Selling Without Selling

As a business owner, one of your primary roles is to land new clients. And one of the most important parts of that process is to know which clients to pursue now, which to “catch and release,” and which aren’t worth talking to again.

It’s a strategy that takes patience and persistence… but definitely pays off in the long run as you end up working with more of your ideal clients – and people who truly value your work.

This mindset throws high-pressure sales techniques out the window. In fact, the trick is to sell without selling.

Listen now to get more details on that, as well as…

  • The #1 job of an effective salesperson
  • How to tell if you’re “scaring away” potential clients
  • Why having fewer leads can be a good thing
  • The public commitment technique for getting stuff done
  • And more

Listen now…

Mentioned in this episode:

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Transcript

Steve Gordon: Welcome to a joint episode of the Unstoppable CEO Podcast and the Advisor Inner Circle Podcast. My name is Steve Gordon. I am here today with my friend and co-host John Curry. Mr. Curry, good to see you.

John Curry: Good to see you, Steve.

Steve: It’s been a while. We’ve been doing this lockdown thing and you and I haven’t had our usual breakfasts in a few months. I’m kind of missing that.

John: Same here, but you know what, we had some good time earlier. We’ve been together so far, about two hours today. And folks, and got a lot of good ideas that we want to share. And I predict, Steve, that the work we’ve already done, this one is going to be empowering us to help a lot of people and help ourselves at the same time. So let’s continue that theme.

Steve: No doubt about it. Well, we are social media. distancing through Zoom right now. So this has been a different world. But I gotta tell you, life goes on and things keep moving. You know, today, I really want to talk about something that I’ve observed in you in the way you approach business development. I think it’ll be particularly impactful for folks. I don’t think that it’s necessarily any kind of new revelation as a result of what’s going on in the world right now. I think this is a timeless principle that applies now and will apply at any point. And so, one of the things I’ve observed in you, John, is you just have this way of looking at the long view when it comes to business development. You have this confidence about you and I’ve watched you articulate this. You know, you come across a person that you want to do business with, it isn’t that you don’t want to do business with them right away, but you are. I’m going to use two words I think will be important as we go through this conversation. You are patient and you’re persistent. You will identify them and you’ll go that guy or that girl is going to be a client. I don’t know when, but they’re going to be a client. And you extend that way of thinking to the way you do marketing. And we’re going to get into some examples of that and really the way you do all of your business development. I believe, wholeheartedly that that is one of the things that makes you so successful. So that’s what I want to talk about today. So what is it about you, where did you pick up this ability to kind of, I don’t know, almost disconnect from the feeling of need of having to get that person as a client right now and say, I’m going to get them, I don’t know when but I’m going to get them.

John: I think the beginning of it was because of playing football in high school. I wasn’t aware of it then, but I think it’s going back to football. I think it’s going back to my military background in the airforce and the kickboxing I did in Thailand. Because if you’re playing any type of sport, you understand you got to be patient. You can’t rush it. Sometimes if they’re too fast, you’re gonna mess it up. I think that’s part of it. But I think part of it is just human relations. Just understanding that in the world of sales, and we’re all in sales, you’re either the professional salesperson or you’re selling yourself personally every day, when you’re too quick to rush in, you scare people. So I just learned at an early age in my 20s, I came to business at 22, I just learned the best thing to do is just be patient and not just have one case. If I’m trying to get Steve Gordon as a client and you’re the only one on my list, I got a problem. So I had to go find ways to add more Steve Gordons to the list and then be patient that when you are ready, I would do it. And one of the things that helped me and I’d recommend people read the book, if you haven’t, is Dale Carnegie’s book, on sales. And he starts off the very first how to win friends and influence people. The very first paragraph he talks about, he loves to go trout fishing. He’s on strawberry shortcake. But he discovered that the trout don’t like strawberry shortcake. So this point is give them what they want and take time and be patient. So for me, it just made sense. Don’t rush because if I push you too fast, I’m going to offend you or scare you. And then the persistence part is just understand that people do things when they’re ready, not when you’re ready. That’s taught to anyone in sales from day one. But it’s hard to believe it. It’s hard to act on it because you’re so quick to make a sale. And I will tell you that in my younger days, I was too quick. I would rush in, I got the best thing since sliced bread bla bla bla and nothing happened because I scared the hell out of them because my enthusiasm, I’m not ready for this guy. And so some of it was by trial and error, my friend.

