Episode 87: The Red Chair Experience: Daily Inspirations for Success in Life & Business with Chris Michel

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(upbeat music)

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- Welcome back to the "Get
Unstuck and on Target Podcast".

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I'm Mike O'Neill with Bench Builders.

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And we help growing companies,

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especially manufacturers,
improve their people, process,

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and planning systems so they
can scale smarter and faster.

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Joining me today is my
friend, Chris Michel.

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Chris is the founder of CM Consulting.

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Chris helps business owners
in the home services industry

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increase their sales by
creating processes, metrics,

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and KPIs.

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Chris is also an author and it's his book,

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"The Red Chair Experience",
that we'll be exploring today.

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Welcome Chris.

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- Hey Mike, how are you?

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- I'm well, thank you.

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Chris and I know each
other in multiple settings,

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and I'm looking forward to maybe sharing

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a little bit about that as
we get into this podcast.

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But I introduced you, Chris,

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as someone who helps
businesses with sales.

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I trust therefore you come

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from a sales management background.

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Can you share a little
bit about that background?

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- I do, Mike.

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I have over 30 years of sales experience

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and probably somewhere in the
neighborhood of 10 plus years

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in the sales management
or general management

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or even operations management categories.

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So I've done a number of things
along those lines as well.

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So yes, I've been doing this
for a minute, as they say.

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- You have, and I know
a bit about your success

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in that role.

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But from your perspective,

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you've been doing this for a long time.

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What's the biggest thing
that companies get wrong?

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Things that they really need to change

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in their sales efforts.

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- Gosh, that's a loaded
question, Mike, there. (laughs)

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- Didn't mean it to be.

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- No, no, no, well,

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so I'm gonna take the typical HR response.

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It depends.

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So it depends on what's
going on with the companies,

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but I mean,

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there's a number of things
that people fail to do.

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But the biggest thing I see,

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especially with the
smaller to medium companies

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is they don't have a sales process.

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And this owner or the
CEO or the president,

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this top line person feels responsible,

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feel like they have enough
of an understanding of sales

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and that they lead the sales team.

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And so they're leading this
team without any metrics,

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without any key performance
indicators or KPIs.

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They have nothing to measure.

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And so they're doing this
based off of kind of their gut,

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which no offense, is kind of a
dangerous way to move a sale.

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So they don't have these things in place,

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or they have these
versions of them in place

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that are kind of a little bit off center.

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When we're not focused,
then we can get off track.

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And when we get off track,

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that's where things are gonna go awry.

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- So with that being the case,

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how do business owners
come to the conclusion,

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gosh, I need Chris.

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- You know, Mike, it's like anything

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that we do in our lives.

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It's good when we do it alone,

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it's better when we do it together.

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I mean better together, great.

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Simon Sinek wrote that book

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and other people have
talked about that too.

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But it really comes down to
when we realize we need people

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in our lives.

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We need someone else to help
us get that 30,000 foot view

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and detach from what we're doing.

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When we're in our business,

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we can't see the forest for the trees.

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We can't see what's going on.

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And when we bring in a life
coach, a personal coach,

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a business coach, a sales
coach, an HR coach, right,

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it doesn't matter what type
of coach that you bring in.

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You need to have somebody
with a fresh set of eyes

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and a fresh perspective to come in.

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So when people realize that
their sales are slacking

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or that they could be doing so much more,

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that's number one.

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When you kind of step back and go,

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I'm missing something, or I
really need some help in this,

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I think we could use some
help in this particular area.

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And so why Coach Chris?

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Well, it really comes down
to my years of experience

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and the things that I bring to the table.

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In that the, how do you
overcome the objections?

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How do you build the value?

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How do you develop a process

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and work with that process,

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and how do you develop
these metrics or these KPIs,

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and how do you do these
things that are sales related

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that will help to drive your business?

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That's why you use me.

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And because I have these experiences,

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because I've done these things,

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I have the experience

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where you might not have that experience.

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Or we know several people
that own their own businesses.

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And they're trying to do this.

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And they feel like, oh, I've
got a good enough handle on it.

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Well, good enough may not
be where you wanna be.

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- In your sales role when you
begin working with clients,

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in what ways?

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Are you advising them?

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Or are you helping build
processes in maybe a Salesforce?

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In practice, what most typically happens?

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- So yes, every single
one of those things.

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So depending on who I'm dealing
with and what's going on,

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one of the first things I do

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is I give people a 30 minute

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or even a 60 minute consultation.

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Let's sit down and see where you're at.

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I wanna know what's
happening in your business,

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where you're at, where you want to go.

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And what does this look like?

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When I do that, I get
a pretty good sense of,

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they need a process, they need metrics,

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they just need training or
coaching on their performance.

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How do we get better at our demos?

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Or how do we get better
at our presentations?

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How do we get better
at our scripting, even?

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Sometimes it's our scripting that keeps us

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from doing things.

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I was talking to somebody earlier today

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and we were talking about how
do you follow up with people?

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So, great example.

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We're so conditioned, we
go, hey Mike, this is Chris.

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I was just following up.

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No offense but you know
when you see my number,

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when you see that email,
when you see that text,

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when you see that
communication coming from me,

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your first thought is, oh crap,

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I haven't gotten back to him.

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Or, oh crap, he wants
to talk about, right?

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You know why I'm calling.

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Though that's the worst thing
in the world you could do

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is say, hey Mike, I'm
calling to follow up,

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but we're so conditioned to that.

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We're so used to saying that,

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oh, I just wanna let you
know I'm following up.

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Thanks for the heads up,
now what do you want?

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And so people don't answer
the phone because of that.

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Or they don't answer the emails

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because you're just following up.

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You haven't asked them for anything.

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You really haven't
asked them for anything.

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So instead,

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how about you attack it
from this perspective,

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which is, hey Mike, this is Chris

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and I was thinking about you today.

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And I read this article
or I saw this video

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and I remembered you had brought up

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how you like pink elephants.

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And you really wish that
there was more integration

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of pink elephants into our world.

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Well, here's a video
I saw about how people

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are integrating pink
elephants into the world.

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Check it out.

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If you have any questions, let me know,

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look forward to talking to you soon.

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Now, did you feel any
obligation to, number one,

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call me back?

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- Well, you've given me something
I didn't, not necessarily,

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but what caught my attention is, Chris,

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you don't know how much
I'm into pink elephants.

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- Right.

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But what I do know is when
I listened to you and I had

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a conversation with you,

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you had mentioned pink
elephants two, three times.

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You had mentioned this thing.

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And so that's one way to approach it is,

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hey, here's something for you.

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Wait a minute.

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My first thought is he was thinking of me

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and of something I really like
or something I really enjoy.

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He's bringing value to me.

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The other piece of that,

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and I've heard this in
terms of leaving voicemails,

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a simple twist on the old, you know,

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hey, I'm calling to follow up is,

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hey Mike, this is Chris
with Coach Chris Consulting.

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I'm calling because I ran
across something that I think

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is super important

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and I think you and I
could both benefit from it.

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Gimme a call back at your
earliest convenience.

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Here's my number, click.

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Now I've called you to an action.

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Now, if you think that
that has enough value

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for you to call me back,
you'll call me back.

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But am I wasting your time?

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No.

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And I am I saying, oh,
I'm just following up?

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No.

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And I may be following up,
you should be following up,

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but you're following up with more value.

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You're bringing something to the table

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that your competitors aren't,

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your competitors are calling to follow up.

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Hey, I'm just checking in on you Mike,

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just wanna see how things are going.

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No you don't, no offense,
I don't have time for that.

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We don't have time for that.

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And that's why we're
seeing so many more touches

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are important for following up,

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anywhere from five to,
I've heard as high as 30,

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number of touches needed to get people

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to respond to or come back with you.

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So yeah, the number of
touches has really gone up,

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but those touches could be a text.

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Hey, I was thinking about you,

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check out this video about pink elephants.

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Hey, here's an email Mike.

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I was reading this article
today about pink elephants,

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thought you might really like it.

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Again, I'm delivering value
to what you're trying to do.

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I saw this article on small
business sales managers

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and what to do with them,
or how to work with them,

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or what do you do with
a new sales manager.

