From Sales Success to Wellness Warrior with Drewbie Wilson

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Show up, speak about the things that you know about, and don't try to lead above the level that you're on because that imposter syndrome shows up because you know, you don't know everything, you realize that there's a lot more growth.

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There's a lot for you to continue getting to.

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And yet there are still so many people who can benefit.

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Learning what you've learned so far, getting to where you are in your life, because for you, you started somewhere else.

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And if you could go back in time and you could help the older version of you get to where you are now, that's the secret.

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That's the thing to focus on.

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That's how you beat that imposter syndrome.

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Welcome to The Wayfinder Show with Luis Hernandez, where guests discuss the why and how of making changes that lead them down a more authentic path or allow them to level up in some area of their life.

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Our goal is to dig deep and provide not only knowledge, but actionable advice to help you get from where you are to where you want to be.

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Come join us and find the way to your dream life.

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Welcome back to the wayfinder show.

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I'm your host louis hernandez and today we have druby wilson Druby is a sales powerhouse who's generated over 13 million in sales without gimmicks He's also a weight loss warrior who shed over 100 pounds through mindset transformation A best selling author and a brand builder creating legacies today He's here to share his inspiring journey with us.

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So druby welcome to the wayfinder show Hey louis, thank you so much for having me man.

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I'm really grateful for an opportunity to be here and hang out and shout out to the listener for hanging out and give me a little bit of their time today, they're going to hear me talk a lot about time's very valuable.

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So if you hang out with me and Louie today and spend a little with us, I truly appreciate it.

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Yeah.

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Thank you.

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We appreciate having you here.

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I'm going to start before we get into your story and everything.

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I want to I'm always fascinated by like rockstar sales people, how they answer this question.

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All right.

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And that is if we were to take you and we threw you, I'm sure you've heard a version of this some point we threw you in the middle of a new place.

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You don't know a single person, you don't have a dollar to your name, but you got to make a sale, right?

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How would you do it?

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It could, for whatever widget it is.

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Honestly, the first thing I would do is I'd start asking people questions like, what are you struggling with?

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What are you working on?

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Because typically as a salesperson, my number one job is to solve problems.

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So if I'm in a new place, new situation, no, no anybody.

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The first thing I'm going to look to do is, Hey, what's the problem that everybody's dealing with that I can solve?

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Because if I can solve that problem, I can make a sale.

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Yeah.

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So you're just going to go up to random people in the street and ask them for what their problem they're dealing with.

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I'm start by just asking questions.

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Hey, what's going on over here?

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What are you working on?

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What do you got?

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What's cooking?

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What's your name?

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I'm from I'm new in the area.

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I'd love to ask some questions.

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See if I might be able to learn about what's exciting.

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What's cool?

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What not to do?

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Where should I avoid?

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Things like that because people are genuinely open to sharing as long as you are genuinely open and curious about them as individuals.

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That's right.

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I love it.

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Great.

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Let's go back to you.

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What would you tell us a little bit about your journey?

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You shed over a hundred pounds you've done very well with sales already.

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Tell us your story.

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Man, I appreciate that.

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I'll give you the the too long, didn't read version.

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If you want the whole readable version, I've written five books.

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They're all on Amazon which sounds weird and braggadocious to say, but that's Kind of part of my journey, man.

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I grew up in the streets selling dope, a rough and tumble kid.

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As you can see, I got tattoos on my hands.

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I got meme lord across my knuckles for crying out loud.

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So I'm always been a little bit out there.

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Grew up with the hustle as I got older.

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Met a beautiful young lady.

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We started dating.

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We ended up getting married.

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We have a beautiful, he's eight, almost nine year old little boy.

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I realized I didn't want to end up dead or in prison because ultimately that's where life in the street selling dope.

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It leads you.

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It never ends up like superstar dream status.

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It always ends up dead or in prison.

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And so I realized that's not who I want to be.

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That's not the example that I want to set.

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And so I started working on myself and I don't know, man, I, when I met my wife at the time, I was a dope dealer running the streets and I was skinny cause I wasn't eating right.

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And I wasn't taking care of myself.

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And I was probably, I don't know, 200 pounds, 220 pounds.

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And I got big because I got comfortable.

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And this is what happens when we get comfortable in life, when we get complacent and we settle, is I met a beautiful lady, we started going out to eat more and having a couple extra cocktails at night, and then some dessert, and then maybe a fourth meal Taco Bell ride on the way home, and then she got pregnant, and we were eating Thanksgiving turkey dinner four nights in a row, five weeks straight I just wasn't taking care of myself, I wasn't making good choices, wasn't being disciplined, and I got fat.

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And at one point after my son was born, she came to me and said, Hey man, I really love you and I appreciate you, but all this, that's not doing it for me.

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And I don't feel the same attraction that I had for you at the time when we met.

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And so I had to make that decision of shit, is that the man I want to be?

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Is that the example that I want to set for my son and for the people who are looking to me because of the life that I grew up in?

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There were a lot of people that needed me to be an example and I didn't have one.

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And so I had to make that shift of, Hey man, you need to be the person that you always needed in your life because there's a lot of people counting on you to be that for them.

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Put.

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I like how I like to think of myself, I didn't have a great example for a father, and I like to think of myself the same way the, I had to become the father I always wish I had, right?

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And that was a good way to put it in your case.

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What about I'm curious before we get into your sales and expertise your sales expertise is, did you end up leaving, I know you're out in Toledo, Ohio.

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Did you grow up there and everything or did you end up leaving the area?

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So I was born in Florida as a baby, my last probably about four or five years old.

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My dad.

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Was into some things that weren't so good.

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We ended up having to leave Florida.

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We moved to Arkansas, we lived on a farm and then from Arkansas, we moved to Ohio.

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So I grew up in the Toledo area, spent the majority of my life here up until.

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Five years ago when I had gotten an opportunity in Dallas, Texas, and we moved to Texas, spent about five years down there working in an organization, building one up and then in December.

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Of 23 left a big salary in the comfy cushy job that I had built along the way and went all in building our new call to damn leads business.

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And so part of that was we sold our home, moved into a fifth wheel RV, and now we're traveling around the country, visiting family, seeing friends, clients.

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And so part of that is right now we're here in the Toledo area visiting family.

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I love that.

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Oh, so you're actually living what I want to be living.

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You're living a nomadic life.

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It's pretty dang cool, man.

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And I'm going to be honest with you is it's one of those things where a lot of people say that.

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And I think for us, it was the freedom and the opportunity to take that jump was something we are forever grateful and blessed to have because a lot of people say that.

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Only a few do it.

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So let me encourage you, man.

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Take that jump.

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Make that reality make that dream a reality because it's pretty dang fun.

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I bet it is.

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Yeah.

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So I'm wondering, I only asked that because I think I grew up in similar environments and To change I found the easiest and I've seen it with a lot of my friends and other people who've been through these circumstances These aren't unique stories anymore, right?

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There's a lot of people who grew up in hardship.

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Yeah, we get out right and it's great Unfortunately, like I hate to say that but yeah, I know it's sad.

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It's actually not, not trying to It's a sad thing.

