Podcasts about pitch anything an innovative method

Oren Klaff is the real deal. He raises vast sums of investment capital every single day using his unique and hugely popular methods of pitching - as outlined in his international bestselling book, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. We talk about a LOT of topics: swagger, making money, persuasion, human behaviour, capital markets, Anthony Scaramucci, cognitive psychology, power hierarchies and status, billionaires and valets, values, and negotiating - and we even do some role play. WARNING - there is some fairly explicit and expletive language throughout this episode, but if you're ok with that, grab a drink, sit back, and get ready to take notes. If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ Linkedin: https://www.linkedin.com/in/dannyfontaine/

Oren Klaff is the real deal. He raises vast sums of investment capital every single day using his unique and hugely popular methods of pitching - as outlined in his international bestselling book, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. We talk about a LOT of topics: swagger, making money, persuasion, human behaviour, capital markets, Anthony Scaramucci, cognitive psychology, power hierarchies and status, billionaires and valets, values, and negotiating - and we even do some role play. WARNING - there is some fairly explicit and expletive language throughout this episode, but if you're ok with that, grab a drink, sit back, and get ready to take notes. If you enjoy the show, reviews, ratings and shares are the best possible way to show your support and are always appreciated. Sign up for the mailing list for exclusive content at http://pitchguy.co.uk/ and follow me on social media for video clips of the episode. Instagram: https://www.instagram.com/dannyfontaine/ TikTok: https://www.tiktok.com/@pitchguy YouTube: https://www.youtube.com/@pitchguy/ Linkedin: https://www.linkedin.com/in/dannyfontaine/

Today Jason welcomes Oren Klaff. Oren is one of the world's leading experts on sales, raising capital and negotiation. When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 15 years, he has used his one of a kind method to raise more than $1 billion. As an investor, his portfolio of highly-valued and rapidly scaling companies are evidence that Oren's methods can be implemented in any business where dealmaking is important to growth. Pitch Anything An Innovative Method for Presenting, Persuading, and Winning the Deal Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. Creating and presenting a great pitch isn't an art—it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, learn how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process. Flip the Script Getting People to Think Your Idea is Their Idea If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you.     Follow Jason on TWITTER, INSTAGRAM & LINKEDIN Twitter.com/JasonHartmanROI Instagram.com/jasonhartman1/ Linkedin.com/in/jasonhartmaninvestor/ Call our Investment Counselors at: 1-800-HARTMAN (US) or visit: https://www.jasonhartman.com/ Free Class:  Easily get up to $250,000 in funding for real estate, business or anything else: http://JasonHartman.com/Fund CYA Protect Your Assets, Save Taxes & Estate Planning: http://JasonHartman.com/Protect Get wholesale real estate deals for investment or build a great business – Free Course: https://www.jasonhartman.com/deals Special Offer from Ron LeGrand: https://JasonHartman.com/Ron Free Mini-Book on Pandemic Investing: https://www.PandemicInvesting.com

Today Jason talks about the zeitgeist of our time and living in a BAILOUT culture in our society, with all the quantitative easing during the COVID era and the current banking collapse debacle. He talks about how the elites, governments and central banks are vividly demonstrating the 'Cantillion Effect' right before our eyes and the implications it has in today's massive housing shortage! He then welcomes Oren Klaff. Oren is one of the world's leading experts on sales, raising capital and negotiation. When it comes to delivering a pitch, Oren Klaff has unparalleled credentials. Over the past 15 years, he has used his one of a kind method to raise more than $1 billion. As an investor, his portfolio of highly-valued and rapidly scaling companies are evidence that Oren's methods can be implemented in any business where dealmaking is important to growth. Pitch Anything An Innovative Method for Presenting, Persuading, and Winning the Deal Whether you're selling ideas to investors, pitching a client for new business, or even negotiating for a higher salary, Pitch Anything will transform the way you position your ideas. Creating and presenting a great pitch isn't an art—it's a simple science. Applying the latest findings in the field of neuroeconomics, while sharing eye-opening stories of his method in action, learn how the brain makes decisions and responds to pitches. With this information, you'll remain in complete control of every stage of the pitch process. Flip the Script Getting People to Think Your Idea is Their Idea If there's one lesson Oren Klaff has learned over decades of pitching, presenting, and closing long-shot, high-stakes deals, it's that people are sick of being marketed and sold to. Most of all, they hate being told what to think. The more you push them, the more they resist. What people love, however, is coming up with a great idea on their own, even if it's the idea you were guiding them to have all along. Often, the only way to get someone to sign is to make them feel like they're smarter than you.   Takeaways: Jason's editorial 2:11 The zeitgeist of our time, click bait and predicting the future 4:24 Persistence through one of Jason's businesses 5:55 Keep your eye on the ball; responding in times of crises 7:24 The end of the world and living in a 'bailout' culture 9:23 Flooding the market with money; voting for more inflation Oren Klaff interview 21:43 Welcome Oren Klaff 22:57 "Frame Control" and stories of success 27:22 The overriding philosophy and a conversation with a cognitive psychologist 34:42 Increasing your status 39:06 "I won't do this for you; I will do it with you" 40:51 Setting the frame: Get your calendars synced up 42:33 "We're very busy, choosy, need to be efficient with our time" 43:24 The Price- it's more than the investor wants to pay and less than what I want to charge 44:54 Flip the script   Follow Jason on TWITTER, INSTAGRAM & LINKEDIN Twitter.com/JasonHartmanROI Instagram.com/jasonhartman1/ Linkedin.com/in/jasonhartmaninvestor/ Call our Investment Counselors at: 1-800-HARTMAN (US) or visit: https://www.jasonhartman.com/ Free Class:  Easily get up to $250,000 in funding for real estate, business or anything else: http://JasonHartman.com/Fund CYA Protect Your Assets, Save Taxes & Estate Planning: http://JasonHartman.com/Protect Get wholesale real estate deals for investment or build a great business – Free Course: https://www.jasonhartman.com/deals Special Offer from Ron LeGrand: https://JasonHartman.com/Ron Free Mini-Book on Pandemic Investing: https://www.PandemicInvesting.com

