Tiji Thomas -- Selling From The Heart : The UnSelling System™

SPEAKER_00 0:04

This is the Beyond the Story Podcast, a show that goes way beyond the story. So my mom calls me a couple weeks ago and tells me she's having trouble sleeping at night. I'm like, Mom, what's your deal? She's like, well, you know, the pandemic. I said, okay. Understood. But I didn't waste any time. I called my friends over at gloryblends.com and uh said, I need some of your dream formula for my mom. She took it the first night, said she has never had a better night's sleep after taking it. Now, this isn't Tylenol PM or some sort of you know sleep pill, some medication. This is El Natural. You put a couple drops underneath your tongue depending on what you what you want to feel. Do you want to feel better? Do you want to sleep better? Do you want a better mood? Do you want to be more focused with more energy? They got several different types of CBD, whether it's drops or pills, all located on their website at gloryblends.com. I've been taking this stuff for the past four months and I'm hooked. I absolutely love it, and you will too. Use promo code CBDBUS. You'll get 20% off your order, gloryblends.com. Tell them I sent you. TG Thomas, what's up, dude? What's up, man? How are you? I'm great, dude.

SPEAKER_01 1:26

Welcome to the show. Man, I'm so glad that you asked me to be a guest. You've not been a big fan of yours since we met. Yeah, it seems like it's eons ago, now. Right? That was what, 2015? Yeah, I think it was 2015. Wow, five years ago.

SPEAKER_00 1:38

Five years. We reconnect good old Jeff J. Hunter connecting the world one Facebook Live at a time. He's the man. Such a savage that Jeff. He really is. Great dude. He um he was here for Tony Robbins last year in Miami. And I pinned him down. I was like, Do you need a ride to the airport? He's like, Well, you know they have Uber. I'm like, I know, dude, but like I I have a Camaro, we're like Camaro brothers. I feel like I already know you, I've had you on the podcast. So he goes, I got back-to-back calls. I'm like, dude, it's fine. I have Bluetooth in the in the Camaro. He could go pick you up. So I pick him up and uh we should we shoot a video, we pull over on the side of the road, like a bunch of animals, and uh and shoot and shoot a video. And then uh we get to the airport and he's got a team call, you know, on the way to the airport, which I I I knew about, but then what I didn't know was that w when I got to the airport, he'd be he he pulled the old beam circle in one more time. We we did that eight times. Yeah. So um, but hey, listen, what are friends for and new friends for? I love doing that stuff where you uh you know know somebody online and then you connect with them offline. Absolutely. Uh always a good time. Always a good time. So um the first thing you said to me when I met you was um I'm uh I'm a high ticket closer. And I I didn't know what that was at the time. So let's back up a little bit and help my audience better understand you know your your your history and how you got your how you got your start in the sales world and then later moved into high-ticket sales and now into your own coaching, consulting, and own form of what you refer to as what uh heart-based selling, uh compassion-based selling.

SPEAKER_01 3:12

Uh, I guess I mean I mean the system I have I call it unselling, so the unselling system, but basically it's an integrity-based process where you don't use high pressure. And it's really a a conversation that you have with individuals that gets them to see that, hey, you're there to help them, and they say yes a lot. So that that's kind of the cliff notes version. Sure.

SPEAKER_00 3:33

So how'd you get started selling? When did you wake up one day and go, you know what? I'm gonna be a salesman.

