October 27, 2022 • 61 mins
My name is David Angel and I’m a sales coach.
As someone who had has great results in sales. At my peak, I had the flashy cars, the Rolex watches, and multiple successful companies.
To then lost everything (including nearly my life) due to a breakdown and chemical abuse. I have rebuilt myself to be strong than ever before.
All I was left with was my skills of selling. I have built myself back over the year coaching other people on how to be incredibly effective in business
Now I use my in depth sales skills to help others with my interactive sales and coaching program.
My goal is to help 1000 people in the next year and thought this could bring value on some podcasts.
Discover Morehttps://www.instagram.com/p/CErZseVnlfs/?igshid=1uzjnfkwtu1vmhttps://www.instagram.com/p/CEn_82IHP0I/?igshid=mvg80p5tpn67https://www.instagram.com/p/CEUzKyQH0_d/?igshid=1j811lf8c9s9ahttps://www.instagram.com/p/CD3GgtVnJbi/?igshid=pv2egns2bv9xhttps://www.instagram.com/p/CDqOzZ3nWNp/?igshid=14ze3atrly3ik
if you enjoyed the show be sure to check out my info:
https://app.wingcard.io/ROB3SA64
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Unknown (00:00):
Put about 2800 followers on Tiktok.
Josh Bolton (00:05):
That's really good and tick tock, it's hard to even
just get 500 Well,
Unknown (00:09):
profile visits in the last 90 days just on that 2000
profile visits. And from there,so we use link tree to judge our
stats. So we know that we'vehad, I think it was 600 people
have got 2000 people have gonethrough the profile. And then
600 People had clicked on thelink. And we've added I think it
(00:31):
was 300 people to our mailinglist, and we'd have other people
going through.
Holy shit,crazy numbers. So at the moment,
so what we've been doing withour tic TOCs been interesting.
It's a bit sneaky, but we'vebeen taking viral videos. And
then me talking at the end ofit. Some a viral video that I've
if you seem, and we've nowstarted repurposing elsewhere,
(00:56):
now we're not going crazy. We'renot getting millions of views,
but the engagement that theypeople are getting, so I did one
the other day. And it wasthere's two types of people. And
it was a golfer two golferswalking along, it was a
crocodile on the golf balls arelike tax on Italian, it goes up
and runs and screams and I'mliterally going, don't think you
(01:16):
should avoid screaming andrunning. But if you feel like
your business is running likethat, at the moment, when you
drop by for whatever freetrainings.
That sneaky, that was anotherone
was the one from a film and thenliterally saying was it like,
it's like in the hood orwhatever it is like the fun is
rappers and the why old schoolteacher was like fuck history.
(01:40):
And the other guys like fuck isgood. But it is when it comes to
me. And I'm like, Yeah, fuck isgreat. Does it matter? What
happened in your past? No, ifyou focus on your past, you're
not gonna get any bit, why don'tyou take a step towards your
future, get one of our freetrainings, just hit the link in
the bio now.
So we're just doing both typesof things,
to then get the attention. Andthen we're finding the ones that
(02:00):
works. And then we're going torun some ads on them. Because
you can just do promotion ads onTik Tok really easily.
Josh Bolton (02:05):
Yeah, cuz you can just say I Okay, this video is
definitely not posting toothers, that normally wouldn't
be my guest. So that's
Unknown (02:13):
sort of what we're doing at the moment. And then
we're using a lot of this stuffwe're doing for our, for me,
we're then seeing what works andthen doing it for our clients,
what we what we tell them theydo. So I've got a guy in a
moment as a performance coach.
And as that what we've done withthese viral videos, you could do
that with your sports. So hedeals with a lot of business
performance. And I said, Well,why don't we focus on the top 20
(02:33):
sports stars, so LeBron James,Michael Jordan and Serena
Williams, and you grab a clip ofthem failing. And then at the
end, it pans to you that gothrough, where they've been
going wrong, what people havebeen doing and how they then
redeem themselves. So over time,it'll be Michael Jordan, screw
(02:54):
up, or Serena Williams falls onour face, man gets the
attention. And then it goes,Okay, so when Serena Williams
done this, what they actuallydid was they change this and
retain that data data that ifyou've got like that in your
corporate world, when you grabone of our trainings, so they
won't even we're doing we passto our clients, then they go and
do it and because they're payingus based on our profits, that
(03:15):
helps, all right.
Josh Bolton (03:18):
That's awesome. I think Jordan Belfort was doing
that for a while on Tik Tok, hewould watch a viral thing.
Unknown (03:25):
Yeah. So when they give you a reaction once I done one
yesterday for the Selmy BAP pensegment, Sell me this pen thing.
And it's a really cool thing youcan do on your web app in shock.
I haven't heard of it.
Okay, so I'm video editing app.
So if you've ever gone to one ofmy social groups here, it says a
video of me holding a phone. Buton InShot you can add what's
(03:45):
called a pip which so you canadd a second video and put it
onto the screen. So what I'vedone is I've took the video
another video, added it on topof this video, then made it a
little bit transparent and putit above a phone so it looks
like a hologram coming out thephone. So then it looks like so
you can see what I'm watchingbut it looks like a hologram
above the phone. So that is mewatching the video. And then
(04:08):
I'll have a thought and thethought comes up on the screen
when I've swiped before away andthen someone else will be sad
and also give my opinion. I meanI swipe it away. They're just
really cool, simple stuff thatcan be done. There's so many
things out there now.
Josh Bolton (04:23):
That's awesome. I have like a vehicle video guru.
I paid him like 12 bucks forlifetime. All right, I haven't
even like dived into I guess I'mgonna have to look at it in shot
now.
Unknown (04:32):
In shorts really good.
The main apps I use for anythingare pixels, pe X ELS which is
really cool montage videos youcan download for free. Oh,
unbelievable. You don't have towonder if someone's running down
the road of playing basketballor sweating from the gym and
like the mood motivationalvideos all that stuff in shock
for editing and it's just Canvafor a lot of the stuff for our
(04:55):
covers. Like it's just not atits technical and most Then once
you've got the templates inorder,
Josh Bolton (05:02):
you just take one photo output the other one and
adjust accordingly. You're goodto go.
Unknown (05:06):
Yeah, just easy. Once you've got them done in the
right way, it's just reallyeasy.
Josh Bolton (05:10):
That's awesome. So then I take it tick tock and
LinkedIn are your main driversright now.
Unknown (05:16):
Very, very, very so we're doing, what I'm doing is
I'm having vertical videos. I'mrepurposing them on YouTube, we
do one video and I put it Iliterally, I post and ghost
loads of people advise againstit, I'm quite happy. And
literally, we're just putting itout for the reach. So I'll put
(05:36):
it onto YouTube, Tiktok,Facebook, Instagram, and
LinkedIn. With YouTube, videosget anywhere from sometimes 50
views, sometimes 2000. But thenif we look at all of our videos,
so each video we put outnormally across the five
platforms are getting betweenfour and 6000 views. So although
(05:59):
we're getting lower reach,because it's on five platforms,
but you're over the moon withit, because then each week, and
over the month, you're gettinganywhere from 80 to 100,000
views. It's for smallbusinesses. Great. That's
amazing.
Josh Bolton (06:11):
That's 100,000 people they would never have
normally met. Exactly. And
Unknown (06:14):
all you're doing is making one video and spending 10
minutes posting it elsewhere.
And we're gonna get more seriouswith outreach with LinkedIn,
we're gonna be taking on it,we're going to be hiring our
sales team for the salesAcademy, but we've got, which
then that'll be for oursubscription model. So that'll
happen in about six, eightmonths, we've got a group
program being launched. Yes,good.
Josh Bolton (06:35):
So how crazy honestly, we talked like three
or four months ago and it wasalready batshit crazy. Sounds
like it's even getting ironedout.
Unknown (06:41):
Yeah, we were just keep it's such a good time now. And I
love what I do. So because Ireally enjoy it. When you're
tired. You don't mind it. Like Ilike getting on podcasts. I like
doing lives. Like I enjoy doing,I enjoy messing around with
videos and guy and let's dothis, do something stupid and
see if it works. And it'll get alot of social media marketers
got my God, you know, you coulddo something better with your
(07:02):
videos. I'm not, I'm just tryingdifferent each week, I will try.
So you got my videos, and you'llsee some EBA completely
different different styles,different intentions, different
hooks, and each one's differentevery week. And all we're doing
is finding which ones give usthe best results. And sometimes
they flop on the Instagram, butthey'll do well on tick tock and
that same video that does wellon tick tock will suck on
(07:23):
YouTube. So then we're findingout what people like. But as
long as you've got it on allfive platforms, something's
gonna go all right. And I thinkthat's one of the biggest things
just being out there. And peoplesay to me now, but like whenever
I see you once I see youeverywhere. I'm like, oh, yeah,
that's what we want.
Josh Bolton (07:40):
Obviously, now I gotta look you up on YouTube.
Because every so often I'll gothrough shorts, but I want to I
want to follow people. So theshort feed will give me more of
them.
Unknown (07:48):
Yeah, I don't even scroll on. I mean, YouTube,
literally, I just post on there.
And then I'll go back on thenext day to post, I'll just look
on the videos, and it'll be 56views of a neck for 1200. But
it's 200. And it's not a goodthing. And I'm quite happy with
that. I mean, for the sake allwe're doing is repurposing for
posting for under a minute. It'sgreat views for a minute's work.
Josh Bolton (08:10):
It is it really is.
That's awesome. So I actuallyhave a technical question for
you, because you're the salesAngel. How do you build rapport
with someone quickly? Now youdon't know like you met someone
in a coffee shop,
Unknown (08:24):
not too bothered by it?
I'm not really a lot of peoplereally care about rapport. I'm
not overly concerned about doyou know, I'm clear. That's
okay. A lot of people have falsewith report. They're building
reports to get a deal. They'renot building rapport, because
they actually care. So for me,if I try to find common ground,
(08:45):
you like basketball, I likebasketball, I don't really care.
Because you like basketballdoesn't mean I buy from you.
What I'm hiring you for is anexpert. And I need to know that
you give a monkey's about me,but you're an expert, but you
can fill fulfill my life with abetter result. If I walk into a
car showroom, yeah, I might likethe guy. But it's more of a fact
(09:06):
of do I like the car. And Ithink when you're on there, what
you want that person to do isknow that you have they have
your full attention. You cangive them what they need, and
they don't feel like they'rebeing sold to. So I think it's
less about rapport and more of afact that they feel completely
at ease. But you are the personthat can help and almost like
(09:28):
they're going to miss out ifthey don't work with you. And I
think the FOMO side is moreimportant. So I'll talk to
people I want to find commonground, but I don't really focus
on I want to be memorable, and Idon't want to be disliked and I
think that is more of a gamechanger. Then building rapport.
I think some people focus toomuch on rapport and peep unless
(09:52):
you really care you don't youtalk something you're like, are
they just asking me this for thesake of it? cuz it's a habit. It
turns me off straightaway. IfI'm CZ, yeah. So if you've
phoned me up now about a productor a service, and you phoned me
up, and it's a completelyunsolicited call, and you ask
how I am, I'm not you don't carehow I am.
(10:18):
Because you don't really
Josh Bolton (10:20):
right. Yeah, it's the scripted corporate America
thing, isn't it? Yeah.
Unknown (10:24):
So I think when you're doing that, sincerity,
sincerity, and you can besincere about being without
needing to build rapport. NowFerber in the conversation,
building up a relationship wherewe gotcha, we like this guy. But
you like that person, becausethey can help you as much as
like, I like loads of people andhave really good rapport, and I
(10:47):
wouldn't give them a penny. Someof my best friends, I love them,
and my life would not give thema penny to help me with my
business. Okay, so report isn'timportant, then that way, if I
go to the doctor's go, you sayyou've got to, but you go to the
dentist, even if you hate thedentist, right? As long as you
trusted him as a dentist, yougot to fake and he can get rid
(11:08):
of to fake you're just gettingon with them. Right? Rather than
going in and this guy is likebeing your best friend, you have
got to fake get rid of the painlippies. So I think it's good to
be friendly, polite, and politeand professional. But I don't
think rapport is anywhereneeded. As much as people think.
(11:32):
I think you have the opportunityfor out your conversation to be
likable. But I think it's betterto be memorable than light.
Josh Bolton (11:40):
That's very good point. The only reason I asked
is I was just thinking I waschatting with someone at my
martial arts studios, this guybefore my instructor heard about
you. And I said, Yeah, I'mtrying to I said, I'm sure David
could give me an answer. And youtotally fivestar did. But I
said, I'm trying to figure outif like I see someone in a
coffee shop as a hey, instead ofthe stereotypical Oh, you have a
(12:02):
nice coat or this is that theyears I Okay, thanks. Yeah, I
bought it sort of short,whatever.
Unknown (12:09):
I would say, and this is something I've been doing
recently, which I think makes abig difference with connection.
When I meet someone, I'm 100miles an hour. So in my head, I
think sometimes I'm like, Oh,hey, yeah, good to meet you.
Blah, blah, blah, and then Imove on. But actually, what
happens is, it's almost like,hey, there's a lot. So I have to
slow things down. So what I nowdo is when I meet someone, I
(12:32):
walk over to and I get eyecontact, I smile, I'll put my
hand out and I look at theireyes. In my head, I say What
color are their eyes. And as I'msmiling, and I'm shaking your
hand, I'm like what color theireyes, their eyes are blue. And
at that point, I open my mouthand talk. But in that moment,
they have had a good two secondsof me looking into their eyes
and smiling, like actively, youhave my attention for two
(12:53):
seconds. So when I go like this,and then my head and I smile,
and then that person almostpauses like are they going to
talk and then when you do talk,they're more engaged. Because
they pull attention. If I walkedup to you and I smile, and I put
my hand out in the time is thatyou put your hand down, and
we're still eye contact when yougo is it and then I started
(13:15):
talking because you're in yourhead you're gonna go is you're
gonna speak. But what'shappened, we've got full
attention. And you know, I'mfully focused on you. And then
you start talking. And it alsobreaks any anxiety you've got
about because we've now got aprocess and you go, what color
of eyes, their eyes are blue.