When you're nearing the end of the quarter, especially the fourth quarter, do you tend to panic and offer a discount in order to close any deals hanging fire? Oren Klaff, New York Times bestselling author of Pitch Anything and Flip The Script, discusses the downside of this neediness on today's Market Dominance Guys podcast. Our two hosts, Chris Beall and Corey Frank, explore with Oren what happens to the status you have so carefully built with your prospective customer if you blatantly display just how needy and desperate you are to close the deal. Does showing your soft underbelly increase your chance of closing the deal? Or does your neediness kill the deal altogether? Oren's advice is to stick to the sales process — and HOLD, no matter what. Join these three sales analysts as they caution the sales reps of the world about the pitfalls of a needy mindset when a sales deadline is looming on today's Market Dominance Guys' episode, “Hold Everything!” ----more---- More Marketet Dominance Guys episodes with Oren Klaff here: https://marketdominanceguys.com/category/guest-oren-klaff  About Our Guest Oren Klaff is one of the world's leading experts on sales, raising capital, and negotiation. He is the New York Times bestselling author of two sales-related books, Flip The Script and Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. Employing his securities markets experience in capital-raising advisory leadership, Oren is Managing Director of Capital Markets at the investment bank Intersection Capital, where he manages its capital-raising platform. Since 2005, Oren has grown the firm to approximately $2 billion in aggregate trade volume across a diversified portfolio of companies and transactions.   Full episode transcript below: Announcer (00:05): Welcome to another session with the Market Dominance Guys. A program exploring all the high stake speed bumps and off-ramps of driving to the top of your market with our host Chris Beall from ConnectAndSell and Corey Frank from Branch49. (00:21): When you're nearing the end of the quarter, especially the fourth quarter, you tend to panic and offer a discount in order to close any deals hanging fire or in clap. New York Times bestselling author of Pitch Anything and Flip the Script discusses the downside of this neediness on today's Market Dominance Guys Podcast. Our two hosts, Chris Beal and Corey Frank, explore with Oren what happens to the status you have so carefully built with your prospective customer if you blatantly display just how needy and desperate you are to close the deal. (00:51): Does showing your soft underbelly increase your chance of closing the deal? Or does your neediness kill the deal altogether? Oren's advice is to stick to the sales process and hold no matter what. Join these three sales analysts as they caution the sales reps of the world about the pitfalls of a needy mindset when the sales deadline is looming, on today's Market Dominance Guys episode Hold Everything. Corey Frank (01:20): And here we are. Welcome to another episode of the Market Dominance Guys with Corey Frank and the sage of sales, the prophet of profits, the hawking of Hawking, does that make sense? And we have, Oren, I'm sorry I don't have any nicknames I've rehearsed in my shower for the last few weeks for you, we have Oren Klaff, best-selling author of Pitch Anything, Flip the Script, and Sales Connoisseur. I don't know, that's all I got. So welcome, Chris, we got to a great special guest in the hotseat today and what brings the three of us together? What could possibly top the last podcast we did? Oh I don't know, a short six, eight months ago or so. We probably have something to announce, do we not, Oren, Chris, that we could talk to a little later in the podcast? Chris Beall (02:07): I think we do. For one thing, let me just point out, I recommend some sales books but I don't force any of them down anybody's throat except for Flip the Script. And the reason I do is Flip the Script says, "Don't force this book down somebody's throat," and I just love the delicious irony of utterly failing to apply every single principle in this book while pushing this book on people. I don't know, the dynamic tension in that just works for me. Corey Frank (02:36): It's like don't push this button [inaudible 00:02:39]. Chris Beall (02:39): Yeah, it's like peeps, look, if you have only two books you can read in this coming year and for some of you that is a stretch, read Flip the Script and learn how to do simple things like get a little status alignment going and learn how to flash roll. I'm still trying to teach our people how to flash roll. They tend to want to drift into teaching at that point. Learn how to flash roll. And then when you're done with all that and you realize that you're not going to do all this, that you're a manager and your people are going to do it, pick up Helen Fanucci's Love Your Team and go and read that, and you put those two together, and I don't know, I'm not going to be responsible for you failing, I'm just not going to be responsible. Oren Klaff (03:18): In the military, those super sauced up guys, so calm guys, they have these banana clips they put in the clip, and then they shoot the 28 bullets or where the 30 bullets are that clip, and then they flip it right around, and then they shove the next clip in because it's already attached. I feel like Flip the Script and then Love Your Team, you shove that in, you shoot all those 30 bullets, you're out, then flip it over, and then Love Your Team flips in. Corey Frank (03:42): I love it. That's right. Well, hey, I thought getting you two fine gentlemen together, here we are coming up on the end of another quarter and the end of another year coming up in Q4, and Oren, we always talk about no neediness, right? I think what you've hit me over the head for the years we've known each other. Chris, certainly that's what you talk about on this podcast many, many times. (04:04): But here we are coming up at the end of the year and so I wanted to grab you two gentlemen and talk, certainly maybe about a pending event that we have coming up, but also what do you do so we don't just drop the price and create all these insulting kind of promotions to finish the year strong but still have a little pipeline left going into Q1. So, from a neediness perspective or what are you going to think to that? Oren Klaff (04:28): I like to think in visuals. There was this movie, The Perfect Storm, towards the end they're like going up this wave and however, they shot this wave is like a thousand times bigger than the boat, and they're going straight up it. The captain's telling the kid at the wheel to hold because he wants to turn it, and he's going, "Hold!" And they're climbing up this wave and it's just terrifying. He wants to turn, "Hold, hold, hold." That's what I think is like [inaudible 00:04:52], is you want to turn the boat, you want to turn around, you want to run to safety, and you need Corey, or me, or Chris get saying, "Hold, don't turn the wheel, just hold." Right? And you get yourself in this impossible situation in which there's no possible way to get out. But you have somebody who's been in that situation saying, "Hold, don't be needy, don't turn the wheel." And then it becomes, "Now! Turn the wheel." (05:23): But you have to be able to hold through that period where most other people would cave, collapse, run away scared, start discounting. So, if you could remember, hold your position. If you built the position but then you're afraid of the position you built and back away from it, you haven't done any good. You cannot be needy. I don't care if this is the last account on earth for you, because the other side of being needy is it definitely will not close. You have to hold strong, hold. Get a tattoo on your forearm. I mean, I'm not advocating that you get a tattoo, but go ahead and get a tattoo that says hold, based on this podcast and Corey will sign it for you. I don't want my name on it because I don't know who you're married to, but you know. Corey Frank (06:15): All right. Chris, from your perspective, you have obviously ConnectAndSell. You have a weapon that brings more prospects to your doorstep, more than they can even handle. So, what do you tell your clients, your fellow CEOs, your fellow CROs, CEOs, VPs of sales, when they come to this time of the year that, "Hey, I can bring you the prospects, I can bring the conversations to you, but be careful you don't do x." Chris Beall (06:42): Well, one of the things is there's a mathematical thing, right? It's like driving on a one-lane road. You have a problem. And that is if anybody's slow in front of you, then you got to decide to either be as slow as they are or go off-road. And sometimes you got to go off-road, and sometimes you got to go up the wave, and sometimes you got to hold and hold and hold. A really good idea, and it's getting a little late, but a good idea is to just, if you widen a little, you widen a lot. That is, if your portfolio is a little bit bigger, it's a lot bigger. And that's just the way it is. With risk management, we all think, "Oh, if I add one more opportunity to my one opportunity, I've reduced the risk by something." You don't know what it is. (07:29): You've cut it in half, my friend. But you add a third one and you actually cut it two less than a third. Now, you've cut it to one over three to the third. Ooh, you've cut it to by 26, 27th. Life gets a lot better because you only need one lane to go down. Now, do you need it or not need it? Well, you might need it but you better not act like you need it because it's like Oren drives the best cars. And when Oren shooting a gap between two cars or he's making a decision to pass in someplace that's a little tiny bit marginal or whatever, once he makes that decision, he's got to actually hold that line. He can't kind of half unmake the decision part way into whatever it is that that maneuver is, right? (08:19): There's just a rule in all, I'll call them ballistic acts. A ballistic act is where the performance outcome, the thing you want, depends on what came before, therefore what came before, therefore what came before. It starts somewhere and once you commit to it you're really screwed unless you go through with it. I used to be, Corey, and Oren keeps trying to forget, I used to be a very serious rock climber mountaineer, and there's a word used in climbing and there's a word that's used as an adjective and it's used as a noun. As an adjective, the word committed. That's a really committed route means once you start you better finish it or you're toast. You start that move, you got to finish the move. That's like the same thing. It's like look, once you're here and you're in a committed situation, you have to ignore all outcomes and you simply have to go; that's just a truth of the world. Oren Klaff (09:16): And so I think what happens is ultimately we tell people run the process. And so if they go, "I forgot the process," or, "What process?" Then there's a problem. But if you have a process and you just go, yeah, outcome independent, don't be needy, run the process, trust the process, and then if you don't like still the nervousness that brings with it, then have Chris bring you lots of other pipelines. So, we run that process in a very high stakes, high tension situation where there's a couple of leads, we got to close two out of four. And it's very challenging. (09:54): That's where we learned this never be needy, but if we know Chris is going to bring us another 18, then we're flipping. We come to meetings in T-shirts, we say things we wouldn't, we take risks we otherwise wouldn't take. We come late, we come early, we do what we want because we're like, "Yeah, that didn't work out. Let's not do that again. But still, Hey Chris, bring that wheel barrel over here. Jumps some more leads off." We just figured out a couple of things that are not going to work, so the great thing is if you have a process you can run it, that allows you to hold and stay the course. But if you can run a process and you've got pipeline, there's a name for that. (10:29): I'm not sure how it's pronounced in German, or Swiss, or whatever you speak, Chris, but in English we call it a business. Where you have prospects, you have a process, you've got a technique in which you can close them, and then you also have new leads coming in case something goes wrong, you don't close the lead that you wanted to. That's called a business. Corey Frank (10:51): Oren, talk a little bit about with neediness, we've had a number of conversations about this, you need some status with that neediness. And I think that if you built up a good status in your previous conversations with this prospect, with this company, with this executive team, you're expecting that status is going to hold, right? But as you've always talked and you've written about, it's temporary, and so you need to establish it throughout. And it seems like a lot of sales reps will abandon all that status they've worked to hold and maintain at the last month of the year, the last few weeks of the year to try to get a deal. Oren Klaff (11:29): Yeah, I think there's one way to address this. Okay, yes, we're having an event... Sorry, what was your question? (11:42): Let me try to run this down. So, Chris, Corey, and I said let's have an event and it was in June and it became July and then it became August. Back then in August, August we could've had any event, like Chris and Corey debate politics and crypto, and that would've been a good event. Then it became September, end of the year, busy. We didn't do the event. So finally we got serious. We said it's now. (12:06): All right, December and we're still having an event. And then Corey pointed out, it better be really good if we're going to have an event in December. So yes, we're having a really good event in December. Actually, it's too good because when you hear about it. The event's too good when I don't want to speak at it, I just want to go to it and benefit from the event. Because like hey, my business can use the event, but I'm actually in the event and part of it, but I'm too busy to do what I'm doing at the event for our own business. So, this thing is amazing and I really want to be there. So status. Oren Klaff (13:32): I think what happens is salespeople very carefully and intuitively curate their status going in. And so they appoint themselves well, they give a good presentation, but now you're sort of a move out of your domain into their domain and people come out of nowhere that know more than you. It's like a video game. You're going up higher levels and bigger bosses come out. My favorite analogy, as you know, is you think you're fighting the boss to win the level and this giant foot comes out of nowhere and crushes the boss you're fighting, right? The big boss cares so little about... He just crushes his own team, and what's going on here? And that's where salespeople lose their status is where somebody who has much stronger frame, much more expertise, much more knowledge, and actually controls the contract comes out of nowhere. And that's where status goes to die. (14:29): And I think it's not a status event, but we're definitely covering how to hold your status not at the beginning, because there's like no teaching about status that you need at the beginning, right? Yeah, I dress good. I talk politely. I have a presentation. Everybody can hold it together at the beginning until the stress comes on. And then the things we're talking about, never be needy, hold your status together, make sure you've got pipeline, widen your lane, stuff that Chris and Corey know how to do really come together once you're later in the deal and there's real stressors. (15:05): And if you think about it, last thing then I'll turn back over to you, you're at the beginning of a deal all the time, right? There's a lot more first downs than there are fourth downs, I think. I'm not sure. We'll have to check that. But anyway, you're at the beginning of deals all the time and so you're good at the beginning. Chris and I had a call with Andreson, one of the big venture firms today, which is great, but how often are you on a call with Andreson Horowitz versus on a call with somebody about something? So, you're good at beginnings, but how good are you at controlling those later stages when status falls apart, you fall apart? Chris Beall (15:41): [inaudible 00:15:41]. That remind me of a story by the way. Corey Frank (15:42): Go ahead, Chris. Chris Beall (15:43): There's a story [foreign language 00:15:44]. Oren Klaff (15:44): A story about our event? Chris Beall (15:46): Yeah, this is a story [inaudible 00:15:49]. This is the kind of thing you learn at this event is to do what's in the story. So, first of all, this event is so important, I might actually show up. I might not because I have a very dear family member who's having surgery the day before and might need my care, and I'll be approximately 1400 miles away, but I could be there. The story is sometimes you have to be somewhere else in New York. You find yourself at the end, you don't even know it's going to be the end. So this particular story, I was called by the general counsel of the General Electric Company who told me, "I need to talk to you and I need to talk to you tomorrow." (16:23): And so it was a Sunday. I went and did my usual thing. I was living in Denver, went down to the airport, asked them at the red carpet club where I was going. They told me. I got on an airplane, I got off, I went into a building up there in Connecticut. And the general counsel of General Electric put me in a room, a big boardroom, the one right under the CEO's office, right under Jack Law's office. And he sat down and he dressed like Mr. Rogers, which I think was one of his best tricks. And he literally pounded the table, which I thought was hilarious. (16:54): I almost laughed out loud, but I held it. "You are destroying the General Electric Company." Now, that's a case where you're kind of at the end because this had to do with a huge renewal opportunity for 11 out of the 12 general electric companies. Now, what are you going to do there? You must have something wired into you that allows you to hold your status. And I have a fondness for humor. I just said, "Well, there must be some amount of money you'd like to pay me to get me to stop destroying the General Electric Company." It's an example. Oren Klaff (17:29): That's where he pressed the button underneath this desk, and security came in, escorted you out the building. Chris Beall (17:34): No, no. He started laughing. And you know what? We ended up doing the deal I wanted to do. Oren Klaff (17:39): Oh, I have a great story about the other call that I have to be on right now [inaudible 00:17:48]. The good news, well, so the bad news is it's not a good story. The good news, it's a very short one. Corey, can you run down the dates of the event and a little bit of information for people and then I will call both of you in a while. Corey Frank (18:00): Yes. We are going to do this on December 7th and December 8th coming up here in a very short period of time. And what we're going to do is we're going to put you and your existing sales process through the ringer. We're going to take and rip up your sales script, turn it into a screenplay, and start from scratch building up a brand new December Q4 sales machine for you with a screenplay that's tailored to your business. And Chris's team, Oren's team, our team, the Branch 49 team, we're going to walk you through step by step through this Pitch Anything formula, through the best practices and how we create a screenplay, and apply it to the industry and business. So the best part, Chris, right, Oren, as you know, is we're going to perfect your pitch and you're going to practice it. (18:45): If this is your first time at Fight Club, you will fight. If it's your first time dialing with ConnectAndSell, you will dial and we're going to jump right on the phones right alongside you. And by the end of the event, you're going to have a brand new pitch process. You're going to have a brand new screenplay that drives qualified leads back to you that are ready to buy. And we are going to guarantee that you're going to close enough meetings to at least equal the cost of the event, or Chris's team, orange team, our team, we're going to work with you until you do. That's a pretty good guarantee, would you say, Chris? Chris Beall (19:20): That's crazy. Corey, has anybody ever in the history of, I don't know, life on Earth, have they ever actually done this particular kind of event? This exact thing. Corey Frank (19:32): I recall when you visited our sales team at my previous company, you swooped in with the jump boots and one or two of your cohorts, and you walked us through a mini version of this. I think this was one of the origins, I know you've had others, of the flight school because as soon as we started utilizing the weapon of ConnectAndSell, and I think it was the first monosyllabic construction we put together, you said, "Stop. What are you saying? Stop. Don't ever say that again." (20:00): And you completely deconstructed and then built up our screenplay to an effective breakthrough screenplay that changed the trajectory of our business. And hence, since many thousands of folks in flight school later, many thousands of folks at our Pitch Anything events later, many thousands of events or phone calls that we've made here at Branch 49, I think we're pretty dialed in on how to do cold outreach. Chris Beall (20:27): And it's fascinating to me because some people don't like that word, cold outreach. They think it implies, well, I don't know, it's December and it's cold or something like that. Or maybe you don't like people, you're so cold when you're reaching out. Of course, it's technical. It's a term of art. It means outreach to people you haven't spoken with before. And if you have half a brain in your head, these are people that you would like to speak with. You have a hypothesis and that is a conversation with anybody on that list of people, anybody in that target set has a reasonable shot of moving forward to something better than where you are than talking to a random person. That's not a big hypothesis. That's an important one. What's so interesting to me, and this is what this event is going to be about, is it doesn't have anything specifically to do with what you're selling. (21:15): It has to do with one universal truth, which is you're speaking to a human being and that is bedrock. That's the thing I always come back to and somebody goes, "Well, does it work in this industry? That industry?" We don't want to come to this thing like that because what we do is we sell something so high value, customized, so bespoke, so thought through, that nothing that you guys could teach us or that we could practice in an event like this could possibly fit us. (21:46): But you know what? It's kind of like a pair of gloves. As long as I know you have fingers, even if you're missing one or say, you have an extra one because well, maybe you do. Maybe somebody killed your father and they should prepare to die, but you still have got something that pretty much looks like a hand, it's going to fit pretty much in a glove and you're about to go pretty much out into 20 below and you're better off with gloves than with no gloves. You're going into a world where it's better to have something on your hands. And that's really where we're taking it, that's what's cold, is that world you're going into. I think it's going to be quite a fascinating experience for folks. I dearly do hope I can physically show up. It's extremely inconvenient. Corey Frank (22:32): Well, it's your weapon. It is your weapon and probably a member or two of your team. So, ConnectAndSell will be represented fully in spirit and in practice. And you're mentioning cold outreach, Chris, I think maybe we could finish with this concept because we've talked about it a lot. I know the esteemed Jerry Hale posted something on LinkedIn several months ago about this concept of survivorship bias and particularly how germane that is probably to Q4. Listen, we've always done a discount at the end of Q4. We've always extended our contracts for another month to allow our folks to make it easier to jump on board. So, maybe just talk a little bit about not just cold outreach in the approach, but how survivorship bias really kind of diminishes your opportunity to grow as a sales organization because of that's how we've always done it this way. Chris Beall (23:25): Survivorship bias is funny because everybody I think, I hope they know the story. It was invented as a concept looking at the damage done to bombers that were flying over Germany in World War II. And the ones that came back that where they had the holes in them, what they were doing is basically saying, "Well, this is where they got hit. We should put armor there." And that's incorrect. This is where they got hit and they made it back. So, those places don't need armor. Put more armor in the places where they got hit and didn't make it back. (24:00): Now, it's a little actually more challenging to figure out what that really means, but anything's better than putting armor in a place that you didn't need it, because we know it always adds weight. So, when we come to the end of a quarter or a year and we're looking at last year and we're going, "Well this worked last year." What worked is like a plane coming back, it "worked." (24:26): Do we really know which part of the plane went down? Or the ones that didn't work and are maybe it was one of those that would've made it? Did we even select correctly which deals to focus on and where to put our armor, so to speak? Survivorship bias is the most insidious, I think, of the intellectual failings that we embrace in groups. So, groupthink is bad, but groupthink is amplified by survivorship bias because we can all see the same thing and seeing as believing. We reason in very simple ways about these situations and the simplest way is let's do what we did last year. Corey Frank (25:06): Yeah, absolutely. Well, we've talked about false positive versus false negatives and how most organizations... I think we talked about this with Jeb when we were on the phone, is that how most organizations look at false positives and they should be, similar to survivorship bias, looking at the false negatives, correct? Chris Beall (25:22): Yeah, false negatives kill businesses. False positive, they cost you a little something, you have to do some work that you throw away. Dying is not as attractive, frankly, as doing some work you throw away. Now, the fact of the matter is management of ignorance is what it's all about. And it's really interesting. If you want to hold, you want to do it what Oren said, which is hold, one of the things you oddly have to do to be so committed is you have to embrace your ignorance. You have to admit you don't actually know based on the information you're getting right now, what your reaction should be. (25:58): And since you don't know, your best course action is probably to be proactive, to run your process. P-R-O, as the beginning of both of those words because your lack of knowledge is actually your savior, in this case. It's like, "I don't know, so I may as well do what we decided to do, whatever that happens to be." And it is that change of course. It's like, "well, what if we offer them a discount right now?" I have a couple of them right now. I've got a couple of deals that are... One of them, one of my very best customers will expire at the end of the day. I'm sitting here talking to you. Corey Frank (26:38): That's right. That's right. Well, I'm sure the rep on the deal is... Chris Beall (26:42): I am the rep. Corey Frank (26:43): Oh, you're the rep, too. Even better. Chris Beall (26:44): Well, we have another principle here, and I think a lot of people practice it, but we're pretty hard over here at ConnectAndSell. We all sell from the front lines and we don't sell the special deals. We just sell deals. And in fact, I sell the most experimental deals. The ones that are the weirdest. People turn their nose up at and go, "Why'd you do that?" Because I can endure the most reputational damage without being damaged. Being the CEO, as long as you hold and people make fun of you like, "Oh, that's a stupid deal. That was idiotic." It's like, yeah, well, it's part of my job is to explore the possible on behalf of all of us. Som I get to go to the top of some mountain that turns out there was nothing over on the other side that was worthwhile, but I'm kind of a sunk cost, right? As the CEO, you kind of a sunk cost. (27:30): So, we sell from the front lines, but one of the reasons we do it is that there's a hidden set of signals that go on in a company that cause reps to waiver. And it's this thing that says, "Hey, do the right thing in the deal. Go do the right thing." We all know what that is. Oh, and by the way, make the number no matter what. It's like those are a little bit at odds with you there and that's fine. I mean, dynamic tension is the essence of good stories, but at some point you have to decide what are we going to do as a company? What's our real goal? Was it to make this number? (28:07): It's very rare, by the way, that making a specific number on a specific date makes all the difference. I'll never forget my eldest, and I think I told this story once in a previous episode, we were in a meeting and everybody's talking about it, making this number on this date and all these numbers, numbers, numbers, numbers. And we came out and my eldest kid, Serenity, at the time said, "So, dad, I have a question." I said, "what's the question?" She said, "Well, do they think by talking about the numbers, they're going to change them?" (28:43): And I said, "Yes, they do." And she thought for a while said, "That's really sad," and walked off and led me over to Starbucks for hot chocolate. Talking about the stuff is actually a bad habit. Talking about what's going to close, talking about when it's going to close, talk, talk, talk, talks a bad habit. Go run the process and take your spare time and fill up with other opportunities because they'll make you stronger. Corey Frank (29:09): One of my good friends, our good friends, Robert Vera always talks about you can't out exercise your fork. So, as much as you want to do a lot of activity, you got to make sure that the biggest constraint in your system is tackled and it takes... You're a mathematician and a physician. It takes 3,500 calories to burn every pound of fat. These are the laws of thermodynamics. The same for celestial mathematics and the laws of physics. And those exist in client acquisition and revenue. And you have to eliminate that biggest constraint in your system, as we've said time and again. And for most folks, it's establishing that trust-based conversation game at scale and no conversations, no product-market fit, no conversations, no core Q4 achievement, no ticket, no laundry, right? And so if you're not doing five to six pitches in your tam, as you said many times, guess what? Somebody else is. Chris Beall (30:05): And those are the good ones. Corey Frank (30:05): [inaudible 00:30:07]. Chris Beall (30:07): Most are the good ones. It's prima facie evidence that they're good. They're actually happening. [inaudible 00:30:16]. And it's so fascinating when folks talk about the quality versus quantity thing, and there's all these sort of notions that people have like, "Oh, if I just think harder about the quality, then there'll be better meetings." Embrace your ignorance. Your ignorance is your friend. Freedom is your friend. Just go in knowing nothing and have a conversation. (30:38): I mean, you know one thing. You have a range of capabilities, you have a range of things that you could bring to bear. You're representing your company, that's why you're called a rep. You're representing what your company's capable of doing. Now, you know what that range of capabilities are, but you really don't know where the problems for the other person or the challenges, the gaps where they are. Okay, your ignorance is your friend. That's what enables you to be curious and ask those curiosity-based questions. And when you're needy, you want to see where neediness shows up first. Neediness kills more deals in discovery, then it kills at the end of a year by a lot. Not a little. Corey Frank (31:23): There you go. Absolutely. Well, I think we also need to mention the event one more time since Oren's not on here, right? Chris Beall (31:31): Yeah, when is it? Corey Frank (31:33): December 7th and December 8th at the Top Gun Studios in Carlsbad, California. Chris Beall (31:37): Wow. Corey Frank (31:38): Yes. Sunny, sunny California, right on the beach. You've had many events over the years there, Chris, you've been there many times. We'll try to maybe take a few of the cars out for a spin, maybe a couple of Ducati's since Oren's not on here, we can guarantee that. We'll have a blast. We're limiting it. If you would like some more information, please reach out to me at corey@branch49.com. Go to orenklaff.com, go to chris.beal@connectandsell.com. christ.beall, correct? Chris Beall (32:06): Yeah, chris.beall. Corey Frank (32:09): [inaudible 00:32:09]. Okay, great. And with that, Chris, I think we're going to put together another episode in the can here, since we do have our own Q4. Of course, you're not sitting around, you're waiting for the prospects to come to you. So, if he buys, he buys. It's only your number one client. We'll wait to hear how that story ends in the next episode. So for Chris Beall, this is Corey Frank with the Market Dominance Guys. Until next time. Chris Beall (32:34): All right, thanks, Corey.

