Engage, Connect, Convert: Better Prospecting & Presentations with Bill Luconti

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Here's your host, Ryder.
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All right, today in the zone I have another amazing networker.
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He's a previous guest, and he has a new book called Okay, They're Listening Now What?
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Which, yes, as much as I love to talk about getting people interested and getting people's attention, well, we need to follow up with something.
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Here to share some awesome tips is Bill Lucanti.
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Bill, welcome.
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Thank you once again for joining me.
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It's an honor and a privilege to be speaking with you once again.
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Yeah, it's always good fun to pick the brains.
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And you have a very unique situation.
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This is your second book.
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Always giving it away for free.
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And I still have to tell you to you know, either print it out and sell it just in case.
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Put it up on YouTube, you know, something to to get this cool stuff out there, and it's a cool twist on everything that you've learned.
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But I guess the reason is why did you come up with a second book?
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Well, the first book was titled Um You know Skills to Learn to Get People to Listen to You.
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And uh got a ton of really positive feedback.
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And because since the book is free and it's in PDF form, I mean I do have it in print form for those who I meet and hand to them.
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But in a PDF form, uh people from I can't tell you how many countries I've I've sent the book to, and I've got just so many positive, so so many comments and positive feedback from the first book that it was it was overwhelming.
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But the one thread that I saw that uh everybody was was speaking to me about was yeah, they're they're listening to me, but I'm not really sure where to go from here.
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What what should I do next?
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And that is where I started thinking, okay, let's come up with reasons why they should be speaking with people and follow up as far as them already listening to you.
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Because um, the hardest part is getting someone to listen to you.
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But once they're listening to you, now you're put on the spot.
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You have to come up with something to say to them.
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And the way that I have always looked at this and is to entertain people.
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And if you don't believe people need to be entertained, all you have to do is while you're driving in your car and you're at a red light, look to your left or your right, and you're gonna see somebody on their phone.
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So people need to constantly be entertained.
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Uh, they're watching Netflix, they're on Facebook, Instagram, they're checking their phone constantly.
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So when you realize that people want to be entertained, you need to entertain them in order to keep their their attention.
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And that's where I came up with the bulk of ever all my thoughts in this book.
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Yeah.
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Well, it's kind of a baiting question because you got people to get attention, you know, people are asking, so now they need to be able to say something or be able to get over you know what whatever's holding them back.
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And I I noticed well, let's talk.
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I was gonna talk about some of the chapters, but let's talk about entertainment.
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I think people are just their attention spans are lower, and that's not a good or bad thing, it's just reality of the situation.
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So where most people say okay, we're the old school.
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Okay, we have to do 30 minutes or 20 minutes, and you kind of lead towards what I do is conversation, you know, it's a back and forth, right?
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It's an interactive uh way of doing things versus one-way communication, which is pretty cool.
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Did you always notice that it was people need to be entertained, or have you seen presentations that have gone wonky?
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You're like, oh, these people are glassed over, now they're on their phones and things like that.
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Oh, I've I've been to so many presentations where the person who's speaking will be talking about themselves for the first 10-15 minutes about how successful they are.
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And I I've always tried to tell everybody, you know, leave yourself out of it.
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Nobody cares about you, nobody cares about how successful you are.
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Everybody wants to know one thing and one thing only is what is this going to do for me?
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And if you get somebody's attention, uh such as, like I said before, all you all you need to do is just speak to someone and have a conversation, and you work in what you're involved with in that conversation.
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But the the first thing I try to uh explain to everybody is there's three things that you have to make sure that you have under control.
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One is check your fly, make sure you're not done.
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Okay.
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Number two is check your teeth.
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Make sure you've got nothing in your teeth, and then check your nose because nothing will destroy a conversation faster than a bulger sticking out of your nose.
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All right.
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I mean, that that is one thing that I can honestly say that I have seen happen more often than not.
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And uh in fact, I I help a lot of people with their uh presentations.
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And I had one person come up to me and said, Can you check my nose?
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And I'm thinking, oh my God, what are you talking about?
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And I realized what he was talking about, and I said, Absolutely, you're good to go.
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So, you know, when when you're when you're doing that, you're your your first thing you need to be aware of is your appearance, because most people won't listen to you if you show up in a tank top, shorts, and a flip-flops, because they're gonna look at you and think, what does this guy do?
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I mean, I I understand what the message is, but uh the one aspect that I always try to explain to everybody is when you speak with anyone, no matter where you are, you need to be up against the wall.
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And what that means is if you're speaking with someone in a coffee shop, a restaurant, whatever, whatever atmosphere you're in, get there early, sit down in front of a wall.
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And why?
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Well, you have no idea how many times I'll be speaking with someone and someone walks behind me, or there's a car or there's a person walking a dog and it distracts them.
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All it takes is one second for that person to look away from me and they lost their concentration, and I have to try and get it back.
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So if you have a solid surface behind you, it it believe me, get there early, check your emails, make a few phone calls.
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If the place you're meeting someone at, uh see if they take reservations, or just get there early and grab that grab that seat, because it's it's got it's going to save you so much embarrassment because if you're speaking with someone and they that they get distracted, and you can see that that they're distracted, it's it's sometimes hard to get get back.
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In fact, I've had people who, well I'm speaking with someone, um, I'll lose my my train of thought.
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And I'll just you know say, okay, well, have you ever done this where you're talking with someone, you lose your train of thought?
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That just happened to me.
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Where was I?
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And the the thing is is that when you say that with people, not only do they chuckle and they laugh, but they help you.
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They'll say, Oh, you were talking about this or talking about that.
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And I say, Oh, thank you.
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And also that works two ways, because if you ask someone, what was I speaking about, and they know exactly what you were talking about, you know they're listening.
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So it it was I believe in using um as many props as possible because uh when you're using props, especially if you're in a crowded atmosphere, people are gonna look over and start saying hey, what's that?
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Yeah, because what I usually do is I give someone a small five by seven inch envelope, or I'm sorry, uh notepad.
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And then I'll hand them a 12-inch pencil.
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And I say, here, you might want to take take notes.
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And they look at me and they laugh.
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Okay, the ice is broken.
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Any any kind of tension that was there, it's gone.
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They can go ahead and I you I give them the pencil and I say start start taking notes.
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And they say, Do you really want me to use this?
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That's yeah.
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And the people around us are looking over and they start, hey, look at that.
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That's that's kind of odd.
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But uh, when when you're speaking with someone, you know, stand in front of a wall and try and try to attract as much attention as you can.
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And if you get stuck, like I said, just ask, where was I?
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And if if they don't know where you were, just reiterate what what you're saying to them.
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And if they do mention to you, oh, you were talking about this, then you know they're listening.
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Oh, yeah.
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And we all get distracted.
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I mean, that's just human nature.
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Because we all think, okay, is there a threat and that's how we're designed?
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I love the props because anything to create memories and attention is always good.
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Uh but you mentioned one thing that to show up and not that doesn't mean you have to show up, you know, you don't have to buy a new suit, you don't have to it's it's all about making the prospect feel that they are important, I think, in my opinion.
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Like don't be a slob, but don't be over the top, you know, that that's not yourself, you know.
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Uh but also the part that said being on time, like I hammer that into my daughter all the time because if you're late, there are there are things out of your control.
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Like if there is like a serious car accident in front of you, if there is um a fire and and you know the fire trucks had to stop the the traffic, like they're serious things, but there's really no excuse for people to be late.
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And I know some peop some cultures will get flack for this, but if somebody's from a culture where they value their time or they value that people um respect your time, then you could lose a sale like that, or you could lose credibility, you could lose like always go to the the bare minimum, like okay, they are designed to be on time, or really should be super early, but uh you will lose it, and it's crazy.
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You're gonna lose uh probably about 50% of the people if you if you show up late.
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That's just reality.
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I agree.
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How you want it.
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Yeah, I I try to express to people to uh dress half up.
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And they said, What do you mean dress half up?
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And I explained to them, I said, Well, if you know you're gonna be seeing somebody who is uh just coming in in a t-shirt or whatever, wear a polo shirt.
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Uh the one thing I try to explain to everyone is don't go in a suit and tie.
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No, no, I don't care where you are.
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I mean, when you come in and you're you're dressed to the nines in some, you're already intimidating that person.
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You want to make them as as comfortable as possible.
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In fact, what one of the um one of the ways I like to begin a conversation is I'll ask them, uh, if you could, what superpower would you like to have?
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And I say, you know, just tell me what what you think it would be.
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And you'd be surprised what people come up with.
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You know, I'd like to be invisible, I'd like to do this.
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And then I say, okay, fine.
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So um whatever it is that you come that they come up with, okay, then I with myself, I'm in I'm involved in uh customized nutrition and natural organic nutrition.
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So I say, okay, well, you want to be invisible, you want to be able to fly.
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Okay, I can't help you with that, but I can give you a killer immune system, or you know, I can have you have the energy of you know your your grandchild or any anybody else who you see uh running down the street.
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Would you like to be able to have their energy?
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I can provide that to you.
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And then uh what I do is I follow up with them.
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Whatever they said that they're super power, they wanted their superpower to be.
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Um, I find on, I mean, I I'm a graphic designer by trade, but I you anybody could do this where you could just go online, look for a type of superhero.
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You can go to any stock image, or even even if it's uh still from a movie, and if somebody is looking for, you know, saying that that they want to be able to have the ability to fly, find you know, Superman or some some other character that that can fly.
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Take their head and put it right on top of that and say, here's what you said you wanted your superpower to be.
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Well, can't do that, but I can do this for you.
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And make a little trading card out of it and send it to them.
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And I guarantee you, not only are they they going to appreciate it, they'll probably go around and show it to their wife, their children, people they work with.
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And what that's going to do is people are going to start saying, Well, how'd you get that?
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Well, where did you get that?
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And they start they start speaking about you, and it helps you to you know prepare to possibly meet somebody else.
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Yeah.
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And you said make a trading card and send it to them.
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How does that work out?
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Well, the thing is, is that any anybody can do this.
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If you have any kind of desktop publishing program and you have connection with the internet, which obviously everybody does, uh, you can go to a stock photo house.
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You like I say, you can even take a still from a movie and take that image.
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I'm not saying that you need to have Photoshop or photo manipulating program, but you can even just you know take a round oval of someone's face and put it over top of that and print it out on even it's a sheet of paper, trim it to size, and just send it to them.
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You know, and on the back, what you want to do is you want to put your contact information, put a QR code where they can contact you and get more information about what you're involved with.
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But the the bottom line on this is that it's an easy way to follow up.
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It's non-threatening, it's not it, they're not gonna reject it, they're gonna look at it, they're probably gonna embrace it more than anything else that you could possibly do for them.
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And you've got that contact information where they can scan it anytime they want.
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Plus, like I said, they're they're going to, I guarantee you, they're gonna be showing it to other people, especially if they're at work.
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They might pin it on their you know, their bulletin board or whatever.
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And next thing you know, people are gonna come in and say, What is that?
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Oh, that's my that's my superpower.
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You know, and and they say, I I have this killer immune system, I have you know enough energy to run a marathon.
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And it's it's something that is simple, it's low cost, it's very easy to do.
