Latest / Wedding Pros who are ready to grow - with Becca Pountney / Why making calls isn't scary - with Anthony Stears

Transcript

Why making calls isn't scary - with Anthony Stears · Wedding Pros who are ready to grow - with Becca Pountney

• 0:00
  Before
• 0:00
  somebody's
• 0:00
  going
• 0:00
  to
• 0:00
  listen
• 0:01
  to
• 0:01
  you,
• 0:01
  you
• 0:01
  need
• 0:01
  to
• 0:01
  get
• 0:01
  them
• 0:01
  to
• 0:02
  like
• 0:02
  you,
• 0:02
  okay?
• 0:03
  If
• 0:03
  you
• 0:03
  want
• 0:03
  somebody
• 0:03
  to
• 0:04
  trust
• 0:04
  you,
• 0:04
  you
• 0:04
  need
• 0:04
  to
• 0:04
  establish
• 0:05
  your
• 0:05
  credibility,
• 0:06
  okay?
• 0:06
  And
• 0:07
  only
• 0:07
  once
• 0:07
  you've
• 0:07
  established
• 0:08
  your
• 0:08
  credibility
• 0:09
  can
• 0:09
  you
• 0:09
  then
• 0:09
  try
• 0:09
  and
• 0:10
  create
• 0:10
  some
• 0:10
  form
• 0:10
  of
• 0:11
  urgency
• 0:11
  and
• 0:12
  get
• 0:12
  them
• 0:12
  to
• 0:12
  do
• 0:12
  something
• 0:13
  as
• 0:13
  a
• 0:13
  result
• 0:13
  of
• 0:13
  speaking
• 0:14
  to
• 0:14
  you.
• 0:15
  I'm
• 0:16
  Becca
• 0:16
  Pountney,
• 0:16
  wedding
• 0:17
  business
• 0:17
  marketing
• 0:17
  expert,
• 0:18
  speaker
• 0:18
  and
• 0:18
  blogger,
• 0:19
  and
• 0:19
  you're
• 0:19
  listening
• 0:20
  to
• 0:20
  the
• 0:20
  Wedding
• 0:20
  Pros
• 0:21
  who
• 0:21
  Are
• 0:21
  Ready
• 0:21
  to
• 0:21
  Grow
• 0:22
  podcast.
• 0:23
  I'm
• 0:23
  here
• 0:23
  to
• 0:24
  share
• 0:24
  with
• 0:24
  you
• 0:24
  actionable
• 0:25
  tips,
• 0:25
  strategies
• 0:26
  and
• 0:26
  real
• 0:26
  life
• 0:26
  examples
• 0:27
  to
• 0:27
  help
• 0:28
  you
• 0:28
  take
• 0:28
  your
• 0:28
  wedding
• 0:28
  business
• 0:29
  to
• 0:29
  the
• 0:29
  next
• 0:29
  level.
• 0:30
  If
• 0:30
  you
• 0:30
  are
• 0:30
  an
• 0:31
  ambitious
• 0:31
  wed
• 0:32
  business
• 0:32
  owner
• 0:32
  that
• 0:32
  wants
• 0:33
  to
• 0:33
  take
• 0:33
  your
• 0:33
  passion
• 0:34
  and
• 0:34
  use
• 0:34
  it
• 0:34
  to
• 0:34
  build
• 0:35
  a
• 0:35
  profitable,
• 0:35
  sustainable
• 0:36
  business
• 0:37
  doing
• 0:37
  what
• 0:37
  you
• 0:37
  love,
• 0:37
  then
• 0:38
  you're
• 0:38
  in
• 0:38
  the
• 0:38
  right
• 0:38
  place.
• 0:39
  Let's
• 0:39
  get
• 0:40
  going
• 0:40
  with
• 0:40
  today's
• 0:40
  episode.
• 0:41
  Today
• 0:42
  I'm
• 0:42
  chatting
• 0:43
  with
• 0:43
  Anthony
• 0:43
  Steers,
• 0:44
  otherwise
• 0:44
  known
• 0:44
  as
• 0:45
  the
• 0:45
  telephone
• 0:45
  assassin.
• 0:46
  I
• 0:46
  first
• 0:46
  heard
• 0:47
  him
• 0:47
  speak
• 0:47
  at
• 0:47
  Guides
• 0:48
  for
• 0:48
  Brides
• 0:48
  event
• 0:48
  and
• 0:48
  I
• 0:49
  absolutely
• 0:49
  loved
• 0:49
  his
• 0:49
  energy
• 0:50
  and
• 0:50
  the
• 0:50
  way
• 0:50
  he
• 0:50
  got
• 0:51
  people
• 0:51
  excited
• 0:51
  about
• 0:52
  a
• 0:52
  topic
• 0:52
  many
• 0:53
  of
• 0:53
  us
• 0:53
  dread
• 0:53
  talking
• 0:54
  on
• 0:54
  the
• 0:54
  phone.
• 0:55
  Anthony
• 0:55
  is
• 0:55
  on
• 0:56
  a
• 0:56
  mission
• 0:56
  to
• 0:56
  get
• 0:56
  people
• 0:57
  talking
• 0:57
  again
• 0:57
  instead
• 0:57
  of
• 0:57
  hiding
• 0:58
  behind
• 0:58
  social
• 0:58
  media
• 0:59
  and
• 0:59
  their
• 0:59
  emails.
• 1:00
  With
• 1:00
  the
• 1:00
  next
• 1:00
  generation
• 1:01
  of
• 1:01
  couples
• 1:01
  avoiding
• 1:02
  the
• 1:02
  phone
• 1:02
  more
• 1:02
  than
• 1:03
  ever,
• 1:03
  I'm
• 1:03
  looking
• 1:03
  forward
• 1:04
  to
• 1:04
  what
• 1:04
  he
• 1:04
  has
• 1:04
  to
• 1:05
  share
• 1:05
  with
• 1:05
  us
• 1:05
  today.
• 1:06
  Anthony,
• 1:06
  welcome
• 1:07
  to
• 1:07
  the
• 1:07
  podcast.
• 1:07
  Thank
• 1:08
  you
• 1:08
  very
• 1:08
  much
• 1:08
  for
• 1:08
  having
• 1:08
  me,
• 1:09
  Becca.
• 1:09
  I'm
• 1:09
  excited,
• 1:10
  I'm
• 1:10
  excited.
• 1:11
  It
• 1:11
  has
• 1:11
  been
• 1:12
  a
• 1:12
  long
• 1:12
  time
• 1:13
  coming.
• 1:13
  We've
• 1:13
  gone
• 1:13
  backwards
• 1:14
  and
• 1:14
  forwards
• 1:14
  a
• 1:14
  couple
• 1:14
  of
• 1:15
  times
• 1:15
  over
• 1:15
  the
• 1:15
  last
• 1:16
  probably
• 1:16
  18
• 1:17
  months.
• 1:17
  I'm
• 1:17
  like,
• 1:17
  you
• 1:17
  really
• 1:18
  must
• 1:18
  come
• 1:18
  on
• 1:18
  my
• 1:18
  podcast.
• 1:19
  But
• 1:19
  we
• 1:19
  finally
• 1:20
  made
• 1:20
  it
• 1:20
  happen.
• 1:21
  So
• 1:21
  I'm
• 1:21
  really
• 1:21
  thrilled
• 1:22
  to
• 1:22
  have
• 1:22
  you
• 1:22
  here.
• 1:23
  And
• 1:23
  actually,
• 1:23
  I
• 1:23
  think
• 1:24
  the
• 1:24
  timing's
• 1:24
  kind
• 1:25
  of
• 1:25
  perfect
• 1:25
  because
• 1:26
  I've
• 1:26
  been
• 1:26
  talking
• 1:26
  a
• 1:27
  lot
• 1:27
  at
• 1:27
  the
• 1:27
  beginning
• 1:27
  of
• 1:27
  this
• 1:28
  year
• 1:28
  about
• 1:28
  how
• 1:28
  consumers
• 1:29
  are
• 1:29
  changing,
• 1:29
  the
• 1:29
  marketing
• 1:30
  culture's
• 1:30
  changing,
• 1:31
  people
• 1:31
  don't
• 1:31
  like
• 1:31
  the
• 1:31
  phone
• 1:32
  anymore.
• 1:32
  So
• 1:33
  I'm
• 1:33
  excited
• 1:33
  to
• 1:33
  get
• 1:33
  into
• 1:34
  that
• 1:34
  a
• 1:34
  little
• 1:34
  bit
• 1:34
  more
• 1:35
  with
• 1:35
  you.
• 1:35
  But
• 1:35
  before
• 1:36
  we
• 1:36
  get
• 1:36
  there,
• 1:37
  I
• 1:37
  always
• 1:37
  like
• 1:37
  to
• 1:37
  give
• 1:37
  people
• 1:38
  a
• 1:38
  bit
• 1:38
  of
• 1:38
  background
• 1:39
  on
• 1:39
  my
• 1:39
  guests
• 1:39
  because
• 1:39
  if
• 1:40
  they're
• 1:40
  going
• 1:40
  to
• 1:40
  listen
• 1:40
  and
• 1:40
  learn
• 1:41
  from
• 1:41
  you,
• 1:41
  it's
• 1:41
  important
• 1:41
  they
• 1:42
  understand
• 1:42
  why
• 1:43
  they
• 1:43
  should
• 1:43
  and
• 1:43
  where
• 1:43
  you
• 1:44
  came
• 1:44
  from.
• 1:44
  So
• 1:45
  just
• 1:45
  give
• 1:45
  us
• 1:45
  a
• 1:45
  very
• 1:46
  quick
• 1:46
  potted
• 1:46
  history
• 1:47
  of
• 1:47
  your
• 1:47
  career
• 1:48
  up
• 1:48
  to
• 1:48
  this
• 1:48
  point.
• 1:49
  How
• 1:49
  did
• 1:49
  you
• 1:49
  end
• 1:49
  up
• 1:50
  being
• 1:50
  the
• 1:50
  telephone
• 1:51
  assassin?
• 1:51
  Okay,
• 1:52
  well,
• 1:52
  please
• 1:52
  don't
• 1:53
  hold
• 1:53
  it
• 1:53
  against
• 1:53
  me,
• 1:53
  but
• 1:54
  my
• 1:54
  first
• 1:54
  job
• 1:54
  when
• 1:54
  I
• 1:55
  left
• 1:55
  school,
• 1:55
  I
• 1:55
  was
• 1:56
  an
• 1:56
  estate
• 1:56
  agent.
• 1:57
  Unfortunately,
• 1:58
  I
• 1:59
  knew,
• 1:59
  I
• 1:59
  knew
• 1:59
  I
• 1:59
  was
• 1:59
  going
• 1:59
  to
• 1:59
  go
• 1:59
  into
• 2:00
  sales.
• 2:00
  I
• 2:00
  remember
• 2:01
  my
• 2:01
  dad
• 2:01
  sort
• 2:01
  of
• 2:01
  saying
• 2:01
  to
• 2:01
  me,
• 2:01
  so
• 2:02
  what
• 2:02
  are
• 2:02
  you
• 2:02
  thinking
• 2:02
  you're
• 2:02
  going
• 2:02
  to
• 2:02
  do.
• 2:03
  And
• 2:03
  I
• 2:03
  was
• 2:03
  like,
• 2:03
  well,
• 2:03
  I
• 2:03
  think
• 2:04
  think
• 2:04
  sales
• 2:04
  is
• 2:04
  the
• 2:04
  way
• 2:05
  forwards.
• 2:05
  And
• 2:05
  he
• 2:05
  was
• 2:05
  like,
• 2:05
  well,
• 2:05
  I
• 2:05
  think
• 2:06
  that'd
• 2:06
  be
• 2:06
  good
• 2:06
  for
• 2:06
  you.
• 2:06
  You
• 2:07
  like
• 2:07
  to
• 2:07
  talk
• 2:07
  a
• 2:07
  lot.
• 2:07
  And,
• 2:09
  and
• 2:09
  then
• 2:09
  sort
• 2:09
  of
• 2:09
  said,
• 2:09
  so
• 2:10
  what
• 2:10
  do
• 2:10
  you
• 2:10
  want
• 2:10
  to
• 2:10
  sell?
• 2:10
  And
• 2:10
  I
• 2:10
  said,
• 2:11
  well,
• 2:11
  what
• 2:11
  will
• 2:11
  get
• 2:11
  me
• 2:11
  the
• 2:11
  biggest
• 2:12
  commission?
• 2:12
  It
• 2:12
  turned
• 2:12
  out
• 2:13
  houses
• 2:13
  were
• 2:13
  the
• 2:13
  biggest
• 2:14
  thing
• 2:14
  I
• 2:14
  could
• 2:14
  think
• 2:14
  of.
• 2:15
  And
• 2:15
  it
• 2:15
  turns
• 2:15
  out
• 2:15
  they
• 2:15
  give
• 2:15
  you
• 2:16
  a
• 2:16
  company
• 2:16
  car
• 2:16
  as
• 2:16
  well,
• 2:17
  which
• 2:17
  is
• 2:17
  always
• 2:17
  nice
• 2:18
  as,
• 2:18
  as
• 2:18
  when
• 2:18
  you're
• 2:19
  starting
• 2:19
  out
• 2:19
  in
• 2:19
  sales.
• 2:20
  But
• 2:20
  yeah,
• 2:20
  I
• 2:21
  pretty
• 2:21
  much
• 2:21
  learned
• 2:22
  it's
• 2:22
  the
• 2:22
  biggest
• 2:24
  purchase
• 2:24
  of
• 2:24
  people's
• 2:25
  lives,
• 2:25
  so
• 2:26
  it's
• 2:26
  a
• 2:26
  really
• 2:26
  important
• 2:27
  thing
• 2:27
  to
• 2:27
  do.
• 2:28
  And
• 2:29
  I
• 2:29
  worked
• 2:30
  my
• 2:30
  way
• 2:30
  up.
• 2:30
  I
• 2:30
  broke
• 2:30
  a
• 2:30
  lot
• 2:31
  of
• 2:31
  the
• 2:31
  sales
• 2:31
  records.
• 2:31
  I
• 2:32
  became
• 2:32
  a
• 2:32
  valuer
• 2:33
  quite
• 2:33
  quickly
• 2:34
  and
• 2:34
  I
• 2:35
  was
• 2:35
  blessed
• 2:35
  with
• 2:36
  quite
• 2:36
  youthful
• 2:37
  looks,
• 2:38
  shall
• 2:38
  we
• 2:38
  say.
• 2:39
  So
• 2:39
  I
• 2:40
  remember
• 2:40
  turning
• 2:41
  up
• 2:41
  to
• 2:41
  a
• 2:41
  house
• 2:42
  in
• 2:43
  Ascot,
• 2:43
  rather
• 2:44
  posh
• 2:44
  around
• 2:44
  here,
• 2:45
  which
• 2:45
  is
• 2:45
  sort
• 2:45
  of
• 2:46
  bordered
• 2:46
  onto
• 2:46
  the
• 2:46
  town
• 2:47
  where
• 2:47
  I
• 2:47
  was
• 2:47
  based.
• 2:47
  And
• 2:48
  I
• 2:48
  valued
• 2:48
  a
• 2:48
  property
• 2:49
  went
• 2:49
  quite
• 2:50
  well.
• 2:50
  I
• 2:50
  remember
• 2:50
  turning
• 2:51
  up
• 2:51
  and
• 2:51
  it
• 2:51
  had
• 2:51
  an
• 2:51
  in
• 2:52
  and
• 2:52
  out
• 2:52
  drive.
• 2:52
  And
• 2:53
  as
• 2:53
  I
• 2:53
  was
• 2:53
  driving
• 2:53
  in,
• 2:54
  the
• 2:54
  owner
• 2:54
  of
• 2:55
  the
• 2:55
  other,
• 2:55
  one
• 2:55
  of
• 2:56
  my
• 2:56
  competitors
• 2:56
  was
• 2:57
  driving
• 2:57
  out
• 2:57
  in
• 2:57
  his
• 2:57
  Jag
• 2:58
  and
• 2:58
  I
• 2:58
  had
• 2:59
  my
• 2:59
  Astra
• 2:59
  that
• 2:59
  I
• 3:00
  was
• 3:00
  really
• 3:00
  chuffed
• 3:00
  with.
• 3:01
  And
• 3:01
  I
• 3:01
  remember
• 3:01
  turning
• 3:01
  up
• 3:02
  and
• 3:02
  a
• 3:02
  couple
• 3:02
  were
• 3:02
  really
• 3:03
  nice
• 3:03
  and
• 3:03
  I
• 3:04
  valued
• 3:04
  it
• 3:04
  accurately,
• 3:05
  a
• 3:05
  little
• 3:05
  bit
• 3:06
  lower
• 3:06
  than
• 3:06
  others
• 3:06
  because
• 3:06
  I
• 3:06
  was
• 3:07
  being
• 3:07
  honest
• 3:07
  and
• 3:08
  I
• 3:08
  did
• 3:08
  give
• 3:08
  a
• 3:09
  pretty
• 3:09
  high
• 3:09
  fee
• 3:09
  because
• 3:10
  we
• 3:10
  were
• 3:10
  the
• 3:10
  best
• 3:10
  in
• 3:10
  the
• 3:10
  town.
• 3:11
  But
• 3:12
  I
• 3:12
  remember
• 3:12
  as
• 3:12
  I
• 3:12
  left,
• 3:13
  they
• 3:14
  thanked
• 3:14
  me
• 3:14
  for
• 3:14
  their
• 3:14
  time,
• 3:14
  walked
• 3:15
  me
• 3:15
  to
• 3:15
  the
• 3:15
  door,
• 3:16
  she
• 3:16
  thanked
• 3:16
  me
• 3:16
  for
• 3:16
  the,
• 3:17
  for
• 3:17
  my
• 3:17
  time.
• 3:18
  And
• 3:18
  he
• 3:19
  just
• 3:19
  before
• 3:19
  he
• 3:19
  closed
• 3:19
  the
• 3:19
  door,
• 3:20
  said,
• 3:20
  what
• 3:20
  does
• 3:21
  that
• 3:21
  kid
• 3:21
  know?
• 3:22
  And
• 3:22
  shut
• 3:22
  the
• 3:22
  door.
• 3:23
  And
• 3:23
  I
• 3:23
  remember
• 3:24
  it
• 3:24
  just
• 3:24
  rung
• 3:25
  in
• 3:25
  my
• 3:25
  ears
• 3:25
  the
• 3:26
  whole
• 3:26
  way
• 3:26
  back
• 3:26
  to
• 3:27
  the
• 3:27
  office.
• 3:27
  And
• 3:27
  I
• 3:27
  remember
• 3:28
  telling
• 3:28
  my
• 3:29
  manager,
• 3:30
  Fiona,
• 3:31
  and
• 3:32
  she
• 3:33
  pretty
• 3:33
  much
• 3:33
  said
• 3:33
  to
• 3:34
  me,
• 3:34
  well,
• 3:34
  I
• 3:34
  suggest
• 3:35
  you
• 3:35
  prove
• 3:35
  you're
• 3:35
  not
• 3:35
  a
• 3:35
  kid
• 3:36
  before
• 3:36
  you
• 3:36
  get
• 3:36
  there
• 3:37
  next
• 3:37
  time.
• 3:37
  To
• 3:37
  which
• 3:38
  I
• 3:38
  said,
• 3:38
  oh,
• 3:38
  that's
• 3:38
  brilliant.
• 3:39
  How
• 3:39
  do
• 3:39
  I
• 3:39
  do
• 3:40
  that?
• 3:40
  And
• 3:40
  she
• 3:40
  said,
• 3:40
  well,
• 3:40
  that's
• 3:40
  the
• 3:41
  thing
• 3:41
  you
• 3:41
  need
• 3:41
  to
• 3:41
  figure
• 3:41
  out.
• 3:42
  And
• 3:43
  what
• 3:43
  I
• 3:43
  ended
• 3:43
  up
• 3:43
  learning
• 3:44
  was
• 3:44
  that
• 3:44
  the
• 3:44
  appointment
• 3:45
  was
• 3:45
  actually
• 3:45
  set
• 3:45
  up
• 3:46
  by
• 3:46
  somebody
• 3:46
  else
• 3:46
  in
• 3:47
  the
• 3:47
  office.
• 3:47
  So
• 3:47
  it
• 3:47
  was
• 3:47
  the
• 3:47
  first
• 3:48
  time
• 3:48
  I'd
• 3:48
  actually
• 3:48
  had
• 3:49
  any
• 3:49
  interaction
• 3:49
  with
• 3:50
  these
• 3:50
  people.
• 3:51
  So
• 3:51
  what
• 3:52
  I
• 3:52
  started
• 3:52
  to
• 3:52
  do
• 3:52
  is
• 3:52
  I
• 3:53
  started
• 3:53
  to
• 3:53
  phone
• 3:53
  people
• 3:54
  I
• 3:54
  had
• 3:54
  an
• 3:54
  appointment
• 3:54
  with
• 3:55
  to
• 3:55
  have
• 3:55
  a
• 3:55
  five
• 3:55
  or
• 3:56
  ten
• 3:56
  minute
• 3:56
  chat
• 3:57
  before
• 3:57
  I
• 3:57
  went
• 3:57
  to
• 3:57
  meet
• 3:58
  them.
• 3:58
  And
• 3:58
  then
• 3:58
  when
• 3:59
  I
• 3:59
  turned
• 3:59
  up,
• 3:59
  I
• 3:59
  noticed
• 4:00
  that
• 4:00
  people
• 4:00
  would
• 4:01
  say
• 4:01
  something
• 4:01
  along
• 4:01
  the
• 4:01
  lines
• 4:02
  of,
• 4:02
  you're
• 4:02
  younger
• 4:03
  than
• 4:03
  I
• 4:03
  expected,
• 4:03
  which
• 4:04
  I
• 4:04
  could
• 4:04
  then
• 4:04
  take
• 4:04
  as
• 4:05
  a
• 4:05
  compliment
• 4:05
  rather
• 4:06
  than
• 4:06
  looking
• 4:06
  very
• 4:06
  young.
• 4:07
  So
• 4:08
  that's
• 4:08
  kind
• 4:08
  of
• 4:09
  how
• 4:09
  I
• 4:09
  started
• 4:09
  to
• 4:10
  realize
• 4:10
  that
• 4:10
  I
• 4:11
  could
• 4:11
  connect
• 4:11
  with
• 4:11
  people
• 4:12
  and
• 4:12
  make
• 4:13
  a
• 4:13
  really
• 4:13
  good
• 4:13
  impression
• 4:14
  over
• 4:14
  the
• 4:14
  telephone,
• 4:15
  which
• 4:15
  would
• 4:15
  make
• 4:15
  meeting
• 4:16
  them
• 4:16
  a
• 4:16
  little
• 4:16
  bit
• 4:17
  easier
• 4:17
  and
• 4:17
  smoother.
• 4:18
  So
• 4:18
  I
• 4:18
  suppose
• 4:19
  that's
• 4:19
  kind
• 4:19
  of
• 4:19
  how
• 4:20
  I
• 4:20
  became
• 4:20
  the
• 4:20
  telephone
• 4:21
  assassin
• 4:21
  or
• 4:21
  started
• 4:22
  my
• 4:22
  journey.
• 4:23
  I
• 4:24
  mean,
• 4:24
  what
• 4:24
  a
• 4:24
  great
• 4:24
  story,
• 4:25
  because
• 4:26
  again,
• 4:26
  a
• 4:26
  lot
• 4:26
  of
• 4:26
  people
• 4:26
  would
• 4:27
  have
• 4:27
  taken
• 4:27
  that
• 4:27
  to
• 4:27
  heart
• 4:28
  and
• 4:28
  then
• 4:28
  gone,
• 4:28
  I
• 4:29
  should
• 4:29
  just
• 4:29
  give
• 4:29
  up
• 4:29
  on
• 4:30
  this
• 4:30
  or
• 4:30
  it
• 4:30
  won't
• 4:30
  work
• 4:31
  out
• 4:31
  for
• 4:31
  me.
• 4:31
  But
• 4:31
  actually,
• 4:32
  you
• 4:32
  totally
• 4:32
  flipped
• 4:32
  it
• 4:32
  round
• 4:33
  and
• 4:33
  found
• 4:33
  a
• 4:33
  solution
• 4:34
  with
• 4:34
  your
• 4:35
  manager's
• 4:35
  help.
• 4:35
  And
• 4:36
  hopefully
• 4:36
  people
• 4:37
  still
• 4:37
  think
• 4:37
  you're
• 4:37
  too
• 4:38
  young
• 4:38
  when
• 4:38
  you
• 4:39
  go
• 4:39
  and
• 4:39
  meet
• 4:39
  them.
• 4:40
  Are
• 4:40
  you
• 4:40
  still.
• 4:40
  Do
• 4:41
  you
• 4:41
  still
• 4:41
  have
• 4:41
  that
• 4:41
  problem?
• 4:42
  I
• 4:42
  love
• 4:42
  it
• 4:42
  when
• 4:42
  someone
• 4:42
  IDs
• 4:43
  me
• 4:43
  now.
• 4:43
  I
• 4:44
  do.
• 4:44
  I
• 4:44
  do
• 4:44
  love
• 4:44
  that.
• 4:45
  I
• 4:45
  tend.
• 4:45
  I
• 4:45
  tend
• 4:46
  to
• 4:46
  think
• 4:46
  that
• 4:46
  when
• 4:46
  people
• 4:46
  are
• 4:46
  giving
• 4:47
  me
• 4:47
  compliments,
• 4:47
  they
• 4:47
  usually
• 4:48
  want
• 4:48
  a
• 4:48
  free
• 4:48
  copy
• 4:48
  of
• 4:48
  your
• 4:48
  book.
• 4:49
  But.
• 4:49
  Or
• 4:50
  a
• 4:50
  favor,
• 4:50
  but.
• 4:51
  Yeah,
• 4:51
  but.
• 4:51
  But
• 4:51
  it
• 4:51
  was
• 4:52
  actually
• 4:52
  that
• 4:53
  manager
• 4:53
  who
• 4:54
  said
• 4:54
  something
• 4:54
  that
• 4:55
  stuck
• 4:55
  with
• 4:55
  me
• 4:55
  still
• 4:56
  to
• 4:56
  this
• 4:56
  day,
• 4:57
  which
• 4:57
  was
• 4:57
  I
• 4:58
  started
• 4:58
  to
• 4:58
  get
• 4:58
  close
• 4:58
  to
• 4:59
  a
• 4:59
  couple
• 4:59
  of
• 4:59
  the
• 4:59
  other
• 4:59
  salespeople
• 5:00
  in
• 5:00
  the
• 5:00
  office
• 5:00
  who
• 5:01
  are
• 5:01
  a
• 5:01
  bit
• 5:01
  older
• 5:01
  than
• 5:01
  me,
• 5:02
  bit
• 5:02
  more
• 5:02
  experienced,
• 5:03
  and
• 5:03
  my
• 5:04
  manager
• 5:04
  pulled
• 5:04
  me
• 5:04
  to
• 5:04
  one
• 5:05
  side
• 5:05
  and
• 5:05
  said,
• 5:05
  it's
• 5:06
  hard
• 5:06
  to
• 5:06
  sor
• 5:06
  like
• 5:07
  an
• 5:07
  eagle
• 5:07
  if
• 5:07
  you
• 5:07
  surround
• 5:08
  yourself
• 5:08
  with
• 5:08
  turkeys.
• 5:09
  And
• 5:09
  what
• 5:10
  she
• 5:10
  was
• 5:10
  warning
• 5:10
  me
• 5:10
  about
• 5:11
  was
• 5:11
  the
• 5:11
  fact
• 5:12
  that
• 5:12
  these
• 5:12
  guys
• 5:12
  kind
• 5:12
  of
• 5:12
  cut
• 5:13
  corners
• 5:13
  a
• 5:13
  little
• 5:13
  bit
• 5:14
  and
• 5:14
  that
• 5:14
  they
• 5:14
  probably
• 5:15
  weren't
• 5:15
  the
• 5:15
  best
• 5:15
  role
• 5:15
  models
• 5:16
  for
• 5:16
  me.
• 5:17
  But
• 5:17
  what
• 5:17
  I
• 5:17
  kind
• 5:17
  of
• 5:17
  learned
• 5:18
  in
• 5:18
  sport,
• 5:18
  I
• 5:19
  realized
• 5:19
  that
• 5:19
  as
• 5:19
  I
• 5:20
  played,
• 5:20
  my
• 5:20
  dad
• 5:21
  played
• 5:21
  golf,
• 5:21
  but
• 5:21
  I
• 5:21
  used
• 5:22
  to
• 5:22
  play
• 5:22
  golf
• 5:22
  with
• 5:22
  a
• 5:22
  few
• 5:22
  of
• 5:22
  my
• 5:22
  friends.
• 5:23
  If
• 5:23
  I
• 5:23
  played
• 5:23
  with
• 5:23
  people
• 5:23
  who
• 5:24
  were
• 5:24
  better
• 5:24
  than
• 5:24
  me,
• 5:25
  it
• 5:25
  raised
• 5:25
  my
• 5:25
  game.
• 5:26
  And
• 5:26
  then
• 5:26
  as
• 5:26
  I
• 5:26
  started
• 5:27
  to
• 5:27
  develop
• 5:27
  in
• 5:28
  my
• 5:28
  career,
• 5:28
  I
• 5:28
  realized
• 5:29
  that
• 5:30
  I
• 5:30
  got
• 5:30
  the
• 5:30
  chance
• 5:30
  to
• 5:31
  speak
• 5:31
  on
• 5:31
  stage,
• 5:32
  and
• 5:32
  somebody
• 5:32
  told
• 5:32
  me
• 5:32
  about
• 5:33
  the
• 5:33
  Professional
• 5:33
  Speaking
• 5:34
  association,
• 5:34
  the
• 5:34
  psa.
• 5:35
  So
• 5:35
  I
• 5:35
  thought
• 5:36
  if
• 5:36
  I
• 5:36
  want
• 5:36
  to
• 5:36
  be
• 5:36
  really
• 5:36
  good
• 5:36
  at
• 5:37
  speaking,
• 5:37
  then
• 5:37
  I
• 5:37
  better
• 5:37
  go
• 5:38
  and
• 5:38
  hang
• 5:38
  out
• 5:38
  with.
• 5:38
  With
• 5:38
  some
• 5:39
  speakers.
• 5:39
  And
• 5:40
  that
• 5:40
  kind
• 5:40
  of
• 5:40
  led
• 5:41
  me
• 5:41
  on
• 5:41
  my
• 5:41
  sort
• 5:42
  of
• 5:42
  path
• 5:42
  to
• 5:42
  being
• 5:43
  the
• 5:43
  telephone
• 5:43
  assassin
• 5:44
  and
• 5:44
  getting
• 5:44
  up
• 5:44
  on
• 5:44
  stage
• 5:45
  and
• 5:45
  our
• 5:46
  paths
• 5:46
  crossing
• 5:46
  at
• 5:47
  a
• 5:47
  nice
• 5:47
  big
• 5:47
  conference,
• 5:47
  which
• 5:48
  was
• 5:48
  lovely.
• 5:48
  Yeah,
• 5:48
  absolutely.
• 5:49
  And
• 5:49
  you
• 5:50
  were
• 5:50
  great
• 5:50
  on
• 5:50
  stage.
• 5:50
  I
• 5:51
  loved
• 5:51
  your
• 5:51
  energy.
• 5:51
  I
• 5:52
  see
• 5:52
  a
• 5:52
  lot
• 5:52
  of
• 5:52
  speakers.
• 5:53
  I
• 5:53
  see
• 5:53
  a
• 5:53
  lot
• 5:53
  of
• 5:53
  speakers
• 5:54
  that
• 5:54
  I
• 5:54
  don't
• 5:54
  rate
• 5:55
  very
• 5:55
  much
• 5:55
  and
• 5:55
  I
• 5:55
  think
• 5:55
  are
• 5:56
  terrible
• 5:56
  on
• 5:56
  stage.
• 5:57
  And
• 5:57
  you
• 5:57
  were
• 5:57
  definitely
• 5:58
  not
• 5:58
  one
• 5:58
  of
• 5:58
  them.
• 5:58
  I
• 5:59
  loved
• 5:59
  your
• 5:59
  session.
• 6:00
  I
• 6:00
  thought
• 6:00
  you
• 6:00
  were
• 6:00
  great.
• 6:00
  You
• 6:01
  had
• 6:01
  a
• 6:01
  great
• 6:01
  energy.
• 6:01
  And
• 6:01
  like
• 6:01
  I
• 6:02
  said,
• 6:02
  you
• 6:02
  were
• 6:02
  tackling
• 6:03
  a
• 6:03
  topic
• 6:03
  that
• 6:03
  many
• 6:04
  of
• 6:04
  us
• 6:04
  in
• 6:04
  the
• 6:04
  wedding
• 6:04
  industry
• 6:05
  really
• 6:05
  struggle
• 6:06
  with,
• 6:06
  which
• 6:06
  isn't
• 6:06
  the
• 6:07
  easiest
• 6:07
  gig,
• 6:08
  because
• 6:08
  immediately
• 6:09
  People.
• 6:09
  And
• 6:09
  there'll
• 6:10
  be
• 6:10
  people
• 6:10
  listening,
• 6:10
  listening
• 6:10
  now
• 6:11
  that
• 6:11
  are
• 6:11
  like,
• 6:11
  what's
• 6:11
  he
• 6:11
  know
• 6:12
  about
• 6:12
  the
• 6:12
  telephone?
• 6:12
  The
• 6:13
  telephone
• 6:13
  is
• 6:13
  like
• 6:14
  20
• 6:14
  years
• 6:14
  ago.
• 6:15
  Why
• 6:15
  do
• 6:15
  I
• 6:15
  need
• 6:15
  to
• 6:15
  listen
• 6:16
  to
• 6:16
  this
• 6:16
  today?
• 6:16
  And
• 6:16
  if
• 6:16
  that
• 6:17
  is
• 6:17
  you
• 6:17
  with
• 6:17
  those
• 6:17
  thoughts,
• 6:18
  I
• 6:18
  encourage
• 6:18
  you
• 6:19
  listen
• 6:19
  until
• 6:20
  the
• 6:20
  end
• 6:20
  of
• 6:20
  the
• 6:20
  conversation
• 6:21
  and
• 6:21
  then
• 6:21
  make
• 6:21
  a
• 6:21
  judgment.
• 6:22
  Don't
• 6:22
  switch
• 6:23
  off
• 6:23
  now.
• 6:23
  So
• 6:23
  what
• 6:23
  does
• 6:24
  your
• 6:24
  day
• 6:24
  to
• 6:24
  day
• 6:24
  look
• 6:25
  like
• 6:25
  now?
• 6:25
  The
• 6:25
  Nancy,
• 6:26
  I
• 6:26
  assume
• 6:26
  you're
• 6:26
  not
• 6:27
  still
• 6:27
  going
• 6:27
  out
• 6:27
  there
• 6:27
  and
• 6:28
  selling
• 6:28
  houses.
• 6:28
  So
• 6:29
  now
• 6:29
  you're
• 6:29
  the
• 6:29
  telephone
• 6:29
  assassin.
• 6:30
  Yeah,
• 6:30
  so
• 6:31
  I
• 6:31
  suppose
• 6:32
  it
• 6:32
  kind
• 6:32
  of
• 6:32
  progressed.
• 6:34
  I
• 6:34
  my
• 6:34
  last
• 6:35
  proper
• 6:35
  job,
• 6:35
  as
• 6:35
  my
• 6:36
  dad
• 6:36
  likes
• 6:36
  to
• 6:36
  put
• 6:36
  it,
• 6:36
  was
• 6:37
  selling
• 6:37
  databases.
• 6:38
  So
• 6:38
  I
• 6:38
  used
• 6:38
  to
• 6:39
  sell
• 6:39
  databases,
• 6:40
  but
• 6:40
  people
• 6:40
  used
• 6:40
  to
• 6:40
  ask
• 6:41
  me
• 6:41
  what
• 6:41
  do
• 6:41
  they
• 6:41
  say
• 6:41
  to
• 6:41
  people?
• 6:42
  So
• 6:42
  I
• 6:42
  wrote
• 6:42
  telesale
• 6:43
  scripts
• 6:43
  to
• 6:43
  do
• 6:44
  follow
• 6:44
  ups
• 6:45
  or
• 6:45
  reach
• 6:45
  out
• 6:46
  and
• 6:46
  then
• 6:46
  enough
• 6:46
  of
• 6:47
  them
• 6:47
  asked
• 6:47
  me
• 6:47
  if
• 6:47
  I
• 6:47
  would
• 6:48
  make
• 6:48
  calls
• 6:48
  for
• 6:48
  them.
• 6:48
  So
• 6:48
  I
• 6:49
  tried
• 6:49
  to
• 6:49
  set
• 6:49
  up
• 6:49
  a
• 6:49
  telemarketing
• 6:50
  company
• 6:50
  with
• 6:51
  a
• 6:51
  friend
• 6:52
  who
• 6:52
  worked
• 6:52
  at
• 6:52
  the
• 6:52
  same
• 6:52
  business
• 6:53
  at
• 6:53
  the
• 6:53
  time.
• 6:53
  It
• 6:54
  turned
• 6:54
  out
• 6:54
  he
• 6:54
  was
• 6:55
  full
• 6:56
  of
• 6:56
  a
• 6:56
  lot
• 6:56
  of
• 6:56
  hot
• 6:56
  air
• 6:57
  and
• 6:58
  blew
• 6:58
  our
• 6:58
  biggest
• 6:59
  client.
• 6:59
  But
• 6:59
  I
• 7:00
  won't
• 7:00
  go
• 7:00
  into
• 7:00
  that.
• 7:01
  So
• 7:01
  I
• 7:01
  ended
• 7:01
  up
• 7:01
  sort
• 7:02
  of
• 7:02
  working
• 7:02
  for
• 7:02
  myself
• 7:03
  and
• 7:03
  picking
• 7:03
  up
• 7:04
  the
• 7:04
  phone
• 7:04
  for
• 7:05
  various
• 7:05
  different
• 7:05
  clients.
• 7:06
  I
• 7:06
  was
• 7:06
  sort
• 7:06
  of
• 7:06
  a
• 7:06
  salesman
• 7:07
  for
• 7:07
  hire
• 7:08
  and
• 7:08
  I
• 7:08
  got
• 7:08
  quickly
• 7:08
  locked
• 7:09
  into
• 7:10
  retainers.
• 7:11
  So
• 7:12
  some
• 7:12
  people,
• 7:12
  it
• 7:12
  was
• 7:12
  four
• 7:13
  hours
• 7:13
  a
• 7:13
  week.
• 7:13
  I
• 7:13
  had
• 7:13
  a
• 7:14
  client
• 7:14
  who
• 7:14
  was
• 7:14
  two
• 7:14
  days
• 7:15
  a
• 7:15
  week,
• 7:15
  so
• 7:15
  it
• 7:16
  used
• 7:16
  to
• 7:16
  vary
• 7:16
  a
• 7:16
  little
• 7:17
  bit.
• 7:17
  But
• 7:17
  I
• 7:18
  then
• 7:18
  built
• 7:18
  a
• 7:18
  waiting
• 7:18
  list
• 7:19
  of
• 7:19
  clients
• 7:19
  and
• 7:20
  my
• 7:20
  accountant
• 7:20
  asked
• 7:21
  me
• 7:21
  how
• 7:21
  much
• 7:21
  I
• 7:21
  made
• 7:22
  from
• 7:22
  that
• 7:22
  waiting
• 7:22
  list
• 7:23
  and
• 7:23
  I
• 7:23
  didn't
• 7:24
  really
• 7:24
  have
• 7:24
  a
• 7:24
  smart
• 7:25
  answer
• 7:25
  for
• 7:25
  him.
• 7:26
  So
• 7:26
  he
• 7:26
  suggested
• 7:27
  that
• 7:27
  I
• 7:27
  stop
• 7:27
  selling
• 7:28
  fish
• 7:28
  and
• 7:28
  teach
• 7:29
  people
• 7:29
  to
• 7:29
  fish
• 7:29
  for
• 7:29
  themselves.
• 7:30
  So
• 7:30
  I
• 7:31
  phoned
• 7:31
  everybody
• 7:31
  and
• 7:31
  said,
• 7:31
  look,
• 7:32
  my
• 7:32
  waiting
• 7:32
  list
• 7:32
  isn't
• 7:33
  slowing
• 7:33
  up.
• 7:34
  My
• 7:34
  retainers
• 7:35
  are
• 7:35
  trying
• 7:36
  to
• 7:36
  lock
• 7:36
  me
• 7:36
  in
• 7:36
  for
• 7:36
  longer.
• 7:37
  I'm
• 7:37
  going
• 7:38
  to
• 7:38
  run
• 7:38
  a
• 7:38
  workshop
• 7:38
  to
• 7:39
  show
• 7:39
  you
• 7:39
  how
• 7:39
  to
• 7:39
  do
• 7:39
  this
• 7:39
  if
• 7:40
  you
• 7:40
  want
• 7:40
  to
• 7:40
  come
• 7:40
  along.
• 7:41
  And
• 7:41
  I
• 7:42
  think
• 7:42
  21
• 7:43
  out
• 7:43
  of
• 7:43
  23
• 7:43
  people
• 7:44
  said
• 7:44
  yes.
• 7:44
  I
• 7:45
  made
• 7:45
  a
• 7:45
  month's
• 7:46
  worth
• 7:46
  of
• 7:46
  money
• 7:46
  in
• 7:46
  a
• 7:47
  day.
• 7:47
  Was
• 7:47
  like,
• 7:48
  oh
• 7:48
  my
• 7:48
  God,
• 7:48
  I
• 7:49
  need
• 7:49
  to
• 7:49
  do
• 7:49
  more
• 7:49
  of
• 7:49
  this.
• 7:49
  So
• 7:50
  that's
• 7:50
  kind
• 7:50
  of
• 7:50
  how
• 7:51
  I
• 7:51
  then
• 7:51
  transitioned
• 7:52
  across.
• 7:53
  So
• 7:53
  my
• 7:53
  day
• 7:53
  to
• 7:53
  day
• 7:54
  life.
• 7:54
  Well,
• 7:55
  I
• 7:55
  suppose
• 7:55
  week
• 7:55
  to
• 7:55
  week
• 7:56
  it
• 7:56
  varies
• 7:56
  quite
• 7:57
  a
• 7:57
  lot.
