Podcast appearances and mentions of Henry Ford

Randy is back! After a break to welcome a new grandchild, Randy returns with a powerful and vulnerable episode that goes deep into the core of The Gap Thinking Framework. Why do we so often self-sabotage when faced with a new opportunity? Why is our first instinct to say, "I can't" or "I shouldn't"? Randy explains that the answer lies in our "BS" (Beliefs and Stories)—the subconscious programming from our past that dictates our automatic reactions. He shares a deeply personal story about how a "lack mindset" instilled in childhood has held him back for decades, and how it almost stopped him from pursuing a major new business venture just yesterday. In this episode, you'll learn how to identify when you are trapped in a "narrow gap" of old thinking and how to consciously widen that space to choose a different path. Randy challenges the idea that you need to know the "how" before you act, arguing that faith and a belief in your own ability to choose are the real keys to success. This is a masterclass in moving from being a habitual thinker on autopilot to becoming an active thinker who designs their own life. Mentioned in this episode: The Gap Thinking Framework, beliefs and stories (BS), self-sabotage, lack mindset, triggers, narrow vs. wide gap, faith, decision-making, Henry Ford quote, personal development. Ready to identify the patterns that are holding you back? Take the free Gap Thinking Framework Assessment at richmind.co     Key Takeaways: The Gap Thinking Framework is about controlling the critical split-second window between a trigger (stimulus) and your reaction. Most of our life is lived on autopilot, but we can't afford to let our big life decisions be made by habitual thinking. Your "BS" (Beliefs and Stories) are the subconscious programs, often formed in childhood, that dictate your automatic reactions to new opportunities. A "narrow gap" occurs when you instantly revert to old, safe beliefs of "I can't" or "I shouldn't," leading to self-sabotage. You don't need to know the "how" before you take action. The key is to step out in faith and belief, and the resources will appear. Randy shares a transparent example of being triggered by an old "lack mindset" while researching a new business venture and how he overcame it. The famous Henry Ford quote, "Whether you believe you can, or believe you can't, either way, you're correct," is the foundation of this episode.     Questions Answered in This Episode:   Why has there been a break in the podcast episodes? (Hint: A new grandbaby!) How do my childhood beliefs and stories affect my adult decisions? What is a "narrow gap" and how does it lead to self-sabotage? Why do I automatically think "I can't" when presented with a big opportunity? How can I stop letting my past define my future? What do I do when I'm triggered by fear and doubt? Why don't I need to know the full plan before I take the first step? How can I shift from being a "habitual thinker" to an "active thinker"?     Key People, Concepts, & Terms: People: Randy Wilson, Henry Ford, David Neagle. Concepts: The GAP, Gap Thinking Framework, Beliefs and Stories (BS), Self-Sabotage, Triggers, Patterns, Narrow Gap vs. Wide Gap, Habitual vs. Active Thinking, Faith, Lack Mindset, Abundance. Call to Action: Take the free Gap Thinking Framework Assessment at richmind.co

John Sayles' new novel 'Crucible' is a sweeping historical epic that takes readers deep into the world of Henry Ford and the Motor City between 1927 and 1945. Sayles casts his net wide across this transformative era, capturing the rise and fall of industrial fortunes, the bitter struggles of workers and union organizers, and the cultural collisions of race, class, and power in America's heartbeat.

Send a textSpreuke 27:17 Yster slyp yster, vriende vorm mekaar. Ons weet almal hoe die uitvinding van die motorkar ‘n totale omwenteling in die wêreld teweeggebring het. Sedert die eerste motor in 1886 gebou is, het dit gegroei tot meer as 1.5 miljard voertuie op die pad vandag. Maar dit was eers in 1913, toe Ford met massaproduksie begin het, dat dinge regtig vlamgevat het.In die vroeë dae het Henry Ford gedink hy is die slimste ou en hy kan op sy eie regkom. Sy eerste pogings het nie regtig geslaag nie. Dit was te duur, en te stadig. Maar toe het hy slim geword. En toe het die groot uitbreiding gekom. Ford het 'n span ingenieurs, werktuigkundiges en sakelui bymekaargemaak en hulle het almal bygedra om die aanvanklike konsep te verbeter. Hulle het saamgewerk en ‘n bewegende produksiebaan ontwikkel en die produksietyd vir 'n Model T aansienlik verminder. Henry Ford kon op sy eie één motor bou, maar met 'n span, het hy 'n bedryf gebou en die wêreld “wiele gegee”.Ons wil al te dikwels dinge alleen doen en onsself verbeel dat ons dit deur ons eie vindingrykheid en energie kan laat gebeur. Dit is immers harde werk om spanne nukkerige individue wat soms in verskillende rigtings wil afdwaal, te lei, maar die waarheid is …Spreuke 27:17 Yster slyp yster, vriende vorm mekaar.Vonke vlieg wanneer yster yster slyp, maar as daar een ding is wat ek oor byna vyftig jaar in die arbeidsmag geleer het, is dit: alhoewel ek op my eie baie vinniger kan werk; kan ek nie so baie en sulke goeie werk gedaan kry nie.Ja, die verskillende vaardighede, perspektiewe en idees rondom die tafel kán vonke laat spat. Maar saam behaal hulle ook die beste resultate. Moet daarom nie bang wees vir die vonke nie, want net soos yster yster slyp, so dra een persoon by tot die volgende persoon se briljante idees. Dis God se Woord. Vars … vir jou … vandag.Support the showEnjoying The Content?For the price of a cup of coffee each month, you can enable Christianityworks to reach 10,000+ people with a message about the love of Jesus!DONATE R50 MONTHLY

The filmmaker John Sayles (“Eight Men Out”, “The Brother From Another Planet”) returns for his 3rd visit. In addition to the 18 feature films he has written and directed, he is also a longtime author of novels. His latest, “Crucible” is now available where books are sold. From the Oscar-nominated filmmaker comes a complex and sweeping historical novel about Henry Ford — the Elon Musk of his day — and his attempt to rule not only an automotive empire but the rambunctious city of Detroit. It is an epic tale ranging from the 1920s through the second World War, featuring violent labor disputes, misbegotten jungle expeditions, a tragic race riot, and the gestapo tactics of Ford's private army . . . Already the gateway for illegal Canadian liquor during Prohibition, the Motor City becomes a crucible for American class conflict during the Great Depression, with an army of laid off Ford workers drifting into the ranks of the burgeoning union movement — Henry Ford’s worst nightmare. To keep the hundreds of thousands still employed by him in thrall, the man who was formerly ‘America’s favorite tycoon’ recruits black laborers migrating from the deep South to serve as ‘strike insurance’, and gives Harry Bennett, pugnacious as he is diminutive, free reign over the legion of barroom brawlers and ex-cons who make up the company's ‘Security Department’. https://www.youtube.com/watch?v=w_cHq5UhYRI The Model T mogul has also bought a sizable chunk of Brazil’s Amazonian rainforest, vowing to grow his own rubber for tires, but stubbornly refusing to include a botanist in his troop of would-be jungle tamers. As a series of biological plagues descend on the Fordlandia plantation, the racial melting pot he has created in Detroit begins to boil over, and not even the Sage of Dearborn can control the forces that have been unleashed. The novel’s cast — Ford workers black and white and their families, young radicals, cynical newsmen, gangsters, Brazilian rubber tappers, cameos from boxer Joe Louis and muralist Diego Rivera — create the tapestry of differing points of view that John Sayles has become famous for, the events portrayed fundamental to the country we live in today.

In this conversation, Stephan Livera and Robert Warren discuss the evolving landscape of Bitcoin mining, focusing on the intersection of energy consumption and human flourishing. They explore the impact of AI on energy demand, the misconceptions surrounding the cost of production in Bitcoin mining, and innovative strategies for monetizing energy. The discussion highlights notable examples of companies and initiatives that are redefining the mining industry, emphasizing the importance of flexibility and community-driven innovation.Takeaways:

Henrik Werdelin is one of my favorite entrepreneurs. He's founded and incubated several unicorns, most notably BARK, the dog happiness company.Henrik himself is a pretty happy guy — an optimistic guy who likes to ask what could go right? — and on the day we recorded (a few months ago as I was squirreling away interviews for the podcast relaunch), he helped me see through some future of tech gloom I was feeling. I honestly can't even remember what Trump+tech hellscape we were living through that week, but I do remember that Henrik put me in a better mood. I think he'll do the same for you, no matter how you're feeling.

From student loan anxiety to financial liberation through mindset transformation - and the brutal truth about why your salary doesn't determine your wealth but the quality and quantity of your work does, the Andrew Carnegie revelation that workers set their own income by going beyond bare minimum to broker deals and provide value 24/7, the student loan crisis phone call that revealed how one sister's crippling fear was solved in a single conversation by explaining income-based repayment plans where healthcare workers pay 10% of income for 10 years then get forgiveness, leading to her getting married and buying her first home within a year, and why that moment became the birth of Investing Tutor when a Google search revealed no one in America or the world held the title of "investment tutor" making it possible to become the first, while the real question becomes: why are people not educating themselves about money when Henry Ford said if people truly understood how money works there'd be a riot the next day, because people are so busy earning money they haven't taken time to understand how it's created and how it works, and the marriage analogy proves everything - people enter marriage based on what they saw at home without reading a marriage 101 guide, people enter friendships without studying relationships, and people chase money without understanding the financial system, leaving them trapped in the distraction of working for paychecks instead of building wealth through quality work, quantity of value, and strategic positioning in assets that appreciate over time. In this raw episode of Konnected Minds, host Derrick Abaitey sits down with Dr. Hans - the investing tutor - who dismantles the dangerous "get a degree, get a job, get paid" mentality keeping people locked in financial mediocrity, revealing the exact moment when a close friend's sister was paralyzed by student loan anxiety and couldn't imagine getting married or buying a house, when one phone call explaining that student loans are actually the best debt in America because you can get on income-based repayment plans where healthcare workers pay just 10% of income for 10 years then receive forgiveness changed her entire life, when Derek a year after that conversation she got married in a beautiful wedding and purchased her first home, when that experience became the catalyst for Investing Tutor because it exposed how many people don't know basic information about the financial system, when during that same week a close friend from Ghana called saying "Hans I just started a new job and I keep hearing stocks, stocks, stocks but I know nothing about stocks," when the shock of realizing people don't understand stocks led to a Google search for "investment tutor" and the search results came back with zero people in America or anywhere in the world holding that title, when that gap made it possible to earn the title of the first investment tutor in America. This isn't motivational wealth-building talk from Instagram financial gurus - it's a systematic breakdown of why Andrew Carnegie's revelation that workers set their own salary by quality and quantity of work dismantles the victim mentality that bosses control your income, why student loan anxiety can be solved in one phone call by understanding income-based repayment plans that forgive debt after 10 years for healthcare workers, why that phone call led to a marriage and a first home purchase within a year proving financial education changes lives immediately, why Googling "investment tutor" and finding zero results in America or the world created the opportunity to become the first and earn that title, why Henry Ford said if people truly understood how money works there'd be a riot the next day because the system is designed to keep people distracted earning paychecks instead of building wealth, why stopping at business class on your first flight from Ghana to the US and saying "this is where we should be sitting" is the mindset that separates those who build generational wealth from those who accept economy seating for life. Guest: Dr. Hans (The Investing Tutor) Host: Derrick Abaitey

"Every Clark Kent can become Superman, every Diana Price can become Wonder Woman."The American mindset has produced some of the greatest entrepreneurs the world has ever seen… from Henry Ford to Oprah Winfrey. What can Africans learn from their success? Our host Claude Grunitzky talks to entrepreneurs from all over the continent.Plus: Why Ubuntu is global

Welcome to today's podcast! With the celebration of today's episode, number 300, we are reviewing the top episodes of Lifting the Lifter's!  First, Managing Weakness with Jason Hunt.  In this episode, we talk about our weaknesses and how we typically handle them, with coping strategies and mechanisms. All in an effort to avoid uncomfortable emotion. We use the ACE acronym, acknowledge, connect, and engage, to help us when we are in that unhealthy place to move forward and upward. We also discuss avoiding idle time and using deliberate actions to help us maintain a path of growth and progression.  The second-highest podcast is an interview I did way back in the beginning with Jeff Brabant. I did this interview and then also did a replay because it is so good. Jeff was my son Dylan's baseball coach at Miles Community College in Miles City, Montana.  Besides being an amazing coach, he was again, like Jason, a good human with so much wisdom and perspective.   One of the main things I loved about Jeff and his coaching style with the BOAC he had with each player. BOAC stands for a "bit of a chat." This episode was full of nuggets of wisdom for us all! Third top episode: Interview with my brother-in-law and sister about his battle with cancer.  It was raw and real.  Luke was diagnosed with lung cancer that shocked us all.  He has never smoked and has been a healthy, rough-and-tough hunter and dad his whole life.  The interview with him and my sister was full of tenderness, love, miracles, and hope.  If you or a loved one is struggling right now with a diagnosis, this one is good.  Henry Ford said: "Anyone who stops learning is old, whether at twenty or eighty. Anyone who keeps learning stays young. The greatest thing in life is to keep your mind young."  Aging is a journey of accumulating wisdom and new experiences, not just years, allowing us to become more authentic versions of ourselves. Keep learning and growing! Managing Weakness PDF Managing Weakness You Tube Video Managing Weakness Podcast Leading Saints Podcast with Jason Hunt

The first automobile didn't come from Henry Ford.There were only two cars in Ohio — and they still managed to crash into each other.Cadillac once tried putting a toilet inside the car.And Henry Ford? He pulled over to eat weeds on the side of the road.In this episode of Stupiracy — presented by Carstar — we dig into the strange, awkward, and often ridiculous early days of the automotive industry. Before Bluetooth. Before seatbelts. Before anyone really knew what they were doing.From Carl Benz's original motor wagon to America's bizarre “Horsey Horseless,” from the first recorded car crash to Henry Ford's obsession with roadside greens and preserving Thomas Edison's final breath in a vial, this episode explores the messy trial-and-error era that built the modern automobile. Along the way, we revisit failed inventions like in-car toilets, fifth-wheel parallel parking experiments, and dashboard record players — proof that innovation doesn't always go smoothly.Turns out, before cars made sense… they got very weird.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

The first automobile didn't come from Henry Ford.There were only two cars in Ohio — and they still managed to crash into each other.Cadillac once tried putting a toilet inside the car.And Henry Ford? He pulled over to eat weeds on the side of the road.In this episode of Stupiracy — presented by Carstar — we dig into the strange, awkward, and often ridiculous early days of the automotive industry. Before Bluetooth. Before seatbelts. Before anyone really knew what they were doing.From Carl Benz's original motor wagon to America's bizarre “Horsey Horseless,” from the first recorded car crash to Henry Ford's obsession with roadside greens and preserving Thomas Edison's final breath in a vial, this episode explores the messy trial-and-error era that built the modern automobile. Along the way, we revisit failed inventions like in-car toilets, fifth-wheel parallel parking experiments, and dashboard record players — proof that innovation doesn't always go smoothly.Turns out, before cars made sense… they got very weird.See Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Graham Doty and Chris Lee interview Tennessee first-year baseball coach Josh Elander and discuss the Vols heading into the 2026 season. Topics include the challenges of learning to be a head coach, the Vols' talent-heavy pitching staff that includes Landon Mack, Evan Blanco, Tegan Kuhns, Brandon Arvidson, Cap Apenzeller and others; a power-laden lineup with Henry Ford, Levi Clark, Blaine Brown and company; and more. Southeastern 16 Merch: https://se16.printify.me/ &COLLAR Stretchy. Wrinkle-proof. Built to look sharp. Welcome to Workleisure. Use promo code SEC16 for 16% off! https://andcollar.com/ ICON WALLETS Use promo code SEC16 for 20% off! https://icon-wallets.com/ ROKFORM Use promo code SEC25 for 25% off! The world's strongest magnetic phone case! https://www.rokform.com/ JOIN OUR MEMBERSHIP Join the "It Just Means More" tier for bonus videos and live streams! Join Link: https://www.youtube.com/channel/UCv1w_TRbiB0yHCEb7r2IrBg/join FOLLOW US ON SOCIAL MEDIA Twitter: https://twitter.com/16Southeastern ADVERTISE WITH SOUTHEASTERN 16 Reach out to se16.caroline@gmail.com to find out how your product or service can be seen by over 200,000 unique viewers each month! Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

2/9/26: Megan Zinn w/ Broadside's Roz Kreshak-Hayden: books to read & indies to support. Writers Block w/John Sayles's on “Crucible,” Henry Ford, industrial policy & his antisemitism. Holyoke Mayor Joshua Garcia: Bad Bunny, schools, MTA negotiations, icy roads, state aid, & financial modernization. John Bonifaz, Pres & Founder of Free Speech for People: prosecuting ICE agents, the AG, DAs, & the police.

