Dec. 8, 2025
#161 -Amy Gregory Weber: Building High-Performing Sales Teams & Scaling Revenue Through People Alignment
YouTube: Instagram: Facebook: X (Formerly Twitter): LinkedIn: TikTok: Spotify: Apple Podcasts: 📌 Find Out More About Amy & Vetta Sales Consulting
What separates companies that plateau from those that scale with clarity and momentum? In this episode of The Necessary Entrepreneur, Mark Perkins sits down with Amy Gregory Weber, founder of VETTA Sales Consulting, former sales leader at Microsoft, Twilio, and Cisco, and a seasoned advisor who helps entrepreneurs create high-performing, people-aligned sales organizations.
After three decades leading global sales teams, Amy discovered a powerful truth: you can’t scale a business if the wrong people are in the wrong roles. Today, she helps growth-stage companies build the systems, data-driven processes, and people alignment required to scale without chaos.
Amy and Mark unpack how founders can eliminate misalignment, develop accountable teams, and create sustainable revenue systems. From psychometric analysis to rebuilding team structure, to cultivating real relationships with clients, Amy shares the exact frameworks that transform sales organizations from scattered to strategic.
She also dives into the personal side of her journey: grit, reinvention, leadership shadowing, and why climbing mountains mirrors the entrepreneurial path more than anything else.
In This Episode, You’ll Learn:
• Why people—not strategy—determine whether a business scales
• How founders can build teams that actually want the roles they’re in
• The psychometric tools Amy uses to align talent with business goals
• How to replace chaotic sales activity with systems and accountability
• Why listening (not pitching) is the real competitive advantage
• How relationship-driven selling built one client from $0 to 95% Cisco adoption
• Why your growth journey will never be a straight uphill climb
• How physical challenge and mountain-climbing shape Amy’s leadership philosophy
• The habits of elite sales leaders who create long-term client loyalty
Whether you’re a founder building your first sales process or a seasoned entrepreneur leading a growing team, Amy’s perspective will challenge how you think about people, performance, and growth.
🎙️ The Necessary Entrepreneur, hosted by Mark Perkins, features real conversations with founders and leaders who’ve built businesses worth studying.
📌 Connect With Us:
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Spotify: https://open.spotify.com/show/6xhGUE1yzy2N0AemUOlJPx?si=d1c5c316af404f15
Apple Podcasts: https://podcasts.apple.com/no/podcast/the-necessary-entrepreneur/id1547181167
📌 Find Out More About Amy & Vetta Sales Consulting
www.vettasalesconsulting.com
www.linkedin.com/in/amygregoryweber
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You can't teach grit.
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You either have it or you don't.
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What I do think you can teach is accountability.
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Today on the Necessary Entrepreneurial, welcome back.
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am pumped to be joined by Amy Gregory Weber.
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Better watch out when they bring the three names, it's about to get serious.
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But Amy Weber, founder of Vetta Sales Consulting.
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Amy spent decades leading sales teams at companies like Microsoft and Twilio, and now she
helps entrepreneurs and growing businesses build smarter data-driven sales strategies.
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She's all about helping founders scale revenue, develop high-performing teams,
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and put systems in place so their business can grow without chaos.
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Amy, great to have you on the show.
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Mark, thank you so much.
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appreciate it.
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I'm looking forward to this.
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So, um...
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All those bricks behind the wall.
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You've built this business in this life and all this strategy and who you are, you built
it brick by brick.
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We talked for a few minutes beforehand and I just knew that this was going to be a very
good and productive and lightning conversation.
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So what are you out here now at this amazing place in your career where you're ready to
share and help other people grow and remove the chaos?
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What are you building brick by brick?
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What are you building and helping us solve and doing this world of business for us now?
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Yeah, it's really great.
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So when I launched Vetta back in August of 24, ah I was really focused on just the basics
and thought, this is what I've done my whole life.
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I'm going to go out and help people decide on their strategy and how they're going to grow
their business.
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And after a number of months working in it, what I realized was that the key to growth,
whether it's in sales or any other part of your organization, is the people.
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And so I've really doubled down on that.
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I'm actually going to rebrand, it's still the Vetta in January.
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I'm to rebrand with that focus because it's about aligning those people and the processes
if you want that growth.
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And so it's interesting to me as somebody who's spent their entire career, you know, 30
plus years in sales, I know that I was in the right field, but I also know that I've
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managed and mentored and been coworkers with a lot of people who
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took roles because it was what they thought they were supposed to do.
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And then they stayed in them and they were miserable.
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And you know what that does to companies?
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It tanks them.
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Because if you have the wrong people in the wrong position,
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you're never going to achieve your goals and you're never going to achieve your growth.
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so I'm really trying to help everything like from what you said, those scale ups to those
other businesses to really create that foundation.
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And I do that through leveraging a tool that I, a psychometric analysis tool.
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I do that through the strategy work that I do and then through the additional coaching
that I put together and watching those companies grow and get the right process and the
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right people in place.
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That's the best.
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Because now you know that you're see them just as we talked about with the climbing, make
that summit, right?
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Get to the top.
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So it's evident now you climb walls for fun.
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I climb mountains for fun, yes.
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um Why do such a hard thing for fun?
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Uh, I, I, I've been an athlete my whole life and, um, I just, I think that challenging
yourself physically is, is the best way to just create happiness inside of yourself and
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just those innate abilities.
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And I ran for a really long time and I played volleyball and I, I did all of these things.
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And as I got older, I wanted to do something that allowed me to embrace.
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how much I love to travel with adventure and with challenge.
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And climbing is the best way to do that.
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And it's beautiful.
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mean, you get to the top, we were in Jackson Hole several months ago and we got to the top
of Delta Lake.
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And you climbed a mountain and at the top, there's a huge, gorgeous, mirror-topped lake.
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That's something wonderful nature created.
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Everybody should see that.
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Are you climbing dangerous mountains?
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sometimes.
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Um, sometimes.
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that feel like the same environment that we're in in business?
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Because it feels dangerous.
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So when I launched Vetta, I launched it because Vetta means, I used the name, it means
summit in Italian.
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And it tied together my love of that physicality and that adventure with my Italian
heritage.
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I know all my names sound really Italian, I got it.
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ah But my Italian heritage and then just that idea that I wanna help people get to the top
and to grow and to succeed.
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For me, it was really important and personal that that's what I named it.
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Is getting to the top complicated?
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100%.
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And I think the top means something different to different people.
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When I started my career, for me, we talked a little bit about in the pre-discussion, I
had a little bit of a chip on my shoulder for a lot of reasons.
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And for me, success back then was overachieving goal, making a lot of money, winning all
the club awards, getting the next big name on my resume.
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And for me now, success is living my life.
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the way I want to live it and being able to take and help guide other people to their
success.
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And it's empowering to feel that way.
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If the Amy would have done that at 30, would you have gotten here in the same successful
way or would you make an argument that you would have even compounded it more?
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Because there's this idea, was it necessary that we traveled this journey to build us into
this form of ourselves that can have these thoughts in this philosophy?
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You know, it's interesting.
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I don't know that I can go back and have that decision, but who I was at 30 is very
different than who I am today.
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I mean, it just is.
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And I do think that those obstacles that I overcame helped me become the person that I am.
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But I also, think the biggest part of it, Mark, was the people I encountered, good and
bad.
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You know, their leadership casts a shadow on you.
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And good leaders
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have stayed with me, whether I talk to them once a month, once a year, once every few
years.
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They've cast that shadow over me and I continue to grow from that impact.
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And then I think that the same is true with people outside the business world, that there
were people who impacted me good and bad, but as long as I learned something from all of
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those interactions, then I won.
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And so I do think I had to go through that.
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kind of those obstacles and those hills.
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In business, everybody thinks that your trajectory just goes straight up the hill, right?
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They forget that you get to the top of the one hill and you gotta go back down and then
you're climbing a hill isn't a straight line.
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You get your switchbacks, you're going up and down.
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And I think that so many people from the outside look at us and they're like, well, she
just keeps succeeding.
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They don't see where you had to falter and go back up, where you had to learn something,
where you lost deals.
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probably have learned more from the deals that I lost and the accounts that I lost than
the ones that I won.
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What do think you learned?
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What's the big idea that you learned if you could have one big takeaway even though they
were all different scenarios?
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You have to listen to a business need and not just go in with what you think is the right
solution.
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It is important to align to their needs, not to just what you are focused on selling or
presenting.
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So can you do that just by engaging and asking questions and finding out from them what
they need?
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and having an open mind about it.
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ah I think that we trained young salespeople to ask a certain set of questions and that
this was your questions and then this was the quantity and it became almost like a menu
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and that's just wrong.
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The successful way is to go in, do your research, understand who you're talking to.
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There's no reason today that we shouldn't know.
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million salient details about someone before we walk in the door.
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So do your research, but then understand that when you go in, that you should be listening
more than you should be speaking.
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And from there, then you can determine kind of, are you the right fit and how do you put
together that solution appropriately versus just sign here.
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And then by the way, that's step one.
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Step two is the ongoing, because it is so much harder.
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to get a new client than it is to keep an existing client.
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So if you can do the right things to win the client, then continuously maintain that
relationship.
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You'll get more business going forward.
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I think the thing that, so I've always loved sales, but I didn't like how most people
talked and thought about sales.
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You know, this, you could sell ice to an Eskimo.
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I hated it too, because what does an Eskimo not need?
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Ice or snow.
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And so I always said, Hey, listen, I'm not interested in that, but I am interested in
engaging with people because I'm a charismatic person.
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like developing relationships.
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I like to get to know someone.
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And so what I.
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I was able at a young age and so this is what I try to help everyone do now.
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That's a big dog.
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And so, um, I love that's a big dog.
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I love it.
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This is life though, but see, this is sales.
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That was Brooklyn.
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Brooklyn says hello.
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Brooklyn, I guess that big bark goes with a big part of New York city.
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guess so.
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If that's where Brooklyn comes from.
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um of course she is.
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That's a very big dog that I'm glad I'm here and not there.
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I'd be very scared.
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Um, but, but this is what sales is.
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Right.
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And you actually talked about said, get to know the person that you're going to be having
a conversation with.
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Right.
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And so all the information about Amy Weber is in my head today.
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I put that there and I just sit down for a conversation on, let me get to know her.
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So what I love about sales, I don't know if the thing I have is going to be the right
product market fit for that person.
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don't know.
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So how about I find out?
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And if for some reason I don't have the thing, I'd love to be the resource that's part of
this conduit on helping them find the right thing.
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So one of my favorite stories, was early in my career at Cisco.
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ah I was visiting a large client and I walked out of that office and across the hall was a
business I had never heard of.
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And I just walked in and no one was at the reception desk.
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And because apparently I have no boundaries, I kept walking in their office.
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And I get back and I see on the sign on the door, it's a CEO.
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And I knocked on the door and I said, Hey, what do you guys do here?
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The guy just started laughing and he's like, who are you?
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And I told him, and he said, did you just come in our office?
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And I said, no, one was at the front.
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I said, I was really interested.
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So we started conversation.
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Net, net.
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He said, we're too small.
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We'll never need you.
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Um, but I love who I love what you just did.
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And he said, I'm to introduce you to the CTO.
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CTO gives me the same spiel.
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And I said, hey, let me just come in and sit down with your team and understand your
environment.
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And at the time they had zero Cisco in their network.
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Over the next 13 years that I worked there at Cisco and I was an IC and a leader, I say I
did engage with that account one way or the other.
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When I left, they had 95 % of their business ran through Cisco across the world.
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And they had grown exponentially.
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I'm still friends with that CEO today and he had left during that time period.
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I'm still friends with the, the CTO and the director and the VP of, I grew up with those
guys, but I listened to what they needed.
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And the moral of the story was that I listened to what they needed and I was there not
just when they need, when I needed a signature on a PO, but to help them build.
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And I was instrumental in building out what they grew this
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business that is now an incredibly large, incredibly successful business on.
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So a lot of people would have said, you're not big enough, there's no money here, I'm not
going get a quick win.
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I was intrigued.
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I loved the CEO.
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I loved what he had to say.
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I loved what he did, how he built his business.
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And they were very young in their business when I met them.
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And so I take a lot of pride in that.
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And the irony is that we were never the cheapest, but they loved
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the service and the relationship that I brought to the table, when I left, and I wasn't,
hadn't been their rep for years, but I was still engaged with them, when I left, people
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decided they weren't big enough or weren't important enough or they had bought too much.
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They have now removed all of that investment.
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And so it goes to show that people buy from people and people engage with people.
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And it's about how you make them feel.
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And it's about the relationship because again,
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There was no difference in what I was doing.
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I was just investing in them.
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eh And I think that's the key to the success that I've had is that I always see those wins
as an investment in those other people, not as a transaction.
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Was it Amy Webber taught or was she found?
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Well, some would say I was found.
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got my first technical sales job from behind the bar.
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I was a bartender.
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I was working in tech during the day trying to learn the business, making no money.
195
00:14:46,986 --> 00:14:52,186
So I was tending bar at night and two guys came into the bar and sat there.
196
00:14:52,186 --> 00:14:55,026
They were doing a, I lovingly refer to it as a hug and chug.
197
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It was a happy hour.
198
00:14:57,446 --> 00:15:01,106
I worked at a high-end cigar and martini bar and they sat there for hours.
199
00:15:01,890 --> 00:15:04,412
The one guy was on a progressive fast, it was Lent.
200
00:15:04,412 --> 00:15:05,563
He was down to bread and water.
201
00:15:05,563 --> 00:15:08,335
Crankiest person you could ever imagine.
202
00:15:08,516 --> 00:15:13,640
At the end of the time, he goes to pay the bill and he puts his hand over the top of mine.
203
00:15:13,640 --> 00:15:14,851
He goes, what do you really do?
204
00:15:14,851 --> 00:15:23,648
Because I had been having a conversation with the other guy about Dec Alpha and Compact's
acquisition of Dec and what that's going to do and how that's going to change the
205
00:15:23,648 --> 00:15:24,229
industry.
206
00:15:24,229 --> 00:15:27,511
And he said, you know more than the people who work for me.
207
00:15:27,652 --> 00:15:28,833
So we chatted about it.
208
00:15:28,833 --> 00:15:30,634
He gave me an enormous tip.
209
00:15:31,368 --> 00:15:35,380
And his business card, he said he had six jobs open, I could have whichever one I wanted.
210
00:15:35,960 --> 00:15:39,262
And that was my first field sales job for a reseller in Indiana.
211
00:15:39,262 --> 00:15:47,026
um So they would say I was found because I went to Butler for accounting and English.
212
00:15:47,627 --> 00:15:54,910
I didn't ever think I was gonna go into sales or especially into tech sales until I made
that decision that that's what I wanted to do.
213
00:15:55,416 --> 00:15:58,306
So was he the CEO or was he a VP of a department?
214
00:15:58,306 --> 00:15:59,896
He was the VP of Sales.
215
00:15:59,896 --> 00:16:00,608
Yep.
216
00:16:00,608 --> 00:16:03,712
So the reason why I asked that don't know the guy's name or anything.
217
00:16:03,813 --> 00:16:09,564
There's only those people only fit into two or three categories because here's what his
job was.
218
00:16:09,564 --> 00:16:11,016
Talent acquisition.
219
00:16:11,469 --> 00:16:12,274
Yes.
220
00:16:12,770 --> 00:16:14,050
That was his job.
221
00:16:14,671 --> 00:16:18,453
And so he was always on the lookout everywhere he went.
222
00:16:18,514 --> 00:16:21,396
And he did more listening that night, even though he's cranky.
223
00:16:21,396 --> 00:16:25,108
He did more listening so he could realize the brilliance that you had.
224
00:16:25,966 --> 00:16:32,086
And I, to this day, have told him how grateful I am to him for seeing that.
225
00:16:32,086 --> 00:16:34,846
Because I had already known that tech was what I wanted to go into.
226
00:16:34,846 --> 00:16:36,486
I'd made that decision.
227
00:16:36,866 --> 00:16:38,986
And people told me I was crazy, Mark.
228
00:16:38,986 --> 00:16:41,546
They were like, I mean, this is 95, 96.
229
00:16:41,546 --> 00:16:43,746
They're like, you're insane.
230
00:16:44,606 --> 00:16:48,226
And he changed my life.
231
00:16:48,306 --> 00:16:50,006
He changed the trajectory of my life.
232
00:16:50,006 --> 00:16:52,486
And then from there, I built that career.
233
00:16:54,764 --> 00:17:04,646
I don't know if that experience hadn't happened, how I would have gotten to that next
step, but I didn't have to because I was able to build it.
234
00:17:05,260 --> 00:17:07,336
How long were you there at that company?
235
00:17:07,800 --> 00:17:08,767
Two years.
236
00:17:08,973 --> 00:17:09,274
Okay.
237
00:17:09,274 --> 00:17:12,795
Um, did you outgrow it out?
238
00:17:12,795 --> 00:17:13,666
Yeah.
239
00:17:14,273 --> 00:17:15,153
Yeah.
240
00:17:15,373 --> 00:17:16,114
Yeah.
241
00:17:16,114 --> 00:17:24,896
I, I blow all my targets away and all the money and, and, um, I get recruited into my next
position from that role.
242
00:17:25,477 --> 00:17:31,015
And it was the irony was that I had overachieved all of my goals.
243
00:17:31,015 --> 00:17:39,861
So, you know, what they were paying me, even with like blowing my number away, the next
job I got was for a manufacturer.
244
00:17:39,861 --> 00:17:42,042
And when they gave me my offer.
245
00:17:42,080 --> 00:17:47,275
my base salary was more than my total comp was at the last job.
246
00:17:47,897 --> 00:17:53,543
And I, well, hold on, I stayed very, very uh calm.
247
00:17:53,543 --> 00:17:55,886
And I said, I don't know, the base looks a little low.
248
00:17:55,886 --> 00:17:56,967
And they gave me even more.
249
00:17:56,967 --> 00:18:00,150
And I went home that day and just laughed and I'm like.
250
00:18:01,838 --> 00:18:04,158
guess this is how life is gonna go.
251
00:18:04,300 --> 00:18:06,033
Yeah.
252
00:18:06,033 --> 00:18:07,955
What's the lesson you learned that day?
253
00:18:08,557 --> 00:18:09,758
In that moment?
254
00:18:10,616 --> 00:18:15,268
that you don't get anything unless you ask for it, number one.
255
00:18:15,348 --> 00:18:28,113
But what I learned from behind the bar was that you never know when you're going to meet
somebody that couldn't be impactful in your life.
256
00:18:28,293 --> 00:18:39,348
And then when I, you know, I used that experience to grow and learn and to really
understand technology and to really understand the sales process and to just soak up as
257
00:18:39,348 --> 00:18:40,300
much I would
258
00:18:40,300 --> 00:18:46,114
go and sit down with different people in different groups and just understand what they
were doing.
259
00:18:46,275 --> 00:18:49,798
And I took that to the next level and again and again.
260
00:18:49,798 --> 00:18:56,804
And so for me, I think that I have to learn something all the time.
261
00:18:56,804 --> 00:19:02,788
Even now, even at the age I'm at, even with the success that I've had, there's always
something new to learn.
262
00:19:03,649 --> 00:19:05,170
And you have to be open to that.
263
00:19:06,606 --> 00:19:09,406
this approach to engaging with human beings, we just call it sales.
264
00:19:09,406 --> 00:19:14,626
It's just engaging with human beings and finding out what they need and helping them
provide something they need.
265
00:19:16,866 --> 00:19:22,146
Is this novel as you go out here in the world and you're consulting and helping people fix
their businesses and grow?
266
00:19:22,146 --> 00:19:30,066
These things we're talking about seem so natural to you and to me, and this isn't from a
condescending perspective, but I've realized what you're talking about in my experience
267
00:19:30,066 --> 00:19:33,106
over 25 years in sales, this is it.
268
00:19:34,206 --> 00:19:36,407
Does this seem to be novel now?
269
00:19:36,407 --> 00:19:37,256
Heh
270
00:19:37,752 --> 00:19:39,288
I think that...
271
00:19:40,928 --> 00:19:48,642
And I think that when we first started out in the sales world, we were training people
that there was a playbook and a script they had to follow.
272
00:19:48,642 --> 00:19:52,344
And that that was a mistake because it was always about the relationship.
273
00:19:52,905 --> 00:19:56,807
And so those of us that understood that taught that to ourselves.
274
00:19:56,807 --> 00:20:05,512
And then we pivoted and we said, we need to understand what we're selling and the value,
but we need to understand the people and the relationship and make sure that what we're
275
00:20:05,512 --> 00:20:09,494
providing to them is actually important and valuable and why.
276
00:20:09,494 --> 00:20:11,315
and then how you follow up on it.
277
00:20:11,896 --> 00:20:16,178
Today, with all the new technology, you know, we talk about AI, right?
278
00:20:16,178 --> 00:20:26,674
AI is going to give us our most valuable asset back time, because it's going to automate
all of those menial processes and allow us to kind of speed through things.
279
00:20:26,674 --> 00:20:28,525
And so now it's giving us time back.
280
00:20:28,525 --> 00:20:33,268
And from that time, we should really be shifting to the experience culture.
281
00:20:33,268 --> 00:20:38,200
And so what you provide and what I provide and what the good, what the people who are
going to win.
282
00:20:38,200 --> 00:20:50,594
They're going to provide experience, whether that's in a restaurant, whether that's in a
uh sales situation, whether that's in a artistic endeavor.
283
00:20:50,594 --> 00:20:51,674
It's the experience.
284
00:20:51,674 --> 00:20:58,256
It's that experience culture and how you make people feel appreciated, heard, understood.
285
00:20:58,876 --> 00:21:02,027
I was in Miami last weekend and I had the most amazing dinner.
286
00:21:02,027 --> 00:21:05,248
And it wasn't just because the food was extraordinary.
287
00:21:05,366 --> 00:21:08,546
It was because the experience was so elevated.
288
00:21:08,546 --> 00:21:11,609
I, at one point, it was uh the din in Miami.
289
00:21:11,609 --> 00:21:13,451
It's a little Japanese restaurant.
290
00:21:13,451 --> 00:21:15,891
You can only have 16 people in the whole place.
291
00:21:16,492 --> 00:21:20,274
And at one point I said, I'm a little chilly.
292
00:21:20,875 --> 00:21:26,257
Within moments, a cashmere pashmina was put over my shoulders while I was eating.
293
00:21:27,038 --> 00:21:30,280
And I didn't even think I said it that loud.
294
00:21:30,280 --> 00:21:34,902
I definitely didn't say it to anyone besides my significant other.
295
00:21:34,954 --> 00:21:44,022
And that moment completely is the perfect example of the experience culture.
296
00:21:45,224 --> 00:21:46,104
Right?
297
00:21:46,265 --> 00:21:47,956
Because I'll never forget that.
298
00:21:49,100 --> 00:21:54,485
What is the lesson that you would teach in that, that restaurant executed?
299
00:21:56,024 --> 00:22:09,785
that they, the lesson there is that again, they were attuned to what was going on, not
just what they thought they needed to provide, but what people needed at that moment.
300
00:22:09,785 --> 00:22:23,406
So they weren't waiting for you to ask for your water to be refilled or to wipe off, you
know, where they had just placed uh another piece of uh fish or to drape a pagemene over
301
00:22:23,406 --> 00:22:25,710
your shoulders, that they were so attuned to your
302
00:22:25,710 --> 00:22:31,430
They were empathetic and they understood what your needs were maybe before you even did.
303
00:22:31,850 --> 00:22:43,690
And that's all about that relationship and that experience and that being open to what's
going on around you instead of being so myopic and thinking, this is what I have to do
304
00:22:43,690 --> 00:22:50,270
today and here's the checklist that I need to do while I'm in front of a client or a
person or a friend.
305
00:22:51,030 --> 00:22:55,322
You know, I think it's interesting, you can tell when you're talking to somebody,
306
00:22:55,322 --> 00:22:57,960
and they're not really listening.
307
00:22:57,960 --> 00:23:02,933
They have already determined their next thought and they're just waiting for their chance
to be able to say it.
308
00:23:02,933 --> 00:23:03,516
Right?
309
00:23:03,516 --> 00:23:04,988
Yeah, that's bad sales.
310
00:23:04,988 --> 00:23:05,929
That's bad sales.
311
00:23:05,929 --> 00:23:07,716
That's bad That's bad relationships.
312
00:23:07,716 --> 00:23:15,760
That's just bad And I think we've all probably fought it at times to not be so dang
narcissistic, To say, hey, listen, if you want to have anything successful in life,
313
00:23:15,760 --> 00:23:16,671
somehow it's weird.
314
00:23:16,671 --> 00:23:22,420
I'm trying to find the way to share this with people For it to be about you, it actually
has to be about them.
315
00:23:23,042 --> 00:23:23,903
Yes.
316
00:23:24,962 --> 00:23:26,054
100%.
317
00:23:27,608 --> 00:23:31,187
just doesn't seem like it goes together, but that's the algorithm I figured out.
318
00:23:32,293 --> 00:23:35,882
For it to be about me and for me to win, it has to be more about you.
319
00:23:37,172 --> 00:23:40,199
It's exactly right.
320
00:23:40,199 --> 00:23:42,444
And that's what I was telling you, you know, it's...
321
00:23:45,048 --> 00:23:47,787
And by the way, we can't do that for everybody.
322
00:23:47,787 --> 00:23:50,374
um
323
00:23:51,352 --> 00:23:53,465
but you can do it for every situation.
324
00:23:53,465 --> 00:23:56,008
might not, and not everybody might not be receiving of it.
325
00:23:56,008 --> 00:23:57,630
They might not be in a place, right?
326
00:23:57,630 --> 00:24:03,858
But you have to do it for everyone to have a chance at landing the clients in the
engagement and relationships you want.
327
00:24:04,010 --> 00:24:04,560
Exactly.
328
00:24:04,560 --> 00:24:07,692
And, but that's how, that's, that's how I've always gone about it.
329
00:24:07,692 --> 00:24:09,522
And I think that's, that's the key to the success.
330
00:24:09,522 --> 00:24:12,614
People ask me, how did you work for so many great companies?
331
00:24:12,614 --> 00:24:14,404
How did you achieve so much success?
332
00:24:14,404 --> 00:24:15,715
How were you always over your numbers?
333
00:24:15,715 --> 00:24:19,797
And I said, I cared about every single client I went into.
334
00:24:19,797 --> 00:24:21,758
I didn't, I cared about them.
335
00:24:21,758 --> 00:24:23,398
I didn't like everybody.
336
00:24:24,079 --> 00:24:32,602
And, but I cared that what I was doing was going to provide them value and they
337
00:24:32,763 --> 00:24:35,888
My goal was to always make them look good.
338
00:24:37,902 --> 00:24:39,063
Let them win, man.
339
00:24:39,063 --> 00:24:39,563
Let them win.
340
00:24:39,563 --> 00:24:41,175
see, we've read these books.
341
00:24:41,175 --> 00:24:44,268
think what Dale Carnegie's, to Win Friends and Influence People.
342
00:24:44,268 --> 00:24:48,171
It's even when you win, you don't win.
343
00:24:49,333 --> 00:24:50,123
They have to win.
344
00:24:50,123 --> 00:24:51,725
Put your ego in check.
345
00:24:51,725 --> 00:24:52,245
Let them win.
346
00:24:52,245 --> 00:24:55,838
Because when they win and you're associated with it, you're winning.
347
00:24:57,944 --> 00:25:12,408
Well, quote, I quote, ego is the enemy all the time because I just, know, I when I was
younger, I was so driven to get out of my circumstances and to prove that I was better
348
00:25:12,408 --> 00:25:15,859
than what I had started out.
349
00:25:16,479 --> 00:25:18,240
And I had that chip on my shoulder.
350
00:25:18,240 --> 00:25:25,902
And as I matured and as I got older and as I found peace and success, it allowed me to
say,
351
00:25:26,862 --> 00:25:30,782
I want everybody to be happy, but that doesn't mean I have to be a part of the situation.
352
00:25:30,782 --> 00:25:33,022
I want everybody to be successful, but I don't have to be a part of it.
353
00:25:33,022 --> 00:25:35,082
My ego is just not that big.
354
00:25:36,622 --> 00:25:42,642
I gained so much happiness helping other people succeed.
355
00:25:43,101 --> 00:25:48,802
And if that means that I get to be successful too and get to live my life the way I want
to, more power to it.
356
00:25:48,802 --> 00:25:50,122
That's fabulous.
357
00:25:50,882 --> 00:25:52,602
You're a win on every front.
358
00:25:52,898 --> 00:26:02,622
So I want to get into about in this new environment of AI, combined with, still feel like
it's the old world traits of getting face to face and handshakes human to human.