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But anyways, the the I find that leaving your original environment that produced, druby the dope dealer, right?

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Ends up being the easiest path as opposed to staying there, right?

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So did you find that to be the case?

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Cause it's really hard to clean up when you stay in the hood.

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Man, what a, what an interesting question at this time of my life being that, I've been gone for five years, had lots of success.

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And as I've come back, I certainly, I see certain people or I'm in certain situations or places, and I get that nostalgia of an older version of myself and I have to fight to think that's not who I am anymore.

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I've grown.

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And part of that is that's the hero's journey.

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I don't know if you've ever read the book, the Alchemist by Paul Qualo.

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Yep.

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Highly recommend to any entrepreneur or business owner that's on their path right now, or even anyone that's just trying to figure out where they're going in life.

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But that hero's journey, going back to the place that you started, is part of it because you have to go and take that new skillset, that new identity, and you have an opportunity to progress and to grow.

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At an unconscious level, because I don't know if you've ever studied the unconscious mind or psychology, but as we get older, as we progress, our level of thinking continues to elevate and as entrepreneurs and business owners, we have to continue to elevate our level of thinking past the things that would have held us back in a previous life.

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And so it's interesting how when we go back to those places, we're put in those positions where we have to.

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Make new decisions or be disciplined or have a different mindset about it because of that old nostalgic feeling, which is ultimately what a lot of us think, Hey man, I missed the old days.

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And also, there's a reason we aren't there anymore.

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That's right.

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And I don't think that changes maybe ever.

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I've now been gone for, where I've been for 30 years, and it's, still go back and there's still a little bit of nostalgia, but it's still the same old place, and that, I'm a different person there now, right?

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I've actually been gone much longer than I was ever there, but I still identify that as home.

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When you go back, do you like, feel as though you've almost put on a different, there's like almost a vibe or something where it's almost hard to shake it off just because you're so familiar to the place.

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Yeah, the I mean that place is, the place has changed a lot, but where I consider home is Central Falls, Rhode Island, which is a small town outside of Providence, Rhode Island, and it's changed a lot, too.

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You don't reckon, but I don't recognize it as much, but it's still the same in many ways, right?

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And I recognize I don't belong there anymore, which is hard to, hard, hard, because it's still my nostalgic mind thinks of it as home, but it's not home anymore.

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You know what I mean?

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Crazy how the mind works, man.

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So crazy.

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Yeah, totally.

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Anyways, we're not here for that today, so sorry to go off on that tangent.

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I love it when I have guests like you that I can identify with.

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But the Let's talk about sales.

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Think I heard you on, I think your origin story, your origin podcast that you kicked it off with, where you talked a lot about how you got into marketing online and all that.

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So why don't we just start at a really high level, like what is the difference between sales and marketing to you in your mind?

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Oof, man.

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We're going real tapping.

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I like your style, Louis.

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So thank you.

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I.

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Again, grew up in sales my whole life.

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I've always been involved in sales in some form or another, whether I knew it, liked it or not.

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And so when you think about the difference between sales and marketing, it's like marketing gets the attention.

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It's the thing that it's the shiny object.

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It's the loud noise.

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It's the sexy girl.

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It's the red dress.

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It's whatever the thing that gets your attention.

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Sales is the act of making a decision and moving forward.

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And what I mean by that is we all know people that are great at getting attention or like building rapport and feeling like they're the talk of the town.

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Know everybody and also that same person has to have developed the skill sets to help another individual make a decision and move forward with something because it doesn't matter if you're getting attention.

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If you're not getting attention from the right people at the right time and you're not having the right conversations, then you're probably not getting the right results either.

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And that's the thing that I think a lot of people miss your marketing has to be in line with the same message that your sales process is going to take that person through.

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And we've all seen where a marketing message didn't line up with a sales process because we saw it and we were like, yeah, that looks sexy and fun.

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Let me go check it out.

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And then we got into it and we were like, whoa, this is a pig with lipstick on it.

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This is not what I thought it was.

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And so That to me is the difference is what it marketing is getting the attention sales is the process of helping them make a decision and move forward with the thing.

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Gotcha.

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So when you're starting out, let's say you have a whole, you get a sales and marketing jobs and where you start a company, whatever it is, how do you start?

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Do you start by developing the marketing message or do you start with calls?

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What, how do you approach that?

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This is so good.

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Yes.

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So it's almost like the question you asked me earlier of Hey, if I just dropped you somewhere, what would you do first?

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I would start asking questions.

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I would start surveying the community.

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I'd start looking around and seeing, Hey, what are the resources that are available?

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What are the things that are not available?

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Because ultimately.

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Sales and marketing kind of comes down to like really three things.

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It's who's the audience, like who are we talking to?

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What is the offer?

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What's the thing that we're trying to get the audience to do, take, buy, whatever.

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And then how are we going to deliver that thing?

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That's the foundation of it.

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And so it really wouldn't matter whatever business or industry you're in is okay who is our audience?

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Who are we trying to get in front of?

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Who benefits from our product or service?

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And the only way to know that is to know what product or service are you selling and understanding how that product or service benefits people.

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So hopefully that makes sense.

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But ultimately, that would be the star is to get the understanding of Hey, what's the product that I'm selling?

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How is it benefiting people?

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And who are the people that it benefits the most?

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Okay, so let's Let's say we have the product, it's this pen here, right and we know How do you identify the audience for this pen?

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You just got hired or you just started this company sell this pen How do you identify the audience for it?

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First of all, I need to know who's still using a pen and paper because we are in 2024 And we're mostly in a digital age.

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So i'd be asking does the pen have a stylus?

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Does it have anything that works as a digital or is it just a good old analog pen?

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Okay Yeah, just a good old analog pen.

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How do you find these books?

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Wonderful.

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With that pen, what's the price margin on the pen?

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How much do we pay for it and how much do we sell it for?

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Oh, I don't know, 25 percent margin.

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We buy it for 75 cents, we sell it for a dollar.

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Excellent.

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Ultimately, the first thing I'm going to think about is, in my immediate sphere of influence, who do I know that uses pens?

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Okay.

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I have someone that owns an insurance agency.

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They use pens, because they still have to write notes for themselves in the office.

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And since they use pens, there's probably a good likelihood that other offices in their area use pens.

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Let me go and talk to them and see if they want to buy some pens.

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Let me go to their office, or let me call them.

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Matter of fact, I know Nick, he hangs out at the cigar store that I like to go to on occasion.

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He owns a dentist office.

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I'm gonna go see if he's at the cigar store and see if he wants to buy some pens.

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And while I'm there, I think I saw some pens on the pen holder at the cigar store.

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Maybe they need to buy some pens.

00:16:52.333 --> 00:16:53.313
Who uses pens?

00:16:53.344 --> 00:17:14.308
Everybody uses pens, but the bigger question is who uses a lot of pens, who uses pens consistently and is always going to need to replace pens once a month, because I don't just want to sell one pen, I want to sell a hundred pens, or a thousand pens, or ten thousand pens, but it all starts with selling one, so who needs a pen Let's go there first.