2/9/26: Megan Zinn w/ Broadside's Roz Kreshak-Hayden: books to read & indies to support. Writers Block w/John Sayles's on “Crucible,” Henry Ford, industrial policy & his antisemitism. Holyoke Mayor Joshua Garcia: Bad Bunny, schools, MTA negotiations, icy roads, state aid, & financial modernization. John Bonifaz, Pres & Founder of Free Speech for People: prosecuting ICE agents, the AG, DAs, & the police.

2/9/26: Megan Zinn w/ Broadside's Roz Kreshak-Hayden: books to read & indies to support. Writers Block w/John Sayles's on “Crucible,” Henry Ford, industrial policy & his antisemitism. Holyoke Mayor Joshua Garcia: Bad Bunny, schools, MTA negotiations, icy roads, state aid, & financial modernization. John Bonifaz, Pres & Founder of Free Speech for People: prosecuting ICE agents, the AG, DAs, & the police.

2/9/26: Megan Zinn w/ Broadside's Roz Kreshak-Hayden: books to read & indies to support. Writers Block w/John Sayles's on “Crucible,” Henry Ford, industrial policy & his antisemitism. Holyoke Mayor Joshua Garcia: Bad Bunny, schools, MTA negotiations, icy roads, state aid, & financial modernization. John Bonifaz, Pres & Founder of Free Speech for People: prosecuting ICE agents, the AG, DAs, & the police.

  John Sayles and Maggie Renzi. Photo: Richard Wolinsky John Sayles, author of the novel “Crucible” and director of eighteen independent films, including “Lone Star,” Eight Men Out” and “The Secret of Roan Inish” in conversation with Richard Wolinsky. They are joined by Maggie Renzi, John Sayles' producer on fourteen of his eighteen films. John Sayles is best known for his work as a director, screenwriter and actor, though this is his sixth novel. Among the films he directed are Lone Star, Sunshine State, Eight Men Out, Matewan, The Brother from Another Planet, Baby It's You and Passion Fish. His acting credits include small roles in several films, and he wrote the screenplay for the films he directed. Maggie Renzi, his wife, produced fourteen of his eighteen films, and acted in several of them. She is currently producing John's upcoming western film, to be shot in Spain in Summer, 2026. In the first part of the interview, John Sayles discusses the real-life events behind his novel, “Crucible,” set between the 1920s and 1940s in Detroit  and Brazil and focusing on Henry Ford, and the workers at his plants, and his attempt to create a rubber plantation and city in the jungles of Brazil. In the second part, he and Maggie Renzi talk about the making of his films, from his early days as a screenwriter to some of his later work, including the three films mentioned above and “Matewan,” along with difficulties in streaming rights. The post John Sayles, Film-maker and Novelist, “Crucible,” 2026 appeared first on KPFA.

This is a Grave Talks CLASSIC EPISODE!In Galion, Ohio, the Gill House stands as a striking example of Victorian architecture and social prominence. Built by Bloomer Gill as a grand family residence, the home once hosted lavish gatherings and welcomed notable visitors, including Thomas Edison, Henry Ford, and Andrew Firestone. But the elegance that once defined the house has long since given way to something far less celebratory.Today, visitors and investigators report a wide range of unexplained activity throughout the home. Children's laughter has been heard coming from the attic, shadow figures have been seen moving through hallways, and tapping sounds echo through otherwise quiet rooms. The basement, however, is said to be the most unsettling area of all—where disembodied voices, screams, and encounters with a figure known as “Johnny Cake” have been reported.Brenda Treisch, Jane Baker, and Mary Butterfield explore the history and hauntings of the Gill House. From lingering former residents—like Old Mrs. Talbott—to the unexplained activity that continues today, this episode takes a closer look at what may still be moving through one of Galion's most famous homes.#TheGraveTalks #GillHouse #HauntedOhio #VictorianHauntings #ParanormalPodcast #HistoricHauntings #GhostStories #HauntedHouses #GalionOhioLove real ghost stories? Want even more?Become a supporter and unlock exclusive extras, ad-free episodes, and advanced access:

This is a Grave Talks CLASSIC EPISODE! PART TWOIn Galion, Ohio, the Gill House stands as a striking example of Victorian architecture and social prominence. Built by Bloomer Gill as a grand family residence, the home once hosted lavish gatherings and welcomed notable visitors, including Thomas Edison, Henry Ford, and Andrew Firestone. But the elegance that once defined the house has long since given way to something far less celebratory.Today, visitors and investigators report a wide range of unexplained activity throughout the home. Children's laughter has been heard coming from the attic, shadow figures have been seen moving through hallways, and tapping sounds echo through otherwise quiet rooms. The basement, however, is said to be the most unsettling area of all—where disembodied voices, screams, and encounters with a figure known as “Johnny Cake” have been reported.Brenda Treisch, Jane Baker, and Mary Butterfield explore the history and hauntings of the Gill House. From lingering former residents—like Old Mrs. Talbott—to the unexplained activity that continues today, this episode takes a closer look at what may still be moving through one of Galion's most famous homes.#TheGraveTalks #GillHouse #HauntedOhio #VictorianHauntings #ParanormalPodcast #HistoricHauntings #GhostStories #HauntedHouses #GalionOhioLove real ghost stories? Want even more?Become a supporter and unlock exclusive extras, ad-free episodes, and advanced access:

SummaryThe keynote explores the relationship between energy and human flourishing, emphasizing the evolution of production methods from the Industrial Revolution to modern Bitcoin mining. It highlights the importance of storytelling in conveying complex ideas and showcases various innovative projects that exemplify the potential of decentralized energy solutions. The discussion culminates in a call to recognize the collective efforts of individuals in achieving continuous production and fostering human flourishing.Takeaways- Energy is essential for human flourishing.- The Industrial Revolution set the stage for modern production.- Henry Ford's vision of continuous production is still relevant today.- Modern technology allows for decentralized production.- Bitcoin mining can be a steward of energy resources.- Stories are crucial for understanding complex concepts.- Innovative projects are transforming energy consumption.- Decentralization empowers individuals in the energy sector.- Continuous production can lead to human flourishing.- Collective efforts are key to achieving sustainable energy solutions.Chapters00:00 Setting the Stage for Energy and Human Flourishing04:55 The Evolution of Production: From Ford to Bitcoin09:55 Stories of Innovation: Real-World Applications of Bitcoin Mining12:48 Decentralization and the Future of EnergyKeywordsenergy, human flourishing, Bitcoin, production, innovation, decentralization, mining, stories, industrial revolution, continuous production

Bookwaves/Artwaves is produced and hosted by Richard Wolinsky. Links to assorted local theater & book venues   John Sayles: Novelist and Director, author “Crucible,” 2026 John Sayles and Maggie Renzi. Photo: Richard Wolinsky John Sayles, author of the novel “Crucible” and director of eighteen independent films, including “Lone Star,” Eight Men Out” and “The Secret of Roan Inish” in conversation with Richard Wolinsky. They are joined by Maggie Renzi, John Sayles' producer on fourteen of his eighteen films. John Sayles is best known for his work as a director, screenwriter and actor, though this is his sixth novel. Among the films he directed are Lone Star, Sunshine State, Eight Men Out, Matewan, The Brother from Another Planet, Baby It's You and Passion Fish. His acting credits include small roles in several films, and he wrote the screenplay for the films he directed. Maggie Renzi, his wife, produced fourteen of his eighteen films, and acted in several of them. She is currently producing John's upcoming western film, to be shot in Spain in Summer, 2026. In the first part of the interview, John Sayles discusses the real-life events behind his novel, “Crucible,” set between the 1920s and 1940s in Detroit  and Brazil and focusing on Henry Ford, and the workers at his plants, and his attempt to create a rubber plantation and city in the jungles of Brazil. In the second part, he and Maggie Renzi talk about the making of his films, from his early days as a screenwriter to some of his later work, including the three films mentioned above and “Matewan,” along with difficulties in streaming rights.   Review of “How Shakespeare Saved My Life at ACT Berkeley Rep's Peets Theatre through March 1, 2026.       The post Bookwaves/Artwaves – February 5, 2026: Filmmaker and Novelist John Sayles, 2026 appeared first on KPFA.

Sent us text! We would love to hear from you!Your future is tied to your beliefs. Those with confidence and discipline will always outperform others who are unsure of themselves and make no preparations. Using this principal the industrialist Henry Ford, introduced the first mass produced cars in the U.S. over a century ago and founded the automotive company known as Ford, that still bears his name today.Masculinity has been narrowly defined by culture and popular media. The reality is that men can be fully functional while expressing a wide range of emotions that run the gambit from laughing to crying. In the end, emotions are part of the human experience; the caution is not to let unbridled emotions take control of you.If you are getting older and your eye doctor recommends cataract surgery, fear not. Commander Drew recounts his recent experience with this life-changing procedure.Artificial intelligence can live up to its name in a negative way by being artificially true. Deep fakes in the form of voices, images and videos can be so convincing that one cannot tell truth from creative fiction. Fortunately there are a new set of emerging online tools that make it easier to tell the difference between reality and manipulated fantasy.Meet a young wingman who went above and beyond what was expected by coming to the aid of an elderly widow that he took as his personal call-of-duty.

Access over 120+ Ad-Free episodes of Calm History by becoming a Silk+ Member (FREE for a limited time!). Surfshark VPN: Go to https://surfshark.com/calmhistory or use code CALMHISTORY at checkout to get 4 extra months of Surfshark VPN. ********************** Access over 120+ Ad-Free episodes of Calm History by becoming a Silk+ Member (FREE for a limited time!) and … Continue reading Quiz Quest II: 30 Trivia Questions about Marco Polo, The Titanic, Jackie Robinson, & Henry Ford | Bedtime Sleep Stories about History

Marc Andreessen is a founder, investor, and co-founder of Netscape, as well as co-founder of the venture capital firm Andreessen Horowitz (a16z). In this conversation, we dig into why we're living through a unique and one of the most incredible times in history, and what comes next.We discuss:1. Why AI is arriving at the perfect moment to counter demographic collapse and declining productivity2. How Marc has raised his 10-year-old kid to thrive in an AI-driven world3. What's actually going to happen with AI and jobs (spoiler: he thinks the panic is “totally off base”)4. The “Mexican standoff” that's happening between product managers, designers, and engineers5. Why you should still learn to code (even with AI)6. How to develop an “E-shaped” career that combines multiple skills, with AI as a force multiplier7. The career advice he keeps coming back to (“Don't be fungible”)8. How AI can democratize one-on-one tutoring, potentially transforming education9. His media diet: X and old books, nothing in between—Brought to you by:DX—The developer intelligence platform designed by leading researchersBrex—The banking solution for startupsDatadog—Now home to Eppo, the leading experimentation and feature flagging platform—Episode transcript: https://www.lennysnewsletter.com/p/marc-andreessen-the-real-ai-boom—Archive of all Lenny's Podcast transcripts: https://www.dropbox.com/scl/fo/yxi4s2w998p1gvtpu4193/AMdNPR8AOw0lMklwtnC0TrQ?rlkey=j06x0nipoti519e0xgm23zsn9&st=ahz0fj11&dl=0—Where to find Marc Andreessen:• X: https://x.com/pmarca• Substack: https://pmarca.substack.com• Andreessen Horowitz's website: https://a16z.com• Andreessen Horowitz's YouTube channel: https://www.youtube.com/@a16z—Where to find Lenny:• Newsletter: https://www.lennysnewsletter.com• X: https://twitter.com/lennysan• LinkedIn: https://www.linkedin.com/in/lennyrachitsky/—In this episode, we cover:(00:00) Introduction to Marc Andreessen(04:27) The historic moment we're living in(06:52) The impact of AI on society(11:14) AI's role in education and parenting(22:15) The future of jobs in an AI-driven world(30:15) Marc's past predictions(35:35) The Mexican standoff of tech roles(39:28) Adapting to changing job tasks(42:15) The shift to scripting languages(44:50) The importance of understanding code(51:37) The value of design in the AI era(53:30) The T-shaped skill strategy(01:02:05) AI's impact on founders and companies(01:05:58) The concept of one-person billion-dollar companies(01:08:33) Debating AI moats and market dynamics(01:14:39) The rapid evolution of AI models(01:18:05) Indeterminate optimism in venture capital(01:22:17) The concept of AGI and its implications(01:30:00) Marc's media diet(01:36:18) Favorite movies and AI voice technology(01:39:24) Marc's product diet(01:43:16) Closing thoughts and recommendations—Referenced:• Linus Torvalds on LinkedIn: https://www.linkedin.com/in/linustorvalds• The philosopher's stone: https://en.wikipedia.org/wiki/Philosopher%27s_stone• Alexander the Great: https://en.wikipedia.org/wiki/Alexander_the_Great• Aristotle: https://en.wikipedia.org/wiki/Aristotle• Bloom's 2 sigma problem: https://en.wikipedia.org/wiki/Bloom%27s_2_sigma_problem• Alpha School: https://alpha.school• In Tech We Trust? A Debate with Peter Thiel and Marc Andreessen: https://a16z.com/in-tech-we-trust-a-debate-with-peter-thiel-and-marc-andreessen• John Woo: https://en.wikipedia.org/wiki/John_Woo• Assembly: https://en.wikipedia.org/wiki/Assembly_language• C programming language: https://en.wikipedia.org/wiki/C_(programming_language)• Python: https://www.python.org• Netscape: https://en.wikipedia.org/wiki/Netscape• Perl: https://www.perl.org• Scott Adams: https://en.wikipedia.org/wiki/Scott_Adams• Larry Summers's website: https://larrysummers.com• Nano Banana: https://gemini.google/overview/image-generation• Bitcoin: https://bitcoin.org• Ethereum: https://ethereum.org• Satoshi Nakamoto: https://en.wikipedia.org/wiki/Satoshi_Nakamoto• Inside ChatGPT: The fastest-growing product in history | Nick Turley (Head of ChatGPT at OpenAI): https://www.lennysnewsletter.com/p/inside-chatgpt-nick-turley• Anthropic co-founder on quitting OpenAI, AGI predictions, $100M talent wars, 20% unemployment, and the nightmare scenarios keeping him up at night | Ben Mann: https://www.lennysnewsletter.com/p/anthropic-co-founder-benjamin-mann• Inside Google's AI turnaround: The rise of AI Mode, strategy behind AI Overviews, and their vision for AI-powered search | Robby Stein (VP of Product, Google Search): https://www.lennysnewsletter.com/p/how-google-built-ai-mode-in-under-a-year• DeepSeek: https://www.deepseek.com• Cowork: https://support.claude.com/en/articles/13345190-getting-started-with-cowork• Definite vs. indefinite thinking: Notes from Zero to One by Peter Thiel: https://boxkitemachine.net/posts/zero-to-one-peter-thiel-definite-vs-indefinite-thinking• Henry Ford: https://www.thehenryford.org/explore/stories-of-innovation/visionaries/henry-ford• Lex Fridman Podcast: https://lexfridman.com/podcast• $46B of hard truths from Ben Horowitz: Why founders fail and why you need to run toward fear (a16z co-founder): https://www.lennysnewsletter.com/p/46b-of-hard-truths-from-ben-horowitz• Eddington: https://www.imdb.com/title/tt31176520• Joaquin Phoenix: https://en.wikipedia.org/wiki/Joaquin_Phoenix• Pedro Pascal: https://en.wikipedia.org/wiki/Pedro_Pascal• George Floyd: https://en.wikipedia.org/wiki/George_Floyd• Replit: https://replit.com• Behind the product: Replit | Amjad Masad (co-founder and CEO): https://www.lennysnewsletter.com/p/behind-the-product-replit-amjad-masad• Grok Bad Rudi: https://grok.com/badrudi• Wispr Flow: https://wisprflow.ai• Star Trek: The Next Generation: https://www.imdb.com/title/tt0092455• Star Trek: Starfleet Academy: https://www.imdb.com/title/tt8622160• a16z: The Power Brokers: https://www.notboring.co/p/a16z-the-power-brokers—Production and marketing by https://penname.co/. For inquiries about sponsoring the podcast, email podcast@lennyrachitsky.com.—Lenny may be an investor in the companies discussed. To hear more, visit www.lennysnewsletter.com

