Podcast appearances and mentions of allan langer

In this episode of Mastering Modern Selling, hosts Brandon Lee and Carson V. Heady welcome Allan Langer, founder of the Seven Secret Sales Academy, to dive deep into the world of effective and authentic sales strategies. With a career spanning over 27 years, Allan shares his transformative journey in sales, highlighting how he went from a top rep at Andersen Windows to a bestselling author and sales consultant. This episode is packed with insights on how to break away from the traditional "salesperson" mold to connect authentically with clients. Here are five essential takeaways:Become the “Anti-Salesperson”: Allan emphasizes that true sales success comes from breaking the mold of what people expect a salesperson to be. Rather than high-pressure tactics, embrace a consultative approach. By being genuinely curious and focused on the customer's needs, sales reps can build trust and stand out from the competition.Master the Art of Body Language: Allan dives into the importance of reading and understanding body language, especially in virtual environments. Showing your hands on camera and avoiding glances away from the screen can build subconscious trust. Recognizing cues like a “real smile” versus a “polite smile” can reveal valuable insights into customer receptiveness.Open-Ended Questions Are Key: Allan stresses the power of open-ended questions to uncover the real problems customers face. By moving beyond closed-ended questions and encouraging clients to open up, sales reps can discover the deeper emotional drivers behind purchases. This makes it easier to move from a surface-level conversation to a meaningful sale.Bring Energy, but Stay Genuine: It's not just about showing up with energy; it's about being genuine and fully present in every interaction. Allan warns against treating any sales call as “just another meeting.” Instead, make every client feel like they're the only focus of your day to foster deeper, more impactful connections.Leverage the Psychology of Ownership: Encourage clients to visualize what it would feel like to own and benefit from the product or service. Rather than stating benefits, use imagination-driven language—such as “Imagine how this will improve…”—to make the solution feel tangible and relatable. This approach taps into customers' emotions and helps cement the value of the offer.In wrapping up, Allan's advice provides a blueprint for transforming the sales approach by putting empathy, authenticity, and psychology at the forefront.  Don't miss out—your next big idea could be just one episode away! This Show is sponsored by Fist BumpYour prospecting partner to authentically fill your pipeline with ideal customers. Check out our Live Show Events here: Mastering Modern Selling Live ShowSubscribe to our Newsletter: Mastering Modern Selling Newsletter

Hope everyone had a good Melbourne Cup Day, as you will hear we recorded this episode on Monday for a couple of different reasons. Didn't stop us from covering all things cricket, the Aussies were mid ODI against Pakistan and didn't things get tight late! Who will open the batting in the first test? Plenty of hands in the air but not many runs being scored. Aus v Tonga in the final of the pacific championship after an amazing game of footy in Auckland against the kiwis. We talk Benny hunt, very late chat on the Allan Langer saga and a Quick look the series in England. An incredible performance from Max Verstappen at the Brazilian Grand Prix. From 17th on the starting grid has he all but sealed the drivers championship? What about Gout Gout! How good is he going. Gets himself a well-deserved win in one of our segments after breaking all sorts of records on the track over 200m. Huge shouts to CTC and The Standard Squeeze for helping sponsor the show, couldn't do it without them Hosted on Acast. See acast.com/privacy for more information.

Broncos legend Allan 'Alfie' Langer joined Peter Fegan on 4BC Breakfast to discuss why he decided to step down from his role as a trainer and to comment on Ezra Mam and Ben Hunt's potential return to Red Hill.See omnystudio.com/listener for privacy information.

On today's podcast, It's Only Sport host Martin Devlin deviates slightly from his typical structure, and dedicates a large chunk of time talking to one of the greatest rugby league figures ever - Wally Lewis. The man dubbed 'The King' joined Devlin for a lengthy 20 minute chat all about his career in league, his successes (particularly at representative level), his role in helping uncover the talents of Allan Langer in the 1980s, his current state of health, and much more.First off, Devlin delivers a sermon calling on the Warriors to put together a strong run to finish the NRL season. The Mount Smart club have a mathematical chance at making the finals, but it's highly unlikely. Even if they manage to extend their season beyond 27 rounds, Devlin believes winning four or five of their final six games can still be a proud moment for the coaches and players, and dispel suggestions the team hasn't moved on from its struggles of the past.Then, Lewis is welcomed onto the show, before Triple M radio host and former Wallabies fullback Greg Martin talks both rugby codes, and Devlin and producer Lachlan Waugh discuss all things sport - with a focus on the Paris Olympics - on the Tight 5 and What Has More Chance Of Happening. All that and much more!

