July 1, 2025 • 53 mins
In this episode of Wisdom on the Front Porch, LS Kirkpatrick engages with Scott Schilling to explore his career and entrepreneurial journey. They discuss Scott's transition to professional speaking and training, emphasizing the integral role of sales and marketing in entrepreneurship. The conversation highlights heart-centered selling, effective sales conversations, and networking strategies. Scott shares insights from his books and talks, underscoring the importance of gratitude and client understanding. They also touch on the purpose of his magazine and anthology book, and the need to reinstate respect, honor, and dignity in society. The episode concludes with a sponsor message and a preview of the next episode.
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(00:06):
Hi, and thank you for being here for anothergood podcast on Wisdom on the Front Ports.
It's going to be a great podcast.
We've got Scott with us today.
And, Scott, tell our audience just a little bitabout yourself.
Well, thank you.
I I've been blessed.
I've done a lot of things over my career, butbasically a speaker and trainer, and have had
(00:31):
the opportunity to do over 3,000 live events inmy career, sharing the stage with virtually
every name everybody knows.
They may or may not know mine.
That's fine.
Wasn't my task the time.
My task was to do certain other things.
And, some of those stories that come out ofthat are pretty amazing.
(00:51):
Not necessarily all the onstage stuff.
It's really the back in the green room, sittingaround and just talking with some of the best
of the best is really exciting.
Well, that's where we want to go today, Ithink.
So here on Wisdom on the Front Porch, for thosethat are new, I appreciate you listening today.
(01:14):
For those who listen regularly, thank you somuch for coming back.
Appreciate your support.
But we're here as entrepreneurs to help otherentrepreneurs get to where they're going, and
we do that with the stories of our journey.
And Scott, obviously, has had an amazingjourney.
Gonna find out a little bit about that, and andit's good to know the things that maybe didn't
(01:39):
go right, didn't go as you thought was planned.
You know, I don't believe in failures.
There's challenges.
There's it's just the way it goes.
And what do you do?
You learn from it, and you go on.
So, Scott, give us just a little bit of yourbackground of when did you first become an
(01:59):
entrepreneur?
Was it something you've done since childhood?
Or
Well, it's interesting.
I was I was going to school.
I was playing big ten football.
I was going to get a degree, a bachelor ofbusiness administration degree, and I was going
to graduate at a time where there were no jobs.
I and I thought what was gonna make medifferent?
(02:21):
What would make me stand out or give mechoices?
And so I became a licensed life insurance agentat the age of 18 while going to college and
playing Big Ten football.
Wow.
And, that personal face to face communicationability that I learned through that period gave
(02:44):
me choices.
I had seven job offers when most people hadnone.
So I was very blessed.
I was able to to then pick and choose and andtake the path that that I felt best for me at
that time.
My dad worked for the same company for fortysix years from the time he was 17 till he was
(03:06):
63 when he retired.
So, of course, what that meant for me is becomea corporate guy because that's the model you
followed.
Right?
And so I followed that model, and I rocketed tothe top of that company.
I was again, very blessed in it all, but abouttwelve or thirteen years into it, shocker,
(03:28):
corporate America changed.
Now it's only changed a gazillion times since,but for me, that was the first big change.
And I chose to go out on my own, be anentrepreneur, start to do consult and do all
that.
And I would consult, be absorbed by a company,we'd exit.
(03:49):
I'd I'd do it again.
So I did that multiple times.
And then about almost twenty five years agonow, I thought I could be of more service to
more people if I took my ability to stand infront of a room or stand in front of people and
share messages that could serve I felt I couldserve more people to become a professional
(04:10):
speaker and trainer, and that's what I did.
So that's why I've I've done 3,000 live eventssince, so something must have worked out okay.
That's right.
That's amazing.
Wow.
3,000.
That's incredible.
So what do you speak on?
When when you're speaking, is it very?
(04:32):
Yeah.
It really I set out to be a keynoter like manypeople do.
You know?
We there were I just wanted to put good in theworld however I could, you know, share messages
of hope and inspiration.
Classically, I'm a sales guy.
And and every time we open our mouth, we'remaking a sale.
(04:53):
And so sales training was a lot of it as welland helping demystifying the whole selling
process.
Selling is actually serving.
So helping people understand the service natureof it all.
And then there were periods of time where I wasactually presenting an offer from stage and
getting showing people how that would in factimprove their lives.
(05:17):
So it's been when you gain the the skill setand the knowledge and the how to speak and the
the things that it takes to speak, you get andyou have enough experience.
You you get to the point where you can, prettymuch talk about almost anything, anytime.
(05:40):
At least sound like you've got some kinda ideawhat you're doing.
Yeah.
That's just great.
I love that.
I do wanna touch about, on the subject that youbrought up about sales, marketing, And and I
know there's a difference.
Marketing is talking about sales is actuallymaking the sale.
(06:04):
And most entrepreneurs say, I don't like thesales part of it.
You know, I don't wanna be salesy.
I don't wanna do this.
But if we don't do that as entrepreneurs, we'renot we've got a hobby.
We don't have an income.
And first time I heard that made me really madbecause this is not a hobby.
(06:27):
It's what I want my career to be.
Right.
But it it was the truth.
You know?
If you're not bringing in money and and so I'mI'm not, you know, I know sales sometimes has,
like, that negative connotation with it beingsalesy and and whatnot.
But we have to tell people about our products,and we have to tell them why it's good for
(06:52):
them.
And I know that's a really big hurdle bridge,whatever you wanna call it, wall to breakdown
for a lot of entrepreneurs.
So let's kinda talk about that if we can for alittle bit.
What does it mean to market and sell yourproduct?
Well,
(07:12):
classically, let's go to the Webster'sdefinition.
So let's get really open.
Sales is the exchange of a product, good, orservice for an amount of money or its
equivalent.
It's just an exchange of one thing for another.
Right.
So that's the there's nothing in thatdefinition that should get everybody all worked
up.
(07:33):
And and I'll get into this a lot.
Marketing on the other hand is simply tellingpeople that you have an offer, a product, good
or service.
So marketing is just kind of the sharing thethe fact that you have an offer.
The sales itself is the offer.
Well Right.
Created my
looking here, can if if you're watching thevideo, you see my books behind me.
(07:57):
So that's marketing there, but that doesn'tbring me sales
per se.
Sales is you you can't marketing is saying thatyou have books available.
Sales would be saying these books are $10apiece or all of them for $29.
(08:18):
It's actually it's actually stating the offeritself.
That's why I created my heart centered sellingdefinition of sales, which is education through
communication without manipulation.
Selling is really is really about educatingpeople through a conversation on the benefits
(08:39):
they will derive when they make that decision.
And why people get wrapped around the axleabout sales is because they, they more than
likely are not understanding that selling trulyis serving.
What do I mean by that?
The sales process is only four words, identifyproblem, provide solution.
(09:05):
It's all it is.
It's no more exciting than that, and it's nomore negative than that.
It's just you've got a problem.
I've got a solution.
Yes.
The challenge comes
when Toilet bowl cleaner.
Keep your toilet clean all the time.
Here's a cleaner that's gonna do that.
I mean
(09:25):
Yeah.
I mean, nobody nobody sits there and says, oh,man.
They tried to jam that toilet bowl cleaner downmy throat.
Right?
The the point is it it's somebody has aproblem.
Somebody has a solution.
The challenge most people have when theyespecially when they go, I don't wanna be
salesy, is when you try to get something to dosomebody something for your reasons as opposed
(09:49):
to getting them to take action for their ownreasons.
Oh.
You know, you you've got you've got variousbooks back there that share pieces of
information that will, in fact, help somebody.
They'll they'll feel good about their life.
They will feel better about their situation.
They will learn a tip, a technique, a strategythat they need to be successful themselves.
(10:16):
That's serving them.
So there's no how can you feel bad aboutserving somebody?
You really can't.
It's if they have no desire for any of theinformation that's in your books.
There it's somebody that that has no originalintention.
(10:38):
And you say, these are the best books in thehistory of ever.
You need them.
And they go, well, they solved my problem.
And you know they won't, but you say they will.
That's manipulation.
That's what people I think get upset about isquite frankly as a as a sales professional, I
(10:59):
don't wanna sell anybody anything ever.
But I do always want them to buy a lot from me.
It's my job to simply present it in such a waythat they can understand the advantages that
they'll gain if they make that decision.
(11:19):
Again, if I sell you something and it doesn'tturn out the way I have suggested it will, you
will be mad at me.
Oh, yeah.
If you buy something because you feel there'senough good reasons to do so, you will never be
mad at you, and you will never be mad at me.
(11:41):
Because I'm not the person that convinced youto do it.
You did.
Right?
You you you made that call.
And so, again, that's why I don't ever wannasell anybody anything.
Do I supply a lot of solutions to people?
All the time.
But it's because it will make their lifebetter.
Right.
And that's the thing that I think peoplesometimes don't understand is people sometimes,
(12:08):
entrepreneurs especially, tend to create asolution that's good for them personally.
And therefore they now think everybody else hasthat same problem and their solution would be
good for them too.
And in a lot of cases, it's really not.
And so they get so pent up about trying to getpeople to love their solution that they forget
(12:36):
that they haven't solved a problem.
Right.
And maybe they don't understand what theproblem is.
That was
And that's
of the things I was presented with in in mybooks is, you know, I don't have a problem
writing stories.
I wake up at three in the morning, and I writea children's book before my husband goes to
(12:57):
work that same day.
You know?
For so for me, there was not the issue of Idon't have time.
So I was not presenting my service to peoplewho didn't have time.
They says I don't have time.
Well, now that life has changed for me, I dounderstand firsthand what they're talking
(13:17):
about, and it's like, oh, yeah.
I get it.
Yeah.
I mean become
I feel like I have a solution for them.
Right.
It it becomes asking enough questions.
Say, hey.
Yeah.
I've been blessed.
I've written 24 books.
Well, why?
Well, because there have been people who haveasked me about situations and can I document
(13:40):
that?
And, you know, if this addresses yoursituation, it's probably a pretty good book to
get.
