May 7, 2024 • 27 mins
EPISODE SUMMARY
In the ever-evolving world of SaaS, where personal touch and customer satisfaction are critical, it's essential to grasp the nuances of customer experience and relationship management. I was thrilled to chat with Richard Weylman, a distinguished business consultant and Hall of Fame keynote speaker this week. Richard offered invaluable insights from his upcoming book, "100 Proven Ways to Acquire and Keep Clients for Life."
PODCAST-AT-A-GLANCE
Podcast: Scale Your SaaS with Matt Wolach
Episode: Episode No. 315, “Proven Ways to Acquire and Keep Customers for Life - with Richard Weylman”
Guest: Richard Weylman, Coach, Speaker, and Author
Host: Matt Wolach, a B2B SaaS Sales Coach, Entrepreneur, and Investor
Sponsored by: Leadfeeder
TOP TIPS FROM THIS EPISODE
- Understanding the Customer's Perspective
- Evaluating Customer Reevaluation
- Cultivating Deeper Connections
- Innovative Follow-up Techniques
EPISODE HIGHLIGHTS
- The Four Core Attributes of Customer Interaction
- The Impact of Authentic Communication
- Conclusion: The Art of Customer Experience
TOP QUOTES
Richard Weylman
[17:14] “You have a CRM, but what you really need to build out is a CXM, Customer Experience Manager.”
[22:55] “You’re not in the software business. You’re in the people business.”
Matt Wolach
[16:57] “There are specific words within a software sales process that if you say them, it’s going to kill the deal, and specific things you can do that actually accelerate the deal.”
LEARN MORE
To learn more about Richard, visit: https://richardweylman.com/
You can also find Richard Weylman on LinkedIn: https://www.linkedin.com/in/richard-weylman-keynotespeaker/
For more about how Matt Wolach helps software companies achieve maximum growth, visit https://mattwolach.com.
Head over to leadfeeder.com and sign up for a 14-day (no strings attached) free trial: https://www.leadfeeder.com/
Get even more tips by following Matt elsewhere:
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Matt Wolach (00:04):
Hello, and welcome to Scale Your SaaS very excited
to have you along with us. Thankyou very much. And by the way,
if this is your first timejoining us, what we do here is
we're here to help youunderstand how to gain new
customers, generate some leads,let's close those leads let's
know how we do that. Let's makesure we understand how to scale
our team. And we know how tokeep them so that they actually
don't leave us, those customers.
If you want to know thosethings, definitely hit the
(00:27):
subscribe button right now. Thatway you'll be notified of all of
our upcoming episodes where Italk to some of the best people
in the world and how to growyour business. And one of those
best people certainly lives upto that name. His name's Richard
Weylman. And I've got him withme. I am so delighted, Richard,
thanks for being here.
Richard Weylman (00:45):
My pleasure, Matt. Thanks for the invitation.
It's a privilege.
Matt Wolach (00:49):
Privilege is mine.
Let me make sure everybody knowswho you are. Richard. Richard is
a coach, a speaker and anauthor. Richard, he is an award
winning business consultant.
He's a Hall of Fame keynotespeaker. He's a customer
experience Hall of Fameinductee, and two time
international best sellingauthor who delivers personalized
prescriptive strategies andtactics to audiences around the
(01:09):
world, regardless of their role,so that they can create
delighted brand advocates. He'salso the author of the upcoming
book, 100 Proven Ways to Acquireand Keep Clients for Life. He
was just telling me this thingis already flying off the
shelves, I cannot wait to readit myself. And we're going to be
able to get an advancedunderstanding of some of these
things, how you can do those youcan acquire and keep clients for
(01:31):
life for your business. SoRichard, thank you so much for
coming on and being here.
Richard Weylman (01:36):
Well, thanks, Matt. And I'm really looking
forward to this opportunity totake your questions, but most
importantly, to really plantsome ideas, some tactics and
prescriptions into yourconstituents so that they can
grow their business and have abusiness of distinction. Thank
Matt Wolach (01:50):
I love that. So tell me what's been going on
you.
with you lately. And what do youhave coming up?
Richard Weylman (01:56):
Well, very briefly, okay. My new book is
coming, you know, 100 provenways to acquire and keep clients
for life. I mean, I've beenspeaking for many years, I've
done over 4000 keynotepresentations, all over the
world, flown almost 8 millionmiles. So what happens beginning
(02:19):
of the year, companies gettingstarted, so I just finished a 19
city tour in North America, I'mspeaking at conferences, kickoff
meetings, all types, alldifferent types of companies,
from fast food to NFL team, tofinancial services, real estate,
etc. So that's one. And thenwe've got several big consulting
projects, I'm very blessed tohave a great consulting team and
(02:40):
business. And so my consultantand my coaches, we're working on
several major projects. And thenof course, I've got the book 100
Proven Ways. And as I mentionedto you, before it even got
released to the public, they hadto do a second printing to keep
up with orders. So I'm just, I'mjust grateful. And of course,
doing podcasts have theprivilege of being with somebody
like yourself, who really hasset the bar for a lot of people
(03:02):
and helped a great number ofpeople in the software business.
That in and of itself is a realblessing for me. So we've got a
lot going on. But we're really,we're grateful. Thank you.
Matt Wolach (03:13):
Thank you very much for the kind words that's so
awesome that you have that andit's it's really cool. I know a
lot of people are interested inthe book, I want to talk about
that in a sec. But you know,before I get into that, you're
going all over the place. You'rehelping these people you're
spending a lot of your time.
What made you realize at somepoint that you wanted to help
others that you wanted to helppeople get to their success.
Richard Weylman (03:35):
Well, I think it probably started. I think the
trigger. Well, I was an orphan.
My mother died and I was five mydad died and I was six. I lived
in 19 foster homes, I went to 11different schools. So I really
learned how to relate to peoplesurvival and all those things.
And then I sold encyclopedias,cemetery plots, cookware, all
types of things door to door. Iworked in some in corporate
(03:57):
America for Xerox, but I went towork for Rolls Royce and how I
got there is an odd story. But Iwent to work for a dealer in the
Rolls Royce business, we builtthe third largest Rolls Royce
dealership network in the world.
And he really, he kept coming tome and he said, you have the
gift of understanding theconsumers point of view, you
(04:20):
should share that with others.
