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The Silent Business Killer You Never Knew Existed · Business Roundtable

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Speaker 1: But the.
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Speaker 2: Spot stop stop sticks stop stop stop spots spots, spots
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Speaker 2: stop stop stop stop strip steps, spots, sponge spotstocks.
1:02
Speaker 3: All right, everybody, welcome back to the Business Roundtable podcast.
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Speaker 3: I'm your host, David Carr Steward your business, and I'm
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Speaker 3: super excited to have a brand new guest to the
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Speaker 3: podcast this week, Rubin Sports is going to be sharing
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Speaker 3: some great insights with you. I have met Rubin through
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Speaker 3: the six Sens Champions Network, which is a fantastic business
1:22
Speaker 3: business networking group that have been a part of since
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Speaker 3: earlier this year. And Rubin gave a great presentation actually
1:29
Speaker 3: in one of those groups and has just some great
1:32
Speaker 3: experience in messaging and you know, CRM, how do you
1:37
Speaker 3: how do you market yourself? All of that kind of stuff.
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Speaker 3: So I'm excited to have you here, Rubin, to meet
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Speaker 3: the Business Roundtable podcast audience and to share your insights.
1:47
Speaker 3: And we're gonna have a lot of fun on the
1:48
Speaker 3: conversation today.
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Speaker 4: So welcome, Thanks so much for having me, David excited
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Speaker 4: to be here.
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Speaker 3: Yeah, So tell me a little bit. We're just gonna
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Speaker 3: give people some background Rubin, like what we're you know,
1:59
Speaker 3: what got you started in your company? And why do
2:04
Speaker 3: you do what you do? What do you you know?
2:06
Speaker 4: What are you?
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Speaker 3: Who are you helping? And just yeah, I'd love to
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Speaker 3: just share a little year background with our audience.
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Speaker 1: Sure, I'll try to condense it, but I'm basically a
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Speaker 1: software guy who accidentally started a sales and marketing consulting
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Speaker 1: company to help Fortune five hundred companies with their sales
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Speaker 1: and marketing. Which is a whole crazy story. But the
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Speaker 1: funny part there, well it's funny now. It wasn't necessarily
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Speaker 1: funny the time. Is a great job for our clients,
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Speaker 1: but we struggled tremendous, particularly I struggle tremendously with my
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Speaker 1: own sales and marketing, and the more I tried to
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Speaker 1: do what I was helping my successful clients do, the
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Speaker 1: worse I made things for myself. And you had a
2:41
Speaker 1: guest on, Josh Jerkovitz, who had this great concept of
2:44
Speaker 1: sort of you can do the right thing at the
2:45
Speaker 1: wrong time, and totally what I was doing right just
2:49
Speaker 1: because it was working for my clients and I was
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Speaker 1: deep in that world, didn't mean it was the right
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Speaker 1: thing for us. And I had to spend a lot
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Speaker 1: of time on learning what I had worked so hard
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Speaker 1: to try to learn, which felt like extra hard and
3:02
Speaker 1: boiling things down to you know what. I'm not running
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Speaker 1: a giant sales team. It's just me and I don't
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Speaker 1: really like selling, so I need to show up and
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Speaker 1: help people instead of sell. I don't really like marketing,
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Speaker 1: but I love teaching people. Once I realized that I
3:15
Speaker 1: could actually have something that would be useful for other
3:17
Speaker 1: people to learn, I'm going to teach instead of market
3:19
Speaker 1: and I hate in networking, but I love connecting with people.
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Speaker 1: So I thought, well, I'm just going to start helping
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Speaker 1: instead of selling, and teaching instead of marketing, connecting instead
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Speaker 1: of networking. And I never set out to make a
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Speaker 1: CRM to make it easy for solo consultants to do that,
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Speaker 1: but I started building things for myself, and then people
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Speaker 1: started asking for them, and then before I knew it,
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Speaker 1: people started saying, hey, I love your stuff. It's simple,
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Speaker 1: it's easy. I hate my CRM. Can you just make
3:46
Speaker 1: memory and do the CRM stuff? And of course I
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Speaker 1: had the natural same response that any won't have at
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Speaker 1: that point, like, no, that's absurd, why would I do that.
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Speaker 1: The world doesn't need another CRM? And if for some
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Speaker 1: reason it did I would be the last person to build.
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Speaker 4: Freaking hate them. I mean I've tried of them, yep.
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Speaker 1: And finally I just got so frustrated that I was like,
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Speaker 1: maybe I should listen to my customers. I'm always telling
4:07
Speaker 1: them to listen to their customers. Maybe I should take
4:09
Speaker 1: my own advice right and do the thing that they're
4:11
Speaker 1: they're asking me to do and looking back at so obvious.
4:15
Speaker 1: We try to take this big company sales and marketing
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Speaker 1: industrial complex stuff and apply it to the solo consultant world.
4:23
Speaker 1: And I was part of both sides of this, so
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Speaker 1: it's really really and then we wonder why it doesn't
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Speaker 1: work and why we hate sales and marketing. And instead,
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Speaker 1: what I realized was I was doing it wrong. Like
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Speaker 1: I thought I just had the power through and it
4:37
Speaker 1: was going to suck. But I'm a hard worker and
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Speaker 1: I can grind it out kind of thing. It's like, no,
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Speaker 1: that's a message that you're doing it wrong, Like you
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Speaker 1: should actually be having a good time with your business
4:47
Speaker 1: development if you're doing it right. Not every second of
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Speaker 1: every day, but for the most part, you should look
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Speaker 1: forward to it. Right Like the doctor, maybe the favorite
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Speaker 1: thing they do is the complicated surgery, but hopefully they
4:59
Speaker 1: look forward to seeing their patients and talking to them yep,
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Speaker 1: and they don't think, gosh, this is terrible. I really
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Speaker 1: don't want to be here, like you don't want to
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Speaker 1: go see a doctor with that kind of energy. But
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Speaker 1: that's the kind of energy a lot of us put
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Speaker 1: off in our business development efforts because we've convinced ourselves
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Speaker 1: that it's supposed to suck, and so we show up thinking,
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Speaker 1: oh gosh, it's gonna suck.
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Speaker 3: I love how you reframed it, you know, like you
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Speaker 3: said from a networking to connecting for example, that it
5:28
Speaker 3: may seem minor, but really it's a big the mind
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Speaker 3: shift there, and I think as people hear this, it's like, oh,
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Speaker 3: well you have a stigma or something around a certain word,
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Speaker 3: and you're like, oh, I don't want to do that.
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Speaker 3: But then you just shift it a little bit and
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Speaker 3: it's like, oh, yeah, actually I like doing this. I'm
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Speaker 3: you know, I actually enjoy this, and I agree. I
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Speaker 3: agree wholeheartedly, Ruben. We should you know, not that we
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Speaker 3: do hard things, but we find I don't call I
5:53
Speaker 3: could say joy in the journey. You're you're like, hey,
5:55
Speaker 3: you know, even though it's hard, it's difficult at times.
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Speaker 3: I love the impact that I'm happy. I love the
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Speaker 3: reach that I'm having because I know it's meaningful what
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Speaker 3: I'm doing, and so it makes all that effort worth it.
