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Creating Purposeful Habits: Getting More Focused On Your Goals with Karen Huller

TBT 38 | Purposeful Habits


Habits are key to getting where you want to go in a shorter amount of time. Everything we do is about the habits and the standards that we create. Those habits can be productive or unproductive habits. They run on autopilot, and that can be a good thing if you don’t have to think about doing the right thing at the right time. However, if it’s automatically doing what keeps you from getting to where you want to go, it’s inhibiting you from what you really want. Karen Huller, founder of Epic Careering and author of Laser-Sharp Career Focus: Pinpoint Your Purpose and Passion in 30 Days, talks about creating purposeful habits so you can get more focused on your goals, reset your priorities, and gain greater fulfillment. She says it may feel overwhelming to take make changes and adopt new habits, but it really doesn’t have to take a large investment of time and you can take it as a challenge and start with minimal incremental changes that can make a huge impact.

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Creating Purposeful Habits: Getting More Focused On Your Goals with Karen Huller

On this show, we focus on ways to get you back to regain your focus, to reset priorities and to take back time, not literally but in the ways that we approach our time management in our thinking systems. I’m super excited to have Karen Huller with us. She is the Founder and Owner of Epic Careering. They help corporate professionals to gain greater fulfillment and improve their impact at work. That means productivity. I’m super excited to have you here.

Thank you so much.

I like people to tell us more about themselves directly from your perspective because we can all read your bio, but we want to know a little bit more of how did you decide to get into this background and to help corporate professional.

I was a recruiter. I did IT recruiting, executive recruiting, clinical recruiting, and I love being able to put people into jobs that were a fit, but I found myself saying no more than saying yes. I found myself more inclined to want to teach people how they could get the yes. One fateful day, I decided to do that with the help of a coach. What I was finding and how this practice has evolved is I wanted to help people with the pragmatic step of finding that next level of fulfillment in their careers. What I found that was true of them and was also true for me, especially after I had kids and was working from home with the kids, that habits are the key to getting where you want to go in a shorter amount of time.

I don’t know why we call it time management because it’s a positive habit creation and management. Everything we do is about the habits and the standards that we create. Those habits can be productive habits and they can be unproductive habits.

We have to first be aware that habits are working or not working. That’s why we can’t do anything about them because they run on autopilot, that’s what habits do. They just sit there running on autopilot and that can be a good thing if you don’t have to think about doing the right thing at the right time. It’s inhibitive to what you really want if it’s automatically doing what keeps you from getting to where you want to go. Unfortunately, our brain is just like any strengths. Any strength can become a liability. It’s the same with that part of our brain because if we can adopt a good habit, then we don’t have to think about it. It is not a decision point that we have to make at our day. It’s just something we automatically do. If you ever change a habit like fitness, you get into a habit where you’re exercising daily and then you don’t have to think about it, it actually pulls you into it.

Habits are key to getting where you want to go in a shorter amount of time. Click To Tweet

You don’t have to push it anymore. In beginning, you have to push and then eventually when the habits adopted it pulled you into doing it. Most of us experienced that with fitness, but it’s true of how we manage our time. It’s true of even our mindset, the things that we need to think about that will pull us into action. If you have to look at your milestones and break them up and then meet your milestones in order to get where you want to go, then you need the habit to pull you into that action. The brain is protective of us, which is a good thing, it will keep us in what’s comfortable and safe. That’s a primitive instinct so we have to override that somehow. There are ways that we can leverage our brains, override that compulsion to want to stay where we are and the habits that we have, so we can create the change that we want to see and then get different results.

 I want to just highlight some of the things that are really important. Creating habits is the hard part. It’s once you get in rhythm and it’s become a habit and I call it a ritual like when it’s graduated from habit, which is maybe unconscious and unpurposeful to a ritual, which is a purposeful habit. It’s hard at first. Help us train our brain. How do we do that? We know we want something different, but our impulse is to say, “Don’t do it. That’s going to be painful. Go the other way.” How do we do that? How do we take that first step and work through the pain that happens when we’re creating new habits?

TBT 38 | Purposeful Habits

Purposeful Habits: Be self-aware about where you really want to go and be clear about that vision or focus.

There are two things that you need to know about yourself before you start a habit. One is what do you want? Sometimes we’re up to goals that aren’t our own, somebody else assigned them to us. If that’s the truth, then we’re going to wind up sabotaging ourselves at every point. Our brain is not going to be on our side. Somewhere deep inside your subconscious, it’s like, “You were told you want it, but we don’t want this. We want that.” The first thing to do is to be self-aware of where you want to go and then be clear about that vision and that focus. Tony Robbins has this saying that I used to have on my whiteboard right across the shop, “Action without a high level of focus is the drain of your fortune.” You have to first make sure that you are adopting a habit that’s in alignment with what you want so that when it does become a habit, you’re pulled into it and it’s for the right reasons, it’s going to get you where you want to go.

The other one is understanding your tendencies. Gretchen Rubin wrote several books, one that particularly introduces these Four Tendencies of forming habits. There is the obliger, which is somebody who will do something for you. They are inclined to do with externally what other people keep them accountable to do and neglect what they want for themselves. If that’s you then you need an accountability partner, because you’re going to be more inclined to do it for somebody else than you’ll be inclined to do it for yourself. There’s the questioner, who needs to understand exactly how this works before they’ll buy into it. The upholder, who will do it just because they believed that it’s right based on what other people have said and who they want to be for those people. Then there’s the rebel who’s not going to do it because they think it’s your idea. That awareness will help you create a system that will help you adopt the habit more easily.

With the clear vision, that a lot of people, they don’t write down their goals so they get caught up in what’s happening and they’re not thinking what are they creating. Really understanding what they want for their life one year, three years down the road and so forth can make a huge difference because people don’t spend the time to reflect, to be clear of what they want and what their path is. I totally get that. In terms of the tendencies, you are saying that one needs to understand which kind of person you are, whether you’re an obligor and you just do it because other say or whether you don’t know how yet, so you’re not taking the move, is that what you’re saying?

It helps to understand what your challenges are going to be in adapting habits beforehand. You can strategize with them, for them.

One thing that is clinically proven to help the area of your brain that is responsible for focus is to spend time to let your thoughts flow. Click To Tweet

Something you said struck me as important for people is accountability. You said that in some cases, you might need an accountability partner and I would argue in all cases you need an accountability partner. We suck at holding ourselves accountable even when we want something. I know when we have a clear vision and we’re connected to it and we feel passionate about it, that it can be something that holds us accountable because it’s a part of who we are. It would be painful for us not to achieve whatever it is that we’ve set forth. I’m a firm believer that an accountability partner ups the game. It means that you’ve created a level of commitment outside of yourself because you know that stuff’s going to come up and that you need that. I believe it helps you to focus as well. What’s your opinion on that?

If your accountability partner is aware as you are of your tendencies, then they can be a much more powerful accountability partner. If your accountability partner, for instance, doesn’t know that you’re a rebel, then you’ll wind up getting ghosted. You don’t understand why, but it’s because they don’t want to be accountable for you. They don’t want it to be your idea. They don’t want it to be doing it for you. They want to be doing it for them and they’ll sabotage themselves just because they don’t want to be accountable to anyone. If you’re an accountability partner for somebody who is a rebel, then what you need to understand how to do is to make sure that they remember that it’s their idea, it’s what they want and they’re in charge. If they let a bad habit stay in place and keeps them from where they want to go, then ultimately they’re letting the bad habit have control.

In the case that you’ve got a rebel personality type, that person and I think any accountability partner is best off, you never tell somebody what to do. If you’re my accountability partner, I’m telling you this is my goal and then that person’s job is to ask questions and just to support me to reach the goal and not to tell me what to do.

That’s a good clarification for any accountability partner.

I don’t even know if you have to be a rebel. I wouldn’t like it if my accountability partner is starting to tell me, “You said you were going to work out two times a week, but I think you should work out four times a week.” I probably would get myself a new accountability partner. Although that would be a coach. We pay people to push us harder than we push ourselves, but that’s another story.

I can see there being some hesitancy to be an accountability partner because of what it might do to relationships should the accountability fall through.

TBT 38 | Purposeful Habits

Purposeful Habits: For every 10 minutes of meditation, you are creating 20 more minutes of productivity.

That’s why it’s always important to get an external, somebody who’s not connected in your life that doesn’t have any skin in the game, so to speak.

With your question, you want your accountability partner to keep reminding you why this works and how it works so you won’t forget.

I never thought about that in terms of the different roles that an accountability partner could play based on your personality type. That’s valuable in saving your time and picking the right accountability partner or letting know this is who you are and this is the thing that you need. One of the things that a lot of people talk about in terms of bad habits, if we’re talking about habit change, is being able to get away from distractions. People are just completely distracted all the time. I have on my website the statistic that 59% of the people feel distracted and depleted all the time. What are some tips to help people to avoid distraction and to get more focused?

One thing that is clinically proven to help the area of your brain that is responsible for the focus is to spend time. It doesn’t have to be every day and it doesn’t have to be a significant investment of time. It could be ten minutes, three times a week, but just to let your brain defrag. Let your thoughts flow, let it calm you, let your mind achieve focus. There are over 1,500 studies on meditation and a lot of them are in the last several years and there are so many more that I forget what percentage of the Fortune 500 are adopting meditation now. 44% of Fortune 100 companies have meditation programs.

This is not a fad, this is real.

This is proven by many independent studies that are doing this meditation, whether it be mindfulness meditation. You don’t have to do a particular type of breathing. It’s just letting your mind calm down will help your mind focus throughout your day. It wasn’t even an experiment. They implemented this in Aetna and what they found was that for every ten minutes of meditation, they were creating twenty more minutes of productivity. You spend a minute meditating, you get two minutes back in time. That’s pretty tremendous.

Every habit that you start is going to push until it becomes something that you do as a compulsion. Click To Tweet

That’s a great example because it’s a concrete study that was done at Aetna.

