Tag: Podcast Interview

Ari Galper: Unlock The Sales Game – Part 1

Posted on by brianjpombo

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Our five-part interview with Ari Galper of Unlock The Sales Game begins.

Topics covered in this episode

  • From a Done Deal, to a Day I’ll Never Forget
  • Unlock The Game: A Whole New Approach to Sales

Full Convo ➡️ https://brianjpombo.com/bjpchats/

Transcription

Brian: Ari Galper is the world’s number one authority on trust-based selling and has been featured on CEO Magazine, Forbes, Inc Magazine, Sky News and the Australian Financial Review.

As trust becomes the most important currency in the new economy, the act of selling is a dehumanizing process with endless chasing, has been completely reinvented and anchored in the timeless values of integrity, and trust, through trust based selling.

In his best selling book, Unlocked The Sales Game, Ari describes his revolutionary sales approach based on getting to the truth, and why having a mindset of focusing on deep trust, instead of the sale is ironically, 10 times more profitable.

I’m happy to introduce Ari Galper, the world’s number one authority on trust based selling.

How’s it going Ari?

Ari: Very good, Brian. Thanks for having me. I appreciate it.

Brian: Yeah, Welcome to Brian J. Pombo Live.

Let’s just start out, just tell us a little bit more about you and where you come from.

Ari: Sure. So I’m from the US, originally from California. I live in Sydney, Australia right now been here for 20 years actually.

Meet my wife on a dating site 20 years ago. She’s from Sydney, met her in Los Angeles, actually met on a dating site back this is pre swiping days. It’s just photo and text and email. And then we started dating and came back to Sydney to visit her family got engaged there and then married and we’ve been here for 20 years now ever since.

Brian: Oh, fabulous.

How did you get into trust-based selling?

What’s your background there?

Ari: Prior to all that, I used to be a sales manager at a software company, we launched the first online website data collection tools, like website behavior. It’s called Google Analytics now, where you track the stats on website.

Back then we were the first one to come out with something like that, fast growing business internet was kind of taken off. I had 18 people underneath me, sales reps and the large opportunities came across my desk, I was kind of the first one to get those.

There’s one leak came across my desk and I call the contact back, you’d recognize them, it was a big company, lots of websites.

I call them, nice guy and he agreed to a demo and a conference call to see our product.

This was such a big opportunity, Brian, that if I close the sale, it would double the revenue of the company in one sale. That’s how big it was. So really excited. Everyone’s excited.

So they finally came Friday afternoon, four o’clock, never forget it. I was in a conference room with my CEO and the door was closed behind me.

We had one of those long conference tables in front of us in the conference room. And on the table was a speakerphone, the old school ones, you know, the corporate one. It looked like a spaceship.

Brian: I remember them yup.

Ari: Star Trek ones.

I hit the dial-tone, dialed the number my contact picks up is like hey, Ari, hey, how’s it going? Good.

And he says to me, Ari, let us tell you who else was on the line today.

I was like, oh, great.

Next thing I hear is, my name is John, I’m CEO.

I like wow, CEO of a whole company, that’s incredible.

My name is Mike, I’m head of IT.

Oh, this is good.

My name is Julia, I’m head of Global Marketing.

This is even better.

I mean, everybody on this call was basically a decision maker, you know, this is the goal but helping as often as possible. So always good there.

And I begin to introduce myself kind of describe what we do. Let me give him a live web demo over the web of their website, we collect it ahead of time and show him stats of what it looks like to see the live data.

I start showing this to them and going through it and I started hearing noise on the phone call like, wow, this is great. This is amazing. This is incredible. This is great.

They are asking me all kinds of questions.

You know, how do we use it?

How do we install it?

How’s it work?

How can we leverage it?

They are asking me all the right kinds of questions and I’m answering everything back as I should. There was so much chemistry on this phone call Brian, it was like a love fest on the phone.

You know what I’m talking about?

Brian: Yeah.

Ari: Like, it’s just so right, there’s no friction, everyone was there, I was in my element.

I had the CDs in my car, how to sell, I had the guru seminars, you know, I had the books, how to do everything. And I was doing what I supposed to do to build rapport, you know, answer objections.

