Latest / Ready Set Collaborate with Wanda Pearson / Better Questions, Better Clients with Bruce Hill

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Better Questions, Better Clients with Bruce Hill · Ready Set Collaborate with Wanda Pearson

• 0:05
  SPEAKER_00: Welcome to Ready Set Collaborate with Wanda Pearson.
• 0:09
  SPEAKER_00: This is where ideas spark, connections grow, and collaborations fuse success.
• 0:14
  SPEAKER_00: Tune in for inspiring stories, expert insights, and game-changing conversations.
• 0:18
  SPEAKER_00: Let's build, connect, and thrive together.
• 0:20
  SPEAKER_00: Remember, collaboration is the key to success.
• 0:26
  SPEAKER_02: This episode is brought to you by Triple M Money Management Matters, helping you take control of your finances with confidence, clarity, improvement strategies to build wealth and secure your future.
• 0:41
  SPEAKER_02: Triple M Money Management will definitely help you with your finances.
• 0:46
  SPEAKER_02: Welcome, welcome to the Ready Set Collaborate Podcast with Wanda Pearson with Collaboration Sparks Transformation.
• 0:52
  SPEAKER_02: Ready to attract your dreams clients without the stress, we're going to have actually Bruce Hill with us here.
• 1:00
  SPEAKER_02: So with Collaboration Sparks Transformation, and I am excited to introduce Bruce Hill, an accomplished sales professional, three-time author, and experienced trainer who helps individuals and organizations improve performance, productivity, and profitability.
• 1:15
  SPEAKER_02: So I'm going to just have this, but I'm going to talk about Bill Bruce's bio.
• 1:19
  SPEAKER_02: So Bruce, tell everybody hello.
• 1:22
  SPEAKER_01: Hello.
• 1:23
  SPEAKER_01: Thank you so much for the invite.
• 1:25
  SPEAKER_01: I love the title already set, Collaborate.
• 1:27
  SPEAKER_01: That's been a big part of my success.
• 1:30
  SPEAKER_01: It's just all the people that helped along the way.
• 1:32
  SPEAKER_01: So including yourself.
• 1:33
  SPEAKER_01: So I'm I'm thankful.
• 1:35
  SPEAKER_02: Yeah, no, thank you.
• 1:36
  SPEAKER_02: Yeah, when I created this title, I was just telling Bruce, it'll be two years, two years' anniversary when I created this podcast.
• 1:42
  SPEAKER_02: I always thought collaboration, and that's my key, that's my tagline.
• 1:46
  SPEAKER_02: Collaboration is the key to success because it is.
• 1:49
  SPEAKER_02: Oh, wonderful.
• 1:50
  SPEAKER_01: I didn't even know that.
• 1:51
  SPEAKER_02: That's how I created this.
• 1:52
  SPEAKER_02: I said, okay, what can I name it?
• 1:53
  SPEAKER_02: Ready, said and my marketing.
• 1:55
  SPEAKER_02: She said, Why don't you always like to?
• 1:56
  SPEAKER_02: That's it.
• 1:57
  SPEAKER_02: Ready said collaborate.
• 1:58
  SPEAKER_02: That's what we're gonna have our podcast.
• 1:59
  SPEAKER_02: So that's how I created that.
• 2:02
  SPEAKER_02: That's how I created that.
• 2:04
  SPEAKER_02: Let's get ready to be inspired in challenges.
• 2:05
  SPEAKER_02: We dive into the art of asking better questions, building stronger teams, and driving results.
• 2:10
  SPEAKER_02: So, Bruce, welcome to the podcast.
• 2:12
  SPEAKER_02: I am going to talk about your bio and then we're gonna get into some questions here.
• 2:16
  SPEAKER_02: Sounds good?
• 2:17
  SPEAKER_02: Sounds great.
• 2:18
  SPEAKER_02: Okay, so Bruce empowers individuals and organizations to improve performance, productivity, and profitability in the areas of leadership, team building, customer service, communication, and sales.
• 2:30
  SPEAKER_02: As a two-time president's club winner, whoa, go ahead, Bruce.
• 2:34
  SPEAKER_02: Bruce is an accomplished sales professional, three-time author, and experienced trainer.
• 2:39
  SPEAKER_02: His impact as a leader included serving as the president for the oldest Toastmasters club in Nashville and GTM strategy for tech startups.
• 2:48
  SPEAKER_02: He became obsessed with personal and professional development when he discovered one new skill would change your life.
• 2:55
  SPEAKER_02: I love that.
• 2:56
  SPEAKER_02: Today he is working on his fourth book, Better Questions, Better Clients, with the goal to drive revenue through personal and professional development.
• 3:05
  SPEAKER_02: Thank you, Bruce.
• 3:06
  SPEAKER_02: I love this bio because I tell I remember working at IBM, we had to go to Toastmasters.