Not only will you get extra focus, you’ll be able to fend off those distractions, but you’re going to be able to make decisions better. You’re going to find that the things that were stressing you out, that inhibit all the centers of your brain that operate at a higher level are operating much better. While you’re in the work, you’re getting more work done.

Karen, don’t you hear this, “I don’t have the time to meditate?”

That’s why I love the study because nobody has time to get done everything they want to get done, but the actual practice that was implemented, the fact that they were finding these people were taking ten minutes of meditation three times a week, who doesn’t have ten minutes three times a week? When you first get in, if you just replace something you’re doing like social media or talking at the water cooler or whatever it happens to be, that ten minutes of meditation, they were producing 62 extra minutes of productivity.

I hear what you’re saying and I believe in this but I know that a lot of the readers are going, “But.” There’s a big, “But” in their head where there are a lot of things that we know, but we don’t do what we know. How do we get people to take action to get started with this so that they can experience it themselves and get out of their, “But?”

Let’s go back to the focus because it all depends on what you want for your life and nobody else should be able to dictate that to you. What you want is to be able to go to work and be clearheaded, to fend off distractions, to be productive, to get more done in less time. If that’s what you want, then that ten minutes of meditation can also turn into a visualization and the visualization can pull you into a meditation, it can be a loop that you create. The loop is what will move you from making a new habit, a push and more of a pull. That’s the transition point. At first, every habit that you start is going to feel like a push until it’s a pull, until it’s something that becomes something that you do as a compulsion to do it.

TBT 38 | Purposeful Habits

Purposeful Habits: Our brain protects us from something that it might perceive as scary because it’s new.

It’s on your mind. It’s like you automatically wake up and say, “What am I going to fit this in?” or you automatically just do it. The great thing is that this can be something that you set your alarm ten minutes earlier. You set your alarm ten minutes earlier, you decide to lie in bed for ten minutes and do this. You literally don’t even have to get up out of bed to do it. If you understand, you play through your head in the first few days you are finding those challenges and you’re like, “What is stopping me?” Even the meditation that helps you become more self-aware, where you are just sitting and you’re thinking about, “What did I do today? Why wasn’t I able to take this action?” That is this habit that I want to create.

A self-awareness that comes through the meditation, that area of time that you set apart just to think about, “Why am I not adopting this new habit?” is going to help you see where you need to set up systems that will help you overcome those challenges. If you’re like, “I’m going to do this the first ten minutes before getting to work.” You get into work and you find that first ten minutes instead of being able to meditate you find that emails are pinging or people are stopping in your office or whatever those tendency distractions have to be. You can either decide, “I’m going to walk in and shut my door right away?” Or you can say, “I’m going to sit for ten minutes in my car before I walk into the building and do it.” You have to create that awareness first.

You have to see what works for you. I always suggest to people, you don’t start by saying, “I’m going to do this from now on.” Just do it for one day and see the difference, build some experience and then go to the next day. You can take it one day at a time with the clear intention that you’re going to do it because some people get overwhelmed to think that they’re building this new habit.

The reinforcement of having a positive outcome with anything new that you try is going to be one more thing that helped you make it a habit. If that’s what you ultimately look for.

Lots of different techniques. Each person is different, so they have to figure out which techniques work best for them. We’re talking about taking back time. We’ve talked about how the power of mindfulness and meditation can be a huge investment in taking back time and changing habits. Is there anything else before we close out the show that you wanted to share with the readers about changing habits or just about a tip to take back time?

I want to stress that even though it may feel overwhelming to take on a change, that’s our brain protecting us from something that it might perceive as scary because it’s new. It doesn’t have to take a large investment of time and you don’t have to commit 100% from the get go. You can see it as an experiment, you can see it as an invitation or challenges excite you, you can see it as a challenge. I encourage people to try it. If you need guidance, engage your coach or engage your accountability partner.

A recent Aetna study showed that every 10 minutes of meditation creates 20 minutes more productivity. Click To Tweet

Thank you so much for some great insights. It’s so simple and that Aetna study hit home for me. I haven’t heard that and that’s a simple, huge value to see that for every ten minutes of meditation, you get back twenty minutes of productivity. That was a highlight for me. How can people get a hold of you?

People can get a hold of me through my website at EpicCareering.com. They can also send me a direct email at Karen@EpicCareering.com. I’d love to interact with people who are interested in leveling up their productivity, level up fulfillment and people who want to make a large contribution. Even if what you’re up to is a change in your organization, for your organization, it’s your organization or within your organization, we can talk about things that you can do individually. We can talk about things that you can do with your staff that can little minimal incremental changes that can make a huge impact.

Thank you so much, Karen, for being here.

Thank you, Penny. Thanks for having me.

Thank you to the audience for being here and for taking away that nugget that’s going to support you in the future to take back time.


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About Karen Huller

TBT 38 | Purposeful HabitsKaren Huller, author of Laser-sharp Career Focus: Pinpoint your Purpose and Passion in 30 Days (bit.ly/GetFocusIn30), is founder of Epic Careering, a career management firm specializing in the income-optimizing power of social media and personal branding, as well as JoMo Rising, LLC, a workflow gamification company that turns work into productive play. While the bulk of her 20 years of professional experience has been within the recruiting and employment industry, her publications, presentations, and coaching also draw from experience in personal development, performance, broadcasting, marketing, and sales.
Karen was one of the first LinkedIn trainers and is known widely for her ability to identify new trends in hiring and personal marketing. She is a Certified Professional Résumé Writer and Certified Career Transition Consultant and Certified Clinical Hypnotherapist with a Bachelor of Art in Communication Studies and Theater from Ursinus College and a minor in Creative Writing. Her blog was recognized as a top 100 career blog worldwide by Feedspot.
She was an Adjunct Professor of Career Management and Professional Development at Drexel University’s LeBow College of Business and recently instructed for the Young Entrepreneurs Academy at Cabrini College, where her students won the national competition and were named America’s Top Young Entrepreneurs.

Coach Yourself To Get Unstuck

TBT 37 | Get Unstuck


If you are like me, you might be stubborn at times to listen to others advice or shut down because you are so stuck in your thinking. In this episode, I share three ways to be your own coach to help you get unstuck, overcome resistance and access new approaches to challenges or getting to the next level of success. One of these methods is one I use with my private clients and have never shared before. So listen to the end to hear about that powerful technique that is super simple and amazingly powerful to open up creativity, new approaches, and get answers to questions that will help you get unstuck and create greater direction and clarity.

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Coach Yourself To Get Unstuck

On this show, our goal is to help you invest your time more wisely so that you can take back time in the future. That means, do things more effectively and efficiently so that you can spend more time doing the things that are most important and that are going to drive you forward faster in whatever it is you’re looking to achieve. I want to talk about how to coach yourself. As a professional coach, I work with a lot of different people, a lot of different personality types. Some people are eager to be coached and even though some people pay me to coach them, they still are resistant to the coaching. There are a lot of highly skilled people who are already functioning at a high level. I’m very aware that they already have most of the skills that they need in order to be successful, in order to take themselves to the next level but they’re just hitting a plateau.

I help them coach themselves and what that means is, after I see some resistance to some of the counsel that I might be giving them and some of the questions that I’m giving them, I ask them one simple question to help them coach themselves and that takes them immediately out of resistance. Before I get there, and I know you’re like, “Tell me.” What’s important to understand is if you find yourself in this position, you can use this technique for yourself. For instance, if you’re working with a coach or you’re talking to a mentor and you find yourself with a, “Yes but,” and you’re listening but you’re also having that. In there, that’s keeping you from taking in what they’re saying or from the things that might come up in your head that says, “That applies to them but that doesn’t apply to my situation because and so forth.”

Whenever you find yourself in resistance like that, then turn it on yourself. What I ask people is, “If you were coaching someone in this situation and I would describe the situation,” and I would say, “Pretend that that’s me. What would you tell me would be my best next step? How would you advise me in moving forward and creating a strategy from this point?” The interesting thing is, they tap into the logical side of their brain that has been shut down because they’re in a place where they’re stuck in their fight, flight or freeze mode. When cortisol is released, when we get into that resistance, it shuts down the executive function of our brain, which allows us to solve problems and it deletes what’s working in our lives. It’s where we see all that we haven’t done. It’s where we focus on the negative, what we haven’t done and the gap versus understanding where we have skills and resources that we can leverage.

Whenever you find yourself in resistance, turn it on yourself. Click To Tweet

When we have access to that executive function of our brain, then we have access to the skills and resources that we need in order to solve the problem. When we’re in that other part of our brain, the emotional side of our brain, then we’re not accessing that. We’re deleting all those good things. By asking yourself to get outside the box, to not see it as yourself, but to see that you’re coaching someone else, what would you advise them to do? What would be the very next step that they would do? How would they approach their time? Where would they be prioritizing their activities? You’d be amazed at how that opens up the solutions that you already know.

It is a simple tip, but it’s a great way to coach yourself. We get stuck in our own situation and we can’t see in and around because we’re part of the problem. When doing this, when looking to coach yourself, also, don’t sit in the same chair that you sit in every day. Go to a different place in your office, in your house. Go to Starbucks, Panera or something like that, sit down and pretend that you’re having this conversation with someone else and that their problem is the same problem that you’re looking to overcome. Brainstorm with that person as to what the possible solutions are that they might be able to access to open up the situation.

Your ability to brainstorm gets greater when you get outside of the problem. A technique that’s used is the first solution that you come up with is not always the best solution. I have a great exercise that I do for team building with organizations where they can see this very clearly. Stretch yourself whenever you’re brainstorming ideas to come up with at least four different ideas of solutions to any particular problem. Once you start brainstorming and get past the obvious solutions, then you start getting into some creativity and thinking outside the box. You want to be thinking, “What do they do in other industries?” “What do people do who think differently?” “What would Richard Branson do and how would he approach the situation?”

