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Speaker 1: This episode is brought to you by P and C Bank.

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Speaker 1: A lot of people think podcasts about work are boring,

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Speaker 1: and sure they definitely can be, but understanding of professionals

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Speaker 1: routine shows us how they achieve their success little by little,

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Speaker 1: day after day. It's like banking with P and C Bank.

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Speaker 1: It might seem boring to save, plan and make calculated

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Speaker 1: decisions with your bank, but keeping your money boring is

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Speaker 1: what helps you live a more happily fulfilled life. P

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Speaker 1: and C Bank Brilliantly Boring since eighteen sixty five. Brilliantly

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Speaker 1: Boring since eighteen sixty five is a service mark of

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Speaker 1: the PNC Financial Service Group, Inc. P and C Bank

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Speaker 1: National Association Member FDIC.

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Speaker 2: Even in my book, I wrote this part called one

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Speaker 2: hundred Dollars Off Days, where my goal is to build

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Speaker 2: my business on my off days, just my off days,

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Speaker 2: because I was working five days a week on my job,

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Speaker 2: two days a week on my dream. Every single day,

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Speaker 2: my goal is to go out and sell four T shirts.

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Speaker 2: I'm selling T shirts for twenty five dollars, so I'm

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Speaker 2: trying to sell four T shirts. I'm trying to make

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Speaker 2: one hundred dollars on each off day so my boy's like, nah,

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Speaker 2: you gotta grid man, you gotta work every single day.

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Speaker 2: I know myself, I'm low key lazy. I work hard

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Speaker 2: because I'm kind of lazy. I want to get to

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Speaker 2: a point where I gotta do nothing. Work smart. Yeah yeah,

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Speaker 2: I mean that's what lazy people said. Okay, yeah. My

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Speaker 2: goal is I'm focused on whatever happens throughout the week

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Speaker 2: is extra. But my goal is on my off days,

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Speaker 2: feel it will work. If I can put time into

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Speaker 2: my job, I can put time to my business. So

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Speaker 2: I started hitting these these hundred dollars each off day.

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Speaker 2: So I called my boss, like, Yo, can you only

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Speaker 2: put me on four days a week instead of five?

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Speaker 2: Because I knew if I could make two hundred dollars

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Speaker 2: on two off days, if I had three off days,

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Speaker 2: I can make three hundred. And that joint started to hit.

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Speaker 2: So long story short, by the time I quit my job,

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Speaker 2: I was like working a day a week. So I like,

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Speaker 2: so I teach people to transition out of their job.

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Speaker 2: Let's set these small goals and build from there.

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Speaker 3: So can you talk about that? Because that's important as

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Speaker 3: far as it's all about strategy in life. And it's

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Speaker 3: like you never just want to jump out the window

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Speaker 3: in anything. So can you break that down a little

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Speaker 3: bit to tree transition out of your job? I liked

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Speaker 3: that idea.

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Speaker 1: Was it, like I'm thinking myself, like, was there any

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Speaker 1: fear in that, like or how did that play on

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Speaker 1: your mind? Like I'm doing this, I'm out.

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Speaker 2: I don't know. It wasn't really. It wasn't really a

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Speaker 2: fear because it happened so gradually, you know what I mean.

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Speaker 2: It's like with this podcast, you drop one episode, then two,

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Speaker 2: then three, and it starts to build. So I'm trying

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Speaker 2: to make on my just two my goal is to

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Speaker 2: make two hundred dollars a week. If I can't sell

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Speaker 2: eight T shirts in seven days, you know what i mean. Like,

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Speaker 2: so it was it wasn't like a fear of, Oh

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Speaker 2: I got to go quit my job. That would be scary.

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Speaker 2: I'm just trying to make a couple more dollars to

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Speaker 2: like go to the club and hang out and put

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Speaker 2: something on a bottle. I still don't gonna buy it myself,

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Speaker 2: but I want to be a person that could chip in.

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Speaker 2: So it wasn't really a fear, especially because since I

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Speaker 2: was a kid, I've always been trying The hard part

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Speaker 2: was sticking when I'm only making two hundred dollars a week, like,

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Speaker 2: or sticking when I'm not really making any money. Instead

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Speaker 2: of saying, yo, you know what, I think I'm gona

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Speaker 2: try real estate because T shirts don't work. It was

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Speaker 2: just me. So the hard part was just staying in

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Speaker 2: my lane and you know, just stay in one course

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Speaker 2: for a while.