• 3:11
  SPEAKER_02: Yeah.
• 3:11
  SPEAKER_02: Let's learn that.
• 3:13
  SPEAKER_02: And that's really getting you out of your uh comfort zone and being able to speak.
• 3:17
  SPEAKER_02: Absolutely.
• 3:18
  SPEAKER_02: But I am so proud of you, and I'm so happy that you're here with me to be able to explain what your uh your framework is.
• 3:23
  SPEAKER_02: So let's dive into some questions.
• 3:26
  SPEAKER_02: So, what is your 4P framework?
• 3:28
  SPEAKER_01: So I'm actually really excited, but ha, we're working on it.
• 3:32
  SPEAKER_01: Yeah, I've got it done here.
• 3:34
  SPEAKER_01: Super excited.
• 3:36
  SPEAKER_01: So the better questions framework is more than just a sales framework.
• 3:41
  SPEAKER_01: That's the most obvious application, but it can be for business strategy, it can be for better hiring decisions, it can make you a more effective leader or coach.
• 3:51
  SPEAKER_01: So if you're born into your team or if you're directly a coach, right?
• 3:55
  SPEAKER_01: Life coach, business coach, etc., there's four questions that I run my whole business on.
• 4:02
  SPEAKER_01: And it's based around the people, the promise, the process, and the pricing.
• 4:07
  SPEAKER_01: So I asked first, who can I serve with excellence?
• 4:11
  SPEAKER_01: And that was a light bulb moment for a lot of people.
• 4:14
  SPEAKER_01: The first time I taught this workshop live, they're like, wait a minute.
• 4:17
  SPEAKER_01: And we got stuck there, and we're doing the next session next month.
• 4:21
  SPEAKER_01: You can visit, let's see, here.
• 4:24
  SPEAKER_01: At the end, we'll give you how can you can tap in and get into the next workshop, just depending where you are and when you are.
• 4:30
  SPEAKER_01: So, who can we serve with excellence?
• 4:33
  SPEAKER_01: How is their life for business going to be different?
• 4:35
  SPEAKER_01: Because they came in contact with you.
• 4:37
  SPEAKER_01: And then how are we going to deliver results consistently?
• 4:43
  SPEAKER_01: And last but certainly not least, once the price that makes sense for the business, it makes sense to the client.
• 4:48
  SPEAKER_01: So we don't want to give away the result.
• 4:51
  SPEAKER_01: We also want to make sure it's simple, make the decision to work with us easy.
• 4:56
  SPEAKER_01: So I just asked those four questions over and over again.
• 4:59
  SPEAKER_01: And what happens is we gain a level of clarity, we get a level of confidence, it improves the communication between the team, between the customers.
• 5:07
  SPEAKER_01: Boom.
• 5:07
  SPEAKER_01: That's a quick masterclass on the better questions framework and the four P framework.
• 5:12
  SPEAKER_02: I love it, and especially with the four P's.
• 5:14
  SPEAKER_02: But let's take it, let's go back here.
• 5:15
  SPEAKER_02: Because I want to know how you discovered that one little skill can change your life.
• 5:19
  SPEAKER_02: What was that moment like for you?
• 5:22
  SPEAKER_01: It starts where all good stories start.
• 5:24
  SPEAKER_01: They say, hey, everybody, y'all don't have a job.
• 5:27
  SPEAKER_01: So they sold our division of the company.
• 5:30
  SPEAKER_01: So even though we were the top performing branch in the region and one of the most profitable branches in the state, if you didn't have a job, you won't have a job.
• 5:38
  SPEAKER_01: And right, bills still got to be paid.
• 5:40
  SPEAKER_01: So I asked a really powerful question.
• 5:42
  SPEAKER_01: Say, man, where can I work that if I do more, I get paid more?
• 5:47
  SPEAKER_01: And if I work harder, I get paid better.
• 5:51
  SPEAKER_01: And it ended up in sales.
• 5:53
  SPEAKER_01: I ended up in sales.
• 5:54
  SPEAKER_01: So even though working with me won't turn you into the killer closer or the master manipulator or the sales superstar, what I found is asking better questions gets better results.
• 6:07
  SPEAKER_01: Asking better questions gets better answers.
• 6:09
  SPEAKER_01: And that's obvious out loud, but that was a pivotal moment because when I started as sales, it was 100% commission.
• 6:17
  SPEAKER_01: So you sold some stuff, you got paid.
• 6:19
  SPEAKER_01: You didn't sell anything.
• 6:20
  SPEAKER_01: Guess what?
• 6:20
  SPEAKER_01: You didn't get paid.
• 6:22
  SPEAKER_01: And that's where I realized that I didn't have any merit for showing up just to be there.
• 6:31
  SPEAKER_01: You got paid for results.
• 6:33
  SPEAKER_01: And so the better I got at serving, the better I got at adding value, the better I got at communicating, the better I got at helping, the more I sold.
