Ep 78 - The Introvert's Edge to Sales and Networking with Matthew Pollard

Are you an introvert struggling to find success in sales or networking? 

In this episode, guest Matthew Pollard, the "Rapid Growth Guy," will teach you how to use your introverted strengths to your advantage and get more out of networking and sales. He provides a roadmap for introverts to maximize their strengths and use them to their advantage in sales and networking situations.  

Listen as David and Matthew break through the myths that introverts are shy or lack social skills. You'll learn how to make the most of your natural strengths and get more out of interactions with potential clients and partners. 

Listen now to learn how to unleash your inner power and achieve success in business!

***

Matthew Pollard was responsible for five multi-million-dollar business success stories, all before the age of 30. His humble beginnings, the adversities he faced, and his epic rise to success show that anyone, with the right motivation and the right strategies, can achieve anything they set their mind to.

Today, Forbes calls him “the real deal,” Global Gurus lists him as a Top 3 Sales Professional, Top Sales World Magazine named him a Top 50 Speaker, and BigSpeak lists him as an international Top 10 Sales Trainer. He’s also the bestselling author of The Introvert’s Edge, which hit the Amazon charts as the 8th Most-Sold Book of the Week, appears on HubSpot’s list of the “Most Highly-Rated Sales Books of All Time,” and was selected by BookAuthority as the #2 “Best Introvert Book of All Time.” His second book, The Introvert’s Edge to Networking, has received many endorsements including  Harvard, Princeton, Neil Patel, Michael Gerber, Dr. Ivan Misner, and Marshall Goldsmith.

Get Matthew's Books:
The Introvert's Edge
The Introvert's Edge to Networking

Contact Matthew:

MatthewPollard.com
Download Matthew's Rapid Growth Secrets
IntrovertU
The Introvert's Edge Podcast 

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Contact the Host of the Quiet and Strong Podcast:

David Hall

Author, Speaker, Educator, Podcaster

quietandstrong.com
Gobio.link/quietandstrong
david [at] quietandstrong.com

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Transcript

00;00;00;00 - 00;00;15;02
Matthew Pollard
Before I started telling that story about sales, I would tell my own personal journey. And what was interesting is you always get people say, I met your presentation was great, and I got a lot of value out of it and I apply it and all those things that every speaker kind of is if they've done a good presentation.

00;00;15;13 - 00;00;32;06
Matthew Pollard
But the level of energy I would get from the from quite a few introverts that would come up afterwards and they would say that presentation was great. But this piece where you talked about your introversion and told me that it was possible and that was transformational for me because I just never knew that I could succeed as a small business owner.

00;00;32;11 - 00;00;53;14
Matthew Pollard
I always thought I was going to be terrible at networking sales. I could never speak, I could never lean. I couldn't do any of these things. And now I get that and even if I don't apply any of this, I now know that success is possible for me and that is meaningful.

00;00;57;24 - 00;01;19;02
David Hall
Hello and welcome to the Quiet and Strong podcast, especially for introverts. I'm your host, David Hall and I'm the creator of QuietandStrong.Com. It's a weekly podcast dedicated to understanding the strengths and needs of introverts. Introversion is not something to fix, but to be embraced. Normally, while each episode airs on Monday. Be sure to subscribe on your favorite platform.

00;01;19;21 - 00;01;44;01
David Hall
Leave a review. Tell a friend I'll get the word out there. Matthew Pollard was responsible for five multimillion-dollar business success stories all before the age of 30. His humble beginnings. The adversities he faced. His epic rise to success so that anyone with the right motivation and the right strategies can achieve anything they set their mind to. Today for calls him The Real Deal.

00;01;44;20 - 00;02;19;15
David Hall
Global Gurus lists him as a top three sales professional. Top sales World magazine named him a top 50 speaker. And Big Speak lists him as an international top ten sales trainer. He's also the bestselling author of The Introverts Edge, which hit Amazon's charts as the eighth most sold Book of the Week appears on HubSpot list of the most highly rated success books of all time, and was selected by book authors as the number two best introvert book of all time.

00;02;20;01 - 00;02;36;19
David Hall
His second book, The Introverts as to Networking, has received many endorsements, including Harvard, Princeton, Neil Patel, Michael Gerber, Dr. Ivan Meisner and Marshall Goldsmith. Welcome to the Quiet and Strong podcast. Matthew, it's so good to have you.

00;02;37;13 - 00;02;39;05
Matthew Pollard
Excited to be here. Thanks for having me on.

00;02;39;25 - 00;03;01;28
David Hall
Matthew does some great work with introversion. We're going to talk about his books and things that he does, especially around sales and marketing. And I first met Matthew. We both spoke at an online event specifically for introverts to quietly influential Summit, and that's something that he continues to do with Mason. It's a great event, but that's how we first connected and I've been following his work ever since.

00;03;03;13 - 00;03;28;19
Matthew Pollard
Well, I have to say, Matt, I'm glad you did. And as you know, I'm a big supporter of other people moving into the space. I mean, while everyone thinks you should be involved in a space where there's no competition, the truth is there's just not enough there's not enough people doing what we do yet. So if there's somebody listening that is an introvert coach, an aspiring introvert coach, or somebody that just wants to help in the introverted topic in general, please definitely reach out.

00;03;28;19 - 00;03;44;20
Matthew Pollard
So I'm sure David's open to that as well. But feel free to reach out to me because the truth is there's not enough of us. And, you know, it's more than 50 well, almost 50% of the world's economy. And truthfully, there's not enough of us to support the people and their needs. But also there are not enough of us, outwardly speaking, about our introversion.

00;03;44;20 - 00;04;04;15
Matthew Pollard
So if you're a quiet, achieving introvert, definitely speak out and share that you're introverted because I was blown away the moment I started sharing that, how frequently people thought, Oh my gosh, now I know success is possible for me, where beforehand they just didn't. We believe as introverts, a lot of times there's is this wall in the way of our success.

00;04;04;15 - 00;04;16;22
Matthew Pollard
And, you know, I spend my life telling people it's not a wall, it's actually an advantage or an edge. But more often than not, you know, we all live in this world that, you know, it's an extrovert world and we just how do we survive? And I think it's the opposite of that. I think it's.

00;04;16;23 - 00;04;17;13
David Hall
Well built.

00;04;17;13 - 00;04;21;04
Matthew Pollard
For us. Once we learn to systemize our weaknesses and leverage our strengths.

00;04;21;22 - 00;04;41;00
David Hall
Yeah, I love how you say that. And we are on the same page. It's like it's not just something you have to accept, but it's something when you get to know your strengths and needs, you can be brilliant and your success is you'll talk about we'll get into on the show in sales and marketing and other things. It's because you're an introvert, not in spite of it.

00;04;41;13 - 00;04;42;04
David Hall
I love that.

00;04;42;12 - 00;05;00;10
Matthew Pollard
Absolutely. I mean, and I have to tell you, don't get me wrong, when I was younger, I didn't know that. Didn't believe that it took some time to get through that. But what I learned is introverts aren't second class citizens at all. A path to success is just different to that of an extrovert. And I think that that is the biggest reason why I try to get in.

00;05;00;17 - 00;05;20;10
Matthew Pollard
A lot of times I spend a lot of time supporting introverted coaches. Absolutely. But also getting what I call introverted titans to speak up, which are what I call successful people in industry that no one would guess is introverted. It just so happened to be introvert. I mean, and by the way, if you think you can't succeed in sales, I mean, Zig Ziglar was one of those Titan introverts, right?