And I think that and the factthat I really feel as though
that I do have a desire to breakcomplex things down into
actionable tactics. I had aclient of mine say to me, you
know, Richard thing when youcome on stage, you take this
really complicated topic, andyou break it into prescriptive
(04:42):
tactics and everybody walks intogether and goes, I can do
that. And it's hard to explainand it's not really me, it's
just a gift that I have. And Ithink part of it's based on life
experience, that's all butthat's what motivated me. When
Howard his name was HowardVanborlin built a massive
organization, he's passed awaynow but he said, Richard, you
know, you just need to share howyou see the consumers point of
(05:05):
view. And it's not something youcan you can say, well, here's
how I do it. But I can teachpeople to see it from the
consumers point of view. It's anodd thing, Matt.
Matt Wolach (05:17):
Yeah, I totally agree. And I love it, because
that's what I try and coach aswell is, so many times I talk
with salespeople, and thesalespeople are saying things
like, Well, "I would love to",and "you need to do this". And
"it'd be good for you to dothat". And they're always
thinking it would be good forthem. If that person did that,
it would be good for the companyare good for the sales rep
(05:37):
themselves. But if we can getinto their head and understand
from their perspective, what'sbest for them, and I love it
from their point of view, it'sso much more powerful for them
in terms of taking action andmaking a decision. And in more
ways than than not, they'regoing to sign up more often.
Richard Weylman (05:54):
atichattThat's right, actually, right. My
previous book before this, the100 Proven Ways was the power of
wide breaking out in acompetitive marketplace in seven
languages now. And that thatbook really speaks to how do you
get the consumers point of viewinto your business? Just to give
you an illustration, lots oftimes people say, Richard, what
do you think? And I often say,it doesn't matter what I think,
(06:14):
when I when I wrote this currentbook, people say, Well, what are
you going to write about whatyou think? No, I'm going to talk
to the people in the stuccohouse and find out what they're
thinking. And if we can find outwhat they're thinking, and we
can convert that into anactionable step, we're going to
all win. So to your point,that's exactly what if, as a
software developer, as a leader,as a visionary, we have to
(06:35):
think, what is the outcome? Whatdo these people want? How can we
deliver it in such a way thatit's, I don't want to make it
sound too simplistic, it'spretty much point and click that
we can get them from where theyare to where they need to be,
and they get great value out ofthat experience.
Matt Wolach (06:50):
I love it. And that is you do make it very simple.
You take down something complexand make it simple. But that
really is what it's about. If wecan get them to realize that it
is in their best interest, thenthat's what it's all about.
They're trying to solve aproblem, let's help them
understand that this solutionthat we're selling, is the way
to do that. So I just love howyou make it easy, Richard. I do
want to talk about the book, Imean, 100 proven ways to acquire
(07:15):
and keep clients for life.
Obviously, these are things thata lot of people want to do. We
want to be able to acquireclients, we want to make sure
they don't leave, they stay withus. So what are some of these
best tips that you've been ableto learn over the years that
you've put into this book?
Richard Weylman (07:29):
Well, first, let me suggest this, that
there's a lot of people runningaround the world and says, the
customer is on a journey, youknow, we have to take out the
bumps in the journey. My view isand as a consultant and having
worked with all different typesof industries to as I mentioned,
I don't want them to be on anyjourney. I want them to come
here and stay here. That's it.
We don't want a customer on ajourney. Now people say, Well,
(07:52):
you're being simplistic Richard,we meet on a journey through our
company. Well, they're not on ajourney through the company,
they're going through anexperience with your company,
and you're in charge of thatexperience. And we know now know
that one out of three peoplewill leave a company if they
have one bad experience. Soconsistency is pretty important.
So that really got me thinkingabout it. So the second thing, I
(08:13):
realized that people today aregoing after the pandemic. I did
a lot of tremendous amount ofinterviewing people calling
people talking to people in mynetwork and many outside and
clients. And what I realized ispeople are going through a great
reevaluation, they're evaluatingAm I with the right doctor? Am I
with the right drycleaner? Am Iwith the right car? Have I got
(08:35):
the right financial advisor, orreal estate agent? Am I
listening to the right TV? Am Ion the right station? All of
these things. Do I have theright software platform,
whatever it might be. And so asa result of that, people are
moving, and there's a lot ofmoney in motion, a lot of people
in motion. And it occurred to mewhat's going to keep people to
stay? What are they looking for?
(08:56):
And that's when I began to dothe investigation, if you will.
And I went back to all myexperiences and all the
different industries and I said,what is really going on? And
what it turned out there arefour things people are looking
for Matt, they're looking forsomebody that's kind. Somebody
that's thoughtful, somebodythat's caring, and somebody
(09:19):
that's empathetic. And if acompany and an individual
demonstrates those four things,no amount of competitive dollars
are going to dislodge them. Sowe began I had interns I made a
lot of phone calls. Talk topeople I mean, we're talking
about hundreds of people. Wejust said what do you really
look for? Well, we expect thatthe air conditioning guy is
going to be competent. We expectthat to software supposed to
work. Well. We want to know if Icall customer service. Are you
(09:40):
going to be kind and thoughtful,and caring? Are they going to be
empathetic? Are they going totalk down to me? "Does that make
sense?" "Are you with me?".
Don't be so condescending. Idon't know if I'm with you. But
when you make a point, justsimply stop and say, "Have I
explained that in a way that'shelpful?" As opposed to "Does
that make sense?" Or "are youwith me?". "I know this is
complicated. Are you able tokeep up there, Mrs. Wilson, I
(10:02):
know you know I'm very smart onthis side of the teleprompter."
So you have to begin to realizethe impact of your words and
your actions. So a couple oftips stop sending your emails
"best" people I can't even sayon air unbelievable some of the
comments that even in myinterview with boy these people
(10:22):
are really mad about that wordand I suppose I mean and I was
like golly that stay here whensomebody signs their email best
like best Richard people wouldsay best what best for them best
for me? What what does thatmean? That's just a throwaway
line. They don't really mean it.
They're not being sincere. Imean, you get all this and
you're like, Whoa, people aretouchy. But then you realize,
(10:42):
no, what people are looking foris a relationship they don't
want to be a transaction. So webegan to ask them what do you
like do you like sincerely yoursto institutional they want Warm
regards kind regards even Bestregards is better. But they want
to feel as though they have arelationship. Another one, stop
keep telling people to feelwelcome to call. Once everybody
(11:03):
has a cell phone, it's free. Forthe most part, you just pay your
monthly feel welcome to callthis far more gracious. And we
said to people, how do you feelabout feel free? I don't like
it. What would you like whatthey ought to be more welcoming?
About feel welcome to go, Oh,wonderful. We pull 1000 People
91% said, That is wonderful. ButI guess my feeling is if we can
(11:25):
change two words and come upwith wonderful I'm in. so you
know, feel welcome to callanother thing know their name.
