want more sales? TIKTOK and linkedin !! oh and vertical video | David Angel

My name is David Angel and I’m a sales coach.

As someone who had has great results in sales. At my peak, I had the flashy cars, the Rolex watches, and multiple successful companies.

To then lost everything (including nearly my life) due to a breakdown and chemical abuse. I have rebuilt myself to be strong than ever before.

All I was left with was my skills of selling. I have built myself back over the year coaching other people on how to be incredibly effective in business

Now I use my in depth sales skills to help others with my interactive sales and coaching program.

My goal is to help 1000 people in the next year and thought this could bring value on some podcasts.

Discover Morehttps://www.instagram.com/p/CErZseVnlfs/?igshid=1uzjnfkwtu1vmhttps://www.instagram.com/p/CEn_82IHP0I/?igshid=mvg80p5tpn67https://www.instagram.com/p/CEUzKyQH0_d/?igshid=1j811lf8c9s9ahttps://www.instagram.com/p/CD3GgtVnJbi/?igshid=pv2egns2bv9xhttps://www.instagram.com/p/CDqOzZ3nWNp/?igshid=14ze3atrly3ik

Transcript

Unknown: 0:00

Put about 2800 followers on Tiktok.

Josh Bolton: 0:05

That's really good and tick tock, it's hard to even just get 500 Well,

Unknown: 0:09

profile visits in the last 90 days just on that 2000 profile visits. And from there, so we use link tree to judge our stats. So we know that we've had, I think it was 600 people have got 2000 people have gone through the profile. And then 600 People had clicked on the link. And we've added I think it was 300 people to our mailing list, and we'd have other people going through. Holy shit, crazy numbers. So at the moment, so what we've been doing with our tic TOCs been interesting. It's a bit sneaky, but we've been taking viral videos. And then me talking at the end of it. Some a viral video that I've if you seem, and we've now started repurposing elsewhere, now we're not going crazy. We're not getting millions of views, but the engagement that they people are getting, so I did one the other day. And it was there's two types of people. And it was a golfer two golfers walking along, it was a crocodile on the golf balls are like tax on Italian, it goes up and runs and screams and I'm literally going, don't think you should avoid screaming and running. But if you feel like your business is running like that, at the moment, when you drop by for whatever free trainings. That sneaky, that was another one was the one from a film and then literally saying was it like, it's like in the hood or whatever it is like the fun is rappers and the why old school teacher was like fuck history. And the other guys like fuck is good. But it is when it comes to me. And I'm like, Yeah, fuck is great. Does it matter? What happened in your past? No, if you focus on your past, you're not gonna get any bit, why don't you take a step towards your future, get one of our free trainings, just hit the link in the bio now. So we're just doing both types of things, to then get the attention. And then we're finding the ones that works. And then we're going to run some ads on them. Because you can just do promotion ads on Tik Tok really easily.

Josh Bolton: 2:05

Yeah, cuz you can just say I Okay, this video is definitely not posting to others, that normally wouldn't be my guest. So that's

Unknown: 2:13

sort of what we're doing at the moment. And then we're using a lot of this stuff we're doing for our, for me, we're then seeing what works and then doing it for our clients, what we what we tell them they do. So I've got a guy in a moment as a performance coach. And as that what we've done with these viral videos, you could do that with your sports. So he deals with a lot of business performance. And I said, Well, why don't we focus on the top 20 sports stars, so LeBron James, Michael Jordan and Serena Williams, and you grab a clip of them failing. And then at the end, it pans to you that go through, where they've been going wrong, what people have been doing and how they then redeem themselves. So over time, it'll be Michael Jordan, screw up, or Serena Williams falls on our face, man gets the attention. And then it goes, Okay, so when Serena Williams done this, what they actually did was they change this and retain that data data that if you've got like that in your corporate world, when you grab one of our trainings, so they won't even we're doing we pass to our clients, then they go and do it and because they're paying us based on our profits, that helps, all right.

Josh Bolton: 3:18

That's awesome. I think Jordan Belfort was doing that for a while on Tik Tok, he would watch a viral thing.

Unknown: 3:25

Yeah. So when they give you a reaction once I done one yesterday for the Selmy BAP pen segment, Sell me this pen thing. And it's a really cool thing you can do on your web app in shock. I haven't heard of it. Okay, so I'm video editing app. So if you've ever gone to one of my social groups here, it says a video of me holding a phone. But on InShot you can add what's called a pip which so you can add a second video and put it onto the screen. So what I've done is I've took the video another video, added it on top of this video, then made it a little bit transparent and put it above a phone so it looks like a hologram coming out the phone. So then it looks like so you can see what I'm watching but it looks like a hologram above the phone. So that is me watching the video. And then I'll have a thought and the thought comes up on the screen when I've swiped before away and then someone else will be sad and also give my opinion. I mean I swipe it away. They're just really cool, simple stuff that can be done. There's so many things out there now.

Josh Bolton: 4:23

That's awesome. I have like a vehicle video guru. I paid him like 12 bucks for lifetime. All right, I haven't even like dived into I guess I'm gonna have to look at it in shot now.

Unknown: 4:32

In shorts really good. The main apps I use for anything are pixels, pe X ELS which is really cool montage videos you can download for free. Oh, unbelievable. You don't have to wonder if someone's running down the road of playing basketball or sweating from the gym and like the mood motivational videos all that stuff in shock for editing and it's just Canva for a lot of the stuff for our covers. Like it's just not at its technical and most Then once you've got the templates in order,

Josh Bolton: 5:02

you just take one photo output the other one and adjust accordingly. You're good to go.

Unknown: 5:06

Yeah, just easy. Once you've got them done in the right way, it's just really easy.

Josh Bolton: 5:10

That's awesome. So then I take it tick tock and LinkedIn are your main drivers right now.

Unknown: 5:16

Very, very, very so we're doing, what I'm doing is I'm having vertical videos. I'm repurposing them on YouTube, we do one video and I put it I literally, I post and ghost loads of people advise against it, I'm quite happy. And literally, we're just putting it out for the reach. So I'll put it onto YouTube, Tiktok, Facebook, Instagram, and LinkedIn. With YouTube, videos get anywhere from sometimes 50 views, sometimes 2000. But then if we look at all of our videos, so each video we put out normally across the five platforms are getting between four and 6000 views. So although we're getting lower reach, because it's on five platforms, but you're over the moon with it, because then each week, and over the month, you're getting anywhere from 80 to 100,000 views. It's for small businesses. Great. That's amazing.

