November 8, 2022 • 29 mins
Unlock the power of storytelling to close sales like never before! You will learn how to use storytelling to increase sales and close deals more effectively. Tom Marcoux is a professional coach, Communications age and spoken word strategist, and award-winning author of over 50 books. He has taught MBA students at Stanford University and has ten courses on Udemy.com. Tom speaks on stages from New York to New Zealand, helping people like you get others to say yes, investors, customers and clients.
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(00:05):
The show you need to get what you desire byavoiding the mistakes made by others before
you, learn the stories and journeys of whatsuccess looks like to find the freedom you
deserve while thriving with your best eyes.
(00:33):
Back another episode of rapid results withAndrew Weiss.
We have the professional coach today, TomMarku, Thank you.
It's such an incredible guest.
We're very excited to host him.
And in case you don't know about Tom, who thisawesome man is, Tom is known as the
communication sage and spoken word strategistwho helps people like you get others to say
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yes.
Investors, customers, and clients.
He's taught MBA students at Stanford UniversityAndrew has 10 courses on unumee.com.
He's the winner of a special award at the EmmyAwards and authored over 50.
Yes.
You heard that right.
50 books.
Tom speaks on the stages from New York to NewZealand, including Thailand, and Silicon
Valley, and he'll show you how to make pitchesand close the sales Tom, as you'd like to start
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off our shows, tell us what's the mostprofessional accomplishment you're most proud
of.
Wow.
Well, I'm, I'm gonna do a hyphen here because,of course, my favorite accomplishments is
writing, producing, directing, and being one ofthe lead actors in a feature film.
So and coming out of nowhere, not having anyfamily in the film industry, and being able to
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pitch Andrew to get people to join me Andrew toactually then get distribution.
And my actors would be, you know, recognizableI got an email from Poland where someone says,
where can I get the DVD?
And I had to say, Well, you could get it fromHong Kong anyways.
So so the deal is is that that's one of myjoys, but it really came about from my ability
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to pitch, to get people to cooperate, to getpeople to say yes.
And that's why I even call my website get thebig yes dot com.
Get the big yes dot com.
Yep.
That's incredible.
That's incredible.
Can you give us an example of, a pitch yourecently, Adam?
Is it a pitch to be accepted for your film tobe featured and get on DVDs?
Is it a pitch to a certain actor you gotinvolved?
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Any recent, pitches that you're you're proud ofgetting to that yes?
Well, my my more recent pitches have been, forexample, just recently three times I've done
workshops for California State UniversityChico.
So I had to pitch an idea like the businessstoryteller's Edge, and they went for that.
I also taught them other things like, timemanagement, for stress relief Andrew the cure
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for procrastination, and they went for that.
You know, so the idea is I'm always pitchingbecause I'm also supporting people, and, like,
when I close a sale with a client, what happensis, is that I pitch them.
And at the same time, what I've done is I'vegiving them an experience, a transformation
experience so that they come in with aninterest, maybe, because that's what they're
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talking with me.
But they don't have the juice to say yes.
And so it's what I'm proud of is what I'vestudied with mentors and training and my own
experience for decades, about how to connectwith people, how to reflect their feelings, and
how to get them into a space where they can becourageous, and they can say yes.
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I love that.
I love that.
And I know we have lots of stories planned fortoday, but we'll also make sure we're being
efficient with time.
And so I'll start off by saying out of your 50books, which of those are the most popular and
best sellers and and why it's obviously that'scontributed to your success and you love
sharing your knowledge with the world.
Well, terrific.
So the book that gives a lot of energy Andrewit also led to me making a course on udemy.com
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is called darkest secrets of film directing.
It's a so it's really intriguing, and itinvolves All these powerful stories about top
directors and how they avoid the hidden trapsthat happen in film directing.
And it comes from my experience of directing acouple films, feature films, and then hundreds
of videos.
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And the idea is that You can get prepared.
Some things are kind of predictable.
It's kind of predictable that often actors andcrew people have disagreements, and how do you
handle have to be conflict, skilled.
And so that's one of my favorite books.
And it, of course, it went from being a bookthan to be in a Udemy course, and soon they'll
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be available on Audible.
So the idea of that has been selling as apaperback book and as an ebook for years
Another of my favorite books is calledConfident English, which just became another my
10th Udemy.com course.
And so Confident English because it certainlyhelps people who speak English as a second
language, but also it helps people who justwant to use English in a way that helps them
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radiate confidence.
In fact, Andrew, you and I talked about thatthe title we could say for this conversation is
how to radiate confidence
Yes.
And close sales?
Yes.
No.
And that's the next question I wanted to askactually is about confidence.
I mean, where where do you get this confidencefrom, Tom, you're a speaker, you're an author,
you're, involved in the film industry.
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So where does your confidence come from?
How can people get some of that?
Well, it comes often from rehearsal, but italso comes from training.
It comes from transforming actually neuropathways.
In the brain because I started off as a timidshy boy playing the piano for 31 seniors in a
retirement home, nine years old, and I'mterrified Andrew I'm shaking so much.
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I cannot reproduce it.
My leg shook like a hummingbird's wings.
I was so scared.
So of course I'd have to become a professionalspeaker, an educator, and a feature film actor,
and all that kind of stuff, because I wasmotivated to rise.
Out of where I was, which was in that shy timidspace.
No.
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I love it.
I love it.
That makes sense.
Let's start going into some stories, because Iknow, you're obviously a mass storytelling, you
know, teaching other people's stories.
And I know you wanna hear stories from me, butyou have me, write down a couple stories about
the ring Andrew Disneyland and the air plainwing, the ring and the wing kinda nice vibe to
it.
So,
feel free to share either of both of thosestories.
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Okay.
Well, the I wanna put this into a frame.
So one of the things that we do when you areconfident when you radiate confidence Andrew
also when you close sales is that you usestories so that people can have a
transformative experience.
They transform not based on how you push themor you you overcome an objection, but what you
do is you tell them a story.
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Now one story that audiences love is When Itell him about I'm on this set, the first
feature phone I'm directing, and this is before911, so we are on the ramp.
Right there, where at the airport, where, weare well, it's a Tarmac, actually.
We're on the Tarmac of, of, of the airportAndrew these planes take off.
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And what I've got is an American Eagle plane,and it's coming down the runway.
That's the word I was looking for.
Anyway, it's coming down the runway, and it'sgoing straight towards my cameraman.
And this is by design because he's supposed tocrouch, and he's supposed to have this is a
small plane.
Seats like twenty people.