• 6:41
  SPEAKER_01: And so that skill absolutely changed my life.
• 6:44
  SPEAKER_01: I ended up making more money and less time.
• 6:46
  SPEAKER_01: That was really empowering.
• 6:48
  SPEAKER_01: You could travel.
• 6:48
  SPEAKER_01: People call man, Bruce, I got a flat tire, need some help.
• 6:52
  SPEAKER_01: Hey, I got you.
• 6:53
  SPEAKER_01: And that's when I say one new skill will change your life.
• 6:56
  SPEAKER_01: It's not a cliche or fridge magnet, it's absolutely transformative.
• 7:01
  SPEAKER_01: And one of those skills for me was better questions.
• 7:06
  SPEAKER_02: I love it.
• 7:07
  SPEAKER_02: And I love that's the title of your books, too.
• 7:09
  SPEAKER_02: So better questions.
• 7:10
  SPEAKER_02: What is it?
• 7:10
  SPEAKER_02: Better questions, better answers?
• 7:12
  SPEAKER_02: Clients.
• 7:13
  SPEAKER_02: Clients, clients.
• 7:14
  SPEAKER_02: Okay, yeah.
• 7:15
  SPEAKER_02: No, I love that.
• 7:16
  SPEAKER_02: So, how did your sales journey shape your passion for personal and professional development?
• 7:22
  SPEAKER_01: Oh, that's a good question.
• 7:23
  SPEAKER_01: What do you have to realize is that sales isn't about convincing people?
• 7:27
  SPEAKER_01: I've found that introverts are actually better salespeople because they are naturally more attuned to listening.
• 7:36
  SPEAKER_01: And I also realized that you could talk to more people and you'd accidentally hear yes.
• 7:45
  SPEAKER_01: But if you got better at talking to the same number of people, you'll hear yes more often.
• 7:51
  SPEAKER_01: How do you get better at hearing yes more often?
• 7:53
  SPEAKER_01: And it comes from your personal and professional development, comes from your leadership skills, comes from discipline, comes from communication, and it comes from confidence.
• 8:02
  SPEAKER_01: Yes, confidence is a skill.
• 8:05
  SPEAKER_01: And I wrote a training on confidence for Microsoft, Georgia, and one of the things that I shared as I presented the proposals, I listen, this isn't unique to your position or title.
• 8:21
  SPEAKER_01: It starts inside, and that's why it's one new skill will change your life.
• 8:25
  SPEAKER_01: And I know that if I can change your life, I'm going to change the business.
• 8:28
  SPEAKER_01: If I can grow who you are, I can grow the business.
• 8:30
  SPEAKER_01: So personal and professional development has been integral to my success.
• 8:36
  SPEAKER_02: That's awesome.
• 8:37
  SPEAKER_02: That's awesome.
• 8:38
  SPEAKER_02: And that makes sense there.
• 8:39
  SPEAKER_02: So what inspired you to step into authorship and training?
• 8:43
  SPEAKER_01: My buddy wanted to write a book.
• 8:45
  SPEAKER_01: And I was like, Man, that's a good idea.
• 8:46
  SPEAKER_01: And a year goes by.
• 8:48
  SPEAKER_01: And he said, Man, I should write a book.
• 8:50
  SPEAKER_01: I'm like, man, do it.
• 8:51
  SPEAKER_01: The world needs to hear your story.
• 8:53
  SPEAKER_01: A year goes by.
• 8:54
  SPEAKER_01: Man, I think I'm gonna write a book.
• 8:55
  SPEAKER_01: I was like, man, I'd love for you to write a book.
• 8:58
  SPEAKER_01: It's easy.
• 8:59
  SPEAKER_01: He says, Man, how do you know?
• 9:00
  SPEAKER_01: You've never written a book.
• 9:02
  SPEAKER_01: And I was like, all right, fine.
• 9:03
  SPEAKER_01: So I went and wrote a book.
• 9:06
  SPEAKER_01: And I said, man, this actually is really easy.
• 9:09
  SPEAKER_01: Shout out to Ria Vision Avance, shout out to Book Prophets Club.
• 9:12
  SPEAKER_01: And so then I said, Well, I'm gonna write another one.
• 9:15
  SPEAKER_01: And so the next year I wrote a second.
• 9:17
  SPEAKER_01: And then I think third was a collaboration book.
• 9:20
  SPEAKER_01: And this is the fourth one.
• 9:23
  SPEAKER_01: Better questions, better clients.
• 9:24
  SPEAKER_01: And guess what?
• 9:25
  SPEAKER_01: My buddy still has not written a single page.
• 9:29
  SPEAKER_02: Wow.
• 9:30
  SPEAKER_02: It's funny because I said I would never write a book.
• 9:33
  SPEAKER_02: I would never write a book.
