BUILDING REAL CONFIDENCE | Episode 4 with Meny Hoffman & Pinchus Shiff

Welcome to the Let's Talk Business podcast, a project of the PEX Group. Gain valuable, actionable ideas from the world's top business leaders to help you take the next step in your business journey. And now, here is your host, Manny Hoffman. >> Good morning. >> Ready for another episode? >> Episode number four. >> Let me get into my zone. You know what? I'm in the zone already. >> Comfortable with the chair, the mic. >> I don't think I'll ever be comfortable. I think every single person has a damage in their brain where the our brain is designed to identify danger, right? >> And what ends up happening is certain areas in your certain places or certain situations where your brain identifies danger. And it's not always logical. It's a subconscious. So for me, being on camera on stage, my brain identifies it as danger. It's like, hey, you're on camera. People will watch it. People will judge you. So it's a fear of judgment. I spoke with my partner about this last week. Someone said he has a fear of failure and hes you know my pattern um claimed that fear of failure doesn't exist. Okay. You fail in what? >> Mhm. >> It's the fear of judgment or fear of pain. >> Yeah. You remind me I I once spoke to a person that invested a lot of time and energy and money not only his own in in a venture and ended up it was at the last stages almost by you know collapsing and he was in my office he was actually started crying and I said what's the crying it's a business you put in a lot of um you know um work the end of the day it's not working out it's it's just it's a numbers game and he told me that um I feel like a failure And I think that's the first time it hit me and I responded. Hashem gave me like the right words. I said, "You're not a failure. The venture failed." >> And he says, "What do you mean?" He says, "How many people ended up being very successful and they could go back, they tried this, they dabbled in this, they did, you know, all kinds of different things. End of the day, it wasn't it wasn't Bashit. Obviously, we believe this wasn't for you and ultimately they made it in the I think even deeper. I think every successful person that I know has a whole bag of failures. Yes. Not failures. Let's say your way of failed ventures. >> Now, now I I want to just for the for for for the conversation because I don't want people to take this out of context because I've shared this I've shared this in the past where people said, "Oh, so I have a pass to do stupid things in business because the venture failed. I didn't fail. So let's say I don't want you to take it out of context that what I mean with that is that you could be reckless and you could do stupid things and go into business without the idea of it is that if you did everything right according to the books, you had a plan, it just didn't work out. It doesn't it's not um a death sentence for you that you can be successful. The venture failed. You have to pick yourself up, learn from what what just happened, try not to make the same mistakes again, and find the next venture. >> I'd love to talk about it on the episode. >> Sure. >> What is the topic? What is today's topic? Many >> ready for episode four. >> I think so. >> Say yes or yes. >> A lot of people asked me if I was prepared, which like the first point they think the first point was and I'm like I have I don't want to know the topic until we get here conversation. >> It's just annoying. and and not only that even if you use scripted the conversation is uh goes free floating like which means is questions come up and so on and so forth. >> What is today's topic? >> Before I get to the um today's topic I I do want to address a couple of points that I heard from people that listen to the our conversation. Um, first of all, people felt very very uh um that is authentic conversation about about sales and they felt at home like I can't I can't count how many conversations or or texts or emails I got that I felt they spoke about me like um and I I was trying to to to to dissect the the feedback I got is you know like entrepreneurship it's very lonely at the top sales has a certain loneliness to it. >> People think no one understands their structure. >> Exactly. So what ends up happening is they starting to listen to conversation. One, you know, now it's episode four already, but the first three episodes, wait a minute, this is also a challenge other people have. This is also something that I that people are, you know, constantly doubting if they're in the right career, the right industry >> resonates with them. >> Resonates very well. So I think >> it says pop. You ever heard that one? >> Yeah. >> Pop when you resonate with something. >> Yeah. So, I'm very happy and also um the challenge with the feedback is that people keep on sending us um at least me all kinds of topics that we didn't cover yet. So, we're going to be recing a couple of additional episodes, but >> pricing was a big one. >> Pricing is a big big one. I think one which I actually plan to address later on. We'll see when we