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Speaker 3: And so it's really like, yes, we're all working hard
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Speaker 3: on our business in a good way, but it's not drudgery.
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Speaker 3: It's like, okay, man, it's moving me somewhere and help
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Speaker 3: me help others, you know.
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Speaker 1: Yeah, I think that's so true. Right, most of our
6:24
Speaker 1: tribe they really love doing the work for the clients.
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Speaker 1: At least if they get the right clients and they're
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Speaker 1: doing good work. That's kind of a side conversation. And
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Speaker 1: then at least for me, like I thought of the
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Speaker 1: sales and marketing is a totally separate thing, kind of
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Speaker 1: like doing my taxes or going to the dentist or whatever.
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Speaker 1: It's like some necessary but unenjoyable part.
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Speaker 4: Of the journey.
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Speaker 1: Instead of thinking of it the way I managed to
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Speaker 1: shift it and to think of like it's all part
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Speaker 1: of the same mission, right, and that mission is helping
6:51
Speaker 1: the past version of myself, which was something else that
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Speaker 1: Josh called out when he was talking. That was really nice, right,
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Speaker 1: because it gives you that very visceral feeling of this
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Speaker 1: is important, Like I know how happy this feels when
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Speaker 1: you're in this state, and how unnecessary it is to
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Speaker 1: go through all the struggles and the long track that
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Speaker 1: I went through.
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Speaker 3: M you gave a really good insight. And I'm actually
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Speaker 3: I was talking with some other business owners just earlier today.
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Speaker 3: We were talking about this, what you the business cycle
7:19
Speaker 3: or the length of the business, and there's different challenges
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Speaker 3: in there, and I think you really hit the nail
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Speaker 3: on the head. If you're in that let's just say
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Speaker 3: that zero to one million dollar mark, right, that's the solopreneur.
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Speaker 3: You're growing a business. The challenges and the things that
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Speaker 3: you have to face at that stage are going to
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Speaker 3: be different at the three to eight million and the
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Speaker 3: you know, nine to fifteen million and so fun and
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Speaker 3: so forth. But sometimes we look at those bigger like
7:41
Speaker 3: you just said, those bigger companies, and I think we
7:43
Speaker 3: get into trouble thinking, oh, I need this complex like
7:47
Speaker 3: you said, solution, the CRM or something, and we're trying
7:51
Speaker 3: to focus on all this. You know, branding from a
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Speaker 3: high level, like you know a Nike or an Amazon
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Speaker 3: or that well established it. If you're trying to go
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Speaker 3: that game. You're not going to win, right You're you
8:03
Speaker 3: only have so much time and resources, and so you
8:06
Speaker 3: have to know where you're at and like you said,
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Speaker 3: ask the right questions at this stage of the business,
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Speaker 3: at this you know where it's at. And I think
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Speaker 3: a lot of people don't do that, and like you're saying,
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Speaker 3: and they get stuck and then it is drudgery because
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Speaker 3: they're trying to do stuff there. It's like, you know,
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Speaker 3: if we I have kids, and if I ask my
8:25
Speaker 3: kids when they were young to do something that an
8:28
Speaker 3: older kid do, they just get really frustrated and they
8:30
Speaker 3: just feel like, I can't do this. I don't I
8:32
Speaker 3: don't have the I don't have the coordination, I haven't
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Speaker 3: have the reps, and I don't have the experience. I don't,
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Speaker 3: you know, And so they just would get frustered or worse,
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Speaker 3: they would actually get hurt, right exactly like you know.
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Speaker 3: And so then and then ultimately they may stop, you know,
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Speaker 3: they don't, they don't may not mature or grow at
8:47
Speaker 3: a certain level because they've kind of got stunted, if
8:49
Speaker 3: you will. And so what I hear you saying is like,
8:53
Speaker 3: listen to somebody and that's why we have people like
8:55
Speaker 3: yourou but on the podcast so people can kind of
8:57
Speaker 3: avoid of those pains or the challenges banging themselves running
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Speaker 3: into the wall, so to speak. Say let's step back
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Speaker 3: and ask the right questions about where we're at. And
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Speaker 3: you know, particularly for those folks that are on this
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Speaker 3: solopreneur or they're just started to grow their company, starting
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Speaker 3: to bring maybe a couple people or subcontractors in or whatnot.
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Speaker 3: And so one of the things you talked about is
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Speaker 3: like how do you get your messaging out there? And
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Speaker 3: I liked how you talked about your secret. If you
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Speaker 3: what is your secret and if you would share that
9:27
Speaker 3: from especially when you're a solopreneur just starting out, like
9:30
Speaker 3: you don't have tons of dollars and branding and paid
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Speaker 3: off ads and all this stuff, and so you know,
9:35
Speaker 3: when you're sharing this with others and how to get
9:37
Speaker 3: your messaging out can you just share that with our audience,
9:40
Speaker 3: because I think that was just so powerful.
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Speaker 1: Well thanks, yeah, And let me step back for a
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Speaker 1: second and say, there's this temptation when you're small and
9:47
Speaker 1: you don't have a really humming business development engine to
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Speaker 1: try to go broad right, like I could help this person.
9:53
Speaker 4: I could help that person.
9:54
Speaker 1: And it's like the doctor standing outside the hospital watching
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Speaker 1: me walk in for my shoulder surgery, looking at me
10:00
Speaker 1: and saying, you know, I think you could use some skincare,
10:03
Speaker 1: or I think I need to run an EKG on
10:05
Speaker 1: your heart. Like we would not want to go talk
10:08
Speaker 1: to that doctor. That would be absurd, right, but so
10:10
Speaker 1: many of us act that way. When we're consultants. You're like, yes,
10:14
Speaker 1: I'm a business coach and I help business owners who
10:17
Speaker 1: are stuck or business owners who want to grow. Or
10:19
Speaker 1: I met a website developer who is like, when I ask, like,
10:23
Speaker 1: who's your ideal client, because I know so many web developers,
10:26
Speaker 1: he's like, well, anyone with a website. Then he paused
10:28
Speaker 1: and said, and in fact that they don't have a website,
10:30
Speaker 1: they're an even better prospect.
10:32
Speaker 4: And you know, no judgment on him.
10:34
Speaker 1: It's easy to make fun of him, like I was
10:36
Speaker 1: in that position too. Maybe not quite that absurd, but
10:41
Speaker 1: it's a way to think about, like, just because you
10:44
Speaker 1: can help somebody, right, like that doctor could help me.
10:47
Speaker 1: When you're on an airplane, they will take whatever doctor
10:49
Speaker 1: they can find. But we're not on an airplane. Right,
10:52
Speaker 1: we want the person who can really help us when
10:55
Speaker 1: we're looking for a solution, and at the same time
10:58
Speaker 1: when we are trying to attract prospects. I think the
11:01
Speaker 1: big mistake we make is to not have what I
11:04
Speaker 1: think of as a magnet, right, Like, we want to
11:07
Speaker 1: sort of attract everybody really powerfully and not repel anybody. Yep,
11:11
Speaker 1: And we can't do that because, just like in physics
11:14
Speaker 1: and marketing, a magnet has two poles and they're equal
11:16
Speaker 1: and opposite strength.