00:17:15.909 --> 00:17:16.669
Yeah, I like that.

00:17:16.969 --> 00:17:24.848
Okay, so you got that, you got the initial few sales, you sold some to your friends, but now you want to get to, selling the 10, 000, the million pens, right?

00:17:24.848 --> 00:17:26.638
The real value, right?

00:17:26.638 --> 00:17:28.818
And that's usually going to be outside of your sphere.

00:17:28.929 --> 00:17:29.568
Am I right?

00:17:30.648 --> 00:17:30.878
Sure.

00:17:30.888 --> 00:17:35.709
So what would, how would you find, how would you expand your immediate sphere to, to find those folks?

00:17:36.808 --> 00:17:41.888
All right, so let's say I'm now trying to increase the volume of pens sold.

00:17:41.888 --> 00:17:45.038
My friends aren't buying 10, 000 pens at a time.

00:17:45.068 --> 00:17:48.259
Who would be buying 10, 000 pens at a time?

00:17:48.259 --> 00:17:55.499
Maybe like a hospital or a school system or a big corporate office building.

00:17:56.048 --> 00:17:57.409
So that's where I'm going to go next.

00:17:57.499 --> 00:18:02.659
I'm going to start going probably to, again, if I know someone in my sphere, I'm going to ask for referrals.

00:18:02.659 --> 00:18:11.588
Hey, do you guys know anybody that owns like a big corporate building or is plugged in at the schools or runs like a janitorial business or something?

00:18:12.078 --> 00:18:12.608
Who's you?

00:18:12.878 --> 00:18:14.798
Like that's what I'm going to start asking questions.

00:18:14.798 --> 00:18:15.618
Who do I know?

00:18:16.259 --> 00:18:18.179
That might know somebody.

00:18:18.648 --> 00:18:31.618
And this is, I think, really important as I get into meeting those individuals that can potentially buy 10, 000 pens from me, what value am I bringing to them other than the pen?

00:18:32.598 --> 00:18:40.769
And this is where I think a lot of people kind of race to the bottom because it's like, Oh, I can get you the pen and I'll get it for the cheapest price possible.

00:18:41.088 --> 00:18:41.939
And it's great.

00:18:42.259 --> 00:18:51.558
Now the only value you have is being cheap, which sure, if you want to be the lowest cost option, like there's some value to that.

00:18:51.558 --> 00:18:59.768
So long as you have the margin, if I got to go sell a million pens to make a dollar, that's going to be a lot of work.

00:18:59.798 --> 00:19:04.657
But if I could go sell one pen and make a dollar, Why wouldn't I do that?

00:19:05.028 --> 00:19:07.877
So it's not always about a race to being the cheapest option.

00:19:08.288 --> 00:19:13.317
What is the value that I can bring to the person who would want to order that many pens for me?

00:19:13.667 --> 00:19:15.218
Aside from just the pen.

00:19:15.228 --> 00:19:18.817
So if I'm thinking school systems, it might be like, okay, cool.

00:19:18.817 --> 00:19:21.258
Who do I know that can bring value to a school system?

00:19:21.268 --> 00:19:25.748
Who might want to go in and do a non profit show or who might want to bring this or that?

00:19:26.198 --> 00:19:29.607
It's hopefully that makes sense because I know I'm going off on a tangent.

00:19:29.768 --> 00:19:42.788
No, it does like it's really about Figuring out who is the target audience and what is the value that I can bring so that when I bring them my offer, the value is far exceeding the price to them.

00:19:43.637 --> 00:19:44.028
That's right.

00:19:44.758 --> 00:19:45.897
Yeah, no, I like that.

00:19:45.988 --> 00:19:46.788
Let me.

00:19:47.163 --> 00:19:52.653
Let me go off in a different tangent with this then and by the way, actually, let me stay on this for a second.

00:19:52.653 --> 00:20:03.613
I think the way I interpret that and the way when I'm training, I'm in the real estate business, I have agents and when I train them, I often talk about trying to understand the benefits that clients are seeking, right?

00:20:03.903 --> 00:20:08.762
And then going in and finding the features for those benefits.

00:20:08.992 --> 00:20:11.452
Oftentimes agents go and they ask clients, what do you want?

00:20:11.452 --> 00:20:14.272
Oh, I want a three bed two bath in such and such a neighborhood.

00:20:14.863 --> 00:20:15.292
Okay.

00:20:15.603 --> 00:20:16.893
Why do you want three beds?

00:20:17.262 --> 00:20:28.073
We have one kid and another one on the way or we want to spare, okay So really you might need a nursery down the road, you know something like that Could something could this extra living room fit?

00:20:28.282 --> 00:20:32.353
Does it have to be a third bed, i, and I think one of the, and I love working with real estate agents.

00:20:32.353 --> 00:20:35.063
I actually just did an event in Nashville for a buddy of mine.

00:20:35.073 --> 00:20:36.272
He's a loan officer.

00:20:36.542 --> 00:20:42.252
And so some of his best referrals are real estate agents and he has to constantly build relationships.

00:20:42.252 --> 00:20:49.913
And so what I love about this process is that it is twofold because it's pre qualifying.

00:20:50.428 --> 00:20:52.097
I call it pre qualifying questions.

00:20:52.097 --> 00:20:57.397
It's really just building rapport because again, someone can tell you, Hey, this is what I want.

00:20:57.438 --> 00:20:58.268
And it's awesome.

00:20:58.698 --> 00:20:59.857
Why do you want that?

00:20:59.857 --> 00:21:05.107
Tell me more about what it is about that gets you excited because then they're going to tell you.

00:21:05.577 --> 00:21:12.907
And if you just ask questions, people typically want to talk about themselves way more than they want to hear about the thing that you can do for them.

00:21:13.107 --> 00:21:14.067
Just being honest.

00:21:14.208 --> 00:21:14.417
Yeah.

00:21:14.417 --> 00:21:14.708
Yep.

00:21:15.238 --> 00:21:15.587
That's right.

00:21:15.728 --> 00:21:22.728
And when you're asking that question, as you said, if you can understand, oh, okay you're looking for three bed, two bath because you're a married couple.

00:21:22.728 --> 00:21:24.258
You already got two kids.

00:21:24.567 --> 00:21:24.988
Perfect.

00:21:24.988 --> 00:21:26.448
I can put you in a three bed, two bath.

00:21:26.458 --> 00:21:30.188
But if I don't ask you, are you planning on having any kids in the future?

00:21:30.688 --> 00:21:33.657
Am I going to be able to actually get you the home that makes sense?

00:21:33.678 --> 00:21:38.167
Because as an agent, my job is to sell you the right property for you.

00:21:38.278 --> 00:21:38.667
That's right.

00:21:38.718 --> 00:21:44.188
And also, if I can sell you a property that's a little bit more expensive, my commission's going to go up.

00:21:44.188 --> 00:21:46.238
And I'm not saying that just to make more money.

00:21:46.238 --> 00:21:52.067
I'm saying that because if I can do the right thing for the customer and the right thing for the customer means getting them a bigger house.

00:21:52.617 --> 00:21:54.627
Why would I not take that opportunity?