Hey, nice to meet you. My nameis Dave.
(13:35):
And it just calms it all downto by giving real eye contact
for that little two secondswhile you handshake. And smile
obviously don't look like apsychopath. But by giving some
of that genuine, full attention,a lot of how many times you
shake someone's hand and hedon't even look you in the eye.
Or they do oh yeah, hi, Leslie.
And it's almost bet thattonality drops off at the end.
(13:56):
It's almost rather than thanthat. But actually, when you
look somebody's eyes and you go,there you go, Hey, nice to meet
you. And it just comes out thatbit clearer, a bit more concise.
And especially if you're tryingto give a good impression. You
want someone to feel but you aresturdy in your own skin. Right
and intentional about whatyou're doing. And by giving them
(14:17):
that eye contact, it's fareasier to hold back gaze and
talk to them and have a questionrather than you know, when you
look at them, and then you sortof look away, you look around,
and then you just look reallyshifty. So that's something I
have done recently, which I madelast couple of months I've found
has made a big difference. And Ido it now, if I'm speaking to a
group as well, like if I'm on agroup call, I'll be looking
(14:38):
around and I might ask aquestion in my head. I'll be
looking at the person on the topright. I don't know what kind of
a bear eyes you can alwaysagree. Quick question and then
I'll talk directly to thatperson. But for that couple of
seconds, they've had my fullcontact rather than me just
staring blankly at the screen.
And if you do that throughout,each person's had a bit of your
attention into emotionally,rather than just looking like
(15:00):
this, you will say to peopleeverywhere I need you go dizzy.
So no, I literally will look ata certain person, a certain
person, but I will cover theireyes in my head, their eyes are
green, and you smile. And whenthey look at you, and they
smile, I'm like, is he smilingdirectly at me. And you do that
throughout. So then you'regiving each person their, a bit
of your full attention, whichthen puts them in a happier
(15:23):
place, and they feel more of aconnection with you. And I think
that connection is far moreimportant than rapport. Don't
care if we both love basketball?
Josh Bolton (15:32):
That's what I was going for. Thank you. That's
awesome. So then, I'm justcurious then. Because especially
because you are so fast, how doyou, you say you're slowing
yourself down? How do youespecially because your brains
probably like you said, firingso fast. How do you moderate it
so you don't sound gibberish?
Unknown (15:54):
And if there is what I'm doing. So if I'm say, for
example, you put a call in withme to have a conversation about
your business. Okay. In thatcall, we've got stats, we use a
transcription service in thebackground, it tells me, me and
the other person who will tellme what percentage of what I
talk, I fought between 18 and22% of the time in a one hour
(16:18):
conversation.
Interesting, where mostsalespeople will talk the
opposite
Josh Bolton (16:26):
to the needs, you have to use questions to very
open ended, but directed. Sothey are
Unknown (16:31):
very clear. And it's very much about tonality. And my
job in that conversation isn'tto pitch you. It's to let you
see inside my brain. Imagine forthe moment if you could see
inside my brain, you would havemore trust in what I'm telling
you. Because when you want aconversation, sometimes there's
doubts. If you've if you thinkyou could see every thought
(16:54):
that's going on in my head,you're far more likely to trust
me.
Yeah, when we're talking SaveMenu,
we're talking now we're planningto get on a second call. And I
go, right. Okay, so what I'mthinking
maybe we should have a call. Wehad a call, but I couldn't do
both. If we had a callTuesday for could do 1015
(17:14):
cryptohopper. I could do 50. Butwhat about if we do this? So
while you're hearing me thinkingout loud, it's like you're
seeing into my head like I'mconnecting. It feels like
gibberish. But you've realizedthat I'm not hiding anything.
Right? So then if I'm in aconversation where I'm asking
(17:36):
the question, I go up in volumewhen I'm asking a question, if
I'm letting you think out loud,I'll go faster, because I'm
like, okay, what can we do?
Could we do? Because it's almostlike I'm thinking but letting
you hear my thoughts. And like Iwrite, I've had four. And then I
(17:56):
slow it right down. And you'llsee, but I'm very animated when
I'm talking about this, becauseI use my hands as a pacer. So if
I'm talking about Okay, so tellme where you are now.
And where is it your issue?
How slow I'm going my hand. WhenI get to the top I speak? And
I'm like, Okay, so where you arenow? And then
(18:18):
where are you trying to get to.
So I use my handsas a visual aid, and you're
watching my hand, right. Butthis actually controls my pace.
Because if I like it controls mypace, but if it controls my
pace, I'm holding on to myheart, which is on my pace comes
from. So by me moving slowly, itkeeps you engaged, but it
(18:40):
actually controls my tempo ofwhat I'm doing. And so if you're
precise, rather than if I'mprecise, but if I'm precise, and
I have a method and a process,these pauses are less
uncomfortable. And so I said,there's a bought and a process,
there's not much with it. So bybeing animated, it slows me down
(19:02):
on points I'm trying to talkabout. And if I'm telling a
story, if it's a really goodstory, I'm actually trying to
move you emotionally so we'lluse a lot more pace. So we right
what we did was we went up itand then after that, so it goes
really really fast, and then itstops.
(19:23):
And then it slows down.
And then sometimes the tone andyou'll see me really lean in and
then other times I'll reallymove back and all of these parts
of the body language. Composeyourself because if your body is
in motion, it takes the flow ofa conversation and there's only
so fast that you can move. If Iwas doing this, it would feel
(19:43):
weird.
Right? So if youusing your body and using your
body language, but then you'reusing your tone that you'll see
me go lower with volume and hereand then I'll go up
to when you get your bodyinvolved with that, that control
was the pace and the tempo ofwhat you're doing. And it really
(20:03):
depends what you're trying to doat the time. If you're trying to
explain something in a step bystep process, think of it like a
surgeon, what would you wantthem to do? race at 100 mile an
hour or be really systematizedand clear and concise? Because
you don't have be right we'regonna cut you over we're gonna
do is we'll pull it out, but youwanted to be like, Okay, so
first and foremost, you're gonnabe sedated. Step two, we're
(20:26):
gonna do this. After that, we'regonna do this. If you're
explaining a process with asystem, if it's a story, there's
a flow that goes with it,because I'm trying to take you
on an emotional path, not to anunderstanding level of
understanding of process orsomething that's going on. So it
really depends what you're doingon the pace, you need to take
Josh Bolton (20:48):
a you covered, like, two of the questions I
had, was like the especially thebody language, and the tonality,
because I've been, I've beenworking on to using my hands,
because when I would talk topeople, I would just sit like
this. Yes. And I would visiblysee people get like, kind of
thing. So that's where I mighthave been watching a lot of
stuff. And like, the open handthing is more for dress. And
Unknown (21:11):
you don't normally as well, this is normally further
back. And normally you'll see mytable. Okay, I think when you
can see your foot, so you thinkabout it. Now you can see me
here, like this, and you can seemy shoulders, my hands are
hidden, right? If I'm more here,okay? If you got it, so if it
was further away, you can see myhands you fit. So if he's with
(21:34):
further away now and you can seemy hand, it feels like there's
something that isn't hidden fromwhat's going on. So normally, if
I'm talking to people, I'll havethat Berber away, I just haven't
set it up, right. And if you cansee the whole body like I can
see from here on you. Soactually, if I could see all of
you psychologically, you can seeeverything that's going on.
(21:55):
Okay. And I think from my head,if I can see everything, it is
more likely for me to trust him.
So I would actually be sat morehere normally. So you would see
everything that's going on. IfI'm really, really close, and
you can't see stuff, but you cansee my hands and you can't tell
what I'm doing now. But you cansee my arms are moving. So then
am I playing with a phone, andwe're scratching my leg? am I
(22:17):
emphasizing something, and nowthe body language isn't really
doing anything. But if you cansee my hands, and I'm talking
about certain things, and doingthings, that body language that
you can see, brings you intothat conversation far more.
Josh Bolton (22:34):
Good point, I'll make a note of the back more
Yeah, I
Unknown (22:38):
would add is having that. Having that setup. Having
books out here. I bought aproper bookshelf. And most of my
books are kept there at eachcycle at the site. The
psychology behind it is whereyou're seeing lots of books, you
think what?
Josh Bolton (22:53):
Scholarly,
Unknown (22:54):
yeah, makes a difference, right?
You can see pictures of my kids,you can see I'm a family man.
You can see some art. So itgives you an idea what we've
got, you can see a branded signshows a bit more, but this is
something I take seriously.
Right? So thenall these little things
are there because I like them.
But actually they help elevatein small parts, the overall
(23:18):
impression that someone's got.
And when you're selling aproduct or service, or you're
getting people to have faith inyou, they want to be right. They
know you. Now if you said just apicture here, explain more about
Dave, what could you pick outfrom it? We can tell from an art
for sign but books family.
Right, you can see the angel theangel, my name is David Angel.
(23:41):
Right? Right. So there's lots ofthings in there. If we looked at
yours, what would it tell us?
And what we want to try and dois if people can subconsciously
their brain goes, we like this.
I feel comfortable here. I feellike a novice person that
elevates a level of trust.
Josh Bolton (24:02):
Man, this you just throw in gold today.
Unknown (24:05):
But it's all little things, right? Yeah.
I imagine if it was a imagine ifthere was two axes, like actual
actors. That cool. Be weird onit. Yeah. Now imagine if it was
an X, and it was covered in mud.
That'd be weird. You've got whyis that covered in mud on the
wall?
Josh Bolton (24:25):
Does he not know how to swing your correctly? You
shouldn't
Unknown (24:27):
say how many things are going through your head? Has he
been using the x that you'vegrown? And now you're thinking
about the X and all you'rethinking about me x me and X Men
and X? That doesn't necessarilynegative, but it's not
increasing your belief in me.
Right? Right. Because you
Josh Bolton (24:45):
don't want the subconscious to make any
decisions like that the x couldsymbolically mean oh, he's gonna
ask me kind of thing.
Unknown (24:52):
It could mean anything, right?
It could mean anything. If yousaw a picture that was really
wonky or hanging down or it wascracked doesn't mean a bad guy.
But subconsciously, your brainmight pick that up. Right?
There's all little things thatsubtly can make a difference.
And I'm a big believer that theway we do one thing isn't
(25:14):
guaranteed. That's the way we doeverything. But I think it's an
indicator. If I went to arestaurant and one of my friends
was horrific to the waiter,I'd be like, Are you a good guy?
How you treat mesomeone comes up to me or a bad
mouse people. I'm like, when I'mnot with you, but you talk about
me. Cuz you've given me thatimpression to people are always
(25:38):
going to have an impression ofyou. What can we do so reason I
wear black T shirts now. Right?
You it gives more focus oncamera. Most of my videos,
you'll see recently I'm wearinga black T shirt. One is great
for keeping your animated to itgives you more focus on the
face, which actually stands outa bit more free. It's slimming,
(26:00):
great reasons to wear black. Soif I'm going to wear a color, I
have a son with me with stripyshirt. It always goes hazy.
So it doesn't matter aboutwearing it shouldn't does it?
Yeah.
It all makes a difference. Likewe said with the swinging arm
for the podcast. It gives animpression. And if we can give
(26:20):
it a good impression, why not?
It's only going to help
Josh Bolton (26:23):
us. Right? Every time I hop in zoom calls is not
even related to podcasting.
They're like, Oh, you have likea great setup there. And I'm
like, I mean, I've always hadit, I guess. So kind of thing.
Unknown (26:36):
But again, take the compliment on that and go, what
they're really saying is, you'retaking this seriously good,
because sometimes I go intopodcasts and they don't.
Josh Bolton (26:46):
They have their like webcam mic, and it's just
horrific echoing.
Unknown (26:52):
If you're on stage on, imagine the scale of the top of
1000 podcasts that could be outthere, all of these little
things, add a layer where peoplein their mind add you with a
little bit higher standard. Andthat's a good thing. It's a
really good thing to have.
You've got books on the shelf upon the wardrobe,
Josh Bolton (27:13):
right? I'm looking at my and I'm gonna have to move
them either put them here ormore here. Like if you
Unknown (27:20):
had something over that wardrobe, which that could be a
whiteboard, but was on there.
Wouldn't make like that. Like ifyou had a whiteboard there. That
was a chart that had no, like,it could just be a load of boxes
or lines like a frameworkpeople would be looking at, I
gotta wonder what that is. Theycan just add curiosity to
people. Good point, I think,think about what's the
(27:42):
impression, what impression arewe giving to people at any time?
Because we all judge, and we alldo it?
No. Judge, we all do it withouteven intentionally doing it. So
if people are going to have animpression of us, it makes sense
to give people the rightimpression. We don't need
(28:02):
everyone to like us. Andactually, let's let everyone
know, the best version of us.
And this is why I work on theway I talk. I don't want to
sound posh, but I want to giveyou the best version of me. I
want to be the best that I canbe. I wouldn't be the best
strategist I can be. And today Isay this all the time. Today is
the dumbest I'll ever be. Andsome people are like, Oh my
(28:24):
gosh, it's really hard to dothat. It's not. They see it as
I'm calling myself dumb. I seeit but I'm always gonna get
smarter every day.
Right? To some people Oh, youshouldn't call yourself dumb.
No, it should. Because this isthe dumbest I'll ever be not I'm
dumb forever. This is thedumbest are ever be. Because I'm
(28:44):
aiming that tomorrow I'm goingto be a bit brighter, a bit
smarter, a bit better spoken abit more articulate better. My
tonality? Better read a betterdad. So that's a good thing.
