SPEAKER_01
And the CRM that they use doesn t help them make a sale.
SPEAKER_00
That s right.
SPEAKER_00
There s no battle cards in that CRM, but there is in the sales machine.
SPEAKER_01
Good.
SPEAKER_01
OK, so let s figure that we can play together because you re going to want my material in your machine, correct?
SPEAKER_01
Oh, come on.
SPEAKER_01
Hundred percent.
SPEAKER_01
OK.
SPEAKER_01
And I m on this end of the world.
SPEAKER_01
I m on the end of the world where people have their head up their ass.
SPEAKER_01
This is a pretty interesting time in the world.
SPEAKER_01
I ll just say that.
SPEAKER_01
Absolutely.
SPEAKER_01
safer place than we are.
SPEAKER_00
That s right.
SPEAKER_00
A hundred percent.
SPEAKER_01
I m here with my library.
SPEAKER_01
I have about 11,500 books in my library, and I m pretty much dedicated to getting to the next level of I can scan 6,000 books that are out of print and sell library cards to my library.
SPEAKER_00
Right on.
SPEAKER_01
Think about that.
SPEAKER_01
And that ll be, I m starting to do that after the first of the year, because I have too many other projects going on right now.
SPEAKER_01
But the challenge is, okay, let s take that process.
SPEAKER_01
And can you add AI?
SPEAKER_00
Absolutely.
SPEAKER_00
I ve had an AI company in here.
SPEAKER_00
I ve had two AI.
SPEAKER_00
Yesterday, they want to plug in with me and they want to sell the sales machine.
SPEAKER_00
And they do all the phone calls.
SPEAKER_00
They want to partner with the sales machine because they re like, this is incredible.
SPEAKER_00
Manage, check, measure and reward.
SPEAKER_00
And it notifies us.
SPEAKER_00
And I m like, yeah, you don t you don t have to be a fireman anymore.
SPEAKER_00
You don t have to be a janitor.
SPEAKER_00
You don t have to be a policeman.
SPEAKER_00
And most importantly, the hardest job of all, especially when you run a big team, is you don t have to be a therapist.
SPEAKER_00
You don t have to deal with all the drama.
SPEAKER_00
See, most people in companies, those are the four hats that a lot of people are wearing, putting out fires, cleaning up messes, trying to hold people accountable, or dealing with drama.
SPEAKER_00
Imagine eliminating all of that and empowering people with the system so they know what to do, when to do it, and how to do it.
SPEAKER_01
I m going to throw an idea at you just from a standpoint of me and you talking.
SPEAKER_01
Yeah, I ve taken the word accountability and I ve substituted the word responsibility.
SPEAKER_01
You re not accountable to your boss.
SPEAKER_01
You re responsible for yourself.
SPEAKER_01
If you re responsible for yourself enough, boss will love you and want to find out how you did it.
SPEAKER_01
If you re a fuck off and you don t you don t do it the right way, then now you re accountable.
SPEAKER_01
Bob, why did you make your money?
SPEAKER_01
How come you didn t make your goal or your quota?
SPEAKER_01
Well, you know, the economy is bad, boss.
SPEAKER_01
And I just you re a slacker.
SPEAKER_01
You didn t make enough calls.
SPEAKER_00
That s right.
SPEAKER_00
I love that word.
SPEAKER_00
Slacker.
SPEAKER_00
Yeah.
SPEAKER_00
You know, I don t always resonate with the younger crowd, but I always tell them straight.
SPEAKER_00
You know, there s a lot of mirrors, mere mortals that want to take vacations and want work life balance.
SPEAKER_00
Well, you know, you re never going to be rich.
SPEAKER_00
Work life balance.
SPEAKER_00
You re going to be mediocrity squared.
SPEAKER_00
That s what it is.
SPEAKER_00
Here s a statement is going to be a minion with an opinion.
SPEAKER_01
Right.
SPEAKER_01
If you re not working out of balance, your checkbook will be.
SPEAKER_00
I love it.
SPEAKER_01
And it s a fact.
SPEAKER_00
Yeah.
SPEAKER_00
So are you the king in Manila?
SPEAKER_00
No, I m not a king.
SPEAKER_00
I m just, you know, a guy that s, you know, trying to make life better for companies.
SPEAKER_00
And so the first 30 years, uh, Jeff, is it cool?
SPEAKER_00
I call you Jeff or you want Jeffrey.
SPEAKER_00
I would go Jeffrey, but you can do it however you want.
SPEAKER_00
Okay, Jeffrey.
SPEAKER_00
So for the first 30 years of my life, and I ve stopped some of the direct sales just because I ve decided to pivot.
