good morning believe nation welcome to another edition of the Evan Carmichael
another edition of the Evan Carmichael
another edition of the Evan Carmichael show i’m your host Evan Carmichael now
show i’m your host Evan Carmichael now
show i’m your host Evan Carmichael now I’m a little bit sick today so if you
I’m a little bit sick today so if you
I’m a little bit sick today so if you hear the occasional sniffle or cough I
hear the occasional sniffle or cough I
hear the occasional sniffle or cough I apologize in advance but I am excited to
apologize in advance but I am excited to
apologize in advance but I am excited to be with you here today this show is all
be with you here today this show is all
be with you here today this show is all about helping you grow your business is
about helping you grow your business is
about helping you grow your business is helping you reach your goals is helping
helping you reach your goals is helping
helping you reach your goals is helping you break through the obstacles that are
you break through the obstacles that are
you break through the obstacles that are in front of you and building the company
in front of you and building the company
in front of you and building the company of your dreams on the episode today
of your dreams on the episode today
of your dreams on the episode today we’re going to talk about how to develop
we’re going to talk about how to develop
we’re going to talk about how to develop a skill when to quit your job I’m going
a skill when to quit your job I’m going
a skill when to quit your job I’m going to have a special guest Dave Curlin
to have a special guest Dave Curlin
to have a special guest Dave Curlin who’s a sales guru who’s going to share
who’s a sales guru who’s going to share
who’s a sales guru who’s going to share his wisdom and how to stop being afraid
his wisdom and how to stop being afraid
his wisdom and how to stop being afraid of imperfection all right so I recent
of imperfection all right so I recent
of imperfection all right so I recent got asked a question on Twitter by hakan
got asked a question on Twitter by hakan
got asked a question on Twitter by hakan Stein KRG who asked me how do you
Stein KRG who asked me how do you
Stein KRG who asked me how do you develop a skill and the easy answer to
develop a skill and the easy answer to
develop a skill and the easy answer to this is you practice right whatever
this is you practice right whatever
this is you practice right whatever skill you want to develop whether it’s
skill you want to develop whether it’s
skill you want to develop whether it’s in business or personal skill the more
in business or personal skill the more
in business or personal skill the more you practiced more likely going to get
you practiced more likely going to get
you practiced more likely going to get better right if you want to improve your
better right if you want to improve your
better right if you want to improve your copywriting you gotta practice if you
copywriting you gotta practice if you
copywriting you gotta practice if you want to be a radio show host you got to
want to be a radio show host you got to
want to be a radio show host you got to practice if you want to learn French or
practice if you want to learn French or
practice if you want to learn French or Spanish or how to ride a bike you gotta
Spanish or how to ride a bike you gotta
Spanish or how to ride a bike you gotta practice so that’s a simple answer but
practice so that’s a simple answer but
practice so that’s a simple answer but to add a layer on top of that to help
to add a layer on top of that to help
to add a layer on top of that to help speed up that skill development the best
speed up that skill development the best
speed up that skill development the best way to do it the most effective way to
way to do it the most effective way to
way to do it the most effective way to do it is the model success and that’s
do it is the model success and that’s
do it is the model success and that’s where you find someone who has already
where you find someone who has already
where you find someone who has already achieved that skill a mastery level a
achieved that skill a mastery level a
achieved that skill a mastery level a level that you want to get to and model
level that you want to get to and model
level that you want to get to and model what work for them and apply it to you
what work for them and apply it to you
what work for them and apply it to you and that can be either in the form of a
and that can be either in the form of a
and that can be either in the form of a personal mentor somebody that you’re
personal mentor somebody that you’re
personal mentor somebody that you’re meeting face to face and giving you
meeting face to face and giving you
meeting face to face and giving you advice or could just be the form of
advice or could just be the form of
advice or could just be the form of researching and finding somebody who has
researching and finding somebody who has
researching and finding somebody who has gone out and done it and read their
gone out and done it and read their
gone out and done it and read their biography and watch their videos and
biography and watch their videos and
biography and watch their videos and read newspaper interviews with them
read newspaper interviews with them
read newspaper interviews with them learn how they did it because practicing
learn how they did it because practicing
learn how they did it because practicing is great but you have to make sure
is great but you have to make sure
is great but you have to make sure you’re practicing the right things and
you’re practicing the right things and
you’re practicing the right things and if you could spend tons of time
if you could spend tons of time
if you could spend tons of time practicing practicing practicing but
practicing practicing practicing but
practicing practicing practicing but it’s not on the right things your
it’s not on the right things your
it’s not on the right things your development will get will be a lot
development will get will be a lot
development will get will be a lot slower than if you’re practicing the
slower than if you’re practicing the
slower than if you’re practicing the right things so a quick example you guys
right things so a quick example you guys
right things so a quick example you guys listen on this radio show when I first
listen on this radio show when I first
listen on this radio show when I first started the show I I had been on radio
started the show I I had been on radio
started the show I I had been on radio before but I never had my own show I’ve
before but I never had my own show I’ve
before but I never had my own show I’ve been a guest and other people shows and
been a guest and other people shows and
been a guest and other people shows and so my agent put me in touch with a media
so my agent put me in touch with a media
so my agent put me in touch with a media coach
coach
coach and we trained and we practicing she
and we trained and we practicing she
and we trained and we practicing she drilled me and we did mock shows before
drilled me and we did mock shows before
drilled me and we did mock shows before that went and did my first one and then
that went and did my first one and then
that went and did my first one and then after every episode that I had we
after every episode that I had we
after every episode that I had we analyzed the tape we went over
analyzed the tape we went over
analyzed the tape we went over everything and she gave me
everything and she gave me
everything and she gave me recommendations for what to improve and
recommendations for what to improve and
recommendations for what to improve and she gave me more tests and drills and
she gave me more tests and drills and
she gave me more tests and drills and that really sped up my development
that really sped up my development
that really sped up my development because I was putting in the work I was
because I was putting in the work I was
because I was putting in the work I was willing to practice but she told me the
willing to practice but she told me the
willing to practice but she told me the right things practice now you may be
right things practice now you may be
right things practice now you may be thinking well you know I don’t have
thinking well you know I don’t have
thinking well you know I don’t have enough money to hire a coach to help me
enough money to hire a coach to help me
enough money to hire a coach to help me or I don’t have anybody in my network
or I don’t have anybody in my network
or I don’t have anybody in my network who’s done what I want to do and that’s
who’s done what I want to do and that’s
who’s done what I want to do and that’s okay don’t give up don’t let that be
okay don’t give up don’t let that be
okay don’t give up don’t let that be your excuse for not trying and not
your excuse for not trying and not
your excuse for not trying and not moving forward on your goal what you can
moving forward on your goal what you can
moving forward on your goal what you can do is still model success by reading the
do is still model success by reading the
do is still model success by reading the stories of people who’ve already done
stories of people who’ve already done
stories of people who’ve already done what you want to do and that’s what
what you want to do and that’s what
what you want to do and that’s what literally saved my business there was a
literally saved my business there was a
literally saved my business there was a story about Bill Gates and how he
story about Bill Gates and how he
story about Bill Gates and how he started his software company right not
started his software company right not
started his software company right not how he makes an extra million now but
how he makes an extra million now but
how he makes an extra million now but how he went from zero to one and when I
how he went from zero to one and when I
how he went from zero to one and when I was struggling with my business which
was struggling with my business which
was struggling with my business which was also software in making three
was also software in making three
was also software in making three hundred dollars a month that’s the story
hundred dollars a month that’s the story
hundred dollars a month that’s the story that that saved me I realized that he
that that saved me I realized that he
that that saved me I realized that he formed partnerships with other companies
formed partnerships with other companies
formed partnerships with other companies and applied that strategy to my business
and applied that strategy to my business
and applied that strategy to my business and I started to grow and so yes you
and I started to grow and so yes you
and I started to grow and so yes you have to put in the work and yes you have
have to put in the work and yes you have
have to put in the work and yes you have to keep you know putting in those hours
to keep you know putting in those hours
to keep you know putting in those hours and working hard and practicing and
and working hard and practicing and
and working hard and practicing and practicing and practicing to develop
practicing and practicing to develop
practicing and practicing to develop your skill but to be really effective at
your skill but to be really effective at
your skill but to be really effective at it you have to make sure you’re
it you have to make sure you’re
it you have to make sure you’re practicing the right things and that
practicing the right things and that
practicing the right things and that you’re applying your strategies by being
you’re applying your strategies by being
you’re applying your strategies by being coached by somebody or by mullen success
coached by somebody or by mullen success
coached by somebody or by mullen success of somebody that you look up to and the
of somebody that you look up to and the
of somebody that you look up to and the bigger that person is the more
bigger that person is the more
bigger that person is the more established they are the more of a truck
established they are the more of a truck
established they are the more of a truck work but they have the easier it is to
work but they have the easier it is to
work but they have the easier it is to find their stories and apply their
find their stories and apply their
find their stories and apply their strategies to help you develop whatever
strategies to help you develop whatever
strategies to help you develop whatever skill that you’re trying to learn all
skill that you’re trying to learn all
skill that you’re trying to learn all right I want to get to the calls that’s
right I want to get to the calls that’s
right I want to get to the calls that’s the fun part for me on this show I have
the fun part for me on this show I have
the fun part for me on this show I have who do I have I have Regina on the line
who do I have I have Regina on the line
who do I have I have Regina on the line Regina where are you from and how can I
Regina where are you from and how can I