You know, Dr. Donna Wilson maynot want to be called Donna. She
may want to be called Dr.
Wilson. Sam may be Sam orSamuel. David might be Dave. But
you need to know Elizabeth mightbe Elizabeth Beth Betty or my
friend in Atlanta, who's 83Wonderful gal, very wealthy, she
(11:48):
won't work with a financialadvisor, because they all insist
on calling her Elizabeth and shesays my name is lolly. Because
when I was a little girl, mygrandfather always gave me
lollipops. When he came over. Hecalled me lolly. And I've been
Lolly my whole life. And shesaid I met with a financial
advisor and I said I want you tocall me lolly. He said, Oh,
that's a that's a funny, goofyname. She said I walked out. So
again, Words matter. But here'sthe point. Key Boone Pickens
(12:12):
never went by T. My firstinitial Sis C, C Richard Weylman
I get emails, dear C., I don'tread them. Because I know
there's no sense of connection.
Another thing on your website,you know, like you my account,
why don't you change it tosomething else. We worked with a
(12:32):
major bank, we and they had myaccount. And so we did an audit
for him. And I said, Well, whydon't you change that to my
Lumi, or my truest or my Bank ofAmerica, or my software, or, or
maybe my representative, or mycompany login. But it shouldn't
be my account. Because we pullpeople in, they said, we hate it
when they call us an account. Wedon't want to be an account. We
(12:54):
want to be an individual, wewant to have a relationship with
these people. So all of theselittle things that I've
obviously put throughout thebook, and I wrote the book, I
just, I didn't want to write. Imean, it's you know, I've
written 124 textbooks and videoprograms. And the you mentioned
two international bestsellers.
And now this one. It just, it'sconsuming. And so I kind of
(13:17):
fought it for a long time. Butwhen I finally sat down to read
it, I wrote nonstop for weeks.
And when I was done, I walkedout the office, my wife looked
at me and said, You done aren'tyou. She said, How many are
there? I said I have no idea.
She said, can I go count em? AndI said sure. Of course you can.
And she came out and she hadtears in her eyes. She said,
(13:39):
honey There's 100 and that's howthe book became 100 Proven Ways.
And everyone is what to do, whyit's important how to do it with
the actual antidote. And theoutcome that you will receive it
exactly step by step how to doit. So those are just a couple.
I'll give you one a couple ofnow. Give me a couple of tips,
Matt.
Matt Wolach (14:00):
Yeah, yeah, first of all, I'm loving it. Because
the thing were you say at theend of email best. I'm guilty of
that. I put that because I hadno idea that that was so bad,
but I love learning how to makemy process better. So you're
gonna be seeing Warm regardsfrom me much more often. Yeah,
that's a great tip.
Richard Weylman (14:16):
But again, it's the people in the circle house
that are saying we just don'tlike it best is such a
throwaway. It's like sincerelyyours. Yeah, well, what would
you like it to be? Well, can'tthey say kind regards or warm
regards? Or maybe even Bestregards? It's better than just
me. That's me. So it was memean? Well, you know best is
like I'm trying to get out ofhere. So that was interesting. A
couple other things. A lot ofsalespeople like to "I'm calling
(14:39):
to follow up with you, Matt. Seewhat decision you've made."
Stop, just stop. "I don't haveanything else to offer you Matt
but I'm really hoping you made adecision and you forgot to call
me to tell me you did. That'swhy I'm following up". Well we
figured it out and talking topeople when I wrote my last book
and now this one, I went backand we interviewed a lot of
(15:00):
people, when I asked themspecifically in our consulting
work, why don't you moveforward? You saw a great
presentation, why don't you moveforward? And their answer was,
"oh, salespeople don't tell uswhat the next steps are."
Matt Wolach (15:13):
It's amazing. I'm a big proponent of this.
Richard Weylman (15:16):
then I realized, when people say, Let
me follow up I'm following up,don't ever call to follow up.
"Hi, Matt. Richard Weylman, I'mjust calling very quickly, I've
identified two additional waysand steps we can take to help
you get that software that youreally need for your business,
I'd like to meet with you againand take you through these two
additional steps." In otherwords, use curiosity to your
(15:37):
advantage, and it pulls peopleback into the conversation,
perhaps uncovers some hiddenagenda or objection, or whatever
the case might be some, let'scall it stumbling block that you
can then overcome by doing whatby getting on their side of the
table, put your arm around andsay I've identified some
additional steps that I believewe can take on your behalf three
(15:58):
most powerful words on yourbehalf. And how we can because
we have people all the time. Andinterns of the people who've
said I want to know what they'regonna do on my behalf, but
they're going to do on mybehalf, what they're gonna do on
my behalf. So I'm looking at ascorecard. And I'm like, holy
moly, you've made 100 calls and28 people who said something
like my behalf my behalf on mybehalf did for me different.
(16:19):
Let's put that into the coachingand consulting. But let's see
how that works out. Well, Imean, the number it was
startling, just starting, thatit's almost a sense of
subliminal obligation thatpeople well, you did this on my
behalf. Well, okay, let me getright over here. Find out about
that.
Matt Wolach (16:37):
I love it. And I'm a big believer in words as well.
There are specific words withina software sales process that if
you say them, it's going to killthe deal and specific things
that you can do that actuallyaccelerate the deal. And, and
you're teaching me a lot ofawesome stuff. I've never used
that on my behalf before, but itdefinitely sounds like a good
way. When you talk aboutfollowing up one of the least
favorite things I see that I seepeople following up with is I
(17:00):
just wanted to check in. Andyou're and you're right, like
what is that? First of all, theydon't care what you want. It
doesn't matter what you want youjust saying that makes you sound
stupid and salesy and to checkin? Like, what is that? What
does that what does that mean?
You're right, like, why didn'tyou buy my thing yet? It's, it's
ridiculous.
Richard Weylman (17:14):
It's ridiculous. Well, I made it
many, many years ago, I calledthe CEO and I said, I'm just
calling to touch base. He said,Excuse me, I said, I'm calling
to touch base. He said, Great,I'm on home plate and you're
out, he hung up on me. That'swhen I realized, you know,
chickened out and follow up andknow what we're going to do is
we always want to call with theidea that we're going to advance
the relationship doesn't have tobe advanced the sale, it's great
(17:37):
answer relationship. That's whyall of you out there, I'm sure
have a CRM, customerrelationship manager is
something it's called. In ourorganization, and all the firms
we work with around the world,the first thing we do is get
them to understand it. Yeah,it's a CRM, maybe it's
Salesforce, whatever it is. Butyou really need to build it out
as a CXM. Customer ExperienceManager, instead of fields for
(18:00):
things like where do the kids goto school? And what do they do?
