Using Humor to Transform Sales and Create Authentic Connections with Ray Engan

Hello everybody and welcome back.

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This is the Collaborators Unite podcast.

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Chuck Anderson here, your host.

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And this is the show where we help you make a bigger positive impact in the lives of your

clients and in your communities and even the world with the work that you do while also

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being profitable.

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And so when we talk to people, we know that they wanna make a big impact.

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They also need to be profitable so that can be sustainable.

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So I like to bring on guests who can help you with that on that mission.

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And this topic of sales comes up a lot.

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And especially for those of us in the transformational industry or coaches, there's

various attitudes towards sales.

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I don't like to sell.

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if you've ever felt like that,

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This is a really good conversation to uh lean into, because we're gonna give you some

ideas that maybe you haven't heard before, or give you kind of some ideas of what you can

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do differently.

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So today my guest is Ray Engen.

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uh Ray, welcome to the show.

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Thanks, Chuck.

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It's great to be here.

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I'm so excited to talk about this.

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This is a lot of fun.

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Yeah, exactly.

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Well, we're just barely scratching the surface so far and I'm excited to dive into this

with you.

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you've got really, I'm excited for you to share this with our audience, because you have

such an interesting background and a mix of skills that really lend itself to this.

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And this whole idea of helping people with their sales.

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but you actually have a really interesting background as well.

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So tell everybody your story uh and a little bit more about you, who you are, and the work

that you do, and we'll go from there.

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I did stand-up comedy for 15 years and wrote for The Tonight Show a little bit.

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I left that and I went into sales.

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I started out and I joined this one company and the second month I was there I was the

number one salesperson in the country.

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I became a manager, did that whole thing and everywhere I went sales went up.

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I thought, wow, I must be the luckiest guy on the planet to go to the right places where

have these great salespeople.

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And I thought, wait a second, this is different companies, different products, different

things.

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What do I do that makes this happen?

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So I reverse engineered it.

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And I realized that what I was doing was the part of stand up that you don't think about

and you don't see.

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I was teaching that to my staff.

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And what that is, like I could walk into Rock Springs, Wyoming with have five big old

bikers playing pool for a couple hundred bucks a game and.

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Five minutes the show starts, I have to get him to stop playing pool and turn around and

watch my show and enjoy that process.

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And I could do that like that was Tuesday.

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And I thought, what is that process?

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And I figured it out.

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And then I said, well, who would buy this?

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I don't know where to try this.

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So I went to a seminar company, sold my soul to a seminar company to try it out.

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I taught their leadership classes with my content.

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And I learned a lot that way and I should have stopped after about a year because I proved

it worked.

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I proved people wanted to hear it.

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uh I didn't.

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It took COVID to shut me down because I couldn't go across the country anymore.

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And I started working with entrepreneurs and I created these things that they were doing

so well.

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They were in my eyes, my God, they're so smart.

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But the same thing happened all the time.

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They'd come up and they said, well, I have

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uh I have a great product, a genius idea, and I build great rapport.

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What's the problem?

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Well, no one calls me, nobody returns my emails.

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And what we have here, I think with COVID and the emergence of AI, we've lost as a

society, five years of people skills.

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And if you look at it, what every business has been trying to do since the dawn of time, I

call it the action framework, they attract.

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then they connect, then they transform, and they do that with individuals, organizations,

and networks, right?

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Well, in order to transform, and you can attract, that connection is the missing piece.

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And that's where it goes wrong.

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And we can get people to look at us, but if they don't feel like it's connected.

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And there's so many little things we do to put the wall of stranger in front of you.

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ah The first simplest thing that you can do with people you meet,

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When we go into a business meeting, you want to stay at a level playing field.

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You don't want to be up or down, looking up or down at these people.

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But we'll always say things like, oh, thank you so much for having me here.

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What an honor it is to present my company to yours.

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Well, the two things that build charisma, the two things charisma is built on, is warmth

and competence.

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And if you can show you're warm right away and that you're competent, they will...

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I'm listening to this guy.

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But if I'm sucking up to you right off the bat, who wants to hire that?

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You hire people that are good, right?

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uh But the key thing with strangers, if you don't know somebody, do not start a

conversation with a question.

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Start with a statement.

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You know why?

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Because that's what your friends do.

