{"version":"1.0.0","segments":[{"speaker":"Matt Wolach","startTime":7.41,"endTime":9.78,"body":"And welcome to"},{"speaker":"Matt Wolach","startTime":7.41,"endTime":9.78,"body":"Scale Your SaaS, thank you very"},{"speaker":"Matt Wolach","startTime":9.78,"endTime":12.09,"body":"much for being here. I'm really"},{"speaker":"Matt Wolach","startTime":9.78,"endTime":12.09,"body":"glad that you joined us today."},{"speaker":"Matt Wolach","startTime":12.09,"endTime":14.67,"body":"By the way, if this is your"},{"speaker":"Matt Wolach","startTime":12.09,"endTime":14.67,"body":"first time, just know that we"},{"speaker":"Matt Wolach","startTime":14.67,"endTime":17.76,"body":"are here to help you do exactly"},{"speaker":"Matt Wolach","startTime":14.67,"endTime":17.76,"body":"that scale your Sass by"},{"speaker":"Matt Wolach","startTime":17.79,"endTime":20.34,"body":"generating a whole bunch of"},{"speaker":"Matt Wolach","startTime":17.79,"endTime":20.34,"body":"awesome leads, making sure you"},{"speaker":"Matt Wolach","startTime":20.34,"endTime":23.13,"body":"know how to close those"},{"speaker":"Matt Wolach","startTime":20.34,"endTime":23.13,"body":"opportunities and building a"},{"speaker":"Matt Wolach","startTime":23.13,"endTime":26.52,"body":"team around you so that others"},{"speaker":"Matt Wolach","startTime":23.13,"endTime":26.52,"body":"can do all that for you. So if"},{"speaker":"Matt Wolach","startTime":26.52,"endTime":28.47,"body":"you want all those things,"},{"speaker":"Matt Wolach","startTime":26.52,"endTime":28.47,"body":"definitely hit the subscribe"},{"speaker":"Matt Wolach","startTime":28.47,"endTime":31.23,"body":"button right now that way you'll"},{"speaker":"Matt Wolach","startTime":28.47,"endTime":31.23,"body":"be notified about all of these"},{"speaker":"Matt Wolach","startTime":31.23,"endTime":33.6,"body":"fun things of all the new"},{"speaker":"Matt Wolach","startTime":31.23,"endTime":33.6,"body":"episodes where we bring"},{"speaker":"Matt Wolach","startTime":33.63,"endTime":37.92,"body":"innovative leaders and"},{"speaker":"Matt Wolach","startTime":33.63,"endTime":37.92,"body":"visionaries like my guest today"},{"speaker":"Matt Wolach","startTime":38.01,"endTime":41.49,"body":"to you. My guest today is Joe"},{"speaker":"Matt Wolach","startTime":38.01,"endTime":41.49,"body":"Ingram. I am super excited about"},{"speaker":"Matt Wolach","startTime":41.49,"endTime":43.74,"body":"having him on the show. Joe, how"},{"speaker":"Matt Wolach","startTime":41.49,"endTime":43.74,"body":"you doing today?"},{"speaker":"Joe Ingram","startTime":43.95,"endTime":47.64,"body":"I'm fantastic. I"},{"speaker":"Joe Ingram","startTime":43.95,"endTime":47.64,"body":"learned very young in life that"},{"speaker":"Joe Ingram","startTime":47.67,"endTime":51.27,"body":"you wake up every day and say,"},{"speaker":"Joe Ingram","startTime":47.67,"endTime":51.27,"body":"If I wake up without a chalk"},{"speaker":"Joe Ingram","startTime":51.27,"endTime":54.66,"body":"outline around me, then I have"},{"speaker":"Joe Ingram","startTime":51.27,"endTime":54.66,"body":"to accept that as a good day."},{"speaker":"Matt Wolach","startTime":55.65,"endTime":58.2,"body":"That is a good day"},{"speaker":"Matt Wolach","startTime":55.65,"endTime":58.2,"body":"seeing that son come up as"},{"speaker":"Matt Wolach","startTime":58.2,"endTime":61.62,"body":"always fantastic. As we get"},{"speaker":"Matt Wolach","startTime":58.2,"endTime":61.62,"body":"older and older, I would echo"},{"speaker":"Matt Wolach","startTime":61.62,"endTime":65.7,"body":"that more and more. But Joe, you"},{"speaker":"Matt Wolach","startTime":61.62,"endTime":65.7,"body":"are you're really strong at what"},{"speaker":"Matt Wolach","startTime":65.7,"endTime":68.25,"body":"you do. I want to make sure"},{"speaker":"Matt Wolach","startTime":65.7,"endTime":68.25,"body":"everybody knows who you are and"},{"speaker":"Matt Wolach","startTime":68.25,"endTime":71.91,"body":"what you're doing. So Joe is the"},{"speaker":"Matt Wolach","startTime":68.25,"endTime":71.91,"body":"CEO of Ingram Interactive. He is"},{"speaker":"Matt Wolach","startTime":71.91,"endTime":75.9,"body":"a highly accomplished 30 year"},{"speaker":"Matt Wolach","startTime":71.91,"endTime":75.9,"body":"sales innovator with over 1.7"},{"speaker":"Matt Wolach","startTime":75.93,"endTime":80.28,"body":"billion in sales billion with a"},{"speaker":"Matt Wolach","startTime":75.93,"endTime":80.28,"body":"B with extensive knowledge of"},{"speaker":"Matt Wolach","startTime":80.28,"endTime":84.33,"body":"human psychology, communication"},{"speaker":"Matt Wolach","startTime":80.28,"endTime":84.33,"body":"styles, buying triggers, and E"},{"speaker":"Matt Wolach","startTime":84.33,"endTime":87.12,"body":"commerce conversions, he"},{"speaker":"Matt Wolach","startTime":84.33,"endTime":87.12,"body":"transforms your results within"},{"speaker":"Matt Wolach","startTime":87.12,"endTime":91.62,"body":"months, not years. Joe is the"},{"speaker":"Matt Wolach","startTime":87.12,"endTime":91.62,"body":"personification of edutainment,"},{"speaker":"Matt Wolach","startTime":91.71,"endTime":95.25,"body":"he perfectly fuses education"},{"speaker":"Matt Wolach","startTime":91.71,"endTime":95.25,"body":"with entertainment to ensure"},{"speaker":"Matt Wolach","startTime":95.25,"endTime":99.15,"body":"maximum absorption and ease of"},{"speaker":"Matt Wolach","startTime":95.25,"endTime":99.15,"body":"implementation. He's also the"},{"speaker":"Matt Wolach","startTime":99.15,"endTime":102.6,"body":"host of the Sales Genius"},{"speaker":"Matt Wolach","startTime":99.15,"endTime":102.6,"body":"Podcast. When it comes to sales."},{"speaker":"Matt Wolach","startTime":102.6,"endTime":106.02,"body":"This guy knows his stuff. I am"},{"speaker":"Matt Wolach","startTime":102.6,"endTime":106.02,"body":"super, super delighted. He's"},{"speaker":"Matt Wolach","startTime":106.02,"endTime":107.43,"body":"here. So Joe, thanks for being"},{"speaker":"Matt Wolach","startTime":106.02,"endTime":107.43,"body":"here."},{"speaker":"Joe Ingram","startTime":107.61,"endTime":110.7,"body":"Absolutely Matt. One"},{"speaker":"Joe Ingram","startTime":107.61,"endTime":110.7,"body":"of the things I coined in the"},{"speaker":"Joe Ingram","startTime":110.7,"endTime":114.21,"body":"beginning, when I got into sales"},{"speaker":"Joe Ingram","startTime":110.7,"endTime":114.21,"body":"and started actually becoming as"},{"speaker":"Joe Ingram","startTime":114.21,"endTime":118.35,"body":"I said, sales is only a numbers"},{"speaker":"Joe Ingram","startTime":114.21,"endTime":118.35,"body":"game until you become educated."},{"speaker":"Joe Ingram","startTime":119.55,"endTime":126.06,"body":"Because once you understand how"},{"speaker":"Joe Ingram","startTime":119.55,"endTime":126.06,"body":"to convert, it's no longer let's"},{"speaker":"Joe Ingram","startTime":126.06,"endTime":130.71,"body":"just massively do activities."},{"speaker":"Joe Ingram","startTime":126.06,"endTime":130.71,"body":"And I think that's where a lot"},{"speaker":"Joe Ingram","startTime":130.71,"endTime":134.07,"body":"of us get burned out. And we get"},{"speaker":"Joe Ingram","startTime":130.71,"endTime":134.07,"body":"to the point sales isn't for me,"},{"speaker":"Joe Ingram","startTime":134.22,"endTime":137.46,"body":"is because if you don't have the"},{"speaker":"Joe Ingram","startTime":134.22,"endTime":137.46,"body":"right things to say you don't"},{"speaker":"Joe Ingram","startTime":137.46,"endTime":141.84,"body":"have what your focus is, then"},{"speaker":"Joe Ingram","startTime":137.46,"endTime":141.84,"body":"the answer is dial the phone"},{"speaker":"Joe Ingram","startTime":141.84,"endTime":145.68,"body":"more, send more emails, send"},{"speaker":"Joe Ingram","startTime":141.84,"endTime":145.68,"body":"more text messages, write reach"},{"speaker":"Joe Ingram","startTime":145.68,"endTime":150.54,"body":"out to more people on LinkedIn"},{"speaker":"Joe Ingram","startTime":145.68,"endTime":150.54,"body":"with a cold, really bad message,"},{"speaker":"Joe Ingram","startTime":150.81,"endTime":154.59,"body":"right, that goes out there and"},{"speaker":"Joe Ingram","startTime":150.81,"endTime":154.59,"body":"you go see, I had to do 1000 of"},{"speaker":"Joe Ingram","startTime":154.59,"endTime":157.41,"body":"them to get one person to talk"},{"speaker":"Joe Ingram","startTime":154.59,"endTime":157.41,"body":"to me. And I'm like, See, you're"},{"speaker":"Joe Ingram","startTime":157.41,"endTime":161.49,"body":"playing a numbers game. I want"},{"speaker":"Joe Ingram","startTime":157.41,"endTime":161.49,"body":"to play a quality game. So let's"},{"speaker":"Joe Ingram","startTime":161.49,"endTime":166.53,"body":"change it more than one time,"},{"speaker":"Joe Ingram","startTime":161.49,"endTime":166.53,"body":"I've rewrote somebody's really"},{"speaker":"Joe Ingram","startTime":166.53,"endTime":170.4,"body":"bad opening pitch on LinkedIn,"},{"speaker":"Joe Ingram","startTime":166.53,"endTime":170.4,"body":"and sent it back and said, Well,"},{"speaker":"Joe Ingram","startTime":170.4,"endTime":174.09,"body":"I'm not interested based on the"},{"speaker":"Joe Ingram","startTime":170.4,"endTime":174.09,"body":"approach. But if you had changed"},{"speaker":"Joe Ingram","startTime":174.12,"endTime":177.39,"body":"it to this, I think you might"},{"speaker":"Joe Ingram","startTime":174.12,"endTime":177.39,"body":"get better results, right? And"},{"speaker":"Joe Ingram","startTime":177.39,"endTime":179.91,"body":"then I get somebody like a month"},{"speaker":"Joe Ingram","startTime":177.39,"endTime":179.91,"body":"later going, that totally"},{"speaker":"Joe Ingram","startTime":179.91,"endTime":184.68,"body":"changed the game. And I'm like,"},{"speaker":"Joe Ingram","startTime":179.91,"endTime":184.68,"body":"okay, but again, I would rather"},{"speaker":"Joe Ingram","startTime":184.68,"endTime":190.05,"body":"do you know, five things to get"},{"speaker":"Joe Ingram","startTime":184.68,"endTime":190.05,"body":"one interaction with somebody as"},{"speaker":"Joe Ingram","startTime":190.05,"endTime":194.13,"body":"opposed to 1000. And so I would"},{"speaker":"Joe Ingram","startTime":190.05,"endTime":194.13,"body":"just say, Stop telling yourself,"},{"speaker":"Joe Ingram","startTime":194.13,"endTime":196.74,"body":"it's a numbers game, you need to"},{"speaker":"Joe Ingram","startTime":194.13,"endTime":196.74,"body":"actually step up and get better."