11:18
Speaker 4: And so you can't attract your.
11:20
Speaker 1: Ideal client without telling everyone else they're in the wrong place. Right,
11:24
Speaker 1: you need to go to the other doctor. I'm here
11:26
Speaker 1: for your shoulder or whatever the situation might be. So
11:30
Speaker 1: that's the sort of the first mistake. So then what
11:32
Speaker 1: I find, Yeah, because I have this conversation again and
11:36
Speaker 1: again and again and again. Right, we're in networking meetings
11:38
Speaker 1: where people are like just so like, they're amazing if
11:42
Speaker 1: you can sort of take them out of their biz
11:44
Speaker 1: dev world and get them talking about what they do
11:46
Speaker 1: for their clients.
11:47
Speaker 4: But what comes to BIZDV.
11:48
Speaker 1: They're like, I'm here to drive synergies and blah blah
11:51
Speaker 1: blah blah, and you're like whatever. I'm like, I would
11:54
Speaker 1: love to help you, but I can't, Like I can't
11:56
Speaker 1: refer anyone to you, I can't do anything. So I've
11:58
Speaker 1: always asked people who's ideal client, who's your ideal partner?
12:01
Speaker 1: Like what makes them that way? And what I find
12:04
Speaker 1: is like people have a lot of trouble actually getting
12:07
Speaker 1: specific with it. And there's actually a page in my
12:09
Speaker 1: CRM that helps you walk through this because it's so
12:11
Speaker 1: foundational to everything else, which is all a very long
12:14
Speaker 1: winded way of getting to.
12:16
Speaker 4: How do we try to short circuit that?
12:18
Speaker 1: Because then you say, okay, great, I get that you
12:20
Speaker 1: work with small business owners between three and eight million
12:23
Speaker 1: dollars and blah blah blah bah what makes you different?
12:25
Speaker 1: And then people say, well, I really care about the client,
12:28
Speaker 1: And I'm like, I'm sure you do, right, but maybe
12:33
Speaker 1: you don't and you would say that anyway, and everybody
12:35
Speaker 1: says that, so it still doesn't help me, right, Like
12:37
Speaker 1: I still don't understand. So the idea with asking what's
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Speaker 1: your secret, what's the thing that you learned that unlocks
12:44
Speaker 1: tremendous value for your tribe that you wish they all knew.
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Speaker 1: It's a way to try to short circuit that conversation,
12:52
Speaker 1: which I did a terrible job of, like I went
12:54
Speaker 1: on and on and on to say, hey, let's have
12:56
Speaker 1: shorter conversations, right. But the idea is, when you meet someone,
13:01
Speaker 1: if they could share that secret right away, it's often
13:03
Speaker 1: like like you're opening the doors and you're in like
13:06
Speaker 1: the inner sanctum of their.
13:07
Speaker 4: World and like, oh okay, I get it.
13:09
Speaker 1: And whether or not it applies to you directly, it's
13:12
Speaker 1: something you can then think of when you're meeting with
13:14
Speaker 1: somebody who would benefit from knowing that secret. It's like
13:18
Speaker 1: the way of describing their world better than they can
13:21
Speaker 1: describe it themselves. Like they have the symptom that their
13:24
Speaker 1: shoulder's hurting, but they don't know what the real issue is.
13:28
Speaker 1: But once you describe it, like, oh okay, now I
13:30
Speaker 1: understand what's going on, and now we know how to
13:32
Speaker 1: fix it because we don't know because we know the secret.
13:36
Speaker 4: And that's the thing that so many people I think
13:38
Speaker 4: are struggling with.
13:39
Speaker 1: They're like business coaches, their their marketing agencies, whatever is
13:43
Speaker 1: like it, and they all sound the same, yes, right,
13:46
Speaker 1: And the irony is a lot of these folks are
13:50
Speaker 1: great at helping their clients stand out, Right, that's a
13:53
Speaker 1: lot of what they do. But when it comes to
13:55
Speaker 1: their own business, it's like and again, right, we all
13:58
Speaker 1: have our cobbler shoes issues. But that's the idea with
14:02
Speaker 1: the secret, Like, let's use that as part of our
14:05
Speaker 1: magnet to attract our ideal client and to let the
14:08
Speaker 1: rest of the world know that they can call us
14:10
Speaker 1: crazy because we don't operate on the same wavelength just
14:13
Speaker 1: as valuable. Right, We're going to save a bunch of
14:15
Speaker 1: time to not have those conversations that aren't going to
14:18
Speaker 1: go anywhere productive.
14:20
Speaker 3: Yeah, no, I mean I And again it's just changing again,
14:24
Speaker 3: just changing the word. Like so when you said, and
14:26
Speaker 3: I saw this first hand in our one of our
14:30
Speaker 3: success Champion meetings where you said, you just said, what
14:34
Speaker 3: is your secret? And instead of people just giving you
14:36
Speaker 3: an elevator pitch, like you said, in their minds are like, okay,
14:40
Speaker 3: what is the secret? Like what is that superpower that
14:42
Speaker 3: I bring helping others that it's unique to me? And
14:47
Speaker 3: just by planting that seed, Reuben, you know, I saw
14:50
Speaker 3: people start to and then once somebody started to share,
14:52
Speaker 3: another person starts to It's like okay, wait, I'm starting
14:55
Speaker 3: to get this, you know, because yeah, I'm guilty of that.
14:59
Speaker 3: You know, I'm I'm a business coach and I'm helping others,
15:01
Speaker 3: and you know, I get in these these these words
15:04
Speaker 3: that are used out there that float around and I
15:06
Speaker 3: and and and so it's like, how do we make
15:08
Speaker 3: it more you know, meaningful and and and for me personally,
15:15
Speaker 3: you know, as you you said said that, and as
15:17
Speaker 3: I'm reflecting, I'm like, Okay, yes, I help business owners,
15:19
Speaker 3: like you said, small business owners in that three to
15:22
Speaker 3: eight million dollar space, right, But really what the challenge
15:25
Speaker 3: is is for in the secret for me, and I
15:27
Speaker 3: welcome your critique here, but the secret sauce for me
15:30
Speaker 3: is really bringing the teams together to accomplish great things,
15:33
Speaker 3: great endeavors. The business owner is struggling, right, They're trying
15:36
Speaker 3: to do everything. They're the answer man. They answer everything
15:38
Speaker 3: instead of like, you know, if you're the answer man
15:40
Speaker 3: and you're in that three D eight million let's say zone,
15:43
Speaker 3: then you're you're you're in the wrong spot. You do
15:45
Speaker 3: not have a team that as well developed. Is my
15:48
Speaker 3: secret sauce is coming in there and making sure that
15:50
Speaker 3: team knows their positions, knows you know, what they need
15:53
Speaker 3: to do to be on point to help you the
15:55
Speaker 3: business owner work on the business, not have to be
15:58
Speaker 3: in the business so much, you know, and just realizing
16:01
Speaker 3: that and so but I think some of the struggles
16:04
Speaker 3: we have reuven on this, at least for me personally,
16:07
Speaker 3: And I love your feedback. And sometimes I'm so solution
16:09
Speaker 3: oriented I forget about some of the real pines and
16:12
Speaker 3: the challenges and what I really actually am a good
16:16
Speaker 3: like getting in that and I kind of almost like
16:18
Speaker 3: almost because in a way you just kind of naturally
16:20
Speaker 3: do it, but then you forget to articulate that. Can
16:22
Speaker 3: you speak to that a little bit like how people
16:24
Speaker 3: can better think about think through this and better articulate that.
