In this episode we engage in a stimulating conversation with our special guest, Larry Levine, where we continue to explore what it means to "sell from the heart". Larry brings forth pearls of wisdom from his study of Napoleon Hill's teachings and gives us a sneak peek into his upcoming book. We unpack the significant difference between being a sales professional vs. a sales rep, and why this distinction matters more than you think.
As we journey further into the world of sales, Larry helps us understand the importance of authenticity and emotional intelligence in sales. Through his insights, we challenge the transactional view of sales and advocate for a more human approach. In the digital age, how we present ourselves - in person, over the phone, or through virtual platforms - can make or break our credibility. Embracing this truth, we emphasize the need for integrating EQ into our sales strategy.
Taking inspiration from our successful journey of transforming our book, Selling from the Heart, into a thriving business, we explore the indispensable role of trust in sales. We share our potent trust formula, which involves nurturing genuine relationships, offering meaningful value, and inspiring with disciplined habits. We also discuss how discipline plays a crucial role in implementing these practices. As we wrap up, we emphasize the value of conversations in social selling and the power they hold in building deeper relationships. The evolution of B2B sales is here, and it requires a fresh, human-centric approach.
In this episode we engage in a stimulating conversation with our special guest, Larry Levine, where we continue to explore what it means to "sell from the heart". Larry brings forth pearls of wisdom from his study of Napoleon Hill's teachings and gives us a sneak peek into his upcoming book. We unpack the significant difference between being a sales professional vs. a sales rep, and why this distinction matters more than you think.
As we journey further into the world of sales, Larry helps us understand the importance of authenticity and emotional intelligence in sales. Through his insights, we challenge the transactional view of sales and advocate for a more human approach. In the digital age, how we present ourselves - in person, over the phone, or through virtual platforms - can make or break our credibility. Embracing this truth, we emphasize the need for integrating EQ into our sales strategy.
Taking inspiration from our successful journey of transforming our book, Selling from the Heart, into a thriving business, we explore the indispensable role of trust in sales. We share our potent trust formula, which involves nurturing genuine relationships, offering meaningful value, and inspiring with disciplined habits. We also discuss how discipline plays a crucial role in implementing these practices. As we wrap up, we emphasize the value of conversations in social selling and the power they hold in building deeper relationships. The evolution of B2B sales is here, and it requires a fresh, human-centric approach.
Welcome to Social Selling 2.0 Live Show and Podcast, where each week, we explore the future of B2B sales. Social has changed the B2B and professional services landscape forever. Capturing and keeping buyer attention has never been more challenging. Our mission is to help you discover new strategies, new technologies, new go-to-market systems and stay up-to-date with what is working now in B2B sales. Your hosts are Carson Hedy, the number one social seller at Microsoft, tom Burton, a best-selling author and B2B sales specialist, and Brandon Lee, an entrepreneur with multiple seven and eight figure exits and a leading voice in LinkedIn social selling. Brandon and Tom also leads Social Selling 2.0 Solutions, which offers turnkey consulting, coaching and training to B2B sales leaders. Now let's start the show.
Speaker 2:We had more than that.
Speaker 3:I'm just busting. Hey, we're live everybody. Welcome Episode number 60. Speaking of 60, we're at episode number 60 this week Social Selling 2.0, Tom Burton, here with Brandon Lee and Carson, is traveling hey, we have a pretty good substitute here, Larry.
Speaker 2:Levine, we have a pinch hitter.
Speaker 3:We have a great pinch hitter.
Speaker 2:Pinch hitter for the Dodgers.
Speaker 4:Carson. Sorry, dude, sorry, I wish you were here, but it's just three amigos.
Speaker 2:That's right. Can we do that?
Speaker 3:We're going to have to. All right, I'll let you get on the line. Larry's just right down the road from me. Even, too, it's, like you know, 10 minutes, 15 minutes away.
Speaker 4:And so anyway. So I just have to be up front with all this. So it's just the chatter that was just happening a second ago, just so inquiring minds want to know. I literally live about an hour from Mr Burton, and so right before we go live, tom goes. So hey, when are you going to make it up this way? I said, man, I've been made it up that way in a year and a half and I go. I can fill it with all kinds of excuses. It's not going to do me any good.
Speaker 3:Yeah, so it's going to be a no excuse episode right here, and I like it.
Speaker 2:There's a good thing. Well, let's get everybody involved. Who's on and tell us where you are?
Speaker 3:I'm hoping we get comments, because last week we had some trouble with StreamYard. I'm hoping we get the comments and if not, then we're going back to the other one.
Speaker 2:Well, welcome everybody from the podcast. Who's not looking at the comments? Actually? And we've been upticking quite a bit in the podcast too, so if you're a regular podcast listener, thank you so much. You know, share it with your friends. We'd really appreciate it. If we're adding value to you, please tell others. I think we got that number one spot on social selling and Apple. Now and now, we just want to keep growing.
Speaker 4:Hey, good for you guys, congrats yeah.
Speaker 3:We can't get our comments to work, but we're number one on social selling.
Speaker 4:Well, y'all are doing something right.
Speaker 3:Yeah, we're doing something right.
Speaker 2:Larry, I think you used a wrong word earlier. You called us a three amigos, and I think you meant the three Stooges.
Speaker 4:Well, I don't have to already know right who's Manny and who's Moe, because I know who I am right.
Speaker 3:All right.
Speaker 2:Let's get to it.
Speaker 3:So, larry, we were just talking. This is your second time on the show. You're only the second guest that we've had on twice, so really glad to have you. We were back in May on episode 36 when you were here before, and it was a great episode and we're really, really excited to kind of jump into things today. So what we wanted to focus on is a bit you know, I know you have a lot going on, but I think we wanted to talk about some things that we're seeing in the world today related to sales and trust and credibility and work and hard work and all of that. And then we also want to talk a bit about what you have coming out next year your new book and some of the things that are happening there with that. So I think we'll have plenty to talk about.
Speaker 4:You know, somehow we're not going to be a loss for words, but there's something I want to hit on, because it's something that we were talking about prior to you going live, and that was about doing the work. And here's what's interesting and I've poked the bear on this time and time again is there's a massive difference between sales professionals and sales reps Is sales professionals find the way to do the work, while sales reps find excuses for it. And so it's really interesting is nothing happens unless we take massive action. And the reason why I bring this up is everyone's looking for a shortcut. If you hang out on insert name of any social platform, everyone's looking for a shortcut, the quick tip, the hack to get them from where they're at to where they'd like to be as quick as possible without just minimal amount of work. But here's what's interesting.
