Lose Your Commission Breath, Authentic Selling: Phil Gerbyshak

One of the things I love about Phil Gerbyshak is his ability to mix both his digital selling expertise with tactical and simply stated sales tactics. Sales tactics that work well on LinkedIn, Phil is a Socially Savvy sales trainer.

Selling today is very different from those old days of sales is a ‘numbers game’ of dial and smile and prospect manipulation.

Buyers know it and so do sellers. At the same time, its also true we all need to generate sales to keep the corporate fires burning or to just to make sure we don’t get sacked.

Many people find it difficult to balance these two conflicting priorities and end up too far in either direction. Either pitching too hard and too early or having lots of fluffy conversations that result in no commercial outcomes.

In this episode Phil shares his very simple 3 x H strategy you can use to make sure you’re connecting with your buyers, having conversations, and leaving your commission breath at the door.

This is a great episode on how to have the right sales mindset.


Phil and I have been ‘LinkedIn’ buddies for more than 5 years. He has been on the podcast before and I’ve been on his – I invited him back not because I like him, although I do, but because he always provides some easy to execute yet valuable sales skills and he hasn’t let us down in this episode.

Phil Gerbyshak
https://www.linkedin.com/in/philgerb/

Social Selling Essentials (New Book)
www.socialsellingessentials.com

Mark McInnes
https://www.linkedin.com/in/mark-mcinnes/

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Transcript

Mark McInnes: 0:01

Welcome to the BOSS EP63 podcast. I'm Mark McInnes. I've got to say, thank you for listening. This podcast is growing in listening numbers really quickly, and I'm truly grateful. The goal here in this podcast is simply to share great sales, tactics, and tips that you can apply to your everyday sales situations. Clearly, this is working out for a bunker paper. If you want to be better at starting conversations with your ideal buyer, then you're in the right place. Today, we're talking about Phil Gerbyshak. One of the things I love about fuel is the ability to mix both these digital selling expertise with tactical and simply stated sales, tactics, sales tactics, that work well on LinkedIn. Phil is a socially savvy sales trainer selling today, as you know is very different from those old days of, you know, sales is a numbers game of, you know, dial and small. Was it small and doll, small and all and prospect manipulator. Buyers know it. And so the way you sell us, but at the same time, it's also true. We all need to generate sales to keep the corporate fires ballooning, or to just make sure we keep our job. Many faiths, many people in sales found it really difficult to balance these two conflicting priorities and ended up too far in either direction. They either end up pitching too hard and too early and not getting many responses of many conversations being considered a spanner, or they ended up having lots of fluffy conversations that result in no commercial outcome. In this episode, Phil shares, he's very simple three hype strategy that you can use to make sure you're connecting with the buyers, having conversations and leaving your commission breath at the door. This is a great episode on how to have the right sales mindset. Phil. And I have been LinkedIn buddies for more than five years. He's been on the podcast before about a year ago. And I've been on his a couple of years earlier than that. I invited him back. Not because I like him, although I do, but because he's always provides some really easy to execute yet very valuable sales skills. And he certainly hasn't let us down in this episode either. If you want to get access to the lightest sales tactics that are working right now, Why don't you join my VIP sales mater. It goes out twice a month with three or four great tactics in every email. I write it myself and I simply share the best sale skills that are I find in that two week period. I'd love to have you in the group to join us. We knew need to do is simply go across to mark mc.co. You'll. See the sign up is on the front page of the website. That's mark mc.com. If you're active on LinkedIn and you're in sales spiral, I means let's connect. Simply let me know that you heard me here and I'll definitely accept your connection request. All right. Now let's hear from one of my favorite sales trainers. Phil Gerbyshack. All right, Phil Gerbyshak, welcome back to the boss podcast. Thanks for coming on the show, man.

Phil Gerbyshak: 3:05

Woo. I'm glad to be back mark. It's great to see you again.

Mark McInnes: 3:09

It's always good to say like, oh, I'm so pleased your last episode, which was over a year ago, actually. It's one of the most downloaded, loaded episodes that we've had. So listeners, if you want go back and check that out. I think that one's called the famous birthday strategy. If I remember correctly. So firstly, Phil, congratulations on that. We've had some big names on here. So for you to have one of the most downloaded episodes is an accolade in itself, and it's great to have you back on to see what else you can share. I really appreciate you saying yes.