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Somebody may call me and say, Chris,

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I'd like you to work with
my new sales manager.

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They have no experience,

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I'd like them to get on the right track.

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Hey, here's an article
about new sales managers

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and how to work with them
and how to, you know,

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how to help them out as
an owner or whatever.

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So those are things that we
can do that kind of separate us

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and make us a little bit different

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in helping these businesses out.

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And that is what I think about
when I'm having conversations

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with people is, okay,

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what can I do to contribute
to what they're trying to do?

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'Cause they're trying to
move their business forward.

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So I'm constantly listening
to what their struggles are,

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what's happening and
where they want to go.

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And then we can formulate
a plan and work together

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and see if that makes sense.

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- Chris, I do wanna get to the book,

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but I wanna follow up on
some things you just said.

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And that is I heard the term adding value,

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and that is differentiate yourself

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on any and all the touches.

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And you've pointed out
the number of touches

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that may be required is
more than people realize.

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But when you add value,
in practical terms,

255
00:10:59,190 --> 00:11:03,150
you're not just adding the
same value to every follow up.

256
00:11:03,150 --> 00:11:05,340
You're doing something
that's more personalized.

257
00:11:05,340 --> 00:11:08,400
How do you keep up with what you did?

258
00:11:08,400 --> 00:11:12,840
I know you used some
type of tracking tool.

259
00:11:12,840 --> 00:11:15,660
Do you note exactly what you sent?

260
00:11:15,660 --> 00:11:18,000
How do you keep track of
everything you've done

261
00:11:18,000 --> 00:11:18,933
to add value?

262
00:11:19,890 --> 00:11:21,660
- There's a lot of great CRMs out there,

263
00:11:21,660 --> 00:11:23,490
Customer Relationship Management tools,

264
00:11:23,490 --> 00:11:25,410
that can keep track of these things.

265
00:11:25,410 --> 00:11:27,120
I used to use pen and paper

266
00:11:27,120 --> 00:11:29,670
and then I used an Excel spreadsheet

267
00:11:29,670 --> 00:11:31,830
and eventually I got
around to doing a CRM.

268
00:11:31,830 --> 00:11:36,830
Now most sales people do not like CRMs

269
00:11:36,840 --> 00:11:38,820
because now I have to do data entry

270
00:11:38,820 --> 00:11:40,200
and I have to do this, do that.

271
00:11:40,200 --> 00:11:43,110
Well, there are CRMs out there
that will track your emails

272
00:11:43,110 --> 00:11:45,690
so you know what you sent to them,

273
00:11:45,690 --> 00:11:47,370
they'll track your phone calls.

274
00:11:47,370 --> 00:11:50,040
So, hey, you called Mike today.

275
00:11:50,040 --> 00:11:52,050
Do you wanna put a note in
there? Did you contact him?

276
00:11:52,050 --> 00:11:53,370
Did you leave him a voicemail?

277
00:11:53,370 --> 00:11:54,600
Did you do all these things?

278
00:11:54,600 --> 00:11:57,243
So the one in particular
that I used does that.

279
00:11:58,080 --> 00:12:02,340
And so after every phone call
that I do or that I receive,

280
00:12:02,340 --> 00:12:05,220
there's a screen that pops
up from my CRM and it says,

281
00:12:05,220 --> 00:12:06,090
did you contact him?

282
00:12:06,090 --> 00:12:07,380
Did you leave him a message?

283
00:12:07,380 --> 00:12:08,580
Did you, was it the wrong number?

284
00:12:08,580 --> 00:12:09,630
What happened?

285
00:12:09,630 --> 00:12:11,190
What happened with this call?

286
00:12:11,190 --> 00:12:12,630
And so I have a chance to put notes

287
00:12:12,630 --> 00:12:13,590
on every single one of 'em.

288
00:12:13,590 --> 00:12:14,880
Do I put notes on every one?

289
00:12:14,880 --> 00:12:16,080
No, doesn't.

290
00:12:16,080 --> 00:12:17,901
But there are certain people

291
00:12:17,901 --> 00:12:20,700
that if I'm trying to
do business with you,

292
00:12:20,700 --> 00:12:21,870
I wanna put a note in there

293
00:12:21,870 --> 00:12:26,070
because of the hundreds and
thousands of conversations

294
00:12:26,070 --> 00:12:29,310
I'll have between now and
the next time I talk to you,

295
00:12:29,310 --> 00:12:31,080
I need to have some notes.

296
00:12:31,080 --> 00:12:33,682
I think my mind is pretty
good, I used to play a game

297
00:12:33,682 --> 00:12:37,140
with one of the people I
used to work with before.

298
00:12:37,140 --> 00:12:38,100
They'd be like, hey,

299
00:12:38,100 --> 00:12:41,580
I've got this lead and you
went out and saw this customer

300
00:12:41,580 --> 00:12:43,530
and here's their name.

301
00:12:43,530 --> 00:12:44,850
And that's all she would tell me.

302
00:12:44,850 --> 00:12:46,260
And her name was Lori.

303
00:12:46,260 --> 00:12:49,950
And I was like, Lori,
Mr. and Mrs. So and So,

304
00:12:49,950 --> 00:12:51,332
Mr. and Mrs. Smith,

305
00:12:51,332 --> 00:12:55,980
they're in Marietta, Georgia,
and this is their house.

306
00:12:55,980 --> 00:12:57,717
It's a two story with
this and this and this.

307
00:12:57,717 --> 00:12:59,550
And it's a brick outside

308
00:12:59,550 --> 00:13:01,620
and they've got this fence
and they've got a dog

309
00:13:01,620 --> 00:13:03,270
and they've got two kids and, right?

310
00:13:03,270 --> 00:13:05,820
And we play this game and she'd
be like, how do you do that?

311
00:13:05,820 --> 00:13:08,190
How do you remember all of those things?

312
00:13:08,190 --> 00:13:09,930
Well, a lot of that stuff I can do,

313
00:13:09,930 --> 00:13:12,180
but a number of those
things, I need reminders.

314
00:13:12,180 --> 00:13:16,200
I need to put it into some
sort of a way to track it

315
00:13:16,200 --> 00:13:18,300
because if you're not tracking it,

316
00:13:18,300 --> 00:13:21,240
you're not measuring it,
you're not able to remember it.

317
00:13:21,240 --> 00:13:23,700
And so you could have found out

318
00:13:23,700 --> 00:13:27,450
some very valuable
information, pink elephants,

319
00:13:27,450 --> 00:13:30,753
for instance, and now you've lost it,

320
00:13:32,850 --> 00:13:34,110
- This is excellent.

321
00:13:34,110 --> 00:13:36,240
I introduced that we're
gonna talk about the books.

322
00:13:36,240 --> 00:13:38,460
We probably need to transition to that.

323
00:13:38,460 --> 00:13:42,600
But for those who are
looking at this on YouTube,

324
00:13:42,600 --> 00:13:43,980
I'm holding up the book.

325
00:13:43,980 --> 00:13:45,990
I have not just the book,

326
00:13:45,990 --> 00:13:50,700
I actually have an autographed
copy of Chris' books.

327
00:13:50,700 --> 00:13:51,810
But let me just kind of read that.

328
00:13:51,810 --> 00:13:54,300
It reads, "The Red Chair Experience,

329
00:13:54,300 --> 00:13:59,300
Daily Inspiration For Success
In Life And Business".

330
00:13:59,370 --> 00:14:00,720
And as you would expect,

331
00:14:00,720 --> 00:14:05,720
there is a red chair
pictured on the front.

332
00:14:05,820 --> 00:14:10,203
So in terms of how we might
want to kind of talk about it,

333
00:14:11,070 --> 00:14:13,437
what is "The Red Chair Experience"?

334
00:14:14,940 --> 00:14:18,270
- Oh, so in the beginning of the book,

335
00:14:18,270 --> 00:14:20,700
there's an introduction and
then there's the red chair.

336
00:14:20,700 --> 00:14:23,010
And it gives a description of what it is.

337
00:14:23,010 --> 00:14:25,170
So it is a physical red chair.

338
00:14:25,170 --> 00:14:27,780
It's a red leather recliner
that has been passed down

339
00:14:27,780 --> 00:14:31,260
from a couple of different owners.

