Sept. 9, 2024

Walker McKay, McKay Consulting Group; No BS Sales; No BS Sales Podcast; Author

Walker McKay, McKay Consulting Group; No BS Sales; No BS Sales Podcast; Author

Walker McKay, founder & principal of McKay Consulting Group, founder of No BS Sales and the No BS Sales Podcast, and author of the soon to be released book, Some Will. Some Won't. So What! Who's Next?

Walker has made a career out of coaching and...

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Walker McKay, founder & principal of McKay Consulting Group, founder of No BS Sales and the No BS Sales Podcast, and author of the soon to be released book, Some Will. Some Won't. So What! Who's Next?

Walker has made a career out of coaching and training salespeople around the country to sell without being “salesy”, to build trusting business relationships with decision makers much more quickly, and to make more money without using pressure or cheesy sales tactics.

Winning Business Radio is broadcast live Mondays at 4PM ET and Music on W4CY Radio (www.w4cy.com) part of Talk 4 Radio (www.talk4radio.com) on the Talk 4 Media Network (www.talk4media.com). Winning Business Radio is viewed on Talk 4 TV (www.talk4tv.com).

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WEBVTT

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The topics and opinions expressed in the following show are

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solely those of the hosts and their guests, and not

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those of W FOURCY Radio. It's employees are affiliates. We

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Radio or it's employees are affiliates. Any questions or comments

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should be directed to those show hosts. Thank you for

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choosing W FOURCY Radio.

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Churchill said, those who fail to learn from history are condemned.

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To repeat it.

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Kevin Helen n believes that certainly applies to business. Welcome

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to Winning Business Radio here at W four CY Radio.

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That's W four cy dot com and now your host,

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Kevin Helenn.

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Thanks everybody for joining in today. We are live and

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I'm Kevin Hallanan and welcome back to Winning Business TV

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and radio on W four cy dot com. We're streaming

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live on talk for TV. That's talked the Number four TV,

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and of course we're streaming live on Facebook and that's

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at Winning Business Radio. And as most of you know,

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we're available in podcasts after the live show on pretty

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much every platform you can find podcasts, YouTube, iHeartRadio, Spotify, Apple,

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pretty much again wherever you find podcasts. The mission of

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Winning Business radio and TV, as regular viewers and listeners know,

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is to offer insights and advice to help people avoid

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the mistakes of others, right to learn best practices, the

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how tos, the what too's, the what not tos, to

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be challenged, and I hope to be inspired by the

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successes of others. Those are consultants, coaches, advisors, founders, owners, entrepreneurs, authors,

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people with expertise. But you know, virtually every one of

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those types of people, successful people I've ever had a

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chance to talk to, has said some form of failure

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in their lives and careers. So, as I say, every week,

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while we all have to get our knees skinned once

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in a while, I'm driven to keep those scrapes from

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needing major surgery. Let's endeavor to learn from history so

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we don't repeat it. I've spent the better part of

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my career equipping businesses to grow from solopreneurs to small

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and medium sized businesses all the way up to the

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fortune fifty. I've seen some of those companies win and

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to varying degrees, I've seen some of them fail too.

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I've had the opportunity to rub elbows with some of

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the highest performing people around and with some who probably

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should have found other careers. In my own businesses, I've

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had lots of success, but some failures too, So I

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like to think I've learned a lot from those experiences.

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So you're going to hear from me my opinions and insights.

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But anybody who knows Newell will tell you that I

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sometimes have a hard time being quiet.

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Walker. Sorry, but mostly we.

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Hear from experts, those consultants, coaches, authors, advisors. Today's no different.

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My guest is Walker McKay. He is the founder and

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principal principle of McKay Consulting Group, founder of NOBS Sales

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and the Nobs Sales podcast, and author of the soon

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to be released book Some Will Some won't, So What

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Who's Next? Viewers and listeners may remember Walker. He was

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a guest on the show way back in This was

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a pivotal moment January of twenty twenty, right before the apocalypse,

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I mean pandemic. Here's his bio. After graduating from Washington

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and Lee University, Walker McKay began his professional career in banking.

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He then transitioned to the commercial real estate industry, where

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he spent the next thirteen years owning his business skills

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that eventually starting his own agency and early three, Walker

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realized that he could make a career of helping other

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professionals develop their selling and business skills, and subsequently joined

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the Sandler Training Organization in Columbia, South Carolina. Innately curious

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and likely to say anything to anyone and get away

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with it. That's true if you get to know him.

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Walker coaches and trains salespeople around the country to sell

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without being sales e, to build trusting business relationships and

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decision makers with decision maker much more quickly, and you

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know what, to make more money without using pressure or

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cheesy sales tactics. Walker lives in Greenville, South Carolina with

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his lovely life. Hell a little bit, I'm gonna start

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that one again. Walker lives in Greenville, South Carolina with

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his lovely wife, Sally. They have two boys who left

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the Fish and Hunt Walker. Welcome to Winning Business Radio.

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Appreciate you being here.

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Thank you, Kevin. I appreciate that one thing that clearly

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I wrote wrong or somebody wrote wrong in my thing

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was I live in Columbia, South Carolina. I say, got

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agreeable South Carolina. You said Greenville, But Greenble's a hell

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of a place. But it's just not Columbia.

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You know, I knew that. I just kept saying it wrong.

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You're right, it's all right.

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Thanks for clarified, because you don't want to be confused

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with that guy. No, absolutely no, not that guy.

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All right, So let's start with a little easy stuff here.

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Tell us about Sally and the boys.

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So been married twenty seven years. Two weeks ago, I

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still introduced Sally. It's my first wife. It catches her

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off guard every now and then. My first wife. Now,

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I had two boys, both in college. One is a

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freshman at Wofford College in Spartanburg, South Carolina, where's playing football.

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They're now ranked twenty He just said there, ranked twenty

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fourth in the country. Wow. I don't know what that

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really means. But they did beat They beat University of

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Richmond and football this weekend, so he's feeling good about that.

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My other son is is Walker of the third and

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he is at Swane. He's a senior there studying forestry

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and he hopes to. His plan is to move to

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New Zealand after he graduates for up to two years

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to getting the forestry business down there before coming back here.

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So I'm excited because that means there might be at

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least one, maybe two or three fishing trips for me

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in New Zealand.

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Yeah, so I'm.

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Encouraging him to go do that.

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That is definitely a place on my bucket list.

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As well mine too. And so you like the couch,

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just go.

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I'm there, I'm there. How do you developed that love

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of the outdoors.

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Yeah, I didn't grow up doing that, but I typically

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when I get into something, I get way into something,

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and so when I was in I was kind of

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growing up. My dad had a peace property on the

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country that had a lake, and I used to kind

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of fish and that kind of stuff out there. But

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when I went away to high school and college, I

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was more interested in alcohol and women than I was

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in being outdoors. So I kind of gave.

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Me to do.

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You can do at least one of those things outdoors.

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Correct, that's exactly right. But anyway, a friend of mine

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invited me on a fishing trip to Florida, and I

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was like, you know, I'll go I don't really care

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about that. I ended up having a really good time.

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And then another friend of mine said, come hunt with me.

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I'm like, deer hunt and he's like yeah. So I

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took a book and I sat in a deer stand

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by myself and read. It was before these damn things, right,

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And I sat in the stand and read a book.

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I was like, this is I don't ever do this anymore.

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And so anyway, I kind of got hooked and I

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did it. I got really into it, and I started

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studying the biology of the animals and the seasons and

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all this stuff. I was like, this is really cool.

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And then my boys were born and I wanted to

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have something to do with them, and so I started

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taking taking them both on dove shoots when they were

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three or four years old. They didn't shoot at the town,

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but they would go pick up birds for me. And

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both my boys killed their first year when they were

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seven years old. So which is you know, which is

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down here not that big of a deal, but in

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a lot of other places in the country that's like

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holy shit. So so yeah, we've been around. We love

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the outdoors is something we love and love to do.

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Ourselves awesome.

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All right, transitioning a little bit, How did you decide

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you wanted to study American history in school?

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Well, I was an English major because I was going

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to go to law school and I had a really

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good English teacher in high school who inspired me, and

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so I was an English Like I said, when studied English,

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was excited about that. And I ended up was in

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a class of three people's at three hundred level English class.

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And I was not a great student. I was a

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C student, mainly because I didn't really care at the time.

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And the class was on Thursday morning, and we our Wednesday,

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our party night was Wednesday night. And so I showed

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up in class on Thursday morning at eight o'clock and

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nobody else showed up, and I hadn't done the reading,

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and the guy who was the head of the English

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department made me stand up and read out loud to him,

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and I was like, he hates me, right, I think.

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I'm so sweat just now thinking about that.

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It was terrible. So I was like, why do I

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say this? F this? I'm going to be a history

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major because that's easier. So I switched to history, and

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that's how I became history major, and I loved it.

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A lot of thought went into that.

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I was like, just get me out of here, out

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of college, get me out of college.

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So how did you get into banking?

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I was interviewing for jobs, and I was never coming

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back to Columbia, South Carolina, and I was going to

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go to Chicago or Boston or New York or LA

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or something, because that's what I was built for. And

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I got a couple of job offers, one like for

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retail in New York something like that. And I got

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an offer to come work for a bank bank training

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program in Columbia and somebody described that as a getting

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paid to get an MBA, and so I was going

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to come do that for six months and then go

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to all those other places. And that was almost forty

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years ago. So I just kind of stayed, and I'm

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glad I did. I stayed for eighteen months at the bank,

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and I don't remember if I quit or got fired.

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It's very kind of foggy exactly what happened. But I

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was no longer at the bank, and I went into

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commercial real estate, where I knew i'd make my fortune exactly.

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So see if you remember this much, I like to

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ask what lessons did you learn from banking that you

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still used today?

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We're still.

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Yeah, that's a tough one.

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Well, you know what it was. I learned a ton

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of stuff. Number one was the value of your credit score,

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how important it is to take care of and take

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care of your credit to score and keep that high.