SPEAKER_00
And this is a choice.
SPEAKER_00
And I moved out of making millions of dollars, but I really believe in what I m doing.
SPEAKER_00
So the first 30 years, I recruited, trained, and a lot of grassroots people to go from ordinary to extraordinary because I provide the opportunity, the training, and the systems.
SPEAKER_00
And a lot of them, you know, we ve given away 20 cars, houses.
SPEAKER_00
These people earned it though, Piaget watches, APs, and really set these people up.
SPEAKER_00
But now that I ve systemized it and put it into software, and the software is patent pending, by the way, the performance management system.
SPEAKER_00
So once we put it into software, now I want to spend the next 30 years empowering people with the software to automate the performance in their business.
SPEAKER_01
John, do you recognize that the performance management system has the initials PMS, which is every woman s nightmare?
SPEAKER_01
I know.
SPEAKER_00
And what do you mean every woman s?
SPEAKER_01
It s also every man s nightmare.
SPEAKER_01
Well, true, but that s interesting.
SPEAKER_01
But you can put a spin on that and call it P PMS.
SPEAKER_01
P PMS.
SPEAKER_01
All right.
SPEAKER_01
Positive performance management system.
SPEAKER_00
Yeah.
SPEAKER_00
Hey, I m open.
SPEAKER_00
I m open.
SPEAKER_00
We re just now going to market.
SPEAKER_00
We just signed our first client.
SPEAKER_00
We got 34 in the pipeline.
SPEAKER_00
It s exciting days.
SPEAKER_01
Yeah, that s cool.
SPEAKER_01
That s totally cool.
SPEAKER_00
Cost me well over a million bucks of my own money.
SPEAKER_00
Bootstrapped it.
SPEAKER_01
Yeah.
SPEAKER_01
Cool.
SPEAKER_01
What about, uh, when I Googled you before I, before we started to play together, it puts you in Las Vegas.
SPEAKER_01
What does that have to do with where you are?
SPEAKER_00
Well, I used to have a house in Las Vegas.
SPEAKER_00
I sold it off and then I just kept my virtual, um, my virtual address there.
SPEAKER_00
The sales machine is registered in Delaware.
SPEAKER_00
The software is in Delaware.
SPEAKER_00
It s trademarked globally.
SPEAKER_00
Like it s patent pending.
SPEAKER_00
We, uh, checked our boxes.
SPEAKER_00
I m talking to investors now, but I m, I m, I m going to be the number one sales guys going globally to software providers, uh, value added resellers.
SPEAKER_00
I ll just talk to him myself.
SPEAKER_00
I don t, I don t need a sales guy to do that.
SPEAKER_01
I can have a conversation.
SPEAKER_01
Yeah, I understand that.
SPEAKER_01
OK, cool.
SPEAKER_00
I m looking for partners in America and I ve not signed an agreement with anybody in America yet.
SPEAKER_00
Why not?
SPEAKER_00
Well, I just haven t approached them.
SPEAKER_00
We just now launched in November.
SPEAKER_01
Yeah, I would be I would be interested in playing as long as you play AI, because that s the future of where things are going.
SPEAKER_01
Sure.
SPEAKER_01
And you can do the remedial work or have answers to every step of the sales process.
SPEAKER_01
Yeah, everybody, everybody, an initial approach.
SPEAKER_01
Most people do it wrong.
SPEAKER_01
They cold call, which is the dumbest fucking thing in the history of mankind for a while.
SPEAKER_01
It deals with rejection.
SPEAKER_01
And I don t want rejection.
SPEAKER_01
I want referrals.
SPEAKER_01
Come on.
SPEAKER_00
You have no idea how much rejection I ve dealt with.
SPEAKER_00
But I don t take it personally.
SPEAKER_00
I was in the field literally in seven countries for two years knocking on doors.
SPEAKER_00
It was it.
SPEAKER_00
Yeah, it wasn t a very smart approach.
SPEAKER_00
It worked, but it wasn t very smart.
SPEAKER_01
Yeah.
SPEAKER_01
But here s the deal.
SPEAKER_01
Most people can t take it like you do.
SPEAKER_00
Yeah.
SPEAKER_01
No, they to me, they can t take it in from high school in the backseat of a car.
SPEAKER_01
They couldn t take that rejection.
Yeah.
SPEAKER_01
So imagine what they re like if they re in New York City banging on doors and having shit slammed in their face.
SPEAKER_01
Oh, yeah.
SPEAKER_00
I ve had people literally want to fight me, throw calculus at me, go completely belligerent on me.
SPEAKER_01
And those are the nice those are the nice people.