I was doing everything in the books, you know, and it was awesome.

My boss comes over and gives me like a bit of a high five and my shoulders like you know, nice job. He’s on his phone, confident in the car he wants to get, the wheel color and all that because like this is such a done deal. It’s incredible.

The hour goes by, and my contact says to me, Ari already This is great, we love it. Look, give us a call a couple of weeks, follow up with us and we’ll move this thing forward.

I was like, thank you guy, you know, this is amazing.

I took my arm and I reach for the phone in the middle of the table. As I’m reaching for the phone. I’m reaching for that off button. As I reach for the off button, by complete accident, now I say by divine intervention. My thumb hit the mute button, instead of the off button.

They were kind of like right next to each other. And I clicked it by accident, and a small click happened, and they thought I hung up the phone.

That split second of voice inside of me said, Ari go to the dark side, be flying the wall you got nothing to lose, listening to for a couple seconds, go or no one’s ever gone before in the world of sales, you know?

So I was like, All right. So I listened in, they started talking amongst themselves like now I left the call.

So what would you imagine they would have hit on that call, not a trick question mode to imagine after a call like that you probably hear people like that?

Brian: You would think that it would sound just like it sounded in person while they were talking with you.

Ari: That’s what you expect, right?

But let me share with you that what I heard verbatim word for word. It’s why we’re all here today.

What they said was this, they said, we’re not going to go with him, keep using him for more information and make sure we shop someplace else cheaper.

Knife in the heart twist, I was in a state of shock. I couldn’t believe it.

I snapped out of it hit the off button.

With the wall in front of me, I said to myself, what did I do wrong?

I was competent. I was friendly. I wasn’t aggressive. I answered the questions. I met their needs.

I did every single thing in the sales playbook I was supposed to do that everyone teaches up until this day.

I had an epiphany, I realized that somewhere along the way, it has become socially acceptable, not to tell the truth to people who sell, right.

Brian: Yeah.

Ari: It’s okay to say things like sounds good.

Oh, send me information.

Oh, we’re definitely what, we’re definitely…interested, without having any intention of buying at all right?

Then I asked myself, why were they afraid to tell me the truth, why would they play this game with me?

And I realized that there is an invisible river of sort of pressure that flows underneath every conversation you have somebody pre-sale.

Now they can’t see it, and you can’t see it, but it’s there. And if you aren’t consciously aware of it, and are removing it from your process all the time, what will happen is, they’ll feel comfortable putting their guard up, not telling you the truth, giving you breadcrumbs, hoping you you get excited, and forcing you to chase them without any intention of buying.

It always lead to a very dehumanizing unethical process where you pretty much feel like you’re at the bottom of the barrel, and you’re like, you’re chasing ghosts.

And you’re like, how do I get here?

That’s what I realized, I’m going to come up with my brand new approach, a whole new way of doing this that breaks that pattern.

That’s why I created my, Unlock The Game Trust-Based Selling Mindset Approach.

Where the whole concept as a real shift is not to focus anymore on the end goal of your sale. But the goal instead is to focus 110% only on trust building with them to build this bubble of vulnerability where they feel comfortable opening up to you, and telling you the truth of where you stand.

So you’re no longer guessing and chasing these ghosts in putting yourself in a position that lowers your humanity. And that became my whole unlock the game Revolution 20 years ago, which is picking up a lot of speed right now in this economy.

People are really tired of all those games. That’s pretty much where it all came from.

For full conversations, go to BJP chats.com.

Video Interview Podcasts? 🎥👀 (Show Your Work, Austin Kleon)

Posted on by brianjpombo

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Brian looks back on the week that was after we launched our first interview podcast on BJP Live.

Also, some thoughts on his inspiration to share his behind the scene work, from reading Austin Kleon’s, Show Your Work.

Transcription

Video Interview Podcasts.

Hi, I’m Brian Pombo, welcome back to Brian J. Pombo Live.

This is one where I’m going to just take a little bit of time to go over kind of what I experienced over the last couple months, putting together a new process for doing video interview podcasts.

