Transform Your Life In 7 Minutes With Pinchus Schiff

what made you reach out to me I like your face okay men women whatever it is every age those people that have this question what should I do you need to figure out what you want out of your life but I think knowing why really changes your life every entrepreneur that had a job once most of them I would say took a job that gave them more experience versus more money yeah if I need to work a job for any reason right now I would probably go work as in a restaurant or being a manager thank you should we end it right here mic drop under a [Music] men to sit with p a friend with a friend of mine we became friends from linkon and uh because he was I think one of the first kidish people to post videos of himself talking about business helping other companies uh also um I relate his message well because he speaks about sales so sales to me is what I do for my business Webber media with social media clients and social media management for Instagram um but P introduce yourself with what you do your payroll company if you don't mind hi I'm PF co-founder at Friday I started out in payroll I think in May 2019 serviced at some point after two and a half years around 600 clients and I realized there's a gap in the market when it comes to good softare for for small businesses every company obviously every company needs something different but as a category yeah um bigger companies want more complicated softwares they need way more features they want to be able to track way more stuff they have processes people that do everything so they're pretty comfortable yeah uh but small businesses usually the business owner is the one doing payroll they want something simple obviously they need the features they want the features they need in a very simple way so we started building Friday Friday is a simple team management and payroll software designed specifically for small businesses and we only take on small business clients our target market is small businesses want to 50 employees and people who love Simplicity right so let's jump right into the fun people see you on LinkedIn people see you on shows a lot like like your face is on almost every sec I would say on average every second show they put up in Kashif over there I'm curious did you have that Vision did you one day expect that you're going to get so good at your craft that they're going to feature you on the shows and your face is going to be on the paper yes yeah and how does it make you feel does it ever intimidate you you open a paper you open the Amy mag you open that something and you see your face over there so to be honest there's a few reasons why people enjoy social media um going to shows going to events meeting people for me it's strictly business so there's pleasure I enjoy people okay um that's a skill I was born with that's something I like something I enjoy then I had to when I went went into sales I had to transition um taking people's skills and then add a couple of other skills for example closing is a skill no one got born like as a good closer are you saying people are good at sales but not good at closing a sale there such a thing yeah wow some people are solid openers right I I'll I'll I'll take you in the world but a good salesperson needs to have a couple of Trades go for it go for it so number one people's person you have to understand people now disclaimer everyone can be a good salesperson I believe every single person can be a good salesperson but for some people might take five or 10 years until they get really good at it and just they're just wasting the time they can be data data analyst yeah so I wouldn't suggest someone who is naturally good in data and not good with people to unless you have a specific reason why you want to so people skills number one um closing skills is something you really really need and then figuring out a sales process figuring out a product you need to have a very deep understand understanding of what you sell problem solving understanding business as a whole understanding that or yeah yeah yeah it's certain skills that you you can only learn with time um and understanding how to navigate a sale from the first time you contact the person till you finally close right process and I this I just literally watch you close a sale in seven minutes but that was so smooth and so many lessons that I got just from watching your cloth I can sit in here in your office if if you allow me and watch you for a couple of days it will be the best literally the best you'll be the best teacher so calls like this used to take 35 minutes wow and what would be the biggest mistake that you would make give me one mistake that you would make my product wow I think sales people are way too pushy they keep on pushing um before knowing what a client wants if they're a good client you know I'm not interested in getting every single person as a client right there's specific clients that I like there's clients that I don't want right um not always is it it but some people love some people love entangling you in the thing they're like they want show me why you have a good product I I get that sometimes like show me why Instagram will work so I I'll do it right now why would I use why should I use you because if you want to be relevant on social media on platforms like Instagram or Tik Tok and you want to have content from your product or service we will do that in a why should I become why should I want to become relevant on social media you see because it will bring up your bus a client that challenges you and you go