340
00:14:31,260 --> 00:14:33,240
The first owner was my stepfather,

341
00:14:33,240 --> 00:14:36,690
who was my business mentor
for a number of years.

342
00:14:36,690 --> 00:14:40,320
And he passed away in 2016,
but this was his chair.

343
00:14:40,320 --> 00:14:41,460
This is where he went.

344
00:14:41,460 --> 00:14:44,850
And when he got home from
work, this is where he sat.

345
00:14:44,850 --> 00:14:46,590
And so when he passed away in 2016,

346
00:14:46,590 --> 00:14:48,630
my mom took the chair and
moved it to where she moved

347
00:14:48,630 --> 00:14:52,680
when he passed and she sold the house.

348
00:14:52,680 --> 00:14:54,570
I then helped her to move that chair

349
00:14:54,570 --> 00:14:57,660
over to my younger brother
who lives in Indiana

350
00:14:57,660 --> 00:14:59,490
back in 2018.

351
00:14:59,490 --> 00:15:03,150
And so he had a chair,
needed to be replaced.

352
00:15:03,150 --> 00:15:04,440
She's like, do you want this one?

353
00:15:04,440 --> 00:15:05,430
He's like, absolutely.

354
00:15:05,430 --> 00:15:09,690
So we took it over there
and I gave it to him.

355
00:15:09,690 --> 00:15:12,060
I helped present it, you
know, give it to him.

356
00:15:12,060 --> 00:15:16,923
And we lost him to suicide
in September of '19.

357
00:15:17,820 --> 00:15:21,360
And so my sister-in-law,
my niece and nephew,

358
00:15:21,360 --> 00:15:23,460
asked me if I would take the chair,

359
00:15:23,460 --> 00:15:26,300
'cause it was too much
of a reminder of him.

360
00:15:26,300 --> 00:15:28,170
It was really hard for
them to see that chair.

361
00:15:28,170 --> 00:15:29,880
So they redecorated the house,

362
00:15:29,880 --> 00:15:31,560
moved some things around
and moved the chair.

363
00:15:31,560 --> 00:15:33,360
And so I said, yeah, I'll take it.

364
00:15:33,360 --> 00:15:38,310
And so it's my place that
I go to sit in the mornings

365
00:15:38,310 --> 00:15:41,460
and do my reading, my meditating, praying,

366
00:15:41,460 --> 00:15:43,350
contemplate the day's events.

367
00:15:43,350 --> 00:15:47,850
If I'm journaling, if I just
need a place to go and relax,

368
00:15:47,850 --> 00:15:49,260
I'll go sit there.

369
00:15:49,260 --> 00:15:52,170
And even have a conversation
with the previous owners.

370
00:15:52,170 --> 00:15:57,170
So it's my place to go
and kind of feel feelings

371
00:15:58,200 --> 00:16:01,410
and understand what's going on right now.

372
00:16:01,410 --> 00:16:03,076
Where am I at? And what do I need to do?

373
00:16:03,076 --> 00:16:05,310
What's my direction for
the day kind of thing.

374
00:16:05,310 --> 00:16:07,260
And so "The Red Chair Experience",

375
00:16:07,260 --> 00:16:10,920
the book became about
this place that we go.

376
00:16:10,920 --> 00:16:13,353
And so you may not have a red chair.

377
00:16:16,080 --> 00:16:18,750
You may have a view off your
back porch that overlooks

378
00:16:18,750 --> 00:16:21,750
a lake or a stream or the ocean, whatever,

379
00:16:21,750 --> 00:16:23,190
that's your go-to place.

380
00:16:23,190 --> 00:16:25,260
You may go out on your bike every day

381
00:16:25,260 --> 00:16:27,330
or go out for a run every day.

382
00:16:27,330 --> 00:16:28,495
You may go, blah, blah, blah.

383
00:16:28,495 --> 00:16:30,720
You may go to the mountaintop.

384
00:16:30,720 --> 00:16:33,450
It's a place for you to
go and have an experience.

385
00:16:33,450 --> 00:16:36,690
And it doesn't need to be
this, you know, mind blowing,

386
00:16:36,690 --> 00:16:39,870
oh my gosh, I've discovered this,

387
00:16:39,870 --> 00:16:44,870
no, it's a place for you
to go and in my words,

388
00:16:45,120 --> 00:16:48,180
be present, to ground yourself

389
00:16:48,180 --> 00:16:51,000
and to really get a
hold of where you're at

390
00:16:51,000 --> 00:16:53,010
and where you need to go for the day.

391
00:16:53,010 --> 00:16:54,210
And maybe it's to dream.

392
00:16:54,210 --> 00:16:57,120
And maybe it's to let your mind wander

393
00:16:57,120 --> 00:16:59,490
about what you want to do
and where you want to go

394
00:16:59,490 --> 00:17:00,990
with the direction of your business

395
00:17:00,990 --> 00:17:03,847
or your career or your whatever.

396
00:17:03,847 --> 00:17:05,220
That's what you're doing.

397
00:17:05,220 --> 00:17:08,340
And that's what that red
chair experience is about.

398
00:17:08,340 --> 00:17:09,780
- That's powerful.

399
00:17:09,780 --> 00:17:12,852
I did not realize the
red chair was a recliner.

400
00:17:12,852 --> 00:17:14,700
- (chuckles) Yes.

401
00:17:14,700 --> 00:17:17,070
- Do you use it as such or
is it always sitting upright?

402
00:17:17,070 --> 00:17:18,240
- Very few times.

403
00:17:18,240 --> 00:17:21,540
I will sit in it occasionally
and I'll remind myself,

404
00:17:21,540 --> 00:17:23,880
hey, it's a recliner
so sit back and relax.

405
00:17:23,880 --> 00:17:25,203
And I do, I'll prop it up.

406
00:17:26,280 --> 00:17:28,923
- So you're stressing
the importance of having,

407
00:17:30,150 --> 00:17:32,460
if not a place, a process

408
00:17:32,460 --> 00:17:37,460
that allows you to stay or
regain a sense of grounding.

409
00:17:40,170 --> 00:17:45,170
The book is laid out whereas
there are daily entries.

410
00:17:46,800 --> 00:17:48,750
And these daily entries,

411
00:17:48,750 --> 00:17:50,850
when you sent me this book, Chris,

412
00:17:50,850 --> 00:17:52,320
it was one of these books
where I didn't feel like

413
00:17:52,320 --> 00:17:54,540
you just don't sit down and just read it.

414
00:17:54,540 --> 00:17:58,563
It can serve in a variety of capacities.

415
00:17:59,610 --> 00:18:03,150
But the fact that you have
these as daily inspirations,

416
00:18:03,150 --> 00:18:05,370
and I love the way you kind of did this,

417
00:18:05,370 --> 00:18:10,370
you open each daily entry
with a relevant quote,

418
00:18:10,470 --> 00:18:15,470
and then you close each entry
somewhat with a challenge.

419
00:18:16,890 --> 00:18:20,820
I was naturally drawn to the
themes that you picked up on.

420
00:18:20,820 --> 00:18:23,160
So this may not be a surprise to you,

421
00:18:23,160 --> 00:18:28,160
but if you go to an entry
that you entitled stuck,

422
00:18:28,440 --> 00:18:30,113
would you mind go to that?

423
00:18:30,113 --> 00:18:33,330
- I was going to pull a
fast one on you and say,

424
00:18:33,330 --> 00:18:35,670
okay, Mike, what's your birthday?

425
00:18:35,670 --> 00:18:38,958
- Well, what if I said--
- I know the answer.

426
00:18:38,958 --> 00:18:41,373
- (laughs) It truly is coincidence.

427
00:18:42,638 --> 00:18:44,138
- Is it, is it?
- Yes, it is.

428
00:18:45,330 --> 00:18:47,550
Because you didn't know
that was coming, or did you?

429
00:18:47,550 --> 00:18:49,702
Maybe you did, but in that wonderful--

430
00:18:49,702 --> 00:18:52,230
- So I'll give you a hint.

431
00:18:52,230 --> 00:18:56,850
No, this particular one was not a plant.

432
00:18:56,850 --> 00:18:58,530
I have Easter eggs throughout the book.

433
00:18:58,530 --> 00:18:59,580
What I call Easter eggs.

