July 12, 2025 • 62 mins
Scott Schilling joins to discuss his book "That Sucks, What Now?" and his experiences during Texas flooding, highlighting resilience in adversity. He shares insights from "90 Second Success Tips" and heart-centered selling, focusing on learning from mentors and continuous growth. Scott explores balancing faith and fear, embracing challenges, and building a legacy. The conversation covers the value of sales, problem-solving, and sharing knowledge. He introduces "104 Tips to Sell More with Less Effort," discusses future projects, and offers support for new authors. The episode wraps up with closing thoughts and contact information.
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Episode Transcript
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(00:00):
Welcome back.
Or if this is your first time, welcome toreading between the words podcast.
This is where we dive into the spaces betweenthe words, which is where meaning and wisdom
stirs.
Join us as we open the door between the pageand the person.
You'll hear the heart of the author, thepurpose behind the book, and the transformation
to ignite your life or your business.
Hi,
everyone, and welcome to another episode ofreading between the words podcast.
(00:24):
We have a wonderful guest today, ScottSchilling.
But before we do that, I'm going to share myscreen with you, my audience, and let you see
Krista Fee, also known as the Phoenix to Rise,and this is her LinkedIn page.
And the reason I'm mentioning Krista, and youcan go to her website, battle to be, which is
(00:47):
right here.
And Krista and her team are doing so much rightnow, rescue efforts, helping the people that
have been in the flooding in Texas.
It's just been horrendous.
In fact, Scott was just telling me he saw oneof those.
I'll let you tell it, Scott.
Tell tell us about the boat you saw.
(01:08):
Yeah.
I saw the bottom of a boat up against a tree,but the boat was folded in half around the tree
with the bottom touching the tree, which meansthe bottom was then pushed inward, and it was
folded around.
I mean, the pressure that it would take to takea a metal boat and do that is phenomenal.
(01:32):
It's it's just incredible.
So I'll stop sharing now here.
I mean, there's still families that areseparated.
They're still looking for people and and tryingto connect people together with their families
and their communities.
So anything your audience can do to help out,get ahold of Krista battle to the number two,
(01:56):
bve.com.
I think I said .org on my other words, but itis ..com, and ask her what you can do to help.
And so, Scott, you have some battles of yourown.
You've got a couple of books that you'vewritten.
Tell us the title of both of them.
Well, the one after my near death experiencewas called That Sucks, What Now?
(02:20):
Real World Solutions for Getting Through WhatYou're Going Through.
Honest and real.
Very much so.
And and it's funny because I was strugglingwell, I was struggling a couple ways.
After I I came through a near death experience,I'm an overachiever.
I lived.
So, you know, I came through something mostpeople don't.
(02:43):
And what I found was there was just little orno positive information if you were fortunate
enough to come through what I came through.
There was nothing that would encourage you tocome back to life and and and really live
again.
It was very negative and and downtrodden andeverything.
(03:06):
And so I wrote the book just to share myexperiences and that it didn't have to be that
way and the lessons I learned through it all.
And to with the whole desire to help as manyother people as I could.
And as I was writing it, I was really stuck ona title, and and I was telling a friend that,
(03:31):
you know, I've been through multiple.
I've been knocked down multiple times in mylife.
This is just the latest in a series.
And and he said, man, I never I never knewyou've been through all that.
And I said, well, you don't wear all your buttkickings on your sleeve.
You know?
And he he said, yeah.
But I would have never known.
What did you say to yourself after each ofthese things?
(03:53):
And that's when I said, well, that sucks.
What now?
He goes, that's a perfect title for the book.
And I said he goes, you don't even think that'snegative, do you?
I said, it's not negative in the least.
That sucks.
I wish it wouldn't happen that way.
What now?
No reason to sit around and waller in it.
Time to go fix it.
Right?
Time to go do something about it.
(04:13):
Yeah.
What you do weekend?
Yeah.
The sum subtitle became real world solutionsfor getting through what you're going through.
Oh.
It really became the lessons learned.
You know, we get kicked down, and it's notabout being down.
It's about getting back up and what we learnthrough the entire process.
(04:35):
So that's what that book's really full of.
We'll talk about that another time.
How's that?
Okay.
Maybe later.
Or maybe later.
Yeah.
You know?
And that's true.
I think about about all the times I've beenbeen had to answer that question.
Well, that sucks now.
(04:56):
In fact, just recently, you and I were talkingabout it before the show.
And and so now while my brain is healing andand my body's doing better, you know, what do
you do?
And and, no, it's not negative because, yeah,that was awful thing that happened.
Now I have to adjust my world to I can't justtake take off like it was beforehand.
(05:25):
Like I was saying, I can do one activity, andthen I've gotta take two hours to rest because
I tried I tried two days ago doing, you know,back to back meetings for four hours, and it's
like, that was not a good idea for my brain.
Yeah.
And so so I found that out.
(05:46):
But yesterday, it's like, okay.
How do I do you know, that sucks.
Now what?
So what?
Yesterday is my Wednesday is my self care day.
So I went through.
I could vacuum the floor.
I was out two hours.
I mean, it actually kinda affected methroughout the day because that was a lot of
physical force I did all at once, and it'slike, I can't just do, like, one room.
(06:10):
You know?
That vacuum's out.
Everything's getting done.
But I I knew it was my self care day.
I didn't have anything else that I had to beto.
I did have two meetings later, but anyways butI found out going to those two meetings was my
(06:31):
brain.
Just I just started bawling towards the end ofthe first meeting, and it's like I couldn't
make it to the second one.
And people like you are gracious enough toexcuse my my healing.
But it is.
And I I don't know why anybody would think thatwould be a negative comment because you don't
(06:52):
stop at that sucks.
You ask the next question.
What now?
How do I go forward?
How do I how do I, work with what I have rightnow?
So we'll stop using my words, and let's useyour words.
Why don't you for those that are are watchingthe video, why don't you show us your book, the
(07:17):
cover of the book, and then, tell us a littlebit about it?
Oh, wait.
Wait.
The book you have.
I'm sorry.
We're gonna we're gonna shift over to
a different Yeah.
We're shifting to the other book.
So Scott has two books.
One is that sucks what's now.
We'll talk more about that either later or atthe next show.
(07:40):
The book you have now that you showed me.
We're gonna talk about
Oh, I'm very
ninety second success tips, a 104 tips to sellmore with less effort.
Awesome.
Sounds boy, we like that because it is toughdoing marketing and sales if that's not
something you've been trained in or, you know,have knowledge in.
(08:04):
So show us the cover of the book again and thetitle.
So ninety second success tips, a 104 tips tosell more with less effort.
And it's really these are the tips, thetechniques, the strategies that I use to help
take a client from 8,000,000 annually toapproximately a 100,000,000 annually in about
(08:29):
five and a half years.
And many times people think it's really bigthings and it's, you know, something so
demonstrative.
And in reality, it's actually a series of a lotof little things.
Yes.
You know, used to say that there's not a $100reason.
(08:49):
There's ten $10 reasons.
You know?
Interesting.
Yeah.
And and it's kind of this it's kind of asimilar concept.
When when you do a variety of thingsconsistently and you do more of them, it's
amazing the success that you have along the wayand how it builds and how your reputation
(09:11):
builds and all the things that go along withthat.
So, again, I I think sometimes people arelooking for the the silver bullet.
You know?
They're looking for that little flash of magic.
And many times, it's a lot of little pieces ofmagic.
It's a lot of little different things.
(09:32):
And
I think that that sorry to interrupt.
But I think that flash of magic is the keywordyou said earlier, consistency.
And that can be very difficult to do, is islike right now.
You know, post with all social media.
Post something every day consistently, sametime, you know, maybe different days, but at
(09:58):
least post once a day.
But post things that are about what you weredoing, And sometimes that can be really tough
to do.
I mean, it sounds simple, but taking the actionis not that simple, especially if it's not a
habit you have ever had before.
(10:18):
Yeah.
Again, I think I I think a lot of people andand that's really what I work to do in all of
my sales training and all of my sales processfor that matter is to demystify the entire
process and really help people reframe it intheir head that selling is actually serving.
(10:40):
Actually you're actually helping somebody finda solution to their particular problem,
whatever that might be.
And when you know, sometimes people go, well,I'm not in sales.
Yes.
You are.
You're in sales every minute of every day.
Every time you open your mouth, you're selling.
(11:00):
Just but it there's nothing derogatory about itunless you make it so.
Right?
I
mean Right.
If I am serving you and I am asking you qualityquestions to find out what your challenge is,
what you would prefer, what would make yourlife better or easier.
(11:21):
How is any of that anything other than being ofservice to somebody?
Right.
And so when you when you demystify it, when yousimply work to to identify the problem
correctly and then provide an appropriatesolution, all that is is a process of service.
(11:45):
Yes.
Absolutely.
I mean, look how many times we watch a movie,and we love that movie.
So we tell everybody about it.
I mean, you're selling them on the movie.
You Exactly.
You enjoyed it.
You know?
Maybe you found a new recipe that finallyworks.
And so, yeah, let me tell you about this.
(12:08):
Oh, hey.
I found a new way to do that.
So I love what you're saying that selling isreally just providing a service to somebody
else.
It's not you know, there's I think what wereally don't wanna be is a person who gets in
your face and says, I've got this product.
You have to buy it.
Here's the price.
(12:28):
Give me your money.
I mean, we don't want to be like that, andthat's why I think some people are really great
at sales because they know how to help theperson get what they really need to help them
have a better life or a more fulfilling life.
And, yeah, we do that by serving.
(12:52):
Yeah.
It it just again, I create the the Webster'sdefinition of sales is the exchange of a
product, good, or service for an amount ofmoney or its equivalent.
Right.
Okay.
It's just, you know, you're you're exchangingvalue to somebody else.
They're exchanging value back to you calledmoney.
(13:14):
So it's an exchange of of value.
I created my heart centered selling definition,and that is education through communication
without manipulation.
Something is nothing nothing more than becominga teacher.
I'm gonna educate you on the features,advantages, and benefits that my products,
(13:35):
goods, and services have to satisfy your needs,wants, and desires.
And when those match equitably, there's anexchange of value.
You take possession of the product, good, orservice I offer.
I take possession of the reward, thecertificates of appreciation called money that
(13:58):
you give because of that reward or because ofthat value.
So, again, if if we if we educate, if wecommunicate simply, and we do everything in our
power not to manipulate.
Now people I I suggest that people lovesalespeople.
They don't like manipulators.
(14:19):
Manipulators are typically in it forthemselves.
Professional salespeople are in it for theprospect, for the customer.
And so I'm very proud to be a professionalsalesperson from the standpoint of I work
diligently to help people solve their problems.
(14:40):
And many times, I have the product good orservice that can do that, but there are many
times I don't.
And so I will refer a friend or I'll well, nowI actually help two people.
I help the prospect and I help a friend.
There you go.
And so the the fact is serving doesn't alwaysmean people end up with my solution Because if
(15:04):
I don't offer the appropriate solution, it'snot gonna be a good solution anyway.
But I typically work diligently to know who haslots of solutions to make sure that I can
recommend somebody in many in many cases.