},{"speaker":"Matt Wolach","startTime":197.43,"endTime":199.53,"body":"I love it. And I"},{"speaker":"Matt Wolach","startTime":197.43,"endTime":199.53,"body":"think that's actually, you know,"},{"speaker":"Matt Wolach","startTime":199.53,"endTime":203.22,"body":"I have a it's not, I guess I"},{"speaker":"Matt Wolach","startTime":199.53,"endTime":203.22,"body":"would call it a theory because I"},{"speaker":"Matt Wolach","startTime":203.22,"endTime":206.4,"body":"haven't fully proven it. But"},{"speaker":"Matt Wolach","startTime":203.22,"endTime":206.4,"body":"basically, what I've seen is"},{"speaker":"Matt Wolach","startTime":206.4,"endTime":210.69,"body":"that sales as the company grows"},{"speaker":"Matt Wolach","startTime":206.4,"endTime":210.69,"body":"and gets bigger, gets worse. For"},{"speaker":"Matt Wolach","startTime":210.69,"endTime":213.27,"body":"example, just wait till you have"},{"speaker":"Matt Wolach","startTime":210.69,"endTime":213.27,"body":"Facebook, people calling you"},{"speaker":"Matt Wolach","startTime":213.27,"endTime":215.55,"body":"about the ads you're placing,"},{"speaker":"Matt Wolach","startTime":213.27,"endTime":215.55,"body":"and it is terrible. They have no"},{"speaker":"Matt Wolach","startTime":215.55,"endTime":217.95,"body":"idea what they're doing, they"},{"speaker":"Matt Wolach","startTime":215.55,"endTime":217.95,"body":"have no idea how to sell you. As"},{"speaker":"Matt Wolach","startTime":217.95,"endTime":220.71,"body":"the company gets bigger sales"},{"speaker":"Matt Wolach","startTime":217.95,"endTime":220.71,"body":"becomes tougher and tougher to"},{"speaker":"Matt Wolach","startTime":220.71,"endTime":224.28,"body":"keep quality sales. And part of"},{"speaker":"Matt Wolach","startTime":220.71,"endTime":224.28,"body":"it is right there. You just"},{"speaker":"Matt Wolach","startTime":224.28,"endTime":227.07,"body":"mentioned it, you've got the"},{"speaker":"Matt Wolach","startTime":224.28,"endTime":227.07,"body":"director or the VP breathing"},{"speaker":"Matt Wolach","startTime":227.07,"endTime":229.14,"body":"down your neck saying you need a"},{"speaker":"Matt Wolach","startTime":227.07,"endTime":229.14,"body":"numbers, you need the numbers,"},{"speaker":"Matt Wolach","startTime":229.14,"endTime":231.45,"body":"you need the numbers, Do this,"},{"speaker":"Matt Wolach","startTime":229.14,"endTime":231.45,"body":"do this, do this, instead of"},{"speaker":"Matt Wolach","startTime":231.45,"endTime":234.3,"body":"let's focus on how we're going"},{"speaker":"Matt Wolach","startTime":231.45,"endTime":234.3,"body":"to be able to help people. Do"},{"speaker":"Matt Wolach","startTime":234.3,"endTime":235.71,"body":"you see similar things, Joe?"},{"speaker":"Joe Ingram","startTime":236.19,"endTime":240.6,"body":"Absolutely. And so I"},{"speaker":"Joe Ingram","startTime":236.19,"endTime":240.6,"body":"see to me, the answer is the"},{"speaker":"Joe Ingram","startTime":240.6,"endTime":246.42,"body":"second you lower what your ideal"},{"speaker":"Joe Ingram","startTime":240.6,"endTime":246.42,"body":"customer is, and accept that one"},{"speaker":"Joe Ingram","startTime":246.42,"endTime":250.53,"body":"below. Right? Again, I've never"},{"speaker":"Joe Ingram","startTime":246.42,"endTime":250.53,"body":"had a customer that got a"},{"speaker":"Joe Ingram","startTime":250.53,"endTime":255.24,"body":"discount and was happy. Okay,"},{"speaker":"Joe Ingram","startTime":250.53,"endTime":255.24,"body":"and most people think the"},{"speaker":"Joe Ingram","startTime":255.24,"endTime":258.21,"body":"easiest way, right my"},{"speaker":"Joe Ingram","startTime":255.24,"endTime":258.21,"body":"salespeople that our customer"},{"speaker":"Joe Ingram","startTime":258.21,"endTime":261.27,"body":"advocates, they jump out there"},{"speaker":"Joe Ingram","startTime":258.21,"endTime":261.27,"body":"and go they need a discount they"},{"speaker":"Joe Ingram","startTime":261.27,"endTime":263.91,"body":"and they don't even know that"},{"speaker":"Joe Ingram","startTime":261.27,"endTime":263.91,"body":"there's a discount available"},{"speaker":"Joe Ingram","startTime":264.0,"endTime":268.53,"body":"until you coach them through it."},{"speaker":"Joe Ingram","startTime":264.0,"endTime":268.53,"body":"But you give the discount as a"},{"speaker":"Joe Ingram","startTime":268.53,"endTime":272.58,"body":"way of building rapport, which"},{"speaker":"Joe Ingram","startTime":268.53,"endTime":272.58,"body":"means they didn't like you till"},{"speaker":"Joe Ingram","startTime":272.58,"endTime":276.3,"body":"you made it about price. And you"},{"speaker":"Joe Ingram","startTime":272.58,"endTime":276.3,"body":"go Why is everything about"},{"speaker":"Joe Ingram","startTime":276.3,"endTime":279.54,"body":"price? Well, why is it this way?"},{"speaker":"Joe Ingram","startTime":276.3,"endTime":279.54,"body":"Why can't I hold gross like the"},{"speaker":"Joe Ingram","startTime":279.54,"endTime":282.66,"body":"other guy? Why is my checks"},{"speaker":"Joe Ingram","startTime":279.54,"endTime":282.66,"body":"followed than everybody else on"},{"speaker":"Joe Ingram","startTime":282.66,"endTime":286.05,"body":"the team? And the answer is"},{"speaker":"Joe Ingram","startTime":282.66,"endTime":286.05,"body":"you've lost focus on building"},{"speaker":"Joe Ingram","startTime":286.05,"endTime":290.64,"body":"value. You've lost focus on"},{"speaker":"Joe Ingram","startTime":286.05,"endTime":290.64,"body":"building actual connection with"},{"speaker":"Joe Ingram","startTime":290.64,"endTime":295.47,"body":"another human being. Right and,"},{"speaker":"Joe Ingram","startTime":290.64,"endTime":295.47,"body":"man, I'm the guy that says sales"},{"speaker":"Joe Ingram","startTime":295.47,"endTime":299.49,"body":"is about results, not"},{"speaker":"Joe Ingram","startTime":295.47,"endTime":299.49,"body":"relationships. I think the"},{"speaker":"Joe Ingram","startTime":299.49,"endTime":303.33,"body":"result bolt generates the"},{"speaker":"Joe Ingram","startTime":299.49,"endTime":303.33,"body":"relationship. That's how you"},{"speaker":"Joe Ingram","startTime":303.36,"endTime":307.32,"body":"keep people sticky. Right? I"},{"speaker":"Joe Ingram","startTime":303.36,"endTime":307.32,"body":"don't want people paying me and"},{"speaker":"Joe Ingram","startTime":307.32,"endTime":311.73,"body":"me giving them no result. Right?"},{"speaker":"Joe Ingram","startTime":307.32,"endTime":311.73,"body":"That's not going to help me,"},{"speaker":"Joe Ingram","startTime":311.73,"endTime":314.79,"body":"it's not going to get you a"},{"speaker":"Joe Ingram","startTime":311.73,"endTime":314.79,"body":"referral, I guarantee you that."},{"speaker":"Joe Ingram","startTime":315.03,"endTime":318.57,"body":"And so no, he's just a really"},{"speaker":"Joe Ingram","startTime":315.03,"endTime":318.57,"body":"nice guy. That's the worst thing"},{"speaker":"Joe Ingram","startTime":318.57,"endTime":322.86,"body":"I could hear from a prospect"},{"speaker":"Joe Ingram","startTime":318.57,"endTime":322.86,"body":"talking to one of my customers."},{"speaker":"Matt Wolach","startTime":323.41,"endTime":325.57,"body":"Well, I'm a big"},{"speaker":"Matt Wolach","startTime":323.41,"endTime":325.57,"body":"believer in that I love that I"},{"speaker":"Matt Wolach","startTime":325.57,"endTime":328.99,"body":"want everybody remember that"},{"speaker":"Matt Wolach","startTime":325.57,"endTime":328.99,"body":"sales about is about results and"},{"speaker":"Matt Wolach","startTime":328.99,"endTime":332.17,"body":"not relationships. And in fact,"},{"speaker":"Matt Wolach","startTime":328.99,"endTime":332.17,"body":"you know, the book, the"},{"speaker":"Matt Wolach","startTime":332.17,"endTime":335.02,"body":"challenger sale, of course, kind"},{"speaker":"Matt Wolach","startTime":332.17,"endTime":335.02,"body":"of proves this. So you are"},{"speaker":"Matt Wolach","startTime":335.02,"endTime":337.93,"body":"backed by science, my friend,"},{"speaker":"Matt Wolach","startTime":335.02,"endTime":337.93,"body":"because everybody thought, Oh, I"},{"speaker":"Matt Wolach","startTime":337.93,"endTime":340.54,"body":"just need to be buddy, buddy"},{"speaker":"Matt Wolach","startTime":337.93,"endTime":340.54,"body":"with all of my prospects, and"},{"speaker":"Matt Wolach","startTime":340.54,"endTime":342.28,"body":"they're gonna love me, and"},{"speaker":"Matt Wolach","startTime":340.54,"endTime":342.28,"body":"they're gonna want to buy from"},{"speaker":"Matt Wolach","startTime":342.28,"endTime":344.98,"body":"me. And that's actually not the"},{"speaker":"Matt Wolach","startTime":342.28,"endTime":344.98,"body":"case they want to buy from you,"},{"speaker":"Matt Wolach","startTime":345.16,"endTime":348.52,"body":"when you educate them, and you"},{"speaker":"Matt Wolach","startTime":345.16,"endTime":348.52,"body":"help them understand exactly"},{"speaker":"Matt Wolach","startTime":348.52,"endTime":350.83,"body":"what's going on in their"},{"speaker":"Matt Wolach","startTime":348.52,"endTime":350.83,"body":"business in their industry, and"},{"speaker":"Matt Wolach","startTime":350.83,"endTime":354.19,"body":"how they can improve, not"},{"speaker":"Matt Wolach","startTime":350.83,"endTime":354.19,"body":"necessarily their friend. Now,"},{"speaker":"Matt Wolach","startTime":354.28,"endTime":356.29,"body":"once you do that, and once you"},{"speaker":"Matt Wolach","startTime":354.28,"endTime":356.29,"body":"do those things, they're gonna"},{"speaker":"Matt Wolach","startTime":356.29,"endTime":358.42,"body":"love you. And they're gonna say,"},{"speaker":"Matt Wolach","startTime":356.29,"endTime":358.42,"body":"Holy cow, this guy's awesome."},{"speaker":"Matt Wolach","startTime":358.42,"endTime":361.33,"body":"He's helping me out so much. I"},{"speaker":"Matt Wolach","startTime":358.42,"endTime":361.33,"body":"follow him, I trust him. And"},{"speaker":"Matt Wolach","startTime":361.45,"endTime":364.57,"body":"whatever he says, I need to do I"},{"speaker":"Matt Wolach","startTime":361.45,"endTime":364.57,"body":"need to do that. So I think it"},{"speaker":"Matt Wolach","startTime":364.57,"endTime":367.48,"body":"is exactly the reverse of what"},{"speaker":"Matt Wolach","startTime":364.57,"endTime":367.48,"body":"you said, That's awesome."},{"speaker":"Joe Ingram","startTime":367.51,"endTime":370.18,"body":"And in the"},{"speaker":"Joe Ingram","startTime":367.51,"endTime":370.18,"body":"Challenger sale book, right?"