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6 episodes with mustards
2 episodes with mustards
2 episodes with mustards
2 episodes with mustards
2 episodes with mustards
2 episodes with mustards
Have you noticed? The days are getting longer and the sun is getting stronger. Spring is coming! I'm getting ready to start a whole variety of vegetables and flowers for transplanting into the garden this spring. But we don't have to wait to enjoy all those tasty veggies. With the longer days and stronger sun, we can start growing vegetables indoors in a sunny window. The keys are full sun, warmth and the right greens. While the days are longer, it's important that where you grow your greens gets as much sun as possible. That means at least 4 hours a day. If you don't have that amount of sun, try using grow lights to supplement your light. Also, place the seedings in a warm room with few cold drafts. I place a clear plastic cover over my grow light set up to keep the air warm and humid. You'll also want to use a heating pad under the seedlings to get them to grow fast. The best greens to grow indoors now are ones that can take lower light levels and cool temperatures. Mache, spinach, arugula, mustards and winter lettuces are the best bets. Mache and arugula are quick germinating and mature greens with a mild taste, if not stressed. Mustards are fast growing with a little bite. Grow greens in a tray or large pots. Sow seeds and keep the soil moist. Thin and harvest when the greens are young, or let them grow larger for a bigger yield. By harvesting just outer leaves, many of these greens will continue yielding right into spring.See omnystudio.com/listener for privacy information.
There's nothing like opening presents, having Christmas dinner and laughing your ass off by an open fire. Tis the season to be yellow. From tangled movie reviews to a jolly cooler talk. Those Mustard boys sure know how to bring you the holiday cheer! This episode is a merry of mishaps. It's festive fun you don't want to miss. Happy Holidays!
Agricultural Law and Tax Update Mustard Weeds Deciding to Keep or Buy Replacement Heifers 00:01:05 – Agricultural Law and Tax Update: Beginning today's show is K-State law professor, Roger McEowen, discussing a variety of topics that could be impactful for producers. He covers buying farmland with a growing crop, what is livestock, a veterinarian's lien and Employee Retention Credit this week. Washburnlaw.edu/WALTR Ag Law and Tax Topics - Miscellaneous Topics Reporting of Beneficial Ownership Information; Employee Retention Credit...a Farm Lease 00:12:05 – Mustard Weeds: Weed specialist at K-State, Sarah Lancaster, keeps the show going with information about mustard weeds and how they can be controlled. Control of Mustards in Wheat - Timely Treatment is Important Subscribe to Agronomy eUpdate 00:23:05 – Deciding to Keep or Buy Replacement Heifers: K-State's Beef Cattle Institute's Ask the Experts rounds out today's show. This week Brad White, Dustin Pendell and Phillip Lancaster talk about differences between raising and purchasing replacement heifers. BCI Cattle Chat Podcast Bovine Science with BCI Podcast Email BCI at bci@ksu.edu Send comments, questions or requests for copies of past programs to ksrenews@ksu.edu. Agriculture Today is a daily program featuring Kansas State University agricultural specialists and other experts examining ag issues facing Kansas and the nation. It is hosted by Shelby Varner and distributed to radio stations throughout Kansas and as a daily podcast. K‑State Research and Extension is a short name for the Kansas State University Agricultural Experiment Station and Cooperative Extension Service, a program designed to generate and distribute useful knowledge for the well‑being of Kansans. Supported by county, state, federal and private funds, the program has county Extension offices, experiment fields, area Extension offices and regional research centers statewide. Its headquarters is on the K‑State campus in Manhattan
Host and American Family Farmer, Doug Stephan www.eastleighfarm.com introduces us to David, Donna and Nick Divoky who operate Maple Valley Sugarbush & Farm in Chardon, OH. https://www.maplevalleysugarbush.com/ They are the3rd and 4th generation producing maple syrup on this land. Sugaring can be both a joy and a challenge. One of the Divoky's setbacks in 1998 was when a devastating tornado hit their sugarbush which took down many trees, the tubing and sap transfer system. "Sugaring and working the land doesn't come easy but when it comes to bringing out God's best, you can certainly expect some adversity."This show is part of the Spreaker Prime Network, if you are interested in advertising on this podcast, contact us at https://www.spreaker.com/show/3010081/advertisement
I vårt mest VDV:iga avsnitt hittills går vi – på vår Patreon Mr. Mustards begäran – igenom slaget om Hostomels flygplats från i fjol. Källäget är mycket riktigt katastrofalt.Per är den som får bita tag i den digra uppgiften att beskriva ett rörigt slag som ingen vet någonting säkert om. Detta inbegriper lågflygande ryska helikoptrar, VDV-mannen, VDV-soldater, ukrainskt hemvärn och ukrainska civila som plockar fram jaktbössan, med mera. Kanske. Ja! Det är rörigt. Mattis är också med och ger ett allmänt bakfullt intryck samt ställer en del förvirrade frågor.Stort tack till vår arbetsgivare Mr. Mustard! Det här är hans personliga expressavsnitt.Vill du också ha ett personligt expressavsnitt? Bli då vår patreon på tier Gustav II Adolfs livvaktsstyrka genom att klicka på länken nedan. Stötta oss på Patreon!Support till showen http://supporter.acast.com/krigshistoriepodden. Hosted on Acast. See acast.com/privacy for more information.
W!IHM Podcast ep.28-Mustards roasting over an open fire Happy holidays! The boys are back and in the festive spirit. Gifts are flowing as they deliver classic movie reviews, Christmas themed cooler talk, and of course everyones favourite trivia (spoiler- Bah blows it big time)! Hope you all made the good list because this is the one present you want!
After adding 40 songs to our Official Playlist, and after a FULL YEAR of existence as a podcast, Tyler and Danny are back with the fourth installment of Catch-up & Mustard! Updates this month include our brand new MERCH STORE and new BENEFITS TO OUR PATREON SUBSCRIBERS!That's right! Patreon subscribers will now get access to merch store discount codes, and monthly essays written by each Tyler and Danny, starting in December (depending on the tier). This week we also play a new trivia-ish country music game called JAM CRAM! Play along and see if you can name the songs quicker than Danny did! Plus, as with all Catch-up & Mustards, we play IS IT COUNTRY? This time featuring acts such as Van Halen, Bonnie Raitt, Pink Floyd, Bruce Springsteen, and more!Real quick—a sincere thanks from us here at Take This Pod and Shove It for supporting us this last year. We've truly appreciated the excitement, words of encouragement, suggestions, and invitations to do our show live. We wouldn't be here without listeners, so thanks for keeping us goin'.Check out our Patreon!Check out our new merch store!For everything else click HERE!
Join host Bob Marshall and long time friend of the shows Karl with a K! Karl and Bob met at work and became friends over their shared love of Trivia and Mustard! Karl is a self proclaimed connoisseur of many a fine Mustards but also a mechanic who specializes in Race Cars! We talk Trivia, University, Algonquin Park, Century Long Land Leases, History, Boats, Race Cars, of course Mustard and a whole lot more! Its Bobchat Episode #49 A Race Car That Runs On Mustard! and Its Bobchat Baby!!!
Episode 142: Jorge GaviriaThis week, we're thrilled to welcome Masienda founder Jorge Gaviria to #TalkCookbooks with us.Jorge's first cookbook, Masa: Techniques, Recipes, and Reflections on a Timeless Staple, explores the deep history and significance of masa—the dough made of nixtamalized corn that goes on to become tortillas, tamales, sopes, and many more Mexican and global staples. It all started with a realization while apprenticing at Blue Hill at Stone Barns. Jorge started to dream of opening the “tortilla equivalent of Tartine Bakery, the San Francisco–based high temple of sourdough.” That idea led to sourcing heirloom corn and masa harina (the dried version of masa) from local farmers in Oaxaca and supplying some of New York City's top chefs. Jorge's company, Masienda, was born.Eight years later, Masienda is on a quest to revolutionize how we think about corn—and therefore, masa, masa harina, and other products. Today he's sourcing heirloom corn from a network of 2,000 farmers across six states in Mexico. And yet, he realized something else was missing: a text.And so, he created Masa the book. It's a quite comprehensive tome (nearly 300 pages) on the history of corn and masa and a guide that's as useful for a home cook as it is for a scientist. (Want to nixtamalize your own corn at home? Jorge walks you through it! And offers practical lessons on how to make high-quality masa at home.) Somewhat shockingly, this is the first major cookbook to focus on masa.Of course, there are recipes, too. Masa offers 50 base recipes for tortillas, tamales, pozole, and more to build on, as well as inventive recipes from top chefs across the world. (Get two of them this week by becoming a paid subscriber to Salt + Spine!)Jorge writes that “like sourdough before it, craft masa is on the brink of a global culinary movement.”In today's show, we're talking with Jorge about what led him to focus on masa and launching his company Masienda, about how we're now in a “third wave” of masa, and we're putting him to the test in our signature game.[[EPISODE DETAILS GO HERE. INCLUDE BOOKSHOP LINK.]] ALSO INCLUDE AN IMAGE OF THE BOOK COVER WITH THE CAPTION "GET COOKING: BOOKSHOP OR OMNIVORE BOOKS" with links to both referral URLs.Bonus Content + Recipes This WeekThis week, paid subscribers will receive three recipes from Jorge Gaviria's Masa: Blue Masa Sourdough Bread (from Philippine-born chef turned cottage baker Karlo Evaristo) and Masa Tempura Batter (from chef Alex Stupak of New York City's Empellón). We also have the Table Tortilla Masa.And later this week, producer Clea Wurster kicks off a new series featuring beloved cookbook stores. First up, she's chatting with Matt Sartwell of New York City's Kitchen Arts and Letters.Salt + Spine is supported by listeners like you. To get full access to our exclusive content and featured recipes, and support our work, consider becoming a free or paid subscriber.This Week's New Cookbook ReleasesA big week of new cookbooks hitting the shelves this week! Here's a few:* Diasporican: A Puerto Rican Cookbook by Illyanna Maisonet* The Cookie Bible by Rose Levy Beranbaum and Woody Wolston* Ottolenghi Test Kitchen: Extra Good Things by Yotam Ottolenghi and Noor Murad* Cooking with Mushrooms: A Fungi Lover's Guide to the World's Most Versatile, Flavorful, Health-Boosting Ingredients by Andrea Gentl* Justice of the Pies: Sweet and Savory Pies, Quiches, and Tarts plus Inspirational Stories from Exceptional People by Maya-Camille Broussard* The Siete Table: Nourishing Mexican-American Recipes from Our Kitchen by The Garza Family* Somebody Feed Phil: The People, Stories, and Recipes by Phil Rosenthal* Make Every Dish Delicious: Modern Classics and Essential Tips for Total Kitchen Confidence by Lesley Chesterman* Spice: A Cook's Companion by Mark Diacono* Feed These People: Slam-Dunk Recipes for Your Crew by Jen Hatmaker* Evergreen Kitchen: Weeknight Vegetarian Dinners for Everyone by Bri Beaudoin* Mamacita: Recipes Celebrating Life as a Mexican Immigrant in America by Andrea Pons* Kolkata: Recipes from the Heart of Bengal by Rinku Dutt* Cooking with Nonna: Sunday Dinners with La Famiglia by Rosella Rago OCT 25* The Delmonico Way: Sublime Entertaining and Legendary Recipes from the Restaurant That Made New York by Max Tucci (NOV 1)* 60-Second Cocktails: Amazing Drinks to Make at Home in a Minute by Joe Harrison & Neil Ridley* Bar Menu: 100+ Drinking Food Recipes for Cocktail Hours at Home by André Darlington* The Little Book of Aperitifs: 50 Classic Cocktails and Delightful Drinks by Kate Hawkings* The Complete Book of Pasta Sauces: The Best Italian Pestos, Marinaras, Ragùs, and Other Cooked and Fresh Sauces for Every Type of Pasta Imaginable by Allan Bay Wildcrafted* Vinegars: Making and Using Unique Acetic Acid Ferments for Quick Pickles, Hot Sauces, Soups, Salad Dressings, Pastes, Mustards, and More by Pascal Baudar This is a public episode. If you'd like to discuss this with other subscribers or get access to bonus episodes, visit saltandspine.substack.com/subscribe
https://www.trueleafmarket.com/ (True Leaf Market) is offering a discount code for listeners to get 15% off cover crop seeds: https://www.trueleafmarket.com/ (GOG15). Parker Garlitz shares valuable information about growing cover crops in the backyard garden. Jackie asked if the cover crops that Parker sent her can be planted now as they will be getting a frost any day. Parker said they are usually pretty hearty and it's probably not too late to put them in the ground. Parker is a cofounder of True Leaf Market who sell seeds wholesale to seed companies around the world as well as direct to people around the globe. Garden seeds including vegetable herb and flowers, specialty seeds like Asian greens, cotton and tobacco seeds as well as the indoor market like vertical farms and micro green and sprout growers. A cover crop is basically an off season crop you grow after your primary agricultural crop or garden crop to provide a whole bunch of potential benefits not the least of which is soil rehabilitation and adding nutrients and organic matter to the soil and really making for healthy soil. It will help increase your yields and production over the years. What healthy soil is: ground rock and sand, decaying organic matter that supports bacteria and earth worms and other living things and soil and the crops that grow in it. Soil has important nutrients. Everyone knows NPK the big three, nitrogen, potassium and phosphorus, but really true nutrient soil that provides nutrients to human health are the micro nutrients that get leached out of soil and are never replenished especially with big agro-business. Things like selenium, sulfur, or copper or zinc or the other trace minerals that soil takes up. So adding those micro nutrients is important for soil health. Soil also has a texture, that is not too sandy or like clay. Cover crops help by adding many or most of those things back into the soil. Most people think of them for large farming but they are great for backyard gardeners and dollar for dollar the biggest bang for your buck as they are super affordable. Cover crops are almost sort of like self composting adding to your soil. Especially finding enough compost for your garden is a challenge and can be expensive. Jackie talks about her failure with covering quack grass with cardboard and compost that has overgrown and how her husband and her argue over who gets the compost and how this is a great solution for creating healthy soil. Jackie also talks about how cover cropping can be intimidating and how this will make it easier for people. Anna Hess' http://amzn.to/2zpCAL2 (Homegrown Humus) is a great primer for learning about cover crops. Parker explains the two methods for terminating cover crops and the pros and cons of both. No till and tilling it into the beds. https://www.trueleafmarket.com/collections/cover-crop-seed-mixes/products/garden-cover-crop-mix () Parker explains how they provide an easy to plant https://www.trueleafmarket.com/collections/cover-crop-seed-mixes/products/garden-cover-crop-mix (Garden Cover Crop Mix) for home gardeners. It's already pre-inoculated which will help your soil absorb nitrogen from the root nodules that grow on the cover crop roots. Jackie talks about how this is a great solution for her listeners because they have made a mix so we don't have to worry about all the different options etc as many guests have talked about the importance of feeding your soil and this will help make it simple. Some other benefits include more than soil rehabilitation. Mustards typically have pest control, making nematodes in the soil difficult. They can trap moisture, they provide competition for weeds. Great off season options for pollinators attracting local pollinator population. Jackie mentions maximizing photosynthesis by helping keep soil covered within 24 hours instead of letting it sit bare after harvest. Parker also talks about growing...
