{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":10.47,"endTime":13.38,"body":"One of the best"},{"speaker":"Matt Wolach","startTime":10.47,"endTime":13.38,"body":"ways to get an amazing amount of"},{"speaker":"Matt Wolach","startTime":13.38,"endTime":16.29,"body":"really quality leads is through"},{"speaker":"Matt Wolach","startTime":13.38,"endTime":16.29,"body":"networking through getting other"},{"speaker":"Matt Wolach","startTime":16.29,"endTime":19.59,"body":"people to kind of share the good"},{"speaker":"Matt Wolach","startTime":16.29,"endTime":19.59,"body":"word about you and your service."},{"speaker":"Matt Wolach","startTime":19.65,"endTime":21.78,"body":"Unfortunately, a lot of people"},{"speaker":"Matt Wolach","startTime":19.65,"endTime":21.78,"body":"don't know how to do it, they"},{"speaker":"Matt Wolach","startTime":21.78,"endTime":24.51,"body":"approach it in the wrong way. I"},{"speaker":"Matt Wolach","startTime":21.78,"endTime":24.51,"body":"wanted to make sure that all of"},{"speaker":"Matt Wolach","startTime":24.51,"endTime":27.66,"body":"you have a great understanding"},{"speaker":"Matt Wolach","startTime":24.51,"endTime":27.66,"body":"of how to make sure you can get"},{"speaker":"Matt Wolach","startTime":27.66,"endTime":32.16,"body":"quality leads, get amazing"},{"speaker":"Matt Wolach","startTime":27.66,"endTime":32.16,"body":"customers out of networking with"},{"speaker":"Matt Wolach","startTime":32.16,"endTime":35.91,"body":"others. And so Phil Pelto came"},{"speaker":"Matt Wolach","startTime":32.16,"endTime":35.91,"body":"in fills with MyFirestorm. He"},{"speaker":"Matt Wolach","startTime":35.91,"endTime":38.76,"body":"does awesome stuff. In fact,"},{"speaker":"Matt Wolach","startTime":35.91,"endTime":38.76,"body":"he's so good. I had him come"},{"speaker":"Matt Wolach","startTime":38.76,"endTime":42.06,"body":"talk to my founders meeting"},{"speaker":"Matt Wolach","startTime":38.76,"endTime":42.06,"body":"circle. So he came and talked to"},{"speaker":"Matt Wolach","startTime":42.06,"endTime":44.91,"body":"our really small group of"},{"speaker":"Matt Wolach","startTime":42.06,"endTime":44.91,"body":"founders committed to growing"},{"speaker":"Matt Wolach","startTime":44.91,"endTime":48.24,"body":"and he shared some incredible"},{"speaker":"Matt Wolach","startTime":44.91,"endTime":48.24,"body":"stuff. But on this episode, he"},{"speaker":"Matt Wolach","startTime":48.24,"endTime":52.2,"body":"talks all about how you can"},{"speaker":"Matt Wolach","startTime":48.24,"endTime":52.2,"body":"generate great leads through"},{"speaker":"Matt Wolach","startTime":52.23,"endTime":55.56,"body":"networking and creating awesome"},{"speaker":"Matt Wolach","startTime":52.23,"endTime":55.56,"body":"partnerships. Check it out."},{"speaker":"Intro/ Outro","startTime":56.37,"endTime":59.64,"body":"Welcome to Scale"},{"speaker":"Intro/ Outro","startTime":56.37,"endTime":59.64,"body":"Your SaaS, the podcast that"},{"speaker":"Intro/ Outro","startTime":59.64,"endTime":62.73,"body":"gives you proven techniques and"},{"speaker":"Intro/ Outro","startTime":59.64,"endTime":62.73,"body":"formulas for boosting your"},{"speaker":"Intro/ Outro","startTime":62.73,"endTime":66.69,"body":"revenue and achieving your dream"},{"speaker":"Intro/ Outro","startTime":62.73,"endTime":66.69,"body":"exits brought to you by a guy"},{"speaker":"Intro/ Outro","startTime":66.69,"endTime":71.58,"body":"who's done just that multiple"},{"speaker":"Intro/ Outro","startTime":66.69,"endTime":71.58,"body":"times. Here's your host, Matt"},{"speaker":"Intro/ Outro","startTime":71.58,"endTime":72.03,"body":"Wolach."},{"speaker":"Matt Wolach","startTime":72.69,"endTime":74.91,"body":"and welcome to"},{"speaker":"Matt Wolach","startTime":72.69,"endTime":74.91,"body":"Scale Your SaaS Thank you very"},{"speaker":"Matt Wolach","startTime":74.91,"endTime":77.52,"body":"much for being here. Glad that"},{"speaker":"Matt Wolach","startTime":74.91,"endTime":77.52,"body":"you showed up. Make sure you're"},{"speaker":"Matt Wolach","startTime":77.52,"endTime":79.62,"body":"subscribed to the show. You"},{"speaker":"Matt Wolach","startTime":77.52,"endTime":79.62,"body":"don't want to miss any of the"},{"speaker":"Matt Wolach","startTime":79.62,"endTime":82.53,"body":"amazing guests and experts that"},{"speaker":"Matt Wolach","startTime":79.62,"endTime":82.53,"body":"we put in front of you so that"},{"speaker":"Matt Wolach","startTime":82.53,"endTime":85.62,"body":"you can grow your company, you"},{"speaker":"Matt Wolach","startTime":82.53,"endTime":85.62,"body":"can scale your SaaS, that's what"},{"speaker":"Matt Wolach","startTime":85.62,"endTime":88.89,"body":"we're here to do. And somebody"},{"speaker":"Matt Wolach","startTime":85.62,"endTime":88.89,"body":"who knows really well how to do"},{"speaker":"Matt Wolach","startTime":88.89,"endTime":92.16,"body":"that is joining us today. My"},{"speaker":"Matt Wolach","startTime":88.89,"endTime":92.16,"body":"friend Phil Pelto. Phil,"},{"speaker":"Matt Wolach","startTime":92.16,"endTime":92.79,"body":"welcome."},{"speaker":"Philip Pelto","startTime":93.42,"endTime":95.1,"body":"Hey, thanks for"},{"speaker":"Philip Pelto","startTime":93.42,"endTime":95.1,"body":"having me, Matt. It's awesome to"},{"speaker":"Philip Pelto","startTime":95.1,"endTime":97.11,"body":"be here. Absolutely."},{"speaker":"Matt Wolach","startTime":97.11,"endTime":99.12,"body":"And I am so glad"},{"speaker":"Matt Wolach","startTime":97.11,"endTime":99.12,"body":"that you're coming here. This"},{"speaker":"Matt Wolach","startTime":99.12,"endTime":101.49,"body":"guy knows his stuff. Everybody."},{"speaker":"Matt Wolach","startTime":99.12,"endTime":101.49,"body":"Let me make sure you know who he"},{"speaker":"Matt Wolach","startTime":101.49,"endTime":104.7,"body":"is. So Phil. He's the co founder"},{"speaker":"Matt Wolach","startTime":101.49,"endTime":104.7,"body":"and chief connection officer at"},{"speaker":"Matt Wolach","startTime":104.7,"endTime":109.71,"body":"MyFirestorm. Phil Pelto is"},{"speaker":"Matt Wolach","startTime":104.7,"endTime":109.71,"body":"passionate about teaching and"},{"speaker":"Matt Wolach","startTime":109.71,"endTime":112.05,"body":"coaching and loves to see his"},{"speaker":"Matt Wolach","startTime":109.71,"endTime":112.05,"body":"friends and clients grow and"},{"speaker":"Matt Wolach","startTime":112.05,"endTime":115.71,"body":"succeed. MyFirestorm organizes"},{"speaker":"Matt Wolach","startTime":112.05,"endTime":115.71,"body":"weekly meetings and events that"},{"speaker":"Matt Wolach","startTime":115.71,"endTime":118.38,"body":"are designed to help high"},{"speaker":"Matt Wolach","startTime":115.71,"endTime":118.38,"body":"quality professionals meet,"},{"speaker":"Matt Wolach","startTime":118.59,"endTime":122.61,"body":"build relationships, and share"},{"speaker":"Matt Wolach","startTime":118.59,"endTime":122.61,"body":"referrals. And basically, my"},{"speaker":"Matt Wolach","startTime":122.61,"endTime":125.34,"body":"Firestorm groups and socials are"},{"speaker":"Matt Wolach","startTime":122.61,"endTime":125.34,"body":"typically composed of high"},{"speaker":"Matt Wolach","startTime":125.34,"endTime":128.79,"body":"quality b2b salespeople,"},{"speaker":"Matt Wolach","startTime":125.34,"endTime":128.79,"body":"entrepreneurs, business owners"},{"speaker":"Matt Wolach","startTime":128.79,"endTime":131.82,"body":"and others whose business can be"},{"speaker":"Matt Wolach","startTime":128.79,"endTime":131.82,"body":"influenced by networking,"},{"speaker":"Matt Wolach","startTime":131.82,"endTime":134.97,"body":"strategic connections, and"},{"speaker":"Matt Wolach","startTime":131.82,"endTime":134.97,"body":"referrals. He's also the co"},{"speaker":"Matt Wolach","startTime":134.97,"endTime":138.48,"body":"founder and co host at the"},{"speaker":"Matt Wolach","startTime":134.97,"endTime":138.48,"body":"referral bench podcast, really"},{"speaker":"Matt Wolach","startTime":138.48,"endTime":141.09,"body":"great show, I highly recommend"},{"speaker":"Matt Wolach","startTime":138.48,"endTime":141.09,"body":"you checking it out, where he"},{"speaker":"Matt Wolach","startTime":141.09,"endTime":143.64,"body":"interviews some of the greatest"},{"speaker":"Matt Wolach","startTime":141.09,"endTime":143.64,"body":"minds in relationships, sell"},{"speaker":"Matt Wolach","startTime":143.67,"endTime":147.03,"body":"selling, strategic partnerships,"},{"speaker":"Matt Wolach","startTime":143.67,"endTime":147.03,"body":"networking, and referral"},{"speaker":"Matt Wolach","startTime":147.03,"endTime":150.33,"body":"generation. So when it comes to"},{"speaker":"Matt Wolach","startTime":147.03,"endTime":150.33,"body":"getting a bunch of leads, or"},{"speaker":"Matt Wolach","startTime":150.33,"endTime":153.54,"body":"networks and, and referrals,"},{"speaker":"Matt Wolach","startTime":150.33,"endTime":153.54,"body":"Phil knows his stuff, Phil,"},{"speaker":"Matt Wolach","startTime":153.54,"endTime":154.62,"body":"thanks for coming on the show."},{"speaker":"Philip Pelto","startTime":155.19,"endTime":156.54,"body":"Totally, man,"},{"speaker":"Philip Pelto","startTime":155.19,"endTime":156.54,"body":"super stoked."},{"speaker":"Matt Wolach","startTime":157.47,"endTime":159.36,"body":"Likewise, so tell"},{"speaker":"Matt Wolach","startTime":157.47,"endTime":159.36,"body":"me what have you been up to"},{"speaker":"Matt Wolach","startTime":159.36,"endTime":161.88,"body":"lately? And what's going on? Or"},{"speaker":"Matt Wolach","startTime":159.36,"endTime":161.88,"body":"what's coming up in the future?"