How To Masters B2B Sales - Chaz Horn

SPEAKER_00 0:04

This is the Beyond the Story Podcast, a show that goes way beyond the story. Chaz Horn, what's up, dude?

SPEAKER_01 0:27

Hey. So great to connect here. Sebastian.

SPEAKER_00 0:30

It's good to have you here, dude. I've been uh the the the only thing I've seen of you prior to us connecting is your videos on LinkedIn. So great job with those. And uh I know that uh we've got our mutual friend, the one and only Miss Shea Robottom that uh I believe brought us together through some sort of you know algorithm connections, LinkedIn, etc. But uh the power of LinkedIn here. So uh I like to tell people stories on the show. I like to to go back a little bit and talk about what brought you to present day and what you're currently focused on right now. But let's just dive right down. Let's just dive right into it. What uh what'd you do after you got done uh with with college? Or did you go to college?

SPEAKER_01 1:07

Well, this it's like shout out to Shay. Everybody knows Shay. Absolutely. I I love Shay and and uh she's really cool. So not the normal college story everyone shares. I was homeless living in my car when I got my first B2B sales job. I was didn't, I was very insecure. I I had no potential, at least in my mind, I didn't think I had any potential. I grew up in a really critical environment. So I got my first B2B sales job. Ken Upton, my first boss, became my mentor. And I was 119 out of 119 sales reps. Last, okay. I was making zero zip nada, it's 100% commission. I was just afraid, it was all cold calls, and if I didn't schedule a meeting and walk out of that meeting with a check, I wasn't gonna get paid. So Ken Upton invited me over to his house for dinner one night, and afterwards he pulled me into his den. We sat down, he had a uh there's a he was sitting in kind of a chair, he's kind of like the mentor to pupil to student, and he said, Chaz, he goes, Are you sick and tired yet? And I'm like, I was a clueless kid. I was like 24 at the time. I said, I said, He said, sick and tired of not making any sales. I know you're not making any money. He didn't know I was homeless. Uh I was there's a lot of shame at that point in time in my life. It took me a while to start talking about it. Um and I said, Yes. He said, Well, you can be, those three words changed my life. You can be followed by the top salesperson in the world. Um, not in the world, in the company. In the in my mind, I was thinking that the top salesperson in the company, but you gotta follow the system, you gotta follow the process because it works. If you follow the script, you follow the system, you follow the process, you're gonna get sales, and you'll be the number one salesperson in the company. So, long story short, 45 days later, I wasn't the number one, but I was number three, and I moved out of a place with automatic windows.

SPEAKER_00 3:15

I love it. So uh you went from 119th out of 119 sales reps to number three in a month? Yep. Yep, 45 days. 45 days still, I mean, my goodness, by following a system that works. So, yep, where'd you go from there? So 45 days in, number three.

SPEAKER_01 3:36

Yeah. So I always I hated cold calls during my entire sales career. I think most people do.

SPEAKER_00 3:41

I mean, still to this day, I'd rather wake up in the morning and eat my pillow.

SPEAKER_01 3:44

They love doing them.

unknown 3:45

Lies.

SPEAKER_01 3:46

It's either they're lying to themselves or they're like mentally needing adjustment. Right.

SPEAKER_00 3:50

Well, I always like to say most people would rather wake up in the morning and eat their pillow and punch themselves in the face than make a cold call. Yeah.

SPEAKER_01 3:57

Yes. So system process that was drilled in my head. And so I worked over the years, I've worked in eight different industries, like 11 different companies, and I've always been the number one or near the top in sales because I follow a system and I follow the process. And I was always looking to do things different to take myself from where I am to the prospect in the quickest way possible. And I've failed. I mean, I've failed so many times, Sebastian. I mean, it's it's ridiculous. I just had a post today on LinkedIn. It's my client coined my phrases and what I say repetitively, the truth. Chasisms. And one of my chasisms is the chasism for today is is it's not about selling, it's about serving. It's not about closing, it's about onboarding. And so through the years, it was I was always selling somebody else's product, service, solution. And so finally in 2016, I'm like, I'm done with this. You know, and I I worked, I started my business, and uh seven months later, July 31st, 2017, I walked out as an employee because I was doing both of those simultaneously, about 100 hours a week, and started my business. And I found through that process, going back to Ken Upton, that my why was doing what he did for me, helping other others understand their potential, then helping them realize it, see their potential and helping them realize it. I get no greater joy. Well, it's in my top three. My kids mature, growing, being a responsible uh adults is up there. They work for me part-time, by the way.