TBT 37 | Get Unstuck

Get Unstuck: Put yourself into different mindsets and to different personality types to stretch and change the way that you think and look at a particular situation.

Put yourself into different mindsets and to different personality types to stretch and change the way that you think and look at a particular situation, that’s going to open up things for you. In coaching yourself, you can ask, what would you advise someone else and then you can also put yourself into the mindset of someone else. Is there someone who is achieving at a high level in your industry? Go ahead and put their hat on and think, “How would they approach the situation? What would they do?” As the last third technique that I’d like to share with you on how you can coach yourself, this is a cool visualization technique that sometimes helps people tap into their inner wisdom. It’s called the Mentor’s Table. You can take a trip to the Mentor’s Table by closing your eyes and visualizing yourself in a peaceful yet powerful place.

You can let it appear or it could be a place that you’ve been to before. Find yourself making your way there. If it’s walking up on a mountain and there appears a big table somewhere, maybe at the beach, wherever it is for you, but somewhere you find yourself walking. Then, you come through a clearing and you come to this table. You sit down at the table and imagine. Ask yourself who is showing up at the table to provide you with some advice for the situation and the questions that you have. You let your mind, whatever comes up, just go with it because someone is going to come to your mind and you’re going to invite them to sit down at the table. You’re going to ask them some questions, what questions do you have for that person who showed up at your table?

They’ve showed up for a reason because they have a piece of advice or knowledge that they want to share with you that’s going to make all the difference in helping you open up a new solution. Be open to whatever comes to your mind because that’s your intuition, your unconscious mind that’s bringing you advice from inside within you, and also from the universe because we’re all connected in some way. This is your inner and outer wisdom that’s speaking to you through that mentor that you’ve chosen for this particular moment. When I did this exercise, it was incredibly powerful because what happened was people who I couldn’t even believe showed up for me and the questions that I was then able to ask them. It enabled me to see the situation from a totally different perspective.

Your ability to brainstorm gets greater when you get outside of the problem. Click To Tweet

I was struggling with something and wanting to know whether I should make this investment that was before me. I was a little fearful about what would happen if I invested that level of time, energy and money and whether it would produce what I was looking for because I could be putting that elsewhere. I was nervous and fearful about where that decision could take me. Interesting enough, the right people came up. I’m not going to share who my people are because I don’t want to influence the people that show up for your table. The messages that I got helped me feel clear about my decision making and enabled me to move forward. It was the right decision that I made.

I felt good in the process because I felt clear from entering and taking the advice from that Mentor’s Table. That’s up to you whether you take the advice or not, but that will come to you in this process. Those are three tips that we talked about on how to coach yourself. That’s asking yourself, what would you advise someone else in your particular situation. Two is putting yourself in the shoes of someone who’s already successful, somebody you admire, who’s achieving the level of success that you’re looking for in that particular area and put their hat on. Three is go to the Mentor’s Table and see who shows up to provide you with advice and enable you to ask questions.

I hope that you found this valuable. I’m sharing with you some of the inner secrets and inner things that I do with my coaching clients that have tremendous value and tremendous impact for them and they’re getting the outcome that they want as a result. Putting these into practice can make a big difference for you if you find yourself in resistance or stuck and you want to get out of that place of being stuck. Please do provide your comments. Let me know how this has supported you. Put in the comment who came up at your Mentor’s Table when you did this. I’ll also put together a little handout and a download sheet that you could use to take notes and guide you through that Mentor’s Table process. Thank you so much for being here. Thank you for dedicating and investing the time to find new tips, tricks and techniques that are going to help you in the future to Take Back Time.

The Next Steps: Taking A Leap Of Faith with Dom Faussette

TBT 36 | Next Steps


There’s are so many other areas in life when things don’t go our way, but that doesn’t mean we retreat. It doesn’t mean that we stop. Executive coach, leadership speaker and bestselling author Dom Faussette has been to hell and back, but retreating was never an option for him. He says when we’re faced with challenges, we should take the next steps and use all the tools we have at our disposal and engage. Dom is a military veteran and a prior police officer with ten plus years of corporate leadership experience. He now heads Think React Lead as a CEO, a company dedicated to pushing people past their limiting beliefs by bridging the gap between their mind and heart for increased success.

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The Next Steps: Taking A Leap Of Faith with Dom Faussette

We have an exciting guest with us, Dom Faussette, who is an amazing speaker. I’ve been impressed with the level of vulnerability and how he shares his story so freely so that people can connect with the challenges that they’re having in their life and how they can take that shift. We wanted to talk about next steps because sometimes those next steps are hard. Maybe we’re in a place where we’re stuck. Maybe we’re in a place where we want to get to somewhere incredibly big, but it’s overwhelming. That’s our theme, Next Steps. Dom, tell our audience who you are and what’s special about Dom Faussette?

My name is Dom Faussette. I am a speaker, but before any titles, which to me aren’t that important, I am a person. I’m a son, a father, a husband, a brother. With those titles, what they suggest is that there are people that depend on you. Maybe not financially, but maybe emotionally or maybe just a good laugh or leadership.

There are expectations with those roles from ourselves and from other people?

Totally. You bring up a valid point with ourselves first. You brought up taking the next step and, in my life, personally, I’ve missed the boat on taking the next step and I think many people have.

What do you mean by that, you’ve missed the boat on taking the next step?

I overthought it and if I would’ve just taken that step or I might call it a leap of faith.

You didn’t take the step because of fear?

I am a Veteran. I was an Air Force K9.Once I got out of the military, I became a cop. I wanted to make a difference in people’s lives, which what happens in law enforcement on TV isn’t always what happens in real life. I got to a point in my law enforcement career where I was fed up. I was done. I couldn’t feel. I was angry, hateful and violent. I was still serving warrants and kicking in doors. In hindsight, they say life’s a breach, but while I was kicking in doors and serving warrants, I wasn’t wearing a bulletproof vest. I’m here, so I felt God had a different plan for me. Let me explain what happens when you breach a door. Intel says, “Two out of five, we got two suspects in the house with a gun.” I was a little crazy at the time, so I suggested I can go into two people like, “I’m good. I have enough skill set,” in my mind. I thought I did, so I kicked on the door.

Laughter cures a lot of people. Click To Tweet

Without a vest, so it means you wanted to die.

That’s where it boils down to. I don’t want anybody around because I don’t want anybody to see me being taken out. I just wanted to be taken out. When you’re kicking the door and Intel says there are two people, a lot of times what happens is there are two or three more people, so that’s five. When you kick in a door, you don’t have the luxury of saying, “I thought there was only two of you. There’s five. I’ll be right back.”

Let me get somebody.

Yes, a couple of people, more artillery, that’s not an option. If I can make it through that, then there are so many other areas in life that we kick on a door and things don’t go our way, but that doesn’t mean we retreat. It doesn’t mean that we stop. It doesn’t mean that we have to ask for help or reinforcements. We always think if something doesn’t go our way, we have to go seek counselor we have to go do all these things. There’s nothing wrong with seeking counsel.

Typically, fear makes people retreat, so it’s a great analogy, a great metaphor. That’s what happens is that most people get afraid of what’s next, what they see when they open the door and say, “Quickly shut that door so hopefully, they don’t see me, and I can retreat,” but that wasn’t an option for you. The truth is it’s not a viable option for us either in any situation. I shouldn’t say that.

I was about to drop a bunch of coin on some marketing and one of my business coaches said, “What can you do on your own? What more can you do?” I asked myself at the end of every business day, I’m self-employed and I work from home most of the time, “What can I do next?” Before I go to bed, “Is there a blog I can write? Is there a video that I can do for social media specific to my niche? What more can we do?” With so many people and I was almost there, pay people to do things that you’re not that busy. If you cut away the fact, you’ve already kicked on the door, engage. You have the tools. We’ve been through too much in life to not be able to deal with the little things that are on our desks.

TBT 36 | Next Steps

Next Steps: We’ve been through too much in life to not be able to deal with the little things that are on our desks.

I find if you’re not retreating, but staying in motion, you’re going to get the feedback you need so that you can pivot where you need to pivot. What happens is you’ve got to take that next step. You got to stay in motion. When you get overwhelmed and I can imagine, you’re probably a big goal-seeker. I can tell that about you. We have so many in common. When you’ve got that big goal and you feel overwhelmed, what do you fall back on?

I will go skateboarding or go play soccer with my son. I will play Nerf guns wars in the house with my son. If my son is at school, my wife’s at work and it’s the middle of the day and I’m overwhelmed, I’ll go for a run or I’ll go to the gym.

Is it to clear your head? Is it to change your patterns?

Totally to clear my head. Do something different. It’s a pivot. Just do something else.

When you’re in an emotional cycle, we need to break that, otherwise, we continue it and it gets bigger and the story engulfs us as if we were putting ourselves in a bag.

Or I’ll watch a comedy. It happens. I will literally go from my office and go to a different part of the house. I’ll go to Netflix and turn on a twenty-minutes comedy skit. I’ll watch it, get refreshed and then I’ll go back. Laughter cures a lot of people.

One of the things that I talk to people when they’re overwhelmed is to just help them to get perspective. That’s one way that you get perspective. The other way that I do is like you said, a simple question is I tell them to ask that question that we’re talking about today, which is “What’s next?” Even though you’ve got many steps that you want to get to, if you focus on what’s next, then it seems so manageable. It’s so much smaller. If it’s too big, then break it down into the very next step and then it enables you. That very next step might be to clear your head, break your pattern, and then after you come back ask yourself, “What’s the very next step?”In that way, that keeps us in motion.

For some reason, we’re taught to think a three to five-year plan. Not to be morbid, but I don’t do a three to five-year plan. I’ve seen so much death in my life, I might not be here in three to five years, but I’m certain I’ll be here for the next three to five hours. When I get up in the morning, if I get up at 4 AM, “Dom, what can I do for three hours?” “I can get up.” That sometimes is a task. “I’m up.”I can go eat some oatmeal then I can go to the gym and take a shower. That’s three hours.