00;05;20;10 - 00;05;36;14
Matthew Pollard
I mean, he was an introvert. I mean, the most well-known person in sales, also an introvert. His son, Tom Ziegler, who runs the company now, is an introvert. See, we can't network. Well, Ivan Meisner, the founder of Unite, the world's largest networking group in the world. Also introverted. Then you go into like the world all over. We hang on to saying we can't do small talk.

00;05;36;14 - 00;05;48;26
Matthew Pollard
That's really hard. Well, Ellen DeGeneres and Oprah Winfrey both introvert. What we can't be comical. Bill Murray is an introvert. Like what excuses do we have? The answer is the excuse is that we haven't learned the system. So let's get to work fixing that.

00;05;49;21 - 00;06;06;08
David Hall
Yeah, and I love that. And so many times if you're surprised, like, oh, Zig Ziglar, he can't be introvert. It just means that you don't really understand what an introvert is. And I think we both say it's it's not a matter of you can do something, but it's how can you do it? How can you do it with your strengths?

00;06;06;20 - 00;06;23;23
Matthew Pollard
That's that's absolutely right. And I think what you'll find is people will be listening to this right now and saying, oh, but I'm more introverted than that person or I, you know, I'm more introverted. The Matthew Pollard that I'm listening to right now or yeah, he's gifted, he's clearly articulate, and I'm not who I am now. I wasn't when I started.

00;06;23;23 - 00;06;45;26
Matthew Pollard
And I think that's the biggest issue. We look at people the way they are today and we say, I can't do it because they're amazing and I'm not. What I would suggest is you look at them and say, I can be that amazing. I'm just not yet. And then look at what systems they they use. Now, of course, you are going to see extroverts that go up and speak from stage or do podcast interviews and you won't be able to do what they do.

00;06;45;26 - 00;07;01;20
Matthew Pollard
And I'm not entirely certain that's a bad thing. Right. So for me, I, you know, I do over 100 and something interviews every year. And when I do those interviews, firstly, I bet that's them together. I do them at the end of my day, not in the beginning. So I can still be creative in the morning because I'm wiped off after interviews like this.

00;07;02;03 - 00;07;27;12
Matthew Pollard
But also I make sure that I deliver on point every time because I've planned and prepared, which is things that introverts are great at. And also I do my best to make sure that it's a two way dialog. I'm not just speaking at people and just ignoring the interviewer so I can keep it as a discussion. Because the other things that introverts great at our empathy and active listening and these are huge advantages in networking, in sales, in public speaking.

00;07;27;12 - 00;07;45;24
Matthew Pollard
When you're doing Q&A, we just have to learn the systems that work for us and if we can find an introvert. And the reason why I talk about Zig Ziglar, Ivan Meisner, is, yes, I've got books on networking and sales and they have the word introvert on them. But there are tons of people out there that are looking for advice for themselves.

00;07;45;24 - 00;08;03;23
Matthew Pollard
As an introvert, we were just talking about this on parenting, on leadership, things that I haven't written books on, and some of them there are books on those topics that are out there with the word introvert on them. But truthfully, it doesn't matter. You've got to find yourself a person that you can follow that if you type in their name.

00;08;03;23 - 00;08;32;09
Matthew Pollard
Like how I found out Ivan Meisner was an introvert. Funnily enough, he's a personal friend. I never would have imagined it, but I typed in Ivan Mize, the introvert, and the very first thing that came up was, Oh my God, I'm an introvert. I typed in Oprah Winfrey, Ellen DeGeneres introvert. That's how I know Bill Murray introvert. So a lot of times we think that there's not advice out there for our unique personality type when all we need to do is I mean, if you grab ten books and write down the author's names in the word introvert and Google, you find someone that speaks on that topic that is an introvert.

00;08;32;09 - 00;08;50;07
Matthew Pollard
Like, funnily enough, like if you go to the global gurus list of salespeople, the best sales professionals in the world, you'll find me in my book, The Introverts Edge on that list. But I can tell you about half, probably even more than half of those people are introverted. They just don't publicly say it because it used to be unpopular.

00;08;50;13 - 00;09;13;02
Matthew Pollard
Now I'm always excited to say it's kind of the popular thing now to be introverted, which is great. But yet for some people, even though outwardly spoken people are now saying I'm introverted, a lot of the quiet achievers are still not comfortable seeing it as a positive because we're hit by the boundaries that we've actually set for ourselves because we haven't learned the systems to get beyond it.

00;09;13;28 - 00;09;32;11
David Hall
Yeah, absolutely. And you know, I've heard you say and I agree, you know, and I'm not saying we can't learn from extroverts, but I think we learn best from someone that's like us, learn best from someone that's an introvert. And, you know, that's why I wrote my first book when I was discovering I was an introvert. I was also really busy with all kinds of things.

00;09;32;11 - 00;09;53;20
David Hall
I was reading time management books, but they didn't call out specific things for introverts. But I realized, hey, there are some certain needs I have as an introvert. And so that's what my first book was, Finding Your Time. So Matthew, let's let's start at the beginning. Tell us about when you were younger and how you discovered you were introvert because so many people, as you were saying, aren't sure where to go.

00;09;53;28 - 00;10;05;09
David Hall
So many people have discovered later in life their strengths and gifts. As an introvert, we want it. We want that to happen right now for everybody. So tell us about yourself and how you discovered your introvert and how you learned to embrace that.

00;10;05;20 - 00;10;21;07
Matthew Pollard
Well, absolutely. So I think the important thing is, I mean, let's define introversion. I'm sure you've done this a ton, but I think that a lot of people have different definitions. So my definition of introversion is just this way you draw your energy from. So if you draw your energy from being with a lot of different people, then you're clearly an extrovert.

00;10;21;07 - 00;10;37;23
Matthew Pollard
If you draw your energy from being by yourself or with a small group of close friends family, then you're probably an introvert. Now some people say, Well, I used to be introverted in the past, but I'm now more extroverted. You can't change who you are. You find things more enjoyable. Don't get me wrong, I love networking now, like I actually love doing it.

00;10;37;23 - 00;10;52;17
Matthew Pollard
And many of my clients also love networking, love speaking from stage, love selling. There's people that say, I'm never going to speak to a customer on the phone and now they don't want to give it up. They wanted to go to a webinar straight away. Now they don't want to give up selling. And you would say, Oh, they used to be introverted, but now they're extroverted.

00;10;52;20 - 00;11;08;04
Matthew Pollard
Now they just have a great system and it works for them and now they're actually enjoying it. So a lot of times these things we don't think we can do, we actually love doing. Once we learn a system, it's like, you know, an accountant that the first time they tried to balance the books, it was probably not fun now.

00;11;08;06 - 00;11;27;21
Matthew Pollard
And I know it's hard to believe some accountants might actually really enjoy that. So the thing you've got to understand is that you don't change across the aisle. And now, sure, there are some people that are more introverted and less introverted, and some people are shy and some people have other issues and that aren't associated with introversion that causes them to feel more introverted.

00;11;27;21 - 00;11;49;12
Matthew Pollard
But the thing I want you to understand is that for someone like me who has a system, my energy levels are still affected by doing stuff like this. However, not as much as when I first started and when I didn't have a system, and not as much when I used to go to networking. At the end of one event, I'd go home and I couldn't stop thinking about all the silly things that I said and how uncomfortable I was and what I could have said differently.