},{"speaker":"Joe Ingram","startTime":370.27,"endTime":373.48,"body":"When you look at it, what's the"},{"speaker":"Joe Ingram","startTime":370.27,"endTime":373.48,"body":"number one thing it takes for"},{"speaker":"Joe Ingram","startTime":373.48,"endTime":379.36,"body":"relationships over time, I don't"},{"speaker":"Joe Ingram","startTime":373.48,"endTime":379.36,"body":"have time, right, I don't have"},{"speaker":"Joe Ingram","startTime":379.36,"endTime":383.11,"body":"time to just keep chasing people"},{"speaker":"Joe Ingram","startTime":379.36,"endTime":383.11,"body":"back and forth, hoping one day"},{"speaker":"Joe Ingram","startTime":383.11,"endTime":387.13,"body":"they'll like me enough to do a"},{"speaker":"Joe Ingram","startTime":383.11,"endTime":387.13,"body":"meeting. Right, you need to have"},{"speaker":"Joe Ingram","startTime":387.13,"endTime":391.87,"body":"the ability to internalize your"},{"speaker":"Joe Ingram","startTime":387.13,"endTime":391.87,"body":"benefits. And your here's one"},{"speaker":"Joe Ingram","startTime":391.87,"endTime":395.8,"body":"thing I'll throw out because it"},{"speaker":"Joe Ingram","startTime":391.87,"endTime":395.8,"body":"just just hit me. We always"},{"speaker":"Joe Ingram","startTime":395.83,"endTime":402.13,"body":"devalue what we have learned and"},{"speaker":"Joe Ingram","startTime":395.83,"endTime":402.13,"body":"mastered. Okay, so we don't"},{"speaker":"Joe Ingram","startTime":402.13,"endTime":405.67,"body":"assign a value to it. We go,"},{"speaker":"Joe Ingram","startTime":402.13,"endTime":405.67,"body":"I've already learned it, you may"},{"speaker":"Joe Ingram","startTime":405.67,"endTime":409.9,"body":"go pay for a seminar, right?"},{"speaker":"Joe Ingram","startTime":405.67,"endTime":409.9,"body":"You're investing time to listen"},{"speaker":"Joe Ingram","startTime":409.9,"endTime":413.8,"body":"to match show. Why? Because you"},{"speaker":"Joe Ingram","startTime":409.9,"endTime":413.8,"body":"want to get better. But once you"},{"speaker":"Joe Ingram","startTime":413.8,"endTime":418.09,"body":"learn something, you walk away"},{"speaker":"Joe Ingram","startTime":413.8,"endTime":418.09,"body":"with it, you now devalue it,"},{"speaker":"Joe Ingram","startTime":418.12,"endTime":420.76,"body":"because you've already learned"},{"speaker":"Joe Ingram","startTime":418.12,"endTime":420.76,"body":"it. And you don't assign the"},{"speaker":"Joe Ingram","startTime":420.76,"endTime":424.3,"body":"value of your time and your"},{"speaker":"Joe Ingram","startTime":420.76,"endTime":424.3,"body":"money and what you put into that"},{"speaker":"Joe Ingram","startTime":424.3,"endTime":428.83,"body":"learning that skill. And when"},{"speaker":"Joe Ingram","startTime":424.3,"endTime":428.83,"body":"you do that, you now be little,"},{"speaker":"Joe Ingram","startTime":429.22,"endTime":433.42,"body":"your ability to communicate with"},{"speaker":"Joe Ingram","startTime":429.22,"endTime":433.42,"body":"another person. Right? I know"},{"speaker":"Joe Ingram","startTime":433.42,"endTime":437.05,"body":"that when I sat down and started"},{"speaker":"Joe Ingram","startTime":433.42,"endTime":437.05,"body":"figuring out all the sales I"},{"speaker":"Joe Ingram","startTime":437.05,"endTime":439.84,"body":"did, like we were talking"},{"speaker":"Joe Ingram","startTime":437.05,"endTime":439.84,"body":"before, in 2020, is where I came"},{"speaker":"Joe Ingram","startTime":439.84,"endTime":443.53,"body":"up with, hey, up to this point,"},{"speaker":"Joe Ingram","startTime":439.84,"endTime":443.53,"body":"it's 1.7 billion. And then I"},{"speaker":"Joe Ingram","startTime":443.53,"endTime":447.13,"body":"stopped and I said, now I'm"},{"speaker":"Joe Ingram","startTime":443.53,"endTime":447.13,"body":"gonna go back and add up all of"},{"speaker":"Joe Ingram","startTime":447.13,"endTime":451.27,"body":"the classes, all of the"},{"speaker":"Joe Ingram","startTime":447.13,"endTime":451.27,"body":"trainings all of the time I"},{"speaker":"Joe Ingram","startTime":451.27,"endTime":456.4,"body":"spent learning to get this skill"},{"speaker":"Joe Ingram","startTime":451.27,"endTime":456.4,"body":"set, because again, we don't go"},{"speaker":"Joe Ingram","startTime":456.4,"endTime":460.9,"body":"learn everything and then go"},{"speaker":"Joe Ingram","startTime":456.4,"endTime":460.9,"body":"sell. That's not what we do. We"},{"speaker":"Joe Ingram","startTime":460.9,"endTime":463.6,"body":"go out, we start selling, we"},{"speaker":"Joe Ingram","startTime":460.9,"endTime":463.6,"body":"learn something, we pick up"},{"speaker":"Joe Ingram","startTime":463.6,"endTime":466.72,"body":"something from the person next"},{"speaker":"Joe Ingram","startTime":463.6,"endTime":466.72,"body":"to us, we go back and forth. And"},{"speaker":"Joe Ingram","startTime":466.72,"endTime":469.81,"body":"we continue to go forward, but"},{"speaker":"Joe Ingram","startTime":466.72,"endTime":469.81,"body":"we don't actually stop and"},{"speaker":"Joe Ingram","startTime":469.81,"endTime":472.75,"body":"assign it. But when you look"},{"speaker":"Joe Ingram","startTime":469.81,"endTime":472.75,"body":"over and go, it takes what for"},{"speaker":"Joe Ingram","startTime":472.75,"endTime":476.38,"body":"mastery is the 10,000 hours that"},{"speaker":"Joe Ingram","startTime":472.75,"endTime":476.38,"body":"they say you're gonna go and do"},{"speaker":"Joe Ingram","startTime":476.38,"endTime":481.06,"body":"that a lot of us have way more"},{"speaker":"Joe Ingram","startTime":476.38,"endTime":481.06,"body":"than that. But we also don't"},{"speaker":"Joe Ingram","startTime":481.36,"endTime":484.99,"body":"have that ego pushing us out"},{"speaker":"Joe Ingram","startTime":481.36,"endTime":484.99,"body":"there to do it. Now I do have"},{"speaker":"Joe Ingram","startTime":484.99,"endTime":490.0,"body":"one, I named the sales genius,"},{"speaker":"Joe Ingram","startTime":484.99,"endTime":490.0,"body":"right? So I I have the ability"},{"speaker":"Joe Ingram","startTime":490.0,"endTime":492.94,"body":"to say, hey, I'll call myself"},{"speaker":"Joe Ingram","startTime":490.0,"endTime":492.94,"body":"that now. Challenge me I'm okay"},{"speaker":"Joe Ingram","startTime":492.94,"endTime":496.09,"body":"with that. But I also know that"},{"speaker":"Joe Ingram","startTime":492.94,"endTime":496.09,"body":"if I don't know, I'll learn"},{"speaker":"Joe Ingram","startTime":496.09,"endTime":499.9,"body":"something. And that's, that's"},{"speaker":"Joe Ingram","startTime":496.09,"endTime":499.9,"body":"where a lot of people miss."},{"speaker":"Matt Wolach","startTime":499.0,"endTime":502.39,"body":"Yeah, Agreed."},{"speaker":"Matt Wolach","startTime":499.0,"endTime":502.39,"body":"Agreed. And I think that's so"},{"speaker":"Matt Wolach","startTime":502.39,"endTime":504.49,"body":"true. Everything you're saying"},{"speaker":"Matt Wolach","startTime":502.39,"endTime":504.49,"body":"is so smart. Because you're"},{"speaker":"Matt Wolach","startTime":504.49,"endTime":507.01,"body":"right. We do pick it up along"},{"speaker":"Matt Wolach","startTime":504.49,"endTime":507.01,"body":"the way we do learn from that"},{"speaker":"Matt Wolach","startTime":507.01,"endTime":510.01,"body":"experience of seeing what"},{"speaker":"Matt Wolach","startTime":507.01,"endTime":510.01,"body":"happened that worked well, what"},{"speaker":"Matt Wolach","startTime":510.01,"endTime":512.23,"body":"didn't work. Well, what they"},{"speaker":"Matt Wolach","startTime":510.01,"endTime":512.23,"body":"said that worked well that they"},{"speaker":"Matt Wolach","startTime":512.23,"endTime":514.93,"body":"told you about. I totally agree."},{"speaker":"Matt Wolach","startTime":512.23,"endTime":514.93,"body":"And you just talked about the"},{"speaker":"Matt Wolach","startTime":514.93,"endTime":518.05,"body":"sales genius. I know you've"},{"speaker":"Matt Wolach","startTime":514.93,"endTime":518.05,"body":"mentioned this approach of"},{"speaker":"Matt Wolach","startTime":518.08,"endTime":521.71,"body":"unearthing the sales genius"},{"speaker":"Matt Wolach","startTime":518.08,"endTime":521.71,"body":"within Can you talk a little bit"},{"speaker":"Matt Wolach","startTime":521.71,"endTime":523.66,"body":"about that, and what that means?"},{"speaker":"Joe Ingram","startTime":524.17,"endTime":527.62,"body":"Yeah, so what we do"},{"speaker":"Joe Ingram","startTime":524.17,"endTime":527.62,"body":"is we've defined so many"},{"speaker":"Joe Ingram","startTime":527.62,"endTime":530.2,"body":"speakers have gone out many"},{"speaker":"Joe Ingram","startTime":527.62,"endTime":530.2,"body":"people that go through and say"},{"speaker":"Joe Ingram","startTime":530.41,"endTime":535.18,"body":"everybody has their own level of"},{"speaker":"Joe Ingram","startTime":530.41,"endTime":535.18,"body":"genius, in whatever area it is."},{"speaker":"Joe Ingram","startTime":535.36,"endTime":539.8,"body":"So typically, we walk in, I like"},{"speaker":"Joe Ingram","startTime":535.36,"endTime":539.8,"body":"to make training fun, I'll tell"},{"speaker":"Joe Ingram","startTime":539.8,"endTime":543.97,"body":"you, I mean, the genius part of"},{"speaker":"Joe Ingram","startTime":539.8,"endTime":543.97,"body":"what I do, and I'm okay to say"},{"speaker":"Joe Ingram","startTime":543.97,"endTime":547.39,"body":"this is that I can take the"},{"speaker":"Joe Ingram","startTime":543.97,"endTime":547.39,"body":"complex and make it simple."},{"speaker":"Joe Ingram","startTime":548.02,"endTime":553.09,"body":"Okay, while adding humor. so"},{"speaker":"Joe Ingram","startTime":548.02,"endTime":553.09,"body":"other people can take complex"},{"speaker":"Joe Ingram","startTime":553.09,"endTime":556.6,"body":"and make it simple, but nobody"},{"speaker":"Joe Ingram","startTime":553.09,"endTime":556.6,"body":"wants to learn it. So when I sit"},{"speaker":"Joe Ingram","startTime":556.6,"endTime":560.77,"body":"down, I will connect with people"},{"speaker":"Joe Ingram","startTime":556.6,"endTime":560.77,"body":"on a different level. So mad if"},{"speaker":"Joe Ingram","startTime":560.77,"endTime":563.29,"body":"I got you to laugh while we were"},{"speaker":"Joe Ingram","startTime":560.77,"endTime":563.29,"body":"sitting here and I said"},{"speaker":"Joe Ingram","startTime":563.29,"endTime":568.6,"body":"something, it meant your ego has"},{"speaker":"Joe Ingram","startTime":563.29,"endTime":568.6,"body":"dropped. Okay? Because if you"},{"speaker":"Joe Ingram","startTime":568.6,"endTime":571.24,"body":"hated me, right, if somebody's"},{"speaker":"Joe Ingram","startTime":568.6,"endTime":571.24,"body":"listening, right, I'm going to"},{"speaker":"Joe Ingram","startTime":571.24,"endTime":573.37,"body":"hate his voice, whatever,"},{"speaker":"Joe Ingram","startTime":571.24,"endTime":573.37,"body":"they're going to click off."