There’s No Magic Script in Sales

Steve: Well, yeah, and I mean, here we are, and we get to share. That’s what I love about this medium. We get to sit down and have a conversation that we would have had, you know, over a Scotch, and, but instead we get to kind of capture it and share it with the world and help people. And I hope as we go through this, that’s gonna help a lot of people. I think that’s a really key kind of shift there. And I know you said the idea that people buy when they’re ready to buy, not when you want them to buy a sort of fundamental to, you know, what we’re all taught at sales. And I disagree with that. I think you’ll hear that a lot. I think it’s said a lot. But I also think that when you look at a lot of the so-called sales gurus that are out there, they might say that, but then they’re teaching you Well, you need to have this magic script so that you can close people in one call. And I think that’s, at that point, that’s just manipulation. You know, I’m all for being efficient in sales. I’m not saying you shouldn’t have a script and a process and all of that, but people buy when they’re ready to buy. And I think the real long term answer is just get enough of a pool of people that you’re communicating with that there’s always somebody’s ready to buy.

John: I agree totally. But I think also, it’s our responsibility to ask people are you ready to buy? I remember early in my career, a guy that I knew very well, I’m a Shriner. His name was Charlie. One day, he made a comment that he had bought some life insurance from another agent. I said Charlie, why didn’t you do business with me? You know that’s what I do. Back then all I’d do is life insurance. And then later I started doing more of a financial planning, retirement planning, investments, all that. But back in the early days it was strict to life insurance. And he says, young man, let me tell you something. It is your job to let me know what you do. It is your just to tell me what is best for my business. It is not my job to chase you down and let you sell me something. That kind of stung. And I thought about it and I got mad later and I calmed down. I thought, holy cow. He’s right. So just because we have this list, it comes back to persistence now, just because we have people on our list that we want to do business with, you can’t ignore them. You need to keep in touch with them on a regular basis. They need to know you’re still there. But occasionally instead of just sending content, you got to say, Hey, Steve, are you ready? I’m here. Would you like to do business? And I tell people this. What popped in my head when you made a comment, you introduced the two words, patience and persistence was having the ability to look at someone and say, Steve, I need to put you on notice. Okay, what’s wrong? I’m going to do everything in my power. everything in my power that’s legally, morally, and ethically right to get you as a client. If you and I don’t do business together, it’s going to cost us both money. And I just stopped. I paused. Now you think about it. If someone says to you, I’m gonna do everything in my power legally, morally to get you as a client, what goes through your mind? There has to be a little bit of Wow, I feel kind of special here. I mean, this person really wants me.

Steve: Yeah, that’s powerful.

John: See, most people, it’s very powerful. And when you do it, and then when you follow by saying, if we don’t do business, it’s gonna cost us both money. I’ll say, usually they’ll say, What do you mean? Well, if you’re not doing business with me, you’re not getting my services, my products that are good. If I’m not doing business and helping you, then I’m not getting compensated. So if we solve your needs and your desires, and I get paid, then it’s a win-win, isn’t it? Well, yeah. Why don’t we get together and see if there’s a fit? No pressure, no hassle, right?

Steve: Yeah, it’s a piece of cake. You know, it’s, I think it’s easy for people to listen to this and think, well, maybe these are kind of competing ideas, but they’re not. You know, you’re saying you’ve got to ask for the sale and you should, you need to give people the opportunity to take the next step. And if you don’t put it out in front of them, they’re not going to.

John: Well, let me counter that. I don’t agree that I just asked you for the sale. What I asked you for is the opportunity to find out if we’re fit. There’s a difference. See, the difference between what I see in younger associates today, they’re not being taught sales 101. Everyone else, I don’t give a damn what you do for a living should have to take a course on sales 101. How do you just deal with people? That’s salesmanship right there. You know, you’re courteous, you’re respectful, you know what to say to engage in a conversation. You identify what people really want and need in life, and then you fill the need. So by getting people to understand that you know you have confidence you can help them and get them to want to hear more and you’re engaging in the conversation, but I tell people I have nothing to sell you. What would I possibly sell you, Steve? I don’t know anything about you yet. We’re just gonna have a cup of coffee together or lunch brought in or a drink or glass of wine and we’ll find out if we’re fit. You know, what, 30 minutes 40 minutes ago, we’re going to know real quickly if we even want to meet again. Don’t you think? And that’s what I mean about the patience and the persistence when you said that earlier. I’m patient enough to let us find out if there’s a fit. And if there is, then I’m going to be persistent to keep in touch with you. Now, if I find out you’re wasting my time and stringing me along, at some point, I’m gonna say, Hey, you know, I’d be happy to have a drink with you but let’s be serious and understand that, yeah, we’re not going to do business. If that’s the case and I still want to spend time with you, great. We’ll call that a social dial. And I have people like them. I have people I spend time with. They’re not clients, they never will be because of other relationships they’ve got. Does that mean that I can’t be a friend with them? Of course not.

