June 6, 2020 • 21 mins
“My #1 tip is to have a plan, which sounds complex for people, but quite literally just asking a couple of questions, like when do I want to retire, what would that look like, how can I possibly get there. If you simplify your questions, it doesn’t have to be so overwhelming. And the more that you can simplify what you’re looking for, the more your financial professional can actually help you.” - JM Ryerson
In this episode of GET READY!, I spoke with JM Ryerson who is the co-founder and CEO of Let’s Go Win. JM and I discussed best practices for increasing leadership, enhancing team culture and helping teams achieve peak performance. We also covered the importance of courage in standing for your values, building a foundation on fun and how to transcend boundaries & beliefs.
Bio: JM is an entrepreneur and Mental Performance Coach who has been building companies and leading sales teams for over 20 years. JM is the co-founder and CEO of Let's Go Win whose mission is to increase leadership, enhance culture and help teams achieve peak performance.
The Get Ready Money Podcast and its guests do not provide investment advice. All content is for educational purposes. Guest opinions do not necessarily reflect the opinions of The Get Ready Money Podcast and Tony Steuer.
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Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:11):
Welcome to the get ready podcast in partnership
Speaker 2 (00:14):
With insurance nerds today, I'm pleased to be joined
by Jim Ryerson.
Good morning, Jim.
Speaker 3 (00:20):
Good morning, Tony.
Thanks for having me brother.
How are you?
Speaker 2 (00:22):
I'm doing well.
Thank you so much for joiningme.
Um, so today we'll be discussingbest practices in leadership and
teamwork.
We'll also discuss theimportance of courage and
standing for your values.
Building a foundation on fun andhow to transcend boundaries and
beliefs a little bit about Jim.
Jim is an entrepreneur andmental performance coach who has
(00:45):
been building companies andleading sales teams for over 20
years.
Jim is a co-founder and CEO oflet's go win.
Whose mission is to increaseleadership, enhance culture and
help teams achieve peakperformance.
Jim is also the author of let'sgo win in managing vice
president for appreciationfinancial.
(01:06):
So jam let's get started.
Um, do you want to tell us alittle bit about what you do?
Speaker 3 (01:12):
Sure.
You know, I, for years I've beenin the financial industry, uh,
three companies now that I'vebeen a part of or, you know, uh,
building in some regard.
So, uh, most recently, and overthe last six years has been
appreciation financial and it'sawesome, man.
I mean work with, uh, we call itour AAF family and, and it's
(01:33):
really unique that one of ourvalues is love.
And truly we have, uh, anenvironment where we'd love to
be around one.
Another going to work every dayis truly a blessing and we have
a great time.
So that's been, maybe one of thebiggest challenges in this time
is not being able to be aroundour culture and be a part of our
(01:55):
family that we, we get to on adaily basis.
So anyway, yeah, man, it's, uh,financial services has been
amazing for my family and formany other families that I been
fortunate to support along theway.
So, uh, I, anything I can do to,to help anyone else that's
that's I like to give backbecause it's given so much to
(02:16):
me.
Speaker 2 (02:17):
Fantastic.
It's um, that's such a greatconcept to build it around a
value rather than a product, youknow, which is pretty rare for
the financial services industry.
Unfortunately.
So I love that.
You're values-based uh, so, uh,do you want to tell us a little
bit about what let's go when is
Speaker 3 (02:37):
Yeah, let's go win, uh, is a new company that I
started and it's, it's all abouthelping people live their best
lives.
So, uh, transcend in life is thetagline that that word transcend
is really important to me.
And it's one that not everybodyeven knows what that means and
it's really to rise above and,and to what I believe is to
(03:02):
overcome self limiting beliefs.
So our mission is, is toincrease leadership, enhance
culture, and, uh, to help peopleovercome self-limiting beliefs.
And it's fun.
I love it.
It's a lot of the coaching I'vedone for the last, you know, 20
some odd years, but 16 years infinancial services.
And, and I, it's what we talkabout.
(03:24):
And so let's go, when was, uh,the book was actually put
together for my kids.
It was how I initially started.
I have two boys and I alwayssaid, if I died tomorrow in a
plane crash or whatever, Iwanted my kids to know the
philosophies of my parents, mygrandparents, the authors and
mentors I've had.
(03:45):
And so, and as I did thatprocess, I had a gal say you're
awfully selfish.
And I said, wow, I don't thinkof myself that way.
She goes, if you only share thiswith your boys, that's selfish.
And so that's where we decidedto publish the book.
And so far had a lot of peoplethat seem to get some nuggets
out of it, which is my hope ifit helps anybody.