Phil Gerbyshak: 3:40

Absolutely mark. It's great to be on and you always do a great job of promoting the show and asking great questions that make me sound even smarter than I am. And I appreciate.

Mark McInnes: 3:49

So what feel for those people that have been living under a rock like you and I have been had a couple of conversations over the last five or six years, but tell us a little bit about feel and, and a little bit about, about your business.

Phil Gerbyshak: 4:00

Sure. So I'm a sales guy through and through. I love to, I love to sell. I love to train on sales. I live at coach on sales. I love to talk about sales right on sales. So sales is my jam. I it's been what I've done, whether it's actually selling products or services or whatever sales is, sales is my thing. I've been an it guy I've delivered email by hand. I've got a wife and three kids that I've got to sell every single day, right. To do the right stuff and they sell me back. So, yeah, my business is digital selling strategies and I work with, you know, folks who aren't yet digital or have an awesome offline presence. And aren't yet online as well as they could be and connecting those two so that they can show up for their clients and really increase their profits, increase their productivity and increase their performance through social selling.

Mark McInnes: 4:47

Yeah. And, and I've been, you were just giving me tips off offline when we were just catching up, you know, so, I mean, you've walked the, walk, the walk and talk the talk. Absolutely. But what I really like about you feel is, a lot of social selling trainers, you know, are focusing on the marketing piece. You know, they're focusing, you know, they almost like profile writers, you know, how to be good at being an influencer. And there's definitely a space for that. And those people are valuable. But what I feel like, and what I've seen from you over the last few years is you're a sales trainer that knows how to turn, you know, how to use LinkedIn and turn that into an old school social selling. So I had to start conversations, how to help salespeople reach your sales goals by using digital selling strategies. So, and I don't think there's many of those running around.

Phil Gerbyshak: 5:32

Yeah, I think so, too, right? Not to toot my own horn, but I don't think there are a lot of salespeople who go into training and can honestly say that not only they love sales, but they love to teach. And I'm pretty fortunate that, you know, I'm fluent in both and then throwing my technology background. And I, I really think I'm fortunate to have that trifecta there, that a lot of people don't have. And frankly, I test my stuff. Like my stuff is not just, Hey mark. I think you might want to try this because it looks really cool, but no, Hey man, this is what I'm doing too. This is how this has worked for me. Here's the results that I've gotten. And then the results that my clients often get too. I mean, when I'm coaching, we're going to do this. That's the other thing, right. I don't send people off and give them a to-do list. Typically we get stuff done right there on the coaching call. So that by the time they're done. Yeah. Okay. You got to do it a few more times. I mean, this is not set it and forget at time, but it is absolutely let's get as much done as we can together so that it's not homework. It's really repetitive work that you just have to do over and over again, just like washing your hair or taking.

Mark McInnes: 6:37

Yeah. Yeah, I love it. But you have been doing this for a while now, though. So you must've been doing this for what? 10 years

Phil Gerbyshak: 6:42

Yeah, well, I started, you know, I didn't think I was in sales mark. I'm not gonna lie to ya. I really did. And when I was a VP of it, I didn't think I was in sales, but I work with financial advisors and a lot of the things that I talked to them about how I started conversations with people that frankly, I didn't have a ton in common. But I did care about them. Well, I taught them how to use those strategies on LinkedIn and I showed them. Okay. So you're working with your clients. Do you really think they want to see you post your latest stock tip or a mutual fund tip or mine tip or option tip on the public? Or do you think they want to learn about, well, what about the community or what about your passions? The big thing, the binge shit. The big shift is from being product focused to person focused. Right? So if we think about that, if all we talk about is the product and part of the product, the product, people are sick of that. But if we talk about the person now, the person multi-state acid, do you have a wife, kids, family, a dog, a cat. Do you like wine voting cars? Do you like that sports? I mean, there's so much more we can talk about relate to and connect. And recognize that if we do that and we take all of our facets and we're actually interested than other people's facets, do we'll look at how well we can connect. And that's the big, that was the big shift that I saw it, honestly, in the late two thousands. And now, now that we're almost all working from home, selling from home, hooked up in our houses more than ever. Well, now it's even more important to pay attention to them. Whole needs, not just their individual needs.