16:30
Speaker 1: Well, I think you asked a number of questions, so
16:31
Speaker 1: I'm going to try to answer you that. Sorry, and
16:33
Speaker 1: this one, make sure I come back and address it
16:36
Speaker 1: for your audience. But I think you know, I'm a techie,
16:39
Speaker 1: so it's very easy for me to fall in love
16:41
Speaker 1: with the technology or the product instead of the problem.
16:44
Speaker 4: And that's some great advice.
16:45
Speaker 1: I think it is like fall in love with solving
16:47
Speaker 1: your client's problem, not your particular solution, in that moment
16:50
Speaker 1: that lets you grow the solution and pivot your offerings
16:53
Speaker 1: and so on, because it's all about doing the right
16:56
Speaker 1: thing right. Again, going back to the doctor analogy, you
16:58
Speaker 1: might learn a certain surgery that's really great for a
17:01
Speaker 1: certain situation, and then ten years later there's a better
17:04
Speaker 1: surgery or there's a better thingy. Right, Hopefully you're going
17:07
Speaker 1: to do what's right for your patients when that other
17:10
Speaker 1: thing is more appropriate. So I think that's the first thing, right,
17:13
Speaker 1: Always stay focused on the client's problem. And it kind
17:16
Speaker 1: of goes back to having that really well defined magnetic
17:20
Speaker 1: niche because that lets you really borrow into the problem.
17:25
Speaker 1: A lot of times when we get too diffuse with
17:28
Speaker 1: where we're aiming, we can't really get that same levels
17:32
Speaker 1: of expertise and solving the problem. But we're an expert
17:34
Speaker 1: in our offering, right, and so it sort of naturally
17:36
Speaker 1: pivots us back to overly focusing on ourselves instead of
17:41
Speaker 1: solving the problem that we're trying to solve for the customer.
17:44
Speaker 1: So that's probably the first thing. And I think I
17:47
Speaker 1: lost track of some of the other questions, so make
17:49
Speaker 1: sure I come back and hit those.
17:51
Speaker 3: Yeah. Yeah, so no, that's great. I think it is.
17:55
Speaker 3: I agree with you. I'm kind of tech you too,
17:57
Speaker 3: and I think the we can get stuck on the
18:01
Speaker 3: solution and selling the solution, and how many people have
18:03
Speaker 3: and I've known this where other business owners have built
18:07
Speaker 3: a whole solution and they've even tested it. They've even
18:10
Speaker 3: tested it in the market bringing it and so they're like, Oh,
18:13
Speaker 3: I made this amazing thing. It's so great. It does
18:15
Speaker 3: all this stuff. And they're like, yeah, but I don't.
18:17
Speaker 3: I don't need it. It's not relevant to me right now.
18:21
Speaker 3: They don't even can't find the right people to sell
18:23
Speaker 3: it to you. And then they you know, now, what
18:24
Speaker 3: do you do right?
18:25
Speaker 1: Well, when I was consulting, we built proprietary tools to
18:29
Speaker 1: help us do things faster, better, blah blah blah blah.
18:32
Speaker 1: They couldn't be done otherwise. And so naturally, as a
18:34
Speaker 1: software guy, I'm like, this is great, Like we've built
18:37
Speaker 1: these really powerful tools that are so valuable for our clients.
18:41
Speaker 1: We'll just let them have access to the tools directly
18:43
Speaker 1: and then we'll have recurring revenue and blah blah blah blah.
18:46
Speaker 1: And I'm delabeling the doctor analogy, but it was kind
18:48
Speaker 1: of like, hey, here's ther there's a bunch of tools here,
18:51
Speaker 1: have fun.
18:52
Speaker 4: And it's so obvious to me now that that's what
18:54
Speaker 4: I was doing.
18:55
Speaker 1: But in my head, I was like, oh, they could
18:57
Speaker 1: just log in and click around and they could generate
18:59
Speaker 1: these reports like they don't and it totally observed because
19:02
Speaker 1: I hadn't thought about it from their perspective. And that's
19:05
Speaker 1: one reason I love where I am today. Like I
19:07
Speaker 1: literally got drag kicking and screaming to do this by
19:10
Speaker 1: people who wanted me to do it, like you a
19:12
Speaker 1: better way to do it?
19:14
Speaker 2: Right?
19:15
Speaker 3: Well, I think they And here's where I think they
19:18
Speaker 3: they heard you. They heard Your secrets, Ruben, is your
19:21
Speaker 3: ability to break this down simplify it, right. That's what
19:24
Speaker 3: I hear is like people, it's overly complicated. They're doing
19:26
Speaker 3: too many things. You're like, but here, Reuben, you you
19:29
Speaker 3: break it down from me, make it much simpler, straightforward,
19:32
Speaker 3: implementable things that you can actually enjoy doing. And that's
19:36
Speaker 3: what I hear as part of your your secret, Ruben,
19:38
Speaker 3: is that you've taken that ability and applied it to
19:42
Speaker 3: a CRM and and and and getting your your messaging
19:46
Speaker 3: out there more effectively. And so if you're listening to
19:51
Speaker 3: this and I think we're the people that are over
19:53
Speaker 3: complicating things. You know, you need somebody like Reuben in
19:57
Speaker 3: your life that comes back and says, Okay, look, you've
19:59
Speaker 3: got too many things in here. Let's let's let's simplify this.
20:04
Speaker 3: Let's get clear and take you know, actions that are
20:07
Speaker 3: actually going to be impactful. We cannot be a lot.
20:10
Speaker 3: We can all be really baally busy, but actually not
20:12
Speaker 3: very you know, productive or impactful. Right.
20:16
Speaker 1: Yeah, most of us are not bored and trying to
20:18
Speaker 1: do random things because we just have too much time.
20:21
Speaker 3: Yeah, you know, so, I just I think this point,
20:29
Speaker 3: what you brought up is that we can get oriented
20:31
Speaker 3: on selling a particular solution and we're not paying attention
20:35
Speaker 3: to what, like you said, the client's problems and recognizing
20:41
Speaker 3: the better I think we can get. And this is
20:42
Speaker 3: I guess the part of the question, Rubon, is like
20:45
Speaker 3: getting better at listening and identifying what your clients are saying,
20:49
Speaker 3: because you said your clients are people were asking for
20:51
Speaker 3: years but you didn't realize that or you're kind of
20:53
Speaker 3: ignoring it for a while. And how many of us
20:55
Speaker 3: as business owners might be missing that our clients are saying, Hey,
20:58
Speaker 3: we really could use this from you, and they they
21:01
Speaker 3: almost they almost see it in us, but we don't
21:03
Speaker 3: even see it in ourselves. And so how, you know,
21:06
Speaker 3: how can we be more mindful of that and then
21:08
Speaker 3: say okay and then act on that. So then if
21:10
Speaker 3: you know we're doing something, especially if we have an
21:13
Speaker 3: existing client too, right, Reuben, we're like, and it's like,
21:16
Speaker 3: if it's something that you can additionally add or bring
21:19
Speaker 3: in or somehow, you know, you're like, I don't really
21:21
Speaker 3: do that. I don't want to focus in on that,
21:23
Speaker 3: but really it is something that you can actually do,
21:25
Speaker 3: and you're just kind of like, I.