Josh Bolton: 6:11

That's 100,000 people they would never have normally met. Exactly. And

Unknown: 6:14

all you're doing is making one video and spending 10 minutes posting it elsewhere. And we're gonna get more serious with outreach with LinkedIn, we're gonna be taking on it, we're going to be hiring our sales team for the sales Academy, but we've got, which then that'll be for our subscription model. So that'll happen in about six, eight months, we've got a group program being launched. Yes, good.

Josh Bolton: 6:35

So how crazy honestly, we talked like three or four months ago and it was already batshit crazy. Sounds like it's even getting ironed out.

Unknown: 6:41

Yeah, we were just keep it's such a good time now. And I love what I do. So because I really enjoy it. When you're tired. You don't mind it. Like I like getting on podcasts. I like doing lives. Like I enjoy doing, I enjoy messing around with videos and guy and let's do this, do something stupid and see if it works. And it'll get a lot of social media marketers got my God, you know, you could do something better with your videos. I'm not, I'm just trying different each week, I will try. So you got my videos, and you'll see some EBA completely different different styles, different intentions, different hooks, and each one's different every week. And all we're doing is finding which ones give us the best results. And sometimes they flop on the Instagram, but they'll do well on tick tock and that same video that does well on tick tock will suck on YouTube. So then we're finding out what people like. But as long as you've got it on all five platforms, something's gonna go all right. And I think that's one of the biggest things just being out there. And people say to me now, but like whenever I see you once I see you everywhere. I'm like, oh, yeah, that's what we want.

Josh Bolton: 7:40

Obviously, now I gotta look you up on YouTube. Because every so often I'll go through shorts, but I want to I want to follow people. So the short feed will give me more of them.

Unknown: 7:48

Yeah, I don't even scroll on. I mean, YouTube, literally, I just post on there. And then I'll go back on the next day to post, I'll just look on the videos, and it'll be 56 views of a neck for 1200. But it's 200. And it's not a good thing. And I'm quite happy with that. I mean, for the sake all we're doing is repurposing for posting for under a minute. It's great views for a minute's work.

Josh Bolton: 8:10

It is it really is. That's awesome. So I actually have a technical question for you, because you're the sales Angel. How do you build rapport with someone quickly? Now you don't know like you met someone in a coffee shop,

Unknown: 8:24

not too bothered by it? I'm not really a lot of people really care about rapport. I'm not overly concerned about do you know, I'm clear. That's okay. A lot of people have false with report. They're building reports to get a deal. They're not building rapport, because they actually care. So for me, if I try to find common ground, you like basketball, I like basketball, I don't really care. Because you like basketball doesn't mean I buy from you. What I'm hiring you for is an expert. And I need to know that you give a monkey's about me, but you're an expert, but you can fill fulfill my life with a better result. If I walk into a car showroom, yeah, I might like the guy. But it's more of a fact of do I like the car. And I think when you're on there, what you want that person to do is know that you have they have your full attention. You can give them what they need, and they don't feel like they're being sold to. So I think it's less about rapport and more of a fact that they feel completely at ease. But you are the person that can help and almost like they're going to miss out if they don't work with you. And I think the FOMO side is more important. So I'll talk to people I want to find common ground, but I don't really focus on I want to be memorable, and I don't want to be disliked and I think that is more of a game changer. Then building rapport. I think some people focus too much on rapport and peep unless you really care you don't you talk something you're like, are they just asking me this for the sake of it? cuz it's a habit. It turns me off straightaway. If I'm CZ, yeah. So if you've phoned me up now about a product or a service, and you phoned me up, and it's a completely unsolicited call, and you ask how I am, I'm not you don't care how I am. Because you don't really

Josh Bolton: 10:20

right. Yeah, it's the scripted corporate America thing, isn't it? Yeah.

Unknown: 10:24

So I think when you're doing that, sincerity, sincerity, and you can be sincere about being without needing to build rapport. Now Ferber in the conversation, building up a relationship where we gotcha, we like this guy. But you like that person, because they can help you as much as like, I like loads of people and have really good rapport, and I wouldn't give them a penny. Some of my best friends, I love them, and my life would not give them a penny to help me with my business. Okay, so report isn't important, then that way, if I go to the doctor's go, you say you've got to, but you go to the dentist, even if you hate the dentist, right? As long as you trusted him as a dentist, you got to fake and he can get rid of to fake you're just getting on with them. Right? Rather than going in and this guy is like being your best friend, you have got to fake get rid of the pain lippies. So I think it's good to be friendly, polite, and polite and professional. But I don't think rapport is anywhere needed. As much as people think. I think you have the opportunity for out your conversation to be likable. But I think it's better to be memorable than light.

Josh Bolton: 11:40

That's very good point. The only reason I asked is I was just thinking I was chatting with someone at my martial arts studios, this guy before my instructor heard about you. And I said, Yeah, I'm trying to I said, I'm sure David could give me an answer. And you totally fivestar did. But I said, I'm trying to figure out if like I see someone in a coffee shop as a hey, instead of the stereotypical Oh, you have a nice coat or this is that the years I Okay, thanks. Yeah, I bought it sort of short, whatever.

