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Welcome to the Sell or Die podcast.
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I m your host, Jeffrey Gittler.
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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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And the one thing you re hoping for, blows more deals.
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It s time to sell or die.
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Die Hard, as you know, this is Sell or Die, and we re gonna talk to a guy today that can revive you if you re almost fucking dead.
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His name s Chet Lovegreen, but this is the most important part.
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He is the sales doctor, and don t ever forget that, because if you re on life support, he is the stethoscope and the insurance card that can bring you back to life.
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Please welcome Chet Lovegreen.
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Hey, thank you, Jeffrey.
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Pleasure to be here.
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That was a fantastic intro.
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I think we nailed it.
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Well, you didn t say a fucking word.
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Come on.
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Tell me how you became who you are.
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Yeah, I think part of it is self-proclaimed.
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They say you can t give yourself a nickname, but I went ahead and did it anyway because I didn t care.
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But one of the big things for me is I love the doctor analogy because I think as salespeople, that s really the approach we have to take.
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And unfortunately, most salespeople are like,
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modern medicine.
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I m a firm believer, someone who s dealt with a lot of health stuff too, like you have to be duly as educated, right?
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I m not second guessing someone who spent 10 years in college and has a massive load of student debt when they give me some sort of diagnosis.
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But unfortunately, there are tons of apps and companies that are available to people to help them educate themselves medically so that they can make sure they re at least expressing
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what s going on with them in the right way.
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So a doctor isn t just plugging numbers and symptoms in on a little iPad and getting a result spit back out at them with a prescription.
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And unfortunately, a lot of salespeople are like that.
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We try to shove the problems that we think we solve into our prospects business.
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We don t do a great job of listening, and we re so fast to want to tell them about what our product does and show them the bells and whistles that we don t really understand what they re going through.
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We just think, like, I could do that easily in my business.
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If I m having a conversation with someone, I could just go, oh, it s just they re having revenue problems.
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That s what I ll solve for.
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But it goes much deeper than that.
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You know, you sell logistics software, you might think, oh, they have inventory management problems.
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We solve that.
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Let me show you how.
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And we re so quick to want to show them our product or service and talk about it that ultimately we re guilty of malpractice.
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You know, a doctor who gives
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A diagnosis without examination in a proper way is guilty of malpractice.
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And so I think that part of what I pride myself on is being able to shore up the examination process.
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And more importantly, what does a doctor do in addition to diagnosis?
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They give you a prognosis.
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And sorry, but ROI calculators are so 1985.
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Like, stop doing that.
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You have to find ways to get your prospect to actually say out of their mouth the value of what it s costing them to be dealing with this pain point.
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and these problems.
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OK, I m I m just going to say this.
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The doctor has the right approach because he doesn t tell you what he got in biology as a grade.
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Yeah, he just focuses on you.
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Like I was not a three point five grade average.
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I m like, I don t give a shit what you had.
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I ve got my thumb hurts.
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You know, fix that.
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Oh, yeah.
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Thumb.
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And then he figures out what s wrong by asking you a bunch of questions rather than starting out by saying, looks like your leg hurts.
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No, doctor, it s my thumb.
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Thumb, I m not going to say that next.
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They come at you with a series of questions that make you identify why you want them or why you need them.
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And then they re just looking for outcome, not symptoms.
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The symptoms are there, but I m going to fix whatever your issue is.
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I m a doctor.
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And the thing that salespeople forget, too, is we re all about pain points.
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And I think it s very important in the lexicon to understand that pain points should be the thing you start with, but they re not the problem.
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And people live with pain.
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If you get a headache, Jeffrey, you re probably just taking a leave, drink a glass of water, maybe have an apple, take a nap, right?
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That s what I think 99% of America does, unless they don t know that apples are like the secret cure to headaches.
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If not, then at least you learned something today.
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I don t give you any other knowledge than that.
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But the thing is that people will solve a problem.
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So if I go to a doctor because I have a headache and I find out I have a brain tumor and I m going to die and I need to pay whatever money it costs, I ll open up my pocketbook, I ll figure it out.