And the thing is, but it's got dual engines asloud Andrew so the plane's coming down, and I
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was just told by an airport official that Ihave only 1 hour to film instead of 3 hours
that I'm supposed to.
And so I'm looking at a binder, but then I lookup, and I my first thing is to keep everybody
safe.
And this guy's not gonna be safe.
He's standing too tall.
He's not realizing that the wing of the planeis about to hit his head.
And so what I do is I drop my binder.
I run over there, grab him by the jacket, pullhim down.
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The wing cuts the air over where both our headshad just been.
And I share this because if I'm in a situationwhere I need to talk with a particular client
or an organization and say that, look, I keepthe most important things, front and center,
safety, of my people.
That's number 1.
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And also, I can jump in and just do what'sgotta be done and not hesitate.
And that's the power of story.
I took you on a little story, journey, and thenI give you the point at the end of it.
Now, often it's very powerful to start a storyby saying, I remember a time when I learned to
keep my eyes on the most important thing.
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And then I tell my links story.
So anyway, but just so that we can moveforward, how about we get into your stories by
by giving you a coaching session, live rightnow, Andrew this is really valuable for your
your viewers.
You mentioned that your viewers areentrepreneurs, and so they either need to pitch
to get investors, or they need to close sales,They need to get clients.
They need to get customers.
And so I'd like to ask you, like I asked youyesterday when we talked about this, what is
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something when you're closing a sale with aperspective Coaching client, what is something
that comes up for you?
Yeah.
It's it's a good question is, a lot of peoplesay they don't have the budget and they they,
don't have the time to be able to move forwardin coaching.
So we can, of course, address either 1 or orboth of those.
Okay.
But a lot of people are usually excited aboutthe product.
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I know sales is something that people loveworking on and love improving on.
Obviously, sales and money makes the world goaround.
And so if you can't make sales, you don't havea business.
So, yeah,
I'd love to do, yeah, talking about, money andor time for being the biggest obstacle.
Right.
So let's start let's just go right into themoney 1.
It was often referred to as the dreaded moneyobjection.
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Mhmm.
And so my question to you is when's a momentAndrew your experience, where you got somebody
to really feel something when they they felteither enough pain so that they would move, and
they would take action, or they felt enough joyabout what would be better about their life.
Yeah.
Definitely.
The pain is that they they wanted to feel likethey were constantly growing.
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They wanted to evolve.
They wanted to be a a full time entrepreneur.
But they felt like they're being held back bybeing stuck in the 9 to 5.
And, and they wanted to figure out how to havethe freedom, how the income that they desired.
Andrew I let them know, like, hey, with mycoaching with my programs, I do wanna help you
become a full time entrepreneur.
I do wanna help you get the freedom you deserveI'm living it.
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I'm experiencing it.
I'm, you know, working virtually.
I'm being a full time entrepreneur, and I and Ilove it.
And so this is where I love teaching otherpeople how to do the same as well.
Gotcha.
Gotcha.
Right.
Okay.
Well, terrific.
So now what we do is we can make that even morevivid by picking a person you could one way
when you you talk about somebody like a formerclient, which you can say is so one of my
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clients will call her Helen.
Yes.
That's what I'm telling for now.
Yeah.
No.
But what I'm saying though is that you can, inthe conversation, say, we'll call him George.
Or whatever like that.
So what you're doing is you're not betrayingany confidences, of course, because that's part
of our profession as coaches And I'm anexecutive coach Andrew course, spoken word
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strategist and communication sage.
The the deal is is that I can talk aboutsomething but I don't identify certain
specifics about a client because that's notappropriate.
So But let's say we're we're we're looking atthis, this story that we want you to use.
And so pick someone, give them tell me afictional name, Andrew then tell me a little
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bit about how that moment where either they gota really great result from you, or they started
to feel better.
So I'm listening to you.
Yeah.
So, I will go back to I'll use another name.
We'll we'll say George.
George, but one really great result was, duringthe pandemic, when everything went virtual,
he's going, how the heck do I grow mychiropractor practice?
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How how the heck do I get more clients in saleswhen everything just went virtual?
Andrew so what I helped him do is I helped himmultiply his sales of the marketplace ROI with
investing into me by helping him realize thepower of webinars.
Andrew part of the power webinars is havinggreat partnerships to help drive your ideal
clients, to your presentation, and then, ofcourse, making sure you have a great sales
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script to close the clients right there in thecall.
And so I got him to get over 200, RSVPs to hiswebinar within I think there's about, 5 weeks
of of reaching out to an ideal partner.
And then from there, who's able to get, youknow, enough clients to fill a year if you
wanted to from that one webinar.
Excellent.
You see, that's that's what we're talkingabout.
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So instead of a person saying that it's tooexpensive or being stuck in that space of this
is too expensive, What you do is you tell aspecific story about George, and you tell a
specific story about a result.
And then people have a transformationexperience in what I would say is that what
you're trying to do is spark the moment.
Yeah.
And so now the another thing that I would pullinto this is that people ask me, you know, how
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do you radiate confidence?
How do you close those sales?
And the way you do it, I just say car, c a r.
And so what I say is confidence is a line ofstory reflect feelings.
So I'll say that again.
Confidence is a line of story reflect feelings.
So that's car, obviously, c a r.
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And so the the idea is you wanna get somewhere.
You want to ultimately serve these people andhelp them make better impact in the world, help
them feel better, help them be better, andkinder to anyone who's around them, family,
friends, strangers, because they have goodenergy, and they feel hope Andrew certainty
that things are better.
And that's by the way, those are the powerfulwords.
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That's what our stories are about.
Is that by giving them the story, just likebecause I'm a filmmaker, because I'm a film
director, by giving them the story, they have atransformational experience, and then they feel
the, and then they say, yes.
Yeah.
And that's what we're talking about.
Okay.
(14:02):
So now that was about value.
Getting enough through one webinar, gettingenough people to fill out the calendar for a
whole year.
One webinar.
That's powerful.
And so then the other thing is about time.
And so is there ways that you express, like, ifyou if you picked another person, a George, a
Steven, a Helen, a Helen, a
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Let's put the script here.
It's it's, have you talked about a, a clientthat you've helped,
that
you've helped overcome the, time of section, oryou can talk about the result that you got a
client.
I'm sure people listening to this.
They're like, oh, we love to hear about thesuccess stories of, you've taken a client from
A to B, so we'd love to hear about that.
Okay.
Well, here we go.
So I was working with a client.
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This is somebody who wanted to increase theirimpact This was someone who is speaking on a
modest level, and they wanted to have theythought, what I need is a book.
