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Welcome to the Sell or Die podcast.
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I m your host, Jeffrey Gittimer.
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And I m your host, Jen Gittimer.
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Well, in this podcast, we re going to help you attract more qualified, unbelievable, ready to buy clients.
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We re going to help you build loyal relationships.
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And the one thing you re hoping for, close more deals.
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Let s get into it.
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It s time to sell or die.
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Welcome back, Die Hard.
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and welcome back from your turkey fest wherever it was.
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I m sure it was unbelievable, this dates and times and put the podcast into perspective.
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But if you had a Thanksgiving, I m gonna challenge you about your thoughts of Thanksgiving because everyone says, well, this is a day to be grateful.
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No, no, every day is a day to be grateful.
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Thanksgiving is just- 100%.
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This is just an Uber day to be grateful.
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So I didn t tell you this, this is kind of funny.
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I was at my grandma s visiting her after the day after Thanksgiving and she has a lake outside her living room.
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And so I m looking at the lake and all of the sudden I must ve seen, I have videos of this, 25 different birds, like pelicans and
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what looked like wild turkeys.
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And I ve never seen, I ve seen like a bird, but not this many.
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And they were like all marching like around the lake and then some were jumping in and swimming.
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It was crazy.
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I m like, well, they know they have another year.
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You re grateful, they re out and about now.
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Here s the thing, I hate that we have appropriated in our society one day to being grateful.
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What if you were grateful every day?
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Every day.
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Yeah, just call one customer every day and tell them how much you appreciate them.
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It s not that hard to do.
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One person a day.
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That s 250 people in a year if you take weekends off and a two week vacation.
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So think about that and the impact that that can make.
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I want to get to today s lesson, which is having your best decade ever and not having your best year ever.
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So think about it from a term of Thanksgiving.
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It s a one day.
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I m challenging you to make it every day.
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Jen sees the beauty in things and wants to move forward and talk about those beauties.
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And that s something that s transferable to your customer all the time, all the time.
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It s like, hey, just what I just saw.
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Well, I think we re going into that mode now where everyone starts to preach.
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Have your best year yet.
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It s time.
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Have your best year yet.
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And for years you have said, have your best year yet is B.S.
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Right.
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Totally.
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B.S.
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Because you build on it year after year.
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So I got invited to a dinner last night and I got invited because of my building my reputation year after year.
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One of my entrepreneurial friends is very successful, had one of
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his entrepreneurial friends come to town and wanted to have a dinner and he wanted the four best guys in the city to be there.
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And I m one of the four.
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I m probably the least wealthy of the people that were there, but that didn t matter.
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I came on Reputation and I decided, first of all, I had to decide on what I m going to wear.
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Second of all, I had to decide on what I m going to give because I m a giver.
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So I decided on Get Shit Done, The Little Red Book,
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and the little gold book in a bag for each person who was there.
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But for one guy who s unbelievable.
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Classy, Jeffrey.
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Classy.
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Oh, yeah.
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Everyone gets a gift when they first walk in.
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It s like, whoa, I didn t bring anything.
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OK, so one guy I gave two more books to because I want to really build a relationship with him.
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And the books were spot on to what he does.
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He s a digitizer in a way that will blow your mind when you see it.
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So I give everybody the books.
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Well, what was I wearing?
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Because I wanted people to know about me from the first minute that they saw me.
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That s fair, right?
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So I wear this pink Floyd shirt.
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Now, what does this say about me?
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Number one, Pink Floyd rock and roll, which was right to the heart of the guy I wanted to meet.
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Number two, Andy Griffith.
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Number three, I have a sense of humor.
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Can you understand all of that?
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And number four, I m old because every the people listening on the podcast may not know what
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gives it a sense of humor because they can t see it.
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It s a picture of Floyd the barber in pink and the shirt says Pink Floyd.
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And it s it is always invoked some kind of comment in a positive way and a smile.
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And I have gotten more
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love that shirts than anything I could possibly have done now it made the conversation go so easy and everyone wanted to thank me everyone wanted to know me a little bit better and so they re directing a lot of their questions at me about writing a book and one guy wants to write a book
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it s the guy that i want to get to know it s like it couldn t be any better and for the amount of money that we charge to help write a book it s chump change to these guys totally chump change so i don t have to you know make any kind of well it s only this and you only have to do this and i ll make a bet no payments these guys they can reach into their pocket and come up with the money so
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I m looking at a really good outcome because they re investing in that, right?
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Like that s the key.
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The outcome is leadership.
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The outcome is establishing themselves in their marketplace as brand leader and its legacy.
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It s their story about what they do.
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This is really good.