00;11;49;12 - 00;12;10;03
Matthew Pollard
It was emotionally exhausting. Gosh, we beat ourselves up. When you have a system, it's not as exhausting. And also when you understand that, it's that any conversation is the success or failure of the system, not yourself. Then it's less personal, which again means that it stops taking it as much energy. And I have to tell you, I mean, I know, David, you've probably feel the same way.

00;12;10;10 - 00;12;27;17
Matthew Pollard
When I was younger, there was nothing out that really called that out. So for me, I always felt that there was something I want to say wrong with me. But yeah, something wrong with me, right? Like I felt like for some reason other people laughed at jokes that I didn't think were funny, or they would say things and everybody else would get behind it.

00;12;27;17 - 00;12;42;01
Matthew Pollard
And I didn't even really get it until later. I have to say that sometimes when I'm at these speaking events, there are some speakers that are really quick and they're so quick on their feet and they joke and I don't even get the joke until the moments pass. So I'm still, you know, I still suffer with certain things.

00;12;42;01 - 00;13;00;05
Matthew Pollard
But truthfully, that doesn't affect the ability that I've had to create five multimillion dollar success stories. So don't let it limit you. The thing that I will tell you is, for me, I mean, in high school, I had a reading speed of a sixth grader. I was super introverted, as a matter of fact, when I was 16, I got diagnosed with this thing called Irlande syndrome.

00;13;00;05 - 00;13;26;16
Matthew Pollard
So the video watches. I actually put on this funny pair of colored lenses and miraculously I can learn to read. Now, I couldn't learn to read like everybody else. I could start the process of reading. So I hustled every day for two years and actually gotten to the top 20% of my sight when I graduated. I mean, I was exhausted, though I'd worked so hard, my family could see that I didn't know what I wanted to do with my life, that my confidence had been beaten down for two years and starting my whole life feeling like the slow kid.

00;13;26;16 - 00;13;42;23
Matthew Pollard
But for two years, because I was the guy with funny colored lenses and I had braces at that point, really bad acne. I mean, my confidence was anything but high. And so my family and I all agreed that I was going to spend a year, going to find myself. Right. And I mean, maybe some of you have got kids that have had that year to go find themselves.

00;13;42;23 - 00;13;57;09
Matthew Pollard
That was me. But I wasn't exactly the person that was allowed to just sit on the couch and watch Oprah. You know, my dad broke his back 80 hours a week to support the family. I had to go get a job. I definitely wasn't traveling through Europe like some of those some of those lucky family kids get to do that.

00;13;57;09 - 00;14;11;24
Matthew Pollard
I took a job at a real estate agency and I know what people are thinking. You were the person selling. I wasn't. I was the guy in the back office doing data entry with the look on my face saying, don't look at me. Oh, don't talk to me. I'm introverted, you know, I'm here to just do my job and find myself for the year.

00;14;12;15 - 00;14;29;07
Matthew Pollard
But about three weeks into that job, my my boss pulled me aside and he just said, man, I'm so sorry to tell you this. You know, we just got a phone call from head office. They're shutting down this office. You're out of a job. I worked at three weeks and for those who don't know Australia really well, everything's the opposite.

00;14;29;07 - 00;14;45;21
Matthew Pollard
They're right. So it's summer at Christmas time. So we take our summer and Christmas break at the same time. Everybody goes away on the 15th to 20th of December and no one's coming back. So the 15th or 20th of January. So if you if you're an employer, a business owner, and you're thinking about hiring someone, just think be self.

00;14;45;21 - 00;15;09;15
Matthew Pollard
You're not going to hire someone before you go on a month-long break. You don't want to deal with that stress and hassle. Well, that is true, except for these jobs called commission-only sales roles. So I remember going to the news agency, you know, when you get the classifieds in Australia and pulling out the paper and saying, okay, what job can I get because I don't want to tell my dad I'm out of work and I'm only three weeks into a job and the only jobs that I could find with commission only sales roles.

00;15;09;15 - 00;15;29;28
Matthew Pollard
So I applied for all three jobs and I got three interviews. Not many. They see something in me that I don't, especially considering all three of them offered me a job. So I took a job doing business-to-business telecommunications, and I walked in with just the touch of confidence and my manager quickly put that to bed and said that we hire everybody, every commission, any sales job does, we just all have the same.

00;15;29;28 - 00;15;45;25
Matthew Pollard
We throw them up against the wall and we see what stinks, which sounds like a fun thing until you realize that you're the mud, right? So how was this mud thrown at the wall? Five days, product training, not a single second of sales training thrown on this road called Sydney Road in Melbourne, Australia. I didn't even know what to say.

00;15;46;09 - 00;16;04;06
Matthew Pollard
I had to just get told to go sell. So I walked into the first door. I take a deep breath, I walk in and I'm politely, luckily enough told to leave shortly after that, unless politely told to leave, then I'm sworn at. My personal favorite was always getting told to go and get a real job, but door after door this just kept happening until my 93rd door where I made my first sale.

00;16;04;14 - 00;16;21;24
Matthew Pollard
And I remember I was ecstatic for gosh, it would have been 45 seconds until I realized I'm going to do this again tomorrow and the next day and the next, and that wasn't okay for me. I think a lot of small business owners that are listening, we kind of do one of these two things, right. We either give up, which, you know, a lot of us, we just go back to busy procrastination.

00;16;21;24 - 00;16;39;05
Matthew Pollard
We do our busy work. We hope the phone rings with a deal or we grind it out. We keep going to networking events regardless, which is fine, but without a plan that's torture. So what I decided, and this is a key moment for me, I decided that if I was going to succeed in sales, sales had to be a system because without it I was going to be terrible at it.

00;16;39;13 - 00;16;59;21
Matthew Pollard
Now I had a reading speed of a six credit, so I couldn't exactly pick up a book like a Brian Tracy. Or is Ziegler book and learn a system. But I typed in sales system in YouTube and all these videos came up. And so what I did is every day I'd spend 8 hours out in the field applying what I'd learned and what I learned, and then I'd go home and I'd spend the next 8 hours perfecting it or learning the next piece.

00;16;59;21 - 00;17;19;13
Matthew Pollard
And I did that every day, day after day, weekends. I'd spend 16 hours practicing. Now, I know this doesn't sound like fun to anyone, but day after day I got better. Soon it was 71 doors and 43 doors, and then 36 doors. 28, 18, nine three. Eventually going to down to closing a door on every third, every third door.

00;17;19;13 - 00;17;37;29
Matthew Pollard
I'd make a sale now about six weeks in, my manager pulls me aside and I thought I'd done something wrong. He had this weird look on his face. And no, remember, I was the quiet guy. So I'd hand my paperwork downstairs. I wouldn't even talk to anyone upstairs. All the boisterous salespeople would be, you know, kind of talking about how they ripped that customer off or how they got that deal or how tough the market is.

00;17;38;05 - 00;17;54;15
Matthew Pollard
I wouldn't I wouldn't get involved. Like even the leadership team wouldn't even really pay me any attention because they always just thought I was the mud was eventually going to fall off the wall. Well, he pulled me aside and said, Matt, we just got our national sales figures and I'm kind of blown away by this. Turns out you are the number one salesperson in the company.

00;17;54;22 - 00;18;11;12
Matthew Pollard
Now, this happened to be the largest sales and marketing company in the Southern Hemisphere. Now, just to put that in perspective, I went from terrified to sell to being the number one in the company in six weeks. Now, for most business owners, you don't have to go from nothing to that good. In six weeks you could do this over three months, six months, two years.

