Latest / TWO GUYS IN TIES / #9 - Phone Fear

Transcript

#9 - Phone Fear · TWO GUYS IN TIES

0:02
SPEAKER_00: You're listening to two guys in ties.
0:06
SPEAKER_00: We're back.
0:07
SPEAKER_00: Mitch, you look big.
0:09
SPEAKER_00: What the heck?
0:10
SPEAKER_02: I know.
0:10
SPEAKER_02: The shirt doesn't fit me as well as I remember.
0:12
SPEAKER_02: Is that why you you can't put a tie on that shirt?
0:15
SPEAKER_02: I literally cannot uh cannot even button the color.
0:17
SPEAKER_02: No.
0:17
SPEAKER_00: Today we're one guy in tie, but no jackets.
0:20
SPEAKER_00: I decided I was gonna dress down because he's not putting a tie on.
0:23
SPEAKER_00: He can't wear a jacket.
0:24
SPEAKER_00: He we brought that shirt.
0:25
SPEAKER_00: Dude, you're huge.
0:26
SPEAKER_00: I know.
0:27
SPEAKER_00: They go to the gym a lot.
0:28
SPEAKER_02: But the one shitty thing about our name is that we have to dress like this every time.
0:33
SPEAKER_02: And we can't be a little bit more comfortable.
0:34
SPEAKER_00: All right, how about this?
0:35
SPEAKER_00: We can do like a casual Friday every once in a while.
0:38
SPEAKER_00: Okay.
0:38
SPEAKER_00: It's not Friday.
0:39
SPEAKER_02: Let's film every Friday.
0:40
SPEAKER_02: It's not Friday.
0:41
SPEAKER_00: So we can't be casual every day, but but some days.
0:44
SPEAKER_00: What do you think, Reagan?
0:45
SPEAKER_03: I'm fine with that.
0:45
SPEAKER_00: Reagan came up with the name and she thought it was emblematic about how we approach our business, and we're just professionals, right?
0:53
SPEAKER_00: Is that why you thought that?
0:54
SPEAKER_03: Yeah, I'm making you eat your words.
0:57
SPEAKER_00: Every time we film, she makes us eat our words.
1:00
SPEAKER_00: Anyway, she looks comfortable right now.
1:01
SPEAKER_00: Are you comfortable?
1:02
SPEAKER_03: I am.
1:03
SPEAKER_00: She's not a guy in a tie.
1:04
SPEAKER_00: All more comfortable than us.
1:05
SPEAKER_00: Oh yeah.
1:06
SPEAKER_00: Jeez.
1:06
SPEAKER_00: How was your week?
1:07
SPEAKER_00: It was good.
1:08
SPEAKER_00: Yeah.
1:08
SPEAKER_00: Yeah, how was yours?
1:09
SPEAKER_00: Uh, it was great.
1:10
SPEAKER_00: I'll tell you, man.
1:11
SPEAKER_00: I got tested.
1:11
SPEAKER_00: I just flew back today from Park City.
1:13
SPEAKER_00: Actually, we were in Salt Lake, so we stayed in Park City, but drove home or flew home.
1:17
SPEAKER_00: And there's a storm.
1:19
SPEAKER_00: I mean, when was the last time we had a storm here?
1:22
SPEAKER_00: Anyone remember the last storm?
1:25
SPEAKER_03: That's what I was thinking.
1:25
SPEAKER_03: I don't remember the last time it rained here.
1:27
SPEAKER_00: I mean, let alone be like a real life storm.
1:30
SPEAKER_03: Yeah.
1:30
SPEAKER_00: Especially during this time of year.
1:32
SPEAKER_00: Yeah.
1:32
SPEAKER_00: I um this this uh trip was uh high workload actually.
1:37
SPEAKER_00: It was one of the I kind of love these because it tests me and it gets me using all my all my stuff in my cockpit and like all my knowledge and I gotta pick my way through thunderstorms and do all that.
1:47
SPEAKER_00: But we we hit thunderstorms.
1:48
SPEAKER_00: We went in and started descending right around Vegas because I was at 43,000 feet, and then we came down uh just outside of Boulder City, Vegas into the storm, and we were in it for a good 45 minutes.
2:01
SPEAKER_00: Wow.
2:01
SPEAKER_00: And uh, but I'll tell you what, man, I I was joking about Garmin and their gremlins last time you and I talked.
2:07
SPEAKER_00: Um they have such a great bulletproof product, it's unbelievable, and their radar is amazing, and nobody really felt much.
2:15
SPEAKER_00: We had light chop, maybe moderate chop a little bit, no turbulence.
2:18
SPEAKER_00: We were able to stay out of all the all the big stuff.
2:20
SPEAKER_00: We picked up icing, we picked up all the stuff.
2:23
SPEAKER_00: So, you know, those are fun flights.
2:24
SPEAKER_00: Use all your all your systems and then uh kiss the ground when you land.
2:28
SPEAKER_00: And how does this apply to job search?
2:30
SPEAKER_00: Uh, great question.
2:32
SPEAKER_00: Uh, it probably doesn't, but I'm gonna say it does.
2:34
SPEAKER_00: You know how?
2:35
SPEAKER_00: Planning.
2:36
SPEAKER_00: Preparation.
2:37
SPEAKER_00: What does that say?
2:38
SPEAKER_00: What's the old saying?
2:39
SPEAKER_00: Poor planning equals something or other.
2:42
SPEAKER_02: It's like poor performance.
2:43
SPEAKER_00: There you go.
2:43
SPEAKER_00: Yeah.
2:44
SPEAKER_00: Yeah.
2:44
SPEAKER_00: So I started playing this thing two days ago because I knew the storm was coming in.
2:48
SPEAKER_00: I actually put more fuel on my plane.
2:50
SPEAKER_00: I I, in fact, people ask, what if we can't get into John Wayne?
2:53
SPEAKER_00: What if there's a sell over there?
2:54
SPEAKER_00: I said, well, we can go a bunch of other places.
2:56
SPEAKER_00: I got San Diego dialed in, I got Palm Springs dialed in, I got Bakersfield dialed in.
3:02
SPEAKER_00: We could land and have another 45, I'm sorry, hour and 45.
3:06
SPEAKER_00: We could literally turn around and go all the way back to Salt Lake if we needed to.
3:10
SPEAKER_00: Barely.
3:10
SPEAKER_00: We'd land with zero fuel.
3:11
SPEAKER_00: That's not a good idea.
3:13
SPEAKER_00: Um, but we didn't need to go that far.
3:14
SPEAKER_00: Um, but that was part of it, was the planning.
3:16
SPEAKER_00: The other thing is I was calling air traffic control earlier this morning and talking about how they were deviating aircraft and all that.
3:22
SPEAKER_00: Turns out it was a lot of work, but it wasn't crazy bad.