get to it. Um which is the support system of a business owner. Instead of only speaking to the salespeople, the business owner reached out to me. I'm hiring new salespeople constantly. Give me some advice like how I could be best prepared for >> episode two. That's the feedback I got from most business owners that episode two was literally relatable to them. >> Yeah. Episode first um one as well because because episode one is it's you have a huge you know a big population of qual looking for the first job >> or they're probably in the first 12 to 18 months of their first job in sales and they question >> business owners. that like is this my the good industry? Am I in a good space? So, it wasn't that. But the second was really good for business owners. >> So, let's dive into the conversation. So, today's conversation, okay, >> is a very heavy conversation and and I need to ask you for a favor. >> You're going to give me the insight of you as a salesperson and you're going to give me the insight of you as a sales manager, how you're actually addressing your team that has those challenges. >> What is it? >> It's building confidence and being able to sell. Okay, >> we'll talk about rejection, getting the nose and how many nos is too much for a day and and also your identity and this is part of it because it go you know some people feel that I'm the service I because I'm the salesperson I'm the service of the >> exactly so how do you balance the confidence on the product and the service with you as as an individual could you separate yourself or not these are all topics that I prepared somewhat but but originally when we when I outlined the different things we want to cover, but I got tremendous amount of feedback. These are the places where people and I need the most courage. >> I'm happy you didn't tell me before. >> My mind is like racing now like what do I have to say? >> I think it's better like and that's why I like not knowing the topic beforehand. So, let's go. >> Then we could just dive in. >> So, let's go. So, so, so a couple of Okay. Disclaimer. Okay. Sure. One guy sent me a message yesterday >> and he said thank you for episode I think one I quit my job yesterday um I took it as a responsibility but from the other end maybe it's for the good I don't but I think I mentioned that I want to we did talk about it take an outside perspective before taking dress like before doing anything crazy >> it's so easy to blame everyone the industry the support system or whatever only an outsider take at least two and people that really care for you A lot of people were just reckless about giving you advice. >> And I I'll just add on that because I've also sat with a couple of of of sales people since. >> How many calls and messages did you get the last few weeks? >> This episode of the Let's Talk Business podcast is sponsored by Flow Digital and Pipe Drive. Sales is the lifeblood of every business. No sales means no revenue and no business. So, if you are a business owner or in sales, you already know how important it is to have a proper CRM. 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As one of the top Pipe Drive experts, Flow Digital builds automation and AI powered workflows that handle the busy work. Piperive becomes one of your most powerful tools for your salespeople. As a listener to the show, you can sign up for a free Piperive trial at flow.digitalb digitalb where you'll get a 45day trial of pipe drive plus you'll be able to get a 45minute consultation to get your CRM set up the right way. Once again that's flow.digitalttb. So you get the best of both worlds. You get the easiest CRM out there which is Pipe Drive and you get Flow Digital to help you set it up. Remember, your business and your sales team will always thank you for setting the right system so they could focus on closing more sales. >> How many calls and messages do you get the last few weeks? >> I get a lot. I get a lot. And in the last couple of years in general, um it's just, you know, once upon a time you weren't as accessible. People were trying to get your email address. Today with WhatsApp and different groups, you just your names are just exposed. Your phone number is exposed. And >> I tend to respond to every single message. >> I try and and and and my personal mission I'm not sure you were you ever in my office >> never >> okay in my office on my wall is my personal mission is I believe every person should be given the opportunity to succeed in life and sometimes all that person needs that 15 minutes that half an hour of clarity and I try to you know to to do to do it when I can um there's a forestein that the same way that you give sudoka and you give master of your money there is a of giving master of your Wow. >> And so I try to do it. It's not always the biggest form of is helping someone get their own sh. >> So I I want to so I want to I want to just um chime in on what you said about people listening to our conversation and making drastic moves. Another piece to it is that sometimes you know you know when it comes to marriage people say you know what will my second