Because that's always pushing meforward. And then we got to go
okay, well, what am I pushingfor? What impression do people
get? People should just like usfor us, but they don't. And we
(29:05):
live in a world with a vastamount of competition out there
compared to who we are and whatwe can be. So let's give people
the best version actually isinside of us. We've got to let
that come out as well.
Josh Bolton (29:20):
100% I agree. It's interesting. How you bring that
up. That's a big one for me. I'mlike, Oh, I because I'm going to
start doing more solo podcast.
Yeah, you probably know thiswith yours. But actually, you
probably don't have Joker'sbeing a salesperson but there's
a seasonality to getting guests.
At least for me I've noticed thesummer winter it's really hard
to get people by the way I loveyour show. I've been listening
(29:43):
to it nonstop and but for methere's going to be a huge month
gap and I've done everything thethe matchmaker and I just
decided I'm going to do solo.
But if I'm gonna like for me,kind of like you if I'm gonna do
solo, mais we'll do content.
Readjust this and it's justfunny how you're pointing it all
out. Because I've been thinkingabout it like, I need to get
lights, somehow add some somecharacter to never have
Unknown (30:05):
to do much. No, like everything was here. There's
nothing worse, like crazilyexpensive. The sign was a gift
someone got back from me, whichI love. And I think it's
amazing. It's amazing. It'sincredible, right? And most of
the stuff that's in there isn't.
It's not about giving a falseimpression, it's all stuff I
have. It's just organizing it inthe best visual way. And the
(30:28):
same way, if I'm going to goout, I do my hair, like or
whatever feel the best I can be.
And you know, when we want toget the best impression out
there, we hold ourselves to ahigher standard. And we go Okay,
where am I at now? Where do Iwant to be? And what are some of
the steps actually maybe gettinga bit more serious about the way
it looks? Maybe about getting abit more serious about how can
(30:50):
we talk more impactfully? How doI make sure that what I say
really hits the most power, Ispoke to one of my clients
today, she's amazing, like, realcheap. And we were talking about
and she works with speakers. AndI said, Think of it like this.
The difference betweenan amazing video and a good
video could be hundreds of 1000sof views. But it might only be
(31:13):
5% better. But it held theaudience that little bit more
but more people it grabbed theirattention, more people watched a
bit more, then he got sent somemore people. So it's not always
about being 100 200 500% Better,is the small incremental changes
that make a difference. But nowimagine if you make a video
(31:34):
today, and you put it onInstagram reels, and it gets 100
views. Cool. But imagine if itwas 5% better when it got 10,000
views, a little bit more effort.
And then it's the equivalent of100 videos in one video. And
that's why it's important outthere. As you're saying with
(31:54):
sales. I work with people thatare 20% converters, as in 20% of
the people that they present toBell by Bob, I bet but imagine
if you just become 10% betteryour conversion might go up by
50% Just by being 10% better. Soyou, you're gonna do the work
anyway, why don't we just do itin a slightly better way.
(32:15):
Slightly more impactful,slightly more in detail. And
then you get to have a betterperformance, live a better life
and actually be happier withyourself. And whenever we
perform well.
We're all happy with ourselves.
Yes. 100%. So true.
Josh Bolton (32:34):
It's so speechless.
Trying to think is like, becauseit's so good. That it that's for
me, what I've been working on isjust that like the small
increments like, I justreorganize it. But once you
point out I looked at here I'mlike, okay, that's cleaning
neat. But I look here my Whatthe fuck happened here kind of
thing. But again,
Unknown (32:54):
it's clean and neat from where you are at home. But
what does it look like from theother side? And that's one of
the big things I do. I the way Ilook at that now we're from my
eyes, and from what you see aredifferent. Because the cameras
deceitful on what it does. Soactually, what I could have here
could actually look messy, butlook good on camera. And what I
(33:15):
have when it's tidy, doesn'tnecessarily stand out. If you
look here, but you see both fourbooks there. It stands out more
right there just because justthe top ones off a little too.
Josh Bolton (33:26):
Yeah. Right.
Unknown (33:27):
So then you've got little things here, but what
does it look like? But like theyuse like it's active. So I don't
want my books to be perfectly inorder because it looks almost
too organized.
This looks like it's usedbecause it is.
So what books are used. Thatmeans I'm more read. If I'm more
(33:48):
read, the likelihood is I'mprobably a better guy than the
guy who's not read. Like as aprofessional. Right. So actually
having books bear and all ofthem are quite colorful. I want
them are quite bright. We're allsort of different. They all
stand out a little bit moreisn't the highest. If you look
behind you now, a lot of it frommy side, it looks quite dark.
(34:11):
Turkey doesn't draw you in asmuch if you go okay, what's what
are we trying to do if you wantit to be slick and clear, cool.
If you want people to understandyou a bit more, what could you
do to make that stand out alittle
Josh Bolton (34:22):
bit more. Add maybe a light behind my back to light
this up here.
Unknown (34:25):
There we go. Because they won't see anything behind
you. I've got so I've gotI have like a black backdrop
which I tested out it cost me Ithink 20 $20 from Amazon, okay,
and literally it comes with thehooks and I could literally put
that up behind me and it becompletely black. Maybe you want
to have something which iscompletely neutral. So then
(34:47):
you've got it so then it's justfocus just solely on you. And
you could just have a light thatshines on that. There's so many
things that you can do that assmall incremental changes in
life that make the difference. Ilook at it instead. Have the
amount of people are so close todoing massive things, but it's
just a little bit bit below,think of it like a plane taking
off. So it's 150 mile an hourfor a plane to take off and
(35:10):
you're doing 145, you'd be goingdown that runway feeling like
it's all ready to go bouncingdown there, eventually you run
out of runway, because he's fivemile an hour too little for the
plane to take off. But with thatfive mile an hour extra, you can
sort of write out to 10s of1000s of feet. And it's five
mile an hour more. But withoutit that plane is redundant. All
(35:34):
it can do is drive around on arunway and never know. View.
Yeah, it's not a not very, it'snot an effective car is it? You
know, and but for five mile anhour more, and then you can get
up into the sky. Interesting. Sothen
Josh Bolton (35:50):
this back to the video part. Do you just do on
your personal channel? Or do youhave a branded channel for
everything now? For for me?
Yeah, social media in general,
Unknown (36:03):
social media I just have. So we set up a new
Instagram account three monthsago, because we're going to have
one for the sales team when wetake that on, which is more for
the Ultimate Sales TrainingAcademy. Everything else is
David the sales Angel.
Because, okay, if peopleare buying into what I say
they're buying into what I say,it's not a big branded product,
but some miracle cure, we're notgiving them the cure to cancer,
(36:27):
they're buying into the factthat I'm different. By buying
for my energy by buying some mywords, everything is me. So it
makes sense. But my products arebased on me. They're not
Facebook ads. If I had aFacebook ad agency, it'd be
different, right? Because thenit's about the ads, but of a
result, with the coaching andthe strategy. It's my
(36:50):
strategies, but I'm helpingpeople bring in. So actually, I
am the brand and in behind thatthere's products depending on
what people's needs are. So it'sabout what are you trying to
deliver, if you've got aproduct, which is a service,
which has nothing to do with youas a person, that I would focus
on that. But for me, it's basedaround my knowledge, my skills,
my ability, and then there'sproducts dependent on what the
(37:13):
person needs,and that come off of that.
Josh Bolton (37:18):
That's good. That's very good. Because I think that
everything that like I say, youit's almost like you're reading
my mind. Because I a lot ofpeople have been asking me, oh,
you should do like a podcastcoaching channels a, that's
great. But I'm like, what wouldI call it? Do I just say, my
dinky whatever channel, and thething, but they keep they asked
me for the knowledge? So I'llput my name?
Unknown (37:40):
Well, yeah. And again, it depends what what you're
trying to do with it? Are youtrying to build a podcast
agency? Where actually you don'twant to be the face after six
months or a year? Or are youtrying to be the face of it, and
then you have people in thebackground that helped do
things, but it's mainly you. Andthat's when it really comes into
(38:00):
what are you trying to achieveoff the back of it. And what
when you're thinking about andthis is one of the things we
talk about with developing youroffer, when you're developing an
offer, the offer is there togive a result in a timely manner
without any problems. So we wantto increase the likelihood of
success, reduce the risk, andincrease the flow of whatever
(38:23):
that result is. And if we cancut down the time span, it's
better. If you're going to buildsomething up where you're
selling a product or service,does it become better? Because
like he's an expert, he's wellknown at podcasting? Or is it a
product or a service under anagency, which you can then prove
to people what's going toincrease the flow and remove a
(38:44):
resistance from potentialbuyers?
Josh Bolton (38:48):
I guess it would be the agency in my situation,
because like I'll do themarketing for like the first
year. But yeah, I don't want tokeep hopping in front, like you
go to bed at the covers
Unknown (38:59):
the agency model, and then it becomes the USP of how
you're different to otheragencies. A lot of people that
work with me have used had beenon between two and five other
courses or programs before, andI say all the time about it.
Hello, I've been on course it'sgood weather perfect place for
you. Because you had the crap,right? You've had them failed.
(39:20):
Now you understand what aterrible one is? And I say to
people, it's like, I'll havepeople say, oh, yeah, no, I've
got of course before it didn'twork. And also, are you married?
When they say yes. Okay, wasthat the first girlfriend or
boyfriend you ever had? No. Butimagine if you gave up when
Johnny let go of your hand whenyou were 10 You'd still be
(39:41):
single. It's not a case thatthis doesn't work. You just had
the wrong people. And the reasonpeople use us is because now you
understand what a bad course is.
You can understand how goodsomething is when you see it.
And if we can show you that andwe can show you the results and
we're aligned withyou then great we get started
today very reason that peopleuse an objection we actually use
(40:02):
as a reason to work with us. Andif you can find that gap in the
market, that's great. Mostpeople are looking for fresh
people. But I've never been on acourse to sell them a dream. I
like the people have had a badtime, because they've got a good
idea. But they go, Oh, Jesus,this guy really going to help.
I've never had someone help.
Like if you get a partner, andthey've had a bad relationship
(40:24):
before, you've just been a goodguy could be because they've had
an absolute shock in time. Butif you can be great, they've got
a real appreciation, becausethey've seen what bad is. And
now they know what good is. Sothey value what you say far
more. And that's why it's soimportant when you're getting
the offer right and getting theplan, right. But you really want
to work out who you're helping,why you're helping them and how
(40:45):
you can kick ass.
Josh Bolton (40:49):
That's awesome.
Because you brought up somethingagain, I wanted to get to as the
objections. Especially how usinglike the Wii, the dating
analogy, that's genius. BecauseI had everything
Unknown (41:02):
should be stories.
Everyone likes a story andeveryone can visual, if you can
put it in their mind, it'sbasically half the battle is
done.
Okay, if you can tellthem a story that stays in, like
we said about the plane analogy?
How much easier is that? Whenare you just five seconds away?
You're two inches from goal,talking about a plane being five
a mile you go okay, but makesense, they wouldn't take off if
(41:23):
it was below speed. So thatanalogy then sits in our head.
And then we're more likely topush for a bit more, because we
know we need to get more speedto get up to altitude.
Josh Bolton (41:33):
Absolutely. So I'm just curious than on the
technical part, do you need tochange your language for let's
say, if it's a pilot? And wouldyou use a different analogy or
or be more technical in themileage?
Unknown (41:50):
With analogies, what you're doing is you're comparing
an unknown to unknown.
If I'm taking youif I'm trying to help you so
think of what we do. We'rebusiness, we're taking you to a
place you've not been before. Soyou don't know what it's
actually going to take. But if Ican explain and compare it to
something that you understandthat it makes that less
(42:13):
dangerous. Think of it likethis, imagine if you were going
to climb Everest. Okay, goingwith a Sherpa was done it 50
times, you've massively reducethe risk of death. If anyone was
going to climb it withoutexperience, they would die.
That's all backed by going witha shot. But there's still a
(42:36):
risk, but it's massivelyreduced. Now imagine if you
didn't have the right equipment.
Now imagine if you hadn'ttrained, it would be crazy. But
now think about your business.
How much more likely is it ifyou've got the right Sherpur the
right equipment, the righttools, and they could cut out
nearly all of your mistakes. Thelikelihood of success is
massively increased. Just likeclimbing Everest, what we do is
(42:57):
we have a sharper, we bring theequipment, we bring you the
tools, we show you the path andwe walk it with you. Do you
think that that would help youto achieve your goals a little
bit quicker? Yeah, they could dowithout us. But by doing of us,
we cut down the learning time sothat you can achieve it. That's
a far better image because youcan visualize walking around the
(43:20):
lab and right women. So buildconfidence because you're
talking about something whichthey can understand and relate
to. And then if not, believe me,we're talking about a story
which we can relate to. And ifyou can relate to someone, it's
far easier for them to becomecomfortable with what you're
planning. Yeah,
Josh Bolton (43:44):
I would say especially with that analogy
right now with Everest. I'venever been up but I know I've
hiked very big mountains andyeah, if I didn't have my elk we
Unknown (43:52):
all know what it's like to walk up a big hill. How tired
we get. Yes, it's easy toimagine death on Everest.
Josh Bolton (44:00):
Yeah, I'm gonna say there's so many bodies littered
up there to very hauntingreminder. Like, if you come up
here, you may be one of them.
Yeah, yeah.
Unknown (44:08):
And so when we think about that in business, and we
talk about that, and you cancompare that and you're gonna go
on the journey anyway. You gottwo choices,
guess it or Take someone withyou.
That can get you there faster,cut out on nearly all the
lessons. And if you slip theycan grab you before you fall. Me
(44:32):
was a value to that. And if somepeople say oh no, I'd rather do
it in person to Garmin. Good foryou. Once you've got up the
hill, if you decide to come backdown and you want help, just
reach out.
