How to Sell Without Sacrificing INTEGRITY @kendrickshope

and we are live welcome everybody to

and we are live welcome everybody to know that YouTube hangout super excited

know that YouTube hangout super excited

know that YouTube hangout super excited to be here with you and a new friend of

to be here with you and a new friend of

to be here with you and a new friend of mine

mine

mine Kendrick Shope is with me and she is new

Kendrick Shope is with me and she is new

Kendrick Shope is with me and she is new to the channel and new to me so super

to the channel and new to me so super

to the channel and new to me so super excited to have her on board welcome

excited to have her on board welcome

excited to have her on board welcome aboard

aboard

aboard thank you so much it is my honor to be

thank you so much it is my honor to be

thank you so much it is my honor to be here I’ve watched a lot of not I’m not

here I’ve watched a lot of not I’m not

here I’ve watched a lot of not I’m not too new to your channel in the way that

too new to your channel in the way that

too new to your channel in the way that I’ve watched a lot of a lot of your

I’ve watched a lot of a lot of your

I’ve watched a lot of a lot of your interviews so I’m thrilled to be here I

interviews so I’m thrilled to be here I

interviews so I’m thrilled to be here I love it what’s one of your favorite um I

love it what’s one of your favorite um I

love it what’s one of your favorite um I watched one this morning with oh I’m

watched one this morning with oh I’m

watched one this morning with oh I’m gonna be embarrassed oh and it was one

gonna be embarrassed oh and it was one

gonna be embarrassed oh and it was one of my very favorites you put me on the

of my very favorites you put me on the

of my very favorites you put me on the spot I can’t remember I’m but it’ll come

spot I can’t remember I’m but it’ll come

spot I can’t remember I’m but it’ll come to me in the middle of this it’ll kind

to me in the middle of this it’ll kind

to me in the middle of this it’ll kind of to just stick with me don’t kind of

of to just stick with me don’t kind of

of to just stick with me don’t kind of take me Louis Louis Louis Louis lose

take me Louis Louis Louis Louis lose

take me Louis Louis Louis Louis lose house okay yeah I loved hearing his

house okay yeah I loved hearing his

house okay yeah I loved hearing his story

story

story I never blue isn’t but I loved hearing a

I never blue isn’t but I loved hearing a

I never blue isn’t but I loved hearing a story about being an athlete and the

story about being an athlete and the

story about being an athlete and the transition and how he got to what he’s

transition and how he got to what he’s

transition and how he got to what he’s doing now it was all very fascinating to

doing now it was all very fascinating to

doing now it was all very fascinating to me I didn’t that was background so it

me I didn’t that was background so it

me I didn’t that was background so it was really really interesting cool yeah

was really really interesting cool yeah

was really really interesting cool yeah lewis has amazing stuff and it was fun

lewis has amazing stuff and it was fun

lewis has amazing stuff and it was fun to have money for my audience who may

to have money for my audience who may

to have money for my audience who may not be super familiar with you yes can

not be super familiar with you yes can

not be super familiar with you yes can you give them the overview of what

you give them the overview of what

you give them the overview of what Kendrick Shope is all about yeah

Kendrick Shope is all about yeah

Kendrick Shope is all about yeah absolutely it’d be my honor so Kendrick

absolutely it’d be my honor so Kendrick

absolutely it’d be my honor so Kendrick show is about a lot of things but as

show is about a lot of things but as

show is about a lot of things but as it’s relevant to your audience

it’s relevant to your audience

it’s relevant to your audience I teach entrepreneurs mainly women

I teach entrepreneurs mainly women

I teach entrepreneurs mainly women entrepreneurs how to sell without

entrepreneurs how to sell without

entrepreneurs how to sell without sacrificing their integrity some of this

sacrificing their integrity some of this

sacrificing their integrity some of this is based in gender research so the

is based in gender research so the

is based in gender research so the differences in the way men and women

differences in the way men and women

differences in the way men and women sell the difference is the differences

sell the difference is the differences

sell the difference is the differences between the male and the female brain

between the male and the female brain

between the male and the female brain some of its based in socialization so

some of its based in socialization so

some of its based in socialization so gender science and gender socialization

gender science and gender socialization

gender science and gender socialization and some of it is based in good old

and some of it is based in good old

and some of it is based in good old fashioned experience I was a top

fashioned experience I was a top

fashioned experience I was a top performing sales rep for about two

performing sales rep for about two

performing sales rep for about two decades and left five years ago to start

decades and left five years ago to start

decades and left five years ago to start my own business and created authentic

my own business and created authentic

my own business and created authentic selling it’s it’s it’s interesting to me

selling it’s it’s it’s interesting to me

selling it’s it’s it’s interesting to me that that people even think that they

that that people even think that they

that that people even think that they have to sacrifice their integrity the

have to sacrifice their integrity the

have to sacrifice their integrity the cell that that’s even a question and I

cell that that’s even a question and I

cell that that’s even a question and I know I know a lot

know I know a lot

know I know a lot will do and they feel like they you know

will do and they feel like they you know

will do and they feel like they you know they’re lying to get the Sailor you know

they’re lying to get the Sailor you know

they’re lying to get the Sailor you know they have to go against their values to

they have to go against their values to

they have to go against their values to get the sale from my experience when you

get the sale from my experience when you

get the sale from my experience when you act with integrity that’s when you

act with integrity that’s when you

act with integrity that’s when you actually get the best sales the better

actually get the best sales the better

actually get the best sales the better sales the ideal clients the people who

sales the ideal clients the people who

sales the ideal clients the people who love what you’re all about

love what you’re all about

love what you’re all about so it’s interesting like it’s almost sad

so it’s interesting like it’s almost sad

so it’s interesting like it’s almost sad that that we need to have this

that that we need to have this

that that we need to have this conversation to teach people that you

conversation to teach people that you

conversation to teach people that you need to act with integrity I wish it was

need to act with integrity I wish it was

need to act with integrity I wish it was more kind of ingrained in our culture

more kind of ingrained in our culture

more kind of ingrained in our culture and in our upbringing what are what are

and in our upbringing what are what are

and in our upbringing what are what are some of the what are some of the common

some of the what are some of the common

some of the what are some of the common things that you find people have to

things that you find people have to

things that you find people have to sacrifice their values over and then how

sacrifice their values over and then how

sacrifice their values over and then how do they come back that yeah well I don’t

do they come back that yeah well I don’t

do they come back that yeah well I don’t know that I don’t think it’s any real

know that I don’t think it’s any real

know that I don’t think it’s any real shocker that people want to act out of

shocker that people want to act out of

shocker that people want to act out of integrity I mean I I’m with you I don’t

integrity I mean I I’m with you I don’t

integrity I mean I I’m with you I don’t think that that is that that is anything

think that that is that that is anything

think that that is that that is anything that that people are surprised about but

that that people are surprised about but

that that people are surprised about but I think that where the the issue comes

I think that where the the issue comes

I think that where the the issue comes in for people is they don’t necessarily

in for people is they don’t necessarily

in for people is they don’t necessarily know how so not not to act with

know how so not not to act with

know how so not not to act with integrity but how to sell with integrity

integrity but how to sell with integrity

integrity but how to sell with integrity and they’re two different things because

and they’re two different things because

and they’re two different things because we’ve all heard the story of the

we’ve all heard the story of the

we’ve all heard the story of the stereotypical used-car salesmen or the

stereotypical used-car salesmen or the

stereotypical used-car salesmen or the traveling medicine man you know who’s

traveling medicine man you know who’s

traveling medicine man you know who’s gonna sell you the cure to make you 10

gonna sell you the cure to make you 10

gonna sell you the cure to make you 10 years younger and cure all your problems

years younger and cure all your problems

years younger and cure all your problems and it’s liquor and he’s got in the next