Welcome to Surf Mastery Podcast, where we explore the fascinating intersections of life, sports, and the pursuit of challenges. In this episode, our host Michael John Frampton sits down with Guy Kawasaki to discuss the joys and trials of picking up surfing at 60, his unique philosophy on parenting and life, and the profound lessons learned along the way. Guy Kawasaki is a speaker, avid surfer, and respected author. His notable works include The Art of the Start, Enchantment: The Art of Changing Hearts, Minds, and Actions, and Wise Guy: Lessons from a Life. He is well-known for his influential role as Apple's Chief Evangelist in the 1980s and his significant contributions to Canva. Beyond his professional achievements, his passion for surfing, which he took up in his 60s is a profound metaphor for life's lessons. Episode Highlights:Surfing at Sixty: Guy shares his inspiring journey of starting to surf at the age of 60, motivated by his children's passions. Unlike many parents who impose their hobbies on their children, Guy believes in embracing what his children love, leading him to take up surfing and hockey later in life.Parenting Philosophy: Guy discusses his approach to parenting, emphasizing the importance of supporting and engaging in his children's interests rather than directing them.Life Lessons from Surfing: Surfing has not just been a sport for Guy but a source of life lessons. He talks about the complexities and unpredictability of surfing, drawing parallels between managing waves and life's challenges.Humorous Anecdotes: From confusing directions underwater to humorous interactions in the surf community, Guy brings a light-hearted perspective to the challenges of learning to surf.Persistence and Adaptability: Guy reflects on the broader implications of persistence in surfing, comparing it to career and personal life, where adaptability and resilience are crucial.Insights on Book Writing: Discussing his concise approach to writing, Guy emphasizes the importance of distilling vast amounts of information into accessible insights, mirroring his practical approach to life.Key Quotes:"Rather than me forcing them to take up what I love, I let them determine what I should take up based on what they love.""The first time I actually caught a wave and stood up, it was magic. Where else can you get this feeling?""You can sit out there in the water looking for that perfect wave all day and never turn and paddle. The same thing applies to life."Follow Guy Kawasaki:LinkedIn: https://www.linkedin.com/in/guykawasaki/Website: https://guykawasaki.com/Full Show Transcript:Michael Frampton: Welcome back to the Surf Mastery podcast. I am your host, Michael Frampton, and today's guest is Guy Kawasaki. You may have heard that name. He's very famous in Silicon Valley, especially for his early role and involvement with Apple. He's gone on to do a lot of projects since then. Too many to mention in this short intro, but one of his most recent projects is a very successful 200-plus episode podcast called 'Remarkable People', and he recently released a new book called 'Think Remarkable'. Based on those interviews, and the main reason that I wanted to get him on the show is because he started surfing at 60. Yes, six zero. Started surfing at 60. So yes, Guy has a very unique perspective on beginning surfing, and I was very excited when he accepted the invite to come on the show, and he did not disappoint. So without further ado, I will fade in my conversation with Guy Kawasaki. Hello, Guy, how are you?Guy Kawasaki: I'm good. I can hear you now. Yes.Michael Frampton: Excellent. And I've got you. Right. And it's recording. It looks like all the technical stuff is out of the way.Guy Kawasaki: Don't get overconfident. The day is young.Michael Frampton: It sure is. Well, and your lust for surfing. That's also quite young. Starting at 60. My gosh, that is. That's very late in life to start surfing. What inspired you to start?Guy Kawasaki: What inspired me was that my daughter in particular became an avid and competitive surfer. And I kind of have a different parenting perspective and philosophy. I think many parents, what they do is they inadvertently or advertently force their kids to take up what they're interested in. So if you're a golfer, your kid's golf, you're a surfer, your kid's surf. If you are a, I don't know, physicist, your kids take up physics or violin or whatever. Yeah, in my family it worked differently. So rather than forcing the kids to take up what I loved, they would force me to take up what I said that wrong rather than I take up what I could speak English. English is my first language rather than me forcing them to take up what I love. I let they determine what I should take up based on what they love. And so they loved surfing and they loved hockey. So I took up hockey at 44, and I took up surfing at 60 because that's what my kids are into.Michael Frampton: Oh, I love that, you're a good dad and that's an awesome philosophy and I actually have the same philosophy my kids got into football when they were quite young, and I just started playing with them, even though I never grew up playing it. I never liked the game, but now I actually love the game and have a strong appreciation for it.Guy Kawasaki: So when you say football, you mean American oblong football or European-like round waffle? Oh okay. Okay. Soccer.Michael Frampton: Yeah.Guy Kawasaki: Because if you took up American football at a late age, it's hard to get 20, 21 other guys out there with helmets killing each other so.Michael Frampton: Oh yeah. It's a rough sport. I mean, I grew up playing rugby, so I'm no stranger to that sort of world. But, it's not something you do when you're a or certainly not something you take up when you're older. It's a brutal sport.Guy Kawasaki: So I think.Michael Frampton: That thing can be pretty brutal, too. I mean, I'm sure you've had some gnarly wipeouts in your learning curve.Guy Kawasaki: Well, listen, my sweet spot is maybe 3 to 4 at the most. Okay? Like, I am perfectly happy at 1 to 2ft. My daughter surfs at Mavericks and stuff, but that's not me, but I will tell you that, there have been times where in, like, a one-foot wave, I fall down and I lose perspective and reference and I'm like paddling, trying to get back up to the surface and I hit my head on the bottom because I was going the wrong way. I've done some very kooky things, I assure you.Michael Frampton: So I'm interested to know, like, you're a smart guy. I'm sure when you decided to start surfing, what was your first entry point like? Did you get a lesson with someone? Did you just buy a board and jump in? How did you go about it?Guy Kawasaki: Listen, when you start surfing at 60, well, one would hope that in 60 years you've acquired some kind of street smartness. So you figure out that, you're just not going to go to Costco and buy $150 board and then go out to Mavericks and decide to surf and, you know, with your goggles and your GoPro and your helmet and your zinc on your face. So the first thing I did was I took lessons. I took lessons in Hawaii, I took lessons in India, I took lessons in Santa Cruz. I took lessons at Cowell's and at Jacks. I kind of figured out that, when you start that late, you've got to accelerate the pace. And the way to accelerate the pace is to get instruction. Not by hanging out with Groms all day, trying to surf during the summer.Michael Frampton: Yeah. So you sort many different opinions on instructions as well. That's a great strategy. Was there one particular lesson that stood out to you?Guy Kawasaki: Every lesson was difficult. I started paddle surfing. I don't know why I started paddle surfing, but anyway, so I started with paddle boards and then a surf instructor here in Santa Cruz was just who was coaching my daughter at the time. He definitely established the, should I say, pecking order in surfing, and let's just say that paddle boarding is beneath prone surfing. And so it was a constant humiliation. So at one point I just got tired of being humiliated. And I said, all right, so throw away the paddle, give me a narrow board, and off I go. He for months, was pushing me into waves, because I don't know, to this day, I think the hardest thing in surfing is knowing where to sit and when to turn. It's just like I barely understand it, and when I'm out there and I'm with experienced surfers and they turn and they catch a wave that I don't even see the wave. I'm like, what are they turning for? And then not only that, they turn and they catch a wave that I barely can see. And they only paddle twice and I'm paddling like freaking 50, 60 times trying to get up there, it's a different world.Michael Frampton: Oh, it sure is. And you nailed it. I mean, no matter what level of surfer you are, getting into the wave or choosing the right wave and getting into it in the right spot, that's always the hardest part. Because once you're standing up, once you're standing up on the right part of the wave, surfing is really simple and quite easy.Guy Kawasaki: Yeah, yeah. Well, it's a mystery to me. With surfing, there are so many variables, right? I mean, there's the wave. Well, even the wave, there's the height, there's the direction, there's the speed, Are you at the peak, are you on the shoulder. That's just the wave. And then you're going to think of the wind and you got to think of the other kooks in the water and then you got to worry about, we have a ten-inch fin and it's, it's negative one tide and all the kelp is sticking out. So that's not going to work. Well I mean there's so many variables. It's such a cerebral sport.Michael Frampton: Oh yeah. Now has and if so how has surfing made your life better?Guy Kawasaki: Oh absolutely. I mean, I surf every day. In fact, today I might surf twice. And here's like a Guy Kawasaki typical kind of story. So I have Méniere's disease. Méniere's disease has three symptoms, which is, sporadic attacks of vertigo, tinnitus, which is the ringing in your ear and hearing loss and so basically, my ears are all messed up, and it's not surfer ears or anything like that because I have only been surfing ten years, so it's not from surfing. This is a pre-existing condition. So if you said to somebody if you have middle ear issues and vertigo and deafness and tinnitus and all that kind of stuff, why don't you take up ice hockey and surfing? That's the perfect sports for you. The two sports that require balance the most I took up with the bad ears, huh?Michael Frampton: Wow. So you like when someone tells you you can't do something that you see as a challenge?Guy Kawasaki: I didn't listen. I mean, people have told me that I cannot do a lot of things, and quite frankly, they were right. So it's not a matter of proving them wrong. I will just say that, like the first time I played ice hockey, and the first time I actually caught a wave and stood up, it was magic. It was like Holy shit, this is like, where else can you get this feeling? It's like magical to be standing on a wave and somehow, like, you don't have to do anything like nature is pushing you forward. In my case 12 to 15 miles an hour. I mean and you don't need a hill to do that, like skateboarding when you fall on the pavement, it's a lot different than falling in the water. So, surfing is just magic. It's the most fun I think you can have legally.Michael Frampton: I agree, and so do all of our listeners. But it's also one of the it's also one of the most challenging things that you can. I mean have you is that's a good question. Is surfing the most challenging thing you've that you do?Guy Kawasaki: It is by far the most challenging thing I have ever tried to learn to do by far because there are so many variables. There's so many external variables and then there's your internal, there's like your body weight and your body type and your hip flexibility and, it's a very complex cerebral sport and I don't think people who don't surf, they don't appreciate how difficult it is because like basketball, you run and you jump in the normal course of life, right? I mean, ice hockey is like that, too. You don't skate naturally. I mean, that's something you have to learn the fundamentals. You have to learn. So I think part of the attraction for me, for surfing is that it is so hard. If I became immediately good at it, the thrill would be gone but it's taken ten years. I like my dream. Everybody has to have a dream. Right. So my dream is to be able to take four steps and hang ten on the nose. Okay? In ten years, I'm now able to sometimes take two steps. So it's taking me five years per step. So I need another ten years to get the total of four steps. I hope I make it.Michael Frampton: Yeah. Well, Jerry Lopez says that the first 20 years of surfing is just to test if you're really interested.Guy Kawasaki: I interviewed Jerry Lopez for my podcast, I know. I listened.Michael Frampton: Yeah. Great. You did a great job.Guy Kawasaki: Yeah, it's a funny story. You'll appreciate this surfing story. So this weekend we went to a surf meet in Huntington Beach. And on the sidewalk at Huntington Beach, there's, like, the Hollywood Walk of Fame. It's only the surfing Walk of Fame. And there's these, I think, brass plaques for these famous surfers. Right. So I saw Sean Tompson's, I saw Layne Beachley, and I saw Jerry Lopez, and I happen to know all three people because of my podcast. I sent them all messages and they all responded, yeah. Sean Tompson's response was, oh, they spelled my name right.Michael Frampton: Oh, cool. I interviewed Sean a while ago for the podcast and actually see quite a couple of similarities between the book he wrote in the book you wrote is in. You chose not to make it a three-page behemoth full of fluff. And it's such a good book. It's so succinct. And it's the kind of book I'd rather spend 12 hours reading a good book three times, then 12 hours reading a long book once.Guy Kawasaki: Yeah, I hear you and one of the things I think about many nonfiction books is they take 200 to 300 pages to explain one idea. Right? So like you should you should make a prototype very quick with the minimum features and get it out there and then if it doesn't succeed, bring it back and change it fast. Well, I just explained a 300-page book about minimum viable product and pivoting. Right? I mean, what else do you need to know about that concept besides what I just explained in 10s?Michael Frampton: No, I really enjoyed your book. It's definitely one I'm going to go back and reread because it's so succinct.Guy Kawasaki: I want you to know that I am a much better writer than a surfer, just FYI.Michael Frampton: Has surfing taught you anything about other aspects of your life?Guy Kawasaki: Ah, listen, I could. I can interpret almost all of life with using a surfing metaphor. Right? So, one obvious one is you can sit out there in the water looking for that perfect wave all day and never turn and paddle and if you do that, I guarantee you will not catch any waves. Same thing applies to life, right? You can be waiting for that perfect company, that perfect product, that perfect service, that perfect co-founder, that perfect VC and you could, you know, try to make this perfect thing and then that means you will never do anything. Same thing as surfing. Another analogy I would say is that, yes, you try to pick the perfect wave and you turn it the perfect time at the perfect angle and all the perfect stuff. But I think one of the things I learned about surfing is that at some point you turn and burn and then you just need to make that decision, right? Even if it's wrong. Right? You just gotta compensate. You would like to be in the barrel on the face of the wave, but guess what? You're an idiot. You're in the white water, so make the best of it right. And that's another metaphor for life, is that, you got to make decisions, right?Michael Frampton: Yeah, you just kind of describe that in the book by saying, just plant many, many seeds because you're not you don't know which one will eventually eventuate and you catch lots of waves. that's the thing a lot. I've said before on this podcast is that when you watch, a surfing movie, you've got to realize that might only be ten minutes worth of surfing that you're watching but it took a surfer a year worth five hours a day of surfing to get those ten minutes worth of surfing.Guy Kawasaki: Yea. You can apply that to almost everything in YouTube, right? So on the YouTube when they show this is a guy hitting half court shots, they shot him for five hours to get him making a half court shot twice. Right. He just goes out and does everyone like that? Yeah.Michael Frampton: Yeah.Michael Frampton: And surfing is a lot about sort of being in the right place at the right time and when you look at your career, I wonder how much of that's true. in your career?Guy Kawasaki: Oh, my career is more about being in the right place at the right time than it is about being in the right place because of my decision. Okay? I guarantee you that, I call this guys Golden touch, which is not whatever I touch turns to gold guys. Golden touch is whatever is gold guy touches.Michael Frampton: I like that.Guy Kawasaki: So, this is the equivalent of that in a surfing metaphor is sometimes and it's happened to me. Sometimes you just expect to get clobbered, right? And so you turn your back to the wave and you lean back because you're about to get clobbered. And somehow the wave catches you and you get a ride without even trying to get the ride. Yeah, I'm telling you, a lot of people join companies that they had no freaking idea what it was going to do, and they turned out to be millionaires. Like, I don't know, what's this company Google do? I don't know, they needed a facilities manager and I didn't have a job, so I went to work for Google. I was the first Google facilities manager and now come to find out, my stock is worth $50 million. Yeah. I'm so smart now. There have been waves I guarantee you, Michael. There have been waves that I caught that I didn't intend to catch.Michael Frampton: Oh yeah. Oh yeah.Michael Frampton: That happens all the time. And then you sort of, you turn up to the beach and without even knowing it's going to be good and it happens to be good. There's, there's luck involved in everything.Guy Kawasaki: Yeah.Michael Frampton: How do you define luck?Guy Kawasaki: I think luck is, getting back to seeds. Luck is planting a lot of seeds, right? I mean, you don't get lucky by staying on the sand. You get lucky by being in the water. You got to plant a lot of seeds and then, even if you're lucky, you have to take advantage of that luck. So you can't be a dumbass. You can't be a lazy schmuck and luck comes upon you and everything just is automatic. Even being lucky, you need to work hard. You need to be prepared. You need to be ready. If your board is not waxed and you're not sitting in the water. Yeah, you could be the most lucky guy in the world. You're still not going to catch the waveMichael Frampton: Yeah. And you have to be sort of looking for those opportunities as well, don't you?Michael Frampton: Yeah, I remember reading a book about luck and they did a test where they left a $20 bill sort of in the corner next to a sidewalk. And 95% of people just walk straight past. But then the person that noticed it considered themselves lucky, but really they were sort of open to or just being observant and looking for those opportunities.Guy Kawasaki: So you're saying those people saw it and didn't pick it up or they didn't