SPEAKER_01
Yeah.
SPEAKER_01
Like I said, the crackhead tried to fucking stab me.
SPEAKER_01
Yeah.
SPEAKER_01
Love that.
SPEAKER_01
When I was cold calling, I sold encyclopedia Britannica s when I was a kid and then baby education, baby pictures to mothers where I had the proofs and all that shit.
SPEAKER_01
One lady didn t like the proofs and she chased me out of her kitchen with a knife.
SPEAKER_01
Yeah.
SPEAKER_01
OK, well, that was my last day at that job.
SPEAKER_01
And but
SPEAKER_01
You know, the challenge is how do you persevere and how do you make a sale?
SPEAKER_01
And then how do you ask a question rather than make a statement?
SPEAKER_01
And I say, John, where did you grow up?
SPEAKER_01
And that starts the ball rolling.
SPEAKER_01
That s right.
SPEAKER_01
Because I brought you all the way back to where you said it was Bakersfield Barstow.
SPEAKER_01
Oh, Barstow.
SPEAKER_01
That s even worse.
SPEAKER_01
You know it.
SPEAKER_01
Yeah, it is the worst.
SPEAKER_01
Yeah, that s a that s a suburb of the sticks.
SPEAKER_01
But no, I made you think about it.
SPEAKER_00
Correct.
SPEAKER_01
And not many people have an understanding of how to ask a question that evokes emotion.
SPEAKER_01
And I don t care if the emotion is positive or negative.
SPEAKER_01
I just want emotion first.
SPEAKER_01
And then I can go into any area that I want once I hit that, because I got you to talk about your story because you felt good enough to talk about it.
SPEAKER_00
Yeah.
SPEAKER_00
And it s and you know, I love that.
SPEAKER_00
And and I m in total alignment.
SPEAKER_00
Like, you know, I ve already read your book and I was going through it and I was just chuckling the whole time.
SPEAKER_00
You know, somebody asked me, what s the difference between talent and skills?
SPEAKER_00
A young lady the other day.
SPEAKER_00
And I said, well, what do you think it is?
SPEAKER_00
And then I asked some of my team and they re like,
SPEAKER_00
Well, skills are something you develop.
SPEAKER_00
Talent, you re like born with.
SPEAKER_00
And I m like, that s interesting.
SPEAKER_00
Because to me, we re not born with anything.
SPEAKER_00
So skills to me are something that you develop.
SPEAKER_00
Talent is when you become so unconsciously competent at doing what you do, it becomes your talent.
SPEAKER_00
Because everybody could say Michael Jordan,
SPEAKER_00
was born with the talent, but he trained hundreds of thousands of hours and years.
SPEAKER_00
Even you want to talk about the greatest talent singer of all time, female Whitney Houston, Clive Davis held her back for years and said, no, we re going to train your voice.
SPEAKER_00
You have a great voice, but in order for that talent to be a real talent, it s got to be unconsciously competent and no arguing with that.
SPEAKER_00
And I m looking through your book and, you know, everybody s talking about no like and trust.
SPEAKER_00
You put that in here in 2005 and they re just regurgitating everything you said.
SPEAKER_00
That s correct, sir.
SPEAKER_00
That s right.
SPEAKER_00
Yeah.
SPEAKER_00
At least I want to know source.
SPEAKER_00
I want to know what I m good at.
SPEAKER_00
I want to know what I can get better at.
SPEAKER_00
But I want to know source.
SPEAKER_01
Right.
SPEAKER_01
Well, let me give you a source one.
SPEAKER_01
OK.
SPEAKER_01
Nineteen seventy four.
SPEAKER_01
I own a T-shirt.
SPEAKER_00
I was five.
SPEAKER_00
I was five.
SPEAKER_01
I own a t-shirt factory in Mount Dora, Florida, and we re trying to make t-shirts at the beginning of that era.
SPEAKER_01
And I m in New York City, I m sitting in a hotel with my partner, and he picks the phone up and he goes, oh, you re a sales guy, fucking call somebody.
SPEAKER_01
So I call my aunt.
SPEAKER_01
And I say, didn t your brother work for Revlon?
SPEAKER_01
And she goes, yeah, he still does.
SPEAKER_01
I said, is he like a big guy?
SPEAKER_01
Oh yeah, he s like in top five in the company.
SPEAKER_01
I said, can you give me his number?
SPEAKER_01
So now I have one of the top five guys in Revlon.
SPEAKER_01
I call him up on the phone.
SPEAKER_01
He knows who I am because I m in the family.
SPEAKER_01
And I said, who runs Revlon?
SPEAKER_01
And he goes, oh, Charles Revson.
