when I was a college student many moons ago in Davidson North Carolina
ago in Davidson North Carolina
ago in Davidson North Carolina my Resident Advisor Rob came to me and
my Resident Advisor Rob came to me and
my Resident Advisor Rob came to me and he said Steve did I ever tell you about
he said Steve did I ever tell you about
he said Steve did I ever tell you about the great summer job that I had said no
the great summer job that I had said no
the great summer job that I had said no he said it was really wonderful I got to
he said it was really wonderful I got to
he said it was really wonderful I got to work in marketing for this great
work in marketing for this great
work in marketing for this great publishing company in fact it paid
publishing company in fact it paid
publishing company in fact it paid really well and the guy who hired me is
really well and the guy who hired me is
really well and the guy who hired me is coming to campus and he’s going to be
coming to campus and he’s going to be
coming to campus and he’s going to be interviewing students and I really want
interviewing students and I really want
interviewing students and I really want to invite you to to hear about this
to invite you to to hear about this
to invite you to to hear about this maybe you can get a job I was really
maybe you can get a job I was really
maybe you can get a job I was really flattered and because of my respect for
flattered and because of my respect for
flattered and because of my respect for Rob I went to the interview it was
Rob I went to the interview it was
Rob I went to the interview it was marketing it was publishing all right it
marketing it was publishing all right it
marketing it was publishing all right it was selling books door-to-door now I
was selling books door-to-door now I
was selling books door-to-door now I took a look at that and I did what any
took a look at that and I did what any
took a look at that and I did what any reasonable college student would do I
reasonable college student would do I
reasonable college student would do I signed up ah I signed up I signed up to
signed up ah I signed up I signed up to
signed up ah I signed up I signed up to sell children’s books 80 hours a week
sell children’s books 80 hours a week
sell children’s books 80 hours a week straight commissioned my dad and my mom
straight commissioned my dad and my mom
straight commissioned my dad and my mom they freaked out you know my dad was a
they freaked out you know my dad was a
they freaked out you know my dad was a corporate attorney and he just he knew
corporate attorney and he just he knew
corporate attorney and he just he knew that look I had never sold anything I
that look I had never sold anything I
that look I had never sold anything I didn’t have a charismatic bone in my
didn’t have a charismatic bone in my
didn’t have a charismatic bone in my body I was just a nice kid who liked to
body I was just a nice kid who liked to
body I was just a nice kid who liked to eat pop-tarts
eat pop-tarts
eat pop-tarts but flash-forward the big day arrives
but flash-forward the big day arrives
but flash-forward the big day arrives 742 a.m. I’m in Rob’s car we’re driving
742 a.m. I’m in Rob’s car we’re driving
742 a.m. I’m in Rob’s car we’re driving out to the neighborhood to begin
out to the neighborhood to begin
out to the neighborhood to begin knocking doors my heart is racing I’ve
knocking doors my heart is racing I’ve
knocking doors my heart is racing I’ve got a gigantic lump in my throat I
got a gigantic lump in my throat I
got a gigantic lump in my throat I remember looking down at my khaki shorts
remember looking down at my khaki shorts
remember looking down at my khaki shorts and my knees are literally shaking and
and my knees are literally shaking and
and my knees are literally shaking and he’s like Steve any last minute stuff I
he’s like Steve any last minute stuff I
he’s like Steve any last minute stuff I can do for you I’m like yeah don’t let
can do for you I’m like yeah don’t let
can do for you I’m like yeah don’t let me out of this car next thing I know I’m
me out of this car next thing I know I’m
me out of this car next thing I know I’m standing on a sidewalk in the suburb of
standing on a sidewalk in the suburb of
standing on a sidewalk in the suburb of Lincoln Nebraska
I just see house after house door after
I just see house after house door after door I remember staring at the first
door I remember staring at the first
door I remember staring at the first door waiting for the right psychological
door waiting for the right psychological
door waiting for the right psychological moment to knock now before I tell you
moment to knock now before I tell you
moment to knock now before I tell you what happened I have a question for you
what happened I have a question for you
what happened I have a question for you whose door should you be knocking on who
whose door should you be knocking on who
whose door should you be knocking on who do you want to say yes to you because I
do you want to say yes to you because I
do you want to say yes to you because I tell you you know one thing I’ve seen is
tell you you know one thing I’ve seen is
tell you you know one thing I’ve seen is that we’re all in sales so to speak we
that we’re all in sales so to speak we
that we’re all in sales so to speak we all have something to sell it may be
all have something to sell it may be
all have something to sell it may be that you have a business where you want
that you have a business where you want
that you have a business where you want to convince people to buy your product