on a call for 35 minutes and they keep on giving you rejections and every time you have to rebuttle right yeah and you have to think and you're intense you bite your nails um it becomes extremely painful that's not a life I want right so you want to do the opposite yeah why should I use uh Friday for my payroll I have now 10 employees Ellie thank you so much for reaching out I appreciate you can I ask you a question what made you reach out to me I like your face okay um so can I ask if I would but it seems I like your branding I like your personality seems like you're going places you talk about the clients that you have seems like you're the you're responsive what is it specifically that you like about Friday I I I feel there's a sense of trust I feel like it works beautiful and what are you currently using nothing nothing got it so then I would usually go into talk with a client a conversation you use nothing why do you think it's time for change and I would be the one okay beautiful now I'm the one challenging you why do you want to change why did why did you reach out why do you want to change what is it specifically that you're looking to change and then if IC Friday is a good solution for you then I would consider um pitching you and I would tell you pricing and I would close the sale and and I could say extremely comfortable because you're because you're really not desperate also so I was not desperate from day one but if you do get desperate it's it's this is like when I went for Yeshiva interview I was told that I should interview the guy I should ask him all the questions about the Yeshiva like this he can't ask me the questions why I want to go to the Yesa when it comes to ISA I'm not so sure I would because it's different than closing sales and I don't know if aiva wants a Booker that interviews aiva in sales all people there's a reason why they reached out and you have to understand that reason but what if you called do you ever cold approach other people used to cold call I actually get a lot of over there it changes I do the same thing you right away ask them the questions thank you so much for reaching out I recently posted a video about it yeah I'll be honest a you can hang up on me right you can use any script it doesn't I hate scripts but in the beginning you need to use a script for structure right and I would say do you have five would you mind talking to me about payroll if they say no there's a there a way if they say yes I say can I ask you a quick question you're a busy person why did you agree to give me 5 minutes of your time wow so that's how you turn it around that's and then they would say hey I have a challenge with payroll so this is something I want to discuss or they would say I just uh I don't know I feel bad for you and I would go into a whole conversation and build a personal connection wow nice getting a little bit personal you're reminding me of M schnitzler people would call him and he would tell or he would call people and he would tell them thanks for calling like turning that around basically so people like Rebels I think if you're not ready to be a rebel in sales right um you become how do you say you become irrelevant yeah irrelevant I don't think irrelevant but but but so now I'm noticing a lot of people Clos with me and they said by the way you're a solid salesperson and I feel like that probably wasn't a compliment because if they felt that I'm a salesperson I think that's a problem and I Happ to agree with that I think it's that's J very much Jeremy Meyer you have a follow them and stuff he has a lot of interesting content on sales I think that he has this very well figured out that don't be a sales person don't sound like one don't act like one so I think when people compliment you first of all it's not always a bad thing they felt comfortable with you so they would compliment you because they like you and obviously you close the sale with them so right um I also see a lot of what people call bad sales people that are really good they're shy they're not pushy they don't know how to push a product and especially in life insurance people trust them way more introverts are very good at selling Financial products uh Investments hedge fund managers what do you think I would be great at selling no serious give me a list and I'll tell you what what what will work okay you also last question about sales do you think it energy affects it do you feel like certain days you have that there's more sales yeah one day not I think it's up to you if you come with a great mindset that today is the day it will be the day what's the most accounts you closed in one day we did I think eight or nine in one day wow from the team yeah basically how many I say you have 35 people 70 people be not yet uh we're 15 17 people wow but two sales people great sales people wow and they don't sell shout out forz yeah very nice um I I have a big question about vision and dreams because I feel like most most G lot the first first question first objection can we talk direct to those people the B the the the men women whatever it is every age those people that have this question what should I do and I'm sure you get that question many times as a successful entrepreneur what's your answer to those people so it depends some people literally have no idea what they want out of their life and they're not stuck at getting a job they're stuck at their own life they don't even know what they want once you know what you want in life you can take your job and apply it to what you want if if this is where you want to go in life this