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I ll pull from health insurance, my HSA, savings.
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I ll sort of GoFundMe if I have to and ask people for handouts.
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Like, I don t really care.
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I will do whatever I have to do in order to get that brain tumor removed.
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So what we do, though, is we go, oh, you have a headache?
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Here s some relief.
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or, hey, your headache s really strong, here s some migraine strength medication.
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But it s like, well, what about the CT scan?
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What about the additional symptoms that might lead us to need to do an MRI on the brain?
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Because this person could be living with a tumor.
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And I think about it this way.
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The simplest way I break it down when I teach people about sales conversations is, it s okay to hear pain points, but you should be finding ways to stack those pain points into a giant core problem.
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Because for very simple numbers,
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Let s say I come to you and here s a $1,000 pain point that I have that I m saying is my problem.
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When you try to sell me a $2,000 solution, there s no payoff for me, right?
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But if you have this $1,000 pain point, this $1,000 pain point, this $1,000 pain point, you roll those up into a big problem.
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Now that you re dealing with a $3,000 problem.
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So now when you try to sell me a $2,000 product or service, boom, I m at least getting a grand back in my ROI.
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Very simple numbers.
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Obviously, a lot of us probably sell larger.
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Maybe some of us sell smaller deals than that.
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I d imagine most of the people listening to a great podcast like this are probably dealing with much larger ACVs or ADSs, whatever acronym you want to use.
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That s why a lot of sales reps struggle, because they re trying to meet pain when they need to find the big hairy problem.
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They call them big ticket items now.
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How do I sell a big ticket item?
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And the answer is, you get better than you are, you believe in your product, you ask great questions, you provide value, and you talk to them about outcomes.
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And that hasn t changed for 100 years.
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The only thing that s changed in selling over the last hundred years has been the internet.
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And I mean, it s made a massive change, obviously.
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And now with AI, it s going to be even more massive.
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But people don t understand that yet.
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They will, but they don t understand it yet.
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The average person has no feeling about AI when in fact, it s the future.
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And they re going into chat GPT and they re trying to get them to do a tweet or something.
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And that s not where it s at.
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Where it s at is it s going to help you think in advance, and it s going to provide answers for you that you don t have.
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And those answers are going to come up faster than you can imagine, not just for you, for your friendly competitor.
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And you have to be
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can advance that or you re going to die at it.
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And you can t, as a doctor, you can not just say, where does it hurt?
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You have to say, where does it hurt?
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And what are you looking at on an everyday basis that you think is giving you the proper answer?
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What is my competitive doctor saying about this that could be true or not true?
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So I have to be a doctor s doctor in today s world.
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And you re not going to get it by watching Netflix or drinking a beer.
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Yeah, those are good things to do.
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There s no problem with that.
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Hey, look, I m, I m, I m 30.
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I m going to be 34 next month.
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And I still play video games from time to time.
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You know, there s nothing wrong with that, but place in time, right?
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I m not playing video games at two o clock when I should be prospecting, adding people to my list.
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You know, I m not playing, not playing video games on a Saturday morning.
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It can be an exercise, not a diversion.
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Yeah, I like that.
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And, man, you almost took me down a rabbit hole there because AI, I have so many thoughts, but I don t want to get into it because it s pretty it s pretty negative.
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But it s it s a I will say this for AI.
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One thing that I want to call out is I actually just think we re all royally screwed.
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You know, I m working with a company right now that basically works with
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you know, inventory management with restaurants.
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And I look at like one, two, three location restaurants, you know, think about like your local burger shop that maybe, you know, has expanded a couple of locations across the city, you know, not your Burger Kings, McDonald s, In-N-Outs, Whataburgers, whatever might have you, Shake Shacks.
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And I just go like, how are they ever going to use AI?
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And they re not.
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These massive companies are going to figure out how to use AI in their specific industry, and they re going to use it, they re going to leverage it, they re going to implement it, and we re going to have 10 corporations running everything by the year 2050, my personal thought.