Toward the end of his life, the great inventor Thomas Edison became obsessed with one final project: finding a source of rubber that could grow in the United States. It would transform his Florida home into a bonafide botanical laboratory.This episode was produced in partnership with Fort Myers – Islands, Beaches and Neighborhoods. Find more information about the Edison and Ford estates here. If you'd like to learn more about Edison's life in Florida check out this biography by Michele Wehrwein Albion. Find out more information about Henry Ford's search for rubber sources in a previous episode of the Atlas Obscura podcast, “Fordlandia.”We always want to hear from you! If you have a question or story for us, give us a call at 315-992-7902 and leave a message, or send an email to hello@atlasobscura.com. Hosted by Simplecast, an AdsWizz company. See pcm.adswizz.com for information about our collection and use of personal data for advertising.

Craving a car fix without a road trip? We spin a different kind of tour: five destination-worthy automotive museums that chart the arc from brass era pioneers to Hollywood legends, then we put a cutting-edge EV under the microscope. Our journey starts with the sprawling Gilmore campus and rolls through Tacoma's LeMay, LA's Petersen, and the Henry Ford's sweeping narrative of innovation before landing at the Indianapolis Motor Speedway Museum, where racing history crackles from every display.With that heritage fresh in mind, we jump into the driver's seat of the 2026 Polestar 4 dual motor. Think 544 horsepower, a sleek profile, and one audacious choice: no rear window. We talk through the consequences of camera-only rear visibility, a panoramic roof that relies on electrochromic dimming, and a minimalist cabin anchored by a 15.4-inch screen. It's clean, modern, and quick, but we weigh the trade-offs—less tactile control and more eyes-off-road moments—alongside real-world charging needs, range, and pricing that parks it in Model Y and Ioniq territory.To round it out, we tip our hats to the unsung infrastructure that makes every drive possible: America's longest tunnels, from the Hudson crossings to Colorado's high-altitude Eisenhower bore and Boston's Ted Williams. It's a look at how engineering ambition underpins car culture, whether you're walking museum floors or merging into traffic. If you love the intersection of history, design, and modern EV realities, this one's for you. Subscribe, share with a fellow car nut, and drop a review to tell us which museum or EV deserves our next deep dive.Be sure to subscribe for more In Wheel Time Car Talk!The Lupe' Tortilla RestaurantsLupe Tortilla in Katy, Texas Gulf Coast Auto ShieldPaint protection, tint, and more!Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.---- ----- Want more In Wheel Time car talk any time? In Wheel Time is now available on Audacy! Just go to Audacy.com/InWheelTime where ever you are.----- -----Be sure to subscribe on your favorite podcast provider for the next episode of In Wheel Time Podcast and check out our live multiplatform broadcast every Saturday, 10a - 12nCT simulcasting on Audacy, YouTube, Facebook, Twitter, Twitch and InWheelTime.com.In Wheel Time Podcast can be heard on you mobile device from providers such as:Apple Podcasts, Amazon Music Podcast, Spotify, SiriusXM Podcast, iHeartRadio podcast, TuneIn + Alexa, Podcast Addict, Castro, Castbox, YouTube Podcast and more on your mobile device.Follow InWheelTime.com for the latest updates!Twitter: https://twitter.com/InWheelTimeInstagram: https://www.instagram.com/inwheeltime/https://www.youtube.com/inwheeltimehttps://www.Facebook.com/InWheelTimeFor more information about In Wheel Time Podcast, email us at info@inwheeltime.com

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Want to build skills like this to help your team succeed in 2026? ⁠Learn about our Capability Catalyst program⁠. Enterprise change is getting harder, not easier—and in 2026, “having the right ideas” isn't enough to move transformation. You need personal capability that lets you see what's really happening, design with real users, and move groups through hard conversations without turning everything into theater. Good intentions and smart frameworks may have worked in the past, but what got us here won't get us where we need to go. In this episode, Rodney and Sam dive deep on the three most useful transformation enabling skills for the coming year, and share practical ways for how to level up your capability toolkit to thrive in our current pace of change. -------------------------------- Ready to change your organization? ⁠⁠⁠⁠⁠⁠⁠Let's talk.⁠⁠⁠⁠⁠⁠⁠ Get our newsletter: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Sign up here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.⁠⁠⁠⁠⁠⁠⁠ Follow us: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠LinkedIn⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Instagram⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ -------------------------------- Mentioned references: Sam's teaching metacognition Bloom's taxonomy "MG" - McChrystal Group situational awareness "the balcony" The Mom Test The Future of HR Matt Basford "business model fit chart" "Henry Ford quote" Liberating Structures 00:00 Intro + Check-In: What's good right now? 04:09 The Pattern 05:49 Skill 1: Metacognitive awareness 10:16 Reframing your interactions and experiences 15:57 Building your metacognition skills 21:05 Skill 2: User-Centered Design and Feedback 28:45 User feedback is not a one time activity 34:34 Skill 3: Expert facilitation 39:39 Real skilled facilitation is mostly invisible 43:03 Lots of work happens outside the room 50:08 Leveling up as a facilitator 52:30 Wrap up: Leave the show a review and share with a friend Sound engineering and design by Taylor Marvin of ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Coupe Studios⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠.

Awards shape buyer decisions more than most of us realize, so we sat down with veteran juror and radio host Jack Nerad to peel back how North American Car, Truck, and Utility of the Year actually get chosen. Fifty independent journalists, a year of testing, multiple voting rounds, and a marathon drive event near Detroit all lead to three names everyone talks about. We walk through the process, the politics (or lack thereof), and the real criteria that separate buzz from substance: class leadership, value, significance, innovation, and everyday usability.The car finalists tell a story of contrast—Nissan Sentra updates, a reborn Honda Prelude, and a radically flexible Dodge Charger that spans two and four doors, a potent turbo six, and an all-electric variant. Hear why the jury rallied behind the Charger's breadth and execution. On the truck side, the Ford Maverick Lobo edged out Ram 1500 and Ram 2500 by pushing the compact pickup idea further, balancing capability with size, price, and clever packaging for daily life. And in the most crowded arena of all, the Hyundai Palisade claimed Utility of the Year by delivering family comfort, available hybrid efficiency, and true bang for the buck in a segment where buyers vote with their wallets.We also tackle EV realities. Charging gaps remain a friction point—even in California's backyard and especially across Texas—so vehicles that offer both electric and gasoline paths are resonating. Jack explains how the jury weighs those infrastructure challenges against performance and innovation without drifting into tech cheerleading. To round things out, we shift gears with Jeff's Car Culture—five of the longest drivable tunnels in the U.S.—and Mike's Driving Destinations, highlighting five standout car museums from the Petersen to the Henry Ford.If you enjoy smart car talk that mixes industry insight with real-world practicality, follow and subscribe. Share your own winners in the comments, and leave a review to help more enthusiasts find the show.Be sure to subscribe for more In Wheel Time Car Talk!The Lupe' Tortilla RestaurantsLupe Tortilla in Katy, Texas Gulf Coast Auto ShieldPaint protection, tint, and more!Disclaimer: This post contains affiliate links. If you make a purchase, I may receive a commission at no extra cost to you.---- ----- Want more In Wheel Time car talk any time? In Wheel Time is now available on Audacy! Just go to Audacy.com/InWheelTime where ever you are.----- -----Be sure to subscribe on your favorite podcast provider for the next episode of In Wheel Time Podcast and check out our live multiplatform broadcast every Saturday, 10a - 12nCT simulcasting on Audacy, YouTube, Facebook, Twitter, Twitch and InWheelTime.com.In Wheel Time Podcast can be heard on you mobile device from providers such as:Apple Podcasts, Amazon Music Podcast, Spotify, SiriusXM Podcast, iHeartRadio podcast, TuneIn + Alexa, Podcast Addict, Castro, Castbox, YouTube Podcast and more on your mobile device.Follow InWheelTime.com for the latest updates!Twitter: https://twitter.com/InWheelTimeInstagram: https://www.instagram.com/inwheeltime/https://www.youtube.com/inwheeltimehttps://www.Facebook.com/InWheelTimeFor more information about In Wheel Time Podcast, email us at info@inwheeltime.com

Jan. 25, 2026 ~ Host Dave Lorenz highlights various museums across the state. These include the Michigan Maritime Museum, the Frankenmuth Historical Museum, and The Henry Ford. The show also features the Michigan Science Center, with its newly upgraded planetarium and immersive exhibits. Hosted by Simplecast, an AdsWizz company. See https://pcm.adswizz.com for information about our collection and use of personal data for advertising.

This is a Grave Talks CLASSIC EPISODE!The Gill House stands as a striking example of Victorian architecture and a reminder of Galion's prosperous past. Built by Bloomer Gill as a grand family residence, the home quickly became a social centerpiece—hosting lavish gatherings and welcoming notable visitors, including Andrew Firestone, Thomas Edison, and Henry Ford.Today, the distinguished guests are gone—but many believe something else has taken their place. Visitors and investigators report hearing children's laughter drifting from the attic and seeing shadowy figures moving through the halls. The most unsettling activity is said to occur in the basement, where disembodied voices, screams, and encounters with a ghostly figure known as “Johnny Cake” have been reported. After the home passed to the Talbott family, some believe Old Mrs. Talbott never truly left, making her presence known through tapping sounds and swirling mists. In this episode of The Grave Talks, we explore the Gill House's history—and what may still linger within its walls.#TheGraveTalks #GillHouse #HauntedOhio #VictorianHauntings #HistoricHauntings #ParanormalPodcast #HauntedLocations #UnexplainedEncounters #GhostStories Love real ghost stories? Don't just listen—join us on YouTube and be part of the largest community of real paranormal encounters anywhere. Subscribe now and never miss a chilling new story:

This is a Grave Talks CLASSIC EPISODE! PART TWOThe Gill House stands as a striking example of Victorian architecture and a reminder of Galion's prosperous past. Built by Bloomer Gill as a grand family residence, the home quickly became a social centerpiece—hosting lavish gatherings and welcoming notable visitors, including Andrew Firestone, Thomas Edison, and Henry Ford.Today, the distinguished guests are gone—but many believe something else has taken their place. Visitors and investigators report hearing children's laughter drifting from the attic and seeing shadowy figures moving through the halls. The most unsettling activity is said to occur in the basement, where disembodied voices, screams, and encounters with a ghostly figure known as “Johnny Cake” have been reported. After the home passed to the Talbott family, some believe Old Mrs. Talbott never truly left, making her presence known through tapping sounds and swirling mists. In this episode of The Grave Talks, we explore the Gill House's history—and what may still linger within its walls.#TheGraveTalks #GillHouse #HauntedOhio #VictorianHauntings #HistoricHauntings #ParanormalPodcast #HauntedLocations #UnexplainedEncounters #GhostStoriesLove real ghost stories? Don't just listen—join us on YouTube and be part of the largest community of real paranormal encounters anywhere. Subscribe now and never miss a chilling new story:

Antes de convertirse en uno de los nombres más influyentes de la historia industrial, Henry Ford fue un joven mecánico fascinado por las máquinas y por la idea de hacer el automóvil accesible para un público amplio. Nacido en una granja de Michigan, su trayectoria estuvo marcada por intentos fallidos, aprendizajes técnicos y una perseverancia constante que lo llevó a fundar la Ford Motor Company y a transformar los métodos de producción mediante la estandarización y la línea de montaje. Conoce más sobre la vida y legado de Henry Ford en este Jueves de Biografías de Interesante historia.

Standing Together #RTTBROS #Nightlight"Two are better than one; because they have a good reward for their labour. For if they fall, the one will lift up his fellow: but woe to him that is alone when he falleth; for he hath not another to help him up." — Ecclesiastes 4:9-10You know, I watched an old movie the other night called "Support Your Local Sheriff." James Garner plays this stranger who rides into a lawless mining town where chaos rules and everybody's looking out for themselves. He becomes the sheriff and slowly brings order to the place.But here's what caught my attention: when the final confrontation with the bad guys comes, it's not just the sheriff standing alone. The whole town has to come together, stand shoulder to shoulder, or they're going to lose everything.That made me think of something Henry Ford once said: "Coming together is a beginning; staying together is progress; working together is success." And friends, I'm too soon old and too late smart on this one.See, God's work was never meant to be done by lone rangers. When Nehemiah rebuilt the walls of Jerusalem, every family worked on the section in front of their own house. Moses had Aaron and Hur holding up his arms. Jesus sent the disciples out two by two, never alone.Here's what I've noticed over the years: the enemy loves isolation. He wants you thinking you're the only one fighting, the only one struggling. But that's a lie. Scripture says, "And let us consider one another to provoke unto love and to good works: Not forsaking the assembling of ourselves together, as the manner of some is" (Hebrews 10:24-25).Every church needs the people of the church, not just the pastor or a few staff workers, but everyone, active and involved for the ministry to have the impact it should. When we come together, stay together, and work together, that's when we see God do amazing things.When one person is weak, another is strong. When one is discouraged, another brings hope. When the battle gets intense, we lock shields and stand together.So let me ask you: are you trying to fight your battles alone? You weren't meant to do this alone. The lawless town needed everybody standing together. And in our spiritual battles, we need each other too.Let's pray: Father, help us remember we're not alone in this fight. Draw us together as Your people. Help us stand shoulder to shoulder and labor together for Your glory. In Jesus' name, Amen.#Faith #Unity #ChurchFamily #SpiritualWarfare #TogetherInChrist #BiblicalWisdom #StrongerTogether #RTTBROS #NightlightBe sure to Like, Share, Follow and subscribe it helps get the word out.https://linktr.ee/rttbros

In this episode, Craig and Allison dive deep into the engine room of their business to discuss the heartbeat of any successful company: teamwork. Drawing from their recent Almar Building & Remodeling team meeting, they share a powerful analogy that compares a home remodeling project to a high-stakes car race. From the starting line of development agreements to the final checkered flag of a homeowner moving back in, every project is a race against time, budget, and unexpected obstacles. Craig and Allison break down why they view their staff not just as employees, but as a specialized pit crew where every second and every handoff counts. In this episode, we discuss: The "Humble, Hungry, Smart" Framework: Why these three traits are the non-negotiables for a great teammate. The Power of Specialized Roles: How aligning team members' unique skills maximizes efficiency—just like a pit crew during a tire change. Systems vs. People: How to identify if a project hiccup is a "people problem" or a "systems problem". Communication at Speed: Why clear, proactive communication is the key to keeping homeowners happy and minimizing errors in a fast-paced environment. The Professional Image: Why the way your team presents themselves—from logoed gear to basic hygiene—directly impacts how homeowners perceive your brand. Continuous Improvement: How to use checklists, workflows, and ongoing feedback to ensure your team is always getting faster and better. Whether you are running a construction firm or any other family business, this episode provides a roadmap for building a reliable, accountable, and positive team culture that can win any race. "Coming together is a beginning; keeping together is progress; working together is success." — Henry Ford    Tune into #MWB to learn that and more about working with your spouse/partner not only at home but also at the office!    Links: http://audibletrial.com/BizMarried  https://www.marriedwithabusiness.net/   

An employer stock option plan can be a valuable company benefit as a compliment to your employees' retirement savings, but it can also be a powerful tool to facilitate a business owner's exit strategy. Nathan discusses the ins and outs of ESOPs, who they may be appropriate for, and why an employer may choose sell their company to their employees rather than on the open market. Also, on our MoneyTalk Moment in Financial History, Nathan and Daniel take us through the complicated legacy of one of the Industrial Revolution's greatest contributors, Henry Ford. Host: Nathan Beauvais, CFP®, CIMA®, CPWA®; Special Guest: Daniel Sowa; Air Date: 1/14/2026. Have a question for the hosts? Leave a message on the MoneyTalk Hotline at (401) 587-SOWA and have your voice heard live on the air!See omnystudio.com/listener for privacy information.