434
00:18:59,580 --> 00:19:03,000
So just like in a movie,
there's little nods

435
00:19:03,000 --> 00:19:05,902
to certain people or
certain things, or right.

436
00:19:05,902 --> 00:19:08,460
Something shows up here
that was in another movie,

437
00:19:08,460 --> 00:19:09,660
blah, blah, blah.

438
00:19:09,660 --> 00:19:14,660
So no, this one was not
necessarily a nod to Mike,

439
00:19:14,880 --> 00:19:17,880
though it really works
out to be a nod to Mike

440
00:19:17,880 --> 00:19:22,740
because your birthday is July
29th and it talks about stuck.

441
00:19:22,740 --> 00:19:25,781
And so if you don't mind,
I'll read this real quick.

442
00:19:25,781 --> 00:19:28,387
- Please.
- So the quote,

443
00:19:28,387 --> 00:19:30,600
"Whenever I get stuck on something,

444
00:19:30,600 --> 00:19:34,170
I'm like, what would I
do if I wasn't afraid?

445
00:19:34,170 --> 00:19:37,260
What would I write if I wasn't afraid?

446
00:19:37,260 --> 00:19:40,980
What would I say in this
situation if I wasn't afraid?"

447
00:19:40,980 --> 00:19:43,173
And the quote was by Phoebe Waller-Bridge,

448
00:19:44,820 --> 00:19:47,640
When I jumped into
this, and like you said,

449
00:19:47,640 --> 00:19:49,050
the middle of it, the context,

450
00:19:49,050 --> 00:19:51,540
the meat of this is maybe
a personal experience.

451
00:19:51,540 --> 00:19:54,030
In this particular case it is.

452
00:19:54,030 --> 00:19:54,930
So it says,

453
00:19:54,930 --> 00:19:57,330
I was speaking to a friend
of mine the other day

454
00:19:57,330 --> 00:19:58,680
and telling him about a direction

455
00:19:58,680 --> 00:20:01,260
I was considering with my business.

456
00:20:01,260 --> 00:20:03,570
We both know that person by the way.

457
00:20:03,570 --> 00:20:04,530
- Yes.
- You and I

458
00:20:04,530 --> 00:20:05,850
both know that person.

459
00:20:05,850 --> 00:20:08,970
I have been operating under
the understanding that I should

460
00:20:08,970 --> 00:20:11,910
have a broad spectrum and
serve any type of sales client.

461
00:20:11,910 --> 00:20:15,090
I was feeling uncomfortable in my business

462
00:20:15,090 --> 00:20:17,040
and I could not figure out why.

463
00:20:17,040 --> 00:20:18,180
I mentioned it to my friend.

464
00:20:18,180 --> 00:20:20,820
And he said, maybe you
should focus on what you know

465
00:20:20,820 --> 00:20:24,003
and the industry that you came
from for the past 17 years.

466
00:20:25,050 --> 00:20:26,100
It made sense

467
00:20:26,100 --> 00:20:29,400
and I needed to hear it because
I was stuck trying to help

468
00:20:29,400 --> 00:20:31,650
too many people in too
many different areas.

469
00:20:31,650 --> 00:20:34,980
It became clear I was speaking
to someone I just met,

470
00:20:34,980 --> 00:20:37,260
it became clear as I
was speaking to someone

471
00:20:37,260 --> 00:20:38,673
I had just met on the phone.

472
00:20:39,630 --> 00:20:42,300
I was getting input on how
he was doing his business

473
00:20:42,300 --> 00:20:43,770
and how that compared to mine.

474
00:20:43,770 --> 00:20:45,930
And I mentioned how I was
thinking about creating

475
00:20:45,930 --> 00:20:47,970
this niche for my business.

476
00:20:47,970 --> 00:20:49,860
He said that it was perfect,

477
00:20:49,860 --> 00:20:52,710
and he was excited for
me that I found a niche

478
00:20:52,710 --> 00:20:53,820
for my business.

479
00:20:53,820 --> 00:20:55,770
He said he wished he had one

480
00:20:55,770 --> 00:20:57,570
and he was working on it for his business,

481
00:20:57,570 --> 00:21:02,010
which he had been doing for years.

482
00:21:02,010 --> 00:21:04,410
I knew at that point that I
needed to finalize that decision

483
00:21:04,410 --> 00:21:08,490
and focus all my attention
on my niche clients.

484
00:21:08,490 --> 00:21:09,480
And then as you said,

485
00:21:09,480 --> 00:21:12,210
this challenge or the gentle
question at the end is,

486
00:21:12,210 --> 00:21:14,130
are you feeling stuck today

487
00:21:14,130 --> 00:21:16,457
and not sure which
direction you should go?

488
00:21:16,457 --> 00:21:19,480
Ask your friends, your family,

489
00:21:19,480 --> 00:21:21,480
a person you met for the first time.

490
00:21:21,480 --> 00:21:23,220
Ask God and the universe.

491
00:21:23,220 --> 00:21:26,313
Help is out there waiting to be asked for.

492
00:21:28,140 --> 00:21:31,680
So I look at these things and yeah,

493
00:21:31,680 --> 00:21:35,700
a lot of it's personal
experience that I happen upon.

494
00:21:35,700 --> 00:21:39,120
But I don't think it's a
coincidence that your birthday

495
00:21:39,120 --> 00:21:41,520
and the word stuck happen
to be on the same day.

496
00:21:43,050 --> 00:21:45,300
- Well, I love what you wrote.

497
00:21:45,300 --> 00:21:46,680
I love the quote.

498
00:21:46,680 --> 00:21:50,520
And I love, I think you
called it a gentle challenge.

499
00:21:50,520 --> 00:21:52,500
- Actually that's our other friend, Kathy.

500
00:21:52,500 --> 00:21:53,940
Thank you, Kathy.

501
00:21:53,940 --> 00:21:56,579
Kathy's Satina shared that

502
00:21:56,579 --> 00:22:00,180
as a review for the book,
she said, it's like,

503
00:22:00,180 --> 00:22:04,110
you go grab a cup of coffee or
a cup of tea and you sit down

504
00:22:04,110 --> 00:22:06,990
and it's a gentle nudge from a friend.

505
00:22:06,990 --> 00:22:09,570
It's a gentle question from a friend.

506
00:22:09,570 --> 00:22:11,550
Have you thought about this?

507
00:22:11,550 --> 00:22:13,980
And I've been, thank you, Kathy, for that.

508
00:22:13,980 --> 00:22:16,950
I've literally taken that on
everything I talk about now

509
00:22:16,950 --> 00:22:19,680
when I mention the book,
it's the gentle nudge.

510
00:22:19,680 --> 00:22:23,880
It's that friendly prodding
question from that friend,

511
00:22:23,880 --> 00:22:24,780
that close friend that says,

512
00:22:24,780 --> 00:22:27,210
hey, have you thought about this?

513
00:22:27,210 --> 00:22:30,720
- Now I don't want to
distract this podcast,

514
00:22:30,720 --> 00:22:34,110
but the way Chris and
I first met each other

515
00:22:34,110 --> 00:22:37,440
is we had a one on one, I
think we connected on LinkedIn.

516
00:22:37,440 --> 00:22:42,090
And in that conversation
you began saying, hmm,

517
00:22:42,090 --> 00:22:45,120
I wonder if Mike would
benefit by knowing so and so

518
00:22:45,120 --> 00:22:46,200
and so and so.

519
00:22:46,200 --> 00:22:48,558
And you kind of convened a group

520
00:22:48,558 --> 00:22:53,280
and that group has been
together now for over a year.

521
00:22:53,280 --> 00:22:58,280
It gathers via Zoom
about every three weeks.

522
00:22:59,010 --> 00:23:03,600
And because of the powerful illustration

523
00:23:03,600 --> 00:23:06,810
you've given in this book
and what it represents,

524
00:23:06,810 --> 00:23:10,860
we've actually called that
group the Red Chair Council.

525
00:23:10,860 --> 00:23:15,840
And you've already given a
shout out to Kathy as a member.

526
00:23:15,840 --> 00:23:19,920
You've referenced yet another
member in this one call.