Speaker 4:I'm on this deep Napoleon Hill journey and I'm reading the book right now called how to Own your Own Mind, and this is an in-depth conversation that Napoleon Hill had with Andrew Carnegie. It goes back to his conversation that was turned into a book called Mental Dynamite, and so what they did is, in the Napoleon Hill Foundation, pulled out three good chapters out of Mental Dynamite, converted it to a book and elaborated on it, called how to Own your Own Mind. And what was really interesting is Napoleon Hill plays off of this. Do and the work Is.
Speaker 4:Andrew Carnegie was asked by Napoleon Hill he just walked me through and I'm paraphrasing this, but walked me through what made you so successful? And this is what Andrew Carnegie drops on Napoleon Hill. By the way, this was back in 1908, 1909, so well over 100 years ago and Andrew Carnegie said the key to my success was self-discipline and constructive habits. This is coming from the wealthiest man in the whole world, but what's interesting is how to own your own mind. He just went into this a little bit more detail, but it all started to stem around doing the work. You could be the smartest person in the room. You could be the smartest sales professional out there, the smartest sales leader. If you're not putting any of this into action, you're just a smart person.
Speaker 3:You mean AI is just not going to take care of it all for us and magically happen.
Speaker 4:Well, here's what's interesting about this is I mean, I'm an infant with all this AI stuff. In call me old fashioned y'all are going to throw darts at me, but I'm a pretty old fashioned guy. Do I use technology? Absolutely, do I use AI? Like I'm crawling on my hands and knees on AI and I'm getting scabs all over the place because I'm just like working my way through this. But it's so interesting I'm going to give a shout out to my near friend, dave Sanderson, because he calls AI authentic interaction, not artificial intelligence.
Speaker 4:I like that. You know, ai is about authentic interaction. I can use all of this stuff. Here's what's interesting is I'm not going to bash any of this because it's just the way of the world. I mean, we're in this technology crazed world but when we hide behind technology, we lose our voice and technology starts to speak for us. But in the sales world and I've heard you guys talk about this on some of your episodes it's all about conversations. And if we can't start a conversation in a very humanistic, non-salesy way, and if we rely on people to think for us or technology, it stunts our growth. And when it stunts our growth, we can get to the table. And this is.
Speaker 4:I just got to give a shout out to Weinberg on this one. So, mike Weinberg, if you're listening, I'm going to give you a shout out on this one he put in his latest podcast. He started talking about social selling. I don't know if you caught it a couple of days ago, but I commented on it and I said, hey, listen, social, I'm not here to, I use social. I use social all the time. I use the LinkedIn platform all the time. Right, I communicated on a daily basis. It's helped me grow my business.
Speaker 4:However, those who use social to get to the business table but don't bring anything to the business table are empty suits. There we go and this is what I'm afraid of that's happening in the world and y'all, please don't cat and throw darts at me. I'm just speaking what's on my heart on this one, based on what I've seen, is there's a lot of smart people out there. There's a lot of smart salespeople. There's a lot of smart sales managers, sales leaders and owners of companies that are leveraging all of this technology and it's helping them grow their business. However, if you're leveraging all of this to help fill top of funnel just to get you to the table, if you're not bringing business substance and business goods and business conversation to the forefront, you're going to be viewed as being empty, and that's what I talk about at Selling from the Heart is there's a lot of empty suits that are out there. We need to fill the empty suits with education, empathy and engagement.
Speaker 2:Do you realize that we could probably spend the next three hours unpacking what Larry just said in five minutes, like there was some. You know me, I'm usually the clarifier. I'm like, okay, let's come back here. What I heard you say Larry is initially and I think there's more but the nuggets were do the work and be disciplined and be human. Don't let technology get in the way of you doing the work and being human and actually adding value to people. I summed that up all right.
Speaker 4:No, you did 100%. And, man, I go back and I'm just listening to what you're saying and I go back to my career and I spent, you know, decades upon decades, from the late 80s to the mid what, 2015, 2016 in the office technology space. You know between where Tom lives I live in Los Angeles and what was really interesting, I was never the smartest guy out there. I still didn't know how half of it worked, Not that it wasn't important, it's just what was important to me was building trusting relationships, uncovering how to bring value and understanding what the outcomes these people wanted to achieve, and just be the conduit to help them get to where they want to be. But here's what was interesting is I just outworked everybody and I've worked on this a long time.
Speaker 4:I'm a highly disciplined guy, but I work on it. I'm a consistent guy. I work at it. It just doesn't come easy. I always say this doing work requires practice. Being disciplined requires practice. Bringing authenticity to the forefront requires practice, and if we don't practice, y'all are going to get what you get, and that's the inconsistencies that I talk about in sales. I see it straight across the board. It doesn't matter if it's a Fortune 25 company, a Fortune 100, Fortune 500, or just mom and pop in certain name of business, If you're not willing to do the work, be consistent In other words, do the right things right even when you don't feel like doing them. And if you're not disciplined, yeah, you're going to get some results, but it's going to be like a never-ending roller coaster. You're just never going to get off it.
Speaker 3:You know it's an interesting point whether you're using social or technology or whatever to, I guess, make yourself more efficient and make yourself have bigger reach. But you're right, none of that is going to be replaced by not putting it in. I think there's. Larry, I think you're saying two things. Right, you have to do the hard work, but you also have to have the mindset that you're going to do the hard work, and I think the mindset has to be there first. You know we talk a lot about this brand and, okay, how am I going to build that discipline? How am I going to do the hard work and then figure out how to use the tools and the strategies to make myself? You know, as Carson always says, how do I get as many places as I can by using those different tools and strategies? How do I get myself in as many different conversations as I possibly can?
Speaker 4:Yeah, and we all know this very well, said Tom, we all know this. Nothing and I mean nothing happens in sales unless you start a conversation Right. And then if you want to layer on top of that, it's how you start these conversations, it's how you layer in these conversations, it's the word to use, the messaging you use. And I love that you brought up mindset, because we don't talk enough about that in sales. It's two things, I believe sales well, actually it's three things. It's all about to me is developing your skill set. You got to constantly be developing your skill set. I don't care where you're at in sales, I don't care if you're at the peak and the top of your game. You still got to develop your skill set. You got to develop your mindset on a continual basis and you got to develop your heart set. It's just a big triangle and you have to develop and connect your head to your heart and I don't see enough of this being brought into the sales world. And that's what lights my fire, and you all know this is.