And what are they interested in?
Do they drink wine? If you do,if you're going to do take them
to the ballgame and drink beeror wine? What's the case? Or
maybe they don't drink at all.
So don't invite them to a winetasting as an example. This
happens all the time in businessso take your CRM and turn it
into a CxM you'll get a lot morebusiness that way. Is that
(18:23):
helpful?
Matt Wolach (18:24):
Yeah, oh, it's absolutely helpful. I think
that's just that's kind of oneof my big philosophies is
instead of trying to sell try tohelp, and that's the thing, if
you can get an understanding oftheir experience, and and when
what I'm what I'm gleaning fromthis, Richard is, so much of
what you teach, you've learnedby asking the questions and
learning from the people is,hey, what would you rather have
(18:45):
on the email? How would thisrather be and I teach this all
the time, you have to know yourmarket, understand the people
you're selling to learn fromthem have as many conversations
as you can so that, you know thebest way to approach them and
speak with them and the lingoand, and what's going to
actually work instead of thethings that people have tried
before that don't work
Richard Weylman (19:04):
exactly spot on the screws Matt. And then you
can say, when you mention afeature or an attribute of your
product or use, let's say you'reselling a software program.
Great. Well, people love to talkabout the feature benefit
feature benefit, people don'tbuy either one, but they buy is
that in the middle what it meansto them. So if you say, you
know, the great thing about thisparticular software program is
(19:25):
it's really maintenance free, wedo updates overnight. And it
really works for you on a longterm basis. And the nice thing
is you can have multiple users,and it's really great. But let
me tell you what that means.
That means you can have the samepeople on the same interface
doing the same thing at the sametime with no downtime on the
server. And the benefit to youis that you're going to be able
to scale efficiency andeffectiveness in your business.
But what did they buy there? Nodowntime. So I often speak for
some nonprofits that you know, Itry to help them when I can and
(19:53):
they always want to raise moneyand I always ask them raising
money so that you Like, what doyou mean? I said, so that? What
do you mean? I said, when youraise money, you raise money so
that something happens. I had achurch in Atlanta wanted to
build a pay off their debt. AndI kept asking him, so what do
you wanna do? Well, we want topay off the debt. So that what?
So we're debt free. No. Why doyou want to? Well, we want to
(20:15):
raise, we want to pay off thedebt so we can build another
building. I said, so you want tohave that so you can get some
more debt? Is that kind of theplan here? They were like, Well,
we hope not. I said, Why don'twe change it? Why don't we have
a plan called Let us rise up andbuild so that we can pay off the
debt and build the school wewant to build. Three and a half
years raise $30 million. Sothat.
(20:39):
so
Matt Wolach (20:40):
It's the same philosophy, I actually call it
the so what test. So when you'reselling a software, just like
you had said, when this happensall the time when I'm reviewing
demos of sales reps, and they gothrough and they say, Oh, here's
this really cool report that hasthis and this. And my thing is,
it's a so what test if you cansay, so what after that, then
you're not done. You have tocontinue to get them to the
(21:03):
results, just like you said, andso, so many times, they'll say
something, and I think we'revery similar, Richard, I'll just
be like, so what? What do youmean, they're kind of thrown
off? But so what does that mean?
You have to get them to thatfinal result.
Richard Weylman (21:16):
Right? Here's the double down rollover feature
that gives you a doublereporting. So wonderful,
fantastic comes up on yourscreen, and it's great. But so
what? my question is, am I goingto know how much I sold last
month? Well, you can but youknow, that's a little tricky. .
Matt Wolach (21:30):
That's fantastic.
Well, this is really awesome.
Unfortunately, we're running outof time here, Richard, just one
last parting shot. What advicewould you have for software
leaders who are trying to growtheir business trying to make
sure they build a strongfoundation of great customers?
What would you share with them?
Richard Weylman (21:46):
Focus on the experience that people are going
to have and really build aculture, where you care about
people, when you're thoughtful,where you're kind and you're
empathetic, and use curiosity,reach out to your customers find
out what works for them, whenthey buy, if I buy software
today, a year from now, I shouldget something from you, a thank
you note for another year ofsatisfied or delighted advocate,
(22:09):
your whole objective, your wholeobjective is to build a
portfolio of great memories withyour customer base. So they
become ambassadors for yourbrand in the marketplace. And
that starts with understandingthat the experience they have
starts with you, customers aregoing to have an experience.
(22:29):
You're the one that decides whatit's going to be. And then the
rest of the organization ismobilized to make that, if you
will, vision, a reality. Thinkabout Amazon, I talked to
Bezo's, way back when he sat ina little room in Seattle, but
that pasted on the wall. Andwhat did it say? I want to build
(22:50):
the most customer centriccompany in the world on a piece
of scrap paper. And guess what?
They pretty much done a decentjob of it. But he stayed true to
the vision that matter whetheryou agree with it doesn't
matter. It is whether it's Chickfil A same thing. Truett Kathy
was a great friend of mine. Andhe always said to me Richard out
that he was a founder, he died acouple of years ago skin cancer.
He said Richard always wanted itfor my team never to forget,
(23:11):
we're not, we're not in achicken sandwich business. We're
in the people business. Folks,if you're in a software
business, what you need to be isin the people business, the
users experience business. Andif you do that, you're gonna win
market share. And moreimportantly, you're gonna build
a business of distinction. Thankyou.
Matt Wolach (23:31):
That's brilliant.
We're gonna make that a big timequote right there. You're not in
the software business. You're inthe people business. That's
fantastic. And this has been alot of fun. Richard, thank you
for coming on and sharing this.
I've learned a lot I'm sure theaudience has as well. He's
Richard Weylman, and he is theauthor of 100 proven ways to
acquire and keep clients forlife, Richard, where by the time
this releases people, the bookwill be out. So where can people
(23:53):
find the book?
Richard Weylman (23:55):
They can find it on any of your best
bookstores, from Barnes andNoble igloo, all of them. And of
course, Amazon is carrying thebook as well. You can go to my
website, Richard Weylman,WEYLMAN. RichardWeylman.com. And
you can order through there.
There's also tools, when you buythe book, make sure you go to
(24:17):
the website, it's referenced inthe book, I put a whole set of
tools in there to help youimplement the entire book and
they're all free. Just go in andjust go and use it. I just want
you to get better and I want youto win more business so you can
impact the lives of people in apositive way. So
RichardWeylman.com are onAmazon, Barnes and Noble. Any
other major book outletscarrying the book, thank you.
