FROM BAGGING GROCERIES TO MONEY MOGAL: The Art of Sales Alistair Edwards

Episode Transcript
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Speaker 1 (00:00):
Hey, hey, welcome to Confident you Podcast.
Hey there, Confident you,marian Swingler, here, honored
for you to take the time toinvest in yourself.
Could you just let the peopleknow who you are?

Speaker 2 (00:16):
Well, most definitely Alistair Edwards.
Humble background, right Bornin England to Jamaican parents,
the name Alistair simply meansdefender of man.
Grew up in Jamaica till I was14, moved to America.
When I was yeah, right, at 14,moved to America and started a

(00:41):
career with a grocery storechain public supermarket.
Started bagging groceries andworked my way all the way up to
management and ended up runningsome of their flagship stores.
Did 27 years with them and then, part-time in 2003, started
working with a company calledLegal Shield where we do a legal
and identity theft protectionbenefit that we provide as a
service to people.
And then, about seven years ago, started my own company, Stair

(01:06):
Steps LLC, where we do salestraining and coaching.
And that's the quick version.

Speaker 1 (01:14):
And that's the quick version.
Let me tell you, ladies andgentlemen, boys and girls, boys
and girls, he is very humble.
Listen, I am talking to someonewho actually has trained over
10,000 people and they haveraised $12 million plus.

(01:35):
You said humble beginnings.
What do those look like for you?
You know?

Speaker 2 (01:43):
I'm blessed.
I was blessed to be raised byboth parents.
My dad was a blue collar work,I would say.
He was a general manager withBlue Mountain Coffee in Jamaica.
My mom was an entrepreneur.
That's where the entrepreneurspirit came from.
She ran a variety craft shop inJamaica.
So from the age of I don't knowfour or five, six, I was behind

(02:04):
the counter collecting moneyand doing customer service there
on a daily basis.
And then we moved to America youknow what I mean and my dad
took on a job with the 7-ElevenCorporation and I remember he
never had a college degree andso, even though he was very

(02:36):
instrumental in making storesprofitable, I remember him being
broken because he was alwaysheld back from a promotion
because they said well, youdon't have a degree.
You know that was their excusefor not promoting him.
So they used his knowledge andhis wealth to get success out of
the stores but never gave himthe opportunity to run his own
store.
And I remember that stuck outwith me and it was very adamant
for him, for me to get a collegedegree.
He was like you're going to geta college degree.
If nothing else, you're goingto get a college degree.
And so I did what he said.

(02:57):
I went and got a college degreeand ended up working 27 years
with a great company, but as Iwanted to move higher up, the
college degree didn't help methere either.
Right, I didn't know the rightpeople.
So, you know, it's just the wayit was.
And that's when I came acrossLegal Shield, and it was an
opportunity for me to make myown decisions, write my own

(03:21):
schedule, and there was no capas to how much I could make
Right decisions.
Write my own schedule, andthere was no cap as to how much
I could make Right, and therewas no.
It was all based on performance.
So getting promoted or makingmore money was all based on
performance.
No one could stop me from beinggood at what it was.
If I chose to make a hundredthousand a year, I could.
If I chose to make a million ayear, I could Right.
So it was just based onperformance.

(03:41):
And so that's why I've enjoyedthat.
And then seeing people strugglein sales is why I decided you
know I definitely that'ssomething I'm very good at I
should teach it, I should coachit, and so I've done that, and
so I've coached several peopleto our six figure income and and
given them their time, freedomand residual income into their
life, and so that's that'sthat's what I enjoy doing

(04:04):
freedom and residual income intotheir life, and so that's what
I enjoy doing, that's what youenjoy doing.

Speaker 1 (04:14):
You started out at your mom's store, so you said
that you were in sales I guessaround three decades, but it
sounds like it's been muchlonger than that.

Speaker 2 (04:21):
Yeah, well, it's just , you's just good.
Customer service was what I wasalways taught.
Take care of the customer,manage your books meaning know
the difference between netprofit and gross profit.
People always say I've made Xamount of dollars and then when
you really take all the expensesabout it, you realize they're

(04:42):
in the hole.
So it sounds good.
But if you don't know thedifference between net and gross
, you know which is something wearen't taught in school.
Really it can it can backfireon you.
So that's one of the things wemake sure people that are in my
master class and trainingclasses get is the fundamentals

(05:02):
of understanding their what Icall their profit and loss
statement and how to increasesales to make sure that debt
profit is bigger.

Speaker 1 (05:11):
Okay, if there's one thing you can remember from
working that counter as a child,that's carrying you right now.
What is that?
One piece of advice.

Speaker 2 (05:26):
Always leave, Always have them leave as a happy
customer.

Speaker 1 (05:30):
How did you do that?

Speaker 2 (05:33):
I always say to people never sell them what you
want to sell them.
Sell them what they want.

Speaker 1 (05:41):
As a child.
How old did you start workingthere?
Six, seven, right.
So as a kid, what does thatlook like?
Because by six or seven, to meI don't feel as though you're
tainted by the things that youget as you grow older going

(06:01):
through the school system andjust getting older.
As you grow older, goingthrough the school system and
just getting older, I don'tthink you're as tainted so as a
six and seven year old what wasthe thing that you would do.

Speaker 2 (06:13):
It was more so watching the way my mother
interacted with her customersyou know what I mean and seeing
how she was very careful aboutmaking sure that they got
exactly what they needed.
She was very careful aboutfinalizing the sale making sure
hey, so are you sure this iswhat you needed?
Have we did everythingcorrectly?
So when they walked out, sheknew they were a satisfied

(06:35):
customer.

Speaker 1 (06:36):
Right.

Speaker 2 (06:37):
And then, of course, transfer to working with public
supermarkets and in management.
You know, I'll never forget mybest district manager told me he
said Alistair, if the customerwalks out unhappy, you might as
well just walk out with them,because they're the ones that
pay your check.
So if we lost a happy customer,just know we lost a person,

(07:00):
that's.

Speaker 1 (07:03):
One second.
Let me see what's going on.
There you are.
If we lost the customer, justknow that.

Speaker 2 (07:10):
We lost you.

Speaker 1 (07:14):
Okay.
So this is at a time wherethere was no social media,
people weren't getting canceled,people weren't going on
different sites and and justmaking comments on your service
or the establishment that youworked in, and this was already

(07:37):
in place as a mindset that ifthere's an unsatisfied customer,
you might as well go with them.
That's how much they valuedtheir customers.