3:25
SPEAKER_00: If it was crazy bad, I would say, hey, let's hang out here one more day.
3:29
SPEAKER_00: Let's let's enjoy Park City one more day.
3:31
SPEAKER_00: There's no place I gotta be.
3:34
SPEAKER_00: So, anyway, that was my day.
3:35
SPEAKER_00: How about yours?
3:36
SPEAKER_02: Uh, a little less eventful, besides not being able to get a shirt or a tie-in.
3:40
SPEAKER_02: Yeah, yeah, that's about the extent of my problem for today.
3:42
SPEAKER_00: Reagan, I think we talked about last time addressing this thing called phone fear.
3:48
SPEAKER_03: Yeah.
3:48
SPEAKER_00: Yeah.
3:48
SPEAKER_00: How many people do you think have phone fear at your age group, 25, but like recent grads to early 30s?
3:55
SPEAKER_00: What do you think?
3:56
SPEAKER_03: I think a lot.
3:58
SPEAKER_00: Really?
3:59
SPEAKER_00: Yeah.
3:59
SPEAKER_00: Now, are you guys do you even talk on the phone ever?
4:02
SPEAKER_03: Like to my friends, yeah.
4:04
SPEAKER_00: You do?
4:05
SPEAKER_03: Yeah.
4:05
SPEAKER_00: Okay.
4:05
SPEAKER_00: Are you more texting?
4:07
SPEAKER_03: But we do text more than we talk on the phone, I think.
4:09
SPEAKER_03: Yeah.
4:10
SPEAKER_00: Yeah.
4:10
SPEAKER_00: I mean, the true fact, I talk to Reagan in the morning, usually on my way into the office, and I'll say, if it's a Monday, I'll say, hey, how was your weekend?
4:17
SPEAKER_00: Fine.
4:18
SPEAKER_00: Good.
4:19
SPEAKER_00: And that's it.
4:19
SPEAKER_00: I get one word, don't I?
4:20
SPEAKER_00: Usually.
4:21
SPEAKER_03: Yeah, but that's not just with you.
4:23
SPEAKER_03: That's with a lot of people.
4:25
SPEAKER_00: No, I mean I know.
4:26
SPEAKER_00: It might be a Reagan problem.
4:28
SPEAKER_00: Is that a Reagan thing?
4:29
SPEAKER_00: Yeah.
4:29
SPEAKER_00: Is that a ear are is that Reagan morning?
4:31
SPEAKER_03: I don't know.
4:32
SPEAKER_03: His mom says the same thing.
4:33
SPEAKER_03: She's like, about you?
4:35
SPEAKER_00: How about we form a club of all the people that feel this way?
4:39
SPEAKER_00: And we can get you to start talking.
4:40
SPEAKER_00: I actually make Reagan.
4:42
SPEAKER_00: I say, no, I need more.
4:43
SPEAKER_00: You got to tell me something.
4:44
SPEAKER_00: What'd you do this weekend?
4:45
SPEAKER_00: How was it?
4:46
SPEAKER_00: Oh, that sounds fun.
4:47
SPEAKER_00: What did you like most about it?
4:49
SPEAKER_00: And then she's rolling her eyes and like she is right now.
4:52
SPEAKER_00: And I usually move on and say, okay, back to business.
4:55
SPEAKER_00: But this phone fear thing is real.
4:57
SPEAKER_00: Sounds a lot like this podcast.
5:01
SPEAKER_00: No, seriously though, I think so many people have fear of it and they just want to email.
5:06
SPEAKER_00: You mentioned last time you got an email from somebody that you're interviewing this week, and I asked the question, what if they had called you?
5:11
SPEAKER_00: And do you remember your answer?
5:13
SPEAKER_02: I don't, but I mean, it wouldn't I I would have still interviewed them, right?
5:16
SPEAKER_02: For me, any anyone that does something other than apply is a guaranteed.
5:20
SPEAKER_00: I think you said it would have been even better.
5:22
SPEAKER_00: It would have been better.
5:24
SPEAKER_00: The email got them the interview, but had they emailed and called you, even better.
5:28
SPEAKER_02: Here's the other thing that I didn't get into is if they called me and I was free, we would have had an interview.
5:34
SPEAKER_02: Yeah.
5:34
SPEAKER_02: If I liked how she sounded, the energy, we would have probably talked for 20 minutes.
5:39
SPEAKER_00: I'll tell this quick story.
5:40
SPEAKER_00: Reagan, do I get how many stories do I get today, Reagan?
5:43
SPEAKER_00: One.
5:44
SPEAKER_00: Jeez.
5:45
SPEAKER_00: Jinx.
5:46
SPEAKER_00: Did you guys get together beforehand?
5:48
SPEAKER_02: We have our own text outside of the group chat.
5:51
SPEAKER_00: I feel like there's a conspiracy a little bit.
5:53
SPEAKER_00: All right, I will do one story, but it's gonna be a really long one.
5:57
SPEAKER_00: I promise it'll be quick.
5:58
SPEAKER_00: Um, back in the day when we ran Project Activate, the dream job boot camp for people, and we would do weekend seminars, Friday, Saturday, Sunday seminars.
6:08
SPEAKER_00: I would get people on the phone on Saturday and Sunday, and I'd say, guys, we're just gonna leave voicemails at people's work, right?
6:14
SPEAKER_00: Because literally it's the weekend, right?
6:16
SPEAKER_00: And I showed them how to identify a hiring manager, how to get the phone number, how to dial by last name in the directory, right?
6:24
SPEAKER_00: And we would do this.
6:25
SPEAKER_00: A couple times, literally on Sundays, people answered.
6:28
SPEAKER_00: They had their office line forwarded to their cell phone.
6:31
SPEAKER_00: One time, and this is in response to what you just said, one time a hiring manager answered and said, Oh, what are you calling about?
6:37
SPEAKER_00: And the person just totally freaked out, but it didn't show on the phone.
6:41
SPEAKER_00: They did a really good job keeping their composure.
6:44
SPEAKER_00: But we're literally in my office.
6:45
SPEAKER_00: There's five of us watching this person do the phone call, and we're like, Well, I identified you as the head of marketing for this company, and I know that there's marketing openings uh reporting to your director of marketing.
6:56
SPEAKER_00: That's really what I was calling about was trying to find out more.
6:59
SPEAKER_00: My background, I graduated from Chapman University.
7:02
SPEAKER_00: I'm a marketing major.
7:03
SPEAKER_00: I want to get in with a company like yours.
7:05
SPEAKER_00: And so I wanted to reach out and at least have you hear my voice and put a face to the name or a voice to the name if I apply online because I know you have a job that you guys have posted.
7:15
SPEAKER_00: And the guy's like, Great, good for you for picking up the phone and calling.
7:19
SPEAKER_00: That's awesome.
7:20
SPEAKER_00: Call me tomorrow.