Mark McInnes: 8:24

Yep. Yeah, it looks, it makes perfect sense. And, I love it. And, and, you know, you're definitely one of those rare breeds of social savvy sales trainers. If you like, I've just made that up. That that should be a business right there.

Phil Gerbyshak: 8:35

There you go.

Mark McInnes: 8:37

Social savvy sales train is way, you know, where you cross across social, you know, and, and, and actually help people. I think that's fantastic. And in truthfully, You know, you've given me a shopping list here of strategies we can talk about today. Most people come on and say, Hey, mark. I just want to talk about, you know, I've got my, my six Ks or my six P's, you know, like, you've gone. Hey man. Like, here's like a list of stuff I can talk about. So, because you're that skilled, you like talked about, let's talk about whatever and I can handle it from here. So where do you want to, where do you want us to jump off? What do you think is the most valuable piece for our listeners tonight, Phil?

Phil Gerbyshak: 9:10

Well, you know, let's, let's start with the, with the whole mindset thing, cause that's going to be the thing that I think a lot of people are missing. We're jumping right into the sales pants of people instead of slowing down and really getting this right. And if we don't get our heads on straight, right, we end up with commission. We ended up signing desperate. We ended up moving way too fast. Right. We have an illusion of intimacy. And what happens is we could do everything else. Right. But because we go too fast, well, people aren't interested. So I think we should slow it down a little bit and talk about the mindset of the, of the three H's of connection. What do you.

Mark McInnes: 9:45

Yeah. Yeah. I really like that. And particularly because I've been, I've been saying this all year, slow down to speed up, but because we sell our stuff, you know, whatever it is, so exiles training or, you know, social training or, you know, technology, we sell it all the time. Right. And our bosses are telling us to, you know, speed up the conversion. Right. Right. So we're like, okay, well, if I can just quickly get Phil to agree to this, but what we forget is the person on the other side, Decision-making process has to go through it at their own speed. And whilst we sell 10 things a month, they buy it once every couple of years. So what happens as soon as we speed up.

Phil Gerbyshak: 10:24

Well, the faster we go, the more people don't feel listened to. And the less likely they are to commit, right. They might comply with you. They might say yes, the kids do that. Right. If I go really fast, they'll say, yes, dad, I'll do that. Well, in reality, they're not going to do that. They didn't even hear me. They didn't, they didn't even know what they were agreeing to. So then they get buyer's remorse or in kids case you didn't say that either way. It's not going to help me get what I want.

Mark McInnes: 10:51

Yeah. Yeah. We break the trust. Right. So if you move too fast. Yeah. Okay. So let's, let's jump into these three hikers of connection. Like what, what what's that all about?

Phil Gerbyshak: 10:59

Sure. So the first one is all about being human. Now this is easier than it sounds and harder than it sounds. And by easier. If you ask yourself. Okay. So what would a human being do? Not a robot, not some artificial intelligence, that's writing a script, but what would a human being do? Well, they'd look at someone's profile. They'd understand and give them some empathy and they've really put themselves in the other person's shoes and try to understand what's the most important thing. That could happen as a result of this conversation, if they say yes, cause I assume most people are going to say yes at some point, maybe not the first time, maybe not the eighth time, but eventually I have value and they will say yes, so I have to be human. And that also means that I have to acknowledge my humanity and I have to be vulnerable first. So whether it's a cold call, whether it's an outreach, whether it's an email. Whether it's a video. A lot of times, you know, I'm sending videos now or up a voicemail on LinkedIn for a connection that I have, or even a connection request. I have to acknowledge that, you know, Hey, maybe this is awkward for me and maybe it's awkward for you too. And that's okay. Right. A little bit of vulnerability. My humanity has to shine through or, you know, being really specific. About why I'm sending that connection request, why I'm doing that outreach because that's what humans do. They don't persona base. They people base all their conversations. So first tip is be.

Mark McInnes: 12:36

That's a, it's a lock that B, because when you think about a slick salesperson, you think about somebody that's got a script that they can deliver without any ums and AHS and, and hit the perfect note. Tone, pace volume. What you're saying is, nah, you gotta be human.