Speaker 2 (07:48):
Yeah, because the customer is the one that pays
all the bills.
We don't.
Your customer pays your bills.
It's the income that youreceive from your customers that
helps you pay for moremarketing, more advertising,
pays the salary of youremployees, pays your light bills
, pays your rent.
If no one is coming into yourstore, your employees pays your
light bills, pays your rent Ifno one is coming into your store
, your establishment or you'renot moving any of your product,

(08:08):
your courses, your services,whatever it is you sell, whether
it's a product or a service.
If you're not constantlyfinding a happy customer, your
business is about to crumble.

Speaker 1 (08:18):
Your business is about to crumble.
So the old saying, the customeris always right.
Is that something that youwould say that businesses should
live by?

Speaker 2 (08:31):
Most definitely.

Speaker 1 (08:34):
The customer is to what extreme.

Speaker 2 (08:38):
I mean as long as they're not coming in and
disrespectful to you or beingdisrespectful to your associates
.
Other than that, if they'recoming in there to make a
purchase, you should make surethat they're getting what you
promised you were going todeliver.

Speaker 1 (08:51):
What have you seen in businesses that start and then
businesses that are still goingon?
What do you see is thedifference?
Because I see a difference whenpeople start a business and
then, as people continue to goin business.
Do you think that rule is stilladhered to?

Speaker 2 (09:09):
Well, think about it.
If you think about, let's,let's name some brands
Chick-fil-A, what do you thinkof?

Speaker 1 (09:15):
Ah, my pleasure.

Speaker 2 (09:20):
Public supermarkets Same thing Customer service
Right.
Public supermarkets Same thingCustomer service Right.
They're all customer service.
All the companies that havebeen around for years, that have
God knows how many franchisesor locations across the country,
why are they being able to openso many successful locations?

(09:40):
Because in every singlelocation there's a set system,
there's a set standard ofcustomer satisfaction.
So, even if you're a smallbusiness, you can go into any
city and most people will say,hey, you got to go eat here.
Nine times out of 10, there'ssome great customer service
going on there, unless the foodis just that good that they can
ignore customer service right.

(10:02):
Most times out of 10, there's acustomer service level there
also, or an experience.
There's an experience that thecustomer has to, where they are
bold enough or excited enough toshare that information with
somebody else.

Speaker 1 (10:17):
Bold enough and excited enough?
Is that what you should want toleave your customer with?

Speaker 2 (10:25):
I want my customer to talk about their experience
with me.
There's nothing better youcan't.
No advertising dollar is goingto get you a return more than a
customer that's satisfied.
Even if I advertise my business, I still got the person here in
the commercial has to think isthis really as good as he says

(10:46):
it is, or is he just saying thisfor the commercial?
A satisfied customer knows itwas good.

Speaker 1 (10:57):
They've had the experience.

Speaker 2 (10:58):
So wait?
The goal is to make sure anyonethat interacts with you has an
experience to where they say youshould work with alice there.
You definitely want to workwith this wiggler right, you
definitely have to talk to her,get on her podcast.
The experience has to be sogood that the person that is
experiencing it is actuallyexperiencing it, wants to talk

(11:18):
about it in a good manner theexperience has to be so good
that the person that'sexperiencing it wants to talk
about it.

Speaker 1 (11:27):
So would you say that this, this is amazing because
we're in a digital age, we're insocial media and just and
that's how advertisement is kindof changing, is kind of
changing.
Everything is morphing intobeing more into the individual's
hand, into those small businessowners.

(11:49):
They can buy for more eyes tosee their business.
But what you're saying remindsme of way back in the day.

(12:11):
Word of mouth was how everyoneI mean everyone found out about
Jesus through word of mouth.
It was word of mouth and peopleare still talking about him and
it's for the most part.
Most people are finding it tobe a positive experience and
have not been with him.
So you're saying it should beinfectious, where people are
just constantly speaking highlyof you.

Speaker 2 (12:34):
Well, even in the social media work, the people
that have the big followings arethe people that had somebody
who experienced or like thatsaid that shared it.
Yeah Right, that shared it.

Speaker 1 (12:44):
Yeah.

Speaker 2 (12:45):
Right, you had a.
It's so, for example, themulti-level marketing module,
right?
So, for example, withLegalShield, there's a network
marketing model.
It's a business that I'm a partof.
I always say to people ifyou're working by yourself,

(13:06):
right, year one of you workingby yourself, the only person
getting paid is you, meaning youhave to go and do the work and
when you punch in you get paid.
When you punch out, you stopgetting paid.
Year two guess what?
It's the same thing.
It's you.
Year three, year four, yearfive is the same thing.
On a W-2, on a job In networkmarketing, they're saying look,

(13:29):
you learned the business.
And year one, teach two otherpeople to do the same thing.
Year two, you now have three ofyou, you and the two people
that are now each teaching twoother people to do the same
thing that are now each teachingtwo other people to do the same
thing.
So, year two, you're workingwith three plus six, that's nine

(13:52):
people.
Year three, you're saying tonine people, we each are going
to get what?
Two by year five, you're in thehundreds, if not the thousands,
that you have working on yourbehalf, leveraged income.
But it all started with the oneperson that had the good
experience that was told to gettwo people and help those two

(14:14):
people have a good experience.

Speaker 1 (14:16):
Get two people and help those two people have a
good experience, because thatgood experience keeps the people
coming back and telling otherpeople to come back.
I love it.
I want to know now, that wasthe customer's experience.
You just went into the actualperson that's doing the sell.

(14:37):
That's who you just went intoTo be a good salesperson.
What would you say are the topthree characteristics and why?

Speaker 2 (14:50):
Faith Right.
And here's why you have tobelieve that you will be
successful in what it is thatyou're selling.
Two passion you have to have apassion for what it is you're
selling, meaning you have tobelieve that what you're selling
is actually going to be abenefit to your customer and

(15:12):
you're excited to know thatthey're going to have that
benefit.
And I say mission driven andthat could be different for each
person.
It all depends on what yourmission is right.
Like I know, the reason I'malways talking about Legal

(15:33):
Shield is because I know itgives people access to attorneys
24 hours a day.
So I'll never forget.
I did a presentation one andthere was a lady in the back of
the room with some tears in hereyes and she came up to me and
she said Mr Edwards, I only wishmy daughter had had that
membership when she was pulledover by the police.
It was Sandra Bland's mother.

Speaker 1 (15:55):
It was who.

Speaker 2 (15:56):
Sandra Bland's mother .
So I don't know if you'refamiliar with Sandra Bland.
It was the young lady that waspulled over in Texas and officer
ended up taking her to jail andthree days later she was dead.
For a simple traffic stop.
Yes, right, had she had anattorney because she could have
spoke to during that trafficspot, she probably wouldn't have
been arrested that day.

