Podcast appearances and mentions of robert vera

"Hey! Do you want to start a podcast?" Those were the fabled words of Chris Clements to Sean Noble four years ago that launched the Light Beer | Dark Money podcast in the meeting rooms of GCU's Canyon Ventures. Encouraged by Executive Director, Robert Vera, the podcast began with a few guests and sounded a lot like a bad SNL NPR skit. We've since graduated to the big-time studios of Dave Pratt's Star Worldwide Networks and WE could not be more appreciative to Mayor Pratt and our producers - Robin Cote, Bill Harfosh, and Alex Smet - for giving us the opportunity to spout off about issues of Faith Freedom and Free Enterprise. Thank you to all of our guests and our listeners for making this a top podcast. Speaking of NPR - Chris and Sean also tackle the hearings recently held on Capitol Hill regarding the inherent Liberal bias of both NPR and PBS - both of which seem to live in an alternate reality than a country that is primarily conservative. Meanwhile, the Trump administration continues to deal with the fallout of the "Signalgate" scandal... a "scandal" that really isn't one other than the fact that Jeffrey Goldberg could have removed himself from a spirited back and forth that led to a successful military operation... that continues today. In terms of alternate realities, many 80/20 issues - men in women's sports, deportation of gang members, bombing of Tesla dealerships -have engulfed the Left and are becoming more like religion than sound policy prescriptions. Chris and Sean conclude that the absence of belief in creation and even creation order has led the hard Left to create new Gods to follow. Lastly, will DOGE continue the chains saw approach to government with Elon Derangement Syndrome taking center stage on all media platforms. Should Elon wear a Freddy, Jason, Michael, or Leatherface mask as her takes the chain saw to huge swaths of waste fraud and abuse? Thanks for 4 amazing years! Here's to many more! Follow Light Beer Dark Money on Facebook: https://www.facebook.com/LightBeerDarkMoney/ Follow Light Beer Dark Money on Instagram: https://www.instagram.com/lightbeerdarkmoney/ Follow Light Beer Dark Money on Twitter: https://twitter.com/LBDMshow Follow Light Beer Dark Money on Linkedin: https://www.linkedin.com/company/light-beer-dark-money/ Link to the Light Beer Dark Money Blog: https://lightbeerdarkmoney.com/hypocrisy-and-the-aoc-oh-sandy/

Grand Canyon University's entrepreneurial incubator, Canyon Ventures (https://gcuworks.com/) is changing the way companies form and grow and compete in the free enterprise system. Creating a ecosystem of academic and intellectual support, Founding Executive Director, Robert Vera has seen CV companies like Noggin Boss ( https://nogginboss.com/) literally take over the world of sports brand merchandising. In a dramatically informative podcast, Chris welcomes Robert along with founder of Hoolest Performance Technologies (https://hoolest.com/),Dr. Nick Hool; and, George Henry of Summit Ag Commodities (https://www.summitag.com) to discuss how each company has thrived under the Canyon Ventures model and grown to become game changers in the marketplace. A podcast that celebrates all three of our founding principles #Faith, #Freedom & #FreeEnterprise. A must listen. Follow Light Beer Dark Money on Facebook: https://www.facebook.com/LightBeerDarkMoney/ Follow Light Beer Dark Money on Instagram: https://www.instagram.com/lightbeerdarkmoney/ Follow Light Beer Dark Money on Twitter: https://twitter.com/LBDMshow Follow Light Beer Dark Money on Linkedin: https://www.linkedin.com/company/light-beer-dark-money/ Link to the Light Beer Dark Money Blog: https://lightbeerdarkmoney.com/hypocrisy-and-the-aoc-oh-sandy/