And what I did was I said, well, you know, Abook is for many people, a mountain.
And so instead of going for a mountain, let'sjust take a street that's going up a little bit
of an incline.
As opposed to a mountain.
And so I said, we'll get you a book.
(15:07):
We'll say you are the author of this book, butwe'll make it an audio book.
And so what happened was and this is one of myfavorite responses or testimonials is the
person, a gentleman named Brad, he said thatworking with Tom for 10 days, I got more done
than other coaches in 2 years.
Wow.
Yeah.
So so that's the kind of Andrew so do I feelgreat about fantastic?
(15:29):
I mean, isn't it right
there?
Yeah.
Yeah.
Mhmm.
You know, but the point is is that the ideas hedid do the audio book, and then he did do a
paperback book.
The idea is many people have to get out ofinertia.
They've gotta get out of being stuck, andthey've got to flow.
And that's the power of coaching.
So the another thing that would occur to me isthat let's talk about that.
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So you're dealing with the the details of bothpeople having the money objection Andrew having
the time objection.
So I I wanna jump ahead that what would happenin a coaching session is that we would get you
to action steps.
So so what do you feel would be 1 or 2 actionsteps that would help you close sales better or
(16:12):
faster?
Yeah.
So, I would say when it when it comes to timeis that, you know, something that people need
to realize is that the faster you accomplishthings, the more you can get things done.
And my one of my favorite extras has a lot todo with people is when they I have time for
that.
I go, great.
Well, tell me about your day.
I go, I have breakfast from 8 to 10 AM.
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Then I have to work from, 10 to 5.
Then I have dinner from 5 to 7, and then I goto bed at, 11.
I'm like, woah, woah, woah, woah.
What happens between those times of 7 to 11?
Oh, that's my wind down time.
That's my relaxation time.
That's the time I swim with the family.
And I go, well, even if you just took 30minutes a day, you know, 5 days a week that's
still an extra 8 hours minimum.
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You could be spending each month workingtowards your craft to help put you ahead and
help you increase your income, increase yourinfluence, increase your insights that you
have, and give you a chance to get anadvantage.
And so when people say they don't have time, Iwanna remind them, no one has time.
You create time.
You make time.
Right?
That's kind of the beauty of life is that wecan always be on our own time and They even
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talk about that in the book, the big leap, andhe says, it's called Einstein time because of
how time is an illusion, and the importance ofrecognizing What are your thoughts on that?
Well, yeah, I'm with you.
And so the thing that some people there is aquote, and the gentleman's name I don't have in
my thoughts right now, it's a little unusualname, but he has a quote saying only the
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discipline ones are free.
This was a super distance runner.
Andrew his name escapes me at the second.
But Andrew with only the disciplined ones arefree.
So I'm with you.
What I do is I actually track about 20 factorson a piece of paper every day of things,
whether it's exercise or it's, meditation or itis that right now I'm converting one of my 4
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novels in a series called Generally Storm.
I I write under a pending Raven Aaron James.
Anyway, but I'm converting one of them intocommon book form, which is actually gonna be
something like manga.
So every day, every day, I am sketching for 10to 15 minutes.
Not negotiable.
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It happens every day.
I don't go to sleep unless I've done that.
And so the idea is that whatever you pick thatis non negotiable, that's how you can make time
work.
But here's my question.
We didn't cover it yet.
So if you were going to increase your use ofstories so that you can close or that you can
transform people out of the space of I can't Idon't have enough time.
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I don't have enough money.
And get them into the space of I could, and itwould be fantastic.
How would you what action step would help you?
Yeah.
I'd say going back to providing examples of ofclients I've worked with we'll we'll name this
new client, Gertrude.
We'll call it Gertrude.
Just just thought of it, but know, she was alsoworking a full time job, but she wanted to be
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able to increase her income.
She wants her side income to replace her fulltime job, and she had a kid.
And I asked her walked me through your dailyand your weekly schedule.
And then she said, okay.
I guess I can find time at, from 2 to 3 PM whenmy kids, is at school?
And when I'm during my lunch break, I I stillhave energy during that time.
I could work on my craft.
And I say, great.
But here's what you're gonna do during thathour each day, 2 or 3 PM.
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We're gonna block that time off, and here's howyou're gonna focus on your craft.
And through that, we're able to help her learnhow to be a high ticket salesman.
We are saleswoman, I should say, learn how tomake, create prosperous events.
And it's just very exciting that helping peopleget their time back is something that's a
priority and that I love doing.
Excellent.
Excellent.
So but you identified a very discreet, veryspecific thing is to really work your stories.
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And Now, of course, gertrude, I I don't know.
That's probably maybe just like John Smith inthe country of origin of that of that name, but
For a lot of folks, gertrude might be well,it'll be a show stopper.
They'll go, oh.
Anyway but my point though is that that's anaction step.
Another active step is rehears.
(20:20):
Yes.
Rehearsing.
So before I do anything, I have a circle ofaround fifteen people that I run ideas past,
and I will rehearse with them, even for just 9minutes, because that's not too big of an ask.
Yeah.
And so I will rehearse things.
And so preparing for anything, preparing for apodcast episode like this, or preparing for
(20:40):
doing one of my online courses.
I rehearse, and then I do.
Andrew for example, at one point, what I wasdoing is my schedule was so full, I would talk
to a couple people in my circle, rehearse for,like I say, about 5 minutes or 9 minutes.
With one person, and then with another person,and that night record a video at 11 pm.
This is the only time I could fit it, in.
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And and so, therefore, rehearsal is fantastic.
I know this from directing theater, directingfeature films, directing actors, being a
performer myself.
Is that rehearsal frees you up.
Because you've been there.
You've been in the adrenaline state, especiallywhen you rehearse, just to aim on the phone.
Andrew that's nothing.
So I would suggest, in this moment as yourcoach, that not only do you identify your
(21:27):
stories, but you give them a name, Andrew then,like, for example, I told you the American
Eagle Plan Wing story Yeah.
Or just call it a plain Wing story.
You give it a name so that you always have ithandy.
Yeah.
I love that.
And so that it's gotta handle.
See, the challenge for a lot of people is theydon't have everything at their fingertips.
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So that's why I always, like, come up withsomething that is easy to remember.
Like I said, that confidence because our showtoday is about how to radiate confidence and
close sales.
Confidence is align a story Andrew reflectfeelings.
And so that's the other thing too, is that Igot a question for you.
How do you get the person to feel what theyneed to feel, so they say yes to you.
(22:13):
How do you do that?
How do you get them to feel that?
Yeah.