7:21
SPEAKER_00: I want to get you into the office on Tuesday.
7:24
SPEAKER_00: I'm gonna do it with me and the guy who works for me, who's the hiring manager on this.
7:28
SPEAKER_00: But I really appreciate you doing this.
7:29
SPEAKER_00: We hung up the phone.
7:30
SPEAKER_00: The guy is jumping around my office for five minutes.
7:33
SPEAKER_00: Literally could not believe what happened.
7:36
SPEAKER_00: It's it's like they discovered fire.
7:38
SPEAKER_00: You know, it was crazy.
7:40
SPEAKER_00: But this is how it works.
7:41
SPEAKER_00: Mitch, in your business, you pick up the phone and call CEOs, don't you?
7:44
SPEAKER_02: All the time.
7:45
SPEAKER_00: Right.
7:45
SPEAKER_00: And you get an appointment.
7:47
SPEAKER_02: Yeah, they meet with us.
7:48
SPEAKER_00: Is it like discovering fire?
7:49
SPEAKER_00: At this point, probably not, right?
7:51
SPEAKER_02: No, not at all.
7:51
SPEAKER_00: Yeah.
7:52
SPEAKER_00: But think about the first time you did it, it was probably a big deal.
7:55
unknown: Yeah.
7:55
SPEAKER_00: Do you remember when you call your first job when you cold call?
7:58
SPEAKER_00: I remember.
7:58
SPEAKER_00: Do you remember?
8:00
SPEAKER_00: Uh first cold calling was Partners Bank.
8:03
SPEAKER_00: Okay.
8:03
SPEAKER_00: First real job after college when you cold called.
8:06
SPEAKER_00: Ambition, where?
8:07
SPEAKER_02: Uh, in Australia.
8:08
SPEAKER_00: Where?
8:09
SPEAKER_00: Sydney.
8:09
SPEAKER_00: Sydney, Australia.
8:10
SPEAKER_00: Tell us about ambition.
8:11
SPEAKER_02: Yeah.
8:12
SPEAKER_02: Well, I'll never forget that first week because you taught me something I'll never forget.
8:16
SPEAKER_02: Um, hang on.
8:17
SPEAKER_02: Yeah.
8:18
SPEAKER_00: Reagan, are you recording this?
8:20
SPEAKER_00: Yeah.
8:20
SPEAKER_00: He he's actually giving me a compliment.
8:22
SPEAKER_02: Yeah.
8:23
SPEAKER_02: Okay, go ahead.
8:24
SPEAKER_02: Uh well, it was my first week, and basically college grad, never had really true experience in recruiting or this industry.
8:31
SPEAKER_02: And uh, I did the first couple days of HR, uh, and that was my first like full day on the job.
8:36
SPEAKER_02: Nobody really told me what to do.
8:38
SPEAKER_02: And I remember picking up the phone and calling you and saying, Hey, I'm at my desk, like, I'm onboarded, I have the database.
8:44
SPEAKER_02: Nobody told me what I should be doing.
8:46
SPEAKER_02: And you said, just pick up the phone and get meetings.
8:49
SPEAKER_02: And I think uh that Friday I booked three meetings in my first week.
8:52
SPEAKER_02: Yeah, and everyone was really impressed.
8:54
SPEAKER_02: But the the principle of it was like just pick up the phone, like just take action.
8:58
SPEAKER_02: You have a database of of names, just start calling them.
9:01
SPEAKER_02: Yeah, with would did it freak you out?
9:05
SPEAKER_02: Uh no, I think I was pretty fearless at that point.
9:08
SPEAKER_02: Was the first call hard?
9:10
SPEAKER_02: The first call was a little bit hard.
9:12
SPEAKER_02: Yeah, and I think the bigger thing is the way the office was set up was it was one long table where I'm between the two people I kind of report under.
9:19
SPEAKER_02: So they're literally within arm's reach next to me, hearing me on the phone.
9:23
SPEAKER_02: So I think that the the nerves of being in the office were more than it was about the call.
9:27
SPEAKER_00: What happened over time though, with being in close proximity to other people and not having had experience making those calls?
9:35
SPEAKER_00: So this is your first day, you're making these calls, you're close to people.
9:38
SPEAKER_00: What about day 10?
9:39
SPEAKER_00: You forget you're even around people.
9:40
SPEAKER_00: Yeah.
9:41
SPEAKER_00: See, this is what I tell people in our company.
9:43
SPEAKER_00: So many young people try to go into an office to make a call.
9:45
SPEAKER_00: I'm like, no, make it from the bullpen.
9:47
SPEAKER_00: This bullpen sounds like a library.
9:49
SPEAKER_00: Don't I say that all the time, Reagan?
9:50
SPEAKER_01: Yeah.
9:51
SPEAKER_00: Mine doesn't.
9:52
SPEAKER_00: I know.
9:52
SPEAKER_00: You guys, your people are on the phones.
9:54
SPEAKER_00: My people aren't on the phones enough.
9:56
SPEAKER_00: And when they are, it's awesome because I get to hear it.
9:58
SPEAKER_00: It's funny.
9:59
SPEAKER_00: Well, remember the guy we hired um back in February, uh, one of our sales guys came out for training for a week, and I was gone the first three or four days.
10:07
SPEAKER_00: I think I came in on Thursday, and I walked by, and he just grabbed one of the uh available cubes, and he's he he raises the desk.
10:14
SPEAKER_00: It's a stand-up desk, he's got his uh airpods in and he's dialing and he's talking.
10:19
SPEAKER_00: And I remember walking by, I'm like, I think this guy's talking to a CEO.
10:22
SPEAKER_00: And I came back afterwards.
10:23
SPEAKER_00: He said, Well, who is that?
10:24
SPEAKER_00: Oh, it's the CEO of XYZ Company.
10:26
SPEAKER_00: Ten minutes later, I'll walk back out of my office again.
10:28
SPEAKER_00: He's talking to somebody else.
10:29
SPEAKER_00: Then he and I are supposed to have breakfast on Friday morning.
10:32
SPEAKER_00: I'm picking him up, taking him to the airport, gonna have breakfast with him first.
10:35
SPEAKER_00: He's like, Hey, got to cancel breakfast.
10:36
SPEAKER_00: You and I got a meeting with the CEO of a billion-dollar company.
10:39
SPEAKER_00: I got him on the phone.
10:40
SPEAKER_00: Uh, he wants to meet with us.
10:41
SPEAKER_00: I'm like, wow, that's amazing.
10:43
SPEAKER_00: It's amazing, not because it's so amazing, it's amazing because it's fairly unique these days.
10:49
SPEAKER_02: That's what makes it amazing.
10:50
SPEAKER_02: I think, and honestly, if you have the if you have a natural people personality, the phones is really easy.
10:56
SPEAKER_02: The nerves are the fear of rejection.