SPEAKER_01
And I said, you got his number?
SPEAKER_01
And he goes, yeah.
SPEAKER_01
So I get now I have the CEO of Revlon and I m four blocks away from Revlon on the 59th floor of the General Motors building.
SPEAKER_01
And I call the guy up on the phone and he answers.
SPEAKER_01
And I said, listen, I have an idea to do a T-shirt promotion, and I think it will triple the sales of Charlie Perfume.
SPEAKER_01
Can I come over?
SPEAKER_01
And he goes, sure.
SPEAKER_01
So now I have a meeting with the CEO of a Fortune 500 company because I called my aunt to call his brother.
SPEAKER_01
That s not a cold call.
SPEAKER_01
That s a brilliant concept call.
SPEAKER_01
That s a strategy call right there.
SPEAKER_01
Bingo.
SPEAKER_01
I had a target, not a cold call.
SPEAKER_01
And so I go to this guy and he goes, wow, I like this idea.
SPEAKER_01
And he takes me downstairs to some other guy and says, see this young man?
SPEAKER_01
And the guy goes, yeah.
SPEAKER_01
He said, we re going to buy what he has.
SPEAKER_01
That s right.
SPEAKER_00
That s right.
SPEAKER_01
That was $120,000 sale in under 10 minutes in 1974.
SPEAKER_01
Do the math.
SPEAKER_00
Hey man, that s phenomenal.
SPEAKER_01
And that is strategic thinking, not selling.
SPEAKER_01
You re not paid to sell, you re paid to fucking think.
SPEAKER_01
And most salespeople don t think.
SPEAKER_01
They get a book, they got a manual from some marketing fuckhead, and they go out with their slides and they try to go sell something.
SPEAKER_01
doesn t work, does not work.
SPEAKER_01
And so I don t pay a sales guy to sell, I pay a sales guy to think.
SPEAKER_01
That s right.
SPEAKER_01
Selling is automatic if you can think.
SPEAKER_01
And if you can t think, you re going by a bunch of slides that some douchebag put together.
SPEAKER_01
I tell sales teams, when you get your slide deck from marketing, give it back to them, tell them to make five sales and report their findings.
SPEAKER_00
There you go.
SPEAKER_00
Yeah.
SPEAKER_00
There you go.
SPEAKER_00
I had sales training yesterday.
SPEAKER_00
I absolutely love that.
SPEAKER_00
And so for me, people are talking about the sales machine as a CRM and I ve already informed all my team.
SPEAKER_00
I m like, you guys, you have no idea.
SPEAKER_00
CRM is a race to the bottom.
SPEAKER_00
You can get them for free.
SPEAKER_00
Number one, if you want to be great at sales, you need to go in and find out the problems people have that they don t even know they have and show them how you can solve them.
SPEAKER_01
Have you ever heard of the CRM pipe drive?
SPEAKER_00
Yeah.
SPEAKER_00
I have seen pipe drive and they make sales even in the platform.
SPEAKER_01
Yeah.
SPEAKER_01
Pipe drive is what I use because I have to keep track of my people and I have to keep track of leads, but I programmed it.
SPEAKER_01
I m a Jew with a Macintosh.
SPEAKER_01
I have no fucking idea how to program anything.
SPEAKER_01
It took me 10 minutes to figure it out.
SPEAKER_01
Five years ago, we bought Salesforce, and I needed to pay somebody $7,500 to turn it on.
SPEAKER_01
That s right.
SPEAKER_01
Like, seriously?
SPEAKER_01
And so we abandoned that.
SPEAKER_01
And then I luckily found PipeDrive.
SPEAKER_01
I had to go through another thing called Nutshell, but I found
SPEAKER_00
Pipedrive.
SPEAKER_00
Right on.
SPEAKER_00
And you know, it s very helpful.
SPEAKER_00
It s very helpful.
SPEAKER_00
I checked out Pipedrive.
SPEAKER_00
I ve checked out Close.
SPEAKER_00
I ve checked out all of them.
SPEAKER_00
And in actuality, I went to Salesforce.
SPEAKER_00
I went to HubSpot.
SPEAKER_00
I went to Zoho.
SPEAKER_00
And I had meetings even with ERP solutions like NetSuite.
SPEAKER_00
And I explained to them, look, this is my problem.
SPEAKER_00
I ll write you a check.
SPEAKER_00
But I need to manage, track, measure, reward, and align a whole organization.
SPEAKER_00
And that all starts with the goal.
SPEAKER_00
Yeah.
SPEAKER_00
They don t know.
