and look at what I'm drinking ownby. Jimmy. What are you drinking? What's your do you? Like this is going to be the using watch with Aloe and cheese moon. And today, it was first the rice balls. How do you like the Rice Boston York? From Hawaii? You have wine heritage you're very normally don't like saying I like balls in my mouth, but this was very good. legos face. Favorite right. Now, I just had the salmon. I saw spem eggs, which we already know we love them, and if you don't like spam, that's a personal decision that's my favorite and then I did it try this one? Yeah. I don't know how to say them and. I like fish eggs my favorite right now I'm ready for them to have. The man Oh man. I'm ready for I. Feel like a lot of people don't know about the. Traditional. So we may as plum. That's a traditional normally, it's bryce seaweed is. Your favorite rice ball because that's my flavor. Yeah you gotTa stop being such Silmi. What's your? What's your? What's your sign? What's your sign many? What's your Sign Pisces? The match. US You can't say anything. That I know this shit, my wife is obsessed with the that's a really good match anti. I mean, we already talked about our benefits. One of them is that we get to work together no, some major financial benefit. And we WANNA do we don't even WANNA share the same space we're going to work on that because we both love the single life right now and we respect that. Distance? Their literal friends with battle. Going on a date with. A string you guys writing us. There was one girl in particular, which is probably watching this sent Joe and I same message said was up with Joe and then. WHAT'S UP Nikki? Because we're. So it's funny because everytime we post something or whatever. There's always somebody pushing us to get together and all that right and then we always. We're D- each other like did this person hit you up like yeah like there's hello people invested in this currency the chemistry just bounces. Winds actually been trying to say that we've talked about just wanting to hang out I. think that's the best part is that we're both very interested in the fact that I think his life is super dope and what he does and he thinks whatever I'm doing is really cool. So we have totally separate shit to talk about all the time and then when there's something in the middle like we'll write each other I'll be like y'all are you watching the same shit right now and you're yet we'll talk but we're totally okay with never be like Yo what are you doing? Well. I think. I don't think we would ever write each other y'all what are you doing today? I should start show. What are you doing today? It'd be like we're no longer time. Joke you should take a picture. Only gag. Take picture of Hertzen next to any guy, and it'd be like, could you do the? Be So, money? I. Swear Post Anything Tim and people are like. Next to him I'm like, do you watch the fucking show? Tim Literally told us a laugh on three one, two, three. Yeah but duplex I think we just like each each other's energy like here. This is cool I. Think it's because we also respect what really happened in our real lives Oh. Yeah, and I'm just like you know what? Both of us are y'all we working on June. Yeah even though I did you guys haven't seen. So Joe, what does that called the board? The board. So the Board Okay so I'm wearing address right now you guys can't but I'm wearing a cocktail dress crew very short, very, very hot by the way there. It's risque risking. He's very tight. Yes. Showing all of this five nine off. Well, this no board I've been seeing, and I've been I in I saw Tim get on and I was like Yo tim gets on it I. GotTa Try. Got On and she had her support system and she did really really well. So I was like, all right let's do. Actually. Got Him before all of us and and did very well I'm sorry. Steve IS GONNA Steve did he was so impressive because he did it by himself also in the direction nobody else did I paid attention K. so he got on their killed at tip on their jobs on there and I'm like okay I know I'm GonNa fucking aspect gotTa get on I said I will get on this thing as long as there's no cameras. So there were no cameras humorous unrivalled. Yes. We have an agreement remember they can't unsee it. So, we have the support system jealous behind me. Tip is in front of me. I get on I how did I do? I had so much confidence in you. Go I let go she broke her pussy. Fell on my ass w held the on. Like she was balancing for like a solid maybe to whole second saw. Our parents talking about your kid doing some shitty. Blount. Proud To the plate and he's three times and he was. Really, but you fell so well, that's why I can talk about I eight shit. Your. Wrath. Burping, considering what her arms Downer nothing's you. Know she felt like club trash. John Barefoot Club track. If I would've had a drink in my hand, it wouldn't have spilt. Okay. I. Yeah fractured this elbow falling off on my skateboard in college. So I know better than to use to blog. That's why Gable pathway when I. Got It. Yeah. Like. She's got blessed. Say. Felt, the confidence was. Good I was like, yeah, straight let's do this again. It's like. Parents, she should have to get up on her own. Yeah. I love it. They allowed to fall ill out. I. You halfway and then I let go you you were you knew you You. Know cause. Damage to try to stop it right it does way more like I wasn't going to do the whole. All know and then fucking. Have the hell. Do I know you mean well when you're trying to help a friend but events new. So when you just Kinda like make sure their head is okay and you're like and anger. As, first off because I. I was like. Well maybe. We're. Literally asked him. I said, did you see any? I wasn't looking like that's all that matters. Let's do it again. Joe was behind me. Hope she fell. Like you're. In landed on this part. In her whole. Year. So she felt like this on like she's good. Felt y'All about soft I thing I said. I'll do it again. Do it again, take shot to do in. The way that you guys don't pay me enough to show my vagina on this camera I watch how much Put the value wanted my Niki. We have a Patriot on Oh, I, don't exactly know what that means if we get you hundred more. No I. Already so I already get hold on no chaser please don't make me come here. So this is your safe-space girl I will put a block to this honestly wool charge way more than no chaser you. On they try to put me out for a date. WE'RE GONNA sell Nikki for. Day. I. Have No idea but I didn't agree to it. So. Trying to participate whoever like I didn't really there's no consent. There's no concern. Remember no means now. All right. Let's not try to sell. You're not going to. Okay. Say the the plan is failed. Again. Today. Or tomorrow we have to say these things. Very, clear every. Eight ship but I'm totally WANNA do it again and I heard i. just you jumped on a plane. How many times this? You talking to. Stop talking about it. Frankly it's funny because the way she handled that. ENDED UP OFF Your. The one bringing it up now. Have you. Fuck. No, I'm good you ever since I started having a happy life after I got married I'm like, I don't need to die anymore. I used to put myself in situations where I could get close to injury, and now I'm not feel alive until you almost die because that's how I am. Yeah, I don't I feel like life is so boring I dunno I don't feel that way. I'm totally living right now John Without falling on my ass. adrenaline junkie no I'm not no. If you like if I stay at home I'm. I need my engine to be sparked. I'm so so sad and like I'm not moving some like throw me down hill or something and then I'm like, Okay Malik and do some really feel like I do some crazy shit with you guys like doing the fucking like off roading or whatever it is that we do. That's crazy that I'm like that's when I really feel like I'm fucking a lot. You know it's it's athletic teams like. Cool, I don't mind if I get hurt. But like Oh if this thing turns over all of a sudden I thought about it and now I'm a little bit like, do I really need you know what I think in this might be like you guys might think I'm really crazy for this but I think about it this way where I'm like listen if it's my time to go, it's my time ago. NEW THEY YELLOW ASS BITCH W. Wrong. For Myself I've actually been very vocal about this. I don't want to give Fuck Corona and I'm the one that's on my deathbed whatever art gentleman junkie. Yes. Exactly. That's an outfield and most of the life you're sick. I. Feel it. Afraid of giving it to someone else. Because of me. That I literally what we were just talking about when we brought up the vaccine you're like i. if it let's me see my loved one do. That make sense that I mean I think diseases are another thing. Is Saw Journal and junk now. Let me ask you this. Have you ever seen somebody die? Yes I have been in the room when they they pulled the plug. In the room when a guy just drop fucking dead and fell in such a way because he had a heart attack and he fell in such a way that he he like. His desk and he was dead. Oh, he. All the way down on the way that your workplace right my workplace. Yeah. Years ago little funny way to die but it's crazy. But ever since then and it was hilarious no getting. But ever since then I'm like man like think about this like how life could just take you why would I jump out of the plant that's just for me person right well, I'm a big believer in destiny. So for me, it's like I'm I'm heading towards the place that I'm meant to be. That's what I really truly believe in and so for me it's like well, I'm GonNa be making all these decisions and somehow it's leading me to my end and that's where I'm supposed to end. My executive that's like a freer wait like that's a free way of going about life. I'm not like that is legit. I used to be way more tightly way way way way more time. I jump out of a plane maybe one day if you do, can you please invite me look in Lamar anything is like it has to ever want to do something extreme I'm the type that it's like we ain't just jumping out in fucking lay throat or some random place. It's like, Nope, I'm overseeing the palm tree thing and dupouy do pie. Drink Guard. Dude