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It just takes a few minutes of your time to take care of it.
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Yeah, no, there's always like uh Canva and uh obviously you know, Google is is you know making things easier for the average person.
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It doesn't have to be super professional, but it's kind of a baiting question.
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Is that uh when people get something in the mail, it makes a huge difference.
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So, okay, everybody has a color printer or your office has a color printer, you have a friend with a color printer.
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Cardstock is super cheap at any office supply store.
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And when you when somebody gets something physical, then it's different.
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So yes, you could email it to them, you could text it to them.
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But when what is a so uh I guess a number 10 envelope is uh under a dollar to send, and envelopes or whatever, ten cents.
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So I mean your cost of goods is is under a dollar fifty, which makes a massive difference.
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It makes a bigger difference than buying them the four dollar cup of coffee, you know, it or uh, you know, give them a talk to me, I'll give you a ten dollar Starbucks gift card, you know, things like that.
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That's not the same as getting something that people feel like, okay, they took the time, they're listening, they are you know making me feel valued, which we should anyways, but it it's just it's just proof and it's tangible proof.
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And people have a hard time throwing away a picture, even if it's somebody they don't know.
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It's the weirdest thing.
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It's how it is.
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Like when you get a frame at uh you know Walmart or whatever, and they have the picture in there, people still have a hard time throwing away the picture that comes with it.
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You don't know the pictures, though those models, but it's weird, it's just how it is, and super smart.
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Love it.
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And there is for anybody who's ever bought a pack of baseball cards or you know, Pokemon cards or whatever, and you've been to a store, and these you could find anywhere.
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They're called top loaders.
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And what it is, it's a rigid plastic, it's about a little bigger than the size of a trading card.
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And what you do is you print it out and you put put it into the top of that top loader.
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It's rigid plastic, so it's gonna protect that card.
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And when you mail it to them, put that in there because now not only have you given them something like that, they can keep it forever because the corners aren't gonna get bent or dinged or anything else like that.
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They they cost like 25 cents each.
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I mean, it's it's rock bottom cost, and it makes such an impact.
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And like I said, the one thing you want to do is uh you know that that person's gonna going to remember how you made them feel, which is gonna be so much more important than anything that you could say to them.
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Because once they've once they realize that you made them feel good about themselves, or the fact that they could go around and show that to everybody, because they'll they'll put it in their purse, they'll put it in their wallet, and they'll show it to other people.
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That like I said, they'll post it on a bulletin board, they'll they'll even just put on on their desk.
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And if you can be in and have have that much kind much kind of exposure in front of somebody after you've you've done you've done spoke speaking with them, you you can't buy that stuff.
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And like I said, it's it's costing you less than a dollar to do all that.
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Yeah, it's crazy.
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And you're talking about the ones where if you ever collected baseball cards or those type of cards, okay.
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Right, exactly.
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Another thing, I I just I just did a uh health expo at a mall that I take care of the marketing for.
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And uh I was speaking to people about our energy drink.
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Now, I I'm not a fan of the Red Bull, the monster, all that stuff.
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I we we do have our my company has our own natural organic energy drink.
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And I would ask, I had them there, have people try and they would drink it.
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And then I would just say to them, would you be interested in playing a simple game?
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They said, What kind of game are you talking about?
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I said, All you have to do is pick something.
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I said, Okay, what's that?
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So I have these little plastic pills that I have made.
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And what you do is you unscrew it and you can put something in it.
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And for example, here's one of my energy drinks.
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So I put that, I'll give that to them.
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And I said, Okay, you can have that.
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Now you can keep what you have in there, or you could trade it for a bigger pill.
00:19:50.559 --> 00:19:56.559
And you don't know what's in this, but there might be what's called a zonk, which is that you're not going to win anything at all.
00:19:57.119 --> 00:20:06.720
And the the thing that's funny about that is people who are walking by and they see me doing this, they start asking, Oh, can I play it?
00:20:06.960 --> 00:20:14.319
And you just go, and it's just a very simple visual that people get interested in it.
00:20:14.559 --> 00:20:21.039
And I mean, my my energy drink stick cost me like a dollar and a half, and I give it to.
00:20:21.440 --> 00:20:26.880
I mean, have I had people pick the the the pill shape container that had the zonk?
00:20:26.960 --> 00:20:28.640
Yeah, I have had them.
00:20:28.880 --> 00:20:30.799
And they so I don't win anything.
00:20:30.880 --> 00:20:33.359
I saw that here, you can have this, don't worry about it.
00:20:33.440 --> 00:20:45.359
There's there's no losers in our business, you know, and and that's just a simple, easy way of presenting my my business where it's fun, it makes people feel good, and they remember it.
00:20:46.319 --> 00:20:48.400
Yeah, easy comparison.
00:20:48.559 --> 00:20:50.000
I like the interactivity of it.
00:20:50.160 --> 00:20:54.640
And every everybody can do it with with with product, you can even do it with you know there's so much you could do.
00:20:54.799 --> 00:20:57.920
Uh it's a it does you you don't have to have an energy drink stick.
00:20:58.000 --> 00:21:14.400
I mean, there's you think of like what what value will people can people get the type of sample things like that, even for services, you know, you could buy, you know, whether it's uh you know$50 credit or towards something or you know, use you know, start thinking of things.
00:21:14.480 --> 00:21:15.519
But yeah, that that's cool.
00:21:15.599 --> 00:21:21.680
I love visuals, and yeah, back when I was with a company that had the energy product stick, same thing.
00:21:21.759 --> 00:21:25.519
Like people love samples when they know what they're getting.
00:21:25.759 --> 00:21:29.759
There's no reason to just hand stuff out, it's not gonna work, you know.
00:21:31.279 --> 00:21:36.400
You know, explain it to them by getting their attention, and then of course you have a win, which is super cool.
00:21:36.559 --> 00:21:36.880
Love it.
00:21:37.440 --> 00:21:54.960
You can just give somebody a sample and hope that they will use it or try it, but if you can entice them in a way that once they take your sample and they walk away, but when they look at it again, they look like, oh yeah, that's when that guy had me open up the pill and find it.
00:21:55.119 --> 00:21:55.680
That was fun.
00:21:56.319 --> 00:21:57.519
I'm gonna try it now.
00:21:57.920 --> 00:21:59.759
And you know, obviously, you want to.
00:22:00.160 --> 00:22:02.640
give them your contact information as well.
00:22:02.799 --> 00:22:07.119
So I mean I I constantly give people my my business cards.
00:22:07.200 --> 00:22:15.440
And speaking of business cards, um whenever I do my talks I'll ask people how many here have how many people here have business cards?
00:22:15.599 --> 00:22:25.680
Most people raise their hands and I'll say okay how many of you hand your business card to somebody as soon as you meet them most everybody raise their hand.
00:22:25.759 --> 00:23:04.079
I said please stop you know when when when you meet somebody nobody wants to hear about you okay you and I said the easiest way to hand somebody your your business card is speak with them and then just ask them okay you know whatever they're involved with it it doesn't matter what what what topic they they're involved what subject they're involved with just say to them you know can can you tell me something in one or two sentences that I may be able to use to pass on to somebody else to possibly get a referral for you.
00:23:04.319 --> 00:23:10.079
And most of the time they they look at me like a deer in headlights because they they're not expecting that they don't know what to say.
00:23:10.319 --> 00:23:17.279
Then I hand them my business card and I say well if you don't know what you want to say now here's my card.
00:23:17.839 --> 00:23:27.359
Give me a call whenever you figure it out by the way I have your business card as well may I follow up with you in a week or two to see if you have those two sentences available.
00:23:27.440 --> 00:23:38.559
So now when you call them back it's not a cold call they'll remember you and hopefully by then they'll have something for you to say if not just call them back again.
00:23:38.640 --> 00:23:54.240
And it's it's an easy simple non-threatening way that you could do a follow-up with someone and it's it's it's one of those things that whenever you you reach out to someone that they're not going to hang up on you.
00:23:54.720 --> 00:24:15.119
Well they're looking forward to talking to you like this person can give me leads and referrals of course I don't know what to tell them which is crazy like they spent the money to get trained to to do everything they have their business cards they never trained on oh wow how can I prove give value to people that like that's that's hilarious.
00:24:15.279 --> 00:24:15.920
I'm sorry.
00:24:16.880 --> 00:24:25.359
And then if if they do give you that one or two sentences you have to try your darndest to find a referral for them.
00:24:25.920 --> 00:24:34.079
And when you do find a referral for them you'll be surprised at how quickly they'll they'll want to reciprocate the same thing for you.
00:24:35.920 --> 00:24:42.799
And it it's it is weird when you back up and think people just give business cards.
00:24:42.880 --> 00:24:53.599
I I know a lot of times you're in a business networking event and people are in a business mindset and they want to make contacts but giving out your business people want people should ask for your contact information.
00:24:54.799 --> 00:25:17.359
You shouldn't just give it to them that's well I'll give you an example I was at uh an event it was for kids and etc so give a short story a lady that used to help out with the high school band she invited me back hey the kids want to see you since your daughter they haven't seen you in a couple years and it's my last year.
00:25:17.519 --> 00:25:18.720
Can you help scoop out ice cream?
00:25:18.799 --> 00:25:31.279
I'm like of course scoop out ice cream for kids that's a win she's volunteer coordinator I'm like of course I'm gonna help you I can see the kids that are about to graduate that I haven't seen since their freshman year etc which is pretty cool.
00:25:31.519 --> 00:25:36.160
And just the fact that I'm I'm giving back I know something's gonna come back in return.
00:25:36.319 --> 00:25:44.559
It could be a year from now it could be five minutes from now that's just how life works and I'm excited to to get back.
00:25:45.839 --> 00:25:54.240
What happens is I just got an email about my homeowner's insurance and the price went up significantly.
00:25:54.720 --> 00:25:57.759
It's just how it is in Texas that's how it is a reality situation.
00:25:58.160 --> 00:26:08.960
So that's in the back of my mind as I'm walking into the high school and I go man you know while I'm waiting for the kids to come in I was like man I remember Joel he does insurance.
00:26:09.119 --> 00:26:27.759
I was like man let me talk to him before I leave because I do all my stuff and I was like Joel do you still do insurance goes oh absolutely I was like you know here's my situation can you give me a quote I don't care if it's relatively close I just want to give the business to somebody if I got to pay for this like it could be it could be even a little bit more because I know you're gonna take care of me I totally forgot.
00:26:28.000 --> 00:27:13.039
He goes yeah yeah just email me the declarations page or whatever that's called and leading up to that is I kept kind of asking him like you know is this easy for you and we okay okay there's a conversation like I literally had to ask him the point I'm getting I literally had to ask him like can I please get your contact information because he wasn't like you know here's here's my contact can I get your text messages can I can I no he wasn't excited he was just like okay what exactly is going on or you have the sage or whatever okay yeah it's probably a little bit more man hopefully I can save some money or at least point you in the right direction like he was giving value value value and eventually I was just like can I please send this to you and then I was I said it to him that night like I didn't wait.
00:27:13.200 --> 00:27:21.279
So it was it was someone that wanted to give me value of course I was looking but everybody's looking for something it's all about timing.