},{"speaker":"Matt Wolach","startTime":162.75,"endTime":166.2,"body":"So dude, it's never a dull"},{"speaker":"Matt Wolach","startTime":162.75,"endTime":166.2,"body":"moment here. Like we've got, you"},{"speaker":"Matt Wolach","startTime":166.2,"endTime":169.74,"body":"know, a bunch of businesses and"},{"speaker":"Matt Wolach","startTime":166.2,"endTime":169.74,"body":"you know, I've got a kid and you"},{"speaker":"Matt Wolach","startTime":169.74,"endTime":172.5,"body":"know, there's all these other"},{"speaker":"Matt Wolach","startTime":169.74,"endTime":172.5,"body":"extracurricular activities that"},{"speaker":"Matt Wolach","startTime":172.5,"endTime":175.65,"body":"we're you know, doing. So we're"},{"speaker":"Matt Wolach","startTime":172.5,"endTime":175.65,"body":"getting ready for ski season"},{"speaker":"Matt Wolach","startTime":175.65,"endTime":180.45,"body":"now. So that's, you know, all"},{"speaker":"Matt Wolach","startTime":175.65,"endTime":180.45,"body":"the fun stuff, right. And, but"},{"speaker":"Matt Wolach","startTime":180.45,"endTime":183.0,"body":"yeah, I'm excited for the"},{"speaker":"Matt Wolach","startTime":180.45,"endTime":183.0,"body":"future. I've got some big, some"},{"speaker":"Matt Wolach","startTime":183.0,"endTime":185.64,"body":"big plans cooking for the next,"},{"speaker":"Matt Wolach","startTime":183.0,"endTime":185.64,"body":"you know, 18 months that"},{"speaker":"Matt Wolach","startTime":186.33,"endTime":189.24,"body":"actually, this is one of the"},{"speaker":"Matt Wolach","startTime":186.33,"endTime":189.24,"body":"bigger undertakings I've had are"},{"speaker":"Matt Wolach","startTime":189.27,"endTime":192.45,"body":"planning an event. And I'm like,"},{"speaker":"Matt Wolach","startTime":189.27,"endTime":192.45,"body":"I don't know that 18 months is"},{"speaker":"Matt Wolach","startTime":192.45,"endTime":194.55,"body":"actually going to be enough to"},{"speaker":"Matt Wolach","startTime":192.45,"endTime":194.55,"body":"plan this. I might have to push"},{"speaker":"Matt Wolach","startTime":194.55,"endTime":197.76,"body":"it back another six. So yeah,"},{"speaker":"Matt Wolach","startTime":194.55,"endTime":197.76,"body":"it'll be cool."},{"speaker":"Matt Wolach","startTime":197.76,"endTime":199.08,"body":"It must be some event."},{"speaker":"Philip Pelto","startTime":199.56,"endTime":202.23,"body":"Yeah, it's, it's"},{"speaker":"Philip Pelto","startTime":199.56,"endTime":202.23,"body":"gonna be it's gonna be pretty"},{"speaker":"Philip Pelto","startTime":202.23,"endTime":207.78,"body":"epic. What I just hope that the"},{"speaker":"Philip Pelto","startTime":202.23,"endTime":207.78,"body":"vision that I have for it in my"},{"speaker":"Philip Pelto","startTime":207.78,"endTime":213.12,"body":"brain plays out in reality, and"},{"speaker":"Philip Pelto","startTime":207.78,"endTime":213.12,"body":"I think it will, but I like I'm"},{"speaker":"Philip Pelto","startTime":213.12,"endTime":216.21,"body":"super pumped to see it come to"},{"speaker":"Philip Pelto","startTime":213.12,"endTime":216.21,"body":"life. So that's"},{"speaker":"Matt Wolach","startTime":216.21,"endTime":218.97,"body":"so cool. So tell me"},{"speaker":"Matt Wolach","startTime":216.21,"endTime":218.97,"body":"about these events that you run,"},{"speaker":"Matt Wolach","startTime":218.97,"endTime":219.87,"body":"what are they all about?"},{"speaker":"Unknown","startTime":219.0,"endTime":222.99,"body":"Well, so this is"},{"speaker":"Unknown","startTime":219.0,"endTime":222.99,"body":"actually gonna be a new one. 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We"},{"speaker":"Unknown","startTime":232.92,"endTime":235.68,"body":"do, you know, social events, we"},{"speaker":"Unknown","startTime":235.68,"endTime":238.56,"body":"do speed networking, which like"},{"speaker":"Unknown","startTime":235.68,"endTime":238.56,"body":"speed dating, but for business,"},{"speaker":"Unknown","startTime":239.07,"endTime":241.35,"body":"you know, we do some educational"},{"speaker":"Unknown","startTime":239.07,"endTime":241.35,"body":"events, we got a goal setting"},{"speaker":"Unknown","startTime":241.35,"endTime":244.44,"body":"and vision boarding workshop"},{"speaker":"Unknown","startTime":241.35,"endTime":244.44,"body":"coming up. But this, this new"},{"speaker":"Unknown","startTime":244.44,"endTime":247.44,"body":"thing that I'm going to do is"},{"speaker":"Unknown","startTime":244.44,"endTime":247.44,"body":"going to be more of a you know,"},{"speaker":"Unknown","startTime":247.47,"endTime":251.88,"body":"Expo trade show, specifically"},{"speaker":"Unknown","startTime":247.47,"endTime":251.88,"body":"focused on our target market."},{"speaker":"Unknown","startTime":252.06,"endTime":255.42,"body":"And, um, I'm bringing in some"},{"speaker":"Unknown","startTime":252.06,"endTime":255.42,"body":"speakers and gonna have some"},{"speaker":"Unknown","startTime":255.42,"endTime":257.67,"body":"breakout sessions. It's gonna be"},{"speaker":"Unknown","startTime":255.42,"endTime":257.67,"body":"it's gonna be pretty cool."},{"speaker":"Matt Wolach","startTime":258.63,"endTime":261.63,"body":"definitely sounds"},{"speaker":"Matt Wolach","startTime":258.63,"endTime":261.63,"body":"like a lot of fun. So tell me. I"},{"speaker":"Matt Wolach","startTime":261.63,"endTime":264.0,"body":"want to understand how"},{"speaker":"Matt Wolach","startTime":261.63,"endTime":264.0,"body":"MyFirestorm came to be what"},{"speaker":"Matt Wolach","startTime":264.0,"endTime":266.34,"body":"inspired you to start that and"},{"speaker":"Matt Wolach","startTime":264.0,"endTime":266.34,"body":"how did all come about?"},{"speaker":"Philip Pelto","startTime":266.79,"endTime":270.57,"body":"Yeah, so I've been"},{"speaker":"Philip Pelto","startTime":266.79,"endTime":270.57,"body":"a sales guy for 27 years now,"},{"speaker":"Philip Pelto","startTime":270.6,"endTime":275.76,"body":"which is insane. I can't believe"},{"speaker":"Philip Pelto","startTime":270.6,"endTime":275.76,"body":"I'm saying that. And anyway,"},{"speaker":"Philip Pelto","startTime":275.79,"endTime":279.24,"body":"when I started out, I got really"},{"speaker":"Philip Pelto","startTime":275.79,"endTime":279.24,"body":"good at cold calling. I was a"},{"speaker":"Philip Pelto","startTime":279.24,"endTime":282.42,"body":"telemarketer in the beginning,"},{"speaker":"Philip Pelto","startTime":279.24,"endTime":282.42,"body":"and then I went and got"},{"speaker":"Philip Pelto","startTime":282.45,"endTime":284.85,"body":"recruited to sell Cutco knives"},{"speaker":"Philip Pelto","startTime":282.45,"endTime":284.85,"body":"and realize the power of"},{"speaker":"Philip Pelto","startTime":284.85,"endTime":288.84,"body":"referrals. And so that"},{"speaker":"Philip Pelto","startTime":284.85,"endTime":288.84,"body":"philosophy kind of carried me"},{"speaker":"Philip Pelto","startTime":288.84,"endTime":292.08,"body":"through the next couple of sales"},{"speaker":"Philip Pelto","startTime":288.84,"endTime":292.08,"body":"gigs that I had and when i i was"},{"speaker":"Philip Pelto","startTime":292.08,"endTime":295.56,"body":"looking to go deeper with that"},{"speaker":"Philip Pelto","startTime":292.08,"endTime":295.56,"body":"right and to kind of build a"},{"speaker":"Philip Pelto","startTime":295.56,"endTime":299.25,"body":"system that was a duplicatable,"},{"speaker":"Philip Pelto","startTime":295.56,"endTime":299.25,"body":"repeatable process to help me"},{"speaker":"Philip Pelto","startTime":299.25,"endTime":302.46,"body":"get you know J generate"},{"speaker":"Philip Pelto","startTime":299.25,"endTime":302.46,"body":"referrals and leads, without me"},{"speaker":"Philip Pelto","startTime":302.46,"endTime":305.01,"body":"actually going and sit down and"},{"speaker":"Philip Pelto","startTime":302.46,"endTime":305.01,"body":"asking everybody individually."},{"speaker":"Philip Pelto","startTime":305.88,"endTime":311.13,"body":"And so I found a group that was"},{"speaker":"Philip Pelto","startTime":305.88,"endTime":311.13,"body":"kind of doing that. 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And"},{"speaker":"Philip Pelto","startTime":396.48,"endTime":400.26,"body":"you know, now we've got the"},{"speaker":"Philip Pelto","startTime":400.26,"endTime":403.29,"body":"metaverse, and we've got AI, and"},{"speaker":"Philip Pelto","startTime":400.26,"endTime":403.29,"body":"we've got all these other things"},{"speaker":"Philip Pelto","startTime":403.29,"endTime":407.82,"body":"that are tools to help us do"},{"speaker":"Philip Pelto","startTime":403.29,"endTime":407.82,"body":"these things better. But the"},{"speaker":"Philip Pelto","startTime":407.82,"endTime":411.36,"body":"connection piece of it is never"},{"speaker":"Philip Pelto","startTime":407.82,"endTime":411.36,"body":"going away. So you know, if we"},{"speaker":"Philip Pelto","startTime":411.36,"endTime":413.82,"body":"want to get business done, we"},{"speaker":"Philip Pelto","startTime":411.36,"endTime":413.82,"body":"have to get in front of"},{"speaker":"Philip Pelto","startTime":413.82,"endTime":417.09,"body":"somebody, we have to share an"},{"speaker":"Philip Pelto","startTime":413.82,"endTime":417.09,"body":"idea with them. And sometimes"},{"speaker":"Philip Pelto","startTime":417.09,"endTime":420.06,"body":"the best way to get in front of"},{"speaker":"Philip Pelto","startTime":417.09,"endTime":420.06,"body":"somebody is to be introduced by"},{"speaker":"Philip Pelto","startTime":420.18,"endTime":424.26,"body":"somebody that person already"},{"speaker":"Philip Pelto","startTime":420.18,"endTime":424.26,"body":"knows. And so the more people"},{"speaker":"Philip Pelto","startTime":424.26,"endTime":427.95,"body":"can understand that and grasp"},{"speaker":"Philip Pelto","startTime":424.26,"endTime":427.95,"body":"that idea, and really, like go"},{"speaker":"Philip Pelto","startTime":427.95,"endTime":432.87,"body":"fully in on it, I think is it's,"},{"speaker":"Philip Pelto","startTime":427.95,"endTime":432.87,"body":"you know, the faster the better."},{"speaker":"Philip Pelto","startTime":433.17,"endTime":433.65,"body":"So"},{"speaker":"Matt Wolach","startTime":434.67,"endTime":437.31,"body":"I totally agree,"},{"speaker":"Matt Wolach","startTime":434.67,"endTime":437.31,"body":"but what mistakes do people make"},{"speaker":"Matt Wolach","startTime":437.31,"endTime":438.51,"body":"when they try networking?"