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But even with sales, it s like, I could never see their restaurant owners using AI.
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I could never see the company using AI in their sales process directly relatable to the buyers themselves.
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Maybe the sellers are using AI to generate email templates and all the things we already know in sales that we can do with AI.
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But it s just so weird to think about, how is that going to come into play?
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And I just don t think that the majority of people are going to have access and ability to make any change with it.
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I think it s just going to be corporations who can dump tens of millions of dollars into R&D to not only develop AI products, but also develop systems and use cases for AI in their business.
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Because like a restaurant, how is a restaurant going to use AI?
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Now, if we think about AI outside of just generative AI, which is what most people are calling AI, it s already being done.
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There s a thing called Flippy.
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It s a robot that makes burgers and fries, and it can do the work of like 10 people per hour.
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It s insane.
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And there s already a fully automated
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AI because robotics and AI, a restaurant out here in Pasadena, California, that s operating.
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So I see that in some form of capacity, but I think in the way that, yeah, like you said, most people think AI, like to write a tweet, like that s not it.
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That s generative AI.
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That s one specific thing.
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There s so much more to AI than we re actually thinking about, but I just don t think that
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I don t think that the layman is going to have the time, the resources, or the brainpower to actually figure out how to harness it and the government better figure out how to create a... What was that thing Andrew Yang tried to have?
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The monthly living tax, you know?
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Or the monthly living free money bill or whatever.
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You know, everybody gets $1,000 a month.
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They re gonna have to figure out something like that
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because you re already seeing it.
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You re already seeing it with Meta doing layoffs, Zoom doing layoffs.
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I guarantee you 90% of those jobs that have been laid off outside of sales are just going to be something that s thrown into an AI bot or some GPT that they made is going to run that job.
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It s already happening.
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It s not sanctioned.
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You re right, but let me explain where my view is.
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The bottom half of the sales world is going to fall off.
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Mediocrity is no longer going to be an acceptable level of success.
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So if you and your company arbitrarily puts out some kind of sales goal or sales plan or
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sales number, which is total bullshit from some accountant that pulled it out of his ass.
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But still, there is a situation where you re expected to do stuff.
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And if you re expected to sell activity, cold call, whatever it is that you do, AI is going to replace some of that
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in a heartbeat by providing the lower-level things that you can do almost administratively, some with thought, some without thought.
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Certainly, the mechanical stuff is all going to be AI.
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But the more sophisticated guy, you re not going to make a million-dollar sale with artificial intelligence.
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It s going to take a combination
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of artificial intelligence and actual intelligence.
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And to me, that s where I draw that line.
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If I can get actual intelligence going with artificial intelligence, I have a better shot of winning.
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Because it s a tool, not an answer.
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AI is a tool, not an answer.
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And so that s how I m looking at it, and that s how I m recommending that my clients go with it.
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Just internally get as much as you can going, and then use it as a tool.
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Yeah, I think it s actually a good thing for sellers because there s so much AI can do administratively, yes, like you said, that they have been doing, but now companies will just be able to hire less sellers.
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I don t need to hire eight AEs or eight full-cycle sales reps to hit this number anymore because all this stuff with list building and data enrichment,
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And ABM is all automated with AI now.
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And, oh, we re even using it to do the sales activities.
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And we re getting appointments that way.
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I see people using some of these robocall, these AI robot callers.
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They re not bad.
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Some of them are pretty darn good.
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And this is the worst they re ever going to be, you know?
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There s another element of this from a time management perspective, or I don t call it time management, I call it time allocation.
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Everybody still uses a keyboard.
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You honestly think a keyboard is going to be around in five years?
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No, it s already being replaced.
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Yeah.
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So Siri, wherever she is in the sky, or any kind of automated voice to text process, I wrote my last seven books on voice to text seven, I can correct it on a keyboard, because it s faster for me to just go backspace and fix it up.
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But to go to let my thought process out now I need stream of conscious where I can just speak it.
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And so can anybody if they practice it?
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And so the challenge is, why are you using
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100-year-old technology, literally, to tell me what s new.