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I also understood, I learned the language, and I think

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this is a good thing of how of how banks

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approved commercial loans information they needed, what was going to

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be a good one versus a bad one as far

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as the when you're giving the information to somebody with

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the things that they needed. And that's been invaluable to

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me to understand a banker's brain and help me, you know,

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in some ways greatly and badly at others. If I

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needed to go borrow money, I knew what the hell

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that was looking they were looking for and what I

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needed to present to be able to get what I needed.

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And you and I are in a position as trusted

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advisors to our clients where they typically ask us some

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things off topic, and that's one of them.

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Yeah, yeah, right, yeah.

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Yes, one hundred percent. It's funny. I was talking TOG

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the other day and I said, you know, my banker

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does this bagger that he goes. You know, I've always

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wanted a banker. I'm like, you own a business and

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you don't have a banker. For goodness sakes, what's wrong

224
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with you? You better do that. I had made an

225
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introduction that day so that he can have a quote banker. Yeah.

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So anyway, so how did you become interested in commercial

227
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real estate because that was the next well of transit.

228
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Yeah, buddy of mine came into my branch. It was

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some of that known for a while. And he deposited

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a check, a commission check for nineteen thousand dollars that

231
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he'd done forgotten for making doing a lease. And I

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made eighteen thousand dollars. I made eighteen thousand dollars a year,

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and he just a positive check that was more money

234
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than I'd made for the year. And I was like,

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holy cow, And he goes, yeah, I got like five

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more of these coming in. I said, I'm going to

237
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go do that so again. Whether I got fired or

238
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I quit, I'm not sure. But I ended up going

239
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and applying for a job at this commercial real estate

240
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brokerage firm because that's where I was. As I said,

241
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I'm going to go make my fortune.

242
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Which you kind of did almost did you did well?

243
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Kind of sort out? Well, I did, Okay. I was mediocre,

244
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all right. And I tell people this, it's funny. I

245
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coach a lot of people in the commercial real estate business.

246
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Now. When I left the business in the in the

247
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company that I was in, it was very very much

248
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ego driven, egocentric, hero focused. It's one of the things

249
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we talk about a lot is that very much you're

250
00:12:08.039 --> 00:12:10.399
you're the badass and you're closed the deal and your

251
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one is very i would say, very honestly toxic culture.

252
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And when I left the when I left that company

253
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after nine years and went go work for a developer,

254
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and then I got out of the business, my boss

255
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at the time, he said, he said, you're not going

256
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to make it. Thank you? Said, what do you mean? Yeah,

257
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thank you, and he said he said, anybody that that leaves,

258
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he said, they pretty much don't make it. And I

259
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was like, oh, and he stabbed, basically stabbed me right

260
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in the heart. And so I for some reason, when

261
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I got out of the I went from there to

262
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work for a developer and left the developer to go

263
00:12:53.000 --> 00:12:58.000
work for myself because I clearly am unemployable and so

264
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ended up then going to work in the sales training business.

265
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And I met with him again for some reason because

266
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I was a glad and he said he said once again,

267
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he said you're He said, clearly, you just didn't have

268
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what it took. Wow. And so the cool part for

269
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me was I felt there was this pit in my

270
00:13:23.159 --> 00:13:27.000
stomach and a not okay feeling for six or seven

271
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or eight years. And then, unbeknownst to that guy, I

272
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got invited to speak to the regional meeting for that

273
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grew in AI, right for all the Suffeast. There were

274
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one hundred and fifty brokers in AI. They were coming

275
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to one place, and I was the invited speaker, invited

276
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by another office, you know, come do that. And I

277
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was nerveless to death about how it was going to go,

278
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because here I am standing in front of a bunch

279
00:13:55.159 --> 00:13:57.240
of people whom I knew were thinking, well, hell, you

280
00:13:57.279 --> 00:13:58.679
didn't make it. What the hell are you going to

281
00:13:58.720 --> 00:14:02.240
teach us? Really scared to have my little talk written,

282
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and I was sweating bullets, and I ended up riding

283
00:14:05.399 --> 00:14:07.559
up the elevator with the guy that said I wasn't

284
00:14:07.559 --> 00:14:09.720
gonna make it. If they feel even worse. And I

285
00:14:09.799 --> 00:14:12.120
realized about one minute before I got on stage. I

286
00:14:12.159 --> 00:14:14.519
was like, you know what, I've got a written talk,

287
00:14:14.799 --> 00:14:17.679
but I'm not going to use that talk. Screw that,

288
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I'm going to talk about what I want to talk about.

289
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And so I stood up on the stage and I said,

290
00:14:21.919 --> 00:14:26.960
many of you don't know that eight years ago I

291
00:14:27.120 --> 00:14:31.279
washed out of this business. I didn't make enough money

292
00:14:31.639 --> 00:14:34.720
to stay and I was not good at this business.

293
00:14:35.360 --> 00:14:38.279
And now you guys have invited me to talk to

294
00:14:38.320 --> 00:14:41.600
you about how to succeed in that business. And so

295
00:14:41.679 --> 00:14:44.039
I thought, instead of telling you how to succeed, which

296
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I never did, instead I'll tell you the mistakes that

297
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I made in a way that maybe you can avoid them.

298
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And so I was able to roll that out and

299
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just kind of shoot from the heart and talk about

300
00:14:57.000 --> 00:15:01.320
the things I didn't do, like prospect consistently his people's expectations,

301
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like understanding why people really did things, not just wait

302
00:15:05.639 --> 00:15:07.799
for them to sound motivated to do something, but they

303
00:15:07.840 --> 00:15:10.200
did deepen to find somebody's pain of why they would

304
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actually make a change. And it was fascinating because at

305
00:15:14.440 --> 00:15:18.639
the end of that talk, maybe this thing exaggeration, He's like,

306
00:15:18.639 --> 00:15:22.159
remember it several people stood up to clap, which doesn't

307
00:15:22.200 --> 00:15:24.360
happen a lot in my talks, but these people did

308
00:15:24.840 --> 00:15:27.759
and that meant such that made such a big difference

309
00:15:27.799 --> 00:15:29.320
to me. And at that point I was able to

310
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walk of that room with my head held high and

311
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say I slayed that dragon that was inside of me

312
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telling me I wasn't good enough. And that was one

313
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of the greatest moments, quite frankly, of my career. Slaying

314
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that dragon.

315
00:15:40.919 --> 00:15:42.360
That was awesome. That is awesome.

316
00:15:42.639 --> 00:15:44.879
Hey, pause right there, We're going to take our first

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commercial break, everybody. We're going to be back in just

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00:15:47.039 --> 00:15:50.480
about one minute with Walker McKay, founder and principle of

319
00:15:50.639 --> 00:15:52.519
a bunch of Things with Walker McKay and in the title

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00:15:52.519 --> 00:15:58.639
we'll get back to him.

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00:15:58.919 --> 00:16:02.879
You're listening to Men Business Radio with Kevin Helene on

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00:16:03.120 --> 00:16:07.080
W four Cy Radio. That's W four cy dot com.

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Don't go away. More helpful information is coming right up

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335
00:16:48.799 --> 00:16:51.639
And now back to Winning Business Radio with Kevin Helene,

336
00:16:51.840 --> 00:16:55.679
presenting exciting topics and expert guests with one goal in

337
00:16:55.759 --> 00:16:59.360
mind to help you succeed in business. Here once again

338
00:16:59.559 --> 00:17:00.399
is ken Than Helen.

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00:17:00.440 --> 00:17:10.720
All right, we're back with Walker McKay, founder and principle

340
00:17:10.759 --> 00:17:16.640
of Ready McKay consulting group, Nobs Sales and Nobs Sales Podcast,

341
00:17:16.799 --> 00:17:20.839
and soon to be released author of Some Will Some Won't.

342
00:17:21.240 --> 00:17:23.039
So what Who's next?

343
00:17:23.359 --> 00:17:23.640
All Right?

344
00:17:23.680 --> 00:17:27.240
I love that you talked about uh, you and I

345
00:17:27.279 --> 00:17:28.880
know the concepts, but I want you to unpack this

346
00:17:28.960 --> 00:17:33.160
a little bit. You talked that dragon was not a

347
00:17:33.400 --> 00:17:36.319
What do I say? That dragon was?

348
00:17:36.359 --> 00:17:36.440
Not?

349
00:17:36.759 --> 00:17:37.480
What do I do?

350
00:17:37.640 --> 00:17:39.119
That dragon was? How do I think?

351
00:17:40.000 --> 00:17:41.279
Yeah? Who am I right?

352
00:17:41.279 --> 00:17:42.200
So talk more about that?

353
00:17:43.279 --> 00:17:47.519
Yeah. So there's this concept that you and I both

354
00:17:47.599 --> 00:17:51.680
know that we are separate from who we are, is

355
00:17:51.759 --> 00:17:54.839
separate from what we do. And often time I only

356
00:17:54.839 --> 00:17:56.759
know about men. I don't know a damn thing about women,

357
00:17:56.839 --> 00:18:00.000
but I know that men will often wrap Yeah, well,

358
00:18:00.119 --> 00:18:03.240
men will often wrap their identity who they think they

359
00:18:03.279 --> 00:18:05.240
are around what it is they do right, And so

360
00:18:05.279 --> 00:18:11.000
if they have a bad day, week, month, quarter year

361
00:18:11.200 --> 00:18:15.039
in their business, or in their marriage, or in their

362
00:18:15.039 --> 00:18:18.160
golf game or whatever it is, they can begin to

363
00:18:18.240 --> 00:18:22.759
feel less than okay about themselves, right, And so we conflate.

364
00:18:23.039 --> 00:18:26.559
And my belief is that our value is not in

365
00:18:26.640 --> 00:18:30.359
what we do. Our inherent value is in who we are,

366
00:18:30.839 --> 00:18:33.960
and in my mind, we are I'll just speak my

367
00:18:34.039 --> 00:18:37.079
truth on this. I believe that we are loved by

368
00:18:37.160 --> 00:18:41.440
our creator one hundred percent from a million, from a

369
00:18:41.480 --> 00:18:44.400
billion years ago to a billion years in the future,

370
00:18:44.480 --> 00:18:48.039
no matter what we do, Invariably that is the case.

