TRP 215: Creating an X-Factor to 10X your competition with David Greer

[00:00:10] [SPEAKER_00]: You're listening to the Rainmaking Podcast.

[00:00:16] [SPEAKER_00]: Who's did by high stakes head under author and professional speaker, Scott Love?

[00:00:24] [SPEAKER_01]: You're listening to the Rainmaking Podcast.

[00:00:26] [SPEAKER_01]: In my name is Scott Love. Thanks for joining me on the show.

[00:00:28] [SPEAKER_01]: Before I tell you about our guests in our topic today, let me tell you what happened during

[00:00:33] [SPEAKER_01]: my conversation with them. I had a problem in my business and I was looking for resolution

[00:00:38] [SPEAKER_01]: and he didn't even know it. But in my mind I was asking questions for late into the issue

[00:00:44] [SPEAKER_01]: and he delivered. I was able to solve my problem and he doesn't even know that.

[00:00:48] [SPEAKER_01]: By the way, I need to tell him about that too.

[00:00:50] [SPEAKER_01]: Our guest today is David Greer. His mission is to take his 40 years of entrepreneurial experience

[00:00:56] [SPEAKER_01]: and share it with other entrepreneurs and rainmakers to help them accelerate their success.

[00:01:02] [SPEAKER_01]: By the way, David's book is called Wind in Your Sales.

[00:01:08] [SPEAKER_01]: Vital strategies that accelerate your entrepreneurial growth.

[00:01:11] [SPEAKER_01]: I read this book, it's an easy read and I came away with specific actionable ideas

[00:01:16] [SPEAKER_01]: that made a difference in my own professional services practice

[00:01:19] [SPEAKER_01]: and I think it will in yours as well.

[00:01:22] [SPEAKER_01]: Make sure you connect with David. He's got a very generous offer in his interview.

[00:01:27] [SPEAKER_01]: I'm going to put all of his contact information on the show notes.

[00:01:30] [SPEAKER_01]: I'm also going to put the link where you can order his book and like I said, I highly recommend it.

[00:01:36] [SPEAKER_01]: Thank you for listening to the show as always this show is sponsored by leopard solutions,

[00:01:41] [SPEAKER_01]: legal and intelligent suite of products, firm escape and leopard BI.

[00:01:45] [SPEAKER_01]: Push ahead of the pack with the power of leopard.

[00:01:48] [SPEAKER_01]: And now here's my conversation with my friend, David Greer. Thanks for listening.

[00:01:54] [SPEAKER_01]: Hey, this is Scott Love with the Rainmaking podcast. Our special guest today is David Greer,

[00:01:59] [SPEAKER_01]: the author of Wind in Your Sales. David, thanks for joining me on the podcast today.

[00:02:04] [SPEAKER_01]: Thanks so much Scott. I'm really looking forward to this.

[00:02:07] [SPEAKER_01]: And I'm excited about this topic and I can't wait to hear what you have to say,

[00:02:10] [SPEAKER_01]: creating an X-Spector to 10X your competition.

[00:02:14] [SPEAKER_01]: And so, David, let's get some working definitions here.

[00:02:17] [SPEAKER_01]: You talk about 10X your competition. What exactly does that mean?

[00:02:21] [SPEAKER_01]: And why is it something we should care about as professionals who are involved in client development?

[00:02:25] [SPEAKER_02]: So, some aspect of how you work with your company is 10X better than how your competitors do it.

[00:02:35] [SPEAKER_02]: For example, my background comes from business to business selling of software.

[00:02:40] [SPEAKER_02]: And especially, you know, larger and systems.

[00:02:44] [SPEAKER_02]: The process changed for an organization to introduce like replace an existing piece of software.

[00:02:50] [SPEAKER_02]: If it's only two times better like no one cares.

[00:02:52] [SPEAKER_02]: Because the cost to the organization. If you can swap it out and somehow it's plug and play compatible with what you've got,

[00:02:59] [SPEAKER_02]: but still gives a lot of benefits. That might be a 5X or right there because the cost to change compared to your competitors is so low.