Robert Vera has a background filled with accomplishments. Bestselling author. Triathlete. Entrepreneur. Photographer. Investment banker. Staff assistant to Senator Edward Kennedy. He believes the right relationships deliver hope, and are conduits to new ideas, resources, and beliefs. His mission is to infect everyone he meets with an “epidemic of hope.” As founding director of Grand Canyon University's Canyon Ventures Center for Innovation and Entrepreneurship, he believes entrepreneurs change the world, and that the Christian worldview of servant leadership combined with free markets is a powerful transformational force. Robert is a mentor and a tireless champion of Arizona's entrepreneurs, and works to empower each with new ideas, access to talent, capital, and the right relationships. Click here learn more about GCU's Canyon Ventures Center for Innovation and Entrepreneurship:  https://gcuworks.com/ Original air date: January 12, 2023See omnystudio.com/listener for privacy information.

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.

In this special “Honeymoon” edition episode of the Market Dominance Guys, Corey grabs some time with Robert Vera, the founding Director of the Canyon Ventures Center for Innovation & Entrepreneurship at Grand Canyon University. Robert is an incredibly well-respected innovation and start-up business expert as well as a member of the faculty of the top-rated Jerry Colangelo School of Business at Grand Canyon University. Robert breaks down his involvement in training and working with the Navy Seals over the years and how sales organizations should look to adopt some of the more “unorthodox” training processes similar to what special forces and their medics implement. Robert also chats about his first-hand experiences with the unique revenue generation practice and talent development mission of the Branch49 team and how businesses should view Top of Funnel and Discovery. This is the Market Dominance Guys' nearly indispensable podcast and today's episode is entailed “Save the goat!” About Our Guest Robert Vera is a bestselling author and the founding director of Canyon Ventures Center for Innovation and Entrepreneurship at Grand Canyon University in Phoenix, Arizona.

Happy Veterans Day! On today's special episode, we wanted to thank all the veterans out there by bringing on the amazing Robert Vera. We discuss his book, "A Warriors Faith" and his time with the incredible man, Ryan Job. Listen to full episodes of Light Beer Dark Money on Spotify, Apple Music, or Youtube. Access them directly on the apps or access through our website: lightbeerdarkmoney.com Follow Light Beer Dark Money on Facebook: https://www.facebook.com/LightBeerDarkMoney/ Follow Light Beer Dark Money on Instagram: https://www.instagram.com/lightbeerdarkmoney/ Follow Light Beer Dark Money on Twitter: https://twitter.com/lbdmpodcast?lang=en Follow Light Beer Dark Money on Linkedin: https://www.linkedin.com/company/light-beer-dark-money/ Link to the Light Beer Dark Money Blog: https://lightbeerdarkmoney.com/hypocrisy-and-the-aoc-oh-sandy/

Driving revenue is what keeps a startup company in the hands of its founders, instead of in the grasp of a venture capital firm. That's what Canyon Ventures Center for Innovation and Entrepreneurship is all about: teaching founders how to sell their own product or service to get that revenue rolling in. Robert Vera, founding director of this Grand Canyon University center, is proud of the success of the founders he has been mentoring. During this second part of their two-part conversation, our Market Dominance Guys, Chris Beall, and Corey Frank talk with Robert about the importance of his program. “It's only by selling that we learn how our business is really working,” explains Chris. Those selling conversations with prospects give startup founders the information necessary to fine-tune their products and services so they can dominate their market. Here on Market Dominance Guys, we try to do much the same thing: For 100 episodes now, Chris, Corey, and their guests have helped our listeners finetune their businesses so they can dominate their markets. At the end of today's episode, Chris and Corey applaud a couple of stand-out guests who have generously shared their insights on this podcast. Like Robert Vera's program, Market Dominance Guys is also — just as the title of this episode states — “A Finishing School for Future CEOs.” Episodes mentioned by Chris and Corey as two of their favorites: EP7: Don‘t Make the Spiders Angry EP75: The Secret of Her Success EP76: I Heart No Shows! About Our Guest Robert Vera is a bestselling author and the founding director of Canyon Ventures Center for Innovation and Entrepreneurship at Grand Canyon University in Phoenix, Arizona.