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That s what I like about that.
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I just wanted to send you this email to tell you how great I feel that you re my customer, and I want to thank you very much.
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Wait, fucker, just text him.
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I see you.
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Text Bob and tell him he s a great guy.
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OK.
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Is this OK to send?
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Yeah, OK.
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OK, send it.
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OK, bye.
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I tried to do that with my podcast co-host yesterday.
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I saw the first Cybertruck ever in the real world.
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And I was like, why do I always like pull up my text, pull up a name, type it in.
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I was like, why don t I just hit the Siri button extra?
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I don t use Siri a lot.
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myself.
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I had to read or resend the text like four different times because it just felt so weird.
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It felt so weird when I was trying to speak what I would have just been able to type out quickly.
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Yeah, it was it was very odd.
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And I was like, I had to read it like four times.
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You get used to it.
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I promise.
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And for me, it s like second nature.
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Now.
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I m not there s no reason for me to type anything.
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Yeah.
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If you type 55 words or 60 words a minute, you re flying.
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Yeah, you can at least double that with your speech minimum.
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Yeah, that s actually that s actually how I m writing my first book is I ve just recorded a bunch of calls that I ve had, like probably like 45 different calls about leadership, you know, one on one coaching calls, group coaching calls, podcasts that I ve been on, and I ve transcribed them all through the script.
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And I have a
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the
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book about like leadership, it s like five, five, six hours, maybe, you know, spoken word, about 30,000 words these days.
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Yeah.
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So I already have content, you know, pulled out and ready to go.
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So it s about, you know, we haven t transcribed and I have people pulling stuff out and structuring them.
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And I think it s funny when I see people publish books with famous ghost writers now, because I m like,
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you could probably just do that yourself.
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It s so much easier now.
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You can just literally record your keynote and put it in a book.
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No, your keynote is not that good, but I m against it.
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You haven t seen my keynote though.
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I will say this though, that I require, if you re going to elaborate your thoughts on selling, you just can t do it on a typewriter.
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or on a keyboard.
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You just can t do it.
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I m going to make a cold call.
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Well, how do you do that?
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And how do you break the ice?
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I walk into somebody s office and they say, can I help you?
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And I say, yeah, I m here for my hair transplant.
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I m going to make them smile.
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I m going to make them feel like I m there to have a good time with them.
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And AI is not going to
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use humor at all.
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But I have an idea for a book, and if we use it, we have to do it together.
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You ready?
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Okay.
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Finding the New Pain.
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Finding the New Pain.
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Okay.
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But AI is in the middle of pain, and it s capitalized and made bigger.
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There you go.
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I like that.
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It s visually appealing.
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Exactly.
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Because the new pain is just unknown.
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You know, when the iPhone came out, it was unknown.
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When Google came out, it was unknown.
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When the watch came out, it was unknown.
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When the iPad came out, it was unknown.
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And now it s mainstream.
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Yeah, but that s you bring up something interesting.
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And this is coming from that.
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That s very interesting.
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You say that because I feel like certain products that have come out, a lot of people buy them because they re just Apple diehards and they ll buy anything, you know?
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Yeah.
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How vulgar can I be on this podcast?
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Because I have a business card.
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There you go.
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Yeah.
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So like, here s the thing.
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I know so many people that have Apple watches.
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You know how many are probably actually functional with them?
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They just wear it.
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And that s the beauty of Apple as a brand.
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But as a pain point, what does the Apple Watch really solve?
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You know what I mean?
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I get everything I could actually personally need out of an Apple Watch on my whoop, man.
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You know what I mean?
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My dad gets everything he could use out of his Fitbit.
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And it s like, I just don t think like, maybe I m just not that uber productive where I need an Apple Watch because I m on the go doing a bunch of extra junk.
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I don t have a watch.
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I just use my phone.
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Because I think they do the same thing, but the phone is bigger and it s got more chip.
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So that s how I made the determination.
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And I had an Apple Watch when they first came out, and they were cool.
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But after a while, it s like, it s too little.