SPEAKER_03 5:42

Very cool.

SPEAKER_01 5:42

Um, but I get no greater joy than seeing my clients crush it. I just had a uh client post a video on LinkedIn today. She's 22. She she graduated six weeks ago, and she paid me a substantial amount of money to be a successful BDR for this brand new company. And she is like amazing. And she just posted her first video, she was scared to death, and she just absolutely crushed it. She's she's texting me. It's like, Jazz, I got these views, I already got 25 likes in only 15 minutes. And so that excites me and gives me a lot of joy.

SPEAKER_00 6:14

Absolutely. I mean, doing work that matters, but also doing work that you are helping other people do what you lived and what you've been able to experience. That's exactly right. And where it's and that's really what life is all about. I mean, whether you're developing personally and you're healing yourself and trauma and et cetera, and once you're able to do that, be able to pass that on to people that are unaware that that's even an option or available. But in the business world too, you know, I was I sat in the seat where you sat, I was where you were at. And here's exactly what I did. And I've got a I've got an I've got an actual solution and and and roadmap on how you can do the exact same thing. So it's no mystery why you started doing this for for your for for other clients and started your own business too. So 2017 wasn't too long ago. We're talking what, four years ago? How have things been going since?

SPEAKER_01 7:01

It's been going good. And I started in 2016. I worked my job simultaneously for the first seven months because I wanted to make sure that hey, this is working. So 100-hour weeks, but when you're doing what you love, it wasn't I wasn't like, oh my god, I'm working 100 hour weeks. I was focused on what I got to do and what I had as opposed to what I had to do and what I didn't have. Make sense. So um it's been good. I've served hundreds of clients, and I started my business with teaching people how to sell. Okay. And you talked about healing, and I'll tell you that's huge. I mean, in 2004, I was on the on the floor of my house, I was deeply depressed, very in a very dark place. I had a gun to my head, I had loaded with halo points. If people don't know what that is, that destroys everything it comes in contact with, those types of bullets, safety off, and I was tapping my finger on the trigger. So if it wasn't for my brother knocking on the door that night, we probably wouldn't be having this interview today. So coming from there in a very dark place and understanding and becoming self-aware where my problems in my life were and being able to deal with those and heal brings self-awareness and helps me be able to help other people. So that is key to your question about where we are today. Um, I started teaching people how to sell, and early on, I realized that people didn't understand how to market. And remember going back to system and process? So LinkedIn, when I was a national sales manager back in 2011, I was using it then to help my sales reps eliminate cold calls back then. So I doubled down, I spent 15,000 hours during the course of uh getting on LinkedIn and creating a program that can serve my clients. So they have a total program from marketing and marketing strategy and sales process together in one congruent ideology. So they're scheduling, and then we incorporate psychology and emotional intelligence. So they're scheduling qualified meetings daily and onboarding new clients weekly on average. There's some people that have larger clients with longer sales cycle, but on average, so as long as they plug into the program and they take action, they're getting results, and they're not just getting good results, they're getting great results. Key distinction they have to be committed, coachable, and decisive, acting on what they learn.

SPEAKER_00 9:26

Exactly. Willing, willing to do the work at hand. Imagine, imagine that. So help our listeners better understand what it looks like to when a client works with you, to be able to go. I mean, my goodness, Chaz, you're gonna give me uh a sales process, you're gonna give me a marketing strategy and a sales process. What what does that look like in in modern day? Before it was significantly different before technology came along.