359
00:26:02,622 --> 00:26:09,505
But, I want to hand it to you and say, Hey, how are you finding ways to cut through all of
the chaos and all the drama and what the world's throwing at us?
360
00:26:09,505 --> 00:26:12,506
And, I'm going to lay this down to say that.
361
00:26:12,926 --> 00:26:20,469
I don't really believe the basic principles of human engagement and winning in sales and
leading organizational people.
362
00:26:20,469 --> 00:26:21,920
I don't think it's changed.
363
00:26:21,920 --> 00:26:27,635
I found myself last night, we just have new information, new technologies, maybe we can
become more efficient.
364
00:26:27,635 --> 00:26:29,756
But I found myself last night, we had a career night.
365
00:26:29,756 --> 00:26:34,540
So as we recruit and build this real estate company that I lead, have great people in the
company.
366
00:26:34,540 --> 00:26:36,020
They build a lot of platforms for me.
367
00:26:36,020 --> 00:26:37,683
They're like, just show up here at this moment.
368
00:26:37,683 --> 00:26:41,006
You get that seat, you get this clicker and just crush and do what you do.
369
00:26:41,006 --> 00:26:42,006
Paint the vision.
370
00:26:42,006 --> 00:26:48,011
And so I'm fortunate to be around just so many great people now that set that platform for
me.
371
00:26:48,051 --> 00:26:51,638
but I told everyone last night, I said, I was just reflecting when I started
372
00:26:51,638 --> 00:26:56,901
I have different companies, but the company that built it all was this real estate
brokerage, this agency.
373
00:26:56,901 --> 00:26:58,962
It's where it started 18 years ago.
374
00:26:58,962 --> 00:27:08,297
And I said, the first person I hired, not everybody who started here is still here by far,
but the first person that I hired is still here and he's pretty much retired.
375
00:27:08,297 --> 00:27:09,708
And he happened to be in yesterday.
376
00:27:09,708 --> 00:27:11,189
He doesn't come in a ton anymore.
377
00:27:11,189 --> 00:27:20,546
And I ran into him and I had one of these moments that we were reflecting on the past, you
know, that those people do walking to school in the snow to
378
00:27:20,546 --> 00:27:22,667
But me and him, not for anyone else.
379
00:27:23,508 --> 00:27:37,678
And I said, Roy, isn't it funny that 17 years ago, a year after I recruited you, you had a
day where you closed five properties, five homes on the same day.
380
00:27:38,179 --> 00:27:41,352
And I said, and I only ever beat that by one and I only closed six.
381
00:27:41,352 --> 00:27:47,816
And I said, there's actually no one in our entire company, hundreds of people, these
thousands and thousands of transactions a year now.
382
00:27:48,588 --> 00:27:52,131
Not one person has replicated that five in one day and six in one day.
383
00:27:52,131 --> 00:27:54,723
That's actually a really big feat being in our field.
384
00:27:54,924 --> 00:27:56,094
And I said, isn't it amazing?
385
00:27:56,094 --> 00:27:58,006
We didn't have a sign on the building.
386
00:27:58,086 --> 00:27:59,768
We didn't have any marketing.
387
00:27:59,768 --> 00:28:01,189
We didn't have a website.
388
00:28:01,189 --> 00:28:04,191
We had none of the tools that we have now.
389
00:28:04,191 --> 00:28:11,877
And I said, to be honest with you, man, it puts a smile on my face to think about the
hustle and the grind and what we did back then to make that happen.
390
00:28:12,839 --> 00:28:16,982
If people still took the same approach and still did the same thing today.
391
00:28:17,644 --> 00:28:19,015
They would win the same way.
392
00:28:19,566 --> 00:28:20,526
100%.
393
00:28:20,526 --> 00:28:26,146
So number one, what you said, the hustle and the grind, you can't teach grit.
394
00:28:26,226 --> 00:28:28,426
You either have it or you don't.
395
00:28:28,586 --> 00:28:45,826
And I think it's really sad that some of the choices that we've made almost were making
people who are gritty seem wrong or when they're growing up, know.
396
00:28:45,826 --> 00:28:48,502
Adding grit just means that you're gonna
397
00:28:48,502 --> 00:28:51,805
sustain and be able to go out there and overcome obstacles.
398
00:28:51,805 --> 00:28:56,290
And by the way, those obstacles, like I said, are the ways that I developed who I was.
399
00:28:56,290 --> 00:28:58,812
So it's okay.
400
00:28:58,812 --> 00:29:03,757
We don't allow our children to fail enough.
401
00:29:04,618 --> 00:29:08,902
Or we don't...
402
00:29:11,746 --> 00:29:15,609
We don't share our warts and our failures.
403
00:29:15,609 --> 00:29:23,985
Social media is a necessary evil, but it's probably one of the worst things that's
happened because people only post that sanitized version of themselves, that perfect
404
00:29:23,985 --> 00:29:25,035
version.
405
00:29:25,236 --> 00:29:33,702
And so it's unrealistic with the filters and all of the things that people think that
that's real life and it's just not.
406
00:29:33,702 --> 00:29:38,946
The real life is the dirty and the gritty and the getting it out there.
407
00:29:38,946 --> 00:29:40,587
By the way, I spent 30 years in tech.
408
00:29:40,587 --> 00:29:42,906
I still don't know how to filter a picture, just so we're clear.
409
00:29:42,906 --> 00:29:44,049
I have no idea.
410
00:29:44,049 --> 00:29:45,169
Couldn't do it if I tried.
411
00:29:45,169 --> 00:29:48,281
ah Have no intention of doing it.
412
00:29:48,281 --> 00:29:49,752
But it's interesting.
413
00:29:49,752 --> 00:29:56,395
So I have said to people through the years that when I, I love coaching people, love it.
414
00:29:56,436 --> 00:30:00,958
And I coached as a volleyball, I was a volleyball coach in my 20s.
415
00:30:01,178 --> 00:30:04,040
Again, when we first met, I told you I'm five foot four.
416
00:30:04,040 --> 00:30:08,056
So I would coach these girls and they would come out onto the court and
417
00:30:08,056 --> 00:30:13,507
They would make fun of me because they were all taller than I was until I hit balls at
them.
418
00:30:13,507 --> 00:30:17,209
And then they decided that coach was really strong and they shouldn't make fun of her.
419
00:30:17,209 --> 00:30:20,669
They also had to end every practice running sprints against me.
420
00:30:21,050 --> 00:30:26,171
And the reason I did it wasn't because I wanted to prove that I was faster, stronger, had
more endurance.
421
00:30:26,171 --> 00:30:33,053
Volleyball tournaments, especially club ball tournaments, are so long, I wanted them to be
conditioned.
422
00:30:33,073 --> 00:30:37,654
And so I knew that how many times they were going to have to run sprints in order to beat
me.
423
00:30:37,836 --> 00:30:39,537
And all I was doing was conditioning them.
424
00:30:39,537 --> 00:30:43,451
We'd go into these tournaments and they were prepared.
425
00:30:43,451 --> 00:30:47,834
So I was teaching them to be gritty for preparation.
426
00:30:47,834 --> 00:30:56,282
Secondly, I was proving to them that if they practiced and learned something, that they
would be great, right?
427
00:30:56,282 --> 00:30:57,993
I was never gonna be the best player on the team.
428
00:30:57,993 --> 00:31:04,688
I'm far too small, but I was gonna have the best attitude and was probably gonna work the
hardest because I wanted it.
429
00:31:04,929 --> 00:31:06,920
And again, you can't teach that.
430
00:31:07,136 --> 00:31:09,487
Every year I coached, I had to kick one kid off the team.
431
00:31:09,487 --> 00:31:14,489
Sometimes the best player because they wouldn't show up for practice or because they'd
have an attitude.
432
00:31:14,589 --> 00:31:16,430
One threw a ball at my face, little things.
433
00:31:16,430 --> 00:31:20,352
ah But they weren't coachable.
434
00:31:20,352 --> 00:31:28,905
They might've had innate natural talent, but they were never going to be able to do
anything with that talent because they were told that they were amazing and that they
435
00:31:28,905 --> 00:31:31,746
should be put on a pedestal and they had nothing left to learn.
436
00:31:32,477 --> 00:31:36,138
We all, no matter how much success we've achieved,
437
00:31:36,238 --> 00:31:39,318
Those six deals, you didn't put yourself on a pedestal.
438
00:31:39,318 --> 00:31:42,018
You probably said, when can I get seven in one day?
439
00:31:42,378 --> 00:31:43,338
Right?
440
00:31:44,178 --> 00:31:46,598
And that's really hard to do.
441
00:31:47,478 --> 00:31:49,518
Now, you're 200 % of quota.
442
00:31:49,518 --> 00:31:50,978
want to make 300 % of quota.
443
00:31:50,978 --> 00:31:53,158
You make $500,000 in a year.
444
00:31:53,158 --> 00:31:54,518
want a million dollars.
445
00:31:54,518 --> 00:32:00,758
mean, whatever it is, but it's, it's that grit and it's that drive and it's that
intention.
446
00:32:00,858 --> 00:32:02,898
And it takes hard work to do that.
447
00:32:02,898 --> 00:32:04,738
And I get.
448
00:32:05,078 --> 00:32:10,623
I see people, especially some of the people who are like, I just don't want to work that
hard.
449
00:32:10,623 --> 00:32:11,925
That's fine.
450
00:32:11,925 --> 00:32:14,326
But don't go into certain fields then.
451
00:32:15,648 --> 00:32:22,248
Because you'll never find the success that you think that you deserve if you're not
willing to put the effort into though.
452
00:32:22,248 --> 00:32:27,102
And then can I be a little mean as well and say you better reduce the goals and the vision
you have for your life as well?
453
00:32:30,158 --> 00:32:31,742
You know, I didn't get on an airplane until I was 19.
454
00:32:31,742 --> 00:32:36,375
I took my first flight at 19 years old.
455
00:32:36,375 --> 00:32:37,778
I flew out to Aspen, Colorado.
456
00:32:37,778 --> 00:32:39,422
It the first mountain I ever climbed.
457
00:32:43,266 --> 00:32:47,861
I have now traveled all over the world and I love it.
458
00:32:47,861 --> 00:32:49,932
It energizes me, it excites me.
459
00:32:50,334 --> 00:32:55,638
And my mom's still never been on an airplane, ever.
460
00:32:56,100 --> 00:33:00,123
That just wasn't, her world was really small.
461
00:33:00,684 --> 00:33:02,886
And I wanted so much more than that.
462
00:33:04,856 --> 00:33:08,594
So if this is tough to train, if grit, if you just can't train it.
463
00:33:10,262 --> 00:33:13,524
And the majority of the world doesn't have it.
464
00:33:14,245 --> 00:33:15,404
They haven't learned the skill.
465
00:33:15,404 --> 00:33:24,614
They haven't been forced to, because as you spoke to the way that we're growing up now,
and I've said this multiple times, I think it's admirable about what parents are trying to
466
00:33:24,614 --> 00:33:24,854
do.
467
00:33:24,854 --> 00:33:26,344
It seems like their intention.
468
00:33:26,344 --> 00:33:31,099
Here's what you hear is that, I just want their life to be better than mine.
469
00:33:31,840 --> 00:33:34,482
And I don't want them to have as much of struggle as me.
470
00:33:34,482 --> 00:33:36,783
I don't want it to be as hard as mine.
471
00:33:36,924 --> 00:33:40,116
And so I think that's admirable because it means that they care.
472
00:33:40,504 --> 00:33:44,347
But then my instant response, I've gotten better until it's my moment to respond.
473
00:33:44,347 --> 00:33:47,818
And I'd say, but isn't that how you became who you are?
474
00:33:49,848 --> 00:33:54,974
How are they going to become the best version of themselves if it's always easy?
475
00:33:55,726 --> 00:34:05,826
And I think that the key to that, and look, I wasn't perfect and I made plenty of missteps
as a single mom with my son.
476
00:34:06,186 --> 00:34:12,306
And I had to understand that he was different than me and his core identity was different
than mine.
477
00:34:12,306 --> 00:34:17,786
So he was never gonna be as intense as I am.
478
00:34:18,446 --> 00:34:22,502
But I was really honest with him.
479
00:34:22,539 --> 00:34:30,211
And so even though I gave him a lot of experiences and a lot of opportunities, I also was
honest with him about my expectations.
480
00:34:30,311 --> 00:34:38,232
And I discussed with him when he faltered from those that I was disappointed and there
were ramifications to it.
481
00:34:38,413 --> 00:34:39,353
Right.
482
00:34:41,553 --> 00:34:45,054
And I think that's, that's all things that people.
483
00:34:46,605 --> 00:34:54,465
We have a really strong relationship now, but there were some times that it was difficult
and it should be.
484
00:34:54,505 --> 00:34:58,025
When somebody is 16 and they're like, my mom's my best friend.
485
00:34:58,025 --> 00:35:00,865
Well, then she's not punishing you enough for the things.
486
00:35:00,865 --> 00:35:03,465
And my favorite is when everybody's like, my child is perfect.
487
00:35:03,465 --> 00:35:05,645
By the way, no child is perfect.
488
00:35:05,645 --> 00:35:07,885
None, zero, zilch.
489
00:35:07,885 --> 00:35:14,405
They might be good, but they're not, you and it might be less trouble than somebody else,
but you also don't know what's going on behind the scenes.
490
00:35:14,405 --> 00:35:15,884
And so I don't.
491
00:35:15,884 --> 00:35:17,024
I don't think you can teach grit.
492
00:35:17,024 --> 00:35:28,777
What I do think you can teach is accountability and that you can set expectations and hold
people to those expectations.
493
00:35:29,098 --> 00:35:32,438
And then they're going to have to determine how they achieve that.
494
00:35:32,499 --> 00:35:41,801
And if they don't have the grit, then they are going to have to change either their goals,
their dreams or their lifestyle because they're probably not going to achieve exactly what
495
00:35:41,801 --> 00:35:43,881
they thought they were going to.
496
00:35:45,654 --> 00:35:48,562
And I agree with you, I think there are a lot of middlers in the world.
497
00:35:48,562 --> 00:35:51,547
There a lot of people who are just happy hanging out in the middle.
498
00:35:51,810 --> 00:35:53,964
And I want to help people be extraordinary.
499
00:35:53,964 --> 00:35:56,477
Yeah, if I thought they were happy, I'd leave them alone.
500
00:35:58,638 --> 00:35:59,658
I don't see that.
501
00:35:59,658 --> 00:36:01,058
I don't hear it from them.
502
00:36:01,058 --> 00:36:03,318
I don't see it.
503
00:36:04,918 --> 00:36:12,238
I'm not saying I want to fight for it yet, but I think the majority of people deep inside,
they want better.
504
00:36:12,398 --> 00:36:14,118
Well, and I think that they're afraid.
505
00:36:14,118 --> 00:36:18,638
85 % of millennials will tell you that they're in the wrong job, but they're afraid to
change jobs.
506
00:36:18,998 --> 00:36:26,218
They're afraid because of they've built their career here, they may not make enough money,
or they won't be good at the next thing.
507
00:36:27,358 --> 00:36:32,918
We have people who we hire into roles based upon their resume or the companies that
they've worked for.
508
00:36:32,918 --> 00:36:37,762
They were never good at the previous job, but because they've worked for all of these big
companies.
509
00:36:37,762 --> 00:36:40,713
They just keep getting jobs and it just is a cycle.
510
00:36:40,713 --> 00:36:43,404
They work there six to 18 months.
511
00:36:43,404 --> 00:36:44,365
They don't do great.
512
00:36:44,365 --> 00:36:48,406
They're either middle of the pack or below the pack and then they go get the next job.
513
00:36:48,406 --> 00:36:49,627
And we have to change that.
514
00:36:49,627 --> 00:36:54,609
We have to, that's why I said I'm so passionate with companies saying, I don't care what
their resume says.
515
00:36:54,609 --> 00:36:57,830
I care who they are and that we're getting the right people.
516
00:36:58,170 --> 00:37:04,333
And the way that we have brought people into organizations is, oh, they, they had to be
successful.
517
00:37:04,333 --> 00:37:06,234
They worked for XYZ company.
518
00:37:06,234 --> 00:37:07,598
That doesn't mean anything.
519
00:37:07,598 --> 00:37:11,241
1 % of your past success will determine your future success.
520
00:37:11,241 --> 00:37:17,106
I want to know who you are today, what your story is, and where you want to go from there.
521
00:37:17,106 --> 00:37:20,229
ah And then how we're going to align that.
522
00:37:20,229 --> 00:37:28,456
also think that we as companies are insane when we write our job descriptions.
523
00:37:28,717 --> 00:37:30,918
Because we'll say, I want to...
524
00:37:31,202 --> 00:37:34,822
hate job descriptions.
525
00:37:35,522 --> 00:37:36,806
I hate them.
526
00:37:37,548 --> 00:37:42,858
You know, I want this driven self-starter that's a team player.
527
00:37:42,858 --> 00:37:44,690
Those are two different people, by the way.
528
00:37:46,488 --> 00:37:51,422
You know, if you want to just be a part of a team and be collaborative all the time, you
are not a self-starter driven.
529
00:37:51,422 --> 00:37:57,876
If you want the person who's out there that's going to be hard charging, that cares about
hitting all the goals, but doesn't really care about what the rest of the team is doing,
530
00:37:57,876 --> 00:38:09,064
that is a different person than this person over here that doesn't mean that they're
anti-social or that they can't collaborate with somebody, but that's not what drives them.
531
00:38:10,796 --> 00:38:14,690
And so, yeah, it's just bad from that standpoint.
532
00:38:14,690 --> 00:38:25,972
And then I think that because we've gotten to the point where we're just allowing
mediocrity, we're just like, it's okay, it's fine.
533
00:38:26,446 --> 00:38:30,324
Because it's hard, it's hard once that's set in, it's hard to change that.
534
00:38:32,130 --> 00:38:33,081
really hard to change that.
535
00:38:33,081 --> 00:38:42,476
you let a, if you let a, in ourselves and our lives, if we, in the, if I looked at my
past, the things that I've done and had a mediocre outcome, um, that I've accepted for
536
00:38:42,476 --> 00:38:43,537
myself.
537
00:38:44,418 --> 00:38:49,050
once you let that set in, it's really hard to convince yourself to change and to do it
differently.
538
00:38:49,050 --> 00:38:53,563
It really is because it's like you, were the person that allowed to happen in the first
place.
539
00:38:53,623 --> 00:38:55,704
And so I have to become of a different human.
540
00:38:55,704 --> 00:38:57,185
have to have a different mindset.
541
00:38:57,185 --> 00:38:59,016
I have to awaken in some way.
542
00:38:59,670 --> 00:39:03,151
laugh because I work out every day.
543
00:39:04,912 --> 00:39:06,783
And people are like, oh, you're so fit.
544
00:39:06,783 --> 00:39:09,894
I'm like, I work out every day.
545
00:39:10,034 --> 00:39:13,756
You can't go to the gym once a month and expect to meet your goals.
546
00:39:13,756 --> 00:39:20,298
ah You can't decide that you're going to eat healthy today.
547
00:39:21,719 --> 00:39:27,281
And the other 29 days of the month, you're going to crush a smash burger every day.
548
00:39:29,294 --> 00:39:35,599
The next piece that is I've been telling people a lot of times is that, Hey, listen, this
isn't a judgment conversation.
549
00:39:35,599 --> 00:39:38,512
No, just want us to accept what the rules are.
550
00:39:38,512 --> 00:39:40,182
This game that we're playing.
551
00:39:40,223 --> 00:39:45,487
The rules are if you want a different outcome, you have to do different things.
552
00:39:46,068 --> 00:39:52,643
If you're willing to accept the current outcome you have, I won't give you any grief and
I'm not going to judge you for it, but you knew except that's the outcome that you're
553
00:39:52,643 --> 00:39:53,994
going to continue to have.
554
00:39:55,854 --> 00:39:57,031
That's exactly right.
555
00:39:57,218 --> 00:40:00,083
What do you consistently find yourself at Vetta?
556
00:40:00,083 --> 00:40:03,128
What are you, what's really your wheelhouse?
557
00:40:03,128 --> 00:40:07,034
When you're hired in your mind, here's my ideal client, who's here I'm going to find now.
558
00:40:07,034 --> 00:40:08,386
um What do you, what do you do?
559
00:40:08,386 --> 00:40:12,252
What do you do on a daily basis consistently that you're really good at?
560
00:40:13,708 --> 00:40:18,050
Determining that, it's, Brooklyn says hello again, by the way.
561
00:40:18,050 --> 00:40:20,633
Hey, with them, we are, I thought at the end, I'm actually, I'll say it now.
562
00:40:20,633 --> 00:40:23,154
I'm going to say thank you for letting us to get to meet Brooklyn.
563
00:40:24,247 --> 00:40:25,331
You coming up?
564
00:40:27,320 --> 00:40:29,429
She's like, I'm trying to come up.
565
00:40:31,479 --> 00:40:32,244
Um.
566
00:40:36,426 --> 00:40:50,326
Like I said, I go in, I can listen to a business need, for me, it is about the people and
helping them figure out, realigning the people, pulling the best out of the people,
567
00:40:50,326 --> 00:40:53,171
figuring out how to manage the people accordingly.
568
00:40:53,251 --> 00:40:58,012
Because I don't think other companies are doing that.
569
00:40:58,012 --> 00:41:04,114
I think they're going in and saying, I'm oh going to give you a strategy, and if you
implement this strategy, it's going to work.
570
00:41:04,344 --> 00:41:09,696
That's only true if the people you have in place can execute that strategy.
571
00:41:10,076 --> 00:41:18,920
And so I had a client that I was talking to and I assessed their entire team and kind of
what they wanted in their key roles.
572
00:41:18,920 --> 00:41:21,521
And they had this, a couple of outliers.
573
00:41:21,521 --> 00:41:27,854
And I said, these people are probably great employees, but you've got them in the wrong
roles in the organization.
574
00:41:27,854 --> 00:41:33,228
And if you shift them, if they're willing to be shifted, then
575
00:41:33,228 --> 00:41:42,984
You can bring in the people who are going to help you reach the other sales goals by
moving these people to operations or to customer success or enablement.
576
00:41:43,705 --> 00:41:52,210
And if they're not, then you need to make the hard decision to let them go because right
now they're the anchors and you're only as strong as your weakest player.
577
00:41:52,382 --> 00:41:53,162
Mm.
578
00:41:53,544 --> 00:41:54,705
So true.
579
00:41:55,127 --> 00:41:56,779
I could sit here and talk to you forever.
580
00:41:56,779 --> 00:41:59,708
And if we got to know Brooklyn, I don't know, maybe we actually would.
581
00:41:59,708 --> 00:42:02,708
It'd like, come on, cause she's the size of a human.
582
00:42:04,425 --> 00:42:05,688
She is a baby.
583
00:42:05,688 --> 00:42:07,772
Did you not see she wants to be a lap dog?
584
00:42:07,772 --> 00:42:10,619
So we're clear, she has an Italian middle name.
585
00:42:10,619 --> 00:42:12,492
She's Brooklyn Gianna, so.
586
00:42:12,878 --> 00:42:13,819
Of course she is.
587
00:42:13,819 --> 00:42:14,760
Everything in your life.
588
00:42:14,760 --> 00:42:18,105
um They're going to yell at me to get off of here, but here's what's amazing.
589
00:42:18,105 --> 00:42:21,950
Are you, everything in your life is Italian except for your name.
590
00:42:22,764 --> 00:42:23,074
Yes.
591
00:42:23,074 --> 00:42:26,597
So my grandfather, here's the story.
592
00:42:26,597 --> 00:42:31,071
My grandfather came over from Italy, could not find work.
593
00:42:31,071 --> 00:42:39,858
At 17, he forged his birth certificate and made himself Charles Gregory and joined the
fire department in Indianapolis.
594
00:42:39,858 --> 00:42:43,170
He was the chief of the Indianapolis fire department on a fake ID.
595
00:42:45,868 --> 00:42:48,518
Well, he wouldn't get away with that in 2025.
596
00:42:49,075 --> 00:42:58,770
So De Gligorio is my original Italian name and if I had that it would have still been
that.
597
00:42:58,770 --> 00:43:00,352
That's how that came about.
598
00:43:00,453 --> 00:43:01,400
anyway.
599
00:43:01,400 --> 00:43:02,251
Thank you for joining us.
600
00:43:02,251 --> 00:43:02,731
This is good.
601
00:43:02,731 --> 00:43:04,173
hope you're not too far away.
602
00:43:04,173 --> 00:43:13,290
I think that this is something if I ever get a chance to meet you in person, if you find a
way to be in studio, if you find a way down here to Cincinnati, um I think this is just 10
603
00:43:13,290 --> 00:43:15,936
% on what a full 100 % conversation could be.
604
00:43:16,343 --> 00:43:17,787
I'd love to come down.
605
00:43:17,787 --> 00:43:22,058
Just tell me when and we'll schedule it out and and and figure out
606
00:43:22,095 --> 00:43:23,817
Yeah, different things happen in studio.
607
00:43:23,817 --> 00:43:32,618
It's just, it's different and we can go deeper and talk about these ideas on truly, this
is the foundation that Mark and Amy think people can be a lot better to fulfill their
608
00:43:32,618 --> 00:43:33,069
potential.
609
00:43:33,069 --> 00:43:33,870
ah
610
00:43:33,870 --> 00:43:34,541
100%.
611
00:43:34,541 --> 00:43:36,517
I would love to continue the conversation with you.
612
00:43:36,517 --> 00:43:38,360
think that would be amazing.
613
00:43:38,956 --> 00:43:40,405
Thank you for joining.
614
00:43:44,671 --> 00:43:46,505
You can't teach grit.
615
00:43:46,505 --> 00:43:48,249
You either have it or you don't.
616
00:43:48,249 --> 00:43:52,797
What I do think you can teach is accountability.
617
00:44:13,717 --> 00:44:15,999
Today on the Necessary Entrepreneurial, welcome back.
618
00:44:15,999 --> 00:44:20,061
am pumped to be joined by Amy Gregory Weber.
619
00:44:20,282 --> 00:44:24,064
Better watch out when they bring the three names, it's about to get serious.
620
00:44:24,064 --> 00:44:27,206
But Amy Weber, founder of Vetta Sales Consulting.
621
00:44:27,246 --> 00:44:38,454
Amy spent decades leading sales teams at companies like Microsoft and Twilio, and now she
helps entrepreneurs and growing businesses build smarter data-driven sales strategies.
622
00:44:38,514 --> 00:44:42,591
She's all about helping founders scale revenue, develop high-performing teams,
623
00:44:42,591 --> 00:44:46,948
and put systems in place so their business can grow without chaos.
624
00:44:47,129 --> 00:44:49,673
Amy, great to have you on the show.
625
00:44:49,695 --> 00:44:50,602
Mark, thank you so much.
626
00:44:50,602 --> 00:44:51,288
appreciate it.
627
00:44:51,288 --> 00:44:52,958
I'm looking forward to this.
628
00:44:53,131 --> 00:44:54,255
So, um...
629
00:44:55,893 --> 00:44:57,794
All those bricks behind the wall.
630
00:44:58,055 --> 00:45:03,279
You've built this business in this life and all this strategy and who you are, you built
it brick by brick.
631
00:45:03,980 --> 00:45:09,715
We talked for a few minutes beforehand and I just knew that this was going to be a very
good and productive and lightning conversation.
632
00:45:09,715 --> 00:45:17,432
So what are you out here now at this amazing place in your career where you're ready to
share and help other people grow and remove the chaos?
633
00:45:17,432 --> 00:45:19,974
What are you building brick by brick?
634
00:45:19,974 --> 00:45:23,669
What are you building and helping us solve and doing this world of business for us now?
635
00:45:23,669 --> 00:45:24,670
Yeah, it's really great.
636
00:45:24,670 --> 00:45:35,296
So when I launched Vetta back in August of 24, ah I was really focused on just the basics
and thought, this is what I've done my whole life.
637
00:45:35,296 --> 00:45:39,549
I'm going to go out and help people decide on their strategy and how they're going to grow
their business.
638
00:45:39,549 --> 00:45:49,595
And after a number of months working in it, what I realized was that the key to growth,
whether it's in sales or any other part of your organization, is the people.
639
00:45:50,399 --> 00:45:51,680
And so I've really doubled down on that.
640
00:45:51,680 --> 00:45:54,783
I'm actually going to rebrand, it's still the Vetta in January.
641
00:45:54,783 --> 00:46:02,459
I'm to rebrand with that focus because it's about aligning those people and the processes
if you want that growth.