we went skydiving in Hawaii Hawaii. Go. You know what? I do regret that when I was in Hawaii with my friend Marimba and my friend Keiko. Hawaii together and they went yet soup. Marama and capable. They went and they they went skydiving and I was like, Fuck Y'all I'm going to sleep I slept while they went skied just because I was so scared I have no shame and be like. Weird. Is like okay but I wish I would have done it but I don't regret not doing if that makes sense. Grandma. Do. You want to you got to want to do it. When it came to sports and stuff right? I. It just didn't do it for me like ball sports all that like there is a trend involve and then there's competition but I've always gravitated more toward extreme sports in this. Just I don't care if first place or last week just going through the feeling good like if there is a volleyball game going on outside right now, I would still somebody's fucking pants to go play later it'd be like, give me your pants I wanna go play right now I don't know these people I wanted but if it's like everybody's about to go jump out of a plane right now, we're going to go do some like halley extreme like. That's cool. I. Hope You guys have fun goof. Bought fucking Gimme that life. You're probably the same where you're like the ball sports are just. GimMe something with a little bit of risk and danger I'm in a crazy. Born cycles you. were. His ideal extreme sports extreme stuff. But not because I love the edge of death, right? Like that's what I'm saying I. Like it though you like the feeling I like I like for me. It's the act of utilizing a tool in the way. It's an extension of what my body so like. Like, sports or like riding a motorcycle I like controlling this thing we have an extension of me but don't you. My daughter around. This. Corner. That's extreme. I think it's the Adrenalin the. Is what I'm talking about just a little bit of fear makes things a little cliff diving for sure jumping off a claw. Cliff Divulge fucking way no. Okay I was mixing in with base jumping. That's whole. Another realm excuse me now there's no, no, we this is L. A. Ain't nobody bass pro skydiver before you even think about be Hokey. Hard. No. Pardoning. I think bungee jumping and being stuck upside-down is terrifying also don't drop zone actually you from your waist until you get comfortable enough to get your well either way being upside down and just be like Oh. This is. What today rather out of a plane than I did a human slingshot thing where you're like that. Parallel. With the Earth and then they swing you all the way down until you're. Away, is that the one where you're like doing this? Link homered. The Superman I'm done that it's fucking scary shit. My sister's an adrenaline junkie like my sister and brother they're totally into that I'm a big fucking scaredy cat in comparison to them or almost hurt too I like roller coasters but like drop zone drop zone that's stupid like. I don't WanNa feel like I'm going to lose my stomach but I like roller coasters. The Weirdest Shit for me that I still haven't unlocked and understood where my adrenaline junkie personality comes in because before before like when I was around, I, think I was like nine or ten years old I was absolutely terrified of Roller coasters I. I was just like, please let me get on this shit like I'm GonNa die I don't WanNa do this and then all of a sudden I went on my first roller coaster which was Goliath and after that I got addicted I'm like what the fuck is this this is like this is giving. Theory. Who in your family like it? No on. No. One's really like crazy. Do, you feel my theory you feel like you have no control and so you go to a place where you have no control but you conquer it, and so you feel like you have control how too much control that makes sense. So having control of your emotional capacity. Overcoming. Goes into coming your emotional anxiety. Is it like the same realm of like people who like to get crazily manhandled during sex went like during sex when they want to be very, very submissive verses real life when the not really submissive is it like the CEO's that WanNa be somebody's slave? Yeah. They want to be spanked sem stuff totally could a vinyl Sudani and fucking spank me put bog in mouth and make bark like a dog and it's like it's like Bill Gates. Just saying like powerful, I put money on it. WHO's in control they want to be in such a sub position. Because when I think about it and I'm like man if I had all the money in the world and all the time in the world, and if I lived very close to Paris Victory Oh and definitely get my skydiving license like that's my country I. Really WanNa get my buddy. My buddies certify like extra. Certified. Wing. Suit Guy. So you have to do so many jumps to get wing suit certified, and then he was in Paris and he saw a guy shooting on open. And he saw Diane for all these Oh. Okay. So we both like genuine things right but I think that my motive might be different from hearse. I don't know. Let's ask cycle. But tell me what comey why? Why do I like it? Yeah. It's fun because I know. TIFF. If you I just think that you do. Yeah. I think that you're less it's less about something else. Like, about your control or anything like that I think for you you're more. Improvisational in the moment and he's Super Fun by the way very. That's why I think you're more down to do shit. My brother is crazier than I am and I grew up with him. When I was like five or six I was begging him to put me on his motorcycle dirt bike, and then he's I I, and then I try to hold. He goes fast gay don't do that back and then so I was like holding the small seat like this and full trust. That's. Odd fucking went all over the neighborhood and went on the sidewalk and all that and from that point on. I think maybe I associated with bonding and fund Oh shit. You telling your story sparked a memory of mind. Woah. Therapies. With. Me With my dad so in. So in Mexico, there are these tunnels you go under like you got you go under to go under a bridge right but it has like a like a loop. Get like really like heavy debt G. Force yes. So my dad, every time would go under those those tunnel things. He would always like Ghana like you would really go fast as possible and get these crazy. Missile where everybody. And I think that was my first like like I don't know about I. But that was a bonding connection to my dad and that it was like Oh this is how I connect with him through this adrenaline feeling G. force. Beautiful that's something that you've been deprived of that. You can manifest through doing. I like adrenaline fund because it's just like wakes me up way better than anything. Yeah. I, realized I, was missing out on a lot of stuff 'cause I was like, nope, not doing no scared super scared but a lot of to do with the fact that like I couldn't get hurt I've played since I've traveled the US since I was like eight did you with your parents don't do that it's going to hurt you don't do that. I had I had a lot of people that meet first off like when it comes to plane anything that was injury wise was like sacrificed the body literally can dive in front of somebody and it never matter but it was like you can't get hurt. You're literally liability like financial liability. If you get hurt, we just lost two thousand dollars this season. So so I know for me, it was always like, oh, no, I can't do this or. I always was like in my little bubble wrap, and then as I got older, I still that shit carried on. But now I watched up because my sister's always been like fucking were jumping out of a plane and we're like haunted houses and just. A. Real. fucking little scaredy cat was terrified of everything and so as I got older. I don't know what happened but I started seeing more people doing stuff and I was like Alex really fun or I loved seeing the. At the reaction of someone doing something and then being so excited and I'm like I'm missing out and that's what made me want to start doing. Moore's totally I was like Damn I'm really depriving myself because I'm scared of what? And so I was like. I won't. But I put my foot down on should I don't WanNa do yeah. I'll be like no I'm okay I don't WanNa do this but there some stuff where I wouldn't have done before and I'm like, I think you just uncovered my adrenaline thing which is if if everyone here was, let's go to the most haunted fucking place in the world instead there for the night and fuck yes and the whole time. As. Like whereas jumping on a plane doesn't do that for me. So. Wait what if we all jumped out of a plane? Would you be down at the same time in arrived at a haunted hospital? What I'm trying to get anything. Out of a plane, it's like peer pressure wise or peer pressure doesn't do it for me but. But. In the Bermuda Triangle picking up at the bottom with off drinks ready. I think you and I would probably be a little bit along the same say I was but you can catch me on a date I'm like I'm fucking doing anything. Let's go but I'm very moody. It could be if that's Today's mood we have to take advantage of it because it might not be here tomorrow because tomorrow might be like you know what I got shit to do I. Put lashes on the FALLOFF. No, but in the same breath, I'll be like, but I'm going to shoot around on that basketball. With, all those people that don't know even though I'm terrified of talking to people that I don't have never met Oh that's not so hard for me. I will be Dave and Buster's and address and heels as square up with anybody on the three point shooting game. I'm like body. Painting. You'll fucking loose because my buddy Jo jobs threes Oh does he? Threes like it's Goddamn nothing in. The Bat. That's kill your dresses pretty. Loose. Me another beer. I don't even see. You're just I'm just seeing the point. All hope I am like everybody else wants to go and do something else if there's a sporting event or something athletic ice skating something physical I'm like, Oh, I, don't even I'll rock climb a hate coming down. I don't like coming down. Going up and love going up. That's a lot of everest climbers say and then they died on the way down so. That's always. Just drink. Drink to that. Better.