So, up until now, this show has been me and my phone, talking. And that’s about it, every once a while, I’ll take you on the road, every once in a while, I’ll have my business partner or my children and so forth pop in here.

But for the most part, it’s me and it’s you and that’s it.

What ended up happening is I have another two other podcasts currently.

One is called Grants Pass VIP, which is a local based podcast. It’s all around Grants Pass, Oregon and Josephine County, and that it’s an interview podcast, but it’s completely by voice, very easy to edit, very simple.

If anything goes wrong, we can usually fix it, we usually make things sound pretty good.

So, done that for a little while now you can go check those out of Grants PassVIP.com, we’ve had a lot of great fun with that show.

The show before that, that I started was Off The Grid Biz Podcast, which interviews industry people within the self-reliance niche. So businesses and organizations that help people to become more self-reliant in some way of their products or services.

And so that has been a whole lot of fun too. Same type of deal, it’s an audio podcast, very easy to edit, very easy to get somebody either on the phone, or over zoom to be able to do that.

Now with video, it’s a whole different thing.

It’s a little more difficult to edit. And so it’s kind of a one-shot and you’re done type of deal, kind of like what we’re doing tonight, maybe most of these that you see are completely unedited. I mean, I’ll put a little title over the front. That’s about it.

That’s pretty much what we do for the dailies.

And so what we decided to do was take the whole concept of the dailies, which are each under 10 minutes. And what if we took a video podcast of full-length one, and then split it up. And so we had this last interview with Bob Regnerus over the last handful of nights, which was recorded over a short very short period of time, but took an entire week of content.

So normally when I’m doing these on a nightly basis, I wasn’t doing for the past week.

So I was able to leave town, and I’m always able to leave town, but I was specifically able to leave town to go see a wedding for my cousin and got to see family and everybody else. Be able to do it without having to worry about jumping into my car or something to record so that I don’t wake people up, because I do these tend to do these late at night.

So this is one of those examples of an episode where I kind of give you a little bit of behind the scenes.

And they all came from this book, Show Your Work, one of my favorites, by Austin Kleon. It’s a short book, lots of pictures, lots of diagrams and stuff. Great one you want to go out and check out this book show your work by Austin Kleon.

And the whole concept is 10 ways to share your creativity and get discovered.

So all I do is talk about what I do and how I go about doing it here on daily basis. So if you’re interested in this, be sure and go to BrianJPombo.com sign up for an email.

And you’ll get in fact, we just recently fixed that we were having some issues with that too and a little behind the scenes there. But we send out an email every day with updates on the website. It’s usually just one video, one audio, either watch or listen to and you can go check that out at, BrianJPombo.com.

If you want to check out all the interviews that we’re going to be doing, we just put out the one so far it’s spread out over a week, but the Bob Regnerus interview, you could see the full thing at BJPChats.com.

And video interviews are fun, they’re different. It’s something I’m not used to doing.

But it was easy because having used zoom, I’ve been using zoom for years now.

Having used it almost exclusively during the COVID-19 pandemic, got pretty darn good at it.

And the best thing is everyone else has too, so it’s made it easy to get people on to a video interview and be able to do a pretty decent job.

We’ve had two interviews so far the next ones coming up soon. We’re going to have more video interviews as we go along.

Oh, I didn’t get that…So we’ve done the audio interviews through the other podcasts, but having the video interview the reason why we started doing that is because I have this video chat show anyways.

So we figured, why not just bring everybody that doesn’t fit into either off-the-grid biz or Grants Pass VIP, have him on this show. Or if they don’t fit anything else, we’re gonna have them on this show that if they do fit those, but we want to explore a different angle of what they’re about.

That’s what we’re going to be doing, you’re going to be seeing more of those interviews style, I’d love to see what you think about them. I’m going to try and make them a little more obvious because I had the intro on so many of them I didn’t have a good title card for a lot of those. So because not every format allows me to show that.

It’s one thing or another those of you who are listening to this you got to hear the audio version of it anyway, but you can find the video version over at BJPChats.com and we’re going to keep that going.

