SPEAKER_00
Welcome to the Sell or Die podcast.
SPEAKER_00
I m your host, Jeffrey Gittler.
SPEAKER_00
Well, in this podcast, we re going to help you attract more qualified, unbelievable, ready to buy clients.
SPEAKER_00
And the one thing you re hoping for, blows more deals.
SPEAKER_00
It s time to sell or die.
SPEAKER_00
Diehards, we have Brandon Steiner here today, and he s going to talk about sports, business, and money.
SPEAKER_00
Three things that everybody likes or loves.
SPEAKER_00
Nobody doesn t like money.
SPEAKER_00
Nobody doesn t like business.
SPEAKER_00
And almost nobody doesn t like sports.
SPEAKER_00
Every once in a while, I ll ask somebody, you know, what team do you support?
SPEAKER_00
Who s your favorite team?
SPEAKER_00
And they go, I m not really a sports fan.
SPEAKER_00
I don t even want to talk to them because they don t understand
SPEAKER_00
the emotion that s involved in wanting to win.
SPEAKER_00
Before I just start talking about Brandon, I go to a football bar on Sunday called Steamers.
SPEAKER_00
There s about 300 people there.
SPEAKER_00
The food is mediocre, but they re all Eagles fans.
SPEAKER_00
They re all Eagles fans.
SPEAKER_00
So when we score, the whole bar stands up and screams the Eagles fight song, Fly Eagles Fly.
SPEAKER_00
It is the best atmosphere.
SPEAKER_00
It s as good as being at the game, because there s screens all over.
SPEAKER_00
There s like 100 screens all over the place, big screens.
SPEAKER_00
And everybody has Eagles gear on.
SPEAKER_00
And I m in Charlotte, North Carolina.
SPEAKER_00
The fans are there.
SPEAKER_00
Who are you a fan of?
SPEAKER_00
And I want you to think about, as a diehard, who are you a fan of?
SPEAKER_00
Or if you re somewhere around the world, what team do you support?
SPEAKER_00
That s big.
SPEAKER_00
And bigger is a person who can put you in front of those people.
SPEAKER_00
And that s Brandon Steiner.
SPEAKER_00
He is one of the, one of, if not the premier sports memorabilia guy in the world.
SPEAKER_00
And he understands it from the standpoint of he makes friends with players.
SPEAKER_00
not just gets him for money, but he makes friends with those and has a lifetime relationship.
SPEAKER_00
Please welcome the great Brandon Steiner.
SPEAKER_01
Well, thanks.
SPEAKER_01
Thanks for having me.
SPEAKER_01
And Jeff, that s a bar that I won t be going to.
SPEAKER_01
I m just trying to make sure I get the spelling of that name.
SPEAKER_01
That s a shit ass bar.
SPEAKER_01
You love when your team s doing well, though.
SPEAKER_01
It s funny how cities just sit, you know, you don t realize the value when your team does well, how much money and what derives restaurants, bars, sporting goods stores.
SPEAKER_01
The whole city gets lifted up when your team s doing well.
SPEAKER_01
It s nice to see Philadelphia between the Phillies and between the Eagles, you know, they re doing really well.
SPEAKER_01
It helps your city, the morale, everything.
SPEAKER_01
So, you know, sports is like a religion.
SPEAKER_01
It s a beautiful thing.
SPEAKER_01
You know, what s crazy, too, by the way, you said, you know, if you don t know if so many women over the last 10, 15 years, their biggest sports fans, the men, the men.
SPEAKER_01
Oh, yeah.
SPEAKER_01
Huge lift.
SPEAKER_01
Because women were always on the outside, they d watch a game here or there.
SPEAKER_01
I m sitting at a game and a woman s like, she s telling me how this is going to go down.
SPEAKER_01
Can you believe that?
SPEAKER_01
He just threw a curveball in that situation.
SPEAKER_01
And we used to do one-on-one.
SPEAKER_01
We used to do football for women one-on-one on a Monday night.
SPEAKER_01
And now it s like, you always have to do that for the men.
SPEAKER_01
The women are just, and you go to an event, it s almost 50-50 now, women and men.
SPEAKER_00
So it s how they all have gear on.
SPEAKER_00
They all have gear on, everybody.
SPEAKER_00
It started with the Cubs.
SPEAKER_00
The Cubs have fans that come out of the woodwork and they all have gear and they re all standing out.