SPEAKER_01 3:37

So I definitely didn't do that. Um, my um I could I came from a very strong Indian upbringing. Um, not sure if you have any Indian friends. The the thing is, I'm not North Indian, I'm South Indian. If people, uh North Indians typically are more entrepreneurial, they're the ones with the businesses, the the hotels, the gas stations, all that. A lot of them is North Indians. I came from South. And South Indians are not really looked on as entrepreneurs, and that's changing now. That's changing. Me, and a lot of my friends are influential in doing that. But my mom wanted me to be a doctor. That's just a Gigi, you want you need to be a doctor. And I did not want to be a doctor. So I went to school because that's what I thought every everyone was supposed to do. And I went to school for uh engineering and for math. Wow. And I graduated and I went into the corporate sector. I started working right away. Now, I have always liked entrepreneurship. Even when I was a kid, I used to have a newspaper route where I used to subcontract out to other kids, and you know, I just did a lot of things to start making money, but it was always on the side. So I was selling at that time and I was I was taught high pressure, the high pressure ways to do things, and I hated it. I hate I like that style. I never wanted to sell to other people the way I never wanted to be sold to myself. That didn't, it didn't jive with me. So I was on a mission at a young age to find out ways to make selling, which I think selling is an amazing profession. I mean, I love it. I've been doing it 31 years now, and uh, but I want to do it my way. So I started doing things with uh asking more questions and more question-based strategies. And actually, my first job coming out of college actually helped me. I don't know if I've shared the story with you, but I was working as a mathematician for 11 years, where I was going into the schools, like inner city schools, because I grew up in Philadelphia, and we taught math, mainly algebra, calculus, geometry, like high-level math to elementary school kids. Wow. And it was amazing. It was, I it was, I loved every minute of it. And these kids, a lot of these kids that people had given up on, they were the top of their class. The thing is, we were only allowed to teach using what was called the Socratic method of teaching, which is Socrates. People who are the philosopher from years and years ago, he was he taught, he had, if you ever see pictures of him, he always had students around him, and he taught by asking questions. He didn't lecture, he just taught ask questions. So our this gig that I had, this job that I had, no lecturing. It was all question-based. So I really became an expert at asking questions, and that flew you know, trans uh onto these sales positions that I had at the time, and I became like number one pretty much at every company that I was at. So as I gained more traction, and you know, after 2008, where uh you know, I'm sure you remember the big you know financial fiasco that we went through here, you know, the recession, I was kind of pushed out of the nest because I had another corporate job at that point. And I was always doing sales on the side, and then I was pushed out and had to figure things out on my own. So at that time is when the the birth of the unselling system came to be because I was using it myself in whatever I was selling. And then I got to a point that I was doing high ticket and high ticket, it's it varies for different people. Sometimes people say $1,000 high ticket or $2,000. You know, most of the high ticket products I was selling was over $5,000. So it was $5,000 to $150,000. And I was doing it on the phone and sometimes on Zoom calls or you know, video chats uh back at that time. And it just has transformed my life. So because so what I do now is I talk to people, I have conversations, and I like I shared with you earlier, it's an integrity-based process. What I teach unselling just means anti or no high pressure. And all I do is I have conversations, uh helping people getting from where they are right now to where they want to go in a very meaningful way. And the conversations really focus on that person that I'm speaking with. So that at the end, when I'm asking them to become my client or customer, they're gonna say yes because they can't imagine how they're gonna get to that state where they want to get to without interacting or being a client of mine. So that's kind of how I got started. That's how I got my love for it. I love teaching, I love helping people, really getting anyone that's interested in the sales process to see what the beauty of it can be. And really what the focus always is is to help the person that you're speaking with.

SPEAKER_00 8:06

Yeah, 100%. Imagine that, huh? Yeah, right. I I had uh Dan Henry on the show a couple months back, and one thing stuck out that he said uh he said, Sebastian, when I started treating my employees like students, everything changed. Like I well, when I started treating my employees and my team like I treat my students, everything changed. Their sales went through the roof. When I treated my employees like employees, their sales flatlined. When I treated them like a student, they their sales doubled. Uh and that really and I I took that with me, especially with what I do on a daily basis now that you know I get I I talk to uh several people on a daily basis uh about starting a podcast, and not everybody's a fit to be able to do that, but everyone is in fact a student. I my my goal is if I'm not able to enroll them into my program to start a podcast, they do it, they they do it on their own because I've empowered them uh to do so. So there's definitely power in um you know treating people like the student, like a student. Um is that kind of the the thought process you've had too?