00:27:21.680 --> 00:27:40.640
That's a long drawn out story but again yeah he he saved me when I gave him time and business and then I'm referring him like I didn't even once I got that eleven hundred dollar savings I texted everybody that I know that had that that owns a home he does rental but you know homeowners is pretty expensive.
00:27:40.799 --> 00:27:50.640
So like I was excited to give him business and that's the way we should do it versus me me me it's well what can I do for you?
00:27:50.799 --> 00:27:58.240
And if we just remember that I should probably clean up that story make it shorter but you just you just spurred a memory for me which is pretty cool.
00:27:58.319 --> 00:28:11.359
So win win and don't vomit your information out of people right the the thing is is that um it's not about you it's about the person you're speaking with.
00:28:11.519 --> 00:28:49.759
So when you shove a business card in front of somebody it's here this is me I want your business I don't care about anything about you here's my card you have to completely flip that table to the point that the person you're speaking with is interested because if you go to an event and people are collecting business cards I guarantee you if you go up to someone and ask them about the one or two sentence referral they're going to remember you more than any anybody else's card that they that they picked up because again it's the way you made them feel and people are going to remember how you made them feel more than anything that you said to them.
00:28:50.079 --> 00:29:16.880
And one of the things that uh one of my neighbors uh I should say he he's about a block and a half away from me owns a uh little coffee shop and he was a little concerned because the sales had dipped and I said would you ever you want to try and do something called a talk trigger he says what's that and I explained to him I said get yourself some cards or you could use a regular deck of playing cards I created some cards for him and uh just it's just 15 cards.
00:29:17.039 --> 00:29:23.680
And I said when somebody comes in and buys a cup of coffee lay the cards out and let them pick whichever one they want.
00:29:23.920 --> 00:29:28.079
If they pick the special card they get their coffee for free.
00:29:28.240 --> 00:29:48.319
And he looked at me and said you mean I got to give somebody a free cup of coffee I said you have a one in 15 chance of somebody picking the card that's free I said how much does that coffee cost you compared to this talk trigger because what's going to happen is they're gonna leave there and they're gonna be talking to somebody else and they're gonna say oh you should try this coffee shop.
00:29:48.480 --> 00:29:53.920
If you want to you you might be able to get a free cup of coffee because they have this card game there.
00:29:54.079 --> 00:30:40.799
Well one thing leads to another and now you've got somebody that's outside of your coffee shop promoting your business it's a fun game if if they win it makes them feel good and the next thing you know this person's out promoting your coffee shop as well uh one other thing that I like to do is uh I I go for a walk around uh a park in my neighborhood uh as often as I can I wish I could say every day but that never happened with you and and um take a white t-shirt you could anybody could buy a white t-shirt anywhere and you can go to some place like a staples or something like that and get the iron on graphics that you could you could print on your printer and put it on the back of your shirt.
00:30:41.119 --> 00:31:54.960
What I found is that this is something that is very simple to do and I can't tell you how many times while I'm walking I hear somebody come up behind me and I hear their camera click because on the back of the shirt is a large QR code and above it I'll have uh I'll have want more energy scan the code or interested in maintaining your weight scan this code and I'm I'm not speaking with anyone but people will just walk right by me turn around and scan I it and it it makes me it makes me smile and makes me laugh and I if I hear somebody who does that I don't turn around and and look at them I see who who it was that walked past me as I and as I go around the oval and I see them again I say would you like to know more about what you just scanned and that starts a conversation and it's just a simple easy again very inexpensive way to start a conversation and I've I found that most people that I meet with uh want to go for lunch or dinner and that's fine.
00:31:55.279 --> 00:32:01.440
And oddly enough most people I have found are fans of Chinese food.
00:32:01.599 --> 00:32:47.519
I mean most people I I think I mean I I've had a few people who don't like Chinese food but what I did was I I spoke with the um the person that's in charge of you know the waiter or the business owner or whatever and I asked them when you because anytime when you go to a Chinese restaurant you always get fortune cookies and I said would you do me a favor I said when you hand out the fortune cookies will you give them my fortune cookie and you can get fortune cookies made anywhere if they're like two dollars each and come up with your own saying and it it it it could be okay the person you're speaking with can change your life or you know you're you're you're speaking with Bill Nel he knows what he's talking about.
00:32:47.759 --> 00:33:01.200
What it doesn't matter what the fortune says it's the fact that you've you've been in a different environment they open up the fortune cookie they've read their fortune and it's intertwined with what what you've been speaking about.
00:33:01.519 --> 00:33:19.279
And all you have to do is just say well what did your fortune say yeah and they'll say oh it says here that you can help me with my health yeah I can would you like to know more and and that's and it's it's simple it's easy again it's non-threatening and it makes people feel good about themselves.
00:33:19.440 --> 00:34:17.360
And like I said before the the one thing that uh people people remember more than anything that you said is how you made them feel and when you follow up with them uh I I I know I I I said this going during the the first interview I had with you is when you follow up with people I I don't I don't like to call them I don't like to text them I don't like to send them an email what I do is I will record on my phone a two to five minute message and I'll text to them because everybody everybody reads their texts and when you get one that's an audio it it's even easier because all people have to do is listen and all they have to do is just listen to that and they could respond to it if they want to but at least this way it's an easy way to reach out to somebody and follow up with them.
00:34:17.519 --> 00:37:12.239
And again everything that that you do if you make them feel good about themselves or feel good about what you're involved with they'll remember that more than anything else that you could have said to them yeah absolutely and just and it's we stand out because most people it's okay let me push you in a in a funnel of uh sales messages whether it's text or email and the the personal touch especially in the world of AI and everything else going on like that the personal touch it's gonna make you stand out anything that makes you stand out people remember of course obviously make them feel good feel feel valued which we should do anyways but uh kind of back up to the shirt you said you have iron on or uh transfers i i've seen like dts and things like that like where do you get where do you get those well the thing first of all the thing is you you can get a QR code made anywhere on on the internet okay all you have to do is just put in your your website or whatever your link is and you can go to a staples um any kind of office supply store and you could print it on your printer laid over top of a white t-shirt and you could you can iron it and it will transfer uh you can do that and I mean it's it's not going to be the best quality if you do want to spend the money to go to a uh a company that does silk screening or imprinting on t-shirts you can do that just as well I'm sure that it will last a lot longer but what I like to do is with with the iron on is you can change what you want to say it could be about energy it could be about weight management could be about better sleep and that way you don't have to worry about paying for a a screen charge for every time that it gets it gets printed it's it's very simple it's um easy to do uh I mean if if I know there's a lot of people don't spend ironing their their clothes anymore but hey this this don't give me an excuse to iron your on your clothes along with putting a QR code on your t-shirt but it's it it's it it's a simple I always always believe in um low cost in fact uh there's a um a farmer's market that is a block and a half away from me and I've done two things that has been just phenomenal and so if anybody that's involved with anything that is involved with the health and wellness industry uh what I did was I I I set up a tent there and all I did was I got a small round table with three bottles and I made them look like they were actually I I used like a wine bottle poured my energy drink and then a wine bottle and I had a little uh vase with flowers on it and two two seats there and I stood there with a vest on and a a towel draped over my arm like I was a waiter.
00:37:12.639 --> 00:37:29.840
Nice and if somebody comes around I said hi I said would would you like to try try one of our energy drinks today I said I would be glad to serve it to you you know and they look at me and they laugh well first of all if if if they're laughing they're they're interested because and listening to me.
00:37:30.000 --> 00:37:49.119
And I'll just you know I'll have a little little glass fill it for them I say here you go and I also ask them I said you know I know that a lot of people like to smell the cork from bottle one I said I can let you smell smell the the the the fragrance of our energy drink if you're interested and try and see which one you'd like to try.
00:37:49.440 --> 00:38:01.360
And by the time they're done with that and they get up and they walk away and I look there's a line of people behind the ones that are waiting there because they're all curious and interested in what what this is all about.
00:38:01.599 --> 00:38:12.559
So again it I mean your your presentation is important but again if everything I'm talking about is very very low cost anybody can do this.
00:38:12.719 --> 00:39:11.280
I mean if you're set up like as I said a farmer's market or community fair or if you you get permission to stand outside of a store um anything else like that or if you're if you're meeting with somebody as I mentioned like in a restaurant or a coffee shop um and you have your information with you whether it's in a bag or padfolio pull out a FedEx package a FedEx envelope and open it up so this was delivered to to my house in your name and you pull out this envelope about this big and you open it up and it says oh it looks like you won an award and you say you know what award says oh you you've just won one of our energy drinks and you give it to them and it had has their name on it and they open it up I mean to think about the hype that the Academy Awards do with their uh their their and you could do the same exact thing but it's with your product and it's it's it's simple it's it's easy to do.
00:39:11.440 --> 00:40:10.480
One of the other things that I've done at the um farmer's market is I would have a large a frame and uh it's basically just the outline of a body and I would give somebody three stickers just little round round dot stickers and I say put this on the body where you have uh have health issues health issues and it's what I said wherever you you know if you have headaches put on top of the head on the top of the head if you have arthritis put on the hand and so they they do that and then I look at them I said okay well you you put this on on your shoulder do you have problems with your shoulder yeah I I've got some arthritis in my shoulder well did you ever think of doing something about it and it just starts a conversation with them it's very simple it's very easy I didn't go up to them and ask them what what's wrong with your shoulder or whatever it's just a simple way to get them involved and again this is all this all takes place after you get people interested in speaking with you.
00:40:10.719 --> 00:40:45.679
But once once they speak with you the way you made them feel makes all the difference in the world yeah yeah and uh just like the attention of the wine bottle because yeah you can mix it up in in giant gatory type you know coolers you see on the sidelines not the same as a wine bottle there's a it's the unexpected but I I you mentioned coffee again and for like the gentleman that owned the coffee shop and and people could do this as well like you could the winning card gets XYZ but I can see where the free makes a huge difference.
00:40:45.760 --> 00:40:48.159
So one out of 15 you said right 15 cards.
00:40:48.719 --> 00:40:54.079
So that's like a six percent chance or six percent six percent discount.
00:40:54.159 --> 00:41:06.719
Think about this how about if you say oh we'll give you 10% discount it's I mean it's okay thanks oh yeah it covers part of the tip if you tip whatever like it's not it's not newsworthy.
00:41:06.800 --> 00:41:10.639
Everyone can get 10% you can get 10% at pretty much any any place.
00:41:10.800 --> 00:41:15.360
It's the craziest thing just ask for a 10% discount worst case is say no you're in the same situation.
00:41:15.840 --> 00:41:39.440
But an ineffective 10% discount or an interactive and it literally cost you six percent on average and people talk about it and people get to play games and people remember it and people will probably come back because they're like well if I go like 15 times I'm gonna win eventually okay we win 14 times and we've lost six percent whoop de doo like that's crazy.
00:41:39.519 --> 00:41:40.000
I love it.
00:41:40.800 --> 00:42:13.360
Right and for um people who are a little shy or bashful or or um not comfortable with speaking with people I found this this option is very very easy if you're speaking with someone uh take a uh a card if even if it's an index card three index cards and put a one two and three on it and then tape like a popsicle stick or a straw to it and just lay it down in front of the people in front of you.