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Overcoming Objections in Sales

Duct Tape Marketing

28:20 min | 1 year ago

Overcoming Objections in Sales

"Episode is brought to you by breakthrough the noise the new book by Tim Staples Co founder and C._E._o.. Of share ability in his book Tim reveals his secret sauce for how to capture the attention of millions of people online without spending billions of dollars. Hello and welcome to another episode Soda. The duct tape marketing podcast this is John Giants and my guest today is Jeb Blount. He is a sales acceleration specialist founder of <unk> sales gravy and the author of a couple of books fanatical prospecting. I think we had him on here for and then also the book we're GonNa talk about today. Objections nations the ultimate guide for mastering the art and science of getting past no so jump welcome welcome back thank you. I'm glad to be back on appreciate you. Having me on so objections seems like a pretty specific part of the sales process so so let's start out there. Why a book just on that aspect well if if you if you think about most sales books there's like a little part of the very back of every sales book on objections? There are very few books have been written on objections and even in training that we deliver <hes> and corporations deliver to their people objections Kinda take a back seat but when we think about objections and the and what what objections are you're dealing with objections all the way through the entire sales process from the moment that you get someone on the telephone and you're prospecting. They may tell you they don't they don't have time for a meeting adding to the throwing red herrings in the middle of your yourself process that take you off track to microcomponent objections getting them to advance to the next step and then finally only buying and switching commitment objections so no matter what you do no matter what you sell number how you sell it. There's a great democracy and objections and objections are everywhere in the sales process but we just haven't addressed it and what I realized is that when I was dealing with entrepreneurs and I was dealing with <hes> people in marketing and I was dealing dealing with people in Sales and even people in nonprofit almost all the questions that they ask about me is what do I do when someone tells me no and that's why I made made the decision to write this book and to really break down the science of of of objections the science of why they hurt so much and why the buyers give us rejections and then creating frameworks allow people in the moment to deal with those objections get past them and keep their their deals advancing for a lot of people. Will you know objection is is really rejection. I mean the you know they don't get past the you know the early on stages and that's where people give up <hes> and I think a lot of what you're saying. Is You gotta you gotTa expect this stuff and you can look forward and you have to overcome maybe multiple times and I think that's it's probably the part that makes this right with. That's part of that makes people not like selling so much but it's also isn't it the part that people that get really good eh enjoy the most yeah. I think that you're right so there's no persistence is a virtue especially in sales and business and you you know I'd I opened the book with the story but I got the call me seventy one tons and ended up selling the a software program that changed my business. It changed the trajectory of our company. I helped versus grow very fast and and if he hadn't been so persistent I probably wouldn't have bought it so he really helped me out. <hes> you know I've <hes> I I tell a story in the book called <hes> <hes> I called <hes> Fuji Film was a client that I was looking to do business with. I call them over fifty times until they finally met with me and then when which I think is you know what people miss him. This is what showed up there had to cells and the meeting and the head of sales are trying to hire me to come work for the company because he was so impressed with my persistence so oh and we're talking about persistence and a lot of cases. We're talking about the objections that you get really early on which are the harshest objections and they can be rejection that you get so when you call someone asking for time you're interrupting their day and you're asking for the one thing they don't have any of and that is time those particular objections with our our the the things that I think make people run from sells the most those aren't the only objections you get but those are certainly the harshest objections and and the thing about objections is that they aren't necessarily rejection sometimes they are especially when you're prospecting but our brains treat free at objection like it's a rejection because we perceive it to be that way <hes> and and in the worst cases we anticipate that we're going to get rejected so we never even make the call or make the approach because we start worrying about what's going to happen when someone tells us no and in the book itself but we before we deal with is that that feeling that you get a rejection whether it's anticipated whether it's real or whether it is <hes> it is perceived <hes> that feeling that you have is much more biological than psychological so it's important to be aware of where it comes from so that in the moment you can rise above the emotion that you feel and choose your response and that by the way is the real key of getting past the objection and getting to what you want well. I'M GONNA I'm GonNa Guess I could be wrong but that person that called you seventy one times believed in the value that you could receive and that's what like kept coming back am I am I way off baser sir absolutely well. I think I think two things one <hes> he was absolutely had absolute conviction and the quality of the product that he was selling and he was right about that is a high quality software and also he had done a really good job of targeting so he's done a very good job of deciding which companies were the best fit for that product and my company sells gravy. We're a fairly well known sell training company. We work across the globe. We have a high a high profile so one of the things for him. I'm was if I can get you to buy this then. I can get a lot of other training companies to buy this because I can tell them that sell gravies my client. I knew that was part of what he was doing. Any any any was upfront about that about what an what an important prospect we were to him and so when you have the right prospect that where you know that what you're selling thing is a fit and you know what you really help them. Then that gives you that you know that emotional reason to keep facing the fact that you're getting knocked down knocked down knocked out because I told him to go away a dozen times <hes> it it allows you to do that. Thankfully he had so much conviction and what he what he's selling that he didn't stop and it and it's it's made all the difference for us as an organization and I can tell you straight up the software that he sold us has helped us double the size of our company three years in a row. That's Let's focus on the prospecting part which a lot of that was what he was doing <hes> for people. That's the hardest part me ninety percent of people to get past that because it's so easy it's like now auto have time for you click and to the buyers defense a little bit. I mean I get those calls all the time and I don't. I just don't have the time to invest in in determining a lot of times as as I suspect you did that that software it was a good fit no matter all the promises like yeah I get. I get that five times a day. What if it doesn't so I can't take the time so so how do you get past the fact that a lot of people just see that as you interrupting well you are interrupting acting meanest? It's just the fact of the matter you're interrupting and you're asking them for the one thing that they don't have any of and that is time so there's a couple of things one of the things that Richard did really yeah well in this situation is that he built familiarity so by the time the last time he got me on the telephone. I knew who he was at hurt his voice. I've seen dozens of emails. He stopped me on unlinked and he'd called me and left the voicemails when I finally had a moment I I was in a situation where I couldn't say no. I'm not gonNA give you time because honestly as a human being with with some level of empathy he just earned the right to have the conversation the the second thing that you know that he did was he was was able to change asbestos because he left me so many voicemails. I heard different messages so he built these little commercials for me along the way so for him he did that. I mean he he got to the point where I knew who he was and he earned the right and part of like you said. Do I know whether or not this is really worth my time part of that is is that the salesperson keeps showing up over and over and over again because if you think about it most of those people hit the no once and they never called back again and I see that every day in corporate America we're working with people. We're going person. The question they ask is. How many times should I call in the answer is that they currently have is a call once they told me no I never called back again again and a great example this is working with a small company <hes> up in New York City and they sold advertising into restaurants so I was out with their self people on the street in New York City calling restaurants they were walking door to door walking in interrupting the day of restaurant managers in New York City the hardest hardest place in the world to sell and when we walked in they told us to go screw ourselves I mean we and we got told no one about sixty different languages and then we went back the next day and went back the next day and what about the next day and it took about five times of walking in and them seeing you before they would give you a second look and then they would say like get out of here but come back tomorrow and you knew you'd crack them and then you come in the six time and then they would give you a few minutes on the seven time you gotta meeting because they're they're filter later about whether or not it's worth their time to invest in? You was basically predicated on. Did you have