(16:17):
You know what I mean.
It's just different situations,and so knowing that you have
something that brings that typeof value and knowing that there
are people out there that don'tknow it exists, right, that's
something I'm passionate about.
Somebody else may be passionateabout cookies.
My cookies are so good that I,when I see somebody eat my
cookies, their face lights up.
I don't care what it is, but ifyou're selling it, you have to

(16:38):
be passionate about it.

Speaker 1 (16:40):
Right.

Speaker 2 (16:41):
Because if you're just doing it for the money,
there's going to be days whereyou don't make the sale, and the
lack of the sales will make youthink, ok, this, I need to go
sell something else.
When you're passionate about itor mission driven about it, it
doesn't matter what the outcomeis, because your goal is to find
the person that needs it,that's going to be excited by it

(17:01):
, or or or get the results youwant them to get from it.
So it's more about finding theperson that it is about making
the money.
The good news is, if you'repassionate about it, you'll find
more people that need it andyou'll end up making a lot of
money in the process.

Speaker 1 (17:16):
Right.
Because you're providing a need.

Speaker 2 (17:20):
You're providing the need, yeah.

Speaker 1 (17:23):
OK, so I'm not going to lie.
You brought up cookies.
I like cookies.
Why would you do that?
But it's a great segue becauseI'm eating fruits and vegetables
right now.
Why would you do that?

Speaker 2 (17:37):
Why would I do that to you?

Speaker 1 (17:39):
Yes, we're going to make a great segue into branding
.
We're going to make a greatsegue into branding Because, if
you have that product you werementioning that passion, that
passion for what you're doing,that passion for what you have
as a service to people, as aproduct to people what would you
, how would you say that should,how important is that to your

(18:02):
branding, for your business?

Speaker 2 (18:06):
Well, you, you want to be known for whatever it is
you do Right.
So you build your brand aroundwhat it is you do or what you
inspire others to do, so thatway, people know that you are
known for that Right.
So you name certain things andyou think of certain people
because they're branded to thatRight.
You think of basketball, youthink Michael Jordan, lebron

(18:31):
James Right, because they'rethey're they're branded towards
that Right.
So it's all about making surethat people understand what it
is you do and that you're veryclear on who you serve.

Speaker 1 (18:43):
What it is you do and who you serve is how you do
your branding.
How do you then take thatbranding?
And when you walk in the room,how do you then approach people
or let people know that's whatyou do?

Speaker 2 (18:59):
So I always say to people I said first thing you
need to understand is what is myproduct or service?
Right, that's a question everybusiness owner needs to ask
themselves what is my product orservice?

Speaker 1 (19:11):
OK.

Speaker 2 (19:13):
What problem does it solve?
What problem does my product orservice solve?
And then the last question youneed to ask yourself is who has
that problem?
And then the last question youneed to ask yourself is who has
that problem?
And then your objective is tofind the person that has the

(19:34):
problem and connect them withyour product or service, because
your product or service is thesolution to the problem that
they have.

Speaker 1 (19:38):
So you're telling me anybody who has cookies right
now and call me and I can helpthem solve that problem.

Speaker 2 (19:47):
Oh, they've been solving your problem because you
have cookies, right, yes, soyou'd be helping them and they
would just have an automaticcustomer.
So if I was selling cookies, Iwould find out where all the
cookie lovers are or who.
Right, right, right, I'd beposting about cookies.

(20:08):
What's your favorite Oatmeal,raisin or chocolate chip?
That would be a simple post.
Do a survey what's yourfavorite Oatmeal, raisin or
chocolate chip?
The people that like cookieswill start answering the
question.
The minute someone answers thequestion, you can now go in
there.
Dm.
Hey, I heard you like chocolatechip.

(20:28):
I got two for one.
Right now I got a double.
I got whatever.
It is right where.
Would you like me to ship thatto you?
They're the best in the country.
Now you have a customer youjust had.
A simple survey would be agreat lead magnet, because
anyone that picks either or issaying I like cookies, someone
who doesn't like cookies isgoing to be like I don't like

(20:49):
either one, I'm not going totouch it.
So you've just narrowed downyour funnel as to who you need
to go after, because the peoplethat want your product or
service have let you know that.

Speaker 1 (21:01):
The people that want your product or service, because
the last thing you said is youneed to know who wants your
service.
How do you determine that?

Speaker 2 (21:11):
Well, it all depends on what your product or service
is right, and then that's whyyou figure out what problem does
it solve?
And then you find the personthat has the problem.
So, for example, and dependingon the product or service, it
could be a variety of customers.
So, because I'll just useLegalSheel as an example, so
that's the product that Ipersonally market and have done

(21:32):
quite well with, but it'sbecause it solves a lot of
problems, if you are elderly ordealing with elderly parents,
you're going to need a will,right?
So I know that I can speak topeople who haven't updated their
will yet or that are dealingwith an elderly parent and don't
want to pay $500 to $2,000.
They would much rather pay 30bucks a month and have that

(21:54):
thing done for them for free.
That's a nice customer.
I also know that one of mytargets is parents who have kids
that are getting ready to gooff to college.

Speaker 1 (22:06):
Yes.

Speaker 2 (22:07):
Because I always say look, if your child was away at
school and they just happened tobe in the wrong place at the
wrong time with the wrong peopleand they were to get pulled
over, questioned or detained,who's the law firm that you have
on retainer for them to callNine times out of 10, if they
don't have a LegalShield member?
The answer is we don't have one.

Speaker 1 (22:26):
Right.

Speaker 2 (22:27):
Right.
So I always ask what is it thatyou have in place to protect
them when you're not there toprotect them?
Wouldn't it just make sense toget a LegalShield membership for
$29.95 a month, which willcover you, your spouse or
significant other and yourchildren, even while they're
away at school, to where, if anemergency situation comes up,
they can have an attorney on theline immediately?

Speaker 1 (22:51):
Yes, that is.
The response to your questionis definitely yes.

Speaker 2 (22:58):
Yet to meet a parent who says, no, I don't care about
my kid.
Right, if you've, if you'reinvested enough for them to go
away to college, you're going toinvest 30 bucks to make sure
they're protected while they'reat college.
Right, right, right.
So for the college student whocan't get their security deposit
back, they can call the lawfirm.
The law firm write a letter ontheir, on their behalf, and
demand double the payment.

(23:19):
Right, because that's whathappened to one of my clients.
Right, they held their securitydeposit past 30 days.
Law firm made him pay doublethe amount for holding it that
long.

Speaker 1 (23:29):
Right.