00:42:13.519 --> 00:42:25.280
If they are concerned about answering your questions just say okay on a level of one to three what would you give it and then they could pick up and hold up the card one two and three without even saying a word.
00:42:25.679 --> 00:42:42.800
And again it's all interactive it's the way you make people feel and I I I I keep I know I keep harping on the way you make people feel but that is going to stick with people much longer and be more effective than anything you say to them.
00:42:42.960 --> 00:42:59.519
And that's why I'm saying that you know don't stick to a script because everybody's completely different and no matter who you speak to if if they walk away with a smile on their face and are thinking about what you showed to them it's a win.
00:43:01.360 --> 00:43:35.840
Yeah yeah that's that's how we're designed to remember versus facts and figures and uh well getting to your book I know there's some overlap here but speaking of that you have a chapter on fear which I get it because number one people are afraid to talk to people this is part two so once they've talked to people once they've got said the right words to get attention to focus on the prospect all those cool things but then there's always layers of fear or fear fear fences we have to jump over things like that.
00:43:36.639 --> 00:43:49.760
Uh can you kind of touch base a little bit about fear because people say okay I can do this but oh wait a sec, what if they whatever yeah there's fear this is my favorite story about fear.
00:43:50.079 --> 00:44:06.159
Uh years ago I did a talk with an organization I was involved with back then it was with deregulated energy and anytime I I have uh the opportunity to speak with anyone in a in a in a large group atmosphere.
00:44:06.320 --> 00:44:14.559
I'll stand at the entrance and I'll say hello to people and I'll introduce myself and I'll ask them, what do you hope to get out of today's event?
00:44:15.039 --> 00:44:20.239
And if I keep hearing the same thing over and over and over again, I know to focus on that.
00:44:20.480 --> 00:44:25.360
And I had this little timid woman came in and her name was Becky.
00:44:25.440 --> 00:44:27.119
And I said, Hi, I said, my name's Bill.
00:44:27.199 --> 00:44:28.639
I said, May I ask what your name is?
00:44:28.719 --> 00:44:32.159
And she just kind of like very sheepishly said, Becky.
00:44:32.320 --> 00:44:36.320
And I said, Oh, Becky, I said, um, what do you hope to get out of today's nun?
00:44:36.480 --> 00:44:38.400
She says, I can't talk to anybody.
00:44:38.559 --> 00:44:39.679
And I said, What do you mean you can't?
00:44:39.760 --> 00:44:43.519
I said, I even have trouble talking, talking to my my friends and my neighbors.
00:44:43.599 --> 00:44:48.320
And I said, Okay, okay, well, we'll see if we could do something for you.
00:44:48.480 --> 00:44:55.599
Well, I had my my first book, and I was up on stage, and I was started walking down the steps off to the side of the stage.
00:44:55.760 --> 00:45:04.800
And as I was walking down, I saw where Becky was, and I walked over towards her, and I purposely dropped about six or seven of the books.
00:45:05.039 --> 00:45:07.519
And I said, Oh, I said, I'm all butterfingers.
00:45:07.599 --> 00:45:09.599
I said, Um, Becky, it is Becky, right?
00:45:09.679 --> 00:45:12.239
She says, Would you do me a favor and pick those up for me?
00:45:12.400 --> 00:45:15.840
Um I'm gonna go back to the stage and get some more.
00:45:16.000 --> 00:45:18.000
And so she picked them up and I said, Come on down here.
00:45:18.480 --> 00:45:20.559
So I walked down to the bottom of the stage.
00:45:20.639 --> 00:45:23.920
I had more books, and I dropped them again on purpose.
00:45:24.159 --> 00:45:28.639
And so down there, she I said, Oh, Becky, I'm I I'm sorry.
00:45:28.800 --> 00:45:33.679
Could you please pick those up and bring them up to the top of the steps with me so I can get some more?
00:45:33.920 --> 00:45:40.960
So I so she's up there and uh I started asking her questions, like said, Oh Becky, what do you do for a living?
00:45:41.119 --> 00:45:42.320
You know, where are you from?
00:45:42.559 --> 00:45:43.280
Stuff like that.
00:45:43.440 --> 00:45:51.280
Just yeah, and I said, Remember when you told me you said you you you couldn't speak uh and with people, even like your friends and neighbors?
00:45:51.360 --> 00:45:55.119
I said, Yeah, you told me you would never be able to get get up on stage and speak.
00:45:55.280 --> 00:45:56.480
I said, Where are you now?
00:45:56.639 --> 00:46:01.440
And she turned around, she looked, and she had this fright on her face that she was up on stage.
00:46:01.599 --> 00:46:02.639
And I said, Where are you?
00:46:02.719 --> 00:46:03.519
I said, look over here.
00:46:03.840 --> 00:46:07.760
And what we did was at the end, there were six of us that were speaking.
00:46:07.920 --> 00:46:16.480
We all went in different directions and just said, Okay, anybody who wants to speak with us or ask us questions, we're gonna break on the different areas.
00:46:16.719 --> 00:46:17.599
Please come over.
00:46:17.679 --> 00:46:20.639
And Becky came over and was standing next to me.
00:46:20.880 --> 00:46:24.639
She had the longest line of people that wanted to speak with her.
00:46:24.880 --> 00:46:30.880
And I said to her, I said, Becky, you you got over your fear and you know where your fear came from.
00:46:31.199 --> 00:46:32.000
She says, Where?
00:46:32.159 --> 00:46:33.119
I said, You created it.
00:46:33.199 --> 00:46:34.159
It didn't exist.
00:46:34.400 --> 00:46:37.760
I said, fear, fear does not exist anywhere.
00:46:37.920 --> 00:46:43.679
I mean, granted, yeah, if you're in an airplane and you're ready to jump out without a parachute, yeah, there's the there's fear there.
00:46:43.840 --> 00:46:54.480
But the thing is, is 90% of the time, most people create their fear simply because they're concerned about making a mistake or uh being embarrassed.
00:46:54.559 --> 00:47:04.320
And I've always said that if you're speaking, and and like when I said when I I forget my train of thought, um, I explain to everybody, you know what?
00:47:04.480 --> 00:47:07.760
When you're speaking, just take a pause once in a while.
00:47:08.000 --> 00:47:20.320
Take a breath, because if you do have a moment where you have a mind lapse and you take take a breath and you pause, it looks part of your speech, your your your speech.
00:47:20.639 --> 00:47:35.519
And if if you do get to the point where you're not sure what to say, just pause and then look out at your audience and just say to them, yeah, you know what, I had a problem here.
00:47:35.760 --> 00:47:38.480
Um, you know, have you have has that ever happened to you?
00:47:38.719 --> 00:47:47.440
Because not only are you uh you're showing that you're human, that you're vulnerable, but all these people have all had the same problem.
00:47:47.920 --> 00:47:49.280
That we think the same, yeah.
00:47:50.400 --> 00:48:00.239
And I'm I'm actually uh strongly considering writing a third book, which I already have the title, which is Mistakes, we all make them.
00:48:00.639 --> 00:48:04.159
And it's basically about mistakes people made.
00:48:04.239 --> 00:48:07.199
And I've made oh believe me, I've made my share of mistakes.
00:48:07.440 --> 00:48:11.519
And the whole aspect is we all make mistakes.
00:48:11.599 --> 00:48:13.519
I mean, and we have to learn from them.
00:48:13.760 --> 00:48:22.320
And if you if you're willing to you know realize that I made a mistake, what can I do about correcting it?
00:48:22.480 --> 00:48:31.519
And 90% of the time, you you have a solution, and you wind up using it, and if it pops up again, you've got it, you've got it taken care of.
00:48:31.840 --> 00:48:37.679
Yeah, you need a chapter on multiple mistakes because we've all made multiple mistakes or the same mistake multiple times.
00:48:38.000 --> 00:48:38.559
Right, right.
00:48:38.719 --> 00:48:49.360
Yeah, I mean the thing with fear is I I try to explain that again, like I I already said, is that most of the fear is created by you.
00:48:49.599 --> 00:48:59.760
I mean, it's it's you not having the confidence to speak in front of a group of people or you not being able to uh speak to someone on the phone.
00:49:00.000 --> 00:49:11.440
Uh the only thing I tell people about about the fear aspect of it is if you face it and you fail, okay, that's a mistake.
00:49:11.599 --> 00:49:14.880
You correct the mistake and you try it again.
00:49:15.199 --> 00:49:17.920
It's it's it's in there, everybody has fear.
00:49:18.159 --> 00:49:27.280
It doesn't matter who you are, what you're involved with, the the fear comes natural in the in this in the state that you allow it to become a fear.
00:49:27.519 --> 00:49:34.400
But it's just it's just like I don't believe in motivation, okay, because motivation has to be created every day.
00:49:34.480 --> 00:49:39.039
I believe in having habits because when you have habits, they take place automatically.
00:49:39.119 --> 00:49:41.280
You don't have to worry about creating motivation.
00:49:41.360 --> 00:49:42.880
It's the same thing with fear.
00:49:43.440 --> 00:49:49.199
Once you get over that fear of speaking with someone or doing something, it's gone.
00:49:49.360 --> 00:49:55.039
And if it ever pops up again, you just remember back what you had done before, and you take care of it.
00:49:55.440 --> 00:49:55.760
Yeah.
00:49:55.920 --> 00:49:59.519
And it was obviously the majority of things we fear about doesn't happen.
00:49:59.599 --> 00:50:04.400
It's like over 90%, like everything else made up story to protect ourselves.
00:50:04.480 --> 00:50:06.800
But you know, we're not in the caveman days anymore.
00:50:06.960 --> 00:50:07.760
We're okay.
00:50:08.320 --> 00:50:13.840
We worry about most of the time we worry about things that will never ever happen.
00:50:14.079 --> 00:50:21.679
And we we build these these situations in our head of what's gonna happen if this happens, what's gonna happen if that happens.
00:50:21.760 --> 00:50:28.000
And the key word there is if, because you don't know if it's going to happen or not.
00:50:28.239 --> 00:50:31.760
But once you get past that and you realize, oh, I was worried about nothing.
00:50:33.599 --> 00:50:34.000
Yeah.
00:50:34.400 --> 00:50:41.760
It's it is funny when you look back and you're teaching this, you're like, I was so fearful of this and this, it never happened.
00:50:41.840 --> 00:50:47.519
I totally forgot about it, I moved on, or I made a mistake several times, eventually got over it.
00:50:47.599 --> 00:50:48.800
Like, it's just part of life.
00:50:49.039 --> 00:50:49.199
Right.
00:50:49.280 --> 00:51:04.480
Like I said, in in the book, uh, most of what I have written in there uh deals with uh communicating with people in a way that they don't expect it, that it is different.
00:51:04.639 --> 00:51:09.920
Instead of sitting and speaking with someone, like I said, I I I believe in using props.
00:51:10.079 --> 00:51:21.920
And the main reason why I believe in using props is because the person who you're speaking with, if if you're if you're worried about what you look like, if you have props, they're looking at the props, they're not looking at you.