It’s just a special page at BrianJPombo.com, that is going to include all of the video interviews, I know I kind of bouncing all over on this today but one to kind of give you a little bit of background and see if you can see what I’m doing with it.

Maybe you can see whether it’d be something you’d be interested in doing.

If you’d like to talk to me about how you can be able to introduce this into your business. The first step I’m going to recommend you do before you ever call me or, I mean you’re welcome to watch and listen to more of the podcast.

That’s definitely a way to get to know me better.

But also check out my book, 9 Ways to Amazon-Proof Your Business. I got a free way for you to get a copy of it at AmazonProofBook.com. AmazonProofBook.com

I’m going to be back here tomorrow night. We’re going to be doing more of these nightly ones. So I’m happy to be back in the saddle again.

Have a great night. In the meantime, get out there and let the magic happen.

Part 2: Bob Regnerus of Feedstories & The Ultimate Guide To Facebook Advertising

Posted on by brianjpombo

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Part two, of our seven-part interview with Bob Regnerus of Feedstories.

Topics covered in this episode

  • How Bob Co-Authored on Books with experts like Perry Marshall and Robert Skrob
  • How Masterminds & Networking: Establishing Relationships with good people
  • When Markets Shift: Hard times, Lessons Learned & Business Growth from it
  • Investing in Flexibility

Transcription

Brian Part 2: Bob Regnerus of Feedstories, part two.

Hi, I’m Brian pombo Welcome back to Brian J. Pombo Live.

This is part two in the series of an interview that we had with Bob Regnerus. You can hear the whole interview over at BJPchats.com.

If you’d like to be on the show, or if you’d like to have me on your show, or have me speaking at an event, go to BrianJPombo.com.

And now here is part two.

Brain: So you’ve co-written books with some great names out there. You have a book out there with Robert Skrob, you got a book with Perry Marshall, how did you go about doing that?

How did you go about co-authoring, with people that had a name in a different area?

Bob: Well, in that case, it’s about relationships.

So you know, Robert Skrob is well known these days.

I knew Robert before he was Robert.

You know, one of the things I did early in my career, and I should say this, this is another thing I did is I took giant leaps by joining mastermind groups.

Not just like, hey, let’s get together on zoom five days a month. This is like, I paid Bill Glazer at that time, I think it was $12,000 a year.

Quoting Hamilton, I want to be in the room where it happens.

I was in there with people that were above my paygrade. But the reason I did that was I wanted the mentorship from a guy like Bill Glazer, mentorship from Dan Kennedy.

But then I wanted the relationships with people who are doing better than me. And there was some people that were below me, but when you’re in a group like that, it just pulls you forward.

And so that’s where I met a lot of people who I still consider friends and met friends that introduced me others.

By knowing Perry Marshall, I got to meet and become friends with Brian Kurtz.

I was in the same mastermind group as Ryan Deiss, before Digital Marketer was even a thought in his eye.

I got to know Jeff Walker before he was the Product Launch Formula genius.

So part of it is you know, there’s these names that we all kind of revere, they’re just normal people. But I got to know them, really, before they became famous, okay. And they’re all more famous than me by the way, which is fine with me.

But I really was intentional about joining those organizations, attending conferences and networking.

I’m not naturally drawn to do that. Like, I’m really good with talking and sharing what I know, I’m not really good at meeting new people, but I’ve had to force myself to do it.

So writing the check and taking the leap really, like makes you go, I’m gonna make the most of it. That’s kind of how it happened.

So I met Robert in a mastermind group.

Perry I met through a connection in my mastermind group, a friend of mine also knew Perry.

Perry and I live eight miles apart, literally, I can draw a straight line from my house to Perry’s. We spend quite a bit of time together, we became friends.

You know, a lot of it like yeah, there’s gonna be another wave. It’s like, there’s always new people coming in. So want to be friends with people who are driven, who are successful, that can challenge you that could bring you up, that could kind of pick you up when you’re let down.

That’s another thing that’s been really powerful.

My career is just establishing relationships with good people.

And I’ve come across people that frankly, were terrible for me. Learned my lessons from them. You know, fortunately I could cut bait and move on.