Matt Wolach (24:40):
Fantastic. Okay, we'll put all that in the show
notes. So if you're listening,go grab that right there. Grab
the book. It's going to beamazing. I can't wait to read it
myself. Richard, thank you somuch for coming on the show and
sharing with us.
Richard Weylman (24:50):
Thank you. It's been a real pleasure to be with
you, Matt.
Matt Wolach (24:53):
Absolutely. A pleasure is mine as well. So
everybody out there. Thank youfor being here. Also, again,
make sure you're subscribed tothe show. That was something
incredible stuff that Richardjust sharedatt with us absolute
gold that he's given to some ofhis really high paying fortune
500 clients, you're gonna wantto make sure that you subscribe
so you don't miss out on anybodyelse coming up in the next few
weeks. We've got other greatguests, and then you'll be able
(25:14):
to get all this gold all thetime. Thank you for being here
and we'll see you next time.
Take care
Hello, and welcome to Scale Your SaaS very excited
to have you along with us. Thankyou very much. And by the way,
if this is your first timejoining us, what we do here is
we're here to help youunderstand how to gain new
customers, generate some leads,let's close those leads let's
know how we do that. Let's makesure we understand how to scale
our team. And we know how tokeep them so that they actually
don't leave us, those customers.
If you want to know thosethings, definitely hit the
(00:27):
subscribe button right now. Thatway you'll be notified of all of
our upcoming episodes where Italk to some of the best people
in the world and how to growyour business. And one of those
best people certainly lives upto that name. His name's Richard
Weylman. And I've got him withme. I am so delighted, Richard,
thanks for being here.
Richard Weylman (00:45):
My pleasure, Matt. Thanks for the invitation.
It's a privilege.
Matt Wolach (00:49):
Privilege is mine.
Let me make sure everybody knowswho you are. Richard. Richard is
a coach, a speaker and anauthor. Richard, he is an award
winning business consultant.
He's a Hall of Fame keynotespeaker. He's a customer
experience Hall of Fameinductee, and two time
international best sellingauthor who delivers personalized
prescriptive strategies andtactics to audiences around the
(01:09):
world, regardless of their role,so that they can create
delighted brand advocates. He'salso the author of the upcoming
book, 100 Proven Ways to Acquireand Keep Clients for Life. He
was just telling me this thingis already flying off the
shelves, I cannot wait to readit myself. And we're going to be
able to get an advancedunderstanding of some of these
things, how you can do those youcan acquire and keep clients for
(01:31):
life for your business. SoRichard, thank you so much for
coming on and being here.
Richard Weylman (01:36):
Well, thanks, Matt. And I'm really looking
forward to this opportunity totake your questions, but most
importantly, to really plantsome ideas, some tactics and
prescriptions into yourconstituents so that they can
grow their business and have abusiness of distinction. Thank
Matt Wolach (01:50):
I love that. So tell me what's been going on
you.
with you lately. And what do youhave coming up?
Richard Weylman (01:56):
Well, very briefly, okay. My new book is
coming, you know, 100 provenways to acquire and keep clients
for life. I mean, I've beenspeaking for many years, I've
done over 4000 keynotepresentations, all over the
world, flown almost 8 millionmiles. So what happens beginning
(02:19):
of the year, companies gettingstarted, so I just finished a 19
city tour in North America, I'mspeaking at conferences, kickoff
meetings, all types, alldifferent types of companies,
from fast food to NFL team, tofinancial services, real estate,
etc. So that's one. And thenwe've got several big consulting
projects, I'm very blessed tohave a great consulting team and
(02:40):
business. And so my consultantand my coaches, we're working on
several major projects. And thenof course, I've got the book 100
Proven Ways. And as I mentionedto you, before it even got
released to the public, they hadto do a second printing to keep
up with orders. So I'm just, I'mjust grateful. And of course,
doing podcasts have theprivilege of being with somebody
like yourself, who really hasset the bar for a lot of people
(03:02):
and helped a great number ofpeople in the software business.
That in and of itself is a realblessing for me. So we've got a
lot going on. But we're really,we're grateful. Thank you.
Matt Wolach (03:13):
Thank you very much for the kind words that's so
awesome that you have that andit's it's really cool. I know a
lot of people are interested inthe book, I want to talk about
that in a sec. But you know,before I get into that, you're
going all over the place. You'rehelping these people you're
spending a lot of your time.
What made you realize at somepoint that you wanted to help
others that you wanted to helppeople get to their success.
Richard Weylman (03:35):
Well, I think it probably started. I think the
trigger. Well, I was an orphan.
My mother died and I was five mydad died and I was six. I lived
in 19 foster homes, I went to 11different schools. So I really
learned how to relate to peoplesurvival and all those things.
And then I sold encyclopedias,cemetery plots, cookware, all
types of things door to door. Iworked in some in corporate
(03:57):
America for Xerox, but I went towork for Rolls Royce and how I
got there is an odd story. But Iwent to work for a dealer in the
Rolls Royce business, we builtthe third largest Rolls Royce
dealership network in the world.
And he really, he kept coming tome and he said, you have the
gift of understanding theconsumers point of view, you
(04:20):
should share that with others.
And I think that and the factthat I really feel as though
that I do have a desire to breakcomplex things down into
actionable tactics. I had aclient of mine say to me, you
know, Richard thing when youcome on stage, you take this
really complicated topic, andyou break it into prescriptive
(04:42):
tactics and everybody walks intogether and goes, I can do
that. And it's hard to explainand it's not really me, it's
just a gift that I have. And Ithink part of it's based on life
experience, that's all butthat's what motivated me. When
Howard his name was HowardVanborlin built a massive
organization, he's passed awaynow but he said, Richard, you
know, you just need to share howyou see the consumers point of
(05:05):
view. And it's not something youcan you can say, well, here's
how I do it. But I can teachpeople to see it from the
consumers point of view. It's anodd thing, Matt.
Matt Wolach (05:17):
Yeah, I totally agree. And I love it, because
that's what I try and coach aswell is, so many times I talk
with salespeople, and thesalespeople are saying things
like, Well, "I would love to",and "you need to do this". And
"it'd be good for you to dothat". And they're always
thinking it would be good forthem. If that person did that,
it would be good for the companyare good for the sales rep
(05:37):
themselves. But if we can getinto their head and understand
from their perspective, what'sbest for them, and I love it
from their point of view, it'sso much more powerful for them
in terms of taking action andmaking a decision. And in more
ways than than not, they'regoing to sign up more often.