see it at all?Michael Frampton: They didn't notice it? Yeah.Guy Kawasaki: Wow.Michael Frampton: That wasn't directly in the middle of the sidewalk. Obviously, everyone would see it. But, the corner of it's just sticking out and if you consider yourself a lucky person, then your peripheral vision is actually more likely to pick up on little things like that.Guy Kawasaki: I hate to tell you, but this is, it's a related story, not necessarily the same story, but I'll tell you something to this day. If I were walking down the street and I saw a penny on the ground, I would pick up the penny, I really would. I think that a penny doesn't make a lot of difference to anybody, but. Okay. But it's just the principle that you should never leave money.Michael Frampton: Yeah. No, I like that. That's a good metaphor, too. Like, if you're surfing in a crowd and a wave comes your way and it's. You probably should just take it rather than wait for the next one.Guy Kawasaki: Well, I have to say that, being deaf, I have a cochlear implant that's like, we can do this interview, but you can't wear a cochlear implant in the water. So being deaf in the water, there are some advantages to that. So like number one, Jerry Lopez says you should never be talking in the lineup. You should always be focused on surfing. Well, I hardly talk in the lineup because I cannot hear. So there's no sense talking, so that helps. And then let's just say that like every other kook in Santa Cruz, I drop in on people, okay? And then when they yell at me, I cannot hear. It doesn't bother me at all. They can yell all they want. I don't even hear.Michael Frampton: Interesting. I wonder, do you think that there could be an advantage? Because then, you know it is an advantage.Guy Kawasaki: Yeah. Because like, if I heard the person yelling at me and telling me to go f myself, then it would get in my head and I'd be pissed off and there'd be an argument. And who knows where that would lead? But now I just like, I'm deaf. I literally people have been like, jabbering at me and I said I'm deaf. I don't know what you're saying. I just paddle away. So if anybody's listening to this from Santa Cruz and you yell at me and I ignore you, that's what's happening.Michael Frampton: Do you sometimes purposely take it out, when you're doing other things to increase your focus?Guy Kawasaki: Oh, my implant?Michael Frampton: Yeah.Guy Kawasaki: No, i am blessed with a form of OCD that when I get focused on something, whether it's writing or editing or, anything like that. I can be anywhere. I can be in the middle seat of Southwest Airlines in row 35, and I can concentrate. It's not a matter of what I hear, so I never have to do that. Ijust lose touch with reality. It's the same thing when I speak, I have gone on stage with a migraine headache. I've gone on stage feeling sick but it just takes over me. And I'm just, like, in a zone. Deshaun Thompson zone.Michael Frampton: Have you always been like that or is that something that you've had to work on and foster?Guy Kawasaki: I can't remember. I think it just comes with repetition. I don't think I was born like that. I don't think anybody is born like that, but I certainly have it now.Michael Frampton: Is there a bigger picture behind that though? Like, is there a driving force that sort of allows you, to keep trudging forward?Guy Kawasaki: Well, for a while, I have four kids, so for the longest time my motivation was four tuitions. Now, as of next week, only one tuition will be in play, so that has reduced the pressure. But I guess I am just driven. I have a high need for achievement. Like this podcast, I do 52 episodes a year with no revenue,Guy Kawasaki: On paper you'd have to say, Guy, why do you do that? Why do you kill yourself doing a podcast? And I'm just driven. It's just driven by achievement. And in a sense, the same thing applies for surfing. For me, I do a lot of dry land training and stuff because I'm 60. I got to catch up, right? So I can't just get out there and automatically assume everything's going to work. So, the secret to my success in life, surfing, or to the extent that I am successful in surfing, the secret to my life is grit. I am willing to outwork anybody.Michael Frampton: There's also if you're doing dry land training, then there's a lot of podcasts as well. There's a lot of preparation that goes into that.Guy Kawasaki: Yep. Nobody can out-prep me.Michael Frampton: Oh, okay.Michael Frampton: I'm interested to know what does your dryland training for surfing look like?Guy Kawasaki: Oh, okay. I could do even more, but, I practiced pop-ups. I'm trying to constantly increase flexibility. I do more than anybody I know, but I know I could do so much more. It's just that in the last year or so, this book has just taken over my life, too. But, I'm telling you, I am going to hang ten. I'm going to hang ten and then I'm going to drop dead right after that and everything will be fine.Michael Frampton: Oh, funny.Guy Kawasaki: They're just going to get, I've seen them take dead bodies off the beach at Jax and the fire department comes and they put you in a little one of those. Is it a sleigh? What do they call it? One of those baskets. They bring the dead body up from the cliff in a basket, that's all. They're going to take me out of Jax, okay?Michael Frampton: You're die-happy then?Michael Frampton: Death on the nose. Yeah.Guy Kawasaki: He was so shocked. He hung ten. He had a stroke and died.Michael Frampton: Yeah, well.Michael Frampton: You get the right wave, get the right board. You'll get there for sure. It's a good goal.Guy Kawasaki: I have to tell you, though, it's much more likely that I, apparently hit my head on the ground and drowned then I hang ten on my last ride.Michael Frampton: Oh, I've got a feeling that you'll get there.Guy Kawasaki: Well, yeah, I hope so.Michael Frampton: So out of all you've done so many podcast episodes, like over 200, is there any is there any commonalities between all of these guests?Michael Frampton: Oh yeah.Guy Kawasaki: Yeah, absolutely. I mean, in a sense, the commonality with 250 episodes reduced to. Yeah, that's 5000 pages of transcripts, so that 5000 pages of transcripts has come down to 170 pages in a book. There's a lot of commonality and the lessons of the book reflect the commonality and at the highest level, the commonality is that to be remarkable, you need to have a growth mindset. You need to be willing to pay the price and be greedy and finally, you need to be gracious to be remarkable and that just happens over and over again with those 250 guests.Michael Frampton: How do you how do you define grit?Guy Kawasaki: Grit is the ability to do something when you are not necessarily getting positive results and nor do you necessarily enjoy it, but you just are willing to pay the price.Michael Frampton: So, is there an element of faith or hope that goes with that? or delusion?Michael Frampton: In my case, it's a delusion with surfing.Guy Kawasaki: But you know what? One thing I figured out is it doesn't matter why you're gritty. It's just that you're gritty. You could be stubborn. You could be OCD, you could be delusional. You could be whatever. But as long as you just keep putting it out, that's all that matters.Michael Frampton: Okay, and then grace, how do you define grace?Guy Kawasaki: Grace is when you come to this realization that you are successful in life, and you are fortunate because there are teachers and coaches and mentors and bosses. There are people who opened the door for you and because somebody opened the door for you, you should open the door for somebody else. So it's a sense of moral obligation to the world to pay back society.Michael Frampton: Okay, how would you define grace in the surfing world?Guy Kawasaki: I could. Okay, I yeah. I could tell you some really great stories here. So at 38, there are some surfers who are really quite good. I would love to be as good as them. And they are so good that they can catch a wave and they can surf the whole face. They can catch it in front of Jack's house, and they could go all the way to like Purves or to like practically the hook, right? They can take the face the whole way, and some of them do and you know what? When you're at Jack's and there's a lot of beginners and novices, there are lots of people who are going to catch the wave and get in your way on the face and that's just the way it is at Jax. Jax is for kooks and beginners, right and so these really good surfers, they can take the whole face and they get really pissed off with people and they yell at people and they scream and they push people off and all that, and I just don't understand that and believe me, I've been one of those people who've been pushed and yelled at and what I don't understand is like, okay, if you are so freaking good, go to first or second or go to the hook, but you're just trying to be a big dog in this little shit pond.Guy Kawasaki: So like, what is your problem? and like, everybody's out there, they're just trying to have a good time, learn how to surf, catch a few waves. So like what? Why are you being such an asshole? Then it's like, Guess what? There's nobody from the WSL sitting up on the East cliff looking for people for the WSL. So I hate to tell you, I can drop in on your face and I'm not going to affect your professional surfing career, so just shut up and go to second or first. That's my attitude. They completely lack grace and I have a theory that the better you are, the more gracious you are. It's the middle ground, right? So when you're really a beginner and lousy, you don't know what the hell you're doing. When you get kind of good, that's when you figure, I'm the big dog. I can get the face, I can hang ten, I can do cutbacks and all that. But then when you get really, really good, you say, I want to help other people enjoy surfing. And I'm going to help them and coach them and encourage them. You don't yell at them. The really good surfers don't yell at you.Michael Frampton: Yeah, I love that definition and I totally agree. Yep. Joel Tudor is famous for saying that the ultimate goal is Skip Frye.Guy Kawasaki: Skip Frye was like that?Michael Frampton: He still is.Michael Frampton: He's still out there surfing every day. He's in his 80s and he just glides gracefully along on his.Guy Kawasaki: But does he yell at somebody if a kook dropped in on him? No.Michael Frampton: No, of course not.Michael Frampton: He's been surfing so long that you just wouldn't. I think sometimes surfers also, I think a graceful surfer has the sort of demeanor about them that just you would feel bad dropping in on them because they're so graceful and they're not taking every wave. Does that sort of make? Yeah.Michael Frampton: But if you're out there trying to take every wave and yelling at people, you're actually more likely to get dropped in on again and again and again. So thank you. Thank you CCTV.Guy Kawasaki: Oh, God.Michael Frampton: I think part of this is a lot of those people, they surfed, 20, 30 years ago when there just was one-tenth of the amount of people in the water, and they kind of expect it to be like that still, even though you're right, you're right. They can go for it. They can drive half an hour and go somewhere else where it's more difficult and where there are less people.Guy Kawasaki: Half an hour, they could paddle 500 yards to the right and they could be someplace else like that, but I think a lot of those people, they realize that, at Jax, they stand out, but if they went to first or second, they would be at the bottom of the pile again. Right? And they would be yelled at not doing the yelling and they cannot adjust to that.Michael Frampton: So yeah, that doesn't feed their ego.Guy Kawasaki: Yeah. The second peak is my Mavericks.Michael Frampton: That's. yup, Okay.Michael Frampton: So that's Grace, and well, I quite like how you've defined compassion as a combination of empathy and grit. I really liked that definition. Can you speak a bit more on that?Guy Kawasaki: Well, the empathy part is easy, right? I mean, when you think of compassionate people, they can empathize. They can feel what you're feeling. They can understand, they can relate right, but the difference between empathy and compassion, I think, is that you want to go from empathy to compassion, which is the higher level. It means that you not only feel for the other person, you're actually do something. So a compassionate person does something and an empathetic person just feels something and that's the difference.Michael Frampton: Yeah. That's. So it comes back to doing again.Guy Kawasaki: Yep.Michael Frampton: Yeah.Guy Kawasaki: That's a recurrent theme in my books.Michael Frampton: Yeah. And I also really liked your Ikigai. You sort of, I like how you reframed that.Michael Frampton: Sort of do what you love, right?Michael Frampton: And then be willing to improve to go push through the shit sandwich to improve, but also to not expect to get paid for it.Guy Kawasaki: Well, see, I think that, now listen. I am Japanese American, but I don't want to give you the impression that I spent 20 years studying with Buddhist monks, and I truly understand Japanese and all that because I'm just as American as Donald Trump Jr. But I'll tell you something that lots of people define Ikigai as you draw three circles, which is what you love to do, what you're good at doing, and what you can get paid at, and in the middle of those three is what your ikigai should be, because you can get paid, you like it, and you're good at it. I disagree with that definition. My definition is that Ikigai means that you are not good at it. You cannot get paid at it, and you may hate it because you're not good and not getting paid at it, but you still do it, and that for me is surfing, right? I'm not good at it. I love doing it. Sometimes I hate it and I'm never going to get paid for it. So if you're under those conditions, if you still surf every day, you could probably bet that it's your Ikigai or something you truly, truly love, because it's not because it's the money. It's not because it's easy. It's only because you love it.Michael Frampton: Yeah I really like that it's a good twist on, because I was very aware of Ikigai. I think everyone is nowadays. It's become quite part of pop culture, but it was a really good reframing. I really liked that. Allan Langer.Guy Kawasaki: The psychologist.Michael Frampton: Yes. How did she change your perspective on things?Guy Kawasaki: Okay, so Ellen Langer. She made a brilliant observation to me that we spend so much time trying to make the right decision, but what we should do is make our decisions right, and going back to that surfing analogy. So, yeah, spend your whole life or the whole session in the water trying to make the right decision, but what you should really do is turn and burn and make that decision right, which means that you can compensate by turning the board or paddling harder or softer or, popping up, fading and then going right, or who knows, right? But Ellen Langer is all about, yes, take your best shot but then make your decision, right, and I think that is a very good prescription for how to lead a remarkable life. You've got to make your decisions right.Michael Frampton: Do you mean by that, as in, once you've made a decision to accept it and sort of trust that, it is right?Guy Kawasaki: Well, I don't know about trust, but, I think the reality is that you never can make the exact perfect decision because the future is unknowable and there's so many variables. So I'm not saying that if you got married to somebody and that person is physically abusive? I'm not saying stick in the marriage and make the decision right? Okay. There are some things. There are limits to these things right, but to think that the grass is always greener and to think that, perfection lies in the next wave, not this one. I think that's suboptimal. At some point, you just got to make it right.Michael Frampton: Yeah, so it's kind of about being present really.Guy Kawasaki: Yes. Yes.Michael Frampton: Yeah, interesting. Is meditation part of your life?Guy Kawasaki: No, no. Like, Marc Benioff in his interview talked about meditation and all that. I don't have time for meditation, right? I'm a doer. I'm not a meditator. What can I say? Hmm. Maybe I should meditate more. Maybe I could hang ten.Michael Frampton: I would argue that you said yourself, earlier that even in the middle seat, in cattle class on an airplane, you have the ability to focus on something.Michael Frampton: Yes, Most people meditate in order to get more of that, I think.Guy Kawasaki: Well, then I was born with it.Michael Frampton: Yeah. You're lucky. I see the statue in the background and is Buddhism part of your life?Guy Kawasaki: No, it's just I am in a closet that I've made into a sound studio, and I wanted to have an interesting background. So, I have tried dozens of things I like. I have this lamp, I have this fake flower. I have fake flowers. I have the lamp, I have bamboo, I have vases, I've tried all kinds of stuff. Yeah, I'm constantly experimenting to get, like, you have that surfboard back there, but I don't have space for a surfboard.Michael Frampton: So you're a little bit of an interior designer.Guy Kawasaki: You know what? I don't want to tell you how many hours I have spent trying to make a good background, putting all this soundproof foam, getting this stuff here, like, it would probably be measured in days, in days.Michael Frampton: Oh, no. It's a good thing. I think it looks good and, your voice is coming across with no echo. So, well done.Guy Kawasaki: Well, I once spent a few weeks trying to make sure that the video and audio were perfectly synced because I was getting a case where the audio was about two frames behind the video, and the way you test that is you do something like you clap and you see when your hands hit, and then you look and you see if there's a spike of the clap matching that exact moment right, and it wasn't. It was two frames off, and that just freaking drove me crazy, and then finally I found something that you can add frames of delay for the video or, I don't know, vice versa, whatever it was. Yeah, I'm a little nuts that way.Michael Frampton: Oh, you got to get that sort of stuff right though I think it does matter. Is that sort of a bit of a perfectionism that you speak about there?Guy Kawasaki: A bit. I'd say there's a freaking wheelbarrow full.Michael Frampton: If there was one message that you hoped someone got out of your most recent book. What is that?Guy Kawasaki: I hope people realize that it's not about deciding you want to be remarkable. The way it works is you make a difference. You make the world a better place. And if you make the world a better place, then people will believe you are remarkable. So it's not a which came first. It's just an order. You make the world a better place. People will think you're remarkable. So the focus not on being remarkable as much as making a difference.Michael Frampton: I love that. Guy. Thank you so much. Congratulations on.Guy Kawasaki: I might go surfing a second session.Michael Frampton: Awesome.Guy Kawasaki: Thank you.Michael Frampton: I'll have links to all of, everything of Guy in the show notes. Uh, thanks for tuning in, everyone.Guy Kawasaki: All right. Thank you very much for having me. All the best to you.Michael Frampton: All right. Thank you. Guy. Awesome. Really appreciate your time. Thank you. Bye bye. Guy Kawasaki on the Surf Mastery Podcast