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Your friends always come up and they'll say, yeah, hey, I love that, yes, you can, or the

background, you know.

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Love the color of the walls back there.

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Your friends never said, good morning, how are you today?

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And I learned that in my first job, because it was in retail.

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And in retail, during Christmas season especially, you go in, can I help you?

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No, no, I'm just looking.

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Two seconds later, they're, where is that person?

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have questions now.

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And I noticed that, and I walked up to somebody, I just said, I'll let you buy that.

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And what they did is they laughed, go, oh, I bet you will.

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But while you're here, let me ask you this.

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Nothing good happens outside of a conversation.

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So what we're trying to do when we sell is show what we can do, not tell what we can do,

but show what we can do.

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And you have to have a conversation to do that to connect.

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You can't do it through email.

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You can't do it through anything else.

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But somewhere a conversation has.

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And I work with coaches and speakers.

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So uh they are people that have to have conversations.

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You don't sell your coaching program.

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through an email unless somebody trusts you so much and they won't trust you until they've

talked to you.

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Amazing.

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I want to dive deeper into some of this stuff, but before we do, I just really want to

anchor a little bit for our audience in terms of what you're hearing from the people that

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you work with.

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So when they come to you and they have questions or they're describing their challenges,

like, Ray, I'm struggling to sell or, you know, you know, I'm not getting enough clients

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or whatever it is.

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What are you hearing from them?

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What are the words?

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that they're using to describe their experience.

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A couple ones that come up all the time.

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I don't want to bother people too much.

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I don't want to be salesy.

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I don't want to feel icky.

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It doesn't feel authentic to me.

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And so they have this view of a salesperson as if they're walking onto a used car lot.

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What's it going to take to put you in the car today?

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If you're really going to the car today, I'll you really good deal.

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Every other day of year, I'm going to screw you.

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But today, you get to screw me.

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Come on.

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I've always wanted to be a...

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car salesman for one day so I can say all the things that they say.

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Yeah.

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And what we try and do is like, well, no, I don't know where to find these sales.

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don't know.

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And they're everywhere and we don't see them.

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um One of the things that comedians do is they see the logic of every word instead of the

logic of the big idea.

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And so where are the people who are going to buy my product?

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Well,

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You have them already.

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And if you take things like, uh if you go through your uh CRM that has your calendar in

it, it keeps a record of everybody you've ever scheduled a Zoom call with.

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Well, you're going to find 20 people in there that, my God, that fell through the cracks.

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my God, that fell through the cracks.

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uh Your LinkedIn comments, all these people that they know who you are, that's a warm

conversation.

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We overthink it.

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We'll send this long email letter uh to rekindling your old relationships with people.

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ah Who did you used to work with that you loved working with that you smiled when you

thought you talked to them?

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Well, guess what?

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Send them this one email.

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Take off all the logos.

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Take off everything official and just put Chuck.

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It's been too long.

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Let's catch up.

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Ray.

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PS, your Zoom or mine?

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That's what a friend sends.

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Because if you act as if you're a friend, they treat you as if you are.

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And what I do is I'm always thinking of ideas.

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oh I want to have, the people that you love the most as clients, you love to talk to.

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And they'd like to help you.

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And you say, I'm trying this thing out.

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ah What do you think of this?

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And just present what you have and let them talk about what it is.

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And you say, well, great.

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If you know anybody that needs this,

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Send them to me.

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Well, I want that.

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That's what happens.

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That's where 90 % of my sales come from is that simple conversation.

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Hey, I'm doing this.

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What do you think of it?

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And I either get information that changes it, makes it better, or I get uh a client out of

it.

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And it's that conversation where they go, we celebrate getting clients around here.

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And for those of you listening, there were balloons going up around my screen.

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uh

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And those kind of things, they're so simple, so easy.

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uh All these things that we have sitting there, you can create things where you find out

who's interested in you and who you've talked to before.

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uh You can use AI to scrub your Zoom chats if you're giving a webinar.

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And you say, well, who here is having problems doing this?

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Oh, I see Chuck Anderson's having problems doing that.

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And then

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You could forget that Chuck said he had problems doing that.

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And then you find who the people are that really resonated with what you're saying.

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And you just send them an email.

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Whoops, forgot to tell you something yesterday.

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And give them a chance to remove a roadblock.