21:26
Speaker 1: Have screwed that up so badly so many times, right, Yeah,
21:31
Speaker 1: speak a little bit to that, you know, Reuben, Well,
21:33
Speaker 1: I think a couple of things, and again I'm going
21:36
Speaker 1: to zoom out a little bit and hopefully bring it
21:37
Speaker 1: back to the right place. But I want to provide
21:39
Speaker 1: the right context for people because I think and actually
21:41
Speaker 1: this is my secret, right, the thing that I learned
21:43
Speaker 1: the painful way. If you're in a relationship business, you're
21:46
Speaker 1: in a conversation business.
21:48
Speaker 4: That's it.
21:49
Speaker 1: And if you're in a conversation business, you need to
21:51
Speaker 1: do two things. You have a two step sales process.
21:53
Speaker 1: If you will figure out exactly who you want to
21:55
Speaker 1: talk to and talk to them.
21:59
Speaker 4: It's that simple.
22:00
Speaker 1: And if you do those things, I'm not saying there
22:02
Speaker 1: aren't a lot of nuances and complexities and doing them well.
22:05
Speaker 1: But if you start doing those things, you create a
22:07
Speaker 1: virtuous cycle. And the problem a lot of us get
22:09
Speaker 1: into is one we deny that we're in a conversation
22:12
Speaker 1: business because we feel awkward, right, because it feels hard
22:14
Speaker 1: talking to people.
22:15
Speaker 4: I did that for decades.
22:16
Speaker 1: Yep, Like I knew I was in a relationship business,
22:18
Speaker 1: but I thought I could automate it because.
22:20
Speaker 4: I felt weird in sales calls.
22:23
Speaker 1: So except that you're in a conversation business, and then
22:27
Speaker 1: once you start doing those things, you create a virtuous cycle.
22:30
Speaker 1: You have more fun, you learn the stuff that you're
22:33
Speaker 1: gonna learn, right, Like all the stuff we're talking about.
22:35
Speaker 1: There's probably some people listening now, go gosh, you know,
22:37
Speaker 1: I really wish my positioning was tighter and it would
22:40
Speaker 1: do more work for me. But I don't know how
22:41
Speaker 1: to do it. I don't know the words to use.
22:43
Speaker 1: We don't know the words to use to describe our
22:45
Speaker 1: own business, but our customers do, right, our best clients,
22:50
Speaker 1: the people we would love to clone, call them up
22:53
Speaker 1: and ask them and just say, hey, I don't know
22:55
Speaker 1: how to freaking describe what I do. Can you help
22:58
Speaker 1: me for five minutes and just walk through what you
23:02
Speaker 1: did for them, how it was different, what they were
23:03
Speaker 1: struggling with.
23:04
Speaker 4: What they got.
23:04
Speaker 1: Yeah, you do that a couple of times, and suddenly
23:07
Speaker 1: you're it's like you're gonna like go from black and white,
23:11
Speaker 1: blurry to high def color view of your business and
23:15
Speaker 1: you've got the exact messaging that's going to resonate with
23:18
Speaker 1: exactly the.
23:18
Speaker 4: People you want to attract.
23:20
Speaker 3: Mm hm.
23:21
Speaker 1: So yeah, right, And once you start doing that, then
23:25
Speaker 1: suddenly you're like, oh, this is fun, this actually pays off.
23:29
Speaker 1: I like doing this and you and you build that habit,
23:33
Speaker 1: you build that virtuous cycle.
23:35
Speaker 3: Yeah. Oh man, you hit a lot of good points there.
23:38
Speaker 3: So definitely relationship and conversation. And I think in today's
23:43
Speaker 3: world with AI and technology, we want to automate and
23:46
Speaker 3: all this stuff, and we haven't even tested all this
23:47
Speaker 3: stuff out and we haven't thought through all this stuff.
23:50
Speaker 3: And it's like, you know, especially if you're a solopreneur
23:54
Speaker 3: or just you know, starting out it's like have those
23:56
Speaker 3: conversations because you need that refinement. Like you're saying, like,
23:59
Speaker 3: what you got to test this out? And I really
24:01
Speaker 3: like what you said about ask them get feedback. Why
24:05
Speaker 3: did you choose me? What was it that you know?
24:08
Speaker 3: Why would you recommend me? Hopefully they're going to recommend
24:10
Speaker 3: you to somebody. What is it that you know you
24:13
Speaker 3: saw in me that that helped you know, that helped
24:16
Speaker 3: you unlocked you? And and I actually take clients to
24:20
Speaker 3: what I actually call a sole purpose intensive not necessarily
24:23
Speaker 3: for the business per se, but it's kind of getting
24:25
Speaker 3: feedback as understanding who you are, how you're what it
24:28
Speaker 3: makes you unique, right, And then of course you can
24:31
Speaker 3: apply that to a business. But a lot of people
24:33
Speaker 3: don't have the, like you said, the words to put
24:36
Speaker 3: to it, and oftentimes they're and this is I think
24:40
Speaker 3: a challenge for some people too. Reubin, I think we
24:44
Speaker 3: present a certain way because we know that works, but
24:46
Speaker 3: it might not be our natural way, our best way
24:48
Speaker 3: of being. But that's because we you know, we're in
24:50
Speaker 3: an organization something and they value that and so we
24:52
Speaker 3: like try to fit into that and it can work
24:54
Speaker 3: for a while, but ultimately it's like that's not quite
24:57
Speaker 3: going to be a fit. And so we have to
24:59
Speaker 3: like construct it and say, like, what is it that
25:04
Speaker 3: I really want? Because you said the first thing is
25:06
Speaker 3: who is our our ideal client? Because like, if you're
25:09
Speaker 3: gonna build a crum and do with this all reach outreach,
25:11
Speaker 3: like you said, some people are not clear on it.
25:13
Speaker 3: They're too general or they say I want these people,
25:15
Speaker 3: but then at the end of the day, they really
25:16
Speaker 3: don't like working with these people, Right, why do you
25:20
Speaker 3: want to go after these people? Because that's drudgery. I mean,
25:23
Speaker 3: if you're picking these people and you're like, well, because
25:26
Speaker 3: they do this, I'm like, well, is that really who
25:28
Speaker 3: you want to serve? Is that? Is that who you want?
25:31
Speaker 3: You just said? Is that the Because you're gonna have
25:32
Speaker 3: to have conversations lots of them?