Unknown: 12:09

I would say, and this is something I've been doing recently, which I think makes a big difference with connection. When I meet someone, I'm 100 miles an hour. So in my head, I think sometimes I'm like, Oh, hey, yeah, good to meet you. Blah, blah, blah, and then I move on. But actually, what happens is, it's almost like, hey, there's a lot. So I have to slow things down. So what I now do is when I meet someone, I walk over to and I get eye contact, I smile, I'll put my hand out and I look at their eyes. In my head, I say What color are their eyes. And as I'm smiling, and I'm shaking your hand, I'm like what color their eyes, their eyes are blue. And at that point, I open my mouth and talk. But in that moment, they have had a good two seconds of me looking into their eyes and smiling, like actively, you have my attention for two seconds. So when I go like this, and then my head and I smile, and then that person almost pauses like are they going to talk and then when you do talk, they're more engaged. Because they pull attention. If I walked up to you and I smile, and I put my hand out in the time is that you put your hand down, and we're still eye contact when you go is it and then I started talking because you're in your head you're gonna go is you're gonna speak. But what's happened, we've got full attention. And you know, I'm fully focused on you. And then you start talking. And it also breaks any anxiety you've got about because we've now got a process and you go, what color of eyes, their eyes are blue. Hey, nice to meet you. My name is Dave. And it just calms it all down to by giving real eye contact for that little two seconds while you handshake. And smile obviously don't look like a psychopath. But by giving some of that genuine, full attention, a lot of how many times you shake someone's hand and he don't even look you in the eye. Or they do oh yeah, hi, Leslie. And it's almost bet that tonality drops off at the end. It's almost rather than than that. But actually, when you look somebody's eyes and you go, there you go, Hey, nice to meet you. And it just comes out that bit clearer, a bit more concise. And especially if you're trying to give a good impression. You want someone to feel but you are sturdy in your own skin. Right and intentional about what you're doing. And by giving them that eye contact, it's far easier to hold back gaze and talk to them and have a question rather than you know, when you look at them, and then you sort of look away, you look around, and then you just look really shifty. So that's something I have done recently, which I made last couple of months I've found has made a big difference. And I do it now, if I'm speaking to a group as well, like if I'm on a group call, I'll be looking around and I might ask a question in my head. I'll be looking at the person on the top right. I don't know what kind of a bear eyes you can always agree. Quick question and then I'll talk directly to that person. But for that couple of seconds, they've had my full contact rather than me just staring blankly at the screen. And if you do that throughout, each person's had a bit of your attention into emotionally, rather than just looking like this, you will say to people everywhere I need you go dizzy. So no, I literally will look at a certain person, a certain person, but I will cover their eyes in my head, their eyes are green, and you smile. And when they look at you, and they smile, I'm like, is he smiling directly at me. And you do that throughout. So then you're giving each person their, a bit of your full attention, which then puts them in a happier place, and they feel more of a connection with you. And I think that connection is far more important than rapport. Don't care if we both love basketball?

Josh Bolton: 15:32

That's what I was going for. Thank you. That's awesome. So then, I'm just curious then. Because especially because you are so fast, how do you, you say you're slowing yourself down? How do you especially because your brains probably like you said, firing so fast. How do you moderate it so you don't sound gibberish?

Unknown: 15:54

And if there is what I'm doing. So if I'm say, for example, you put a call in with me to have a conversation about your business. Okay. In that call, we've got stats, we use a transcription service in the background, it tells me, me and the other person who will tell me what percentage of what I talk, I fought between 18 and 22% of the time in a one hour conversation. Interesting, where most salespeople will talk the opposite

Josh Bolton: 16:26

to the needs, you have to use questions to very open ended, but directed. So they are

Unknown: 16:31

very clear. And it's very much about tonality. And my job in that conversation isn't to pitch you. It's to let you see inside my brain. Imagine for the moment if you could see inside my brain, you would have more trust in what I'm telling you. Because when you want a conversation, sometimes there's doubts. If you've if you think you could see every thought that's going on in my head, you're far more likely to trust me. Yeah, when we're talking Save Menu, we're talking now we're planning to get on a second call. And I go, right. Okay, so what I'm thinking maybe we should have a call. We had a call, but I couldn't do both. If we had a call Tuesday for could do 1015 cryptohopper. I could do 50. But what about if we do this? So while you're hearing me thinking out loud, it's like you're seeing into my head like I'm connecting. It feels like gibberish. But you've realized that I'm not hiding anything. Right? So then if I'm in a conversation where I'm asking the question, I go up in volume when I'm asking a question, if I'm letting you think out loud, I'll go faster, because I'm like, okay, what can we do? Could we do? Because it's almost like I'm thinking but letting you hear my thoughts. And like I write, I've had four. And then I slow it right down. And you'll see, but I'm very animated when I'm talking about this, because I use my hands as a pacer. So if I'm talking about Okay, so tell me where you are now. And where is it your issue? How slow I'm going my hand. When I get to the top I speak? And I'm like, Okay, so where you are now? And then where are you trying to get to. So I use my hands as a visual aid, and you're watching my hand, right. But this actually controls my pace. Because if I like it controls my pace, but if it controls my pace, I'm holding on to my heart, which is on my pace comes from. So by me moving slowly, it keeps you engaged, but it actually controls my tempo of what I'm doing. And so if you're precise, rather than if I'm precise, but if I'm precise, and I have a method and a process, these pauses are less uncomfortable. And so I said, there's a bought and a process, there's not much with it. So by being animated, it slows me down on points I'm trying to talk about. And if I'm telling a story, if it's a really good story, I'm actually trying to move you emotionally so we'll use a lot more pace. So we right what we did was we went up it and then after that, so it goes really really fast, and then it stops. And then it slows down. And then sometimes the tone and you'll see me really lean in and then other times I'll really move back and all of these parts of the body language. Compose yourself because if your body is in motion, it takes the flow of a conversation and there's only so fast that you can move. If I was doing this, it would feel weird. Right? So if you using your body and using your body language, but then you're using your tone that you'll see me go lower with volume and here and then I'll go up to when you get your body involved with that, that control was the pace and the tempo of what you're doing. And it really depends what you're trying to do at the time. If you're trying to explain something in a step by step process, think of it like a surgeon, what would you want them to do? race at 100 mile an hour or be really systematized and clear and concise? Because you don't have be right we're gonna cut you over we're gonna do is we'll pull it out, but you wanted to be like, Okay, so first and foremost, you're gonna be sedated. Step two, we're gonna do this. After that, we're gonna do this. If you're explaining a process with a system, if it's a story, there's a flow that goes with it, because I'm trying to take you on an emotional path, not to an understanding level of understanding of process or something that's going on. So it really depends what you're doing on the pace, you need to take

Josh Bolton: 20:48

a you covered, like, two of the questions I had, was like the especially the body language, and the tonality, because I've been, I've been working on to using my hands, because when I would talk to people, I would just sit like this. Yes. And I would visibly see people get like, kind of thing. So that's where I might have been watching a lot of stuff. And like, the open hand thing is more for dress. And