and it’s liquor and he’s got in the next

and it’s liquor and he’s got in the next day so selling gets a bad rap through

day so selling gets a bad rap through

day so selling gets a bad rap through its history and through its stories

its history and through its stories

its history and through its stories something also gets a bad rap because

something also gets a bad rap because

something also gets a bad rap because we’ve all likely had a negative sales

we’ve all likely had a negative sales

we’ve all likely had a negative sales experience where somebody’s pushed

experience where somebody’s pushed

experience where somebody’s pushed something on us and we either had

something on us and we either had

something on us and we either had buyer’s remorse or we felt guilty or

buyer’s remorse or we felt guilty or

buyer’s remorse or we felt guilty or whatever that’s we’re selling with

whatever that’s we’re selling with

whatever that’s we’re selling with integrity comes in it’s like one bad

integrity comes in it’s like one bad

integrity comes in it’s like one bad apple has time to bring the whole bunch

apple has time to bring the whole bunch

apple has time to bring the whole bunch for people to have greatness to share

for people to have greatness to share

for people to have greatness to share but don’t want to push it on people and

but don’t want to push it on people and

but don’t want to push it on people and so my message to people and what allows

so my message to people and what allows

so my message to people and what allows people to be so successful successful

people to be so successful successful

people to be so successful successful who work with me as we overcome that we

who work with me as we overcome that we

who work with me as we overcome that we go back to the basics of selling is the

go back to the basics of selling is the

go back to the basics of selling is the exchange of money for a product or

exchange of money for a product or

exchange of money for a product or service there’s nothing icky sleazy

service there’s nothing icky sleazy

service there’s nothing icky sleazy slimy pushy or out of integrity about

slimy pushy or out of integrity about

slimy pushy or out of integrity about that and really at its core selling is

that and really at its core selling is

that and really at its core selling is helping that’s that’s the beginning of

helping that’s that’s the beginning of

helping that’s that’s the beginning of what it means to sell with integrity so

what it means to sell with integrity so

what it means to sell with integrity so I don’t think that it’s it’s a shocker

I don’t think that it’s it’s a shocker

I don’t think that it’s it’s a shocker that people who sells integrity make

that people who sells integrity make

that people who sells integrity make more money I don’t think that it’s

more money I don’t think that it’s

more money I don’t think that it’s rockets

rockets

rockets that we need to act out of integrity I

that we need to act out of integrity I

that we need to act out of integrity I think that the catch-22 is people don’t

think that the catch-22 is people don’t

think that the catch-22 is people don’t necessarily know how because of the bad

necessarily know how because of the bad

necessarily know how because of the bad reputation selling yes does that make

reputation selling yes does that make

reputation selling yes does that make sense yeah no I agree I think there may

sense yeah no I agree I think there may

sense yeah no I agree I think there may not be enough quality training to like

not be enough quality training to like

not be enough quality training to like you we don’t learn how to do this in

you we don’t learn how to do this in

you we don’t learn how to do this in school you know you’re when you enter

school you know you’re when you enter

school you know you’re when you enter into a company you’re just opinion on

into a company you’re just opinion on

into a company you’re just opinion on there their sales training process we’re

there their sales training process we’re

there their sales training process we’re getting some questions coming in live

getting some questions coming in live

getting some questions coming in live and might be helpful to answer some of

and might be helpful to answer some of

and might be helpful to answer some of those two the first one comes in from

those two the first one comes in from

those two the first one comes in from Paul who says I’ve made a website about

Paul who says I’ve made a website about

Paul who says I’ve made a website about selling pages to guitar tutors who’s

selling pages to guitar tutors who’s

selling pages to guitar tutors who’s trying to sell the guitar tutors and I

trying to sell the guitar tutors and I

trying to sell the guitar tutors and I guess make a give them different

guess make a give them different

guess make a give them different websites and is wondering how you can

websites and is wondering how you can

websites and is wondering how you can use how we can get some sales and how

use how we can get some sales and how

use how we can get some sales and how integrity selling can help him land more

integrity selling can help him land more

integrity selling can help him land more clients for his guitar Twitter page yeah

clients for his guitar Twitter page yeah

clients for his guitar Twitter page yeah so that’s a great question I think it

so that’s a great question I think it

so that’s a great question I think it depends on exactly what you’re doing I

depends on exactly what you’re doing I

depends on exactly what you’re doing I don’t think we live in a market anymore

don’t think we live in a market anymore

don’t think we live in a market anymore where you just put a page up and you

where you just put a page up and you

where you just put a page up and you build it and they come I think you’ve

build it and they come I think you’ve

build it and they come I think you’ve got to ask yourself how do we create

got to ask yourself how do we create

got to ask yourself how do we create some buzz about this so obviously the

some buzz about this so obviously the

some buzz about this so obviously the easiest answer there is social media

easiest answer there is social media

easiest answer there is social media right you want to get a megaphone

right you want to get a megaphone

right you want to get a megaphone through social media and talk about how

through social media and talk about how

through social media and talk about how what you’re offering is different how it

what you’re offering is different how it

what you’re offering is different how it can help people how it can help them to

can help people how it can help them to

can help people how it can help them to play you know train people to play the

play you know train people to play the

play you know train people to play the guitar better how can help people play

guitar better how can help people play

guitar better how can help people play whatever whatever you’re selling people

whatever whatever you’re selling people

whatever whatever you’re selling people think that social media is a lot of

think that social media is a lot of

think that social media is a lot of noise and it can be so you’ve got to

noise and it can be so you’ve got to

noise and it can be so you’ve got to make sure that the information that

make sure that the information that

make sure that the information that you’re putting out there is targeted

you’re putting out there is targeted

you’re putting out there is targeted towards benefits and pain points what’s

towards benefits and pain points what’s

towards benefits and pain points what’s the overall benefit of your service how

the overall benefit of your service how

the overall benefit of your service how does that change somebody’s life ability

does that change somebody’s life ability

does that change somebody’s life ability to play the guitar whatever and that’s

to play the guitar whatever and that’s

to play the guitar whatever and that’s what you want to focus on so I don’t

what you want to focus on so I don’t

what you want to focus on so I don’t think we’re in an era anymore where you

think we’re in an era anymore where you

think we’re in an era anymore where you can just build it and they’ll come I

can just build it and they’ll come I

can just build it and they’ll come I think you’ve got to create some

think you’ve got to create some

think you’ve got to create some promotion and you’ve got to create some

promotion and you’ve got to create some

promotion and you’ve got to create some excitement about what you’re doing yeah

excitement about what you’re doing yeah

excitement about what you’re doing yeah if I have found a website geared towards

if I have found a website geared towards

if I have found a website geared towards guitar tutors the Newmark of their

guitar tutors the Newmark of their

guitar tutors the Newmark of their business I would try to give them just

business I would try to give them just

business I would try to give them just like there may not be enough great sales

like there may not be enough great sales

like there may not be enough great sales training out there especially if you are

training out there especially if you are

training out there especially if you are an entrepreneur if you’re a guitar tutor