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Speaker 1: It goes back to your and I looked at you

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Speaker 1: your page The life cycle of a good idea. Yeah,

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Speaker 1: this sounds like the life everybody goes through it too,

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Speaker 1: you know what I mean, Like, can you break down

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Speaker 1: that process? Because I'm sure there's a lot of people

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Speaker 1: that have ideas and they make it to the first

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Speaker 1: age of excitement, but they never make it to the

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Speaker 1: last dage.

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Speaker 2: Oh never. So I came across this presentation. I was

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Speaker 2: on tour with ET twenty seventeen, and I think like

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Speaker 2: a few hours before I was supposed to turn in

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Speaker 2: my presentation, I just I was like, yo, I got it.

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Speaker 2: The life cycle of a good idea is excitement. Everybody

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Speaker 2: gets excited about the idea. But then you got to

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Speaker 2: move to evolution, where you got to start evolving the idea,

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Speaker 2: which is not as exciting as when you got the

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Speaker 2: ID and you get to tell everybody and you see

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Speaker 2: the vision. Yo, this goal was taking me out of

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Speaker 2: my job. So excitement, then evolution, then engagement. So after

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Speaker 2: you evolve it, you got to engage people. That gets

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Speaker 2: scary because you got actually approach people and make a.

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Speaker 1: Sale and try to buy in.

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Speaker 2: You got to get people to buy in. But then

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Speaker 2: with engagement comes resistance. You'll automatically have those people to say, yo,

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Speaker 2: I don't want to buy it, and then you have

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Speaker 2: to make a decision. And the decision is either get

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Speaker 2: excited about something else or move into expansion. But the

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Speaker 2: trick is taking each stage with you. So if you're

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Speaker 2: excited and you move to evolution, you got to be

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Speaker 2: excited while you're evolving the idea. And some people move

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Speaker 2: from evolution to engagement, but they stop evolving the content.

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Speaker 2: So once you start to hit resistance, if you're still

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Speaker 2: engaging people and evolving, you're asking people, Okay, why aren't

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Speaker 2: you buying this? Because you're still evolving it. You're still

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Speaker 2: trying to get better, meaning you're still engaging, you're assessitate,

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Speaker 2: you're assessinate, and then you make a decision to just

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Speaker 2: don't get excited about something else, fight through it, take

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Speaker 2: all that data, get re excited about the same concept,

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Speaker 2: retool it, keep engaging, go through the resistance. And then

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Speaker 2: you expand.

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Speaker 1: You said something important and Shotty comes from a sales background,

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Speaker 1: and you come from a sales background. You said A

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Speaker 1: sales starts when somebody says no.

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Speaker 2: Oh for sure.

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Speaker 1: In my mind, I'm like, yeah, somebody says no, it's

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Speaker 1: next to the next place. What's the importance of that, Like,

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Speaker 1: what's the philosophy bond.

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Speaker 3: That I mean?

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Speaker 2: When you go into a shoe store, obviously somebody comes

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Speaker 2: up to you and they're like, can I help you?

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Speaker 2: And you always say no, I'm good, Like we're trained

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Speaker 2: to say no. The actual set the game starts when

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Speaker 2: they say no first. So I was expecting, Yo, you

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Speaker 2: want to buy a T shirt? And they say no.

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Speaker 2: I'm like, all right, man, what I gotta go to

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Speaker 2: the next person. But then I realized that one of

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Speaker 2: my mentors said, YO, make them tell you no twice.

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Speaker 2: So I'm like, YO, would you like to make buy

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Speaker 2: this T shirt? And they say no, I'm good. I'm like, yo,

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Speaker 2: are you sure? Look at this? Like look at that

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Speaker 2: like this this this will be dope with your shoes.

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Speaker 2: And for some reason I started converting, like people like, oh,

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Speaker 2: all right, yeah, you're right, let me get it right

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Speaker 2: so now you know, fast forward. I was able to

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Speaker 2: leave the cheesecake factory and jump into the kios I

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Speaker 2: make you tell me no till you walk away, because yo,

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Speaker 2: I've converted on the third third sale, I mean the

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Speaker 2: third no, the fourth no. And sometimes people will buy

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Speaker 2: because they tired of you ask it and they know

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Speaker 2: you're not gonna let them go. Look I got all right, cool,

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Speaker 2: just give give me that one here ticket, you know

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Speaker 2: more than once?