Right.
You know, I was just thinking as you'retalking, my my talks that I give are providing
(15:30):
a service to people because when I'm givingthem hope for their situation, but not just
hope, I actually give action, things that theycan do.
You know?
And and it's not hard or anything.
But, you know, whatever situation you're in,here are some tools you can use to to help
(15:53):
yourself.
Exactly.
Here's how to use the tools.
I mean, it's one thing to give someone a tool,but if they don't know how to use it, they
might for a really poor example, off the top ofmy head, they might take a hammer and use it to
pound a screw into a board when a screwdriverwould be much better or drilling a hole in it
(16:15):
first and then screwing it in would be betterto use.
Very much so.
And I I'm sorry that's such a
No.
It's a it's it's a good example.
I mean, I think a lot of times people try tofit their solution into everybody's problem.
And the the reality is that's when you causeproblems.
(16:38):
The the appropriate thing to do is fit theright solution into the right problem.
Right?
Or you can't.
You do what you can to match the match those upthe very best you can.
And, again, that's why I I get another conceptthat I espouse is become an asset to everyone
(17:00):
you meet.
Asset is a five letter acronym for aspontaneous servant every time.
Become a spontaneous servant every time therest takes care of itself.
Right?
Yeah.
Work to work to solve the problem whether youhave the the appropriate solution or not.
Get to know other people that have othersolutions so that you can make those
(17:25):
recommendations.
Yeah.
That's really good.
Yeah.
I think that's as as a coach for people who arewriting.
I do a little bit of editing.
I don't do the detail.
I'll just let you know if your story's flowingor not flowing, and maybe it makes sense or
(17:45):
doesn't make sense.
But I have a list of ghostwriters of editorsfor and and spelling, grammar, all of those
because I don't have the capability to handleand solve that solution, but I know people who
do.
And I think a lot of us know people who who cando something.
(18:10):
You know, when somebody asks us a question oror makes a statement that, yeah, I I don't know
how to get this fixed.
And all of sudden, oh, well, I remember so andso just did that with theirs, so let me give
you their information.
And it's wonderful to be able to refer toothers because this is a great, big, huge world
(18:30):
full of, what, over 8,000,000 people.
So Exactly.
Can't be everything to everybody, but we mightknow somebody who can help them in that
particular situation.
Very much so.
You know?
Again, we all have the opportunity to be ofservice.
The the question is, do we choose to be, andare we keeping that top of mind?
(18:51):
You know, what's our where's our focus?
And the the more we keep our focus that ofserving I mean, I come out of the Ziegler camp.
You can have everything in life you want whenyou help enough other people get what they
want.
Yeah.
That that one quote alone set my entire pathfor my career, my life, everything in a
(19:12):
direction of I know that I can get everythingthat I want when I help enough other people get
what they want.
It's pretty pretty simple concept to tounderstand, but when you really live it, it's
amazing what happens.
That's awesome.
Yeah.
You know, listening to I don't know if there'sa name for them.
(19:39):
They're not the Stoics, but I guess they'd bethe Stoics of our age.
You know, like Zig Ziglar, Bob Proctor,Napoleon Hill, Earl Nightingale, you know, all
of those who who I mean, it's all right therein front of us to learn from and such great
(20:00):
information.
It's wise information.
A lot of things they're saying is very similar,but they're saying it different ways because
not everybody understands the same way.
And some of them bring things into the picturethat maybe the others hadn't thought of.
But even you know, I have a daily calendar ofthe stoics, and Marcus Aurelius is my favorite
(20:25):
and was before I even realized he was a stoic.
But but each of them, you know, have somethingto say that really helps out.
And sometimes I think that's what we need isjust that it's like, okay.
So I've got this, but I don't really know howto formulate it or I don't maybe my mindset
(20:48):
isn't quite there, and I don't realize that.
You know, part of of learning is we find outthat there's a lot of stuff we don't know.
And the more we know, the more we realize wedon't know.
No.
That's exactly funny.
You you've gotta you've gotta be Yeah.
Just a a passionate learner.
(21:10):
I Mhmm.
Love to attend seminars as a participant stillto this day.
You know?
And people said, but you've done 3,000yourself.
You've done all this different stuff.
I said, yeah.
You know?
But Zig Ziglar used to sit in the front row atthe Monday morning devotionals with a pen and
(21:31):
and a pad of paper.
When he wasn't giving the devotional, he wasthere.
And in fact, a a lunch that we had together, hepulled out four pens.
He said, Scott, you know why I got these fourpens?
And I said, no, Zig.
Tell me.
He goes, because a book could be fixed and toget written.
You know?
He was just he was always on top of it.
(21:52):
Right?
There was never a time.
So, again, when you see other you know, ZigZiglar, Jack Hanfield, Mark Victor Hansen,
Harvicker, Brian Tracy, John Maxwell, JohnChilders.
Yes.
The names go on and on.
When you have the opportunity to be aroundthose folks and you see that they're constantly
learning, they're they're constantly working toget better.
(22:18):
You know?
And, heck, many of those guys are in theireighties now.
And and the fact is they're still working tolearn.
Yeah.
Well, that should be a pretty good pattern forthe rest of us.
You know?
Right.
Yeah.
That reminds me of when I was a kid, still inelementary school, and I loved to hang out with
(22:41):
the older people.
Now I know a lot of my friends thought 35 wasreally old.
And I said, it's not old.
That's still pretty young.
I mean, you know, that's still my parents' age.
They go, what's old to you?
And at the time, I said 60, but I really wantedto say 80 and 90, that those were the old
(23:02):
people.
And those people I wanted to hang around.
They have these amazing stories of their lifeand of how they handled things and how they
thought and how they looked at situations.
And one of these older people said to me, neverstop learning.
(23:23):
And they weren't talking about going to schooland and academically.
They were talking about learning for your life,learning for your business, learning because
and they and he said, because what happens whenyou stop wanting to learn is when you actually
start dying.
You know?
And that's pretty grim for a kid to hearsomething like that.
(23:47):
It's like, well, I don't wanna start dying.
You know?
But but what he was saying is our world ischanging, and, boy, is it changing even more
now than it was then.
Everything is so much faster.
The information, you know, the information weget in ten minutes now was, like, you know,
(24:08):
full day back in my day.
Yep.
But but, yes, it's changing all the time.
Yeah.
We've we've got different learning methods.
We've got different learning opportunities.
I mean, look at what we're doing right here.
We're doing a video podcast that can betouching people around the world.
We didn't have that not all that long ago.
(24:30):
And so I congratulate anybody who's listeningand or watching this right now because you're
you're seeking wisdom, and that's why I lovedoing them is to be able to share what I've
learned over time because my mentors sharedwith me what they learned over time.
Yeah.
Know?
So, I mean, it's interesting that you said someof those names before because we were talking
(24:53):
about my mentor one of my mentors, JackAnfield.
He and I were having a discussion one day, andwe were joking about the various mentors.
And I said, well, you basically learned from W.
Stone, and Stone was an amazing, amazing guy.
But, you know, now I've got you and Stonethrough you.
(25:15):
I've got the other names that I mentioned, ZigZiglar and Harvacker and Brian Tracy and John
Maxwell, all these others.
But think where they learned.
Earl Nightingale, Dale Carnegie, Og Mendino.
You know?
And sometimes people go, you know, those namesare way way far ago.
(25:38):
They're really not.
You know?
I mean, I've got Og Mendino's 10 principlessitting on my desk.
I've got them right here on my bookshelf, andit's and that's the wonderful thing too about
the world we live in right now
Yep.
Is you don't have to travel miles, you know, orhours to get to something or days or, you know,
(26:03):
any we've got access to books, and people aresharing their libraries with each other.
We've got access to YouTube.
I mean, that's where a lot of you are watchingthis or listening to it is on YouTube.
And you can find anything on there.
(26:24):
They say YouTube is the YouTube and Google arethe two biggest search engines that people use
to find information.
Amazing.
I mean, you know, and those that have passedon, Bob Proctor has passed away.
Zig Ziglar, some of the others.
I mean, we're still getting information fromEarl Nightingale and and Napoleon Hill.
(26:50):
Yep.
And we don't have to go see them in person, butwe've got the information that they've written
firsthand.
We have information that others who actuallylearn from them and what they did with it.
We've got that now.
I mean, whether it's we're watching videos orwe're watch reading books, audiobooks, you
(27:10):
know, that we can take with us and listen whilewe're doing other activities.
I mean, the information we have to us isphenomenal, but we need to use that
information.
We need to go seek it out.
We need to learn because the more we learn, themore we can give.
And and it's wonderful to be able to give andto share with others what you've learned along
(27:35):
the way Because maybe you're only two stepsahead of somebody else, but they might need
help getting those two steps to where you are.
They could be two very big steps.
Know?
And all of a sudden, you provide
they don't know it.
Yeah.
Go ahead.
They get you they get you moving forward Yeah.
(27:56):
At just the right time with just the rightinformation.
Yeah.
I love the analogy that someone once said, andit was it's about three years ago.
And and you can sit on a park bench with thosethat are are further ahead of you and learn
(28:16):
from them, or you can sit on the park benchwith those that aren't as far ahead of you, and
you can teach them.
You know?
So where are you on the bench?
And I like the idea of a big bench where I'mright in the middle and those that aren't quite
as far as me is on one side, those that arefurther on the other side, and we're still all
sharing.
So we all get to learn from each other.
(28:39):
And interesting is as you're helping somebodyelse, you're gonna find out you're gonna learn
something yourself from that.
And that has been an amazing gift that I didn'trealize was there.
Yeah.
It it my mentors have often said we tend toteach what we need to learn most ourselves.
(29:01):
You know?
We we tend to to share a lot of those things.
So it's it's really interesting how that goes.
I love mother Teresa's quote, you know, if youcan't feed a 100, feed one.
You know, we all have something that we canteach to somebody.
There's eight and a half billion people on theplanet.
Everybody needs something.
(29:22):
Right.
Have that attitude of contribution.
Yeah.
I I love that quote by her.
And and I it just brings me up to mind otherquotes I love.
The one by by Audrey Hepburn is the wordimpossible.
And she says the very word itself says I'mpossible.
(29:47):
Now if you look at the word impossible, you'rejust taking the first two letters and just
putting a little gap there.
And it's like, that's really powerful.
You know, it's not impossible.
It's impossible.
So that shows you what some of our mentors thatwe were just talking about have said is,
where's your perspective?
(30:08):
How are you looking at it?
And where's your mindset?
You know?
That's exactly what I was gonna say.
It all becomes a matter of perspective.
Yeah.
You know, I I did a I did the Zieglerdevotional not too long ago, and and the title
of the talk I did was maintaining faith in themiddle.
And I said it's really easy to have faith earlybecause you're excited and enthused.
(30:30):
It's really have easy to have faith at the endbecause you've accomplished probably what you
set out to and more.
It's in the middle that that, you know, yougotta think it through a little bit.
But there's one definition for two words.
Confidence in the unseen, assurance of theunknown is the definition of fear.
(30:51):
You know, you confidence of unseen, I haven'tseen it, but I know it's not gonna be great.