an entrepreneur if you’re a guitar tutor

an entrepreneur if you’re a guitar tutor and you know maybe you’re a teacher

and you know maybe you’re a teacher

and you know maybe you’re a teacher maybe you’re a janitor or whatever

maybe you’re a janitor or whatever

maybe you’re a janitor or whatever you’re doing during your spare time

you’re doing during your spare time

you’re doing during your spare time zero training about sales of being an

zero training about sales of being an

zero training about sales of being an entrepreneur and so I would love to see

entrepreneur and so I would love to see

entrepreneur and so I would love to see Paul you give information to these

Paul you give information to these

Paul you give information to these guitar tutors on how to run a business

guitar tutors on how to run a business

guitar tutors on how to run a business as well give them feedback give them

as well give them feedback give them

as well give them feedback give them advice maybe interview other guitar

advice maybe interview other guitar

advice maybe interview other guitar tutors who had a successful career and

tutors who had a successful career and

tutors who had a successful career and like has made this their full time

like has made this their full time

like has made this their full time income because if you can do that and

income because if you can do that and

income because if you can do that and help them build a business and give the

help them build a business and give the

help them build a business and give the knowledge education and training then

knowledge education and training then

knowledge education and training then it’s a no-brainer to want to sign up for

it’s a no-brainer to want to sign up for

it’s a no-brainer to want to sign up for what you’re doing in you know tell their

what you’re doing in you know tell their

what you’re doing in you know tell their friends about it bring you referrals I

friends about it bring you referrals I

friends about it bring you referrals I think it’s easy just to get up just to

think it’s easy just to get up just to

think it’s easy just to get up just to get caught up in the what you offer and

get caught up in the what you offer and

get caught up in the what you offer and that’s all I do we’re really if you want

that’s all I do we’re really if you want

that’s all I do we’re really if you want to have success you got to think above

to have success you got to think above

to have success you got to think above and beyond you got to give them a reason

and beyond you got to give them a reason

and beyond you got to give them a reason to really want to talk about you and

to really want to talk about you and

to really want to talk about you and give them an amazing experience so I

give them an amazing experience so I

give them an amazing experience so I think that would be super helpful and I

think that would be super helpful and I

think that would be super helpful and I think would be something that help

think would be something that help

think would be something that help spread the word within that community

spread the word within that community

spread the word within that community yeah I would agree

yeah I would agree

yeah I would agree Renee is running in I owned a commercial

Renee is running in I owned a commercial

Renee is running in I owned a commercial cleaning company in Texas where are you

cleaning company in Texas where are you

cleaning company in Texas where are you based by the way I’m in Arkansas

based by the way I’m in Arkansas

based by the way I’m in Arkansas Arkansas I’m sorry I have to say it so

Arkansas I’m sorry I have to say it so

Arkansas I’m sorry I have to say it so yeah I’m not a hog I’m a Tennessean all

yeah I’m not a hog I’m a Tennessean all

yeah I’m not a hog I’m a Tennessean all right well I’m from I’m Canadian so

right well I’m from I’m Canadian so

right well I’m from I’m Canadian so you’re closer to Texas and I am Rene

you’re closer to Texas and I am Rene

you’re closer to Texas and I am Rene so I own a commercial cleaning company

so I own a commercial cleaning company

so I own a commercial cleaning company in Texas my integrity shows in person

in Texas my integrity shows in person

in Texas my integrity shows in person but I’m not sure how to translate

but I’m not sure how to translate

but I’m not sure how to translate content and advertising so I guess you

content and advertising so I guess you

content and advertising so I guess you know we’ve have been a great experience

know we’ve have been a great experience

know we’ve have been a great experience himself going and talking to people how

himself going and talking to people how

himself going and talking to people how do you then turn that into marketing on

do you then turn that into marketing on

do you then turn that into marketing on your website and all the content that

your website and all the content that

your website and all the content that you’re creating yeah that’s a great

you’re creating yeah that’s a great

you’re creating yeah that’s a great question so I think that the first thing

question so I think that the first thing

question so I think that the first thing and some of these are really simple

and some of these are really simple

and some of these are really simple someone’s not rocket science but the

someone’s not rocket science but the

someone’s not rocket science but the first thing I would ask is when you’re

first thing I would ask is when you’re

first thing I would ask is when you’re in person why does it translate what is

in person why does it translate what is

in person why does it translate what is it that you’re doing that makes it

it that you’re doing that makes it

it that you’re doing that makes it translate so well and then how do is it

translate so well and then how do is it

translate so well and then how do is it the words that you’re using isn’t the

the words that you’re using isn’t the

the words that you’re using isn’t the way that you’re saying it is the

way that you’re saying it is the

way that you’re saying it is the excitement that is it the job that you

excitement that is it the job that you

excitement that is it the job that you do is the testimonials that you get and

do is the testimonials that you get and

do is the testimonials that you get and how can you extrapolate that and put it

how can you extrapolate that and put it

how can you extrapolate that and put it onto your website and put it out in the

onto your website and put it out in the

onto your website and put it out in the black and white copy that you have so I

black and white copy that you have so I

black and white copy that you have so I think the first thing is obviously

think the first thing is obviously

think the first thing is obviously you’re doing a great job in person what

you’re doing a great job in person what

you’re doing a great job in person what is it about that that makes you so

is it about that that makes you so

is it about that that makes you so confident that you that it’s translating

confident that you that it’s translating

confident that you that it’s translating and how do we do that in print yeah I

and how do we do that in print yeah I

and how do we do that in print yeah I look to like if you try to understand

look to like if you try to understand

look to like if you try to understand what your skills are are you a great

what your skills are are you a great

what your skills are are you a great writer

writer

writer can you write copy for your website or

can you write copy for your website or

can you write copy for your website or do you hate the idea of having to write

do you hate the idea of having to write

do you hate the idea of having to write you know are you good at potentially

you know are you good at potentially

you know are you good at potentially being on camera and telling your story

being on camera and telling your story

being on camera and telling your story about why you started this cleaning

about why you started this cleaning

about why you started this cleaning company cleaning companies especially in

company cleaning companies especially in

company cleaning companies especially in commercial is so price driven but if you

commercial is so price driven but if you

commercial is so price driven but if you can tell me your story

can tell me your story

can tell me your story and if I feel like you know you’re gonna

and if I feel like you know you’re gonna

and if I feel like you know you’re gonna cheat my office building like it’s your

cheat my office building like it’s your

cheat my office building like it’s your mom’s house then I’m attached to your

mom’s house then I’m attached to your

mom’s house then I’m attached to your story a little bit more and I’m not

story a little bit more and I’m not

story a little bit more and I’m not going to be as price competitive and so

going to be as price competitive and so

going to be as price competitive and so you need to be able to get that out and

you need to be able to get that out and

you need to be able to get that out and so are you able to do that yourself or

so are you able to do that yourself or

so are you able to do that yourself or maybe you need someone to help you you

maybe you need someone to help you you

maybe you need someone to help you you know like if if you are great at talking

know like if if you are great at talking

know like if if you are great at talking to clients on the phone one person but

to clients on the phone one person but

to clients on the phone one person but you suck at writing then maybe you have

you suck at writing then maybe you have

you suck at writing then maybe you have someone in your family or someone on

someone in your family or someone on

someone in your family or someone on your team sitting with you on a phone

your team sitting with you on a phone

your team sitting with you on a phone call and all of the good stuff that

call and all of the good stuff that

call and all of the good stuff that you’re saying they transcribe it and

you’re saying they transcribe it and

you’re saying they transcribe it and turn it into an article that can be on

turn it into an article that can be on

turn it into an article that can be on your page or just have so many interview

your page or just have so many interview

your page or just have so many interview you say why don’t you start this

you say why don’t you start this

you say why don’t you start this business why does cleaning me so much to

business why does cleaning me so much to

business why does cleaning me so much to you what do you hoping to accomplish

you what do you hoping to accomplish

you what do you hoping to accomplish with this because it sounds like there’s

with this because it sounds like there’s

with this because it sounds like there’s a lot more to it then you know I don’t

a lot more to it then you know I don’t

a lot more to it then you know I don’t know I just I’m just cleaning to make

know I just I’m just cleaning to make

know I just I’m just cleaning to make money right like give me the give me the

money right like give me the give me the

money right like give me the give me the story behind it and that will attract a

story behind it and that will attract a

story behind it and that will attract a lot more customers and if you’re not

lot more customers and if you’re not

lot more customers and if you’re not able to tell your story properly then

able to tell your story properly then

able to tell your story properly then partner up with somebody and again just

partner up with somebody and again just

partner up with somebody and again just somebody in your family someone who’s on

somebody in your family someone who’s on

somebody in your family someone who’s on your team already to help get that story