Lots of tasks during the hot summer season, including: Plant cabbage, carrots, beets, celery, kale, onion seeds, potatoes, mustards, chard, collards, leeks Deadhead flowers Hose off whiteflies, sticky traps Clean up old fruit on trees, ground Still time to summer prune fruit trees Order fall bulbs Support melons on the ground or on vines Continue to deep water young, newly planted trees Deadhead, cut back mophead hydrangeas A wide variety of listener questions are addressed, including: How to control Leaf Miners on cucumber What type of milkweed for Monarch butterflies Lawn clippings for mulch? How to get rid of green hornworms Yellowing leaves on mandarins & limes Bubbles from the soil while when watering potted plants Pepper plant with black at the base of stems Do sunflowers stunt the growth of surrounding plants To ask questions for future shows, submit them at: Facebook Instagram email Marlene at marlenetheplantlady@gmail.com Find Marlene over on YouTube, Instagram and Facebook
It's time to start thinking about your fall garden! Time is quickly approaching, you need to be planning your fall garden now! Be sure to check out the latest Row By Row Episode to get all the details. Planning Your Fall Garden Now By Zone Zone 9 - Here's What You Need To Be Planning In Your Fall Garden Now: Continue planting flowers and cover crops! You can plant fall corn until the end of August, you should also be getting ready for fall planting of Brassicas. Between September 15th - September 30th, start your "short day" onion seed. Zone 8 If you are in Zone 8, it's now time to plant fall sweet corn and start your first planting of Cabbage and Brussel Sprouts in trays. September 1st is a good time to plant your 2nd round of Brassicas. Zinnias, sunflowers, and cover crops (ex. Buckwheat, Sorghum Sudan Grass, Kodiak Brown Mustard) can also be planted again around September 1st. Planting your onion seed between September 1st - September 15th is your optimal time. Be sure to plant short-day onions for your zone. Zone 7 - Planning Your Fall Garden Start first planting Cabbage and Brussel Sprouts in trays, you can plan to plant another round of brassicas around September 1st. You can also plant more zinnias, sunflowers, and cover crops at that time! Cover crops such as Buckwheat, Sorghum Sudan Grass, and Kodiak Brown Mustard. Zone 6 Zone 6, it is your time to plant beans, English peas, Collards, Turnips, Mustards, Beets, and Radishes. Around September 1st start your cool season cover crops! Product of the Week Tomatoes Broccoli Watch the Complete Show on YouTube Below: https://youtu.be/I6qx5oQJIJA
Phillip Kerrigan of Kerrigan's Mustards gets the beans talking about prizes. They offer up a lesser known travel tip for the Philippines, an approach for undergraduate exam preparation and Ben finally shows his true colours (listener discretion advised - they ain't a pretty shade).Join our PATREON for ad-free episodes and a monthly bonus episode: www.patreon.com/threebeansaladGet in touch:threebeansaladpod@gmail.com@beansaladpod
S5E7 Looking for an interesting (and super easy!) Autumn crop?! We have the crop for you! In this week's episode Tess and Alyce talk about growing mustards, but not just growing also cooking and eating. Plus a tangent into mustard seeds and how to make your own mustard at home.
In this week's podcast we're updating you about our new house!This podcast is sponsored by:Nordgreen: Go tohttps://nordgreen.com/?utm_source=YT_TheGoodTimes&utm_medium=refferaland use code: MUSTARDS for 15% off.Subscribe to David's house tour channel: https://bit.ly/3wOqvvySubscribe to our Podcast onApple Podcast : https://apple.co/2DR2lpFSpotify : https://spoti.fi/2BAGuUJAcast : https://www.acast.com/themustardsBuy Our Merch: https://bit.ly/36kFj86 See acast.com/privacy for privacy and opt-out information.
This week Jenny comes up with her own personality test. Who are you?This podcast is sponsored by:Nordgreen: Go to https://nordgreen.com/?utm_source=YT_TheGoodTimes&utm_medium=refferaland use code: MUSTARDS for 15% off or MUSTARDSFS for a free strap.&Betterhelp: Go to https://www.betterhelp.com/themustards and get 10% off your first month with discount code THEMUSTARDS.&Skillshare: Go to https://skillshare.com/themustards and get a free trial of Skillshare premium membership!Subscribe to David's home tour channel: https://bit.ly/3wOqvvySubscribe to our Podcast onApple Podcast : https://apple.co/2DR2lpFSpotify : https://spoti.fi/2BAGuUJAcast : https://www.acast.com/themustardsBuy Our Merch: https://bit.ly/36kFj86 See acast.com/privacy for privacy and opt-out information.
Britt and Dominik discuss how NOT to do inventory.
Is the Fisherman's Friend Menthol Lozenge really the Fisherman's Friend??? Perfectly Reasonable Movie Titles!!! An update for Blokes and their Mustards!!! Woman gives birth at the Perth Royal Show!!! See omnystudio.com/listener for privacy information.
Blokes and their Mustards!!! Things you don't wanna be doing during an earthquake!!! The SuperSoaker Bidet!!! Fun words to say that'll impress Natasha Exelby!!! See omnystudio.com/listener for privacy information.
What To Plant Now In Your Zone Zone 9 Now: Continue planting flowers and cover crops, fall corn can be planted until the end of August, get ready for fall planting of Brassicas (Broccoli, Brussel Sprouts, Cauliflower, Cabbage) - make a plan September 15th - September 30th - Plant onion seeds (short-day varieties) Zone 8 Now: Plant sweet corn, start first planting of Cabbage and Brussel Sprouts in trays. September 1st - get ready to plant Brassicas (Broccoli, Kohlrabi, Brussel Sprouts, Cauliflower, Cabbage) You can still plant zinnias and sunflowers, and some cover crops. Plant short-term cover crops such as Buckwheat, Sorghum Sudangrass, and Kodiak Brown; Sunn Hemp may be too late to plant at this time to get the full benefits. Plant short-day onion varieties between September 1st - September 15th. Zone 7 Now: Start first planting of Cabbage and Brussel Sprouts in trays now. Start planning Brassicas (Broccoli, Brussel Sprouts, Kohlrabi, Cauliflower) on September 1st. Similar to Zone 8, you still have time to plant flowers and cover crops. Be sure to plant short-term cover crops. Zone 6 Now: Plant English Peas, Beans, Collards, Turnips, Mustards, Beets, and Radishes. Start your cool-season cover crops (Hairy Vetch, Crimson Clover, Broadleaf Mustard, Kodiak Bron Mustard) Greg's Seed Recommendations Cabbage: Charleston Wakefield - a wonderful flavored heirloom variety, 75 days to maturity, heat-tolerant with excellent storage capabilities Cheers - a hybrid, easy to grow, disease-resistant, 75 days to maturity, and can produce heads up to 5 lbs. Red Jewell: a hybrid variety, deep red in color, 3-3.5 lb. heads, 75-day maturity Broccoli: Green Magic - this variety is probably the most heat-tolerant variety, 55 days to maturity, and has a uniform production Imperial - a heat-tolerant, hybrid variety that is known for its tight head that is great for freezing Waltham 29 - heirloom variety, normally you want to use this variety as a follow-up behind your Green Magic or Imperial varieties due to it being more cold-tolerant. Brussel Sprouts: Jade Cross - a hybrid variety, AAS winner, 90 day maturity, Greg's tip - you must have patience when growing Brussel sprouts Catskill - an heirloom variety, 100 days to maturity, and produces loads of 2" sprouts Red Bull - an open-pollinated variety, deep-red in color, very nutritious, 90 days to maturity. Brassica Germination Tips: 75-80 degree soil temperature, keep them wet! Do not let your brassicas dry out! Fall Corn: Ambrosia - a hybrid variety, Bi-Color, sugary-enhanced (se) variety, 75 days to maturity. Zones 7,8,9 can still plant corn. Products of the Week Certified-Organic Strawberries Hoss Premium Seed Starting Mix Collards Broccoli Mustards Onions Watch the Complete Show on YouTube Below: https://www.youtube.com/watch?v=i3OcvdX2aiY
Today we speak with Joss Mustard, the owner of Miss Mustards Sweet Treats cookie company and a well rounded amazing human being!We talk all things body image and mental health (ups and downs), her competitive body building journey, her lifetime of experiences behind a bar, her passion for communication and her journey from full time worker to full time business owner. As an extra special treat for the CTF listeners, if you go to missmustards.com and order 4 or more INCREDIBLE cookies from her current collection and put the code 'CHASE' in, you will receive a FREE limited edition Chase The Feeling Taz cookie in my all time favorite flavour: Rum and Raisin!
Alright alright because ya'll wanted it sooooo bad, they are back by semi-popular demand. Lex and Bre came together to give the content that they were supposed to gave this week, enjoy!
Today we are diving into the world of Mustards! This episode was inspired after hearing people around me complain about and spray herbicides on garlic mustard. Many of us have been told that garlic mustard is an "invasive species", and yet, I have learned that all plants have strengths and weaknesses! Today is about recognizing the amazing benefits of the mustard family, including and especially, garlic mustard! Kyle Denton of Tippecanoe Herbs is my guest expert on mustards! We are thrilled to partner with Kyle to bring you a little insight to these amazing superfoods!
Good Monday morning and welcome to the FIRST EPISODE of the BRAND NEW GOOD TIMES PODCAST! After a lot of hard work, blood, sweat, and tears, we have finally REBRANDED our podcast with a new name, new logo, and new setup. So sit back, relax, and enjoy some GOOD TIMES with us — The Mustards!Today, we talk about our new podcast concept, Matthew Mcconaughey's YouTube channel, people secretly filming Jenny in public, the allegations towards Armie Hammer, and the college admissions scandal. We also talk about movies and books that we love to rewatch and reread. Tell us your favourite movies and books!Let us know in the comments what you think of our NEW PODCAST!This podcast is sponsored by:Our patrons! Thank you so much for supporting us on Patreon! Go to https://www.patreon.com/THEMUSTARDS if you want to join our awesome community.Check out our merch: https://bit.ly/2SZhFtbJoin Our Facebook Group:https://bit.ly/2T4zQ3GLet us know your thoughts @themustards_ on instagramCheck Out Jenny's Channel: http://bit.ly/2iBaKo9Love // Jenny & David See acast.com/privacy for privacy and opt-out information.
Crack open your craft brews, grab a sipper and get comfy for this impressive conversation. I had the true pleasure of sharing time with Tom Kolicko, film maker and founder of Traverse Image Film Company. Tom showed up with a hefty slice of authenticity and the behind the scenes, behind the scenes of what it is like to be a creative, how he had to navigate pitfalls and even postpartum post film releases. We discussed his films, "100 Year Lease", "ShitBag", "Crafting A Nation", and a few more, and he gave insight into how they came about, how some roads albeit small roads, lead to bigger things and what he teaches his students at University of Colorado Denver to keep them focused not on failure, but on lessons that comes from missing the mark. If you are a creative, know a creative, love documentaries and stories, this episode is going to leave you with a fresh perspective and a "reel" behind the scenes look at what it is like for those who use the camera to share the world with us. Find Tom & Traverse Image: www.traverseimage.com www.thomaskolicko.com 100 Year Lease Stewart funding link: https://gosteward.com/projects/root-shoot-malting/100-year-lease-conservation-easement Crafting A Nation: https://youtu.be/mftpB_qbN1I ShitBag: https://youtu.be/NQP8rex1XsY Lords of Dogtown: https://youtu.be/AUjR4G4yNpY Like Brothers (book) by Mark & Jay Duplass: https://www.amazon.com/Like-Brothers-Mark-Duplass/dp/1101967714 And to find out more about Kiki's Mustards: www.kikismustards.com Pique Tea: www.piquetea.com CODE: KIKISBESTTEA
Come on in and feel the all enveloping glow that is Christina Glickman. This episode brings to you acclaimed author, industry disrupter, motivational speaker, and guru of being unapologetically confident, Christina Glickman. Christina's life work is to be able to help women find the power to unlock their inner self doubts and lead them to blossom in confidence without hesitation. Her new best selling book, "Xtra: The Art Of Being" is a rallying cry for this transformation, assisting women to awaken their "Xtra" and unleash their best selves. We talked about giving ourselves permission to do, to be, to become without seeking it from external forces or people, how sitting in the unknown provides an area for growth, the stories we need to break up with and so much more. This is one conversation you CANNOT miss out on! To learn more about Christina, her book and her now open for enrollment group, Xtra: The Program, find her on Instagram: @christinaglickman The link to enroll is in her bio! One click and you are on your way to confidence. To buy the book, "Xtra: The Art Of Being", head over to Amazon! For Kiki's Mustards: website - kikismustards.com instagram - @kikismustards For Pique Tea: piquetea.com use code: KIKISBESTTEA at check out.
A new MP3 sermon from Emmanuel Missionary Baptist Church is now available on SermonAudio with the following details: Title: The Mustards Seed Subtitle: Parables study Lesson #4 Speaker: Pastor John Lybrook Broadcaster: Emmanuel Missionary Baptist Church Event: Sunday - PM Date: 1/17/2021 Length: 48 min.
A new MP3 sermon from Emmanuel Missionary Baptist Church is now available on SermonAudio with the following details: Title: The Mustards Seed Subtitle: Parables study Lesson #4 Speaker: Pastor John Lybrook Broadcaster: Emmanuel Missionary Baptist Church Event: Sunday - PM Date: 1/17/2021 Length: 48 min.
The grain markets offered farmers a gift this fall with a harvest rally. While highs may have been locked in for some crops already, there is still plenty to talk about ahead of the busy shipping season. For this episode of RealAg LIVE!, stand-in host Kara Oosterhuis is joined by Chuck Penner, founder of LeftField... Read More
If you're like us, you've got just enough of a lingering candy hangover that one more Halloween story might be appropriate. On today's Apple Seed Extra, enhoy a story in the form of a long-ish poem, called "Suppose You Met a Witch," by Mustard's Retreat. If you've listened to the show, you've heard Mustard's Retreat play some terrific music. This is a less musical entry in the Mustards' Retreat canon, and you're sure to enjoy it. It'll leave you asking the question, "I don't know...what WOULD I do if I met a witch?"
The Truth Shall Make Ye Fret is a podcast in which your hosts, Joanna Hagan-Young and Francine Carrel, read and recap every book from Sir Terry Pratchett’s Discworld series in chronological order. This week, Part 1 of our recap of “Reaper Man”. Watercolours! Strange British Customs! Mustards!Find us on the internet:Twitter: @MakeYeFretPodInstagram: @TheTruthShallMakeYeFretFacebook: @TheTruthShallMakeYeFretEmail: thetruthshallmakeyefretpod@gmail.comWant to follow your hosts and their internet doings? Follow Joanna on twitter @joannahagan and follow Francine @francibambi Things we blathered on about:Joanna Hagan Spoken Word FB page (for all of our dear little co-host’s Inktober poems)Discworld Halloween 2015 – Bad Pictures of a Good NightDavid Tennant Does A Podcast With... Neil GaimanDavid Tennant Does A Podcast With... Everyone From Season 2Azrael | Religion-wikiColin Smythe on Reaper ManThe History of Zombies Wow-wow sauce threadNanny Ogg's Cookbook | Sir Terry PratchettGimlet (tool)Bored of the Rings - WikipediaMorris Dance - EvolutionBrood parasite - WikipediaRepo Man (1984) - IMDbThe Possessive Apostrophe His OriginHis genitiveMusic: Chris Collins, indiemusicbox.com
Welcome to the spookiest episode of Wow, Nice Segue! Join us on an adventure where we talk about roadkill, haircuts, COVID v. NFL, Spider-Man 3, MCU multiverse, Dip Dogs, and we rank our favorite Mustards. Tune in next weekend for another episode and like us on Facebook, follow us on Twitter @wownicesegue12, and follow us on TikTok @wownicesegue
In today's episode, we address your response to Jenny's highly commented video "Everything Wrong With Adele's Weightloss". We also talk about going back to the gym for the first time since Corona happened, the update on the Jake Paul scandal situation, we discuss how Steve Bannon managed to raise $25M on his Border Wall Campaign, and how the OK sign nowadays is being associated with white supremacy. Does the sign mean anything other than 'OK' in your country?Today is the LAST DAY to get our new exclusive THE MUSTARDS t-shirt!Sign up for our special offer on Patreon by the end of today: https://www.patreon.com/THEMUSTARDSDesign by @ismonia: https://bit.ly/33XaiJUGo to our Podcast YouTube Channel to watch shorter videos of the individual topics we discuss: https://bit.ly/2U0Fm66Check out our merch: https://bit.ly/2SZhFtbJoin Our Facebook Group:https://bit.ly/2T4zQ3GLet us know your thoughts @themustards_ on instagramCheck Out Jenny's Channel: http://bit.ly/2iBaKo9Love // Jenny & David See acast.com/privacy for privacy and opt-out information.