SPEAKER_00
And if you watch the video on the sales machine dot com web page, I talk about it and you ll get a laugh because I talk about how all these systems are really outdated.
SPEAKER_00
And CRM was never made for the salesperson.
SPEAKER_00
Right.
SPEAKER_00
Talk about.
SPEAKER_01
Right.
SPEAKER_01
Exactly.
SPEAKER_00
Let s talk about Marc Benoff.
SPEAKER_00
Legend, badass, badass, nothing but love.
SPEAKER_00
But in actuality, back in the day, everything was enterprise level.
SPEAKER_00
SAP, Oracle, Microsoft, Apple, IBM, Hewlett Packard.
SPEAKER_00
You re part of the biggest boys club in the world or you re not.
SPEAKER_00
And the only way to scale your sales team for the most part back in the day was headhunt the guys that work at the other five.
SPEAKER_00
Because what do they bring with them?
SPEAKER_01
Their database.
SPEAKER_00
That s right.
SPEAKER_00
So Mark said, we re going to build this.
SPEAKER_00
All company owners are going to want to buy it because now they can keep their data instead of when their salespeople leave.
SPEAKER_00
No problem.
SPEAKER_00
At least we still have the data was never built for salespeople.
SPEAKER_00
It s a joke.
SPEAKER_00
When people say it was, it was not.
SPEAKER_01
Actually, Pipedrive was built by salespeople because they wanted to make it easy for the salespeople to put their data in, but it still remains the ownership of the company.
SPEAKER_01
Correct.
SPEAKER_01
They made it easy for salespeople to participate.
SPEAKER_00
Correct.
SPEAKER_00
And that s good, but it doesn t drive performance.
SPEAKER_00
It s just a tool.
SPEAKER_00
The sales machine is a power tool, right?
SPEAKER_00
And not only that, it s a tool that will operate without you being there.
SPEAKER_00
You don t need to follow up from the beginning.
SPEAKER_00
We save companies.
SPEAKER_00
I m in a studio right here, right over there.
SPEAKER_00
I built a corporate training studio to put people s
SPEAKER_00
gold.
SPEAKER_00
This is gold.
SPEAKER_00
If people really study this and implement this, they will have better results.
SPEAKER_00
Fact.
SPEAKER_00
But training is not something you did.
SPEAKER_00
It s something you do.
SPEAKER_00
And if you can automate that in a system, now you re going to have consistent results all the time.
SPEAKER_01
Not just some of the time.
SPEAKER_01
You know that the Napoleon Hill Foundation just formed a new outreach called the Napoleon Hill Institute.
SPEAKER_01
They went from not-for-profit to for-profit.
SPEAKER_01
I will not talk to anybody that hasn t read the book at least five times.
SPEAKER_01
Because if you ve only read it once 10 years ago, you have no fucking idea what you re talking about.
SPEAKER_01
But if you live the book, then you can win.
SPEAKER_01
If you live the sales Bible, then you can win.
SPEAKER_01
If you live the Little Red Book of Selling, then you can win.
SPEAKER_01
But if you read it and put it on your shelf, you re a loser, even though you think you re a winner.
SPEAKER_01
Boy, that book had a lot of great ideas.
SPEAKER_01
Okay, so then what?
SPEAKER_01
Well, it s Tuesday, I got to watch Netflix and drink a beer.
SPEAKER_01
And no, I don t drink beer.
SPEAKER_01
I make sales.
SPEAKER_01
I can buy a bar and sell other people beer.
SPEAKER_01
But I don t want to drink it.
SPEAKER_01
Because I get fat.
SPEAKER_01
Yeah, challenge.
SPEAKER_01
And so people get fat and happy.
SPEAKER_01
I m only happy I have my 20 COVID pounds, but everybody does.
SPEAKER_01
And I m slowly getting rid of it.
SPEAKER_01
I finally I m down five of them.
SPEAKER_01
Now I got to get rid of the other 15.
SPEAKER_01
And I ll be fine.
SPEAKER_01
But the challenge is,
SPEAKER_01
How can that salesperson go out and stay a student?
SPEAKER_01
How can that salesperson go out?
SPEAKER_01
And I m writing a book called, I Didn t Become a Student Until I Dropped Out of College.
SPEAKER_00
That s right.
SPEAKER_00
Think about the power of that phrase.
SPEAKER_00
I did a speech at Harvard.
SPEAKER_00
I wrote a book called The Life Mastery Playbook.
SPEAKER_00
And for me, masteries, there s no mastery.
SPEAKER_00
It s a journey.
SPEAKER_00
And in The Life Mastery Playbook, it really is a playbook.
SPEAKER_00
I actually wrote it for my son.
