22: How did Ron Karr help his clients increase incremental revenues by over 1 billion dollars with the Velocity Mindset?

paris_vega: Welcome to the first customers podcast today We have rain car. He's the creator of the Velocity Mind set, and he's helped his clients increase their incremental revenues by over one billion dollars. over the course of his thirty year career Ran. Welcome to the show. It's an honor to have you here. ron_karr: Thank you, Parris, As a pleasure for me to be here too. paris_vega: Let's start off by talking about how you got your very first customers. ron_karr: My very first customer was Maryland, Blue Cross and Blue Shield Nineteen paris_vega: Oh, wow, ron_karr: eighty Eight. After I just started this brand new business as a sales trainer and I got it within two weeks and all I did was coco. I didn't paris_vega: Really. ron_karr: even know what I shouldn't be doing, but I just did it, you know, in spite of myself, and and, but my business didn't stay the same in the next thirty three years at Mort. you know, paris_vega: Yeah, ron_karr: at Mort, I'm being a sales trainer than the things I liked about it, but things I didn't like about it, you know, and then it moved into being a keynote speaker and being more of an adviser, and the reason why it more often is because sales training has a, has a connotation with somebody is being valued at much lower than a key, not expert, coming in the key note or an advisor of Ceos. And obviously I had a plan that I wanted to make ex amount of money, but also paris_vega: Sure. ron_karr: make an ex amount Impact on people's lives. So that's why I gravitated more towards the key, noting, and the advisor to corporations and entreprenorse. paris_vega: Okay. So you've advised a lot of companies and helped them get customers. Go through some of your advice. That may be some of the most common problems that companies have getting those very first customers ron_karr: Sure, Well again, number one is you know I used the velocity mind sex. That all culminate in velocity mind set. And let's just ask you a question, Paris. you know, when you hear the word velocity, what's the first word that comes to your mind paris_vega: Speed. ron_karr: Right? And that's what people think this is all about. And it's not paris_vega: Okay, ron_karr: because the true definition of philosoty, he physics definition is speed with direction. And so when I use the word direction, I'm talking about the end in sight. You start with first. The example that I give is Let's suppose you go to Wasn't near. Is Big Am Point By you, a Vancouver, paris_vega: Birmingham Birmingham ron_karr: Birmingham. paris_vega: airport, ron_karr: Okay, So you go to Birmingham, and let's suppose you want to go to Miami. paris_vega: Right, ron_karr: You asked the pilot. You know. So going to Maam and he says No, we go wherever the winds take us. When you stay on that plane. paris_vega: No, sir. ron_karr: Of course you wouldn't Because pilots start with the end in sight. First they first, Okay, I'm going to Miami. They don't start with Birmingham, Where they are. they go, Mamie, and they work their way back to find one of the two or three weight points, Meaning if we go over them, we know we're on our way. They factor in all the potential obstacles and objections, storms, winds and everything, and they create the best path for it to get in the safest and fastest Amount of time. And that's what we have to do, because when we don't start at the end in sight, we waste a lot of time because we're doing paris_vega: Sure, ron_karr: actions that are not germane to our purpose, And this goes for everything, whether you're doing a business plan for a business, whether you're about to make a sales qual with somebody. if you don't have that goal in sight, like, for example, you know, sells exactly. Call me up because I got this big meeting. I said. great, What's your goal? I want to close a deal. Wait a second. What appointment is this in your sales cycle? That was my first call. That explains it. paris_vega: Yeah, ron_karr: So you have one call sale cycle, right, no, no, no, no, no, no, it takes about five ten. So you're going in on the first call with the goal to close it. and that's your goal. You know what's going to happen to them, Paris. they're going to poke in that call. Puke, stands for people who utter knowledge about everything. they're in to talk and not listen, Because after one thing, which is making that person say yes, and they're not doing what they should be doing. the first call. A goal in the first call should be to qualify whether not this opportunity is good for both of you, and if so, identify the next step for it. So paris_vega: That's ron_karr: if paris_vega: good. ron_karr: we don't start with the end in sight, we tend to get busy with to do tasks, because then to do list. But how many times were we so busy that day that we get frustrated because we had no time for ourselves, but yet we didn't do anything to move ourselves toward our goal. So number one start with the end in sight first, because it's the direction that's key to your velocity. and then number two, Make sure that you only do the actions that support that paris_vega: Yeah, that's really good. I think a lot of times, maybe a whole sales procesn't fleshed out, or like you're saying, maybe they've They've got an idea of the sales process, but they don't have a goal per step and ron_karr: Right paris_vega: don't stay focused on each goal at each step and tried to ron_karr: Right. paris_vega: push too much. Okay, so what happens after that and in kind of the after that initial call that initial having the purpose for qualifying the lead. How do you advise like moving to that next step? ron_karr: Well before we can go after the initial Cole, we have to go to. the next thing is how to have the initial go call. paris_vega: Okay, yeah, ron_karr: All we talked about is your goal, But we haven't to figure out the goal of the customer. paris_vega: Okay, ron_karr: So what we have to do if we look at Nero, Science, and and look at the hormones? And we discussed this in the Piloscity mind set book. The first thing you have to understand is the homes that are necessary to create engagement in someone's mind, paris_vega: M ron_karr: So let's take the home on quartesol quartosols to fight. Fly home on. We all have it. You cannot get rid of it. That's not the issue, but the issue is is at a level that allows you to be engaged. For example, If you take a continue, me, zero to ten, zero to ten. I'm trying to keep it in the screen here and and ten you know is the top metric and zero ze Matting, no cordisall to a lot of Cortes. Ten, where should you be well? Zero to two is very little engagement. Because the person is not really