the chops to keep showing up over and over and over again and I just the same thing. I'm you know I'm I'm. I love sales people. It's what I do for a living but I tell people to go away all the time and it's the ones that keep at it that eventually eventually will at least get in or I will look at their message and if I look at their message determine it's not right for me. I'll be respectful enough to tell them why it's at the right time or right for me rather than just brushing them off with. I don't have time yeah so in a way you're asking them to invest in you before you'll invested in them and I think that's a great way to look at it so we talked about the prospecting one you mentioned red herrings and micro commitments and and the fourth one you know kind of that buying in commitment so I guess maybe maybe just briefly state what those are and then I'd love you to talk about some tactics for kind of turning those around here so red-herring objections really not re. They're not real objections but typically when we're in these in these conversations cells conversations especially especially for entrepreneurs you know we feel nervous a lot of it's because we have everything on the line and <hes> we feel a little bit vulnerable and in in those initial meetings what'll happen happen is you're having a conversation with someone and they'll say well listen. I can't talk anymore until I know how much it cost or I just want you to know not buying a day and they'll throw something like that out really early early in the conversation and what happens is we end up chasing that and we burn all the time that we have with them dealing with something. That's not really a price objection. This is what they say. They don't really have anything else to say to you. So it's important those situations that you acknowledge it so I just way acknowledged and anytime I get rid hearing this is write it down on a piece of paper. Ask if there's anything else and then I moved directly into my conversation which is usually sounds like this. I'd say if it'd be okay with you. Let me ask you a few questions about you and then we can talk about what we do and you and I can determine from there whether or not it makes sense for us to keep talking so I use sort of the I use this process where I just I pause for just a moment acknowledged sit right down and I ignore it. Most of the time red herrings never ever come back up again and sometimes they're important. Write it down. Come back to it later but don't allow a red herring to disrupt your conversation maintain control and keep the keep the meeting moving the way you wanted to move and micro commitment objection is really simple. All feels is instead set a set of commitment so prospecting is asking for time sells is asking for commitments and those commitments are small micro commitments along the way so for example if I'm selling selling something and the best way that can determine what to sell you is to go walk through your your your your warehouse or walk through your building or take a look at your data or been the day in the life life with one of your A._R.. Clerks whatever the case may be <hes> if I'm doing that I WANNA ask for micro commitments and the more micro commitments I can get along the way the more my buyers invested invest in the process which means it's more likely that they're going to see it through to an outcome and my opportunities not GonNa Stall so I'm constantly asking people for my micro commitment to test engagement and make sure they're moving forward but from time to time they'll say no and they'll say you know. I don't understand why we need to go do a tour my warehouse to warehouse. Why can't you you just send me a quote or I don't know why we need to do that? Or why don't you just email me the proposal and then I'll call you and we can meet later versus setting up a meeting with you. You think about micro commitments is all you have to do is just explained the value. These are real. You know low key objections. They're not harsh. They're rarely rejection. I'll get a little bit flustered but all you have to explain the value so if someone says like I don't know why we need to do this I say listen. You know the reason that this is important is because because the way I work as organization is that every solution that I build is accustomed to my clients unique Making mistake it's their fear of taking risk <hes>. It's it's their attachment to the status. Quo what I'm doing now. Even though it's not perfect is probably going to be better than taking a risk of change and with micro commitment with buying commitment objections. It's really about building your case through discovery making sure that you've done all your work along the way you really understand what's important to them why they would do this and it's relating to them as a human being making sure that you are clarifying exactly what they mean so if someone says your your prices too much questions always house so help me understand that because sometimes it's it's maybe the startup cost but not the ongoing cost and then and then the key here is with buying commission objections recognizing that buying commitment objections almost always come from a place of fear. It's just natural for human beings. We're verse to risk and and along you know as we've gone through our our lives. When we we avoid risk we have a tendency to stay alive so as part of our makeup so you have to minimize their fear wile maximizing the future outcomes while showing them what they're gonNA get and the best way to have the ammunition that you need in buying commitment objection is to had done a good job in the sales process doing deep discovery and built a good business case just to let you know this episode is brought to you by breakthrough the noise new book by Tim Staples? If you're a marketer and entrepreneur small business owner you have a limited budget to market to and connect with your customers. You need break through the annoys. Tim Staples shares the nine essential rules for mastering the art of online storytelling provides tools to help you outsmart the social media <unk> algorithms increase your share of voice and build your brand break through the noise by. Tim Staples is on sale. Now wherever books are sold oh so you spend a good chunk of the book talking about asking as a as a skill and how and why and I think that's a part but that most sort of beginning sales people miss that they wanNA show up and talk about their stuff and a lead times. You were not even given the we're not even giving the buyer chance to object anything because we WANNA talk about ourselves so how how do we how do we develop this this habit of making sure that we're asking questions before we start trying to sell anything well. I think I think first of all you're exactly right. You've got to ask questions do discovery and the the easiest thing to remember is this. Wouldn't you ask for the sale. If you haven't ask questions to begin with. You'RE GONNA be dealing with price so you're going to go straight great to the bottom dealer price because that's the only thing that differentiates you when you ask great questions when you get out of your own way rather than just pitching and you know in explaining and telling <hes> when you do that and you and then you go WanNa buy the only way they can buy from you is based on you lowering your price because because you create a no differentiation from your competitors so that's one part of asking one is asking questions open ended questions artful in strategic questions that provoke awareness <hes> and building your business case the problem with you know with with sales people more often than not with asking. They don't ask for what they want so for example if I want to come. I'm do a tour of your facility to ask for that if I want to sell. I have to ask you to do business with me. If I won't time I have to ask you for time and the the problem is is when we ask it crease deep sense of vulnerability we ask with coughing so we want something then the person could tell us no we begin anticipating take that we're going to get rejected and therefore we don't ask it all we what we do. Is We sit and wait for the prospect to do the job for us that they're going to somehow come to their senses and enclosed the deal or giving us time or what have you and it just doesn't work that way and one of my favorite quotes from Jim Rome is that asking is the beginning of receiving eating we we we we we have if we WANNA deal we have to ask I so asking is the most important disciplined sale asking for what you want. If you WANNA get something you have to ask for it and and the you know we start the book that way because when you ask you are GonNa get told no when you ask you gonna you only get rejected. Those things are true and when you begin anticipating that or when you when you change your behavior because you don't WanNa feel the pain of rejection all of a sudden you stop asking or you ask in a way that it's so passive insecure that you're never going to get what you want. So what you need is first of of all to understand where that pain comes from so that you can be aware of it. Awareness was the mother of change but but but actually if they have a set of frameworks so that when you ask and you get the objection when it happens to you that you can rise above the emotion and what what I teach people when I'm working with them on objections. Is that the emotion motion that you feel about being rejected because it's not comparable. Nobody likes to feel that way. That happens without your consent. You don't get to choose the emotion. The only thing you can choose news is how you respond to that. You can what you're GONNA do next how you rise above it and and one of the really simple mechanisms that we teach people is something called the ledge and this what neuroscientists call the magic quarter second so when you get someone telling you know an objection that happens at the your response the emotional Oceana level and it kicks off something fight or flight which changes your physiology and it changes the way that you deal with it and it makes it really hard to think so the leads this magic quarter order second gives you just a moment to get your neo cortex or you're. You're thinking rational brain in executive control over your response so for example if I asked she for time and you said <hes> I'm too busy today my leg in this