So one of the things I do is I have people gothrough the their size of telling me, you know,
pick a certain timeline from now.
What's the worst outcomes that could possiblyhappen?
And then I ask them, how do you feel aboutthat?
Andrew then they start going to the feelings ofdistraught or sad or painful or hopeless.
(22:35):
And then I also asked them a question.
Tell me about a timeline I'm here from nowwhere everything goes perfectly.
How do you feel about that?
And then they can go into, oh, happiness joy.
I'm elated.
So that's one of the ways I I, elicit feeling.
How how do you usually do it?
Well, you see, I like to use this phrase,reflect feelings.
And so So in addition to not only having themexpress something like you did, and that's
(23:00):
excellent what you do.
And I would, like, add on to that is that whenthey say that, oh, yeah, you know, if if I did
do this as my full time job, then I feel sogood Andrew then I would say, ah, yeah.
That that sounds exciting.
And then this power in that way of reflectingfeelings, that sounds exciting.
(23:21):
Because if that's not the word that they want,they will change it.
They will say, well, yeah, but it's kinda scarytoo.
I said, oh, really?
Tell me more.
You know?
And then so it's kinda scary.
I said, yeah.
It's really scary because of this and the that.
And so when I or flat back to them the exactwords when I get to them, and that's what I'm
(23:42):
always looking for.
So when I'm coaching someone, I'm looking tofind, and you may have seen that in this
conversation already, I'm looking to find themagic words in you.
Because if you graft on just some pattern thatyou picked up from a book, it's not the power
of coaching.
Coaching is a transformational experience.
Because we take you from where you are, and webring you into a higher level, a place of
(24:05):
functioning where you've never been before.
And so that's the excitement of being a coach.
That's the excitement of being coached, andthat's why I get coached every week.
But I get coached by a number of people, amongthe 15 that are in my inner circle, and they
coach me, and I I play with ideas all the time.
So by the way, just for the fun of it, I knowwe have a little less time than one of your
(24:26):
usual episodes.
Yeah.
So what I would do is let's kind of just bringthis session, because we had a little coaching
going on in this conversation, into, like, whathappens at the end of a coaching session, which
is to identify action steps And so what I heardand you can modify this at at any point here,
Andrew, but what I kinda heard is an actionstep would be for you to line up your stories.
(24:46):
Yeah.
And it's really good lineup more than one storyfor certain points.
Because if you know someone's a cat person,then you won't tell the dog story.
So you wanna have multiple stories to line up.
And then so you wanna line up your stories.
Number 2, you wanna name them so that you havehandles on them.
Because that's what our memory is like.
Our memory is like a file cabinet.
And if you have no Andrew, you can't open thedrawer.
(25:08):
So you want you want to stick a name on there.
And then you want to rehearse.
Because the concept I shared earlier wasconfidence is a line of story, reflect
feelings.
And then you also probably wanna rehearseopportunities to reflect people's feelings so
that they really experience it.
Because what I've noticed is that people walkpast benefits all the time.
(25:31):
Yeah.
But what they don't wanna do is miss out.
So fomo fear of missing out is the thing thatgets people's attention.
In fact, I'm just gonna flow into this.
One thing that I offer people, and yeah, itdoes involve FOMO, fear of missing out, is that
I've only got a tiny little bit of slots.
To take on 1 or 2 clients.
(25:52):
And so what I say is that if you want a a aterrific session with me for free worth $759,
What you can do is apply atgetthebigyes.comforward/ Yes.
That's yes.
Thank you.
Thank you so much.
It's, once again, get the big yes Get the bigyes dot com.
(26:18):
Forward slash.
Yes.
And then what you can do is apply for a hiddenbreakthrough strategy session, where you will
identify, we will work together in that sessiondirectly with me, not with one of my team
members, but directly with me, because you'veapplied for one of the slots.
Anyway and, of course, it's kind of a screeningprocess because I wanna work with the people
(26:40):
who are ready.
To go deep and fly, take off, rise.
And so the thing though, is that when we dothat, we get you an action plan, action steps,
and then we identify what you're blossominginto, what you are growing into, and how you
will take off, how you will fly.
So anyway, I I
(27:00):
Yeah.
I know we have a couple minutes left here.
So, yeah.
So last two questions.
First question is Yes.
So besides that website, Tom, how else canpeople contact you, get a hold of you, or is
that the main ways to go to go to that link?
Yes.
Get the big yes dot com forward slash Yes.
That's and then the other way that they can getvalue from me is they go they can go to
udemy.com.
(27:21):
That's udemy.com.
And get a lot of my coaching through my 10online courses there.
And and then they can also actually get valueby looking inside my books, by going to Amazon
dotcom.
Oh, perfect.
So you check dot com slash, Tom Markku, or whatwhat's the link?
Yeah.
So you would just go into amazon.com, and thenyou would type in Tom Marcu.
(27:45):
I mean, for Udemy, how they found you to me?
Yeah.
Well, you know, you can just Google it.
You can just type Udemy.com, Tom Marcu, andyou'll find me.
Perfect.
Okay.
Okay.
I'll make sure I'll put that in too.
And then, yeah, last question is, what's theone takeaway you you want people to have from
this, session today?
Yes.
Fantastic.
The takeaway is that confidence, and I learnedthis being that timid kid, playing the piano,
(28:09):
being terrified, or making a mistake.
I learned that confidence is not comfort.
Confidence is a tool kit, and you work it.
So confidence is not comfort.
Confidence is a toolkit, and you work it.
And so that's what I do when I work withcoaching someone or when I'm on stage in
Thailand or New Zealand or wherever.
Or in Silicon Valley.
What I've learned is that you need to havethese things, like we said, car.
(28:34):
Confidence is align a story.
You need to have that story, multiple stories,and then reflect feelings.
You you have these in your confidence toolkitAndrew then you feel confident because you know
you're ready.
And rehearsal makes you know that you're ready.
So that's that's really the takeaway.
Rehearsal, stories, reflect feelings, andthat's how you close sales with confidence.
(28:57):
Love it.
Alright.
Well, what a great way to end things.
Tom, thank you for coming on today.
That's been another episode of Rapid Results,and we'll see you all next week, everyone.
Take care.
Cheers.
Be well.
Take care.
That concludes another episode of rapidresults.
Remember to leave a review about something youlearn so others can share the knowledge.
(29:18):
Keep being unstoppable in your pursuit of thelifestyle freedom you desire, and we'll see you
next week.
The show you need to get what you desire byavoiding the mistakes made by others before
you, learn the stories and journeys of whatsuccess looks like to find the freedom you
deserve while thriving with your best eyes.