Steve: So this all leads me into just some of the things I’ve observed in your marketing here recently. We had a conversation, what, six or eight months ago, about an email course that you and your team were putting together. And the idea behind the email course was you were going to take pieces of stuff that you might teach in a webinar or in your book or in other things and you put them into a series of emails. How many emails? I can’t remember.

John: I don’t remember. And I gotta give credit where credit’s due. April Schoen, my business partner, put that together. She said here’s the deal, you got this content, this knowledge, I have the ability to help you put this in a process, if you will, technology. So April gets credit for that. I think it’s seven emails. I think, yeah.

A Huge Crowd is Usually Not Necessary to Meet Your Goals

Steve: Yeah, somewhere in there. But the idea is that over a period of, you know, a few weeks, they’re getting these repeated emails from you. And, you know, and the way that you approach that, I remember the conversation like, hey, let’s try it. I don’t know if it’s gonna work or not. Let’s try it. We’ve had some good success with things like that, both for us and for some of our clients. And so you guys went to work, you’ve implemented it, you had some good initial results. And you’ve continued to promote it and try and put people through there. And the interesting thing is like, you haven’t had thousands of people go through it. And I thought this is where people I think, go wrong is they look at small numbers, and they think that somehow that’s failure. I had a client, you know, you and I both know him, who did a webinar here recently. And they had an issue with getting the invitations out. And it only went to a small, it went to like 40 people instead of 400, or whatever it was supposed to go to, you know? And they only had one person sign up, or one person show up. And, you know, and so I, you know, he wanted to give up on the whole strategy. And I see people do this sort of thing all the time, where the first time out of the gate, they get a small result and instead of saying Wow, that was amazing and saying, Okay, well, let’s do it again and see if we can get a little bit bigger result and having that persistence with it, they kind of give up. And you guys, you know, you were telling me about the results you’re getting with the email course. You said you had just another kind of cohort of people go through it. And every time you’ve got groups going through it, it’s spitting out a couple of clients. Well, that’s huge. It’s not all the clients you need in a month but between that and your postcards and your webinar and your podcast and your book, all of these things kind of create an ecosystem

John: And picking up the telephone say it’s time to do a review. Hey, are you ready? I was on the phone the day before yesterday with five different clients. And so the team had booked appointments and they were kind of scattered around. And I said I wonder if I can get all these people in one day because they’re all sitting at home probably anyway. So I just started calling. You know, some of them took 15 minutes, some took 30 minutes. And before noon, I already had knocked out five phone calls. So that freed up the rest of that day, it freed up a lot of yesterday because we had a webinar we did yesterday. T o put it in perspective of numbers, we had 56 people register. At the high point we had 29 on the webinar and I think April said we had 27 stayed the whole time, which to me is amazing that people stay the whole time. But you’re right. We don’t need, we don’t rely on huge, huge numbers. Never have. My seminars, you’ve been to some of my actual live seminars, you know, we’ll have 30, 40 people. And we’ve had as many as 100 people in the room, 99 to be exact last year a couple times. But I don’t want that many really because I don’t have the ability to have personal interaction. I can have 30, 40 people, that course with the webinars. And if we have 1000 people, that’s great. But here’s the question. If you have 1000 people, how will I have time to get to everybody? By the time I get all of them, they’re cold. Now, I don’t care if we have

Steve: I was just gonna say that, I mean, that’s a huge thing. I mean, everybody seems to have this perception. I hear this over and over again that, you know, I need to get all these hundreds of people or thousands of people on webinars and, you know, or into an in-person seminar I need to get dozens and dozens of people. You know, and they look at it as this one-time event. And I’ve watched you and I’ve seen what’s successful. I’ve watched other clients, I’ve seen what they do that’s successful. I know what’s successful in our own business. The thing that seems to always win is not that you’re going to do one seminar and get 100 people, but that you did 10 in a year and maybe you got 100 people at a few of them, but you got 10, 20, 30 and again and again and again, you’re, you know, you’re kind of consistently getting that level of performance. And it’s really interesting. So I was on, you know, we’ve got this new group program I was telling you about earlier. We’re kind of guiding people through creating their own book and their podcast and their whole marketing system. You know, I made a statement on our call with all those folks last week that, you know, I asked, one of our clients in there was really struggling with feeling the need to get in front of tons of people. And I said, Well, if you got in a room with like, five really great prospects, would that be a worthwhile investment of an hour of your time? He’s like, of course. And so I started seeing things in the comments on the webinar. Like, Oh my gosh, that’s the greatest thing. Yes, of course. And I think that’s the, that’s part of the reframe here is, and it’s something that you’ve done so well, you tell the story at one point of doing a seminar where one person showed up.