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uh We think about selling as if it's this horrible game we play.

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And what you have to look at, you have to reframe it.

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You have to reframe it to tame it.

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uh

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What coaches do, what speakers do is we transform people.

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And if you are a true transformer and you know that what you do makes your clients lives

better and easier, you're changing the world for them.

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we look at, my, I don't want to force them to buy something from me.

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Well, if you change the world and you don't give them the opportunity to do that, you're

being selfish.

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That, because I had that same, I had those very same thoughts.

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And the second I realized that, my God, everybody I hang around since I've been 12 years

old, their sales have gone up.

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Little League candy sales.

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I was actually one of the first people that I know of, because I heard it a year later,

but I did it for, I told my friends, uh two daughters that were selling Girl Scout cookies

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to go, I'm in California, so.

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We have these cannabis stores, right?

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I said, sell it right outside the store.

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And they led their whole region in sales by doing that.

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it's the way in, finding the way in.

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And there's always a way you can get somebody interested in a program you're doing.

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One of my mentors is a guy named David Newman from Do It Marketing.

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The best thing he ever said about me is that Ray could stand in line at the grocery store

and make a $5,000 sale.

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And I haven't done that yet, but I have made $3,500 at karaoke night.

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And a guy came to fix one of my appliances, and I wound up giving him a friends and family

laser coaching package.

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So I made about $2,500 by having him clean my dryer lint.

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Yeah

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It's starting the conversation and trust plus congruent, irresistible offer equals a sale.

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And curiosity creates conversation and connection creates clients.

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And these little things you do to make people smile when they talk to you.

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uh And that's another thing about if you're not using humor in your conversations with

potential clients,

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you're missing out because it is instant rapport, likeability, and trust.

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And you can see that uh physiologically.

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And here's another thing to back up that questions versus statement.

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If I walked up to you on the street, and we didn't know each other, and I said, uh can I

ask you a question?

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You would pull back, drop your chin a little bit, go, OK.

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Because there's instant resistance.

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If I reframe that question as a statement, it's an, have the craziest question.

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What is it?

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And the things that make people lean in, curiosity, relevance, and specificity.

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And uh if you can do that, people will listen to you.

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Now, humor, there's a book called Humor Seriously.

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And if you want to have the business facts about what humor does for you,

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They took the same person giving the same presentation to a bunch of different people.

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And they added one line at the end.

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So here's how low the bar is.

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At the end of his presentation, he just said one thing, and I'll throw in my pet frog.

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That sold 30 % more dollars.

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I believe it's 30 % more dollars.

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That is a simple little statement that created a smile.

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What happens when you laugh?

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So when a stranger creeps you out, you pull back.

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When you laugh, this is the most vulnerable area of your body, your neck is.

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And we hide it from strangers.

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That's hardwired us from caveman days.

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We do this because we trust you.

227

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So it's built in.

228

00:15:29,919 --> 00:15:33,240

everything that's good in life happens after the laughter.

229

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So if you can control the laughter, you can control what's good in life.

230

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And you don't even have to be

231

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funny to do that.

232

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You just have to have a sense of humor.

233

00:15:42,831 --> 00:15:46,452

You can let uh cartoons do it for you and emails.

234

00:15:46,452 --> 00:15:48,492

You can do funny little cat videos.

235

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That's what they were invented for.

236

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uh It's such a comfort building thing.

237

00:15:56,155 --> 00:16:08,938

uh Another simple thing that I learned from Zoom, there's not a lot of people, there's not

great presenters live are not necessarily great presenters on Zoom.

238

00:16:09,398 --> 00:16:18,965

And one of the things that people forget about on podcasts, your hands show trust and

confidence.

239

00:16:19,566 --> 00:16:25,892

And if we keep them down here, which a lot of people do on Zoom, I've learned to talk with

my hands higher.

240

00:16:25,892 --> 00:16:31,236

But if you see nothing in my hands, open palms, that's trust, subconsciously that's trust.

241

00:16:31,236 --> 00:16:34,078

Your thumbs are confidence.

242

00:16:34,459 --> 00:16:38,962

And there's a reason that politicians do this, not because they have that in their DNA.

243

00:16:39,308 --> 00:16:43,581

but because some handlers told them that your thumbs are a show of truth.