SPEAKER_00
The bars around Wrigley are just crowded all the time.
SPEAKER_00
And the challenge that you have, and to me it is, who can spend the most money?
SPEAKER_00
Because my daughters will send me Eagles gear.
SPEAKER_00
Dad, I saw this and thought you might like it.
SPEAKER_00
You know, they know my size, they see the thing.
SPEAKER_00
And so I have like 10 pieces of Eagles gear in there from my kids.
SPEAKER_00
That s the whole deal.
SPEAKER_01
I see that ugly vest you re wearing.
SPEAKER_01
I actually, when I think of sending you stuff, it s usually stuff I m about to throw out, but that s Phillies or Eagles.
SPEAKER_01
But if people are spending, that s good too.
SPEAKER_01
That s an ugly vest.
SPEAKER_01
I m just going to put it out there, but that s fine.
SPEAKER_00
Let me share something with you, Diehard, that you may not know.
SPEAKER_00
Brandon Steiner starts his day giving.
SPEAKER_01
Is that true?
SPEAKER_01
That s true.
SPEAKER_00
Who can I send something to today that will feel good about what I get?
SPEAKER_01
I was at a dinner last night, and that s exactly what I m going to do this morning.
SPEAKER_01
There s two donations I m going to make to Bronx communities to help kids get them off the street and play sports.
SPEAKER_00
Good.
SPEAKER_00
That s cool.
SPEAKER_00
I m going to share with you my lifetime Brandon Steiner gift.
SPEAKER_00
What s that?
SPEAKER_00
One day I get in the mail, a picture of Mariano Rivera, arguably the greatest closer in the history of sports.
SPEAKER_00
And it says to Jeffrey from one closer to another.
SPEAKER_00
Now I could not in the history of Gitterberg, I could not have asked for anything more significant or more emotionally attached to me.
SPEAKER_00
And I didn t ask for it.
SPEAKER_00
He gave it.
SPEAKER_00
What can you do for your customer?
SPEAKER_00
What can you give them that will sit on their desk forever?
SPEAKER_00
or hang on their wall forever.
SPEAKER_00
This is only going to be on my wall till I die.
SPEAKER_01
Jeff, I always say it s not who you know, and it s not what you know, but it s what you know about who.
SPEAKER_01
And I think when you do that, it s not what you know, not who you know, but what you know about who, which really leads you to a beginning of a relationship when you start doing that work.
SPEAKER_01
And then if you get something that s meaningful to someone, whatever it may be, if it s a box of chocolate chip cookies because they love chocolate chip cookies from this cookie maker in this small little town that you re visiting maybe, it s that you recognize and see that person as a person other than just the business you want to do with them.
SPEAKER_01
It means the world.
SPEAKER_00
I agree.
SPEAKER_00
Now the cookies are gone in a week, but the picture of Mariano stays for years.
SPEAKER_00
That s 15 years ago.
SPEAKER_00
Yeah.
SPEAKER_00
So let me throw this at you.
SPEAKER_00
Does it have to be a sports person?
SPEAKER_00
No.
SPEAKER_00
This is a guy named Hillel Presser who sent me a Steve Jobs business card for my birthday because he knows Steve Jobs is my idol.
SPEAKER_00
And so I call Hillel once a week.
SPEAKER_00
I ve had this for about five years.
SPEAKER_00
I call Hillel once a week to thank him.
SPEAKER_00
I don t know what to do.
SPEAKER_00
And he s a lawyer.
SPEAKER_00
He s an asset protection lawyer.
SPEAKER_00
He s just a great guy.
SPEAKER_00
We re pals.
SPEAKER_00
He s a nice Jewish boy.
SPEAKER_00
We all hang together.
SPEAKER_00
But what an emotional mark he made on me.
SPEAKER_00
And I walk by my desk and see it every day that I m home, every day.
SPEAKER_00
And I don t think, oh, there s my Steve Jobs business card.
SPEAKER_00
I think Hillel, the guy who gives it to you.
SPEAKER_00
I look at that.
SPEAKER_00
I don t think of Mariana Rivera.
SPEAKER_00
I think Brandon Steiner.
SPEAKER_00
So Brandon is giving you
SPEAKER_00
this idea today.
SPEAKER_00
Talk about a couple of the things that you send to people.
SPEAKER_01
You know, first of all, you got a lot of people look as gifting as a task.