SPEAKER_01 9:50

It's a lot of work, is what it looks like. I tell people that, and I do interview them before they become a client when they're out when I call a breakthrough strategy session. And I say, just so you know, and this is the size up stage of a conversation, and remember, it's about serving, not selling. And you can't serve someone at the highest level if they're not your client, unless they're a bad fit, right? It's about having people that are a good fit that you can serve them at the highest level. So I say, score yourself on a scale of one to five for coachable, decisive, and committed. And if they're under a four, I don't work with them. So ask that question one more time because I just went down a tangent.

SPEAKER_00 10:26

I just wanted to get an idea of some of the some of the like so what are what are some of the things that are involved with that marketing process and that sales process that you're able to help people with?

SPEAKER_01 10:37

Yeah, great question. So the first thing is about getting clarity. I have people create a what I call founding document for their sales process and their marketing strategy. The founding document is about getting clarity. When you have clarity, you have confidence. So it's like, who do you work with? What are the outcomes? That's what people care about. They don't care about you, Sebastian. They don't care about me. They care about the outcomes that we help them get and how they overcome the obstacle that's keeping them stuck with where they are. So that's what they do, who they work with, who they don't work with, where they are without them. I call it some Monday. That's when Sunday becomes Monday in your prospective client's mind because the weekend's ending, they're starting to think about their week and they're like, oh crap. I had this problem and I got to face this. I can't schedule meetings. I don't have a way to reach people. I don't know where my next client's gonna come from. So that would be my client's Monday problem. So they solve that problem. They're in a hell, they take them from the hell, put them into the heaven onboarding process. I have them develop out a why and list their obstacles. And then with their obstacles, I give them a strategy to overcome that. That's the foundation. Then it's about positioning and it's about a short, medium, and long-range strategy on LinkedIn based on emotional intelligence and psychology. So you can reach people based on their motivators and their behaviors. Most people reach people based on, I'm gonna pitch you my product, right? And so once they learn the skill set with emotional intelligence, they're able to build rapport on social media in general before even having a voice conversation so they can schedule those qualified meetings, target, market, decision maker, see you as an authority. This is a key distinction. I should probably use this figure. I don't want to flip people off here.

SPEAKER_00 12:20

Jazz was great, but he kept flicking our viewers off. Yeah.

SPEAKER_01 12:26

Yeah. Screw that, dude. So and see you as an authority and told you about a problem they have. So that 70 pro 70% of the time, that's the information that my clients have before they have their very first voice conversation. And then there's a seamless transition from qualified perspective client to qualified meeting and then onboarding new client. It's a two-call process, 20-minute intro call to qualify them, and then going into a breakthrough strategy session. My all my clients have a name for that. It's important to have a name that people can see. Oh, it's just not a sales discovery call. This is something that I'm gonna get clarity on. It's gonna help me whether I become a client or not. Does that make sense?

SPEAKER_00 13:09

So this emotional intelligence, I like that. I like that terminology. And I think I understand what you're saying. It's it's starting intelligent conversations that don't have anything to do with pitching anybody, like you would walk into a cocktail party or to a networking event or meeting somebody for the first time. Anyhow, if you could shed some light on what that whole emotional intelligence strategy is.

SPEAKER_01 13:27

Yeah, you want to hear something cool? If you're on LinkedIn, LinkedIn gives you all the information you need to understand emotional intelligence with the person you're reaching out to. If I go to your LinkedIn profile, I can pull up information and I can incorporate that in into a conversation. Now, cold outreach, typically my clients are doing that. Once they have their inbound with their content, then they kind of wean themselves off to having to do cold outreach. So inbound, outbound. So if it was a cold outreach to you, I would go to your LinkedIn profile, I pull up information. And once my clients understand the skill set, they can pull information from your profile. And this is uh the psychology behind the emotional intelligence. And they're going to bring this into a conversation. So I say, Sebastian, great to be connected. You look like one busy guy. You go, you work here, here, and here, and you have a podcast. So uh, where do you focus most of your time? So it's an assumptive statement and an open-ended question. Not a close-ended question, an open-ended question. And then you're going to respond typically 50% of the time or more, it's a response that are two or three sentences or more. And people tell you because you're talking about their motivators and their behaviors, there's usually something that you can see, and you've already gone through a targeting process, so you know they're probably a good potential prospect. And then it's pretty simple to they engage, you drill down on cover and need, and then you seamlessly move to scheduling and qualifying.