Speaker 2 (23:29):
Right, a simple letter from a law firm that
didn't cost them anything extra,right?
So if I know someone hasteenage drivers in the house or
drives like teenagers, I can sayhey, I know you.
I'm sure you agree that we paytoo much for car insurance,
would you not?
So if you were to get a move-inviolation, that means you get

(23:49):
points on your license, whichmeans your insurance would go.
What wouldn't it be, wouldn'tit be good to have a service
that, if any move-in violationwas to come to you or anyone in
your family, you simply justtake a picture of that move-in
violation with the app on yourphone.
Hit, it'll go to the law firmand they'll have an attorney go
to court on your behalf, andtheir main objective is to make

(24:11):
sure there are no points on yourlicense.
And it's not going to cost youanything extra.
That's what we provide.
So it's talking to the need ofthe people that your product or
service solves.
Okay, I'm not going to go talkto people who don't have a car

(24:32):
about speeding tickets.

Speaker 1 (24:34):
That's not the right person.
Right, that's interesting.
I'm only taken aback becauseInsurance is talked about, real
estate is talked about.
Real estate is talked about,but protection of life outside

(25:00):
of health insurance, that's nottalked about.
That sign what you're speakingof is protection of your life,
essentially.

Speaker 2 (25:08):
It's everyday things that happen and here's why it's
not talked about.
The average attorney right nowis three or $400 an hour very
minimal.
If you're in New York you'retalking $500, $600 to $1,000 an
hour.
There are very few people inAmerica that make that kind of
income.
An hourly rate of $100, $500 anhour.

(25:31):
Hourly rate of $100, $500 anhour.
So if I get a $300 speedingticket, very rarely am I going
to go through the Yellow Pagestrying to hire a $500 an hour
attorney to go to court for mewhere nine times out of 10,
they're going to be in court forat least two hours.
It's not worth it.
We just pay the ticket and thenlet the points go on our
license and then we pay theinsurance, the high insurance

(25:53):
rate on the back end.

Speaker 1 (25:54):
Right.

Speaker 2 (25:55):
But when you have a life events legal plan, you
don't have to worry about thecost because your monthly cost
covers that for you.
It's collective buying power.
What I mean by collectivebuying power how do we get top
ranked law firms to do that?
How do we get top ranked lawfirms to do that?
Because in every state we haveone set provider law firm that
agrees to be the providerattorney for every member in

(26:17):
that state.
I live in Georgia.
In Georgia we probably haveabout 85,000 people that have a
LegalShield membership that payanywhere between 14 bucks a
month, depending on how longthey've had the membership and,
if they got a business plan, upto $199 per month.
The law firm is getting a thirdof every payment on the 15th of

(26:38):
every month, so they're beingpaid millions every month to be
the provider law firm.
So when you call in, it's okayfor you to just pay $30 because
you and everybody else in thestate are paying them millions.
So now we don't have a problem.
The law firm doesn't have aproblem providing you the

(27:00):
services that you need andthere's no need for them to
charge you three, four or fivehundred dollars an hour because
they've been paid by thecollective.

Speaker 1 (27:10):
They've been paid by the collective.
What about if you have abusiness?
How does that benefit you as abusiness owner?

Speaker 2 (27:18):
Same thing.
The business plans will coveryou with contract and document
review.
It will write debt collectionletters for you.
So if you have people that oweyou money, right, I always tell
people, if you have a client,that you are having a vendor
that you're having an issue with.
If you write a demand letter onyour, your yellow pad and send
it to them, right, that lettergoes to customer service.

(27:41):
That same verbiage on a lawfirm letterhead coming from an
attorney goes to their legaldepartment.
It's a different response.
I can tear up your letter.
It'd be very stupid for me totear up the law firm's letter
because now I have a legalsituation.
So if that business is alreadyin the wrong, they're more

(28:03):
likely to do what's right andpay you what they owe you or
resolve the issue than to haveto deal with the legal expenses
Because, remember, for them todefend that situation they have
to pay $500, $300, $600 an hour.
Your membership is paid withyour expenses.

Speaker 1 (28:23):
Very good.
That is a business protection,a personal protection, a family
protection is all the thingsthat you just spoke of.
You just you were speakingearlier about.
If you care about your childgoing to college, how young can
you be to actually be a party, aparticipant in signing people

(28:49):
up to become in?

Speaker 2 (28:52):
signing people up to become so.
To do the business to providepeople with LegalShield, you
must be 18 years of age.
So as soon as you turn 18, youcan be what they call an
independent associate.
Now the membership covers amember, a member's spouse or
significant other and anydependents up until the age of
26.
So the entire family is covered.
For that $30 a month, Under the$130 a month.

(29:16):
Under the $130 a month, $29.99.

Speaker 1 (29:20):
Let's say I went out here and things happened, or at
least they said they did.
It's alleged that I didsomething.
Can I call then and get help?

Speaker 2 (29:32):
Yes, you can, and especially if you're being sued
civilly, our family plan givesyou 60 hours of trial defense
for any civil lawsuit.
So your legal expenses for acivil lawsuit is already covered
.
And if you've had it past 12months, every year that you have
it, they add an additional 60hours.
So year two, you're workingwith 120 hours of an attorney's

(29:55):
time to defend you in a civillawsuit.

Speaker 1 (30:02):
To defend you in a civil lawsuit.
What's the average amount ofhours that something like that
takes?

Speaker 2 (30:11):
You said 60, the first, and you said it can't
last, a lawsuit will probably incourt and consultation and
everything.
It could be an easy 20, 30, 40hours.

Speaker 1 (30:24):
Okay, okay, okay.
So that still leaves wiggleroom for anything else.
Leaves wiggle room for anythingelse.
You also said that you haveyour business that you're a CEO
of, and that is Stair Steps LLC.
What do you do there?

Speaker 2 (30:44):
So I do sales training and coaching and, of
course, there's an element ofkeynote speaking in there also.
So if companies want a keynotespeaker, I'll come keynote speak
and do sales.
But my main focus is salestraining and coaching.
So we teach sales.
So any company or anyindividual that wants to
increase their knowledge of howto better sell their insurance

(31:08):
agents, about how they increasetheir sales we do the same thing
for car dealerships, we do thesame thing for real estate
agents, and then individuals whojust want to grow their
business have signed up for ourservices.
I do have an online course thatis 13 modules of training from

(31:28):
beginning to end.
As a matter of fact, you candrop.
When they go to my website,you'll see a free link there for
a free download, right.
So you'll have the module whereI talk about your elevator
pitch.
You ask the question about whatdo you say when you walk into a
room to let people know whatyou do.
Well, that module is aboutcreating the perfect elevator
pitch to where, if you only havea minute to convey to somebody

(31:52):
what it is you do, you can dothat.