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I can t fuck with it with my fingers.
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Yeah, even like the Apple Vision Pro.
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I realize they re selling a lot of them because it s cool.
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It s fun.
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It s a toy, right?
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But practical application like that s why I m actually surprised at the sense.
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Have you seen the sense pin?
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I think it s called sense, but it s the little pin you wear that s fully AI.
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It like watches everything you re doing and it shoots up a little screen if you need to like look at stuff and you can scroll with your fingers and it reads it.
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I was surprised at how little, I was and I wasn t surprised, let me say that actually, at how little they actually sold.
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I m not surprised it didn t sell a lot because their product launch was basically a 20-minute feature dump by two people that looked like they d never been on camera and just didn t know how to act.
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I am surprised it didn t sell though because it really does solve a real problem and it s almost like what you were talking about, voice to text.
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It s completely hands-free daily living.
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Yep.
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And that s it.
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You know what I mean?
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And it s, it s amazing.
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It s literally like, Hey, since I m going to meet Jeffrey at cat s deli in New York on Monday, you know, February 19th.
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Can you, yeah.
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Can you, uh, can you find me a gift shop on the way there?
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I want to buy him a nice bottle of liquor.
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And it ll literally tell me where to go on my walk to Katz Deli from my hotel on that day at that time, knowing what s open.
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It s like, I don t have to Google all that, look it up and cross-reference everything.
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Actually, you could save a lot of money.
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Just ask me where the closest other deli is where they have desserts.
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And I ll take, there s a place called Russ and Daughter that s two houses down from Katz s, and they have the best arugula, they have the best chocolates.
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It s just unbelievable.
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So you walk in with that, you re home free for 20 bucks.
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Yeah, yeah, like, like, there s so much that it can do.
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And it s all hands free that it looks like it actually solves a problem for me.
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It solves a pain point.
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I don t want to fumble around with my phone a lot.
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You know, human involvement in this.
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Let s go to cat s deli.
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There s two ways you can order a sandwich can stand online and get the meat cutter or you can go to a table and get a server.
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You know, it s where Harry met Sally.
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You know that scene?
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Yeah.
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he s having.
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So I go when I go to cat s deli, it s like an experience for me.
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And I try to piss off the guy who s cutting my sandwich and take the guy behind me because I m not going fast enough.
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And the guy go, What do you want?
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I go, you know, came a long way here today.
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I m thinking roast beef or I m not really sure about about pastrami or corned beef and the guy who s not next and I feel like I m honored and I give the guy $5 and he ll do whatever I want.
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But I want to have the test of, can I piss this guy off enough to take the person behind me?
SPEAKER_00
It s a self-test.
SPEAKER_00
So I m constantly engaging people, trying to psychologically get my way, or what I think is my way.
SPEAKER_00
And that puts itself into sales all the time, all the time.
SPEAKER_00
So you go to a hotel, and I m going to give you an example.
SPEAKER_00
Checking in,
SPEAKER_00
No, I m here for my hair transplant.
SPEAKER_00
What do you think I m doing?
SPEAKER_00
We were full last night.
SPEAKER_00
Check-in time is three o clock.
SPEAKER_00
And I go, listen, your check-in time is three o clock.
SPEAKER_00
My check-in time is now.
SPEAKER_00
So go in the back there and get your mom or your daddy and tell them that there s a customer out here and he s hoping for two things.
SPEAKER_00
He s hoping for friendly and he s hoping for helpful and he considers you neither.
SPEAKER_00
And that starts my engagement with somebody that tells me they re full last night and doesn t have a sense of humor.
SPEAKER_00
So I ve already identified who I m dealing with, and I m going to tell you, I ve probably only done this 500 times.
SPEAKER_00
I get a room key every time.
SPEAKER_01
Wow.
SPEAKER_00
Yeah, they call me an asshole.
SPEAKER_00
Yeah, but I get a room key.
SPEAKER_01
I could have used that when I was in Phoenix.
SPEAKER_01
We had to wait an hour past the promised check-in time.