SPEAKER_01
And it s a it s a box checker.
SPEAKER_01
I got to get somebody a gift.
SPEAKER_01
I find joy in getting people cool stuff.
SPEAKER_01
And I m constantly looking for cool stuff and taking the cool stuff.
SPEAKER_01
So as each day comes, I have cool stuff at my fingertips.
SPEAKER_01
So you know, I ll send you a ball that just met you.
SPEAKER_01
Hey, I want to get the ball rolling.
SPEAKER_01
Or I ll send you a ball signed by a pitcher in the city that you live in, not signed by the biggest name, and say, I hope you re looking forward to my pitch.
SPEAKER_01
Or I ll send you a hockey puck and say, we have the same goal in common.
SPEAKER_01
Or I ll send you a box of boxing gloves and say, I m going to fight for your business.
SPEAKER_01
Or if I send you a signed baseball bat, I m looking forward to hitting more home runs next year with you.
SPEAKER_01
And I ll just do a simple back customized with your name on it, or I may get a home run hitter to sign it, you know, that kind of thing.
SPEAKER_01
You know, I m always thinking out of the box of what I could send, and I m trying to be creative and do it.
SPEAKER_01
Like, I take broken hockey sticks from different teams, and I make ice scrapers out of it.
SPEAKER_01
And two or three days before I know it s going to snow, I say, look, I was going to throw out these hockey sticks.
SPEAKER_01
but I figure it s going to snow.
SPEAKER_01
You may need these.
SPEAKER_01
I know you re a hockey fan.
SPEAKER_01
So here s an ice scraper for when it snows and you get it the day before.
SPEAKER_01
You got this, you got this hockey stick.
SPEAKER_01
You know, it s pretty cool.
SPEAKER_01
So, you know, you just got to be creative with stuff, you know, gifting.
SPEAKER_01
You don t want to overdo it.
SPEAKER_01
Yeah.
SPEAKER_01
I don t want people to feel like.
SPEAKER_01
Oh my God, he got me this.
SPEAKER_01
What s he expecting back?
SPEAKER_01
I want somebody to know I see you.
SPEAKER_01
Like you re a great closer.
SPEAKER_01
You taught me a lot about sales and closing it in your talks over the years.
SPEAKER_01
So I knew when I was with Mariano, who doesn t really write stuff like that often, by the way, but I asked him to do me a favor because you re the ultimate salesman.
SPEAKER_01
That s, you re known for all your books.
SPEAKER_01
So for one closure or another, we hit home.
SPEAKER_01
And I think you want to send something that hits home that has a connection to someone because it means that I see you and that you re not just another number.
SPEAKER_01
Sending a bottle of wine or a box of popcorn, I never understood it.
SPEAKER_01
I mean, it just doesn t make sense to me.
SPEAKER_01
I ll tell you one more thing also about the gifting thing.
SPEAKER_01
Don t send your Christmas gift that gets there a week before Christmas.
SPEAKER_01
My gifts get there, I m a first gift giver.
SPEAKER_01
My shit s coming at Thanksgiving.
SPEAKER_01
I m thankful for the business, happy holidays.
SPEAKER_01
I want my gift to get there first.
SPEAKER_01
If it gets there in the middle of December with all the other gifts, you don t even remember who got you what.
SPEAKER_01
I want my gift to be there early, I want it to be first, and I want it to be thoughtful.
SPEAKER_00
The diehards that are listening or watching, John Rulon wrote a book called Giftology, and he recommends it was never a gift on Christmas.
SPEAKER_00
So, just be aware.
SPEAKER_00
Good guy.
SPEAKER_00
Great guy, actually.
SPEAKER_00
Good friend of mine.
SPEAKER_00
Great book.
SPEAKER_00
The whole, yeah, yeah, the whole gifting thing is all about making an emotional impact.
SPEAKER_00
What can you do to this person that makes an emotional impact that they save forever?
SPEAKER_00
And they, when they, if it s a book for their new kid, their newborn kid, I send little engine that could, and I autograph it.
SPEAKER_00
And I say, this is not just book for a kid.
SPEAKER_00
It s a philosophy for a lifetime and they ll never throw it away.
SPEAKER_01
You know where I learned this from, Jeff?
SPEAKER_01
You know where I learned this from?
SPEAKER_01
Where?
SPEAKER_01
I m a 12-month gift giver.
SPEAKER_01
I was in California.
