Ep3 Building Your Business with Reach and Reputation

00;00;00;00 - 00;00;11;24
Joe Blackburn
You know, the key to what we teach around pillars is to eliminate a lot of people. Not so much. Take care of everyone we can get and close everything we can get. It's more about who qualifies and who fits, and that's more about just getting to know someone.

00;00;11;26 - 00;00;26;24
Speaker 2
Welcome to Sales Assassins, the podcast that unveils the lost art of word of mouth marketing for professionals just like you. We cover everything from building relationships and nurturing connections to overcoming the challenges of modern marketing.

00;00;27;00 - 00;00;29;28
Jason Croft
You'll learn how to stand out in a crowded market, charge.

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Joe Blackburn
Confidently.

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Jason Croft
For your services, and create an army of people.

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Speaker 2
Recommending you without hesitation. Now let's dive in and make you deadly effective at sales.

00;00;44;11 - 00;00;47;22
Jason Croft
Welcome to sales assassins, Joe. How's it going?

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Joe Blackburn
It's going well, man. Great to see you.

00;00;50;07 - 00;00;53;24
Jason Croft
Oh, yeah. This is fun. Episode three. We're on. We're rocking and rolling.

00;00;53;27 - 00;00;55;16
Joe Blackburn
Three already?

00;00;55;18 - 00;01;22;09
Jason Croft
Exactly. Pretty soon it will be 303,000. Well, you know, this guy's a wuss. That's right. So it was funny. I was watching some content, you know, this this weekend and. And listening to a guy named Dan Martel. I kind of just knew on my radar, super sharp. He talks about he had this quote. That's essentially everything you want to accomplish is on the other side of your reach and your reputation.

00;01;22;11 - 00;02;04;14
Jason Croft
And I thought that was so succinct in and of itself and so true. But also what really hit me immediately was the alignment that that has with your approach with folks in assassins, with everything you do, like your business itself, you know, leaning into word of mouth as your primary marketing strategy. And that only works, certainly if you have a good reputation and I think I think there's so many examples that you have of that, how that can work well and not so well when you when you don't pay attention to that.

00;02;04;17 - 00;02;29;11
Jason Croft
And I think this is an interesting concept to once again be purposeful with something. Your reputation. When some people think, oh well, that's out of my control, I can't get into that, right? Well, there's a there's a lot in your control when it comes to that. Does that. Do you feel that alignment in in terms of how you help people in assassins, you know, work on that reputation and how people think of them?

00;02;29;14 - 00;02;49;05
Joe Blackburn
Yeah, I do. And, you know, I, I've been in some form of networking for, I don't know, 100 years, 25 years, whatever it seems. And I think there's a couple aspects you hit on there that we really want to hone in on. The first one is what not to do. You know, all of us have been involved in an organization, a group, a social club.

00;02;49;23 - 00;03;17;23
Joe Blackburn
It doesn't matter what it is, but I promise you, everyone has been involved somewhere where they know that person, that when they come around, everyone does this, you know, they they know. So from a reputation standpoint, you don't want to be that person. You don't want to be the person that gets ostracized or socials or so, you know, intent on getting business done in these different opportunities that people just don't want to be around you.

00;03;17;25 - 00;03;41;09
Joe Blackburn
So let's just get that one out of the way. Like I always say, just keep social. Social. You know, there's ways to pivot and we'll get into those at some point. But in the meantime just keep social. Social. And then there's the other end of that spectrum where and I had this with a client I also do yesterday where they actually have a lot of reach, but they don't see themselves having that reach and they don't capitalize on that opportunity as well.

00;03;41;09 - 00;03;59;18
Joe Blackburn
And we're working on that. And that saw a pretty big transformation. But you know, I used to I call it big dog syndrome, where, you know, like when I was a kid and I don't know if this is helpful for you to envision, but when I was a kid, I had two dogs, Laddy, who was a full grown collie, and I got a puppy named Rudy, and he was a lab, while Rudy grew to be 120 pounds.