10:58
SPEAKER_00: Yeah.
10:59
SPEAKER_02: What you realize is it's so rare to get a call from someone.
11:01
SPEAKER_02: If you can actually add value, you won't get rejected.
11:04
SPEAKER_02: If you're looking for a job and you're a college grad, the person you're calling had to kick and scream their way into getting a job.
11:11
SPEAKER_02: There was no LinkedIn, there was no Google.
11:13
SPEAKER_02: They had to go in with their resume and walk into 20 different offices to be seen by a company to get a job out of college.
11:18
SPEAKER_02: So, like they respect that old school hustle.
11:21
SPEAKER_02: Um, just like the story you shared with the guy in your office.
11:25
SPEAKER_00: So, this fear of rejection is something.
11:27
SPEAKER_00: By the way, we're getting hot in here, we're we're raising the temperature of this thing.
11:31
SPEAKER_00: We're gonna go knock this down.
11:33
SPEAKER_00: This fear of being on the phones, I want to kill, and I'm ready to go, right?
11:36
SPEAKER_00: I got my Jim Kramer.
11:38
SPEAKER_00: I'm I'm I'm this is like mad money.
11:39
SPEAKER_00: We're gonna do mad money here.
11:41
SPEAKER_00: No, I um I really want people to reframe their minds where it's not rejection, it's a game, right?
11:48
SPEAKER_00: Is it a numbers game?
11:49
SPEAKER_00: Let me ask you this.
11:50
SPEAKER_00: You start dialing for dollars at ambition, you got three appointments by the end of day Friday, that first week, right?
11:55
SPEAKER_00: You only but doing it, how many days to get those three appointments?
11:58
SPEAKER_01: Like three days, yeah.
12:00
SPEAKER_00: Okay.
12:00
SPEAKER_00: And then did they love your meeting count that you got from that point forward?
12:04
SPEAKER_01: Yeah, it was always double the average of our team.
12:06
SPEAKER_00: Yeah, crazy.
12:08
SPEAKER_00: So it's not hard to stand out.
12:10
SPEAKER_00: Now, if somebody's like, screw you, I don't want to meet with you, why are you calling me?
12:13
SPEAKER_00: Don't call me.
12:14
SPEAKER_00: You sound like a yank.
12:15
SPEAKER_00: Did what would you get?
12:16
SPEAKER_00: What did they tell you?
12:16
SPEAKER_00: Could they understand?
12:17
SPEAKER_02: I mean, I think Australians are a little bit nicer than Americans, to be honest.
12:20
SPEAKER_02: You offer them a free coffee, a lot of a lot of times it's a very social culture.
12:24
SPEAKER_02: Yeah.
12:25
SPEAKER_02: Um, but the rejection was never that bad.
12:28
SPEAKER_02: And even now in my business, like when I get rejection like that, I'm like, I would never want to work for this guy.
12:33
SPEAKER_02: I would never want to put someone in this kind of company if this is how the CEO treats people.
12:37
SPEAKER_00: If somebody's mean, right?
12:38
SPEAKER_00: Yeah, okay.
12:39
SPEAKER_00: Or how many people are mean?
12:42
SPEAKER_00: Not as many as you'd think.
12:43
SPEAKER_00: Yeah.
12:44
SPEAKER_00: So, but you've had rejection from nice people.
12:46
SPEAKER_00: Yeah, absolutely.
12:47
SPEAKER_00: And how do you take it?
12:49
SPEAKER_00: You just make the next call.
12:51
SPEAKER_00: Yeah.
12:51
SPEAKER_00: You roll with the punches, you move on.
12:53
SPEAKER_00: Guys, it's not rejection.
12:54
SPEAKER_00: They don't even know you.
12:56
SPEAKER_00: They just made a determination in 10 seconds or one minute or 30 seconds, whatever it was, that yeah, I don't have time.
13:03
SPEAKER_00: Yeah, I'm not the right person.
13:04
SPEAKER_00: Yeah, I'm not interested.
13:05
SPEAKER_00: Whatever.
13:06
SPEAKER_00: And you have to remember when I'm calling too.
13:08
SPEAKER_02: I'm setting meetings to sell them something.
13:10
SPEAKER_02: You know, when you're looking for a job, the way I look at it is they're hiring and they're looking for an A player.
13:16
SPEAKER_02: If you believe you're an A player who could be the best candidate for the role, you're actually creating value for that.
13:20
SPEAKER_00: What if they're not hiring though?
13:22
SPEAKER_02: I think you could still offer value.
13:24
SPEAKER_00: Yeah.
13:24
SPEAKER_00: See, I believe, and this is part of the the job search strategy I want to teach people, is this unpublished job market, it's about you're a talent that we don't have on our team that maybe we should look look at.
13:37
SPEAKER_00: But the thing is, you have to believe that yourself, right?
13:40
SPEAKER_00: How often do you see companies open up roles for people that they like where they weren't really hiring, but they're like, I can't afford not to have all the time.
13:47
SPEAKER_02: We have a client right now that two that we had three finalists and they said, We love both.
13:52
SPEAKER_02: We're gonna hire two of the two of the end candidates.
13:55
SPEAKER_00: I was wondering how that math worked.
13:56
SPEAKER_00: We had three finalists.
13:57
SPEAKER_02: We had three finalists and they're gonna hire, they're gonna hire two of them.
13:59
SPEAKER_02: Two of the three.
14:00
SPEAKER_02: For one job.
14:01
SPEAKER_02: Yeah.
14:01
SPEAKER_02: For one job.
14:02
SPEAKER_02: And they said, Hey, we love this person, he's perfect for this role, this other person.
14:05
SPEAKER_02: We don't have a role approved.
14:06
SPEAKER_02: This is a eight billion dollar company, so it's a lot of HR steps to open up a role, and they said, We're gonna figure out a spot for this person.
14:12
SPEAKER_00: This happens all the time.
14:13
SPEAKER_00: In our company, we call it a byproduct.
14:16
SPEAKER_00: So we have a primary search that we're doing, and that's the one we're filling.
14:18
SPEAKER_00: But they they interview and they love a handful of candidates and they whittle it down, and maybe there's two, and they're like, We're kind of indifferent, but if this person accepts, we want to hire this other person for another role.
14:28
SPEAKER_02: Yeah.
14:29
SPEAKER_00: And so we get byproduct searches all the time.
14:31
SPEAKER_00: It happens so much.
14:33
SPEAKER_02: I've had companies change their whole strategy because they had a great candidate.
14:37
SPEAKER_02: Uh, one ultimately for the job, and one that helped almost reorganize how they even were approaching a challenge.
14:43
SPEAKER_02: Um, you know, one client was looking for a head of operations director level underneath the COO.
14:50
SPEAKER_02: We had two candidates, one that was hired for the director of ops, uh, upgraded the role to VP of operations, hired the other guy for director of manufacturing.