527
00:23:19,920 --> 00:23:21,150
We're only lacking one more

528
00:23:21,150 --> 00:23:24,120
and we've got the whole group. (laughs)

529
00:23:24,120 --> 00:23:27,600
Go ahead.
- So Sherry, Scott, Kathy,

530
00:23:28,680 --> 00:23:31,710
Mike and I, you know, it's funny,

531
00:23:31,710 --> 00:23:36,150
I'm so thankful for that week,

532
00:23:39,270 --> 00:23:41,670
that last week in January of '21

533
00:23:41,670 --> 00:23:43,740
when I met all of you guys.

534
00:23:43,740 --> 00:23:48,740
And it was literally the
week before my father passed

535
00:23:48,960 --> 00:23:53,190
when I met everybody and
I sent out the email.

536
00:23:53,190 --> 00:23:55,110
When I met Scott, Scott
was the last person I met.

537
00:23:55,110 --> 00:23:59,490
And so when I talked with, I
was having a Zoom with Scott.

538
00:23:59,490 --> 00:24:02,610
And when we were having
this conversation, I said,

539
00:24:02,610 --> 00:24:03,870
I wanna create a mastermind,

540
00:24:03,870 --> 00:24:06,360
because I'd lost my stepfather,
like I said, years prior.

541
00:24:06,360 --> 00:24:10,740
So I'd been longing for, wanting
this mastermind, mentoring,

542
00:24:10,740 --> 00:24:12,960
whatever you wanna call it group.

543
00:24:12,960 --> 00:24:15,898
And so when I met all four of
you, I was like, this is it.

544
00:24:15,898 --> 00:24:18,690
And I wrote down and I've shown it to you,

545
00:24:18,690 --> 00:24:20,400
but I wrote down everybody's name.

546
00:24:20,400 --> 00:24:23,790
I said, I want Mike, Harry, Kathy, Scott,

547
00:24:23,790 --> 00:24:25,530
I want you guys to be in this group,

548
00:24:25,530 --> 00:24:28,680
if you're up for it, I would
love for this to come together.

549
00:24:28,680 --> 00:24:31,320
And literally what,
two, three weeks later,

550
00:24:31,320 --> 00:24:34,830
it was like end of February,

551
00:24:34,830 --> 00:24:36,720
that we had our very first meeting.

552
00:24:36,720 --> 00:24:39,480
Now I'm not narcissistic

553
00:24:39,480 --> 00:24:42,600
and it was not my idea to call the group

554
00:24:42,600 --> 00:24:43,863
the Red Chair Council.

555
00:24:44,970 --> 00:24:47,820
In fact, I think it was
yours or Scott's idea

556
00:24:47,820 --> 00:24:48,960
that you guys were like,

557
00:24:48,960 --> 00:24:50,670
why don't we call it
the Red Chair Council?

558
00:24:50,670 --> 00:24:53,700
And I reluctantly was like,
if you guys want that,

559
00:24:53,700 --> 00:24:56,760
that's great, I am honored
that you feel that way.

560
00:24:56,760 --> 00:24:58,860
But so many things in my life

561
00:24:58,860 --> 00:25:00,870
are really about this red chair.

562
00:25:00,870 --> 00:25:02,310
It's about the Red Chair Council.

563
00:25:02,310 --> 00:25:04,260
It's "The Red Chair Experience".

564
00:25:04,260 --> 00:25:05,790
All of these things are coming about

565
00:25:05,790 --> 00:25:07,950
as a result of this red chair.

566
00:25:07,950 --> 00:25:11,280
And so I love that, that
it's becoming that, right?

567
00:25:11,280 --> 00:25:16,280
And this whole thing is, this
book has really kind of thrown

568
00:25:17,610 --> 00:25:22,610
a whole new persona into existence.

569
00:25:22,920 --> 00:25:26,400
And I think I mentioned this
to you before, but Mike,

570
00:25:26,400 --> 00:25:28,410
this book, as I realized
over the last month,

571
00:25:28,410 --> 00:25:32,097
that really this book was
written to 10 years ago me.

572
00:25:32,097 --> 00:25:34,110
And I didn't realize it at the time,

573
00:25:34,110 --> 00:25:37,140
but it just really kind
of came to fruition

574
00:25:37,140 --> 00:25:39,900
as I was talking to
people and I realized it

575
00:25:39,900 --> 00:25:42,810
as you experienced, and you
and I talked about this,

576
00:25:42,810 --> 00:25:46,560
there's a depth to it,
an emotional depth to it

577
00:25:46,560 --> 00:25:49,140
that if you will, 10 years ago me

578
00:25:49,140 --> 00:25:52,500
wasn't fully aware of
and understanding of.

579
00:25:52,500 --> 00:25:55,890
And so what's happened is
I've come to understanding

580
00:25:55,890 --> 00:25:58,110
through these things that
are happening in my life

581
00:25:58,110 --> 00:26:01,383
and have happened since
all of this took place.

582
00:26:02,310 --> 00:26:04,830
And through the process
of writing the book,

583
00:26:04,830 --> 00:26:09,183
I came to this understanding
about the emotional side of me.

584
00:26:10,020 --> 00:26:14,610
And now I'm seeing how there
are so many more people like me

585
00:26:14,610 --> 00:26:17,310
that need this help
with the emotional side

586
00:26:17,310 --> 00:26:20,340
and kind of, I'm not
dragging them in, but saying,

587
00:26:20,340 --> 00:26:23,340
hey Mike, have you thought about this?

588
00:26:23,340 --> 00:26:25,140
And Mike goes, oof, wow.

589
00:26:25,140 --> 00:26:28,410
Yeah, that is something that's
been kind of gnawing at me

590
00:26:28,410 --> 00:26:31,020
or nagging at me or that
I've had thoughts on.

591
00:26:31,020 --> 00:26:32,848
Maybe I should pursue it.

592
00:26:32,848 --> 00:26:35,520
That's what's happening with this, right?

593
00:26:35,520 --> 00:26:40,030
This book is taking on this
persona of it can help people

594
00:26:41,040 --> 00:26:42,390
where I was 10 years ago.

595
00:26:42,390 --> 00:26:45,720
So it's speaking to this crowd of people

596
00:26:45,720 --> 00:26:47,610
that have this gap in their life

597
00:26:47,610 --> 00:26:50,580
that's this emotional piece

598
00:26:50,580 --> 00:26:52,110
that they're trying to figure out.

599
00:26:52,110 --> 00:26:56,310
And so the depth that comes
from the book and the things

600
00:26:56,310 --> 00:26:58,800
that I got to see and through
conversations with you

601
00:26:58,800 --> 00:27:02,553
and Scott and Harry and
Kathy and others like you,

602
00:27:03,690 --> 00:27:08,160
it really started to form this thing.

603
00:27:08,160 --> 00:27:12,690
And the book is a direct
result of you guys

604
00:27:12,690 --> 00:27:13,650
as much as it is me.

605
00:27:13,650 --> 00:27:17,340
It's my experiences, but you
guys are a part of that too.

606
00:27:17,340 --> 00:27:19,530
And like I said, there's things in here.

607
00:27:19,530 --> 00:27:22,710
I don't call anybody out
by name per se in the book,

608
00:27:22,710 --> 00:27:25,770
but I do mention things
in people and experiences

609
00:27:25,770 --> 00:27:26,880
that took place.

610
00:27:26,880 --> 00:27:28,170
And it really is,

611
00:27:28,170 --> 00:27:31,560
it's a nice journey and a nice long ride

612
00:27:31,560 --> 00:27:32,760
for people to kind of come on.

613
00:27:32,760 --> 00:27:36,033
And by the way, I still
read this book every day.

614
00:27:37,080 --> 00:27:37,913
I actually do.

615
00:27:37,913 --> 00:27:40,110
And it's not from a, oh,
what did I have to say today?

616
00:27:40,110 --> 00:27:42,330
It's what can I learn from this today?

617
00:27:42,330 --> 00:27:47,330
So you mentioned earlier
the excerpt from today,

618
00:27:48,540 --> 00:27:51,750
what a great little piece to put in.

619
00:27:51,750 --> 00:27:53,460
And I learned from it today.

620
00:27:53,460 --> 00:27:54,570
I was like, oh, you know what?