00;03;59;18 - 00;04;23;25
Joe Blackburn
And his paw was the size of my yard, but he never saw himself as bigger than Laddy. So he out of his out of his purview and out of his vision, he would see himself as the small dog. And with this particular. Yeah. And so, like with this particular client, they actually went to an event over the weekend and he had someone with them who pointed out to him, man, everybody's coming up and talking to you.

00;04;23;25 - 00;04;43;21
Joe Blackburn
Everyone wants to be in your presence. Everyone wants a piece of you, essentially. And he had never really experienced that, even though I actually text him. Don't forget, you're a big dog. But he had to he had to have someone like witness it to see that. So it's like that even though he had some reach there, he wasn't as confident.

00;04;43;23 - 00;04;58;16
Joe Blackburn
You know, making those relationships stronger, pivoting the business a bit. Person himself. Some of the things that we work on, when you're going to something, you know, that has a social component to it, and it was because he saw himself still as the small dog, and he's not he's crushing it.

00;04;58;18 - 00;05;17;27
Jason Croft
There's an aspect to that, you know, that that shows good character. You know, in a sense that, like, they're not you know, we've seen the people who aren't a big dog and they're trying everything they can to to appear that way. Right. But at some point it's really important that you embrace that fact that, oh, I belong in the room.

00;05;17;27 - 00;05;46;27
Jason Croft
I belong with these folks. I can help these folks. So let me show up that way, because it is I think we've all experienced that too. There's just an end to arresting dynamic that happens with one person alpha over the other. And, you know, not even purposefully, but there's it's just in the dynamic and it's it's interesting and it takes a really purposeful, you know, I gotta I gotta get over that.

00;05;47;03 - 00;06;10;18
Joe Blackburn
Well, I call it and and I didn't coined this, but I've used it for 20 years. Strategic intent. The more strategic I am about going somewhere and who's going to be there and how it's going to play out and who I can interact with. The more confidence I have versus it all being random and reactive. So just having, you know, having somewhat of a game plan on how I'm going to go about this and you got to be careful.

00;06;10;18 - 00;06;28;04
Joe Blackburn
Like, again, you don't want this. So like check your motive, your motives going to get checked for you. Right. Like people want to know why are you asking what are you. You know, like what's behind this. So you have to work on that. But it's really about having a strategy to expand your reach without being a pushy salesperson.

00;06;28;07 - 00;06;50;18
Joe Blackburn
And it's a delicate balance. You may step on your, you know, your toe once in a while or someone else's toes, but it's the more strategic you can be around an event you're attending, the less likely that is to happen. You know, we used to call it bumping shoulders. We would strategically bump into some people. We just wanted to talk to you like I took it, as I'm getting to know them as much as they're getting to know me.

00;06;50;20 - 00;07;13;29
Joe Blackburn
You know the key to what we teach around pillars is to eliminate a lot of people. Not so much. Take care everyone we can get and close everything and we can get. It's more about who qualifies and who fits, and that's more about just getting to know someone like. And you understand that, like people even higher up in what you would consider and hierarchy, status, whatever it is, they're all the same.

00;07;14;02 - 00;07;34;02
Joe Blackburn
Everybody gets nervous, everyone spears, everyone, you know. So I try to help our, you know, our people understand that. Like just because someone has accomplished something or done something, it doesn't mean that they don't have the same concerns. We actually did a funny little thing. I did an in person out in Utah, and I read someone's poem because you can read anyone's on.

00;07;34;02 - 00;07;55;11
Joe Blackburn
You say you've experienced a lot of pain. There's something you deeply want, there's something missing. And that's true of all of us. There's like freedom. So like it's true, right? You read my poem. You read my mind. Because that's. So I want when we're working with someone around what they're doing and getting out socially. It's really like a strategy around it.