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Speaker 3: Yeah, Now the sales is we talk about that a

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Speaker 3: few times on the podcast is something that most people

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Speaker 3: are extremely afraid of because nobody likes to talk to strangers.

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Speaker 3: Like we're conditioned as kids not to talk to strangers,

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Speaker 3: Like that's the first thing they tell you, don't talk

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Speaker 3: to strangers, and that carries over as an adult. And

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Speaker 3: it's like to walk up to somebody, especially try to

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Speaker 3: ask them to buy a product and to spend money

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Speaker 3: with you. It's like it's terrifying for most people. But

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Speaker 3: I always say, like, if you can actually sell, do sales.

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Speaker 3: I recommend anybody that wants to be in business to

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Speaker 3: do at least one year of sales selling something. I

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Speaker 3: don't care whether it's life insurance, whether it's knives, whether

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Speaker 3: it's cell phone cases. You gotta be able to sell

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Speaker 3: something because if you could sell something a it takes

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Speaker 3: a fear away and you'll realize that the worst thing

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Speaker 3: in the world is not a no. Right. It's not

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Speaker 3: like people say no, you're still living like you know

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Speaker 3: what I mean. It's like you got to develop sticks

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Speaker 3: then to be an entrepreneur.

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Speaker 2: Yeah, I got to clients shuts out of my man

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Speaker 2: saying came on our coaching call. I have a call

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Speaker 2: in the mornings, and he said, man, how do I

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Speaker 2: take my business to the next level? And my costume

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Speaker 2: was like, Yo, how many people do you ask to

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Speaker 2: buy your service? He said, man, not that many. I said, YO,

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Speaker 2: give me a number, like, how many people do you

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Speaker 2: actually ask? He said, well, I do, not a whole lot. Bro,

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Speaker 2: how many did you asked yesterday? He said none. I said,

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Speaker 2: that's the problem. So this is what I want you

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Speaker 2: to do. Because he's afraid to ask for the sale,

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Speaker 2: I said, or he's afraid to attend. He's afraid to

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Speaker 2: get into sales. But what I told him was, I

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Speaker 2: just want you to ask three people a day. That's

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Speaker 2: your goal. I don't care whether you buy or not,

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Speaker 2: because the pressure is in their answer. But if you

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Speaker 2: condition your mind and say, yo, my goal is not

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Speaker 2: to make a sale. My goal is to just ask

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Speaker 2: five people every day. So I can go to the

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Speaker 2: store and say, yo, I don't want to bother you.

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Speaker 2: My coach, make me do this. Would you like to

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Speaker 2: buy his T shirt? Okay, that's one. Hey mom, I

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Speaker 2: know I ain't talked to you a little while. I

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Speaker 2: never I've asked. I never like try to sell you anything.

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Speaker 2: But let me get my number out. And if you

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Speaker 2: can start to get your number out three sales, five,

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Speaker 2: just make five calls. Make your goal. Make your goal

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Speaker 2: of the work, not the reward, because the reward is

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Speaker 2: scary because if you don't get it, you're disappointed. But

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Speaker 2: what you can't control is the work. That's the only

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Speaker 2: thing control.

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Speaker 1: So there it's like a fine line between persistence and annoyance,

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Speaker 1: because I could imagine like yo, get this, get this,

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Speaker 1: get this, and it's like all right, is there a

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Speaker 1: fine line there.

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Speaker 2: To make a sell. You gotta be kind of annoying

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Speaker 2: a little bit, Okay, I mean at the end of

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Speaker 2: the day, you got to ask curtain people. It's going

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Speaker 2: to be somebody you want to get on the podcast.

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Speaker 2: They say no, next time you're seeing them, you need

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Speaker 2: to ask them again. It's only our inside. We feel

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Speaker 2: like we're being annoying. But sometimes people just forget or

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Speaker 2: And I learned this at the cheesecake factory. So dope

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Speaker 2: people want to they want to eat cheesecake, but they

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Speaker 2: want you to convince them. They want to do it.

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Speaker 2: But the right thing to say is no because it's

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Speaker 2: high in fact calories. But they really want me to ask.

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Speaker 2: They really want me to convince. They feel good strong

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Speaker 2: will because they're saying no because they're on the diet.