John: Yes, in a storm.

Steve: You gave them the option. You’re like, well, you’re the only one here. Do you want to go forward? And you said I’m willing to go forward if I recall. And he said, Yeah, let’s do it. So you gave the seminar to one person. I know a lot of people who would have felt dejected and disappointed and would have cancelled and you ended up turning that person into a client, didn’t you?

John: Oh, yeah, it’s one of my best clients. He died about three years ago. And that was back in the early 80s. And in fact, the first started in seminars, I think it was January of 1981. And had something happen there that made me give up and I didn’t do another one until October of 81. What happened is a guy came in drunk. I thought somebody set me up, Steve. We had a small group of people sitting in chairs, no tables, it was at the downtown Hilton which is now the, whatever the heck it’s called. So the guy comes in, he’s got a cigarette, a long ash about three inches long and one hand there was a drink, and he just comes in and says What’s this group? And he passes out. Falls right in front of me between me and the audience. And I’m thinking somebody, we had another word back then, punked. I thought somebody was punking me and I look around and nothing’s happening. And all of a sudden the door first opened and some people come running in, there he is there he is. He was at another meeting, got drunk and they lost him and there he was. So they get in love and drag him out. I said, I’m never going to get in front of the group again in my life. So I didn’t do another damn seminar until October. I mean, cuz it, back then I was writing as I go on the flip chart, these old white easels. So I didn’t have computer and, we didn’t have it. And there was no iPad, there was no computer like we have now notebook computers, and that goes back a long time ago. But I gave up too. And then finally one day I said wait a minute, I know this will work. I know this will work. And then my very second seminar, every person in the room, I repeat, every person in the room became a client. I’ve never had that happen since. But that second one where I didn’t give up, everyone, now some of them only bought a, back then an IRA contribution was 1500 max. Some of them were that small. But some of those people to this day are still with me. And unfortunately a lot of them died because they were in their 60s and 70s, then. But the point is be persistent. Don’t give up. If, and I would even be stronger and say this, on my postcard that we sent out promoting this webinar yesterday, we had five webinars off promoting five at one time. Why? Because it forces us to follow through. We’ve got dates, we got plans to do four more. And before these are ending, we’ll have another five that will come up.

Steve: Well, and I think that’s really critical. I mean, that’s, you and I both use this as a technique to push ourselves forward. We will make public commitments to things that maybe haven’t yet been created as a way to force us to create, you know?

John: Right. And then when you later say to yourself Why the hell did I do that? Because now you got to do the work, right?

Steve: Now you gotta do the work. But that’s how it gets done, right? So, mostly what I see a lot of times is people go, Well, yeah, I’ll create a PowerPoint. And then that takes them six months, right? Because they never, they don’t have a deadline. And, you know, and then we’ll get it scheduled. And two or three years go by and they don’t do it.

John: Say where I’m different that, this is where I don’t have patience. This is where I am definitely impatient. See, my style is, okay, you could work on a PowerPoint, I’m gonna get about 25 people in a room. I’m gonna stand in front of the room and say look, folks, I don’t have a PowerPoint presentation. I’m not going to bore you or kill you with PowerPoint. I’m just going to share what’s in my head and my heart. Can we do that? And they go, Ah, thank God.