621
00:27:54,570 --> 00:27:56,400
I need to be reminded of that.

622
00:27:56,400 --> 00:27:58,590
So I do try and do that.

623
00:27:58,590 --> 00:28:01,323
I don't, again, I'm not
reading it for, you know,

624
00:28:02,970 --> 00:28:05,143
my own pat on the back.

625
00:28:05,143 --> 00:28:07,620
I'm looking for something to inspire me.

626
00:28:07,620 --> 00:28:10,370
And that's one of the four
books that I read every day.

627
00:28:11,640 --> 00:28:14,970
- Chris, I feel very
fortunate to be able to say

628
00:28:14,970 --> 00:28:18,900
that this podcast has had
thousands of downloads.

629
00:28:18,900 --> 00:28:22,380
And as I've got to learn from
folks who do take the time

630
00:28:22,380 --> 00:28:25,350
to listen to these podcasts,
here's what I'm finding.

631
00:28:25,350 --> 00:28:28,920
It's typically decision makers.

632
00:28:28,920 --> 00:28:31,980
And it seems as if the higher
you go up in the organization,

633
00:28:31,980 --> 00:28:35,910
the more sense of isolation there is.

634
00:28:35,910 --> 00:28:39,120
And you add to that this pandemic

635
00:28:39,120 --> 00:28:44,120
and how really separated
many of us kind of felt.

636
00:28:46,440 --> 00:28:48,630
I go back to your mastermind group.

637
00:28:48,630 --> 00:28:51,630
You thought, let's bring
this group together

638
00:28:51,630 --> 00:28:52,860
and let's see what happens.

639
00:28:52,860 --> 00:28:56,310
What's amazing is that with
exception of two of us,

640
00:28:56,310 --> 00:28:58,830
that happens to be you
and me in one state,

641
00:28:58,830 --> 00:29:00,900
we're both in the state of Georgia,

642
00:29:00,900 --> 00:29:05,610
we've got representation in
Illinois, New York, Florida.

643
00:29:05,610 --> 00:29:06,840
And with exception of you and I,

644
00:29:06,840 --> 00:29:10,050
which we've had a chance to
have dinner together in person,

645
00:29:10,050 --> 00:29:12,060
we've not met in person.

646
00:29:12,060 --> 00:29:16,380
But over that year, bonds take place.

647
00:29:16,380 --> 00:29:20,640
And that the conversations,
these are all business owners,

648
00:29:20,640 --> 00:29:23,370
sharing, learning from each other.

649
00:29:23,370 --> 00:29:28,370
To many, if you just think
about what's kind of unfolded,

650
00:29:29,040 --> 00:29:30,240
and I know you know this,

651
00:29:30,240 --> 00:29:33,270
yes, I suggested calling
it the Red Chair Council.

652
00:29:33,270 --> 00:29:36,120
But what I'm realizing
is that we have formed

653
00:29:36,120 --> 00:29:39,750
our own version of a virtual red chair.

654
00:29:39,750 --> 00:29:42,360
There's a place for us to go to.

655
00:29:42,360 --> 00:29:43,710
It's on our calendar.

656
00:29:43,710 --> 00:29:46,196
It's on a fixed schedule every three weeks

657
00:29:46,196 --> 00:29:49,170
on a Friday at 10 o'clock.

658
00:29:49,170 --> 00:29:52,260
And I know that I'm gonna
be with like minded people

659
00:29:52,260 --> 00:29:56,250
and I'm going to learn, I'm gonna laugh,

660
00:29:56,250 --> 00:29:58,110
I'm going be held accountable

661
00:29:58,110 --> 00:30:01,080
if I've said something that
I said I was going to do.

662
00:30:01,080 --> 00:30:04,920
And what I would say
is in today's climate,

663
00:30:04,920 --> 00:30:09,920
if our listeners are not
part of some type of group,

664
00:30:10,080 --> 00:30:13,200
this would be an encouragement.

665
00:30:13,200 --> 00:30:14,670
It's a twofold encouragement.

666
00:30:14,670 --> 00:30:19,670
One, order the book, read the book,

667
00:30:20,280 --> 00:30:23,160
use it not necessarily
to sit down and read it

668
00:30:23,160 --> 00:30:24,060
from cover to cover,

669
00:30:24,060 --> 00:30:26,670
but read it the way that it was intended,

670
00:30:26,670 --> 00:30:29,820
a daily reflection,

671
00:30:29,820 --> 00:30:32,553
because it applies in
so many different ways.

672
00:30:33,840 --> 00:30:37,833
The second is if you're
not part of a group,

673
00:30:38,760 --> 00:30:41,820
it could be a group of two or more.

674
00:30:41,820 --> 00:30:44,130
My encouragement to
those who are listening,

675
00:30:44,130 --> 00:30:47,370
who are watching, is find a group,

676
00:30:47,370 --> 00:30:50,850
find a group that you can
feel a sense of connection to.

677
00:30:50,850 --> 00:30:55,200
And I'm actually reading
the autographed copy,

678
00:30:55,200 --> 00:30:58,230
you put on here, and I just love this.

679
00:30:58,230 --> 00:31:00,420
And that says, you wrote,

680
00:31:00,420 --> 00:31:04,923
here's finding your red
chair and using it often.

681
00:31:05,850 --> 00:31:09,750
And so that has been meaningful to me.

682
00:31:09,750 --> 00:31:10,800
I wanted to share that.

683
00:31:10,800 --> 00:31:12,630
And I would love to, if you don't mind,

684
00:31:12,630 --> 00:31:13,740
I'd like to cover a couple other things

685
00:31:13,740 --> 00:31:15,180
while we're on this podcast.

686
00:31:15,180 --> 00:31:16,470
One of the things I'd love to do is

687
00:31:16,470 --> 00:31:18,510
given your years of experience,

688
00:31:18,510 --> 00:31:22,320
30 plus years working
with business owners,

689
00:31:22,320 --> 00:31:26,730
helping them with sales
related matters and beyond,

690
00:31:26,730 --> 00:31:30,600
can you reflect on a time
where either you or a client

691
00:31:30,600 --> 00:31:34,413
got stuck and what did
it take to get unstuck?

692
00:31:35,250 --> 00:31:36,120
- Sure.

693
00:31:36,120 --> 00:31:38,603
Actually one of my clients
that I'm working with now.

694
00:31:40,470 --> 00:31:43,260
They're a serial
perfectionist like myself.

695
00:31:43,260 --> 00:31:47,070
And so as serial
perfectionists, we get stuck.

696
00:31:47,070 --> 00:31:48,780
We get into this rut and we think

697
00:31:48,780 --> 00:31:51,273
I can't do this until I do that.

698
00:31:51,273 --> 00:31:53,340
I can't do this until this is perfect.

699
00:31:53,340 --> 00:31:55,740
And I would encourage you,

700
00:31:55,740 --> 00:31:58,110
if you struggle with that perfectionism

701
00:31:58,110 --> 00:32:02,013
or as I call it the serial
perfectionist mindset,

702
00:32:03,300 --> 00:32:07,800
take a step back and say,
it's good enough for now.

703
00:32:07,800 --> 00:32:09,780
It's good enough for me to move forward,

704
00:32:09,780 --> 00:32:11,190
and be okay with that.

705
00:32:11,190 --> 00:32:14,100
He was stuck with his
business and he's like,

706
00:32:14,100 --> 00:32:15,030
I really wanna use you, Chris.

707
00:32:15,030 --> 00:32:16,440
I really wanna use you,
I really wanna use you.

708
00:32:16,440 --> 00:32:19,470
But let me get to, let me get
through, let me get, right?

709
00:32:19,470 --> 00:32:22,050
Let me get this in order, let me do that.

710
00:32:22,050 --> 00:32:27,050
And what happened was,
I'm trying to think.

711
00:32:28,470 --> 00:32:32,310
I came down with COVID
pneumonia in April of '21.

712
00:32:32,310 --> 00:32:34,770
And I was in the hospital for a week.

713
00:32:34,770 --> 00:32:36,570
And I was talking to this person.

714
00:32:36,570 --> 00:32:39,330
We were not doing business together yet.

715
00:32:39,330 --> 00:32:41,760
And he is like, I wanna
do this, I wanna do this.