00;18;11;12 - 00;18;26;09
Matthew Pollard
I've carried that success with me everywhere I've gone. I mean, shortly after that, I got promoted and the skill set that I learned was Go learn on YouTube or learn a system. So I got promoted. I don't know why everyone promotes the good salesperson. I had no idea how to manage. They said, No worries, man up against the wall.

00;18;26;09 - 00;18;44;22
Matthew Pollard
See what sticks? No one sticks. 20 salespeople, they all quit within the space of 24 hours. But I went back to YouTube. I learned to manage. I got promoted seven times in a year, and then I started my own business. First, for just shy of a decade, I was responsible for five multimillion dollar success stories. So for those people who are listening, they're like, Oh, it was easy.

00;18;44;22 - 00;19;02;14
Matthew Pollard
This guy is clearly articulate. Now the answer is he's articulate now. I definitely wasn't back then. I had no idea. And I had a lot of self I had a lot of confidence issues about self image as well that I had to deal with. But day after day I just improved on myself by saying everything thing about me is fixable, that is.

00;19;02;25 - 00;19;21;11
Matthew Pollard
And I decided that it wasn't an issue with me as my personality or who I am, but it was a skills gap, something that I could learn, a system to compensate for. But then when I realized I could compensate for these things, I also realized I could leverage all of these amazing strengths which allowed me to run circles around my competition.

00;19;21;11 - 00;19;30;08
Matthew Pollard
I mean, I believe an introvert with the sales system because of the advantages of active listening, because of our advantages of empathy, we can run circles around those extroverts.

00;19;30;08 - 00;19;41;02
David Hall
Yeah, that's a great story. I can remember probably being about the same age and trying to do that and I wasn't successful. I could have used your book back then, but I don't think it was available yet.

00;19;41;02 - 00;19;44;09
Matthew Pollard
Yeah. My, it's only been out eight years. Yeah.

00;19;44;11 - 00;19;44;21
David Hall
Yeah.

00;19;44;22 - 00;19;46;27
Matthew Pollard
So it looks a little bit like that. Yeah.

00;19;47;07 - 00;20;00;14
David Hall
So what, what made you then realize and kind of understand the term introvert and what that meant for you? How did you end up coming in contact with the theory about introversion?

00;20;00;14 - 00;20;21;08
Matthew Pollard
You know, it was only really when I started teaching others that I that I realized I mean, I knew this is this is the thing that always gets me. I don't know why people don't talk more about it. You know, it's interesting, I, I know that a lot of schools are starting to help people recognize, you know, like why Jonny and Sarah doesn't want to hang out and talk over lunch break now.

00;20;21;13 - 00;20;43;10
Matthew Pollard
But when I grew up, no one really talked about that. Right? I just knew that I was a little bit odd or awkward around people and I got stuck on my words and jumbled. It stuck in my head for something to say. So I didn't really know the answer. It was only when I started to do some management training and started to look at what I was doing and why it was different and what I realized it wasn't that it actually is interesting.

00;20;43;10 - 00;21;04;28
Matthew Pollard
It wasn't that the introverts were having issues. When I told them my system, they were like, Oh yeah, I can go out and do it. And it was really interesting because introverts without a sales system kind of terrible in sales. We're terrible at networking with, terrible at public speaking, but because of that, we hold on to a system, to life and we don't want to let it go because without it we kind of can't sell or we can't network or we can't public speaking.

00;21;05;08 - 00;21;24;21
Matthew Pollard
But I started to notice that I kept having issues with a group of people that came to work with me that didn't want to follow a system. They just wanted to keep winging it. So I actually learned that I was an introvert by realizing the opposite, that the people that I struggled to teach that weren't getting results for my system actually had a skills gap.

00;21;24;26 - 00;21;43;29
Matthew Pollard
And that was their extroversion was causing issues that they didn't want to follow in my system because they weren't great active listeners, they weren't great, they weren't very empathetic. The good news is, once I helped identify that they were willing to jump in and learn those skills where introverts often felt that they couldn't learn the skills to be successful at sales and networking.

00;21;43;29 - 00;22;03;06
Matthew Pollard
So that was an advantage because they didn't have that mental barrier that it wasn't possible. They just didn't know they didn't have that skill set. But what's interesting is that an extrovert, when they get a system, they have to take a slight back step to catapult forward because to learn a system, to write out what you're going to say to to learn it in a way that it doesn't feel scripted, but it feels authentic.

00;22;03;06 - 00;22;25;19
Matthew Pollard
So you're presenting the best version of yourself. It takes a little bit of time. And why would an extrovert want to do that? They're naturally better than that phase one right away. Well, the answer is that we can get to phase seven and they get stuck at phase three. But it feels really hard to go from phase three to step back to phase one and baby step three, because it takes a few weeks or a month or so to to get to that point.

00;22;25;19 - 00;22;42;16
Matthew Pollard
And most extroverts don't like that. They also pride themselves on their ability to wing things. So because of that, even the ones that gravitated to the system come back six months later and the sales are plummeting. And you like why? And you find out they're not telling the right stories and ask. They don't fall in the system at all.

00;22;42;22 - 00;23;06;04
Matthew Pollard
So they've just decided to reinvent the wheel, not because it wasn't working, but because they couldn't lean into their personality type, which they see the value in. So what was interesting is I learned really that I was introverted by discovering this issue, trying to figure out why, and realizing that people on the far end of the extroverted spectrum are actually quite difficult to manage, difficult to get to follow systems.

00;23;06;04 - 00;23;31;10
Matthew Pollard
So then I started to go, Well, why don't I and I'm okay. Well, I'm introvert, okay, now I get it. And then all of a sudden it clicked and it was it started to make sense. And it's really interesting. Like I deliver a keynote presentation all over the world called Rapid Growth The Lazy Way. And so when I got to the move to the US, I started talking about the fact that most introverted service providers really can have a rapid growth business doing what they love, but not by focusing on their functional skill.

00;23;31;10 - 00;23;51;07
Matthew Pollard
They're usually amazing at that, but instead on the three things outside the scope, their functional scale that really allow them to have a business that revolves around them, their family and their life, not the other way around. And what that is, is it's learning how to differentiate. So not being not identifying or introducing yourself by your functional skill because that's a nightmare and it leads to a whole bunch of, Oh, I need that.

00;23;51;07 - 00;24;12;01
Matthew Pollard
How much do you cost? Which is horrible or Oh, I already had that. And it didn't work for me. Now you've got to do that. Oh, I'm different. I've got magic, ruby slippers, dance that nobody can stand. So differentiating is important. Then I talk about niche marketing and why it's important, especially when you start to start with a micro nation and build your way out, which sounds counterintuitive, but actually leads to a much better result even in the short term.

00;24;12;05 - 00;24;38;13
Matthew Pollard
And then how they need to have a big a better sale system or in in an introverts case, a structured sales system that is almost process driven, like manufacturing a vehicle and it's structured to work. And before I started telling that story about sales, I would tell my own personal journey. And what was interesting is you always get people say, I've met your presentation was great and I got a lot of value out of it and I apply it and all those things that every speaker kind of is.

00;24;38;13 - 00;24;57;02
Matthew Pollard
If they've done a good presentation that the level of energy I would get from the from quite a few introverts that would come up afterwards and they would say that presentation was great. But this piece where you talked about your introversion told me that it was possible and that was trans affirmation for me because I just never knew that I could succeed as a small business owner.