Speaker 4:This is what I'm bringing to the forefront with selling from the heart is we all talk about being human. There's not a day that goes by, whether that be five minutes, 10 minutes or 30 minutes, that I'm on LinkedIn that somebody's not talking about being human in sales, and isn't this interesting. We're all humans, we're all freaking humans. Look days anyway. Yeah Well, but yeah, I mean we all are. I mean, that's his face. I mean, call it what it is, we're all humans. But isn't it interesting what happens the minute we hide behind technology?
Speaker 2:Or our title or anything else.
Speaker 3:Yeah, do you think, larry, that the world of zoom you know the fact that we've moved to zoom and all these virtual meetings and everything has that made it worse? As you just said, hiding behind technology, you think it's given I don't know if excuse is the right word, but is it, I guess, lowered the bar on what you believe the work level needs to be and how you know the hard work and the in the mindset.
Speaker 4:Oh boy, this is going to upset the apple cart, but I'm just, I'm just going to hit it head on. That's why we're here. This is a mindset thing, and a lot of my business is conducted virtual. I choose to be that way. I'm on a hop and on a plane after this, but it's how you all want to show up in, and here's why I believe you're responsible for how you show up. I don't care if this is face to face, if this is virtual or if this is on the phone. And I really want people to key in on this is you are 100% responsible for how you show up.
Speaker 4:If you want to be viewed as a sales professional and I know y'all do then you have to hold yourself accountable to doing professional things. Just because Just because we're on a virtual call I mean, in essence we are just because we're on virtual right now, doesn't mean that I shouldn't be bringing the best version of myself forward Just because I'm a in and I'm making sales calls every single day. I got to grow my business, just like everybody else, but if I don't bring my best version of myself, if I'm not acting professional in front of a camera, then why? And so to me, this is a mindset thing and this is what a lot of people got to come to grips with. It's the way the world is not going away. We got to blend in both of this. But I'll tell you this you get what you get with me, whether this be behind the camera on a phone or face to face. I treat it as just one thing, right.
Speaker 4:I'm treating this conversation like we're all sitting in a room having a conversation, that we're all seeing each other.
Speaker 2:I can attest. I've been on multiple zoom calls with Larry, one on one, having personal conversations, and he's the exact same guy on screen, on stage or in a zoom.
Speaker 3:But I think you talked about a habit. Right, that's a habit to get into. And I want to spotlight Bob's comment here Because I think this is interesting as well. He says the companies the sellers work for don't see humans, they see accounts. And until that changes and I think you know, going back to what you were just saying, Larry, I think the zoom thing I guess to some degree in that virtual meeting can help. It makes it easier to view people as accounts and companies and prospects and leads and not humans the way that you would if you're going to sit at a networking event or a dinner or whatever and shake hands and spend time with them. But I think, going back to mind, like you said, I don't know.
Speaker 2:Yeah, well, sorry, larry, I'm going to jump in on that because it is. It always comes back to mindset, like, if you, if you want to be a sales douchebag in person, on zoom or on a call, you can be. If you want to be human, you want to, you want to truly seek to be an advisor, a trustee advisor, a giver, a servant leader, whatever term you want to use and you can do that in any medium you want. But it's getting to that heart condition of the mindset that changes the behavior. And, as Larry said earlier, practice at it.
Speaker 2:We're, you know, some of us are naturally more gifted at that than others, but we've got to practice in that. Like I mean, I've spent a lot of years practicing how do I ask good questions to people, because my natural tendency, coming out of, you know, college and grad school, was honestly kind of a cocky, arrogant jerk that thought he knew it all and I wanted to walk into meetings and tell everybody what to do and how they should do it and didn't lead with questions and I had a lot of rejection early in my career.
Speaker 4:And I just got to throw this out because in this I'm going to bring out the trust word and the credibility word, and we have to think about this in a couple of different ways. Is we got to be willing to slap trust and credibility up on the business table, whether that be face to face, whether that be on phone, whether that be on insert name of virtual platform, even on social? And we control this. We absolutely control this, because it goes back to how we show up. It's not insert name of companies responsibility in how you show up.
Speaker 4:Right, you might work for a great company, or you might work for a company where it may not be so great and you're stuck, and that's your responsibility to find another place. However, you are responsible for how you show up and its perception of people. If you want to build trust and you want to build credibility, then be hyper aware of how you show up, how you interact, the word you use, the messaging, you use, the tonality, you use the icon to use, and I can go on and on and on. So you know, regardless if sellers are in an environment where companies may not be bringing it to them, guess what? Find budget for yourself to learn out how to do all these things and take ownership of your career and do some about it.
Speaker 2:Yeah, it's like Bob's comment that I see in there is in his opinion, sellers, especially tech sellers, have the hardest time incorporating EQ into their conversations. They're trained to sell with IQ, not EQ. Well, find a new company or figure out a way to be the person you want to be in there. And I mean what I've always found is, if you're successful in your closing deals, they tend to leave you alone and let you do what you're going to do. But if that's a challenge and you don't like it, then take responsibility and move on.
Speaker 4:But see, Bob brings up a good point because in and again, I'm just throwing this out there. This is my thoughts and opinions on this. If you're in a transactional environment, it's hard to bring the emotional get to the heart. Part of this because you're coached and trained in all of your questions, in everything, and your whole process is transactionally based. It's not transformationally based.
Speaker 3:Hey, we have another person here, one of our previous guests here, christy, is trying to push you out, larry.
Speaker 2:You know what we should, hey, tom, grab, grab the link and email it to her. Text it to her real quick and see if we can get her on. That'd be awesome. I mean not out of. I take away from Larry.
Speaker 4:Sorry. I love Chris. It's all good. Christie can come on and raise the bar tremendously.
Speaker 3:I mean we need like four or five people to replace Carson. So that's true. I'll email Mike.
Speaker 2:You know I'm going to flesh it out a little bit more because I think you know what Bob said. And Larry, you're right. I mean there's a lot of these environments that it's not. I mean, I had people laugh at me and tell me I was wrong. They said you know what, building rapport and relationship with people isn't important anymore. But that was the culture that they were in to. Everything was about screw that. Who cares? Find out if they want to buy and if they want to buy, help them. If they don't want to buy, screw and move on and go to the next person. It was just the modern day boiler room, it was just in more digital channels.