Unknown: 21:11

you don't normally as well, this is normally further back. And normally you'll see my table. Okay, I think when you can see your foot, so you think about it. Now you can see me here, like this, and you can see my shoulders, my hands are hidden, right? If I'm more here, okay? If you got it, so if it was further away, you can see my hands you fit. So if he's with further away now and you can see my hand, it feels like there's something that isn't hidden from what's going on. So normally, if I'm talking to people, I'll have that Berber away, I just haven't set it up, right. And if you can see the whole body like I can see from here on you. So actually, if I could see all of you psychologically, you can see everything that's going on. Okay. And I think from my head, if I can see everything, it is more likely for me to trust him. So I would actually be sat more here normally. So you would see everything that's going on. If I'm really, really close, and you can't see stuff, but you can see my hands and you can't tell what I'm doing now. But you can see my arms are moving. So then am I playing with a phone, and we're scratching my leg? am I emphasizing something, and now the body language isn't really doing anything. But if you can see my hands, and I'm talking about certain things, and doing things, that body language that you can see, brings you into that conversation far more.

Josh Bolton: 22:34

Good point, I'll make a note of the back more Yeah, I

Unknown: 22:38

would add is having that. Having that setup. Having books out here. I bought a proper bookshelf. And most of my books are kept there at each cycle at the site. The psychology behind it is where you're seeing lots of books, you think what?

Josh Bolton: 22:53

Scholarly,

Unknown: 22:54

yeah, makes a difference, right? You can see pictures of my kids, you can see I'm a family man. You can see some art. So it gives you an idea what we've got, you can see a branded sign shows a bit more, but this is something I take seriously. Right? So then all these little things are there because I like them. But actually they help elevate in small parts, the overall impression that someone's got. And when you're selling a product or service, or you're getting people to have faith in you, they want to be right. They know you. Now if you said just a picture here, explain more about Dave, what could you pick out from it? We can tell from an art for sign but books family. Right, you can see the angel the angel, my name is David Angel. Right? Right. So there's lots of things in there. If we looked at yours, what would it tell us? And what we want to try and do is if people can subconsciously their brain goes, we like this. I feel comfortable here. I feel like a novice person that elevates a level of trust.

Josh Bolton: 24:02

Man, this you just throw in gold today.

Unknown: 24:05

But it's all little things, right? Yeah. I imagine if it was a imagine if there was two axes, like actual actors. That cool. Be weird on it. Yeah. Now imagine if it was an X, and it was covered in mud. That'd be weird. You've got why is that covered in mud on the wall?

Josh Bolton: 24:25

Does he not know how to swing your correctly? You shouldn't

Unknown: 24:27

say how many things are going through your head? Has he been using the x that you've grown? And now you're thinking about the X and all you're thinking about me x me and X Men and X? That doesn't necessarily negative, but it's not increasing your belief in me. Right? Right. Because you

Josh Bolton: 24:45

don't want the subconscious to make any decisions like that the x could symbolically mean oh, he's gonna ask me kind of thing.

Unknown: 24:52

It could mean anything, right? It could mean anything. If you saw a picture that was really wonky or hanging down or it was cracked doesn't mean a bad guy. But subconsciously, your brain might pick that up. Right? There's all little things that subtly can make a difference. And I'm a big believer that the way we do one thing isn't guaranteed. That's the way we do everything. But I think it's an indicator. If I went to a restaurant and one of my friends was horrific to the waiter, I'd be like, Are you a good guy? How you treat me someone comes up to me or a bad mouse people. I'm like, when I'm not with you, but you talk about me. Cuz you've given me that impression to people are always going to have an impression of you. What can we do so reason I wear black T shirts now. Right? You it gives more focus on camera. Most of my videos, you'll see recently I'm wearing a black T shirt. One is great for keeping your animated to it gives you more focus on the face, which actually stands out a bit more free. It's slimming, great reasons to wear black. So if I'm going to wear a color, I have a son with me with stripy shirt. It always goes hazy. So it doesn't matter about wearing it shouldn't does it? Yeah. It all makes a difference. Like we said with the swinging arm for the podcast. It gives an impression. And if we can give it a good impression, why not? It's only going to help

Josh Bolton: 26:23

us. Right? Every time I hop in zoom calls is not even related to podcasting. They're like, Oh, you have like a great setup there. And I'm like, I mean, I've always had it, I guess. So kind of thing.

Unknown: 26:36

But again, take the compliment on that and go, what they're really saying is, you're taking this seriously good, because sometimes I go into podcasts and they don't.

Josh Bolton: 26:46

They have their like webcam mic, and it's just horrific echoing.

Unknown: 26:52

If you're on stage on, imagine the scale of the top of 1000 podcasts that could be out there, all of these little things, add a layer where people in their mind add you with a little bit higher standard. And that's a good thing. It's a really good thing to have. You've got books on the shelf up on the wardrobe,

Josh Bolton: 27:13

right? I'm looking at my and I'm gonna have to move them either put them here or more here. Like if you

Unknown: 27:20

had something over that wardrobe, which that could be a whiteboard, but was on there. Wouldn't make like that. Like if you had a whiteboard there. That was a chart that had no, like, it could just be a load of boxes or lines like a framework people would be looking at, I gotta wonder what that is. They can just add curiosity to people. Good point, I think, think about what's the impression, what impression are we giving to people at any time? Because we all judge, and we all do it? No. Judge, we all do it without even intentionally doing it. So if people are going to have an impression of us, it makes sense to give people the right impression. We don't need everyone to like us. And actually, let's let everyone know, the best version of us. And this is why I work on the way I talk. I don't want to sound posh, but I want to give you the best version of me. I want to be the best that I can be. I wouldn't be the best strategist I can be. And today I say this all the time. Today is the dumbest I'll ever be. And some people are like, Oh my gosh, it's really hard to do that. It's not. They see it as I'm calling myself dumb. I see it but I'm always gonna get smarter every day. Right? To some people Oh, you shouldn't call yourself dumb. No, it should. Because this is the dumbest I'll ever be not I'm dumb forever. This is the dumbest are ever be. Because I'm aiming that tomorrow I'm going to be a bit brighter, a bit smarter, a bit better spoken a bit more articulate better. My tonality? Better read a better dad. So that's a good thing. Because that's always pushing me forward. And then we got to go okay, well, what am I pushing for? What impression do people get? People should just like us for us, but they don't. And we live in a world with a vast amount of competition out there compared to who we are and what we can be. So let's give people the best version actually is inside of us. We've got to let that come out as well.