n A Warrior's Faith, Ryan Job's close friend, Robert Vera, recounts how the highly decorated Navy SEAL's unstoppable sense of humour, positive attitude, and fierce determination helped him survive after being shot in the face by an enemy sniper on a roof in Ramadi, Iraq. P15/15b A Warrior's Faith in Life (selfdiscoverymedia.com)

Robert Vera, Best Selling Author & Director of GCU's Canyon Ventures Center for Innovation and Entrepreneurship speaks with Chris and Sean about the importance of gaining professional experience in higher education, Canyon Ventures, and coronavirus. Listen to hear these topics and more. Listen to full episodes of Light Beer Dark Money on Spotify, Apple Music, or Youtube. Access them directly on the apps or access through our website: lightbeerdarkmoney.com Follow Light Beer Dark Money on Facebook: https://www.facebook.com/LightBeerDarkMoney/ Follow Light Beer Dark Money on Instagram: https://www.instagram.com/lightbeerdarkmoney/ Follow Light Beer Dark Money on Twitter: https://twitter.com/lbdmpodcast?lang=en Follow Light Beer Dark Money on Linkedin: https://www.linkedin.com/company/light-beer-dark-money/ Link to the Light Beer Dark Money Blog: https://lightbeerdarkmoney.com/hypocrisy-and-the-aoc-oh-sandy/

THE COMPANION STORY TO “AMERICAN SNIPER” ABOUT NAVY SEAL RYAN “BIGGLES” JOB An exhilarating story of a young Navy SEAL whose relentless faith transformed his life and inspired everyone who knew his courageous story. Faith, duty, the belief you will come home and gratitude for life are the lessons here in Ryan Job's story. In A Warrior's Faith, Ryan Job's close friend, Robert Vera, recounts how the highly decorated Navy SEAL's unstoppable sense of humour, positive attitude, and fierce determination helped him survive after being shot in the face by an enemy sniper on a roof in Ramadi, Iraq. https://selfdiscoverymedia.com/2015/03/31/p1515b-a-warriors-faith-in-life/

Robert Vera is the author of "A Warrior's Faith" and Director of Grand Canyon University's School of Innovation.  Fascinating insight into the faith of a Navy Seal.  We also talk about why Christians need to be innovating more than ever. See omnystudio.com/listener for privacy information.

In this episode of Success Theory, I sat down with Robert Vera, NYT Best Selling Author, former investment banker, and director of the Innovation Center at America's largest Christian University. Robert and I discussed topics ranging from mergers and deal making, the various levels of startup funding, to discussions about some of the brilliant companies at GCU's Innovation Center. I look forward to you listening to this episode and remember if you get any value out of it at all, please leave a review and subscribe to stay connected with all the best entrepreneurial insights and interviews with world changers! Connect with Robert: www.instagram.com/awarriorsfaith www.canyonangels.org Robert's Book: https://www.amazon.com/Warriors-Faith-Life-Changing-Firefight-Transformed/dp/1400206782/ref=sr_1_1?keywords=a+warriors+faith&qid=1574362777&sr=8-1 Connect with Me www.instagram.com/andrewrflowers https://www.linkedin.com/in/andrewflowers12/ https://www.facebook.com/andrew12flowers www.greatrmedia.com

Today on @ChosenGenerationRadio Richard Manning President Americans for Limited Government discusses Memorial Day and remembering our fallen heroes. Today is not veterans day but Memorial Day. Pastor Greg reading the Presidents proclamation for the 27th of May 2019 and the speech from 2017 at Arlington National Cemetery. Julio Rivera joins Pastor Greg to continue our honoring of those who laid down our lives for the freedom we have as Americans living in a Constitutional Republic. Robert Vera author of A Warrior's Faith the story of Ryan Job who lost his eye sight defending our nation and who lost many friends who gave the ultimate sacrifice.