situation would be. That's exactly why I called because I figured you would be. I see that every single time live but just that simple moment of having something that I say respond to any time someone says that to me. Someone says your prices are too high. I always say how house Oh but because I have that gives me a moment to think and if they can have that moment to think I can get out of the emotional state that I'm in it makes it difficult difficult for me respond and get back into a rational state that allows me to be in control of my emotions and therefore deliver response it helps me get past the objection and the one one thing that you must take to the bank and understand about your interactions with people in a cell conversation is the person in that conversation that searched the greatest. It's about emotional. Control is the person who had the highest probability of getting the outcome that they desire and I think it'd probably also has a little bit of impact of disarming the we sort of knee jerk reaction right. I'm busy your price to some. Some of that's just defense is in if we aren't prepared to deflect that defense. fence mechanism we're never going to get a chance to show the value we can yeah i think it's i think it's probably when we think about that more let's focus on disrupting the pattern so when someone says i'm i'm too busy typically that's just there it's a reflex response it's what i call him buyer scripts right so it's just what they say so if you say i'm too busy i'm gonna see that's exactly why call because i figured you would be they're not expecting that i mean they're not expecting a salesperson to say that they're expecting me to argue with them or to say what's a better time to call you i just say that's that's exactly probably because i figured you would be an all i wanna do is find a time that's more convenient for you assume that every single time it's got about seventy percent probability of getting getting the person to tell me yes what's so in in that particular case <hes> i've got a stock response <hes> i was just working with a rap who is selling into c._f._o.'s c._f._o.'s and he sells software that helps them reduce their <hes> their s. g._n._a. costs and he was having a hard time dealing with when the c._f._o. said that i'm not interested because they all say i'm interested because they're too busy and <hes> and his response the way that he broke it up and said that's exactly what i thought you'd say because every c._f._o. i call tells me they're not interested before they learn that we can rapidly reduce the rest you may cost and give than the ability to invest that money in places that grow the business and the the the week before he was using that turnaround he got four meetings innings the week that he started using that turn around and he got eighteen meetings so it was just breaking through that little bit of resistance and doing something that allowed him to rise above the emotion and then disrupted the pattern of that c._f._o. i'm not interested that that moved them to a place where they were willing to meet with them and that's when he began could begin to make the case because you can't make the case on simple prospecting call it's moving fast you interrupted up to their day you need to get the meeting have that conversation and i'm going to end on a one you can probably swat right out of the park but <hes> i'm going to uh i'm gonna ask you this question because i'm sure that lots of listeners out there and lots of folks that come to you probably have this so you have a <hes> a story story in there that <unk> yes has a number essentially say you ask like sales people you have to ask enough people in order to get to yes <hes> with with somebody but here's my question so you had the number eleven you ask people to sing mary had a little lamb and you said typically somewhere around eleven by the eleventh the person you finally got somebody to do so let me ask you this does that mean though the ten people were damaged along the way no i mean the stories i was in new york city i i was more damage than not because i was usually getting few when i asked the question so i was the one that was you know getting damaged but most people after i asked him you know they went on with their life i mean they may have dinner i just crazy guy on the street asked me to mary had a little into a camera but more often than not they just forget like they have no idea let me let me make sure i focus on that you use that as an example i just let let's say just in the cold calling environment is what i'm really asking so yeah you finally fi finally find somebody will meet with you but the ten people and i'm saying damage that's harsh but in the you know the ten people that you know that you interrupted have i had a bad experience only if you're a total schmuck but other than that no i a great example this is i was working with a group up in atlanta and we were doing cold calls i was working we're working with them doing cold calls the fourth person i called was just the meanest most awful human being she she was so ugly to me and i'd be thousands of calls but she really hurt my feelings then i wouldn't even think this is atlanta georgia so i usually get told no nicer than you you do in new york city so it was bothering me but i couldn't flinch 'cause i'm in front of a bunch of rats that i'm training how to do co. call so i kept going but finally it was bothering me so bad i went back to the top of the list and i called her back thirty minutes after i'd call to the first time and when she answered the phone i did exactly the same thing that i'd done the first time and she said yeah come on by wednesday she even remember that i called her she i don't know what she was in the middle of i don't know what was going on but that happened my son called me earlier this week and and said <hes> he said i believe she talked to the c._e._o. c._e._o. <hes> two weeks ago who told me that go away i'm never going to do business with you and oh by the way i'm busy for the next six years so ever call me back again he said you know i was sitting there and i was thinking about it i'm like i'm gonna call all the guy back so he says two weeks later call him back he said i changed my message up just a little bit and he said i ended up getting the meeting and <hes> and it's like that's what happens to people all the time live is that you you get off the phone thinking that that person is still thinking about you but they're not is probably no different than you know someone cuts you off in traffic can you drive on and you're so pissed off at them and you're thinking about them grinding your teeth and thinking about all the things you can do in retribution and meanwhile that person's driving they haven't given you a second thought thought they're just going on with their day all you are is an inconvenient interruption and they forgot about you the minute that you got off the phone unless of course i mean if you're just a total total jerk on the phone with them they may not forget you but that's just so weird for self people to do that you just usually i try to get past an objection a couple of times i don't hang up up and move on and i call them back a couple of days later so you're not gonna call any damage calling people doing prospecting having conversations more than more often the not you're gonna create respect because you're willing to call back which i think is essentially what happened to my son when the c._e._o. realized that this kid who's twenty one years old old wasn't willing to back down that c._e._o. had deep respect for that for you know for for him and was willing to give him twenty minutes of his time where can people find out more about hugh and sales gravy and any of your books absolutely all my books i've written ten books on amazon you can grab those amazon barnes and noble most bookstores most airports you'll find my books <hes> sales dot com is my flagship website we have thousands and thousands and thousands of free resources there that you can grab you can get my podcast i <hes> along with this one because this is the podcast market and i listened to every single week but you can grab my podcast all the major podcast providers sells gravy gre d wise it's easiest to pop that in youtube channel thousands are thousands about four or five hundred videos there i think and then you can catch me on all the major social networks i'm at self old grady wherever you go great catch

New York City Tim Staples founder Tim Staples Co Jeb Blount Tim John Giants head of sales amazon America Richard executive youtube business owner Jim Rome hugh grady
Inform Me ( Planning for Business owners ) 26th of January 2021

Inform Me Podcast

56:07 min | 3 months ago

Inform Me ( Planning for Business owners ) 26th of January 2021

"The two zero colonel money pro older back in nevada. Do i day everyday. You bye on wanda the old all right. My people is to now look on our business and lifestyle program from me which will go co. well say they'll lose ellen within the apple me i most enjoy. I'll be only weedays acetate soon. Identical goes straight into the topic where we get to take a discourse today and narrated to our voice for the matassa chappel shabani people. I agree to ninety beautiful tuesday. My name now sandra. My country people learn anywhere. Where for the listen to us agree to life and right from speed fm this morning Wickham everybody to inform me to gone. Cook minute now see wages. He they laugh at me. Just because i don't see big packaged my mouth but bustle one. I'll maybe not the beginning of the year and when i on stats topic we talk about planning talk about the individual blinding and then we also last week. We talk about the states planning though. That's planning seth. What's today one talk about business. Planning you know if we're not plan. Get he hoopla blount. Still fail this. My notebook be our search engines. So if you refuse to plan for business you mean say the plan to feel and then one thing where i don't movies over the years said sometimes with a maximum time plans like that inaugural out the will take plan them in of amusing. We'll give up by very very unwise. It will repeat that same planning game final that year an our now with the talks. They be like lopez. Do the same thing. Ovalles move onto viking. Then they expect different results now. We don't already if you if you'd business are