Regina where are you from and how can I help i am from marcus thorough tennessee
help i am from marcus thorough tennessee
help i am from marcus thorough tennessee and i’m currently in the process of
and i’m currently in the process of
and i’m currently in the process of writing a book and i’m suffering from
writing a book and i’m suffering from
writing a book and i’m suffering from fair paralysis so how do you overcome
fair paralysis so how do you overcome
fair paralysis so how do you overcome that so what what what do you what are
that so what what what do you what are
that so what what what do you what are you afraid of what are you afraid of
you afraid of what are you afraid of
you afraid of what are you afraid of writing afraid of releasing it what do
writing afraid of releasing it what do
writing afraid of releasing it what do you what’s holding you back I think what
you what’s holding you back I think what
you what’s holding you back I think what I think remain hits the content I’m
I think remain hits the content I’m
I think remain hits the content I’m afraid that maybe I don’t
afraid that maybe I don’t
afraid that maybe I don’t I’ve just figured out that that’s what’s
I’ve just figured out that that’s what’s
I’ve just figured out that that’s what’s keeping me from writing like I should be
keeping me from writing like I should be
keeping me from writing like I should be doing every day is maybe that there’s
doing every day is maybe that there’s
doing every day is maybe that there’s audience thousand other books with the
audience thousand other books with the
audience thousand other books with the content that I’m going to be putting
content that I’m going to be putting
content that I’m going to be putting into mind and let’s try I guess I’m
into mind and let’s try I guess I’m
into mind and let’s try I guess I’m scared you know that I’m going to be
scared you know that I’m going to be
scared you know that I’m going to be it’s not gonna it’s gonna be a flop
it’s not gonna it’s gonna be a flop
it’s not gonna it’s gonna be a flop what’s the topic of the book it’s a
what’s the topic of the book it’s a
what’s the topic of the book it’s a business survival tips for small bars
business survival tips for small bars
business survival tips for small bars I’m too small bars and I’ve gone through
I’m too small bars and I’ve gone through
I’m too small bars and I’ve gone through so many obstacles in my seven years and
so many obstacles in my seven years and
so many obstacles in my seven years and through these obstacles I’ve learned
through these obstacles I’ve learned
through these obstacles I’ve learned many many things that I’ve met other
many many things that I’ve met other
many many things that I’ve met other business owners that don’t or have never
business owners that don’t or have never
business owners that don’t or have never you know challenged or I had to happen
you know challenged or I had to happen
you know challenged or I had to happen to them and they’re like me and I always
to them and they’re like me and I always
to them and they’re like me and I always try to know this before it happened to
try to know this before it happened to
try to know this before it happened to me which is what inspired me to write a
me which is what inspired me to write a
me which is what inspired me to write a book of all of my challenges that I’ve
book of all of my challenges that I’ve
book of all of my challenges that I’ve had to overcome over the seven years and
had to overcome over the seven years and
had to overcome over the seven years and running a small roadside bar got it I
running a small roadside bar got it I
running a small roadside bar got it I love it and I recommend two things for
love it and I recommend two things for
love it and I recommend two things for you that I think will help you Regina
you that I think will help you Regina
you that I think will help you Regina the first is adding yourself to the book
the first is adding yourself to the book
the first is adding yourself to the book and telling your story and telling the
and telling your story and telling the
and telling your story and telling the success you’ve had with the two bars and
success you’ve had with the two bars and
success you’ve had with the two bars and the failures because if you’re just
the failures because if you’re just
the failures because if you’re just giving just general tips then that’s
giving just general tips then that’s
giving just general tips then that’s what everybody else is doing and so the
what everybody else is doing and so the
what everybody else is doing and so the way you stand out is by making it more
way you stand out is by making it more
way you stand out is by making it more Regina right so telling your story
Regina right so telling your story
Regina right so telling your story sharing your wisdom sharing exactly what
sharing your wisdom sharing exactly what
sharing your wisdom sharing exactly what happened to you that’s what makes people
happened to you that’s what makes people
happened to you that’s what makes people connect to you a lot more than just
connect to you a lot more than just
connect to you a lot more than just reading those general tips so anybody
reading those general tips so anybody
reading those general tips so anybody can can be a bar expert but not
can can be a bar expert but not
can can be a bar expert but not everybody can be Regina so you’ve got to
everybody can be Regina so you’ve got to
everybody can be Regina so you’ve got to make the book as much Regina as possible
make the book as much Regina as possible
make the book as much Regina as possible and applying your wisdom and your
and applying your wisdom and your
and applying your wisdom and your stories to each of the tips that you’re
stories to each of the tips that you’re
stories to each of the tips that you’re providing so that’s how you stand out
providing so that’s how you stand out
providing so that’s how you stand out that’s one way to stand out and make it
that’s one way to stand out and make it
that’s one way to stand out and make it different from everybody else because if
different from everybody else because if
different from everybody else because if you have you know you know Jon Taffer
you have you know you know Jon Taffer
you have you know you know Jon Taffer right he’s maybe the Guru of you know of
right he’s maybe the Guru of you know of
right he’s maybe the Guru of you know of making over bars I was on his chill bar
making over bars I was on his chill bar
making over bars I was on his chill bar rescue team came to mate over my bar so
rescue team came to mate over my bar so
rescue team came to mate over my bar so I know John to ever really well great I
I know John to ever really well great I
I know John to ever really well great I mean and he has his style right he has
mean and he has his style right he has
mean and he has his style right he has his way of doing things and he has his
his way of doing things and he has his
his way of doing things and he has his stories and his methodology and a lot of
stories and his methodology and a lot of
stories and his methodology and a lot of people are tuned to that and they love
people are tuned to that and they love
people are tuned to that and they love it and they apply it but others may not
it and they apply it but others may not
it and they apply it but others may not or they may need to hear it in a
or they may need to hear it in a
or they may need to hear it in a different
different
different in a different voice in different
in a different voice in different
in a different voice in different examples and different stories and
examples and different stories and
examples and different stories and that’s where you can come in okay so
that’s where you can come in okay so
that’s where you can come in okay so adding Regina to every tip that you’re
adding Regina to every tip that you’re
adding Regina to every tip that you’re giving so not just the strategy but
giving so not just the strategy but
giving so not just the strategy but adding your personal touch each thing
adding your personal touch each thing
adding your personal touch each thing the other thing that will help
the other thing that will help
the other thing that will help especially for these big projects you
especially for these big projects you
especially for these big projects you know like it takes a long time to write
know like it takes a long time to write
know like it takes a long time to write a book and it’s easy to get discouraged
a book and it’s easy to get discouraged
a book and it’s easy to get discouraged along that process think about the
along that process think about the
along that process think about the people that you’ve helped but think
people that you’ve helped but think
people that you’ve helped but think about the other bar owners and the other
about the other bar owners and the other
about the other bar owners and the other entrepreneurs that that you have helped
entrepreneurs that that you have helped
entrepreneurs that that you have helped with your advice and and you realize man
with your advice and and you realize man
with your advice and and you realize man I really I really helped that person
I really I really helped that person
I really I really helped that person really maybe even save help save that
really maybe even save help save that
really maybe even save help save that person’s bar I call those the little why
person’s bar I call those the little why
person’s bar I call those the little why it’s like the those individual people
it’s like the those individual people
it’s like the those individual people that you help on an ongoing basis can
that you help on an ongoing basis can
that you help on an ongoing basis can give you the the extra encouragement and
give you the the extra encouragement and
give you the the extra encouragement and motivation to realize that hey what I’m
motivation to realize that hey what I’m
motivation to realize that hey what I’m doing is important right like it
doing is important right like it
doing is important right like it actually helps people I’m providing
actually helps people I’m providing
actually helps people I’m providing value to the world and by me putting all
value to the world and by me putting all
value to the world and by me putting all my thoughts down into this book it’s
my thoughts down into this book it’s
my thoughts down into this book it’s going to be able to reach a lot more
going to be able to reach a lot more
going to be able to reach a lot more people and helped a lot more people
people and helped a lot more people
people and helped a lot more people right I’m currently working with some
right I’m currently working with some
right I’m currently working with some small business owners with their
small business owners with their
small business owners with their business and you know that Betty is
business and you know that Betty is
business and you know that Betty is helping me that’s helping me to say you
helping me that’s helping me to say you
helping me that’s helping me to say you know that okay maybe you know my my
know that okay maybe you know my my
know that okay maybe you know my my knowledge is good again because when I
knowledge is good again because when I
knowledge is good again because when I first started this project I was so gung
first started this project I was so gung
first started this project I was so gung ho and I was just I was going to get in
ho and I was just I was going to get in
ho and I was just I was going to get in there and I was going to have it done in
there and I was going to have it done in
there and I was going to have it done in three months and here it is eight months
three months and here it is eight months
three months and here it is eight months later and I’m still sitting there
later and I’m still sitting there
later and I’m still sitting there staring at my chapters I’ve got this
staring at my chapters I’ve got this
staring at my chapters I’ve got this nice real big skeleton made out all I
nice real big skeleton made out all I
nice real big skeleton made out all I gotta do is put the meat on the bones
gotta do is put the meat on the bones
gotta do is put the meat on the bones and it’s just when i get there it’s like
and it’s just when i get there it’s like
and it’s just when i get there it’s like you know I stopped I found other things
you know I stopped I found other things
you know I stopped I found other things I’m prioritizing the wrong things in my
I’m prioritizing the wrong things in my
I’m prioritizing the wrong things in my life and I’m not getting to my writing
life and I’m not getting to my writing
life and I’m not getting to my writing and that’s where that we’ve learned or
and that’s where that we’ve learned or
and that’s where that we’ve learned or I’ve learned that that’s my fear
I’ve learned that that’s my fear
I’ve learned that that’s my fear paralysis happening what I would try
paralysis happening what I would try