• 7:57
  Obviously
• 7:58
  I've
• 7:58
  worked
• 7:59
  from
• 7:59
  home
• 7:59
  since
• 7:59
  well
• 8:00
  before
• 8:00
  COVID
• 8:01
  so
• 8:01
  having
• 8:01
  the
• 8:01
  home
• 8:01
  office
• 8:02
  wasn't
• 8:02
  a
• 8:02
  big
• 8:03
  surprise
• 8:03
  to
• 8:04
  me.
• 8:04
  It
• 8:04
  was
• 8:04
  lovely
• 8:05
  to
• 8:05
  go
• 8:05
  on
• 8:05
  site
• 8:06
  and
• 8:06
  train
• 8:06
  either
• 8:07
  with
• 8:07
  companies
• 8:07
  internally
• 8:08
  or
• 8:09
  to
• 8:09
  go
• 8:09
  to
• 8:09
  a
• 8:09
  big
• 8:09
  conference
• 8:10
  or
• 8:10
  event
• 8:10
  where
• 8:11
  I
• 8:11
  get
• 8:11
  to
• 8:11
  go
• 8:11
  on
• 8:11
  stage
• 8:12
  and
• 8:12
  network.
• 8:12
  Network
• 8:13
  and
• 8:13
  do
• 8:13
  all
• 8:13
  of
• 8:14
  that
• 8:14
  stuff
• 8:14
  too.
• 8:15
  So
• 8:15
  yeah,
• 8:16
  it
• 8:16
  really
• 8:17
  varies.
• 8:17
  I'm
• 8:18
  at
• 8:18
  I
• 8:19
  think
• 8:19
  at
• 8:19
  the
• 8:19
  moment
• 8:19
  I'm
• 8:20
  split
• 8:20
  between
• 8:21
  about
• 8:22
  50%
• 8:22
  of
• 8:22
  my
• 8:22
  time
• 8:23
  is
• 8:23
  training,
• 8:23
  30%
• 8:24
  is
• 8:24
  usually
• 8:25
  at
• 8:25
  events
• 8:25
  and
• 8:25
  then
• 8:26
  I
• 8:26
  do
• 8:26
  about
• 8:26
  20%
• 8:27
  of
• 8:27
  coaching
• 8:28
  or
• 8:28
  consulting.
• 8:28
  And
• 8:29
  I've
• 8:29
  launched
• 8:30
  an
• 8:30
  online
• 8:30
  academy
• 8:31
  recently
• 8:31
  as
• 8:31
  well.
• 8:32
  So
• 8:32
  I'm
• 8:32
  kind
• 8:32
  of
• 8:33
  keeping
• 8:33
  busy.
• 8:34
  Yes.
• 8:35
  So
• 8:35
  this
• 8:35
  non
• 8:36
  proper
• 8:36
  job
• 8:36
  of
• 8:37
  yours
• 8:37
  is
• 8:37
  actually
• 8:37
  going
• 8:37
  quite
• 8:38
  well.
• 8:38
  Yes,
• 8:39
  absolutely.
• 8:39
  And
• 8:40
  it's
• 8:40
  funny
• 8:40
  because
• 8:41
  I've
• 8:41
  got
• 8:41
  the
• 8:41
  brand
• 8:42
  and
• 8:42
  one
• 8:43
  of
• 8:43
  my
• 8:43
  clients
• 8:44
  nicknamed
• 8:44
  me
• 8:44
  early
• 8:45
  on
• 8:45
  I
• 8:45
  said
• 8:45
  stop
• 8:46
  giving
• 8:46
  me
• 8:46
  these
• 8:46
  databases
• 8:47
  that
• 8:47
  have
• 8:47
  been
• 8:47
  stolen
• 8:48
  from
• 8:48
  somewhere
• 8:49
  or
• 8:49
  brought
• 8:49
  along
• 8:49
  with
• 8:50
  a
• 8:50
  new
• 8:50
  employee.
• 8:51
  I
• 8:51
  said
• 8:51
  just
• 8:51
  give
• 8:51
  me
• 8:51
  a
• 8:52
  wish
• 8:52
  list
• 8:52
  or
• 8:52
  a
• 8:52
  hit
• 8:52
  list.
• 8:53
  And
• 8:54
  he,
• 8:54
  he
• 8:54
  referred
• 8:54
  to
• 8:54
  me
• 8:55
  as
• 8:55
  being
• 8:55
  his
• 8:55
  telephone
• 8:56
  assassin.
• 8:57
  And
• 8:57
  then
• 8:57
  about
• 8:57
  two
• 8:57
  or
• 8:57
  three
• 8:58
  weeks
• 8:58
  later
• 8:58
  another
• 8:59
  client
• 8:59
  said
• 8:59
  it
• 8:59
  to
• 9:00
  me.
• 9:00
  So
• 9:00
  I
• 9:00
  went
• 9:00
  back
• 9:01
  to
• 9:01
  my
• 9:01
  original
• 9:01
  client
• 9:01
  and
• 9:02
  he
• 9:02
  said
• 9:02
  I
• 9:02
  think
• 9:02
  you've
• 9:02
  got
• 9:02
  the
• 9:02
  name
• 9:03
  of
• 9:03
  your
• 9:03
  book.
• 9:03
  So
• 9:04
  yeah,
• 9:04
  that's
• 9:04
  kind
• 9:04
  of
• 9:04
  where
• 9:05
  it
• 9:05
  all
• 9:05
  came
• 9:05
  came
• 9:06
  from.
• 9:06
  But
• 9:07
  it's
• 9:07
  interesting
• 9:08
  because
• 9:08
  like
• 9:08
  you
• 9:08
  say,
• 9:08
  it's
• 9:08
  a
• 9:09
  topic
• 9:09
  that
• 9:09
  a
• 9:10
  lot
• 9:10
  of
• 9:10
  people
• 9:11
  are
• 9:11
  a
• 9:11
  bit
• 9:11
  scared
• 9:11
  of.
• 9:12
  Sales
• 9:12
  is
• 9:13
  sort
• 9:13
  of
• 9:13
  seen
• 9:13
  as
• 9:13
  a
• 9:13
  bit
• 9:13
  of
• 9:14
  a
• 9:14
  dirty
• 9:14
  word
• 9:14
  and,
• 9:15
  and
• 9:15
  telesales.
• 9:16
  Oh,
• 9:16
  that's
• 9:17
  the
• 9:17
  lowest
• 9:17
  of
• 9:17
  the
• 9:18
  low.
• 9:19
  And
• 9:19
  when
• 9:19
  people
• 9:19
  hear
• 9:20
  telephone
• 9:21
  assassin
• 9:21
  they
• 9:22
  kind
• 9:22
  of
• 9:22
  think
• 9:22
  it
• 9:22
  could
• 9:23
  be
• 9:23
  aggressive
• 9:23
  closing
• 9:24
  tactics
• 9:25
  and
• 9:25
  that
• 9:25
  kind
• 9:25
  of
• 9:25
  stuff.
• 9:25
  And
• 9:26
  it's
• 9:26
  so
• 9:27
  not
• 9:27
  that
• 9:27
  hopefully
• 9:27
  you
• 9:28
  can
• 9:28
  confirm
• 9:28
  a
• 9:28
  lot
• 9:28
  of
• 9:29
  this
• 9:29
  is
• 9:29
  just
• 9:29
  really
• 9:30
  good
• 9:30
  manners,
• 9:31
  okay?
• 9:31
  If
• 9:31
  you've
• 9:31
  got
• 9:31
  good
• 9:31
  manners,
• 9:32
  people
• 9:32
  will
• 9:32
  enjoy
• 9:33
  talking
• 9:33
  to
• 9:33
  you.
• 9:34
  And
• 9:34
  then
• 9:34
  I
• 9:34
  refer
• 9:34
  to
• 9:34
  it
• 9:35
  as
• 9:35
  advanced
• 9:36
  common
• 9:37
  sense,
• 9:37
  but
• 9:37
  it's
• 9:38
  actually
• 9:38
  emotional
• 9:39
  intelligence.
• 9:40
  It's
• 9:40
  understanding
• 9:41
  that
• 9:42
  before
• 9:42
  somebody's
• 9:43
  going
• 9:43
  to
• 9:43
  listen
• 9:43
  to
• 9:43
  you,
• 9:43
  you
• 9:43
  need
• 9:43
  to
• 9:44
  get
• 9:44
  them
• 9:44
  to
• 9:44
  like
• 9:44
  you,
• 9:45
  okay?
• 9:45
  If
• 9:45
  you
• 9:45
  want
• 9:46
  somebody
• 9:46
  to
• 9:46
  trust
• 9:46
  you,
• 9:46
  you
• 9:47
  need
• 9:47
  to
• 9:47
  establish
• 9:47
  your
• 9:47
  credibility,
• 9:48
  okay?
• 9:49
  And
• 9:49
  only
• 9:49
  once
• 9:49
  you've
• 9:50
  established
• 9:50
  your
• 9:50
  credibility
• 9:51
  can
• 9:51
  you
• 9:51
  then
• 9:52
  try
• 9:52
  and
• 9:52
  create
• 9:52
  some
• 9:53
  form
• 9:53
  of
• 9:53
  urgency
• 9:54
  and
• 9:54
  get
• 9:54
  them
• 9:54
  to
• 9:55
  do
• 9:55
  something
• 9:55
  as
• 9:55
  a
• 9:55
  result
• 9:56
  of
• 9:56
  speaking
• 9:56
  to
• 9:56
  you.
• 9:57
  So
• 9:57
  once
• 9:57
  people
• 9:58
  understand
• 9:58
  that
• 9:58
  and
• 9:59
  they
• 9:59
  slow
• 9:59
  down
• 9:59
  a
• 9:59
  little
• 10:00
  bit,
• 10:01
  it
• 10:01
  just
• 10:01
  makes
• 10:02
  the
• 10:02
  whole
• 10:02
  process
• 10:02
  a
• 10:03
  lot,
• 10:03
  a
• 10:03
  lot
• 10:03
  less
• 10:03
  daunting.
• 10:05
  And
• 10:05
  a
• 10:06
  lot
• 10:06
  of
• 10:06
  what
• 10:06
  I
• 10:06
  do
• 10:06
  now
• 10:07
  with
• 10:07
  marketing
• 10:07
  being
• 10:08
  so
• 10:08
  effective
• 10:09
  and
• 10:10
  so
• 10:10
  trackable,
• 10:11
  a
• 10:11
  lot
• 10:11
  of
• 10:11
  what
• 10:11
  I
• 10:11
  do
• 10:11
  now
• 10:12
  isn't
• 10:12
  cold
• 10:12
  calling,
• 10:13
  it's
• 10:13
  actually
• 10:14
  lead
• 10:14
  conversion.
• 10:15
  It's
• 10:15
  catching
• 10:16
  those
• 10:16
  leads
• 10:16
  and
• 10:17
  converting
• 10:17
  as
• 10:17
  many
• 10:17
  of
• 10:18
  them
• 10:18
  as
• 10:18
  possible
• 10:18
  and
• 10:18
  as
• 10:19
  quickly
• 10:19
  as
• 10:19
  possible
• 10:19
  as
• 10:20
  well.
• 10:21
  And
• 10:21
  once
• 10:22
  people
• 10:22
  realize
• 10:23
  that
• 10:23
  it's
• 10:23
  more
• 10:23
  about
• 10:24
  helping
• 10:24
  people
• 10:25
  to
• 10:25
  buy
• 10:25
  as
• 10:26
  opposed
• 10:26
  to
• 10:27
  selling
• 10:27
  to
• 10:27
  people,
• 10:28
  they
• 10:28
  realize
• 10:29
  that
• 10:29
  actually
• 10:29
  this
• 10:30
  is
• 10:30
  really
• 10:30
  softly,
• 10:31
  softly
• 10:32
  way
• 10:32
  of
• 10:32
  it's
• 10:32
  conversational
• 10:33
  strategy
• 10:34
  as
• 10:34
  opposed
• 10:34
  to
• 10:35
  sales
• 10:35
  tactics
• 10:37
  and
• 10:37
  a
• 10:37
  lot
• 10:37
  of
• 10:37
  it's
• 10:38
  for
• 10:38
  your
• 10:38
  own
• 10:38
  mindset
• 10:39
  so
• 10:39
  you
• 10:39
  don't
• 10:39
  feel
• 10:40
  like
• 10:40
  a
• 10:40
  cold
• 10:40
  caller
• 10:41
  and
• 10:41
  you
• 10:41
  dread
• 10:41
  picking
• 10:42
  up
• 10:42
  the
• 10:42
  phone
• 10:42
  and
• 10:43
  your
• 10:43
  hand
• 10:43
  shakes
• 10:44
  as
• 10:44
  you
• 10:44
  dial
• 10:44
  and
• 10:44
  your
• 10:44
  mouth
• 10:45
  goes
• 10:45
  dry.
• 10:45
  I
• 10:45
  want
• 10:46
  you
• 10:46
  to
• 10:46
  enjoy
• 10:46
  talking
• 10:47
  to
• 10:47
  people.
• 10:48
  There's.
• 10:48
  In
• 10:48
  my
• 10:48
  mind,
• 10:49
  there's
• 10:49
  opportunity
• 10:50
  in
• 10:50
  nearly
• 10:50
  every
• 10:50
  conversation
• 10:51
  that
• 10:51
  we
• 10:51
  have,
• 10:52
  but
• 10:52
  quite
• 10:52
  often
• 10:52
  it's
• 10:53
  not
• 10:53
  for
• 10:53
  us,
• 10:53
  which
• 10:53
  is
• 10:53
  why
• 10:54
  we
• 10:54
  don't
• 10:54
  notice
• 10:54
  it.
• 10:55
  And
• 10:55
  yeah,
• 10:56
  the
• 10:56
  more
• 10:56
  people
• 10:56
  we
• 10:57
  talk
• 10:57
  to,
• 10:57
  the
• 10:57
  more
• 10:57
  enriched
• 10:58
  our
• 10:58
  lives
• 10:58
  are.
• 10:58
  I
• 10:58
  think
• 10:58
  we
• 10:59
  all
• 10:59
  remember
• 10:59
  when
• 10:59
  Covid
• 11:00
  hit
• 11:00
  and
• 11:00
  we
• 11:00
  were
• 11:00
  all
• 11:01
  stuck
• 11:01
  inside.
• 11:02
  Everybody
• 11:02
  started
• 11:02
  talking
• 11:03
  to
• 11:03
  their
• 11:03
  postman
• 11:03
  was
• 11:04
  amusing.
• 11:04
  My
• 11:04
  postie
• 11:05
  was
• 11:05
  telling
• 11:05
  me
• 11:05
  his
• 11:05
  round
• 11:05
  was
• 11:06
  taking
• 11:06
  him
• 11:06
  so
• 11:06
  much
• 11:06
  longer.
• 11:07
  All
• 11:07
  of
• 11:07
  a
• 11:07
  sudden,
• 11:07
  everybody
• 11:08
  was
• 11:08
  friendly
• 11:08
  and
• 11:09
  wanted
• 11:09
  a
• 11:09
  quick
• 11:09
  chat
• 11:10
  because
• 11:10
  they
• 11:10
  were
• 11:10
  craving
• 11:11
  that
• 11:11
  kind
• 11:11
  of
• 11:11
  human
• 11:12
  interaction.
• 11:13
  So
• 11:13
  don't
• 11:14
  get
• 11:14
  me
• 11:14
  wrong,
• 11:14
  sending
• 11:14
  emails
• 11:15
  and
• 11:15
  doing
• 11:15
  marketing
• 11:16
  campaigns
• 11:16
  has
• 11:17
  huge
• 11:17
  reach,
• 11:18
  but
• 11:19
  having
• 11:19
  a
• 11:19
  conversation
• 11:20
  makes
• 11:20
  a
• 11:20
  real
• 11:20
  connection.
• 11:21
  And
• 11:22
  yeah,
• 11:22
  my
• 11:22
  view
• 11:22
  is
• 11:23
  an
• 11:23
  email
• 11:23
  usually
• 11:23
  gets
• 11:24
  it
• 11:24
  off
• 11:24
  your
• 11:24
  desk.
• 11:24
  It
• 11:24
  doesn't
• 11:25
  complete
• 11:25
  the
• 11:25
  task.
• 11:26
  Whereas
• 11:26
  a
• 11:26
  conversation
• 11:27
  lets
• 11:27
  you
• 11:27
  know
• 11:28
  where
• 11:28
  you
• 11:28
  stand.
• 11:28
  So
• 11:29
  why
• 11:29
  do
• 11:29
  we
• 11:29
  think
• 11:30
  then
• 11:30
  that
• 11:30
  people
• 11:30
  are
• 11:31
  so
• 11:31
  scared
• 11:31
  about
• 11:32
  using
• 11:32
  the
• 11:32
  phone?
• 11:32
  Because
• 11:32
  we
• 11:33
  are
• 11:33
  now
• 11:33
  living
• 11:33
  in
• 11:33
  a
• 11:33
  digital
• 11:34
  age.
• 11:34
  We
• 11:34
  can
• 11:35
  WhatsApp
• 11:35
  people,
• 11:35
  we
• 11:36
  can
• 11:36
  DM
• 11:36
  people.
• 11:37
  I
• 11:37
  mean,
• 11:37
  I
• 11:37
  am
• 11:38
  just
• 11:38
  as
• 11:38
  bad
• 11:38
  as
• 11:38
  the
• 11:38
  next
• 11:39
  person.
• 11:39
  I
• 11:39
  was
• 11:39
  just
• 11:39
  talking
• 11:40
  about
• 11:40
  this
• 11:40
  earlier
• 11:41
  to
• 11:41
  someone
• 11:41
  how
• 11:41
  now
• 11:42
  when
• 11:42
  someone
• 11:42
  leaves
• 11:42
  me
• 11:42
  a
• 11:43
  voicemail,
• 11:43
  I
• 11:43
  don't
• 11:43
  even
• 11:44
  listen
• 11:44
  to
• 11:44
  it.
• 11:44
  I
• 11:44
  just
• 11:45
  read
• 11:45
  the
• 11:45
  transcript
• 11:45
  of
• 11:46
  what
• 11:46
  the
• 11:46
  voicemail
• 11:46
  said,
• 11:47
  right?
• 11:48
  So
• 11:48
  I
• 11:48
  am
• 11:48
  really
• 11:49
  in
• 11:49
  the
• 11:49
  bracket
• 11:49
  of
• 11:50
  like,
• 11:50
  I
• 11:50
  don't
• 11:50
  like
• 11:50
  the
• 11:51
  phone,
• 11:51
  but
• 11:51
  I
• 11:51
  love
• 11:51
  zoom,
• 11:52
  right?
• 11:52
  That,
• 11:52
  to
• 11:52
  me,
• 11:53
  is
• 11:53
  a
• 11:53
  totally
• 11:53
  different
• 11:53
  thing
• 11:53
  than
• 11:54
  picking
• 11:54
  up
• 11:54
  my
• 11:54
  phone.
• 11:54
  So
• 11:55
  why
• 11:55
  is
• 11:55
  it
• 11:55
  that
• 11:55
  we
• 11:55
  think
• 11:56
  that
• 11:56
  today's
• 11:57
  consumers
• 11:58
  and
• 11:58
  us
• 11:58
  as
• 11:59
  business
• 11:59
  owners
• 11:59
  are
• 12:00
  so
• 12:00
  scared
• 12:00
  or
• 12:01
  don't
• 12:01
  like
• 12:01
  the
• 12:02
  phone?
• 12:02
  It's
• 12:03
  usually
• 12:03
  because
• 12:03
  we've
• 12:03
  had
• 12:04
  some
• 12:04
  bad
• 12:04
  experiences
• 12:05
  of
• 12:05
  receiving
• 12:06
  horrible
• 12:07
  sales
• 12:07
  calls
• 12:07
  that
• 12:08
  went
• 12:08
  really
• 12:08
  wrong.
• 12:08
  That
• 12:09
  where
• 12:09
  people
• 12:09
  were
• 12:10
  sometimes
• 12:10
  rude
• 12:11
  to
• 12:11
  you
• 12:11
  because
• 12:11
  you
• 12:11
  weren't
• 12:11
  interested
• 12:12
  or
• 12:13
  and
• 12:13
  you
• 12:13
  just
• 12:13
  think,
• 12:14
  I
• 12:14
  don't
• 12:14
  want
• 12:14
  to
• 12:15
  be
• 12:15
  like
• 12:15
  that.
• 12:16
  And
• 12:16
  once
• 12:16
  you've
• 12:16
  had
• 12:16
  those
• 12:17
  bad
• 12:17
  experiences,
• 12:18
  then
• 12:18
  the
• 12:18
  thought
• 12:18
  of
• 12:18
  picking
• 12:18
  up
• 12:19
  the
• 12:19
  phone
• 12:19
  becomes
• 12:20
  almost
• 12:20
  worse.
• 12:21
  In
• 12:22
  much
• 12:23
  older
• 12:23
  generations,
• 12:24
  some
• 12:25
  of
• 12:25
  them
• 12:25
  often
• 12:25
  say
• 12:26
  that
• 12:26
  when
• 12:26
  they
• 12:27
  hear
• 12:27
  a
• 12:27
  phone
• 12:27
  ring,
• 12:28
  they
• 12:28
  just
• 12:28
  assume
• 12:29
  it's
• 12:29
  bad
• 12:29
  news.
• 12:30
  Because
• 12:30
  back
• 12:30
  in
• 12:30
  the
• 12:30
  day,
• 12:31
  like
• 12:31
  when
• 12:31
  the
• 12:31
  phone
• 12:32
  rang,
• 12:32
  we
• 12:32
  all
• 12:32
  used
• 12:32
  to
• 12:32
  only
• 12:32
  have
• 12:33
  one
• 12:33
  in
• 12:33
  the
• 12:34
  hallway
• 12:34
  of
• 12:34
  our
• 12:34
  houses.
• 12:35
  And
• 12:35
  when
• 12:35
  it
• 12:35
  rang,
• 12:36
  usually
• 12:36
  something
• 12:37
  had
• 12:37
  happened.
• 12:37
  Okay.
• 12:39
  Or
• 12:39
  those
• 12:40
  of
• 12:40
  my
• 12:40
  generation,
• 12:41
  you'd
• 12:41
  be
• 12:41
  trying
• 12:41
  to
• 12:41
  talk
• 12:42
  to
• 12:42
  your
• 12:42
  girlfriend
• 12:42
  or
• 12:43
  your
• 12:43
  friends
• 12:43
  on
• 12:43
  the
• 12:43
  phone,
• 12:43
  whisper,
• 12:44
  whispering
• 12:44
  on
• 12:44
  the
• 12:44
  stairs,
• 12:45
  trying
• 12:45
  to
• 12:45
  have
• 12:46
  a
• 12:46
  conversation
• 12:46
  that
• 12:46
  the
• 12:47
  whole
• 12:47
  house
• 12:47
  could
• 12:47
  hear.
• 12:48
  So
• 12:49
  I
• 12:49
  think
• 12:49
  that
• 12:49
  there's
• 12:49
  an
• 12:50
  element
• 12:50
  of
• 12:51
  the
• 12:51
  bad
• 12:51
  experience
• 12:51
  of
• 12:52
  receiving
• 12:52
  horrible
• 12:53
  sales
• 12:53
  calls
• 12:53
  and
• 12:53
  we
• 12:54
  don't
• 12:54
  want
• 12:54
  to
• 12:54
  be
• 12:54
  like
• 12:54
  that.
• 12:55
  But
• 12:55
  now
• 12:56
  we
• 12:56
  are
• 12:56
  so
• 12:57
  much,
• 12:57
  technically
• 12:57
  so
• 12:58
  much
• 12:58
  more
• 12:58
  reachable.
• 12:58
  Most
• 12:59
  of
• 12:59
  us
• 12:59
  have
• 12:59
  this
• 12:59
  mobile
• 13:00
  phone
• 13:00
  in
• 13:00
  our
• 13:00
  hand,
• 13:00
  in
• 13:00
  our
• 13:01
  pocket
• 13:01
  or
• 13:01
  our
• 13:01
  bags
• 13:02
  all
• 13:02
  of
• 13:02
  the
• 13:02
  time.
• 13:03
  But
• 13:03
  it
• 13:03
  becomes
• 13:04
  a
• 13:04
  great
• 13:04
  screen
• 13:05
  because
• 13:05
  we're,
• 13:05
  we're
• 13:06
  bombarded
• 13:06
  with
• 13:06
  messages.
• 13:07
  We
• 13:07
  get
• 13:07
  so
• 13:07
  many
• 13:08
  direct
• 13:08
  mails,
• 13:09
  emails,
• 13:10
  messages
• 13:11
  coming
• 13:11
  through
• 13:12
  all
• 13:12
  the
• 13:12
  time.
• 13:13
  We
• 13:13
  are
• 13:13
  a
• 13:14
  little
• 13:14
  bit
• 13:14
  desensitized
• 13:15
  and
• 13:15
  we
• 13:15
  try
• 13:15
  and
• 13:15
  block
• 13:15
  and
• 13:16
  not.
• 13:16
  There's
• 13:16
  too
• 13:16
  much
• 13:17
  going
• 13:17
  on
• 13:17
  to
• 13:17
  listen
• 13:18
  to
• 13:18
  everything.
• 13:19
  So
• 13:19
  there
• 13:20
  are
• 13:20
  certain
• 13:20
  instances
• 13:21
  where,
• 13:21
  so
• 13:21
  for
• 13:21
  example,
• 13:22
  I
• 13:22
  get
• 13:22
  told
• 13:22
  that
• 13:23
  younger
• 13:23
  people
• 13:24
  are
• 13:24
  petrified
• 13:24
  off
• 13:25
  the
• 13:25
  phone
• 13:25
  and
• 13:26
  they,
• 13:26
  they
• 13:26
  are.
• 13:26
  But
• 13:26
  I've
• 13:27
  been
• 13:27
  doing
• 13:27
  this
• 13:27
  training
• 13:28
  for
• 13:28
  over
• 13:28
  10
• 13:28
  years
• 13:29
  now
• 13:29
  and
• 13:29
  it
• 13:29
  happens
• 13:30
  to
• 13:30
  older
• 13:30
  people
• 13:30
  as
• 13:31
  much
• 13:31
  as
• 13:31
  younger
• 13:31
  people.
• 13:32
  However,
• 13:33
  there
• 13:33
  are
• 13:33
  a
• 13:33
  few
• 13:33
  little
• 13:34
  tricks
• 13:34
  and
• 13:34
  things
• 13:35
  that
• 13:35
  I've
• 13:35
  learned
• 13:36
  when
• 13:36
  you're
• 13:36
  dealing
• 13:37
  with,
• 13:37
  with
• 13:37
  younger
• 13:38
  generations.
• 13:38
  For
• 13:38
  example,
• 13:39
  there's
• 13:39
  some
• 13:39
  lecturers
• 13:40
  who
• 13:41
  I
• 13:41
  know
• 13:41
  quite
• 13:41
  well
• 13:41
  who
• 13:42
  quite
• 13:42
  often
• 13:43
  need
• 13:43
  to
• 13:43
  speak
• 13:43
  to
• 13:43
  their
• 13:44
  students
• 13:44
  and
• 13:45
  they
• 13:45
  say
• 13:45
  if
• 13:45
  I
• 13:45
  just
• 13:45
  phone
• 13:46
  a
• 13:46
  student
• 13:46
  randomly,
• 13:47
  they're
• 13:47
  not
• 13:47
  going
• 13:48
  to
• 13:48
  answer.
• 13:48
  Okay.
• 13:49
  Whereas
• 13:49
  if
• 13:50
  I
• 13:50
  send
• 13:50
  them
• 13:50
  a
• 13:50
  message
• 13:51
  so
• 13:51
  that
• 13:51
  they
• 13:51
  know
• 13:51
  who
• 13:52
  I
• 13:52
  am
• 13:52
  and
• 13:52
  the
• 13:52
  numbers
• 13:52
  in
• 13:53
  their
• 13:53
  phone
• 13:53
  and
• 13:53
  they
• 13:53
  know
• 13:53
  that
• 13:54
  I'm
• 13:54
  going
• 13:54
  to
• 13:54
  be
• 13:54
  calling,
• 13:54
  then
• 13:55
  there's
• 13:55
  a
• 13:55
  good
• 13:55
  chance
• 13:56
  that
• 13:56
  they
• 13:56
  will
• 13:56
  either
• 13:56
  answer
• 13:57
  or
• 13:57
  respond
• 13:57
  to
• 13:58
  that
• 13:58
  message.
• 13:58
  Okay.
• 14:00
  So
• 14:00
  sometimes
• 14:00
  they
• 14:00
  just
• 14:00
  need
• 14:01
  a
• 14:01
  little
• 14:01
  bit
• 14:01
  of
• 14:01
  warning.
• 14:01
  You
• 14:02
  mentioned
• 14:02
  that
• 14:02
  you,
• 14:02
  you
• 14:02
  quite
• 14:03
  like
• 14:03
  zoom
• 14:03
  calls.
• 14:03
  Well,
• 14:04
  most
• 14:04
  people
• 14:04
  like
• 14:04
  a
• 14:05
  face
• 14:05
  to
• 14:05
  face
• 14:05
  or
• 14:05
  I
• 14:06
  know
• 14:06
  zoom
• 14:06
  isn't
• 14:07
  quite
• 14:07
  the
• 14:07
  same,
• 14:07
  but
• 14:08
  it's
• 14:08
  pretty
• 14:08
  damn
• 14:09
  close.
• 14:10
  I
• 14:11
  prefer
• 14:11
  that
• 14:11
  as
• 14:11
  well.
• 14:12
  But
• 14:12
  a
• 14:12
  lot
• 14:13
  of
• 14:13
  people
• 14:13
  prefer
• 14:14
  that
• 14:14
  method
• 14:15
  of
• 14:15
  communicating.
• 14:17
  Because
• 14:17
  when
• 14:17
  I
• 14:18
  ask
• 14:18
  you
• 14:18
  to
• 14:18
  justify
• 14:18
  it,
• 14:19
  you'll
• 14:19
  usually
• 14:19
  say,
• 14:19
  well,
• 14:19
  well,
• 14:20
  I
• 14:20
  can
• 14:20
  see
• 14:20
  if
• 14:20
  they're
• 14:20
  interested.
• 14:21
  Basically.
• 14:21
  I
• 14:21
  can
• 14:22
  read
• 14:22
  body
• 14:22
  language.
• 14:22
  It's
• 14:23
  much
• 14:23
  easier.
• 14:24
  I
• 14:24
  get
• 14:24
  visual
• 14:25
  cues,
• 14:25
  okay,
• 14:26
  which
• 14:26
  help,
• 14:27
  which
• 14:27
  I
• 14:28
  totally
• 14:28
  understand.
• 14:28
  But
• 14:29
  I
• 14:29
  often
• 14:29
  say
• 14:29
  to
• 14:29
  people
• 14:30
  that
• 14:30
  when
• 14:30
  you
• 14:30
  start
• 14:30
  getting
• 14:30
  into
• 14:31
  the
• 14:31
  phone,
• 14:32
  close
• 14:33
  your
• 14:33
  eyes
• 14:33
  when
• 14:33
  you,
• 14:33
  when
• 14:34
  you
• 14:34
  pick
• 14:34
  up
• 14:34
  the
• 14:34
  phone
• 14:35
  and
• 14:35
  I
• 14:35
  believe
• 14:35
  you
• 14:35
  can
• 14:36
  read
• 14:36
  body
• 14:36
  language
• 14:36
  down
• 14:37
  the
• 14:37
  phone.
• 14:37
  If
• 14:38
  you
• 14:38
  never
• 14:38
  met
• 14:38
  them,
• 14:38
  your
• 14:39
  brain
• 14:39
  will
• 14:39
  automatically
• 14:40
  create
• 14:40
  a
• 14:40
  picture
• 14:40
  of
• 14:41
  what
• 14:41
  you
• 14:41
  think
• 14:41
  they
• 14:41
  look.
• 14:42
  And
• 14:42
  they're
• 14:42
  never
• 14:42
  that
• 14:42
  good
• 14:42
  looking,
• 14:43
  I
• 14:43
  promise
• 14:43
  you.
• 14:43
  Okay.
• 14:44
  Because
• 14:44
  they're
• 14:44
  never
• 14:45
  as
• 14:45
  angry
• 14:45
  as
• 14:45
  you
• 14:45
  think
• 14:45
  they
• 14:45
  sound.
• 14:46
  But,
• 14:46
  but
• 14:47
  you
• 14:47
  will
• 14:47
  start
• 14:47
  to
• 14:47
  notice
• 14:48
  some
• 14:48
  of
• 14:48
  their
• 14:48
  mannerisms.
• 14:49
  You'll
• 14:50
  pick
• 14:50
  up
• 14:50
  from
• 14:50
  their
• 14:50
  breathing,
• 14:51
  whether
• 14:51
  they've
• 14:51
  kind
• 14:51
  of
• 14:51
  run
• 14:52
  to
• 14:52
  get
• 14:52
  to
• 14:52
  the
• 14:52
  phone.
• 14:53
  You'll,
• 14:53
  you'll
• 14:53
  notice
• 14:54
  from
• 14:54
  the
• 14:54
  ambient
• 14:54
  noise
• 14:55
  whether
• 14:55
  they're
• 14:55
  at
• 14:55
  a
• 14:55
  train
• 14:56
  station
• 14:56
  or
• 14:56
  whether
• 14:56
  they're
• 14:56
  somewhere
• 14:57
  quiet
• 14:57
  where
• 14:57
  they
• 14:57
  can
• 14:58
  talk
• 14:58
  or
• 14:58
  if
• 14:58
  they're
• 14:58
  driving
• 14:58
  and
• 14:59
  on
• 14:59
  a
• 14:59
  car
• 14:59
  kit,
• 14:59
  something
• 15:00
  like
• 15:00
  that.
• 15:01
  So
• 15:01
  you
• 15:01
  can
• 15:01
  pick
• 15:02
  up
• 15:02
  quite
• 15:02
  a
• 15:03
  lot,
• 15:03
  I
• 15:03
  think,
• 15:03
  down
• 15:04
  the
• 15:04
  phone,
• 15:04
  which
• 15:05
  a
• 15:05
  lot
• 15:05
  of
• 15:05
  people
• 15:05
  underestimate.
• 15:06
  And
• 15:06
  I
• 15:06
  think
• 15:06
  that
• 15:07
  in
• 15:07
  a
• 15:07
  busy
• 15:07
  environment
• 15:08
  it's
• 15:08
  hard
• 15:09
  to
• 15:09
  close
• 15:09
  off
• 15:09
  one
• 15:09
  of
• 15:10
  your
• 15:10
  senses
• 15:10
  and
• 15:10
  focus
• 15:11
  on,
• 15:11
  on
• 15:11
  the
• 15:11
  hearing
• 15:12
  and
• 15:12
  really
• 15:12
  listening
• 15:13
  and
• 15:13
  tun.
• 15:14
  And
• 15:14
  that's
• 15:15
  the
• 15:15
  beauty
• 15:15
  of
• 15:15
  great
• 15:16
  conversations
• 15:16
  that
• 15:17
  if
• 15:18
  you
• 15:18
  fully
• 15:18
  tune
• 15:18
  in
• 15:18
  and
• 15:19
  listen,
• 15:19
  the
• 15:19
  right
• 15:20
  thing
• 15:20
  to
• 15:20
  say
• 15:20
  next
• 15:20
  will
• 15:21
  pop
• 15:21
  into
• 15:21
  your
• 15:21
  head.
• 15:22
  The
• 15:22
  problem
• 15:22
  is
• 15:22
  most
• 15:22
  of
• 15:23
  us
• 15:23
  are
• 15:23
  waiting
• 15:23
  for
• 15:23
  our
• 15:23
  turn
• 15:23
  to
• 15:24
  talk.
• 15:24
  So
• 15:25
  quite
• 15:25
  often
• 15:27
  we'll
• 15:27
  say
• 15:27
  something
• 15:28
  that
• 15:28
  kind
• 15:28
  of
• 15:30
  takes
• 15:30
  the.
• 15:30
  It
• 15:31
  distorts
• 15:31
  the
• 15:31
  flow
• 15:32
  of
• 15:32
  the
• 15:32
  conversation
• 15:32
  a
• 15:33
  little
• 15:33
  bit.
• 15:33
  And
• 15:33
  this
• 15:33
  is
• 15:33
  where
• 15:34
  sales
• 15:34
  scripts,
• 15:34
  for
• 15:35
  example,
• 15:35
  don't
• 15:35
  really
• 15:36
  work
• 15:36
  because
• 15:37
  people
• 15:37
  either
• 15:37
  tend
• 15:38
  to
• 15:38
  read
• 15:39
  them,
• 15:39
  they
• 15:39
  don't
• 15:39
  learn
• 15:40
  them
• 15:40
  like
• 15:40
  an
• 15:40
  actor
• 15:40
  would,
• 15:40
  they
• 15:41
  read
• 15:41
  them.
• 15:41
  And
• 15:41
  I
• 15:41
  think
• 15:41
  we've
• 15:42
  all
• 15:42
  received
• 15:42
  that
• 15:42
  phone
• 15:43
  call
• 15:43
  of
• 15:43
  somebody
• 15:43
  reading
• 15:44
  a
• 15:44
  pitch
• 15:44
  down
• 15:44
  the
• 15:44
  phone.
• 15:45
  Yes,
• 15:45
  you're
• 15:45
  not
• 15:45
  nodding
• 15:46
  there
• 15:46
  and
• 15:46
  with
• 15:46
  a
• 15:46
  grimace
• 15:47
  on
• 15:47
  your
• 15:47
  face
• 15:47
  as
• 15:47
  if
• 15:47
  to
• 15:48
  go,
• 15:48
  yes,
• 15:48
  he's
• 15:48
  not
• 15:48
  very
• 15:49
  enjoyable.
• 15:50
  So
• 15:50
  yeah,
• 15:51
  people
• 15:51
  don't
• 15:51
  learn
• 15:51
  a
• 15:51
  script
• 15:52
  like
• 15:52
  an
• 15:52
  actor
• 15:52
  would.
• 15:52
  So
• 15:52
  it
• 15:52
  doesn't
• 15:53
  sound
• 15:53
  natural.
• 15:53
  You
• 15:54
  kind
• 15:54
  of
• 15:54
  sound
• 15:54
  like
• 15:54
  you're
• 15:54
  talking
• 15:55
  to
• 15:55
  a
• 15:55
  robot
• 15:55
  or
• 15:55
  an
• 15:55
  idiot.
• 15:56
  And
• 15:57
  I
• 15:57
  suppose
• 15:57
  the
• 15:57
  biggest
• 15:58
  issue
• 15:58
  with
• 15:58
  scripts
• 15:59
  is
• 15:59
  that,
• 15:59
  or
• 15:59
  particularly
• 15:59
  with
• 16:00
  sales
• 16:00
  scripts
• 16:00
  is
• 16:00
  that
• 16:00
  the
• 16:01
  person
• 16:01
  that
• 16:01
  you're
• 16:01
  phoning
• 16:02
  hasn't
• 16:02
  been
• 16:02
  sent
• 16:03
  their
• 16:03
  copy.
• 16:04
  So
• 16:04
  quite
• 16:04
  often
• 16:04
  they'll
• 16:05
  say
• 16:05
  something
• 16:05
  that
• 16:05
  isn't
• 16:06
  on
• 16:06
  the
• 16:06
  script
• 16:06
  and
• 16:06
  that
• 16:06
  you're
• 16:07
  not
• 16:07
  expecting.
• 16:07
  And
• 16:07
  if
• 16:08
  you
• 16:08
  return
• 16:08
  to
• 16:08
  your
• 16:08
  script
• 16:09
  again,
• 16:09
  you'll
• 16:09
  distort
• 16:10
  the
• 16:10
  flow
• 16:10
  of
• 16:10
  the
• 16:10
  conversation
• 16:11
  that
• 16:11
  will
• 16:11
  make
• 16:11
  you
• 16:11
  think
• 16:12
  something's
• 16:12
  not
• 16:13
  right
• 16:13
  here,
• 16:13
  what's
• 16:14
  going
• 16:14
  on.
• 16:15
  So
• 16:15
  yeah,
• 16:16
  it's
• 16:17
  a
• 16:17
  simple
• 16:17
  process
• 16:18
  that
• 16:18
  I
• 16:18
  think
• 16:18
  most
• 16:18
  people
• 16:19
  overcomplicate.
• 16:20
  Once
• 16:21
  people
• 16:21
  learn
• 16:21
  the
• 16:22
  etiquette
• 16:22
  that
• 16:22
  goes
• 16:23
  around
• 16:23
  it
• 16:23
  that
• 16:23
  frames
• 16:24
  the
• 16:24
  beginning
• 16:24
  and
• 16:24
  end
• 16:24
  of
• 16:25
  conversations,
• 16:25
  they
• 16:26
  start
• 16:26
  to
• 16:26
  realize
• 16:26
  they're
• 16:27
  not
• 16:27
  intrusive,
• 16:28
  it's
• 16:28
  actually
• 16:28
  very
• 16:28
  well
• 16:29
  mannered.
• 16:30
  And
• 16:30
  that
• 16:30
  once
• 16:30
  people
• 16:30
  give
• 16:31
  you
• 16:31
  permission
• 16:31
  to
• 16:31
  speak,
• 16:33
  you
• 16:33
  get
• 16:33
  to
• 16:33
  breathe
• 16:34
  out
• 16:34
  and
• 16:34
  then
• 16:34
  have
• 16:35
  a
• 16:35
  breath
• 16:35
  and
• 16:36
  you
• 16:36
  can
• 16:36
  talk
• 16:36
  to
• 16:37
  people,
• 16:37
  not
• 16:37
  quickly
• 16:38
  blurt
• 16:38
  out
• 16:38
  a
• 16:39
  pitch.
• 16:39
  And
• 16:40
  I
• 16:40
  suppose
• 16:40
  that's
• 16:40
  what
• 16:40
  I
• 16:40
  try
• 16:41
  and
• 16:41
  do,
• 16:41
  build
• 16:42
  people's
• 16:42
  confidence
• 16:43
  so
• 16:43
  that
• 16:43
  they
• 16:43
  pick
• 16:43
  up
• 16:44
  the
• 16:44
  phone
• 16:44
  and
• 16:44
  that
• 16:44
  they
• 16:44
  can
• 16:45
  kind
• 16:45
  of
• 16:45
  control
• 16:46
  where
• 16:46
  it's
• 16:46
  going
• 16:46
  to
• 16:46
  go.
• 16:47
  Interesting
• 16:47
  as
• 16:47
  well,
• 16:48
  because
• 16:48
  I've
• 16:48
  been
• 16:48
  self
• 16:48
  reflecting
• 16:49
  while
• 16:50
  you've
• 16:50
  been
• 16:50
  talking
• 16:50
  and
• 16:51
  thinking
• 16:51
  about
• 16:51
  it
• 16:51
  because
• 16:52
  obviously
• 16:52
  I
• 16:52
  open
• 16:52
  with
• 16:53
  I
• 16:53
  don't
• 16:53
  like
• 16:53
  the
• 16:53
  phone.
