Ambition Today Episode Transcript

Wes Schaeffer - Episode 37


This is ambition today. Today. We are joined by Wes Schaeffer is he is the CEO of the sales whisperer Incorporated helping founders with professional sales training and inbound marketing. This is ambition today. These are the entrepreneurs creators investors and Builders who ambitiously changed the world explore the hardships and heroism of everyday life while we reveal the key moments to leave behind a lasting Legacy.

This is ambition today with Kevin Siskar. What's up world? I'm Kevin Siskar and you are listening to ambition today. Make sure you subscribe to our website Siskar favorite podcast app anywhere. So you don't miss the latest episodes you can now join the show's back Channel, which are formally calling the a list short for ambition list and here the single greatest piece of advice.

Our guests have ever received such as last episode when we talked to Gabe Zichermann, he is the CEO and founder of onward which helps you achieve Tech life balance by reducing an excessive screen time. But today I'm excited because we enjoyed by the sales whispered from SouthWes Schaeffer. He's been helping Founders and business people all over the world with professional sales training and inbound marketing Wes Welcome to a mission today.

Where are you today? Hey Kevin, thanks for having me. I am at home man. Sunny Southern California cut the flip-flops on and uh, try to get this thing going nice. Awesome. Uh, we hit 80 degrees in New York City today. So, uh, you know, we're catching up slowly. It's a long winter here 59 degrees right now.

So I tell people it's so cold wearing socks with our flip-flops. Nice. Awesome. Well, I want to start the story where we start with everyone right? Let's take it back to the. That um, tell us one lesson from growing up that that really had an impact on you and stays with you even today. Oh, wow. I have to say this for the bonus round.

I thought man now you're now you're throwing me a curveball. I will lesson from childhood. So what were some of your what were some of your early influences? Uh, what do you have entrepreneurial parents Aunts Uncles like what put you in that mindset? Not really, um, you know, um, my dad he went out on his own for a short time.

Uh, we were living in Houston and when the whole Savings and Loan crisis hit and the oil had collapsed and Houston was just a mess in um, early early mid 80s. He tried to go it on his own and construction and just um, you know, he didn't have the the runway, you know. Uh, he was a form and you know, he was super around the whole city of Houston for the Construction Division and that's different than running your own business.

So that was really my only exposure to real uh, entrepreneurship and uh, you know, seeing my dad struggle to launch his own things. So I uh, I came from you know, my background was my parents say hey just. Get a good education right neither them graduate from college and you know what ass go to this school and things will be okay and I remember my great-grandfather watch enough to know him.

I was in my early 20s when he died. So he was in his late 90s remember sitting on his front porch in uh in Southeast, Texas and uh, he was sitting there chuckling he says the secret. Is to give you a job with a good pension, you know, so I've drawn a pyncheon longer than I work. You would just sit there and chuckle well, he was an anomaly right?

I mean when Social Security was made and pensions, you know said the age of 65 you were supposed to die it at 64. Yeah after he retired. I mean they you know, he was an outlier so I uh, so I could grades I got recruited to play football the air force academy and of course. Accepted any of the Academy's uh education is free actually pay you they just take it out of your hide for a for four years and you only five years.

So even that, you know, nothing to do with sales marketing. Yeah, so you join the Air Force After High School. Um, first of all, thank you for your service. Um, second of all tell us about that experience and uh, you know, how long did you do it? What did you gain from that? Yeah, it's uh, you know, it's for years just his ruling work.

It's um, you know, your first year, you're nobody they call a smacks at the Air Force Academy and so it's a soldier - ability coordination and knowledge. So that's your greeting and uh, you know, they they greet you as soon as you pull up by yelling at you tell you to get off the bus, uh, you know, they give you three double bags, but your name on it.

Maybe a three-ring binder and say make the room look like this and of course you fail because it's hard and you're tired of using some new environment. And so, you know, they spend a they spend six weeks in basic training breaking it down. They spend in the rest of the year building you back up and then three more years of learning leadership and whatnot.