},{"speaker":"Philip Pelto","startTime":439.38,"endTime":441.51,"body":"Well, I think the"},{"speaker":"Philip Pelto","startTime":439.38,"endTime":441.51,"body":"big one is, they don't give it"},{"speaker":"Philip Pelto","startTime":441.51,"endTime":444.99,"body":"enough time. You know, it's,"},{"speaker":"Philip Pelto","startTime":441.51,"endTime":444.99,"body":"we're, we live in an instant"},{"speaker":"Philip Pelto","startTime":444.99,"endTime":448.89,"body":"gratification society, right? So"},{"speaker":"Philip Pelto","startTime":444.99,"endTime":448.89,"body":"you can go out and you can test"},{"speaker":"Philip Pelto","startTime":448.89,"endTime":451.11,"body":"the LinkedIn ad, you can test a"},{"speaker":"Philip Pelto","startTime":448.89,"endTime":451.11,"body":"Facebook ad, you can test a"},{"speaker":"Philip Pelto","startTime":451.11,"endTime":454.32,"body":"Google ad, you can get immediate"},{"speaker":"Philip Pelto","startTime":451.11,"endTime":454.32,"body":"feedback on whether it's working"},{"speaker":"Philip Pelto","startTime":454.32,"endTime":457.74,"body":"or not, you can a B test it, and"},{"speaker":"Philip Pelto","startTime":454.32,"endTime":457.74,"body":"then you can tweak it and then"},{"speaker":"Philip Pelto","startTime":457.77,"endTime":459.48,"body":"all of a sudden, in a week,"},{"speaker":"Philip Pelto","startTime":457.77,"endTime":459.48,"body":"you've got something that's"},{"speaker":"Philip Pelto","startTime":459.48,"endTime":461.91,"body":"working or it's not working, and"},{"speaker":"Philip Pelto","startTime":459.48,"endTime":461.91,"body":"when it stops working, you make"},{"speaker":"Philip Pelto","startTime":461.91,"endTime":464.34,"body":"some changes, and you know,"},{"speaker":"Philip Pelto","startTime":461.91,"endTime":464.34,"body":"continue that process to"},{"speaker":"Philip Pelto","startTime":464.34,"endTime":467.61,"body":"iterate, right? With networking"},{"speaker":"Philip Pelto","startTime":464.34,"endTime":467.61,"body":"and relationship building, you"},{"speaker":"Philip Pelto","startTime":467.61,"endTime":469.62,"body":"don't get that immediate"},{"speaker":"Philip Pelto","startTime":467.61,"endTime":469.62,"body":"feedback, you know, and you need"},{"speaker":"Philip Pelto","startTime":469.62,"endTime":474.36,"body":"to put in, like, sometimes"},{"speaker":"Philip Pelto","startTime":469.62,"endTime":474.36,"body":"months, sometimes years worth of"},{"speaker":"Philip Pelto","startTime":474.36,"endTime":479.67,"body":"work in order to get a result"},{"speaker":"Philip Pelto","startTime":474.36,"endTime":479.67,"body":"from it. But you know, if you do"},{"speaker":"Philip Pelto","startTime":479.67,"endTime":481.98,"body":"that, and you do it the right"},{"speaker":"Philip Pelto","startTime":479.67,"endTime":481.98,"body":"way, and you trust the process,"},{"speaker":"Philip Pelto","startTime":481.98,"endTime":484.38,"body":"and you believe that this is"},{"speaker":"Philip Pelto","startTime":481.98,"endTime":484.38,"body":"going to eventually work and pay"},{"speaker":"Philip Pelto","startTime":484.38,"endTime":489.6,"body":"off, you're gonna see like these"},{"speaker":"Philip Pelto","startTime":484.38,"endTime":489.6,"body":"crazy results at the end of it."},{"speaker":"Philip Pelto","startTime":490.02,"endTime":493.56,"body":"But most people don't have that"},{"speaker":"Philip Pelto","startTime":490.02,"endTime":493.56,"body":"long term game plan and the, you"},{"speaker":"Philip Pelto","startTime":493.56,"endTime":497.76,"body":"know, the patience to see it"},{"speaker":"Philip Pelto","startTime":493.56,"endTime":497.76,"body":"through. So I think that's"},{"speaker":"Philip Pelto","startTime":497.76,"endTime":500.04,"body":"probably the biggest mistake."},{"speaker":"Philip Pelto","startTime":497.76,"endTime":500.04,"body":"And then the you know, the other"},{"speaker":"Philip Pelto","startTime":500.04,"endTime":502.8,"body":"one is not being very strategic"},{"speaker":"Philip Pelto","startTime":500.04,"endTime":502.8,"body":"or intentional about it, they"},{"speaker":"Philip Pelto","startTime":502.8,"endTime":507.51,"body":"just go out to any event, and"},{"speaker":"Philip Pelto","startTime":502.8,"endTime":507.51,"body":"they think that going to a local"},{"speaker":"Philip Pelto","startTime":507.51,"endTime":511.68,"body":"chamber, after hours or some"},{"speaker":"Philip Pelto","startTime":507.51,"endTime":511.68,"body":"happy hour and you know, passing"},{"speaker":"Philip Pelto","startTime":511.68,"endTime":514.47,"body":"out a bunch of business cards is"},{"speaker":"Philip Pelto","startTime":511.68,"endTime":514.47,"body":"networking. And that's, that's"},{"speaker":"Philip Pelto","startTime":514.47,"endTime":518.01,"body":"just not what it is. So yeah,"},{"speaker":"Matt Wolach","startTime":518.01,"endTime":520.17,"body":"I mean, I totally"},{"speaker":"Matt Wolach","startTime":518.01,"endTime":520.17,"body":"agree. I think that that's it"},{"speaker":"Matt Wolach","startTime":520.17,"endTime":523.35,"body":"right there just that people"},{"speaker":"Matt Wolach","startTime":520.17,"endTime":523.35,"body":"don't exactly understand the"},{"speaker":"Matt Wolach","startTime":523.35,"endTime":525.51,"body":"right way to do it. And they"},{"speaker":"Matt Wolach","startTime":523.35,"endTime":525.51,"body":"think like you said, just go out"},{"speaker":"Matt Wolach","startTime":525.51,"endTime":529.14,"body":"and pass some business cards out"},{"speaker":"Matt Wolach","startTime":525.51,"endTime":529.14,"body":"is the is the best method. And"},{"speaker":"Matt Wolach","startTime":529.47,"endTime":532.86,"body":"it almost feels bad on the other"},{"speaker":"Matt Wolach","startTime":529.47,"endTime":532.86,"body":"end, if somebody just comes out"},{"speaker":"Matt Wolach","startTime":532.86,"endTime":535.2,"body":"here with their business card,"},{"speaker":"Matt Wolach","startTime":532.86,"endTime":535.2,"body":"and I just don't think that's"},{"speaker":"Matt Wolach","startTime":535.2,"endTime":537.48,"body":"the right way to do it. But"},{"speaker":"Matt Wolach","startTime":535.2,"endTime":537.48,"body":"unfortunately, most people don't"},{"speaker":"Matt Wolach","startTime":537.48,"endTime":540.63,"body":"understand what the right method"},{"speaker":"Matt Wolach","startTime":537.48,"endTime":540.63,"body":"is, what's the right strategy"},{"speaker":"Matt Wolach","startTime":540.63,"endTime":544.32,"body":"and, and how to do that. Can you"},{"speaker":"Matt Wolach","startTime":540.63,"endTime":544.32,"body":"share some ideas on how people"},{"speaker":"Matt Wolach","startTime":544.32,"endTime":546.36,"body":"should be doing it the right"},{"speaker":"Matt Wolach","startTime":544.32,"endTime":546.36,"body":"way? Totally. Yeah,"},{"speaker":"Philip Pelto","startTime":546.36,"endTime":547.89,"body":"I would love to."},{"speaker":"Philip Pelto","startTime":546.36,"endTime":547.89,"body":"And by the way, that's actually"},{"speaker":"Philip Pelto","startTime":547.89,"endTime":551.07,"body":"one of the things that I'm"},{"speaker":"Philip Pelto","startTime":547.89,"endTime":551.07,"body":"working on, among a million"},{"speaker":"Philip Pelto","startTime":551.07,"endTime":554.46,"body":"other things, but it's actually"},{"speaker":"Philip Pelto","startTime":551.07,"endTime":554.46,"body":"a course that we're going to,"},{"speaker":"Philip Pelto","startTime":554.49,"endTime":556.95,"body":"you know, put out on, you know,"},{"speaker":"Philip Pelto","startTime":554.49,"endTime":556.95,"body":"the proper way to do this"},{"speaker":"Philip Pelto","startTime":556.95,"endTime":559.95,"body":"because one of my missions with"},{"speaker":"Philip Pelto","startTime":556.95,"endTime":559.95,"body":"what we're doing is just to help"},{"speaker":"Philip Pelto","startTime":560.1,"endTime":562.8,"body":"elevate everybody, as a you"},{"speaker":"Philip Pelto","startTime":560.1,"endTime":562.8,"body":"know, networking, like you don't"},{"speaker":"Philip Pelto","startTime":562.8,"endTime":565.74,"body":"have to join my organization or,"},{"speaker":"Philip Pelto","startTime":562.8,"endTime":565.74,"body":"you know, subscribe to my"},{"speaker":"Philip Pelto","startTime":566.01,"endTime":569.37,"body":"particular brand of doing it."},{"speaker":"Philip Pelto","startTime":566.01,"endTime":569.37,"body":"Like I just want everybody to be"},{"speaker":"Philip Pelto","startTime":569.37,"endTime":572.94,"body":"better at it because it makes"},{"speaker":"Philip Pelto","startTime":569.37,"endTime":572.94,"body":"all of us more successful and it"},{"speaker":"Philip Pelto","startTime":572.94,"endTime":575.46,"body":"makes the conversations more"},{"speaker":"Philip Pelto","startTime":572.94,"endTime":575.46,"body":"enjoyable. And, you know, I"},{"speaker":"Philip Pelto","startTime":575.46,"endTime":579.75,"body":"just, I can't stand when people"},{"speaker":"Philip Pelto","startTime":575.46,"endTime":579.75,"body":"go out to these events and they"},{"speaker":"Philip Pelto","startTime":579.75,"endTime":582.33,"body":"come back and they're like, oh"},{"speaker":"Philip Pelto","startTime":579.75,"endTime":582.33,"body":"is crap, you know, like, I met"},{"speaker":"Philip Pelto","startTime":582.36,"endTime":585.51,"body":"17 Northwestern Mutual sales"},{"speaker":"Philip Pelto","startTime":582.36,"endTime":585.51,"body":"guys, and they all tried to sell"},{"speaker":"Philip Pelto","startTime":585.51,"endTime":588.63,"body":"me insurance and, you know, or,"},{"speaker":"Philip Pelto","startTime":585.51,"endTime":588.63,"body":"you know, the whatever the"},{"speaker":"Philip Pelto","startTime":588.66,"endTime":591.81,"body":"multilevel marketing flavor of"},{"speaker":"Philip Pelto","startTime":588.66,"endTime":591.81,"body":"the month is and, you know, it's"},{"speaker":"Philip Pelto","startTime":591.81,"endTime":594.96,"body":"just it puts a bad taste in"},{"speaker":"Philip Pelto","startTime":591.81,"endTime":594.96,"body":"people's mouths and there's so"},{"speaker":"Philip Pelto","startTime":594.96,"endTime":599.22,"body":"much more to it than that. So,"},{"speaker":"Philip Pelto","startTime":594.96,"endTime":599.22,"body":"so how to do it the proper way,"},{"speaker":"Philip Pelto","startTime":599.22,"endTime":602.67,"body":"right? So First off, you have to"},{"speaker":"Philip Pelto","startTime":599.22,"endTime":602.67,"body":"understand why you're there,"},{"speaker":"Philip Pelto","startTime":602.7,"endTime":605.76,"body":"right? There's two different"},{"speaker":"Philip Pelto","startTime":602.7,"endTime":605.76,"body":"things, there's actually"},{"speaker":"Philip Pelto","startTime":605.76,"endTime":608.49,"body":"probably two or three different"},{"speaker":"Philip Pelto","startTime":605.76,"endTime":608.49,"body":"reasons you could go to an"},{"speaker":"Philip Pelto","startTime":608.49,"endTime":611.04,"body":"event, one might be prospecting,"},{"speaker":"Philip Pelto","startTime":608.49,"endTime":611.04,"body":"you might be trying to find a"},{"speaker":"Philip Pelto","startTime":611.04,"endTime":613.56,"body":"new client. And that's totally"},{"speaker":"Philip Pelto","startTime":611.04,"endTime":613.56,"body":"fine. But understand that that"},{"speaker":"Philip Pelto","startTime":613.56,"endTime":616.74,"body":"event now is a prospecting event"},{"speaker":"Philip Pelto","startTime":613.56,"endTime":616.74,"body":"and not a networking event. So"},{"speaker":"Philip Pelto","startTime":617.19,"endTime":620.13,"body":"you're just cold calling, and"},{"speaker":"Philip Pelto","startTime":617.19,"endTime":620.13,"body":"the organizer of the event was"},{"speaker":"Philip Pelto","startTime":620.13,"endTime":622.77,"body":"nice enough to put fish in a"},{"speaker":"Philip Pelto","startTime":620.13,"endTime":622.77,"body":"barrel for you to go after. So"},{"speaker":"Philip Pelto","startTime":624.09,"endTime":626.88,"body":"that that's most of the way you"},{"speaker":"Philip Pelto","startTime":624.09,"endTime":626.88,"body":"know, people treat it treat"},{"speaker":"Philip Pelto","startTime":626.88,"endTime":630.51,"body":"these events. But if you look at"},{"speaker":"Philip Pelto","startTime":626.88,"endTime":630.51,"body":"it as a prospecting event,"},{"speaker":"Philip Pelto","startTime":630.54,"endTime":632.82,"body":"totally cool. Just know that"},{"speaker":"Philip Pelto","startTime":630.54,"endTime":632.82,"body":"that's what you're there for."