SPEAKER_00
I have a five-year-old boy.
SPEAKER_00
cool.
SPEAKER_00
And I never had a dad.
SPEAKER_00
So for me, if anything happened to me, I wanted him to have a blueprint, what to do every day, every day, every day.
SPEAKER_00
So anyway, I spoke at Harvard and got this award for innovating business in Asia.
SPEAKER_00
And I, I had this speech to talk about all these, you know, accolades and how people can grow their business in the night before there s,
SPEAKER_00
It was two days of speaking and the night before I looked at that speech and I tore it up, threw it in the trash, and I wrote down, you know, because I thought about it.
SPEAKER_00
I never went to college.
SPEAKER_00
I m educated from the street, from several countries around the world, building tens of thousands of people.
SPEAKER_00
sales teams in the up working full days, 17, 18 hours, not half days, not nine to five.
SPEAKER_00
I understand.
SPEAKER_00
And I wrote down, I m never coming back here.
SPEAKER_00
So what do I want to say that I want my boy to understand a life lesson so that he understands what it means to be successful.
SPEAKER_00
And I wrote down life is beautiful.
SPEAKER_00
Life is unfair.
SPEAKER_00
Life will knock you down.
SPEAKER_00
But life s still beautiful.
SPEAKER_00
And, uh, for me, success is every day, every day, every day.
SPEAKER_00
It s not what you did yesterday.
SPEAKER_00
It s not what you re going to do someday.
SPEAKER_00
It s not what you re going to do one day is what are you doing today?
SPEAKER_00
Like I was up at five o clock this morning to get on this podcast with you.
SPEAKER_00
And I was up at five o clock yesterday morning to get on this podcast with you.
SPEAKER_00
And I was up here late doing training with my sales team because I want to scale and I want to help companies all around
SPEAKER_01
It s 6.30 right now in the morning in the Philippines, right?
SPEAKER_01
Yes, but we got to get up at 5.
SPEAKER_01
I understand.
SPEAKER_01
So that s cool.
SPEAKER_01
I m fine with it.
SPEAKER_01
Take a note for one second.
SPEAKER_01
There s a company that I m involved with called Augment.
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Augment.org.
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Augment.org.
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They re a quasi MBA program online.
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You think they re American, but they re not.
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They re two Jews from Belgium.
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And what they did is they put together founders of companies, Wikipedia, Waze, Lime, Eventbrite, Shazam, YouTube.
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The founder of YouTube.
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And what I found in my research is more than 50% of the teachers who teach MBA programs at Harvard and wherever have never had a fucking job.
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Why is that guy telling me to turn to chapter one?
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What on earth gives him the right to try to influence a person to have to be a master s in business when they ve never had a fucking job?
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I love it.
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You know, this is music to my ears.
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Cool.
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You know, I look at it, there s levels of intelligence, just like when I get on this call, just like when you go for connection and connection is way deeper than rapport when you re making sales.
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Yeah, it s connection.
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It s not about rapport and mirroring and matching and acting out of stupid behavior.
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right?
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That makes people feel uncomfortable and awkward.
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It s about connecting.
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It s about first and foremost, you want to be great at sales.
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How about a little bit of situational intelligence?
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Do you know who you re going to get on a call with?
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Do they know you?
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Like I didn t even schedule this interview.
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And guess what a team found this.
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And I m like, Oh, are you serious?
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I m going to get on with Jeffrey Gitelman.
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This is going to be a great time.
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And they re like, why is that?
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I said, I got his books, I study his stuff, he s the real deal.
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They re like, really?
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They didn t even, my whole team wasn t even aware that I already have your, because there s levels of education, right?
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Most people, they talk about nonsense, nonsense, gossip, bullshit, going to the bar, like you re talking about.
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Those guys are minions with opinions and they re the example of mediocrity.
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Then you have what s called academic sense.
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They rise to the level of mediocrity.
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That s where they, they started down here all the way up to mediocre.
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That s right.
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They rise to mediocrity.
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And then you ve got academic sense, right?
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You go do meetings with these people that you use all of these extravagant words and, or these extremely long processes to justify their intelligence, but they don t have any idea about what really works in the real world.
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No argument.
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So my daughter, I have a 14 year old daughter, even though I shouldn t, because all my kids are older than you.
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But she goes to this school, a Christian school, and is kind of woke.
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And one of the ladies there, the school is run by people that think there s more than two genders.
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I ll just put it that way.
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And one of the woman says, how do you identify?
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And I said, I identify as a dick.
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That way you know my gender and my personality.
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Any questions?
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There you go.