We're talking about our worst Airbnb stories and also: Yes, we are still talking about Jake Paul... And the Stokes Twins... Aaaand all their scandals and criminal offenses. Are YouTubers going too far for content creation? We also discuss the glorification of violence through our words.Nordgreen: Go to https://bit.ly/3fbtHJf and get 15% off their amazing watches with discount code MUSTARD&Betterhelp: Go to https://www.betterhelp.com/themustards and get 10% off your first month with discount code THEMUSTARDS&Skillshare: Go to https://skillshare.com/mustards and get two months of Skillshare for FREE!Sign up for our special offer on Patreon within the next week to get our new exclusive THE MUSTARDS t-shirt: https://www.patreon.com/THEMUSTARDSDesign by @ismonia: https://bit.ly/33XaiJU (thank you!)Go to our Podcast YouTube Channel to watch shorter videos of the individual topics we discuss: https://bit.ly/2U0Fm66Check out our merch: https://bit.ly/2SZhFtbJoin Our Facebook Group:https://bit.ly/2T4zQ3GLet us know your thoughts @themustards_ on instagramCheck Out Jenny's Channel: http://bit.ly/2iBaKo9Love // Jenny & David See acast.com/privacy for privacy and opt-out information.
In today's episode we have the award winning author Will Dean joining us! We talk about his writing process and previous works, moving from the big city of London to the quiet forests of Sweden, his first standalone thriller coming out in January, and so much more!Before our interview with Will we also discuss why TikTok is so addictive, Trump wanting to shut it down due to potential threats to America, and we give you an update on how our detox is going.Check out Will's YouTube Channel: https://bit.ly/31OhDbZBuy his books:Black river: https://bit.ly/2DELbktRed Snow: https://bit.ly/31QJKaDDark Pines: https://bit.ly/3anzXwlThe Last Thing to Burn: https://bit.ly/3amoT2FSign up for our special offer on patreon within the next two weeks to get our new exclusive THE MUSTARDS t-shirt: https://www.patreon.com/THEMUSTARDSDesign by @ismonia: https://bit.ly/33XaiJU (thank you!)Go to our Podcast YouTube Channel to watch shorter videos of the individual topics we discuss: https://bit.ly/2U0Fm66Check out our merch: https://bit.ly/2SZhFtbJoin Our Facebook Group:https://bit.ly/2T4zQ3GLet us know your thoughts @themustards_ on instagramCheck Out Jenny's Channel: http://bit.ly/2iBaKo9Love // Jenny & David See acast.com/privacy for privacy and opt-out information.
Jeffrey Airman is the Brewer & Blender at Paradox Beer Company in Divide, Colorado. He spent twenty years in the restaurant industry before making the transition into craft beer. We discuss his early creative influences from being the singer in a Prog Metal band. We geek out on SALT and how important it is to find your tribe. Website - paradoxbeercompany.com Facebook - /ParadoxBeerCompany Instagram - @paradoxbeercompany @AirmanDox Where were you born / raised? Air Force Brat: Born in Northern California, moved many times. First job in the industry? Packaging at Paradox original location in Woodland Park. Proudest moment of your career? Paris Beer Week Two things most people don't know about you? I was in a noise/prog metal band for 7 years and I love early electronic music styles like krautrock, Detroit techno, Chicago house, and French Disco. Food and/or drinks staples in your house? A selection of Butters, Mayonnaises, and Mustards and many, many bottles Lambic/Gueuze.
10 Mustards. It's too much. Comedian Scott Thiede is overwhelmed by the amount of mustard David/Winston serve up on this week's episode. For a round of Hot Tastes, David wants more bulk frozen food options, Winston's wants a fruit chopping bar in every grocery store and Scott doesn't want corn in his ramen. For the tasting, MUSTARD PLATE includes ten mustards with sausage and wonton dippers plus a mustard heavy mac and cheese, a dijon mustard carrot cake and a whole grain mustard ice cream are served up. __ SHOW INFORMATION Facebook Page: @tryitlikeitpod Instagram: @tryitlikeitpod Twitter: @tryitlikeitpod Email: tryitlikeitpod@gmail.com Subscribe: Apple Podcasts Subscribe: Spotify
September 1, 2019: Mustards and Cedars by Bethel Church Kelowna
Donnie B.: All right. So a lot of you guys have been asking for this one and I'm looking forward to bringing Landon on. This is going to be a fun time. You should see his eyeballs right now. I got them all wigged out. But this is going to be a fun time. I'm bringing on the Sales Gorilla himself, Mr. Landon Porter and I think we're just going to have a killer time. I’m going to make fun of him a lot because I dig his hairdo and everything. So I think we're just going to have a fun time with that. I'm Donnie Boivin. This is Donnie’s Success Champions. Landon, welcome to the show, my brother. Tell us your story. [Music] Donnie B.: Hey, guys! Before we get rolling with Landon, I wanted to jump in here and say thank you to Point Blank Safety Services and Blue Family Fund. They've been with us for almost the entirety of 200 episodes on this show and they've just been amazing and their message and what they do in protection of our freeways, our buildings and I'm honored that a company that takes care of our police officers and their families has been such a gem in supporting our messages, this show and everything they do and what they're doing for police officers and their families is truly a beautiful thing. I mean, we all know the stories that teachers, police officers, military, they're all underpaid for what they're sacrificing with their lives. And I love the fact that Stacey and Michael found a cool way to get them additional income so they could take care of their families. It's really a beautiful thing. So if you’re looking for security services or you're looking for highway protection and patrol, those type of things, man, do me a favor and reach out to Point Blank Safety Services and you can find them at PointBlankSafetyServices.com and tell them Donnie sent you, you heard it on the Success Champions podcast. But man, what an amazing company, amazing people and guys, do me a favor, follow them on social, follow all their stuff because I couldn't do this show without them. Here comes Landon. Landon P.: Thanks for having me on, man. So back in late October of 1977, right? My story is not the typical sales guy or finally made it big in business story or whatever. I learned early on that I was really good at a couple of things but I didn't really like doing them for a paycheck and I ended up in sales in my early to mid-20s and really out of necessity and I figured out pretty quick that the way sales is done doesn't feel very good. Is it possible? Sure. Is it easy to learn and if you put enough practice in, get good at it? Absolutely. But it didn't feel good. And even though I got really good at doing it the way that it doesn't feel good, I eventually figured out that I just don't like everybody and that eventually turned into, if I don't like everybody, there's something in there that causes some people to want to say yes to me more and other people to say no to me more. And I went about figuring out what that was and it turned out that relationships, right? This thing that us salespeople have figured out how to engineer, this relationship thing, if you understand the parameters of how it works naturally for you and who you want to deal with and you just leverage that, it's so much easier and it makes so much more sense and I'll finish that all by saying this, that's from the stance of a sales guy who was tasked with bringing on new clients, but the money wasn't in bringing that client on. The money was in dealing with that client long-term because all the money was long tail. So I had to bring on clients and then I had to deal with all their bullshit and like, I don't really want to do that. So long story short, after about 15 years in sales, I decided, “Okay, cool. I want to go do something else.” My wife and I went into a parenting thing and in that process, I was asking some people about running ads and they were asking me about, “Okay, cool. What about the sales thing?” And within a week, about five people were like, “Dude, you need to fucking teach this.” And I was like, “Dude, no the fuck, I don't.” Here we are almost two years later and our take on sales is it's all relational. Welcome to the relationship economy. People are tired of being sold to and sold at and it's a whole lot easier for business-owners and people that have a cool thing to sell to just figure out who you want to deal with and just be open and honest with the public like, “Hey, I'm a little off. I cuss. I'm weird and if you don't like that, it's okay. Go away.” So that's kind of the, that’s me! Donnie B.: I love it. I love it. So here's what's interesting about this, man, is I grew up in the sales game as well. And to me, sales success early on was, you had to talk a certain way, act a certain way, be a certain way and I got really, really good at being that asshole. And here's the one difference in my story and yours is, I get really good at the transactional sale, right? I could get the deal done. This whole concept that you talked about, it's a long tail, that was not me. And my sales cycles were so wicked because you get the deal done, you’re rocking it out and then you're like, “Okay, I'm on to the next one.” And I’d pass it off to a company. So my CEO, they always encouraged me, like, “Get it done. We'll take care of it. We’ll take care of it.” Well, they weren't taking care of it. So my cycles would be way high, then all of a sudden, you’d bottom out because you had nothing sitting behind it because you were just killing deals. And it wasn't for me until I stopped being that egotistical asshole that didn't give a shit about people, who’s just trying to get the deal done that I found relationship sales. So this is just an interesting paradigm to find somebody else that kind of went the same path that I did. So here's the thing, I knew part of that story, right? Because I saw a video of something of yours somewhere and I knew part of that story. Didn't you sell like in an almost pit-like setting like it was more boiler room type thing or something along those lines? Landon P.: Yeah. And actually, you bring up a good point about the whole relationship thing and cycles up and down and I will tell that story in one second. I want to preface this for everybody that's listening. There are salespeople and if you're listening to this podcast because you're a salesperson and you're actually, your job is to go sell a thing for somebody else, do it however the hell you want to do it. I'm not here to tell anybody how to do something. What I do is I take business-owners that aren't really salespeople and I un-brainwash them from all the shit they think they have to do to get the sale done. So with all that said, yeah, let's actually talk about that. In right about the time the crash happened, I went to work for a company called COFAS and we sold commercial collections all the way through to commercial credit. And this is like business to business asset management protection and I was literally hired as a sales monkey, right? There was 30 or 40 of us on the sales floor, full-on boiler room style. You said whatever you had to, to get the deal done and it was such a turn and burn. Literally, it was like this. Every week, they hired seven people. At the end of 30 days, there was one of those seven people left. At the end of the next 30 days, there was one of those seven people left. I was in that industry almost a decade and there was one guy that I was hired with, same training class, we were hired on the same week. The next closest person that we knew in the three companies that the two of us worked for in ten years had been in the industry for like 3 years. It's just one of those industries that people can't hack it. I kind of came in and this is what I wanted to say about the relationship thing. I kind of came into that. There's an interesting story about it. I had a client that was household. They were Fortune like 10, Fortune 12. They were big. Everybody on the planet has something in their dwelling. If you live in a hut with a dirt floor, you've got their products and I had a 45-minute conversation after having them for like ten months and this guy is just m-effing me for 45 minutes, screaming and yelling and pissed because the idiot who sold them told them something that we could do that was just absolutely against company policy and it was a little itty-bitty thing and it took like eight months for it to happen and I had to tell him, “No, we're not doing that. We won't do that.” And I walk out of my office, I walked down to my buddy, Billy. He was the guy that was, we were hired together and I opened the door and he looked at me, he's like, “Feeling awfully gorilla today.” And I said, “Yeah. Because these stupid fucking monkeys will say anything they need to, to get the deal done.” That's great for getting money on the frontend but if you're trying to get money on the backend and build a sales business, it doesn't work. Donnie B.: No, I love it. I love it. I love it. So talk to me about this a little bit because you said a phrase that I haven't heard thrown around the sales game. Because typically, when you get these sales gurus through, right? They’re, “Let me bath you with my bullshit. Let me tell you how awesome I am, the millions of dollars I sold and I flew into my Learjet with my slicked back ass hair and let me 10x your ass,” right? That's the shit that gets thrown around on a regular basis. You just said something that's powerful as hell when you said, “I try and take business-owner and reprogram from all the bullshit that they've been programed and all the stuff that they've learned.” Dude, talk to me. I mean, because that's not an approach you see in the marketplace at all because you're supposed to be the grease ball. You're supposed to kill it. You're supposed to be the transactional guy and we all know in this day and age, if you do that, you're going to lose but they're teaching it still anyways. How do you take a business-owner and teach them to just be their damn self and grow a business? Landon P.: Well, your listeners can't see it. But this image behind me actually used to be a poster with our logo on it. One of my early catchphrases was, “Just be your weird-ass self.” Let's really break this down for a second. Relationships happen two ways and I was that asshole, right? Ten years ago, I was that asshole with the car and the money and the … fuck all that. We can learn how to psychologically trigger people to make decisions. Whether it's in their best interest or not and if that's you and you take somebody and you just make them understand that what you have is what they need to fix their problem, then fantastic. Go do that. I don't want anything to do with that. Us salespeople for 30 to 60 years have learned how to do that so well that we can make people do shit, right? Advertising, marketing, sales. It's just the way it has gone. Society as a whole is sick of it. The way that that works naturally, there's a reason that we in the wild are naturally attracted to some people and naturally repelled by others. Well, if you take that stance of, we're all weird and it's okay and some people just aren't going to like me and that's kind of fine because there's some people I don't naturally like and you just go about it that way. It makes it really easy to go, “That's a fit. That's a fit. I don't think so. That's a fit. That's a fit. Nope.” Right? And here's why. Business-owners that are really good at a thing that they do, they really don't want to learn how to like, what's the process? How do I enter the conversation? How do I then turn it into qualifying? Just make it easier on yourself, right? There's an easier process to that. And there are a lot of good people out there that do the sales training the right way, right? The Sandler Training for an example. In a lot of ways, they do it the right way. Donnie B.: Are you ready to laugh your ass off? Landon P.: Yeah. Donnie B.: For the last seven years, before I started my company, I was a national trainer for Sandler Sales. Landon P.: See what I'm saying? So I don't want to work with salespeople because I don't want to teach people how to sell. I want to teach people how to be their weird-ass selves, give them permission to just do that, figure out who it is that they actually really want to work with and then craft a very simple message and offer that gets those people to take notice and go, “Oh, that person might be for me. I should have a conversation with them.” So much easier than learning how to sell. Donnie B.: Yeah. But you're asking people to reprogram themselves. And here's what I mean is, most people have gone through society and been told, you act a certain way, you carry yourself a certain way, you dress a certain way. I mean, for instance, I was at a speaking engagement about a month back and this guy, when he walked up to me, he had a curled mustache tie clasp, he had a curled mustache cufflinks, curled mustaches all over his tie itself and I said, “What's up with all the curled mustaches?” And he goes, “Oh, you can't see it right now. I got it tucked underneath.” “What do you mean you got it tucked underneath?” He goes, “Well, I don't think people would see me as very professional if they actually saw.” And he worked in banking or something, right? Where you got to wear the suit and everything. And he goes, “I don't think people would respect me very much if they saw my curled mustache.” He turned around, literally pulled out his mustache. It must have been curled up into his mouth which is just disgusting to think about and we both got beards and he pulls it out and he actually combs it into these big-ass curl. I mean, huge curled mustache. And I'm like, “Dude, that is you. Let those things fly.” And then two seconds later, another guy wearing a suit walked in the room and you saw him turn around and immediately tuck it back under. Right? So what you're trying to do is actively reprogram people to go against what they've been taught by society for a long time. That's a tall task, brother. Landon P.: Well, what's interesting is society is going that way. Like, I didn't coin this term, but I've been saying it a lot the last couple of years. “Welcome to the relationship economy.” Go look at any of the people that have kind of been on the forefront of kind of telling all of us marketers where shit’s headed that have been doing it for a while, that have been proved accurate, they're all talking about, it's the relationship. Even some of the sales monkeys that I'm sure both you and I get their emails, they're all like, “If you pay me,” when they're in the conversation with but then they're telling the market, “No, it's all about relationships.” Right? Here's the bottom line. If you're being anything other than who you actually are, you've got a mask on. And our BS meters are so sensitive that people can smell that from a mile away. Just be yourself. Yeah, it's a tall order. But here's the deal, that for me weeds out all of the people that are just bullshit artists and can't even tell themselves the truth. Like, look, I've got a crazy head of hair. I've got this giant beard. I don't wear suits. I've got gorillas in all my stuff. I cuss. I am who I am and if you don't like it, that's fine. Unless you're elderly or somebody else's kids, I'm going to be exactly who I am the way I am and if you like that, fantastic. Stick around. And if you don't, go away. And my take is, everybody should be that way. Donnie B.: Well, and I love that aspect of the elderly and kids. It's still you. It's