• 16:53
  So
• 16:54
  I
• 16:54
  was
• 16:54
  thinking,
• 16:54
  well,
• 16:54
  why
• 16:54
  is
• 16:54
  it
• 16:55
  that
• 16:55
  I
• 16:55
  don't
• 16:55
  like
• 16:55
  that,
• 16:55
  because
• 16:56
  I
• 16:56
  love
• 16:56
  to
• 16:56
  talk
• 16:56
  and
• 16:56
  I
• 16:57
  love
• 16:57
  zoom
• 16:57
  calls
• 16:57
  and
• 16:57
  I
• 16:57
  love
• 16:57
  this.
• 16:58
  And
• 16:58
  I
• 16:58
  realized,
• 16:58
  actually,
• 16:58
  I
• 16:58
  don't
• 16:59
  think
• 16:59
  it's
• 16:59
  to
• 16:59
  do
• 16:59
  with
• 17:00
  being
• 17:00
  on
• 17:00
  the
• 17:00
  phone.
• 17:01
  I
• 17:01
  think
• 17:01
  it's
• 17:01
  to
• 17:01
  do
• 17:02
  with
• 17:02
  that
• 17:02
  feeling
• 17:02
  of
• 17:03
  being
• 17:03
  interrupted
• 17:04
  in
• 17:04
  my
• 17:04
  day
• 17:05
  when
• 17:05
  I
• 17:05
  don't
• 17:05
  want
• 17:06
  to
• 17:06
  be.
• 17:06
  So
• 17:06
  it's
• 17:06
  actually
• 17:07
  the
• 17:07
  cold
• 17:07
  calling.
• 17:08
  It's
• 17:08
  the
• 17:08
  non
• 17:08
  appointment,
• 17:09
  because
• 17:09
  if
• 17:09
  I'm
• 17:09
  having
• 17:09
  a
• 17:09
  zoom
• 17:10
  call
• 17:10
  with
• 17:10
  someone,
• 17:10
  I've
• 17:11
  made
• 17:11
  an
• 17:11
  appointment.
• 17:12
  So,
• 17:12
  like,
• 17:12
  now
• 17:12
  we're
• 17:12
  having
• 17:13
  a
• 17:13
  conversation.
• 17:13
  We
• 17:13
  made
• 17:14
  an
• 17:14
  appointment
• 17:14
  to
• 17:14
  have
• 17:15
  this
• 17:15
  conversation
• 17:15
  now.
• 17:16
  And
• 17:16
  I'm
• 17:16
  really
• 17:16
  enjoying
• 17:16
  have
• 17:17
  the
• 17:17
  conversation.
• 17:17
  But
• 17:18
  if
• 17:18
  I'm
• 17:18
  in
• 17:18
  the
• 17:18
  middle
• 17:19
  of
• 17:19
  my
• 17:19
  child's
• 17:20
  dance
• 17:20
  class
• 17:20
  or
• 17:21
  at
• 17:21
  the
• 17:21
  side
• 17:21
  of
• 17:21
  the
• 17:21
  football
• 17:21
  pitch
• 17:22
  and
• 17:22
  I
• 17:22
  get
• 17:23
  a
• 17:23
  call,
• 17:23
  I'm
• 17:23
  like,
• 17:24
  why
• 17:24
  are
• 17:24
  they
• 17:24
  ringing
• 17:24
  me
• 17:25
  now?
• 17:25
  I
• 17:25
  don't
• 17:25
  want
• 17:25
  to
• 17:26
  speak
• 17:26
  to
• 17:26
  you
• 17:26
  now.
• 17:26
  And
• 17:26
  so
• 17:26
  I
• 17:27
  just
• 17:27
  don't
• 17:27
  answer
• 17:28
  or
• 17:28
  I
• 17:28
  don't
• 17:28
  listen
• 17:28
  to
• 17:28
  the
• 17:28
  voicemail,
• 17:29
  because
• 17:29
  if
• 17:29
  I
• 17:29
  listen
• 17:30
  to
• 17:30
  the
• 17:30
  voicemail,
• 17:30
  then
• 17:30
  I
• 17:31
  might
• 17:31
  suddenly
• 17:31
  start
• 17:31
  thinking
• 17:32
  about
• 17:32
  that
• 17:32
  thing.
• 17:32
  So
• 17:33
  actually
• 17:33
  it's
• 17:33
  interesting
• 17:34
  to
• 17:34
  think.
• 17:34
  It's
• 17:34
  not
• 17:34
  that
• 17:34
  I
• 17:35
  don't
• 17:35
  like
• 17:35
  the
• 17:35
  phone.
• 17:35
  I
• 17:36
  think
• 17:36
  it's,
• 17:36
  I
• 17:36
  just
• 17:36
  don't
• 17:37
  like
• 17:37
  being
• 17:37
  interrupted
• 17:38
  when
• 17:38
  I'm
• 17:38
  not
• 17:38
  expecting.
• 17:39
  And
• 17:39
  therefore
• 17:40
  you
• 17:40
  don't
• 17:40
  want
• 17:40
  to
• 17:40
  interrupt
• 17:40
  other
• 17:41
  people.
• 17:41
  So
• 17:41
  that
• 17:41
  actually
• 17:42
  tells
• 17:42
  me
• 17:42
  that
• 17:42
  you've
• 17:42
  got
• 17:44
  impeccable
• 17:44
  manners
• 17:45
  and
• 17:45
  that
• 17:45
  you're
• 17:45
  going
• 17:45
  to
• 17:45
  be
• 17:46
  amazing
• 17:46
  on
• 17:46
  the
• 17:46
  phone.
• 17:47
  Because
• 17:47
  the
• 17:47
  first
• 17:48
  technique
• 17:48
  or
• 17:48
  the
• 17:48
  first
• 17:49
  step,
• 17:49
  step
• 17:49
  in
• 17:50
  a
• 17:50
  conversation,
• 17:50
  I
• 17:51
  sort
• 17:51
  of
• 17:51
  referenced
• 17:51
  it
• 17:51
  a
• 17:52
  few
• 17:52
  minutes
• 17:52
  ago,
• 17:53
  was
• 17:53
  around
• 17:53
  getting
• 17:54
  permission
• 17:54
  to
• 17:54
  speak.
• 17:55
  Okay,
• 17:55
  so
• 17:55
  at
• 17:55
  the
• 17:55
  beginning
• 17:56
  of
• 17:56
  the
• 17:56
  call,
• 17:56
  you
• 17:57
  need
• 17:57
  to
• 17:57
  get
• 17:57
  permission
• 17:58
  to
• 17:58
  speak.
• 17:59
  And
• 17:59
  some
• 17:59
  people
• 18:00
  might
• 18:00
  do
• 18:00
  this
• 18:00
  by
• 18:00
  saying,
• 18:00
  oh,
• 18:00
  is
• 18:01
  now
• 18:01
  a
• 18:01
  good
• 18:01
  time?
• 18:01
  Or
• 18:01
  have
• 18:01
  you
• 18:01
  got
• 18:02
  a
• 18:02
  couple
• 18:02
  of
• 18:02
  minutes?
• 18:02
  Or
• 18:03
  something
• 18:03
  along
• 18:03
  those
• 18:03
  lines.
• 18:04
  But
• 18:04
  I
• 18:04
  just
• 18:04
  wrap
• 18:05
  it
• 18:05
  in
• 18:05
  great
• 18:06
  manners
• 18:06
  or
• 18:06
  great
• 18:06
  customer
• 18:07
  service,
• 18:07
  and
• 18:08
  I
• 18:08
  phone
• 18:08
  with
• 18:09
  the
• 18:09
  assumption
• 18:09
  that
• 18:10
  I
• 18:10
  probably
• 18:10
  called
• 18:10
  at
• 18:11
  a
• 18:11
  bad
• 18:11
  time.
• 18:11
  And
• 18:11
  I'm
• 18:12
  asking
• 18:12
  if
• 18:12
  there's
• 18:12
  a
• 18:12
  better
• 18:13
  time
• 18:13
  to
• 18:13
  call
• 18:13
  back.
• 18:13
  So
• 18:14
  if
• 18:14
  you
• 18:14
  were
• 18:14
  that
• 18:14
  busy,
• 18:15
  okay,
• 18:15
  you
• 18:16
  were
• 18:16
  distracted,
• 18:16
  like
• 18:17
  you
• 18:17
  say,
• 18:17
  the
• 18:17
  children's
• 18:18
  dance
• 18:18
  lesson,
• 18:19
  you
• 18:19
  wouldn't
• 18:19
  answer.
• 18:19
  Okay,
• 18:20
  let's
• 18:20
  just
• 18:20
  say
• 18:20
  the
• 18:21
  lesson
• 18:21
  started.
• 18:21
  Now
• 18:22
  you're
• 18:22
  checking
• 18:22
  your
• 18:22
  emails
• 18:22
  and
• 18:23
  the
• 18:23
  phone
• 18:23
  does
• 18:23
  ring.
• 18:24
  Okay,
• 18:24
  you're
• 18:24
  now
• 18:24
  able
• 18:25
  to
• 18:25
  answer
• 18:25
  it.
• 18:26
  So
• 18:26
  let's
• 18:26
  just
• 18:26
  say
• 18:26
  you
• 18:26
  do.
• 18:26
  It's
• 18:27
  not
• 18:27
  the
• 18:27
  perfect
• 18:27
  time,
• 18:28
  but
• 18:28
  if
• 18:28
  I
• 18:28
  started
• 18:28
  the
• 18:28
  call
• 18:28
  off
• 18:29
  to
• 18:29
  go,
• 18:29
  hey,
• 18:29
  Becca,
• 18:29
  my
• 18:29
  name's
• 18:30
  Anthony
• 18:30
  Steers.
• 18:30
  I
• 18:31
  was
• 18:31
  just
• 18:31
  hoping
• 18:31
  to
• 18:31
  chat
• 18:31
  to
• 18:31
  you
• 18:32
  for
• 18:32
  a
• 18:32
  couple
• 18:32
  of
• 18:32
  minutes,
• 18:32
  but
• 18:32
  I'm
• 18:33
  guessing
• 18:33
  I
• 18:33
  probably
• 18:34
  called
• 18:34
  at
• 18:34
  a
• 18:34
  bad
• 18:34
  time.
• 18:35
  Is
• 18:35
  there
• 18:35
  a
• 18:35
  better
• 18:36
  time
• 18:36
  to
• 18:36
  call
• 18:36
  you
• 18:36
  back?
• 18:37
  Okay,
• 18:37
  I'm
• 18:37
  now
• 18:37
  making
• 18:38
  it
• 18:38
  really
• 18:38
  easy
• 18:39
  for
• 18:39
  you
• 18:39
  to
• 18:39
  get
• 18:39
  out
• 18:40
  of
• 18:40
  this
• 18:40
  call.
• 18:40
  I'm
• 18:40
  not
• 18:40
  trying
• 18:40
  to
• 18:41
  interrupt
• 18:41
  your
• 18:41
  day.
• 18:42
  I'm
• 18:42
  just
• 18:42
  trying
• 18:42
  to
• 18:42
  connect.
• 18:43
  And
• 18:43
  what
• 18:43
  a
• 18:44
  lot
• 18:44
  of
• 18:44
  people
• 18:44
  tend
• 18:44
  to
• 18:44
  do
• 18:45
  is
• 18:45
  in
• 18:45
  that
• 18:45
  environment,
• 18:46
  you'd
• 18:46
  probably
• 18:46
  say,
• 18:46
  well,
• 18:47
  look,
• 18:47
  I'm
• 18:47
  actually
• 18:47
  at
• 18:47
  a
• 18:48
  dance
• 18:48
  lesson
• 18:48
  at
• 18:48
  the
• 18:48
  moment,
• 18:48
  but
• 18:49
  I'll
• 18:49
  be
• 18:49
  back
• 18:49
  in
• 18:49
  the
• 18:49
  office
• 18:49
  tomorrow.
• 18:50
  Could
• 18:50
  you
• 18:50
  give
• 18:50
  me
• 18:50
  a
• 18:50
  call
• 18:51
  around
• 18:51
  this
• 18:51
  time?
• 18:51
  And
• 18:51
  you'd
• 18:52
  give
• 18:52
  me
• 18:52
  an
• 18:52
  indication
• 18:52
  of
• 18:53
  a
• 18:53
  more
• 18:53
  convenient
• 18:54
  time.
• 18:54
  Okay.
• 18:55
  But
• 18:55
  we
• 18:55
  are
• 18:55
  all
• 18:56
  quite
• 18:56
  busy
• 18:56
  people,
• 18:57
  so
• 18:57
  there's
• 18:57
  a
• 18:57
  good
• 18:57
  chance
• 18:58
  that
• 18:58
  when
• 18:58
  you're
• 18:58
  on
• 18:58
  the
• 18:58
  move,
• 18:59
  when
• 18:59
  you
• 18:59
  hear
• 19:00
  that
• 19:00
  and
• 19:00
  you
• 19:00
  know
• 19:01
  somebody's
• 19:01
  making
• 19:01
  it
• 19:01
  really
• 19:02
  easy
• 19:02
  for
• 19:02
  you
• 19:02
  to
• 19:02
  get
• 19:03
  off
• 19:03
  the
• 19:03
  call,
• 19:03
  you
• 19:04
  think,
• 19:04
  well,
• 19:04
  I
• 19:04
  don't
• 19:04
  think
• 19:04
  this
• 19:04
  is
• 19:05
  a
• 19:05
  sales
• 19:05
  call.
• 19:05
  Right.
• 19:06
  Because.
• 19:06
  Because
• 19:06
  if
• 19:06
  it
• 19:06
  is,
• 19:06
  they're
• 19:07
  not
• 19:07
  very
• 19:07
  good
• 19:07
  at
• 19:07
  it,
• 19:07
  are
• 19:08
  they?
• 19:08
  Right.
• 19:08
  They're
• 19:08
  making
• 19:08
  it
• 19:09
  right.
• 19:09
  That's
• 19:09
  what
• 19:09
  you
• 19:09
  instantly
• 19:10
  think
• 19:10
  is,
• 19:10
  I
• 19:10
  don't
• 19:10
  think
• 19:10
  this
• 19:11
  is
• 19:11
  a
• 19:11
  sales
• 19:11
  call.
• 19:11
  So
• 19:12
  what
• 19:12
  a
• 19:12
  lot
• 19:12
  of
• 19:12
  people
• 19:12
  tend
• 19:12
  to
• 19:13
  do
• 19:13
  is
• 19:13
  that
• 19:13
  they'll
• 19:13
  answer
• 19:14
  the
• 19:14
  phone
• 19:14
  and
• 19:14
  they'll
• 19:14
  think,
• 19:14
  well,
• 19:15
  they've
• 19:15
  made
• 19:15
  it
• 19:15
  really
• 19:15
  easy
• 19:16
  for
• 19:16
  me
• 19:16
  to
• 19:16
  get
• 19:16
  out
• 19:16
  of
• 19:16
  this.
• 19:17
  They
• 19:17
  only
• 19:17
  want
• 19:17
  two
• 19:18
  minutes,
• 19:18
  and
• 19:18
  I'm
• 19:18
  not
• 19:18
  really
• 19:18
  too
• 19:19
  sure
• 19:19
  what
• 19:19
  it's
• 19:19
  about.
• 19:19
  And
• 19:20
  there's
• 19:20
  never
• 19:20
  really
• 19:20
  a
• 19:20
  good
• 19:20
  time
• 19:21
  to
• 19:21
  catch
• 19:21
  me
• 19:21
  because
• 19:21
  I'm
• 19:21
  a
• 19:21
  busy
• 19:22
  person.
• 19:22
  And
• 19:23
  all
• 19:23
  of
• 19:23
  that
• 19:23
  happens
• 19:23
  in
• 19:23
  about
• 19:24
  half
• 19:24
  a
• 19:24
  second.
• 19:24
  And
• 19:24
  they
• 19:25
  go,
• 19:25
  I
• 19:25
  quite
• 19:25
  like
• 19:26
  this.
• 19:26
  I
• 19:26
  don't
• 19:26
  dislike
• 19:27
  this
• 19:27
  person.
• 19:27
  And
• 19:28
  there's
• 19:28
  never
• 19:28
  a
• 19:28
  good
• 19:28
  time
• 19:29
  to
• 19:29
  catch
• 19:29
  me.
• 19:29
  So
• 19:29
  occasionally
• 19:30
  you
• 19:30
  get,
• 19:30
  well,
• 19:30
  go
• 19:31
  on
• 19:31
  then,
• 19:31
  Anthony,
• 19:31
  I've
• 19:32
  got
• 19:32
  two
• 19:32
  minutes.
• 19:32
  Now,
• 19:33
  what's
• 19:33
  the
• 19:33
  call
• 19:33
  about?
• 19:34
  And
• 19:34
  that
• 19:34
  is
• 19:35
  what
• 19:35
  you
• 19:35
  want.
• 19:35
  You'll
• 19:35
  even
• 19:36
  hear
• 19:36
  the
• 19:36
  phone
• 19:36
  creak
• 19:37
  slightly
• 19:37
  as
• 19:37
  they
• 19:38
  push
• 19:38
  it
• 19:38
  closer
• 19:38
  to
• 19:38
  their
• 19:39
  ear
• 19:39
  because
• 19:39
  they're
• 19:39
  now
• 19:40
  curious
• 19:40
  about
• 19:41
  why
• 19:41
  you
• 19:41
  are
• 19:41
  calling.
• 19:42
  Okay?
• 19:43
  That's
• 19:43
  what
• 19:43
  you
• 19:43
  want.
• 19:44
  Whereas
• 19:44
  a
• 19:44
  lot
• 19:44
  of
• 19:44
  salespeople,
• 19:45
  you'll
• 19:46
  answer
• 19:46
  the
• 19:46
  phone
• 19:46
  and
• 19:46
  they'll
• 19:47
  go,
• 19:47
  hey,
• 19:47
  Becca,
• 19:47
  this
• 19:48
  is
• 19:48
  my
• 19:48
  name
• 19:48
  and
• 19:48
  this
• 19:48
  is
• 19:48
  my
• 19:48
  company,
• 19:49
  and
• 19:49
  I'm
• 19:49
  going
• 19:49
  to
• 19:49
  speak
• 19:49
  really
• 19:50
  quickly
• 19:50
  so
• 19:50
  you
• 19:50
  can't
• 19:50
  interrupt
• 19:51
  me.
• 19:51
  And
• 19:51
  I'm
• 19:51
  going
• 19:51
  to
• 19:51
  hit
• 19:51
  you
• 19:51
  with
• 19:51
  a
• 19:52
  feature
• 19:52
  followed
• 19:52
  by
• 19:52
  a
• 19:52
  benefit,
• 19:53
  and
• 19:53
  then
• 19:53
  another
• 19:53
  feature
• 19:54
  followed
• 19:54
  by
• 19:54
  a
• 19:54
  benefit.
• 19:54
  And
• 19:54
  if
• 19:55
  you
• 19:55
  haven't
• 19:55
  hung
• 19:55
  up
• 19:55
  by
• 19:55
  the
• 19:55
  time
• 19:56
  I
• 19:56
  finish
• 19:56
  speaking,
• 19:56
  there's
• 19:56
  a
• 19:56
  really
• 19:57
  small
• 19:57
  chance
• 19:57
  that
• 19:57
  you
• 19:57
  might
• 19:57
  say
• 19:58
  yes.
• 19:58
  And
• 19:59
  you
• 19:59
  can
• 19:59
  almost
• 19:59
  hear
• 19:59
  them
• 20:00
  out
• 20:00
  of
• 20:00
  breath.
• 20:00
  Okay?
• 20:01
  Now,
• 20:02
  I
• 20:02
  joke.
• 20:02
  I
• 20:02
  call
• 20:02
  that
• 20:03
  premature
• 20:03
  elaboration.
• 20:04
  Okay?
• 20:05
  It's
• 20:05
  usually
• 20:05
  an
• 20:05
  overexcited
• 20:06
  or
• 20:06
  slightly
• 20:07
  desperate
• 20:07
  salesperson
• 20:08
  who.
• 20:08
  Who
• 20:08
  hasn't
• 20:09
  got
• 20:09
  past
• 20:09
  a
• 20:09
  gatekeeper
• 20:10
  in
• 20:10
  hours
• 20:10
  and
• 20:10
  just
• 20:10
  blurts
• 20:11
  a
• 20:11
  pitch
• 20:11
  over
• 20:11
  anybody.
• 20:12
  Whereas
• 20:12
  if
• 20:13
  you
• 20:13
  can
• 20:13
  rein
• 20:13
  it
• 20:13
  right
• 20:14
  back
• 20:14
  and
• 20:14
  you
• 20:15
  take
• 20:15
  out
• 20:15
  that
• 20:15
  feeling
• 20:16
  of
• 20:16
  I
• 20:16
  don't
• 20:16
  want
• 20:16
  to
• 20:16
  intrude
• 20:17
  and
• 20:17
  start
• 20:17
  it
• 20:18
  by
• 20:18
  not
• 20:18
  intruding,
• 20:19
  then
• 20:19
  actually
• 20:20
  you'll
• 20:20
  find
• 20:20
  that
• 20:20
  quite
• 20:21
  a
• 20:21
  few
• 20:21
  people
• 20:21
  will
• 20:21
  quite
• 20:22
  happily
• 20:22
  tell
• 20:22
  you
• 20:22
  a
• 20:23
  more
• 20:23
  convenient
• 20:23
  time
• 20:23
  to
• 20:23
  call
• 20:24
  back.
• 20:24
  In
• 20:24
  which
• 20:24
  case
• 20:24
  you'll
• 20:25
  probably
• 20:25
  want
• 20:25
  to
• 20:25
  send
• 20:25
  them
• 20:25
  a
• 20:25
  calendar
• 20:26
  invite.
• 20:26
  Get
• 20:26
  it,
• 20:26
  try
• 20:26
  and
• 20:26
  firm
• 20:27
  it
• 20:27
  up
• 20:27
  in
• 20:27
  the
• 20:27
  diary.
• 20:28
  Or
• 20:28
  you'll
• 20:29
  find
• 20:29
  that
• 20:29
  actually
• 20:29
  busy
• 20:30
  people
• 20:30
  are
• 20:30
  willing
• 20:31
  to
• 20:31
  have
• 20:31
  a
• 20:31
  quick
• 20:31
  chat
• 20:31
  with
• 20:32
  you.
• 20:32
  And
• 20:32
  as
• 20:32
  long
• 20:32
  as
• 20:32
  you're
• 20:32
  not
• 20:32
  going
• 20:33
  to
• 20:33
  go
• 20:33
  straight
• 20:33
  into
• 20:33
  a
• 20:34
  sales
• 20:34
  pitch
• 20:34
  in
• 20:35
  your
• 20:35
  two
• 20:35
  minutes,
• 20:36
  then
• 20:36
  hopefully
• 20:37
  you've
• 20:37
  got
• 20:37
  chance
• 20:37
  for
• 20:37
  them
• 20:38
  to
• 20:38
  engage
• 20:38
  with
• 20:38
  you.
• 20:39
  So
• 20:39
  I
• 20:40
  love
• 20:40
  the
• 20:40
  fact
• 20:40
  that
• 20:41
  you've
• 20:41
  that
• 20:41
  sort
• 20:41
  of
• 20:42
  epiphany
• 20:42
  thing
• 20:42
  of,
• 20:43
  well,
• 20:43
  I
• 20:43
  think
• 20:43
  I
• 20:43
  now
• 20:43
  know
• 20:43
  why
• 20:44
  I
• 20:44
  don't
• 20:44
  like
• 20:44
  it.
• 20:44
  It's
• 20:45
  more,
• 20:45
  I
• 20:45
  don't
• 20:45
  like
• 20:45
  being
• 20:45
  interrupted,
• 20:46
  therefore
• 20:46
  I
• 20:47
  don't
• 20:47
  want
• 20:47
  to
• 20:47
  interrupt.
• 20:48
  Well,
• 20:48
  pts
• 20:48
  or
• 20:49
  permission
• 20:49
  to
• 20:49
  speak.
• 20:50
  If
• 20:50
  you
• 20:50
  do
• 20:50
  that
• 20:50
  nicely
• 20:51
  at
• 20:51
  the
• 20:51
  beginning,
• 20:52
  hopefully
• 20:52
  it
• 20:52
  will
• 20:53
  take
• 20:53
  that
• 20:53
  feeling
• 20:54
  away.
• 20:54
  Okay.
• 20:55
  And
• 20:55
  once
• 20:55
  you
• 20:55
  realize
• 20:56
  that
• 20:56
  the
• 20:56
  people
• 20:56
  who
• 20:56
  do
• 20:57
  give
• 20:57
  you
• 20:57
  permission
• 20:57
  to
• 20:57
  speak
• 20:58
  and
• 20:58
  you
• 20:58
  end
• 20:58
  up
• 20:58
  talking
• 20:58
  with,
• 20:59
  when
• 20:59
  you
• 20:59
  realize
• 20:59
  that
• 20:59
  over
• 21:00
  thirds
• 21:00
  of
• 21:01
  people
• 21:01
  thank
• 21:01
  you
• 21:01
  for
• 21:02
  phoning
• 21:02
  them
• 21:02
  at
• 21:02
  the
• 21:03
  end,
• 21:03
  most
• 21:03
  people
• 21:03
  don't
• 21:03
  hear
• 21:04
  it,
• 21:04
  right?
• 21:04
  But
• 21:04
  listen
• 21:05
  out
• 21:05
  for
• 21:05
  it.
• 21:05
  Once
• 21:05
  you
• 21:06
  realize
• 21:06
  that
• 21:06
  2/3
• 21:07
  of
• 21:07
  people
• 21:07
  that
• 21:07
  you
• 21:07
  phone
• 21:08
  randomly
• 21:08
  thank
• 21:09
  you
• 21:09
  for
• 21:09
  phoning,
• 21:10
  you
• 21:10
  then
• 21:10
  realize
• 21:11
  that
• 21:11
  actually
• 21:11
  is
• 21:12
  appreciated.
• 21:12
  And
• 21:13
  then
• 21:13
  I
• 21:13
  turn
• 21:13
  up,
• 21:14
  I
• 21:14
  turn
• 21:14
  on
• 21:14
  the
• 21:14
  screws
• 21:15
  on
• 21:15
  people
• 21:15
  and,
• 21:16
  and
• 21:16
  the
• 21:16
  emotional
• 21:16
  thing
• 21:17
  of
• 21:17
  saying,
• 21:17
  so
• 21:18
  Becca,
• 21:18
  you're,
• 21:18
  you're
• 21:19
  getting
• 21:19
  famous
• 21:19
  now
• 21:19
  in
• 21:20
  this
• 21:20
  world,
• 21:20
  but
• 21:20
  not
• 21:20
  everybody
• 21:21
  knows
• 21:21
  who
• 21:21
  you
• 21:21
  are.
• 21:22
  So
• 21:22
  it's
• 21:22
  down
• 21:22
  to
• 21:22
  you
• 21:23
  to
• 21:23
  reach
• 21:23
  out
• 21:23
  and
• 21:24
  let
• 21:24
  people
• 21:24
  know
• 21:24
  who
• 21:25
  you
• 21:25
  are.
• 21:25
  Otherwise
• 21:25
  you're
• 21:26
  depriving
• 21:26
  your
• 21:26
  market
• 21:27
  of
• 21:27
  being
• 21:27
  able
• 21:27
  to
• 21:27
  work
• 21:28
  with
• 21:28
  you.
• 21:28
  Right.
• 21:28
  So
• 21:29
  then
• 21:29
  I
• 21:29
  turn
• 21:29
  it
• 21:29
  back
• 21:30
  on
• 21:30
  you
• 21:30
  and
• 21:30
  say,
• 21:30
  well,
• 21:30
  look,
• 21:30
  you're
• 21:31
  not
• 21:31
  going
• 21:31
  to
• 21:31
  intrude
• 21:31
  and
• 21:32
  actually
• 21:32
  owe
• 21:32
  it
• 21:32
  to
• 21:33
  your
• 21:33
  market
• 21:33
  to
• 21:33
  let
• 21:33
  them
• 21:34
  know
• 21:34
  who
• 21:34
  you
• 21:34
  are.
• 21:34
  You're
• 21:34
  brilliant
• 21:35
  and
• 21:35
  they
• 21:35
  need
• 21:35
  to
• 21:35
  know
• 21:36
  how
• 21:36
  you
• 21:36
  can
• 21:36
  help
• 21:36
  them.
• 21:37
  So,
• 21:37
  yeah,
• 21:37
  that,
• 21:38
  that's
• 21:38
  kind
• 21:38
  of
• 21:38
  how
• 21:38
  I
• 21:38
  would
• 21:39
  flip,
• 21:39
  flip
• 21:40
  the
• 21:40
  mindset
• 21:40
  a
• 21:41
  little
• 21:41
  bit
• 21:41
  there.
• 21:41
  I
• 21:41
  love
• 21:41
  it.
• 21:42
  And
• 21:42
  it's
• 21:42
  so
• 21:42
  true
• 21:42
  because
• 21:42
  actually
• 21:43
  now
• 21:43
  sometimes
• 21:43
  I
• 21:44
  will
• 21:44
  pick
• 21:44
  up
• 21:44
  the
• 21:44
  phone
• 21:44
  very
• 21:45
  occasionally
• 21:45
  if
• 21:45
  I've
• 21:45
  got,
• 21:46
  you
• 21:46
  know,
• 21:46
  if,
• 21:46
  say
• 21:46
  I'm
• 21:46
  at
• 21:47
  a
• 21:47
  venue
• 21:47
  and
• 21:47
  that
• 21:47
  venue's
• 21:48
  like,
• 21:48
  becca,
• 21:48
  do
• 21:48
  you
• 21:48
  know
• 21:49
  any
• 21:49
  really
• 21:49
  great
• 21:49
  DJs?
• 21:50
  And
• 21:50
  I'm
• 21:50
  so
• 21:50
  excited
• 21:51
  to,
• 21:51
  to
• 21:51
  send
• 21:52
  that
• 21:52
  person
• 21:52
  on
• 21:52
  that
• 21:52
  I
• 21:52
  want
• 21:53
  to
• 21:53
  pick
• 21:53
  up
• 21:53
  the
• 21:53
  phone
• 21:53
  to
• 21:53
  said
• 21:54
  DJ
• 21:54
  and
• 21:54
  say,
• 21:55
  guess
• 21:55
  what?
• 21:55
  I've
• 21:55
  just
• 21:55
  sent
• 21:56
  you
• 21:56
  onto
• 21:56
  this
• 21:56
  person.
• 21:57
  And
• 21:57
  it
• 21:58
  blows
• 21:58
  my
• 21:58
  mind
• 21:58
  when
• 21:58
  I
• 21:58
  do
• 21:59
  ring
• 21:59
  them
• 21:59
  and
• 21:59
  they're
• 21:59
  like,
• 21:59
  becca,
• 21:59
  I
• 22:00
  can't
• 22:00
  believe
• 22:00
  you
• 22:00
  called
• 22:01
  me.
• 22:01
  I
• 22:01
  can't
• 22:01
  believe
• 22:02
  you
• 22:02
  took
• 22:02
  the
• 22:02
  time
• 22:03
  to
• 22:03
  call
• 22:03
  me
• 22:04
  beck.
• 22:04
  Apparently
• 22:05
  you're
• 22:05
  really
• 22:05
  busy.
• 22:05
  And
• 22:06
  I'm
• 22:06
  like,
• 22:06
  oh,
• 22:06
  you
• 22:06
  actually
• 22:07
  want
• 22:07
  to
• 22:07
  hear
• 22:07
  from
• 22:07
  me?
• 22:07
  Because
• 22:08
  I'm
• 22:08
  just
• 22:08
  really
• 22:08
  excited
• 22:09
  to
• 22:09
  tell
• 22:09
  you
• 22:09
  this
• 22:09
  news.
• 22:10
  Well,
• 22:10
  that
• 22:10
  is
• 22:10
  the
• 22:11
  other
• 22:11
  thing
• 22:11
  that
• 22:12
  speakers.
• 22:13
  So
• 22:13
  I
• 22:13
  mentioned
• 22:13
  the
• 22:14
  Professional
• 22:14
  Speaking
• 22:14
  Association.
• 22:15
  A
• 22:15
  lot
• 22:15
  of
• 22:15
  them
• 22:15
  don't
• 22:16
  want
• 22:16
  to
• 22:16
  pick
• 22:16
  up
• 22:16
  the
• 22:16
  phone
• 22:17
  because
• 22:17
  then
• 22:17
  they
• 22:17
  might
• 22:17
  look
• 22:18
  desperate.
• 22:18
  Okay.
• 22:19
  You
• 22:19
  don't
• 22:19
  look
• 22:19
  too
• 22:20
  keen.
• 22:20
  Now
• 22:21
  what
• 22:21
  I
• 22:21
  find
• 22:21
  is,
• 22:22
  is
• 22:22
  that
• 22:23
  where
• 22:24
  people
• 22:24
  see
• 22:24
  you
• 22:24
  on
• 22:25
  stage
• 22:25
  and
• 22:25
  they
• 22:25
  think,
• 22:25
  oh
• 22:25
  my
• 22:25
  God,
• 22:26
  you
• 22:26
  must
• 22:26
  be
• 22:26
  part
• 22:26
  of
• 22:26
  a
• 22:26
  much,
• 22:26
  but
• 22:26
  you
• 22:27
  must
• 22:27
  have
• 22:27
  minions
• 22:28
  working
• 22:28
  for
• 22:28
  you.
• 22:29
  Right?
• 22:29
  You.
• 22:29
  Right.
• 22:30
  They
• 22:30
  don't
• 22:30
  realize
• 22:31
  that
• 22:31
  a
• 22:31
  lot
• 22:31
  of
• 22:31
  the
• 22:32
  stuff
• 22:32
  is.
• 22:32
  Is
• 22:32
  us.
• 22:33
  Okay.
• 22:34
  So
• 22:34
  if
• 22:34
  you
• 22:35
  want
• 22:35
  to,
• 22:35
  you
• 22:35
  can
• 22:35
  do
• 22:36
  a
• 22:36
  pre
• 22:36
  frame
• 22:37
  at
• 22:37
  the
• 22:37
  beginning
• 22:37
  where,
• 22:38
  let's
• 22:38
  just
• 22:38
  say
• 22:38
  somebody
• 22:39
  looks
• 22:39
  at
• 22:39
  you
• 22:39
  on
• 22:39
  LinkedIn
• 22:40
  and
• 22:40
  you
• 22:40
  thought,
• 22:40
  oh,
• 22:40
  that'd
• 22:40
  be
• 22:41
  a
• 22:41
  really
• 22:41
  good
• 22:41
  person
• 22:41
  to
• 22:41
  speak
• 22:42
  to.
• 22:42
  Okay.
• 22:42
  You
• 22:43
  could
• 22:43
  just
• 22:43
  pick
• 22:43
  up
• 22:43
  the
• 22:43
  phone
• 22:44
  randomly
• 22:44
  and
• 22:44
  go,
• 22:44
  hey,
• 22:44
  Becca,
• 22:45
  sorry
• 22:45
  for
• 22:45
  the
• 22:46
  random
• 22:46
  phone
• 22:46
  call.
• 22:46
  It
• 22:46
  would
• 22:47
  normally
• 22:47
  be
• 22:47
  one
• 22:47
  of
• 22:47
  my
• 22:47
  team
• 22:48
  that
• 22:48
  would
• 22:48
  reach
• 22:48
  out.
• 22:48
  But
• 22:49
  I
• 22:49
  noticed
• 22:49
  you
• 22:49
  on
• 22:49
  LinkedIn
• 22:50
  and
• 22:50
  I
• 22:50
  see
• 22:51
  that
• 22:51
  you
• 22:51
  liked
• 22:51
  an
• 22:51
  event
• 22:51
  that
• 22:52
  I
• 22:52
  spoke
• 22:52
  at.
• 22:52
  I
• 22:52
  just
• 22:52
  figured
• 22:53
  it
• 22:53
  might
• 22:53
  be
• 22:53
  worth
• 22:53
  having
• 22:53
  a
• 22:53
  coffee
• 22:54
  at
• 22:54
  some
• 22:54
  point.
• 22:54
  Okay.
• 22:55
  So
• 22:55
  you
• 22:55
  can
• 22:55
  make
• 22:55
  yourself
• 22:56
  sound
• 22:56
  like
• 22:57
  you're
• 22:57
  not
• 22:57
  just
• 22:57
  sat
• 22:57
  there
• 22:57
  twiddling
• 22:58
  your
• 22:58
  thumbs,
• 22:58
  looking
• 22:58
  on
• 22:59
  LinkedIn
• 22:59
  for
• 22:59
  somebody
• 22:59
  to
• 23:00
  talk
• 23:00
  to
• 23:00
  because
• 23:00
  you're
• 23:01
  really
• 23:01
  bored.
• 23:01
  It's
• 23:02
  a
• 23:02
  proactive
• 23:03
  way
• 23:03
  of
• 23:03
  kind
• 23:03
  of
• 23:04
  framing
• 23:04
  it.
• 23:06
  And,
• 23:06
  and
• 23:06
  I
• 23:07
  just
• 23:07
  remember
• 23:07
  there
• 23:07
  was
• 23:07
  a
• 23:07
  speake
• 23:08
  called
• 23:09
  Katie
• 23:10
  Balmacook
• 23:10
  who
• 23:11
  was
• 23:11
  on
• 23:11
  the
• 23:11
  Apprentice
• 23:12
  many
• 23:12
  years
• 23:13
  ago.
• 23:13
  And
• 23:13
  I
• 23:14
  remember
• 23:14
  doing
• 23:14
  some
• 23:14
  coaching
• 23:14
  with
• 23:15
  her
• 23:15
  and
• 23:15
  she
• 23:15
  used
• 23:15
  to
• 23:15
  phone
• 23:16
  people
• 23:16
  up
• 23:16
  because
• 23:16
  she
• 23:16
  sold
• 23:17
  this
• 23:17
  sort
• 23:17
  of
• 23:17
  group
• 23:18
  program
• 23:18
  and
• 23:18
  they
• 23:18
  would
• 23:19
  all
• 23:19
  go,
• 23:19
  oh
• 23:19
  my
• 23:19
  God,
• 23:19
  it's
• 23:20
  actually
• 23:20
  you
• 23:20
  who's
• 23:21
  called
• 23:21
  me.
• 23:21
  I
• 23:21
  wasn't
• 23:21
  expecting
• 23:22
  that.
• 23:22
  And
• 23:22
  she
• 23:23
  had
• 23:23
  almost
• 23:23
  100%
• 23:24
  close
• 23:24
  rate
• 23:25
  because
• 23:25
  they
• 23:25
  just
• 23:25
  weren't
• 23:25
  expecting
• 23:26
  her
• 23:26
  to
• 23:26
  be
• 23:27
  the
• 23:27
  one
• 23:27
  to
• 23:27
  pick
• 23:27
  up
• 23:27
  the
• 23:27
  phone.
• 23:28
  So
• 23:28
  I
• 23:29
  know
• 23:29
  you
• 23:29
  don't
• 23:29
  want
• 23:29
  to
• 23:29
  look
• 23:29
  desperate
• 23:30
  like
• 23:30
  you're
• 23:30
  sat
• 23:30
  there
• 23:30
  and
• 23:31
  as
• 23:31
  soon
• 23:31
  as
• 23:31
  the
• 23:31
  email
• 23:31
  comes
• 23:31
  in,
• 23:31
  you
• 23:31
  don't
• 23:32
  want
• 23:32
  to
• 23:32
  pick
• 23:32
  up
• 23:32
  the
• 23:32
  phone.
• 23:32
  Like
• 23:33
  you're
• 23:33
  sat
• 23:33
  there
• 23:33
  doing
• 23:33
  nothing.
• 23:34
  But
• 23:34
  at
• 23:34
  the
• 23:34
  same
• 23:34
  time,
• 23:35
  there's
• 23:35
  the
• 23:35
  early
• 23:35
  bird
• 23:36
  catches
• 23:36
  the
• 23:36
  worm
• 23:36
  sort
• 23:37
  of
• 23:37
  phrase.
• 23:37
  You,
• 23:38
  you
• 23:38
  do
• 23:38
  need
• 23:38
  to
• 23:39
  react.
• 23:39
  And
• 23:39
  if
• 23:40
  do
• 23:40
  spot
• 23:40
  stuff
• 23:40
  when
• 23:41
  it
• 23:41
  comes
• 23:41
  in,
• 23:41
  I
• 23:41
  tend
• 23:42
  to
• 23:42
  pick
• 23:42
  up
• 23:42
  the
• 23:42
  phone
• 23:42
  and
• 23:42
  say,
• 23:42
  hey,
• 23:43
  look,
• 23:43
  I've
• 23:43
  just,
• 23:43
  I've
• 23:43
  just
• 23:44
  jumped
• 23:44
  off
• 23:44
  zoom
• 23:44
  and
• 23:44
  seen
• 23:44
  this.
• 23:45
  Come
• 23:45
  in.
• 23:45
  I've
• 23:45
  not
• 23:45
  looked
• 23:46
  at
• 23:46
  your
• 23:46
  website
• 23:46
  yet,
• 23:46
  but
• 23:46
  thanks
• 23:47
  for
• 23:47
  your
• 23:47
  message.
• 23:47
  I've
• 23:47
  got
• 23:47
  15
• 23:48
  minutes.
• 23:48
  If
• 23:48
  you
• 23:48
  want
• 23:48
  to
• 23:48
  have
• 23:48
  a
• 23:49
  chat
• 23:49
  now
• 23:49
  or
• 23:49
  should
• 23:49
  we
• 23:49
  book
• 23:50
  something
• 23:50
  else
• 23:50
  in?
• 23:50
  Right.
• 23:51
  And
• 23:51
  I
• 23:51
  literally,
• 23:52
  it's
• 23:52
  that
• 23:52
  if
• 23:52
  you
• 23:52
  want
• 23:52
  to
• 23:53
  chat,
• 23:53
  we
• 23:53
  can.
• 23:53
  I'm
• 23:54
  responsive,
• 23:54
  I'm
• 23:55
  right
• 23:55
  and,
• 23:55
  and
• 23:55
  people
• 23:56
  like
• 23:56
  that.