14:59
SPEAKER_02: Someone more plant and manufacturing focused, someone more more operational across the board, not just in production.
15:05
SPEAKER_00: All right, so people don't don't thumb your nose at the unpublished job market.
15:10
SPEAKER_00: The unpublished job market is huge.
15:12
SPEAKER_00: So just reaching out to companies, whether they have something posted or not, doesn't matter.
15:16
SPEAKER_00: A lot of people want to go to people that are that are posting jobs, right?
15:20
SPEAKER_00: Yeah, they want to go to companies that already post because they're like, well, that company's trying to hire.
15:25
SPEAKER_00: If you go to Mitch, how many companies that have 200 employees aren't looking for anybody?
15:31
SPEAKER_00: Are not?
15:32
SPEAKER_00: Yeah.
15:32
SPEAKER_00: You got 200 employees.
15:34
SPEAKER_00: If you have 5% turnover, every year you're gonna lose 10 people.
15:37
SPEAKER_02: You're always looking for people.
15:38
SPEAKER_02: You're always looking for people.
15:39
SPEAKER_00: Unless it's a company with like five people or seven people, you might not be looking for somebody.
15:44
SPEAKER_00: But if you've got a decent size, you're always looking for people.
15:47
SPEAKER_02: I'll tell you this if someone called me, let's say it's September and I wasn't hiring, but in November I need to hire.
15:54
SPEAKER_02: That's the first person I would think of.
15:55
SPEAKER_02: Yeah.
15:56
SPEAKER_02: Before posting a job, I'd be reading back to that person who called.
15:59
SPEAKER_02: And the thing I think people forget is they go, Well, this company's hiring, this company's hiring, I'm gonna apply.
16:05
SPEAKER_02: This company's not.
16:06
SPEAKER_02: Why would I reach out to them?
16:07
SPEAKER_02: Most people are out of work for six months to 12 months these days.
16:10
SPEAKER_02: So why not put a put a line in the water?
16:13
SPEAKER_02: Maybe it bites and you're still unemployed and you're really happy you made that call six months ago.
16:18
SPEAKER_00: I think they're out of work because they go to the same well that everybody else goes to.
16:22
SPEAKER_00: Yep.
16:22
SPEAKER_00: Everybody's looking for the companies that are posting jobs versus going to the companies they want.
16:27
SPEAKER_00: What if we could create, you know, Reagan?
16:29
SPEAKER_00: Remember I asked you a couple weeks ago, maybe it was last week, I can't remember, about who taught you how to do job search like this?
16:36
SPEAKER_03: Yeah.
16:37
SPEAKER_00: Um, maybe we gotta teach job search.
16:39
SPEAKER_00: Maybe we gotta create like a whole, a whole guy a how-to, yeah.
16:44
SPEAKER_00: And it's about going to the companies that aren't posting before they post.
16:50
SPEAKER_02: I mean, this is what I did the six-week cohort on where I literally an hour every week took this group of unemployed leaders through exactly how to do this.
17:00
SPEAKER_02: How to go.
17:01
SPEAKER_02: Uh, not as well as I hoped.
17:02
SPEAKER_02: And to be honest, the biggest thing was implementation.
17:05
SPEAKER_02: Tell me more.
17:06
SPEAKER_02: You can take a horse to water, but you can't make him drink.
17:08
SPEAKER_00: Yeah.
17:08
SPEAKER_02: And they were paying.
17:09
SPEAKER_02: This was a paid thing because I wanted investment from these people.
17:12
SPEAKER_00: Why do you think people got stuck?
17:14
SPEAKER_00: Why do you think they wouldn't they get out of their own way?
17:17
SPEAKER_02: Uh, limited beliefs.
17:18
SPEAKER_02: Yeah.
17:19
SPEAKER_02: You know, they all had a tape playing in their mind of why this wouldn't work or why they couldn't do this.
17:24
SPEAKER_02: Um, and a big one was I think fear being on the phones.
17:26
SPEAKER_02: Yeah.
17:27
SPEAKER_02: A lot of people, even emails.
17:29
SPEAKER_02: I had I had everyone make a list of 50 dream companies, hiring and not.
17:33
SPEAKER_02: And I said, hey, make a list top 25 that you know have roles open and put the role.
17:38
SPEAKER_02: Let's try it.
17:38
SPEAKER_02: Then do one of just companies you'd love to work for if they called you for a job and you were already somewhere you were happy and they recruited you that you would love to work for.
17:47
SPEAKER_02: Make that list.
17:48
SPEAKER_02: And even emailing, these are people who have haven't been working, they don't have anything else really on their plate from a business standpoint.
17:56
SPEAKER_02: And I said, Okay, week by next week, I want every single one of these people emailed.
18:00
SPEAKER_02: I gave them a cadence of call, email, LinkedIn, basically an omnichannel approach, just like a salesperson would to get in front of these companies.
18:08
SPEAKER_02: Six weeks in, I think one person said they did three emails.
18:11
SPEAKER_00: Oh my god.
18:12
SPEAKER_00: You know what?
18:12
SPEAKER_00: This is why, Reagan, we need to take somebody through this journey because it freaking works.
18:17
SPEAKER_00: I've seen this so many times in Project Activate.
18:20
SPEAKER_00: We helped people identify their dream jobs and we helped them go get it.
18:24
SPEAKER_00: Right?
18:25
SPEAKER_00: These fears that stop people, these limiting beliefs you mentioned, they're irrational.
18:31
SPEAKER_00: They're not real.
18:32
SPEAKER_00: Like, does somebody die from making a cold call, Reagan?
18:35
SPEAKER_03: No.
18:36
SPEAKER_00: No.
18:36
SPEAKER_00: What's gonna happen?
18:38
SPEAKER_03: The worst that's gonna happen is they say no.
18:40
SPEAKER_00: Don't call me again.
18:41
SPEAKER_00: Why are you calling me?
18:42
SPEAKER_00: I've had a cold call like that once.
18:44
SPEAKER_02: I actually, even you know it's funny.
18:45
SPEAKER_02: I had a company paying to do LinkedIn outreach because I'm just trying different things.
18:49
SPEAKER_02: And I had a guy say, not interested, declined my message, blocked me, so I couldn't message him again.
18:53
SPEAKER_02: Guess what I got yesterday?
18:54
SPEAKER_02: A message from him saying, I have a search, do you have time to connect?
18:57
SPEAKER_02: And we talked on the phone.
18:58
SPEAKER_02: You know, like I even with my people, some of our best placements were candidates that hung up on them.
19:05
SPEAKER_02: Some of my I've had placements even earlier in my career, three calls it took to get someone's resume after being told no.
19:11
SPEAKER_02: And they end up getting the job, and six months later they're thanking me, and our clients stoked that we found them the right person.