},{"speaker":"Philip Pelto","startTime":633.48,"endTime":636.78,"body":"The other way is to nurture an"},{"speaker":"Philip Pelto","startTime":633.48,"endTime":636.78,"body":"existing relationship, you know,"},{"speaker":"Philip Pelto","startTime":636.81,"endTime":639.69,"body":"I, you know, if you and I are"},{"speaker":"Philip Pelto","startTime":636.81,"endTime":639.69,"body":"going to meet in an event, you"},{"speaker":"Philip Pelto","startTime":639.69,"endTime":643.02,"body":"know, we live in different"},{"speaker":"Philip Pelto","startTime":639.69,"endTime":643.02,"body":"towns, and if I'm like, Hey, I"},{"speaker":"Philip Pelto","startTime":643.02,"endTime":644.82,"body":"know you're gonna be at this"},{"speaker":"Philip Pelto","startTime":643.02,"endTime":644.82,"body":"conference, I'm specifically"},{"speaker":"Philip Pelto","startTime":644.82,"endTime":647.7,"body":"going to this conference to get"},{"speaker":"Philip Pelto","startTime":644.82,"endTime":647.7,"body":"FaceTime with you to deepen our"},{"speaker":"Philip Pelto","startTime":647.7,"endTime":651.48,"body":"relationship to go further to,"},{"speaker":"Philip Pelto","startTime":647.7,"endTime":651.48,"body":"you know, get that that, you"},{"speaker":"Philip Pelto","startTime":651.48,"endTime":655.32,"body":"know, meeting on the calendar"},{"speaker":"Philip Pelto","startTime":651.48,"endTime":655.32,"body":"for us, that's totally"},{"speaker":"Philip Pelto","startTime":655.32,"endTime":659.22,"body":"acceptable as well. And then"},{"speaker":"Philip Pelto","startTime":655.32,"endTime":659.22,"body":"another thing might just be to,"},{"speaker":"Philip Pelto","startTime":659.25,"endTime":662.07,"body":"you know, meet some new people"},{"speaker":"Philip Pelto","startTime":659.25,"endTime":662.07,"body":"to explore if there are some"},{"speaker":"Philip Pelto","startTime":662.07,"endTime":665.7,"body":"partnership opportunities. And,"},{"speaker":"Philip Pelto","startTime":662.07,"endTime":665.7,"body":"you know, true networking and"},{"speaker":"Philip Pelto","startTime":665.7,"endTime":670.56,"body":"strategic partnership, is, when"},{"speaker":"Philip Pelto","startTime":665.7,"endTime":670.56,"body":"you think about not, can I sell"},{"speaker":"Philip Pelto","startTime":670.56,"endTime":673.02,"body":"this person? Are they a good"},{"speaker":"Philip Pelto","startTime":670.56,"endTime":673.02,"body":"prospect? For me, it's like, who"},{"speaker":"Philip Pelto","startTime":673.02,"endTime":675.84,"body":"is that person dealing with? Who"},{"speaker":"Philip Pelto","startTime":673.02,"endTime":675.84,"body":"are their clients and"},{"speaker":"Philip Pelto","startTime":675.93,"endTime":680.16,"body":"understanding? Are their clients"},{"speaker":"Philip Pelto","startTime":675.93,"endTime":680.16,"body":"good prospects for me, because"},{"speaker":"Philip Pelto","startTime":680.16,"endTime":684.33,"body":"then that one relationship is a"},{"speaker":"Philip Pelto","startTime":680.16,"endTime":684.33,"body":"conduit to potentially hundreds"},{"speaker":"Philip Pelto","startTime":684.33,"endTime":687.78,"body":"of other, you know, referrals"},{"speaker":"Philip Pelto","startTime":684.33,"endTime":687.78,"body":"and other deals that I could"},{"speaker":"Philip Pelto","startTime":687.78,"endTime":690.57,"body":"have, you know, again, people"},{"speaker":"Philip Pelto","startTime":687.78,"endTime":690.57,"body":"are really short sighted, and"},{"speaker":"Philip Pelto","startTime":690.57,"endTime":692.7,"body":"they can only see what's in"},{"speaker":"Philip Pelto","startTime":690.57,"endTime":692.7,"body":"front of them. And they're like,"},{"speaker":"Philip Pelto","startTime":692.73,"endTime":695.46,"body":"oh, Matt's a great prospect, you"},{"speaker":"Philip Pelto","startTime":692.73,"endTime":695.46,"body":"know, let's let me try and pitch"},{"speaker":"Philip Pelto","startTime":695.46,"endTime":698.97,"body":"him. And if they blow that up,"},{"speaker":"Philip Pelto","startTime":695.46,"endTime":698.97,"body":"then you know, you've got"},{"speaker":"Philip Pelto","startTime":699.0,"endTime":701.7,"body":"hundreds of people that you may"},{"speaker":"Philip Pelto","startTime":699.0,"endTime":701.7,"body":"have introduced him to that, you"},{"speaker":"Philip Pelto","startTime":701.7,"endTime":703.89,"body":"know, you're never going to now"},{"speaker":"Philip Pelto","startTime":701.7,"endTime":703.89,"body":"because they just blew up the"},{"speaker":"Philip Pelto","startTime":703.89,"endTime":707.64,"body":"deal. So, so yeah, be have a"},{"speaker":"Philip Pelto","startTime":703.89,"endTime":707.64,"body":"goal, understand why you're"},{"speaker":"Philip Pelto","startTime":707.64,"endTime":710.61,"body":"there, do a little bit of"},{"speaker":"Philip Pelto","startTime":707.64,"endTime":710.61,"body":"research ahead of time, see if"},{"speaker":"Philip Pelto","startTime":710.61,"endTime":713.85,"body":"you can figure out who else is"},{"speaker":"Philip Pelto","startTime":710.61,"endTime":713.85,"body":"going to be at that event. If"},{"speaker":"Philip Pelto","startTime":713.85,"endTime":716.01,"body":"you can't figure out who's going"},{"speaker":"Philip Pelto","startTime":713.85,"endTime":716.01,"body":"to be at the event, go find the"},{"speaker":"Philip Pelto","startTime":716.01,"endTime":719.43,"body":"event organizer when you get"},{"speaker":"Philip Pelto","startTime":716.01,"endTime":719.43,"body":"there and try and ask them, hey,"},{"speaker":"Philip Pelto","startTime":719.43,"endTime":721.44,"body":"you know, here's what I'm"},{"speaker":"Philip Pelto","startTime":719.43,"endTime":721.44,"body":"interested in. Here's the people"},{"speaker":"Philip Pelto","startTime":721.44,"endTime":723.78,"body":"that I want to partner with, who"},{"speaker":"Philip Pelto","startTime":721.44,"endTime":723.78,"body":"should I be talking to, you"},{"speaker":"Philip Pelto","startTime":723.78,"endTime":726.69,"body":"know, I'm new to town, I don't"},{"speaker":"Philip Pelto","startTime":723.78,"endTime":726.69,"body":"really know anything, who Who"},{"speaker":"Philip Pelto","startTime":726.69,"endTime":730.38,"body":"should I be introduced to at"},{"speaker":"Philip Pelto","startTime":726.69,"endTime":730.38,"body":"this event. And most organizers,"},{"speaker":"Philip Pelto","startTime":730.38,"endTime":732.36,"body":"if they're, you know, worth"},{"speaker":"Philip Pelto","startTime":730.38,"endTime":732.36,"body":"their salt as an organizer"},{"speaker":"Philip Pelto","startTime":732.36,"endTime":735.27,"body":"should, you know, be happy to do"},{"speaker":"Philip Pelto","startTime":732.36,"endTime":735.27,"body":"that for you. Or they'll have"},{"speaker":"Philip Pelto","startTime":735.27,"endTime":738.3,"body":"some sort of Ambassador to go"},{"speaker":"Philip Pelto","startTime":735.27,"endTime":738.3,"body":"out and do that. And then the"},{"speaker":"Philip Pelto","startTime":738.3,"endTime":741.48,"body":"other thing that I think is just"},{"speaker":"Philip Pelto","startTime":738.3,"endTime":741.48,"body":"absolutely blows my mind, I've"},{"speaker":"Philip Pelto","startTime":741.48,"endTime":746.55,"body":"met 1000s and 1000s of people"},{"speaker":"Philip Pelto","startTime":741.48,"endTime":746.55,"body":"over the years. I can't tell you"},{"speaker":"Philip Pelto","startTime":747.51,"endTime":752.16,"body":"how few people follow up with"},{"speaker":"Philip Pelto","startTime":747.51,"endTime":752.16,"body":"me, you know, like we meet at an"},{"speaker":"Philip Pelto","startTime":752.16,"endTime":756.75,"body":"event. And just something man,"},{"speaker":"Philip Pelto","startTime":752.16,"endTime":756.75,"body":"like, send me a LinkedIn"},{"speaker":"Philip Pelto","startTime":756.78,"endTime":758.97,"body":"request. You know, and by the"},{"speaker":"Philip Pelto","startTime":756.78,"endTime":758.97,"body":"way, if you're gonna send a"},{"speaker":"Philip Pelto","startTime":758.97,"endTime":762.33,"body":"LinkedIn request, put a note"},{"speaker":"Philip Pelto","startTime":758.97,"endTime":762.33,"body":"with it. You know, like, I mean,"},{"speaker":"Philip Pelto","startTime":762.33,"endTime":765.99,"body":"a ton of people like I don't, I"},{"speaker":"Philip Pelto","startTime":762.33,"endTime":765.99,"body":"don't know where we met. I might"},{"speaker":"Philip Pelto","startTime":765.99,"endTime":769.5,"body":"not remember your name. You"},{"speaker":"Philip Pelto","startTime":765.99,"endTime":769.5,"body":"know, if you shoot me a random"},{"speaker":"Philip Pelto","startTime":769.5,"endTime":773.28,"body":"connection request. I don't"},{"speaker":"Philip Pelto","startTime":769.5,"endTime":773.28,"body":"know. Actually, I think I might"},{"speaker":"Philip Pelto","startTime":773.28,"endTime":777.96,"body":"have done that to you. When we"},{"speaker":"Philip Pelto","startTime":773.28,"endTime":777.96,"body":"connected. But, but yeah, just"},{"speaker":"Philip Pelto","startTime":777.96,"endTime":780.42,"body":"like, you know, send me a note"},{"speaker":"Philip Pelto","startTime":777.96,"endTime":780.42,"body":"like, Hey, good to meet you at"},{"speaker":"Philip Pelto","startTime":780.42,"endTime":783.96,"body":"XYZ event or, you know, at Mass"},{"speaker":"Philip Pelto","startTime":780.42,"endTime":783.96,"body":"party or blah, blah, blah, you"},{"speaker":"Philip Pelto","startTime":783.96,"endTime":786.93,"body":"know, just so I like jogs my"},{"speaker":"Philip Pelto","startTime":783.96,"endTime":786.93,"body":"memory. I'm like, Oh, that's"},{"speaker":"Philip Pelto","startTime":786.93,"endTime":789.54,"body":"really cool. Yeah, good, good to"},{"speaker":"Philip Pelto","startTime":786.93,"endTime":789.54,"body":"connect with you. But you know,"},{"speaker":"Philip Pelto","startTime":789.54,"endTime":793.47,"body":"if you really want to go like"},{"speaker":"Philip Pelto","startTime":789.54,"endTime":793.47,"body":"you know, ninja level, send a"},{"speaker":"Philip Pelto","startTime":793.47,"endTime":796.86,"body":"handwritten thank you card, you"},{"speaker":"Philip Pelto","startTime":793.47,"endTime":796.86,"body":"know, reach out to people you"},{"speaker":"Philip Pelto","startTime":796.86,"endTime":799.38,"body":"know, do something that's going"},{"speaker":"Philip Pelto","startTime":796.86,"endTime":799.38,"body":"to set you apart from the crowd."