Episode 383 applies Napoleon Hill's timeless principles to sales, showing how decision, persistence, and the mastermind turn inner preparation into consistent results. Learn practical, neuroscience-backed actions to make clear decisions, sustain effort through resistance, and multiply success by aligning with the right people. Welcome back to Season 15 of The Neuroscience Meets Social and Emotional Learning Podcast — where we bridge the science behind social and emotional learning, emotional intelligence, and practical neuroscience to create measurable improvements in well-being, achievement, productivity, and results. I'm Andrea Samadi. And seven years ago, when we launched this podcast, it was driven by a question I had never been taught to ask — either in school, in business, or in life: If productivity and results matter — and they matter now more than ever — how exactly are we using our brain to make them happen? Most of us were never taught how to work with our brain instead of against it. We were taught what to do — but not how to think, decide, persist, or align with others in ways that produce consistent results. That question pulled me into a decade-long exploration of the mind–brain–results connection — and how neuroscience can be applied to everyday decisions, conversations, and performance. That's why this podcast exists. Each week, I bring you the world's leading experts so we can break down complex science — and turn it into practical strategies you can apply immediately for predictable, science-backed outcomes. And that brings us to today's Episode 383 — where we are going back to reconnect to a powerful 6-part series we originally recorded in 2022 around a book that has shaped achievement for generations: Think and Grow Rich by Napoleon Hill. Connecting Back to Our 6-Part Think and Grow Rich Series[i] We used that book as a framework to launch our year, back in 2022, walking chapter by chapter through the principles my mentor, Bob Proctor, studied for over 50 years of his life. Not casually. Not occasionally. But as a daily discipline for creating results — in business, health, relationships, and purpose. That 6-part series was about the basics — the inner mechanics that govern all achievement. And those basics still matter just as much today. What we're doing now is not revisiting this material because it's old. We're revisiting it because it's timeless. PART 3 — From Decision to Momentum Decision • Persistence • The Power of the Mastermind In Part 3 today, of our Think and Grow Rich for Sales study, we move from inner preparation to outer execution. Up to this point, the earlier chapters have shaped belief, certainty, vision, and authority. But results are not created by preparation alone. They are created when inner mastery is followed by decisive action, sustained effort, and collective intelligence. This is where most people stall—and where sales mastery is forged. Decision We begin with Decision, the moment where intention becomes irreversible. Indecision leaks certainty. Decision creates momentum. Successful people decide quickly and change course slowly. In sales, this means committing to your value, your process, and your outcome before the conversation begins—so hesitation never enters the room. Persistence Next comes Persistence, the force that carries decisions through resistance, delay, and rejection. Persistence is not intensity—it is refusal to quit when progress is invisible. In sales, persistence keeps conversations alive, turns “no” into information, and allows momentum to compound long after others have disengaged. The Power of the Mastermind Finally, we arrive at The Power of the Mastermind—where individual effort becomes exponential. When two or more minds unite in harmony around a definite purpose, a third force emerges: clarity, creativity, and certainty launch beyond individual thinking. This chapter reveals why no great achievement—and no sustained sales success—is built alone. Decision commits you. Persistence carries you. The Mastermind multiplies you. Together, these three principles turn vision into execution and effort into inevitable results. EP 383 — Think and Grow Rich for Sales where we're applying those same principles through a very specific lens — one I've wanted to explore for a long time. Sales. Not sales as tactics. Not sales as scripts. But sales as the external expression of inner mastery. Because here's the truth: You don't need to be in sales for these principles to work — but if you are in sales, they become a powerful advantage. Why Part 3 Matters Today we're covering Decision, Persistence, and The Power of the Mastermind — the principles that separate intention from execution. Up until now in this series, (PART 1 and PART 2) we've been building the inner foundation: Thought Desire Faith Autosuggestion Specialized Knowledge Imagination Organized Planning Those chapters shape belief, certainty, authority, and vision. But Part 3 is where things get real. Because: Decision is where hesitation ends. Persistence is where most people quit. The Mastermind is where momentum multiplies. This is the phase where inner mastery must turn into consistent action, even when results are delayed, resistance appears, or confidence wavers. How the 6-Part Series Maps Directly to Sales Mastery Every principle we covered in 2022 becomes a sales advantage when applied intentionally. Each chapter: Upgrades your inner state Shapes how you show up in conversations Influences the certainty others feel around you And determines whether opportunities compound… or stall That's why this series is called: Think and Grow Rich for Sales How Inner Mastery Becomes Sales Results Inspired by Think and Grow Rich — through a modern neuroscience + sales lens So today, as we move into Decision, Persistence, and The Power of the Mastermind, ask yourself one question: Where in your life — or your sales process — have you been preparing… but not fully deciding? Because once a decision is made — and backed by persistence and you've got the right people to support you — everything begins to move. Let's begin PART 3. Chapter VIII: Decision Core Idea Decision is the moment where intention becomes irreversible. Success is not delayed by lack of ability, knowledge, or opportunity—it is delayed by indecision. Those who succeed decide quickly, commit fully, and change course slowly. In sales (and life), certainty follows decision, not the other way around.   Sales Application Decide before the call who you are, what you stand for, and the value you bring. This starts with you on the inside, and reflects to others on the outside. Eliminate hesitation by committing to the outcome, not the comfort Stop outsourcing decisions to opinions, objections, or fear of rejection Make decisions promptly, then execute consistently without reopening the question Understand that most stalled deals are not about price or timing—they're about your certainty When you (as the leader) decide fully: Your tone steadies Your message sharpens Your presence communicates leadership Buyers feel that decisiveness immediately. Listener Takeaway Indecision leaks certainty. Decision creates forward momentum. You don't get stuck because you chose the wrong path. You get stuck because you never fully chose one at all. Once a decision is made—and all other options are removed—behavior aligns, confidence follows, and results begin to compound.   The Moment Where Commitment Creates Momentum Napoleon Hill opens Chapter 8 on Decision with a striking conclusion drawn from an accurate analysis of over 25,000 men and women who had experienced failure: “Lack of decision was near the head of the list of the 30 major causes of failure.” (CH 8, p. 157, Think and Grow Rich) Hill is clear—this is not theory. It is fact. Those who succeed, he explains, “had the habit of reaching decisions promptly and of changing these decisions slowly, if and when they were changed.” (CH 8, p. 157) In contrast, those who fail hesitate, (have you ever heard a LEADER say “I don't know?) NEVER! They never second-guess, or remain trapped in indecision—and others often mistake their delay for being cautious. Decision Is a Habit, Not a Moment Hill points to Henry Ford as a living example of decisiveness in action. One of Ford's most outstanding qualities, Hill writes, was “his habit of reaching decisions quickly and definitely, and changing them slowly.” (CH 8, p. 158) This distinction matters. Successful people are not reckless—but once they decide, they commit. They do not constantly reopen the question. They move forward. Hill challenges the reader directly: “You have a brain and mind of your own. Use it, and reach your own decisions.” (CH 8, p. 159) Indecision, he argues, is often the result of allowing the opinions of others to dilute our own thinking. The more people we consult, the more fragmented our certainty becomes. Decision Requires Courage Decision, by its nature, demands courage. Hill reminds us that “the great decisions which served as the foundation of civilization were reached by assuming great risks.” (CH 8, p. 160) History is filled with individuals who stepped forward before there was certainty—people who acted without guarantees, yet changed the course of their lives and the world. This truth resonated deeply with me years ago, before I made the decision to move from Toronto to the United States. Around that time, I purchased a poster that still hangs in my office today. It's on the top of my bookshelf, to the right of my desk in my field of view. At the top of this picture is the word COURAGE, followed by a poem attributed to Johann Wolfgang von Goethe: The poster says- *“The moment one definitely commits oneself, then Providence moves too. All sorts of things occur to help one that would never otherwise have occurred. A whole stream of events issues from the decision, raising in one's favor all manner of unforeseen incidents and meetings and material assistance, which no man could have dreamed would have come his way. Whatever you can do or dream you can, begin it. Boldness has genius, power and magic in it. Begin it now.” Make your decisions and NEVER look back. Closing Thought — Chapter VIII: Decision Clarity does not come before the decision. Clarity comes because of the decision. The moment you decide—fully, cleanly, and without retreat—your behavior changes, your energy stabilizes, and your certainty becomes visible to others. That certainty is what moves conversations forward, closes deals, and creates momentum. Indecision keeps you negotiating with fear. Decision puts you back in leadership. Once a decision is made, the path begins to reveal itself—and persistence becomes possible. And that's where we're headed next. Chapter IX: Persistence The Force That Turns Intention Into Inevitability Core Idea Persistence is the sustained application of will over time. It is not intensity. It is not motivation. It is refusal to quit when progress is invisible. This is where we need our belief, our faith and imagination to come into play. Napoleon Hill describes persistence as “to character, what carbon is to steel.” (CH 9, p. 178, TAGR) Without it, even the strongest ideas collapse. With it, ordinary effort becomes extraordinary. Those who succeed are often misunderstood—not because they are reckless, but because they are unwilling to stop. Hill writes that successful people are often seen as “cold-blooded or ruthless,” when in reality, “what they have is willpower, which they mix with persistence.” (CH 9, p. 175) Persistence is the bridge between decision and the results that you attain. Sales Application In sales, persistence is not pressure—it is professional resolve. Persistence keeps you in the conversation after the first “no” It transforms rejection into information to uncover more It replaces emotional reaction with strategic and timely follow-up It conditions you to ask better questions instead of walking away A persistent salesperson does not hear “no” as rejection—they hear it as: “Not now” “Not this way” “Not with this information” So they ask: What changed? What would need to be true for this to move forward? Is timing, budget, or authority the real obstacle? Persistence is what allows a salesperson to: Maintain relationships when deals stall To be able to re-enter conversations when conditions change Be remembered when others disappear Without persistence, opportunities die quietly. With persistence, doors reopen. Strengthening Your Persistence Muscle Persistence is not a personality trait—it is a trained discipline. One of the most powerful exercises I learned while working with Bob Proctor was designed specifically to build persistence into habit. The assignment was simple: Read Chapter 9 Persistence from Think and Grow Rich — every day, for 14 days in a row. Miss one day? You start over at Day 1. Years later, in 2019, Paul Martinelli issued the same challenge to me. I thought it would be easy. It wasn't. Life intervenes. Schedules shift. Distractions will appear during your reading time. One morning, as I was reading early in my office, one of my kids came in not feeling well. I put the book down to help her. The day began—and I missed the chapter. What happened next mattered: I had to remove something else from my schedule to stay committed. That's the lesson. Persistence isn't tested when things are convenient. It's tested when something reasonable tries to knock it off course. Try this challenge yourself. Track every day. Notice what shows up to distract you. You'll learn more about yourself in those 14 days than you ever could have expected. Listener Takeaway Persistence compounds quietly. It doesn't announce itself. It doesn't feel dramatic. But over time, it becomes unbeatable. Most people stop just before momentum begins. Persistence is staying in motion long enough for the tide to turn. When to Let Go Persistence is not stubbornness. There are moments when walking away is appropriate—but only after your best effort has been applied. My Dad used to say: “Andrea, what's for you won't go by you.” I've found that to be true. When persistence has been honored—when you've shown up fully, asked the hard questions, followed through consistently—clarity eventually arrives. Sometimes the answer is not yet. Sometimes it's not this. Sometimes it's something better. Force negates. Persistence clarifies. Final Thought — Chapter IX: Persistence Persistence is not heroic in the moment. It is heroic in hindsight. It is the quiet decision to show up again— to follow through again— to believe again— long after most people would have stopped. Without persistence, talent fades. With persistence, effort compounds. And once persistence is in place, the power of the Mastermind becomes unstoppable. That's where we go next. Chapter X: The Power of the Mastermind Why Sales Is Never a Solo Game Collective intelligence multiplies results. Core Idea A Mastermind is not a meeting. It is not networking. It is not collaboration for convenience. A Mastermind is the creation of a third force. Napoleon Hill defines it clearly: “No two minds ever come together without thereby creating a third, invisible, intangible force that may be likened to a third mind.” (CH 10, p. 195, Think and Grow Rich) This chapter reveals that achievement accelerates when two or more minds unite in harmony around a definite purpose. What emerges is a form of collective intelligence—greater than any one individual's thinking. Hill calls this power: “The Master Mind may be defined as coordinated knowledge and effort, in a spirit of harmony, between two or more people, for the attainment of a definite purpose.” (CH 10, p. 195) This is where vision gains momentum—and plans finally move. Sales Application In sales, the Mastermind is a force multiplier. It sharpens thinking beyond individual blind spots It accelerates problem-solving when deals stall It stabilizes certainty when confidence wavers It prevents isolation, which quietly erodes persistence Sales is often practiced alone—but mastery is built together. High-performing sales professionals: Test ideas with trusted thinking partners Debrief losses without ego Share language, patterns, objections, and breakthroughs Borrow certainty when needed—and lend it when others falter When you bring your challenges into the right room, clarity emerges faster. As Hill reminds us: “Plans are inert and useless without sufficient power to translate them into action.” (CH 10, p. 193) The Mastermind is that power. Why the Mastermind Works Hill explains this principle through energy: “The human mind is a form of energy.” (CH 10, p. 196) When minds align, energy compounds. I first felt this power in May of 2001, working in the seminar industry, listening to the late Doug Wead speak on what he called “The Third-Party Principle.” He described it as a triple-braided cord—a force formed when two or more people come together around a shared aim. If you've ever been part of a true Mastermind, you know the feeling: Ideas flow differently Certainty increases Problems shrink Creativity replaces competition You don't leave the same way you arrived. Listener Takeaway You do not need to be the smartest person in the room. You need to be in the right room. Progress accelerates when you stop trying to think your way forward alone. One plus one does not equal two. In a Mastermind, one plus one equals three. Have you ever felt this? The creation of a third mind, when speaking with two or more people? It's a powerful experience. How to Create Your Own Mastermind WHO to Invite People who share your values and beliefs People who think differently than you People who challenge assumptions without attacking identity Hill even notes: “Some of the best sources for creating your own Mastermind are your own employees.” (CH 10, p. 200) Seek harmony, not sameness. WHEN to Meet Commit to a consistent cadence (monthly or quarterly) Meet for at least one year Treat it as non-negotiable Momentum requires continuity. WHAT to Notice Over time, you'll observe: A calm certainty replacing mental noise Creativity emerging where frustration once lived New pathways revealed where you saw roadblocks Others will see progress when you see obstacles. That's the power. Historical Proof Hill reminds us: “Henry Ford began his business career under the handicap of poverty, illiteracy, and ignorance…” (CH 10, p. 197) Ford's most rapid growth began when he aligned with Thomas Edison. Modern examples echo the same truth: Bill Gates Steve Jobs Jeff Bezos None built alone. All relied on thinking partners. Final Thought — Chapter X: The Power of the Mastermind No great achievement is the result of isolated brilliance. It is the result of aligned minds, sustained harmony, and shared purpose. Decision commits you. Persistence carries you. But the Mastermind multiplies you. When the right minds come together, progress no longer depends on force— it becomes inevitable. And with that, the formula is complete.