SPEAKER_00 15:02

I've been doing a lot, I don't know what rock I've been living underneath, but I've not been doing as much outreach until I'd say over the past 90 days, having figured it out. Because even in the world of sales or owning your own business or whatever it might be, even if your business is strictly referral, which a lot of businesses are, specifically in the coaching and training and consulting side of uh of things, um, but sometimes it it it it dries up a little bit, gets a little quiet with the referral part of it, and there needs to be that additional spike that you can get. Yeah, please do.

SPEAKER_02 15:32

Can I speak to that real quick? It's referrals are great, but they're not predictable.

SPEAKER_01 15:38

I can't tell you, I can't tell you how many times one client in particular. I talked to him, he said, Well, I got referrals coming in, and I got this one client at $1.1 million, and I hired 20 people staff. I said, referrals are great, but they're not predictable. He says, Well, it's business is consistent. Well, he lost that $1.1 million client, and he came to me, and I always ask people what their goal is and when they want to achieve it. He goes, Well, I got to replace this $1.1 million in 60 days, otherwise, I'm gonna have to get rid of all my people. I said, You're talking to the wrong dude. I'm not gonna guarantee you're gonna make $1.1 million in 60 days. There's a process to go through. So it's just referrals are great, but they're not predictable. You want to know something really cool for me? Is when people come through my process, they experience exactly what they're going to do. So I'd rather have someone come through my process than be referred to me. Now, don't get me wrong, I'll take referrals all day long. But when they experience the process for themselves, they can say, Oh wow, I can do this. Chaz wasn't pitchy. That was a really comfortable conversation. I can see myself doing that. Serving versus selling.

SPEAKER_00 16:54

Well, I've been doing a lot more of that lately. People tell me that because I'm a podcaster and I've got a radio voice, I'm like, I got a face, I've got a face, got a thanks, man. I got a face for radio too. Anyway, uh, so they said that I've been, I should, my outreach should involve a lot of voice notes, a lot of voice notes. And so I didn't have any structure with that, but I'm like, let me at least get into the game here. So everybody that I'm connecting with on LinkedIn, let's go to these new connections and let's just reach out. Hey, Chaz, what's happening, brother? So great to connect with you. You reply back. Great to connect with you too, Sebastian. So, what are you working on this week, Chaz? That's my first question. What are you working on this week? Get you talking about you versus what's your primary focus? What motivated you to start doing what you're doing with these canned pitches that are becoming more of the norm. Without emotional intelligence, they are strictly just that a pitch. And I, in fact, I'm so aware of them now. When someone messages me that I'm not familiar with and says it's great to connect with you, and they start to ask me a question of what motivated me to start working with podcasts in the podcasting world on here. I immediately ask them how many more questions and when they're gonna send the calendar link. To which I had the guy reply last week. He goes, Well, I've got to completely uh interrogate you until you either delete and block me or book a call. I said, send me, send me a link. That was too good. But I I'm learning that, you know, I've been selling since God spoke to Moses, but I came from the burn them down, bring them up school, let's go, you know, being able to let yeah, yeah, let's go. I mean, lift up your skirt and you know, let's you know, sound off like you got a pair, like that whole like world back in the day, very car salesman, which doesn't work anymore. People want to know that you are a potential solution to a big problem they have. And if they believe in what you do and what you've what you have to say, they're going to compensate you to be able to deliver that solution. It isn't a matter of can I sell them? I never want to sell anything to anyone. What I'd like to do is help them make the best decision for themselves. And I think there's a huge void there and grossly it's grossly underrated. What what are your thoughts on that?