you just to even if you want stat toddy the environment study where you d for would always say apprenticeship. They're very group for you to go lane on that. Somebody said i do business where you want to you fit do. I'm with when you because you don't delay in that somebody while you know said out at this hour side of of the country we're not elect to lame finish with us. Learn small that morning nine. Our shop alicia paalea just wants a woman starts now on make money. Now i want. I want you know. People inaugural lenham world puts the head for granted to lend them well. Those contacts say they won't go start the business. I wendy started one day. I started a business. The team no gold the way they think because they already miss miss some from the beginning apprenticeship ambi the best form of learning and i do. I didn't check check across some talks. You know say the eagles now mid jolly apprenticeship knighted. Anything would be any business related to assisted that people really lame and not be one year that they lend this. That's why the wants with duceppe alicia polly become like swings to lane on the stand because some Teach you it will take time step by step to take on last night now. Okay so now you don't start the business you don't do business since we need to plan for business if you do business for you to know. Say it'd make profit if you're not get savings if you get something after your expenses. Say maybe you don't say and then at the end of our weekly wanted check your buco profit inside because all right now for you to get profit margin people's degree so good right now the will wear the wrong business. I high by too much to do. Wait for you to make profits now. It takes aggressive and sometimes you goofy just puts big profit like that because it was to think of the your customers so that goofy to afford anything we do. Obviously yes we dane in into business for profits. What now wisdom name city everything you know goofy. Make all the money in one day so we would meet to plan when you when as a business best in most mitchell. Say you get savings then as a businessperson the with the economy being the will wear security goodwill where now. We're also advice in your planning for the year as a businessperson. Michelle see you put in insurance because that now one area where we never still fits take advantage of what some were forced to take advantage of. So you could put that one in place so now within one. Just talk about with that business challenges the quite all right. I'm sandra this one. You don't come back now. Your experience with people talk you know as they do business now. What's you hear you get and as you head them. What seen how you feel from within you wisdom be the advice. We will give your own from your own perspective. Okay we hear you. Business matab business planning. Would you talk about this morning. Yes i general now with. These people eaters january ninety teams. The as people did talk today. And if that's committee a surgeon arundhati best months because ninety beginning of the day. There's a me not be like that for me. Because now the monitor their on me two months we had city. Had a monthly meeting celebrates so for business planning for general like this day into business as the stats. Usa we just finished christmas. People spend money so as you cuts your business for the for january. You're gonna say yes. People never started. They do shopping shopping. It depends on what you sell foodstuffs. They always say guessing worst-off guessing. But what if you know the into foodstuffs you're not as you know the into food stops you're gonna say yes. He gets some businesses in our business again. When did the boom when the the monday high. So if you didn't business are generally just got so and you're kind of business. Detabe see people always the rush for january. You go get patients izzy. Get bitch say yes. If not say for fan borrego peak they will suffer suffering. They want on for you to mitchell. If you manage your expenses you go watch out your expenses Because they do the business matra noble feet inaugural spend money. I know we'll use money as they use that money. You go mind your spending you go to come easy with the spending. Because they were busy fed the returned. I sent the. Gimme the make the grew now because he deal so when you sit there spent you limit your spending so that you know control passed the money they make every month because if they do business like my sister talk if your expenses pass maneuver you they make for your business. Do not not their business. Because if non verbal little money before you know you know vp the interest of the capital them on you know fee depths so for this period as the touch you start your business small. Go get patient. Say this business group grew. I used to look around. The markets will take our markets when people they need. Now would it leads to your markets when they descend line. You will see. I don join. Take this supports. So that's you go feed the gets small seals on a daily basis. Take the mid stop doc. Lapses see this team where you descend bewitching people. They need now again look patronage. Now will that thing join them. You will see this fruit season now. Within mudgee eight footsteps offered season we didn't we'll does go. Go go by the attends. They're missing somebody drop by. Get cherry lego car bomb. Everybody delight cherry now more money but at the end of the day we say one thousand again own wildlife it will does by cargo photo shop so now on everyday maneuver does anti gun. You don't sell finish so actually the go bag indian back to before because the ad wanting to join up so like that you could take me to until the market stable because generally people need to me led to spend plenty of money because they already spent one day trump for christmas so for january they tried to balance everything mcnabb less deter me ideal k. Thank you and then what not do last night. I don't take the issue or radio on business. Well because kim not today ago i would okay. You see on this matter of business. Planning very very potent festa for mickie understand. Say everybody do business associate for this word guests on people naturally knock for them to walk for people to fit. Stint ninety goofy takes what that means they need to be staff followed up as a company for them. For the life to stabilize. Why psalm then then. They say they won't be be play a play by anybody not them to become a playoff liberal now so he'd be so india's of dependent of design which group i belong because if you give a millionaire tomorrow when in no no business equal fest run the business with the ten million and theory. Tom back to poverty midway titi millionaire. Go deal with passing. When whitney be wrong business elegant ten million go comeback as his staff on the go. Use them get modern sixteen millionaire so first of all know who you are ignited the defense business me the look at us now this business planning when media quick caution people about one know your expenses for businesses when already de assist new us. Spencer food and at the same time with you need to do to. What do they call business sustainability if you not defeat land and plan how you go feed this time your business. You know often eating. I know for this country their own business and you were quite clinch sheds everyday people they see. Say you d gough is rich. Ceremonial burial can't score with commu office. Talk a bit selfish but discovers invitations own. How you need today up ten social guidry's increase and dot the macos. They spent when we know suppose. So no when to put into your business and win not to name make me the quality offenses if any business. When he don't be depressing in no limitations crumble. I'm bankruptcy no money while you borrow tehran business and most forgets on t. When they don't call us he Nevada mark how much interest this month. I'm not up for does. When was that new businesses. I get okay for things when our weekly let them on this time or they're stunned and know what it capita is for you. The plan your business plumbing with your capita dividend necesary. Because the moment you plan business are both which you fear is then because the advice people if you most business for the first time most business with loan your planning should not be on loan. I for businesses punch on where people really quick on this taught businesses with loan and the problem because as you starts making payments festival for. You've not been able to get enough cost on mass windy. Could he do return on investment for you and because of that the issues so plumbing no win to ask for financial hit from financial institutions. So no just gotta jump anta twenty twenty one mistakes when people make last year repeated so as she took him when she did the management and in my winning day repeat want over and over. I need to get the same resort and resort. Make you group. Wd retired or look back and go forbid say the pedagogy anti sexual minus before your resilient recession so and then another teams nodded things. You need to avoid when you plan your business. Plum alongside with wooden are waiting. I need to avoid because part of planning if you love. We put them down. You know women on the espn about the issue of savings where we discuss on individual planning. We've discovered that quite. espn wounded. Say one you did take one two of last of. Id end of every month. You'll discover so you tell you he doesn't really mean anything you know. They say you spent you spent. I bet not do a collision condruct. They drop a now. You really amount of what they. Why were you drug. That saw land to know what to leonard. And then and then acid platinum avoidance joyner so it can help your business and then as a new business owner all planning business limits. Every show be went. Calm your bag every oshawa be when you buy our times you go. You know we say you stay back copied. I don't torture any So we're bloody business not be everything that comes your way not the every power every pancake. Every lotion on every foundation went on nap. The police oughta name mccan. Sometimes the gap problem civil civil servants. Get problem. you know when people does bring pay winnable when when payable when commerce just ecological to laura cooperative amid dawson. He doesn't use it. Not follow me. Come house mic. When they stopped me. Nobody seems a lotta everybody for office because at least ten