The Experience of Omnipresence

Steve: Well, you know, you talked a little while ago about giving people opportunity to find out if they’re a fit. And I think that’s one of the other key things. So you’ve created this, what I would use the term, this kind of experience of omnipresence. So for the people in your world, for the small, valuable group of people that are in your world, they’re on planet Curry, you have created this experience for them of omnipresence. So you haven’t tried to be out there in front of everybody in the community or everybody in your potential market, but you’ve selected the subset that you’re focused on. And, you know, and within that group, they’re getting postcards from you on a consistent basis, multiple times a year, sometimes monthly. You know, at times in the past, they’ve gotten, you know, four-page printed newsletter. They’re getting emails from you weekly on different topics, and they’re all valuable. They’re getting invitations to webinars, generally at least once a month. And right now, because of all this going on in the world, you guys have really stepped in to try and give your market confidence. They’re getting exposed to your podcast, whether they listen to it or not, they know that you’ve got one and that’s creating authority. You’ve got your book out there. You got all this stuff, like everywhere you turn, and then sometimes you show up like in the newspaper or on TV, you know? Not frequently, but enough. So for somebody that’s in that group, they think you’re everywhere. And they look at every other one of your competitors and there are a lot of them, and I would imagine they go, well, who are they? I got this Curry guy over here. He’s everything. And within all of that, you give, constantly giving them these off ramps. It’s like they’re on the highway, right? They’re on the Curry highway and every now and then there’s an off ramp to find out if they’re a fit. And sometimes they take the off ramp and they go, eh, not yet they get back on the highway. And a little further down, there’s another offer. And it’s just, it’s been fun. You and I’ve been working together for 10 years. It’s just phenomenal to watch this. You’re like a living case study of the way to do this. And, you know, and I think that takes a particular mindset.

John: Well, I appreciate the kind words there, but I will tell you, it’s not only a mindset, it’s a willingness to get off your butt to take action. So you and I, we talked about this earlier, we haven’t agreed to we can discuss this so I’m going to throw it out anyway, if you don’t like it, you cut me off. But we haven’t really had our normal time together in three months. And when we’re together, we push each other. We challenge each other. We call it questioning each other’s answers. And I would encourage everyone who’s listening to this, team up with someone. One person, 10 people, whatever, Napoleon Hill in the book, Think and Grow Rich calls it a mastermind a lot. You got to have some people that will not suck up and kiss up. They’ll tell you how it is. And if they don’t agree, they’ll tell you. Hopefully, they’ll be kind, But what you and I have this we push each other. You know, you told me about something earlier, I wrote it down. I got three and a half pages of notes here earlier. And I said okay, when are you gonna do it? Remember that?

Steve: Yeah. And I, anytime you asked me that, I know that there write that down because you’re going to ask me about it again. I better have that thing done.

John: Likewise. So that’s the accountability side. That’s the action side. But also you had it, something’s on your mind that was troubling. We had a conversation about it. And then all of a sudden, it developed what we call and we learned from my friend, Dan Sullivan, he worked on your money, confidence, right? So all of a sudden, you took something that was a little bit troubling and by you talking about it, not me giving any advice, I’m just listening. You’re doing the talking. Now, all of a sudden, you said wow, okay, here’s what I want to do. Here’s how I’ll do it. So it’s the mindset, but it’s then the action set too, You can talk about it all day long. You can think you’re great. You can say, ooh, I’m gonna sit here and wish for success. I got news for you, if you don’t get off your ass and take action, nothing’s gonna happen.

Steve: Well, I know this is going out to the Advisor Inner Circle Podcast listeners and also to our Unstoppable CEO Podcast listeners. I know, within both audiences, we’ve got a lot of folks who are trying to figure out all of this marketing and sales stuff. They might be either new in their career or new in their business. But we’ve got a lot of folks at the beginning.

John: Well, I want to share this week with you Steve, I don’t care where you are in your business, I don’t care what kind of business, I don’t care what it is. Any business can benefit from the things that we’re talking about here and especially the marketing ideas that Steve brings to the table. I have intentionally, and Steve alluded to that earlier, I have intentionally limited the scope of my work. I don’t want everyone as a client. Now my team does. Okay, we can take care of everybody, doesn’t matter to a young couple or somebody’90 years old. So not saying that I want them, but one thing that will help you in the marketing side and being more patient and persistent is to be clear on who you really want. And that’s going back to the very beginning, Steve, of marketing and sales. Who do you want to serve? When I teach a class, I think in terms of who do you want to serve? Why do you want to serve? And what will you do for them? How will you do it? When will you do it? Where will you do it? So I think in terms of the who has to come first because if I’m all things to all people that have nothing. And we’ve all heard some variation of that. So I would say that if you know clearly who you wish to serve and the key word is serve, if you think you’re just selling someone and getting money, then I don’t think this is gonna work. But if you truly decide you have a following, you have a calling, you have a purpose, and you’re going to serve these people, you’ll be shocked to hear It is to develop the patience and persistence. And then you will be okay with investing like we did $2100 to mail out three full color postcards. Because that was not an expense. That’s 3000 little postcards ie. miniature billboards that floated around this community somewhere.