00;07;55;13 - 00;08;16;26
Joe Blackburn
And avoid leading with business. And it's just easy to say, keep social, social. That's that's the way to start to expand that reach. And then you can start making judgments on do I attend this? Do I go this? Like I had an example, I was invited to something to Saturday. And, you know, if I was 27 years old and wanted to be out all night on Labor Day weekend, it might have been something I was doing.

00;08;16;26 - 00;08;41;19
Joe Blackburn
I just it gave me a feeling of like, that's not where I wanted my springboard to be in this arena. So I declined politely and did something different and still maintain the person who invited me and everything. But it's just you're going to have if you do want to get with what BMR tell saying what's on the other side of that, you have to figure out a way to get to the other side and if you're not strategic, it could be like trying to find something without a map.

00;08;41;22 - 00;08;44;20
Joe Blackburn
You have to really hone in on that.

00;08;44;23 - 00;09;16;10
Jason Croft
Yeah. And I think what's I think what's really kind of a fun perspective, especially for the folks we're talking to, I would say most business owners, honestly, but certainly these individuals who need to sell themselves to, you know, get business for themselves, right? This becomes your job to be social, right to go and in your area it. And I guess for some people that could be horrible.

00;09;16;10 - 00;09;38;13
Jason Croft
To me that sounds like, oh wow, that's a blast to go. And, you know, connect for a living. And when you take that approach of, oh, right, when I go run errands all the way down to the what am I going to do over Labor Day, you know, and you make business sort of decisions in that and still like, you talk about it still the day.

00;09;38;13 - 00;09;55;21
Jason Croft
It's like I'm there to be social first and foremost. I'm there to get the eggs and milk first and foremost. But having that strategy in that mindset that everything's an opportunity because of the profession I'm in, I can help so many people. Let's find out if there's somebody I can help today.

00;09;55;24 - 00;10;17;00
Joe Blackburn
Well, and, you know, if we had this assassin's call yesterday. So one of the things that we're, you know, focusing on is every connection is an opportunity. Every person you're connected to or every connection is an opportunity. It's just can you be curious and up connect enough, figure out if there's a fit and help someone, or if they have someone you can help.

00;10;17;00 - 00;10;38;18
Joe Blackburn
So if your attitude is everything that I'm connected to is somewhat of an opportunity, it starts becoming about making so many connections. It's more about how can I filter out and, you know, do good through the connection me. And by the way, I want to ask one of these things like, you know, Martel also has a thing that he talks about where some people do business and trying to make all the money themselves.

00;10;38;20 - 00;11;04;21
Joe Blackburn
So like, it should be one of those things where everybody benefits, everybody prospers. That's who people want to be around, but they don't want to be around a penny pincher, you know, deal. Hagler. They want like abundance comes from abundance. Like if I think abundantly, you know as much as I can more opportunities coming. But in in that regard it it's really how can I make this just like the second nature.

00;11;04;21 - 00;11;18;20
Joe Blackburn
I you know, we talk about pillars in a couple of these episodes and and if you think about, well, what's kind of the end game like what does this look like, what is it like I'm ascending, you know, we're actually breaking down and putting levels to it because we've got an idea from doing it for so many years.

00;11;18;20 - 00;11;36;06
Joe Blackburn
And how many people develop like kind of where the stair steps go, but at the end of it, at the end of it all, it's I am doing the things I enjoy with the people I like, and we're all making a lot of money together and unfulfilled and happy and giving back and all the the good things around it.

00;11;36;09 - 00;12;00;04
Joe Blackburn
And that's where it kind of culminates is, okay, how do I get there strategically? And who do I say yes to more then? Who says yes to me? Because you'll as you ascend, you'll find you're going to say no to things because of what we're talking about, because we're trying to figure out where to go. And if you say yes to everything, then it kind of loses its value and you're, you know, you're overwhelmed.