SPEAKER_01 9:05

Absolutely. I mean, culture is so important. So with my organization, uh my staff, I have a contractor, staff, employees, even my managers, uh the culture is so so crucial. So yeah, I have a collaborative effort. I don't uh first of all, I don't like to do uh have team people do things I'm not willing to do myself. That's one of the main things. And uh and then I try and then I have input. In fact, uh on one of my social media accounts, one of my businesses, we've we've been actually speaking with some of the leaders in the sales industry about how that is so important. It's how you treat people like and and if you and so so Dan, I'm very familiar with Dan's work, and you know, he's done some great things at such a young age. And it's great to hear him say that because I know that there's some companies out there that don't do that. They treat their employees like employees that kind of talk down to them. And you know, even though they're working for that person, it doesn't have to be in a, you know, you don't have to make them feel like inferior, right? You just make them feel like they're part of the team, and that's what I do. Uh we have informal meetings, we have meetings on a regular basis. I get their input, I don't make decisions without getting their input. Um, we have people from our team that are leaders, do sales training and different types of training. So, yeah, that the culture is important, absolutely. So it's great that he's mentioned that to you because that makes a huge, huge difference. And I've actually managed teams myself that, you know, I wasn't the owner of the company, but I was a manager for teams. And my teams typically were the best out of all the organization, mainly because of that focus. Because I did not, and everyone can just come to me and say, What are you doing? You know, what is it that or or you you're getting all the best people? And I for a fact were not getting the best producing people if you look just at the numbers initially, but they became that way because of the culture that was provided.

SPEAKER_00 10:54

Right. Well, that hasn't always been that way with this, with the with the um with the sales culture. And you know, in fact, you know, for a long time, I mean, I've been selling since I was I don't know. Well, if we start with the car washes and and and uh lawnmower when I was fifteen, then of you know quite some time now. But having a job, I just told you my first job was selling artwork door to door, and that was just that that was the furthest from normal that uh of an environment you could ever uh become accustomed to. But I I really learned some some some basic fundamentals about about sales, um, which you know they used to give us a card every day and it would be like the t the eight rules of success. Number one, be on time, number two, work eight hours a day, number three, stay in your territory, number four, like there was these basic rules, you know, and we do all these crazy juice chants and don't get all fired up and play music and go out and sell like a I mean you had to do these things in order to sell door to door. Um but this was you know pre this was 1998. It still was a little weird to sell door to door, not as weird as it would be today. But I I later moved on and worked in the in a not a corporate environment for, but I went from d banging on doors to you know a cubicle, a different type of sales uh environment. And I I always felt that there was a tremendous amount of guilt that was carried along with the sales position, especially if you were good. And I was good most of the time. So if you're good and you decide to leave, then there's a tremendous amount of guilt that's put upon you and you literally feel terrible about leaving. This day and age has changed significantly different. In fact, I I talk about this a lot in my talks about personal branding. Ten years ago, if you had a person if you had a side hustle and a personal brand and a sales job, you'd be fired. Today, if you don't have a personal brand and a side gig, you'll probably be fired. So the polar opposite has changed, but the culture of sales in general has changed a lot. The idea of that boiler room, burn them down, bring them up, and and and r you know, really and really uh uh tap dance on the the emotions of of fear and intimidation to get results was you know, wasn't the healthiest environment I can say looking back by by any means at all. And I don't know what damage it did to my psyche, but I'm glad to be out of it. Um and that things have changed significantly and that the sales world isn't looked at as much as I don't know, the sales world, you know. But like there's two different people. Like I I I hate sales, I I don't do sales, I'm not into sales, right? But they're really good at selling stuff. Um and then you have just natural born, you know, closers that just, you know, your ABC wherever you go because you can't help yourself, right? But the culture's changed a lot, and which has been great. Um, but it but probably still exists out there with high pressure sales. But this day and age, there's a lot of options available, so people's tolerance level probably isn't as you know. I used to be like my sales job was everything. Like, where else am I gonna go? Which that's what my sales manager would say too.