• 23:57
  But
• 23:57
  if
• 23:57
  they
• 23:57
  can't
• 23:58
  talk
• 23:58
  right
• 23:58
  then,
• 23:58
  then
• 23:58
  it
• 23:59
  gets
• 23:59
  teed
• 23:59
  up
• 23:59
  for
• 24:00
  a
• 24:00
  proper
• 24:00
  conversation
• 24:01
  at
• 24:01
  the
• 24:01
  right
• 24:01
  time.
• 24:01
  Okay,
• 24:02
  you're
• 24:02
  convincing
• 24:02
  me
• 24:03
  already.
• 24:03
  This
• 24:03
  is
• 24:03
  why
• 24:03
  I
• 24:04
  told
• 24:04
  people
• 24:04
  to
• 24:04
  keep
• 24:04
  on
• 24:04
  listening,
• 24:05
  even
• 24:05
  if
• 24:05
  they
• 24:05
  were
• 24:06
  cynical.
• 24:06
  You're
• 24:07
  convincing
• 24:07
  me
• 24:07
  already
• 24:07
  that
• 24:08
  there
• 24:08
  is
• 24:08
  still
• 24:08
  a
• 24:08
  place
• 24:09
  in
• 24:09
  the
• 24:09
  world
• 24:09
  for
• 24:09
  this
• 24:10
  phone
• 24:10
  call.
• 24:10
  So
• 24:10
  let's
• 24:10
  think
• 24:11
  then
• 24:11
  about
• 24:11
  the
• 24:11
  wedding
• 24:12
  sales
• 24:12
  process,
• 24:13
  because
• 24:13
  obviously
• 24:13
  all
• 24:13
  my
• 24:14
  listeners
• 24:14
  are
• 24:14
  in
• 24:14
  the
• 24:14
  wedding
• 24:14
  industry.
• 24:15
  They
• 24:15
  might
• 24:15
  be
• 24:15
  working
• 24:15
  at
• 24:16
  a
• 24:16
  venue.
• 24:16
  They
• 24:16
  may
• 24:16
  be
• 24:16
  a
• 24:17
  photographer,
• 24:17
  a
• 24:17
  florist,
• 24:17
  a
• 24:18
  cake
• 24:18
  maker.
• 24:19
  Do
• 24:19
  you
• 24:19
  think
• 24:19
  there
• 24:19
  is
• 24:20
  still
• 24:20
  a
• 24:20
  place
• 24:20
  in
• 24:21
  that
• 24:21
  sales
• 24:21
  journey
• 24:22
  for
• 24:22
  a
• 24:22
  phone
• 24:23
  call?
• 24:23
  And
• 24:23
  if
• 24:24
  so,
• 24:24
  which
• 24:25
  part
• 24:25
  of
• 24:25
  the
• 24:26
  piece
• 24:26
  of
• 24:26
  the
• 24:26
  puzzle,
• 24:27
  where
• 24:27
  does
• 24:27
  that
• 24:27
  phone
• 24:27
  call
• 24:28
  come?
• 24:28
  So
• 24:29
  yes
• 24:29
  is
• 24:29
  the
• 24:30
  answer.
• 24:30
  It
• 24:31
  will
• 24:31
  vary
• 24:31
  depending
• 24:32
  on
• 24:32
  what
• 24:32
  it
• 24:32
  is
• 24:33
  you
• 24:33
  sell
• 24:33
  and
• 24:33
  your
• 24:33
  process.
• 24:34
  So
• 24:34
  maybe
• 24:35
  I
• 24:35
  might
• 24:35
  give
• 24:35
  a
• 24:35
  couple
• 24:36
  of
• 24:36
  different
• 24:36
  examples
• 24:37
  of
• 24:37
  the
• 24:37
  sorts
• 24:38
  of
• 24:38
  listeners
• 24:38
  that
• 24:39
  we
• 24:39
  have
• 24:39
  here.
• 24:40
  Most
• 24:40
  people
• 24:41
  tend
• 24:41
  to
• 24:41
  go
• 24:41
  on
• 24:41
  the
• 24:41
  assumption,
• 24:42
  well,
• 24:42
  if
• 24:42
  they've
• 24:43
  emailed
• 24:43
  the
• 24:43
  inquiry,
• 24:44
  then
• 24:44
  that's
• 24:44
  their
• 24:45
  preferred
• 24:45
  method
• 24:45
  of
• 24:45
  communication.
• 24:46
  I
• 24:46
  should
• 24:46
  email
• 24:47
  them
• 24:47
  back.
• 24:47
  Okay.
• 24:48
  What
• 24:48
  they
• 24:48
  don't
• 24:49
  do
• 24:49
  is
• 24:49
  go,
• 24:49
  oh,
• 24:49
  look,
• 24:50
  they
• 24:50
  emailed
• 24:50
  me
• 24:50
  at
• 24:50
  half
• 24:51
  past
• 24:51
  nine
• 24:51
  at
• 24:51
  night.
• 24:52
  That's
• 24:52
  why
• 24:52
  they
• 24:52
  didn't
• 24:52
  pick
• 24:53
  up
• 24:53
  the
• 24:53
  phone.
• 24:53
  It
• 24:53
  was
• 24:53
  because
• 24:54
  it
• 24:54
  was
• 24:54
  out
• 24:54
  of
• 24:54
  hours.
• 24:55
  Okay.
• 24:56
  But
• 24:56
  you
• 24:56
  can
• 24:56
  convince
• 24:57
  yourself
• 24:57
  that
• 24:57
  perhaps
• 24:58
  link
• 24:58
  that
• 24:58
  sending
• 24:59
  them
• 24:59
  an
• 24:59
  email
• 24:59
  response
• 25:00
  is
• 25:00
  good,
• 25:01
  but
• 25:01
  when
• 25:01
  you
• 25:01
  send
• 25:01
  that
• 25:02
  email
• 25:02
  to
• 25:02
  them
• 25:02
  of
• 25:03
  some
• 25:03
  answering
• 25:03
  their
• 25:04
  questions
• 25:04
  or
• 25:04
  sending
• 25:04
  them
• 25:04
  some
• 25:05
  prices,
• 25:05
  you
• 25:06
  then
• 25:06
  don't
• 25:06
  hear
• 25:06
  back
• 25:06
  from
• 25:07
  them
• 25:07
  sometimes.
• 25:07
  Right.
• 25:07
  And
• 25:07
  you
• 25:08
  don't
• 25:08
  know
• 25:08
  if
• 25:08
  it
• 25:08
  got
• 25:08
  through
• 25:08
  your
• 25:08
  spam
• 25:09
  filter,
• 25:09
  how
• 25:09
  many
• 25:09
  other
• 25:10
  people
• 25:10
  they
• 25:10
  spoke
• 25:10
  to.
• 25:10
  If
• 25:11
  you
• 25:11
  kind
• 25:11
  of
• 25:11
  got
• 25:12
  you,
• 25:12
  you
• 25:13
  hit
• 25:13
  the
• 25:13
  mark
• 25:13
  with
• 25:14
  what
• 25:14
  it
• 25:14
  was
• 25:14
  they
• 25:14
  asked
• 25:14
  for.
• 25:15
  So
• 25:15
  as
• 25:16
  soon
• 25:16
  as
• 25:16
  an
• 25:16
  inquiry
• 25:17
  comes
• 25:17
  in,
• 25:17
  typically
• 25:18
  I'd
• 25:18
  like
• 25:19
  a
• 25:19
  phone
• 25:19
  call.
• 25:20
  And
• 25:21
  so
• 25:21
  as
• 25:21
  a
• 25:22
  venue,
• 25:22
  if
• 25:22
  somebody
• 25:23
  picks
• 25:23
  a
• 25:24
  venue
• 25:24
  that
• 25:24
  they,
• 25:24
  they're
• 25:25
  thinking
• 25:25
  that
• 25:25
  they,
• 25:25
  they
• 25:26
  really
• 25:26
  like,
• 25:26
  okay,
• 25:27
  they've
• 25:27
  just
• 25:27
  been
• 25:27
  proposed
• 25:28
  to
• 25:28
  and
• 25:28
  they
• 25:28
  go,
• 25:28
  oh,
• 25:29
  wow,
• 25:29
  yes,
• 25:29
  we
• 25:29
  need
• 25:29
  to
• 25:29
  find
• 25:29
  a
• 25:30
  venue.
• 25:30
  Okay.
• 25:31
  When
• 25:31
  you
• 25:31
  go
• 25:31
  to
• 25:32
  a
• 25:32
  venue,
• 25:33
  you
• 25:33
  might
• 25:33
  reach
• 25:33
  out
• 25:33
  and
• 25:34
  say,
• 25:34
  hey
• 25:34
  there.
• 25:34
  In
• 25:34
  fact,
• 25:34
  I
• 25:35
  suppose
• 25:35
  with
• 25:35
  venues
• 25:35
  they
• 25:36
  do
• 25:36
  get
• 25:36
  emails,
• 25:36
  but
• 25:36
  I
• 25:36
  know
• 25:37
  they
• 25:37
  also
• 25:37
  get
• 25:37
  a
• 25:37
  few,
• 25:37
  quite
• 25:38
  a
• 25:38
  few
• 25:38
  telephone
• 25:38
  inquiries
• 25:39
  as
• 25:39
  well.
• 25:39
  Okay.
• 25:40
  And
• 25:40
  one
• 25:40
  of
• 25:40
  the
• 25:40
  things
• 25:41
  that
• 25:41
  say
• 25:41
  to
• 25:41
  them
• 25:41
  is
• 25:42
  whenever
• 25:42
  you
• 25:42
  talk
• 25:42
  to
• 25:42
  somebody,
• 25:43
  it's
• 25:43
  really
• 25:43
  important
• 25:44
  to
• 25:44
  tee
• 25:44
  up
• 25:44
  your
• 25:45
  next
• 25:45
  conversation.
• 25:46
  So
• 25:46
  even
• 25:46
  if
• 25:46
  you're
• 25:46
  going
• 25:47
  to
• 25:47
  send
• 25:47
  them
• 25:47
  information,
• 25:47
  if
• 25:48
  they've
• 25:48
  sort
• 25:48
  of
• 25:48
  said,
• 25:48
  oh,
• 25:48
  could
• 25:49
  you
• 25:49
  send
• 25:49
  me
• 25:49
  some
• 25:49
  quote?
• 25:50
  And
• 25:50
  our
• 25:50
  and
• 25:51
  your
• 25:51
  different
• 25:51
  packages
• 25:52
  and
• 25:52
  blah,
• 25:52
  blah,
• 25:52
  blah.
• 25:53
  So,
• 25:53
  yeah,
• 25:53
  no
• 25:53
  worries.
• 25:53
  I
• 25:53
  can
• 25:54
  put
• 25:54
  that
• 25:54
  all
• 25:54
  together
• 25:54
  by
• 25:54
  the
• 25:54
  end
• 25:55
  of
• 25:55
  the
• 25:55
  day.
• 25:55
  But
• 25:55
  realistically,
• 25:56
  when
• 25:57
  do
• 25:57
  you
• 25:57
  think
• 25:57
  you're
• 25:57
  going
• 25:57
  to
• 25:57
  get
• 25:57
  a
• 25:58
  chance
• 25:58
  to
• 25:58
  look
• 25:58
  at
• 25:58
  it
• 25:58
  by?
• 25:59
  Because
• 25:59
  I'd
• 25:59
  love
• 25:59
  to
• 25:59
  have
• 26:00
  15
• 26:00
  minutes
• 26:00
  with
• 26:00
  you
• 26:01
  and
• 26:01
  your
• 26:01
  partner
• 26:01
  where
• 26:01
  you
• 26:02
  can
• 26:02
  just
• 26:02
  go
• 26:02
  through
• 26:02
  it
• 26:02
  and
• 26:03
  let
• 26:03
  me
• 26:03
  know
• 26:03
  if
• 26:03
  there's
• 26:03
  anything
• 26:04
  I've
• 26:04
  missed
• 26:04
  or
• 26:04
  any
• 26:05
  questions
• 26:05
  or
• 26:05
  concerns.
• 26:06
  And
• 26:06
  I
• 26:06
  just
• 26:06
  want
• 26:07
  to
• 26:07
  make
• 26:07
  sure
• 26:07
  by
• 26:07
  the
• 26:07
  end
• 26:07
  of
• 26:07
  that
• 26:08
  conversation
• 26:08
  you
• 26:08
  have
• 26:08
  all
• 26:08
  the
• 26:09
  information
• 26:09
  you
• 26:09
  need
• 26:10
  from
• 26:10
  us
• 26:10
  to
• 26:10
  decide
• 26:11
  if
• 26:11
  you
• 26:11
  think
• 26:11
  will
• 26:11
  be
• 26:11
  a
• 26:12
  good
• 26:12
  fit.
• 26:12
  Right.
• 26:12
  So
• 26:12
  I'd
• 26:13
  always
• 26:13
  be
• 26:13
  teeing
• 26:13
  up
• 26:14
  the
• 26:14
  next
• 26:14
  conversation.
• 26:15
  When
• 26:15
  you
• 26:16
  get
• 26:16
  an
• 26:16
  inquiry
• 26:16
  for
• 26:16
  a
• 26:17
  venue,
• 26:17
  I
• 26:18
  often
• 26:18
  say
• 26:18
  that
• 26:19
  you
• 26:19
  need
• 26:19
  to
• 26:19
  offer
• 26:19
  people
• 26:19
  a
• 26:20
  test
• 26:20
  drive.
• 26:20
  This
• 26:20
  is
• 26:21
  about
• 26:21
  that
• 26:21
  creating
• 26:22
  urgency.
• 26:23
  And
• 26:23
  most
• 26:23
  test
• 26:23
  drives
• 26:24
  are
• 26:25
  heading
• 26:25
  towards
• 26:25
  you
• 26:26
  giving
• 26:26
  them
• 26:26
  a
• 26:26
  quote
• 26:27
  or
• 26:27
  a
• 26:27
  proposal.
• 26:28
  Okay.
• 26:28
  Sometimes
• 26:29
  if
• 26:30
  you,
• 26:30
  if
• 26:30
  you're
• 26:30
  a
• 26:31
  florist,
• 26:31
  you
• 26:31
  might
• 26:31
  invite
• 26:32
  them
• 26:32
  to
• 26:32
  the
• 26:32
  shop
• 26:32
  and
• 26:32
  they
• 26:32
  can
• 26:33
  see
• 26:33
  some
• 26:33
  different
• 26:33
  bouquets
• 26:34
  and
• 26:34
  designs
• 26:34
  and
• 26:35
  that
• 26:35
  kind
• 26:35
  of
• 26:35
  thing.
• 26:35
  If
• 26:36
  you're
• 26:36
  a
• 26:36
  dj,
• 26:36
  you
• 26:37
  might
• 26:37
  invite
• 26:37
  them
• 26:37
  to
• 26:38
  one
• 26:38
  of
• 26:38
  your
• 26:38
  gigs,
• 26:38
  send
• 26:39
  them
• 26:39
  a
• 26:39
  playlist,
• 26:40
  something
• 26:40
  along
• 26:40
  those
• 26:41
  lines,
• 26:41
  just
• 26:41
  to
• 26:41
  give
• 26:42
  them
• 26:42
  a
• 26:42
  flavor
• 26:42
  of
• 26:43
  what
• 26:43
  it
• 26:43
  is
• 26:43
  you
• 26:43
  do
• 26:45
  at
• 26:45
  a
• 26:45
  venue.
• 26:46
  There
• 26:46
  are
• 26:46
  two
• 26:47
  test
• 26:47
  drives
• 26:48
  that
• 26:48
  people
• 26:48
  always
• 26:49
  want,
• 26:49
  but
• 26:49
  it's
• 26:50
  kind
• 26:50
  of
• 26:50
  interesting
• 26:51
  because
• 26:51
  they're
• 26:51
  usually
• 26:52
  quite
• 26:52
  adamant
• 26:52
  in
• 26:52
  the
• 26:53
  order
• 26:53
  in
• 26:53
  which
• 26:53
  they
• 26:53
  want
• 26:54
  them,
• 26:54
  but
• 26:54
  not
• 26:54
  everybody's
• 26:54
  the
• 26:55
  same.
• 26:55
  And
• 26:55
  those
• 26:56
  two
• 26:56
  things
• 26:56
  are,
• 26:57
  is
• 26:57
  they
• 26:57
  want
• 26:57
  to
• 26:57
  quote
• 26:58
  because
• 26:58
  they
• 26:58
  want
• 26:58
  to
• 26:58
  know
• 26:58
  the
• 26:58
  prices
• 26:59
  and
• 26:59
  they
• 26:59
  want
• 26:59
  to
• 26:59
  go
• 27:00
  and
• 27:00
  visit
• 27:00
  because
• 27:00
  they
• 27:00
  want
• 27:00
  to
• 27:01
  have
• 27:01
  a
• 27:01
  look
• 27:01
  around.
• 27:01
  And
• 27:01
  it's
• 27:01
  interesting
• 27:02
  because
• 27:02
  some
• 27:02
  people,
• 27:03
  you'll
• 27:03
  say,
• 27:03
  well,
• 27:03
  why
• 27:03
  don't
• 27:03
  you
• 27:04
  come
• 27:04
  and
• 27:04
  have
• 27:04
  a
• 27:04
  look?
• 27:04
  And
• 27:05
  they'll
• 27:05
  say,
• 27:05
  well,
• 27:05
  what
• 27:05
  I'd
• 27:06
  like
• 27:06
  to
• 27:06
  get
• 27:06
  a
• 27:06
  quote
• 27:06
  first.
• 27:07
  I
• 27:07
  want
• 27:07
  to
• 27:07
  know
• 27:07
  if
• 27:07
  I
• 27:07
  can
• 27:08
  afford
• 27:08
  it
• 27:08
  before
• 27:08
  I
• 27:08
  come.
• 27:09
  Okay?
• 27:09
  Then
• 27:10
  you'll
• 27:10
  get
• 27:10
  somebody
• 27:10
  else
• 27:10
  that
• 27:10
  you'll
• 27:11
  say
• 27:11
  to
• 27:11
  them,
• 27:11
  well,
• 27:11
  why
• 27:11
  don't
• 27:11
  I
• 27:11
  put
• 27:11
  some
• 27:12
  prices
• 27:12
  together?
• 27:12
  And
• 27:12
  they
• 27:12
  go,
• 27:13
  well,
• 27:13
  hold
• 27:13
  on
• 27:13
  a
• 27:13
  second,
• 27:13
  let
• 27:13
  me
• 27:13
  come
• 27:14
  have
• 27:14
  a
• 27:14
  look
• 27:14
  and
• 27:14
  see
• 27:14
  if
• 27:14
  I
• 27:14
  like
• 27:15
  it
• 27:15
  first.
• 27:15
  Right,
• 27:16
  so.
• 27:16
  So
• 27:16
  you
• 27:16
  don't
• 27:16
  quite.
• 27:17
  Buyers
• 27:18
  are,
• 27:18
  are
• 27:19
  very
• 27:19
  individual,
• 27:20
  okay.
• 27:20
  And
• 27:20
  you
• 27:20
  need
• 27:21
  to
• 27:21
  listen
• 27:21
  to
• 27:21
  what
• 27:21
  it
• 27:21
  is
• 27:22
  they're
• 27:22
  looking
• 27:22
  for
• 27:23
  to
• 27:23
  help
• 27:23
  them
• 27:23
  get
• 27:24
  over
• 27:24
  the
• 27:24
  next
• 27:24
  hurdle.
• 27:25
  And
• 27:25
  this
• 27:25
  is
• 27:25
  why
• 27:26
  sometimes
• 27:26
  when
• 27:26
  you
• 27:26
  talked
• 27:27
  about
• 27:27
  the
• 27:27
  process,
• 27:28
  you
• 27:28
  do
• 27:28
  want
• 27:29
  to
• 27:29
  have
• 27:29
  conversations
• 27:29
  with
• 27:30
  people,
• 27:30
  but
• 27:30
  you
• 27:30
  want
• 27:31
  to
• 27:31
  have
• 27:31
  a
• 27:31
  selection
• 27:31
  of
• 27:32
  test
• 27:32
  Drives
• 27:33
  that,
• 27:34
  that
• 27:35
  kind
• 27:35
  of
• 27:35
  help
• 27:35
  them
• 27:36
  to
• 27:36
  qualify
• 27:36
  you
• 27:37
  and
• 27:37
  you
• 27:37
  to
• 27:37
  qualify
• 27:38
  them.
• 27:38
  And
• 27:38
  that's
• 27:39
  the,
• 27:39
  the
• 27:39
  key
• 27:39
  thing
• 27:40
  is
• 27:40
  if,
• 27:41
  if
• 27:41
  I
• 27:41
  get
• 27:41
  an
• 27:41
  inquiry,
• 27:42
  come
• 27:42
  in.
• 27:42
  Okay.
• 27:42
  Somebody
• 27:43
  says,
• 27:43
  anthony,
• 27:43
  you've
• 27:44
  been
• 27:44
  recommended,
• 27:45
  I'd
• 27:46
  like
• 27:46
  to
• 27:46
  talk
• 27:46
  to
• 27:47
  training.
• 27:47
  Can
• 27:47
  I
• 27:47
  get
• 27:47
  some
• 27:48
  information
• 27:48
  and
• 27:48
  some
• 27:49
  costs?
• 27:49
  Okay.
• 27:50
  Get
• 27:50
  emails
• 27:50
  like
• 27:51
  that
• 27:51
  every
• 27:51
  now
• 27:51
  and
• 27:51
  then.
• 27:51
  Now
• 27:52
  I'll
• 27:52
  be
• 27:52
  honest
• 27:52
  with
• 27:52
  you.
• 27:52
  I
• 27:53
  always
• 27:53
  think,
• 27:53
  oh
• 27:53
  man,
• 27:54
  you
• 27:54
  are
• 27:54
  so
• 27:54
  close.
• 27:54
  You
• 27:55
  are
• 27:55
  one
• 27:55
  click
• 27:55
  away.
• 27:56
  There's
• 27:56
  a
• 27:56
  group
• 27:56
  training
• 27:56
  page
• 27:57
  on
• 27:57
  my
• 27:57
  website
• 27:57
  where
• 27:57
  you
• 27:58
  can
• 27:58
  see
• 27:58
  all
• 27:58
  of
• 27:58
  my
• 27:58
  prices.
• 27:59
  You
• 27:59
  can
• 27:59
  download
• 27:59
  my
• 27:59
  programs.
• 28:00
  But
• 28:00
  don't
• 28:00
  worry,
• 28:01
  I'm
• 28:01
  not
• 28:01
  going
• 28:01
  to
• 28:01
  highlight
• 28:01
  that
• 28:02
  because
• 28:02
  that
• 28:02
  would
• 28:02
  be
• 28:02
  kind
• 28:02
  of
• 28:03
  passive
• 28:03
  aggressive.
• 28:03
  So
• 28:04
  what
• 28:04
  I
• 28:04
  need
• 28:04
  to
• 28:04
  do
• 28:04
  now
• 28:04
  is
• 28:05
  I
• 28:05
  would
• 28:05
  phone
• 28:05
  them.
• 28:05
  Okay.
• 28:06
  And
• 28:06
  if
• 28:07
  you
• 28:07
  didn't
• 28:07
  answer,
• 28:07
  Becca,
• 28:08
  my
• 28:08
  first
• 28:08
  message
• 28:08
  would
• 28:08
  be,
• 28:09
  hey,
• 28:09
  Becca,
• 28:10
  thanks
• 28:10
  ever
• 28:10
  so
• 28:10
  much
• 28:10
  for
• 28:11
  your
• 28:11
  inquiry
• 28:11
  through
• 28:11
  my
• 28:12
  website.
• 28:12
  More
• 28:12
  than
• 28:13
  happy
• 28:13
  to
• 28:13
  send
• 28:13
  you
• 28:13
  some
• 28:13
  information
• 28:14
  about
• 28:14
  training,
• 28:15
  but
• 28:15
  I
• 28:15
  would
• 28:16
  really
• 28:16
  love
• 28:16
  to
• 28:16
  know
• 28:16
  a
• 28:16
  little
• 28:16
  bit
• 28:17
  more
• 28:17
  about
• 28:17
  your
• 28:17
  team
• 28:18
  and
• 28:18
  what
• 28:18
  it
• 28:18
  is
• 28:18
  you're
• 28:18
  trying
• 28:19
  to
• 28:19
  achieve.
• 28:19
  If
• 28:20
  you
• 28:20
  get
• 28:20
  a
• 28:20
  moment,
• 28:20
  can
• 28:21
  you
• 28:21
  give
• 28:21
  me
• 28:21
  a
• 28:21
  call
• 28:21
  back
• 28:21
  on
• 28:22
  this
• 28:22
  number
• 28:22
  and
• 28:22
  I'll
• 28:23
  leave
• 28:23
  my
• 28:23
  mobile
• 28:24
  and
• 28:24
  then
• 28:24
  I'll
• 28:24
  say
• 28:24
  to
• 28:25
  them,
• 28:25
  but
• 28:25
  don't
• 28:25
  worry,
• 28:25
  I'll
• 28:26
  make
• 28:26
  a
• 28:26
  note
• 28:26
  to
• 28:26
  give
• 28:26
  you
• 28:27
  a
• 28:27
  call
• 28:27
  back
• 28:27
  end
• 28:27
  of
• 28:27
  tomorrow
• 28:28
  if
• 28:28
  I
• 28:28
  haven't
• 28:29
  heard
• 28:29
  from
• 28:29
  you.
• 28:29
  Okay?
• 28:30
  That's
• 28:30
  my
• 28:30
  TFR
• 28:31
  at
• 28:31
  the
• 28:31
  end
• 28:31
  saying
• 28:32
  if
• 28:32
  you
• 28:32
  don't
• 28:32
  call
• 28:32
  me
• 28:32
  back,
• 28:33
  I
• 28:33
  will
• 28:33
  call
• 28:33
  again
• 28:33
  at
• 28:34
  this
• 28:34
  time.
• 28:34
  Okay?
• 28:35
  Now
• 28:36
  let's
• 28:36
  say
• 28:36
  you
• 28:36
  don't
• 28:36
  call
• 28:36
  me
• 28:37
  back,
• 28:37
  okay?
• 28:37
  My
• 28:38
  second
• 28:38
  message
• 28:38
  would
• 28:38
  be,
• 28:39
  hey,
• 28:39
  Becca,
• 28:39
  it's
• 28:40
  Anthony
• 28:40
  Steers
• 28:40
  here,
• 28:41
  the
• 28:41
  telephone
• 28:41
  assassin
• 28:42
  chap.
• 28:42
  I
• 28:42
  don't
• 28:42
  know
• 28:42
  if
• 28:43
  you
• 28:43
  got
• 28:43
  my
• 28:43
  message
• 28:43
  yesterday.
• 28:44
  Right.
• 28:44
  That's
• 28:44
  my
• 28:45
  first
• 28:45
  bit
• 28:45
  of
• 28:45
  concern,
• 28:46
  customer
• 28:46
  service.
• 28:47
  So
• 28:47
  if
• 28:47
  you
• 28:47
  got
• 28:47
  my
• 28:47
  message
• 28:48
  yesterday,
• 28:49
  but
• 28:49
  more
• 28:49
  than
• 28:49
  happy
• 28:49
  to
• 28:49
  send
• 28:50
  you
• 28:50
  information,
• 28:50
  but
• 28:50
  would
• 28:50
  love
• 28:51
  to
• 28:51
  find
• 28:51
  out
• 28:51
  a
• 28:51
  bit
• 28:51
  more
• 28:51
  about
• 28:52
  your
• 28:52
  team
• 28:52
  and
• 28:52
  what
• 28:53
  you're
• 28:53
  trying
• 28:53
  to
• 28:53
  achieve.
• 28:53
  If
• 28:54
  you
• 28:54
  get
• 28:54
  a
• 28:54
  moment,
• 28:54
  please
• 28:55
  give
• 28:55
  me
• 28:55
  a
• 28:55
  call
• 28:55
  on
• 28:55
  this
• 28:56
  number.
• 28:56
  I'll
• 28:57
  send
• 28:57
  you
• 28:57
  a
• 28:57
  little
• 28:57
  text
• 28:58
  message
• 28:58
  now
• 28:58
  as
• 28:58
  well
• 28:59
  in
• 28:59
  case
• 28:59
  it's
• 28:59
  easier
• 28:59
  to
• 28:59
  respond.
• 29:00
  And
• 29:00
  I'll
• 29:01
  send
• 29:01
  you
• 29:01
  a
• 29:01
  LinkedIn
• 29:01
  message
• 29:02
  so
• 29:02
  we
• 29:02
  can
• 29:02
  connect
• 29:02
  on
• 29:03
  there
• 29:03
  too.
• 29:03
  I
• 29:03
  look
• 29:04
  forward
• 29:04
  to
• 29:04
  hearing
• 29:04
  from
• 29:04
  you,
• 29:05
  but
• 29:05
  don't
• 29:05
  worry,
• 29:05
  I've
• 29:06
  made
• 29:06
  a
• 29:06
  note
• 29:06
  to
• 29:06
  give
• 29:06
  you
• 29:06
  a
• 29:07
  call
• 29:07
  on
• 29:07
  Friday
• 29:07
  afternoon
• 29:08
  if
• 29:08
  I
• 29:08
  haven't
• 29:09
  heard
• 29:09
  back
• 29:09
  from
• 29:09
  you.
• 29:10
  Okay?
• 29:10
  So
• 29:10
  I'm
• 29:10
  trying
• 29:11
  to
• 29:11
  be
• 29:11
  polite,
• 29:11
  persistent
• 29:12
  and
• 29:12
  patient
• 29:12
  and
• 29:13
  I
• 29:13
  will
• 29:13
  keep
• 29:13
  nudging
• 29:14
  to
• 29:14
  try
• 29:14
  and
• 29:14
  get
• 29:14
  that
• 29:15
  information
• 29:15
  from
• 29:16
  you
• 29:16
  so
• 29:16
  that
• 29:17
  until
• 29:17
  I've
• 29:17
  qualified
• 29:18
  this,
• 29:18
  that's
• 29:18
  a
• 29:18
  very
• 29:18
  vague
• 29:19
  inquiry,
• 29:19
  they
• 29:20
  can
• 29:20
  see
• 29:20
  information
• 29:21
  on
• 29:21
  my
• 29:21
  website,
• 29:21
  I
• 29:22
  could
• 29:22
  just
• 29:22
  send
• 29:22
  them
• 29:22
  some
• 29:23
  program
• 29:23
  overviews
• 29:23
  and
• 29:24
  cross
• 29:24
  my
• 29:24
  fingers
• 29:24
  and
• 29:24
  hope
• 29:25
  they
• 29:25
  come
• 29:25
  back
• 29:25
  to
• 29:25
  me.
• 29:25
  But
• 29:26
  I
• 29:26
  know
• 29:26
  my
• 29:26
  chances
• 29:26
  of
• 29:26
  converting
• 29:27
  those
• 29:27
  are
• 29:27
  going
• 29:28
  to
• 29:28
  be
• 29:28
  much
• 29:28
  lower.
• 29:29
  And
• 29:29
  sometimes
• 29:30
  people,
• 29:31
  although
• 29:31
  I'm
• 29:31
  recommended,
• 29:32
  they
• 29:32
  have
• 29:33
  to
• 29:33
  get
• 29:33
  two
• 29:33
  or
• 29:33
  three
• 29:33
  prices
• 29:34
  and
• 29:34
  I
• 29:34
  want
• 29:35
  to
• 29:35
  know
• 29:35
  that
• 29:35
  when
• 29:35
  they
• 29:36
  do
• 29:36
  the
• 29:36
  inquiry
• 29:36
  so
• 29:37
  I
• 29:37
  can
• 29:37
  pre
• 29:37
  warn
• 29:37
  them
• 29:38
  I'm
• 29:38
  going
• 29:38
  to
• 29:38
  be
• 29:38
  the
• 29:39
  most
• 29:39
  expensive.
• 29:39
  Because
• 29:40
  if
• 29:40
  I
• 29:40
  haven't
• 29:40
  pre
• 29:40
  warned
• 29:41
  them
• 29:41
  and
• 29:41
  they
• 29:41
  are
• 29:41
  having
• 29:41
  to
• 29:41
  get
• 29:42
  prices,
• 29:42
  then
• 29:42
  I'm
• 29:42
  not
• 29:42
  going
• 29:43
  to
• 29:43
  win
• 29:43
  it
• 29:43
  anyway.
• 29:44
  Okay.
• 29:44
  So
• 29:44
  I
• 29:45
  then
• 29:45
  need
• 29:45
  to
• 29:45
  explain
• 29:46
  to
• 29:46
  them,
• 29:47
  can
• 29:47
  I
• 29:47
  just
• 29:47
  check,
• 29:48
  are
• 29:48
  you
• 29:48
  talking
• 29:49
  to
• 29:49
  sales
• 29:49
  training
• 29:50
  companies
• 29:50
  to
• 29:50
  get
• 29:51
  your
• 29:51
  other
• 29:51
  prices?
• 29:51
  And
• 29:52
  they
• 29:52
  say
• 29:52
  yes.
• 29:52
  And
• 29:52
  I
• 29:52
  go,
• 29:53
  brilliant.
• 29:53
  And
• 29:53
  you
• 29:53
  do
• 29:54
  know
• 29:54
  that
• 29:54
  I'm
• 29:54
  not
• 29:54
  sales
• 29:55
  trainer,
• 29:55
  right?
• 29:55
  And
• 29:56
  they'll
• 29:56
  go,
• 29:56
  oh,
• 29:57
  but
• 29:57
  it's
• 29:57
  our
• 29:57
  sales
• 29:57
  team
• 29:58
  and
• 29:58
  you
• 29:58
  were
• 29:58
  recommended.
• 29:59
  I'll
• 29:59
  say,
• 29:59
  yeah,
• 29:59
  but
• 29:59
  I'm
• 29:59
  more
• 29:59
  of
• 29:59
  a
• 30:00
  conversational
• 30:00
  strategist.
• 30:01
  I
• 30:01
  do
• 30:01
  work
• 30:01
  with
• 30:01
  sales
• 30:02
  teams.
• 30:02
  But
• 30:02
  if
• 30:02
  you're
• 30:03
  comparing
• 30:03
  me
• 30:03
  to
• 30:03
  sales
• 30:04
  trainers,
• 30:04
  their
• 30:05
  day
• 30:05
  rate's
• 30:05
  going
• 30:05
  to
• 30:06
  be
• 30:06
  a
• 30:06
  lot,
• 30:06
  lot
• 30:06
  lower
• 30:07
  than
• 30:07
  mine.
• 30:07
  So
• 30:07
  if
• 30:07
  you're
• 30:08
  going
• 30:08
  to
• 30:08
  come,
• 30:08
  if,
• 30:08
  if
• 30:08
  you're
• 30:08
  doing
• 30:09
  this
• 30:09
  based
• 30:09
  on
• 30:09
  price,
• 30:10
  I
• 30:10
  don't
• 30:10
  want
• 30:10
  to
• 30:10
  waste
• 30:10
  your
• 30:11
  time
• 30:11
  or
• 30:11
  mine.
• 30:11
  Okay.
• 30:12
  I
• 30:12
  want
• 30:12
  to
• 30:12
  disqualify
• 30:13
  people
• 30:13
  who
• 30:13
  can't
• 30:14
  afford
• 30:14
  me
• 30:14
  early
• 30:14
  on.
• 30:15
  Right.
• 30:15
  It's
• 30:15
  the
• 30:15
  reason
• 30:15
  I
• 30:15
  have
• 30:16
  my
• 30:16
  prices
• 30:16
  on
• 30:16
  my
• 30:16
  website.
• 30:17
  Even
• 30:17
  though
• 30:17
  a
• 30:18
  lot
• 30:18
  of
• 30:18
  my
• 30:18
  colleagues
• 30:18
  say
• 30:19
  you're
• 30:19
  an
• 30:19
  idiot
• 30:19
  for
• 30:19
  doing
• 30:19
  it.
• 30:20
  Okay.
• 30:21
  But
• 30:22
  that's
• 30:22
  kind
• 30:22
  of
• 30:22
  how
• 30:22
  I
• 30:23
  work.
• 30:23
  So
• 30:24
  I
• 30:24
  suppose
• 30:24
  the
• 30:24
  way
• 30:25
  I
• 30:25
  would
• 30:25
  build
• 30:25
  in
• 30:26
  calls
• 30:26
  process
• 30:27
  is
• 30:27
  you
• 30:27
  need
• 30:27
  to
• 30:28
  map
• 30:28
  out
• 30:28
  what
• 30:28
  are
• 30:29
  all
• 30:29
  of
• 30:29
  the
• 30:29
  touch
• 30:29
  points
• 30:30
  you
• 30:30
  need
• 30:30
  to
• 30:30
  make
• 30:30
  with
• 30:31
  a
• 30:31
  client
• 30:32
  from
• 30:32
  that
• 30:32
  initial
• 30:32
  inquiry,
• 30:34
  right
• 30:34
  the
• 30:34
  way
• 30:34
  through
• 30:34
  to
• 30:35
  not
• 30:35
  only
• 30:35
  winning
• 30:35
  them
• 30:35
  over,
• 30:36
  but
• 30:36
  getting
• 30:36
  a
• 30:36
  testimonial
• 30:37
  at
• 30:37
  the
• 30:37
  end
• 30:37
  of
• 30:38
  it.
• 30:38
  And
• 30:38
  that's
• 30:38
  where
• 30:39
  you
• 30:39
  need
• 30:39
  to
• 30:39
  go.
• 30:39
  So
• 30:39
  my
• 30:40
  inquiry
• 30:40
  comes
• 30:40
  in,
• 30:40
  I
• 30:41
  make
• 30:41
  a
• 30:41
  phone
• 30:41
  call.
• 30:41
  If
• 30:41
  I
• 30:41
  don't
• 30:42
  get
• 30:42
  a
• 30:42
  phone
• 30:42
  call
• 30:42
  back,
• 30:42
  I
• 30:43
  make
• 30:43
  another
• 30:43
  phone
• 30:43
  call
• 30:44
  and
• 30:44
  I
• 30:44
  send
• 30:44
  an
• 30:44
  email
• 30:45
  telling
• 30:45
  them
• 30:45
  I'm
• 30:45
  going
• 30:45
  to
• 30:45
  phone
• 30:46
  again.
• 30:46
  And
• 30:46
  then
• 30:46
  I
• 30:46
  phone
• 30:47
  again
• 30:47
  after
• 30:47
  two
• 30:48
  days
• 30:48
  or
• 30:48
  three
• 30:48
  days.
• 30:49
  And
• 30:49
  polite
• 30:50
  persistence
• 30:50
  and
• 30:51
  patience,
• 30:51
  if
• 30:51
  you
• 30:51
  do
• 30:52
  it
• 30:52
  with
• 30:52
  good
• 30:53
  manners,
• 30:53
  you'll
• 30:53
  find
• 30:54
  it's
• 30:54
  just
• 30:54
  great
• 30:54
  customer
• 30:55
  service
• 30:55
  people
• 30:56
  appreciate
• 30:57
  you
• 30:57
  following
• 30:57
  up
• 30:58
  with
• 30:58
  them.
• 30:58
  And
• 30:58
  I
• 30:58
  think
• 30:59
  that's
• 30:59
  the
• 30:59
  thing
• 30:59
  that
• 31:00
  most
• 31:00
  people
• 31:00
  are
• 31:00
  scared
• 31:01
  of,
• 31:01
  is
• 31:01
  if
• 31:01
  I
• 31:01
  keep
• 31:02
  following
• 31:02
  up,
• 31:02
  am
• 31:02
  I
• 31:02
  going
• 31:02
  to
• 31:03
  scare
• 31:03
  you
• 31:03
  away
• 31:04
  by
• 31:04
  being
• 31:04
  too
• 31:04
  persistent?
• 31:05
  So
• 31:05
  there
• 31:06
  is
• 31:06
  a
• 31:06
  stat
• 31:06
  that
• 31:06
  I
• 31:06
  often
• 31:06
  quote
• 31:07
  on
• 31:07
  stage,
• 31:07
  which
• 31:08
  Is
• 31:08
  they
• 31:08
  say
• 31:08
  80%
• 31:09
  of
• 31:09
  people
• 31:10
  require
• 31:11
  five
• 31:11
  follow
• 31:11
  ups
• 31:12
  after
• 31:12
  your
• 31:12
  initial
• 31:13
  meeting
• 31:13
  with
• 31:13
  them.
• 31:14
  Okay.
• 31:14
  Now,
• 31:15
  I
• 31:15
  used
• 31:15
  to
• 31:15
  think
• 31:15
  that
• 31:16
  those
• 31:16
  five
• 31:16
  attempts
• 31:17
  were
• 31:17
  because
• 31:17
  you.
• 31:18
  It
• 31:18
  was
• 31:18
  bad
• 31:18
  timing
• 31:19
  and
• 31:19
  you
• 31:19
  weren't
• 31:19
  getting
• 31:19
  hold
• 31:19
  of
• 31:20
  people,
• 31:20
  okay?
• 31:20
  That
• 31:21
  does
• 31:21
  play
• 31:21
  into
• 31:21
  it.
• 31:22
  But
• 31:22
  apparently
• 31:22
  there's
• 31:22
  some
• 31:22
  psychology
• 31:23
  in
• 31:23
  there
• 31:24
  that
• 31:24
  says,
• 31:24
  on
• 31:25
  the
• 31:25
  fifth
• 31:25
  attempt,
• 31:25
  you
• 31:26
  know,
• 31:26
  I
• 31:26
  want,
• 31:26
  want
• 31:27
  the
• 31:27
  business.
• 31:27
  Okay?
• 31:28
  It
• 31:28
  shows
• 31:28
  that
• 31:28
  I
• 31:29
  want
• 31:29
  the
• 31:29
  business.
• 31:30
  So
• 31:30
  people
• 31:30
  like
• 31:30
  to
• 31:31
  be
• 31:31
  chased.
• 31:31
  They
• 31:31
  like
• 31:31
  to
• 31:32
  play
• 31:32
  hard
• 31:32
  to
• 31:32
  get,
• 31:32
  okay?
• 31:34
  So
• 31:34
  you've
• 31:34
  got
• 31:35
  to
• 31:35
  follow
• 31:35
  up
• 31:35
  and
• 31:35
  follow
• 31:36
  up
• 31:36
  and
• 31:36
  follow
• 31:36
  up.
• 31:36
  And
• 31:37
  I
• 31:37
  think
• 31:37
  that's
• 31:37
  where
• 31:37
  a
• 31:37
  lot
• 31:37
  of
• 31:38
  people
• 31:38
  end
• 31:38
  up
• 31:38
  giving
• 31:38
  up
• 31:39
  too
• 31:39
  soon.