00:21:54.978 --> 00:22:00.298
Why would I not do my job as a fiduciary responsibly person being an agent?

00:22:00.307 --> 00:22:02.498
Which I'm not by the way, but I've worked with a lot.

00:22:02.498 --> 00:22:07.597
Why would you not be taking that extra step to ask those questions and to truly understand your client?

00:22:07.597 --> 00:22:13.837
Because if you ask, they'll tell you, and people don't care how much, until they know how much you care.

00:22:14.167 --> 00:22:20.268
And I promise you that if you tell them, let them talk and you just listen, as soon as they are done talking.

00:22:20.718 --> 00:22:22.607
And you can just lay out the plan of, all right, cool.

00:22:22.688 --> 00:22:23.508
Here's what we're going to do.

00:22:23.688 --> 00:22:34.057
We're going to go and look for houses that are right around that three bed, two bath, maybe four, maybe in that kind of mix here, because we don't necessarily know everyone builds them a little different.

00:22:34.557 --> 00:22:36.438
So we're going to pick six houses.

00:22:36.438 --> 00:22:45.748
We're going to schedule all of them to be looked at on this Saturday so that we can go knock them all out at one time, instead of being constantly chasing each other around, we're going to pick the best.

00:22:45.938 --> 00:22:53.157
Two to three and we're going to figure out of those three which one we want to make a serious offer on and which one we want to have as a backup point.

00:22:53.188 --> 00:22:54.678
Does that sound like a good idea y'all?

00:22:57.623 --> 00:22:58.272
Yeah, I love that.

00:22:58.323 --> 00:22:58.633
Put.

00:22:59.823 --> 00:23:01.813
I've never sold real estate, but I think I could do all right.

00:23:01.813 --> 00:23:02.762
What do you think?

00:23:02.762 --> 00:23:03.532
I'd hire you.

00:23:05.712 --> 00:23:06.232
No doubt.

00:23:06.752 --> 00:23:07.143
Yeah.

00:23:07.282 --> 00:23:09.593
I'd probably get rich if I got you too.

00:23:09.643 --> 00:23:12.182
I'd love to be on the team.

00:23:12.583 --> 00:23:13.522
Anyhow cool.

00:23:13.553 --> 00:23:17.042
Let's go back to something about your company.

00:23:17.042 --> 00:23:19.692
It's called Call the Damn Leads, right?

00:23:19.742 --> 00:23:21.853
Let's talk about how you develop.

00:23:21.853 --> 00:23:28.722
This is something I have A lot of mixed feelings about so tell me what how you develop a sort.

00:23:28.762 --> 00:23:30.323
I think we all know what a lead is, right?

00:23:30.333 --> 00:23:34.073
Somebody who could potentially buy or buy your product or service, right?

00:23:34.423 --> 00:23:38.403
So what, how would you build a list of leads?

00:23:39.512 --> 00:23:46.042
Yeah, I'm glad we talked about that because I think something that's really important to understand is a lead is literally just.

00:23:46.867 --> 00:23:52.097
Someone's name, a contact reference point, and some level of interest.

00:23:52.627 --> 00:23:55.458
And no interest is a level, unfortunately.

00:23:55.468 --> 00:24:01.657
Picking up the phone and call calling is something that does have to be done when you get started if you have no other options.

00:24:02.228 --> 00:24:15.268
That said, There is really a couple trains of thought when it comes to leads, and Alex Hormozy's 100 Million Dollar Leads is a great book go read that at some point, because he does a great job of breaking it down, but I look at it like this.

00:24:15.667 --> 00:24:24.792
You have organic leads, which are leads that you're not paying actual money To generate in a sense of, Hey, I'm going to hire a vendor.

00:24:25.232 --> 00:24:29.192
So that could be social media, word of mouth referrals.

00:24:29.252 --> 00:24:37.782
It could be going out grassroots and knocking doors, cold calling, this is all organic leads.

00:24:38.712 --> 00:24:40.803
And then you have a paid lead.

00:24:41.313 --> 00:24:55.692
And a paid lead is something where you hire a marketing company or you put your name on a billboard or you go on a radio spot or you run Facebook ads or whatever that intentional spenditure to generate interest.

00:24:56.093 --> 00:25:00.553
So you have organic leads, you have paid leads, that's the foundation.

00:25:01.242 --> 00:25:03.762
From there, how do I generate leads?

00:25:03.813 --> 00:25:05.012
Do I have any money?

00:25:05.482 --> 00:25:08.413
As a new salesperson, probably not a lot of extra.

00:25:09.053 --> 00:25:11.123
So I don't have the money for marketing.

00:25:11.123 --> 00:25:24.712
So paid leads goes out the window, unless I work for someone awesome, like Louie who provides leads to me as a new agent, because he understands that there's a process and he needs to get people up and moving as fast as possible so that they get excited and they want to keep winning.

00:25:24.712 --> 00:25:29.663
So shout out to Louie for being a great leader for providing paid leads, but not everybody does.

00:25:30.792 --> 00:25:32.962
Make sure you get on his team because he's going to take care of you.

00:25:33.367 --> 00:25:41.758
But if from an organic standpoint again, it goes back to sphere of influence Who do I know that might potentially need my product or service as a real estate agent?

00:25:42.228 --> 00:25:52.163
Literally, everybody needs to buy sell or move into a home of some sort caveat I don't want every single person who has a Pulse to be my client.

00:25:52.553 --> 00:25:57.353
Because you don't want to be the king of the trailer park, unless your goal is to be the king of trailer parks.

00:25:57.353 --> 00:26:01.163
Which I know a guy, who that's all he does is mobile home parks and RV parks.

00:26:01.163 --> 00:26:02.692
And he's freaking successful.

00:26:03.073 --> 00:26:04.803
But that's what he wants to focus on.

00:26:05.192 --> 00:26:06.323
So that's the thing.

00:26:06.893 --> 00:26:07.792
Organically.

00:26:08.528 --> 00:26:11.548
Who do I know that might be looking to move into a new area soon?

00:26:11.557 --> 00:26:13.278
Who's been talking about selling their home?

00:26:13.298 --> 00:26:14.938
Who's been talking about buying a home?

00:26:14.948 --> 00:26:15.637
Who do I know?

00:26:15.637 --> 00:26:18.298
That's my friend that I can call and be like, Hey, congratulations.

00:26:18.657 --> 00:26:20.008
I'm now a real estate agent.

00:26:20.228 --> 00:26:22.988
And if you don't use me, you're not invited to Christmas anymore.

00:26:22.988 --> 00:26:23.887
I'm sorry to tell you.

00:26:24.407 --> 00:26:27.877
And maybe that's a bit harsh, but crazier things have happened.

00:26:27.887 --> 00:26:34.788
We all have friends and family that probably, you know, that you, they know you're an agent and they still use somebody else.

00:26:35.458 --> 00:26:40.018
Because strangers are often going to become your clients long before your friends do.

00:26:40.417 --> 00:26:44.897
Which is why I think it's important to start getting very good about social media.

00:26:45.438 --> 00:26:49.117
Because social media is a great way to get in front of similar people.