Speaker 4:Well, see, you know, gosh man, it goes. Oh man, I'm just, I just got to say this. And you know what, if you're in a situation and we've all been there I'll raise my hand. I've been in those situations, I think everybody has. Where, you know it's not the right environment, it doesn't align to your values right, and we've all been there.
Speaker 4:But guess what? There's plenty of other positions out there. There's plenty of other companies out there that align to your values, that align to your goals, that align to your passions, your purpose, and all that it's going to require you finding those companies that are out there and raising your hand saying, hey, you know what I'm here type thing and I'm keeping it silly, simple, but it's just to drive the point home your products, the environment you're raised in. And if you're raised in those type environments, then obviously you're just gonna succumb to what's around you and this is why there's so much misalignment. There's massive amounts of misalignment in sales Because they've been sitting in environments in bullpens where deep down in their heart, they know it's not the right thing to do, but they're doing it because that's where they're at. If you get what I'm cooking.
Speaker 2:Yeah, absolutely.
Speaker 3:So Larry and we were talking before the show we've had Brandon and I had quite a few people come to us recently saying kind of I'm just struggling right, I'm just not able to get pipeline going the way I need to. My pipeline's not moving, the sales velocity's slower. All of that, what would you say, is one thing right and again I think it's probably gonna come back to mindset is my guess but what would you say is sort of the one thing that you would tell that person to do. That could potentially move the needle right away.
Speaker 4:It's gonna be a couple of things, but the first thing is is I'd key in on the types of conversations you're having Now. Y'all may not agree with me on this, that's okay. It's not gonna be the first time this has happened. But I would just sit down and I would just start asking this person walk me through the types of conversations you're having right now, whether you pick up the phone, you're sending an email, you're doing a social touch. Walk me through this. What's it look like? What's it sound like? That'd be the first thing.
Speaker 4:Second thing is is this and I write about it and selling from the heart, and it all goes back to sales funnel work and it goes back to consistency. It goes back to discipline. It was something that I held myself accountable to was this I knew if I wanted to have a never flowing sales funnel, I had to build a never flowing relationship funnel. Now, in order for me to build relationships, I gotta meet people, I gotta engage in conversations, I gotta connect with people. They may not be all sales conversations right away. Here's the conundrum in sales Weak sales funnels or weak relationship building skills. And where I'm going with this please follow along with me on this is when people have weak sales funnels, it's because of lack of prospecting and doing the basic fundamentals. They become inconsistent at doing this. So when you're inconsistent at doing this A you're out of practice and then you become desperate and you start doing things you normally wouldn't do if your sales funnel's full. So if we flip this around, it's so simple but yet it's so difficult to put into action. It's little simple things and I'd be telling this person this and it's what I held myself accountable to when I was in sales and it's how I've built.
Speaker 4:Selling from the heart to where it is right now is every day. Hold yourself accountable to small things you know you can achieve. I knew, as a seller, I can connect to one person a day. I knew, as a seller, I can have one conversation a day. I knew, as a seller, I can set up one appointment a day, whether that be with a new opportunity or somebody in my current client base. I knew that. So then all I did is I held myself accountable every single day to do these things, and it's the law of multiplication. It's just over time. If you do all these things, do you do those three things every single day, day in and day out, month in and month out. What's three times five, that's 15. Over a month, that's over 60 conversations and connections. Mass the math on this one. You see where I'm going with this. It's just the simple things. It goes back to blocking and tackling. Thing is is we've gotten away from basics of blocking and tackling, and so when we do all these inconsistent things, you get inconsistent results.
Speaker 3:So we have another guest coming in here.
Speaker 5:Yay, I'm not gonna miss an opportunity to pepper Larry with questions. Are you? Oh, christy Jones? What is happening? The master, you guys, larry, they've been guests on Heavy Hitters man Mike Weinberg. You're on now Like heck. Yeah, I'm gonna ask some questions.
Speaker 2:This is a first on the show too. We've never had an impromptu guest. Come on, man, I'm impressed.
Speaker 5:I saw it and I was like and I got in a little late I was like where's Carson? How are they gonna do this without Carson? I mean, it's the trio. You can't be lopsided like that.
Speaker 3:Well, thank you, I think we've almost balanced it. We've almost balanced it out with you and Larry. So, christy, we're gonna talk about Larry's book, but before we do that, if you have any questions, jump in. And what are your questions for Larry?
Speaker 5:Honestly, Larry and I actually have spent some time together recently, so I'm super excited. Are you gonna? Which book are you gonna talk about, Larry? I'm just curious.
Speaker 4:The one that's coming out next year.
Speaker 5:Okay, good, good, no, I just wanna be. No. I all have questions. I wanna be a fly on the wall. I don't know enough about the new book yet, so I'm excited that we're gonna preview it today.
Speaker 3:Yeah, let's talk about that, because you had brought up, larry, the trust formula and I wanna make sure we have time to go through that and just talk a little bit about what you've been doing, what's in the second book, and give us a sneak preview.
Speaker 4:Well, no thanks. This goes back actually a couple years ago. So, darrell and I Darrell's my podcast partner, darrell, amy, I love you is we were sitting oh man, this was a couple years ago, brandon in your neck of the woods down in Atlanta, and so we had got to-.
Speaker 2:Hey, was this a time, larry, that you texted me that you were gonna be in town?
Speaker 4:No, dude that was-.
Speaker 2:You came in town and had a great time and left and never texted me later. Here I am just clarifying real quick.
Speaker 4:Brandon, that was great clarification. And you just threw a dart at me, nailed me frickin bullseye, so yes, my bad my bad, I just didn't have enough time and it's not as huge as reality. I was like in and out doing a workshop and I just didn't have any time.
Speaker 2:Darrell was telling me about this time on the way.
Speaker 4:Oh, dude, don't, don't, don't, no no, you guys were drinking beer.
Speaker 2:you were in the sun, I don't know, it's down time.
Speaker 4:No, stop it, because I know for a fact that didn't happen, but nevertheless. No, this goes back a couple years ago and Darrell and I had spent a couple days with our business coach and then he introduced us to his mentor, who now has become a really near and dear friend of ours at Selling from the Heart. And man, it was a tough conversation because they go, you know what. You're doing great things with Selling from the Heart, but until you can figure out how to take Selling from the Heart and sit down with an executive and help them take all of the foundational skills that you bring out in the book Selling from the Heart and have them turn that into revenue, I think you're gonna have a difficult time. I'm being massively transparent with this right now. Well, so a couple years ago we sat down and we whiteboarded this out and we locked ourselves in a hotel for two days in Atlanta and we sat down and said, okay, what's the premise of Selling from the Heart? Because we all know this.