Episode 90 Robert Vera the Best Selling Author of ‘A Warrior’s Faith’ is my guest for today’s Episode. Robert is also a talented Keynote Speaker and Transformation Expert. We have an open and awesome conversation about fatherhood and Robert talks about how he came to know Navy SEAL Ryan Job so well that he wrote a book about him which became a best seller. Please enjoy today’s podcast. You can grab a copy of A Warriors Faith here - https://www.amazon.com/Warriors-Faith-Life-Changing-Firefight-Transformed/dp/1400206782 --- This episode is sponsored by · Anchor: The easiest way to make a podcast. https://anchor.fm/app Support this podcast: https://anchor.fm/alec-lace/support

In Episode 14 of "The Greg Amundson Show" Greg takes the listener to the 2017 Triggrcon Conference in Tacoma, WA., for a lecture on life purpose, faith in God, and "Feeding the Dog of Courage." Seated in the lecture hall during the lecture are some of Greg's most beloved friends, heroes, mentors, and as Greg describes, "legends", including Jay Dobyns (author of No Angel and Catching Hell), Robert Vera (author of A Warriors Faith) Jason Redman (author of The Trident), Karen Vaughn (author of World Changer), Kevin Briggs (author of Guardian of the Golden Gate) and Joshua Mantz (author of Beauty of a Darker Soul). This is an episode that will motivate and inspire you to invite God into the pursuit of your life purpose. ​

Robert Vera is an author who devotes a great deal of his time helping wounded soldiers. He was a friend of the late Ryan Job, a former Navy SEAL teammate of the late Chris Kyle.Robert is the new, UNPAID executive director of the SPARTA PROJECT, a program that aims to help soldiers and first responders cope with post traumatic stress disorder (PTSD).SPARTA brings relief to veterans and first responders who are struggling with spiritual and moral wounds trauma, Robert said. That includes guilt and shame from war. He said he believes the spiritual and moral wounds are the most dangerous aspects of PTSD.SPARTA uses clinical practitioners, headed by chaplains and other clinical experts. They explain to participants the effects of trauma on the brain: changes to the frontal lobe and other areas, which are predictable and which cause symptoms that are predictable. Then, they get into unpacking the spiritual and moral wounds associated with war, shame and guilt. Then they ask participants to use unpacking and leverage that experience to become greater than their past. “If you can think and act greater than your past, then you cannot become a victim of it.”They can elevate themselves above the trauma. They can be better off than before their war experience, he said.SPARTA has locations in Minnesota, California and Arizona. The group is about to make its second trip to Australia to treat special forces commandoes.Robert is also concerned with the high suicide rate among veterans: on average, 22 per day. He said no pill can cure hopelessness, which is the root cause of suicide.“Hopelessness is cured … by the right relationships in your life, coupled with the right information and the right perspective.”SPARTA’s counselors who work in a secured location provide the right relationships. All the people there are motivated to give veterans and first responders the right resources.Concerning Robert’s friend Ryan: He said he was grateful for becoming blind from his injuries in Iraq and for all the people he met afterwards. He knew his true friends were there for him vs. who was interested in him because he was a Navy SEAL. He knew he could handle being wounded and perhaps others on his SEAL team could not. He had no regrets.My podcast has more information about Ryan. You can also read a previous story about Ryan.Robert’s new book will tell the story of retired Navy SEAL Richard Peters, who is also a Christian. Peters has worked in dangerous parts of the world as a security contractor, and he was kidnapped in 2011 in Tripoli during the final season of Muammar Gaddafi’s reign. He was a fellow prisoner for a while of the late journalist James Foley. The men became friends and Peters led Foley to having faith in Christ while in prison.The book will include such details as Peters’ miraculous escape from the Libyan prison where the men were held. The Holy Spirit told Peters to kick the metal door of his cell down in the prison, just prior to his scheduled hanging as an alleged spy. Despite his initial skepticism, Peters kicked the door down over the course of several hours.Robert provides more details about Peters in my podcast. Be looking for this book possibly in 2017.