244

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If you put your hands in your pocket when you speak, it's totally, uh it shows lack of

confidence.

245

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And the key thing when you speak, your body language is like the inner, uh it's your inner

thoughts, it's the closed captioning for your inner thoughts.

246

00:17:01,594 --> 00:17:04,215

And you can't turn that closed captioning off.

247

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So your inner thoughts have to match your outer words.

248

00:17:08,942 --> 00:17:16,102

And if they don't, there's something off between what you're saying and how you're acting

that you don't know that they're picking up on.

249

00:17:16,102 --> 00:17:18,882

And it's that congruence between that.

250

00:17:18,882 --> 00:17:20,882

That's what authenticity is.

251

00:17:21,002 --> 00:17:25,742

If you can show that your enthusiasm, if you can't tell, I like this stuff.

252

00:17:25,742 --> 00:17:28,082

So I get enthusiastic talking about it.

253

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And a lot of times there's no way for anybody to get another breath in.

254

00:17:31,802 --> 00:17:36,482

But it's these things come across to people and it's fabulous.

255

00:17:36,542 --> 00:17:38,894

It makes people lean into you.

256

00:17:38,894 --> 00:17:42,916

uh They're little things, little simple things to work on.

257

00:17:42,957 --> 00:17:55,906

And that's the real core of making connection, talking to people that you love to talk to,

finding those people you already know that really trust you and going back to them and

258

00:17:55,906 --> 00:17:57,667

find out where they'd send you.

259

00:17:57,667 --> 00:17:59,648

Sometimes it's right to them.

260

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Other times it's to other people.

261

00:18:00,799 --> 00:18:02,791

And that's something we don't do.

262

00:18:02,791 --> 00:18:07,948

We feel like we're bothering people and uh emails,

263

00:18:07,948 --> 00:18:09,139

We send a lot of those.

264

00:18:09,139 --> 00:18:09,859

Guess what?

265

00:18:09,859 --> 00:18:12,020

The numbers on those are amazing.

266

00:18:12,118 --> 00:18:14,998

80 % are never opened.

267

00:18:14,998 --> 00:18:15,182

80%.

268

00:18:15,182 --> 00:18:17,384

And think about all the stuff you get.

269

00:18:17,384 --> 00:18:21,266

There's a lot of stuff in my inbox just sitting there that's been sitting there for too

long.

270

00:18:21,266 --> 00:18:30,151

um And then when we do send an email, and I have a thing I give out called the 26-second

email.

271

00:18:30,291 --> 00:18:33,293

That's how long people that love you read your email.

272

00:18:33,693 --> 00:18:35,274

And even if they don't,

273

00:18:35,698 --> 00:18:37,680

Even if they love you, they still will skim.

274

00:18:37,680 --> 00:18:39,161

That's about a hundred words.

275

00:18:39,161 --> 00:18:43,904

Yet we send these long sales emails to strangers.

276

00:18:44,745 --> 00:18:45,586

Click gone.

277

00:18:45,586 --> 00:18:46,306

Click gone.

278

00:18:46,306 --> 00:18:52,831

ah It's a fast, quick thing that just hits home and it resonates.

279

00:18:52,831 --> 00:18:57,654

Your subject line should be no more than six words because that's what fits on a phone.

280

00:18:57,735 --> 00:19:01,477

And it should have curiosity, relevance, or specificity.

281

00:19:01,477 --> 00:19:02,956

uh

282

00:19:02,956 --> 00:19:07,229

One of the simplest ways to notice what's going to work is what worked on you.

283

00:19:07,589 --> 00:19:10,151

I got an email from Target, I believe.

284

00:19:10,151 --> 00:19:12,793

And it said, whoops, sent you the wrong email.

285

00:19:12,793 --> 00:19:13,684

I said, they did?

286

00:19:13,684 --> 00:19:16,556

Maybe they sent me coupons I wasn't supposed to get, right?

287

00:19:16,556 --> 00:19:17,606

And I opened it up.

288

00:19:17,606 --> 00:19:18,958

It was just their ad.

289

00:19:18,958 --> 00:19:23,221

So the email itself was very, it let me down.

290

00:19:23,221 --> 00:19:29,615

uh But that one moment where I got excited, go, OK, why did I do that?

291

00:19:29,615 --> 00:19:31,186

And how can I use that?