• 31:40
  And
• 31:40
  it
• 31:40
  just
• 31:40
  either
• 31:41
  goes
• 31:41
  cold
• 31:41
  or
• 31:41
  it
• 31:42
  goes
• 31:42
  to
• 31:42
  one
• 31:42
  of
• 31:42
  your
• 31:42
  competitors.
• 31:44
  So
• 31:44
  I
• 31:45
  feel
• 31:45
  like
• 31:45
  I
• 31:45
  probably
• 31:46
  didn't
• 31:46
  answer
• 31:46
  your
• 31:46
  question
• 31:47
  that
• 31:47
  well
• 31:47
  then.
• 31:47
  But
• 31:48
  I
• 31:48
  suppose,
• 31:48
  in
• 31:49
  summary,
• 31:49
  get
• 31:49
  as
• 31:50
  many
• 31:50
  conversations
• 31:51
  in
• 31:51
  with
• 31:51
  prospects
• 31:52
  as
• 31:52
  you
• 31:52
  can,
• 31:53
  because
• 31:53
  that's
• 31:53
  how
• 31:54
  you
• 31:54
  really
• 31:54
  connect
• 31:55
  with
• 31:55
  them.
• 31:55
  And
• 31:55
  in
• 31:55
  the
• 31:56
  world
• 31:56
  of
• 31:56
  weddings,
• 31:56
  I
• 31:56
  remember,
• 31:57
  sorry
• 31:57
  to
• 31:57
  sort
• 31:58
  of
• 31:58
  keep
• 31:58
  going
• 31:58
  on
• 31:58
  here,
• 31:59
  but
• 31:59
  I
• 32:00
  think
• 32:00
  it
• 32:00
  was
• 32:00
  perfect.
• 32:00
  Weddings
• 32:01
  Abroad,
• 32:02
  I
• 32:02
  met
• 32:02
  them
• 32:02
  through
• 32:03
  Guides
• 32:03
  for
• 32:03
  Brides,
• 32:04
  does
• 32:04
  kind
• 32:05
  of
• 32:05
  what
• 32:05
  it
• 32:05
  says
• 32:05
  on
• 32:05
  the
• 32:05
  tin.
• 32:06
  But
• 32:06
  it
• 32:07
  was
• 32:07
  interesting
• 32:07
  because
• 32:07
  they
• 32:08
  were
• 32:08
  talking
• 32:08
  to
• 32:08
  a
• 32:08
  lot
• 32:08
  of
• 32:09
  people,
• 32:09
  but
• 32:09
  I
• 32:09
  told
• 32:10
  them
• 32:10
  I
• 32:11
  thought
• 32:11
  they
• 32:11
  were
• 32:11
  acting
• 32:11
  like
• 32:11
  a
• 32:12
  travel
• 32:12
  agent,
• 32:13
  not
• 32:13
  a
• 32:13
  wedding
• 32:13
  company.
• 32:14
  Okay?
• 32:15
  So
• 32:15
  one
• 32:15
  of
• 32:15
  the
• 32:16
  key
• 32:16
  things
• 32:16
  I
• 32:16
  suggested
• 32:17
  that
• 32:17
  they
• 32:17
  started
• 32:18
  to
• 32:18
  do,
• 32:18
  which
• 32:19
  many
• 32:19
  of
• 32:19
  them
• 32:19
  told
• 32:19
  me
• 32:19
  they
• 32:20
  did
• 32:20
  when
• 32:20
  they
• 32:20
  first
• 32:20
  started,
• 32:21
  was
• 32:21
  at
• 32:22
  the
• 32:22
  beginning
• 32:22
  of
• 32:22
  the
• 32:22
  conversation,
• 32:23
  ask
• 32:24
  how
• 32:24
  the
• 32:24
  proposal
• 32:25
  happened.
• 32:25
  Okay?
• 32:26
  It's
• 32:26
  as
• 32:26
  story
• 32:26
  that
• 32:26
  they're
• 32:27
  going
• 32:27
  to
• 32:27
  have
• 32:27
  to
• 32:27
  retell.
• 32:28
  And
• 32:28
  it's
• 32:28
  either
• 32:28
  a
• 32:28
  lovely
• 32:28
  story
• 32:29
  or
• 32:29
  a
• 32:29
  funny
• 32:29
  story,
• 32:30
  okay?
• 32:32
  It
• 32:32
  helps
• 32:32
  build
• 32:33
  a
• 32:33
  picture
• 32:33
  of
• 32:33
  who
• 32:33
  they
• 32:34
  are.
• 32:34
  It
• 32:34
  shows
• 32:34
  an
• 32:34
  interest
• 32:35
  in
• 32:35
  their
• 32:35
  future.
• 32:36
  Okay.
• 32:37
  And
• 32:37
  I
• 32:37
  remember
• 32:37
  a
• 32:38
  few
• 32:38
  of
• 32:38
  them
• 32:38
  messaging
• 32:38
  me
• 32:39
  after
• 32:39
  I
• 32:39
  spoke
• 32:39
  at
• 32:39
  their
• 32:39
  conference
• 32:40
  to
• 32:40
  go,
• 32:40
  oh,
• 32:40
  my
• 32:40
  God,
• 32:41
  my
• 32:41
  conversion
• 32:42
  rate
• 32:42
  has
• 32:42
  just
• 32:42
  gone
• 32:43
  through
• 32:43
  the
• 32:43
  roof.
• 32:43
  And
• 32:44
  it's
• 32:44
  just
• 32:44
  because
• 32:44
  I'm
• 32:45
  doing
• 32:45
  that
• 32:45
  little
• 32:45
  nice
• 32:46
  bit
• 32:46
  at
• 32:46
  the
• 32:46
  beginning
• 32:47
  because
• 32:47
  people
• 32:47
  then
• 32:48
  like
• 32:48
  and
• 32:48
  trust
• 32:48
  you.
• 32:49
  And
• 32:49
  that's
• 32:50
  kind
• 32:50
  of
• 32:50
  people.
• 32:51
  People
• 32:51
  buy
• 32:52
  from
• 32:52
  people
• 32:52
  that
• 32:52
  they
• 32:52
  like
• 32:52
  or
• 32:53
  people
• 32:53
  like
• 32:53
  them.
• 32:53
  And
• 32:54
  yeah,
• 32:54
  if
• 32:54
  you
• 32:55
  can.
• 32:55
  If
• 32:55
  you
• 32:55
  can
• 32:55
  show
• 32:55
  an
• 32:55
  interest,
• 32:57
  it
• 32:57
  goes
• 32:57
  a
• 32:57
  really
• 32:58
  long
• 32:58
  way,
• 32:58
  as
• 32:58
  opposed
• 32:59
  to
• 32:59
  qualifying
• 33:00
  people
• 33:00
  and
• 33:00
  filling
• 33:01
  out
• 33:01
  boxes,
• 33:01
  I
• 33:02
  suppose.
• 33:02
  And
• 33:02
  you
• 33:02
  absolutely
• 33:03
  did
• 33:03
  answer
• 33:03
  my
• 33:04
  question.
• 33:04
  You
• 33:04
  gave
• 33:04
  me
• 33:04
  loads
• 33:05
  of
• 33:05
  detail
• 33:05
  there.
• 33:05
  And
• 33:05
  you're
• 33:06
  right,
• 33:06
  because
• 33:06
  every
• 33:06
  sales
• 33:07
  process
• 33:07
  is
• 33:07
  different
• 33:08
  and
• 33:08
  it's
• 33:08
  important
• 33:09
  to
• 33:09
  look
• 33:09
  at
• 33:09
  the
• 33:09
  touch
• 33:09
  points
• 33:10
  and
• 33:10
  it's
• 33:10
  also
• 33:10
  to
• 33:10
  look
• 33:11
  at
• 33:11
  what's
• 33:11
  going
• 33:12
  on
• 33:12
  out
• 33:12
  there.
• 33:12
  Now,
• 33:13
  I
• 33:13
  know
• 33:13
  from
• 33:13
  myself
• 33:14
  again,
• 33:15
  I
• 33:15
  am
• 33:16
  talking
• 33:16
  a
• 33:16
  lot
• 33:16
  at
• 33:17
  the
• 33:17
  moment
• 33:17
  about
• 33:18
  WhatsApp,
• 33:18
  because
• 33:19
  this
• 33:19
  year
• 33:19
  in
• 33:19
  the
• 33:19
  wedding
• 33:19
  industry,
• 33:20
  we're
• 33:20
  seeing
• 33:20
  a
• 33:20
  huge
• 33:21
  spike
• 33:21
  in
• 33:21
  people
• 33:22
  using
• 33:22
  WhatsApp
• 33:22
  and
• 33:23
  people
• 33:23
  wanting
• 33:23
  to
• 33:23
  inquire
• 33:24
  via
• 33:24
  WhatsApp
• 33:25
  and
• 33:25
  so
• 33:25
  if
• 33:25
  it
• 33:25
  was
• 33:25
  me
• 33:26
  and
• 33:26
  someone
• 33:26
  tried
• 33:27
  to
• 33:27
  call
• 33:27
  me
• 33:28
  instead
• 33:28
  of,
• 33:28
  and
• 33:28
  left
• 33:28
  a
• 33:28
  voicemail
• 33:29
  instead
• 33:29
  of
• 33:29
  emailing
• 33:30
  them,
• 33:30
  I
• 33:30
  would
• 33:30
  actually
• 33:31
  want
• 33:31
  them
• 33:31
  to
• 33:31
  WhatsApp
• 33:32
  me
• 33:32
  and
• 33:32
  go,
• 33:32
  I
• 33:32
  just
• 33:32
  tried
• 33:33
  to
• 33:33
  call
• 33:33
  you.
• 33:33
  Let
• 33:34
  me
• 33:34
  know
• 33:34
  when
• 33:34
  you're
• 33:34
  free.
• 33:34
  And
• 33:34
  in
• 33:35
  fact,
• 33:35
  it's
• 33:35
  funny
• 33:35
  because
• 33:35
  this
• 33:35
  is
• 33:36
  exactly
• 33:36
  when
• 33:36
  me
• 33:36
  and
• 33:37
  you
• 33:37
  spoke.
• 33:37
  What
• 33:38
  happened
• 33:38
  is
• 33:38
  you
• 33:38
  called
• 33:39
  me
• 33:39
  and
• 33:39
  then
• 33:39
  I
• 33:39
  think
• 33:39
  either
• 33:40
  I
• 33:40
  whatsapped
• 33:40
  you
• 33:40
  or
• 33:40
  you
• 33:41
  WhatsApp
• 33:41
  me
• 33:41
  back.
• 33:41
  And
• 33:41
  that's
• 33:42
  how
• 33:42
  it
• 33:42
  happened.
• 33:42
  So
• 33:43
  do
• 33:43
  you
• 33:43
  think
• 33:43
  there's
• 33:43
  a
• 33:43
  place
• 33:44
  for
• 33:44
  that
• 33:44
  WhatsApp
• 33:45
  conversation
• 33:45
  to
• 33:45
  go
• 33:46
  in
• 33:46
  there
• 33:46
  as
• 33:46
  well
• 33:46
  as
• 33:47
  or
• 33:47
  instead
• 33:47
  of
• 33:47
  the
• 33:47
  email?
• 33:48
  Definitely.
• 33:48
  I
• 33:49
  definitely
• 33:49
  see
• 33:49
  a
• 33:49
  trend
• 33:50
  in
• 33:50
  people
• 33:50
  using
• 33:50
  WhatsApp,
• 33:51
  probably
• 33:52
  more
• 33:52
  so
• 33:52
  than
• 33:52
  text
• 33:53
  messaging.
• 33:53
  Nowadays,
• 33:54
  the
• 33:55
  ones
• 33:55
  that
• 33:55
  tend
• 33:56
  to
• 33:56
  use
• 33:56
  text.
• 33:56
  Text
• 33:57
  messaging
• 33:57
  is
• 33:58
  if
• 33:58
  you
• 33:58
  know
• 33:58
  somebody
• 33:59
  is
• 33:59
  traveling
• 34:00
  or
• 34:00
  has
• 34:01
  bad
• 34:01
  search
• 34:01
  service.
• 34:02
  So
• 34:03
  sometimes
• 34:03
  if,
• 34:03
  if
• 34:03
  you
• 34:04
  don't
• 34:04
  get
• 34:04
  blue
• 34:04
  ticks
• 34:04
  on
• 34:05
  WhatsApp
• 34:05
  for
• 34:05
  a
• 34:05
  couple
• 34:05
  of
• 34:06
  messages,
• 34:06
  then
• 34:07
  people
• 34:07
  would
• 34:07
  tend
• 34:07
  to
• 34:08
  resort
• 34:08
  to
• 34:08
  a
• 34:08
  proper
• 34:09
  text
• 34:09
  message
• 34:10
  because
• 34:10
  it.
• 34:11
  The
• 34:11
  WhatsApps
• 34:11
  may
• 34:11
  not
• 34:12
  be
• 34:12
  going
• 34:12
  through.
• 34:13
  Some
• 34:13
  people
• 34:14
  can
• 34:14
  change
• 34:14
  their
• 34:14
  settings,
• 34:15
  obviously,
• 34:15
  so
• 34:15
  that
• 34:16
  you
• 34:16
  can't
• 34:16
  see
• 34:16
  when
• 34:17
  they're
• 34:17
  online
• 34:17
  or
• 34:17
  when
• 34:17
  they
• 34:18
  were
• 34:18
  last
• 34:18
  online
• 34:18
  as
• 34:19
  well.
• 34:19
  So
• 34:19
  if
• 34:19
  you,
• 34:19
  if
• 34:19
  you
• 34:19
  want
• 34:20
  to
• 34:20
  keep
• 34:20
  that
• 34:20
  private,
• 34:21
  you're.
• 34:21
  You're
• 34:21
  welcome
• 34:22
  to
• 34:22
  do
• 34:22
  so.
• 34:23
  I've
• 34:23
  got
• 34:23
  a
• 34:23
  lot
• 34:23
  of
• 34:23
  clients
• 34:24
  that
• 34:24
  use
• 34:24
  it.
• 34:24
  There
• 34:25
  are
• 34:25
  a
• 34:25
  couple.
• 34:25
  There
• 34:26
  are
• 34:26
  a
• 34:26
  small
• 34:26
  percentage
• 34:26
  of
• 34:27
  people
• 34:27
  who
• 34:27
  I'm
• 34:27
  starting
• 34:28
  to
• 34:28
  hear
• 34:28
  grumble
• 34:29
  about
• 34:29
  voice
• 34:30
  notes.
• 34:31
  But
• 34:31
  you
• 34:31
  kind
• 34:31
  of
• 34:31
  gave
• 34:32
  me
• 34:32
  a
• 34:32
  solution
• 34:32
  earlier
• 34:33
  because
• 34:33
  their
• 34:33
  big
• 34:34
  grumble
• 34:34
  was.
• 34:34
  One
• 34:34
  thing
• 34:34
  I
• 34:35
  don't
• 34:35
  like
• 34:35
  about
• 34:35
  WhatsApp
• 34:35
  is
• 34:36
  people
• 34:36
  send
• 34:36
  me
• 34:36
  voice
• 34:37
  notes
• 34:37
  that
• 34:37
  I
• 34:38
  can't
• 34:38
  scan,
• 34:38
  read.
• 34:39
  Right.
• 34:39
  I
• 34:39
  have
• 34:39
  to
• 34:40
  listen
• 34:40
  to
• 34:40
  the
• 34:40
  thing.
• 34:40
  Right.
• 34:41
  But
• 34:41
  like
• 34:41
  you
• 34:42
  said,
• 34:42
  you
• 34:42
  can
• 34:42
  get
• 34:42
  them
• 34:43
  transcribed
• 34:43
  and
• 34:44
  actually
• 34:45
  you
• 34:45
  could
• 34:45
  save
• 34:45
  yourself.
• 34:46
  So
• 34:46
  if
• 34:46
  that's
• 34:46
  one
• 34:46
  of
• 34:46
  the
• 34:46
  things
• 34:46
  that
• 34:46
  frustrates
• 34:47
  you,
• 34:48
  that's
• 34:48
  something
• 34:48
  that
• 34:49
  you
• 34:49
  can
• 34:49
  do
• 34:49
  to
• 34:50
  ease
• 34:50
  the
• 34:50
  process
• 34:51
  on
• 34:51
  WhatsApp.
• 34:51
  But
• 34:52
  I
• 34:52
  love
• 34:52
  WhatsApp.
• 34:52
  I
• 34:53
  do
• 34:53
  video
• 34:53
  messages
• 34:53
  to
• 34:54
  people
• 34:54
  as
• 34:54
  well
• 34:55
  too.
• 34:56
  And.
• 34:57
  And
• 34:57
  yeah,
• 34:58
  I
• 34:58
  feel
• 34:58
  like
• 34:59
  an
• 34:59
  audio
• 34:59
  message
• 35:00
  has
• 35:00
  a
• 35:00
  slightly
• 35:01
  different
• 35:02
  dynamic
• 35:02
  to
• 35:03
  a
• 35:03
  voicemail.
• 35:04
  A
• 35:04
  voicemail
• 35:04
  is,
• 35:04
  you've
• 35:05
  missed
• 35:05
  my
• 35:05
  call.
• 35:05
  WhatsApp
• 35:06
  is,
• 35:06
  I'm
• 35:06
  thinking
• 35:07
  of
• 35:07
  you.
• 35:07
  And
• 35:07
  I
• 35:07
  think
• 35:08
  that's
• 35:08
  the
• 35:09
  sort
• 35:09
  of
• 35:09
  style
• 35:09
  that,
• 35:10
  that
• 35:10
  you
• 35:10
  can
• 35:10
  then
• 35:11
  become
• 35:11
  quite
• 35:11
  friendly
• 35:12
  with
• 35:12
  people.
• 35:13
  And
• 35:13
  there's
• 35:13
  a
• 35:13
  lot
• 35:13
  of
• 35:13
  people
• 35:14
  who
• 35:14
  you'll
• 35:14
  call
• 35:14
  and
• 35:15
  you'll
• 35:15
  get
• 35:15
  that
• 35:15
  message
• 35:15
  back.
• 35:16
  Can't
• 35:16
  speak
• 35:16
  right
• 35:16
  now.
• 35:17
  And
• 35:17
  then.
• 35:17
  And
• 35:17
  then
• 35:17
  carton.
• 35:18
  Yeah.
• 35:18
  If
• 35:18
  it
• 35:18
  goes
• 35:19
  onto
• 35:19
  WhatsApp
• 35:19
  and
• 35:19
  it's
• 35:20
  all,
• 35:20
  let
• 35:20
  me
• 35:20
  know
• 35:20
  when's
• 35:20
  good.
• 35:21
  Brilliant.
• 35:21
  And
• 35:21
  then
• 35:21
  at
• 35:21
  4:00,
• 35:22
  I
• 35:22
  usually
• 35:22
  set
• 35:22
  a
• 35:22
  reminder
• 35:23
  to
• 35:23
  go.
• 35:23
  I
• 35:23
  haven't
• 35:23
  had
• 35:23
  a
• 35:23
  call
• 35:23
  back
• 35:24
  from
• 35:24
  Becca
• 35:24
  yet.
• 35:24
  Let
• 35:24
  me
• 35:24
  just
• 35:24
  drop
• 35:25
  her
• 35:25
  a
• 35:25
  quick
• 35:25
  message
• 35:25
  saying,
• 35:25
  hey,
• 35:26
  just
• 35:26
  checking
• 35:26
  you
• 35:26
  haven't
• 35:26
  forgotten
• 35:27
  about
• 35:27
  me.
• 35:27
  And
• 35:27
  a
• 35:27
  little
• 35:27
  smiley
• 35:28
  face.
• 35:28
  I
• 35:28
  can
• 35:29
  keep
• 35:29
  it
• 35:29
  friendly
• 35:29
  as
• 35:29
  a
• 35:29
  nudge
• 35:30
  and
• 35:30
  what
• 35:30
  have
• 35:30
  you.
• 35:31
  So
• 35:31
  absolute
• 35:32
  WhatsApp
• 35:33
  is.
• 35:33
  Is
• 35:33
  probably
• 35:34
  one
• 35:34
  of
• 35:34
  the
• 35:34
  preferred
• 35:35
  platforms
• 35:36
  of
• 35:36
  communication
• 35:37
  that
• 35:37
  is.
• 35:37
  Is
• 35:38
  starting
• 35:38
  to
• 35:39
  grow
• 35:39
  and
• 35:39
  grow
• 35:39
  more.
• 35:39
  I've
• 35:40
  got
• 35:40
  a
• 35:40
  lot
• 35:40
  of
• 35:40
  clients
• 35:41
  who
• 35:41
  communicate
• 35:42
  with
• 35:42
  their
• 35:42
  clients
• 35:42
  through
• 35:43
  WhatsApp,
• 35:43
  for
• 35:43
  sure.
• 35:43
  Yeah.
• 35:44
  And
• 35:44
  voice
• 35:44
  notes
• 35:44
  is
• 35:44
  an
• 35:44
  interesting
• 35:45
  one
• 35:45
  as
• 35:45
  well.
• 35:45
  Is
• 35:45
  it?
• 35:45
  Because
• 35:46
  I
• 35:46
  think
• 35:46
  people
• 35:46
  do
• 35:46
  love
• 35:47
  or
• 35:47
  hate
• 35:47
  them.
• 35:47
  I
• 35:47
  love
• 35:47
  a
• 35:48
  voice
• 35:48
  note.
• 35:48
  I
• 35:48
  listen
• 35:48
  to
• 35:49
  all
• 35:49
  my
• 35:49
  voice
• 35:49
  notes
• 35:49
  though,
• 35:50
  on
• 35:50
  two
• 35:50
  times.
• 35:51
  So
• 35:51
  everyone
• 35:51
  talks
• 35:51
  like
• 35:51
  this
• 35:52
  because
• 35:52
  I
• 35:52
  don't
• 35:53
  have
• 35:53
  the
• 35:53
  time
• 35:53
  to
• 35:53
  listen
• 35:53
  to
• 35:53
  it
• 35:54
  constantly.
• 35:54
  Get
• 35:54
  the
• 35:54
  chipmunk
• 35:55
  message.
• 35:55
  I
• 35:55
  like
• 35:55
  it.
• 35:56
  Yeah,
• 35:56
  but
• 35:56
  I
• 35:57
  like
• 35:57
  that.
• 35:58
  But
• 35:58
  I
• 35:58
  know
• 35:58
  there's
• 35:59
  some
• 35:59
  people
• 35:59
  that
• 35:59
  absolutely
• 36:00
  hate
• 36:00
  it
• 36:00
  as
• 36:00
  well.
• 36:00
  And
• 36:00
  it
• 36:00
  is
• 36:01
  interesting
• 36:01
  to
• 36:01
  see
• 36:02
  how
• 36:02
  the
• 36:02
  technology
• 36:02
  is
• 36:03
  changing
• 36:03
  and
• 36:03
  sh.
• 36:04
  But
• 36:04
  actually
• 36:05
  we're
• 36:05
  kind
• 36:05
  of
• 36:05
  doing
• 36:06
  the
• 36:06
  same
• 36:06
  thing,
• 36:06
  which
• 36:07
  is
• 36:07
  we
• 36:07
  do
• 36:07
  actually
• 36:07
  want
• 36:08
  to
• 36:08
  be
• 36:08
  talking
• 36:09
  to
• 36:09
  people,
• 36:09
  which
• 36:09
  is
• 36:10
  exactly
• 36:10
  what
• 36:10
  you
• 36:11
  want
• 36:11
  to
• 36:11
  do.
• 36:12
  So
• 36:12
  even
• 36:12
  though
• 36:12
  we
• 36:13
  can
• 36:13
  text,
• 36:13
  we're
• 36:13
  now
• 36:14
  actually
• 36:14
  going,
• 36:14
  actually,
• 36:14
  it's
• 36:15
  nicer
• 36:15
  when
• 36:15
  I
• 36:15
  hear
• 36:16
  this
• 36:16
  person's
• 36:16
  voice
• 36:17
  or
• 36:17
  when
• 36:17
  they
• 36:17
  send
• 36:17
  me
• 36:17
  a
• 36:17
  quick
• 36:17
  little
• 36:18
  video
• 36:18
  message.
• 36:18
  Yeah,
• 36:19
  yeah,
• 36:19
  it's
• 36:19
  nice.
• 36:19
  Well,
• 36:20
  like
• 36:20
  I
• 36:20
  say,
• 36:20
  I
• 36:20
  think
• 36:20
  that
• 36:21
  I'm
• 36:21
  thinking
• 36:21
  of
• 36:21
  you
• 36:22
  kind
• 36:22
  of
• 36:22
  approach
• 36:23
  of
• 36:23
  it.
• 36:24
  It's
• 36:24
  then
• 36:24
  friendly.
• 36:25
  It
• 36:25
  doesn't
• 36:25
  feel
• 36:25
  as
• 36:25
  intrusive.
• 36:26
  It's
• 36:26
  not
• 36:27
  as
• 36:27
  pressured
• 36:27
  with
• 36:27
  regards
• 36:28
  to
• 36:28
  responses.
• 36:29
  But
• 36:30
  yeah,
• 36:30
  for
• 36:30
  example,
• 36:31
  my
• 36:31
  wife
• 36:31
  and
• 36:31
  her
• 36:32
  best
• 36:32
  friend
• 36:32
  will
• 36:32
  be
• 36:32
  on
• 36:32
  WhatsApp
• 36:33
  sending
• 36:33
  each
• 36:33
  other
• 36:33
  funny
• 36:33
  little
• 36:34
  things.
• 36:34
  I
• 36:34
  end
• 36:34
  up
• 36:34
  saying
• 36:34
  to
• 36:35
  her,
• 36:35
  just
• 36:35
  phone
• 36:35
  her.
• 36:36
  Like,
• 36:36
  just.
• 36:36
  You
• 36:37
  sent
• 36:37
  her
• 36:37
  eight
• 36:37
  messages
• 36:38
  now,
• 36:38
  like,
• 36:38
  let's
• 36:38
  just
• 36:39
  pause
• 36:39
  the
• 36:39
  movie.
• 36:39
  We'll
• 36:40
  have
• 36:40
  15
• 36:40
  minutes.
• 36:40
  You
• 36:41
  chat
• 36:41
  like,
• 36:41
  we
• 36:42
  can
• 36:42
  do
• 36:42
  this.
• 36:42
  You
• 36:42
  can
• 36:42
  do
• 36:42
  this
• 36:43
  properly
• 36:43
  and
• 36:43
  nicely.
• 36:44
  Right.
• 36:46
  But
• 36:46
  we've
• 36:46
  got
• 36:47
  to
• 36:47
  kind
• 36:47
  of
• 36:47
  see
• 36:47
  what
• 36:47
  people's
• 36:48
  preferences
• 36:48
  are.
• 36:48
  And
• 36:49
  I
• 36:49
  think
• 36:49
  that
• 36:49
  sometimes
• 36:50
  one
• 36:50
  of
• 36:50
  the
• 36:50
  things
• 36:50
  that
• 36:50
  you
• 36:50
  need
• 36:51
  to
• 36:51
  say
• 36:51
  is,
• 36:51
  well,
• 36:51
  look,
• 36:52
  obviously
• 36:52
  I
• 36:52
  will
• 36:52
  email
• 36:52
  you
• 36:53
  over
• 36:53
  the
• 36:53
  information
• 36:53
  that
• 36:53
  you
• 36:53
  want,
• 36:54
  but
• 36:54
  I
• 36:54
  noticed
• 36:54
  that
• 36:54
  you
• 36:55
  found
• 36:55
  me
• 36:55
  on
• 36:55
  Facebook,
• 36:56
  but
• 36:56
  you've
• 36:56
  given
• 36:56
  me
• 36:56
  your
• 36:57
  mobile
• 36:57
  number.
• 36:57
  What's
• 36:58
  the
• 36:58
  best
• 36:58
  way
• 36:58
  to
• 36:59
  kind
• 36:59
  of
• 36:59
  send
• 36:59
  you
• 36:59
  a
• 36:59
  quick
• 36:59
  message
• 37:00
  on
• 37:00
  WhatsApp?
• 37:01
  Do
• 37:01
  you
• 37:01
  use
• 37:01
  Facebook
• 37:01
  messenger
• 37:02
  or
• 37:02
  text
• 37:02
  or
• 37:03
  whatever?
• 37:04
  So
• 37:04
  you
• 37:04
  can
• 37:04
  kind
• 37:04
  of
• 37:05
  ask
• 37:05
  people
• 37:05
  what
• 37:05
  their
• 37:05
  preferences.
• 37:06
  And
• 37:07
  I
• 37:07
  suppose
• 37:07
  in
• 37:07
  the
• 37:07
  world
• 37:08
  of
• 37:08
  weddings,
• 37:09
  it
• 37:09
  is
• 37:09
  a
• 37:09
  B2C
• 37:10
  type
• 37:10
  thing.
• 37:11
  So
• 37:11
  it's
• 37:11
  a
• 37:11
  very
• 37:11
  individual,
• 37:12
  personal
• 37:12
  thing
• 37:13
  and
• 37:13
  they
• 37:14
  are
• 37:14
  couples.
• 37:15
  So
• 37:15
  ideally
• 37:15
  you
• 37:15
  want
• 37:15
  them
• 37:16
  to
• 37:16
  be
• 37:16
  together,
• 37:17
  which
• 37:17
  tends
• 37:17
  to
• 37:18
  be
• 37:18
  in
• 37:18
  the
• 37:18
  evenings.
• 37:19
  Okay.
• 37:20
  So
• 37:20
  you
• 37:20
  may
• 37:20
  find
• 37:21
  that
• 37:21
  actually
• 37:21
  you
• 37:22
  end
• 37:22
  up
• 37:22
  sort
• 37:22
  of
• 37:22
  saying,
• 37:22
  well,
• 37:22
  I've
• 37:23
  sent
• 37:23
  you
• 37:23
  the
• 37:23
  information
• 37:23
  over,
• 37:24
  but
• 37:24
  let
• 37:24
  me
• 37:25
  know
• 37:25
  when
• 37:25
  you
• 37:25
  and
• 37:25
  Johnny
• 37:26
  are
• 37:26
  together
• 37:26
  and
• 37:26
  you've
• 37:26
  had
• 37:27
  dinner,
• 37:27
  let's
• 37:27
  grab
• 37:27
  15
• 37:28
  minutes.
• 37:28
  I'm
• 37:28
  sure
• 37:28
  you'll
• 37:29
  have
• 37:29
  some
• 37:29
  questions
• 37:29
  for
• 37:30
  me
• 37:30
  and
• 37:30
  I
• 37:30
  can
• 37:30
  send
• 37:31
  over
• 37:31
  anything
• 37:31
  else
• 37:31
  that
• 37:31
  I've
• 37:31
  missed.
• 37:32
  Right.
• 37:33
  But
• 37:33
  by
• 37:34
  having
• 37:34
  that
• 37:34
  kind
• 37:35
  of
• 37:36
  respect
• 37:36
  for
• 37:37
  their
• 37:37
  time
• 37:37
  and
• 37:37
  when
• 37:37
  they
• 37:38
  most
• 37:38
  likely
• 37:38
  to
• 37:39
  want
• 37:39
  to
• 37:39
  talk
• 37:39
  to
• 37:39
  you
• 37:39
  and
• 37:40
  trying
• 37:40
  to
• 37:40
  aim
• 37:40
  at
• 37:40
  that
• 37:41
  is
• 37:41
  going
• 37:41
  to
• 37:41
  be
• 37:41
  much
• 37:42
  more
• 37:42
  effective
• 37:42
  than
• 37:42
  phoning
• 37:43
  them
• 37:43
  every
• 37:43
  day
• 37:43
  between
• 37:43
  nine
• 37:44
  and
• 37:44
  five
• 37:44
  and
• 37:44
  leaving
• 37:44
  voicemails
• 37:45
  and
• 37:45
  sending
• 37:45
  them
• 37:45
  another
• 37:46
  message.
• 37:47
  So
• 37:47
  I
• 37:48
  think
• 37:48
  that
• 37:48
  there's
• 37:48
  a
• 37:48
  bit
• 37:48
  of
• 37:49
  common
• 37:49
  sense
• 37:49
  there
• 37:50
  where
• 37:50
  you.
• 37:51
  Yeah,
• 37:52
  you
• 37:52
  might
• 37:52
  find
• 37:52
  somebody
• 37:53
  and,
• 37:53
  and,
• 37:54
  and
• 37:54
  they
• 37:54
  answer
• 37:54
  and
• 37:54
  they
• 37:54
  go,
• 37:55
  oh,
• 37:55
  yes,
• 37:55
  oh,
• 37:55
  oh,
• 37:56
  yes,
• 37:56
  I'm
• 37:56
  at
• 37:56
  work,
• 37:56
  but
• 37:56
  yeah,
• 37:57
  I'd
• 37:57
  love
• 37:57
  to
• 37:57
  talk
• 37:57
  weddings,
• 37:57
  let's
• 37:58
  go.
• 37:58
  And
• 37:58
  they're
• 37:58
  quite
• 37:58
  happy
• 37:59
  and
• 37:59
  they
• 37:59
  can
• 37:59
  get
• 37:59
  away
• 38:00
  with
• 38:00
  it.
• 38:00
  Right.
• 38:00
  If
• 38:00
  they're
• 38:00
  working
• 38:00
  from
• 38:01
  home,
• 38:01
  brilliant.
• 38:01
  All
• 38:01
  right.
• 38:02
  But
• 38:03
  if
• 38:03
  they're
• 38:03
  in
• 38:03
  the
• 38:03
  office
• 38:03
  and
• 38:04
  they
• 38:04
  can't,
• 38:04
  you
• 38:04
  might
• 38:04
  get
• 38:04
  it.
• 38:05
  Oh,
• 38:05
  hello.
• 38:05
  Oh,
• 38:05
  hey.
• 38:06
  You're
• 38:06
  inquired
• 38:06
  about
• 38:06
  this.
• 38:07
  Oh,
• 38:07
  yeah,
• 38:07
  sorry,
• 38:07
  I
• 38:07
  can't
• 38:08
  really
• 38:08
  talk
• 38:08
  now.
• 38:08
  Could
• 38:08
  you
• 38:08
  just
• 38:09
  email
• 38:09
  me?
• 38:09
  Yeah,
• 38:09
  no
• 38:09
  worries
• 38:09
  at
• 38:10
  all.
• 38:10
  I
• 38:10
  was
• 38:10
  going
• 38:10
  to
• 38:10
  email
• 38:10
  you
• 38:10
  stuff.
• 38:11
  I
• 38:11
  just
• 38:11
  wanted
• 38:11
  to
• 38:11
  know
• 38:11
  when
• 38:11
  you're
• 38:12
  around
• 38:12
  for
• 38:12
  a
• 38:12
  little
• 38:12
  chat
• 38:12
  one
• 38:13
  evening
• 38:13
  with
• 38:13
  your
• 38:13
  other
• 38:14
  half.
• 38:14
  Right.
• 38:14
  And
• 38:15
  it's
• 38:15
  a
• 38:15
  nice
• 38:15
  softly,
• 38:16
  softly.
• 38:16
  It's
• 38:17
  not
• 38:17
  a
• 38:17
  sales
• 38:18
  pitch,
• 38:18
  I
• 38:19
  think,
• 38:19
  as
• 38:19
  you
• 38:19
  mentioned
• 38:19
  at
• 38:20
  the
• 38:20
  beginning,
• 38:20
  conversational,
• 38:21
  like
• 38:21
  it's
• 38:22
  about
• 38:22
  having
• 38:22
  a
• 38:22
  chat
• 38:22
  with
• 38:23
  somebody,
• 38:23
  it's
• 38:24
  not
• 38:24
  about
• 38:24
  delivering
• 38:24
  a
• 38:25
  pitch.
• 38:25
  Nobody
• 38:26
  likes
• 38:26
  that.
• 38:26
  Right.
• 38:27
  Which
• 38:27
  is
• 38:27
  interesting
• 38:27
  because
• 38:28
  we
• 38:28
  all
• 38:28
  love
• 38:28
  to
• 38:28
  buy,
• 38:29
  but
• 38:29
  nobody
• 38:29
  likes
• 38:29
  to
• 38:29
  be
• 38:30
  sold
• 38:30
  to.
• 38:30
  Right.
• 38:31
  Which
• 38:31
  is
• 38:31
  really
• 38:31
  not
• 38:32
  directly
• 38:32
  sold
• 38:33
  to.
• 38:33
  I
• 38:33
  think
• 38:33
  we
• 38:33
  do
• 38:34
  like
• 38:34
  to
• 38:34
  be
• 38:34
  sold
• 38:34
  to,
• 38:34
  but
• 38:35
  what
• 38:35
  we
• 38:35
  don't
• 38:35
  like
• 38:35
  is
• 38:36
  when
• 38:36
  you
• 38:36
  pick
• 38:36
  up
• 38:36
  the
• 38:36
  phone
• 38:36
  and
• 38:37
  someone
• 38:37
  goes,
• 38:37
  so
• 38:38
  I
• 38:38
  see
• 38:38
  that
• 38:38
  you've
• 38:38
  got
• 38:38
  solar
• 38:38
  panels
• 38:39
  on
• 38:39
  your
• 38:39
  roof
• 38:39
  and
• 38:39
  you're
• 38:40
  like,
• 38:40
  actually,
• 38:40
  I
• 38:40
  don't
• 38:40
  even
• 38:41
  have
• 38:41
  solar
• 38:41
  panels
• 38:41
  on
• 38:41
  my
• 38:42
  roof
• 38:42
  and
• 38:42
  I
• 38:42
  don't
• 38:42
  even
• 38:42
  have
• 38:43
  the
• 38:43
  time
• 38:43
  to
• 38:43
  breathe.
• 38:44
  Like,
• 38:44
  we
• 38:44
  don't
• 38:45
  like
• 38:45
  that.
• 38:45
  And
• 38:45
  I
• 38:45
  think
• 38:46
  whenever
• 38:46
  I
• 38:46
  talk
• 38:46
  about
• 38:47
  sales
• 38:47
  in
• 38:47
  my
• 38:47
  presentations,
• 38:48
  I
• 38:48
  actually,
• 38:48
  ironically,
• 38:49
  I
• 38:49
  normally
• 38:49
  put
• 38:49
  up
• 38:49
  a
• 38:49
  picture
• 38:50
  of
• 38:50
  an
• 38:50
  estate
• 38:50
  agent
• 38:50
  and
• 38:51
  I
• 38:51
  say,
• 38:51
  this
• 38:51
  is
• 38:51
  what
• 38:51
  you
• 38:51
  think
• 38:52
  selling
• 38:52
  is
• 38:52
  because
• 38:53
  you've
• 38:53
  got
• 38:53
  this
• 38:53
  caricature
• 38:54
  in
• 38:54
  your
• 38:54
  head.
• 38:54
  But
• 38:54
  actually
• 38:55
  it
• 38:55
  does.
• 38:56
  It
• 38:56
  doesn't
• 38:56
  need
• 38:56
  to
• 38:56
  be
• 38:56
  that,
• 38:57
  you
• 38:57
  know,
• 38:57
  I
• 38:57
  can
• 38:57
  go
• 38:57
  to
• 38:57
  the
• 38:58
  shop
• 38:58
  because
• 38:58
  I'm
• 38:58
  hungry
• 38:59
  and
• 38:59
  I
• 38:59
  need
• 38:59
  some
• 38:59
  bread
• 39:00
  and
• 39:00
  they
• 39:00
  are
• 39:00
  selling
• 39:01
  that
• 39:01
  to
• 39:01
  me,
• 39:01
  if
• 39:01
  they
• 39:01
  turned
• 39:02
  around
• 39:02
  to
• 39:02
  me
• 39:02
  at
• 39:02
  the
• 39:02
  counter
• 39:03
  and
• 39:03
  said,
• 39:03
  are
• 39:04
  you
• 39:04
  sure
• 39:04
  you
• 39:04
  want
• 39:04
  to
• 39:04
  buy
• 39:04
  that
• 39:04
  today?
• 39:05
  You
• 39:05
  sure
• 39:05
  you
• 39:05
  don't
• 39:05
  want
• 39:05
  to
• 39:05
  go
• 39:06
  check
• 39:06
  somewhere
• 39:06
  else
• 39:06
  and
• 39:06
  see
• 39:06
  if
• 39:06
  it's
• 39:07
  cheaper?
• 39:07
  Like
• 39:07
  that
• 39:08
  would
• 39:08
  be
• 39:08
  a
• 39:08
  frustrating
• 39:09
  sales
• 39:09
  conversation
• 39:10
  because
• 39:10
  I
• 39:10
  want
• 39:10
  the
• 39:10
  bread,
• 39:11
  I
• 39:11
  want
• 39:11
  to
• 39:11
  go
• 39:11
  to
• 39:11
  the
• 39:11
  shop
• 39:12
  and
• 39:12
  I
• 39:12
  want
• 39:12
  them
• 39:12
  to
• 39:12
  sell
• 39:12
  me
• 39:12
  the
• 39:13
  bread.
• 39:13
  And
• 39:13
  sometimes
• 39:14
  we
• 39:14
  put
• 39:14
  these
• 39:15
  own
• 39:15
  barriers
• 39:16
  in
• 39:16
  the
• 39:16
  way.
• 39:16
  Are
• 39:17
  you
• 39:17
  sure
• 39:17
  about
• 39:17
  that?
• 39:17
  Are
• 39:17
  you
• 39:18
  sure
• 39:18
  you
• 39:18
  want
• 39:18
  to
• 39:18
  talk
• 39:18
  about
• 39:18
  it?
• 39:19
  Well,
• 39:19
  I
• 39:19
  think
• 39:19
  that's
• 39:20
  where
• 39:20
  retail
• 39:20
  tend
• 39:21
  to
• 39:21
  have
• 39:21
  it,
• 39:21
  right.
• 39:21
  In
• 39:22
  most
• 39:22
  situations
• 39:23
  where
• 39:23
  it
• 39:24
  is
• 39:24
  all
• 39:24
  laid
• 39:24
  out
• 39:24
  for
• 39:25
  you
• 39:25
  and
• 39:25
  their
• 39:25
  job
• 39:26
  is
• 39:26
  to
• 39:26
  help
• 39:26
  you
• 39:26
  to
• 39:27
  buy,
• 39:27
  it's
• 39:27
  not
• 39:27
  to
• 39:27
  sell
• 39:28
  to
• 39:28
  you,
• 39:28
  it's
• 39:28
  to
• 39:28
  help
• 39:29
  you
• 39:29
  to
• 39:29
  buy.