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Let s break this down because a lot of people who are thinking about, okay, I want to have my best year yet and having my best decade yet sounds even better.
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How does this pertain to having your best decade yet?
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If I hadn t built my reputation, I never got invited to that meeting.
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I got invited to that meeting because of who I am and who I have become over the years.
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The guy who invited me, I ve known him for 20 years.
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He used to walk up and down the hallways and make sales calls here in the building.
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And now he s one of the leaders, literally, maybe the leader in startups in terms of raising money for startups through GoFundMe.
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And I mean, he s just an incredible guy who has dedicated himself to hard work and raising a family.
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He s a dad.
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I knew him before his kids were born.
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And he s just a good guy.
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And we catch up every once in a while, we ll meet at a Chick-fil-A for breakfast or something and just shoot the breeze.
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Neither one of us has an agenda.
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Neither one of us has an agenda.
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But if an opportunity comes up, we grab it.
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That s what business friendships are about.
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And so I m wearing this shirt today.
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And for those of you who are
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only listening, it says it only takes everything you ve got.
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So I had to go to that meeting last night ready.
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I also did research on every single person who was there.
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So I knew a little bit about who they were and what their achievements were up to this point in time in their life.
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And could I link onto that, add to that, discuss that, talk about that?
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And yeah, because if I become, I can talk about anything.
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So Jeffrey, your reputation and credibility precedes you because you have created authority in the marketplace.
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Year by year by year by year.
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What s one thing a diehard could do starting today?
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if they don t have that authority or credibility, they re probably, maybe they re not being invited to a top four or five entrepreneurs or salespeople of their city dinner.
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How can they start?
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Like, what can they do?
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Because you re saying, this is how you re going to have your best year yet.
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And what I m thinking is, but I don t have Jeffrey Kinnamer s credibility.
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I didn t write 17 bestselling books.
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Right.
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So it starts with one book.
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It starts with one post.
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It starts with one article.
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It starts with creating value attraction.
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That is the huge element in having your best of anything.
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If someone responds to you, that s a lead.
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If someone responds to you, that shows that you ve piqued interest with other people.
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And so the key is to wake up in the morning and
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And having your best decade ever requires that you have a morning routine that includes writing and posting.
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I read, write, prepare, post.
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That causes me to think and create, and I do that every day.
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And yesterday, I had to get ready for this dinner.
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At the same time, my team is playing the Green Bay Packers, and we re 9-1, and I positioned myself at the table where I could see the television in the background.
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I had to, it s my team.
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Well, it turns out that the guy that they had the dinner for is also an Eagles fan.
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So we re like, and we re sitting next to each other.
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So we re knocking each other the whole night about all the stuff for the game.
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It was just absolutely amazing.
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The whole night was magical.
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Put together without an agenda, just bringing people together to talk, that was it.
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So Diehard, here s another thought I have.
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If you re not being invited to these kinds of dinners that are gonna expand your network, create the dinner.
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Don t wait for the invitation, create the container, okay?
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Jen, you have a gem.
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Don t wait, comma, create.
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Yeah, yeah.
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I was out to dinner with my parents  friends for the Thanksgiving holiday, and they were talking about this opening club party.
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And the lady was like, the friend was like, well, no one invited us.
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And I said, do you have to be invited if you re a member?
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Like, I really, I wasn t just like playing dumb.
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I really was dumb in this.
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I don t know, you know?
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And she s like, no, but you know, you want to sit with people.
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And I m thinking like, okay, I get it.
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Totally fair.
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But here s the deal.
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In any social situation, whether it be with friends or in business, if you don t have the invite that you want, don t wait, create.
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Whoa, now, keep in mind that this is a time, unlike when I started, when you had to go to a breakfast or network or whatever, you have social media.
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And that social media will begin to build your reputation as a giver, not as a taker, as a spirit, a free thinker, and as a value giver.
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And that value has to be posted on an everyday basis so that people get to know you.
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What I did as a writer, my first four or five books,
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were before the internet was the internet.
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Well, here s an interesting thing.
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Let s reverse this, right?
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So in order to be successful at this dinner, and your definition of a successful dinner was forming friendships with these people or the specific people that you had targeted, right, at the dinner.
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Value-based friendships.
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Okay.
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But in order to create those value-based friendships, which was your version of having a successful dinner, you researched them.
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You already knew about each person who would be there, correct?
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Oh, yeah.
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Oh, yeah.
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And what did you do?
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Like, how did you research them?
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I used Mother Google.
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Well, I had all their names, so I Googled them to see what would pop up.
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That s big, because if nothing pops up, I m going with the nobody.
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But for every person who was there, there was like pages of stuff.