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You know, my boys five and they re there and I ve vested all these different schools and he goes to Montessori where that nonsense is not allowed.
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And it s all experiential learning, all hands on experiential learning, just like I learned from my grandfather, just like I learned from mowing lawns, cutting grass, pulling weeds, delivering newspapers in the snow, in blizzards.
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No excuses.
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Get it done.
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There s no excuses.
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I love that.
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OK, so that s cool.
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Now, now we ve connected and the connection is not just a connection.
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It s an emotional connection.
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Yeah, I definitely resonate with who you are.
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Yeah.
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And me too.
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I recognize I totally resonate with who you are because you could put either one of us on the street broke and in a day we d be fine.
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We ll make money.
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Yeah, exactly.
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Because we know where money we can smell money.
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And I told the New York City where fuck you is a greeting and everybody wants a bribe.
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You know, I went to, I went to a restaurant.
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I cannot remember what it was when I visited New York city.
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And it was exactly that.
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The attraction was you go there and you see how bad the waiters can and waitresses can treat you.
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So they say, they walk up to you and say, okay, fuck face.
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What do you want to eat?
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Yeah.
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Because I m fucking busy.
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It s either Ed to Bevics or Dick s last resort.
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One of those two restaurants.
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I think it was Dick s last resort.
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OK, so and it s kind of a fun place to go because it s real.
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Yeah, people are hard core.
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You know, the snowflakes can t eat there.
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No, no.
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They would cry.
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They would cry.
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I go to Paris every year.
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There s a new chain of restaurants called Manger Cassie Vu, which means eat and get the fuck out.
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Oh, I love Paris.
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I brought my lady to Paris.
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I brought my mom.
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I brought my mom to Paris.
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So we should just meet there and make a deal.
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Yeah.
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Hey, man, walk around for a day or so.
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Yeah, that would be fine.
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I go to Paris every year.
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I ve been going since 1967.
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Every year.
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Nice.
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I spend usually the month of July in Paris.
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Sounds good.
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Yeah.
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And this year I had to go to Romania to do a seminar in Romania, um, where for some reason, 800 people paid to come see me.
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Yeah.
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For some reason.
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It was unbelievable.
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I m doing another one again and probably in March of this year.
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But it s fun to go to a foreign country and shoot the breeze.
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Yeah, I people you meet can change your life.
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But more importantly, you can affect theirs.
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I don t want to change somebody s life.
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I want to affect their life in a positive way so they can move forward.
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with whatever they want to do.
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I m not going to say, Hey, you got to do this.
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I m going to say, Hey, here s a way to get this done.
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If you re really about it.
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Oh, I don t teach people how to sell.
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I teach why people buy a thousand times more powerful a thousand times.
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And, but all my, all my peers teach how to sell.
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You don t need to know how to sell.
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If I know why the guy buys.
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I don t care how many fucking salespeople you put in front of them.
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I m going to win and I m going to win every time.
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It s not like 82 percent.
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No, every fucking time I m going to win.
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So I m intrigued by the sales machine.
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Oh, I won t lie to you.
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I think it s a great idea.
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I m pressuring, pressuring pipe drive to put my sales training into their CRM.
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So they don t have a training system.
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They don t.
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I don t know how that shit works.
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Yeah.
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You can watch this.
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I can show you a six minute video of how, of how, if you go to the sales machine.com right now, and you watch a six minute video, you can see how not only can we put your content up there, whether you want someone to do it at video based interactive, because training is not something you did.
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It s something you do.
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Number one,
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And if you didn t put up a video there, then people are just watching a video.
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But in today s reality, if they re at home or they re watching that video, they re distracted by social media.
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They re distracted by everything else and not following along.
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Well, our system is interactive.
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So you cannot complete a course along the course it stops and you have to answer the questions.
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And if you fail, go back.
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Yeah, it called to go back.
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Does it call you a douchebag?
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It can.
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Cool.
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It can say, hey, hey, fucker, douchebag.
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Yeah.
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Yeah.
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Go back.
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The fuck are you doing?
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You ve missed this question three times.
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Pay attention.
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Go back.
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I want GPS to do that, too.
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I want the GPS lady to go, yo, fucker.
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Wrong turn.
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Yeah, there you go.
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Yeah.
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I love ways.
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I love ways even more when Morgan Freeman was on there.
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Yeah.
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I like the voice of God telling me which way to turn.
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Yeah.
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Waze was invented by a Jew in Israel.
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That s right.
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Badass.
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And he s on Augment.
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Oh, is he?
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When I was at Augment to record, I did a sales course for Augment as the founder of my company.
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I was there the same day that the founder of YouTube was there.
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Right on.