And. Uh, you know while taking, you know, pretty heavy load. I mean the minimum I think 15 hours. Usually we took 18 to 21 hours to semester and it's all engineering and I was at geography major. I'm so taken physics and chemistry and chemical engineering electrical engineering civil engineering aeronautical astronautical.

You know, it's uh, it's crazy and um, but when you get done you realize. What you really can do right which is you can do a lot more than you think. Um, you're just never pushed, you know, most of us aren't pushed so we get in a rut but uh, you're capable of a whole lot more and that's um, you know for years there and five years and that could Duty, you know, re-instill that.

Yeah, we had. Um, we had Anthony Thompson on the show and he he also was a young veteran and you know similar similar story in the second as well as you get out and you realize things, um that you're capable of that other peers your age don't realize right you've spent some time with older people, you know around he's talkin about real life stuff and your friends are maybe just still talkin about the latest movie, right?

And so yeah, you have that sort of awareness advantage. Um coming out of it, so that's great. And thank you again for uh for your service. So then you went to Texas A&M studied meteorology. Um, what like tell us about that why meteorology. I kind of fell into it when I was graduating in 92, um, they started having draw Downs in Pilot slots, and we were guaranteed a slot if he passed the physical and uh, but he were looking at um, three years potentially to wait for your slot to open and then one-year pilot training the owed you were signing up for 12 years, and I was like, I want sure I want to do 12 years.

And um, so I was like what are my options and they said well, you know, you could will see you Texas thing in or another degree, you know, if you're not from Houston, so I was like I get to go home for a year with pay, you know, like I didn't occur any extra time so. It was still within the five years I said, okay, I'll do that.

And um, so it was basically that simple nice. Well, um, so then I know you left the comfort of their force and what you called a pension pension jab before to enter the eat what you kill world of sales tell us about that leap that transitioned and why you made. Yeah, it was um, it was a little crazy but I mean deep down I always had this kind of rebellious spirit and I got into a bit of trouble there Force Academy, uh leadership roles that gets fired from leadership roles.

Although his questioning Authority. Does it have to be this way and you know that looking back it's like I don't know if I can make it through today, they are less strict. Um, so. So I just had it in me, um, and you know growing up where we had money and we didn't have money. Um, I realized I liked it better when we did have money and looking around.

I knew that that sales was the the fastest path, uh to make him more money and being able to set your own right not not a job and just hope for a three or five percent raise each year. You know was like you kill and I don't know it was I had an enemy so I took the risk. Where do you think the instinct to question authority?

Um have it in you? What do you think that came from? You know, maybe going back to the childhood growing up are like what instilled that in to do you think? Yeah, I've always had it and it's not so much question authority. I just questioned like the rationale of things if something just doesn't make sense.

I don't want to do it right and that's where you have to have a good leader. The Basin says trust me kind of like, you know, mr. Miyagi The Karate Kid wax on wax off. He's like, why am I doing this? You know, I trust me and he did trust them, but eventually he even got tired of it. Then of course, he starts throwing strikes at him and it all made sense.

Right? He was preparing him for something bigger, but good leaders are hard to find and a strong-willed individual, you know, if you can't connect with them. They just have to beat them into submission. Right and I'm just not one to go down without a fight and uh, So in 9th grade, you know, I challenged my my ancient world history teacher because he would give a review, you know, I told the story to him on Facebook, you know, we're connected he would do a review before each test and I was playing sports.

I was student council had a long commute, you know, but he'd get off on these tangents and and one day before a test. Y'all raised my hands mister. Is this on the test tomorrow? You said? No, it's not I said, please stick to the test review and he was like. Yes, and so for the rest of the year, we had the the Shaffer theory of relevancy and he would stop and look at me and say mr.

Schaeffer. May we proceed down this thread right down this path? And so I had had veto power on uh, test review topics. So I mean even to 14 years old, right? I'm like. This is Not Practical this is not does not compute right? It is not efficient. I need to be efficient. And so that's I don't know just in me.