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Speaker 1: You we got this new one.

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Speaker 2: They'd be happy when I convince them no.

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Speaker 3: It's the no thing is extremely important, and it's important

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Speaker 3: for people to understand how to take things personal. And

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Speaker 3: you know, I just living in New York. I was

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Speaker 3: on the subway years ago and I just did like

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Speaker 3: an observation. It's like people, this guy's handing out like

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Speaker 3: free newspaper. They're free to any anybody. That's like coming

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Speaker 3: through the turnstile and every single person was like no,

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Speaker 3: I'm going to look. They was just and I'm thinking

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Speaker 3: to myself, like it's free. It's a free newspaper. Why

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Speaker 3: not take it? But it's like they're just conditioned that

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Speaker 3: he's trying to sell me. He's not even trying to sell,

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Speaker 3: it's giving it away and it's like no, it's like

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Speaker 3: the same thing. It's like a pretty girl, like you

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Speaker 3: might want to dance with a pretty girl before you

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Speaker 3: even she's like no. It was like you didn't even

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Speaker 3: look at me. But she's just used. She's conditioned to

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Speaker 3: say no. So I say, I have to say like

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Speaker 3: people in general are conditioned to say no, So peeling

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Speaker 3: back that layer and saying like, well, why it's free,

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Speaker 3: it's a free newspaper, and you don't won't take it.

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Speaker 2: I mean like, let me get the Knowe out of

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Speaker 2: the West.

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Speaker 3: And you're not going to convince everybody, but some people

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Speaker 3: once you just get that first layer, Like if you

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Speaker 3: can get past that first layer, it's like a home

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Speaker 3: run after that. Yeah.

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Speaker 2: I think how you how you do anything, is how

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Speaker 2: you do everything. So if if you're attempting to make

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Speaker 2: a sale and they say no. If you're working on

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Speaker 2: a product and you just can't figure it out, like

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Speaker 2: these mics, you just couldn't figure out how to get

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Speaker 2: it working, you'll probably stop at that too and just

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Speaker 2: get another mic. Right, But once you develop a certain

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Speaker 2: a certain level of persistence, once you develop that trade,

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Speaker 2: that carries to everything, you know what I mean, Like,

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Speaker 2: if you can be if you can be persistent in

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Speaker 2: a in a sales transaction, you could be persistent in

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Speaker 2: getting that person interested enough enough to date you or

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Speaker 2: trying to close that deal. I believe how you do anything,

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Speaker 2: it's how you do everything.

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Speaker 1: So you sound like you're gonna be the w hoolet

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Speaker 1: on Bachelor Man.

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Speaker 3: So what are some steps? Like you said you coach

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Speaker 3: people to become entrepreneurs in nine to five steps. I'm

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Speaker 3: sure there's a lot of people that may listen to

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Speaker 3: this podcast that have nine to five jobs and want

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Speaker 3: to become entrepreneurs. Like, what are some practical steps that

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Speaker 3: people can take?

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Speaker 2: I think the first step is just set a goal,

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Speaker 2: and I don't care what the goal is. Ideally, if

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Speaker 2: you're new in entrepreneurship, you don't want to set a

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Speaker 2: sales goal or a reward goal. You want to set

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Speaker 2: a work goal. So your work goal might be starting

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Speaker 2: out from six to seven, every single day, I'm going

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Speaker 2: to work on this product or this project, whatever it

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Speaker 2: is I'm doing from six to seven. If you got

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Speaker 2: a podcast, from six to seven, I'm reaching out to

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Speaker 2: people to be on my I don't care what they say.

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Speaker 2: Their answer doesn't have anything to do with me, but

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Speaker 2: for me to hit my goal from six to seven.

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Speaker 2: Because that works on consistency, you get more comfortable reaching

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Speaker 2: out and you're putting a whole bunch of people in

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Speaker 2: your pipeline for this particular scenario against what podcasting. But

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Speaker 2: the first step is to set a consistent goal that

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Speaker 2: you can hit because you can't control if somebody buys

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Speaker 2: or not, you know what I mean. So I think

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Speaker 2: the first step is if you have a business, you

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Speaker 2: set some work goals, and out of those work goals,

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Speaker 2: if you get comfortable in that long enough, then you

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Speaker 2: set some small reward goals and you just do that consistently.