interested in what you're talking about. Four to five Is we really want them? Four or five is where they're really engaged winters ago. If it goes about five to six seven, they start getting anse like. All of a sudden, this is not meeting their needs, or they have what you're talking about and they think you're really wasting their time. It goes up to seven, eight, nine ten. They're not even listening the flag. They may still be there physically, but they're flinging their line So you have to Stand that. The first thing you have to do on any call, phone call, email in person visit, you have to create a safe environment for them to want to talk to you or spend time with you. So you know that, right at the beginning, the quarter probably in the six to seven range Because they know you're coming in and trying to sell them something, they want to protect themselves against paris_vega: Sure, ron_karr: being sold at Brooklyn Bridge and all that stuff. right. paris_vega: Yeah, ron_karr: Well, if all you do is start poking on them about all the things you do like he say you do like. Hey, Look, you have a meeting coming up because I do key notes. Lot of sales conferences. Let me show you what I could be doing for your meeting, and all of a sudden paris_vega: Yeah, ron_karr: If you had that wall up that you're trying to prevent me from selling you something. Are you listening to that statement that I just said yes or no? Paris? paris_vega: No, not If ron_karr: No, paris_vega: you came in at the wall, you hear a bunch of sales stuff. You get overwhelmed and ron_karr: Yeah, and what paris_vega: yeah, ron_karr: happens to you Quartisoll? paris_vega: Probably goes up. ron_karr: Cas? So I'm even doing things that I shouldn't be doing because I'm not hurting. I'm hurting my cards right. So how do you create an environment? Start by asking questions about what they need to accomplish What they're trying to do. So Paris, we started the phone call differently, or to visit whatever we're doing. Say hey, Paris ones, your vprceles and you probably have some sales conferences that you bring your team together out of fair statement. paris_vega: Sure, ron_karr: Yeah, when you're planning your next sales conference that you're probably thinking about. What is the one thing you want to happen after that conference With your paris_vega: I ron_karr: team? paris_vega: say ron_karr: We paris_vega: it ron_karr: do? You want them doing differently, paris_vega: Like a sales training conference where they're getting trained. ron_karr: Whatever paris_vega: Okay, ron_karr: your comes paris_vega: uh, ron_karr: and next come. paris_vega: the idea is is more leads more sales. ron_karr: Okay now, I'm going to ask you that question again. paris_vega: Hm. ron_karr: I want you to do the same thing, paris_vega: Okay, ron_karr: but I want the audience this time to really look at you as you're answering ready and don't paris_vega: All ron_karr: be paris_vega: right, ron_karr: self conscious even paris_vega: Yeah, ron_karr: though you got two and a thousand people watching this. Just remember, paris_vega: We hope so. but yeah, ron_karr: Yeah, just your okay. paris_vega: Yeah, ron_karr: Paris. You're probably planning the next salesman. As that, a fair statement. paris_vega: Yes, ron_karr: Um, if you consider that sales meaning to be successful, what do you need to see happen once it's over? paris_vega: We'd like. ron_karr: Stop. paris_vega: Okay. ron_karr: He just did the same thing you did the first time paris_vega: Okay, ron_karr: and I'm going to point it out. paris_vega: Okay, ron_karr: But were you're looking at yourself on your zoom picture when you did it? paris_vega: I actually had myself covered up so I didn't see myself. I was looking ron_karr: Well, paris_vega: off to the ron_karr: actually, I'm going paris_vega: other ron_karr: to ask paris_vega: side. ron_karr: you the same question again and be yourself, but uncover yourself so you can see it. paris_vega: Okay, all right, ron_karr: So you're planning next sales confrencey. just said, So what is the paris_vega: Yeah, ron_karr: one thing that has to hhappen for it to be a success when it's over? Did you see paris_vega: I ron_karr: what you just said? paris_vega: took a breath, ron_karr: No? paris_vega: paused, ron_karr: while you did paris_vega: but ron_karr: that? paris_vega: looked ron_karr: your paris_vega: off. ron_karr: eyes rolled up paris_vega: Okay. Okay. ron_karr: Right then and there. There was a change in the chemistry in your brain. paris_vega: M. ron_karr: When I asked you that question the first time I did it. I was trying to tell you I was the best key note speaker, telling all the reason I should, And you said you Quartusall went up. this time. I started by asking you, What do you would deem success to be? And what would it look like to you? paris_vega: M ron_karr: Did you feel a change in your in your mental being when I changed to that question? paris_vega: Sure, I think there's a subtle difference there. Yeah, where it's a different type of question. So it's it's like a different framework or framing of the situation. ron_karr: Okay, let's do it again First way. paris_vega: Okay, ron_karr: So I know you Vpssales. and I want to tell you about a key note that I do. It's called a velocity mind set. I've done it on six continents, helped a lot of companies go over a billion dollars, And I just know that this would be great for your company. right. Stop paris_vega: Okay, ron_karr: Your chorus going up a little bit, because I'm going to talk in in every thing and you're paris_vega: I don't ron_karr: afraid paris_vega: know. I ron_karr: to. paris_vega: mean. Well, you're saying some big, some big numbers ron_karr: Yeah, the paris_vega: and ron_karr: going in all paris_vega: qualifications, ron_karr: is right paris_vega: right ron_karr: right. paris_vega: right? ron_karr: But paris_vega: So ron_karr: now paris_vega: it's ron_karr: we're paris_vega: like ron_karr: gonna paris_vega: okay? ron_karr: do it paris_vega: Well, ron_karr: again, but now paris_vega: okay, ron_karr: we're gonna do it again. Hey, Paris, I understand you're planning a big meeting and this is a very important thing because you're having a big investment in for it to be successful at the end. What would it look like to your success? paris_vega: We'd want to to make more money from it. We want to land some more sales. Close more deals. ron_karr: Okay, stop, paris_vega: Hm. ron_karr: Is there a difference in your being right now than the first time I did it a second ago, paris_vega: Sure, it feels like the first time you were kind of blasting forward and we were about to hear a big pitch And then this second one was more of a conversational question. ron_karr: Right? But when I asked you what would