},{"speaker":"Matt Wolach","startTime":800.4,"endTime":804.15,"body":"We'll be right"},{"speaker":"Matt Wolach","startTime":800.4,"endTime":804.15,"body":"back. Scale your SaaS is"},{"speaker":"Matt Wolach","startTime":804.15,"endTime":809.7,"body":"supported by Torowave. Lots of"},{"speaker":"Matt Wolach","startTime":804.15,"endTime":809.7,"body":"software leaders I talked to are"},{"speaker":"Matt Wolach","startTime":809.7,"endTime":812.79,"body":"looking to scale their SaaS and"},{"speaker":"Matt Wolach","startTime":809.7,"endTime":812.79,"body":"I keep hearing over and over"},{"speaker":"Matt Wolach","startTime":812.82,"endTime":816.36,"body":"about one major struggle getting"},{"speaker":"Matt Wolach","startTime":812.82,"endTime":816.36,"body":"ghosted by buyers after the"},{"speaker":"Matt Wolach","startTime":816.36,"endTime":819.42,"body":"demo. How frustrating is it when"},{"speaker":"Matt Wolach","startTime":816.36,"endTime":819.42,"body":"you have a great demo? You're"},{"speaker":"Matt Wolach","startTime":819.42,"endTime":822.75,"body":"feeling good they like it. It"},{"speaker":"Matt Wolach","startTime":819.42,"endTime":822.75,"body":"seems like a done deal and then"},{"speaker":"Matt Wolach","startTime":822.75,"endTime":826.11,"body":"crickets nothing reach out"},{"speaker":"Matt Wolach","startTime":822.75,"endTime":826.11,"body":"they're not responding to you at"},{"speaker":"Matt Wolach","startTime":826.14,"endTime":829.29,"body":"all. And when these software"},{"speaker":"Matt Wolach","startTime":826.14,"endTime":829.29,"body":"companies they asked me to dive"},{"speaker":"Matt Wolach","startTime":829.29,"endTime":833.13,"body":"in, I noticed that the sellers"},{"speaker":"Matt Wolach","startTime":829.29,"endTime":833.13,"body":"are following up the wrong way"},{"speaker":"Matt Wolach","startTime":833.13,"endTime":835.71,"body":"or actually I should say with"},{"speaker":"Matt Wolach","startTime":833.13,"endTime":835.71,"body":"the wrong medium what they're"},{"speaker":"Matt Wolach","startTime":835.71,"endTime":839.16,"body":"doing is they're hammering"},{"speaker":"Matt Wolach","startTime":835.71,"endTime":839.16,"body":"emails over and over again I got"},{"speaker":"Matt Wolach","startTime":839.16,"endTime":842.31,"body":"a newsflash for you email"},{"speaker":"Matt Wolach","startTime":839.16,"endTime":842.31,"body":"effectiveness is dwindling down"},{"speaker":"Matt Wolach","startTime":842.31,"endTime":845.46,"body":"and down every year so why beat"},{"speaker":"Matt Wolach","startTime":842.31,"endTime":845.46,"body":"your head against the wall"},{"speaker":"Matt Wolach","startTime":845.46,"endTime":849.42,"body":"losing all kinds of business"},{"speaker":"Matt Wolach","startTime":845.46,"endTime":849.42,"body":"start texting mixing tax all"},{"speaker":"Matt Wolach","startTime":849.42,"endTime":852.96,"body":"along with emails and calls and"},{"speaker":"Matt Wolach","startTime":849.42,"endTime":852.96,"body":"watch your conversion rates go"},{"speaker":"Matt Wolach","startTime":852.96,"endTime":856.77,"body":"up in fact conversion rates go"},{"speaker":"Matt Wolach","startTime":852.96,"endTime":856.77,"body":"up by about 50% When you use"},{"speaker":"Matt Wolach","startTime":856.77,"endTime":860.01,"body":"texting as part of the follow up"},{"speaker":"Matt Wolach","startTime":856.77,"endTime":860.01,"body":"people are used to it and did"},{"speaker":"Matt Wolach","startTime":860.01,"endTime":867.18,"body":"you know though response rate on"},{"speaker":"Matt Wolach","startTime":860.01,"endTime":867.18,"body":"text is 98% 98% So why throw"},{"speaker":"Matt Wolach","startTime":867.18,"endTime":869.94,"body":"emails into a black hole knowing"},{"speaker":"Matt Wolach","startTime":867.18,"endTime":869.94,"body":"that they're never gonna get"},{"speaker":"Matt Wolach","startTime":869.94,"endTime":872.7,"body":"returned text buyers and get"},{"speaker":"Matt Wolach","startTime":869.94,"endTime":872.7,"body":"results but don't use your own"},{"speaker":"Matt Wolach","startTime":872.7,"endTime":876.03,"body":"phone? All kinds of security and"},{"speaker":"Matt Wolach","startTime":872.7,"endTime":876.03,"body":"compliance issues if you do also"},{"speaker":"Matt Wolach","startTime":876.03,"endTime":878.22,"body":"none of that data is with your"},{"speaker":"Matt Wolach","startTime":876.03,"endTime":878.22,"body":"company. That's not good."},{"speaker":"Matt Wolach","startTime":878.25,"endTime":881.79,"body":"Instead use this system Toro"},{"speaker":"Matt Wolach","startTime":878.25,"endTime":881.79,"body":"wave Toro wave is designed for"},{"speaker":"Matt Wolach","startTime":881.79,"endTime":884.91,"body":"sales. It makes texting with"},{"speaker":"Matt Wolach","startTime":881.79,"endTime":884.91,"body":"buyers super simple and fast and"},{"speaker":"Matt Wolach","startTime":884.91,"endTime":888.66,"body":"it helps drive more deals, deals"},{"speaker":"Matt Wolach","startTime":884.91,"endTime":888.66,"body":"that you've been losing until"},{"speaker":"Matt Wolach","startTime":888.66,"endTime":892.32,"body":"now for being a listener. You"},{"speaker":"Matt Wolach","startTime":888.66,"endTime":892.32,"body":"get 50% off your first month of"},{"speaker":"Matt Wolach","startTime":892.32,"endTime":897.81,"body":"using Toro away 50% off just go"},{"speaker":"Matt Wolach","startTime":892.32,"endTime":897.81,"body":"to Toro wave.com/scale as t o r"},{"speaker":"Matt Wolach","startTime":897.84,"endTime":902.4,"body":"o wav.com COMM slash scale get"},{"speaker":"Matt Wolach","startTime":897.84,"endTime":902.4,"body":"signed up and start winning more"},{"speaker":"Matt Wolach","startTime":902.4,"endTime":907.44,"body":"deals like Tracy who closed"},{"speaker":"Matt Wolach","startTime":902.4,"endTime":907.44,"body":"$170,000. In three days after"},{"speaker":"Matt Wolach","startTime":907.44,"endTime":912.0,"body":"starting again, go to Toro"},{"speaker":"Matt Wolach","startTime":907.44,"endTime":912.0,"body":"wave.com/scale Catch up and win"},{"speaker":"Matt Wolach","startTime":912.03,"endTime":919.8,"body":"by texting with poor win. And"},{"speaker":"Matt Wolach","startTime":912.03,"endTime":919.8,"body":"we're back."},{"speaker":"Matt Wolach","startTime":919.95,"endTime":924.21,"body":"Those are other ways. Speaking"},{"speaker":"Matt Wolach","startTime":919.95,"endTime":924.21,"body":"of setting apart, so Phil came"},{"speaker":"Matt Wolach","startTime":924.21,"endTime":927.57,"body":"and spoke to my group of"},{"speaker":"Matt Wolach","startTime":924.21,"endTime":927.57,"body":"software founder members, we"},{"speaker":"Matt Wolach","startTime":927.57,"endTime":930.9,"body":"have a mastermind group came and"},{"speaker":"Matt Wolach","startTime":927.57,"endTime":930.9,"body":"delivered just crushed, it gave"},{"speaker":"Matt Wolach","startTime":930.9,"endTime":934.89,"body":"a lot of great insights. And"},{"speaker":"Matt Wolach","startTime":930.9,"endTime":934.89,"body":"then he sent me a t shirt, which"},{"speaker":"Matt Wolach","startTime":934.92,"endTime":937.68,"body":"I loved Phil, so thank you for"},{"speaker":"Matt Wolach","startTime":934.92,"endTime":937.68,"body":"setting that I use it for"},{"speaker":"Matt Wolach","startTime":937.68,"endTime":941.07,"body":"working out he sent me a t"},{"speaker":"Matt Wolach","startTime":937.68,"endTime":941.07,"body":"shirt, his company shirt, but it"},{"speaker":"Matt Wolach","startTime":941.07,"endTime":944.64,"body":"was just a great way to stand"},{"speaker":"Matt Wolach","startTime":941.07,"endTime":944.64,"body":"out. We have a new expert guest"},{"speaker":"Matt Wolach","startTime":944.64,"endTime":946.59,"body":"speaker that comes in every"},{"speaker":"Matt Wolach","startTime":944.64,"endTime":946.59,"body":"month. And he's the first one to"},{"speaker":"Matt Wolach","startTime":946.59,"endTime":950.34,"body":"send me a t shirt. And so like"},{"speaker":"Matt Wolach","startTime":946.59,"endTime":950.34,"body":"he said, stand out. He knows how"},{"speaker":"Matt Wolach","startTime":950.34,"endTime":953.67,"body":"to do that do things that other"},{"speaker":"Matt Wolach","startTime":950.34,"endTime":953.67,"body":"people are not doing. I love the"},{"speaker":"Matt Wolach","startTime":953.67,"endTime":956.58,"body":"handwritten card idea actually"},{"speaker":"Matt Wolach","startTime":953.67,"endTime":956.58,"body":"just did a webinar on that last"},{"speaker":"Matt Wolach","startTime":956.61,"endTime":959.82,"body":"week, believe it or not, but"},{"speaker":"Matt Wolach","startTime":956.61,"endTime":959.82,"body":"it's really important to get"},{"speaker":"Matt Wolach","startTime":959.82,"endTime":963.24,"body":"yourself separated from the"},{"speaker":"Matt Wolach","startTime":959.82,"endTime":963.24,"body":"herd. And that's one of the best"},{"speaker":"Matt Wolach","startTime":963.24,"endTime":964.23,"body":"ways to do it. Well said."},{"speaker":"Philip Pelto","startTime":964.65,"endTime":967.86,"body":"Yeah, absolutely."},{"speaker":"Philip Pelto","startTime":964.65,"endTime":967.86,"body":"So I, by the way, another plug"},{"speaker":"Philip Pelto","startTime":967.86,"endTime":971.52,"body":"plug for one of your other"},{"speaker":"Philip Pelto","startTime":967.86,"endTime":971.52,"body":"members. There's a person that"},{"speaker":"Philip Pelto","startTime":971.52,"endTime":975.87,"body":"does the cards, which I"},{"speaker":"Philip Pelto","startTime":971.52,"endTime":975.87,"body":"connected with him after after"},{"speaker":"Philip Pelto","startTime":975.87,"endTime":976.29,"body":"we talked."},{"speaker":"Matt Wolach","startTime":976.29,"endTime":980.04,"body":"So ignite post."},{"speaker":"Matt Wolach","startTime":976.29,"endTime":980.04,"body":"Yeah, it's pretty close. Yeah,"},{"speaker":"Matt Wolach","startTime":980.04,"endTime":982.23,"body":"they do handwritten cards"},{"speaker":"Matt Wolach","startTime":980.04,"endTime":982.23,"body":"automatically. So you don't have"},{"speaker":"Matt Wolach","startTime":982.23,"endTime":985.53,"body":"to write them yourself. It's"},{"speaker":"Matt Wolach","startTime":982.23,"endTime":985.53,"body":"cool. Yeah. Yeah, big plug."},{"speaker":"Matt Wolach","startTime":985.56,"endTime":988.41,"body":"Okay, cool. What you said"},{"speaker":"Matt Wolach","startTime":985.56,"endTime":988.41,"body":"though, I really resonate with"},{"speaker":"Matt Wolach","startTime":988.44,"endTime":992.76,"body":"it's what find a way to be"},{"speaker":"Matt Wolach","startTime":988.44,"endTime":992.76,"body":"strategic about these events."