your team already to help get that story

your team already to help get that story out of you so then you can market it

out of you so then you can market it

out of you so then you can market it effectively you’ll have to do it once to

effectively you’ll have to do it once to

effectively you’ll have to do it once to be able to put it up on your website and

be able to put it up on your website and

be able to put it up on your website and I would also make sure you have your

I would also make sure you have your

I would also make sure you have your picture up doesn’t have to be super

picture up doesn’t have to be super

picture up doesn’t have to be super professional it could be you with your

professional it could be you with your

professional it could be you with your team or you with your family or you with

team or you with your family or you with

team or you with your family or you with your cleaning supplies whatever it is

your cleaning supplies whatever it is

your cleaning supplies whatever it is most people have such boring websites

most people have such boring websites

most people have such boring websites such boring about pages and you’re

such boring about pages and you’re

such boring about pages and you’re trying to be super professional and

trying to be super professional and

trying to be super professional and corporate but then I can’t connect with

corporate but then I can’t connect with

corporate but then I can’t connect with you right I’m always gonna pick the big

you right I’m always gonna pick the big

you right I’m always gonna pick the big corporate guy who has the reputation and

corporate guy who has the reputation and

corporate guy who has the reputation and history and track record instead of you

history and track record instead of you

history and track record instead of you your competitive advantage is your story

your competitive advantage is your story

your competitive advantage is your story and the passion and feeling like you

and the passion and feeling like you

and the passion and feeling like you know I work with you Renee I’m gonna I’m

know I work with you Renee I’m gonna I’m

know I work with you Renee I’m gonna I’m working with a man of integrity and so

working with a man of integrity and so

working with a man of integrity and so that’s going to make a big difference

that’s going to make a big difference

that’s going to make a big difference for me totally all right holy cow the

for me totally all right holy cow the

for me totally all right holy cow the questions are coming in like crazy

questions are coming in like crazy

questions are coming in like crazy someone is asking King Helios is asking

someone is asking King Helios is asking

someone is asking King Helios is asking what’s your definition of integrity so

what’s your definition of integrity so

what’s your definition of integrity so again we’re get a little deep there the

again we’re get a little deep there the

again we’re get a little deep there the Final Four

Final Four

Final Four so right

so right

so right question I love this so my definition of

question I love this so my definition of

question I love this so my definition of integrity is doing the things at which

integrity is doing the things at which

integrity is doing the things at which come natural to you feel natural to you

come natural to you feel natural to you

come natural to you feel natural to you that do not compromise any of your

that do not compromise any of your

that do not compromise any of your values in any way however when we’re

values in any way however when we’re

values in any way however when we’re talking about selling with integrity the

talking about selling with integrity the

talking about selling with integrity the natural part is important so men and

natural part is important so men and

natural part is important so men and women are different I got to do is look

women are different I got to do is look

women are different I got to do is look at men and women tell that we’re

at men and women tell that we’re

at men and women tell that we’re different right

different right

different right our brains are different our DNA is

our brains are different our DNA is

our brains are different our DNA is different so women are gonna sell

different so women are gonna sell

different so women are gonna sell different than men we just are and

different than men we just are and

different than men we just are and selling with integrity means means

selling with integrity means means

selling with integrity means means staying in a sales process that is true

staying in a sales process that is true

staying in a sales process that is true to you Evans gonna sell different than

to you Evans gonna sell different than

to you Evans gonna sell different than me I’m gonna sell different than okra

me I’m gonna sell different than okra

me I’m gonna sell different than okra everybody’s gonna sell differently

everybody’s gonna sell differently

everybody’s gonna sell differently nobody no two people still the same so

nobody no two people still the same so

nobody no two people still the same so the point here is when you’re selling

the point here is when you’re selling

the point here is when you’re selling and integrity you’re doing what’s

and integrity you’re doing what’s

and integrity you’re doing what’s authentic and what’s real to you and

authentic and what’s real to you and

authentic and what’s real to you and maybe I’m a better communicator than

maybe I’m a better communicator than

maybe I’m a better communicator than person X and so that is the way I sell

person X and so that is the way I sell

person X and so that is the way I sell maybe Grant Cardone is better at pushing

maybe Grant Cardone is better at pushing

maybe Grant Cardone is better at pushing people and really selling through

people and really selling through

people and really selling through pressure if that’s what’s authentic to

pressure if that’s what’s authentic to

pressure if that’s what’s authentic to him then that is selling with integrity

him then that is selling with integrity

him then that is selling with integrity I believe that everybody has their own

I believe that everybody has their own

I believe that everybody has their own sales guardrail so you think you’re

sales guardrail so you think you’re

sales guardrail so you think you’re driving down the road and there’s a

driving down the road and there’s a

driving down the road and there’s a guardrail to keep you from going off you

guardrail to keep you from going off you

guardrail to keep you from going off you know off the cliff right and so on one

know off the cliff right and so on one

know off the cliff right and so on one side of that sales guardrail is really

side of that sales guardrail is really

side of that sales guardrail is really really pushy and on the other side of

really pushy and on the other side of

really pushy and on the other side of that sales guardrail is really passive

that sales guardrail is really passive

that sales guardrail is really passive your sales guardrail is when you are

your sales guardrail is when you are

your sales guardrail is when you are communicating right against that

communicating right against that

communicating right against that guardrail without going over into to

guardrail without going over into to

guardrail without going over into to Kushi and without going over into to

Kushi and without going over into to

Kushi and without going over into to passive and we’re all different so it’s

passive and we’re all different so it’s

passive and we’re all different so it’s gonna be a different mark for everybody

gonna be a different mark for everybody

gonna be a different mark for everybody but I think you’re communicating with

but I think you’re communicating with

but I think you’re communicating with integrity and selling with integrity

integrity and selling with integrity

integrity and selling with integrity when you’re within your guardrail I

when you’re within your guardrail I

when you’re within your guardrail I think I think you know when you’re not

think I think you know when you’re not

think I think you know when you’re not doing the right thing I think people

doing the right thing I think people

doing the right thing I think people know when they’re not doing the right

know when they’re not doing the right

know when they’re not doing the right thing it’s easy to know like you just

thing it’s easy to know like you just

thing it’s easy to know like you just have that feeling in your stomach I’m

have that feeling in your stomach I’m

have that feeling in your stomach I’m not doing the right thing I did you see

not doing the right thing I did you see

not doing the right thing I did you see the justify like oh but if I do it I’m

the justify like oh but if I do it I’m

the justify like oh but if I do it I’m able to pay my mortgage or me able to

able to pay my mortgage or me able to

able to pay my mortgage or me able to get that new car I’m able to buy my new

get that new car I’m able to buy my new

get that new car I’m able to buy my new dress or suit or whatever but you know

dress or suit or whatever but you know

dress or suit or whatever but you know you know when you’re doing something

you know when you’re doing something

you know when you’re doing something wrong it’s just having the courage to to

wrong it’s just having the courage to to

wrong it’s just having the courage to to listen to that and know that you may

listen to that and know that you may

listen to that and know that you may lose out on a short short term

lose out on a short short term

lose out on a short short term Plus to win in the long term anyway my

Plus to win in the long term anyway my

Plus to win in the long term anyway my dad’s ah what is this l oj FitClub

dad’s ah what is this l oj FitClub

dad’s ah what is this l oj FitClub alright hi guys my name is torie my

alright hi guys my name is torie my

alright hi guys my name is torie my question is even if you have a

question is even if you have a

question is even if you have a beneficial product positive service or

beneficial product positive service or

beneficial product positive service or product you think that you should still