Josh Bolton (44:42):
Right and when you get up to the halfway point you
realize you messed up we'll behere and you look down
Unknown (44:46):
and go, this is getting nervous. Give us a call. We'll
come meet you. We'll look atwhere you are. We'll see if we
can help because it's not abouttrying to sell to everyone. Now
meet people where they are. Andif if you don't have a big
enough pipeline of people, it'svery easy for people to get
frustrated. But instead findmore people that are going on a
journey and add value to theirjourney where they go, This
(45:09):
person can help and the right ina way that they feel listened to
understood, and that you becomeso valuable that they want to
make that decision to work withyou.
Josh Bolton (45:21):
So is it by like, by the time they come to
approach you, they've alreadydecided like, I want to do it, I
just want to know what the priceis not even most care.
Unknown (45:29):
Most of the people that come to us are at this stage
wherever iba or this could begreat. Or this is BS, I don't
believe it. And Eve is fine. Thebiggest problem I find are
people that completely neutral.
You're trying to move people toEva believe they can help you
can help or completely doubtyou. Because even if they doubt
you gives you an opportunity toprove them wrong. And if they
believe in you, you can provethem right. It's about moving
(45:52):
people into an emotional stateeither way. Because how many
times have you met someone inyour life that you didn't like
when in six months like youbecome an inmate, and you don't
even know I didn't like them.
But it took me to dislike themto get there. But now they had
your attention, then you startedpaying attention. And then you
liked that you like them? SoI'll get people getting a phone,
(46:13):
I don't believe that we can dothis. Okay, cool. So tell me
more. Because most of the timeit's not based on us, is based
on something that was said tothem by someone else or an
experience they've had. But thatgives us a location to where
they are. And then we can helpnavigate that. And ours is it
isn't always about peoplestarting with us now. Like if
(46:34):
you'd contacted us today and wesaid I don't think you're
probably the right fit rightnow. Here's one of our free
trainings, do that and give us acall if you fancy talking more.
And then we send you off into atrain and you can come back and
then you're like,Jesus, I didn't even try it. The
pitchmannow you've got an elevated level
of trust, you've done a freetraining, which is saved us
(46:55):
time. Now you've got a betteridea of what we do how we do it.
And now you're more likely towant to buy because we said you
often said no to you said thatwe've given you a free training.
Now you're in a better place.
And actually, you've got abetter trust for us. With that,
oh, God,
Josh Bolton (47:10):
sorry to cut you off and say Would they also play
in the rest, reciprocity?
Unknown (47:15):
Reciprocity, whichever is very much. So you've got to
think now everyone don't wantpeople don't want things thrown
down their throat at all,there's no reason to, instead of
worrying is this person going tobuy today, work out how you can
get so many more peopleinvolved. But you're having so
many great conversations. Thinkof it like being a farmer. Okay,
(47:37):
have more plants have more, havethings that have grown
different, different cropsgrowing at different times.
Plant and stare and go right?
This is rubbish doesn't grownew, plant more seeds, water,
those plants tend to losethings, add value to people's
lives, get on podcasts, releasearticles post a lot, where
people I see you everywhere.
(47:58):
Cool, whenever you're ready tohave a chat to is that long term
vision behind it that makes abig difference.
Josh Bolton (48:06):
That's awesome. So I'm just curious. And I'm sure
it's not you because you woulddefinitely be too crazy. Do you
offer like a free zoom 1015minute call to see if you fit
where they're calling for peoplecourse.
Unknown (48:18):
So people say to me, so what normally happens, they'll
go to one of ours for examples,closed deals. today.com. It's a
20 minute 28 minute, masterclassabout tweaking your offer. Okay,
and it'll register, that putsthem into like an email sequence
where people get value addedemails over the space of a few
months. And at the end of it,there's no sales pitch, which
(48:40):
everyone always thinks is gonnabe. And He literally says, If
you like this book a call, ifnot reach out any time type of
thing. And then so if peoplethen book a call, we say to
people will book a half an hourcall within 10 minutes, we can
tell you if we can help you. Ifwe can't help you, we'll point
you in a direction someone thatcan because again, it takes the
(49:00):
pressure out of that call. So ifyou think this guy could help,
but I don't want to be hardpitched. If you know that worst
case scenario, you're eithergonna find the right company or
find a path to another companythat can help enables people to
be more relaxed about ourconversation. We're trying to
remove resistance and increaseflow. That's all we're trying to
do. And if you think you'regonna get hardball sold, you're
(49:23):
less likely to book a call. Thatmeans that it stops. But if you
think okay, well, I'll have a 10minute call. And then we talk
and we find out if we can helpand if we can't we put you over
someone else in quote,over best. Yeah.
Josh Bolton (49:38):
Yeah, that's very true. Because I had a random
call with this lady. She wastrying to pitch me an MLM. Yeah.
And it was like relegate. I knewshe was trying to sell them and
I called her out like you'reselling to me, like, what are
you doing? Kind of thing. And ata certain point, I actually just
hung up the call because I'mlike, This is stupid. But my
(49:59):
first thought I have towards themic. wasn't because she was
trying to sell or is it becauseshe ignored what I was saying
what I just
Unknown (50:06):
left? Was both right.
Yeah, I know it's, do you knowwhat it is as well, because they
haven't been trained in theright way. Back getting on a
call presenting their hearingwhat you're saying. But they ask
questions to reply. They're notasking questions to understand a
lot of the time, it's one of themost outdated things. They've
(50:27):
got a script, say this bell, saythat you say this bell, say
blah, blah,blah, blah, blah, blah.
I'll get on a call with people.
And if I get the impression,they're not remotely interested,
I'd say listen, we don't need tobe on this call. If you're not.
If you don't want to, like ifyou want to talk, I'm cool with
it. And most time, I don't know.
It's not that. Okay, cool. Canyou tell me? What's your biggest
(50:47):
concern about being on thiscall? Well, I don't want to get
pitch to know that. Okay, cool.
What do you tell me where youare with your business? Let's
see if we can help. Well,depends on what's your product
doesn't matter right now, whatmy products are. Until you have
a stage, we know it's a fit.
What's the point? Like, if youafter just randomly buying
stuff, go to Amazon? Yeah. Whydon't you tell us? What will you
(51:11):
do where you are. And if it's abit I can recommend a few
options are available. And ifwe're not a bit, I'll point you
in the right direction. But tellme what got you on the call when
I don't think you can do it,isn't it? Okay, cool? Well make
you think about and askingbetter questions. The first 10
minutes of my call is verylittle about us. It's about
finding that person's a fit. Butmost people get on a call. Well,
(51:32):
thanks for taking the call tojoin y'all. I've been working
about to help you how you don'teven know what I do.
How do you know you're going tohelp me?
When I get people retired? Icould double your business? How
do you know that? You don't knowwhat we do. So you're telling me
you could double any business,you could go to Apple right now
and double their business.
(51:54):
That'd be real tough. It losesall credibility. Interesting.
Instead, it should be. I don'teven know if we can help.
But if you want to have a combo,little 10 minute chat, let's see
if we can help if we can greatif we can't, I'll put in the
right direction.
(52:15):
That feels far nicer.
Josh Bolton (52:16):
Yeah, it doesn't.
It's like he's genuinely nottrying to sell me anything.
Unknown (52:21):
I'm trying to help.
Yeah.
And I say to people all thetime, we don't need the
business, but we value it. Wewant to find that you've got to
our main program, you work meetone on week, one on one for 16
weeks. If you're not a good fit,that's a long time to work with
people that you don't like andwon't work with you.
I don't want a prison sentence,I want to elevate your business.
(52:43):
So I want to find the rightpeople. But we can help do that.
Josh Bolton (52:48):
So on that note, the finding the right people,
how do you determine your youravatar your customer, because
Unknown (52:56):
is the pain good enough, like big enough for
them? A lot of people it's not alot of people want the idea of
more business. But what they'rereally looking for is a magic
pill, which I'm not. I quitelike people that have had a bit
of a rough time, I've gonethrough rough times. And
actually, I think there's anelement of grit behind it. We
(53:16):
want to know that peopleactually want change, not just
want to talk about change. A lotof people think they want
change, but they don't, theywant their situation to be
better. But they don't want tobe the change that happens. And
for me, I want to work withsomeone that wants to become
(53:37):
better. I want to help you getrid of a crap. Think of it like
a car. Okay, you can you cantake your car to the garage and
say make me a better car. Or youbring a car to me and me and you
will work on the car together tomake it track ready. And I'll
show you the hit hacks, tricksand shots that we've done before
(53:59):
the tools that you need havedata that it up but you're going
to do a lot of the work becausewe know what needs doing or you
take it to somewhere else. Andyou give them a car and you come
back but what does that do costfour times more money. Right
there people want it done fordone by a done for you service,
that's a hell of a lot more. Youwant me to build this and build
(54:21):
that and you want me to getgreasy in the garage with the
tools you got to pay a hell of alot more because then we're
building a six figure businessor you get someone to work with
you and support you and guideyou with all the right
frameworks and you build yourown business you never need us
anymore. And then you'recompetent for the rest of your
life. So then we want to makesure they're going to do the
(54:42):
right work because otherwisethey won't get the result.
Josh Bolton (54:47):
Yeah, that's a good point because a lot of a lot of
my potential clientele that havereached out to me as it oh, we
want a done for your business AmI well then that's a lot of
labor on the back end. You'renot gonna like the price kind of
thing
Unknown (54:58):
again, but So, but on that flip side, have a done for
you service and you say, Okay,so there's three ways we do
this. Okay? We do it for you,and it's 15k. You do it with
you, and it's 6k, whatever itis, or we can give you the
templates for 500 quid, and youcan do it yourself. I mean,
straight off the bat, wouldn'tyou rather do? Do you want to do
(55:20):
all the work? You want to dosome of the work or you want it
all done for you?
And its price relative? That'strue. I wouldn't tell
them that you won't like theprice. They might love the
price. It might be a steal forthem. Yeah. They might be over
the moon is they've got 50 grandset in the bank, and they just
want it done.
(55:41):
I don't want the headaches. Allright.
Josh Bolton (55:46):
Absolutely, really?
Honestly, I think I only got youfor an hour. Yes. All right.
We're hitting him near the end.
Absolutely. Man, like my heartracing. And just so much to
think about today. Throughquestions for you. Yes. Other
than work, and working out whathave you been doing to keep
(56:07):
yourself busy?
Unknown (56:11):
While I'm a single dad, that keeps me very crazily busy.
Yeah. And I'm very fortunate tobe a single gab. A lot of people
really struggle with it. And I'mblessed to have two amazing
kids. And I also give it awindsurfing throughout the
summer, because it's good to getaway from a phone and computer.
And that's about it. I don'tlive a crazy life. I used to
live a very crazy life. And nowI don't, I find a lot of
(56:36):
gratitude for the life I live.
And I think I'm very fortunateto found something which I'm
pretty good at. And I reallyenjoy. And I vibe on where we're
going. So I, I, if my if I won400 million on the lottery
tomorrow, I'd be coaching bynext week. Like just from a
(56:57):
bigger bill up there. Because Iwould like I genuinely, I would
still do that I would stillspeak on stage, I was still
doing podcasts. And to have thatlive, it's great. To know that
money would be a great buy themmore toys, and more tools and
more investments and stuff likethat. But actually to know that
(57:17):
you would still be doing similarto what you do now. I'm very
blessed.
Josh Bolton (57:21):
That's awesome. I get to you win the lottery. And
I'll be like, David, all right,first of all, I want to come
over.
Unknown (57:28):
But that's the thing, right? And you're gonna go
right, let's get a big, very,very big mastermind, you've got
money to invest into that to thecarry on the impact and elevate
the dream and the vision. Andthat's what it should be. That's
awesome. And we have we live ina world where we have the option
to build something that wewanted. And I think that's a
really valuable thing to realizethat
Josh Bolton (57:46):
we wanted as as Mike, we wanted us younger, or
if we want ever we want
Unknown (57:51):
anything you want. Now, there's never been a better time
in the world where you had theopportunity to create something
by design. We have the tools fortech, but more available funds,
even people aren't rich.
Compared to where we were forour parents and our
grandparents, the opportunitiesare better. It is easy to get
anywhere in the world. You'vegot everyone on social media
touch of a button. Social mediais free. I mean, literally, it's
(58:13):
hard works blood, sweat andtears much rather do what I'm
doing now that my granddadworking in a factory building
cars, that was the option.
And you had the fear that if yougot sacked from a job, you
probably won't get another one.
We live in a world now where wecan create pretty much anything
with a bit of blood sweat andtears.
Josh Bolton (58:34):
Caray point, wonderful point. So someone
that's inspired by you, andwants to model a similar life
and get going. What are sometips, tricks or advice you'd
give them to start a similarpath,
Unknown (58:45):
work you're also just work, like do stuff. And just
aim to keep getting better. Nowork like today. Your life
depends on it known but itdoesn't.
Like genuinely, likeit's not bad to get tired. And
some people are don't want toburn out. I know where my red
line is. I had my breakdownyears ago and lost everything.
(59:07):
And I had to start again fromscratch. Know what your body's
telling you. But also pushyourself that we don't really
know what our potential is. Noone does. Right? And it's all
outside of our comfort zone.
Everyone reads these bloomingquotes about oh, yeah, outside
your comfort zone and do thebest. But most people don't.
(59:29):
Most people do just what'sneeded to keep up with everyone
else. But a lot of us are goingto get to the age of 7060 and
have far less than we actuallywanted. And it'll be a point
where our bodies are too old todo what we want to do. And I
think that'll be a big bit ofregret to people and we'll be
(59:49):
looking back at the data we haveright now going I wish I did
more and I don't want to havethat in my life. So I think work
out what you want to do movetowards it in whatever way you
can and just go at it.