642
00:46:02,540 --> 00:46:13,910
And so it's interesting to me as somebody who's spent their entire career, you know, 30
plus years in sales, I know that I was in the right field, but I also know that I've
643
00:46:13,910 --> 00:46:18,313
managed and mentored and been coworkers with a lot of people who
644
00:46:19,265 --> 00:46:22,965
took roles because it was what they thought they were supposed to do.
645
00:46:22,965 --> 00:46:25,681
And then they stayed in them and they were miserable.
646
00:46:25,681 --> 00:46:27,353
And you know what that does to companies?
647
00:46:27,353 --> 00:46:28,634
It tanks them.
648
00:46:28,894 --> 00:46:31,977
Because if you have the wrong people in the wrong position,
649
00:46:33,631 --> 00:46:37,122
you're never going to achieve your goals and you're never going to achieve your growth.
650
00:46:37,122 --> 00:46:46,155
so I'm really trying to help everything like from what you said, those scale ups to those
other businesses to really create that foundation.
651
00:46:46,155 --> 00:46:51,426
And I do that through leveraging a tool that I, a psychometric analysis tool.
652
00:46:51,426 --> 00:46:59,468
I do that through the strategy work that I do and then through the additional coaching
that I put together and watching those companies grow and get the right process and the
653
00:46:59,468 --> 00:47:01,069
right people in place.
654
00:47:01,069 --> 00:47:02,239
That's the best.
655
00:47:02,239 --> 00:47:10,112
Because now you know that you're see them just as we talked about with the climbing, make
that summit, right?
656
00:47:10,112 --> 00:47:11,173
Get to the top.
657
00:47:11,605 --> 00:47:15,796
So it's evident now you climb walls for fun.
658
00:47:17,334 --> 00:47:19,924
I climb mountains for fun, yes.
659
00:47:20,673 --> 00:47:24,274
um Why do such a hard thing for fun?
660
00:47:25,305 --> 00:47:42,724
Uh, I, I, I've been an athlete my whole life and, um, I just, I think that challenging
yourself physically is, is the best way to just create happiness inside of yourself and
661
00:47:42,724 --> 00:47:45,216
just those innate abilities.
662
00:47:45,216 --> 00:47:50,339
And I ran for a really long time and I played volleyball and I, I did all of these things.
663
00:47:50,339 --> 00:47:54,731
And as I got older, I wanted to do something that allowed me to embrace.
664
00:47:54,731 --> 00:47:58,883
how much I love to travel with adventure and with challenge.
665
00:47:58,883 --> 00:48:01,824
And climbing is the best way to do that.
666
00:48:03,225 --> 00:48:04,846
And it's beautiful.
667
00:48:04,846 --> 00:48:11,990
mean, you get to the top, we were in Jackson Hole several months ago and we got to the top
of Delta Lake.
668
00:48:11,990 --> 00:48:19,493
And you climbed a mountain and at the top, there's a huge, gorgeous, mirror-topped lake.
669
00:48:22,763 --> 00:48:24,882
That's something wonderful nature created.
670
00:48:24,882 --> 00:48:26,235
Everybody should see that.
671
00:48:27,349 --> 00:48:29,822
Are you climbing dangerous mountains?
672
00:48:31,403 --> 00:48:32,467
sometimes.
673
00:48:34,401 --> 00:48:36,992
Um, sometimes.
674
00:48:37,769 --> 00:48:41,377
that feel like the same environment that we're in in business?
675
00:48:41,449 --> 00:48:42,900
Because it feels dangerous.
676
00:48:43,243 --> 00:48:51,338
So when I launched Vetta, I launched it because Vetta means, I used the name, it means
summit in Italian.
677
00:48:52,159 --> 00:49:00,125
And it tied together my love of that physicality and that adventure with my Italian
heritage.
678
00:49:00,125 --> 00:49:02,686
I know all my names sound really Italian, I got it.
679
00:49:02,686 --> 00:49:12,392
ah But my Italian heritage and then just that idea that I wanna help people get to the top
and to grow and to succeed.
680
00:49:13,099 --> 00:49:16,795
For me, it was really important and personal that that's what I named it.
681
00:49:18,205 --> 00:49:20,370
Is getting to the top complicated?
682
00:49:21,025 --> 00:49:22,226
100%.
683
00:49:22,226 --> 00:49:24,997
And I think the top means something different to different people.
684
00:49:24,997 --> 00:49:34,190
When I started my career, for me, we talked a little bit about in the pre-discussion, I
had a little bit of a chip on my shoulder for a lot of reasons.
685
00:49:34,411 --> 00:49:46,095
And for me, success back then was overachieving goal, making a lot of money, winning all
the club awards, getting the next big name on my resume.
686
00:49:46,536 --> 00:49:50,101
And for me now, success is living my life.
687
00:49:50,101 --> 00:49:55,592
the way I want to live it and being able to take and help guide other people to their
success.
688
00:49:55,592 --> 00:49:58,727
And it's empowering to feel that way.
689
00:49:58,931 --> 00:50:07,152
If the Amy would have done that at 30, would you have gotten here in the same successful
way or would you make an argument that you would have even compounded it more?
690
00:50:07,152 --> 00:50:15,131
Because there's this idea, was it necessary that we traveled this journey to build us into
this form of ourselves that can have these thoughts in this philosophy?
691
00:50:15,937 --> 00:50:16,697
You know, it's interesting.
692
00:50:16,697 --> 00:50:23,477
I don't know that I can go back and have that decision, but who I was at 30 is very
different than who I am today.
693
00:50:23,477 --> 00:50:25,217
I mean, it just is.
694
00:50:25,277 --> 00:50:32,217
And I do think that those obstacles that I overcame helped me become the person that I am.
695
00:50:32,217 --> 00:50:38,637
But I also, think the biggest part of it, Mark, was the people I encountered, good and
bad.
696
00:50:39,757 --> 00:50:43,577
You know, their leadership casts a shadow on you.
697
00:50:43,577 --> 00:50:45,013
And good leaders
698
00:50:45,013 --> 00:50:51,016
have stayed with me, whether I talk to them once a month, once a year, once every few
years.
699
00:50:51,016 --> 00:50:56,759
They've cast that shadow over me and I continue to grow from that impact.
700
00:50:56,759 --> 00:51:07,125
And then I think that the same is true with people outside the business world, that there
were people who impacted me good and bad, but as long as I learned something from all of
701
00:51:07,125 --> 00:51:10,246
those interactions, then I won.
702
00:51:11,407 --> 00:51:14,929
And so I do think I had to go through that.
703
00:51:15,531 --> 00:51:18,202
kind of those obstacles and those hills.
704
00:51:18,742 --> 00:51:23,744
In business, everybody thinks that your trajectory just goes straight up the hill, right?
705
00:51:23,744 --> 00:51:30,524
They forget that you get to the top of the one hill and you gotta go back down and then
you're climbing a hill isn't a straight line.
706
00:51:30,524 --> 00:51:32,428
You get your switchbacks, you're going up and down.
707
00:51:32,428 --> 00:51:38,711
And I think that so many people from the outside look at us and they're like, well, she
just keeps succeeding.
708
00:51:38,711 --> 00:51:44,493
They don't see where you had to falter and go back up, where you had to learn something,
where you lost deals.
709
00:51:44,833 --> 00:51:51,101
probably have learned more from the deals that I lost and the accounts that I lost than
the ones that I won.
710
00:51:51,105 --> 00:51:52,027
What do think you learned?
711
00:51:52,027 --> 00:51:56,520
What's the big idea that you learned if you could have one big takeaway even though they
were all different scenarios?
712
00:51:57,257 --> 00:52:03,827
You have to listen to a business need and not just go in with what you think is the right
solution.
713
00:52:03,827 --> 00:52:11,697
It is important to align to their needs, not to just what you are focused on selling or
presenting.
714
00:52:11,883 --> 00:52:16,966
So can you do that just by engaging and asking questions and finding out from them what
they need?
715
00:52:17,236 --> 00:52:18,837
and having an open mind about it.
716
00:52:18,837 --> 00:52:29,964
ah I think that we trained young salespeople to ask a certain set of questions and that
this was your questions and then this was the quantity and it became almost like a menu
717
00:52:29,964 --> 00:52:31,966
and that's just wrong.
718
00:52:31,966 --> 00:52:38,670
The successful way is to go in, do your research, understand who you're talking to.
719
00:52:38,670 --> 00:52:41,872
There's no reason today that we shouldn't know.
720
00:52:43,899 --> 00:52:47,372
million salient details about someone before we walk in the door.
721
00:52:47,372 --> 00:52:54,077
So do your research, but then understand that when you go in, that you should be listening
more than you should be speaking.
722
00:52:54,578 --> 00:53:06,008
And from there, then you can determine kind of, are you the right fit and how do you put
together that solution appropriately versus just sign here.
723
00:53:06,288 --> 00:53:08,250
And then by the way, that's step one.
724
00:53:08,250 --> 00:53:12,073
Step two is the ongoing, because it is so much harder.
725
00:53:12,235 --> 00:53:14,729
to get a new client than it is to keep an existing client.
726
00:53:14,729 --> 00:53:21,359
So if you can do the right things to win the client, then continuously maintain that
relationship.
727
00:53:22,402 --> 00:53:24,417
You'll get more business going forward.
728
00:53:24,417 --> 00:53:31,280
I think the thing that, so I've always loved sales, but I didn't like how most people
talked and thought about sales.
729
00:53:31,280 --> 00:53:34,881
You know, this, you could sell ice to an Eskimo.
730
00:53:35,422 --> 00:53:38,663
I hated it too, because what does an Eskimo not need?
731
00:53:39,844 --> 00:53:41,745
Ice or snow.
732
00:53:41,745 --> 00:53:48,308
And so I always said, Hey, listen, I'm not interested in that, but I am interested in
engaging with people because I'm a charismatic person.
733
00:53:48,308 --> 00:53:49,548
like developing relationships.
734
00:53:49,548 --> 00:53:51,009
I like to get to know someone.
735
00:53:51,009 --> 00:53:52,161
And so what I.
736
00:53:52,161 --> 00:53:56,081
I was able at a young age and so this is what I try to help everyone do now.
737
00:53:56,081 --> 00:53:57,421
That's a big dog.
738
00:53:58,221 --> 00:54:02,721
And so, um, I love that's a big dog.
739
00:54:04,921 --> 00:54:05,821
I love it.
740
00:54:05,821 --> 00:54:09,040
This is life though, but see, this is sales.
741
00:54:09,256 --> 00:54:10,135
That was Brooklyn.
742
00:54:10,135 --> 00:54:11,484
Brooklyn says hello.
743
00:54:12,021 --> 00:54:16,135
Brooklyn, I guess that big bark goes with a big part of New York city.
744
00:54:16,135 --> 00:54:16,685
guess so.
745
00:54:16,685 --> 00:54:18,026
If that's where Brooklyn comes from.
746
00:54:18,026 --> 00:54:22,750
um of course she is.
747
00:54:22,750 --> 00:54:25,083
That's a very big dog that I'm glad I'm here and not there.
748
00:54:25,083 --> 00:54:26,033
I'd be very scared.
749
00:54:26,033 --> 00:54:29,586
Um, but, but this is what sales is.
750
00:54:29,586 --> 00:54:29,977
Right.
751
00:54:29,977 --> 00:54:35,332
And you actually talked about said, get to know the person that you're going to be having
a conversation with.
752
00:54:35,332 --> 00:54:35,562
Right.
753
00:54:35,562 --> 00:54:39,337
And so all the information about Amy Weber is in my head today.
754
00:54:39,337 --> 00:54:43,378
I put that there and I just sit down for a conversation on, let me get to know her.
755
00:54:43,378 --> 00:54:50,161
So what I love about sales, I don't know if the thing I have is going to be the right
product market fit for that person.
756
00:54:50,161 --> 00:54:51,221
don't know.
757
00:54:51,561 --> 00:54:53,582
So how about I find out?
758
00:54:54,482 --> 00:55:02,255
And if for some reason I don't have the thing, I'd love to be the resource that's part of
this conduit on helping them find the right thing.
759
00:55:02,707 --> 00:55:07,961
So one of my favorite stories, was early in my career at Cisco.
760
00:55:07,961 --> 00:55:19,209
ah I was visiting a large client and I walked out of that office and across the hall was a
business I had never heard of.
761
00:55:19,790 --> 00:55:25,193
And I just walked in and no one was at the reception desk.
762
00:55:25,534 --> 00:55:30,037
And because apparently I have no boundaries, I kept walking in their office.
763
00:55:30,495 --> 00:55:33,736
And I get back and I see on the sign on the door, it's a CEO.
764
00:55:33,736 --> 00:55:37,207
And I knocked on the door and I said, Hey, what do you guys do here?
765
00:55:37,347 --> 00:55:40,188
The guy just started laughing and he's like, who are you?
766
00:55:40,188 --> 00:55:44,509
And I told him, and he said, did you just come in our office?
767
00:55:44,509 --> 00:55:45,839
And I said, no, one was at the front.
768
00:55:45,839 --> 00:55:47,470
I said, I was really interested.
769
00:55:47,470 --> 00:55:49,610
So we started conversation.
770
00:55:50,050 --> 00:55:51,171
Net, net.
771
00:55:51,171 --> 00:55:52,931
He said, we're too small.
772
00:55:52,931 --> 00:55:54,171
We'll never need you.
773
00:55:54,171 --> 00:55:58,003
Um, but I love who I love what you just did.
774
00:55:58,003 --> 00:56:00,103
And he said, I'm to introduce you to the CTO.
775
00:56:00,245 --> 00:56:01,876
CTO gives me the same spiel.
776
00:56:01,876 --> 00:56:07,068
And I said, hey, let me just come in and sit down with your team and understand your
environment.
777
00:56:07,068 --> 00:56:10,969
And at the time they had zero Cisco in their network.
778
00:56:11,670 --> 00:56:19,913
Over the next 13 years that I worked there at Cisco and I was an IC and a leader, I say I
did engage with that account one way or the other.
779
00:56:20,454 --> 00:56:26,356
When I left, they had 95 % of their business ran through Cisco across the world.
780
00:56:26,356 --> 00:56:28,853
And they had grown exponentially.
781
00:56:28,853 --> 00:56:32,736
I'm still friends with that CEO today and he had left during that time period.
782
00:56:32,736 --> 00:56:44,045
I'm still friends with the, the CTO and the director and the VP of, I grew up with those
guys, but I listened to what they needed.
783
00:56:44,146 --> 00:56:53,173
And the moral of the story was that I listened to what they needed and I was there not
just when they need, when I needed a signature on a PO, but to help them build.
784
00:56:53,173 --> 00:56:57,867
And I was instrumental in building out what they grew this
785
00:56:57,867 --> 00:57:03,139
business that is now an incredibly large, incredibly successful business on.
786
00:57:03,139 --> 00:57:07,797
So a lot of people would have said, you're not big enough, there's no money here, I'm not
going get a quick win.
787
00:57:07,797 --> 00:57:08,980
I was intrigued.
788
00:57:08,980 --> 00:57:10,220
I loved the CEO.
789
00:57:10,220 --> 00:57:11,301
I loved what he had to say.
790
00:57:11,301 --> 00:57:14,381
I loved what he did, how he built his business.
791
00:57:15,042 --> 00:57:18,863
And they were very young in their business when I met them.
792
00:57:18,923 --> 00:57:21,214
And so I take a lot of pride in that.
793
00:57:21,214 --> 00:57:26,805
And the irony is that we were never the cheapest, but they loved
794
00:57:26,805 --> 00:57:37,960
the service and the relationship that I brought to the table, when I left, and I wasn't,
hadn't been their rep for years, but I was still engaged with them, when I left, people
795
00:57:37,960 --> 00:57:41,571
decided they weren't big enough or weren't important enough or they had bought too much.
796
00:57:41,611 --> 00:57:44,532
They have now removed all of that investment.
797
00:57:44,813 --> 00:57:49,895
And so it goes to show that people buy from people and people engage with people.
798
00:57:49,895 --> 00:57:51,700
And it's about how you make them feel.
799
00:57:51,700 --> 00:57:55,497
And it's about the relationship because again,
800
00:57:55,733 --> 00:57:57,993
There was no difference in what I was doing.
801
00:57:57,993 --> 00:58:00,080
I was just investing in them.
802
00:58:00,080 --> 00:58:11,707
eh And I think that's the key to the success that I've had is that I always see those wins
as an investment in those other people, not as a transaction.
803
00:58:13,109 --> 00:58:16,124
Was it Amy Webber taught or was she found?
804
00:58:18,465 --> 00:58:20,085
Well, some would say I was found.
805
00:58:20,085 --> 00:58:23,025
got my first technical sales job from behind the bar.
806
00:58:23,025 --> 00:58:25,685
I was a bartender.
807
00:58:26,345 --> 00:58:31,485
I was working in tech during the day trying to learn the business, making no money.
808
00:58:31,485 --> 00:58:36,685
So I was tending bar at night and two guys came into the bar and sat there.
809
00:58:36,685 --> 00:58:39,525
They were doing a, I lovingly refer to it as a hug and chug.
810
00:58:39,525 --> 00:58:41,125
It was a happy hour.
811
00:58:41,945 --> 00:58:45,605
I worked at a high-end cigar and martini bar and they sat there for hours.
812
00:58:46,389 --> 00:58:48,911
The one guy was on a progressive fast, it was Lent.
813
00:58:48,911 --> 00:58:50,062
He was down to bread and water.
814
00:58:50,062 --> 00:58:52,834
Crankiest person you could ever imagine.
815
00:58:53,015 --> 00:58:58,139
At the end of the time, he goes to pay the bill and he puts his hand over the top of mine.
816
00:58:58,139 --> 00:58:59,350
He goes, what do you really do?
817
00:58:59,350 --> 00:59:08,147
Because I had been having a conversation with the other guy about Dec Alpha and Compact's
acquisition of Dec and what that's going to do and how that's going to change the
818
00:59:08,147 --> 00:59:08,728
industry.
819
00:59:08,728 --> 00:59:12,010
And he said, you know more than the people who work for me.
820
00:59:12,151 --> 00:59:13,332
So we chatted about it.
821
00:59:13,332 --> 00:59:15,133
He gave me an enormous tip.
822
00:59:15,867 --> 00:59:19,879
And his business card, he said he had six jobs open, I could have whichever one I wanted.
823
00:59:20,459 --> 00:59:23,761
And that was my first field sales job for a reseller in Indiana.
824
00:59:23,761 --> 00:59:31,525
um So they would say I was found because I went to Butler for accounting and English.
825
00:59:32,126 --> 00:59:39,409
I didn't ever think I was gonna go into sales or especially into tech sales until I made
that decision that that's what I wanted to do.
826
00:59:39,915 --> 00:59:42,805
So was he the CEO or was he a VP of a department?
827
00:59:42,805 --> 00:59:44,395
He was the VP of Sales.
828
00:59:44,395 --> 00:59:45,107
Yep.
829
00:59:45,107 --> 00:59:48,211
So the reason why I asked that don't know the guy's name or anything.
830
00:59:48,312 --> 00:59:54,063
There's only those people only fit into two or three categories because here's what his
job was.
831
00:59:54,063 --> 00:59:55,515
Talent acquisition.
832
00:59:55,968 --> 00:59:56,773
Yes.
833
00:59:57,269 --> 00:59:58,549
That was his job.
834
00:59:59,170 --> 01:00:02,952
And so he was always on the lookout everywhere he went.
835
01:00:03,013 --> 01:00:05,895
And he did more listening that night, even though he's cranky.
836
01:00:05,895 --> 01:00:09,607
He did more listening so he could realize the brilliance that you had.
837
01:00:10,465 --> 01:00:16,585
And I, to this day, have told him how grateful I am to him for seeing that.
838
01:00:16,585 --> 01:00:19,345
Because I had already known that tech was what I wanted to go into.
839
01:00:19,345 --> 01:00:20,985
I'd made that decision.
840
01:00:21,365 --> 01:00:23,485
And people told me I was crazy, Mark.
841
01:00:23,485 --> 01:00:26,045
They were like, I mean, this is 95, 96.
842
01:00:26,045 --> 01:00:28,245
They're like, you're insane.
843
01:00:29,105 --> 01:00:32,725
And he changed my life.
844
01:00:32,805 --> 01:00:34,505
He changed the trajectory of my life.
845
01:00:34,505 --> 01:00:36,985
And then from there, I built that career.
846
01:00:39,263 --> 01:00:49,145
I don't know if that experience hadn't happened, how I would have gotten to that next
step, but I didn't have to because I was able to build it.
847
01:00:49,759 --> 01:00:51,835
How long were you there at that company?
848
01:00:52,299 --> 01:00:53,266
Two years.
849
01:00:53,472 --> 01:00:53,773
Okay.
850
01:00:53,773 --> 01:00:57,294
Um, did you outgrow it out?
851
01:00:57,294 --> 01:00:58,165
Yeah.
852
01:00:58,772 --> 01:00:59,652
Yeah.
853
01:00:59,872 --> 01:01:00,613
Yeah.
854
01:01:00,613 --> 01:01:09,395
I, I blow all my targets away and all the money and, and, um, I get recruited into my next
position from that role.
855
01:01:09,976 --> 01:01:15,514
And it was the irony was that I had overachieved all of my goals.
856
01:01:15,514 --> 01:01:24,360
So, you know, what they were paying me, even with like blowing my number away, the next
job I got was for a manufacturer.
857
01:01:24,360 --> 01:01:26,541
And when they gave me my offer.
858
01:01:26,579 --> 01:01:31,774
my base salary was more than my total comp was at the last job.
859
01:01:32,396 --> 01:01:38,042
And I, well, hold on, I stayed very, very uh calm.
860
01:01:38,042 --> 01:01:40,385
And I said, I don't know, the base looks a little low.
861
01:01:40,385 --> 01:01:41,466
And they gave me even more.
862
01:01:41,466 --> 01:01:44,649
And I went home that day and just laughed and I'm like.
863
01:01:46,337 --> 01:01:48,657
guess this is how life is gonna go.
864
01:01:48,799 --> 01:01:50,532
Yeah.
865
01:01:50,532 --> 01:01:52,454
What's the lesson you learned that day?
866
01:01:53,056 --> 01:01:54,257
In that moment?
867
01:01:55,115 --> 01:01:59,767
that you don't get anything unless you ask for it, number one.
868
01:01:59,847 --> 01:02:12,612
But what I learned from behind the bar was that you never know when you're going to meet
somebody that couldn't be impactful in your life.
869
01:02:12,792 --> 01:02:23,847
And then when I, you know, I used that experience to grow and learn and to really
understand technology and to really understand the sales process and to just soak up as
870
01:02:23,847 --> 01:02:24,799
much I would
871
01:02:24,799 --> 01:02:30,613
go and sit down with different people in different groups and just understand what they
were doing.
872
01:02:30,774 --> 01:02:34,297
And I took that to the next level and again and again.
873
01:02:34,297 --> 01:02:41,303
And so for me, I think that I have to learn something all the time.
874
01:02:41,303 --> 01:02:47,287
Even now, even at the age I'm at, even with the success that I've had, there's always
something new to learn.
875
01:02:48,148 --> 01:02:49,669
And you have to be open to that.
876
01:02:51,105 --> 01:02:53,905
this approach to engaging with human beings, we just call it sales.
877
01:02:53,905 --> 01:02:59,125
It's just engaging with human beings and finding out what they need and helping them
provide something they need.
878
01:03:01,365 --> 01:03:06,645
Is this novel as you go out here in the world and you're consulting and helping people fix
their businesses and grow?
879
01:03:06,645 --> 01:03:14,565
These things we're talking about seem so natural to you and to me, and this isn't from a
condescending perspective, but I've realized what you're talking about in my experience
880
01:03:14,565 --> 01:03:17,605
over 25 years in sales, this is it.
881
01:03:18,705 --> 01:03:20,906
Does this seem to be novel now?
882
01:03:20,906 --> 01:03:21,755
Heh
883
01:03:22,251 --> 01:03:23,787
I think that...
884
01:03:25,427 --> 01:03:33,141
And I think that when we first started out in the sales world, we were training people
that there was a playbook and a script they had to follow.
885
01:03:33,141 --> 01:03:36,843
And that that was a mistake because it was always about the relationship.
886
01:03:37,404 --> 01:03:41,306
And so those of us that understood that taught that to ourselves.
887
01:03:41,306 --> 01:03:50,011
And then we pivoted and we said, we need to understand what we're selling and the value,
but we need to understand the people and the relationship and make sure that what we're
888
01:03:50,011 --> 01:03:53,993
providing to them is actually important and valuable and why.
889
01:03:53,993 --> 01:03:55,814
and then how you follow up on it.
890
01:03:56,395 --> 01:04:00,677
Today, with all the new technology, you know, we talk about AI, right?
891
01:04:00,677 --> 01:04:11,173
AI is going to give us our most valuable asset back time, because it's going to automate
all of those menial processes and allow us to kind of speed through things.
892
01:04:11,173 --> 01:04:13,024
And so now it's giving us time back.
893
01:04:13,024 --> 01:04:17,767
And from that time, we should really be shifting to the experience culture.
894
01:04:17,767 --> 01:04:22,699
And so what you provide and what I provide and what the good, what the people who are
going to win.
895
01:04:22,699 --> 01:04:35,093
They're going to provide experience, whether that's in a restaurant, whether that's in a
uh sales situation, whether that's in a artistic endeavor.
896
01:04:35,093 --> 01:04:36,173
It's the experience.
897
01:04:36,173 --> 01:04:42,755
It's that experience culture and how you make people feel appreciated, heard, understood.
898
01:04:43,375 --> 01:04:46,526
I was in Miami last weekend and I had the most amazing dinner.
899
01:04:46,526 --> 01:04:49,747
And it wasn't just because the food was extraordinary.
900
01:04:49,865 --> 01:04:53,045
It was because the experience was so elevated.
901
01:04:53,045 --> 01:04:56,108
I, at one point, it was uh the din in Miami.
902
01:04:56,108 --> 01:04:57,950
It's a little Japanese restaurant.
903
01:04:57,950 --> 01:05:00,390
You can only have 16 people in the whole place.
904
01:05:00,991 --> 01:05:04,773
And at one point I said, I'm a little chilly.
905
01:05:05,374 --> 01:05:10,756
Within moments, a cashmere pashmina was put over my shoulders while I was eating.
906
01:05:11,537 --> 01:05:14,779
And I didn't even think I said it that loud.
907
01:05:14,779 --> 01:05:19,401
I definitely didn't say it to anyone besides my significant other.
908
01:05:19,453 --> 01:05:28,521
And that moment completely is the perfect example of the experience culture.
909
01:05:29,723 --> 01:05:30,603
Right?
910
01:05:30,764 --> 01:05:32,455
Because I'll never forget that.
911
01:05:33,599 --> 01:05:38,984
What is the lesson that you would teach in that, that restaurant executed?
912
01:05:40,523 --> 01:05:54,284
that they, the lesson there is that again, they were attuned to what was going on, not
just what they thought they needed to provide, but what people needed at that moment.
913
01:05:54,284 --> 01:06:07,905
So they weren't waiting for you to ask for your water to be refilled or to wipe off, you
know, where they had just placed uh another piece of uh fish or to drape a pagemene over
914
01:06:07,905 --> 01:06:10,209
your shoulders, that they were so attuned to your
915
01:06:10,209 --> 01:06:15,929
They were empathetic and they understood what your needs were maybe before you even did.
916
01:06:16,349 --> 01:06:28,189
And that's all about that relationship and that experience and that being open to what's
going on around you instead of being so myopic and thinking, this is what I have to do
917
01:06:28,189 --> 01:06:34,769
today and here's the checklist that I need to do while I'm in front of a client or a
person or a friend.
918
01:06:35,529 --> 01:06:39,839
You know, I think it's interesting, you can tell when you're talking to somebody,
919
01:06:39,839 --> 01:06:42,635
and they're not really listening.
920
01:06:42,635 --> 01:06:48,105
They have already determined their next thought and they're just waiting for their chance
to be able to say it.
921
01:06:48,769 --> 01:06:49,791
Right?
922
01:06:49,791 --> 01:06:51,263
Yeah, that's bad sales.
923
01:06:51,263 --> 01:06:52,204
That's bad sales.
924
01:06:52,204 --> 01:06:53,265
That's bad friendship.
925
01:06:53,265 --> 01:06:54,687
That's bad relationships.
926
01:06:54,687 --> 01:06:56,268
That's just bad engaging at all.
927
01:06:56,268 --> 01:07:01,094
And I think we've all probably fought it at times to not be so dang narcissistic, right?
928
01:07:01,094 --> 01:07:05,188
To say, hey, listen, if you want to have anything successful in life, somehow it's weird.