But I don't sit there and expect everybody tobuy every one of my books.
Right.
Because they're they're topical.
They they solve a different problem when Iwrote them.
(14:02):
Great.
I wasn't trying to write a series or anythinglike that.
I was just trying to solve problems.
Right?
And so I agree with you that, you know,sometimes people I think that's what's
interesting.
I can't tell you how many emails I get a daythat say, hey, have you ever thought of writing
a book?
(14:24):
I've written 24.
How about doing a little research here?
You know?
And I'm not It's
funny because I got one the other day.
It's like, if you've never written a book, youshould write a book with us.
And it's like, well, I've got 35.
So I don't think I know what I'm doing now.
Well, that's what I'm saying is, right, is ispeople try to get people to do things for the
(14:51):
salesperson's reasons, not for the customer'sreasons.
Right.
And so I always suggest, you know, if, iflearning how to talk to people easier is a
value to you.
If, you know, having the process go smootherfor you, if making a sale at a higher margin
(15:16):
works for you, if you can do it all in lesstime, if you can do it for a longer duration,
if you can say yes to one or or all of thosethings, you might wanna invest $19.95 in this
book.
Think I just had a light bulb go off in myhead.
(15:41):
And because I used to when I first got out ofout of college, I actually got into sales.
You know?
I sold business cards.
I did different things, and it was easy for me.
I just talked to the people and and told themwhat we offered and stuff, but I realized now
it's because they already wanted the service.
(16:05):
They called our company, and I went to thembecause they wanted what we had.
The difference with being an entrepreneur isyou don't know if that person wants what you
have, and you don't wanna be the person thatcomes into the room and tries to sell everybody
thing or when they come into the room, it'slike, oh, they're so and so.
(16:26):
It's like, no.
I don't wanna talk to them because they'realways talking about what they've got and how
they're selling it.
I just wanna have a conversation with a friendtoday, you know, type thing.
And we don't wanna be that person.
And I think sometimes we shy away from sellingthings because one, maybe we don't have the
(16:47):
confidence that we're solving a problem ormaybe we really don't know what the problem is
people have.
It solved my problem, but does anybody elsehave that problem?
We don't know how to go about that.
Well, but that's that's a big part of of what Iteach and what I coach
is Okay.
How how do you find that out?
(17:07):
You ask them.
You know, if there's a like I said, would youlike to sell more of your products?
It's a yes or no question.
If you say no, I'm good, then there's no needfor what I have.
If the answer is yes, I'd like to sell more.
Okay.
Good.
Well, we're making that's not the end all beall.
(17:28):
It's not one question and you're done.
Right?
So would you like to make it easier?
Well, yeah.
When you do it, would you like to make moremoney each time?
Well, that would be great.
Okay.
So the point is the more of those things thatpeople say, yeah.
(17:50):
I want would it be okay if I share a thoughtwith you?
That's gaining permission.
Yeah.
Alright.
Well, please a quick thing.
Most of us don't gain permission from the otherperson.
We're just so excited about what we've got.
I just gotta tell you about it.
Somebody will talk to me.
No.
It well, that's exactly it.
(18:11):
It it was funny.
So I was at a networking meeting not long ago.
100 people in the room.
The the organizers are making someannouncements, so everybody's pretty well
packed together.
I'm kinda off away from it looking at who'spaying attention, who's not, who am I gonna
talk to after the announcements are done.
And a woman comes up, stands next to me.
She looks at the group.
(18:31):
She looks at me.
She looks at the group.
She looks at me.
She goes, oh my god.
I'm already overwhelmed.
Oh, wow.
And I and I looked at her and I said, excuseme?
She goes, I don't even know where to start.
And so I turned to her and I smiled at her.
And she goes, oh my god.
You're smiling at me.
Why are you smiling at me?
I said, I'm simply answering your question.
(18:53):
She goes, what do you mean?
I said, you ask, where do you start?
You start with a smile.
See, then that caused you to say, what the hellyou doing smiling at me?
To which now I am answering you.
Technically, they call this a conversation.
And she goes, you're good at this.
I said, I'm really good at this.
And she goes, do you have a card?
(19:14):
And I said, I certainly do.
I now have 9¢ invested in you.
And she goes, what does that mean?
I said, it's called a joke to kind of lightenthe mood.
And she goes, you are good at this.
I said, I think you should call me.
And she goes, I think I will.
The point is, and I said, can I ask what you dofor a living?
She said, I'm a financial planner.
(19:35):
I said, there are a 100 people between us andthe door.
I mean, they've got to come past us to get tothe door.
Those are a 100 prospects and you'reoverwhelmed and you haven't talked to anybody
yet.
What are they gonna do?
Eat you?
And she goes, I doubt it.
(19:56):
I said, exactly.
You weren't talking to them before.
If they don't talk to you, there's still, youstill didn't talk to them.
Nothing got worse.
Might not have gotten better, but it didn't getworse.
So why not just go and say hi to somebody?
What is it you do?
Gosh, I'd like to learn about you.
(20:16):
Would you share?
And and truly be interested in somebody.
Work to be interested, not interesting.
Find out about them, you know?
And that's what it comes down to.
And again, I think when when it comes to sales,so many people are so enamored with their own
(20:39):
solutions that they forget it's not about them.
It's about the person they're talking to.
If if you have a problem that I can solve, youwill be grateful for me to solve that.
Now there's some pretty graphic examples ofthat.
It would be like somebody having a terminalillness and the person who's talking to them
(21:06):
has a solution to that terminal illness, butchooses not to share it.
That would be pretty selfish.
Right?
And I'm not, again, I don't want to go to allthose depths, but if you truly believe in your
solution, that it can help the right person atthe right time, selling is serving.
(21:32):
How can you not feel good about that?
Yeah.
That that makes a lot of sense.
Case in point, if you don't have a sign to stopa bull and someone here has a sign to stop the
bull from running you over, you're gonna wannaget that sign but if they're hiding that and
(21:55):
saying, oh, sorry.
You know, I'm just gonna follow you over.
That's or you gotta Might
even be a practical situation.
Yeah.
Yeah. I'd like to have that signed last week.
Oh, yeah.
No.
That's you know, there's a lot of truth tothat.
(22:17):
When when I started going to events, you know,and I'd never been to events or anything
before.
I was actually asking my mentor at the time.
It's like, I don't know how to talk to people.
He goes, what do you mean you don't know how totalk?
You talk to me all the time.
I says, don't know how to talk to strangersanymore.
(22:38):
It's been too long.
And so he gave me a a solution to talk withpeople.
I actually have it on my website under myfreebies, but it made such a difference.
And I went to this event, and I talked topeople using this form that he gave me.
(22:58):
And what a difference it made because it wasn'tabout me at that point.
It was about them finding out what they like,what they're interested in, what they're doing.
And and it made it so much more enjoyable.
And we had great conversations, and they askedwhat I did.
You know?
And but keeping it about them really opened upthe door for a great conversation, to find out
(23:27):
what's really going on with people, whatthey're doing, why they're doing what they do.
People make
way Way too hard, you know, like even if you'restanding in line at Starbucks.
Well, gosh, what would I ask them?
What's your favorite drink here?
Yeah.
Yeah.
Coffee knucklehead.
That's why I'm coming here for coffee.
(23:48):
Right?
But almost nobody goes there for coffee.
You know, they go for some frappe something, 47pumps, and and, you know, they tell you their
life story by how much sugar they put in theirdrink.
You know?
That that's funny because, you know, I'vebrought up the story before about my husband
(24:11):
and I when when after we first married and, youknow, I'm standing in the grocery line talking
to people next to me, and he goes, after, youknow, we're out of there.
He's like, how can you do that?
I mean, it just embarrassed him.
And I'm like, how can I do what?
How can you just talk to somebody like that?
You don't know them.
I go, well, I'm not gonna get to know themeither if I don't talk to them.
(24:33):
And I said, we're just having a conversation.
How boring is it to stand in line, especiallyif it's a long line and the cashier is slow for
whatever reason.
You know?
Sometimes it happens, and you're standing thereor everybody's kind of impatient.
And it's like, you know, I don't like beingaround people that are angry and impatient, so
let's strike up a conversation and have somefun with it.
(24:57):
I remember reading a joke about one guy who'swho's got a bag of dog food there, and the
woman in front of him, you know, she's justkind of waiting for the people in front of her
to hurry up and get done.
She goes, oh, you have a bag of dog food I'veseen?
He goes, yeah, they make great snacks.
And she looks at him and it's like, for yourdog, right?
(25:19):
And he goes, oh, no, I got some here in mypocket.
Well, he had some little candies in his pocket.
He takes them, pops them in his mouth and itrides around that big, you know, they're huge.
And, you know, so they start laughing about it.
I goes, no.
No.
No.
That's okay.
And and it's just, you know, there was a time Iwent into the the called them seven elevens,
(25:42):
whatever it was.
You know?
I called them all 7, but they
story.
Yeah.
And and I'm very pregnant, and it's hot out.
I mean, it's really hot.
Everybody's tired.
Got some ice cream.
I got a can of tobacco for my husband, and I goto the checkout.
She goes, you know, that's really bad for you.
And I go, yeah.
(26:02):
But, you know, when you're pregnant, you getthe weirdest craving sometimes.
Everybody started laughing.
One, because we'd already been talking andhaving conversations.
Yeah.
And it was, like, so kinda like the weatherbefore a storm.
It just gets real tense and everything, andthen all of sudden, it lets loose.
Yep.
And it just kinda let loose, and everybody justkinda calmed down and enjoyed themselves, and
(26:25):
they were talking then.
But it just takes, you know, one thing to doand do something, you know, somebody says,
don't ever be silly.
I'm sorry.
It was worth it to be silly at that point.
I mean
It it is.
It's one of those, you know, we're socialbeings, and and that's why when the pandemic
came out and they they came out with the, youknow, social distancing.
(26:49):
Made a video immediately.
I made a video immediately and I said, I refuseto social distance.
I will physical distance if somebody believesthat is the correct thing to do for health.
I will not social distance.
We are social beings.