Yeah. Yeah, so so, when did you become the sales whisper tell us the evolution of how happened? I was born that way man. I actually I bought the URL September 1st 2006. Um, I was still in Corporate America who the startup and I'd been in and out of multiple startups from 2000 until 2006 7 and um.

We um, but I wasn't satisfied training was usually pretty bad. Um, we usually have sales training we had product training right operations department or the marketing department would run it they had nothing no real knowledge of sales the it was the wrong tool wrong leads. So always trying to get better spine books going to conferences trying to get my company to pay for whatever I could, you know to save money but um if they wouldn't pay for it, I think.

I invested in myself and as I got better, you know, I actually found this house and I liked him. I went through his 12-week program, uh, you know back in 2006. I mean there was no Facebook there was there was no membership sites. There wasn't all the video. I mean it was a it was a 12-week call. A group recorded call in a PDF changed my life, you know and I began working with him one-on-one hired him but came a licensee of his content.

Um, but I just the name just hit me, you know, the sales was for watch The Dog Whisperer. I was like, yeah, I rehabilitate salespeople and I train their managers, you know, Cesar Millan would say that he rebuilt the dogs, you know, the dogs act up. Because they don't have strong leadership. They're afraid they're anxious don't know what to do.

And so that's why I say I rehabilitate the sales people who've been misled and most sales managers haven't had good sales Management training sales leadership training, right? They were just hire from within and uh, and the attributes of a good sales. Person usually aren't great for Sales Management.

There are solopreneurs lone wolves Socrative competitive impatient, you know now you've got to grow a team and lead a team and you need different skill sets. And so yeah September 1st. I bought that name 2006 and then I trademark. You've got this done in the sales whisper, uh, and I love the name because and I like the analogy to dogs.

It's amazing. You know, you meet you meet dog owners and um and they're like, I don't understand how your dog so good in my dog isn't any like well, I do example, are you giving them? Yeah, they're just following your lead. So no, it's a great analogy and it's interesting about how aggressive you need to be in sales and then how that doesn't really lead to the nurturing mentality of managers and.

So so how has the business evolved right leg bringing us up from you know, September 1st 2006 to 2018. Where are you today? And how is it? How is it changed and grown? It has changed a lot. And and that's one thing. Uh, you know, I hope to instill in your listeners is you know to be open to change and it's everything's a dichotomy.

Everything has has a flip side and. You need to you do what you're great at okay for as long as possible, but you have to also know when it's time to shift gears a little bit or shift directions or add another uh leg to the table of your offering, you know, so I started out sales training Leto 6 earlier 7 did not have a website did not have a merchant account not have an office.

Uh, and I was I was selling what I knew which was. Sales training program from my coach and so I'm doing that making cold calls driving people to an event. I do a live Workshop every three weeks. Um, and so I need to grow and scale right? So I was looking at software. I was looking at tools, uh, studying marketing.

From Dan Kennedy on Direct response marketing magnetic marketing. Um, and I ran across a company. He was an early investor in it was Infusionsoft. So I went to a workshop actually just to me Dan Kennedy and then I learned about Infusionsoft saw the power of it. They were really early in the game.

This was 10 years ago 2008 and uh, I bought the software for myself. But then I saw the opportunity of affiliate marketing and residual income that they offered of being a certified partner so because I was in sales, but I was good at marketing and I realized if you saw would help me market and others needed help with their marketing and their automation.

I became a certified partner and just became a product of the product. I used it and talked about it followed marketing 101. Right. I was a part of the product and before long. I was one of their top resellers in the world and the residual income created gave me a lot of freedom and flexibility grew my team expanded my offerings.

Um, now we work with multiple platforms, um, you know in the same line and our I've got my own coaching programs and so it's you know, it's evolved. And you know, I've made a lot of money selling other people's stuff, you know, so so be open to possibilities. I think people get into trouble a guy was coming just today one of my private groups that he started he had an idea launched.

It was very successful, uh, you know, and I'm like pre-sell your idea, you know, everybody they go all in on one idea and and you're just. And put you at too much risk, that's why so many businesses fail, you know, um, and not everybody's going to be seen John right he or Henry Ford, you know, if you ask people what they want they say they wanted a faster horse.