19:16
SPEAKER_00: If Reagan, if we were talking to a young person your age and we said the key to doing this is you have to be relentless, you have to make 40 dials a day.
19:26
SPEAKER_00: You have to identify the companies, identify the people, get their phone numbers to make 40 a day.
19:31
SPEAKER_00: Would people do it?
19:33
SPEAKER_03: You would hope so, but I don't know.
19:36
SPEAKER_00: One out of a thousand.
19:37
SPEAKER_00: Okay.
19:38
SPEAKER_00: Mitch says one of a thousand.
19:39
SPEAKER_00: You say you hope so.
19:40
SPEAKER_00: Let me change the let me change it.
19:42
SPEAKER_00: I'm gonna go back to what we brought up a couple weeks ago where I said instead of telling me why it can't be done, how could we get them to do this?
19:50
SPEAKER_00: What could we do?
19:50
SPEAKER_00: Should we give away an iPad?
19:52
SPEAKER_00: I feel like we should give away an iPad.
19:54
SPEAKER_00: A million dollars.
19:56
SPEAKER_00: One million dollars.
19:57
SPEAKER_00: I think that we should give away an iPad to somebody who wants to come into our journey, right?
20:02
SPEAKER_00: And we're gonna teach them.
20:03
SPEAKER_00: In fact, we'll load the iPad with all the stuff that they need to get get launched, whether it's um a job job uh search database, right?
20:11
SPEAKER_00: We can load it with Zoom info, we can load it with some of the stuff that we use, but we want to walk them through the entire process.
20:17
SPEAKER_00: And Reagan, how can we get them to get on the phones?
20:21
SPEAKER_00: What would be the right thing?
20:22
SPEAKER_03: I think just practice.
20:24
SPEAKER_00: Yeah.
20:24
SPEAKER_00: So do a few in front of us.
20:26
SPEAKER_00: Do a few inches.
20:26
SPEAKER_00: I think we'll play as hell.
20:27
SPEAKER_00: Yeah.
20:28
SPEAKER_03: Yeah.
20:28
SPEAKER_02: Okay.
20:28
SPEAKER_02: Yeah.
20:29
SPEAKER_02: We we uh we just hired a gal who who is doing really well, and she was pretty fearless and she has a good personality to pick pick up the phones.
20:37
SPEAKER_02: She'd done it a little bit, um, but she had an internal recruiting job.
20:40
SPEAKER_00: By the way, did I tell you I ran into one of your old employees twice in Park City?
20:43
SPEAKER_02: Yeah.
20:44
SPEAKER_02: That gal didn't have actually any cold call experience at all, and she did great when she was with us.
20:49
SPEAKER_00: Yeah, she came up to me.
20:50
SPEAKER_00: It's funny, I I had a hard time placing her at first because I was in vacation mode.
20:55
SPEAKER_02: Yeah.
20:55
SPEAKER_00: And I'm like, oh, and then mom introduced herself and she's like, oh yeah.
20:58
SPEAKER_00: And then obviously not on me.
21:00
SPEAKER_00: I felt stupid.
21:01
SPEAKER_00: But that does that happen to you anymore?
21:03
SPEAKER_00: Does that happen to you at all these days where you look at like somebody you know you know, and then it's like, ugh, yeah, yeah, yeah.
21:09
SPEAKER_00: I um drives me crazy.
21:11
SPEAKER_03: I feel like I might be No, that happens to everyone.
21:13
SPEAKER_02: But I was gonna say role plays and and having a script.
21:16
SPEAKER_02: That was another thing.
21:17
SPEAKER_02: I gave when I was doing the career cohort, I gave these people a script because my assessment is what makes the phone scary is the answer and then what.
21:27
SPEAKER_02: If you know exactly what you're gonna say, every single time you can say it confidently, you can go into the call confidently, that once they answer, you know exactly what's gonna happen for those first 15 seconds.
21:39
SPEAKER_02: I think that alleviates a lot of fear.
21:40
SPEAKER_02: After that, the call's on you to kind of navigate.
21:43
SPEAKER_02: But I think having a script that you know exactly what you're gonna say can be a good way to alleviate fear and then practice.
21:51
SPEAKER_02: And that's why we do a lot of role plays, especially the first few days with our new recruiters, is we want them to not sound like they're saying a script, we want them to know what they're saying, but we want them to feel Like, well I'm just deliver it.
22:01
SPEAKER_02: Yeah, just have a conversation.
22:02
SPEAKER_02: Yeah, I think about like actors, right?
22:03
SPEAKER_02: Yeah.
22:04
SPEAKER_02: You don't pay a bunch of money for Leo DiCaprio to read a script, right?
22:07
SPEAKER_02: Right?
22:07
SPEAKER_02: But he has a script, but he delivers it.
22:09
SPEAKER_00: Yeah.
22:10
SPEAKER_02: And it's about how you deliver it.
22:11
SPEAKER_02: And that's where I think practice and role plays, and for whoever, whoever decides to take us up on this challenge of having us help them find their dream job, I think that's where we could spend a lot of time is really coaching them through that.
22:23
SPEAKER_00: You just um triggered something in my head when you mentioned uh Leo.
22:28
SPEAKER_00: Um, you know, that there's that old saying in um in acting.
22:32
SPEAKER_00: I don't know if it's a saying or not, but I've seen TV shows about actors playing actors, and they'll say something like, Well, what's my motivation?
22:40
SPEAKER_00: Have you ever seen that?
22:42
SPEAKER_00: What's my motivation in this role, right?
22:44
SPEAKER_00: I'm playing a role, what's my motivation?
22:46
SPEAKER_00: And so they have to get into that, right?
22:48
SPEAKER_00: I'm wondering if we're solving for the symptom and not the underlying problem.
22:53
SPEAKER_00: So if the symptom is, you know, you're afraid of the phones, uh, you think that uh you have a fear of rejection.
23:00
SPEAKER_00: Um is that the problem?
23:03
SPEAKER_00: Or do we go back to why these people called your your cohort?
23:06
SPEAKER_00: Somebody called three people in three weeks.
23:08
SPEAKER_00: Email, didn't even call.
23:10
SPEAKER_00: Or email, three people in three weeks.
23:12
SPEAKER_00: Is there an underlying problem?
23:15
SPEAKER_00: Like Reagan, is it hard to find a job?
23:20
SPEAKER_03: Uh maybe.
23:21
SPEAKER_00: Great answer.
23:22
SPEAKER_00: That's a great answer.
23:24
SPEAKER_00: It depends.
23:24
SPEAKER_00: We don't know.
23:25
SPEAKER_00: Is it hard for some people to find a job?
23:27
SPEAKER_03: Yeah.
23:28
SPEAKER_00: Okay.
23:29
SPEAKER_00: Do we think, could it be that those people that are having a hard time finding the job have an underlying problem beyond just the behavior?