292

00:19:31,468 --> 00:19:44,308

And so when I do a speaking engagement, what I do is I do the speaking engagement and the

next day I send out to the list, whoops, forgot to tell you something last night.

293

00:19:44,769 --> 00:19:50,154

And that gets opened like 85 % of the time, because it creates that curiosity.

294

00:19:50,154 --> 00:19:53,717

ah The more specific you are, the better.

295

00:19:53,717 --> 00:19:54,367

These things.

296

00:19:54,367 --> 00:19:57,580

And talk to people as if they're your friends.

297

00:19:57,580 --> 00:20:00,342

They'll consider you as a friend right away.

298

00:20:00,342 --> 00:20:02,163

It's such a simple concept.

299

00:20:02,163 --> 00:20:07,027

ah Nothing is easy in life, you know, but it's all teachable.

300

00:20:07,027 --> 00:20:08,028

Humor is teachable.

301

00:20:08,028 --> 00:20:09,649

Charisma is teachable.

302

00:20:09,649 --> 00:20:11,310

Sales is teachable.

303

00:20:11,310 --> 00:20:13,011

Just like accounting.

304

00:20:13,011 --> 00:20:14,132

It's a process.

305

00:20:14,132 --> 00:20:15,933

It's a step-by-step process.

306

00:20:15,933 --> 00:20:17,374

And there's ways.

307

00:20:17,374 --> 00:20:22,137

What we really want to do is remove the roadblock that are stopping people from buying us.

308

00:20:22,642 --> 00:20:25,611

And that's what I try and do.

309

00:20:25,611 --> 00:20:28,492

try to, everything that somebody brings me,

310

00:20:28,662 --> 00:20:31,783

And I do this Friday mastermind with a group of people.

311

00:20:31,783 --> 00:20:36,884

They'll bring me the problems and I remove the roadblocks that are getting in the way from

people buying from them.

312

00:20:36,884 --> 00:20:39,185

uh What's an example for that?

313

00:20:39,185 --> 00:20:49,228

uh If you have the place to click for what you're trying to sell on the third page of your

website versus right there where you can see it.

314

00:20:49,228 --> 00:20:54,789

uh Take these things out of the way.

315

00:20:54,789 --> 00:20:57,410

You have to let people know what you do as a

316

00:20:57,410 --> 00:21:04,917

When we present to people, it's not important what you do, it's important what they get,

right?

317

00:21:04,917 --> 00:21:07,369

That's a basic sales premise.

318

00:21:07,369 --> 00:21:10,621

Show them, don't sell them the product, sell them the result.

319

00:21:10,702 --> 00:21:18,107

And when you do that, uh I always ask my customers, what did I do for you?

320

00:21:18,368 --> 00:21:25,554

Because what I think I'm doing versus what they say they're getting are two different

thoughts.

321

00:21:26,240 --> 00:21:28,331

And guess which one isn't important?

322

00:21:28,331 --> 00:21:30,112

My thought of what I'm doing.

323

00:21:30,112 --> 00:21:37,835

uh One of the things that became a mantra for me, I went to a client and said, so what do

I do for you?

324

00:21:37,995 --> 00:21:39,596

She said, that's easy.

325

00:21:39,596 --> 00:21:43,927

Everything I give you, you clarify it, simplify it, and amplify it.

326

00:21:43,927 --> 00:21:49,039

I'm like, that describes everything I do, but I've never used those words.

327

00:21:49,340 --> 00:21:55,702

Well, what you want as a client to look at you, especially as a coach, uh you want to

look.

328

00:21:56,374 --> 00:22:03,399

at a client and say something and have them go, oh my goodness, this person gets me.

329

00:22:03,880 --> 00:22:06,783

And you do that by using their language, their exact language.

330

00:22:06,783 --> 00:22:08,404

So those are great conversation to have.

331

00:22:08,404 --> 00:22:09,464

It sparks.

332

00:22:09,605 --> 00:22:12,707

The more you have a conversation with people, the more things happen.

333

00:22:12,707 --> 00:22:14,989

Nothing good happens outside of a conversation.

334

00:22:14,989 --> 00:22:17,714

ah Those are key things.

335

00:22:17,714 --> 00:22:19,613

And how do you start those?

336

00:22:19,613 --> 00:22:21,134

Ask questions?