success look like to you? there was a change in the chemistry. Can you describe it for us? paris_vega: I guess it makes me think more internally about my own goals ron_karr: Okay? paris_vega: instead of thinking about you and what you've done ron_karr: Good, paris_vega: And ron_karr: what else? paris_vega: okay, ron_karr: Keep going? That's good. keep going. paris_vega: So I guess the first hen, it did make you sound more credible in things, because you're you're. you know, you're listening off your credentials and everything. But it is. It's like I felt I was getting pushed back almost and I was more in the listening mode where when you changed it to more of that conversational question it was. It was more an engaged engagement mode ron_karr: But paris_vega: where I felt ron_karr: it was paris_vega: like we ron_karr: about paris_vega: were having ron_karr: you paris_vega: a conversation. ron_karr: and where you wanted to go paris_vega: Yeah, ron_karr: by me putting all that big stuff that. And it's all true, we increase increment rams over billion dollars and six contents and all that most people can't relate to that. paris_vega: So you're building a connection ron_karr: Yeah, paris_vega: on some ron_karr: you, paris_vega: more common ground, ron_karr: but that's a great word, so there's two points in the body you got to worry about when you're trying to influence. And this is everybody, kids, parents. whatever heart and mind, paris_vega: M ron_karr: most people go to the mind that start giving all the features and everything else is what they can do. Just what I did in the first time. paris_vega: Right. ron_karr: Heart is really good. Real connection. The heart is where you get emotional connection to want to. Now hear what I have to say when I go to that part. And how do you get the summons home by helping them get to where they're striving to be And asking paris_vega: I see ron_karr: them paris_vega: now ron_karr: what would it look like Now when I ask that question, What would success look like Because we're going to get to the other two woemonths. Now oxytoson and dip with me. Oxytoson is the whole mode of trust. You have to have trust to be able to sell somebody right. Is paris_vega: Right. ron_karr: anybody going to buy you? If they don't buy something for me, even don't trust you. There may be one or two nuts who would do that, but paris_vega: Yeah, ron_karr: most of them wouldn't Right. paris_vega: Sure, ron_karr: So when I started talking to you about all the things I did and I could do for you, Versus when I started asking you where you are trying to go and what was important to you? Which one of those led to more of a trust in your cot? paris_vega: Definitely the second one where you're asking about ron_karr: Why? paris_vega: my goals. ron_karr: Why? paris_vega: I guess when you show interest in someone it makes you feel more scene, or more like, brought into the conversation. Yeah, it does feel like you're building more of a connection by asking those types of questions ron_karr: Right? and paris_vega: instead ron_karr: you need paris_vega: of just ron_karr: to. paris_vega: performing ron_karr: Yeah, exactly and trust is an interesting thing, My good friend David Hosack, has the Trust institute. A lot of books in trust, So if your audience wants to, um, paris_vega: Okay. ron_karr: you know, read about trust. That should be Dave Horssackis, Worth paris_vega: Yeah, we'll include links to all the things we reference in the show. Links at the end of the ron_karr: Right, paris_vega: show. ron_karr: But trust is earned. I didn't earn any trust by telling you all of the things I did. I started earning it by asking about where you want to go, Because now you're saying he's interested in me, He wants to find out where I am. Trust is never a one time thing. It's something that we have to continuously build upon in the relationship. but once it's lost, whatever reason, like we miss the delivery. whatever, That's why, it's hard to get it back. So so when I've built an enough trust yet to have the person say yes to the deal, We just started the journey of trust by asking it where they wanted to go. It's an important distinction. Dobaminis to feel good. Hormaldomin rides with oxitosan, Ou can't feel good if you don't have trust. Did you feel better about things the way the second conversation was about to go, versus the first? paris_vega: Yeah, I think another word to put in there is you feel more understood ron_karr: Yeah, paris_vega: when you when you get to ask those types of questions ron_karr: right. So you felt better. paris_vega: right, ron_karr: So those are the three Homans, Qortesall, man, and it's very simple formula. find out what people are going and then tell them how you can help them. If you do this right. If you do this right, you will then only pick one, two or three items in your features that speak directly to what the person wants, And you're just going a talk about those two things. So you want to lead paris_vega: Yeah, ron_karr: Paris right? Let me share with you how you how your sales people are going to have better leads. When they learn this process of how to emotionally engage their prospects. They'll uncover more leads to more business opportunities, and they will happen immediately. All I have to talk about is that may be something else that you want more deals, and I'm not gonna talk about anything else, paris_vega: So ron_karr: But you paris_vega: not ron_karr: see, paris_vega: trying to sell everything, Just ron_karr: No, paris_vega: like ron_karr: because paris_vega: catering ron_karr: everybody paris_vega: the pitch ron_karr: buys paris_vega: to what. ron_karr: it for paris_vega: Yeah, ron_karr: what they want, Not what paris_vega: right. ron_karr: they can do paris_vega: Yeah, ron_karr: Right if I go in and start talking about ten features and poking people other knowledge about everything. If I just poke at you about everything I can do for you, hoping that something hits the wall and the first three or four. I don't even get close to it. Are you listening to the next sex? paris_vega: Right, I've definitely done that puke in many a sales meeting, so so yeah, I've definitely seen that it's like the more insecure you are in the meeting or the more you don't listen, the more you try to fill it up with all the bells and whistles ron_karr: Yeah, paris_vega: that you offer. ron_karr: because we think that if we're talking they're listening and that's absolutely the opposite. God gave us two ears and one mouth. For one reason, Listen more, and to a paris_vega: Yeah, that seems like a like, anti intuitive for I think most sales ron_karr: M. paris_vega: roles or what you'd expect. like the stereo, typical ron_karr: Right. paris_vega: sales person. Interesting. Now