00;12;00;04 - 00;12;15;21
Joe Blackburn
But the experience itself is I find the things that I like to do and the other people that like to do those things, we do them together and we all make money together. I mean, you know, I've been around the block a little bit. I'm 48 years young, and I have a rule if we're not going to make money together, I'm not going to spend time with you.

00;12;15;26 - 00;12;35;27
Joe Blackburn
And it's not because I'm greedy is because I have five kids and run a couple businesses. And it's like, if we're not going to prosper together, if we don't have an opportunity, you know, I'm not going to be your party animal. And not that anyone's really asking me to do that. But if you start thinking that way, like, yeah, how I want to spend my time with people that want to excel and prosper together.

00;12;35;27 - 00;12;58;13
Joe Blackburn
That's why we have an inner circle mastermind, you know, that's people that are trying to do the same thing in different areas of the country and different businesses, but it's the same premise. Like, I don't give my time to people that don't help me excel and I don't help them. It's a it's a two way street. So but that's how it's built in the beginning, especially if you have to go out into your community in different organizations, be that guy or gal.

00;12;58;15 - 00;13;21;17
Jason Croft
Oh yeah. Because that gets to that. Yeah, that reputation part. And it's also, again, being purposeful without the sitting down and making a decision like that, like, this is who I am. This is where I want to spend my time. And again, it's very it's very purposeful. But it's also it's for your greater good, you know, you number one.

00;13;21;17 - 00;13;46;06
Jason Croft
And again it's not so I can, you know, Scrooge McDuck, dive into my pile of cash. It's because I can if you want to do that. Awesome. But, you know, there's also just an there's so much time on the planet to have with business, with work, with your family. Like, what can you do in each minute of the day that has a bigger, better impact?

00;13;46;08 - 00;13;52;08
Jason Croft
And it's just being purposeful with that and deciding what that is for you and moving forward. I think that's fantastic.

00;13;52;11 - 00;14;15;21
Joe Blackburn
Well, and you can think of it as I call it, levels of leverage. So what leverage do I have with my output with my time? So I want different levels. And as you know, I think that I can't speak for D'Amato. Obviously, what he's also saying is I have way more leverage in my output into those higher, you know, wealth and status and different things.

00;14;15;21 - 00;14;35;28
Joe Blackburn
I get way more same output if I go if I go to the keg party, I go to this one. Like which one gives me the most leverage? It's not this one. So I want to be on the other side of what I decide to do. I want the most leverage with what I'm trying to accomplish because times of scarce resource we all have, and in the beginning we get upside down on time because we're probably doing everything.

00;14;35;28 - 00;14;52;00
Joe Blackburn
A lot of our assassins are in that level one, level two, or they're yeah, they're out doing their pillars and they're learning it and they're getting the muscle memory and it's become unconscious competence, but they're also doing everything else, you know. So it's like, well, I still have to take it home, cook and clean it and all those things.

00;14;52;00 - 00;15;15;01
Joe Blackburn
So it's how do I leverage my time? And the faster you can ascend, the more leverage you get. But remember, if you are a as my kids would call it, a try hard, you'll get ostracized. So it's like, don't be loud, I'm noxious. And me, me me, me me. There's a way to go about this where I think it's I mean, it's this is not novel.

00;15;15;01 - 00;15;33;21
Joe Blackburn
It's like, be a giver, give your time, give your sweat equity. Try to be someone that is known as something that will give their time in the beginning, especially, and then their money. But if I can give more, I will receive more. I think that's, you know, written in some and really important book. Yeah. But you know what I'm saying?

00;15;33;21 - 00;15;49;27
Joe Blackburn
Like that's where I think people but I think people go into these expecting immediate gratification through, you know, the relationship building. And it doesn't work that way. And if you try to force it, you're get your reverb and then go backwards. I've seen that as well. Right.