23:37
SPEAKER_00: The behavior that we're trying to change is get on the phones, learn a script, start making calls, listen to this role play, get yourself out there, identify hiring manager.
23:48
SPEAKER_00: Those are all behaviors.
23:50
SPEAKER_00: Is there an underlying belief?
23:51
SPEAKER_02: I I think it's an internal versus external look as a control.
23:55
SPEAKER_02: Because when I think when I think about the calls, the calls, it's not even about the calls.
23:58
SPEAKER_02: It's about taking ownership of your job search, taking control of your job search.
24:04
SPEAKER_00: Do we have to change people's personalities?
24:06
SPEAKER_02: I think we have to change their both mindsets and beliefs.
24:09
SPEAKER_02: I think it's mindset.
24:10
SPEAKER_02: Yeah, I think it's easy to go, this happened, and now I can't find a job, but it's a tough economy, and this is tough.
24:15
SPEAKER_02: And meanwhile, they sit on their mom's couch for a year, and that's easy.
24:18
SPEAKER_02: Do you know people like this, Mitch?
24:20
SPEAKER_02: I do.
24:20
SPEAKER_02: You still do?
24:21
SPEAKER_02: I mean you're personally not.
24:23
SPEAKER_00: They're not in your they're not in your your your realm, right?
24:26
SPEAKER_00: These aren't people you hang out in your like closed circle.
24:29
SPEAKER_00: Yeah.
24:29
SPEAKER_00: But do you know people that are eight, nine, ten years out of country?
24:32
SPEAKER_02: We talked to candidates who are in their 40s, 50s, who, hey, explain to me why what what you've been doing since you know April of 2025.
24:42
SPEAKER_02: Well, it's been tough and you know, had a few things.
24:44
SPEAKER_02: It's like, are they really taking control?
24:47
SPEAKER_02: If you do enough of the right things, a lot of averages works out, you're gonna get a job.
24:51
SPEAKER_02: And it's similar to what I think we talked about in the last episode of like, you're better off getting a job, getting in a right, putting yourself in the right position to get the job you want than sitting on the couch for two years and explain to a recruiter why you haven't worked in two years.
25:05
SPEAKER_00: Yeah, just get it on the resume, get some experience.
25:07
SPEAKER_02: You're better off doing something.
25:09
SPEAKER_00: Yeah, I was gonna say that too.
25:10
SPEAKER_00: I I always do say you want to have the right company if possible.
25:14
SPEAKER_00: If not, you want to have the right job if possible, so you can put the right thing on your resume.
25:18
SPEAKER_00: But I want to back that off.
25:19
SPEAKER_00: If this is your first job, just get experience.
25:23
SPEAKER_00: Anything on your resume is going to be good.
25:25
SPEAKER_00: If it's a corporate professional job, just get experience.
25:28
SPEAKER_00: You might not love it, you might love it, but at least it puts something on your resume.
25:32
SPEAKER_00: You had to show up every day.
25:34
SPEAKER_00: By the way, that's the other thing.
25:36
SPEAKER_00: I don't love remote.
25:37
SPEAKER_00: Like if you're right out of college and a hundred percent remote, never went into an office, never hung out with your boss doing that.
25:45
SPEAKER_00: I don't know.
25:45
SPEAKER_00: I just I don't love it.
25:46
SPEAKER_00: How do you feel about that?
25:48
SPEAKER_02: I I think these days it depends on the person, right?
25:52
SPEAKER_02: I think you can tell if there's someone who really needed that or not.
25:55
SPEAKER_02: Also, we're pretty in the office.
25:57
SPEAKER_02: So if they haven't gotten it, they'll get it in our environment.
26:00
SPEAKER_02: But I think it helps.
26:01
SPEAKER_02: I think someone who goes in the office, I find those candidates are more developed and understand the corporate realm a little bit better than those who work from home.
26:09
SPEAKER_00: Yeah, 100%.
26:10
SPEAKER_00: I mean, we've had, I don't know if we've ever have we ever hired a recent college grad who's been 100% remote working from their house?
26:16
SPEAKER_00: I don't think we have.
26:17
SPEAKER_03: I don't think so.
26:18
SPEAKER_00: No, we generally don't.
26:19
SPEAKER_00: Um, but we do have people that work for us remotely that have had other jobs.
26:23
SPEAKER_00: It's interesting.
26:24
SPEAKER_00: I was playing pickleball in Park City the other day with this guy.
26:26
SPEAKER_00: He's a big time accountant from, you know, anyway, I won't go into where, but he was telling me he's talking to a friend of his, a client's daughter, who has a job in recruiting in New York and was talking around a Friday and she goes, Oh, this is our remote Friday.
26:39
SPEAKER_00: He goes, Is that code for vacation?
26:42
SPEAKER_00: She goes, Well, it's interesting you say that.
26:44
SPEAKER_00: Yeah, some of the people kind of take their foot off gas on Friday and they're not really working that hard and all that.
26:49
SPEAKER_00: He's like, Listen, I'm old school.
26:50
SPEAKER_00: If I'm paying somebody to work five days a week, I want them working five days a week.
26:54
SPEAKER_00: You know, and he said that, and it made me think about all the people that don't have the experience being in the office.
27:00
SPEAKER_00: What's gonna happen when they're 20 and 30 and 40?
27:02
SPEAKER_00: Nah, sorry, they're already past 20.
27:04
SPEAKER_00: When they're 30 and 40, they got 10 years and 20 years experience, and they've never really had to go in to the professional environment, but they so they just don't know how to operate that way.
27:15
SPEAKER_02: I don't think that's gonna happen anymore as much.
27:17
SPEAKER_02: I don't think there's really remote work out there as much as it used to be.
27:22
SPEAKER_02: I mean, I can't tell you the last time I worked on a fully remote search.
27:25
SPEAKER_00: Interesting.
27:25
SPEAKER_02: And if it's fully remote, you're traveling.
27:27
SPEAKER_00: Yeah.
27:28
SPEAKER_02: You're traveling.
27:28
SPEAKER_02: So you're in sales probably.
27:30
SPEAKER_02: Uh it's either sales or it's roles where talent's hard to find or the company's not in a great location.
27:36
SPEAKER_02: So if they can't relocate, you're coming on site for a week every single month, or you're doing 50% travel to different sites for the business.
27:44
SPEAKER_02: Yeah.
27:45
SPEAKER_00: It's more of an internal role.
27:46
SPEAKER_00: It's funny, we're kicking off some searches for a client, and these are exec levels, so different.
27:50
SPEAKER_00: But we know that in this marketplace, there's not a bunch of people that um with the skills that they're looking for.
27:56
SPEAKER_00: We're probably gonna be recruiting from the Bay Area.
27:58
SPEAKER_00: And the CEO said point blank, I need these people here.