• 9:34
  SPEAKER_02: But one of my clients said, Wanda, God told me to call you.
• 9:37
  SPEAKER_02: And I always said, see Nicole, I always talk about her.
• 9:39
  SPEAKER_02: And I said, Okay, God told me to call you.
• 9:42
  SPEAKER_02: I said, Okay, what'd he say?
• 9:44
  SPEAKER_02: He wants you to be part of this collaboration book.
• 9:46
  SPEAKER_02: And that's how I actually became start writing Audacity to Shine, was one of the collaboration partners.
• 9:51
  SPEAKER_02: Oh, yeah.
• 9:52
  SPEAKER_02: So I love the title because that's what really got me Audacity to Shine.
• 9:57
  SPEAKER_02: We all have the Audacity to shine.
• 9:58
  SPEAKER_02: So I liked it.
• 9:58
  SPEAKER_02: So that got me going.
• 10:00
  SPEAKER_02: And you know what?
• 10:01
  SPEAKER_02: I was like, I don't know how to.
• 10:02
  SPEAKER_02: I just told my girlfriend, I'm not gonna write a book.
• 10:04
  SPEAKER_02: No, I'm not gonna do this.
• 10:05
  SPEAKER_02: So God has a plan for you.
• 10:07
  SPEAKER_02: You never know what his plans are.
• 10:09
  SPEAKER_02: He has a sense of humor too, but look how he got me doing that.
• 10:11
  SPEAKER_02: Podcast, right?
• 10:12
  SPEAKER_02: Along with my third book that I'm coming up with.
• 10:14
  SPEAKER_02: I'm sorry.
• 10:15
  SPEAKER_02: See?
• 10:15
  SPEAKER_02: Yeah, no, this is my fourth book that I'm coming out.
• 10:17
  SPEAKER_02: Two collaborations, two books.
• 10:18
  SPEAKER_02: So yeah.
• 10:18
  SPEAKER_01: So yeah, it is in it.
• 10:20
  SPEAKER_01: Once you start, you just can't stop.
• 10:22
  SPEAKER_02: You can't stop.
• 10:23
  SPEAKER_02: You can't stop.
• 10:24
  SPEAKER_02: And actually, I have to say, Taria, she told me that I need to write this next book, Forgiveness, Walking Through Freedom and God's Grace.
• 10:30
  SPEAKER_02: And she said, Money, you need to write another book.
• 10:32
  SPEAKER_02: You need to do coaching.
• 10:33
  SPEAKER_02: And I said, God has been telling me that.
• 10:35
  SPEAKER_02: And she was like the confirmation that I needed to listen.
• 10:38
  SPEAKER_01: Don't be like Jonah.
• 10:40
  SPEAKER_02: I know, right?
• 10:41
  SPEAKER_02: I'm just obeying.
• 10:43
  SPEAKER_02: I'm just obeying.
• 10:44
  SPEAKER_01: Let's just go ahead and do it right the first time.
• 10:46
  SPEAKER_02: I know.
• 10:46
  SPEAKER_02: And speaking of that, so you work with leaders and teams across different industries.
• 10:50
  SPEAKER_02: What are the top two, three trait and high-performing teams?
• 10:55
  SPEAKER_01: And this isn't he said, is asking better questions.
• 10:59
  SPEAKER_01: Think about let's look at a team of insurance professionals.
• 11:03
  SPEAKER_01: We'll use insurance.
• 11:04
  SPEAKER_01: Talking to your client, and there's a lot of education to be done, but asking better questions is important to know.
• 11:11
  SPEAKER_01: Hey, what do they need to know right now?
• 11:13
  SPEAKER_01: Let's say you're talking to your team.
• 11:15
  SPEAKER_01: Maybe they're underperforming, maybe they're frustrated, maybe there's a gap in their education.
• 11:19
  SPEAKER_01: How do we know that?
• 11:20
  SPEAKER_01: We're going to ask better questions.
• 11:21
  SPEAKER_01: Maybe you're looking at investing in your business, that'd be software, tools, training, right?
• 11:26
  SPEAKER_01: What questions you ask are going to change the decision you make?
• 11:30
  SPEAKER_01: So what I see over and over again, and it stems for better questions, is their innovation as a problem solving, is their decision making.
• 11:39
  SPEAKER_01: So number one is asking better questions.
• 11:41
  SPEAKER_01: Number two is going to be leadership.
• 11:43
  SPEAKER_01: And not again, not based on your title, but based on your behavior.
• 11:48
  SPEAKER_01: And then the third one is going to be communication, speaking and listening, right?
• 11:52
  SPEAKER_01: Both directions of communication.
• 11:54
  SPEAKER_01: So better questions, leadership, and communication.
• 11:57
  SPEAKER_01: I see that over and over again.
• 11:58
  SPEAKER_01: Any industry, any level of experience, any level of success, those are all needed.