Steve: Yeah, and I think being able to do that, you know, particularly where I think a lot of people are right now and people may listen to this in the future and this big global calamity maybe long behind us and I hope that it is, I still think it’s relevant andI think a lot of people right now may be looking at things and really worried about, you know, where things are gonna go. And, you know, you and I really became close friends during the Great Recession, 08, 09, 2010.

John: Well, Great Recession, great heart attack, heart surgery and I’ll let to share if you want to your side, but yes, you damn right. It was a tough year in 2008 because of the recession and major heart triple bypass for me. And you, my friend were there with me.

Steve: Well, that and on my end of it, I, you know, my business was at the time, was heavily tied into the real estate industry in southeast Florida. And things did not go well there. We had 90% of our clients go out business in six months, you know? And, you know, thankfully we were reasonably okay. But, you know, we had to, you know, make a decision about were we going to go forward in that business or not, we decided thankfully not to because there was no real future there for a decade, you know, and so we went, my partners and I all went in different directions. But challenges on the personal side as well. And you and I were at that place and where I want to go with this is, you know, we were both in not only in parts of our personal lives, but in business where things were extremely challenging. And the thing that I kind of walked out of that whole experience after having rebuilt a new business out of it was that there’s always a tomorrow, and what you decide to do with it, I think is up to you. And that’s really where, to me, that comes back around to being able to have the mindset to be persistent, to be patient with things. If you are feeling desperate and like the world is gonna end, you know, you’re just so worried about your well being, you don’t have confidence in your well being in the future. Not only you’re gonna have a really hard time just functioning, you’re going to repel a lot of people. And the truth of the matter is, no matter how you feel, you know, it’s not that the fear is unfounded but how you deal with that, I think is really, really important. And it informs your ability to be able to take this long view. And the confidence that I got out of that very difficult time before, John, was that no matter what happens, I’m gonna be okay. I can build it back up. I know how to generate revenue. I know how to generate income.

John: So let’s talk about what happened there. So what happened is in a moment of crisis, a moment of crisis, you have a choice to make. You can embrace it and say okay, I don’t like this, this sucks. Boy this really sucks. And then go get drunk, take destructive behaviors, or you can say, I’ve got to find a way out of this thing. And you surround yourself with one or two people because if you have three really, really close friends in life, you’re very fortunate, okay? We have a lot of acquaintances, very few real good friends. Like you, Marjorie, others who stuck with me during my heart time, heart surgery. But there are people out there that you know and you love that you can have a relationship with to be encouraging for each other. But I had the pleasure of speaking at a rotary club just a month ago via Zoom and they asked me to talk because of a presentation I gave in the past about creating confidence in an unconfident world. And what I shared, just popped in the head and will share here, all of us have fear. All of us have times when we’re uncertain where we feel can really rise to the occasion, okay? And I have people who know me. They’ll say, you know, you’re the most competent person I know. I say, well, I’m like that duck on the pond and smoothly swimming along, but I’m paddling like hell underneath the water. Now, we all have some of that. But I would just simply say, think about all the things that have happened in our world. In this particular presentation, I was talking about the Spanish Flu in 1918, and the number of people that died from it. We’re always going to have tragedies, we’re going to have problems. It’s just today with Zoom, Facebook, you know, all the other stuff out. I don’t even know what’s available. We see it faster. We see it faster. It also is a quick way to destroy our confidence. I think we have to be very selective in who we allow in our heads, you know? People may be regretting allowing us and they’re head. I don’t know.

Steve: That’s okay. We’re having a good time having this conversation.