SPEAKER_01 13:38

Yeah, there's definitely that culture still out there. Uh there has been a transformation because you're right, there are some people that still don't like the sales industry or they just think the, you know, because it's that's not me, right? So one of the challenges I have with when people first come to me is getting them into that mindset. Because I deal with a lot of coaches and and consultants and you know, course creators that are innovators, they love to teach and they don't look at themselves as a salesperson. And I said that that's one of the first mindsets. In fact, I I did a training earlier today that's called the two mindsets, you know, and I and I share this with my tribe and what it is is you have, you know, you have to have a mindset yourself first that you're selling, but also know your market. But you also have to get into the mindset of your future customer and client and see where they're at. So it's two different minds you have to be aware of. But selling is a big part of it. So people want to help, right? You want to help people, but for you to have an opportunity to help people, you got to get them on as a client, right? You have to get them into your business first. So there's a sell that's going on. So that's one of the challenges that I find is people just want to, man, I want to help, but they don't want to do what they need to do to get those people in. And it doesn't have to be slazy, it doesn't have to be slimy. Again, as I stated earlier, if you just have a conversation with someone and you let them know, hey, I'm gonna help you. I'm gonna help you because I've heard what you have to say, and let me explain how I'm gonna help you. And if you get that conveyed across to them, you can be a nice person and get clients to make money. Now, you can't just be a nice person, which is really important to understand. Some high pressure people out there saying, hey, you can't be nice. Okay, don't worry about it. You can't be nice. You can't be a nice guy and make money in sales, that's impossible. You know, and I back to different because I've, you know, done well over half a billion dollars in sales by being me. But I always tell people you cannot just be nice, you have to have a process. And that's what the unselling system, that's kind of what I teach, is that process of how to connect things, how to have those conversations with people. But you can be nice, but you do have to think sales, you have to look at yourself as a salesperson. And we're all salespeople. No matter what people think, you are a salesperson. If you got somebody to marry you or you have a relationship, guess what? You sold that person that you're that you're good enough to do that. So, I mean, people have that in them. They just need to make sure they channel it the right way, and there's a way to do it to make people feel great at the end of the experience instead of feeling like, oh my gosh, I think I just got taken advantage of.

SPEAKER_00 16:12

Right. Which is where the slimy part comes in. So if we look at this in the personal development world, right, we look at it in the like the landmark forum language, it would be enrollment, right? Um the personal development world is huge on enrollment, and people are very resistant to like, whoa, I took this course because I liked it, but I don't know that my friends, family, and those that I care about would be. And their immediate response is you're already enrolling people every single day, anyway. It's just not this program, it's in other things and other facets of life. So sales really is a strong form of enrollment um done correctly, I think. Am I right? Am I on the right track with that?

SPEAKER_01 16:50

Yeah, I mean I mean sales is it's uh to me, it's a life love lifeblood of business. You're not gonna have anything until a sale is made. So, yeah, really just a way that you look at it. That's absolutely correct. You it's always how you look at it.

SPEAKER_00 17:02

So we talked a little bit about before we started the episode, I was talking to uh talking to you about a campaign that we had dropped last week, and um the appointments are definitely coming in, and I'm on the phone and I'm selling on a daily basis here. And you had some uh some some tips for me, uh, and they were good enough that I want to repeat them. In fact, I took some notes um to to sharpen my skills up a little bit too. But you said when you're when you're getting on the telephone with somebody who has just inquired about talking to you based on an advertisement or an ad or an email or something that they've got, it's very important from the time between the time they they connect with you um initially to the time you actually get on the phone with them for them to better understand who you are. Let's talk about that for a little bit.