SPEAKER_01 19:00

Yeah, it's now the key is and I I I I tell my clients this all the time, and this is uh chassism, maybe it'll be for next week's chassism. It's you you can't present your offer until, first of all, you uncover the problem, what it's costing them, how it's preventing them from reaching a goal or objective, and most, most, most importantly, how it affects the decision maker or decision makers. So many people are talking to someone who maybe they're uh, depending upon if you're going to larger audiences or larger target market, there's several decision makers, or even if it's a a smaller business, typically I work with companies one to ten people, there's someone else they confide in, whether it's their spouse or maybe they have a partner. So once you get that information and they have it's about clarity. We we talked just a couple minutes ago about healing and whatnot. We as humans suppress stuff. And we go day to day, we think about this problem, and it isn't, we talked about Monday, and it isn't to like the weekend or Sunday night, it's like crap, I don't have a process to or I don't have a predictable way to bring clients to me. And so it's our job to uncover that crap because the symptom of not scheduling meetings or bringing on clients is exactly that. It's a symptom. There's a cancer below the surface. So in our conversations, we have to unearth it. And they're like, holy crap, I got cancer, you know, as far as like professionally. And so once you unearth that, then they're like, oh wow, this sucks. And I tell my clients, you have to have a colorful adjective, some wording, like bleep, bleep, bleep, this bleep, bleep sucks before presenting. So it's about getting clarity with where they are right now so that they're open to hear how you can get them from where they are to what their obstacle is. And so you can help them either go through the obstacle, around the obstacle, but it all starts with uncovering the problem and understanding the goal and objective where they want to go. Once you have those two things working together, then you can present a laser-focused presentation based on their needs, their problems, and where they want to go. And the rest of it is pretty much seamless. As long as you have one person to do on outreach.

SPEAKER_00 21:27

I I've just I've actually just initiated two uh partnership deals with two uh companies that help out with outreach. One, ironically, is with AI, which I'm very interested to see how this is going to pan out. Yeah, I am too. I am too. And then I'm curious because the other one's on Facebook. So Facebook with an outreach strategy, um, some VAs involved with that process and a hybrid of myself. And so I'm I'm curious to see how this world works. I've vetted, I can't tell you how many Chads that I've vetted out and that's. I'm like, nope, this doesn't work. Nope, this doesn't work. Until I was able to say, you know what? If what you say is true and you guys need a podcast, then we need to have a conversation on what it looks like to be able to work together. So I got lucky and finally found out of a hundred people, finally found somebody open and willing to say, hey, if what you say is true, you're gonna have a podcast and I'm gonna have leads. So I'm curious to see how it's all gonna unpack. We literally just started last week. So I may become a client sooner rather than later, Chaz. So stay tuned. Yeah, we could do it right. I'll show you how this is done. Emotional intelligence live on the podcast on your yeah, who's selling whose show is this? Yeah. Yeah.

SPEAKER_01 22:43

Well, seriously, Sebastian. No, if you ever want to talk, my first calls are like 20 minutes, and it's it's about getting clarity to see if I can help. If I think I can, then we can schedule another meeting. So we could we could talk about that. Yeah, we definitely need to do that. I look forward to connecting further.

SPEAKER_00 22:56

This is always the initial touch point with new connections, is my podcast. I didn't mean for my podcast to be, it's really become one of my biggest lead generators, too.

SPEAKER_01 23:04

So for my Yeah, because you have a conversation, you still report people. It's like no like and trust and see you as an authority. You have those in place, you can take the conversation. That's exactly what happened with Shay. She was local.

SPEAKER_00 23:18

So we recorded on a Friday night as per her request at like seven o'clock at night. And I go, Well, listen, we're going out for a cocktail if we're recording Friday night. So we did that, and on the way back, uh, I was walking her to her car and I'm like, listen, with the with the empire you've built on LinkedIn, you need a podcast. And she kind of just blew it off, and then two months later called me with a ridiculous amount of excitement and goes, Oh my god, I need to tell my story and launch a podcast. Let's go. And so it took a minute.

SPEAKER_02 23:42

Wait, how did that happen?

SPEAKER_01 23:45

Okay, what happened between the two months? Because I'm working with, we talked a little bit, I don't want to give out too much information. I'm actually working with someone on her team, and we're gonna announce this at some point in time. By the way, follow hashtag her sales journey on LinkedIn. So, did was she talking to her team? Did you reach out to her?