• 39:30
  And
• 39:30
  I
• 39:30
  think
• 39:30
  once
• 39:31
  you
• 39:31
  really
• 39:32
  switch
• 39:32
  into
• 39:33
  that
• 39:33
  mindset,
• 39:34
  it
• 39:34
  isn't
• 39:34
  a
• 39:34
  scary
• 39:35
  process.
• 39:35
  Had
• 39:36
  the
• 39:36
  person
• 39:36
  at
• 39:36
  the
• 39:36
  till
• 39:37
  turn
• 39:37
  around
• 39:37
  to
• 39:37
  you
• 39:37
  and
• 39:38
  gone
• 39:38
  ever.
• 39:39
  Sorry,
• 39:39
  Ma.
• 39:39
  And
• 39:39
  just
• 39:39
  before
• 39:40
  I
• 39:40
  scan
• 39:40
  this,
• 39:41
  I
• 39:41
  don't
• 39:41
  know
• 39:41
  if
• 39:41
  you're
• 39:41
  aware,
• 39:42
  but
• 39:42
  there
• 39:42
  was
• 39:42
  a
• 39:43
  50%
• 39:43
  off
• 39:44
  or
• 39:44
  a
• 39:44
  buy
• 39:44
  one,
• 39:44
  get
• 39:44
  one
• 39:45
  free
• 39:45
  on
• 39:45
  this
• 39:45
  or
• 39:45
  something
• 39:45
  like
• 39:46
  that.
• 39:46
  You
• 39:46
  could
• 39:46
  have
• 39:47
  grabbed
• 39:47
  another
• 39:47
  one.
• 39:47
  Okay.
• 39:48
  So
• 39:48
  they
• 39:48
  might
• 39:48
  have
• 39:49
  informed
• 39:49
  you
• 39:49
  about
• 39:49
  another
• 39:50
  offer.
• 39:50
  That
• 39:50
  wasn't
• 39:51
  her
• 39:51
  selling
• 39:51
  it
• 39:51
  to
• 39:52
  you.
• 39:52
  It
• 39:52
  was
• 39:52
  just
• 39:52
  saying,
• 39:52
  oh,
• 39:52
  you
• 39:53
  do
• 39:53
  know
• 39:53
  it's
• 39:53
  a
• 39:53
  pound
• 39:53
  each,
• 39:54
  but
• 39:54
  1
• 39:54
  pound
• 39:54
  50
• 39:54
  for
• 39:55
  2,
• 39:55
  you
• 39:55
  could
• 39:55
  have
• 39:55
  saved
• 39:55
  50p
• 39:56
  there.
• 39:56
  Right.
• 39:57
  You
• 39:57
  probably
• 39:57
  wouldn't
• 39:57
  have
• 39:57
  been
• 39:58
  as
• 39:58
  offended
• 39:58
  by
• 39:58
  that.
• 39:59
  Right.
• 39:59
  Because
• 39:59
  it
• 39:59
  feels
• 40:00
  like
• 40:00
  they're
• 40:00
  trying
• 40:00
  to
• 40:00
  help
• 40:01
  you
• 40:01
  save
• 40:01
  money
• 40:02
  and
• 40:02
  get
• 40:02
  better
• 40:02
  value
• 40:03
  rather
• 40:04
  than
• 40:04
  sell
• 40:05
  to
• 40:05
  you
• 40:05
  and
• 40:05
  make
• 40:05
  you
• 40:05
  spend
• 40:06
  more.
• 40:06
  Right.
• 40:07
  So
• 40:09
  the
• 40:09
  world's
• 40:09
  kind
• 40:09
  of
• 40:10
  moved
• 40:10
  on
• 40:10
  of
• 40:10
  sales.
• 40:11
  And
• 40:11
  this
• 40:11
  is,
• 40:11
  is
• 40:11
  where
• 40:11
  the
• 40:11
  whole
• 40:12
  digital
• 40:12
  world
• 40:12
  thing
• 40:13
  really
• 40:13
  has
• 40:13
  its
• 40:14
  benefit
• 40:14
  is
• 40:15
  you
• 40:15
  can't
• 40:15
  afford
• 40:16
  to
• 40:16
  do
• 40:16
  it
• 40:16
  the
• 40:16
  old
• 40:16
  fashioned
• 40:17
  way
• 40:17
  and
• 40:18
  sell
• 40:18
  down
• 40:19
  the
• 40:19
  phone
• 40:19
  and
• 40:19
  be
• 40:19
  aggressive
• 40:20
  with
• 40:20
  people
• 40:20
  and
• 40:21
  rude
• 40:22
  because
• 40:22
  you
• 40:22
  upset
• 40:23
  the
• 40:23
  wrong
• 40:23
  person.
• 40:23
  Let's
• 40:23
  be
• 40:24
  honest,
• 40:24
  Becca,
• 40:25
  if
• 40:25
  somebody
• 40:25
  phoned
• 40:25
  you
• 40:25
  up
• 40:26
  and
• 40:26
  really
• 40:27
  wound
• 40:27
  you
• 40:27
  up,
• 40:27
  the
• 40:28
  likelihood
• 40:28
  is
• 40:28
  is
• 40:28
  you're
• 40:28
  probably
• 40:29
  going
• 40:29
  to
• 40:29
  post
• 40:29
  something
• 40:29
  about
• 40:30
  them.
• 40:30
  Right.
• 40:30
  And
• 40:30
  you've
• 40:31
  got
• 40:31
  a
• 40:31
  massive
• 40:32
  following.
• 40:32
  All
• 40:33
  of
• 40:33
  a
• 40:33
  sudden
• 40:33
  they're
• 40:33
  gonna,
• 40:34
  they're
• 40:34
  gonna
• 40:34
  have
• 40:34
  to
• 40:34
  do
• 40:35
  loads
• 40:35
  of
• 40:35
  marketing
• 40:36
  to
• 40:36
  bury
• 40:37
  the
• 40:37
  bad
• 40:37
  stuff
• 40:37
  you've
• 40:38
  put
• 40:38
  out
• 40:38
  there
• 40:38
  that
• 40:38
  they've
• 40:39
  created.
• 40:39
  Okay.
• 40:40
  And
• 40:40
  that's
• 40:40
  where
• 40:41
  I
• 40:41
  think
• 40:41
  a
• 40:41
  lot
• 40:41
  of
• 40:41
  companies
• 40:42
  under
• 40:43
  whole,
• 40:43
  well,
• 40:43
  we
• 40:43
  just
• 40:44
  outsource
• 40:44
  it
• 40:44
  over
• 40:44
  here
• 40:45
  and
• 40:45
  it's
• 40:45
  like,
• 40:45
  yeah,
• 40:45
  but
• 40:45
  they
• 40:45
  can't
• 40:45
  really
• 40:46
  speak
• 40:46
  English
• 40:46
  and
• 40:46
  they
• 40:47
  don't
• 40:47
  really
• 40:47
  understand
• 40:47
  the
• 40:47
  concept
• 40:48
  of
• 40:48
  this.
• 40:48
  And
• 40:48
  I
• 40:48
  know
• 40:48
  you've
• 40:48
  got
• 40:49
  them
• 40:49
  reading
• 40:49
  a
• 40:49
  script,
• 40:49
  but
• 40:50
  I've
• 40:50
  heard
• 40:50
  the
• 40:50
  recordings,
• 40:51
  people
• 40:51
  are
• 40:51
  hanging
• 40:51
  up
• 40:51
  and
• 40:52
  swearing
• 40:52
  at
• 40:52
  them.
• 40:52
  You
• 40:53
  are
• 40:53
  just,
• 40:54
  you
• 40:54
  are
• 40:54
  just
• 40:55
  irritating
• 40:55
  people
• 40:56
  and
• 40:56
  you've
• 40:56
  only
• 40:57
  got
• 40:57
  to
• 40:57
  get
• 40:57
  to
• 40:57
  the
• 40:57
  wrong
• 40:58
  person
• 40:58
  that
• 40:58
  they're
• 40:58
  going
• 40:58
  to
• 40:59
  make
• 40:59
  a
• 40:59
  lot
• 40:59
  of
• 40:59
  noise
• 40:59
  about
• 41:00
  it
• 41:00
  and
• 41:00
  then
• 41:00
  you're
• 41:00
  going
• 41:00
  to
• 41:01
  look
• 41:01
  really
• 41:01
  bad.
• 41:02
  So,
• 41:02
  yeah,
• 41:02
  I
• 41:02
  think
• 41:03
  sales
• 41:03
  has
• 41:03
  become
• 41:03
  a
• 41:04
  lot
• 41:04
  more
• 41:04
  well
• 41:04
  mannered,
• 41:05
  I
• 41:05
  think
• 41:06
  and
• 41:06
  I'd
• 41:07
  like
• 41:07
  to
• 41:07
  think
• 41:07
  I'm
• 41:08
  slightly
• 41:08
  responsible
• 41:08
  for
• 41:09
  a
• 41:09
  little
• 41:09
  bit
• 41:09
  of
• 41:09
  it
• 41:09
  anyway.
• 41:10
  Putting
• 41:10
  manners
• 41:10
  back
• 41:11
  into
• 41:11
  sales
• 41:11
  can't
• 41:12
  be
• 41:12
  that
• 41:12
  hard,
• 41:12
  right?
• 41:12
  Absolutely.
• 41:13
  We
• 41:13
  all
• 41:13
  need
• 41:13
  it.
• 41:13
  Okay.
• 41:14
  The
• 41:14
  other
• 41:14
  thing
• 41:14
  I
• 41:15
  think
• 41:15
  people
• 41:15
  are
• 41:15
  scared
• 41:15
  of
• 41:16
  when
• 41:16
  it
• 41:16
  comes
• 41:16
  to
• 41:16
  being
• 41:17
  on
• 41:17
  the
• 41:17
  telephone
• 41:17
  with
• 41:18
  prospects
• 41:18
  is
• 41:19
  if
• 41:19
  they
• 41:19
  have
• 41:20
  objections
• 41:20
  that
• 41:21
  they
• 41:21
  have
• 41:21
  to
• 41:21
  try
• 41:21
  and
• 41:21
  overcome.
• 41:22
  So
• 41:22
  we've
• 41:22
  got
• 41:23
  through
• 41:23
  the
• 41:24
  right,
• 41:24
  we're
• 41:24
  on
• 41:24
  the
• 41:24
  phone
• 41:24
  with
• 41:24
  them
• 41:25
  now.
• 41:25
  We're
• 41:25
  now
• 41:25
  into
• 41:26
  a
• 41:26
  sales
• 41:26
  conversation.
• 41:27
  We're
• 41:27
  now
• 41:27
  talking
• 41:28
  about
• 41:28
  what
• 41:28
  we
• 41:28
  do
• 41:29
  and
• 41:29
  we're
• 41:29
  finding
• 41:29
  out
• 41:29
  about
• 41:29
  them
• 41:30
  and
• 41:30
  we've
• 41:30
  done
• 41:30
  all
• 41:30
  that
• 41:30
  good
• 41:31
  stuff.
• 41:31
  I
• 41:31
  think
• 41:31
  people
• 41:31
  are
• 41:32
  scared.
• 41:32
  What
• 41:32
  if
• 41:32
  they
• 41:32
  ask
• 41:32
  me
• 41:32
  a
• 41:33
  question
• 41:33
  I
• 41:33
  don't
• 41:33
  know
• 41:33
  the
• 41:33
  answer
• 41:33
  to?
• 41:34
  What
• 41:34
  if
• 41:34
  they
• 41:34
  say
• 41:34
  to
• 41:34
  me
• 41:35
  something
• 41:35
  like,
• 41:35
  well,
• 41:35
  you're
• 41:35
  just
• 41:35
  really
• 41:36
  expensive.
• 41:36
  Why
• 41:36
  are
• 41:36
  you
• 41:36
  charging
• 41:37
  that
• 41:37
  much?
• 41:37
  Have
• 41:37
  you,
• 41:37
  you
• 41:38
  got
• 41:38
  any
• 41:38
  tips
• 41:38
  of
• 41:39
  how
• 41:39
  we
• 41:39
  handle
• 41:40
  those
• 41:41
  kind
• 41:41
  of
• 41:41
  scenarios
• 41:42
  when
• 41:42
  we're
• 41:42
  on
• 41:42
  a
• 41:42
  phone
• 41:42
  call?
• 41:43
  Absolutely.
• 41:43
  Firstly,
• 41:45
  there
• 41:45
  are
• 41:45
  certain
• 41:46
  questions.
• 41:46
  People
• 41:47
  will
• 41:47
  expect
• 41:47
  you
• 41:47
  to
• 41:48
  know
• 41:48
  the
• 41:48
  answer
• 41:48
  for
• 41:48
  what
• 41:49
  you
• 41:49
  offer,
• 41:49
  how
• 41:49
  much
• 41:49
  you
• 41:49
  charge,
• 41:50
  things
• 41:50
  like
• 41:50
  that.
• 41:50
  They
• 41:51
  will,
• 41:51
  we
• 41:51
  will
• 41:51
  expect
• 41:52
  you
• 41:52
  to
• 41:52
  know
• 41:52
  certain
• 41:52
  bits
• 41:53
  of
• 41:53
  information.
• 41:53
  They
• 41:54
  don't
• 41:54
  expect
• 41:54
  you
• 41:54
  to
• 41:54
  know
• 41:55
  everything.
• 41:55
  So
• 41:55
  I
• 41:55
  often
• 41:56
  say
• 41:56
  this
• 41:56
  when
• 41:56
  I'm
• 41:56
  training
• 41:57
  people.
• 41:57
  If
• 41:57
  there's
• 41:58
  a
• 41:58
  team,
• 41:58
  there's
• 41:58
  usually
• 41:59
  one
• 41:59
  or
• 41:59
  two
• 41:59
  newbies.
• 42:00
  And
• 42:00
  I'll
• 42:00
  say,
• 42:00
  look,
• 42:00
  are
• 42:00
  you
• 42:00
  worried
• 42:01
  like
• 42:01
  now
• 42:02
  they'll
• 42:02
  have
• 42:02
  that
• 42:02
  same
• 42:03
  thing
• 42:03
  of
• 42:03
  what
• 42:03
  if
• 42:03
  they
• 42:03
  ask
• 42:03
  me
• 42:04
  a
• 42:04
  question,
• 42:04
  question
• 42:04
  I
• 42:04
  don't
• 42:04
  know
• 42:04
  the
• 42:04
  answer
• 42:05
  to?
• 42:05
  And
• 42:05
  I
• 42:05
  always
• 42:05
  say
• 42:05
  to
• 42:05
  them,
• 42:05
  well,
• 42:06
  I
• 42:06
  tell
• 42:06
  you
• 42:06
  what,
• 42:06
  next
• 42:07
  time
• 42:07
  it
• 42:07
  happens,
• 42:07
  say
• 42:08
  to
• 42:08
  them,
• 42:08
  I'm
• 42:08
  not
• 42:09
  100%
• 42:09
  sure
• 42:09
  of
• 42:09
  that
• 42:10
  answer.
• 42:10
  Would
• 42:10
  you
• 42:11
  like
• 42:11
  me
• 42:11
  to
• 42:11
  have
• 42:11
  a
• 42:11
  guess
• 42:12
  or
• 42:12
  would
• 42:12
  you
• 42:12
  like
• 42:12
  me
• 42:12
  to
• 42:13
  go
• 42:13
  away
• 42:13
  and
• 42:13
  find
• 42:13
  out
• 42:14
  and
• 42:14
  come
• 42:14
  back
• 42:14
  to
• 42:14
  you?
• 42:14
  I
• 42:14
  can
• 42:15
  guarantee
• 42:15
  they'll
• 42:15
  say
• 42:15
  no,
• 42:16
  no,
• 42:16
  no.
• 42:16
  If
• 42:16
  you
• 42:16
  can
• 42:16
  go
• 42:16
  and
• 42:16
  find
• 42:16
  out
• 42:17
  the
• 42:17
  actual
• 42:17
  answer,
• 42:17
  I'd
• 42:17
  really
• 42:18
  appreciate
• 42:18
  it.
• 42:18
  Okay,
• 42:19
  so
• 42:19
  trying
• 42:19
  to
• 42:20
  bluff
• 42:20
  and
• 42:20
  guess
• 42:21
  is
• 42:21
  a
• 42:22
  bad
• 42:22
  move.
• 42:22
  But
• 42:23
  questions
• 42:23
  are
• 42:23
  buying
• 42:24
  signals.
• 42:24
  So
• 42:24
  if
• 42:25
  you
• 42:25
  don't
• 42:25
  know
• 42:25
  the
• 42:25
  answer,
• 42:25
  then
• 42:25
  I
• 42:25
  would
• 42:26
  just
• 42:26
  say
• 42:26
  to
• 42:26
  them,
• 42:26
  I
• 42:26
  don't
• 42:26
  really
• 42:27
  know
• 42:27
  that
• 42:27
  off
• 42:27
  the
• 42:27
  top
• 42:27
  of
• 42:27
  my
• 42:27
  head.
• 42:28
  I
• 42:28
  would
• 42:28
  have
• 42:28
  to
• 42:28
  double
• 42:28
  check.
• 42:29
  But
• 42:29
  let
• 42:29
  me
• 42:29
  make
• 42:29
  a
• 42:29
  little
• 42:29
  note
• 42:30
  of
• 42:30
  that
• 42:30
  and
• 42:31
  I'll
• 42:31
  come
• 42:31
  back
• 42:31
  to
• 42:31
  you.
• 42:32
  And
• 42:32
  then
• 42:32
  I
• 42:32
  would
• 42:33
  ask
• 42:33
  a
• 42:33
  question
• 42:33
  and
• 42:33
  I
• 42:33
  would
• 42:33
  move
• 42:34
  it
• 42:34
  on.
• 42:34
  I
• 42:34
  wouldn't
• 42:34
  Let
• 42:34
  that
• 42:35
  the
• 42:36
  end
• 42:36
  of
• 42:36
  it.
• 42:36
  I'd
• 42:36
  go,
• 42:36
  oh,
• 42:37
  hang
• 42:37
  on,
• 42:37
  I
• 42:37
  don't
• 42:37
  know
• 42:37
  the
• 42:37
  answer.
• 42:37
  I'll
• 42:38
  tell
• 42:38
  you
• 42:38
  what,
• 42:38
  let
• 42:38
  me
• 42:39
  call
• 42:39
  you
• 42:39
  back
• 42:39
  in
• 42:39
  five
• 42:39
  minutes.
• 42:39
  Let
• 42:40
  me
• 42:40
  find
• 42:40
  the
• 42:40
  answer,
• 42:40
  right?
• 42:40
  If
• 42:41
  I
• 42:41
  then
• 42:41
  go
• 42:41
  away
• 42:41
  and
• 42:41
  come
• 42:41
  back
• 42:41
  with
• 42:42
  your
• 42:42
  answer
• 42:42
  and
• 42:42
  then
• 42:42
  you
• 42:42
  ask
• 42:43
  me
• 42:43
  another
• 42:43
  question
• 42:43
  I
• 42:43
  don't
• 42:43
  know
• 42:43
  the
• 42:44
  answer
• 42:44
  to,
• 42:44
  I
• 42:44
  can't
• 42:45
  go,
• 42:45
  oh,
• 42:45
  hold
• 42:45
  on,
• 42:45
  Becca.
• 42:45
  Let
• 42:45
  me
• 42:46
  just
• 42:46
  go
• 42:46
  off
• 42:46
  and
• 42:46
  talk
• 42:46
  to
• 42:46
  my
• 42:46
  manager
• 42:47
  again
• 42:47
  and
• 42:47
  I'll
• 42:47
  call
• 42:47
  you
• 42:47
  back
• 42:47
  in
• 42:47
  it.
• 42:48
  Right?
• 42:48
  You
• 42:48
  just
• 42:48
  go,
• 42:48
  just
• 42:49
  pass
• 42:49
  me
• 42:49
  to
• 42:49
  your
• 42:49
  manager.
• 42:50
  Right,
• 42:50
  okay.
• 42:51
  Or
• 42:51
  here's
• 42:51
  three
• 42:52
  other
• 42:52
  questions
• 42:52
  I
• 42:52
  need
• 42:52
  the
• 42:52
  answer
• 42:53
  to,
• 42:53
  mate.
• 42:53
  Get
• 42:53
  them
• 42:53
  all
• 42:53
  answered
• 42:54
  and
• 42:54
  then
• 42:54
  come
• 42:54
  back
• 42:54
  to
• 42:55
  me.
• 42:55
  Right?
• 42:55
  So
• 42:56
  don't
• 42:56
  worry
• 42:56
  if
• 42:56
  you
• 42:56
  don't
• 42:56
  know
• 42:57
  all
• 42:57
  the
• 42:57
  answers.
• 42:57
  You
• 42:57
  have
• 42:57
  to
• 42:57
  tell
• 42:58
  people
• 42:58
  you're
• 42:58
  not
• 42:58
  100.
• 42:59
  Sure.
• 42:59
  And
• 43:00
  that
• 43:00
  you'll
• 43:00
  come
• 43:00
  back
• 43:00
  to
• 43:00
  them
• 43:01
  on
• 43:01
  that.
• 43:01
  Okay.
• 43:01
  So
• 43:02
  sometimes
• 43:02
  you
• 43:02
  might
• 43:02
  ask,
• 43:03
  can
• 43:03
  I
• 43:03
  ask
• 43:03
  why
• 43:04
  that's
• 43:04
  so
• 43:04
  important?
• 43:04
  Right.
• 43:04
  It's
• 43:05
  a
• 43:05
  good
• 43:05
  follow
• 43:05
  up
• 43:05
  question
• 43:06
  is
• 43:06
  the
• 43:06
  best
• 43:06
  thing
• 43:07
  that
• 43:07
  you
• 43:07
  can
• 43:07
  do
• 43:07
  in
• 43:07
  those
• 43:07
  situations
• 43:08
  because
• 43:08
  it
• 43:08
  gets
• 43:08
  them
• 43:09
  thinking
• 43:09
  about
• 43:09
  why
• 43:09
  they're
• 43:10
  asking
• 43:10
  that
• 43:10
  question
• 43:10
  in
• 43:10
  the
• 43:11
  first
• 43:11
  place.
• 43:11
  And
• 43:12
  usually
• 43:12
  there's
• 43:12
  an
• 43:12
  ulterior
• 43:13
  motive
• 43:13
  or
• 43:13
  something
• 43:14
  else
• 43:14
  that
• 43:14
  they're
• 43:14
  actually
• 43:15
  asking
• 43:15
  when
• 43:15
  they're
• 43:16
  asking
• 43:16
  one
• 43:16
  particular
• 43:17
  question.
• 43:18
  When
• 43:18
  it
• 43:18
  comes
• 43:19
  to
• 43:19
  objection
• 43:20
  handling,
• 43:21
  okay.
• 43:22
  I
• 43:22
  often
• 43:23
  think
• 43:23
  that
• 43:23
  objection
• 43:24
  handling
• 43:25
  head
• 43:25
  on,
• 43:26
  particularly
• 43:26
  on
• 43:26
  a
• 43:26
  first
• 43:27
  call,
• 43:27
  is
• 43:28
  a
• 43:28
  risky
• 43:29
  thing
• 43:29
  to
• 43:29
  do
• 43:29
  in
• 43:30
  the
• 43:30
  fact
• 43:30
  that
• 43:30
  objection
• 43:31
  handling
• 43:32
  is
• 43:32
  arguing,
• 43:33
  it's
• 43:33
  you
• 43:33
  telling
• 43:34
  them
• 43:34
  why
• 43:34
  the
• 43:34
  reason
• 43:34
  they
• 43:35
  don't
• 43:35
  want
• 43:35
  to
• 43:35
  do
• 43:35
  something
• 43:35
  isn't
• 43:36
  good
• 43:36
  enough.
• 43:36
  So
• 43:36
  if
• 43:36
  you
• 43:36
  win
• 43:37
  the
• 43:37
  argument
• 43:37
  and
• 43:37
  overcome
• 43:38
  the
• 43:38
  objection,
• 43:38
  they
• 43:38
  now
• 43:39
  think
• 43:39
  that
• 43:39
  you're
• 43:39
  in
• 43:39
  control
• 43:40
  of
• 43:40
  the
• 43:40
  conversation
• 43:40
  or
• 43:41
  you're
• 43:41
  twisting
• 43:41
  their
• 43:41
  words.
• 43:42
  They
• 43:42
  don't
• 43:42
  like
• 43:42
  the
• 43:43
  fact
• 43:43
  that
• 43:43
  you've
• 43:43
  just
• 43:43
  gone,
• 43:44
  oh,
• 43:44
  that's
• 43:44
  a
• 43:44
  silly
• 43:44
  thing
• 43:45
  to
• 43:45
  ask.
• 43:45
  Don't
• 43:45
  worry
• 43:45
  about
• 43:45
  that,
• 43:45
  blah,
• 43:46
  blah,
• 43:46
  blah,
• 43:46
  blah,
• 43:46
  right?
• 43:46
  And
• 43:47
  you
• 43:47
  try
• 43:47
  and
• 43:47
  poo
• 43:47
  poo
• 43:47
  it.
• 43:48
  The
• 43:49
  I
• 43:49
  suppose
• 43:49
  the
• 43:49
  way
• 43:50
  I'm
• 43:50
  going
• 43:50
  to
• 43:50
  reframe
• 43:50
  this
• 43:50
  is
• 43:51
  the
• 43:51
  best
• 43:51
  way
• 43:51
  to
• 43:51
  perfect
• 43:52
  your
• 43:52
  pitch
• 43:53
  and
• 43:53
  to
• 43:53
  sort
• 43:53
  of
• 43:54
  establish
• 43:54
  your
• 43:54
  credibility
• 43:55
  is
• 43:55
  to
• 43:56
  share
• 43:56
  success
• 43:56
  stories
• 43:57
  people
• 43:57
  can
• 43:58
  relate
• 43:58
  to.
• 43:59
  Okay.
• 43:59
  And
• 44:00
  quite
• 44:00
  often
• 44:00
  the
• 44:01
  bit
• 44:01
  where
• 44:01
  we
• 44:01
  have
• 44:01
  to
• 44:01
  tell
• 44:01
  them
• 44:02
  how
• 44:02
  good
• 44:02
  we
• 44:02
  are
• 44:02
  is
• 44:03
  the
• 44:03
  bit
• 44:03
  where
• 44:03
  we
• 44:03
  kind
• 44:03
  of
• 44:03
  cringe
• 44:04
  a
• 44:04
  little
• 44:04
  bit
• 44:04
  because
• 44:04
  it's
• 44:04
  a
• 44:05
  bit
• 44:05
  braggy
• 44:05
  where
• 44:05
  I
• 44:05
  have
• 44:05
  to
• 44:06
  tell
• 44:06
  you
• 44:06
  how
• 44:06
  good
• 44:06
  I
• 44:06
  am
• 44:07
  and
• 44:07
  justify
• 44:07
  my
• 44:07
  fee.
• 44:08
  Like
• 44:08
  you
• 44:08
  say,
• 44:08
  when
• 44:08
  we're
• 44:08
  expensive,
• 44:09
  we
• 44:09
  kind
• 44:09
  of
• 44:09
  some
• 44:10
  feel
• 44:10
  like
• 44:10
  we
• 44:10
  have
• 44:10
  to
• 44:10
  justify
• 44:11
  it,
• 44:11
  right.
• 44:12
  What
• 44:12
  you're
• 44:12
  best
• 44:13
  off
• 44:13
  doing.
• 44:13
  And
• 44:13
  it
• 44:13
  doesn't
• 44:14
  matter
• 44:14
  if
• 44:14
  you're
• 44:14
  a
• 44:14
  lawyer
• 44:15
  or
• 44:15
  a
• 44:15
  landscaper,
• 44:16
  a
• 44:16
  venue,
• 44:17
  a
• 44:17
  florist
• 44:18
  a
• 44:18
  photographer.
• 44:19
  It
• 44:19
  all
• 44:19
  works
• 44:20
  exactly
• 44:20
  the
• 44:20
  same,
• 44:21
  okay?
• 44:21
  The
• 44:21
  best
• 44:21
  way
• 44:21
  to
• 44:22
  do
• 44:22
  this
• 44:22
  is
• 44:22
  share
• 44:23
  a
• 44:23
  success
• 44:23
  story
• 44:24
  somebody
• 44:24
  can
• 44:25
  relate
• 44:25
  to,
• 44:25
  okay?
• 44:26
  Share
• 44:26
  a
• 44:26
  success
• 44:27
  story
• 44:27
  that
• 44:27
  somebody
• 44:28
  can
• 44:28
  relate
• 44:28
  to.
• 44:29
  So
• 44:29
  if
• 44:29
  you're
• 44:29
  listening
• 44:30
  to
• 44:30
  this
• 44:30
  and
• 44:30
  you've
• 44:30
  written
• 44:30
  it
• 44:31
  down,
• 44:31
  underline
• 44:32
  the
• 44:32
  word
• 44:32
  relate
• 44:32
  because
• 44:33
  it's
• 44:33
  the
• 44:33
  most
• 44:33
  important.
• 44:34
  What
• 44:34
  most
• 44:34
  sales
• 44:34
  people
• 44:35
  tend
• 44:35
  to
• 44:35
  do
• 44:35
  is
• 44:35
  they
• 44:36
  name
• 44:36
  drop
• 44:36
  their
• 44:36
  biggest
• 44:37
  client,
• 44:37
  okay?
• 44:38
  It
• 44:38
  basically
• 44:38
  is
• 44:38
  supposed
• 44:39
  to
• 44:39
  go,
• 44:39
  bam,
• 44:39
  look
• 44:40
  at
• 44:40
  me,
• 44:40
  I
• 44:40
  work
• 44:40
  for
• 44:40
  Microsoft.
• 44:41
  I've
• 44:41
  done
• 44:41
  this,
• 44:41
  right?
• 44:42
  And
• 44:42
  it
• 44:42
  impresses
• 44:42
  people
• 44:43
  for
• 44:43
  about
• 44:43
  a
• 44:43
  second
• 44:44
  and
• 44:44
  then
• 44:44
  it
• 44:44
  intimidates
• 44:45
  them.
• 44:45
  Then
• 44:45
  they
• 44:45
  go,
• 44:46
  oh,
• 44:46
  well.
• 44:46
  Oh,
• 44:46
  well,
• 44:47
  I
• 44:47
  haven't
• 44:47
  got
• 44:47
  a
• 44:47
  team
• 44:47
  as
• 44:48
  big
• 44:48
  as
• 44:48
  them
• 44:48
  and
• 44:48
  I
• 44:48
  haven't
• 44:48
  got
• 44:48
  that
• 44:49
  kind
• 44:49
  of
• 44:49
  budget.
• 44:49
  You're
• 44:49
  probably
• 44:50
  not
• 44:50
  interested
• 44:50
  in
• 44:50
  working
• 44:51
  with
• 44:51
  me.
• 44:51
  So
• 44:51
  now
• 44:52
  me
• 44:52
  establishing
• 44:52
  my
• 44:52
  credibility
• 44:53
  and
• 44:53
  strutting
• 44:54
  around
• 44:54
  with
• 44:55
  my
• 44:55
  biggest
• 44:55
  client
• 44:56
  might
• 44:56
  scare
• 44:56
  you
• 44:56
  off,
• 44:57
  right?
• 44:57
  So
• 44:57
  what
• 44:57
  I
• 44:57
  need
• 44:58
  to
• 44:58
  do
• 44:58
  is
• 44:58
  go,
• 44:58
  oh,
• 44:58
  okay,
• 44:59
  well,
• 44:59
  look,
• 44:59
  why
• 44:59
  don't
• 44:59
  I
• 45:00
  share
• 45:00
  what
• 45:00
  somebody
• 45:00
  else
• 45:01
  who's
• 45:01
  like
• 45:02
  you
• 45:02
  said
• 45:02
  about
• 45:02
  me?
• 45:03
  And
• 45:03
  you
• 45:03
  can
• 45:04
  do
• 45:04
  this
• 45:05
  to
• 45:05
  overcome
• 45:05
  objections.
• 45:06
  So,
• 45:06
  for
• 45:06
  example,
• 45:07
  if
• 45:07
  somebody
• 45:07
  turns
• 45:07
  around
• 45:07
  and
• 45:07
  says,
• 45:08
  oh,
• 45:08
  well,
• 45:08
  I
• 45:08
  really
• 45:08
  want
• 45:08
  to
• 45:09
  work
• 45:09
  with
• 45:09
  you,
• 45:09
  but
• 45:09
  I've
• 45:10
  got
• 45:10
  a
• 45:10
  bit
• 45:10
  of
• 45:10
  a
• 45:10
  tight
• 45:10
  budget
• 45:11
  and
• 45:11
  what
• 45:11
  have
• 45:11
  you,
• 45:12
  you
• 45:12
  could
• 45:12
  turn
• 45:12
  around
• 45:12
  and
• 45:13
  say,
• 45:13
  oh,
• 45:13
  okay,
• 45:13
  well,
• 45:13
  let
• 45:14
  me
• 45:14
  share
• 45:14
  a
• 45:14
  couple
• 45:14
  of
• 45:14
  case
• 45:14
  studies
• 45:15
  of
• 45:15
  other
• 45:16
  marketing
• 45:16
  companies
• 45:16
  I've
• 45:17
  worked
• 45:17
  with
• 45:17
  who
• 45:17
  had
• 45:18
  a
• 45:18
  bit
• 45:18
  of
• 45:18
  a
• 45:18
  budget
• 45:18
  issue
• 45:19
  and
• 45:19
  we
• 45:19
  did
• 45:19
  a
• 45:19
  payment
• 45:20
  plan.
• 45:20
  Let
• 45:20
  me
• 45:20
  just
• 45:20
  share
• 45:21
  what
• 45:21
  they
• 45:21
  said
• 45:21
  about
• 45:21
  me,
• 45:22
  right?
• 45:22
  All
• 45:22
  of
• 45:22
  a
• 45:22
  sudden
• 45:23
  you're
• 45:23
  now
• 45:23
  talking
• 45:23
  about
• 45:24
  somebody
• 45:24
  else
• 45:24
  who
• 45:24
  had
• 45:25
  that
• 45:25
  same
• 45:25
  objection
• 45:26
  that
• 45:26
  you
• 45:26
  managed
• 45:26
  to
• 45:26
  get
• 45:27
  round.
• 45:27
  So
• 45:27
  you've
• 45:27
  actually
• 45:28
  shown
• 45:28
  them
• 45:28
  the
• 45:28
  solution
• 45:29
  to
• 45:29
  the
• 45:29
  problem
• 45:30
  that
• 45:30
  they've
• 45:30
  just
• 45:30
  told
• 45:30
  you
• 45:31
  that
• 45:31
  they
• 45:31
  have.
• 45:31
  Okay?
• 45:32
  That's
• 45:32
  typically
• 45:33
  overcome
• 45:34
  objections
• 45:35
  is
• 45:35
  I
• 45:35
  use
• 45:36
  my
• 45:36
  case
• 45:36
  studies
• 45:36
  to
• 45:37
  go,
• 45:37
  oh,
• 45:37
  I
• 45:38
  had
• 45:38
  somebody
• 45:38
  else
• 45:38
  who
• 45:38
  felt
• 45:39
  like
• 45:39
  that.
• 45:39
  Look,
• 45:39
  look
• 45:39
  at
• 45:40
  what
• 45:40
  happened
• 45:40
  with
• 45:40
  these
• 45:40
  guys.
• 45:41
  Yeah,
• 45:41
  look
• 45:41
  at
• 45:41
  what
• 45:41
  we
• 45:41
  did
• 45:42
  here,
• 45:42
  okay?
• 45:43
  And
• 45:43
  the
• 45:43
  beauty
• 45:44
  of
• 45:44
  doing
• 45:44
  this
• 45:44
  is
• 45:44
  that
• 45:45
  your
• 45:45
  clients
• 45:45
  will
• 45:46
  believe
• 45:46
  far
• 45:46
  more
• 45:46
  what,
• 45:47
  what
• 45:47
  your,
• 45:47
  well,
• 45:48
  your
• 45:48
  prospects
• 45:48
  will
• 45:48
  be
• 45:49
  far
• 45:49
  more
• 45:49
  what
• 45:49
  your
• 45:49
  clients
• 45:50
  say
• 45:50
  about
• 45:50
  you
• 45:50
  than
• 45:50
  what
• 45:51
  you
• 45:51
  say
• 45:51
  about
• 45:51
  you.
• 45:51
  Because
• 45:52
  you
• 45:52
  have
• 45:52
  to
• 45:52
  say
• 45:52
  you're
• 45:52
  good,
• 45:52
  right?
• 45:53
  Whereas
• 45:53
  your
• 45:53
  clients
• 45:53
  don't
• 45:54
  have
• 45:54
  to.
• 45:55
  So
• 45:55
  use
• 45:55
  those
• 45:55
  references
• 45:56
  and
• 45:57
  dropping
• 45:57
  them
• 45:58
  off
• 45:58
  like
• 45:58
  a
• 45:58
  pizza
• 45:58
  menu
• 45:59
  and
• 45:59
  sort
• 45:59
  of
• 45:59
  saying
• 45:59
  to
• 45:59
  people,
• 45:59
  if
• 46:00
  you're
• 46:00
  going
• 46:00
  to
• 46:00
  send
• 46:00
  a
• 46:00
  proposal,
• 46:01
  well,
• 46:01
  look,
• 46:01
  yeah,
• 46:01
  I've,
• 46:02
  I've,
• 46:02
  I'll
• 46:03
  send
• 46:03
  you
• 46:03
  the
• 46:03
  proposal
• 46:03
  for
• 46:04
  your
• 46:04
  Asian
• 46:04
  wedding
• 46:05
  for
• 46:05
  300
• 46:05
  people.
• 46:06
  But
• 46:06
  I've
• 46:06
  also
• 46:06
  included
• 46:07
  two
• 46:07
  case
• 46:07
  studies
• 46:08
  of
• 46:08
  a
• 46:08
  couple
• 46:08
  of
• 46:08
  other
• 46:08
  Asian
• 46:09
  weddings
• 46:09
  that
• 46:09
  we've
• 46:09
  done
• 46:09
  recently
• 46:10
  just
• 46:10
  so
• 46:10
  you
• 46:10
  can
• 46:10
  see
• 46:11
  the
• 46:11
  kind
• 46:11
  of
• 46:11
  setup
• 46:11
  that
• 46:11
  we've
• 46:12
  done,
• 46:12
  the
• 46:12
  entertainment,
• 46:12
  how
• 46:13
  we
• 46:13
  did
• 46:13
  this
• 46:13
  and
• 46:13
  this
• 46:13
  and
• 46:13
  this.
• 46:14
  Yeah,
• 46:14
  there's
• 46:15
  no
• 46:15
  point
• 46:15
  kind
• 46:15
  of
• 46:16
  going,
• 46:16
  oh,
• 46:16
  well,
• 46:16
  yes,
• 46:16
  we've
• 46:17
  just
• 46:17
  sent
• 46:17
  you
• 46:17
  a
• 46:17
  quote
• 46:17
  for
• 46:18
  your.
• 46:18
  The
• 46:18
  300
• 46:19
  person
• 46:19
  Asian
• 46:19
  wedding.
• 46:20
  And
• 46:20
  I've
• 46:20
  sent
• 46:20
  you
• 46:21
  a
• 46:21
  case
• 46:21
  study
• 46:21
  of
• 46:21
  a
• 46:21
  bespoke
• 46:22
  24.
• 46:23
  It
• 46:23
  was
• 46:24
  a
• 46:24
  very
• 46:24
  small,
• 46:24
  intimate
• 46:24
  wedding
• 46:25
  that
• 46:25
  we
• 46:25
  did
• 46:25
  in
• 46:25
  our
• 46:26
  garden
• 46:26
  recently.
• 46:26
  They're
• 46:27
  going
• 46:27
  to
• 46:27
  be
• 46:27
  like,
• 46:27
  well,
• 46:27
  what's
• 46:28
  that
• 46:28
  got
• 46:28
  to
• 46:28
  do
• 46:28
  with
• 46:28
  me?
• 46:29
  Right?
• 46:29
  So
• 46:30
  you
• 46:30
  kind
• 46:30
  of
• 46:30
  got
• 46:30
  to
• 46:30
  match
• 46:31
  what
• 46:31
  they're.
• 46:32
  What
• 46:32
  they're
• 46:32
  looking
• 46:32
  for
• 46:33
  and
• 46:33
  show
• 46:33
  them
• 46:33
  what
• 46:33
  you've
• 46:34
  done
• 46:34
  already.
• 46:34
  And
• 46:34
  I
• 46:35
  think
• 46:35
  that
• 46:35
  that
• 46:35
  bit
• 46:35
  then
• 46:36
  takes
• 46:36
  the
• 46:36
  pitching
• 46:37
  out
• 46:37
  of
• 46:37
  it
• 46:38
  and
• 46:38
  it
• 46:38
  makes
• 46:38
  objection
• 46:39
  handling
• 46:40
  much
• 46:40
  less
• 46:40
  combative.
• 46:41
  It's
• 46:41
  not
• 46:42
  an
• 46:42
  argument
• 46:42
  of
• 46:42
  saying,
• 46:42
  oh,
• 46:43
  well,
• 46:43
  you
• 46:43
  think
• 46:43
  this
• 46:43
  is
• 46:43
  expensive?
• 46:44
  Let
• 46:44
  me
• 46:44
  try
• 46:45
  and
• 46:45
  justify
• 46:45
  it.
• 46:45
  Oh,
• 46:45
  okay,
• 46:46
  well,
• 46:46
  look,
• 46:46
  these
• 46:46
  guys
• 46:46
  thought
• 46:47
  it
• 46:47
  was
• 46:47
  expensive
• 46:47
  too,
• 46:47
  but
• 46:48
  look
• 46:48
  what
• 46:48
  they
• 46:48
  got
• 46:48
  for
• 46:48
  their
• 46:48
  return
• 46:49
  on
• 46:49
  investment.
• 46:49
  And
• 46:50
  at
• 46:50
  what
• 46:50
  point,
• 46:50
  okay,
• 46:51
  or
• 46:51
  this
• 46:51
  person
• 46:52
  had
• 46:52
  budgetary
• 46:52
  issues.