is the job I need to get um but first figure out yourself what is it that you want some people are not interested in being entrepreneurs I get it yeah it's not easy it's hard to a lot of work you sacrifice too much um yeah I think they don't need that much money some people could live comfortably their entire life without risking I think entrepreneurship is clearly not meant for everybody and that's different than I used to think I used to think everybody can be an entrepreneur no I'll tell you something this valid every entrepreneur not everybody can be you correct but I I used to get triggered when someone would say not everyone is meant to be an entrepreneur and I really something interesting you'll like it if you get triggered when someone says not everyone is meant to be an entrepreneur you probably want to be an entrepreneur wow right and then it's your time and your wakeup goal to say hey why do I get triggered do I want to become an entrepreneur yet at what cost why do I want it and you figure that out if it doesn't trigger you and you feel like it's true it's perfectly okay and sometimes I think almost every successful entrepreneur will agree there's sometimes they would say like M why do I want this but then five times out of the five days out of the 7 Days the week they do want it so and there's always two sides to everything and every person on its own every entrepreneur has a side that would say hey let me go to sleep let me be safe um and not work so much I don't need millions and millions of dollars I'm okay I'm comfortable right but you have to really know yourself and be comfortable to really be yourself right um yeah sometimes there's so much Social pressure or so much pressure from family and you feel like you're in a race with everyone uhhuh but there is no race right do you want to win so how does one know if I'm that kind of entrepreneur or not they know they know so I was going to say that my I feel like a lot of you g lot are going to listen to this you know we're here in Williamsburg you're Williamsburg in a man and you're successful people love you they really respect you you have a huge following success is somebody being comfortable with what they do that's success that's really success closer to his goal and what he wants also but being comfortable you're comfortable you you enjoy what you do that's being comfortable yeah comfortable being you're also being comfortable being uncomfortable that's super comfortable whatever it is you're comfortable I think success has to be redefined you're on track on track getting every day closer to what you want to be right that's success a lot of inot they're they're not they they know they they want to do something or even if it's coming from a bad place they want to be like somebody else they want to or they want to make a lot of money how do the Tak get started where you what I'm saying you have my question how do they know that what am I made for and how do I get started because it sounds so dark in the beginning so the truth is you don't know mhm so okay we'll divide it again yeah you have your personal life you need to figure out what you want out of your life Wow otherwise you're like a boat on the ocean uh without a destination you have to figure out yourself then when it comes to okay I want to do sales why I want to advance my skills I like people I think this is something that can make me earn me a living beautiful now the question comes which industry should I go into when it comes to that part I think it's irrelevant why because you just that's the Clos of feel mhm what do you like I always tell people what do you like my question would I ask them back right V host what do you like do you like sales you like food I like sales I like food but maybe food is not a good industry for me so all that maybe gets you very confused so I think it's I really think it's irrelevant I've seen people become rich from selling tissue paper mhm some people from cops so if it's relevant what should they do they if they get a good opportunity they don't see a reason why not they like it they feel they that this position can get them accomplished they go for it otherwise you can raate around for 20 years and still try to I have a guy that's been looking for a drive for two years he's looking first uh uh a certain amount a certain industry and every has to check off every single back I told them if you would have you already lost 70,000 because you're looking for 100 right you're looking for additional 30 but this year you lost 70 so don't get stuck if it makes sense if a job came your way it looks good right go for it right and I heard a great advice you don't lose anything I heard a great advice a mistake that perhaps I made when I was looking for a job started out working 21 I went to construction because it was the high paying job but I didn't go look for a job that would have given me experience in the field that I enjoyed which was creativity let's just say cre so right so I feel like anybody that's that is looking for a successful career right now go do something not that's going to pay you very nice go do something that you're going to enjoy go do something it's the first step of Entrepreneurship right every entrepreneur that had a job once most of them I would say took a job that gave them more experience versus more money yeah if I need to work a uh a job for any reason right now I would if let's say if I need the extra $100,000 a year I would probably go work as in a restaurant that would be a manager I would walk over to the tables ladies how we doing today like