Welcome to Surf Mastery Podcast, where we explore the fascinating intersections of life, sports, and the pursuit of challenges. In this episode, our host Michael John Frampton sits down with Guy Kawasaki to discuss the joys and trials of picking up surfing at 60, his unique philosophy on parenting and life, and the profound lessons learned along the way. Guy Kawasaki is a speaker, avid surfer, and respected author. His notable works include The Art of the Start, Enchantment: The Art of Changing Hearts, Minds, and Actions, and Wise Guy: Lessons from a Life. He is well-known for his influential role as Apple's Chief Evangelist in the 1980s and his significant contributions to Canva. Beyond his professional achievements, his passion for surfing, which he took up in his 60s is a profound metaphor for life's lessons.Episode Highlights:Surfing at Sixty: Guy shares his inspiring journey of starting to surf at the age of 60, motivated by his children's passions. Unlike many parents who impose their hobbies on their children, Guy believes in embracing what his children love, leading him to take up surfing and hockey later in life.Parenting Philosophy: Guy discusses his approach to parenting, emphasizing the importance of supporting and engaging in his children's interests rather than directing them.Life Lessons from Surfing: Surfing has not just been a sport for Guy but a source of life lessons. He talks about the complexities and unpredictability of surfing, drawing parallels between managing waves and life's challenges.Humorous Anecdotes: From confusing directions underwater to humorous interactions in the surf community, Guy brings a light-hearted perspective to the challenges of learning to surf.Persistence and Adaptability: Guy reflects on the broader implications of persistence in surfing, comparing it to career and personal life, where adaptability and resilience are crucial.Insights on Book Writing: Discussing his concise approach to writing, Guy emphasizes the importance of distilling vast amounts of information into accessible insights, mirroring his practical approach to life.Key Quotes:"Rather than me forcing them to take up what I love, I let them determine what I should take up based on what they love.""The first time I actually caught a wave and stood up, it was magic. Where else can you get this feeling?""You can sit out there in the water looking for that perfect wave all day and never turn and paddle. The same thing applies to life."Follow Guy Kawasaki:LinkedIn: https://www.linkedin.com/in/guykawasaki/Website: https://guykawasaki.com/Full Show Transcript:Michael Frampton: Welcome back to the Surf Mastery podcast. I am your host, Michael Frampton, and today's guest is Guy Kawasaki. You may have heard that name. He's very famous in Silicon Valley, especially for his early role and involvement with Apple. He's gone on to do a lot of projects since then. Too many to mention in this short intro, but one of his most recent projects is a very successful 200-plus episode podcast called 'Remarkable People', and he recently released a new book called 'Think Remarkable'. Based on those interviews, and the main reason that I wanted to get him on the show is because he started surfing at 60. Yes, six zero. Started surfing at 60. So yes, Guy has a very unique perspective on beginning surfing, and I was very excited when he accepted the invite to come on the show, and he did not disappoint. So without further ado, I will fade in my conversation with Guy Kawasaki. Hello, Guy, how are you?Guy Kawasaki: I'm good. I can hear you now. Yes.Michael Frampton: Excellent. And I've got you. Right. And it's recording. It looks like all the technical stuff is out of the way.Guy Kawasaki: Don't get overconfident. The day is young.Michael Frampton: It sure is. Well, and your lust for surfing. That's also quite young. Starting at 60. My gosh, that is. That's very late in life to start surfing. What inspired you to start?Guy Kawasaki: What inspired me was that my daughter in particular became an avid and competitive surfer. And I kind of have a different parenting perspective and philosophy. I think many parents, what they do is they inadvertently or advertently force their kids to take up what they're interested in. So if you're a golfer, your kid's golf, you're a surfer, your kid's surf. If you are a, I don't know, physicist, your kids take up physics or violin or whatever. Yeah, in my family it worked differently. So rather than forcing the kids to take up what I loved, they would force me to take up what I said that wrong rather than I take up what I could speak English. English is my first language rather than me forcing them to take up what I love. I let they determine what I should take up based on what they love. And so they loved surfing and they loved hockey. So I took up hockey at 44, and I took up surfing at 60 because that's what my kids are into.Michael Frampton: Oh, I love that, you're a good dad and that's an awesome philosophy and I actually have the same philosophy my kids got into football when they were quite young, and I just started playing with them, even though I never grew up playing it. I never liked the game, but now I actually love the game and have a strong appreciation for it.Guy Kawasaki: So when you say football, you mean American oblong football or European-like round waffle? Oh okay. Okay. Soccer.Michael Frampton: Yeah.Guy Kawasaki: Because if you took up American football at a late age, it's hard to get 20, 21 other guys out there with helmets killing each other so.Michael Frampton: Oh yeah. It's a rough sport. I mean, I grew up playing rugby, so I'm no stranger to that sort of world. But, it's not something you do when you're a or certainly not something you take up when you're older. It's a brutal sport.Guy Kawasaki: So I think.Michael Frampton: That thing can be pretty brutal, too. I mean, I'm sure you've had some gnarly wipeouts in your learning curve.Guy Kawasaki: Well, listen, my sweet spot is maybe 3 to 4 at the most. Okay? Like, I am perfectly happy at 1 to 2ft. My daughter surfs at Mavericks and stuff, but that's not me, but I will tell you that, there have been times where in, like, a one-foot wave, I fall down and I lose perspective and reference and I'm like paddling, trying to get back up to the surface and I hit my head on the bottom because I was going the wrong way. I've done some very kooky things, I assure you.Michael Frampton: So I'm interested to know, like, you're a smart guy. I'm sure when you decided to start surfing, what was your first entry point like? Did you get a lesson with someone? Did you just buy a board and jump in? How did you go about it?Guy Kawasaki: Listen, when you start surfing at 60, well, one would hope that in 60 years you've acquired some kind of street smartness. So you figure out that, you're just not going to go to Costco and buy $150 board and then go out to Mavericks and decide to surf and, you know, with your goggles and your GoPro and your helmet and your zinc on your face. So the first thing I did was I took lessons. I took lessons in Hawaii, I took lessons in India, I took lessons in Santa Cruz. I took lessons at Cowell's and at Jacks. I kind of figured out that, when you start that late, you've got to accelerate the pace. And the way to accelerate the pace is to get instruction. Not by hanging out with Groms all day, trying to surf during the summer.Michael Frampton: Yeah. So you sort many different opinions on instructions as well. That's a great strategy. Was there one particular lesson that stood out to you?Guy Kawasaki: Every lesson was difficult. I started paddle surfing. I don't know why I started paddle surfing, but anyway, so I started with paddle boards and then a surf instructor here in Santa Cruz was just who was coaching my daughter at the time. He definitely established the, should I say, pecking order in surfing, and let's just say that paddle boarding is beneath prone surfing. And so it was a constant humiliation. So at one point I just got tired of being humiliated. And I said, all right, so throw away the paddle, give me a narrow board, and off I go. He for months, was pushing me into waves, because I don't know, to this day, I think the hardest thing in surfing is knowing where to sit and when to turn. It's just like I barely understand it, and when I'm out there and I'm with experienced surfers and they turn and they catch a wave that I don't even see the wave. I'm like, what are they turning for? And then not only that, they turn and they catch a wave that I barely can see. And they only paddle twice and I'm paddling like freaking 50, 60 times trying to get up there, it's a different world.Michael Frampton: Oh, it sure is. And you nailed it. I mean, no matter what level of surfer you are, getting into the wave or choosing the right wave and getting into it in the right spot, that's always the hardest part. Because once you're standing up, once you're standing up on the right part of the wave, surfing is really simple and quite easy.Guy Kawasaki: Yeah, yeah. Well, it's a mystery to me. With surfing, there are so many variables, right? I mean, there's the wave. Well, even the wave, there's the height, there's the direction, there's the speed, Are you at the peak, are you on the shoulder. That's just the wave. And then you're going to think of the wind and you got to think of the other kooks in the water and then you got to worry about, we have a ten-inch fin and it's, it's negative one tide and all the kelp is sticking out. So that's not going to work. Well I mean there's so many variables. It's such a cerebral sport.Michael Frampton: Oh yeah. Now has and if so how has surfing made your life better?Guy Kawasaki: Oh absolutely. I mean, I surf every day. In fact, today I might surf twice. And here's like a Guy Kawasaki typical kind of story. So I have Méniere's disease. Méniere's disease has three symptoms, which is, sporadic attacks of vertigo, tinnitus, which is the ringing in your ear and hearing loss and so basically, my ears are all messed up, and it's not surfer ears or anything like that because I have only been surfing ten years, so it's not from surfing. This is a pre-existing condition. So if you said to somebody if you have middle ear issues and vertigo and deafness and tinnitus and all that kind of stuff, why don't you take up ice hockey and surfing? That's the perfect sports for you. The two sports that require balance the most I took up with the bad ears, huh?Michael Frampton: Wow. So you like when someone tells you you can't do something that you see as a challenge?Guy Kawasaki: I didn't listen. I mean, people have told me that I cannot do a lot of things, and quite frankly, they were right. So it's not a matter of proving them wrong. I will just say that, like the first time I played ice hockey, and the first time I actually caught a wave and stood up, it was magic. It was like Holy shit, this is like, where else can you get this feeling? It's like magical to be standing on a wave and somehow, like, you don't have to do anything like nature is pushing you forward. In my case 12 to 15 miles an hour. I mean and you don't need a hill to do that, like skateboarding when you fall on the pavement, it's a lot different than falling in the water. So, surfing is just magic. It's the most fun I think you can have legally.Michael Frampton: I agree, and so do all of our listeners. But it's also one of the it's also one of the most challenging things that you can. I mean have you is that's a good question. Is surfing the most challenging thing you've that you do?Guy Kawasaki: It is by far the most challenging thing I have ever tried to learn to do by far because there are so many variables. There's so many external variables and then there's your internal, there's like your body weight and your body type and your hip flexibility and, it's a very complex cerebral sport and I don't think people who don't surf, they don't appreciate how difficult it is because like basketball, you run and you jump in the normal course of life, right? I mean, ice hockey is like that, too. You don't skate naturally. I mean, that's something you have to learn the fundamentals. You have to learn. So I think part of the attraction for me, for surfing is that it is so hard. If I became immediately good at it, the thrill would be gone but it's taken ten years. I like my dream. Everybody has to have a dream. Right. So my dream is to be able to take four steps and hang ten on the nose. Okay? In ten years, I'm now able to sometimes take two steps. So it's taking me five years per step. So I need another ten years to get the total of four steps. I hope I make it.Michael Frampton: Yeah. Well, Jerry Lopez says that the first 20 years of surfing is just to test if you're really interested.Guy Kawasaki: I interviewed Jerry Lopez for my podcast, I know. I listened.Michael Frampton: Yeah. Great. You did a great job.Guy Kawasaki: Yeah, it's a funny story. You'll appreciate this surfing story. So this weekend we went to a surf meet in Huntington Beach. And on the sidewalk at Huntington Beach, there's, like, the Hollywood Walk of Fame. It's only the surfing Walk of Fame. And there's these, I think, brass plaques for these famous surfers. Right. So I saw Sean Tompson's, I saw Layne Beachley, and I saw Jerry Lopez, and I happen to know all three people because of my podcast. I sent them all messages and they all responded, yeah. Sean Tompson's response was, oh, they spelled my name right.Michael Frampton: Oh, cool. I interviewed Sean a while ago for the podcast and actually see quite a couple of similarities between the book he wrote in the book you wrote is in. You chose not to make it a three-page behemoth full of fluff. And it's such a good book. It's so succinct. And it's the kind of book I'd rather spend 12 hours reading a good book three times, then 12 hours reading a long book once.Guy Kawasaki: Yeah, I hear you and one of the things I think about many nonfiction books is they take 200 to 300 pages to explain one idea. Right? So like you should you should make a prototype very quick with the minimum features and get it out there and then if it doesn't succeed, bring it back and change it fast. Well, I just explained a 300-page book about minimum viable product and pivoting. Right? I mean, what else do you need to know about that concept besides what I just explained in 10s?Michael Frampton: No, I really enjoyed your book. It's definitely one I'm going to go back and reread because it's so succinct.Guy Kawasaki: I want you to know that I am a much better writer than a surfer, just FYI.Michael Frampton: Has surfing taught you anything about other aspects of your life?Guy Kawasaki: Ah, listen, I could. I can interpret almost all of life with using a surfing metaphor. Right? So, one obvious one is you can sit out there in the water looking for that perfect wave all day and never turn and paddle and if you do that, I guarantee you will not catch any waves. Same thing applies to life, right? You can be waiting for that perfect company, that perfect product, that perfect service, that perfect co-founder, that perfect VC and you could, you know, try to make this perfect thing and then that means you will never do anything. Same thing as surfing. Another analogy I would say is that, yes, you try to pick the perfect wave and you turn it the perfect time at the perfect angle and all the perfect stuff. But I think one of the things I learned about surfing is that at some point you turn and burn and then you just need to make that decision, right? Even if it's wrong. Right? You just gotta compensate. You would like to be in the barrel on the face of the wave, but guess what? You're an idiot. You're in the white water, so make the best of it right. And that's another metaphor for life, is that, you got to make decisions, right?Michael Frampton: Yeah, you just kind of describe that in the book by saying, just plant many, many seeds because you're not you don't know which one will eventually eventuate and you catch lots of waves. that's the thing a lot. I've said before on this podcast is that when you watch, a surfing movie, you've got to realize that might only be ten minutes worth of surfing that you're watching but it took a surfer a year worth five hours a day of surfing to get those ten minutes worth of surfing.Guy Kawasaki: Yea. You can apply that to almost everything in YouTube, right? So on the YouTube when they show this is a guy hitting half court shots, they shot him for five hours to get him making a half court shot twice. Right. He just goes out and does everyone like that? Yeah.Michael Frampton: Yeah.Michael Frampton: And surfing is a lot about sort of being in the right place at the right time and when you look at your career, I wonder how much of that's true. in your career?Guy Kawasaki: Oh, my career is more about being in the right place at the right time than it is about being in the right place because of my decision. Okay? I guarantee you that, I call this guys Golden touch, which is not whatever I touch turns to gold guys. Golden touch is whatever is gold guy touches.Michael Frampton: I like that.Guy Kawasaki: So, this is the equivalent of that in a surfing metaphor is sometimes and it's happened to me. Sometimes you just expect to get clobbered, right? And so you turn your back to the wave and you lean back because you're about to get clobbered. And somehow the wave catches you and you get a ride without even trying to get the ride. Yeah, I'm telling you, a lot of people join companies that they had no freaking idea what it was going to do, and they turned out to be millionaires. Like, I don't know, what's this company Google do? I don't know, they needed a facilities manager and I didn't have a job, so I went to work for Google. I was the first Google facilities manager and now come to find out, my stock is worth $50 million. Yeah. I'm so smart now. There have been waves I guarantee you, Michael. There have been waves that I caught that I didn't intend to catch.Michael Frampton: Oh yeah. Oh yeah.Michael Frampton: That happens all the time. And then you sort of, you turn up to the beach and without even knowing it's going to be good and it happens to be good. There's, there's luck involved in everything.Guy Kawasaki: Yeah.Michael Frampton: How do you define luck?Guy Kawasaki: I think luck is, getting back to seeds. Luck is planting a lot of seeds, right? I mean, you don't get lucky by staying on the sand. You get lucky by being in the water. You got to plant a lot of seeds and then, even if you're lucky, you have to take advantage of that luck. So you can't be a dumbass. You can't be a lazy schmuck and luck comes upon you and everything just is automatic. Even being lucky, you need to work hard. You need to be prepared. You need to be ready. If your board is not waxed and you're not sitting in the water. Yeah, you could be the most lucky guy in the world. You're still not going to catch the waveMichael Frampton: Yeah. And you have to be sort of looking for those opportunities as well, don't you?Michael Frampton: Yeah, I remember reading a book about luck and they did a test where they left a $20 bill sort of in the corner next to a sidewalk. And 95% of people just walk straight past. But then the person that noticed it considered themselves lucky, but really they were sort of open to or just being observant and looking for those opportunities.Guy Kawasaki: So you're saying those people saw it and didn't pick it up or they didn't see it at all?Michael Frampton: They didn't notice it? Yeah.Guy Kawasaki: Wow.Michael Frampton: That wasn't directly in the middle of the sidewalk. Obviously, everyone would see it. But, the corner of it's just sticking out and if you consider yourself a lucky person, then your peripheral vision is actually more likely to pick up on little things like that.Guy Kawasaki: I hate to tell you, but this is, it's a related story, not necessarily the same story, but I'll tell you something to this day. If I were walking down the street and I saw a penny on the ground, I would pick up the penny, I really would. I think that a penny doesn't make a lot of difference to anybody, but. Okay. But it's just the principle that you should never leave money.Michael Frampton: Yeah. No, I like that. That's a good metaphor, too. Like, if you're surfing in a crowd and a wave comes your way and it's. You probably should just take it rather than wait for the next one.Guy Kawasaki: Well, I have to say that, being deaf, I have a cochlear implant that's like, we can do this interview, but you can't wear a cochlear implant in the water. So being deaf in the water, there are some advantages to that. So like number one, Jerry Lopez says you should never be talking in the lineup. You should always be focused on surfing. Well, I hardly talk in the lineup because I cannot hear. So there's no sense talking, so that helps. And then let's just say that like every other kook in Santa Cruz, I drop in on people, okay? And then when they yell at me, I cannot hear. It doesn't bother me at all. They can yell all they want. I don't even hear.Michael Frampton: Interesting. I wonder, do you think that there could be an advantage? Because then, you know it is an advantage.Guy Kawasaki: Yeah. Because like, if I heard the person yelling at me and telling me to go f myself, then it would get in my head and I'd be pissed off and there'd be an argument. And who knows where that would lead? But now I just like, I'm deaf. I literally people have been like, jabbering at me and I said I'm deaf. I don't know what you're saying. I just paddle away. So if anybody's listening to this from Santa Cruz and you yell at me and I ignore you, that's what's happening.Michael Frampton: Do you sometimes purposely take it out, when you're doing other things to increase your focus?Guy Kawasaki: Oh, my implant?Michael Frampton: Yeah.Guy Kawasaki: No, i am blessed with a form of OCD that when I get focused on something, whether it's writing or editing or, anything like that. I can be anywhere. I can be in the middle seat of Southwest Airlines in row 35, and I can concentrate. It's not a matter of what I hear, so I never have to do that. Ijust lose touch with reality. It's the same thing when I speak, I have gone on stage with a migraine headache. I've gone on stage feeling sick but it just takes over me. And I'm just, like, in a zone. Deshaun Thompson zone.Michael Frampton: Have you always been like that or is that something that you've had to work on and foster?Guy Kawasaki: I can't remember. I think it just comes with repetition. I don't think I was born like that. I don't think anybody is born like that, but I certainly have it now.Michael Frampton: Is there a bigger picture behind that though? Like, is there a driving force that sort of allows you, to keep trudging forward?Guy Kawasaki: Well, for a while, I have four kids, so for the longest time my motivation was four tuitions. Now, as of next week, only one tuition will be in play, so that has reduced the pressure. But I guess I am just driven. I have a high need for achievement. Like this podcast, I do 52 episodes a year with no revenue,Guy Kawasaki: On paper you'd have to say, Guy, why do you do that? Why do you kill yourself doing a podcast? And I'm just driven. It's just driven by achievement. And in a sense, the same thing applies for surfing. For me, I do a lot of dry land training and stuff because I'm 60. I got to catch up, right? So I can't just get out there and automatically assume everything's going to work. So, the secret to my success in life, surfing, or to the extent that I am successful in surfing, the secret to my life is grit. I am willing to outwork anybody.Michael Frampton: There's also if you're doing dry land training, then there's a lot of podcasts as well. There's a lot of preparation that goes into that.Guy Kawasaki: Yep. Nobody can out-prep me.Michael Frampton: Oh, okay.Michael Frampton: I'm interested to know what does your dryland training for surfing look like?Guy Kawasaki: Oh, okay. I could do even more, but, I practiced pop-ups. I'm trying to constantly increase flexibility. I do more than anybody I know, but I know I could do so much more. It's just that in the last year or so, this book has just taken over my life, too. But, I'm telling you, I am going to hang ten. I'm going to hang ten and then I'm going to drop dead right after that and everything will be fine.Michael Frampton: Oh, funny.Guy Kawasaki: They're just going to get, I've seen them take dead bodies off the beach at Jax and the fire department comes and they put you in a little one of those. Is it a sleigh? What do they call it? One of those baskets. They bring the dead body up from the cliff in a basket, that's all. They're going to take me out of Jax, okay?Michael Frampton: You're die-happy then?Michael Frampton: Death on the nose. Yeah.Guy Kawasaki: He was so shocked. He hung ten. He had a stroke and died.Michael Frampton: Yeah, well.Michael Frampton: You get the right wave, get the right board. You'll get there for sure. It's a good goal.Guy Kawasaki: I have to tell you, though, it's much more likely that I, apparently hit my head on the ground and drowned then I hang ten on my last ride.Michael Frampton: Oh, I've got a feeling that you'll get there.Guy Kawasaki: Well, yeah, I hope so.Michael Frampton: So out of all you've done so many podcast episodes, like over 200, is there any is there any commonalities between all of these guests?Michael Frampton: Oh yeah.Guy Kawasaki: Yeah, absolutely. I mean, in a sense, the commonality with 250 episodes reduced to. Yeah, that's 5000 pages of transcripts, so that 5000 pages of transcripts has come down to 170 pages in a book. There's a lot of commonality and the lessons of the book reflect the commonality and at the highest level, the commonality is that to be remarkable, you need to have a growth mindset. You need to be willing to pay the price and be greedy and finally, you need to be gracious to be remarkable and that just happens over and over again with those 250 guests.Michael Frampton: How do you how do you define grit?Guy Kawasaki: Grit is the ability to do something when you are not necessarily getting positive results and nor do you necessarily enjoy it, but you just are willing to pay the price.Michael Frampton: So, is there an element of faith or hope that goes with that? or delusion?Michael Frampton: In my case, it's a delusion with surfing.Guy Kawasaki: But you know what? One thing I figured out is it doesn't matter why you're gritty. It's just that you're gritty. You could be stubborn. You could be OCD, you could be delusional. You could be whatever. But as long as you just keep putting it out, that's all that matters.Michael Frampton: Okay, and then grace, how do you define grace?Guy Kawasaki: Grace is when you come to this realization that you are successful in life, and you are fortunate because there are teachers and coaches and mentors and bosses. There are people who opened the door for you and because somebody opened the door for you, you should open the door for somebody else. So it's a sense of moral obligation to the world to pay back society.Michael Frampton: Okay, how would you define grace in the surfing world?Guy Kawasaki: I could. Okay, I yeah. I could tell you some really great stories here. So at 38, there are some surfers who are really quite good. I would love to be as good as them. And they are so good that they can catch a wave and they can surf the whole face. They can catch it in front of Jack's house, and they could go all the way to like Purves or to like practically the hook, right? They can take the face the whole way, and some of them do and you know what? When you're at Jack's and there's a lot of beginners and novices, there are lots of people who are going to catch the wave and get in your way on the face and that's just the way it is at Jax. Jax is for kooks and beginners, right and so these really good surfers, they can take the whole face and they get really pissed off with people and they yell at people and they scream and they push people off and all that, and I just don't understand that and believe me, I've been one of those people who've been pushed and yelled at and what I don't understand is like, okay, if you are so freaking good, go to first or second or go to the hook, but you're just trying to be a big dog in this little shit pond.Guy Kawasaki: So like, what is your problem? and like, everybody's out there, they're just trying to have a good time, learn how to surf, catch a few waves. So like what? Why are you being such an asshole? Then it's like, Guess what? There's nobody from the WSL sitting up on the East cliff looking for people for the WSL. So I hate to tell you, I can drop in on your face and I'm not going to affect your professional surfing career, so just shut up and go to second or first. That's my attitude. They completely lack grace and I have a theory that the better you are, the more gracious you are. It's the middle ground, right? So when you're really a beginner and lousy, you don't know what the hell you're doing. When you get kind of good, that's when you figure, I'm the big dog. I can get the face, I can hang ten, I can do cutbacks and all that. But then when you get really, really good, you say, I want to help other people enjoy surfing. And I'm going to help them and coach them and encourage them. You don't yell at them. The really good surfers don't yell at you.Michael Frampton: Yeah, I love that definition and I totally agree. Yep. Joel Tudor is famous for saying that the ultimate goal is Skip Frye.Guy Kawasaki: Skip Frye was like that?Michael Frampton: He still is.Michael Frampton: He's still out there surfing every day. He's in his 80s and he just glides gracefully along on his.Guy Kawasaki: But does he yell at somebody if a kook dropped in on him? No.Michael Frampton: No, of course not.Michael Frampton: He's been surfing so long that you just wouldn't. I think sometimes surfers also, I think a graceful surfer has the sort of demeanor about them that just you would feel bad dropping in on them because they're so graceful and they're not taking every wave. Does that sort of make? Yeah.Michael Frampton: But if you're out there trying to take every wave and yelling at people, you're actually more likely to get dropped in on again and again and again. So thank you. Thank you CCTV.Guy Kawasaki: Oh, God.Michael Frampton: I think part of this is a lot of those people, they surfed, 20, 30 years ago when there just was one-tenth of the amount of people in the water, and they kind of expect it to be like that still, even though you're right, you're right. They can go for it. They can drive half an hour and go somewhere else where it's more difficult and where there are less people.Guy Kawasaki: Half an hour, they could paddle 500 yards to the right and they could be someplace else like that, but I think a lot of those people, they realize that, at Jax, they stand out, but if they went to first or second, they would be at the bottom of the pile again. Right? And they would be yelled at not doing the yelling and they cannot adjust to that.Michael Frampton: So yeah, that doesn't feed their ego.Guy Kawasaki: Yeah. The second peak is my Mavericks.Michael Frampton: That's. yup, Okay.Michael Frampton: So that's Grace, and well, I quite like how you've defined compassion as a combination of empathy and grit. I really liked that definition. Can you speak a bit more on that?Guy Kawasaki: Well, the empathy part is easy, right? I mean, when you think of compassionate people, they can empathize. They can feel what you're feeling. They can understand, they can relate right, but the difference between empathy and compassion, I think, is that you want to go from empathy to compassion, which is the higher level. It means that you not only feel for the other person, you're actually do something. So a compassionate person does something and an empathetic person just feels something and that's the difference.Michael Frampton: Yeah. That's. So it comes back to doing again.Guy Kawasaki: Yep.Michael Frampton: Yeah.Guy Kawasaki: That's a recurrent theme in my books.Michael Frampton: Yeah. And I also really liked your Ikigai. You sort of, I like how you reframed that.Michael Frampton: Sort of do what you love, right?Michael Frampton: And then be willing to improve to go push through the shit sandwich to improve, but also to not expect to get paid for it.Guy Kawasaki: Well, see, I think that, now listen. I am Japanese American, but I don't want to give you the impression that I spent 20 years studying with Buddhist monks, and I truly understand Japanese and all that because I'm just as American as Donald Trump Jr. But I'll tell you something that lots of people define Ikigai as you draw three circles, which is what you love to do, what you're good at doing, and what you can get paid at, and in the middle of those three is what your ikigai should be, because you can get paid, you like it, and you're good at it. I disagree with that definition. My definition is that Ikigai means that you are not good at it. You cannot get paid at it, and you may hate it because you're not good and not getting paid at it, but you still do it, and that for me is surfing, right? I'm not good at it. I love doing it. Sometimes I hate it and I'm never going to get paid for it. So if you're under those conditions, if you still surf every day, you could probably bet that it's your Ikigai or something you truly, truly love, because it's not because it's the money. It's not because it's easy. It's only because you love it.Michael Frampton: Yeah I really like that it's a good twist on, because I was very aware of Ikigai. I think everyone is nowadays. It's become quite part of pop culture, but it was a really good reframing. I really liked that. Allan Langer.Guy Kawasaki: The psychologist.Michael Frampton: Yes. How did she change your perspective on things?Guy Kawasaki: Okay, so Ellen Langer. She made a brilliant observation to me that we spend so much time trying to make the right decision, but what we should do is make our decisions right, and going back to that surfing analogy. So, yeah, spend your whole life or the whole session in the water trying to make the right decision, but what you should really do is turn and burn and make that decision right, which means that you can compensate by turning the board or paddling harder or softer or, popping up, fading and then going right, or who knows, right? But Ellen Langer is all about, yes, take your best shot but then make your decision, right, and I think that is a very good prescription for how to lead a remarkable life. You've got to make your decisions right.Michael Frampton: Do you mean by that, as in, once you've made a decision to accept it and sort of trust that, it is right?Guy Kawasaki: Well, I don't know about trust, but, I think the reality is that you never can make the exact perfect decision because the future is unknowable and there's so many variables. So I'm not saying that if you got married to somebody and that person is physically abusive? I'm not saying stick in the marriage and make the decision right? Okay. There are some things. There are limits to these things right, but to think that the grass is always greener and to think that, perfection lies in the next wave, not this one. I think that's suboptimal. At some point, you just got to make it right.Michael Frampton: Yeah, so it's kind of about being present really.Guy Kawasaki: Yes. Yes.Michael Frampton: Yeah, interesting. Is meditation part of your life?Guy Kawasaki: No, no. Like, Marc Benioff in his interview talked about meditation and all that. I don't have time for meditation, right? I'm a doer. I'm not a meditator. What can I say? Hmm. Maybe I should meditate more. Maybe I could hang ten.Michael Frampton: I would argue that you said yourself, earlier that even in the middle seat, in cattle class on an airplane, you have the ability to focus on something.Michael Frampton: Yes, Most people meditate in order to get more of that, I think.Guy Kawasaki: Well, then I was born with it.Michael Frampton: Yeah. You're lucky. I see the statue in the background and is Buddhism part of your life?Guy Kawasaki: No, it's just I am in a closet that I've made into a sound studio, and I wanted to have an interesting background. So, I have tried dozens of things I like. I have this lamp, I have this fake flower. I have fake flowers. I have the lamp, I have bamboo, I have vases, I've tried all kinds of stuff. Yeah, I'm constantly experimenting to get, like, you have that surfboard back there, but I don't have space for a surfboard.Michael Frampton: So you're a little bit of an interior designer.Guy Kawasaki: You know what? I don't want to tell you how many hours I have spent trying to make a good background, putting all this soundproof foam, getting this stuff here, like, it would probably be measured in days, in days.Michael Frampton: Oh, no. It's a good thing. I think it looks good and, your voice is coming across with no echo. So, well done.Guy Kawasaki: Well, I once spent a few weeks trying to make sure that the video and audio were perfectly synced because I was getting a case where the audio was about two frames behind the video, and the way you test that is you do something like you clap and you see when your hands hit, and then you look and you see if there's a spike of the clap matching that exact moment right, and it wasn't. It was two frames off, and that just freaking drove me crazy, and then finally I found something that you can add frames of delay for the video or, I don't know, vice versa, whatever it was. Yeah, I'm a little nuts that way.Michael Frampton: Oh, you got to get that sort of stuff right though I think it does matter. Is that sort of a bit of a perfectionism that you speak about there?Guy Kawasaki: A bit. I'd say there's a freaking wheelbarrow full.Michael Frampton: If there was one message that you hoped someone got out of your most recent book. What is that?Guy Kawasaki: I hope people realize that it's not about deciding you want to be remarkable. The way it works is you make a difference. You make the world a better place. And if you make the world a better place, then people will believe you are remarkable. So it's not a which came first. It's just an order. You make the world a better place. People will think you're remarkable. So the focus not on being remarkable as much as making a difference.Michael Frampton: I love that. Guy. Thank you so much. Congratulations on.Guy Kawasaki: I might go surfing a second session.Michael Frampton: Awesome.Guy Kawasaki: Thank you.Michael Frampton: I'll have links to all of, everything of Guy in the show notes. Uh, thanks for tuning in, everyone.Guy Kawasaki: All right. Thank you very much for having me. All the best to you.Michael Frampton: All right. Thank you. Guy. Awesome. Really appreciate your time. Thank you. Bye bye.