Robert Vera is an author who devotes a great deal of his time helping wounded soldiers. He was a friend of the late Ryan Job, a former Navy SEAL teammate of the late Chris Kyle. Robert is the new, UNPAID executive director of the SPARTA PROJECT, a program that aims to help soldiers and first responders cope with post traumatic stress disorder (PTSD). SPARTA brings relief to veterans and first responders who are struggling with spiritual and moral wounds trauma, Robert said. That includes guilt and shame from war. He said he believes the spiritual and moral wounds are the most dangerous aspects of PTSD. SPARTA uses clinical practitioners, headed by chaplains and other clinical experts. They explain to participants the effects of trauma on the brain: changes to the frontal lobe and other areas, which are predictable and which cause symptoms that are predictable. Then, they get into unpacking the spiritual and moral wounds associated with war, shame and guilt. Then they ask participants to use unpacking and leverage that experience to become greater than their past. “If you can think and act greater than your past, then you cannot become a victim of it.” They can elevate themselves above the trauma. They can be better off than before their war experience, he said. SPARTA has locations in Minnesota, California and Arizona. The group is about to make its second trip to Australia to treat special forces commandoes. Robert is also concerned with the high suicide rate among veterans: on average, 22 per day. He said no pill can cure hopelessness, which is the root cause of suicide. “Hopelessness is cured … by the right relationships in your life, coupled with the right information and the right perspective.” SPARTA’s counselors who work in a secured location provide the right relationships. All the people there are motivated to give veterans and first responders the right resources. Concerning Robert’s friend Ryan: He said he was grateful for becoming blind from his injuries in Iraq and for all the people he met afterwards. He knew his true friends were there for him vs. who was interested in him because he was a Navy SEAL. He knew he could handle being wounded and perhaps others on his SEAL team could not. He had no regrets. My podcast has more information about Ryan. You can also read a previous story about Ryan. Robert’s new book will tell the story of retired Navy SEAL Richard Peters, who is also a Christian. Peters has worked in dangerous parts of the world as a security contractor, and he was kidnapped in 2011 in Tripoli during the final season of Muammar Gaddafi’s reign. He was a fellow prisoner for a while of the late journalist James Foley. The men became friends and Peters led Foley to having faith in Christ while in prison. The book will include such details as Peters’ miraculous escape from the Libyan prison where the men were held. The Holy Spirit told Peters to kick the metal door of his cell down in the prison, just prior to his scheduled hanging as an alleged spy. Despite his initial skepticism, Peters kicked the door down over the course of several hours. Robert provides more details about Peters in my podcast. Be looking for this book possibly in 2017.

March 25th, 2015: In today’s show I have the absolute privilege to interview Robert Vera, author of A Warrior’s Faith.  An incredible story of a friend, warrior, hero, inspiration to many and a man that changed every life that he came in contact with.  What an AMAZING story of courage and determination! Robert Vera provided an incredible […] The post Podcast #92: Interview with Robert Vera author of A Warrior’s Faith appeared first on Trayer Wilderness.