product you think that you should still

product you think that you should still push the cell on potential clients this

push the cell on potential clients this

push the cell on potential clients this kind of comes to your guardrail like

kind of comes to your guardrail like

kind of comes to your guardrail like this like you really believe in your

this like you really believe in your

this like you really believe in your product or service this is from Tory how

product or service this is from Tory how

product or service this is from Tory how much do you push on a client wanna take

much do you push on a client wanna take

much do you push on a client wanna take it or not so this is a great question I

it or not so this is a great question I

it or not so this is a great question I think this goes back to what you were

think this goes back to what you were

think this goes back to what you were just talking about I think it’s how

just talking about I think it’s how

just talking about I think it’s how comfortable you are pushing so here’s

comfortable you are pushing so here’s

comfortable you are pushing so here’s the thing people that we’re selling to

the thing people that we’re selling to

the thing people that we’re selling to are adults right we’re not talking about

are adults right we’re not talking about

are adults right we’re not talking about selling to minors at least most the

selling to minors at least most the

selling to minors at least most the people I talk to or not we’re talking

people I talk to or not we’re talking

people I talk to or not we’re talking about selling to adults you cannot force

about selling to adults you cannot force

about selling to adults you cannot force an adult to make a purchase they don’t

an adult to make a purchase they don’t

an adult to make a purchase they don’t want to make necessarily it’s their

want to make necessarily it’s their

want to make necessarily it’s their money so the idea that you have control

money so the idea that you have control

money so the idea that you have control enough to push somebody into something

enough to push somebody into something

enough to push somebody into something that they really don’t want to do I

that they really don’t want to do I

that they really don’t want to do I don’t believe is accurate now you can

don’t believe is accurate now you can

don’t believe is accurate now you can push until you’re uncomfortable and that

push until you’re uncomfortable and that

push until you’re uncomfortable and that is selling out of integrity but your job

is selling out of integrity but your job

is selling out of integrity but your job as the seller is to communicate the

as the seller is to communicate the

as the seller is to communicate the benefits of your product in your service

benefits of your product in your service

benefits of your product in your service as passionately as you know how and as

as passionately as you know how and as

as passionately as you know how and as honestly as you know how and then leave

honestly as you know how and then leave

honestly as you know how and then leave it in the hands of the buyer the buyer

it in the hands of the buyer the buyer

it in the hands of the buyer the buyer makes the decision so if again it goes

makes the decision so if again it goes

makes the decision so if again it goes back to how comfortable you are pushing

back to how comfortable you are pushing

back to how comfortable you are pushing some people are gonna be much more

some people are gonna be much more

some people are gonna be much more comfortable going for a third and a

comfortable going for a third and a

comfortable going for a third and a fourth and a fifth close I’m not

fourth and a fifth close I’m not

fourth and a fifth close I’m not I sell as passionate as I can I go for

I sell as passionate as I can I go for

I sell as passionate as I can I go for the close and if somebody needs to think

the close and if somebody needs to think

the close and if somebody needs to think about it I do what most sales experts

about it I do what most sales experts

about it I do what most sales experts would cringe at and I say great let me

would cringe at and I say great let me

would cringe at and I say great let me know what questions you come up with I

know what questions you come up with I

know what questions you come up with I want to help you make the best decision

want to help you make the best decision

want to help you make the best decision for you at this time so it’s it I think

for you at this time so it’s it I think

for you at this time so it’s it I think it’s an individual issue here I think

it’s an individual issue here I think

it’s an individual issue here I think it’s how comfortable you are but at the

it’s how comfortable you are but at the

it’s how comfortable you are but at the end of the day the idea that you can

end of the day the idea that you can

end of the day the idea that you can push somebody and to buy something that

push somebody and to buy something that

push somebody and to buy something that they don’t want I don’t believe it’s

they don’t want I don’t believe it’s

they don’t want I don’t believe it’s true we’re adults Tory for me it comes

true we’re adults Tory for me it comes

true we’re adults Tory for me it comes down to intent

down to intent

down to intent what’s the reason behind the push if

what’s the reason behind the push if

what’s the reason behind the push if it’s just you can meet your sales quotas

it’s just you can meet your sales quotas

it’s just you can meet your sales quotas you know for me that’s not acting with

you know for me that’s not acting with

you know for me that’s not acting with integrity that is a very self-serving

integrity that is a very self-serving

integrity that is a very self-serving and I get the pressure that you can be

and I get the pressure that you can be

and I get the pressure that you can be under to you know make rent and all that

under to you know make rent and all that

under to you know make rent and all that if you genuinely believe that you have

if you genuinely believe that you have

if you genuinely believe that you have something that will help sometimes you

something that will help sometimes you

something that will help sometimes you need to push people a little bit past

need to push people a little bit past

need to push people a little bit past their comfort zones and you know I see

their comfort zones and you know I see

their comfort zones and you know I see it with with our salsa business an

it with with our salsa business an

it with with our salsa business an example an investor in the salsa

example an investor in the salsa

example an investor in the salsa business and became an owner and

business and became an owner and

business and became an owner and sometimes people Colleen and they’re

sometimes people Colleen and they’re

sometimes people Colleen and they’re their word and they’re afraid and they

their word and they’re afraid and they

their word and they’re afraid and they have all these questions they’re not

have all these questions they’re not

have all these questions they’re not sure if they’ll you know they’ll be a

sure if they’ll you know they’ll be a

sure if they’ll you know they’ll be a fydd and what if what if I don’t get the

fydd and what if what if I don’t get the

fydd and what if what if I don’t get the moves right and all of these you know

moves right and all of these you know

moves right and all of these you know concerns and fears and understanding why

concerns and fears and understanding why

concerns and fears and understanding why they wants to do it in the first place

they wants to do it in the first place

they wants to do it in the first place why are they here talking to you what

why are they here talking to you what

why are they here talking to you what gold Atanas cheap maybe we can help them

gold Atanas cheap maybe we can help them

gold Atanas cheap maybe we can help them do that maybe were the we’re one of the

do that maybe were the we’re one of the

do that maybe were the we’re one of the best people in the world to help them do

best people in the world to help them do

best people in the world to help them do that or maybe not you know and turning

that or maybe not you know and turning

that or maybe not you know and turning away business may be against all the

away business may be against all the

away business may be against all the sales rules out there but I don’t want

sales rules out there but I don’t want

sales rules out there but I don’t want unhappy clients because it’s just a

unhappy clients because it’s just a

unhappy clients because it’s just a headache I don’t want a client who I

headache I don’t want a client who I

headache I don’t want a client who I pushed into a sale you know try my best

pushed into a sale you know try my best

pushed into a sale you know try my best or you know or lied to them to make them

or you know or lied to them to make them

or you know or lied to them to make them believe something and then we start

believe something and then we start

believe something and then we start working together and I can’t deliver on

working together and I can’t deliver on

working together and I can’t deliver on the results that they want and you know

the results that they want and you know

the results that they want and you know that going in you know that you can’t

that going in you know that you can’t

that going in you know that you can’t really do what they want but you’re you

really do what they want but you’re you

really do what they want but you’re you know you just get that contract I I hate

know you just get that contract I I hate

know you just get that contract I I hate that because it just creates more

that because it just creates more

that because it just creates more headache that you then you want having

headache that you then you want having

headache that you then you want having unhappy clients sucks you know just at

unhappy clients sucks you know just at

unhappy clients sucks you know just at the time it takes but like the emotional

the time it takes but like the emotional

the time it takes but like the emotional drain I’m having people who are upset at