},{"speaker":"Matt Wolach","startTime":992.76,"endTime":995.73,"body":"And one of the things you talked"},{"speaker":"Matt Wolach","startTime":992.76,"endTime":995.73,"body":"about was, do the work in"},{"speaker":"Matt Wolach","startTime":995.73,"endTime":999.21,"body":"advance, like so many people"},{"speaker":"Matt Wolach","startTime":995.73,"endTime":999.21,"body":"just show up to the event? And,"},{"speaker":"Matt Wolach","startTime":999.42,"endTime":1002.06,"body":"hey, let's see what I can do"},{"speaker":"Matt Wolach","startTime":999.42,"endTime":1002.06,"body":"now. But there's so much you can"},{"speaker":"Matt Wolach","startTime":1002.06,"endTime":1004.79,"body":"do beforehand to understand"},{"speaker":"Matt Wolach","startTime":1002.06,"endTime":1004.79,"body":"who's coming. How can I set up"},{"speaker":"Matt Wolach","startTime":1004.79,"endTime":1007.34,"body":"meetings with them beforehand?"},{"speaker":"Matt Wolach","startTime":1004.79,"endTime":1007.34,"body":"One of my clients, his name's"},{"speaker":"Matt Wolach","startTime":1007.34,"endTime":1010.7,"body":"Peter, he actually had had an"},{"speaker":"Matt Wolach","startTime":1007.34,"endTime":1010.7,"body":"event coming up, I walked him"},{"speaker":"Matt Wolach","startTime":1010.7,"endTime":1014.27,"body":"through some things. And he"},{"speaker":"Matt Wolach","startTime":1010.7,"endTime":1014.27,"body":"booked nine meetings before he"},{"speaker":"Matt Wolach","startTime":1014.27,"endTime":1017.45,"body":"ever even arrived at the event."},{"speaker":"Matt Wolach","startTime":1014.27,"endTime":1017.45,"body":"And so you're absolutely right,"},{"speaker":"Matt Wolach","startTime":1017.45,"endTime":1020.42,"body":"Phil, if you can get that, that"},{"speaker":"Matt Wolach","startTime":1017.45,"endTime":1020.42,"body":"effort put together in place"},{"speaker":"Matt Wolach","startTime":1020.42,"endTime":1023.3,"body":"beforehand, you can make the"},{"speaker":"Matt Wolach","startTime":1020.42,"endTime":1023.3,"body":"event that much more successful."},{"speaker":"Philip Pelto","startTime":1023.42,"endTime":1026.03,"body":"It's Yeah, Alex"},{"speaker":"Philip Pelto","startTime":1023.42,"endTime":1026.03,"body":"Hermoza talks about that he had"},{"speaker":"Philip Pelto","startTime":1026.03,"endTime":1029.63,"body":"a quote, and I'll butcher it,"},{"speaker":"Philip Pelto","startTime":1026.03,"endTime":1029.63,"body":"but the sentiment is, right."},{"speaker":"Philip Pelto","startTime":1030.38,"endTime":1034.13,"body":"Like, it's amazing how much"},{"speaker":"Philip Pelto","startTime":1030.38,"endTime":1034.13,"body":"smarter you can seem, with just"},{"speaker":"Philip Pelto","startTime":1034.13,"endTime":1037.34,"body":"20 minutes of prep work, you"},{"speaker":"Philip Pelto","startTime":1034.13,"endTime":1037.34,"body":"know, like, do your homework,"},{"speaker":"Philip Pelto","startTime":1037.61,"endTime":1040.46,"body":"figure out why you're there. You"},{"speaker":"Philip Pelto","startTime":1037.61,"endTime":1040.46,"body":"know, what, what am I going to"},{"speaker":"Philip Pelto","startTime":1040.46,"endTime":1043.01,"body":"talk about at this meeting? What"},{"speaker":"Philip Pelto","startTime":1040.46,"endTime":1043.01,"body":"are my goals, whether the"},{"speaker":"Philip Pelto","startTime":1043.01,"endTime":1047.09,"body":"outcomes and make sure you have"},{"speaker":"Philip Pelto","startTime":1043.01,"endTime":1047.09,"body":"an intention going into"},{"speaker":"Matt Wolach","startTime":1047.089,"endTime":1051.409,"body":"it? So well said,"},{"speaker":"Matt Wolach","startTime":1047.089,"endTime":1051.409,"body":"so how does my Firestorm support"},{"speaker":"Matt Wolach","startTime":1051.409,"endTime":1053.479,"body":"this and help people do this"},{"speaker":"Matt Wolach","startTime":1051.409,"endTime":1053.479,"body":"better? Yeah."},{"speaker":"Philip Pelto","startTime":1053.48,"endTime":1057.32,"body":"So a couple of"},{"speaker":"Philip Pelto","startTime":1053.48,"endTime":1057.32,"body":"ways. Back in the day, I was"},{"speaker":"Philip Pelto","startTime":1057.32,"endTime":1060.23,"body":"just really good at connecting"},{"speaker":"Philip Pelto","startTime":1057.32,"endTime":1060.23,"body":"people, I still am. But you"},{"speaker":"Philip Pelto","startTime":1060.23,"endTime":1062.69,"body":"know, we're growing. And I'm not"},{"speaker":"Philip Pelto","startTime":1060.23,"endTime":1062.69,"body":"able to do that as much as I"},{"speaker":"Philip Pelto","startTime":1062.69,"endTime":1066.71,"body":"would like to. And so I built a"},{"speaker":"Philip Pelto","startTime":1062.69,"endTime":1066.71,"body":"software tool, which is pretty"},{"speaker":"Philip Pelto","startTime":1066.71,"endTime":1069.74,"body":"slick. And where there's, when"},{"speaker":"Philip Pelto","startTime":1066.71,"endTime":1069.74,"body":"you register for one of our"},{"speaker":"Philip Pelto","startTime":1069.74,"endTime":1073.01,"body":"events, you fill out a little"},{"speaker":"Philip Pelto","startTime":1069.74,"endTime":1073.01,"body":"questionnaire, it's super"},{"speaker":"Philip Pelto","startTime":1073.01,"endTime":1077.84,"body":"simple. But it gives us an idea"},{"speaker":"Philip Pelto","startTime":1073.01,"endTime":1077.84,"body":"of who you're who you're selling"},{"speaker":"Philip Pelto","startTime":1077.84,"endTime":1081.32,"body":"to, who is your ideal client,"},{"speaker":"Philip Pelto","startTime":1077.84,"endTime":1081.32,"body":"and who do you think is a good"},{"speaker":"Philip Pelto","startTime":1081.32,"endTime":1083.9,"body":"partner for you, but I think"},{"speaker":"Philip Pelto","startTime":1081.32,"endTime":1083.9,"body":"I've got some other, you know,"},{"speaker":"Philip Pelto","startTime":1083.93,"endTime":1086.21,"body":"additions to that, that I'll"},{"speaker":"Philip Pelto","startTime":1083.93,"endTime":1086.21,"body":"kind of throw in there as well."},{"speaker":"Philip Pelto","startTime":1086.78,"endTime":1089.0,"body":"But then what it does is it"},{"speaker":"Philip Pelto","startTime":1086.78,"endTime":1089.0,"body":"matches you with people, your"},{"speaker":"Philip Pelto","startTime":1089.0,"endTime":1091.55,"body":"attendees at our events, and"},{"speaker":"Philip Pelto","startTime":1089.0,"endTime":1091.55,"body":"it'll tell you like, hey,"},{"speaker":"Philip Pelto","startTime":1091.55,"endTime":1094.55,"body":"there's gonna be 100 people in"},{"speaker":"Philip Pelto","startTime":1091.55,"endTime":1094.55,"body":"the room. These are the top 10"},{"speaker":"Philip Pelto","startTime":1094.55,"endTime":1096.71,"body":"That you should talk to, or top"},{"speaker":"Philip Pelto","startTime":1094.55,"endTime":1096.71,"body":"15, or whatever, it just, it"},{"speaker":"Philip Pelto","startTime":1096.71,"endTime":1099.59,"body":"gives you the whole list of 100."},{"speaker":"Philip Pelto","startTime":1096.71,"endTime":1099.59,"body":"But it stack ranks them based on"},{"speaker":"Philip Pelto","startTime":1099.59,"endTime":1103.43,"body":"how you guys answered those"},{"speaker":"Philip Pelto","startTime":1099.59,"endTime":1103.43,"body":"questions. And then that piece"},{"speaker":"Philip Pelto","startTime":1103.43,"endTime":1106.4,"body":"of information is there for you,"},{"speaker":"Philip Pelto","startTime":1103.43,"endTime":1106.4,"body":"after the event as well. So you"},{"speaker":"Philip Pelto","startTime":1106.4,"endTime":1108.17,"body":"can follow up with people and"},{"speaker":"Philip Pelto","startTime":1106.4,"endTime":1108.17,"body":"like, Oh, hey, I didn't get a"},{"speaker":"Philip Pelto","startTime":1108.17,"endTime":1111.41,"body":"chance to talk to Matt, at that"},{"speaker":"Philip Pelto","startTime":1108.17,"endTime":1111.41,"body":"event, I really wanted to, but,"},{"speaker":"Philip Pelto","startTime":1111.44,"endTime":1113.33,"body":"you know, let me reach out to"},{"speaker":"Philip Pelto","startTime":1111.44,"endTime":1113.33,"body":"them after the fact, you know,"},{"speaker":"Philip Pelto","startTime":1113.33,"endTime":1118.01,"body":"via this tool. So that's one"},{"speaker":"Philip Pelto","startTime":1113.33,"endTime":1118.01,"body":"thing that we do. And then also,"},{"speaker":"Philip Pelto","startTime":1118.04,"endTime":1120.89,"body":"you know, we try to be really"},{"speaker":"Philip Pelto","startTime":1118.04,"endTime":1120.89,"body":"intentional about how we build"},{"speaker":"Philip Pelto","startTime":1120.89,"endTime":1124.94,"body":"our groups, right? So a lot of"},{"speaker":"Philip Pelto","startTime":1120.89,"endTime":1124.94,"body":"times people, you know, you go"},{"speaker":"Philip Pelto","startTime":1124.94,"endTime":1128.78,"body":"to a thing, you go to a group,"},{"speaker":"Philip Pelto","startTime":1124.94,"endTime":1128.78,"body":"you go to an event, and they're"},{"speaker":"Philip Pelto","startTime":1128.84,"endTime":1133.31,"body":"there, Ron, well, a lot of them."