Assurance of the unknown, I know this is gonnabe bad.
That's fear.
Yeah.
Or confidence in the unseen.
Man, I know I haven't seen it yet, but I knowit's gonna be great.
Assurance of the unknown.
I don't know what it's gonna be, but it's gonnabe awesome.
(31:13):
That's the definition of faith.
The only place that that is verified andvalidated as to which one of the two it is is
Hebrews eleven one.
Faith is confidence in the unseen, assurance ofthe unknown.
The reality is we can every one of us who's ina business has faith by definition.
(31:36):
How do I know that to be true?
Confidence in the unseen.
You don't have a customer yet, but you opened abusiness.
Assurance of the unknown.
You don't know that anybody's ever gonna buyanything from you or support you, but you have
a business.
By definition, you have faith.
When you get into anything, it's because youhave faith of the possible success.
(32:03):
Absolutely.
I love that.
That's so good.
I was watching the cartoon ice age because Ican kind of close my eyes and just listen and
sit really still.
And that one little critter they have, I don'tknow what it is.
His name is Buckwild.
(32:24):
And he says, it's entirely possible in a way wedon't know yet.
And that struck me so much, and and I did.
I went and made a post on it on my Facebookpage right away because I didn't wanna forget
it, but I wanted to encourage somebody else.
(32:46):
And and it is you know, the the thing I lovetoo is and I've got a little sticker here.
I keep it right here on my laptop in thecorner.
John Maxwell, successful is something that youare right now.
And right below that is a quote by SteveHarvey.
You already have a 100% success rate.
(33:10):
Now how does he know that, and how do we knowthat about everybody that's listening right
now?
And you definitely have to go look for this onYouTube.
I wish I had it right in front of me, the thelink to it.
But it is where he's talking about some daysare just really hard, and some days you don't
(33:34):
know how you're gonna get through it, but youhave.
Think back on all those times when you thoughtit was impossible, when you thought you was
never gonna get through it, and you came outthrough it.
So that makes you a 100% success rate becauseyou have gone through all of those things, and
you're here right now.
(33:54):
Whether it was the outcome you intended orwanted or not, but you're still here right now.
And so whatever you're going through right now,you're gonna get through that too.
And I think what you were talking about themindset, the perspective is how are you going
to go through that?
You're in the middle.
(34:15):
Like you were saying, you're in the middle ofit right now.
So we know there's gonna be an end.
Are we gonna look at it and and say, well, thatwas tough, but I made it through that.
Or are we gonna say, I'm never gonna make itthrough and just stop?
And that's the worst thing.
Don't quit.
(34:36):
Quitting is quitting is failure because youstop trying.
So don't stop trying.
Try something different.
Talk to somebody.
Ask them, how did you get through this ifthey've gone through it?
Or, you know, say, I really need someencouragement today.
I'm I'm just feeling like there's no hope.
(34:58):
What can I do to get through with this?
We need each other.
Yeah.
Very much so.
You know, the the reality is we've all I mean,if you wanna look at we all won the sperm race.
We we were created.
Right?
We were one of many choices, but we were theone that won to fertilize the egg and and
(35:22):
become the living being that that you are now.
No matter how tough things have been, you camethrough it.
You're still here.
You might be dinged.
You might be damaged a little bit.
You might be banged up, but you're still here.
So the the reality is life is is a bunch ofsnapshots.
(35:46):
Right?
And the question is which snapshot are youlooking at?
If if something was going great and all ofsudden it turned the other way, did you look at
the snapshot while you were doing great, or didyou look at the snapshot when it turned not so
great?
Yeah.
The
the fact is you we've all experienced greatsuccesses.
(36:09):
We've all experienced less than greatsuccesses.
They're still successes.
They're just less great.
And so where we you know, Les Brown said, youknow, live full, die empty.
You know, just leave it on the field.
Go for it.
(36:30):
Right?
I mean, our I was fortunate enough to grow upas a five sport athlete.
I ended up playing big ten football.
And our coaches, the only thing they ever askus is leave all the effort on the field.
Give it everything you got.
If everything you got isn't enough to win thisgame, well, we'll go back.
(36:51):
We'll practice harder.
We'll learn more, and then we leave it on thefield for the next game.
It it's constant and never ending personalimprovement.
It's it's working to get better and better, andthat's why I was talking to a group of about
100 business people not too long ago, and I wassharing some thoughts with them.
(37:12):
And they were concerned about the youngergenerations, and I said, we all should be.
Because quite frankly, those of us who havelived to whatever age we are have experienced
far more things.
And so there's only one question.
Are you willing to share that experience withthe younger generations?
(37:36):
And a couple of people said, well, they don'twanna hear it.
There are some that don't wanna hear it.
Yeah.
But it is not all that don't wanna hear it.
Mhmm.
And so I said, I am committed for the rest ofmy days to do everything I can do to pass along
as much knowledge, expertise, experience,wisdom as I possibly can to those who are
(38:04):
willing to hear it.
Exactly.
You can't push a rope.
I'm not I'm not gonna try to get somebody whodoesn't wanna learn to learn.
But if they've got want to, if they want tolearn
Right.
I'm here to share.
And and I think if we had more more maturefolks, that's code word for older, if there
(38:31):
were more and more mature folks that embodiedthe idea of for those who want to learn, I want
to share.
Yeah.
I think there'd be some pretty cool additionalthings happening on the planet right now.
Absolutely.
That reminds me.
I was in the Connected Leaders Academy.
(38:57):
Wow.
I just lost the word.
We meet every week, sometimes twice a week.
And and one of the people I was talking with,we came up with an idea for a book, history
according to grandma or history according tograndpa, two books.
And the reason we came up with this is mysister actually spurred the idea.
(39:20):
She goes, I have all these things I wanna teachmy grandchildren.
And my kids even though they're older now.
I'm older, and I wanna make sure they learnthese before I'm not here to teach it to them,
but they don't wanna listen.
So my solution for that and I it took me a fewmonths to really think about that.
(39:41):
It's like, well, what do you do?
Well, there are other people's kids and otherpeople's grandkids who do want to listen, who
do want to know what you have to say.
And and maybe your kids or grandkids aren'tready right at the moment to learn from you.
But later on, maybe when you have no desire toteach them, they're gonna wanna know.
(40:06):
Or when you've passed on, they're gonna go,wow.
I really should have taken the time to learn orto listen.
And so by putting it in a book, you've got thatfor posterity for later, but you have it for
other people who are ready now or eager and andare trying to devour everything they can to
(40:30):
learn about something.
And so it's it's like you were saying, ifsomebody's not ready to learn right now,
pushing the rope it's a great idea.
Push a rope.
It's just gonna go all wobbly and down.
But there's other people that are willing tolearn, so go find them.
(40:51):
And
Yep.
That that's just it.
I mean, I think when you when you've got somedesire to share, you know, the right people
show up at the right time.
Like Mhmm.
You know, the old axiom.
Right?
When the student is ready, the teacher appears.
Yes.
The fact is, it's why I came out with thislatest book is we took a company from 8,000,000
(41:16):
to a 100,000,000 in five and a half years usingthese things.
They're sound, basic, fundamental principles.
And when people it's why it's a 104 tips tosell more with less effort.
Somebody said, why did you name it that?
I said, because sell less with more effortwouldn't sell.
That'd be a silly title.
Right?
No.
(41:36):
It's really all about helping people accomplishtheir dreams.
And so why did I put it in a book?
I put it in a book because it has workedrepeatedly over and over, company to company,
industry to industry, why would you you know,they they say that the richest place on the
(41:59):
planet is the cemetery.
It's where all the ideas and and concepts andprograms and Things and knowledge gets buried.
Absolutely.
Why would you ever wanna bury all that wisdomand knowledge when it could be serving the
greater good?
It could be serving those who take the time tolearn it and and apply it.
(42:21):
And once they do that, better things can happenfor more people.
Oh, yeah.
None of that is negative.
All of that is very positive.
Good.
Yeah.
Yeah.
And and I've heard that 80% of the populationwants to write a book, wants to tell their
story.
And was it less than 2% actually do?
(42:44):
I mean, that's just phenomenal to me that lessthan 10% actually or 22% actually do.
And that's and that's sad.
It's like, why?
You had something to tell.
Maybe they didn't know how to tell it.
Maybe they didn't feel that they had the timeto tell it, which is is you know, you make time
(43:08):
for what you want to do.
Or maybe they didn't I don't know.
Did I say how they they didn't know how to goabout it?
And
Yeah.
There's some
people like me and other other people out thereto help.
Yeah.
There's some there's some truth to people notknowing, but the reality is, you know, there's
(43:30):
also great interest.
Look at look at the, you know, likeancestry.com and and the different things where
people are trying to find their family story.
Right?
They're trying to identify that.
So people are at all different stages and allthat.
And, again, sometimes you just gotta make thedecision that it's it's very similar.
(43:57):
I don't wanna sell anything to anybody ever,but I do always want them to buy a lot from me.
Therefore, it's my responsibility to create anenvironment for them to want what I have.
Well, it's the exact same with the knowledge.
I don't wanna sell anybody on learning how topresent better and how to sell more with less
(44:18):
effort, but I do want people, if they want it,to learn those tips, techniques, and strategies
so that they can live more fully.
Absolutely.
It's not about me.
I've had wonderful people invest in methroughout my life, throughout my career, and
(44:39):
that's all I wanna do in return with otherpeople is be able to invest what has been
invested and now compounded and grown hopefullybigger and better to serve more people because
there's more people than that serving.
Yeah.
And that's that's why I did wisdom on the frontporch.
(45:01):
You know, it it all started from summit I had.
I only had room for eight speakers.
And so the other people who wanted to speak, wewere all kinda new in this this area.
You know, most of us had never written a book.
Most of us had never spoken before.
So and I wanted to give everybody anopportunity.
(45:23):
And so those that asked to speak and weren'table to speak, it says, why don't we just do a
life?
You know, everybody's talking about doinglives.
This was three three and a half years ago.
Not just three years ago because it was May.
And so that started my very first podcastwithout me really realizing it.
(45:45):
I just wanted to give them opportunity to beheard and to get their message out.
And with a live to roar, then it went toroaring like lions.
And those are hard words for me to say.
So I I moved on to valuing you.
And then Wisdom on the Front Porch actuallycame from I thought that would be a great title
(46:08):
for a book.
And I like it so much more as a podcast becauseif I was just after knowledge for myself or I
just wanted to, for lack of a better word,regurgitate everything that I knew to the
audience, then I would never have guests.
But I want a place where other people can sharetheir knowledge with the rest of the world, and
(46:34):
I learn along the way.
So that's great.
And and that now we've got the magazine, soyou've got something that you can look at in
between and even more stories.
And, you know, I think that's why the givingbook does so well.
We're just starting up with volume five rightnow, and the giving book is just giving people
(46:56):
a place to put their message.
And maybe their message is only two pages, notenough for a book, not enough for a podcast,
not enough for anything else.
So there you go.
Or maybe it's just a picture of a bottle thatresembles a ketchup bottle that says awesome
sauce on it.