We are meant to be able to talk to people.
And so I'm gonna up my social game.
(27:10):
And that's why I think, you know, part of theYou rebel you.
I know.
Exactly.
But, I mean, I think that that's part of thefun of it.
Right?
I mean, I've got there are opening questionsthat I teach people.
And and these are not rocket science, but it'sthings like what's new and exciting in your
world.
(27:32):
It's designed to get them to talk aboutsomething that they're that's new and exciting
in their world.
Right?
Or if you could improve one thing in your dotdot dot, what would it be?
If you could improve one thing in your life, ifyou could improve one thing in your
relationship with your kids, if you couldimprove one thing in the amount of time that
(27:52):
we're standing here, what would it be?
Right?
All it's do designed to do is get people toanswer an open ended question, and they can
answer it anywhere.
And that's one of the things that I do from asales training standpoint that many people do
not do is they many sales trainers try to getyou to to kind of pin people into a corner, you
(28:17):
know, and and real and I'm exactly theopposite.
I'll talk to you about anything.
You know, I teach a process seven steps tobuilding rapport in a minute and a half or
less.
And Nice.
One of the one of the about the fourth step is,you know, well, what brought you out here
today?
And we were we were literally doing this with aSalesforce, two people in front of the room.
(28:42):
One person's task was to ask a question, whatbrought you out?
And the guy said, a battleship.
Oh.
And he goes, a battleship?
What color battleship?
He said, well, they only come in gray.
So why did you get a gray battleship?
Well, I got a gray battleship because I wantedto be cool.
(29:02):
So what else makes you cool?
Right?
So then he got into the process of activelistening, which is creating taking a word, a
concept, a phrase from the earlier answer andsending it back in.
Anyway, these guys Interesting.
They they role played this in front of theentire room.
And when they were done, then it was time forthe other guys to, you know, change.
(29:26):
And he goes, man, payback's gonna be hell onyou, buddy.
Right?
So what brought you up?
It was my pickup truck.
You know?
What color pickup truck?
Well, it's a red one.
It's actually a a a coaster wagon, you know,and and they see it.
But they they utilize the process to create a,you know, a question and answer period.
(29:50):
People make it way too hard.
It's, you know, beautiful night, isn't it?
Yeah.
It's a great night.
Do you like the clear skies or the temperature?
Oh, the temperature is ideal.
Yeah.
It's been a little bit warm, but tonight is sonice.
The point is it doesn't have to be hard.
None of this has to be hard.
(30:11):
No.
It's simply about asking a question, listening,and answering, and then asking another
question.
That's what sales is, quite frank.
It is.
You know, I I think sometimes we get to thepoint where we're having this great
conversation.
They say, oh, what do you do?
(30:32):
You know?
Well, you know, for example, oh, yeah.
I write books.
I help other people write books.
Oh, really?
How many books have you sold?
It's like, well, you know, it's not reallyabout what I sell.
It's about providing something that somebodyelse enjoys, and I never say how many I sell
because I feel that's really irrelevant.
(30:53):
It's not the quantity.
It's the quality, and it's what people get fromit.
Yeah.
And Totally.
I mean,
it's it's one of the reasons I use the MotherTeresa quote.
If you can't feed a 100, feed one.
Know, if I was supposed if I was supposed tosell a 100 books, I would have sold a 100.
But if I only sold one, it was the right one tothe right person.
(31:15):
It could change the world.
Oh, yeah.
Yeah.
You never know where where your book or whereyour talk is gonna go or how it's gonna open up
doors for you.
No.
It was funny.
Was just on a a video call before this, And thewoman said I said, where are you where are you
located?
She goes, oh, Toronto.
(31:35):
I said, very cool.
She goes, oh, I just got your book.
I go, well, that's cool.
How'd you how'd you hear about it in Toronto?
You know?
And she goes, I'm really looking forward toreading it.
I said, well, they're they actually work betterif you do read them.
And, you know, so we started playing aroundwith it, you know?
And she goes, no, I'm really looking forward todoing that.
(31:56):
And I said, well, I'm glad that that's awesome.
Thank you for buying You know?
And she goes, no.
I I somebody recommended it to me, so I got it.
And then once I got it, that's why I reachedout to you because I wanted to meet you.
And I said, that's really cool.
Wow.
So
That is.
That's really neat.
You you never know how how or where you youknow, I mean, that's a long way from Dallas,
(32:22):
Texas.
Oh, yeah.
Yeah.
That is.
That's you know, I was in the, the veterinaryoffice the other day, and I saw my my book
there, you know, one of my children's books.
And it's like, that's really cool.
It is.
You know?
(32:43):
I I mean, that's
got there, but that's really cool.
Well, that's that's exactly it.
You don't know I mean, I've written checkchecks to 19 mentors across my career.
And I said the same to them, to each one ofthem when I started, give me everything you
got.
And my commitment is I won't keep it.
Share it with my students or my clients.
(33:05):
Will become an extension of you.
And so you don't know.
It's just like Zig Ziglar when I read see youat the top and there was a quote, forever
changed my life.
You can have everything in life you want whenyou help enough other people get what they
want.
It's an asset.
Yeah.
You know?
And and so you you never know.
(33:27):
I mean, there's a quote that says, a riverachieves places its source never knows.
Oh, that's that's cool.
That's so true.
Yeah.
It is.
It's so true.
You know?
So I know I got upset one time when I said,gosh, I don't know if I'm selling enough of
this book.
And they said, you're not even using your owncoaching.
(33:49):
You're the one who says it's kind ofirrelevant.
It's the right ones.
It's and I had to think back myself and go,yeah, if it is the right people that got that
book, I did good.
Yep.
You just Absolutely.
You gotta
be happy with the intent, you know?
Yeah.
Now, I know if you're trying to be a New YorkTimes bestselling author, you gotta have at
(34:12):
least 10,000 sold, but, you know, I mean,10,000 are the right people.
So that's exactly it.
Well, I think that that's the thing.
You know, when people flash the here's what'sfunny is the first book I was ever part of was
a New York Times bestseller.
(34:34):
So
Oh, wow.
Technically, I'm a New York Times bestseller,and I think you're about the fourth person I've
ever said that to.
It's like
Into the world now.
Well, exactly.
It's not that but it's not that big a deal tome.
It's the know, I'm not I didn't do it for that.
And I I did it to provide some quality contentto somebody.
(34:58):
Right.
And and I think that that becomes thedifference whether it be authors or speakers or
trainers.
It's what's the intent behind their desire toshare the information.
Is it to help the other person become better oris it so that people can know who they are?
(35:21):
That's interesting you brought that up.
I'm giving a talk this Saturday, online, andI've had you know, it was about six months ago.
I knew exactly what I was gonna talk about, andI had it there.
And as I'm getting closer, it's like, I don'twanna talk about this because I didn't feel
(35:42):
that it was gonna really serve anybody.
I mean, it was nice stories.
It was good things to hear, good things to say,but it didn't really give a message about
helping other people.
And, you know, there is a place for that talk,but this was not it.
(36:04):
Or it's the theme is faith over fear.
And, you know, yeah, there was a lot of thingsI was afraid of, and and I did get over it.
But the message just wasn't there.
And so I think it had me time to just sit in mychair, recover from vertigo, and get plowed by
the bull.
(36:24):
It gave me the opportunity to really thinkabout what happened and actually the incident
with the bull.
I had the moment where I was actually having apanic attack because I saw the bull.
He wasn't coming after me.
He wasn't doing anything.
I just saw him.
(36:45):
And I'm sitting in my chair recovering fromthat thinking, this is ridiculous.
The panic attack is hurting my body physicallybecause of everything that goes on with that.
And two, I'm not able to use my brain at itsfullest capacity because I'm so busy being
afraid.
(37:07):
I can't think right.
What would I really do?
You know?
I was just kinda, like, frozen in time, and andI thought, yeah.
This is not where I want to be.
And then from there started coming all of thesethings of, you know, the faith over fear using
other things to go with it.
And it's like, yeah.
I gotta change my story.
(37:28):
So I did.
And boy, is it good?
It really is so much better.
That's awesome.
But Congratulations.
Yeah.
But sometimes you've gotta do that.
I know there's a couple of stories in books,and I'm not gonna mention that.
They're like, yeah.
They were okay, but I was just starting outfiguring things out and what to write.
(37:50):
It's like, oh, I have a really good story forthat.
And it's like, if I would've would've if Iwould be approached with that book now, I would
have a very different story.
But it's all maturity.
It's all growing.
It's all learning your craft and and findingout, like you said, what's really gonna serve
(38:10):
other people.
What I said was good.
I mean, there's nothing wrong with it, but butnow I I know how to make it great.
You know?
It's it's a big difference.
And It's
what it takes.
Yeah.
It's it's pretty good.
So.
That's right.
It was like I said, somebody just reached outand said, do you ever think of becoming a best
(38:34):
seller?
I said, yeah, a while ago.
Twenty eight weeks ago.
Yeah.
It's like, thanks.
I appreciate that.
You know?
I I think it's it's like I had an earlier aconversation earlier today just about what do
you you know, at some point, a lot of things alot of different things were were important to
(39:01):
you.
And at some point, all of a sudden you go,yeah, not so much anymore.
You know, I mean, I wanna, I actually wannaspeak more and train more, not for me
necessarily, but to, to share the years ofexperience and the, you know, the the
(39:23):
experience, the expertise, the knowledge, thewisdom that comes out of all these things.
Oh, Because you see people, you know, whohaven't had the time on the planet yet.
They will.
There will come a time where all of sudden theygo, oh, I've experienced that as well.
But experience is a great teacher.
(39:44):
It's just an expensive teacher.
Better to borrow somebody else's.
You know?
Yeah.
Oh, it's always nice to do that.
Yeah.
Yeah.
Fully agree with that.
That's wisdom on the front porch right there.
Yep.
It is.
Yeah.
You mentioning that makes me think about themagazine I have.
(40:07):
It's like, what's the purpose of the magazine?
It's to give useful tools to entrepreneurs.