Best Time is Yesterday, But There’s Always Tomorrow

John: That’s right. But I mean this seriously. What I’m about to say might even offend some people. But here’s my view. Anyone, anyone and anything, anyone and anything that shakes my confidence in that moment is my enemy, period. Because the most important thing you have is your confidence, your personal confidence and power. Now you can be stupid with it. I can say, Well, I can do anything and decide that I’m gonna go play for the Dallas Mavericks tomorrow. I don’t have the skill set. I’m 67 years old. I weigh 234 pounds, okay? I can’t dribble much less dunk damn basketball. I got news for you, ain’t gonna be playing. So I gotta be realistic as to what my capabilities are too. So we’re not talking about Pollyanna here. You’ve got to recognize where you are. But if you have a focus on what you truly believe, you have a purpose, calling, call it what you want, then it gives you the ability to be patient and to be persistent. But I am gonna take issue with one thing. There’s always tomorrow, but it may not be there for us. I could die today. I could die today. For four months I’ve been dating a lady who’s a funeral director. And we have some very, very interesting conversation sometimes about in her world, it’s a sense of urgency. Call comes in, she’s got to take it, got to deal with it. I don’t have that sense of urgency in my world. And it’s helped me understand more and more and I’m gonna interview her for a podcast at some point too about some of this. But we better enjoy the time we’ve got. My heart surgeon reminded me of that. Yesterday, I had a follow up with my cardiologist and we were chuckling about some of the things that have happened in those 11 years. I plan is, you know, I live to be 100 years old. But I’ve also planned that I could die today. That’s why my life insurance is in place, my wills, trust documents, things like that. So I’m going to plan for the future to be 100 but I’m going to accept the fact I’m going to have a tomorrow. So I better do the things today that I want to do, take the action today to give me the best possible opportunity and outcome in the future. And one more thing I would say regarding these two words of patience and persistence, there are good football coaches say this all the time, don’t worry about the school, play your position. Don’t worry about your teammates, play your position. Don’t be telling somebody else they’ve made a mistake. Play your position. Quit being so damn quick to judge other people and just judge yourself. Am I doing what needs to be done? And I just learned something new again. I knew this before from reading and studying Wayne Dyer. When people say do your best, maybe you shouldn’t do your best. Maybe you should just do because when you first do something, you’re not going to be your best. When I first started kickboxing, I got my butt kicked a few times, you know, because I wouldn’t do good at it. So now I’m of the opinion, just go do it. Don’t worry about being the best. Just go do it. Take action. John Maxwell, leadership guru talks about failing forward. Just go ahead and get it done. Get it out of the way, fall flat on your face. Boom, busted my butt, you know, get up and go again. But if we take those kinds of mindsets, Steve, it makes it easier to be patient and persistent. But if we have this mind of instant success and we beat ourselves up because we didn’t succeed on the first attempt. So what? Neither did Thomas Edison, Alexander Graham Bell with the telephone, or Edison with electricity. So what? Henry Ford, you know, with the automobile. Go back and since you’re sitting around watching television or watching Netflix, get out a book. Maybe read some of the people who have done great things in the past that will motivate you and inspire you.

Steve: And better yet, start building out your marketing system, selling system. You know, take that time, build out an email course, plan a webinar, send an email inviting people. You know, don’t wait for the right opportunity. Just do it.

John: Well, I could hear somebody right now saying Well, I don’t know how to do that. So here’s what you do know how to do, you know how to pick up a telephone say Hey, Steve, John Curry calling. We’ve not talking about four months. How you doing, buddy? How are you weathering this virus? What color mask do you have? You know, would I think you’re the Frito bandito robbing the bank, you laugh and have a good time. And then you what’s gonna happen? Steve’s gonna say, you know, John, I’m glad to called. I got some money sitting over here in the bank CD making nothing. I bet they’re making me pay them to hold it. Can you help me with that? Next thing you know, you do business. And I happened three times this week. Three times just having conversation with people. They said, Oh, we got some stuff. Let’s do business. So you don’t need the technology. Just pick up the phone.

Steve: Yep. It’s all right there. There’s plenty of opportunity. And we’ve been all over the place in this one, but I think valuable stuff. Just kind of bring it

John: Well, I don’t recall us having it scripted.

Steve: We did not, no. Bringing it kind of back around, I mean, I think the key thing in here and we’re all of this place together is to be able to take that long view. You’ve got to have confidence that it’s ultimately gonna provide you a return. I think that’s what people, that’s what prevents people from doing it. And so you gotta have confidence that it will provide a return. I think what I would advocate, what I would argue is that when you take that long view and you get started as you say, just do, don’t worry about doing your best just do, and you get moving, you’re going to learn in the process. And so what you do today may not be exactly what you do six months from now or six years from now or 60 years from now.

John: I guarantee it won’t be.

Steve: Yeah, but if you don’t take the action today, you’re never going to learn what you need to know so that you can make the adjustment to the thing that’s going to work even better. And, you know, and that’s really what I really want people, this is a, we’re going through a great reset of things. This is a tremendous opportunity to reevaluate what you’ve been doing and look at how you can take things to an even greater level in the future. And I believe that with my whole heart. You look at every one of these times in history, John, the aftermath has always been far more prosperous, far more opportunities, far more abundant than what was before it. And I think everybody has an opportunity to change their thinking towards that right now.