Josh Bolton (01:00:00):
Brilliant. So where can everyone contact you at?
Unknown (01:00:04):
If I want to do that masterclass go to close deals
today.com You can go to thesales angel.com There's so many
different things just hit me upon social media, David for sales
Angel and Insta. It's the sameon LinkedIn everywhere. Awesome.
I mean, grab it, grab ittraining, get in touch and see
how we can help. Perfect
Josh Bolton (01:00:23):
definitely take up his stuff.
Unknown (01:00:25):
Thank you buddy.
Put about 2800 followers on Tiktok.
Josh Bolton (00:05):
That's really good and tick tock, it's hard to even
just get 500 Well,
Unknown (00:09):
profile visits in the last 90 days just on that 2000
profile visits. And from there,so we use link tree to judge our
stats. So we know that we'vehad, I think it was 600 people
have got 2000 people have gonethrough the profile. And then
600 People had clicked on thelink. And we've added I think it
(00:31):
was 300 people to our mailinglist, and we'd have other people
going through.
Holy shit,crazy numbers. So at the moment,
so what we've been doing withour tic TOCs been interesting.
It's a bit sneaky, but we'vebeen taking viral videos. And
then me talking at the end ofit. Some a viral video that I've
if you seem, and we've nowstarted repurposing elsewhere,
(00:56):
now we're not going crazy. We'renot getting millions of views,
but the engagement that theypeople are getting, so I did one
the other day. And it wasthere's two types of people. And
it was a golfer two golferswalking along, it was a
crocodile on the golf balls arelike tax on Italian, it goes up
and runs and screams and I'mliterally going, don't think you
(01:16):
should avoid screaming andrunning. But if you feel like
your business is running likethat, at the moment, when you
drop by for whatever freetrainings.
That sneaky, that was anotherone
was the one from a film and thenliterally saying was it like,
it's like in the hood orwhatever it is like the fun is
rappers and the why old schoolteacher was like fuck history.
(01:40):
And the other guys like fuck isgood. But it is when it comes to
me. And I'm like, Yeah, fuck isgreat. Does it matter? What
happened in your past? No, ifyou focus on your past, you're
not gonna get any bit, why don'tyou take a step towards your
future, get one of our freetrainings, just hit the link in
the bio now.
So we're just doing both typesof things,
to then get the attention. Andthen we're finding the ones that
(02:00):
works. And then we're going torun some ads on them. Because
you can just do promotion ads onTik Tok really easily.
Josh Bolton (02:05):
Yeah, cuz you can just say I Okay, this video is
definitely not posting toothers, that normally wouldn't
be my guest. So that's
Unknown (02:13):
sort of what we're doing at the moment. And then
we're using a lot of this stuffwe're doing for our, for me,
we're then seeing what works andthen doing it for our clients,
what we what we tell them theydo. So I've got a guy in a
moment as a performance coach.
And as that what we've done withthese viral videos, you could do
that with your sports. So hedeals with a lot of business
performance. And I said, Well,why don't we focus on the top 20
(02:33):
sports stars, so LeBron James,Michael Jordan and Serena
Williams, and you grab a clip ofthem failing. And then at the
end, it pans to you that gothrough, where they've been
going wrong, what people havebeen doing and how they then
redeem themselves. So over time,it'll be Michael Jordan, screw
(02:54):
up, or Serena Williams falls onour face, man gets the
attention. And then it goes,Okay, so when Serena Williams
done this, what they actuallydid was they change this and
retain that data data that ifyou've got like that in your
corporate world, when you grabone of our trainings, so they
won't even we're doing we passto our clients, then they go and
do it and because they're payingus based on our profits, that
(03:15):
helps, all right.
Josh Bolton (03:18):
That's awesome. I think Jordan Belfort was doing
that for a while on Tik Tok, hewould watch a viral thing.
Unknown (03:25):
Yeah. So when they give you a reaction once I done one
yesterday for the Selmy BAP pensegment, Sell me this pen thing.
And it's a really cool thing youcan do on your web app in shock.
I haven't heard of it.
Okay, so I'm video editing app.
So if you've ever gone to one ofmy social groups here, it says a
video of me holding a phone. Buton InShot you can add what's
(03:45):
called a pip which so you canadd a second video and put it
onto the screen. So what I'vedone is I've took the video
another video, added it on topof this video, then made it a
little bit transparent and putit above a phone so it looks
like a hologram coming out thephone. So then it looks like so
you can see what I'm watchingbut it looks like a hologram
above the phone. So that is mewatching the video. And then
(04:08):
I'll have a thought and thethought comes up on the screen
when I've swiped before away andthen someone else will be sad
and also give my opinion. I meanI swipe it away. They're just
really cool, simple stuff thatcan be done. There's so many
things out there now.
Josh Bolton (04:23):
That's awesome. I have like a vehicle video guru.
I paid him like 12 bucks forlifetime. All right, I haven't
even like dived into I guess I'mgonna have to look at it in shot
now.
Unknown (04:32):
In shorts really good.
The main apps I use for anythingare pixels, pe X ELS which is
really cool montage videos youcan download for free. Oh,
unbelievable. You don't have towonder if someone's running down
the road of playing basketballor sweating from the gym and
like the mood motivationalvideos all that stuff in shock
for editing and it's just Canvafor a lot of the stuff for our
(04:55):
covers. Like it's just not atits technical and most Then once
you've got the templates inorder,
Josh Bolton (05:02):
you just take one photo output the other one and
adjust accordingly. You're goodto go.
Unknown (05:06):
Yeah, just easy. Once you've got them done in the
right way, it's just reallyeasy.
Josh Bolton (05:10):
That's awesome. So then I take it tick tock and
LinkedIn are your main driversright now.
Unknown (05:16):
Very, very, very so we're doing, what I'm doing is
I'm having vertical videos. I'mrepurposing them on YouTube, we
do one video and I put it Iliterally, I post and ghost
loads of people advise againstit, I'm quite happy. And
literally, we're just putting itout for the reach. So I'll put
(05:36):
it onto YouTube, Tiktok,Facebook, Instagram, and
LinkedIn. With YouTube, videosget anywhere from sometimes 50
views, sometimes 2000. But thenif we look at all of our videos,
so each video we put outnormally across the five
platforms are getting betweenfour and 6000 views. So although
(05:59):
we're getting lower reach,because it's on five platforms,
but you're over the moon withit, because then each week, and
over the month, you're gettinganywhere from 80 to 100,000
views. It's for smallbusinesses. Great. That's
amazing.
Josh Bolton (06:11):
That's 100,000 people they would never have
normally met. Exactly. And
Unknown (06:14):
all you're doing is making one video and spending 10
minutes posting it elsewhere.
And we're gonna get more seriouswith outreach with LinkedIn,
we're gonna be taking on it,we're going to be hiring our
sales team for the salesAcademy, but we've got, which
then that'll be for oursubscription model. So that'll
happen in about six, eightmonths, we've got a group
program being launched. Yes,good.
Josh Bolton (06:35):
So how crazy honestly, we talked like three
or four months ago and it wasalready batshit crazy. Sounds
like it's even getting ironedout.
Unknown (06:41):
Yeah, we were just keep it's such a good time now. And I
love what I do. So because Ireally enjoy it. When you're
tired. You don't mind it. Like Ilike getting on podcasts. I like
doing lives. Like I enjoy doing,I enjoy messing around with
videos and guy and let's dothis, do something stupid and
see if it works. And it'll get alot of social media marketers
got my God, you know, you coulddo something better with your
(07:02):
videos. I'm not, I'm just tryingdifferent each week, I will try.
So you got my videos, and you'llsee some EBA completely
different different styles,different intentions, different
hooks, and each one's differentevery week. And all we're doing
is finding which ones give usthe best results. And sometimes
they flop on the Instagram, butthey'll do well on tick tock and
that same video that does wellon tick tock will suck on
(07:23):
YouTube. So then we're findingout what people like. But as
long as you've got it on allfive platforms, something's
gonna go all right. And I thinkthat's one of the biggest things
just being out there. And peoplesay to me now, but like whenever
I see you once I see youeverywhere. I'm like, oh, yeah,
that's what we want.
Josh Bolton (07:40):
Obviously, now I gotta look you up on YouTube.
Because every so often I'll gothrough shorts, but I want to I
want to follow people. So theshort feed will give me more of
them.
Unknown (07:48):
Yeah, I don't even scroll on. I mean, YouTube,
literally, I just post on there.
And then I'll go back on thenext day to post, I'll just look
on the videos, and it'll be 56views of a neck for 1200. But
it's 200. And it's not a goodthing. And I'm quite happy with
that. I mean, for the sake allwe're doing is repurposing for
posting for under a minute. It'sgreat views for a minute's work.
Josh Bolton (08:10):
It is it really is.
That's awesome. So I actuallyhave a technical question for
you, because you're the salesAngel. How do you build rapport
with someone quickly? Now youdon't know like you met someone
in a coffee shop,
Unknown (08:24):
not too bothered by it?
I'm not really a lot of peoplereally care about rapport. I'm
not overly concerned about doyou know, I'm clear. That's
okay. A lot of people have falsewith report. They're building
reports to get a deal. They'renot building rapport, because
they actually care. So for me,if I try to find common ground,
(08:45):
you like basketball, I likebasketball, I don't really care.
Because you like basketballdoesn't mean I buy from you.
What I'm hiring you for is anexpert. And I need to know that
you give a monkey's about me,but you're an expert, but you
can fill fulfill my life with abetter result. If I walk into a
car showroom, yeah, I might likethe guy. But it's more of a fact
(09:06):
of do I like the car. And Ithink when you're on there, what
you want that person to do isknow that you have they have
your full attention. You cangive them what they need, and
they don't feel like they'rebeing sold to. So I think it's
less about rapport and more of afact that they feel completely
at ease. But you are the personthat can help and almost like
(09:28):
they're going to miss out ifthey don't work with you. And I
think the FOMO side is moreimportant. So I'll talk to
people I want to find commonground, but I don't really focus
on I want to be memorable, and Idon't want to be disliked and I
think that is more of a gamechanger. Then building rapport.
I think some people focus toomuch on rapport and peep unless
(09:52):
you really care you don't youtalk something you're like, are
they just asking me this for thesake of it? cuz it's a habit. It
turns me off straightaway. IfI'm CZ, yeah. So if you've
phoned me up now about a productor a service, and you phoned me
up, and it's a completelyunsolicited call, and you ask
how I am, I'm not you don't carehow I am.
(10:18):
Because you don't really
Josh Bolton (10:20):
right. Yeah, it's the scripted corporate America
thing, isn't it? Yeah.
Unknown (10:24):
So I think when you're doing that, sincerity,
sincerity, and you can besincere about being without
needing to build rapport. NowFerber in the conversation,
building up a relationship wherewe gotcha, we like this guy. But
you like that person, becausethey can help you as much as
like, I like loads of people andhave really good rapport, and I
(10:47):
wouldn't give them a penny. Someof my best friends, I love them,
and my life would not give thema penny to help me with my
business. Okay, so report isn'timportant, then that way, if I
go to the doctor's go, you sayyou've got to, but you go to the
dentist, even if you hate thedentist, right? As long as you
trusted him as a dentist, yougot to fake and he can get rid
(11:08):
of to fake you're just gettingon with them. Right? Rather than
going in and this guy is likebeing your best friend, you have
got to fake get rid of the painlippies. So I think it's good to
be friendly, polite, and politeand professional. But I don't
think rapport is anywhereneeded. As much as people think.
(11:32):
I think you have the opportunityfor out your conversation to be
likable. But I think it's betterto be memorable than light.
Josh Bolton (11:40):
That's very good point. The only reason I asked
is I was just thinking I waschatting with someone at my
martial arts studios, this guybefore my instructor heard about
you. And I said, Yeah, I'mtrying to I said, I'm sure David
could give me an answer. And youtotally fivestar did. But I
said, I'm trying to figure outif like I see someone in a
coffee shop as a hey, instead ofthe stereotypical Oh, you have a
(12:02):
nice coat or this is that theyears I Okay, thanks. Yeah, I
bought it sort of short,whatever.
Unknown (12:09):
I would say, and this is something I've been doing
recently, which I think makes abig difference with connection.
When I meet someone, I'm 100miles an hour. So in my head, I
think sometimes I'm like, Oh,hey, yeah, good to meet you.
Blah, blah, blah, and then Imove on. But actually, what
happens is, it's almost like,hey, there's a lot. So I have to
slow things down. So what I nowdo is when I meet someone, I
(12:32):
walk over to and I get eyecontact, I smile, I'll put my
hand out and I look at theireyes. In my head, I say What
color are their eyes. And as I'msmiling, and I'm shaking your
hand, I'm like what color theireyes, their eyes are blue. And
at that point, I open my mouthand talk. But in that moment,
they have had a good two secondsof me looking into their eyes
and smiling, like actively, youhave my attention for two
(12:53):
seconds. So when I go like this,and then my head and I smile,
and then that person almostpauses like are they going to
talk and then when you do talk,they're more engaged. Because
they pull attention. If I walkedup to you and I smile, and I put
my hand out in the time is thatyou put your hand down, and
we're still eye contact when yougo is it and then I started
(13:15):
talking because you're in yourhead you're gonna go is you're
gonna speak. But what'shappened, we've got full
attention. And you know, I'mfully focused on you. And then
you start talking. And it alsobreaks any anxiety you've got
about because we've now got aprocess and you go, what color
of eyes, their eyes are blue.
Hey, nice to meet you. My nameis Dave.
(13:35):
And it just calms it all downto by giving real eye contact
for that little two secondswhile you handshake. And smile
obviously don't look like apsychopath. But by giving some
of that genuine, full attention,a lot of how many times you
shake someone's hand and hedon't even look you in the eye.