And I wanna give them the meat and potatoes andthe dessert too and everything that goes with
it, but I want them to really be able to havetools that they can use to get further ahead in
what they're doing.
And we do that by sharing stories with eachother, by articles people are writing in.
(40:28):
And it's you know, I want you to be so excitedthat the magazine is here because now you can
go through it.
You can highlight it, whatever you wanna dowith it.
I mean, it's all emagazine right now, butreally take it and digest it and see how it's
gonna fit your business.
And maybe this story isn't good for you rightnow, but this other story, it's like, oh, man.
(40:49):
It's just what I've been waiting for.
Yeah.
So I feel like I put a lot of pressure on me tomake sure that what goes in there is really
gonna be useful for people.
It's and and there's such a variety because wego from, you know, someone who's who's working
to become a pastor to someone who's doing AIwork and all the tech and the digital and, you
(41:13):
know, and everything in between.
And we talk about health and and everything,mind, body, spirit.
It's it's there because we are complicatedhuman beings who have this vast array of life
in us, whether it's spiritual or physical,emotional, mental, whatever you wanna call it.
(41:34):
And woo hoo or no woo hoo.
You know?
Everybody has a different way of of looking atlife.
And you can't do everything for everybody allthe time, but you can offer things that can
help each person get to where they're going intheir business.
And maybe this this one issue isn't yours, butthe next one is.
(41:56):
Or the one we had, you know, two months ago waslike, oh, man.
I wish I would have had this two months ago.
Well, there it is.
But Well, I think that like the books backhere.
They're full of different things.
They're not about one specific theme.
It's not like this is a book on on toxicrelationships or this is a book on something
else.
(42:17):
These books offer a variety of things.
It offers art.
It offers hope.
It offers memoirs.
It offers stories that ignite memories in youthat maybe you hadn't thought about that now
maybe you want to share.
I mean, it's it's just incredible what peoplecome up with.
I I think that's why I like anthologies iseverybody gets a different viewpoint of
(42:43):
something.
Yeah.
Well, very much so.
You know, the the the fact is that you have theyou never know.
I talk about it from a place of high intention,low attachment.
Having a high intention of imparting somethinggreat for each and every one of the listeners
here today and a low attachment as to what thatis specifically for either them or for me,
(43:08):
quite frankly.
It's it's where the intention falls, right?
We want to put out work that can be of serviceto other people.
And many times you don't, you may never hearthe positive effect you've had in somebody's
life, or it might be years from now.
(43:29):
Yes.
And whatever it is, is okay.
It might be immediate.
You know, somebody might say, wow, that reallyhelped me.
But we're not in a society that is overlygracious these days or or full of gratitude
enough from that side.
Right?
Right.
(43:50):
Right.
I mean, it's it's funny.
A guy we've been working on a deal for a whileand he sent me a piece of news that was not as
positive as I would like it to be.
And I just want thanks for all you're doing totry to put this together.
I appreciate you.
And he goes, I just sent you bad news and youappreciate me.
(44:11):
Well, I appreciate you because I appreciateyou.
I appreciate the fact that we've been workingon this.
Yeah.
You know, I mean, why why live without feelinggood about living and and about doing things
and working with people and things?
Again, part of that is becoming more mature.
(44:34):
That's code word for older.
But, you know, we we learn some things overtime and it's just like Absolutely.
Why not just add to the I wanna be an adder tothe equation.
I don't wanna be the the minus sign anywhere.
There you go.
Yeah.
That's so true.
You know, I I, last time I flew, and I'm at theairport, and there's someone who's just
(45:02):
sweeping up the floors and stuff.
And as I'm walking by, I said, I really dowanna thank you for doing that because this
airport looks really incredible, and itwouldn't if you weren't here.
And they were like, thanks.
Appreciate that.
You know, it doesn't take much to sell tellsomeone thank you.
(45:23):
I had had done that one time, and someone goes,why are you thanking them?
It's their job.
They have to do it.
And they go, yeah.
It's their job.
That doesn't mean we don't have to appreciatethem doing it.
You know?
Exactly.
It's tough, especially in service jobs likethat, cleaning the restrooms, whatever.
(45:44):
That's a tough job.
And most everybody is not appreciative of it.
I mean, they do they're glad, you know, thatthe bathroom is clean or or whatever, but but
they don't ever bother to tell anybody aboutit.
And it's like, every once in while, you've gottwo because, wow, think what it would be like
if they weren't there.
(46:04):
Yeah.
I got a buddy, Sean g Murphy.
We were talking earlier today.
And whenever we're together, he'll walk in andhe'll say to somebody, I just wanna thank you
for all those people that didn't thank youtoday.
I wanna make sure that you get your thank you,so I'm gonna thank you for them.
Oh, wow.
That's awesome.
(46:25):
And every time he does it, I'm like, dang it.
He beat me to it.
It's so cool.
But but again, it's such a great example of,you know, you can be good to people.
That's why we're here.
You know, we can have a wonderful existence.
Even in tough times, we can have wonderfulexistence if we choose to.
(46:47):
Again, we have so many choices.
Which choices do you take?
Yep.
You know?
Yeah.
My husband the other day, I had to tell him,not that I had to, but I really wanted to tell
him, thank you for making a meal because I knowhe was hurting bad too.
(47:07):
You know?
I was I was still not able to even stand upbecause of the vertigo and stuff that was going
on.
And I know he was really hurting, but he stilltook the time to bring me a plate of food.
I didn't have to go up and and get it.
And and I said, you know, I really wanna thankyou for doing this.
(47:28):
He says, I know you're hurting, but I really doappreciate you taking care of me too.
And sometimes I think we forget to thank ourfamily, thank the people that were around all
the time, that hears all the grumbling andcomplaining of why this didn't work and why
that didn't work and is it ever gonna work?
And and just say thank you.
(47:51):
Yeah.
Very much so.
It's it's important.
Agree.
Well, we've got got a few minutes left here,but people are gonna wanna know how to get
ahold of you.
It's like, how can you read my email?
Well, there's a couple ways.
My web I don't hide very well.
(48:12):
So my website is scottschilling.com.
And my email is scottscottschilling dot com.
Please reach out.
I mean, I, you know, I would love to talk toyou or, you know, entertain questions or
comments or or whatever.
Again, I think we all have the opportunity tobe adders in other people's lives.
(48:36):
And the question is, do we just choose to do itor not?
And if we want to, we can.
And if we don't, we don't have to.
But why not?
That's true.
That's true.
So, Scott, if somebody's coming to you to, youknow, work with the sales or the marketing
stuff, how what's the time frame that's that'stypical?
(49:01):
Does it vary depending on what's going on, ordo you have certain courses that are set up?
Well, do.
Yeah.
I do have online courses as well.
You know?
But again, a big part of it is reallyunderstanding their situation.
Okay.
Yes.
I have training courses and I have books and Ihave all sorts of different things and can be
(49:24):
of service to people.
But I tend to really want to understand theirsituation so that we can get down to it to
serve them the best, the fastest we possiblycan.
And so that's just a conversation.
Again, reach out Scott@ScottSchilling.com.
(49:44):
I'll send you my my calendar link.
We'll have a conversation.
And, typically, we you know, I find out a lotof things about people, you know, what's their
greatest challenge?
And we work to address that.
Some people have things that they think are bigthat aren't that big.
Some people have things that they don't thinkare that big that are plenty big.
(50:04):
So, know, it's just it it's a matter of I had aclient thank me today because I actually it's
funny.
I I saved the client in two directions becausetwo two parties got up got upset with each
other.
And I got in the middle of it, and I actuallycalmed it down and saved the entire deal for
(50:27):
everybody.
And they're like, thank you so much for doingthat.
And I go, well, wasn't that what you wereworking to do in the first place?
You know, sometimes people don't, you know,they don't see things as clearly as somebody
else does.
So, again, it's it's like, let's just let'sfigure out how to add to society and what we're
(50:50):
doing and do good things together.
I truly believe it's about adding respect,honor, and dignity back to the planet.
You know, getting we don't have to agree witheach other, but we should at least respect each
other, honor each other.
And when we do that appropriately, dignity iscreated for all of us.
So let's just make the world a better place.
(51:12):
Yeah.
That's it.
We leaves leave it better than when you foundit.
Exactly.
Pretty much so.
And I know I know that seems like, oh, yeah.
That's impossible in the world, but I like whatwhat, I believe it was Audrey Hepburn that
said, the word itself says, I'm possible.
Yep.
I love that.
(51:32):
Exactly.
Well, I and I think that that's the biggestthing.
You know?
It becomes down to intention again.
Right?
If if you Henry Ford said it.
Think you can.
Think you can't.
You're right either way.
If if you think you can you can create bettersituations, you can create better situations.
If you don't think you can, you won't.
(51:54):
It's up to you.
Yeah.
You know?
Again, why why would you wanna live in pain oror not living your dream if you could live your
dream.
I think
it makes sense to me to go for it.
Right?
Yeah.
Yeah.
You know, that's kind of that faith over fearthing.
It's like, yeah, it's scary, but you don't knowwhat's gonna happen.
(52:16):
You know?
Everybody's doing the what if, and it's like,well, what if it's amazing?
That's exactly it.
Wonderful.
Could very well be.
That's right.
So, Scott, thank you so much for being here.
I'm getting a little worn out, so I'm gettingthis a little earlier than normal.
That's all good.
Thank you for the opportunity to be here.
(52:39):
Oh, yeah.
Thank you so much, and thank you, our audience,for being here.
We really hope you got some some not justgolden nuggets from this, but things that you
can use those golden nuggets with.
You know, the tools to take those nuggets andmake your business better.
And we'll see you next time on Wisdom on theFront Porch.
(53:00):
Thank you for joining us today on wisdom on thefront porch with your host, Ellis Kirkpatrick.
You can find us on our website,wisdomonthefrontporch.com, see previous
episodes of the podcast, and view issues of themagazine.
Did you know you can submit questions, leavereviews, or suggest topics?
You can also tell us where your favorite frontporch location is and what it means to you.
(53:23):
We hope you gain value and insight from today'sor previous talks.