(04:08):
Yeah.
That's, that's our hope becauseit's supposed to be a fun, easy
to read, uh, thing, you know,book that you could do on a
plane ride in three hours, youshould be able to accomplish.
Speaker 2 (04:20):
Fantastic.
That's exciting.
And I think that people aresometimes, you know, they're
their own worst enemies whenthey have their beliefs about
what they can achieve.
Uh, so that's great that you'rehelping people see that they can
overcome that.
Um, so what are the core valuesof let's go win?
Speaker 3 (04:41):
Yeah.
Our core values actually alwayshave it on my wrist.
It's courage, fun and transcend.
Those are the three core values.
And one of the things that I've,I always teach people when
they're doing so, anybody thathas their own company for years,
we had six core values and Icould remember five if you asked
me, and then we were so smart,we decided to throw a seventh in
(05:02):
there and I could remember five,maybe six.
And finally, uh, we decided toshorten those.
So every company here forward,or even my family, uh, it's
three values, but specific forlet's go when it's courage, fun,
transcend.
And that's really what, youknow, we hope to embody every
single day to have courage, toshow up as our best selves, have
(05:25):
a great time doing it andultimately to overcome whatever
self-limiting beliefs we mayhave.
Um, cause some of these are hardwires that were kind of put into
us before we ever had a choice.
And uh, so that's some of thestuff we'd like to help.
Speaker 2 (05:41):
Oh, fantastic.
And I love the fun is a big partof it is because you have to
enjoy life, uh, you know, nomatter what it throws at you,
and this is definitely ainteresting time as they say,
uh, there we're going through.
Um, so you know, how can, um,other people apply the Wesco
(06:01):
wind concepts into theirprofessional lives?
Speaker 3 (06:05):
So a big part of the book really talks about
work-life balance about how toevery chapter has applicable
lessons, where it's like, youknow, you should be able to take
away two or three things thatyou can go apply right now.
It's not just some, you know,philosophy sitting back from an
(06:26):
armchair quarterback.
Now these are real life thingsthat you can actually apply, um,
whether it be in your home or inwork.
Because one of the things, uh,that I think is so important, if
your home life is all messed up,or let's say your health is, is
not well, how could I ask you toperform in your day-to-day job?
It's, it's really challenging.
(06:48):
So in my opinion, the,everything is a big circle that
is tied to one another.
And so whether that's yourenergy or your hobby, your
personal life, your intimaterelationships, all of that will
show up in your work.
And so instead of labelingsomebody as being lazy or
incompetent or whatever, it'slike, no, maybe they have a sick
(07:10):
child at home or they just can'tpay their bills.
And so that's a big part of whatI like to look at is it's the,
the totality of the person sothat they can show up their very
best in work as a parent, um,you know, whatever the case may
be.
But so we look at that andthere's a, uh, exercise, very
(07:33):
simple to do that.
I ask all my guys to do monthly,like check in on these things,
where are you at in these 10areas?
Because if one's out ofalignment, it's really hard to
be your best.
Speaker 2 (07:46):
Definitely.
Well, and that's great.
I think that is something that'smissed is one thing it does
impact you.
Can't separate out, you know,something has happened at home.
Uh, that is negative.
It's going to impact how youperform at least in the morning
until the next thing happensthat, you know, we do reflect
(08:10):
those things.
Um, so, you know, one thing thatcame to mind for me is that in
looking at doing a financialproduct or service, I think that
something that people miss islooking at the bigger picture,
uh, do you see that people canapply those principles to taking
(08:30):
look at a person's overallfinancial life and what their
balance should be.
And maybe that's somethingthat's been missed?
Speaker 3 (08:39):
Uh, 100%, I think specific with financial services
a long time ago, or peopleforgot.
This is a connection thing.
It is not a numbers.
It's not a product.
Look, people are buying you andwhat you for.
And if you genuinely do careabout this other person that
(09:00):
you're helping across the table,the more you end chapter one is
all about being vulnerable andbeing 100% yourself.
So as I'm showing up today, youknow, I w I'm giving everything
to this podcast to Tony and, andI want to give everything I can.
That's how I hope everyone showsup in every single appointment
with their clients to give themeverything that they have and
(09:24):
not look at them as a number ora commission.
No, this is somebody's life.
You want to take it seriously?
You want to ask the rightquestion.
So what I've always asked myguys to do is look guys and
gals.
When you talk to somebody inyour first appointment, or I
always treat them like mymother, it's like, I want
(09:44):
everyone to be treating theirclients as their mother.
And what I mean by that isasking the hard questions.