paralysis happening what I would try doing is if you know you have a writing
doing is if you know you have a writing
doing is if you know you have a writing day so like tuesdays and thursdays are
day so like tuesdays and thursdays are
day so like tuesdays and thursdays are your writing days just use as an example
your writing days just use as an example
your writing days just use as an example i would try the first thing in the
i would try the first thing in the
i would try the first thing in the morning on those days line up a call
morning on those days line up a call
morning on those days line up a call with a small business owner that you’re
with a small business owner that you’re
with a small business owner that you’re helping have a half-hour called with
helping have a half-hour called with
helping have a half-hour called with them to give them advice and wisdom and
them to give them advice and wisdom and
them to give them advice and wisdom and and help them along along their journey
and help them along along their journey
and help them along along their journey and you’ll get off of that call feeling
and you’ll get off of that call feeling
and you’ll get off of that call feeling so great about yourself and
so great about yourself and
so great about yourself and your value and the wisdom that you’re
your value and the wisdom that you’re
your value and the wisdom that you’re providing that carry that through then
providing that carry that through then
providing that carry that through then into the rest of your writing day so we
into the rest of your writing day so we
into the rest of your writing day so we have you know like nine to five writing
have you know like nine to five writing
have you know like nine to five writing have a 830 call 29 just to get you going
have a 830 call 29 just to get you going
have a 830 call 29 just to get you going get that motivation get that spark get
get that motivation get that spark get
get that motivation get that spark get that energy and then carry that through
that energy and then carry that through
that energy and then carry that through to the rest of your day and know that
to the rest of your day and know that
to the rest of your day and know that you’re providing value to the
you’re providing value to the
you’re providing value to the entrepreneurs who event you read this
entrepreneurs who event you read this
entrepreneurs who event you read this book wonderful well I thank you so much
book wonderful well I thank you so much
book wonderful well I thank you so much for your advice and I am going to apply
for your advice and I am going to apply
for your advice and I am going to apply that no problem what’s the name of your
that no problem what’s the name of your
that no problem what’s the name of your book so I can look for when it comes out
book so I can look for when it comes out
book so I can look for when it comes out it’s going to be killed our special
it’s going to be killed our special
it’s going to be killed our special recipes are made in chatt survival
recipes are made in chatt survival
recipes are made in chatt survival techniques of a roadside bar in
techniques of a roadside bar in
techniques of a roadside bar in Tennessee it is um empty bottle bar and
Tennessee it is um empty bottle bar and
Tennessee it is um empty bottle bar and grill which was on an episode of bar
grill which was on an episode of bar
grill which was on an episode of bar rescue but i think it was season three
rescue but i think it was season three
rescue but i think it was season three it was called empty bottles full cans
it was called empty bottles full cans
it was called empty bottles full cans and so that’s our motto our special
and so that’s our motto our special
and so that’s our motto our special recipes are made in cash so thanks for
recipes are made in cash so thanks for
recipes are made in cash so thanks for Gina I’ve got to let you go but thank
Gina I’ve got to let you go but thank
Gina I’ve got to let you go but thank you so much for calling in and good luck
you so much for calling in and good luck
you so much for calling in and good luck with the book and for everybody
with the book and for everybody
with the book and for everybody listening have those little wise have
listening have those little wise have
listening have those little wise have those things that motivate you that that
those things that motivate you that that
those things that motivate you that that reminded of what you’re doing is
reminded of what you’re doing is
reminded of what you’re doing is providing value that is helpful and
providing value that is helpful and
providing value that is helpful and carry that through to the rest of your
carry that through to the rest of your
carry that through to the rest of your day to give you that energy to go
day to give you that energy to go
day to give you that energy to go forward and continue creating awesome
forward and continue creating awesome
forward and continue creating awesome work to help the next question I had was
work to help the next question I had was
work to help the next question I had was from ignace who wrote in to say that he
from ignace who wrote in to say that he
from ignace who wrote in to say that he has his job and he loves his co-workers
has his job and he loves his co-workers
has his job and he loves his co-workers but nothing to complain about but he
but nothing to complain about but he
but nothing to complain about but he hates going to work there every day
hates going to work there every day
hates going to work there every day because all eight hours he’s there he’s
because all eight hours he’s there he’s
because all eight hours he’s there he’s thinking about his own business and is
thinking about his own business and is
thinking about his own business and is wondering is it time to quit your job so
wondering is it time to quit your job so
wondering is it time to quit your job so there’s three things you want to think
there’s three things you want to think
there’s three things you want to think about when you’re going to quit your job
about when you’re going to quit your job
about when you’re going to quit your job okay number one have a job where you’re
okay number one have a job where you’re
okay number one have a job where you’re learning you don’t want to jump just for
learning you don’t want to jump just for
learning you don’t want to jump just for a paycheck you want a job where you’re
a paycheck you want a job where you’re
a paycheck you want a job where you’re going to learn about your industry so I
going to learn about your industry so I
going to learn about your industry so I try to go work for a company that’s in
try to go work for a company that’s in
try to go work for a company that’s in your industry that’s a smallish company
your industry that’s a smallish company
your industry that’s a smallish company something that you aspire to be and you
something that you aspire to be and you
something that you aspire to be and you can get close to the entrepreneur
can get close to the entrepreneur
can get close to the entrepreneur founder and you can learn as much as
founder and you can learn as much as
founder and you can learn as much as possible and make the mistakes that way
possible and make the mistakes that way
possible and make the mistakes that way you’re getting paid to make mistakes
you’re getting paid to make mistakes
you’re getting paid to make mistakes you’re getting paid to learn about the
you’re getting paid to learn about the
you’re getting paid to learn about the industry and you’re going there for more
industry and you’re going there for more
industry and you’re going there for more than just a paycheck okay if you’re
than just a paycheck okay if you’re
than just a paycheck okay if you’re having a job you want to make sure using
having a job you want to make sure using
having a job you want to make sure using it to learn so that’s number one make
it to learn so that’s number one make
it to learn so that’s number one make sure the job you’re in you’re learning
sure the job you’re in you’re learning
sure the job you’re in you’re learning from it
from it
from it number two is start part-time not your
number two is start part-time not your
number two is start part-time not your company now right started on the evening
company now right started on the evening
company now right started on the evening started in weekends you got to allow
started in weekends you got to allow
started in weekends you got to allow time for momentum to grow so don’t wait
time for momentum to grow so don’t wait
time for momentum to grow so don’t wait until you’re going to quit your job and
until you’re going to quit your job and
until you’re going to quit your job and then go full time on your business start
then go full time on your business start
then go full time on your business start it up part time right now that’s the
it up part time right now that’s the
it up part time right now that’s the best time to get going and number three
best time to get going and number three
best time to get going and number three you quit when you can support yourself
you quit when you can support yourself
you quit when you can support yourself right you quit when you’re making enough
right you quit when you’re making enough
right you quit when you’re making enough money from your business to be able to
money from your business to be able to
money from your business to be able to support yourself and your livelihood and
support yourself and your livelihood and
support yourself and your livelihood and and that doesn’t mean you’re making a
and that doesn’t mean you’re making a
and that doesn’t mean you’re making a rich okay you’re not off buying Tesla’s
rich okay you’re not off buying Tesla’s
rich okay you’re not off buying Tesla’s for yourself from your business but
for yourself from your business but
for yourself from your business but you’re able to pay your rent you’re able
you’re able to pay your rent you’re able
you’re able to pay your rent you’re able to pay your mortgage you’re able to put
to pay your mortgage you’re able to put
to pay your mortgage you’re able to put food on the table you know the
food on the table you know the
food on the table you know the electricity company is not going to come
electricity company is not going to come
electricity company is not going to come in and shut you off that’s when you quit
in and shut you off that’s when you quit
in and shut you off that’s when you quit at your job okay because you want to
at your job okay because you want to
at your job okay because you want to make sure too many others make that
make sure too many others make that
make sure too many others make that mistake they go all in and then they
mistake they go all in and then they
mistake they go all in and then they quickly run out of savings they only
quickly run out of savings they only
quickly run out of savings they only have you know three months of savings
have you know three months of savings
have you know three months of savings and it doesn’t work out they had to go
and it doesn’t work out they had to go
and it doesn’t work out they had to go back and get a job and I don’t want that
back and get a job and I don’t want that
back and get a job and I don’t want that to be you so number one have a job where
to be you so number one have a job where
to be you so number one have a job where you’re learning number to start part
you’re learning number to start part
you’re learning number to start part time and number three quit when you can
time and number three quit when you can
time and number three quit when you can support yourself I wanna get to the
support yourself I wanna get to the
support yourself I wanna get to the calls again I have Michelle on the line
calls again I have Michelle on the line
calls again I have Michelle on the line Michelle where are you from and how can
Michelle where are you from and how can
Michelle where are you from and how can I help i I’m from Randolph New Jersey
I help i I’m from Randolph New Jersey
I help i I’m from Randolph New Jersey and I am in the process of starting at
and I am in the process of starting at
and I am in the process of starting at my own daycare I have a site we’re going
my own daycare I have a site we’re going
my own daycare I have a site we’re going through the licensing procedures of the
through the licensing procedures of the
through the licensing procedures of the building is up to code my question is
building is up to code my question is
building is up to code my question is what is the most cost efficient way for
what is the most cost efficient way for
what is the most cost efficient way for me to advertise without breaking the
me to advertise without breaking the
me to advertise without breaking the bank considering right now everything is
bank considering right now everything is
bank considering right now everything is just laying out money you know there’s
just laying out money you know there’s