Richard Weylman (05:54):
atichattThat's right, actually, right. My
previous book before this, the100 Proven Ways was the power of
wide breaking out in acompetitive marketplace in seven
languages now. And that thatbook really speaks to how do you
get the consumers point of viewinto your business? Just to give
you an illustration, lots oftimes people say, Richard, what
do you think? And I often say,it doesn't matter what I think,
(06:14):
when I when I wrote this currentbook, people say, Well, what are
you going to write about whatyou think? No, I'm going to talk
to the people in the stuccohouse and find out what they're
thinking. And if we can find outwhat they're thinking, and we
can convert that into anactionable step, we're going to
all win. So to your point,that's exactly what if, as a
software developer, as a leader,as a visionary, we have to
(06:35):
think, what is the outcome? Whatdo these people want? How can we
deliver it in such a way thatit's, I don't want to make it
sound too simplistic, it'spretty much point and click that
we can get them from where theyare to where they need to be,
and they get great value out ofthat experience.
Matt Wolach (06:50):
I love it. And that is you do make it very simple.
You take down something complexand make it simple. But that
really is what it's about. If wecan get them to realize that it
is in their best interest, thenthat's what it's all about.
They're trying to solve aproblem, let's help them
understand that this solutionthat we're selling, is the way
to do that. So I just love howyou make it easy, Richard. I do
want to talk about the book, Imean, 100 proven ways to acquire
(07:15):
and keep clients for life.
Obviously, these are things thata lot of people want to do. We
want to be able to acquireclients, we want to make sure
they don't leave, they stay withus. So what are some of these
best tips that you've been ableto learn over the years that
you've put into this book?
Richard Weylman (07:29):
Well, first, let me suggest this, that
there's a lot of people runningaround the world and says, the
customer is on a journey, youknow, we have to take out the
bumps in the journey. My view isand as a consultant and having
worked with all different typesof industries to as I mentioned,
I don't want them to be on anyjourney. I want them to come
here and stay here. That's it.
We don't want a customer on ajourney. Now people say, Well,
(07:52):
you're being simplistic Richard,we meet on a journey through our
company. Well, they're not on ajourney through the company,
they're going through anexperience with your company,
and you're in charge of thatexperience. And we know now know
that one out of three peoplewill leave a company if they
have one bad experience. Soconsistency is pretty important.
So that really got me thinkingabout it. So the second thing, I
(08:13):
realized that people today aregoing after the pandemic. I did
a lot of tremendous amount ofinterviewing people calling
people talking to people in mynetwork and many outside and
clients. And what I realized ispeople are going through a great
reevaluation, they're evaluatingAm I with the right doctor? Am I
with the right drycleaner? Am Iwith the right car? Have I got
(08:35):
the right financial advisor, orreal estate agent? Am I
listening to the right TV? Am Ion the right station? All of
these things. Do I have theright software platform,
whatever it might be. And so asa result of that, people are
moving, and there's a lot ofmoney in motion, a lot of people
in motion. And it occurred to mewhat's going to keep people to
stay? What are they looking for?
(08:56):
And that's when I began to dothe investigation, if you will.
And I went back to all myexperiences and all the
different industries and I said,what is really going on? And
what it turned out there arefour things people are looking
for Matt, they're looking forsomebody that's kind. Somebody
that's thoughtful, somebodythat's caring, and somebody
(09:19):
that's empathetic. And if acompany and an individual
demonstrates those four things,no amount of competitive dollars
are going to dislodge them. Sowe began I had interns I made a
lot of phone calls. Talk topeople I mean, we're talking
about hundreds of people. Wejust said what do you really
look for? Well, we expect thatthe air conditioning guy is
going to be competent. We expectthat to software supposed to
work. Well. We want to know if Icall customer service. Are you
(09:40):
going to be kind and thoughtful,and caring? Are they going to be
empathetic? Are they going totalk down to me? "Does that make
sense?" "Are you with me?".
Don't be so condescending. Idon't know if I'm with you. But
when you make a point, justsimply stop and say, "Have I
explained that in a way that'shelpful?" As opposed to "Does
that make sense?" Or "are youwith me?". "I know this is
complicated. Are you able tokeep up there, Mrs. Wilson, I
(10:02):
know you know I'm very smart onthis side of the teleprompter."
So you have to begin to realizethe impact of your words and
your actions. So a couple oftips stop sending your emails
"best" people I can't even sayon air unbelievable some of the
comments that even in myinterview with boy these people
(10:22):
are really mad about that wordand I suppose I mean and I was
like golly that stay here whensomebody signs their email best
like best Richard people wouldsay best what best for them best
for me? What what does thatmean? That's just a throwaway
line. They don't really mean it.
They're not being sincere. Imean, you get all this and
you're like, Whoa, people aretouchy. But then you realize,
(10:42):
no, what people are looking foris a relationship they don't
want to be a transaction. So webegan to ask them what do you
like do you like sincerely yoursto institutional they want Warm
regards kind regards even Bestregards is better. But they want
to feel as though they have arelationship. Another one, stop
keep telling people to feelwelcome to call. Once everybody
(11:03):
has a cell phone, it's free. Forthe most part, you just pay your
monthly feel welcome to callthis far more gracious. And we
said to people, how do you feelabout feel free? I don't like
it. What would you like whatthey ought to be more welcoming?
About feel welcome to go, Oh,wonderful. We pull 1000 People
91% said, That is wonderful. ButI guess my feeling is if we can
(11:25):
change two words and come upwith wonderful I'm in. so you
know, feel welcome to callanother thing know their name.
You know, Dr. Donna Wilson maynot want to be called Donna. She
may want to be called Dr.
Wilson. Sam may be Sam orSamuel. David might be Dave. But
you need to know Elizabeth mightbe Elizabeth Beth Betty or my
friend in Atlanta, who's 83Wonderful gal, very wealthy, she
(11:48):
won't work with a financialadvisor, because they all insist
on calling her Elizabeth and shesays my name is lolly. Because
when I was a little girl, mygrandfather always gave me
lollipops. When he came over. Hecalled me lolly. And I've been
Lolly my whole life. And shesaid I met with a financial
advisor and I said I want you tocall me lolly. He said, Oh,
that's a that's a funny, goofyname. She said I walked out. So
again, Words matter. But here'sthe point. Key Boone Pickens
(12:12):
never went by T. My firstinitial Sis C, C Richard Weylman
I get emails, dear C., I don'tread them. Because I know
there's no sense of connection.