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Steve Chen, multi-billionaire, not multi-millionaire.
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Big difference.
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Huge difference.
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I just got to sit with a guy and he was so calm about life and and he has no followers and he doesn t care and he has no subscribers and he doesn t care.
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So we shot the breeze for a couple of hours and then I recorded my segment for for Augment.
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But you re going to see other things.
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I m bringing other instructors to Augment and they re going to be able to impact people that for five thousand dollars instead of fifty thousand dollars a year for three years.
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That s right.
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And who the fuck would
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pay to hear somebody go turn to chapter one.
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Who on earth would do that?
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Look, man, that s what everybody s doing.
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And so even me now, I m raising my own son and I look at the educational system.
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I just had Blair Singer on.
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And if you know Robert Kiyosaki, Blair Singer trained all of his salespeople.
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I worked with Robert.
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Actually, I was the only outsider in South Africa
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within their organization that they were training and he challenged everybody to come on stage and sell them.
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And it was over a hundred.
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It was over a hundred of, of their people there.
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Right.
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Yeah.
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And he s like, come on.
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And, uh, he used a lot of colored language, right?
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Who s got the balls to come up here and sell me.
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And I was like, that d be me.
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That d be, that d be me.
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And I was up on that stage and I m like, let s get it on.
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Let s get it on.
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Cause no matter what, either I m going to sell you and, and, and do that the Zig Ziglar way, right?
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I m going to serve, I m going to solve a problem.
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I m going to make sure you re satisfied or I m going to learn something from a fucking badass right now.
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Right.
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Exactly.
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Which is priceless.
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And you can t buy those moments.
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You got to put yourself out there.
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And a lot of people are afraid.
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And he lost his mind on the rest of the crowd because he s like, I fucking knew it.
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I knew it would be him.
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And why isn t in any of you?
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Where are your balls?
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Because, you know, Robert s a badass.
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Robert is a Vietnam vet helicopter pilot.
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Bad ass.
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That s a badass.
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Yeah.
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Three tours.
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Yeah, that s really bad.
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Yeah.
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And he s fearless.
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And if you want to be unstoppable, you got to be fearless, right?
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Exactly.
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I don t care about making mistakes as long as I make mistakes.
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I love admitting to myself that I was wrong.
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Forget other people, they don t matter.
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That s the first step to growth.
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And we ll get on the podcast, but we ll pre-plan it so we have a game plan that has a beginning and an end.
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Absolutely.
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And do me a favor, watch that video and give me feedback.
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I love feedback.
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I m watching the video.
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You have no choice.
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You have no choice.
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OK.
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And I ll tell you, I ll give you, you know, something great, something good, nothing, something bad or something real bad.
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One of those five things will happen right on.
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I love it.
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In the meantime.
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A pleasure to meet you.
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Same, man.
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Same.
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This call was exactly what I was hoping for.
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Good.
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Me too.
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Even better.
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Actually, it exceeded my expectations.
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Have a great night.
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You as well.
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Take care of yourself.
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Peace to your family.
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Take care of your boy.
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Take care of your boy.
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Number one priority.
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Number two priority.
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Stay away from idiots.
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You know, I was just, I just shut down a whole division that made me a million dollars a year.
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No shit.
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And people are like, well, what are you going to do?
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I m like, I m going to fucking do something else.
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And they re like, why?
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And I said, because you know what I realized?
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I ve been dealing with fucking idiots for five years.
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And you know what that makes me?
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A fucking idiot.
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That makes me a fucking idiot.
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So I m fucking done.
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I will sell my assets and pivot and move forward, onward and upward and 10x, 100x everything I do because I refuse to work with idiots anymore.
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And it just might hurt some people s feelings, but I don t care.
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I don t want my boy tolerating idiots in his life either.
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And if he sees dad doing it, he ll think it s the norm.
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Correct.
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That s exactly correct.
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So for that reason, I m out.
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dumped a fucking million dollar division.
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Dumped it.
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Got rid of 600 people.
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That s right.
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John, it has been a pleasure to get to know you.
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Total pleasure.
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You too, Jeffrey.
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All right.
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You have a great night, Jeffrey.
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I look forward to seeing you.
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You take care of yourself.
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You take care of your boy.
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You take care of your fucking boy.
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And that s final.
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That s right.
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My pleasure.
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Mine.
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I ll talk to you soon.
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Cheers.
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Bye.
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Thanks for listening to the show.
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Don t forget to like, share.
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Yeah, share with both your friends.
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And subscribe to the podcast.
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And remember, we have a free 22 day sales challenge.
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Just go to gator.com slash sales challenge to start you on your way.