},{"speaker":"Joe Ingram","startTime":573.67,"endTime":576.67,"body":"Right? They're not going to be"},{"speaker":"Joe Ingram","startTime":573.67,"endTime":576.67,"body":"paying attention but if you hate"},{"speaker":"Joe Ingram","startTime":577.06,"endTime":579.73,"body":"the other person, it doesn't"},{"speaker":"Joe Ingram","startTime":577.06,"endTime":579.73,"body":"matter how funny they are,"},{"speaker":"Joe Ingram","startTime":579.73,"endTime":584.23,"body":"you'll never laugh. Okay, we see"},{"speaker":"Joe Ingram","startTime":579.73,"endTime":584.23,"body":"that a lot in culture today is"},{"speaker":"Joe Ingram","startTime":584.23,"endTime":587.26,"body":"that I don't care what you said."},{"speaker":"Joe Ingram","startTime":584.23,"endTime":587.26,"body":"I just don't like you. So"},{"speaker":"Joe Ingram","startTime":587.26,"endTime":590.95,"body":"therefore we cancel whatever it"},{"speaker":"Joe Ingram","startTime":587.26,"endTime":590.95,"body":"is. You could have said you"},{"speaker":"Joe Ingram","startTime":590.95,"endTime":593.77,"body":"know, how do you cure cancer?"},{"speaker":"Joe Ingram","startTime":590.95,"endTime":593.77,"body":"But the answer is I don't like"},{"speaker":"Joe Ingram","startTime":593.77,"endTime":596.08,"body":"you because the way you look"},{"speaker":"Joe Ingram","startTime":593.77,"endTime":596.08,"body":"what you do, but but they come"},{"speaker":"Joe Ingram","startTime":596.08,"endTime":601.42,"body":"in. So I like to break down"},{"speaker":"Joe Ingram","startTime":596.08,"endTime":601.42,"body":"strategies with People and find"},{"speaker":"Joe Ingram","startTime":601.42,"endTime":604.36,"body":"what resonates with them."},{"speaker":"Joe Ingram","startTime":601.42,"endTime":604.36,"body":"Because you're gonna have"},{"speaker":"Joe Ingram","startTime":604.36,"endTime":607.75,"body":"somebody who's in sales that is"},{"speaker":"Joe Ingram","startTime":604.36,"endTime":607.75,"body":"great at prospecting, can't"},{"speaker":"Joe Ingram","startTime":607.75,"endTime":611.83,"body":"close anything. You got somebody"},{"speaker":"Joe Ingram","startTime":607.75,"endTime":611.83,"body":"that only knows how to close,"},{"speaker":"Joe Ingram","startTime":612.52,"endTime":616.96,"body":"and you have them prospecting."},{"speaker":"Joe Ingram","startTime":612.52,"endTime":616.96,"body":"And so to determine that, right,"},{"speaker":"Joe Ingram","startTime":616.96,"endTime":620.8,"body":"I tell people all the time I"},{"speaker":"Joe Ingram","startTime":616.96,"endTime":620.8,"body":"say, Look, if you let's say we"},{"speaker":"Joe Ingram","startTime":620.83,"endTime":624.19,"body":"we do phone calls, we go call"},{"speaker":"Joe Ingram","startTime":620.83,"endTime":624.19,"body":"into a client, that person"},{"speaker":"Joe Ingram","startTime":624.19,"endTime":628.9,"body":"answers the phone. Sometimes it"},{"speaker":"Joe Ingram","startTime":624.19,"endTime":628.9,"body":"goes, click, and you don't even"},{"speaker":"Joe Ingram","startTime":628.9,"endTime":633.13,"body":"have to try. It's just Oh, pop,"},{"speaker":"Joe Ingram","startTime":628.9,"endTime":633.13,"body":"pop, pop, pop, pop, pop. And"},{"speaker":"Joe Ingram","startTime":633.13,"endTime":635.74,"body":"it's back and forth. And you're"},{"speaker":"Joe Ingram","startTime":633.13,"endTime":635.74,"body":"like, yeah, why can't they all"},{"speaker":"Joe Ingram","startTime":635.74,"endTime":640.06,"body":"be this way, right. And then you"},{"speaker":"Joe Ingram","startTime":635.74,"endTime":640.06,"body":"pick up another phone call, pick"},{"speaker":"Joe Ingram","startTime":640.06,"endTime":642.85,"body":"it up, and it's combative. And"},{"speaker":"Joe Ingram","startTime":640.06,"endTime":642.85,"body":"they're angry, and they're"},{"speaker":"Joe Ingram","startTime":642.85,"endTime":648.07,"body":"coming at you, right? The genius"},{"speaker":"Joe Ingram","startTime":642.85,"endTime":648.07,"body":"part of it is, is listen to what"},{"speaker":"Joe Ingram","startTime":648.07,"endTime":651.91,"body":"they say, right? And I'm not"},{"speaker":"Joe Ingram","startTime":648.07,"endTime":651.91,"body":"giving you any thing, crucial"},{"speaker":"Joe Ingram","startTime":651.91,"endTime":654.76,"body":"here, listening to somebody you"},{"speaker":"Joe Ingram","startTime":651.91,"endTime":654.76,"body":"should do, hey, that's part of"},{"speaker":"Joe Ingram","startTime":654.76,"endTime":661.09,"body":"the job, okay? But listen for"},{"speaker":"Joe Ingram","startTime":654.76,"endTime":661.09,"body":"who they remind you of. There's"},{"speaker":"Joe Ingram","startTime":661.09,"endTime":664.27,"body":"someone on your team that pisses"},{"speaker":"Joe Ingram","startTime":661.09,"endTime":664.27,"body":"you off, when I go into"},{"speaker":"Joe Ingram","startTime":664.27,"endTime":667.03,"body":"companies, and I sit down and I"},{"speaker":"Joe Ingram","startTime":664.27,"endTime":667.03,"body":"go, Look, this is going to"},{"speaker":"Joe Ingram","startTime":667.03,"endTime":669.58,"body":"bother some of you when people"},{"speaker":"Joe Ingram","startTime":667.03,"endTime":669.58,"body":"start turning you their"},{"speaker":"Joe Ingram","startTime":669.58,"endTime":674.44,"body":"prospects, but you need to turn"},{"speaker":"Joe Ingram","startTime":669.58,"endTime":674.44,"body":"your prospects to the other"},{"speaker":"Joe Ingram","startTime":674.44,"endTime":678.94,"body":"salesperson that you like the"},{"speaker":"Joe Ingram","startTime":674.44,"endTime":678.94,"body":"least. And they go what and I'm"},{"speaker":"Joe Ingram","startTime":678.94,"endTime":682.45,"body":"like, You're gonna pick up so"},{"speaker":"Joe Ingram","startTime":678.94,"endTime":682.45,"body":"many more deals, if I, if I'm on"},{"speaker":"Joe Ingram","startTime":682.45,"endTime":684.82,"body":"the phone with you matter, I'm"},{"speaker":"Joe Ingram","startTime":682.45,"endTime":684.82,"body":"doing a meeting with you. And we"},{"speaker":"Joe Ingram","startTime":684.82,"endTime":689.05,"body":"aren't clicking, I need to get"},{"speaker":"Joe Ingram","startTime":684.82,"endTime":689.05,"body":"you to the other guy I don't"},{"speaker":"Joe Ingram","startTime":689.05,"endTime":693.1,"body":"click with that's on my team."},{"speaker":"Joe Ingram","startTime":689.05,"endTime":693.1,"body":"And then we put the two of you"},{"speaker":"Joe Ingram","startTime":693.1,"endTime":696.85,"body":"on a meeting and all you hear is"},{"speaker":"Joe Ingram","startTime":693.1,"endTime":696.85,"body":"this really loud click. Because"},{"speaker":"Joe Ingram","startTime":696.88,"endTime":700.6,"body":"to them, it's not them changing"},{"speaker":"Joe Ingram","startTime":696.88,"endTime":700.6,"body":"anything about themselves, and"},{"speaker":"Joe Ingram","startTime":700.6,"endTime":703.96,"body":"they're going forward. So as"},{"speaker":"Joe Ingram","startTime":700.6,"endTime":703.96,"body":"soon as you can determine what"},{"speaker":"Joe Ingram","startTime":703.96,"endTime":708.52,"body":"it is that you specialize in, so"},{"speaker":"Joe Ingram","startTime":703.96,"endTime":708.52,"body":"bringing out that genius is for"},{"speaker":"Joe Ingram","startTime":708.52,"endTime":713.56,"body":"you to just accept who you are."},{"speaker":"Joe Ingram","startTime":708.52,"endTime":713.56,"body":"Let it be and look for the"},{"speaker":"Joe Ingram","startTime":713.56,"endTime":716.59,"body":"people that are right that"},{"speaker":"Joe Ingram","startTime":713.56,"endTime":716.59,"body":"personality types, depending on"},{"speaker":"Joe Ingram","startTime":716.59,"endTime":719.38,"body":"how many you go out there, the"},{"speaker":"Joe Ingram","startTime":716.59,"endTime":719.38,"body":"government keeps doing billion"},{"speaker":"Joe Ingram","startTime":719.38,"endTime":722.05,"body":"dollars worth of studies to come"},{"speaker":"Joe Ingram","startTime":719.38,"endTime":722.05,"body":"back and tell us they're still"},{"speaker":"Joe Ingram","startTime":722.05,"endTime":726.97,"body":"four personality types. Right?"},{"speaker":"Joe Ingram","startTime":722.05,"endTime":726.97,"body":"They always since the 1900s."},{"speaker":"Joe Ingram","startTime":727.12,"endTime":730.03,"body":"They do it every couple of"},{"speaker":"Joe Ingram","startTime":727.12,"endTime":730.03,"body":"years, they just renamed the"},{"speaker":"Joe Ingram","startTime":730.03,"endTime":734.17,"body":"four types. So the odds of you"},{"speaker":"Joe Ingram","startTime":730.03,"endTime":734.17,"body":"clicking with somebody is about"},{"speaker":"Joe Ingram","startTime":734.17,"endTime":740.26,"body":"25%. Okay, that'll be the high."},{"speaker":"Joe Ingram","startTime":734.17,"endTime":740.26,"body":"Okay, so typically, it's about"},{"speaker":"Joe Ingram","startTime":740.29,"endTime":743.5,"body":"20%. Because it's going to take"},{"speaker":"Joe Ingram","startTime":740.29,"endTime":743.5,"body":"five people for you to find your"},{"speaker":"Joe Ingram","startTime":743.5,"endTime":750.01,"body":"match. And so when you sit back"},{"speaker":"Joe Ingram","startTime":743.5,"endTime":750.01,"body":"and go, Oh, 20% close, you go"},{"speaker":"Joe Ingram","startTime":750.01,"endTime":753.04,"body":"really, that means you close"},{"speaker":"Joe Ingram","startTime":750.01,"endTime":753.04,"body":"just the people that are like"},{"speaker":"Joe Ingram","startTime":753.04,"endTime":757.72,"body":"you. And that doesn't take a lot"},{"speaker":"Joe Ingram","startTime":753.04,"endTime":757.72,"body":"of work. So then we start"},{"speaker":"Joe Ingram","startTime":757.72,"endTime":760.75,"body":"learning different things. So I"},{"speaker":"Joe Ingram","startTime":757.72,"endTime":760.75,"body":"go into Personality Typing, I'll"},{"speaker":"Joe Ingram","startTime":760.75,"endTime":764.47,"body":"go into, you know, faci,"},{"speaker":"Joe Ingram","startTime":760.75,"endTime":764.47,"body":"origami, all kinds of stuff,"},{"speaker":"Joe Ingram","startTime":764.5,"endTime":768.79,"body":"like little things for anybody"},{"speaker":"Joe Ingram","startTime":764.5,"endTime":768.79,"body":"watching the video, right? And I"},{"speaker":"Joe Ingram","startTime":768.79,"endTime":772.57,"body":"always tell these people like,"},{"speaker":"Joe Ingram","startTime":768.79,"endTime":772.57,"body":"look, anytime you see a woman in"},{"speaker":"Joe Ingram","startTime":772.57,"endTime":778.0,"body":"sales, right? They there's"},{"speaker":"Joe Ingram","startTime":772.57,"endTime":778.0,"body":"there's two connotations, either"},{"speaker":"Joe Ingram","startTime":778.0,"endTime":782.74,"body":"she's not working hard, or she's"},{"speaker":"Joe Ingram","startTime":778.0,"endTime":782.74,"body":"just gonna barrel over you. And"},{"speaker":"Joe Ingram","startTime":782.74,"endTime":786.43,"body":"I'm like, No, it's not. It's,"},{"speaker":"Joe Ingram","startTime":782.74,"endTime":786.43,"body":"she's a person just like the"},{"speaker":"Joe Ingram","startTime":786.43,"endTime":788.74,"body":"rest of us. And they're like,"},{"speaker":"Joe Ingram","startTime":786.43,"endTime":788.74,"body":"oh, no, no, you watch out for"},{"speaker":"Joe Ingram","startTime":788.74,"endTime":791.29,"body":"that one. You're like, just"},{"speaker":"Joe Ingram","startTime":788.74,"endTime":791.29,"body":"because she don't take your"},{"speaker":"Joe Ingram","startTime":791.29,"endTime":795.58,"body":"junk. Doesn't mean that she's"},{"speaker":"Joe Ingram","startTime":791.29,"endTime":795.58,"body":"less than, you know, perfect."