(00:33):
Back another episode of rapid results withAndrew Weiss.
We have the professional coach today, TomMarku, Thank you.
It's such an incredible guest.
We're very excited to host him.
And in case you don't know about Tom, who thisawesome man is, Tom is known as the
communication sage and spoken word strategistwho helps people like you get others to say
(00:54):
yes.
Investors, customers, and clients.
He's taught MBA students at Stanford UniversityAndrew has 10 courses on unumee.com.
He's the winner of a special award at the EmmyAwards and authored over 50.
Yes.
You heard that right.
50 books.
Tom speaks on the stages from New York to NewZealand, including Thailand, and Silicon
Valley, and he'll show you how to make pitchesand close the sales Tom, as you'd like to start
(01:19):
off our shows, tell us what's the mostprofessional accomplishment you're most proud
of.
Wow.
Well, I'm, I'm gonna do a hyphen here because,of course, my favorite accomplishments is
writing, producing, directing, and being one ofthe lead actors in a feature film.
So and coming out of nowhere, not having anyfamily in the film industry, and being able to
(01:41):
pitch Andrew to get people to join me Andrew toactually then get distribution.
And my actors would be, you know, recognizableI got an email from Poland where someone says,
where can I get the DVD?
And I had to say, Well, you could get it fromHong Kong anyways.
So so the deal is is that that's one of myjoys, but it really came about from my ability
(02:03):
to pitch, to get people to cooperate, to getpeople to say yes.
And that's why I even call my website get thebig yes dot com.
Get the big yes dot com.
Yep.
That's incredible.
That's incredible.
Can you give us an example of, a pitch yourecently, Adam?
Is it a pitch to be accepted for your film tobe featured and get on DVDs?
Is it a pitch to a certain actor you gotinvolved?
(02:23):
Any recent, pitches that you're you're proud ofgetting to that yes?
Well, my my more recent pitches have been, forexample, just recently three times I've done
workshops for California State UniversityChico.
So I had to pitch an idea like the businessstoryteller's Edge, and they went for that.
I also taught them other things like, timemanagement, for stress relief Andrew the cure
(02:44):
for procrastination, and they went for that.
You know, so the idea is I'm always pitchingbecause I'm also supporting people, and, like,
when I close a sale with a client, what happensis, is that I pitch them.
And at the same time, what I've done is I'vegiving them an experience, a transformation
experience so that they come in with aninterest, maybe, because that's what they're
(03:06):
talking with me.
But they don't have the juice to say yes.
And so it's what I'm proud of is what I'vestudied with mentors and training and my own
experience for decades, about how to connectwith people, how to reflect their feelings, and
how to get them into a space where they can becourageous, and they can say yes.
(03:27):
I love that.
I love that.
And I know we have lots of stories planned fortoday, but we'll also make sure we're being
efficient with time.
And so I'll start off by saying out of your 50books, which of those are the most popular and
best sellers and and why it's obviously that'scontributed to your success and you love
sharing your knowledge with the world.
Well, terrific.
So the book that gives a lot of energy Andrewit also led to me making a course on udemy.com
(03:55):
is called darkest secrets of film directing.
It's a so it's really intriguing, and itinvolves All these powerful stories about top
directors and how they avoid the hidden trapsthat happen in film directing.
And it comes from my experience of directing acouple films, feature films, and then hundreds
of videos.
(04:15):
And the idea is that You can get prepared.
Some things are kind of predictable.
It's kind of predictable that often actors andcrew people have disagreements, and how do you
handle have to be conflict, skilled.
And so that's one of my favorite books.
And it, of course, it went from being a bookthan to be in a Udemy course, and soon they'll
(04:37):
be available on Audible.
So the idea of that has been selling as apaperback book and as an ebook for years
Another of my favorite books is calledConfident English, which just became another my
10th Udemy.com course.
And so Confident English because it certainlyhelps people who speak English as a second
language, but also it helps people who justwant to use English in a way that helps them
(05:01):
radiate confidence.
In fact, Andrew, you and I talked about thatthe title we could say for this conversation is
how to radiate confidence
Yes.
And close sales?
Yes.
No.
And that's the next question I wanted to askactually is about confidence.
I mean, where where do you get this confidencefrom, Tom, you're a speaker, you're an author,
you're, involved in the film industry.
(05:21):
So where does your confidence come from?
How can people get some of that?
Well, it comes often from rehearsal, but italso comes from training.
It comes from transforming actually neuropathways.
In the brain because I started off as a timidshy boy playing the piano for 31 seniors in a
retirement home, nine years old, and I'mterrified Andrew I'm shaking so much.
(05:43):
I cannot reproduce it.
My leg shook like a hummingbird's wings.
I was so scared.
So of course I'd have to become a professionalspeaker, an educator, and a feature film actor,
and all that kind of stuff, because I wasmotivated to rise.
Out of where I was, which was in that shy timidspace.
No.
(06:03):
I love it.
I love it.
That makes sense.
Let's start going into some stories, because Iknow, you're obviously a mass storytelling, you
know, teaching other people's stories.
And I know you wanna hear stories from me, butyou have me, write down a couple stories about
the ring Andrew Disneyland and the air plainwing, the ring and the wing kinda nice vibe to
it.
So,
feel free to share either of both of thosestories.
(06:24):
Okay.
Well, the I wanna put this into a frame.
So one of the things that we do when you areconfident when you radiate confidence Andrew
also when you close sales is that you usestories so that people can have a
transformative experience.
They transform not based on how you push themor you you overcome an objection, but what you
do is you tell them a story.
(06:44):
Now one story that audiences love is When Itell him about I'm on this set, the first
feature phone I'm directing, and this is before911, so we are on the ramp.
Right there, where at the airport, where, weare well, it's a Tarmac, actually.
We're on the Tarmac of, of, of the airportAndrew these planes take off.
(07:08):
And what I've got is an American Eagle plane,and it's coming down the runway.
That's the word I was looking for.
Anyway, it's coming down the runway, and it'sgoing straight towards my cameraman.
And this is by design because he's supposed tocrouch, and he's supposed to have this is a
small plane.
Seats like twenty people.
And the thing is, but it's got dual engines asloud Andrew so the plane's coming down, and I
(07:35):
was just told by an airport official that Ihave only 1 hour to film instead of 3 hours
that I'm supposed to.
And so I'm looking at a binder, but then I lookup, and I my first thing is to keep everybody
safe.
And this guy's not gonna be safe.
He's standing too tall.