28:01
SPEAKER_00: So if they're not willing to reload, which I really want them to do, then I need them down here five days a week.
28:07
SPEAKER_00: You know, they can fly back on a Friday late afternoon, but this is a five-day-a-week job here.
28:11
SPEAKER_00: We're building a multi-billion dollar company, and I need my team.
28:15
SPEAKER_00: And if they're not willing to do it, move on.
28:17
SPEAKER_00: Let's go look for somebody else.
28:18
SPEAKER_00: So I do think if people want to draw a line in the sand and say remote is all there is, that's fine because there might be a company out there, but they're not.
28:25
SPEAKER_02: They're limiting themselves a lot.
28:27
SPEAKER_00: They're limiting themselves a lot.
28:28
SPEAKER_00: I agree with that.
28:29
SPEAKER_00: Back to this belief thing.
28:31
SPEAKER_00: I want to go hardcore on this because Reagan, there's people you're three years out, there's people that are probably two, three years out, maybe fresh out, that are telling themselves stories.
28:41
SPEAKER_00: Do you think that we need to get into their belief system to get them to change so we can show them the volume of work they need to do to get a job?
28:50
SPEAKER_03: Yeah.
28:51
SPEAKER_03: Yeah, I definitely think that there's some limiting beliefs there.
28:55
SPEAKER_00: So, how do we how do we get to those people?
28:57
SPEAKER_00: What are the things that we can do from a mindset perspective?
29:00
SPEAKER_00: Somebody's not, I mean, think about it.
29:02
SPEAKER_00: If you went to college and you graduated college, you had to show up to class, you had to do the work, you had to take the tests, so you have some level of motivation, right?
29:11
SPEAKER_00: You think?
29:12
SPEAKER_00: No?
29:13
SPEAKER_02: I don't know.
29:14
SPEAKER_02: I mean, I think a lot of the problem is the expectation is I go to college to get a job.
29:19
SPEAKER_02: It's not really how things work anymore.
29:21
SPEAKER_00: No, no.
29:22
SPEAKER_00: We gotta figure out how to get to these kids, and we gotta figure out how we can we can really reach them and show them the work that's required to build a fucking amazing career.
29:34
SPEAKER_00: It's not easy doing anything amazing.
29:36
SPEAKER_00: Anything amazing is not easy.
29:39
SPEAKER_00: Anything amazing is hard work.
29:41
SPEAKER_00: What are the two H's I say all the time now?
29:43
SPEAKER_03: Two H's.
29:44
SPEAKER_00: Yeah, two H words.
29:46
SPEAKER_00: Do you not come wide?
29:47
SPEAKER_00: You know, hard work is one.
29:49
SPEAKER_00: This guy is tech technically two words.
29:51
SPEAKER_00: And come on, H, what's the other big H?
29:55
SPEAKER_00: Nobody?
29:56
SPEAKER_00: Hustle.
29:57
SPEAKER_03: I've literally never heard you say that.
29:59
SPEAKER_00: I say it all the time.
30:00
SPEAKER_00: They mean the same thing.
30:02
SPEAKER_00: They kind of do, actually.
30:04
SPEAKER_00: That's a really good point.
30:04
SPEAKER_02: But I I love your whole thing about extraordinary.
30:07
SPEAKER_02: Right.
30:07
SPEAKER_02: Everyone wants extraordinary.
30:08
SPEAKER_02: They go on social media, they see these people driving these nice cars and going on these amazing vacations, and then they sit at home waiting for a job, apply, apply, apply, wondering, you know, why I'm not having those.
30:19
SPEAKER_00: Wait, did you just say I love your extraordinary thing?
30:21
SPEAKER_00: Yeah.
30:21
SPEAKER_00: Wow.
30:22
SPEAKER_02: You got two on this episode.
30:23
SPEAKER_02: You got two on this episode.
30:25
SPEAKER_02: But it's true, nobody wants to do the extra.
30:26
SPEAKER_02: Yeah.
30:27
SPEAKER_02: And they all want the results without putting in the inputs.
30:30
SPEAKER_00: All right, let's leave that to our listeners.
30:32
SPEAKER_00: So two things phone fear.
30:33
SPEAKER_00: Number one, how do you face your fear?
30:35
SPEAKER_00: Just do it.
30:36
SPEAKER_00: You did it when you were in Australia.
30:38
SPEAKER_00: How old were you when you were in Sydney picking up the phone?
30:40
SPEAKER_00: Like 21.
30:41
SPEAKER_00: 20.
30:41
SPEAKER_00: And who are you cold calling?
30:43
SPEAKER_00: Uh like execs.
30:45
SPEAKER_00: Execs at companies in Australia.
30:47
SPEAKER_00: They had a different accent.
30:48
SPEAKER_02: Massive companies.
30:49
SPEAKER_02: And I was calling C level people there.
30:51
SPEAKER_00: Yeah.
30:51
SPEAKER_00: So number one, just face the fear, do it.
30:54
SPEAKER_00: The more reps you get, the easier it's gonna be.
30:56
SPEAKER_00: Right?
30:57
SPEAKER_00: Okay.
30:57
SPEAKER_00: Number two, extra.
31:00
SPEAKER_00: If you're not doing something extra, you're not gonna win.
31:03
SPEAKER_00: Not today.
31:04
SPEAKER_00: Almost not ever.
31:05
SPEAKER_01: Yeah.
31:06
SPEAKER_00: Almost not ever.
31:08
SPEAKER_00: You got to do something extra.
31:10
SPEAKER_00: Face your fears and figure out that you can't be sitting on the couch watching Netflix and have an extraordinary career.
31:17
SPEAKER_00: It's not gonna happen.
31:18
SPEAKER_00: You gotta get off and you gotta do some work.
31:20
SPEAKER_00: It's hard.
31:21
SPEAKER_01: Yeah.
31:22
SPEAKER_00: But good things come from it.
31:23
SPEAKER_00: All right.
31:24
SPEAKER_00: This has been fun.
31:24
SPEAKER_00: I feel like I'm really energized.
31:26
SPEAKER_00: I'm kind of sweating a little bit.
31:28
SPEAKER_02: I think we need to turn the AC on in here.
31:30
SPEAKER_00: Do you feel like I'm yelling at people too much?
31:32
SPEAKER_00: No.
31:33
SPEAKER_00: Okay.
31:33
SPEAKER_00: All right.
31:33
SPEAKER_00: Should I yell more?
31:34
SPEAKER_02: Yeah.
31:35
SPEAKER_00: Okay.
31:36
SPEAKER_00: Next week, I'm gonna yell a crap load at people.
31:39
SPEAKER_00: Hey guys, this is fun.
31:40
SPEAKER_00: Reagan, thank you again.
31:41
SPEAKER_00: Mitch, awesome.
31:42
SPEAKER_00: All right, we'll see you next week.