uh wife be better or husband? At least this one I know already. My challenges, my problems. Sometimes you have an issue with sales. You really have to make sure that those issues are solvable in another company or something else you do. Sometimes at least you know your challenges and you know the challenges with the industry, you know the challenges with the business and maybe it's not your first reaction shouldn't be I just heard it. Maybe I'm the wrong industry. Just move because you're going to start all over again and you might have other challenges >> everything and not even solve the problems. >> Beautiful. So, so let's start about confidence. >> Like what you said, I personally believe every single person got the tools to succeed in life. They just have to use it. >> Absolutely. >> And don't be afraid to ask for advice and for help. >> Sure. >> And you know what I respect? Sometimes I get busy, I don't respond. People follow up. Gentle. >> We never say just following up. >> Okay. I'm going to say something, but maybe I'll I'll have the editor take it out afterwards. Okay. Sometimes I do it deliberately when somebody will reach out to me and I'll tell them that you know I'll have some time on Sunday and that's my first test. If Sunday morning comes >> if they'll send me a message I'm following up will you have time for me today? >> Every single person applying for a job I'll probably give them the run around one or two times >> because if they don't have what it takes to follow one more time it's either they're not interested or they don't have the skill to follow and and be focused. beautiful confidence >> as a >> nobody gets born with confidence. Uh it's something that it's something that you need in order to be able to be successful. >> Um in order to be able to cons be consistent, you know, in order to be able to follow up when you doubt yourself. Should I follow up again or not? How did you deal with confidence? Are you a confidence person? Were you always a confidence person? >> Wow. We're going personal today. for every vulnerability of your side. I'll give you two. >> No worry. Ask me the questions. >> I'll definitely Okay. Um, so first of all, the says every single person is born with a how do you say the a clinched uh fist. >> Yeah. >> Does that make sense? >> Yeah. Sure. >> They think they own the world. So I don't think people are born without confidence. They're born overconfident and then life throws them off. And that's how it's meant to be. Um I don't want to go there, but trauma is designed to help us shape our lives. And every single person has I have this great friend of mine. He's almost 50. He says, "Do you think every single person has trauma?" I said, "Sure. You want to put your hands in hot water?" "No, you're traumatized of hot water." So trauma faces trauma is basically the trauma we face is shaping who we become, who we are, and what we're afraid of. when I told you I'm afraid um to go on public stage or sometimes even when we start recording a podcast the second it's there's like lights, camera and action and I just freeze and my heart starts racing and it's very common. I think most people especially in the highish communities have states right there's so much to lose there's so much judgment in a good way and in a bad way I don't care um that we're in protection mode so every single person is born confident perfect let's call it and then they face life and reality throws them off and cause a certain traumas and that's what shapes every single person's personality now it's all debate if people are born with certain it's but the fact is situations will shape you and obviously every single person gets affected differently. We're we all have trauma. I have this great friend of mine you know he's 50 said do you think every single person has trauma? Of course. Put your hands in hot water. You'll get burned. Are you afraid? It's like of course that's trauma. Okay. Trauma is basically our brain telling us this is some this is okay. Walking the street when it's green it's a trauma. Your parents yelled at you for doing that. That's okay. So we all have trauma. The trauma of getting rejected in certain places, the trauma of not getting enough love, whatever your trauma is will keep will start getting into your head and then your brain will start telling you this is a danger zone. So for example, me when I see the camera, lights, camera, action, I freeze. Why? My brain identifies it as d as danger. And you can explain me a hundred times that it's nothing. I've done this so many times. It's still a subconscious that hopefully one day will just leave. I think that's what most people miss. They think they have to be comfortable doing the cold call. I just say my heart my heart will race. I'll be nervous. I'll be anxious. I'll still make the call. I'm not comfortable being on camera. I'll be here uncomfortable and I've been on stage many times with two 300 people and I had a panic attack throughout the entire time >> and it's all right. Nothing happened. I still said what I wanted to say. Just do the action. Okay. That's you're