just, you're respectful at that moment, right? Landon P.: Right. Mm-hmm. Yup. To put it in context, I'm not going to drop f-bombs in front of my grandmother's or my buddy’s kids. Donnie B.: Right. Well, I will. But most of my buddies, they know me. Landon P.: They know better. Donnie B.: I’ll walk into a room and I'm usually that guy that gets a, let me tell you about Donnie before he gets there, right? Landon P.: That's awesome. Donnie B.: A lot of people don't know what their real self is because you go to work or business or whatever else and you're one person wearing that mask and then you come home and you're somebody else. I know that was a lot of my journey because I was always trying to be somebody I was not all the way through it and really, it took me opening my own company before I really realized that I was doing it because I didn't realize I was doing it living that 8:00 to 5:00 lifestyle versus running a business. Outside of doing the crazy thing that I did and jumped out and started my own company, how does somebody actually understand what their real self is? Because, man, I understand you’re going after business-owners. There's a huge market of salespeople that are doing this, right? And they're selling shit they don't even believe in. But it's the job they took that's in front of them which was, once again, a lot of my career. You don't choose a path. You just happened that, “Oh, I'm here. Okay, I'll sell this.” How do people discover who the hell they actually are? Landon P.: It's an ongoing process and really, for most, I would say, most people, it's a never-ending process. It's all about self-awareness. And here's my thing. Like, this is the epitome of everything I stand for. I'm not here to tell anybody what they should do and I'm not here to convince anybody of anything. I am happy with the people that go, “You know, the thing that he just said made a whole lot of sense and I'm not sure quite how to do it. But that's interesting.” And they stick around. It's the whole idea of, you can lead somebody to water. But if you try and stick their head in the bucket, you're just going to drown them, right? We're all to an extent becoming a little bit more aware of who we are and what life is like. This also weeds out a lot of the younger people. Like, don't take offense to this. If you're 22 and like all full of bravado and standing in front of a Bentley for your picture that everybody knows you don't own, that's fantastic. You've got your own path to go through. My take on it is, I'm not here to like forcibly change the way sales is done. I'm here to offer another way to the people that go, “Oh, that actually kind of makes sense.” And we do it through a podcast and a group and all of that stuff. So our message is getting out there and you'd be surprised how many people go, “Man, I don't even know if I can say this publicly but like, what you said on that, blah-blah-blah, like, oh my God. I didn't think that was like permissible.” Donnie B.: Right. Now, I love it because I call it letting your hair down. Landon P.: Yeah Donnie B.: And it's so funny that luckily, there's been a couple of guys that are out there that have cleared the path, if you will. I mean, you take somebody like Gary V, then his freaking foul-mouthed talking. You don’t have to agree with his philosophy but he made cussing mainstream before guys like Andrew Dice Clay and Eddie Murphy or Richard Pryor, prior to him but Gary's like the first one that brought it into the scene that it is our culture because you're at home, you cuss like a freaking sailor, you're hanging out with your buddies and then you go into the business mode and you become robot boy or whatever. My parents give me hell still about cursing. My nieces will come up to me every once in a while and they’re like, “Why do you cuss so much?” I'm like, “Honey, you should know by now. That's just how I fucking talk.” There was one time and my niece had some friends over and she comes running up to me and she goes, “I need a favor.” I said, “Okay. What's the favor?” She goes, “Will you not cuss? They’re from church.” I’m like, “All right. Since you asked, I’m in.” But there's this whole thought process of being yourself and watching the world just open up and see what happens. But even so, I mean, okay, be yourself. Cool. How do you find the other people that are going to vibe with that, with you? I know how I think about it. But I have a feeling you're going to have say exactly what's going through my head but say it anyways. Landon P.: Well, it's simply the matter of putting yourself out there and like, Gary V's on this kick about a hundred pieces of content and to an extent, I agree with him from the perspective of, right now, it's all real estate. Like in the late 1800s, you could buy up New York, right? Fantastic! There are people that need to build a long-term brand doing that. But you can do that just by doing that with people that you're already talking to and here's the thing. It all comes down to this. I believe that relationships are the most important thing on the planet and the relationship you have with yourself is the most important, right? And I'm a little too woo for some people and I'm not woo enough for other people and that's fantastic. But what I think about is, if I lay down at night and I'm happy with myself and what I do and what I did and how I do things, that's the payment, right? So to me, for me, that's the highest level of achievement for myself. Beyond money, beyond all of that. Even beyond the relationships that I have with other people. It's the relationship that I have with myself and when you start doing that, you notice pretty quickly. Some people just escape your world and other people start paying more attention and when other people are like, “Wow!” And they don't even do that out loud usually but they start bringing other people to you and they start bringing other people to you and some people go, “I like this. I like this. Not for me.” And other people go, “Not even close.” And other people go, “Holy shit. This is exactly what I'm looking for.” And if you're a salesperson, if you're a business-owner, your job is to effectively build a book of sales clients who buy more stuff from you and you can do it the hard way by trying to talk to everybody and be a salesperson or you can identify the people you actually like to be around and just be yourself. Donnie B.: I love this. So I had a guy come up to me not long ago and I try and get everybody into podcasting, right? That's just my thing. I think everybody should flip and start a podcast. It is just such an inexpensive, low-hanging fruit to get so much massive attention, exposure and it's the best networking tool on the face of the Earth. And this guy, after one of my speeches and I tell everybody to get into podcasting, he walked up to me and he said, “I've got the most boring job in the world.” I said, “Okay. What do you do?” He goes, “I run an HR consulting business and nobody in the world gives a shit about HR consulting.” I said, “Okay, good. We agree on that.” And he goes, “What the hell would I start a podcast on if I were going to start a podcast?” I said, “Okay, cool. What did you geek out on as a kid? What was that thing that as a kid, you just totally did?” And looked at me and his eyes lit up and he goes, “Dude, I raced motorcycles.” I said, “Oh, tell me about motorcycles.” He’s like, “We built them from the ground up. I raced them. We did all.” And this dude goes on this whole almost monologue, diatribe of motorcycle races. And I'm like, “Why the hell wouldn't you start a motorcycle podcast?” “Because I run an HR consulting business. Why would I do that?” I said, “Why wouldn't you? Who's easier to have a sales conversation with than somebody you can absolutely geek out over something on and talk to for hours about motorcycle? And oh, by the way, I happen to do this HR whatever on the side, right?” If you go get in your world of whatever you geek out on, you're going to find other people that geek out on your stuff and I think that's what you're saying. Landon P.: I even have a term for it. It’s your Genius Zone. Donnie B.: I love it. Landon P.: Right? So there's a lot of people that do something similar to what they really love. Web designers, right? This is a perfect example. A lot of web designers really love doing the aspect of like, visually creating the most amazing-looking website. But all the other shit that they have to do for their clients, they’re like, “I don't really like it,” or “I'm not even that good at it,” or whatever. That thing is their Genius Zone. But most people, myself included for a long time, we do shit that we think we're good at, we think we're supposed to do, somebody told us that we needed to do this. We spent too much time getting a skillset that we can't not do it. But there's this other thing that I am so in love with. That's our Genius Zone and really, what happiness, here's a little insight for everybody listening to this. Here's what I found in my 40 almost 2 years. What causes happiness is simply spending your day doing whatever the hell you want. If you can spend your time doing what it is that you enjoy doing, that's happiness. Genius Zone. Donnie B.: I love it. I love it. I love it. And it's the truth. I mean, you look at a lot of business-owners and the phrase, they’re the president, chief bottle washer, trash-taker-out dude and it's because that's what they know. That's the business they’ve built and they haven't figured out how to either outsource some of that other stuff or get some of those things off their plate but this whole Genius Zone, that really, really got me hung up for a second because how does somebody just embrace that Genius Zone and not have to take on all the other stuff? Landon P.: Two things. One, many people will never take the step to go, “I really wish I could just spend my time doing that.” Most people will, right? Golden handcuffs. The people that are in their own business that are doing nine different jobs, they have their own bottlenecks, right? They've created their own glass ceiling. Most of us are only good at a couple different aspects of what we do, right? I don't know about you. You've got your own podcast. I do my own podcast. I don't do the editing. I don't do the … right? I don't do any of those things that I'm not good at, right? Well, if you own a business and you spend your time focused on your Genius Zone, the thing that you do, guess what? You get to work with higher quality clients who are higher value for you. You're happier doing it. Generally, you work with fewer of them and make way more money. And if you go that route, you can get other people who their Genius Zone is the shit you don't like to do and now, you can actually have a real business. Donnie B.: I love this. I had a … his name’s going to escape me. But I had a gentleman recently on the show and he has created the hotels.com of outsourcing. Landon P.: Wow. Donnie B.: So you can go to his website and whatever you need an outsource for, you can go through and he brokers the services, okay? He told me flat out. He's like, “Look, I don't care what business you're in. You can go get a COO for your business for $1,500 to $2,000 a month.” Which means, if you're the face of the company, outspoken guy and you suck at operations, you can literally pick up a COO. Now, they're going to be overseas, they’re going to be in another company, they're going to do everything virtually but a COO in this day and age will cost you between $120,000 and $150,000 depending on what kind of business you have and you can get one for less than $2,400 a year to take all that crap off your plate that you don't want to do and turn your business into a functional business. So you can go spend time in your Zone of Genius or a flipside of it, you can go find the other person who wants to be the face of the company, who wants that brand out there and let you be the operational Zone of Genius, the things that you geek out on for about the same price. There's no reason that your business should be functioning in any way that is not allowing you to step in and do what you love to do. This is so awesome. This is so awesome. Landon P.: Yeah. Since you’ve brought his name up a couple of times, Gary V., I'm a fan. I'm not a fanboy. I don't model everything in my world around Gary but I think a lot of what he says is truth and I think he's got a lot of real-life experience that has proven that he has an idea of what he's talking about. And it's been a while since I've heard him say this but there's nothing wrong with being the number two or the number three or the number four and most people like, “Let's face it, right? If there's 19 positions in a company, not everybody on the planet’s a number one.” Well, I think a lot of people take that the wrong way, right? That number one position and the way he brings it up is, “Well, everybody thinks it's the owner. It’s the CEO. It's the entrepreneur. Oh my God.” Cool. Well, if you like playing with numbers and that's your love language and you're a freaking accountant, then you're number one at that regardless of what you do or who you do it for and I don't think a lot of people recognize this. There's a lot of things. You and I both own a business. There's a lot of things that need to be done. And I tell you what, man, 92% of it, I can't stand doing. Donnie B.: You and me both. Landon P.: So why spend any of my time doing that shit that I don't like and for you, right? Donnie B.: Yup. The only thing I had to throw out when I bring up Gary V. is I love a lot of his philosophies. The one philosophy I hate is the grind, the 18-hour days, right? That works for Gary, right? The other thing is he says, he's going to buy the jets. That works for Gary. Most type of people can't wrap their head around working that hard. Not even that hard but that many hours. Two, people can't wrap their head around a goal that large. They already are setting themselves up for disappointment and they already believe they can't accomplish it. So they're never going to go after it. So go ahead. Landon P.: I just want to be happy. Don't you want to be happy? That’s part of his new tagline. I think that's a misconception and in the world that I play in, there's a lot of entrepreneur people that hang out of my world and a lot of people seem to play life that there's a set of rules that applies to everybody. And that's just not the case, right? I like to work a lot. That's part of who I am. But I don't want to spend 18 hours a day doing grind work. You told me before we got on here, how many of these you've done today? That like blows my mind. But then I think about it and I go, “You know what, if these are an hour-long each, I've done almost that much already today in mentoring calls and I love it.” It's work. But that doesn't mean that everybody should see that and go, “Oh, so I should work 6 or 7 hours a day, 7 days a week because so and so does it?” No. Figure out what it is that makes you happy and then spend your time doing it. Donnie B.: Yeah. I mean, that's a great way of putting it. When I do these Fridays and I'm interviewing these people, dude, I just had an interview right before yours where I talked to a guy who spent 30 years in the symphony and he's literally bringing these executives from Fortune 50 companies to sit in the symphony and teach leadership skills by screwing up conducting. I mean, it was the most brilliant conversation. This dude totally had me geek out on his entire everything he did and I would have never met this guy without the podcast. So for me, that's my Zone of Genius. I love having these conversations, networking, this, that and the other. I love being on stages. You have your platform with … you got a nice huge following of, what do you call them? Gorillas? Landon P.: Gorillas. Donnie B.: That are geeking out because you are such a straight-talker, no bullshit, let me just tell you how it is type of thing which continues to draw people to you and your story. When you find that thing, hold on and do more of it. Landon P.: Well, it’s like that guy that you just mentioned, 30 years in the symphony, do you think he's got an interest in that kind of music? Do you think he's got an interest in that kind of scene? Do you think … I mean, birds of a feather flock together, right? If that's who he is and then he goes, “Oh, you know what? When we're not all playing our part, the symphony sounds like shit.” And I can translate that to these other people that I like, these corporate people who need the leadership thing and I can demonstrate to them what I'm talking about. Do you think that guy needs 50,000 people to buy his thing? Donnie B.: Nope! Landon P.: Probably not. But he's being himself. And he's playing in his Zone of Genius and he's probably the happiest guy on the planet. Donnie B.: And when you talk to somebody like that that has their style and their thing, I mean, you can feel it because they're not making up some sort of cliché saying. They’re just speaking their truths. And it's fun to get in those type of conversations. So back to the kind of the sales a little bit, you got a business-owner that's trying to grow their business, you're telling them to just be themselves. Now, they've got to go interact and engage people and find people that are going to jive and vibe with their personality. How do they do it? Landon P.: Well, even with everything that I've said about sales, right? Here's the bottom line. There's principles and everything. There's a reason it takes X number of years to become a black belt, a 9th degree black belt in any martial arts. There's a reason it takes that amount of time to get that good at sales or engineering or being a brain surgeon. There's principles. Well, the sales world, this getting clients world, there’s still principles and fundamentals that are in play. The bottom line is, you got to get the right message to the right market at the right time. And there's a conundrum there. It's actually a riddle. To have the right message to put in front of the right market at the right time, it's got to be in that order once you get it. But you can't figure it out in that order. You got to figure out the ‘who’ first, right? Who's the right fit for this thing that I do so then I can go have conversations with them to craft my message and then I can put that out to the marketplace? Then there's some other principles. There's a lot of ways to get clients. There's a lot of ways to do prospecting, cold calling, cold approaching, cold messaging people on social media. There's right ways and wrong ways in my opinion to do those things and then there's other ways to do it. Client attraction. You can build funnels and there's all of that. If we will just use the principles to do those things, they all work. But if you're a business-owner and you need clients and you don't have an audience established, right? There's two times to plant a tree. 20 years ago and today. If you didn't do that and you don't have an audience, well, really, you should start building one. But in the meantime, you need to figure out who needs your thing and go start, I call it, social currency. You go mingle with people a little bit. You’re a sales guy. You and I used to do this, right? You find somebody. You start a conversation. You see where it goes. We’re qualifying at every stage. If you can figure out who it is that wants and needs your thing and then you can filter them against, do I like this person or not, all it comes down to is having conversations. Donnie B.: Yeah, absolutely. You know, I would add on there, discipline conversations and the only reason I