You know?
(47:18):
That works.
When I got that picture, I said, I got this,but there's nothing with it.
And and the person that sent it in said, nope.
That's all I want.
It's just the bottle.
And I was like, awesome.
And and it's it's it's wonderful to be able toprovide a place for people wanting to get their
(47:39):
message out, to tell their story, to give theman opportunity to see what it's like to step
through that fear that they have, take that onestep forward, and do it in a way that's
comfortable for them.
And the big thing about reading between thewords is one, I get to introduce people to the
(48:00):
author, and I get to introduce them to a newbook maybe to them.
But they're fabulous books.
And with some on the front porch, we gained somuch knowledge.
In fact, I'm gonna post this.
I know it's for reading between the words foryour book, but I'm gonna post it on wisdom on
the front porch because you've given so muchvalue to people, and it needs to get out there
(48:23):
even more.
Well,
thank you.
That's the purpose of my podcast is to get theinformation to people who are wanting it, who
are ready to receive it, who are searching forit.
And thank you.
Thank you for being on this show.
That's like Love it.
So so I haven't asked some of the questions Iusually ask.
(48:46):
Obviously, we know your why.
You do it because you want to share withothers.
You want to share your knowledge and and haveit there for people who are ready for it.
But why this particular book?
And I know you've read another book, so there'sreasons for writing books.
But why would you want to write this bookspecifically for for people that are looking
(49:09):
for the answers to this?
Well, I I think again, I'm I'm very proud to bea professional sales guy.
And I think it's a it I think it's a very proudprofession because I think we solve a lot of
problems and help a lot of people.
And I'm you know, it gets kinda old when peoplego, oh, you're just selling stuff.
(49:32):
Well, if you're just selling stuff, that's aproblem.
Yeah.
If you're if you're solving problems, that'snot a problem.
Right?
And so I I just I wanna pass along that you cansolve problems and do really well.
You know?
You don't you don't have to trick people intodoing stuff, and you don't have to use false
(49:56):
problems.
Well, yeah.
Exactly.
You know?
About about all of the the services out there.
I mean, you have hotels that are solving ourproblems.
People need a place to stay.
They want a clean place to stay.
So you have maintenance and everybody, youknow, working together.
Restaurants solve the problem.
We want something that serves good food at afair price and in a great environment.
(50:23):
That's why some restaurants aren't as good asother restaurants.
And Well sometimes they are, and it depends onwhere you are in life.
Yeah.
And quite frankly, I want people to treat otherpeople with respect, honor, and dignity.
And I think you if you learn or when you learnthese sales tips, techniques, strategies, the
(50:45):
process that I share throughout the book, Ithink that you'll learn that it's done with
respect, honor, and dignity.
Respect is how I treat somebody else.
I don't have to agree with them, but I shouldrespect them.
Honor is how we lift each other up.
And when we respect and honor each other well,dignity is experienced by both and, quite
(51:09):
frankly, can be by all.
I think we need more respect, honor, anddignity on the planet.
And I don't like people taking shots at, well,you're just a used car salesman.
Well, first of all, used car salesman doactually provide a service.
They do.
And they've many, not all, but many have gottena bad rap because they've provided a service.
(51:36):
And and so I I don't want that to carry throughthe rest of the presentation.
I wanna be able to be proud of my professionand have others be proud because they are doing
worthy work.
There you go.
Yeah.
Don't minimize don't be minimized because youare a sales professional.
(51:56):
That would be silly because you're doing worthywork in solving problems.
And so I wanna do what I can do to to helppeople understand not only is that okay, it's
something to be very proud of and excitedabout.
Right.
So that's a big part of my why specific to theindustry.
(52:18):
I like that.
And I just thought of a really great example,something that anybody listening to this or
watching this can do right now.
Right where you are, whether you're drivingyour car or you're taking a break, having
lunch, you know, what wherever you'relistening, sitting at home, I want you to look
around you.
(52:38):
Just real quick, look around you.
All of the things around you were sold to youby a salesperson.
They it was through marketing, whether you gotit online or whether you got it from you know,
suggestion from a friend.
You have that because somebody was selling aproduct to you, something that you wanted, that
you needed, that helps make your life better.
(53:02):
And we need to do it.
Do we but I like the way you said it, Scott.
Do it in an honoring way.
And Exactly.
And not in a way that that people have it, andthey're like, I don't know why I did this.
You know?
It's it's yeah.
(53:23):
We need need to respect people and giveAbsolutely.
The care that we would want ourselves.
But, yeah, I mean, you're talking about that,and I'm thinking, wow.
You know, I've got Post it notes.
I got little tablets about my laptop.
I got the Zoom.
All providing services to help make my lifebetter.
(53:44):
Mhmm.
And even the vacuum cleaner I used yesterday.
You know?
Exactly.
Might have hurt for it a couple hours later,but, you know, I got a clean house.
So yeah.
Perfect.
But but somebody had to sell it to me.
They had to let it be known that it wasavailable and show me the benefits of it.
(54:08):
This one's last a long time.
But yeah.
So, yeah.
Well, thank you so much for being on the show.
It just seems like I should ask you morequestions about your book.
I do wanna ask you more.
What are some of the things we can expect whenwe open up the book?
I know is it just like a 104 things writtenout, or how is the book laid out for us to
(54:33):
learn from you?
Do we just Well, it's interesting.
Try something?
Yeah.
There's there's front matter.
In other words, there's some there's somelearning.
There there's some really there's some goodmaterial up front.
Then there are a 104 tips.
The 104 tips stand independent alone.
(54:55):
They're designed to be consumed in ninetyseconds or less so that it's not you know,
they're little bite sized chunks.
And then in the back, I kinda wrap it all up,and it's really funny because I actually have
held this open.
One of the things you know, I I I've got matterin the you know, back matter in the book as
(55:16):
well, pulling it all together.
But one of it part of it is when I was in amastermind here with the great doctor John
Dealey, you know, he said, Scott, I think hegoes, I think you'd really be served well if
you created your 10 rules of life and reallythought them through and and you know?
(55:40):
Why don't you share them with me?
Well, he ended up on the next mastermind wewent to.
He actually had framed my 10 rules of life.
Oh, wow.
That I could put them.
But my 10 rules
to us.
Yeah.
I I'm yeah.
I won't read all of it that's in here.
You can read the subsets, but the the 10 rulesare, number one, be faithful to God's plan.
(56:05):
Number two, in every situation, look for thelesson.
Yes.
Number three, in every situation, look for thegift.
Oh, wow.
Number four, maintain positive discontent.
Wait a minute.
Number You have to explain that one to me.
I know there's people who gonna go, what?
(56:28):
Positive it's actually something that Icreated.
Positive discontent is being unabashedlyappreciative of everything that's happened to
this point and yet discontent enough to learnmore and go further.
Knew that.
First from there.
The next one is be a vessel for the message.
(56:53):
Inspire and empower others daily.
Integrity is job one.
Be present and enjoy the day, and strive dailyto ensure the 14 inch journey from your head to
your heart.
(57:14):
Wow.
Those are amazing.
No wonder you were asked to write those down,and no wonder he used them.
That's beautiful.
So this book is not just here's a 104 things todo, but you bring it out in a lesson.
Help us find out how to you provide the tool,but then you teach us how to use the tool and
(57:35):
how to use it for each of us in our situations.
And with a 104, if one doesn't work, anotherone's going to.
You know?
Maybe it doesn't work right now, but it willwork later.
Well, again, it's it's funny because of ofsomebody else that I was doing their podcast
(57:57):
had gotten the book and and was reading it, andand he started picking out his favorite tips
and techniques and started sharing them.
And I think that's what's interesting.
The the reality is they they tend to worktogether, especially when you you have them all
in play.
But even if you have, like, these 10 in play,things will get better.
(58:21):
I mean, the whatever stays top of mind servesyou greatly.
Yes.
And so that that's the reason I created thisway as ninety second success tips, that they're
really ninety second tips that I mean, youcan't sit there and say, well, I don't have
enough time to put ninety seconds into my, youknow, development today.
(58:45):
That'd be kinda crazy.
Sorry.
My actual found is Oh, no.
Door, and then it closed all the way.
So if you're wondering what I'm doing here, Iwas like
Anyway, it's
dog that
pushes on me.
The whole idea is there's there's front matterto it.
There's the tips themselves.
Yeah.
There's back matter to it.
And it's there's a lot of pretty good stuff inthere.
(59:11):
And like like the ninety seconds.
There's the title for your next book.
Yep.
How did you say that?
Ninety seconds?
Ninety second success tips.
Yeah.
Ninety second success tips.
Because 90 isn't that much, but it is enoughfor us to stop and reflect on it.
And Yep.
That's one of the things I've been learning toois you have to have that quiet time.
(59:34):
You can't just be going constantly because yourbrain has to have a chance to absorb everything
that you've been been learning and to reflectback on what is working, what isn't working,
what what really worked well, and what workssorta well, but maybe needs improvement or
(59:55):
something that needs to just well will do.
I've got the tool.
If I need it, it's there for later on.
So, yeah, ninety second success tips.
That's that's great.
So I'm anxious for your next book.
Awesome.
You the title.
Go for it.
Perfect.
Yeah.
(01:00:16):
So, and we definitely are a little bit longerpodcast this time, but do you have closing
thoughts for us?
You know, I love to if any of this has causedsome thought provoking moments or created some
questions or anything, and I can be of service,reach out.
Scott@ScottSchilling.com.
(01:00:36):
My website is scottschilling.com.
I don't hide very well.
I'm right here.
Just reach out, and and let's chat.
Let's have a conversation and see how togetherwe can solve some problems and make life as
grand as it can be.
Awesome.
Yeah.
I love that.
And and I know I have Shine with ls.com.
(01:00:57):
I'm working on the website, but I'm stillavailable at lskirkpatrick.com.
So if you're ready to write that book or youwanna test the waters, see what it's like, we
can do that too.
Take things slow, and it's it's, you know, it'syour journey.
It's it's your story, and it needs to be heardyour way, not the way somebody else thinks it
needs to be done.
(01:01:18):
And and that's what I love about helping peopleget their books written, especially their first
one, is we go at their pace.
We let them know what's there.
I don't just all of a sudden say, hey.
You know, you have to do this way.
This is your deadline, all of this.
It's like, it's a journey, and sometimes thingschange along the journey.
You know?
(01:01:38):
Maybe you got a flat tire.
You gotta have time to fix it.
You need to pull over and fuel up.
You know?
Or maybe you're just, whoo, going along.
That's just a great path.
You know?
It's it's great.
But either way, we'll we'll get you there.
Scott, thank you so much for being here.
Go to scottschilling.com and lsforpatrick.comor shine with ls as as I get that website back
(01:02:00):
up.
And Yeah.
Thank you for the opportunity to be here.
It's been great.
Oh, absolutely.
Absolutely.
And we'll see you next time on reading betweenthe words.
Or if you're watching this on wisdom on thefront porch, we'll be there too.
Great information.
Definitely gonna get it to both podcasts, andthank you for being here.
We'll see you next time.