SPEAKER_01
But usually, I get pretty lucky myself.
SPEAKER_01
Maybe that s just because San Francisco is an absolute crapple now.
SPEAKER_01
Anytime I go up there, it feels like I get there and I fly out.
SPEAKER_01
Cause LA to San Fran is a 45 minute flight, but I m a cheap ass.
SPEAKER_01
So I like to fly early in the morning so I can get the cheapest flight possible.
SPEAKER_01
I m landing at eight o clock, nine o clock.
SPEAKER_01
I m at the hotel by 10.
SPEAKER_01
They re like, Oh, I can get you in a room right now.
SPEAKER_01
Like San Francisco must be a crap destination now.
SPEAKER_01
Cause every time I go there, the hotels let me get in before noon everywhere else.
SPEAKER_01
It doesn t ever appear that way.
SPEAKER_01
You know, check-ins three, four o clock, maybe I ll get in an hour or two early.
SPEAKER_00
I agree.
SPEAKER_00
I m talking about the human element that s always going to be involved.
SPEAKER_01
Yeah, yeah.
SPEAKER_00
The mediocre people are going to fall by the wayside.
SPEAKER_00
The smart human beings are going to win in this war, and it s a brand new war.
SPEAKER_00
There s 1,500 AI platforms right now.
SPEAKER_00
There will be 10,000 in another three years.
SPEAKER_01
Yeah, but we all know that that s the same thing as consultants and social media marketing agencies.
SPEAKER_00
I don t disagree with you, but try to figure out who s what in advance, because there s going to be 100 of them that are going to be amazing.
SPEAKER_01
The funny thing is how people act like AI is new, and I m like, have you ever used a call recorder like Gong?
SPEAKER_01
Have you ever edited videos with the script?
SPEAKER_01
It s an AI voice to text platform.
SPEAKER_01
Like it s not new.
SPEAKER_01
You re just more aware of it.
SPEAKER_01
And there s also those push of generative AI, which is, which is pretty crazy, which is also funny.
SPEAKER_01
Everybody s been showing like Sora open AI s new video platform, like with text to video, everybody s showing how wonky video looks.
SPEAKER_01
I don t know if you saw the AI video last year, the AI pizza commercial where people s mouths are like opening up too far and the cheese is like,
SPEAKER_01
And they were like showing that compared to now, a year later, what Sora looks like, text to video through OpenAI.
SPEAKER_01
And everybody s like blown away.
SPEAKER_01
And then I saw one guy just post on Reddit.
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He s like, well, what did you all expect?
SPEAKER_01
You gave him the data.
SPEAKER_01
Because all the inputs and work everybody s been doing has helped crafted the model.
SPEAKER_01
That s one of the ways that they re doing it, is everything you input into the system.
SPEAKER_01
That s why I tell people all the time, I m like, don t train GPTs.
SPEAKER_01
I m like, don t create GPTs to like coach your salespeople.
SPEAKER_01
That s the worst thing you could do.
SPEAKER_01
You have no idea how much proprietary information you re entering in that you no longer own.
SPEAKER_01
People don t think about that stuff, and it s absolutely nuts.
SPEAKER_00
I don t know how much other wrong shit is in there.
SPEAKER_01
Yeah, exactly.
SPEAKER_01
Because if it s training the model on itself, there might be people putting in, what do they call it, false positives.
SPEAKER_00
Yes.
SPEAKER_00
I m not looking at it for information.
SPEAKER_00
I m looking at it for how can I make my strategy more viable and more available to more people.
SPEAKER_00
And the answer is to have my own platform.
SPEAKER_00
And that s what I m working on.
SPEAKER_00
So Gitmer AI will appear.
SPEAKER_01
There you go.
SPEAKER_01
Yeah, it s definitely like the dot-com or even the gold rush, right?
SPEAKER_01
Everybody s rushing to AI.
SPEAKER_01
I know we digressed and went down a long rabbit hole from where we originally started the conversation.
SPEAKER_00
Sure, but if you want to know where it s going to be 100 years from now, go visit Placerville in California, in the heart of the Sierra Nevadas, and see what happened to that gold rush.