Okay. So here we Ford and Steve Jobs were really good. Maybe they were lucky. Maybe they were super insightful make they were gifted, you know, okay, fine everybody else, you know wanting to look around and see what the market needs and tested validated, you know, before we go we'll all in and you know, good way to do that.

I think is through affiliate marketing find something already has some traction offer it clean it up. Uh, put your own spin on it attach your own bonuses on top of that to make it a differentiator and then iterate from there. I think it's a safer way to try to grow. Yeah. I love the scrappy nature of it.

You don't always need to you know. Spend $50,000 building piece of software at first you can you can be Scrappy, you know, put the puzzle pieces together and just tie them and package them. And yeah, I love I love that. It's a great point for Founders. Um, we're gonna take a quick break. We are here with Wes Schaeffer, uh, talking about sales whispering and this company, uh, we'll be right back with more.

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Today to get started now. And now back to this episode. Is it ambition today online at Siskar and follow the show on social media at ambition today? Welcome back. We are here with Wes Schafer talking about the sales whisper. Um, We're going to jump back into it. I want to play a quick YouTube clip before.

Uh, before we go back. You ready? Bring me see always be closing always be closing always be closing

attention interest decision action attention. Do I have your attention? Interest are you interested? I know you are because it's fuck or walk. You close or you hit the bricks decision. Have you made your decision for Christ action AI da get out there you got the prospects coming in. You think they came in to get out of the rain.

I don't walk on the lot less he wants to buy. Sitting out there waiting to give you their money. Are you gonna take it you man enough to take it? So we have this sort of, you know era of you know, masculinity and selling and always be closing the famous Glengarry Glen Ross clip. Um, you know, what advice do you do you really think it's that intense like what advice do you have for startup Founders?

Um, Who are maybe just starting out they need to make sure do they always need to be selling what sort of mentality and approach to you like to tell people starting out with their own company, um to be what mindset yeah, that's um, That's an unfortunate carryover of a bygone era. I love movie. Uh, and uh for the most part.

I like Alec Baldwin as an actor as personal side, maybe not so much the guy's funny. He's got some powerful roles. And that's a um, that's a Top Cop movie in general. But the message you don't you think about that movie came out and like 1992. I think 93 somewhere in there, but it was written on based on play from life.

I don't know the 80 80s written in the 70s by God who? Modeled after when he saw from his father, right literally in the 50s or 60s. So this thing that that methodology that mindset is going back 60 plus years. Okay, and so 60 plus years ago. Yeah, you could close really or you could go door-to-door.

You could literally would cold cold call the White Pages. Hey, you want to buy some insurance? Um, you know, go by the Fuller brush salesman and in that worked. But now we have I don't know the Google right? We have social media Twitter with Yale. And if you're a jerk like that, you're going to get so uh burned.

Uh, it's not good. And you know when you think about it, I like people that act real tough on that always be closing. You know, I say, let me ask you something. Are you married? You have a mother. Do you have a sister? Do you have a favorite niece of favorite? Would you like me to treat them like that, right?

Hey sweetheart. Come here you buy this thing right now. What's it going to take to get the money right now? Come on golfer gift wrapping. Give me a extra warmth, you know you need this. You know can see this is the best deal ever. If you don't take this deal right now, you want your mom talked to like that, you know kind of hits home are like yeah, probably not.

Yeah scale where Ru Ru endear yourself to them. I took that ABC and I made it. I had a two more at the unity and I made it circular. It's a reference set of a pipeline or a funnel right? We have the image of just cram enough. In the top throw enough stuff in the opening throw enough crap against the wall.

Something's bound to stick OK and so much one way puts that fan comes out the other end and some leaks out and that's it, but it's but it's not. Right. So it's a trap always attracting people to your place of business your website, you're attracting them to give their information with a lead magnet of free report something a birthday, you know free burrito and your birthday at a fast food Mexican restaurant here at four locations.