(01:02:21):
I hope today's conversation on reading betweenthe words gave you a glimpse into the heart
behind the book and sparked something new foryour life If you love this episode, join the
conversation, share it with a friend, leave areview, or reach out and let us know what spoke
to you.
We appreciate your support of this podcast, andremember, your words have power too.
Go to lskirkpatrick.com/podcast.
Welcome back.
Or if this is your first time, welcome toreading between the words podcast.
This is where we dive into the spaces betweenthe words, which is where meaning and wisdom
stirs.
Join us as we open the door between the pageand the person.
You'll hear the heart of the author, thepurpose behind the book, and the transformation
to ignite your life or your business.
Hi,
everyone, and welcome to another episode ofreading between the words podcast.
(00:24):
We have a wonderful guest today, ScottSchilling.
But before we do that, I'm going to share myscreen with you, my audience, and let you see
Krista Fee, also known as the Phoenix to Rise,and this is her LinkedIn page.
And the reason I'm mentioning Krista, and youcan go to her website, battle to be, which is
(00:47):
right here.
And Krista and her team are doing so much rightnow, rescue efforts, helping the people that
have been in the flooding in Texas.
It's just been horrendous.
In fact, Scott was just telling me he saw oneof those.
I'll let you tell it, Scott.
Tell tell us about the boat you saw.
(01:08):
Yeah.
I saw the bottom of a boat up against a tree,but the boat was folded in half around the tree
with the bottom touching the tree, which meansthe bottom was then pushed inward, and it was
folded around.
I mean, the pressure that it would take to takea a metal boat and do that is phenomenal.
(01:32):
It's it's just incredible.
So I'll stop sharing now here.
I mean, there's still families that areseparated.
They're still looking for people and and tryingto connect people together with their families
and their communities.
So anything your audience can do to help out,get ahold of Krista battle to the number two,
(01:56):
bve.com.
I think I said .org on my other words, but itis ..com, and ask her what you can do to help.
And so, Scott, you have some battles of yourown.
You've got a couple of books that you'vewritten.
Tell us the title of both of them.
Well, the one after my near death experiencewas called That Sucks, What Now?
(02:20):
Real World Solutions for Getting Through WhatYou're Going Through.
Honest and real.
Very much so.
And and it's funny because I was strugglingwell, I was struggling a couple ways.
After I I came through a near death experience,I'm an overachiever.
I lived.
So, you know, I came through something mostpeople don't.
(02:43):
And what I found was there was just little orno positive information if you were fortunate
enough to come through what I came through.
There was nothing that would encourage you tocome back to life and and and really live
again.
It was very negative and and downtrodden andeverything.
(03:06):
And so I wrote the book just to share myexperiences and that it didn't have to be that
way and the lessons I learned through it all.
And to with the whole desire to help as manyother people as I could.
And as I was writing it, I was really stuck ona title, and and I was telling a friend that,
(03:31):
you know, I've been through multiple.
I've been knocked down multiple times in mylife.
This is just the latest in a series.
And and he said, man, I never I never knewyou've been through all that.
And I said, well, you don't wear all your buttkickings on your sleeve.
You know?
And he he said, yeah.
But I would have never known.
What did you say to yourself after each ofthese things?
(03:53):
And that's when I said, well, that sucks.
What now?
He goes, that's a perfect title for the book.
And I said he goes, you don't even think that'snegative, do you?
I said, it's not negative in the least.
That sucks.
I wish it wouldn't happen that way.
What now?
No reason to sit around and waller in it.
Time to go fix it.
Right?
Time to go do something about it.
(04:13):
Yeah.
What you do weekend?
Yeah.
The sum subtitle became real world solutionsfor getting through what you're going through.
Oh.
It really became the lessons learned.
You know, we get kicked down, and it's notabout being down.
It's about getting back up and what we learnthrough the entire process.
(04:35):
So that's what that book's really full of.
We'll talk about that another time.
How's that?
Okay.
Maybe later.
Or maybe later.
Yeah.
You know?
And that's true.
I think about about all the times I've beenbeen had to answer that question.
Well, that sucks now.
(04:56):
In fact, just recently, you and I were talkingabout it before the show.
And and so now while my brain is healing andand my body's doing better, you know, what do
you do?
And and, no, it's not negative because, yeah,that was awful thing that happened.
Now I have to adjust my world to I can't justtake take off like it was beforehand.
(05:25):
Like I was saying, I can do one activity, andthen I've gotta take two hours to rest because
I tried I tried two days ago doing, you know,back to back meetings for four hours, and it's
like, that was not a good idea for my brain.
Yeah.
And so so I found that out.
(05:46):
But yesterday, it's like, okay.
How do I do you know, that sucks.
Now what?
So what?
Yesterday is my Wednesday is my self care day.
So I went through.
I could vacuum the floor.
I was out two hours.
I mean, it actually kinda affected methroughout the day because that was a lot of
physical force I did all at once, and it'slike, I can't just do, like, one room.
(06:10):
You know?
That vacuum's out.
Everything's getting done.
But I I knew it was my self care day.
I didn't have anything else that I had to beto.
I did have two meetings later, but anyways butI found out going to those two meetings was my
(06:31):
brain.
Just I just started bawling towards the end ofthe first meeting, and it's like I couldn't
make it to the second one.
And people like you are gracious enough toexcuse my my healing.
But it is.
And I I don't know why anybody would think thatwould be a negative comment because you don't
(06:52):
stop at that sucks.
You ask the next question.
What now?
How do I go forward?
How do I how do I, work with what I have rightnow?
So we'll stop using my words, and let's useyour words.
Why don't you for those that are are watchingthe video, why don't you show us your book, the
(07:17):
cover of the book, and then, tell us a littlebit about it?
Oh, wait.
Wait.
The book you have.
I'm sorry.
We're gonna we're gonna shift over to
a different Yeah.
We're shifting to the other book.
So Scott has two books.
One is that sucks what's now.
We'll talk more about that either later or atthe next show.
(07:40):
The book you have now that you showed me.
We're gonna talk about
Oh, I'm very
ninety second success tips, a 104 tips to sellmore with less effort.
Awesome.
Sounds boy, we like that because it is toughdoing marketing and sales if that's not
something you've been trained in or, you know,have knowledge in.
(08:04):
So show us the cover of the book again and thetitle.
So ninety second success tips, a 104 tips tosell more with less effort.
And it's really these are the tips, thetechniques, the strategies that I use to help
take a client from 8,000,000 annually toapproximately a 100,000,000 annually in about
(08:29):
five and a half years.
And many times people think it's really bigthings and it's, you know, something so
demonstrative.
And in reality, it's actually a series of a lotof little things.
Yes.
You know, used to say that there's not a $100reason.
(08:49):
There's ten $10 reasons.
You know?
Interesting.
Yeah.
And and it's kind of this it's kind of asimilar concept.
When when you do a variety of thingsconsistently and you do more of them, it's
amazing the success that you have along the wayand how it builds and how your reputation
(09:11):
builds and all the things that go along withthat.
So, again, I I think sometimes people arelooking for the the silver bullet.
You know?
They're looking for that little flash of magic.
And many times, it's a lot of little pieces ofmagic.
It's a lot of little different things.
(09:32):
And
I think that that sorry to interrupt.
But I think that flash of magic is the keywordyou said earlier, consistency.
And that can be very difficult to do, is islike right now.
You know, post with all social media.
Post something every day consistently, sametime, you know, maybe different days, but at
(09:58):
least post once a day.
But post things that are about what you weredoing, And sometimes that can be really tough
to do.
I mean, it sounds simple, but taking the actionis not that simple, especially if it's not a
habit you have ever had before.
(10:18):
Yeah.
Again, I think I I think a lot of people andand that's really what I work to do in all of
my sales training and all of my sales processfor that matter is to demystify the entire
process and really help people reframe it intheir head that selling is actually serving.
(10:40):
Actually you're actually helping somebody finda solution to their particular problem,
whatever that might be.
And when you know, sometimes people go, well,I'm not in sales.
Yes.
You are.
You're in sales every minute of every day.
Every time you open your mouth, you're selling.
(11:00):
Just but it there's nothing derogatory about itunless you make it so.
Right?
I
mean Right.
If I am serving you and I am asking you qualityquestions to find out what your challenge is,
what you would prefer, what would make yourlife better or easier.
(11:21):
How is any of that anything other than being ofservice to somebody?
Right.
And so when you when you demystify it, when yousimply work to to identify the problem
correctly and then provide an appropriatesolution, all that is is a process of service.
(11:45):
Yes.
Absolutely.
I mean, look how many times we watch a movie,and we love that movie.
So we tell everybody about it.
I mean, you're selling them on the movie.
You Exactly.
You enjoyed it.
You know?
Maybe you found a new recipe that finallyworks.
And so, yeah, let me tell you about this.
(12:08):
Oh, hey.
I found a new way to do that.
So I love what you're saying that selling isreally just providing a service to somebody
else.
It's not you know, there's I think what wereally don't wanna be is a person who gets in
your face and says, I've got this product.
You have to buy it.
Here's the price.
(12:28):
Give me your money.
I mean, we don't want to be like that, andthat's why I think some people are really great
at sales because they know how to help theperson get what they really need to help them
have a better life or a more fulfilling life.
And, yeah, we do that by serving.
(12:52):
Yeah.
It it just again, I create the the Webster'sdefinition of sales is the exchange of a
product, good, or service for an amount ofmoney or its equivalent.
Right.
Okay.
It's just, you know, you're you're exchangingvalue to somebody else.
They're exchanging value back to you calledmoney.
(13:14):
So it's an exchange of of value.
I created my heart centered selling definition,and that is education through communication
without manipulation.
Something is nothing nothing more than becominga teacher.
I'm gonna educate you on the features,advantages, and benefits that my products,
(13:35):
goods, and services have to satisfy your needs,wants, and desires.
And when those match equitably, there's anexchange of value.
You take possession of the product, good, orservice I offer.
I take possession of the reward, thecertificates of appreciation called money that
(13:58):
you give because of that reward or because ofthat value.
So, again, if if we if we educate, if wecommunicate simply, and we do everything in our
power not to manipulate.
Now people I I suggest that people lovesalespeople.
They don't like manipulators.
(14:19):
Manipulators are typically in it forthemselves.
Professional salespeople are in it for theprospect, for the customer.
And so I'm very proud to be a professionalsalesperson from the standpoint of I work
diligently to help people solve their problems.
(14:40):
And many times, I have the product good orservice that can do that, but there are many
times I don't.
And so I will refer a friend or I'll well, nowI actually help two people.
I help the prospect and I help a friend.
There you go.
And so the the fact is serving doesn't alwaysmean people end up with my solution Because if
(15:04):
I don't offer the appropriate solution, it'snot gonna be a good solution anyway.
But I typically work diligently to know who haslots of solutions to make sure that I can
recommend somebody in many in many cases.
Right.
You know, I was just thinking as you'retalking, my my talks that I give are providing
(15:30):
a service to people because when I'm givingthem hope for their situation, but not just
hope, I actually give action, things that theycan do.
You know?
And and it's not hard or anything.