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Why B2B Lead Qualification Fails and How to Fix It  Traffic is cheap, but qualified B2B sales conversions are not. Too many CMOs in the B2B space are watching brilliant creative go to waste at the top of the marketing funnel because what's passing through as a “qualified lead” often isn't really qualified. How can B2B marketers identify where the real lead qualification bottleneck is? Why is rethinking how MQLs are defined, scored, and routed one the most strategic fixes a CMO can make to improve pipeline performance? That's why we're talking to Gabe Lullo (CEO, Alleyoop), who shared some insights around why B2B lead qualification fails and how to fix it at the top of the funnel. During our discussion, Gabe challenged the common misconception that poor lead quality is the issue when sales aren't closing. Instead, he emphasized the importance of a clearly-defined Ideal Customer Profile (ICP), a strong product-market fit, and a well-mapped B2B sales journey. Gabe also stressed the need for A/B testing, identifying and resolving funnel bottlenecks, and using data-driven decision-making to improve lead conversion rates. He underscored the value of nurturing leads and cautioned B2B marketers against dismissing traditional marketing channels without rigorous testing. https://youtu.be/KXVmywNsfP0 Topics discussed in episode: [02:36] Why top-of-funnel lead qualification breaks down in B2B. [16:37] How to define and operationalize your Ideal Customer Profile (ICP). [12:17] When MQLs hurt more than they help, and how to fix them. [26:14] How A/B testing and data-driven decisions improve lead conversion. [27:53] Why lead nurturing is critical to long sales cycles. [34:05] When to test (not abandon) traditional B2B marketing channels. Companies and links mentioned: Gabe Lullo on LinkedIn  Alleyoop  ZoomInfo  Salesloft  Adobe  Transcript SPEAKERS Gabe Lullo, Christian Klepp Gabe Lullo  00:00 So we’re doing top of funnel activities, and then we’re sending leads over. The sales team takes them, and then what we find, a lot, we hear this all the time, is leads aren’t closing. And what’s interesting is that it was never a lead problem. It was more of a, you know, seller problem. I don’t mean to put blame on it, but companies come to us saying, hey, my sellers are saying we don’t have enough leads, we don’t have better leads, we don’t have good leads, and they’re the ones complaining about the lead. So they come to us to fix the lead problem. We fix the lead problem, but it doesn’t fix the revenue problem. It’s still not closing. So what is it? Christian Klepp  00:30 Traffic is cheap, but conversion is not too many CMOs (Chief Marketing Officer) are watching brilliant, creative go to waste at the top of the funnel, because what’s passing through as qualified just isn’t so how can you identify where the real bottleneck is, and why is rethinking how MQLs (Marketing Qualified Leads) are defined and scored the single most strategic fix? A CMO can make welcome to this episode of the B2B Marketers on the Mission podcast, and I’m your host, Christian Klepp. Today, I’ll be talking to Gabe Lullo, who will be answering these questions. He’s the CEO of Alleyoop, a sales development agency working with industry giants such as ZoomInfo, Salesloft and Adobe. Tune in to find out more about what this B2B Marketers Mission is, and off we go. Mr. Gabe Lullo, welcome to the show, sir. Gabe Lullo  01:17 Christian. Thank you so much. First off, I’m a huge fan of yours, so is my team, and we just appreciate all that you do for the industry. And I’m so excited to be here. Thanks for the invite. Christian Klepp  01:28 Wow, wow. Thank you. Thank you so much. Right off the gate with the praise, thank you, sir. Gabe Lullo  01:33 Well, you deserve it, man, you’re the best. What do you do. I love it. I love your show, and I love being a part of that. Christian Klepp  01:38 I appreciate that. I appreciate that. You know, we really had an awesome, like, pre-interview conversation. I’m gonna say, like, you know, talking about coming up to Toronto and Buffalo and what have you. And I’m really looking forward to this conversation, Gabe, because, man, you know, what? As much as some Marketers probably don’t want to hear this. It’s an, I think this is an absolutely necessary conversation to have. Right this topic that we’re going to talk about, and I will not keep the audience in suspense for too long. I’m just going to jump into the first question, if you don’t mind. Gabe Lullo  02:09 Yeah, no problem. Let’s get right into it. Christian Klepp  02:11 All right, so Gabe, you’re on a mission to provide the ultimate assist to your clients by setting them up for success. So for this conversation, let’s zero in on the following topic of how B2B Marketers can fix qualification at the top. So here comes the first question in our previous conversation. You talked about many marketing funnels being a leaky bucket. Can you please explain what you meant by that? Gabe Lullo  02:36 Yeah, I think companies right now are going to market in a very hodgepodge type of way, you know, ICP (Ideal Customer Profile), you know, we throw that terminal around a lot, and, you know, people think they know what it is, or feel like they have it drilled down, or feel like it’s completely locked, locked in. And then clients invite us in, and we realize it’s not the case, and it’s not just what the ideal client profile is, which, of course, is quintessential to going to market, and it’s really the first step to qualification, isn’t it, right? But on the other side of it, it is, you know, is there a product market fit? Is there a pricing that needs to be aligned? What’s the competitive landscape look like? So when we’re having live conversations, our sellers are making, you know, 11 million cold calls a year. That’s front of the line conversations, right? And we can hear, understand, and truly, you know, debrief with what each call is sounding like, so we can then narrow in what those qualifications should be. You know, a lot of you know, let’s say VPs of sales come into the sales development side of the house or the marketing side of the house, and they apply sales training methodologies to top of funnel qualifications, and it really gets broken as well. So there’s a lot to unpack, but I’ll give you an example. You know, band for instance, but you know budget authority needed timing. Like, is that really the right qualification at the top of the funnel, or does that really, you know, evolve the seller and the demo and the discovery call at that moment in time. So really understanding who’s in charge of that top of funnel and what their experience is also as a part of it, in my opinion. Christian Klepp  04:13 Absolutely, absolutely and you’re absolutely right. There’s so much to unpack here, but I have to ask just from your experience, and I know you have a lot, it seems like it’s just, there’s so many moving parts in this ecosystem, and a lot of like, well, what causes the leaky funnel? I’m gonna say is a lot of the things that you just mentioned, right? It’s a lack of understanding of who the actual ICP is. It’s probably also, especially the bigger the the organization gets sorry to everyone out there, but the lack of ownership and accountability, the lack of an actual strategy, like, where’s this all gonna go? Right? Gabe Lullo  04:54 Oh, it’s interesting. Yeah, I find this to be our except we so we’re doing top of the funnel activities, and we’re sending leads over, the sales team takes them, and then what we find, a lot, we hear this all the time, is leads aren’t closing. And what’s interesting is that it was never a lead problem. It was more of a seller problem. Now I don’t mean to put blame on it, but companies come to us saying, hey, my sellers are saying we don’t have enough leads, we don’t have better leads, we don’t have good leads, and they’re the ones complaining about the lead so they come to us to fix the lead problem. We fix the lead problem, but it doesn’t fix the revenue problem. It’s still not closing. So what is it? It’s the entire channel, right? It’s the entire sales journey, and we have to make sure that all of those things are working like an engine, right? All the cylinders are working at the same time in the same motion, to truly know what the problem may be. So that that’s really exposed a lot when we step in and start doing top of funnel activities, Christian Klepp  05:55 Absolutely, absolutely. And that segues into the next question, which I feel you’ve already answered to a certain extent. But where do you feel the true bottleneck lies, and that may be dependent on the company, right? Because each company maybe has a different set of challenges. And most importantly, okay, where does the bottleneck lie? And how do how can B2B Marketing teams help address the bottleneck and not be part of the bottleneck? Gabe Lullo  06:21 Yeah, absolutely. I mean, there’s an eight step approach to sales. That’s what we call your sales journey, right? You have, obviously, you know, list building, and then we have, of course, outreach, we have qualification, we have discovery call, we have demo, we have, you know, closing or negotiating. We have client success. I mean, that’s the basic funnel, if you will. So is our, I should say, all of those things operating at the best of its ability. And what is broken, and it’s, it’s the old, you know, Henry Ford approach the assembly line. You know, there’s an assembly line and building a car, and there’s an assembly line in sales. And you have to know those steps, firstly, two, you have to know if those steps are working correctly, and figure out where that bottleneck is, and then, you know, take those blockers away so that those cars are flowing in and the production line doesn’t stop and we’re, you know, executing on the results that we need to serve our clients. Christian Klepp  07:16 100% agree. But now I’m gonna throw in another like wild card question, and I know you can handle it, right? When companies like yours come in to help organizations, right, there are times, even from my own experience, where the internal teams look at you and go, What are those guys doing here? Right? Like, is my job on the line. So they feel, they feel threatened, right by by somebody coming in and providing an external perspective. So I guess the question is, how do you deal with that kind of push back to help fix this leaky marketing funnel? Gabe Lullo  07:57 Yeah, it’s very important, right? Because a lot of companies come, you know, come in like us, and say, You know what, we’re going to come in here and try to solve the problem, or rip and replace or threaten the job. And it’s interesting, our point of contact, usually is the person who may be, you know, being fired because of our success. Well, we don’t want to approach it that way. So we set clear expectations that, hey, listen, we’re not here to rip and replace we are here to work as a parallel to what you’re existing doing, so we can A/B test and share best practices and be collective in those results. A lot of companies who have existing teams in place usually put us in scenarios where we’re bringing something new to market, or we’re reaching out to a market that is you know, you know, a new product line or a new segment, and we’re bringing that in. We do, however, see about a 20 to 30% increase in existing production when an outside partner comes in, because, again, we are sharing best practices. We’re all working together, but there is some pressure on the line when they see it. You know, another great player on the team playing ball. However, we did put a mechanism in place that really helps alleviate the fear, if you will, of that rip and replace scenario. Very unique thing to us, only a handful of companies I know about, of hundreds and if not thousands, that do what we do, do this. And here’s what it is, a lot of companies want to hire everything within and bring everything in house, in the sales development side within, because they graduate those people into account executives or closers or higher level performers or managers, so that graduation of career placement is there if you do it in house. So what we say is, you know what? You can have that great feeling of growing and building your team in house with us too. So all of our reps (representatives) who come work here, and all of our clients who enroll with us know that they can hire our reps and and bring them into their payroll and into their in house team with our help. So that’s a really good way of curving the fear, because they know, hey, this person who’s executing this outbound activity could be our next closer, and we can hire them to not take again, to not take away from what their current teams are doing, but to add to and grow that existing team they have. Christian Klepp  10:14 Absolutely, absolutely, and you know where I’m going with this, right? Because, like, you know, far too often, especially the higher ups that are not involved in the day to day, that are looking at this from the, I call it the Mount Olympus perspective, right, looking down at the land of the living, right? Like, why are you bringing in an external partner? Isn’t that your job to fix it? Right? But there are benefits to your point of, like, bringing in somebody that’s external, that’s not privy to, perhaps, some of the bias, some of the, certainly, the, certainly the organizational like dynamics and politics, which may, may be more detrimental than useful, right? Gabe Lullo  10:50 Yeah. I mean, we do punchy contracts, right? We have a six month minimum engagement. But so when we do that, you know, we’re saying, Hey, listen, we’re, we’re going to work with you for six months. We’re going to give it everything we got. And if it’s something you want to bring in-house from our team, great. If it’s you want to continue, great, or if you’ve learned a lot and you’re able to duplicate our efforts, also great too. So again, we’re not going in there saying, Oh, this is our world. Now. Get out of the way. Good luck, you know, and giving pink slips to people, it’s about really, again, how can we help? How can we assist? How can we hit this number? It’s not getting hit. There has to be reasons why. And let’s figure those numbers out, and let’s figure out the reasons why. And then, and then we move on, you know. So there’s short contracts, and then there’s very, very long contracts, you know, ZoomInfo has been a client off and on for the last decade. We’re doing a program right now where they just launched a lot of cool things, and we’re helping them so companies like that, size and stature, still come to outside help when necessary, when the timing is right and the fit is right. Christian Klepp  11:55 Amazing. Amazing. All right. Next question. So why do you believe rethinking how MQLs are defined and scored as the most strategic fix that a CMO can make, and what are some of these other key pitfalls that Marketers should avoid, and what should they be doing instead? I mean, let’s, let’s keep the conversation constructive here, right? Gabe Lullo  12:17 So defining and scoring MQLs is by far one of the first things, if not the most important thing, to start with, right? Because that is, again, the start of that assembly line. You know, garbage in, garbage out. And so if we’re not actually understanding why those MQLs are, the MQLs that we are saying they are, and what those triggering events are causing them to be considered. MQLs could truly dictate whether or not we’re receiving garbage into the funnel versus excellence and extraordinary leads and MQLs into the funnel. So again, it’s going back to that ICP, like we discussed earlier. It’s determining, okay, are these worthy and does it make sense to continue this, lead this MQL down the funnel, and will it produce results? Should it even be in the system at all? So knowing that up front, like I said earlier, it’s like the raw material. You know, if you have really bad raw material that you’re using to build your cars, you know, no matter how great it comes out at the other end, it’s not going to be a quality vehicle. So it’s that, it’s the raw material that we need to make sure that’s first and foremost, because it’s the start of the entire process. Christian Klepp  13:29 Yeah, yeah, no, that’s for sure. Because, you know, how many times have you heard that, right? Like the marketing team says, well, we’ve, we’ve got, we’ve generated the MQLs, we’ve passed them on to the sales team now, so we’re good, yeah, but that’s not where it stops, right? Like, so especially if the MQLs are, like, not qualified, right? Gabe Lullo  13:48 No, I couldn’t agree with you more. And again, having sales and marketing work synergistically in that determination is paramount. You know, so many companies, and it’s the old adage, and I think it’s almost a cliche now, because it’s been said so many times that you know, sales is throwing spears over the fence to marketing, and marketing is throwing another spear back to them, and they’re fighting back and forth over this wall. The deal is, you got to break down the wall and start having conversations. And again, sellers have to give feedback on why we’re seeing this to not be the right fit, and Marketers have to be curious and asking what those things may be happening on those conversations, so they can go find the MQLs that that is worthy. Christian Klepp  14:30 Absolutely, absolutely. And on that topic, what are some of these other pitfalls that marketers should be looking out for, and what should they be doing instead? Gabe Lullo  14:39 Yeah, I think what right now is that you have to really understand your channels. You know, a lot of Marketers right now are doubling down on things that may not be producing the results that they have been expecting. Maybe a year from now, two years from now, every company is different, every ICP is different, and every industry is different. I’ll give you an example. You know, if you’re reaching out to sellers and you know, red. Heads of revenue, you have to have a totally different approach than if you’re reaching out to VPs of technology and cyber security. Now that may sound basic, but if you were coming from a company and you’re in your head of marketing, and you’re coming from a company where your ICP and your persona is all tech based companies, or all tech based personas, and you go into a new industry or a new company, and you come with that lens. It’s not the right approach. You know, sellers like to pick up the phone. They think they’re customers. They use the phone all day long. They pick up the phone all the time. Maybe that’s the right channel, right? CTOs (Chief Technology Officers), CIOs (Chief Information Officers), CSOs (Chief Security Officers), they are not usually picking up the phone. Maybe they’re their channels significantly different, and so you have to realize, understand what your persona is, so you can do marketing activities towards that total addressable market that resonate and hit home and get their attention. And it could be just as much as where they live in regards to where, where do they associate with, what, what channel are they living on? Are they people that pick up the phone? Are they ones that live on LinkedIn? Are they ones that go to Instagram? Are they ones that go to conferences? Where is your audience? And know that first and then go talk to them? Christian Klepp  16:10 That’s definitely a great insight. You know it. I know it. The problem is that there’s so many teams out there that skip this part, right? Like that, like that. That detailed breakdown you just gave us about the different let’s call them like, the different personas, the different behaviors, the different channels, like, Why do you think a lot of teams out there skip this part? Is it because of the the time crunch, the pressure to deliver immediately is all of the above? Gabe Lullo  16:37 Yeah, I think, you know, there’s a lot of boardrooms out there. They come out with this unique product, and then with all they do is they do is they look at the TAM, what’s the total addressable market? But that’s like saying, I want to go catch a tuna fish. But you know, let’s just look at the entire ocean. Like, okay, we have to be more specific. Where do the tuna fish actually swim? Where part of Do they like warm water? Do they like the coast? Are they more towards New Zealand, or are they up towards the Massachusetts? So you have to know where your school of fish are. If you want to go fishing, you can’t just look at the entire ocean as the market. And I think narrowing it down to understand patterns and where people are so you can go talk to them is the right approach, versus this spray and pray mentality that I feel marketing has been living in for many, many years, and now it’s becoming more self evident because of AI, right? Because AI can tell us a lot of these things. AI can do a lot of analysis and research, and it’s giving us insights that we’ve never been able to really see before because of the speed and quickness of it. And so I think we are getting to a point, and I’m hopeful that we are more specific with our total addressable markets in new companies specifically that may not have the experience or the capacity like they used to. And I think it’s exciting. Christian Klepp  16:37 Oh Gabe, you just open the door to another question there. Man. Gabe Lullo  16:37 Like, start with an A. Christian Klepp  16:37 Yeah, it starts with an A. But, like, you know, since you brought it up, I’ve got to ask AI, right? Gabe Lullo  16:37 Yeah. Christian Klepp  16:37 And in terms of, like, helping to fix a leaky marketing funnel, how do you from your experience and your perspective, how do you think AI is helpful, and how is it harmful? Gabe Lullo  17:23 Sure. I mean double edged sword, right? We love AI. We accept it. We know it’s here. We’re not scared of it. We’re not running away from it, but we’re also not ripping and replacing things too abruptly with with the implementation of it, either. For instance, I’ll give you real examples. Are we telling AI to go make cold calls? Well, no, it’s illegal, technically. Secondly, are we using it, though, on the flip side, to train our reps on how to effectively handle great questions and objections through an AI sparring partner? Yeah, we are, and it’s amazing at it. So we actually have our reps when they’re brand new and onboarding or launching into a new campaign. We program the robot, the AI right to be able to have conversations in real life time with our reps, to literally spar with them. And it’s like practice. It’s a sparring partner before they go live onto a campaign, and it prepares them immensely before the live show, before they’re before they’re active, right on the campaign. So this is one way we’re doing it. Other ways, obviously email, messaging, obviously personalization, obviously research, you know, pre-call research, account research, determining who’s picking up the phone when they pick up the phone, how many times does it take to call them? You know, time zones? What’s the best time to call them? And it’s crazy what it could do, but it’s really, really helpful. But it’s not a crutch. It’s an assistant, and that’s how we’re approaching it. It’s not replacing human to human communication. If it was. Maybe you and I would just have our AI avatars do this podcast right instead of we’ll be on a beach somewhere, maybe we’ll be there in the future. I’m not predicting it, but I will say there’s a huge, significant role it plays right now, but it is not a role that’s, in my opinion, supposed to replace everything. It can replace a lot, but not everything. Christian Klepp  20:20 Absolutely. I mean, it certainly requires a lot of like, human intervention, right? And it’s and it’s constantly learning, and it’s learning quickly, which I think is to its benefit, to its detriment. And I think that’s, that’s your point as well. There’s a lot of stuff out there that’s AI generated that just looks off, starting with videos even, even like in I don’t know if you’ve dabbled with Google notebook, right? It can, it can take all that content and turn it into an audio file. And it’s scary. How real it sounds. Gabe Lullo  20:54 It is pretty scary. And I have seen tools like that. I love there’s one right now, where it’s actually tracking not even what someone is saying, but how they’re saying it. So tonality, right is a huge piece of communication, as we know, and so it’s literally listening to calls and sales calls, and not just again, we’ve seen it before, like, you know, Gong and others, where it’s telling, hey, maybe say this. Don’t say that, but it’s also giving that score of how they’re delivering that message, which, in my world, is huge because, you know, I could read a script, or I can, you know, have an amazing performance, and that’s how we approach, you know, the way we communicate on a phone call. So that is why we’re so excited. Because there’s new tools coming out all the time that are really, really impactful, for sure. Christian Klepp  21:42 Absolutely, absolutely. So you’ve touched on this a little bit like in the past couple of minutes, but explain how market research and strategy help to develop a solid marketing funnel, not a leaky one. Gabe Lullo  21:55 Yeah. I mean, I think it’s your playbook, right? You know, you have to have a built out playbook, and it’s your guide. And it’s not just important to go to market with a playbook, but it’s also going to market to scale, right? You know, once you get it to work, the ever everything after that is, how do we duplicate and how do we scale? So the playbook is that design is the architecture behind your strategy. So when we do start pouring fuel on the fire and we’re adding people, we’re adding leads, we’re adding workflows, we’re adding everything outside of that, we still go back to the playbook. It’s like the Constitution, right? Everything based off that in our country. I know we’re in different ones, but my point is is, is you have a framework, right, that we go off of and that playbook is so vital to our importance of market research gives us a great understanding of where that playbook is built and how it’s designed and how it’s architected, and that’s how we that’s how we do it here. Christian Klepp  22:55 And even how the playbook can be iterated, right? Because let’s not forget that it’s not written in stone. Gabe Lullo  23:01 Evolving. Yeah, absolutely. I do want to warn people, though, evolve with time. Be patient, right? You know, marketing, sales, development, it’s not a light switch. Yeah, I always say it’s like boiling water, right? So a watch pot technically does boil. It’s just painful to watch. So, but the point is, is that you have to give it enough time to see if that playbook is yielding results. What you don’t want to do is change the play, you know, too many times in the middle of the game, because then you look confused and confused. People do nothing, right? So, yes, is it evolving? Does it pivot? Does it grow? Do you do you change things up, of course. But also you want to do it in a tactful timeline to make sure that it is truly a working playbook or not. Christian Klepp  23:47 Absolutely, absolutely. And you brought something up, and I have to ask this, this next question, it’s… We know, from a marketing point of view, that rolling out these initiatives and seeing the results takes time, yeah, but we’ve had, I’ve certainly had this experience in B2B, that there are people, again, at the top, that don’t have oversight into the day to day, and probably also don’t understand quite how the process works, that don’t have that patience, right, that are telling you, like, hurry up and deliver like, we want results right now. So what do you say to those, I guess the people that are doubting that this initiative needs more time than they think it does. Gabe Lullo  24:30 Yeah. I mean, I think looking at benchmarks and case studies and past results is very important, like I said, Back to the boiling of water. You can show a thermometer as well, like you can see, is it working well? You can put a thermometer in a boiling pot of water and watch the temperature go up, right? And it gives you a clear indication and forecast, if you will, that you’re going to achieve boiling point eventually. It’s not just again, you put the water in and then. And you all of a sudden, measure boiling. You have to measure along the way, and that’s we want to do. So what the ways we do it specifically is, if we’re working on a campaign that is almost a look alike campaign to another company, maybe it’s in the same industry, same ICP, you know, same your size, same scope, we can look at that historical result and say, Hey, by the way, if we do these, these, these and these, you’re going to we’re going to expect boiling point at this time based on a company that’s very similar to yours. Now, is it identical? No, maybe that company has really bad sellers we talked about. Maybe that company doesn’t really care about content and they’re just missing the boat there. Maybe they have a crappy website, like, I don’t, there’s different levers that could, you know, alter the recipe, but we can absolutely make highly educated guesses, as opposed to just trying to wing it or give false expectations. Christian Klepp  25:54 Yeah, yeah, no, that’s absolutely right, all right. I mean, you’ve given us a lot of, like, recommendations, a lot of actionable tips. So walk us through, and I know it varies from company to company and case by case, but walk us through the process of how you actually fix a leaky marketing funnel. Like, what are the steps? What are those key components that absolutely have to be in that process? Gabe Lullo  26:14 Yeah, you have to, you know, inspect what you expect. You have to understand what your messaging is, and you have to A/B test it all the time. I A/B test everything, whether it’s data vendors, whether it’s email messaging, whether it’s LinkedIn content, what you have, obviously mechanisms, depending on what tech you’re working with, what vendors you’re working with, or your history or historical results are to give you grades and scores and A/B testing everything. So if you have, you know campaigns that are running that are successful, you should be able to know how to measure that. That’s what’s so important. So you have to have inspect, inspection tools in place across everything you’re doing on those campaigns to tell you, Hey, this is broken, this is leaky. This isn’t working. Or on the flip side, this is crushing right now. This is totally resonating right now, and we’re loving these, seeing these numbers, and then pour fuel on that fire and focus on that and remove the other ones, and still A/B test, because you always want to keep getting better. So A/B test everything, define the leaks, and then try to fix those leaks as fast as possible. Christian Klepp  27:23 Fantastic, fantastic. And because we’re talking about marketing funnels, I mean, like, I can’t help myself but ask you, okay, but what about metrics? Because that’s something that people want to see, right? But I’m not talking about like, let’s, let’s come up with this like, laundry list of like metrics, and you go down this deep rabbit hole. Like, what are the metrics that you would say, or you would advise B2B Marketers to look at to say, like, okay, we’re trying to fix the leaky marketing funnel here, and these metrics will help you to indicate that there is progress. Gabe Lullo  27:53 Yeah. I mean, it’s harder now than ever before to metric things out, and it’s because of tech that’s kind of getting in the way. You know, for instance, in an email campaign, there’s been some rules and regulations in the last recent years that prevents us from seeing whether or not there’s clicks and opens that are happening on email campaigns. I’ve actually removed many of those triggers completely away from our campaigns, because it’s preventing deliverability, and it’s preventing our ability to keep domains healthy. So there are a lot of moving parts right now that’s happening because of these AI filtration tools. I just heard Google just released that it’s going to now put disclaimers and emails saying that this was written by AI. And so there’s it’s ever involving so depending on I guess when your listeners are hearing this, it may be completely different in a year, but I will tell you that there are definitely things that we need to metric and we need to have KPIs for. But I think the priority of what we used to measure two, three years ago, is significantly different than what we measure today, because of those rules and regulations. So if we’re talking about emails, I want to know what we’re sending, who we’re sending it to, who obviously is responding. What are those responses look like? Is it turning to an actual lead? Are we turning on warm leads, or are we just looking at set meetings? You know, it’s interesting, right? There is only about 2 to 3% of the market ever wants to truly buy, and they’re in buying mode, and I think a lot of companies are just looking for those people, and about 20% of the market is actually interested in buying and we turn that entire segment off. It’s about 10 times more people. But if we can warm the nurture them correctly, and message them correctly, that’s where the rubber meets the road, and that’s where your gold is. I like to analogize everything. So, yeah, when you have a green apple, right? What do you do with the green apple? You put it on the window sill, and then the sun on the windowsill warms it up. Now, that doesn’t mean you just throw out the apple. That means you have a lot of opportunity. You just have. To nurture, and you be patient. And you have to know that timing is everything in business. So if you’re just looking for the red apples, you’re only gonna get 3% if you’re looking for green apples that turn into red apples, now you’re getting 25% so focus on the 25, be patient. Fix those leaky buckets, of course. A/B test, and then then you measure. Christian Klepp  30:20 Yeah or you get yourself an apple orchard. You mentioned one keyword there, nurture, right? I think that’s the one that’ll I see a lot of, like people in sales and even in marketing, right? They just don’t take that time to nurture those leads. They close in. I keep saying they close in for the kill too fast, right? Gabe Lullo  30:44 Yeah. I mean, go back to that food analogy, that the fruit analogy, again. Christian Klepp  30:49 Sure. Gabe Lullo  30:49 I’m on a roll with that. Christian Klepp  30:50 Please. Gabe Lullo  30:50 It’s the low hanging fruit cliche, right? Christian Klepp  30:52 Yes. Gabe Lullo  30:52 Everyone focuses on the low hanging fruit. They’re not focusing on what else is part of that harvest. They’re not focusing on the nurturing. They’re not focused on watering. They’re not focusing on circling back, following up, checking in, providing value in those checks. Not just say, Hey, I’m following up, no, provide value in those seconds, right? And that’s again, that’s where you see excellence happen, you know? And there’s a lot of young, and I don’t mean to be age, but like tenure, people that are experienced, that are in these experience roles right now, and I feel that they’re just trying to get that quick answer and that quick response. And we’re in this like dopamine, like, you know, hit like social media environment right now. Not to go off topic, but I think people are not again, they’re in this microwave society, and they don’t understand the value of nurturing. And if you do and you treat that part seriously, wow, it usually is a windfall at that time. Christian Klepp  31:47 Absolutely, absolutely. It’s an art, a skill, a craft, isn’t it? Right? All of you love, okay, my friend, we come to the point in the conversation where we’re talking about actionable tips, and Gabe, you’ve given us plenty, all right, but just think of this kind of like a recap. If there was somebody listening to this conversation that you and I are having, and you want them to walk away with three to five things that they that they can take action on right now, when it comes to fixing a leaky marketing funnel, what would they be? Gabe Lullo  32:17 Well, I think the best thing is you have to really decide if you have the right people in place, right, and are they? And it doesn’t mean that they are the ones that are going to bring it home. It doesn’t mean that they’re they don’t need support and training and love, like, do they have the commitment? Do they have good experience? Are they willing to roll up their sleeves and get get a little dirty, and if you feel like you have a great team in place of people that are ready to get to work and solve some problems. I think that is literally step one. Step two is, do we have the messaging in the mark, in the ICP nailed down? We really need to know that, because, again, there’s no point of building a campaign if you don’t know who you’re sending it to. And then, thirdly, you really have to make sure that you’re willing to A/B test. It’s hard enough to build a campaign, but it’s much more difficult to build two or three campaigns. Run three campaigns, right as opposed to one, and score each of them to determine what’s working, what’s effective, and what’s not, and then you pivot based on those results. So I think finding a great team is basic and fundamental. Finding a great ice or determining a great ICP is before you build the messaging and then measure the message across multiple campaigns, and then you should be on your way Christian Klepp  33:29 And test, test, test, everything, right? Gabe Lullo  33:34 Yes, it’s great. It could be working. It’s exciting, but maybe there’s a significantly more effective way of doing it, even though it’s still working, and let the data make those decisions for you and drive everything based off data driven decisions, and that’s how you should be operating. Christian Klepp  33:51 Absolutely, absolutely. All right. Here comes the soapbox question, a status quo in your area of expertise that you passionately disagree with and why? Gabe Lullo  34:05 Yeah, I think the big thing right now, and I have to just kind of talk about my space, because you said in my industries, like, there’s a lot of, you know, people out there soapboxing, to be exact, on things that are dead or not. And I will tell you that, you know, cold calling is dead, emailing is dead. You know, LinkedIn is dead, or all of these things and and when you peel back the onion, you notice that those individuals who are saying that users are trying to sell a book or something, and nothing against selling books, but it sounds like there’s a personal agenda and not actual operational intelligence that is dictating what they’re saying. So to your point about testing everything, don’t assume something is not going to work just because someone said it on the internet. Test it and then decide if it’s going to work. And it may surprise you in a big, big way. Christian Klepp  34:56 I truly believe that, man, I truly believe that. I mean to your point. About, like, email being dead. I mean, I did close one client who was a guest on the show, and it took me a year to close, but I closed it through email. Gabe Lullo  35:09 Yeah. Christian Klepp  35:11 Right. And it’s to your point, it’s sending, sending that person articles that were relevant to that person’s industry and saying, like, Hey, I read this the other day, what are your thoughts on this? And here’s my take. What do you think? Gabe Lullo  35:24 That is the best way to do an email, right? You know, we do a lot of content and on social media, we do a lot of podcasting, posts on LinkedIn, but that’s all great, but where the rubber meets the road is you take that post and you send it in an email or a direct message and say, Hey, listen. This made me think of our last conversation, and I really liked the way that this person mentioned this. Do you think you know that there is, is the timing right here to reopen this conversation, and you feel like the problem is still existing in your world, and love to see if we can solve it for you, that type of content, that type of message, that type of verbiage at the right time in a nurture campaign like we discussed, close one business, right? That’s how it works. Christian Klepp  36:08 Absolutely, absolutely okay. Here comes the bonus question, and for those of you that are listening to the audio version, Gabe’s got two guitars right behind him, so I’m just gonna go on a hunch here that he likes playing guitar, right? So the question is, if you had the opportunity to, like, go on a tour with your favorite guitarist/musician, who would it be, and where would you go? Gabe Lullo  36:36 Wow, I love this question. I do play the guitar. I’m a bet big avid music player. Love Rock as well, but all genres, I will say, in real life, we just actually my family, my wife and daughter and I went to go see Oasis reunion tour, which was in Toronto, actually, out of all places. Christian Klepp  36:53 That’s right, you mentioned it. Gabe Lullo  36:54 Yeah, we went to see that. It was epic. Obviously, the brothers have been apart for many years. A lot of drama there. But yeah, you know, I’m old enough to remember their original songs, so it was cool to reminisce and introduce my daughter to that music, which was pretty cool. We’re gonna go see Paul McCartney in a few weeks. He’s on tour now and never seen him or I’m a big fan of The Beatles, and I think that would be really exciting to tour with him, obviously. And I think those are definitely both of those right there kind of sum up the type of music that I resonate with. Christian Klepp  37:26 Amazing, amazing. I just remember, like, this is, this is a couple of years ago. I think he’s already passed away, but Compay Segundo. Gabe Lullo  37:33 Oh yeah. Christian Klepp  37:34 Buena Vista Social Club. And the guy was in his 90s, and they were, they had a concert, and they they brought him up in stage in his wheelchair, helped him get up, get out of that wheelchair, and they gave him that guitar, and off he went, Man, like, Gabe Lullo  37:48 Yeah, yeah, that’s amazing, man, that’s amazing. Christian Klepp  37:53 Gabe, this has been such a great conversation. Thank you so much for coming on and for sharing your experience and expertise with the listeners. So please quick intro to yourself and how folks out there can get in touch with you. Gabe Lullo  38:03 Yeah, LinkedIn is the best way to connect with me directly. I post twice a day, every day. We’re very bullish with our content. There’s a lot of free material there. We have a newsletter, so please take a look at that, and if you like what you see, and he heard today, you know, reach out, and I’ll definitely be responsive. And you know, anyone who is looking or struggling with the after-sales motion, which are after marketing motion, that sales development function, that’s where we play, and we’d love to look at what you’re looking for and see how we can help. Christian Klepp  38:33 Sounds good. Gabe, once again, thank you so much for your time. Take care, stay safe and talk to you soon. Gabe Lullo  38:38 Thanks, Christian. Christian Klepp  38:39 All right. Bye for now.