I'm looking for 5 Account Executive and 5 Founder Seller serious about exceeding their sales target in 2024. If thats you, then Message me on LinkedIn Paul M. Caffrey on LinkedIn. Connect with Allan Langer on LinkedIn] Find out more about The 7 Secrets Sales --- Summary In this conversation, sales consultant Allan Langer discusses the importance of body language in sales and how it can be a game changer. He shares tips on how to interpret and respond to different body language cues during sales meetings, both in person and on Zoom. Langer emphasizes the significance of paying attention to nonverbal signals and using them to build trust and rapport with potential clients. He also debunks common misconceptions about body language, such as crossed arms always indicating negativity. Overall, the conversation highlights the power of body language in sales and the need for salespeople to be aware of their own body language as well. In this conversation, Allan Langer shares valuable insights on sales conversations and techniques. He emphasizes the importance of asking open-ended questions and focusing on the problem that the product or service solves. Langer also discusses the best practices for delivering sales presentations and pricing strategies. He provides tips on prospecting, getting promoted, and improving sales skills. Langer recommends books like 'The Seven Secrets to Selling More by Selling Less' and 'Business Made Simple' by Donald Miller. He emphasizes the significance of mindset and positivity in sales preparation. Connect with Paul M. Caffrey on LinkedIn. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." p.s. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me on LinkedIn Paul M. Caffrey on LinkedIn. Takeaways Body language is an important aspect of sales and can be a game changer. Paying attention to nonverbal signals and cues can help build trust and rapport with potential clients. Misconceptions about body language, such as crossed arms always indicating negativity, should be debunked. Salespeople should be aware of their own body language and use it to create a comfortable and engaging environment. Ask open-ended questions to engage prospects and understand their needs. Focus on the problem that your product or service solves, rather than just selling the features. Deliver sales presentations in a way that matches the context, whether in person or on Zoom. Use anchoring and show three pricing options to give prospects a buying mindset. Engage with prospects on LinkedIn by posting content and commenting on their posts.To get promoted, perform well and show a selfless attitude towards the company's success. Read books like 'The Seven Secrets to Selling More by Selling Less' and 'Business Made Simple' by Donald Miller. Develop a growth mindset and maintain a positive attitude in sales preparation. Mindset is key to success in sales, so focus on being positive and proactive. Connect with Paul M. Caffrey on LinkedIn. Get your copy of "The Work Before the Work, The Hidden Habits Elite Sales Professionals Use to Outperform the Competition." p.s. I'm looking for 5 Account Executives looking to Exceed Quota and Get Promoted in 2024. Message me on LinkedIn Paul M. Caffrey on LinkedIn.