He's not realizing that the wing of the planeis about to hit his head.
And so what I do is I drop my binder.
I run over there, grab him by the jacket, pullhim down.
(07:56):
The wing cuts the air over where both our headshad just been.
And I share this because if I'm in a situationwhere I need to talk with a particular client
or an organization and say that, look, I keepthe most important things, front and center,
safety, of my people.
That's number 1.
(08:16):
And also, I can jump in and just do what'sgotta be done and not hesitate.
And that's the power of story.
I took you on a little story, journey, and thenI give you the point at the end of it.
Now, often it's very powerful to start a storyby saying, I remember a time when I learned to
keep my eyes on the most important thing.
(08:38):
And then I tell my links story.
So anyway, but just so that we can moveforward, how about we get into your stories by
by giving you a coaching session, live rightnow, Andrew this is really valuable for your
your viewers.
You mentioned that your viewers areentrepreneurs, and so they either need to pitch
to get investors, or they need to close sales,They need to get clients.
They need to get customers.
And so I'd like to ask you, like I asked youyesterday when we talked about this, what is
(09:02):
something when you're closing a sale with aperspective Coaching client, what is something
that comes up for you?
Yeah.
It's it's a good question is, a lot of peoplesay they don't have the budget and they they,
don't have the time to be able to move forwardin coaching.
So we can, of course, address either 1 or orboth of those.
Okay.
But a lot of people are usually excited aboutthe product.
(09:24):
I know sales is something that people loveworking on and love improving on.
Obviously, sales and money makes the world goaround.
And so if you can't make sales, you don't havea business.
So, yeah,
I'd love to do, yeah, talking about, money andor time for being the biggest obstacle.
Right.
So let's start let's just go right into themoney 1.
It was often referred to as the dreaded moneyobjection.
(09:44):
Mhmm.
And so my question to you is when's a momentAndrew your experience, where you got somebody
to really feel something when they they felteither enough pain so that they would move, and
they would take action, or they felt enough joyabout what would be better about their life.
Yeah.
Definitely.
The pain is that they they wanted to feel likethey were constantly growing.
(10:06):
They wanted to evolve.
They wanted to be a a full time entrepreneur.
But they felt like they're being held back bybeing stuck in the 9 to 5.
And, and they wanted to figure out how to havethe freedom, how the income that they desired.
Andrew I let them know, like, hey, with mycoaching with my programs, I do wanna help you
become a full time entrepreneur.
I do wanna help you get the freedom you deserveI'm living it.
(10:27):
I'm experiencing it.
I'm, you know, working virtually.
I'm being a full time entrepreneur, and I and Ilove it.
And so this is where I love teaching otherpeople how to do the same as well.
Gotcha.
Gotcha.
Right.
Okay.
Well, terrific.
So now what we do is we can make that even morevivid by picking a person you could one way
when you you talk about somebody like a formerclient, which you can say is so one of my
(10:49):
clients will call her Helen.
Yes.
That's what I'm telling for now.
Yeah.
No.
But what I'm saying though is that you can, inthe conversation, say, we'll call him George.
Or whatever like that.
So what you're doing is you're not betrayingany confidences, of course, because that's part
of our profession as coaches And I'm anexecutive coach Andrew course, spoken word
(11:10):
strategist and communication sage.
The the deal is is that I can talk aboutsomething but I don't identify certain
specifics about a client because that's notappropriate.
So But let's say we're we're we're looking atthis, this story that we want you to use.
And so pick someone, give them tell me afictional name, Andrew then tell me a little
(11:34):
bit about how that moment where either they gota really great result from you, or they started
to feel better.
So I'm listening to you.
Yeah.
So, I will go back to I'll use another name.
We'll we'll say George.
George, but one really great result was, duringthe pandemic, when everything went virtual,
he's going, how the heck do I grow mychiropractor practice?
(11:55):
How how the heck do I get more clients in saleswhen everything just went virtual?
Andrew so what I helped him do is I helped himmultiply his sales of the marketplace ROI with
investing into me by helping him realize thepower of webinars.
Andrew part of the power webinars is havinggreat partnerships to help drive your ideal
clients, to your presentation, and then, ofcourse, making sure you have a great sales
(12:16):
script to close the clients right there in thecall.
And so I got him to get over 200, RSVPs to hiswebinar within I think there's about, 5 weeks
of of reaching out to an ideal partner.
And then from there, who's able to get, youknow, enough clients to fill a year if you
wanted to from that one webinar.
Excellent.
You see, that's that's what we're talkingabout.
(12:36):
So instead of a person saying that it's tooexpensive or being stuck in that space of this
is too expensive, What you do is you tell aspecific story about George, and you tell a
specific story about a result.
And then people have a transformationexperience in what I would say is that what
you're trying to do is spark the moment.
Yeah.
And so now the another thing that I would pullinto this is that people ask me, you know, how
(13:00):
do you radiate confidence?
How do you close those sales?
And the way you do it, I just say car, c a r.
And so what I say is confidence is a line ofstory reflect feelings.
So I'll say that again.
Confidence is a line of story reflect feelings.
So that's car, obviously, c a r.
(13:21):
And so the the idea is you wanna get somewhere.
You want to ultimately serve these people andhelp them make better impact in the world, help
them feel better, help them be better, andkinder to anyone who's around them, family,
friends, strangers, because they have goodenergy, and they feel hope Andrew certainty
that things are better.
And that's by the way, those are the powerfulwords.
(13:42):
That's what our stories are about.
Is that by giving them the story, just likebecause I'm a filmmaker, because I'm a film
director, by giving them the story, they have atransformational experience, and then they feel
the, and then they say, yes.
Yeah.
And that's what we're talking about.
Okay.
(14:02):
So now that was about value.
Getting enough through one webinar, gettingenough people to fill out the calendar for a
whole year.
One webinar.
That's powerful.
And so then the other thing is about time.
And so is there ways that you express, like, ifyou if you picked another person, a George, a
Steven, a Helen, a Helen, a
(14:25):
Let's put the script here.
It's it's, have you talked about a, a clientthat you've helped,
that
you've helped overcome the, time of section, oryou can talk about the result that you got a
client.
I'm sure people listening to this.
They're like, oh, we love to hear about thesuccess stories of, you've taken a client from
A to B, so we'd love to hear about that.
Okay.
Well, here we go.
So I was working with a client.
(14:46):
This is somebody who wanted to increase theirimpact This was someone who is speaking on a
modest level, and they wanted to have theythought, what I need is a book.
And what I did was I said, well, you know, Abook is for many people, a mountain.