00:26:50.958 --> 00:26:55.748
In a way that's not overly spammy or obnoxious when done correctly.

00:26:57.048 --> 00:26:58.887
And there's a lot of caveat and nuance to that.

00:26:58.887 --> 00:27:02.377
So pick up my one book, social media mastery.

00:27:02.682 --> 00:27:04.712
And I go through like the breakdown on all that.

00:27:04.712 --> 00:27:07.522
You can learn how to set up your profiles, create content.

00:27:07.563 --> 00:27:13.063
I have a lot of training on it too, but to me, I think about it like this.

00:27:13.413 --> 00:27:14.893
And I know we're running short on time.

00:27:14.893 --> 00:27:18.522
So I'm going to try to be concise with this because this to me has been very important.

00:27:19.363 --> 00:27:30.042
How many times as a real estate agent or someone in sales, have you gone to meet someone for coffee at a coffee shop or gone to meet them for a cocktail or an appetizer or whatever?

00:27:30.042 --> 00:27:32.093
Louie, I'm sure you've done this over the years.

00:27:32.563 --> 00:27:32.992
Absolutely.

00:27:33.093 --> 00:27:33.613
All the time.

00:27:34.212 --> 00:27:34.742
Absolutely.

00:27:34.952 --> 00:27:35.633
That's often the goal.

00:27:35.633 --> 00:27:36.232
And that's the plan.

00:27:36.232 --> 00:27:40.462
You want to meet people, build relationships, and move on to the next part of the process.

00:27:40.982 --> 00:27:50.202
And what happens though to me and what I've realized is, A, I'm introverted, so going out in public and meeting with people is not always high on my to do list or things that I necessarily want to do.

00:27:50.232 --> 00:27:53.373
I will because it's necessary, but if I can avoid it, I will.

00:27:53.512 --> 00:27:54.512
That's just me personally.

00:27:54.863 --> 00:27:55.853
Some people are extroverted.

00:27:55.853 --> 00:27:56.452
They love that.

00:27:56.923 --> 00:27:57.593
However, I'm introverted.

00:27:57.813 --> 00:28:08.682
There's still only 24 hours in a day, so even if I wanted to and was super intentional, I can still only meet and have so many intentional conversations with so many people in a given day.

00:28:09.673 --> 00:28:14.173
What's interesting is we're typically having the same conversation with these people over and over.

00:28:14.877 --> 00:28:15.748
My name is this.

00:28:15.768 --> 00:28:16.678
This is what I do.

00:28:16.688 --> 00:28:18.627
Here's a few interesting things about me.

00:28:18.637 --> 00:28:24.468
Here's some stuff that I've done recently that might be interesting to you so we can vibe and be on the same level.

00:28:24.468 --> 00:28:28.508
You'll feel like I know you and you know me and we'll be comfortable making that next step.

00:28:29.067 --> 00:28:29.998
Can we agree on that?

00:28:30.917 --> 00:28:31.228
Yeah.

00:28:32.018 --> 00:28:45.567
So here's what I think about If we know we're having the same conversation with these people over and over in a pretty nuanced way, what if we could have that same conversation instead of being 10 people with 10, 000 people in a day?

00:28:45.978 --> 00:28:48.428
Do you think you could build more relationships that way?

00:28:48.978 --> 00:28:49.708
Very likely.

00:28:49.728 --> 00:28:49.978
Yeah.

00:28:49.978 --> 00:28:51.153
It's just a law of numbers.

00:28:51.573 --> 00:28:52.663
It's the law of numbers.

00:28:52.663 --> 00:28:53.833
That's what I love about math.

00:28:53.843 --> 00:28:56.502
It's no matter how you slice it, it's the law of numbers.

00:28:56.653 --> 00:28:57.692
It's just how it works.

00:28:58.192 --> 00:29:19.653
And so my thought process on this, and what I've learned over the years, is that social media is a great place to share those conversations in a candid way that gets people a chance to know and trust you without having to take an hour out of your day to drive across town to spend 7 on an overpriced coffee that may or may not be good.

00:29:20.008 --> 00:29:23.518
To have a conversation with someone you may or may not like in the end.

00:29:24.218 --> 00:29:26.468
That's a lot of time energy and effort.

00:29:26.478 --> 00:29:27.718
You cannot get back.

00:29:28.397 --> 00:29:32.657
We all know how to make more money like that's Once you figure that out, that's just a step and step.

00:29:33.057 --> 00:29:39.678
Time, energy, and effort you cannot buy more of, cannot win in a poker tournament, and you won't get a box of on Christmas this year, I promise you.

00:29:40.978 --> 00:29:45.678
We can supplement energy with drugs and some other things, but it's not a good look and you don't want to go down that path.

00:29:45.728 --> 00:29:48.478
I promise you, I grew up there, you don't want to go back.

00:29:48.708 --> 00:29:49.518
Don't get started.

00:29:50.057 --> 00:29:50.893
That said.

00:29:51.722 --> 00:30:05.732
What if the content that you created and that you put on social media made people feel like they were showing up to a digital coffee shop at any hour of the day, maybe they work third shift and they get off at 1 p or 1 a.

00:30:05.732 --> 00:30:05.893
m.

00:30:05.893 --> 00:30:12.202
And they would love to buy a home, but they can't get ahold of any agents because the only time they're awake is at 1 a.

00:30:12.202 --> 00:30:12.442
m.

00:30:12.992 --> 00:30:13.722
That's a real thing.

00:30:13.742 --> 00:30:15.123
People work third shift, you guys.

00:30:15.123 --> 00:30:19.742
I don't know if you know this, but there's a whole society that's up at night that we don't see or hear or talk about.

00:30:20.113 --> 00:30:20.512
Oh yeah.

00:30:21.093 --> 00:30:37.262
What if that person got off work, and they happened to see your Facebook post where you're telling a story about something you did in the community with your family, or a person who you just helped through a rough deal that, was a nightmare, but in the end, you were able to help them and now they get to move into their dream home.

00:30:37.863 --> 00:30:40.542
What if they read that story and they go, You know what?

00:30:41.083 --> 00:30:42.252
Louis is pretty awesome.

00:30:42.613 --> 00:30:44.222
And I would love to work with him.

00:30:44.353 --> 00:30:47.873
I wonder if I could send him a Facebook message and if he would respond back.

00:30:50.222 --> 00:30:50.532
Yeah.

00:30:50.653 --> 00:30:51.403
What happens then?

00:30:52.113 --> 00:30:56.982
Now you got leads calling you and reaching out to you because they just see the stuff that you're posting on social media.

00:30:56.982 --> 00:30:57.712
But you know what?

00:30:58.163 --> 00:31:01.982
Louis, we would have never been able to meet that guy at the coffee shop at 2 p.

00:31:01.982 --> 00:31:02.173
m.

00:31:02.173 --> 00:31:02.833
Cause he's sleeping.

00:31:03.173 --> 00:31:03.932
He's got a job.

00:31:05.032 --> 00:31:17.663
So what if those conversations you can have over and over and over by just being consistent on social media And making people feel like they get to know and trust you without having to go out of their way or make it extremely Difficult.