We just did a birthday for Ito bam people are now offering in. Okay. Now they do Market to them for birthdays for teaching you at us for for graduations for cinco DeMayo, you know for March Madness, I mean, all right. So now they can cater they can call these different things. So they've attracted now you Bond right multimedia multi-step stay in touch get that phone over get their address their social media get their email.

You know multiple touches multimedia, then you convert that to the sale of Clone and get the cash. But you're only at the halfway point. Now you have to Delight you have to deliver a wow experience. Now, you've endeared yourself to them. They're bragging about you. They're taking pictures of sharing on social media which brings us back full circle right now.

You're at the track in the end except. I've endeared myself to you. You shared the story now your friends and family are clicking the link and saying who is this guy now they opt in and it goes as faster faster faster. So I think the new ABCs are like always be courteous always be curious, uh, always be concise to these people talk too much to ask questions.

Not the flap her gums. Yeah. Listen. So yeah, right we should be able to ears one mouth right used them for portion. That means you have to add ask more questions and then shut up and listen to the answers and your prospects will tell you what they want. And how does Elda them? I love that. Um, and I want to stick with the changing landscape of sales over the years.

So you would Ted Talk everyone could go check it out on YouTube if they want to see it. Um, but in your Ted Talk, you said it's 1926 all over again, right and I want to touch on this because um, this is an essay by Paul Graham. Um is a famous guy in Silicon Valley. Um, It's called the refracted and in this essay, uh Paul basically lays fourth Apothic that all the recent Trends were seeing, uh populism, you know.

To the problems with fake news are actually instances of the same phenomenon and moreover that the cause of this phenomenon is not some Force that's pulling us apart. But rather the erosion of forces that had been pushing us together over the 20th century and those two forces were World War II and the rise of large corporations like NBC marketing media Giants Etc.

So, um, I just I wanted to get your opinion, you know, is that is that what you think? Um, it feels like the world is going back to the days where everyone has to be an entrepreneur to whether you're running a bakery or your own personal brand to get the next job but you the days of Pensions are over and you really everything's becoming individualized again.

Um, what do you think ree fragmenting? Yeah, it does kind of feel that way, but I think as humans we always take a good thing too far. Right. So we're gonna go to one extreme that'll that'll fragments and implode and welcome back the other way kind of go back and forth. I think the internet is a great equalizer.

It really is making the world flat. Um, you're going to see and also in society Society goes through, uh, based Wings, you mentioned, you know World War II and you know the peak of that. You know they call it the we generation was was 1943. Well, we're coming up to another Peak 80 years later in 2023 run at the same pink and Michael Drew Roy Williams wrote about that in her book called pendulum and when you look at it, like really you really do see that you see Society making very predictable swings.

Um, and but the internet is certainly changing things. Uh, and let's let's a guy. In California paying out in flip-flops sell to 2,300 people in 28 different countries and never leave the house. Okay. Uh, so uh, but Human Nature has never changed never will change. We're still um, we like Community we thrive on that.

We're not meant to be alone. Uh, and so. You're going to see why you see companies like Google or whatever that they creating this cool. Bye. Um, I think maybe those the super big companies may not be as popular but it's like it is that fragmentation. Maybe we're going to like a super big companies and then like the super small and nothing in between you see a lot of thriving, you know, 10 20 30 person companies.

They've got a good vibe. Uh, everybody knows each other some are remote, but you know, they're coming in that they're doing fun things that you know casual Fridays are going to baseball games together things. So people will always want to be with other human beings. Um, so just always remember that.

Uh, keep that in mind as you try to grow your business, you know, how can you improve and enhance that human touch? You know, I tell people all the time write a letter, you know, write a book write make something physical tangible send it to them. You will cut through the Clutter because everybody's trying to get emails and lead in messages and that gets old.

So just remember that human touch. Yeah, being tangible being real which is actually a perfect segue to my next question, right? It seems like it seems like transparency honesty. I have become really important in marketing in 2018. Where do you think the puck is going with regard to selling and then internet world right are the are the soft old schools?

Still relevant, uh, they still important, you know, CEOs Founders be practicing those I mean, obviously they're talking to investors so they need them for an extent but or is the future I'll just digital growth hacking, you know, which is more important. How do you balance those two soft skills and the internet growth hacking?