929
01:07:05,188 --> 01:07:08,862
I'm trying to find the way to share this with people I'm teaching.
930
01:07:08,862 --> 01:07:11,975
For it to be about you, it actually has to be about them.
931
01:07:12,597 --> 01:07:13,458
Yes.
932
01:07:14,517 --> 01:07:15,609
100%.
933
01:07:17,163 --> 01:07:20,742
just doesn't seem like it goes together, but that's the algorithm I figured out.
934
01:07:21,848 --> 01:07:25,437
For it to be about me and for me to win, it has to be more about you.
935
01:07:26,727 --> 01:07:29,754
It's exactly right.
936
01:07:29,754 --> 01:07:31,999
And that's what I was telling you, you know, it's...
937
01:07:34,603 --> 01:07:37,342
And by the way, we can't do that for everybody.
938
01:07:37,342 --> 01:07:39,929
um
939
01:07:40,907 --> 01:07:43,020
but you can do it for every situation.
940
01:07:43,020 --> 01:07:45,563
might not, and not everybody might not be receiving of it.
941
01:07:45,563 --> 01:07:47,185
They might not be in a place, right?
942
01:07:47,185 --> 01:07:53,413
But you have to do it for everyone to have a chance at landing the clients in the
engagement and relationships you want.
943
01:07:53,565 --> 01:07:54,115
Exactly.
944
01:07:54,115 --> 01:07:57,247
And, but that's how, that's, that's how I've always gone about it.
945
01:07:57,247 --> 01:07:59,077
And I think that's, that's the key to the success.
946
01:07:59,077 --> 01:08:02,169
People ask me, how did you work for so many great companies?
947
01:08:02,169 --> 01:08:03,959
How did you achieve so much success?
948
01:08:03,959 --> 01:08:05,270
How were you always over your numbers?
949
01:08:05,270 --> 01:08:09,352
And I said, I cared about every single client I went into.
950
01:08:09,352 --> 01:08:11,313
I didn't, I cared about them.
951
01:08:11,313 --> 01:08:12,953
I didn't like everybody.
952
01:08:13,634 --> 01:08:22,157
And, but I cared that what I was doing was going to provide them value and they
953
01:08:22,318 --> 01:08:25,443
My goal was to always make them look good.
954
01:08:27,457 --> 01:08:28,618
Let them win, man.
955
01:08:28,618 --> 01:08:29,118
Let them win.
956
01:08:29,118 --> 01:08:30,730
see, we've read these books.
957
01:08:30,730 --> 01:08:33,823
think what Dale Carnegie's, to Win Friends and Influence People.
958
01:08:33,823 --> 01:08:37,726
It's even when you win, you don't win.
959
01:08:38,888 --> 01:08:39,678
They have to win.
960
01:08:39,678 --> 01:08:41,280
Put your ego in check.
961
01:08:41,280 --> 01:08:41,800
Let them win.
962
01:08:41,800 --> 01:08:45,393
Because when they win and you're associated with it, you're winning.
963
01:08:47,499 --> 01:09:01,963
Well, quote, I quote, ego is the enemy all the time because I just, know, I when I was
younger, I was so driven to get out of my circumstances and to prove that I was better
964
01:09:01,963 --> 01:09:05,414
than what I had started out.
965
01:09:06,034 --> 01:09:07,795
And I had that chip on my shoulder.
966
01:09:07,795 --> 01:09:15,457
And as I matured and as I got older and as I found peace and success, it allowed me to
say,
967
01:09:16,417 --> 01:09:20,337
I want everybody to be happy, but that doesn't mean I have to be a part of the situation.
968
01:09:20,337 --> 01:09:22,577
I want everybody to be successful, but I don't have to be a part of it.
969
01:09:22,577 --> 01:09:24,637
My ego is just not that big.
970
01:09:26,177 --> 01:09:32,197
I gained so much happiness helping other people succeed.
971
01:09:32,656 --> 01:09:38,357
And if that means that I get to be successful too and get to live my life the way I want
to, more power to it.
972
01:09:38,357 --> 01:09:39,677
That's fabulous.
973
01:09:40,437 --> 01:09:42,157
You're a win on every front.
974
01:09:42,453 --> 01:09:52,177
So I want to get into about in this new environment of AI, combined with, still feel like
it's the old world traits of getting face to face and handshakes human to human.
975
01:09:52,177 --> 01:09:59,060
But, I want to hand it to you and say, Hey, how are you finding ways to cut through all of
the chaos and all the drama and what the world's throwing at us?
976
01:09:59,060 --> 01:10:02,061
And, I'm going to lay this down to say that.
977
01:10:02,481 --> 01:10:10,024
I don't really believe the basic principles of human engagement and winning in sales and
leading organizational people.
978
01:10:10,024 --> 01:10:11,475
I don't think it's changed.
979
01:10:11,475 --> 01:10:17,190
I found myself last night, we just have new information, new technologies, maybe we can
become more efficient.
980
01:10:17,190 --> 01:10:19,311
But I found myself last night, we had a career night.
981
01:10:19,311 --> 01:10:24,095
So as we recruit and build this real estate company that I lead, have great people in the
company.
982
01:10:24,095 --> 01:10:25,575
They build a lot of platforms for me.
983
01:10:25,575 --> 01:10:27,238
They're like, just show up here at this moment.
984
01:10:27,238 --> 01:10:30,561
You get that seat, you get this clicker and just crush and do what you do.
985
01:10:30,561 --> 01:10:31,561
Paint the vision.
986
01:10:31,561 --> 01:10:37,566
And so I'm fortunate to be around just so many great people now that set that platform for
me.
987
01:10:37,606 --> 01:10:41,193
but I told everyone last night, I said, I was just reflecting when I started
988
01:10:41,193 --> 01:10:46,456
I have different companies, but the company that built it all was this real estate
brokerage, this agency.
989
01:10:46,456 --> 01:10:48,517
It's where it started 18 years ago.
990
01:10:48,517 --> 01:10:57,852
And I said, the first person I hired, not everybody who started here is still here by far,
but the first person that I hired is still here and he's pretty much retired.
991
01:10:57,852 --> 01:10:59,263
And he happened to be in yesterday.
992
01:10:59,263 --> 01:11:00,744
He doesn't come in a ton anymore.
993
01:11:00,744 --> 01:11:10,101
And I ran into him and I had one of these moments that we were reflecting on the past, you
know, that those people do walking to school in the snow to
994
01:11:10,101 --> 01:11:12,222
But me and him, not for anyone else.
995
01:11:13,063 --> 01:11:27,233
And I said, Roy, isn't it funny that 17 years ago, a year after I recruited you, you had a
day where you closed five properties, five homes on the same day.
996
01:11:27,734 --> 01:11:30,907
And I said, and I only ever beat that by one and I only closed six.
997
01:11:30,907 --> 01:11:37,371
And I said, there's actually no one in our entire company, hundreds of people, these
thousands and thousands of transactions a year now.
998
01:11:38,143 --> 01:11:41,686
Not one person has replicated that five in one day and six in one day.
999
01:11:41,686 --> 01:11:44,278
That's actually a really big feat being in our field.
1000
01:11:44,479 --> 01:11:45,649
And I said, isn't it amazing?
1001
01:11:45,649 --> 01:11:47,561
We didn't have a sign on the building.
1002
01:11:47,641 --> 01:11:49,323
We didn't have any marketing.
1003
01:11:49,323 --> 01:11:50,744
We didn't have a website.
1004
01:11:50,744 --> 01:11:53,746
We had none of the tools that we have now.
1005
01:11:53,746 --> 01:12:01,432
And I said, to be honest with you, man, it puts a smile on my face to think about the
hustle and the grind and what we did back then to make that happen.
1006
01:12:02,394 --> 01:12:06,537
If people still took the same approach and still did the same thing today.
1007
01:12:07,199 --> 01:12:08,570
They would win the same way.
1008
01:12:09,121 --> 01:12:10,081
100%.
1009
01:12:10,081 --> 01:12:15,701
So number one, what you said, the hustle and the grind, you can't teach grit.
1010
01:12:15,781 --> 01:12:17,981
You either have it or you don't.
1011
01:12:18,141 --> 01:12:35,381
And I think it's really sad that some of the choices that we've made almost were making
people who are gritty seem wrong or when they're growing up, know.
1012
01:12:35,381 --> 01:12:38,057
Adding grit just means that you're gonna
1013
01:12:38,057 --> 01:12:41,360
sustain and be able to go out there and overcome obstacles.
1014
01:12:41,360 --> 01:12:45,845
And by the way, those obstacles, like I said, are the ways that I developed who I was.
1015
01:12:45,845 --> 01:12:48,367
So it's okay.
1016
01:12:48,367 --> 01:12:53,312
We don't allow our children to fail enough.
1017
01:12:54,173 --> 01:12:58,457
Or we don't...
1018
01:13:01,301 --> 01:13:05,164
We don't share our warts and our failures.
1019
01:13:05,164 --> 01:13:13,540
Social media is a necessary evil, but it's probably one of the worst things that's
happened because people only post that sanitized version of themselves, that perfect
1020
01:13:13,540 --> 01:13:14,590
version.
1021
01:13:14,791 --> 01:13:23,257
And so it's unrealistic with the filters and all of the things that people think that
that's real life and it's just not.
1022
01:13:23,257 --> 01:13:28,501
The real life is the dirty and the gritty and the getting it out there.
1023
01:13:28,501 --> 01:13:30,142
By the way, I spent 30 years in tech.
1024
01:13:30,142 --> 01:13:32,461
I still don't know how to filter a picture, just so we're clear.
1025
01:13:32,461 --> 01:13:33,604
I have no idea.
1026
01:13:33,604 --> 01:13:34,724
Couldn't do it if I tried.
1027
01:13:34,724 --> 01:13:37,836
ah Have no intention of doing it.
1028
01:13:37,836 --> 01:13:39,307
But it's interesting.
1029
01:13:39,307 --> 01:13:45,950
So I have said to people through the years that when I, I love coaching people, love it.
1030
01:13:45,991 --> 01:13:50,513
And I coached as a volleyball, I was a volleyball coach in my 20s.
1031
01:13:50,733 --> 01:13:53,595
Again, when we first met, I told you I'm five foot four.
1032
01:13:53,595 --> 01:13:57,611
So I would coach these girls and they would come out onto the court and
1033
01:13:57,611 --> 01:14:03,062
They would make fun of me because they were all taller than I was until I hit balls at
them.
1034
01:14:03,062 --> 01:14:06,764
And then they decided that coach was really strong and they shouldn't make fun of her.
1035
01:14:06,764 --> 01:14:10,224
They also had to end every practice running sprints against me.
1036
01:14:10,605 --> 01:14:15,726
And the reason I did it wasn't because I wanted to prove that I was faster, stronger, had
more endurance.
1037
01:14:15,726 --> 01:14:22,608
Volleyball tournaments, especially club ball tournaments, are so long, I wanted them to be
conditioned.
1038
01:14:22,628 --> 01:14:27,209
And so I knew that how many times they were going to have to run sprints in order to beat
me.
1039
01:14:27,391 --> 01:14:29,092
And all I was doing was conditioning them.
1040
01:14:29,092 --> 01:14:33,006
We'd go into these tournaments and they were prepared.
1041
01:14:33,006 --> 01:14:37,389
So I was teaching them to be gritty for preparation.
1042
01:14:37,389 --> 01:14:45,837
Secondly, I was proving to them that if they practiced and learned something, that they
would be great, right?
1043
01:14:45,837 --> 01:14:47,548
I was never gonna be the best player on the team.
1044
01:14:47,548 --> 01:14:54,243
I'm far too small, but I was gonna have the best attitude and was probably gonna work the
hardest because I wanted it.
1045
01:14:54,484 --> 01:14:56,475
And again, you can't teach that.
1046
01:14:56,691 --> 01:14:59,042
Every year I coached, I had to kick one kid off the team.
1047
01:14:59,042 --> 01:15:04,044
Sometimes the best player because they wouldn't show up for practice or because they'd
have an attitude.
1048
01:15:04,144 --> 01:15:05,985
One threw a ball at my face, little things.
1049
01:15:05,985 --> 01:15:09,907
ah But they weren't coachable.
1050
01:15:09,907 --> 01:15:18,460
They might've had innate natural talent, but they were never going to be able to do
anything with that talent because they were told that they were amazing and that they
1051
01:15:18,460 --> 01:15:21,301
should be put on a pedestal and they had nothing left to learn.
1052
01:15:22,032 --> 01:15:25,693
We all, no matter how much success we've achieved,
1053
01:15:25,793 --> 01:15:28,873
Those six deals, you didn't put yourself on a pedestal.
1054
01:15:28,873 --> 01:15:31,573
You probably said, when can I get seven in one day?
1055
01:15:31,933 --> 01:15:32,893
Right?
1056
01:15:33,733 --> 01:15:36,153
And that's really hard to do.
1057
01:15:37,033 --> 01:15:39,073
Now, you're 200 % of quota.
1058
01:15:39,073 --> 01:15:40,533
want to make 300 % of quota.
1059
01:15:40,533 --> 01:15:42,713
You make $500,000 in a year.
1060
01:15:42,713 --> 01:15:44,073
want a million dollars.
1061
01:15:44,073 --> 01:15:50,313
mean, whatever it is, but it's, it's that grit and it's that drive and it's that
intention.
1062
01:15:50,413 --> 01:15:52,453
And it takes hard work to do that.
1063
01:15:52,453 --> 01:15:54,293
And I get.
1064
01:15:54,633 --> 01:16:00,178
I see people, especially some of the people who are like, I just don't want to work that
hard.
1065
01:16:00,178 --> 01:16:01,480
That's fine.
1066
01:16:01,480 --> 01:16:03,881
But don't go into certain fields then.
1067
01:16:05,203 --> 01:16:11,803
Because you'll never find the success that you think that you deserve if you're not
willing to put the effort into though.
1068
01:16:11,803 --> 01:16:16,657
And then can I be a little mean as well and say you better reduce the goals and the vision
you have for your life as well?
1069
01:16:19,713 --> 01:16:21,297
You know, I didn't get on an airplane until I was 19.
1070
01:16:21,297 --> 01:16:25,930
I took my first flight at 19 years old.
1071
01:16:25,930 --> 01:16:27,333
I flew out to Aspen, Colorado.
1072
01:16:27,333 --> 01:16:28,977
It the first mountain I ever climbed.
1073
01:16:32,821 --> 01:16:37,416
I have now traveled all over the world and I love it.
1074
01:16:37,416 --> 01:16:39,487
It energizes me, it excites me.
1075
01:16:39,889 --> 01:16:45,193
And my mom's still never been on an airplane, ever.
1076
01:16:45,655 --> 01:16:49,678
That just wasn't, her world was really small.
1077
01:16:50,239 --> 01:16:52,441
And I wanted so much more than that.
1078
01:16:54,411 --> 01:16:58,149
So if this is tough to train, if grit, if you just can't train it.
1079
01:16:59,817 --> 01:17:03,079
And the majority of the world doesn't have it.
1080
01:17:03,800 --> 01:17:04,959
They haven't learned the skill.
1081
01:17:04,959 --> 01:17:14,169
They haven't been forced to, because as you spoke to the way that we're growing up now,
and I've said this multiple times, I think it's admirable about what parents are trying to
1082
01:17:14,169 --> 01:17:14,409
do.
1083
01:17:14,409 --> 01:17:15,899
It seems like their intention.
1084
01:17:15,899 --> 01:17:20,654
Here's what you hear is that, I just want their life to be better than mine.
1085
01:17:21,395 --> 01:17:24,037
And I don't want them to have as much of struggle as me.
1086
01:17:24,037 --> 01:17:26,338
I don't want it to be as hard as mine.
1087
01:17:26,479 --> 01:17:29,671
And so I think that's admirable because it means that they care.
1088
01:17:30,059 --> 01:17:33,902
But then my instant response, I've gotten better until it's my moment to respond.
1089
01:17:33,902 --> 01:17:37,373
And I'd say, but isn't that how you became who you are?
1090
01:17:39,403 --> 01:17:44,529
How are they going to become the best version of themselves if it's always easy?
1091
01:17:45,281 --> 01:17:55,381
And I think that the key to that, and look, I wasn't perfect and I made plenty of missteps
as a single mom with my son.
1092
01:17:55,741 --> 01:18:01,861
And I had to understand that he was different than me and his core identity was different
than mine.
1093
01:18:01,861 --> 01:18:07,341
So he was never gonna be as intense as I am.
1094
01:18:08,001 --> 01:18:12,057
But I was really honest with him.
1095
01:18:12,094 --> 01:18:19,766
And so even though I gave him a lot of experiences and a lot of opportunities, I also was
honest with him about my expectations.
1096
01:18:19,866 --> 01:18:27,787
And I discussed with him when he faltered from those that I was disappointed and there
were ramifications to it.
1097
01:18:27,968 --> 01:18:28,908
Right.
1098
01:18:31,108 --> 01:18:34,609
And I think that's, that's all things that people.
1099
01:18:36,160 --> 01:18:44,020
We have a really strong relationship now, but there were some times that it was difficult
and it should be.
1100
01:18:44,060 --> 01:18:47,580
When somebody is 16 and they're like, my mom's my best friend.
1101
01:18:47,580 --> 01:18:50,420
Well, then she's not punishing you enough for the things.
1102
01:18:50,420 --> 01:18:53,020
And my favorite is when everybody's like, my child is perfect.
1103
01:18:53,020 --> 01:18:55,200
By the way, no child is perfect.
1104
01:18:55,200 --> 01:18:57,440
None, zero, zilch.
1105
01:18:57,440 --> 01:19:03,960
They might be good, but they're not, you and it might be less trouble than somebody else,
but you also don't know what's going on behind the scenes.
1106
01:19:03,960 --> 01:19:05,439
And so I don't.
1107
01:19:05,439 --> 01:19:06,579
I don't think you can teach grit.
1108
01:19:06,579 --> 01:19:18,332
What I do think you can teach is accountability and that you can set expectations and hold
people to those expectations.
1109
01:19:18,653 --> 01:19:21,993
And then they're going to have to determine how they achieve that.
1110
01:19:22,054 --> 01:19:31,356
And if they don't have the grit, then they are going to have to change either their goals,
their dreams or their lifestyle because they're probably not going to achieve exactly what
1111
01:19:31,356 --> 01:19:33,436
they thought they were going to.
1112
01:19:35,209 --> 01:19:38,117
And I agree with you, I think there are a lot of middlers in the world.
1113
01:19:38,117 --> 01:19:41,102
There a lot of people who are just happy hanging out in the middle.
1114
01:19:41,365 --> 01:19:43,519
And I want to help people be extraordinary.
1115
01:19:43,519 --> 01:19:46,032
Yeah, if I thought they were happy, I'd leave them alone.
1116
01:19:48,193 --> 01:19:49,213
I don't see that.
1117
01:19:49,213 --> 01:19:50,613
I don't hear it from them.
1118
01:19:50,613 --> 01:19:52,873
I don't see it.
1119
01:19:54,473 --> 01:20:01,793
I'm not saying I want to fight for it yet, but I think the majority of people deep inside,
they want better.
1120
01:20:01,953 --> 01:20:03,673
Well, and I think that they're afraid.
1121
01:20:03,673 --> 01:20:08,193
85 % of millennials will tell you that they're in the wrong job, but they're afraid to
change jobs.
1122
01:20:08,553 --> 01:20:15,773
They're afraid because of they've built their career here, they may not make enough money,
or they won't be good at the next thing.
1123
01:20:16,913 --> 01:20:22,473
We have people who we hire into roles based upon their resume or the companies that
they've worked for.
1124
01:20:22,473 --> 01:20:27,317
They were never good at the previous job, but because they've worked for all of these big
companies.
1125
01:20:27,317 --> 01:20:30,268
They just keep getting jobs and it just is a cycle.
1126
01:20:30,268 --> 01:20:32,959
They work there six to 18 months.
1127
01:20:32,959 --> 01:20:33,920
They don't do great.
1128
01:20:33,920 --> 01:20:37,961
They're either middle of the pack or below the pack and then they go get the next job.
1129
01:20:37,961 --> 01:20:39,182
And we have to change that.
1130
01:20:39,182 --> 01:20:44,164
We have to, that's why I said I'm so passionate with companies saying, I don't care what
their resume says.
1131
01:20:44,164 --> 01:20:47,385
I care who they are and that we're getting the right people.
1132
01:20:47,725 --> 01:20:53,888
And the way that we have brought people into organizations is, oh, they, they had to be
successful.
1133
01:20:53,888 --> 01:20:55,789
They worked for XYZ company.
1134
01:20:55,789 --> 01:20:57,153
That doesn't mean anything.
1135
01:20:57,153 --> 01:21:00,796
1 % of your past success will determine your future success.
1136
01:21:00,796 --> 01:21:06,661
I want to know who you are today, what your story is, and where you want to go from there.
1137
01:21:06,661 --> 01:21:09,784
ah And then how we're going to align that.
1138
01:21:09,784 --> 01:21:18,011
also think that we as companies are insane when we write our job descriptions.
1139
01:21:18,272 --> 01:21:20,473
Because we'll say, I want to...
1140
01:21:20,757 --> 01:21:24,377
hate job descriptions.
1141
01:21:25,077 --> 01:21:26,361
I hate them.
1142
01:21:27,103 --> 01:21:32,413
You know, I want this driven self-starter that's a team player.
1143
01:21:32,413 --> 01:21:34,245
Those are two different people, by the way.
1144
01:21:36,043 --> 01:21:40,977
You know, if you want to just be a part of a team and be collaborative all the time, you
are not a self-starter driven.
1145
01:21:40,977 --> 01:21:47,431
If you want the person who's out there that's going to be hard charging, that cares about
hitting all the goals, but doesn't really care about what the rest of the team is doing,
1146
01:21:47,431 --> 01:21:58,619
that is a different person than this person over here that doesn't mean that they're
anti-social or that they can't collaborate with somebody, but that's not what drives them.
1147
01:22:00,351 --> 01:22:04,245
And so, yeah, it's just bad from that standpoint.
1148
01:22:04,245 --> 01:22:15,527
And then I think that because we've gotten to the point where we're just allowing
mediocrity, we're just like, it's okay, it's fine.
1149
01:22:16,001 --> 01:22:19,879
Because it's hard, it's hard once that's set in, it's hard to change that.
1150
01:22:21,685 --> 01:22:22,636
really hard to change that.
1151
01:22:22,636 --> 01:22:32,031
you let a, if you let a, in ourselves and our lives, if we, in the, if I looked at my
past, the things that I've done and had a mediocre outcome, um, that I've accepted for
1152
01:22:32,031 --> 01:22:33,092
myself.
1153
01:22:33,973 --> 01:22:38,605
once you let that set in, it's really hard to convince yourself to change and to do it
differently.
1154
01:22:38,605 --> 01:22:43,118
It really is because it's like you, were the person that allowed to happen in the first
place.
1155
01:22:43,178 --> 01:22:45,259
And so I have to become of a different human.
1156
01:22:45,259 --> 01:22:46,740
have to have a different mindset.
1157
01:22:46,740 --> 01:22:48,571
I have to awaken in some way.
1158
01:22:49,225 --> 01:22:52,706
laugh because I work out every day.
1159
01:22:54,467 --> 01:22:56,338
And people are like, oh, you're so fit.
1160
01:22:56,338 --> 01:22:59,449
I'm like, I work out every day.
1161
01:22:59,589 --> 01:23:03,311
You can't go to the gym once a month and expect to meet your goals.
1162
01:23:03,311 --> 01:23:09,853
ah You can't decide that you're going to eat healthy today.
1163
01:23:11,274 --> 01:23:16,836
And the other 29 days of the month, you're going to crush a smash burger every day.
1164
01:23:18,849 --> 01:23:25,154
The next piece that is I've been telling people a lot of times is that, Hey, listen, this
isn't a judgment conversation.
1165
01:23:25,154 --> 01:23:28,067
No, just want us to accept what the rules are.
1166
01:23:28,067 --> 01:23:29,737
This game that we're playing.
1167
01:23:29,778 --> 01:23:35,042
The rules are if you want a different outcome, you have to do different things.
1168
01:23:35,623 --> 01:23:42,198
If you're willing to accept the current outcome you have, I won't give you any grief and
I'm not going to judge you for it, but you knew except that's the outcome that you're
1169
01:23:42,198 --> 01:23:43,549
going to continue to have.
1170
01:23:45,409 --> 01:23:46,586
That's exactly right.
1171
01:23:46,773 --> 01:23:49,638
What do you consistently find yourself at Vetta?
1172
01:23:49,638 --> 01:23:52,683
What are you, what's really your wheelhouse?
1173
01:23:52,683 --> 01:23:56,589
When you're hired in your mind, here's my ideal client, who's here I'm going to find now.
1174
01:23:56,589 --> 01:23:57,941
um What do you, what do you do?
1175
01:23:57,941 --> 01:24:01,807
What do you do on a daily basis consistently that you're really good at?
1176
01:24:03,263 --> 01:24:07,605
Determining that, it's, Brooklyn says hello again, by the way.
1177
01:24:07,605 --> 01:24:10,188
Hey, with them, we are, I thought at the end, I'm actually, I'll say it now.
1178
01:24:10,188 --> 01:24:12,709
I'm going to say thank you for letting us to get to meet Brooklyn.
1179
01:24:13,802 --> 01:24:14,886
You coming up?
1180
01:24:16,875 --> 01:24:18,984
She's like, I'm trying to come up.
1181
01:24:21,034 --> 01:24:21,799
Um.
1182
01:24:25,981 --> 01:24:39,881
Like I said, I go in, I can listen to a business need, for me, it is about the people and
helping them figure out, realigning the people, pulling the best out of the people,
1183
01:24:39,881 --> 01:24:42,726
figuring out how to manage the people accordingly.
1184
01:24:42,806 --> 01:24:47,567
Because I don't think other companies are doing that.
1185
01:24:47,567 --> 01:24:53,669
I think they're going in and saying, I'm oh going to give you a strategy, and if you
implement this strategy, it's going to work.
1186
01:24:53,899 --> 01:24:59,251
That's only true if the people you have in place can execute that strategy.
1187
01:24:59,631 --> 01:25:08,475
And so I had a client that I was talking to and I assessed their entire team and kind of
what they wanted in their key roles.
1188
01:25:08,475 --> 01:25:11,076
And they had this, a couple of outliers.
1189
01:25:11,076 --> 01:25:17,409
And I said, these people are probably great employees, but you've got them in the wrong
roles in the organization.
1190
01:25:17,409 --> 01:25:22,783
And if you shift them, if they're willing to be shifted, then
1191
01:25:22,783 --> 01:25:32,539
You can bring in the people who are going to help you reach the other sales goals by
moving these people to operations or to customer success or enablement.
1192
01:25:33,260 --> 01:25:41,765
And if they're not, then you need to make the hard decision to let them go because right
now they're the anchors and you're only as strong as your weakest player.
1193
01:25:41,937 --> 01:25:42,717
Mm.
1194
01:25:43,099 --> 01:25:44,260
So true.
1195
01:25:44,682 --> 01:25:46,334
I could sit here and talk to you forever.
1196
01:25:46,334 --> 01:25:49,263
And if we got to know Brooklyn, I don't know, maybe we actually would.
1197
01:25:49,263 --> 01:25:52,263
It'd like, come on, cause she's the size of a human.
1198
01:25:53,980 --> 01:25:55,243
She is a baby.
1199
01:25:55,243 --> 01:25:57,327
Did you not see she wants to be a lap dog?
1200
01:25:57,327 --> 01:26:00,174
So we're clear, she has an Italian middle name.
1201
01:26:00,174 --> 01:26:02,047
She's Brooklyn Gianna, so.
1202
01:26:02,433 --> 01:26:03,374
Of course she is.
1203
01:26:03,374 --> 01:26:04,315
Everything in your life.
1204
01:26:04,315 --> 01:26:07,660
um They're going to yell at me to get off of here, but here's what's amazing.
1205
01:26:07,660 --> 01:26:11,505
Are you, everything in your life is Italian except for your name.
1206
01:26:12,319 --> 01:26:12,629
Yes.
1207
01:26:12,629 --> 01:26:16,152
So my grandfather, here's the story.
1208
01:26:16,152 --> 01:26:20,626
My grandfather came over from Italy, could not find work.
1209
01:26:20,626 --> 01:26:29,413
At 17, he forged his birth certificate and made himself Charles Gregory and joined the
fire department in Indianapolis.
1210
01:26:29,413 --> 01:26:32,725
He was the chief of the Indianapolis fire department on a fake ID.
1211
01:26:35,423 --> 01:26:38,073
Well, he wouldn't get away with that in 2025.