716
00:32:41,760 --> 00:32:44,550
I came out of that and we had
a couple more conversations

717
00:32:44,550 --> 00:32:45,960
and he said, you know what?

718
00:32:45,960 --> 00:32:47,130
We just need to use you.

719
00:32:47,130 --> 00:32:49,620
We just need to get off
this hump and move forward.

720
00:32:49,620 --> 00:32:52,170
His business since then, it's been,

721
00:32:52,170 --> 00:32:54,533
you know, about a year that
we've been working together now.

722
00:32:55,680 --> 00:32:59,220
His business is, he's
seeing leaps and bounds

723
00:32:59,220 --> 00:33:02,790
in the progress of his
business because of some

724
00:33:02,790 --> 00:33:03,810
of the things that we've discussed.

725
00:33:03,810 --> 00:33:05,970
And some of the things
he's been able to implement

726
00:33:05,970 --> 00:33:08,975
as a result of having some outsider

727
00:33:08,975 --> 00:33:11,430
take a look at his business
and help him to kind of

728
00:33:11,430 --> 00:33:12,510
push forward.

729
00:33:12,510 --> 00:33:13,950
And it's been gentle.

730
00:33:13,950 --> 00:33:16,380
I mean, at first it was like, we're flat.

731
00:33:16,380 --> 00:33:18,240
We're, you know, year over year.

732
00:33:18,240 --> 00:33:20,070
And then it was like
literally all of a sudden,

733
00:33:20,070 --> 00:33:21,840
it just went like this.

734
00:33:21,840 --> 00:33:23,700
And it's still moving like this.

735
00:33:23,700 --> 00:33:26,280
I mean, we were just talking earlier

736
00:33:26,280 --> 00:33:29,100
and his progress is,

737
00:33:29,100 --> 00:33:32,520
it's starting to take
on a whole new world.

738
00:33:32,520 --> 00:33:34,050
And he's like, holy mackerel.

739
00:33:34,050 --> 00:33:35,563
And now he's talking about
things that, you know,

740
00:33:35,563 --> 00:33:38,430
a year ago wasn't even
part of the conversation.

741
00:33:38,430 --> 00:33:41,160
He's like, now I need to do
this or I need to do this.

742
00:33:41,160 --> 00:33:43,650
And I can see the dream
and the vision, you know,

743
00:33:43,650 --> 00:33:45,600
of him just kind of going, oh, okay.

744
00:33:45,600 --> 00:33:48,060
The roof is off, now
where are we gonna go?

745
00:33:48,060 --> 00:33:50,940
And so often we get people
that are stuck under this roof.

746
00:33:50,940 --> 00:33:55,350
They go, ah, I just, I can't,
I keep hitting my head.

747
00:33:55,350 --> 00:34:00,350
And when he, the thing
that helped him was,

748
00:34:01,770 --> 00:34:03,780
one of the things I
said to him was, listen,

749
00:34:03,780 --> 00:34:08,070
this is never gonna change and
it's never gonna be perfect,

750
00:34:08,070 --> 00:34:11,940
but you have to decide when
you're ready to make this move.

751
00:34:11,940 --> 00:34:13,620
And when you're ready,

752
00:34:13,620 --> 00:34:15,000
this whole thing will open up for you.

753
00:34:15,000 --> 00:34:17,310
And it's become that form.

754
00:34:17,310 --> 00:34:18,143
It's been amazing.

755
00:34:18,143 --> 00:34:21,360
It's been fun to watch
actually, a lot of fun.

756
00:34:21,360 --> 00:34:23,970
- That's a great example.

757
00:34:23,970 --> 00:34:28,560
I'm reading another book by
John Acuff called "Soundtracks".

758
00:34:28,560 --> 00:34:32,590
And one of the things that he
tries to get across is that

759
00:34:33,540 --> 00:34:36,120
if you do suffer from that perfectionism,

760
00:34:36,120 --> 00:34:40,410
you have to accept that
sometimes it's gonna be messy.

761
00:34:40,410 --> 00:34:42,390
And particularly when you have momentum.

762
00:34:42,390 --> 00:34:45,600
And I think the expression
is momentum is messy.

763
00:34:45,600 --> 00:34:46,890
And that is, you gotta learn

764
00:34:46,890 --> 00:34:48,780
to let go of that professionalism.

765
00:34:48,780 --> 00:34:52,680
But if you are willing, in
this case with your client,

766
00:34:52,680 --> 00:34:54,570
he said yes.

767
00:34:54,570 --> 00:34:58,680
And in saying yes, it
has changed everything.

768
00:34:58,680 --> 00:35:00,480
- Yeah, yeah.

769
00:35:00,480 --> 00:35:02,310
And to your point, is it a little messy?

770
00:35:02,310 --> 00:35:03,420
Absolutely.

771
00:35:03,420 --> 00:35:04,890
And that's okay.

772
00:35:04,890 --> 00:35:07,230
And you know,

773
00:35:07,230 --> 00:35:09,150
between my book and some other projects

774
00:35:09,150 --> 00:35:10,380
I've been working on,

775
00:35:10,380 --> 00:35:13,200
I literally have to step
back and go, you know what?

776
00:35:13,200 --> 00:35:15,930
This is good enough for right now.

777
00:35:15,930 --> 00:35:19,587
And one of my favorite
movies, "Serendipity",

778
00:35:20,640 --> 00:35:22,140
there's a movie line from that.

779
00:35:22,140 --> 00:35:24,900
And you, Mike, you know this
about me, I'm a movie line fan.

780
00:35:24,900 --> 00:35:29,900
So in the movie, the girl
is trying to figure out

781
00:35:30,150 --> 00:35:30,983
what she should do.

782
00:35:30,983 --> 00:35:33,510
She's stuck on this kind of
decision, what she wants to do.

783
00:35:33,510 --> 00:35:36,240
And her best friend says to her,

784
00:35:36,240 --> 00:35:40,590
you're out here pursuing
Mr. Right or Mr. Good,

785
00:35:40,590 --> 00:35:43,920
or yeah, Mr. Right, and Mr.
Good enough for right now

786
00:35:43,920 --> 00:35:47,070
is right here, right in your face.

787
00:35:47,070 --> 00:35:50,700
And her friend was stuck in
the world that we get stuck in,

788
00:35:50,700 --> 00:35:54,000
which is sometimes we go, oh,
let me just settle for this.

789
00:35:54,000 --> 00:35:56,820
And I'm not saying that,
don't settle for things.

790
00:35:56,820 --> 00:35:59,820
But sometimes it's good enough
for us to take that next step

791
00:35:59,820 --> 00:36:01,620
and go, okay, now I can take this step.

792
00:36:01,620 --> 00:36:04,530
Now I gotta get out of
the way and move forward.

793
00:36:04,530 --> 00:36:05,490
I need a coach.

794
00:36:05,490 --> 00:36:07,440
I need a mentoring group.

795
00:36:07,440 --> 00:36:09,780
I need an accountability partner.

796
00:36:09,780 --> 00:36:11,070
I need to take that next step.

797
00:36:11,070 --> 00:36:12,660
And that next step is okay,

798
00:36:12,660 --> 00:36:13,980
it's gonna cost me a little bit of money

799
00:36:13,980 --> 00:36:16,470
or a little bit of time
or a little bit of both.

800
00:36:16,470 --> 00:36:19,500
But I need to do this to get better.

801
00:36:19,500 --> 00:36:20,333
And we all do.

802
00:36:20,333 --> 00:36:23,730
And so I love that.

803
00:36:23,730 --> 00:36:26,433
That sometimes we just have to say yes.

804
00:36:27,420 --> 00:36:29,790
Mickey Singer, by the way,
Michael Singer wrote a book

805
00:36:29,790 --> 00:36:31,410
called "The Surrender Experiment".

806
00:36:31,410 --> 00:36:34,260
I don't, I'm looking
at my books right here.

807
00:36:34,260 --> 00:36:35,093
It's not right here.

808
00:36:35,093 --> 00:36:36,450
But that was one of the things

809
00:36:36,450 --> 00:36:38,179
that kind of opened up
my mind to that was,

810
00:36:38,179 --> 00:36:41,880
it's called "The Surrender
Experiment" by Michael Singer,

811
00:36:41,880 --> 00:36:43,350
Michael A. Singer.