Today I'm joined by Andrew Spitzer, COO of Spitzer Autoworld. Spitzer breaks down how his fourth-generation family business doubled its footprint to 26 rooftops while maintaining radical showroom etiquette. He reveals why he bans AirPods on the floor, how a chance encounter with Henry Ford shaped the group's legacy, and the specific ways they use AI to scale high-touch customer service. We also explore the group's "Elite 8" meritocracy and why service retention is now the primary driver of their long-term growth strategy. This episode is brought to you by: 1. Merchant Advocate - Merchant Advocate saves businesses money on credit card fees WITHOUT switching processors. Find out how they can help your dealership with a FREE analysis. Click on @ http://merchantadvocate.com/cdg for more. 2. Impel - Meet the AI Operating System built for a new era of automotive retailing. From CRM to service bay, from website to DMS, it unifies and orchestrates every part of your dealership operations—and your customer lifecycle. Visit @ http://impel.ai and and discover how Impel AI turns routine interactions into VIP experiences. 3. Nomad Content Studio - Most dealers still fumble social—posting dry inventory pics or handing it off without a plan. Meanwhile, the store down the street is racking up millions of views and selling / buying cars using video. That's where Nomad Content Studio comes in. We train your own videographer, direct what to shoot, and handle strategy, to posting, to feedback. Want in with the team behind George Saliba, EV Auto, and top auto groups? Book a call @ ⁠http://www.trynomad.co⁠⁠⁠⁠ Check out Car Dealership Guy's stuff: For dealers: CDG Circles ➤ ⁠⁠https://cdgcircles.com/⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Dealership recruiting ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgrecruiting.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Fix your dealership's social media ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.trynomad.co⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ For industry vendors: Advertise with Car Dealership Guy ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgpartner.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Industry job board ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://jobs.dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Request to be a podcast guest ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠http://www.cdgguest.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Topics: 00:39 What is modern showroom etiquette and technology? 03:12 What is the history of Spitzer Auto World? 06:40 What are Spitzer Auto World's core marketing and branding strategies? 08:21 How does Spitzer Auto World engage via social media? 13:23 What drives Spitzer Auto World's acquisition and growth strategy? 19:46 How do cultural touches enhance customer experience? 27:32 How does a centralized BDC and meritocracy work? 30:07 How is AI used in sales and service? 36:26 What is Spitzer Auto World's service retention and VIP program? Car Dealership Guy Socials: X ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠x.com/GuyDealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Instagram ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠instagram.com/cardealershipguy/⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ TikTok ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠tiktok.com/@guydealership⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ LinkedIn ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠linkedin.com/company/cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Threads ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠threads.net/@cardealershipguy⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Facebook ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠facebook.com/profile.php?id=100077402857683⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ Everything else ➤ ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠dealershipguy.com⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠

If you look at the successful people in the world, they have a few things in common.   They strategized, planned, worked, and then published the outcome of their work.   From the railroad tycoons of the Americas to the car manufacturers like Henry Ford, they all had something in common.........they shared their secrets to success after doing the work.    In my life, setting up myself for success operates on one condition........that I put it on the calendar.    I get up in the morning, hit the gym and get a work out in whether I want to or not.   I get into work and put my head down.  My main objective is to get everything done so I can get home and go see my family.    Have family dinners.    Attend date nights.   Take vacations.    If you want to be successful, you have to get into the habits of doing the simple things, the unsexy things every single day.    About the ReWire Podcast   The ReWire Podcast with Ryan Stewman – Dive into powerful insights as Ryan Stewman, the HardCore Closer, breaks down mental barriers and shares actionable steps to rewire your thoughts. Each episode is a fast-paced journey designed to reshape your mindset, align your actions, and guide you toward becoming the best version of yourself. Join in for a daily dose of real talk that empowers you to embrace change and unlock your full potential.    Learn how you can become a member of a powerful community consistently rewiring itself for success at ⁠⁠https://www.jointheapex.com/⁠⁠   Rise Above  

Henry Ford set a record on this day in 1904. Learn more about your ad choices. Visit podcastchoices.com/adchoices

Back on this day in 1904 Henry Ford set a land speed record.  KTAR Timeline is brought to you by Beatitudes Campus. 

Many historians believe that the year of 1908 was one of the most significant years that altered the course of US history. Do you know what happened in 1908? --- Henry Ford's creation of The Ford Model T automobile. Henry Ford dreamed of everyone having the ability to travel faster and travel further than they had ever gone before. So he and his team of engineers perfected the Industrial Assembly Line and successfully created the first affordable vehicle for the average American. Remarkably, this new affordable mobility didnt just move people, it reorganized a nation and started a revolution. After learning this, it got me thinking, "What if our church was as passionate to see a spiritual revolution as the Ford Motor Company was about the spreading of the Model T? What kind of revolution might we see?" Well, we don't have to guess, Luke tells us. Join us this week as we learn how prayer mobilizes us for mission. 