00;24;57;09 - 00;25;12;29
Matthew Pollard
I always thought I was going to be terrible at networking sales. I could never speak, I could never lean. I couldn't do any of these things. And now I get that. And even if I don't apply any of this, I now know that success is possible for me and that is meaningful. So for me, I actually started with this book.

00;25;12;29 - 00;25;37;17
Matthew Pollard
I didn't want to write it, by the way. It was only like telling other people to write it. I kept saying to every introverted sales trainer, I knew somebody should write a book on introverted sales, and everyone's like, No one's going to buy a book on introverted sales. Introverts don't want to learn to sell. And I'm like, There's a ton of introverts out there run their own businesses that don't want to just grind by everyday struggling to find answers to prospects, try to set themselves apart, trying to make the sale, fighting on price.

00;25;38;02 - 00;25;59;17
Matthew Pollard
And so I just knew there should be a marketplace, but I didn't want to write it with my reading space. There was no way I wanted to write it. So what I did anyway, I worked with a ghostwriter that as a client of mine that I took from making basically no money. I mean, he made $27,000 in 2013 and 12,000 when we started working together in October of 2014, he said no one could afford $20,000 for a ghostwritten book.

00;26;00;06 - 00;26;20;03
Matthew Pollard
We doubled his price and he made 120,000 by the end of the year, 300,000 the following year. He now charges 130,000 for a ghostwritten book. And with we're doing this, I actually spoke to him recently. We're doing this interview on July 1st. He's booked out till mid-next year. Right. So he's like not you have to put this this these ideas, these strategies into a book.

00;26;20;07 - 00;26;35;25
Matthew Pollard
And finally I went, you know what? Okay, I'll do it. And I worked with him. And even that was tough for me because I had to listen to every word. And every time he wrote a chapter, which would be 5000 words, I'd write three and a half thousand words of notes after listening to it with the robot voice.

00;26;35;25 - 00;26;57;18
Matthew Pollard
It's horrible work, but that's why the book reads so conversationally, because I have to listen. I can't I can't read. And, you know, we did that every day for a very long time and going to say how much, how long. But now it's you know, it's sold 75,000 copies. The first book and it's in 16 languages. So it's it's just proven that so many introverts it's not that they it's not that they're not trying.

00;26;57;18 - 00;27;08;21
Matthew Pollard
It's they don't know that they can. And as soon as that, Barry is broken, then all of a sudden it's like a it's like the dam is burst and they, they just they can't get enough training, but it's introvert specific.

00;27;09;24 - 00;27;33;06
David Hall
Yeah, absolutely. And yeah, your first book was very successful and you know, you really hit on some things. It's like I've done speeches with an extroverted partner and watched how they can just wing things. And, you know, it definitely turns out much better than if I was to wing the speech or whatever. But I've learned and we know as introverts, one of our superpowers is preparation.

00;27;33;13 - 00;27;54;24
David Hall
We have to prepare for things and it produces great results, you know, and I love podcasting and some people might say, hey, you know, introverts and podcasting, that's kind of crazy. But I do prepare for it, you know, and that's the big thing. And so, you know, a lot of introverts are going to say, oh, yeah, or people I often get the question, what's the best job for introverts?

00;27;54;24 - 00;28;10;05
David Hall
And I'll always say the job that uses your strengths honors your needs, support you financially, you know? And what I'll say is an introvert can go into sales, as you'll say, and be very successful, but they have to come up with their system that works for them.

00;28;11;00 - 00;28;26;19
Matthew Pollard
Yeah, absolutely. They also need the pains to be with the guy. And let's be honest, I mean, what I find, you know, I've got this. So I've got a podcast called The Better Business Coach. I have a podcast called The Introverts Edge, too, by the way. So for those people that want to go, I interview a bunch of introverted, successful, introverted titans on that.

00;28;26;19 - 00;28;43;18
Matthew Pollard
So feel free to check that out. But I have this podcast called The Better Business Coach as well, and one of the episodes, 17, is called Forget About Goals. Why is the Key to Success? And I talk about that. You know, one of the exercises I tell people to do is I say set three business goals, three personal goals, one selfish self, because that's the one that's going to drive you.

00;28;43;27 - 00;29;00;03
Matthew Pollard
And then once you've done that, then summarize each one of those goals in 250 words or less, including why it's important to you. What I find is high achievers are really good at writing their goals, but their goals are usually inherited from their mother. Their father, they, I don't know, a drunk roommate that had in college, they hear these things like, that's what I want.

00;29;00;03 - 00;29;14;26
Matthew Pollard
They charge after it. And then they wonder whether much of that fire in the belly to go after it and get it. I mean, it's actually worse when you hit it because you realize it wasn't important. But most people never even try, especially introverts that have this barrier to getting there that may requires them to sell well, network or public speak.

00;29;15;02 - 00;29;36;16
Matthew Pollard
But what's interesting is in that why statement the whole idea of this is to summarize why it's important where you get into talking about your passion and mission. Because I think these days with the number of jobs that are available, the number of businesses we can run, the truth is, is that I mean, I can create a rapid growth business out of anything, but there is nothing worse than a rapid growth business with customers you don't like in a business that you cannot stand.

00;29;36;26 - 00;30;04;04
Matthew Pollard
So because of that, it is so important that you create a business that really aligns with that because then you will make more money, it will support your family and you go to work every day energetic. Like if you look at the amount of energy that this interview is taking from me or it's it is there, that energy is coming from passion, it's coming from mission, it's not coming from, oh, I'm going to hit this financial target because again, that's not enough to push you through.

00;30;04;04 - 00;30;23;23
Matthew Pollard
And sure, if you've got kids that are hungry or you're not making enough money, you push yourself to align that that stops being the case. But then you stop going that extra mile. So you have to align what you do with passion. And I can tell you that I mean, you can find passionate anything that you do. Like if you're I've worked with people that are insurance that will I don't know, I went to insurance because I wanted to help people.

00;30;23;23 - 00;30;44;07
Matthew Pollard
And once you gravitate a little bit more, they've resonated with these products because these specific insurance products allow farmers to put their high cashflow in so they can yield high interest, while throughout the year. So they can stimulate that into funny into other financial products while keeping the cash readily on hand. And it's like, well, that's huge. Why don't you just focus on that group?

00;30;44;09 - 00;31;05;09
Matthew Pollard
Would that be something you passion about? And the answer always comes back. Yes. So there's always a way to do what you're passionate about. Even if you're in a job that you can't stand, you can find a way to navigate to a new job or a car, another job in that career or the same job. You can start to navigate to something that you can do that you're passionate about.

00;31;05;09 - 00;31;22;00
Matthew Pollard
And truthfully, if you're a business that you're not passionate about and you can't find passion left to short go, I mean, you're going to it's going to every day is going to be hard to get out of bed. And therefore, I mean, you try and compete in my space against me when I get up every day ecstatic about doing stuff like this because I just live for it, right?

00;31;22;00 - 00;31;40;26
Matthew Pollard
You go to a networking event and you'll be like, oh, I am. You know, I'm a sales and marketing coach and you know, I help introverts as opposed to talking about I mean, firstly, you should never do that, by the way, never talk about your functional skill. That's what everyone does when the networking, right? They're like, oh, I'm, you know, I'm a I'm a sales and marketing trainer and I work exclusively with introverts and I hope to obtain growth.