Phil Gerbyshak: 12:56

all the

Mark McInnes: 12:57

That's easier for us to do.

Phil Gerbyshak: 12:59

Well, it is, if we're okay with being human, right. That's the other thing we have to really accept that about ourselves. Let's be human because our bosses told us to your point, mark, let's speed up. Let's have more calls. Let's do more of this, more of that whole, hold on, hold on, hold on. I'm not suggesting you don't write things out that you don't have an outline to work from, but at some point we're going to be human to human. Right. We're going to go off script. We're going to say, you're going to say some, I didn't expect, I'm going to say something you didn't expect and we're going to collide and that's okay. That's where the magic happens.

Mark McInnes: 13:36

So, how do you set that up? Like, how do you, how does that like, have you got, have you got a tangible example that

Phil Gerbyshak: 13:43

Sure. Yeah, of course. Right. So, so let's think about that, right? So I'm going to be on a, on a sales call. It's let's get past the outreach, right? Get past the prospect. We're on a sales call.

Mark McInnes: 13:54

Right.

Phil Gerbyshak: 13:54

So the first thing, because I don't know where in the world are you located is often where I start, because people are happy to share that. So, mark, where are you

Mark McInnes: 14:04

Sydney, Australia. Okay.

Phil Gerbyshak: 14:05

Sydney. Australia. Cool. So now I've never been, but I'm thinking in my brain. Okay. Sydney, Australia, right? So there, is there an opera house there? What's famous about Sydney.

Mark McInnes: 14:15

Yeah. So we've got the Haba breach in the Sydney opera house. Yep. So I'm about I'm all for that.

Phil Gerbyshak: 14:21

Great. So, so now we're sharing a little bit and usually what happens is you that you'd ask back, you'd say so. And where are you? And I would say I'm in winter garden, Florida, 15 minutes from Disney world.

Mark McInnes: 14:35

Nice.

Phil Gerbyshak: 14:36

See, now we're connected right now. We're human. Now we're human, right? You're at the opera house and I'm in magic kingdom. At least mentally, we put each other in a space and now we feel a little bit more comfortable. Right. We shared a little bit of humanity and as we're talking yeah, Perhaps it comes up that, well, you don't like opera and I don't like Disney or you love opera and I love Disney or whatever. Right. Something comes up and we're able to connect that back to oh, that's right. And by being human and being present with the other person, we can be a little bit inquisitive and maybe understand perhaps what's going on. And if I did my homework ahead of time, I might see them. You just got locked down a little bit tighter because of an outbreak of the Delta virus. And I might say, so how's it going, mark? How's the family, how's that impact you?

Mark McInnes: 15:27

Yeah.

Phil Gerbyshak: 15:29

And that's how I'd heal, right? That's the humanity piece of that acknowledging that you're not just a worker bee that has only sales problems to solve. You have much more problems. I mean, really this call might not be the most important thing on your day, in which case, right. If you're super distracted, well, maybe we should schedule it for another time and that's perfectly okay. I had someone that was supposed to be on my podcast today. Her job got in the way she couldn't record today. Now I could have been a total jerk. And I felt like when I was like, nah, I'm so frustrated. And I took a deep breath and I said, okay, well probably not her fault. Probably nothing I can do about her. I'm hoping that everything's okay. So I sent her a message. Hey, I really hope you're okay. And if you are, and you want to reschedule, here's how to do that. And maybe we should talk ahead of time to make sure in case there's anything technical that I can remove that problem from for you. Maybe we can solve that ahead of time. Again, humanity, pretty simple, but that also leads us into the second H mark, which is helpful. It's not enough to be here. It's not enough to be human. We have to be helpful. We have to be useful. We have to be someone of value to our people so that when we do that, now, it doesn't have to be direct, helpful, right. Direct my solution, but helpful of, Hey, I can help you with the tech problem. Hey, this isn't working for me and I might have an answer or again, going back to human. Hey, mark. I'm hoping you can help me. I don't know if you're the person that's responsible for this, but if you are. Could we have a chat and if you're not, could you connect me to somebody who is

Mark McInnes: 17:07

I feel like this would be easy to fall into products and solution and, and, and services at this point, you know, because if people think help helping you could easily. So it, could it be end up going into products,

Phil Gerbyshak: 17:19

of course

Mark McInnes: 17:20

and

Phil Gerbyshak: 17:20

they tell you a problem. It could, but again, slide back to human first.