Another thing on your website,you know, like you my account,
why don't you change it tosomething else. We worked with a
(12:32):
major bank, we and they had myaccount. And so we did an audit
for him. And I said, Well, whydon't you change that to my
Lumi, or my truest or my Bank ofAmerica, or my software, or, or
maybe my representative, or mycompany login. But it shouldn't
be my account. Because we pullpeople in, they said, we hate it
when they call us an account. Wedon't want to be an account. We
(12:54):
want to be an individual, wewant to have a relationship with
these people. So all of theselittle things that I've
obviously put throughout thebook, and I wrote the book, I
just, I didn't want to write. Imean, it's you know, I've
written 124 textbooks and videoprograms. And the you mentioned
two international bestsellers.
And now this one. It just, it'sconsuming. And so I kind of
(13:17):
fought it for a long time. Butwhen I finally sat down to read
it, I wrote nonstop for weeks.
And when I was done, I walkedout the office, my wife looked
at me and said, You done aren'tyou. She said, How many are
there? I said I have no idea.
She said, can I go count em? AndI said sure. Of course you can.
And she came out and she hadtears in her eyes. She said,
(13:39):
honey There's 100 and that's howthe book became 100 Proven Ways.
And everyone is what to do, whyit's important how to do it with
the actual antidote. And theoutcome that you will receive it
exactly step by step how to doit. So those are just a couple.
I'll give you one a couple ofnow. Give me a couple of tips,
Matt.
Matt Wolach (14:00):
Yeah, yeah, first of all, I'm loving it. Because
the thing were you say at theend of email best. I'm guilty of
that. I put that because I hadno idea that that was so bad,
but I love learning how to makemy process better. So you're
gonna be seeing Warm regardsfrom me much more often. Yeah,
that's a great tip.
Richard Weylman (14:16):
But again, it's the people in the circle house
that are saying we just don'tlike it best is such a
throwaway. It's like sincerelyyours. Yeah, well, what would
you like it to be? Well, can'tthey say kind regards or warm
regards? Or maybe even Bestregards? It's better than just
me. That's me. So it was memean? Well, you know best is
like I'm trying to get out ofhere. So that was interesting. A
couple other things. A lot ofsalespeople like to "I'm calling
(14:39):
to follow up with you, Matt. Seewhat decision you've made."
Stop, just stop. "I don't haveanything else to offer you Matt
but I'm really hoping you made adecision and you forgot to call
me to tell me you did. That'swhy I'm following up". Well we
figured it out and talking topeople when I wrote my last book
and now this one, I went backand we interviewed a lot of
(15:00):
people, when I asked themspecifically in our consulting
work, why don't you moveforward? You saw a great
presentation, why don't you moveforward? And their answer was,
"oh, salespeople don't tell uswhat the next steps are."
Matt Wolach (15:13):
It's amazing. I'm a big proponent of this.
Richard Weylman (15:16):
then I realized, when people say, Let
me follow up I'm following up,don't ever call to follow up.
"Hi, Matt. Richard Weylman, I'mjust calling very quickly, I've
identified two additional waysand steps we can take to help
you get that software that youreally need for your business,
I'd like to meet with you againand take you through these two
additional steps." In otherwords, use curiosity to your
(15:37):
advantage, and it pulls peopleback into the conversation,
perhaps uncovers some hiddenagenda or objection, or whatever
the case might be some, let'scall it stumbling block that you
can then overcome by doing whatby getting on their side of the
table, put your arm around andsay I've identified some
additional steps that I believewe can take on your behalf three
(15:58):
most powerful words on yourbehalf. And how we can because
we have people all the time. Andinterns of the people who've
said I want to know what they'regonna do on my behalf, but
they're going to do on mybehalf, what they're gonna do on
my behalf. So I'm looking at ascorecard. And I'm like, holy
moly, you've made 100 calls and28 people who said something
like my behalf my behalf on mybehalf did for me different.
(16:19):
Let's put that into the coachingand consulting. But let's see
how that works out. Well, Imean, the number it was
startling, just starting, thatit's almost a sense of
subliminal obligation thatpeople well, you did this on my
behalf. Well, okay, let me getright over here. Find out about
that.
Matt Wolach (16:37):
I love it. And I'm a big believer in words as well.
There are specific words withina software sales process that if
you say them, it's going to killthe deal and specific things
that you can do that actuallyaccelerate the deal. And, and
you're teaching me a lot ofawesome stuff. I've never used
that on my behalf before, but itdefinitely sounds like a good
way. When you talk aboutfollowing up one of the least
favorite things I see that I seepeople following up with is I
(17:00):
just wanted to check in. Andyou're and you're right, like
what is that? First of all, theydon't care what you want. It
doesn't matter what you want youjust saying that makes you sound
stupid and salesy and to checkin? Like, what is that? What
does that what does that mean?
You're right, like, why didn'tyou buy my thing yet? It's, it's
ridiculous.
Richard Weylman (17:14):
It's ridiculous. Well, I made it
many, many years ago, I calledthe CEO and I said, I'm just
calling to touch base. He said,Excuse me, I said, I'm calling
to touch base. He said, Great,I'm on home plate and you're
out, he hung up on me. That'swhen I realized, you know,
chickened out and follow up andknow what we're going to do is
we always want to call with theidea that we're going to advance
the relationship doesn't have tobe advanced the sale, it's great
(17:37):
answer relationship. That's whyall of you out there, I'm sure
have a CRM, customerrelationship manager is
something it's called. In ourorganization, and all the firms
we work with around the world,the first thing we do is get
them to understand it. Yeah,it's a CRM, maybe it's
Salesforce, whatever it is. Butyou really need to build it out
as a CXM. Customer ExperienceManager, instead of fields for
(18:00):
things like where do the kids goto school? And what do they do?
And what are they interested in?
Do they drink wine? If you do,if you're going to do take them
to the ballgame and drink beeror wine? What's the case? Or
maybe they don't drink at all.
So don't invite them to a winetasting as an example. This
happens all the time in businessso take your CRM and turn it
into a CxM you'll get a lot morebusiness that way. Is that
(18:23):
helpful?
Matt Wolach (18:24):
Yeah, oh, it's absolutely helpful. I think
that's just that's kind of oneof my big philosophies is
instead of trying to sell try tohelp, and that's the thing, if
you can get an understanding oftheir experience, and and when
what I'm what I'm gleaning fromthis, Richard is, so much of
what you teach, you've learnedby asking the questions and
learning from the people is,hey, what would you rather have
(18:45):
on the email? How would thisrather be and I teach this all
the time, you have to know yourmarket, understand the people
you're selling to learn fromthem have as many conversations
as you can so that, you know thebest way to approach them and
speak with them and the lingoand, and what's going to
actually work instead of thethings that people have tried
before that don't work
Richard Weylman (19:04):
exactly spot on the screws Matt. And then you
can say, when you mention afeature or an attribute of your
product or use, let's say you'reselling a software program.