SPEAKER_00
Over!
SPEAKER_00
Nothing, it s a ghost town.
SPEAKER_01
They ll show you where the entrances to the mine used to be and that s it well if you think about the You know just just the evolution of anything in general We have created the end of the human race and so I d be surprised if we re even around in a hundred years personally
SPEAKER_01
Especially with like, when you look at how fast AI moves and you think about like those progressions and even just like, think about a hundred years ago, a hundred years ago, 1930, right?
SPEAKER_01
Or I m sorry, 1924.
SPEAKER_01
Wow.
SPEAKER_01
I just put six years on our timetable here.
SPEAKER_01
1924, right?
SPEAKER_01
What was around in 1924 that we still really use that was like core technology, like steam powered boats?
SPEAKER_01
We still use steam powered boats.
SPEAKER_01
I even had a telephone, fax came and went, email basically came and went.
SPEAKER_01
It s such a vast amount of time.
SPEAKER_01
It s like to think if this is the worst AI is ever going to be, what s next?
SPEAKER_01
Well, Musk already has the cyber implants.
SPEAKER_01
There you go.
SPEAKER_01
Now, cyber implants connect to cybernetics and you create a whole cybernetics thing.
SPEAKER_01
Now, we re fusing with robotic technology.
SPEAKER_01
We have AI implants in our head.
SPEAKER_01
where there s a slow morphing of human to hybrid to fully robotic you know and this it is it s going to be a we re going to get discovered by aliens in like 120 years and they re going to show up on this planet it s just going to be fully run by robot there s just going to be robots everywhere and everybody this is a weird planet how did this ever happen and it s going to be this whole evolution thing like uh like um you know how men came from monkeys which is or apes which is very plausible very possible if you look at it likely they are next to humans we just might have been a superset that got outside of that
SPEAKER_01
It d be the same thing like what a story that would be that sounds like a plausible story when an aliens visit this place 200 years from now and it s just all shiny metallic robotic weird looking cybernetic beings and they re like how did this ever happen how the whole place run by robots and they just tell the story well humans morphed into us and then we ended up just being fully fully robotic it s it s how everything happens.
SPEAKER_00
I look at it from a human standpoint and from a humor standpoint.
SPEAKER_00
There s an old Woody Allen story that says one day everybody in the world woke up and they started to sew pants.
SPEAKER_00
And a spaceship landed and the guy comes out of the spaceship and says, are the pants ready?
SPEAKER_00
And the leader of the free world says, no, can you come back Thursday?
SPEAKER_00
And they come back Thursday to get their pants and the jokes on them because they forgot their ticket.
SPEAKER_00
And so that s the way the whole thing rolls.
SPEAKER_00
You can say about whatever you think is going to happen in the future, but no one knows.
SPEAKER_00
No one knows what s going to happen with AI.
SPEAKER_00
Not one fucking person on the planet can predict that ending.
SPEAKER_00
We just have to sort of stay and watch it and watch what happens.
SPEAKER_00
No one could have said that record stores are going to become obsolete for a decade while iPad takes over, while Apple Music takes over.
SPEAKER_00
No one could have predicted that.
SPEAKER_00
Steve Jobs changed the music world completely in one year.
SPEAKER_00
He s been around for 100 years, changed it completely,
SPEAKER_00
And now it flourishes as good as it ever did.
SPEAKER_00
But people thought, oh, no, that s a death because you can t get this or that.
SPEAKER_00
Now, all of a sudden, final records are coming back.
SPEAKER_00
And instead of being seven.
SPEAKER_01
dollars, there s $28.
SPEAKER_02
Yeah, well, one person did predict it.
SPEAKER_02
Isaac Asimov did all the digitization of the world and elimination of physical records and needs.
SPEAKER_02
He definitely, he definitely predicted it.
SPEAKER_02
But even in like the even in like the book, I robot when the when the old school stuff comes back, the more tangible goods, it s the same thing.
SPEAKER_02
It s so funny, because that s exactly what happens now.