Episode 28 of Learn Speak Teach w/ René Rodriguez. Transform How You Communicate and Lead, René Rodriguez is a celebrated keynote speaker, trainer, and leadership coach René delivers an eye-opening roadmap to using applied neuroscience to improve readers' communication ability, critical thinking, cultural awareness, and leadership skills. In this episode, you will learn how you can harness the power of behavioral neuroscience to your advantage and achieve anything you want in life. Rene has been researching and applying behavioral neuroscience for over two decades as a dynamic keynote speaker, leadership advisor, world-class sales expert, and renowned speaker coach. He has trained over 100,000 people in applying behavioral psychology and neuroscience methodologies to solve some of the toughest challenges in leadership, sales, and persuasion. As an entrepreneur and CEO of multiple companies, René integrates a practical business approach that inspires his audience to take action through his keynotes, boot camps, workshops and proprietary courses. In this episode, René helps us with ideas and tips on how to own our backstories to build the frame of a beautiful picture of our lives. Tune in! During this episode, you will learn about; [00:01] Pre-show [02:33] Episode introduction and a quick bio of the guest; René Rodriguez [04:00] Rene's backstory behind his vision and achievements [06:09] Every action you take is being judged [08:00] How to package your stories in the proper order to be perceived the right way [11:28] Know your audience and survey them [15:40] Renés calmness and certainty [18:55] What you can do in order to master your beliefs, values, and memories [27:46] Analyzing your personal values and understanding their origins [31:37] How Ben followed the ways of his father… Ben's story dissected [39:02] Resources you can check to walk you through the process of rewriting how you tell your story [41:35] Your homework [42:39] Rapid Fire Round [45:00] How you can reach out and connect with René [46:41] Wrap up Notable Quotes ~ “Enjoying your journey and knowing that there is never an end to it is part of success. There is always a long way to go despite your age.” ~ “Nerves are a physical response to what's on going inside. They are good at sharpening you and making you aware of what is around.” ~ “Because you have gone through obstacles in life, you will have more credibility. Credibility makes people listen to you and see the value you offer. ” ~ “Fall in love with the process because if you can't, you will hate life.” Rene's Book & Other Resources Amplify Your Influence: Transform How You Communicate and Lead: https://www.amazon.com/Amplify-Your-Influence-Transform-Communicate/dp/1119858682/. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff: https://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854. The Huberman Podcast: https://hubermanlab.com/. Keep In Touch with Rene Rodriguez: Website: https://www.meetrene.com/ LinkedIn: https://www.linkedin.com/in/seerenespeak/ Instagram: https://www.instagram.com/seerenespeak/ Facebook: https://web.facebook.com/SeeReneSpeak/ Twitter: https://twitter.com/seerenespeak YouTube: https://www.youtube.com/user/voluntarymomentum/ Be updated on upcoming Amplifii Conferences by Rene: https://www.amplifiimylife.com/ — Follow Balbert… Facebook www.facebook.com/balbertmarketing Instagram: www.instagram.com/realbenalbert/ LinkedIn: www.linkedin.com/in/ben-albert-a74737106/ Website: https://www.realbusinessconnections.com/ – LST is made possible by www://balbertmarketing.com/

“If you cannot demonstrate and show (not tell) the client that you're an expert in the problem that they're having, then they might like what you have, they might be interested in it… but they really can't buy until they believe YOU'RE an expert.”—  Oren KlaffIn the wake of The Great Resignation, small business ownership has jumped dramatically… despite the failure rate of new businesses holding steady at 70%.What can new entrepreneurs do to shift the odds to their favour?Learning how to sell is absolutely essential — learning how to sell your products and services, and how to sell your business concept and potential to would-be investors. My guest Oren Klaff is one of the world's leading experts on sales, raising capital, and negotiation. As a bestselling author, Oren helps business owners throw out the old playbook on persuasion, flip the script, and learn how to pitch anything!Press play to learn why the sales methods of the ‘80s and ‘90s are dead and gone, and how to sell successfully and ethically to the savvy customers of our modern era!In‌ ‌this‌ ‌episode,‌ ‌you'll discover:‌ ‌How to shift your sales mindset and recognize the power you hold as a seller What you should be getting from a prospect BEFORE you send a proposalHow to expertly hone your pitch beyond simply listing features and benefits About Oren Klaff: Oren Klaff is a business expert, host of The Dealmaker Show podcast, and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea.   Highlights:‌01:04  Intro02:03  Meet Oren Klaff03:28  The Baby Turtle model05:10  Power of the seller07:33  Need for expertise and/or status11:18  “Winter is coming” approach & examples13:57  Reverse the prize17:45  Audit example20:36  Upgrade your proposal process24:35  Establish your power as a small businesses27:18  Takeaway28:41  The trial close ‌Links:‌ ‌Oren Klaffhttps://orenklaff.com https://www.linkedin.com/in/orenklaff Instagram: @orenklaff   The Business Society: https://thebusinesssociety.co   5-Step Roadmap to Biz Finance Freedom: https://melissahoustoncpa.lpages.co/5-step-biz-finance-roadmapWork with me: https://www.melissahoustoncpa.com/work-with-meWant more tips and inspiration? Follow me on Twitter @melissahcpa and Pinterest @melissahoustoncpacga and visit my website: https://www.melissahoustoncpa.comNeed a Fractional CFO?  Check out The Fractional CFO Agency!

Have you ever been told you're really great at sales? Maybe it's the opposite! Maybe you've actually been told you're not that good at it. Either way, the ability to influence others in business is the mark of being a high-performing CEO and despite what some may think, it's actually possible for anyone to achieve. The secret is the ability to wield power and control the frame.In this episode, I talk about…..What “the frame” is and why controlling it is so beneficial.Different types of power bases to use in a conversation.How I once took control of the frame to dazzle a group of investors.Various methods of frame control to utilize when it's time to take the power back.This episode is full of tools and strategies to maximize your profit, grow your business, and reclaim your freedom! Take a listen!Mentioned Resources “Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal” by Orrin Claff: https://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854 Please take the time to leave a review so we can build our community of high growth entrepreneurs. If you'd like to connect with me, go to www.lukelayman.com orConnect with me on InstagramConnect with me on FacebookConnect with me on LinkedIn

In this exciting episode of Passive Income Unlocked, we welcome Hunter Thompson as our very first guest. Hunter has been an influential figure to my personal journey in the private placement space. Hunter's approach and philosophy to looking at real estate and investing is phenomenal, worthy to be heard and known abroad.   Let's tune in to his story! [00:01 - 07:00] Opening Segment   Get to know my guest Hunter Thomson Started out young in the world of money Influence is powerful Hunter's grandfather was an industry titan Handled the second largest company in the world Horrible turn of events Turning the lessons into positive opportunities Grateful for grandfather's experience Shift of perspective   [07:01 - 10:17] Lessons on Leverage    From Hunter's professional perspective Creating healthy double digit type of returns  Regardless of the economic climate What makes real estate deals go bad debts   [10:18 - 25:55] Real Estate Syndication    Why's Personality Timing in the Market Personal freedom factor Single Family Household Rentals The Truth Why you should consider Real Estate Syndication Inflation resistance Predictability of Cash Flow   [25:56 - 29:38] Crowdfunding Models   Jobs Act 2012 and 2013 So much liquidity in the system Tidal Wave About to come Savvy, Sophisticated, High Net-Worth Millennials   [29:38 - 43:06] Words to the listeners   To the listener who has an investing capabilities Congratulations! Diversification is the best. Real Estate is the clear path To the listener who wants to get out of their daily grind You are in good hands. Focus on the niches available Read, read, read! To the listener who yearns for something more Defining moments happen in life Influential to your business Be prepared to deal with challenges Be grateful for such moments   [43:07 - 45:22] Closing Segment   Final words Connect with my guest, Hunter in the links below   Resources Mentioned Double Double: How to Double Your Revenue and Profit in 3 Years or Less  30 Days: You Suddenly Lose Everything, What Would You Do in 30 Days to Save Yourself?  Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal High Performance Habits: How Extraordinary People Become That Way 10,000 Miles to the American Dream Raising Capital for Real Estate: How to Attract Investors, Establish Credibility, and Fund Deals   Tweetable Quotes   “How grateful are you that you can have those highs or lows? You have to be grateful that you have this moment of emotional collapse. There are more challenging things coming [for you and your business].” - Hunter Thompson   “I'm very, very fortunate that I was born in a time where I could make up my own job.” - Hunter Thompson   “This massive tidal wave of both liquidity and interest is about to come. And we are all well positioned to take advantage of that. If you're listening to this right now. You are, you know, at the bottom of this massive wave.” - Hunter Thompson   ------------------------------------------------------------------------   Connect with Hunter on LinkedIn   WANT TO LEARN MORE?   Connect with me through LinkedIn   Or send me an email sujata@luxe-cap.com    Visit my website www.luxe-cap.com or my Youtube channel Thanks for tuning in!     If you liked my show, LEAVE A 5-STAR REVIEW, like, and subscribe!  

Kā iedarbīgi veidot publiskās runas piezīmes un sagatavoties tai? Kas pandēmijas laikā ir mainījies publiskajā runā? Raidījumā ar publiskās runas ekspertu Oskaru Priedi runājam par iedarbīgu publisko runu un pasākumu vadīšanu, runas pierakstu un prezentācijas sagatavošanu, iziešanu no neveiklām situācijām uz skatuves, runas analīzi, balss tembra maiņu, Oskara darbu televīzijā, raidījumu “Diena pēc”, kā arī daudz ko citu. Oskars Priede ir pasākumu vadītājs un prezentēšanas prasmju treneris. Raidījuma vadītāja Aiga Veckalne ir valodniece, aizrautīga tulkotāja un filoloģe, kā arī uzņēmējdarbības profesionāle un lektore. Raidījuma piezīmes: [01:35] Oskara publiskās runas ceļš. [08:05] Oskara nonākšana pasākumu vadīšanas jomā. [10:30] Neaizmirstamākā pasākumu vadīšanas pieredze. [15:00] Kā tikt galā ar neveiklu situāciju uzstāšanās laikā? [17:55] Kā Oskars nokļuva televīzijā: gūtā pieredze un atziņas. [23:30] Kas pandēmijas laikā mainījies publiskajā runā? [27:25] Kā pilnveidot publiskās runas prasmes? [31:40] Balss tembra maiņa. [34:35] Piezīmju veidošanas metodes un gatavošanās runai. [46:45] Kā Oskars analizē savas runas? [49:16] Darbs ar žestikulāciju, mīmiku, dikciju un valodu. [54:57] Audiovizuālais interneta raidījums “Diena pēc”. [01:03:25] Oskara nākotnes ieceres. Grāmata: Oren Klaff. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. McGraw-Hill, 2011. 240 lpp. Noderīgas saites: https://spoti.fi/3yfyRyu – raidījums “Diena pēc” https://dienapec.lv/ – “Diena pēc” tīmekļa vietne https://runaskursi.lv/ – Oskara runas kursi https://fb.watch/5rQVpTtVxF/ – vingrinājums ar vīna korķi labākai dikcijai https://youtu.be/xoau6iX6ByQ – dokumentālais stāsts “Runātājs” https://bit.ly/3iSF3DW – “Pieturzīmju” Facebook lapa https://bit.ly/2FvAMI9 – “Pieturzīmju” Instagram profils https://bit.ly/2FaEWWl – “Pieturzīmju” tvitera profils https://bit.ly/2BYS672 – atbalsti “Pieturzīmes” vietnē “Patreon” https://bit.ly/2DFLTxa – atbalsti “Pieturzīmes” vietnē “Buy me coffee” https://discord.gg/aAkqp7pmu3 – pievienojies mūsu “Discord” kopienai Seko līdzi jaunumiem “Pieturzīmju” Instagram profilā, uzdod jautājumu nākamajam raidieraksta viesim un saņem atbildi raidījumā! “Pieturzīmes” piedāvā ne tikai aizraujošu raidierakstu par valodu, bet arī praktiskas un noderīgas lekcijas un konsultācijas par valodas lietojumu semināros, vebināros, konferencēs un individuālās mācībās. --- Send in a voice message: https://anchor.fm/pieturzimes/message

In this episode of Small Business Connections, Ann talks about simplifying your business with Nicole Hamilton, Founder & Owner of Homeownering, Inc. Nicole has a passion for mortgages and creates transparency by spending time with consumers. She built her business to help the middle class with homeownership and provides tools to navigate negotiating the best deal with ease. We discuss:  - Simplifying a business vs. "boiling the ocean" - Whether to take a partner or go solo - Pros and cons of different funding -Lessons learned on my second go-around -A/B testing made simple Nicole started Homeownering, Inc by narrowing down where she could be the most impactful and provide the most value to consumers. Her desire to solve a problem, particularly, helping consumers successfully traverse homeowner-related transactions including the amount of equity in your home and how to get a mortgage and refinance without being at a disadvantage to banks. By trusting her gut, learning from her life experiences, Nicole was able to simplify her passion and make an impact. Nicole focuses on the consumer and finds joy in making people’s lives. She provides the assurances that her consumers are going to benefit from.  Books mentioned on the show- Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff Path to Power: The Years of Lyndon Johnson, Vol 1 The by Robert Caro Grant by Ron Chernow How I Built This by Guy Raz Thanks for listening and be sure to subscribe. The Small Business Connections Podcast is hosted by Ann Brennan, owner of ASMM Digital Marketing. The podcast was created as a means of helping her clients build a community around their brands. Since its inception, the podcast has grown to include guests from around the world. To be on the show, please message Ann directly through LinkedIn.

Petra describes some of the failings she used to have with her proposals and how she turned it all around. Petra now uses several savvy sales techniques in her proposals, but you wouldn't know because the proposal process is very customer-centric. In this podcast episode she walks you through a successful proposal template that has won her hundreds of thousands of dollars in freelancer business. Panel Petra Manos Sponsors Audible.com Picks Petra - 100 Pcs Microscope Slides Prepared for Kids Students Biology Specimen Lab Sample with Insects Plants Science Learning Home School Brand: MAXLAPTER Petra- 50pcs Prepared Premade Microscope Slides Set for Basic Biological Science Education with Wooden Case Brand: SWIFT Petra- Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal  by Oren Klaff    

Petra describes some of the failings she used to have with her proposals and how she turned it all around. Petra now uses several savvy sales techniques in her proposals, but you wouldn't know because the proposal process is very customer-centric. In this podcast episode she walks you through a successful proposal template that has won her hundreds of thousands of dollars in freelancer business. Panel Petra Manos Sponsors Audible.com Picks Petra - 100 Pcs Microscope Slides Prepared for Kids Students Biology Specimen Lab Sample with Insects Plants Science Learning Home School Brand: MAXLAPTER Petra- 50pcs Prepared Premade Microscope Slides Set for Basic Biological Science Education with Wooden Case Brand: SWIFT Petra- Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal  by Oren Klaff    