• 12:05
  SPEAKER_02: Yes.
• 12:05
  SPEAKER_02: Yes.
• 12:06
  SPEAKER_02: I love that because actually that was my next question.
• 12:10
  SPEAKER_01: So what was the next question?
• 12:11
  SPEAKER_02: In your experience, what role does communication play in team success?
• 12:15
  SPEAKER_02: And what common mistakes should leaders avoid?
• 12:17
  SPEAKER_01: I'll give you a real simple one.
• 12:19
  SPEAKER_01: Yesterday, we were going to go to lunch.
• 12:22
  SPEAKER_01: And I said, hey, I'm going to recommend Gusto.
• 12:26
  SPEAKER_01: And he's Gusto.
• 12:27
  SPEAKER_01: He's isn't that a payroll company?
• 12:30
  SPEAKER_01: And if you look it up, Gusto is the name of a payroll company.
• 12:34
  SPEAKER_01: If you're looking for HR compliance or payroll, I definitely want to recommend a company called Insperity.
• 12:39
  SPEAKER_01: Phenomenal company.
• 12:41
  SPEAKER_01: Highest level of service in the industry.
• 12:42
  SPEAKER_01: Anyway, he says, wait a minute, why are we talking about payroll?
• 12:46
  SPEAKER_01: I just want to go to lunch.
• 12:47
  SPEAKER_01: If you look up Gusto with an exclamation point on it, then it's a restaurant that serves like healthy meals.
• 12:55
  SPEAKER_01: And so we had it, and he was a man, this is really good food.
• 12:58
  SPEAKER_01: He's I didn't know payroll could taste so good.
• 13:00
  SPEAKER_01: One of my favorite movie quotes.
• 13:01
  SPEAKER_01: What we have here is a failure to communicate.
• 13:04
  SPEAKER_01: If a team isn't using the same language and communicating effectively, they're gonna end up going in a circle or backwards.
• 13:13
  SPEAKER_02: That is so true.
• 13:14
  SPEAKER_02: And I actually talk about the four C's.
• 13:16
  SPEAKER_02: We talk about communication, commitment, compromise, and consideration.
• 13:21
  SPEAKER_02: Those are my four C that's the four C's of me and my husband's marriage, but also in business.
• 13:25
  SPEAKER_02: So I always talk about that.
• 13:27
  SPEAKER_02: But no, that's great.
• 13:28
  SPEAKER_02: And yeah, mistakes can be made, and I love it because actually we do have Augustos restaurant that we used to go to.
• 13:35
  SPEAKER_02: It's a pretty good restaurant, not to be confused for something else.
• 13:38
  SPEAKER_02: Yeah.
• 13:38
  SPEAKER_02: Yeah.
• 13:39
  SPEAKER_02: Yes, and it's very good.
• 13:41
  SPEAKER_02: So you often speak about customer service as a foundation for sales success.
• 13:45
  SPEAKER_02: How do you see the two connected?
• 13:48
  SPEAKER_01: Oh, they're not, I don't even know if they're connected, they're the same thing.
• 13:51
  SPEAKER_01: Peter Drugger says that the every business has the same purpose and is that to create and keep customers.
• 13:59
  SPEAKER_01: One of my favorite quotes from Bruce Hill quote is make it easy for people to do business with you.
• 14:04
  SPEAKER_01: The challenge you're gonna have today, there's so many options.
• 14:11
  SPEAKER_01: People want guidance on what's the best option for them.
• 14:16
  SPEAKER_01: And what's interesting, it doesn't always come down to the cheapest option.
• 14:19
  SPEAKER_01: There is a group of people where the cheapest is just what they're gonna do.
• 14:22
  SPEAKER_01: What I found is more effective is what's the easiest.
• 14:27
  SPEAKER_01: No matter what the cost is, what's the easiest?
• 14:30
  SPEAKER_01: So that's customer service, or we call it customer success.
• 14:35
  SPEAKER_01: So that's helping our customers leverage the product or service they've paid for to the highest level efficiency.
• 14:44
  SPEAKER_01: And what happens to make it easy to do business with us, we're invested in their success.
• 14:50
  SPEAKER_01: It just makes sense for them to renew.
• 14:53
  SPEAKER_01: It just makes sense for them to tell their friends.
• 14:56
  SPEAKER_01: It makes sense for them to leave five-star reviews.
• 14:58
  SPEAKER_01: So I talk about that.
• 14:59
  SPEAKER_01: I have better questions about clients.
• 15:01
  SPEAKER_01: We talk about, hey, what is a better client?
• 15:04
  SPEAKER_01: And it's created by the level of service you provide.
• 15:07
  SPEAKER_01: So it's interesting.
• 15:10
  SPEAKER_01: You really, even on the cover, maybe on the back, let's see if I read the back of this.
• 15:14
  SPEAKER_01: I think the word sales might appear like one time.