Speaker 4:I mean, I didn't expect Selling from the Heart to be what it is. I mean, when I started the podcast six and a half years ago and the book came out five, I had no idea all of this was gonna transpire. I really didn't just being open and honest about all of this. But Mark Hunter said hey, you know it was a near and dear friend of mine. He goes you gotta figure out how to take this and turn it into a business. And that's what we did and it was a struggle and I'm gonna admit it, it was a struggle. It was a struggle until we figured out how to take Selling from the Heart and turn it into revenue. And it was taking the foundation of this to help sellers, sales leaders, executives and presidents of the company do two things have their salespeople and sales leaders build trust and credibility in a world where trust is enumically low. And what was interesting is can I give a shout out to a near and dear friend of mine? Would you allow me to?
Speaker 2:Absolutely.
Speaker 4:So Dave Sanderson who I have massive respect for, who you know got a ride alongside Tony Robbins for a long time said you know what People will remember things in some kind of an equation. So right away we sat down and we whiteboarded out something and we just, Darrell and I, go, hey, we gotta call this the trust formula. If we can figure out how to build a trust formula, this will help sellers and sales leaders and executives help their sellers drive revenue based on the foundation of Selling from the Heart. So we just whiteboarded it out. We wanted to keep it simple. We wanted four things in it and we came up with authentic relationships plus meaningful value times. An inspirational experience times, disciplined habits is the foundation of building trust. And then we got our creative minds working and said okay, how can we apply this into the three facets of selling, which is managing your clients, selling and prospecting for new business? And we wove in the trust formula and built out a whole coaching program based on how do sellers build authentic relationships and how do they bring meaningful value, those two things right, there are what we call two sides of the trust coin. By the way, the trust formula.
Speaker 4:I'm packing my second book and in authentic relationships. It's who you know and I'm going to tell you this because I'm deep in some very large companies with this and what has me scared and if you're an executive watching this or if you're a leader watching this, I'm here to tell you this your sellers are not deep in these accounts, they're shallow. Their relationships are shallow at best. And I don't mean to be negative, I'm just speaking the truth because I see it. I see it every single day. So when we start thinking about how do you all build trust in a world that really lacks trust Just look at this right now and this is revenue that people are leaving on the freaking table day in and day out is if you can build genuine, authentic relationships and cast that net high, wide and deep and then layer upon that meaningful value. In other words, you've got to bring business smarts, business goods, business value, business conversation to the forefront. If you do those two things, you've already raised the bar in the sales world and in your current accounts. Now there's got to be a multiplier on this, and the multiplier on this is inspirational experiences. That's how you show up and you have to inspire and influence your clients and your future clients into doing better business. The last part of this is you've got to be disciplined with it and you've got to bring disciplined habits.
Speaker 4:So if we broke this down, even into its minute format, it's who you know, what you know, how you show up and when you show up, and we built this all out in two days and then I had to go out and prospect. Hello, I had to go out and prospect for opportunities and I found myself, because of the success of the podcast and the book, in some very, very large, well-known companies and I said, hey, how open-minded would you be to testing this out? And sure enough, it caught fire and we've been able to move the revenue needle massively inside companies because we're bringing things in that's new, that's different, that's creative, it's not reformatted stuff that people have seen for the last 10 and 15 years, that has their unique spin on it. So I'm delivering things that I believe haven't been delivered before, and here's what I'm uncovering, and then I'll put pause on this is the two things that I see that are sorely lacking in sales, and there's a lot.
Speaker 4:But everyone says this I'm in the people business and I'm in the relationship building business. Hang out in sales for any length of time you hear those two things, I think you all will agree. Here's my question that I fire back at sales leaders. If those two things are important to you, when's the last time you've coached and trained your entire sales team on how to develop their people skills and relationship building skills, knowing we're trusting credibility sets, and I will tell you this as we are talking right now. Not one leader has given me an answer. That's why I'm bringing this book into the forefront. It's time that I've just become a voice and I'm waving the flag on it, and I see it in massive, massive, massive, multi-billion dollar.
Speaker 3:Your companies, Well, what I find really interesting of what you just said on that, larry, is the fact that you went in and tested it, and I'm interested to find out, because I know when we walk into organizations, oftentimes the viewpoint is it's a numbers game, right? How do I get more numbers? How do I get more breadth? And what I'm hearing you say is no, no, no. How do you go deeper, how do you get more depth? And maybe off or at least align the breadth and the depth together? Again, that goes back to our mindset thing. How does that, especially in large organizations that have entrenched processes, how are you finding that? Is it like an earthquake? Is it very difficult? How are they going through that mindset?
Speaker 4:I said great question. And I fire. Rebecca said y'all got to give us some time right. The issues that you have and I have pretty direct, adult, assertive conversations with executives. I'm just going to hide behind conversation, I just call it out as I say it and get people to think is, if you want to move the revenue needle, if you want to increase your profits, if you want to increase referrals, if you want to grow new business, if you want to cross sell things to your current clients, you have to be willing to do things different and it doesn't happen like that.
Speaker 4:And here's the thing that just drives me absolutely insane bonkers. I've dealt with this last week with somebody. Hey, by the way, can you tell me what my return on investment is and bring in you in? I'm like, go on, really, mentally, I'm going, you're kidding me. I respect the fact that you asked me what's your return on investment, but listen, we've agreed. All these issues are festering and have been in your sales department for a while. Do you think you can just walk in, bring in anybody, whether that be me, christie Jones, tom Burton, brandon Lee insert name of anybody else you think they're going to flip the switch and instantaneously, revenue is going to increase by 20% and profits are going to increase by 10? It's insane. It's your return on effort, and if you're not willing to put forth any effort or take any action on any of this and hold your people accountable to do things, then guess what? Stick a great big fan in front of your face and just chuck money at it. Just keep doing that with it.
Speaker 5:Hey, larry, I love all of this. You know I'm completely aligned with all of this, but how does this bump up against the chat GPT world that we're now living in? So how are we going to get sales leaders to understand the go deeper, not wider, situation is where you're going to need to head, when all anybody wants to talk about is how we're going to automate everything.