SPEAKER_00 24:05

I think that I had she came into my I had podcast studio uh at the time before 2020 came about as the very beginning of that. So she came by and we really hit it off. It was like, hey, listen, where have you been? Are you sure we haven't met before? So we really hit it off and we're just great, great friends from the get. She loved what I was doing. She knew that I was a true practitioner of podcasting. I'm a podcaster and I'm also a peer of my clients, and that it was that I try to position myself that if there's if the thought of starting a podcast has ever crossed your mind and you and I have had an experience together, I'm your guy. It's a slam dunk. And I think that's what happened. We stayed in touch and she reached out and it was a different type of shape. It wasn't as easy. She was excited about it, but she's like, listen, you know, I've had a very challenging upbringing, and I haven't told the side of the story. I'm nervous as can be to be able to do it, but a podcast is the way to do it, and you're my guy. I mean, it's it's an absolute no-brainer to be able to do it.

SPEAKER_02 24:54

I remember her first episode. So that was an emotional thing.

SPEAKER_00 24:57

I can't tell how many times I cried when we played that intro over and over again because she sat in my studio and as we wrote this, she was like, shit is showing up. And I said, Good, good, because we're both on the path. So when it's not just always business, sometimes it's like, wait a second, especially when you're peeling back those crazy layers of that you've never actually told before. You're like, this is these are these are new depths that I was unaware of. So it was a special experience to see. And in fact, it brought us, uh, it it brought us to a level of saying, okay, so here's where we're at. And then from there, we ended up putting a we shot a skit video together of what uh things podcasters say, and and then after that we just continue to stay in touch. And then life would show up, and then we've been in touch. And every time life shows up, good, bad, or indifferent, I'm in touch with her. Uh, and then being able to say, hey, listen, this is what I'm walking through right now. Again, good, bad, or indifferent. And she's been able to, and I think that's really what solidified it. My all my clients don't always become tight friends like Shay is, but I do have that relationship with them where I'm like, hey, sometimes life isn't always as peachy as we'd like it to be. Uh, and I know we all experience that, but I think people that's what attracts people to me is that I'm a I'm human.

SPEAKER_02 26:04

Yeah.

SPEAKER_01 26:04

Well, that's the you you can feel and get a sense if someone's trying to talk to you because they have an ulterior motive, you know? And there's ways to go about it, and that's what emotional intelligence at the heart of it, it is. If you're looking to serve someone, they know that. And I use that language purposely because my clients, if I ask them to close their eyes and if I use the word to say the word salesperson, what do they see? It's usually negative. So instead of trying to force them into a round pig into a square hole, it's like, can you see yourself serving? Oh yeah. Well, and onboarding. So it helps them from a psychological perspective and subconsciously to be able to go through the process and strategy uh seamlessly. I get that a lot.

SPEAKER_00 26:55

I mean, I somebody else saw a realtor reached out, realtors on LinkedIn. That's a whole nother episode, Chaz. But reached out and was like, it could be hard, the market's difficult. And I said, listen, Mary, have you ever considered? I'm gonna invite you to consider the idea of maybe starting a conversation with hello, how are you? Okay. So no, I don't care about your real estate message or and I try to constructively check people. It's like the hug with a slap in the back of the head. So I try to, you know, because it's it the the noise level is ridiculous. And unless you're leading with that emotional intelligence that you actually are a human being and that you legitimately care about figuring out an opportunity where both people benefit from. I think that that's that's the that's the golden goose right there.

SPEAKER_02 27:41

It's three things I tell my clients.

SPEAKER_01 27:43

It's like you can collaborate with someone, you can network with someone, or you can help them and solve a problem in their business. So go into all the conversations thinking those three things. And when you go with a growth mindset as opposed to scarcity, where you're trying to sell something, your world will expand.