00;15;49;29 - 00;16;17;19
Jason Croft
And and that goes in line. We kind of wrap on this point of, of that reputation part of it because as you know, good friend of mine, Coach Suzanne Taylor King talks about is that like who's talking about you and how in rooms you're not in and that's you talk about reach when you've you've worked on these pillars and you've put this together and you've built this reputation.

00;16;17;21 - 00;16;26;28
Jason Croft
I mean, that's the ultimate. It's not just, oh, you should meet so-and-so this and that. It's what are they saying in those rooms you're not in? I think that's huge.

00;16;27;04 - 00;16;42;26
Joe Blackburn
Very in. And we call that singing your song. Someone else is singing your song. You know, their hum and your song along, or they're singing it out loud and someone else hears that, like, what is that? And then I just call that singing in your car. You want other people sing your song. You want an army of people singing that song all everywhere they go.

00;16;42;26 - 00;17;01;03
Joe Blackburn
And in social networking or networking or however you want to describe it, the one of the fastest ways is being or someone that does things, get things done, and is enjoyable to be around and not pushy. So like if you had to give yourself an identity in that I'm going to be there, I'm going to enjoy this, I'm going to give back and I will not talk business.

00;17;01;03 - 00;17;24;10
Joe Blackburn
I keep things social, you know, keep social, social. I'm not going to talk business unless it's talk to me. Then I have permission to put the business cap on and start talking and probably not there. We had this discussion yesterday. We had a young man in our assassins that was something or someone over the weekend, and he went into a sales presentation at the event and then was like baffled by like what happened.

00;17;24;12 - 00;17;26;09
Joe Blackburn
And it's like, dude, you I mean.

00;17;26;16 - 00;17;26;26
Jason Croft
What.

00;17;26;26 - 00;17;40;06
Joe Blackburn
You do say, I can help you with that. Let's talk on Tuesday at coffee. This isn't the place. Show some show some IQ, like awareness. Hey, this this is not the place for me to break down how we help you. Let's. But I can't help you. She's not here. That's.

00;17;40;12 - 00;18;01;24
Jason Croft
That's both long term thinking. It's EQ like you talk about. And it's it's also a great positioning. I mean, that other person immediately put you in a different category then when you roll right into even if it's at a subconscious level, even if they've said like, oh, how do you help people? And you come back with, oh, right.

00;18;01;26 - 00;18;06;17
Jason Croft
Yeah, there's, there's so much we could do. This is no place, you know, let's keep having a good time. Let's talk on Tuesday.

00;18;06;24 - 00;18;23;10
Joe Blackburn
Well, it shows your level of awareness around confidentiality because people get excited and want to talk about stuff and they forget, like they get talent into what they're saying. So it's like, zoom them out for a second. Hey, this isn't like I'm going to protect I'm protecting you. You're about to talk about some things that maybe you don't want everyone around here knowing.

00;18;23;12 - 00;18;44;06
Joe Blackburn
I'm confident and professional. Let's talk here. Let's enjoy this. But yes, I can help you. That does subconsciously send them that you'll protect them because you're not going to allow them to go down a road in public. And by the way, you can get quagmire there as well. And you don't want that. And so from your standpoint, I don't want to get into some sort of quagmire conversation about something.

00;18;44;06 - 00;19;04;03
Joe Blackburn
I don't know enough about them. So the one key, by the way, when you do these things, know your calendar. Like when I say be strategic, know next week's calendar so that if that comes up, hey, I've got lunch available on Wednesday. Let's grab that x x y, z. I'll follow up with a text and let's go back to having fun here.

00;19;04;05 - 00;19;33;29
Joe Blackburn
That way I'm not waiting 48 hours, 72 hours to follow up and try to wrestle that back because time heals all deal. So, you know, if I put up 2 or 3 days in between that the moment may be past. So it's capitalizing without being pushy. And if you are organized and have strategy, then it's super easy to pivot and be seamless to get the next step, which is to find out if what you do is something that they really want or need, and you are a fit not to sell them.