it just that's what I enjoy how's everybody enjoying the food I enjoy food it wouldn't feel like a job for me obviously certain days it would be more difficult but it would beam so a lot of the times things that you like like Hobbies um you won't make money but you'll enjoy life so you have to know if you're ready to sacrifice right for example most famous fam artists died very poor and their art is worth hundreds of millions of dollars they didn't make a penny but some of them that en the the ones who enjoyed life that really enjoyed art they said okay I live like a poor man but I enjoyed my life wow some people that really wanted money they never got comfortable with the fact that they're artist and they don't need money very painful life right and and let's talk about goals and dreams because I feel like you are one person that you set yourself goals and dreams but you hit it many times I wish I would hit so but at least you said it I think most people don't even comprehend if you never miss a goal then you live in your comfort zone yeah exactly never think outside so I missed many goals in my life a lot I can tell you a lot yeah there's a saying if you if you don't if your goal doesn't scare you then it's not a good goal yeah but you have your goals right now how organized are those goals like do you have the amount of clients that you want the amount of employees to the year people Narrative of setting goals I don't think everyone needs to set a goal I'll rephrase it okay you have to know what you want it's not setting a goal setting a goal is when you can set a goal and say this guy has so my my brother has that much money and my goal is to get as much money as my brother um that's not what I would ever do it's knowing what I want and doing my best to get there mhm if you want what someone else has or what someone else wants and you want that person's house you're going to run in a rat race all your life right so I think when it comes to setting goals and don't feel like a failure if you don't have goals you know don't become so obsessed but if you know what you want that's called setting a and and you do something measurable every single day and don't some people become so OCD about not reaching the goal and and how you define it by day and maybe by hour yeah don't make a pressure out of it yeah look at this I just heard this and I wish I can find the exact word but basically I think what you're saying is that there's two types of goals I just learned about this there's the goal right I I want to be rich I want to have this amount and then there is goals of actions that you're going to take I think that's what you're touching on action items right what am I going to do today what's my goal today where does your goal can I ask you question where does your goal come from because I have an aspiration to to be a certain way I do have a goal for myself the amount of money that I want to earn the amount of clients and the amount of employes that I want to have and which I visualize every single morning I can I can see myself having a zoom meeting with 20 of my employees that's that's my vision and before this I had a vision that you set for this is what you want further out this is what you want yes I have to know that today when I'm working and I'm making connections with good people or we're recording this podcast and people will see it Where am am I headed I know exactly where I'm headed and it's going to happen because I remember that a year ago I had a vision of having 10 employees and right now I almost have that like I I've already have a zoom meeting and the entire screen is filled with people working with me I I feel honored I remember wanting to have uh uh 20 clients and right now I'm I'm there I I have it already you know almost that amount like I so I can see how setting a goal even though without knowing exactly how I'm going to do it I know that it's going to come into my life but it needs to come from within meaning if your sales manager told you your goal for this year is 700 clients and you don't know what you want to be in 10 years from now you don't know what your life would look like in 10 years um it doesn't work right so is that how you set your goals based on action items that you're going to do every day so you don't have to tell me to set goals I know this is where I want to go in five years so this is where I'll be in four years this is where I'll be in 3 years and when I come into work every single day I know exactly my path what I need to do yeah and I have my vision of front of me the reality is most of the stuff we do is subconsciously W and if you want to be at a specific place your brain will make certain decisions for you um based on the goals that you want so if it's a goal that you just put on paper just because it looked good um or for social media yeah then it doesn't it's worthless will never work wow AB the hopefully can Al yeah um items he does work his work together yeah and you know it's very comfortable by the way who's your business coach always say that's my business coach yeah why because business is very interesting it gave me a very interesting opportunity to work on myself yeah instead of working on my business and it goes hand in hand most business coaches if you're really good you're just a life coach yeah you're helping people get what most there's so many business owners they don't know what they want out of their life so their business goes in circles once you know what you want automatically your action follow he's going to get there and if you really trust and you believe