[00:03:09] [SPEAKER_02]: And again, in like the software B2B sales, I'd say if you're not 5X or 10X better, like no one's even going to consider you because the change management that getting involved is just so painful.

[00:03:22] [SPEAKER_02]: That you have to be able to show that they're going to get that kind of benefit. So, so again, I just don't think 2X even even in consumer things.

[00:03:32] [SPEAKER_02]: Most of us won't switch like we've used them what we're doing.

[00:03:35] [SPEAKER_02]: Do you think it's always better?

[00:03:37] [SPEAKER_01]: Yeah, do you think it's always been like that or has it just become hyper competitive and now 2X is table stakes.

[00:03:42] [SPEAKER_01]: Everybody has that. Now you've got to be 5X to 10X.

[00:03:46] [SPEAKER_02]: I think a lot of things have become kind of commodities. And so, you know, as some things have become commodities, then, you know, the non commodities have to show up better.

[00:03:59] [SPEAKER_02]: Yeah, much better. And, you know, I think even our phones. I mean, if you are a long time Android user, you're not really likely to switch off the Android platform because again, the cost to change is too high unless Apple can show you that like it's just so much better for you and what you do.

[00:04:15] [SPEAKER_02]: That it's worth the worth the switch. Again, yeah. Right. So, the other thing I talk about and it's in my book actually two of the case studies in my book, talk about this people often assume it's just purely about product or about the service you're delivering.

[00:04:32] [SPEAKER_02]: But I really encourage entrepreneurs and salespeople to look at it in the entire experience from first interaction to learning about who you are, to closing a sale, to implementing it to actually getting the benefit.

[00:04:49] [SPEAKER_01]: Right. And by the way, by the way, your book is fantastic. And I like the way that what you just said, you break it down into a systematic model that I pretty much guess can be replicated.

[00:05:00] [SPEAKER_01]: But you've seen it. Yeah, you know, I'm in sales. I'm in client development. So I naturally turned to page 79 sales strategy.

[00:05:09] [SPEAKER_01]: But as I'm flipping back to the previous chapters innovation strategy marketing strategy on the strategy corporate strategy. I see how all those things affect the sales strategy.

[00:05:19] [SPEAKER_01]: So let me ask you this then and I didn't mean to cut you off. But we as entrepreneurs or as professional service providers, even though we work in an organization, it's our practice. It's our book at business.

[00:05:30] [SPEAKER_01]: We should be looking to deliver value that's 10x compared or our clients current providers. That kind of our mind. Yes. Yeah.

[00:05:39] [SPEAKER_02]: Yeah. Like the great salespeople, you know, they return calls within, you know, a certain period of time.

[00:05:45] [SPEAKER_02]: Or like this is a certain amount of responsiveness, which can be very challenging when you're like in client meetings serve.

[00:05:50] [SPEAKER_02]: But you know, as I think is a great salesperson. You know, your responsiveness is what will that will be one of the big differentiators against your competitors.

[00:06:01] [SPEAKER_02]: Right. So that's what I mean, like that's an aspect of the process where you can be a lot better than your competitors by just consciously being aware of that.

[00:06:13] [SPEAKER_02]: And, you know, structuring your, you know, either using a CRM system well. So that you getting reminders. Okay. I've got a follow up as person on this day of, you know, or and your calendar system.

[00:06:26] [SPEAKER_02]: Right.

[00:06:27] [SPEAKER_02]: Because in that early stage, I think it's all about trust and, you know, you have to build a trust before you can go forward.

[00:06:34] [SPEAKER_02]: And some of the trustworthiness is that you promise a prospect you're going to do something.

[00:06:40] [SPEAKER_02]: And then you actually do it when you said you would do it.

[00:06:44] [SPEAKER_02]: That actually engenders trust. Right.

[00:06:47] [SPEAKER_02]: Right. It's like, oh, I mean we had an agreement about what was going to happen and then you kept up your side of the bargain.

[00:06:53] [SPEAKER_02]: Yeah. You can listen to this. All of your competitors may not be good at that.