You do all that in three hours? Yes, because you’ve got the gym in there. That oatmeal doesn’t take that long.

To me, that’s a win. I’ve already set a goal for the next three hours. I’ve done all four things, getting up, eating, working out and showering, getting ready for my next three hours. In my mind, and it’s worked for everybody, once you win, your endorphins are up. You’re like, “I’m a winner.” They’re like, “What did you do to win?” “I ate oatmeal and had my shower.” It’s still a win because you have a goal for that. You completed it. I do three to five-hour plans for my day.

My path is my path. Click To Tweet

I do this little game with people in some of my workshops to help people see what it’s like when they don’t set a plan for themselves when they come in the morning and you don’t know what’s next. Then, you flounder and waste a lot of time, but when you’re clear with what you’re going to do, if you know that those are the three things that you’re going to do, I know some people when they get up, they know that they’re going to have their hour of power. They know that they’re going to journal and they’re going to meditate and know what it is, they get it done and they feel good. That’s why we’re on the topic of “What’s next?” I want you guys to think about as you’re planning your day, as you’re planning your week, there are different levels of planning. I also am not a big three to five-year planner because everything’s different.

Everything changes.

Our industries change. The environment is changing, but you do need to plan because planning sets us up for success.

That’s a better way of putting that, the energy, the environment, not death, I speak a whole bunch of things.

Death happens too. You’ll never know. I’ve had people in my life that suddenly passed and it does create a new sense of urgency. I like to think about it like that, the way you bring it back is to create that sense of urgency in yourself to plan and be purposeful about what you’re doing and be clear on what’s next. Is there anything else that you want to share with the audience about that theme, about yourself and then, tell us what’s going on with you, what you’re looking forward to?

TBT 36 | Next Steps

Next Steps: More than once, I’ve sat over a man as he breathed his last breath. To see somebody have regret and sorrow in their eyes as they have seconds left, I never wanted to be that person.

Specific to the audience, have fun. It’s easy to say don’t take life seriously. As a police officer or in the military, you witness a lot of things. More than once I’ve sat over a man as he breathed his last breath and to see somebody have agony, regret and sorrow in their eyes as they have seconds left, I never wanted to be that person. I make sure to have fun. I haven’t always liked everybody in my family, but I found a way to find something about them that I like. Even prior to this, just for forgiveness. What I’m working on now is celebrating my first year in entrepreneurship, having a great time.

One of the things I learned from you as I’ve never met you before, I found that I was comparing my journey and my path to what maybe a Tony Robbins would do or a John Maxwell, but I’m Dom Faussette, my path is my path. The reason they’re successful is because they carved their own path. It wasn’t going to be easy. I’m carving my own path and coming to the realization that I am Dom Faussette and that’s okay.

Compared to what is an important thing that we need to compare ourselves to where we are now and be the best version of ourselves and not try to be someone else because they’re in a different place and like you said, a different path. You said that beautifully and I hope that that’s a point that you’re all going to take with you as you decide what’s next. It is not what’s next for someone else, it’s what’s next for you. Thank you, Dom, for being here. It’s been great having you here.

Thank you. I appreciate that.

Thank you guys for being here. We’ll see you in the next episode.


Important Links:

About Dom Faussette

TBT 36 | Next Steps

Executive Coach, Leadership Speaker and best-selling author Dom Faussette… has been to HELL and back. Dom is a military veteran and prior Police Officer with 10+ years of corporate leadership experience. Dom is the CEO of ThinkReactLead. ThinkReactLead is a company dedicated to pushing people past their limiting beliefs by bridging the gap between their mind and heart for increased success.

Managing Time Is Managing Emotions

TBT 35 | Managing Emotions


Emotions impact what we do with our time and how we show up for our time. We are driven by our emotions and it impacts everything that you do throughout the day. To bring the best of ourselves in the way that we show up with our time is to eliminate emotional distractions. It’s a matter of managing emotions and how we deal with the emotional side of our brain so that we can show up at our best for each and every moment. Learn how you can create awareness, manage your emotions, and let go of unproductive emotions so you can manage your time and be more productive.

Listen to the podcast here:

Managing Time Is Managing Emotions

I want to talk about one way to take back our time, meaning to bring the best of ourselves in the way that we show up with our time so that we can eliminate emotional distractions. I want you to think about how emotions impact what we do with our time and also how we show up for our time. Emotions are important because we have two sides of our brain. We have the logical side, but then we have the emotional side. Most people when they want to have better productivity and time management, they look for more skills on what to do. Time blocking and scheduling and using different apps are all well and good and there are some great strategies and tips and tools out there, but the problem is we don’t consistently do what we know. We can have all the best resources and tools and whatnot available to us, but we don’t use them. Why is that?

TBT 35 | Managing Emotions

Managing Emotions: We can have all the best resources and tools and whatnot available to us, but we don’t use them.

The reason we don’t use them is because of the emotional side. We’re emotional beings and we’re able to rationalize things with logic. We are driven by our emotions, and if you think about it, you know that’s true. You know that if you’ve had a fight with someone and it’s still on your mind, it impacts everything that you do throughout the day. It takes up some energy, if not a ton of energy that keeps you from giving your attention and focus on whatever it is that you’re currently present with. It’s a matter of how we deal with the emotional side of our brain so that we can show up at our best for each and every moment.

We change the meaning of some of the events that we’re experiencing or creating as a result of those emotions. We can immediately make ourselves more productive. The first thing that I want to talk about is creating awareness. Most people aren’t even aware of where their emotions primary lie. If you had to write down the top emotions that you live in, what would they be? The top four emotions that you experience on a regular basis every day. Write those down and then write down next to those emotions what percentage of time do you experience those emotions on a daily basis.

I did this exact same exercise with one of my clients because he wasn’t getting where he wanted to, and he was very frustrated. I noticed that this was a pattern for him, this pattern of frustration, and it was keeping him from being as productive as he could be. It kept him from focusing and being present in the moment very often in his career, also in his education because he was pursuing higher education and also with his family.

What he found out through this very simple exercise was that he spent 70% of his time in frustration. Imagine that if that’s the energy that you’re carrying around and you’re interacting with other people in, what kind of experience are you not only having for yourself, but what experience are you creating in your relationships when you’re speaking and you’re speaking at a frustration? Even if it’s not frustration with them, it could be general frustration about something else that was triggered in your life or in your day.

The thing is that you’re bringing that energy to everything that you do. He recognized that he was not being present with his children and enjoying the time that he had with them. For instance, he would say if they went out and the kids were fidgety, he would get frustrated. Instead of creating a different type of energy to accept his frustration, it created more resistance and probably created also more bad behavior from his children, which was the very thing that was frustrating him in the first place. It’s like Catch-22.

I want you to think about where these emotions are. What’s the highest unproductive emotion that you’re experiencing through the day and how can you let that go? For him, being aware of it and being shocked at the high level of a percentage that he was living at was enough to shock him into every time he started to feel that frustration well up in his body. He would take a deep breath and he would let it go and say, “This is not my intention. This is not what I want.” He would let it go, and you can only do that when you’re aware of it. I want you to create that awareness and when these emotions come up for you, recognize them. When they’re positive emotions, you can celebrate them. When they’re unproductive emotions, then you can look to reframe it and to shift it. Once you’re aware of it, you can do that.

You can reframe it or let it go faster if you can ask a simple question like, “What does this mean?” What meaning are you currently giving the situation that you’re in that’s creating this frustration? He was giving it the meaning that people would see him as a bad parent. That created frustration for him. Ask yourself a simple question, “What else could this mean.” It could mean that he’s not present and so therefore a way for them to get attention.

What else could this mean? Ask that question a couple of times to take a step back and get perspective and to be able to see what you’re missing because you’ve given it an initial meaning, but you’re not checking out whether that’s the most productive meaning for you to give it. You’re giving yourself a choice to have a more productive meaning that’s going to create greater focus, greater presence, and create the results that you want in your life. With a simple question, “What does this mean? What else could this mean?”

There was a time where something dramatic happened in my business and I felt like giving up and I was close to feeling so heavy about it, but I asked myself that question and got perspective by asking it several times. Instead of picking the meaning that would have me shut down my business, I picked the empowered meaning that came when I asked that several times that made me more motivated and inspired than ever to take my business to the next level.

Those extremes are totally possible from any circumstance or situation. You could call it the silver lining or finding the best in every situation. This is a means a way to do that and it’s real. You can choose and there are different meanings that can be interpreted from any situation. It’s up to you to decide which one you’re going to choose. You can’t choose for someone else, that’s up to them, but you can choose for you.

I’m happy to say that with this little shift about getting perspective and being able to choose a different meaning, that, in itself, shifts your emotions. You can choose and shift into a more productive emotion and that emotion is going to give you more presence, it’s going to give you more focus, and it’s going to give you more drive. It’s going to make you feel happier and more fulfilled in your life when you choose the positive emotions that drive you, and it’s that simple. That’s one of the ways that we can optimize how we show up for our time.

I challenge you. What did you recognize in the four top emotions? Was there one that was unproductive that’s actually sucking some life out of you and what are you going to do about it? Take this simple solution next time that you feel it come up or any other emotion for that matter that maybe you don’t experience on a consistent basis, but that pop up from time to time and keep you from being your best. I challenge you to use this new method. I would love to hear about what results you get from it.

Mission-Based Milestones with Keith Wayne MacGregor

TBT 34 | Mission-Based Milestones


People easily get attracted to things and they want to try it right away to see if it works. They look at an industry or something that catches their eye and they say, “I’m going to do that.” They find out later on that their heart is just not in it. Strategist and consultant Keith Wayne MacGregor helps entrepreneurs and executives develop and achieve wealth-building, mission-based milestones by understanding what their purpose is. Throughout his career, Keith has managed private accounts of USD2M+ and worked in a variety of fields, including radio, television and film, international marketing and importing, investment capital and trust management, the art gallery business, and the dressage training industry. Learn more how you can discover and appreciate your true purpose so you can be of service to others and do it profitably.