Speaker 1 (31:56):
You only have a minute to convey what you do.
How do you help people to beable to read the room?
That's something that people Ihave taken courses and that's
something.
It's like they're not speakingabout reading.
When it's like a double dutch.
You're like waiting when is theright time?

(32:18):
What should I?
How should I?
It's just this veryuncomfortable barrier that's
there.
How do you get people to breakthrough that?

Speaker 2 (32:30):
Well, one of the things we talk about and and
this is in the course also wetalk about just making sure that
you understand that most peoplelike more talking about
themselves than they likehearing about what you do, right
?
So if you can get someone totalk a little bit about
themselves and then kind offigure out what it is and what
that also does, it also allowsyou to figure out is this

(32:50):
someone I even need to talk toabout my business?
By learning about what they do,you're, in your mind,
evaluating is my product orservice something that could
help them?
Right, it would be much betterfor it.
I would much better.
It would be much easier forsomeone to accept me in my

(33:12):
business if I was saying that meand my service could help you
in your business.
Most people just say, hey, youshould get my services.
Well, why?
What do you do?
I sell legal plans, right?
That's not interesting.
But if I'm hearing you say,yeah, I have a clothing store
and I have a storefront and allthat, and I can simply ask well,

(33:35):
let me ask you something Is itfair to say that if there was a
slip and fall or someone was tohave an accident in your store
that a legal liability couldprobably take you out of
business.
I help small businesses likeyours protect themselves from
such situations.
I help small businesses likeyours protect themselves from

(33:59):
such situations.
Right, I'm speaking to theirneed, not to my need to make a
sale.

Speaker 1 (34:06):
I'm thinking to their need to protect their business.
You're speaking to their needto protect their business.
There it is again that defenderof men, All right.
So, Mr Alistair, when was thefirst time that you realized you
had something with sales?
When did you realize it whensomeone else like what was the

(34:29):
thing?

Speaker 2 (34:29):
what was the moment that you said wait, I'm on to
something um, when I really gotit good is is my sophomore year
of college.
I took an internship, uh, witha company called the
southwestern book company.
So I'm a little old, I'm olderthan most people, right?

(34:50):
So that's when we used to sellencyclopedias door to door.

Speaker 1 (34:56):
Encyclopedias, as if I don't know.

Speaker 2 (34:59):
So my first summer, that first summer I had, they
gave us a little.
You go to Nashville, tennessee,to the Southwestern Book
Company and they give you twodays of intense sales training,
telling you how to prospect, howto do your flipbook
presentation, how to stand infront of the person and hold the
book up and open the pages.
Would you look at the pagesupside down so the customer

(35:22):
could see right side up what topoint to highlight the bold
letters?
They taught you all of that.
And then on day three, the verylast day, they say to you okay,
alistair, you're going to be inBaltimore.
So, even though you're in.
So imagine calling your mom whencollege and be like, hey, mom,
I got an internship.

(35:43):
And she's like, oh great, whereare you going?
I was like I don't know.
I just know I'm going toNashville for three days for
sales training.
But where are you going to bethis summer?
I don't know.
I'll know after my salestraining.
And then on the last day theysay okay, alistair, you're going
to be in Baltimore.
And on the last day they teachyou your really first script,
which is hey, my name's AlistairEdwards, I'm a college student

(36:05):
from Florida A&M.
I'm going to be working in yourarea this summer trying to earn
some additional income to payfor my college tuition and I was
wondering do you know of anyonethat would rent a room to a
college student for a smallmonthly rate for the next two
and a half months?
No Next door.
Hey, my name is AlistairEdwards.
I'm a college student from.

(36:26):
No Next door.
Hey, my name is Al.
No Next.
That's your first day in yourterritory.
So when you get to yourterritory, you don't have
anywhere to stay.
So your first day is justconvincing someone to let a
college student stay with themfor a small monthly fee.
That's your first sales pitch.
So now, once you got thatknocked out of the way, once,

(36:50):
you got that knocked out of theway.

Speaker 1 (36:51):
So wait, hold pause, you're not going to get by that.
Your first sales pitch wasselling you staying in someone's
home.

Speaker 2 (37:00):
In a stranger's home.
Now here's the crazy thing.
You're thinking that's crazy.
Southwestern Book Company hasbeen doing this, and still do it
today, because I had kids comestay with me this summer as an
alumni, I let some kids stay inmy basement this summer To this
day.
Every summer they have hundredsof kids from hundreds of

(37:21):
colleges bring their teams thatgo through this three-day sales
training.
On the last day they get toldwhere they're going and they
ship them out.

Speaker 1 (37:29):
What made you choose?
See, now I'm stuck.
What made you choose a sales?
Now I'm stuck.
What made you choose a salesand what was your major?

Speaker 2 (37:37):
Business, economics and political science.

Speaker 1 (37:41):
Because I was.
I just I was confused, Okay, sookay, Business being your major
, and then you were going.
Did you know what you weresigning up for?
Not that first speech?
Did you know about the booksand the door?

Speaker 2 (37:59):
Yeah, cause the person that recruited me was
actually one of my best friendsfrom high school, a guy named
Dwayne Rainer.
He and I had been close friendsin school and he was at Florida
state, across from Florida A&M.
He had done it this summerbefore, and now he was coming
back and bringing a team, and sohe invited me to be a part of
his team.
He told me up front what it was, but he also told me how much

(38:20):
he made selling books, and whatimpressed me most was what he
made.
I didn't know how hard it wasgoing to be, but he told me what
he made that summer and I waslike I can do that, and sure
enough I did.
Now here's the funny part Iwould say Is there?

Speaker 1 (38:36):
something to laugh at in this, Besides you going up
to people's door knocking 60% ofthe kids that come out, that
start never finish.

Speaker 2 (38:50):
Because again it goes back to what I talked about
earlier, that faith, thatperseverance, yeah Right, but
those that make it, I mean thinkabout it.
You're knocking on.
I probably knocked on 3000doors that summer.

Speaker 1 (39:05):
And sold how many?

Speaker 2 (39:07):
My first summer I made one hundred and seventy six
sales.

Speaker 1 (39:13):
I'm sorry, one hundred made 176 sales.
I'm sorry, 176 sales.
Okay, so I thought you saidcents and I was just adding that
up Like that's a lot of money.