• 15:17
  SPEAKER_01: It's really about that level of service.
• 15:19
  SPEAKER_02: And that's so true.
• 15:20
  SPEAKER_02: So, how do we define better clients?
• 15:22
  SPEAKER_01: Man, you know what?
• 15:23
  SPEAKER_01: I'm glad you asked that question.
• 15:25
  SPEAKER_01: What page is that?
• 15:27
  SPEAKER_01: Oh, here it is.
• 15:28
  SPEAKER_01: Here it is.
• 15:29
  SPEAKER_01: I would go to page 17.
• 15:33
  SPEAKER_01: Page 17.
• 15:34
  SPEAKER_01: The biggest and first priority is who can we help in the most impactful way?
• 15:44
  SPEAKER_01: That's going to be your better client.
• 15:46
  SPEAKER_01: So then the second question underneath that is who do we like working with?
• 15:50
  SPEAKER_01: There's a group of people you like working with.
• 15:52
  SPEAKER_01: You said earlier before we started that you work with different folks from different religious beliefs, political beliefs, because there's still that need there.
• 15:59
  SPEAKER_01: Right.
• 16:01
  SPEAKER_01: I imagine though, there's people that you're really excited to hear from.
• 16:05
  SPEAKER_01: There's people that and connect with.
• 16:08
  SPEAKER_01: Those are better clients.
• 16:09
  SPEAKER_01: There's not, I don't want to get caught on the highest paying clients, but the clients that were meant, that was a good experience for both of us.
• 16:17
  SPEAKER_01: And I dive into that a lot deeper in the book.
• 16:19
  SPEAKER_02: Yeah.
• 16:20
  SPEAKER_02: And that's uh, yeah, and that that you explained that very well.
• 16:23
  SPEAKER_02: So now let me ask you something.
• 16:25
  SPEAKER_02: So, how do you personally stay disciplined, productive, and motivated while balancing writing, training, and speaking?
• 16:32
  SPEAKER_01: So I don't stay motivated.
• 16:33
  SPEAKER_01: I ran out of motivation years ago.
• 16:36
  SPEAKER_01: What's been really helpful for me is staying organized, use the calendar, have a plan before I go to bed, I make a plan for the next day.
• 16:45
  SPEAKER_01: Every morning that my assistant will send itinerary for the day.
• 16:49
  SPEAKER_01: And I'll say, hey, these are the most important things.
• 16:51
  SPEAKER_01: So if I just do this one thing, that's still a successful day.
• 16:55
  SPEAKER_01: So when I run out of motivation, my discipline is low, you're physically tired, you're emotionally tired, you're still productive, you're still moving forward.
• 17:02
  SPEAKER_01: Then this one took me years to learn, but I'll share with you all.
• 17:07
  SPEAKER_01: I made rest part of my growth strategy.
• 17:12
  SPEAKER_01: One of my mentees, shout out, she just got married too.
• 17:14
  SPEAKER_01: Cheers, cheers to her.
• 17:16
  SPEAKER_01: She says rest is part of my business plan.
• 17:19
  SPEAKER_01: And I was like, man, that's good.
• 17:20
  SPEAKER_01: I'm gonna write that down.
• 17:22
  SPEAKER_01: And it took me a while to live it though.
• 17:24
  SPEAKER_02: I think it all it takes us a while to realize it.
• 17:28
  SPEAKER_01: So that's where I stay more productive, is because I have the mental, physical, emotional energies, I learn how to rest.
• 17:35
  SPEAKER_01: That's been a huge difference for me, has accelerated my success.
• 17:42
  SPEAKER_02: I love that because I do the same thing.
• 17:45
  SPEAKER_02: My calendar is very important to me.
• 17:47
  SPEAKER_02: If I don't know what's on my calendar, then I usually look at it the day before and in the morning of just to make sure that I'm staying productive, organized.
• 17:56
  SPEAKER_02: Because that that really is a big thing for even I tell my daughters they have to get on my calendar to babysit.
• 18:01
  SPEAKER_02: I may have something to do.
• 18:02
  SPEAKER_01: So simple as that.
• 18:03
  SPEAKER_02: Yeah, yeah.
• 18:04
  SPEAKER_02: So they got mad at me when I first retired, and I said, This is look, I'm not one to sit at home, not doing anything.
• 18:09
  SPEAKER_02: This is what I'm doing.
• 18:10
  SPEAKER_02: If you want me to babysit, you got to get on my calendar.
• 18:13
  SPEAKER_02: So they understand that now.
• 18:14
  SPEAKER_02: So the older one, she actually asked me back in January to babysit for October.
• 18:18
  SPEAKER_02: Because she knows she knows.
• 18:21
  SPEAKER_02: I love it.
• 18:22
  SPEAKER_02: She knows it.