SPEAKER_01
My friend was a production assistant for Steven Spielberg.
SPEAKER_01
He said, Steven s out of town.
SPEAKER_01
Come over at Amblin, where I work.
SPEAKER_01
We can hang out in his office.
SPEAKER_01
We ll watch Monday Night Football in the theater, where he watches movies.
SPEAKER_01
This is going to be great.
SPEAKER_01
So we re walking around.
SPEAKER_01
He s giving me a tour.
SPEAKER_01
Office, the place was really impressive.
SPEAKER_01
It was just amazing what he had built.
SPEAKER_01
And he takes me in his office and he shows me this room.
SPEAKER_01
I mean, it s huge.
SPEAKER_01
And I, what is going, is this like the carbon store?
SPEAKER_01
He goes, cause it was every kind of gift you can imagine.
SPEAKER_01
Right.
SPEAKER_01
And it wasn t Christmas time.
SPEAKER_01
It was like in October.
SPEAKER_01
And he goes, Steven buys gifts, 12 months a year.
SPEAKER_01
He s trying to develop relationships with people that are really important.
SPEAKER_01
And he wants to have the best of the best stuff available.
SPEAKER_01
So when he meets somebody or he wants to thank somebody.
SPEAKER_01
He doesn t have to start thinking about it.
SPEAKER_01
He just goes in the closet and finds something that fits and sends it out.
SPEAKER_01
12 months a year.
SPEAKER_01
You re dealing with guys like Tom Hanks, Harrison Ford, big names.
SPEAKER_01
You can t just send them anything.
SPEAKER_01
It has to be something really thoughtful and unique.
SPEAKER_01
And when he sees something unique anywhere in the world, any catalog, and there it was.
SPEAKER_01
I mean, just a ton of stuff.
SPEAKER_01
And he goes, you re just constantly sending out gifts to thank people to either initiate a relationship or to be thankful and show gratitude for one.
SPEAKER_01
And those are the two things you want to think about with gifting is you want to initiate a relationship, start one.
SPEAKER_01
It s sending a thoughtful gift or show gratitude and appreciation for your relationship.
SPEAKER_01
You want to continue to go forward is a great way to think about how you gift to people.
SPEAKER_00
So it can also be a thank you, a simple thank you.
SPEAKER_00
The ball on my desk, one of the balls on my desk is signed by the staff of the hotel of the Burbank Hilton thanking me for their talk.
SPEAKER_00
It still sits on my desk.
SPEAKER_00
That talk was 15 years ago.
SPEAKER_00
So think about, you know, I did a training for the Yankees and they sent me a thank you note on the ball, on the Yankees ball.
SPEAKER_00
It s totally cool.
SPEAKER_00
There s so many things you can do for cheap.
SPEAKER_00
Yeah.
SPEAKER_00
Take a bottle of Patron.
SPEAKER_00
I don t know how much that costs, but probably 30 bucks or 40 bucks, maybe 50 bucks versus a baseball signed by a pitcher.
SPEAKER_00
That s not a lot of money, but it s this guy s favorite player.
SPEAKER_00
I mean, you know, the tequila is gone in a week, maybe in a night, but the guys drink tequila to begin with.
SPEAKER_00
Yeah, it s true.
SPEAKER_00
Don t send me what you want.
SPEAKER_00
Send me what I want.
SPEAKER_01
Exactly.
SPEAKER_01
I just well, I m happy when people send me liquor, but it pisses me off because I don t really drink but my kids love me for it.
SPEAKER_01
I sent all that.
SPEAKER_00
So I ll call a hotel in advance because I m high level Marriott and a high level Hilton for life.
SPEAKER_00
because I ve stayed in thousands of nights.
SPEAKER_00
I call the general manager, I say, don t put your crap in my room to welcome me.
SPEAKER_00
Put my crap in there.
SPEAKER_00
I want pineapple.
SPEAKER_00
I want raspberries.
SPEAKER_00
I want bottled water and not your crap.
SPEAKER_00
And I get it every time.
SPEAKER_00
But they don t think to call me and go, Jeffrey, what do you want?
SPEAKER_00
You know, you re a lifetime diamond.
SPEAKER_00
What do you want?
SPEAKER_01
Let me actually put it, let me put it a little bit of a different framework.
SPEAKER_01
What hotel do you go to that you get two warm cookies when you walk in?
SPEAKER_00
DoubleTree.