you'll be there right also what I like about trusting is that if you missed your goal and you know that you did your action items you put in your status you put in your effort um and you missed it anyway you still super comfortable right that's why it's good like you said that goals should also mean setting on day-to-day actions it's very important and you can Al always miss a week a month or even a year and still get to your 10 year goal yeah so don't become obsessed about every single some people are more obsessed about the process about the actual I have a friend he's very he's very obsessed about processes so he's every time he finishes to set up a process be like okay now he wants to set up a new no you set up a process now the process has to work right now comes the boring stuff the process are he likes just the setup you have to enjoy everything right as they say life is don't become obsessed about anything it's not about the destination life is about the journey not about the destination I find that fascinating because so many times I try and I'm looking for a destination I'm looking for that place where I'm going to feel comfortable I'm going to feel at ease is is that the opposite of what you just said a minute ago okay no what I said both are true but you have a goal your 10 year goal yeah you want to get to a certain place and then you say it's about the journey not about the so do you have a destination do you need to be there or you don't have a destination and you're just enjoying the journey so I'm saying in my head many times I feel like I want to get to a destination but I noticed that no it's not about the destination go that destination to me is a feeling the destination is oh I'm here this is perfectly fine now I'm comfortable now I have the relationship that I want the health that I want the money that I want I have everything that I want I don't think that that's I don't think doesn't exist right so that's what I'm saying so life is in the journey not in the destination cuz wherever I will be when I have that huge huge house I might have stress about the the garden and one Bush that's not growing I think if if I don't know if uh but this is the reality yeah I have a friend he always says doesn't go anywhere so if if you really believe you say this is what I want yeah this is what I want and Hashem wants me to want stuff Natures he wants me to want this so this is what I want and this is what I'm aiming for and I do my work and and then being that he trusts in God he really trusts can he knows this is what I want and us anyway I'm allowed to want something while I can fully trust I can fully trust in hasem that he's guiding me there right right so many that's how you enjoy otherwise it can become very complicated because this is what I want I want it today and how can you enjoy the journey right why would you enjoy the journey right I I don't want the journey I want the outcome right so it's very complicated I I don't think a coach that will tell you I'll figure out for you to enjoy you you can work on yourself you can help someone work on themselves you can help people figure stuff out but in the end of the game life is a journey this is what it is and you have a couple of years and you have to find the what really matters to you so for me enjoying your journey is very simple I ask myself I want this this is my goal give me a goal money I want a million dollars why do I want a million dollars lost a million dollar if spending El I enjoy spending money why what is it in spending that you enjoy I want to spend on food on cars on what what does it do to you makes me feel good what just spending money yeah alone yeah I'm very selfish yeah yeah sometimes what was I supposed to say the help Buzzard to help my family I don't know I don't know but if you spend money you feel good why cuz I deserve it I deserve a good life n n pink fet I love this you want you want a good life yeah that that's what I wanted to know so you want a good life now million you're waiting for it almost went yeah you believe that the best life you deserve today did you got today the best life you deserve what's best for you for today absolutely so you tell yourself I want a good life I want I want a million dollars because I want a good life but I had a good life today I guess I have to change I still want a million dollars I still want a million but I also had a good life today right so if you want to build a business why business V can help monquin that right so what's your life goal what are you looking to get to I have a lot no like meaning why are you doing all of this the hard work the team the hours of thousands of hours the stress so I there's a certain outcome that I want obviously okay and I know the reason why I want the outcome I enjoy helping people yeah helping myself by the way I'm also a person I enjoy helping myself yeah you say you like to spend I like to help myself um I like to help people around me and this is what I enjoy so even when I'm not at my goal where I want to be I still help five people today right so I have a big part of my goal I have today so that's how you enjoy the journey while you're even not at your goal yet right I I feel people always ask me why they do this I say number one money at the end of the day everything converts into money leads and set but reason number two no is because I want to okay because I want to have a good life for myself and for the people and if I tell you you had today the most amazing day is that a part isn't that a big percentage of why you want money yes you had a good day today