00;31;41;02 - 00;31;57;10
Matthew Pollard
That's horrible. Right? So one of the things that I always talk about and if you don't have any passion, this is definitely hard. But I say talk about passion and mission, right? So I'll say, well, firstly, you need to introduce yourself not by your functional skill. And I talk about how I call myself the rapid growth guy, which is what I call a unified message.

00;31;57;10 - 00;32;21;01
Matthew Pollard
But when somebody responds to that, like, what is that? Right? Because our brains programed to put somebody in a box, disqualify them or accept them. And if we don't know what it is, we inquire, especially if we start by being interested rather than interesting. Then you respond with something like, Well, one of the things I love to see more than anything in the world is that amazing, introverted service provider with enough skill, talent, belief in themselves to start a business for themselves.

00;32;21;08 - 00;32;37;17
Matthew Pollard
But one of the things, and I just hate saying this, is I see more often than not they get stuck in this endless hamster wheel, struggling to find interesting people, trying to set themselves apart, trying to make the sale, all while believing that people only care about one thing. Price do you know anyone like that? And of course they do, especially I've gone to the right networking events.

00;32;37;17 - 00;32;58;16
Matthew Pollard
If I know my nation, I go to the right places and then I'll respond with, well, one of the things that I want you to know is you're not alone. There's so many introverts. The struggle with that. As a matter of fact, it's my mission in life to help these introverts realize they can have the rapid growth business that they love, but not by focusing on their functional skill, by getting focusing on the three things outside the scope of their functional skill.

00;32;58;16 - 00;33;16;21
Matthew Pollard
Actually, you know what? Let me tell you about Wendy. Right? So again, by building in passion, first thing is an introvert. It stopped being about me. Instead of saying, this is my credentials and this is what I do, I talk about my passion for serving the world and what I love to see, what I hate to see in the mission that I'm on, which again is so much more congruent for introverted sound.

00;33;16;25 - 00;33;29;10
Matthew Pollard
I mean, I always say the first one sounds like, Hey, David, you know, this is what I do. And I'd love to have you as a client because I think if I got you as a client, it would really allow me to buy that new motorcar I've been saving up for as opposed to I'm on this mission to serve.

00;33;29;19 - 00;33;45;29
Matthew Pollard
And in truth, you could come up with a dialog like that if you're not passionate about it, but you struggle to articulate it with that energy. But if you're truly passionate and you get to talk about your passion, it's like opening a supercharger that people feel in a networking world. They feel it when you're speaking, they feel it on a podcast, hopefully.

00;33;46;07 - 00;33;51;03
Matthew Pollard
And because of that, you have an advantage over everyone else.

00;33;51;03 - 00;34;09;10
David Hall
Yeah, that's the key. Life is too short to not live within your passion. I meet too many people that are like, Oh, I'm glad it's Friday. You know? I Monday's terrible and I don't feel that way. You know, I love what I do and and everybody should be like that. And that's part of the work that we do.

00;34;09;22 - 00;34;24;27
David Hall
So your second book, The Introverts Edge, specifically for networking, and you've been talking a lot about that, how do introverts really foster relationships both within the quote room but outside of the room, too? How do they foster relationships in their networking?

00;34;25;15 - 00;34;41;19
Matthew Pollard
Well, absolutely. So, I mean, the first thing is that they really have to get their identity to be different to the functional skill that they have. I think I was saying before a lot of people, too, I mean, like it's like me saying I walking into a room and somebody asks me what I do and I say, oh, I'm a sales china.

00;34;41;19 - 00;34;56;18
Matthew Pollard
Well, the response I'm going to get is, oh, I'm an introvert, I can never sell. And now I've got to do the dance about convincing them that they can sell. As an introvert. Or maybe I say I'm a sales Shriner and they'll say, Oh yeah, I had a bad experience. And now they're looking at me like I'm one step above a scam artist, right?

00;34;56;21 - 00;35;10;23
Matthew Pollard
Not positive. If I say I'm a marketer, they go, Oh, I need marketing. How much do you cost? Now I'm talking about price. So if I don't want to feel like a salesperson or feel like I'm trying to convince and cajole someone which introverts don't feel comfortable with, period, I need to learn a different way of networking now.

00;35;11;01 - 00;35;31;13
Matthew Pollard
Firstly, you need to understand you're not going to networking to make a sale. You should never try and sell in the room, and I'll explain that in a minute. Also, the second thing is, if you're going to make prospects, that's never going to get you out of the hamster wheel. There are two other groups of people that you really want to focus on meeting that will absolutely escalate your business and you'll make more money in quick periods of time if you focus on those groups.

00;35;31;18 - 00;35;46;13
Matthew Pollard
But only if you're unique. If you're not unique, there's no way somebody can introduce you to someone. There's no way that people can recommend you in a way that's not like, Oh, I know this insurance person or I know this goes wrong. I already know thousand of them. It's all right. I'm good. So you need to separate yourself from everyone else.

00;35;46;13 - 00;36;04;21
Matthew Pollard
And the best example I can give you of that is a girl code. Wendy So she was a language coach out of California. She taught kids in adult Mandarin, and for the longest time, she charged 50 to $80 an hour successfully. And now there were just more people moving into California, lots of them starting their own Mandarin education businesses.

00;36;04;21 - 00;36;19;19
Matthew Pollard
And those people wanted to charge 30 to $40 an hour to get their businesses started. So because of that, she was struggling to keep current clients. She was struggling to get new clients. And on top of that, she had to deal with the global economy that we're all confronted with. Right. I mean, people on Craigslist offering to do it for $12 an hour from China.

00;36;19;25 - 00;36;37;26
Matthew Pollard
And then now, thanks to the technology built in Silicon Valley, you know, David, I'll teach you Mandarin. You teach me English. We just won't charge anyone anything. So she's competing free. So she comes to me and she says, How can you help? Can you help me increase myself and my closure? Right. And more deals? And I said, look, I can help with that.

00;36;37;26 - 00;36;53;29
Matthew Pollard
And sure, there's a lot of techniques that I talk about in my in my book about how to have a step by step process that leads to leads to growth. But the truth is that you're always going to be competing in this crowded marketplace. They're always going to see you as a functional skill. So we need to sidestep that battle altogether.

00;36;54;12 - 00;37;13;27
Matthew Pollard
So what I did is I looked at all the clients that she'd worked with over the years, and of all of those, I discovered there were two people specifically that she helped with far more than just language tuition. These were executives being relocated across to China. Now, I mean, she helped them with these really cool things. Like the first thing she helped them understand was the difference with rapport in China versus the Western world.

00;37;14;09 - 00;37;31;28
Matthew Pollard
I mean, David, if I was a really bad salesperson and I was trying to sell you something at the end of 45 minutes, I might say something horrible like, So do you want to move forward? And you would say, Yes, know what? Everyone's favorite, let me think about it. Right. So a week from now, if I reach back out to you and you still say you want to think about it, I know my chances of getting that sale are going down and down in China.