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And I m sure their social media came up where you could see what they were posting and what their values were, what their opinions are, right?
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Their blogs.
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So Diehard, your customers are doing this to you too.
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The people you want to meet are doing this to you too.
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So when Jeffrey s saying like, write, read, think, post, create, all that, right?
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Like he s telling you to post because he wants, when someone searches for you, for them to find something of value from you.
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That s a key to creating your best decade.
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If you re going to have your best decade ever, the first thing you want to do is Google yourself.
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And whatever pops up, that s what someone else is going to see.
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And if you think that s okay, then keep it.
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If you don t think it s okay, then build it.
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Because it s easy for you to post and mother Google find it and put it on a page.
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It s easy for you to have, well, my company, that s bullshit.
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If your company decides you re out tomorrow,
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Then what?
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You have to have your own website.
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You have to have your own brand.
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You have to have your own books.
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You have to have your own posts.
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And you do it day by day.
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You don t do it at once.
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You do it day by day.
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It s a daily discipline.
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And when I say I have a morning routine, I have 365 morning routines.
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I don t cheat myself out of my morning routine.
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It s often that, you know, I don t want to get into our home life.
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We happen to have a happy one.
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But Jen will wake up in the morning and I m already up and I m already on the sofa with a computer in my lap.
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Correct?
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Okay, guys, it used to be that way.
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But let s be honest, in the past year, Jen has been the earlier riser.
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Okay, just for the record, on just for the record.
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I couldn t get out of bed.
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Okay.
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So let s say it s 50-50.
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Okay, we can agree on that.
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So the challenge for you, Diehard, is what are you doing that builds your future?
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Because you have your daily things to do, but you have to dedicate time to you.
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I dedicate an hour, no matter what.
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I dedicate
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An hour and yesterday to go to the meeting I had to dedicate like two hours because I wanted to I hit their videos I want to see their video when I see their social whatever I click video And I ended up watching a one-hour video on this one guy because it was compelling Wow, that s the guy I want to get to know better and these are people that are wildly successful not successful wildly
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You never know when you re putting content out there.
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Right.
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What who is watching it and how it s developing a bond with someone or not.
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And most people don t speak up to let you know that they re watching your content.
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And so many times it can feel like it s going into the ethers.
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But all you need is that one right person to watch your content and say, wow, I watch this and now I want to guide you.
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Right.
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Yeah.
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Yeah.
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I invited them all to pancake breakfast because the host of the show, the host of the dinner had already been over for pancakes.
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So he knew what was going to happen.
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So he was automatically, he was my ombudsman.
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He was my spokesperson.
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I didn t have to say a damn word.
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That s number one.
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Number two, the people who were there needed to feel like I understood them, needed to feel like I could communicate with them in their language, at their level, whatever the circumstances were.
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And that was the easy part for me because I ve got a lot of experience at it.
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I have tons of experience doing it and you only get it by doing.
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You go to networking events, you talk to people, you go to dinners, you go to lunches, you go to breakfast, you invite people, you have a, you know,
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When I started in Charlotte, I had a networking calendar.
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And that networking calendar was, what am I going to do each day of the week to get out there and meet people?
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And it was important to me.
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In the sales Bible, you ll see my 50-butt rule.
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If there were more than 50 butts in a room, I put my butt there.
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And just to meet people and get to know them.
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So there s so much that goes into having your best decade ever, right?
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It s about reputation, it s about relationships, it s about offering value, being top of mind, but there s so much that actually we re gonna host an entire webinar free on how to have your best decade ever.
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And to sign up for that webinar, just go to GittimerTraining.com slash best, GittimerTraining.com slash best.
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And you just give your email and name or whatever that we request there.
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And you ll get access to this free webinar that s coming up in just a couple of days.
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So make sure you go enroll in that because it s free and we re gonna go into detail on how to have your best decade ever.
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I m going to let one cat out of the bag.
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Okay.
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Okay.
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My statement is building a relationship is half building a friendship completes it.
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So 25 years ago, and this is a pretty interesting thing.
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I get invited to this beach house in Florence, South Carolina, and I m in Charlotte, North Carolina, and it s about a two and a half hour drive.
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I turned the corner and my steering wheel gets stuck at literally, I couldn t, and I hit a pole and the airbags went off as I m on my way to this meeting.
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Now, Jen knows I start out, I always start early.
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So I would have gotten there at least a half an hour early, maybe more.
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And I thought, well, shit.
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Should I call these people up and say I can t make it because I just busted up my car?
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Or should I invoke message to Garcia and even if my ass falls off, I get there.
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So I call Enterprise, rent a car from my car, which had a phone nailed into the car.