just laying out money you know there’s obviously nothing coming in at the
obviously nothing coming in at the
obviously nothing coming in at the moment right and when you’re going to be
moment right and when you’re going to be
moment right and when you’re going to be up and running the goal is to be up and
up and running the goal is to be up and
up and running the goal is to be up and running for july first so I mean it’s
running for july first so I mean it’s
running for july first so I mean it’s around the corner cool so the two things
around the corner cool so the two things
around the corner cool so the two things I would look at one is making alliances
I would look at one is making alliances
I would look at one is making alliances you know who is already connected to
you know who is already connected to
you know who is already connected to these groups of young parents and how
these groups of young parents and how
these groups of young parents and how can you connect with them to do
can you connect with them to do
can you connect with them to do co-marketing right who already has the
co-marketing right who already has the
co-marketing right who already has the audience that you’re going after and how
audience that you’re going after and how
audience that you’re going after and how can you help each other right so if you
can you help each other right so if you
can you help each other right so if you can think of other businesses that
can think of other businesses that
can think of other businesses that aren’t daycares that are also selling to
aren’t daycares that are also selling to
aren’t daycares that are also selling to new parents or young parents and you
new parents or young parents and you
new parents or young parents and you know maybe you could have their flyers
know maybe you could have their flyers
know maybe you could have their flyers in your store or in your your your day
in your store or in your your your day
in your store or in your your your day care and in return there helping market
care and in return there helping market
care and in return there helping market you to their
you to their
you to their audience but there’s some people that
audience but there’s some people that
audience but there’s some people that come to mind yeah there are a few
come to mind yeah there are a few
come to mind yeah there are a few businesses absolutely and and actually
businesses absolutely and and actually
businesses absolutely and and actually because I’m starting to put together my
because I’m starting to put together my
because I’m starting to put together my staff you know they have young children
staff you know they have young children
staff you know they have young children and you know that’s the draw to working
and you know that’s the draw to working
and you know that’s the draw to working in the field so you know I’ve even told
in the field so you know I’ve even told
in the field so you know I’ve even told the staff that I’m in the process of
the staff that I’m in the process of
the staff that I’m in the process of trying to hire and train and prepare you
trying to hire and train and prepare you
trying to hire and train and prepare you know word of mouth yeah so I’ve been
know word of mouth yeah so I’ve been
know word of mouth yeah so I’ve been looking at our their local you know mom
looking at our their local you know mom
looking at our their local you know mom and pop baby shop stores right there
and pop baby shop stores right there
and pop baby shop stores right there selling strollers and selling you know
selling strollers and selling you know
selling strollers and selling you know bottles and all the stuff think about
bottles and all the stuff think about
bottles and all the stuff think about where where the parents have to buy for
where where the parents have to buy for
where where the parents have to buy for their kids before they come to you right
their kids before they come to you right
their kids before they come to you right all the things that a parent has to buy
all the things that a parent has to buy
all the things that a parent has to buy those stores or potential partners for
those stores or potential partners for
those stores or potential partners for you because then they’re going to come
you because then they’re going to come
you because then they’re going to come to you next right so before I have my
to you next right so before I have my
to you next right so before I have my kid I’m going to go and buy a stroller
kid I’m going to go and buy a stroller
kid I’m going to go and buy a stroller and by the by the you know swaddles and
and by the by the you know swaddles and
and by the by the you know swaddles and by the crib and all that and then and
by the crib and all that and then and
by the crib and all that and then and then after the baby’s born I’m going to
then after the baby’s born I’m going to
then after the baby’s born I’m going to be interested in daycare services so
be interested in daycare services so
be interested in daycare services so those kinds of stores would be great
those kinds of stores would be great
those kinds of stores would be great potential promotional partners for you
potential promotional partners for you
potential promotional partners for you and I mean the phila date care how many
and I mean the phila date care how many
and I mean the phila date care how many how many people can you fit how many
how many people can you fit how many
how many people can you fit how many kids can you fit in your day care we are
kids can you fit in your day care we are
kids can you fit in your day care we are licensed or only 50 it’s a small center
licensed or only 50 it’s a small center
licensed or only 50 it’s a small center right so I mean 50 is not a lot in
right so I mean 50 is not a lot in
right so I mean 50 is not a lot in comparison to how many people are coming
comparison to how many people are coming
comparison to how many people are coming in the foot traffic to those stores fine
in the foot traffic to those stores fine
in the foot traffic to those stores fine various baby toys and equipment so i
various baby toys and equipment so i
various baby toys and equipment so i would i would make a concerted effort to
would i would make a concerted effort to
would i would make a concerted effort to introduce myself to all of those stores
introduce myself to all of those stores
introduce myself to all of those stores that are selling to the parents have
that are selling to the parents have
that are selling to the parents have them know who you are and look it look
them know who you are and look it look
them know who you are and look it look for a way to market with each other and
for a way to market with each other and
for a way to market with each other and you know you could have their
you know you could have their
you know you could have their information in your day care and they
information in your day care and they
information in your day care and they could market you in their store the
could market you in their store the
could market you in their store the other thing i try to do is try to make a
other thing i try to do is try to make a
other thing i try to do is try to make a splash in the local media i would get in
splash in the local media i would get in
splash in the local media i would get in touch with all the reporters all the
touch with all the reporters all the
touch with all the reporters all the even bloggers that are local anybody
even bloggers that are local anybody
even bloggers that are local anybody even on twitter or youtube that is local
even on twitter or youtube that is local
even on twitter or youtube that is local to where you are that covers these
to where you are that covers these
to where you are that covers these issues and introduce yourself and talk
issues and introduce yourself and talk
issues and introduce yourself and talk about what’s you know what you believe
about what’s you know what you believe
about what’s you know what you believe in what’s different about your daycare
in what’s different about your daycare
in what’s different about your daycare right not just you’re just not just
right not just you’re just not just
right not just you’re just not just another day care out there what’s so
another day care out there what’s so
another day care out there what’s so different about Michelle’s awesome day
different about Michelle’s awesome day
different about Michelle’s awesome day care right your philosophy right
care right your philosophy right
care right your philosophy right and have you be a potential you know
and have you be a potential you know
and have you be a potential you know expert to talk about whatever issues are
expert to talk about whatever issues are
expert to talk about whatever issues are permanent or prevalence are in the day
permanent or prevalence are in the day
permanent or prevalence are in the day care industry right now you could have a
care industry right now you could have a
care industry right now you could have a column in a local newspaper you could be
column in a local newspaper you could be
column in a local newspaper you could be a guest on somebody’s YouTube channel
a guest on somebody’s YouTube channel
a guest on somebody’s YouTube channel make that list and then be the expert so
make that list and then be the expert so
make that list and then be the expert so what is what’s so different about
what is what’s so different about
what is what’s so different about Michelle’s daycare compared to the other
Michelle’s daycare compared to the other
Michelle’s daycare compared to the other ones what’s different is the fact that
ones what’s different is the fact that
ones what’s different is the fact that we’re trying to make it more of a family
we’re trying to make it more of a family
we’re trying to make it more of a family environment and meeting the needs of
environment and meeting the needs of
environment and meeting the needs of every single child the one reason that
every single child the one reason that
every single child the one reason that drew me to want to even start it was so
drew me to want to even start it was so
drew me to want to even start it was so many of my friends are saying oh my
many of my friends are saying oh my
many of my friends are saying oh my child got kicked out of daycare because
child got kicked out of daycare because
child got kicked out of daycare because they bit three times and they have this
they bit three times and they have this
they bit three times and they have this rule and I’m like well that’s a crazy
rule and I’m like well that’s a crazy
rule and I’m like well that’s a crazy rule to kick a child out of daycare you
rule to kick a child out of daycare you
rule to kick a child out of daycare you know and you know just listening to my
know and you know just listening to my
know and you know just listening to my friends who have young children too and
friends who have young children too and
friends who have young children too and it’s like you know some of these
it’s like you know some of these
it’s like you know some of these daycares they charge crazy money and
daycares they charge crazy money and
daycares they charge crazy money and they have these crazy rules and they
they have these crazy rules and they
they have these crazy rules and they impose things that you know biting is is
impose things that you know biting is is
impose things that you know biting is is a normal process developmental process
a normal process developmental process
a normal process developmental process and that’s actually what you’re going to
and that’s actually what you’re going to
and that’s actually what you’re going to want to do this got it so that’s very
want to do this got it so that’s very
want to do this got it so that’s very cool and that could definitely be a
cool and that could definitely be a
cool and that could definitely be a story though that could be multiple
story though that could be multiple
story though that could be multiple stories right you could have a story
stories right you could have a story
stories right you could have a story about what it means to have a family
about what it means to have a family
about what it means to have a family environment in the daycare you can have
environment in the daycare you can have
environment in the daycare you can have a story about ridiculous rules that
a story about ridiculous rules that
a story about ridiculous rules that daycares have you could have a story
daycares have you could have a story
daycares have you could have a story about how biting is a normal part of a
about how biting is a normal part of a
about how biting is a normal part of a child’s development and people need to
child’s development and people need to
child’s development and people need to understand that those could all be
understand that those could all be
understand that those could all be different angles and different stories
different angles and different stories
different angles and different stories that the media would be interested in