SPEAKER_02
Yeah.
SPEAKER_02
Yeah.
SPEAKER_02
Vinyl records were $7.99.
SPEAKER_02
It was a commodity.
SPEAKER_02
It was a normal purchase.
SPEAKER_02
Now it s like a luxury.
SPEAKER_02
It s like a trinket.
SPEAKER_02
It s like a collectible.
SPEAKER_02
And they re $30, $40, $50.
SPEAKER_02
The same thing in iRobot.
SPEAKER_02
When he gets the shoes, it s like nobody s wearing those shoes anymore.
SPEAKER_02
So the shoes he pays like in three months.
SPEAKER_02
salary because the shoes are considered vintage and a collectible.
SPEAKER_02
And they re like, why are you wearing these Jordans?
SPEAKER_02
You know what I mean?
SPEAKER_02
It s like these new shoes.
SPEAKER_02
You shouldn t be wearing those.
SPEAKER_02
You should be putting them in a case somewhere.
SPEAKER_02
You know, they re there.
SPEAKER_02
Nobody wears or the converse is sorry.
SPEAKER_02
Nobody wears those anymore.
SPEAKER_02
So, you know, it s one of the humor version.
SPEAKER_01
Go to Woody Allen and watch the movie Sleeper and you ll see what happens in the future.
SPEAKER_01
They find out that baby roots are actually the secret to life s longevity.
SPEAKER_01
And, you know, that
SPEAKER_01
Because no one knows, literally no one knows.
SPEAKER_01
So I live in wonder, and I do the best I can with what I ve got right now.
SPEAKER_01
And I m a dad, and I m a granddad, and I m a great granddad, and I take care of my family.
SPEAKER_01
But I wake up in the morning, and the first person I take care of is me.
SPEAKER_01
I don t sacrifice my life for I gave you the best years of my life.
SPEAKER_01
Don t be doing that.
SPEAKER_01
Keep some for yourself.
SPEAKER_01
They re your best years.
SPEAKER_01
So put yourself in a situation where we re trying to move forward and we re looking for answers.
SPEAKER_01
The answers will appear.
SPEAKER_01
If you can t affect it, just leave it alone.
SPEAKER_01
You ll be fine.
SPEAKER_01
You ll be totally fine.
SPEAKER_01
But in the meantime, I m going to try my ass off to get out to L.A.
SPEAKER_01
to have a hamburger with you.
SPEAKER_02
Yeah, I ll be looking forward to that.
SPEAKER_02
That ll be fun.
SPEAKER_01
That s how you rule life.
SPEAKER_01
When smart people get together, there s an attraction.
SPEAKER_02
That s right.
SPEAKER_02
If you stay ready, you don t have to get ready.
SPEAKER_02
I think that s your key takeaway here.
SPEAKER_02
That s a great line.
SPEAKER_02
Yeah, I like that.
SPEAKER_02
You say live in wonder, live in wonder.
SPEAKER_02
I like that.
SPEAKER_01
It s good.
SPEAKER_01
Okay, so we re going to wrap it up, you guys.
SPEAKER_01
We have not had an argument yet about why cold calling is a fucking stupid waste of time.
SPEAKER_01
But we ll have that argument in another in another meeting.
SPEAKER_01
I have a feeling this will be another podcast at some point in time, or maybe I ll get on
SPEAKER_01
Chet s podcast.
SPEAKER_01
We ll see what happens.
SPEAKER_01
In the meantime, you guys get out there and make a sale, even if your ass falls off.
SPEAKER_02
Thanks, Chet.
SPEAKER_02
Thanks, Jeffrey.
SPEAKER_02
Appreciate it.
SPEAKER_01
Thanks for listening to the show.
SPEAKER_01
Don t forget to like, share.
SPEAKER_01
Yeah, share with both your friends.
SPEAKER_01
And subscribe to the podcast.
SPEAKER_00
And remember, we have a free 22 day sales challenge.
SPEAKER_00
Just go to gutermann.com slash sales challenge to start you on your way.