SPEAKER_01 17:42

Absolutely. So if somebody uh goes and sees, you know, again, Facebook is what we call interruption marketing, right? So let's say you're doing stuff on Facebook where they're scrolling through their feeds, checking out pictures and you know, reunions and what the best movies and things, and then all of a sudden they'll see something out of the blue, like, oh, okay, wait, wait a second, what is that? Oh, that's kind of catchy. Let me just check it out. And there are, and again, there's something that's making them check it out. Like people are not gonna check out things that they're not interested in, right? So if something scrolls through on a keto diet, let's say, and I'm not looking to lose weight or I'm not into, I'm not gonna stop, but there's something like, oh, wait a second, diet, let me check it out. And they're gonna stop scrolling and they're gonna go to that next level. So, you know, people are bombarded with messages, especially advertisements. I think somewhere I read that most people are like over 3,000 messages a day they get from different places, like from the TV, you know, you can't watch a Hulu uh series without them stopping for a 90-second commercial, right? And then they're like, I don't know how many ads they have. So we're bombarded. So if somebody sees, you know, podcasting, Sebastian, okay, well, that looks kind of cool. I I want to do a podcast, let me check it out. And they check it out, they'll see the video, and they go, okay, let me go ahead and book a time or book something because that looks like what I'm supposed to do next. So, in that, it's not like if they go to Google, right? So if they go to Google and go type in, I want to start a podcast, and then you come up, it's it's it's a lot different, right? So they're actually going out to seek you, it's not interruption marketing. So they are on if they're on Facebook, they're that you need to have a little bit more uh ability to let them see you as an expert and also before that meeting, have them some exposure to you. So, what I usually teach my students is after you do something like that, first off, is let's say they're booking a webinar or uh booking a training or booking an appointment, the very first next page, like a landing page, should be some sort of video where you're thanking them and giving them things that they need to start doing, right? Or you can send them to a video of some testimonials from students that have already worked with you, and maybe a who is Sebastian video to start building some credibility in their eyes that wait a second, this is not just some guy that's stopping me from scrolling, he's pretty good at what he does. So I also do drip campaigns on via email. So after they book, let's say the appointment's two days away, then you can actually send them a video or some testimonials, say, I'm really looking forward to talking with you. These are what some of uh people who have already been on uh strategy calls have said. And then that way, when they get on the actual call with you, you're gonna be looked at as a so, even though it's a very integrity-based conversation you're gonna have, it's you're not gonna be using high pressure, you know, you there you're gonna be perceived a little bit higher, not on the same level as them or just some guy off the street. You're gonna be looked at as an expert. Like, oh man, I better pay a little bit closer attention to what Sebastian's talking about. Because at the end of the day, when you're perceived as an expert, people buy from experts. If an expert makes a recommendation, right? If you go to your cardiologist and the cardiologist says, Listen, I looked at these tests, and we're gonna have to give you a stress test. Because if you don't, you may have a heart attack. You're not gonna be like, Well, I probably know a little bit better than you, okay? I'm not gonna do that, I'm just gonna pass, right? So if an expert makes a recommendation, typically you're gonna follow it. So during the conversation, if you can show how you can help that individual, uh, and they looked at you as an expert, when you make the recommendation, as the next step being working with you, they're gonna pay it a little bit more, you know, more attention to it, give more weight to it because it's coming from someone that they perceive as an expert.

SPEAKER_00 21:24

Right. Okay, cool. So that's the reason I shot those three videos and I have a 10 email series then. Now it's all making sense. I kind of knew how it all tied together, but I I didn't look at it from that perspective that you explained it. And as you did that, I started putting the pieces together and I'm like, oh yeah. I had to I gathered 10 testimonials, I shot three videos, one of them was a thank you video, one of them was uh, hey, who are you? Here's who I am. So um uh yeah, I'm optimistic. I'm I'm I'm I'm glad I'm the I guess my point is I'm glad that I'm uh I'm doing what you're what you're what you just taught me and and Oscar on the show.

SPEAKER_01 21:58

That's perfect because the one thing you don't want That you don't want them uh coming on the call and going, Who are you again? Right. I haven't had that yet. Yeah, what do you do? Yeah, so some of my clients when I first meet and I talk to them because they they'll hire me to help them get through all this. Right, they say that's what they get. But then after they go through what I teach, they don't get that again. Because that's like the biggest thing is when you get that, it's almost no reason doing the call because they don't why are they gonna say yes? I don't even know who you are.

SPEAKER_00 22:24

Right, exactly. There's no, yeah, there's no trust or familiarity what's whatsoever. So what about brand new salespeople, people that are just getting started, maybe somebody's starting a brand new career, you know, this whole pandemic thing, people are you know, you know, taking all kinds of different endeavors. What's some initial advice to give somebody that's that's that's jumping into the world of sales without any experience?

SPEAKER_01 22:44

So I mean everyone's got to start somewhere, right? So I started at the same place. You have to start somewhere. But just because you start somewhere doesn't mean that you can't go anywhere. Right. Right? Sometimes there is a school of hard knocks. It really depends what access that they have. One of the best piece of advice that I make is if you are looking to get better at something, get coached or mentored by somebody who's already doing good at that. Like, I mean, you're an amazing, you know, I don't know if I can say badass, but badass podcasting, right? So if somebody could look at this to get started podcasts, heck, I you know, want to find as much as I can from working with somebody like you.