[00:06:59] [SPEAKER_01]: So let me ask you then and I know that you do this in your book. But if we could break our goal down into components, we want to show 10x value to our prospects compared to what they currently have.

[00:07:12] [SPEAKER_01]: There are there certain buckets that we should put things in certain categories or segments. How should we kind of pick it apart in terms of where we should think about improving.

[00:07:21] [SPEAKER_02]: Well, the first place I encourage people to think about is their massive industry secret.

[00:07:26] [SPEAKER_02]: And oftentimes we're too close to it so we don't actually realize it. So in my book, I talk about Mike Jager and his security company Providence security.

[00:07:35] [SPEAKER_02]: And it turns out that the security business security monitoring business has a really big secret, which is when your alarm goes off at your business or your home. Nothing happens.

[00:07:47] [SPEAKER_02]: What happens is some call center probably in Texas or some other place.

[00:07:51] [SPEAKER_02]: Maybe offshore. They call you. Oh, Mr. Greer, your alarm is going off, which you know and I might be halfway around the world.

[00:07:59] [SPEAKER_02]: And that's actually the industry secret and what Mike did is he founded a company on the brand promise five minutes to your door or your money back.

[00:08:08] [SPEAKER_02]: Right. Right. And then he built a system that actually promised that like when he first did it when I was interviewing him, he hadn't realized how long a street like could be.

[00:08:17] [SPEAKER_02]: Like who's a minute and a half of those five minutes just got consumed. And he built like a completely automated system. So when alarm goes off like the appropriate closest security person that works for their firm will automatically receive a message on their phone, where to go and what to do.

[00:08:35] [SPEAKER_02]: And this is unprecedented in the industry because that's not how the industry works. And so this is what I mean, where that's one starting point is there are a big industry secret where you can actually expose the secret and then do something about okay, that's interesting.

[00:08:51] [SPEAKER_01]: How what are other examples that you've seen and other industries that you've consulted to.

[00:08:57] [SPEAKER_02]: So another one I feature in the book is Doug Bunker and Clevver Solutions, so they're I work for some ability solution.

[00:09:03] [SPEAKER_02]: So for and they specialize in co up hydro companies organizations, but really it has broad application. But so people are going out working on lines, you know, they need to get a work order.

[00:09:17] [SPEAKER_02]: They need to be able to fill in like when they're on site what they're doing what happened.

[00:09:22] [SPEAKER_02]: And one of the big challenges at the time was that when Doug was head of sales and when he went to trade shows.

[00:09:31] [SPEAKER_02]: No one, including Clevver's could demo like end to end how the whole system worked.

[00:09:37] [SPEAKER_02]: And because they had built everything up on the latest kind of Microsoft platform plan server so this was like early 2000s.

[00:09:43] [SPEAKER_02]: He was able to take a laptop that could act as a server and he was able to take these work first pieces of hardware.

[00:09:51] [SPEAKER_02]: And he was able to hook them all together at the trade show.

[00:09:55] [SPEAKER_02]: So someone standing in the booth could go in, take their mobile device enter in like an update to the work order.

[00:10:02] [SPEAKER_02]: And then Doug would turn to his laptop and then show like if you were a manager how that change showed up in the system.

[00:10:13] [SPEAKER_02]: And at that time no competitor could do that.

[00:10:16] [SPEAKER_02]: No competitor to trade show could show end to end interaction of the solution in the field with the solution in the office.

[00:10:23] [SPEAKER_02]: So again, was it a specific product feature not per se?

[00:10:28] [SPEAKER_02]: It was just that it was a 10X or bigger because no one else could demo to trade show and trade shows where your primary way that you created belief.

[00:10:38] [SPEAKER_02]: And you really started that salesperson and created the leads that matter.

[00:10:43] [SPEAKER_01]: That's great.

[00:10:43] [SPEAKER_01]: So I think all of us we should be thinking about what is that big industry secret within our industry niche that we can expose.

[00:10:52] [SPEAKER_01]: And then show how we can provide a solution around that.

[00:10:54] [SPEAKER_02]: And how we would work that well that's one thing I guess the second piece from the cleavoc solution highlights to me is what is the experience of the prospect and eventual client from beginning to finish.