337

00:22:21,494 --> 00:22:21,935

No.

338

00:22:21,935 --> 00:22:22,715

Make statements?

339

00:22:22,715 --> 00:22:23,596

Yes.

340

00:22:23,896 --> 00:22:26,258

I almost screwed up and backed it up there.

341

00:22:26,318 --> 00:22:26,854

you

342

00:22:26,854 --> 00:22:31,897

I know you teach this every week in your group and it's kind of the work that you do.

343

00:22:31,897 --> 00:22:39,891

First of all, great, great content and I know we're just scratching the surface and all of

the ideas and ways to connect.

344

00:22:39,891 --> 00:22:46,934

uh Tell everybody um how they can connect with you and learn more from you.

345

00:22:47,295 --> 00:22:50,006

And so what are the ways that we can do that?

346

00:22:50,510 --> 00:22:57,356

One of the fastest, easiest way to connect with me is on LinkedIn, or Ray Engin uh on

LinkedIn.

347

00:22:57,356 --> 00:23:05,123

I've got a newsletter called Making Selling Fun, which is absolutely free, and it's got

all these tips here in different ways I've used it.

348

00:23:05,123 --> 00:23:09,867

uh I always have a section in there on things you can steal and use today.

349

00:23:09,867 --> 00:23:12,990

uh So I've got a lot of these tips in there.

350

00:23:12,990 --> 00:23:18,170

The other thing is I do a mastermind every Friday, and...

351

00:23:18,794 --> 00:23:20,305

What it is is exactly what I say.

352

00:23:20,305 --> 00:23:21,296

You bring me problems.

353

00:23:21,296 --> 00:23:22,577

You bring me something you're working on.

354

00:23:22,577 --> 00:23:24,228

It could be, it could be copy.

355

00:23:24,228 --> 00:23:25,719

It could be a way to get a hold of somebody.

356

00:23:25,719 --> 00:23:27,280

It could be the situation.

357

00:23:27,280 --> 00:23:34,925

uh And, and uh like I have one guy come in and he's trying to reach soap manufacturers.

358

00:23:34,925 --> 00:23:36,686

And I said, well, do you have kids?

359

00:23:36,686 --> 00:23:37,967

He goes, yeah, I'm great.

360

00:23:37,967 --> 00:23:38,648

How old are they?

361

00:23:38,648 --> 00:23:40,809

Four, five and seven, I think.

362

00:23:40,809 --> 00:23:41,590

He goes, great.

363

00:23:41,590 --> 00:23:48,398

What I want you to do is get postcards with crayons and have them draw on the crayon, draw

soap bubbles, and then just put a message on the back.

364

00:23:48,398 --> 00:23:50,599

uh Will you please contact my daddy?

365

00:23:50,599 --> 00:23:52,080

He loves your soap.

366

00:23:52,881 --> 00:23:56,262

And he sent him out and he sent him out to 10 people.

367

00:23:56,343 --> 00:23:58,684

Nine of them contacted him back.

368

00:23:58,684 --> 00:23:59,194

One didn't.

369

00:23:59,194 --> 00:24:00,685

It was the one he wanted.

370

00:24:00,785 --> 00:24:03,807

And I said, he said, well, how do I get that one person to do it?

371

00:24:03,807 --> 00:24:10,851

Well, take your kid again, make a video that said, why won't you write back to my daddy

and send it to him?

372

00:24:10,851 --> 00:24:16,494

And if that person doesn't contact you back, you don't want him as a client because he's

not human, right?

373

00:24:16,494 --> 00:24:16,974

So.

374

00:24:16,974 --> 00:24:21,694

It's finding unusual ways, becoming an acceptable usual notice in this area.

375

00:24:21,694 --> 00:24:25,774

And it's something for a year, the mastermind is $2,000.

376

00:24:26,494 --> 00:24:32,534

But anybody that comes there from Chuck, you get three free months in it.

377

00:24:32,534 --> 00:24:37,534

So that's like, I don't even know how many there are weeks and three months, but let's

call it 12.

378

00:24:37,534 --> 00:24:39,374

So you got 12 weeks of the mastermind.

379

00:24:39,374 --> 00:24:41,194

It's Fridays, 11 o'clock Pacific.