Throughout the 1990's, Allan Langer and Ricky Stuart engaged in an intense on-field rivalry. The star halfbacks of their respective club and state teams, the pair were virtually always opponents and locked into a perennial tussle to wear the Australian number 7 jersey. On this episode of Stories Of Origin, we explore the battle of Langer and Stuart and how is their relationship after years of on field combat? Hosted by Nine's NRL Commentator Mathew Thompson.  Produced by 9Podcasts & Wide World of Sports.   Presented in partnership with Youi.See omnystudio.com/listener for privacy information.

Throughout the 1990's, Allan Langer and Ricky Stuart engaged in an intense on-field rivalry. The star halfbacks of their respective club and state teams, the pair were virtually always opponents and locked into a perennial tussle to wear the Australian number 7 jersey. On this episode of Stories Of Origin, we explore the battle of Langer and Stuart and how is their relationship after years of on field combat? Hosted by Nine's NRL Commentator Mathew Thompson.  Produced by 9Podcasts & Wide World of Sports.   Presented in partnership with Youi.See omnystudio.com/listener for privacy information.

Throughout the 1990's, Allan Langer and Ricky Stuart engaged in an intense on-field rivalry. The star halfbacks of their respective club and state teams, the pair were virtually always opponents and locked into a perennial tussle to wear the Australian number 7 jersey. On this episode of Stories Of Origin, we explore the battle of Langer and Stuart and how is their relationship after years of on field combat? Hosted by Nine's NRL Commentator Mathew Thompson.  Produced by 9Podcasts & Wide World of Sports.   Presented in partnership with Youi.See omnystudio.com/listener for privacy information.

Allan Langer's playing legacy still looms large over the Broncos. The clubs Inaugural halfback in 1988 would become their first premiership captain in ‘92, a title they defended in ‘93. He'd go on to lead a team rated among the greatest club outfits ever assembled to the Super League premiership of ‘97, and in ‘98 they reigned supreme again in a reunited 20 team competition. It's a career so profound that Langer is immortalised in bronze with his own statue at Lang Park alongside fellow QLD champions, Lewis, Lockyer, Beetson and Meninga. Hosted by Nine's NRL Commentator Mathew Thompson.  Produced by 9Podcasts & Wide World of Sports.   Presented in partnership with Youi.See omnystudio.com/listener for privacy information.

Allan Langer's playing legacy still looms large over the Broncos. The clubs Inaugural halfback in 1988 would become their first premiership captain in ‘92, a title they defended in ‘93. He'd go on to lead a team rated among the greatest club outfits ever assembled to the Super League premiership of ‘97, and in ‘98 they reigned supreme again in a reunited 20 team competition. It's a career so profound that Langer is immortalised in bronze with his own statue at Lang Park alongside fellow QLD champions, Lewis, Lockyer, Beetson and Meninga. Hosted by Nine's NRL Commentator Mathew Thompson.  Produced by 9Podcasts & Wide World of Sports.   Presented in partnership with Youi.See omnystudio.com/listener for privacy information.

Allan Langer's playing legacy still looms large over the Broncos. The clubs Inaugural halfback in 1988 would become their first premiership captain in ‘92, a title they defended in ‘93. He'd go on to lead a team rated among the greatest club outfits ever assembled to the Super League premiership of ‘97, and in ‘98 they reigned supreme again in a reunited 20 team competition. It's a career so profound that Langer is immortalised in bronze with his own statue at Lang Park alongside fellow QLD champions, Lewis, Lockyer, Beetson and Meninga. Hosted by Nine's NRL Commentator Mathew Thompson.  Produced by 9Podcasts & Wide World of Sports.   Presented in partnership with Youi.See omnystudio.com/listener for privacy information.

Episode 1 available Monday 29 April 2024. Allan Langer. The diminutive playmaking whiz who bamboozled and befuddled opponents for decades remains Queensland's most capped halfback and revered as ever. Tough, tenacious and talented beyond all comprehension. This season Stories of Origin shines the spotlight on the career of the little number 7 that became a giant footballing figure. Stories of Origin ‘Alfie' is available on 9Now and wherever you get your podcasts. Hosted by Nine's NRL Commentator Mathew Thompson.  Produced by 9Podcasts & Wide World of Sports.  Presented in partnership with Youi.See omnystudio.com/listener for privacy information.

See omnystudio.com/listener for privacy information.

Allan Langer is a professional speaker, best-selling author, and an award-winning Sales Professional with over 27 years experience in Consumer and B2B Sales. Having sold over $95M of product during his in-home selling career, he has trained 100's of Sales Consultants, and has helped dozens of companies double, and even triple their sales. From teaching how to properly present pricing, to body language in sales and writing proposals that sell, Allan's tailored programs address every facet of the sales journey as well as the full customer experience.His book, The 7 Secrets to Selling More by Selling Less, is a national award-winning best-seller on Amazon, and he has been featured and interviewed on over 100 podcasts and radio shows. His company, The 7 Secrets Sales Academy is the go-to resource to help your company grow. Join our conversation with Allan Langer as he discusses the importance of body language in real estate investing, making special note of the impact it can have on securing deals.   Allan shares… The pivotal role of empathy in successful sales. How micro-expressions, such as facial touching, provide valuable insights into customer discomfort or disagreement. The significance of studying cues and subtleties to enhance the ability to read and interpret body language accurately. Applying empathy specifically to the real estate industry by understanding clients' motivations and pain points. And so much more!   Find Allan on: Website: https://allanger.com/ LinkedIn: https://linkedin.com/in/allanlanger Facebook: https://www.facebook.com/7secretsbook/ Instagram: https://www.instagram.com/allan.a.langer Youtube: https://www.youtube.com/channel/UCcTuCvAWMjb8vH02GCeKbDQ/videos Twitter: https://twitter.com/LangerAllan Tiktok: https://www.tiktok.com/@allan.langer   Help us reach new listeners by leaving us a rating and review on Apple Podcasts! It takes less than 30 seconds and really helps our show grow, which allows us to bring on even better guests for you! Thank you in advance!   -----------------------------------------------------------------   Watch, Enjoy & Like! Agostino   ✅ DON'T DELAY! SUBSCRIBE TODAY! ✅ https://www.youtube.com/bulletproofcashflow  

Rugby League legend with a preview of the Gold Coast race day plus an insight into the Broncos following their grand final loss to Penrith

The BSB Team cover all the big news in sport plus chat with Alyssa Healy, Allan Langer, Brett Cook and Steve Lines

Hear from all the biggest names as we countdown to the 2023 NRL Grand Final. Listen as Pat Welsh and Ian Healy chat to the Broncos and Rugby League's biggest names including: Kevin Walters, Pat Carrigan, Herbie Farnworth, Allan Langer, Cameron Smith, Shane Webcke and Kurt Capewell. Learn more about your ad choices. Visit megaphone.fm/adchoices

Rugby league journalist Andrew Webster joined The Rush Hour with Gus, Jude & Wendell to discuss his book The Wolf You Feed - an unfiltered and raw account of Wayne Bennett based on interviews with family, friends, former players, rival coaches and sworn enemies - including the likes of Wally Lewis, Mal Meninga, Allan Langer, Gorden Tallis & Darren Lockyer.See omnystudio.com/listener for privacy information.

Have you ever felt like traditional sales tactics were failing you? Or are those old tactics too pushy and aggressive?   In this episode, Allan Langer, a sales expert with over 25 years of experience, shares his best tactics for understanding and engaging with customers while advising on building solid relationships to help you succeed in real estate investing. He discusses the importance of open-ended questions, discovering what's happening beneath the surface through body language, and why ignoring traditional sales training may be your best bet. Learn how Allan hit the play button rather than the pause button during the COVID-19 pandemic by investing in relationships and staying motivated.    [00:00 - 07:14] Opening Segment Introducing Allan to the show The ability to sell helps investors do more deals, negotiate better deals, and get more done in real estate If you lead with helping and not selling, you will be more successful Open-ended questions are the best way to help someone feel heard and understood   [07:15 - 15:03] Understanding Body Language in Sales Ask for permission to move forward in the conversation Pay attention to body language and label it People don't want to meet with salespeople, so focus on how the brain works and what people want to feel comfortable about Become an "anti-salesperson" - someone that people are not expecting   [15:04 - 20:41] Relationships: Building Connections During COVID Salespeople are often trained poorly and feel icky about selling The balance of power has shifted to the customer due to the advent of the internet Old sales tactics such as 'Always be Closing' (ABC) and 'Follow the Submarine' don't work anymore Salespeople should focus on being advisors rather than salespersons   [20:42 - 26:11] Closing Segment Best investment: relationships Worst investment: Multi-level marketing The most important lesson learned: time management Quotes:   "If you lead with helping and not selling, you'll be a more successful salesperson. Once they feel like you're trying to coerce them, they're going to have a harder time." - Allan Langer   "That's how the world goes round. People sell to other people, but nobody wants to meet with the salesperson." - Allan Langer Connect with Allan! Website: www.allanger.com  Invest passively in multiple commercial real estate assets such as apartments, self-storage, medical facilities, hotels, and more through https://www.passivewealthstrategy.com/crowdstreet/   Track your rental property's finances with Stessa. Go to www.escapingwallstreet.com.   Join our Passive Investor Club to access passive commercial real estate investment opportunities.   LEAVE A REVIEW + help someone who wants to explode their business growth by sharing this episode or clicking here to listen to our previous episodes.   

Master the art of sales with Allan Langer, the renowned author of 'The 7 Secrets to Selling More by Selling Less.' In this episode, Allan, who boasts nearly thirty years of experience, introduces Jeff and the audience to insights that will revolutionize their approach to sales. Join us as he delves deep into the intricacies of prospect behaviors, decoding their intentions through subtle hand gestures and foot positions. Discover the power of discussing price at the right moment and crafting irresistible proposals. If you're looking for genuine, actionable advice to amplify your sales game, this episode is for you. Follow us on LinkedIn Connect with Scott Connect with Jeff Connect with Eric Grow your business with Abstrakt Email us Thanks for listening!