But, you know, whatever situation you're in,here are some tools you can use to to help
(15:53):
yourself.
Exactly.
Here's how to use the tools.
I mean, it's one thing to give someone a tool,but if they don't know how to use it, they
might for a really poor example, off the top ofmy head, they might take a hammer and use it to
pound a screw into a board when a screwdriverwould be much better or drilling a hole in it
(16:15):
first and then screwing it in would be betterto use.
Very much so.
And I I'm sorry that's such a
No.
It's a it's it's a good example.
I mean, I think a lot of times people try tofit their solution into everybody's problem.
And the the reality is that's when you causeproblems.
(16:38):
The the appropriate thing to do is fit theright solution into the right problem.
Right?
Or you can't.
You do what you can to match the match those upthe very best you can.
And, again, that's why I I get another conceptthat I espouse is become an asset to everyone
(17:00):
you meet.
Asset is a five letter acronym for aspontaneous servant every time.
Become a spontaneous servant every time therest takes care of itself.
Right?
Yeah.
Work to work to solve the problem whether youhave the the appropriate solution or not.
Get to know other people that have othersolutions so that you can make those
(17:25):
recommendations.
Yeah.
That's really good.
Yeah.
I think that's as as a coach for people who arewriting.
I do a little bit of editing.
I don't do the detail.
I'll just let you know if your story's flowingor not flowing, and maybe it makes sense or
(17:45):
doesn't make sense.
But I have a list of ghostwriters of editorsfor and and spelling, grammar, all of those
because I don't have the capability to handleand solve that solution, but I know people who
do.
And I think a lot of us know people who who cando something.
(18:10):
You know, when somebody asks us a question oror makes a statement that, yeah, I I don't know
how to get this fixed.
And all of sudden, oh, well, I remember so andso just did that with theirs, so let me give
you their information.
And it's wonderful to be able to refer toothers because this is a great, big, huge world
(18:30):
full of, what, over 8,000,000 people.
So Exactly.
Can't be everything to everybody, but we mightknow somebody who can help them in that
particular situation.
Very much so.
You know?
Again, we all have the opportunity to be ofservice.
The the question is, do we choose to be, andare we keeping that top of mind?
(18:51):
You know, what's our where's our focus?
And the the more we keep our focus that ofserving I mean, I come out of the Ziegler camp.
You can have everything in life you want whenyou help enough other people get what they
want.
Yeah.
That that one quote alone set my entire pathfor my career, my life, everything in a
(19:12):
direction of I know that I can get everythingthat I want when I help enough other people get
what they want.
It's pretty pretty simple concept to tounderstand, but when you really live it, it's
amazing what happens.
That's awesome.
Yeah.
You know, listening to I don't know if there'sa name for them.
(19:39):
They're not the Stoics, but I guess they'd bethe Stoics of our age.
You know, like Zig Ziglar, Bob Proctor,Napoleon Hill, Earl Nightingale, you know, all
of those who who I mean, it's all right therein front of us to learn from and such great
(20:00):
information.
It's wise information.
A lot of things they're saying is very similar,but they're saying it different ways because
not everybody understands the same way.
And some of them bring things into the picturethat maybe the others hadn't thought of.
But even you know, I have a daily calendar ofthe stoics, and Marcus Aurelius is my favorite
(20:25):
and was before I even realized he was a stoic.
But but each of them, you know, have somethingto say that really helps out.
And sometimes I think that's what we need isjust that it's like, okay.
So I've got this, but I don't really know howto formulate it or I don't maybe my mindset
(20:48):
isn't quite there, and I don't realize that.
You know, part of of learning is we find outthat there's a lot of stuff we don't know.
And the more we know, the more we realize wedon't know.
No.
That's exactly funny.
You you've gotta you've gotta be Yeah.
Just a a passionate learner.
(21:10):
I Mhmm.
Love to attend seminars as a participant stillto this day.
You know?
And people said, but you've done 3,000yourself.
You've done all this different stuff.
I said, yeah.
You know?
But Zig Ziglar used to sit in the front row atthe Monday morning devotionals with a pen and
(21:31):
and a pad of paper.
When he wasn't giving the devotional, he wasthere.
And in fact, a a lunch that we had together, hepulled out four pens.
He said, Scott, you know why I got these fourpens?
And I said, no, Zig.
Tell me.
He goes, because a book could be fixed and toget written.
You know?
He was just he was always on top of it.
(21:52):
Right?
There was never a time.
So, again, when you see other you know, ZigZiglar, Jack Hanfield, Mark Victor Hansen,
Harvicker, Brian Tracy, John Maxwell, JohnChilders.
Yes.
The names go on and on.
When you have the opportunity to be aroundthose folks and you see that they're constantly
learning, they're they're constantly working toget better.
(22:18):
You know?
And, heck, many of those guys are in theireighties now.
And and the fact is they're still working tolearn.
Yeah.
Well, that should be a pretty good pattern forthe rest of us.
You know?
Right.
Yeah.
That reminds me of when I was a kid, still inelementary school, and I loved to hang out with
(22:41):
the older people.
Now I know a lot of my friends thought 35 wasreally old.
And I said, it's not old.
That's still pretty young.
I mean, you know, that's still my parents' age.
They go, what's old to you?
And at the time, I said 60, but I really wantedto say 80 and 90, that those were the old
(23:02):
people.
And those people I wanted to hang around.
They have these amazing stories of their lifeand of how they handled things and how they
thought and how they looked at situations.
And one of these older people said to me, neverstop learning.
(23:23):
And they weren't talking about going to schooland and academically.
They were talking about learning for your life,learning for your business, learning because
and they and he said, because what happens whenyou stop wanting to learn is when you actually
start dying.
You know?
And that's pretty grim for a kid to hearsomething like that.
(23:47):
It's like, well, I don't wanna start dying.
You know?
But but what he was saying is our world ischanging, and, boy, is it changing even more
now than it was then.
Everything is so much faster.
The information, you know, the information weget in ten minutes now was, like, you know,
(24:08):
full day back in my day.
Yep.
But but, yes, it's changing all the time.
Yeah.
We've we've got different learning methods.
We've got different learning opportunities.
I mean, look at what we're doing right here.
We're doing a video podcast that can betouching people around the world.
We didn't have that not all that long ago.
(24:30):
And so I congratulate anybody who's listeningand or watching this right now because you're
you're seeking wisdom, and that's why I lovedoing them is to be able to share what I've
learned over time because my mentors sharedwith me what they learned over time.
Yeah.
Know?
So, I mean, it's interesting that you said someof those names before because we were talking
(24:53):
about my mentor one of my mentors, JackAnfield.
He and I were having a discussion one day, andwe were joking about the various mentors.
And I said, well, you basically learned from W.
Stone, and Stone was an amazing, amazing guy.
But, you know, now I've got you and Stonethrough you.
(25:15):
I've got the other names that I mentioned, ZigZiglar and Harvacker and Brian Tracy and John
Maxwell, all these others.
But think where they learned.
Earl Nightingale, Dale Carnegie, Og Mendino.
You know?
And sometimes people go, you know, those namesare way way far ago.
(25:38):
They're really not.
You know?
I mean, I've got Og Mendino's 10 principlessitting on my desk.
I've got them right here on my bookshelf, andit's and that's the wonderful thing too about
the world we live in right now
Yep.
Is you don't have to travel miles, you know, orhours to get to something or days or, you know,
(26:03):
any we've got access to books, and people aresharing their libraries with each other.
We've got access to YouTube.
I mean, that's where a lot of you are watchingthis or listening to it is on YouTube.
And you can find anything on there.
(26:24):
They say YouTube is the YouTube and Google arethe two biggest search engines that people use
to find information.
Amazing.
I mean, you know, and those that have passedon, Bob Proctor has passed away.
Zig Ziglar, some of the others.
I mean, we're still getting information fromEarl Nightingale and and Napoleon Hill.
(26:50):
Yep.
And we don't have to go see them in person, butwe've got the information that they've written
firsthand.
We have information that others who actuallylearn from them and what they did with it.
We've got that now.
I mean, whether it's we're watching videos orwe're watch reading books, audiobooks, you
(27:10):
know, that we can take with us and listen whilewe're doing other activities.
I mean, the information we have to us isphenomenal, but we need to use that
information.
We need to go seek it out.
We need to learn because the more we learn, themore we can give.
And and it's wonderful to be able to give andto share with others what you've learned along
(27:35):
the way Because maybe you're only two stepsahead of somebody else, but they might need
help getting those two steps to where you are.
They could be two very big steps.
Know?
And all of a sudden, you provide
they don't know it.
Yeah.
Go ahead.
They get you they get you moving forward Yeah.
(27:56):
At just the right time with just the rightinformation.
Yeah.
I love the analogy that someone once said, andit was it's about three years ago.
And and you can sit on a park bench with thosethat are are further ahead of you and learn
(28:16):
from them, or you can sit on the park benchwith those that aren't as far ahead of you, and
you can teach them.
You know?
So where are you on the bench?
And I like the idea of a big bench where I'mright in the middle and those that aren't quite
as far as me is on one side, those that arefurther on the other side, and we're still all
sharing.
So we all get to learn from each other.
(28:39):
And interesting is as you're helping somebodyelse, you're gonna find out you're gonna learn
something yourself from that.
And that has been an amazing gift that I didn'trealize was there.
Yeah.
It it my mentors have often said we tend toteach what we need to learn most ourselves.
(29:01):
You know?
We we tend to to share a lot of those things.
So it's it's really interesting how that goes.
I love mother Teresa's quote, you know, if youcan't feed a 100, feed one.
You know, we all have something that we canteach to somebody.
There's eight and a half billion people on theplanet.
Everybody needs something.
(29:22):
Right.
Have that attitude of contribution.
Yeah.
I I love that quote by her.
And and I it just brings me up to mind otherquotes I love.
The one by by Audrey Hepburn is the wordimpossible.
And she says the very word itself says I'mpossible.
(29:47):
Now if you look at the word impossible, you'rejust taking the first two letters and just
putting a little gap there.
And it's like, that's really powerful.
You know, it's not impossible.
It's impossible.
So that shows you what some of our mentors thatwe were just talking about have said is,
where's your perspective?
(30:08):
How are you looking at it?
And where's your mindset?
You know?
That's exactly what I was gonna say.
It all becomes a matter of perspective.
Yeah.
You know, I I did a I did the Zieglerdevotional not too long ago, and and the title
of the talk I did was maintaining faith in themiddle.
And I said it's really easy to have faith earlybecause you're excited and enthused.
(30:30):
It's really have easy to have faith at the endbecause you've accomplished probably what you
set out to and more.
It's in the middle that that, you know, yougotta think it through a little bit.
But there's one definition for two words.
Confidence in the unseen, assurance of theunknown is the definition of fear.
(30:51):
You know, you confidence of unseen, I haven'tseen it, but I know it's not gonna be great.
Assurance of the unknown, I know this is gonnabe bad.
That's fear.
Yeah.
Or confidence in the unseen.
Man, I know I haven't seen it yet, but I knowit's gonna be great.
Assurance of the unknown.
I don't know what it's gonna be, but it's gonnabe awesome.