},{"speaker":"Philip Pelto","startTime":1128.84,"endTime":1133.31,"body":"But maybe they're not the right"},{"speaker":"Philip Pelto","startTime":1133.31,"endTime":1136.85,"body":"people in the room for you know,"},{"speaker":"Philip Pelto","startTime":1133.31,"endTime":1136.85,"body":"like, that changes everything,"},{"speaker":"Philip Pelto","startTime":1136.88,"endTime":1138.68,"body":"you know, having the right"},{"speaker":"Philip Pelto","startTime":1136.88,"endTime":1138.68,"body":"people in the right room"},{"speaker":"Philip Pelto","startTime":1138.68,"endTime":1141.74,"body":"together. So we're really"},{"speaker":"Philip Pelto","startTime":1138.68,"endTime":1141.74,"body":"intentional about putting the"},{"speaker":"Philip Pelto","startTime":1141.74,"endTime":1144.47,"body":"right people in the room"},{"speaker":"Philip Pelto","startTime":1141.74,"endTime":1144.47,"body":"together. very intentional and"},{"speaker":"Philip Pelto","startTime":1144.47,"endTime":1147.47,"body":"strategic about that. And that's"},{"speaker":"Philip Pelto","startTime":1144.47,"endTime":1147.47,"body":"just kind of, for me, it's our"},{"speaker":"Philip Pelto","startTime":1147.47,"endTime":1151.01,"body":"whole, you know, system. So"},{"speaker":"Philip Pelto","startTime":1147.47,"endTime":1151.01,"body":"that's, that's where the rubber"},{"speaker":"Philip Pelto","startTime":1151.01,"endTime":1153.77,"body":"meets the road is, you know, are"},{"speaker":"Philip Pelto","startTime":1151.01,"endTime":1153.77,"body":"you talking to the right types"},{"speaker":"Philip Pelto","startTime":1153.77,"endTime":1156.29,"body":"of people, because, you know,"},{"speaker":"Philip Pelto","startTime":1153.77,"endTime":1156.29,"body":"you go to an event sometimes,"},{"speaker":"Philip Pelto","startTime":1156.32,"endTime":1160.76,"body":"and if you're selling software,"},{"speaker":"Philip Pelto","startTime":1156.32,"endTime":1160.76,"body":"and you're there with a bunch of"},{"speaker":"Philip Pelto","startTime":1160.76,"endTime":1164.18,"body":"like, you know, real estate"},{"speaker":"Philip Pelto","startTime":1160.76,"endTime":1164.18,"body":"brokers and mortgage people,"},{"speaker":"Philip Pelto","startTime":1164.18,"endTime":1167.99,"body":"it's like, that's not really a"},{"speaker":"Philip Pelto","startTime":1164.18,"endTime":1167.99,"body":"valuable use of my time, you"},{"speaker":"Philip Pelto","startTime":1167.99,"endTime":1170.78,"body":"know, so it could be a great"},{"speaker":"Philip Pelto","startTime":1167.99,"endTime":1170.78,"body":"event. And it could be an"},{"speaker":"Philip Pelto","startTime":1170.78,"endTime":1172.94,"body":"amazing event for them. It's"},{"speaker":"Philip Pelto","startTime":1170.78,"endTime":1172.94,"body":"like, connect with each other,"},{"speaker":"Philip Pelto","startTime":1172.94,"endTime":1175.82,"body":"but like, you as a software"},{"speaker":"Philip Pelto","startTime":1172.94,"endTime":1175.82,"body":"provider, might not have"},{"speaker":"Philip Pelto","startTime":1175.82,"endTime":1178.16,"body":"anything to talk about or"},{"speaker":"Philip Pelto","startTime":1175.82,"endTime":1178.16,"body":"contribute or get value from so."},{"speaker":"Philip Pelto","startTime":1178.25,"endTime":1182.84,"body":"Yeah. That's kind of the major"},{"speaker":"Philip Pelto","startTime":1178.25,"endTime":1182.84,"body":"stuff. And then, you know,"},{"speaker":"Philip Pelto","startTime":1183.08,"endTime":1185.42,"body":"they're fun. Right? That's,"},{"speaker":"Philip Pelto","startTime":1183.08,"endTime":1185.42,"body":"that's got to be in there as"},{"speaker":"Philip Pelto","startTime":1185.42,"endTime":1186.08,"body":"well. So"},{"speaker":"Matt Wolach","startTime":1186.95,"endTime":1188.78,"body":"yeah, I think"},{"speaker":"Matt Wolach","startTime":1186.95,"endTime":1188.78,"body":"that's a big part of it. If the"},{"speaker":"Matt Wolach","startTime":1188.78,"endTime":1191.06,"body":"events are fun, it makes people"},{"speaker":"Matt Wolach","startTime":1188.78,"endTime":1191.06,"body":"want to come back makes people"},{"speaker":"Matt Wolach","startTime":1191.06,"endTime":1194.36,"body":"want to remember it. And I think"},{"speaker":"Matt Wolach","startTime":1191.06,"endTime":1194.36,"body":"that's really important. So So"},{"speaker":"Matt Wolach","startTime":1194.36,"endTime":1200.0,"body":"tell me, if you're a software"},{"speaker":"Matt Wolach","startTime":1194.36,"endTime":1200.0,"body":"leader, what advice would you"},{"speaker":"Matt Wolach","startTime":1200.0,"endTime":1202.79,"body":"have for somebody running a"},{"speaker":"Matt Wolach","startTime":1200.0,"endTime":1202.79,"body":"company who's saying, Okay, I"},{"speaker":"Matt Wolach","startTime":1202.79,"endTime":1204.59,"body":"need to get better at"},{"speaker":"Matt Wolach","startTime":1202.79,"endTime":1204.59,"body":"networking, I need to get better"},{"speaker":"Matt Wolach","startTime":1204.59,"endTime":1207.44,"body":"at connecting and building this"},{"speaker":"Matt Wolach","startTime":1204.59,"endTime":1207.44,"body":"community, what should they do?"},{"speaker":"Matt Wolach","startTime":1208.31,"endTime":1208.82,"body":"So,"},{"speaker":"Philip Pelto","startTime":1209.45,"endTime":1211.04,"body":"the first thing is"},{"speaker":"Philip Pelto","startTime":1209.45,"endTime":1211.04,"body":"just kind of sit down and figure"},{"speaker":"Philip Pelto","startTime":1211.04,"endTime":1215.03,"body":"out what your intent with that"},{"speaker":"Philip Pelto","startTime":1211.04,"endTime":1215.03,"body":"is, you know, like, it might not"},{"speaker":"Philip Pelto","startTime":1215.03,"endTime":1219.05,"body":"be the best play I, I would"},{"speaker":"Philip Pelto","startTime":1215.03,"endTime":1219.05,"body":"really like to see a case where"},{"speaker":"Philip Pelto","startTime":1219.05,"endTime":1222.59,"body":"it's not but but but understand"},{"speaker":"Philip Pelto","startTime":1219.05,"endTime":1222.59,"body":"why you're doing it, you know,"},{"speaker":"Philip Pelto","startTime":1222.59,"endTime":1226.37,"body":"is it to get new business is it"},{"speaker":"Philip Pelto","startTime":1222.59,"endTime":1226.37,"body":"to, you know, develop really"},{"speaker":"Philip Pelto","startTime":1226.37,"endTime":1230.3,"body":"good channel partners, you know,"},{"speaker":"Philip Pelto","startTime":1226.37,"endTime":1230.3,"body":"that could be a play, it could"},{"speaker":"Philip Pelto","startTime":1230.3,"endTime":1232.85,"body":"just be to raise brand awareness"},{"speaker":"Philip Pelto","startTime":1230.3,"endTime":1232.85,"body":"in your local, you know,"},{"speaker":"Philip Pelto","startTime":1232.85,"endTime":1235.31,"body":"community, it could be, you"},{"speaker":"Philip Pelto","startTime":1232.85,"endTime":1235.31,"body":"know, there could be a variety"},{"speaker":"Philip Pelto","startTime":1235.31,"endTime":1237.98,"body":"of reasons that you're doing"},{"speaker":"Philip Pelto","startTime":1235.31,"endTime":1237.98,"body":"these things, or you know, a lot"},{"speaker":"Philip Pelto","startTime":1237.98,"endTime":1240.95,"body":"of those things together. But"},{"speaker":"Philip Pelto","startTime":1237.98,"endTime":1240.95,"body":"you have to figure out kind of"},{"speaker":"Philip Pelto","startTime":1240.95,"endTime":1243.68,"body":"what the game plan is, why are"},{"speaker":"Philip Pelto","startTime":1240.95,"endTime":1243.68,"body":"you doing this? And then you"},{"speaker":"Philip Pelto","startTime":1243.68,"endTime":1246.23,"body":"figure out, what are the"},{"speaker":"Philip Pelto","startTime":1243.68,"endTime":1246.23,"body":"organizations, what are the"},{"speaker":"Philip Pelto","startTime":1246.23,"endTime":1249.77,"body":"groups that are going to be the"},{"speaker":"Philip Pelto","startTime":1246.23,"endTime":1249.77,"body":"highest value, you know, targets"},{"speaker":"Philip Pelto","startTime":1249.77,"endTime":1252.05,"body":"for me, like the most bang for"},{"speaker":"Philip Pelto","startTime":1249.77,"endTime":1252.05,"body":"my buck, because, you know, we"},{"speaker":"Philip Pelto","startTime":1252.05,"endTime":1255.56,"body":"don't have unlimited amounts of"},{"speaker":"Philip Pelto","startTime":1252.05,"endTime":1255.56,"body":"time, money you can throw around"},{"speaker":"Philip Pelto","startTime":1255.56,"endTime":1257.87,"body":"all day long, but you know, like"},{"speaker":"Philip Pelto","startTime":1255.56,"endTime":1257.87,"body":"these things you actually have"},{"speaker":"Philip Pelto","startTime":1257.87,"endTime":1261.62,"body":"to invest time in. So you got to"},{"speaker":"Philip Pelto","startTime":1257.87,"endTime":1261.62,"body":"be very judicious with where you"},{"speaker":"Philip Pelto","startTime":1261.62,"endTime":1264.56,"body":"spend that time. So, you know,"},{"speaker":"Philip Pelto","startTime":1261.62,"endTime":1264.56,"body":"is it going to be, you know,"},{"speaker":"Philip Pelto","startTime":1264.59,"endTime":1267.89,"body":"there's a local group here, that"},{"speaker":"Philip Pelto","startTime":1264.59,"endTime":1267.89,"body":"Colorado Technology Association,"},{"speaker":"Philip Pelto","startTime":1268.64,"endTime":1270.86,"body":"you know, and then there's like"},{"speaker":"Philip Pelto","startTime":1268.64,"endTime":1270.86,"body":"Colorado technology, sales"},{"speaker":"Philip Pelto","startTime":1270.86,"endTime":1274.64,"body":"professionals, you know, those"},{"speaker":"Philip Pelto","startTime":1270.86,"endTime":1274.64,"body":"could be a good play, or it"},{"speaker":"Philip Pelto","startTime":1274.64,"endTime":1277.97,"body":"could be, you know, go where go"},{"speaker":"Philip Pelto","startTime":1274.64,"endTime":1277.97,"body":"where your clients are, you"},{"speaker":"Philip Pelto","startTime":1277.97,"endTime":1281.15,"body":"know, maybe it's a Contractors"},{"speaker":"Philip Pelto","startTime":1277.97,"endTime":1281.15,"body":"Association, or, you know,"},{"speaker":"Philip Pelto","startTime":1281.18,"endTime":1285.35,"body":"electrical, you know, contractor"},{"speaker":"Philip Pelto","startTime":1281.18,"endTime":1285.35,"body":"thing, whatever that is, figure"},{"speaker":"Philip Pelto","startTime":1285.35,"endTime":1290.0,"body":"that out, identify those groups,"},{"speaker":"Philip Pelto","startTime":1285.35,"endTime":1290.0,"body":"and then go invest in those"},{"speaker":"Philip Pelto","startTime":1290.0,"endTime":1292.76,"body":"communities, right, and know"},{"speaker":"Philip Pelto","startTime":1290.0,"endTime":1292.76,"body":"that it's not going to pay off,"},{"speaker":"Philip Pelto","startTime":1292.94,"endTime":1295.43,"body":"immediately, you've got to"},{"speaker":"Philip Pelto","startTime":1292.94,"endTime":1295.43,"body":"invest the time. And, and I"},{"speaker":"Philip Pelto","startTime":1295.43,"endTime":1298.58,"body":"would say, just, I don't know,"},{"speaker":"Philip Pelto","startTime":1295.43,"endTime":1298.58,"body":"you can always like shortcut"},{"speaker":"Philip Pelto","startTime":1298.58,"endTime":1302.39,"body":"some things. And, you know, put"},{"speaker":"Philip Pelto","startTime":1298.58,"endTime":1302.39,"body":"in extra time, put in extra"},{"speaker":"Philip Pelto","startTime":1302.39,"endTime":1305.57,"body":"effort and do a lot of stuff to"},{"speaker":"Philip Pelto","startTime":1302.39,"endTime":1305.57,"body":"kind of condense the timeline."