371
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And so therefore our value comes from that love towards us.

372
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And so if I have a bad so and as

373
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we get older, we take on more and more roles

374
00:18:59.160 --> 00:19:01.279
in our life. There's been since there's family, there's all

375
00:19:01.319 --> 00:19:05.599
these other things that we do, and sometimes huh, coach, right,

376
00:19:06.119 --> 00:19:11.160
coach whatever else, though, we can begin to believe that

377
00:19:11.200 --> 00:19:14.799
we are we are what we do right. I am

378
00:19:14.839 --> 00:19:16.599
a lawyer, I am a coach, I am a trainer,

379
00:19:16.640 --> 00:19:19.920
I am or whatever, And so therefore, and we confuse

380
00:19:20.000 --> 00:19:22.000
those things. And sometimes if you have a bad time there,

381
00:19:22.119 --> 00:19:26.000
you think you're worth less, and you there's this wound.

382
00:19:26.000 --> 00:19:29.119
It's like a child, a wound in your child inside.

383
00:19:29.200 --> 00:19:32.480
And that's what I had, was this wound that I

384
00:19:32.519 --> 00:19:36.960
wasn't good enough, when in fact, you know, I'm never perfect,

385
00:19:36.960 --> 00:19:40.079
nobody's perfect, but I'm good enough for whatever. Gosh on it,

386
00:19:40.079 --> 00:19:43.440
I'm good enough. You know, so's stupid, but I am. Yeah,

387
00:19:43.559 --> 00:19:47.160
I have everything I need to be successful, and I'm

388
00:19:47.200 --> 00:19:50.519
the same as everybody else. And so that's what I

389
00:19:50.640 --> 00:19:53.240
had to and you can, I can say it intellectually

390
00:19:53.279 --> 00:19:56.039
all day long, but at that day, I had to

391
00:19:56.240 --> 00:19:58.920
believe it. And I had to prove that to myself.

392
00:19:58.920 --> 00:20:02.759
And that came from taking a risk, from standing up

393
00:20:02.799 --> 00:20:06.279
and saying, y'all invite me to speak, you're paying me

394
00:20:06.319 --> 00:20:08.480
to be here, and I washed out of the business.

395
00:20:09.359 --> 00:20:11.319
And I bet you can't believe you did that right.

396
00:20:11.400 --> 00:20:13.440
And here's what I did wrong, And it was And

397
00:20:13.480 --> 00:20:21.640
sometimes I believe that that being honest, being transparent, always

398
00:20:21.720 --> 00:20:26.559
in telling the truth in a way that benefits everybody around.

399
00:20:27.559 --> 00:20:29.599
You know, I think like telling the truth like you're ugly,

400
00:20:29.640 --> 00:20:31.240
I don't think that's helpful, but in a way telling

401
00:20:31.279 --> 00:20:34.799
the truth about things that benefits everybody in the conversation.

402
00:20:34.519 --> 00:20:37.079
And fit to work together.

403
00:20:37.839 --> 00:20:42.039
Yeah, and not seeing that as a move, but seeing

404
00:20:42.079 --> 00:20:44.640
that is the absolute truth. And I think a lot

405
00:20:44.640 --> 00:20:47.680
of people confuse this stuff like I use a lot

406
00:20:47.680 --> 00:20:50.640
of reverse psychology. You probably don't use reverse psychology in

407
00:20:50.640 --> 00:20:54.480
your business, right, And people will and people will say, oh,

408
00:20:54.559 --> 00:20:57.680
you're just doing that to trick somebody. But the truth is,

409
00:20:57.720 --> 00:20:59.680
when I say, you know what, we may not be

410
00:20:59.680 --> 00:21:02.240
able to help you or I don't know if this

411
00:21:02.400 --> 00:21:05.599
makes any sense or not, I'm not using that as

412
00:21:05.640 --> 00:21:08.680
a move. I'm saying that because I believe that's the

413
00:21:08.799 --> 00:21:12.799
absolute truth. You're walking through me wrong. But all that

414
00:21:13.359 --> 00:21:15.839
everything that I do, I teach my clients do, and Kevin,

415
00:21:15.880 --> 00:21:18.079
I know you do the same, is from a place

416
00:21:18.240 --> 00:21:23.920
of transparency and humility and empathy in a way to

417
00:21:23.920 --> 00:21:26.119
make people feel more comfortable and for them to share

418
00:21:26.160 --> 00:21:28.279
the truth, make it an easy environment for them to

419
00:21:28.319 --> 00:21:28.960
share the truth.

420
00:21:29.119 --> 00:21:31.400
Yes, some of those things that salespeople and Connor every

421
00:21:31.440 --> 00:21:33.640
day you present to me, I'll take it to my boss.

422
00:21:34.160 --> 00:21:37.240
You know, I'm not sure right right? When you know

423
00:21:37.319 --> 00:21:38.279
it's a problem.

424
00:21:38.640 --> 00:21:41.680
I never used to bring it up till I learned, right,

425
00:21:42.000 --> 00:21:44.519
just like go along with the flow, yes.

426
00:21:44.359 --> 00:21:47.519
One percent, just put your head down, right, we go

427
00:21:47.559 --> 00:21:50.880
who we who going to notice? And the reality is

428
00:21:50.920 --> 00:21:52.799
that's just you're just creating bombs that blow up in

429
00:21:52.839 --> 00:21:54.720
your face and you're wasting a lot of people's time.

430
00:21:55.440 --> 00:21:57.160
And so it's better if there's going to be a problem,

431
00:21:57.240 --> 00:21:58.160
let's bring it up now.

432
00:21:58.400 --> 00:22:00.680
So I want to talk for just a minute about accountability.

433
00:22:00.720 --> 00:22:03.319
I know you believe in accountability. I believe in accountability.

434
00:22:03.359 --> 00:22:06.839
And when you and I met, we met uh and

435
00:22:06.920 --> 00:22:10.640
some people that are still you know friends, uh three

436
00:22:11.359 --> 00:22:12.279
four somewhere there.

437
00:22:12.920 --> 00:22:15.119
And I don't know how this happened.

438
00:22:15.160 --> 00:22:18.319
We might have been encouraged, but we certainly we jumped

439
00:22:18.359 --> 00:22:21.039
on a call every Friday, you and I and one

440
00:22:21.079 --> 00:22:24.480
other guy, Matt Yep, and we held each other accountable.

441
00:22:24.519 --> 00:22:26.880
We would we would celebrate and encourage each other. We'd

442
00:22:26.880 --> 00:22:28.319
also beat the crap out of each other if we

443
00:22:28.319 --> 00:22:30.559
didn't do what we were supposed to do right and

444
00:22:30.640 --> 00:22:33.440
a loving way. But I remember saying to you, guys,

445
00:22:33.480 --> 00:22:34.799
I don't know if you remember this, but I remember

446
00:22:34.839 --> 00:22:37.480
it clearly because I've told this many times to other people.

447
00:22:38.720 --> 00:22:40.559
In one of those calls, I said, guys, I feel

448
00:22:40.640 --> 00:22:42.200
kind of bad. I'm not sure this is working. I

449
00:22:42.240 --> 00:22:44.799
feel like I'm taking more out of these calls that

450
00:22:44.920 --> 00:22:50.759
I'm giving. And you, guys said, it's pretty amazing to

451
00:22:50.799 --> 00:22:51.400
me at the time.

452
00:22:51.759 --> 00:22:56.079
You know, yeah, well, it's funny having somebody there. I'm

453
00:22:56.119 --> 00:22:58.480
a believer in accountability, and I think if you want

454
00:22:58.480 --> 00:23:01.759
to succeed, especially in sales, although I think it happens

455
00:23:01.799 --> 00:23:03.839
all around, I only know about sales. I only know

456
00:23:03.839 --> 00:23:09.400
about guys. Right, Sales is hard. It's one of the

457
00:23:09.799 --> 00:23:11.519
and it never and this is one of the things

458
00:23:11.519 --> 00:23:13.599
I've talked to you about. People say when does it

459
00:23:13.599 --> 00:23:16.680
get easier? And I'll tell you it never gets easier.

460
00:23:16.720 --> 00:23:19.359
We just have to get better at it. And so

461
00:23:20.640 --> 00:23:23.119
as if we have a group, you and I and Matt.

462
00:23:23.119 --> 00:23:25.000
We had a group of three people and we met

463
00:23:25.000 --> 00:23:28.319
every Friday at a certain times. You had to show

464
00:23:28.400 --> 00:23:31.079
up and we had three things to talk about. What

465
00:23:31.119 --> 00:23:33.039
did you do? What did you say you're gonna do

466
00:23:33.160 --> 00:23:37.240
last week? What did you do last week? Victories and lessons.

467
00:23:37.279 --> 00:23:39.119
I guess that's four things. Would you say you're going

468
00:23:39.160 --> 00:23:41.960
to do, what did you do? Victories and lessons and

469
00:23:42.000 --> 00:23:43.599
then at the end we would say, all right, here's

470
00:23:43.599 --> 00:23:46.400
what I'm gonna do in this week coming up. And

471
00:23:46.559 --> 00:23:49.440
somehow we were able to remember what each other said

472
00:23:49.480 --> 00:23:50.799
and say, hey, you said you were going to make

473
00:23:50.839 --> 00:23:52.279
twenty five calls and you said you were going to

474
00:23:52.359 --> 00:23:58.000
call this guy. How'd that work out? And and it's

475
00:23:58.000 --> 00:24:00.680
funny when they're three people, two people, you can kind

476
00:24:00.720 --> 00:24:02.200
of let each other off the hook, but when they're

477
00:24:02.240 --> 00:24:05.720
three people, I was always afraid if I didn't do it.