00:31:18.653 --> 00:31:20.032
That's the secret sauce.

00:31:20.722 --> 00:31:21.242
I love that.

00:31:21.682 --> 00:31:24.042
So what about what do you have any preferred?

00:31:24.522 --> 00:31:28.343
Social media I, there's a ton of them, different ones out there, right?

00:31:28.932 --> 00:31:38.103
And I'm not an expert in this arena at all, as a matter of fact I feel like it's gotten more comp, it gets more complicated every day, and it just deters me more from it, right?

00:31:38.103 --> 00:31:39.442
I'm an old school sales guy.

00:31:39.782 --> 00:31:50.557
I like picking up the phone and just Having conversations with people so that's why we vibe right so so but you definitely make a good point And a lot of people are killing it that way.

00:31:50.607 --> 00:31:58.417
What is One of the classic questions and I know I hope I know what you're gonna say, but what is the right social media?

00:31:59.407 --> 00:32:01.448
And what is the right message to put on there?

00:32:02.353 --> 00:32:03.803
Oh, yeah, you're on.

00:32:03.863 --> 00:32:04.532
I like this question.

00:32:04.532 --> 00:32:05.053
This is really good.

00:32:05.053 --> 00:32:19.282
So the right platform to use is the one that you're actually going to use with consistency, because the way these are all built is they use an algorithm, which is like a big word for the fancy formula of math and a super cloud computer.

00:32:19.633 --> 00:32:30.373
And it basically runs the numbers and says, Hey, if you're this kind of person, and you do this kind of stuff online, you're probably going to this kind of person and this kind of person, and you might want to connect with them.

00:32:30.423 --> 00:32:37.553
It's built so people can creep and be weird and watch what other people have going on, like Zuckerberg and those dudes just wanted to creep on the girls in their college.

00:32:37.553 --> 00:32:38.772
That's why they built this.

00:32:38.982 --> 00:32:39.383
Yeah.

00:32:39.502 --> 00:32:46.583
Knowing that, and seeing how far it's progressed in the last 20 years or whatever since it came out, we can use it with intention.

00:32:47.337 --> 00:32:54.178
And so the platform that you should be on is the one that your audience is on and using on a consistent basis.

00:32:54.557 --> 00:33:00.917
Because if you sell ice, it doesn't make any sense to go up to Alaska and tell everybody you sell ice.

00:33:01.238 --> 00:33:02.137
They don't need it there.

00:33:02.137 --> 00:33:02.768
It's pointless.

00:33:02.827 --> 00:33:03.127
I don't know.

00:33:03.127 --> 00:33:03.667
Maybe they do.

00:33:03.688 --> 00:33:05.508
Maybe you would want to sell ice to a mescamo.

00:33:05.698 --> 00:33:06.657
I'm not that guy.

00:33:07.448 --> 00:33:09.278
But, where is your audience?

00:33:09.278 --> 00:33:10.228
Who is your audience?

00:33:10.228 --> 00:33:11.288
And where are they hanging out?

00:33:11.288 --> 00:33:26.758
Because as a real estate agent, you either have Your business to consumer client, which is your buyer seller type situation, or maybe you're recruiting and you're trying to get people to believe that real estate is the place to be to create the lifestyle that they want.

00:33:26.758 --> 00:33:33.698
And so now the content you're creating and the message that you're sharing is about what a great opportunity real estate is.

00:33:34.057 --> 00:33:34.887
I tell you what.

00:33:35.173 --> 00:33:43.303
A buyer or a seller for a home doesn't care about how great the opportunity is as a real estate agent, unless their job sucks and they want a better opportunity.

00:33:43.972 --> 00:34:00.083
So you got to figure out who is your audience, what is the offer that you're trying to present to them, and that's when you can pick the platform that you want to be on, so that you can make sure you have the right message in front of the right people, so that they'll take the right action.

00:34:00.557 --> 00:34:00.928
That's right.

00:34:00.938 --> 00:34:01.958
Hopefully I explained that well.

00:34:02.278 --> 00:34:03.127
Yeah, very well.

00:34:03.417 --> 00:34:08.387
And correct me if I'm wrong, but very likely that platform is going to be where you're already at, right?

00:34:08.418 --> 00:34:13.288
Because your audience is already, the people you're already jiving with, right?

00:34:14.222 --> 00:34:18.853
Yeah, typically everyone already has some platform that they like using.

00:34:19.253 --> 00:34:29.432
And what's really cool and what I talk about a lot in my book and what I train people on is, if you can create content for one platform, it can be repurposed on all the other platforms too.

00:34:29.902 --> 00:34:43.768
So in any given week, I think I'm putting out somewhere between 200 and 220 different pieces of content across Facebook, Instagram, X, LinkedIn, YouTube.

00:34:44.097 --> 00:34:44.927
Am I missing any?

00:34:46.188 --> 00:34:49.248
I'm probably missing a couple Google, my business, tick tock.

00:34:49.248 --> 00:34:49.887
Yeah, exactly.

00:34:49.887 --> 00:34:50.307
Tick tock.

00:34:50.947 --> 00:34:53.657
Now, do I log in and use all of those platforms?

00:34:53.748 --> 00:34:54.217
No.

00:34:54.617 --> 00:34:57.097
My personal platform of choice is Facebook.

00:34:57.188 --> 00:34:59.708
It has been, it's where I've made the majority of my money.

00:34:59.708 --> 00:35:00.597
It's where I grew up.

00:35:00.597 --> 00:35:08.938
So that's the one that I like using, but I'm still on all those other platforms because I recognize that there are people who don't log into Facebook.

00:35:08.978 --> 00:35:09.737
They don't like it.

00:35:09.737 --> 00:35:11.657
They don't want to be on that platform.

00:35:12.373 --> 00:35:23.012
So as long as my branding is out there and getting people's attention on the platform of their choice, all I have to do is make my pipe my Facebook content and then resend it everywhere else.

00:35:23.472 --> 00:35:28.452
Is there a good tool for disseminating it through all of the other channels that you use?

00:35:28.452 --> 00:35:31.492
The one that I really like right now is called cloud campaign.

00:35:31.492 --> 00:35:34.733
I've used a number of them over the years.

00:35:34.733 --> 00:35:35.092
Cootsuite.

00:35:35.422 --> 00:35:37.313
There was another one that I used.

00:35:37.902 --> 00:35:39.003
There's a couple of them.

00:35:39.103 --> 00:35:43.052
Cloud campaign, honestly, is the one that I've really enjoyed and had the best success with.

00:35:43.072 --> 00:35:47.023
It gives great metrics and analytics, and it also allows me to schedule.

00:35:47.032 --> 00:35:50.333
So my team and I, we schedule our content out.

00:35:51.003 --> 00:35:53.932
Anywhere 45 to 60 days in advance.

00:35:54.373 --> 00:36:02.132
So the idea is for me, I've been a content creator for five years now, six years now I have an abundance of content.

00:36:02.733 --> 00:36:11.163
And so I try to just post it, schedule it and set it up so that all I have to do is focus on is making one post a day because that's where it all started.