Yeah, the it's still a human nature. Um how we reach people now, uh is more digital right? We're not reading newspapers, you know fewer people are reading print magazines, uh, but still as a human being at the other end of the screen. Okay, how you connect with them on their iPhone is at a pop-up is either not get on the text message.

Do you call them bring it on meet up and meet in person and look at some of these celebrities like hey, I'm gonna be at the mall, you know and 20,000 kids show. To meet some YouTube, you know celebrities. They still want to have that tangible human touch. Uh, so the the the medium is not the message.

Okay, you still have to have a powerful message. Why should I open your Tweet? Why should I reply to your text? Why should I open your email that still matters? Uh, and so. That's still sales. That's still communication. That's still persuasion. You know, you've got to get those things right and you're saying that Facebook they just had their first, uh downtick in subscribers ever, you know, there will be a competitor to Facebook at some point, you know, people are already tired of it that there uh, we're segmenting ourselves into Tighter and Tighter silos.

Uh, so. Keep your eye on the ball. You know for what new thread might come out but still it's still sales. Uh, and you still have to give me a reason to pay attention to you regardless of the medium. And I think that's where most people get it wrong. That's why everybody's exhausted. Uh, they're they're firing things off and all these to be on Snapchat to be on Pinterest.

I need to be on Periscope, you know and was like, yeah, you really need to just go deep on these things. You can't spread yourself thin across all of them because you'll never succeed. You need to own every really embed yourself in the culture. Well, yeah go where your clients are right? I'm helping uh friend of my son's he's 20 years old.

Um, he realized college is not for him. He's he got into the great athlete got into CrossFit and she just ripped to shreds. He said a very good Fitness training program that he's created right now. It's a 42 Page PDF. I mean this kid, he's left no stone unturned, uh, 20 years old and everybody has AIDS has on Instagram.

And I'm like everybody's falling down this program. They don't have any money because they're a bunch of 20 something year olds that want to look like him, but they don't need money and I'm like who sure ideal customer we start talkin about it and it's like your ideal customers my wife right 35 to 55 years old, maybe maybe 35 to 50 got 25 somewhere in their mother, uh married.

With money, maybe even say Laura back newly divorced getting back on the scene willing to invest. You know, I'm like so I'm like picture of my wife. Where does she hang out Facebook, right? So you need to go where the market is. So so you'll learn Facebook advertising right? Go where your customers are.

Don't just go where you're comfortable. Uh, you know, it sounds like Common Sense sounds like a no doubt statement. But hey if Common Sense was so common. Um, it wouldn't be so rare something like yeah. I like do you want to plug you want to plug it or not up yet? Uh, he doesn't even have a well he has a URL another question and I'll pull it up see if he's got a redirected because I've been showing them everything, you know redirection landing pages responders email sequences.

So, uh, but his name's Chandler Williams, you can find them Tanner Dee Williams. Um, look at my on Facebook, uh will get his website redirected. Um, I don't know why it's not working right now. But uh, well if he's looking to join the founder Institute, I'll make sure I make sure to get them in Nations.

Um, so let's jump to the ambition today question of the day. Um, if you want to submit your question for the show, feel free to tweet it us or put it up on the website for future episodes. Um, well, I know you have seven children the ambitious take questions today is how do you maintain work-life balance to ensure you still prioritize and get time with your family with all you do and can be tough, but it has been tough but not lived out of balance.

Um more times than I should have. So, uh, so Mary well, uh, my wife is stayed home for 23 years. So that's been a big help. Um, but you know, we moved here to California 13 years ago, uh, right when we had our fifth child because we want to get closer to family because they help so much, you know, so her parents are closed and uncles and cousins are closed.

So we're pitching in it does take a village, you know, so be willing to accept help, uh, that can be a good thing. Um, but. Being able to work from home that is so and you know, I've turns the things down and have grown my business in different ways than it might have hurt me a little bit. I have been willing to travel very much.