Allan Langer is a sales trainer, keynote speaker and podcast host who authored the book, "The 7 Secrets to Selling More by Selling Less."  He helps sales professionals execute customer-centered and science-backed sales approaches, with a specialty in business-to-consumer sales. Learn more at https://allanger.com Follow our podcast on Facebook @TheOptimalLifePodcast If you enjoyed this episode, you might also like: Ep. 236 - Chandler Bolt :: How to Write and Publish a Book Ep. 162 - C. Lee Smith :: Creating Winning Salespeople Ep. 131 - Brandon Arnold :: Drink a Beer

In this session recording from EXPO 2022 you'll learn 7 Secrets of body language to help you increase your sales The meeting went great. Both homeowners were there, engaged, picked their colors, their finish, when they wanted to start, all of it. Then at the end, they said, "We need to think about it." Wait, what?! What just happened, this looked like a sale and a new job! What happened is you missed a key tell in the body language of one of them during the meeting, something that if noticed and addressed, would have taken the meeting from where it ended, to a closed sale. But how do you know, how would you have known? Join best-selling sales author, keynote speaker, and in-home sales expert, Allan Langer, as he discusses the incredible importance of paying attention to body language during a presentation. From fake smiles to leg crossing to scratching a nose, everything happening in front of you with a potential customer is a clue into how they're feeling and what you need to do to understand what their bodies are saying. Which in turn, will help you understand what to do to ultimately sell more jobs. Learn more about EXPO All EXPO 2022 sessions are now streaming on PCA Overdrive PCA Overdrive is free for members. Not a member? Try our 7-day free trial. Download the app on the Apple Store or Google Play. Become a PCA Member

Deliver it with confidence. In this episode of the PaintEd Podcast, Torlando Hakes talks to sales expert Allan Langer. Allan's alternative approach to sales focuses not on a streamlined process but on people. After all, you're selling to human beings, not robots. He says, since pricing is a crucial component of customer communication, it must take center stage in all conversations you have with them. It's important to make sure your potential customers understand the value of your product by incorporating your value proposition into any conversation about prices and outlining the advantages of what you're offering. Watch the episode on PCA Overdrive PCA Overdrive is free for members. Not a member? Try our 7-day free trial. Download the app on the Apple Store or Google Play. Become a PCA member

Allan Langer will discuss his book, The Seven Secrets to Selling More by Selling Less, and you'll discover a new way to sell more by doing what you wanted to do in the first place: help your customers. You will learn how to: Sell more than you ever have in your career, sell customers a product or service and actually feel good about yourself doing it, and never use a “sales pitch” again.

Allan Langer will discuss his book, The Seven Secrets to Selling More by Selling Less, and you'll discover a new way to sell more by doing what you wanted to do in the first place: help your customers. You will learn how to: Sell more than you ever have in your career, sell customers a product or service and actually feel good about yourself doing it, and never use a “sales pitch” again.

This episode highlights Allan Langer, Author of the Seven Secrets to Selling More by Selling Less. Allan will be the keynote speaker at the 2023 Cleaning Festival in Tampa, FL on March 9th. You can pick up his book here: https://www.amazon.com/Secrets-Sellin...   PANELISTS =================== Allan Langer: allan@allanger.com Javier Cuarta: gogreen@moderncleaningsolutions.com Don Tracy: dtracy@gemsupply.net Bobby Zagers: bzagers@gemsupply.net Dave Thompson: dthompson@academyofcleaning.com   WEBSITES ================================== ALLAN LANGER: https://allanger.com/about MODERN CLEANING: https://www.moderncleaningsolutions.com/ GEM SUPPLY: https://gemsupply.net/ ROCK STARS OF CLEANING: https://rockstarsofcleaning.com/ ACADEMY OF CLEANING EXCELLENCE: https://academyofcleaning.com/   SOCIAL ============================ PODCAST: https://beyondcleanwithace.podbean.com/ FACEBOOK: https://www.facebook.com/AcademyofCle... TWITTER: https://twitter.com/rockstarsclean INSTAGRAM: https://www.instagram.com/academyofcl... TIKTOK: https://www.tiktok.com/@academyofclea... ============================ #safe #healthy #cleaning #academyofclean #rockstarsofcleaning #talkshow #selling #gemclean

This episode highlights Allan Langer, Author of the Seven Secrets to Selling More by Selling Less. Allan will be the keynote speaker at the 2023 Cleaning Festival in Tampa, FL on March 9th. You can pick up his book here: https://www.amazon.com/Secrets-Sellin...   PANELISTS =================== Allan Langer: allan@allanger.com Javier Cuarta: gogreen@moderncleaningsolutions.com Don Tracy: dtracy@gemsupply.net Bobby Zagers: bzagers@gemsupply.net Dave Thompson: dthompson@academyofcleaning.com   WEBSITES ================================== ALLAN LANGER: https://allanger.com/about MODERN CLEANING: https://www.moderncleaningsolutions.com/ GEM SUPPLY: https://gemsupply.net/ ROCK STARS OF CLEANING: https://rockstarsofcleaning.com/ ACADEMY OF CLEANING EXCELLENCE: https://academyofcleaning.com/   Listen to the whole podcast to hear more. Find out what it is in this week's episode of Beyond Clean With GEM For educational videos on healthy and proactive cleaning, be sure to check out the Academy YouTube channel at Academy of Cleaning. Be sure to subscribe to your favorite podcast app so that you don't miss it or any other podcasts  

We are still on the subject of dating since this time of year is often referred to as “cuffing season” which implies that people lower their standards because they want to find a partner in time for the colder months. We are just selling and marketing ourselves when we are dating so I thought why not go to the sales and marketing guru Allan Langer to help us do it better and improve our dating game.We'll discuss the best ways to present yourself on dating apps, what pictures to use and what to write in your bio to land exactly the type of person that you want to attract. We address how to keep the conversation going, long distance relationships, and the ghastly repercussions of ghosting.Many of these tips can work on job interviews and business too. If you want to learn more about Al Langer, you can find him @allan.a.langer and check out his book The 7 Secrets to Selling More by Selling Less.Key Points:"There's a balance between knowing what you want in a partner and being open to what comes your way." - Jayna Swan"What I've learned from dating is that if you are open minded enough you can learn a lot about yourself."  - Allan Langer"The accuracy of your dating profile should be just as accurate as your driver's license." - Jayna Swan"Stop talking about yourself. Show interest in them."  - Allan LangerLinks:The 7 Secrets to Selling More by Selling Less - Amazon/AudibleStay up-to-date with emails containing links to the most recent episodes, and sneak peeks at what is coming next! Join the H3 Podcast Notification Squad - https://www.jaynaswan.com/podcast Connect with Jayna:@jayna.swanwww.jaynaswan.comwww.joinjayna.comApply for Coaching:www.workwithjayna.comwww.breakthroughwithjayna.com

On this weeks Sports Whisperer Alan Thomas catches up with Allan Langer

Badge & Satts chat with QLD Origin legend Allan Langer, cover off on the ridiculous this week and more origin chat

Badge & Satts chat with QLD Origin legend Allan Langer in camp at Sanctuary Cove, discuss sleeping arrangements and what Alf's title actually is!

BAdge & Satts talk Ray Warren's retirement, chat with Origin legend Allan Langer and the latest French Open updates with Brett Phillips

You ring a doorbell, your sales pitch memorized, confident the prospective buyer is going to be a slam dunk.  But they slam the door in your face… What if going from a “no” to a “yes” could be fixed in a few simple steps? Hear our conversation with Allan Langer, International Sales Trainer and Coach at The 7 Secrets Center for Sales and Marketing: Why most salespeople aren't well likes and how to fix the issue Handling the “price” conversation to make a saleUsing the Rule of Three strategy in everyday sales   More information about Allan and today's topics:LinkedIn Profile: www.linkedin.com/in/allanlanger/ Company Website: http s://allanger.com/Book: www.amazon.com/Secrets-Selling-More-Less-Reinventing/  Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player. 

You ring a doorbell, your sales pitch memorized, confident the prospective buyer is going to be a slam dunk.   But they slam the door in your face…  What if going from a “no” to a “yes” could be fixed in a few simple steps?  Hear our conversation with Allan Langer, International Sales Trainer and Coach at The 7 Secrets Center for Sales and Marketing:  Why most salespeople aren't well likes and how to fix the issue  Handling the “price” conversation to make a sale Using the Rule of Three strategy in everyday sales    More information about Allan and today's topics: LinkedIn Profile: www.linkedin.com/in/allanlanger/  Company Website: http s://allanger.com/ Book: www.amazon.com/Secrets-Selling-More-Less-Reinventing/   Catch every single episode of The Evolved Sales Leader by following us on Apple Podcasts, Spotify, our website, or your favorite podcast player. 

ean DeVore is one of the 17 speakers who will be giving a 15-minute PEP talk during the Rock Stars of Cleaning conference. Sean's PEP Talk "Channeling Your Future" He is joined for a bit by Allan Langer, another speaker during the event.  Allan has a PEP talk, "How Can A.C.M.A. Change the Way You Do Everything in Your Life?" Both gentlemen talk about the challenges and rewards of being a speaker.  How emotions are part of their talks, as these subjects are what is the core of who they are. Rosario, another speaker at the event was on the LIVE chat feed and chimed in for a bit.  His talk,  "Sit With the Winners. The Conversation Is Different" They are passionate.  Some speakers can't help but get chills, no matter how many times they rehearse what they are going to say. So, they welcome you to join in the conversations during the day.  Register today and get a VIRTUAL seat...you have only a week left to grab your spot. www.RockStarsofCleaning.com   There is always more to the story.  Find out what it is in this week's episode of Beyond Clean With GEM For educational videos on healthy and proactive cleaning, be sure to check out the Academy YouTube channel at Academy of Cleaning.   Be sure to subscribe to your favorite podcast app so that you don't miss it or any other podcasts!  

Sean DeVore is one of the 17 speakers who will be giving a 15-minute PEP talk during the Rock Stars of Cleaning conference. Sean's PEP Talk "Channeling Your Future" He is joined for a bit by Allan Langer, another speaker during the event.  Allan has a PEP talk, "How Can A.C.M.A. Change the Way You Do Everything in Your Life?" Both gentlemen talk about the challenges and rewards of being a speaker.  How emotions are part of their talks, as these subjects are what is the core of who they are. Rosario, another speaker at the event was on the LIVE chat feed and chimed in for a bit.  His talk,  "Sit With the Winners. The Conversation Is Different" They are passionate.  Some speakers can't help but get chills, no matter how many times they rehearse what they are going to say. So, they welcome you to join in the conversations during the day.  Register today and get a VIRTUAL seat...you have only a week left to grab your spot. www.RockStarsofCleaning.com   "Remember to keep your journey healthy, positive, and be proactive." Follow us on Twitter, Facebook, Instagram  www.AcademyofCleaning.com There is always more to the story.  Find out what it is in this week's episode of Beyond Clean With ACE For educational videos on healthy and proactive cleaning, be sure to check out our YouTube channel at Academy of Cleaning.   Be sure to subscribe to your favorite podcast app so that you don't miss it or any other podcasts! #BeyondCleanWithACE #rockstarsofcleaning  

Allan Langer is a professional speaker, published author, and an award-winning sales professional with over 2 decades of experience in sales & marketing. He is the Founder/CEO of The 7 Secrets Center of Sales and Marketing, and his book, “The 7 Secrets to Selling More by Selling Less”, is an award winning best-seller on Amazon .Having sold over $95M USD of product in his career, he has trained 100's of Sales Consultants, and has offered his expertise in the forms of Motivational talks, Training seminars, keynote speeches, break-out sessions, and 1on1 Coaching. He also aids the sales process from the marketing side, helping clients clarify their messaging to attract more qualified leads. www.allanger.com

SHOW LESSDiscovering how selling less will help you to sell more. As a result, you start to relax and think less about yourself and more about what the customer wants and begin to interact with them more and think about how we can work together to find a solution to the problem they face. Jason and Allan talk in-depth about this and how the different facets of just being yourself within the strategy for helping them make a difference. You will gain credibility and brand acceptance when your customers start respecting you. Allan Langer is a professional speaker, published author, and an award-winning sales professional with over 2 decades of experience in sales & marketing. He is the Founder/CEO of The 7 Secrets Center of Sales and Marketing, and his book, "The 7 Secrets to Selling More by Selling Less", is an award-winning best-seller on Amazon. Having sold over USD 95M of product in his career, he has trained 100's of Sales Consultants. In addition, he has offered his expertise in motivational talks, Training seminars, keynote speeches, break-out sessions, and 1on1 Coaching. He also aids the sales process from the marketing side, helping clients clarify their messaging to attract more qualified leads. About Jason Cooper ❌Award-winning sales coach and trainer Ireland from the corporate vision

You ask the questions ... Wally answers!

Allan Langer joins Sarah Hicks on this episode of the Predictable Revenue Podcast.  Allan is the Founder/CEO of The 7 Secrets Center of Sales and Marketing, and his book, “The 7 Secrets to Selling More by Selling Less”, is an award-winning best-seller on Amazon. Highlights include: The biggest mistake you can make in a proposal (1:30), how a good proposal should be structured (7:25), how and when to use images (14:24), positioning pricing as an investment (20:42), and the impact of these changes (29:25).   SHOW NOTES:   More on writing great proposals: Octiv's Kelsey Briggs On How To Improve Those Critical Documents   How to nail your proposals with Mimiran's Reuben Swartz   ______________________   Are you looking to create repeatable, scalable and predictable revenue? We can help! ►  https://bit.ly/predictablerevenuecoaching

Allan Langer is a best-selling author, sales trainer, keynote speaker, podcast host and marketing expert that has close to three decades experience in the world of sales, content marketing, consumer influence, and what he calls the "art of inherent human behavior." His book, The 7 Secrets to Selling More by Selling Less, is an award winning best-seller on Amazon, and he has been featured and interviewed on over 100 podcasts and radio shows. His company, The 7 Secrets Center for Sales and Marketing, helps businesses of all sizes, as well as individual professionals, increase their sales significantly by training his proven 7 Secrets sales approach.