say discipline is if you don't have a regiment on a daily basis to do business growth in your business, you're going to be stacked up against it too often. The one thing that … I started in January for my business. It was a minimum of 10 reach-outs every day. Do I go to LinkedIn or I go to Facebook? And I just start reaching out to the followers, right? Not even trying to go after people I don't know except for getting guests on the podcast. I do that as well. But I go to my followers and I can tell you, just having conversations with people that are already into you, maybe you know each other because you're in the same group or you hang out. Just jumping on a 30-minute Zoom call is an amazing game-changer of what it can do for your business. Landon P.: If you want to get fit, you have to do the doing. If you want to get rich, you have to do the doing. If you want to get clients, you have to do the doing, right? And a lot of people, like the people that I tend to focus with, they go kill it and they bring on five or six clients and then they've got to do all that client work, right? It’s this rollercoaster. Real estate people are a perfect example of this. They prospect all month long and next month, they've got seven deals that close and then the next month, nothing. So the month after that, then they go prospect all month long and then the month after that and they do like four or five decent months throughout the year and they're like, “Man, I should be making so much more money but I only did like $150,000 this year. What the hell?” It's that process. It's the wax on, wax off that you need to do every day. And there's a lot of ways to only put 15 or 20 or 30 minutes into it every day just to initiate those conversations. People just don't know how to do it. How do you start a conversation with somebody? Donnie B.: You say hello. Landon P.: Right. Exactly. Donnie B.: Here's a theory that I realized somewhere along my journey is people want to plateau. They want to get to a spot to where they can say, “I'm done,” right? And I did it even on part of my journey is I was always that, “If I could just get to this sales number, I can turn it off.” What I realized is every time I got to that sales number, if I turned it off, it would go the other direction, right? And so it took me a long time to quit making the gigantic leaps and start doing the incremental growth. Something I could do consistently and steadily on a regular basis. Landon P.: Okay. So let's talk about that. When I started in the commercial credit and collections industry, I was tasked like literally, when I was hired, I was told, if you take this job, you're required to make 300 dials a day. Okay. So I did that and as soon as I could figure out how to make less dials in a day, I did that, right? For everybody listening, let's kind of like paint the picture of how this looks from an actual sales guy’s perspective. Cool. I don't know what I'm doing in this new industry. I don't know anything about the products. I don't know anything about the clients. I don't know anything about even the sales pitch, the script they handed me. So I'm going to go practice and I'm going to screw it up and I'm going to do that three hundred times a day for as long as it takes to get good enough to begin closing clients. And once I begin closing clients, I look at it and go, how could I do this more effectively because I hate the grind? And then pretty soon, you're making 250 a day and then pretty soon, you're making 200 dials a day and pretty soon, you're making a hundred dials a day and most salespeople go, “Oh, one fish at a time? Go get a net full of fish. How do I do that?” And then people go, “Well, they're all still small fish. How do I get a bigger fish?” And then they go, “Fish for a bigger fish.” And most salespeople end up hunting for whales, right? Which is why it's a cliché in the industry. Most salespeople stop there. I only need to prospect 30 people a month because two of them eventually will come in. Even though it takes six months. Eventually, those come in and I've got all these whales and it's amazing and they stop there. But if you stop doing that prospecting, the new whale stop coming in because that perfect referral business doesn't exist at that level. You got to go to the next level. Who also serves all the whale clients that I want and has a problem because their whale clients have a problem that only I can solve? How do I solve that guy's problem? You do that two or three times a month and now, they're sending you whale clients and it's on autopilot because you're solving a problem at a much higher level. So I went from calling 300 times a day to, at the end, it was literally the last two and a half years, maybe ten calls a month and they weren't to cold calls. They were to people that I had already had some interaction with on either social media or through another contact and that's just it. As a business-owner, how do you perfect the ongoing lead generation strategy in your business? This is interesting. We're actually doing stuff with this right now. There's all these tactics. There's all these things you can do, right? Facebook ads, excellent. But if you turn the Facebook ads off, your lead flow stops. LinkedIn stuff. I can go hammer people on LinkedIn 15-20 minutes a day, every day. But when I stopped doing that, they stopped coming in. All of these are add-ons after you've established the stability in your business of referral partners, right? Referral partners that you're not paying them to send you stuff. You're solving problems for them that they happily send you all of the leads that you actually want and then you can scale using all of the, what are actually meant for scaling, not for stabilizing a business. It's just, I don't know if you can tell but this is what jazzes me up because this is what I like doing. Donnie B.: Well, here's the interesting thing. Most of your business-owners now, face the same dilemma that I faced is I was an employee. Going from employee mindset to business-owner mindset is a massive leap because it's turning off the, “I do a job. I do my eight to five. I do what’s expected of me,” to thinking about, “How do I scale it? How do I grow it? How do I level that up and make a bigger business?” And if you've spent your entire career looking at it from one perspective, trying to step back and look forward can be in a monstrous leap. It proved that way for me when I first launched my business and I got really good at making a good sales job and not a company as I started out figuring this all out. How do you make that mental shift to be able to wrap your head around what referral partners should I be going after? Landon P.: The truth? Donnie B.: Yeah. Landon P.: Most people have to go start at three, five, seven businesses and screw them all up before they have that because here's the thing, you and I can tell anybody anything and it can be the right advice. It can be the thing they need to know but until they draw that as their own conclusion and go, “Yeah, that's correct,” they will never follow that with the actions that take that advice. If people will understand that if you take the skillset that you've got or you take a new thing that you've never had any money generated around but you love doing it and you go do that doing and all of the pieces to that that you don't like doing, either find somebody else that can do it or find somebody else that will do it temporarily for trade. Finding referral partners is as easy as solving a problem. If you can figure out who has a problem and you can figure out how to solve it in a way that other people haven't been able to figure out, that's where you make a lot of money. And here's the thing with referral partners. It's like sex. If you have to pay for it, it's probably not the kind you want, right? So a lot of people think of this referral game as this, “Oh, they sent me a client. I'm required to send them a client.” That shit never works. “Oh, they sent me a client. I've got to pay for it.” That stuff never works. Now, marketers, we can do stuff where it's like affiliate commissions and we can do JV partner stuff. But business-owners, they need to go about it. Who can I solve a problem for that has people they can send me and I'm solving their problem by helping their clients? Real estate agents, here's one way to look at it. If you're a real estate agent, the best way to look at this is, if you're selling homes in Phoenix, who owns the best pool company in town, right? Because most of the homes that you're going to be selling have something wrong with the pool because pools suck, right? If you're a mechanic and you do transmissions, who's the best referral partner? The people that manage the fleets around town that don't have their own in-house mechanic shop, right? There's a lot of ways to look at this. It’s just getting creative. Who is already serving all of the perfect-for-me clients that has a problem that I can creatively figure out, “Oh, if their clients all had this, they benefit like this and if they benefited either monetarily or made their life easier or it made them a rockstar to their clients, that's a pretty easy sell.” Donnie B.: Yeah. You've been taking them smarten-them pills, haven't you? Landon P.: You know what, dude, it's all out of necessity. I hated the prospecting thing but I did it because if I could get somebody on the phone, I could talk them into doing the thing. And once I figured out there's an easier way to do that part, it's all based on relationships, my model changed. Then I went, “Okay, cool. What's the fastest way I can get to that next level that I want to get to?” And it was all out of necessity. I don't want to have to work doing stuff that I don't like and I might be biased but I think most people kind of feel that way. Donnie B.: Yes, I would agree. And I love the fact that you're so focused on business-owners because my mind going from years being in Sandler doing that training, I'm always so focused on the salesperson, right? Because that's the arena I knew, right? I knew how to grow and adapt and I knew what was going on in the salesperson’s head. It's refreshing to take this all to a business-owner standpoint. So good on you, brother. Good on you. So where is all this crazy-ass world going to take you? I mean, you're becoming a name in some circles. Not a good name, by the way, but a name. Landon P.: That's funny. Donnie B.: In some circles and I can't tell you how many people came to me and said, I got to get you on the show and were throwing your name around and that's fun when you get several people you trust that are throwing a guest’s name around. So what's the vision for this whole thing? Landon P.: Honestly, I don't and here's an interesting thing. As a sales guy, most of us are supposed to have this predetermined endgame or our agenda. I don't. I was basically dragged into kicking and screaming doing this thing because here's my take on it, I'm a sales guy, right? There's a lot of names that you and I can both drop that they do it the old school way and they teach the tactics and those people go make money. Fantastic. Awesome sauce. I don't dig it. I just, like, right? I think society is headed in a direction where we're kind of tired of that which is why it's … and here's … all the way down to the very bottom of it. Either you're playing the long game to win the long game or you're playing to eventually lose. There is no other way in my opinion to look at life in any way, shape or form. Whether that's your business or your relationship with your wife or the relationship you've got with your neighbors. Either you're playing the long game to win the long game or you're playing intentionally to eventually lose and I didn't want to come into this sales arena, sales training game from a, “Oh, he's a sales guy but he's got a different take on it.” No. You know what? I actually teach people how to people. I teach people how to have relationships with people they want to have relationships with. Where this eventually goes, I have no idea. Donnie B.: I love that honesty because here's something funny about me that I love telling people. I don't think goalsetting works, right? And the reason it doesn't is, as soon as somebody sets a goal, it automatically demotivates them because they don't believe they can get there in the first place. I'm all about incremental growth and milestones and knocking down a target. And once that target’s knocked down, then going for the next target. And just seeing what turns up and what comes and what relationships happened from there. I love that you actually don't know where this is going to end up which allows you to be in the moment and just go with the flow, man. Landon P.: Right. There's so many ways this can go and to your point with the whole goalsetting thing, a lot of people miss a lot of really cool opportunities and experiences because they've determined, “This is the thing I'm going to go get.” Life is so fluid and shit happens and changes so fast that if you pigeonhole yourself with a goal like that, you’re just screwing yourself. And not only do most people demotivate themselves to actually accomplish that because it's usually way too big, but other people on the other side of that, they think, now it's been accomplished and so they're demotivating themselves because they've created a goal and it's always just down the road. It's always three months. When I get here, when I get that, when I do that, right? No. It's what's going on right this minute. Donnie B.: Yup. Landon P.: I will continue to do what I enjoy doing. And right now, what I'm enjoying doing is working with people that are like, real people, down-to-earth that are like, “I do this really cool thing and it's fucking amazing.” And the people that I do it for love it and it gets them this crazy result and I don't know how to turn them into clients because I don't know who they are or where they're at. And I love walking people through that process to where they go, “Man, six months ago, I didn't know where my next client was coming from and now, I've got too many clients and I just waitlisted a guy. That's never happened to me before.” That's what I enjoy doing. And for now, that's what I will do. Donnie B.: That's awesome. Landon, how do people find you? How do they get in touch with you? How do they make fun of your funny hairdo? All that stuff. Landon P.: I have a fledgling podcast and I'm actually a little like hesitant. No, I'm kidding. I do a podcast every week on this whole idea, relational selling and relationships and all that. SalesGorillaPodcast.com or you can come hang out with us on our group, our Facebook group. It's www.facebook.com/groups/gorillajuice and if you're a fit, stick around. If you're not, go away. Donnie B.: It's really called Gorilla Juice? Landon P.: Yeah. The URL for the group is Gorilla Juice. It's Getting Clients Without Being Salesy. It's Gorilla Army Nation (Getting Clients Without Being Salesy). Donnie B.: That's awesome. That's awesome. Are you going to make an energy drink called Gorilla Juice? You should. Landon P.: Dude, we've been, yeah. Mustards and hot sauces and coffee drink. Yeah. Donnie B.: Well, you got to get the microbrew in there as well. I mean, if you're going to go, you got to go all out. I mean … Landon P.: A vodka, a whiskey, right? Donnie B.: For me, a spiced rum and I'll be perfect. But dude, this has been a blast, man. Thanks for jumping on and doing this. I was looking forward to this one. This was every bit of what a kind of conversation I was expecting out of this, man. So I appreciate that. So here's how I wrap up every show and I do stump some people. So get ready. If you were going to leave the Champions that listen to this show, 78 countries, people all around the world that are going through it on their journey and they’re hearing other people's stories of what they've overcome to get where they want to go. If you were going to leave them with a quote, a phrase, a saying, a mantra, something they can take with them on their journey especially when they're stacked up against it and going through it, what would be that quote or phrase you would say, “Remember this,”? Landon P.: Stop thinking about all the stuff you don't like and don't want and actually put time into defining what you want and how you want it to be. Donnie B.: Love it. Love it. Landon, thanks for doing this, brother. I appreciate you. One of these days, if you bring guests on your show, I'm going to come on there and make fun of you there too. Landon P.: That would be rad. Donnie B.: But thanks, brother. I really appreciate it. Thanks for doing this. Landon P.: Awesome sauce. Thanks for having me on. Peace out, Cub Scouts. [Music] Donnie B.: Well, there you have it, guys. Two badasses sitting down and just having a freaking balls-out killer conversation. Man, I got to tell you. It's a rarity that I get to sit across from a guy like Landon and really dive into some freaking tactical stuff. I mean, every time that guy opens his mouth, I swear, he's embracing the mindset of a teacher and throwing out just knowledge that the everyday Joe can use to really up their game. I fucking love talking to him. And I know I probably sound a little bit of a fanboy of the guy. But dude, I rarely find somebody who lives off life with a lot of similar philosophies of my own, man. So I really, really appreciate him. Let me tell you, if you're not hanging out in the Gorilla Army Nation in Facebook, Getting Clients Without Being Salesy, get your ass over there. It's a phenomenal group out there. I don't know how many members are but it's in the tens of thousands and he's doing really, really cool stuff. So you need to check it. Also, if you will do me the favor and go to Facebook, type in Success Champions, click on groups and come hang out in our group. We are doing some amazing things from launching masterminds, to doing some really, really cool things and the whole thing is Badasses Rise Together. So you really need to come hang out so we can all level up. We can all go for it and you can hear more from guys like Landon and other past guests I've had on the show blowing some shit up so we can step into our own. I fucking love you guys. I really appreciate you always tuning in. I appreciate the feedback, the comments, the emails, the messages. Do me a favor, share this show with somebody, send them some love, leave me a review on wherever you listen to podcast and for the love of God, go blow some shit up. Music by Freddy Fri http://www.freddyfri.com