},{"speaker":"Joe Ingram","startTime":795.7,"endTime":799.45,"body":"But I look at it and say, Come"},{"speaker":"Joe Ingram","startTime":795.7,"endTime":799.45,"body":"on, looking at it on this video"},{"speaker":"Joe Ingram","startTime":799.45,"endTime":802.36,"body":"that we have here. So if you're"},{"speaker":"Joe Ingram","startTime":799.45,"endTime":802.36,"body":"face to face or on video with"},{"speaker":"Joe Ingram","startTime":802.36,"endTime":809.08,"body":"someone, women view shoulder to"},{"speaker":"Joe Ingram","startTime":802.36,"endTime":809.08,"body":"shoulder communication, as"},{"speaker":"Joe Ingram","startTime":809.08,"endTime":814.18,"body":"trust. Okay, so Matt, if you and"},{"speaker":"Joe Ingram","startTime":809.08,"endTime":814.18,"body":"I square up shoulder to"},{"speaker":"Joe Ingram","startTime":814.18,"endTime":817.96,"body":"shoulder, what does it mean?"},{"speaker":"Joe Ingram","startTime":814.18,"endTime":817.96,"body":"We're squaring up, we're"},{"speaker":"Joe Ingram","startTime":817.96,"endTime":820.99,"body":"squaring up. It's it's fight"},{"speaker":"Joe Ingram","startTime":817.96,"endTime":820.99,"body":"time, right? So if you look at"},{"speaker":"Joe Ingram","startTime":820.99,"endTime":824.68,"body":"couples, a lot of times the"},{"speaker":"Joe Ingram","startTime":820.99,"endTime":824.68,"body":"woman walks up, squares her"},{"speaker":"Joe Ingram","startTime":824.68,"endTime":827.95,"body":"shoulders to the man and goes so"},{"speaker":"Joe Ingram","startTime":824.68,"endTime":827.95,"body":"what did you do yesterday? What"},{"speaker":"Joe Ingram","startTime":827.95,"endTime":830.41,"body":"happened with this? And the guy"},{"speaker":"Joe Ingram","startTime":827.95,"endTime":830.41,"body":"goes, Why you come at Why do you"},{"speaker":"Joe Ingram","startTime":830.41,"endTime":833.89,"body":"attack me? Why do you come at me"},{"speaker":"Joe Ingram","startTime":830.41,"endTime":833.89,"body":"and do blah, blah, blah. And"},{"speaker":"Joe Ingram","startTime":833.89,"endTime":837.37,"body":"she's like, all I did was ask"},{"speaker":"Joe Ingram","startTime":833.89,"endTime":837.37,"body":"you a question. Right? But most"},{"speaker":"Joe Ingram","startTime":837.37,"endTime":841.69,"body":"people don't know this at all."},{"speaker":"Joe Ingram","startTime":837.37,"endTime":841.69,"body":"So in a sales environment in a"},{"speaker":"Joe Ingram","startTime":841.69,"endTime":845.65,"body":"zoom environment, when you're"},{"speaker":"Joe Ingram","startTime":841.69,"endTime":845.65,"body":"doing video calls with people,"},{"speaker":"Joe Ingram","startTime":845.8,"endTime":849.82,"body":"women square up on the monitor,"},{"speaker":"Joe Ingram","startTime":845.8,"endTime":849.82,"body":"if you look at us, your"},{"speaker":"Joe Ingram","startTime":849.82,"endTime":852.76,"body":"shoulders are pivoted"},{"speaker":"Joe Ingram","startTime":849.82,"endTime":852.76,"body":"automatically. We're not"},{"speaker":"Joe Ingram","startTime":852.76,"endTime":856.24,"body":"squared, straight up in here. I"},{"speaker":"Joe Ingram","startTime":852.76,"endTime":856.24,"body":"will pivot this way you will"},{"speaker":"Joe Ingram","startTime":856.24,"endTime":859.48,"body":"pivot that way. Why?"},{"speaker":"Joe Ingram","startTime":856.24,"endTime":859.48,"body":"nonconfrontational easier to"},{"speaker":"Joe Ingram","startTime":859.48,"endTime":863.35,"body":"have a discussion, where a woman"},{"speaker":"Joe Ingram","startTime":859.48,"endTime":863.35,"body":"would square up to the screen,"},{"speaker":"Joe Ingram","startTime":863.38,"endTime":866.92,"body":"and the guy sitting there going,"},{"speaker":"Joe Ingram","startTime":863.38,"endTime":866.92,"body":"Man, she's really coming at me"},{"speaker":"Joe Ingram","startTime":866.92,"endTime":870.79,"body":"and she's going, I'm just being"},{"speaker":"Joe Ingram","startTime":866.92,"endTime":870.79,"body":"honest. But because no one knows"},{"speaker":"Joe Ingram","startTime":870.79,"endTime":875.71,"body":"that. Right? It's viewed as you"},{"speaker":"Joe Ingram","startTime":870.79,"endTime":875.71,"body":"being combative. You being a"},{"speaker":"Joe Ingram","startTime":875.71,"endTime":879.28,"body":"ballbreaker, you're coming at"},{"speaker":"Joe Ingram","startTime":875.71,"endTime":879.28,"body":"me. And so as soon as you do"},{"speaker":"Joe Ingram","startTime":879.28,"endTime":883.0,"body":"that right at home, go ahead,"},{"speaker":"Joe Ingram","startTime":879.28,"endTime":883.0,"body":"walk up to your wife, grab her"},{"speaker":"Joe Ingram","startTime":883.0,"endTime":886.33,"body":"by the shoulders. Okay, so now"},{"speaker":"Joe Ingram","startTime":883.0,"endTime":886.33,"body":"you're lined up and then you"},{"speaker":"Joe Ingram","startTime":886.33,"endTime":889.09,"body":"tell her you're the most"},{"speaker":"Joe Ingram","startTime":886.33,"endTime":889.09,"body":"beautiful creature I have seen"},{"speaker":"Joe Ingram","startTime":889.09,"endTime":892.99,"body":"in my life, and then hold on,"},{"speaker":"Joe Ingram","startTime":889.09,"endTime":892.99,"body":"because her knees are buckling"},{"speaker":"Joe Ingram","startTime":892.99,"endTime":897.37,"body":"at that point. She's like, wait,"},{"speaker":"Joe Ingram","startTime":892.99,"endTime":897.37,"body":"go on, where typically guys, we"},{"speaker":"Joe Ingram","startTime":897.37,"endTime":901.36,"body":"talk side to side. Okay, If you"},{"speaker":"Joe Ingram","startTime":897.37,"endTime":901.36,"body":"think about it, if you're"},{"speaker":"Joe Ingram","startTime":901.36,"endTime":904.54,"body":"driving in a car, right, the"},{"speaker":"Joe Ingram","startTime":901.36,"endTime":904.54,"body":"guys driving woman's to pass"},{"speaker":"Joe Ingram","startTime":904.54,"endTime":908.68,"body":"your seat, where's her left knee"},{"speaker":"Joe Ingram","startTime":904.54,"endTime":908.68,"body":"on the center console. Right?"},{"speaker":"Joe Ingram","startTime":908.71,"endTime":911.68,"body":"And you instinctively because"},{"speaker":"Joe Ingram","startTime":908.71,"endTime":911.68,"body":"she keeps turning towards you,"},{"speaker":"Joe Ingram","startTime":911.89,"endTime":913.99,"body":"you talk to her like this, even"},{"speaker":"Joe Ingram","startTime":911.89,"endTime":913.99,"body":"though you're supposed to be"},{"speaker":"Joe Ingram","startTime":913.99,"endTime":918.04,"body":"watching the road. Okay, but"},{"speaker":"Joe Ingram","startTime":913.99,"endTime":918.04,"body":"that little bit of communication"},{"speaker":"Joe Ingram","startTime":918.04,"endTime":922.9,"body":"and face to face and zoom will"},{"speaker":"Joe Ingram","startTime":918.04,"endTime":922.9,"body":"help you if you're a female, or"},{"speaker":"Joe Ingram","startTime":922.9,"endTime":926.53,"body":"if you're a guy, and you have to"},{"speaker":"Joe Ingram","startTime":922.9,"endTime":926.53,"body":"square up to the monitor,"},{"speaker":"Joe Ingram","startTime":926.53,"endTime":930.46,"body":"because your prospect is a"},{"speaker":"Joe Ingram","startTime":926.53,"endTime":930.46,"body":"woman. Right? Anytime I sit down"},{"speaker":"Joe Ingram","startTime":930.46,"endTime":933.34,"body":"and do face to face deals,"},{"speaker":"Joe Ingram","startTime":930.46,"endTime":933.34,"body":"especially if it's a couple or"},{"speaker":"Joe Ingram","startTime":933.34,"endTime":937.36,"body":"something I will have, I'll set"},{"speaker":"Joe Ingram","startTime":933.34,"endTime":937.36,"body":"myself across from a woman, if"},{"speaker":"Joe Ingram","startTime":937.36,"endTime":941.26,"body":"it's five or six people in a"},{"speaker":"Joe Ingram","startTime":937.36,"endTime":941.26,"body":"boardroom. Right, I will look to"},{"speaker":"Joe Ingram","startTime":941.26,"endTime":943.57,"body":"see where most of the women are"},{"speaker":"Joe Ingram","startTime":941.26,"endTime":943.57,"body":"sitting and sit across from"},{"speaker":"Joe Ingram","startTime":943.57,"endTime":947.38,"body":"them, so that I can square them."},{"speaker":"Joe Ingram","startTime":943.57,"endTime":947.38,"body":"And as I talk to them, I turn my"},{"speaker":"Joe Ingram","startTime":947.38,"endTime":951.58,"body":"shoulders towards them. You're"},{"speaker":"Joe Ingram","startTime":947.38,"endTime":951.58,"body":"automatically nonconfrontational"},{"speaker":"Joe Ingram","startTime":951.58,"endTime":955.18,"body":"with the guys, when you focus on"},{"speaker":"Joe Ingram","startTime":951.58,"endTime":955.18,"body":"another female to put your"},{"speaker":"Joe Ingram","startTime":955.18,"endTime":960.01,"body":"shoulders aligned with, well,"},{"speaker":"Joe Ingram","startTime":955.18,"endTime":960.01,"body":"that will push you over and make"},{"speaker":"Joe Ingram","startTime":960.1,"endTime":963.34,"body":"because what do you need? After"},{"speaker":"Joe Ingram","startTime":960.1,"endTime":963.34,"body":"you get up and they go take a"},{"speaker":"Joe Ingram","startTime":963.34,"endTime":967.54,"body":"break, and they're gonna go make"},{"speaker":"Joe Ingram","startTime":963.34,"endTime":967.54,"body":"a decision, you need the ladies"},{"speaker":"Joe Ingram","startTime":967.54,"endTime":970.54,"body":"to say, I don't know, but I"},{"speaker":"Joe Ingram","startTime":967.54,"endTime":970.54,"body":"trust him. I like there's"},{"speaker":"Joe Ingram","startTime":970.54,"endTime":973.9,"body":"something about him. That's"},{"speaker":"Joe Ingram","startTime":970.54,"endTime":973.9,"body":"different than the other vendor,"},{"speaker":"Joe Ingram","startTime":973.99,"endTime":977.56,"body":"who as a man kept pivoting,"},{"speaker":"Joe Ingram","startTime":973.99,"endTime":977.56,"body":"because he didn't want to be"},{"speaker":"Joe Ingram","startTime":977.56,"endTime":978.64,"body":"confrontational."