Richard Moore originally worked 60 hour weeks in the city of London before deciding to build his own businesses and help others do the same. After building companies from the trenches up by taking ownership of sales teams, coaching leadership roles and consulting with multi hundred million pound organizations, Richard created his own company to help others get massive traction as they launched their businesses.                      As he did this, Richard invested in many of the companies he helped to create and shared with the world his views on business through the weekly live Q&A’s he runs online, to speaking gigs in front of business owners in his space and his weekly blog. Richard also created products such as the Monetize You Course, the Basics of Sales course and direct mentoring of established businesses using his 16+ years of experience in the space. Questions Could you maybe just share with us just a little bit about how it is that your journey went? Maybe talk about one or two experiences that you had that has brought you to where you are today, where you are king of sales on LinkedIn. Let's say you're not accustomed to selling in a digital space and this is something that you're going to have to take on now, what kind of mindset shift you need to have in place to ensure that you are successful at selling in a digital space? And so, what are your thoughts as a sales person getting to know your clients before you actually interface with them, like doing your research? Could you give us one or two virtual selling strategies that maybe that were not used as much before, or even if a new one, maybe through innovation or new design, people are actually selling differently in a virtual space? Could you share with us what's one online resource, tool, website, or app that you absolutely can't live without in your business? Could you share with us maybe one or two books that have had the biggest impact on you? What's the one thing that's going on in your life right now that you are really excited about - either something that you're working on to develop yourself or your people? Where can listeners find you online? During times of adversity or challenge, do you have a quote or a saying that you’ll tend to revert to this quote or this saying to kind of carry you through, keep your focus, kind of just get you back on that track to achieve whatever it is that you're working on? Highlights Richard’s Journey Richard shared that there's only been a couple of particularly interesting moments that have made him the person he is or taken him in the direction he has been given. And it’s interesting because he thinks the person who set him on the particular rails to be this kind of person was his mother to start with. And she was very much the person who drove himself, his two sisters, to be as best as they could at whatever they did. And she very, very much was behind them as a motivator and he really appreciated that.   It’s interesting, when he went to university and both his degrees are in history and kind of the first real big pivot point into the world. When he was 21, 22, he wanted to stay on and do his Ph.D. and basically become an academic, write books, become a lecturer. And it's interesting because coaching and teaching was always there in a way.   But basically, he didn't get funding for the Ph.D. so he had to get a job because he couldn't get any more bank loans. So, he had to go and get a job. And his mother said, “You're not going to come home.” And she didn’t say in a nice way, but was really good, “So, you’re not coming home, you’re going to fend for yourself now, come on. So you’re out of University, go and find a way.”   So, he slept on his sister’s sofa the two weeks and he went for a job interview and he took literally that first job, which was cold calling and selling internet marketing back in 2002. So it's like 17 ½ years now. So was a very difficult time selling internet marketing because people were like, “Are you serious?” Back then people were spending lots of money in print ads, in magazines, they weren't really doing so much of what we see today. So this is pre Facebook, this is pre LinkedIn, this is pre a lot of stuff and so it was very new and he’s thrilled he started there.   And his mom, if she drove one thing into him was that you really can't quit because it's hard. And so that was really good, he learnt that from her. They never had any money, she couldn't drive, she was a single mom with three children and she never complained. She just focused on making it happen and so he’s really pleased, he’s very lucky in a way that he has that from her.   And so, he learned very early on that if you just cold call managing directors and CEO’s and try and sell them stuff, they don't really like it much. So, you have to learn a way to be a bit more elegant about it. And so, by having the phone put down on me a lot, he started to learn like the basics that he really needed to be half decent at it. But then if you jump ahead a good 10 years or so of corporate work in the city, ultimately he was at a headhunting company, as their sales director, and he really had a kind of tough moment like this was 2012 or so on.   The really big pivot point for him was that he was doing well at his job, it wasn't like he was kind of he'd had enough or anything like that, he was doing very well. But he had a very bad year. His grandmother who he was very close to passed away, his first daughter was born and was born without an oesophagus, so she went straight to surgery. She spent the whole of her first year almost dying a lot and having loads of surgery and that’s 3 months after she was born. So he was commuting to London from the hospital. His mother then died, she'd had 2 years of cancer. So, it's been a tremendously difficult time. And when you have that kind of adversity, you end up going through it and you just have to.   But it was the following year where he really kind of imploded because it kind of hits you when you've gone through it. So, a huge amount of difficult times and he had very understanding boss, he was a family man as well, he understood that he had a lot on his plate. But basically, he hit this point and his wonderful wife said, “You know what you need to do? You need to understand you don't have to work in this kind of job. There's one thing you can do is sell, which means, you know you're going to be all right. Go and start something else.”   And so, he started his own business and so many people were like, “It's irresponsible, you have a child and a wife not working, what are you doing?" And he was like, “But I've got this. I know there's one thing I can do is at least make money.” And he started two taekwondo academies actually, but he also did a bit of consulting as well, just something different. And since then, honestly, it's been his therapy, growing the business from there and helping others grow theirs.   And then, 2 ½ years ago, LinkedIn has really jump forward in terms of being a serious player for doing business online. And he’s really, really enjoying not just what he does, but who he is now. It's been an interesting route, always around, like driving yourself in the right way, coaching and teaching. But it's been really interesting milestones that have pushed him in particular directions. And as you probably experience from other guests, when you have those moments of adversity, perversely, really great things can come of them eventually.   Me: I totally agree. So, Richard, you shared a lot about your experience on adversity and some of the challenges that have clearly made you stronger, has propelled you to achieve great things, things that a lot of people around you would have not seen the potential, they are trying to be very practical, think they're giving you good advice, but they're actually not giving you good advice.   And we're in a time now globally where we have to be doing a lot of things differently. And, of course, there's a new coined term, the new normal. What kind of mindset shift do business owners, I think at the end of the day; we're all sellers, regardless of what role you play in your organization, because at some point you have to be operating in a selling role.   What Kind of Mindset Shift to Selling Should We Be Embracing Richard stated that this is such a good question. And he did learn back in 2008 in the recession then. They're very lucky that they have a CEO who he remembered addressed all of them. And it was very much when he started learning about the right kind of mindset, he said, “The majority of businesses now will go into scarcity. They're going to hibernate, they'll tighten their belts, they will freeze everything. This is the time when you push yourself.” Recession is a time when you grow more because that's when you can land grab when you really need to push yourself.   And he said, “So, for many, there is no substitution for volume.” And what that means is there's no substitution for just grind. And it's still funny because there's a lot of people who haven't been through a hard recession that was a big one. Arguably, we're about to hit an even bigger one. And what's interesting is that you get some people saying, “Oh, man, it's really tough out there.” It's like, yes, it's meant to be. This will be the biggest recession since 1930. So it'll be hard.   And if you ask about mindset, what matters is that you understand that you have to have huge empathy for what the person you want to speak to and work with is going through right now, and everyone is equipped to be able to do that. So we all are able, if we dare to stop for a minute, think what would someone else be thinking about right now? They're probably thinking to themselves, “I'm worried because I don't know if my business can survive. And in addition to that, I don't want to probably spend too much; I need to make sure I’m making the right decisions.”   So, there’s a bit of fear in terms of executing on buying things. So if we are in a selling kind of role, or we need to appeal to people to buy our thing, we need to be way more aware that people need to absolutely feel they're going to get great returns. So waffling on about how our product works and things like that is far less effective than sharing the top wins for someone. He may have mentioned in the previous time they spoke, but the four top wins are that you help them look good, so you improve their visibility, help their ego, whatever variation that you want, you help them make money, you saved them money or, and, or the other one is that you save them time or giving them convenience, such as, you are the outsourced solution to a problem.   Some or one of those particular wins is so essential to convey because that's what they really need to know, “Am I going to say time? Am I going to need to hold this person's hand? Has Richard got this? When I give him the money, is he going to do what he needs to do? And so I can crack on knowing that that particular problem is solved.” So that's one key part of it. But when you also need to be really clear on is that in 2020, we're all tremendously used to being sold to. No one likes to be sold to that's never changed, but the way you sell should never come across as desperate of course. But the way you sell now has to be in tune with the way in which people want to be approached, sending someone a direct message on LinkedIn thinking you're giving them in inverted commas “great value” because you invite them to your webinar because you know it's free.   And they want that, is missing the point completely. No one has time; they’re not interested unless they warmed up enough. And you have to spend more time with people showing that you're trustworthy and authentic rather than just trying to gain them. So unless you're doing very high volume sales, in which case you probably should be thinking about automation through adverts and so on, you really should be working manually.   Now is the time to appreciate that there's great automation tools out there, but understand that what buyers want, if they're going to buy, is this feeling that they're being looked after more than ever before. So, building true relationships where there's a real level of genuine curiosity in them and an interest in building a relationship first is something that we all know would work, but so many companies don't want to do it because it feels like it's taking too long.   But the truth is, it is a shorter term way to make more money for your business and get more satisfied customers because even though each transaction takes a bit longer, you're not getting the phone slammed down on you, the door slammed in your face or people not even responding to the direct messages, take your time, engage with people on a human level first because people buy people is this cliché. But really, it goes deeper, it's people buy people they want to buy from, or people buy people that they like or who are like them.   So you need to show that you are open and approachable, you need to show that you resonate with them, and that you care enough to want to hear them out. That's what makes someone want to buy from you, not how good your proposition is and that is where everyone can sell, because we are all capable of that kind of empathy. This isn't about manipulative sales tricks that you would learn from a book, those days are passed because we all see right through it. And if you wouldn't respond to a message or a phone call like that, then why on earth would someone else, that's much more about feel and it's about being really human and we all do it so well in real life with friends and meeting new people. And that's just what we have to do in the sales space as well.   Me: I like that. So, basically you're saying you have to take time to get to know people. And you mentioned that at the end of the day, yes, it might take longer. The sales cycle might take longer, but in the long term it will actually save you because now, you actually have a client who is more likely to be loyal, which will definitely impact your customer experience and your customer lifetime cycle.   Richard also stated that he can speak in authority on this because he did it for years. You will be more fulfilled too, because it's far better to speak with 8 or 10 people across a couple of weeks and get closed deals in a fulfilling way for both sides where they don't feel pressure, but actually wants to buy as opposed to smashing your way through hundreds of phone calls and possibly get a similar number of sales, but ones that don't feel great. They feel like a number, now is the time for real organic process because nothing beats having a happy customer that lasts, it's no good getting a deal if they're then going to leave because they didn't feel like they were loved or looked after. You want someone pumping their fist in the air, thanking you that you're selling them something and that genuinely comes from you looking at the relationship first and the product that you're selling them as purely a device through which they can consume you more.   Me: Brilliant. So Richard, I was having a conversation with a client recently and one of the things that we're talking about is actually doing research on your customers, just to get an idea of who they are, what they're about, what they like, what kind of associations they're attached to, what are their preferences, that way when you go in as a sales person, whether you're the business owner, you're the sales rep or you're the marketing person, you have a better understanding of the individual with whom you're speaking to. Is it that they're a family person? Is it that they have kids? Is it that they have a sick child or they have a parent who they're taking care of.   How You Should Approach Selling Richard shared that it's a great question. Firstly, the short answer is yes, you should. And the reason why is because most people selling can't be bothered because there's volume. There are so many people you could contact. There's this feeling of this everlasting front of leads, so you might as well just keep going who cares if it doesn't work, you will find a yes eventually, actually is far more fulfilling, but far more effective to say, well, “If all of this information is public and online anyway, why wouldn't I make use of it?” But more importantly, you're going to get some feel like you actually have paid attention and that you're interested in, it's back to this thing of you just get people feeling like your well-meaning and that you care.   And there's a saying he has always had which is, “You shouldn't just research the company, you should research the person.” Because what you're really showing is that you understanding them on a deeper level and that will affect what how you interact with people and so on. And if you look at the sales, he tends to make that with people who have found him online, that maybe looked at some of the content and so on. And so, he can see what they're about and he can have a sense of who they were. There's a call he did just before this, which was the sales call and the guy he knew has spent time around the content he has, Richard is aware of what he does. So when they go into the call, it's already warmed up any kind of awkwardness or trying to understand who the person is, is gone.   They can really get on with it as though they're already kind of friends or connected. And he really thinks that short circuits the scary bit or the awkward bit and you have a really fulfilling relationship. But one thing you can do is obviously researching the person helps you show that you have spent time showing an interest in them. And that allows the barriers to go down a bit, but you can actually go a step further.   And if you researched where there might be a mutual connection. So for instance, if he was approaching you and you didn't know each other at all, but you had a mutual connection, then that would actually lubricate the whole process so well because by proxy you kind of know each other. And an example he uses a lot of is if you and him sat next to each other at a wedding, then the first thing they'd say, of course is, “So how do you know the bride or groom?” And you'd say, “Oh, I work with the bride.” and he’d be like, “Oh, cool. I went to university with them. Or I know them, they live on our street” or something. You would get on like a house on fire because you have the commonality even though you know nothing about each other.   So, when he was selling in corporate, he was always looking, where's that point of connection. And in fact, Yanique and Richard connected through their mutual friend, Paul Brunson. So there's the perfect example, “Hey Richard, I know you're connected to Paul.” and it's like, “Well, I think Paul's a good guy. So if you are friends with him too, then it means that you must be good enough.” Because he's validated for you for him. So that's so powerful because that's essentially saying we're all part of the same tribe in a way. And it hacks away so quickly at any kind of fears or anxieties people have and you end up with often a cold prospect being quite welcoming.   Me: Excellent. So, research is important, but to take it a step further, if you could find one person that you are maybe connected through, it kind of breaks that down, that initial interaction down.   Richard agreed but verify as well, because as you can imagine, when you look at like LinkedIn or Facebook, there'll be 500 mutual connections and you will have a lot of connections these days. So, it's a case of saying, well, let me look at perhaps some of your content and who's showing up a couple of times and are you speaking to them? It looks like you're close enough or have you done a collaboration with them like that, that's a better way of verifying it. Because not every connection is of course, someone  that they might not even remember they're connected to.   Me: And it goes back into research as well because you have to take time to sit down and kind of scroll through their posts, look who is commenting and look at the responses that they're giving to each person. Because somebody posts that I look at on LinkedIn, I see people comment, you can tell the comments that the person actually sat down and gave intentional thought to responding to that particular person versus a copy and paste kind of comment where all of the comments that are on the post, they're responding in the same way to each person's comment and it's not specific to an individual. So then, in your mind, you're like, do they really know this person? Or are they just responding in a general way? It doesn't seem very personalized.   Richard shared that the truth is if you've got a community, if you've got a bunch of friends, you may well be commenting really great posts, purely because you've got no time, but you're just showing, you know what, “I'm here for you and I'm supporting you as a friend.” But when you would both know that normally you would write more. It's the people who write paragraphs just to be validated you're doing great content, but also who are like, “Hey, I'm going to stop and show up properly here.”   And he’s finding this is valuable and never before is there such a wonderful lead generation opportunity as when you get people stopping by or even sticking around and like getting into orbit around you over time because they love the content you produce and sharing like really spending time, you are their Netflix in a way and that is really powerful.   And it's a very done well, good content that's related to the ecosystem within which your proposition sits is really powerful at attracting people who find it fascinating and they warm themselves up just by virtue of the fact that they're checking out. But if you can stimulate proper conversation through content as an example, it's a wonderful way to kind of really accelerate that first part of a relationship.   Me: So, as it relates to virtual selling strategies, so if you are face to face, some of the selling strategies that you would probably use would include, I imagine probably taking your prospect out for lunch or maybe visiting, if they're having a promotion or a campaign at their organization, you would support it.   Virtual Selling Strategies Richard Recommends to be used in the “New Normal” Richard shared that there's quite a few new, interesting tools. One thing that you can definitely take from the offline world is that people actually aren't necessarily interested in the pitch at the start; they're interested in if you're a good guy or a good woman. And if you're fun to hang out with and there's longer play, but he feels a really good tool is just to hang out with their content and if you do that enough, then they start to convert, like be an interesting person, have some banter and good jokes in that. And it's very practical to be social because that warms people up, it also shows the network effect, it shows people online, a wider network, “Hey, there’s this person who seems quite good fun” that's very attractive because humans revere someone who's confident and social, so something to think about.   There's also some really great tools right now, one of his favourites at the moment is on LinkedIn is a reasonably recent feature, which is polls. And a lot of people would like just doing, what do you prefer? Chips or bacon or something like that, which is silly, it's just to drive engagement. But we really can do is ask questions where the voting options relate to the problems that you can solve for people. So, if someone's says, like putting their hand up and saying, “Yeah, I have a problem with this particular issue.”   What you've got there is someone stepping forward and saying, I have a problem here. And the nice thing about the polls is completely anonymous except to the author of the poll itself. So, it allows you to go in and say, I've got 350 people who have voted, 207 have voted on this particular option that directly relates to what I help them with and now because they came, they stepped forward, they basically have validated or this sense of you being able to engage with them and ask something.   And so, because you've earned the right to speak to them purely because they've voted on your poll, you can simply send a message and say, “Hey, Yanique, thank you so much for voting in the poll.” If there’s a second connection, he'd add, how are you and take it from there or their first connection, or after a couple of messages with the second connection, he would then add, “Thank you so much for voting in the poll. Why do you think you're finding that particular thing, such a challenge?”   And he does that to all of these people, why would he do that to cold people who've never heard of him when he can get people to step forward in a nice little simple way and say, I actually have this problem because now you've got context, now you're completely within your rights to say, “Why is this a problem for you?” And getting them to open up because why would they not want to answer that when they've just said on your very post that they have an issue and the conversion's crazy off that, it's a really wonderful organic way of doing it.   And most people are like, “Yeah, absolutely. I have this problem. And we're talking about it because I just put my hand up and said I have an issue.” So for him, that's a huge win, it’s a massive thing people can be doing. And you just got to think to yourself, what's going to get people to not have to think too hard and simply like, say, “Oh, that's an easy poll, just click on the one, that’s the answer.” And it's simplicity. Just keep it simple question and simple answers and they will want to show up and answer it. And his wonderful way of starting a sales process he has found.   App, Website or Tool that Richard Absolutely Can’t Live Without in His Business When asked about an online resource that he cannot live without in his business, Richard shared that this is going to make him feel really old or sound really old and he’s not, it just works so well. It's actually Google Drive. You would think he would probably say some kind of high tech app or something. Sure he has used Trello and Zapier and things like that are really cool and Zapier is amazing for automation. And he would add before he goes into drive and why he uses it.   But he would add something like Stripe is amazing too, it's as good as a tool to kind of put all of your customers and invoicing that's a piece of cake from it. But Google Drive is brilliant because it’s got a team and anyone around the world, at any given time can log in and see what's going on. They can all access stuff together. His clients can access their own folder; see the content they're building with them. They can edit and add to it and it’s the transparency is amazing and he really, really liked that.   But what he will add to this because the question is about apps and things like that, or things that might help with productivity perhaps, don't ever discount the value of a really reliable person. So, like, a VA or someone who's assisting you, they are like Gold. So, if you can find someone who is reliable, so shout out to Mona who works on his newsletter every week. She's a phenomenal person who is there every day when he needs her and that in itself; she in itself is way more productive than any app could be.   Books That Have Had the Greatest Impact on Richard When asked about books that have had the biggest impact, Richard stated that that's a great question. Everyone's going to expect him to say business books now he suppose. And he’s going to say three, actually. So if everyone wants a reading list of absolute must reads one by a guy called Mark McCormack who founded IMGs like a sports agency who looked after like Jack Nicholas, the golfer, and people like that. He wrote a book called What They Don't Teach You at Harvard Business School: Notes from a Street-smart Executive, he loves this book. He (Mark) actually went to Harvard, but he was a superstar in business. And what he's showing in this book is all the soft stuff. So what shaking a hand really should look like? What it's meant when someone's got no time, how to close the deal, or what are the nuances of communication really meaning? all that soft stuff is absolutely amazing in that book, he really loves it.   Another one by Douglas Atkin is The Culting of Brands: Turn Your Customers into True Believers. This guy's a genius. What he's done is, it's like science and research, behind cults. It's funny because his intro’s like, “Hear me out here, just give me a chance.” And he's like, it's the science and the practical and mechanics about around cults and branding side by side. So, what he's done is work very hard to remove all of the negative connotations and biases around cults and look at why, because for right or for wrong, they are able to attract a lot of people. And the myth is that cults, for instance, are about a bunch of losers getting together. It's quite the opposite. You have to have socially, very bright people doing certain things very well in order to get kind of the ball rolling and arguably the root of the success of the major religions out there is in these practical ways in which they kind of started as something of a cult, then ended up being these great worldwide religions, but he applies it then to how you build your brand and your tribe.   And it's phenomenal, very relevant books. He'd really recommend that as well. He can definitely go on all night. He would say the closest person to his philosophy on selling or like neurological selling and understanding with empathy, how people would buy is Oren Klaff. So, he's just released a new book called Flip The Script: Getting People to Think Your Idea is Their Idea, but he's original one called Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal is amazing on understanding the dynamics between buyers and sellers. Really great stuff. The audible is awesome.   The most important book anyone should read is not a business book. It's by a stoic philosopher called Seneca, he dip into it at least once a month; it's been his favourite book for 6 or 7 years now. His book called On the Shortness of Life: Life Is Long if You Know How to Use It (Penguin Great Ideas). So Seneca wrote thousands of years ago, and it is tiny, it's like this little pamphlet, it's 90 pages or something. And what it does in such a short space of time, honestly, you put it down after a few pages going like, “Wow, it's blowing my mind.” That book, single handedly really gave him this sense of perspective on time and what we really don't have and about being intentional and meaningful with it. And you got to understand, he read that a few years after his mother died at 60. So she was just about to hit retirement.   She worked so hard and then it was taken from her. So when you combine that, like the tragedy of her first granddaughter, first granddaughter by his sister just being born, his just being born as well and that was all gone. It really reinforces it, but just not in that book, it doesn't talk about it in like a misty eyed, emotional sense. It's really hard hitting about how people view their time. And interestingly against how they view their money, people hoard their money, they are that tight with their money as though there's a finite amount and you can always go and get more, but they're very liberal with their time. And in the words of Seneca as though they're immortal and just talking about it now, it gets him pumped.   Especially as a father now, he has two children. He turns 40 in 10 weeks time. So, that’s in October, but that's another milestone, it really drives home, do great things, make the most of it and, you know, but make sure you’re intentional with every moment as well, including being spontaneous, being intentional about wanting to do that as well. So, he couldn't recommend it more as you've probably sensed.   Me: I love spontaneity. I think life is very short. We're here for a very short space of time, the people that we connect with, I don't think it's by chance. I think it is very much intentional, the people who we meet and the people who we're connected to. And I think it's important for us to really try to just really get to know the people who you're talking to. Don't just let it be, as you said about a sale or because you're trying to capitalize on them or you're trying to steal something from them, but just really have meaningful conversations with people.   Richard agreed and shared that it's no kind of legacy when you're done. It's no kind of legacy to have all of these people buy from you, but none of them will remember you.   Richard was asked when his birthday is, and he shared that it’s the 8th of October. So, it's weird. It's like end of an era. I loved being in his twenties. He learned to be a grownup in his thirties. He is really pleased to be arriving at this age. Very, very happy with everything he has around him. He thinks mostly because he kind of built it all himself and designed it himself, he’s very pleased with that. So, he’s excited about the decade ahead, he knows it's just a number, but you can't help seeing something of a milestone.   What Richard is Really Excited About Now! Richard shared that he don't want to be too promotional, so, he'll just say that the big flagship product at the moment he’s working on is his LinkedIn program and he’s helping a lot of business owners do some really wonderful things, and it's so lovely when you have this community of people you work with every week and he knew he wanted to do that because he coaches one on one a lot. And he also has his courses online where people buy them and they watch them and it's very kind that they do, but he wanted something where it's a combination of the two. So, group coaching specifically on how to convert and sell in an elegant way through LinkedIn. And it's just so nice to be there and it's not just a nice get together, it's practical to these people. There's one the other day saying, “I just got two new clients this week.” that's changing him.   And these people saying that is really making a difference is huge. But one of the other things he has been doing as well, which is completely far removed from what you'd expect is for the past two and a half to three months now, he has been getting up at 5:00 am every morning and doing yoga and then focusing on building his day in a really strong, structured way and getting early nights, exercising loads. And it's been such a game changer. So, that's personally, if someone said to him a year ago, he'll be doing yoga and getting up 5:00 am in the morning, but honestly, it's really changed. So, rather than going to bed at like 1:00 am, 2:00 am in the morning, getting out of bed at 7:30 am, 8:00 am and feeling tired, he has pulled those 3 hours back, lights out by 11:00 pm, getting up at 5:00 am and the productivity and also the clarity in his mind and is huge.   And he’s really thrilled, he has been doing that. He always thought he was an evening person or a night person, a lot of people feel they are because it's quiet back then, but shifting to a morning person, and by the way, it's not DNA, we can all do it. The difference between night and morning is yes, both are quiet, but in the morning you have a full battery of willpower that you can use against any distractions. So, within the first 2 hours every morning, he gets so much done because he has all of that energy to avoid looking at notifications on his phone. So, he doesn't look at his phone until like 10:00 in the morning and he blasts the work. And it's lovely because when his girls come down at like 7:50 in the morning for breakfast, he have blasted so much of his day, he urges people to try it out, it's so fulfilling, you feel really strong with it and present rather than this zombie, who's like burning the midnight oil. So, yoga is cool, he’s really impressed with himself with what he can do now, it's nice to get the stretch back and all that kind of things.   Where Can We Find Richard Online Richard shared listeners can find him at – LinkedIn - https://www.linkedin.cn/in/richardjamesmoore/             Website – www.therichardmoore.com Instagram - https://www.instagram.com/the.richard.moore/   Quote or Saying that During Times of Adversity Richard Uses When asked about a saying or quote then he tends to revert to in times of adversity, Richard shared that there's one he was told he has to bring up, there is a CEO of the last employed job he had, he was like a self-made millionaire and he really paid attention to him. And for all his faults, he also taught him a lot. And one of the things he always said was, “No one will stop you, but no one will help you.” And what's interesting about that is, is that, yes, people will support you and stand by you and things like that.   But you can't rely, it sounds really negative but if you look at it in the right way, it's almost like a call for you to not rely on people to do things for you, be the responsible person. No one will stop you doing that and you are in control of the influence over whatever outcome you really want.   He will add to that his own kind of quote that he used to say to himself, especially when things were really hard, he still uses it now but he really uses it whenever there's something new or difficult or challenging. And he'd simply say, “I can handle this.” And it would ground him and would make him think to previous instances of doing something similar and allow him to say to myself, remember how I did this before, I can handle this. And if you look back, no matter how old you are, look back at all the things you've done, there's almost nothing you weren't able to overcome, you did so much hard stuff.   So now, there's not really anything he can't handle. It might be ugly, but the truth is, he knows he can do it so he can handle this, is something of an affirmation that you should be saying, especially in those harder moments, and say it with conviction, you tend to believe it. And that's that voice, your own voice, the most persuasive voice you know on your shoulder, cheering you on. It's really valuable.   Please connect with us on Twitter @navigatingcx and also join our Private Facebook Community – Navigating the Customer Experience and listen to our FB Lives weekly with a new guest   Grab the Freebie on Our Website – TOP 10 Online Business Resources for Small Business Owners Links What They Don’t Teach You at Harvard Business School: Notes from a Street-smart Executive by Mark McCormack The Culting of Brands: Turn Your Customers into True Believers by Douglas Atkin Flip the Script: Getting People to Think Your Idea Is Their Idea by Oren Klaff Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff On the Shortness of Life: Life Is Long if You Know How to Use It (Penguin Great Ideas) by Seneca The ABC’s of a Fantastic Customer Experience Do you want to pivot your online customer experience and build loyalty - get a copy of “The ABC’s of a Fantastic Customer Experience.”   The ABC's of a Fantastic Customer Experience provides 26 easy to follow steps and techniques that helps your business to achieve success and build brand loyalty. This Guide to Limitless, Happy and Loyal Customers will help you to strengthen your service delivery, enhance your knowledge and appreciation of the customer experience and provide tips and practical strategies that you can start implementing immediately! This book will develop your customer service skills and sharpen your attention to detail when serving others. Master your customer experience and develop those knock your socks off techniques that will lead to lifetime customers. Your customers will only want to work with your business and it will be your brand differentiator. It will lead to recruiters to seek you out by providing practical examples on how to deliver a winning customer service experience!