My next guest is author, sales professional and trainer, Allan Langer. He transforms sales teams & individual reps into high-performing, top producers, with first, understanding the customer journey & process, and then coming up with a stress-free, human-centered CUSTOMIZED sales process that leaves the customer feeling great. Our chat focused on sales enablement and helping sales professionals on driving higher results by closing better through the way they converse with their prospects. For more information on Allan Langer, head over to https://www.flowcode.com/page/allanlanger and follow him on LinkedIn https://www.linkedin.com/in/allanlanger/ Here are the main chapters of the interview with Allan Langer regarding sales and the habits you need to be successful: 0:00 - Introduction 2:33 - Main sales methodology and approach 4:17 - Why it is important to solve the customer's problem first in sales 5:36 - How to reframe your sales approach to close 6:28 - The most common mistake sales professionals make 9:40 - Modern sales approach for COVID-19 12:07 - COVID-19 sales difference B2B and B2C 14:36 - Always ask WHY in sales 16:32 - Advice: If you were speaking to a CMO or sales director on reframing a problem, what advice would you give them? About Andrew Tran Digital Andrew Tran (AT) Digital is an independent marketing consultant, strategist and podcaster partnering with brands to navigate the challenges in their market in order to perform better, realise their brand's purpose and develop value to their customers. For more information, please visit the website - https://www.andrewtran.asia/pov or connect on LinkedIn - https://www.linkedin.com/in/andrewtrandigital/ Facebook: https://www.facebook.com/AndrewTranDigital Instagram: https://instagram.com/andrewtrandigital Twitter: https://twitter.com/iamayetee

Sinfonexp no ar no NEXP Podcast, uma edição especial com a banda Emmercia em uma entrevista exclusiva, trajetória, backstage, curiosidades, opiniões e muito rock da cena independente. Com mais de 11 anos de estrada, Renan Passos, Voz e Guilherme Conti, Bateria estiveram presentes no microfone do NEXP, em nome também de Victor Alberico, Guitarra, Allan Langer, Baixo e Niko Kamada, Sintetizador/Sampler formando a Emmercia. Apresentação: Klaus Simões e Jefferson Vicente Em nosso insta: @nexpbr você pode nos contatar e também pelo nosso e-mail oficial podcast@nexpbr.com e acesse conteúdo geek e de cultura pop em nosso site.

EPISODE 57 of the  Close the Deal Without Selling Podcast If you want this system to work for you then you must learn how to be a problem solver. In most cases salespeople feel the need to make a sale and therefore each and every sale solves a problem of their own. The Easier Way to Sell system suggests that you place your focus on solving the problem of your prospect. If you solve the problem of your prospect and get compensated for it what happens to your problem? It disappears. In the second segment you'll be party to a conversation that suggests you can access that authentic way of being with a prospect by viewing that prospect through a filter of platonic love. That may sound off the wall... and after listening to this segment you may think otherwise . Finally, you'll hear a great conversation between fellow sales trainer and author, Allan Langer and myself. Lots of good tips and tools available in our conversation and I'll bet you find this segment worthwhile. Enjoy the episode. Follow us on LinkedIn and Facebook Subscribe to the podcast on your favorite podcast provider Please Leave a Review  Good Selling    

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FULL SHOW: Allan Langer Surprises Terry, Queuing Debate, MAFS Mayhem + MORE!  Learn more about your ad choices. Visit megaphone.fm/adchoicesSee omnystudio.com/listener for privacy information.

Did you know that 79% of business owners fail to ask for a client's business during a sales call? Or, that 63% of employees won't ask for a raise? Even worse of the women who do ask, only 74% will get one — compared to bosses giving raises to 82% of the men who ask for and receive raises!Yes, you know the drill: No one likes to be pushy nor sold to … but what about reaching your goals without doing either?Key Takeaways to Implement Quickly & Power Up Your 2021 & Beyond: 4 impactful ways to connect with customers/prospects/influencers through your messaging, social media, email & more3 additional tactics that will make the sales process seamless for you and your clientsPricing strategies that simply make it easy to buy from you or engage with youAfter This …  You'll be able to quickly implement these actionables to power-up flawlessly without feeling salesy or pushy!

League legend Allan Langer joined Jaimee and Richard as our 'Legend of the Game' guest.

Today's guest is Allan Langer,  he's the author of the Amazon best selling book 7 Secrets to Selling More by Selling Less and he's the host of the popular Marketing and Sales Over Cocktails Podcast. Allan's a true sales professional with over 30 years of practical sales experience.  His 7 Secrets Center for Sales & Marketing offers sales training, speaking and coaching services.  Allan is also a Story Brand Certified Guide.   Allan's approach is practical and relevant.  There's no magic tricks or silver bullets.  He's been there and done that for over 30 years and he's humanized the sales approach.  I can't wait for you to hear his  fantastic message and valuable sales information.  This episode is filled with sales information that you can implement right away.   Here's what you'll learn in this episode: Why he wrote 7 Secrets to Selling More by Selling Less.Sales Training.Closing sales. The disconnect between sales & marketing. The importance of story telling. How to lead with the problem not the solution.Advice for those entering the sales profession. Learning and application. Selling "socially" - social proof. Skillsets for sales managers and sales professionals.The mistakes companies make when promoting. One sales vitamin. Connect with AllanOfficial WebsiteLinkedIn

Kerrod Walters is very different from what you might expect when it comes to hard-arse Rugby League stars.One of the most successful hookers in the game is articulate, calm, and fascinating in this rare interview with the great man.After a hugely successful career, Kerrod is very keen to create awareness around health after experiencing a massive heart attack whilst still in his forties. With twin brother Kevin and older brother Steve, Kerrod Walters holds a unique place in Australian League history. The brothers had already become the first trio to play for Queensland and Australia when, in 1992, they achieved another milestone when all three were selected to tour with the World Cup squad. (Kerrod and Kevin Walters also hold the distinction of being the only twin brothers to play rugby league for Australia). Hailing from Ipswich (but Rockhampton-born), Kerrod Walters was first to show his talents with the Ipswich ‘Jets' (the same club as Allan Langer) before joining the Broncos. In 1989 Walters was preferred to Test rake Greg Conescu by Bronco coach Wayne Bennett and he also represented Queensland and Australia, in the three-Test series against NZ, that year. In 1990 he out-pointed NSW hooker Ben Elias to play further Tests against NZ and France but after the shock First Test loss to Great Britain on the Kangaroo tour, he was replaced by Elias for the remainder of the tour. The following year Walters was sent off for punching Wests forward Graeme Wynn in a club match and his two-week suspension left the way for brother Steve to come into both the Queensland and Australian teams. The ‘brotherly connection' continued when Steve Walters was injured on the 1991 tour of Papua New Guinea and Kerrod was called up to replace him. While Kerrod did not appear in a Test match during 1992, he played his role in the Broncos' grand final and World Club Championship wins and joined his brothers in Australia's World Cup squad at the end of the year. After back-to-back grand final wins in 1993, Walters made his final appearance for Queensland the following year. In 1996 he was cut from the Broncos and signed with Super League club Adelaide. In his second season with the Rams, he was dropped from first grade (after a falling out with coach Rod Reddy) but returned to something like his best form late in the season after Reddy's sacking. When the club folded at the end of 1998 Walters joined Gateshead in the English Super League but returned to Australia midway through the 1999 season after his wife was injured in a car accident while on holiday in Thailand. At the end of the season, Walters signed a one-year deal with the Broncos but played in just one match from the interchange bench during the 2000 season.Support the show (https://www.patreon.com/labanditchburn?fan_landing=true)

Allan and I met virtually in a very active and vibrant LinkedIn Group and I reached out to him since I noticed he was a fellow podcaster as well as had a really interesting background in Sales Thought Leadership. So we quickly decided we would get together and record a conversation that would inspire both mine and his audience. The result is a great conversation around achieve more with less. Allan has 27 years of experience in Sales and is the author of the best-selling book

Sales is one of the most critical aspects of a successful business. But what do you do when your team can't seem to meet their quotas? And, as a salesperson, how can you close more deals during the crazy times we face today?On this episode of the ROI Online Podcast, sales expert Allan Langer shares his strategies for breaking away from the persona of a pushy used car salesman and selling more by selling less.Allan had a natural approach to sales that has helped him excel in sales positions. For close to 30 years, he's been a top-performing sales rep. He didn't give much thought to his process. But when an employer told him he couldn't help fellow reps get better at closing deals because what he had “wasn't teachable,” he took it as a challenge. He put his process into words and turned it into a book, The Seven Secrets to Selling More by Selling Less. Allan's alternative approach to sales focuses not on a streamlined process but on people. After all, you're selling to human beings, not robots. His seven strategies are essential techniques based on natural human behavior. They help salespeople understand why humans act the way we do so they can create a sales process that makes humans more comfortable. That, in turn, leads to more sales.Another issue Allan believes salespeople struggle with is using too much logos in their strategy. While facts and statistics are great, people don't make decisions based on logic alone. They need pathos: an emotional connection. He explains that you can do this through storytelling, empathy, and body language. Body language in particular can be a tricky thing to nail down, and it's something he dives deeper into in his book because he understands the importance it plays in creating a friendly environment for customers.COVID-19 has changed the sales landscape for most of us. Door-to-door sales and in-person meetings have suddenly become obsolete. Allan notes that just because you can't sit in a room with someone doesn't mean you can't have a one-on-one conversation. With the right strategy, a Zoom meeting can feel just as (if not more) personal than a traditional in-office appointment.Allan is currently working on another book that focuses on the fact that many salespeople struggle to feel comfortable with their job. He hopes this future book will help them see their role in a new light, embrace it, and feel proud of what they do. Your hard work helps keep the doors open, which helps countless other people provide for their families and do what they love.You can learn more about Allan here:https://allanger.com/Listen to Allan's podcast: https://allanger.com/my-podcastRead Allan's book: The Seven Secrets to Selling More by Selling LessRead the books referenced in this podcast:Talk Like Ted  by Carmine Gallo Get your copy Steve Brown's book, The Golden Toilet. Also available on Audible for free when you sign up for a 30-Day Trial Membership!Thinking of starting your own podcast? Buzzsprout's secure and reliable posting allows you to publish podcasts online. Buzzsprout also includes full iTunes support, HTML5 players, show statistics, and WordPress plugins. Get started using this link to receive a $20 Amazon gift card and to help suppSupport the show (https://cash.app/$stevemfbrown)

This episode is the second part of Mark and Ben's conversation with Allan Langer, an expert in the field of pricing and how to sell more by selling less. Ben asks Allan about the best ways to delegate some of the selling to other team members so you can focus on other things. Allan explains the importance of having a sales philosophy that can be easily enumerated, absorbed, and replicated by your team members. He also says that even after this pandemic is over and things go “back to normal,” Zoom will continue to be a vital resource and should replace any phone calls you were previously scheduling with your clients. Allan explains most of the time when a client says, “we'll get back to you,” that either means that they are not the right person to make the decision or they are nervous about spending the money. To make people feel more comfortable about making a purchase, Allan recommends some form of social proofing, showing them that other people “like them” have recently made this purchase or that you have helped business just like theirs before. It also helps if you involve the client in the process, being upfront about your pricing from the beginning and allowing them to “build their own” product and choose which options are best for them. In your conversations with them, make sure you emphasize the added value and how your product or service will specifically help them, focusing on the return on their investment.Some people might say that these strategies are manipulative because you are forming your strategy around the psychology of the human brain and how it has been proven to react to certain things. But all you are really doing is giving them what makes them feel better and improve their lives by getting the right thing in their hands. To learn more about Allan's strategies, be sure to check out his book!Connect with Allan:https://allanger.com/ https://www.amazon.com/Secrets-Selling-More-Less-Reinventing/dp/1794315497 Connect with us:https://www.thefridayhabit.com/thefridayhabit@knapsackcreative.com https://www.instagram.com/benjaminmanleyhttp://www.benjaminmanley.com/https://www.brandvivamedia.com/https://www.facebook.com/Marklab2https://www.linkedin.com/in/marklab2/ 

Allan Langer, the bestselling author of “The 7 Secrets to Selling More by Selling Less," joins Ben and Mark on this episode of The Friday Habit. Allan has committed his career to understand and teach about pricing psychology and consumer behavior, and his insights could be game-changers for entrepreneurs and business owners. Allan has found that most decision-makers come up with their pricing based on a computer-generated algorithm or a formula they have created to get them their desired profit margin. However, what if this method is severely undercutting the margins you could be making if you had a pricing strategy? You have probably noticed that most prices end in the number nine, but did you know that this practice is grounded on research that shows that consumers feel good about paying for products or services ending in nine? They haven't been able to determine why, but repeated studies have shown this result. A second pricing strategy that Allan recommends is to always provide your clients with three-tiered options. You could use the movie theater popcorn example of a small for $5, a medium for $7.50, or a large for $8.00. By making the large only slightly more expensive than the medium, you are positioning it as the best option psychologically, which will make your customer feel good about their purchase from the beginning. You can sell with integrity and still get the client to choose the option that is best for both of you. In regards to determining your pricing strategy from the start, Allan says it is imperative to decide what you're worth and stick with it. Do good work, and don't devalue your services just to attract the “price shoppers." You don't want to work with them anyway. Come back next week for the conclusion of our conversation with Allan!Connect with Allan:https://allanger.com/ https://www.amazon.com/Secrets-Selling-More-Less-Reinventing/dp/1794315497 Connect with us:https://www.thefridayhabit.com/thefridayhabit@knapsackcreative.com https://www.instagram.com/benjaminmanleyhttp://www.benjaminmanley.com/https://www.brandvivamedia.com/https://www.facebook.com/Marklab2https://www.linkedin.com/in/marklab2/ 

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"I've always hated the term ‘closing percentage' or ‘I closed the customer'. It sounds negative like you conquered the customer. It's adversarial–almost. Every sales organization should change that to the ‘helping percentage'. How many people did you help today?–rather than how many people did you close today? It's a mindset thing, really." — Allan Langer

In this week's edition of ‘Pearl's Preview Pod' former Brisbane star Steve Renouf says the “genius” of Wayne Bennett's coaching methods has unlocked the best in Rabbitohs halves Cody Walker and Adam Reynolds.Renouf, who predicts South Sydney will continue on their winning ways against North Queensland on Sunday at Suncorp Stadium, says Bennett has taken the same approach with the halves duo that he did with Kevin Walters and Allan Langer at Brisbane where he gave them creative licence to play what they see.Renouf has tipped the battling Broncos to beat the injury-ravaged Sea Eagles on Friday night but questions why outside backs James Roberts and Jamayne Isaako were dropped when the middle of Brisbane's defence was “opened up like acan of sardines” by Souths last week.

Alfie talks to us about being the Broncos' Waterboy, bull riding and the time that he made Jharal Yow Yeh cry!   See omnystudio.com/listener for privacy information.