Speaker 4:So here's what's interesting, and y'all are going to laugh at me. I don't play in that world. I'm shooting straight with y'all. I don't play in that world and the world that I play in and I had to take a hard look at this when and this was the hockey stick growth in our company is, I had to start taking a look at where does selling from the heart resonate and where does it not resonate? And I wanted to find the channels that this message resonates. And where I found it at resonates is in the heart of America. When I say the heart of the America, I'm talking manufacturing, blue collar, plumbing, food services, things like that Guess what.
Speaker 4:Some of these people don't even know what social is, but I work in environments where these are full cycle sales people who are responsible for bringing everything to the forefront. I'm not discrediting technology, christie, by no means. But if I sat down and started to coach these people on what chat GPT is, some of them don't even know what LinkedIn is, but what they do know it's they're in environments where they're high relationship sellers, where it's face to face blue collar. To me, this is selling, not discrediting all the other things. But I'll tell you this, and I got tagged into a social post about a week ago and it was a co-calling post.
Speaker 4:These people taught, right, these two people talking about is co-calling dead If I. If I mean it, just stick a needle in my eye, right, can you all find something better to talk about? And so they tagged me in the post. So I just go, you know what? I can't blow these people off. I was tagged into the post so I said isn't this going to be interesting? I'm going to be tagged into this post in 2045 when y'all are talking about the same thing. And so the point being is the reason why I don't go down this road with technology and all? That's not that I don't know anything about it, it's just that in the world that I play in, it hasn't come to the forefront. I'm not dodging the question, chrissy Christie. No, no, no.
Speaker 5:I know I want to make a good point here because I love what you, I love the answer you gave and, for those sales reps who and sales leaders who are listening, what Larry just said is I know my ICP. Yep, I'm not here to try to drag people who are not my ICP Into a world they don't want to be drug into, and so the easiest sale for me is to is to sell and coach and consult and teach people who want to be coached, consulted and taught to. And so I love what you said because I said I said this back in the day. I remember my first I was my very first company was an e-learning company and I said to my sales reps we are not here to convince people that training their Employees is valuable, that there's benefit to that. We're here to take people who already believe in professional development and give them an option for a new way. And I think that's what you're saying.
Speaker 4:Yeah, there is, and I'm gonna throw a stake in the ground a big, huge, freaking stake in the ground on this one is Is there's a whole other, bigger batter sales world that's out there other than what's being portrayed on LinkedIn?
Speaker 3:Yeah, yeah, and and it's, it's funny you say that because I'm a, I have a software company and we have a CRM product that is focused on the manufacturing and wholesale distribution industry. Right, those sellers are very much like you just described.
Speaker 3:Yeah, I'm sure, I'm getting the truck every day, or they, they go out and they're visiting job sites. They're doing that stuff and they're very relationship oriented inherently and what they're doing right, yep and Clearly, what you're doing is, I believe, helping them go to another level. But, christy, what I'm hearing is now, if I go to the other side in the tech world or some of the non yeah the tech world needs this worse than than the people that we're talking about here.
Speaker 5:You know that's my frustration, right is is all we want to do is talk about how we can hack what? We're doing which is gonna make you know sales professionals less professional, less equipped to sell, and you know to sell what they are, what their product or services, when all we really need is what Larry's talking about so.
Speaker 4:So here I just got it. I got to bring some to the forefront and it plays on what we're talking about. I'm an avid book reader and this I got to bring back this book that I talked about in the very beginning of our conversation. Brandon and Tom Christy I don't think you were on is I'm reading a book called how to own your own mind, and it's is brought to the forefront by Don Green and the Napoleon Hill Foundation, don Green's executive director and how to own your own Mind. They took they took three key chapters out of mental dynamite, which is a conversation between Napoleon Hill and Andrew Carnegie. But here's what's important that I wanted to bring, because it plays off of what we're talking about.
Speaker 4:There was two things that Andrew Carnegie brought to the forefront in the book. He talked about synthetic imagination and he talked about Synthetic and Create it with synthetic and creative imagination, and he said what synthetic imagination was is taking the things that have already been out there and just putting a just a unique spin on it. So where do I equate that to Exactly what's happening right now in the social selling world, the AI world, the tech world, the LinkedIn world? This is all synthetic imagination. People are just taking the ideas that are everyone's already talking about and Just rehashing it, and they're becoming all becoming spin doctors on all this. My opinion Creative imagination part of this Andrew Carnegie talked about is bringing new ideas, new ways of thinking to the forefront, and he said America was built on creative thinkers and creative imagination.
Speaker 4:And so the point I'm making here is what I'm bringing to the to the forefront with selling from the heart. It's creative thinking and creative imagination to get us to think differently. What I see hang out on LinkedIn for five minutes and all you see is synthetic imagination. Everyone's talking about the same thing Day in and day out. No disrespect anyone, I'm just calling it as I see it, and they're just taking everything that everyone's already talking about and they're putting their personal spin on things After a while with it just in again. My two cents is it just becomes noise and people drown out noise. But growth, true growth comes from creative thinkers and creative imagination, and we got to be willing, want to raise the bar in sales. We got to bring creative thinking and creative imagination to the forefront, which means we have to be willing to do things completely different and get people to think Completely different about their approach to selling. That's my. I'm doing it, selling from the heart.
Speaker 2:Excuse me? Um, yeah, I think. I think I think you're in the right vein, larry, I do. I am gonna push back a little bit on it. I don't think everything and I'm not. I'm not trying to be defensive, but I think there are some things inside of even social that are Unique and creative. It's hard and I'm gonna say this because I think what we've been doing around social has Been really, really difficult for us to make traction because we don't align with the.
Speaker 2:Give us a latest hack Right. Tell me how to, how to write a social post that gets high engagement. We don't do any of that and we're more like you where we we lead with relationship and trust and being authentic and being advisor. And Carson says all the time like we're here, we got us, we got to be serving first, and if we don't do that and and like when Mike was here, we talked about me and Mike and I both got on our soapboxes about the charlatans that were out there selling shit Because they were a LinkedIn expert and that meant they knew how to push buttons and and they would get people all excited of like, oh, we got the new algorithm hacked and this is what you do. People go and it was all bull, and I think that's what you're saying. I think there's, there's opportunity Everywhere, even though it's an existing, like within LinkedIn, within whatever.
Speaker 2:Yeah there's ways to still bring the uniqueness and a creativity to it that is still Like the heart of that American spirit of creating something new, even even in some of these old rappers and you know what rappers and you know, kudos to what you just said, brandon, and here's what I love about this conversation, and here's what I don't see enough of.