478
00:24:05.759 --> 00:24:07.079
I said I was gonna do this, y'all were gonna

479
00:24:07.160 --> 00:24:09.920
kick me out. And I didn't want to be kicked

480
00:24:09.960 --> 00:24:12.759
out of the group. I didn't want to let I

481
00:24:12.759 --> 00:24:14.720
didn't want to let y'all down because I didn't want

482
00:24:14.720 --> 00:24:15.440
to let me down.

483
00:24:15.640 --> 00:24:17.839
Yep, exactly exactly.

484
00:24:17.960 --> 00:24:20.440
So that was and that was that helped me. And

485
00:24:20.960 --> 00:24:23.319
also it was great to hear when I would get

486
00:24:23.319 --> 00:24:28.000
my ass kicked over something that y'all had experienced or

487
00:24:28.000 --> 00:24:31.119
were experiencing the same thing, had dealt with it before,

488
00:24:31.279 --> 00:24:33.319
or getting ready to we're able to kind of learn

489
00:24:33.359 --> 00:24:36.960
together at a much faster pace. I'm a big believer

490
00:24:37.039 --> 00:24:39.519
in that stuff. When you're doing something hard. Have somebody

491
00:24:39.559 --> 00:24:40.799
else that you can be accountable with.

492
00:24:41.240 --> 00:24:44.119
You know something I appreciate and you helped me learn this,

493
00:24:45.000 --> 00:24:49.039
as did Matt and others. But most people debrief the failures,

494
00:24:49.400 --> 00:24:53.160
what didn't go right. We learned to debrief the successes

495
00:24:53.279 --> 00:24:56.880
and repeat more of that right, talk about that from it.

496
00:24:58.599 --> 00:25:02.680
So the cool thing, Kevin, you and I both teach

497
00:25:02.720 --> 00:25:06.160
a process, right, we teach a process for selling. And

498
00:25:06.200 --> 00:25:10.480
the good news about having a process for selling, well

499
00:25:10.720 --> 00:25:12.839
back up. A lot of people think that selling is

500
00:25:12.880 --> 00:25:16.559
a personality, right and the only and some people do

501
00:25:16.640 --> 00:25:19.400
have a personality that has brought them sales, and that's great.

502
00:25:19.440 --> 00:25:21.640
There only there's only a couple of problems with that.

503
00:25:21.680 --> 00:25:24.079
One is this not transferable. You can't look at somebody

504
00:25:24.160 --> 00:25:26.240
else and say just do what I do because they

505
00:25:26.319 --> 00:25:31.920
can't ever be you. But as far as looking back

506
00:25:31.960 --> 00:25:35.519
at the victories, is to go through your process and say, Okay,

507
00:25:35.519 --> 00:25:37.359
here's what I did, well, here's where I went, here's

508
00:25:37.359 --> 00:25:40.079
what I did, and I want to continue to do

509
00:25:40.160 --> 00:25:42.240
those going forward. So you go back and say this

510
00:25:42.319 --> 00:25:45.240
is what is this is what's been working in the past,

511
00:25:45.359 --> 00:25:47.400
is what I need to do? And if things stop working.

512
00:25:47.759 --> 00:25:49.920
Then we go, Okay, where do I need to refine?

513
00:25:49.960 --> 00:25:51.559
Where do I need to go back? Where do I

514
00:25:51.599 --> 00:25:54.519
need to do better? Or what's changed? I don't know.

515
00:25:54.599 --> 00:25:56.279
I just answered the question you just asked. Is that

516
00:25:56.319 --> 00:25:57.119
what you were looking at? Good?

517
00:25:57.200 --> 00:26:01.720
Yeah, that's good. Right there, let's transition a bit. Well,

518
00:26:01.759 --> 00:26:04.160
we've got about four minutes, so the next break plenty

519
00:26:04.160 --> 00:26:07.200
of time. Tell us about McKay Consulting Group. You founded

520
00:26:07.200 --> 00:26:08.519
that in twenty fourteen.

521
00:26:08.759 --> 00:26:12.079
That's sort of the twenty fourteen. Yeah, about ten years ago,

522
00:26:13.079 --> 00:26:17.440
I was I worked for a training company and I

523
00:26:17.480 --> 00:26:21.440
had a guy who was, I guess sort of a

524
00:26:21.440 --> 00:26:24.480
business partner, and we were great friends. And then I

525
00:26:24.519 --> 00:26:27.920
at some point towards the end of that I kind

526
00:26:27.960 --> 00:26:30.960
of realized that i'd let the relationship fall apart, and

527
00:26:31.000 --> 00:26:34.440
so he owned the majority of the company and so

528
00:26:34.559 --> 00:26:36.480
my choice, I wasn't ever going to change him. And

529
00:26:36.559 --> 00:26:40.079
so I realized I needed to quit. And so I

530
00:26:40.119 --> 00:26:42.519
had no I had. This was a job. I was

531
00:26:42.720 --> 00:26:45.359
mailing it in, making good money. It just showed up

532
00:26:45.359 --> 00:26:47.400
for work and was doing great. And I decided that

533
00:26:47.400 --> 00:26:48.880
that was way too easy, and so I need to

534
00:26:48.880 --> 00:26:49.480
screw that up.

535
00:26:49.519 --> 00:26:52.000
So I but you came home and Sally said, wait

536
00:26:52.000 --> 00:26:53.079
what you did?

537
00:26:53.079 --> 00:26:55.599
What it was? Well, actually you know for it? Bless

538
00:26:55.640 --> 00:26:57.680
her heart. I came home. I said, I'm miserable to sucks.

539
00:26:57.720 --> 00:27:00.039
She'd been hearing me say that, and I said, and

540
00:27:00.079 --> 00:27:01.480
I want to quit. She goes, do what you need

541
00:27:01.519 --> 00:27:03.240
to do, and I said, we'll figure it out. Well,

542
00:27:03.599 --> 00:27:06.119
I had no plan, as zero plan. I had about

543
00:27:06.680 --> 00:27:10.119
maybe ninety days money in the bank, ninety days eleven expenses.

544
00:27:10.160 --> 00:27:13.440
We just built a new house about two years before.

545
00:27:13.480 --> 00:27:17.359
I had a gigantic mortgage and two kids in private school.

546
00:27:18.200 --> 00:27:20.920
And so I came home and I realized that POINT

547
00:27:20.960 --> 00:27:22.799
had a three year non compete, so I couldn't do

548
00:27:22.880 --> 00:27:26.640
training or coaching. And so I said, McKay Consulting Group,

549
00:27:26.640 --> 00:27:27.839
We're going to figure out we're going to do. I

550
00:27:27.839 --> 00:27:31.000
thought it might be an outsourced VP of sales for

551
00:27:31.319 --> 00:27:33.160
a company or two. I didn't want to be in.

552
00:27:33.279 --> 00:27:35.559
I didn't want to work for anybody ever again, so

553
00:27:35.640 --> 00:27:37.440
I figured business would poor to me. Well, I got

554
00:27:37.480 --> 00:27:40.759
two good clients to be outsourced VP of sales. There

555
00:27:40.799 --> 00:27:42.599
were two problems with that. One I sucked at it,

556
00:27:43.240 --> 00:27:45.960
and number two, it was a terrible business model. Because

557
00:27:45.960 --> 00:27:48.720
I wasn't quite making enough money with those two contracts.

558
00:27:48.759 --> 00:27:51.319
I needed a third and then maybe a fourth, but

559
00:27:51.359 --> 00:27:54.880
it didn't have time to go get them, and eventually

560
00:27:54.920 --> 00:27:58.079
one of them went away, and so anyway, it just

561
00:27:58.160 --> 00:27:58.920
was a disaster.

562
00:27:59.240 --> 00:28:01.319
And so after I kind of muddled my way through,

563
00:28:01.359 --> 00:28:03.599
we had to sell our house moved to a rental house.

564
00:28:03.640 --> 00:28:06.599
It was a disaster financially, but we made a choice

565
00:28:06.599 --> 00:28:08.480
to keep my kids in private school and sell the

566
00:28:08.480 --> 00:28:12.000
house and move to a small rental house. And so

567
00:28:12.039 --> 00:28:13.799
then eventually when my friends came back and said, why

568
00:28:13.799 --> 00:28:15.400
don't you get into training and I said, well, I've

569
00:28:15.400 --> 00:28:17.359
got you know, I don't really have any material. And

570
00:28:17.359 --> 00:28:19.400
they said, well, shit, you got ten thousand hours material

571
00:28:19.400 --> 00:28:21.559
in your head, and said why else won't you do this?

572
00:28:21.559 --> 00:28:23.039
I said, well, I don't have a training room. They said,

573
00:28:23.039 --> 00:28:24.720
have you ever heard of Zoom before? And I said no,

574
00:28:24.839 --> 00:28:28.400
I haven't. This is twenty sixteen, seventeen, Yeah, no I haven't.

575
00:28:28.440 --> 00:28:31.960
And said well why else and said, well, I got

576
00:28:31.960 --> 00:28:34.000
this noncompete that goes over six months, and they said

577
00:28:34.000 --> 00:28:35.759
that gives you six months to get things set up

578
00:28:35.799 --> 00:28:39.680
any other excuses. I was like, damn, So I'm a

579
00:28:39.759 --> 00:28:43.880
literal jlassics, what a jerk. I'm a world class excuse maker,

580
00:28:43.920 --> 00:28:46.480
always have been. And so that's when pivot points in

581
00:28:46.480 --> 00:28:49.160
my life happened, is when I get caught making excuses.

582
00:28:49.200 --> 00:28:52.519
And so finally I was like, okay, that sounds like fun.

583
00:28:51.839 --> 00:28:56.319
And so the caa consulting group, is kind of the

584
00:28:56.400 --> 00:28:59.279
overarching thing, and that we run a podcast called an

585
00:28:59.279 --> 00:29:03.759
NOBS Sales School podcasts. It also is a training group

586
00:29:03.880 --> 00:29:08.079
where I do sales training for typically B to B

587
00:29:08.319 --> 00:29:13.240
companies that sell things expensive and complicated, typically with people

588
00:29:13.279 --> 00:29:16.359
in multiple offices. We do all of our training over

589
00:29:16.440 --> 00:29:19.039
zoom now to kind of the world's like, oh zoom.