380

00:24:41,194 --> 00:24:45,294

And if you go to the link, which will be down below here,

381

00:24:46,342 --> 00:24:49,283

hop on in and we'll get you started in there.

382

00:24:49,283 --> 00:24:52,704

Bring me a roadblock, bring me a problem, bring me something there.

383

00:24:52,985 --> 00:24:56,246

The other people in there will be chatting about it.

384

00:24:56,246 --> 00:25:00,048

I have had weeks where it winds up being me and you.

385

00:25:00,048 --> 00:25:07,841

And that's great because then we sit there for an hour and we talk and solve as many

problems as we can in an hour and work on these things.

386

00:25:07,841 --> 00:25:10,532

And if can't tell, I can talk without taking a breath.

387

00:25:10,532 --> 00:25:16,414

oh bring your own oxygen because I'll need it.

388

00:25:18,332 --> 00:25:18,913

Love it.

389

00:25:18,913 --> 00:25:27,135

Well, to make it really easy for you to connect with Ray, we've put all of Ray's links

just beneath this video.

390

00:25:27,135 --> 00:25:28,715

So just look beneath the video.

391

00:25:28,715 --> 00:25:30,776

All of the links are there.

392

00:25:30,776 --> 00:25:32,906

First of all, Ray, very, very generous.

393

00:25:32,906 --> 00:25:33,587

I love that.

394

00:25:33,587 --> 00:25:38,938

And I highly recommend that you listening in right now takes Ray up on that offer.

395

00:25:38,938 --> 00:25:40,739

That's super generous.

396

00:25:40,739 --> 00:25:46,200

And by the way, if you're not watching this on video, if you're listening on a podcast,

just open up your phone.

397

00:25:46,368 --> 00:25:51,571

and the software that you're on right now, all the links are there as well.

398

00:25:51,571 --> 00:25:54,003

um Ray, this is great.

399

00:25:54,003 --> 00:25:56,024

And I know that we've just scratched the surface.

400

00:25:56,024 --> 00:25:57,415

Sales is a big topic.

401

00:25:57,415 --> 00:26:00,597

There's lots of things that people are concerned about.

402

00:26:00,597 --> 00:26:02,969

At the end of the day, it is about connection.

403

00:26:02,969 --> 00:26:05,070

It is about building relationships.

404

00:26:05,070 --> 00:26:07,742

And it's really about communicating.

405

00:26:07,742 --> 00:26:12,004

um So as we wrap up here,

406

00:26:12,462 --> 00:26:16,527

Any final words of wisdom or piece of advice?

407

00:26:16,824 --> 00:26:23,660

Well, I think what hurts entrepreneurs, there's three, I call it the entrepreneurial

conundrum.

408

00:26:23,660 --> 00:26:28,764

There's three things you need to have to be able to sell yourself to other people.

409

00:26:28,764 --> 00:26:34,469

uh The first is belief in your native genius.

410

00:26:34,770 --> 00:26:37,672

And you have to believe that what you do is great.

411

00:26:37,672 --> 00:26:42,176

You have to believe that what you do makes other people's lives better and easier by using

it.

412

00:26:42,176 --> 00:26:44,978

And you also have to believe that your skill,

413

00:26:45,258 --> 00:26:49,180

is something that's so unique that you can charge unique pricing for.

414

00:26:49,180 --> 00:26:52,281

So that's something I had problems with when I started.

415

00:26:52,281 --> 00:26:53,662

I just talk.

416

00:26:53,662 --> 00:26:54,542

Who would buy that?

417

00:26:54,542 --> 00:26:55,382

So that's one.

418

00:26:55,382 --> 00:26:59,424

The second is you have to have uh communication skills.

419

00:26:59,744 --> 00:27:03,106

And you have to have multiple types of communication skills.

420

00:27:03,106 --> 00:27:08,448

You have to be good virtually, good one-on-one, good one-to-many.

421

00:27:08,448 --> 00:27:13,260

You have to be good written, uh good email, good on video.

422

00:27:13,260 --> 00:27:15,010

All these things, you have to have them all.

423

00:27:15,010 --> 00:27:16,971

You have to understand how to use them all.

424

00:27:16,971 --> 00:27:20,192

And the third thing you need are people skills.

425

00:27:20,592 --> 00:27:31,275

And if you have uh confidence, humor, you can influence, and you have charisma, that's the

whole package in people skills.