of you wayne december kedah only wonderful most plan plan with their most ninety symptoms when he before businessmen not the same for you because now your sauce off incumbent so if all pay pay winnable become you dare tend to them you discover times. I remember the day branch you remember. I want to discuss this issue with this issue of living life. You know from office from house officials to get to the end of the houghton you inside your source of income so wendy. Sophie called the mid up the issue of using barrow to change because go up here so language corruption in the country. Goma's combat to that office so when you need to if you plum alongside whatever your source of is you always get library is like you said wanting to me. You said this what is very cheap replaced to live in. If holy on how to live your life you said to me one day. And i kept since then and is true. So i'm about quickly let us know is recognize opportunity alarm forehead but gum charles opportunity even though when i won't give again more recently. Carry more around Mr big kid. Now one my wendy ready get a lot of money. Yes i missed the anytime episode. Now some people go song to says to your own ward when i pick from just doing the dusty period. That didn't have you on high rise ridge. We ain't so tim. Check your checkbook. Give the lid winding com. You said tick right what you want legislation. That is not what i'm asking you. Ask them against the. Please tell us how you monday. Dr you returned the book butter. I'm by say right twitter. You want the lady return on. Dr acid walk talk again question. You little is actually what you have just done is what's have always make people to be poor that we're not taking advantage of opportunity with have eligible. Look business opportunity do during Kuro last year we talk. Say bring up some people along gets number about been in this game but were is secrets about it is that does went there. Is we open now. Deputy not lost dot time. The our businesses take food up so more as a business owner as you are plumbing open on of opportunity anytime you quickly recognize. I'm i tell you the truth. Even if you had some losses before that is opportunity for you to recoup losses and then moved beyond the level where it opportunity they always increase businesses and so the pats winner will quickly let us know profit moment in us seven to enhance businesses and then over commend todd physicians and double taxes. Now part of your planning how you make sure you know somebody. They talked to these five fingers. Start for something to nobody doing. I wanted him by one of the things i want him. This on on on the mid something by one of the team. What can i take from you. Say no is the way you get to a particular environment or whatever you're doing no you're deuce and don't and then new your rights when people are taxing you in businesses. If you don't know you're right you keep paying unnecessary money. But if you know you're right it will help save a whole lot of money. People duping you from because people can come if they do how did they. Don't you see schwab. Tax force disbanded taskforce over and over reorganize on disbanded in most cases. Most of those guys. They take advantage because they know you don't even know what what what they came for. I'm because of that. The advantage of it. What people here. I go to come. Rich will take opportunity to take. Michaud will with people when they come back. We'll take this market. Okay not good money. Good deal my name not bedrock. Oh cool duga. At present aaliyah's insurance company. Now one of the been. Give insurance company People properties on even life the caveat to make sure the kiss of any eventuality people ask asa he sa for demata. I wanna talk on some various insurance policies. We each individual or any drafi peak. We'll get more to insurance. We get life insurance. We get mirena insurance. We get group life insurance policy without winning that you might be nicer call assurance if not for protein. Then be sure us so this issue as police. We feast the peak for cash moustache. Decorating say dave very expensive but in all actuality expensive and they walk biz on the value of your car whereas up as kind of one million and we age maybe not eighteen or twenty five years old at this gu. Petri five percents without any discounts but now forty five years or female insurance company. Give that placing our own. And i want to go with. They give these fifteen percent discount though mitchell. Cad simoni wego positive moment week will be so for kaya. Sharon nauseated Donna to cover the autopsy. You did drivers who now and dr insurance covered. You adopted notes you so any damage dot com night. I want to go pick. Nobody damage oil own car. So i'd address people take compressive to ensure us we're also Ted patchy cova. So he will you on kovac your dad passing no-one. Id region sheriffs with able to to you. Fifty two only sure us With books movable on item your tv your phone your laptop or your plants. Are those little arab outgoing house. It kinda So the classified. I want us non. We boo tinged to insurance. Colorado rates will pay kovar those particular teams know basic. With this tawdry. every will cover. I was discovered now. would go cobra shop shop local. I was talking about marine insurance. Won't our people did bring things from do insurance company. Also the caveat. Those teens become kiss. Anything happen for this. I see you know. Say for example. If you lose your face. I see i you know kobe gets i come back in august. Diva's week we'll send me that. He's i bring your cost. We don't think others guy montag the hot so will go to jews the value of which you get. Sharon's company figures not witty. Don't loss and also i go see like to talk about group life insurance for companies it will people do also soon meeting in all of those particular arrangements so county is free hop on. Betsy died and before you knew the people that do forget. It won't get the money to this capacity. Finally i see yellow tape. Who knew we we with you on all of doctoral the city finally fast money number but we should ask if you do group life. Net hopwood to that particular group. Why betsy for insect nine company nine pickup dot particularities possibility. I make sure see Okay so now. Some of the benefits of about insurance also travel insurance mislead. Wow you travel outgrowth so people because they will before entry blamed for if for seek as long country not add on the wounded. Get sickness so you should ask legal value a hill to make ask you the land kiss. You lost your baggage you kiss. You get delayed. Flights warm dj around sculptor with it before the flight. So people did for not delete before the company wanted our team So he gives off all those which riley tease insurance company. Your travel ensure us now for laffy sheriffs gets endowment blood or michelle. And he wants to know witty sarcastic contain ghoulish to grant you will see call my number nine zero one three four nine two two nine four one zero eight one two three four nine three two nine four michael d we put colon not it won the new for the night today tonight for on demand. Bedrock okudah represent aaliyah's insurance. My people now well done all right. I will come on back. Told you for me with who. And that's not a message from the people we put. Unfold are For this month of january. Alright so we're talking about planning for business So that we know go bankrupt according to or gadio because nobody did go into business making profits so you you make you call in now so that it was still give us your own advice. I delight to win where we'll fix. I'd like to live a detailed as you from smart students at the lynn from them. Zero nine zero three nine three nine nine four five four and number. Where if it's a call in to the studio and for the what's up zero nine zero five four eight three one one. I called the number game zero nine zero three nine three nine nine four five four planning for your business the way to go so that tomorrow. We'll be right back hostage name. Okay dan thank you. Good morning. Good morning sounds like wasn't that other people have except they won't not there. Don't go thank you madam. Unicef from something. I walk win which means business people will want. Those are busy training for the goal points. Now would elvis every day because he should be saying if you go for training like physical people. They do not. How got this or you go the failures when he gets you. High tech make mistakes you go no higher. You go now part of every single teacher but if you call in half and if you know freedom before you camotes secret gobble keep from you. I will let you woke up comeback. You risk about dog our question. So the matter people not finding they went and saw of minneapolis. give them small contracts. They don't all gaba by an insider will go make because they finish zero nine nine hundred nine four five four. You know called uncle okay. Somebody added discuss with somebody. I non depends on me a little money. Yeah melissa okay. You're eighty quality from onto to hear from you and your program. The alaska mall will give you. Will you contact us with that number. thank you. We'll give number after the end of the program about we'll give i don't go contact us. Yes yes but name yes. We also talks inaugu. Mckesson gets an and then for the civil servants not culture somebody best. That'd be you feel approve for you to ads. Not so we'll talk one day to mama. V housing. I did on my route. Talk not walk to am i. Yes you do. Full rural wendy. If by chase creepy because of disco v nineteen mcreavy schoolteacher knuckle. There will be what wendy money warmer quantity. My treats so sort of gift you put down for listening to you. Went prizes could be. I was just seen that. When i would be nothing to a so mine. Petrova to according to data appropriately made will rueful and nick where the on listen for voice opposed deep. So when you get law will want you do about look at the final back to support your safe. Because thirty east easy full of my when i hear and i used to the team the feet for your four because of cuvee nights and walk more jotted. Nick years gives you for tomorrow more so we try mic with the ads new. Walk one win for because this country. We're going to rookie not to also tonight not do not. You don't see part of the airplane talk. It said he'll supplant plans to feel so for anything waited at the