Speaker 4:This is a nice, healthy conversation, right? We may not agree with each other all the time, that's okay.
Speaker 2:Yeah, but here's what's that doesn't happen a lot anymore but?
Speaker 4:but you know, everyone's too. Again, my two cents on this. Everyone's too afraid to speak their mind. Own, own your ideas, own your thoughts. Stay true to them and throw them out there. Right, I put out a social post this morning and some guy, just right, I mean it was all good, he goes. I don't agree with you. I said that's okay, it's no big deal. Hats off to you. I'm glad you stated your opinion. Here's my two cents on it. Right, there's not a, there's not enough of that. And so what happens is we just have everyone high-fiving and slapping each other hey, right on Brandon, right on Tom. Hey, christie, yeah, that's so good. And then, right, you put that on there because you want to fall into the light gap, and then afterwards you go Holy crap, man, I really didn't agree with that. That was this bunch of bull crap. But you find yourself just swimming in the sea what everybody else is doing.
Speaker 2:Yeah, it's like Tom and I have been having those conversations amongst ourselves lately saying, you know what? We've got to be even more bold, like we thought we were being bold, but it's like we got to be even more bold and more bold and more bold and trust that our audience is Like, our customers are gonna find us and and we get that right, we get, we get the random call or what we think is a random Call that says, hey, we've been listening to you guys for a long time now. We need your help. You're like, oh sweet, right, but I do think I mean, I agree with that, larry. Like, and I'm I feel Tom and I were talking about this a lot like like, why are we not even bolder than what we're saying? Because there's so many voices out there that live in the sea of sameness and you're right, everybody's high-fiving with the same BS like this is what you're supposed to do and it's wrong. You, you've really convicted me on something, or at least brought something to the forefront of my mind that I'm Embarrassed about, and yet I'm just glad that I have clarity on it right now.
Speaker 2:I wrote my book and launched my book in 2014, and it went over like a rat sandwich and I couldn't figure out like what the heck like this is the way I built three successful companies and I didn't get a reception at very well at all. And now what I'm realizing is I was talking to the wrong Audience, because my book was all about know yourself, be human, respect your team, respect your employees, help them be better versions of themselves. Like you know, I had somebody tell me one thing in my book. I said was I generally meant it? That everybody that started working there Within the first week or whenever I was in town, I would sit down with all of them and say my goal is, when you leave this company, you leave better than you are today.
Speaker 2:Yep, but I don't know what better is. So you and I are gonna partner with each other to figure out what better is and we're gonna create A path for you to be better, because I know, no matter when you leave, if I pour into you this way, you're gonna be awesome while you're here and that's gonna help grow the company. And I had many of many CEOs look at me and go bullshit, that won't work, people don't care. Yeah, and I'm like. I did it and it worked. And then I slowly started to cower to the voices and, honestly, just kind of put my book away. I was like huh, I don't know why my story worked for me, but nobody else seems to care. Yeah, so thank you.
Speaker 4:No, you're welcome. No, this is, and thank you for sharing. By the way, I just have to, tom, sorry, I'm hijacking your comment section, just really quick is I want to hit on something that Bob put in chat. He said do you think genuine creativity is a rare trait or is it common? Here's what's interesting about this and Bob great question is creative. Being genuinely creative takes practice and which means you got to be constantly learning new things, reading new things and listening to new things. It's hard to be creative and bring new ideas to the forefront if you haven't read a book in years, you haven't listened to a podcast in years, and so forth. Simple reasons I read every single day, literally. I read every single day. I read leadership books, I read spiritual books, I read personal development books, I read mindset books and I'm gonna raise my hand on this I do not read sales books, though I've written a book that classified in sales. I don't read sales books, but what I've gotten is Cree why can you tell us why?
Speaker 2:I mean, I think I know why, but I'd love to hear you say why oh man, you're throwing me on the spot dude.
Speaker 4:You know, I'm just gonna say it, I got thick skin. I sold copiers for 30 years in LA. I got really thick skin on this one because Everyone tends to talk it oh man, please don't do. You guys just can't take this the wrong way, as everyone starts talking about the same thing. There's only so many different ways you can talk about prospecting. There's only said so many different ways you can talk about closing and objection handling, like that. All do respect, because my friends have written some freaking amazing books.
Speaker 4:But after a while and I've been in enough conversations with salespeople who have played mental gymnastics with themselves as they hop from one Salesbook and one sales author to another and what it firms, in my opinion, is this when you guys do not do the inner work and all you do is chase the outer success, you're gonna run from one salesbook to another sales book to another sales book.
Speaker 4:If you can read spiritual books, mindset books, personal development books, and if you can look in the inner cupboards of who you are to become better, then, and only then, read your heart's delight sales books. My opinion I'm throwing it out there. People can hate on me I've been called worse, but creative ideas is about. I mean, I'm bringing spiritual ideas into my coaching. I'm bringing mindset things into my coaching, I'm bringing leadership things into my coaching. I'm bringing personal development things into my coaching and people are going yes, give me more of that stuff the minute, literally, because I've tested this out. The minute I start talking about sales centric type things, I get sales people freaking, tuning out on me all day long.
Speaker 5:People describe it as better people and then they'll be better professionals. Like it can't be at the top of your game if you are not, if you're not one with your, if you know you haven't done your work, you don't understand you. You don't understand what drives you, what triggers you have. Like, if you can't, the best way to be a better professional is to be a better person.
Speaker 2:I want to piggyback on that to say from, like, the social side, what we do know is the personal post, that that relate to business are by far the most engaged post, and when I tell that to sales leaders a lot of times like, oh yeah, we don't allow that, like, why not? Well, because it's LinkedIn is about business. Okay, so let me ask this question If you have an account manager that takes a customer out to lunch, what can they talk about? What do you mean? They said we? You just said they can't be personal. No, no, no, no. I mean on LinkedIn, you can't be personal. That doesn't make any sense. When you go to lunch, 90% of that conversation is personal or more. Why? Because that's where we build rapport and relationship and connect with people.
Speaker 4:Oh so, so spot on. I'm a big fan. I mean, there's one, there's one TV channel that I watch. We stream everything. But I'm a dick, I'm a CNBC junkie, I'm addicted to CNBC and I could watch reruns of Shark Tank all day. In fact, I'm watching it last night and I'm just reciting the evaluations and all that. My wife goes how many times have you seen this? And I go enough. Point being is, there's another one that I watch and I encourage salespeople to watch this one. It's called the Profit by Marcus Lamonus.