Josh Bolton: 29:20

100% I agree. It's interesting. How you bring that up. That's a big one for me. I'm like, Oh, I because I'm going to start doing more solo podcast. Yeah, you probably know this with yours. But actually, you probably don't have Joker's being a salesperson but there's a seasonality to getting guests. At least for me I've noticed the summer winter it's really hard to get people by the way I love your show. I've been listening to it nonstop and but for me there's going to be a huge month gap and I've done everything the the matchmaker and I just decided I'm going to do solo. But if I'm gonna like for me, kind of like you if I'm gonna do solo, mais we'll do content. Readjust this and it's just funny how you're pointing it all out. Because I've been thinking about it like, I need to get lights, somehow add some some character to never have

Unknown: 30:05

to do much. No, like everything was here. There's nothing worse, like crazily expensive. The sign was a gift someone got back from me, which I love. And I think it's amazing. It's amazing. It's incredible, right? And most of the stuff that's in there isn't. It's not about giving a false impression, it's all stuff I have. It's just organizing it in the best visual way. And the same way, if I'm going to go out, I do my hair, like or whatever feel the best I can be. And you know, when we want to get the best impression out there, we hold ourselves to a higher standard. And we go Okay, where am I at now? Where do I want to be? And what are some of the steps actually maybe getting a bit more serious about the way it looks? Maybe about getting a bit more serious about how can we talk more impactfully? How do I make sure that what I say really hits the most power, I spoke to one of my clients today, she's amazing, like, real cheap. And we were talking about and she works with speakers. And I said, Think of it like this. The difference between an amazing video and a good video could be hundreds of 1000s of views. But it might only be 5% better. But it held the audience that little bit more but more people it grabbed their attention, more people watched a bit more, then he got sent some more people. So it's not always about being 100 200 500% Better, is the small incremental changes that make a difference. But now imagine if you make a video today, and you put it on Instagram reels, and it gets 100 views. Cool. But imagine if it was 5% better when it got 10,000 views, a little bit more effort. And then it's the equivalent of 100 videos in one video. And that's why it's important out there. As you're saying with sales. I work with people that are 20% converters, as in 20% of the people that they present to Bell by Bob, I bet but imagine if you just become 10% better your conversion might go up by 50% Just by being 10% better. So you, you're gonna do the work anyway, why don't we just do it in a slightly better way. Slightly more impactful, slightly more in detail. And then you get to have a better performance, live a better life and actually be happier with yourself. And whenever we perform well. We're all happy with ourselves. Yes. 100%. So true.

Josh Bolton: 32:34

It's so speechless. Trying to think is like, because it's so good. That it that's for me, what I've been working on is just that like the small increments like, I just reorganize it. But once you point out I looked at here I'm like, okay, that's cleaning neat. But I look here my What the fuck happened here kind of thing. But again,

Unknown: 32:54

it's clean and neat from where you are at home. But what does it look like from the other side? And that's one of the big things I do. I the way I look at that now we're from my eyes, and from what you see are different. Because the cameras deceitful on what it does. So actually, what I could have here could actually look messy, but look good on camera. And what I have when it's tidy, doesn't necessarily stand out. If you look here, but you see both four books there. It stands out more right there just because just the top ones off a little too.

Josh Bolton: 33:26

Yeah. Right.

Unknown: 33:27

So then you've got little things here, but what does it look like? But like they use like it's active. So I don't want my books to be perfectly in order because it looks almost too organized. This looks like it's used because it is. So what books are used. That means I'm more read. If I'm more read, the likelihood is I'm probably a better guy than the guy who's not read. Like as a professional. Right. So actually having books bear and all of them are quite colorful. I want them are quite bright. We're all sort of different. They all stand out a little bit more isn't the highest. If you look behind you now, a lot of it from my side, it looks quite dark. Turkey doesn't draw you in as much if you go okay, what's what are we trying to do if you want it to be slick and clear, cool. If you want people to understand you a bit more, what could you do to make that stand out a little

Josh Bolton: 34:22

bit more. Add maybe a light behind my back to light this up here.

Unknown: 34:25

There we go. Because they won't see anything behind you. I've got so I've got I have like a black backdrop which I tested out it cost me I think 20 $20 from Amazon, okay, and literally it comes with the hooks and I could literally put that up behind me and it be completely black. Maybe you want to have something which is completely neutral. So then you've got it so then it's just focus just solely on you. And you could just have a light that shines on that. There's so many things that you can do that as small incremental changes in life that make the difference. I look at it instead. Have the amount of people are so close to doing massive things, but it's just a little bit bit below, think of it like a plane taking off. So it's 150 mile an hour for a plane to take off and you're doing 145, you'd be going down that runway feeling like it's all ready to go bouncing down there, eventually you run out of runway, because he's five mile an hour too little for the plane to take off. But with that five mile an hour extra, you can sort of write out to 10s of 1000s of feet. And it's five mile an hour more. But without it that plane is redundant. All it can do is drive around on a runway and never know. View. Yeah, it's not a not very, it's not an effective car is it? You know, and but for five mile an hour more, and then you can get up into the sky. Interesting. So then

Josh Bolton: 35:50

this back to the video part. Do you just do on your personal channel? Or do you have a branded channel for everything now? For for me? Yeah, social media in general,

Unknown: 36:03

social media I just have. So we set up a new Instagram account three months ago, because we're going to have one for the sales team when we take that on, which is more for the Ultimate Sales Training Academy. Everything else is David the sales Angel. Because, okay, if people are buying into what I say they're buying into what I say, it's not a big branded product, but some miracle cure, we're not giving them the cure to cancer, they're buying into the fact that I'm different. By buying for my energy by buying some my words, everything is me. So it makes sense. But my products are based on me. They're not Facebook ads. If I had a Facebook ad agency, it'd be different, right? Because then it's about the ads, but of a result, with the coaching and the strategy. It's my strategies, but I'm helping people bring in. So actually, I am the brand and in behind that there's products depending on what people's needs are. So it's about what are you trying to deliver, if you've got a product, which is a service, which has nothing to do with you as a person, that I would focus on that. But for me, it's based around my knowledge, my skills, my ability, and then there's products dependent on what the person needs, and that come off of that.