(31:13):
That's the definition of faith.
The only place that that is verified andvalidated as to which one of the two it is is
Hebrews eleven one.
Faith is confidence in the unseen, assurance ofthe unknown.
The reality is we can every one of us who's ina business has faith by definition.
(31:36):
How do I know that to be true?
Confidence in the unseen.
You don't have a customer yet, but you opened abusiness.
Assurance of the unknown.
You don't know that anybody's ever gonna buyanything from you or support you, but you have
a business.
By definition, you have faith.
When you get into anything, it's because youhave faith of the possible success.
(32:03):
Absolutely.
I love that.
That's so good.
I was watching the cartoon ice age because Ican kind of close my eyes and just listen and
sit really still.
And that one little critter they have, I don'tknow what it is.
His name is Buckwild.
(32:24):
And he says, it's entirely possible in a way wedon't know yet.
And that struck me so much, and and I did.
I went and made a post on it on my Facebookpage right away because I didn't wanna forget
it, but I wanted to encourage somebody else.
(32:46):
And and it is you know, the the thing I lovetoo is and I've got a little sticker here.
I keep it right here on my laptop in thecorner.
John Maxwell, successful is something that youare right now.
And right below that is a quote by SteveHarvey.
You already have a 100% success rate.
(33:10):
Now how does he know that, and how do we knowthat about everybody that's listening right
now?
And you definitely have to go look for this onYouTube.
I wish I had it right in front of me, the thelink to it.
But it is where he's talking about some daysare just really hard, and some days you don't
(33:34):
know how you're gonna get through it, but youhave.
Think back on all those times when you thoughtit was impossible, when you thought you was
never gonna get through it, and you came outthrough it.
So that makes you a 100% success rate becauseyou have gone through all of those things, and
you're here right now.
(33:54):
Whether it was the outcome you intended orwanted or not, but you're still here right now.
And so whatever you're going through right now,you're gonna get through that too.
And I think what you were talking about themindset, the perspective is how are you going
to go through that?
You're in the middle.
(34:15):
Like you were saying, you're in the middle ofit right now.
So we know there's gonna be an end.
Are we gonna look at it and and say, well, thatwas tough, but I made it through that.
Or are we gonna say, I'm never gonna make itthrough and just stop?
And that's the worst thing.
Don't quit.
(34:36):
Quitting is quitting is failure because youstop trying.
So don't stop trying.
Try something different.
Talk to somebody.
Ask them, how did you get through this ifthey've gone through it?
Or, you know, say, I really need someencouragement today.
I'm I'm just feeling like there's no hope.
(34:58):
What can I do to get through with this?
We need each other.
Yeah.
Very much so.
You know, the the reality is we've all I mean,if you wanna look at we all won the sperm race.
We we were created.
Right?
We were one of many choices, but we were theone that won to fertilize the egg and and
(35:22):
become the living being that that you are now.
No matter how tough things have been, you camethrough it.
You're still here.
You might be dinged.
You might be damaged a little bit.
You might be banged up, but you're still here.
So the the reality is life is is a bunch ofsnapshots.
(35:46):
Right?
And the question is which snapshot are youlooking at?
If if something was going great and all ofsudden it turned the other way, did you look at
the snapshot while you were doing great, or didyou look at the snapshot when it turned not so
great?
Yeah.
The
the fact is you we've all experienced greatsuccesses.
(36:09):
We've all experienced less than greatsuccesses.
They're still successes.
They're just less great.
And so where we you know, Les Brown said, youknow, live full, die empty.
You know, just leave it on the field.
Go for it.
(36:30):
Right?
I mean, our I was fortunate enough to grow upas a five sport athlete.
I ended up playing big ten football.
And our coaches, the only thing they ever askus is leave all the effort on the field.
Give it everything you got.
If everything you got isn't enough to win thisgame, well, we'll go back.
(36:51):
We'll practice harder.
We'll learn more, and then we leave it on thefield for the next game.
It it's constant and never ending personalimprovement.
It's it's working to get better and better, andthat's why I was talking to a group of about
100 business people not too long ago, and I wassharing some thoughts with them.
(37:12):
And they were concerned about the youngergenerations, and I said, we all should be.
Because quite frankly, those of us who havelived to whatever age we are have experienced
far more things.
And so there's only one question.
Are you willing to share that experience withthe younger generations?
(37:36):
And a couple of people said, well, they don'twanna hear it.
There are some that don't wanna hear it.
Yeah.
But it is not all that don't wanna hear it.
Mhmm.
And so I said, I am committed for the rest ofmy days to do everything I can do to pass along
as much knowledge, expertise, experience,wisdom as I possibly can to those who are
(38:04):
willing to hear it.
Exactly.
You can't push a rope.
I'm not I'm not gonna try to get somebody whodoesn't wanna learn to learn.
But if they've got want to, if they want tolearn
Right.
I'm here to share.
And and I think if we had more more maturefolks, that's code word for older, if there
(38:31):
were more and more mature folks that embodiedthe idea of for those who want to learn, I want
to share.
Yeah.
I think there'd be some pretty cool additionalthings happening on the planet right now.
Absolutely.
That reminds me.
I was in the Connected Leaders Academy.
(38:57):
Wow.
I just lost the word.
We meet every week, sometimes twice a week.
And and one of the people I was talking with,we came up with an idea for a book, history
according to grandma or history according tograndpa, two books.
And the reason we came up with this is mysister actually spurred the idea.
(39:20):
She goes, I have all these things I wanna teachmy grandchildren.
And my kids even though they're older now.
I'm older, and I wanna make sure they learnthese before I'm not here to teach it to them,
but they don't wanna listen.
So my solution for that and I it took me a fewmonths to really think about that.
(39:41):
It's like, well, what do you do?
Well, there are other people's kids and otherpeople's grandkids who do want to listen, who
do want to know what you have to say.
And and maybe your kids or grandkids aren'tready right at the moment to learn from you.
But later on, maybe when you have no desire toteach them, they're gonna wanna know.
(40:06):
Or when you've passed on, they're gonna go,wow.
I really should have taken the time to learn orto listen.
And so by putting it in a book, you've got thatfor posterity for later, but you have it for
other people who are ready now or eager and andare trying to devour everything they can to
(40:30):
learn about something.
And so it's it's like you were saying, ifsomebody's not ready to learn right now,
pushing the rope it's a great idea.
Push a rope.
It's just gonna go all wobbly and down.
But there's other people that are willing tolearn, so go find them.
(40:51):
And
Yep.
That that's just it.
I mean, I think when you when you've got somedesire to share, you know, the right people
show up at the right time.
Like Mhmm.
You know, the old axiom.
Right?
When the student is ready, the teacher appears.
Yes.
The fact is, it's why I came out with thislatest book is we took a company from 8,000,000
(41:16):
to a 100,000,000 in five and a half years usingthese things.
They're sound, basic, fundamental principles.
And when people it's why it's a 104 tips tosell more with less effort.
Somebody said, why did you name it that?
I said, because sell less with more effortwouldn't sell.
That'd be a silly title.
Right?
No.
(41:36):
It's really all about helping people accomplishtheir dreams.
And so why did I put it in a book?
I put it in a book because it has workedrepeatedly over and over, company to company,
industry to industry, why would you you know,they they say that the richest place on the
(41:59):
planet is the cemetery.
It's where all the ideas and and concepts andprograms and Things and knowledge gets buried.
Absolutely.
Why would you ever wanna bury all that wisdomand knowledge when it could be serving the
greater good?
It could be serving those who take the time tolearn it and and apply it.
(42:21):
And once they do that, better things can happenfor more people.
Oh, yeah.
None of that is negative.
All of that is very positive.
Good.
Yeah.
Yeah.
And and I've heard that 80% of the populationwants to write a book, wants to tell their
story.
And was it less than 2% actually do?
(42:44):
I mean, that's just phenomenal to me that lessthan 10% actually or 22% actually do.
And that's and that's sad.
It's like, why?
You had something to tell.
Maybe they didn't know how to tell it.
Maybe they didn't feel that they had the timeto tell it, which is is you know, you make time
(43:08):
for what you want to do.
Or maybe they didn't I don't know.
Did I say how they they didn't know how to goabout it?
And
Yeah.
There's some
people like me and other other people out thereto help.
Yeah.
There's some there's some truth to people notknowing, but the reality is, you know, there's
(43:30):
also great interest.
Look at look at the, you know, likeancestry.com and and the different things where
people are trying to find their family story.
Right?
They're trying to identify that.
So people are at all different stages and allthat.
And, again, sometimes you just gotta make thedecision that it's it's very similar.
(43:57):
I don't wanna sell anything to anybody ever,but I do always want them to buy a lot from me.
Therefore, it's my responsibility to create anenvironment for them to want what I have.
Well, it's the exact same with the knowledge.
I don't wanna sell anybody on learning how topresent better and how to sell more with less
(44:18):
effort, but I do want people, if they want it,to learn those tips, techniques, and strategies
so that they can live more fully.
Absolutely.
It's not about me.
I've had wonderful people invest in methroughout my life, throughout my career, and
(44:39):
that's all I wanna do in return with otherpeople is be able to invest what has been
invested and now compounded and grown hopefullybigger and better to serve more people because
there's more people than that serving.
Yeah.
And that's that's why I did wisdom on the frontporch.
(45:01):
You know, it it all started from summit I had.
I only had room for eight speakers.
And so the other people who wanted to speak, wewere all kinda new in this this area.
You know, most of us had never written a book.
Most of us had never spoken before.
So and I wanted to give everybody anopportunity.
(45:23):
And so those that asked to speak and weren'table to speak, it says, why don't we just do a
life?
You know, everybody's talking about doinglives.
This was three three and a half years ago.
Not just three years ago because it was May.
And so that started my very first podcastwithout me really realizing it.
(45:45):
I just wanted to give them opportunity to beheard and to get their message out.
And with a live to roar, then it went toroaring like lions.
And those are hard words for me to say.
So I I moved on to valuing you.
And then Wisdom on the Front Porch actuallycame from I thought that would be a great title
(46:08):
for a book.
And I like it so much more as a podcast becauseif I was just after knowledge for myself or I
just wanted to, for lack of a better word,regurgitate everything that I knew to the
audience, then I would never have guests.
But I want a place where other people can sharetheir knowledge with the rest of the world, and
(46:34):
I learn along the way.
So that's great.
And and that now we've got the magazine, soyou've got something that you can look at in
between and even more stories.
And, you know, I think that's why the givingbook does so well.
We're just starting up with volume five rightnow, and the giving book is just giving people
(46:56):
a place to put their message.
And maybe their message is only two pages, notenough for a book, not enough for a podcast,
not enough for anything else.
So there you go.
Or maybe it's just a picture of a bottle thatresembles a ketchup bottle that says awesome
sauce on it.
You know?
(47:18):
That works.
When I got that picture, I said, I got this,but there's nothing with it.
And and the person that sent it in said, nope.
That's all I want.
It's just the bottle.
And I was like, awesome.