And so instead of going for a mountain, let'sjust take a street that's going up a little bit
of an incline.
As opposed to a mountain.
And so I said, we'll get you a book.
(15:07):
We'll say you are the author of this book, butwe'll make it an audio book.
And so what happened was and this is one of myfavorite responses or testimonials is the
person, a gentleman named Brad, he said thatworking with Tom for 10 days, I got more done
than other coaches in 2 years.
Wow.
Yeah.
So so that's the kind of Andrew so do I feelgreat about fantastic?
(15:29):
I mean, isn't it right
there?
Yeah.
Yeah.
Mhmm.
You know, but the point is is that the ideas hedid do the audio book, and then he did do a
paperback book.
The idea is many people have to get out ofinertia.
They've gotta get out of being stuck, andthey've got to flow.
And that's the power of coaching.
So the another thing that would occur to me isthat let's talk about that.
(15:50):
So you're dealing with the the details of bothpeople having the money objection Andrew having
the time objection.
So I I wanna jump ahead that what would happenin a coaching session is that we would get you
to action steps.
So so what do you feel would be 1 or 2 actionsteps that would help you close sales better or
(16:12):
faster?
Yeah.
So, I would say when it when it comes to timeis that, you know, something that people need
to realize is that the faster you accomplishthings, the more you can get things done.
And my one of my favorite extras has a lot todo with people is when they I have time for
that.
I go, great.
Well, tell me about your day.
I go, I have breakfast from 8 to 10 AM.
(16:34):
Then I have to work from, 10 to 5.
Then I have dinner from 5 to 7, and then I goto bed at, 11.
I'm like, woah, woah, woah, woah.
What happens between those times of 7 to 11?
Oh, that's my wind down time.
That's my relaxation time.
That's the time I swim with the family.
And I go, well, even if you just took 30minutes a day, you know, 5 days a week that's
still an extra 8 hours minimum.
(16:56):
You could be spending each month workingtowards your craft to help put you ahead and
help you increase your income, increase yourinfluence, increase your insights that you
have, and give you a chance to get anadvantage.
And so when people say they don't have time, Iwanna remind them, no one has time.
You create time.
You make time.
Right?
That's kind of the beauty of life is that wecan always be on our own time and They even
(17:18):
talk about that in the book, the big leap, andhe says, it's called Einstein time because of
how time is an illusion, and the importance ofrecognizing What are your thoughts on that?
Well, yeah, I'm with you.
And so the thing that some people there is aquote, and the gentleman's name I don't have in
my thoughts right now, it's a little unusualname, but he has a quote saying only the
(17:39):
discipline ones are free.
This was a super distance runner.
Andrew his name escapes me at the second.
But Andrew with only the disciplined ones arefree.
So I'm with you.
What I do is I actually track about 20 factorson a piece of paper every day of things,
whether it's exercise or it's, meditation or itis that right now I'm converting one of my 4
(18:02):
novels in a series called Generally Storm.
I I write under a pending Raven Aaron James.
Anyway, but I'm converting one of them intocommon book form, which is actually gonna be
something like manga.
So every day, every day, I am sketching for 10to 15 minutes.
Not negotiable.
(18:23):
It happens every day.
I don't go to sleep unless I've done that.
And so the idea is that whatever you pick thatis non negotiable, that's how you can make time
work.
But here's my question.
We didn't cover it yet.
So if you were going to increase your use ofstories so that you can close or that you can
transform people out of the space of I can't Idon't have enough time.
(18:46):
I don't have enough money.
And get them into the space of I could, and itwould be fantastic.
How would you what action step would help you?
Yeah.
I'd say going back to providing examples of ofclients I've worked with we'll we'll name this
new client, Gertrude.
We'll call it Gertrude.
Just just thought of it, but know, she was alsoworking a full time job, but she wanted to be
(19:10):
able to increase her income.
She wants her side income to replace her fulltime job, and she had a kid.
And I asked her walked me through your dailyand your weekly schedule.
And then she said, okay.
I guess I can find time at, from 2 to 3 PM whenmy kids, is at school?
And when I'm during my lunch break, I I stillhave energy during that time.
I could work on my craft.
And I say, great.
But here's what you're gonna do during thathour each day, 2 or 3 PM.
(19:33):
We're gonna block that time off, and here's howyou're gonna focus on your craft.
And through that, we're able to help her learnhow to be a high ticket salesman.
We are saleswoman, I should say, learn how tomake, create prosperous events.
And it's just very exciting that helping peopleget their time back is something that's a
priority and that I love doing.
Excellent.
Excellent.
So but you identified a very discreet, veryspecific thing is to really work your stories.
(19:59):
And Now, of course, gertrude, I I don't know.
That's probably maybe just like John Smith inthe country of origin of that of that name, but
For a lot of folks, gertrude might be well,it'll be a show stopper.
They'll go, oh.
Anyway but my point though is that that's anaction step.
Another active step is rehears.
(20:20):
Yes.
Rehearsing.
So before I do anything, I have a circle ofaround fifteen people that I run ideas past,
and I will rehearse with them, even for just 9minutes, because that's not too big of an ask.
Yeah.
And so I will rehearse things.
And so preparing for anything, preparing for apodcast episode like this, or preparing for
(20:40):
doing one of my online courses.
I rehearse, and then I do.
Andrew for example, at one point, what I wasdoing is my schedule was so full, I would talk
to a couple people in my circle, rehearse for,like I say, about 5 minutes or 9 minutes.
With one person, and then with another person,and that night record a video at 11 pm.
This is the only time I could fit it, in.
(21:02):
And and so, therefore, rehearsal is fantastic.
I know this from directing theater, directingfeature films, directing actors, being a
performer myself.
Is that rehearsal frees you up.
Because you've been there.
You've been in the adrenaline state, especiallywhen you rehearse, just to aim on the phone.
Andrew that's nothing.
So I would suggest, in this moment as yourcoach, that not only do you identify your
(21:27):
stories, but you give them a name, Andrew then,like, for example, I told you the American
Eagle Plan Wing story Yeah.
Or just call it a plain Wing story.
You give it a name so that you always have ithandy.
Yeah.
I love that.
And so that it's gotta handle.
See, the challenge for a lot of people is theydon't have everything at their fingertips.
(21:48):
So that's why I always, like, come up withsomething that is easy to remember.
Like I said, that confidence because our showtoday is about how to radiate confidence and
close sales.
Confidence is align a story Andrew reflectfeelings.
And so that's the other thing too, is that Igot a question for you.
How do you get the person to feel what theyneed to feel, so they say yes to you.