Listen to the podcast here:

Mission-Based Milestones with Keith Wayne MacGregor

In this podcast, we are going to focus on really understanding how we can take back our time by appreciating what our purpose is and how that purpose will make it easier for us to do whatever it is that we are here to do and that we want to do. I also have a great guest with us, Keith Wayne MacGregor. He’s a dear friend and also a kindred soul. He’s an entrepreneur, so he knows his way around being in business and growing business. He works privately as a consultant and a strategist and he helps entrepreneurs and executives to develop and achieve mission-based and wealth-building milestones. When we can be mission-based and be building the milestones towards our wealth and abundance, that is what we’re here for. Keith, without further ado, welcome.

Thank you so much. I’m grateful to be here.

Tell me how did you come up with your platform of helping people to understand what their purpose is and be more mission-based? How did that surface?

The way that it happened for me, from what I observed, is very similar to how it happens for everyone. I think what happens is people try stuff, they get attracted to things and they see if it works. They look at an industry or something that catches their eye and they say, “I’m going to do that.” They find out later on that their heart’s just not in it. I’ve a lot of different companies. I did importing from Kowloon, Hong Kong when I was younger in my twenties and I’ve had a few different companies. For me, my bliss is consulting and the startup entrepreneurial. Why am I doing this mission-based stuff? It’s because in my experience, I succeeded for a while but eventually it just fizzles out. I came to that just based on what wasn’t working and thinking, why doesn’t this work? It really is the cliché, my heart’s not in it.

How many people go along doing something that they really don’t enjoy and they’re doing it just because it provides a paycheck? Wouldn’t they probably make more money doing something that they love just because they love it and they put their heart into it?

I don’t know if you remember conversations that we have but to this point, I was very young when I met Bob Proctor in Toronto. We’re both from that same area and I was about fourteen years old. I went as a guest with my father’s insurance company. My dad was a life insurance salesman. I met Bob way back and he was talking about Think and Grow Rich and the Law of Attraction and all that. In my early twenties, I actually did what Bob was doing. He gave me copies of his books about, limiting beliefs, goal setting and goal achieving. He said, “Just go do it. We need teachers here. Just take my stuff. It’s not mine any way.” I thought, this is what I’m going to do. I’m going to be like that. when I was talking about all that stuff, as great as it was, it wasn’t really me. It didn’t touch me inside.

It wasn’t my big passion. Although this work is similar, I just hadn’t found the exact language for me and it wasn’t about the Law of Attraction, which is obviously Bob’s thing for decades. It’s really about trying things on. If you know that it’s got to be a purposeful thing because in our industry there is so much information out there with the media that we have now and technology. There are so many avenues of learning and coaches and programs and systems. I think a lot of people know that they have to have something purposeful. We never really had as much, at least people from my generation anyway. We didn’t have all the stuff that younger people have now. I think they know more to find what’s in their heart.

TBT 34 | Mission-Based Milestones

Mission-Based Milestones: It’s really about trying things on to know that it’s got to be a purposeful thing.

We also know that we’re in a time where we know a lot but we don’t do what we know.

That’s a whole other conversation. As everyone talks about your mental blocks, emotional blocks, all that kind of thing. For me, it’s really about finding that passion, the language within one’s self. What is my experience itself and what do I believe I’m here to do? You and I have talked about soul or sole purpose to bring whatever your beliefs or disbeliefs are, into play. I think on a human level, regardless of faith or belief, I believe that every human being has some experience of themselves that’s not physical. It’s our thoughts, our thinking, our desires, whatever you want to call them. It’s all about finding the one thing above all else that we experienced about ourselves in a non-physical language that says, “This is who I am and I’m going to somehow bring this out into the world. This is in service to others, and to do it profitably, and make a living at it.”

I just want to point out that it’s possible to do all of those things. It’s possible to be living in what you believe to be your purpose, what you’re meant to do, what special gifts you have, and to make money at it. There are people who are saying, “I shouldn’t be making money from that.” Have you experienced that too where people feel guilty about making money for a gift that they have?

Yes, especially in the entrepreneurial service world. I’ve also talked how the ever-expanding personal life coaching business is and how quickly, in the last decade or so, Millennials and so forth are committed. That’s great because it shows a higher awareness. They say, “I haven’t been around very long and people don’t know me. I’m not a Bob Proctor or Les Brown. I really can’t charge a certain amount.” You talk to the marketing guys and maybe in practice that’s true on one level, but it also doesn’t mean that you have to do yet you’re fourth free group coaching call. Test it out and then put value on it because if you don’t put value on it, other people won’t either.

First thing that you spoke about was the thoughts of ourselves, the non-nonphysical. How do you take that? When you understand this essence and you understand, “Here is what I feel is my purpose in life,” what’s the next step? How do I get there? These are what people are thinking. How do I find that out and then how do I put that into practice?

You really can find it without hiring people like you and I. I help people uncover their sole purpose language is my language around that. You can work with somebody that you align with, that you feel congruency with. Do the process and uncover the language. It can also just unfold naturally. A friend can say something to you and you might say, “I’m all about love or I’m all about trust or I’m all about compassion.” It really is the non-physical essence of one’s self. What am I all about in the non-physical place?

Test it out and then put value on it because if you don't put value on it, other people won’t either. Click To Tweet

I had one Christian client who is all about God’s love. Their essence was to bring more of God’s love into the world. Once we find whatever that experience of non-physical self is, then we look at the life purpose statement, which there are many models out there. Jack Canfield has a great one in his book with the 63 steps with his The Success Principles. It’s really about, what are my skills, what’s my knowledge and what are my interests?

What’s the best way to take love, trust, compassion or whatever it may be? How do I take that and make coffee mugs and have it all be about compassion? Maybe you’ll have messages on inspiration on a mug, like certain sayings or whatever. How can I make mugs and put coffee mugs out into the world? Just as an example of life purpose thing. How do I do that with the team and get into a market that’s already established profitably and serve people through that essence of compassion?

If we can find that, whether it’s cups, whether it’s art, whether it’s the gaming apps or whatever your interest might be. The key is to always come from that non-physical experience of self because that’s your template. If making the mugs doesn’t help you create more compassion in the world, don’t do it.

If it’s not bringing it across in the way that makes you happy. There are lots of different vehicles to spread love or that you can spread compassion or integrity or whatever. I think sometimes people get caught up in thinking that it’s got to be one way versus the other. That happened for me when I moved back from living in Zurich, Switzerland. I was questioning what was this experience about for me.

I know that it must be spending sixteen years in a foreign country. What is that and how can I use that going forward? What does that mean for me? I came up with from my own self-discovery and unfolded that it’s about culture. Understanding where our culture has been, where it’s going, seeing it from outside of ourselves, seeing different perspectives and that I want to influence the culture.

I do agree that there are a lot of people that go with the trend. Sometimes you’ll go to a strategist and they’ll say, “If you’re all about compassion, we’re going to put that in a gaming app and my company can help you do that.” You’re going to let this happen. It might be something that the person has zero interest in it whatsoever.

I started to create something that I was not excited about. I liked the idea of it so I thought I’m going to create this community, this platform where people are going to share their cultural experiences. I had the thought together. When I thought about working on it, it was about a blog site and I don’t love writing. I decided that wasn’t going to be the vehicle.

I could just shift to something else and recognize I don’t love that. What is it that I do enjoy doing? I do love software. I ended up making a piece of software that I deliver, which in a way that I feel has an impact on changing the way people behave. That leads to changing the culture. That’s my interpretation and if as long as I feel that energy and excitement around it, then I’m in the right place.

You said people sometimes they know but they don’t do it. I think the reason why they don’t do it or why you and I don’t do certain things is because we’re all about the compassion. What happens is we allow outside sources to say, “You’ve got to do it this way. You got to do it that way. This is the best way” If that isn’t what you’re interested in, and especially if that’s not where your skill set is, and if you’re required to do that to bring your compassion and your essence out into the world, you’re probably going to fail.

TBT 34 | Mission-Based Milestones

Mission-Based Milestones: The key is to always come from that non-physical experience of self because that’s your template.

The life purpose that you’ve chosen is the delivery mechanism. Like you said earlier, “What action am I going to take? What am I going to do to fulfill my inner essence, out into the world thing?” If you don’t choose the right one, you’re never going to do it. That’s why people come and say, “I’m really successful. I’ve got lots of money and I’ve got great customers and I’m grateful that I have this thing,” but there’s something missing. Sometimes what’s something missing is that they’re not doing the thing that they want to do in the way they want to do it or they’re doing something successfully because they have a big team around them and they’re doing all the work. They aren’t really involved in their company. They just manage it and go way to go a good job but they’re not really in it.

It can be twofold. I think if you really love what you’re doing and it’s coming from a place of, “I love who I am and I’m bringing who I am out into the world. In a way that I love doing it that way,” that’s where the magic is. That’s where the profitability and the viability is for entrepreneurs. If you spend your time figuring those two steps out first, “Who am I in my non-physical experience self? How do I bring that out in the world? What do I do in a way that I just love doing it? I wake up in the morning and I think I get to do more of this stuff,” then you do take back your time. You have all of your time because my perspective on what you teach in terms of taking back our time, it’s really how I spend my time. It’s mostly on only what I love to do rather than what really sucks.

We get things done faster. We get more creative about the way that we approach things. It brings out the best in us, which means that we’re more efficient and effective in doing it.

I have clients that have careers as well as entrepreneurs and executives who have careers. They don’t own the company, but they’re an executive. The ones that are late for work never are the ones that love what they do. The ones who love what they do are the first guys there and the last to leave. Jay Leno was like that. He always said that your staff doesn’t mind if you’re making more money than they are, as long as you are literally or figuratively the first one in the morning and the last one to leave at night. They don’t care because you’re putting everything you have into your life and they’re helping you. It’s another conversation about personalities and different thinking styles.