},{"speaker":"Philip Pelto","startTime":1306.05,"endTime":1308.75,"body":"But I would say, don't plan to"},{"speaker":"Philip Pelto","startTime":1306.05,"endTime":1308.75,"body":"get anything for the first year,"},{"speaker":"Philip Pelto","startTime":1308.78,"endTime":1311.0,"body":"you know, the first year is just"},{"speaker":"Philip Pelto","startTime":1308.78,"endTime":1311.0,"body":"you getting your name out there,"},{"speaker":"Philip Pelto","startTime":1311.27,"endTime":1314.21,"body":"you know, showing people that"},{"speaker":"Philip Pelto","startTime":1311.27,"endTime":1314.21,"body":"you're committed to the group,"},{"speaker":"Philip Pelto","startTime":1314.21,"endTime":1316.01,"body":"and you're not just there with"},{"speaker":"Philip Pelto","startTime":1314.21,"endTime":1316.01,"body":"your handout, trying to get"},{"speaker":"Philip Pelto","startTime":1316.01,"endTime":1320.48,"body":"something, you know, get on the"},{"speaker":"Philip Pelto","startTime":1316.01,"endTime":1320.48,"body":"board, volunteer for stuff, see,"},{"speaker":"Philip Pelto","startTime":1320.48,"endTime":1323.24,"body":"you know, make sure your face is"},{"speaker":"Philip Pelto","startTime":1320.48,"endTime":1323.24,"body":"at all the events, your people"},{"speaker":"Philip Pelto","startTime":1323.24,"endTime":1327.68,"body":"are there. And it really, really"},{"speaker":"Philip Pelto","startTime":1323.24,"endTime":1327.68,"body":"kind of dive in headfirst with"},{"speaker":"Philip Pelto","startTime":1327.68,"endTime":1331.34,"body":"the, with the groups. So that's"},{"speaker":"Philip Pelto","startTime":1327.68,"endTime":1331.34,"body":"kind of, you know, high level"},{"speaker":"Philip Pelto","startTime":1331.37,"endTime":1334.97,"body":"what I would say, and then make"},{"speaker":"Philip Pelto","startTime":1331.37,"endTime":1334.97,"body":"sure that you're following up"},{"speaker":"Philip Pelto","startTime":1334.97,"endTime":1337.61,"body":"with people, you know, just,"},{"speaker":"Philip Pelto","startTime":1334.97,"endTime":1337.61,"body":"it's the basic stuff. You know,"},{"speaker":"Philip Pelto","startTime":1337.61,"endTime":1340.76,"body":"I think we talked about this on,"},{"speaker":"Philip Pelto","startTime":1337.61,"endTime":1340.76,"body":"on the call last time when I was"},{"speaker":"Philip Pelto","startTime":1340.76,"endTime":1344.45,"body":"talking to your people. It's"},{"speaker":"Philip Pelto","startTime":1340.76,"endTime":1344.45,"body":"it's not sexy, right? Like"},{"speaker":"Philip Pelto","startTime":1344.48,"endTime":1348.44,"body":"shooting free throws and layups."},{"speaker":"Philip Pelto","startTime":1344.48,"endTime":1348.44,"body":"It's not the flippy spinny kicks"},{"speaker":"Philip Pelto","startTime":1348.44,"endTime":1352.49,"body":"that you know, get you. You"},{"speaker":"Philip Pelto","startTime":1348.44,"endTime":1352.49,"body":"know, the winds, it's the base"},{"speaker":"Philip Pelto","startTime":1352.49,"endTime":1355.55,"body":"hits and the layups and the free"},{"speaker":"Philip Pelto","startTime":1352.49,"endTime":1355.55,"body":"throws, and the super simple"},{"speaker":"Philip Pelto","startTime":1355.55,"endTime":1359.21,"body":"things that really nobody wants"},{"speaker":"Philip Pelto","startTime":1355.55,"endTime":1359.21,"body":"to talk about. Nobody's making"},{"speaker":"Philip Pelto","startTime":1359.21,"endTime":1362.72,"body":"Instagram posts about, you know,"},{"speaker":"Philip Pelto","startTime":1359.21,"endTime":1362.72,"body":"spending 17 hours in the gym,"},{"speaker":"Philip Pelto","startTime":1363.14,"endTime":1365.33,"body":"you know, doing the basic stuff."},{"speaker":"Matt Wolach","startTime":1365.39,"endTime":1368.84,"body":"So, yeah, yeah,"},{"speaker":"Matt Wolach","startTime":1365.39,"endTime":1368.84,"body":"very, very true. And I totally"},{"speaker":"Matt Wolach","startTime":1368.84,"endTime":1372.86,"body":"agree. And I think it's so"},{"speaker":"Matt Wolach","startTime":1368.84,"endTime":1372.86,"body":"important to, to make sure that"},{"speaker":"Matt Wolach","startTime":1372.86,"endTime":1375.56,"body":"you were in, in American"},{"speaker":"Matt Wolach","startTime":1372.86,"endTime":1375.56,"body":"football, we call it blocking"},{"speaker":"Matt Wolach","startTime":1375.56,"endTime":1378.65,"body":"and tackling, doing those"},{"speaker":"Matt Wolach","startTime":1375.56,"endTime":1378.65,"body":"fundamentals. And having that"},{"speaker":"Matt Wolach","startTime":1378.68,"endTime":1381.26,"body":"that in place and having the"},{"speaker":"Matt Wolach","startTime":1378.68,"endTime":1381.26,"body":"understanding of how important"},{"speaker":"Matt Wolach","startTime":1381.26,"endTime":1385.22,"body":"it is, is critical. Yeah, I love"},{"speaker":"Matt Wolach","startTime":1381.26,"endTime":1385.22,"body":"that you say you gotta be"},{"speaker":"Matt Wolach","startTime":1385.22,"endTime":1388.7,"body":"persistent with it, because I"},{"speaker":"Matt Wolach","startTime":1385.22,"endTime":1388.7,"body":"see so many times leaders say,"},{"speaker":"Matt Wolach","startTime":1388.7,"endTime":1391.97,"body":"hey, we tried this didn't work."},{"speaker":"Matt Wolach","startTime":1388.7,"endTime":1391.97,"body":"And whether it's networking, or"},{"speaker":"Matt Wolach","startTime":1391.97,"endTime":1396.26,"body":"SEO, or ads, or whatever. And in"},{"speaker":"Matt Wolach","startTime":1391.97,"endTime":1396.26,"body":"many cases, it was the right"},{"speaker":"Matt Wolach","startTime":1396.26,"endTime":1399.38,"body":"thing. They just didn't stick"},{"speaker":"Matt Wolach","startTime":1396.26,"endTime":1399.38,"body":"with it long enough. And it"},{"speaker":"Matt Wolach","startTime":1399.38,"endTime":1401.81,"body":"seems like that's a theme of"},{"speaker":"Matt Wolach","startTime":1399.38,"endTime":1401.81,"body":"what we're talking about today"},{"speaker":"Matt Wolach","startTime":1401.81,"endTime":1405.14,"body":"is you've got to stick with it."},{"speaker":"Matt Wolach","startTime":1401.81,"endTime":1405.14,"body":"You've got to trust it, and have"},{"speaker":"Matt Wolach","startTime":1405.14,"endTime":1407.09,"body":"that confidence that it's going"},{"speaker":"Matt Wolach","startTime":1405.14,"endTime":1407.09,"body":"to come through for you"},{"speaker":"Philip Pelto","startTime":1407.21,"endTime":1411.26,"body":"100% Yeah, and"},{"speaker":"Philip Pelto","startTime":1407.21,"endTime":1411.26,"body":"just know that, you know, it's a"},{"speaker":"Philip Pelto","startTime":1411.26,"endTime":1416.3,"body":"formula like it will work and"},{"speaker":"Philip Pelto","startTime":1411.26,"endTime":1416.3,"body":"there's no, if it doesn't work,"},{"speaker":"Philip Pelto","startTime":1416.3,"endTime":1419.78,"body":"it's because you didn't do one"},{"speaker":"Philip Pelto","startTime":1416.3,"endTime":1419.78,"body":"piece of it. Right. And, you"},{"speaker":"Philip Pelto","startTime":1419.78,"endTime":1423.32,"body":"know, I mentioned Napoleon Hill"},{"speaker":"Philip Pelto","startTime":1419.78,"endTime":1423.32,"body":"earlier. He has another quote."},{"speaker":"Philip Pelto","startTime":1423.35,"endTime":1426.74,"body":"It's patience, persistence, and"},{"speaker":"Philip Pelto","startTime":1423.35,"endTime":1426.74,"body":"perspiration is an unbeatable"},{"speaker":"Philip Pelto","startTime":1426.74,"endTime":1430.58,"body":"combination, or recipe for"},{"speaker":"Philip Pelto","startTime":1426.74,"endTime":1430.58,"body":"success. So just love that"},{"speaker":"Philip Pelto","startTime":1430.58,"endTime":1432.77,"body":"follow that plan. That"},{"speaker":"Matt Wolach","startTime":1432.38,"endTime":1435.099,"body":"is a great one for"},{"speaker":"Matt Wolach","startTime":1432.38,"endTime":1435.099,"body":"sure. Well, this has been great."},{"speaker":"Matt Wolach","startTime":1435.152,"endTime":1438.619,"body":"Phil, how can our audience learn"},{"speaker":"Matt Wolach","startTime":1435.152,"endTime":1438.619,"body":"more about you? And MyFirestorm?"},{"speaker":"Philip Pelto","startTime":1438.619,"endTime":1441.442,"body":"Yeah. LinkedIn is"},{"speaker":"Philip Pelto","startTime":1438.619,"endTime":1441.442,"body":"kind of the place where most"},{"speaker":"Philip Pelto","startTime":1441.504,"endTime":1445.31,"body":"active so I'm just, you know,"},{"speaker":"Philip Pelto","startTime":1441.504,"endTime":1445.31,"body":"Philip Pelto. And the company is"},{"speaker":"Philip Pelto","startTime":1445.371,"endTime":1449.116,"body":"MyFirestorm. But if you find"},{"speaker":"Philip Pelto","startTime":1445.371,"endTime":1449.116,"body":"either one of those, you'll find"},{"speaker":"Philip Pelto","startTime":1449.177,"endTime":1452.922,"body":"the other one. So yeah, we're"},{"speaker":"Philip Pelto","startTime":1449.177,"endTime":1452.922,"body":"all over LinkedIn, a little bit"},{"speaker":"Philip Pelto","startTime":1452.983,"endTime":1455.93,"body":"on Instagram. Not so much there."},{"speaker":"Philip Pelto","startTime":1452.983,"endTime":1455.93,"body":"Go to LinkedIn."},{"speaker":"Matt Wolach","startTime":1456.77,"endTime":1458.45,"body":"Okay, perfect."},{"speaker":"Matt Wolach","startTime":1456.77,"endTime":1458.45,"body":"We'll put that into the show"},{"speaker":"Matt Wolach","startTime":1458.45,"endTime":1460.55,"body":"notes. So if you're listening,"},{"speaker":"Matt Wolach","startTime":1458.45,"endTime":1460.55,"body":"you can go check that out. But,"},{"speaker":"Matt Wolach","startTime":1460.7,"endTime":1462.77,"body":"Phil, this has been awesome."},{"speaker":"Matt Wolach","startTime":1460.7,"endTime":1462.77,"body":"Thanks for coming on the show"},{"speaker":"Matt Wolach","startTime":1462.77,"endTime":1464.9,"body":"and sharing all this with us."},{"speaker":"Matt Wolach","startTime":1462.77,"endTime":1464.9,"body":"Absolutely. Thanks for having"},{"speaker":"Matt Wolach","startTime":1464.9,"endTime":1468.35,"body":"me, man. For sure, and everybody"},{"speaker":"Matt Wolach","startTime":1464.9,"endTime":1468.35,"body":"out there. Thanks for being"},{"speaker":"Matt Wolach","startTime":1468.35,"endTime":1470.27,"body":"here. Really appreciate it. Once"},{"speaker":"Matt Wolach","startTime":1468.35,"endTime":1470.27,"body":"again, make sure you're"},{"speaker":"Matt Wolach","startTime":1470.27,"endTime":1473.12,"body":"subscribe so you don't miss out"},{"speaker":"Matt Wolach","startTime":1470.27,"endTime":1473.12,"body":"on any other amazing innovators"},{"speaker":"Matt Wolach","startTime":1473.12,"endTime":1476.09,"body":"and leaders like Phil got a lot"},{"speaker":"Matt Wolach","startTime":1473.12,"endTime":1476.09,"body":"of good stuff coming up for you."},{"speaker":"Matt Wolach","startTime":1476.27,"endTime":1478.49,"body":"But thanks for being here. And"},{"speaker":"Matt Wolach","startTime":1476.27,"endTime":1478.49,"body":"we'll see you next time. Take"},{"speaker":"Matt Wolach","startTime":1478.49,"endTime":1483.32,"body":"care. All right."},{"speaker":"Intro/ Outro","startTime":1484.64,"endTime":1487.507,"body":"Thanks for"},{"speaker":"Intro/ Outro","startTime":1484.64,"endTime":1487.507,"body":"listening to Scale Your SaaS for"},{"speaker":"Intro/ Outro","startTime":1487.574,"endTime":1492.71,"body":"more help on finding great leads"},{"speaker":"Intro/ Outro","startTime":1487.574,"endTime":1492.71,"body":"and closing more deals. Go to Mattwolach.com"}]}