But that’s what the entrepreneur life is about is like, you’re constantly honing your radar and your sonar and everything.

And it’s not a straight line. There’s a famous meme where it’s like a squiggly line. I mean, that’s really what it’s all about these days. That’s just another way to kind of do something like that, you’re not going to just approach a Perry Marshall and say, hey, I’m gonna write a book with you.

You’ve got to have some cred.

You know, Perry’s got a reputation in mind. But Perry has been known to pull people up who are kind of unknown, who’ve proven they’ve got chops, but all of them kind of have already established a little bit of a foundation of expertise.

But if you can do that, I mean, you can find somebody to kind of pull you up to their stage, very powerful.

Brian: Yeah, that’s fabulous.

So many great nuggets in there, so many great ideas that you brought forth.

Taken in a different direction. You talked about the highs and lows, and we always tend to focus on the highs, it just makes sense to do that.

But give us an example of something that you just thought was going to end everything. Whether it’s something recent or something from years past, where you just had a scenario where it just felt like everything was going to come crashing down.

Bob: I’ll share an experience that happened during the real estate crash.

So 2008, 2009, I had been speaking, I had been riding the wave from a book. Like I said, I grown my agency to seven figures in a year, it was amazing. I had a great team, a lot of clients.

Well, what I ended up doing though is I had a stable of a lot of information marketing clients, and specifically, a good portion of them were marketing real estate stuff.

As you know, real estate was the thing that crashed the market in 2009.

There’s nothing like having all your clients suddenly run out of money and declare bankruptcy and not paying you.

In a span of about three months, my business went from a million down to like 150,000 a year, had to lay off my entire team. So I spent probably two months like just hovering in a corner. Literally, I spent a couple nights in the hospital panic attacks.

Not being able to pay your staff, having to lay off people you love and care about. It was awful.

But I was either gonna let it break me or I was gonna learn a lesson, I decided to learn a lesson.

I learned that I needed to be more diverse and my client base, I needed to have a stool that was more than one leg. All right, you can balance on a stool with one leg for a long time. But eventually, you’re going to break and you know, if something knocked that leg out, you’re gonna fall.

I diversified my client base, I diversified my services.

But the other thing was that I was flexible with my team.

So I don’t have employees anymore. But I have a large team of contractors that I could go up and down in terms of payment. Like if I’m busy, I could pay them more, get more hours.

But if things pull back, we slow down. I don’t have that big nugget, right, like of the payroll and the benefits and things like that.

So I said to myself coming out of 2009 to 2010, I’m going to be much more nimble in the future. I’m going to have a value of cash in my business, I’m not going to be living on credit. And I’m also going to have a team that’s very flexible.

So COVID hits, right. And I’m like, okay, you know, I was ready for this. We had cash in the bank. We had a team and we had some clients that kind of pulled back for a time, we were able to pull back contractors, so I was not out a bunch of money.

But what happened was is we actually had a service which is remote videos, like you and I are doing this video right now. We have a service that does video through an iPhone or iPad, high quality.

And all of a sudden, once people got over the shock of COVID come April this past year, a year ago, our lead list absolutely exploded.

People who were on the fence about doing video came out of the woodwork.

We actually had our three best months of our company’s career, April, May and June of last year, because we were poised, we were ready. We invested in a technology that we thought was going to be important. People kind of push it to the side and then there was an event we were ready for it. So I was really happy.

Obviously wasn’t happy about the world situation, a lot of things changed. But I learned my lessons 10 years ago and I positioned myself to be flexible to be nimble, to be you know, value cash to not have a big piece of overhead.

I survived a couple weeks of like, what the hell’s going on?

But then we were positioned to really like take advantage of what was going on to be ready for the marketplace. You learn that through experience. You know I could tell the story and people are gonna be like, that’s a great, Bob is already prepared.

The pain I had to deal with at the start of the decade to be ready for that was awful but never want to live through it. But I survived it and learn from it. I certainly wouldn’t want to go through it again. Which is why I made sure I was prepared for kind of the next big thing that came along.

For full conversations, go to BJP chats.com.