00:36:11.163 --> 00:36:14.663
I just made a commitment at one point, six, seven years ago.

00:36:14.663 --> 00:36:18.213
I was like, I'm just going to make one post per day, one piece of content per day.

00:36:18.717 --> 00:36:20.237
And I'm going to do that every day.

00:36:20.717 --> 00:36:29.688
And as I got more into it, as I started getting better and developing, I went to make an, all right, now my goal is two contents a day and two content, two, two, two, and then three.

00:36:29.688 --> 00:36:35.458
And then eventually it was like, Hey, I've got pieces that I can make one podcast video like this.

00:36:36.032 --> 00:36:46.282
And so we've got a long form piece of content for YouTube, and then we can cut it up and make clips, which now gives me content for Instagram, TikTok, Facebook Reels.

00:36:47.032 --> 00:36:49.293
I can also use those shorts on Facebook.

00:36:49.333 --> 00:36:51.353
We could drop this into my Facebook group.

00:36:51.353 --> 00:36:57.682
So this could be an actual post that I make talking about what a great time I had on the Wayfinder show with Luis Hernandez.

00:36:57.733 --> 00:37:02.262
There's so many ways you can repurpose this one piece into dozens.

00:37:02.793 --> 00:37:06.523
Could take the transcript and have the transcript turned into a blog page for our website.

00:37:07.963 --> 00:37:08.282
Yeah.

00:37:08.592 --> 00:37:13.793
You just gotta, it I went really fast and got super excited about it because I hope those of you that are hearing this know.

00:37:14.297 --> 00:37:15.697
This is what we can help you with.

00:37:15.708 --> 00:37:24.438
There are people in processes and things in place that can make this way easier than it sounds so that you can focus on doing the thing that you need to do.

00:37:24.887 --> 00:37:27.717
That generates the biggest ROI in your business.

00:37:28.487 --> 00:37:28.887
Okay.

00:37:29.387 --> 00:37:34.338
So we get really good at this and we're getting all kinds of leads coming in because that.

00:37:34.963 --> 00:37:36.032
What do we do with that?

00:37:36.882 --> 00:37:38.373
You gotta call the damn leads, brother.

00:37:38.523 --> 00:37:39.713
I think that was a tossy.

00:37:39.733 --> 00:37:40.952
Did you team me up for that one?

00:37:41.103 --> 00:37:43.143
I think you teamed me up for that, didn't you?

00:37:43.143 --> 00:37:44.663
You just lobbed me uneasy.

00:37:44.713 --> 00:37:49.063
It sounds like an easy, but how many times do you see it not happen?

00:37:49.503 --> 00:37:49.833
How many?

00:37:50.467 --> 00:37:55.358
It is insane to me how many people get, it's served on a platter right in front of them and they just don't eat, right?

00:37:55.398 --> 00:37:58.398
I'm going to actually be making a post about this on my social media tonight.

00:37:58.398 --> 00:38:11.248
So if you guys are listening to this episode, go back and find me on social media and look for this specific post, because here's the thing, man, I have probably called two dozen real estate agents today.

00:38:11.827 --> 00:38:17.347
And these are people who bought my book, said they were interested in learning more about how to become better at sales.

00:38:17.387 --> 00:38:19.327
I've called at least two dozen today.

00:38:19.728 --> 00:38:23.268
How many of them do you think answered their phone and or called me back?

00:38:24.498 --> 00:38:25.447
Of the two dozen?

00:38:26.068 --> 00:38:26.858
Of the two dozen.

00:38:27.077 --> 00:38:28.927
I'll be impressed if you got two.

00:38:30.307 --> 00:38:30.708
One.

00:38:31.077 --> 00:38:31.498
One.

00:38:31.688 --> 00:38:32.447
One person.

00:38:32.867 --> 00:38:35.157
And I have two different numbers that I call from.

00:38:35.157 --> 00:38:36.338
Cause sometimes I'm curious.

00:38:36.347 --> 00:38:39.297
Cause we have an actual branded company called The Damn Lutz One.

00:38:39.297 --> 00:38:42.608
So if that pops up and someone ignores me, Okay, I get it.

00:38:43.168 --> 00:38:52.858
However, if I call you from a local number in your area and say, Hey, I want to catch up with you about, something in this niche that you're talking to, and you don't respond.

00:38:54.532 --> 00:38:55.733
You're leaving money on the table.

00:38:56.003 --> 00:38:56.512
No doubt.

00:38:57.152 --> 00:38:57.393
Yeah.

00:38:57.393 --> 00:38:57.902
And it's a sad thing.

00:38:57.963 --> 00:38:58.682
I see it a lot.

00:38:59.293 --> 00:39:00.793
Oh, I totally agree.

00:39:00.793 --> 00:39:04.452
It's actually one of my tests now for agents who do they pick up the phone when I call'em?

00:39:04.543 --> 00:39:08.907
And if you don't do they call me back within, a few minutes because if it nice, I don't know.

00:39:08.907 --> 00:39:15.628
Again I started in an era when we didn't have social media and that's how you did Business is over the phone and I don't understand how people just don't pick it up.

00:39:16.708 --> 00:39:17.302
so crazy.

00:39:18.143 --> 00:39:20.943
Anyways, yeah this is good stuff, man.

00:39:20.943 --> 00:39:22.523
I think it's really important.

00:39:22.552 --> 00:39:28.873
I know we talked a lot about sales and marketing, a lot of our listeners are entrepreneurs or aspiring entrepreneurs.

00:39:28.882 --> 00:39:35.552
They have a business, they have and they, and we, and sales is always the most important part of that business in my opinion.

00:39:35.552 --> 00:39:37.952
So I think it's really important to go over these things.

00:39:38.422 --> 00:39:46.382
And it, and I know I've learned already quite a bit from you, especially with the social media stuff, cause it's just now where I've been and where I'm lacking.

00:39:46.902 --> 00:39:51.563
But even here with the Wayfinder show, and getting the message out to people of what we do here.

00:39:52.523 --> 00:39:54.052
So thanks for sharing all that.

00:39:54.382 --> 00:39:58.552
And on that note, we're going to go over to our world famous Wayfinder 4.

00:39:58.932 --> 00:39:59.563
So are you ready Drew?

00:39:59.563 --> 00:40:00.052
Bring them on.

00:40:01.402 --> 00:40:01.773
Yeah.

00:40:01.833 --> 00:40:06.202
So give me a hack that you use all the time to just cheat life with.

00:40:07.378 --> 00:40:08.527
Keyboard shortcuts.

00:40:09.367 --> 00:40:11.547
We have a lot of the same conversations over and over.

00:40:11.547 --> 00:40:19.588
We ask a lot of the same questions, especially when it comes to sales create little keyboard shortcuts for yourself, little templates or things you can copy and paste.

00:40:19.588 --> 00:40:25.768
It's going to save you a few seconds here, a few seconds there, but that's going to add up and it's going to make a massive difference.

00:40:26.487 --> 00:40:27.068
I love that.

00:40:27.068 --> 00:40:27.697
That's a good one.