SPEAKER_01
Thank you.
SPEAKER_01
DoubleTree gives out 75,000 cookies a day.
SPEAKER_01
Wow.
SPEAKER_01
37% of the people talk about it, post about it.
SPEAKER_01
You don t see a lot of DoubleTree hotels, but people love getting those two warm cookies.
SPEAKER_01
It s remarkable, it s replicable, it s reachable, it s replicatable.
SPEAKER_01
You can do it all the time.
SPEAKER_01
What s the thing out there that you re selling that you can gift that s remarkable, replicable, reachable?
SPEAKER_01
You don t have to spend a lot of money.
SPEAKER_01
Those two cookies don t cost a lot, but they re warm, you come in, you get them, you re really happy.
SPEAKER_01
And that s why I look at it with my dirt, where I send these small little gifts.
SPEAKER_01
I can do it all the time if people remember me by it.
SPEAKER_00
I have your dirt.
SPEAKER_00
It s funny.
SPEAKER_00
I they re on another desk.
SPEAKER_00
I don t leave the screen right now.
SPEAKER_00
But I have a coaster by my computer for coffee and it s don t fuck up the table.
SPEAKER_00
Okay, so I have a client coming in from who does curbs for air conditioners.
SPEAKER_00
And I have a cup by my desk and I leave to go to the bathroom and this woman comes over and puts her coaster on top of my coaster.
SPEAKER_00
And so I come back from the bathroom, I lift my cup up and I see her coaster on there.
SPEAKER_00
I have to keep it there.
SPEAKER_00
I have to keep it there.
SPEAKER_01
me think of her every freaking day that I have a cup of coffee by my computer.
SPEAKER_02
So getting people to think about you when you re not with them is remarkable.
SPEAKER_01
Yeah, that s it.
SPEAKER_01
Who s top of mind so that when they do need you, you re right there.
SPEAKER_01
And right now you re in a position where you re constantly have to die hard.
SPEAKER_01
You send like emails that are bullshitting emails about the offer that you re making this week or the thing that s happening.
SPEAKER_01
I want you to send me something where I think of you
SPEAKER_01
Not you re emailing me.
SPEAKER_01
That s the whole deal.
SPEAKER_01
And there s people in my life.
SPEAKER_01
I can t not think of them because of what they ve done for me.
SPEAKER_01
Cannot not think of them.
SPEAKER_01
So I m throwing it at you.
SPEAKER_01
This is, uh, you know, what are you going to, what are you going to do?
SPEAKER_02
It s everything.
SPEAKER_02
It s everything.
SPEAKER_02
We were talking about you last night.
SPEAKER_01
Yeah.
SPEAKER_02
No brand.
SPEAKER_02
We were talking about you last night.
SPEAKER_02
I m like, wow.
SPEAKER_02
How cool is that?
SPEAKER_02
I m not even there.
SPEAKER_02
They re 10,000 miles away.
SPEAKER_02
And we re talking about something that I d sent him or something I did with them.
SPEAKER_02
That s the remarkable thing that you re striving for.
SPEAKER_02
And that s how you make money while you re sleeping.
SPEAKER_02
When other people are talking about you, you re not even pitching them, you re not even selling them.
SPEAKER_02
But in order to do that, you got to fill your, you got to give up your, you got to do things.
SPEAKER_02
You got to think of other people and you got to care about other people.
SPEAKER_02
And you got to do these things, not at the traditional times, but all the time.
SPEAKER_01
You have to know about people.
SPEAKER_01
You have to understand who they are, what grabs them emotionally.
SPEAKER_01
Because if you don t grab them emotionally, you lose.
SPEAKER_01
You literally freaking lose.
SPEAKER_01
Because you re going to lose because they re going to ask for three bids.
SPEAKER_01
And if your bid s not the lowest, they re going to take a lower price.
SPEAKER_01
I want people to buy your price and you make your profit.
SPEAKER_01
That s the deal.
SPEAKER_02
If people love you, they ll pay a little more.
SPEAKER_02
If they love you and are connected with you, they re going to stay with you because they like you, trust you, and love you.
SPEAKER_02
So when you re doing your business, leave with love.
SPEAKER_02
At the end of the day, just doing a good job and having a good product is not enough.
SPEAKER_02
It s not enough to create loyalty.
SPEAKER_02
It may be enough to get you that deal done on that day, but it won t create loyalty just doing a good job, having a good product.