Diving into Oran Klaff’s incredible book Pitch Anything. My personal favorite book in sales and persuasion which focuses on how we evoke change on a neurological level. This is the second of our two part series on this game changing book. Highly recommend you pick up a copy today!: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal https://www.amazon.com/dp/0071752854/ref=cm_sw_r_cp_api_i_A9ekFbDBXG6MD --- Send in a voice message: https://anchor.fm/mdrnac/message

Diving into Oran Klaff’s incredible book Pitch Anything. My personal favorite book in sales and persuasion which focuses on how we evoke change on a neurological level. This is the first of our two part series on this game changing book book. Highly recommend you pick up a copy today!: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal https://www.amazon.com/dp/0071752854/ref=cm_sw_r_cp_api_i_A9ekFbDBXG6MD --- Send in a voice message: https://anchor.fm/mdrnac/message

Links:Amazon.com: Audible Membership: Audible AudiobooksA Jóbarátok-generációPocketInstapaperWho Moved My Cheese: An Amazing Way to Deal with Change in Your Work and in Your Life: Amazon.co.uk: Johnson, Dr Spencer: 8601400456279: BooksHow to Win Friends and Influence People: Amazon.co.uk: Dale Carnegie: 9780091906818: BooksNapoleon Hill - művei, könyvek, biográfia, vélemények, eseményekKönyv: Csodalámpa (Keith Ellis)Könyv: A Titok - The Secret (Rhonda Byrne)Szepes Mária - Könyvei / Bookline - 1. oldalSimon SinekAmazon.com: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal (Audible Audio Edition): Oren Klaff, Oren Klaff, McGraw-Hill Education: Audible AudiobooksAmazon.com: How to Launch a Brand (2nd Edition): Your Step-by-Step Guide to Crafting a Brand: From Positioning to Naming And Brand Identity eBook: Geyrhalter, Fabian: Kindle StoreRichard Koch: A 80/20 elv | booklineKönyv: A Virgin sztori - Önéletrajz (Richard Branson)Amazon.com: The Obstacle Is the Way: The Timeless Art of Turning Trials into Triumph (Audible Audio Edition): Ryan Holiday, Ryan Holiday, Tim Ferriss: Audible AudiobooksManson, Mark: The Subtle Art of Not Giving A F*ck | booklineCreativeLive: Free Live Online ClassesNo-Nonsense Buddhism for Beginners: Clear Answers to Burning Questions About Core Buddhist Teachings - Kindle edition by Rasheta, Noah. Religion & Spirituality Kindle eBooks @ Amazon.com.Mérő László - Könyvei / Bookline - 1. oldalBuisiness FactoryThinking Body, Dancing Mind: Taosports for Extraordinary Performance in Athletics, Business, and Life: Huang, Chungliang Al, Lynch, Jerry: 9780553373783: Amazon.com: Books Links:Amazon.com: Audible Membership: Audible AudiobooksA Jóbarátok-generációPocketInstapaperWho Moved My Cheese: An Amazing Way to Deal with Change in Your Work and in Your Life: Amazon.co.uk: Johnson, Dr Spencer: 8601400456279: BooksHow to Win Friends and Influence People: Amazon.co.uk: Dale Carnegie: 9780091906818: BooksNapoleon Hill - művei, könyvek, biográfia, vélemények, eseményekKönyv: Csodalámpa (Keith Ellis)Könyv: A Titok - The Secret (Rhonda Byrne)Szepes Mária - Könyvei / Bookline - 1. oldalSimon SinekAmazon.com: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal (Audible Audio Edition): Oren Klaff, Oren Klaff, McGraw-Hill Education: Audible AudiobooksAmazon.com: How to Launch a Brand (2nd Edition): Your Step-by-Step Guide to Crafting a Brand: From Positioning to Naming And Brand Identity eBook: Geyrhalter, Fabian: Kindle StoreRichard Koch: A 80/20 elv | booklineKönyv: A Virgin sztori - Önéletrajz (Richard Branson)Amazon.com: The Obstacle Is the Way: The Timeless Art of Turning Trials into Triumph (Audible Audio Edition): Ryan Holiday, Ryan Holiday, Tim Ferriss: Audible AudiobooksManson, Mark: The Subtle Art of Not Giving A F*ck | booklineCreativeLive: Free Live Online ClassesNo-Nonsense Buddhism for Beginners: Clear Answers to Burning Questions About Core Buddhist Teachings - Kindle edition by Rasheta, Noah. Religion & Spirituality Kindle eBooks @ Amazon.com.Mérő László - Könyvei / Bookline - 1. oldalBuisiness Factory

Oren Klaff is one of the world's leading experts on sales, raising capital, and negotiation, and has raised over $2 billion in investments for his companies. He is the best-selling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, and Flip the Script: Getting People to Think Your Idea Is Their Idea.  Oren also helps companies worldwide to craft and deliver a pitch that will help them raise funds that will change their company. In this episode… If you're looking to raise millions in capital or you’re wanting to close B2B deals worth millions and you're struggling to lock down the second or third meetings, Oren Klaff says it’s most probably because you're going about it the wrong way. He says that when your pitch is only about your product's features, benefits, and the clients you currently serve with nothing else but the price to talk about, what is to say that those you're pitching to won't go with your competitors?  According to Oren, no one will get into a deal with you quickly, smoothly, and at a fair price if they think you're of a lower status. That’s why you have to understand and practice status alignment which is just one of the mechanisms you need to tick of when closing million-dollar deals. So what are these mechanisms, and how do you use them in practice?  Tune in to this episode of INspired INsider, as Oren Klaff shares with Dr. Jeremy Weisz how he closes million-dollar deals, the mechanisms at play, and how he uses them to flip the script to get those he is trying to make a deal with come after him. Stay tuned.