drain I’m having people who are upset at

drain I’m having people who are upset at what you’re doing and feeling like

what you’re doing and feeling like

what you’re doing and feeling like you’re not delivering on the value so

you’re not delivering on the value so

you’re not delivering on the value so you know I’d be concerned about pushing

you know I’d be concerned about pushing

you know I’d be concerned about pushing people for the wrong reasons but if you

people for the wrong reasons but if you

people for the wrong reasons but if you actually believe that what you have is

actually believe that what you have is

actually believe that what you have is the best thing to help solve their

the best thing to help solve their

the best thing to help solve their problem they may need a little bit of a

problem they may need a little bit of a

problem they may need a little bit of a push or guidance or a little bit extra

push or guidance or a little bit extra

push or guidance or a little bit extra time then you might give somebody else

time then you might give somebody else

time then you might give somebody else so I don’t know that I don’t know that

so I don’t know that I don’t know that

so I don’t know that I don’t know that being pushy or not is there’s one answer

being pushy or not is there’s one answer

being pushy or not is there’s one answer for it it’s more for me the intent that

for it it’s more for me the intent that

for it it’s more for me the intent that you have behind it is it just for your

you have behind it is it just for your

you have behind it is it just for your own selfish purposes or is it actually

own selfish purposes or is it actually

own selfish purposes or is it actually to give the best thing out there for

to give the best thing out there for

to give the best thing out there for your client

totally agree good all right

totally agree good all right um lots of questions sin Sanskrit soothe

um lots of questions sin Sanskrit soothe

um lots of questions sin Sanskrit soothe our Sanskrit soothe our what’s your take

our Sanskrit soothe our what’s your take

our Sanskrit soothe our what’s your take on direct phone marketing I’ve struggled