SPEAKER_02
You got to do more than that if you want to have a customer turn into a fan for life.
SPEAKER_02
I m in the fan business, Jeff.
SPEAKER_02
I want fans, not customers.
SPEAKER_02
I want people to like, I really like that guy.
SPEAKER_02
He s a good dude.
SPEAKER_02
And I love working with him.
SPEAKER_01
I m going to show you two other things that are on my desk.
SPEAKER_01
And I can t mention the name of people that gave it to me, but I m a big Bugs Bunny fan.
SPEAKER_01
I have all kinds, I ve seen 650 of the 750 cartoons that Warner Brothers made.
SPEAKER_01
I have all kinds of stuff signed by Chuck Jones, every drawing, everything you can think of, thousands and thousands of dollars worth of
SPEAKER_01
Warner Brothers memorabilia.
SPEAKER_01
This guy sends me this thing called Fig Pin.
SPEAKER_01
And it s a pin of Bugs Bunny.
SPEAKER_01
And it s cool as hell.
SPEAKER_01
It s cute.
SPEAKER_01
20 bucks.
SPEAKER_01
It s 20 bucks.
SPEAKER_01
And he tops it.
SPEAKER_01
Who s your favorite guitar player?
SPEAKER_01
I said, I don t know.
SPEAKER_01
I m a big lead guitar guy.
SPEAKER_01
You know, I m
SPEAKER_01
I m ACDC, I m Pink Floyd.
SPEAKER_01
He sends me a frickin  Angus Young pin from ACDC.
SPEAKER_01
And the song that I love, It s a Long Way to the Top If You Wanna Rock and Roll, is an earmark for sales.
SPEAKER_01
It s a long way to the top if you wanna rock and roll, because most salespeople are mediocre.
SPEAKER_01
and they don t have the inspiration.
SPEAKER_01
Brandon sends inspiration on a daily basis to other people so that they will be inspired to, not just to think about Brandon, but to think about themselves.
SPEAKER_01
Huge.
SPEAKER_02
Did you see, Jeff, did you see there s a thing, you know, Bob Knight, who s a close friend, just passed away.
SPEAKER_02
I just learned so much from Bob.
SPEAKER_02
And one of the stories he talks about is, you know, he took this, he had this basketball class and the kids come in the class, he goes, well, coach, how do you motivate people?
SPEAKER_02
So he goes into the class and he finds a kid that s a little heavy set, a little short, and he takes a $20 bill out of his pocket and puts it on the top of the door.
SPEAKER_02
He says, I want you to jump up.
SPEAKER_02
Well, first he goes, I want you to jump up and see how high you can reach.
SPEAKER_02
And the kid jumps up, and he can t touch the spot.
SPEAKER_02
And then he puts the $20 bill on the spot he wants him to touch.
SPEAKER_02
And the kid goes back and jumps up and grabs the $20 bill.
SPEAKER_02
He goes, that s how you coach.
SPEAKER_02
You find out how to motivate people and get the most out of people.
SPEAKER_02
And I think that people misunderstand.
SPEAKER_02
The job as a leader is to find a way to get the best out of your people.
SPEAKER_02
and to motivate them, not just tell them what to do, but to show them what they can do.
SPEAKER_02
And I think that s a big part of leadership that I think we re missing these days, that people are remote, they re not connected always, but you ve got to find ways to reach people and motivate them.
SPEAKER_02
And I think that s a critical component.
SPEAKER_02
You have the gifting, but the personal contact that you have with people, whether it s via Zoom, like we re doing now, or in person, you ve got to find ways to touch people.
SPEAKER_02
And sometimes it s a gift that you do it even with your own salespeople, even with people on your team.
SPEAKER_02
You can t think of just gifting just for people that you want to make more money on because good friends and people you re associated with, they lead you to business too.
SPEAKER_02
It s all connected.
SPEAKER_01
Correct.
SPEAKER_01
Or they re an influencer that can get you the business.
SPEAKER_01
Two quick Bob Knight facts for me.
SPEAKER_01
One is he was emotional and passionate and driven as a coach to win.
SPEAKER_01
World needs more coaches like Bob Knight, totally.
SPEAKER_01
And second fact, he never recruited a player more than four hours away because he wanted their parents to come to the game.
SPEAKER_02
I told you that.
SPEAKER_02
But also, I ll tell you something about Bob.