SPEAKER_00 28:02

We get so much thing we miss out several times before until again, I bit I blame awareness for being able to avoid those uh rough patches of number one, referrals are unpredictable. Number two, sometimes that entire pipeline of referrals goes bye-bye in the same day. And number three, there there needs to be some sort of supplemental way to be able to generate a consistent flow of business. And there's never been a more exciting time to be alive. I always told myself, having been in the lead business before social media when it was direct mail and things of that nature, where direct response marketing uh was a lot more difficult. But with traditional mediums, now we we have a computer in our hands that we can literally reach out to whoever we want and have whatever conversations we want and create whatever opportunities we want. That's falling on a lot of deaf ears these days because people simply don't understand. They're just now, hey, I'm just now posting consistently on Instagram because, well, everyone else is doing it. But there's been a huge turning of the tide. And I my my my my fear with with outreach is that it's going to the it's going to become so saturated that people predict it. But then again, that's like saying my concern with TV advertising in the 50s is that there'll be too many brands advertising. So I believe as long as your strategy is always serving people and being able to make sure you're showing up as your authentic self, uh, being able to serve people, there'll always be an opportunity there. What what are your thoughts on that?

SPEAKER_01 29:34

It it changes what you say and how you say it when you go with the intention to serve. It all happens. It changes. And are you married, Sebastian? You're happy. Okay. So anyway, if you have a significant other, or if you ever had a significant other, I mean it's not what you say as much as how you say it. And it's the same in all the all the communications that we have. Yeah, the today, too, internet. I mean, I can access the entire world. I mean, pretty much. Almost, I don't know, 70% of the world has the internet. You know, in the 80s, 90s, and and you know that wasn't available like it is today. And so people grow up and they don't understand and realize what they have available to them. It's yeah, when it was no internet, yeah, I remember Cole calling out of the yellow pages. Yeah, pick up where do I start?

SPEAKER_00 30:34

Pick a letter. Like, people are like, yellow pages. What the heck is that? Pick a letter and good luck. Uh I had some good, I had some good success with the yellow pages. I don't ever want to do it again, but I had some good success. I had some good success with it. Chet. Yeah, there totally is. If you're listening to this right now and you're thinking, holy cow, this is exactly what I need. I need a process for my business. I need a marketing plan and in a sales process. I need to figure my whole game out because whatever I'm doing right now is not working. So if you're willing to push your ego aside and explore opportunities, I'm sure Chaz would love to have a conversation with you. All of his information is going to be available in the show notes. That's the description of this podcast episode that you're listening to right now, in case you're wondering what in the world a show note is. Chaz, it's been so fun, man. I look forward to connecting with you further here and continuing to support what you've got going on. I love, I love what you got going on. And I I want to learn more. Uh, and it's just so fun to uh connect with people where you're able to have meaningful conversations. I'm blessed to have this platform of a podcast to be able to make it easy to connect with people and have conversations on here that often turn into to further opportunities and sometimes just just great friends in like in Shay's case. But um I appreciate I appreciate you coming on the show. And you absolutely.

SPEAKER_02 31:41

Yeah.

SPEAKER_01 31:43

Thank you for having me. And we connected on LinkedIn, by the way. Sebastian reached out to me. Yeah, and for any of the your guests that listen to this or your audience that listens to this, I'd be happy to do uh a 20-minute mini sales and marketing audit, no sales pitch. Sure, absolutely. All that information will be available in the show notes. You can reach out to me too.

SPEAKER_00 32:02

I'd be more than happy to personally introduce you to uh Chaz over on LinkedIn. Make sure you connect with them there. You'll find that link in the show notes too. Well, Chaz, uh, it's been great, man. We'll have to have you back on the show again. And I just want to encourage you to continue to do what you're doing. You're can you're clearly doing work that matters. Uh, grossly underestimated in this world uh these days. So uh I just want to encourage you to keep up the great work. And it's great to know you, man. Thanks, Chess.

SPEAKER_01 32:27

Yeah, excellent. Go rock this day. Thank you, Sebastian. Until next time, friends.

SPEAKER_00 32:33

Thanks so much for tuning into this episode of the Beyond the Story Podcast. Be sure to appreciate it. If you haven't done so already, make sure you're subscribed to the show. This way you'll get updates as new episodes become available. If you feel so inclined, please leave us a review. Be sure to appreciate it. Signing off from the podcast, launchlab.com studios. We'll talk to you next time.