Josh Bolton: 37:18

That's good. That's very good. Because I think that everything that like I say, you it's almost like you're reading my mind. Because I a lot of people have been asking me, oh, you should do like a podcast coaching channels a, that's great. But I'm like, what would I call it? Do I just say, my dinky whatever channel, and the thing, but they keep they asked me for the knowledge? So I'll put my name?

Unknown: 37:40

Well, yeah. And again, it depends what what you're trying to do with it? Are you trying to build a podcast agency? Where actually you don't want to be the face after six months or a year? Or are you trying to be the face of it, and then you have people in the background that helped do things, but it's mainly you. And that's when it really comes into what are you trying to achieve off the back of it. And what when you're thinking about and this is one of the things we talk about with developing your offer, when you're developing an offer, the offer is there to give a result in a timely manner without any problems. So we want to increase the likelihood of success, reduce the risk, and increase the flow of whatever that result is. And if we can cut down the time span, it's better. If you're going to build something up where you're selling a product or service, does it become better? Because like he's an expert, he's well known at podcasting? Or is it a product or a service under an agency, which you can then prove to people what's going to increase the flow and remove a resistance from potential buyers?

Josh Bolton: 38:48

I guess it would be the agency in my situation, because like I'll do the marketing for like the first year. But yeah, I don't want to keep hopping in front, like you go to bed at the covers

Unknown: 38:59

the agency model, and then it becomes the USP of how you're different to other agencies. A lot of people that work with me have used had been on between two and five other courses or programs before, and I say all the time about it. Hello, I've been on course it's good weather perfect place for you. Because you had the crap, right? You've had them failed. Now you understand what a terrible one is? And I say to people, it's like, I'll have people say, oh, yeah, no, I've got of course before it didn't work. And also, are you married? When they say yes. Okay, was that the first girlfriend or boyfriend you ever had? No. But imagine if you gave up when Johnny let go of your hand when you were 10 You'd still be single. It's not a case that this doesn't work. You just had the wrong people. And the reason people use us is because now you understand what a bad course is. You can understand how good something is when you see it. And if we can show you that and we can show you the results and we're aligned with you then great we get started today very reason that people use an objection we actually use as a reason to work with us. And if you can find that gap in the market, that's great. Most people are looking for fresh people. But I've never been on a course to sell them a dream. I like the people have had a bad time, because they've got a good idea. But they go, Oh, Jesus, this guy really going to help. I've never had someone help. Like if you get a partner, and they've had a bad relationship before, you've just been a good guy could be because they've had an absolute shock in time. But if you can be great, they've got a real appreciation, because they've seen what bad is. And now they know what good is. So they value what you say far more. And that's why it's so important when you're getting the offer right and getting the plan, right. But you really want to work out who you're helping, why you're helping them and how you can kick ass.

Josh Bolton: 40:49

That's awesome. Because you brought up something again, I wanted to get to as the objections. Especially how using like the Wii, the dating analogy, that's genius. Because I had everything

Unknown: 41:02

should be stories. Everyone likes a story and everyone can visual, if you can put it in their mind, it's basically half the battle is done. Okay, if you can tell them a story that stays in, like we said about the plane analogy? How much easier is that? When are you just five seconds away? You're two inches from goal, talking about a plane being five a mile you go okay, but make sense, they wouldn't take off if it was below speed. So that analogy then sits in our head. And then we're more likely to push for a bit more, because we know we need to get more speed to get up to altitude.

Josh Bolton: 41:33

Absolutely. So I'm just curious than on the technical part, do you need to change your language for let's say, if it's a pilot? And would you use a different analogy or or be more technical in the mileage?

Unknown: 41:50

With analogies, what you're doing is you're comparing an unknown to unknown. If I'm taking you if I'm trying to help you so think of what we do. We're business, we're taking you to a place you've not been before. So you don't know what it's actually going to take. But if I can explain and compare it to something that you understand that it makes that less dangerous. Think of it like this, imagine if you were going to climb Everest. Okay, going with a Sherpa was done it 50 times, you've massively reduce the risk of death. If anyone was going to climb it without experience, they would die. That's all backed by going with a shot. But there's still a risk, but it's massively reduced. Now imagine if you didn't have the right equipment. Now imagine if you hadn't trained, it would be crazy. But now think about your business. How much more likely is it if you've got the right Sherpur the right equipment, the right tools, and they could cut out nearly all of your mistakes. The likelihood of success is massively increased. Just like climbing Everest, what we do is we have a sharper, we bring the equipment, we bring you the tools, we show you the path and we walk it with you. Do you think that that would help you to achieve your goals a little bit quicker? Yeah, they could do without us. But by doing of us, we cut down the learning time so that you can achieve it. That's a far better image because you can visualize walking around the lab and right women. So build confidence because you're talking about something which they can understand and relate to. And then if not, believe me, we're talking about a story which we can relate to. And if you can relate to someone, it's far easier for them to become comfortable with what you're planning. Yeah,

Josh Bolton: 43:44

I would say especially with that analogy right now with Everest. I've never been up but I know I've hiked very big mountains and yeah, if I didn't have my elk we

Unknown: 43:52

all know what it's like to walk up a big hill. How tired we get. Yes, it's easy to imagine death on Everest.

Josh Bolton: 44:00

Yeah, I'm gonna say there's so many bodies littered up there to very haunting reminder. Like, if you come up here, you may be one of them. Yeah, yeah.

Unknown: 44:08

And so when we think about that in business, and we talk about that, and you can compare that and you're gonna go on the journey anyway. You got two choices, guess it or Take someone with you. That can get you there faster, cut out on nearly all the lessons. And if you slip they can grab you before you fall. Me was a value to that. And if some people say oh no, I'd rather do it in person to Garmin. Good for you. Once you've got up the hill, if you decide to come back down and you want help, just reach out.

Josh Bolton: 44:42

Right and when you get up to the halfway point you realize you messed up we'll be here and you look down

Unknown: 44:46

and go, this is getting nervous. Give us a call. We'll come meet you. We'll look at where you are. We'll see if we can help because it's not about trying to sell to everyone. Now meet people where they are. And if if you don't have a big enough pipeline of people, it's very easy for people to get frustrated. But instead find more people that are going on a journey and add value to their journey where they go, This person can help and the right in a way that they feel listened to understood, and that you become so valuable that they want to make that decision to work with you.