SPEAKER_02
Now, you know, we went to we went to the garden one night.
SPEAKER_02
He was doing the game for ESPN.
SPEAKER_02
And he says, Brian, I got a whole boatload of stuff.
SPEAKER_02
And can you help me sell it?
SPEAKER_02
I said, Yeah, he goes, I m in love it.
SPEAKER_02
I ll give you two weeks to come.
SPEAKER_02
If not, I m throwing it out.
SPEAKER_02
I get I get I get to the airport.
SPEAKER_02
He picks me up, drops me off the hotel.
SPEAKER_02
You see that bench over there?
SPEAKER_02
I m gonna come pick you up at eight o clock.
SPEAKER_02
If you re here at eight on one, just go to the bellman ask for direction.
SPEAKER_02
You can walk to my house.
SPEAKER_01
Yeah, yeah.
SPEAKER_02
So I go to his house.
SPEAKER_02
And a long story short, he was a crazy collector.
SPEAKER_02
And
SPEAKER_02
We sold his rings to Mark Cuban and everything.
SPEAKER_02
It was great.
SPEAKER_02
But in his room, in his one room, there s hundreds of books.
SPEAKER_02
A lot of war books and then every basketball book you ever imagined, Jess.
SPEAKER_02
Every basketball book.
SPEAKER_02
And this is something I learned from you too, by the way.
SPEAKER_02
I still have your book from 1929, The Failed Book.
SPEAKER_02
He s got hundreds of basketball books.
SPEAKER_02
And I go, Bob, you read these books?
SPEAKER_02
I mean, you should have Dean Smith, this one, that one.
SPEAKER_02
I started looking through the books that are highlighted, Marty.
SPEAKER_01
Yeah, yeah, yeah.
SPEAKER_02
Here s the greatest coach maybe of all time.
SPEAKER_02
And he s a dog without a bone trying to learn, trying to get an edge, trying to grill, grill, grab something to give him a little extra edge.
SPEAKER_02
And the great ones are learners.
SPEAKER_02
They re constantly looking to learn.
SPEAKER_02
They re constantly looking to grow.
SPEAKER_02
And that s something I learned from you too.
SPEAKER_02
You always had a lot of books.
SPEAKER_02
I still have my red book that you gave me from 1920.
SPEAKER_02
I read in my bookshelf with the same principles a hundred years ago from that milk company.
SPEAKER_02
I don t know if you remember the book.
SPEAKER_02
A hundred years ago is the same principles we re talking about today.
SPEAKER_02
So outrageous.
SPEAKER_01
That s crazy.
SPEAKER_01
But it s accurate.
SPEAKER_01
My library is full of treasures, but it s also full of books that I ve read that taught me, literally from 1850, how to be a better person.
SPEAKER_01
And that automatically makes you a better salesperson.
SPEAKER_01
Just think about that.
SPEAKER_01
Diehard.
SPEAKER_01
You re listening to this incredible episode, but more important than that,
SPEAKER_01
You re trying to gain that one or two things that you can take away.
SPEAKER_01
Please get to know people personally so you can do something that s memorable.
SPEAKER_01
And please stay a student.
SPEAKER_01
You do those two things, you re going to win.
SPEAKER_01
You don t do those two things, you re not going to win.
SPEAKER_01
Or you re going to lose to somebody who s already doing that.
SPEAKER_01
That s critical piece.
SPEAKER_02
I always say happiness resides on the crossroads of gratitude and growth.
SPEAKER_02
If you re not growing and you don t have gratitude on a daily basis, then you re probably not that happy.
SPEAKER_02
And I always call it, you want to be a rose, your rate of self-efficient, your rate of self-effectiveness.
SPEAKER_02
So you start thinking about, well, this person s not doing this.
SPEAKER_02
How are you getting better?
SPEAKER_02
How are you growing?
SPEAKER_02
If you re growing and learning and getting better, whatever it is, you re probably a relatively happy person.
SPEAKER_02
That s why we re here.
SPEAKER_01
We re going to have another episode, Brandon and I are going to do another episode because he, if you know the history of Brandon Steiner, you know that he has remarkable successes and challenges.
SPEAKER_01
And those challenges happen in New York City where people are not challenged intellectually, they re challenged with their wallet, they re challenged with their personality, they re challenged with their business.
SPEAKER_01
I m going to say that there s a lot of people that don t do it the right way.