that the media would be interested in
that the media would be interested in that a mommy youtuber might be
that a mommy youtuber might be
that a mommy youtuber might be interested in mommy bloggers might be
interested in mommy bloggers might be
interested in mommy bloggers might be interested in especially if they are
interested in especially if they are
interested in especially if they are aligned with the same feelings as you
aligned with the same feelings as you
aligned with the same feelings as you are right if you have a mommy blogger
are right if you have a mommy blogger
are right if you have a mommy blogger who feels the exact same way that
who feels the exact same way that
who feels the exact same way that fighting is normal and these rules are
fighting is normal and these rules are
fighting is normal and these rules are ridiculous they’re gonna love you right
ridiculous they’re gonna love you right
ridiculous they’re gonna love you right and they’re gonna want to feature you
and they’re gonna want to feature you
and they’re gonna want to feature you and share your daycare and honestly to
and share your daycare and honestly to
and share your daycare and honestly to get 50 people it’s not it’s not a huge
get 50 people it’s not it’s not a huge
get 50 people it’s not it’s not a huge number right you’re not trying to get
number right you’re not trying to get
number right you’re not trying to get you know a thousand new students coming
you know a thousand new students coming
you know a thousand new students coming in or so look at making partnership and
in or so look at making partnership and
in or so look at making partnership and look at get into the media both of them
look at get into the media both of them
look at get into the media both of them are totally free strategies doesn’t cost
are totally free strategies doesn’t cost
are totally free strategies doesn’t cost you anything pretty high leverage and I
you anything pretty high leverage and I
you anything pretty high leverage and I think will help you grow your business
think will help you grow your business
think will help you grow your business thank you so much I appreciate the help
thank you so much I appreciate the help
thank you so much I appreciate the help no problem Michelle good luck if ever
no problem Michelle good luck if ever
no problem Michelle good luck if ever listen in and you don’t have to go out
listen in and you don’t have to go out
listen in and you don’t have to go out and spend lots of money to market your
and spend lots of money to market your
and spend lots of money to market your business I know it’s stressful and it’s
business I know it’s stressful and it’s
business I know it’s stressful and it’s a lot of money that may go out you know
a lot of money that may go out you know
a lot of money that may go out you know you certainly daycares a lot of expenses
you certainly daycares a lot of expenses
you certainly daycares a lot of expenses that go out right at the start to set up
that go out right at the start to set up
that go out right at the start to set up your location and the last I’m going to
your location and the last I’m going to
your location and the last I’m going to do is start spending tons and tons of
do is start spending tons and tons of
do is start spending tons and tons of money promoting it so by using the media
money promoting it so by using the media
money promoting it so by using the media by using the social media and bloggers
by using the social media and bloggers
by using the social media and bloggers and connecting to youtubers in your
and connecting to youtubers in your
and connecting to youtubers in your community and then by forming alliances
community and then by forming alliances
community and then by forming alliances you’ll have a much higher degree of
you’ll have a much higher degree of
you’ll have a much higher degree of success in marketing your business and
success in marketing your business and
success in marketing your business and being able to to grow it to the next
being able to to grow it to the next
being able to to grow it to the next level without having to spend tons and
level without having to spend tons and
level without having to spend tons and tons and tons of money welcome back to
tons and tons of money welcome back to
tons and tons of money welcome back to the oven Carmichael show I believe in
the oven Carmichael show I believe in
the oven Carmichael show I believe in entrepreneurs and I’m really excited
entrepreneurs and I’m really excited
entrepreneurs and I’m really excited today to have a special guest on with me
today to have a special guest on with me
today to have a special guest on with me Dave curling a buddy of mine he’s a
Dave curling a buddy of mine he’s a
Dave curling a buddy of mine he’s a sales guru he’s written a number of
sales guru he’s written a number of
sales guru he’s written a number of books on the topic he’s also a baseball
books on the topic he’s also a baseball
books on the topic he’s also a baseball fan which is important we like different
fan which is important we like different
fan which is important we like different teams but I’ll still have him on the
teams but I’ll still have him on the
teams but I’ll still have him on the show Dave how are you doing I’m doing
show Dave how are you doing I’m doing
show Dave how are you doing I’m doing great Evan great to be on the show again
great Evan great to be on the show again
great Evan great to be on the show again my Blue Jays are in the tank so I don’t
my Blue Jays are in the tank so I don’t
my Blue Jays are in the tank so I don’t want to talk about baseball right now
want to talk about baseball right now
want to talk about baseball right now yeah my Red Sox are doing even worse so
yeah my Red Sox are doing even worse so
yeah my Red Sox are doing even worse so I think we’re tied with the Blue Jays
I think we’re tied with the Blue Jays
I think we’re tied with the Blue Jays for last place so not a great subject
for last place so not a great subject
for last place so not a great subject right now all right well I believe we’re
right now all right well I believe we’re
right now all right well I believe we’re going to come out of it I’m not so
going to come out of it I’m not so
going to come out of it I’m not so optimistic on my end let’s talk about
optimistic on my end let’s talk about
optimistic on my end let’s talk about something that time we can help people
something that time we can help people
something that time we can help people with I think it change the tone is
with I think it change the tone is
with I think it change the tone is something more optimistic let’s talk
something more optimistic let’s talk
something more optimistic let’s talk about selling value why do people make
about selling value why do people make
about selling value why do people make such a big deal about selling value well
such a big deal about selling value well
such a big deal about selling value well it’s become more important recently
it’s become more important recently
it’s become more important recently because so many companies and so many
because so many companies and so many
because so many companies and so many products are getting commoditized and
products are getting commoditized and
products are getting commoditized and buyers are approaching products from a
buyers are approaching products from a
buyers are approaching products from a price perspective and wanting the best
price perspective and wanting the best
price perspective and wanting the best price in the lowest price and companies
price in the lowest price and companies
price in the lowest price and companies can’t stay in business if they’re giving
can’t stay in business if they’re giving
can’t stay in business if they’re giving their stuff away and with all this
their stuff away and with all this
their stuff away and with all this pressure on price margins are getting
pressure on price margins are getting
pressure on price margins are getting smaller profits are getting smaller it’s
smaller profits are getting smaller it’s
smaller profits are getting smaller it’s putting more pressure on companies to do
putting more pressure on companies to do
putting more pressure on companies to do even more volume than before salespeople
even more volume than before salespeople
even more volume than before salespeople are having trouble and struggling to do
are having trouble and struggling to do
are having trouble and struggling to do that additional volume so instead it’s
that additional volume so instead it’s
that additional volume so instead it’s important that companies learn to
important that companies learn to
important that companies learn to differentiate by selling value and
differentiate by selling value and
differentiate by selling value and selling console
selling console
selling console natively and doing things that will
natively and doing things that will
natively and doing things that will support value selling so so this is a
support value selling so so this is a
support value selling so so this is a value proposition is that what we use
value proposition is that what we use
value proposition is that what we use the cell value well you know it’s
the cell value well you know it’s
the cell value well you know it’s interesting the value proposition came
interesting the value proposition came
interesting the value proposition came into vogue maybe back in the 80s when it
into vogue maybe back in the 80s when it
into vogue maybe back in the 80s when it became fashionable to construct the
became fashionable to construct the
became fashionable to construct the company value proposition which was
company value proposition which was
company value proposition which was really a piece of marketing brilliant
really a piece of marketing brilliant
really a piece of marketing brilliant marketing the unique value proposition
marketing the unique value proposition
marketing the unique value proposition but soon every company had a value
but soon every company had a value
but soon every company had a value proposition and they all founded the
proposition and they all founded the
proposition and they all founded the thing so in the late 90s we started to
thing so in the late 90s we started to
thing so in the late 90s we started to see the value add so in addition to the
see the value add so in addition to the
see the value add so in addition to the value proposition the value-add was the
value proposition the value-add was the
value proposition the value-add was the thing that company would do over and
thing that company would do over and
thing that company would do over and above what someone was paying for but by
above what someone was paying for but by
above what someone was paying for but by the 2000s everybody had a value add so
the 2000s everybody had a value add so
the 2000s everybody had a value add so in each of these iterations we get to a
in each of these iterations we get to a
in each of these iterations we get to a point where everybody was the same again
point where everybody was the same again
point where everybody was the same again and it allowed pires to commoditize
and it allowed pires to commoditize
and it allowed pires to commoditize companies and products so today there’s
companies and products so today there’s
companies and products so today there’s still a value proposition companies
still a value proposition companies
still a value proposition companies still have a unique value proposition
still have a unique value proposition
still have a unique value proposition and they’re still doing a value add but
and they’re still doing a value add but
and they’re still doing a value add but the big differentiator today is the
the big differentiator today is the
the big differentiator today is the salesperson and they must differentiate
salesperson and they must differentiate
salesperson and they must differentiate by not adding value and not talking
by not adding value and not talking
by not adding value and not talking about that value but by actually being
about that value but by actually being
about that value but by actually being the value and that’s important because
the value and that’s important because
the value and that’s important because unlike even five or ten years ago today
unlike even five or ten years ago today
unlike even five or ten years ago today anything that a prospect our customer or
anything that a prospect our customer or
anything that a prospect our customer or a fire needs to know they can find on
a fire needs to know they can find on
a fire needs to know they can find on the internet so sales people used to be
the internet so sales people used to be
the internet so sales people used to be a source of knowledge and a source of
a source of knowledge and a source of
a source of knowledge and a source of pricing and a product expert people
pricing and a product expert people
pricing and a product expert people don’t need that anymore from sales