this is really good. So the velocity mind set you've got a book written about flashing all this out all the processes. ron_karr: The two books that address that point, paris_vega: Okay, ron_karr: lead sell, Get out the way talks paris_vega: Okay, ron_karr: about computing and it gives you the actual questions. The velocity mind set leads, Talk it out of the way is like a training program. That's great paris_vega: Okay, ron_karr: to the Vlocity. Mind set. takes it to a higher level by talking about the things that strip us of our velocity and the whole modes we just discussed. but it gets paris_vega: Okay, ron_karr: until a couple of other things just talks about starting with the end in sight for us, But there's one more point within discuss. That's in that paris_vega: Okay, ron_karr: vlospyinser. That's really important and is the personal obstacles we've put in front of us Our stories. Let me explain what I mean. paris_vega: Okay, ron_karr: Um, The world today is really a tough world. Deliver. paris_vega: M. ron_karr: I can say the same phrase to three different people, And they're thinking three different things Based paris_vega: Right, ron_karr: on their biases and experiences in life. In other words, each of them is creating a story as to what they think I meant by that statement. paris_vega: Yeah, because even as you said it, I was kind of mapping it to whatever issues I've heard about recently or something like that. ron_karr: Yeah, and it's your paris_vega: Eh, ron_karr: story when I could be talking about something else that has nothing to do with that. paris_vega: Right, ron_karr: So an example I like to give is you know, when Manhattan was still pretty, went down in the eighties before it was built nicely like it is today. Um. Harlem started all intense purposes at Hunted Street, but it got pushed up because nice building. So people were looking at the old buildings and saying, What can they evenovate? And the story I give is let's suppose this twenty people in twenty cars driving down this one street on ten street n See this big, beautiful, not beautiful, but run down building that's deserted and they're saying well, that's going to be a good area. Maybe maybe I should invent some by invest and buy for a done right and get a return paris_vega: Yeah, ron_karr: on my investment. Nineteen people gonna try buy and say, it's too much of a big thing. I have no idea how to do it and they give up that one person who stops has the same issue. It's a big situation. They don't know how to do it, but they're changing the story they're thinking about. In the end inside, I can see this really working out in the benevated neighborhood. paris_vega: Okay, ron_karr: How do I do it? I don't know, so maybe I need an architect, So I go to Earchitt, and they take the ideas out of my head, and then they put it down and they create a picture. Now we can feel it. we can touch it. Then I said, Well, how do we build that We get a contract and and give us the information. Make the best decision before you know Go, The nineteen people before had a story in them Hit mind. I can't do it because it's too big that I don't know where to start. paris_vega: Right. ron_karr: The others person had a different story. This is an interesting neighborhood. I don't know how to do it, but I'm going to get the best advisors and together we're going to figure it out if it makes sense or not paris_vega: Interesting. so it's like the difference between a almost a defeated mind set where a growth mind set or ron_karr: Right. paris_vega: looking for, ron_karr: whatever paris_vega: instead of ron_karr: it paris_vega: focusing ron_karr: is, paris_vega: on the ron_karr: I'm paris_vega: problem, ron_karr: not say paris_vega: looking for solutions, ron_karr: yeah, I'm not delineating that those are the two different ways we can paris_vega: Okay, ron_karr: go, but I'm just saying we had different ways paris_vega: Right, ron_karr: right paris_vega: sure, ron_karr: now. Our past impacts the stories we make up. I was, I had a tough childhood with my dad. It was not paris_vega: M ron_karr: easy and it led to a lot of lack of confidence when I was young and I always dealt with the story. I'm not good enough. I won't be able to do it, and it took a long time for me to start reversing it when I did. That's when my business in my career really started taking off. But how many times to make it even simpler Does remember of your audience? say? Oh, this is a tough deal to get. They're gonna say no. I can't see them saying yes, and then you go in and do a call. You put yourself in that story You're gonna puke and talk about because you think they're not even interested, paris_vega: Right, ron_karr: But if you change it and said Well, I never did this with this type of industry, but I sure would love to learn about it and and see if there's some energy there, then you're gonna do a different set of actions based on that story. paris_vega: Right, ron_karr: The point is that we all create stories based on what people say based on what they do to us, and even based on what they don't say and do. Because that creates a story. How come they don't call me back? He hates me, He's not interesting. you know what I mean, paris_vega: Yeah, yeah, ron_karr: So we always have to mind into our stories Because we're not upbraiding under the right stories. it can hold us back, and that's a big paris_vega: Yeah, ron_karr: quiet paris_vega: that's good. ron_karr: of gaining velocity in your life. paris_vega: Yeah, that's awesome. That's definitely something that I've seen over the course of my own personal career, going from like, grew up poor, you know, and didn't really have business examples or like much success examples when I was younger and over the years like, I had to go through several kind of evolutions in my mind, set after being around people who were successful and seeing how they conducted their lives and thought about situations, and when after problems I was like, Oh, there's like people who There, actually worthy of better circumstances or worth ron_karr: Actually, paris_vega: investing in and worth investing in yourself through better books or training or whatever, And that was just a new concept completely to me. ron_karr: But actually there are a lot of your heroes today to fight that same problem we have in the book How the biggest the lime many of us have is the fraud concept. They think they're fraud paris_vega: Yeah, ron_karr: wail. People find out, Um, Tom Hanks has that Every time he finishes a movie he thinks that Oh, my, this is gonna uncover me as being the biggest fraud in history. Seriously, we documented in the book paris_vega: Yeah, ron_karr: Right, paris_vega: Wow, ron_karr: a lot of people who are over achievers feel like