Donnie B.: All right. So a lot of you guys have been asking for this one and I'm looking forward to bringing Landon on. This is going to be a fun time. You should see his eyeballs right now. I got them all wigged out. But this is going to be a fun time. I'm bringing on the Sales Gorilla himself, Mr. Landon Porter and I think we're just going to have a killer time. I’m going to make fun of him a lot because I dig his hairdo and everything. So I think we're just going to have a fun time with that. I'm Donnie Boivin. This is Donnie’s Success Champions. Landon, welcome to the show, my brother. Tell us your story. [Music] Donnie B.: Hey, guys! Before we get rolling with Landon, I wanted to jump in here and say thank you to Point Blank Safety Services and Blue Family Fund. They've been with us for almost the entirety of 200 episodes on this show and they've just been amazing and their message and what they do in protection of our freeways, our buildings and I'm honored that a company that takes care of our police officers and their families has been such a gem in supporting our messages, this show and everything they do and what they're doing for police officers and their families is truly a beautiful thing. I mean, we all know the stories that teachers, police officers, military, they're all underpaid for what they're sacrificing with their lives. And I love the fact that Stacey and Michael found a cool way to get them additional income so they could take care of their families. It's really a beautiful thing. So if you’re looking for security services or you're looking for highway protection and patrol, those type of things, man, do me a favor and reach out to Point Blank Safety Services and you can find them at PointBlankSafetyServices.com and tell them Donnie sent you, you heard it on the Success Champions podcast. But man, what an amazing company, amazing people and guys, do me a favor, follow them on social, follow all their stuff because I couldn't do this show without them. Here comes Landon. Landon P.: Thanks for having me on, man. So back in late October of 1977, right? My story is not the typical sales guy or finally made it big in business story or whatever. I learned early on that I was really good at a couple of things but I didn't really like doing them for a paycheck and I ended up in sales in my early to mid-20s and really out of necessity and I figured out pretty quick that the way sales is done doesn't feel very good. Is it possible? Sure. Is it easy to learn and if you put enough practice in, get good at it? Absolutely. But it didn't feel good. And even though I got really good at doing it the way that it doesn't feel good, I eventually figured out that I just don't like everybody and that eventually turned into, if I don't like everybody, there's something in there that causes some people to want to say yes to me more and other people to say no to me more. And I went about figuring out what that was and it turned out that relationships, right? This thing that us salespeople have figured out how to engineer, this relationship thing, if you understand the parameters of how it works naturally for you and who you want to deal with and you just leverage that, it's so much easier and it makes so much more sense and I'll finish that all by saying this, that's from the stance of a sales guy who was tasked with bringing on new clients, but the money wasn't in bringing that client on. The money was in dealing with that client long-term because all the money was long tail. So I had to bring on clients and then I had to deal with all their bullshit and like, I don't really want to do that. So long story short, after about 15 years in sales, I decided, “Okay, cool. I want to go do something else.” My wife and I went into a parenting thing and in that process, I was asking some people about running ads and they were asking me about, “Okay, cool. What about the sales thing?” And within a week, about five people were like, “Dude, you need to fucking teach this.” And I was like, “Dude, no the fuck, I don't.” Here we are almost two years later and our take on sales is it's all relational. Welcome to the relationship economy. People are tired of being sold to and sold at and it's a whole lot easier for business-owners and people that have a cool thing to sell to just figure out who you want to deal with and just be open and honest with the public like, “Hey, I'm a little off. I cuss. I'm weird and if you don't like that, it's okay. Go away.” So that's kind of the, that’s me! Donnie B.: I love it. I love it. So here's what's interesting about this, man, is I grew up in the sales game as well. And to me, sales success early on was, you had to talk a certain way, act a certain way, be a certain way and I got really, really good at being that asshole. And here's the one difference in my story and yours is, I get really good at the transactional sale, right? I could get the deal done. This whole concept that you talked about, it's a long tail, that was not me. And my sales cycles were so wicked because you get the deal done, you’re rocking it out and then you're like, “Okay, I'm on to the next one.” And I’d pass it off to a company. So my CEO, they always encouraged me, like, “Get it done. We'll take care of it. We’ll take care of it.” Well, they weren't taking care of it. So my cycles would be way high, then all of a sudden, you’d bottom out because you had nothing sitting behind it because you were just killing deals. And it wasn't for me until I stopped being that egotistical asshole that didn't give a shit about people, who’s just trying to get the deal done that I found relationship sales. So this is just an interesting paradigm to find somebody else that kind of went the same path that I did. So here's the thing, I knew part of that story, right? Because I saw a video of something of yours somewhere and I knew part of that story. Didn't you sell like in an almost pit-like setting like it was more boiler room type thing or something along those lines? Landon P.: Yeah. And actually, you bring up a good point about the whole relationship thing and cycles up and down and I will tell that story in one second. I want to preface this for everybody that's listening. There are salespeople and if you're listening to this podcast because you're a salesperson and you're actually, your job is to go sell a thing for somebody else, do it however the hell you want to do it. I'm not here to tell anybody how to do something. What I do is I take business-owners that aren't really salespeople and I un-brainwash them from all the shit they think they have to do to get the sale done. So with all that said, yeah, let's actually talk about that. In right about the time the crash happened, I went to work for a company called COFAS and we sold commercial collections all the way through to commercial credit. And this is like business to business asset management protection and I was literally hired as a sales monkey, right? There was 30 or 40 of us on the sales floor, full-on boiler room style. You said whatever you had to, to get the deal done and it was such a turn and burn. Literally, it was like this. Every week, they hired seven people. At the end of 30 days, there was one of those seven people left. At the end of the next 30 days, there was one of those seven people left. I was in that industry almost a decade and there was one guy that I was hired with, same training class, we were hired on the same week. The next closest person that we knew in the three companies that the two of us worked for in ten years had been in the industry for like 3 years. It's just one of those industries that people can't hack it. I kind of came in and this is what I wanted to say about the relationship thing. I kind of came into that. There's an interesting story about it. I had a client that was household. They were Fortune like 10, Fortune 12. They were big. Everybody on the planet has something in their dwelling. If you live in a hut with a dirt floor, you've got their products and I had a 45-minute conversation after having them for like ten months and this guy is just m-effing me for 45 minutes, screaming and yelling and pissed because the idiot who sold them told them something that we could do that was just absolutely against company policy and it was a little itty-bitty thing and it took like eight months for it to happen and I had to tell him, “No, we're not doing that. We won't do that.” And I walk out of my office, I walked down to my buddy, Billy. He was the guy that was, we were hired together and I opened the door and he looked at me, he's like, “Feeling awfully gorilla today.” And I said, “Yeah. Because these stupid fucking monkeys will say anything they need to, to get the deal done.” That's great for getting money on the frontend but if you're trying to get money on the backend and build a sales business, it doesn't work. Donnie B.: No, I love it. I love it. I love it. So talk to me about this a little bit because you said a phrase that I haven't heard thrown around the sales game. Because typically, when you get these sales gurus through, right? They’re, “Let me bath you with my bullshit. Let me tell you how awesome I am, the millions of dollars I sold and I flew into my Learjet with my slicked back ass hair and let me 10x your ass,” right? That's the shit that gets thrown around on a regular basis. You just said something that's powerful as hell when you said, “I try and take business-owner and reprogram from all the bullshit that they've been programed and all the stuff that they've learned.” Dude, talk to me. I mean, because that's not an approach you see in the marketplace at all because you're supposed to be the grease ball. You're supposed to kill it. You're supposed to be the transactional guy and we all know in this day and age, if you do that, you're going to lose but they're teaching it still anyways. How do you take a business-owner and teach them to just be their damn self and grow a business? Landon P.: Well, your listeners can't see it. But this image behind me actually used to be a poster with our logo on it. One of my early catchphrases was, “Just be your weird-ass self.” Let's really break this down for a second. Relationships happen two ways and I was that asshole, right? Ten years ago, I was that asshole with the car and the money and the … fuck all that. We can learn how to psychologically trigger people to make decisions. Whether it's in their best interest or not and if that's you and you take somebody and you just make them understand that what you have is what they need to fix their problem, then fantastic. Go do that. I don't want anything to do with that. Us salespeople for 30 to 60 years have learned how to do that so well that we can make people do shit, right? Advertising, marketing, sales. It's just the way it has gone. Society as a whole is sick of it. The way that that works naturally, there's a reason that we in the wild are naturally attracted to some people and naturally repelled by others. Well, if you take that stance of, we're all weird and it's okay and some people just aren't going to like me and that's kind of fine because there's some people I don't naturally like and you just go about it that way. It makes it really easy to go, “That's a fit. That's a fit. I don't think so. That's a fit. That's a fit. Nope.” Right? And here's why. Business-owners that are really good at a thing that they do, they really don't want to learn how to like, what's the process? How do I enter the conversation? How do I then turn it into qualifying? Just make it easier on yourself, right? There's an easier process to that. And there are a lot of good people out there that do the sales training the right way, right? The Sandler Training for an example. In a lot of ways, they do it the right way. Donnie B.: Are you ready to laugh your ass off? Landon P.: Yeah. Donnie B.: For the last seven years, before I started my company, I was a national trainer for Sandler Sales. Landon P.: See what I'm saying? So I don't want to work with salespeople because I don't want to teach people how to sell. I want to teach people how to be their weird-ass selves, give them permission to just do that, figure out who it is that they actually really want to work with and then craft a very simple message and offer that gets those people to take notice and go, “Oh, that person might be for me. I should have a conversation with them.” So much easier than learning how to sell. Donnie B.: Yeah. But you're asking people to reprogram themselves. And here's what I mean is, most people have gone through society and been told, you act a certain way, you carry yourself a certain way, you dress a certain way. I mean, for instance, I was at a speaking engagement about a month back and this guy, when he walked up to me, he had a curled mustache tie clasp, he had a curled mustache cufflinks, curled mustaches all over his tie itself and I said, “What's up with all the curled mustaches?” And he goes, “Oh, you can't see it right now. I got it tucked underneath.” “What do you mean you got it tucked underneath?” He goes, “Well, I don't think people would see me as very professional if they actually saw.” And he worked in banking or something, right? Where you got to wear the suit and everything. And he goes, “I don't think people would respect me very much if they saw my curled mustache.” He turned around, literally pulled out his mustache. It must have been curled up into his mouth which is just disgusting to think about and we both got beards and he pulls it out and he actually combs it into these big-ass curl. I mean, huge curled mustache. And I'm like, “Dude, that is you. Let those things fly.” And then two seconds later, another guy wearing a suit walked in the room and you saw him turn around and immediately tuck it back under. Right? So what you're trying to do is actively reprogram people to go against what they've been taught by society for a long time. That's a tall task, brother. Landon P.: Well, what's interesting is society is going that way. Like, I didn't coin this term, but I've been saying it a lot the last couple of years. “Welcome to the relationship economy.” Go look at any of the people that have kind of been on the forefront of kind of telling all of us marketers where shit’s headed that have been doing it for a while, that have been proved accurate, they're all talking about, it's the relationship. Even some of the sales monkeys that I'm sure both you and I get their emails, they're all like, “If you pay me,” when they're in the conversation with but then they're telling the market, “No, it's all about relationships.” Right? Here's the bottom line. If you're being anything other than who you actually are, you've got a mask on. And our BS meters are so sensitive that people can smell that from a mile away. Just be yourself. Yeah, it's a tall order. But here's the deal, that for me weeds out all of the people that are just bullshit artists and can't even tell themselves the truth. Like, look, I've got a crazy head of hair. I've got this giant beard. I don't wear suits. I've got gorillas in all my stuff. I cuss. I am who I am and if you don't like it, that's fine. Unless you're elderly or somebody else's kids, I'm going to be exactly who I am the way I am and if you like that, fantastic. Stick around. And if you don't, go away. And my take is, everybody should be that way. Donnie B.: Well, and I love that aspect of the elderly and kids. It's still you. It's just, you're respectful at that moment, right? Landon P.: Right. Mm-hmm. Yup. To put it in context, I'm not going to drop f-bombs in front of my grandmother's or my buddy’s kids. Donnie B.: Right. Well, I will. But most of my buddies, they know me. Landon P.: They know better. Donnie B.: I’ll walk into a room and I'm usually that guy that gets a, let me tell you about Donnie before he gets there, right? Landon P.: That's awesome. Donnie B.: A lot of people don't know what their real self is because you go to work or business or whatever else and you're one person wearing that mask and then you come home and you're somebody else. I know that was a lot of my journey because I was always trying to be somebody I was not all the way through it and really, it took me opening my own company before I really realized that I was doing it because I didn't realize I was doing it living that 8:00 to 5:00 lifestyle versus running a business. Outside of doing the crazy thing that I did and jumped out and started my own company, how does somebody actually understand what their real self is? Because, man, I understand you’re going after business-owners. There's a huge market of salespeople that are doing this, right? And they're selling shit they don't even believe in. But it's the job they took that's in front of them which was, once again, a lot of my career. You don't choose a path. You just happened that, “Oh, I'm here. Okay, I'll sell this.” How do people discover who the hell they actually are? Landon P.: It's an ongoing process and really, for most, I would say, most people, it's a never-ending process. It's all about self-awareness. And here's my thing. Like, this is the epitome of everything I stand for. I'm not here to tell anybody what they should do and I'm not here to convince anybody of anything. I am happy with the people that go, “You know, the thing that he just said made a whole lot of sense and I'm not sure quite how to do it. But that's interesting.” And they stick around. It's the whole idea of, you can lead somebody to water. But if you try and stick their head in the bucket, you're just going to drown them, right? We're all to an extent becoming a little bit more aware of who we are and what life is like. This also weeds out a lot of the younger people. Like, don't take offense to this. If you're 22 and like all full of bravado and standing in front of a Bentley for your picture that everybody knows you don't own, that's fantastic. You've got your own path to go through. My take on it is, I'm not here to like forcibly change the way sales is done. I'm here to offer another way to the people that go, “Oh, that actually kind of makes sense.” And we do it through a podcast and a group and all of that stuff. So our message is getting out there and you'd be surprised how many people go, “Man, I don't even know if I can say this publicly but like, what you said on that, blah-blah-blah, like, oh my God. I didn't think that was like permissible.” Donnie B.: Right. Now, I love it because I call it letting your hair down. Landon P.: Yeah Donnie B.: And it's so funny that luckily, there's been a couple of guys that are out there that have cleared the path, if you will. I mean, you take somebody like Gary V, then his freaking foul-mouthed talking. You don’t have to agree with his philosophy but he made cussing mainstream before guys like Andrew Dice Clay and Eddie Murphy or Richard Pryor, prior to him but Gary's like the first one that brought it into the scene that it is our culture because you're at home, you cuss like a freaking sailor, you're hanging out with your buddies and then you go into the business mode and you become robot boy or whatever. My parents give me hell still about cursing. My nieces will come up to me every once in a while and they’re like, “Why do you cuss so much?” I'm like, “Honey, you should know by now. That's just how I fucking talk.” There was one time and my niece had some friends over and she comes running up to me and she goes, “I need a favor.” I said, “Okay. What's the favor?” She goes, “Will you not cuss? They’re from church.” I’m like, “All right. Since you asked, I’m in.” But there's this whole thought process of being yourself and watching the world just open up and see what happens. But even so, I mean, okay, be yourself. Cool. How do you find the other people that are going to vibe with that, with you? I know how I think about it. But I have a feeling you're going to have say exactly what's going through my head but say it anyways. Landon P.: Well, it's simply the matter of putting yourself out there and like, Gary V's on this kick about a hundred pieces of content and to an extent, I agree with him from the perspective of, right now, it's all real estate. Like in the late 1800s, you could buy up New York, right? Fantastic! There are people that need to build a long-term brand doing that. But you can do that just by doing that with people that you're already talking to and here's the thing. It all comes down to this. I believe that relationships are the most important thing on the planet and the relationship you have with yourself is the most important, right? And I'm a little too woo for some people and I'm not woo enough for other people and that's fantastic. But what I