don’t need that anymore from sales
don’t need that anymore from sales people so salespeople have to bring
people so salespeople have to bring
people so salespeople have to bring something more valuable to the table
something more valuable to the table
something more valuable to the table then knowledge about their own
then knowledge about their own
then knowledge about their own they have to bring industry knowledge
they have to bring industry knowledge
they have to bring industry knowledge application knowledge and most
application knowledge and most
application knowledge and most importantly they’ve got to ask the tough
importantly they’ve got to ask the tough
importantly they’ve got to ask the tough questions that cause prospects to
questions that cause prospects to
questions that cause prospects to rethink their strategies and rethink
rethink their strategies and rethink
rethink their strategies and rethink their way of doing things and perhaps
their way of doing things and perhaps
their way of doing things and perhaps change their approach and and they’re
change their approach and and they’re
change their approach and and they’re thinking behind why they might have
thinking behind why they might have
thinking behind why they might have needed a product or a service in the
needed a product or a service in the
needed a product or a service in the first place so for the entrepreneurs and
first place so for the entrepreneurs and
first place so for the entrepreneurs and sales people listening to the show who
sales people listening to the show who
sales people listening to the show who may be trying to do things the old way
may be trying to do things the old way
may be trying to do things the old way and maybe just you know trying to pound
and maybe just you know trying to pound
and maybe just you know trying to pound the phones and it’s not working as well
the phones and it’s not working as well
the phones and it’s not working as well as it used to is there is there a
as it used to is there is there a
as it used to is there is there a checklist that you go through a
checklist that you go through a
checklist that you go through a recommended you know steps or is there
recommended you know steps or is there
recommended you know steps or is there an example you can share with someone
an example you can share with someone
an example you can share with someone doing it right that they can use as a
doing it right that they can use as a
doing it right that they can use as a template just trying to get you know how
template just trying to get you know how
template just trying to get you know how do i how do I be that person that is
do i how do I be that person that is
do i how do I be that person that is value instead of just trying to have a
value instead of just trying to have a
value instead of just trying to have a value proposition sure so let’s let’s
value proposition sure so let’s let’s
value proposition sure so let’s let’s walk it through but we’ll walk it
walk it through but we’ll walk it
walk it through but we’ll walk it through backwards instead of forwards so
through backwards instead of forwards so
through backwards instead of forwards so backwards would be the point where we
backwards would be the point where we
backwards would be the point where we were finally talking about money and the
were finally talking about money and the
were finally talking about money and the mistakes that those sales people you’re
mistakes that those sales people you’re
mistakes that those sales people you’re talking about are making is if they give
talking about are making is if they give
talking about are making is if they give a prospect the slightest hope that they
a prospect the slightest hope that they
a prospect the slightest hope that they can have the best price the lowest price
can have the best price the lowest price
can have the best price the lowest price need a price discount the price
need a price discount the price
need a price discount the price negotiate the price all the things that
negotiate the price all the things that
negotiate the price all the things that salespeople do is a crutch to get the
salespeople do is a crutch to get the
salespeople do is a crutch to get the business then they’re they’re moving
business then they’re they’re moving
business then they’re they’re moving away from selling value and they’re
away from selling value and they’re
away from selling value and they’re moving toward selling on price and the
moving toward selling on price and the
moving toward selling on price and the minute the conversation moves away from
minute the conversation moves away from
minute the conversation moves away from value and toward price then it is about
value and toward price then it is about
value and toward price then it is about price and value goes away it’s lost and
price and value goes away it’s lost and
price and value goes away it’s lost and now we’re commoditized and the only
now we’re commoditized and the only
now we’re commoditized and the only differentiator will ultimately be the
differentiator will ultimately be the
differentiator will ultimately be the price so instead they must know that
price so instead they must know that
price so instead they must know that they can’t make exceptions they can
they can’t make exceptions they can
they can’t make exceptions they can allude to a better price this is the
allude to a better price this is the
allude to a better price this is the price and to support that price a couple
price and to support that price a couple
price and to support that price a couple things need to happen
things need to happen
things need to happen we get to money the first is that the
we get to money the first is that the
we get to money the first is that the salesperson must uncover a compelling
salesperson must uncover a compelling
salesperson must uncover a compelling reason as to why this prospect or this
reason as to why this prospect or this
reason as to why this prospect or this company would want to move their
company would want to move their
company would want to move their business to us you know they’re doing
business to us you know they’re doing
business to us you know they’re doing business with somebody else why would
business with somebody else why would
business with somebody else why would they leave why would they give that up
they leave why would they give that up
they leave why would they give that up why would they change what’s wrong what
why would they change what’s wrong what
why would they change what’s wrong what isn’t good enough what once one of the
isn’t good enough what once one of the
isn’t good enough what once one of the Hang Ups what’s one of the frustrations
Hang Ups what’s one of the frustrations
Hang Ups what’s one of the frustrations and how is that impacting them and how
and how is that impacting them and how
and how is that impacting them and how is that affecting their life and how’s
is that affecting their life and how’s
is that affecting their life and how’s that affecting profits and is it costing
that affecting profits and is it costing
that affecting profits and is it costing anything so can we identify a compelling
anything so can we identify a compelling
anything so can we identify a compelling reason why they move their business to
reason why they move their business to
reason why they move their business to us can we uncover the consequences of
us can we uncover the consequences of
us can we uncover the consequences of whatever problems are going on and can
whatever problems are going on and can
whatever problems are going on and can we quantify those consequences so that’s
we quantify those consequences so that’s
we quantify those consequences so that’s being a consultative customer focused
being a consultative customer focused
being a consultative customer focused approach to selling where instead of
approach to selling where instead of
approach to selling where instead of talking about us and what we sell we’re
talking about us and what we sell we’re
talking about us and what we sell we’re talking about them and what’s going on
talking about them and what’s going on
talking about them and what’s going on and how that impacts them if we’ve
and how that impacts them if we’ve
and how that impacts them if we’ve uncovered a compelling reason and a
uncovered a compelling reason and a
uncovered a compelling reason and a consequence and been able to quantify it
consequence and been able to quantify it
consequence and been able to quantify it the second thing we have to do is
the second thing we have to do is
the second thing we have to do is differentiate ourselves so that
differentiate ourselves so that
differentiate ourselves so that conversation will help to differentiate
conversation will help to differentiate
conversation will help to differentiate ourselves but continuing to have a
ourselves but continuing to have a
ourselves but continuing to have a conversation where we’re asking lots of
conversation where we’re asking lots of
conversation where we’re asking lots of questions we’re asking lots of good
questions we’re asking lots of good
questions we’re asking lots of good questions tough questions and even
questions tough questions and even
questions tough questions and even having the conversation that nobody’s
having the conversation that nobody’s
having the conversation that nobody’s ever had with them before where we can
ever had with them before where we can
ever had with them before where we can push back and challenge their thinking
push back and challenge their thinking
push back and challenge their thinking that’s how we differentiate we don’t
that’s how we differentiate we don’t
that’s how we differentiate we don’t differentiate with features benefits
differentiate with features benefits
differentiate with features benefits anymore we don’t differentiate by having
anymore we don’t differentiate by having
anymore we don’t differentiate by having a better price anymore we differentiate
a better price anymore we differentiate
a better price anymore we differentiate by having a valuable conversation about
by having a valuable conversation about
by having a valuable conversation about them and what’s going on and uncovering
them and what’s going on and uncovering
them and what’s going on and uncovering reasons why we might be able to help and
reasons why we might be able to help and
reasons why we might be able to help and then and then being able to ask whether
then and then being able to ask whether
then and then being able to ask whether they’ll not whether if we had a
they’ll not whether if we had a
they’ll not whether if we had a competitive price they’d consider
competitive price they’d consider
competitive price they’d consider but I said if they’re willing to spend a
but I said if they’re willing to spend a
but I said if they’re willing to spend a little bit more to do business with us
little bit more to do business with us
little bit more to do business with us in order to solve this problem that’s
in order to solve this problem that’s
in order to solve this problem that’s affecting them this way and costing them
affecting them this way and costing them
affecting them this way and costing them this much money right so we’re
this much money right so we’re
this much money right so we’re introducing costs in the context of the
introducing costs in the context of the
introducing costs in the context of the quantification of their problem right so
quantification of their problem right so
quantification of their problem right so it sounds like you know you gotta really
it sounds like you know you gotta really
it sounds like you know you gotta really understand your product and service
understand your product and service
understand your product and service really understand how it can help them
really understand how it can help them
really understand how it can help them and actually care about them right and
and actually care about them right and
and actually care about them right and actually try to have a conversation to
actually try to have a conversation to
actually try to have a conversation to figure out what’s best for them
figure out what’s best for them
figure out what’s best for them understand their needs and kind of craft
understand their needs and kind of craft
understand their needs and kind of craft it around that and showing that care
it around that and showing that care
it around that and showing that care really helps you stand out you bring out
really helps you stand out you bring out
really helps you stand out you bring out a great point there because as we’re
a great point there because as we’re
a great point there because as we’re asking these questions and having this
asking these questions and having this
asking these questions and having this conversation we are showing that we are
conversation we are showing that we are
conversation we are showing that we are listening which is different from what
listening which is different from what