If she says no, digging a littledeeper and really asking, what
is the purpose of what we'redoing today?
Why do you want to accomplishthese things?
I think a lot of times, insteadof driving your agenda, it's
asked more questions about whattheir goals are and then Jen
(10:07):
genuinely care about the resultand what you're going to provide
for them.
Speaker 2 (10:13):
Fantastic.
Well, you know, I think thatplays into the word courage is
that so often I think, uh,people in the financial services
industry oftentimes fall intothat, you know, the comfort of
whatever their product is ratherthan having the courage to break
(10:34):
out and ask those questions.
I mean, do you feel that that'saccurate, that it takes more
coverage to encouraged to havethat type of approach?
Speaker 3 (10:43):
No question.
You know, I, I would say earlyin my career when I was first
started, I struggled with thatto a degree because I wanted to
look a certain way.
I had to wear the three-piecebutton up.
And again, no offense, anybodythat does that, but it just
wasn't authentic to me.
And it wasn't genuine.
And that comes across withclients.
And so 100% Tony, what you'retalking about, having the
(11:05):
courage to just show up and beyou.
And then if somebody tells youno or whatever, ask the
question, Hey, I want to knowwhy you didn't move forward.
And, and I, so I can help otherpeople.
And if it's me, that helps meknow, so I can show up better
the next time, if you have thecourage to ask some of those
(11:26):
questions.
And by the way, when you offerand give somebody permission to
say, I don't like you, you gotto have the courage to hear that
and say, okay, no problem.
I, and obviously anybody in artfield knows you're going to get
told no way more than yes.
And so it, people that succeedin our field have a lot of
courage to begin with.
There's no question, butspecific to, uh, or really early
(11:49):
in my career, showing upauthentically looking a certain
way, look, be yourself.
That's what people are buying.
That's what they're believingin.
It has nothing to do with someindices or, you know, some
financial portfolio they'rebuying you.
And the more you remember thathave the courage to be yourself,
(12:11):
the better your results aregoing
Speaker 2 (12:14):
Fantastic.
And to flip this around, um, howcan consumers, uh, have the
carriage with financialadvisors?
Because I think, uh, you know,consumers are often intimidated.
Uh, they may feel like theydon't have the knowledge.
They may feel.
Um, you know, sometimes, uh, thefinancial services industry,
(12:37):
people can be a little bitaggressive.
How can that consumer, uh, havecarriage in the process?
Speaker 3 (12:44):
Yeah, again, that would come back to being real
clear on, Hey, I don't know whatyou're talking about, but I want
you to simplify it.
If they had the courage to askus to always simplify the
message I heard, uh, yesterday,somebody say, look there, uh,
with, in regards to a trust, anirrevocable trust, that just
(13:05):
means you, you don't get tochange your mind trust or a
revocable where you get tochange.
And the point was, they made itso simple for the consumer,
because again, they don't knowthis.
I mean, shoot, I've been in thislong and I'm still learning
every single day.
So for a consumer, give them thecourage to say, look, if you
(13:26):
don't understand something,please ask and I will make it as
simple as humanly possiblebecause it can be a scary world.
And then going back to mymother, for example, she doesn't
know those questions to ask.
So you have to make it simpleand say, this is what this
means.
Forget all the acronyms that weuse all the time, make sure
(13:47):
you're making it as simple aspossible, and it'll just make it
so much more comfortable forthem and for you.
Speaker 2 (13:54):
That's great advice.
And I think that's so important,especially when you bring it
back to the example of yourmother is one thing I always
felt is that somebody should beable to walk away and explain it
to somebody else.
What we were talking about, thatthey should have that level of
comprehension, that they couldactually repeat it instead of 20
(14:15):
minutes later going, w what didwe talk about it again?
And then you're in the sameplace.
I'm sure you've experienced that, uh, with clients.
Speaker 3 (14:25):
Well, and with that, Tony, when you do that, I like
the way you say that if they canwalk away, what's what happens
is, guess what?
Then they're going to want totell their friends and people
that they care about because youdid make it such a pleasurable
experience.
You didn't make it like a magicshow where you're looking over
here and, you know, no, make itso simple that they say you have
(14:49):
to meet my mom, my dad, mysister, my brother, and my, you
know, their, their whole list ofclients.
And by the way, that's alwaysbeen the best way to build your
business and the highest returnon your investment.
So if you can do that, you canmake it so simple.
They're going to want to say,you know what?
You have to meet Tony.
He's awesome.
(15:09):
He made it so easy and socomfortable.
And I imagine that's how youbuilt your business, Tony.