Or they do oh yeah, hi, Leslie.
And it's almost bet thattonality drops off at the end.
(13:56):
It's almost rather than thanthat. But actually, when you
look somebody's eyes and you go,there you go, Hey, nice to meet
you. And it just comes out thatbit clearer, a bit more concise.
And especially if you're tryingto give a good impression. You
want someone to feel but you aresturdy in your own skin. Right
and intentional about whatyou're doing. And by giving them
(14:17):
that eye contact, it's fareasier to hold back gaze and
talk to them and have a questionrather than you know, when you
look at them, and then you sortof look away, you look around,
and then you just look reallyshifty. So that's something I
have done recently, which I madelast couple of months I've found
has made a big difference. And Ido it now, if I'm speaking to a
group as well, like if I'm on agroup call, I'll be looking
(14:38):
around and I might ask aquestion in my head. I'll be
looking at the person on the topright. I don't know what kind of
a bear eyes you can alwaysagree. Quick question and then
I'll talk directly to thatperson. But for that couple of
seconds, they've had my fullcontact rather than me just
staring blankly at the screen.
And if you do that throughout,each person's had a bit of your
attention into emotionally,rather than just looking like
(15:00):
this, you will say to peopleeverywhere I need you go dizzy.
So no, I literally will look ata certain person, a certain
person, but I will cover theireyes in my head, their eyes are
green, and you smile. And whenthey look at you, and they
smile, I'm like, is he smilingdirectly at me. And you do that
throughout. So then you'regiving each person their, a bit
of your full attention, whichthen puts them in a happier
(15:23):
place, and they feel more of aconnection with you. And I think
that connection is far moreimportant than rapport. Don't
care if we both love basketball?
Josh Bolton (15:32):
That's what I was going for. Thank you. That's
awesome. So then, I'm justcurious then. Because especially
because you are so fast, how doyou, you say you're slowing
yourself down? How do youespecially because your brains
probably like you said, firingso fast. How do you moderate it
so you don't sound gibberish?
Unknown (15:54):
And if there is what I'm doing. So if I'm say, for
example, you put a call in withme to have a conversation about
your business. Okay. In thatcall, we've got stats, we use a
transcription service in thebackground, it tells me, me and
the other person who will tellme what percentage of what I
talk, I fought between 18 and22% of the time in a one hour
(16:18):
conversation.
Interesting, where mostsalespeople will talk the
opposite
Josh Bolton (16:26):
to the needs, you have to use questions to very
open ended, but directed. Sothey are
Unknown (16:31):
very clear. And it's very much about tonality. And my
job in that conversation isn'tto pitch you. It's to let you
see inside my brain. Imagine forthe moment if you could see
inside my brain, you would havemore trust in what I'm telling
you. Because when you want aconversation, sometimes there's
doubts. If you've if you thinkyou could see every thought
(16:54):
that's going on in my head,you're far more likely to trust
me.
Yeah, when we're talking SaveMenu,
we're talking now we're planningto get on a second call. And I
go, right. Okay, so what I'mthinking
maybe we should have a call. Wehad a call, but I couldn't do
both. If we had a callTuesday for could do 1015
(17:14):
cryptohopper. I could do 50. Butwhat about if we do this? So
while you're hearing me thinkingout loud, it's like you're
seeing into my head like I'mconnecting. It feels like
gibberish. But you've realizedthat I'm not hiding anything.
Right? So then if I'm in aconversation where I'm asking
(17:36):
the question, I go up in volumewhen I'm asking a question, if
I'm letting you think out loud,I'll go faster, because I'm
like, okay, what can we do?
Could we do? Because it's almostlike I'm thinking but letting
you hear my thoughts. And like Iwrite, I've had four. And then I
(17:56):
slow it right down. And you'llsee, but I'm very animated when
I'm talking about this, becauseI use my hands as a pacer. So if
I'm talking about Okay, so tellme where you are now.
And where is it your issue?
How slow I'm going my hand. WhenI get to the top I speak? And
I'm like, Okay, so where you arenow? And then
(18:18):
where are you trying to get to.
So I use my handsas a visual aid, and you're
watching my hand, right. Butthis actually controls my pace.
Because if I like it controls mypace, but if it controls my
pace, I'm holding on to myheart, which is on my pace comes
from. So by me moving slowly, itkeeps you engaged, but it
(18:40):
actually controls my tempo ofwhat I'm doing. And so if you're
precise, rather than if I'mprecise, but if I'm precise, and
I have a method and a process,these pauses are less
uncomfortable. And so I said,there's a bought and a process,
there's not much with it. So bybeing animated, it slows me down
(19:02):
on points I'm trying to talkabout. And if I'm telling a
story, if it's a really goodstory, I'm actually trying to
move you emotionally so we'lluse a lot more pace. So we right
what we did was we went up itand then after that, so it goes
really really fast, and then itstops.
(19:23):
And then it slows down.
And then sometimes the tone andyou'll see me really lean in and
then other times I'll reallymove back and all of these parts
of the body language. Composeyourself because if your body is
in motion, it takes the flow ofa conversation and there's only
so fast that you can move. If Iwas doing this, it would feel
(19:43):
weird.
Right? So if youusing your body and using your
body language, but then you'reusing your tone that you'll see
me go lower with volume and hereand then I'll go up
to when you get your bodyinvolved with that, that control
was the pace and the tempo ofwhat you're doing. And it really
(20:03):
depends what you're trying to doat the time. If you're trying to
explain something in a step bystep process, think of it like a
surgeon, what would you wantthem to do? race at 100 mile an
hour or be really systematizedand clear and concise? Because
you don't have be right we'regonna cut you over we're gonna
do is we'll pull it out, but youwanted to be like, Okay, so
first and foremost, you're gonnabe sedated. Step two, we're
(20:26):
gonna do this. After that, we'regonna do this. If you're
explaining a process with asystem, if it's a story, there's
a flow that goes with it,because I'm trying to take you
on an emotional path, not to anunderstanding level of
understanding of process orsomething that's going on. So it
really depends what you're doingon the pace, you need to take
Josh Bolton (20:48):
a you covered, like, two of the questions I
had, was like the especially thebody language, and the tonality,
because I've been, I've beenworking on to using my hands,
because when I would talk topeople, I would just sit like
this. Yes. And I would visiblysee people get like, kind of
thing. So that's where I mighthave been watching a lot of
stuff. And like, the open handthing is more for dress. And
Unknown (21:11):
you don't normally as well, this is normally further
back. And normally you'll see mytable. Okay, I think when you
can see your foot, so you thinkabout it. Now you can see me
here, like this, and you can seemy shoulders, my hands are
hidden, right? If I'm more here,okay? If you got it, so if it
was further away, you can see myhands you fit. So if he's with
(21:34):
further away now and you can seemy hand, it feels like there's
something that isn't hidden fromwhat's going on. So normally, if
I'm talking to people, I'll havethat Berber away, I just haven't
set it up, right. And if you cansee the whole body like I can
see from here on you. Soactually, if I could see all of
you psychologically, you can seeeverything that's going on.
(21:55):
Okay. And I think from my head,if I can see everything, it is
more likely for me to trust him.
So I would actually be sat morehere normally. So you would see
everything that's going on. IfI'm really, really close, and
you can't see stuff, but you cansee my hands and you can't tell
what I'm doing now. But you cansee my arms are moving. So then
am I playing with a phone, andwe're scratching my leg? am I
(22:17):
emphasizing something, and nowthe body language isn't really
doing anything. But if you cansee my hands, and I'm talking
about certain things, and doingthings, that body language that
you can see, brings you intothat conversation far more.
Josh Bolton (22:34):
Good point, I'll make a note of the back more
Yeah, I
Unknown (22:38):
would add is having that. Having that setup. Having
books out here. I bought aproper bookshelf. And most of my
books are kept there at eachcycle at the site. The
psychology behind it is whereyou're seeing lots of books, you
think what?
Josh Bolton (22:53):
Scholarly,
Unknown (22:54):
yeah, makes a difference, right?
You can see pictures of my kids,you can see I'm a family man.
You can see some art. So itgives you an idea what we've
got, you can see a branded signshows a bit more, but this is
something I take seriously.
Right? So thenall these little things
are there because I like them.
But actually they help elevatein small parts, the overall
(23:18):
impression that someone's got.
And when you're selling aproduct or service, or you're
getting people to have faith inyou, they want to be right. They
know you. Now if you said just apicture here, explain more about
Dave, what could you pick outfrom it? We can tell from an art
for sign but books family.
Right, you can see the angel theangel, my name is David Angel.
(23:41):
Right? Right. So there's lots ofthings in there. If we looked at
yours, what would it tell us?
And what we want to try and dois if people can subconsciously
their brain goes, we like this.
I feel comfortable here. I feellike a novice person that
elevates a level of trust.
Josh Bolton (24:02):
Man, this you just throw in gold today.
Unknown (24:05):
But it's all little things, right? Yeah.
I imagine if it was a imagine ifthere was two axes, like actual
actors. That cool. Be weird onit. Yeah. Now imagine if it was
an X, and it was covered in mud.
That'd be weird. You've got whyis that covered in mud on the
wall?
Josh Bolton (24:25):
Does he not know how to swing your correctly? You
shouldn't
Unknown (24:27):
say how many things are going through your head? Has he
been using the x that you'vegrown? And now you're thinking
about the X and all you'rethinking about me x me and X Men
and X? That doesn't necessarilynegative, but it's not
increasing your belief in me.
Right? Right. Because you
Josh Bolton (24:45):
don't want the subconscious to make any
decisions like that the x couldsymbolically mean oh, he's gonna
ask me kind of thing.
Unknown (24:52):
It could mean anything, right?
It could mean anything. If yousaw a picture that was really
wonky or hanging down or it wascracked doesn't mean a bad guy.
But subconsciously, your brainmight pick that up. Right?
There's all little things thatsubtly can make a difference.
And I'm a big believer that theway we do one thing isn't
(25:14):
guaranteed. That's the way we doeverything. But I think it's an
indicator. If I went to arestaurant and one of my friends
was horrific to the waiter,I'd be like, Are you a good guy?
How you treat mesomeone comes up to me or a bad
mouse people. I'm like, when I'mnot with you, but you talk about
me. Cuz you've given me thatimpression to people are always
(25:38):
going to have an impression ofyou. What can we do so reason I
wear black T shirts now. Right?
You it gives more focus oncamera. Most of my videos,
you'll see recently I'm wearinga black T shirt. One is great
for keeping your animated to itgives you more focus on the
face, which actually stands outa bit more free. It's slimming,
(26:00):
great reasons to wear black. Soif I'm going to wear a color, I
have a son with me with stripyshirt. It always goes hazy.
So it doesn't matter aboutwearing it shouldn't does it?
Yeah.
It all makes a difference. Likewe said with the swinging arm
for the podcast. It gives animpression. And if we can give
(26:20):
it a good impression, why not?
It's only going to help
Josh Bolton (26:23):
us. Right? Every time I hop in zoom calls is not
even related to podcasting.
They're like, Oh, you have likea great setup there. And I'm
like, I mean, I've always hadit, I guess. So kind of thing.
Unknown (26:36):
But again, take the compliment on that and go, what
they're really saying is, you'retaking this seriously good,
because sometimes I go intopodcasts and they don't.
Josh Bolton (26:46):
They have their like webcam mic, and it's just
horrific echoing.
Unknown (26:52):
If you're on stage on, imagine the scale of the top of
1000 podcasts that could be outthere, all of these little
things, add a layer where peoplein their mind add you with a
little bit higher standard. Andthat's a good thing. It's a
really good thing to have.
You've got books on the shelf upon the wardrobe,
Josh Bolton (27:13):
right? I'm looking at my and I'm gonna have to move
them either put them here ormore here. Like if you
Unknown (27:20):
had something over that wardrobe, which that could be a
whiteboard, but was on there.
Wouldn't make like that. Like ifyou had a whiteboard there. That
was a chart that had no, like,it could just be a load of boxes
or lines like a frameworkpeople would be looking at, I
gotta wonder what that is. Theycan just add curiosity to
people. Good point, I think,think about what's the
(27:42):
impression, what impression arewe giving to people at any time?
Because we all judge, and we alldo it?
No. Judge, we all do it withouteven intentionally doing it. So
if people are going to have animpression of us, it makes sense
to give people the rightimpression. We don't need
(28:02):
everyone to like us. Andactually, let's let everyone
know, the best version of us.
And this is why I work on theway I talk. I don't want to
sound posh, but I want to giveyou the best version of me. I
want to be the best that I canbe. I wouldn't be the best
strategist I can be. And today Isay this all the time. Today is
the dumbest I'll ever be. Andsome people are like, Oh my
(28:24):
gosh, it's really hard to dothat. It's not. They see it as
I'm calling myself dumb. I seeit but I'm always gonna get
smarter every day.
Right? To some people Oh, youshouldn't call yourself dumb.
No, it should. Because this isthe dumbest I'll ever be not I'm
dumb forever. This is thedumbest are ever be. Because I'm
(28:44):
aiming that tomorrow I'm goingto be a bit brighter, a bit
smarter, a bit better spoken abit more articulate better. My
tonality? Better read a betterdad. So that's a good thing.
Because that's always pushing meforward. And then we got to go
okay, well, what am I pushingfor? What impression do people
get? People should just like usfor us, but they don't. And we
(29:05):
live in a world with a vastamount of competition out there
compared to who we are and whatwe can be. So let's give people
the best version actually isinside of us. We've got to let
that come out as well.
Josh Bolton (29:20):
100% I agree. It's interesting. How you bring that
up. That's a big one for me. I'mlike, Oh, I because I'm going to
start doing more solo podcast.