think about is, if I lay down at night and I'm happy with myself and what I do and what I did and how I do things, that's the payment, right? So to me, for me, that's the highest level of achievement for myself. Beyond money, beyond all of that. Even beyond the relationships that I have with other people. It's the relationship that I have with myself and when you start doing that, you notice pretty quickly. Some people just escape your world and other people start paying more attention and when other people are like, “Wow!” And they don't even do that out loud usually but they start bringing other people to you and they start bringing other people to you and some people go, “I like this. I like this. Not for me.” And other people go, “Not even close.” And other people go, “Holy shit. This is exactly what I'm looking for.” And if you're a salesperson, if you're a business-owner, your job is to effectively build a book of sales clients who buy more stuff from you and you can do it the hard way by trying to talk to everybody and be a salesperson or you can identify the people you actually like to be around and just be yourself. Donnie B.: I love this. So I had a guy come up to me not long ago and I try and get everybody into podcasting, right? That's just my thing. I think everybody should flip and start a podcast. It is just such an inexpensive, low-hanging fruit to get so much massive attention, exposure and it's the best networking tool on the face of the Earth. And this guy, after one of my speeches and I tell everybody to get into podcasting, he walked up to me and he said, “I've got the most boring job in the world.” I said, “Okay. What do you do?” He goes, “I run an HR consulting business and nobody in the world gives a shit about HR consulting.” I said, “Okay, good. We agree on that.” And he goes, “What the hell would I start a podcast on if I were going to start a podcast?” I said, “Okay, cool. What did you geek out on as a kid? What was that thing that as a kid, you just totally did?” And looked at me and his eyes lit up and he goes, “Dude, I raced motorcycles.” I said, “Oh, tell me about motorcycles.” He’s like, “We built them from the ground up. I raced them. We did all.” And this dude goes on this whole almost monologue, diatribe of motorcycle races. And I'm like, “Why the hell wouldn't you start a motorcycle podcast?” “Because I run an HR consulting business. Why would I do that?” I said, “Why wouldn't you? Who's easier to have a sales conversation with than somebody you can absolutely geek out over something on and talk to for hours about motorcycle? And oh, by the way, I happen to do this HR whatever on the side, right?” If you go get in your world of whatever you geek out on, you're going to find other people that geek out on your stuff and I think that's what you're saying. Landon P.: I even have a term for it. It’s your Genius Zone. Donnie B.: I love it. Landon P.: Right? So there's a lot of people that do something similar to what they really love. Web designers, right? This is a perfect example. A lot of web designers really love doing the aspect of like, visually creating the most amazing-looking website. But all the other shit that they have to do for their clients, they’re like, “I don't really like it,” or “I'm not even that good at it,” or whatever. That thing is their Genius Zone. But most people, myself included for a long time, we do shit that we think we're good at, we think we're supposed to do, somebody told us that we needed to do this. We spent too much time getting a skillset that we can't not do it. But there's this other thing that I am so in love with. That's our Genius Zone and really, what happiness, here's a little insight for everybody listening to this. Here's what I found in my 40 almost 2 years. What causes happiness is simply spending your day doing whatever the hell you want. If you can spend your time doing what it is that you enjoy doing, that's happiness. Genius Zone. Donnie B.: I love it. I love it. I love it. And it's the truth. I mean, you look at a lot of business-owners and the phrase, they’re the president, chief bottle washer, trash-taker-out dude and it's because that's what they know. That's the business they’ve built and they haven't figured out how to either outsource some of that other stuff or get some of those things off their plate but this whole Genius Zone, that really, really got me hung up for a second because how does somebody just embrace that Genius Zone and not have to take on all the other stuff? Landon P.: Two things. One, many people will never take the step to go, “I really wish I could just spend my time doing that.” Most people will, right? Golden handcuffs. The people that are in their own business that are doing nine different jobs, they have their own bottlenecks, right? They've created their own glass ceiling. Most of us are only good at a couple different aspects of what we do, right? I don't know about you. You've got your own podcast. I do my own podcast. I don't do the editing. I don't do the … right? I don't do any of those things that I'm not good at, right? Well, if you own a business and you spend your time focused on your Genius Zone, the thing that you do, guess what? You get to work with higher quality clients who are higher value for you. You're happier doing it. Generally, you work with fewer of them and make way more money. And if you go that route, you can get other people who their Genius Zone is the shit you don't like to do and now, you can actually have a real business. Donnie B.: I love this. I had a … his name’s going to escape me. But I had a gentleman recently on the show and he has created the hotels.com of outsourcing. Landon P.: Wow. Donnie B.: So you can go to his website and whatever you need an outsource for, you can go through and he brokers the services, okay? He told me flat out. He's like, “Look, I don't care what business you're in. You can go get a COO for your business for $1,500 to $2,000 a month.” Which means, if you're the face of the company, outspoken guy and you suck at operations, you can literally pick up a COO. Now, they're going to be overseas, they’re going to be in another company, they're going to do everything virtually but a COO in this day and age will cost you between $120,000 and $150,000 depending on what kind of business you have and you can get one for less than $2,400 a year to take all that crap off your plate that you don't want to do and turn your business into a functional business. So you can go spend time in your Zone of Genius or a flipside of it, you can go find the other person who wants to be the face of the company, who wants that brand out there and let you be the operational Zone of Genius, the things that you geek out on for about the same price. There's no reason that your business should be functioning in any way that is not allowing you to step in and do what you love to do. This is so awesome. This is so awesome. Landon P.: Yeah. Since you’ve brought his name up a couple of times, Gary V., I'm a fan. I'm not a fanboy. I don't model everything in my world around Gary but I think a lot of what he says is truth and I think he's got a lot of real-life experience that has proven that he has an idea of what he's talking about. And it's been a while since I've heard him say this but there's nothing wrong with being the number two or the number three or the number four and most people like, “Let's face it, right? If there's 19 positions in a company, not everybody on the planet’s a number one.” Well, I think a lot of people take that the wrong way, right? That number one position and the way he brings it up is, “Well, everybody thinks it's the owner. It’s the CEO. It's the entrepreneur. Oh my God.” Cool. Well, if you like playing with numbers and that's your love language and you're a freaking accountant, then you're number one at that regardless of what you do or who you do it for and I don't think a lot of people recognize this. There's a lot of things. You and I both own a business. There's a lot of things that need to be done. And I tell you what, man, 92% of it, I can't stand doing. Donnie B.: You and me both. Landon P.: So why spend any of my time doing that shit that I don't like and for you, right? Donnie B.: Yup. The only thing I had to throw out when I bring up Gary V. is I love a lot of his philosophies. The one philosophy I hate is the grind, the 18-hour days, right? That works for Gary, right? The other thing is he says, he's going to buy the jets. That works for Gary. Most type of people can't wrap their head around working that hard. Not even that hard but that many hours. Two, people can't wrap their head around a goal that large. They already are setting themselves up for disappointment and they already believe they can't accomplish it. So they're never going to go after it. So go ahead. Landon P.: I just want to be happy. Don't you want to be happy? That’s part of his new tagline. I think that's a misconception and in the world that I play in, there's a lot of entrepreneur people that hang out of my world and a lot of people seem to play life that there's a set of rules that applies to everybody. And that's just not the case, right? I like to work a lot. That's part of who I am. But I don't want to spend 18 hours a day doing grind work. You told me before we got on here, how many of these you've done today? That like blows my mind. But then I think about it and I go, “You know what, if these are an hour-long each, I've done almost that much already today in mentoring calls and I love it.” It's work. But that doesn't mean that everybody should see that and go, “Oh, so I should work 6 or 7 hours a day, 7 days a week because so and so does it?” No. Figure out what it is that makes you happy and then spend your time doing it. Donnie B.: Yeah. I mean, that's a great way of putting it. When I do these Fridays and I'm interviewing these people, dude, I just had an interview right before yours where I talked to a guy who spent 30 years in the symphony and he's literally bringing these executives from Fortune 50 companies to sit in the symphony and teach leadership skills by screwing up conducting. I mean, it was the most brilliant conversation. This dude totally had me geek out on his entire everything he did and I would have never met this guy without the podcast. So for me, that's my Zone of Genius. I love having these conversations, networking, this, that and the other. I love being on stages. You have your platform with … you got a nice huge following of, what do you call them? Gorillas? Landon P.: Gorillas. Donnie B.: That are geeking out because you are such a straight-talker, no bullshit, let me just tell you how it is type of thing which continues to draw people to you and your story. When you find that thing, hold on and do more of it. Landon P.: Well, it’s like that guy that you just mentioned, 30 years in the symphony, do you think he's got an interest in that kind of music? Do you think he's got an interest in that kind of scene? Do you think … I mean, birds of a feather flock together, right? If that's who he is and then he goes, “Oh, you know what? When we're not all playing our part, the symphony sounds like shit.” And I can translate that to these other people that I like, these corporate people who need the leadership thing and I can demonstrate to them what I'm talking about. Do you think that guy needs 50,000 people to buy his thing? Donnie B.: Nope! Landon P.: Probably not. But he's being himself. And he's playing in his Zone of Genius and he's probably the happiest guy on the planet. Donnie B.: And when you talk to somebody like that that has their style and their thing, I mean, you can feel it because they're not making up some sort of cliché saying. They’re just speaking their truths. And it's fun to get in those type of conversations. So back to the kind of the sales a little bit, you got a business-owner that's trying to grow their business, you're telling them to just be themselves. Now, they've got to go interact and engage people and find people that are going to jive and vibe with their personality. How do they do it? Landon P.: Well, even with everything that I've said about sales, right? Here's the bottom line. There's principles and everything. There's a reason it takes X number of years to become a black belt, a 9th degree black belt in any martial arts. There's a reason it takes that amount of time to get that good at sales or engineering or being a brain surgeon. There's principles. Well, the sales world, this getting clients world, there’s still principles and fundamentals that are in play. The bottom line is, you got to get the right message to the right market at the right time. And there's a conundrum there. It's actually a riddle. To have the right message to put in front of the right market at the right time, it's got to be in that order once you get it. But you can't figure it out in that order. You got to figure out the ‘who’ first, right? Who's the right fit for this thing that I do so then I can go have conversations with them to craft my message and then I can put that out to the marketplace? Then there's some other principles. There's a lot of ways to get clients. There's a lot of ways to do prospecting, cold calling, cold approaching, cold messaging people on social media. There's right ways and wrong ways in my opinion to do those things and then there's other ways to do it. Client attraction. You can build funnels and there's all of that. If we will just use the principles to do those things, they all work. But if you're a business-owner and you need clients and you don't have an audience established, right? There's two times to plant a tree. 20 years ago and today. If you didn't do that and you don't have an audience, well, really, you should start building one. But in the meantime, you need to figure out who needs your thing and go start, I call it, social currency. You go mingle with people a little bit. You’re a sales guy. You and I used to do this, right? You find somebody. You start a conversation. You see where it goes. We’re qualifying at every stage. If you can figure out who it is that wants and needs your thing and then you can filter them against, do I like this person or not, all it comes down to is having conversations. Donnie B.: Yeah, absolutely. You know, I would add on there, discipline conversations and the only reason I say discipline is if you don't have a regiment on a daily basis to do business growth in your business, you're going to be stacked up against it too often. The one thing that … I started in January for my business. It was a minimum of 10 reach-outs every day. Do I go to LinkedIn or I go to Facebook? And I just start reaching out to the followers, right? Not even trying to go after people I don't know except for getting guests on the podcast. I do that as well. But I go to my followers and I can tell you, just having conversations with people that are already into you, maybe you know each other because you're in the same group or you hang out. Just jumping on a 30-minute Zoom call is an amazing game-changer of what it can do for your business. Landon P.: If you want to get fit, you have to do the doing. If you want to get rich, you have to do the doing. If you want to get clients, you have to do the doing, right? And a lot of people, like the people that I tend to focus with, they go kill it and they bring on five or six clients and then they've got to do all that client work, right? It’s this rollercoaster. Real estate people are a perfect example of this. They prospect all month long and next month, they've got seven deals that close and then the next month, nothing. So the month after that, then they go prospect all month long and then the month after that and they do like four or five decent months throughout the year and they're like, “Man, I should be making so much more money but I only did like $150,000 this year. What the hell?” It's that process. It's the wax on, wax off that you need to do every day. And there's a lot of ways to only put 15 or 20 or 30 minutes into it every day just to initiate those conversations. People just don't know how to do it. How do you start a conversation with somebody? Donnie B.: You say hello. Landon P.: Right. Exactly. Donnie B.: Here's a theory that I realized somewhere along my journey is people want to plateau. They want to get to a spot to where they can say, “I'm done,” right? And I did it even on part of my journey is I was always that, “If I could just get to this sales number, I can turn it off.” What I realized is every time I got to that sales number, if I turned it off, it would go the other direction, right? And so it took me a long time to quit making the gigantic leaps and start doing the incremental growth. Something I could do consistently and steadily on a regular basis. Landon P.: Okay. So let's talk about that. When I started in the commercial credit and collections industry, I was tasked like literally, when I was hired, I was told, if you take this job, you're required to make 300 dials a day. Okay. So I did that and as soon as I could figure out how to make less dials in a day, I did that, right? For everybody listening, let's kind of like paint the picture of how this looks from an actual sales guy’s perspective. Cool. I don't know what I'm doing in this new industry. I don't know anything about the products. I don't know anything about the clients. I don't know anything about even the sales pitch, the script they handed me. So I'm going to go practice and I'm going to screw it up and I'm going to do that three hundred times a day for as long as it takes to get good enough to begin closing clients. And once I begin closing clients, I look at it and go, how could I do this more effectively because I hate the grind? And then pretty soon, you're making 250 a day and then pretty soon, you're making 200 dials a day and pretty soon, you're making a hundred dials a day and most salespeople go, “Oh, one fish at a time? Go get a net full of fish. How do I do that?” And then people go, “Well, they're all still small fish. How do I get a bigger fish?” And then they go, “Fish for a bigger fish.” And most salespeople end up hunting for whales, right? Which is why it's a cliché in the industry. Most salespeople stop there. I only need to prospect 30 people a month because two of them eventually will come in. Even though it takes six months. Eventually, those come in and I've got all these whales and it's amazing and they stop there. But if you stop doing that prospecting, the new whale stop coming in because that perfect referral business doesn't exist at that level. You got to go to the next level. Who also serves all the whale clients that I want and has a problem because their whale clients have a problem that only I can solve? How do I solve that guy's problem? You do that two or three times a month and now, they're sending you whale clients and it's on autopilot because you're solving a problem at a much higher level. So I went from calling 300 times a day to, at the end, it was literally the last two and a half years, maybe ten calls a month and they weren't to cold calls. They were to people that I had already had some interaction with on either social media or through another contact and that's just it. As a business-owner, how do you perfect the ongoing lead generation strategy in your business? This is interesting. We're actually doing stuff with this right now. There's all these tactics. There's all these things you can do, right? Facebook ads, excellent. But if you turn the Facebook ads off, your lead flow stops. LinkedIn stuff. I can go hammer