00:51:22.159 --> 00:51:27.199
And not only that, but the the props give them something to hold, something to interact with.
00:51:27.360 --> 00:51:36.559
Like I said, with with the pill thing, I mean that the this this is price, and this costs me, I think this one here costs me$2.
00:51:37.679 --> 00:51:53.519
I mean, if if if I if I can get something that that's a prop that costs me$2, that's going to get me over the hurdle of communicating with someone, I'll pay the$2 every single day because it's it's easy to communicate with someone when you're entertaining them.
00:51:53.599 --> 00:52:00.880
And like I said, peep people want to be entertained, and you don't have to look any further than watching somebody on your cell phone.
00:52:02.079 --> 00:52:09.840
Yeah, and then when you have personalized entertainment, people that are uh you know live versus on their phone, people remember it.
00:52:10.079 --> 00:52:11.679
Absolutely, absolutely.
00:52:12.159 --> 00:52:27.519
Yeah, it's it's one of those things that uh when we all we all have a we all have a smartphone, and uh I I I I talked to many of the people who are my son's age, and I'll say uh I see them on their cell phone constantly.
00:52:27.599 --> 00:52:29.519
I said, You're a slave to your cell phone, you know that.
00:52:29.679 --> 00:52:30.719
I said, Well, no, what do you mean?
00:52:30.880 --> 00:52:34.639
I said, I dare you to go two hours without looking at your phone.
00:52:34.960 --> 00:52:35.679
Well, I don't want to.
00:52:35.840 --> 00:52:36.559
I said, No, no, no.
00:52:36.639 --> 00:52:39.039
I didn't I didn't say you wanted to.
00:52:39.119 --> 00:52:40.960
I said, I dare you to go without using your phone.
00:52:41.039 --> 00:52:42.159
I said, here's something better.
00:52:42.320 --> 00:52:43.760
Go one day without using your phone.
00:52:43.840 --> 00:52:45.119
Well, I can't do that.
00:52:45.360 --> 00:52:45.840
Why?
00:52:46.000 --> 00:52:48.960
I I I I need to stay connected with everybody else.
00:52:49.119 --> 00:52:56.639
Okay, and I said, okay, well, have you ever tried texting someone and realized that your text was misconstrued to something else?
00:52:56.960 --> 00:53:08.000
Because uh I I I will I know they're not gonna be glad I'm gonna be saying this, but my wife and son will text each other for 15 minutes, and I'll sit there looking at her and I'll say, What are you doing?
00:53:08.079 --> 00:53:09.280
So I'm I'm texting our son.
00:53:09.440 --> 00:53:15.840
I said, you know, a two-minute phone call would have taken care of all of that instead of texting back and forth.
00:53:16.559 --> 00:53:26.000
Absolutely well, yeah, that's true, because you read the text and you gotta figure out the text, you gotta figure out the context of the text, you gotta figure out the emotion of the text, and when yeah, call her.
00:53:26.400 --> 00:53:33.280
Oh, so you know, since I don't see my daughter a lot because she's three hours away, like we we FaceTime like at least once a day.
00:53:33.599 --> 00:53:36.159
Maybe that's probably too much for some people, but that's just how it is.
00:53:36.239 --> 00:53:37.360
Like, I want to talk to you, all right.
00:53:37.440 --> 00:53:37.920
I can see you.
00:53:38.079 --> 00:53:39.840
Like we're on Zoom, I can see you.
00:53:40.239 --> 00:54:02.000
I mean, there there are uh obviously needs and reasons why we have cell phones, and I don't I don't like to call them smartphones because there's nothing smart about them unless the person's using them understands how how a smart person can use a phone because I've I I've seen many, many people using a smartphone.
00:54:02.159 --> 00:54:07.599
Like where that they're walking down the street and they're talking at the top of their lungs, holding a cell phone in front of.
00:54:07.840 --> 00:54:08.480
Why?
00:54:08.719 --> 00:54:14.480
I mean, just just it's it's supposed to be a smart design, uh smart device.
00:54:14.559 --> 00:54:16.320
You're making you're making it look stupid.
00:54:16.480 --> 00:54:19.199
You're you're it's a smart device.
00:54:19.360 --> 00:54:26.880
And people complain about, oh well, I just I I just sent sent sent this person a text and they haven't replied to me yet.
00:54:27.119 --> 00:54:30.000
And I said, When when did you send it?
00:54:30.239 --> 00:54:31.199
About 30 seconds ago.
00:54:31.280 --> 00:54:36.159
I said, you know, this has to go out into space and then come back down, give it some time.
00:54:36.400 --> 00:54:40.559
You know, we're we're so we're so involved in instant gratification.
00:54:40.719 --> 00:54:53.840
I said, have some little have a little bit of patience and understand when you're speaking with someone, you know, whether whether it's on the phone, texting, email, or in person, you have to make sure you have their attention.
00:54:54.000 --> 00:55:03.119
That's the reason why I try to explain to people that if you have props or something else that that you can you can speak to someone about.
00:55:03.280 --> 00:55:12.000
I I I like the idea of having the small table with the three wine bottles filled with energy drinks because it creates curiosity.
00:55:12.239 --> 00:55:22.800
When people come over, there's no cell phone involved, there's no AI, it's just you involved with that person, you allow them to take take the drink.
00:55:22.960 --> 00:55:27.199
I've I've had people who have who have said to me, Well, can I can I get one now?
00:55:27.360 --> 00:55:28.800
I said, Yeah, you want one drink?
00:55:29.039 --> 00:55:30.400
I'll I'll put in a bottle for you.
00:55:30.480 --> 00:55:34.480
And they take it and they walk around and then they'll come back to me and go, that was really good.
00:55:34.559 --> 00:55:35.760
How can I get more?
00:55:36.320 --> 00:55:39.119
I mean, that that's what it's all about.
00:55:39.280 --> 00:55:44.559
And if it's it's an easy way to communicate with people, you're you're obviously not pressuring them.
00:55:44.719 --> 00:55:48.719
It's just it's just the way you approach people and it's the way you make them feel.
00:55:50.400 --> 00:55:51.119
Yeah, absolutely.
00:55:51.280 --> 00:56:02.719
And you're again standing out from the crowd, being different versus let me push uh a video into your face, uh, which is there's a time and a place, but that's after you have their attention.
00:56:02.800 --> 00:56:04.719
It's after they pretty much open close.
00:56:04.880 --> 00:56:07.440
There's time and place for any type of canned stuff.
00:56:07.599 --> 00:56:16.320
But yeah, it's uh it's crazy how easy and simple things are if we just back up and go, how do I want to be communicated with?
00:56:16.480 --> 00:56:18.559
Okay, there we go, let's do that.
00:56:19.039 --> 00:56:36.480
And we we have a tendency to make make almost everything more difficult than what it is, because most of the time we overthink stuff, and and a lot a lot of times that that's as we were talking about fear, that's where a lot of the fear comes from, is you're you're thinking about how do I want to approach this?
00:56:36.639 --> 00:56:38.800
Well, what if this happens and what if that happens?
00:56:39.039 --> 00:56:39.679
You know what?
00:56:39.920 --> 00:56:44.400
Go and do it, and if something happens, you learn from it and you move on from there.
00:56:44.559 --> 00:56:50.079
And that that's where, like I said, I mean, I'm planning on making writing a third book about mistakes.
00:56:50.400 --> 00:56:56.559
And the the bottom line is everybody's made mistakes, it's all depends on how you react to it.
00:56:56.800 --> 00:57:01.760
And if if you can make people feel good about themselves, so much the better.
00:57:02.079 --> 00:57:03.360
Yeah, absolutely.
00:57:03.519 --> 00:57:12.800
And uh, yeah, my I always give people the default if they don't first of all, you shouldn't know everything, but if there's a question you can't answer, that's a great question.
00:57:13.039 --> 00:57:14.719
Never got that question before.
00:57:14.880 --> 00:57:15.920
Let me find out for you.
00:57:16.159 --> 00:57:16.960
Great, easy.
00:57:17.119 --> 00:57:17.760
They're like, What?
00:57:17.840 --> 00:57:19.679
No one's ever asked what the name of the product was?
00:57:19.840 --> 00:57:20.880
Yep, totally forgot.
00:57:20.960 --> 00:57:22.239
But yeah, it's it's effective.
00:57:22.719 --> 00:57:26.639
Whatever, like you can blow things off just by being personable.
00:57:27.119 --> 00:57:31.760
Yeah, I I have people that will come up to me and I'll say, Well, what's in your energy drink?
00:57:31.920 --> 00:57:35.199
And I just turn around and I hand them a card that has all the information in it.
00:57:35.280 --> 00:57:36.239
I said, Here you go.
00:57:36.400 --> 00:57:37.840
I said, You want to read it now?
00:57:37.920 --> 00:57:38.800
You can take it with you.
00:57:38.880 --> 00:57:40.960
It's completely up uh uh up to you.
00:57:41.360 --> 00:57:44.480
And then I said, if you have any other questions, contact me.
00:57:44.639 --> 00:57:48.400
And I've had people ask me questions that I had no idea how to answer them.
00:57:48.480 --> 00:57:49.199
I said, you know what?
00:57:49.360 --> 00:57:54.639
Give me your contact information, I'll find out what it is, and I'll get back to you within the next 24, 48 hours.
00:57:54.719 --> 00:57:55.679
And I always do.
00:57:55.920 --> 00:58:05.199
And most of the time when I contact them, they're shocked that I actually remember to speak to them and come up with that answer for them because they're not used to having that.
00:58:05.440 --> 00:58:15.599
And again, like I said, my my book, current book, is basically how to speak to people once you have their the their attention.
00:58:15.920 --> 00:58:24.159
And you can sit there and you could talk to them and say, oh, well, you know, we're number one in this, our our products are better than this and that.
00:58:24.559 --> 00:58:28.400
People don't care about the the ingredients.
00:58:28.559 --> 00:58:35.760
If they did, nobody would be sick because they would read all the ingredient labels and realize that some of the stuff is bad for me.
00:58:36.079 --> 00:58:39.840
Because um, I I still remember when years ago when C.
00:58:40.000 --> 00:58:54.000
Everett Coop was the um the uh health advisor for the United States, he said 75% of all the the sickness and diseases in the United States could be taken care of with proper nutrition.
00:58:54.400 --> 00:58:58.159
And I thought, wow, what a mind-blowing statement.
00:58:58.320 --> 00:58:59.039
And you know what?
00:58:59.119 --> 00:59:00.559
Nobody remembers it.
00:59:01.199 --> 00:59:02.960
Because it's not important to them.
00:59:04.480 --> 00:59:07.440
Not important at the time, or they're emotionally involved in whatever.
00:59:07.679 --> 00:59:08.880
Just how it is.
00:59:09.760 --> 00:59:10.320
Crazy.
00:59:11.039 --> 00:59:14.320
But it's it's like I said, I I I enjoyed writing the book.
00:59:14.400 --> 00:59:20.719
I tried to make it as again, I'm using the word entertaining, but I'm trying to make it as entertaining as possible.
00:59:20.960 --> 00:59:26.079
And but my first book and the second book were both written in the same way.