1212
01:26:38,630 --> 01:26:48,325
So De Gligorio is my original Italian name and if I had that it would have still been
that.
1213
01:26:48,325 --> 01:26:49,907
That's how that came about.
1214
01:26:50,008 --> 01:26:50,955
anyway.
1215
01:26:50,955 --> 01:26:51,806
Thank you for joining us.
1216
01:26:51,806 --> 01:26:52,286
This is good.
1217
01:26:52,286 --> 01:26:53,728
hope you're not too far away.
1218
01:26:53,728 --> 01:27:02,845
I think that this is something if I ever get a chance to meet you in person, if you find a
way to be in studio, if you find a way down here to Cincinnati, um I think this is just 10
1219
01:27:02,845 --> 01:27:05,491
% on what a full 100 % conversation could be.
1220
01:27:05,898 --> 01:27:07,342
I'd love to come down.
1221
01:27:07,342 --> 01:27:11,613
Just tell me when and we'll schedule it out and and and figure out
1222
01:27:11,650 --> 01:27:13,372
Yeah, different things happen in studio.
1223
01:27:13,372 --> 01:27:22,173
It's just, it's different and we can go deeper and talk about these ideas on truly, this
is the foundation that Mark and Amy think people can be a lot better to fulfill their
1224
01:27:22,173 --> 01:27:22,624
potential.
1225
01:27:22,624 --> 01:27:23,425
ah
1226
01:27:23,425 --> 01:27:24,096
100%.
1227
01:27:24,096 --> 01:27:26,072
I would love to continue the conversation with you.
1228
01:27:26,072 --> 01:27:27,915
think that would be amazing.
1229
01:27:28,511 --> 01:27:29,960
Thank you for joining.
00:00:00,172 --> 00:00:02,006
You can't teach grit.
2
00:00:02,006 --> 00:00:03,750
You either have it or you don't.
3
00:00:03,750 --> 00:00:08,298
What I do think you can teach is accountability.
4
00:00:29,218 --> 00:00:31,500
Today on the Necessary Entrepreneurial, welcome back.
5
00:00:31,500 --> 00:00:35,562
am pumped to be joined by Amy Gregory Weber.
6
00:00:35,783 --> 00:00:39,565
Better watch out when they bring the three names, it's about to get serious.
7
00:00:39,565 --> 00:00:42,707
But Amy Weber, founder of Vetta Sales Consulting.
8
00:00:42,747 --> 00:00:53,955
Amy spent decades leading sales teams at companies like Microsoft and Twilio, and now she
helps entrepreneurs and growing businesses build smarter data-driven sales strategies.
9
00:00:54,015 --> 00:00:58,092
She's all about helping founders scale revenue, develop high-performing teams,
10
00:00:58,092 --> 00:01:02,449
and put systems in place so their business can grow without chaos.
11
00:01:02,630 --> 00:01:05,174
Amy, great to have you on the show.
12
00:01:05,196 --> 00:01:06,103
Mark, thank you so much.
13
00:01:06,103 --> 00:01:06,789
appreciate it.
14
00:01:06,789 --> 00:01:08,459
I'm looking forward to this.
15
00:01:08,632 --> 00:01:09,756
So, um...
16
00:01:11,394 --> 00:01:13,295
All those bricks behind the wall.
17
00:01:13,556 --> 00:01:18,780
You've built this business in this life and all this strategy and who you are, you built
it brick by brick.
18
00:01:19,481 --> 00:01:25,216
We talked for a few minutes beforehand and I just knew that this was going to be a very
good and productive and lightning conversation.
19
00:01:25,216 --> 00:01:32,933
So what are you out here now at this amazing place in your career where you're ready to
share and help other people grow and remove the chaos?
20
00:01:32,933 --> 00:01:35,475
What are you building brick by brick?
21
00:01:35,475 --> 00:01:39,170
What are you building and helping us solve and doing this world of business for us now?
22
00:01:39,170 --> 00:01:40,171
Yeah, it's really great.
23
00:01:40,171 --> 00:01:50,797
So when I launched Vetta back in August of 24, ah I was really focused on just the basics
and thought, this is what I've done my whole life.
24
00:01:50,797 --> 00:01:55,050
I'm going to go out and help people decide on their strategy and how they're going to grow
their business.
25
00:01:55,050 --> 00:02:05,096
And after a number of months working in it, what I realized was that the key to growth,
whether it's in sales or any other part of your organization, is the people.
26
00:02:05,900 --> 00:02:07,181
And so I've really doubled down on that.
27
00:02:07,181 --> 00:02:10,284
I'm actually going to rebrand, it's still the Vetta in January.
28
00:02:10,284 --> 00:02:17,960
I'm to rebrand with that focus because it's about aligning those people and the processes
if you want that growth.
29
00:02:18,041 --> 00:02:29,411
And so it's interesting to me as somebody who's spent their entire career, you know, 30
plus years in sales, I know that I was in the right field, but I also know that I've
30
00:02:29,411 --> 00:02:33,814
managed and mentored and been coworkers with a lot of people who
31
00:02:34,766 --> 00:02:38,466
took roles because it was what they thought they were supposed to do.
32
00:02:38,466 --> 00:02:41,182
And then they stayed in them and they were miserable.
33
00:02:41,182 --> 00:02:42,854
And you know what that does to companies?
34
00:02:42,854 --> 00:02:44,135
It tanks them.
35
00:02:44,395 --> 00:02:47,478
Because if you have the wrong people in the wrong position,
36
00:02:49,132 --> 00:02:52,623
you're never going to achieve your goals and you're never going to achieve your growth.
37
00:02:52,623 --> 00:03:01,656
so I'm really trying to help everything like from what you said, those scale ups to those
other businesses to really create that foundation.
38
00:03:01,656 --> 00:03:06,927
And I do that through leveraging a tool that I, a psychometric analysis tool.
39
00:03:06,927 --> 00:03:14,969
I do that through the strategy work that I do and then through the additional coaching
that I put together and watching those companies grow and get the right process and the
40
00:03:14,969 --> 00:03:16,570
right people in place.
41
00:03:16,570 --> 00:03:17,740
That's the best.
42
00:03:17,740 --> 00:03:25,613
Because now you know that you're see them just as we talked about with the climbing, make
that summit, right?
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Get to the top.
44
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So it's evident now you climb walls for fun.
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I climb mountains for fun, yes.
46
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um Why do such a hard thing for fun?
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Uh, I, I, I've been an athlete my whole life and, um, I just, I think that challenging
yourself physically is, is the best way to just create happiness inside of yourself and
48
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just those innate abilities.
49
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And I ran for a really long time and I played volleyball and I, I did all of these things.
50
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And as I got older, I wanted to do something that allowed me to embrace.
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how much I love to travel with adventure and with challenge.
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And climbing is the best way to do that.
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And it's beautiful.
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mean, you get to the top, we were in Jackson Hole several months ago and we got to the top
of Delta Lake.
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And you climbed a mountain and at the top, there's a huge, gorgeous, mirror-topped lake.
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That's something wonderful nature created.
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Everybody should see that.
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Are you climbing dangerous mountains?
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sometimes.
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Um, sometimes.
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that feel like the same environment that we're in in business?
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Because it feels dangerous.
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So when I launched Vetta, I launched it because Vetta means, I used the name, it means
summit in Italian.
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And it tied together my love of that physicality and that adventure with my Italian
heritage.
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I know all my names sound really Italian, I got it.
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ah But my Italian heritage and then just that idea that I wanna help people get to the top
and to grow and to succeed.
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For me, it was really important and personal that that's what I named it.
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Is getting to the top complicated?
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100%.
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And I think the top means something different to different people.
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When I started my career, for me, we talked a little bit about in the pre-discussion, I
had a little bit of a chip on my shoulder for a lot of reasons.
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And for me, success back then was overachieving goal, making a lot of money, winning all
the club awards, getting the next big name on my resume.
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And for me now, success is living my life.
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the way I want to live it and being able to take and help guide other people to their
success.
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And it's empowering to feel that way.
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If the Amy would have done that at 30, would you have gotten here in the same successful
way or would you make an argument that you would have even compounded it more?
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Because there's this idea, was it necessary that we traveled this journey to build us into
this form of ourselves that can have these thoughts in this philosophy?
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You know, it's interesting.
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I don't know that I can go back and have that decision, but who I was at 30 is very
different than who I am today.
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I mean, it just is.
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And I do think that those obstacles that I overcame helped me become the person that I am.
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But I also, think the biggest part of it, Mark, was the people I encountered, good and
bad.
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You know, their leadership casts a shadow on you.
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And good leaders
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have stayed with me, whether I talk to them once a month, once a year, once every few
years.
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They've cast that shadow over me and I continue to grow from that impact.
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And then I think that the same is true with people outside the business world, that there
were people who impacted me good and bad, but as long as I learned something from all of
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those interactions, then I won.
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And so I do think I had to go through that.
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kind of those obstacles and those hills.
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In business, everybody thinks that your trajectory just goes straight up the hill, right?
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They forget that you get to the top of the one hill and you gotta go back down and then
you're climbing a hill isn't a straight line.
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You get your switchbacks, you're going up and down.
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And I think that so many people from the outside look at us and they're like, well, she
just keeps succeeding.
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They don't see where you had to falter and go back up, where you had to learn something,
where you lost deals.
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probably have learned more from the deals that I lost and the accounts that I lost than
the ones that I won.
97
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What do think you learned?
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What's the big idea that you learned if you could have one big takeaway even though they
were all different scenarios?
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You have to listen to a business need and not just go in with what you think is the right
solution.
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It is important to align to their needs, not to just what you are focused on selling or
presenting.
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So can you do that just by engaging and asking questions and finding out from them what
they need?
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and having an open mind about it.
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ah I think that we trained young salespeople to ask a certain set of questions and that
this was your questions and then this was the quantity and it became almost like a menu
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and that's just wrong.
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The successful way is to go in, do your research, understand who you're talking to.
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There's no reason today that we shouldn't know.
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million salient details about someone before we walk in the door.
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So do your research, but then understand that when you go in, that you should be listening
more than you should be speaking.
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And from there, then you can determine kind of, are you the right fit and how do you put
together that solution appropriately versus just sign here.
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And then by the way, that's step one.
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Step two is the ongoing, because it is so much harder.
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to get a new client than it is to keep an existing client.
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So if you can do the right things to win the client, then continuously maintain that
relationship.
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You'll get more business going forward.
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I think the thing that, so I've always loved sales, but I didn't like how most people
talked and thought about sales.
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You know, this, you could sell ice to an Eskimo.
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I hated it too, because what does an Eskimo not need?
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Ice or snow.
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And so I always said, Hey, listen, I'm not interested in that, but I am interested in
engaging with people because I'm a charismatic person.
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like developing relationships.
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I like to get to know someone.
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And so what I.
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I was able at a young age and so this is what I try to help everyone do now.
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That's a big dog.
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And so, um, I love that's a big dog.
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I love it.
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This is life though, but see, this is sales.
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That was Brooklyn.
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Brooklyn says hello.
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Brooklyn, I guess that big bark goes with a big part of New York city.
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guess so.
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If that's where Brooklyn comes from.
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um of course she is.
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That's a very big dog that I'm glad I'm here and not there.
135
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I'd be very scared.
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Um, but, but this is what sales is.
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Right.
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And you actually talked about said, get to know the person that you're going to be having
a conversation with.
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Right.
140
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And so all the information about Amy Weber is in my head today.
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I put that there and I just sit down for a conversation on, let me get to know her.
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So what I love about sales, I don't know if the thing I have is going to be the right
product market fit for that person.
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don't know.
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So how about I find out?
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And if for some reason I don't have the thing, I'd love to be the resource that's part of
this conduit on helping them find the right thing.
146
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So one of my favorite stories, was early in my career at Cisco.
147
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ah I was visiting a large client and I walked out of that office and across the hall was a
business I had never heard of.
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And I just walked in and no one was at the reception desk.
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And because apparently I have no boundaries, I kept walking in their office.
150
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And I get back and I see on the sign on the door, it's a CEO.
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And I knocked on the door and I said, Hey, what do you guys do here?
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The guy just started laughing and he's like, who are you?
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And I told him, and he said, did you just come in our office?
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And I said, no, one was at the front.
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I said, I was really interested.
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So we started conversation.
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Net, net.
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He said, we're too small.
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We'll never need you.
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Um, but I love who I love what you just did.
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And he said, I'm to introduce you to the CTO.
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CTO gives me the same spiel.
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And I said, hey, let me just come in and sit down with your team and understand your
environment.
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And at the time they had zero Cisco in their network.
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Over the next 13 years that I worked there at Cisco and I was an IC and a leader, I say I
did engage with that account one way or the other.
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When I left, they had 95 % of their business ran through Cisco across the world.
167
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And they had grown exponentially.
168
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I'm still friends with that CEO today and he had left during that time period.
169
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I'm still friends with the, the CTO and the director and the VP of, I grew up with those
guys, but I listened to what they needed.
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And the moral of the story was that I listened to what they needed and I was there not
just when they need, when I needed a signature on a PO, but to help them build.
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And I was instrumental in building out what they grew this
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business that is now an incredibly large, incredibly successful business on.
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So a lot of people would have said, you're not big enough, there's no money here, I'm not
going get a quick win.
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I was intrigued.
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I loved the CEO.
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I loved what he had to say.
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I loved what he did, how he built his business.
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And they were very young in their business when I met them.
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And so I take a lot of pride in that.
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And the irony is that we were never the cheapest, but they loved
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the service and the relationship that I brought to the table, when I left, and I wasn't,
hadn't been their rep for years, but I was still engaged with them, when I left, people
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decided they weren't big enough or weren't important enough or they had bought too much.
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They have now removed all of that investment.
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And so it goes to show that people buy from people and people engage with people.
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And it's about how you make them feel.
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And it's about the relationship because again,
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There was no difference in what I was doing.
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I was just investing in them.
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eh And I think that's the key to the success that I've had is that I always see those wins
as an investment in those other people, not as a transaction.
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Was it Amy Webber taught or was she found?
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Well, some would say I was found.
192
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got my first technical sales job from behind the bar.
193
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I was a bartender.
194
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I was working in tech during the day trying to learn the business, making no money.
195
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So I was tending bar at night and two guys came into the bar and sat there.
196
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They were doing a, I lovingly refer to it as a hug and chug.
197
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It was a happy hour.
198
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I worked at a high-end cigar and martini bar and they sat there for hours.
199
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The one guy was on a progressive fast, it was Lent.
200
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He was down to bread and water.
201
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Crankiest person you could ever imagine.
202
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At the end of the time, he goes to pay the bill and he puts his hand over the top of mine.
203
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He goes, what do you really do?
204
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Because I had been having a conversation with the other guy about Dec Alpha and Compact's
acquisition of Dec and what that's going to do and how that's going to change the
205
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industry.
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And he said, you know more than the people who work for me.
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So we chatted about it.
208
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He gave me an enormous tip.
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And his business card, he said he had six jobs open, I could have whichever one I wanted.
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And that was my first field sales job for a reseller in Indiana.
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um So they would say I was found because I went to Butler for accounting and English.
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I didn't ever think I was gonna go into sales or especially into tech sales until I made
that decision that that's what I wanted to do.
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So was he the CEO or was he a VP of a department?
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He was the VP of Sales.
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Yep.
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So the reason why I asked that don't know the guy's name or anything.
217
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There's only those people only fit into two or three categories because here's what his
job was.
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Talent acquisition.
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Yes.
220
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That was his job.
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And so he was always on the lookout everywhere he went.
222
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And he did more listening that night, even though he's cranky.
223
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He did more listening so he could realize the brilliance that you had.
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And I, to this day, have told him how grateful I am to him for seeing that.
225
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Because I had already known that tech was what I wanted to go into.
226
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I'd made that decision.
227
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And people told me I was crazy, Mark.
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They were like, I mean, this is 95, 96.
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They're like, you're insane.
230
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And he changed my life.
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He changed the trajectory of my life.
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And then from there, I built that career.
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I don't know if that experience hadn't happened, how I would have gotten to that next
step, but I didn't have to because I was able to build it.
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How long were you there at that company?
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Two years.
236
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Okay.
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Um, did you outgrow it out?
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Yeah.
239
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Yeah.
240
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Yeah.
241
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I, I blow all my targets away and all the money and, and, um, I get recruited into my next
position from that role.
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And it was the irony was that I had overachieved all of my goals.
243
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So, you know, what they were paying me, even with like blowing my number away, the next
job I got was for a manufacturer.
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And when they gave me my offer.
245
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my base salary was more than my total comp was at the last job.
246
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And I, well, hold on, I stayed very, very uh calm.
247
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And I said, I don't know, the base looks a little low.
248
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And they gave me even more.
249
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And I went home that day and just laughed and I'm like.
250
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guess this is how life is gonna go.
251
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Yeah.
252
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What's the lesson you learned that day?
253
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In that moment?
254
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that you don't get anything unless you ask for it, number one.
255
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But what I learned from behind the bar was that you never know when you're going to meet
somebody that couldn't be impactful in your life.
256
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And then when I, you know, I used that experience to grow and learn and to really
understand technology and to really understand the sales process and to just soak up as
257
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much I would
258
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go and sit down with different people in different groups and just understand what they
were doing.
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And I took that to the next level and again and again.
260
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And so for me, I think that I have to learn something all the time.
261
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Even now, even at the age I'm at, even with the success that I've had, there's always
something new to learn.
262
00:19:03,649 --> 00:19:05,170
And you have to be open to that.
263
00:19:06,606 --> 00:19:09,406
this approach to engaging with human beings, we just call it sales.
264
00:19:09,406 --> 00:19:14,626
It's just engaging with human beings and finding out what they need and helping them
provide something they need.
265
00:19:16,866 --> 00:19:22,146
Is this novel as you go out here in the world and you're consulting and helping people fix
their businesses and grow?
266
00:19:22,146 --> 00:19:30,066
These things we're talking about seem so natural to you and to me, and this isn't from a
condescending perspective, but I've realized what you're talking about in my experience
267
00:19:30,066 --> 00:19:33,106
over 25 years in sales, this is it.
268
00:19:34,206 --> 00:19:36,407
Does this seem to be novel now?
269
00:19:36,407 --> 00:19:37,256
Heh
270
00:19:37,752 --> 00:19:39,288
I think that...
271
00:19:40,928 --> 00:19:48,642
And I think that when we first started out in the sales world, we were training people
that there was a playbook and a script they had to follow.
272
00:19:48,642 --> 00:19:52,344
And that that was a mistake because it was always about the relationship.
273
00:19:52,905 --> 00:19:56,807
And so those of us that understood that taught that to ourselves.
274
00:19:56,807 --> 00:20:05,512
And then we pivoted and we said, we need to understand what we're selling and the value,
but we need to understand the people and the relationship and make sure that what we're
275
00:20:05,512 --> 00:20:09,494
providing to them is actually important and valuable and why.
276
00:20:09,494 --> 00:20:11,315
and then how you follow up on it.
277
00:20:11,896 --> 00:20:16,178
Today, with all the new technology, you know, we talk about AI, right?
278
00:20:16,178 --> 00:20:26,674
AI is going to give us our most valuable asset back time, because it's going to automate
all of those menial processes and allow us to kind of speed through things.
279
00:20:26,674 --> 00:20:28,525
And so now it's giving us time back.
280
00:20:28,525 --> 00:20:33,268
And from that time, we should really be shifting to the experience culture.
281
00:20:33,268 --> 00:20:38,200
And so what you provide and what I provide and what the good, what the people who are
going to win.
282
00:20:38,200 --> 00:20:50,594
They're going to provide experience, whether that's in a restaurant, whether that's in a
uh sales situation, whether that's in a artistic endeavor.
283
00:20:50,594 --> 00:20:51,674
It's the experience.
284
00:20:51,674 --> 00:20:58,256
It's that experience culture and how you make people feel appreciated, heard, understood.
285
00:20:58,876 --> 00:21:02,027
I was in Miami last weekend and I had the most amazing dinner.
286
00:21:02,027 --> 00:21:05,248
And it wasn't just because the food was extraordinary.
287
00:21:05,366 --> 00:21:08,546
It was because the experience was so elevated.
288
00:21:08,546 --> 00:21:11,609
I, at one point, it was uh the din in Miami.
289
00:21:11,609 --> 00:21:13,451
It's a little Japanese restaurant.
290
00:21:13,451 --> 00:21:15,891
You can only have 16 people in the whole place.
291
00:21:16,492 --> 00:21:20,274
And at one point I said, I'm a little chilly.
292
00:21:20,875 --> 00:21:26,257
Within moments, a cashmere pashmina was put over my shoulders while I was eating.
293
00:21:27,038 --> 00:21:30,280
And I didn't even think I said it that loud.
294
00:21:30,280 --> 00:21:34,902
I definitely didn't say it to anyone besides my significant other.
295
00:21:34,954 --> 00:21:44,022
And that moment completely is the perfect example of the experience culture.
296
00:21:45,224 --> 00:21:46,104
Right?
297
00:21:46,265 --> 00:21:47,956
Because I'll never forget that.
298
00:21:49,100 --> 00:21:54,485
What is the lesson that you would teach in that, that restaurant executed?
299
00:21:56,024 --> 00:22:09,785
that they, the lesson there is that again, they were attuned to what was going on, not
just what they thought they needed to provide, but what people needed at that moment.
300
00:22:09,785 --> 00:22:23,406
So they weren't waiting for you to ask for your water to be refilled or to wipe off, you
know, where they had just placed uh another piece of uh fish or to drape a pagemene over
301
00:22:23,406 --> 00:22:25,710
your shoulders, that they were so attuned to your
302
00:22:25,710 --> 00:22:31,430
They were empathetic and they understood what your needs were maybe before you even did.
303
00:22:31,850 --> 00:22:43,690
And that's all about that relationship and that experience and that being open to what's
going on around you instead of being so myopic and thinking, this is what I have to do
304
00:22:43,690 --> 00:22:50,270
today and here's the checklist that I need to do while I'm in front of a client or a
person or a friend.
305
00:22:51,030 --> 00:22:55,322
You know, I think it's interesting, you can tell when you're talking to somebody,
306
00:22:55,322 --> 00:22:57,960
and they're not really listening.
307
00:22:57,960 --> 00:23:02,933
They have already determined their next thought and they're just waiting for their chance
to be able to say it.
308
00:23:02,933 --> 00:23:03,516
Right?
309
00:23:03,516 --> 00:23:04,988
Yeah, that's bad sales.
310
00:23:04,988 --> 00:23:05,929
That's bad sales.
311
00:23:05,929 --> 00:23:07,716
That's bad That's bad relationships.
312
00:23:07,716 --> 00:23:15,760
That's just bad And I think we've all probably fought it at times to not be so dang
narcissistic, To say, hey, listen, if you want to have anything successful in life,
313
00:23:15,760 --> 00:23:16,671
somehow it's weird.
314
00:23:16,671 --> 00:23:22,420
I'm trying to find the way to share this with people For it to be about you, it actually
has to be about them.
315
00:23:23,042 --> 00:23:23,903
Yes.
316
00:23:24,962 --> 00:23:26,054
100%.
317
00:23:27,608 --> 00:23:31,187
just doesn't seem like it goes together, but that's the algorithm I figured out.
318
00:23:32,293 --> 00:23:35,882
For it to be about me and for me to win, it has to be more about you.
319
00:23:37,172 --> 00:23:40,199
It's exactly right.
320
00:23:40,199 --> 00:23:42,444
And that's what I was telling you, you know, it's...
321
00:23:45,048 --> 00:23:47,787
And by the way, we can't do that for everybody.
322
00:23:47,787 --> 00:23:50,374
um
323
00:23:51,352 --> 00:23:53,465
but you can do it for every situation.
324
00:23:53,465 --> 00:23:56,008
might not, and not everybody might not be receiving of it.
325
00:23:56,008 --> 00:23:57,630
They might not be in a place, right?
326
00:23:57,630 --> 00:24:03,858
But you have to do it for everyone to have a chance at landing the clients in the
engagement and relationships you want.
327
00:24:04,010 --> 00:24:04,560
Exactly.
328
00:24:04,560 --> 00:24:07,692
And, but that's how, that's, that's how I've always gone about it.
329
00:24:07,692 --> 00:24:09,522
And I think that's, that's the key to the success.
330
00:24:09,522 --> 00:24:12,614
People ask me, how did you work for so many great companies?
331
00:24:12,614 --> 00:24:14,404
How did you achieve so much success?
332
00:24:14,404 --> 00:24:15,715
How were you always over your numbers?
333
00:24:15,715 --> 00:24:19,797
And I said, I cared about every single client I went into.
334
00:24:19,797 --> 00:24:21,758
I didn't, I cared about them.
335
00:24:21,758 --> 00:24:23,398
I didn't like everybody.
336
00:24:24,079 --> 00:24:32,602
And, but I cared that what I was doing was going to provide them value and they
337
00:24:32,763 --> 00:24:35,888
My goal was to always make them look good.
338
00:24:37,902 --> 00:24:39,063
Let them win, man.
339
00:24:39,063 --> 00:24:39,563
Let them win.
340
00:24:39,563 --> 00:24:41,175
see, we've read these books.
341
00:24:41,175 --> 00:24:44,268
think what Dale Carnegie's, to Win Friends and Influence People.
342
00:24:44,268 --> 00:24:48,171
It's even when you win, you don't win.
343
00:24:49,333 --> 00:24:50,123
They have to win.
344
00:24:50,123 --> 00:24:51,725
Put your ego in check.
345
00:24:51,725 --> 00:24:52,245
Let them win.
346
00:24:52,245 --> 00:24:55,838
Because when they win and you're associated with it, you're winning.
347
00:24:57,944 --> 00:25:12,408
Well, quote, I quote, ego is the enemy all the time because I just, know, I when I was
younger, I was so driven to get out of my circumstances and to prove that I was better
348
00:25:12,408 --> 00:25:15,859
than what I had started out.
349
00:25:16,479 --> 00:25:18,240
And I had that chip on my shoulder.
350
00:25:18,240 --> 00:25:25,902
And as I matured and as I got older and as I found peace and success, it allowed me to
say,
351
00:25:26,862 --> 00:25:30,782
I want everybody to be happy, but that doesn't mean I have to be a part of the situation.
352
00:25:30,782 --> 00:25:33,022
I want everybody to be successful, but I don't have to be a part of it.
353
00:25:33,022 --> 00:25:35,082
My ego is just not that big.
354
00:25:36,622 --> 00:25:42,642
I gained so much happiness helping other people succeed.
355
00:25:43,101 --> 00:25:48,802
And if that means that I get to be successful too and get to live my life the way I want
to, more power to it.
356
00:25:48,802 --> 00:25:50,122
That's fabulous.
357
00:25:50,882 --> 00:25:52,602
You're a win on every front.
358
00:25:52,898 --> 00:26:02,622
So I want to get into about in this new environment of AI, combined with, still feel like
it's the old world traits of getting face to face and handshakes human to human.
359
00:26:02,622 --> 00:26:09,505
But, I want to hand it to you and say, Hey, how are you finding ways to cut through all of
the chaos and all the drama and what the world's throwing at us?
360
00:26:09,505 --> 00:26:12,506
And, I'm going to lay this down to say that.
361
00:26:12,926 --> 00:26:20,469
I don't really believe the basic principles of human engagement and winning in sales and
leading organizational people.
362
00:26:20,469 --> 00:26:21,920
I don't think it's changed.
363
00:26:21,920 --> 00:26:27,635
I found myself last night, we just have new information, new technologies, maybe we can
become more efficient.
364
00:26:27,635 --> 00:26:29,756
But I found myself last night, we had a career night.
365
00:26:29,756 --> 00:26:34,540
So as we recruit and build this real estate company that I lead, have great people in the
company.
366
00:26:34,540 --> 00:26:36,020
They build a lot of platforms for me.
367
00:26:36,020 --> 00:26:37,683
They're like, just show up here at this moment.
368
00:26:37,683 --> 00:26:41,006
You get that seat, you get this clicker and just crush and do what you do.
369
00:26:41,006 --> 00:26:42,006
Paint the vision.
370
00:26:42,006 --> 00:26:48,011
And so I'm fortunate to be around just so many great people now that set that platform for
me.
371
00:26:48,051 --> 00:26:51,638
but I told everyone last night, I said, I was just reflecting when I started
372
00:26:51,638 --> 00:26:56,901
I have different companies, but the company that built it all was this real estate
brokerage, this agency.
373
00:26:56,901 --> 00:26:58,962
It's where it started 18 years ago.