A Warrior's Faith: Navy SEAL Ryan Job, a Life-Changing Firefight, and the Belief That Transformed His Life. The biggest film in America has a companion story you must know. “American Sniper” follows the life of Navy SEAL Chris Kyle, the most deadly sniper in American history and his Navy SEAL Team 3 brothers. The movie made history of it’s own by becoming the largest grossing film debut in the month of January ever, raking in over $107 million dollars in it’s opening weekend.  The movie version of “American Sniper” was adapted from Kyle’s New York Times #1 best selling book, which was dedicated to Kyle’s NAVY Seal teammate and close friend Ryan “Biggles” Job (pronounced Jobe), a central character in both the book and film. Hollywood actor Jake McDorman portrayed Ryan Job in the film version, while “American Sniper” co-producer Bradley Cooper plays Kyle. The real life Ryan Job lived, and tragically died, in Scottsdale Arizona.  Chris Kyle and Ryan Job were SEAL teammate on SEAL Team 3. The two were on a rooftop in Ramadi, Iraq when Job was shot in the face and gravely wounded by an enemy sniper. Job miraculously survived but was rendered permanently blind in the incident, captured in one of the movie’s most harrowing sequences.  Shortly after returning stateside for facial reconstructive surgery and rehabilitation, Ryan Job settled with his wife in Scottsdale, where he attended Scottsdale Bible Church, became involved in wounded veteran’s causes and befriended Robert Vera.  Vera, a former U.S. Senate aide on military affairs, trained with Ryan in the hills around Phoenix for Job’s blind hike to the summit of Mt. Rainier.  At 14, 411 feet Mt. Rainier is one the most challenging and deadliest peaks in America. An avid hunter, the totally blind former SEAL also managed to successfully hunt a massive 980 pound bull elk. Vera and Job were close friends, and trained together to race Ironman triathlons. Ryan earned his college degree with honors and served as a spokesman for disabled veterans organization.  Tragically, after surviving the deadly attack in Iraq and with his wife pregnant with their first child, Ryan Job died of a medical overdose at Maricopa County Medical Center, two days after a round of facial reconstructive surgeries. Ryan Job’s real life story is more complex, more inspiring and in some ways even more tragic than Chris Kyle’s, says Vera, who pays tribute to his fallen friend in a new book; “A Warrior’s Faith: Navy SEAL Ryan Job, a Life-Changing Firefight, and the Belief That Transformed His Life”. The book will be released March 3rd by HarperCollins. “I hope that readers will come away as inspired by Ryan’s courage, determination and faith, as I was,” Vera said.  Vera, who was also friendly with Chris Kyle, says that the runaway success of the film “American Sniper” and seeing his friends portrayed on the silver screen has taken him by surprise. “The movie was a little eerie for me, it was like seeing a ghost because Jake McDorman actually looked and sounded a lot like Ryan”.  Vera gave the eulogy at Ryan’s funeral in Scottsdale that was attended by several hundred Navy SEALs from around the globe. He was also in attendance at Kyle’s funeral service in Texas in 2013.   “A Warrior’s Faith” chronicles’ Job’s amazing life from the time he was wounded and made blind to his summit climb of Mt. Rainier and his elk hunting adventure, all while blind, his unstoppable spirit and unshakeable faith, until his tragic death in 2009. Robert Vera enjoyed a twenty-year career in the banking industry. In 2006 he took a leap of faith to follow his dream to become an entrepreneur. Robert serves on a number of non-profit boards and as a mentor to returning veterans. He earned a Bachelor’s Degree in Political Science from Boston College.

In A Warrior’s Faith, Ryan Job’s close friend, Robert Vera, recounts how the highly decorated Navy SEAL’s unstoppable sense of humor, positive attitude, and fierce determination helped him survive after being shot in the face by an enemy sniper on a roof in Ramadi, Iraq. Though blinded, the irrepressible Job recovered from his wounds and began facing a new set of obstacles with his characteristic humor and resolve. He married the girl of his dreams, hunted elk, climbed Mt. Rainier, graduated college with honors, influenced countless people around him, and was looking forward to being a father—before his life was tragically cut short by a hospital medical error. Vera’s raw, often funny, and heartfelt account of his friend’s life offers readers a way to find hope in the middle of life’s raging storms.   Robert Vera In the spring of 2008, a series of coincidences and faithful events put Robert in contact with Ryan Job, a blind, medically retired Navy SEAL from Washington State. The two became friends and trained together to climb Mt. Rainier and to compete in other endurance events. While Robert was attempting to "transform" the lives of others Ryan Job entered Robert's life. Ryan's unyielding faith, fearless courage, and tragic death changed Robert's life forever. A Warrior's Faith tells the remarkable story of the author's relationship with Ryan Job, and how Ryan's life inspired thousands of people across the globe.