beginning this january. Okay this not twenty six now It almost over but we still get some days for us to plan because if they will where the beginning take be. okay. I know say does oppose. We believe in miracles. But if you if you're not read if you're not prepared for wendy mccolm you feel yes just like you did talk about say opportunity now to where where com- if you're not ready for the opportunity you miss go mister miracle so this planning is very necessary both for business people and does as long as the money what i be walkout. Will i be civil. Salvanto planning how you go take manage your resources. They're very important for the beginning of the year. Cigar predator will come. You know saturday tennessee. When this holiday ingo in agree from beautiful i get from so office is not like that. So including from now an opportunity. Yeah money money money. Hope i three nine three nine nine four five four nine zero five five eight hundred. Federal nicholson read from a custody. Call you friend bill. You logon seem familiar with the other guy. Not move at my own shops up. My good morning moaning. You got the best goal university. It is money for people you want me. You will back to the issues coach. The talk you buy a daniel alla alla online of this scene was talking about allah nasty parts of bradley. La they go on the way people would not know the power we get because you way they do business without me with a do business. The government gets money tall told committee new. Get money without. You would do business with the do business. Also where they walk in. And i love with money money again so now business news and the very first to one women star fred. Ask me taken last. Because i take the headline of my just due to go into the belly of that matter and the mata or i take this woman chris business news today end that is standard organization of majoria. The ask for policy when they won't fit take their repair treat substandard goose when the entire nigeria or destroy them the power when they take the return and prude's his petitions when they do to bring fake fan. Fake these big that internal andrea. See right now they want federal gonna give them a policy on empire to empower them. See if they see me on the team back to where for the so. That may be get stunned. That prude nancy Finally did on the record this country oh. Cbs don't finally the talks. They won't band. People wounded default went so pulled the due to the expertise. Wendy supposedly do. Dr larry mutants when would agree. Drew deer remittance. Say say they won't them from international businesses five hundred forty four suspected dibella. This being an expert not the when they do remittance for our nine dollars. See the warm bonding from operation. Kind of people killed four socks suspect they who over sauteed droves when they seize for inside new states people winded. They do a petition of drugs. Heavy heavy medications when government. Don't buy and like all those kinds in the misbehave in nagorno people wendy. I raised my five hundred. Forty four for just bonus takes and part of demata their countries and say he they make them they reach the are just apply. Not too office. Bound twenty So most disappointed do or this kidnapping whatever they do and these people not to businesses we despicable five for forty four passing ninety risks. To make sure say these drugs nobody the country again This one your mind storied say one past off phone those state save one baby which ten thousand i wouldn't pay by. Check the mama. Seventy s he saved the chide with ten thousand by buying the from the modell. Anyone go kill yes so waiting happened. The when you entered the mato say the woman say since winning in get the ballet the demand ninety bugah change repair of winning pregnant and econ confidently go won't please midday washed eating commode dr conscience five thousand five hundred five thousand in coffee raise five thousand by finally combined so the kennedy the won't for deleted the st remain nine a bra the gabbara darrang pass does not much just won't go do ninety. Okay rush mitten. Say what do you want. Do say no discharge make walk so now accepts. Okay give me seeing them in the anybody is okay sell out for me. The of compete ten thousand colletti child from return back to take care of detroit yes Then mytalk win. And we'd be the first news they here. This refineries when shut down for about fifteen months seats forty-six julia windows shot for fifteen months. Don't lose one hundred and fifty nine point zero eight billion naira. How how name demata. No the we don't discover see. Nigeria gets four refineries to four attackers. One for worry one for kutner this refinery the get to the call for five hundred on forty-five oak forty four thousand forty five thousand embarrassed when you combined. Td to get forty five thousand barriers of all year. They supposedly theory fine on daily basis. Mccall reach to the point. Say this for this for refinery. Knock-on condi walk knock-on to function and within the unfunny of nine. Pc on their own nine to dyscalculation bets from the check check. We couldn't discover say the money we pass. That amount now nigeria. They use if you check the puck barry when you really use them. Do check with team do that. Supposedly get every okay this one. The co from july twenty one thousand nine hundred september twenty twenty nine coalition gopher and this coalition the data collection. Nnpc bait for around forty five thousand barriers pas de ninety put together this refinery. Supposedly refined for nigeria. And you know how many million dollars i mean many million litas that same amount to the barrier. Ideally barry was supposed to give you more than hundred one one thousand tests and when you combine many million litas bets. Look at from here. You'll see say cut refined alone for twenty nineteen lost over fifty eight point nine nine billion naira say now lee in google gano suppose they refined plenty one but because they do for the northern part of the country's bishops the issue of us insurer takata karolyi pass not too good alost do songs and when you can check down here to worry. Tackled one of them. Lost what point nine nine billion one one loss forty five point one zero billion naira all of them ninety nine zero so by the time we put them together they think we passed the one hundred and fifty two point zero eight billion naira now because the country no dairy final or daily basis ninety s refining bill on daily basis now if on daily basis. This is what niger is losing. Non multiply be fifteen months multiply. How many years now winner at refinery never walk so it means that budget us who we don't lose because disillusioned for fit empower the country without the good borrow from august moon. You don't you don't explain the policies and then produce city planning yes. He landed on produce so largely now depend on a petition offer. Dial reason if you check the analysis can't discover say it what team that it takes do partition multiplied this times. Naby ten years on we. Do you suppose get for financial. Yeah we get back. I'll get this one. Maso dig upside down. Yeah people monday. Change with my money in the united states. Dala the we've gone by for four hundred seventy two naira and then you cell phones. That would Postal the for six feet by four six hundred thirty eight in iran for six hundred. Forty eight naira. You buy for five hundred dollars mayor for five four hundred eighteen era so five zero again for us. We can seventy five mayor on sale for three hundred eighty. Two five hundred zero united arab emirates won't draw tattoos era and say for one fifty so remain ganja cds not on yourself for dinner dot com. Move on top of seventeen now. Don't call blessed patronage for the week increase from here to gonna seventeen iran on sale for eighty two naira camarena's seven hundred fifty hundred to by several hundred eighteen era to sail banana republics. Here's a eight hundred forty iraq to by yourself for eight hundred and sixty five naira. Chinese yuan sixty nine by seventeen hundred to maduro now sued the money they change with the love for money today for parallel market call black markets. All right my people don't hear from that side of madame quickly quickly give us oh markets markets. Walk up to the a redundancy plan has and ask if not blow. It would depend on people rice and we get. The rice is to serve on thousand employees. We're we're bunnies vanishing more new food for two thousand four bug way robot one thousand five hundred corporate one fourteen one engine right now you d drop do would be i cheap for market now and then jared did for markets not they just want a federal go for twenty two thousand assets a inside their last week. Simple drink to one thousand five hundred or up by now won three copa wanting it depends on you for by sunday sale once wayne tennessee are people go to. They'll lose the whole laminar conduct a combined. Cement comedown yes. I don't the routine nasty boot. Lead dropping never really destabilize. An to each as remains didn't thousand people these stupid by this point this why talking. I said calm down. Calm down from you know the on cement when you check even the markets reach you discover the price for gonna see differ from the price for nature even with the change is very white still working very sorry no for into want as on five hundred rebel cope one ten all been score. Razek condom beans. Now look up beans. Five thousand robot nine hundred eighteen narrow wide being ninety five thousand robot. Nine hundred coke eighteen era why beans which three thousand or by one. One called nara below new umbrella. Don't comments new one so one thousand six hundred one six thousand five hundred mellon one thousand eight hundred. Four hundred million co one fifty. Why engine mellow is on. Two hundred hundred grand audio not wrong helped me move. It don't claim go thirteen thousand seven hundred narrow twenty litas so for lita now you be four four four three thousand nine hundred so now Ever brought to the big one they go for one thousand three hundred red lion now for twenty five liter not twenty three thousand three thousand five hundred gary. Eleven thousand landline. Now one thousand nine hundred seventy seven two thousand and the markets were for you week for today. Es people here we talk since not planning talk about sense. Remember i nine meets. 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