Mark McInnes: 17:26

right. Okay.

Phil Gerbyshak: 17:28

How long has that been happening? Cause too often to your point, right? We follow the script. Okay. I checked off human. Now I can go right to helpful. Great. I got a solution for your problem. Buy my software. I'm going to sell you my services. Right? Of course it should be there. But what I'm hoping is going to happen is more of a, oh, isn't that what you guys do now you asked me to share as opposed to just me throwing up.

Mark McInnes: 17:57

Yeah. Yeah, yeah. Yeah. Well, there's a big difference. Right? So that's the permission based. I mean, this is slow, slowing down to speed up. Right. So when someone says, Phil, can you tell me about that? Okay. Or how do you guys fix that problem? You've got permission to, to, to share that and it's much more powerful. Yeah.

Phil Gerbyshak: 18:14

right. Yup.

Mark McInnes: 18:15

Okay. So

Phil Gerbyshak: 18:16

And with that, right, the third piece, the third, eighth, and that's humble, a little bit of humility here, mark. I can't solve every problem sometimes. We're not sure.

Mark McInnes: 18:26

Right.

Phil Gerbyshak: 18:28

I don't know that answer. I'll get that for you. Hm. I hadn't thought about that. Oh, in my prep, I hadn't considered that humble. Not to. And I tell you that we're the best company on the planet you should buy from us because we are a great, everybody needs our service. If you don't, you're stupid. Now nobody would say those words. Exactly. But a lot of times that is what comes up, right. I'm going to beat my chest. Here's my pitch deck. I'm going to set this up. You're going to look at my pitch deck and you're going to see all the things I knocked down or online. You're going to look at my resume on my LinkedIn profile and see, I made president's club in 2018 and 2019 and 2020. I was captain universe club in 2021. I was the first alternate to Jeff Bezos going in this space. And Richard Branson calls me for advice. Right. That's come on, come on. Right. And that that's a total turn off. Nobody cares that you're the number one sales person. If you're not helpful and nobody cares if you're helpful, if you're not human. So if we back into that and we slow that down again, humble. Huh? Walmart, that's a great question. I hadn't considered that. That's never come up before. Do you mind if I researched that and get back to you by Tuesday? Okay. Humble human helpful. And then I do, I followed it up with an email, no problem. Or we get back on the phone, whatever it is, but those three H's can drive every single sales conversation. Every one of us.

Mark McInnes: 20:05

Love it. And, and, and that's the basis of the human connect. That you're talking about in relation to, so we're not talking about LinkedIn connection. We're talking about human connection here, and how you can start and maintain a good business relationship with your prospects clients. And.

Phil Gerbyshak: 20:22

Yeah. W really with anybody, you know, but we do have to kind of segment that out. Cause we don't have time for. Right. That's the one thing I think that a lot of people, a lot of sales professionals miss is they think everybody is equal. And at first they are, let's be clear. They aren't at first, but eventually that we have to strike them. We have to separate them. We have to say, okay, who are the people? First of all, the referral sources. Who are the top five or 10 referral sources that are help me. That's my core of my network really important, right? That first see the core from there. I've got a crew of supportive people that might help. These might be champions inside an organization. They might be other influencers, but not quite core, whatever it is, 15, 25 people. And then lastly, that community, those are some experts. You and I, right mark. We might be part of the community together. We might help each other out. You might share me, I might share you community together. We might get some clients in there too. Some referral sources that are maybe more, maybe more distant from us that we don't see all the time. They might be out there. And then some customers, some prospects, some folks that might close this quarter, right. We're going to see them about 150 them. Cause we can. Possibly keep up with everyone. So I would, I would invite folks to think about your network in terms of at most 200 people for this quarter, not forever, but for this quarter, who are the 200, I need to focus on this quarter, the five or 10 referral sources. The 15 or 20 nice people in the, in the crew that are gonna help support that. And then who are those 50 to a hundred prospects, referral sources and existing customers. Then I'm going to make sure that I reach out to that's going to drive all the rest of my business out. Those three CS can drive all of our business every quarter and people move in and out of them. But you have to be deliberate about that. Otherwise it won't work.