to convince people to buy your product
to convince people to buy your product or service maybe you work with a
or service maybe you work with a
or service maybe you work with a nonprofit organization and you need to
nonprofit organization and you need to
nonprofit organization and you need to convince people to donate their time and
convince people to donate their time and
convince people to donate their time and money or maybe you’re a parent trying to
money or maybe you’re a parent trying to
money or maybe you’re a parent trying to convince your kids to do their homework
convince your kids to do their homework
convince your kids to do their homework good luck with that
good luck with that
good luck with that but who is it who’s door should you be
but who is it who’s door should you be
but who is it who’s door should you be knocking on who is it that you want to
knocking on who is it that you want to
knocking on who is it that you want to say yes to you is it a friend is it a
say yes to you is it a friend is it a
say yes to you is it a friend is it a business associate is it your boss is it
business associate is it your boss is it
business associate is it your boss is it a possible date for Friday night who is
a possible date for Friday night who is
a possible date for Friday night who is it now when I because at the end of this
it now when I because at the end of this
it now when I because at the end of this talk I’m actually going to invite you
talk I’m actually going to invite you
talk I’m actually going to invite you I’m gonna challenge you to reach out to
I’m gonna challenge you to reach out to
I’m gonna challenge you to reach out to somebody now the idea of reaching out to
somebody now the idea of reaching out to
somebody now the idea of reaching out to somebody how many of you find that idea
somebody how many of you find that idea
somebody how many of you find that idea just a little bit scary yeah you know
just a little bit scary yeah you know
just a little bit scary yeah you know and I was terrified I mean here I was
and I was terrified I mean here I was
and I was terrified I mean here I was back on the doorstep here Lincoln
back on the doorstep here Lincoln
back on the doorstep here Lincoln Nebraska I’m about to knock on this door
Nebraska I’m about to knock on this door
Nebraska I’m about to knock on this door and I remember something that robbed my
and I remember something that robbed my
and I remember something that robbed my friend who got me into this she said to
friend who got me into this she said to
friend who got me into this she said to me he said Steve don’t try to sell
me he said Steve don’t try to sell
me he said Steve don’t try to sell anybody you just focus on loving and
anybody you just focus on loving and
anybody you just focus on loving and serving them and you focus on leaving
serving them and you focus on leaving
serving them and you focus on leaving them a little happier than when you came
them a little happier than when you came
them a little happier than when you came that got me going and that got me
that got me going and that got me
that got me going and that got me knocking people were friendly enough but
knocking people were friendly enough but
knocking people were friendly enough but nobody let me in I mean I was really bad
nobody let me in I mean I was really bad
nobody let me in I mean I was really bad and some people weren’t friendly at all
and some people weren’t friendly at all
and some people weren’t friendly at all I mean one lady comes the door she won’t
I mean one lady comes the door she won’t
I mean one lady comes the door she won’t even open the door
even open the door
even open the door she’s just frowning at me through the
she’s just frowning at me through the
she’s just frowning at me through the glass she’s like look you know I’m not
glass she’s like look you know I’m not
glass she’s like look you know I’m not interested you know just show me what
interested you know just show me what
interested you know just show me what you got
you got
you got I grabbed these five children’s books
I grabbed these five children’s books
I grabbed these five children’s books out of my satchel and I just completely
out of my satchel and I just completely
out of my satchel and I just completely terrified I totally blanked and I’m
terrified I totally blanked and I’m
terrified I totally blanked and I’m didn’t know what to do and I thought
didn’t know what to do and I thought
didn’t know what to do and I thought well let me at least try to love and
well let me at least try to love and
well let me at least try to love and serve her and leave her with a smile so
serve her and leave her with a smile so
serve her and leave her with a smile so all of a sudden my creativity kicked in
all of a sudden my creativity kicked in
all of a sudden my creativity kicked in I start actually you know reading little
I start actually you know reading little
I start actually you know reading little excerpts of the stories I I found voices
excerpts of the stories I I found voices
excerpts of the stories I I found voices for animal voices in me that I didn’t
for animal voices in me that I didn’t
for animal voices in me that I didn’t even knew I had she’s not smiling young
even knew I had she’s not smiling young
even knew I had she’s not smiling young man may I ask you a question yes
man may I ask you a question yes
man may I ask you a question yes will you take a MasterCard or do I have
will you take a MasterCard or do I have
will you take a MasterCard or do I have to write you a check