[00:11:05] [SPEAKER_02]: So from first interaction to trying it or like how they interact to how they get quoted to how they make a decision to how it gets implemented to how they actually get the value out of your service solution.

[00:11:22] [SPEAKER_02]: And in the end like so which part of those processes are you or your competitors really stuck on right like which aspect of that really creates you know a lot of challenge.

[00:11:37] [SPEAKER_02]: And is there a way you could innovate or change or think differently or behave differently or do things differently vis of e yourself and your competitors that breaks open like one of the log jams in that process.

[00:11:52] [SPEAKER_02]: Yeah, it gives a completely different experience.

[00:11:55] [SPEAKER_01]: So let me ask you this and I know we might be kind of going deep just in this first variable that we're talking about.

[00:12:01] [SPEAKER_01]: Do you think that we can even see it are we even too close to it do we know which questions to ask ourselves to find that variable it's a big secret you know you know I'm saying I know it's just saying sometimes it's a lot easier to bring it outside or work with that I will say.

[00:12:18] [SPEAKER_02]: You know a lot of my work is with entrepreneurs and entrepreneurs tend to get very buried in the business and they can never see it when they're responding to the next email responding to the next quote responding to the next client close.

[00:12:30] [SPEAKER_02]: They have to what I call work on the business was take a giant step backwards and like see the bigger picture see what's going on and do this strategic thinking.

[00:12:42] [SPEAKER_02]: I'm in my belief is that if you really want to grow your business as an entrepreneur as a sales leader you need to spend a certain.

[00:12:52] [SPEAKER_02]: Significant amount of the best time you have every week thinking strategically yeah yeah and like I coach entrepreneurs like where's the best hour of your day and put that in your calendar and focus on like the strategic goals that I've helped you create for the company.

[00:13:08] [SPEAKER_02]: Yeah and like move those ahead right maybe before you answer the first email before you take the first phone call.

[00:13:17] [SPEAKER_02]: How about that it's always a real behavior change but like that's where the leverage is the leverage is actually working on the key most strategic aspects of what you're trying to develop.

[00:13:29] [SPEAKER_02]: I mean first of all you have to decide you have to do some work to decide what it is which is again that stepping back and figuring that out.

[00:13:37] [SPEAKER_02]: I mean I'm also a facilitator I facilitate strategic planning that's a lot of what I help entrepreneurs and their teams come up with.

[00:13:44] [SPEAKER_01]: Yeah, yeah well this this is good I mean this is just the first one right and so tell me what are some other variables that we really need to look at if we want to 10x this.

[00:13:54] [SPEAKER_02]: Again I think you have to look at you know your market space what the problem is that you're trying to solve and what you are really really good at.

[00:14:07] [SPEAKER_02]: And like that venn diagram and that kind of circle in the middle that's where you need to focus a lot of your time and attention it's great and you know like.

[00:14:18] [SPEAKER_02]: You know I do a lot of work in marketing as well and you know marketing is about positioning yourself but you can't position yourself against the backing.

[00:14:26] [SPEAKER_02]: Yeah, like so you still need to know who your competitors are because your prospects will figure it out and your clients will figure it out and then you have to know again you have to contrast and compare to something.

[00:14:38] [SPEAKER_02]: So it's partly the 10x is what am I 10x against so some that is becoming more aware of you know what is it out there that other people are seeing.

[00:14:48] [SPEAKER_01]: Right are there any pitfalls that people fall into as they're trying to go through this process.

[00:14:53] [SPEAKER_02]: I think we give up to easily on like the two x i'm twice as good so that's good enough.

[00:14:59] [SPEAKER_02]: Yeah, I think it's really challenging ourselves to at least get to that five x like what is five times better look like in this marketplace around this pain point and sometimes you might even be doing a lot of it is just you got to tell people more.

[00:15:15] [SPEAKER_02]: And you got to show them right like my rule of thumb in sales and marketing is don't tell show.

[00:15:21] [SPEAKER_02]: Right, just showed demonstrate.