Oren Klaff is one of the world's leading experts on sales, raising capital, and negotiation, and he has raised over $2 billion in investments for his companies. He is the best-selling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, and Flip the Script: Getting People to Think Your Idea Is Their Idea.  Oren helps companies worldwide to craft and deliver a pitch that will help them raise funds that will change their company. In this episode… There are low and high points in business and life, but how quickly you come back from a low point determines how you can flip things around for the better. For Oren Klaff, there are just four words that he uses to motivate himself in order to come back up after reaching a low point in business. Tune in to this episode of INspired INsider, as Oren Klaff shares with Dr. Jeremy Weisz how he gets back up after reaching a low point in business and how a seemingly innocent exchange made him realize the importance of messaging.  

Hello Holistic Helper… I'm Mary Rose “Wildfire” Maguire, Founder of Star Maker Marketing. I help business owners and thought leaders the opportunity to share their expertise with ghostwriting services and book promotion marketing strategies through multiple channels. Today, I would like to help empower you by sharing a few misunderstandings around marketing and money. Question #1: What are 3 common misunderstandings that helpers have around marketing and money? 1) Making money with my gifts and talents is “greedy” or “dirty.” 2) Sales is “slimy” or “yucky.” It makes people dislike me and I don't like doing it. 3) If I'm really good at what I do and my heart is in the right place, I should attract great clients who will be happy to pay me. Question #2: What's a strategy you use to help people shift these misunderstandings? Recognize that money is a transaction of energy. The business owner has worked hard to create a service or product that will solve a problem. That problem drains the prospective buyer's energy. The business owner replaces that energy and sometimes increases it. That is worth a lot to the customer/client and deserves a fair trade. Question #3: How do you reframe marketing and money in your own life? Attitudes about money first must be addressed in the mind. How did a person understand money in their life? Was it treated as a limited resource? Or was the person raised in a home where abundant thinking reigned? It's first important to understand that many people -- and especially women -- undercharge for their services or products. It's important to know your worth, the value you bring to your customers and clients, and then position your marketing as a clear way to address the problem a customer/client has and why you are uniquely qualified to solve it. Question #4: Share a story where you or someone you worked with became empowered around marketing and money and how that impacted their success. I'll use myself as an example. When I first started out as a professional copywriter, I asked a colleague what was a fair price for writing a press release. She said, “I wouldn't write a press release for anything less than $250.” Fast forward to today. I just recently gave a quote to a prospect for a project that could be between $7K - $15K, depending upon how many “extras” he wanted. I didn't bat an eye when I quoted him that amount and did it confidently. Question #5: What are 3 tips or tools you would recommend to continue to work on money mindset so you can actualize a higher calling through a career or business? Every business owner and especially every woman business owner should read the book, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff. He explains his system for selling high-ticket opportunities to investors but it's a huge mindshift. He repeats this frequently throughout the book: YOU ARE THE PRIZE. More books revealed in the podcast... Mary Rose “Wildfire” Maguire Bio: Mary Rose is the Founder of Star Maker Marketing (formerly Maguire Copywriting). Star Maker Marketing offers business owners and thought leaders the opportunity to share their expertise with ghostwriting services and book promotion marketing strategies through multiple channels. She has written copy for Tripwire, a leader in cybersecurity (acquired by Belden for $710MM), Trainz (national leader in buying and selling collectible trains), My Patriot Supply, Cylance, an AI-based cybersecurity company (acquired by Blackberry for $1.4 billion), information marketers such as The Healthy Back Institute and Small Biz Lady, and dozens of mid-size companies and small businesses. --- Send in a voice message: https://anchor.fm/spreconnect/message Support this podcast: https://anchor.fm/spreconnect/support

Oren Klaff is an investment banking advisor and investor based in Beverly Hills. Oren advocates for “selling without selling”—that is to say, successfully pitching a customer on a product or service without them feeling like they’re being sold to. He is also the author of Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea (now on retail and digital shelves). In this episode, Oren explains how he can pull off a real life Inception, helps you figure out the pressing concern that motivates you, and discusses the three “layers” of a compelling personality. The Finer Details of This Episode: Oren explains what his book Flip the Script is about and what this show’s listeners can get out of it. How do you influence customers in an era where no one really wants to be sold to anymore? Oren breaks down the key piece of advice at the heart of Pitch Anything. Oren’s method for planting the seed of an idea What are “pre-wired ideas” and how do they work? Why every industry and line of business needs its own “Winter is coming” to innovate and survive. Oren discusses the different layers of your persona that make you compelling. Quotes: “Salespeople don’t know how to sell because today buyers don’t want to be sold.” “People want what they can’t have, they chase that which moves away from them, and they only value that which they pay for.” “The closer you get to something that’s new, novel, unusual, or never tried before, the more anxiety it creates.” “Your value system that cannot be altered by a sales meeting is what makes you compelling.” “Business, to me, is about relationships.” Guest Links: Oren’s homepage - https://orenklaff.com/ Pitch Anything - https://pitchanything.com/ Visit Brandon’s website at www.BrandsOnBrandsOnBrands.com Join the Brand Growth Community on Facebook at www.brandonbrands.com/community And please leave a rating and review on iTunes!

Marcelo Lombardo é cofundador e CEO da Omie, startup brasileira de software de gestão na nuvem para PMEs, que recebeu um aporte de R$ 80 milhões do fundo americano Riverwood Capital. Este é o segundo investimento recente, pois no ano passado levantou R$ 25 milhões do fundo brasileiro Astella. Neste episódio ele compartilha sua história e os desafios que o mercado PME trouxe para sua startup. Resumo do episódio: - Início NewAge - 01:09 - Expansão da NewAge - 06:40 - Nasce a ideia da Omie - 08:10 - Os primeiros passos Omie - 10:34 - Dicas para lidar com sócios em uma Spin-Off - 14:00 - Captable em uma Spin-Off - 17:10 - Quando é a hora de captar? - 18:20 - Primeira captação da Omie - 20:22 - Go to Market da Omie - 23:43 - Riscos para investir e investidos em uma rodada - 29:03 - Descobrindo o Job To Be Done - 32:34 - Apostar no crescimento x buscar investimento - 37:18 - Rodada Series A - 40:39 - Segunda captação em menos de 12 meses - 42:13 - Work in progress - 45:50 - Captar mais do que precisa? - 48:55 - De vendas enterprise para SMB - 51:50 - Erros mais comuns dentro do mundo PME - 55:01 - Bate-bola - 57:37 Bate-bola: -Livro favorito? Inside the Tornado: Marketing Strategies from Silicon Valley's Cutting Edge, de Geoffrey Moore. Extreme Ownership: How U.S. Navy SEALs Lead and Win, de Jocko Willink and Leif Babin. Never Split the Difference: Negotiating As If Your Life Depended On It, de Tahl Raz. Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, de Oren Klaff. The Goal, de Eliyahu M. Goldratt. It's Not Luck, de Eliyahu M. Goldratt. -Ferramenta online ou app favorito? Mindjet e Mindmaps - Tem algum site ou newsletter preferido? Reid Hoffman, Like a Boss, NeoFeed - Tem algum hábito ou rotina? Reunião toda segunda de manhã, 7h30, com a primeira linha de gestão da empresa. - O que é sucesso: "Sucesso é entregar resultado, desempenhando o seu pleno potencial." Marcelo Lombardo - www.linkedin.com/in/marcelolombardo/ Omie - www.omie.com.br Siga e curta nossas redes sociais: Youtube: www.youtube.com/darwinstartups Instagram: www.instagram.com/darwinstartups Linkedin: www.linkedin.com/company/darwinstartups Site: www.darwinstartups.com O que acharam deste episódio? Deixem seus comentários e não se esqueçam de curtir e compartilhar!

Oren Klaff, Managing Director of Intersection Capital and bestselling author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea, joins me on this episode. KEY TAKEAWAYS Buyers have become increasingly empowered in the years since Oren wrote Pitch Anything. Now, buyers receive your proposal and then can search everywhere online to find the lowest price. Buying options reduce conversion rates and take the margin out of selling. That’s why Oren wrote Flip the Script. When the buyer chases you, you close sales deals. Andy and Oren discuss maximizers and satisfiers. Anyone who asks you for a proposal plans to ask you for a discount when they compare proposals. Oren finds from his consulting that when buyers are motivated and decide to work with you, that decision is resilient throughout negotiations and distance. But when buyers have many objections, you don’t close deals. Objections come from two reasons: 1. Your status as a salesperson isn’t high enough; 2. You’re not perceived as an expert. Status measures your trustworthiness and credibility. Expertise provides certainty for the buyer. When the buyer assigns you trust and certainty, they want you to do business with them. Oren says the basis of feeling like or being an insider wins deals. It involves being able to talk to someone in their language about their business. People are skeptical of outsiders and their promises. Inception (with credit to the movie) refers to the writing a storyline to ensure that the audience deduces the solution before the characters do. That aha moment makes you feel good. Oren applies that to selling. Oren discounts decision-making theories. Oren does not recommend storytelling in spite of the storytelling culture in which he was raised. Storytelling is too hard for most people to use effectively. Oren explains the Flash Roll. Give the buyer details about your business, their problem, and the probable solution, in their technical language, told quickly, in under 30 seconds, as if you have delivered the solution 1,000 times. Andy recommends listeners to get Oren’s book, FLIP THE SCRIPT. Most of Oren’s customers are respected, technical people of high status who are not interested in cheesy tactics and don’t want to sell. The book shows you how to get your buyer to want and need to buy from you. Powered by ringDNA: the revenue acceleration platform that helps businesses scale growth through AI. Visit ringdna.com/andy for exclusive Sales Enablement content. _ Formerly the Accelerate! Your Sales podcast with Andy Paul

Oren Klaff reveals the secret behind successful pitches—and how to persuade those around you. You’ll Learn: 1) What most people get wrong about persuasion 2) How to communicate your worth 3) The surefire way to convince anyone About Oren: Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform (retail and wholesale distribution), business and product development. Oren co-developed and oversees Intersection Capital's flagship product, Velocity™.  From 2003-2008 as he applied his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren raised over $400 million of investor capital from high net-worth individuals and financial institutions. Oren is a member of Geyser Holding's investment committee where he has been a principal since 2006. During its growth he was responsible for sales, marketing, branding, product development, and business development. Previously, he was a venture analyst and partner at several mid-sized investment funds. Oren’s book: Flip the Script: Getting People to Think Your idea Is Their Idea Oren’s book: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal Oren’s website: OrenKlaff.com Resources mentioned in the show: Book: Riveted: The Science of Why Jokes Make Us Laugh, Movies Make Us Cry, and Religion Makes Us Feel One with the Universe by Jim Davies   Thank you Sponsors! Bench. Cross bookkeeping off your list forever! Get 20% off your first six months of professional bookkeeping at bench.co/awesome. Simple Habit. This meditation app can help you gain greater control over your thoughts for better persuasion. Visit SimpleHabit.com/Awesome get 30% off premium subscriptions. ZipRecruiter is the smartest way to hire. Try them for free at ZipRecruiter.com/htba   View transcript, show notes, and links at http://AwesomeAtYourJob.com/ep502

Oren Klaff reveals the secret behind successful pitches—and how to persuade those around you. — YOU'LL LEARN — 1) What most people get wrong about persuasion. 2) How to communicate your worth. 3) The surefire way to convince anyone. Subscribe or visit AwesomeAtYourJob.com/ep502 for clickable versions of the links below.— ABOUT OREN — Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform (retail and wholesale distribution), business and product development. Oren co-developed and oversees Intersection Capital's flagship product, Velocity™. From 2003-2008 as he applied his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren raised over $400 million of investor capital from high net-worth individuals and financial institutions. Oren is a member of Geyser Holding's investment committee where he has been a principal since 2006. During its growth he was responsible for sales, marketing, branding, product development, and business development. Previously, he was a venture analyst and partner at several mid-sized investment funds. • Oren's book: Flip the Script: Getting People to Think Your idea Is Their Idea • Oren's book: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal • Oren's website: OrenKlaff.com — RESOURCES MENTIONED IN THE SHOW —• Book: Riveted: The Science of Why Jokes Make Us Laugh, Movies Make Us Cry, and Religion Makes Us Feel One with the Universe by Jim Davies — THANK YOU SPONSORS! — • Bench. Cross bookkeeping off your list forever! Get 20% off your first six months of professional bookkeeping at bench.co/awesome. • Simple Habit. This meditation app can help you gain greater control over your thoughts for better persuasion. Visit SimpleHabit.com/Awesome get 30% off premium subscriptions. • ZipRecruiter is the smartest way to hire. Try them for free at ZipRecruiter.com/htbaSee Privacy Policy at https://art19.com/privacy and California Privacy Notice at https://art19.com/privacy#do-not-sell-my-info.

Oren Klaff is an investment banking advisor and investor based in Beverly Hills. Oren advocates for “selling without selling”—that is to say, successfully pitching a customer on a product or service without them feeling like they’re being sold to. He is also the author of Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal and Flip the Script: Getting People to Think Your Idea is Their Idea (now on retail and digital shelves). In this episode, Oren explains how he can pull off a real life Inception, helps you figure out the pressing concern that motivates you, and discusses the three “layers” of a compelling personality. The Finer Details of This Episode: Oren explains what his book Flip the Script is about and what this show’s listeners can get out of it. How do you influence customers in an era where no one really wants to be sold to anymore? Oren breaks down the key piece of advice at the heart of Pitch Anything. Oren’s method for planting the seed of an idea What are “pre-wired ideas” and how do they work? Why every industry and line of business needs its own “Winter is coming” to innovate and survive. Oren discusses the different layers of your persona that make you compelling. Quotes: “Salespeople don’t know how to sell because today buyers don’t want to be sold.” “People want what they can’t have, they chase that which moves away from them, and they only value that which they pay for.” “The closer you get to something that’s new, novel, unusual, or never tried before, the more anxiety it creates.” “Your value system that cannot be altered by a sales meeting is what makes you compelling.” “Business, to me, is about relationships.” Guest Links: Oren’s homepage - https://orenklaff.com/ Pitch Anything - https://pitchanything.com/ Visit Brandon’s website at www.BrandsOnBrandsOnBrands.com Join the Brand Growth Community on Facebook at www.brandonbrands.com/community And please leave a rating and review on iTunes!