MasterCard cheque I take discover that’s
MasterCard cheque I take discover that’s how I made my first sale and I survived
how I made my first sale and I survived
how I made my first sale and I survived that summer and in fact because of
that summer and in fact because of
that summer and in fact because of things I learned along the way I
things I learned along the way I
things I learned along the way I actually finished that summer as one of
actually finished that summer as one of
actually finished that summer as one of the top first-year salespeople and then
the top first-year salespeople and then
the top first-year salespeople and then I actually went into business with my
I actually went into business with my
I actually went into business with my brother where we teach irony of ironies
brother where we teach irony of ironies
brother where we teach irony of ironies people we teach them how to market their
people we teach them how to market their
people we teach them how to market their books their products and their services
books their products and their services
books their products and their services and my dad couldn’t be prouder here’s
and my dad couldn’t be prouder here’s
and my dad couldn’t be prouder here’s what I’ve learned
what I’ve learned
what I’ve learned everyone has doors that if you knock on
everyone has doors that if you knock on
everyone has doors that if you knock on those doors they open they can bring
those doors they open they can bring
those doors they open they can bring incredible blessings but most of us
incredible blessings but most of us
incredible blessings but most of us never knock because we’re scared those
never knock because we’re scared those
never knock because we’re scared those doors could bring you sales they could
doors could bring you sales they could
doors could bring you sales they could bring you funding they could bring you
bring you funding they could bring you
bring you funding they could bring you advice they could bring you connections
advice they could bring you connections
advice they could bring you connections they could bring you publicity but you
they could bring you publicity but you
they could bring you publicity but you don’t knock on them and you know why I’m
don’t knock on them and you know why I’m
don’t knock on them and you know why I’m convinced it’s because we have a giant
convinced it’s because we have a giant
convinced it’s because we have a giant misconception of what it means to sell
misconception of what it means to sell
misconception of what it means to sell to sell is a dirty word people think
to sell is a dirty word people think
to sell is a dirty word people think it’s manipulative or something like that
it’s manipulative or something like that
it’s manipulative or something like that I have redefined what it is to sell I
I have redefined what it is to sell I
I have redefined what it is to sell I want to give you my definition I created
want to give you my definition I created
want to give you my definition I created a little acronym now I don’t really like
a little acronym now I don’t really like
a little acronym now I don’t really like acronyms but I I created this because I
acronyms but I I created this because I
acronyms but I I created this because I think it’s really helpful to sell s e L
think it’s really helpful to sell s e L
think it’s really helpful to sell s e L L sincerely encourage by listening
L sincerely encourage by listening
L sincerely encourage by listening and loving sincerely encouraged by
and loving sincerely encouraged by
and loving sincerely encouraged by listening and loving makes all the
listening and loving makes all the
listening and loving makes all the difference you know s is first sincerely
difference you know s is first sincerely
difference you know s is first sincerely when I think of sincere I think of
when I think of sincere I think of
when I think of sincere I think of Elaine she’s one of the sweetest most
Elaine she’s one of the sweetest most
Elaine she’s one of the sweetest most sincere people I know she came to me and
sincere people I know she came to me and
sincere people I know she came to me and she said Steve I I’m a psychologist I
she said Steve I I’m a psychologist I
she said Steve I I’m a psychologist I have this program that that really I
have this program that that really I
have this program that that really I know will help children I mean love for
know will help children I mean love for
know will help children I mean love for children just radiates from her and the
children just radiates from her and the
children just radiates from her and the thing is though Steve the schools aren’t
thing is though Steve the schools aren’t
thing is though Steve the schools aren’t interested nobody’s paying me I guess
interested nobody’s paying me I guess
interested nobody’s paying me I guess I’m just not much of a salesperson I
I’m just not much of a salesperson I
I’m just not much of a salesperson I said Elaine you have what what it really
said Elaine you have what what it really
said Elaine you have what what it really takes to sell you one of the most
takes to sell you one of the most
takes to sell you one of the most important assets your sincerity just
important assets your sincerity just
important assets your sincerity just need a little bit of training so I
need a little bit of training so I
need a little bit of training so I taught her how to have the conversation
taught her how to have the conversation
taught her how to have the conversation with people how to reach out she calls
with people how to reach out she calls