590
00:29:19.079 --> 00:29:21.400
When the pandemic came, I got a lot of business

591
00:29:21.400 --> 00:29:24.440
because people said, nobody's going to buy over video. This

592
00:29:24.559 --> 00:29:26.920
is ridiculous. Our business is going to like that's funny.

593
00:29:27.160 --> 00:29:29.799
I've been doing it for been doing it for six years. Now,

594
00:29:29.839 --> 00:29:31.559
you go ahead and tell me how it won't work, right.

595
00:29:31.640 --> 00:29:35.480
So but anyway, so that was a that was a

596
00:29:35.559 --> 00:29:38.119
kind of a boon for me, and I started with

597
00:29:39.039 --> 00:29:42.079
very little to nothing as far as income goes our clients.

598
00:29:42.079 --> 00:29:46.559
We started over from scratch and soon enough, here we've

599
00:29:46.559 --> 00:29:49.119
been you know, growing the business, and it's been really

600
00:29:49.160 --> 00:29:51.279
exciting to the last couple of years to do it.

601
00:29:51.599 --> 00:29:53.279
All Right, we're going to ask more. We're going to

602
00:29:53.319 --> 00:29:55.920
take our second break right here, everybody. We're going to

603
00:29:55.920 --> 00:30:00.200
be back with Walker McKay in about a minute.

604
00:30:02.519 --> 00:30:06.480
You're listening to Winning Business Radio with Kevin Helene on

605
00:30:06.759 --> 00:30:10.839
W four CY Radio. That's W four cy dot com.

606
00:30:10.880 --> 00:30:13.559
Don't go away. More helpful information is coming right up

607
00:30:13.799 --> 00:30:19.319
right here on Winning Business Radio. The yp dot com

608
00:30:19.319 --> 00:30:22.039
website is your local search engine. If you're looking for

609
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a good restaurant, it can help you find the right

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611
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612
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613
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614
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a Friday night. While it has great local coupons for

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617
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618
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dot com or download the app to search local to

619
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620
00:30:47.400 --> 00:30:54.839
Local and now back to Winning Business Radio with Kevin

621
00:30:54.839 --> 00:30:59.079
Helene presenting exciting topics and expert guests with one goal

622
00:30:59.160 --> 00:31:02.519
in mind to help you succeed in business. Here once

623
00:31:02.559 --> 00:31:04.200
again is Kevin Helenett.

624
00:31:12.039 --> 00:31:13.279
We're back with Walker McKay.

625
00:31:13.440 --> 00:31:16.200
He is the founder and principal of McKay Consulting Group,

626
00:31:16.319 --> 00:31:21.039
founder of the Nobs Sales and Nobs Sales podcast.

627
00:31:20.599 --> 00:31:21.000
And the book.

628
00:31:21.000 --> 00:31:22.359
We're going to talk about it in just a couple

629
00:31:22.400 --> 00:31:25.599
of minutes. Here, tell us who your ideal clients are,

630
00:31:25.640 --> 00:31:28.200
but more than just you know, they're in this industry

631
00:31:28.200 --> 00:31:30.920
in the size right, Give me some attributes, give us

632
00:31:31.000 --> 00:31:33.440
the audience some attributes of an ideal client.

633
00:31:34.519 --> 00:31:38.119
Sure, so, well, I'll tell you one. I'll give you

634
00:31:38.160 --> 00:31:42.559
a specific example right now. I work with a guy

635
00:31:42.599 --> 00:31:48.559
who runs three states for a commercial insurance brokerage company.

636
00:31:49.640 --> 00:31:52.559
And it's a it's a large company. They're nationwide. He's

637
00:31:52.559 --> 00:31:56.079
in charge of three states. He is a maverick. He

638
00:31:56.519 --> 00:31:59.440
is somebody that says we can do better. And in

639
00:31:59.480 --> 00:32:02.359
the insurance business, what they want to do is get

640
00:32:02.359 --> 00:32:05.440
broker of record letters where somebody the prospect agrees to

641
00:32:05.480 --> 00:32:08.240
fire their existing agent and then hire the new none

642
00:32:08.279 --> 00:32:11.200
of this quoting stuff. And so started working with one

643
00:32:11.200 --> 00:32:13.799
office with him, we got pretty good at getting broken

644
00:32:13.839 --> 00:32:15.640
of record letters and now he's expanding me to a

645
00:32:15.640 --> 00:32:18.319
couple of others. But he's somebody that says, we're going

646
00:32:18.400 --> 00:32:21.440
to do this differently than everybody else. And he almost

647
00:32:21.480 --> 00:32:25.000
got fired by hiring me so because he committed some

648
00:32:25.039 --> 00:32:26.920
funds that he didn't have the authority to commit. But

649
00:32:26.960 --> 00:32:28.200
he said, we're going to get it done and we'll

650
00:32:28.200 --> 00:32:31.880
figure it out. And so so that's that's one type

651
00:32:31.880 --> 00:32:34.000
of guy who's a maverick, who says, we got to

652
00:32:34.039 --> 00:32:36.079
figure this shit out. We're not doing the waver bales does.

653
00:32:37.319 --> 00:32:41.559
I have another client of sales heavy equipment and he

654
00:32:41.720 --> 00:32:44.480
is owned by his company, sold half of it or

655
00:32:44.519 --> 00:32:47.400
forty nine percent of private equity, and so he's got

656
00:32:47.400 --> 00:32:49.559
to grow. And he says, we have to grow. We

657
00:32:49.599 --> 00:32:51.880
need a we need a system and a process that

658
00:32:52.000 --> 00:32:54.640
all of our sales team can use throughout all the

659
00:32:54.640 --> 00:32:58.039
different dealerships that we're buying. And Jim's one of those

660
00:32:58.079 --> 00:33:01.200
guys that says, we can't do it like everybody else.

661
00:33:01.279 --> 00:33:05.359
We have to make this work. And so oftentimes it

662
00:33:05.440 --> 00:33:08.880
is that person that doesn't like the status quo. That is,

663
00:33:10.480 --> 00:33:14.039
they're driven, they're ambitious, and they're ready to break things.

664
00:33:14.079 --> 00:33:16.480
They're okay if they say, you know what, dang it,

665
00:33:16.519 --> 00:33:18.559
we just can't. We got to figure out a different

666
00:33:18.559 --> 00:33:21.920
way than everybody else. I'm want to sound different, look different. Now,

667
00:33:22.319 --> 00:33:26.640
those people aren't everywhere, right, They're not. They're not. Everybody

668
00:33:26.680 --> 00:33:29.119
feels that way. There are lots of people that say, hey,

669
00:33:29.200 --> 00:33:31.200
we want to talk to you about training. But what

670
00:33:31.279 --> 00:33:34.200
they want I found not everybody. Well, I just want

671
00:33:34.359 --> 00:33:35.960
I want you to make me feel good about what

672
00:33:36.039 --> 00:33:36.720
I'm already doing.

673
00:33:36.960 --> 00:33:39.000
Right, motivated, Motivate my guys.

674
00:33:39.000 --> 00:33:41.759
Motivate us, motivators, give them some good give us some

675
00:33:41.799 --> 00:33:44.519
of that good motivation juice. And you know, it's just

676
00:33:44.640 --> 00:33:48.319
like you tell people, Look, if if you're not motivated yourself,

677
00:33:48.640 --> 00:33:50.680
how the hell am I going to help you? Right,

678
00:33:50.720 --> 00:33:54.279
don't come to me. So motivation is funny because I

679
00:33:54.319 --> 00:33:56.640
hear it. I don't know if this my achilles heel,

680
00:33:56.640 --> 00:33:59.200
I will announce it on the radio and television. When

681
00:33:59.240 --> 00:34:02.160
somebody comes to me and says, oh, Walker does motivational speaking,

682
00:34:02.720 --> 00:34:06.279
it's like stabbing me in the eye with a hot knife.

683
00:34:06.559 --> 00:34:10.199
It is the worst. And so I always cringe when

684
00:34:10.239 --> 00:34:11.960
I said I tell people I learned this. I guess

685
00:34:11.960 --> 00:34:14.480
from that. I'm really more of a demotivational speaker. We'll

686
00:34:14.480 --> 00:34:16.239
show people how hard it is to do it right.

687
00:34:18.840 --> 00:34:23.320
But anyway, so, yeah, and the duration of frequency and

688
00:34:23.400 --> 00:34:25.679
duration how often do you yeah?

689
00:34:25.719 --> 00:34:29.320
So typically yeah, so with I work with some individuals

690
00:34:29.320 --> 00:34:31.719
as well. Have a nice program just for individual salespeople

691
00:34:31.719 --> 00:34:33.760
that pay for themselves. And for those guys, we meet

692
00:34:33.760 --> 00:34:38.400
twice a week, seven eight times a month for live

693
00:34:38.480 --> 00:34:43.079
training and for coaching. And then for clients. For my

694
00:34:43.239 --> 00:34:46.280
corporate clients, was you know, five to twenty five salespeople,

695
00:34:47.119 --> 00:34:50.039
we'll meet once a week for an hour for thirteen

696
00:34:50.119 --> 00:34:52.320
fourteen weeks, and then we go to every other week

697
00:34:52.360 --> 00:34:54.480
and it's more coaching heavy in what we're doing. So,

698
00:34:54.559 --> 00:34:58.599
and we typically work with companies. For companies, I think

699
00:34:58.639 --> 00:35:02.159
average is like twenty six twenty seven months, and individual

700
00:35:02.840 --> 00:35:04.599
I think the average like this stay is about thirty

701
00:35:04.599 --> 00:35:07.039
two months for those guys, and typically the ones that

702
00:35:07.039 --> 00:35:08.800
are doing better that stick around longer. I don't know

703
00:35:08.800 --> 00:35:10.440
if you feel this, you probably find the same thing

704
00:35:10.559 --> 00:35:10.840
right that.