Mark McInnes: 22:20

Yeah, no, I like, I liked that a lot because it makes people focus. On what they've already got, rather than trying to obtain new people. So can you just walk us through those three CS again? Real slice. So it was the core group. Is that right?

Phil Gerbyshak: 22:34

Yeah. So we've got the core, right? I think about the core, just like the core of an apple, 5, 10, 15 people on top of them. We've got our crew. Those are our supporters.

Mark McInnes: 22:44

Yep.

Phil Gerbyshak: 22:45

Yeah, the crew, right. They help row, but they're not in the core. Right. And they're 15, 20, 25 people. And then outside of that, then we've got our community

Mark McInnes: 22:55

Gotcha.

Phil Gerbyshak: 22:55

that's big scene out little seed, community, little seed community. Of course, everybody on LinkedIn that we're connected to. They're all part of that. Overall, our Facebook friends, our Twitter followers or Instagram followers are Tik TOK, viewers, all those folks, right? They're all, they're all little seed community, but the big C. Community core and crew really important. Those are the that's the focus.

Mark McInnes: 23:15

Yeah. I love that. And if you've mapped that out for you quarter, then it's going to make it significantly easy for you to, to sign contact with, with that group. And one of the things, you know, just going to throw these song onto the table, that I don't see a lot of people talking about it. It's just how valuable social selling is in relation to client retention. You know, there's such a big conversation about, you know, new business. You know, familiarity, you know, frequency of exchange. It's so easy to do on social. And if your clients feel like you love them, they're not going to leave you. Right. So I like that, you know, so if you put those clients into that 150, you know, th the last scene, then, you know, you're not going to have a retention problem because it's no good putting more clients into the bucket. If the buckets

Phil Gerbyshak: 23:56

that's right. That's right. Yeah. And the good news is, again, we can, all we can share. You know, we can totally share them. We can be present. That's a great way to retain clients is show our gratitude to them. Right? That's a, that's a big one sharing, sharing our gratitude, showing that off publicly makes people feel even extra loved.

Mark McInnes: 24:18

So I wanted to, jump sideways a little bit. You and I at the start were talking, we had a bit of a chat and we're talking about sharing people on site.

Phil Gerbyshak: 24:26

Yeah.

Mark McInnes: 24:27

You know, and I I'd like to explore that a little bit because I, I actually think it's one of the most overlooked, but valuable pieces of, of, strategy or strategy that you can use on, on LinkedIn or even outside of LinkedIn. And that is, you know, giving other people or exposing other people to other people, you know, and, and giving people access if you like. And I think you explained it really well. So maybe do you want to jump up and jump in here and just share that concept?

Phil Gerbyshak: 24:54

Yeah, absolutely. So, so I, I believe in the value over volume for them, the whole goal here is to share people, insight and experience as often as possible. So people who in your network does something that the rest of the network could benefit. Do you share them out? Do you share their articles to share their insights? Do you put them in your newsletter? Do you bring them on your podcast? Like Mark's doing today, right. That's sharing people then insights, right? If people are smart. You're sharing their insights. So, but first you name them, right? You have to give them a name that seems obvious, but sometimes we miss that. So if you're on social tag them, take them publicly, let them know that you're sharing them. Then the insight. What is the insight? Why is it relevant to your audience? Super specific. I know that out of those 200 people or 20,000 people, if that's my network on LinkedIn with the little C community, there's not everybody is going to find value in that. And that's okay. But that insight for somebody is going to be valuable. And I would say, not only do you post it and you tag them, but then you privately message some people you think it might be valuable. Do, Hey George, I was, I, you know, I heard this from Ramon, holy cow. I really thought of you. And some of the conversations we've had now, if you don't have those conversations well, that it doesn't help you. So get those conversations scooping, and then last but not least, it's about experiences. So that could be a referral, right? Oh, when I work with mark. Wow. Here's the results I get. This is really great. And this could help you too, or experience of here's Mark's experience in working with me or an experience of behind the scenes of working with me, you know, when I'm working with coaching clients, here's some things that often happen. Or I worked with someone last weekend and here's what we saw. So a tangible example of, of sharing those is, a few months ago I worked with a coaching client. I gave him some insight into how to do things and he was so floored that he recorded an eight and a half minute video to tell the world about how happy he was with the work that we did just to just two calls. Right. Just a little bit of work, not a whole lot. Resulted in a whole lot of revenue for him. And he got really vulnerable sharing that, you know, a lot of entrepreneurs don't share that they're struggling. They feel like they're in this alone. Well, he reached out to me and we had some time together and I helped them with that. And Phil made me feel safe. Like it was okay to share that stuff. Well, that's sharing the P and the I and the E right there. The pie is big. It's unlimited. I shared the people, shared the insight. Shared the experience. And as we share those other people like that identify, and they come to us and say, wow, if you help that person, maybe you can help me too. And it makes really simple, but if we don't right, if we forget about the people and we just share the insight and the experience, and we don't put a face behind the story, people can't experience. As well as they could, if we do that, we know that video is the most powerful way to connect with people. We know, I mean, face to face of course, right. That that always wins. But second is video because I can watch in my underpants. Right. I mean, that's.