• 18:23
  SPEAKER_02: So for someone who feels who is listening, who feels stuck in their personal or professional world, what is the very first step they can take today?
• 18:32
  SPEAKER_01: You're you're gonna ask yourself three questions.
• 18:35
  SPEAKER_01: Actually, let's call it four.
• 18:36
  SPEAKER_01: You know, say what's going well.
• 18:40
  SPEAKER_01: And that question will provide some insight that it's probably not as bad as you think it is.
• 18:45
  SPEAKER_01: Now, maybe it is.
• 18:47
  SPEAKER_01: Maybe it is as bad as you think it is.
• 18:49
  SPEAKER_01: So the second question becomes, what should I be doing more of?
• 18:53
  SPEAKER_01: And then once I take inventory there, I'm gonna ask myself the third question: what should I be doing less of?
• 19:00
  SPEAKER_01: Sometimes things are getting away.
• 19:03
  SPEAKER_01: Perfect example, years ago I stopped drinking soda pop.
• 19:07
  SPEAKER_01: And I lost seven pounds before the week was over.
• 19:11
  SPEAKER_01: And so sometimes it's not about being busier or doing more, sometimes it's about doing less.
• 19:16
  SPEAKER_01: Less of the things that aren't working, less of things that are sabotaging.
• 19:20
  SPEAKER_01: And then the fourth question is what do I need to start doing?
• 19:24
  SPEAKER_01: There's something that you've been procrastinating on that you've been avoiding, that it would be beneficial to you, no matter how unpleasant, uncomfortable.
• 19:34
  SPEAKER_01: I really need to get these push-ups in.
• 19:36
  SPEAKER_01: I really need to go for a walk, I really need to fill in the blank.
• 19:40
  SPEAKER_01: Those four questions are gonna help get you back on the right track.
• 19:44
  SPEAKER_02: Yeah, yeah.
• 19:45
  SPEAKER_02: And that I that's true, because no matter what you're doing, we get off track and we got to get back on track.
• 19:52
  SPEAKER_02: So tell us about your upcoming book.
• 19:55
  SPEAKER_02: Better questions, better clients.
• 19:57
  SPEAKER_02: What can readers expect?
• 19:59
  SPEAKER_01: So if you grab this book, let's say you're uh people leader, maybe you got a team of five, maybe you got a team of 500, maybe you're a business owner, or maybe you're an entrepreneur.
• 20:09
  SPEAKER_01: You say, hey, it's just me.
• 20:10
  SPEAKER_01: The goal, I kept it really short.
• 20:12
  SPEAKER_01: It's just 120 pages.
• 20:15
  SPEAKER_01: The goal wasn't to overwhelm you or impress you with how much I know.
• 20:20
  SPEAKER_01: Man, I've lived I've lived a really full life, I'm full of gratitude.
• 20:24
  SPEAKER_01: The goal is to get to some key points as quickly as possible that can help you as much as possible.
• 20:30
  SPEAKER_01: And I know that if I can help work on you, we're gonna work on every person in your life, we're gonna work on your business, we're gonna work on your success.
• 20:38
  SPEAKER_01: So you can expect a real easy read.
• 20:40
  SPEAKER_01: Plenty of examples in there, some case studies.
• 20:44
  SPEAKER_01: At the end of every section, there's a spot for some notes.
• 20:47
  SPEAKER_01: Right now, it's not available digitally, and I'll tell you why.
• 20:52
  SPEAKER_01: I want you to sit still.
• 20:54
  SPEAKER_01: And that's so tough to ask, because I know life is missing.
• 20:57
  SPEAKER_01: I think you should sit still.
• 20:58
  SPEAKER_01: Just a few minutes, 10, 15 minutes, be present, learn and apply what you've learned, and watch how it impacts your life.
• 21:07
  SPEAKER_02: That's good.
• 21:08
  SPEAKER_02: That's good.
• 21:09
  SPEAKER_02: So, what is your ultimate vision for empowering individuals and organizations in the next five to 10 years?
• 21:15
  SPEAKER_02: Your vision.
• 21:16
  SPEAKER_01: Well, the next I want to be aggressive.
• 21:18
  SPEAKER_01: The next five years, I want to have 2,500 businesses, learn how to ask better questions.
• 21:24
  SPEAKER_01: That's goal.
• 21:25
  SPEAKER_01: That's the goal.
• 21:26
  SPEAKER_02: That's good.
• 21:27
  SPEAKER_02: That makes sense.
• 21:28
  SPEAKER_02: So, last question, then we're gonna get into what you're doing here.
• 21:30
  SPEAKER_02: So, how do you turn conversations into clients?
• 21:33
  SPEAKER_01: That's a longer, not to avoid the question, that is a longer conversation.
• 21:39
  SPEAKER_02: So we're gonna have to have you on again to tell us about one.
• 21:42
  SPEAKER_01: So, page 85, we talk about turning conversations into clients.