00;19;33;29 - 00;19;36;08
Joe Blackburn
Your product.

00;19;36;10 - 00;20;07;29
Jason Croft
Yeah, and I love this too. I want to I want to end on this point that you brought up before we started recording, which is you're living this right now, you know, as a from scratch, right? You know, obviously you have your years of experience and you have, you know, the groups and the people in the business. But in terms of location, you're starting this from scratch and you're not you know, I think you you could be in a situation of like, well, let's have some online.

00;20;08;01 - 00;20;19;10
Jason Croft
I've got my thing. It's humming, it's going. But no, you're like, oh, this is what I do. I'm going to help more people. Let me get into my community. You're doing this right now because you just moved.

00;20;19;12 - 00;20;38;24
Joe Blackburn
Correct. So, you know, one of the things I've always been taught and taught and teaches be curious. So like when I get introduced to someone, I mean, I'll write them like attorney or litigate them on, but be curious about other people and what they do and start to figure out, you know, how could I help them? What do they need?

00;20;38;24 - 00;20;53;18
Joe Blackburn
That's just that's just a great place to start with. Anyone is like, oh, tell me about that. And it's super easy. It's not like you have to pull profile sheet out and start doing that. Like, hey, tell me about your family. Where are you from? I mean, it's the common questions, but you got to listen differently. What do they do?

00;20;53;18 - 00;21;06;17
Joe Blackburn
And then if they ask about what you do and you go into we we actually had this conversation yesterday on assassins. If you go into the Pledge of Allegiance or whatever it is you do like it. Games over.

00;21;06;19 - 00;21;07;02
Jason Croft
Right?

00;21;07;03 - 00;21;31;10
Joe Blackburn
Oh I seeing like I would state what I do or who I briefly and create. I want to create more than anything. I want to create some curiosity like the lunch I had yesterday, the person and we exchanged text and a week or so ago, and he's like, I want to learn more about what you do, because I have gotten to the point where I can say just enough about who I help to leave them hanging on about, well, is that me or how?

00;21;31;10 - 00;21;52;24
Joe Blackburn
And by the way, I'm, I'm a target for all salespeople because I'm here to deploy capital and buildings and business. So like there's a two way street there like and so attorneys, realtors, salespeople, they're everywhere here. And I'm trying to, you know, do what I preach. I'm trying to figure out who would be a fit, who's a good influencer.

00;21;53;01 - 00;22;12;21
Joe Blackburn
You know, I've got, 1:00 today with the person that owns this building. He's been phenomenal to me, knows everyone. He's been here 29 years. You know, I don't like rammed down his throat what I do, but he keeps asking. He's a great dude. If you see this, Jimmy, you know I love you. But, you know, I got to know him in the last month, and it's like you're building an actual relationship.

00;22;12;24 - 00;22;30;28
Joe Blackburn
And there will come a point where you can pivot. You just have to get a sense of when to make the pivot. And if they open the door, you better step through it. And that takes like that's not innate in all of us. We had a young man yesterday and I might say, oh, man, must be like, I'm 80.

00;22;30;28 - 00;22;59;02
Joe Blackburn
I'm only 48. He had the door open for him and over the weekend, and he wanted to meet the need of not being comfortable. So he wanted to get back to comfort. So instead of stepping through the door, he went back to another social opportunity and he could have easily made his pivot. So that hurts. Reach, by the way, because someone actually did open the door of the specific and he's like, well, let's get together and do this because it was uncomfortable.

00;22;59;02 - 00;23;21;20
Joe Blackburn
So it's not like this happens innately. You have to be able to, on a dime, pivot to that. If the opportunity presents itself, it takes reps. He did a follow up after we talked on the call on how, hey, I was thinking about what you said. I'd really like an opportunity to talk to you about. That was kind of like in the moment he kind of got like, oh, well, we're going to ride razors in two weeks because just not as muscle memory.