Speaker 2 (39:21):
I made some good money, but think about it Over
3,000 doors to only make 176sales.
That means in.
If it was, if it was graded onthe school system grade I was a
failure right but based on thesales industry I was one of

(39:42):
their top producers schoolsystem that that.
So we would sell an encyclopediaset which was about 400 bucks.
Yeah, there was a black historybook set.
It's a three book set on blackhistory.

(40:03):
That was another 200 bucks.
And then there was a two.
There was a children's book setthat was another $300.
So we would call it the brick.
The brick says that you've soldthe encyclopedias, the black
history books and the children'sbooks, meaning you got the
person to buy everything.
Now, when I knock on your doorand I tell you about these

(40:26):
products that I have, thesebooks that I have, if you decide
, yes, I want thoseencyclopedias for my kid, you
have to write me a check for 50%of whatever the total cost is
of your package.
And I'm going to take thatcheck and I'm going to tell you
I'll be back at the end of thesummer to deliver your books.
Think about that.

(40:46):
You're handing a check of about$400, five hundred dollars, to
a strange kid you just met, fromwherever he said he's from.
She said she's from hoping thatthey're going to bring a book
back, their book, those books,back to you at the end of the
summer.
That's where I learned salesyeah they tell you to wake up at

(41:08):
7 am, take a cold shower,because when you take a cold
shower it opens your pores up,keeps you alert longer through
the day.
You're supposed to be knockingon your first door by 8 am.
Now you're knocking already,knowing that you probably are
not going to see a lot of peopleuntil 5 pm.
But the reason you keepknocking is because you want to
find the person that's at home,not really to sell them anything

(41:28):
, but to find out theinformation of everybody else in
the neighborhood.
To sell them anything, but tofind out the information of
everybody else in theneighborhood.
So if I sit on the porch withMs Swigler and she's home, I was
like, hey, ma'am, I'm a collegestudent, by the way.
Who lives across the street?
Oh, that's the Edwardses.
They got three kids.
What age group?
High schoolers, okay, in mymind I'm thinking encyclopedias.
Oh, yeah, that's a black familyover there.

(41:51):
Oh, black history books.
Oh, they have three little kidschildren's book.
So by five o'clock I have a mapof the entire street drawn out
in my little notepad.
I know the name of everybodythat lives in every house.
I know who has teenagers.
I know who has kids going offto college I know who has little
kids and then you're supposedto take a 30 minute break, eat

(42:16):
your sandwich or whatever it isfor the day, because you know
five o'clock is what we callgravy hour and then from five to
nine thirty, sometimes teno'clock at night, that's when
you bust your tail.
Every time you see a car pullinto the driveway, you walk up
to the driveway and you catchthem before they go in the house
.
Hey, miss Wiggler, how you doing?
I'm Alistair Edwards.
I'm a college student fromFlorida, a&m, and I'm the one

(42:40):
that's really wanted to sharewith you some information that
could probably help your kidsexceed their educational level
when they go away to college.
You have a minute.
I just wanted to share with youthese up-to-date encyclopedias
that would really make adifference in their education
You're trying to figure out.
How do I know about your kidsgoing off to college?
It's because I sat down with alittle old lady at one o'clock
and got the intel.

Speaker 1 (43:02):
You sat down with me and now you're going back around
the neighborhood.
Did I get?
Did I?
At least did you come back andgive me a cookie?
Can I get a cookie?

Speaker 2 (43:11):
Well, here's the funny part we people felt sorry
for you.
We would get cookies, we wouldget invited to dinner.
I mean it wasn't as bad aspeople were thinking.
But as long as you staypersistent and I think what that
taught me is and think about itthat entire day you're by
yourself.
Talk about mind games.

(43:34):
There are days you're like well, I can just go sit at
McDonald's until they pick meback up at 6 and act like I was
selling and just told them Ididn't have any sales.
And people have done that.
But after two, three or four,we would know who was really
doing the work and who wasn't,because who was really doing the
work had sales, who wasn.
Who was really doing the workhad sales, who wasn't had no
sales and they had to go homebecause they couldn't afford it.

Speaker 1 (43:57):
You've sent them home .

Speaker 2 (43:59):
They were sent home they would send themselves home.
If you don't collect any money,how are you going to pay for
the room that you're rentingfrom whoever you're renting it
from, they don't give you astipend.
I thought they gave something.
Your money's coming out of yourdeposit money that's your
living expenses.
Just knowing that it's comingout of your profit of whatever
it is you sell, it's the bestsales training I've had in the

(44:24):
world.

Speaker 1 (44:26):
Why would you say that?

Speaker 2 (44:27):
Because the mind.
Imagine still knocking doorswhen it's raining.
Imagine still knocking doorswhen people open the door and
call you nigger.
Imagine still knocking on doorswhen someone pulls a gun.
I've been through it all whenthey pulled a gun on you.
Imagine, I mean I could tellyou story after story and still

(44:48):
remember that.
Next, I was always taught.
Next, nevermind what happenedat the last door.
Next, you sold a brick at thelast one and made $500.
Next, act like it neverhappened.
You went to that house and noone bought.
Next, because the next customeris at the next door.

Speaker 1 (45:07):
Next, Is that how you at StairStep LLC?
Is that how you?
What from that experience areyou now instilling in the people
that you?

Speaker 2 (45:24):
help.
So what we do is we developtheir, first of all, their
prospecting script.
How do I show my encyclopedia?
So if you come to me, you saymy business is this, I provide
cookies.
Well, I'm going to come up with, we're going to sit down and
we're going to really break downhow should I display my cookies
, how should I market my cookiesRight?
So if you're getting anindividual coaching session with

(45:45):
me, we're talking about what isyour product and service, who
has the problem and how do weconnect the two?
And when I meet this person,how do I convey to them that I
have the solution to theirproblem?
How do I convey to them that mycookies are the best?
So we develop all of that foryou.
So when you walk out of there,you're more like your closing
ratio is pretty much going to bea way higher closing percentage

(46:10):
than what it was when youwalked in.
Because we're going to talk toyou about handling objections,
how to talk about the objectionbefore you get asked the
objection.
See, most people wait till theyget an objection.
We talk about what are the topthree objections you find
yourself always getting.
Well, why don't we answer thoseobjections in the presentation

(46:32):
to where they're no longer anobjection.

Speaker 1 (46:34):
Hmm.

Speaker 2 (46:37):
Why wait for an objection?
Why don't you just give apresentation that doesn't allow
for objections?
By the time I finish presentingto you, you should know.
You should know this is for me.
I want that me, I want that.

Speaker 1 (46:52):
And you teach that to people just for LegalShield or
for their business.