We appreciate your support for us so we cancontinue to provide value and expertise to you
and others.
Subscribe to Wisdom on the Front Porch magazineand join in next week when we bring you another
great insight into the world of entrepreneurculture and lifestyle.
Make today a great day.
(53:44):
Always believe that something wonderful isgoing to happen.
Hi, and thank you for being here for anothergood podcast on Wisdom on the Front Ports.
It's going to be a great podcast.
We've got Scott with us today.
And, Scott, tell our audience just a little bitabout yourself.
Well, thank you.
I I've been blessed.
I've done a lot of things over my career, butbasically a speaker and trainer, and have had
(00:31):
the opportunity to do over 3,000 live events inmy career, sharing the stage with virtually
every name everybody knows.
They may or may not know mine.
That's fine.
Wasn't my task the time.
My task was to do certain other things.
And, some of those stories that come out ofthat are pretty amazing.
(00:51):
Not necessarily all the onstage stuff.
It's really the back in the green room, sittingaround and just talking with some of the best
of the best is really exciting.
Well, that's where we want to go today, Ithink.
So here on Wisdom on the Front Porch, for thosethat are new, I appreciate you listening today.
(01:14):
For those who listen regularly, thank you somuch for coming back.
Appreciate your support.
But we're here as entrepreneurs to help otherentrepreneurs get to where they're going, and
we do that with the stories of our journey.
And Scott, obviously, has had an amazingjourney.
Gonna find out a little bit about that, and andit's good to know the things that maybe didn't
(01:39):
go right, didn't go as you thought was planned.
You know, I don't believe in failures.
There's challenges.
There's it's just the way it goes.
And what do you do?
You learn from it, and you go on.
So, Scott, give us just a little bit of yourbackground of when did you first become an
(01:59):
entrepreneur?
Was it something you've done since childhood?
Or
Well, it's interesting.
I was I was going to school.
I was playing big ten football.
I was going to get a degree, a bachelor ofbusiness administration degree, and I was going
to graduate at a time where there were no jobs.
I and I thought what was gonna make medifferent?
(02:21):
What would make me stand out or give mechoices?
And so I became a licensed life insurance agentat the age of 18 while going to college and
playing Big Ten football.
Wow.
And, that personal face to face communicationability that I learned through that period gave
(02:44):
me choices.
I had seven job offers when most people hadnone.
So I was very blessed.
I was able to to then pick and choose and andtake the path that that I felt best for me at
that time.
My dad worked for the same company for fortysix years from the time he was 17 till he was
(03:06):
63 when he retired.
So, of course, what that meant for me is becomea corporate guy because that's the model you
followed.
Right?
And so I followed that model, and I rocketed tothe top of that company.
I was again, very blessed in it all, but abouttwelve or thirteen years into it, shocker,
(03:28):
corporate America changed.
Now it's only changed a gazillion times since,but for me, that was the first big change.
And I chose to go out on my own, be anentrepreneur, start to do consult and do all
that.
And I would consult, be absorbed by a company,we'd exit.
(03:49):
I'd I'd do it again.
So I did that multiple times.
And then about almost twenty five years agonow, I thought I could be of more service to
more people if I took my ability to stand infront of a room or stand in front of people and
share messages that could serve I felt I couldserve more people to become a professional
(04:10):
speaker and trainer, and that's what I did.
So that's why I've I've done 3,000 live eventssince, so something must have worked out okay.
That's right.
That's amazing.
Wow.
3,000.
That's incredible.
So what do you speak on?
When when you're speaking, is it very?
(04:32):
Yeah.
It really I set out to be a keynoter like manypeople do.
You know?
We there were I just wanted to put good in theworld however I could, you know, share messages
of hope and inspiration.
Classically, I'm a sales guy.
And and every time we open our mouth, we'remaking a sale.
(04:53):
And so sales training was a lot of it as welland helping demystifying the whole selling
process.
Selling is actually serving.
So helping people understand the service natureof it all.
And then there were periods of time where I wasactually presenting an offer from stage and
getting showing people how that would in factimprove their lives.
(05:17):
So it's been when you gain the the skill setand the knowledge and the how to speak and the
the things that it takes to speak, you get andyou have enough experience.
You you get to the point where you can, prettymuch talk about almost anything, anytime.
(05:40):
At least sound like you've got some kinda ideawhat you're doing.
Yeah.
That's just great.
I love that.
I do wanna touch about, on the subject that youbrought up about sales, marketing, And and I
know there's a difference.
Marketing is talking about sales is actuallymaking the sale.
(06:04):
And most entrepreneurs say, I don't like thesales part of it.
You know, I don't wanna be salesy.
I don't wanna do this.
But if we don't do that as entrepreneurs, we'renot we've got a hobby.
We don't have an income.
And first time I heard that made me really madbecause this is not a hobby.
(06:27):
It's what I want my career to be.
Right.
But it it was the truth.
You know?
If you're not bringing in money and and so I'mI'm not, you know, I know sales sometimes has,
like, that negative connotation with it beingsalesy and and whatnot.
But we have to tell people about our products,and we have to tell them why it's good for
(06:52):
them.
And I know that's a really big hurdle bridge,whatever you wanna call it, wall to breakdown
for a lot of entrepreneurs.
So let's kinda talk about that if we can for alittle bit.
What does it mean to market and sell yourproduct?
Well,
(07:12):
classically, let's go to the Webster'sdefinition.
So let's get really open.
Sales is the exchange of a product, good, orservice for an amount of money or its
equivalent.
It's just an exchange of one thing for another.
Right.
So that's the there's nothing in thatdefinition that should get everybody all worked
up.
(07:33):
And and I'll get into this a lot.
Marketing on the other hand is simply tellingpeople that you have an offer, a product, good
or service.
So marketing is just kind of the sharing thethe fact that you have an offer.
The sales itself is the offer.
Well Right.
Created my
looking here, can if if you're watching thevideo, you see my books behind me.
(07:57):
So that's marketing there, but that doesn'tbring me sales
per se.
Sales is you you can't marketing is saying thatyou have books available.
Sales would be saying these books are $10apiece or all of them for $29.
(08:18):
It's actually it's actually stating the offeritself.
That's why I created my heart centered sellingdefinition of sales, which is education through
communication without manipulation.
Selling is really is really about educatingpeople through a conversation on the benefits
(08:39):
they will derive when they make that decision.
And why people get wrapped around the axleabout sales is because they, they more than
likely are not understanding that selling trulyis serving.
What do I mean by that?
The sales process is only four words, identifyproblem, provide solution.
(09:05):
It's all it is.
It's no more exciting than that, and it's nomore negative than that.
It's just you've got a problem.
I've got a solution.
Yes.
The challenge comes
when Toilet bowl cleaner.
Keep your toilet clean all the time.
Here's a cleaner that's gonna do that.
I mean
(09:25):
Yeah.
I mean, nobody nobody sits there and says, oh,man.
They tried to jam that toilet bowl cleaner downmy throat.
Right?
The the point is it it's somebody has aproblem.
Somebody has a solution.
The challenge most people have when theyespecially when they go, I don't wanna be
salesy, is when you try to get something to dosomebody something for your reasons as opposed
(09:49):
to getting them to take action for their ownreasons.
Oh.
You know, you you've got you've got variousbooks back there that share pieces of
information that will, in fact, help somebody.
They'll they'll feel good about their life.
They will feel better about their situation.
They will learn a tip, a technique, a strategythat they need to be successful themselves.
(10:16):
That's serving them.
So there's no how can you feel bad aboutserving somebody?
You really can't.
It's if they have no desire for any of theinformation that's in your books.
There it's somebody that that has no originalintention.
(10:38):
And you say, these are the best books in thehistory of ever.
You need them.
And they go, well, they solved my problem.
And you know they won't, but you say they will.
That's manipulation.
That's what people I think get upset about isquite frankly as a as a sales professional, I
(10:59):
don't wanna sell anybody anything ever.
But I do always want them to buy a lot from me.
It's my job to simply present it in such a waythat they can understand the advantages that
they'll gain if they make that decision.
(11:19):
Again, if I sell you something and it doesn'tturn out the way I have suggested it will, you
will be mad at me.
Oh, yeah.
If you buy something because you feel there'senough good reasons to do so, you will never be
mad at you, and you will never be mad at me.
(11:41):
Because I'm not the person that convinced youto do it.
You did.
Right?
You you you made that call.
And so, again, that's why I don't ever wannasell anybody anything.
Do I supply a lot of solutions to people?
All the time.
But it's because it will make their lifebetter.
Right.
And that's the thing that I think peoplesometimes don't understand is people sometimes,
(12:08):
entrepreneurs especially, tend to create asolution that's good for them personally.
And therefore they now think everybody else hasthat same problem and their solution would be
good for them too.
And in a lot of cases, it's really not.
And so they get so pent up about trying to getpeople to love their solution that they forget
(12:36):
that they haven't solved a problem.
Right.
And maybe they don't understand what theproblem is.
That was
And that's
of the things I was presented with in in mybooks is, you know, I don't have a problem
writing stories.
I wake up at three in the morning, and I writea children's book before my husband goes to
(12:57):
work that same day.
You know?
For so for me, there was not the issue of Idon't have time.
So I was not presenting my service to peoplewho didn't have time.
They says I don't have time.
Well, now that life has changed for me, I dounderstand firsthand what they're talking
(13:17):
about, and it's like, oh, yeah.
I get it.
Yeah.
I mean become
I feel like I have a solution for them.
Right.
It it becomes asking enough questions.
Say, hey.
Yeah.
I've been blessed.
I've written 24 books.
Well, why?
Well, because there have been people who haveasked me about situations and can I document
(13:40):
that?
And, you know, if this addresses yoursituation, it's probably a pretty good book to
get.
But I don't sit there and expect everybody tobuy every one of my books.
Right.
Because they're they're topical.
They they solve a different problem when Iwrote them.
(14:02):
Great.
I wasn't trying to write a series or anythinglike that.
I was just trying to solve problems.
Right?
And so I agree with you that, you know,sometimes people I think that's what's
interesting.