Plus It

John: Well, a lot of things have already happened. I know you’ve experienced this, you’ve had more time with your family because of this. You’ve had more time just to be by yourself and think. So a lot of good things have happened. Last night, I went to Lowe’s checking on getting a dishwasher. They didn’t have any. I said what do you mean you don’t have any? You got like nine of them right here on display. He said we don’t have any. They’re all sold out. We have a backlog. They actually have one model of it. They have a negative 176 in the warehouse. I said how can you have a negative 176? He said let me explain. That means 176 have been ordered and haven’t come in yet. So what I’m getting at is people are taking more time to do things at home, do it yourself projects, etc. Companies like Lowe’s, Home Depot, you know, nurseries, the gardening folks, they’ll tell you they’re prospering like crazy because people are buying more stuff from them because they’re doing home projects. So what’s my point of that? My point is, through any crisis, any crisis, there’s always some group or industry that’s doing well. So all we have to do is sit down quietly, which is difficult for most people, quietly, turn the phone off, turn the TV off, and just relax and think through Okay, where am I? What should I be doing more of? What should I stop doing, do less of? And get, use our own reset button. Because some people are panicking, they’re fearful and they are making themselves sick. Others are saying I don’t like this. I got news for you, I don’t like it. I’m angry with the fact that the government has the right to control my life and tell me what I can and can’t do. I don’t think is near as bad as in some areas as they’re saying, but I’m not a health professional. What do I know? All I know is i’m John Curry, 67 year old male who likes to get out and go do things and I can’t do it because some people said you can’t go do this. Making me wear a little mask like I’m a bandit or something coming in, you know? But here’s the deal, I have to adapt and work within that. But in my personal world, we called it planet Curry while ago, in my personal little planet, I get to decide those rules. I can decide to be angry or I can decide to be positive. I can decide to be, you know, helpful to people. And I will tell you, I’ve learned this early in my career, thank goodness for some good mentors. If you take the mindset that whatever business you’re in our job you’ve got that your job is to serve the people that you’re working for or with. Even when I was an employee of somebody else’s, my job was to serve you. If you’re giving me my paycheck, I’m there to serve you. What do you need? I didn’t take the trash out. No problem. Go do it. But now I’m not taking the trash out. Why would I do that? Well, because it needs to go out. That’s why. So it’s the mindset. But again, it all circles back that if you know what you want and you know why you want it, then I’d submit to you that you will be able to have more patience and be persistent because you won’t give up on it. And I do mean what I said about reading about some famous people. Most of what I read is history or autobiographies or biographies, because most successful people, they were not overnight successes. They failed many times. You know, I love Walt Disney. One of the things I thought of earlier is plussing it. He was always on how do we get better? How do we improve? He called that plus thatm plus it, plus it. In any way you measure success, he failed in a lot of ways before he became successful. I mean, I could give you hundreds of examples because I read so much and study and still do. I mean, I got people saying, how many books are you reading? I’m reading three now. And I hope but when I’m 100 years old, still reading and studying. I know I got up on a soapbox. So but you better take control here.

Steve: I think it was all valuable. Well, we burned close to an hour here, I think. So, let’s bring this one to a close. Thank you for investing some time with me. This has been good and I think all these ideas tie together. They’re all interrelated. And I think that’s the important part of this.

John: I want to make an, I guess a non shameful plug here about something. The stuff that you do in your world is something that anyone who owns a business or if they’re in sales, they need to investigate. So I simply say whoever is listening to this. If you’re in a world of where you want to learn how to set up systems and processes, you need to investigate what Steve does. I don’t know how to do that stuff. I don’t do it. I go do what I’m good at doing. I surround myself with people like Steve, April, Jay, all the people on my team that can help me get things done. So if you are like me, have the mindset you want to done yesterday, then find the people that can do it for you. One of our mentors again, Dan Sullivan. Steve talks about the minute you think about something to be done, don’t ask how, ask who. Who can do that? Who can help me do this? So I would simply end my part of it by simply saying folks, I know we’re going through trying times as we’re recording this, this is what, May 22, 2020. But you know what, we’ll be just fine. We’ll be just fine. We’ll hurt a little bit, we might even have some financial setbacks a little bit, but you know what? Be persistent, be patient and go out and just keep moving forward and just go do.

Steve: Absolutely. Alright folks, stay tuned for the next episode. And Mr. Curry, always good to see you again. Thanks for being here.

John: Pleasure seeing you, Steve. Thanks, folks.

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