[00:15:25] [SPEAKER_01]: And so people will figure it out.

[00:15:27] [SPEAKER_01]: So give me an example of that what have you seen with somebody you worked with where they were able to show a prospect what you're talking about and it resulted favorably for them.

[00:15:35] [SPEAKER_02]: So I'll take another one so this 10x idea comes from a guy burn harness.

[00:15:39] [SPEAKER_02]: Yeah, it's got a couple books and burn talks about oh again we're probably talking 20 25 years ago but there was an Australian longcare company and again it was the sales process was the 10x factor.

[00:15:52] [SPEAKER_02]: So at that time if you'd quoted to longcare for someone you had to book an appointment with the homeowner you'd send someone out.

[00:16:00] [SPEAKER_02]: You know they took one of those rolling tapes and they went and they measured the whole property and then they went back to the office and they computed how much square feet it was and you know came up with a quote.

[00:16:11] [SPEAKER_02]: You know in that process might take three weeks.

[00:16:14] [SPEAKER_02]: There 10x insight was at that time the city they were in was starting to do detailed aerial photography of the city which many municipalities do.

[00:16:26] [SPEAKER_02]: And with that looking at an aerial view of a homeowner's property while they were on the phone they were able to get a fairly accurate measure of the lawn and it wasn't always perfect because they might not see some obstacles or some things that we're going to take more time.

[00:16:42] [SPEAKER_02]: But they decided that was worth the risk so they actually use that area of photography to do the estimate and give it to the person over the phone.

[00:16:50] [SPEAKER_02]: And they closed like 10 times more sales because it was immediate.

[00:16:57] [SPEAKER_02]: Yeah, so anyways it's again it's just another it's an industry where this is the way we've always done it and they were just innovative and creative about.

[00:17:06] [SPEAKER_02]: Well I mean actually there is a different way we could do it.

[00:17:09] [SPEAKER_01]: Yeah, what sounds like this is something that can apply to everybody.

[00:17:14] [SPEAKER_02]: Yeah I believe so yeah you know it's again we get stuck in our ways we get set in how we do things and I encourage listeners to really think through that whole process.

[00:17:28] [SPEAKER_02]: From delivery to how you show up to how the stories you tell.

[00:17:33] [SPEAKER_02]: To look for opportunities to again show up in a way that you know you may already be or you're just not showing people that you're ten times better than that right.

[00:17:43] [SPEAKER_01]: So tell me this tell me a story then if somebody that you've worked with someone that you've coached whether it's an entrepreneur or a high level sales professional you don't have to mention their name of course.

[00:17:52] [SPEAKER_01]: But what was your situation when they came to you what was the advice you gave them.

[00:17:58] [SPEAKER_01]: What did they do? What was a major inflection point where really started taking off and really accomplishing the goal and what was kind of the end result and you kind of give us that arc David.

[00:18:09] [SPEAKER_02]: Yeah simple one is a long time client of mine to young guys who in high school started if you teach your printing business.

[00:18:17] [SPEAKER_02]: And you know now they've built it into a Canada wide multi million dollar business with two production facilities when I've anchored one in Toronto and there's still really young guys.

[00:18:30] [SPEAKER_02]: Because we're a decade and maybe just a little decade in the tiny bit.

[00:18:34] [SPEAKER_02]: When they started the business you know they are just fanatical about their quality and nannical and they've built relationships with all the top brands of garments so 90 like anyone you can think of by end.

[00:18:50] [SPEAKER_02]: And I really challenged them on what they were charging like they were charging what the low cost low quality competitors charge and I really challenged on that and I think on their top products they did a 50 I think I did a 20% price increase and absolutely no change in volume.

[00:19:10] [SPEAKER_02]: No pushback from any of the prospects and obviously much better top line and there was no incremental cost doing this.

[00:19:19] [SPEAKER_02]: Yeah, right.

[00:19:19] [SPEAKER_02]: Just had to change the website so you know profits increased proportionally to the new prices and you know that was money that was just there for them because they already did all this like they were way they're way better quality than their competitors.