afraid to walk into this prospect. >> Okay. So, so just just to make sure I understood what you're mentioning is that regardless of the confident level, do the action regardless. >> Correct. >> Okay. >> Manny, there's something that frightens you in your business that every time you do it, it's still something you're scared of. >> Negotiation on a proposal. >> Okay. You still do it? >> Some of the proposals. Yes. >> Sometimes you escape when you're afraid. >> No, I mean on that part, no. So, obviously I have a team that does business development, but larger proposals, larger relationships. I'll be at that. And you still do it? >> Of course. >> Why don't you chickenen out? Why don't you say, "Hey, I'm afraid someone else do it." >> So, I once heard, you mentioned before, cold calls. And and in if you speak to salespeople, um they'll say, "I like cold calls. I don't like it's not ice cream. If you like it, I like vanilla. I like chocolate." Sometimes you got to do what you got to do. Whatever it takes. I have a a picture of me literally literally the first year of my business that I had I I didn't even have my own office and um and I used to use somebody else's office like here and there like to to um to respond to emails and stuff like that and at one point I needed to send and merge the email. I sat on the floor with the computer and he took a picture and he put whatever it takes and he sent it to me and it became like almost my poster picture like for forakes whatever it takes this is what you need to do. You got to do it. It's uncomfortable but guess what? You have to do the uncomfortable as well. >> 100%. I We'll talk about boundaries, I guess, on one of the episodes. But I I made myself a mission until we have thousand clients, I'll do whatever it takes to get them. And I woke up once 3:00 in the because a client was in Israel to set up an account. >> I wouldn't do it today. Okay? It's okay for sales people to have >> boundaries. It's a good >> It's okay to have boundaries. You should have boundaries. You don't have to respond to every email 10 o'clock at night. I have this guy, he's responds, I posted a status about doing whatever it takes. And the guy responds, "A client just sent me this email. I'm crazy. Should I respond? I said, let's put the client to the side. Okay, you're watching status. You have the time to respond to me, but to your client who pays your bills, you won't respond. Give me the logic. So, it's okay if you say, "I need to watch status for half an hour a day, and I won't respond to anything." But why the entitlement? >> There is there is a logic behind it. There is logic and I can explain because I I I I've been in the same sometimes making decision >> because client has expectations. If you train them three times that that's expectation that you respond immediately. The fourth time you're not responding. They're think what's going on? You have another client that's more valuable than me. Why are you not responding? Let's I give you an example. throughout my my my I would say the last 15 years I have a partner in my business as well and he's been way more the customer um customerf facing person at customer service on certain parts of our business. Yeah. He when people will reach out to him they expect him to pick up the phone like immediately or will call him back within the 15 minutes, half an hour, hour like max. Yeah. If not they'll send him another email like what's going on. When I the same customer calls me, they'll say, "Let me know when you have a few minutes to discuss or let me know when you have a few minutes to schedule a call." >> Time it takes. >> No, they also know, but but they know that I'll call them back. I will respond. I'm not neglecting a single message, but sometimes there's a delay because I'm sitting in a meeting. I'm recording now podcast, you know, it takes time. I I my phones are shut. But but so that there is logic behind it, training the people because it's very hard to turn turn it back once you train the people. And it's a huge difference if you are the first responder to give service for a customer. And it might be an emergency. It might be a rush versus somebody that's a different position that I got the support ticket. I'll look into it. It's not a a 911 emergency. It might be urgent but not It might be important but not urgent. You know that difference. Customer service. Sometimes it's urgent. I need to know if you could ship it today. So if you can't ship it today, I need to call somebody else. >> Correct. So, >> I want to make a couple distinctions and to be honest, I don't have the clear picture in my head. I'll just share thoughts and let's work it out together. Okay. >> Number one, you're allowed to set boundaries the first day of your job. >> Sure. >> Agreed. >> Yeah. >> Number two, whatever it takes to get business and to get started. No entitlement. >> 100%. >> So, where is the distinction? So, I think if you have a you have a I need a half an hour status. No problem. That's your boundary. >> Don't come and cry to me. Okay, if you have your from day one all your boundaries and then clients