on direct phone marketing I’ve struggled

on direct phone marketing I’ve struggled with that a lot clients just don’t seem

with that a lot clients just don’t seem

with that a lot clients just don’t seem interested yeah mm-hmm whoo I did that

interested yeah mm-hmm whoo I did that

interested yeah mm-hmm whoo I did that for about a year and it’s a special

for about a year and it’s a special

for about a year and it’s a special person that can do that and do it well I

person that can do that and do it well I

person that can do that and do it well I think that this goes back a little bit

think that this goes back a little bit

think that this goes back a little bit to whatever was just talking about and

to whatever was just talking about and

to whatever was just talking about and and this is one of the principles or

and this is one of the principles or

and this is one of the principles or foundations of authentic selling which

foundations of authentic selling which

foundations of authentic selling which is in order to sell authentically I I

is in order to sell authentically I I

is in order to sell authentically I I need to believe in the difference that

need to believe in the difference that

need to believe in the difference that my products or service is making so not

my products or service is making so not

my products or service is making so not just believe in myself to go out and

just believe in myself to go out and

just believe in myself to go out and achieve my dream which is magical in

achieve my dream which is magical in

achieve my dream which is magical in itself but to believe in the difference

itself but to believe in the difference

itself but to believe in the difference that my product or service is making in

that my product or service is making in

that my product or service is making in the lives of others when your direct

the lives of others when your direct

the lives of others when your direct marketing on the telephone when you’re

marketing on the telephone when you’re

marketing on the telephone when you’re cold calling you need to be sold on your

cold calling you need to be sold on your

cold calling you need to be sold on your product you need to be passionate about

product you need to be passionate about

product you need to be passionate about it for it to work you do not need to be

it for it to work you do not need to be

it for it to work you do not need to be the person who is oh my gosh another

the person who is oh my gosh another

the person who is oh my gosh another eight hours until I get to go home and

eight hours until I get to go home and

eight hours until I get to go home and I’m gonna make another you know twenty

I’m gonna make another you know twenty

I’m gonna make another you know twenty calls to pretend I’m busy I’m gonna call

calls to pretend I’m busy I’m gonna call

calls to pretend I’m busy I’m gonna call my voicemail and hang up like that’s

my voicemail and hang up like that’s

my voicemail and hang up like that’s miserable for you that’s not what life

miserable for you that’s not what life

miserable for you that’s not what life is about it’s miserable for the other

is about it’s miserable for the other

is about it’s miserable for the other person on the end of the phone I think

person on the end of the phone I think

person on the end of the phone I think the key to make that work is you gotta

the key to make that work is you gotta

the key to make that work is you gotta be you gotta be sold on on what you’re

be you gotta be sold on on what you’re

be you gotta be sold on on what you’re selling you have to know the difference

selling you have to know the difference

selling you have to know the difference than it makes and you got to be excited

than it makes and you got to be excited

than it makes and you got to be excited to talk to people about it yeah at five

to talk to people about it yeah at five

to talk to people about it yeah at five o’clock my favorite thing to do is not

o’clock my favorite thing to do is not

o’clock my favorite thing to do is not to enter the phone and talk to somebody

to enter the phone and talk to somebody

to enter the phone and talk to somebody who’s trying to sell me something but I

who’s trying to sell me something but I

who’s trying to sell me something but I guarantee you if I get somebody who’s

guarantee you if I get somebody who’s

guarantee you if I get somebody who’s excited somebody who’s gonna start

excited somebody who’s gonna start

excited somebody who’s gonna start talking to me about the benefits I’m

talking to me about the benefits I’m

talking to me about the benefits I’m gonna give them more time than the

gonna give them more time than the

gonna give them more time than the person who is just making their 200th

person who is just making their 200th

person who is just making their 200th call for the day you can pick up on the

call for the day you can pick up on the

call for the day you can pick up on the energy I haven’t I have an interesting

energy I haven’t I have an interesting

energy I haven’t I have an interesting way of marketing myself I guess so I

way of marketing myself I guess so I

way of marketing myself I guess so I might be on the extreme and take what I

might be on the extreme and take what I

might be on the extreme and take what I say with a grain of salt but like I

say with a grain of salt but like I

say with a grain of salt but like I don’t do sales I don’t have I don’t have

don’t do sales I don’t have I don’t have

don’t do sales I don’t have I don’t have anybody doing sales and my businesses I

anybody doing sales and my businesses I

anybody doing sales and my businesses I don’t like just to that clients don’t

don’t like just to that clients don’t

don’t like just to that clients don’t seem interested I hate talking

seem interested I hate talking

seem interested I hate talking clients were not interested just as a

clients were not interested just as a

clients were not interested just as a general rule and it also speaks to just

general rule and it also speaks to just

general rule and it also speaks to just me as a person like I’m not the guy

me as a person like I’m not the guy

me as a person like I’m not the guy who’s a natural networker who talks to

who’s a natural networker who talks to

who’s a natural networker who talks to the person next to me on the plane and

the person next to me on the plane and

the person next to me on the plane and reduce myself at conferences I’ll only

reduce myself at conferences I’ll only

reduce myself at conferences I’ll only go into conferences if I’m speaking on

go into conferences if I’m speaking on

go into conferences if I’m speaking on the conference I’ll never go just to be

the conference I’ll never go just to be

the conference I’ll never go just to be an attendee so that really suits my

an attendee so that really suits my

an attendee so that really suits my personality it might be much more of a

personality it might be much more of a

personality it might be much more of a marketer than a salesperson the way I do

marketer than a salesperson the way I do

marketer than a salesperson the way I do it is just I try to kick up a lot of

it is just I try to kick up a lot of

it is just I try to kick up a lot of noise in my industry I try to create a

noise in my industry I try to create a

noise in my industry I try to create a lot of content you know you guys are

lot of content you know you guys are

lot of content you know you guys are watching because you like my content and

watching because you like my content and

watching because you like my content and that gets me known and that brings me

that gets me known and that brings me

that gets me known and that brings me opportunities to work with brains and to

opportunities to work with brains and to

opportunities to work with brains and to work with you know book deals and all

work with you know book deals and all

work with you know book deals and all this kind of stuff where every time I

this kind of stuff where every time I

this kind of stuff where every time I tried to go out and knock on somebody’s

tried to go out and knock on somebody’s

tried to go out and knock on somebody’s door and say hey let’s work together as

door and say hey let’s work together as

door and say hey let’s work together as a big brand it’s never worked and it’s

a big brand it’s never worked and it’s

a big brand it’s never worked and it’s probably cuz I’m a terrible salesperson

probably cuz I’m a terrible salesperson

probably cuz I’m a terrible salesperson but I’m not I don’t know I don’t know if

but I’m not I don’t know I don’t know if

but I’m not I don’t know I don’t know if I have much to give you on cold calling

I have much to give you on cold calling

I have much to give you on cold calling I don’t do it I’m not a I’m not a big

I don’t do it I’m not a I’m not a big

I don’t do it I’m not a I’m not a big believer in it at least for me and I try

believer in it at least for me and I try

believer in it at least for me and I try to create an environment where people

to create an environment where people

to create an environment where people want to find me instead of me going out

want to find me instead of me going out

want to find me instead of me going out trying to find people it just speaks my

trying to find people it just speaks my

trying to find people it just speaks my personality so you probably lot learn a

personality so you probably lot learn a

personality so you probably lot learn a lot more from Kendrick on that kind of

lot more from Kendrick on that kind of

lot more from Kendrick on that kind of stuff and for me but yeah I think that

stuff and for me but yeah I think that

stuff and for me but yeah I think that you know one of the things that that you

you know one of the things that that you

you know one of the things that that you illustrate there is how you stay within

illustrate there is how you stay within

illustrate there is how you stay within your integrity right you got to be the

your integrity right you got to be the

your integrity right you got to be the beginning what it means to sell within

beginning what it means to sell within

beginning what it means to sell within your integrity

your integrity

your integrity you don’t like knocking on doors that’s

you don’t like knocking on doors that’s

you don’t like knocking on doors that’s what she’s doing that’s what you said so

what she’s doing that’s what you said so

what she’s doing that’s what you said so you found a way around it and that’s

you found a way around it and that’s

you found a way around it and that’s when you’re selling with integrity

when you’re selling with integrity

when you’re selling with integrity another foundation of authentic selling

another foundation of authentic selling

another foundation of authentic selling is if you feel the ick factor find a

is if you feel the ick factor find a

is if you feel the ick factor find a better way and that’s what you’ve done

better way and that’s what you’ve done

better way and that’s what you’ve done you find out what you found a way that

you find out what you found a way that

you find out what you found a way that works for you you’re extremely

works for you you’re extremely

works for you you’re extremely successful but for somebody who’s who’s

successful but for somebody who’s who’s

successful but for somebody who’s who’s got the job of telemarketing or picking

got the job of telemarketing or picking

got the job of telemarketing or picking up the phone then you gotta believe got

up the phone then you gotta believe got

up the phone then you gotta believe got to believe in the difference that it

to believe in the difference that it

to believe in the difference that it makes I really believe that or it’s just

makes I really believe that or it’s just

makes I really believe that or it’s just another job and that’s not what this

another job and that’s not what this

another job and that’s not what this life’s about and that’s not gonna sell

life’s about and that’s not gonna sell

life’s about and that’s not gonna sell anything either on top of that yeah for

anything either on top of that yeah for

anything either on top of that yeah for anything for any job you have you have

anything for any job you have you have

anything for any job you have you have to love what you’re doing like so many

to love what you’re doing like so many

to love what you’re doing like so many people in the network marketing come up

people in the network marketing come up

people in the network marketing come up to me and say hey how do I pull my

to me and say hey how do I pull my

to me and say hey how do I pull my products like well do you use your

products like well do you use your

products like well do you use your products absolutely would you recommend

products absolutely would you recommend

products absolutely would you recommend to your mom using this face cream that

to your mom using this face cream that

to your mom using this face cream that you’re trying

you’re trying

you’re trying so yeah so if you’re in it just just to

so yeah so if you’re in it just just to

so yeah so if you’re in it just just to make a paycheck you’re not gonna have

make a paycheck you’re not gonna have

make a paycheck you’re not gonna have success in anything wait whether it’s

success in anything wait whether it’s

success in anything wait whether it’s cold calling or anything else in any in

cold calling or anything else in any in

cold calling or anything else in any in the entrepreneurial sphere especially

the entrepreneurial sphere especially

the entrepreneurial sphere especially you got a you got to be connected to the

you got a you got to be connected to the

you got a you got to be connected to the work that you’re doing not to just be

work that you’re doing not to just be

work that you’re doing not to just be chasing the goal but enjoy the process

chasing the goal but enjoy the process

chasing the goal but enjoy the process absolutely without a doubt Michaels

absolutely without a doubt Michaels

absolutely without a doubt Michaels writing in about attracting a partner he

writing in about attracting a partner he

writing in about attracting a partner he wants to run the company and take care

wants to run the company and take care

wants to run the company and take care of daily logistics and he wants a

of daily logistics and he wants a

of daily logistics and he wants a partner who can go and hunt customers

partner who can go and hunt customers

partner who can go and hunt customers because he hates doing that so advice on

because he hates doing that so advice on

because he hates doing that so advice on on finding partners who can sell with

on finding partners who can sell with

on finding partners who can sell with integrity from Michael I love that

integrity from Michael I love that

integrity from Michael I love that Michael said hunt customers like that

Michael said hunt customers like that

Michael said hunt customers like that makes me want to put all my goals that

makes me want to put all my goals that

makes me want to put all my goals that are camouflage and go out and you know

are camouflage and go out and you know

are camouflage and go out and you know yeah so Michael I think the thing to ask

yeah so Michael I think the thing to ask

yeah so Michael I think the thing to ask yourself is first of all how do you like

yourself is first of all how do you like

yourself is first of all how do you like to be sold to their various ways to sell

to be sold to their various ways to sell

to be sold to their various ways to sell if somebody’s going to be an extension

if somebody’s going to be an extension

if somebody’s going to be an extension of your company or your brand or be out

of your company or your brand or be out

of your company or your brand or be out doing the hunting and gathering of

doing the hunting and gathering of

doing the hunting and gathering of customers if you will how do you like to

customers if you will how do you like to

customers if you will how do you like to be sold to and what do you want the

be sold to and what do you want the

be sold to and what do you want the representation to be for your company

representation to be for your company

representation to be for your company the next thing is how do you how do you

the next thing is how do you how do you

the next thing is how do you how do you find somebody who sells with integrity

find somebody who sells with integrity

find somebody who sells with integrity part of that is gonna be the way they

part of that is gonna be the way they

part of that is gonna be the way they interviewed for the job I mean I really

interviewed for the job I mean I really

interviewed for the job I mean I really believe when somebody is acting out of

believe when somebody is acting out of

believe when somebody is acting out of integrity and when they show up you know

integrity and when they show up you know

integrity and when they show up you know you get that gut feeling that Evan

you get that gut feeling that Evan

you get that gut feeling that Evan talked about earlier right you just know

talked about earlier right you just know

talked about earlier right you just know in your stomach something’s a little off