},{"speaker":"Matt Wolach","startTime":980.47,"endTime":983.44,"body":"I love this. And"},{"speaker":"Matt Wolach","startTime":980.47,"endTime":983.44,"body":"psychology is always so"},{"speaker":"Matt Wolach","startTime":983.47,"endTime":986.71,"body":"interesting. And something that,"},{"speaker":"Matt Wolach","startTime":983.47,"endTime":986.71,"body":"you know, I think within sales"},{"speaker":"Matt Wolach","startTime":986.71,"endTime":990.43,"body":"is so powerful. And obviously,"},{"speaker":"Matt Wolach","startTime":986.71,"endTime":990.43,"body":"there's been a lot of studies on"},{"speaker":"Matt Wolach","startTime":990.43,"endTime":993.01,"body":"this and written into this. And"},{"speaker":"Matt Wolach","startTime":990.43,"endTime":993.01,"body":"Cialdini, of course, is big on"},{"speaker":"Matt Wolach","startTime":993.01,"endTime":997.09,"body":"it. But I think that, you know,"},{"speaker":"Matt Wolach","startTime":993.01,"endTime":997.09,"body":"it's funny, because there's a"},{"speaker":"Matt Wolach","startTime":997.09,"endTime":1000.27,"body":"lot of things I teach my"},{"speaker":"Matt Wolach","startTime":997.09,"endTime":1000.27,"body":"clients, and they say, I never"},{"speaker":"Matt Wolach","startTime":1000.27,"endTime":1003.6,"body":"would have had any idea about I"},{"speaker":"Matt Wolach","startTime":1000.27,"endTime":1003.6,"body":"never would have known. I think"},{"speaker":"Matt Wolach","startTime":1003.6,"endTime":1006.54,"body":"that's the that's the problem"},{"speaker":"Matt Wolach","startTime":1003.6,"endTime":1006.54,"body":"with a lot of people in sales is"},{"speaker":"Matt Wolach","startTime":1007.14,"endTime":1010.47,"body":"there's a lot of sales, it's not"},{"speaker":"Matt Wolach","startTime":1007.14,"endTime":1010.47,"body":"intuitive, you would not know"},{"speaker":"Matt Wolach","startTime":1010.47,"endTime":1013.11,"body":"the shoulder thing, you would"},{"speaker":"Matt Wolach","startTime":1010.47,"endTime":1013.11,"body":"not know that if you do this or"},{"speaker":"Matt Wolach","startTime":1013.11,"endTime":1016.14,"body":"that it's actually going to work"},{"speaker":"Matt Wolach","startTime":1013.11,"endTime":1016.14,"body":"instead of what you might think"},{"speaker":"Matt Wolach","startTime":1016.14,"endTime":1020.1,"body":"the opposite. And so it's it's,"},{"speaker":"Matt Wolach","startTime":1016.14,"endTime":1020.1,"body":"it's crazy how often I'm sure"},{"speaker":"Matt Wolach","startTime":1020.1,"endTime":1023.4,"body":"you and I both talk to clients,"},{"speaker":"Matt Wolach","startTime":1020.1,"endTime":1023.4,"body":"and they're just like, I had no"},{"speaker":"Matt Wolach","startTime":1023.4,"endTime":1025.95,"body":"idea but then they go off and do"},{"speaker":"Matt Wolach","startTime":1023.4,"endTime":1025.95,"body":"it. And they come back and say,"},{"speaker":"Matt Wolach","startTime":1025.95,"endTime":1028.47,"body":"Holy cow, that that"},{"speaker":"Matt Wolach","startTime":1025.95,"endTime":1028.47,"body":"revolutionize what a difference."},{"speaker":"Joe Ingram","startTime":1028.49,"endTime":1032.69,"body":"Yeah, and you're"},{"speaker":"Joe Ingram","startTime":1028.49,"endTime":1032.69,"body":"like, exactly. So in a lot of"},{"speaker":"Joe Ingram","startTime":1032.69,"endTime":1036.11,"body":"people like in insurance"},{"speaker":"Joe Ingram","startTime":1032.69,"endTime":1036.11,"body":"business or in retail sales, I"},{"speaker":"Joe Ingram","startTime":1036.11,"endTime":1039.8,"body":"always tell them, I'm like, when"},{"speaker":"Joe Ingram","startTime":1036.11,"endTime":1039.8,"body":"you go into your office to sit"},{"speaker":"Joe Ingram","startTime":1039.8,"endTime":1043.37,"body":"down when you're gonna sit"},{"speaker":"Joe Ingram","startTime":1039.8,"endTime":1043.37,"body":"across the desk from somebody,"},{"speaker":"Joe Ingram","startTime":1043.52,"endTime":1048.05,"body":"if it's a couple, hold out the"},{"speaker":"Joe Ingram","startTime":1043.52,"endTime":1048.05,"body":"chair that sits right across"},{"speaker":"Joe Ingram","startTime":1048.05,"endTime":1050.3,"body":"from you, because there ain't no"},{"speaker":"Joe Ingram","startTime":1048.05,"endTime":1050.3,"body":"guy gonna go sit in that chair."},{"speaker":"Joe Ingram","startTime":1050.63,"endTime":1055.58,"body":"Right. And so that way, you'll"},{"speaker":"Joe Ingram","startTime":1050.63,"endTime":1055.58,"body":"put the spouse in the seat, then"},{"speaker":"Joe Ingram","startTime":1055.58,"endTime":1058.1,"body":"the guy will take the other"},{"speaker":"Joe Ingram","startTime":1055.58,"endTime":1058.1,"body":"chair. So now you're at an angle"},{"speaker":"Joe Ingram","startTime":1058.1,"endTime":1061.91,"body":"and you do this now me, I will"},{"speaker":"Joe Ingram","startTime":1058.1,"endTime":1061.91,"body":"sit there and I would go. Don't"},{"speaker":"Joe Ingram","startTime":1061.91,"endTime":1063.47,"body":"move your shoulders. Don't move"},{"speaker":"Joe Ingram","startTime":1061.91,"endTime":1063.47,"body":"the shoulders. Don't move your"},{"speaker":"Joe Ingram","startTime":1063.47,"endTime":1066.38,"body":"shoulders, no shoulders, right."},{"speaker":"Joe Ingram","startTime":1063.47,"endTime":1066.38,"body":"And I will try to turn and do"},{"speaker":"Joe Ingram","startTime":1066.38,"endTime":1069.8,"body":"everything but keep my shoulders"},{"speaker":"Joe Ingram","startTime":1066.38,"endTime":1069.8,"body":"square. Because I don't want to"},{"speaker":"Joe Ingram","startTime":1069.8,"endTime":1072.41,"body":"be perceived as less than"},{"speaker":"Joe Ingram","startTime":1069.8,"endTime":1072.41,"body":"truthful."},{"speaker":"Matt Wolach","startTime":1074.72,"endTime":1076.28,"body":"Wow. Wow. That's"},{"speaker":"Matt Wolach","startTime":1074.72,"endTime":1076.28,"body":"great."},{"speaker":"Joe Ingram","startTime":1076.01,"endTime":1080.51,"body":"Don't use that for"},{"speaker":"Joe Ingram","startTime":1076.01,"endTime":1080.51,"body":"evil. Everyone. Not at the club."},{"speaker":"Matt Wolach","startTime":1080.5,"endTime":1083.645,"body":"Definitely Use your"},{"speaker":"Matt Wolach","startTime":1080.5,"endTime":1083.645,"body":"powers for good. Good. Yes."},{"speaker":"Matt Wolach","startTime":1083.712,"endTime":1087.193,"body":"Okay, so you talk also about"},{"speaker":"Matt Wolach","startTime":1083.712,"endTime":1087.193,"body":"edutainment, and that's"},{"speaker":"Matt Wolach","startTime":1087.26,"endTime":1091.276,"body":"something that I think is a"},{"speaker":"Matt Wolach","startTime":1087.26,"endTime":1091.276,"body":"really cool coining. So tell us,"},{"speaker":"Matt Wolach","startTime":1091.343,"endTime":1095.56,"body":"what is edutainment? and how are"},{"speaker":"Matt Wolach","startTime":1091.343,"endTime":1095.56,"body":"sales reps supposed to use it?"},{"speaker":"Joe Ingram","startTime":1095.45,"endTime":1098.533,"body":"Okay, so I got that"},{"speaker":"Joe Ingram","startTime":1095.45,"endTime":1098.533,"body":"little nickname from Glenn"},{"speaker":"Joe Ingram","startTime":1098.6,"endTime":1102.421,"body":"Morshower the actor from he"},{"speaker":"Joe Ingram","startTime":1098.6,"endTime":1102.421,"body":"played way too many movies. I"},{"speaker":"Joe Ingram","startTime":1102.488,"endTime":1106.778,"body":"was sitting on a conference call"},{"speaker":"Joe Ingram","startTime":1102.488,"endTime":1106.778,"body":"with him one day and he says he"},{"speaker":"Joe Ingram","startTime":1106.845,"endTime":1110.532,"body":"says everybody needs to"},{"speaker":"Joe Ingram","startTime":1106.845,"endTime":1110.532,"body":"understand. Joe is the absolute"},{"speaker":"Joe Ingram","startTime":1110.599,"endTime":1114.554,"body":"personification of the word"},{"speaker":"Joe Ingram","startTime":1110.599,"endTime":1114.554,"body":"edutainment. And I said, Glenn,"},{"speaker":"Joe Ingram","startTime":1114.621,"endTime":1118.71,"body":"thank you so much. I have no"},{"speaker":"Joe Ingram","startTime":1114.621,"endTime":1118.71,"body":"idea what that means. Right. And"},{"speaker":"Joe Ingram","startTime":1118.777,"endTime":1122.464,"body":"he starts laughing. And so he we"},{"speaker":"Joe Ingram","startTime":1118.777,"endTime":1122.464,"body":"talked afterwards. But"},{"speaker":"Joe Ingram","startTime":1122.531,"endTime":1126.62,"body":"edutainment just the first of"},{"speaker":"Joe Ingram","startTime":1122.531,"endTime":1126.62,"body":"the word is education. And then"},{"speaker":"Joe Ingram","startTime":1126.687,"endTime":1130.709,"body":"entertainment. So remember,"},{"speaker":"Joe Ingram","startTime":1126.687,"endTime":1130.709,"body":"education is first, your goal is"},{"speaker":"Joe Ingram","startTime":1130.776,"endTime":1134.933,"body":"to impart knowledge to someone"},{"speaker":"Joe Ingram","startTime":1130.776,"endTime":1134.933,"body":"else. entertainment piece means"},{"speaker":"Joe Ingram","startTime":1135.0,"endTime":1138.955,"body":"Can you make it fun? Can you"},{"speaker":"Joe Ingram","startTime":1135.0,"endTime":1138.955,"body":"make it so that because I will"},{"speaker":"Joe Ingram","startTime":1139.022,"endTime":1142.91,"body":"tell you I walk into many"},{"speaker":"Joe Ingram","startTime":1139.022,"endTime":1142.91,"body":"companies, right? Or even if I'm"},{"speaker":"Joe Ingram","startTime":1142.977,"endTime":1146.596,"body":"speaking at an event, right?"},{"speaker":"Joe Ingram","startTime":1142.977,"endTime":1146.596,"body":"When you walk up? What is"},{"speaker":"Joe Ingram","startTime":1146.664,"endTime":1150.283,"body":"everybody thinking? Who's this"},{"speaker":"Joe Ingram","startTime":1146.664,"endTime":1150.283,"body":"dude? He can't teach me"},{"speaker":"Joe Ingram","startTime":1150.35,"endTime":1154.305,"body":"anything, he can't do anything."