with people how to reach out she calls on the principal of a local school and
on the principal of a local school and
on the principal of a local school and when she calls on that principal
when she calls on that principal
when she calls on that principal principal says look I’ve got so much
principal says look I’ve got so much
principal says look I’ve got so much going on right now my calendar is just
going on right now my calendar is just
going on right now my calendar is just jammed the old Elaine would have just
jammed the old Elaine would have just
jammed the old Elaine would have just turned around and walked away rejected
turned around and walked away rejected
turned around and walked away rejected the new Elaine Elaine version 2.0 took a
the new Elaine Elaine version 2.0 took a
the new Elaine Elaine version 2.0 took a breath and just really experienced that
breath and just really experienced that
breath and just really experienced that principals stress and she just said wow
principals stress and she just said wow
principals stress and she just said wow I could see I could understand you
I could see I could understand you
I could see I could understand you really do have a lot going on since your
really do have a lot going on since your
really do have a lot going on since your calendars jammed now why don’t we just
calendars jammed now why don’t we just
calendars jammed now why don’t we just take a look and see when you might have
take a look and see when you might have
take a look and see when you might have time to talk for a few minutes because I
time to talk for a few minutes because I
time to talk for a few minutes because I know your kids would really love this
know your kids would really love this
know your kids would really love this she got the appointment she met with
she got the appointment she met with
she got the appointment she met with Elaine that to hit it off and as a
Elaine that to hit it off and as a
Elaine that to hit it off and as a result of that Elaine is now doing a
result of that Elaine is now doing a
result of that Elaine is now doing a pilot program at that school in fact
pilot program at that school in fact
pilot program at that school in fact she’s learned how to communicate her
she’s learned how to communicate her
she’s learned how to communicate her value so sincerely that she is speaking
value so sincerely that she is speaking
value so sincerely that she is speaking at conferences for teachers she’s
at conferences for teachers she’s
at conferences for teachers she’s training teachers internationally and
training teachers internationally and
training teachers internationally and she’s getting paid for it
she’s getting paid for it
she’s getting paid for it but it wouldn’t have happened if she
but it wouldn’t have happened if she
but it wouldn’t have happened if she hadn’t owned the sincerely part of her e
hadn’t owned the sincerely part of her e
hadn’t owned the sincerely part of her e is for encouragement encourage people to
is for encouragement encourage people to
is for encouragement encourage people to take action sometimes were hesitant to
take action sometimes were hesitant to
take action sometimes were hesitant to knock on a door because we’re worried
knock on a door because we’re worried
knock on a door because we’re worried about getting turned down do you know
about getting turned down do you know
about getting turned down do you know there are people that might just be
there are people that might just be
there are people that might just be waiting for
waiting for
waiting for you two knock on their door
you two knock on their door
you two knock on their door Careerbuilder did a survey 76% of people
Careerbuilder did a survey 76% of people
Careerbuilder did a survey 76% of people who are in a full-time job they’re
who are in a full-time job they’re
who are in a full-time job they’re looking for another job or at least
looking for another job or at least
looking for another job or at least they’re open to another opportunity you
they’re open to another opportunity you
they’re open to another opportunity you could encourage them to take that action
could encourage them to take that action
could encourage them to take that action somebody who who opened up an
somebody who who opened up an
somebody who who opened up an opportunity for me was my high school
opportunity for me was my high school
opportunity for me was my high school science teacher this guy was really shy
science teacher this guy was really shy
science teacher this guy was really shy a real introvert and you know I have to
a real introvert and you know I have to
a real introvert and you know I have to tell you he really was very boring as a
tell you he really was very boring as a
tell you he really was very boring as a teacher okay sorry mr. Bush if you’re
teacher okay sorry mr. Bush if you’re
teacher okay sorry mr. Bush if you’re watching you know but but mr. Bush saw
watching you know but but mr. Bush saw
watching you know but but mr. Bush saw me in the hallway and he said Steve can
me in the hallway and he said Steve can
me in the hallway and he said Steve can I talk to you for a minute
I talk to you for a minute
I talk to you for a minute oh yeah okay we go into his classroom he
oh yeah okay we go into his classroom he
oh yeah okay we go into his classroom he says Steve have you ever thought about
says Steve have you ever thought about
says Steve have you ever thought about wrestling no I’m 91 pounds that’s why I
wrestling no I’m 91 pounds that’s why I
wrestling no I’m 91 pounds that’s why I run winner track well Steve I’m the