I can't tell you how many emails I get a daythat say, hey, have you ever thought of writing
a book?
(14:24):
I've written 24.
How about doing a little research here?
You know?
And I'm not It's
funny because I got one the other day.
It's like, if you've never written a book, youshould write a book with us.
And it's like, well, I've got 35.
So I don't think I know what I'm doing now.
Well, that's what I'm saying is, right, is ispeople try to get people to do things for the
(14:51):
salesperson's reasons, not for the customer'sreasons.
Right.
And so I always suggest, you know, if, iflearning how to talk to people easier is a
value to you.
If, you know, having the process go smootherfor you, if making a sale at a higher margin
(15:16):
works for you, if you can do it all in lesstime, if you can do it for a longer duration,
if you can say yes to one or or all of thosethings, you might wanna invest $19.95 in this
book.
Think I just had a light bulb go off in myhead.
(15:41):
And because I used to when I first got out ofout of college, I actually got into sales.
You know?
I sold business cards.
I did different things, and it was easy for me.
I just talked to the people and and told themwhat we offered and stuff, but I realized now
it's because they already wanted the service.
(16:05):
They called our company, and I went to thembecause they wanted what we had.
The difference with being an entrepreneur isyou don't know if that person wants what you
have, and you don't wanna be the person thatcomes into the room and tries to sell everybody
thing or when they come into the room, it'slike, oh, they're so and so.
(16:26):
It's like, no.
I don't wanna talk to them because they'realways talking about what they've got and how
they're selling it.
I just wanna have a conversation with a friendtoday, you know, type thing.
And we don't wanna be that person.
And I think sometimes we shy away from sellingthings because one, maybe we don't have the
(16:47):
confidence that we're solving a problem ormaybe we really don't know what the problem is
people have.
It solved my problem, but does anybody elsehave that problem?
We don't know how to go about that.
Well, but that's that's a big part of of what Iteach and what I coach
is Okay.
How how do you find that out?
(17:07):
You ask them.
You know, if there's a like I said, would youlike to sell more of your products?
It's a yes or no question.
If you say no, I'm good, then there's no needfor what I have.
If the answer is yes, I'd like to sell more.
Okay.
Good.
Well, we're making that's not the end all beall.
(17:28):
It's not one question and you're done.
Right?
So would you like to make it easier?
Well, yeah.
When you do it, would you like to make moremoney each time?
Well, that would be great.
Okay.
So the point is the more of those things thatpeople say, yeah.
(17:50):
I want would it be okay if I share a thoughtwith you?
That's gaining permission.
Yeah.
Alright.
Well, please a quick thing.
Most of us don't gain permission from the otherperson.
We're just so excited about what we've got.
I just gotta tell you about it.
Somebody will talk to me.
No.
It well, that's exactly it.
(18:11):
It it was funny.
So I was at a networking meeting not long ago.
100 people in the room.
The the organizers are making someannouncements, so everybody's pretty well
packed together.
I'm kinda off away from it looking at who'spaying attention, who's not, who am I gonna
talk to after the announcements are done.
And a woman comes up, stands next to me.
She looks at the group.
(18:31):
She looks at me.
She looks at the group.
She looks at me.
She goes, oh my god.
I'm already overwhelmed.
Oh, wow.
And I and I looked at her and I said, excuseme?
She goes, I don't even know where to start.
And so I turned to her and I smiled at her.
And she goes, oh my god.
You're smiling at me.
Why are you smiling at me?
I said, I'm simply answering your question.
(18:53):
She goes, what do you mean?
I said, you ask, where do you start?
You start with a smile.
See, then that caused you to say, what the hellyou doing smiling at me?
To which now I am answering you.
Technically, they call this a conversation.
And she goes, you're good at this.
I said, I'm really good at this.
And she goes, do you have a card?
(19:14):
And I said, I certainly do.
I now have 9¢ invested in you.
And she goes, what does that mean?
I said, it's called a joke to kind of lightenthe mood.
And she goes, you are good at this.
I said, I think you should call me.
And she goes, I think I will.
The point is, and I said, can I ask what you dofor a living?
She said, I'm a financial planner.
(19:35):
I said, there are a 100 people between us andthe door.
I mean, they've got to come past us to get tothe door.
Those are a 100 prospects and you'reoverwhelmed and you haven't talked to anybody
yet.
What are they gonna do?
Eat you?
And she goes, I doubt it.
(19:56):
I said, exactly.
You weren't talking to them before.
If they don't talk to you, there's still, youstill didn't talk to them.
Nothing got worse.
Might not have gotten better, but it didn't getworse.
So why not just go and say hi to somebody?
What is it you do?
Gosh, I'd like to learn about you.
(20:16):
Would you share?
And and truly be interested in somebody.
Work to be interested, not interesting.
Find out about them, you know?
And that's what it comes down to.
And again, I think when when it comes to sales,so many people are so enamored with their own
(20:39):
solutions that they forget it's not about them.
It's about the person they're talking to.
If if you have a problem that I can solve, youwill be grateful for me to solve that.
Now there's some pretty graphic examples ofthat.
It would be like somebody having a terminalillness and the person who's talking to them
(21:06):
has a solution to that terminal illness, butchooses not to share it.
That would be pretty selfish.
Right?
And I'm not, again, I don't want to go to allthose depths, but if you truly believe in your
solution, that it can help the right person atthe right time, selling is serving.
(21:32):
How can you not feel good about that?
Yeah.
That that makes a lot of sense.
Case in point, if you don't have a sign to stopa bull and someone here has a sign to stop the
bull from running you over, you're gonna wannaget that sign but if they're hiding that and
(21:55):
saying, oh, sorry.
You know, I'm just gonna follow you over.
That's or you gotta Might
even be a practical situation.
Yeah.
Yeah. I'd like to have that signed last week.
Oh, yeah.
No.
That's you know, there's a lot of truth tothat.
(22:17):
When when I started going to events, you know,and I'd never been to events or anything
before.
I was actually asking my mentor at the time.
It's like, I don't know how to talk to people.
He goes, what do you mean you don't know how totalk?
You talk to me all the time.
I says, don't know how to talk to strangersanymore.
(22:38):
It's been too long.
And so he gave me a a solution to talk withpeople.
I actually have it on my website under myfreebies, but it made such a difference.
And I went to this event, and I talked topeople using this form that he gave me.
(22:58):
And what a difference it made because it wasn'tabout me at that point.
It was about them finding out what they like,what they're interested in, what they're doing.
And and it made it so much more enjoyable.
And we had great conversations, and they askedwhat I did.
You know?
And but keeping it about them really opened upthe door for a great conversation, to find out
(23:27):
what's really going on with people, whatthey're doing, why they're doing what they do.
People make
way Way too hard, you know, like even if you'restanding in line at Starbucks.
Well, gosh, what would I ask them?
What's your favorite drink here?
Yeah.
Yeah.
Coffee knucklehead.
That's why I'm coming here for coffee.
(23:48):
Right?
But almost nobody goes there for coffee.
You know, they go for some frappe something, 47pumps, and and, you know, they tell you their
life story by how much sugar they put in theirdrink.
You know?
That that's funny because, you know, I'vebrought up the story before about my husband
(24:11):
and I when when after we first married and, youknow, I'm standing in the grocery line talking
to people next to me, and he goes, after, youknow, we're out of there.
He's like, how can you do that?
I mean, it just embarrassed him.
And I'm like, how can I do what?
How can you just talk to somebody like that?
You don't know them.
I go, well, I'm not gonna get to know themeither if I don't talk to them.
(24:33):
And I said, we're just having a conversation.
How boring is it to stand in line, especiallyif it's a long line and the cashier is slow for
whatever reason.
You know?
Sometimes it happens, and you're standing thereor everybody's kind of impatient.
And it's like, you know, I don't like beingaround people that are angry and impatient, so
let's strike up a conversation and have somefun with it.
(24:57):
I remember reading a joke about one guy who'swho's got a bag of dog food there, and the
woman in front of him, you know, she's justkind of waiting for the people in front of her
to hurry up and get done.
She goes, oh, you have a bag of dog food I'veseen?
He goes, yeah, they make great snacks.
And she looks at him and it's like, for yourdog, right?
(25:19):
And he goes, oh, no, I got some here in mypocket.
Well, he had some little candies in his pocket.
He takes them, pops them in his mouth and itrides around that big, you know, they're huge.
And, you know, so they start laughing about it.
I goes, no.
No.
No.
That's okay.
And and it's just, you know, there was a time Iwent into the the called them seven elevens,
(25:42):
whatever it was.
You know?
I called them all 7, but they
story.
Yeah.
And and I'm very pregnant, and it's hot out.
I mean, it's really hot.
Everybody's tired.
Got some ice cream.
I got a can of tobacco for my husband, and I goto the checkout.
She goes, you know, that's really bad for you.
And I go, yeah.
(26:02):
But, you know, when you're pregnant, you getthe weirdest craving sometimes.
Everybody started laughing.
One, because we'd already been talking andhaving conversations.
Yeah.
And it was, like, so kinda like the weatherbefore a storm.
It just gets real tense and everything, andthen all of sudden, it lets loose.
Yep.
And it just kinda let loose, and everybody justkinda calmed down and enjoyed themselves, and
(26:25):
they were talking then.
But it just takes, you know, one thing to doand do something, you know, somebody says,
don't ever be silly.
I'm sorry.
It was worth it to be silly at that point.
I mean
It it is.
It's one of those, you know, we're socialbeings, and and that's why when the pandemic
came out and they they came out with the, youknow, social distancing.
(26:49):
Made a video immediately.
I made a video immediately and I said, I refuseto social distance.
I will physical distance if somebody believesthat is the correct thing to do for health.
I will not social distance.
We are social beings.
We are meant to be able to talk to people.
And so I'm gonna up my social game.
(27:10):
And that's why I think, you know, part of theYou rebel you.
I know.
Exactly.
But, I mean, I think that that's part of thefun of it.
Right?
I mean, I've got there are opening questionsthat I teach people.