SPEAKER_00 23:19

Right.

SPEAKER_01 23:19

So if somebody's just starting out in sales, is get mentoring or get coaching. And I'm not talking about free YouTube videos, right? The stuff that you can see, because some of that, I mean, some of that stuff's good, but some of that, I mean, most of it doesn't give you a step-by-step process to follow. But if you don't do that or if you don't have the access to that, there is a longer path you can take, but it'll always start with knowing your market. Like I talked about the two mindsets that I that I train on. So, two mindsets, I would say get one for yourself, get into your proper mindset, but also into your future clients. So you have to know what your market's pain is. You have to know what their pain is, what is it that they want, what kind of transformation. You know, one of the questions that I that I uh that I ask, and I'm I'm trying, I can't for a life think of exactly who where this came from. It emanated at one source, but literally is you want to ask, or you have to ask yourself and know the answer, what is the one thing that your prospect, your prospective customer lays in bed, tossing and turning, thinking about, solving, that you are gonna be able to help them with. That's what you want to know. You really want to know that what their true pain is, not what you think it is, and that's one of the biggest mistakes salespeople make, or you know, any coach consultant makes, is they'll they'll assume a whole lot of things. And you don't want to do that. You want to really find out what that market wants. And when you're in sales and you know what it is, then when you're listening and you know what your product or service is gonna help with that specific want or need or desire, then you can start correlating those things because you don't want to just start saying everything your product or service does because they don't care. People don't care about all the bells and whistles, they only care about them. They only care what's gonna help them. So if you're in sales, that's it. You gotta find out what that pain is and help them out of that pain. That's what I would suggest for salespeople is really spend the time getting to know your market, asking questions, finding out, going into groups, going into Google Trends, going into Reddit, doing all these things. And it's not glamorous. You know, people say, okay, there's no magic pill you can take. I'm like, no, it's no magic pill. You got to get in there, you got to get your hands dirty a little bit and get to know it's gonna pay off so much on the back end, though, because when they know that you are that one person that can help them, because again, the research and everything that you've done, you're gonna get a lot more yeses on the back end. Right.

SPEAKER_00 25:45

What uh what's the greatest sales book you've ever written? I mean, ever, ever, ever read.

SPEAKER_01 25:51

So uh I don't I there's bits and pieces of many books that I like. Uh I like a lot of Zig Ziggler's uh stuff from way back when I first started in training because a lot of it was more mindset and approach, and he had a very affable way of about him that I could relate to. Uh, there is a book that I do like now that's written by Ron Willingham called Integrity Selling in the 21st Century. So that's really an awesome book because it's aligns a lot of my. I I don't find every everyone that sells the way I do. Now I've got my own book and manifesto and things like that. I've written called the Unselling System Manifesto, which kind of goes over the way that I teach. But if there's a published book, I would say Ron's book, Integrity Selling in the 21st Century, is is probably the best that I've seen. You know what mine is? Uh let me see.

SPEAKER_00 26:40

Spin selling? No, green eggs and ham.

SPEAKER_01 26:43

Oh, green eggs and ham.

SPEAKER_00 26:45

Oh, green eggs and ham. That's a good that's the greatest sales book ever written. The second one would be uh greatest salesman of the world from Augmandino.

SPEAKER_01 26:55

Augmandino, yeah. I remember reading that a long time ago. Yeah, yeah. So back in the day, I read a lot of those books. I read uh Tom Hopkins was another. So Tom, I love his question. Sometimes there were some things that seemed like it was more on the high pressure side. And what I did is I start filtering. So yeah, I read a lot of Tom stuff. Uh uh John K. Lynch, you know, 17 Secrets of uh master salespeople, master networkers, and things like that. Uh Agmendina was a big one that I read as well. A lot of those with mindset. The the journey, the the hero's journey is something that I think all salespeople need to understand. They need to know how that works. And it's something that you're gonna see every pretty much in every movie TV show you're gonna watch, you're gonna see that hero's journey there. But as a salesperson, it's important to know that as well because you get to see how that, because that because that prospect stories and you're again your story is not that important. It may be important for the marketing side, but when you're talking to people, you need to really understand that story, that journey, and where they're at and where they're gonna come out on the other side as that hero. And that's really what you want.