25:34
Speaker 4: Mm hmm.
25:35
Speaker 3: And are you enjoying it? You know, I brought you
25:37
Speaker 3: onto this podcast because I enjoyed our conversation and being
25:40
Speaker 3: an sen and I was like, I I this is
25:42
Speaker 3: exciting for me and I love doing That's why I
25:44
Speaker 3: have living in the podcast. I love having these conversations.
25:47
Speaker 3: But if that's not something that you're into, because as
25:51
Speaker 3: you think that's the way I should do it, right.
25:53
Speaker 1: I mean, well, it seems so obvious to me now,
25:57
Speaker 1: But when I started my business, I thought I had
25:59
Speaker 1: to follow all these cons and you know, go to
26:01
Speaker 1: big networking events and conferences and things like that, all
26:04
Speaker 1: the stuff that I freaking hated. And what I realized
26:07
Speaker 1: is I love having one to one conversations and I
26:10
Speaker 1: love having them with people that I find interesting about
26:13
Speaker 1: topics that we.
26:13
Speaker 4: Both find interesting. Ye Like, I can do that all
26:16
Speaker 4: day and it's awesome.
26:18
Speaker 1: So my job right is to figure out exactly who
26:20
Speaker 1: I want to talk to and talk to them, and
26:23
Speaker 1: like that's all it is. So I went from like
26:25
Speaker 1: like I can still have I still have the muscle
26:27
Speaker 1: memory of like the tension in my back and my
26:29
Speaker 1: neck from forcing myself to do these sales calls and
26:31
Speaker 1: all these sort of tactics that I saw my clients
26:34
Speaker 1: using but I hated and it was just miserable.
26:39
Speaker 4: Like headache and just ugh.
26:41
Speaker 1: And now it's like I spend most of my day
26:43
Speaker 1: talking to people and it's wonderful. I'm just as introverted
26:46
Speaker 1: as I was before, but I'm being intentional and setting
26:49
Speaker 1: it up in a way that works for me and
26:51
Speaker 1: so many people start their own business because they're control freaks,
26:54
Speaker 1: and then they seed control over all the essential stuff
26:58
Speaker 1: to convention.
27:00
Speaker 4: Like, no, you don't have to do that.
27:01
Speaker 1: You need to be a good salesperson, good marketing person, whatever.
27:05
Speaker 1: But if you're in a relationship business, you do have
27:07
Speaker 1: to talk to people. So figure out how to talk
27:10
Speaker 1: to people in a way that works well for you. Yes,
27:12
Speaker 1: And it doesn't mean that somebody else who maybe loves
27:16
Speaker 1: going to big conferences and loves being up on stage
27:19
Speaker 1: and loves happy hour and meeting one hundred people in person,
27:23
Speaker 1: like that works great for them, and there's no shame
27:26
Speaker 1: in that either. But if that's not you, don't feel
27:28
Speaker 1: like you have to do that. Set it up in
27:30
Speaker 1: a way that's intentional and it's going to work well
27:32
Speaker 1: for you.
27:33
Speaker 3: Yeah. So so important, especially in today's age, because I'm
27:37
Speaker 3: sure I know you you get it because they are
27:39
Speaker 3: on LinkedIn and I do, or I get these cold emails,
27:42
Speaker 3: particularly this is the one I think big today because
27:44
Speaker 3: they're like, we'll get you leads, we'll get you booking
27:46
Speaker 3: and all these things like you said, And I'm like,
27:49
Speaker 3: is that the best way that I work or that
27:51
Speaker 3: you know where you're at what stage you're in, and
27:53
Speaker 3: a lot of these it just turns such a big
27:55
Speaker 3: turn off because you're not having any This is not
27:57
Speaker 3: a conversation. This is a one way I'm gonna ram
28:00
Speaker 3: rod you with some information and hope that you might
28:02
Speaker 3: respond to me, you know. And I get these all
28:06
Speaker 3: these all the time, and they're not having the conversation,
28:08
Speaker 3: and it's like, you're not You're not. In fact, if anything,
28:12
Speaker 3: you would like you said earlier, you are repelling me.
28:14
Speaker 3: So I guess if that's the part of that, you're
28:15
Speaker 3: doing a good job at the repelling side, you're not
28:18
Speaker 3: because you're not taking the time to understand my challenge
28:21
Speaker 3: is my problems. You have an articated well, it's it's
28:24
Speaker 3: a very one size fits all. Oh you're a consultant, okay,
28:28
Speaker 3: well then this we should generate leads for you look
28:30
Speaker 3: like this. And I'm like, that's you don't know my business.
28:33
Speaker 3: You haven't asked my questions, you don't understand me. And
28:35
Speaker 3: so when we do that, and I don't want to
28:37
Speaker 3: do that as a business. I don't want to just
28:38
Speaker 3: be spamming people, you know. I want to make sure
28:41
Speaker 3: that it's it's a good fit That's why I love
28:42
Speaker 3: actually having the Business round Table podcast. I have a
28:44
Speaker 3: great conversation to see like, hey, this is going to
28:46
Speaker 3: be a good fit. How we you know, are conversations
28:49
Speaker 3: and and and such, So you know, I really I
28:53
Speaker 3: do really appreciate that insight, Rubin and and so you know,
29:00
Speaker 3: where you help people now with your company is that
29:04
Speaker 3: you're getting them clear on this same thing, the messaging right,
29:07
Speaker 3: how they're It's not just a CRM, because that's obviously
29:10
Speaker 3: just getting people into a system, but it's actually then
29:12
Speaker 3: using how do you use the CRM right? How do
29:14
Speaker 3: you you you're working with business owners and helping them
29:18
Speaker 3: understand like how do you use this? How are you
29:20
Speaker 3: setting up those conversations right? How are you what's your
29:23
Speaker 3: what's your magnet thing? Can you talk a little bit
29:25
Speaker 3: about that?
29:27
Speaker 4: Sure?
29:27
Speaker 1: So I think the basic idea is we want to
29:31
Speaker 1: have that sort of two step sales process right, figure
29:33
Speaker 1: out who you want to talk to and talk to them.
29:34
Speaker 1: So it's all about like getting the messaging right. And
29:38
Speaker 1: Member is the only CERM I've seen that that like
29:40
Speaker 1: actually helps you work through this because traditionally CRMs are
29:43
Speaker 1: for the VP of sales. They already have their sales playbook.
29:45
Speaker 1: When it's our business, we typically don't. And maybe we
29:48
Speaker 1: even started with the thought of where we were going,
29:50
Speaker 1: but now it's a little different and it's all wishy washy,
29:52
Speaker 1: So let's get really clear on that and then within
29:55
Speaker 1: the tool instead of trying to ram a bunch of
29:57
Speaker 1: leads through a funnel, which is fun like, that's what
30:01
Speaker 1: you have to do.
30:01
Speaker 4: If you've got a big sales team, I get it.
30:03
Speaker 1: But if it's you and you're not a salesperson, you're
30:06
Speaker 1: not a VP of sales, but you're great at relationships.
30:08
Speaker 1: You're great at being the doctor when that patient walks
30:11
Speaker 1: in and needs surgery, right, you know all the stuff,
30:14
Speaker 1: and you can comfort them and make them feel good.