Mark McInnes: 28:27

Yeah. Yeah. And I mean, we've had four or five of these video. Catch-ups now feel, you know, I've never met you face-to-face, but yet I feel like we've, we've, we've got a, you know, a cross Pacific partnership, you know, like, I mean, how many times we must have spent a couple of hours talking, I mean,

Phil Gerbyshak: 28:43

we sure have. Yep. And think, and think about that, right. From a referral perspective, even though we're technically competitors, if there's somebody that you can. You might send it to me. And if I find someone that I can help, I would send them to you. That's just how this works. I mean, that's not supposed to work. We can't help everybody, but those we can, we want to over-serve and really deliver on that.

Mark McInnes: 29:04

Yeah. Yeah. Yeah. And I love that, you know, like, and the reason why I bring you onto the podcast is because I want to share you. Right. So I can never, I can't remember how we originally came across each

Phil Gerbyshak: 29:14

Yeah.

Mark McInnes: 29:14

obviously. Yeah. Who knows, but, you know, it's like, it feels cool. So let's get him on the pod so that more people can get a handle of Phil. Right. But if you don't have your own podcast, you can still do that. I'm on LinkedIn or on other social by simply sharing their content and tag them, or sending direct messages and saying, Hey Chris, I'm not sure if you're across field stuff, but I think you're really going to like it. We spoke about, you know, X, Y, Z last Tuesday. And you know, he's one of these video veal fields, videos. He's nailing it. It telling the cinema connection requests, telling him that you're buddies with my, you know, and, and everybody in that little three-way conversation gets a buzz out of that. I get a, I get a.

Phil Gerbyshak: 29:50

Because the first thing that we talk about. Mark made the connection. Why do you know mark? Oh, wow. Me too. That's cool. Let's talk about mark first three to five minutes every time. Well, everybody's happy.

Mark McInnes: 30:03

Exactly. And it's just, it's such an easy share because it doesn't, you don't have to have content. You don't have to have, like, I have to do anything. And if it is, if it just comes from the heart where you say hi, you two are aligned or this message is aligned to what we're talking about and you realistically can do. Via DM on LinkedIn, you know, 10 times a day. And the people that we connect together are going to feel a level of obligation, a sense of reciprocity, you know, it's going to make it much easier. So if you're doing that with prospects or clients, first of all, if you're doing it with clients, what a great retention piece, right? You're providing value outside of your business, you know, they're going to think twice about moving away from you and do your competitors. It's going to allow you to have less, price challenges in the future, you know, All these things are gonna work in your favor. If it's a prospect, you know, then they're going to be significantly more likely to accept a conversation with you or a meeting request or, or a conversation, a request for a conversation to talk about your products and services. If you've led with that type of, value, you know, like he's feel, you know, connect, have a chat to him, he's a good guy. And I think you're really gonna like it. And I think if you looked in your, your network listeners, you'll find that there's lots and lots of these opportunities available to you. So.