and they have to deal with that. Because of what your parents told you. A lot of it happens when we're kid. Imagine you want to go out for bandage in high school, two kids. They both think paris_vega: Right, ron_karr: Teacher goes up to kid number one. You have absolutely no musical talent whatsoever. I think you should find something else that you have more passionate about Kid number two. Same statement. you absolutely have no musical talent. I think you should find something else you more passionate about Kid number one says, Oh my God, I'll never be a musician. E's no hope for me and so therefore paris_vega: Right, ron_karr: they never ever take up music. They stay away, for they go to concepts because they're just upset and they know that they not good at it, kid number two says, Screw this. That's what she thinks. I'm gonna become the best musician in the world, and they go on to become the number one jealous of whatever, Because that paris_vega: Right, ron_karr: chip on it Hell is what's driving them Two people paris_vega: Yeah, ron_karr: in the same thing, But be creating different stories based on how they were brought up, based on who influences in them in their lives right now. That's why you always hear people saying. If you you know, I used to, when I first thought on my business in a eight, I moved into an executive suite across the street from where I live and now, because I needed some interaction with some people and I walked to this other guy. He represented a computer company. Really nice guy. but man, he was Negative every morning. Want to start my day after I sit down and have a little chat with him. Hey, ain't doing good. So so what do you mean? So so this customer doesn't do it Is that I fired him through weeks later for my morning coffee because he was depressing Mate. His story wasn't good for me. I needed to put myself and associate myself with people that were looking what they were going to do What they couldn't do, because paris_vega: Yeah, ron_karr: I could easily follow down that rap of home myself paris_vega: I was just about to ask you, How can we more intentionally create better stories for ourselves? So obviously one of the things is who you're associating with And what ron_karr: Right paris_vega: kind of stories there, speaking out loud that affects you? ron_karr: Right, and also changing the way you think about yourself. Look, we all get doubts. paris_vega: Sure, ron_karr: So what I tell my clients and I coach a lot of Cos. By the way, what I said to my client says Well, when I said I can't do. it is really like. if a ball play is in a funk, right, you know, a home run here to, let's say, paris_vega: Yeah, ron_karr: And now that they hit a home in two months, What they think? These are professional Appens. I think that they lost it. They think that they can't do it. You know what I say to them. Go Back to the best time run you ever hit in your life. You had that moment in your mind. Yes, I want you to visualize it now Before you even went up to the play. Visualize what you were thinking about before you went up to play. Now visualize yourself going up to the place and being in the same mindset, the same feeling as that home run. Tell me what's coming up for you as low as their ants, just by doing that number one, but more paris_vega: Yeah, ron_karr: important, Ly, When you make some one go through that they realize An there's no reason why I can't do it. I've done it before. That's my point to them. You have done it before Physically. you can do it that. Then it stopping you. It's here. not physical unless you're unless you're getting really old. Forty five paris_vega: Yeah, yeah, ron_karr: and your skills are detariating. way. you just a Power. But I'm talking paris_vega: Sure. ron_karr: about a right. How do you get out of it? Because the right. it's a story. paris_vega: Interesting. Okay, so it's almost like you're doing a little bit of self programming ron_karr: Everything is a program. In our brains are computers. Just like the computers we use to do, zoom garbage in and garbage out. paris_vega: Right? ron_karr: You don't like what's coming out in your story. You got to put different information and you know and will go back to the time you were successful. Is thinking about how this is not going to be successful. paris_vega: Yeah, so let's so, since this kind of the overall theme of this show is helping people figure out what others are doing to get those first customers, and kind of those first moments, let's say somebody's starting out and they don't have past success as yet ron_karr: They do, paris_vega: to go back to. ron_karr: they paris_vega: Okay. ron_karr: do. paris_vega: Okay, ron_karr: They have success. They may it, have successes in the exact business that they're paris_vega: M, ron_karr: starting, but they paris_vega: right, ron_karr: have successes of how they started something new in the past. They paris_vega: Hm, ron_karr: have success is of how they took a risk in the past, because anybody who starts a new business is a risk taker paris_vega: Sure, ron_karr: To some degree, paris_vega: yeah, ron_karr: So just go back to the times in your life that shows that you could will serve you well. That says you could do this, or if you're starting out a new business and trying to figure it out, go back to the last time you started something new and figure it out. You have experience in that. paris_vega: So basically lean on any past winds. you can internally, kind of help you motivate yourself through any kind of ruts ron_karr: Definitely paris_vega: or down ron_karr: lean paris_vega: time. ron_karr: on them. but I wouldn't say in the way you said, Because also the paris_vega: Okay, ron_karr: voices leading into any that means you. That means you're desperate. I got to create paris_vega: M. ron_karr: one. No, you got them. Is what I'm saying? You have paris_vega: Okay, ron_karr: them. If you allow yourself to think along the right mind side. paris_vega: All right, ron_karr: You know paris_vega: This ron_karr: a big paris_vega: is interesting. ron_karr: part of decision making to decide if we go forward or not very successful. People use two things. They use the logic that they see, but they also use their intuition, and when I started learning for me, President National speak Association, I know a lot of the top experts in the world When I first joined them to say no nineties, and I was in the New York chapter. There was a friend of mine. She was also past president. Chat, Like me, Nancy Wazignopshe was an intuition expert and I love Nancy, but she was to have an intuition. At that time when I started my business in A. I was still too much of a young book intuition. That's B. S. Give me something I can wrap my hand around, paris_vega: Yeah, ron_karr: but I got to tell you I became a convert over the last twenty years because I've studied it, and when you think about intuition, intuition is nothing in your subconscious. It's a combination of everything you know the world to, It's a combination of the experiences. It's a combination of what we want to do and don't want to do. and sometimes when I have a tough decision to make, do I call this guy again? He has turned my call in five days. Do I do this? I immediately say What's my intuition? Because it's down here And I trust that you have to. Paul de Mina. Says you have to listen. Trust and act on your intuition on you, Because this how you feel tells you. So people that started new business, they wouldn't be doing it. If they didn't intuitively think that they could succeed. They really haven't started em ideas. And when they tried something new and they succeeded, You see what I'm saying, so we all paris_vega: Yeah, ron_karr: have that. Well, let me ask you this question. You started a new podcast right at some point, paris_vega: Sure, ron_karr: this one paris_vega: yeah, ron_karr: right when you had to make the decision to go and go. That's going to be expenses and time involved. paris_vega: Right ron_karr: Right. What made you think without? without history? You haven't done the podcast before. What paris_vega: Right. ron_karr: made you think you could succeed with it? paris_vega: I guess it would be Just believing that it was a worthy goal to go after that. It was beneficial, ron_karr: Okay, but paris_vega: long term value ron_karr: I wasn't paris_vega: to ron_karr: were going paris_vega: Um. I think that the benefits of podcasting like making new connections with people. Um, and it can have like a lot of indirect benefits of building out your network with every connection that you make, and also any listeners kind of grows an audience. ron_karr: Okay. So have you had experience in building out in network and developing new relationships? paris_vega: Sure, yeah, ron_karr: Okay, paris_vega: just ron_karr: and paris_vega: in ron_karr: when paris_vega: a different ron_karr: you did paris_vega: way. ron_karr: that, did you? paris_vega: Yeah, not ron_karr: Yeah, paris_vega: in this way specifically. ron_karr: right. but when you did that, your business got better paris_vega: Yes, ron_karr: When you are, when you are decided to network to get more relationships. Were you're engaging to get people who want to talk to you. paris_vega: Yes, you got ron_karr: So paris_vega: to ron_karr: the paris_vega: engage ron_karr: point? there's paris_vega: people and ron_karr: all paris_vega: have ron_karr: these paris_vega: conversations. ron_karr: questions. I was asked. They will paris_vega: Yeah, ron_karr: all plot of your decision to go ahead and take the risk. paris_vega: Yeah, ron_karr: Is that a first, a man? paris_vega: Yeah, yeah, ron_karr: That's what paris_vega: yeah, ron_karr: I'm paris_vega: it's ron_karr: talking paris_vega: what you're ron_karr: about, paris_vega: saying ron_karr: intuition. It's it's everything about you that kind of paris_vega: Right, ron_karr: tells you whether you want to, you don't want to, and many times when we shy away from it it means there's something in our intuition that pulling us back. It could be our passion for it. It that's not as strong as we thought it was. It could be other things. paris_vega: Right, so ye or subconscious is like the sum of our whole life experience and the way we interact with our subconscious is just ron_karr: The subconscious paris_vega: through our feelings. ron_karr: is really. Now, the subconscious is more powerful than people think. and it paris_vega: M. ron_karr: really dictates a kind of story. So give an example, and this is all documented. paris_vega: Okay, ron_karr: If people experiencing any kind of pain in their body, specifically back pain fipomiologer, join pain before you go and do anything to fix it. I want you to read the book Healing back Pain by Dr. John Son door, paris_vega: M, ron_karr: Son, As a pain met Dock in New York in the early eighties, and he was confused. He didn't understand. He always right, You know, the opiates or whatever you know, pain killers or muscle relaxes, but he couldn't understand. in his mind How does a dead nerve create pain? It's impossible. paris_vega: M, ron_karr: The nerves, Dad paris_vega: So it's not shouldn't be sending any signals, pain or ron_karr: Exactly paris_vega: otherwise, ron_karr: exactly paris_vega: right, ron_karr: So he was actually a precursor with some of the Nur science findings Because he started investigating to mind and fraud, you know, and what he realized is whenever we get to something and subconscious the mind starts ticking about it, And it's something that we don't want a bad memory or whatever. Um, the mind tricks us and creates the version. I eat pain To get away from that God. Now, this is the most simplistic way I can describe it for people. I asked them to really read the book Healing back Pain by Dr. John Son, because I give this to a lot of colleagues, and everyone of them called me up thinking because they saw themselves whether they have back pain, heart pain, whatever pain they ad. And I give you some good. and all it's all they say in that book Is all you got to do is allow yourself to go there And you will have a better idea of how to deal with it. It's how fear that robs us with me. paris_vega: Yeah, ron_karr: So in the nineteen eighties, the biggest drug that was out there was for altars. We never hear about alters anymore. Because the newer drugs in the early eighties, you know, basically took care of that problem. What replaced that malady was back pain paris_vega: Really, ron_karr: And I had four back surgeries. All right, I'm fused nine levels in my back, which is a big deal. I still played golf, but it's a big deal. Three years of hell in my paris_vega: Yeah, ron_karr: life And so did I called up his successor, who we left to practice too, and I studied under him. the t. m I problem that son created and he warned me. You know you're ready down the row with surgeries, So you've got some other issues. This man not help you, but Think it came up in some degree, so I didn't stop my next surgery. But what it did do? I met Cos in that room and they swore they never had surgery. Because of this, I wish I had that thirty years ago because I would have avoided surgery. I know it paris_vega: M ron_karr: in my heart, because I know what I was going through. the abuse at home and everything that I had to overcome created paris_vega: Right. ron_karr: stories inside of me that created pain in other areas, And you know I was able to see it. and now today, even though I had the back surgeries, I use that process anyway because we don't