I’ve been to your workshops, I think they’re amazing. The information is there and it’s understandable. It’s really great for people who think, right brain, left brain. It all comes out perfectly and it really is about taking back our time. It’s all about what you are spending your time doing. Have it be the thing that you love to do and make money doing it. In the making money part it really comes with the final step.

Once you have your life purpose and we’re going to go into the software business as you did, and now let’s have a strategy. What kind of software? What’s our market going to be? Who do we bring in as alliance partners? Let’s take all of the pieces of the puzzle and sequence them. What do I need to do? In what order so that I can have my quickest time spent? That’s usually the thing that helps people the most, the quickest. That’s the first thing we need to do to help somebody and to serve them with whatever we’re doing.

I think those four, depending on what strategy. Are strategy and sequence on the same step or they are the same?

They are different but I find strategy and sequencing really one without the other is a waste of time.

A great example that I use sometimes is you can make a cake. You can take all of those ingredients, put them all in a bowl and then put it in the oven, and then take it out and mix it up. That doesn’t work. You can use all the different steps but if you’re using them in the wrong sequence then you’re not going to get the result that you’re looking for.

That’s a perfect example because it really helps people who have never done business before. They’re new entrepreneurs. They have no association experientially to sequencing in an entrepreneurial business world but they sure have been in the kitchen.

The strategy could be the ingredients but it’s also how much of each thing. Your eggs might be your marketing. If you market but you don’t have some of the other pieces that you need to gather, like a clear definition of your target audience, then you’re wasting money. You’re not going to get the results. It’s like forgetting an ingredient and not putting them in the right sequence. It’s going to have an impact.

TBT 34 | Mission-Based Milestones

Mission-Based Milestones: If it’s not the way it makes you happy, there’s going to be an empty place.

For your customer base in mind and maybe for your audience being mostly entrepreneurs, it takes away so much of the struggle and you save so much time if you do those things first. Who am I inside as a human being? What’s my experience? How am I going to express that in service to others? Take all of the ingredients of the cake, put them all out on the counter, and then with the team if necessary, figure out what ingredients to put in the bowl first. Just do that in life and it really is key.

That’s the work that you’re doing in the world in terms of time, because time goes by really quickly and sometimes when you’re in your twenties and thirties you don’t realize it. I have a lot of clients that come to me that are in 40s, 50s, even 60s. They’re asking, “There’s something missing in my life and I don’t know what it is.” It really is that component of what’s the essence of who you are and is that being expressed out in your work into the world. If it’s not the way it makes you happy, there’s going to be an empty place. I made money doing stuff that wasn’t really my thing. It’s great and you pay the bills, but I don’t think it creates wealth over time because eventually I think you’d crash and burn. You just can’t sustain it because it’s not what you want to do.

It doesn’t create fulfillment. If you look at wealth as not just financial wealth, but health and abundance of heart and relationships, it’s not going to create that fulfillment.

For me, relationships are the very first thing. It can work if the financial wealth building is your thing, and so anything that does that quicker, better, faster, as the marketing cloud, then that’s great. I have partners and friends that are in their seventies and one in his early eighties.

Eventually, they get to a place where they’re like, “It’s really not about that at all.” As time goes by and we spend our time on the things that we think are meaningful and purposeful, time will go by and catch up with us. As the cliché goes, and you’re 70 or 80 and you’re going, “What the hell did I do that for? Why didn’t I do something meaningful and purposeful?” They can’t take back that time now because they’re 80.

Relationships are the very first thing. Click To Tweet

It’s a perfect lead into how can people get ahold of you so that they can start that process? If they feel like they’re empty or they feel like they know they’re missing something or they’re looking for that, how do they get in touch with you?

My website is easy to remember. It’s KeithWayne.com. If you just want to do an email thing, it’s Keith@KeithWayne.com.

Thank you so much for being here. It was as always a great conversation.

How many years have we talked about doing work together?

I’m sure there are more things coming.

It’s perfect and thank you so much for having me. It’s been a pleasure.

To our audience, thank you for investing your time in the ways that you can be more strategic in how you approach your time. There’s nothing more strategic than getting to the heart of what drives you. When you do that first and you build from there, you’re only going to build success and build fulfillment. You’re going to do things faster, more creatively, be more fulfilled in doing it and make more money. That’s the way that you’re going to take back time as we relate it in this episode. My name is Penny Zenker and I’ll see you in the next episode.

Links Mentioned:

About Keith Wayne MacGregor

TBT 34 | Mission-Based MilestonesHe is a 30-plus-year entrepreneur, working privately as a consultant and strategist, helping entrepreneurs and executives develop and achieve mission-based, wealth-building milestones. Throughout his career, Mr. MacGregor has managed private accounts of USD2M+ and worked in a variety of fields, including radio; television and film; international marketing and importing; investment capital and trust management; the art gallery business; and the dressage training industry. Keith holds a number of certificates and diplomas from independent consulting and training companies, as well as from Durham College, Oshawa, Ontario, Canada.

How To Master The Art Of Professional Selling with Ben Gay III

TBT 33 | Professional Selling


The most important part about selling is listening. Public speaking coach and keynote speaker Ben Gay III says if you’re a sales infiltrator and you listen, the prospect will almost always tell you what they want, how they want it sold to them, how they want to buy, and what they’re willing to pay. Ben has been called a living legend in the sales world. After 50 plus years in professional selling, he has been the number one salesperson in every organization in which he has worked.

At age 25, he was president of what was then the world’s largest direct sales and network marketing company, having been personally trained by fellow sales legends J. Douglas Edwards, Dr. Napoleon Hill, Earl Nightingale, William Penn Patrick, Zig Ziglar, and many other sales giants. One of the most famous, popular and powerful sales trainers in the world, Ben now writes, publishes, and produces The Closers series of books, audios, videos, newsletters, tele-trainings, and live seminars, a series that is considered to be the foundation of professional selling.

Listen to the podcast here:

How To Master The Art Of Professional Selling with Ben Gay III

We’re going to be talking about closing the sale faster. Closing a sale faster is the best way to be efficient and effective because if you can do that faster, it means there’s more money in your pocket for investment or for other fund spending faster and that is the end goal when we’re talking about our business. I’m excited for this episode because it’s going to be amazing and not only that but we have an amazing guest, Ben Gay III. He’s been called a living legend in the sales world and he’s had 50 years in professional selling. He’s been the number one salesperson in every organization that he’s worked for.

At the age of 25, he was President of what was then the world’s largest direct sales network marketing company and having been personally trained by fellow sales legends like J. Douglas Edwards, Napoleon Hill, Earl Nightingale, William Penn Patrick, Zig Ziglar and many other sales giants. That’s a cool crowd to learn from and that’s why you are going to be really to learn from Ben. One of the most famous and popular powerful sales trainers in the world, that’s Ben. Ben now writes, publishes and produces The Closers. It’s a series of books, audios, videos, newsletters and tele-trainings, as well as live seminars. It’s a series that’s considered to be the foundation of professional selling. Ben, welcome to the show.

Thank you, Penny. Pleasure to be here and honored. I’m happy to be with you and your audience and I will answer anything you ask if I can.

You said that you started at the same time with Zig Ziglar and you had a story to tell there. Tell us about that, what it was like to work with him, maybe a tip that he gave you and a tip that you gave him.

He gave me lots of tips. He was eighteen years older than I was. He was in the Navy the day I was born but I considered him my age who was still a young man and I was a very young man. I didn’t even think about age until years later. When he died, I started figuring out the math and he was a lot older than I than I thought he was at the time. Wednesday, September 15th, 1965, I answered a little ad in the Atlanta Journal Constitution, it said, “If you want to make more money and know anything about marketing plans, call this number.” I didn’t know what a marketing plan was but I need to make more money. I was putting my wife through nursing school on $100 a week. That’s in 1965 dollars but it was still a bit of a tight thing. I went into a phone booth, dialed the number and a gentleman answered. His name was Bill Dempsey and I began interviewing him.

My father had always taught me you’re aggressive in these situations. Dempsey didn’t because when I got about three or four minutes into how important I was and why I might consider joining his organization, he said, “Mr. Gay, I’m not the man standing in a phone booth answering one ads. Where are you?” I told him and he said, “I’ve got good news for you. It’s only a few blocks from my office. Be in Suite 300 at 1447 West Peach Tree Street in ten minutes or never call this number again,” and he hung up. When my running buddy pulled around in the car, we were working for my father calling on grocery stores, I jumped in the car like Batman and Robin and said, “You turn 1447 West Peach Tree Street.” He did as he was told and on the way there he said, “What are we doing?” I said, “I don’t know but I think we’re going to be rich.”

We pulled into the building, rode up the elevator and skidded in probably with 60 seconds to spare to a receptionist sitting there. Over in the corner in a waiting chair was a curly headed guy. He was obviously waiting for something also. I introduced myself to the receptionist, turned around to this guy and said, “Hi, I’m Ben Gay.” He said, “Ben Gay?” and started laughing. I’m used to that. I know jokes. We got through that and I said, “What’s your name?” He said, “Zig Ziglar.” I said, “With a name like Zig Ziglar, you’re laughing at Ben Gay?” We became buddies on the spot. Each of us thought we were going to a job interview. What we were going to was an opportunity meeting but only for three people.

My soon-to-become partner, Jimmy Rucker and Zig and me. Bill Demspey with the chalk board or an easel beside his desk gave us a typical multilevel marketing opportunity meeting. At the end of that, we all joined. Jimmy and I split the $91.42 investment and Zig came up with his own $91.42. It turns out, rather discovered, to move up the organization getting the right position it would be more money. On that day, we didn’t know it. $91.42 and we were in the multilevel marketing cosmetic business with a company called Holiday Magic Cosmetics, which was destined to be it and its subsidiaries, the largest direct sales MLM company in the world within a year or so.