Season 14, Episode 382 reviews chapters 4–7 of Think and Grow Rich for Sales, showing how autosuggestion, specialized knowledge, imagination, and organized planning transform inner belief into consistent sales results. This episode explains practical steps to program confidence, build authority, paint future outcomes for buyers, and design repeatable sales systems that create certainty and close deals more naturally. Today EP 382 PART 2 of our Think and Grow Rich for Sales Series, we will cover: ✔ Chapter 4: Autosuggestion: How Your Inner Script Becomes Your Outer Results  Sales Application (Practical Use) Pre-call priming: Speak your outcome out loud before every call (“I bring clarity and certainty to this conversation.”) Language audit: Eliminate soft phrases (“I think,” “hopefully,” “maybe”) from your sales vocabulary. Repetition builds belief: Read your sales goals twice daily as if already achieved. Emotion matters: Read goals with feeling—belief is emotional, not intellectual. Interrupt negative mindsets: Replace “They won't buy” with “I help people make confident decisions.” Consistency over intensity: Daily repetition beats occasional motivation. Key Insight: Belief is built deliberately, not accidentally. ✔ Chapter 5: Specialized Knowledge: From Information to Authority  5 Sales Application Tips Organize your expertise into simple frameworks buyers can easily follow. Know their world better than they do—pain points, language, pressures, timing. Stop overloading: Say less, but say it with authority. Borrow brilliance: Use mentors, subject experts, and masterminds to extend your knowledge. Teach while you sell: Authority grows when you help buyers understand, not when you impress them. Key Insight: You are not selling information. You are selling guidance. ✔ Chapter 6: Imagination: Where Sales Innovation Is Born 7 Sales Application Tips Paint the “after” picture: Describe life, work, or outcomes post-solution. Use sensory language: Help them see, feel, and experience the result. Rehearse success aloud: Walk the buyer through implementation as if it's already happening. Normalize the decision: Familiarity reduces fear and resistance. Tell transformation stories: Stories activate imagination faster than facts. Slow the moment down: Imagination needs space—don't rush the close. Anchor certainty visually: “Imagine six months from now…” becomes a mental commitment. Key Insight: People don't buy solutions. They buy who they become after the solution. ✔ Chapter 7: Organized Planning: Putting Desire Into Action 6 Sales Application Tips Create a repeatable sales process you trust and follow consistently. Plan the work—then work the plan, even when results lag. Refine the plan, not the goal when setbacks occur. Prepare for objections before they arise—confidence comes from readiness. Track behaviors, not just outcomes (calls, follow-ups, conversations). Use structure to eliminate emotion-based decisions during the sales cycle. Key Insight: A plan creates certainty. Certainty creates momentum. Welcome back to our final series of SEASON 14 of The Neuroscience Meets Social and Emotional Learning Podcast, where we connect the science-based evidence behind social and emotional learning and emotional intelligence training for improved well-being, achievement, productivity and results—using what I saw as the missing link (since we weren't taught this when we were growing up in school), the application of practical neuroscience. I'm Andrea Samadi, and seven years ago, launched this podcast with a question I had never truly asked myself before: (and that is) If productivity and results matter to us—and they do now more than ever—how exactly are we using our brain to make them happen? Most of us were never taught how to apply neuroscience to improve productivity, results, or well-being. About a decade ago, I became fascinated by the mind-brain-results connection—and how science can be applied to our everyday lives. That's why I've made it my mission to bring you the world's top experts—so together, we can explore the intersection of science and social-emotional learning. We'll break down complex ideas and turn them into practical strategies we can use every day for predictable, science-backed results. Connecting Back to Our 6-Part Think and Grow Rich Series (2022) For today's EP 382, we continue with PART 2 of our Review of Think and Grow Rich for Sales, connecting back to our 6-PART Series from 2022[i]. Back in 2022, we didn't just read Think and Grow Rich—we lived inside it as we launched our year. Over a 6-part series that began the beginning of January 2022, we walked through this book chapter by chapter, not as theory, but as a personal operating system for growth, performance, and results. At the time, the focus of our 6 PART Series was broad. We covered: Personal development Mindset mastery Vision, purpose, and belief We covered the BASICS of this book that my mentor, Bob Proctor studied for his entire lifetime (over 50 years) that can be applied to whatever it is that you want to create with our life. Today, we are going to look at this timeless piece of knowledge, through a new lens. What we're covering today—PART 2 of our Study of Think and Grow Rich for Sales—is not new material. It's the application of this series, towards a specific discipline. You could apply this book to any discipline, but this one, I have wanted to cover for a very long time. How the 6-Part Series Maps DIRECTLY to Sales Mastery Here's the reframe that matters: Every principle we covered in 2022 becomes a sales advantage when applied correctly. Each of the 10 chapters explains how to further improve our inner state, and then we walk through how to make this change occur in our outer world, connecting each principal for the salesperson. And just a reminder that you don't need to be in sales for these principles to work for us. Think and Grow Rich for Sales How Inner Mastery Becomes Sales Results Inspired by Think and Grow Rich Through a modern neuroscience + sales lens   Chapter IV: Autosuggestion The Inner Script Behind Every Sales Call Core Idea: Your subconscious mind is always selling—either for you or against you. Sales Application: Language patterns that leak doubt Why we program confidence before the call Why tone matters more than technique Listener Takeaway: The buyer responds to your energy, not your words. Chapter IV — Autosuggestion How Your Inner Script Becomes Your Outer Results Autosuggestion is the bridge between what you think and what you experience. I first learned this concept while working with Bob Proctor in the seminar industry, and it fundamentally changed the way I understand my own personal results—both in life and in sales. At its core, autosuggestion is about creating order in the mind, (first) so your inner script consistently produces your outer results. The visual model that explains this in one simple view is the stickperson diagram, originally developed by Dr. Thurman Fleet in 1934. You'll see this image in the show notes, labeled A, B, and C. Here is what this diagram means. The Three Parts of the Mind IMAGE IDEA: From Dr. Thurman Fleet 1937 with his idea of Concept Therapy. A — Conscious Mind (Thinking Mind) This is the part of your mind you use when you are actively thinking: reading studying learning solving problems consciously making decisions This is where logic lives. B — Non-Conscious Mind (Emotional Mind) This is the most powerful part of the mind—and the most misunderstood. The non-conscious mind: accepts whatever enters it does not judge truth from falsehood operates primarily through repetition and emotion This is why: who you surround yourself with matters what you listen to matters what you repeatedly tell yourself matters Your non-conscious mind becomes the program that runs your behavior. C — Body The body is the instrument of the mind. Your body inherits what your mind expresses: thoughts affect emotions emotions affect physiology physiology affects behavior and results This is why mindset impacts: health energy confidence performance And why our thoughts, feelings and actions ultimately determine our results. They create our conditions, our circumstances and our environment. Why Autosuggestion Matters (Real Life Example) Because I learned this before I had children, I became extremely intentional about what was playing in the background of our home. News, negativity, and fear-based messaging go straight into the non-conscious mind—especially when the mind is in a submissive state, such as: early childhood (when your mind is wide open) right before sleep also while eating when relaxed or emotionally open This state of mind doesn't just affect children. It affects adults too. What we repeatedly hear becomes how we feel—and eventually how we act. This is why autosuggestion is not wishful thinking. It is mental conditioning. Autosuggestion and Alignment (Praxis) When your thoughts, feelings and emotions are aligned, you enter a state called praxis—the point where belief and behavior match. How do we enter this state? By: writing your goals reading them aloud repeating them twice daily you gradually impress belief onto the non-conscious mind. Over time: belief strengthens faith develops behavior shifts automatically Eventually, you don't have to force confidence. It becomes natural. Beyond the Five Senses: The Higher Faculties Before moving into Chapter V — Specialized Knowledge, it's important to introduce one of the most overlooked ideas Napoleon Hill emphasized: It's the 6 higher faculties of the mind. If you revisit Episode #67[ii], I explain how living only through our five senses can limit results. Our five senses are connected to the conscious mind. But beyond them lie six higher faculties, including: imagination intuition perception will reason memory Hill believed intuition and imagination were so powerful that he devoted entire chapters to them. These faculties allow us to: access deeper insight perceive what others miss gain a competitive advantage Intuition: A Sales Superpower If I had to choose three higher faculties most useful in sales for us to develop, they would be: intuition perception will Let's focus on intuition. Intuition is the mental tool that allows you to feel truth: a gut sense an inner knowing a subtle emotional signal It develops with practice—and trust. Putting Intuition Into Action (Sales) When you're presenting to someone, intuition answers questions like: Are they engaged, but holding a question? Do they need more information—or less? Is it time to continue… or time to ask for the decision? Highly intuitive sales professionals can sense: certainty hesitation trust resistance —even without being in the same room with this person. Sales at Its Highest Level This brings us back to Paul Martinelli's reminder: “Sales at its highest level is the transference of emotion. And the primary emotion is certainty.” When intuition is developed, you know: when certainty has been transferred when the buyer is ready when the close is natural Eventually, as your higher faculties become conditioned through autosuggestion, you access them automatically—without effort or overthinking. Closing Thought — Chapter IV: Autosuggestion Autosuggestion is not about forcing belief. It's about training alignment. When your thoughts, emotions, and actions match: confidence becomes automatic intuition sharpens results follow naturally Your inner script always becomes your outer results. And that's why autosuggestion is not optional. It's foundational. Chapter V: Specialized Knowledge Why Authority Always Outsells Enthusiasm Core Idea: Knowledge only becomes power when it's organized and applied. Sales Application: Moving from “presenter” to trusted expert Leading the conversation instead of reacting Why winging it destroys certainty Listener Takeaway: Mastery creates calm authority. Chapter V — Specialized Knowledge Why Expertise—Not Information—Creates Sales Success To further refine what we want to achieve, Chapter 5 of Think and Grow Rich introduces a critical distinction: not all knowledge is created equally. Napoleon Hill explains that it is specialized knowledge—not general knowledge—that separates you from everyone else and makes you valuable. Knowledge alone, Hill reminds us, is only potential power. “Knowledge (general or specialized) must be organized and intelligently directed, and is only potential power. It becomes power only when, and if, it is organized into definite plans of action and directed to a definite end.” (Chapter V, p. 79, TAGR) In other words: Information does nothing on its own. Application is everything. Why This Matters (Education vs. Application) This becomes clear when we think about formal education. Much of what we learn in school is general knowledge—useful only if we apply it in a specific way. Hill calls this the missing link in education: “The failure of educational institutions is that it fails to teach students HOW TO ORGANIZE AND USE KNOWLEDGE after they acquire it.” (Chapter V, p. 80, TAGR) This insight alone explains why so many intelligent people struggle to produce results—especially in sales. They know a lot, but they haven't organized that knowledge into a repeatable system of action. Henry Ford and the Myth of ‘Not Being Educated' Henry Ford is Hill's perfect example. Ford famously said he had a row of buttons on his desk—buttons he could press to access any knowledge he needed. He didn't need to personally possess all information. He needed to know: where to get it who to ask how to apply it Hill wrote: “Any person is educated who knows where to get knowledge when needed, and how to organize that knowledge into definite plans of action.” (Chapter V, p. 81, TAGR) Through his Master Mind, Ford had access to all the specialized knowledge required to become one of the wealthiest men in America. This is a critical lesson for sales professionals: You do not need to know everything. You need to know what matters most, and how to apply it. Why Some Ideas Succeed and Others Don't This principle explains why some books—and businesses—succeed at extraordinary levels while others, though insightful, fall short. Take Stephen Covey's The 7 Habits of Highly Effective People. Its impact wasn't just the ideas—it was the framework. Covey gave readers clear steps for how to apply each habit in real life. Contrast that with Eckhart Tolle's The Power of Now. An incredible book, (I love this book- I own it-and it's on my bookshelf). It's rich in insight—but for many readers, it's difficult to apply without additional guidance or structure. The difference is not wisdom. It's organized, specialized knowledge. “Knowledge is not power until it is organized into definite plans of action.” (Chapter V, p. 80, TAGR) What ‘Educated' Really Means Hill reminds us that education does not mean memorization or credentials. The word educate comes from the Latin educo, meaning: to draw out to develop from within An educated person is not someone with the most information—but someone who has developed the faculties of their mind to acquire, apply, and direct knowledge effectively. This is where Specialized Knowledge intersects with: imagination intuition perception will —faculties we explored earlier in the series. Chapter V Specialized Knowledge Applied to Sales In sales, Specialized Knowledge looks like this: Knowing your customer's world, not just your product Understanding patterns in their world that match with yours, not scripts that lack meaning Being able to simplify complexity for the buyer Organizing your knowledge into a repeatable sales process This is what creates authority. When something comes naturally to you—but amazes others—you are operating in specialized knowledge. That's where confidence comes from. That's where trust is built. That's where sales success compounds. How to Use Specialized Knowledge to Reach New Heights (Sales Tips) 1. Identify What You Do Naturally Well Ask yourself: What do people come to me for? What feels obvious to me but confusing to others? That's your starting point for specialization. 2. Organize Your Knowledge into a Framework Turn what you know into: a process a checklist a conversation flow Frameworks build confidence—for you and the buyer where you can point to them clearly where they are in the process, showing them how to move to where they want to go. 3. Learn Continuously—but Selectively Don't collect information. Acquire purposeful knowledge aligned to your goal. Ask: Does this help me serve better? Does this help my buyer decide? 4. Use a Master Mind No top performer succeeds alone. Surround yourself with: mentors peers coaches Borrow knowledge, insight, and certainty with every action that you take. 5. Apply, Review, Refine Specialized knowledge compounds only when used. Apply what you learn. Review results. Refine your approach. This is how expertise is built. Final Insight — Chapter V: Specialized Knowledge Sales success does not come from knowing more. It comes from knowing what matters, organizing it into action, and applying it consistently. When Specialized Knowledge is combined with Imagination, it creates something powerful: A unique and successful business. And this brings us naturally to the next chapters—where imagination, planning, and decision transform knowledge into results. Chapter VI: Imagination Selling the Future Before the Close                  Core Idea: People buy future identity, not features. Sales Application: Painting the “after” state Emotional buy-in before logical justification Don't quit when you are at “3 Feet from Gold” (Chapter 1, TAGR, Page 5). Listener Takeaway People don't buy solutions. They buy who they become after the solution. And it is the salesperson's role to activate the buyer's imagination—to help them see themselves on the other side of the decision. This brings us back to Paul Martinelli's reminder: “Sales at its highest level is the transference of emotion. And the primary emotion is certainty.” Imagination is what creates that certainty. Before a buyer can feel certain, they must first imagine the outcome: life after their problem is solved success after the decision is made themselves operating at a higher level When imagination is engaged, certainty follows. And when certainty is present, the decision becomes natural. Can you see how all of these success principles tie into each other? Like the colors of the rainbow. Chapter VI: Imagination Review of Chapter VI — Our Imagination “Imagination is everything,” according to American author and radio speaker Earl Nightingale, who devoted much of his work to human character development, motivation, and the pursuit of a meaningful life. Every great invention is created in two places: first in the mind of the inventor, and then in the physical world when the idea is brought into form. Our lives reflect how effectively we use our imagination. When we reach a plateau of success, it is not effort alone that takes us to the next level—it is imagination. Imagination allows us to see beyond our current circumstances and envision what is possible next. This is why creating a crystal-clear vision is so important. When we write and read our vision twice a day, we intentionally activate our imagination. Writing and reading that vision in detail stimulates recognition centers in the brain. What may initially feel unrealistic or even like a “pipe dream” begins to feel familiar. Over time, the brain accepts it as something possible—something achievable. Eventually, what once felt distant becomes something you can see yourself doing. And then, one day, what you imagined becomes your reality. When you look at the world through this lens, it's remarkable to consider how much has changed in just the last 50 years—and how quickly that pace is accelerating. These new innovations began in someone's mind first. The most recent leap forward is with artificial intelligence, but it follows the same pattern as every major breakthrough before it. Someone first imagined a world where: Amazon would dominate retail while owning almost no physical stores Uber would transform transportation while owning almost no cars Facebook would scale globally while creating no content Airbnb would become a hospitality giant while owning no real estate Netflix would redefine entertainment without being a TV channel Bitcoin would create value without physical coins Each of these began as an idea before evidence—a vision before execution. The same principle applies to our goals, our careers, and our success. Everything we create begins with imagination. When imagination is paired with belief, intention, and action, it becomes a powerful force that shapes not only individual outcomes, but the direction of the world itself.   Closing Thought — Chapter VI Imagination is not fantasy. It is the starting point of all progress. What you are able to imagine clearly today is what you are capable of creating tomorrow. How to Use Imagination for Sales Success Turning Possibility into Certainty 1. Understand the Role of Imagination in Sales Imagination is not fantasy. In sales, imagination is pre-decision certainty. Before a buyer can decide, they must first: see a different future feel themselves in it believe it is attainable Your job as the salesperson is to guide that mental rehearsal. People don't buy products. They buy the future version of themselves (with the certainty that you paint for them). 2. Imagine the Outcome Before the Buyer Does Top sales professionals do not start with features. They start with vision. Before the call, ask yourself: Who does my buyer become after the purchase? What changes in their day-to-day life? What problem is no longer taking up mental space? How you can support and guide them in this process. If you cannot imagine the outcome clearly, your buyer won't either.

Send us a text!Henry Ford built an incredible company that he intended to pass down to his sons. And for awhile, that's exactly what he did. But because of excessive wealth taxes, his sons eventually started the Ford Foundation. Today, it is a liberal non profit that has been hijacked by intelligence agencies and grotesque agendas. How did this happen? We'll also discuss Johann Kurtz's book, "Leaving a Legacy." How can we build families and businesses that last for a thousand years? We'll talk about the principles and strategies in this episode with Brian, Dan, and Eric. Did you know supporters of the show get ad-free video and audio episodes delivered early and access to our patron exclusive show the After Hours and interactive live streams with Eric and Brian?       https://www.patreon.com/thekingshallThis episode is sponsored by: Lux Coffee Company; Caffeinating the New Christendom with artisan roast coffee. Get 15% off your coffee with code "NCP15". https://luxcoffee.co/Armored Republic: Making Tools of Liberty for the defense of every free man's God-given rights - Text JOIN to 88027 or visit: https://www.ar500armor.com/ Talk to Joe Garrisi about managing your wealth with Backwards Planning Financial.       https://backwardsplanningfinancial.com/Visit KeepwisePartners.com or call Derrick Taylor at 781-680-8000 to schedule a free consultation.       https://keepwise.partners/Christian business owners go to reformedbusinessalliance.com/ncp and use code NCP to claim your free month. Invest in your business, your family, and your future go to http://Appalachiadigital.com/ncp to book a strategy call.Go to Mt Athos for sustainably sourced goat dairy protein and other performance products. Listeners of the show get a 20% discount site-wide with code "NCP20".     https://athosperform.com/Book your free strategy call at https://www.bonifacebusiness.com/ Join us at the New Christendom Press conference, The War for Normal, this June 11-14 in Ogden, Utah.  https://www.newchristendompress.com/2026 Support the show:https://www.patreon.com/thekingshall

Episode: 2817 Where do creative ideas come from?  Today, let's talk about creativity.

Nate continues Dumb BLEEP of the Week.   We look at various criticisms leveled against Elon Musk and Tesla's operations. Additionally, we explore controversial takes on recent events, including U.S. foreign policy on Venezuela, the classification of fentanyl as a WMD, and much more. Join us as we dissect these topics with a blend of humor and critical analysis. 00:00 Intro 01:14 Henry Ford and the 40-Hour Work Week 07:49 Elon Musk and Controversial Comparisons 14:15 Elon Musk's Wealth and Capitalism 25:19 ProLon Fasting Mimicking Diet 27:30 A Real Socialist Company 28:19 Company Achievements and Employee Benefits 28:55 Debating Socialist Business Practices 32:10 Trump's Influence and Jewish Relations 35:32 NDAA and Military Spending 39:01 Venezuela Oil and U.S. Interests 42:59 Ross Ulbricht and Silk Road

Today's HighWire pulls no punches. Del breaks down HHS's decision to withdraw funding from the American Academy of Pediatrics and the media reaction to RFK Jr.'s bold move. Jefferey Jaxen reports on the quiet return of flu lockdowns overseas—and the next pandemic narrative already taking shape. Then, Jefferey examines what's truly at stake as the AI race threatens to replace human labor at scale. Finally, epidemiologist Nick Hulscher, MPH, joins Del in-studio to reveal new findings from a reanalysis of the Henry Ford “vaxxed vs. unvaxxed” data—results that could redefine modern public health.Guests: Nicolas Hulscher, MPHBecome a supporter of this podcast: https://www.spreaker.com/podcast/the-highwire-with-del-bigtree--3620606/support.

Thanks to Allstate for sponsoring today's episode! Click here [https://bit.ly/463GZoO] to check Allstate first and see how much you could save on car insurance. This week on Past Gas, we're telling the story of Pininfarina — the small Italian coachbuilder that became the world's most iconic design house. Before their name appeared on Ferraris and Peugeots, Battista “Pinin” Farina was just a kid in his brother's shop dreaming bigger than Detroit. From turning down a job offer from Henry Ford to creating the MoMA-worthy Cisitalia 202, Pininfarina quickly rewrote the rules of car design. And after one legendary lunch with Enzo Ferrari, they'd go on to shape nearly every iconic Ferrari for the next six decades. Learn more about your ad choices. Visit podcastchoices.com/adchoices