run winner track well Steve I’m the
run winner track well Steve I’m the wrestling coach and I saw you goofing
wrestling coach and I saw you goofing
wrestling coach and I saw you goofing around in the gym and you’re really
around in the gym and you’re really
around in the gym and you’re really talented I I really think that you could
talented I I really think that you could
talented I I really think that you could do well with wrestling you can wrestle
do well with wrestling you can wrestle
do well with wrestling you can wrestle in your weight class I mean you’re a
in your weight class I mean you’re a
in your weight class I mean you’re a stud let me tell you something when
stud let me tell you something when
stud let me tell you something when you’re in ninth grade and you weigh 91
you’re in ninth grade and you weigh 91
you’re in ninth grade and you weigh 91 pounds and somebody calls you a stud you
pounds and somebody calls you a stud you
pounds and somebody calls you a stud you are encouraged to take action I didn’t
are encouraged to take action I didn’t
are encouraged to take action I didn’t run when a track I wrestled that winner
run when a track I wrestled that winner
run when a track I wrestled that winner and I had great memories I thought that
and I had great memories I thought that
and I had great memories I thought that he was a mild-mannered health teacher
he was a mild-mannered health teacher
he was a mild-mannered health teacher turns out mr. bush was a salesperson in
turns out mr. bush was a salesperson in
turns out mr. bush was a salesperson in disguise sincerely encouraged by
disguise sincerely encouraged by
disguise sincerely encouraged by listening a lot of people think that
listening a lot of people think that
listening a lot of people think that great salespeople are great talkers the
great salespeople are great talkers the
great salespeople are great talkers the best salespeople are the best listeners
best salespeople are the best listeners
best salespeople are the best listeners Forrester Research did a study and they
Forrester Research did a study and they
Forrester Research did a study and they found that among customers only 13%
found that among customers only 13%
found that among customers only 13% believe that a salesperson can
believe that a salesperson can
believe that a salesperson can understand their challenges and and
understand their challenges and and
understand their challenges and and truly help them the key is listening the
truly help them the key is listening the
truly help them the key is listening the key is asking questions what kinds of
key is asking questions what kinds of
key is asking questions what kinds of questions questions like what are your
questions questions like what are your
questions questions like what are your biggest goals where are you trying to go
biggest goals where are you trying to go
biggest goals where are you trying to go what’s getting in the way
what’s getting in the way
what’s getting in the way what have you tried what’s your story
what have you tried what’s your story
what have you tried what’s your story Robert Collier said the key to
Robert Collier said the key to
Robert Collier said the key to persuasion is to enter the conversation
persuasion is to enter the conversation
persuasion is to enter the conversation already going on in the person’s mind
already going on in the person’s mind
already going on in the person’s mind how are you gonna do that if you don’t
how are you gonna do that if you don’t
how are you gonna do that if you don’t ask questions
ask questions
ask questions sincerely encouraged by listening and
sincerely encouraged by listening and
sincerely encouraged by listening and the last L and that SEL is the most
the last L and that SEL is the most
the last L and that SEL is the most important one of all loving loving you
important one of all loving loving you
important one of all loving loving you know it’s amazing love is the most
know it’s amazing love is the most
know it’s amazing love is the most powerful force in the world we can
powerful force in the world we can
powerful force in the world we can overcome our greatest fears our greatest
overcome our greatest fears our greatest
overcome our greatest fears our greatest anxieties we can scale to new heights
anxieties we can scale to new heights
anxieties we can scale to new heights and yet when I talk to salespeople on
and yet when I talk to salespeople on
and yet when I talk to salespeople on business Lehner leaders and sales
business Lehner leaders and sales
business Lehner leaders and sales trainers I’m amazed at very very few
trainers I’m amazed at very very few
trainers I’m amazed at very very few companies ever used the word love in
companies ever used the word love in
companies ever used the word love in their training it’s amazing maybe that’s
their training it’s amazing maybe that’s
their training it’s amazing maybe that’s why according to Harvard Business Review
why according to Harvard Business Review
why according to Harvard Business Review people that are excited and that sign up
people that are excited and that sign up
people that are excited and that sign up for a position and sales they’re twice
for a position and sales they’re twice
for a position and sales they’re twice as likely to quit than people in other
as likely to quit than people in other
as likely to quit than people in other jobs I contend that’s because they were
jobs I contend that’s because they were
jobs I contend that’s because they were never really told what sales really is
never really told what sales really is