• 46:52
  Oh,
• 46:53
  look
• 46:53
  how
• 46:53
  we
• 46:53
  did
• 46:53
  a
• 46:54
  payment
• 46:54
  plan
• 46:54
  and
• 46:54
  we
• 46:54
  actually
• 46:55
  spread
• 46:55
  what
• 46:56
  we
• 46:56
  did
• 46:56
  for
• 46:56
  them
• 46:56
  so
• 46:57
  that
• 46:57
  they
• 46:57
  could
• 46:57
  start
• 46:57
  making
• 46:58
  money
• 46:58
  at
• 46:58
  the
• 46:58
  early
• 46:58
  part
• 46:58
  of
• 46:59
  this
• 46:59
  to
• 46:59
  help
• 46:59
  fund
• 46:59
  it
• 47:00
  at
• 47:00
  the
• 47:00
  end.
• 47:01
  Or
• 47:01
  for
• 47:01
  me,
• 47:02
  people
• 47:02
  say,
• 47:02
  I,
• 47:02
  we
• 47:03
  need
• 47:03
  to
• 47:03
  book
• 47:03
  more
• 47:03
  meetings.
• 47:04
  I
• 47:04
  need
• 47:04
  to
• 47:04
  get
• 47:04
  past
• 47:05
  gatekeepers.
• 47:05
  Okay,
• 47:06
  I
• 47:06
  then
• 47:06
  just
• 47:06
  do
• 47:07
  hashtag
• 47:07
  gatekeepers,
• 47:08
  hashtag
• 47:08
  meetings,
• 47:09
  hashtag
• 47:09
  appointments.
• 47:10
  Because
• 47:10
  people
• 47:10
  will
• 47:10
  use
• 47:10
  different
• 47:11
  language
• 47:11
  and
• 47:11
  it
• 47:11
  will
• 47:12
  pop
• 47:12
  up
• 47:12
  with
• 47:12
  all
• 47:12
  of
• 47:12
  my
• 47:12
  case
• 47:13
  studies
• 47:13
  that
• 47:13
  have
• 47:14
  those
• 47:14
  hashtags
• 47:14
  on
• 47:14
  the
• 47:14
  bottom
• 47:15
  of
• 47:15
  them.
• 47:15
  And
• 47:15
  they
• 47:15
  say,
• 47:15
  well,
• 47:16
  look
• 47:16
  at
• 47:16
  what
• 47:16
  this
• 47:16
  person
• 47:16
  said
• 47:17
  who
• 47:17
  needed
• 47:17
  more
• 47:17
  meetings.
• 47:18
  Look
• 47:18
  at
• 47:18
  what
• 47:18
  this
• 47:18
  person
• 47:19
  said
• 47:19
  who
• 47:19
  was
• 47:19
  also
• 47:19
  in
• 47:19
  insurance,
• 47:20
  who
• 47:20
  was.
• 47:21
  So
• 47:22
  have
• 47:22
  a
• 47:22
  credibility
• 47:23
  library
• 47:23
  up
• 47:23
  your
• 47:23
  sleeve.
• 47:24
  And
• 47:24
  pitching
• 47:25
  becomes
• 47:25
  very
• 47:25
  easy
• 47:25
  because
• 47:26
  you
• 47:26
  just
• 47:26
  start
• 47:26
  flicking
• 47:27
  through
• 47:27
  your
• 47:27
  catalog
• 47:27
  of
• 47:28
  success
• 47:28
  stories
• 47:28
  and
• 47:29
  making
• 47:29
  sure
• 47:29
  you
• 47:29
  highlight
• 47:30
  the
• 47:30
  ones
• 47:30
  that
• 47:30
  are
• 47:30
  relevant
• 47:31
  to
• 47:31
  them,
• 47:31
  where
• 47:31
  they
• 47:32
  go,
• 47:32
  oh,
• 47:32
  that's
• 47:32
  like
• 47:33
  us.
• 47:33
  Oh,
• 47:33
  that's
• 47:33
  what
• 47:34
  we
• 47:34
  want.
• 47:34
  Oh,
• 47:34
  that's
• 47:34
  what
• 47:34
  we
• 47:35
  were
• 47:35
  thinking.
• 47:35
  That's
• 47:36
  bold.
• 47:36
  You
• 47:36
  kind
• 47:36
  of
• 47:36
  just
• 47:37
  dropped
• 47:37
  that
• 47:37
  in
• 47:37
  there
• 47:38
  at
• 47:38
  the
• 47:38
  end.
• 47:38
  But
• 47:38
  actually
• 47:38
  that.
• 47:38
  We
• 47:39
  just
• 47:39
  need
• 47:39
  to
• 47:39
  pause
• 47:39
  there
• 47:40
  for
• 47:40
  a
• 47:40
  second
• 47:40
  because
• 47:40
  actually,
• 47:41
  that
• 47:41
  whole
• 47:41
  idea
• 47:42
  of
• 47:42
  having
• 47:42
  a
• 47:42
  success
• 47:43
  library,
• 47:44
  a
• 47:44
  resource
• 47:44
  on
• 47:45
  your
• 47:45
  computer
• 47:45
  that
• 47:46
  you've
• 47:46
  got
• 47:46
  these
• 47:46
  hashtags
• 47:46
  that
• 47:46
  you
• 47:47
  can
• 47:47
  search
• 47:47
  through
• 47:47
  with
• 47:48
  all
• 47:48
  your
• 47:48
  testimonials
• 47:49
  is
• 47:49
  an
• 47:49
  amazing
• 47:49
  idea.
• 47:50
  So
• 47:50
  let's
• 47:50
  just
• 47:51
  pause
• 47:51
  there
• 47:51
  for
• 47:51
  a
• 47:51
  second
• 47:51
  because
• 47:52
  I
• 47:52
  think
• 47:52
  I
• 47:52
  want
• 47:52
  people
• 47:53
  to
• 47:53
  be
• 47:53
  able
• 47:53
  to
• 47:53
  write
• 47:53
  that
• 47:53
  down.
• 47:54
  However,
• 47:54
  I
• 47:54
  know
• 47:54
  there
• 47:55
  will
• 47:55
  also
• 47:55
  be
• 47:55
  people
• 47:56
  still
• 47:56
  screaming
• 47:56
  at
• 47:56
  us,
• 47:56
  Anthony,
• 47:57
  that
• 47:57
  we
• 47:57
  have
• 47:57
  to
• 47:57
  overcome
• 47:58
  their
• 47:58
  objections
• 47:59
  because
• 47:59
  they'll
• 47:59
  be
• 47:59
  going,
• 47:59
  well,
• 48:00
  this
• 48:00
  is
• 48:00
  all
• 48:00
  right
• 48:00
  for
• 48:00
  you
• 48:01
  and
• 48:01
  Becca.
• 48:01
  Like,
• 48:02
  you
• 48:02
  guys
• 48:02
  can
• 48:02
  Just
• 48:02
  talk
• 48:02
  all
• 48:03
  day.
• 48:03
  You
• 48:03
  can
• 48:03
  just
• 48:04
  pull
• 48:04
  out
• 48:04
  these
• 48:04
  case
• 48:04
  studies.
• 48:05
  You
• 48:05
  love
• 48:05
  having
• 48:05
  conversations.
• 48:06
  You,
• 48:06
  you
• 48:07
  just
• 48:07
  had
• 48:07
  this
• 48:07
  podcast
• 48:08
  episode.
• 48:08
  You've
• 48:08
  been
• 48:08
  chit
• 48:08
  chatting
• 48:09
  away.
• 48:09
  I
• 48:09
  am
• 48:10
  not
• 48:10
  like
• 48:10
  that.
• 48:10
  I
• 48:11
  am
• 48:11
  nervous.
• 48:11
  I
• 48:12
  am
• 48:12
  worried
• 48:12
  about
• 48:12
  getting
• 48:12
  flustered.
• 48:13
  I
• 48:13
  go
• 48:13
  red
• 48:13
  when
• 48:14
  I'm
• 48:14
  on
• 48:14
  the
• 48:14
  phone.
• 48:15
  What
• 48:15
  do
• 48:15
  you
• 48:15
  have
• 48:15
  to
• 48:16
  say
• 48:16
  to
• 48:16
  someone
• 48:16
  who
• 48:16
  is
• 48:17
  just
• 48:17
  not
• 48:17
  maybe
• 48:18
  the
• 48:18
  personality
• 48:19
  that
• 48:19
  we
• 48:19
  are,
• 48:19
  maybe
• 48:19
  is
• 48:19
  a
• 48:19
  bit
• 48:20
  more
• 48:20
  introverted
• 48:20
  but
• 48:20
  still
• 48:21
  wants
• 48:21
  to
• 48:21
  be
• 48:21
  able
• 48:21
  to
• 48:21
  do
• 48:21
  this?
• 48:22
  Okay,
• 48:22
  well,
• 48:23
  firstly,
• 48:23
  everybody
• 48:24
  goes,
• 48:24
  oh,
• 48:24
  it's
• 48:24
  easy
• 48:24
  for
• 48:25
  you.
• 48:25
  You're
• 48:25
  the
• 48:25
  telephone
• 48:25
  assassin.
• 48:26
  Well,
• 48:26
  may
• 48:26
  I
• 48:27
  suggest
• 48:27
  one
• 48:27
  of
• 48:27
  you
• 48:27
  tries
• 48:28
  to
• 48:28
  phone
• 48:28
  somebody
• 48:28
  up
• 48:28
  and
• 48:29
  tell
• 48:29
  them
• 48:29
  you're
• 48:29
  the
• 48:29
  telephone
• 48:30
  assassin
• 48:30
  at
• 48:30
  the
• 48:30
  beginning
• 48:31
  of
• 48:31
  the
• 48:31
  call
• 48:31
  and
• 48:31
  see
• 48:31
  what
• 48:32
  happens.
• 48:32
  Because
• 48:33
  they
• 48:33
  just
• 48:33
  go,
• 48:33
  ooh,
• 48:34
  what
• 48:34
  are
• 48:34
  you
• 48:34
  going
• 48:34
  to
• 48:35
  do
• 48:35
  to
• 48:35
  me?
• 48:35
  Right.
• 48:35
  So
• 48:35
  I've
• 48:35
  got
• 48:36
  to
• 48:36
  be
• 48:36
  very
• 48:36
  careful
• 48:36
  in
• 48:37
  what
• 48:37
  I
• 48:37
  do.
• 48:37
  But
• 48:37
  I
• 48:38
  understand
• 48:39
  people
• 48:39
  would
• 48:39
  tend
• 48:39
  to
• 48:39
  think
• 48:40
  I
• 48:40
  am
• 48:40
  outgoing
• 48:41
  and
• 48:41
  love
• 48:41
  chatting.
• 48:42
  Therefore
• 48:42
  it
• 48:43
  must
• 48:43
  be
• 48:43
  easy
• 48:43
  for
• 48:43
  me.
• 48:44
  I
• 48:45
  tend
• 48:45
  to,
• 48:45
  as
• 48:45
  I
• 48:45
  mentioned
• 48:45
  earlier
• 48:46
  on,
• 48:46
  I
• 48:46
  think
• 48:46
  that
• 48:46
  there's
• 48:46
  opportunity
• 48:47
  in
• 48:47
  every
• 48:47
  conversation
• 48:48
  and
• 48:49
  the
• 48:49
  more
• 48:49
  conversations
• 48:49
  I
• 48:49
  have,
• 48:50
  the
• 48:50
  more
• 48:50
  opportunities
• 48:50
  I
• 48:51
  seem
• 48:51
  to
• 48:51
  find.
• 48:52
  So
• 48:52
  that's
• 48:53
  my
• 48:53
  motivation
• 48:54
  for
• 48:54
  doing
• 48:54
  it.
• 48:55
  However,
• 48:55
  for
• 48:55
  those
• 48:56
  that
• 48:56
  are
• 48:56
  really
• 48:56
  scared
• 48:57
  and
• 48:57
  nervous
• 48:58
  and
• 48:58
  what
• 48:58
  have
• 48:58
  you
• 48:59
  then,
• 48:59
  to
• 48:59
  begin
• 49:00
  with,
• 49:00
  start
• 49:01
  by
• 49:01
  phoning
• 49:02
  two
• 49:02
  or
• 49:02
  three
• 49:02
  people
• 49:03
  that
• 49:04
  you
• 49:04
  that
• 49:05
  are
• 49:05
  really
• 49:05
  easy
• 49:05
  calls.
• 49:06
  So
• 49:06
  phone
• 49:06
  a
• 49:06
  couple
• 49:06
  of
• 49:07
  clients
• 49:07
  and
• 49:07
  ask
• 49:07
  for
• 49:08
  testimonials.
• 49:08
  Okay.
• 49:09
  Phone
• 49:10
  one
• 49:10
  of
• 49:10
  your
• 49:10
  suppliers
• 49:11
  and
• 49:12
  just
• 49:12
  have
• 49:13
  a
• 49:13
  quick
• 49:13
  chat
• 49:13
  with
• 49:13
  them.
• 49:13
  Okay.
• 49:14
  Ask
• 49:14
  them
• 49:14
  how
• 49:14
  they're
• 49:14
  doing.
• 49:14
  Ask
• 49:15
  them
• 49:15
  if
• 49:15
  there's
• 49:15
  anything
• 49:15
  that
• 49:15
  they
• 49:15
  could
• 49:16
  give
• 49:16
  you
• 49:16
  that
• 49:16
  will
• 49:16
  help
• 49:16
  you
• 49:16
  sell
• 49:17
  more
• 49:17
  of
• 49:17
  what
• 49:17
  they
• 49:17
  do.
• 49:17
  All
• 49:18
  right.
• 49:18
  Basically,
• 49:19
  I
• 49:19
  would
• 49:19
  start
• 49:19
  the
• 49:20
  day
• 49:20
  or
• 49:20
  your
• 49:21
  call
• 49:21
  out
• 49:21
  session
• 49:22
  by
• 49:22
  creating
• 49:23
  a
• 49:23
  positive
• 49:24
  association
• 49:25
  with
• 49:25
  the
• 49:25
  telephone.
• 49:26
  Talk
• 49:26
  to
• 49:26
  people
• 49:26
  you
• 49:26
  want
• 49:26
  to
• 49:27
  talk
• 49:27
  to
• 49:27
  and
• 49:27
  that
• 49:27
  are
• 49:27
  going
• 49:27
  to
• 49:28
  say
• 49:28
  nice
• 49:28
  things
• 49:28
  to
• 49:28
  you.
• 49:28
  Hopefully
• 49:29
  we'll
• 49:29
  give
• 49:29
  you
• 49:29
  some
• 49:29
  great
• 49:30
  marketing
• 49:30
  material
• 49:30
  too,
• 49:31
  if
• 49:31
  you
• 49:31
  can
• 49:31
  get
• 49:31
  some
• 49:31
  feedback.
• 49:32
  So
• 49:32
  you
• 49:32
  need
• 49:32
  to
• 49:33
  build
• 49:33
  this
• 49:33
  positive
• 49:34
  association
• 49:34
  with
• 49:34
  the
• 49:34
  phone.
• 49:35
  And
• 49:35
  I've
• 49:35
  actually
• 49:35
  got
• 49:35
  this
• 49:35
  with
• 49:36
  a
• 49:36
  client
• 49:36
  who's
• 49:36
  in
• 49:36
  my
• 49:36
  academy
• 49:37
  at
• 49:37
  the
• 49:37
  moment.
• 49:37
  He
• 49:37
  runs
• 49:38
  an
• 49:38
  IT
• 49:38
  company.
• 49:39
  And
• 49:39
  what
• 49:39
  I
• 49:39
  highlighted
• 49:40
  to
• 49:40
  him
• 49:40
  is
• 49:40
  people
• 49:40
  who
• 49:40
  were
• 49:41
  work
• 49:41
  in
• 49:41
  it,
• 49:42
  they
• 49:42
  get
• 49:42
  the
• 49:43
  shudder
• 49:43
  when
• 49:43
  the
• 49:43
  phone
• 49:44
  rings
• 49:44
  because
• 49:44
  it
• 49:44
  means
• 49:45
  there's
• 49:45
  a
• 49:45
  problem
• 49:45
  that
• 49:45
  they
• 49:46
  have
• 49:46
  to
• 49:46
  fix.
• 49:46
  Okay.
• 49:47
  So
• 49:47
  his
• 49:48
  association
• 49:48
  with
• 49:48
  the
• 49:49
  phone
• 49:49
  is,
• 49:49
  oh
• 49:50
  my
• 49:50
  God.
• 49:50
  That
• 49:50
  means
• 49:50
  there's
• 49:50
  a
• 49:51
  problem
• 49:51
  and
• 49:51
  I
• 49:51
  have
• 49:51
  to
• 49:51
  try
• 49:51
  and
• 49:52
  fix
• 49:52
  it
• 49:52
  and
• 49:52
  they're
• 49:52
  probably
• 49:53
  not
• 49:53
  going
• 49:53
  to
• 49:53
  be
• 49:53
  happy.
• 49:53
  So
• 49:54
  he
• 49:54
  has
• 49:54
  this
• 49:54
  negative
• 49:54
  association.
• 49:55
  So
• 49:55
  I
• 49:55
  always
• 49:55
  say
• 49:56
  start
• 49:56
  easy.
• 49:57
  Start
• 49:57
  with
• 49:57
  a
• 49:57
  few
• 49:57
  nice
• 49:58
  calls.
• 49:58
  Okay.
• 49:59
  Particularly
• 49:59
  if
• 50:00
  you
• 50:00
  can
• 50:00
  do
• 50:00
  existing
• 50:01
  customers
• 50:01
  and
• 50:01
  you
• 50:01
  can
• 50:02
  get
• 50:02
  a
• 50:02
  couple
• 50:02
  of
• 50:02
  testimonials.
• 50:03
  Then
• 50:03
  once
• 50:03
  you
• 50:04
  have
• 50:04
  this
• 50:04
  positive
• 50:04
  association
• 50:05
  with
• 50:05
  the
• 50:05
  phone,
• 50:05
  then
• 50:06
  just
• 50:06
  try
• 50:06
  and
• 50:06
  phone
• 50:07
  three
• 50:07
  or
• 50:07
  four
• 50:07
  people.
• 50:08
  Basically,
• 50:09
  start
• 50:09
  easy.
• 50:09
  Okay.
• 50:10
  Start
• 50:10
  with
• 50:10
  some
• 50:10
  follow
• 50:10
  ups.
• 50:11
  Okay,
• 50:11
  do
• 50:12
  your
• 50:12
  three
• 50:12
  follow
• 50:12
  ups
• 50:12
  of
• 50:13
  people
• 50:13
  you
• 50:13
  sent
• 50:14
  proposals
• 50:14
  to
• 50:14
  last
• 50:14
  week
• 50:15
  and
• 50:15
  just
• 50:15
  say,
• 50:15
  hey,
• 50:15
  Becca,
• 50:16
  haven't
• 50:16
  heard
• 50:17
  back
• 50:17
  from
• 50:17
  you
• 50:17
  since
• 50:17
  I
• 50:17
  sent
• 50:17
  that
• 50:18
  proposal.
• 50:18
  Hopefully
• 50:18
  I
• 50:19
  managed
• 50:19
  to
• 50:19
  cover
• 50:19
  everything.
• 50:20
  But
• 50:20
  don't
• 50:20
  worry,
• 50:20
  we
• 50:20
  booked
• 50:21
  in
• 50:21
  our
• 50:21
  call
• 50:21
  for
• 50:22
  Tuesday
• 50:22
  next
• 50:22
  week,
• 50:23
  so
• 50:23
  we'll
• 50:23
  talk
• 50:23
  about
• 50:23
  it
• 50:23
  then.
• 50:24
  If
• 50:24
  you
• 50:24
  need
• 50:24
  to
• 50:24
  move
• 50:25
  that
• 50:25
  call
• 50:25
  or
• 50:26
  bring
• 50:26
  it
• 50:26
  forwards,
• 50:26
  please
• 50:27
  just
• 50:27
  let
• 50:27
  me
• 50:27
  know.
• 50:27
  Yeah,
• 50:28
  that
• 50:28
  kind
• 50:28
  of
• 50:29
  sort
• 50:29
  of
• 50:29
  outreach.
• 50:30
  So
• 50:30
  start
• 50:31
  easy.
• 50:32
  But
• 50:32
  if
• 50:32
  you
• 50:32
  can
• 50:33
  start
• 50:33
  the
• 50:33
  day
• 50:33
  by
• 50:34
  getting
• 50:34
  a
• 50:34
  lovely
• 50:35
  testimonial,
• 50:36
  then
• 50:36
  your
• 50:36
  goal
• 50:37
  for
• 50:37
  the
• 50:37
  day
• 50:37
  should
• 50:38
  be
• 50:38
  to
• 50:38
  drop
• 50:39
  that
• 50:39
  off
• 50:39
  like
• 50:39
  a
• 50:39
  pizza
• 50:40
  menu
• 50:40
  to
• 50:41
  at
• 50:41
  least
• 50:41
  five,
• 50:42
  if
• 50:42
  not
• 50:42
  ten
• 50:42
  potential
• 50:43
  customers.
• 50:44
  Okay.
• 50:44
  And
• 50:44
  you
• 50:45
  can
• 50:45
  do
• 50:45
  it
• 50:45
  in
• 50:45
  a
• 50:45
  really
• 50:45
  softly,
• 50:46
  softly
• 50:46
  way.
• 50:47
  That
• 50:48
  pizza
• 50:48
  menu
• 50:49
  thing
• 50:49
  is
• 50:49
  the
• 50:49
  analogy
• 50:49
  I
• 50:50
  give.
• 50:50
  It
• 50:50
  should
• 50:50
  feel
• 50:50
  like
• 50:50
  you're
• 50:51
  dropping
• 50:51
  off
• 50:51
  a
• 50:51
  menu,
• 50:52
  pizza
• 50:52
  menu,
• 50:53
  not
• 50:53
  knocking
• 50:53
  on
• 50:53
  their
• 50:54
  door
• 50:54
  and
• 50:54
  trying
• 50:54
  to
• 50:54
  take
• 50:54
  an
• 50:55
  order.
• 50:55
  Okay.
• 50:55
  So
• 50:56
  if
• 50:56
  I
• 50:56
  was
• 50:56
  approaching
• 50:56
  you,
• 50:56
  Becca,
• 50:57
  to
• 50:58
  come
• 50:58
  and
• 50:58
  speak
• 50:58
  on
• 50:58
  your
• 50:58
  podcast,
• 50:59
  I'd
• 50:59
  say,
• 50:59
  hey,
• 50:59
  Becca,
• 50:59
  if
• 51:00
  you've
• 51:00
  given
• 51:00
  me
• 51:00
  permission
• 51:00
  to
• 51:00
  speak.
• 51:01
  As
• 51:01
  I
• 51:01
  mentioned,
• 51:01
  my
• 51:01
  name's
• 51:02
  Anthony
• 51:02
  Stiers.
• 51:03
  I'm
• 51:03
  known
• 51:03
  as
• 51:03
  the
• 51:03
  telephone
• 51:03
  Assassin.
• 51:04
  I've
• 51:04
  been
• 51:04
  on
• 51:04
  loads
• 51:05
  of
• 51:05
  podcasts.
• 51:06
  But
• 51:06
  my
• 51:06
  guess
• 51:06
  is,
• 51:07
  is
• 51:07
  you're
• 51:07
  probably
• 51:07
  not
• 51:08
  looking
• 51:08
  for
• 51:08
  guests
• 51:09
  right
• 51:09
  now.
• 51:09
  Is
• 51:09
  that
• 51:09
  correct?
• 51:10
  Right.
• 51:10
  So
• 51:10
  I
• 51:11
  would
• 51:11
  reach
• 51:11
  out
• 51:11
  to
• 51:11
  you
• 51:12
  with
• 51:12
  the
• 51:12
  assumption
• 51:13
  that
• 51:13
  you're
• 51:13
  not
• 51:13
  looking
• 51:13
  for
• 51:14
  my
• 51:14
  services
• 51:14
  right
• 51:14
  now,
• 51:15
  because
• 51:15
  that's
• 51:15
  the
• 51:15
  most
• 51:15
  common
• 51:15
  objection
• 51:16
  I'm
• 51:16
  to
• 51:16
  get
• 51:16
  and
• 51:17
  it
• 51:17
  manages
• 51:17
  my
• 51:17
  expectations.
• 51:18
  Yeah.
• 51:19
  What
• 51:19
  typically
• 51:19
  people
• 51:20
  tend
• 51:20
  to
• 51:20
  do
• 51:20
  then
• 51:20
  is
• 51:21
  they
• 51:21
  confirm
• 51:21
  that
• 51:22
  I'm
• 51:22
  correct
• 51:23
  and
• 51:23
  then
• 51:23
  they
• 51:23
  justify
• 51:24
  it.
• 51:24
  They'll
• 51:24
  say,
• 51:24
  you'll
• 51:24
  say
• 51:25
  something
• 51:25
  like,
• 51:25
  you're
• 51:25
  right,
• 51:25
  Anthony,
• 51:26
  I'm
• 51:26
  not
• 51:26
  at
• 51:26
  the
• 51:26
  moment.
• 51:26
  I
• 51:26
  tend
• 51:27
  to
• 51:27
  book
• 51:27
  three
• 51:27
  months
• 51:27
  in
• 51:28
  advance,
• 51:28
  so
• 51:29
  I'll
• 51:29
  be
• 51:29
  booking
• 51:29
  again
• 51:29
  at
• 51:30
  this
• 51:30
  point.
• 51:30
  So
• 51:30
  you'll
• 51:30
  tell
• 51:30
  me
• 51:31
  when
• 51:31
  you're
• 51:31
  going
• 51:31
  to
• 51:31
  be
• 51:31
  hungry
• 51:32
  for
• 51:32
  my
• 51:32
  services.
• 51:33
  Okay.
• 51:33
  And
• 51:33
  at
• 51:33
  that
• 51:34
  point
• 51:34
  I'll
• 51:34
  go,
• 51:34
  oh,
• 51:34
  fantastic.
• 51:35
  Well,
• 51:35
  in
• 51:35
  which
• 51:35
  case
• 51:36
  then
• 51:36
  I'll
• 51:36
  get
• 51:36
  back
• 51:36
  in
• 51:37
  touch
• 51:37
  in
• 51:37
  August.
• 51:38
  But
• 51:38
  in
• 51:38
  the
• 51:38
  meantime,
• 51:39
  can
• 51:39
  I
• 51:39
  just
• 51:39
  send
• 51:39
  you
• 51:40
  a
• 51:40
  bit
• 51:40
  of
• 51:40
  feedback
• 51:40
  I
• 51:40
  had
• 51:41
  on
• 51:41
  the
• 51:41
  last
• 51:41
  three
• 51:41
  podcasts
• 51:42
  I
• 51:42
  did
• 51:42
  just
• 51:42
  so
• 51:42
  you
• 51:42
  can
• 51:43
  see
• 51:43
  what
• 51:43
  they
• 51:43
  say
• 51:43
  about
• 51:43
  me.
• 51:44
  Right.
• 51:44
  And
• 51:44
  that
• 51:44
  would
• 51:44
  be
• 51:44
  me
• 51:45
  dropping
• 51:45
  off
• 51:45
  my
• 51:45
  pizza
• 51:46
  menu.
• 51:46
  I'm
• 51:46
  starting
• 51:46
  to
• 51:47
  establish.
• 51:47
  Establish
• 51:47
  my
• 51:48
  credibility.
• 51:48
  Okay.
• 51:49
  And
• 51:50
  then
• 51:50
  I'd
• 51:50
  probably
• 51:51
  set
• 51:51
  a
• 51:51
  reminder
• 51:51
  for
• 51:52
  the
• 51:52
  month
• 51:52
  before
• 51:52
  I'm
• 51:53
  due
• 51:53
  to
• 51:53
  speak
• 51:53
  to
• 51:53
  you
• 51:53
  to
• 51:54
  send
• 51:54
  you
• 51:54
  another
• 51:54
  one
• 51:54
  that
• 51:55
  says,
• 51:55
  hey,
• 51:55
  Becca,
• 51:56
  this
• 51:56
  will
• 51:56
  be
• 51:56
  an
• 51:56
  email
• 51:56
  hey,
• 51:57
  Becca,
• 51:57
  I
• 51:57
  know
• 51:58
  we're
• 51:58
  not
• 51:58
  due
• 51:58
  to
• 51:58
  catch
• 51:58
  up
• 51:58
  until
• 51:59
  next
• 51:59
  month.
• 51:59
  I'm
• 51:59
  really
• 52:00
  looking
• 52:00
  forward
• 52:00
  to
• 52:00
  it.
• 52:00
  But
• 52:00
  I've
• 52:01
  just
• 52:01
  had
• 52:01
  some
• 52:01
  more
• 52:01
  feedback
• 52:02
  from
• 52:02
  another
• 52:02
  podcast
• 52:03
  host
• 52:03
  recently.
• 52:04
  Thought
• 52:04
  you'd
• 52:04
  be
• 52:04
  interested
• 52:05
  to
• 52:05
  see
• 52:05
  what
• 52:05
  they're
• 52:05
  saying.
• 52:06
  Yeah,
• 52:06
  so
• 52:06
  just
• 52:07
  remind
• 52:07
  you
• 52:07
  that
• 52:07
  I'm
• 52:07
  good.
• 52:08
  Keep
• 52:08
  building
• 52:08
  my
• 52:08
  credibility.
• 52:09
  Gives
• 52:09
  me
• 52:09
  something
• 52:10
  to
• 52:10
  follow
• 52:10
  up
• 52:10
  with
• 52:10
  when
• 52:11
  I
• 52:11
  speak
• 52:11
  to
• 52:11
  you
• 52:11
  in
• 52:12
  August.
• 52:13
  So,
• 52:13
  yeah,
• 52:13
  I,
• 52:14
  I,
• 52:14
  and
• 52:15
  I
• 52:15
  suppose
• 52:15
  the
• 52:15
  last
• 52:15
  tip
• 52:15
  I'm
• 52:15
  going
• 52:16
  to
• 52:16
  give
• 52:16
  just
• 52:16
  to
• 52:16
  your
• 52:16
  question,
• 52:17
  and
• 52:17
  I'm
• 52:17
  sorry
• 52:17
  to
• 52:17
  keep
• 52:17
  kind
• 52:18
  of
• 52:18
  going
• 52:18
  on
• 52:18
  here,
• 52:18
  but
• 52:18
  if
• 52:19
  you
• 52:19
  are
• 52:19
  really
• 52:19
  scared,
• 52:20
  go
• 52:20
  and
• 52:20
  lock
• 52:20
  yourself
• 52:20
  in
• 52:21
  a
• 52:21
  room
• 52:21
  where
• 52:21
  nobody
• 52:21
  can
• 52:22
  hear
• 52:22
  or
• 52:22
  see
• 52:22
  you.
• 52:22
  Okay.
• 52:24
  Turn
• 52:24
  on
• 52:24
  the
• 52:24
  music
• 52:25
  to
• 52:25
  begin
• 52:25
  with
• 52:25
  and,
• 52:26
  and
• 52:26
  relax
• 52:26
  a
• 52:27
  little
• 52:27
  bit.
• 52:27
  Okay.
• 52:27
  Keep
• 52:27
  the
• 52:28
  music
• 52:28
  on
• 52:28
  quietly.
• 52:28
  Right.
• 52:29
  The,
• 52:29
  the
• 52:29
  person
• 52:30
  on
• 52:30
  the
• 52:30
  end
• 52:30
  of
• 52:30
  the
• 52:30
  phone
• 52:30
  can
• 52:31
  hear
• 52:31
  the
• 52:31
  beat,
• 52:31
  but
• 52:31
  if
• 52:31
  they
• 52:32
  can
• 52:32
  hear
• 52:32
  the
• 52:32
  words,
• 52:32
  it
• 52:32
  sounds
• 52:32
  like
• 52:33
  you're
• 52:33
  at
• 52:33
  a
• 52:33
  party.
• 52:33
  But
• 52:33
  if
• 52:33
  they
• 52:33
  can
• 52:34
  hear
• 52:34
  the
• 52:34
  beat,
• 52:34
  that's
• 52:34
  okay.
• 52:35
  It
• 52:35
  sounds
• 52:35
  like
• 52:35
  background
• 52:36
  noise.
• 52:36
  All
• 52:36
  right.
• 52:36
  And
• 52:36
  it
• 52:36
  will
• 52:36
  relax
• 52:37
  you
• 52:37
  a
• 52:37
  little
• 52:37
  bit.
• 52:37
  Okay.
• 52:38
  And
• 52:38
  then
• 52:38
  just
• 52:38
  make
• 52:38
  a
• 52:38
  couple
• 52:39
  of
• 52:39
  calls.
• 52:39
  Right?
• 52:39
  It's
• 52:40
  the.
• 52:40
  If
• 52:40
  you
• 52:40
  use
• 52:40
  the
• 52:41
  permission
• 52:41
  to
• 52:41
  speak
• 52:41
  at
• 52:41
  the
• 52:41
  beginning,
• 52:42
  you
• 52:42
  shouldn't
• 52:42
  have
• 52:42
  any
• 52:43
  bad
• 52:43
  conversations.
• 52:44
  Okay.
• 52:44
  And
• 52:44
  if
• 52:45
  into
• 52:45
  it,
• 52:45
  knowing
• 52:45
  you've
• 52:46
  got
• 52:46
  a
• 52:46
  case
• 52:46
  study
• 52:46
  up
• 52:46
  your
• 52:47
  sleeve
• 52:47
  that
• 52:47
  you
• 52:47
  think
• 52:47
  will
• 52:47
  be
• 52:48
  relevant
• 52:48
  to
• 52:48
  them,
• 52:49
  you'll
• 52:49
  be
• 52:49
  quite
• 52:49
  confident
• 52:50
  that
• 52:50
  they're
• 52:50
  probably
• 52:50
  going
• 52:51
  to
• 52:51
  prick
• 52:51
  their
• 52:51
  ears
• 52:51
  up
• 52:51
  and
• 52:52
  want
• 52:52
  to
• 52:52
  have
• 52:52
  a
• 52:52
  chat
• 52:52
  to
• 52:52
  you
• 52:52
  at
• 52:53
  some
• 52:53
  point
• 52:53
  in
• 52:53
  the
• 52:53
  future.
• 52:54
  Okay.
• 52:54
  And
• 52:55
  that's
• 52:55
  all
• 52:55
  you
• 52:55
  really
• 52:55
  want
• 52:56
  to
• 52:56
  do.
• 52:56
  Every
• 52:56
  conversation,
• 52:57
  all
• 52:57
  you
• 52:57
  really
• 52:57
  want
• 52:58
  to
• 52:58
  find
• 52:58
  out
• 52:58
  is
• 52:58
  when
• 52:58
  should
• 52:58
  we
• 52:59
  speak
• 52:59
  next?
• 52:59
  And
• 53:00
  if
• 53:00
  you
• 53:00
  boil
• 53:00
  it
• 53:00
  down
• 53:00
  to
• 53:01
  that,
• 53:01
  a
• 53:01
  30
• 53:01
  second
• 53:02
  conversation
• 53:02
  can
• 53:03
  be
• 53:03
  a
• 53:03
  really
• 53:03
  positive
• 53:04
  one
• 53:04
  with
• 53:04
  somebody
• 53:04
  who
• 53:05
  knows,
• 53:05
  who
• 53:05
  wants
• 53:05
  to
• 53:06
  talk
• 53:06
  to
• 53:06
  you
• 53:06
  at
• 53:06
  a
• 53:06
  certain
• 53:06
  point
• 53:07
  and
• 53:07
  agrees
• 53:07
  to
• 53:08
  an
• 53:08
  invite
• 53:09
  being
• 53:09
  sent.
• 53:09
  It
• 53:10
  firms
• 53:10
  it
• 53:10
  up,
• 53:10
  it
• 53:10
  gets
• 53:11
  it
• 53:11
  in
• 53:11
  the
• 53:11
  diary.
• 53:11
  Stop
• 53:12
  the
• 53:12
  wheels
• 53:12
  in
• 53:13
  motion.
• 53:13
  Actually,
• 53:14
  sometimes
• 53:14
  a
• 53:14
  phone
• 53:14
  call
• 53:15
  can
• 53:15
  fast
• 53:15
  track
• 53:16
  when
• 53:16
  it's
• 53:17
  done.
• 53:17
  Well,
• 53:17
  I'll
• 53:17
  give
• 53:17
  you
• 53:17
  an
• 53:17
  example,
• 53:18
  a
• 53:18
  positive
• 53:18
  example.
• 53:19
  I
• 53:19
  had
• 53:19
  someone
• 53:19
  ring
• 53:20
  me
• 53:20
  last
• 53:20
  summer
• 53:21
  out
• 53:21
  the
• 53:21
  blue,
• 53:22
  and
• 53:22
  I
• 53:22
  decided
• 53:23
  to
• 53:23
  answer
• 53:23
  the
• 53:23
  phone
• 53:23
  call.
• 53:24
  And
• 53:24
  it
• 53:24
  was
• 53:25
  a
• 53:25
  young
• 53:25
  girl,
• 53:25
  she
• 53:25
  was
• 53:26
  17.
• 53:26
  And
• 53:27
  she
• 53:27
  said,
• 53:27
  I'm
• 53:27
  ringing
• 53:28
  you
• 53:28
  because
• 53:28
  I
• 53:28
  want
• 53:29
  to
• 53:29
  do
• 53:29
  work
• 53:29
  experience
• 53:29
  with
• 53:30
  you.
• 53:30
  And
• 53:30
  I
• 53:31
  was
• 53:31
  very
• 53:31
  taken
• 53:32
  aback
• 53:32
  by
• 53:32
  it.
• 53:32
  But
• 53:32
  actually
• 53:33
  the
• 53:33
  reason
• 53:33
  I
• 53:33
  agreed
• 53:34
  to
• 53:34
  it
• 53:34
  and
• 53:34
  said
• 53:34
  yes
• 53:35
  was
• 53:35
  because
• 53:35
  I
• 53:35
  couldn't
• 53:36
  believe
• 53:36
  that
• 53:36
  at
• 53:37
  17
• 53:37
  she
• 53:37
  was
• 53:37
  proactive
• 53:38
  enough
• 53:38
  to
• 53:38
  have
• 53:39
  found
• 53:39
  me
• 53:39
  and
• 53:40
  picked
• 53:40
  up
• 53:40
  the
• 53:41
  phone.
• 53:41
  And
• 53:42
  that's
• 53:42
  what
• 53:42
  made
• 53:42
  me
• 53:42
  go,
• 53:43
  okay,
• 53:43
  this
• 53:43
  is
• 53:43
  actually
• 53:43
  quite
• 53:44
  difficult
• 53:44
  for
• 53:44
  me
• 53:44
  to
• 53:44
  organize,
• 53:45
  but
• 53:45
  I
• 53:46
  will
• 53:46
  do
• 53:46
  that
• 53:46
  because
• 53:47
  you
• 53:47
  picked
• 53:47
  up
• 53:47
  the
• 53:47
  phone
• 53:48
  and.
• 53:48
  Because
• 53:48
  you
• 53:49
  showed
• 53:49
  me
• 53:49
  that
• 53:50
  you
• 53:50
  cared.
• 53:51
  Yeah,
• 53:51
  well,
• 53:51
  you
• 53:52
  showed
• 53:52
  kind
• 53:52
  of
• 53:52
  initiative,
• 53:53
  you
• 53:53
  showed
• 53:53
  courage
• 53:54
  in
• 53:54
  picking
• 53:54
  up
• 53:54
  the
• 53:54
  phone.
• 53:55
  They're
• 53:56
  the
• 53:56
  kinds
• 53:56
  of
• 53:56
  skills
• 53:56
  you
• 53:57
  want
• 53:57
  on
• 53:57
  your
• 53:57
  team.
• 53:57
  Right.
• 53:58
  And
• 53:59
  it's
• 53:59
  interesting
• 54:00
  because
• 54:00
  next
• 54:01
  week
• 54:01
  I'm
• 54:01
  doing
• 54:02
  a
• 54:02
  little
• 54:03
  bit
• 54:03
  of
• 54:03
  sort
• 54:03
  of
• 54:03
  charity
• 54:04
  work
• 54:04
  with,
• 54:04
  I
• 54:04
  don't
• 54:05
  know
• 54:05
  if
• 54:05
  you've
• 54:05
  got,
• 54:05
  you'll
• 54:05
  know
• 54:05
  Chris
• 54:06
  Akabusi,
• 54:07
  back
• 54:07
  in
• 54:07
  the
• 54:07
  day,
• 54:07
  the
• 54:07
  Olympian
• 54:08
  we're
• 54:09
  working
• 54:09
  with.
• 54:09
  Neat.
• 54:10
  So
• 54:10
  not
• 54:10
  in
• 54:10
  education,
• 54:10
  employment
• 54:11
  or,
• 54:11
  or
• 54:11
  training.
• 54:12
  And
• 54:12
  I
• 54:12
  do
• 54:12
  a
• 54:13
  session
• 54:13
  about
• 54:13
  how
• 54:13
  to
• 54:13
  get
• 54:14
  work
• 54:14
  experience,
• 54:14
  because
• 54:15
  finding
• 54:15
  work
• 54:15
  experience
• 54:16
  is
• 54:16
  the
• 54:16
  same
• 54:16
  process
• 54:16
  as
• 54:17
  finding
• 54:17
  a
• 54:17
  job.
• 54:18
  And
• 54:18
  I
• 54:18
  get
• 54:18
  them,
• 54:19
  many
• 54:19
  of
• 54:19
  them,
• 54:19
  picking
• 54:20
  up
• 54:20
  the
• 54:20
  phone
• 54:20
  and
• 54:21
  you
• 54:21
  can
• 54:21
  hear
• 54:22
  the
• 54:22
  shock
• 54:23
  and
• 54:23
  almost
• 54:23
  the,
• 54:24
  the,
• 54:24
  the
• 54:24
  pleasure
• 54:25
  in
• 54:25
  people's
• 54:25
  voice
• 54:26
  that
• 54:26
  this
• 54:26
  person
• 54:26
  has
• 54:27
  bothered
• 54:27
  to
• 54:27
  pick
• 54:27
  up
• 54:28
  the
• 54:28
  phone.
• 54:29
  It,
• 54:29
  like
• 54:29
  I
• 54:29
  say,
• 54:30
  it
• 54:30
  shows
• 54:30
  courage,
• 54:31
  it
• 54:31
  shows
• 54:32
  initiative,
• 54:32
  it
• 54:33
  shows
• 54:33
  that
• 54:33
  they're
• 54:33
  not,
• 54:33
  they're
• 54:33
  not
• 54:34
  afraid
• 54:34
  to
• 54:34
  put
• 54:35
  themselves
• 54:35
  out
• 54:35
  there.
• 54:36
  And
• 54:37
  like
• 54:37
  you
• 54:37
  say,
• 54:37
  you
• 54:38
  probably
• 54:38
  wouldn't
• 54:38
  have
• 54:38
  said
• 54:38
  if
• 54:39
  you'd
• 54:39
  have
• 54:39
  got
• 54:39
  an
• 54:39
  email.