in your stomach something’s a little off

in your stomach something’s a little off or this person seems really on top of

or this person seems really on top of

or this person seems really on top of their game I want to know more something

their game I want to know more something

their game I want to know more something else you can do and I hated this I hated

else you can do and I hated this I hated

else you can do and I hated this I hated this but one of the things that I had to

this but one of the things that I had to

this but one of the things that I had to do in one of my pharmaceutical sales

do in one of my pharmaceutical sales

do in one of my pharmaceutical sales interviews um man gave me just a generic

interviews um man gave me just a generic

interviews um man gave me just a generic ink pen there what anything special

ink pen there what anything special

ink pen there what anything special about the pin and I’m sure you all heard

about the pin and I’m sure you all heard

about the pin and I’m sure you all heard this and said sell me this pin right and

this and said sell me this pin right and

this and said sell me this pin right and what you learned by that exercise is do

what you learned by that exercise is do

what you learned by that exercise is do people make stuff up about the pin I

people make stuff up about the pin I

people make stuff up about the pin I mean they’re on the spot it’s a job

mean they’re on the spot it’s a job

mean they’re on the spot it’s a job interview do they embellish about the

interview do they embellish about the

interview do they embellish about the pin how do they think on their feet

pin how do they think on their feet

pin how do they think on their feet about the pin so you’re gonna find a

about the pin so you’re gonna find a

about the pin so you’re gonna find a true salesperson when you do this other

true salesperson when you do this other

true salesperson when you do this other people are gonna

people are gonna

people are gonna hate it but you’re also gonna see what

hate it but you’re also gonna see what

hate it but you’re also gonna see what people say about the pin and do they

people say about the pin and do they

people say about the pin and do they embellish and are they selling this

embellish and are they selling this

embellish and are they selling this generic pin that you can buy at the

generic pin that you can buy at the

generic pin that you can buy at the dollar store out of integrity very cool

dollar store out of integrity very cool

dollar store out of integrity very cool from for me partnerships can be a great

from for me partnerships can be a great

from for me partnerships can be a great way to go I would just too many people

way to go I would just too many people

way to go I would just too many people jump and do partnership way too soon you

jump and do partnership way too soon you

jump and do partnership way too soon you know you’re gonna spend as much time

know you’re gonna spend as much time

know you’re gonna spend as much time with your partners you with your husband

with your partners you with your husband

with your partners you with your husband or wife it’s it’s it’s a relationship

or wife it’s it’s it’s a relationship

or wife it’s it’s it’s a relationship yeah this has to work and so

yeah this has to work and so

yeah this has to work and so understanding each other’s values is

understanding each other’s values is

understanding each other’s values is super important to what isn’t what is

super important to what isn’t what is

super important to what isn’t what is integrity mean to them you know what

integrity mean to them you know what

integrity mean to them you know what does it mean to you

does it mean to you

does it mean to you just like when you’re marrying somebody

just like when you’re marrying somebody

just like when you’re marrying somebody you want to make sure you match up on

you want to make sure you match up on

you want to make sure you match up on and I use and important things in life

and I use and important things in life

and I use and important things in life that you want to agree on where I think

that you want to agree on where I think

that you want to agree on where I think two people jump into into relationships

two people jump into into relationships

two people jump into into relationships because oh well I can do the ops and I

because oh well I can do the ops and I

because oh well I can do the ops and I could do the business stuff and you can

could do the business stuff and you can

could do the business stuff and you can be out there selling our skills match up

be out there selling our skills match up

be out there selling our skills match up really well so let’s form this

really well so let’s form this

really well so let’s form this partnership and that is only half of the

partnership and that is only half of the

partnership and that is only half of the equation if that where you want to make

equation if that where you want to make

equation if that where you want to make sure you aligned on the values and so a

sure you aligned on the values and so a

sure you aligned on the values and so a great way to do it is to start with a

great way to do it is to start with a

great way to do it is to start with a small test you know if you want if

small test you know if you want if

small test you know if you want if there’s somebody that you think might be

there’s somebody that you think might be

there’s somebody that you think might be a good fit just do one small thing

a good fit just do one small thing

a good fit just do one small thing together before giving up equity in your

together before giving up equity in your

together before giving up equity in your business do one small test and see how

business do one small test and see how

business do one small test and see how that works well together the other thing

that works well together the other thing

that works well together the other thing to think about is like if you can’t find

to think about is like if you can’t find

to think about is like if you can’t find that person that’s not game over you

that person that’s not game over you

that person that’s not game over you know I don’t have a sales person in my

know I don’t have a sales person in my

know I don’t have a sales person in my business you can build it up through

business you can build it up through

business you can build it up through marketing so there’s a lot of different

marketing so there’s a lot of different

marketing so there’s a lot of different ways to build a business the sales can

ways to build a business the sales can

ways to build a business the sales can be the path finding that right partner

be the path finding that right partner

be the path finding that right partner can be the path I like that you’re not

can be the path I like that you’re not

can be the path I like that you’re not just trying to think how can I be the

just trying to think how can I be the

just trying to think how can I be the salesperson if you’re not great at sales

salesperson if you’re not great at sales

salesperson if you’re not great at sales you don’t really want to do it and you

you don’t really want to do it and you

you don’t really want to do it and you feel like I have to force myself to do

feel like I have to force myself to do

feel like I have to force myself to do it

it

it I like that you’re thinking have

I like that you’re thinking have

I like that you’re thinking have somebody else come be an employee but

somebody else come be an employee but

somebody else come be an employee but just those two things make sure you’re

just those two things make sure you’re

just those two things make sure you’re relying on the values and if you can’t

relying on the values and if you can’t

relying on the values and if you can’t find that person find another way to

find that person find another way to

find that person find another way to stay cool it’s crazy how quickly half an

stay cool it’s crazy how quickly half an

stay cool it’s crazy how quickly half an hour goes by out of control can you want

hour goes by out of control can you want

hour goes by out of control can you want to learn more about you find out about

to learn more about you find out about

to learn more about you find out about all your things that you’re up to your

all your things that you’re up to your

all your things that you’re up to your shows and upcoming podcasts and all that

shows and upcoming podcasts and all that

shows and upcoming podcasts and all that awesome stuff

awesome stuff

awesome stuff what’s the best way for them to I reach

what’s the best way for them to I reach

what’s the best way for them to I reach it yeah it’s Kendrick show calm KN DRI

it yeah it’s Kendrick show calm KN DRI

it yeah it’s Kendrick show calm KN DRI ck sh ope calm and there are links to

ck sh ope calm and there are links to

ck sh ope calm and there are links to contact me through Facebook or Twitter

contact me through Facebook or Twitter

contact me through Facebook or Twitter or whatever there and yeah if there are

or whatever there and yeah if there are

or whatever there and yeah if there are additional questions send them my way

additional questions send them my way

additional questions send them my way I love sales questions I am the exact

I love sales questions I am the exact

I love sales questions I am the exact office that I thrive all that stuff like

office that I thrive all that stuff like

office that I thrive all that stuff like this I send them my way that was loud

this I send them my way that was loud

this I send them my way that was loud cool well I linked up Kendricks

cool well I linked up Kendricks

cool well I linked up Kendricks information in the description kendrick

information in the description kendrick

information in the description kendrick thank you so much at the time thank you

thank you so much at the time thank you

thank you so much at the time thank you guys for watching continue to believe

guys for watching continue to believe

guys for watching continue to believe and I’ll see you soon bye thank you so

and I’ll see you soon bye thank you so

and I’ll see you soon bye thank you so much