That’s how we started out and in that fateful meeting, not only did I meet Zig who was going to be an important influence in my life, Bill Dempsey gave me a copy of Napoleon Hill’s Think and Grow Rich, which I’ve never heard of, and an all scratched up record called The Strangest Secret by Earl Nightingale. Zig and I worked together for several years and went head to head and contests and so on. One day at my house two years later in Marine County, California where I’d moved, the original part of the story was in Atlanta, Georgia, Dr. Hill and Earl Nightingale both of whom worked for me by that time, one of them said, “Did our material help you?” I said, “I was broke when it was handed to me and you both work for me now and we’re sitting in this huge house. Yes, thank you very much.”

Napoleon Hill’s Think and Grow Rich and The Strangest Secret are still available here today. They’re amazing resources and I definitely suggest that you go out and check those out.

TBT 33 | Professional Selling

Think and Grow Rich

I recommend that, especially people who maybe haven’t grown older and wiser but even them too. I suggest that everybody listened to The Strangest Secret least once a month. Put it on your calendar and do it. It’s what I used to check myself and get back into line from time to time. I try and read Think and Grow Rich about once a year, at least start it once a year. A group came to me who knew the story and knew that I was Dr. Hill’s last student. He was hired to work for me as a mentor the last two and a half years of his life. There’s an organization being built called The Last Protégé. TheLastProtege.com is how you find it. Dr. Hill’s last protege is me.

That’s an exciting background in history and rich 40 years of professional selling. That sounds like you’ve been in all sorts of different business models and you know your way around sales.

Selling is pretty much what I know. I was lucky to have stumbled across that little one ad. It was the only time I ever looked at a one ad looking for a job. I went through everything starting with a different letter and I found I wasn’t qualified to do anything until I got to that ad. It didn’t say sales in the headline, but it was under sales. I’ve been selling since I was fourteen. I was the top fundraiser selling donuts in high school. In the beginning, it became apparent that selling was about the only thing I was qualified to do.

What’s the most important part about selling?

There are 87 most important part but what jumped to my mind when you said that was listening. Learn how to listen was one that stuck in my mind and helped me. It was said by Nelson Mandela. He was a great speaker, an inspirational figure when he came out of prison. They said his greatest strength was he was a dynamic listener. That doesn’t just mean staring at them, waiting for their mouth to quit moving. It means listening. If you listen, if you are sales infiltrator and you listen, the prospect will almost always tell you what they want, how they want it sold to them, how they want to buy and what they’re willing to pay. It’s almost unfair like shooting fish in a barrel.

I go to these conferences and on the web and so on. I see selling is this, you’ve got to wear an orange hat and spin around on Thursdays at noon and so on. It’s just nonsense. Sell a quality product that’s competitively priced, it doesn’t have to be the cheapest but competitively priced to qualified people and then become a sales infiltrator, which includes listening. I don’t understand the confusion. When you’re selling a bad product or services that’s over overpriced, I can see why sales trickery would become important to you but it doesn’t have to be. You can solve 85% of all problems by what I said about the quality product.

You’ve got several books out there that are around closing and I believe that it’s probably one of the hardest parts for people is the closing aspect. If we could shed some light on why it’s a challenge for people and what are some tips that they could do to get to closing faster, that would be a huge initial value.

The series of books is called The Closers. It’s the bestselling, most popular, most powerful material ever done on closing sales. Looking back, hindsight is always a wonderful thing. I wish we’d called it The Openers because what most people do in selling, unfortunately, is they wait until the end when they’re already knee-deep in trouble and have lost the prospect’s attention. Then they want a tricky close that will bail them out at the end.

The reason they’re afraid of closing is the old thing. Fear of the unknown, fear of rejection and fear of, “What do I say after they say no?” They don’t want to hear no to start with. They’re trying to avoid no at all costs. That’s silly because you’re not going to avoid it but it goes back to the opening. In The Closers Part Two, I tell two things that would be pertinent to this. One is sales infiltration, last chapter in the book. The best thing ever written about selling starts on page 257. If they get a chance to read it, I recommend they do.

Earlier in the book, there’s a section of chapter called The Good Night Kiss Close. It was based on my second oldest son coming to me years ago. He was borrowing the car and he was going to take a date or something. He said, “Dad, how do you get a goodnight kiss at the door?” I can’t say this with everybody but I hear it all the time. I don’t have daughters and it wouldn’t work at my house if I did, but they arrive late to the date, honk the horn out in the street so she will know to come running out, give her a hug. He’s reeking of the beer that he downs as he goes along the way there and probably garlic from lunch and he didn’t have a chance to brush his teeth and gargle.

Then he wants to know how to get a goodnight kiss. The answer starts much earlier than. First of all, how he asked for the date and when he shows up and how he doesn’t honk and goes up to the door and meets the family. His breath is fresh and his deodorant is on and he doesn’t get drunk at the dance and so on. If you do all that right, getting a goodnight kiss at the end of the evening shouldn’t be a problem, which is the point I make in The Goodnight Kiss Close. It starts early.

The process doesn’t start at the end. The closing isn’t at the end. The closing starts at the beginning. It’s how you qualify people. It’s going back to what you said about the listening. The quality of your listening is going to impact, whether it’s going to be easier later to ask for the sale or whether it’s going to be hard.

You triggered my mind with another point I was trying to make. Most sales are made or lost in the first ten to fifteen seconds. They can be resuscitated through hard work and so on but why? You could throw up on the front porch if you’re selling Kirby vacuum cleaners as a sympathy approach if you’re good and maybe work your way through to a presentation and close it somehow. I don’t understand. Here’s how I’ve got to be inefficient opener/closer. I was raised as a Southern gentleman. When I said, “Kirby vacuum cleaners,” it triggered me. I’ve done a lot of sales training for them and their individual sales people over the years. I’ve never been able to break them of this. I’ve heard it hundreds of times in meetings and so on, Kirby says in their manuals, “No sales presentation is complete until you have the payment or the police had been called.” I’m a Southern gentleman. If I’m in your home and you asked me to leave, I’m gone.

TBT 33 | Professional Selling

Professional Selling: Most sales are made or lost in the first ten to fifteen seconds.

I had to figure out a way not to be asked to leave and that requires a good opening. In sales infiltration, there’s a gentleman there who I write about. He’s passed away now. For 40 years, he sold giftware. Those things you don’t need but you’d give them to somebody at a wedding or Christmas and so on. He sold that. He went to a J. Douglas Edwards seminar as did I. That was my official entry into sales training and Doug wound up working for me, so it must have worked. He went to a J. Douglas Edwards seminar and Doug said from the stage that every presentation you gave, you should do such a good job and be so respected and beloved as much as you can in a brief encounter that they will gladly give you at least five referrals.

It sounds like multilevel marketing. This friend said, “I was so stupid. I wrote it down and believed it.” I made one cold call. I met somebody somewhere and went up to him and I got invited to her home. Not only that I do a good job at what I did, I asked for five referrals and they gave them to me. At each of those five, I asked the five. Somebody may have given me none and somebody gave me fifteen and somebody gave me the directory to their church and used my name. Everywhere I went, I’ve got five and got five and then they had to hire assistant to work with me and I trained them to get five and so on.

In every sale in over 40 years of selling, every sale he ever made, he could trace the DNA back to that first night. Forty years in selling, he made one cold call in the direct sales in home selling. That’s almost unheard of. He said, “I was so stupid. I thought that you should get five everywhere you went.” I said, “On average, I always did.” In the chapter on sales infiltration, I write largely about him and his approach. He tells people about efficient selling, getting to it quick. He laid out the ground rules of how he operated with people. It’s blend of what I’ve created and what he told me and what Dr. Hill told me and so on. I don’t claim credit for all of it but I don’t give it all credit to one person either. The gist of it was to tell them the ground rules up front.

The phrase I use is I say to a customer, “Before I start selling anything, let me tell you if you want to razzle, dazzle, fast shuffle and do the back flip and getting your wallet and so on, you’ve got the wrong guy. We may have some back at the office. I’ll send one out to work with you. If you want to work with me, here’s how I operate. I will treat you fairly, squarely, decently and by the rules. I operate on a straight-straight basis. I’ll be straight with you. You’ll be straight with me. That means that the end of the presentation, you don’t tell me you have to check with your attorney brother-in-law in Cleveland.” Then I bring up the objections that I hear other people contend with all the time. “You might want to think about it. You might want to pray about it, go ahead and pray about it. I’ll wait for you right here.”

At the end of my presentation, I sell quality products that are competitively priced with qualified people. I just want a yes or no. We don’t have to play games with each other. I don’t do mud wrestling and I’ve got good news for you regarding the pricing. They’d been pre-haggled. I say that with aggravation. I figured what I wanted for them and I knew what you’d offer and then I made a counteroffer and I knew what you’d say then I made a counter offer and said, “This is the pricing. It’s been pre-haggled. It’s a yes or a no.” Fair enough it is important too because that comes to close at the end. My favorite close, I’d probably used it 95% of the time with an 86% closing ratio, so it works pretty good.

When I say, “Fair enough,” they say yes. When they try and double back and they have to think about it because we’re buddies now, we laugh and we giggle. I can say, “No, you promised you wouldn’t do that. We discussed straight-straight. It’s been pre-haggled. What we’re looking for is a yes or a no. I’ll be happy to work with you either way.” At the end, since I’ve been listening and we’ve been conversing back and forth, here’s the magic close that I use 90%, 95% of the time with an 86% closing ratio, whether I’m selling a set of books or 50 acres in Arizona or whatever. I sell not only for myself but for my clients or selling a seminar to somebody. My seminars are at $9,500. Most people who hire me to do them are referrals. To a new person, I’m just a voice on the phone and you have to send me $9,500 30 days in advance or I don’t get on the plane. That takes a little selling.