00:59:26.159 --> 00:59:27.840
They're both 56 pages.
00:59:28.159 --> 00:59:30.719
That was just a happy, happy meeting.
00:59:30.800 --> 00:59:33.280
I wasn't trying to make 56 pages for both.
00:59:33.519 --> 00:59:39.199
But when you read one page, you start to read a page, it ends at the bottom of the page.
00:59:39.360 --> 00:59:42.800
I don't have it go, there the there's no fluff.
00:59:43.119 --> 00:59:50.960
My thought begins at the at the top of this five and a half by eight and a half page, and it ends at the end of the page.
00:59:51.280 --> 00:59:57.039
Because I don't expect people to read, I don't expect anyone to read the book from cover to cover.
00:59:57.199 --> 01:00:02.239
In fact, I have one person who told me they said that I only read th three pages a day.
01:00:02.400 --> 01:00:06.400
But after reading three pages a day, I got through your entire book in less than a month.
01:00:06.639 --> 01:00:13.519
And I said, you know what, you probably remember most of it too, because you don't weren't you weren't intertwining up the pages with one another.
01:00:13.840 --> 01:00:17.440
Yeah, and you can't you can only absorb and most importantly implement so much.
01:00:17.519 --> 01:00:19.679
Like how much read a chapter three times.
01:00:19.840 --> 01:00:22.079
I'd much rather people do that than read three chapters.
01:00:22.159 --> 01:00:24.239
Like it's like implement it.
01:00:25.039 --> 01:00:25.519
I agree.
01:00:25.599 --> 01:00:36.400
And and and the thing with um with my books is that I always try to educate people whether they're interested in learning from it or not.
01:00:36.559 --> 01:00:49.519
I obviously can't force them to do anything like that, just like with the business card, I can't force somebody to take my business card, which is the reason why I do the one or two sentence referral, and then I can present them with my card.
01:00:49.840 --> 01:00:59.199
Because if if if you can make them feel welcome and make them feel that you're you're interested in them, it's gonna work for you every time.
01:00:59.280 --> 01:01:03.039
Instead of here's my card, I want your business, call me.
01:01:04.239 --> 01:01:04.719
Yeah.
01:01:05.840 --> 01:01:08.559
Well, Tuesday at seven or Thursday at five work for you.
01:01:08.639 --> 01:01:10.559
Yeah, it's it's not gonna work out well.
01:01:12.079 --> 01:01:24.079
One thing I I really, really despise is when you meet with somebody and they speak with you and they go, Oh, go to my website and watch this video, or go to my website and re read the product review.
01:01:24.239 --> 01:01:25.519
So you know what?
01:01:25.760 --> 01:01:28.880
99% of the time, no one's going to your website.
01:01:29.119 --> 01:01:30.960
Okay, they say, Oh, yeah, I'll I'll check it out.
01:01:31.039 --> 01:01:36.239
And next time you see them, you ask them, Hey, did you check I don't know what you're talking about?
01:01:36.559 --> 01:01:48.480
And it's it's it's sad because most people don't don't look at at the at the uh communication from the standpoint of their point of view, they're looking at it from your point of view.
01:01:48.880 --> 01:01:49.280
Yeah, yeah.
01:01:49.440 --> 01:01:50.639
Let me give you some homework.
01:01:50.800 --> 01:01:52.960
Uh no, just tell me.
01:01:53.119 --> 01:01:54.480
We're having a conversation.
01:01:54.800 --> 01:01:55.679
Exactly.
01:01:56.079 --> 01:01:56.880
Yeah, it's crazy.
01:01:57.039 --> 01:02:04.159
We just stop and think, okay, if I went to a store and I asked a question, they'll either answer it or they'll figure it out.
01:02:04.800 --> 01:02:05.360
Easy.
01:02:05.679 --> 01:02:06.559
Yeah, yeah.
01:02:06.719 --> 01:02:10.639
And I I I'll I'll tell you one thing.
01:02:10.800 --> 01:02:13.920
I I I probably shouldn't bring this up, but I'm gonna bring it up anyway.
01:02:14.159 --> 01:02:21.920
Is our our products are basically sold through the internet through our company's website.
01:02:22.159 --> 01:02:24.400
And people have said, well, can I buy this in the store?
01:02:24.559 --> 01:02:26.719
And I tell them, no, why not?
01:02:27.119 --> 01:02:36.559
Well, because the the products are like, for example, our our our nutrition-based assessment that is free, it's on our website.
01:02:36.800 --> 01:02:47.519
You could take it every single day and come up with whatever you want to, but we have one 1.8 million possible combinations of the nutrition for everybody because so many people are different.
01:02:47.599 --> 01:02:55.760
But yet you'll still have people who'll go into a store and they'll walk into the aisle and they'll say, Oh, look, vitamin D, I'm gonna take that because I heard that was good for me.
01:02:55.920 --> 01:02:58.320
Fish oil, I heard that's good for me too.
01:02:59.039 --> 01:03:03.360
And the the bottom line is, do you know what's in there?
01:03:03.760 --> 01:03:10.719
Because we we actually were, I'm not gonna bring up the name of the store, but it was it's a national chain.
01:03:11.119 --> 01:03:15.519
Uh, at one point we did try to put our products in a store.
01:03:15.840 --> 01:03:27.840
And because of the process that it the products are made, that it's a stringent, uh, natural, organic, inspected three times every month.
01:03:28.159 --> 01:03:37.519
When we put them in their store, they raised the price so high that we basically weren't selling any, I mean, hardly hardly anything.
01:03:37.599 --> 01:03:39.039
And I asked them, I said, you know what?
01:03:39.119 --> 01:03:47.119
I mean, it it would it be okay if like for about an hour or two I stood outside your store and you know had our products here and just had people see.
01:03:47.360 --> 01:03:51.039
I said, Well, people were coming out and they said, I saw how much they were in there.
01:03:51.199 --> 01:03:52.320
That's too how much are yours?
01:03:52.480 --> 01:03:55.440
That's I explained it to them, it's like 30% less.
01:03:55.599 --> 01:03:55.920
Why?
01:03:56.079 --> 01:03:58.880
Well, we don't have any markup, we we don't have any overhead.
01:03:59.280 --> 01:04:01.280
Each one of us are our own business owners.
01:04:01.360 --> 01:04:09.519
You know, they they have to take care of the their employees, their health care, their insurance, their rent, all that stuff.
01:04:09.840 --> 01:04:22.800
And that that's that's one of the beauties of being involved as you know an independent business owner, which you know as well as most of the other people that are involved uh with l listening to your podcasts are are involved with.
01:04:23.199 --> 01:04:24.000
Yeah, it's crazy.
01:04:24.079 --> 01:04:26.880
You always say, well, it's an unnecessary markup.
01:04:26.960 --> 01:04:27.679
I'm talking to you now.
01:04:27.840 --> 01:04:28.239
There you go.
01:04:28.320 --> 01:04:31.840
I mean, that's how we keep the overhead down, savings to you.
01:04:32.559 --> 01:04:38.960
I mean, there's so many different things, but yeah, we barely get it anymore because people are so used to now ordering stuff online, which is great.
01:04:39.280 --> 01:04:40.639
It's helped us out.
01:04:41.360 --> 01:04:45.519
I I mean I everybody orders everything online.
01:04:45.920 --> 01:04:52.000
Uh I I I have a neighbor that every single day something's delivered to their house.
01:04:52.239 --> 01:04:58.639
And I own and operate two businesses out of my house, and I would expect to be getting packages every single day.
01:04:58.800 --> 01:05:00.480
I don't even come close to them.
01:05:00.559 --> 01:05:07.519
And I I look at them and say, Amazon, okay, next day's Amazon, next day's QVC, next day's Amazon.
01:05:08.079 --> 01:05:10.719
Oh my god, where do these people get their money?
01:05:12.559 --> 01:05:18.800
It's but it's it's it's it's much easier to order online than it is to be in a store.
01:05:19.039 --> 01:05:31.840
And for example, I I actually went into a I won't divulge the name of it, but was a health and wellness company, and I was looking at their uh protein shake, and I the guy came over and says, Can I help you?
01:05:31.920 --> 01:05:34.719
And I said, Yeah, why do you have so much junk in your protein shake?
01:05:34.880 --> 01:05:36.800
And he looked at me and said, What?
01:05:36.960 --> 01:05:38.880
I said, You have so many fillers and stuff.
01:05:39.199 --> 01:05:41.119
He said, He said, Who are you?
01:05:41.199 --> 01:05:42.079
And I told him who I was.
01:05:42.159 --> 01:05:43.599
He says, You need to leave.
01:05:43.840 --> 01:05:44.639
And I said, What?
01:05:44.800 --> 01:05:45.760
He says, You need to leave.
01:05:45.840 --> 01:05:51.920
And and the the sad thing is, I my company used to do the marketing for the shopping mall that they're at.
01:05:52.079 --> 01:05:57.920
And anytime I would I would walk by and he would see me, he wouldn't let me in because we were a direct competitor with him.
01:05:58.079 --> 01:05:59.679
So, but it is it is what
01:06:00.239 --> 01:06:12.079
Is yeah, and and whether people have some sort of customization or or they have something, it's always going to be simpler if people know what they're ordering.
01:06:12.320 --> 01:06:20.480
Because yeah, you go into any store, whether it's uh nutrition, and there's you know aisles of the same stuff, and it's uh things like that.
01:06:20.559 --> 01:06:24.480
But you know, even for people that are you know, you talk about energy, yeah.
01:06:24.559 --> 01:06:35.119
Like here in Texas, there is hundreds of electric companies, and there's this incentive and that incentive and this thing, and like if you could just make it easy for me, okay, great.
01:06:35.199 --> 01:06:39.920
That's why we'll actually get my electricity from from a gentleman I know in network marketing, of course.
01:06:40.000 --> 01:06:40.239
Why?
01:06:40.320 --> 01:06:44.079
Because like uh just make it easy, explain to me like a five, okay, great.
01:06:44.159 --> 01:06:45.599
It's only whatever, 12 cents.
01:06:45.679 --> 01:06:46.239
I don't know.
01:06:46.480 --> 01:06:50.320
Uh, you know, I don't have to look at the hundred companies or try the sorting feature.
01:06:50.400 --> 01:06:53.760
Like, if you make things easy for people, they'll do business with you.
01:06:53.840 --> 01:06:55.519
You've saved you saved them time.
01:06:56.000 --> 01:06:58.400
Stress, anxiety, you've saved them a lot of things.
01:06:58.719 --> 01:07:13.679
Yeah, so speaking about making things easy for people is I try to explain to them, okay, you're gonna go to a store and you're gonna buy, say, uh a multivitamin, okay, and you take it, and then it makes your stomach upset, or whatever the case may be.
01:07:13.840 --> 01:07:15.920
Who you're gonna call to talk about that?
01:07:16.239 --> 01:07:20.960
You're not you're not gonna call the company, you can go to the drugstore or health store, whatever you have.
01:07:21.199 --> 01:07:22.079
They're not gonna know.