Speaker 2 (47:05):
That's for their business, that's their steps.
Llc is for any business.
We mentor people in their salespro and that sales training, so
we give them all the elementsand everything they need.
I'm actually doing gettingready to do a one day sales
conference, an intense salesconference, where it's a hands
on working conference.
So meaning most people go to aconference and you listen to all
the speakers, you write yournotes down, the way you
interpret it and then you leave.

(47:25):
Now this conference is we'regoing to be, we're going to put
you in.
Give me one second.

Speaker 1 (47:29):
We're going to put you in tail.
Give me one second.
You just said you write thenote.
I thought it was just me.
You said you just saidsomething that just gave word to
something I have been battlingin my mind.
You write notes that are yourinterpretation.
I have asked people for theirnotes and compare them to what.

(47:51):
That's not what I heard.
I'm sorry.
You just that just threw me fora loop.
It's your interpretation.
What do you do when you haveclients like that, when you have
people that you're teaching andit's like, OK, that's not the
intent of what I said?

Speaker 2 (48:09):
Well, that's why we're doing a.
Even though it's a salesconference, it's really a
workshop.
We're going to break downeverything.
You're going to be interacting.
You're going to, we're going to, we're going to flip the room
to where you're going to talk tosomeone else at a different
table and pitch them on yourproduct and your service and
then we're going to evaluate it.
We're going I mean it's goingto be.
I mean I've gotten some of thebest of the best in the industry

(48:32):
coming in to help me with that.
You know Melissa Wilder, thelong lady that I'm going to have
trained on handling objections.
She's the one that taught meeverything when it comes to
handling objections.
Right, I used to say things likethis you know, the good news
with legal shield is, if youever get a speeding ticket with

(48:52):
LegalShield is, if you ever geta speeding ticket right, we'll
have an attorney go to court foryou and they'll help remove the
points on your file, right.
And she said to me she said,alistair, you're losing half
your customers.
I said, why is that?
She said what if someonedoesn't believe that you should
be speeding?
Or, worse yet, what if you hadsomeone that has a family member

(49:13):
that died because somebody wasspeeding.
If everyone in the room knowsthat person had that experience,
you just lost everybody in theroom.
She says what you should besaying is let me ask you this
how many of you agree that wepay too much for car insurance?
She said who does qualify forthat in the room for car
insurance?
She said who does qualify forthat in the room?

(49:34):
Everybody.
She just took my presentationfrom a few people that saw value
in it the young kid that likesthe speed to not everybody that
believes we pay too much for carinsurance.

Speaker 1 (49:48):
Why did you say the young kid that likes it?

Speaker 2 (49:50):
Because it's usually the person you like the speed.
Why did you say the young kidthat likes to speak?
Because that's usually theperson, okay, or?

Speaker 1 (49:58):
you like to speak?
I just asked the question.

Speaker 2 (50:01):
Or the person that likes to speak.
You know what I mean, but I'mjust saying now.
You see what I'm saying.
But she expanded thereceptiveness of the people in
the room.
The receptiveness of the peoplein the room.
I had more people that werestill listening because
everybody would like to pay lessfor their car insurance yeah,
right, yes.

(50:21):
So we don't justify youspeeding, we just justify that
If you do get a moving violation, you should have someone make
sure there are no points on yourlicense.

Speaker 1 (50:28):
Right.

Speaker 2 (50:29):
It's a difference, right?
So she's going to be teachingon how to handle objections.
She's going to get your topthree questions of what you've
already been getting objectionsand if you've already been in
the business, whatever businessthat is and she's going to
restructure that for you.
I got Valen Cole Lyons comingand she is one of the largest

(50:50):
less than 1% of all real estate.
They're less than 1% blackbrokers in the real estate
industry.

Speaker 1 (51:03):
Less than 1% of the brokers.

Speaker 2 (51:04):
The real estate brokers in the US are black.
Alan Coles is one of them andshe has real estate not only in
the US but she has it in Spain,portugal, manchester, england,
and she's going to be trainingon her philosophy and how she
does sales.
I got a gentleman by the nameof Darnell Self one of my
personal mentors in the business.
He's the only person to thisday ever to be named

(51:25):
Entrepreneur of the Year by theNational Black Chamber of
Commerce twice.
By the age of 40, it helped 40individuals on his team earn six
figures.
So 40 by 40 is what we call itright, because by the age of 40,
it already helped 40 peoplemake six figures.
That number is triple now.

Speaker 1 (51:46):
Yeah.

Speaker 2 (51:47):
And I also have a gentleman by the name of Anthony
Tuggle who at one point in timehad 30,000 sales reps that
reported to him as he ran AT&TInternational Sales.
So he had call centers in over150 companies that he was
responsible for that wasresponsible for multi-billions

(52:08):
in sales, right.
So he's going to be theretraining also.
So I've gotten the best of thebest the people that I've
learned for the people that Iwork with, people that I trust,
that I know can move the needlein your business and we're going
to do a one day intenseconference helping people
understand how to 10X theirsales.

Speaker 1 (52:25):
You said helping people, men's defender, how, how
, why is that such?
I found that that to be acommon thread through the things
that you, I think even at LegalShield, the reason why you have
faith in it, the reason whyyou're passionate about it, the

(52:48):
reason why your mission drivenabout it, has to do something
with your character, your desireto help.
Where does that come from?

Speaker 2 (53:07):
My dad and my mom.
I mean they've always been.
You know, my dad has alwaysbeen someone that always just
wanted to help people, and Ithink I got that from him.
My mom too.
I mean we always.
I don't know how she did it,but we always had food for more
kids.
When I was a child there wasanyone could come and get a meal

(53:28):
.
My dad was always the one thatif something got called up,
something was happening tosomeone, he's the one that would
go check on them.
So it's just the culture I wasbrought up in.

Speaker 1 (53:39):
It's just the culture I was brought up in.
It would be a great day if Icould say that that was more
people's story story.
Unfortunately, I feel as thoughpeople have been traumatized by
experiences with people.
How do you feel about whenyou're teaching people things

(54:07):
and it doesn't?

Speaker 2 (54:08):
seem to go according to your intent.
So I think where people makethe mistake is they help with
the intention of.
How is it going to benefit meby helping?

Speaker 1 (54:16):
them.