426

00:27:31,275 --> 00:27:34,616

You can survive with two out of those three.

427

00:27:34,616 --> 00:27:41,838

But if you have all three, that's the sweet spot where you're working with people that you

wanna work with, not people that you hope come to you.

428

00:27:41,838 --> 00:27:42,912

uh

429

00:27:42,912 --> 00:27:48,726

And the key, like I didn't have the belief in my native genius at first.

430

00:27:48,807 --> 00:27:58,715

And if you have somebody that has good people skills and good communication skills, what

happens to those people is you're the best salesperson for someone else's company.

431

00:27:58,755 --> 00:27:59,796

And that's what I was.

432

00:27:59,796 --> 00:28:05,481

I failed twice on my own uh until I figured that out.

433

00:28:05,481 --> 00:28:10,084

What I realized is that I was a great sales manager for other people.

434

00:28:10,084 --> 00:28:12,636

I was a horrible sales manager for myself.

435

00:28:13,098 --> 00:28:19,606

I wasn't doing the simple little things I needed to do and I failed twice on the way to

where I am today.

436

00:28:19,847 --> 00:28:23,512

yeah, me make, learn from my mistakes.

437

00:28:23,512 --> 00:28:24,853

That's what I wanna do.

438

00:28:25,276 --> 00:28:35,852

Yeah, so to sum up your advice to people in 30 seconds in a sound bite, what would you say

to

439

00:28:36,398 --> 00:28:39,340

create comfortable conversations, you'll create clients.

440

00:28:39,340 --> 00:28:44,042

uh Curiosity plus connection equals clients.

441

00:28:44,302 --> 00:28:55,208

Number one thing to do if you're going to change anything and walk away with anything,

when you go to a stranger, do not ask a question or take the question and transform it

442

00:28:55,208 --> 00:28:56,609

into a statement.

443

00:28:57,009 --> 00:29:00,651

And you will have a cleaner, softer way in.

444

00:29:00,651 --> 00:29:02,122

They'll start with a smile.

445

00:29:02,122 --> 00:29:04,428

They'll lean in and talk to you.

446

00:29:04,428 --> 00:29:10,514

Those are the simplest things that you can do that probably have a huge impact on your

next conversation.

447

00:29:11,292 --> 00:29:16,274

Great, great advice and awesome words to end this episode by.

448

00:29:16,274 --> 00:29:17,615

uh Ray, thank you.

449

00:29:17,615 --> 00:29:21,657

uh So much knowledge, so much information, so much experience.

450

00:29:21,657 --> 00:29:36,263

I think anyone who is listening in, who could use a boost of bringing new energy and new

life to their sales conversations can learn a lot from you.

451

00:29:36,283 --> 00:29:38,982

And uh so I highly encourage you all.

452

00:29:38,982 --> 00:29:41,353

Go and click the links beneath this video.

453

00:29:41,353 --> 00:29:42,274

Connect with Ray.

454

00:29:42,274 --> 00:29:58,274

Take Ray uh up on his offer to have you uh complimentary access to his program for three

months, and you will have that connection that you can use to learn more and to improve

455

00:29:58,274 --> 00:29:59,285

your skills.

456

00:29:59,285 --> 00:30:04,528

And so I want you to remember that as you go out today, I want you...

457

00:30:04,538 --> 00:30:07,649

to take an action that you heard us here talk about today.

458

00:30:07,649 --> 00:30:09,440

Maybe it's something we reminded you of.

459

00:30:09,440 --> 00:30:19,714

Maybe it's a follow-up that you've forgotten to do, that sales is in the follow-up, and

also go and connect with Ray as well.

460

00:30:20,055 --> 00:30:29,949

And remember that your big mission is possible and worth it, and you might just be one

collaboration away from a big breakthrough that will help you to make the big impact that

461

00:30:29,949 --> 00:30:30,719

you wanna make.

462

00:30:30,719 --> 00:30:33,678

Maybe Ray is that person to collaborate with.

463

00:30:33,678 --> 00:30:37,515

And whatever it is, there's no obstacle too big to be overcome.

464

00:30:37,515 --> 00:30:42,083

uh Keep moving forward everybody, and we will see you on the next one.

465

00:30:42,083 --> 00:30:43,064

Thank you.