never really told what sales really is sales selling is love marketing is love
sales selling is love marketing is love
sales selling is love marketing is love it’s about loving people
it’s about loving people
it’s about loving people now I’ve had friends I’ve had business
now I’ve had friends I’ve had business
now I’ve had friends I’ve had business people tell me look you know this all
people tell me look you know this all
people tell me look you know this all sounds good Steve but don’t talk so much
sounds good Steve but don’t talk so much
sounds good Steve but don’t talk so much about love feels uncomfortable you know
about love feels uncomfortable you know
about love feels uncomfortable you know what I say to that I say they’ll they’ll
what I say to that I say they’ll they’ll
what I say to that I say they’ll they’ll say they’ll say don’t talk so much about
say they’ll say don’t talk so much about
say they’ll say don’t talk so much about love talk about how selling is serving I
love talk about how selling is serving I
love talk about how selling is serving I say okay but focus on loving people and
say okay but focus on loving people and
say okay but focus on loving people and you will end up serving them so much
you will end up serving them so much
you will end up serving them so much better
better
better it’s amazing what it can do you know
it’s amazing what it can do you know
it’s amazing what it can do you know it’s it’s one of these things where what
it’s it’s one of these things where what
it’s it’s one of these things where what I find about the power of love is that
I find about the power of love is that
I find about the power of love is that it completely gives you the courage and
it completely gives you the courage and
it completely gives you the courage and everything that you need everything that
everything that you need everything that
everything that you need everything that we’ve talked about can be summarized
we’ve talked about can be summarized
we’ve talked about can be summarized really really in that and one of the
really really in that and one of the
really really in that and one of the things that I that I that I found is
things that I that I that I found is
things that I that I that I found is that one of the biggest
that one of the biggest
that one of the biggest things you can do is focus on who you’re
things you can do is focus on who you’re
things you can do is focus on who you’re becoming in this process because it’s
becoming in this process because it’s
becoming in this process because it’s easy to get up here and talk about love
easy to get up here and talk about love
easy to get up here and talk about love but it’s also easy to forget to do
but it’s also easy to forget to do
but it’s also easy to forget to do everything I’ve just said I find myself
everything I’ve just said I find myself
everything I’ve just said I find myself I get so locked in sometimes to my goal
I get so locked in sometimes to my goal
I get so locked in sometimes to my goal and what I want to achieve and what I
and what I want to achieve and what I
and what I want to achieve and what I want to accomplish and I’m a million
want to accomplish and I’m a million
want to accomplish and I’m a million miles from this message I’m not loving
miles from this message I’m not loving
miles from this message I’m not loving people I’m not listening to people I’m
people I’m not listening to people I’m
people I’m not listening to people I’m getting irritated I’m getting annoyed
getting irritated I’m getting annoyed
getting irritated I’m getting annoyed I’m getting frustrated I’ve crossed to
I’m getting frustrated I’ve crossed to
I’m getting frustrated I’ve crossed to the dark side but I learned something
the dark side but I learned something
the dark side but I learned something from Augmon Dino is reading Augmon Dino
from Augmon Dino is reading Augmon Dino
from Augmon Dino is reading Augmon Dino and inspirational Raider for salespeople
and inspirational Raider for salespeople
and inspirational Raider for salespeople and actually it was inspired to create a
and actually it was inspired to create a
and actually it was inspired to create a technique and in that moment when I’m
technique and in that moment when I’m
technique and in that moment when I’m feeling stressed or fearful or angry or
feeling stressed or fearful or angry or
feeling stressed or fearful or angry or impatient I actually want to catch it I
impatient I actually want to catch it I
impatient I actually want to catch it I focus on the person I’m there to serve
focus on the person I’m there to serve
focus on the person I’m there to serve and I mentally without saying anything I
and I mentally without saying anything I
and I mentally without saying anything I say to them without saying any words
say to them without saying any words
say to them without saying any words just to my own in my own mind I say I
just to my own in my own mind I say I
just to my own in my own mind I say I love you I love you I love you and
love you I love you I love you and
love you I love you I love you and something happens that the crustiness
something happens that the crustiness
something happens that the crustiness around my heart starts to melt away I
around my heart starts to melt away I
around my heart starts to melt away I become more present to this person’s
become more present to this person’s
become more present to this person’s humanity and and more focused on them
humanity and and more focused on them
humanity and and more focused on them and more compassionate and when you do