It's just, that's, that's howwe've always built ours.
And, and it's so much easierthan, you know, trying to,
again, sound really smart orknow you're connecting with the
human being.
Remember that it's not about theproduct.
Speaker 2 (15:30):
Ah, I love that.
And I think you hit on such akey point is it's a much easier
way to do business.
Uh, just being on that samelevel as people.
And, you know, would you put theword fun in there that you can
even have fun with that processby connecting with people on
that level?
Speaker 3 (15:48):
Well, I don't like to do anything.
That's not fun.
So, um, yes, 100%.
And, and if you let them know,because look insurance
investments at no point, doesthat sound fun?
Right?
It's just like you say, the wordinsurance and people literally
will grown.
And, um, so yeah, you have tobring that to the table and say,
(16:10):
look, we're going to have a goodtime today.
We're going to make sure you'retaken care of that's.
Those are all positives.
Yes.
Death is inevitable.
It's going to happen.
So why do we pretend that it'ssuch a tragic thing?
Yes, it's awful if you'd passaway, but I'm going to make sure
that if in that event, yourfamily is taken care of.
(16:31):
It may not be a fun experiencetalking about it, but I'll tell
you what, if you're notprepared, it's really not a fun
experience.
So, you know, everything youbring to the table, if you bring
fun, they're going to have agood time too.
Speaker 2 (16:46):
Definitely.
And I think you hit on that, uh,with your earlier point as well,
is that you're more likely tohave a satisfied customer who
will be a longtime customer, andyou're more likely to have a
customer who's going to make theintroduction to other potential
clients if they walk away with apositive feeling.
Uh, so one of the things youmentioned is live your best
(17:08):
life.
Uh, w what does that mean toyou?
Speaker 3 (17:12):
Yeah, it's a great question.
Lifting your best life to me istruly adhering to whatever is
important to, to your values.
So I talk about masks in thebook and early in life, we all
start putting a mask on.
So we fit in those masks getheavy, and you don't, it's not
fun.
It's so freeing.
(17:33):
And I talk about the naked oldguy in the gym in the last
chapter.
I think it is, but it's like howfreeing that is to be able to be
yourself and, and justcompletely be free from any
expectations or, um, I don'tknow, again, trying to look a
certain way to me living yourbest life is living
(17:56):
authentically and, and fun.
Fun is literally all thecompanies I've ever been a part
of fun is always a part of that.
So my family values at home fundis one appreciation fund is one,
and let's go win fun is in allthree.
And so to me, we're not on thisearth that long, why drag
(18:17):
through it, let's have a greattime.
So being authentic, having funevery single day, that's living
your best life in, in myopinion.
Speaker 2 (18:26):
Fantastic.
I love that answer.
Um, so, uh, to start to wrap up,uh, what's your number one tip,
uh, for consumers on beingfinancially prepared, if you
could tell them one thing to
Speaker 3 (18:39):
Consumers specifically is, is to have a
plan, which I know sounds, uh,complex for people, but quite
literally just asking a coupleof questions, like when do I
want to retire?
What would that look like?
How can I possibly get there?
If you simplify your questions,it doesn't have to be so
(19:02):
overwhelming.
And the more that you cansimplify what you're looking
for, the more that yourfinancial advisor, your
financial professional canactually help you, but if you're
playing shadow games or hidingwhat you may have, which all of
us that have dealt with clientsknow, that's a thing.
(19:22):
Um, it's really hard to helppeople.
So if I were to talk toconsumers, I would just tell
them, be extremely open withwhat your goals are, what your
dreams are, what are youraspirations, so that they can
truly put you in, in the bestplace to, uh, succeed.
Speaker 2 (19:42):
I think that's wonderful advice is because it's
hard for an advisor to match up,uh, the right product or
service.
If they don't really know whatyou're looking for, because then
they're gonna fall back in thattrack of just offering whatever
product they're thinking of,rather than the product that
fits.
I love that.
(20:03):
So, um, jam, uh, where canpeople learn more about you?
Speaker 3 (20:08):
You can go to, let's go www dot let's go win.com uh,
uh, appreciation financial aswell.
Yeah.
If you wanted to know, uh, thebook is available on Amazon.
I think again, it's 169 pages.
I should know that off the topof my head.
I know, but it's a shorter book,but it's condensed version of
(20:31):
all of my philosophy.
So if you wanted to know aboutwhat I was thinking, uh, you
could certainly grab the bookand then yeah, let's go win.com.
You can reach out to me.
Um, I'm available on Instagram,Facebook and LinkedIn.
Well, great.
Speaker 2 (20:48):
And I'll post all that, uh, the links in the show
notes.