00;23;21;20 - 00;23;29;05
Joe Blackburn
So it's that's okay. But you want to get to the point to where at the drop of a hat, if it happens, you're there. You just don't start that.

00;23;29;05 - 00;23;39;10
Jason Croft
Give me some detail on that, because it sounds counter to what we were just telling folks of. Hey, don't go into presentation mode there or anything like that. What how is that different that where he should have stepped through?

00;23;39;16 - 00;24;03;07
Joe Blackburn
It's not the presentation. Don't ever do that. It's getting to the next step. That's the difference. It's not about products. It's not about solutions. It's the next step. And he was presented with the opportunity to do a business quote by that person directly. And instead of saying, great, let's do that because there's the oh, there's the pivot point.

00;24;03;09 - 00;24;19;05
Joe Blackburn
It's not like, hey, okay, well, give me all your information. And we're at a point, you know, I'm no, I'm at this party, but hang on. And it's not that thick of it. It it's I'm glad you pointing that out. Think of it this way. It's like many steps to the end. And it's a qualifying on both parts.

00;24;19;08 - 00;24;37;15
Joe Blackburn
When you're in services, when you're consulting services, you should be qualifying as much as you're being qualified, if not more. And he was given the opportunity to go to that exact next step. And instead of doing that, he put a big step in between it. Does that make sense? Like he put a so.

00;24;37;17 - 00;24;59;13
Jason Croft
You delayed it unnecessarily in. And again it's a I hope people understand this nuance too because it's it's also it's not just the steps. It's the reason behind it, the energy behind it because it was out of fear and avoidance. Not, oh, this might come off this, this is better business to wait.

00;24;59;16 - 00;25;18;15
Joe Blackburn
We'll think about it this way too. If he were to lead with that recommendation, then don't do that. But it was recommended to him. Let's do this. And then it was like, you know, it's like so it's it's a nuance. So when I teach what I call safe source range pivot, I source names, I arrange introductions, and I pivot in the moment.

00;25;18;22 - 00;25;41;14
Joe Blackburn
That was a pivot. In the moment that he did make a pivot, it just wasn't the one that I would say is the most effective. It doesn't mean it's dead. Just think about that though. Like instead of having the coffee launch in office appointment to take that very next step, now they're going to put two weeks between it and a full social calendar.

00;25;41;17 - 00;25;59;23
Joe Blackburn
It doesn't mean that would have been so in practice. That would have been my oh by the way, that would have been my back. Like if I was going to fall back. So let's just play this out in real time. I'm talking to you and you say, yeah, I'm interested in what you're saying. I'd like to get you to give me this information, which was like in this instance, an insurance quote I'm on.

00;26;00;02 - 00;26;17;04
Joe Blackburn
Yeah. I'm open that I'd like to do that. So then when that is said in my in the warm up pivots, the business has been given permission. Like you've said to me, I can throw that business hat on right now. I'm not led with it. I'm not brought it up. I kept it social. But you brought it up to me, which is my role.

00;26;17;07 - 00;26;36;23
Joe Blackburn
If you bring it up to me, doors open and he had the opportunity say great next Tuesday. And that's why again, I'll go back to know your freaking calendar, know your pipeline, that you know those two things. I can solve all your problems. Which calendar, which pipeline? Oh, I've got Tuesday at 1011. Let's grab coffee, soda, lunch. I don't know, whatever you do in that.

00;26;36;23 - 00;26;55;07
Joe Blackburn
It's in Utah, so I don't think they do coffee, but breakfast. But instead it was like, oh, well, you need to meet this other person on my team and let's go do this, because the level of comfort was, oh shit, I'm getting what I asked for. Now. I got to show up. Yeah, I'm on ads. Okay. Like he's great.