don't come to you, don't don't don't complain. Okay, I really believe I went to Y Combinator school. One of the lessons that I really followed is do things that don't scale. It's the complete opposite of boundaries. >> I think it could coexist >> because that's a startup mode and that's what that's exactly what they they need to teach because that's what that's correct that they need if you want to be a startup founder. Correct. The same as if when you go into sales, what is going to take you from zero to success? You're going to have to do certain things that you won't be able to do. For example, for me, what thousand clients was my first milestone. >> I did whatever it took to get to thousand clients. >> Whatever it takes. >> Of course, my clients can't expect X, Y, and Z. And then thousand clients, I have different rules now. And if yeah, you have to communicate it. So, I didn't train them to anything, but I would This guy had a sign. This guy that wanted to on board 3:00 in the AM. He's never going to on board again. >> He just said, "I'm in Israel. It's convenient for me. Would you do that?" >> Yes. >> Mhm. So, >> I'm allowed to say no next time. >> So, so, so let me let me tell you about boundaries. I think I think um I have a word they use a lot, which is non-negotiable. Yeah. If you're you're a person that has a big family and you take a nineto-five job and for you a non-negotiable is five o'clock you have to leave the office. Yeah. that that doesn't but 9 to5 you're hustling and doing whatever it takes for you you created that boundary the non-negotiable boundary for whatever reason makes sense for you or a person says I like to learn in the morning and hook up a crook I don't pick up any >> I have a friend that reads a book he took his first job the company I worked for he made a deal I think from 1:30 to 2 he reads a book every single day and he would read a lot of books >> so so so non-negotiable that doesn't so I I call boundaries non-negotiable if you created yourself a non-negot socialable. Yeah, you are you you create your destiny in terms of what you want your day to look like, who you want to deal with. Now, some clients would appreciate it, some clients won't. So, you made a decision. Those clients that don't appreciate it are not your client. >> So, don't cry if they don't come to you. >> Correct. There's difference and this is something that if people listen to this and take it out of context, I want to make sure that's clear and I think you mentioned it before and I just want to uh reiterate that point. A startup mode is different because startup mode whatever it takes a lot of the non-negotiable don't exist and we're not >> I still have my non-negotiables >> correct but a lot of them and then there's nice to haves correct it's nice to have peace after six o'clock >> by the way by the way I I always tell people when they want to go into sales or any career any type of job I said create your list with your perfect job the ideal job with all the bells and whistles and then circle around the non-negotiables >> beautiful >> because you're not going to find the for a perfect job that has everything. But the non-negotiables, you could not don't settle for any of the non-negotiables. We're going to be miserable because that non-negot you created that non-negotiable for you. >> However, I will I don't think it's time now because I want to get back on topic, but but obviously um this is going I like where the conversation is going because we didn't a lot of it also depends now in work life balance. It's a whole back and forth about work life balance. I have my mahal what I feel about work life balance. Some of that is, >> you know, my work life balance. I always work and I always live. Oh, >> I'm kidding. I don't always work, but I tried to always live. >> Correct. And so, so, so now you have to let me explain my work life balance. Okay. >> Work life balance. You know, I remember years ago we did for for um Royal Wine the Janess campaign which was perfectly balanced. >> Perfectly balanced. It's your word. >> It's part of the campaign at that time. I don't not my personally, my team. And >> I used that as a reference last week. So I say so when I when people ask me what's your take on work life balance I always say the only the only my take on work life balance only exists on that ad in in real life it doesn't >> doesn't why because there are times your business needs you way more out of balance because you're startup mode or sometimes your family you're going through something in family or or even a good happy moment you want to be there for your kids you want to be there for your spouse so then you tell your business I have to deal with this Now I'm going to take it easy because I'm dealing with this or I want to take some extra days off in my business for my personal life. So work life balance means that you are conscious of who needs you most at the time and you make sure the other party knows what's happening and that and I could tell you I'm going back when my kids were younger and I worked very hard. Today I'm able to have a team. I'm