And and it's it's it's wonderful to be able toprovide a place for people wanting to get their
(47:39):
message out, to tell their story, to give theman opportunity to see what it's like to step
through that fear that they have, take that onestep forward, and do it in a way that's
comfortable for them.
And the big thing about reading between thewords is one, I get to introduce people to the
(48:00):
author, and I get to introduce them to a newbook maybe to them.
But they're fabulous books.
And with some on the front porch, we gained somuch knowledge.
In fact, I'm gonna post this.
I know it's for reading between the words foryour book, but I'm gonna post it on wisdom on
the front porch because you've given so muchvalue to people, and it needs to get out there
(48:23):
even more.
Well,
thank you.
That's the purpose of my podcast is to get theinformation to people who are wanting it, who
are ready to receive it, who are searching forit.
And thank you.
Thank you for being on this show.
That's like Love it.
So so I haven't asked some of the questions Iusually ask.
(48:46):
Obviously, we know your why.
You do it because you want to share withothers.
You want to share your knowledge and and haveit there for people who are ready for it.
But why this particular book?
And I know you've read another book, so there'sreasons for writing books.
But why would you want to write this bookspecifically for for people that are looking
(49:09):
for the answers to this?
Well, I I think again, I'm I'm very proud to bea professional sales guy.
And I think it's a it I think it's a very proudprofession because I think we solve a lot of
problems and help a lot of people.
And I'm you know, it gets kinda old when peoplego, oh, you're just selling stuff.
(49:32):
Well, if you're just selling stuff, that's aproblem.
Yeah.
If you're if you're solving problems, that'snot a problem.
Right?
And so I I just I wanna pass along that you cansolve problems and do really well.
You know?
You don't you don't have to trick people intodoing stuff, and you don't have to use false
(49:56):
problems.
Well, yeah.
Exactly.
You know?
About about all of the the services out there.
I mean, you have hotels that are solving ourproblems.
People need a place to stay.
They want a clean place to stay.
So you have maintenance and everybody, youknow, working together.
Restaurants solve the problem.
We want something that serves good food at afair price and in a great environment.
(50:23):
That's why some restaurants aren't as good asother restaurants.
And Well sometimes they are, and it depends onwhere you are in life.
Yeah.
And quite frankly, I want people to treat otherpeople with respect, honor, and dignity.
And I think you if you learn or when you learnthese sales tips, techniques, strategies, the
(50:45):
process that I share throughout the book, Ithink that you'll learn that it's done with
respect, honor, and dignity.
Respect is how I treat somebody else.
I don't have to agree with them, but I shouldrespect them.
Honor is how we lift each other up.
And when we respect and honor each other well,dignity is experienced by both and, quite
(51:09):
frankly, can be by all.
I think we need more respect, honor, anddignity on the planet.
And I don't like people taking shots at, well,you're just a used car salesman.
Well, first of all, used car salesman doactually provide a service.
They do.
And they've many, not all, but many have gottena bad rap because they've provided a service.
(51:36):
And and so I I don't want that to carry throughthe rest of the presentation.
I wanna be able to be proud of my professionand have others be proud because they are doing
worthy work.
There you go.
Yeah.
Don't minimize don't be minimized because youare a sales professional.
(51:56):
That would be silly because you're doing worthywork in solving problems.
And so I wanna do what I can do to to helppeople understand not only is that okay, it's
something to be very proud of and excitedabout.
Right.
So that's a big part of my why specific to theindustry.
(52:18):
I like that.
And I just thought of a really great example,something that anybody listening to this or
watching this can do right now.
Right where you are, whether you're drivingyour car or you're taking a break, having
lunch, you know, what wherever you'relistening, sitting at home, I want you to look
around you.
(52:38):
Just real quick, look around you.
All of the things around you were sold to youby a salesperson.
They it was through marketing, whether you gotit online or whether you got it from you know,
suggestion from a friend.
You have that because somebody was selling aproduct to you, something that you wanted, that
you needed, that helps make your life better.
(53:02):
And we need to do it.
Do we but I like the way you said it, Scott.
Do it in an honoring way.
And Exactly.
And not in a way that that people have it, andthey're like, I don't know why I did this.
You know?
It's it's yeah.
(53:23):
We need need to respect people and giveAbsolutely.
The care that we would want ourselves.
But, yeah, I mean, you're talking about that,and I'm thinking, wow.
You know, I've got Post it notes.
I got little tablets about my laptop.
I got the Zoom.
All providing services to help make my lifebetter.
(53:44):
Mhmm.
And even the vacuum cleaner I used yesterday.
You know?
Exactly.
Might have hurt for it a couple hours later,but, you know, I got a clean house.
So yeah.
Perfect.
But but somebody had to sell it to me.
They had to let it be known that it wasavailable and show me the benefits of it.
(54:08):
This one's last a long time.
But yeah.
So, yeah.
Well, thank you so much for being on the show.
It just seems like I should ask you morequestions about your book.
I do wanna ask you more.
What are some of the things we can expect whenwe open up the book?
I know is it just like a 104 things writtenout, or how is the book laid out for us to
(54:33):
learn from you?
Do we just Well, it's interesting.
Try something?
Yeah.
There's there's front matter.
In other words, there's some there's somelearning.
There there's some really there's some goodmaterial up front.
Then there are a 104 tips.
The 104 tips stand independent alone.
(54:55):
They're designed to be consumed in ninetyseconds or less so that it's not you know,
they're little bite sized chunks.
And then in the back, I kinda wrap it all up,and it's really funny because I actually have
held this open.
One of the things you know, I I I've got matterin the you know, back matter in the book as
(55:16):
well, pulling it all together.
But one of it part of it is when I was in amastermind here with the great doctor John
Dealey, you know, he said, Scott, I think hegoes, I think you'd really be served well if
you created your 10 rules of life and reallythought them through and and you know?
(55:40):
Why don't you share them with me?
Well, he ended up on the next mastermind wewent to.
He actually had framed my 10 rules of life.
Oh, wow.
That I could put them.
But my 10 rules
to us.
Yeah.
I I'm yeah.
I won't read all of it that's in here.
You can read the subsets, but the the 10 rulesare, number one, be faithful to God's plan.
(56:05):
Number two, in every situation, look for thelesson.
Yes.
Number three, in every situation, look for thegift.
Oh, wow.
Number four, maintain positive discontent.
Wait a minute.
Number You have to explain that one to me.
I know there's people who gonna go, what?
(56:28):
Positive it's actually something that Icreated.
Positive discontent is being unabashedlyappreciative of everything that's happened to
this point and yet discontent enough to learnmore and go further.
Knew that.
First from there.
The next one is be a vessel for the message.
(56:53):
Inspire and empower others daily.
Integrity is job one.
Be present and enjoy the day, and strive dailyto ensure the 14 inch journey from your head to
your heart.
(57:14):
Wow.
Those are amazing.
No wonder you were asked to write those down,and no wonder he used them.
That's beautiful.
So this book is not just here's a 104 things todo, but you bring it out in a lesson.
Help us find out how to you provide the tool,but then you teach us how to use the tool and
(57:35):
how to use it for each of us in our situations.
And with a 104, if one doesn't work, anotherone's going to.
You know?
Maybe it doesn't work right now, but it willwork later.
Well, again, it's it's funny because of ofsomebody else that I was doing their podcast
(57:57):
had gotten the book and and was reading it, andand he started picking out his favorite tips
and techniques and started sharing them.
And I think that's what's interesting.
The the reality is they they tend to worktogether, especially when you you have them all
in play.
But even if you have, like, these 10 in play,things will get better.
(58:21):
I mean, the whatever stays top of mind servesyou greatly.
Yes.
And so that that's the reason I created thisway as ninety second success tips, that they're
really ninety second tips that I mean, youcan't sit there and say, well, I don't have
enough time to put ninety seconds into my, youknow, development today.
(58:45):
That'd be kinda crazy.
Sorry.
My actual found is Oh, no.
Door, and then it closed all the way.
So if you're wondering what I'm doing here, Iwas like
Anyway, it's
dog that
pushes on me.
The whole idea is there's there's front matterto it.
There's the tips themselves.
Yeah.
There's back matter to it.
And it's there's a lot of pretty good stuff inthere.
(59:11):
And like like the ninety seconds.
There's the title for your next book.
Yep.
How did you say that?
Ninety seconds?
Ninety second success tips.
Yeah.
Ninety second success tips.
Because 90 isn't that much, but it is enoughfor us to stop and reflect on it.
And Yep.
That's one of the things I've been learning toois you have to have that quiet time.
(59:34):
You can't just be going constantly because yourbrain has to have a chance to absorb everything
that you've been been learning and to reflectback on what is working, what isn't working,
what what really worked well, and what workssorta well, but maybe needs improvement or
(59:55):
something that needs to just well will do.
I've got the tool.
If I need it, it's there for later on.
So, yeah, ninety second success tips.
That's that's great.
So I'm anxious for your next book.
Awesome.
You the title.
Go for it.
Perfect.
Yeah.
(01:00:16):
So, and we definitely are a little bit longerpodcast this time, but do you have closing
thoughts for us?
You know, I love to if any of this has causedsome thought provoking moments or created some
questions or anything, and I can be of service,reach out.
Scott@ScottSchilling.com.
(01:00:36):
My website is scottschilling.com.
I don't hide very well.
I'm right here.
Just reach out, and and let's chat.
Let's have a conversation and see how togetherwe can solve some problems and make life as
grand as it can be.
Awesome.
Yeah.
I love that.
And and I know I have Shine with ls.com.
(01:00:57):
I'm working on the website, but I'm stillavailable at lskirkpatrick.com.
So if you're ready to write that book or youwanna test the waters, see what it's like, we
can do that too.
Take things slow, and it's it's, you know, it'syour journey.
It's it's your story, and it needs to be heardyour way, not the way somebody else thinks it
needs to be done.
(01:01:18):
And and that's what I love about helping peopleget their books written, especially their first
one, is we go at their pace.
We let them know what's there.
I don't just all of a sudden say, hey.
You know, you have to do this way.
This is your deadline, all of this.
It's like, it's a journey, and sometimes thingschange along the journey.
You know?
(01:01:38):
Maybe you got a flat tire.
You gotta have time to fix it.
You need to pull over and fuel up.
You know?
Or maybe you're just, whoo, going along.
That's just a great path.
You know?
It's it's great.
But either way, we'll we'll get you there.
Scott, thank you so much for being here.
Go to scottschilling.com and lsforpatrick.comor shine with ls as as I get that website back
(01:02:00):
up.
And Yeah.
Thank you for the opportunity to be here.
It's been great.
Oh, absolutely.
Absolutely.
And we'll see you next time on reading betweenthe words.
Or if you're watching this on wisdom on thefront porch, we'll be there too.
Great information.
Definitely gonna get it to both podcasts, andthank you for being here.
We'll see you next time.
(01:02:21):
I hope today's conversation on reading betweenthe words gave you a glimpse into the heart
behind the book and sparked something new foryour life If you love this episode, join the
conversation, share it with a friend, leave areview, or reach out and let us know what spoke
to you.
We appreciate your support of this podcast, andremember, your words have power too.
Go to lskirkpatrick.com/podcast.
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