113 | Oren Klaff Teaches Us How to “Pitch Anything” Do you ever feel like your pitch just doesn’t resonate with the right people? Do you ever wonder why? With securities markets experience, Oren Klaff is Director of Capital Markets at investment bank Intersection Capital, where he manages its capital-raising platform. Since 2005, Oren has since grown the firm history to approximately $2 billion in aggregate trade volume across a diversified portfolio of companies and transactions. He is responsible for business development and product development, and oversees the firm's flagship product, the Velocity™ method of corporate finance. Applying his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren has supervised the placement of over $500 million of investor capital from high net-worth individuals and financial institutions. He is the #1 best-selling business author of the McGraw Hill publication Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. Do you know that when you’re pitching a good product or service and then all of your pitches start to sound similar, but you figure, “that’s ok; I’ll find the right investor who resonates with what I have to say.” But instead you hear NO again and again. Why is that? For me, one of the products that I dreamed of placing into Costco with my last company, FITzee Foods were FITzee Bars. These meal replacement bars were a perfect fit to the company and to the consumers.  I pitched the FITzee Bars as a separate project going into Costco to an investor, and it looked like something we would do in the future to keep this part of the business going after I had closed the food production of FITzee Foods. But then, they just kept putting it off. For a year, he kept putting me off, and had various reasons why.  There are red flags and warning signs, and if we can learn how to interpret those from investors, buyers or clients, we can be more effective in our pitches. This week’s guest on Success Unfiltered, Oren Klaff, has pitched more than $2 billion in sales. When he started hearing NO, he went back to the very bottom, took an entry-level job, and worked hard to learn the language of his investors. Once he learned to listen to the language used by those who were saying NO, he was able to change the way he pitched, and closed more deals! If you’re ready to learn how to Pitch Anything, then this episode of Success Unfiltered with Oren Klaff is a MUST LISTEN!  Enjoy, and thank you for listening and tuning into Success Unfiltered! To share your thoughts: Email The Pitch Queen @ hello@thepitchqueen.com Ask a question over at www.ThePitchQueen.com Share Success Unfiltered on Twitter, Facebook, Instagram, & LinkedIn  To help the show out: Please leave an honest review on iTunes. Your ratings and reviews really help and I read each one. Subscribe to the show on iTunes. Special thanks goes out to Oren Klaff for taking the time to chat with Michelle. Be sure to join us next week for our next new episode! Don’t Stress About The Pitch. ROCK it! How do you tell the world what you do and make it clear, concise, and magical? Create a pitch that makes your heart sing and your ideal clients swoon! Get your FREE guide, 3 Steps To ROCK Your Pitch (And Get More Sales) right HERE! Here are a few key secrets we talked about in this episode: Michelle introduces Oren Klaff. Oren shared how at his software company, the accountants double reported income, and left no money! He had to go pitch new software to investors. When he did, and heard NO, he realized that he knew nothing about pitching and sales! When Oren looked for where to learn, he knew that it had to be from experience. So he quit his job, and took an entry level position at a bank to learn. While he was there, he met a guy who was a natural at pitching, and studied him, so that Oren could learn exactly what it was that this guy did that was so exceptional. When Oren began to implement these strategies that he learned, he saw more YES’s. Oren shares what the markers are in sales: there are clear check points in every sale that help you know if you will hear a YES or a NO. When asked to sell a company, Oren said YES. He worked hard to prepare the company, and found a buyer willing to pay $15 million! Then, the original seller changed his mind and said that NO he did not want to sell. Listen to find out why! There are clear signals during deals that help you to know if you are on track or not - you have to learn to read them! Rarely does a deal just fall apart at the end without some signs indicating how it happened. Always have a bigger pipeline of deals: this helps with a sense of urgency with clients. “If something’s wrong, it’s wrong for a reason.” ~ Oren Klaff When working deals, you can learn to take control of the deal, so that you can help make sure that you are working with clients or investors that are the best fit for your business and will be able to deliver! No real investor is going to back out of a deal just because you follow up and continue to make sure that you’re a good long-term fit! “People want what they can’t have. People chase that which moves away from them. And people only value what they have paid for.” ~ Oren Klaff A pitch isn’t just giving information: it’s “info-tainment” to deliver that information in a way that is giving them new information in an entertaining way and is a performance. Practice; it gets better with repetition! Oren shares what he would tell his younger self. Connect with Oren Klaff: Pitch Anything Website Facebook Instagram LinkedIn Twitter Don’t Stress About The Pitch. ROCK it! How do you tell the world what you do and make it clear, concise, and magical? Create a pitch that makes your heart sing and your ideal clients swoon! Get your FREE guide, 3 Steps To ROCK Your Pitch (And Get More Sales) right HERE! Music produced by Deejay-O  www.iamdeejayo.com  

Pitching is an essential skill you should have not just in your business, but also in your life. Today on the Scale Up Your Business Podcast, Nick highlights the key lessons about pitching he learned from two of his favourite books: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff & Influence: The Psychology of Persuasion by Dr Robert Cialdini. It’s hard to stand out from the competition and get your target audience’s attention. You must exude credibility, authority, and trustworthiness. Various frameworks are discussed which you can base on, so you improve how you pitch and present what you’re selling, whether it be ideas, products, or services. Learn about the 6 Laws of Human Behaviour, the STRONG framework, and the 6 pitching floors you should avoid when you tune in. KEY TAKEAWAYS When you fully understand what you want with your business, it’s easier to pitch. You just need to harness that high energy and let your passion come across. 6 Laws of Human Behaviour: Reciprocity – once you have given value to someone, there’s a feeling that they need to return a favour. Scarcity – If you know that there only a limited number of supplies of a thing you want, you’re going to want it more. Authority – People will follow the lead of knowledgeable experts. Consistency – People like leaders who are consistent with what they have said or done. Liking – People say yes to the people that they like. Consensus – When people are uncertain with their decisions, they follow what other people do. STRONG framework that Oren Klaff uses: Set the Frame. Tell your story. Storytelling is the best way to make your audience interested and engaged. Reveal the intrigue. Alongside the storytelling, create something that will make them go back for more of what you’re offering. Offer the nail. Nail the hook point. Get the deal. 6 Pitching Flaws: Don’t talk too much and certainly don’t waffle and go off on tangents. Don’t be too vague and fuzzy. Be specific. Never stay needy. Go slow. Don’t make your pitches similar to other pitches. Prepare for your audience. BEST MOMENTS “People think of pitching as often you’re trying to get someone to buy from you. Pitching is much more than that. It’s how you present who you are, what you do, what you believe in, or what your greater mission is.” “It’s much easier for someone to buy into you if you create something on the side which brings the attention back.” “Rapport-building – in the context of everything – is a powerful thing.” VALUABLE RESOURCES Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff Influence: The Psychology of Persuasion by Dr Robert Cialdini ABOUT THE HOST My name is Nick Bradley. I’m an entrepreneur, author, speaker and investor. My background is in growing and scaling VC, and Private Equity backed businesses. Having successfully built, bought and sold a number of companies, and removed myself from day-to-day operations, my focus now is on helping entrepreneurs get to where they want to be, in business and in life. As well as investing in growth businesses and backing turnarounds - with the ultimate aim of creating value from significant capital events. I’m passionate about personal and professional development - showing up and being the best version of myself ... every day. My bigger vision is to help bring entrepreneurial skills, experience and mindset to people in developing nations - so they can follow their dreams, live life more on their terms - utilising entrepreneurship as a global force for good. CONTACT METHOD https://twitter.com/nickcbradley nick@fielding.global www.fielding.global  

Have you ever found yourself in out of frame control on an opportunity? RFP processes are built to maintain frame control but it is vital that you figure out a strategy on how take back the frame. After a coaching session with the legendary Oren Klaff, I was given a powerful strategy in taking back the frame in a crowded field. "Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal" by Oren Klaff https://www.amazon.com/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854/ref=sr_1_2?crid=3R4T60UQG3JR6&keywords=pitch+anything&qid=1551441815&s=gateway&sprefix=gunnar+mav%2Caps%2C156&sr=8-2 Questions, comments and requests? Feel free to contact me at brianqdavis@thesaleswar.com  Follow on Instagram: https://www.instagram.com/brianqdavis12/  Music Credit: Jeremy Tyler "Undercover"  https://itunes.apple.com/us/album/maybe-youve-felt-this-way/1231973314 

Not all deals get funded and they don’t all get put in front of the right people, the decision makers. In today’s episode of The How To Raise Money Podcast Ray and Nigel bring you the ninja tactics you can use to get your pitch, proposal or presentation to the top of the list.   Ray and Nigel share with you experiences from real life deals and discuss the key learnings from successful pitches. Learn what to do and what not to do when pitching and discover the four things you can do to stand out from the crowd and secure investment. KEY TAKEAWAYS Four Things To Help You Stand Out” 1. To present well on paper. 2. Offer an amazing deal. 3. Know the right people. 4. Present well in person. Consider: What is it Why are we doing it How are we doing to do it What if it doesn't go well When is it needed Who you are and why you have expertise   How To Construct A Pitch: Framing and frame control. Status of the people involved Hot cognitions Eliminating neediness Social dynamic Self-confidence BEST MOMENTS "To stand out you need to be better than the next guy" - Vince Lombardi "Winners never quit and quitters never win" - Vince Lombardi "The difference between a successful person and others is not a lack of strength, not a lack of knowledge, but rather a lack of will. - Vince Lombardi "Chances are any investor or lender will see you on paper before they see you." “Answer who, why, what and when, when presenting yourself on paper” “You've been pitching the wrong way” VALUABLE RESOURCES https://www.angelsden.com/en-gb/events/ http://howtoraisemoney.co.uk/ Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal - https://www.amazon.co.uk/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854 C.R.E.S.T model   ABOUT THE HOST Ray McLennan is a keynote public speaker and former corporate solicitor who has many years of experience owning and operating a variety of businesses in the UK and Ireland. Ray is the Regional Manager for Scotland & Ireland for Angels Den, which has over 13,500 high net worth Angel investors that help to find funding for property and SME businesses. Ray also helped to create Property Angels Den (PAD) in Sept 2014, which matches High Net Worth Investors with property proposals of all sizes. PAD now meets regularly and has funded dozens of property projects all over the UK.   Nigel trained as an accountant but has for the last 11 years run the family care business. With a 7 figure turn-over and over 100 employees, the role has given Nigel quite a few valuable lessons! Nigel and his wife, have focused more and more on property over the last few years. The latest project is a 20 bed HMO with 12 SA rooms. But in the last few years Nigel is now helping property professionals understand that social media is a way to increase your customers, get more deals and earn more profit! CONTACT METHOD Ray@raisingangelfinance.co.uk Maria@raisingangelfinance.co.uk Howtoraisemoney.co.uk Nigeltbest.com

Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital raising platform. From 2003-2008 as he applied his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren raised over $2B in investor capital from high net-worth individuals and financial institutions for entrepreneurs. His bestselling book, Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal, has been considered by many to be the sales bible and it’s a book I read when first embarking on my entrepreneurial journey, return to often and it is amongst the books I have gifted and recommended most to other entrepreneurs and sales executives.   We discussed: 1: How to place yourself into a position of power when selling, regardless of the social context 2: How to sell to large organisations who insist on dragging out things and involving various people and committees in the decision making process 3: How to get past people’s innate fear of uncertainty and the unfamiliar when selling new technologies and ways of doing things I was really looking forward to this conversation as a long time fan of Oren’s book, Pitch Anything, and might come across as a bit of a fanboy in this episode so...apologies for that. A heads up, our connection dropped in and out throughout this conversation, however the value bombs that Oren dropped throughout the chat are well worth listening in through to the end.   Expect to not only learn lots about the science of persuasion but also hear some delightful profanity laden stories and learn about Oren’s extensive motorcycle collection. With that, I bring you, the one and only, Oren Klaff. --- Topics Discussed: Selling to large organisations How to best qualify prospects so you don’t waste your time How to use the moral authority frame to get the deal done How to sell ‘new things’ that threaten your prospect’s sense of control and certainty How to put yourself forward as the prize Traps to look out for when selling How to seize situational status Oren’s vast collection of motorbikes and cars Oren’s new book, Persuade Anyone Show Notes: Oren’s website: PitchAnything.com Twitter: @PitchAnything Online Course: PitchMastery.com Get the Book: https://amzn.to/2NtNfLO --- I hope you enjoyed this episode. If you’d like to receive a weekly email from me, complete with reflections, books I’ve been reading, words of wisdom and access to blogs, ebooks and more that I’m publishing on a regular basis, just leave your details at www.futuresquared.xyz/subscribe and you’ll receive the very next one. Listen on Apple Podcasts @ goo.gl/sMnEa0 Also available on: Spotify, Google Play, Stitcher and Soundcloud Follow me on Twitter: @steveglaveski Follow me on Instagram: @thesteveglaveski

Trying to get healthier can be very difficult, especially if we’re eating or drinking a lot of stuff that we don’t even understand the ingredients. When Kara Goldin, founder and CEO of Hint Inc., saw an ingredient in her Diet Coke that went on her list of things to eliminate from her diet, she lost over twenty pounds two and a half weeks later after exchanging Diet Coke for plain water. That led her to create Hint which is unsweetened fruit-infused water. Kara says by eliminating a product that was calling itself “diet,” she actually ended up losing weight and got healthier. Money is one of the most difficult things to pitch for, and understanding how to raise capital is Oren Klaff’s expertise. Oren is Director of Capital Markets at investment bank Intersection Capital where he manages its capital-raising platform. Applying his pioneering approaches to raising capital and incorporating neuroscience into the capital markets programs, Oren has supervised the placement of over $500 million of investor capital from high net-worth individuals and financial institutions. Oren shares his strategies for pitching and raising capital and talks about his bestselling book, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. Love the show? Subscribe, rate, review, and share! Here’s How » Join the Take The Lead community today: Dr. DianeHamilton.com Dr. Diane Hamilton Facebook Dr. Diane Hamilton Twitter Dr. Diane Hamilton LinkedIn Dr. Diane Hamilton YouTube Dr. Diane Hamilton Instagram

How can you have the green light to make your documentary when it needs to be filmed hundreds of kilometers away? Discover the answer in this episode. Recommended book: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff   At StorySD.com you can: Get free eBooks (English and Portuguese)  Watch/Listen/Read all StorySD episodes Sign up to our newsletter for exclusive content Explore recommended articles, books, podcasts and videos   Other StorySD series: Series 1 - Transmedia Storytelling for Business Series 2 - Build your Business Stories Series 3 - Technology – The future is here Series 4 - Use Stories To … Series 5 - Characters Series 6 - Travel Guide for Kids Series 7 - Transmedia Storytelling Case Studies Series 8 - Story Breakdown Series 9 - Interactive Storytelling Series 10 - Stories from Scotland  

Picking up our previous conversation on "pitching projects," Oren practices what he preaches — diving right into describing "a path to payoff" to follow when running team meetings or presenting a solution to stakeholders.   About our Guest: Oren Klaff is author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal and an investment banker who has raised more than $1 billion for entrepreneurs.   For an easy way to stay up-to-date on Projectified with PMI, follow the podcast at: iTunes, Stitcher,  Google Play, or Pmi.org/podcast.   Key Takeaways: [02:46] Describe problems in ways that solutions are valued [10:57] Establish why meeting is important and worth the time [12:35] Build a narrative arc about what's new or changing [18:54] 'Unpack' the solution with facts then 'sell' benefits with emotion [21:30] Only present for as long as you can be compelling [23:13] Remember and believe that YOU are the value   Links: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal,by Oren Klaff PitchAnything.com

Event Sponsorship is most essential part of every event. Organization can build a brand by making sponsor in live event which is engaging and driving business results. But how can an event prof make sure the sponsor aligns with the needs of the event? Join us today to find out. This week, We have a special guest Peter Poehle, CEO and Co-Founder of SponsorMyEvent. He is here to tell us about the current state of sponsorship, what to look for in value alignments with a sponsor, the connection between lead and sponsor, and much more. Everything you need to know about sponsorship is right HERE! We want to help keep you up-to-date with the latest and greatest! Below, in our Epic Resources section, we link the awesome insider favorites that were mentioned in this episode! You WANT to check these out! What has been your favorite episode so far? Comment below and let us know! You’re watching this recording of our episode here on our blog, but wouldn’t you rather watch live, ask your own questions, and participate in person? Subscribe now to watch live! (We’ll remind you of upcoming episodes.) We would love for you to join us LIVE and bring your questions for our icons. We do this for you! How To Subscribe: Click here to watch the show live and get email notifications of new episodes. Subscribe via iTunes: Video & Audio or Audio Only Click here to subscribe via RSS (non-iTunes feed): Video & Audio or Audio Only Follow our iconic guests on Twitter: Peter Poehle of SponsorMyEvent (@peterpoehle) Brandt Krueger of Event Technology Consulting (@BrandtKrueger) Alex Plaxen of Little Bird Told Media (@APlaxen) Check out the epic resources mentioned in this episode: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff(Book) ARKit LumaFusion Hubspot CRM Asana What is Inbound Marketing? GoPro Linkedin Facebook Twitter State of Event Sponsorships 2017 – #EventIcons Episode 66 Event Profs RUN Event Professionals Run The World Healthy EventProfs? – #EventIcons Episode 47