able to to structure my day a little bit different than I used to. But when I was in startup mode, I had times or let's say we did the let's talk summit business conferences. The last few days it's pretty hectic. They don't the family doesn't see you. I would sit down with my family. I would tell them that Tati is making an event next week, Tuesday. >> The next few days I'm not going to be around. >> You set expectations. >> But a week later, one night I'm taking a day off and we'll go for a family vacation or whatever it is. You know what it does? One time I'm going to go back. One of my younger child um woke up the next morning of the event. I came home very late. The next morning, Taty, how was the event? You know, it actually I I became very emotional because I connected how the kid knew the last few days I'm busy with an event to connect >> and he didn't feel neglected, not cared for, not loved enough. I think a lot of the work life balance that you see now in public are people shaming people like for for you know um doing all work or all balance all um family whatever it is is because they don't share with the rest of the team. So all of a sudden you're a business owner, you're struggling to make ends meet and to cover the month and all of a sudden he's not here for five days. His his own people say what's going on like he's not committed to the business >> for his business. Why should I care? >> But if you have that communication with your team that I need you to you know to cover for me a little bit >> through XY and Z this is beautiful. >> Yeah. >> Confidence communication. Let's go back to confidence. >> Yeah. Because I'll tell you why. Because because people use this sometimes as an excuse. I I cannot be successful because I I lack of self-confidence. >> You want me to say it? >> Yeah. >> Want to say it together? Are you perfectly confident the way you wanted to be or you want to be >> depending on which which what's what what state? If I have to present for 5,000 people, my confident level goes down. If I have to present to five people, >> it's not perfect. I don't think anyone is perfect. >> Nothing in the there's no schlimist in this world. >> 100%. But some people are are better than others. >> Yeah. >> There's confidence and then there's self-esteem. Okay. Confidence is, hey, I've done three podcasts, four podcasts. I can do number five. Okay, that's easy. Self-esteem is, I think, you know where you really see it? The people who believe they can do stuff even if they've never done it. That's real self-esteem. So, for example, can you do a podcast? I don't see why not. >> That's self-esteem. So, first of all, when you feel you're lacking something, try to make that distinction. Is it confidence or is it self-esteem? Do I not believe that I can do this exact task? For example, it totally makes sense if you're selling for the first time a certain product that you don't have confidence yet. Why? Because you don't know the product. You don't know if the client wants it. We'll talk about how you do it and how you execute it. But it totally makes sense. But if you have a self-esteem problem, you want to work on that. Saying I'm worth some people do it. They say every morning to the mirror, I'm perfect. I'm not a big fan of doing anything extreme. I know people that do what do you call it? uh >> breath work. >> No, saying things to themselves. >> I was once added to affirmations. >> Yeah. >> I was once added to affirmation group and people would leave voice notes. I'm like affirmations. First of all, it's to yourself, but you don't have to be Yeshin. Okay. You could just be good, good enough. No matter what, I'm perfect. So, first of all, see if it's a confidence problem, which totally makes sense. Make the distinction. I'm not comfortable selling this product yet. I'll I'll have five clients. I'll be more comfortable. It's it's a problem that will pass. If it's self-esteem, that's more work. Okay. >> Is there anything a person could do um like as a as a um you know if if they feel they're low in self-esteem to to improve on that that you have seen working. >> Sure. A lot. People do breath work, people do therapy, people talk to themselves, people there's so much to do. There's a whole therapy world just for uh self-esteem. I I I don't think every single person should have a therapist, but I think every single person is allowed to have a therapist. I've done therapy for two years on many different areas of my life that I wanted to improve. Worksh had great great results and then I stopped and I'm doing fine. >> So I I think it's amazing if if you have something and by the way I improved almost everything that I didn't really focus on besides the one thing I focused on. >> I I most of my therapy was focused on public stage. Okay. I'm afraid to be in public on stage in front of hundreds of thousands of people and it's not like I don't okay some people don't ever get the opportunity so it doesn't bother them in life so what I can't talk for 100 people who cares 90% of people are afraid they just don't for me someone watching my podcast and they