Josh Bolton: 45:21

So is it by like, by the time they come to approach you, they've already decided like, I want to do it, I just want to know what the price is not even most care.

Unknown: 45:29

Most of the people that come to us are at this stage wherever iba or this could be great. Or this is BS, I don't believe it. And Eve is fine. The biggest problem I find are people that completely neutral. You're trying to move people to Eva believe they can help you can help or completely doubt you. Because even if they doubt you gives you an opportunity to prove them wrong. And if they believe in you, you can prove them right. It's about moving people into an emotional state either way. Because how many times have you met someone in your life that you didn't like when in six months like you become an inmate, and you don't even know I didn't like them. But it took me to dislike them to get there. But now they had your attention, then you started paying attention. And then you liked that you like them? So I'll get people getting a phone, I don't believe that we can do this. Okay, cool. So tell me more. Because most of the time it's not based on us, is based on something that was said to them by someone else or an experience they've had. But that gives us a location to where they are. And then we can help navigate that. And ours is it isn't always about people starting with us now. Like if you'd contacted us today and we said I don't think you're probably the right fit right now. Here's one of our free trainings, do that and give us a call if you fancy talking more. And then we send you off into a train and you can come back and then you're like, Jesus, I didn't even try it. The pitchman now you've got an elevated level of trust, you've done a free training, which is saved us time. Now you've got a better idea of what we do how we do it. And now you're more likely to want to buy because we said you often said no to you said that we've given you a free training. Now you're in a better place. And actually, you've got a better trust for us. With that, oh, God,

Josh Bolton: 47:10

sorry to cut you off and say Would they also play in the rest, reciprocity?

Unknown: 47:15

Reciprocity, whichever is very much. So you've got to think now everyone don't want people don't want things thrown down their throat at all, there's no reason to, instead of worrying is this person going to buy today, work out how you can get so many more people involved. But you're having so many great conversations. Think of it like being a farmer. Okay, have more plants have more, have things that have grown different, different crops growing at different times. Plant and stare and go right? This is rubbish doesn't grow new, plant more seeds, water, those plants tend to lose things, add value to people's lives, get on podcasts, release articles post a lot, where people I see you everywhere. Cool, whenever you're ready to have a chat to is that long term vision behind it that makes a big difference.

Josh Bolton: 48:06

That's awesome. So I'm just curious. And I'm sure it's not you because you would definitely be too crazy. Do you offer like a free zoom 1015 minute call to see if you fit where they're calling for people course.

Unknown: 48:18

So people say to me, so what normally happens, they'll go to one of ours for examples, closed deals. today.com. It's a 20 minute 28 minute, masterclass about tweaking your offer. Okay, and it'll register, that puts them into like an email sequence where people get value added emails over the space of a few months. And at the end of it, there's no sales pitch, which everyone always thinks is gonna be. And He literally says, If you like this book a call, if not reach out any time type of thing. And then so if people then book a call, we say to people will book a half an hour call within 10 minutes, we can tell you if we can help you. If we can't help you, we'll point you in a direction someone that can because again, it takes the pressure out of that call. So if you think this guy could help, but I don't want to be hard pitched. If you know that worst case scenario, you're either gonna find the right company or find a path to another company that can help enables people to be more relaxed about our conversation. We're trying to remove resistance and increase flow. That's all we're trying to do. And if you think you're gonna get hardball sold, you're less likely to book a call. That means that it stops. But if you think okay, well, I'll have a 10 minute call. And then we talk and we find out if we can help and if we can't we put you over someone else in quote, over best. Yeah.

Josh Bolton: 49:38

Yeah, that's very true. Because I had a random call with this lady. She was trying to pitch me an MLM. Yeah. And it was like relegate. I knew she was trying to sell them and I called her out like you're selling to me, like, what are you doing? Kind of thing. And at a certain point, I actually just hung up the call because I'm like, This is stupid. But my first thought I have towards the mic. wasn't because she was trying to sell or is it because she ignored what I was saying what I just

Unknown: 50:06

left? Was both right. Yeah, I know it's, do you know what it is as well, because they haven't been trained in the right way. Back getting on a call presenting their hearing what you're saying. But they ask questions to reply. They're not asking questions to understand a lot of the time, it's one of the most outdated things. They've got a script, say this bell, say that you say this bell, say blah, blah, blah, blah, blah, blah. I'll get on a call with people. And if I get the impression, they're not remotely interested, I'd say listen, we don't need to be on this call. If you're not. If you don't want to, like if you want to talk, I'm cool with it. And most time, I don't know. It's not that. Okay, cool. Can you tell me? What's your biggest concern about being on this call? Well, I don't want to get pitch to know that. Okay, cool. What do you tell me where you are with your business? Let's see if we can help. Well, depends on what's your product doesn't matter right now, what my products are. Until you have a stage, we know it's a fit. What's the point? Like, if you after just randomly buying stuff, go to Amazon? Yeah. Why don't you tell us? What will you do where you are. And if it's a bit I can recommend a few options are available. And if we're not a bit, I'll point you in the right direction. But tell me what got you on the call when I don't think you can do it, isn't it? Okay, cool? Well make you think about and asking better questions. The first 10 minutes of my call is very little about us. It's about finding that person's a fit. But most people get on a call. Well, thanks for taking the call to join y'all. I've been working about to help you how you don't even know what I do. How do you know you're going to help me? When I get people retired? I could double your business? How do you know that? You don't know what we do. So you're telling me you could double any business, you could go to Apple right now and double their business. That'd be real tough. It loses all credibility. Interesting. Instead, it should be. I don't even know if we can help. But if you want to have a combo, little 10 minute chat, let's see if we can help if we can great if we can't, I'll put in the right direction. That feels far nicer.

Josh Bolton: 52:16

Yeah, it doesn't. It's like he's genuinely not trying to sell me anything.