So people will easily be able toreach out and, uh, follow what
you're up to.
Uh, so Jim, uh, thanks forcoming on today.
It's been a real pleasure.
Speaker 3 (21:01):
Oh brother.
Thank you so much for having me.
I really appreciate it, Tony.
And, uh, thanks for what you'redoing with your community.
It's awesome.
Speaker 2 (21:08):
You as well.
Uh, thank you until next time.
Uh, please remember to subscribeto the, get ready with Tony
Stewart, uh, podcast and, uh,see you next time.
Welcome to the get ready podcast in partnership
Speaker 2 (00:14):
With insurance nerds today, I'm pleased to be joined
by Jim Ryerson.
Good morning, Jim.
Speaker 3 (00:20):
Good morning, Tony.
Thanks for having me brother.
How are you?
Speaker 2 (00:22):
I'm doing well.
Thank you so much for joiningme.
Um, so today we'll be discussingbest practices in leadership and
teamwork.
We'll also discuss theimportance of courage and
standing for your values.
Building a foundation on fun andhow to transcend boundaries and
beliefs a little bit about Jim.
Jim is an entrepreneur andmental performance coach who has
(00:45):
been building companies andleading sales teams for over 20
years.
Jim is a co-founder and CEO oflet's go win.
Whose mission is to increaseleadership, enhance culture and
help teams achieve peakperformance.
Jim is also the author of let'sgo win in managing vice
president for appreciationfinancial.
(01:06):
So jam let's get started.
Um, do you want to tell us alittle bit about what you do?
Speaker 3 (01:12):
Sure.
You know, I, for years I've beenin the financial industry, uh,
three companies now that I'vebeen a part of or, you know, uh,
building in some regard.
So, uh, most recently, and overthe last six years has been
appreciation financial and it'sawesome, man.
I mean work with, uh, we call itour AAF family and, and it's
(01:33):
really unique that one of ourvalues is love.
And truly we have, uh, anenvironment where we'd love to
be around one.
Another going to work every dayis truly a blessing and we have
a great time.
So that's been, maybe one of thebiggest challenges in this time
is not being able to be aroundour culture and be a part of our
(01:55):
family that we, we get to on adaily basis.
So anyway, yeah, man, it's, uh,financial services has been
amazing for my family and formany other families that I been
fortunate to support along theway.
So, uh, I, anything I can do to,to help anyone else that's
that's I like to give backbecause it's given so much to
(02:16):
me.
Speaker 2 (02:17):
Fantastic.
It's um, that's such a greatconcept to build it around a
value rather than a product, youknow, which is pretty rare for
the financial services industry.
Unfortunately.
So I love that.
You're values-based uh, so, uh,do you want to tell us a little
bit about what let's go when is
Speaker 3 (02:37):
Yeah, let's go win, uh, is a new company that I
started and it's, it's all abouthelping people live their best
lives.
So, uh, transcend in life is thetagline that that word transcend
is really important to me.
And it's one that not everybodyeven knows what that means and
it's really to rise above and,and to what I believe is to
(03:02):
overcome self limiting beliefs.
So our mission is, is toincrease leadership, enhance
culture, and, uh, to help peopleovercome self-limiting beliefs.
And it's fun.
I love it.
It's a lot of the coaching I'vedone for the last, you know, 20
some odd years, but 16 years infinancial services.
And, and I, it's what we talkabout.
(03:24):
And so let's go, when was, uh,the book was actually put
together for my kids.
It was how I initially started.
I have two boys and I alwayssaid, if I died tomorrow in a
plane crash or whatever, Iwanted my kids to know the
philosophies of my parents, mygrandparents, the authors and
mentors I've had.
(03:45):
And so, and as I did thatprocess, I had a gal say you're
awfully selfish.
And I said, wow, I don't thinkof myself that way.
She goes, if you only share thiswith your boys, that's selfish.
And so that's where we decidedto publish the book.
And so far had a lot of peoplethat seem to get some nuggets
out of it, which is my hope ifit helps anybody.
(04:08):
Yeah.
That's, that's our hope becauseit's supposed to be a fun, easy
to read, uh, thing, you know,book that you could do on a
plane ride in three hours, youshould be able to accomplish.
Speaker 2 (04:20):
Fantastic.
That's exciting.
And I think that people aresometimes, you know, they're
their own worst enemies whenthey have their beliefs about
what they can achieve.
Uh, so that's great that you'rehelping people see that they can
overcome that.
Um, so what are the core valuesof let's go win?
Speaker 3 (04:41):
Yeah.