Speaker 4:Marcus Lamonus, I just love this guy and he's the CEO of Camping World. I believe he's still the CEO of Camping World. I remember on an episode and I write about this in my second book is he talks about this. He goes business is personal and in the show the Profit yeah, it's made for TV, but there's I mean, it's still real deal stuff and he invests in struggling small businesses. And he said listen, brandon, if I'm going to invest in your business, I got to personally get to know you. I got to get to know what makes you tick. Therefore, he firmly believes business is personal. It's hard for me to get to know you and do business with you if you put this big wall up and this is the whole conundrum with social and think about our trust and credibility sets and then we wonder why we have these issues in sales.
Speaker 5:I work with a sales rep and he was shocked to see the other day it was snooping around in his profile and I've been working with him for two or three years. He's got 10,000 followers and I was like, how do you get 10,000 followers? Well, you know what he talks about. He's a recovering alcoholic and all of his posts are around messages to try to help others that are in the struggle. And if he can help, he's being you know, he's authentically putting out his issues and his problems and how he's dealing with them. And he's a, again, a big mindset guy, big exercise guy, loves to hike and all these things. And I was like, wow, like it's just what you said. And I remember being so shocked and I was like, but that's, but he's not talking. He's not talking about sales at all On LinkedIn. I mean, these are all these are LinkedIn followers. He's not talking about that at all. He's every day putting out something to try to help somebody else who's having a struggle day.
Speaker 2:See, and Larry, I think that is selling from the heart applied to social 100%, 100%.
Speaker 2:And that is some of the stuff that Tom and I get laughed at the most when we talk to sales leaders and CEOs about where's the value of social. Because it's not selling. This is why I hate the term social selling. It's either some hack or some charlatan selling like, oh, we're going to turn on this automation and you're going to have all these leads. Social is about just that. It's about being social, it's about being a human, it's about demonstrating that and allowing people to connect with you, because you're putting yourself out there and then guess what happens? You've been saying this all day Sales come from conversations, but if you're not creating conversations, you're not getting sales, and with social, you've got this thing like you can have. Basically, you know thousands of these digital conversations that lead to one to one conversations every day, but you got to show up the right way, and most people are too scared to show up the right way because they're scared to talk about their journey of alcoholism or anything else.
Speaker 3:Man, I can't believe we're now almost an hour. Larry, I know you need to get to the oh my God, I just looked up.
Speaker 4:You know what? This is a conversation, and I'm just going to share something with you all, and so forth is we've been having personal conversation and business conversation Woving in, or is that a right word, woven?
Speaker 2:Or woven.
Speaker 4:Woven into this whole hour. This requires practice. People, it's all about conversations. It's personal and business conversations. It's all requires practice. Hold yourself accountable to having conversations every single day and you will imagine what will happen to your sales funnel. Sorry, man, we could probably go. We could probably go another hour. Brandon, I want to say this, by the way. It's Brandon's anniversary today, so I wanted to say publicly happy anniversary, mr Brandon.
Speaker 2:Thank you, sir.
Speaker 3:Enjoy. It's not just any anniversary it's his 25th anniversary.
Speaker 2:There you go, yeah, thank you. Thank you.
Speaker 4:You're very welcome. It's been an honor to hang out with you guys. Thank you.
Speaker 2:Well, and I want to say two things or three things, because number one, chris Day, I'm so glad you jumped on and I've loved our zoom call the other day and we're going to keep talking. Number two, I'd say Larry, we did this the exact same thing last time when you were here. We're like we need to book three hours next time. And number three I'm going to say is I had no idea we were an hour into it. I think there was about 25 minutes there where I just kind of fanboyed and was listening to Larry and going through all these mental notes. So like I need to. Okay, I'm going to listen to it again, because I got a deep dive on this and deep that. So I had no clue we were hitting an hour, but that was absolutely, and we agreed we were going to go 45 minutes.
Speaker 3:So you know, oh good, it's okay.
Speaker 4:Hey, Tom Burton, send the invoice to Brandon Lee for the extra 15 minutes. I will do that. Yeah, I will do that.
Speaker 3:All right. Well, larry, I know your book's coming out next year, we'll have you back on. Next year We'll get more on that. Yeah, I think we do like a telethon or something next year. We'll just do like six hours. We'll have everybody come on. It'll be great.
Speaker 2:I wonder if we could pull off like a 24 hour marathon, where we bring Kristi on Larry on, we bring, you know, all the everyone else back.
Speaker 5:I love it.
Speaker 2:I go to bed at 10.
Speaker 5:Oh, it's got to be before 10pm I'm going to tell you about it.
Speaker 2:Larry, just anyone else listening. Where do you want them to go out and find you if they want to reach out and learn more from you?
Speaker 4:You can go to places you can go. You can find me on LinkedIn. I'm not hard to find on LinkedIn, it's Larry Levine. You can find me on LinkedIn in two seconds. And if you want to find out where up to, just go to sellingfromtheheartnet. And I'll throw one last thing out If you want a free, signed copy of my book, just go to sellingfromtheheartnet forward slash book. I'd be more than happy to send you one.
Speaker 3:Well, and Captain Kirk, here is a little nervous brand and about your bigger and bolder self, so don't don't scare the audience.
Speaker 2:If I do blame Larry, he just empowered me.
Speaker 3:That's right, it's all good, all right. Well, larry Kristi, thank you for coming on. Great show.
Speaker 4:Kristi Jones, great seeing you.
Speaker 3:Carson will probably never want to miss a show again after a year's about to.
Speaker 5:Permanent Carson replacement right here.
Speaker 3:Thanks everybody, you're welcome.
Speaker 4:See you guys later.
Speaker 3:We'll talk about it.
Speaker 2:All right.
Speaker 4:Take care Bye.
Speaker 3:Hey, tom Burton here and I wanted to personally thank you for listening or watching today's episode of socialselling2.0. If you enjoyed or found value in today's show, please share with your friends and colleagues. Also, we'd really appreciate it if you could leave a review on iTunes or your favorite podcast outlet. And please also subscribe to our YouTube channel and join our free online community at socialselling2.0.com. There you'll get free access to the latest social selling resources, training sessions, webinars and can collaborate with other social selling professionals. Thank you again for listening and I look forward to seeing you in our next episode.