Great. Well, people love to talkabout the feature benefit
feature benefit, people don'tbuy either one, but they buy is
that in the middle what it meansto them. So if you say, you
know, the great thing about thisparticular software program is
(19:25):
it's really maintenance free, wedo updates overnight. And it
really works for you on a longterm basis. And the nice thing
is you can have multiple users,and it's really great. But let
me tell you what that means.
That means you can have the samepeople on the same interface
doing the same thing at the sametime with no downtime on the
server. And the benefit to youis that you're going to be able
to scale efficiency andeffectiveness in your business.
But what did they buy there? Nodowntime. So I often speak for
some nonprofits that you know, Itry to help them when I can and
(19:53):
they always want to raise moneyand I always ask them raising
money so that you Like, what doyou mean? I said, so that? What
do you mean? I said, when youraise money, you raise money so
that something happens. I had achurch in Atlanta wanted to
build a pay off their debt. AndI kept asking him, so what do
you wanna do? Well, we want topay off the debt. So that what?
So we're debt free. No. Why doyou want to? Well, we want to
(20:15):
raise, we want to pay off thedebt so we can build another
building. I said, so you want tohave that so you can get some
more debt? Is that kind of theplan here? They were like, Well,
we hope not. I said, Why don'twe change it? Why don't we have
a plan called Let us rise up andbuild so that we can pay off the
debt and build the school wewant to build. Three and a half
years raise $30 million. Sothat.
(20:39):
so
Matt Wolach (20:40):
It's the same philosophy, I actually call it
the so what test. So when you'reselling a software, just like
you had said, when this happensall the time when I'm reviewing
demos of sales reps, and they gothrough and they say, Oh, here's
this really cool report that hasthis and this. And my thing is,
it's a so what test if you cansay, so what after that, then
you're not done. You have tocontinue to get them to the
(21:03):
results, just like you said, andso, so many times, they'll say
something, and I think we'revery similar, Richard, I'll just
be like, so what? What do youmean, they're kind of thrown
off? But so what does that mean?
You have to get them to thatfinal result.
Richard Weylman (21:16):
Right? Here's the double down rollover feature
that gives you a doublereporting. So wonderful,
fantastic comes up on yourscreen, and it's great. But so
what? my question is, am I goingto know how much I sold last
month? Well, you can but youknow, that's a little tricky. .
Matt Wolach (21:30):
That's fantastic.
Well, this is really awesome.
Unfortunately, we're running outof time here, Richard, just one
last parting shot. What advicewould you have for software
leaders who are trying to growtheir business trying to make
sure they build a strongfoundation of great customers?
What would you share with them?
Richard Weylman (21:46):
Focus on the experience that people are going
to have and really build aculture, where you care about
people, when you're thoughtful,where you're kind and you're
empathetic, and use curiosity,reach out to your customers find
out what works for them, whenthey buy, if I buy software
today, a year from now, I shouldget something from you, a thank
you note for another year ofsatisfied or delighted advocate,
(22:09):
your whole objective, your wholeobjective is to build a
portfolio of great memories withyour customer base. So they
become ambassadors for yourbrand in the marketplace. And
that starts with understandingthat the experience they have
starts with you, customers aregoing to have an experience.
(22:29):
You're the one that decides whatit's going to be. And then the
rest of the organization ismobilized to make that, if you
will, vision, a reality. Thinkabout Amazon, I talked to
Bezo's, way back when he sat ina little room in Seattle, but
that pasted on the wall. Andwhat did it say? I want to build
(22:50):
the most customer centriccompany in the world on a piece
of scrap paper. And guess what?
They pretty much done a decentjob of it. But he stayed true to
the vision that matter whetheryou agree with it doesn't
matter. It is whether it's Chickfil A same thing. Truett Kathy
was a great friend of mine. Andhe always said to me Richard out
that he was a founder, he died acouple of years ago skin cancer.
He said Richard always wanted itfor my team never to forget,
(23:11):
we're not, we're not in achicken sandwich business. We're
in the people business. Folks,if you're in a software
business, what you need to be isin the people business, the
users experience business. Andif you do that, you're gonna win
market share. And moreimportantly, you're gonna build
a business of distinction. Thankyou.
Matt Wolach (23:31):
That's brilliant.
We're gonna make that a big timequote right there. You're not in
the software business. You're inthe people business. That's
fantastic. And this has been alot of fun. Richard, thank you
for coming on and sharing this.
I've learned a lot I'm sure theaudience has as well. He's
Richard Weylman, and he is theauthor of 100 proven ways to
acquire and keep clients forlife, Richard, where by the time
this releases people, the bookwill be out. So where can people
(23:53):
find the book?
Richard Weylman (23:55):
They can find it on any of your best
bookstores, from Barnes andNoble igloo, all of them. And of
course, Amazon is carrying thebook as well. You can go to my
website, Richard Weylman,WEYLMAN. RichardWeylman.com. And
you can order through there.
There's also tools, when you buythe book, make sure you go to
(24:17):
the website, it's referenced inthe book, I put a whole set of
tools in there to help youimplement the entire book and
they're all free. Just go in andjust go and use it. I just want
you to get better and I want youto win more business so you can
impact the lives of people in apositive way. So
RichardWeylman.com are onAmazon, Barnes and Noble. Any
other major book outletscarrying the book, thank you.
Matt Wolach (24:40):
Fantastic. Okay, we'll put all that in the show
notes. So if you're listening,go grab that right there. Grab
the book. It's going to beamazing. I can't wait to read it
myself. Richard, thank you somuch for coming on the show and
sharing with us.
Richard Weylman (24:50):
Thank you. It's been a real pleasure to be with
you, Matt.
Matt Wolach (24:53):
Absolutely. A pleasure is mine as well. So
everybody out there. Thank youfor being here. Also, again,
make sure you're subscribed tothe show. That was something
incredible stuff that Richardjust sharedatt with us absolute
gold that he's given to some ofhis really high paying fortune
500 clients, you're gonna wantto make sure that you subscribe
so you don't miss out on anybodyelse coming up in the next few
weeks. We've got other greatguests, and then you'll be able
(25:14):
to get all this gold all thetime. Thank you for being here
and we'll see you next time.
Take care
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
24/7 News: The Latest
The latest news in 4 minutes updated every hour, every day.
Therapy Gecko
An unlicensed lizard psychologist travels the universe talking to strangers about absolutely nothing. TO CALL THE GECKO: follow me on https://www.twitch.tv/lyleforever to get a notification for when I am taking calls. I am usually live Mondays, Wednesdays, and Fridays but lately a lot of other times too. I am a gecko.