00:40:27.768 --> 00:40:28.688
Never heard that one before.

00:40:29.077 --> 00:40:29.898
How about a favorite?

00:40:30.472 --> 00:40:34.813
Could be a book, show, activity, whatever.

00:40:34.813 --> 00:40:39.483
This has been, this is number two today, so I'm going to say The Alchemist by Paulo Coelho.

00:40:39.483 --> 00:40:44.672
I think it's a really great book for anyone who's on their entrepreneurial journey.

00:40:45.132 --> 00:40:49.592
It's a fictional story and yet it's very applicable to life and business.

00:40:49.782 --> 00:40:50.063
Yep.

00:40:50.822 --> 00:40:54.983
It's one of those books that I've read, I don't know, probably a dozen times, right?

00:40:55.282 --> 00:40:56.932
And a lot of people start in high school.

00:40:56.932 --> 00:41:00.932
I love the audio version myself, but Yeah, that's cool.

00:41:00.992 --> 00:41:02.652
Yeah, it's a great, it's a classic for sure.

00:41:03.302 --> 00:41:05.893
What about a piece of advice for your younger self?

00:41:07.333 --> 00:41:08.402
Trust the process.

00:41:09.543 --> 00:41:16.072
I've had this conversation a lot, and one thing I know is that, as a young man, and even to this day, I'm very impatient.

00:41:17.063 --> 00:41:30.898
And sometimes you have to trust the process, because you can get annoyed, you can get frustrated, and Sometimes the work that we're doing is just chiseling away at a very hard rock.

00:41:31.628 --> 00:41:34.818
But once you break through, man, you never know what you can get on the other side.

00:41:35.947 --> 00:41:36.358
I love it.

00:41:37.168 --> 00:41:38.088
All right, last one.

00:41:38.088 --> 00:41:42.818
Your choice between either a limiting belief or a big opportunity.

00:41:45.668 --> 00:41:46.757
In what sense?

00:41:47.608 --> 00:41:51.123
Just Give us one, what, what just came to mind.

00:41:51.123 --> 00:41:52.072
Just share one of them?

00:41:52.273 --> 00:41:52.702
Yeah.

00:41:53.003 --> 00:41:53.672
Oh, I got you.

00:41:53.693 --> 00:41:54.072
Okay.

00:41:54.322 --> 00:41:56.302
I was like, am I gonna have to pick one that I want?

00:41:56.432 --> 00:41:57.942
Obviously I want the big opportunity.

00:41:57.942 --> 00:42:02.032
No, pick maybe a limiting belief you've overcome or or a big opportunity that you see out there.

00:42:02.891 --> 00:42:03.632
Yeah, you know what?

00:42:03.632 --> 00:42:04.592
I think that's a great question.

00:42:04.641 --> 00:42:09.452
I think one limiting belief that I've dealt with a lot over the years is imposter syndrome.

00:42:09.981 --> 00:42:12.101
And so I don't know if anyone has ever heard that.

00:42:12.132 --> 00:42:21.817
It's essentially the idea that there are times where you get a feeling like you're not good enough, or that you don't deserve certain things in your life.

00:42:22.277 --> 00:42:42.606
And what I've learned over the years is that's very much an integrity driven feeling, because if you're in a situation that you're being asked to step up and to lead or to present, it's because whoever's putting you in that position truly believes in you or trust you to be someone of value.

00:42:43.257 --> 00:42:47.626
And so the secret to it is when you're given those opportunities.

00:42:48.141 --> 00:42:58.672
Show up, speak about the things that you know about, and don't try to lead above the level that you're on because that imposter syndrome shows up because you know you don't know everything.

00:42:59.161 --> 00:43:09.621
You realize that there's a lot more growth, there's a lot for you to continue getting to, and yet there are still so many people who can benefit learning what you've learned so far.

00:43:09.621 --> 00:43:33.621
Getting to where you are in your life because for you, You started somewhere else, and if you could go back in time and you could help the older version of you get to where you are now, that's the secret, that's the thing to focus on, that's how you beat that imposter syndrome, because you're bringing people to where you are, not trying to push them to somewhere you've never been.

00:43:35.202 --> 00:43:35.902
That's good, man.

00:43:36.402 --> 00:43:43.081
If people want to know a little bit more about you, what you do, how to get a hold of you how do we, tell us about that.

00:43:43.862 --> 00:43:44.501
Yeah, absolutely.

00:43:44.512 --> 00:43:53.561
So the best thing that you could do is if you want to find me, you want to learn more, share this specific episode on your social media platform of choice.

00:43:53.981 --> 00:43:56.641
And then tag at call the damn leads.

00:43:57.001 --> 00:43:57.791
Two reasons.

00:43:57.831 --> 00:44:01.431
One, it's going to let Louie know that you really enjoyed the show.

00:44:01.431 --> 00:44:07.501
It's going to let me know that you got value out of your time spent here because time is the one thing we can't get back.

00:44:07.836 --> 00:44:13.847
So if you do get some value out of this, I'm going to tell you how much I appreciate you investing that time to be here.

00:44:14.336 --> 00:44:28.257
And if you tag us, it's going to send a big red flag in my system and say, Hey, they saw the show, they liked it and they tagged you reach out and send them a message because the F you money comes from followup and the best way to make a sale is to ask for one.

00:44:28.297 --> 00:44:32.907
So if you take, Hey, I really enjoyed this episode and I was willing to share it with other people.

00:44:33.442 --> 00:44:36.231
Heck, I got some good stuff for you, so I'm gonna reach out and let you know.

00:44:37.012 --> 00:44:38.282
Oh, man, I appreciate that.

00:44:38.291 --> 00:44:38.762
Thank you.

00:44:39.141 --> 00:44:41.702
That shows you really have a heart of service.

00:44:42.202 --> 00:44:50.172
Cause you could've, you totally are putting this in a way that helps us a lot too and but clearly it's going to come back to you tenfold.

00:44:50.172 --> 00:44:51.532
So thank you very much for that.

00:44:51.742 --> 00:44:53.422
It's been a real joy to have you here, Drew B.

00:44:53.422 --> 00:44:58.181
I hope maybe we can I've thought about having a series and just sales because I think it's really important.

00:44:58.181 --> 00:45:03.521
I think we need to all recognize as a society, I don't think we respect sales.

00:45:04.077 --> 00:45:16.766
Enough, but it's what drives it's what drives our whole system really, in society and It's really important work because especially if we do it the way you do it, which is With good intentions and trying to serve others.

00:45:16.777 --> 00:45:22.956
So thanks for being here, man I appreciate the opportunity to run my mouth for a little bit and to serve your audience man.

00:45:22.956 --> 00:45:32.788
Thank you so much Yeah, thank you We hope you've enjoyed The Wayfinder Show.

00:45:32.938 --> 00:45:37.157
If you got value from this episode, please take a few seconds to leave us a 5 star rating and review.

00:45:37.447 --> 00:45:41.697
This will allow us to help more people find their way to live more authentic and exciting lives.

00:45:42.358 --> 00:45:43.657
We'll catch you on the next episode.