listening which is different from what most salespeople do we’re showing that
most salespeople do we’re showing that
most salespeople do we’re showing that we care about them and their company and
we care about them and their company and
we care about them and their company and their plight which is different from
their plight which is different from
their plight which is different from what most salespeople do we’re making it
what most salespeople do we’re making it
what most salespeople do we’re making it about them which is different from what
about them which is different from what
about them which is different from what most salespeople do and through this
most salespeople do and through this
most salespeople do and through this conversation we’re demonstrating our
conversation we’re demonstrating our
conversation we’re demonstrating our expertise not because we’re talking
expertise not because we’re talking
expertise not because we’re talking about what we know because we’re asking
about what we know because we’re asking
about what we know because we’re asking the right questions and that helped
the right questions and that helped
the right questions and that helped helps us establish credibility so we
helps us establish credibility so we
helps us establish credibility so we differentiate ourselves in that way too
differentiate ourselves in that way too
differentiate ourselves in that way too and along the way because of this great
and along the way because of this great
and along the way because of this great conversation we’re building a
conversation we’re building a
conversation we’re building a relationship and we may end up at the
relationship and we may end up at the
relationship and we may end up at the end of this conversation with a better
end of this conversation with a better
end of this conversation with a better relationship than anybody else has with
relationship than anybody else has with
relationship than anybody else has with them right I love it Dave for people who
them right I love it Dave for people who
them right I love it Dave for people who are listening in and they want to learn
are listening in and they want to learn
are listening in and they want to learn more where can they learn about you oh
more where can they learn about you oh
more where can they learn about you oh all they have to do is Google Dave
all they have to do is Google Dave
all they have to do is Google Dave Carlin k you are l am and I’m sure they
Carlin k you are l am and I’m sure they
Carlin k you are l am and I’m sure they can find me very easily doing that they
can find me very easily doing that they
can find me very easily doing that they could also email me it’s D Curlin at
could also email me it’s D Curlin at
could also email me it’s D Curlin at Curlin associates com or they can visit
Curlin associates com or they can visit
Curlin associates com or they can visit my blog which is o.m.g like oh my god
my blog which is o.m.g like oh my god
my blog which is o.m.g like oh my god except it stands for objective
except it stands for objective
except it stands for objective management group hub OMG hub hu be calm
management group hub OMG hub hu be calm
management group hub OMG hub hu be calm awesome thank you so much for joining
awesome thank you so much for joining
awesome thank you so much for joining Dave look forward to talk to you soon
Dave look forward to talk to you soon
Dave look forward to talk to you soon great being on with you again Evan
great being on with you again Evan
great being on with you again Evan looking forward to the next one
looking forward to the next one
looking forward to the next one welcome back to the oven carmichael
welcome back to the oven carmichael
welcome back to the oven carmichael show– i believe in entrepreneurs I risa
show– i believe in entrepreneurs I risa
show– i believe in entrepreneurs I risa got asked a question by one of my
got asked a question by one of my
got asked a question by one of my YouTube followers Cindy who wrote in to
YouTube followers Cindy who wrote in to
YouTube followers Cindy who wrote in to say how can I give it all to my dreams
say how can I give it all to my dreams
say how can I give it all to my dreams how can something afraid of imperfection
how can something afraid of imperfection
how can something afraid of imperfection this is really important because as
this is really important because as
this is really important because as entrepreneurs you tend to have really
entrepreneurs you tend to have really
entrepreneurs you tend to have really great taste right you know what’s good
great taste right you know what’s good
great taste right you know what’s good you know what’s not good you’ve acquired
you know what’s not good you’ve acquired
you know what’s not good you’ve acquired this taste over years and years and
this taste over years and years and
this taste over years and years and years but your skills your abilities
years but your skills your abilities
years but your skills your abilities aren’t quite matching up to your taste
aren’t quite matching up to your taste
aren’t quite matching up to your taste yet the stuff that you create isn’t
yet the stuff that you create isn’t
yet the stuff that you create isn’t amazing it isn’t of that same caliber
amazing it isn’t of that same caliber
amazing it isn’t of that same caliber and so everything you create you think
and so everything you create you think
and so everything you create you think sucks you think has to be better think
sucks you think has to be better think
sucks you think has to be better think has to be perfect and that holds you
has to be perfect and that holds you
has to be perfect and that holds you back from continuing on what you have to
back from continuing on what you have to
back from continuing on what you have to understand is everything you learn is
understand is everything you learn is
understand is everything you learn is just like a skill and it gets better
just like a skill and it gets better
just like a skill and it gets better with practice and you have to practice
with practice and you have to practice
with practice and you have to practice and practice and practice and don’t
and practice and practice and don’t
and practice and practice and don’t compare yourself to where you want to be
compare yourself to where you want to be
compare yourself to where you want to be yet compare yourself to what you did
yet compare yourself to what you did
yet compare yourself to what you did last time and slowly you’ll close that
last time and slowly you’ll close that
last time and slowly you’ll close that gap so you’re close the gap between what
gap so you’re close the gap between what
gap so you’re close the gap between what you know is really good and what you can
you know is really good and what you can
you know is really good and what you can create and the challenge is so much
create and the challenge is so much
create and the challenge is so much often is riding on that I’m having that
often is riding on that I’m having that
often is riding on that I’m having that perfect product that perfect creation
perfect product that perfect creation
perfect product that perfect creation that if it doesn’t work out you feel
that if it doesn’t work out you feel
that if it doesn’t work out you feel like you’ve lost everything right you
like you’ve lost everything right you
like you’ve lost everything right you lose all meaning because you’ve lost
lose all meaning because you’ve lost
lose all meaning because you’ve lost your hope you’ve lost that dream project
your hope you’ve lost that dream project
your hope you’ve lost that dream project and so you’d rather do nothing then try
and so you’d rather do nothing then try
and so you’d rather do nothing then try because you know what you’re going to
because you know what you’re going to
because you know what you’re going to try is going to not be great and so
try is going to not be great and so
try is going to not be great and so understand that there’s that gap
understand that there’s that gap
understand that there’s that gap understand that you have really high
understand that you have really high
understand that you have really high tastes and really high expectations of
tastes and really high expectations of
tastes and really high expectations of yourself but you don’t have the skills
yourself but you don’t have the skills
yourself but you don’t have the skills and abilities yet and you can close that
and abilities yet and you can close that
and abilities yet and you can close that gap and you will close that gap but only
gap and you will close that gap but only
gap and you will close that gap but only through consistency and following
through consistency and following
through consistency and following through and practicing so it’s okay to
through and practicing so it’s okay to
through and practicing so it’s okay to suck at the start you’ll suck at
suck at the start you’ll suck at
suck at the start you’ll suck at anything at the start and every time you
anything at the start and every time you
anything at the start and every time you continue moving forward you’ll get
continue moving forward you’ll get
continue moving forward you’ll get better and better and better I have time
better and better and better I have time
better and better and better I have time for one last caller I have Tim on the
for one last caller I have Tim on the
for one last caller I have Tim on the line Tim where are you from and how can
line Tim where are you from and how can
line Tim where are you from and how can I help I’m from Colorado Springs
I help I’m from Colorado Springs
I help I’m from Colorado Springs Colorado and right the question I the
Colorado and right the question I the
Colorado and right the question I the question I have is on I’ve started doing
question I have is on I’ve started doing
question I have is on I’ve started doing corporate speaking gigs I translate my
corporate speaking gigs I translate my
corporate speaking gigs I translate my career as a firefighter and leadership
career as a firefighter and leadership
career as a firefighter and leadership and teamwork and firefighting to the
and teamwork and firefighting to the
and teamwork and firefighting to the corporate environment and kind of
corporate environment and kind of
corporate environment and kind of compare and contrast those two things
compare and contrast those two things
compare and contrast those two things and so the question I have is how do i
and so the question I have is how do i
and so the question I have is how do i how do I set pricing you know I’ve had
how do I set pricing you know I’ve had
how do I set pricing you know I’ve had people willing to pay 1500 to do it and
people willing to pay 1500 to do it and
people willing to pay 1500 to do it and I just I’ve read stuff that says you got
I just I’ve read stuff that says you got
I just I’ve read stuff that says you got to be at least 2,500 and I don’t I don’t
to be at least 2,500 and I don’t I don’t
to be at least 2,500 and I don’t I don’t know really how to price it so one it’ll
know really how to price it so one it’ll
know really how to price it so one it’ll it’s a great question and this is a
it’s a great question and this is a
it’s a great question and this is a classic kind of supplied the main issue
classic kind of supplied the main issue
classic kind of supplied the main issue if you have tons of space open and no
if you have tons of space open and no
if you have tons of space open and no gigs than that $1,500 cake looks pretty
gigs than that $1,500 cake looks pretty
gigs than that $1,500 cake looks pretty good if you’re kind of full up on those
good if you’re kind of full up on those
good if you’re kind of full up on those then you can start to you know give you
then you can start to you know give you
then you can start to you know give you know lose deals because you don’t care
know lose deals because you don’t care
know lose deals because you don’t care because you have you know more than
because you have you know more than
because you have you know more than enough it’ll often depend on the client
enough it’ll often depend on the client
enough it’ll often depend on the client which is what I found in the speaking
which is what I found in the speaking
which is what I found in the speaking that I do some clients you don’t have a
that I do some clients you don’t have a
that I do some clients you don’t have a very minimal budget and some clients
very minimal budget and some clients
very minimal budget and some clients will have a much larger budget you know
will have a much larger budget you know
will have a much larger budget you know for most of my speaking gigs it’s ten
for most of my speaking gigs it’s ten
for most of my speaking gigs it’s ten thousand dollars plus travel and
thousand dollars plus travel and
thousand dollars plus travel and accommodations and all of that stuff but
accommodations and all of that stuff but
accommodations and all of that stuff but not everybody can afford that and so if