Yeah, you probably know thiswith yours. But actually, you
probably don't have Joker'sbeing a salesperson but there's
a seasonality to getting guests.
At least for me I've noticed thesummer winter it's really hard
to get people by the way I loveyour show. I've been listening
(29:43):
to it nonstop and but for methere's going to be a huge month
gap and I've done everything thethe matchmaker and I just
decided I'm going to do solo.
But if I'm gonna like for me,kind of like you if I'm gonna do
solo, mais we'll do content.
Readjust this and it's justfunny how you're pointing it all
out. Because I've been thinkingabout it like, I need to get
lights, somehow add some somecharacter to never have
Unknown (30:05):
to do much. No, like everything was here. There's
nothing worse, like crazilyexpensive. The sign was a gift
someone got back from me, whichI love. And I think it's
amazing. It's amazing. It'sincredible, right? And most of
the stuff that's in there isn't.
It's not about giving a falseimpression, it's all stuff I
have. It's just organizing it inthe best visual way. And the
(30:28):
same way, if I'm going to goout, I do my hair, like or
whatever feel the best I can be.
And you know, when we want toget the best impression out
there, we hold ourselves to ahigher standard. And we go Okay,
where am I at now? Where do Iwant to be? And what are some of
the steps actually maybe gettinga bit more serious about the way
it looks? Maybe about getting abit more serious about how can
(30:50):
we talk more impactfully? How doI make sure that what I say
really hits the most power, Ispoke to one of my clients
today, she's amazing, like, realcheap. And we were talking about
and she works with speakers. AndI said, Think of it like this.
The difference betweenan amazing video and a good
video could be hundreds of 1000sof views. But it might only be
(31:13):
5% better. But it held theaudience that little bit more
but more people it grabbed theirattention, more people watched a
bit more, then he got sent somemore people. So it's not always
about being 100 200 500% Better,is the small incremental changes
that make a difference. But nowimagine if you make a video
(31:34):
today, and you put it onInstagram reels, and it gets 100
views. Cool. But imagine if itwas 5% better when it got 10,000
views, a little bit more effort.
And then it's the equivalent of100 videos in one video. And
that's why it's important outthere. As you're saying with
(31:54):
sales. I work with people thatare 20% converters, as in 20% of
the people that they present toBell by Bob, I bet but imagine
if you just become 10% betteryour conversion might go up by
50% Just by being 10% better. Soyou, you're gonna do the work
anyway, why don't we just do itin a slightly better way.
(32:15):
Slightly more impactful,slightly more in detail. And
then you get to have a betterperformance, live a better life
and actually be happier withyourself. And whenever we
perform well.
We're all happy with ourselves.
Yes. 100%. So true.
Josh Bolton (32:34):
It's so speechless.
Trying to think is like, becauseit's so good. That it that's for
me, what I've been working on isjust that like the small
increments like, I justreorganize it. But once you
point out I looked at here I'mlike, okay, that's cleaning
neat. But I look here my Whatthe fuck happened here kind of
thing. But again,
Unknown (32:54):
it's clean and neat from where you are at home. But
what does it look like from theother side? And that's one of
the big things I do. I the way Ilook at that now we're from my
eyes, and from what you see aredifferent. Because the cameras
deceitful on what it does. Soactually, what I could have here
could actually look messy, butlook good on camera. And what I
(33:15):
have when it's tidy, doesn'tnecessarily stand out. If you
look here, but you see both fourbooks there. It stands out more
right there just because justthe top ones off a little too.
Josh Bolton (33:26):
Yeah. Right.
Unknown (33:27):
So then you've got little things here, but what
does it look like? But like theyuse like it's active. So I don't
want my books to be perfectly inorder because it looks almost
too organized.
This looks like it's usedbecause it is.
So what books are used. Thatmeans I'm more read. If I'm more
(33:48):
read, the likelihood is I'mprobably a better guy than the
guy who's not read. Like as aprofessional. Right. So actually
having books bear and all ofthem are quite colorful. I want
them are quite bright. We're allsort of different. They all
stand out a little bit moreisn't the highest. If you look
behind you now, a lot of it frommy side, it looks quite dark.
(34:11):
Turkey doesn't draw you in asmuch if you go okay, what's what
are we trying to do if you wantit to be slick and clear, cool.
If you want people to understandyou a bit more, what could you
do to make that stand out alittle
Josh Bolton (34:22):
bit more. Add maybe a light behind my back to light
this up here.
Unknown (34:25):
There we go. Because they won't see anything behind
you. I've got so I've gotI have like a black backdrop
which I tested out it cost me Ithink 20 $20 from Amazon, okay,
and literally it comes with thehooks and I could literally put
that up behind me and it becompletely black. Maybe you want
to have something which iscompletely neutral. So then
(34:47):
you've got it so then it's justfocus just solely on you. And
you could just have a light thatshines on that. There's so many
things that you can do that assmall incremental changes in
life that make the difference. Ilook at it instead. Have the
amount of people are so close todoing massive things, but it's
just a little bit bit below,think of it like a plane taking
off. So it's 150 mile an hourfor a plane to take off and
(35:10):
you're doing 145, you'd be goingdown that runway feeling like
it's all ready to go bouncingdown there, eventually you run
out of runway, because he's fivemile an hour too little for the
plane to take off. But with thatfive mile an hour extra, you can
sort of write out to 10s of1000s of feet. And it's five
mile an hour more. But withoutit that plane is redundant. All
(35:34):
it can do is drive around on arunway and never know. View.
Yeah, it's not a not very, it'snot an effective car is it? You
know, and but for five mile anhour more, and then you can get
up into the sky. Interesting. Sothen
Josh Bolton (35:50):
this back to the video part. Do you just do on
your personal channel? Or do youhave a branded channel for
everything now? For for me?
Yeah, social media in general,
Unknown (36:03):
social media I just have. So we set up a new
Instagram account three monthsago, because we're going to have
one for the sales team when wetake that on, which is more for
the Ultimate Sales TrainingAcademy. Everything else is
David the sales Angel.
Because, okay, if peopleare buying into what I say
they're buying into what I say,it's not a big branded product,
but some miracle cure, we're notgiving them the cure to cancer,
(36:27):
they're buying into the factthat I'm different. By buying
for my energy by buying some mywords, everything is me. So it
makes sense. But my products arebased on me. They're not
Facebook ads. If I had aFacebook ad agency, it'd be
different, right? Because thenit's about the ads, but of a
result, with the coaching andthe strategy. It's my
(36:50):
strategies, but I'm helpingpeople bring in. So actually, I
am the brand and in behind thatthere's products depending on
what people's needs are. So it'sabout what are you trying to
deliver, if you've got aproduct, which is a service,
which has nothing to do with youas a person, that I would focus
on that. But for me, it's basedaround my knowledge, my skills,
my ability, and then there'sproducts dependent on what the
(37:13):
person needs,and that come off of that.
Josh Bolton (37:18):
That's good. That's very good. Because I think that
everything that like I say, youit's almost like you're reading
my mind. Because I a lot ofpeople have been asking me, oh,
you should do like a podcastcoaching channels a, that's
great. But I'm like, what wouldI call it? Do I just say, my
dinky whatever channel, and thething, but they keep they asked
me for the knowledge? So I'llput my name?
Unknown (37:40):
Well, yeah. And again, it depends what what you're
trying to do with it? Are youtrying to build a podcast
agency? Where actually you don'twant to be the face after six
months or a year? Or are youtrying to be the face of it, and
then you have people in thebackground that helped do
things, but it's mainly you. Andthat's when it really comes into
(38:00):
what are you trying to achieveoff the back of it. And what
when you're thinking about andthis is one of the things we
talk about with developing youroffer, when you're developing an
offer, the offer is there togive a result in a timely manner
without any problems. So we wantto increase the likelihood of
success, reduce the risk, andincrease the flow of whatever
(38:23):
that result is. And if we cancut down the time span, it's
better. If you're going to buildsomething up where you're
selling a product or service,does it become better? Because
like he's an expert, he's wellknown at podcasting? Or is it a
product or a service under anagency, which you can then prove
to people what's going toincrease the flow and remove a
(38:44):
resistance from potentialbuyers?
Josh Bolton (38:48):
I guess it would be the agency in my situation,
because like I'll do themarketing for like the first
year. But yeah, I don't want tokeep hopping in front, like you
go to bed at the covers
Unknown (38:59):
the agency model, and then it becomes the USP of how
you're different to otheragencies. A lot of people that
work with me have used had beenon between two and five other
courses or programs before, andI say all the time about it.
Hello, I've been on course it'sgood weather perfect place for
you. Because you had the crap,right? You've had them failed.
(39:20):
Now you understand what aterrible one is? And I say to
people, it's like, I'll havepeople say, oh, yeah, no, I've
got of course before it didn'twork. And also, are you married?
When they say yes. Okay, wasthat the first girlfriend or
boyfriend you ever had? No. Butimagine if you gave up when
Johnny let go of your hand whenyou were 10 You'd still be
(39:41):
single. It's not a case thatthis doesn't work. You just had
the wrong people. And the reasonpeople use us is because now you
understand what a bad course is.
You can understand how goodsomething is when you see it.
And if we can show you that andwe can show you the results and
we're aligned withyou then great we get started
today very reason that peopleuse an objection we actually use
(40:02):
as a reason to work with us. Andif you can find that gap in the
market, that's great. Mostpeople are looking for fresh
people. But I've never been on acourse to sell them a dream. I
like the people have had a badtime, because they've got a good
idea. But they go, Oh, Jesus,this guy really going to help.
I've never had someone help.
Like if you get a partner, andthey've had a bad relationship
(40:24):
before, you've just been a goodguy could be because they've had
an absolute shock in time. Butif you can be great, they've got
a real appreciation, becausethey've seen what bad is. And
now they know what good is. Sothey value what you say far
more. And that's why it's soimportant when you're getting
the offer right and getting theplan, right. But you really want
to work out who you're helping,why you're helping them and how
(40:45):
you can kick ass.
Josh Bolton (40:49):
That's awesome.
Because you brought up somethingagain, I wanted to get to as the
objections. Especially how usinglike the Wii, the dating
analogy, that's genius. BecauseI had everything
Unknown (41:02):
should be stories.
Everyone likes a story andeveryone can visual, if you can
put it in their mind, it'sbasically half the battle is
done.
Okay, if you can tellthem a story that stays in, like
we said about the plane analogy?
How much easier is that? Whenare you just five seconds away?
You're two inches from goal,talking about a plane being five
a mile you go okay, but makesense, they wouldn't take off if
(41:23):
it was below speed. So thatanalogy then sits in our head.
And then we're more likely topush for a bit more, because we
know we need to get more speedto get up to altitude.
Josh Bolton (41:33):
Absolutely. So I'm just curious than on the
technical part, do you need tochange your language for let's
say, if it's a pilot? And wouldyou use a different analogy or
or be more technical in themileage?
Unknown (41:50):
With analogies, what you're doing is you're comparing
an unknown to unknown.
If I'm taking youif I'm trying to help you so
think of what we do. We'rebusiness, we're taking you to a
place you've not been before. Soyou don't know what it's
actually going to take. But if Ican explain and compare it to
something that you understandthat it makes that less
(42:13):
dangerous. Think of it likethis, imagine if you were going
to climb Everest. Okay, goingwith a Sherpa was done it 50
times, you've massively reducethe risk of death. If anyone was
going to climb it withoutexperience, they would die.
That's all backed by going witha shot. But there's still a
(42:36):
risk, but it's massivelyreduced. Now imagine if you
didn't have the right equipment.
Now imagine if you hadn'ttrained, it would be crazy. But
now think about your business.
How much more likely is it ifyou've got the right Sherpur the
right equipment, the righttools, and they could cut out
nearly all of your mistakes. Thelikelihood of success is
massively increased. Just likeclimbing Everest, what we do is
(42:57):
we have a sharper, we bring theequipment, we bring you the
tools, we show you the path andwe walk it with you. Do you
think that that would help youto achieve your goals a little
bit quicker? Yeah, they could dowithout us. But by doing of us,
we cut down the learning time sothat you can achieve it. That's
a far better image because youcan visualize walking around the
(43:20):
lab and right women. So buildconfidence because you're
talking about something whichthey can understand and relate
to. And then if not, believe me,we're talking about a story
which we can relate to. And ifyou can relate to someone, it's
far easier for them to becomecomfortable with what you're
planning. Yeah,
Josh Bolton (43:44):
I would say especially with that analogy
right now with Everest. I'venever been up but I know I've
hiked very big mountains andyeah, if I didn't have my elk we
Unknown (43:52):
all know what it's like to walk up a big hill. How tired
we get. Yes, it's easy toimagine death on Everest.
Josh Bolton (44:00):
Yeah, I'm gonna say there's so many bodies littered
up there to very hauntingreminder. Like, if you come up
here, you may be one of them.
Yeah, yeah.
Unknown (44:08):
And so when we think about that in business, and we
talk about that, and you cancompare that and you're gonna go
on the journey anyway. You gottwo choices,
guess it or Take someone withyou.
That can get you there faster,cut out on nearly all the
lessons. And if you slip theycan grab you before you fall. Me
(44:32):
was a value to that. And if somepeople say oh no, I'd rather do
it in person to Garmin. Good foryou. Once you've got up the
hill, if you decide to come backdown and you want help, just
reach out.
Josh Bolton (44:42):
Right and when you get up to the halfway point you
realize you messed up we'll behere and you look down
Unknown (44:46):
and go, this is getting nervous. Give us a call. We'll
come meet you. We'll look atwhere you are. We'll see if we
can help because it's not abouttrying to sell to everyone. Now
meet people where they are. Andif if you don't have a big
enough pipeline of people, it'svery easy for people to get
frustrated. But instead findmore people that are going on a
journey and add value to theirjourney where they go, This
(45:09):
person can help and the right ina way that they feel listened to
understood, and that you becomeso valuable that they want to
make that decision to work withyou.