and more compassionate and when you do
and more compassionate and when you do that you become a much more successful
that you become a much more successful
that you become a much more successful salesperson but you become a better
salesperson but you become a better
salesperson but you become a better human being
human being
human being reminds me of a story that one of my
reminds me of a story that one of my
reminds me of a story that one of my early mentors the late Spencer Hays told
early mentors the late Spencer Hays told
early mentors the late Spencer Hays told he said there was a pastor one Saturday
he said there was a pastor one Saturday
he said there was a pastor one Saturday who was working on his Saturday his
who was working on his Saturday his
who was working on his Saturday his Sunday sermon and his son kept bothering
Sunday sermon and his son kept bothering
Sunday sermon and his son kept bothering him you know kept interrupting him he
him you know kept interrupting him he
him you know kept interrupting him he said I got to figure out a way to keep
said I got to figure out a way to keep
said I got to figure out a way to keep this kid busy so he grabbed a National
this kid busy so he grabbed a National
this kid busy so he grabbed a National Geographic magazine and he he found a
Geographic magazine and he he found a
Geographic magazine and he he found a picture of the planet Earth and he tore
picture of the planet Earth and he tore
picture of the planet Earth and he tore it out cut it up into little pieces and
it out cut it up into little pieces and
it out cut it up into little pieces and gave it to his son and he said put the
gave it to his son and he said put the
gave it to his son and he said put the planet Earth back together here’s some
planet Earth back together here’s some
planet Earth back together here’s some scotch tape and let me know when you’re
scotch tape and let me know when you’re
scotch tape and let me know when you’re done he’s figuring this will keep the
done he’s figuring this will keep the
done he’s figuring this will keep the kid busy for hours kid comes back ten
kid busy for hours kid comes back ten
kid busy for hours kid comes back ten minutes later done
minutes later done
minutes later done proudly holding the world all taped back
proudly holding the world all taped back
proudly holding the world all taped back together his father can’t believe it he
together his father can’t believe it he
together his father can’t believe it he goes what how did she do that it was
goes what how did she do that it was
goes what how did she do that it was easy dad see on the other side of the
easy dad see on the other side of the
easy dad see on the other side of the page there was a picture of a person and
page there was a picture of a person and
page there was a picture of a person and I figured if I got the person right the
I figured if I got the person right the
I figured if I got the person right the world would be right say that again I
world would be right say that again I
world would be right say that again I figured if I got the person right the
figured if I got the person right the
figured if I got the person right the world would be right focus on being the
world would be right focus on being the
world would be right focus on being the right person and the world will be so
right person and the world will be so
right person and the world will be so much easier to reach focus on sincerely
much easier to reach focus on sincerely
much easier to reach focus on sincerely encouraging by listening and by loving
encouraging by listening and by loving
encouraging by listening and by loving and you will be amazed at the courage
and you will be amazed at the courage
and you will be amazed at the courage you have to go to doors the courage you
you have to go to doors the courage you
you have to go to doors the courage you have to knock on doors you will be
have to knock on doors you will be
have to knock on doors you will be amazed at how many of those people thank
amazed at how many of those people thank
amazed at how many of those people thank you for changing their life so whose
you for changing their life so whose
you for changing their life so whose door should you be knocking on who do
door should you be knocking on who do
door should you be knocking on who do you wish would say yes to you I want you
you wish would say yes to you I want you
you wish would say yes to you I want you to go
to go
to go I want you you’ll never be more
I want you you’ll never be more
I want you you’ll never be more motivated than now I want you to go send
motivated than now I want you to go send
motivated than now I want you to go send them a text send them an email make a
them a text send them an email make a
them a text send them an email make a call take some action and begin a
call take some action and begin a
call take some action and begin a conversation with them that’s what love
conversation with them that’s what love
conversation with them that’s what love would do and let me know how it goes
would do and let me know how it goes
would do and let me know how it goes because I am rooting for you knock on
because I am rooting for you knock on
because I am rooting for you knock on that door today and if you do you will
that door today and if you do you will
that door today and if you do you will begin one of the greatest journeys of
begin one of the greatest journeys of
begin one of the greatest journeys of your life thank you
your life thank you
your life thank you [Applause]
”
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