705
00:35:10.800 --> 00:35:14.079
We all out counterintuitive to those that don't get it,

706
00:35:14.119 --> 00:35:16.199
But yeah, the ones that do get it stick with

707
00:35:16.239 --> 00:35:19.840
it absolutely. What's one of the best lessons? This is

708
00:35:19.880 --> 00:35:22.400
just opinion whatever pops in your head. Yeah, one of

709
00:35:22.400 --> 00:35:26.199
the best lessons you've taught recently. And then I'll ask

710
00:35:26.239 --> 00:35:28.760
you what's one of the best lessons you've learned recently.

711
00:35:31.280 --> 00:35:36.119
One of the best lessons that I've taught. Let's see

712
00:35:36.239 --> 00:35:41.440
this morning. I tell you a lot of times. The

713
00:35:41.480 --> 00:35:44.119
best lesson that I teach people and I love this

714
00:35:44.239 --> 00:35:45.800
is what I talked about a little while ago. Is

715
00:35:45.840 --> 00:35:49.440
the understanding that you are not what you do right,

716
00:35:49.599 --> 00:35:53.280
understanding you're innate, value, that it's okay to take risks,

717
00:35:53.719 --> 00:35:56.519
that you're gonna fail and failures. Okay. There's a guy

718
00:35:56.559 --> 00:35:59.480
named Steve Sims whom I love. He wrote a book

719
00:35:59.480 --> 00:36:01.599
called Bluefishing. If you and I were talked about blue

720
00:36:01.639 --> 00:36:04.599
Fishing by Steve Simms, I think I've sold a couple

721
00:36:04.599 --> 00:36:07.000
one hundred copies for him. I hope I have shout

722
00:36:07.000 --> 00:36:10.000
out to Steve Simms. But one of the things he

723
00:36:10.119 --> 00:36:14.000
says in there is nobody drowns from falling in the water.

724
00:36:14.559 --> 00:36:17.800
You drowned from failing to get out. And so what

725
00:36:17.880 --> 00:36:20.920
we talked to you about is, look, failure is not

726
00:36:21.079 --> 00:36:24.000
that something didn't happen. Failure is what you do or

727
00:36:24.039 --> 00:36:28.000
don't do next And so helping people understand that if

728
00:36:28.079 --> 00:36:30.639
you're not failing on a regular basis, you're probably not

729
00:36:30.719 --> 00:36:34.920
trying hard enough. And in sales what we talk about,

730
00:36:34.920 --> 00:36:36.400
I think you and I do the same thing here.

731
00:36:36.760 --> 00:36:40.039
Failure is not getting a no. We don't control whether

732
00:36:40.119 --> 00:36:42.840
somebody tells us yes or no. Failure in our world

733
00:36:43.360 --> 00:36:46.159
is failure to get a decision yes or no. Right.

734
00:36:47.159 --> 00:36:51.760
And so to understand that that is that that's okay, right,

735
00:36:51.800 --> 00:36:53.480
and what are we doing next? And I feel like

736
00:36:53.559 --> 00:36:56.320
that's something that if more people heard that, I think

737
00:36:56.360 --> 00:37:00.280
they do better in sales and probably in life.

738
00:37:00.320 --> 00:37:02.519
And I know this some people would think we're crazy

739
00:37:02.559 --> 00:37:04.920
to say this. I know you've experienced that. I have

740
00:37:05.039 --> 00:37:07.920
people come to me six, nine, twelve months into the

741
00:37:07.960 --> 00:37:09.880
process and they sit process and they say, man, this

742
00:37:09.920 --> 00:37:12.400
has helped me in my relationships. It's helped me with

743
00:37:12.960 --> 00:37:14.800
you know, I just got a great deal when I

744
00:37:14.800 --> 00:37:17.239
bought a car, or I made a decision. I didn't

745
00:37:17.239 --> 00:37:18.960
take six weeks to buy a car. I bought it

746
00:37:18.960 --> 00:37:21.360
on a Saturday morning. I mean all kinds of personal

747
00:37:21.400 --> 00:37:24.119
impacts because it changes us as an individual.

748
00:37:24.840 --> 00:37:29.039
And also the way we talk about like transactional analysis. Yeah,

749
00:37:29.079 --> 00:37:33.480
when you, how do you how much your tone matters

750
00:37:33.800 --> 00:37:36.719
when you're talking to somebody else, how much what you're

751
00:37:36.760 --> 00:37:39.199
giving off somebody else is taking in? And how we

752
00:37:39.280 --> 00:37:42.559
can we can trigger reactions in people if we're not careful,

753
00:37:42.599 --> 00:37:45.480
and if we are careful, we can do that. So, yeah, all.

754
00:37:45.440 --> 00:37:47.239
Right, I want to talk about the book Some Will,

755
00:37:47.360 --> 00:37:52.159
Some won't. Sowhat Who's Next? A blueprint for sales success?

756
00:37:52.199 --> 00:37:53.280
Where the title come from.

757
00:37:54.199 --> 00:37:58.039
It's one of my favorite sayings. It's and in my

758
00:37:58.159 --> 00:38:01.159
world it stands for some people will, some people won't.

759
00:38:01.440 --> 00:38:04.119
So what who's the next person need to be talking to?

760
00:38:04.760 --> 00:38:07.639
And and so it's what we're trying to talk about

761
00:38:07.679 --> 00:38:10.039
is how do you take our emotions ours as the

762
00:38:10.039 --> 00:38:15.800
salesperson's emotions out of the selling cycle. The person who

763
00:38:15.880 --> 00:38:19.719
is most most emotionally involved in a sale is the buyer.

764
00:38:20.519 --> 00:38:23.159
And so if we're the ones that are getting more

765
00:38:23.159 --> 00:38:25.000
emotionally involved in the sale, then we're buying. And it's

766
00:38:25.039 --> 00:38:27.360
sure it's hard to make money if you're the buyer

767
00:38:27.400 --> 00:38:29.360
all the time, right, we need to be the sales guy.

768
00:38:29.639 --> 00:38:33.639
So and so in that book, I just tell some

769
00:38:34.480 --> 00:38:36.840
it's kind of three sections. It's one is kind of

770
00:38:38.000 --> 00:38:43.599
the buyer's process, how buyers use us for information and

771
00:38:43.679 --> 00:38:45.559
this say, and why we need to have a process

772
00:38:45.599 --> 00:38:48.119
of our own. And then the second section is mindsets

773
00:38:48.519 --> 00:38:53.119
that we need to have to be consultative in our

774
00:38:53.199 --> 00:38:56.039
selling process, and I'll quickly tick through those for you. One.

775
00:38:56.440 --> 00:39:02.280
The first one is to is to ask, don't tell, right,

776
00:39:02.360 --> 00:39:06.960
be the person that asks and not most salespeople talk

777
00:39:06.960 --> 00:39:09.480
way too much. Wants to be turned that around to asking.

778
00:39:09.679 --> 00:39:10.599
The second one.

779
00:39:10.440 --> 00:39:14.119
Is before you move on, you said we got to

780
00:39:14.159 --> 00:39:16.199
get rid of the mindset we got to convince them

781
00:39:16.199 --> 00:39:19.280
to buy in favor of we got to ask them

782
00:39:19.599 --> 00:39:20.000
thank you?

783
00:39:20.280 --> 00:39:20.519
Yeah?

784
00:39:20.840 --> 00:39:23.039
Correct, right, So we got to shed the idea we

785
00:39:23.119 --> 00:39:25.280
got to convince them to buy. Convincing has no place

786
00:39:25.320 --> 00:39:27.840
in sales for the salesperson. The buyer needs to be

787
00:39:27.840 --> 00:39:30.000
convincing us. If you do this right, they're convincing you.

788
00:39:30.719 --> 00:39:33.760
The second one is we're not the right fit for everybody.

789
00:39:33.880 --> 00:39:36.360
We need to shed the idea that everybody's a prospect

790
00:39:36.360 --> 00:39:39.920
because they're not, and adopt the idea that we're not

791
00:39:40.039 --> 00:39:42.800
the right fit for everybody. And there actually is a

792
00:39:42.920 --> 00:39:47.679
very narrow slice of people that would be ready for us.

793
00:39:47.760 --> 00:39:50.199
I mean, maybe they have the money and they're ready

794
00:39:50.239 --> 00:39:52.199
to go, but they would not be the right fit

795
00:39:52.280 --> 00:39:55.639
for us, right, So that's another one. The third one

796
00:39:55.840 --> 00:39:59.920
is we are all We all have equal business stat

797
00:40:00.360 --> 00:40:04.360
we have the same we have the same authority and

798
00:40:04.400 --> 00:40:07.440
the same responsibility as everybody we're talking to. And in

799
00:40:07.480 --> 00:40:09.559
the South, this is kind of funny. One of the

800
00:40:09.599 --> 00:40:12.079
hardest lessons I teach people, especially if they're under like

801
00:40:12.119 --> 00:40:16.000
forty five, is call everybody by their first name. That

802
00:40:16.320 --> 00:40:19.280
shrews people up down here. Oh no, my parents taught

803
00:40:19.280 --> 00:40:21.119
me to call every mister and missus. I'm like, okay,

804
00:40:21.119 --> 00:40:23.239
great at a cocktail party, do what you want. Your

805
00:40:23.280 --> 00:40:25.480
parents also told you not to cross the street, don't

806
00:40:25.480 --> 00:40:28.119
talk to strangers, and for good's say, don't bring up money, right,

807
00:40:28.159 --> 00:40:30.039
And so we got to shed those things as well.

808
00:40:31.440 --> 00:40:33.440
And then the last thing we talked about is to

809
00:40:33.480 --> 00:40:38.840
be the guide and not the hero. There's a book

810
00:40:38.840 --> 00:40:42.559
that I know you've read Kevin Donald Miller called story Brand,

811
00:40:43.159 --> 00:40:47.400
and he talks about marketing how powerful stories are, and

812
00:40:47.440 --> 00:40:52.920
he talks about how from in a lot of stories,

813
00:40:52.960 --> 00:40:55.000
there's a hero who's a person's the beginning of the

814
00:40:55.039 --> 00:40:57.559
story that has a problem that they've got to solve.