812
00:36:43,350 --> 00:36:48,300
And wade through it, it's a good book.

813
00:36:48,300 --> 00:36:51,600
But the key there for me
was be open to the things

814
00:36:51,600 --> 00:36:53,340
that are happening around you.

815
00:36:53,340 --> 00:36:55,623
And don't be afraid to
accept some of the things

816
00:36:55,623 --> 00:36:56,520
that are going on,

817
00:36:56,520 --> 00:36:58,433
'cause you just never know
where they're gonna lead.

818
00:36:59,820 --> 00:37:02,774
- Chris, as you kind of
reflect on this conversation,

819
00:37:02,774 --> 00:37:04,500
it's been pretty far ranging.

820
00:37:04,500 --> 00:37:08,433
What would you want to be
the takeaways that we have?

821
00:37:10,590 --> 00:37:15,590
- Oh man, I think the
biggest thing for everybody

822
00:37:15,750 --> 00:37:18,150
is number one,

823
00:37:18,150 --> 00:37:22,290
how do we become more
understanding of who we are

824
00:37:22,290 --> 00:37:23,430
and where we are?

825
00:37:23,430 --> 00:37:26,490
In finding our own red chair experience,

826
00:37:26,490 --> 00:37:28,680
what are you doing to
better yourself today?

827
00:37:28,680 --> 00:37:33,680
And we get caught up in the,
how do I be better than Mike?

828
00:37:33,690 --> 00:37:35,940
Well, Mike's not my competition.

829
00:37:35,940 --> 00:37:38,640
Chris is my competition,
I'm my own competition.

830
00:37:38,640 --> 00:37:40,350
So how do I better myself today?

831
00:37:40,350 --> 00:37:41,550
Better than I was yesterday.

832
00:37:41,550 --> 00:37:44,640
So part of that is becoming
aware of who you are

833
00:37:44,640 --> 00:37:47,280
and where you're at and what's
going on with your life.

834
00:37:47,280 --> 00:37:50,190
So how do I better
myself tomorrow or today

835
00:37:50,190 --> 00:37:51,363
versus yesterday?

836
00:37:52,290 --> 00:37:56,100
And then number two is if
you don't have a mentor

837
00:37:56,100 --> 00:37:58,140
or if you don't have an
accountability partner,

838
00:37:58,140 --> 00:38:01,440
if you don't have a coach,
like you said, get one.

839
00:38:01,440 --> 00:38:03,600
Get somebody involved in
your life that can give you

840
00:38:03,600 --> 00:38:04,860
a different perspective.

841
00:38:04,860 --> 00:38:08,430
By the way, it should not,
cannot be your spouse,

842
00:38:08,430 --> 00:38:09,960
your significant other.

843
00:38:09,960 --> 00:38:12,960
It can't be somebody that
is that close to you.

844
00:38:12,960 --> 00:38:15,000
They have to have perspective.

845
00:38:15,000 --> 00:38:16,770
And usually perspective
comes from somebody

846
00:38:16,770 --> 00:38:19,350
that's not in your day to day.

847
00:38:19,350 --> 00:38:21,780
And so those are two things.

848
00:38:21,780 --> 00:38:22,890
Of course buy the book.

849
00:38:22,890 --> 00:38:27,510
But no, but the other
piece of it really I think

850
00:38:27,510 --> 00:38:30,390
is look for people that
are smarter than you

851
00:38:30,390 --> 00:38:31,590
and get them involved.

852
00:38:31,590 --> 00:38:32,423
- Hmm.

853
00:38:33,690 --> 00:38:36,030
All great suggestions.

854
00:38:36,030 --> 00:38:38,310
Chris, if people are
listening or watching to this

855
00:38:38,310 --> 00:38:39,450
and they wanna reach out to you,

856
00:38:39,450 --> 00:38:42,660
what's the best way for them to get you?

857
00:38:42,660 --> 00:38:44,100
- Whew.

858
00:38:44,100 --> 00:38:47,130
The best way to find me is you can go

859
00:38:47,130 --> 00:38:50,059
to coachchrisconsulting.com.

860
00:38:50,059 --> 00:38:51,780
That's my web.

861
00:38:51,780 --> 00:38:55,020
And you can find all
my contact information

862
00:38:55,020 --> 00:38:56,433
on the contact us page.

863
00:38:58,410 --> 00:39:01,110
If you want a signed copy of
"The Red Chair Experience",

864
00:39:01,110 --> 00:39:04,080
you can go to
theredchairexperience.com and order

865
00:39:04,080 --> 00:39:06,180
your signed copy here
in the United States.

866
00:39:06,180 --> 00:39:09,480
If you're outside of the US,
I encourage you go to Amazon.

867
00:39:09,480 --> 00:39:12,510
If you like digital copies, go
to Amazon, Barnes and Noble,

868
00:39:12,510 --> 00:39:13,350
Walmart has 'em.

869
00:39:13,350 --> 00:39:16,380
I mean, everybody has
a copy of my book now,

870
00:39:16,380 --> 00:39:18,455
which is kind of cool, it's kind of weird.

871
00:39:18,455 --> 00:39:22,860
But yeah, if you're not
necessarily interested

872
00:39:22,860 --> 00:39:23,693
in a signed copy,

873
00:39:23,693 --> 00:39:25,110
go ahead and get it from somewhere else.

874
00:39:25,110 --> 00:39:26,490
But pick up a copy,

875
00:39:26,490 --> 00:39:29,370
find something to, you
know, read on a daily basis.

876
00:39:29,370 --> 00:39:31,767
But those are the best
ways to reach out for me

877
00:39:31,767 --> 00:39:32,973
and to contact me.

878
00:39:34,650 --> 00:39:36,810
- Chris, I was looking forward to this.

879
00:39:36,810 --> 00:39:38,820
It was a little hard to
get on your calendar.

880
00:39:38,820 --> 00:39:40,710
You're so in demand now.

881
00:39:40,710 --> 00:39:42,600
But I'm glad you worked me in.

882
00:39:42,600 --> 00:39:46,860
Thank you for sharing your expertise,

883
00:39:46,860 --> 00:39:48,000
for sharing your passion

884
00:39:48,000 --> 00:39:49,690
and sharing your heart with us today.

885
00:39:49,690 --> 00:39:51,330
- Absolutely Mike.

886
00:39:51,330 --> 00:39:52,290
I appreciate the time.

887
00:39:52,290 --> 00:39:54,090
And like you said, we've
spent time together,

888
00:39:54,090 --> 00:39:57,630
so I'm glad we got the opportunity
to sit down and do this

889
00:39:57,630 --> 00:40:00,660
and now we've got something
to preserve it with, right?

890
00:40:00,660 --> 00:40:02,130
- That we do.

891
00:40:02,130 --> 00:40:05,280
I also wanna thank our
listeners for joining us today.

892
00:40:05,280 --> 00:40:08,760
We upload the latest
episode to Apple, Google,

893
00:40:08,760 --> 00:40:10,860
and Spotify every Thursday.

894
00:40:10,860 --> 00:40:13,530
So if you've enjoyed
this episode with Chris,

895
00:40:13,530 --> 00:40:16,620
which I'm sure you have, please subscribe.

896
00:40:16,620 --> 00:40:18,690
So I have a question for you.

897
00:40:18,690 --> 00:40:22,770
Are you ready to solve those
nagging people, process,

898
00:40:22,770 --> 00:40:26,490
or planning problems that're
slowing your company's growth?

899
00:40:26,490 --> 00:40:29,940
If yes, let's schedule
a quick discovery call.

900
00:40:29,940 --> 00:40:33,450
You can go to our website,
bench-builders.com,

901
00:40:33,450 --> 00:40:38,160
or simply type unstuck.show
in your browser.

902
00:40:38,160 --> 00:40:40,137
So I wanna thank you for joining us

903
00:40:40,137 --> 00:40:43,470
and I hope you've picked
up on some tips from Chris

904
00:40:43,470 --> 00:40:47,760
that will help you get
unstuck and on target.

905
00:40:47,760 --> 00:40:48,753
Until next time.

906
00:40:49,803 --> 00:40:52,386
(upbeat music)