SPEAKER_01
I think that s the easiest way to do it.
SPEAKER_01
I sat with the CEO of HarperCollins one day, and I said, you know, all people in publishing at the top are liars and whores.
SPEAKER_01
And he goes, well, yeah, but they admit it.
SPEAKER_01
They re no goodniks.
SPEAKER_01
And Brandon has come through arguably one of the most challenging times of his life as he s in the 60s and emerged not just victorious, but
SPEAKER_01
happy victorious.
SPEAKER_01
So, we ll have another episode about that, about what happens when somebody does wrong things to you, and what do you have to do to make it right?
SPEAKER_01
Because you can lie in the gutter, whine, complain, or you can rebuild and triumph.
SPEAKER_01
And I think that s an excellent story.
SPEAKER_01
I think that the title of his book should be, Fuck Me?
SPEAKER_01
No, no, no, no, no.
SPEAKER_01
Fuck You.
SPEAKER_02
I m a happy guy growing a brand new business.
SPEAKER_02
It s hard not to have my Steiner name, but now it s collectible change.
SPEAKER_02
But, you know, so it s been a blessing because I could, I just much more reachable and I m able to do this dream that I had 20 years ago that was putting on the back shelf and I didn t realize how dusty it was getting.
SPEAKER_02
And then, you know, sometimes you just got to blow up what you got to make room for the next thing, but it s painful, Jeff, when it gets blown up.
SPEAKER_02
But then when you clear the way and everything, there s a nice little rainbow waiting.
SPEAKER_01
Oh, yeah.
SPEAKER_01
Yeah, the rainbow s good.
SPEAKER_01
Especially if you can... What we need to do, Brandon, is hang out in Paris for a couple days and wait for the rain.
SPEAKER_02
Yeah.
SPEAKER_02
You love Paris.
SPEAKER_02
My wife s going in next week, and then I ll meet her in Switzerland because I ve done the Paris thing.
SPEAKER_02
But I ll let her spend all the money and have some fun.
SPEAKER_01
I can get... Don t put her on the phone with me.
SPEAKER_01
I ll give her too many hints.
SPEAKER_01
Yeah, I m sure.
SPEAKER_02
But I m ready to sell that collection you got back there.
SPEAKER_02
No problem.
SPEAKER_02
Anytime.
SPEAKER_02
Just an FYI.
SPEAKER_01
I understand.
SPEAKER_01
This is good.
SPEAKER_02
It s a good start, man.
SPEAKER_02
We got to get together.
SPEAKER_02
There s a lot of lessons to share with your audience.
SPEAKER_02
You know, I m a big fan of yours.
SPEAKER_02
So hopefully this was helpful, but you know, there s a lot of good lessons to be learned when you get to restart the reboot, which is what a lot of people want to do.
SPEAKER_02
And, and, you know, getting reboot and getting reset and getting refired up is such an important element, especially as you get older, you keep thinking that maybe you don t have it, but you do and you can, it s never too late to be and do the things you want to do.
SPEAKER_02
You just got to get reset, get your mind right.
SPEAKER_01
I m going to call Harvey and ask him to come out to the reunion.
SPEAKER_01
You should.
SPEAKER_01
I don t I don t know.
SPEAKER_01
I have to check my calendar and see if I m OK to do it.
SPEAKER_01
But if I can, maybe he ll you know, we ll see.
SPEAKER_01
It d be fun.
SPEAKER_02
You know, so it s good.
SPEAKER_02
Yeah.
SPEAKER_01
Diehards, we re going to leave Brandon right now.
SPEAKER_01
Great episode.
SPEAKER_01
Find something personal, do something memorable and the collectible exchange.
SPEAKER_01
We re going to put his stuff in the notes.
SPEAKER_01
So if you need to buy something, you might want to buy it from Brandon and see if we can get you a couple of customers as a result of that.
SPEAKER_01
And Brandon, you take care of yourself.
SPEAKER_01
Diehard, go make a sale, even if your ass falls off.
SPEAKER_01
Cheers.
SPEAKER_00
Thanks for listening to the show.
SPEAKER_00
Don t forget to like, share.
SPEAKER_00
Yeah, share with both your friends.
SPEAKER_00
And subscribe to the podcast.
SPEAKER_00
And remember, we have a free 22 day sales challenge.
SPEAKER_00
Just go to gator.com slash sales challenge to start you on your way.