And and these are not rocket science, but it'sthings like what's new and exciting in your
world.
(27:32):
It's designed to get them to talk aboutsomething that they're that's new and exciting
in their world.
Right?
Or if you could improve one thing in your dotdot dot, what would it be?
If you could improve one thing in your life, ifyou could improve one thing in your
relationship with your kids, if you couldimprove one thing in the amount of time that
(27:52):
we're standing here, what would it be?
Right?
All it's do designed to do is get people toanswer an open ended question, and they can
answer it anywhere.
And that's one of the things that I do from asales training standpoint that many people do
not do is they many sales trainers try to getyou to to kind of pin people into a corner, you
(28:17):
know, and and real and I'm exactly theopposite.
I'll talk to you about anything.
You know, I teach a process seven steps tobuilding rapport in a minute and a half or
less.
And Nice.
One of the one of the about the fourth step is,you know, well, what brought you out here
today?
And we were we were literally doing this with aSalesforce, two people in front of the room.
(28:42):
One person's task was to ask a question, whatbrought you out?
And the guy said, a battleship.
Oh.
And he goes, a battleship?
What color battleship?
He said, well, they only come in gray.
So why did you get a gray battleship?
Well, I got a gray battleship because I wantedto be cool.
(29:02):
So what else makes you cool?
Right?
So then he got into the process of activelistening, which is creating taking a word, a
concept, a phrase from the earlier answer andsending it back in.
Anyway, these guys Interesting.
They they role played this in front of theentire room.
And when they were done, then it was time forthe other guys to, you know, change.
(29:26):
And he goes, man, payback's gonna be hell onyou, buddy.
Right?
So what brought you up?
It was my pickup truck.
You know?
What color pickup truck?
Well, it's a red one.
It's actually a a a coaster wagon, you know,and and they see it.
But they they utilize the process to create a,you know, a question and answer period.
(29:50):
People make it way too hard.
It's, you know, beautiful night, isn't it?
Yeah.
It's a great night.
Do you like the clear skies or the temperature?
Oh, the temperature is ideal.
Yeah.
It's been a little bit warm, but tonight is sonice.
The point is it doesn't have to be hard.
None of this has to be hard.
(30:11):
No.
It's simply about asking a question, listening,and answering, and then asking another
question.
That's what sales is, quite frank.
It is.
You know, I I think sometimes we get to thepoint where we're having this great
conversation.
They say, oh, what do you do?
(30:32):
You know?
Well, you know, for example, oh, yeah.
I write books.
I help other people write books.
Oh, really?
How many books have you sold?
It's like, well, you know, it's not reallyabout what I sell.
It's about providing something that somebodyelse enjoys, and I never say how many I sell
because I feel that's really irrelevant.
(30:53):
It's not the quantity.
It's the quality, and it's what people get fromit.
Yeah.
And Totally.
I mean,
it's it's one of the reasons I use the MotherTeresa quote.
If you can't feed a 100, feed one.
Know, if I was supposed if I was supposed tosell a 100 books, I would have sold a 100.
But if I only sold one, it was the right one tothe right person.
(31:15):
It could change the world.
Oh, yeah.
Yeah.
You never know where where your book or whereyour talk is gonna go or how it's gonna open up
doors for you.
No.
It was funny.
Was just on a a video call before this, And thewoman said I said, where are you where are you
located?
She goes, oh, Toronto.
(31:35):
I said, very cool.
She goes, oh, I just got your book.
I go, well, that's cool.
How'd you how'd you hear about it in Toronto?
You know?
And she goes, I'm really looking forward toreading it.
I said, well, they're they actually work betterif you do read them.
And, you know, so we started playing aroundwith it, you know?
And she goes, no, I'm really looking forward todoing that.
(31:56):
And I said, well, I'm glad that that's awesome.
Thank you for buying You know?
And she goes, no.
I I somebody recommended it to me, so I got it.
And then once I got it, that's why I reachedout to you because I wanted to meet you.
And I said, that's really cool.
Wow.
So
That is.
That's really neat.
You you never know how how or where you youknow, I mean, that's a long way from Dallas,
(32:22):
Texas.
Oh, yeah.
Yeah.
That is.
That's you know, I was in the, the veterinaryoffice the other day, and I saw my my book
there, you know, one of my children's books.
And it's like, that's really cool.
It is.
You know?
(32:43):
I I mean, that's
got there, but that's really cool.
Well, that's that's exactly it.
You don't know I mean, I've written checkchecks to 19 mentors across my career.
And I said the same to them, to each one ofthem when I started, give me everything you
got.
And my commitment is I won't keep it.
Share it with my students or my clients.
(33:05):
Will become an extension of you.
And so you don't know.
It's just like Zig Ziglar when I read see youat the top and there was a quote, forever
changed my life.
You can have everything in life you want whenyou help enough other people get what they
want.
It's an asset.
Yeah.
You know?
And and so you you never know.
(33:27):
I mean, there's a quote that says, a riverachieves places its source never knows.
Oh, that's that's cool.
That's so true.
Yeah.
It is.
It's so true.
You know?
So I know I got upset one time when I said,gosh, I don't know if I'm selling enough of
this book.
And they said, you're not even using your owncoaching.
(33:49):
You're the one who says it's kind ofirrelevant.
It's the right ones.
It's and I had to think back myself and go,yeah, if it is the right people that got that
book, I did good.
Yep.
You just Absolutely.
You gotta
be happy with the intent, you know?
Yeah.
Now, I know if you're trying to be a New YorkTimes bestselling author, you gotta have at
(34:12):
least 10,000 sold, but, you know, I mean,10,000 are the right people.
So that's exactly it.
Well, I think that that's the thing.
You know, when people flash the here's what'sfunny is the first book I was ever part of was
a New York Times bestseller.
(34:34):
So
Oh, wow.
Technically, I'm a New York Times bestseller,and I think you're about the fourth person I've
ever said that to.
It's like
Into the world now.
Well, exactly.
It's not that but it's not that big a deal tome.
It's the know, I'm not I didn't do it for that.
And I I did it to provide some quality contentto somebody.
(34:58):
Right.
And and I think that that becomes thedifference whether it be authors or speakers or
trainers.
It's what's the intent behind their desire toshare the information.
Is it to help the other person become better oris it so that people can know who they are?
(35:21):
That's interesting you brought that up.
I'm giving a talk this Saturday, online, andI've had you know, it was about six months ago.
I knew exactly what I was gonna talk about, andI had it there.
And as I'm getting closer, it's like, I don'twanna talk about this because I didn't feel
(35:42):
that it was gonna really serve anybody.
I mean, it was nice stories.
It was good things to hear, good things to say,but it didn't really give a message about
helping other people.
And, you know, there is a place for that talk,but this was not it.
(36:04):
Or it's the theme is faith over fear.
And, you know, yeah, there was a lot of thingsI was afraid of, and and I did get over it.
But the message just wasn't there.
And so I think it had me time to just sit in mychair, recover from vertigo, and get plowed by
the bull.
(36:24):
It gave me the opportunity to really thinkabout what happened and actually the incident
with the bull.
I had the moment where I was actually having apanic attack because I saw the bull.
He wasn't coming after me.
He wasn't doing anything.
I just saw him.
(36:45):
And I'm sitting in my chair recovering fromthat thinking, this is ridiculous.
The panic attack is hurting my body physicallybecause of everything that goes on with that.
And two, I'm not able to use my brain at itsfullest capacity because I'm so busy being
afraid.
(37:07):
I can't think right.
What would I really do?
You know?
I was just kinda, like, frozen in time, and andI thought, yeah.
This is not where I want to be.
And then from there started coming all of thesethings of, you know, the faith over fear using
other things to go with it.
And it's like, yeah.
I gotta change my story.
(37:28):
So I did.
And boy, is it good?
It really is so much better.
That's awesome.
But Congratulations.
Yeah.
But sometimes you've gotta do that.
I know there's a couple of stories in books,and I'm not gonna mention that.
They're like, yeah.
They were okay, but I was just starting outfiguring things out and what to write.
(37:50):
It's like, oh, I have a really good story forthat.
And it's like, if I would've would've if Iwould be approached with that book now, I would
have a very different story.
But it's all maturity.
It's all growing.
It's all learning your craft and and findingout, like you said, what's really gonna serve
(38:10):
other people.
What I said was good.
I mean, there's nothing wrong with it, but butnow I I know how to make it great.
You know?
It's it's a big difference.
And It's
what it takes.
Yeah.
It's it's pretty good.
So.
That's right.
It was like I said, somebody just reached outand said, do you ever think of becoming a best
(38:34):
seller?
I said, yeah, a while ago.
Twenty eight weeks ago.
Yeah.
It's like, thanks.
I appreciate that.
You know?
I I think it's it's like I had an earlier aconversation earlier today just about what do
you you know, at some point, a lot of things alot of different things were were important to
(39:01):
you.
And at some point, all of a sudden you go,yeah, not so much anymore.
You know, I mean, I wanna, I actually wannaspeak more and train more, not for me
necessarily, but to, to share the years ofexperience and the, you know, the the
(39:23):
experience, the expertise, the knowledge, thewisdom that comes out of all these things.
Oh, Because you see people, you know, whohaven't had the time on the planet yet.
They will.
There will come a time where all of sudden theygo, oh, I've experienced that as well.
But experience is a great teacher.
(39:44):
It's just an expensive teacher.
Better to borrow somebody else's.
You know?
Yeah.
Oh, it's always nice to do that.
Yeah.
Yeah.
Fully agree with that.
That's wisdom on the front porch right there.
Yep.
It is.
Yeah.
You mentioning that makes me think about themagazine I have.
(40:07):
It's like, what's the purpose of the magazine?
It's to give useful tools to entrepreneurs.
And I wanna give them the meat and potatoes andthe dessert too and everything that goes with
it, but I want them to really be able to havetools that they can use to get further ahead in
what they're doing.
And we do that by sharing stories with eachother, by articles people are writing in.
(40:28):
And it's you know, I want you to be so excitedthat the magazine is here because now you can
go through it.