people on LinkedIn 15-20 minutes a day, every day. But when I stopped doing that, they stopped coming in. All of these are add-ons after you've established the stability in your business of referral partners, right? Referral partners that you're not paying them to send you stuff. You're solving problems for them that they happily send you all of the leads that you actually want and then you can scale using all of the, what are actually meant for scaling, not for stabilizing a business. It's just, I don't know if you can tell but this is what jazzes me up because this is what I like doing. Donnie B.: Well, here's the interesting thing. Most of your business-owners now, face the same dilemma that I faced is I was an employee. Going from employee mindset to business-owner mindset is a massive leap because it's turning off the, “I do a job. I do my eight to five. I do what’s expected of me,” to thinking about, “How do I scale it? How do I grow it? How do I level that up and make a bigger business?” And if you've spent your entire career looking at it from one perspective, trying to step back and look forward can be in a monstrous leap. It proved that way for me when I first launched my business and I got really good at making a good sales job and not a company as I started out figuring this all out. How do you make that mental shift to be able to wrap your head around what referral partners should I be going after? Landon P.: The truth? Donnie B.: Yeah. Landon P.: Most people have to go start at three, five, seven businesses and screw them all up before they have that because here's the thing, you and I can tell anybody anything and it can be the right advice. It can be the thing they need to know but until they draw that as their own conclusion and go, “Yeah, that's correct,” they will never follow that with the actions that take that advice. If people will understand that if you take the skillset that you've got or you take a new thing that you've never had any money generated around but you love doing it and you go do that doing and all of the pieces to that that you don't like doing, either find somebody else that can do it or find somebody else that will do it temporarily for trade. Finding referral partners is as easy as solving a problem. If you can figure out who has a problem and you can figure out how to solve it in a way that other people haven't been able to figure out, that's where you make a lot of money. And here's the thing with referral partners. It's like sex. If you have to pay for it, it's probably not the kind you want, right? So a lot of people think of this referral game as this, “Oh, they sent me a client. I'm required to send them a client.” That shit never works. “Oh, they sent me a client. I've got to pay for it.” That stuff never works. Now, marketers, we can do stuff where it's like affiliate commissions and we can do JV partner stuff. But business-owners, they need to go about it. Who can I solve a problem for that has people they can send me and I'm solving their problem by helping their clients? Real estate agents, here's one way to look at it. If you're a real estate agent, the best way to look at this is, if you're selling homes in Phoenix, who owns the best pool company in town, right? Because most of the homes that you're going to be selling have something wrong with the pool because pools suck, right? If you're a mechanic and you do transmissions, who's the best referral partner? The people that manage the fleets around town that don't have their own in-house mechanic shop, right? There's a lot of ways to look at this. It’s just getting creative. Who is already serving all of the perfect-for-me clients that has a problem that I can creatively figure out, “Oh, if their clients all had this, they benefit like this and if they benefited either monetarily or made their life easier or it made them a rockstar to their clients, that's a pretty easy sell.” Donnie B.: Yeah. You've been taking them smarten-them pills, haven't you? Landon P.: You know what, dude, it's all out of necessity. I hated the prospecting thing but I did it because if I could get somebody on the phone, I could talk them into doing the thing. And once I figured out there's an easier way to do that part, it's all based on relationships, my model changed. Then I went, “Okay, cool. What's the fastest way I can get to that next level that I want to get to?” And it was all out of necessity. I don't want to have to work doing stuff that I don't like and I might be biased but I think most people kind of feel that way. Donnie B.: Yes, I would agree. And I love the fact that you're so focused on business-owners because my mind going from years being in Sandler doing that training, I'm always so focused on the salesperson, right? Because that's the arena I knew, right? I knew how to grow and adapt and I knew what was going on in the salesperson’s head. It's refreshing to take this all to a business-owner standpoint. So good on you, brother. Good on you. So where is all this crazy-ass world going to take you? I mean, you're becoming a name in some circles. Not a good name, by the way, but a name. Landon P.: That's funny. Donnie B.: In some circles and I can't tell you how many people came to me and said, I got to get you on the show and were throwing your name around and that's fun when you get several people you trust that are throwing a guest’s name around. So what's the vision for this whole thing? Landon P.: Honestly, I don't and here's an interesting thing. As a sales guy, most of us are supposed to have this predetermined endgame or our agenda. I don't. I was basically dragged into kicking and screaming doing this thing because here's my take on it, I'm a sales guy, right? There's a lot of names that you and I can both drop that they do it the old school way and they teach the tactics and those people go make money. Fantastic. Awesome sauce. I don't dig it. I just, like, right? I think society is headed in a direction where we're kind of tired of that which is why it's … and here's … all the way down to the very bottom of it. Either you're playing the long game to win the long game or you're playing to eventually lose. There is no other way in my opinion to look at life in any way, shape or form. Whether that's your business or your relationship with your wife or the relationship you've got with your neighbors. Either you're playing the long game to win the long game or you're playing intentionally to eventually lose and I didn't want to come into this sales arena, sales training game from a, “Oh, he's a sales guy but he's got a different take on it.” No. You know what? I actually teach people how to people. I teach people how to have relationships with people they want to have relationships with. Where this eventually goes, I have no idea. Donnie B.: I love that honesty because here's something funny about me that I love telling people. I don't think goalsetting works, right? And the reason it doesn't is, as soon as somebody sets a goal, it automatically demotivates them because they don't believe they can get there in the first place. I'm all about incremental growth and milestones and knocking down a target. And once that target’s knocked down, then going for the next target. And just seeing what turns up and what comes and what relationships happened from there. I love that you actually don't know where this is going to end up which allows you to be in the moment and just go with the flow, man. Landon P.: Right. There's so many ways this can go and to your point with the whole goalsetting thing, a lot of people miss a lot of really cool opportunities and experiences because they've determined, “This is the thing I'm going to go get.” Life is so fluid and shit happens and changes so fast that if you pigeonhole yourself with a goal like that, you’re just screwing yourself. And not only do most people demotivate themselves to actually accomplish that because it's usually way too big, but other people on the other side of that, they think, now it's been accomplished and so they're demotivating themselves because they've created a goal and it's always just down the road. It's always three months. When I get here, when I get that, when I do that, right? No. It's what's going on right this minute. Donnie B.: Yup. Landon P.: I will continue to do what I enjoy doing. And right now, what I'm enjoying doing is working with people that are like, real people, down-to-earth that are like, “I do this really cool thing and it's fucking amazing.” And the people that I do it for love it and it gets them this crazy result and I don't know how to turn them into clients because I don't know who they are or where they're at. And I love walking people through that process to where they go, “Man, six months ago, I didn't know where my next client was coming from and now, I've got too many clients and I just waitlisted a guy. That's never happened to me before.” That's what I enjoy doing. And for now, that's what I will do. Donnie B.: That's awesome. Landon, how do people find you? How do they get in touch with you? How do they make fun of your funny hairdo? All that stuff. Landon P.: I have a fledgling podcast and I'm actually a little like hesitant. No, I'm kidding. I do a podcast every week on this whole idea, relational selling and relationships and all that. SalesGorillaPodcast.com or you can come hang out with us on our group, our Facebook group. It's www.facebook.com/groups/gorillajuice and if you're a fit, stick around. If you're not, go away. Donnie B.: It's really called Gorilla Juice? Landon P.: Yeah. The URL for the group is Gorilla Juice. It's Getting Clients Without Being Salesy. It's Gorilla Army Nation (Getting Clients Without Being Salesy). Donnie B.: That's awesome. That's awesome. Are you going to make an energy drink called Gorilla Juice? You should. Landon P.: Dude, we've been, yeah. Mustards and hot sauces and coffee drink. Yeah. Donnie B.: Well, you got to get the microbrew in there as well. I mean, if you're going to go, you got to go all out. I mean … Landon P.: A vodka, a whiskey, right? Donnie B.: For me, a spiced rum and I'll be perfect. But dude, this has been a blast, man. Thanks for jumping on and doing this. I was looking forward to this one. This was every bit of what a kind of conversation I was expecting out of this, man. So I appreciate that. So here's how I wrap up every show and I do stump some people. So get ready. If you were going to leave the Champions that listen to this show, 78 countries, people all around the world that are going through it on their journey and they’re hearing other people's stories of what they've overcome to get where they want to go. If you were going to leave them with a quote, a phrase, a saying, a mantra, something they can take with them on their journey especially when they're stacked up against it and going through it, what would be that quote or phrase you would say, “Remember this,”? Landon P.: Stop thinking about all the stuff you don't like and don't want and actually put time into defining what you want and how you want it to be. Donnie B.: Love it. Love it. Landon, thanks for doing this, brother. I appreciate you. One of these days, if you bring guests on your show, I'm going to come on there and make fun of you there too. Landon P.: That would be rad. Donnie B.: But thanks, brother. I really appreciate it. Thanks for doing this. Landon P.: Awesome sauce. Thanks for having me on. Peace out, Cub Scouts. [Music] Donnie B.: Well, there you have it, guys. Two badasses sitting down and just having a freaking balls-out killer conversation. Man, I got to tell you. It's a rarity that I get to sit across from a guy like Landon and really dive into some freaking tactical stuff. I mean, every time that guy opens his mouth, I swear, he's embracing the mindset of a teacher and throwing out just knowledge that the everyday Joe can use to really up their game. I fucking love talking to him. And I know I probably sound a little bit of a fanboy of the guy. But dude, I rarely find somebody who lives off life with a lot of similar philosophies of my own, man. So I really, really appreciate him. Let me tell you, if you're not hanging out in the Gorilla Army Nation in Facebook, Getting Clients Without Being Salesy, get your ass over there. It's a phenomenal group out there. I don't know how many members are but it's in the tens of thousands and he's doing really, really cool stuff. So you need to check it. Also, if you will do me the favor and go to Facebook, type in Success Champions, click on groups and come hang out in our group. We are doing some amazing things from launching masterminds, to doing some really, really cool things and the whole thing is Badasses Rise Together. So you really need to come hang out so we can all level up. We can all go for it and you can hear more from guys like Landon and other past guests I've had on the show blowing some shit up so we can step into our own. I fucking love you guys. I really appreciate you always tuning in. I appreciate the feedback, the comments, the emails, the messages. Do me a favor, share this show with somebody, send them some love, leave me a review on wherever you listen to podcast and for the love of God, go blow some shit up. Music by Freddy Fri http://www.freddyfri.com
Eat & Drink with Ali Hassan & Marco TimpanoComedians Ali Hassan & Marco Timpano, discuss, lament & come to terms with Food & Drink. They bring over a quarter century of restaurant experience to the podcast table.This weeks episode: Lemonesso & CondimentsSocial Media:Twitter: @podcasteatdrinkInsta: @podcasteatdrinkemail: podcasteatdrink@gmail.comAli & Marco get ready for summer with a coffee recipe ripped right out of Martha Stewart Living magazine, does it pass or fail? Listen to find out. Ali brings his favourite condiments to the table.Lemonesso:Here is the recipe, but listen to the episode before your even put the coffee on.Pour 1 cup of lemon soda in this case we used San Pelligrino Limonata over a glass of icePour 1.5 ounces of espresso coffee ontopAdd a lemon wheel for bellezzaStir this bastard up.Drink if you dare.Condiments"Marco Stewart" may have failed you and himself with his Lemonesso....but step right in to the warm embrace of Ali's Condiments. Here is a saucy, spicy, pickle-ly list of things that should be in your pantry for this summer!Mustards - one classic yellow mustard, one dijon (great for salad dressings too)Pickles - a kosher dill, a bread & butter (which you could make your own relish with), and whatever else your mouth likes to crunch onSauerkraut - yes "fermented cabbage" doesn't SOUND sexy...but it tastes good and is so darn good for you!Kimchi - A great compliment to burgers, dogs, noodle dishes and omelet! Look for a brand without sugar, don't leave the cap off for too long....Jalapenos - fresh, pickled or in a puree! (I just discovered this stuff: https://sinaigourmet.com)Hummus: "white people's mayo"; don't hesitate to make your own!Hot Sauce: Sriracha, Franks, Tabasco, Cholula, Valentina's, La Bomba Italiana...mix some classics in with something new & exciting!Ketchup. IF YOU MUST. Here's a brand that I can support: https://goodfoodforgood.caHead out to your local grocer, stock up on these if you haven't already....and sit back and let summer and all its fun soak right in!If you liked this episode: Rate, Review & Subscribe and tell your friends.If you didn't like it, there is a whole slog of podcasts out there for you to explore and enjoy and we hope you do! See acast.com/privacy for privacy and opt-out information.
Tym razem w #przecinkuprzerywniku gość specjalny czyli Gosia Zmaczyńska z podcastu RADIOaktywnego. Wspólnie, zgodnie z tradycją i scenariuszem tego formatu rozmawiamy o książkach, serialach oraz podcastach. Tym razem dodajemy też nowy element czyli zeznajemy co oglądamy na youtube. W pierwszej części wspominamy o Lectonie czyli aplikacji do słuchania polskich podcastów oraz podkaście "Radio Książki" w którym Michał Nogaś przeprowadza wywiady z autorami książek. W odcinku szesnastym pierwszy raz usłyszałam o Wojciechu Chmielarzu i jego książkach. Przesłuchałam "Żmijowisko" oraz "Cienie". Mówimy również o podcaście "W co gra mózg" który można oglądać również na youtube: Pozostałe wspominane przez nas kanały to: " Mówiąc inaczej" tworzyny przez Paulinę Mikułę: Kanale "Krzysztof Gonciarz" autorestwa... eh ... domyślicie się. "Zapytaj Beczkę" też Gonciarza. "Tech Week" Kuby Klawitera Oraz "7 metrów pod ziemią" kanale "Adrian Kilar" prowadzonym przez Krzysztofa Gonciarza. (Wiem to prawdopodobnie nie jest śmieszne ale ja jestem mocno niewyspana więc mnie to bawi.) Wspominamy też o: Jakubiaku i jego "20m2" Mietczyńskim i jego "Masochiście" "Nocnym Marco" który wymiata na Tweeterze. Podkaście "The Mustards" dostępnym w audio oraz w wersji do oglądania. Wspominamy też o Magdzie Urbaniak która zajmuje się traktorami. Mówimy o serialach Misfits i przy tej okazji pytam którego z bohaterów kochałeś najbardziej? Opowiadamy też o "Shameless" w wersji Amerykańskiej i wersji Brytyjskiej Pytając która wersja jest waszym zdaniem lepsza. To na tyle w tym tygodniu. Słyszymy się za tydzień w spotkaniu z cyklu #kimzostanejakdorosne Podkastu Gosi możecie słuchać w wygodnych aplikacjach lub też na youtube. pozdrawiam, Asia var fmFCFnhgiiqgkx8=function(e){document.getElementById('fm-fc-f-nhgiiqgkx8').style.minHeight=e.data.size+'px'};window.addEventListener?addEventListener('message',fmFCFnhgiiqgkx8,!1):attachEvent('onmessage',fmFCFnhgiiqgkx8);
Doug Shafer talks with chef Cindy Pawlcyn, who is credited with launching the current era of Napa Valley’s restaurant scene, when she opened Mustards in 1983. She went on to open Fog City Diner in San Francisco and win a James Beard Award for one of ...
04.05.18 Calvary Chapel Santa Maria Millstones and Mustard Seeds Luke 17:1-6 Pastor Conor Berry
30 What’s for dinner: Mustards, Cresses, and Peas Spring greens and Peas What to forage for in early spring, and should you really plant peas on Saint Patrick’s Day? 5:18 Insider Information: Cymbidiums How to grow Cymbidium orchids, keep them alive through summer and bring them back into flower. 9:15 Eat/Drink/Grow: Cold Frames and Other Ways of “Pushing Spring” Ellen and C.L. explore the ways we can jumpstart our spring growing with cold frames and other means of protection. See the lyrics for Lou and Peter Berryman’s song that C.L. refers to on the Plantrama website. 21:57 Did You Know: Shamrocks At this time of year garden centers and grocery stores are filled with several types of Oxalis plants, sold as signs of spring and symbols of St. Patrick’s day. We talk about how to grow these as houseplants and use them in outdoor containers. 26:05 Love Letters and Questions: Planting pansies as early as possible.
The inaugural episode of our new podcast about but not about design. We have no idea how or what we are doing. There's no jingle yet. Join the confusion! In this episode Rob tells Jon how he got into design and how he kicked off his illustration career. Jon then makes Rob jealous by talking about his new iPad Pro and Apple Pencil. Then he eats a pork pie and drinks some beer just to rub it in.
The inaugural episode of our new podcast about but not about design. We have no idea how or what we are doing. There's no jingle yet. Join the confusion! In this episode Rob tells Jon how he got into design and how he kicked off his illustration career. Jon then makes Rob jealous by talking about his new iPad Pro and Apple Pencil. Then he eats a pork pie and drinks some beer just to rub it in.
The unexpected and triumphant return of the TimTam.
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