01:07:24.559 --> 01:07:30.639
I mean, if if if you purchase it from me and you have a problem, you're talking to me, you're not talking to anybody else.
01:07:31.119 --> 01:07:32.880
Yeah, the personal touch goes a long way.
01:07:32.960 --> 01:07:33.119
Absolutely.
01:07:33.440 --> 01:07:44.880
Like I said, if I don't know the answer, I always look it up and I find and again, I I can't tell you how many times when people ask me a question and I I tell them, I don't know, but I'll find out.
01:07:44.960 --> 01:07:51.119
And when I call them, you know, a day or two later, they're absolutely shocked that I actually called them back.
01:07:51.280 --> 01:07:52.960
I wasn't expecting to hear from you again.
01:07:53.360 --> 01:07:56.559
Well, that's the difference between me and wherever you buy everything else.
01:07:58.320 --> 01:07:59.599
Yeah, it's crazy.
01:08:00.320 --> 01:08:01.840
Well, I I know your book.
01:08:02.000 --> 01:08:04.159
Uh um PDF got it.
01:08:04.480 --> 01:08:05.039
Pretty cool.
01:08:05.199 --> 01:08:20.000
And yeah, if people are in different uh different obviously different companies and even different industries within our like you just substitute, like it there's always something that's usable for every single person, whether in product or services, which is pretty cool.
01:08:20.159 --> 01:08:22.239
But the big thing is how do they get it?
01:08:22.720 --> 01:08:25.520
Well, all they need to do is contact me.
01:08:25.760 --> 01:08:29.039
Uh my my you can give them my my email.
01:08:29.279 --> 01:08:33.199
All they need to do is reach out to me and say, hey Bill, I'd like I'd like to read your book.
01:08:33.359 --> 01:08:39.520
And I send it to them in the PDF form, and that that's about as easy as it can possibly get.
01:08:40.000 --> 01:08:44.079
Um, other people have said to me, says, Why don't you make it into an audio book?
01:08:44.239 --> 01:08:49.199
It's well, I I might maybe when I retire and I have more time.
01:08:49.439 --> 01:09:08.560
But uh I said, I you know, I I'd rather keep doing this because I am a big um big believer in when you learn, uh the best way to learn is by reading because or or l listening to an audio or a video, okay?
01:09:08.880 --> 01:09:17.840
But I I'm amazed at how many of the people that I've spoken to who have told me that they haven't read a book since they graduated from college.
01:09:18.159 --> 01:09:18.640
Oh yeah.
01:09:19.119 --> 01:09:20.479
And five percent.
01:09:20.560 --> 01:09:20.720
Yeah.
01:09:21.279 --> 01:09:27.039
And they say, I the the the big the biggest excuse I get is I don't have the time.
01:09:27.199 --> 01:09:28.159
And I said, Really?
01:09:28.319 --> 01:09:30.000
I said, how much time do you spend on Facebook?
01:09:30.159 --> 01:09:31.760
How much time do you spend texting?
01:09:32.319 --> 01:09:35.760
Click on your screen time or whatever it's called on your phone.
01:09:36.319 --> 01:09:41.359
You you have the time, it's it's prioritizing how you want to want to learn.
01:09:41.520 --> 01:09:48.880
And the main reason why I really like the reading aspect is you can you can read it anytime you want, anywhere you want.
01:09:48.960 --> 01:09:54.239
You can rock read it on your phone, um, print it out, read it, whatever.
01:09:54.319 --> 01:09:56.000
It's it's always going to be with you.
01:09:56.319 --> 01:10:04.880
And the other thing is that if if you're gonna listen to something like that, I mean, like you're you're you're podcasting out.
01:10:05.520 --> 01:10:10.159
I I could be driving in a car and I just put put it on, I listen to it.
01:10:10.399 --> 01:10:17.439
But when I'm driving in the car, I'll go back and I'll listen to it again when I have more time to pay attention to it, because you can skip things.
01:10:17.680 --> 01:10:18.880
Same thing with reading.
01:10:19.119 --> 01:10:30.399
What I normally do, especially with books like mine, is I'll read a page and then I'll look at it and I'll go back and I'll read it again because it only takes me like a minute or two to read an entire page.
01:10:30.640 --> 01:10:35.199
And if there's something in there that I think is really important, who can highlight it?
01:10:35.279 --> 01:10:43.119
What I what I typically do is I I pick up my smartphone, I go in my my notes, and I type in my note and I I go back to it.
01:10:43.199 --> 01:10:44.880
That's how I wrote my wrote my first book.
01:10:44.960 --> 01:10:52.079
I kept kept writing up notes and I gathered them all together and finally put everything together and wrote the book.
01:10:52.319 --> 01:10:59.119
But I still I still think it's it's funny that the first book people were telling me that it worked so well for them.
01:10:59.680 --> 01:11:05.920
But I I was actually taken aback when they said, Well, I don't know what to say with them, say to them now that you know they're listening.
01:11:06.000 --> 01:11:08.720
And I'm thinking, well, what are you involved with?
01:11:08.880 --> 01:11:14.560
You know, how how and again, we make things more difficult than they need to be.
01:11:14.800 --> 01:11:30.159
And that's why I I'm a big believer in props because props give people the the sense of security of holding something and being able to take the attention away from themselves and onto props whenever they're speaking with someone.
01:11:30.239 --> 01:11:36.159
And it gives them a chance to relax, take a breath, and refresh themselves and know what they're talking about.
01:11:36.640 --> 01:11:38.560
Yeah, easy, pretty cool.
01:11:38.720 --> 01:11:41.119
Um, so yeah, I'll definitely uh put your email.
01:11:41.199 --> 01:11:45.680
Well, uh well, since people, it's audio, uh go ahead and uh tell us your email address.
01:11:45.760 --> 01:11:46.239
How about that?
01:11:46.319 --> 01:11:46.880
There we go.
01:11:47.279 --> 01:11:56.880
Um, my my email is is B L U C O N T I at Verizon.net, blucanti at verizon.net.
01:11:57.279 --> 01:12:05.840
And all you need to do is just send me, you know, or if if you want to go, you know, send me a message through Facebook, uh Bill Lucanti.
01:12:06.479 --> 01:12:08.399
It's it's as simple as that.
01:12:08.640 --> 01:12:13.199
Uh you it it you it won't be too hard to find because we did a lot of research.
01:12:13.359 --> 01:12:16.880
We found out that there's only four Lucontis in the entire world.
01:12:17.199 --> 01:12:22.720
So there there won't there won't be a duplicate anywhere.
01:12:23.279 --> 01:12:34.079
Yeah, you can reach out to me through Facebook or through my email, or even if they, I mean, I don't know if if if they contact you, if you'd be able to pass it on, but whatever, whatever the case may be.
01:12:34.159 --> 01:12:36.079
Yeah, the the book, the book is free.
01:12:36.159 --> 01:12:46.239
In fact, when people ask me, um I I actually actually started the wrote wrote the first book because I was doing so many speaking engagements and somebody said, Why don't you put this in a book?
01:12:46.319 --> 01:12:47.199
And I did.
01:12:47.600 --> 01:12:50.880
And people started coming up to me saying, Would you speak at our event?
01:12:50.960 --> 01:12:51.600
I said, Okay, yeah.
01:12:52.159 --> 01:12:52.640
What do you charge?
01:12:52.960 --> 01:12:53.840
I don't charge anything.
01:12:54.000 --> 01:12:55.520
They said, What do you mean you don't charge?
01:12:55.680 --> 01:12:57.520
I said, It's the same philosophy.
01:12:57.680 --> 01:13:06.000
If I have information I can share with someone that's going to improve their business or their life, I I prefer to give it to people.
01:13:06.159 --> 01:13:15.119
And to me, the the greatest reward I have is when somebody contacts me and tells me that what I said to them or they read, uh helped them.
01:13:15.279 --> 01:13:21.520
To me, that's that's more than any any amount of money in the world that uh makes me makes me feel wonderful.
01:13:21.760 --> 01:13:22.319
Yeah, yeah.
01:13:22.399 --> 01:13:30.479
And it comes back whether it's uh financially, emotionally, like there is even just making you feel better, honestly, is worth it just right there.
01:13:30.640 --> 01:13:32.720
Absolutely, which is pretty cool.
01:13:32.960 --> 01:13:34.319
Well, Bill, you know me.
01:13:34.399 --> 01:13:39.600
Uh before I let you go, I got the uh three more bonus questions for the lightning round.
01:13:40.079 --> 01:13:42.960
And again, appreciate everything you've uh you've done so far.
01:13:43.039 --> 01:13:45.119
But uh, are you ready for the quick questions?
01:13:45.359 --> 01:13:49.199
I I just want to say I want to thank you once again for inviting me on again.
01:13:49.359 --> 01:13:58.880
Um, I'm sure there's a lot of other people out there who would like to be in my position to be interviewed by you, and I'm sure you get a ton of books sent your way.
01:13:59.039 --> 01:14:05.039
So I appreciate you taking the time and not only reading what I wrote, but also reaching out to me as well.
01:14:05.279 --> 01:14:12.319
Oh, yeah, I can give you a wall of shame of of stuff and bad pitches that I've gotten of it via email.
01:14:12.399 --> 01:14:13.760
But yeah, I reached out to you.
01:14:13.920 --> 01:14:14.640
So there you go.
01:14:14.880 --> 01:14:16.399
It's always give, give, give.
01:14:16.640 --> 01:14:17.920
It comes back to you.
01:14:18.640 --> 01:14:19.039
All right.
01:14:19.119 --> 01:14:20.880
Well, uh, here's one uh question number one.
01:14:20.960 --> 01:14:28.159
I think I asked you this previously, I did, but uh, what's one other book, nothing with my last name or your last name, that you recommend everybody should read?
01:14:28.319 --> 01:14:31.039
Doesn't it have to be a business book, just any book that comes to your mind?
01:14:31.359 --> 01:14:35.279
I have to tell you, I'm embarrassed to tell you I can't remember the author's name right now.
01:14:35.439 --> 01:14:40.960
For some reason, I've drawn drawn a blink, but it the title is called Story Worthy.
01:14:41.600 --> 01:14:44.079
And uh I've read the book.
01:14:44.319 --> 01:14:53.520
The one thing that I got from this book more than anything else, which I again making it more difficult than what it has to be, is when you're creating a story.
01:14:53.840 --> 01:15:03.119
This person who wrote this book said, start at the end, because when you start at the end, that gives you the wow factor and the biggest impact that you can make with your story.
01:15:03.359 --> 01:15:06.079
There's a beginning, a middle, and an end.
01:15:06.239 --> 01:15:09.600
And the end is where you want to make the impact of your story.
01:15:09.760 --> 01:15:14.000
And I sat there and I thought to myself, why didn't I think of this?
01:15:14.159 --> 01:15:20.159
I mean, this is the whole reason why you tell a story is you begin telling a story to get people interested.
01:15:20.399 --> 01:15:30.399
The middle is kind of like the information, and the end is the the wow factor where people go, oh, okay, yeah, that's but the that was all worth worth listening to.
01:15:30.479 --> 01:15:35.680
And your story could be you know two minutes, three minutes, four or five minutes.