Event Sponsorship is most essential part of every event. Organization can build a brand by making sponsor in live event which is engaging and driving business results. But how can an event prof make sure the sponsor aligns with the needs of the event? Join us today to find out. This week, We have a special guest Peter Poehle, CEO and Co-Founder of SponsorMyEvent. He is here to tell us about the current state of sponsorship, what to look for in value alignments with a sponsor, the connection between lead and sponsor, and much more. Everything you need to know about sponsorship is right HERE! We want to help keep you up-to-date with the latest and greatest! Below, in our Epic Resources section, we link the awesome insider favorites that were mentioned in this episode! You WANT to check these out! What has been your favorite episode so far? Comment below and let us know! You’re watching this recording of our episode here on our blog, but wouldn’t you rather watch live, ask your own questions, and participate in person? Subscribe now to watch live! (We’ll remind you of upcoming episodes.) We would love for you to join us LIVE and bring your questions for our icons. We do this for you! How To Subscribe: Click here to watch the show live and get email notifications of new episodes. Subscribe via iTunes: Video & Audio or Audio Only Click here to subscribe via RSS (non-iTunes feed): Video & Audio or Audio Only Follow our iconic guests on Twitter: Peter Poehle of SponsorMyEvent (@peterpoehle) Brandt Krueger of Event Technology Consulting (@BrandtKrueger) Alex Plaxen of Little Bird Told Media (@APlaxen) Check out the epic resources mentioned in this episode: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff(Book) ARKit LumaFusion Hubspot CRM Asana What is Inbound Marketing? GoPro Linkedin Facebook Twitter State of Event Sponsorships 2017 – #EventIcons Episode 66 Event Profs RUN Event Professionals Run The World Healthy EventProfs? – #EventIcons Episode 47

Oren Klaff, Pitch Expert and author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. Stephen W. Maye is your host for Projectified with PMI. In this episode Oren explains why the art of pitching is a crucial skill for project leaders and describes ways to increase buy-in to your ideas, proposals, recommendations, and how to sell your vision of the future to your stakeholders and teams.   Oren shines a light on common pitfalls people encounter while working to inform and influence those around them as well as provide solutions to these problems. He also lends his insights into how to formulate an excellent pitch and the neuroscience behind these strategies.   For an easy way to stay up-to-date on Projectified with PMI, follow the podcast at: iTunes, Stitcher,  Google Play, or Pmi.org/podcast.   Key Takeaways: [:56] Pitching as a project leader: Presenting, persuading, influencing, and creating a ‘dome.’ [3:39] Under the ‘dome’; projecting the future of a project. [4:15] Selling the future; Creating a strong pitch and following through. [5:51] Establishing the rules under the ‘dome,’ or pitch, and the value of not answering every question. [7:34] The trust connection when pitching a project and replacing trust with credibility and autonomy. [9:06] The importance of autonomy. [11:18] The three major problems Oren sees in every presentation: the information dump, the nothing-burger, and having the right information in the wrong order. [15:23] Answering the right questions and organizing your presentation in a narrative arc: the setup, the path-to-payoff, and the payoff. [16:50] The setup: What’s changing in the world? [19:09] The neuroscience behind the formulas and theories Oren discussed.   Links: Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, by Oren Klaff PitchAnything.com

Episode Summary Stacie Shaw is the Founder of Pitch Deck Fire, where her company creates engaging and effective pitch decks for startups. As Stacie says, she is a startup storyteller! Entrepreneurs need to realize that when investors are hearing your pitch for the very first time, they are hearing it with their more primitive reptile brain and not their analytical brain. This is why you need to make your pitch incredibly simple and easy to understand, even if what you do is a complex. What Was Covered 03:45 - How did Stacie get started? 04:45 - When did Stacie decide it was time to be self-employed? 07:20 - How well your pitch deck is designed is very, very important. 08:15 - What should people include in their pitch deck? 09:55 - Don't pitch an investor like a customer. Your investor isn't your customer! 11:15 - The less is more in your pitch deck. 11:30 - We have three parts to our brain. Stacie explains further. 13:30 - Explain your idea in a simple way to investor. 13:40 - Investors have a small attention span. 14:55 - Stacie shares tips on how you can be more comfortable with an investor. 15:55 - Is there such a thing as practicing too much? 17:55 - Body language also affects the way you feel. 20:15 - What are some common graphic design mistakes Stacie sees in a pitch deck presentation? 22:30 - One pitch deck fits all? No! 25:40 - Entrepreneurs try to do everything themselves, but as something as important as a pitch deck, you do want to seek out help. 26:30 - What makes an amazing story and how can entrepreneurs leverage it? 29:30 - Stacie recommends the book Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, by Oren Klaff   Tweetables Practice in front of strangers Dont confuse investors with complex concepts How you stand impacts how you present Energy is contagious when you pitch   Links Mentioned J Robinett Enterprises John Livesay Funding Strategist Pitch Deck Fire Website Pitch Deck Fire on Twitter Crack The Funding Code! Register now for the free webinar Share The Show Did you enjoy the show? I'd love it if you subscribed today and left us a 5-star review! Click this link Click on the 'Subscribe' button below the artwork Go to the 'Ratings and Reviews' section Click on 'Write a Review'

Aaron Janx is an in-demand Business and Sales Mentor for coaches and consultants around the world in many different industries. Aaron owns and operates three businesses including a successful real estate investment company which has allowed him to become financially free to follow his passion. Aaron's passion is mentoring coaches & consultants by teaching them lead generation and sales skills to rapidly build a strong six figure practice. Before Aaron started his businesses, he was a sales director and trainer who won many sales awards and broke sales records with a Fortune 500 company. While employed he was young, naive and lived beyond his means. Aaron quickly went through his savings and became flat broke after parting ways with that company. Humiliated, depressed and defeated, Aaron reluctantly went on food stamps just to feed his wife and four kids. Today, Aaron attributes his remarkable turnaround and success to his cutting edge sales skills, which as he describes, “took him from food stamps to freedom." What you will learn:  Framing: The ultimate selling strategy  How to make money with no money Cultivating the mindset of sales success Proven closing techniques  Why introverts can become better sales people that extroverts  How to effectively deal with rejection How to generate endless leads for your business The most effective social media platform for generating leads Why networking is for amateurs but prospecting is for pro's Why you MUST define your avatar  How to define your avatar  How to qualify a prospect  How to make a come back from even the worst failures   Why you shouldn't say, “Thank you” (Sometimes)  Aaron's reading recommendation:  Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff Learn more about Aaron Janx: Website: http://www.aaronjanx.com/ Podcast: http://bit.ly/AaronJanxPodcast

When it comes to living a life of Abundance in Family, Faith, Fitness and Finances, our guest today came from a family that was about as far from that as posible. Today Randy Schrum not only lives his life of abundance, he's taking others with him. We get very deep and personal in this conversation. [spp-tweet tweet="The more I focus on my family, the more fruitful my business becomes."] https://menofabundance.com/wp-content/uploads/2016/07/Screen-Shot-2016-07-17-at-11.49.21-AM.png ()Randy Schrum, is a multiple business owner, husband, and father of 7. He's a family focused entrepreneur, successful businessman, speaker, and business consultant, along with being a mentor to entrepreneurs, executives, and men. Randy Shcrum has been fortunate to be able to close million dollar deals, invest in real estate, and travel the world in our businesses. Some of Randy Shcrum's businesses do 5 figure days while others can do up to 6 figures in single days. Needless to say Randy Schrum has a unique understanding of marketing and sales. Randy's mission is to bring families back together through entrepreneurship, family economics, and manhood. By equipping them with the knowledge, mentorship, and truth I believe is desperately needed today. Get involved in the conversation on Facebook https://www.facebook.com/groups/menofabundancecommunity/ (@MenOfAbundanceCommunity) You can Time Travel... well kinda. Click on the timestamps below to travel directly to that part of the show. Business, Family, Faith, Politics, It's All One [spp-timestamp time="10:40"]Paying it Forward [spp-timestamp time="27:50"]Action Steps [spp-timestamp time="27:55"] Slight Edge - Implement it on a daily basis Read or listen to the books Sharpen your ax and learn at least the basics of marketing and lead generation Daily Habits [spp-timestamp time="31:29"] I use Evernote Get out of the office and free my mind Recommended books [spp-timestamp time="32:44"] https://www.amazon.com/gp/product/0071752854/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=0071752854&linkCode=as2&tag=menofabundanc-20&linkId=03a98221c611c87ef1bc2cd85efe7db2 (Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal) https://www.amazon.com/gp/product/1591846447/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=1591846447&linkCode=as2&tag=menofabundanc-20&linkId=c16935be9bf092935919aa88bb0ad942 (Start with Why: How Great Leaders Inspire Everyone to Take Action) https://www.amazon.com/gp/product/1626340463/ref=as_li_tl?ie=UTF8&camp=1789&creative=9325&creativeASIN=1626340463&linkCode=as2&tag=menofabundanc-20&linkId=3da7e754f454d7544acb8060dc1d9088 (The Slight Edge: Turning Simple Disciplines into Massive Success and Happiness) Charities [spp-timestamp time="35:06"] https://water.cc/ (Living Water International) What does Living A Life of Abundance mean to Randy Schrum? [spp-timestamp time="36:00"] Connect with our guest [spp-timestamp time="36:50"] Facebook https://www.facebook.com/RandySchrum/?fref=ts (@RandySchrum) Sponsors http://teambeachbody.com/shop/-/shopping/MDSUSH311G?referringRepId=117734 (Shakeology), Dense nutrition shake. Shakeology makes nutrition simple. And with 70+ ingredients and superfoods, it is the Healthiest Meal of the Day. "My family and I have been drinking Shakeology daily for the last 5 years. Even my six year old has been drinking it since he was two." ~ Wally [spp-tweet tweet="Sow into the things that matter to reap the rewards"] Be Abundant in everything you do.... Starting with sharing this episode and our Men of Abundance Community with others. Click on any of the social media links. Support this podcast

Oren Klaff is the Managing Director of Intersection Capital and a #1 Bestselling Author for his book Pitch Anything. With over $400M in deals on his resume, Oren is well-qualified to cut through sales guru BS and give it to you straight.   His secret? Neuroeconomics. A single field of study that sorted out the different motivation and economic responses of the human mind and shows how the brain responds to pitches. Neuroeconomics combines neuroscience, economics, and psychology to study how people make decisions. It looks at the role of the brain when we evaluate decisions, categorize risks and rewards, and interact with each other.   In his book and this interview, Oren describes how to override the brain’s programming and close more deals.   Oren’s Challenge; In your next few meetings, don’t talk about weather, sports, or politics. It’s a waste of time and lowers your status.   If you are in sales, you need to get his book; Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal   Connect with Oren Twitter LinkedIn Website FREE COURSE   If you liked this interview, check out episode 71 with Bob Seawright where we discuss cognitive biases, finance writing and the red team/black team approach.

We are excited to welcome investment banker and author of “Pitch Anything: An Innovative Method for Presenting, Persuading and Winning the Deal,” Mr. Oren Klaff, to The Second Stage. During our time with Mr. Klaff we will discuss his S.T.R.O.N.G. Methodology and why establishing a high status position matters. As a leader or business owner pitching a potential investor or large client, join us to learn the most common pitching flaws and how to gain frame control. Don't be afraid to make the buyer qualify him or herself back to you. Be direct, have the confidence to ask why you should do business together, and create curiosity to make the buyer listen.

Submit a topic for The Freelancers' Show   03:52 - First-time “No” Experiences; Fear and Pressure 14:26 - Reasons to Say “No” Communication and The Power Dynamic Customer Support 24:31 - Using “No” as a Tool to Get Where You Want to Go 25:35 - Obtaining the Ability to Say “No” 30:20 - Changing Your Mind 32:14 - Techniques for Saying “No” Picks Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff (Philip) Positioning Crash Course (Philip) Silicon Valley (Reuven)

Submit a topic for The Freelancers' Show   03:52 - First-time “No” Experiences; Fear and Pressure 14:26 - Reasons to Say “No” Communication and The Power Dynamic Customer Support 24:31 - Using “No” as a Tool to Get Where You Want to Go 25:35 - Obtaining the Ability to Say “No” 30:20 - Changing Your Mind 32:14 - Techniques for Saying “No” Picks Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff (Philip) Positioning Crash Course (Philip) Silicon Valley (Reuven)

Episode 53: Winning in SalesGuest: Carmela Elco This week’s guest came to my attention from a recent list from the National Association of Plan Advisors (NAPA) identifying the top women advisors in the country for 401K or retirement savings. Carmela Elco is the Managing Director and Senior ERISA Consultant with Blue Prairie Group. Originally from a human resources background, Carmela graduated from the University of Pittsburgh and holds an M.A. in Human Resources Management from St. Francis University. Working with retirement plans and 401Ks, Carmela found that she really enjoyed it over other areas of human resources. She transitioned from working in a human resources capacity into a consultant position fairly holistically and has been providing great work for her clients ever since. Carmela is very collaborative and she has a passion for her work. That combined with her dedication to her clients and the industry has helped her stand out as one of the top female advisors of 2015. Securing the sale of a 401K can take anywhere between one to two years, making the sales process extremely important. Carmela recommends establishing an advocate and build trust with that individual. This is especially important in those competitive situations. By communicating with your advocate, you can ask certain questions including what the committee’s overall concerns are, or what materials others may find beneficial. Also, Carmela recommends understanding the culture of the organization and how they approach their decision making and working with their partners. One way to do this is by reaching out to your network and finding those connections. If you’re interested in learning more about the art of sales, be sure to read Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal by Oren Klaff. This book will walk you through every step of a pitch and provide you with strategies and tactics to engage and persuade your audience. Thanks for listening to this week’s episode of Women Rocking Wall Street! If you liked this episode, share it with others and write us a quick review on iTunes.

In this episode of Getting Goosebumps, you’ll get to hear an insightful chat with Oren Klaff, Managing Director at Intersection Capital and Bestselling Author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal. Links and References: - https://twitter.com/pitchanything - http://pitchanything.com/ - http://www.amazon.co.uk/Pitch-Anything-Innovative-Presenting-Persuading/dp/0071752854

Oren Klaff, author of Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal, explains the six rules for communicating with buyers' crocodile brains, how to take control of sales meetings, and how to attract buyers to you.

What you'll learn in this episode... * How one of the top 50 salespeople of all time controls every sale * What "Frame Control" is and how to establish it * The importance of perspective and how to control it * How to have fun even during high stakes sales * How to tell the buyer "no" * How to create a list of hungry buyers * When to make the money: at the close or at the pitch * How to "show up" to stack the odds in your favor * How to start each presentation (it's not with features) [Tweet "Only take advice from people who are in your world" says @PitchAnything w/@saleswhisperer"] Links Mentioned * Visit Oren Klaff's home on the web ( http://pitchanything.com ) * Follow Oren Klaff on Twitter ( https://twitter.com/pitchanything ) * Get Oren Klaff's book, Pitch Anything: An Innovative Method for Presenting, Persuading, and Winning the Deal ( http://amzn.to/1Wdfz4D ) Tools To Thrive * *Automate Your Sales ( https://crm.isrefer.com/go/viewdemoicc/wschaeffer/ )* : Put your sales and marketing on autopilot like I have since 2008. Watch this ( https://crm.isrefer.com/go/viewdemoicc/wschaeffer/ ) to see how you can, too. * *Make Your Marketing Magnetic ( https://gkic.isrefer.com/go/rcmm/wschaeffer/ )* : This is where it all began for me. You can attract qualified, eager buyers like clockwork when you master the concepts in this valuable program ( https://gkic.isrefer.com/go/rcmm/wschaeffer/ ). Grow your sales with this book ( http://thesaleswhisperer.com/79-stories/ ). If you liked this episode, please let me ( https://twitter.com/saleswhisperer ) know on Twitter . Thank you for checking out this session of The Sales Whisperer® podcast. If you haven't done so already, I would love if you left a quick rating and review of the podcast on iTunes ( https://itunes.apple.com/us/podcast/sales-whisperer-sales-marketing/id655310847?mt=2 ) by clicking on the link below! It would be extremely helpful for the show! If you need more help growing your sales, check out the following resources scattered around this site and a few others I operate, such as: * Apply *Magnetic Marketing* ( https://gkic.isrefer.com/go/rcmm/wschaeffer/ ) to your business and watch your business grow * Learn to put *Personality In Copy* ( https://gkic.isrefer.com/go/Personality/wschaeffer/ ) and watch your influence grow * Go where the money is: *Marketing To The Affluent* ( https://gkic.isrefer.com/go/MTA/wschaeffer/ ) * Hire The Best Keynote Speaker ( ../../../keynote-speaker/ ) * Ontraport Demo ( http://officeautopilot.com?ref=477363 ) Good Selling, Support this podcast at — https://redcircle.com/the-sales-podcast/exclusive-content Advertising Inquiries: https://redcircle.com/brands Privacy & Opt-Out: https://redcircle.com/privacy