• 54:39
  Do
• 54:40
  you
• 54:40
  think
• 54:40
  you
• 54:40
  would
• 54:40
  have
• 54:40
  gone
• 54:40
  no?
• 54:41
  I
• 54:41
  would
• 54:41
  have
• 54:41
  definitely
• 54:42
  said
• 54:42
  no.
• 54:42
  If
• 54:42
  I'd
• 54:42
  have
• 54:42
  got.
• 54:43
  I
• 54:43
  would
• 54:43
  have
• 54:43
  gone
• 54:44
  too
• 54:44
  hard.
• 54:44
  Too
• 54:45
  hard,
• 54:45
  absolutely.
• 54:45
  But
• 54:46
  it's
• 54:46
  hard,
• 54:46
  but
• 54:46
  it's
• 54:47
  hard
• 54:47
  to
• 54:47
  turn
• 54:47
  down
• 54:47
  a
• 54:47
  17
• 54:48
  year
• 54:48
  old
• 54:48
  girl
• 54:48
  who's
• 54:48
  asking
• 54:48
  for
• 54:49
  a
• 54:49
  bit
• 54:49
  of
• 54:49
  a
• 54:49
  favor
• 54:49
  that
• 54:49
  you
• 54:49
  could
• 54:50
  technically
• 54:50
  help
• 54:50
  with.
• 54:50
  Right,
• 54:50
  so
• 54:51
  she
• 54:51
  had
• 54:51
  emotionally
• 54:52
  got
• 54:52
  you
• 54:52
  with
• 54:52
  a
• 54:52
  bit
• 54:53
  of
• 54:53
  backstory.
• 54:53
  Yeah,
• 54:54
  and
• 54:54
  that,
• 54:55
  that's
• 54:55
  funny
• 54:55
  because
• 54:55
  it
• 54:56
  brings
• 54:56
  me
• 54:56
  on
• 54:56
  to
• 54:56
  my
• 54:56
  last
• 54:57
  question,
• 54:57
  actually,
• 54:58
  which
• 54:58
  is
• 54:58
  my
• 54:59
  other
• 54:59
  fear
• 54:59
  of
• 55:00
  using
• 55:00
  the
• 55:00
  phone
• 55:00
  myself.
• 55:01
  Right.
• 55:01
  The
• 55:01
  other
• 55:02
  thing
• 55:02
  I've
• 55:02
  realized
• 55:02
  about
• 55:03
  why
• 55:03
  I
• 55:03
  don't
• 55:03
  like
• 55:04
  phone
• 55:04
  calls
• 55:04
  is
• 55:05
  because
• 55:05
  I
• 55:05
  know
• 55:05
  I
• 55:06
  have
• 55:06
  a
• 55:06
  tendency
• 55:06
  to
• 55:07
  agree
• 55:07
  to
• 55:07
  things
• 55:07
  I
• 55:08
  don't
• 55:08
  want
• 55:08
  to
• 55:08
  do
• 55:09
  on
• 55:09
  a
• 55:09
  phone
• 55:09
  call,
• 55:10
  whereas
• 55:10
  I'm
• 55:10
  much
• 55:11
  better
• 55:11
  at
• 55:11
  my
• 55:11
  boundaries
• 55:12
  when
• 55:12
  I'm
• 55:13
  behind
• 55:13
  an
• 55:13
  email.
• 55:14
  And
• 55:14
  so
• 55:14
  I
• 55:14
  know
• 55:15
  if
• 55:15
  someone
• 55:15
  gets
• 55:15
  me
• 55:15
  on
• 55:15
  the
• 55:15
  call
• 55:16
  and
• 55:16
  convinces
• 55:17
  me
• 55:17
  of
• 55:17
  something,
• 55:18
  not
• 55:18
  to
• 55:18
  sell
• 55:18
  to
• 55:18
  me
• 55:19
  necessarily,
• 55:19
  but
• 55:19
  to
• 55:19
  say,
• 55:19
  oh,
• 55:20
  will
• 55:20
  you
• 55:20
  come
• 55:20
  and
• 55:20
  speak
• 55:20
  at
• 55:20
  this
• 55:21
  event?
• 55:21
  Or
• 55:21
  can
• 55:21
  you
• 55:21
  come
• 55:21
  and
• 55:22
  do
• 55:22
  this
• 55:22
  for
• 55:22
  me?
• 55:22
  I'm
• 55:22
  like,
• 55:22
  yes,
• 55:23
  yes,
• 55:23
  yes,
• 55:23
  yes,
• 55:23
  yes.
• 55:24
  And
• 55:24
  then
• 55:24
  I
• 55:24
  got
• 55:24
  off
• 55:24
  the
• 55:24
  call
• 55:25
  and
• 55:25
  I
• 55:25
  think,
• 55:25
  why
• 55:25
  did
• 55:25
  I
• 55:25
  say
• 55:26
  yes
• 55:26
  to
• 55:26
  that?
• 55:26
  Because
• 55:26
  I
• 55:26
  should
• 55:27
  have,
• 55:27
  you
• 55:27
  know,
• 55:27
  I
• 55:27
  should
• 55:27
  have
• 55:27
  said
• 55:28
  yes,
• 55:28
  but
• 55:28
  it
• 55:28
  will
• 55:28
  cost
• 55:29
  you
• 55:29
  this
• 55:29
  or
• 55:29
  I
• 55:29
  should
• 55:29
  have
• 55:29
  said
• 55:29
  that.
• 55:30
  And
• 55:30
  so
• 55:30
  I
• 55:30
  think
• 55:30
  I
• 55:30
  avoid
• 55:31
  the
• 55:31
  phone
• 55:31
  sometimes
• 55:32
  because
• 55:32
  I'm
• 55:32
  scared
• 55:33
  of
• 55:33
  saying
• 55:33
  yes.
• 55:33
  So
• 55:33
  have
• 55:34
  you
• 55:34
  got,
• 55:34
  as
• 55:34
  a
• 55:34
  final
• 55:34
  tip,
• 55:35
  any
• 55:35
  ways
• 55:35
  for
• 55:36
  me
• 55:36
  and
• 55:36
  other
• 55:36
  people
• 55:36
  to
• 55:37
  say
• 55:37
  no
• 55:37
  on
• 55:37
  the
• 55:38
  phone?
• 55:39
  You
• 55:39
  can
• 55:40
  just
• 55:40
  say
• 55:40
  it
• 55:40
  nice
• 55:40
  and
• 55:40
  polite,
• 55:40
  politely.
• 55:42
  I
• 55:42
  get
• 55:42
  invited
• 55:42
  to
• 55:43
  speak
• 55:43
  sometimes
• 55:43
  and
• 55:44
  it,
• 55:45
  there
• 55:45
  isn't
• 55:45
  really
• 55:46
  a
• 55:46
  speaker
• 55:46
  fee.
• 55:46
  Okay.
• 55:47
  I,
• 55:48
  there's
• 55:48
  not
• 55:48
  really
• 55:49
  many
• 55:49
  events
• 55:49
  that
• 55:50
  I
• 55:50
  will
• 55:50
  do
• 55:50
  like
• 55:50
  that,
• 55:50
  if
• 55:51
  I'm
• 55:51
  perfectly
• 55:51
  honest
• 55:52
  with
• 55:52
  you.
• 55:52
  So
• 55:52
  I
• 55:52
  will
• 55:53
  turn
• 55:53
  around
• 55:53
  to
• 55:53
  them
• 55:53
  and
• 55:54
  say,
• 55:54
  well
• 55:54
  look,
• 55:54
  what's
• 55:55
  the
• 55:55
  date?
• 55:55
  Firstly,
• 55:56
  can
• 55:56
  I
• 55:56
  make
• 55:56
  the
• 55:56
  date
• 55:56
  right?
• 55:57
  If
• 55:57
  the
• 55:57
  date
• 55:57
  works
• 55:57
  for
• 55:57
  me,
• 55:58
  I'll
• 55:58
  then
• 55:58
  say,
• 55:58
  who's
• 55:58
  the
• 55:59
  audience?
• 55:59
  So
• 55:59
  then
• 55:59
  think
• 55:59
  what
• 56:00
  is
• 56:00
  the
• 56:00
  audience
• 56:00
  a
• 56:00
  good
• 56:00
  fit?
• 56:01
  If
• 56:01
  it's
• 56:01
  not
• 56:01
  right
• 56:02
  for
• 56:02
  me,
• 56:02
  I
• 56:02
  tend
• 56:02
  to
• 56:02
  go,
• 56:02
  look,
• 56:03
  let
• 56:03
  me
• 56:04
  have
• 56:04
  a
• 56:04
  think
• 56:04
  about
• 56:04
  this.
• 56:05
  I've
• 56:05
  got
• 56:05
  quite
• 56:05
  a
• 56:05
  bit
• 56:06
  going
• 56:06
  on
• 56:06
  at
• 56:06
  the
• 56:06
  moment,
• 56:06
  but
• 56:06
  I
• 56:07
  promise
• 56:07
  you,
• 56:07
  if
• 56:07
  you
• 56:07
  can
• 56:08
  send
• 56:08
  me
• 56:08
  an
• 56:08
  email
• 56:08
  today,
• 56:09
  I
• 56:09
  will
• 56:09
  respond
• 56:09
  by
• 56:10
  the
• 56:10
  end
• 56:10
  of
• 56:10
  tomorrow
• 56:10
  with
• 56:11
  a
• 56:11
  decision.
• 56:11
  But
• 56:12
  I
• 56:12
  can
• 56:12
  confirm
• 56:12
  firm
• 56:13
  date
• 56:13
  wise
• 56:13
  is
• 56:14
  possible
• 56:14
  at
• 56:14
  the
• 56:14
  moment.
• 56:15
  So,
• 56:15
  yeah,
• 56:15
  send
• 56:15
  me
• 56:16
  an
• 56:16
  email
• 56:16
  and
• 56:16
  I'll
• 56:16
  come
• 56:16
  back
• 56:16
  to
• 56:16
  you.
• 56:17
  Right.
• 56:17
  That
• 56:17
  way,
• 56:17
  if
• 56:18
  you
• 56:18
  then
• 56:18
  want
• 56:18
  to
• 56:18
  say
• 56:18
  no
• 56:19
  via
• 56:19
  email
• 56:19
  and
• 56:20
  do
• 56:20
  it
• 56:20
  not
• 56:20
  to
• 56:20
  their
• 56:21
  face,
• 56:21
  so
• 56:21
  to
• 56:21
  speak,
• 56:22
  you
• 56:22
  can
• 56:22
  then
• 56:22
  do
• 56:23
  that.
• 56:23
  Okay.
• 56:24
  The
• 56:24
  other
• 56:24
  thing
• 56:24
  that
• 56:24
  you
• 56:25
  can
• 56:25
  do
• 56:25
  is
• 56:25
  you
• 56:25
  can
• 56:25
  say,
• 56:26
  that
• 56:26
  sounds
• 56:27
  fantastic.
• 56:27
  Send
• 56:27
  all
• 56:28
  the
• 56:28
  details,
• 56:28
  I'll
• 56:28
  give
• 56:28
  it
• 56:28
  to
• 56:29
  my
• 56:29
  PA
• 56:29
  and
• 56:29
  see
• 56:29
  if
• 56:29
  I
• 56:29
  can
• 56:30
  get
• 56:30
  them
• 56:30
  to
• 56:30
  book
• 56:30
  it
• 56:30
  in
• 56:30
  right
• 56:31
  now.
• 56:31
  Blame
• 56:31
  somebody
• 56:32
  else
• 56:32
  and
• 56:32
  you
• 56:32
  can
• 56:33
  even
• 56:33
  create
• 56:33
  your
• 56:34
  own
• 56:34
  little
• 56:34
  ant.
• 56:35
  My
• 56:35
  executive
• 56:35
  assistant
• 56:36
  is
• 56:36
  in
• 56:36
  the
• 56:36
  office.
• 56:36
  Set
• 56:37
  him
• 56:37
  up
• 56:37
  an
• 56:37
  email
• 56:37
  that
• 56:38
  you
• 56:38
  actually
• 56:38
  send
• 56:39
  on
• 56:39
  my
• 56:39
  behalf
• 56:39
  and
• 56:39
  you
• 56:40
  then
• 56:40
  send
• 56:40
  saying,
• 56:40
  I'm
• 56:41
  so
• 56:41
  sorry,
• 56:41
  I've
• 56:41
  checked
• 56:41
  Becca's
• 56:42
  diary.
• 56:42
  She's
• 56:42
  so
• 56:42
  busy
• 56:43
  that
• 56:43
  day
• 56:43
  without
• 56:43
  a
• 56:43
  fee.
• 56:44
  Unfortunately,
• 56:44
  unfortunately,
• 56:45
  she
• 56:45
  wouldn't
• 56:45
  be
• 56:45
  able
• 56:45
  to
• 56:45
  speak
• 56:45
  for
• 56:46
  you
• 56:46
  today.
• 56:46
  Okay.
• 56:47
  Or
• 56:47
  I
• 56:48
  am
• 56:48
  happy
• 56:48
  to
• 56:48
  confirm
• 56:48
  that
• 56:49
  that
• 56:49
  date
• 56:49
  is
• 56:49
  possible,
• 56:50
  but
• 56:50
  I
• 56:50
  need
• 56:50
  to
• 56:50
  get
• 56:50
  through
• 56:50
  some
• 56:51
  questions
• 56:51
  with
• 56:51
  you
• 56:51
  first.
• 56:52
  How
• 56:52
  many
• 56:52
  books
• 56:53
  would
• 56:53
  you
• 56:53
  like
• 56:53
  to
• 56:53
  order
• 56:54
  as
• 56:54
  part
• 56:54
  of
• 56:54
  this?
• 56:54
  Is
• 56:55
  it
• 56:55
  being
• 56:55
  professionally
• 56:55
  filmed?
• 56:56
  Can
• 56:56
  I
• 56:56
  get
• 56:56
  access
• 56:57
  to
• 56:57
  the
• 56:57
  footage?
• 56:58
  So,
• 56:59
  yeah,
• 56:59
  sometimes
• 56:59
  you
• 57:00
  can
• 57:00
  say,
• 57:01
  it
• 57:01
  sounds
• 57:01
  great,
• 57:02
  I'm
• 57:02
  kind,
• 57:02
  you've
• 57:02
  caught
• 57:02
  me
• 57:02
  on
• 57:03
  the
• 57:03
  hop
• 57:03
  at
• 57:03
  the
• 57:03
  moment.
• 57:04
  Send
• 57:04
  me
• 57:04
  the
• 57:04
  details
• 57:05
  on.
• 57:05
  Give
• 57:05
  them
• 57:05
  a
• 57:05
  deadline
• 57:06
  of
• 57:06
  when
• 57:06
  you're
• 57:06
  going
• 57:06
  to
• 57:06
  get
• 57:06
  back
• 57:07
  to
• 57:07
  them
• 57:07
  by
• 57:07
  if
• 57:07
  you
• 57:07
  can
• 57:07
  keep
• 57:07
  it
• 57:08
  reasonable
• 57:08
  within
• 57:08
  a
• 57:08
  day
• 57:09
  or
• 57:09
  two,
• 57:09
  that
• 57:10
  tends
• 57:10
  to
• 57:10
  keep,
• 57:10
  keep
• 57:10
  most
• 57:11
  people
• 57:11
  happy.
• 57:12
  And
• 57:12
  if
• 57:12
  you
• 57:12
  then
• 57:13
  get
• 57:13
  buyer's
• 57:13
  remorse
• 57:14
  afterwards,
• 57:14
  as
• 57:14
  it's
• 57:14
  known,
• 57:15
  and
• 57:15
  you
• 57:15
  go,
• 57:15
  actually,
• 57:15
  I
• 57:16
  wish
• 57:16
  I
• 57:16
  hadn't
• 57:16
  said
• 57:17
  yes
• 57:17
  to
• 57:17
  that,
• 57:17
  you
• 57:17
  can
• 57:18
  then
• 57:18
  change
• 57:18
  your
• 57:18
  mind
• 57:19
  and
• 57:19
  send
• 57:19
  them
• 57:19
  a
• 57:19
  response
• 57:20
  in
• 57:20
  a
• 57:20
  couple
• 57:20
  of
• 57:20
  days,
• 57:21
  it
• 57:21
  will
• 57:21
  stop
• 57:21
  you
• 57:21
  being
• 57:22
  quite
• 57:22
  as
• 57:22
  impulsive.
• 57:23
  But
• 57:24
  as
• 57:24
  speakers,
• 57:24
  when
• 57:25
  people
• 57:25
  invite
• 57:25
  us
• 57:25
  to
• 57:25
  speak,
• 57:26
  it's,
• 57:26
  it's
• 57:26
  a
• 57:26
  lovely
• 57:27
  honor
• 57:28
  and
• 57:28
  it's,
• 57:29
  it's
• 57:29
  very
• 57:29
  often
• 57:30
  a
• 57:30
  very
• 57:30
  good
• 57:30
  opportunity.
• 57:31
  So
• 57:31
  yeah,
• 57:32
  sometimes
• 57:32
  we,
• 57:32
  we
• 57:33
  get
• 57:33
  carried
• 57:33
  away
• 57:34
  and
• 57:35
  yeah,
• 57:35
  and
• 57:35
  we
• 57:36
  so
• 57:37
  Yeah,
• 57:37
  I
• 57:37
  suppose.
• 57:38
  I
• 57:38
  don't
• 57:38
  know.
• 57:38
  Is
• 57:38
  that
• 57:38
  a
• 57:38
  couple
• 57:38
  of
• 57:39
  different
• 57:39
  ways
• 57:39
  that
• 57:39
  you
• 57:39
  could
• 57:39
  play
• 57:40
  it?
• 57:40
  You
• 57:40
  happy
• 57:40
  with
• 57:40
  that?
• 57:40
  Yeah,
• 57:41
  absolutely.
• 57:41
  And
• 57:42
  I
• 57:42
  think
• 57:42
  key
• 57:42
  phrase
• 57:43
  there.
• 57:43
  And
• 57:43
  again,
• 57:43
  I
• 57:44
  think
• 57:44
  this
• 57:44
  is
• 57:44
  something
• 57:44
  that
• 57:44
  everyone
• 57:45
  listening
• 57:45
  can
• 57:46
  write
• 57:46
  down
• 57:46
  is
• 57:47
  let
• 57:47
  me
• 57:48
  think
• 57:48
  about
• 57:48
  it.
• 57:49
  Because
• 57:49
  what
• 57:49
  you're
• 57:49
  doing
• 57:50
  there
• 57:50
  is
• 57:50
  buying
• 57:51
  yourself
• 57:51
  some
• 57:52
  time.
• 57:52
  So
• 57:52
  when
• 57:52
  they're
• 57:52
  on
• 57:52
  the
• 57:53
  other
• 57:53
  end
• 57:53
  of
• 57:53
  the
• 57:53
  phone
• 57:54
  saying,
• 57:54
  well,
• 57:54
  will
• 57:54
  you
• 57:54
  do
• 57:55
  this
• 57:55
  at
• 57:55
  a
• 57:55
  discount?
• 57:55
  Will
• 57:55
  you
• 57:56
  do
• 57:56
  this?
• 57:56
  Can
• 57:56
  you
• 57:56
  add
• 57:56
  this
• 57:57
  into
• 57:57
  the
• 57:57
  package
• 57:57
  and
• 57:57
  you
• 57:58
  are
• 57:58
  feeling
• 57:58
  overwhelmed
• 57:59
  and
• 57:59
  you
• 57:59
  want
• 57:59
  the
• 57:59
  sale,
• 58:00
  I
• 58:00
  think
• 58:00
  that's
• 58:00
  key.
• 58:01
  Let
• 58:01
  me
• 58:01
  think
• 58:01
  about
• 58:02
  it
• 58:02
  and
• 58:02
  I
• 58:02
  will
• 58:02
  give
• 58:03
  you
• 58:03
  an
• 58:03
  answer
• 58:03
  by
• 58:03
  the
• 58:04
  end
• 58:04
  of
• 58:04
  the
• 58:04
  day.
• 58:04
  So,
• 58:04
  yes,
• 58:05
  Anthony,
• 58:05
  once
• 58:06
  again,
• 58:06
  you've
• 58:06
  given
• 58:06
  me
• 58:06
  some
• 58:07
  gold
• 58:07
  and
• 58:07
  I'm
• 58:07
  now
• 58:08
  going
• 58:08
  to
• 58:08
  be
• 58:08
  less
• 58:08
  afraid
• 58:09
  of
• 58:09
  saying
• 58:09
  no
• 58:10
  on
• 58:10
  the
• 58:10
  phone.
• 58:10
  I
• 58:10
  could
• 58:10
  talk
• 58:11
  to
• 58:11
  you
• 58:11
  all
• 58:11
  day.
• 58:12
  This
• 58:12
  episode
• 58:13
  is
• 58:13
  probably
• 58:13
  going
• 58:13
  to
• 58:14
  be
• 58:14
  qu.
• 58:14
  But
• 58:14
  there's
• 58:14
  been
• 58:15
  so
• 58:15
  many
• 58:15
  great
• 58:16
  parts
• 58:16
  of
• 58:16
  it.
• 58:16
  And
• 58:16
  I
• 58:17
  hope
• 58:17
  that
• 58:17
  people
• 58:17
  listening
• 58:18
  have
• 58:18
  really
• 58:19
  changed
• 58:19
  their
• 58:19
  mindset
• 58:20
  along
• 58:20
  with
• 58:21
  me
• 58:21
  as
• 58:21
  well.
• 58:21
  They've
• 58:21
  kind
• 58:22
  of
• 58:22
  gone
• 58:22
  on
• 58:22
  the
• 58:22
  journey
• 58:22
  with
• 58:22
  me
• 58:22
  and
• 58:23
  thought,
• 58:23
  actually,
• 58:23
  yes,
• 58:24
  we
• 58:24
  are
• 58:24
  in
• 58:24
  a
• 58:24
  digital
• 58:24
  age,
• 58:25
  but
• 58:25
  there
• 58:25
  is
• 58:25
  definitely
• 58:26
  still
• 58:26
  a
• 58:27
  place
• 58:27
  for
• 58:27
  a
• 58:27
  phone
• 58:28
  call
• 58:28
  in
• 58:29
  there.
• 58:29
  Now,
• 58:29
  I
• 58:29
  always
• 58:30
  end
• 58:30
  my
• 58:30
  podcast
• 58:30
  with
• 58:30
  the
• 58:30
  same
• 58:31
  question,
• 58:31
  so
• 58:31
  I'm
• 58:31
  going
• 58:31
  to
• 58:31
  throw
• 58:32
  that
• 58:32
  at
• 58:32
  you
• 58:32
  right
• 58:32
  now,
• 58:33
  which
• 58:33
  is
• 58:33
  this.
• 58:33
  What's
• 58:33
  one
• 58:34
  thing
• 58:34
  in
• 58:34
  your
• 58:34
  own
• 58:35
  business
• 58:35
  you
• 58:35
  wish
• 58:35
  you'd
• 58:36
  known
• 58:36
  sooner?
• 58:37
  I
• 58:38
  think
• 58:39
  for
• 58:39
  me
• 58:40
  that
• 58:40
  running.
• 58:41
  I
• 58:41
  think
• 58:42
  I've
• 58:42
  been
• 58:42
  running
• 58:42
  a
• 58:42
  business
• 58:43
  now
• 58:43
  for
• 58:43
  nearly
• 58:44
  15
• 58:44
  years.
• 58:45
  I'm
• 58:45
  not
• 58:45
  the
• 58:46
  best
• 58:46
  at
• 58:46
  running
• 58:46
  a
• 58:46
  business.
• 58:47
  And
• 58:47
  I
• 58:48
  wish
• 58:48
  somebody
• 58:49
  had
• 58:49
  told
• 58:50
  me
• 58:50
  to
• 58:50
  build
• 58:51
  a
• 58:51
  bit
• 58:51
  more
• 58:51
  of
• 58:51
  a
• 58:51
  team
• 58:51
  around
• 58:52
  me
• 58:52
  earlier
• 58:52
  on.
• 58:53
  I
• 58:53
  think
• 58:53
  I
• 58:53
  could
• 58:53
  have
• 58:54
  got
• 58:54
  to
• 58:54
  where
• 58:55
  I
• 58:55
  am
• 58:55
  a
• 58:55
  little
• 58:55
  bit
• 58:55
  quicker
• 58:56
  had
• 58:56
  I
• 58:57
  of
• 58:57
  really
• 58:58
  thought
• 58:58
  about
• 58:59
  my
• 59:00
  skill
• 59:00
  set
• 59:00
  and
• 59:01
  where
• 59:01
  I
• 59:01
  should
• 59:02
  deploy
• 59:02
  my
• 59:02
  services
• 59:03
  and
• 59:03
  my
• 59:03
  time
• 59:04
  and
• 59:04
  what
• 59:05
  else
• 59:05
  should
• 59:05
  be
• 59:05
  going
• 59:05
  on
• 59:06
  in
• 59:06
  the
• 59:06
  background.
• 59:06
  And
• 59:06
  I
• 59:06
  think
• 59:07
  it's
• 59:07
  a
• 59:07
  bit
• 59:07
  of
• 59:07
  a.
• 59:08
  Can
• 59:08
  be
• 59:08
  a
• 59:08
  slow
• 59:08
  learning
• 59:08
  curve
• 59:09
  as
• 59:09
  an
• 59:09
  entrepreneur
• 59:10
  to
• 59:10
  realize
• 59:11
  that
• 59:11
  you
• 59:11
  have
• 59:11
  to
• 59:12
  sweep
• 59:12
  the
• 59:12
  floors
• 59:12
  and
• 59:12
  do
• 59:12
  the
• 59:13
  invoicing
• 59:13
  and
• 59:13
  doing
• 59:13
  do
• 59:14
  everything.
• 59:14
  But
• 59:15
  as
• 59:15
  you
• 59:15
  grow,
• 59:16
  you
• 59:16
  do
• 59:17
  need
• 59:17
  to
• 59:17
  start
• 59:17
  delegating.
• 59:18
  You
• 59:19
  need
• 59:19
  to
• 59:20
  embrace
• 59:21
  technology.
• 59:21
  I
• 59:21
  suppose
• 59:22
  I'm.
• 59:22
  I'm
• 59:22
  a
• 59:22
  bit
• 59:22
  of
• 59:22
  a
• 59:22
  late
• 59:23
  adopter,
• 59:23
  so
• 59:24
  I
• 59:24
  think
• 59:24
  if
• 59:24
  there
• 59:24
  was
• 59:24
  one
• 59:25
  bit
• 59:25
  of
• 59:25
  advice,
• 59:25
  it
• 59:25
  would
• 59:26
  probably
• 59:26
  be
• 59:27
  use
• 59:27
  technology
• 59:28
  to
• 59:28
  help
• 59:28
  you
• 59:28
  in
• 59:29
  business
• 59:29
  as
• 59:29
  soon
• 59:29
  as
• 59:30
  you
• 59:30
  can,
• 59:30
  because
• 59:31
  the
• 59:31
  sooner
• 59:31
  you
• 59:32
  use
• 59:32
  it,
• 59:32
  the
• 59:32
  sooner
• 59:33
  it
• 59:33
  will
• 59:33
  accelerate
• 59:34
  your
• 59:34
  trajectory.
• 59:35
  And
• 59:35
  I
• 59:35
  think
• 59:35
  that's.
• 59:35
  That's
• 59:36
  probably
• 59:36
  one
• 59:36
  of
• 59:36
  the
• 59:36
  key
• 59:37
  things
• 59:37
  and
• 59:37
  that's
• 59:38
  one
• 59:38
  of
• 59:38
  the
• 59:38
  things
• 59:38
  that
• 59:38
  I
• 59:38
  sort
• 59:39
  of
• 59:39
  learned
• 59:39
  from
• 59:39
  you.
• 59:40
  If
• 59:40
  I'm
• 59:40
  Honest
• 59:40
  with
• 59:40
  you,
• 59:41
  I
• 59:41
  know
• 59:41
  that
• 59:41
  you
• 59:42
  kind
• 59:42
  of
• 59:42
  mentioned
• 59:42
  I've
• 59:42
  been
• 59:42
  speaking
• 59:43
  for
• 59:43
  quite
• 59:43
  a
• 59:43
  few
• 59:43
  years
• 59:44
  and
• 59:44
  you've,
• 59:45
  you've,
• 59:45
  been,
• 59:45
  you're
• 59:45
  on
• 59:46
  the
• 59:46
  circuit
• 59:46
  for
• 59:46
  a
• 59:46
  while.
• 59:47
  So
• 59:47
  let's
• 59:47
  be
• 59:47
  honest,
• 59:48
  I've
• 59:48
  watched
• 59:49
  you
• 59:49
  online
• 59:50
  and
• 59:50
  actually
• 59:51
  your
• 59:51
  social
• 59:51
  media
• 59:52
  and
• 59:52
  how
• 59:52
  you
• 59:53
  do
• 59:53
  that
• 59:53
  and
• 59:53
  how
• 59:53
  you
• 59:54
  do
• 59:54
  your
• 59:54
  stories
• 59:55
  of,
• 59:55
  of
• 59:55
  the
• 59:55
  events
• 59:56
  that
• 59:56
  you're
• 59:56
  speaking
• 59:56
  at.
• 59:57
  I
• 59:58
  showed
• 59:58
  them
• 59:58
  to
• 59:58
  my
• 59:58
  wife
• 59:59
  when
• 59:59
  I
• 59:59
  got
• 59:59
  back
• 59:59
  and
• 59:59
  went,
• 59:59
  that's
• 59:59
  what
• 1:00:00
  I
• 1:00:00
  need
• 1:00:00
  to
• 1:00:00
  be
• 1:00:00
  doing
• 1:00:00
  more
• 1:00:00
  of
• 1:00:00
  if
• 1:00:01
  I
• 1:00:01
  can
• 1:00:01
  get
• 1:00:01
  10%
• 1:00:01
  towards
• 1:00:02
  that.
• 1:00:02
  Right.
• 1:00:02
  Because
• 1:00:02
  I
• 1:00:03
  don't
• 1:00:03
  really
• 1:00:03
  embrace
• 1:00:03
  technology.
• 1:00:04
  You
• 1:00:04
  say
• 1:00:04
  you
• 1:00:04
  don't
• 1:00:04
  want
• 1:00:05
  to
• 1:00:05
  interrupt
• 1:00:05
  people.
• 1:00:05
  I
• 1:00:06
  don't
• 1:00:06
  want
• 1:00:06
  to
• 1:00:06
  be
• 1:00:06
  one
• 1:00:06
  of
• 1:00:06
  those
• 1:00:06
  people
• 1:00:06
  who
• 1:00:07
  puts
• 1:00:07
  pictures
• 1:00:07
  of
• 1:00:08
  my
• 1:00:08
  food
• 1:00:08
  on
• 1:00:08
  Facebook
• 1:00:09
  and
• 1:00:09
  all
• 1:00:09
  over
• 1:00:09
  the
• 1:00:09
  place.
• 1:00:09
  Right.
• 1:00:10
  I
• 1:00:10
  don't.
• 1:00:10
  I'm
• 1:00:10
  not
• 1:00:10
  that
• 1:00:10
  kind
• 1:00:11
  of
• 1:00:11
  chef
• 1:00:11
  error.
• 1:00:12
  But
• 1:00:12
  in
• 1:00:13
  the
• 1:00:13
  way
• 1:00:13
  that
• 1:00:13
  you
• 1:00:13
  do
• 1:00:14
  it,
• 1:00:14
  I
• 1:00:14
  kind
• 1:00:14
  of
• 1:00:14
  went,
• 1:00:14
  oh,
• 1:00:15
  wow,
• 1:00:15
  that's.
• 1:00:16
  That's
• 1:00:16
  where
• 1:00:16
  I
• 1:00:16
  need
• 1:00:17
  to
• 1:00:17
  up
• 1:00:17
  my
• 1:00:17
  game.
• 1:00:17
  And
• 1:00:17
  that's
• 1:00:18
  where
• 1:00:18
  I
• 1:00:18
  really
• 1:00:18
  love
• 1:00:18
  that.
• 1:00:19
  Soaring
• 1:00:20
  with
• 1:00:20
  eagles.
• 1:00:20
  When
• 1:00:20
  you
• 1:00:20
  get
• 1:00:21
  to
• 1:00:21
  talk
• 1:00:21
  to
• 1:00:21
  an
• 1:00:21
  eagle,
• 1:00:21
  you.
• 1:00:22
  You
• 1:00:22
  learn.
• 1:00:22
  You
• 1:00:22
  learn
• 1:00:22
  to
• 1:00:23
  fly
• 1:00:23
  a
• 1:00:23
  little
• 1:00:23
  bit
• 1:00:23
  higher.
• 1:00:23
  Yeah,
• 1:00:24
  absolutely.
• 1:00:24
  A
• 1:00:24
  rising
• 1:00:25
  tide
• 1:00:25
  raises
• 1:00:26
  all
• 1:00:26
  ships.
• 1:00:27
  That's
• 1:00:27
  definitely
• 1:00:27
  my
• 1:00:28
  mantra
• 1:00:28
  in
• 1:00:29
  my
• 1:00:29
  life
• 1:00:29
  as
• 1:00:30
  well.
• 1:00:30
  Anthony,
• 1:00:30
  if
• 1:00:30
  people
• 1:00:31
  want
• 1:00:31
  to
• 1:00:31
  find
• 1:00:31
  out
• 1:00:31
  more
• 1:00:31
  about
• 1:00:32
  you,
• 1:00:32
  about
• 1:00:32
  your
• 1:00:32
  services,
• 1:00:33
  about
• 1:00:33
  your
• 1:00:33
  programs,
• 1:00:33
  where's
• 1:00:34
  the
• 1:00:34
  best
• 1:00:34
  place
• 1:00:34
  for
• 1:00:34
  them
• 1:00:34
  to
• 1:00:35
  find
• 1:00:35
  you?
• 1:00:35
  Well,
• 1:00:36
  they
• 1:00:36
  can
• 1:00:36
  phone
• 1:00:36
  me,
• 1:00:37
  obviously.
• 1:00:37
  My
• 1:00:37
  phone
• 1:00:38
  number
• 1:00:38
  is
• 1:00:38
  very
• 1:00:38
  easy
• 1:00:38
  to
• 1:00:38
  find.
• 1:00:39
  I
• 1:00:39
  even
• 1:00:39
  have
• 1:00:39
  a
• 1:00:39
  free
• 1:00:40
  phone
• 1:00:40
  number.
• 1:00:40
  But
• 1:00:40
  you
• 1:00:41
  can
• 1:00:41
  find
• 1:00:41
  me
• 1:00:41
  online.
• 1:00:42
  Anthony
• 1:00:42
  steers.co.uk
• 1:00:43
  UK
• 1:00:44
  or
• 1:00:44
  just
• 1:00:44
  Google
• 1:00:44
  the
• 1:00:44
  Telephone
• 1:00:45
  Assassin.
• 1:00:46
  If
• 1:00:46
  people
• 1:00:46
  want
• 1:00:46
  copies
• 1:00:47
  of
• 1:00:47
  my
• 1:00:47
  book
• 1:00:47
  again
• 1:00:48
  through
• 1:00:48
  my
• 1:00:48
  website
• 1:00:48
  or
• 1:00:49
  on
• 1:00:49
  Amazon.
• 1:00:50
  And
• 1:00:50
  if
• 1:00:50
  you
• 1:00:50
  want
• 1:00:50
  to
• 1:00:50
  check
• 1:00:50
  out
• 1:00:51
  my
• 1:00:51
  new
• 1:00:51
  academy,
• 1:00:52
  Telephone
• 1:00:52
  Assassin
• 1:00:53
  Academy,
• 1:00:54
  there's
• 1:00:54
  a
• 1:00:54
  free
• 1:00:54
  taster
• 1:00:55
  course
• 1:00:55
  on
• 1:00:55
  there
• 1:00:56
  too.
• 1:00:56
  Yeah.
• 1:00:57
  But
• 1:00:57
  I
• 1:00:57
  would
• 1:00:57
  love
• 1:00:58
  to
• 1:00:58
  talk
• 1:00:58
  to
• 1:00:58
  anybody
• 1:00:58
  listening,
• 1:00:59
  please
• 1:01:00
  connect
• 1:01:00
  with
• 1:01:00
  me
• 1:01:00
  on
• 1:01:00
  LinkedIn
• 1:01:01
  as
• 1:01:01
  well.
• 1:01:01
  And
• 1:01:01
  if
• 1:01:01
  you
• 1:01:01
  try
• 1:01:02
  out
• 1:01:02
  any
• 1:01:02
  of
• 1:01:02
  these
• 1:01:03
  techniques,
• 1:01:03
  please
• 1:01:04
  get
• 1:01:04
  in
• 1:01:04
  touch
• 1:01:04
  afterwards
• 1:01:05
  and
• 1:01:05
  let
• 1:01:05
  me
• 1:01:05
  know
• 1:01:05
  if
• 1:01:05
  it
• 1:01:06
  worked
• 1:01:06
  for
• 1:01:06
  you.
• 1:01:06
  Because
• 1:01:07
  if
• 1:01:07
  it
• 1:01:07
  hasn't,
• 1:01:07
  I
• 1:01:07
  want
• 1:01:08
  to
• 1:01:08
  try
• 1:01:08
  and
• 1:01:08
  give
• 1:01:08
  you
• 1:01:08
  some
• 1:01:08
  more
• 1:01:08
  tips.
• 1:01:09
  But
• 1:01:09
  if
• 1:01:09
  it
• 1:01:09
  has,
• 1:01:09
  I
• 1:01:10
  might
• 1:01:10
  ask
• 1:01:10
  you
• 1:01:10
  to
• 1:01:10
  share
• 1:01:11
  that
• 1:01:11
  with
• 1:01:11
  a
• 1:01:11
  few
• 1:01:11
  of
• 1:01:11
  your
• 1:01:11
  colleagues
• 1:01:12
  and
• 1:01:12
  see
• 1:01:12
  if
• 1:01:12
  you
• 1:01:12
  can
• 1:01:12
  and
• 1:01:13
  rub
• 1:01:13
  that
• 1:01:13
  off
• 1:01:13
  on
• 1:01:13
  other
• 1:01:13
  people
• 1:01:13
  as
• 1:01:14
  well.
• 1:01:14
  Love
• 1:01:14
  it,
• 1:01:14
  Anthony.
• 1:01:15
  It's
• 1:01:15
  so
• 1:01:15
  fun
• 1:01:16
  chatting
• 1:01:16
  to
• 1:01:16
  you.
• 1:01:16
  I
• 1:01:16
  hope
• 1:01:16
  I
• 1:01:17
  get
• 1:01:17
  to
• 1:01:17
  see
• 1:01:17
  you
• 1:01:17
  or
• 1:01:17
  speak
• 1:01:18
  with
• 1:01:18
  you
• 1:01:18
  an
• 1:01:18
  event
• 1:01:19
  sometime
• 1:01:20
  very
• 1:01:20
  soon.
• 1:01:20
  Take
• 1:01:20
  care.
• 1:01:21
  Thank
• 1:01:21
  you
• 1:01:21
  so
• 1:01:21
  much
• 1:01:22
  for
• 1:01:22
  having
• 1:01:22
  me.
• 1:01:22
  It's
• 1:01:22
  been
• 1:01:22
  great.
• 1:01:23
  What
• 1:01:23
  a
• 1:01:23
  fantastic
• 1:01:24
  conversation
• 1:01:24
  that
• 1:01:24
  is.
• 1:01:25
  Definitely
• 1:01:25
  throughout
• 1:01:26
  the
• 1:01:26
  process
• 1:01:26
  of
• 1:01:26
  that
• 1:01:26
  conversation
• 1:01:27
  has
• 1:01:27
  got
• 1:01:27
  me
• 1:01:27
  thinking
• 1:01:28
  differently
• 1:01:28
  about
• 1:01:29
  the
• 1:01:29
  phone.
• 1:01:29
  And
• 1:01:29
  if
• 1:01:29
  you're
• 1:01:30
  listening
• 1:01:30
  to
• 1:01:30
  this
• 1:01:30
  and
• 1:01:30
  you're
• 1:01:31
  thinking
• 1:01:31
  I'd
• 1:01:31
  like
• 1:01:31
  to
• 1:01:31
  know
• 1:01:32
  a
• 1:01:32
  bit
• 1:01:32
  more
• 1:01:32
  about
• 1:01:32
  Anthony.
• 1:01:33
  Why
• 1:01:33
  not
• 1:01:33
  use
• 1:01:33
  that
• 1:01:34
  as
• 1:01:34
  your
• 1:01:34
  opportunity
• 1:01:35
  to
• 1:01:35
  pick
• 1:01:35
  up
• 1:01:35
  the
• 1:01:35
  phone?
• 1:01:36
  Because
• 1:01:36
  what
• 1:01:36
  better
• 1:01:37
  person
• 1:01:37
  to
• 1:01:37
  pick
• 1:01:37
  up
• 1:01:37
  the
• 1:01:37
  phone
• 1:01:38
  to
• 1:01:38
  than
• 1:01:38
  Anthony
• 1:01:38
  himself?
• 1:01:39
  Because
• 1:01:39
  you
• 1:01:40
  know
• 1:01:40
  that
• 1:01:40
  he's
• 1:01:40
  more
• 1:01:40
  than
• 1:01:41
  happy
• 1:01:41
  to
• 1:01:41
  talk
• 1:01:41
  to
• 1:01:41
  you.
• 1:01:42
  So
• 1:01:42
  if
• 1:01:42
  you
• 1:01:42
  need
• 1:01:42
  a
• 1:01:42
  practice
• 1:01:42
  run
• 1:01:43
  and
• 1:01:43
  you're
• 1:01:43
  interested
• 1:01:43
  in
• 1:01:44
  his
• 1:01:44
  services,
• 1:01:44
  not
• 1:01:45
  go
• 1:01:45
  find
• 1:01:45
  his
• 1:01:45
  phone
• 1:01:45
  number,
• 1:01:46
  pick
• 1:01:46
  up
• 1:01:46
  the
• 1:01:46
  phone
• 1:01:46
  and
• 1:01:47
  try
• 1:01:47
  out
• 1:01:47
  some
• 1:01:47
  of
• 1:01:47
  his
• 1:01:47
  techniques
• 1:01:48
  on
• 1:01:48
  him.
• 1:01:48
  I'll
• 1:01:48
  see
• 1:01:49
  you
• 1:01:49
  all
• 1:01:49
  next
• 1:01:49
  time.