374
00:26:58,962 --> 00:27:08,297
And I said, the first person I hired, not everybody who started here is still here by far,
but the first person that I hired is still here and he's pretty much retired.
375
00:27:08,297 --> 00:27:09,708
And he happened to be in yesterday.
376
00:27:09,708 --> 00:27:11,189
He doesn't come in a ton anymore.
377
00:27:11,189 --> 00:27:20,546
And I ran into him and I had one of these moments that we were reflecting on the past, you
know, that those people do walking to school in the snow to
378
00:27:20,546 --> 00:27:22,667
But me and him, not for anyone else.
379
00:27:23,508 --> 00:27:37,678
And I said, Roy, isn't it funny that 17 years ago, a year after I recruited you, you had a
day where you closed five properties, five homes on the same day.
380
00:27:38,179 --> 00:27:41,352
And I said, and I only ever beat that by one and I only closed six.
381
00:27:41,352 --> 00:27:47,816
And I said, there's actually no one in our entire company, hundreds of people, these
thousands and thousands of transactions a year now.
382
00:27:48,588 --> 00:27:52,131
Not one person has replicated that five in one day and six in one day.
383
00:27:52,131 --> 00:27:54,723
That's actually a really big feat being in our field.
384
00:27:54,924 --> 00:27:56,094
And I said, isn't it amazing?
385
00:27:56,094 --> 00:27:58,006
We didn't have a sign on the building.
386
00:27:58,086 --> 00:27:59,768
We didn't have any marketing.
387
00:27:59,768 --> 00:28:01,189
We didn't have a website.
388
00:28:01,189 --> 00:28:04,191
We had none of the tools that we have now.
389
00:28:04,191 --> 00:28:11,877
And I said, to be honest with you, man, it puts a smile on my face to think about the
hustle and the grind and what we did back then to make that happen.
390
00:28:12,839 --> 00:28:16,982
If people still took the same approach and still did the same thing today.
391
00:28:17,644 --> 00:28:19,015
They would win the same way.
392
00:28:19,566 --> 00:28:20,526
100%.
393
00:28:20,526 --> 00:28:26,146
So number one, what you said, the hustle and the grind, you can't teach grit.
394
00:28:26,226 --> 00:28:28,426
You either have it or you don't.
395
00:28:28,586 --> 00:28:45,826
And I think it's really sad that some of the choices that we've made almost were making
people who are gritty seem wrong or when they're growing up, know.
396
00:28:45,826 --> 00:28:48,502
Adding grit just means that you're gonna
397
00:28:48,502 --> 00:28:51,805
sustain and be able to go out there and overcome obstacles.
398
00:28:51,805 --> 00:28:56,290
And by the way, those obstacles, like I said, are the ways that I developed who I was.
399
00:28:56,290 --> 00:28:58,812
So it's okay.
400
00:28:58,812 --> 00:29:03,757
We don't allow our children to fail enough.
401
00:29:04,618 --> 00:29:08,902
Or we don't...
402
00:29:11,746 --> 00:29:15,609
We don't share our warts and our failures.
403
00:29:15,609 --> 00:29:23,985
Social media is a necessary evil, but it's probably one of the worst things that's
happened because people only post that sanitized version of themselves, that perfect
404
00:29:23,985 --> 00:29:25,035
version.
405
00:29:25,236 --> 00:29:33,702
And so it's unrealistic with the filters and all of the things that people think that
that's real life and it's just not.
406
00:29:33,702 --> 00:29:38,946
The real life is the dirty and the gritty and the getting it out there.
407
00:29:38,946 --> 00:29:40,587
By the way, I spent 30 years in tech.
408
00:29:40,587 --> 00:29:42,906
I still don't know how to filter a picture, just so we're clear.
409
00:29:42,906 --> 00:29:44,049
I have no idea.
410
00:29:44,049 --> 00:29:45,169
Couldn't do it if I tried.
411
00:29:45,169 --> 00:29:48,281
ah Have no intention of doing it.
412
00:29:48,281 --> 00:29:49,752
But it's interesting.
413
00:29:49,752 --> 00:29:56,395
So I have said to people through the years that when I, I love coaching people, love it.
414
00:29:56,436 --> 00:30:00,958
And I coached as a volleyball, I was a volleyball coach in my 20s.
415
00:30:01,178 --> 00:30:04,040
Again, when we first met, I told you I'm five foot four.
416
00:30:04,040 --> 00:30:08,056
So I would coach these girls and they would come out onto the court and
417
00:30:08,056 --> 00:30:13,507
They would make fun of me because they were all taller than I was until I hit balls at
them.
418
00:30:13,507 --> 00:30:17,209
And then they decided that coach was really strong and they shouldn't make fun of her.
419
00:30:17,209 --> 00:30:20,669
They also had to end every practice running sprints against me.
420
00:30:21,050 --> 00:30:26,171
And the reason I did it wasn't because I wanted to prove that I was faster, stronger, had
more endurance.
421
00:30:26,171 --> 00:30:33,053
Volleyball tournaments, especially club ball tournaments, are so long, I wanted them to be
conditioned.
422
00:30:33,073 --> 00:30:37,654
And so I knew that how many times they were going to have to run sprints in order to beat
me.
423
00:30:37,836 --> 00:30:39,537
And all I was doing was conditioning them.
424
00:30:39,537 --> 00:30:43,451
We'd go into these tournaments and they were prepared.
425
00:30:43,451 --> 00:30:47,834
So I was teaching them to be gritty for preparation.
426
00:30:47,834 --> 00:30:56,282
Secondly, I was proving to them that if they practiced and learned something, that they
would be great, right?
427
00:30:56,282 --> 00:30:57,993
I was never gonna be the best player on the team.
428
00:30:57,993 --> 00:31:04,688
I'm far too small, but I was gonna have the best attitude and was probably gonna work the
hardest because I wanted it.
429
00:31:04,929 --> 00:31:06,920
And again, you can't teach that.
430
00:31:07,136 --> 00:31:09,487
Every year I coached, I had to kick one kid off the team.
431
00:31:09,487 --> 00:31:14,489
Sometimes the best player because they wouldn't show up for practice or because they'd
have an attitude.
432
00:31:14,589 --> 00:31:16,430
One threw a ball at my face, little things.
433
00:31:16,430 --> 00:31:20,352
ah But they weren't coachable.
434
00:31:20,352 --> 00:31:28,905
They might've had innate natural talent, but they were never going to be able to do
anything with that talent because they were told that they were amazing and that they
435
00:31:28,905 --> 00:31:31,746
should be put on a pedestal and they had nothing left to learn.
436
00:31:32,477 --> 00:31:36,138
We all, no matter how much success we've achieved,
437
00:31:36,238 --> 00:31:39,318
Those six deals, you didn't put yourself on a pedestal.
438
00:31:39,318 --> 00:31:42,018
You probably said, when can I get seven in one day?
439
00:31:42,378 --> 00:31:43,338
Right?
440
00:31:44,178 --> 00:31:46,598
And that's really hard to do.
441
00:31:47,478 --> 00:31:49,518
Now, you're 200 % of quota.
442
00:31:49,518 --> 00:31:50,978
want to make 300 % of quota.
443
00:31:50,978 --> 00:31:53,158
You make $500,000 in a year.
444
00:31:53,158 --> 00:31:54,518
want a million dollars.
445
00:31:54,518 --> 00:32:00,758
mean, whatever it is, but it's, it's that grit and it's that drive and it's that
intention.
446
00:32:00,858 --> 00:32:02,898
And it takes hard work to do that.
447
00:32:02,898 --> 00:32:04,738
And I get.
448
00:32:05,078 --> 00:32:10,623
I see people, especially some of the people who are like, I just don't want to work that
hard.
449
00:32:10,623 --> 00:32:11,925
That's fine.
450
00:32:11,925 --> 00:32:14,326
But don't go into certain fields then.
451
00:32:15,648 --> 00:32:22,248
Because you'll never find the success that you think that you deserve if you're not
willing to put the effort into though.
452
00:32:22,248 --> 00:32:27,102
And then can I be a little mean as well and say you better reduce the goals and the vision
you have for your life as well?
453
00:32:30,158 --> 00:32:31,742
You know, I didn't get on an airplane until I was 19.
454
00:32:31,742 --> 00:32:36,375
I took my first flight at 19 years old.
455
00:32:36,375 --> 00:32:37,778
I flew out to Aspen, Colorado.
456
00:32:37,778 --> 00:32:39,422
It the first mountain I ever climbed.
457
00:32:43,266 --> 00:32:47,861
I have now traveled all over the world and I love it.
458
00:32:47,861 --> 00:32:49,932
It energizes me, it excites me.
459
00:32:50,334 --> 00:32:55,638
And my mom's still never been on an airplane, ever.
460
00:32:56,100 --> 00:33:00,123
That just wasn't, her world was really small.
461
00:33:00,684 --> 00:33:02,886
And I wanted so much more than that.
462
00:33:04,856 --> 00:33:08,594
So if this is tough to train, if grit, if you just can't train it.
463
00:33:10,262 --> 00:33:13,524
And the majority of the world doesn't have it.
464
00:33:14,245 --> 00:33:15,404
They haven't learned the skill.
465
00:33:15,404 --> 00:33:24,614
They haven't been forced to, because as you spoke to the way that we're growing up now,
and I've said this multiple times, I think it's admirable about what parents are trying to
466
00:33:24,614 --> 00:33:24,854
do.
467
00:33:24,854 --> 00:33:26,344
It seems like their intention.
468
00:33:26,344 --> 00:33:31,099
Here's what you hear is that, I just want their life to be better than mine.
469
00:33:31,840 --> 00:33:34,482
And I don't want them to have as much of struggle as me.
470
00:33:34,482 --> 00:33:36,783
I don't want it to be as hard as mine.
471
00:33:36,924 --> 00:33:40,116
And so I think that's admirable because it means that they care.
472
00:33:40,504 --> 00:33:44,347
But then my instant response, I've gotten better until it's my moment to respond.
473
00:33:44,347 --> 00:33:47,818
And I'd say, but isn't that how you became who you are?
474
00:33:49,848 --> 00:33:54,974
How are they going to become the best version of themselves if it's always easy?
475
00:33:55,726 --> 00:34:05,826
And I think that the key to that, and look, I wasn't perfect and I made plenty of missteps
as a single mom with my son.
476
00:34:06,186 --> 00:34:12,306
And I had to understand that he was different than me and his core identity was different
than mine.
477
00:34:12,306 --> 00:34:17,786
So he was never gonna be as intense as I am.
478
00:34:18,446 --> 00:34:22,502
But I was really honest with him.
479
00:34:22,539 --> 00:34:30,211
And so even though I gave him a lot of experiences and a lot of opportunities, I also was
honest with him about my expectations.
480
00:34:30,311 --> 00:34:38,232
And I discussed with him when he faltered from those that I was disappointed and there
were ramifications to it.
481
00:34:38,413 --> 00:34:39,353
Right.
482
00:34:41,553 --> 00:34:45,054
And I think that's, that's all things that people.
483
00:34:46,605 --> 00:34:54,465
We have a really strong relationship now, but there were some times that it was difficult
and it should be.
484
00:34:54,505 --> 00:34:58,025
When somebody is 16 and they're like, my mom's my best friend.
485
00:34:58,025 --> 00:35:00,865
Well, then she's not punishing you enough for the things.
486
00:35:00,865 --> 00:35:03,465
And my favorite is when everybody's like, my child is perfect.
487
00:35:03,465 --> 00:35:05,645
By the way, no child is perfect.
488
00:35:05,645 --> 00:35:07,885
None, zero, zilch.
489
00:35:07,885 --> 00:35:14,405
They might be good, but they're not, you and it might be less trouble than somebody else,
but you also don't know what's going on behind the scenes.
490
00:35:14,405 --> 00:35:15,884
And so I don't.
491
00:35:15,884 --> 00:35:17,024
I don't think you can teach grit.
492
00:35:17,024 --> 00:35:28,777
What I do think you can teach is accountability and that you can set expectations and hold
people to those expectations.
493
00:35:29,098 --> 00:35:32,438
And then they're going to have to determine how they achieve that.
494
00:35:32,499 --> 00:35:41,801
And if they don't have the grit, then they are going to have to change either their goals,
their dreams or their lifestyle because they're probably not going to achieve exactly what
495
00:35:41,801 --> 00:35:43,881
they thought they were going to.
496
00:35:45,654 --> 00:35:48,562
And I agree with you, I think there are a lot of middlers in the world.
497
00:35:48,562 --> 00:35:51,547
There a lot of people who are just happy hanging out in the middle.
498
00:35:51,810 --> 00:35:53,964
And I want to help people be extraordinary.
499
00:35:53,964 --> 00:35:56,477
Yeah, if I thought they were happy, I'd leave them alone.
500
00:35:58,638 --> 00:35:59,658
I don't see that.
501
00:35:59,658 --> 00:36:01,058
I don't hear it from them.
502
00:36:01,058 --> 00:36:03,318
I don't see it.
503
00:36:04,918 --> 00:36:12,238
I'm not saying I want to fight for it yet, but I think the majority of people deep inside,
they want better.
504
00:36:12,398 --> 00:36:14,118
Well, and I think that they're afraid.
505
00:36:14,118 --> 00:36:18,638
85 % of millennials will tell you that they're in the wrong job, but they're afraid to
change jobs.
506
00:36:18,998 --> 00:36:26,218
They're afraid because of they've built their career here, they may not make enough money,
or they won't be good at the next thing.
507
00:36:27,358 --> 00:36:32,918
We have people who we hire into roles based upon their resume or the companies that
they've worked for.
508
00:36:32,918 --> 00:36:37,762
They were never good at the previous job, but because they've worked for all of these big
companies.
509
00:36:37,762 --> 00:36:40,713
They just keep getting jobs and it just is a cycle.
510
00:36:40,713 --> 00:36:43,404
They work there six to 18 months.
511
00:36:43,404 --> 00:36:44,365
They don't do great.
512
00:36:44,365 --> 00:36:48,406
They're either middle of the pack or below the pack and then they go get the next job.
513
00:36:48,406 --> 00:36:49,627
And we have to change that.
514
00:36:49,627 --> 00:36:54,609
We have to, that's why I said I'm so passionate with companies saying, I don't care what
their resume says.
515
00:36:54,609 --> 00:36:57,830
I care who they are and that we're getting the right people.
516
00:36:58,170 --> 00:37:04,333
And the way that we have brought people into organizations is, oh, they, they had to be
successful.
517
00:37:04,333 --> 00:37:06,234
They worked for XYZ company.
518
00:37:06,234 --> 00:37:07,598
That doesn't mean anything.
519
00:37:07,598 --> 00:37:11,241
1 % of your past success will determine your future success.
520
00:37:11,241 --> 00:37:17,106
I want to know who you are today, what your story is, and where you want to go from there.
521
00:37:17,106 --> 00:37:20,229
ah And then how we're going to align that.
522
00:37:20,229 --> 00:37:28,456
also think that we as companies are insane when we write our job descriptions.
523
00:37:28,717 --> 00:37:30,918
Because we'll say, I want to...
524
00:37:31,202 --> 00:37:34,822
hate job descriptions.
525
00:37:35,522 --> 00:37:36,806
I hate them.
526
00:37:37,548 --> 00:37:42,858
You know, I want this driven self-starter that's a team player.
527
00:37:42,858 --> 00:37:44,690
Those are two different people, by the way.
528
00:37:46,488 --> 00:37:51,422
You know, if you want to just be a part of a team and be collaborative all the time, you
are not a self-starter driven.
529
00:37:51,422 --> 00:37:57,876
If you want the person who's out there that's going to be hard charging, that cares about
hitting all the goals, but doesn't really care about what the rest of the team is doing,
530
00:37:57,876 --> 00:38:09,064
that is a different person than this person over here that doesn't mean that they're
anti-social or that they can't collaborate with somebody, but that's not what drives them.
531
00:38:10,796 --> 00:38:14,690
And so, yeah, it's just bad from that standpoint.
532
00:38:14,690 --> 00:38:25,972
And then I think that because we've gotten to the point where we're just allowing
mediocrity, we're just like, it's okay, it's fine.
533
00:38:26,446 --> 00:38:30,324
Because it's hard, it's hard once that's set in, it's hard to change that.
534
00:38:32,130 --> 00:38:33,081
really hard to change that.
535
00:38:33,081 --> 00:38:42,476
you let a, if you let a, in ourselves and our lives, if we, in the, if I looked at my
past, the things that I've done and had a mediocre outcome, um, that I've accepted for
536
00:38:42,476 --> 00:38:43,537
myself.
537
00:38:44,418 --> 00:38:49,050
once you let that set in, it's really hard to convince yourself to change and to do it
differently.
538
00:38:49,050 --> 00:38:53,563
It really is because it's like you, were the person that allowed to happen in the first
place.
539
00:38:53,623 --> 00:38:55,704
And so I have to become of a different human.
540
00:38:55,704 --> 00:38:57,185
have to have a different mindset.
541
00:38:57,185 --> 00:38:59,016
I have to awaken in some way.
542
00:38:59,670 --> 00:39:03,151
laugh because I work out every day.
543
00:39:04,912 --> 00:39:06,783
And people are like, oh, you're so fit.
544
00:39:06,783 --> 00:39:09,894
I'm like, I work out every day.
545
00:39:10,034 --> 00:39:13,756
You can't go to the gym once a month and expect to meet your goals.
546
00:39:13,756 --> 00:39:20,298
ah You can't decide that you're going to eat healthy today.
547
00:39:21,719 --> 00:39:27,281
And the other 29 days of the month, you're going to crush a smash burger every day.
548
00:39:29,294 --> 00:39:35,599
The next piece that is I've been telling people a lot of times is that, Hey, listen, this
isn't a judgment conversation.
549
00:39:35,599 --> 00:39:38,512
No, just want us to accept what the rules are.
550
00:39:38,512 --> 00:39:40,182
This game that we're playing.
551
00:39:40,223 --> 00:39:45,487
The rules are if you want a different outcome, you have to do different things.
552
00:39:46,068 --> 00:39:52,643
If you're willing to accept the current outcome you have, I won't give you any grief and
I'm not going to judge you for it, but you knew except that's the outcome that you're
553
00:39:52,643 --> 00:39:53,994
going to continue to have.
554
00:39:55,854 --> 00:39:57,031
That's exactly right.
555
00:39:57,218 --> 00:40:00,083
What do you consistently find yourself at Vetta?
556
00:40:00,083 --> 00:40:03,128
What are you, what's really your wheelhouse?
557
00:40:03,128 --> 00:40:07,034
When you're hired in your mind, here's my ideal client, who's here I'm going to find now.
558
00:40:07,034 --> 00:40:08,386
um What do you, what do you do?
559
00:40:08,386 --> 00:40:12,252
What do you do on a daily basis consistently that you're really good at?
560
00:40:13,708 --> 00:40:18,050
Determining that, it's, Brooklyn says hello again, by the way.
561
00:40:18,050 --> 00:40:20,633
Hey, with them, we are, I thought at the end, I'm actually, I'll say it now.
562
00:40:20,633 --> 00:40:23,154
I'm going to say thank you for letting us to get to meet Brooklyn.
563
00:40:24,247 --> 00:40:25,331
You coming up?
564
00:40:27,320 --> 00:40:29,429
She's like, I'm trying to come up.
565
00:40:31,479 --> 00:40:32,244
Um.
566
00:40:36,426 --> 00:40:50,326
Like I said, I go in, I can listen to a business need, for me, it is about the people and
helping them figure out, realigning the people, pulling the best out of the people,
567
00:40:50,326 --> 00:40:53,171
figuring out how to manage the people accordingly.
568
00:40:53,251 --> 00:40:58,012
Because I don't think other companies are doing that.
569
00:40:58,012 --> 00:41:04,114
I think they're going in and saying, I'm oh going to give you a strategy, and if you
implement this strategy, it's going to work.
570
00:41:04,344 --> 00:41:09,696
That's only true if the people you have in place can execute that strategy.
571
00:41:10,076 --> 00:41:18,920
And so I had a client that I was talking to and I assessed their entire team and kind of
what they wanted in their key roles.
572
00:41:18,920 --> 00:41:21,521
And they had this, a couple of outliers.
573
00:41:21,521 --> 00:41:27,854
And I said, these people are probably great employees, but you've got them in the wrong
roles in the organization.
574
00:41:27,854 --> 00:41:33,228
And if you shift them, if they're willing to be shifted, then
575
00:41:33,228 --> 00:41:42,984
You can bring in the people who are going to help you reach the other sales goals by
moving these people to operations or to customer success or enablement.
576
00:41:43,705 --> 00:41:52,210
And if they're not, then you need to make the hard decision to let them go because right
now they're the anchors and you're only as strong as your weakest player.
577
00:41:52,382 --> 00:41:53,162
Mm.
578
00:41:53,544 --> 00:41:54,705
So true.
579
00:41:55,127 --> 00:41:56,779
I could sit here and talk to you forever.
580
00:41:56,779 --> 00:41:59,708
And if we got to know Brooklyn, I don't know, maybe we actually would.
581
00:41:59,708 --> 00:42:02,708
It'd like, come on, cause she's the size of a human.
582
00:42:04,425 --> 00:42:05,688
She is a baby.
583
00:42:05,688 --> 00:42:07,772
Did you not see she wants to be a lap dog?
584
00:42:07,772 --> 00:42:10,619
So we're clear, she has an Italian middle name.
585
00:42:10,619 --> 00:42:12,492
She's Brooklyn Gianna, so.
586
00:42:12,878 --> 00:42:13,819
Of course she is.
587
00:42:13,819 --> 00:42:14,760
Everything in your life.
588
00:42:14,760 --> 00:42:18,105
um They're going to yell at me to get off of here, but here's what's amazing.
589
00:42:18,105 --> 00:42:21,950
Are you, everything in your life is Italian except for your name.
590
00:42:22,764 --> 00:42:23,074
Yes.
591
00:42:23,074 --> 00:42:26,597
So my grandfather, here's the story.
592
00:42:26,597 --> 00:42:31,071
My grandfather came over from Italy, could not find work.
593
00:42:31,071 --> 00:42:39,858
At 17, he forged his birth certificate and made himself Charles Gregory and joined the
fire department in Indianapolis.
594
00:42:39,858 --> 00:42:43,170
He was the chief of the Indianapolis fire department on a fake ID.
595
00:42:45,868 --> 00:42:48,518
Well, he wouldn't get away with that in 2025.
596
00:42:49,075 --> 00:42:58,770
So De Gligorio is my original Italian name and if I had that it would have still been
that.
597
00:42:58,770 --> 00:43:00,352
That's how that came about.
598
00:43:00,453 --> 00:43:01,400
anyway.
599
00:43:01,400 --> 00:43:02,251
Thank you for joining us.
600
00:43:02,251 --> 00:43:02,731
This is good.
601
00:43:02,731 --> 00:43:04,173
hope you're not too far away.
602
00:43:04,173 --> 00:43:13,290
I think that this is something if I ever get a chance to meet you in person, if you find a
way to be in studio, if you find a way down here to Cincinnati, um I think this is just 10
603
00:43:13,290 --> 00:43:15,936
% on what a full 100 % conversation could be.
604
00:43:16,343 --> 00:43:17,787
I'd love to come down.
605
00:43:17,787 --> 00:43:22,058
Just tell me when and we'll schedule it out and and and figure out
606
00:43:22,095 --> 00:43:23,817
Yeah, different things happen in studio.
607
00:43:23,817 --> 00:43:32,618
It's just, it's different and we can go deeper and talk about these ideas on truly, this
is the foundation that Mark and Amy think people can be a lot better to fulfill their
608
00:43:32,618 --> 00:43:33,069
potential.
609
00:43:33,069 --> 00:43:33,870
ah
610
00:43:33,870 --> 00:43:34,541
100%.
611
00:43:34,541 --> 00:43:36,517
I would love to continue the conversation with you.
612
00:43:36,517 --> 00:43:38,360
think that would be amazing.
613
00:43:38,956 --> 00:43:40,405
Thank you for joining.
614
00:43:44,671 --> 00:43:46,505
You can't teach grit.
615
00:43:46,505 --> 00:43:48,249
You either have it or you don't.
616
00:43:48,249 --> 00:43:52,797
What I do think you can teach is accountability.
617
00:44:13,717 --> 00:44:15,999
Today on the Necessary Entrepreneurial, welcome back.
618
00:44:15,999 --> 00:44:20,061
am pumped to be joined by Amy Gregory Weber.
619
00:44:20,282 --> 00:44:24,064
Better watch out when they bring the three names, it's about to get serious.
620
00:44:24,064 --> 00:44:27,206
But Amy Weber, founder of Vetta Sales Consulting.
621
00:44:27,246 --> 00:44:38,454
Amy spent decades leading sales teams at companies like Microsoft and Twilio, and now she
helps entrepreneurs and growing businesses build smarter data-driven sales strategies.
622
00:44:38,514 --> 00:44:42,591
She's all about helping founders scale revenue, develop high-performing teams,
623
00:44:42,591 --> 00:44:46,948
and put systems in place so their business can grow without chaos.
624
00:44:47,129 --> 00:44:49,673
Amy, great to have you on the show.
625
00:44:49,695 --> 00:44:50,602
Mark, thank you so much.
626
00:44:50,602 --> 00:44:51,288
appreciate it.
627
00:44:51,288 --> 00:44:52,958
I'm looking forward to this.
628
00:44:53,131 --> 00:44:54,255
So, um...
629
00:44:55,893 --> 00:44:57,794
All those bricks behind the wall.
630
00:44:58,055 --> 00:45:03,279
You've built this business in this life and all this strategy and who you are, you built
it brick by brick.
631
00:45:03,980 --> 00:45:09,715
We talked for a few minutes beforehand and I just knew that this was going to be a very
good and productive and lightning conversation.
632
00:45:09,715 --> 00:45:17,432
So what are you out here now at this amazing place in your career where you're ready to
share and help other people grow and remove the chaos?
633
00:45:17,432 --> 00:45:19,974
What are you building brick by brick?
634
00:45:19,974 --> 00:45:23,669
What are you building and helping us solve and doing this world of business for us now?
635
00:45:23,669 --> 00:45:24,670
Yeah, it's really great.
636
00:45:24,670 --> 00:45:35,296
So when I launched Vetta back in August of 24, ah I was really focused on just the basics
and thought, this is what I've done my whole life.
637
00:45:35,296 --> 00:45:39,549
I'm going to go out and help people decide on their strategy and how they're going to grow
their business.
638
00:45:39,549 --> 00:45:49,595
And after a number of months working in it, what I realized was that the key to growth,
whether it's in sales or any other part of your organization, is the people.
639
00:45:50,399 --> 00:45:51,680
And so I've really doubled down on that.
640
00:45:51,680 --> 00:45:54,783
I'm actually going to rebrand, it's still the Vetta in January.
641
00:45:54,783 --> 00:46:02,459
I'm to rebrand with that focus because it's about aligning those people and the processes
if you want that growth.
642
00:46:02,540 --> 00:46:13,910
And so it's interesting to me as somebody who's spent their entire career, you know, 30
plus years in sales, I know that I was in the right field, but I also know that I've
643
00:46:13,910 --> 00:46:18,313
managed and mentored and been coworkers with a lot of people who
644
00:46:19,265 --> 00:46:22,965
took roles because it was what they thought they were supposed to do.
645
00:46:22,965 --> 00:46:25,681
And then they stayed in them and they were miserable.
646
00:46:25,681 --> 00:46:27,353
And you know what that does to companies?
647
00:46:27,353 --> 00:46:28,634
It tanks them.
648
00:46:28,894 --> 00:46:31,977
Because if you have the wrong people in the wrong position,
649
00:46:33,631 --> 00:46:37,122
you're never going to achieve your goals and you're never going to achieve your growth.
650
00:46:37,122 --> 00:46:46,155
so I'm really trying to help everything like from what you said, those scale ups to those
other businesses to really create that foundation.
651
00:46:46,155 --> 00:46:51,426
And I do that through leveraging a tool that I, a psychometric analysis tool.
652
00:46:51,426 --> 00:46:59,468
I do that through the strategy work that I do and then through the additional coaching
that I put together and watching those companies grow and get the right process and the
653
00:46:59,468 --> 00:47:01,069
right people in place.
654
00:47:01,069 --> 00:47:02,239
That's the best.
655
00:47:02,239 --> 00:47:10,112
Because now you know that you're see them just as we talked about with the climbing, make
that summit, right?
656
00:47:10,112 --> 00:47:11,173
Get to the top.
657
00:47:11,605 --> 00:47:15,796
So it's evident now you climb walls for fun.
658
00:47:17,334 --> 00:47:19,924
I climb mountains for fun, yes.