00;26;55;07 - 00;27;18;16
Joe Blackburn
And by the way, great dude. Huge improvement. He got a standing ovation and assassin's like two weeks ago because his confidence is going like this. But he got in a situation where he didn't have a lot of muscle memory and he didn't chew it, but he just prolonged it. And time heals all deals. So what I'm saying specifically there is if I say to you, yes, I am going to do what you're really wanting me to do next and you sell it back to me.

00;27;18;18 - 00;27;31;02
Joe Blackburn
That creates time and that kills deals. So in that specific moment, it's getting to the next step, which is having them come in and bring them the information I need to help them.

00;27;31;04 - 00;27;31;20
Jason Croft
Gotcha.

00;27;31;21 - 00;27;32;26
Joe Blackburn
Does that make sense?

00;27;32;28 - 00;27;36;03
Jason Croft
Yeah. Thanks for clarifying that. Yeah absolutely. Absolutely doctor.

00;27;36;05 - 00;27;39;26
Joe Blackburn
Clarifying it. That's why you're here. Because I, I don't want to confuse.

00;27;39;26 - 00;27;59;05
Jason Croft
There's the translator. I'm like you. And they did it a little bit I think I think it is. It sounds like in that situation it is a little bit more of the muscle memory. Right. Like he just hasn't done this so much. But it goes back a little bit to, to the the big dog situation that we're in to of like, hey you, you know, they're asking you for this reason.

00;27;59;08 - 00;28;21;22
Jason Croft
They see in you that you can be a solution for them. Stand in that and be confident in that. So yeah I think that's that's fantastic. Yeah. Why I appreciate this has been this has been a blast. So much so much nuance as we get into this. You know, it sounds just like, oh yeah, what about do this thing and it is it that's I mean, that's why assassins exist.

00;28;21;22 - 00;28;22;20
Jason Croft
That's right.

00;28;22;23 - 00;28;42;16
Joe Blackburn
Well, that's where we troubleshoot those little things. And it's accumulation of, of like, okay, now try this. And you know, if you, if you ever just want it part and go at someone, you can just know. Once I start to direct, once I become a sales warrior and I'm coming at you, human nature would be to do what?

00;28;42;18 - 00;28;43;17
Joe Blackburn
The runaway.

00;28;43;17 - 00;28;45;05
Jason Croft
Block. Yeah. Oh.

00;28;45;08 - 00;28;50;01
Joe Blackburn
Wow. So that's why it's deadly to become an assassin?

00;28;50;04 - 00;28;59;06
Jason Croft
Yeah, absolutely. All right. It's been fantastic. Good. Good place to wrap here. And, I think we've given some given folks some, some good info for sure.

00;28;59;13 - 00;29;01;07
Joe Blackburn
Awesome. Thanks, man.

00;29;01;09 - 00;29;15;17
Jason Croft
All right. We'll see you next time. In a sea of endless digital noise, your ability to connect and generate authentic word of mouth is your deadliest weapon. Whether you're just starting out or you're looking to break through to the next level.

00;29;15;24 - 00;29;23;07
Speaker 2
The principles we discuss here are your blueprint for success. It's all about being the most trusted and valued in your network.

00;29;23;11 - 00;29;25;02
Jason Croft
To maximize what you've learned today.

00;29;25;03 - 00;29;29;10
Speaker 2
Visit Join Sales assassins.com to see how you can become a true sales.

00;29;29;10 - 00;29;33;29
Jason Croft
Assassin in your industry. Until next time, keep sharpening your skills.

00;29;34;02 - 00;29;41;00
Speaker 2
Expanding your network. And remember, in the world of sales, the true assassins strike silently but effectively.

00;29;41;00 - 00;29;42;06
Jason Croft
By doing what nobody.

00;29;42;09 - 00;30;00;12
Speaker 2
Sees coming. Building genuine connections and powerful relationships. Stay deadly. Stay authentic and we'll see you on the next episode of Sales Assassins.

00;30;00;14 - 00;31;35;14
Joe Blackburn
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