00;37;31;29 - 00;38;02;01
Matthew Pollard
They're going to want to meet with you five or six times before they even discuss business. They're probably going to want to see you drunk over karaoke once or twice. It's just who they are, but it's because they're talking 25 to 100 year deals, not transactional 12 month agreements. They need to know the character of the person more than anything else, and she help them understand that she helped them understand the difference between e commerce in China and the Western world, and finally, the importance of respect and why it matters so much, why you have to reduce your accent, not just learn the language for respect, why you have to handle a business card in

00;38;02;01 - 00;38;17;03
Matthew Pollard
this specific way, or people will see you as disrespectful and won't do business with you. And when they stop you doing so much more for these people than just language tuition. What are you doing? Just a few things. I'm just trying to help. And I said, Are you studying your functional skills? And by the way, everyone listening that has their own business.

00;38;17;09 - 00;38;37;28
Matthew Pollard
So we you as you're thinking about this, right? Everybody has unique experience, past customers that they've worked with, extra talent, your qualifications that they have that perfectly qualified them to help a demographic of people. Yet we qualify selves in as functional box and we say this is what I do and it's exactly the same as everyone. How do I differentiate the differentiation is these uniqueness?

00;38;37;29 - 00;38;54;11
Matthew Pollard
So I said, Wendy, you're stuck in your functional skill. Is it fair to assume as a result of the assistance that you're giving these people, they're going to be more successful when they get to China? And I mean, yeah, that's the point, right? I said, great. I said, Why don't we then call you the Chinese success coach? Forget about Mandarin consulting for a second.

00;38;54;11 - 00;39;14;16
Matthew Pollard
Let's focus on what we ended up creating, which is what we call the China Success Intensive. It was a five week course that worked with the executive, the spouse and eight children being relocated to China. So the whole family unit was successful. Otherwise the executive, if the child is not doing well, they'll be home real quick. So she loved the idea of this, but she's like, Well, who do I sell it to as well?

00;39;14;16 - 00;39;28;24
Matthew Pollard
Who do you think you sell it to? What she's asking is, Who do I go out network with or who do I reach out to online? Where do I write blog posts so that those people can find me? What podcasts should I be on? And I say, Well, who do you think it is? And she said, Well, obviously, I mean, it's the executive.

00;39;29;01 - 00;39;43;17
Matthew Pollard
I get that. I mean, I was terrified moving from Australia to the United States. Imagine going to China where they speak different language. I just don't think it's your ideal client and you will obviously the company will pay. So maybe they're the ideal client. Yeah. I mean, they have millions of dollars offered riding on an executive being successful.

00;39;43;17 - 00;40;01;16
Matthew Pollard
I said, I still just don't think it's your ideal client who they said, I just I think your ideal client, the immigration attorney and she look with look at me with a puzzled face. And she said, What? And I said, look, these people might 5 to $7000 for doing all the bureaucracy and all the paperwork that comes with the visa they've got to pay to get a client.

00;40;01;16 - 00;40;23;06
Matthew Pollard
Often they have to do, you know, they've got staff, they got rent to pay. They'd be lucky to make $3,000 for, you know, to do a visa. I since offer them $3,000 for an introduction that successful to the Chinese success coach so she started to network to meet immigration attorneys and she would say how would you like to double your profit for a simple introduction and double my profit?

00;40;23;15 - 00;40;43;12
Matthew Pollard
Absolutely. How what would I have to say? And she said, All you've got to do is say congratulations. You've now got your visa. I just want to double check you as ready as possible to be relocated to China and you know, overconfident executive would say yeah I think we could we get our visa now thank you we're going to apply so we're learning the language kids are pretty good in it too I think was said and they just respond with there's actually a lot more to it than that.

00;40;43;17 - 00;41;00;17
Matthew Pollard
I think you need to speak to the Chinese success. Coach Wendy would then get on the phone with the easiest sell in the world. I mean, these people were terrified to go. The company was motivated to pay, recommended by their attorney. She charged $30,000 for this. After $3,000 commissions, she made $27,000 for the easiest sale in the world.

00;41;00;24 - 00;41;16;18
Matthew Pollard
Instead of struggling every day to make 50 to $80 an hour. So let's unpack that for a second. The first thing you to do is look at the skills you have outside the scope of your functional skill. But Wendy, it was rapport, respect, e commerce. The high level benefit, which is the next question, was trying to success for me.

00;41;16;18 - 00;41;33;02
Matthew Pollard
I'm a sales system ization expert, a networking expert. I'm not a master in neuro linguistic programing, a coach, a marketing, a social media expert. I mean, I'm too many things. Nobody cares, truthfully, no kids, how hard it was for me to learn these things, how long it took me to learn them. And by the way, I need to do your clients prospects care about that in your case.

00;41;33;20 - 00;41;59;03
Matthew Pollard
But when I say what's the high level benefit? Will I help people obtain rapid growth? All people know introverted service providers is my specialty. And because I've now got that, I can then go to the right networking events to look for people. Now, when somebody asks me what I do instead of saying I'm a sales coach, which leads me to Bad Conversational Network or a marketing specialist, I say I'm the rapid growth guy, and somebody goes, What exactly is that?

00;41;59;03 - 00;42;23;00
Matthew Pollard
And then I do that. I love to see this. I hate to see this. You know anyone like that? I'm on a mission, too. And then I tell a story. All of a sudden it feels so authentic. It feels so much about me talking about what I want to see change in the world, and the example that I will demonstrate like I just did in a way that was educational and inspirational, but also kind of has that, hey, if you're looking to do this, I'm the only logical choice kind of feeling to it.

00;42;23;05 - 00;42;41;28
Matthew Pollard
Now, once you have that, when you go to a networking room, firstly you should research who you speak to before you go, you need to understand there are three types of people in the room. The first person that you're going to meet is the prospect. That's the group you always think you dare to meet. And when you meet someone like that and you tell them this, they're going to go, Oh my gosh, I'm just like, Wendy, I need what Wendy has.

00;42;42;11 - 00;42;59;24
Matthew Pollard
How would working what would working with you look like? And if you break the role of selling in a networking world, watch that deal. Get less interested. Because what will happen is the moment you start talking about it, it's like karma. It's like a person walks up, interrupts the conversation, and there it is, it's dead. And also you've acted overzealous.

00;42;59;24 - 00;43;15;02
Matthew Pollard
So because of that, you're going to not get the deal or it's going to be less likely. So what you need to do is say, look, I'd love to talk to you about that and thanks for asking, but now's not really the best time for that. We're all networking and meeting people. And plus, I'd love to understand your situation differently in a little bit more detail.

00;43;15;08 - 00;43;30;19
Matthew Pollard
We've all got our phones here. Why don't we schedule a call, a meeting, a coffee, whatever, and then get it scheduled, offer them some resources if they're not that interested, to help them do it themselves. Either way, you've got a follow up point. Always have a follow up point. The second group you want to meet is what I call Momentum Partners.

00;43;30;24 - 00;43;53;27
Matthew Pollard
Now, Momentum Partners is what takes you out of that hamster wheel. These are the people that are inspired by what you've said. They're not necessarily your customer, but they work. They know people that work with people just like you. And because of that, they introduce you to those people or they have clients just like that with you. They have clients of theirs that also would be perfect clients of yours and vice versa.

00;43;54;03 - 00;44;13;13
Matthew Pollard
And they know people that potentially that are that have podcasts that would be great fit for you that the listeners and your avatar. And because of that they constantly introduce you to people and you do the same for them because you both genuinely believe in what each other are doing. That's the group that gets you out of the hamster wheel because they put you on a podcast like you're doing for me right now.