You can highlight it, whatever you wanna dowith it.
I mean, it's all emagazine right now, butreally take it and digest it and see how it's
gonna fit your business.
And maybe this story isn't good for you rightnow, but this other story, it's like, oh, man.
(40:49):
It's just what I've been waiting for.
Yeah.
So I feel like I put a lot of pressure on me tomake sure that what goes in there is really
gonna be useful for people.
It's and and there's such a variety because wego from, you know, someone who's who's working
to become a pastor to someone who's doing AIwork and all the tech and the digital and, you
(41:13):
know, and everything in between.
And we talk about health and and everything,mind, body, spirit.
It's it's there because we are complicatedhuman beings who have this vast array of life
in us, whether it's spiritual or physical,emotional, mental, whatever you wanna call it.
(41:34):
And woo hoo or no woo hoo.
You know?
Everybody has a different way of of looking atlife.
And you can't do everything for everybody allthe time, but you can offer things that can
help each person get to where they're going intheir business.
And maybe this this one issue isn't yours, butthe next one is.
(41:56):
Or the one we had, you know, two months ago waslike, oh, man.
I wish I would have had this two months ago.
Well, there it is.
But Well, I think that like the books backhere.
They're full of different things.
They're not about one specific theme.
It's not like this is a book on on toxicrelationships or this is a book on something
else.
(42:17):
These books offer a variety of things.
It offers art.
It offers hope.
It offers memoirs.
It offers stories that ignite memories in youthat maybe you hadn't thought about that now
maybe you want to share.
I mean, it's it's just incredible what peoplecome up with.
I I think that's why I like anthologies iseverybody gets a different viewpoint of
(42:43):
something.
Yeah.
Well, very much so.
You know, the the the fact is that you have theyou never know.
I talk about it from a place of high intention,low attachment.
Having a high intention of imparting somethinggreat for each and every one of the listeners
here today and a low attachment as to what thatis specifically for either them or for me,
(43:08):
quite frankly.
It's it's where the intention falls, right?
We want to put out work that can be of serviceto other people.
And many times you don't, you may never hearthe positive effect you've had in somebody's
life, or it might be years from now.
(43:29):
Yes.
And whatever it is, is okay.
It might be immediate.
You know, somebody might say, wow, that reallyhelped me.
But we're not in a society that is overlygracious these days or or full of gratitude
enough from that side.
Right?
Right.
(43:50):
Right.
I mean, it's it's funny.
A guy we've been working on a deal for a whileand he sent me a piece of news that was not as
positive as I would like it to be.
And I just want thanks for all you're doing totry to put this together.
I appreciate you.
And he goes, I just sent you bad news and youappreciate me.
(44:11):
Well, I appreciate you because I appreciateyou.
I appreciate the fact that we've been workingon this.
Yeah.
You know, I mean, why why live without feelinggood about living and and about doing things
and working with people and things?
Again, part of that is becoming more mature.
(44:34):
That's code word for older.
But, you know, we we learn some things overtime and it's just like Absolutely.
Why not just add to the I wanna be an adder tothe equation.
I don't wanna be the the minus sign anywhere.
There you go.
Yeah.
That's so true.
You know, I I, last time I flew, and I'm at theairport, and there's someone who's just
(45:02):
sweeping up the floors and stuff.
And as I'm walking by, I said, I really dowanna thank you for doing that because this
airport looks really incredible, and itwouldn't if you weren't here.
And they were like, thanks.
Appreciate that.
You know, it doesn't take much to sell tellsomeone thank you.
(45:23):
I had had done that one time, and someone goes,why are you thanking them?
It's their job.
They have to do it.
And they go, yeah.
It's their job.
That doesn't mean we don't have to appreciatethem doing it.
You know?
Exactly.
It's tough, especially in service jobs likethat, cleaning the restrooms, whatever.
(45:44):
That's a tough job.
And most everybody is not appreciative of it.
I mean, they do they're glad, you know, thatthe bathroom is clean or or whatever, but but
they don't ever bother to tell anybody aboutit.
And it's like, every once in while, you've gottwo because, wow, think what it would be like
if they weren't there.
(46:04):
Yeah.
I got a buddy, Sean g Murphy.
We were talking earlier today.
And whenever we're together, he'll walk in andhe'll say to somebody, I just wanna thank you
for all those people that didn't thank youtoday.
I wanna make sure that you get your thank you,so I'm gonna thank you for them.
Oh, wow.
That's awesome.
(46:25):
And every time he does it, I'm like, dang it.
He beat me to it.
It's so cool.
But but again, it's such a great example of,you know, you can be good to people.
That's why we're here.
You know, we can have a wonderful existence.
Even in tough times, we can have wonderfulexistence if we choose to.
(46:47):
Again, we have so many choices.
Which choices do you take?
Yep.
You know?
Yeah.
My husband the other day, I had to tell him,not that I had to, but I really wanted to tell
him, thank you for making a meal because I knowhe was hurting bad too.
(47:07):
You know?
I was I was still not able to even stand upbecause of the vertigo and stuff that was going
on.
And I know he was really hurting, but he stilltook the time to bring me a plate of food.
I didn't have to go up and and get it.
And and I said, you know, I really wanna thankyou for doing this.
(47:28):
He says, I know you're hurting, but I really doappreciate you taking care of me too.
And sometimes I think we forget to thank ourfamily, thank the people that were around all
the time, that hears all the grumbling andcomplaining of why this didn't work and why
that didn't work and is it ever gonna work?
And and just say thank you.
(47:51):
Yeah.
Very much so.
It's it's important.
Agree.
Well, we've got got a few minutes left here,but people are gonna wanna know how to get
ahold of you.
It's like, how can you read my email?
Well, there's a couple ways.
My web I don't hide very well.
(48:12):
So my website is scottschilling.com.
And my email is scottscottschilling dot com.
Please reach out.
I mean, I, you know, I would love to talk toyou or, you know, entertain questions or
comments or or whatever.
Again, I think we all have the opportunity tobe adders in other people's lives.
(48:36):
And the question is, do we just choose to do itor not?
And if we want to, we can.
And if we don't, we don't have to.
But why not?
That's true.
That's true.
So, Scott, if somebody's coming to you to, youknow, work with the sales or the marketing
stuff, how what's the time frame that's that'stypical?
(49:01):
Does it vary depending on what's going on, ordo you have certain courses that are set up?
Well, do.
Yeah.
I do have online courses as well.
You know?
But again, a big part of it is reallyunderstanding their situation.
Okay.
Yes.
I have training courses and I have books and Ihave all sorts of different things and can be
(49:24):
of service to people.
But I tend to really want to understand theirsituation so that we can get down to it to
serve them the best, the fastest we possiblycan.
And so that's just a conversation.
Again, reach out Scott@ScottSchilling.com.
(49:44):
I'll send you my my calendar link.
We'll have a conversation.
And, typically, we you know, I find out a lotof things about people, you know, what's their
greatest challenge?
And we work to address that.
Some people have things that they think are bigthat aren't that big.
Some people have things that they don't thinkare that big that are plenty big.
(50:04):
So, know, it's just it it's a matter of I had aclient thank me today because I actually it's
funny.
I I saved the client in two directions becausetwo two parties got up got upset with each
other.
And I got in the middle of it, and I actuallycalmed it down and saved the entire deal for
(50:27):
everybody.
And they're like, thank you so much for doingthat.
And I go, well, wasn't that what you wereworking to do in the first place?
You know, sometimes people don't, you know,they don't see things as clearly as somebody
else does.
So, again, it's it's like, let's just let'sfigure out how to add to society and what we're
(50:50):
doing and do good things together.
I truly believe it's about adding respect,honor, and dignity back to the planet.
You know, getting we don't have to agree witheach other, but we should at least respect each
other, honor each other.
And when we do that appropriately, dignity iscreated for all of us.
So let's just make the world a better place.
(51:12):
Yeah.
That's it.
We leaves leave it better than when you foundit.
Exactly.
Pretty much so.
And I know I know that seems like, oh, yeah.
That's impossible in the world, but I like whatwhat, I believe it was Audrey Hepburn that
said, the word itself says, I'm possible.
Yep.
I love that.
(51:32):
Exactly.
Well, I and I think that that's the biggestthing.
You know?
It becomes down to intention again.
Right?
If if you Henry Ford said it.
Think you can.
Think you can't.
You're right either way.
If if you think you can you can create bettersituations, you can create better situations.
If you don't think you can, you won't.
(51:54):
It's up to you.
Yeah.
You know?
Again, why why would you wanna live in pain oror not living your dream if you could live your
dream.
I think
it makes sense to me to go for it.
Right?
Yeah.
Yeah.
You know, that's kind of that faith over fearthing.
It's like, yeah, it's scary, but you don't knowwhat's gonna happen.
(52:16):
You know?
Everybody's doing the what if, and it's like,well, what if it's amazing?
That's exactly it.
Wonderful.
Could very well be.
That's right.
So, Scott, thank you so much for being here.
I'm getting a little worn out, so I'm gettingthis a little earlier than normal.
That's all good.
Thank you for the opportunity to be here.
(52:39):
Oh, yeah.
Thank you so much, and thank you, our audience,for being here.
We really hope you got some some not justgolden nuggets from this, but things that you
can use those golden nuggets with.
You know, the tools to take those nuggets andmake your business better.
And we'll see you next time on Wisdom on theFront Porch.
(53:00):
Thank you for joining us today on wisdom on thefront porch with your host, Ellis Kirkpatrick.
You can find us on our website,wisdomonthefrontporch.com, see previous
episodes of the podcast, and view issues of themagazine.
Did you know you can submit questions, leavereviews, or suggest topics?
You can also tell us where your favorite frontporch location is and what it means to you.
(53:23):
We hope you gain value and insight from today'sor previous talks.
We appreciate your support for us so we cancontinue to provide value and expertise to you
and others.
Subscribe to Wisdom on the Front Porch magazineand join in next week when we bring you another
great insight into the world of entrepreneurculture and lifestyle.
Make today a great day.
(53:44):
Always believe that something wonderful isgoing to happen.
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