815
00:40:58.599 --> 00:41:03.199
And then there's also some times a mentor or a guide, right,

816
00:41:03.239 --> 00:41:06.639
the wise man who doesn't say who doesn't solve the problem.

817
00:41:07.000 --> 00:41:09.599
He talks to the hero and asks the hero questions,

818
00:41:09.599 --> 00:41:11.800
helps the hero get enlightenment so the hero can solve

819
00:41:11.840 --> 00:41:15.119
the thing. Well, I've seen a lot of salespeople get

820
00:41:15.159 --> 00:41:18.639
into sales to be the hero, right, to ring the bell,

821
00:41:18.719 --> 00:41:21.679
to make the sale, to pound it and say yes, I'm.

822
00:41:21.559 --> 00:41:23.199
It, but that's fun. I used to do that.

823
00:41:23.320 --> 00:41:27.239
Yeah, yeah, me too, same thing, right, And so the

824
00:41:27.280 --> 00:41:31.400
hero mindset. Heroes have to save everybody, right, nobody gets away,

825
00:41:31.480 --> 00:41:34.440
every heros everybody. If you don't make the sale, you're

826
00:41:34.480 --> 00:41:36.440
the opposite. You're a loser, and nobody wants to be

827
00:41:36.440 --> 00:41:41.360
a freaking loser and a bunch of and a hero

828
00:41:41.519 --> 00:41:44.800
makes it all about themselves. And so we've kind of

829
00:41:44.800 --> 00:41:46.719
flipped that on its head around here and we talk

830
00:41:46.800 --> 00:41:50.159
about how do you be the guide? And the guide

831
00:41:50.239 --> 00:41:53.719
is somebody. It's all about the client, it's all about

832
00:41:53.719 --> 00:41:58.039
the prospect, never about you. We really are going to

833
00:41:58.159 --> 00:42:00.960
choose who we work with. We've got a very defined

834
00:42:01.000 --> 00:42:02.800
group of people we want to work with, and we're

835
00:42:02.920 --> 00:42:05.599
very careful because we're going to take somebody up the

836
00:42:05.639 --> 00:42:07.039
path they want to go, but they got to do

837
00:42:07.079 --> 00:42:12.000
it our way. And a guide makes the prospect or

838
00:42:12.000 --> 00:42:14.079
their client was to hire them, makes them the hero.

839
00:42:14.840 --> 00:42:18.079
Right, let me them like a listener or a viewer

840
00:42:18.119 --> 00:42:19.960
for a second. Wait a minute, you can't do that.

841
00:42:20.079 --> 00:42:22.480
I need everybody to make my number. I need, I

842
00:42:22.519 --> 00:42:23.599
need all those clients.

843
00:42:24.039 --> 00:42:26.119
Yeah, sure, I get it. And so here's the thing.

844
00:42:26.400 --> 00:42:29.480
You're not going to get them all anyway, right, You're

845
00:42:29.480 --> 00:42:31.880
not going to get them all anyway. And how so

846
00:42:32.000 --> 00:42:34.360
we give you an example of hero mentality. I asked

847
00:42:34.400 --> 00:42:40.199
my asked my mother to move her investment account from

848
00:42:40.280 --> 00:42:42.960
a broker to somebody's more of a wealth manager who

849
00:42:43.239 --> 00:42:46.719
was much better student for her. And they did a

850
00:42:46.719 --> 00:42:48.880
great job, right, help my mom get all their stuff straight,

851
00:42:49.000 --> 00:42:52.000
very low pressure. And Mom said, So I saw the

852
00:42:52.400 --> 00:42:54.119
person that moved the money to and I said, I

853
00:42:54.119 --> 00:42:57.480
just want to thank you so much for helping mom out.

854
00:42:57.519 --> 00:43:01.599
It's really been a great experience. And the woman's thanks.

855
00:43:01.599 --> 00:43:05.000
We got a great team. And I thought you arrogant.

856
00:43:06.800 --> 00:43:10.440
Be right, I can't believe you. As opposed to had

857
00:43:10.519 --> 00:43:14.760
she been a guide, she might have said thank you

858
00:43:14.800 --> 00:43:18.840
so much. We love having your parents. Right, So it's

859
00:43:18.880 --> 00:43:22.079
still this, and so how do you build longer term

860
00:43:22.119 --> 00:43:25.880
relationships by showing people how smart you are or by

861
00:43:25.960 --> 00:43:28.800
letting them know how smart they are. I will tell

862
00:43:28.840 --> 00:43:33.920
you that people want to feel better about themselves. And

863
00:43:34.000 --> 00:43:37.559
if we're honest and we make our clients the hero,

864
00:43:38.800 --> 00:43:41.280
then they'll stick with us for longer. They'll refirst people

865
00:43:42.320 --> 00:43:45.480
and even during a sales call. Right if we say, look,

866
00:43:45.519 --> 00:43:47.360
I don't know that this makes sense. I don't know

867
00:43:47.400 --> 00:43:51.880
that you should hire me with the straightest, with the

868
00:43:51.920 --> 00:43:56.119
best of intentions, right, because if somebody's not going to

869
00:43:56.280 --> 00:43:59.719
be an ideal prospect for us, and honestly, it ends

870
00:43:59.760 --> 00:44:02.880
up host this more money than it does, we may

871
00:44:02.960 --> 00:44:06.000
regret the dollars we take in. I mean, I don't

872
00:44:06.039 --> 00:44:07.480
know about you, but I've had a couple that I

873
00:44:07.519 --> 00:44:09.800
wish i'd never taken. Now. I've fell for the money

874
00:44:09.840 --> 00:44:12.800
short term, and it was a disaster for everybody involved.

875
00:44:12.880 --> 00:44:14.280
If I hope they're not listening, but I.

876
00:44:14.239 --> 00:44:17.559
Agree, not naming any names.

877
00:44:17.239 --> 00:44:20.360
Nope, it was a long time, long time.

878
00:44:20.480 --> 00:44:25.800
Never hasn't happened recently at all. So so yeah, I

879
00:44:25.800 --> 00:44:29.320
think while we say I would like everybody's a client.

880
00:44:29.719 --> 00:44:31.559
The reality is you're not. They're not going to come.

881
00:44:31.719 --> 00:44:33.159
They're not going to be your client. They may not

882
00:44:33.159 --> 00:44:35.280
be able willing to pay your fee, they may not

883
00:44:35.320 --> 00:44:38.199
treat your staff well. They may not be somebody that

884
00:44:38.239 --> 00:44:42.360
you're aligned with and your values, and therefore take that

885
00:44:42.519 --> 00:44:44.639
time you would have spent trying to fix them, and

886
00:44:44.679 --> 00:44:47.079
go find one that is an your wheelhouse.

887
00:44:47.280 --> 00:44:47.920
That's awesome.

888
00:44:48.159 --> 00:44:48.480
All right.

889
00:44:48.480 --> 00:44:52.400
You talk about mastering the mind probably the biggest problem

890
00:44:52.440 --> 00:44:52.960
to overcome.

891
00:44:53.000 --> 00:44:54.159
How do you help people do that?

892
00:44:55.800 --> 00:44:58.440
First of all is to give some self awareness, right,

893
00:44:58.480 --> 00:45:01.039
we start with assessments to figure out kind of one

894
00:45:01.039 --> 00:45:03.760
of their skill sets and one of their mindsets and

895
00:45:03.800 --> 00:45:06.599
what they need to work on first. And so part

896
00:45:06.599 --> 00:45:09.800
of it is being able to show to somebody, here's

897
00:45:09.840 --> 00:45:13.039
some things that you believe you're you're not great at

898
00:45:13.079 --> 00:45:16.760
talking about money, or when you're talking to somebody, your

899
00:45:16.800 --> 00:45:19.239
way too quick to jump in and try and solve

900
00:45:19.400 --> 00:45:21.719
instead of to hold back. And a lot of this

901
00:45:21.840 --> 00:45:28.400
comes from insecurity. Some of it comes from parental training,

902
00:45:28.440 --> 00:45:30.920
you know, where our parents taught us these different things.

903
00:45:31.000 --> 00:45:35.800
And so part of it is to recognize that you

904
00:45:36.079 --> 00:45:40.679
are you have certain beliefs, and once you recognize those

905
00:45:40.719 --> 00:45:43.159
beliefs now they can hold you back. Then you could

906
00:45:43.199 --> 00:45:46.360
begin to adjust and recognize, Okay, this is my self

907
00:45:46.400 --> 00:45:48.239
limiting thing talking to me. I need to get that.

908
00:45:48.480 --> 00:45:50.079
You need to get that away from me. I need

909
00:45:50.119 --> 00:45:54.320
to push that aside. It's a slow process for many people,

910
00:45:54.320 --> 00:45:56.800
but the first part is just awareness of who they

911
00:45:56.840 --> 00:45:58.440
are and where their tendencies are.

912
00:45:59.159 --> 00:46:03.039
That's really good it Uh. You also talk about preparation.

913
00:46:04.559 --> 00:46:08.679
When I was, you know, before I learned a professional too.

914
00:46:08.760 --> 00:46:11.599
I've learned professional level stuff here. You and I went

915
00:46:11.679 --> 00:46:16.159
to the same evolution, right. My preparation would be, all right,

916
00:46:16.199 --> 00:46:18.079
am I in the right location? Do I get my time?

917
00:46:18.159 --> 00:46:18.360
Right?

918
00:46:18.719 --> 00:46:20.719
Okay? Do I know the guy or the woman's name

919
00:46:20.840 --> 00:46:21.760
I was supposed to meet with?

920
00:46:22.239 --> 00:46:22.679
Do I look?

921
00:46:22.719 --> 00:46:24.000
Okay? How's my breath?

922
00:46:24.039 --> 00:46:27.760
Great? Yeah? Yeah? Yeah? What's your operation? I'm gonna go.