At the end of whatever we’re going to be discussing, here’s what I say. I’ll pretend like you’re the prospect, “Penny, based on what we’ve discussed, here’s what I suggest we do. Fill in the blank, buy the car, get the vacuum cleaner, buy the ranch, whatever. Here’s what I suggest we do. Fair enough.” I didn’t invent the words fair enough. I’m from the South. I used to hear it all the time but injecting it into high level selling was magic. It’s hard to say no to and easy to say yes to. If you say no, I must have missed something. What would make it fair enough for you? That’s basically it. I don’t try and bamboozle them and outwit them. I’m right up front. If you don’t need a $500 weed whacker because you live in an apartment, I’ve got that. Not a problem. I shouldn’t be talking to you anyway.

They’re not qualified and you’re wasting your time and their time.

I probably wouldn’t ask you to start with but that’s the point. If I’ve discovered your true needs and I do have a quality product that will solve that problem or fulfill that need, sometimes it’s not technically a problem. They just always wanted one. When I bought my first new Corvette, I didn’t have a problem. I just looked at it and suddenly, I wanted it bad so he didn’t have to solve a problem. He showed me the benefit. He said, “If you’re driving around that car, you’re going to be the center of the town.” I said, “Get me the keys.” Whether it’s a want or a need or whatever, the concept’s basically the same. I do work with a lot of automobile dealers and automobile salespeople and they say, “I don’t know why people don’t trust me.” I won’t be insulting and say, “It’s your fault. Let me blame it on the generations that came before you.”

TBT 33 | Professional Selling

Professional Selling: Whether it’s a want or a need or whatever, the concept’s basically the same.

When I was growing up, comedians to get a laugh would talk about used car salesman standing on a used car lot and a cheap suit or a cheap sport coat. I saw some ads in the local paper. It was GMC Denali, $15,000 off. You mean if I went in there yesterday, you screwed me out of $15,000 extra? It’s one price selling. As soon as you go in the shop for the one price, salespeople say, “I don’t know. I’ll get back to you.” What if I took $1,000 off? It wasn’t a one price shop to start with.

The generation or two or three or four before them and many of them too have created an environment where salespeople, in that case, automobile salespeople are not to be trusted. I tell people who I work with, “When you walk up to a customer, what do they think about you?” You said, “I’ve got on a nice suit,” or whatever the appropriate dress is. I said, “They think you are a liar, cheat and a thief.” That’s where you start. That’s the hole you’re in when you start, unless you came highly recommended from a close trusted source of theirs, in which case, you might be a liar, a cheat, a thief. You still got checked out.

That’s why a lot of people don’t like to sell or have issues around going to the close because they feel like, “I don’t want to be aggressive. I don’t want to be that stereotypical.” Either that or they’re so aggressive and they’re not listening and they’re all about, “I’ve got to get the close,” but they’re not focused on meeting the needs and listening. It’s finding that happy medium. You’ve made a lot of great points and I want to summarize them a little bit for everybody because some things that came up that I heard was if you want to close faster and close more people, you want to talk to the right people. You want to qualify people as you’re initially meeting them.

The second thing is that when you initiate a conversation and you’ve qualified them, I love that you say cover the ground rules and upfront tell them how it’s going to go. You’re looking for a yes or no. They don’t need to beat around the bush. You’re not going to be upset if the answer is no. You pre-haggled it. Those things with the ground rules upfront and with the fair enough upfront gets them to the fair enough at the end in the close when you’re closing it as a team. You’re saying, “Here’s based on what we discussed and bringing into that you are part of their team.”

Those are some of the things that I wanted to sum up for people. I wanted to go back to the point where you said that you had to go out and get five referrals. Also, referrals close faster. There are statistics that show that and that’s because the trust is being transferred. When somebody gives you a referral and says, “Ben referred me to give you a call,” I’m calling in and you are receptive. You’re more receptive than the average person than anybody you’d have to cold call on because Ben referred me.”

These are tips that I want to make sure that people are taking this down because sometimes when I work with my clients, that’s all we do. I had one client, we doubled his capital base. He was a financial planner and all we did all year was work on referrals and improving his whole referral process because that can be a goldmine. That one gentleman went for 40 years and could trace it back the initial referrals and that was his skill. If somebody makes that their skill, that can be a huge game-changer in the business that they can create.

I gave a seminar a $9,500 fee, airfare, hotel and the right to sell material that I did very well there. You make more money in the back of the room than the front of the room. The reason I gave that was at San Quentin State Prison where I started teaching my People Builders program in 1972, late ’71, ’72, Air West was no longer in business. A story ran in Air West magazine about me teaching at San Quentin and the good we were doing there.

I left there 42 years ago. I did a very profitable seminar, Galton book sales and everything. Because of a direct lineage to the article that ran in Air West magazine 45 some odd years ago, I can trace it back because this guy referred me who referred me to this guy who referred me. I know where it came from. This person, although you never saw the magazine, probably never heard of the airline. This person said, “I understand you did some interesting work at San Quentin.” I did 42 years ago but I’m still trading off of it.

The other point I wanted to make was I’m not advocating not marketing yourself. Because we worked very hard to treat people right, we have what we call sudden shipping. I’ve given 5,000 paid appearances. I’ve never missed one. I’ve never even been late for one. I’ve been close, fine, but they didn’t know it. When I walked in, it looked like I’d been there all day waiting for them, so I’ve never missed a seminar.

Some are better than others but I’d never embarrassed myself in front of a room. I never felt the need to apologize for my presentation. My sales materials we sell is rock solid. Everybody knows it. It’s the foundation of professional selling. If you haven’t read The Closers, the person who trained you probably did. It’s like what would you say about Doug Edward. If Doug Edwards didn’t train you, the person who trained you was trained by Doug Edwards. All that said this, “I have not run an ad of any kind for me or my material in 25 years.”

Everything we do, everything is based on word of mouth and referral. I don’t recommend that that’s you’re only path a marketing. I was lucky enough to build a reputation pretty quick and had good material pretty quick that I’ve continued to update and add to that point that I had never run to run an ad. I don’t run ads on the internet either. As an active there, people see my name and so on. You don’t see ads for me. We have a website. We have a place where we discount some stuff on eBay. If you want to go to it, have at it.

You’ve got some amazing resources that these people need to check out.

If you do it right, word spreads. It may not be with lightning speed like the internet and makes things possible now. If we’d had the internet when I joined and then ran Holiday Magic Cosmetics and all of its subsidiary companies around the world, I would now be the benevolent dictator of the world. We had to do it one at a time, invite them to the meeting, drive to their house frequently, pick them up, take them to the hotel room, having them sit through a presentation and so on. In spite of that, we built a company that was making in $1 million a day in the late ‘60s in cash, not billing. If you do that to $10 million, which is what it would be today, $3.5 billion company in today’s money, no internet, no Facebook, no nothing. It’s just based on scripting.

We’ve got hundreds of thousands of people, few of whom had a serious sales experience before joining us. We had hundreds of thousands of people in numerous languages in five major companies, each of which were in 25 different countries. At 7:59 local time, someone stepped to the front of the room and said, “Good evening. My name is Ben Gay. I’m a general distributor with several different companies and it’s my pleasure to welcome you here at tonight’s special meeting.” It’s just talking to people who were brought there because the distributors had given a script to invite them and an hour later after seeing the fifteen-minute film and listening to a 47-minute word for word scripting presentation, turn to the person who brought you here and ask how you can get started.”

Then those people turned to their prospects, got out the legal pad and started drawing circles and everything they said was scripted. We took a few hundred thousand salespeople, the vast majority of whom had never sold anything and build in today’s money a $3.5 billion company. I’m a product of the product. The reason I sound so fervent and I believe so much is Bill, the owner, said, “Ben, I’m going to put you in a glass cage and take you around to shopping centers with a sign. The sign on your cage is going to say, “If he can do it, anyone can do it.” That’s literally the truth.

TBT 33 | Professional Selling

Professional Selling: Just based on scripting, we got hundreds of thousands of people, few of whom had a serious sales experience before joining us.

That’s what we can see when we look at anybody who is accomplishing whatever we want to be. If someone else can do it, we can do it. That’s what it means to be an entrepreneur. The guy across from me when I was in technology was a contractor and I was working for a large company and he was making huge money and I was making next to nothing and I was his boss. I didn’t have an IT background, but if he can do it, I can do it. Then I started my own IT company. It’s a great motivator for many people to see that you can do it.

People do have short attention spans, so I keep my shows to about 30 minutes or less. That’s why it would be great to talk again about scripting because how you say something and what you say matters. Words have energy just like even in you using the words fair enough, saying that and how simple it is, there’s a lot of psychology around why those words work the way that they do and what kind of energy it creates. I’d love to talk about that in another show. In parting words, give a little summary. You have a lot of the different tips that we talked about in closing. Is there anything else that you want to say before we close out?

Get into a quality company, product service, learn how to present it effectively. It’s called scripting. Every movie you’ve ever seen was on a script. Every song you love is a script. All professionals use them. If you’ve been in selling over 30 minutes and you’re on a script, over 30 days you’re already on the script. It’s just a matter of was it a good one that was designed by a professional or you stumbled into it to laziness and slothfulness. Get serious.

Thank you, Ben Gay III. Thank you so much for being here.

Thank you, Penny. I appreciate it.

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About Ben Gay III

TBT 33 | Professional SellingBen Gay III has been called a living legend in the sales world.
After 50+ years in professional selling, he has been the
#1 salesperson in every organization in which he has worked.
At age 25 he was president of what was then the world’s largest
direct sales/network marketing company, having been personally
trained by fellow sales legends J. Douglas Edwards, Dr. Napoleon
Hill, Earl Nightingale, William Penn Patrick, Zig Ziglar and many
other sales giants.
One of the most famous, popular and powerful sales trainers
in the world, Ben now writes/publishes/produces “The Closers”
series of books/audios/videos/newsletters/teletrainings/live
seminars, a series that is considered to be “The Foundation of
Professional Selling.”