Our core values actually alwayshave it on my wrist.
It's courage, fun and transcend.
Those are the three core values.
And one of the things that I've,I always teach people when
they're doing so, anybody thathas their own company for years,
we had six core values and Icould remember five if you asked
me, and then we were so smart,we decided to throw a seventh in
(05:02):
there and I could remember five,maybe six.
And finally, uh, we decided toshorten those.
So every company here forward,or even my family, uh, it's
three values, but specific forlet's go when it's courage, fun,
transcend.
And that's really what, youknow, we hope to embody every
single day to have courage, toshow up as our best selves, have
(05:25):
a great time doing it andultimately to overcome whatever
self-limiting beliefs we mayhave.
Um, cause some of these are hardwires that were kind of put into
us before we ever had a choice.
And uh, so that's some of thestuff we'd like to help.
Speaker 2 (05:41):
Oh, fantastic.
And I love the fun is a big partof it is because you have to
enjoy life, uh, you know, nomatter what it throws at you,
and this is definitely ainteresting time as they say,
uh, there we're going through.
Um, so you know, how can, um,other people apply the Wesco
(06:01):
wind concepts into theirprofessional lives?
Speaker 3 (06:05):
So a big part of the book really talks about
work-life balance about how toevery chapter has applicable
lessons, where it's like, youknow, you should be able to take
away two or three things thatyou can go apply right now.
It's not just some, you know,philosophy sitting back from an
(06:26):
armchair quarterback.
Now these are real life thingsthat you can actually apply, um,
whether it be in your home or inwork.
Because one of the things, uh,that I think is so important, if
your home life is all messed up,or let's say your health is, is
not well, how could I ask you toperform in your day-to-day job?
It's, it's really challenging.
(06:48):
So in my opinion, the,everything is a big circle that
is tied to one another.
And so whether that's yourenergy or your hobby, your
personal life, your intimaterelationships, all of that will
show up in your work.
And so instead of labelingsomebody as being lazy or
incompetent or whatever, it'slike, no, maybe they have a sick
(07:10):
child at home or they just can'tpay their bills.
And so that's a big part of whatI like to look at is it's the,
the totality of the person sothat they can show up their very
best in work as a parent, um,you know, whatever the case may
be.
But so we look at that andthere's a, uh, exercise, very
(07:33):
simple to do that.
I ask all my guys to do monthly,like check in on these things,
where are you at in these 10areas?
Because if one's out ofalignment, it's really hard to
be your best.
Speaker 2 (07:46):
Definitely.
Well, and that's great.
I think that is something that'smissed is one thing it does
impact you.
Can't separate out, you know,something has happened at home.
Uh, that is negative.
It's going to impact how youperform at least in the morning
until the next thing happensthat, you know, we do reflect
(08:10):
those things.
Um, so, you know, one thing thatcame to mind for me is that in
looking at doing a financialproduct or service, I think that
something that people miss islooking at the bigger picture,
uh, do you see that people canapply those principles to taking
(08:30):
look at a person's overallfinancial life and what their
balance should be.
And maybe that's somethingthat's been missed?
Speaker 3 (08:39):
Uh, 100%, I think specific with financial services
a long time ago, or peopleforgot.
This is a connection thing.
It is not a numbers.
It's not a product.
Look, people are buying you andwhat you for.
And if you genuinely do careabout this other person that
(09:00):
you're helping across the table,the more you end chapter one is
all about being vulnerable andbeing 100% yourself.
So as I'm showing up today, youknow, I w I'm giving everything
to this podcast to Tony and, andI want to give everything I can.
That's how I hope everyone showsup in every single appointment
with their clients to give themeverything that they have and
(09:24):
not look at them as a number ora commission.
No, this is somebody's life.
You want to take it seriously?
You want to ask the rightquestion.
So what I've always asked myguys to do is look guys and
gals.
When you talk to somebody inyour first appointment, or I
always treat them like mymother, it's like, I want
(09:44):
everyone to be treating theirclients as their mother.
And what I mean by that isasking the hard questions.
If she says no, digging a littledeeper and really asking, what
is the purpose of what we'redoing today?
Why do you want to accomplishthese things?
I think a lot of times, insteadof driving your agenda, it's
asked more questions about whattheir goals are and then Jen
(10:07):
genuinely care about the resultand what you're going to provide
for them.
Speaker 2 (10:13):
Fantastic.
Well, you know, I think thatplays into the word courage is
that so often I think, uh,people in the financial services
industry oftentimes fall intothat, you know, the comfort of
whatever their product is ratherthan having the courage to break
(10:34):
out and ask those questions.