Unknown: 52:21

I'm trying to help. Yeah. And I say to people all the time, we don't need the business, but we value it. We want to find that you've got to our main program, you work meet one on week, one on one for 16 weeks. If you're not a good fit, that's a long time to work with people that you don't like and won't work with you. I don't want a prison sentence, I want to elevate your business. So I want to find the right people. But we can help do that.

Josh Bolton: 52:48

So on that note, the finding the right people, how do you determine your your avatar your customer, because

Unknown: 52:56

is the pain good enough, like big enough for them? A lot of people it's not a lot of people want the idea of more business. But what they're really looking for is a magic pill, which I'm not. I quite like people that have had a bit of a rough time, I've gone through rough times. And actually, I think there's an element of grit behind it. We want to know that people actually want change, not just want to talk about change. A lot of people think they want change, but they don't, they want their situation to be better. But they don't want to be the change that happens. And for me, I want to work with someone that wants to become better. I want to help you get rid of a crap. Think of it like a car. Okay, you can you can take your car to the garage and say make me a better car. Or you bring a car to me and me and you will work on the car together to make it track ready. And I'll show you the hit hacks, tricks and shots that we've done before the tools that you need have data that it up but you're going to do a lot of the work because we know what needs doing or you take it to somewhere else. And you give them a car and you come back but what does that do cost four times more money. Right there people want it done for done by a done for you service, that's a hell of a lot more. You want me to build this and build that and you want me to get greasy in the garage with the tools you got to pay a hell of a lot more because then we're building a six figure business or you get someone to work with you and support you and guide you with all the right frameworks and you build your own business you never need us anymore. And then you're competent for the rest of your life. So then we want to make sure they're going to do the right work because otherwise they won't get the result.

Josh Bolton: 54:47

Yeah, that's a good point because a lot of a lot of my potential clientele that have reached out to me as it oh, we want a done for your business Am I well then that's a lot of labor on the back end. You're not gonna like the price kind of thing

Unknown: 54:58

again, but So, but on that flip side, have a done for you service and you say, Okay, so there's three ways we do this. Okay? We do it for you, and it's 15k. You do it with you, and it's 6k, whatever it is, or we can give you the templates for 500 quid, and you can do it yourself. I mean, straight off the bat, wouldn't you rather do? Do you want to do all the work? You want to do some of the work or you want it all done for you? And its price relative? That's true. I wouldn't tell them that you won't like the price. They might love the price. It might be a steal for them. Yeah. They might be over the moon is they've got 50 grand set in the bank, and they just want it done. I don't want the headaches. All right.

Josh Bolton: 55:46

Absolutely, really? Honestly, I think I only got you for an hour. Yes. All right. We're hitting him near the end. Absolutely. Man, like my heart racing. And just so much to think about today. Through questions for you. Yes. Other than work, and working out what have you been doing to keep yourself busy?

Unknown: 56:11

While I'm a single dad, that keeps me very crazily busy. Yeah. And I'm very fortunate to be a single gab. A lot of people really struggle with it. And I'm blessed to have two amazing kids. And I also give it a windsurfing throughout the summer, because it's good to get away from a phone and computer. And that's about it. I don't live a crazy life. I used to live a very crazy life. And now I don't, I find a lot of gratitude for the life I live. And I think I'm very fortunate to found something which I'm pretty good at. And I really enjoy. And I vibe on where we're going. So I, I, if my if I won 400 million on the lottery tomorrow, I'd be coaching by next week. Like just from a bigger bill up there. Because I would like I genuinely, I would still do that I would still speak on stage, I was still doing podcasts. And to have that live, it's great. To know that money would be a great buy them more toys, and more tools and more investments and stuff like that. But actually to know that you would still be doing similar to what you do now. I'm very blessed.

Josh Bolton: 57:21

That's awesome. I get to you win the lottery. And I'll be like, David, all right, first of all, I want to come over.

Unknown: 57:28

But that's the thing, right? And you're gonna go right, let's get a big, very, very big mastermind, you've got money to invest into that to the carry on the impact and elevate the dream and the vision. And that's what it should be. That's awesome. And we have we live in a world where we have the option to build something that we wanted. And I think that's a really valuable thing to realize that

Josh Bolton: 57:46

we wanted as as Mike, we wanted us younger, or if we want ever we want

Unknown: 57:51

anything you want. Now, there's never been a better time in the world where you had the opportunity to create something by design. We have the tools for tech, but more available funds, even people aren't rich. Compared to where we were for our parents and our grandparents, the opportunities are better. It is easy to get anywhere in the world. You've got everyone on social media touch of a button. Social media is free. I mean, literally, it's hard works blood, sweat and tears much rather do what I'm doing now that my granddad working in a factory building cars, that was the option. And you had the fear that if you got sacked from a job, you probably won't get another one. We live in a world now where we can create pretty much anything with a bit of blood sweat and tears.

Josh Bolton: 58:34

Caray point, wonderful point. So someone that's inspired by you, and wants to model a similar life and get going. What are some tips, tricks or advice you'd give them to start a similar path,

Unknown: 58:45

work you're also just work, like do stuff. And just aim to keep getting better. No work like today. Your life depends on it known but it doesn't. Like genuinely, like it's not bad to get tired. And some people are don't want to burn out. I know where my red line is. I had my breakdown years ago and lost everything. And I had to start again from scratch. Know what your body's telling you. But also push yourself that we don't really know what our potential is. No one does. Right? And it's all outside of our comfort zone. Everyone reads these blooming quotes about oh, yeah, outside your comfort zone and do the best. But most people don't. Most people do just what's needed to keep up with everyone else. But a lot of us are going to get to the age of 7060 and have far less than we actually wanted. And it'll be a point where our bodies are too old to do what we want to do. And I think that'll be a big bit of regret to people and we'll be looking back at the data we have right now going I wish I did more and I don't want to have that in my life. So I think work out what you want to do move towards it in whatever way you can and just go at it.

Josh Bolton: 1:00:00

Brilliant. So where can everyone contact you at?

Unknown: 1:00:04

If I want to do that masterclass go to close deals today.com You can go to the sales angel.com There's so many different things just hit me up on social media, David for sales Angel and Insta. It's the same on LinkedIn everywhere. Awesome. I mean, grab it, grab it training, get in touch and see how we can help. Perfect

Josh Bolton: 1:00:23

definitely take up his stuff.

Unknown: 1:00:25

Thank you buddy.