Phil Gerbyshak: 31:12

Yeah, absolutely. Well, you have to be intentional about it. Let's be really clear, valuable over volume only works. If you're bringing value consistently, this isn't magic, right? It's not one-off stuff. This has gotta be part of your game. Right? Social selling essentials. One-on-one. You've got to be doing this often. It's not an accident. No more accidental success where oh, wow. I just happened to be looking for that. That works in a Facebook ad. That doesn't work anywhere else.

Mark McInnes: 31:42

Yeah. Right. Okay. So, feel like I heard you say a couple of key words there, you've got something happening shortly

Phil Gerbyshak: 31:49

Yeah,

Mark McInnes: 31:50

They see it. You want to tell the listeners about so they can look at it, look out for that.

Phil Gerbyshak: 31:53

Absolutely. So social selling essential. My first, finally writing a sales book. It's like, I've just been so busy selling and coaching and training. I just haven't slowed down to do that. Now I'm taking the time social selling essentials will be out sometime in the late fall, early winter, which is October, November, December timeframe, maybe even on my birthday. So if you pay attention to me, December 2nd is my birthday. And maybe. You buy a copy of the book and you learn about the birthday strategy that I shared with mark on the last podcast, where maybe you get a little sample of that by listening to the last episode. But yeah, social selling essentials will be out. I've got the domain as well. So stay tuned.

Mark McInnes: 32:38

Yeah, well, my put me down for a pied up copy. I'll be more than happy to support you. Write that. That'll be, I'm looking forward to it. And you know, somebody with your background, like you've been doing this for a long time, did the book will be, I know it will be jam packed full of great tactics, and it won't be a regurgitation of the same old stuff. I guarantee you, Phil. Thanks for coming on the boss podcast. Like if people want to get a bit more of a view, a bit more feel Gobi shack, and I would absolutely suggest that I do. What's the best way for people to do that.

Phil Gerbyshak: 33:07

well, you can always call me on the telephone. I love phone calls, you know, or text me 4 1 4 6 4 0 7 4 4 5. I'm here in the states. Super easy. You can go to LinkedIn search Gerber shack, G E R B Y S H. And coming soon, social selling essentials, that con will be up and ready to take your pre-orders for my book coming out soon, which I promise will be jam packed full of strategies that are actionable. Just like we just talked about.

Mark McInnes: 33:40

fantastic. So, and before I let you go, Phil, I want to ask you in your headline, you've got your phone number.

Phil Gerbyshak: 33:46

Yeah.

Mark McInnes: 33:47

Yep. So, so a lot of people would be scared to do that. We ha I haven't asked you how much, how many spam phone calls do you get by having that in your headline?

Phil Gerbyshak: 33:56

Zero

Mark McInnes: 33:57

Okay. How many opportunities do you get?

Phil Gerbyshak: 34:00

opportunities. Oh yeah. Let's talk about that. Right. So yeah, every month I get a couple opportunities that flow through. Right. And I say none on spam because I don't think any call is spam. I'm going to take it. I'm going to see what happens, right? I mean, if the comp is known spam or they're trying to fake my 4 1, 4 number, I know that's spam, but I don't know where that's from and they're going to spam me anyway. So for me, it's worth it. If it's important and you want to talk to me, call me. Right. But I get opportunities. Yeah. I, I wrote her. I put that. How to leave. Great voicemail mark. 15 years ago, I wrote this. I had 7 million views on this article. And then the place where I published it took it down because the new editor found that it was self promotional because it had my phone number in it.

Mark McInnes: 34:46

17 million views, huh? Well, it looks like

Phil Gerbyshak: 34:48

7 million.

Mark McInnes: 34:49

are 7 million. Okay. That's still, it's

Phil Gerbyshak: 34:51

A lot of people.

Mark McInnes: 34:52

Yeah, yeah,

Phil Gerbyshak: 34:53

so yeah, long ago, far away, but yeah, that was that's. Okay. But yeah, call me, I'm open opportunity. Right? I love that. And I love to talk. I love to, you know, help if I can, right. I like to be helpful. And certainly I'm humble enough to know that I don't know everybody and I know not everybody's my cup of tea and I'm not there as either. And that's okay.

Mark McInnes: 35:14

Right. Well, you certainly my cup of tea. Thanks Phil. I really appreciate you coming on to the boss podcast. Cheers, buddy.

Phil Gerbyshak: 35:19

Yeah. Thanks for having me, mark.