659
00:47:20,673 --> 00:47:24,274
um Why do such a hard thing for fun?
660
00:47:25,305 --> 00:47:42,724
Uh, I, I, I've been an athlete my whole life and, um, I just, I think that challenging
yourself physically is, is the best way to just create happiness inside of yourself and
661
00:47:42,724 --> 00:47:45,216
just those innate abilities.
662
00:47:45,216 --> 00:47:50,339
And I ran for a really long time and I played volleyball and I, I did all of these things.
663
00:47:50,339 --> 00:47:54,731
And as I got older, I wanted to do something that allowed me to embrace.
664
00:47:54,731 --> 00:47:58,883
how much I love to travel with adventure and with challenge.
665
00:47:58,883 --> 00:48:01,824
And climbing is the best way to do that.
666
00:48:03,225 --> 00:48:04,846
And it's beautiful.
667
00:48:04,846 --> 00:48:11,990
mean, you get to the top, we were in Jackson Hole several months ago and we got to the top
of Delta Lake.
668
00:48:11,990 --> 00:48:19,493
And you climbed a mountain and at the top, there's a huge, gorgeous, mirror-topped lake.
669
00:48:22,763 --> 00:48:24,882
That's something wonderful nature created.
670
00:48:24,882 --> 00:48:26,235
Everybody should see that.
671
00:48:27,349 --> 00:48:29,822
Are you climbing dangerous mountains?
672
00:48:31,403 --> 00:48:32,467
sometimes.
673
00:48:34,401 --> 00:48:36,992
Um, sometimes.
674
00:48:37,769 --> 00:48:41,377
that feel like the same environment that we're in in business?
675
00:48:41,449 --> 00:48:42,900
Because it feels dangerous.
676
00:48:43,243 --> 00:48:51,338
So when I launched Vetta, I launched it because Vetta means, I used the name, it means
summit in Italian.
677
00:48:52,159 --> 00:49:00,125
And it tied together my love of that physicality and that adventure with my Italian
heritage.
678
00:49:00,125 --> 00:49:02,686
I know all my names sound really Italian, I got it.
679
00:49:02,686 --> 00:49:12,392
ah But my Italian heritage and then just that idea that I wanna help people get to the top
and to grow and to succeed.
680
00:49:13,099 --> 00:49:16,795
For me, it was really important and personal that that's what I named it.
681
00:49:18,205 --> 00:49:20,370
Is getting to the top complicated?
682
00:49:21,025 --> 00:49:22,226
100%.
683
00:49:22,226 --> 00:49:24,997
And I think the top means something different to different people.
684
00:49:24,997 --> 00:49:34,190
When I started my career, for me, we talked a little bit about in the pre-discussion, I
had a little bit of a chip on my shoulder for a lot of reasons.
685
00:49:34,411 --> 00:49:46,095
And for me, success back then was overachieving goal, making a lot of money, winning all
the club awards, getting the next big name on my resume.
686
00:49:46,536 --> 00:49:50,101
And for me now, success is living my life.
687
00:49:50,101 --> 00:49:55,592
the way I want to live it and being able to take and help guide other people to their
success.
688
00:49:55,592 --> 00:49:58,727
And it's empowering to feel that way.
689
00:49:58,931 --> 00:50:07,152
If the Amy would have done that at 30, would you have gotten here in the same successful
way or would you make an argument that you would have even compounded it more?
690
00:50:07,152 --> 00:50:15,131
Because there's this idea, was it necessary that we traveled this journey to build us into
this form of ourselves that can have these thoughts in this philosophy?
691
00:50:15,937 --> 00:50:16,697
You know, it's interesting.
692
00:50:16,697 --> 00:50:23,477
I don't know that I can go back and have that decision, but who I was at 30 is very
different than who I am today.
693
00:50:23,477 --> 00:50:25,217
I mean, it just is.
694
00:50:25,277 --> 00:50:32,217
And I do think that those obstacles that I overcame helped me become the person that I am.
695
00:50:32,217 --> 00:50:38,637
But I also, think the biggest part of it, Mark, was the people I encountered, good and
bad.
696
00:50:39,757 --> 00:50:43,577
You know, their leadership casts a shadow on you.
697
00:50:43,577 --> 00:50:45,013
And good leaders
698
00:50:45,013 --> 00:50:51,016
have stayed with me, whether I talk to them once a month, once a year, once every few
years.
699
00:50:51,016 --> 00:50:56,759
They've cast that shadow over me and I continue to grow from that impact.
700
00:50:56,759 --> 00:51:07,125
And then I think that the same is true with people outside the business world, that there
were people who impacted me good and bad, but as long as I learned something from all of
701
00:51:07,125 --> 00:51:10,246
those interactions, then I won.
702
00:51:11,407 --> 00:51:14,929
And so I do think I had to go through that.
703
00:51:15,531 --> 00:51:18,202
kind of those obstacles and those hills.
704
00:51:18,742 --> 00:51:23,744
In business, everybody thinks that your trajectory just goes straight up the hill, right?
705
00:51:23,744 --> 00:51:30,524
They forget that you get to the top of the one hill and you gotta go back down and then
you're climbing a hill isn't a straight line.
706
00:51:30,524 --> 00:51:32,428
You get your switchbacks, you're going up and down.
707
00:51:32,428 --> 00:51:38,711
And I think that so many people from the outside look at us and they're like, well, she
just keeps succeeding.
708
00:51:38,711 --> 00:51:44,493
They don't see where you had to falter and go back up, where you had to learn something,
where you lost deals.
709
00:51:44,833 --> 00:51:51,101
probably have learned more from the deals that I lost and the accounts that I lost than
the ones that I won.
710
00:51:51,105 --> 00:51:52,027
What do think you learned?
711
00:51:52,027 --> 00:51:56,520
What's the big idea that you learned if you could have one big takeaway even though they
were all different scenarios?
712
00:51:57,257 --> 00:52:03,827
You have to listen to a business need and not just go in with what you think is the right
solution.
713
00:52:03,827 --> 00:52:11,697
It is important to align to their needs, not to just what you are focused on selling or
presenting.
714
00:52:11,883 --> 00:52:16,966
So can you do that just by engaging and asking questions and finding out from them what
they need?
715
00:52:17,236 --> 00:52:18,837
and having an open mind about it.
716
00:52:18,837 --> 00:52:29,964
ah I think that we trained young salespeople to ask a certain set of questions and that
this was your questions and then this was the quantity and it became almost like a menu
717
00:52:29,964 --> 00:52:31,966
and that's just wrong.
718
00:52:31,966 --> 00:52:38,670
The successful way is to go in, do your research, understand who you're talking to.
719
00:52:38,670 --> 00:52:41,872
There's no reason today that we shouldn't know.
720
00:52:43,899 --> 00:52:47,372
million salient details about someone before we walk in the door.
721
00:52:47,372 --> 00:52:54,077
So do your research, but then understand that when you go in, that you should be listening
more than you should be speaking.
722
00:52:54,578 --> 00:53:06,008
And from there, then you can determine kind of, are you the right fit and how do you put
together that solution appropriately versus just sign here.
723
00:53:06,288 --> 00:53:08,250
And then by the way, that's step one.
724
00:53:08,250 --> 00:53:12,073
Step two is the ongoing, because it is so much harder.
725
00:53:12,235 --> 00:53:14,729
to get a new client than it is to keep an existing client.
726
00:53:14,729 --> 00:53:21,359
So if you can do the right things to win the client, then continuously maintain that
relationship.
727
00:53:22,402 --> 00:53:24,417
You'll get more business going forward.
728
00:53:24,417 --> 00:53:31,280
I think the thing that, so I've always loved sales, but I didn't like how most people
talked and thought about sales.
729
00:53:31,280 --> 00:53:34,881
You know, this, you could sell ice to an Eskimo.
730
00:53:35,422 --> 00:53:38,663
I hated it too, because what does an Eskimo not need?
731
00:53:39,844 --> 00:53:41,745
Ice or snow.
732
00:53:41,745 --> 00:53:48,308
And so I always said, Hey, listen, I'm not interested in that, but I am interested in
engaging with people because I'm a charismatic person.
733
00:53:48,308 --> 00:53:49,548
like developing relationships.
734
00:53:49,548 --> 00:53:51,009
I like to get to know someone.
735
00:53:51,009 --> 00:53:52,161
And so what I.
736
00:53:52,161 --> 00:53:56,081
I was able at a young age and so this is what I try to help everyone do now.
737
00:53:56,081 --> 00:53:57,421
That's a big dog.
738
00:53:58,221 --> 00:54:02,721
And so, um, I love that's a big dog.
739
00:54:04,921 --> 00:54:05,821
I love it.
740
00:54:05,821 --> 00:54:09,040
This is life though, but see, this is sales.
741
00:54:09,256 --> 00:54:10,135
That was Brooklyn.
742
00:54:10,135 --> 00:54:11,484
Brooklyn says hello.
743
00:54:12,021 --> 00:54:16,135
Brooklyn, I guess that big bark goes with a big part of New York city.
744
00:54:16,135 --> 00:54:16,685
guess so.
745
00:54:16,685 --> 00:54:18,026
If that's where Brooklyn comes from.
746
00:54:18,026 --> 00:54:22,750
um of course she is.
747
00:54:22,750 --> 00:54:25,083
That's a very big dog that I'm glad I'm here and not there.
748
00:54:25,083 --> 00:54:26,033
I'd be very scared.
749
00:54:26,033 --> 00:54:29,586
Um, but, but this is what sales is.
750
00:54:29,586 --> 00:54:29,977
Right.
751
00:54:29,977 --> 00:54:35,332
And you actually talked about said, get to know the person that you're going to be having
a conversation with.
752
00:54:35,332 --> 00:54:35,562
Right.
753
00:54:35,562 --> 00:54:39,337
And so all the information about Amy Weber is in my head today.
754
00:54:39,337 --> 00:54:43,378
I put that there and I just sit down for a conversation on, let me get to know her.
755
00:54:43,378 --> 00:54:50,161
So what I love about sales, I don't know if the thing I have is going to be the right
product market fit for that person.
756
00:54:50,161 --> 00:54:51,221
don't know.
757
00:54:51,561 --> 00:54:53,582
So how about I find out?
758
00:54:54,482 --> 00:55:02,255
And if for some reason I don't have the thing, I'd love to be the resource that's part of
this conduit on helping them find the right thing.
759
00:55:02,707 --> 00:55:07,961
So one of my favorite stories, was early in my career at Cisco.
760
00:55:07,961 --> 00:55:19,209
ah I was visiting a large client and I walked out of that office and across the hall was a
business I had never heard of.
761
00:55:19,790 --> 00:55:25,193
And I just walked in and no one was at the reception desk.
762
00:55:25,534 --> 00:55:30,037
And because apparently I have no boundaries, I kept walking in their office.
763
00:55:30,495 --> 00:55:33,736
And I get back and I see on the sign on the door, it's a CEO.
764
00:55:33,736 --> 00:55:37,207
And I knocked on the door and I said, Hey, what do you guys do here?
765
00:55:37,347 --> 00:55:40,188
The guy just started laughing and he's like, who are you?
766
00:55:40,188 --> 00:55:44,509
And I told him, and he said, did you just come in our office?
767
00:55:44,509 --> 00:55:45,839
And I said, no, one was at the front.
768
00:55:45,839 --> 00:55:47,470
I said, I was really interested.
769
00:55:47,470 --> 00:55:49,610
So we started conversation.
770
00:55:50,050 --> 00:55:51,171
Net, net.
771
00:55:51,171 --> 00:55:52,931
He said, we're too small.
772
00:55:52,931 --> 00:55:54,171
We'll never need you.
773
00:55:54,171 --> 00:55:58,003
Um, but I love who I love what you just did.
774
00:55:58,003 --> 00:56:00,103
And he said, I'm to introduce you to the CTO.
775
00:56:00,245 --> 00:56:01,876
CTO gives me the same spiel.
776
00:56:01,876 --> 00:56:07,068
And I said, hey, let me just come in and sit down with your team and understand your
environment.
777
00:56:07,068 --> 00:56:10,969
And at the time they had zero Cisco in their network.
778
00:56:11,670 --> 00:56:19,913
Over the next 13 years that I worked there at Cisco and I was an IC and a leader, I say I
did engage with that account one way or the other.
779
00:56:20,454 --> 00:56:26,356
When I left, they had 95 % of their business ran through Cisco across the world.
780
00:56:26,356 --> 00:56:28,853
And they had grown exponentially.
781
00:56:28,853 --> 00:56:32,736
I'm still friends with that CEO today and he had left during that time period.
782
00:56:32,736 --> 00:56:44,045
I'm still friends with the, the CTO and the director and the VP of, I grew up with those
guys, but I listened to what they needed.
783
00:56:44,146 --> 00:56:53,173
And the moral of the story was that I listened to what they needed and I was there not
just when they need, when I needed a signature on a PO, but to help them build.
784
00:56:53,173 --> 00:56:57,867
And I was instrumental in building out what they grew this
785
00:56:57,867 --> 00:57:03,139
business that is now an incredibly large, incredibly successful business on.
786
00:57:03,139 --> 00:57:07,797
So a lot of people would have said, you're not big enough, there's no money here, I'm not
going get a quick win.
787
00:57:07,797 --> 00:57:08,980
I was intrigued.
788
00:57:08,980 --> 00:57:10,220
I loved the CEO.
789
00:57:10,220 --> 00:57:11,301
I loved what he had to say.
790
00:57:11,301 --> 00:57:14,381
I loved what he did, how he built his business.
791
00:57:15,042 --> 00:57:18,863
And they were very young in their business when I met them.
792
00:57:18,923 --> 00:57:21,214
And so I take a lot of pride in that.
793
00:57:21,214 --> 00:57:26,805
And the irony is that we were never the cheapest, but they loved
794
00:57:26,805 --> 00:57:37,960
the service and the relationship that I brought to the table, when I left, and I wasn't,
hadn't been their rep for years, but I was still engaged with them, when I left, people
795
00:57:37,960 --> 00:57:41,571
decided they weren't big enough or weren't important enough or they had bought too much.
796
00:57:41,611 --> 00:57:44,532
They have now removed all of that investment.
797
00:57:44,813 --> 00:57:49,895
And so it goes to show that people buy from people and people engage with people.
798
00:57:49,895 --> 00:57:51,700
And it's about how you make them feel.
799
00:57:51,700 --> 00:57:55,497
And it's about the relationship because again,
800
00:57:55,733 --> 00:57:57,993
There was no difference in what I was doing.
801
00:57:57,993 --> 00:58:00,080
I was just investing in them.
802
00:58:00,080 --> 00:58:11,707
eh And I think that's the key to the success that I've had is that I always see those wins
as an investment in those other people, not as a transaction.
803
00:58:13,109 --> 00:58:16,124
Was it Amy Webber taught or was she found?
804
00:58:18,465 --> 00:58:20,085
Well, some would say I was found.
805
00:58:20,085 --> 00:58:23,025
got my first technical sales job from behind the bar.
806
00:58:23,025 --> 00:58:25,685
I was a bartender.
807
00:58:26,345 --> 00:58:31,485
I was working in tech during the day trying to learn the business, making no money.
808
00:58:31,485 --> 00:58:36,685
So I was tending bar at night and two guys came into the bar and sat there.
809
00:58:36,685 --> 00:58:39,525
They were doing a, I lovingly refer to it as a hug and chug.
810
00:58:39,525 --> 00:58:41,125
It was a happy hour.
811
00:58:41,945 --> 00:58:45,605
I worked at a high-end cigar and martini bar and they sat there for hours.
812
00:58:46,389 --> 00:58:48,911
The one guy was on a progressive fast, it was Lent.
813
00:58:48,911 --> 00:58:50,062
He was down to bread and water.
814
00:58:50,062 --> 00:58:52,834
Crankiest person you could ever imagine.
815
00:58:53,015 --> 00:58:58,139
At the end of the time, he goes to pay the bill and he puts his hand over the top of mine.
816
00:58:58,139 --> 00:58:59,350
He goes, what do you really do?
817
00:58:59,350 --> 00:59:08,147
Because I had been having a conversation with the other guy about Dec Alpha and Compact's
acquisition of Dec and what that's going to do and how that's going to change the
818
00:59:08,147 --> 00:59:08,728
industry.
819
00:59:08,728 --> 00:59:12,010
And he said, you know more than the people who work for me.
820
00:59:12,151 --> 00:59:13,332
So we chatted about it.
821
00:59:13,332 --> 00:59:15,133
He gave me an enormous tip.
822
00:59:15,867 --> 00:59:19,879
And his business card, he said he had six jobs open, I could have whichever one I wanted.
823
00:59:20,459 --> 00:59:23,761
And that was my first field sales job for a reseller in Indiana.
824
00:59:23,761 --> 00:59:31,525
um So they would say I was found because I went to Butler for accounting and English.
825
00:59:32,126 --> 00:59:39,409
I didn't ever think I was gonna go into sales or especially into tech sales until I made
that decision that that's what I wanted to do.
826
00:59:39,915 --> 00:59:42,805
So was he the CEO or was he a VP of a department?
827
00:59:42,805 --> 00:59:44,395
He was the VP of Sales.
828
00:59:44,395 --> 00:59:45,107
Yep.
829
00:59:45,107 --> 00:59:48,211
So the reason why I asked that don't know the guy's name or anything.
830
00:59:48,312 --> 00:59:54,063
There's only those people only fit into two or three categories because here's what his
job was.
831
00:59:54,063 --> 00:59:55,515
Talent acquisition.
832
00:59:55,968 --> 00:59:56,773
Yes.
833
00:59:57,269 --> 00:59:58,549
That was his job.
834
00:59:59,170 --> 01:00:02,952
And so he was always on the lookout everywhere he went.
835
01:00:03,013 --> 01:00:05,895
And he did more listening that night, even though he's cranky.
836
01:00:05,895 --> 01:00:09,607
He did more listening so he could realize the brilliance that you had.
837
01:00:10,465 --> 01:00:16,585
And I, to this day, have told him how grateful I am to him for seeing that.
838
01:00:16,585 --> 01:00:19,345
Because I had already known that tech was what I wanted to go into.
839
01:00:19,345 --> 01:00:20,985
I'd made that decision.
840
01:00:21,365 --> 01:00:23,485
And people told me I was crazy, Mark.
841
01:00:23,485 --> 01:00:26,045
They were like, I mean, this is 95, 96.
842
01:00:26,045 --> 01:00:28,245
They're like, you're insane.
843
01:00:29,105 --> 01:00:32,725
And he changed my life.
844
01:00:32,805 --> 01:00:34,505
He changed the trajectory of my life.
845
01:00:34,505 --> 01:00:36,985
And then from there, I built that career.
846
01:00:39,263 --> 01:00:49,145
I don't know if that experience hadn't happened, how I would have gotten to that next
step, but I didn't have to because I was able to build it.
847
01:00:49,759 --> 01:00:51,835
How long were you there at that company?
848
01:00:52,299 --> 01:00:53,266
Two years.
849
01:00:53,472 --> 01:00:53,773
Okay.
850
01:00:53,773 --> 01:00:57,294
Um, did you outgrow it out?
851
01:00:57,294 --> 01:00:58,165
Yeah.
852
01:00:58,772 --> 01:00:59,652
Yeah.
853
01:00:59,872 --> 01:01:00,613
Yeah.
854
01:01:00,613 --> 01:01:09,395
I, I blow all my targets away and all the money and, and, um, I get recruited into my next
position from that role.
855
01:01:09,976 --> 01:01:15,514
And it was the irony was that I had overachieved all of my goals.
856
01:01:15,514 --> 01:01:24,360
So, you know, what they were paying me, even with like blowing my number away, the next
job I got was for a manufacturer.
857
01:01:24,360 --> 01:01:26,541
And when they gave me my offer.
858
01:01:26,579 --> 01:01:31,774
my base salary was more than my total comp was at the last job.
859
01:01:32,396 --> 01:01:38,042
And I, well, hold on, I stayed very, very uh calm.
860
01:01:38,042 --> 01:01:40,385
And I said, I don't know, the base looks a little low.
861
01:01:40,385 --> 01:01:41,466
And they gave me even more.
862
01:01:41,466 --> 01:01:44,649
And I went home that day and just laughed and I'm like.
863
01:01:46,337 --> 01:01:48,657
guess this is how life is gonna go.
864
01:01:48,799 --> 01:01:50,532
Yeah.
865
01:01:50,532 --> 01:01:52,454
What's the lesson you learned that day?
866
01:01:53,056 --> 01:01:54,257
In that moment?
867
01:01:55,115 --> 01:01:59,767
that you don't get anything unless you ask for it, number one.
868
01:01:59,847 --> 01:02:12,612
But what I learned from behind the bar was that you never know when you're going to meet
somebody that couldn't be impactful in your life.
869
01:02:12,792 --> 01:02:23,847
And then when I, you know, I used that experience to grow and learn and to really
understand technology and to really understand the sales process and to just soak up as
870
01:02:23,847 --> 01:02:24,799
much I would
871
01:02:24,799 --> 01:02:30,613
go and sit down with different people in different groups and just understand what they
were doing.
872
01:02:30,774 --> 01:02:34,297
And I took that to the next level and again and again.
873
01:02:34,297 --> 01:02:41,303
And so for me, I think that I have to learn something all the time.
874
01:02:41,303 --> 01:02:47,287
Even now, even at the age I'm at, even with the success that I've had, there's always
something new to learn.
875
01:02:48,148 --> 01:02:49,669
And you have to be open to that.
876
01:02:51,105 --> 01:02:53,905
this approach to engaging with human beings, we just call it sales.
877
01:02:53,905 --> 01:02:59,125
It's just engaging with human beings and finding out what they need and helping them
provide something they need.
878
01:03:01,365 --> 01:03:06,645
Is this novel as you go out here in the world and you're consulting and helping people fix
their businesses and grow?
879
01:03:06,645 --> 01:03:14,565
These things we're talking about seem so natural to you and to me, and this isn't from a
condescending perspective, but I've realized what you're talking about in my experience
880
01:03:14,565 --> 01:03:17,605
over 25 years in sales, this is it.
881
01:03:18,705 --> 01:03:20,906
Does this seem to be novel now?
882
01:03:20,906 --> 01:03:21,755
Heh
883
01:03:22,251 --> 01:03:23,787
I think that...
884
01:03:25,427 --> 01:03:33,141
And I think that when we first started out in the sales world, we were training people
that there was a playbook and a script they had to follow.
885
01:03:33,141 --> 01:03:36,843
And that that was a mistake because it was always about the relationship.
886
01:03:37,404 --> 01:03:41,306
And so those of us that understood that taught that to ourselves.
887
01:03:41,306 --> 01:03:50,011
And then we pivoted and we said, we need to understand what we're selling and the value,
but we need to understand the people and the relationship and make sure that what we're
888
01:03:50,011 --> 01:03:53,993
providing to them is actually important and valuable and why.
889
01:03:53,993 --> 01:03:55,814
and then how you follow up on it.
890
01:03:56,395 --> 01:04:00,677
Today, with all the new technology, you know, we talk about AI, right?
891
01:04:00,677 --> 01:04:11,173
AI is going to give us our most valuable asset back time, because it's going to automate
all of those menial processes and allow us to kind of speed through things.
892
01:04:11,173 --> 01:04:13,024
And so now it's giving us time back.
893
01:04:13,024 --> 01:04:17,767
And from that time, we should really be shifting to the experience culture.
894
01:04:17,767 --> 01:04:22,699
And so what you provide and what I provide and what the good, what the people who are
going to win.
895
01:04:22,699 --> 01:04:35,093
They're going to provide experience, whether that's in a restaurant, whether that's in a
uh sales situation, whether that's in a artistic endeavor.
896
01:04:35,093 --> 01:04:36,173
It's the experience.
897
01:04:36,173 --> 01:04:42,755
It's that experience culture and how you make people feel appreciated, heard, understood.
898
01:04:43,375 --> 01:04:46,526
I was in Miami last weekend and I had the most amazing dinner.
899
01:04:46,526 --> 01:04:49,747
And it wasn't just because the food was extraordinary.
900
01:04:49,865 --> 01:04:53,045
It was because the experience was so elevated.
901
01:04:53,045 --> 01:04:56,108
I, at one point, it was uh the din in Miami.
902
01:04:56,108 --> 01:04:57,950
It's a little Japanese restaurant.
903
01:04:57,950 --> 01:05:00,390
You can only have 16 people in the whole place.
904
01:05:00,991 --> 01:05:04,773
And at one point I said, I'm a little chilly.
905
01:05:05,374 --> 01:05:10,756
Within moments, a cashmere pashmina was put over my shoulders while I was eating.
906
01:05:11,537 --> 01:05:14,779
And I didn't even think I said it that loud.
907
01:05:14,779 --> 01:05:19,401
I definitely didn't say it to anyone besides my significant other.
908
01:05:19,453 --> 01:05:28,521
And that moment completely is the perfect example of the experience culture.
909
01:05:29,723 --> 01:05:30,603
Right?
910
01:05:30,764 --> 01:05:32,455
Because I'll never forget that.
911
01:05:33,599 --> 01:05:38,984
What is the lesson that you would teach in that, that restaurant executed?
912
01:05:40,523 --> 01:05:54,284
that they, the lesson there is that again, they were attuned to what was going on, not
just what they thought they needed to provide, but what people needed at that moment.
913
01:05:54,284 --> 01:06:07,905
So they weren't waiting for you to ask for your water to be refilled or to wipe off, you
know, where they had just placed uh another piece of uh fish or to drape a pagemene over
914
01:06:07,905 --> 01:06:10,209
your shoulders, that they were so attuned to your
915
01:06:10,209 --> 01:06:15,929
They were empathetic and they understood what your needs were maybe before you even did.
916
01:06:16,349 --> 01:06:28,189
And that's all about that relationship and that experience and that being open to what's
going on around you instead of being so myopic and thinking, this is what I have to do
917
01:06:28,189 --> 01:06:34,769
today and here's the checklist that I need to do while I'm in front of a client or a
person or a friend.
918
01:06:35,529 --> 01:06:39,839
You know, I think it's interesting, you can tell when you're talking to somebody,
919
01:06:39,839 --> 01:06:42,635
and they're not really listening.
920
01:06:42,635 --> 01:06:48,105
They have already determined their next thought and they're just waiting for their chance
to be able to say it.
921
01:06:48,769 --> 01:06:49,791
Right?
922
01:06:49,791 --> 01:06:51,263
Yeah, that's bad sales.
923
01:06:51,263 --> 01:06:52,204
That's bad sales.
924
01:06:52,204 --> 01:06:53,265
That's bad friendship.
925
01:06:53,265 --> 01:06:54,687
That's bad relationships.
926
01:06:54,687 --> 01:06:56,268
That's just bad engaging at all.
927
01:06:56,268 --> 01:07:01,094
And I think we've all probably fought it at times to not be so dang narcissistic, right?
928
01:07:01,094 --> 01:07:05,188
To say, hey, listen, if you want to have anything successful in life, somehow it's weird.
929
01:07:05,188 --> 01:07:08,862
I'm trying to find the way to share this with people I'm teaching.
930
01:07:08,862 --> 01:07:11,975
For it to be about you, it actually has to be about them.
931
01:07:12,597 --> 01:07:13,458
Yes.
932
01:07:14,517 --> 01:07:15,609
100%.
933
01:07:17,163 --> 01:07:20,742
just doesn't seem like it goes together, but that's the algorithm I figured out.
934
01:07:21,848 --> 01:07:25,437
For it to be about me and for me to win, it has to be more about you.
935
01:07:26,727 --> 01:07:29,754
It's exactly right.
936
01:07:29,754 --> 01:07:31,999
And that's what I was telling you, you know, it's...
937
01:07:34,603 --> 01:07:37,342
And by the way, we can't do that for everybody.
938
01:07:37,342 --> 01:07:39,929
um
939
01:07:40,907 --> 01:07:43,020
but you can do it for every situation.
940
01:07:43,020 --> 01:07:45,563
might not, and not everybody might not be receiving of it.
941
01:07:45,563 --> 01:07:47,185
They might not be in a place, right?
942
01:07:47,185 --> 01:07:53,413
But you have to do it for everyone to have a chance at landing the clients in the
engagement and relationships you want.
943
01:07:53,565 --> 01:07:54,115
Exactly.
944
01:07:54,115 --> 01:07:57,247
And, but that's how, that's, that's how I've always gone about it.
945
01:07:57,247 --> 01:07:59,077
And I think that's, that's the key to the success.
946
01:07:59,077 --> 01:08:02,169
People ask me, how did you work for so many great companies?
947
01:08:02,169 --> 01:08:03,959
How did you achieve so much success?