SPEAKER_00 27:59

Yeah, I was talking to a guy this morning, um, and uh he's blind. Uh, went blind 10 years ago from uh um from an eye degeneration that he'd had since he was young, and he has a local public access television show, and they can't get into the studio because of, well, you know, the Rona. Um and um it's public access, it's only 30 minutes long, and he does he's he's very limited as to the show's not recording right now, he's very limited as to the guests he can have on because it's a local show, it's only 30 minutes, and it's well, local, you know, public access TV. And he said, I I just know for a fact, because I listen to three or four podcasts a day myself, that the podcasting element will open up that block of not being able to reach and interview and talk with people about what we do. So I thought to myself, well, there's the pain point right there, right? It's it's not um it's not anything above and beyond not going not being able to go into the studio and record his television show, but that he sees an opportunity that he can create on his own, you know. So it's fun to see people's stories. Sometimes people just don't know, and that that's okay too, and they just maybe need to come back when they do know a little bit more. But it's fun to get on the phone with people and say, well, how can I help? And they're like, Well, here's the situation. I can't go to the studio, I can't record my TV show, so I thought why not podcast. So interesting just to to discover people's pain points and then be able to provide you know some solutions uh to where they're at. Uh well we're we're out of time here, TG, but uh and I want to respect your time too. I sure do appreciate you carving some time out of your day to come on and uh and chat with us, tell us your story and some and some tips about uh you know how to how to sell with integrity. I really like that a lot, and I don't think anybody can argue with that. So I'm gonna put all of um TG's links, uh his unselling system, links to connect with him on LinkedIn, etc., in the show notes. If you're listening, don't worry about driving and writing something. My goodness, don't drive and write anything down. Yeah, absolutely. Any final thoughts for our for our listeners regarding the wonderful world of sales?

SPEAKER_01 29:51

Um, I mean, this is I mean you asked some great questions that typically don't don't get asked, and I like that you're going through the journey yourself. But people can do this. Uh, I have not met one person that can do it, and but not everyone ends up doing it. And a lot of it has to do with not taking action. So there's a one of my favorite quotes is that uh imperfect action always trumps perfect inaction. So you got to get out there and do it. I mean, just get out there and do it and you talk to people. You're gonna figure it out. Now, if you get someone to help you, it's you that that timeline is gonna get shortened a lot, right? I mean, I've been doing this 31 years, but I've only mastered my craft literally over the last, well, I've been really awesome for the last 12. There's 19 years that I probably could have gotten more depth and more mentoring and things like that. But the main thing I say is to tell people is get out there, don't look at life, don't look at selling, and don't look at talking to people as winning and losing, look at it as winning and learning. So every failure that you have, you're gonna learn something from. But at the end of the day, if you're looking and focusing and helping people and truly helping them, not just what you think is helping, but really helping them, uh detach yourself from the sale, don't worry about the outcome, don't worry about the commission or the money you're gonna make, just focus on helping those people and having conversations that get them to see why you know that you really care. The business is gonna happen. You are gonna be doing sales at the end. Again, just get out there and do and just do action.

SPEAKER_00 31:15

That's that's in uh that's stellar advice, and I'm currently experiencing that right now where you just uh somebody said somebody told me years ago, Sebastian, uh money is a byproduct of doing what you love through service. And um I carried that with me. I thought, hmm, if you're not just out there for the I love how you say don't get attached to the outcome of the sale. That's huge. Because the first thing people think of is like, is this person gonna buy or not? And you haven't even started the conversation yet. You know what everybody haven't asked what their name is or what they want to buy, right? Well, thanks again, TJ. I appreciate your time, man. Come back to the show soon, will you? You bet. Thanks, brother. Yeah, man.

SPEAKER_01 31:49

All right, cheers.

SPEAKER_00 31:52

Thanks so much for tuning into this episode of the Beyond the Story Podcast. We're 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. We're sure to appreciate it. Signing off from the podcast, LaunchLab.com studios. We'll talk to you next time.