say okay I want you to talk for >> 500 people next weekend whatever it bothers me that I'm nervous about it okay and I've certain times in my life that I just push through and sometimes I'm I I don't want to push anymore. I want to enjoy life. So, it was something I tried working on. So, totally okay. If you feel like, hey, I don't feel very comfortable with myself. I don't trust myself on certain things. Go for help. That's what help exists. And help is not always a therapist. It can be a good friend, a good mentor. I I my best friend is a guy that we usually talk more when we're both low in the lows or at least one of us is in the low. And that's what we're here for for each other. Find a good friend similar stage a person that struggles person without ego that you could just talk and you've been that person for many. I know I am the person for certain people. So that's that. Number two is the confidence part. Learn your product. If you don't know your product, how can you be confident in that product? If you don't know your market, how can you be confident that you're selling the right solution for the right guy? So for confidence I think a lot of it is just knowing and the first job a salesperson has this is the opposite but it can coexist. Okay you need to know your product and your industry and everything about it for selling but you can also sell without knowing everything about your industry. So I I don't even know how it coexists but it's the reality because no one I didn't know how payroll really works when I spoke to the first client but what I did know is I asked him what his problems are. I went back to the company say will this will we solve all these problems and if the answer was yes that was a good client >> could I tell how it coexists >> how >> if you feel that if you know your product and you know your industry that should give you the confidence that why not like I know everything not knowing the product shouldn't be an excuse to feel a lack of self-conidence >> back to what we spoke earlier about I said the guy you can respond to my status but not to that email I think it's totally okay and you should have boundaries I I think what I hate is the entitlement of it. These people, let's say someone is has a non-negotiable after five, I don't work. Is it an excuse and an entitlement or it's your reality? Which means the person that's just a boundary will work 9 to5 and give it his all without ego and really put in the effort and this is just as non-negotiable. >> The person that uses it as as an excuse and he's entitled won't even work 9 to5. So 10:00 is like, "Hey, should I respond to my customer?" What about 4:30? Do you respond or no? >> Do do you take do you care for your clients or no? So it's the entitlement that's killing today's generation. >> 100%. So Pin is um this is becoming a longer episode than I thought it going to be. We can probably sit here for hours >> hours but but I think I think we covered some very important um um points but I I do want to go back um because uh you mentioned for um about your fear of speaking and people's always asking me like you sound very confident when you speak and when you go on stage do you have any any places where you have fear and I said absolutely what's what's it it's heights I have a tremendous fear of heights >> is that the only thing you fear if that's your escape >> no no that's like meaning literally like fear So heights I'll never do >> elevator. >> No. Oh, I'll tell you in a second. >> So that or any sports in the water and those type of things. Now I always like when I was younger I always I right away wanted to see will this be an issue with my life. Let's say if I would have have an issue with heights and I wouldn't be able to go on an elevator or I couldn't fly. That's part of my like I I fly a lot for business and everything else. So if I couldn't have uh you know gone on a plane or couldn't gone on an elevator that issue is interfering with my life but that I that I can't do water sports who cares I have other places where what I get my my satisfaction from. >> So going back to >> what bothers you in your business. >> So I think even for people um um that will listen to our conversation is it's okay to have shortcoms see if those shortcoms actually affect your life or fear whatever you want to call them. If it affects your life, you have to work on it. If it doesn't affect your life, it's unhappy. >> So, let's say you mentioned before, if somebody's today's day and age, if you're a CEO, regardless of this podcast, if you're a CEO, you need to speak to your team. How many business owners that have a team of 20, 30, 40 people, there's a company event, they can't speak. It's missing for the team needs to hear from the leader. Yeah. I had recently I had recently somebody called me in to speak to the company. I said, "Why don't you be speaking?" "Oh, I can't speak to the company." Said, "It's never going to be the same. I could also speak but why shouldn't they hear from the company the vision >> HR professional come to our company a few weeks ago to talk to the team and one