01:15:35.920 --> 01:15:40.079
I I don't like to tell people stories more than three or four minutes long.
01:15:40.960 --> 01:15:41.359
Awesome.
01:15:41.439 --> 01:15:47.199
Yeah, the only remember stories, but they only remember the beginning and the end most of the time, anyways.
01:15:48.079 --> 01:15:50.960
Yeah, that that book I I highly recommend.
01:15:51.279 --> 01:15:52.159
All right, cool.
01:15:52.399 --> 01:15:53.039
That's great.
01:15:53.279 --> 01:16:02.079
Uh, question number two What is one trait of your ideal prospect, like uh whether it's personality trait, business trait, motivation trait, things like that?
01:16:02.159 --> 01:16:05.119
One one trait that you're like, ah, this is cool.
01:16:05.680 --> 01:16:10.000
I I'd like people to do the opposite of what I do.
01:16:10.239 --> 01:16:18.319
I'm a I'm a blue-green personality, which means I talk an awful lot and I gather as much information as possible.
01:16:18.560 --> 01:16:26.479
When I see somebody who's sitting and someone's speaking to them and they're listening, I love to speak to people who are good listeners.
01:16:27.119 --> 01:16:38.399
Because I know if I'm going to speak to someone who's a good listener, not only are they going to listen to me, but they're probably going to wind up absorbing as much information I can give them.
01:16:38.560 --> 01:16:51.760
And again, this this is probably my my biggest, my biggest problem is, and yeah, you you've you've already touched on it many times about blue personalities, is I need to shut up once in a while and just listen.
01:16:52.079 --> 01:16:57.359
Because uh I get very, very excited with speaking about what I'm involved with.
01:16:57.439 --> 01:17:04.800
And when I get excited, I can't have a tendency to keep talking, and I have to keep convincing myself, Bill, shut up and listen to what people say.
01:17:04.960 --> 01:17:14.319
Because when I see people who are listening listening, I admire them so much because that is the one trait that I need to improve on more than anything else.
01:17:14.399 --> 01:17:17.279
So good listeners are what I'm attracted to.
01:17:17.920 --> 01:17:22.079
And they're listening because you're looking out for them, giving them value, making them feel good.
01:17:22.399 --> 01:17:27.520
The the basics of human humanity that we tend to forget, everybody's forgotten it at one time.
01:17:27.600 --> 01:17:30.640
So I'm not throwing shade on everybody.
01:17:30.720 --> 01:17:35.760
We've all done it and we've all realized, hey, if we just come back, have conversations, we're good.
01:17:36.000 --> 01:17:37.279
All right, uh, question number three.
01:17:37.439 --> 01:17:38.720
What's for dinner?
01:17:39.920 --> 01:17:41.760
I knew you were gonna ask me that.
01:17:42.960 --> 01:17:48.800
I'm I'm making my my mother is going to be joining us for dinner.
01:17:48.880 --> 01:17:55.680
Now, you have to understand, my my mother is in seven months is going to be 100 years old.
01:17:56.000 --> 01:17:56.880
Oh, awesome.
01:17:57.119 --> 01:17:59.119
She's 99 right now.
01:17:59.359 --> 01:18:03.520
Uh, she's a very, very picky eater, very picky eater.
01:18:03.920 --> 01:18:28.399
And uh I made this for her probably three or four years ago, and I have to make it for her at least once every week, which is uh I take uh I go get uh chip chicken tenders and I marinate them in Italian dressing, and it has to be it has to be Paul Newman's Italian dressing.
01:18:28.560 --> 01:18:29.600
She's so picky.
01:18:29.840 --> 01:18:41.439
So I I smash smash the meat, marinate it, and then I grill it for her, and we usually have that with her her second favorite food, which is mashed sweet potatoes.
01:18:41.760 --> 01:18:44.560
So that's that's what's for dinner for tonight.
01:18:44.880 --> 01:18:47.359
Hey, that's some healthy stuff, no wonder.
01:18:47.439 --> 01:18:48.159
That's that's great.
01:18:48.319 --> 01:18:50.239
I mean, it's a mashed sweet potatoes.
01:18:50.319 --> 01:18:54.479
Now, do you are you putting them in the oven to to warm it through a foil?
01:18:54.560 --> 01:18:54.880
What do you do?
01:18:56.960 --> 01:18:58.079
Okay, cool.
01:18:58.399 --> 01:19:03.600
And uh I I've tried to make it other ways and she's not happy with it.
01:19:03.920 --> 01:19:08.159
Yeah, in fact, I I I said to her the the other day, I said, hold up seven fingers.
01:19:08.239 --> 01:19:08.800
She said, Why?
01:19:08.880 --> 01:19:11.840
I said, that that's how many months it's gonna take before you get to 100.
01:19:12.000 --> 01:19:13.760
She looked at me, she goes, Bill, I don't want to be a hundred.
01:19:14.079 --> 01:19:14.720
I said, why not?
01:19:14.880 --> 01:19:15.760
She goes, that's old.
01:19:15.920 --> 01:19:18.159
I said, what do you think 99 is?
01:19:20.079 --> 01:19:21.279
It's all in your mind.
01:19:21.680 --> 01:19:29.119
The only thing I I could say about her, um, and she she's she's a wonderful person, is I hope I have her jeans.
01:19:29.760 --> 01:19:30.880
I think you do.
01:19:31.039 --> 01:19:35.920
Uh no, it's interesting you mentioned uh most people put stuff in the oven.
01:19:36.000 --> 01:19:36.720
I do the same thing.
01:19:36.800 --> 01:19:45.119
I I have uh I had a propane grill and I have a pellet grill, but yeah, because it's hot where I live, so everything most anything that's can I cook, I can cook it outside.
01:19:45.279 --> 01:19:46.079
I win.
01:19:46.319 --> 01:19:52.880
And uh yeah, Paul Newman, I think he was one of the first type of salad dressings that were healthy and organic.
01:19:53.039 --> 01:19:54.399
Like you he kind of made it cool.
01:19:54.560 --> 01:19:55.199
Yeah, it's great.
01:19:55.359 --> 01:20:03.039
Yes, and I guess I I I tried some other ones, and when I gave her the one with the with the Paul Newman dressing, she's oh, this is good.
01:20:03.119 --> 01:20:05.680
And I said, Well, it's a she said, the actor.
01:20:05.840 --> 01:20:09.520
I said, Yeah, she goes, Oh, I like him, and I even like his dressing now, too.
01:20:09.760 --> 01:20:14.640
So it's it's it's been it's been settled now.
01:20:14.800 --> 01:20:18.159
My 99-year-old mother has been made her made her statement.
01:20:18.720 --> 01:20:21.840
Uh well, I also give another plug to another healthy one.
01:20:21.920 --> 01:20:24.479
Uh, it's not a marinade, but you can make marinades.
01:20:24.640 --> 01:20:30.960
Dano's seasonings, he is hilarious on on social media, and uh that's the reason I got attracted to it.
01:20:31.119 --> 01:20:37.840
But yeah, low salt or you know, all the all the things he says, real sea salt, real ingredients, but that's another fun one.
01:20:38.000 --> 01:20:39.840
Don't don't send send that to your mom.
01:20:39.920 --> 01:20:41.680
I don't I'm not getting in trouble.
01:20:42.720 --> 01:20:56.720
She she is one of those people that uh uh uh everybody who who meets her, they immediately fall in love with her because I mean she she's 99, she still has all of her smarts, all of her wits, she has a great sense of humor.
01:20:57.039 --> 01:21:20.159
So um, you know, I I I like to think that my my company's products helped her because um if every morning she has our protein shake, every afternoon she has a hydrate drink, and she she used to go have to go to the hospital once every six months because she was dehydrated since she's been taking a hydration drink.
01:21:20.479 --> 01:21:26.479
She hasn't, I'm not saying that we we cured her, but I'm sure that that had something to do with it.
01:21:26.720 --> 01:21:30.880
But she and if if I don't if I don't give it to her, where's my hydration drink?
01:21:31.119 --> 01:21:34.000
Yeah, she she makes sure I I never forget it.
01:21:34.239 --> 01:21:41.119
So, but you know, at 99, uh people have come up to me and asked me, they said, well, you know, she's she's 99.
01:21:41.199 --> 01:21:41.840
I said, Yeah.
01:21:42.000 --> 01:21:44.560
And they said, Well, uh, she's not gonna live forever.
01:21:44.720 --> 01:21:54.079
I said, I know that, but I mean I've had her in my life this long that if if she if she were to pass tomorrow, I have I have no complaints whatsoever.
01:21:54.319 --> 01:21:58.960
I said, um I um some people don't have parents in their lives.
01:21:59.039 --> 01:22:04.800
I said, I've had my mother in my life longer than I ever expected, and I'm always grateful for that.
01:22:05.279 --> 01:22:06.159
Yeah, there you go.
01:22:06.239 --> 01:22:07.920
Yeah, uh just a reminder for everybody, yeah.
01:22:08.079 --> 01:22:12.479
There's some gratitude of some kind and uh yeah, helps you live longer as well.
01:22:12.560 --> 01:22:13.520
It's great.
01:22:14.000 --> 01:22:18.000
Uh well again, Bill, thank you so much for all the stuff you're giving back to the industry.
01:22:18.159 --> 01:22:23.359
Pass along the good information, and yeah, look forward to uh meeting with you in person.
01:22:23.439 --> 01:22:26.560
Uh for it's been not just over Zoom.
01:22:27.279 --> 01:22:34.800
Yes, and I uh I again I I I appreciate uh I'm honored to be able to speak with you again on this.
01:22:34.960 --> 01:22:39.920
And hopefully, um if and when I finish the third book, we we can do this again.
01:22:40.079 --> 01:22:42.640
But I'm not gonna say I expect you to do so.
01:22:42.800 --> 01:22:54.479
Um, I think that this is gonna be the most difficult book that I have to have to write because that means I have to face my mistakes again and make sure that you know I learn from them as well.
01:22:54.960 --> 01:22:55.520
Yeah, yeah.
01:22:55.600 --> 01:23:00.720
And but in the meantime, I'll still push you to uh you know do a YouTube channel or you know, something like that.
01:23:00.880 --> 01:23:06.800
Just uh, you know, people like to people like to read and listen and watch the same information.
01:23:06.960 --> 01:23:10.960
It's great because I I I love it because it it it absorbs more too as well.
01:23:11.039 --> 01:23:12.560
So I'll I'll keep bugging you.
01:23:13.119 --> 01:23:17.600
If if if somebody wants to read the book, I'll I'll be glad to send it to them.
01:23:18.880 --> 01:23:19.600
Oh, there we go.
01:23:19.760 --> 01:23:20.479
Even easier.
01:23:20.720 --> 01:23:22.479
Uh well again, Bill, thank you so much.
01:23:22.560 --> 01:23:25.520
Uh look forward to uh connecting with you at a future episode.
01:23:26.399 --> 01:23:27.039
Thank you very much.
01:23:27.119 --> 01:23:28.159
I really appreciate it.
01:23:32.800 --> 01:23:35.279
Thanks for visiting the Networker Zone.
01:23:35.680 --> 01:23:49.920
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