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That s how long ago it was.
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And they come and get me at this scene of the accident.
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They show up with a car.
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The tow truck is there.
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And I say, take my car to Hendrick Honda.
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which I had a Honda at the time, and I m done.
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In under 20 minutes, I had the whole thing solved.
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And I m in a rental car, and I m on my way to Florence, South Carolina.
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And I get there.
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And the great, the late, great Glenn W. Turner was there, and it was hosted by a guy named Gene King.
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And Gene and I get to know each other, and we re both in our entrepreneurial lives, and we re both making our way in the world.
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And we went in different directions.
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He s a finance guy, I m a sales guy.
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But the one thing that we came away with was this.
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Rhinoceros success.
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Gene was a proponent of this book.
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He thought it was the greatest book in the world, started quoting from it, all kinds of stuff.
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Okay, so I m a book guy.
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We reunited at Melvin s Barbecue in Mount Pleasant, South Carolina, because we d been sort of been pinging each other la-di-da, and he s very successful.
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And we had a great, a great lunch.
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And we re trying to continue the relationship with our wives and stuff, you know.
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So I found this, an autographed copy of Rhinoceros Success.
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And I pinged him and I said, Hey, Gene, do you have an autographed copy of Rhinoceros Success?
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And he goes, No, I don t.
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So I send him Rhinoceros Success.
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Now, what s going to happen when the next time he sees this book or recommends it?
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He s going to think of the guy, top of mind, who sent him an autographed copy.
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Well, it turns out that the guy wrote another book that Gene did not know about.
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Gesundheit, Jen.
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It s called Advanced Rhinocerology.
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Is this cool or what?
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I love it.
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And of course, I found another autographed copy of it.
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Wow.
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I m going to send him this to build the relationship and build the friendship, which we already have.
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He ll write a book through us and it will be on his own, you know, the thick skin.
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Jeffrey, how much does that, that signed copy advanced rhinocerology book cost?
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Under $30.
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So for under $30, you deepen a connection, you deepen a relationship.
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No, I m top of mind.
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I m top of mind.
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I m way more than relationship.
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And understand he ll brag about that.
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He ll tell 20 other people.
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That s my creative side.
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What can I do to create a valuable relationship?
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And I love the guy.
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He s a great guy, family guy, grandfather, just the
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Funny as hell.
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You know, we have the same philosophies that we re friends.
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OK, so now it s Christmas.
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What am I going to get a guy from for Christmas who basically has everything?
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And the answer is I m going to get him this rhinoceros.
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It s a wire bound rhinoceros.
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I ve had it for several years and I m just going to send it to him under 20 bucks and he ll put it on a shelf.
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And every day he sees that thing, he s going to think of me every single day.
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So you guys.
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This is so simple, yet most people don t do it.
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It s so simple.
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Most people don t even get it.
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Yeah.
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If you want to have your best decade ever, part of it is deepening those relationships and staying top of mind.
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It s not about a set of post-it notes with your name on it.
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It s about something that the other person values.
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Yeah.
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And will be honored to get.
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I mean, can you imagine what this guy s going to get?
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I just sent him an autographed book.
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Then two weeks later, I sent him another autographed book.
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And then two weeks later, I m going to send him his Christmas present.
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I m king.
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So if you want to have your best decade ever, go to GiddimerTraining.com slash best.
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Sign up for the free webinar, come join the party, and we re going to go into more detail about this and other strategies you can use to make that happen.
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The webinar is NBV, nothing but value.
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And your job is to show up and take notes, because we re going to give you insight about how to build your value over time, not simply make the most sales you possibly can in 2023.
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That s just bullshit.
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You re gonna work hard anyway.
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If you re a salesperson and a diehard, someone gave you a quota or a number to hit for this year, your minimum number.
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Where d they get that number?
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Answer, they pulled it out of their ass.
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They have no more concept.
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So your job is double it.
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Just double that number, blow people away.
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That s number one.
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That s building your foundation.
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Now it s a matter of building friendships from relationships.
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How do you do that?
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And it s with your top 10 customers.
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You already know who they are.
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Where s their value?
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What are they gonna value?
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What are they gonna get from you that s gonna make them go, oh my God, because there s nothing with your name on it.
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It s something with their, that hits them in the heart, not in the head.
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All right, until next time.
1
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Where do you have to go now?
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I m having a good time with this.
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I know, I know, and it s gonna be fun when we continue the party.
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So come on, join us.
1
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Make friendships, even if your ass falls off.
1
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Thanks for listening to the show.
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Don t forget to like, share.
1
SPEAKER_02
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.
1
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Just go to gitter.com slash sales challenge to start you on your way.