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Speaker 2: My goal is to sell one a day, whatever the

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Speaker 2: product is, Let me just sell one a day, and

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Speaker 2: you do that often enough, you'll get tired of that.

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Speaker 3: Now, you know what I'm glad you said that, because

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Speaker 3: that's something that I learned early on in business when

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Speaker 3: I was first came into business, right, and I learned

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Speaker 3: that you can't. People make the mistake all the time

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Speaker 3: because they say, Okay, I want to make a hundred

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Speaker 3: thousand dollars, and in order to do that, I need

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Speaker 3: to make two thousand dollars a week, right, And it's like, Okay,

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Speaker 3: I'm gonna make two thousand dollars a week. I'm not

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Speaker 3: gonna work two weeks out the year. So if I

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Speaker 3: make two thousand and fifty weeks, I make a hundred

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Speaker 3: thousand dollars. But that's not really an attainable goal because

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Speaker 3: it's like, what does it take to make two thousand

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Speaker 3: dollars a week?

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Speaker 1: Right?

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Speaker 2: You don't know, I've never done it.

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Speaker 3: So it's like, if you're selling a product, right, you

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Speaker 3: might say, Okay, I need to sell ten of these

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Speaker 3: whatever they are in order to make two thousand. But

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Speaker 3: even saying all right, I'm gonna sell ten products, that's

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Speaker 3: really not a good goal because how are you going

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Speaker 3: to sell ten products? You got to dig deeper this, Okay.

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Speaker 3: In order to sell ten products, I know I need

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Speaker 3: to speak to one hundred people. So the goal is

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Speaker 3: not to sell ten products. The goal is to speak

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Speaker 3: to one hundred people. So now get down even deeper

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Speaker 3: and it's like, Okay, well, how do I speak to

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Speaker 3: one hundred people. I need to get twenty five referrals.

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Speaker 3: I need to go to five networking events. I need

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Speaker 3: to cold call one hundred people. That's the formula for

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Speaker 3: me to speak. My goal is to if I speak

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Speaker 3: to one hundred people, I'm going to sell ten products.

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Speaker 3: I'm going to make two thousands. But a lot of

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Speaker 3: times people do it backwards. They say I'm gonna make

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Speaker 3: two thousand. They get frustrated because it's June and they

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Speaker 3: haven't made any money, and it's like they just quit. Yeah.

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Speaker 2: The question is like, how long did you think it

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Speaker 2: was gonna take to be successful.

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Speaker 1: Earners? What's up? You ever walk into a small business

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Speaker 1: and everything just works, like the checkout is fast, their

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Speaker 1: seats are digital, tipping is a breeze, and you're out

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Speaker 1: the door before the line even builds. Odds are they're

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Speaker 1: using Square. We love supporting businesses that run on Square

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Speaker 1: because it just feels seamless, whether it's a local coffee shop,

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Speaker 1: a vendor at a pop up market, or even one

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Speaker 1: of our merch partners. Square makes it easy for them

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Speaker 1: to take payments, manage inventory, and run their business with confidence,

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Speaker 1: all from one simple system. One of the things we

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Speaker 1: love most is seeing neighborhood businesses level up. Business West

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Speaker 1: Indian spired writing our community that started with a small

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Speaker 1: takeout counter. Now with Square they've been able to expand

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Speaker 1: into a full sit down restaurant and even started catering

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Speaker 1: events across the city. That's the kind of growth that

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Speaker 1: inspires us, and it's powered by Square. Square is built

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Speaker 1: for all types of businesses, from the corner bagel shop

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Speaker 1: that turned into a local chain, to the specialty market

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Speaker 1: with thousands of unique items, to the stylist who's been

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Speaker 1: holding you down for years. If you're a business owner

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Speaker 1: or even just thinking about launching something soon, Square is

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Speaker 1: hands down one of the best tools out there to

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Speaker 1: help you start, run, and grow. It's not just about payments,

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Speaker 1: it's about giving you time back so you can focus

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Speaker 1: on what matters most ready. To see how Square can

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Speaker 1: transform your business, visit Square dot com, backslash, go backslash

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Speaker 1: eyl to learn more that Square dot com, backslash go

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Speaker 1: backslash EYL, don't wait, don't hesitate. Let's square handle the

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Speaker 1: back end so you can keep pushing your vision forward