[00:19:35] [SPEAKER_02]: They're way better customer service than their competitors right like so again they were it's like they were doing all these things that made them at least for five times better than their competitors.

[00:19:47] [SPEAKER_02]: And they weren't but they weren't charging and appropriate like charge for the value I think that they were delivering.

[00:19:53] [SPEAKER_01]: So do you think was there anything where they had a big industry secret that they exposed or anything like that was there anything that they did that really kind of move the needle in terms of getting to results say wanted to.

[00:20:06] [SPEAKER_02]: No, I don't think.

[00:20:08] [SPEAKER_02]: I mean the other thing was they you know they have opened up to production facility so that could be closer to the client and reduce shipping costs for their clients.

[00:20:17] [SPEAKER_02]: I mean it was some major decision to do that and probably one of the few T-shirt printing businesses in Canada that have dual locations.

[00:20:25] [SPEAKER_02]: Yeah, and they're still exploring how they can exploit that to give them a higher competitive advantage.

[00:20:32] [SPEAKER_01]: Got it.

[00:20:32] [SPEAKER_01]: Okay, good and so tell us then if people can take the ideas you've mentioned and they're going to start working on this they really want to 10 exit.

[00:20:41] [SPEAKER_01]: And if you could put it in three action steps what would those three action steps be dated.

[00:20:46] [SPEAKER_02]: The first action step is you have to slow down stop what you're usually doing.

[00:20:51] [SPEAKER_02]: And like step back and look at this so nothing will happen if you don't take that action the second is I would ask you to really consider somehow involving someone else.

[00:21:05] [SPEAKER_02]: Maybe even someone outside of your business and maybe you don't even pay for it maybe just a mentor you can find or an expert in the industry.

[00:21:12] [SPEAKER_02]: Who can be a sounding board who can help you gain bigger perspective on where you fit and what your competitors are doing.

[00:21:21] [SPEAKER_02]: Yeah, and then the third action is to really understand like end and how people find you interact with you become prospects for you how you actually sell and deliver.

[00:21:35] [SPEAKER_02]: And you know anything you can glean from your competitors about that process.

[00:21:39] [SPEAKER_01]: Got it. Okay, good. And let me let me ask you about some of these I had some other questions for you.

[00:21:43] [SPEAKER_01]: Let's say somebody's listening to this and they want to really do some work and they take number one they're going to slow down.

[00:21:51] [SPEAKER_01]: They're stop what they're doing and they're going to step back and they're going to look at this.

[00:21:55] [SPEAKER_01]: What do you think they should do should they look at their internal protocols should they look at their customer lists.

[00:22:02] [SPEAKER_01]: What do you think they should really start and stopping what they're doing and looking at what their business is.

[00:22:07] [SPEAKER_02]: I would start with what have you got internally vis-a-vis your competitors like what documentation do you have. What do you know about your competitors.

[00:22:17] [SPEAKER_02]: What do you not don't know I'd probably start there because again, it's this whole idea you can't be 10x your competitors if you don't know who your competitors are and what they're doing.

[00:22:29] [SPEAKER_02]: So I'd start with the outside piece and then you know trying to understand where you can gain some insights from that to then work on the internal piece as to where you know you can start to make that.

[00:22:42] [SPEAKER_02]: Biggest difference, you know the other thing I do is a coach is trying to combine everyone that.

[00:22:48] [SPEAKER_02]: It might be in everything as an experiment.

[00:22:51] [SPEAKER_02]: Yeah, so go like you know even if you start really small try some experiments and I don't see like if experiments don't succeed or fail.

[00:23:01] [SPEAKER_02]: I mean they do like you have a theory if we do this you know we'll get more prospects or we'll get more leads or the be higher value.

[00:23:08] [SPEAKER_02]: But if you come out of that and it turns out your thesis was wrong so you didn't get the outcome you were hoping for.

[00:23:13] [SPEAKER_02]: I'm just learning it's like okay now I know more than I did before so what's the next experiment I need to take and just keep experimenting I think this is the thing we lose is that.

[00:23:25] [SPEAKER_02]: We stop experimenting we stop trying new things we just assume that what we're doing is perfect.