Speaker 2 (54:19):
I'm going to help them.
But now I get to say you owe meone.
Now when you don't pay what youowe me now I'm upset because
now when I call for a favor andyou don't do it, now I got an
issue Right.
So here's what I've learned Idon't lend money.
But if the ever rare occasioncomes where someone says to me,

(54:40):
Alistair, I need to borrow somemoney, and I decide to lend them
money, I'm going to lend it tothem.
But I'm also telling myself I'mgiving it to them, Meaning
whether they return it or not.
So I never lend money that Idon't have a problem losing.
We get upset because we lendmoney to people we know not

(55:00):
going to pay.
Let me say this to people.
Let me just say this.
Let me be very clear.
If your friend calls you andsays, hey, I need to borrow $500
, $600, $900 to pay my rent, Iwill pay you back next month.
I want you to think about thelogic of that.
I couldn't pay my rent thismonth.
It's going to be due again nextmonth and you're thinking I'm

(55:22):
going to find enough to pay myrent next month and pay you back
for what you lent me to paylast month it's not going to
happen.
So when you give them thatmoney, just know that it's not a
loan, it's a gift.
Now, if something happens towhere they can pay you back,
that is good Never go in thereexpecting that you're going to

(55:51):
get that money back.
If you are intending on gettingyour money back, then it
shouldn't be just the.
It needs to be a writtencontract.

Speaker 1 (55:59):
Right.

Speaker 2 (56:00):
So that way I can take you to court to get my
money back.
But if you're lending a friendsome money, just know, do
yourself nine times out of ten.
You're giving it to him.

Speaker 1 (56:08):
Just know nine times out of ten you giving it to them
.
Just know, nine times out of 10, you giving it to them.
See, I got a limit on mine.
Certain people are in certaingroups and those groups have
limits.
There is a large group, a poolof nah, I'm not doing that.

Speaker 2 (56:29):
But you should know that.
The problem is we tend to psychourselves out to believe that
we're going to get that moneyback.
You can't blame that personwhen you knew giving it to them
that wasn't the person youshould be giving money to, Not
if you want the money back henceit is a gift.

Speaker 1 (57:01):
It has been a gift having you here with us on
confident you podcast.
Sir, I want you to share witheveryone how they can connect
with you, how they can reap thebenefits of working with you
through the many ways that youoffer.

Speaker 2 (57:19):
Well, they can go to my website, alistairedwardscom,
right, so you can just simplyclick on that website.
All my contact informationthere is how to get in touch
with me.
I also have a free download onthere.
So, for those of you that wantto learn how to craft your
elevator pitch, that is on there.

(57:40):
And then, of course, there's mysales course.
That's available also.
So Stair Steps to SalesMasterclass that sales course is
available also.
And so I just got back fromGuatemala working with 70
children 70 kids, all orphansand every story is amazing.
Each story is different, buteach story is extremely amazing

(58:03):
to see that kids can bounce backfrom anything, right, and I
don't care how hard you thinkyour life is right now, go to
Guatemala and see how some otherpeople are living, right, but
we have a orphanage there wherewe take kids that have been
orphaned and we give them aproper education all the way up
to sixth grade right now.
And we are actually working onfunding to build classrooms to

(58:27):
take them up to eighth grade,because they say, if you can get
a kid in eighth grade educationin that country, they will nine
times out of 10 be successfulfrom there.
Right, but they have to get tothat eighth grade level, and so
that's what we're working onmaking sure we get everyone done
.
The organization is called Work,play, love and if you want to
donate, it's simply Work, play,love dot org and that's it.

(58:51):
So you can go on my Instagramand see some some video.
The last two or three posts Ipost were from Guatemala, but
yeah, it was a.
It's an experience, man, tohave kids that just love
unconditionally.
To think that kids who were notloved can love so much, it's

(59:12):
crazy.
Not loved can love so much iscrazy.
Just the way that theygravitate to with you and hug on
you and want to play games withyou and are so appreciative
that you're there spending timewith them.
It's a life-changing experienceand I'll continue to support
that.

(59:47):
Well, I'm definitely signing upto be a hero.
And when I saw that about you Iwas like, ok, wait, do we
really have to keep going withthe man's defenders?
Your name, your name, who areyou named after?
So there was a British authorcalled Mac Alistair Cook.
My dad didn't like Mac Right,so it's just Alistair.
But the name Alistair is aScottish name which means
defender of man.

Speaker 1 (01:00:04):
Yes, yes, well, you have lived up to your name.
So it's Scottish or not?
You have definitely done that.
I want to thank you for beinghere.
Before you leave, I would lovefor you to take the opportunity
to share three confident tipswith business owners about sales

(01:00:31):
.

Speaker 2 (01:00:32):
Three confident tips.

Speaker 1 (01:00:34):
Yes.

Speaker 2 (01:00:35):
All right.
Believe that your product orservice is the solution.
That's tip number one.
So make sure that you fullyunderstand and believe that your
product or service is thesolution for whoever your
potential customer is.
If you're selling clothes, youroutfit is the outfit that will
make them look extremely specialwhen they go to that special
event.

(01:00:55):
I don't care what it is yourproduct or service is the
solution.
Two, have the faith in knowingthat the right customer will
find you, as long as you knowthat you're there to serve
people with your product orservice.
And three, give back.

(01:01:17):
It's always been a philosophy ofmine to give back in some way,
whether that's to a nonprofit orsome type of charity, because
it always comes back to youtenfold.
There should be a percentage ofyour income that I think goes.
Be a percentage of your incomethat I think goes and it's just
my personal opinion that shouldgo to some type of nonprofit or
some charity or some type ofdonation where you're actually

(01:01:39):
helping someone else, and you'llsee how much your business will
grow.
And those are the three tips Ihave for you.
And there's an extra tip Cometo our sales conference, right?
It's going to be streamedonline If you can't make it to
Atlanta, you can actually streamit ProperSalesConcom and

(01:02:02):
forward slash early bird.
We'll get you the early birdtickets to that
ProperSalesConcom, forward slashearly bird and get your early
bird tickets.
Like I said, I bought the bestof the best in the industry to
come and help you 10x yourbusiness, so definitely would
love to see you all there.

Speaker 1 (01:02:21):
All right, Alistair.
Thank you so much for takingthe time to come and share all
the great wisdom and insightwith the Confident you family
and audience.
I appreciate you for doing that.
Give me just a moment, Allright, everyone.
Please make sure that you sharethis information like share,

(01:02:44):
subscribe.
You know what Myron Golden saysdo all the YouTube-y things.
Thank you so much.
If you or someone you know haveor are suffering from the hands
at the hands of domesticviolence, please contact Bethany
House, 1-888-80-HELPS, that's43577, or the National Domestic

(01:03:11):
Violence Hotline at1-800-799-SAFE, that's 7233.
Thank you so much for takingthe time to invest in yourself.
Listen, he talked about giving.
He talked about serving, andthat is the key to sales serving

(01:03:38):
and that is the key to salesthat giving and serving can go
in a successful way in everyarea of life.
See you next time.

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