30:16
Speaker 1: You've got to nurture those relationships. And what I found
30:19
Speaker 1: was the CRMs were reasonably okay at sort of like
30:24
Speaker 1: ramming people through. But that's not my business model. That's
30:27
Speaker 1: not how I operate, it's not how my tribe operates.
30:30
Speaker 4: How do I stay in touch with people? It was
30:32
Speaker 4: terrible at that.
30:33
Speaker 1: So Memorin is really designed for you're going to stay
30:35
Speaker 1: in touch with people over the long term, right, some
30:39
Speaker 1: set of people forever and some people will come and go,
30:44
Speaker 1: but it makes it really easy to stay in touch
30:47
Speaker 1: and to follow up with actual conversations. Right, That is
30:50
Speaker 1: the magic. So many people that I know, they rely
30:53
Speaker 1: on referrals for their business, and they don't have an
30:56
Speaker 1: intentional referral strategy, right. They don't have the curse messaging
30:59
Speaker 1: to be referral, and they don't actually nurture the referral relationships.
31:04
Speaker 1: They're not proactively making introductions for their partners. They're not
31:08
Speaker 1: just staying in touch with the people who bring them
31:10
Speaker 1: the most business. They might not even know who brings
31:12
Speaker 1: them the most business. It's all kind of sporadic and unintentional.
31:15
Speaker 1: And I say this like these people are the biggest
31:18
Speaker 1: dumbasses in the world, because that was me for a
31:20
Speaker 1: long time. It's like, here's where all my business is
31:23
Speaker 1: coming from, but somehow I felt weird about cultivating it intentionally,
31:27
Speaker 1: So like, let's actually follow up. Those are the people
31:31
Speaker 1: I like to think of as especially when we're solo folks.
31:34
Speaker 1: We don't have a sales team. We have a virtual
31:35
Speaker 1: sales team. We're just not empowering it. So let's go
31:38
Speaker 1: empower it, right, and then let's make our website be
31:41
Speaker 1: part of our sales team. Most of these websites are
31:44
Speaker 1: not very good at converting visitors to leads, let alone
31:47
Speaker 1: to conversations. Right, Memorians got a lead magnet capability in
31:50
Speaker 1: there that's designed to get you all the way from
31:52
Speaker 1: a visitor to a conversation. And if you have great conversations,
31:55
Speaker 1: it's got proposal automation all the way through to e signature,
31:57
Speaker 1: So you can kind of do all these things. But
32:00
Speaker 1: the bulk of it is just talk to the right
32:03
Speaker 1: people and keep talking to them and nurture the relationships,
32:09
Speaker 1: have a great time, and you don't have to be
32:12
Speaker 1: sort of like the slick salesperson. And there's nothing wrong
32:14
Speaker 1: with being the slick salesperson if that's who you are, right,
32:17
Speaker 1: But it's not me, and it's not a lot of us.
32:19
Speaker 1: And we think therefore that we can't do all this
32:22
Speaker 1: stuff because it takes that certain personality.
32:25
Speaker 4: It doesn't.
32:25
Speaker 1: It just takes setting things up process wise in a
32:29
Speaker 1: way that works for this kind of personality. And I
32:32
Speaker 1: think that's like, like in every industry, you always see
32:36
Speaker 1: sort of the outliers, the ones who spend the most
32:40
Speaker 1: on marketing, the ones who might be the most lacks
32:44
Speaker 1: about quality and really taking care of people because they're
32:48
Speaker 1: maximizing their income and so on. You know, whether it's
32:51
Speaker 1: consulting or medicine or whatever it is. Right, every industry
32:56
Speaker 1: is going to see some Charlatan's rise to the top
32:58
Speaker 1: ye and some great people right to the top two.
33:01
Speaker 1: But I think a lot of us we see the
33:03
Speaker 1: Charlatans rising to the top and we're like, oh, that's
33:05
Speaker 1: all icky, I don't want any part of that. But
33:07
Speaker 1: we don't see that for every Charlatan doctor. There's a
33:10
Speaker 1: hundred great doctors out there who are living great lives,
33:13
Speaker 1: doing great things, making good money, having a good time,
33:16
Speaker 1: doing something meaningful for people. But they're not going to
33:19
Speaker 1: be in the news ever. And I think as consultants
33:22
Speaker 1: we don't necessarily have to be the next Burname Brown.
33:25
Speaker 1: It's great if you want to be the next bur
33:26
Speaker 1: Name Brown, but you don't have to be that. You
33:28
Speaker 1: don't have to be Tim Ferriss to have a great
33:30
Speaker 1: practice that makes you good money, that affords you a
33:33
Speaker 1: good life, that provides meaning to your clients. Right the way,
33:37
Speaker 1: if you want to be the next ber Name Brown
33:38
Speaker 1: or Tim Ferriss, you've got to start with the goal
33:43
Speaker 1: of actually helping people is my opinion. Right, So something
33:45
Speaker 1: else that Josh talked about, Right, you can always build
33:47
Speaker 1: from there into the Brene Brown. But if you're like
33:49
Speaker 1: I just want to show up a Breneme Brown, what's
33:51
Speaker 1: the quickest and easiest way to do that, and you
33:54
Speaker 1: skip all the steps that actually generate the meaning, that's
33:57
Speaker 1: where we end up in trouble.
34:00
Speaker 3: Yeah, the meaning meaning meaning is is huge. And like,
34:04
Speaker 3: I like what you're saying is that when you especially
34:07
Speaker 3: when you're starting out small, if you know you don't
34:10
Speaker 3: need you know, thousands of clients or you know, these
34:13
Speaker 3: things of like, and I think there's a trap. There's
34:15
Speaker 3: a trap that many people fall into, is pursuing these
34:19
Speaker 3: col leads, people who don't have any relationship, any connection
34:22
Speaker 3: with I don't know what it is, but I fall
34:25
Speaker 3: into this too, where you go through and you're like, oh,
34:27
Speaker 3: I got it. But you have existing clients or you
34:30
Speaker 3: have like people that are warm to you, Yes, but
34:32
Speaker 3: I'm going to go over here, like yeah, they're right
34:34
Speaker 3: here in front of you, and you're going to go
34:36
Speaker 3: over there. Yeah, And how much more energy is it
34:38
Speaker 3: going to take you to get those people that don't
34:40
Speaker 3: even know you from anybody with people that already kind
34:43
Speaker 3: of know you and are at least warm to you.
34:45
Speaker 3: Hopefully they like you. Maybe you know, maybe they haven't
34:48
Speaker 3: fully trust you. They're developing trust, but no, they know you,
34:51
Speaker 3: they like you. Let's build on the trust and you know,
34:54
Speaker 3: and let's and find a way to work together. And
34:56
Speaker 3: like you said, if you nurture those relationships, what is
34:59
Speaker 3: I don't know the current metrics you probably tell me,
35:01
Speaker 3: like the cost of that client acquisition and getting somebody new.