},{"speaker":"Joe Ingram","startTime":1150.35,"endTime":1154.305,"body":"And the second, you can add"},{"speaker":"Joe Ingram","startTime":1154.372,"endTime":1158.529,"body":"humor to it, even if it's self"},{"speaker":"Joe Ingram","startTime":1154.372,"endTime":1158.529,"body":"deprecating humor, right to get"},{"speaker":"Joe Ingram","startTime":1158.596,"endTime":1162.752,"body":"them to laugh. The second they"},{"speaker":"Joe Ingram","startTime":1158.596,"endTime":1162.752,"body":"laugh, the ego steps aside, and"},{"speaker":"Joe Ingram","startTime":1162.819,"endTime":1166.975,"body":"you now have the ability to drop"},{"speaker":"Joe Ingram","startTime":1162.819,"endTime":1166.975,"body":"in some education for them to"},{"speaker":"Joe Ingram","startTime":1167.042,"endTime":1171.131,"body":"take. And so I always say we got"},{"speaker":"Joe Ingram","startTime":1167.042,"endTime":1171.131,"body":"to have a fun way to make it"},{"speaker":"Joe Ingram","startTime":1171.198,"endTime":1175.019,"body":"happen. When I do a group"},{"speaker":"Joe Ingram","startTime":1171.198,"endTime":1175.019,"body":"training. I always start with a"},{"speaker":"Joe Ingram","startTime":1175.086,"endTime":1179.376,"body":"prank video, why we're in sales."},{"speaker":"Joe Ingram","startTime":1175.086,"endTime":1179.376,"body":"We're in sales. So if you go in"},{"speaker":"Joe Ingram","startTime":1179.443,"endTime":1184.069,"body":"there and it's on College Humor,"},{"speaker":"Joe Ingram","startTime":1179.443,"endTime":1184.069,"body":"it's the half court basketball shot."},{"speaker":"Matt Wolach","startTime":1184.069,"endTime":1186.739,"body":"And they cheer when"},{"speaker":"Matt Wolach","startTime":1184.069,"endTime":1186.739,"body":"he misses"},{"speaker":"Joe Ingram","startTime":1187.0,"endTime":1189.19,"body":"He misses the ball"},{"speaker":"Joe Ingram","startTime":1187.0,"endTime":1189.19,"body":"completely, but it's a"},{"speaker":"Joe Ingram","startTime":1189.19,"endTime":1192.16,"body":"blindfolded one. And so again,"},{"speaker":"Joe Ingram","startTime":1189.19,"endTime":1192.16,"body":"you're smiling because you"},{"speaker":"Joe Ingram","startTime":1192.16,"endTime":1195.46,"body":"remember, but if you look at"},{"speaker":"Joe Ingram","startTime":1192.16,"endTime":1195.46,"body":"that, right, if somebody sits"},{"speaker":"Joe Ingram","startTime":1195.46,"endTime":1199.0,"body":"there and watches it like this,"},{"speaker":"Joe Ingram","startTime":1195.46,"endTime":1199.0,"body":"because yeah, that was mean. I"},{"speaker":"Joe Ingram","startTime":1199.0,"endTime":1201.58,"body":"immediately go to the man And"},{"speaker":"Joe Ingram","startTime":1199.0,"endTime":1201.58,"body":"during go, that person's not"},{"speaker":"Joe Ingram","startTime":1201.58,"endTime":1205.12,"body":"supposed to be in sales. Good"},{"speaker":"Joe Ingram","startTime":1201.58,"endTime":1205.12,"body":"call, right? Let's go put this"},{"speaker":"Joe Ingram","startTime":1205.12,"endTime":1208.75,"body":"person in the business office,"},{"speaker":"Joe Ingram","startTime":1205.12,"endTime":1208.75,"body":"right processing the contracts"},{"speaker":"Joe Ingram","startTime":1208.75,"endTime":1212.47,"body":"doing something else, but they"},{"speaker":"Joe Ingram","startTime":1208.75,"endTime":1212.47,"body":"don't have the fortitude to"},{"speaker":"Joe Ingram","startTime":1212.47,"endTime":1216.01,"body":"recognize the humor in the"},{"speaker":"Joe Ingram","startTime":1212.47,"endTime":1216.01,"body":"situation. And if you can't"},{"speaker":"Joe Ingram","startTime":1216.01,"endTime":1221.2,"body":"recognize it in sales, right,"},{"speaker":"Joe Ingram","startTime":1216.01,"endTime":1221.2,"body":"then it's going to be horrible."},{"speaker":"Joe Ingram","startTime":1221.23,"endTime":1225.67,"body":"And again, I'm not saying we"},{"speaker":"Joe Ingram","startTime":1221.23,"endTime":1225.67,"body":"stop and go. So did you hear"},{"speaker":"Joe Ingram","startTime":1225.67,"endTime":1228.91,"body":"about the horse that walked into"},{"speaker":"Joe Ingram","startTime":1225.67,"endTime":1228.91,"body":"the bar? That's not what I'm"},{"speaker":"Joe Ingram","startTime":1228.91,"endTime":1231.55,"body":"saying. That's not what we're"},{"speaker":"Joe Ingram","startTime":1228.91,"endTime":1231.55,"body":"doing. The answer is, can you"},{"speaker":"Joe Ingram","startTime":1231.55,"endTime":1237.19,"body":"laugh? Can you poke fun? Can you"},{"speaker":"Joe Ingram","startTime":1231.55,"endTime":1237.19,"body":"actually get somebody through"},{"speaker":"Joe Ingram","startTime":1237.19,"endTime":1240.76,"body":"laughter right at comedy shows,"},{"speaker":"Joe Ingram","startTime":1237.19,"endTime":1240.76,"body":"go to a comedy show. As soon as"},{"speaker":"Joe Ingram","startTime":1240.76,"endTime":1243.16,"body":"people start laughing, strangers"},{"speaker":"Joe Ingram","startTime":1240.76,"endTime":1243.16,"body":"are patting each other on the"},{"speaker":"Joe Ingram","startTime":1243.16,"endTime":1247.6,"body":"back. Strangers become friends,"},{"speaker":"Joe Ingram","startTime":1243.16,"endTime":1247.6,"body":"because they're so wrapped up in"},{"speaker":"Joe Ingram","startTime":1248.14,"endTime":1251.47,"body":"the laughter of what's going on"},{"speaker":"Joe Ingram","startTime":1248.14,"endTime":1251.47,"body":"and the endorphins are firing."},{"speaker":"Joe Ingram","startTime":1251.62,"endTime":1255.73,"body":"Well get that on your sales"},{"speaker":"Joe Ingram","startTime":1251.62,"endTime":1255.73,"body":"calls. Get that going with"},{"speaker":"Joe Ingram","startTime":1255.73,"endTime":1258.46,"body":"explaining the story, you can"},{"speaker":"Joe Ingram","startTime":1255.73,"endTime":1258.46,"body":"talk to somebody? Well, let me"},{"speaker":"Joe Ingram","startTime":1258.46,"endTime":1262.42,"body":"tell you what happened, right."},{"speaker":"Joe Ingram","startTime":1258.46,"endTime":1262.42,"body":"So I will tell you, me growing"},{"speaker":"Joe Ingram","startTime":1262.42,"endTime":1266.38,"body":"up, my dad owned gas stations my"},{"speaker":"Joe Ingram","startTime":1262.42,"endTime":1266.38,"body":"whole life. So since I was"},{"speaker":"Joe Ingram","startTime":1266.38,"endTime":1269.8,"body":"seven, I was pumping gas. It"},{"speaker":"Joe Ingram","startTime":1266.38,"endTime":1269.8,"body":"wasn't until I went to go be an"},{"speaker":"Joe Ingram","startTime":1269.8,"endTime":1272.23,"body":"electrical engineer that I"},{"speaker":"Joe Ingram","startTime":1269.8,"endTime":1272.23,"body":"didn't realize you didn't have"},{"speaker":"Joe Ingram","startTime":1272.23,"endTime":1275.5,"body":"to see every line in your hand"},{"speaker":"Joe Ingram","startTime":1272.23,"endTime":1275.5,"body":"because it was crease in it. I"},{"speaker":"Joe Ingram","startTime":1275.5,"endTime":1279.4,"body":"couldn't get it out. But I would"},{"speaker":"Joe Ingram","startTime":1275.5,"endTime":1279.4,"body":"sit there every morning go in"},{"speaker":"Joe Ingram","startTime":1279.4,"endTime":1283.18,"body":"before school for elementary"},{"speaker":"Joe Ingram","startTime":1279.4,"endTime":1283.18,"body":"school. And people used to get"},{"speaker":"Joe Ingram","startTime":1283.18,"endTime":1287.17,"body":"off and exit before the gas"},{"speaker":"Joe Ingram","startTime":1283.18,"endTime":1287.17,"body":"station from the freeway, get"},{"speaker":"Joe Ingram","startTime":1287.17,"endTime":1290.47,"body":"off, pull in and I'm thinking up"},{"speaker":"Joe Ingram","startTime":1287.17,"endTime":1290.47,"body":"gotta go pump gas. And they're"},{"speaker":"Joe Ingram","startTime":1290.47,"endTime":1294.31,"body":"like, No, beep, beep and they'd"},{"speaker":"Joe Ingram","startTime":1290.47,"endTime":1294.31,"body":"honk. And they'd yell out for my"},{"speaker":"Joe Ingram","startTime":1294.31,"endTime":1297.25,"body":"dad. And then my dad come out"},{"speaker":"Joe Ingram","startTime":1294.31,"endTime":1297.25,"body":"and they go, I need the joke of"},{"speaker":"Joe Ingram","startTime":1297.25,"endTime":1301.54,"body":"the day, I got a meeting, right?"},{"speaker":"Joe Ingram","startTime":1297.25,"endTime":1301.54,"body":"He'd give him a joke, they would"},{"speaker":"Joe Ingram","startTime":1301.54,"endTime":1305.65,"body":"go later, and they jump back on"},{"speaker":"Joe Ingram","startTime":1301.54,"endTime":1305.65,"body":"the freeway and exit down from"},{"speaker":"Joe Ingram","startTime":1305.65,"endTime":1309.25,"body":"where we were right. But all"},{"speaker":"Joe Ingram","startTime":1305.65,"endTime":1309.25,"body":"those people got their car"},{"speaker":"Joe Ingram","startTime":1309.25,"endTime":1314.14,"body":"serviced in the backroom, right?"},{"speaker":"Joe Ingram","startTime":1309.25,"endTime":1314.14,"body":"The actual mechanic shop and"},{"speaker":"Joe Ingram","startTime":1314.14,"endTime":1317.44,"body":"bought their gas there was"},{"speaker":"Joe Ingram","startTime":1314.14,"endTime":1317.44,"body":"because of that, and I looked,"},{"speaker":"Joe Ingram","startTime":1317.44,"endTime":1320.77,"body":"and I'm like, Man, humor"},{"speaker":"Joe Ingram","startTime":1317.44,"endTime":1320.77,"body":"connects all of us on levels"},{"speaker":"Joe Ingram","startTime":1320.77,"endTime":1325.69,"body":"deeper, right, and it builds a"},{"speaker":"Joe Ingram","startTime":1320.77,"endTime":1325.69,"body":"bit of bigger loyalty feeling."},{"speaker":"Joe Ingram","startTime":1326.47,"endTime":1330.16,"body":"And that's what we're looking"},{"speaker":"Joe Ingram","startTime":1326.47,"endTime":1330.16,"body":"for within it. So I had a"},{"speaker":"Joe Ingram","startTime":1330.19,"endTime":1333.67,"body":"teacher in high school that used"},{"speaker":"Joe Ingram","startTime":1330.19,"endTime":1333.67,"body":"to play videos in the beginning"},{"speaker":"Joe Ingram","startTime":1333.67,"endTime":1337.15,"body":"of class, his His thing was, I"},{"speaker":"Joe Ingram","startTime":1333.67,"endTime":1337.15,"body":"wanted you to get there on time,"},{"speaker":"Joe Ingram","startTime":1337.18,"endTime":1339.34,"body":"because you wanted to watch the"},{"speaker":"Joe Ingram","startTime":1337.18,"endTime":1339.34,"body":"video, because he'd locked the"},{"speaker":"Joe Ingram","startTime":1339.34,"endTime":1342.64,"body":"door. And then you'd have to"},{"speaker":"Joe Ingram","startTime":1339.34,"endTime":1342.64,"body":"just listen to everybody else"},{"speaker":"Joe Ingram","startTime":1342.64,"endTime":1346.54,"body":"laughing or sit on the inside"},{"speaker":"Joe Ingram","startTime":1342.64,"endTime":1346.54,"body":"until that 10 minute video was"},{"speaker":"Joe Ingram","startTime":1346.54,"endTime":1351.04,"body":"over. But I learned that and I"},{"speaker":"Joe Ingram","startTime":1346.54,"endTime":1351.04,"body":"was like, man, everybody bonds"},{"speaker":"Joe Ingram","startTime":1351.04,"endTime":1355.12,"body":"when it comes to we're all"},{"speaker":"Joe Ingram","startTime":1351.04,"endTime":1355.12,"body":"having a humor experience."