live. You know, it's with us till we do. paris_vega: Right. ron_karr: so. whenever I'm about to go into something of my subconscious, I allow myself to go there because I don't how to deal with it and I want to address it so it doesn't get in my way paris_vega: So that book talks about going through that process and kind of how to ron_karr: In a subconscious, paris_vega: kind of do that yourself. Okay, cool. Yeah, we'll include ron_karr: But paris_vega: a link ron_karr: it paris_vega: to ron_karr: also paris_vega: that as ron_karr: go. paris_vega: well. ron_karr: We put in the velocity mindset How you got to start with what you want to be like, for paris_vega: M. ron_karr: example, I had a dentist called me up about four years ago. Before the presentment, He had a practice in Texas and then I met him. We did it all for Zoom, and he owed me paid a significant feed to coach him. His practice was running three million. He wanted to get up to six million dollar One Right, I asked him. So he told me what success would look like. That was in answer to my question, and I said, Okay, So what's stopping you from getting there? He? S. Well, you know, I'm in a middle class neighborhood. Those are my patients. They don't have a lot of mental insurance and then have a lot of discretion, Any funds, and every time I'm pitching fifteen to twenty thousand tolla in plants, because I know it's going to help them, because I look at their teeth and I wouldn't look at them if I met them in a dance. You know, I can't get in to part with the fifteen twenty Grant. I said. Well, show me how you do that talk with them And he did work most people to restore a puking About paris_vega: Yeah, ron_karr: how he was going to do and what he was going a do. An When I taught him how to ask the patient before even gets into the diagnosis, Tell me, why do you want a different smile at? I want to be promoted, you know, and I just feel like it's going to stop me from getting promoted Because they have to do press into use. Them who want to press. Interview with this, and I also want to get married. Am I going to find my significant other? So what you're telling me is that you're looking for A new smile to enhance your life. Improve your chance of getting promoted and improve your chances of being attracted to somebody else. Yes, Well, let me show you how I can help you do that. Then you talk about the one. Two or three things in your process that's going to lead to the smile. that's going to lead to the promotion. That's gonna lead to that and that's it. But now they're listening to a heightened awareness because now you talk out something that they want, paris_vega: Sure, ron_karr: you got to emotionally connect it. So when he understood that framework the velocity line set, and when he started working with his people outside in the outside office, because they're also part of the sales process, we had a six month agreement Paid me the whole thing up front two months into it. He says we can stop. I say why we're ready on the run rate for six, my knolls. That's how fast it is. paris_vega: Yeah, ron_karr: I'm talking about instant results. Paris. paris_vega: Yeah, ron_karr: give you an example. Another example, well known Um investment company We all know it. M called me up one day. This is a long time ago about ten years ago and they said, Look, we know our numbers. They know that walking to the right number, that part of the business review as knowing you know one of the things if you want to get. So you better know who your ideal market is. Because you can't sell to everybody. Their ideal market was retiring is why, because their officers around the country were one man officers, one personal officers. And so they couldn't deal with people that were doing active trading. They only wanted to retire. As who wanted to know a good investment strategy. They agreed, and you talked to them once a quarter. Show them the results and see how it going. So they knew exactly who they wanted. They knew it took five calves to get one of those cut clients on board. They wanted to reduce it. Re reduced the three calls. How much money can you generate? more and more deals? paris_vega: Right, ron_karr: But we do a sales cycle. So the way it was, I went out and they paris_vega: Yeah. ron_karr: actually cat calls, and some of like neighbors subupsof Chicago and I went with him to see test how it went, And the first guy was a great guy. You know, he was a two of the three. A tenure were getting to this older couples house pictures of the kids. Grand Is Chicago Bears, And the first thing he did was spent twelve minutes. I counted it twelve minutes. trying to create the social relationship. Tell me about all of those kids are so great. Who are they? And then all the Bears was a bad game this Sunday, wasn't it? And I was just looking at the couple of eyes, and while they were friendly because of Westerners and they allowed him to talk, they were rolling their eyes. Who are these? P. paris_vega: M. ron_karr: And as each minute clicked on the clock, what anything was happening to that quarter? so paris_vega: It's going ron_karr: it paris_vega: up ron_karr: was going up. So when we got out of there and said, I want to do something different Because okay, I wanted you to go into the next house and say you know you know I remember at. So, And so I'm not here to talk about stops and binds. Ody. Now you've got some. not the conversation I need to have. Right. Do have a question to ask you. That would be okay. But when it comes to your future, what are the three things you need your money to provide for you And I stumbled on to the eyes rolling up, because we didn't have the new science findings out with the dopamanand, the card and all that, but I saw their eyes roll up And they went straight to the three things retirement, college, fun and whatever, So I got that information from them. We were only there for two minutes. He got more information in those two minutes than they got in the first quality. That took twelve minutes. Just a build of social relationship And everybody thinks that's the biggest thing that you need to know. you need to build relationships. But the relationships that people want to build where the people they buy from are relationship centered on helping them get to where they want to be. Not building. We all have enough friends already. paris_vega: Exactly. I think ron_karr: Okay, paris_vega: that's such a good point. Yes, I've been in so many calls where I've been being pitched especially and they start talking about random sport stuff, and just all this totally unrelated because they're trying to just so obviously build some kind of report And it to me it does the opposite because it's like. Well, this ron_karr: Right, paris_vega: is just a atacticbcause. ron_karr: yeah, paris_vega: It has nothing ron_karr: and your cartes paris_vega: to do with while ron_karr: going paris_vega: we're talking. ron_karr: up? You're listening paris_vega: Yeah, ron_karr: to them abslutely So we got them down to three calls. They documented it. How much more profitable did it become? How much more velocity did they gain in their lives? paris_vega: Yeah, ron_karr: So then I'm out there, one of my visits and and the training partner says Hey, we've got a class. And when you come back, can you just do one hour of your stuff at the end of today? Said Sure, So I did it one out. Give him the question we use, and the whole process. That night we all stayed at the same hotel and eleven o clock. My fun. Who the heaps, calling me Clock, And and the guy I answered and he goes. I'm sorry to wake you up, but I got t talk to. Go ahead. It was one of the people in the class. He was four year veteran. he said, I got. Tell you, I tried what you said. We should I said, but tell me what happened. He knows. had two widows, both of a thousand dollars turned about. I'm speaking to one for six months, one for three months. I can't get them to move. So what you do? I said, I quote both of em tonight. The first one I said, You know, I've been remiss. She goes. Okay. Well, I realized what I've been doing was speaking about what I wanted to show you, but I never asked you the most important question with you and ask you to, As you go short. when it comes to your future. One of the three things you want your money to provide for you. He did that with both widows. They both got into different conversations that ever had with him before, and then then that night before he called me. one of them committed their funds to him that night, and the other one allowed him to come back in for a second appointment. That's how fast it can work. paris_vega: Well, so just changing the conversation, changing the questions and he was going out. You said six and eight months, and then with one conversation based on using your strategies. ron_karr: We're going correct, strata the conversation. paris_vega: Yeah, ron_karr: Just because you're having conversations with prospects doesn't mean you're having the right conversation. paris_vega: For sure, man, I'll tell you what this podcast has been so amazing Getting to talk to people like you and other guests on the show Because I learned something every time and every time I feel like I have an idea of how it's going to go and then it. It's totally different, Especially this one. This has been crazy because we're already coming up on an hour and it took a totally different turn. I felt like you got up in my soul a little bit, got me all self reflective And and I didn't expect that coming into this, ron_karr: But when we got up into your soul, paris_vega: M. ron_karr: trust was built. we felt better, paris_vega: Yeah, ron_karr: and to me, I felt like El, only here twenty minutes into not right ready. paris_vega: Yeah, it's crazy. ron_karr: That's the way we got paris_vega: um, ron_karr: to get our prospects and customers to feel, because paris_vega: M ron_karr: at the end of the day I don't care what to sell. People only buy one thing. Experiences paris_vega: Experiences, um, as we're wrapping up, Can you go back to your very first sale that you said you did through cold calling, and compare if you can remember what you did in that sales process, and compare that to what you recommend now, and maybe because you said you did some stuff wrong, and and use that as an example ron_karr: Well, paris_vega: of kind ron_karr: I paris_vega: of the ron_karr: always do paris_vega: before ron_karr: things paris_vega: and ron_karr: wrong paris_vega: after ron_karr: because I'm an emotional peace like everybody else, paris_vega: sure. ron_karr: So I paris_vega: Sure, ron_karr: fix, we won't make. But then I analyzed and I know I did it, but I think to answer that question when I had my first client. Um, I got that client in spite of myself. That's the answer because I was doing more poking at that time. I was paris_vega: Yeah, ron_karr: talking about the kind of training I was going to do. The guy turned Ut. be a nice guy became lifelong friends and I helped them, but I don't think that approach would work today. paris_vega: Yeah, As you were talking about the different scenarios, especially with that last one with the different widows and how the change the questions changed the outcome. I'm going back to the most recent sales meetings that I've had even in the past week, and looking at Okay, that would have helped clarify. Because you had one client where they were. You know, they wanted to get things started real fast to get a marketing campaign going. And I see now if I would have thought about your specific way of approach The conversation. We gonna help them clarify what ron_karr: M. paris_vega: they were even wanting, Because you know there's unlimited possibilities because we have a marketing agency and there's just you know you can do anything you can. O all kinds of things with marketing these days. ron_karr: The classification is one of the questions we list and lead Celegate out the way. paris_vega: Okay, ron_karr: Because it goes. It goes back to that story concept because I can say the world is round, and I can say the few different people, and they all think about the different things based on how they interpret. It got to classify when we hear the same words over and over. I want to move fast. Well, describe classify what you mean by fast. Classify why it's so paris_vega: Right, ron_karr: important to move fast. What's risk if you don't move fast enough So, but what I would advise your listeners if they really want to get this and really increase the sale significantly to the Bilossoty mind set. Get what the whole thing about the mind set is? It's an easy read. But get you the whole and then go read. Lead something out of the way. because then it gives you the actual questions to ask. paris_vega: Okay, I'm gonna do it. You've convinced me this has been awesome. I feel like every show. I'm getting a new book because the personal interview has a book and it's I'm so convinced by the end of it and this, this has been awesome. I really appreciate your time, and I'll include links to all of Rowan's books in the in the links to the show so everybody can take advantage of those wrong again. Thank you so much for being here, ron_karr: Thank you for what you're doing. Paris, The world needs you, and other podcast is more than we know, and paris_vega: Thank ron_karr: to paris_vega: you ron_karr: your paris_vega: very ron_karr: audience. paris_vega: much ron_karr: Just keep believing in yourself. paris_vega: Awesome. See next time, everybody.