of the services they provide is they fire for you >> and I asked her do you think it's a smart idea she said we provide that service >> but if you can't fire you have a problem >> now sometimes there are sticky situations I get that family or whatever >> if you can't fire you shouldn't be with them a business but yeah if you're a business owner today's day and age and you can't show your face in public and for a lot of companies and industries it will not it will not let you grow >> if your business needs that there are businesses behind the scene you know there there's different industries that you're very much behind the scene >> so so I think I think um to take out of our conversation now is um first of all let's try to to go through what we discussed we spoke we spoke about the difference between um confidence and self-esteem we spoke about the concept of work life balance we spoke about now that we spoke about fear >> work life imbalance >> correct We spoke about the concept of I think that's a very important topic that we could you know speak another time even more of it is which is if something fails doesn't mean you're a failure. Um and sometimes those those moments put you away for life. There's a there is a quote that I've once heard and I've shared it so many times. I love it. People die from negativity every day. Sometimes it takes 70 80 years they should find out they're dead. Which means something negative happened in your life. >> You stay >> and you stay stuck on that. So you had a venture that you failed and you can't get out of it because you you called yourself a failure instead of calling the venture a failure. However, as we said before, you need to learn from that. If you walk away and say, "Oh, the venture was a failure and then I move on." No, learn from that shouldn't make >> We're going to talk about rejection. I want to talk about that about that. And by the way, to be really practical, >> I'll think it's the same as healing. Okay? >> I know it's a taboo. Um but some people are in healing for years and they don't seem Again, it seem to get anywhere. Sometimes they do. Some people, the people I respect are people who have a problem, they fix it, they try to fix it, they work on themselves, and then they move on in life. If you're going to go around all day long saying, "I'm afraid to do cold. I got some help, work on it, practice, and then the successful people, the people who actually push through are the same afraid as you." The only difference is they just they move on and they actually start doing it. At some point the problems go away. >> Yeah. >> So don't stay stuck in your victim entitlement. I need to get a base pay of minimum $100,000. I don't work only 9 to5. I'm a sales so I'm my own boss. I don't have to service my client. >> I'm going to cut you off over here because >> you don't have a chance of success. >> We need to do a full podcast just about financials. So, we'll bring that in over there. >> I but I'll just end the conversation with that. Um, you know, every car has a small mirror to the back and a huge window to the front. And which means is if there's no mirror to the back, yes. Something about the past is haunting you, is with you. Just know the opportunity going forward is way, way, way larger. >> It's meant to give you the experience, not to hold you back. >> Exactly. Thank you for this episode. Looking forward for the feedback from the audience. like so many mixed thoughts. You know, when I watched when I watched one of the episodes, it took me a minute to be to get the strength to watch it and then I disagreed with one of the points I said and I said, "Why did I say that?" But I'm not prepared for this. I share my thoughts. This is my thought at the moment. It doesn't have to mean so I hope the same as you. You don't I hope you don't take it. >> Some people will take so literal certain things. It's not it's just a thought. I never follow books, podcast, anything. I try, I test, I incorporate ideas, >> we talk about it. >> Okay, I think we're done for now. We'll see you at the next episode. Looking forward for this >> this episode of the Let's Talk Business podcast is sponsored by Flow Digital and Pipe Drive. Sales is the lifeblood of every business. No sales means no revenue and no business. So, if you are a business owner or in sales, you already know how important it is to have a proper CRM. A good CRM helps you manage your sales process and keeps leads from falling through the cracks and makes sure you have the proper reporting so you could analyze what's happening every single day. If the CRM is too complicated or not set set up properly, the team just won't use it. When that happens, leads get lost, follow get missed, and ultimately deals stall. That's where Pipe Drive comes in. Pipe Drive is an easytouse CRM designed to make tracking and sales process simple. You can see your pipeline at a glance, move deals forward, and make sure you never miss a follow-up. And with built-in AI, get insights to help you close more deals. But that's not all. 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