I mean, do you feel that that'saccurate, that it takes more
coverage to encouraged to havethat type of approach?
Speaker 3 (10:43):
No question.
You know, I, I would say earlyin my career when I was first
started, I struggled with thatto a degree because I wanted to
look a certain way.
I had to wear the three-piecebutton up.
And again, no offense, anybodythat does that, but it just
wasn't authentic to me.
And it wasn't genuine.
And that comes across withclients.
And so 100% Tony, what you'retalking about, having the
(11:05):
courage to just show up and beyou.
And then if somebody tells youno or whatever, ask the
question, Hey, I want to knowwhy you didn't move forward.
And, and I, so I can help otherpeople.
And if it's me, that helps meknow, so I can show up better
the next time, if you have thecourage to ask some of those
(11:26):
questions.
And by the way, when you offerand give somebody permission to
say, I don't like you, you gotto have the courage to hear that
and say, okay, no problem.
I, and obviously anybody in artfield knows you're going to get
told no way more than yes.
And so it, people that succeedin our field have a lot of
courage to begin with.
There's no question, butspecific to, uh, or really early
(11:49):
in my career, showing upauthentically looking a certain
way, look, be yourself.
That's what people are buying.
That's what they're believingin.
It has nothing to do with someindices or, you know, some
financial portfolio they'rebuying you.
And the more you remember thathave the courage to be yourself,
(12:11):
the better your results aregoing
Speaker 2 (12:14):
Fantastic.
And to flip this around, um, howcan consumers, uh, have the
carriage with financialadvisors?
Because I think, uh, you know,consumers are often intimidated.
Uh, they may feel like theydon't have the knowledge.
They may feel.
Um, you know, sometimes, uh, thefinancial services industry,
(12:37):
people can be a little bitaggressive.
How can that consumer, uh, havecarriage in the process?
Speaker 3 (12:44):
Yeah, again, that would come back to being real
clear on, Hey, I don't know whatyou're talking about, but I want
you to simplify it.
If they had the courage to askus to always simplify the
message I heard, uh, yesterday,somebody say, look there, uh,
with, in regards to a trust, anirrevocable trust, that just
(13:05):
means you, you don't get tochange your mind trust or a
revocable where you get tochange.
And the point was, they made itso simple for the consumer,
because again, they don't knowthis.
I mean, shoot, I've been in thislong and I'm still learning
every single day.
So for a consumer, give them thecourage to say, look, if you
(13:26):
don't understand something,please ask and I will make it as
simple as humanly possiblebecause it can be a scary world.
And then going back to mymother, for example, she doesn't
know those questions to ask.
So you have to make it simpleand say, this is what this
means.
Forget all the acronyms that weuse all the time, make sure
(13:47):
you're making it as simple aspossible, and it'll just make it
so much more comfortable forthem and for you.
Speaker 2 (13:54):
That's great advice.
And I think that's so important,especially when you bring it
back to the example of yourmother is one thing I always
felt is that somebody should beable to walk away and explain it
to somebody else.
What we were talking about, thatthey should have that level of
comprehension, that they couldactually repeat it instead of 20
(14:15):
minutes later going, w what didwe talk about it again?
And then you're in the sameplace.
I'm sure you've experienced that, uh, with clients.
Speaker 3 (14:25):
Well, and with that, Tony, when you do that, I like
the way you say that if they canwalk away, what's what happens
is, guess what?
Then they're going to want totell their friends and people
that they care about because youdid make it such a pleasurable
experience.
You didn't make it like a magicshow where you're looking over
here and, you know, no, make itso simple that they say you have
(14:49):
to meet my mom, my dad, mysister, my brother, and my, you
know, their, their whole list ofclients.
And by the way, that's alwaysbeen the best way to build your
business and the highest returnon your investment.
So if you can do that, you canmake it so simple.
They're going to want to say,you know what?
You have to meet Tony.
He's awesome.
(15:09):
He made it so easy and socomfortable.
And I imagine that's how youbuilt your business, Tony.
It's just, that's, that's howwe've always built ours.
And, and it's so much easierthan, you know, trying to,
again, sound really smart orknow you're connecting with the
human being.
Remember that it's not about theproduct.
Speaker 2 (15:30):
Ah, I love that.
And I think you hit on such akey point is it's a much easier
way to do business.
Uh, just being on that samelevel as people.
And, you know, would you put theword fun in there that you can
even have fun with that processby connecting with people on
that level?
Speaker 3 (15:48):
Well, I don't like to do anything.
That's not fun.
So, um, yes, 100%.