},{"speaker":"Matt Wolach","startTime":1355.0,"endTime":1358.51,"body":"so true. I love"},{"speaker":"Matt Wolach","startTime":1355.0,"endTime":1358.51,"body":"that. And I think the other"},{"speaker":"Matt Wolach","startTime":1358.51,"endTime":1362.44,"body":"thing, the other lesson we can"},{"speaker":"Matt Wolach","startTime":1358.51,"endTime":1362.44,"body":"learn from your dad is humans"},{"speaker":"Matt Wolach","startTime":1362.53,"endTime":1366.64,"body":"cannot connect to a brand, a"},{"speaker":"Matt Wolach","startTime":1362.53,"endTime":1366.64,"body":"company like we don't connect"},{"speaker":"Matt Wolach","startTime":1366.64,"endTime":1368.8,"body":"with that we connect with"},{"speaker":"Matt Wolach","startTime":1366.64,"endTime":1368.8,"body":"people. That's the old build"},{"speaker":"Matt Wolach","startTime":1368.8,"endTime":1372.82,"body":"term people buy from people. And"},{"speaker":"Matt Wolach","startTime":1368.8,"endTime":1372.82,"body":"so your dad telling that joke"},{"speaker":"Matt Wolach","startTime":1372.82,"endTime":1375.31,"body":"and getting to know the"},{"speaker":"Matt Wolach","startTime":1372.82,"endTime":1375.31,"body":"customers and the customers"},{"speaker":"Matt Wolach","startTime":1375.31,"endTime":1380.23,"body":"seeing that as a person instead"},{"speaker":"Matt Wolach","startTime":1375.31,"endTime":1380.23,"body":"of this weird gas station"},{"speaker":"Matt Wolach","startTime":1380.23,"endTime":1384.61,"body":"company or whatever it right"},{"speaker":"Matt Wolach","startTime":1380.23,"endTime":1384.61,"body":"connects them to that brand"},{"speaker":"Matt Wolach","startTime":1384.61,"endTime":1388.24,"body":"through him. And that's"},{"speaker":"Matt Wolach","startTime":1384.61,"endTime":1388.24,"body":"fantastic that he did that I'm"},{"speaker":"Matt Wolach","startTime":1388.24,"endTime":1390.19,"body":"sure that that was really"},{"speaker":"Matt Wolach","startTime":1388.24,"endTime":1390.19,"body":"impactful for the business."},{"speaker":"Joe Ingram","startTime":1390.47,"endTime":1393.47,"body":"Oh, absolutely. We"},{"speaker":"Joe Ingram","startTime":1390.47,"endTime":1393.47,"body":"had when he would go by another"},{"speaker":"Joe Ingram","startTime":1393.47,"endTime":1397.46,"body":"gas station and be someplace"},{"speaker":"Joe Ingram","startTime":1393.47,"endTime":1397.46,"body":"else, that as soon as I got my"},{"speaker":"Joe Ingram","startTime":1397.46,"endTime":1401.0,"body":"license, that's what I had to do"},{"speaker":"Joe Ingram","startTime":1397.46,"endTime":1401.0,"body":"was go pick up all the customers"},{"speaker":"Joe Ingram","startTime":1401.0,"endTime":1405.53,"body":"cars that were in the other"},{"speaker":"Joe Ingram","startTime":1401.0,"endTime":1405.53,"body":"city, because they still only"},{"speaker":"Joe Ingram","startTime":1405.53,"endTime":1409.19,"body":"wanted my dad where he sat."},{"speaker":"Joe Ingram","startTime":1405.53,"endTime":1409.19,"body":"That's what they wanted. And I"},{"speaker":"Joe Ingram","startTime":1409.19,"endTime":1411.92,"body":"was like he didn't work on your"},{"speaker":"Joe Ingram","startTime":1409.19,"endTime":1411.92,"body":"car. And they're like, no, but"},{"speaker":"Joe Ingram","startTime":1411.92,"endTime":1414.53,"body":"we want him there to watch over"},{"speaker":"Joe Ingram","startTime":1411.92,"endTime":1414.53,"body":"for it because we trust him."},{"speaker":"Matt Wolach","startTime":1416.63,"endTime":1421.1,"body":"So very true. Well,"},{"speaker":"Matt Wolach","startTime":1416.63,"endTime":1421.1,"body":"Joe, this is a lot of fun"},{"speaker":"Matt Wolach","startTime":1421.13,"endTime":1424.19,"body":"talking with you. Because I"},{"speaker":"Matt Wolach","startTime":1421.13,"endTime":1424.19,"body":"really resonate with a lot of"},{"speaker":"Matt Wolach","startTime":1424.19,"endTime":1426.83,"body":"what you're saying it's really"},{"speaker":"Matt Wolach","startTime":1424.19,"endTime":1426.83,"body":"insightful and helpful. I want"},{"speaker":"Matt Wolach","startTime":1426.83,"endTime":1429.14,"body":"to make sure everybody can get"},{"speaker":"Matt Wolach","startTime":1426.83,"endTime":1429.14,"body":"to know you a little bit more"},{"speaker":"Matt Wolach","startTime":1429.14,"endTime":1432.05,"body":"and learn more about how you can"},{"speaker":"Matt Wolach","startTime":1429.14,"endTime":1432.05,"body":"help them. So how best can our"},{"speaker":"Matt Wolach","startTime":1432.05,"endTime":1434.54,"body":"audience learn more about you"},{"speaker":"Matt Wolach","startTime":1432.05,"endTime":1434.54,"body":"and Ingram interactive?"},{"speaker":"Joe Ingram","startTime":1433.57,"endTime":1436.06,"body":"So the of course,"},{"speaker":"Joe Ingram","startTime":1433.57,"endTime":1436.06,"body":"Ingram Interactive is there. But"},{"speaker":"Joe Ingram","startTime":1436.06,"endTime":1441.82,"body":"if you go to thegenius links.com"},{"speaker":"Joe Ingram","startTime":1436.06,"endTime":1441.82,"body":"So at genius,"},{"speaker":"Joe Ingram","startTime":1441.82,"endTime":1444.55,"body":"thegeniuslinks.com, you'll find"},{"speaker":"Joe Ingram","startTime":1441.82,"endTime":1444.55,"body":"sample training, you'll find"},{"speaker":"Joe Ingram","startTime":1444.55,"endTime":1447.79,"body":"everything that I put out on the"},{"speaker":"Joe Ingram","startTime":1444.55,"endTime":1447.79,"body":"web, how to connect with me,"},{"speaker":"Joe Ingram","startTime":1447.94,"endTime":1452.29,"body":"every social media platform that"},{"speaker":"Joe Ingram","startTime":1447.94,"endTime":1452.29,"body":"I'm on, right and enough to get"},{"speaker":"Joe Ingram","startTime":1452.29,"endTime":1455.77,"body":"there. But for everybody that's"},{"speaker":"Joe Ingram","startTime":1452.29,"endTime":1455.77,"body":"listening here for you, Matt and"},{"speaker":"Joe Ingram","startTime":1455.77,"endTime":1459.61,"body":"your team, your people, let's"},{"speaker":"Joe Ingram","startTime":1455.77,"endTime":1459.61,"body":"just go down to the very bottom."},{"speaker":"Joe Ingram","startTime":1459.97,"endTime":1462.07,"body":"Right and if I don't tell people"},{"speaker":"Joe Ingram","startTime":1459.97,"endTime":1462.07,"body":"this they don't know. But"},{"speaker":"Joe Ingram","startTime":1462.07,"endTime":1464.92,"body":"there's a down at the very"},{"speaker":"Joe Ingram","startTime":1462.07,"endTime":1464.92,"body":"bottom, there's a grayed out"},{"speaker":"Joe Ingram","startTime":1464.92,"endTime":1468.49,"body":"section, that's the same color"},{"speaker":"Joe Ingram","startTime":1464.92,"endTime":1468.49,"body":"as it but it says secret stuff."},{"speaker":"Joe Ingram","startTime":1469.48,"endTime":1472.48,"body":"Okay, so if you go click on the"},{"speaker":"Joe Ingram","startTime":1469.48,"endTime":1472.48,"body":"secret stuff, I don't want your"},{"speaker":"Joe Ingram","startTime":1472.48,"endTime":1474.91,"body":"email. I don't want any of that"},{"speaker":"Joe Ingram","startTime":1472.48,"endTime":1474.91,"body":"stuff. It'll take you to a"},{"speaker":"Joe Ingram","startTime":1474.91,"endTime":1480.1,"body":"hidden page on my website. And"},{"speaker":"Joe Ingram","startTime":1474.91,"endTime":1480.1,"body":"on that you'll find ebooks to"},{"speaker":"Joe Ingram","startTime":1480.1,"endTime":1483.52,"body":"download. You'll find sample"},{"speaker":"Joe Ingram","startTime":1480.1,"endTime":1483.52,"body":"presentations that I've done"},{"speaker":"Joe Ingram","startTime":1483.52,"endTime":1487.96,"body":"that may help your your closing"},{"speaker":"Joe Ingram","startTime":1483.52,"endTime":1487.96,"body":"on your deals."},{"speaker":"Matt Wolach","startTime":1488.02,"endTime":1491.74,"body":"So I love it giving"},{"speaker":"Matt Wolach","startTime":1488.02,"endTime":1491.74,"body":"us the secrets Joe, this is"},{"speaker":"Matt Wolach","startTime":1491.74,"endTime":1494.41,"body":"great. It's fantastic. So"},{"speaker":"Matt Wolach","startTime":1491.74,"endTime":1494.41,"body":"everybody makes sure you go back"},{"speaker":"Matt Wolach","startTime":1494.41,"endTime":1496.9,"body":"and check that out on his"},{"speaker":"Matt Wolach","startTime":1494.41,"endTime":1496.9,"body":"website. That sounds like a lot"},{"speaker":"Matt Wolach","startTime":1496.9,"endTime":1500.08,"body":"of gold. Right there. Joe, this"},{"speaker":"Matt Wolach","startTime":1496.9,"endTime":1500.08,"body":"is awesome. Thanks for coming. I"},{"speaker":"Matt Wolach","startTime":1500.08,"endTime":1501.7,"body":"didn't really appreciate you"},{"speaker":"Matt Wolach","startTime":1500.08,"endTime":1501.7,"body":"sharing all this."},{"speaker":"Joe Ingram","startTime":1501.73,"endTime":1504.25,"body":"Absolutely man honor"},{"speaker":"Joe Ingram","startTime":1501.73,"endTime":1504.25,"body":"privilege to be on the show."},{"speaker":"Joe Ingram","startTime":1504.28,"endTime":1505.42,"body":"Thank you for trusting me."},{"speaker":"Matt Wolach","startTime":1505.93,"endTime":1508.09,"body":"No the honor is"},{"speaker":"Matt Wolach","startTime":1505.93,"endTime":1508.09,"body":"mine. Thank you and everybody"},{"speaker":"Matt Wolach","startTime":1508.09,"endTime":1509.92,"body":"out there. Thanks for being"},{"speaker":"Matt Wolach","startTime":1508.09,"endTime":1509.92,"body":"here. Again, make sure that"},{"speaker":"Matt Wolach","startTime":1509.92,"endTime":1512.05,"body":"you're subscribed. You don't"},{"speaker":"Matt Wolach","startTime":1509.92,"endTime":1512.05,"body":"want to miss out on other"},{"speaker":"Matt Wolach","startTime":1512.05,"endTime":1515.38,"body":"amazing nuggets from others like"},{"speaker":"Matt Wolach","startTime":1512.05,"endTime":1515.38,"body":"Joe sharing great stuff with you"},{"speaker":"Matt Wolach","startTime":1515.38,"endTime":1518.95,"body":"so you can close your deals. and"},{"speaker":"Matt Wolach","startTime":1515.38,"endTime":1518.95,"body":"Scale Your SaaS. And I"},{"speaker":"Matt Wolach","startTime":1518.95,"endTime":1520.84,"body":"appreciate you being here and"},{"speaker":"Matt Wolach","startTime":1518.95,"endTime":1520.84,"body":"we'll see you next time. Take"},{"speaker":"Matt Wolach","startTime":1520.84,"endTime":1521.2,"body":"care"}]}