[00:23:30] [SPEAKER_02]: And this level of kind of in perspective challenging ourselves like how could we do things better different and what experiments could we run.

[00:23:39] [SPEAKER_02]: Like my client the t-shirt business like was very nervous the self-lawing was going to go way down when they increased their prices so.

[00:23:46] [SPEAKER_02]: The experiment was increased the prices and see what happened to the volume and the answer was no change but that's not what they were expecting.

[00:23:55] [SPEAKER_02]: Right I mean in that in that case the outcome was the desired outcome but if it it turned out you know that the volume started to go down well then we would have some different discussions we would have what things like what so.

[00:24:08] [SPEAKER_02]: You know maybe it was too big a leap like maybe there's still some value to be had but it's not as much as you thought so.

[00:24:14] [SPEAKER_02]: Like what's the next experiment so there are no failures they're just experimenting I think that's good and I'd even talk with my colleagues my own business about let's try a different type of voice.

[00:24:26] [SPEAKER_01]: And then we would have a different kind of a different type of outreach and then measure it let's do 20 of those and then let's see what the response is exactly.

[00:24:32] [SPEAKER_01]: You know what I've seen in our business and the recruiting industry it is hyper competitive.

[00:24:37] [SPEAKER_01]: And what used to do good work and make placements five years ago it's not like that anymore in terms of connect with people.

[00:24:44] [SPEAKER_01]: So you always have to be evolving and I think what you've shared with us today and even your book wind in your sales.

[00:24:51] [SPEAKER_01]: I think that's a good starting point for people to buy your book and to read through it because I really like the way you've structured it it's easy to read I learn things and reading your book and I'd highly recommend that.

[00:25:02] [SPEAKER_01]: And so that leads me to ask you this question David tell us about your business what do you have what do you do that you think could help our listeners and tell us a little bit about that will put all of your contact information on the show notes wherever anybody's listening to the podcast go to the show notes you'll be able to connect with David directly.

[00:25:19] [SPEAKER_02]: Thanks Scott, so I'm a 40 plus year entrepreneur.

[00:25:23] [SPEAKER_02]: And for just about the last decade I'd been an entrepreneurial coach.

[00:25:28] [SPEAKER_02]: So I work directly with entrepreneurs or entrepreneurs and their teams or with really high performing individuals often involved like in sales who are stuck or challenged or in a crisis.

[00:25:40] [SPEAKER_02]: And you know, I work with them to achieve the goals that you want in business and after we work for a while usually in life as well.

[00:25:48] [SPEAKER_02]: And I like to make it easy you know, it's always hard to tell whether you can work with the coach like me so I offer free one hour coaching call.

[00:25:57] [SPEAKER_02]: So if you're stuck on something you know book a call for with me and we'll go through it and you know my brand promise is if you spend that hour with me you'll have three ideas to accelerate your business in the next 90 days.

[00:26:11] [SPEAKER_02]: I've never had a failure on that brand promise so far and to make it easy if you just go to my website coach the jQuery or dot com that's coach the is some David json James.

[00:26:23] [SPEAKER_02]: Breard dot com top left corner is my phone number in my email address on every single page, you know just send me a message and let's something up let's set something up.

[00:26:35] [SPEAKER_02]: I would love to be able to help one of your listeners over whatever challenge they're facing.

[00:26:40] [SPEAKER_01]: Let's great David. Thank you for that and I appreciate your generosity of that to our listeners and also the generosity of your time for being here and sharing your wisdom with us today.

[00:26:49] [SPEAKER_01]: And like I said we're going to put all your contact info on the show notes and I'd love to have you back on the show and the future debut on a great job for us today.

[00:26:57] [SPEAKER_02]: Great thanks Scott really appreciate. Thank you.

[00:27:04] [SPEAKER_00]: Thank you for listening to the rain making podcast for more information about our recruiting services for international law firms.

[00:27:12] [SPEAKER_00]: Visit our website at attorneysearchgroup.com to inquire about having Scott speaker your next convention conference sales meeting or executive retreat visit the rainmaking podcast dot com.