I haven't gone after the road warrior keynote speaker path. I don't want to live out of a suitcase. I don't want to be I was platinum on Marriott years ago, and I don't want to be planting them again. Uh, so I've made some conscious decisions in that regard on how to grow or not grow. Uh, so, you know, you just got to be aware that realize to most of what you see online is not true.

I've looked under the hundreds of thousands of businesses and entrepreneurs, uh, and it's rare. I mean single-digit percentage Murr are that somebody's got it squared away. And realize as they appear to be how do you how do you keep that awareness? Right? So like, you know, you said you've got off tilts before right?

Maybe we've been working too hard heads down, right? Like how do you how can people keep that awareness? So they know when they need to like get some help or or you know, um, you know, take a step back. You know, how do you know? Um, Thank your body tells you right if you uh, we all carry stress in a different way.

Um, maybe you're grinding your teeth, maybe getting these tension headaches got you know knots in your shoulders. You're not sleeping. Um, so listen to your body when I was learning how to golf years ago. I had an instructor and he said form follows function. So basically after you make the swing.

So you see the function? What's the ball doing? Did you slice it? Did you hook it, you know, did you chili dip it? No. Okay. There's a fumble. What's your form? How did you finish so it's tough, right? You have to detach and look at yourself. Like you're an angel you'll hovering over you in the from the ceiling say as my grip too tight.

Am I falling backwards my phone? Orange bottle blah. Okay, let's change that. So your body's telling what's going on so you got to listen, but that's where um, you know, you need to learn automate you need to learn to delegate. Uh, you need to learn to delete, you know, I think we try to do too much as entrepreneurs we Chase tuning shoddy objects.

Um, you gotta get very clear. I hear people talk about priorities and that's really not a word. You know, you have a priority. That's it. You know. What is the first thing what is number one, you know because it comes before it's prior to everything else if you have seven priorities, you have none.

Uh, and so I love that, you know, you get clear on what you're doing because that's why we're tired where you know people that they want to launch 10 different things. And so they do 110 percent move the next ten percent of that 10% percent. They come back you mentioned the 20% and launch 1 get 1 to 100 percent and then do the second, you know, and you may find that just doing the one is enough.

You know people are people are cool being a fanatic for their sports team. Ryan don't paint their body. I'll put stickers all over their cars don't buy coffee mugs. They'll buy chairs. They'll buy the little flags that go on there. I mean fun mad. I'm fanatical for my team. Why don't you get fanatical about your business?

Dabbling doesn't do anything. You know, Steve Jobs was didn't dabble with Apple for didn't dabble Mark Cuban. Didn't dabble Warren Buffett doesn't dabble and investing, right? It doesn't invest a little bit here and there and also crochet and try to grow a crocheted business on Etsy invest in companies.

That is it. So but again become a product of your product. Are you sold on yourself? Because if you're not sold yourself, you ain't selling anybody else. Yeah, I know but can't your own biggest fan. Yeah. Well, that's good advice. Um, thank you. This has been a great episode for those of you still listening.

Make sure you join us over on the back channel to hear the greatest piece of advice Wes has ever received Siskar sign up today the show notes which include everything we talked about links to everything we talked about will be up on the website. Um, thank you for being here. Thank you for listening share this episode with a friend if you enjoyed it.

Thank you for being here. Where can people go to find out more about you. And is there anything they should be checking out? Um, so when you mentioned the salesman's first our appreciate that but if you want to take control of your sales, I've got a free PDF and trophy at the sales agenda and if the exact agenda I learned in how to take control of sales.

Um, I use it to close seven-figure deals at Google six-figure Consulting contract with Dell and we follow it's a one-pager you can use it put your logo on it, but it's the exact process. I have followed, uh, the take control of the sales and uh, so get that apply it and I guarantee that better results than your negotiations and can you in your setups?

Awesome. Well, thank you will see you in the back channel in the second for everyone else stay curious, and we will see you on the next episode of ambition today. Thanks for listening to ambition today. Be sure to visit Siskar to get all the information from this episode and more great content until next time stay curious everyone.