• 21:46
  SPEAKER_01: And it's really simple.
• 21:47
  SPEAKER_01: I wrote something called the questions path.
• 21:51
  SPEAKER_01: Trying to think of where I put it where you can grab it.
• 21:53
  SPEAKER_01: If you visit AstingbetterQuestions.com, you can claim the bonus, just use code podcast, and you'll download the better questions toolkit.
• 22:03
  SPEAKER_01: And so part of what makes a conversation a good quality conversation is the quality of the questions.
• 22:09
  SPEAKER_01: And that actually might be the next one is better questions, better conversations.
• 22:13
  SPEAKER_01: And having a specific order and purpose for the questions helps more of those conversations turn into clients.
• 22:24
  SPEAKER_01: It's really so simple.
• 22:26
  SPEAKER_01: If you can listen, you can sell.
• 22:27
  SPEAKER_01: But a lot of people are too busy talking to sell anything.
• 22:31
  SPEAKER_02: I love that.
• 22:32
  SPEAKER_02: If you can listen, you can sell.
• 22:35
  SPEAKER_02: I had to repeat that to everybody.
• 22:36
  SPEAKER_02: If you can listen, you can sell.
• 22:38
  SPEAKER_02: So that's a good one.
• 22:39
  SPEAKER_02: Because sometimes we don't listen.
• 22:41
  SPEAKER_02: We're talking so much that we can't hear what the other person is saying.
• 22:44
  SPEAKER_02: So thank you for that.
• 22:46
  SPEAKER_02: That makes a lot of sense.
• 22:47
  SPEAKER_02: So listen, so how can people connect with you and learn more about your training or get a copy of your book?
• 22:54
  SPEAKER_01: Thank you.
• 22:54
  SPEAKER_01: I really appreciate the chance to share.
• 22:57
  SPEAKER_01: I want to make sure that whether you spend a single dollar my business, that you can find some value.
• 23:03
  SPEAKER_01: So askingbetterquestions.com is the best place to go, not just for the conversation as a client, you can claim a bonus for free.
• 23:11
  SPEAKER_01: You can grab a copy of the book, and then it'll have all my socials as well.
• 23:15
  SPEAKER_01: And towards the bottom of the page.
• 23:17
  SPEAKER_01: So you can connect and your preferred social media platform.
• 23:22
  SPEAKER_01: Really easy to find is AskingbetterQuestions.com.
• 23:25
  SPEAKER_02: That's awesome.
• 23:26
  SPEAKER_02: And we're going to have that in the show notes too.
• 23:28
  SPEAKER_01: Okay, perfect.
• 23:29
  SPEAKER_02: So definitely share that with me so I can put it in the show notes.
• 23:31
  SPEAKER_02: But wow, what an inspiring and practical conversation with Bruce Hill.
• 23:36
  SPEAKER_02: From leadership and team building to customer service and sales, Bruce has shown us that one new skill and asking better questions can truly change your life and your business.
• 23:48
  SPEAKER_02: So if you'd like to connect with Bruce, grab one of his books and be sure to check out the links in the show notes.
• 23:54
  SPEAKER_02: So, Bruce, thank you so much for being on the show.
• 23:57
  SPEAKER_02: It really is great because a lot of times we don't know how to start, but you're telling us how to start with asking better questions to get better clients, right?
• 24:06
  SPEAKER_01: You got it.
• 24:07
  SPEAKER_01: It's that simple.
• 24:08
  SPEAKER_02: Yes.
• 24:09
  SPEAKER_02: Thank you so much.
• 24:10
  SPEAKER_02: So once again, thank you for joining.
• 24:13
  SPEAKER_02: And remember, collaborate is collaboration is the key to success.
• 24:16
  SPEAKER_02: I'm Wanda Pierce, and this has been the ReadySet Collaborate.
• 24:20
  SPEAKER_02: Thanks for coming in.
• 24:22
  SPEAKER_02: Tuning in.
• 24:22
  SPEAKER_02: I'm saying coming in, but tuning in as well.
• 24:24
  SPEAKER_02: Thank you.
• 24:27
  SPEAKER_02: Big thanks to Triple M Money Management Matters for sponsoring this episode.
• 24:33
  SPEAKER_02: Ready to master your money?
• 24:35
  SPEAKER_02: Connect with the experts who make money management simple.
• 24:39
  SPEAKER_02: Visit Triple M today.
• 24:41
  SPEAKER_00: That wraps up another episode of Ready Set Collaborate with Wanda Pearson.
• 24:45
  SPEAKER_00: I hope you found inspiration and valuable insights to help you build meaningful connections and successful collaborations.
• 24:52
  SPEAKER_00: If you enjoyed today's conversation, be sure to subscribe, share, and stay tuned for more great discussions.
• 24:59
  SPEAKER_00: Until next time, keep collaborating and making an impact.