Josh Bolton (45:21):
So is it by like, by the time they come to
approach you, they've alreadydecided like, I want to do it, I
just want to know what the priceis not even most care.
Unknown (45:29):
Most of the people that come to us are at this stage
wherever iba or this could begreat. Or this is BS, I don't
believe it. And Eve is fine. Thebiggest problem I find are
people that completely neutral.
You're trying to move people toEva believe they can help you
can help or completely doubtyou. Because even if they doubt
you gives you an opportunity toprove them wrong. And if they
believe in you, you can provethem right. It's about moving
(45:52):
people into an emotional stateeither way. Because how many
times have you met someone inyour life that you didn't like
when in six months like youbecome an inmate, and you don't
even know I didn't like them.
But it took me to dislike themto get there. But now they had
your attention, then you startedpaying attention. And then you
liked that you like them? SoI'll get people getting a phone,
(46:13):
I don't believe that we can dothis. Okay, cool. So tell me
more. Because most of the timeit's not based on us, is based
on something that was said tothem by someone else or an
experience they've had. But thatgives us a location to where
they are. And then we can helpnavigate that. And ours is it
isn't always about peoplestarting with us now. Like if
(46:34):
you'd contacted us today and wesaid I don't think you're
probably the right fit rightnow. Here's one of our free
trainings, do that and give us acall if you fancy talking more.
And then we send you off into atrain and you can come back and
then you're like,Jesus, I didn't even try it. The
pitchmannow you've got an elevated level
of trust, you've done a freetraining, which is saved us
(46:55):
time. Now you've got a betteridea of what we do how we do it.
And now you're more likely towant to buy because we said you
often said no to you said thatwe've given you a free training.
Now you're in a better place.
And actually, you've got abetter trust for us. With that,
oh, God,
Josh Bolton (47:10):
sorry to cut you off and say Would they also play
in the rest, reciprocity?
Unknown (47:15):
Reciprocity, whichever is very much. So you've got to
think now everyone don't wantpeople don't want things thrown
down their throat at all,there's no reason to, instead of
worrying is this person going tobuy today, work out how you can
get so many more peopleinvolved. But you're having so
many great conversations. Thinkof it like being a farmer. Okay,
(47:37):
have more plants have more, havethings that have grown
different, different cropsgrowing at different times.
Plant and stare and go right?
This is rubbish doesn't grownew, plant more seeds, water,
those plants tend to losethings, add value to people's
lives, get on podcasts, releasearticles post a lot, where
people I see you everywhere.
(47:58):
Cool, whenever you're ready tohave a chat to is that long term
vision behind it that makes abig difference.
Josh Bolton (48:06):
That's awesome. So I'm just curious. And I'm sure
it's not you because you woulddefinitely be too crazy. Do you
offer like a free zoom 1015minute call to see if you fit
where they're calling for peoplecourse.
Unknown (48:18):
So people say to me, so what normally happens, they'll
go to one of ours for examples,closed deals. today.com. It's a
20 minute 28 minute, masterclassabout tweaking your offer. Okay,
and it'll register, that putsthem into like an email sequence
where people get value addedemails over the space of a few
months. And at the end of it,there's no sales pitch, which
(48:40):
everyone always thinks is gonnabe. And He literally says, If
you like this book a call, ifnot reach out any time type of
thing. And then so if peoplethen book a call, we say to
people will book a half an hourcall within 10 minutes, we can
tell you if we can help you. Ifwe can't help you, we'll point
you in a direction someone thatcan because again, it takes the
(49:00):
pressure out of that call. So ifyou think this guy could help,
but I don't want to be hardpitched. If you know that worst
case scenario, you're eithergonna find the right company or
find a path to another companythat can help enables people to
be more relaxed about ourconversation. We're trying to
remove resistance and increaseflow. That's all we're trying to
do. And if you think you'regonna get hardball sold, you're
(49:23):
less likely to book a call. Thatmeans that it stops. But if you
think okay, well, I'll have a 10minute call. And then we talk
and we find out if we can helpand if we can't we put you over
someone else in quote,over best. Yeah.
Josh Bolton (49:38):
Yeah, that's very true. Because I had a random
call with this lady. She wastrying to pitch me an MLM. Yeah.
And it was like relegate. I knewshe was trying to sell them and
I called her out like you'reselling to me, like, what are
you doing? Kind of thing. And ata certain point, I actually just
hung up the call because I'mlike, This is stupid. But my
(49:59):
first thought I have towards themic. wasn't because she was
trying to sell or is it becauseshe ignored what I was saying
what I just
Unknown (50:06):
left? Was both right.
Yeah, I know it's, do you knowwhat it is as well, because they
haven't been trained in theright way. Back getting on a
call presenting their hearingwhat you're saying. But they ask
questions to reply. They're notasking questions to understand a
lot of the time, it's one of themost outdated things. They've
(50:27):
got a script, say this bell, saythat you say this bell, say
blah, blah,blah, blah, blah, blah.
I'll get on a call with people.
And if I get the impression,they're not remotely interested,
I'd say listen, we don't need tobe on this call. If you're not.
If you don't want to, like ifyou want to talk, I'm cool with
it. And most time, I don't know.
It's not that. Okay, cool. Canyou tell me? What's your biggest
(50:47):
concern about being on thiscall? Well, I don't want to get
pitch to know that. Okay, cool.
What do you tell me where youare with your business? Let's
see if we can help. Well,depends on what's your product
doesn't matter right now, whatmy products are. Until you have
a stage, we know it's a fit.
What's the point? Like, if youafter just randomly buying
stuff, go to Amazon? Yeah. Whydon't you tell us? What will you
(51:11):
do where you are. And if it's abit I can recommend a few
options are available. And ifwe're not a bit, I'll point you
in the right direction. But tellme what got you on the call when
I don't think you can do it,isn't it? Okay, cool? Well make
you think about and askingbetter questions. The first 10
minutes of my call is verylittle about us. It's about
finding that person's a fit. Butmost people get on a call. Well,
(51:32):
thanks for taking the call tojoin y'all. I've been working
about to help you how you don'teven know what I do.
How do you know you're going tohelp me?
When I get people retired? Icould double your business? How
do you know that? You don't knowwhat we do. So you're telling me
you could double any business,you could go to Apple right now
and double their business.
(51:54):
That'd be real tough. It losesall credibility. Interesting.
Instead, it should be. I don'teven know if we can help.
But if you want to have a combo,little 10 minute chat, let's see
if we can help if we can greatif we can't, I'll put in the
right direction.
(52:15):
That feels far nicer.
Josh Bolton (52:16):
Yeah, it doesn't.
It's like he's genuinely nottrying to sell me anything.
Unknown (52:21):
I'm trying to help.
Yeah.
And I say to people all thetime, we don't need the
business, but we value it. Wewant to find that you've got to
our main program, you work meetone on week, one on one for 16
weeks. If you're not a good fit,that's a long time to work with
people that you don't like andwon't work with you.
I don't want a prison sentence,I want to elevate your business.
(52:43):
So I want to find the rightpeople. But we can help do that.
Josh Bolton (52:48):
So on that note, the finding the right people,
how do you determine your youravatar your customer, because
Unknown (52:56):
is the pain good enough, like big enough for
them? A lot of people it's not alot of people want the idea of
more business. But what they'rereally looking for is a magic
pill, which I'm not. I quitelike people that have had a bit
of a rough time, I've gonethrough rough times. And
actually, I think there's anelement of grit behind it. We
(53:16):
want to know that peopleactually want change, not just
want to talk about change. A lotof people think they want
change, but they don't, theywant their situation to be
better. But they don't want tobe the change that happens. And
for me, I want to work withsomeone that wants to become
(53:37):
better. I want to help you getrid of a crap. Think of it like
a car. Okay, you can you cantake your car to the garage and
say make me a better car. Or youbring a car to me and me and you
will work on the car together tomake it track ready. And I'll
show you the hit hacks, tricksand shots that we've done before
(53:59):
the tools that you need havedata that it up but you're going
to do a lot of the work becausewe know what needs doing or you
take it to somewhere else. Andyou give them a car and you come
back but what does that do costfour times more money. Right
there people want it done fordone by a done for you service,
that's a hell of a lot more. Youwant me to build this and build
(54:21):
that and you want me to getgreasy in the garage with the
tools you got to pay a hell of alot more because then we're
building a six figure businessor you get someone to work with
you and support you and guideyou with all the right
frameworks and you build yourown business you never need us
anymore. And then you'recompetent for the rest of your
life. So then we want to makesure they're going to do the
(54:42):
right work because otherwisethey won't get the result.
Josh Bolton (54:47):
Yeah, that's a good point because a lot of a lot of
my potential clientele that havereached out to me as it oh, we
want a done for your business AmI well then that's a lot of
labor on the back end. You'renot gonna like the price kind of
thing
Unknown (54:58):
again, but So, but on that flip side, have a done for
you service and you say, Okay,so there's three ways we do
this. Okay? We do it for you,and it's 15k. You do it with
you, and it's 6k, whatever itis, or we can give you the
templates for 500 quid, and youcan do it yourself. I mean,
straight off the bat, wouldn'tyou rather do? Do you want to do
(55:20):
all the work? You want to dosome of the work or you want it
all done for you?
And its price relative? That'strue. I wouldn't tell
them that you won't like theprice. They might love the
price. It might be a steal forthem. Yeah. They might be over
the moon is they've got 50 grandset in the bank, and they just
want it done.
(55:41):
I don't want the headaches. Allright.
Josh Bolton (55:46):
Absolutely, really?
Honestly, I think I only got youfor an hour. Yes. All right.
We're hitting him near the end.
Absolutely. Man, like my heartracing. And just so much to
think about today. Throughquestions for you. Yes. Other
than work, and working out whathave you been doing to keep
(56:07):
yourself busy?
Unknown (56:11):
While I'm a single dad, that keeps me very crazily busy.
Yeah. And I'm very fortunate tobe a single gab. A lot of people
really struggle with it. And I'mblessed to have two amazing
kids. And I also give it awindsurfing throughout the
summer, because it's good to getaway from a phone and computer.
And that's about it. I don'tlive a crazy life. I used to
live a very crazy life. And nowI don't, I find a lot of
(56:36):
gratitude for the life I live.
And I think I'm very fortunateto found something which I'm
pretty good at. And I reallyenjoy. And I vibe on where we're
going. So I, I, if my if I won400 million on the lottery
tomorrow, I'd be coaching bynext week. Like just from a
(56:57):
bigger bill up there. Because Iwould like I genuinely, I would
still do that I would stillspeak on stage, I was still
doing podcasts. And to have thatlive, it's great. To know that
money would be a great buy themmore toys, and more tools and
more investments and stuff likethat. But actually to know that
(57:17):
you would still be doing similarto what you do now. I'm very
blessed.
Josh Bolton (57:21):
That's awesome. I get to you win the lottery. And
I'll be like, David, all right,first of all, I want to come
over.
Unknown (57:28):
But that's the thing, right? And you're gonna go
right, let's get a big, very,very big mastermind, you've got
money to invest into that to thecarry on the impact and elevate
the dream and the vision. Andthat's what it should be. That's
awesome. And we have we live ina world where we have the option
to build something that wewanted. And I think that's a
really valuable thing to realizethat
Josh Bolton (57:46):
we wanted as as Mike, we wanted us younger, or
if we want ever we want
Unknown (57:51):
anything you want. Now, there's never been a better time
in the world where you had theopportunity to create something
by design. We have the tools fortech, but more available funds,
even people aren't rich.
Compared to where we were forour parents and our
grandparents, the opportunitiesare better. It is easy to get
anywhere in the world. You'vegot everyone on social media
touch of a button. Social mediais free. I mean, literally, it's
(58:13):
hard works blood, sweat andtears much rather do what I'm
doing now that my granddadworking in a factory building
cars, that was the option.
And you had the fear that if yougot sacked from a job, you
probably won't get another one.
We live in a world now where wecan create pretty much anything
with a bit of blood sweat andtears.
Josh Bolton (58:34):
Caray point, wonderful point. So someone
that's inspired by you, andwants to model a similar life
and get going. What are sometips, tricks or advice you'd
give them to start a similarpath,
Unknown (58:45):
work you're also just work, like do stuff. And just
aim to keep getting better. Nowork like today. Your life
depends on it known but itdoesn't.
Like genuinely, likeit's not bad to get tired. And
some people are don't want toburn out. I know where my red
line is. I had my breakdownyears ago and lost everything.
(59:07):
And I had to start again fromscratch. Know what your body's
telling you. But also pushyourself that we don't really
know what our potential is. Noone does. Right? And it's all
outside of our comfort zone.
Everyone reads these bloomingquotes about oh, yeah, outside
your comfort zone and do thebest. But most people don't.
(59:29):
Most people do just what'sneeded to keep up with everyone
else. But a lot of us are goingto get to the age of 7060 and
have far less than we actuallywanted. And it'll be a point
where our bodies are too old todo what we want to do. And I
think that'll be a big bit ofregret to people and we'll be
(59:49):
looking back at the data we haveright now going I wish I did
more and I don't want to havethat in my life. So I think work
out what you want to do movetowards it in whatever way you
can and just go at it.
Josh Bolton (01:00:00):
Brilliant. So where can everyone contact you at?
Unknown (01:00:04):
If I want to do that masterclass go to close deals
today.com You can go to thesales angel.com There's so many
different things just hit me upon social media, David for sales
Angel and Insta. It's the sameon LinkedIn everywhere. Awesome.
I mean, grab it, grab ittraining, get in touch and see
how we can help. Perfect
Josh Bolton (01:00:23):
definitely take up his stuff.
Unknown (01:00:25):
Thank you buddy.
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