not everybody can afford that and so if
not everybody can afford that and so if you’re dealing with an organization
you’re dealing with an organization
you’re dealing with an organization that’s smaller which I’ll often have you
that’s smaller which I’ll often have you
that’s smaller which I’ll often have you know a lot of entrepreneurs they don’t
know a lot of entrepreneurs they don’t
know a lot of entrepreneurs they don’t have a lot of money so I might take a
have a lot of money so I might take a
have a lot of money so I might take a speaking gig that’s for less money or
speaking gig that’s for less money or
speaking gig that’s for less money or for free because I really believe in
for free because I really believe in
for free because I really believe in what they’re doing and because my
what they’re doing and because my
what they’re doing and because my schedule permits it so what I try to do
schedule permits it so what I try to do
schedule permits it so what I try to do is when I get on a call with somebody I
is when I get on a call with somebody I
is when I get on a call with somebody I always asked what their budget is I
always asked what their budget is I
always asked what their budget is I always try to have them give me a little
always try to have them give me a little
always try to have them give me a little bit of information some clues and I’ll
bit of information some clues and I’ll
bit of information some clues and I’ll start at a high number and see what
start at a high number and see what
start at a high number and see what their reaction is I’ll start at my ten
their reaction is I’ll start at my ten
their reaction is I’ll start at my ten thousand dollars which is my preferred
thousand dollars which is my preferred
thousand dollars which is my preferred rate and then some people are like oh
rate and then some people are like oh
rate and then some people are like oh that’s way too high I can’t kind of come
that’s way too high I can’t kind of come
that’s way too high I can’t kind of come in or close to that I was thinking more
in or close to that I was thinking more
in or close to that I was thinking more like 1500 right and then just thinking
like 1500 right and then just thinking
like 1500 right and then just thinking okay does that fit you know do I like
okay does that fit you know do I like
okay does that fit you know do I like this organization this is going to be
this organization this is going to be
this organization this is going to be good for my brand do I want to help
good for my brand do I want to help
good for my brand do I want to help these people do I have it in my schedule
these people do I have it in my schedule
these people do I have it in my schedule the availability to do it or not and
the availability to do it or not and
the availability to do it or not and over time as you get better as you build
over time as you get better as you build
over time as you get better as you build a reputation you can charge more and
a reputation you can charge more and
a reputation you can charge more and more and more and more and more you know
more and more and more and more you know
more and more and more and more you know I my $10,000 that’s nowhere near the top
I my $10,000 that’s nowhere near the top
I my $10,000 that’s nowhere near the top of the spectrum at last question on that
of the spectrum at last question on that
of the spectrum at last question on that who do you approach in the in the core I
who do you approach in the in the core I
who do you approach in the in the core I mean you go out and sell yourself or do
mean you go out and sell yourself or do
mean you go out and sell yourself or do you wait for people to come to you
you wait for people to come to you
you wait for people to come to you because if I’m at the point where I got
because if I’m at the point where I got
because if I’m at the point where I got to go out and make my own contacts
to go out and make my own contacts
to go out and make my own contacts and I’m just wondering who’s the best
and I’m just wondering who’s the best
and I’m just wondering who’s the best person to approach in an organization
person to approach in an organization
person to approach in an organization for the ask honestly the best results
for the ask honestly the best results
for the ask honestly the best results I’ve had or through youtube I put my
I’ve had or through youtube I put my
I’ve had or through youtube I put my stuff on YouTube I posed two videos a
stuff on YouTube I posed two videos a
stuff on YouTube I posed two videos a day now you may not be able to do two
day now you may not be able to do two
day now you may not be able to do two videos a day and that’s cool but you
videos a day and that’s cool but you
videos a day and that’s cool but you know people want to see your if you’re a
know people want to see your if you’re a
know people want to see your if you’re a speaker YouTube is a great place to be
speaker YouTube is a great place to be
speaker YouTube is a great place to be because it’s a very visual medium right
because it’s a very visual medium right
because it’s a very visual medium right they want to see you speaking whether
they want to see you speaking whether
they want to see you speaking whether it’s in front of an audience or just you
it’s in front of an audience or just you
it’s in front of an audience or just you at your home or at the fire hall or
at your home or at the fire hall or
at your home or at the fire hall or wherever because there’s a lot of
wherever because there’s a lot of
wherever because there’s a lot of corporate people who are on YouTube or
corporate people who are on YouTube or
corporate people who are on YouTube or even on google searching for those
even on google searching for those
even on google searching for those topics right so you can you could do it
topics right so you can you could do it
topics right so you can you could do it you could do a session on leadership
you could do a session on leadership
you could do a session on leadership lessons from the fire hall as an example
lessons from the fire hall as an example
lessons from the fire hall as an example just pulling something out you people in
just pulling something out you people in
just pulling something out you people in corporate will be looking for leadership
corporate will be looking for leadership
corporate will be looking for leadership lessons you know and your video will pop
lessons you know and your video will pop
lessons you know and your video will pop up and if it’s good then they’re gonna
up and if it’s good then they’re gonna
up and if it’s good then they’re gonna see what else is on your channel say why
see what else is on your channel say why
see what else is on your channel say why I really like this Tim guy he’s got a
I really like this Tim guy he’s got a
I really like this Tim guy he’s got a really unique gangoh creative message
really unique gangoh creative message
really unique gangoh creative message they’re gonna reach out to you and want
they’re gonna reach out to you and want
they’re gonna reach out to you and want to do some kind of deal whether that’s a
to do some kind of deal whether that’s a
to do some kind of deal whether that’s a speaking opportunity whether it’s making
speaking opportunity whether it’s making
speaking opportunity whether it’s making a video for their channel whether it’s
a video for their channel whether it’s
a video for their channel whether it’s you know doing joining their sales calls
you know doing joining their sales calls
you know doing joining their sales calls with their team and motivating them
with their team and motivating them
with their team and motivating them whatever it is I have an agent I have I
whatever it is I have an agent I have I
whatever it is I have an agent I have I work with speaking houses I find the
work with speaking houses I find the
work with speaking houses I find the best result honestly have come just
best result honestly have come just
best result honestly have come just threw my youtube channel thank you look
threw my youtube channel thank you look
threw my youtube channel thank you look I have a tail so I need to expand what I
I have a tail so I need to expand what I
I have a tail so I need to expand what I do on the channel yeah I put at least
do on the channel yeah I put at least
do on the channel yeah I put at least one video a week on the channel I don’t
one video a week on the channel I don’t
one video a week on the channel I don’t know what you’re doing right now but at
know what you’re doing right now but at
know what you’re doing right now but at least one a week saying if you’re
least one a week saying if you’re
least one a week saying if you’re getting questions from corporate if you
getting questions from corporate if you
getting questions from corporate if you see like common questions you get asked
see like common questions you get asked
see like common questions you get asked at those engagements I would turn those
at those engagements I would turn those
at those engagements I would turn those into individual videos the think about
into individual videos the think about
into individual videos the think about the last speaking of you did and the
the last speaking of you did and the
the last speaking of you did and the questions you got from the audience you
questions you got from the audience you
questions you got from the audience you had ten questions turn it to those in
had ten questions turn it to those in
had ten questions turn it to those in the ten separate you know three to five
the ten separate you know three to five
the ten separate you know three to five minute videos on YouTube or vector one
minute videos on YouTube or vector one
minute videos on YouTube or vector one regular cool all right good luck yeah
regular cool all right good luck yeah
regular cool all right good luck yeah one for everybody listening in I get
one for everybody listening in I get
one for everybody listening in I get yourself out on social media it’s so
yourself out on social media it’s so
yourself out on social media it’s so easy to use its so free it’s where
easy to use its so free it’s where
easy to use its so free it’s where everybody’s attention is going these
everybody’s attention is going these
everybody’s attention is going these days and when somebody is doing a search
days and when somebody is doing a search
days and when somebody is doing a search for whatever your product or service is
for whatever your product or service is
for whatever your product or service is you want to be able to show up
you want to be able to show up
you want to be able to show up especially if you’re in a visual medium
especially if you’re in a visual medium
especially if you’re in a visual medium right you’re talking about being a
right you’re talking about being a
right you’re talking about being a speaker that’s such a visual medium you
speaker that’s such a visual medium you
speaker that’s such a visual medium you can’t you can’t do justice
can’t you can’t do justice
can’t you can’t do justice how good a speaker you are by writing an
how good a speaker you are by writing an
how good a speaker you are by writing an article right because the whole point of
article right because the whole point of
article right because the whole point of it is it’s visual they want to see you
it is it’s visual they want to see you
it is it’s visual they want to see you on stage doing your thing and so
on stage doing your thing and so
on stage doing your thing and so producing regular content on social
producing regular content on social
producing regular content on social media is a fantastic way to get exposure
media is a fantastic way to get exposure
media is a fantastic way to get exposure to get people to learn about you to grow
to get people to learn about you to grow
to get people to learn about you to grow your business to make partnerships you
your business to make partnerships you
your business to make partnerships you get speaking gigs to get corporate gigs
get speaking gigs to get corporate gigs
get speaking gigs to get corporate gigs everybody get on YouTube one video per
everybody get on YouTube one video per
everybody get on YouTube one video per week to grow all right it’s been another
week to grow all right it’s been another
week to grow all right it’s been another amazing show thank you guys so much for
amazing show thank you guys so much for
amazing show thank you guys so much for tuning in thank you again to my
tuning in thank you again to my
tuning in thank you again to my producers Daniela and Josh you guys rock
producers Daniela and Josh you guys rock
producers Daniela and Josh you guys rock and for we’re going to listen and
and for we’re going to listen and
and for we’re going to listen and continue to believe and I will see you
continue to believe and I will see you
continue to believe and I will see you soon
”
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