923
00:46:27.800 --> 00:46:29.760
I'm gonna go sell them right, so exact. Yeah, I

924
00:46:29.880 --> 00:46:32.519
created a little form that's five minutes sheet. Most of

925
00:46:32.519 --> 00:46:34.639
these people do what you do for preparation. I used

926
00:46:34.679 --> 00:46:36.480
to do the same thing, right is gon I set

927
00:46:36.519 --> 00:46:38.039
the appointment, go, I'm gonna go sell them right? And

928
00:46:38.119 --> 00:46:40.880
you show up and I decided, if we take five

929
00:46:40.920 --> 00:46:44.039
minutes and get our head right right and talk about

930
00:46:44.079 --> 00:46:47.639
the things like what are some Uh, the major thing

931
00:46:47.719 --> 00:46:50.960
is what is the ideal outcome that I want for

932
00:46:51.039 --> 00:46:54.760
this meeting? Is outcome? Yeah, the ideal outcome I want

933
00:46:54.760 --> 00:46:56.920
for this meeting. And because a lot of times our

934
00:46:56.960 --> 00:46:59.239
sales cycle, the number of meetings that takes to close

935
00:46:59.239 --> 00:47:02.480
a deal, they're long because the salesperson makes it long.

936
00:47:02.840 --> 00:47:05.719
And I had a a a financial planner that I

937
00:47:05.760 --> 00:47:07.480
met with a couple of years ago. He said, Walker,

938
00:47:08.119 --> 00:47:10.400
I deal with people with high networth. He said, you

939
00:47:10.440 --> 00:47:13.360
know a million dollars or more, and it takes five.

940
00:47:13.559 --> 00:47:15.519
It takes five meetings and then their money. There's no

941
00:47:15.559 --> 00:47:17.840
way to do that faster. And I was like, no way,

942
00:47:18.039 --> 00:47:19.840
I guess no. I said, how about if your brother

943
00:47:20.760 --> 00:47:24.280
had a million bucks and he trusted you completely, how

944
00:47:24.320 --> 00:47:26.360
many meetings would take for him to say, okay, take

945
00:47:26.400 --> 00:47:28.119
my money. He goes, well, I don't think it take five.

946
00:47:28.159 --> 00:47:30.800
I said, why would it take anybody else? And I

947
00:47:30.840 --> 00:47:32.719
said so we talked about that, and I said, how

948
00:47:32.760 --> 00:47:35.440
about this, And we did the numbers. He said ten

949
00:47:35.599 --> 00:47:38.239
at the first meeting, and then five and then three

950
00:47:38.320 --> 00:47:41.000
and then two and then one. There's this huge wash

951
00:47:41.039 --> 00:47:43.920
out each time, and I said, that's what it looked.

952
00:47:43.920 --> 00:47:46.960
You're losing nine people. So anyway, we said, how about

953
00:47:47.440 --> 00:47:49.159
I guarantee you could Let's see if you can do

954
00:47:49.199 --> 00:47:51.280
it in four scared him to death. He called me

955
00:47:51.280 --> 00:47:52.800
a couple days laterers a ands, I just closed a

956
00:47:52.880 --> 00:47:56.360
million dollar deal in four meetings. I was like, no shit,

957
00:47:56.480 --> 00:47:58.079
you can't do it again. And he did it again,

958
00:47:58.920 --> 00:48:02.679
and then we started maybe, what do you think maybe two?

959
00:48:03.760 --> 00:48:07.480
So within six months he was closing deals when one

960
00:48:07.719 --> 00:48:11.280
or two meetings. And the thing was he learned to say,

961
00:48:11.880 --> 00:48:14.800
typically at the meeting like this, we're deciding whether or

962
00:48:14.840 --> 00:48:18.159
not you give me your statements, and I'll go home

963
00:48:18.159 --> 00:48:20.039
and analyze them and i'll come back. We'll meet a

964
00:48:20.079 --> 00:48:22.280
second time. That meeting, you decide whether or not you

965
00:48:22.280 --> 00:48:25.039
want to hire me. Are you okay with that? And

966
00:48:25.079 --> 00:48:28.119
you know what, nine times out of ten people are

967
00:48:28.119 --> 00:48:31.599
like okay, great, right, Because he has a plan. If

968
00:48:31.639 --> 00:48:33.880
we don't ask for that and we just wait for

969
00:48:33.920 --> 00:48:36.679
them to beg us to take the money, he could

970
00:48:36.679 --> 00:48:38.400
take five meetings or forever.

971
00:48:39.079 --> 00:48:39.719
That's upstaying.

972
00:48:39.719 --> 00:48:42.000
We've got to know what we want. So that's what

973
00:48:42.000 --> 00:48:43.480
we've got to be prepared for going in.

974
00:48:43.679 --> 00:48:45.039
All right, we got to wrap this up. I can't

975
00:48:45.039 --> 00:48:47.360
believe it's already four forty nine. We got a minute

976
00:48:47.360 --> 00:48:49.400
to get out of here. So what is the best

977
00:48:49.400 --> 00:48:51.840
way for people to reach out to you? There's spencermen

978
00:48:51.920 --> 00:48:54.159
for in the crawl. What's the best way for people

979
00:48:54.199 --> 00:48:54.840
to contact you?

980
00:48:55.519 --> 00:48:58.559
My email address is Walker at Walkermarcay dot com. My

981
00:48:58.639 --> 00:49:02.079
website is Walkermarchay Perfect there to listen to my podcast

982
00:49:02.159 --> 00:49:04.719
Nobs Sales school dot com or look up Walker mccainnywhere

983
00:49:04.760 --> 00:49:08.519
you're listening to podcasts.

984
00:49:07.519 --> 00:49:10.239
And the book will be out later this year. Later

985
00:49:10.280 --> 00:49:12.599
this year, yep, and it'll be available. You're going to

986
00:49:12.639 --> 00:49:14.400
tell me. I'm going to let the audience know for

987
00:49:14.400 --> 00:49:16.199
a couple of weeks. Where will they be able to

988
00:49:16.199 --> 00:49:16.400
get it.

989
00:49:16.960 --> 00:49:19.840
You'll get on Amazon and also have it available on

990
00:49:19.880 --> 00:49:23.239
my website, but they'll be available for Amazon here probably

991
00:49:23.840 --> 00:49:25.960
towards the end of the year. Looking forward to getting

992
00:49:25.960 --> 00:49:27.039
it out at along process.

993
00:49:27.239 --> 00:49:27.639
Awesome.

994
00:49:27.679 --> 00:49:29.480
Thank you so much. I know you're super busy. I

995
00:49:29.480 --> 00:49:30.559
appreciate the time you took.

996
00:49:31.360 --> 00:49:32.480
Thank you, Kevin, You're the man.

997
00:49:32.559 --> 00:49:35.559
Appreciate you all you too, and Thanks everybody for listening

998
00:49:35.559 --> 00:49:37.719
and watching. As you know, this is a show about

999
00:49:37.760 --> 00:49:41.039
business and business challenges. If you've got concerns about the

1000
00:49:41.039 --> 00:49:44.480
growth of your company and you're anywhere near Columbia, South Carolina,

1001
00:49:44.559 --> 00:49:45.639
see I got it right that time.

1002
00:49:46.199 --> 00:49:48.400
Feel free to reach out to Walker as you just heard.

1003
00:49:48.840 --> 00:49:50.480
If you're up north here, you want to reach out

1004
00:49:50.480 --> 00:49:53.719
to me Kevin at Winning Business Radio is one of

1005
00:49:53.719 --> 00:49:56.599
the many email addresses. Maybe you want to be a guest.

1006
00:49:56.639 --> 00:49:58.159
Maybe you know somebody who wants to be a guest.

1007
00:49:58.800 --> 00:50:00.960
Maybe you know somebody who, oh, you know what, they

1008
00:50:01.000 --> 00:50:03.440
may want to sponsor the program. We're talking about that

1009
00:50:03.480 --> 00:50:06.400
too now. Our company is Winning Incorporated. We are part

1010
00:50:06.440 --> 00:50:09.599
of Sandler Training. We develop sales teams into high achievers

1011
00:50:09.920 --> 00:50:14.079
and sales leaders into true coaches and mentors. Listen, We're

1012
00:50:14.119 --> 00:50:16.519
not right for everybody, but you know, maybe we should

1013
00:50:16.519 --> 00:50:19.559
have a conversation. Thank you, as always to one for

1014
00:50:19.599 --> 00:50:22.239
another job well done. Appreciate it. As you engineer and

1015
00:50:22.280 --> 00:50:24.480
produce this show every week, be sure to join in

1016
00:50:24.519 --> 00:50:26.800
Next Monday, September sixt eighth, My guest is going to

1017
00:50:26.840 --> 00:50:32.400
be Laura Souder, founder of Brand Strategy design consultancy agency Bell.

1018
00:50:32.960 --> 00:50:37.199
Until then, this is Kevin helen In. You've been listening

1019
00:50:37.239 --> 00:50:40.079
to Winning Business Radio with your host Kevin helen In.

1020
00:50:40.519 --> 00:50:43.199
If you missed any part of this episode. The podcast

1021
00:50:43.239 --> 00:50:47.599
is available on Talk for Podcasting and iHeartRadio. For more

1022
00:50:47.639 --> 00:50:51.719
information and questions, go to Winning Business Radio dot com

1023
00:50:51.840 --> 00:50:54.400
or check us out on social media. Tune in again

1024
00:50:54.440 --> 00:50:56.719
next week and every Monday at four pm Eastern Time

1025
00:50:56.920 --> 00:51:00.480
to listen live to Winning Business Radio on Double four

1026
00:51:00.599 --> 00:51:02.480
c Y Radio W four c.

1027
00:51:02.679 --> 00:51:06.079
Y dot com. Until then, let's succeed where others have

1028
00:51:06.239 --> 00:51:10.320
five and win in Business with Kevin Helenan and Winning

1029
00:51:10.440 --> 00:51:11.239
Business Radio