35:04
Speaker 3: If you already got them in there and you're serving them,
35:07
Speaker 3: you know, what could you, like we talked earlier in
35:10
Speaker 3: the podcast, what else could you bring along in the
35:11
Speaker 3: journey to help them as you're working like on their
35:15
Speaker 3: journeys are growing with you, Like what is that next
35:18
Speaker 3: thing are you looking for? Like looking out for them,
35:21
Speaker 3: Like what is it they're going to have run into?
35:23
Speaker 3: What can I anticipate that they're going to have to
35:25
Speaker 3: deal with at a different stage so that I can
35:27
Speaker 3: continue to support them and have that relationship that you
35:31
Speaker 3: talked about. I mean, to me, the most fulfilling the
35:35
Speaker 3: relationships I've been married nineteen years ago, almost on twenty
35:37
Speaker 3: is is those longer term relationship because you've gone through
35:40
Speaker 3: the ups and downs and you've seen each other through
35:43
Speaker 3: good times and bad times, and hey, you're still there.
35:46
Speaker 3: Those are really really meaningful wlayships. Nothing that I love
35:49
Speaker 3: having new relationships. Those are all good too, But it's
35:51
Speaker 3: just that there's no substitute for that time and experience
35:55
Speaker 3: that you've had together.
35:56
Speaker 1: Right, that's absolutely right, And what you said at the beginning,
35:59
Speaker 1: it really touches a nerve with me because I did
36:01
Speaker 1: that same thing, and I see it again and again
36:03
Speaker 1: and again, and it's so absurd. Right, Like people complaining
36:06
Speaker 1: they don't have enough leads, they go do cold calling,
36:10
Speaker 1: or they hire one of those LinkedIn spammers or whatever.
36:13
Speaker 1: It is, right to get a bunch of new people
36:15
Speaker 1: into their world that they're gonna like shiny object, chase
36:18
Speaker 1: around for a little bit and then not follow up
36:20
Speaker 1: with either, right, and then the vicious cycle repeats itself.
36:24
Speaker 1: And especially for most of these folks, they're getting their
36:26
Speaker 1: business from referrals. So talk to the people that refer
36:30
Speaker 1: business to you, right, go to lunch with them if
36:32
Speaker 1: they're nearby, just hang out with them, make a good
36:35
Speaker 1: introduction for them. It doesn't take a lot of rocket science.
36:39
Speaker 1: It doesn't take a huge budget to do this. You
36:42
Speaker 1: can always add the other stuff later when you've got
36:44
Speaker 1: that core engine humming along and you want to put
36:47
Speaker 1: more fuel into it, that's great. But start by talking
36:52
Speaker 1: to the people that you know, the people who are like,
36:54
Speaker 1: if you're listening to this thinking, well, gosh, I can't
36:56
Speaker 1: just pick up the phone and call people.
36:57
Speaker 4: Everyone's busy.
36:57
Speaker 1: There are people you can pick up the phone and
36:59
Speaker 1: call and they're like, oh, oh my gosh, David, I'm
37:01
Speaker 1: so glad you called.
37:02
Speaker 4: I know it's been too long. Blah blah blah blah. Right,
37:04
Speaker 4: start with the easy ones. Start on the bunny slopes.
37:06
Speaker 1: You don't have to do the double black diamonds, and
37:08
Speaker 1: by the time you do the greens to the blues,
37:10
Speaker 1: you realize you never have to do them again if
37:12
Speaker 1: you don't want to.
37:14
Speaker 3: Yes, I love that, you know you have my I'm
37:16
Speaker 3: a skier to Ruben. So for those of you that
37:18
Speaker 3: don't know double black diamond that's a that's a tough
37:20
Speaker 3: ski run to go, you know, I love that. So, Ruben,
37:25
Speaker 3: we're getting close to the end of the podcast is today,
37:27
Speaker 3: But because you brought so many insights and I would
37:29
Speaker 3: love to have you come back, and we like that
37:30
Speaker 3: round tables too. Sometimes we have other folks on here,
37:32
Speaker 3: so you've got some green insights. MA I'll bring Josh
37:34
Speaker 3: in here. But you know, your call to action is
37:38
Speaker 3: really what I hear is just you know, make it
37:40
Speaker 3: simple and reach out to those people. And if you
37:43
Speaker 3: don't have a system, well there's one right here that
37:45
Speaker 3: you can talk with the Rubin and check it out
37:47
Speaker 3: and see, right, Ruben, how do people get in touch
37:49
Speaker 3: with you?
37:50
Speaker 4: Follow up?
37:50
Speaker 3: What's the best way to reach you?
37:52
Speaker 4: Sure?
37:53
Speaker 1: You can check out the CRM at memory dot com.
37:55
Speaker 1: You can start a free trial there and you can
37:57
Speaker 1: also get a bunch of free resources like lead magnet
37:59
Speaker 1: idea is proposal templates, trainings that go into some of
38:04
Speaker 1: these topics in more detail, et cetera. I've got a
38:07
Speaker 1: podcast called Sales for Nerds and you can also find
38:09
Speaker 1: me on LinkedIn. I think I'm one of the only
38:12
Speaker 1: Ruben Swartzes, but it should be pretty obvious where I am.
38:15
Speaker 3: Yeah, you're connected. We're connected on LinkedIn too, so you know,
38:18
Speaker 3: if you guys great to reach out to me. I'm
38:20
Speaker 3: happy to do introduction to Ruben as well. And the
38:23
Speaker 3: reason why we have folks on like yourself, Ruben, is
38:26
Speaker 3: because you just you just laid it all out, a
38:28
Speaker 3: whole bunch of amazing resources that Ruben has developed that
38:31
Speaker 3: you can come test out, try out, see if this
38:33
Speaker 3: is a good fit. That's why we have the Business
38:35
Speaker 3: round Table podcast to bring you, you know, show you
38:38
Speaker 3: value and want to help you, because that's what it
38:40
Speaker 3: comes down to is helping you and knowing that you
38:44
Speaker 3: have folks that want to have fun, have a good
38:46
Speaker 3: life like you said, Rubin, and help others and just
38:50
Speaker 3: you know we're here for you. So thank you Ruben
38:52
Speaker 3: for coming on the podcast. We're so glad to have
38:55
Speaker 3: you here. And for those of you listening, we love
38:58
Speaker 3: you to drop in comment feedback if you haven't already subscribed,
39:02
Speaker 3: follow us on YouTube or your favorite podcast platform or
39:06
Speaker 3: on all of them. And if you're interested in joining
39:09
Speaker 3: us on the podcast, let me know just email Podcasts
39:11
Speaker 3: at doordourbusiness dot com. Love to have you. Thank you
39:15
Speaker 3: so much, Rubin for being on the podcast.
39:17
Speaker 1: Thanks for having me, David, this is great. Hope it
39:19
Speaker 1: helps people, Like my whole mission is to have people
39:22
Speaker 1: not have to struggle the way I did for years
39:23
Speaker 1: and years, so anything I can do to make that easier.
39:27
Speaker 1: That's what I'm here for.
39:28
Speaker 3: Excellent. Thank you so much, Rubin, Thanks everybody for listening.
39:31
Speaker 3: Until next time, take care everybody,