00;44;13;13 - 00;44;37;10
Matthew Pollard
David Instead of talking to one person, I'm speaking to hundreds, thousands, tens of thousands. And it allows you to get people to chase you as opposed to feeling like you're doing the chasing. And you could do that through podcasts. You could do that through people that are just constantly introducing you to new people from their client base or introducing you to people that have client bases that are connected to you similar to your client base.

00;44;37;24 - 00;44;53;08
Matthew Pollard
So that group is hugely powerful. And then you've got the third group and everyone tries to sell to this group. It's horrific. But the group of champions, you should I mean, if they ask you to take go and pick up their laundry, you should do it right. And you should never ask for anything in return. These are the people that give credit to your work.

00;44;53;14 - 00;45;10;17
Matthew Pollard
Right. So Ivan Mizen, the founder of Being Always a personal friend of mine, he's always posting about my book. He's invited me on his podcast. I've spoken to his national conferences. Then the truth is, I've never asked him for any of those things. I've just fostered a great friendship. I've given him advice where I felt like it was it was going to be welcomed.

00;45;10;17 - 00;45;26;03
Matthew Pollard
And I never offered to charge for any of it. And I just shared a great personal relationship to the point where he's like, Well, you should do this, you should do this, you should do this. Because high achievers, funnily enough, they can't help themselves. The reason why they got to the way where they got to was by helping others that then helped them too.

00;45;26;08 - 00;45;51;00
Matthew Pollard
They did it. And the people that get it tend to like to help the people that they have relationships with. So you foster long term relationships with champions. They give you work credit. And between them and the momentum partners, you watch your rates go up and how and all of a sudden the deals come in with people that are actually like, Oh, I heard you on this podcast or so-and-so suggested I call you because you specialize in this as opposed to you doing the dance and networking rooms.

00;45;51;07 - 00;46;06;19
Matthew Pollard
So what I always say is, if you can't successfully articulate the value of what you provide when you've got someone politely listening for 2 minutes in a networking room, you have no chance online. When you get fractions of a second or on podcast where people listen to the first few seconds and if they're not interested, they jump to the next episode.

00;46;06;26 - 00;46;13;13
Matthew Pollard
But if you can do it, then you can learn to articulate it in a way that uses technology to get people to chase you.

00;46;14;03 - 00;46;37;19
David Hall
Matthew, on this show, we bust myths here and a big one. Introverts absolutely can be great at sales, great at networking, or fill in the blank, great at leadership, public speaking. But you know, your work and your passion around sales and networking is so valuable and this has been a great conversation today, of course, where can people find out more about the great work you're doing, Matthew?

00;46;38;06 - 00;46;55;27
Matthew Pollard
Well, I appreciate you asking so truthfully. I mean, people should definitely check out my books, but my publisher hates me when I say this. You don't need to buy my books to get access to them. You can go to the Introverts Edge icon for my sales book or the introverts edge dot com forward slash networking for my networking book and then you'll be able to download the first chapter.

00;46;55;28 - 00;47;17;07
Matthew Pollard
You know, I'm as you know a David, you know, I founded National Introverts Week. I have my podcast. I do a ton of things to support the introvert world and to be aligned with that. You know, my first chapters of both books get you over the belief that you can sell, you can network as an introvert. And my sales book, for example, also breaks down the full seven step process you should use as an introvert selling it.

00;47;17;07 - 00;47;39;17
Matthew Pollard
So if you just download the first chapter for free, the introverts edgecomb and then literally down literally grab the seven steps headings and put. When you currently say into that, you quickly realize this and things that don't fit. Stop saying that to customers, right? It's the jargon that you shouldn't be talking about. The second thing you realize is some things out of order and there's some gaping holes usually around asking great questions, telling great stories.

00;47;39;17 - 00;47;53;22
Matthew Pollard
If you do nothing other than fix that and put the things in order, you will w sales in the next 60 days. So I would highly recommend people do that. If you are looking to create your own version of the China success, coach the rapid growth guy and discover, you know, again, you don't need to hire me for that.

00;47;53;28 - 00;48;15;03
Matthew Pollard
You can go to Matthew Pollard dot com forward slash growth and then you'll be able to download a template that funnily enough I did this is national you use this template at National Freelance Conference. At the end of the session, I say, Look, do me a favor, put your hand up. If you now believe you have a unified message that will excite and inspire, and you've identified a nation of people that will pay you what you worth, like 97% of the room put their hands up.

00;48;15;14 - 00;48;29;29
Matthew Pollard
However, when I said, Do me a favor, keep your hands up. If this is the most time you've spent actively working on your marketing, like not reading about it, but actually doing the work like 85% of the room put the hands up. I mean the whole session was 90 minutes long. So the key is this will work if you spend the time doing it.

00;48;29;29 - 00;48;46;17
Matthew Pollard
What I would recommend though is you do it with somebody else so that they can get you out of the functional skills. So if you're a copywriter, don't work with another copywriter. If you're a business coach, don't work with another business coach, but get that person. And I'm sure David won't mind, get that person to listen to this interview, too, so you know what you're doing and why it's important.

00;48;46;25 - 00;48;59;29
Matthew Pollard
And then once you've done that, download the template and do it together, you spend an hour, an hour and a half on them, get them to spend an hour, hour and a half on you, and you walk out with the message and the need that you will feel congruent with to move forward and then feel more comfortable in networking.

00;48;59;29 - 00;49;18;15
Matthew Pollard
You pump that into my networking and my sales strategy. You'll do amazingly well. So definitely check out that that's it. Matthew Pollard dot com forward slash growth. Those are the best places to grab content but you should also check out Introvert You. It's a new project that we're putting together that eventually David will contribute a piece of content to as well.

00;49;18;15 - 00;49;39;01
Matthew Pollard
I'm sure I've been working in absolutely know what we're doing is we're actually dry what we're doing now that my brand got to a point, I'm trying to showcase other introverted experts. So if you're looking for expert on content that is outside the scope of what I do, check that out. There is a ton of content there by experts that are introverted coaches and experts that just so happen to be introverted, what I call introverted titans.

00;49;39;07 - 00;49;56;06
Matthew Pollard
And each one of them is created little microlearning course. There's 5 to 10 videos that are 5 to 10 minutes long that actually allow you to grab the content, watch it today and apply it tomorrow because the goal for me is to break down every barrier, whatever you can think of that an introvert thinks they should struggle with.

00;49;56;26 - 00;50;03;19
Matthew Pollard
We're creating programs in that platform to make sure that not only do you think you shouldn't struggle with it, you can actually dominate in that area.

00;50;04;16 - 00;50;15;04
David Hall
Yes, so much great information shared. Thank you so much for being the introvert champion that you are, Matthew. I'll put all the links in the show notes and thanks again. It was a pleasure having you on today.

00;50;15;21 - 00;50;18;11
Matthew Pollard
It was a lot to be here. I'm glad we could finally do it. Thanks for having me.

00;50;19;07 - 00;50;44;01
David Hall
Thank you so much for joining me. I look forward to further connecting with you. Reach out to David at Client Strong E-Comm or check out the website Client Strong E-Comm. It includes blog posts, links to social media channels and send me topics or guests you'd like to see on the show. If you're interested in getting to know yourself better, there is now a free type finder personality assessment on the quite strong website.

00;50;44;09 - 00;51;12;22
David Hall
This free assessment will give you a brief report, including your four-letter Myers-Briggs code. You can also purchase the full report. If you'd like more details, I'll add a link to the show notes. There's so many great things about being an introvert and, so we need those to be understood. Get to know your introverted strengths and needs and be strong.