(22:13):
How do you do that?
How do you get them to feel that?
Yeah.
So one of the things I do is I have people gothrough the their size of telling me, you know,
pick a certain timeline from now.
What's the worst outcomes that could possiblyhappen?
And then I ask them, how do you feel aboutthat?
Andrew then they start going to the feelings ofdistraught or sad or painful or hopeless.
(22:35):
And then I also asked them a question.
Tell me about a timeline I'm here from nowwhere everything goes perfectly.
How do you feel about that?
And then they can go into, oh, happiness joy.
I'm elated.
So that's one of the ways I I, elicit feeling.
How how do you usually do it?
Well, you see, I like to use this phrase,reflect feelings.
And so So in addition to not only having themexpress something like you did, and that's
(23:00):
excellent what you do.
And I would, like, add on to that is that whenthey say that, oh, yeah, you know, if if I did
do this as my full time job, then I feel sogood Andrew then I would say, ah, yeah.
That that sounds exciting.
And then this power in that way of reflectingfeelings, that sounds exciting.
(23:21):
Because if that's not the word that they want,they will change it.
They will say, well, yeah, but it's kinda scarytoo.
I said, oh, really?
Tell me more.
You know?
And then so it's kinda scary.
I said, yeah.
It's really scary because of this and the that.
And so when I or flat back to them the exactwords when I get to them, and that's what I'm
(23:42):
always looking for.
So when I'm coaching someone, I'm looking tofind, and you may have seen that in this
conversation already, I'm looking to find themagic words in you.
Because if you graft on just some pattern thatyou picked up from a book, it's not the power
of coaching.
Coaching is a transformational experience.
Because we take you from where you are, and webring you into a higher level, a place of
(24:05):
functioning where you've never been before.
And so that's the excitement of being a coach.
That's the excitement of being coached, andthat's why I get coached every week.
But I get coached by a number of people, amongthe 15 that are in my inner circle, and they
coach me, and I I play with ideas all the time.
So by the way, just for the fun of it, I knowwe have a little less time than one of your
(24:26):
usual episodes.
Yeah.
So what I would do is let's kind of just bringthis session, because we had a little coaching
going on in this conversation, into, like, whathappens at the end of a coaching session, which
is to identify action steps And so what I heardand you can modify this at at any point here,
Andrew, but what I kinda heard is an actionstep would be for you to line up your stories.
(24:46):
Yeah.
And it's really good lineup more than one storyfor certain points.
Because if you know someone's a cat person,then you won't tell the dog story.
So you wanna have multiple stories to line up.
And then so you wanna line up your stories.
Number 2, you wanna name them so that you havehandles on them.
Because that's what our memory is like.
Our memory is like a file cabinet.
And if you have no Andrew, you can't open thedrawer.
(25:08):
So you want you want to stick a name on there.
And then you want to rehearse.
Because the concept I shared earlier wasconfidence is a line of story, reflect
feelings.
And then you also probably wanna rehearseopportunities to reflect people's feelings so
that they really experience it.
Because what I've noticed is that people walkpast benefits all the time.
(25:31):
Yeah.
But what they don't wanna do is miss out.
So fomo fear of missing out is the thing thatgets people's attention.
In fact, I'm just gonna flow into this.
One thing that I offer people, and yeah, itdoes involve FOMO, fear of missing out, is that
I've only got a tiny little bit of slots.
To take on 1 or 2 clients.
(25:52):
And so what I say is that if you want a a aterrific session with me for free worth $759,
What you can do is apply atgetthebigyes.comforward/ Yes.
That's yes.
Thank you.
Thank you so much.
It's, once again, get the big yes Get the bigyes dot com.
(26:18):
Forward slash.
Yes.
And then what you can do is apply for a hiddenbreakthrough strategy session, where you will
identify, we will work together in that sessiondirectly with me, not with one of my team
members, but directly with me, because you'veapplied for one of the slots.
Anyway and, of course, it's kind of a screeningprocess because I wanna work with the people
(26:40):
who are ready.
To go deep and fly, take off, rise.
And so the thing though, is that when we dothat, we get you an action plan, action steps,
and then we identify what you're blossominginto, what you are growing into, and how you
will take off, how you will fly.
So anyway, I I
(27:00):
Yeah.
I know we have a couple minutes left here.
So, yeah.
So last two questions.
First question is Yes.
So besides that website, Tom, how else canpeople contact you, get a hold of you, or is
that the main ways to go to go to that link?
Yes.
Get the big yes dot com forward slash Yes.
That's and then the other way that they can getvalue from me is they go they can go to
udemy.com.
(27:21):
That's udemy.com.
And get a lot of my coaching through my 10online courses there.
And and then they can also actually get valueby looking inside my books, by going to Amazon
dotcom.
Oh, perfect.
So you check dot com slash, Tom Markku, or whatwhat's the link?
Yeah.
So you would just go into amazon.com, and thenyou would type in Tom Marcu.
(27:45):
I mean, for Udemy, how they found you to me?
Yeah.
Well, you know, you can just Google it.
You can just type Udemy.com, Tom Marcu, andyou'll find me.
Perfect.
Okay.
Okay.
I'll make sure I'll put that in too.
And then, yeah, last question is, what's theone takeaway you you want people to have from
this, session today?
Yes.
Fantastic.
The takeaway is that confidence, and I learnedthis being that timid kid, playing the piano,
(28:09):
being terrified, or making a mistake.
I learned that confidence is not comfort.
Confidence is a tool kit, and you work it.
So confidence is not comfort.
Confidence is a toolkit, and you work it.
And so that's what I do when I work withcoaching someone or when I'm on stage in
Thailand or New Zealand or wherever.
Or in Silicon Valley.
What I've learned is that you need to havethese things, like we said, car.
(28:34):
Confidence is align a story.
You need to have that story, multiple stories,and then reflect feelings.
You you have these in your confidence toolkitAndrew then you feel confident because you know
you're ready.
And rehearsal makes you know that you're ready.
So that's that's really the takeaway.
Rehearsal, stories, reflect feelings, andthat's how you close sales with confidence.
(28:57):
Love it.
Alright.
Well, what a great way to end things.
Tom, thank you for coming on today.
That's been another episode of Rapid Results,and we'll see you all next week, everyone.
Take care.
Cheers.
Be well.
Take care.
That concludes another episode of rapidresults.
Remember to leave a review about something youlearn so others can share the knowledge.
(29:18):
Keep being unstoppable in your pursuit of thelifestyle freedom you desire, and we'll see you
next week.
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