And, and if you let them know,because look insurance
investments at no point, doesthat sound fun?
Right?
It's just like you say, the wordinsurance and people literally
will grown.
And, um, so yeah, you have tobring that to the table and say,
(16:10):
look, we're going to have a goodtime today.
We're going to make sure you'retaken care of that's.
Those are all positives.
Yes.
Death is inevitable.
It's going to happen.
So why do we pretend that it'ssuch a tragic thing?
Yes, it's awful if you'd passaway, but I'm going to make sure
that if in that event, yourfamily is taken care of.
(16:31):
It may not be a fun experiencetalking about it, but I'll tell
you what, if you're notprepared, it's really not a fun
experience.
So, you know, everything youbring to the table, if you bring
fun, they're going to have agood time too.
Speaker 2 (16:46):
Definitely.
And I think you hit on that, uh,with your earlier point as well,
is that you're more likely tohave a satisfied customer who
will be a longtime customer, andyou're more likely to have a
customer who's going to make theintroduction to other potential
clients if they walk away with apositive feeling.
Uh, so one of the things youmentioned is live your best
(17:08):
life.
Uh, w what does that mean toyou?
Speaker 3 (17:12):
Yeah, it's a great question.
Lifting your best life to me istruly adhering to whatever is
important to, to your values.
So I talk about masks in thebook and early in life, we all
start putting a mask on.
So we fit in those masks getheavy, and you don't, it's not
fun.
It's so freeing.
(17:33):
And I talk about the naked oldguy in the gym in the last
chapter.
I think it is, but it's like howfreeing that is to be able to be
yourself and, and justcompletely be free from any
expectations or, um, I don'tknow, again, trying to look a
certain way to me living yourbest life is living
(17:56):
authentically and, and fun.
Fun is literally all thecompanies I've ever been a part
of fun is always a part of that.
So my family values at home fundis one appreciation fund is one,
and let's go win fun is in allthree.
And so to me, we're not on thisearth that long, why drag
(18:17):
through it, let's have a greattime.
So being authentic, having funevery single day, that's living
your best life in, in myopinion.
Speaker 2 (18:26):
Fantastic.
I love that answer.
Um, so, uh, to start to wrap up,uh, what's your number one tip,
uh, for consumers on beingfinancially prepared, if you
could tell them one thing to
Speaker 3 (18:39):
Consumers specifically is, is to have a
plan, which I know sounds, uh,complex for people, but quite
literally just asking a coupleof questions, like when do I
want to retire?
What would that look like?
How can I possibly get there?
If you simplify your questions,it doesn't have to be so
(19:02):
overwhelming.
And the more that you cansimplify what you're looking
for, the more that yourfinancial advisor, your
financial professional canactually help you, but if you're
playing shadow games or hidingwhat you may have, which all of
us that have dealt with clientsknow, that's a thing.
(19:22):
Um, it's really hard to helppeople.
So if I were to talk toconsumers, I would just tell
them, be extremely open withwhat your goals are, what your
dreams are, what are youraspirations, so that they can
truly put you in, in the bestplace to, uh, succeed.
Speaker 2 (19:42):
I think that's wonderful advice is because it's
hard for an advisor to match up,uh, the right product or
service.
If they don't really know whatyou're looking for, because then
they're gonna fall back in thattrack of just offering whatever
product they're thinking of,rather than the product that
fits.
I love that.
(20:03):
So, um, jam, uh, where canpeople learn more about you?
Speaker 3 (20:08):
You can go to, let's go www dot let's go win.com uh,
uh, appreciation financial aswell.
Yeah.
If you wanted to know, uh, thebook is available on Amazon.
I think again, it's 169 pages.
I should know that off the topof my head.
I know, but it's a shorter book,but it's condensed version of
(20:31):
all of my philosophy.
So if you wanted to know aboutwhat I was thinking, uh, you
could certainly grab the bookand then yeah, let's go win.com.
You can reach out to me.
Um, I'm available on Instagram,Facebook and LinkedIn.
Well, great.
Speaker 2 (20:48):
And I'll post all that, uh, the links in the show
notes.
So people will easily be able toreach out and, uh, follow what
you're up to.
Uh, so Jim, uh, thanks forcoming on today.
It's been a real pleasure.
Speaker 3 (21:01):
Oh brother.
Thank you so much for having me.
I really appreciate it, Tony.
And, uh, thanks for what you'redoing with your community.
It's awesome.
Speaker 2 (21:08):
You as well.
Uh, thank you until next time.
Uh, please remember to subscribeto the, get ready with Tony
Stewart, uh, podcast and, uh,see you next time.
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