948
01:08:03,959 --> 01:08:05,270
How were you always over your numbers?
949
01:08:05,270 --> 01:08:09,352
And I said, I cared about every single client I went into.
950
01:08:09,352 --> 01:08:11,313
I didn't, I cared about them.
951
01:08:11,313 --> 01:08:12,953
I didn't like everybody.
952
01:08:13,634 --> 01:08:22,157
And, but I cared that what I was doing was going to provide them value and they
953
01:08:22,318 --> 01:08:25,443
My goal was to always make them look good.
954
01:08:27,457 --> 01:08:28,618
Let them win, man.
955
01:08:28,618 --> 01:08:29,118
Let them win.
956
01:08:29,118 --> 01:08:30,730
see, we've read these books.
957
01:08:30,730 --> 01:08:33,823
think what Dale Carnegie's, to Win Friends and Influence People.
958
01:08:33,823 --> 01:08:37,726
It's even when you win, you don't win.
959
01:08:38,888 --> 01:08:39,678
They have to win.
960
01:08:39,678 --> 01:08:41,280
Put your ego in check.
961
01:08:41,280 --> 01:08:41,800
Let them win.
962
01:08:41,800 --> 01:08:45,393
Because when they win and you're associated with it, you're winning.
963
01:08:47,499 --> 01:09:01,963
Well, quote, I quote, ego is the enemy all the time because I just, know, I when I was
younger, I was so driven to get out of my circumstances and to prove that I was better
964
01:09:01,963 --> 01:09:05,414
than what I had started out.
965
01:09:06,034 --> 01:09:07,795
And I had that chip on my shoulder.
966
01:09:07,795 --> 01:09:15,457
And as I matured and as I got older and as I found peace and success, it allowed me to
say,
967
01:09:16,417 --> 01:09:20,337
I want everybody to be happy, but that doesn't mean I have to be a part of the situation.
968
01:09:20,337 --> 01:09:22,577
I want everybody to be successful, but I don't have to be a part of it.
969
01:09:22,577 --> 01:09:24,637
My ego is just not that big.
970
01:09:26,177 --> 01:09:32,197
I gained so much happiness helping other people succeed.
971
01:09:32,656 --> 01:09:38,357
And if that means that I get to be successful too and get to live my life the way I want
to, more power to it.
972
01:09:38,357 --> 01:09:39,677
That's fabulous.
973
01:09:40,437 --> 01:09:42,157
You're a win on every front.
974
01:09:42,453 --> 01:09:52,177
So I want to get into about in this new environment of AI, combined with, still feel like
it's the old world traits of getting face to face and handshakes human to human.
975
01:09:52,177 --> 01:09:59,060
But, I want to hand it to you and say, Hey, how are you finding ways to cut through all of
the chaos and all the drama and what the world's throwing at us?
976
01:09:59,060 --> 01:10:02,061
And, I'm going to lay this down to say that.
977
01:10:02,481 --> 01:10:10,024
I don't really believe the basic principles of human engagement and winning in sales and
leading organizational people.
978
01:10:10,024 --> 01:10:11,475
I don't think it's changed.
979
01:10:11,475 --> 01:10:17,190
I found myself last night, we just have new information, new technologies, maybe we can
become more efficient.
980
01:10:17,190 --> 01:10:19,311
But I found myself last night, we had a career night.
981
01:10:19,311 --> 01:10:24,095
So as we recruit and build this real estate company that I lead, have great people in the
company.
982
01:10:24,095 --> 01:10:25,575
They build a lot of platforms for me.
983
01:10:25,575 --> 01:10:27,238
They're like, just show up here at this moment.
984
01:10:27,238 --> 01:10:30,561
You get that seat, you get this clicker and just crush and do what you do.
985
01:10:30,561 --> 01:10:31,561
Paint the vision.
986
01:10:31,561 --> 01:10:37,566
And so I'm fortunate to be around just so many great people now that set that platform for
me.
987
01:10:37,606 --> 01:10:41,193
but I told everyone last night, I said, I was just reflecting when I started
988
01:10:41,193 --> 01:10:46,456
I have different companies, but the company that built it all was this real estate
brokerage, this agency.
989
01:10:46,456 --> 01:10:48,517
It's where it started 18 years ago.
990
01:10:48,517 --> 01:10:57,852
And I said, the first person I hired, not everybody who started here is still here by far,
but the first person that I hired is still here and he's pretty much retired.
991
01:10:57,852 --> 01:10:59,263
And he happened to be in yesterday.
992
01:10:59,263 --> 01:11:00,744
He doesn't come in a ton anymore.
993
01:11:00,744 --> 01:11:10,101
And I ran into him and I had one of these moments that we were reflecting on the past, you
know, that those people do walking to school in the snow to
994
01:11:10,101 --> 01:11:12,222
But me and him, not for anyone else.
995
01:11:13,063 --> 01:11:27,233
And I said, Roy, isn't it funny that 17 years ago, a year after I recruited you, you had a
day where you closed five properties, five homes on the same day.
996
01:11:27,734 --> 01:11:30,907
And I said, and I only ever beat that by one and I only closed six.
997
01:11:30,907 --> 01:11:37,371
And I said, there's actually no one in our entire company, hundreds of people, these
thousands and thousands of transactions a year now.
998
01:11:38,143 --> 01:11:41,686
Not one person has replicated that five in one day and six in one day.
999
01:11:41,686 --> 01:11:44,278
That's actually a really big feat being in our field.
1000
01:11:44,479 --> 01:11:45,649
And I said, isn't it amazing?
1001
01:11:45,649 --> 01:11:47,561
We didn't have a sign on the building.
1002
01:11:47,641 --> 01:11:49,323
We didn't have any marketing.
1003
01:11:49,323 --> 01:11:50,744
We didn't have a website.
1004
01:11:50,744 --> 01:11:53,746
We had none of the tools that we have now.
1005
01:11:53,746 --> 01:12:01,432
And I said, to be honest with you, man, it puts a smile on my face to think about the
hustle and the grind and what we did back then to make that happen.
1006
01:12:02,394 --> 01:12:06,537
If people still took the same approach and still did the same thing today.
1007
01:12:07,199 --> 01:12:08,570
They would win the same way.
1008
01:12:09,121 --> 01:12:10,081
100%.
1009
01:12:10,081 --> 01:12:15,701
So number one, what you said, the hustle and the grind, you can't teach grit.
1010
01:12:15,781 --> 01:12:17,981
You either have it or you don't.
1011
01:12:18,141 --> 01:12:35,381
And I think it's really sad that some of the choices that we've made almost were making
people who are gritty seem wrong or when they're growing up, know.
1012
01:12:35,381 --> 01:12:38,057
Adding grit just means that you're gonna
1013
01:12:38,057 --> 01:12:41,360
sustain and be able to go out there and overcome obstacles.
1014
01:12:41,360 --> 01:12:45,845
And by the way, those obstacles, like I said, are the ways that I developed who I was.
1015
01:12:45,845 --> 01:12:48,367
So it's okay.
1016
01:12:48,367 --> 01:12:53,312
We don't allow our children to fail enough.
1017
01:12:54,173 --> 01:12:58,457
Or we don't...
1018
01:13:01,301 --> 01:13:05,164
We don't share our warts and our failures.
1019
01:13:05,164 --> 01:13:13,540
Social media is a necessary evil, but it's probably one of the worst things that's
happened because people only post that sanitized version of themselves, that perfect
1020
01:13:13,540 --> 01:13:14,590
version.
1021
01:13:14,791 --> 01:13:23,257
And so it's unrealistic with the filters and all of the things that people think that
that's real life and it's just not.
1022
01:13:23,257 --> 01:13:28,501
The real life is the dirty and the gritty and the getting it out there.
1023
01:13:28,501 --> 01:13:30,142
By the way, I spent 30 years in tech.
1024
01:13:30,142 --> 01:13:32,461
I still don't know how to filter a picture, just so we're clear.
1025
01:13:32,461 --> 01:13:33,604
I have no idea.
1026
01:13:33,604 --> 01:13:34,724
Couldn't do it if I tried.
1027
01:13:34,724 --> 01:13:37,836
ah Have no intention of doing it.
1028
01:13:37,836 --> 01:13:39,307
But it's interesting.
1029
01:13:39,307 --> 01:13:45,950
So I have said to people through the years that when I, I love coaching people, love it.
1030
01:13:45,991 --> 01:13:50,513
And I coached as a volleyball, I was a volleyball coach in my 20s.
1031
01:13:50,733 --> 01:13:53,595
Again, when we first met, I told you I'm five foot four.
1032
01:13:53,595 --> 01:13:57,611
So I would coach these girls and they would come out onto the court and
1033
01:13:57,611 --> 01:14:03,062
They would make fun of me because they were all taller than I was until I hit balls at
them.
1034
01:14:03,062 --> 01:14:06,764
And then they decided that coach was really strong and they shouldn't make fun of her.
1035
01:14:06,764 --> 01:14:10,224
They also had to end every practice running sprints against me.
1036
01:14:10,605 --> 01:14:15,726
And the reason I did it wasn't because I wanted to prove that I was faster, stronger, had
more endurance.
1037
01:14:15,726 --> 01:14:22,608
Volleyball tournaments, especially club ball tournaments, are so long, I wanted them to be
conditioned.
1038
01:14:22,628 --> 01:14:27,209
And so I knew that how many times they were going to have to run sprints in order to beat
me.
1039
01:14:27,391 --> 01:14:29,092
And all I was doing was conditioning them.
1040
01:14:29,092 --> 01:14:33,006
We'd go into these tournaments and they were prepared.
1041
01:14:33,006 --> 01:14:37,389
So I was teaching them to be gritty for preparation.
1042
01:14:37,389 --> 01:14:45,837
Secondly, I was proving to them that if they practiced and learned something, that they
would be great, right?
1043
01:14:45,837 --> 01:14:47,548
I was never gonna be the best player on the team.
1044
01:14:47,548 --> 01:14:54,243
I'm far too small, but I was gonna have the best attitude and was probably gonna work the
hardest because I wanted it.
1045
01:14:54,484 --> 01:14:56,475
And again, you can't teach that.
1046
01:14:56,691 --> 01:14:59,042
Every year I coached, I had to kick one kid off the team.
1047
01:14:59,042 --> 01:15:04,044
Sometimes the best player because they wouldn't show up for practice or because they'd
have an attitude.
1048
01:15:04,144 --> 01:15:05,985
One threw a ball at my face, little things.
1049
01:15:05,985 --> 01:15:09,907
ah But they weren't coachable.
1050
01:15:09,907 --> 01:15:18,460
They might've had innate natural talent, but they were never going to be able to do
anything with that talent because they were told that they were amazing and that they
1051
01:15:18,460 --> 01:15:21,301
should be put on a pedestal and they had nothing left to learn.
1052
01:15:22,032 --> 01:15:25,693
We all, no matter how much success we've achieved,
1053
01:15:25,793 --> 01:15:28,873
Those six deals, you didn't put yourself on a pedestal.
1054
01:15:28,873 --> 01:15:31,573
You probably said, when can I get seven in one day?
1055
01:15:31,933 --> 01:15:32,893
Right?
1056
01:15:33,733 --> 01:15:36,153
And that's really hard to do.
1057
01:15:37,033 --> 01:15:39,073
Now, you're 200 % of quota.
1058
01:15:39,073 --> 01:15:40,533
want to make 300 % of quota.
1059
01:15:40,533 --> 01:15:42,713
You make $500,000 in a year.
1060
01:15:42,713 --> 01:15:44,073
want a million dollars.
1061
01:15:44,073 --> 01:15:50,313
mean, whatever it is, but it's, it's that grit and it's that drive and it's that
intention.
1062
01:15:50,413 --> 01:15:52,453
And it takes hard work to do that.
1063
01:15:52,453 --> 01:15:54,293
And I get.
1064
01:15:54,633 --> 01:16:00,178
I see people, especially some of the people who are like, I just don't want to work that
hard.
1065
01:16:00,178 --> 01:16:01,480
That's fine.
1066
01:16:01,480 --> 01:16:03,881
But don't go into certain fields then.
1067
01:16:05,203 --> 01:16:11,803
Because you'll never find the success that you think that you deserve if you're not
willing to put the effort into though.
1068
01:16:11,803 --> 01:16:16,657
And then can I be a little mean as well and say you better reduce the goals and the vision
you have for your life as well?
1069
01:16:19,713 --> 01:16:21,297
You know, I didn't get on an airplane until I was 19.
1070
01:16:21,297 --> 01:16:25,930
I took my first flight at 19 years old.
1071
01:16:25,930 --> 01:16:27,333
I flew out to Aspen, Colorado.
1072
01:16:27,333 --> 01:16:28,977
It the first mountain I ever climbed.
1073
01:16:32,821 --> 01:16:37,416
I have now traveled all over the world and I love it.
1074
01:16:37,416 --> 01:16:39,487
It energizes me, it excites me.
1075
01:16:39,889 --> 01:16:45,193
And my mom's still never been on an airplane, ever.
1076
01:16:45,655 --> 01:16:49,678
That just wasn't, her world was really small.
1077
01:16:50,239 --> 01:16:52,441
And I wanted so much more than that.
1078
01:16:54,411 --> 01:16:58,149
So if this is tough to train, if grit, if you just can't train it.
1079
01:16:59,817 --> 01:17:03,079
And the majority of the world doesn't have it.
1080
01:17:03,800 --> 01:17:04,959
They haven't learned the skill.
1081
01:17:04,959 --> 01:17:14,169
They haven't been forced to, because as you spoke to the way that we're growing up now,
and I've said this multiple times, I think it's admirable about what parents are trying to
1082
01:17:14,169 --> 01:17:14,409
do.
1083
01:17:14,409 --> 01:17:15,899
It seems like their intention.
1084
01:17:15,899 --> 01:17:20,654
Here's what you hear is that, I just want their life to be better than mine.
1085
01:17:21,395 --> 01:17:24,037
And I don't want them to have as much of struggle as me.
1086
01:17:24,037 --> 01:17:26,338
I don't want it to be as hard as mine.
1087
01:17:26,479 --> 01:17:29,671
And so I think that's admirable because it means that they care.
1088
01:17:30,059 --> 01:17:33,902
But then my instant response, I've gotten better until it's my moment to respond.
1089
01:17:33,902 --> 01:17:37,373
And I'd say, but isn't that how you became who you are?
1090
01:17:39,403 --> 01:17:44,529
How are they going to become the best version of themselves if it's always easy?
1091
01:17:45,281 --> 01:17:55,381
And I think that the key to that, and look, I wasn't perfect and I made plenty of missteps
as a single mom with my son.
1092
01:17:55,741 --> 01:18:01,861
And I had to understand that he was different than me and his core identity was different
than mine.
1093
01:18:01,861 --> 01:18:07,341
So he was never gonna be as intense as I am.
1094
01:18:08,001 --> 01:18:12,057
But I was really honest with him.
1095
01:18:12,094 --> 01:18:19,766
And so even though I gave him a lot of experiences and a lot of opportunities, I also was
honest with him about my expectations.
1096
01:18:19,866 --> 01:18:27,787
And I discussed with him when he faltered from those that I was disappointed and there
were ramifications to it.
1097
01:18:27,968 --> 01:18:28,908
Right.
1098
01:18:31,108 --> 01:18:34,609
And I think that's, that's all things that people.
1099
01:18:36,160 --> 01:18:44,020
We have a really strong relationship now, but there were some times that it was difficult
and it should be.
1100
01:18:44,060 --> 01:18:47,580
When somebody is 16 and they're like, my mom's my best friend.
1101
01:18:47,580 --> 01:18:50,420
Well, then she's not punishing you enough for the things.
1102
01:18:50,420 --> 01:18:53,020
And my favorite is when everybody's like, my child is perfect.
1103
01:18:53,020 --> 01:18:55,200
By the way, no child is perfect.
1104
01:18:55,200 --> 01:18:57,440
None, zero, zilch.
1105
01:18:57,440 --> 01:19:03,960
They might be good, but they're not, you and it might be less trouble than somebody else,
but you also don't know what's going on behind the scenes.
1106
01:19:03,960 --> 01:19:05,439
And so I don't.
1107
01:19:05,439 --> 01:19:06,579
I don't think you can teach grit.
1108
01:19:06,579 --> 01:19:18,332
What I do think you can teach is accountability and that you can set expectations and hold
people to those expectations.
1109
01:19:18,653 --> 01:19:21,993
And then they're going to have to determine how they achieve that.
1110
01:19:22,054 --> 01:19:31,356
And if they don't have the grit, then they are going to have to change either their goals,
their dreams or their lifestyle because they're probably not going to achieve exactly what
1111
01:19:31,356 --> 01:19:33,436
they thought they were going to.
1112
01:19:35,209 --> 01:19:38,117
And I agree with you, I think there are a lot of middlers in the world.
1113
01:19:38,117 --> 01:19:41,102
There a lot of people who are just happy hanging out in the middle.
1114
01:19:41,365 --> 01:19:43,519
And I want to help people be extraordinary.
1115
01:19:43,519 --> 01:19:46,032
Yeah, if I thought they were happy, I'd leave them alone.
1116
01:19:48,193 --> 01:19:49,213
I don't see that.
1117
01:19:49,213 --> 01:19:50,613
I don't hear it from them.
1118
01:19:50,613 --> 01:19:52,873
I don't see it.
1119
01:19:54,473 --> 01:20:01,793
I'm not saying I want to fight for it yet, but I think the majority of people deep inside,
they want better.
1120
01:20:01,953 --> 01:20:03,673
Well, and I think that they're afraid.
1121
01:20:03,673 --> 01:20:08,193
85 % of millennials will tell you that they're in the wrong job, but they're afraid to
change jobs.
1122
01:20:08,553 --> 01:20:15,773
They're afraid because of they've built their career here, they may not make enough money,
or they won't be good at the next thing.
1123
01:20:16,913 --> 01:20:22,473
We have people who we hire into roles based upon their resume or the companies that
they've worked for.
1124
01:20:22,473 --> 01:20:27,317
They were never good at the previous job, but because they've worked for all of these big
companies.
1125
01:20:27,317 --> 01:20:30,268
They just keep getting jobs and it just is a cycle.
1126
01:20:30,268 --> 01:20:32,959
They work there six to 18 months.
1127
01:20:32,959 --> 01:20:33,920
They don't do great.
1128
01:20:33,920 --> 01:20:37,961
They're either middle of the pack or below the pack and then they go get the next job.
1129
01:20:37,961 --> 01:20:39,182
And we have to change that.
1130
01:20:39,182 --> 01:20:44,164
We have to, that's why I said I'm so passionate with companies saying, I don't care what
their resume says.
1131
01:20:44,164 --> 01:20:47,385
I care who they are and that we're getting the right people.
1132
01:20:47,725 --> 01:20:53,888
And the way that we have brought people into organizations is, oh, they, they had to be
successful.
1133
01:20:53,888 --> 01:20:55,789
They worked for XYZ company.
1134
01:20:55,789 --> 01:20:57,153
That doesn't mean anything.
1135
01:20:57,153 --> 01:21:00,796
1 % of your past success will determine your future success.
1136
01:21:00,796 --> 01:21:06,661
I want to know who you are today, what your story is, and where you want to go from there.
1137
01:21:06,661 --> 01:21:09,784
ah And then how we're going to align that.
1138
01:21:09,784 --> 01:21:18,011
also think that we as companies are insane when we write our job descriptions.
1139
01:21:18,272 --> 01:21:20,473
Because we'll say, I want to...
1140
01:21:20,757 --> 01:21:24,377
hate job descriptions.
1141
01:21:25,077 --> 01:21:26,361
I hate them.
1142
01:21:27,103 --> 01:21:32,413
You know, I want this driven self-starter that's a team player.
1143
01:21:32,413 --> 01:21:34,245
Those are two different people, by the way.
1144
01:21:36,043 --> 01:21:40,977
You know, if you want to just be a part of a team and be collaborative all the time, you
are not a self-starter driven.
1145
01:21:40,977 --> 01:21:47,431
If you want the person who's out there that's going to be hard charging, that cares about
hitting all the goals, but doesn't really care about what the rest of the team is doing,
1146
01:21:47,431 --> 01:21:58,619
that is a different person than this person over here that doesn't mean that they're
anti-social or that they can't collaborate with somebody, but that's not what drives them.
1147
01:22:00,351 --> 01:22:04,245
And so, yeah, it's just bad from that standpoint.
1148
01:22:04,245 --> 01:22:15,527
And then I think that because we've gotten to the point where we're just allowing
mediocrity, we're just like, it's okay, it's fine.
1149
01:22:16,001 --> 01:22:19,879
Because it's hard, it's hard once that's set in, it's hard to change that.
1150
01:22:21,685 --> 01:22:22,636
really hard to change that.
1151
01:22:22,636 --> 01:22:32,031
you let a, if you let a, in ourselves and our lives, if we, in the, if I looked at my
past, the things that I've done and had a mediocre outcome, um, that I've accepted for
1152
01:22:32,031 --> 01:22:33,092
myself.
1153
01:22:33,973 --> 01:22:38,605
once you let that set in, it's really hard to convince yourself to change and to do it
differently.
1154
01:22:38,605 --> 01:22:43,118
It really is because it's like you, were the person that allowed to happen in the first
place.
1155
01:22:43,178 --> 01:22:45,259
And so I have to become of a different human.
1156
01:22:45,259 --> 01:22:46,740
have to have a different mindset.
1157
01:22:46,740 --> 01:22:48,571
I have to awaken in some way.
1158
01:22:49,225 --> 01:22:52,706
laugh because I work out every day.
1159
01:22:54,467 --> 01:22:56,338
And people are like, oh, you're so fit.
1160
01:22:56,338 --> 01:22:59,449
I'm like, I work out every day.
1161
01:22:59,589 --> 01:23:03,311
You can't go to the gym once a month and expect to meet your goals.
1162
01:23:03,311 --> 01:23:09,853
ah You can't decide that you're going to eat healthy today.
1163
01:23:11,274 --> 01:23:16,836
And the other 29 days of the month, you're going to crush a smash burger every day.
1164
01:23:18,849 --> 01:23:25,154
The next piece that is I've been telling people a lot of times is that, Hey, listen, this
isn't a judgment conversation.
1165
01:23:25,154 --> 01:23:28,067
No, just want us to accept what the rules are.
1166
01:23:28,067 --> 01:23:29,737
This game that we're playing.
1167
01:23:29,778 --> 01:23:35,042
The rules are if you want a different outcome, you have to do different things.
1168
01:23:35,623 --> 01:23:42,198
If you're willing to accept the current outcome you have, I won't give you any grief and
I'm not going to judge you for it, but you knew except that's the outcome that you're
1169
01:23:42,198 --> 01:23:43,549
going to continue to have.
1170
01:23:45,409 --> 01:23:46,586
That's exactly right.
1171
01:23:46,773 --> 01:23:49,638
What do you consistently find yourself at Vetta?
1172
01:23:49,638 --> 01:23:52,683
What are you, what's really your wheelhouse?
1173
01:23:52,683 --> 01:23:56,589
When you're hired in your mind, here's my ideal client, who's here I'm going to find now.
1174
01:23:56,589 --> 01:23:57,941
um What do you, what do you do?
1175
01:23:57,941 --> 01:24:01,807
What do you do on a daily basis consistently that you're really good at?
1176
01:24:03,263 --> 01:24:07,605
Determining that, it's, Brooklyn says hello again, by the way.
1177
01:24:07,605 --> 01:24:10,188
Hey, with them, we are, I thought at the end, I'm actually, I'll say it now.
1178
01:24:10,188 --> 01:24:12,709
I'm going to say thank you for letting us to get to meet Brooklyn.
1179
01:24:13,802 --> 01:24:14,886
You coming up?
1180
01:24:16,875 --> 01:24:18,984
She's like, I'm trying to come up.
1181
01:24:21,034 --> 01:24:21,799
Um.
1182
01:24:25,981 --> 01:24:39,881
Like I said, I go in, I can listen to a business need, for me, it is about the people and
helping them figure out, realigning the people, pulling the best out of the people,
1183
01:24:39,881 --> 01:24:42,726
figuring out how to manage the people accordingly.
1184
01:24:42,806 --> 01:24:47,567
Because I don't think other companies are doing that.
1185
01:24:47,567 --> 01:24:53,669
I think they're going in and saying, I'm oh going to give you a strategy, and if you
implement this strategy, it's going to work.
1186
01:24:53,899 --> 01:24:59,251
That's only true if the people you have in place can execute that strategy.
1187
01:24:59,631 --> 01:25:08,475
And so I had a client that I was talking to and I assessed their entire team and kind of
what they wanted in their key roles.
1188
01:25:08,475 --> 01:25:11,076
And they had this, a couple of outliers.
1189
01:25:11,076 --> 01:25:17,409
And I said, these people are probably great employees, but you've got them in the wrong
roles in the organization.
1190
01:25:17,409 --> 01:25:22,783
And if you shift them, if they're willing to be shifted, then
1191
01:25:22,783 --> 01:25:32,539
You can bring in the people who are going to help you reach the other sales goals by
moving these people to operations or to customer success or enablement.
1192
01:25:33,260 --> 01:25:41,765
And if they're not, then you need to make the hard decision to let them go because right
now they're the anchors and you're only as strong as your weakest player.
1193
01:25:41,937 --> 01:25:42,717
Mm.
1194
01:25:43,099 --> 01:25:44,260
So true.
1195
01:25:44,682 --> 01:25:46,334
I could sit here and talk to you forever.
1196
01:25:46,334 --> 01:25:49,263
And if we got to know Brooklyn, I don't know, maybe we actually would.
1197
01:25:49,263 --> 01:25:52,263
It'd like, come on, cause she's the size of a human.
1198
01:25:53,980 --> 01:25:55,243
She is a baby.
1199
01:25:55,243 --> 01:25:57,327
Did you not see she wants to be a lap dog?
1200
01:25:57,327 --> 01:26:00,174
So we're clear, she has an Italian middle name.
1201
01:26:00,174 --> 01:26:02,047
She's Brooklyn Gianna, so.
1202
01:26:02,433 --> 01:26:03,374
Of course she is.
1203
01:26:03,374 --> 01:26:04,315
Everything in your life.
1204
01:26:04,315 --> 01:26:07,660
um They're going to yell at me to get off of here, but here's what's amazing.
1205
01:26:07,660 --> 01:26:11,505
Are you, everything in your life is Italian except for your name.
1206
01:26:12,319 --> 01:26:12,629
Yes.
1207
01:26:12,629 --> 01:26:16,152
So my grandfather, here's the story.
1208
01:26:16,152 --> 01:26:20,626
My grandfather came over from Italy, could not find work.
1209
01:26:20,626 --> 01:26:29,413
At 17, he forged his birth certificate and made himself Charles Gregory and joined the
fire department in Indianapolis.
1210
01:26:29,413 --> 01:26:32,725
He was the chief of the Indianapolis fire department on a fake ID.
1211
01:26:35,423 --> 01:26:38,073
Well, he wouldn't get away with that in 2025.
1212
01:26:38,630 --> 01:26:48,325
So De Gligorio is my original Italian name and if I had that it would have still been
that.
1213
01:26:48,325 --> 01:26:49,907
That's how that came about.
1214
01:26:50,008 --> 01:26:50,955
anyway.
1215
01:26:50,955 --> 01:26:51,806
Thank you for joining us.
1216
01:26:51,806 --> 01:26:52,286
This is good.
1217
01:26:52,286 --> 01:26:53,728
hope you're not too far away.
1218
01:26:53,728 --> 01:27:02,845
I think that this is something if I ever get a chance to meet you in person, if you find a
way to be in studio, if you find a way down here to Cincinnati, um I think this is just 10
1219
01:27:02,845 --> 01:27:05,491
% on what a full 100 % conversation could be.
1220
01:27:05,898 --> 01:27:07,342
I'd love to come down.
1221
01:27:07,342 --> 01:27:11,613
Just tell me when and we'll schedule it out and and and figure out
1222
01:27:11,650 --> 01:27:13,372
Yeah, different things happen in studio.
1223
01:27:13,372 --> 01:27:22,173
It's just, it's different and we can go deeper and talk about these ideas on truly, this
is the foundation that Mark and Amy think people can be a lot better to fulfill their
1224
01:27:22,173 --> 01:27:22,624
potential.
1225
01:27:22,624 --> 01:27:23,425
ah
1226
01:27:23,425 --> 01:27:24,096
100%.
1227
01:27:24,096 --> 01:27:26,072
I would love to continue the conversation with you.
1228
01:27:26,072 --> 01:27:27,915
think that would be amazing.
1229
01:27:28,511 --> 01:27:29,960
Thank you for joining.