right so you're enjoying the journey right so reason number one why I'm doing this is because I want to have a good nice life amazing awareness I'm a chang person where do we sign up for for the workshop ah's day it's an amazing awareness I never I never thought about that because even when I spoke with RAB Manos Freedom which is a legend for himself he told me like basically switch it around cuz I say I do this for two reasons money and I do it because I love to inspire people he said switch it around inspire people number one but and then money number two but now I noticed that no I never did it for the money I did it because I want to have fun on life thank you so we end it right in mic drop you want to have fun and you want to inspire people by the way C for you if you inspire people is that fun yes so it's one thing you want money to inspire people and to have fun a life yeah so it's not even crazy under a mench no I think knowing the Why by the way I think a lot and uh it's not always the best thing you can become an overthinker really quick but I think knowing why really changes your life right okay my 20 minutes is over but last question how do we manage stress who said you do I don't know do you have a a regimen do you have a formula epos that people can use cuz people feel stressed from the smallest thing so that's why I feel like it's either you have it figured out or not it's either people like I feel like you have it pretty figured out I wish um stress is a price that you pay right for things that you want and if you know what you everything is the same yeah if you you know what you want and you really want it and you know the price you're ready to pay for it let's say the price is that customers will call you and you're aware of that I want people to call I'm okay people calling me till 7 o' because this is the outcome that I want then why is it stressful and also you know when it really becomes stressful when it's something outside of your plan something that you can't know yeah so the fear of the unknown fear out of control but so surrender really helps for stress wow if you surrender and you really going into a place very good you every not every day I have a once a week very nice I respect it two different perspectives very nice um but if getting the more you surrender the less just you have right if you wake up every day and you say and it's again it's the same formula we'll stretch to the next step I want to have this outcome for this reason I'm ready to give it all I have for because I have to doas in order to get it and I'm not in a place of taking from everyone I'm a place of giving because I'm an unlimited person I live in unlimited World I keep on giving I keep on getting because some people they count I I did this guy three favors I only got two these people never get to their dreams because they live in a very limited place you give you get and you surrender then there's no stress I wake up every day say who can I service today whose life can I make better so sometimes the people sign up sometimes I'll tell them they don't need apparel software right it's all the same thing and you enjoy what you do then you enjoy your journey have you always been like this in your entrepreneurial Journey or this is just the last half a year or year I think people evolve right um I always have a friend that used to make fun of other people like this guy Chang you want to be the same person by the 60 as the 20 so of course people have I had a good quote that I think you would love we don't change we grow I love it yeah because it's the same you it's just different perspective right I think that two main pointers that I got out of this conversation which is crucial to everybody number one is figure out what drives you what you really love and enjoy it's not about the idea outside it's not about the exact goals on the outside what what can you enjoy in the moment right now and number two is surrender and understand that things will happen things will fall into place there's a everything is place you're doing it for a higher purpose and and everything is in place it doesn't fall into like it's not yet in place it will fall everything is in place and you are today where you're meant to be and just because your friend two years and 3 months inside his uh in his journey had this much money and this this many clients it has nothing to do with you you're in the place you're supposed to be and you still you you it's it sounds like two separ sides of a person but I think it works hand in hand like I still wanted I'll give it my best today I'll do whatever I could while still knowing that I have everything that I need right and I am in the place that I should be actually today right thank you so much P I learned tremendous amount but next time tell me before you just popping with the i i well this is how we love it spontaneous and this is how people love it I like spontaneous the only thing that I sometimes you need to organize your thoughts um like when if I'll watch the episode will yeah um like hey this belongs in the first but you know what everything is in place where supposed to to myself everything is where it we're supposed to be everything is where it would be should be and uh yeah thank you very much pz check out Friday friday.com you have Fray app.com Friday app.com for for your all your payroll needs and please guys if you can do me a favor and leave a like share the episode subscribe to the channel turn on notifications turn on notifications leave a comment cuz that's my favorite part about it by the way and now I know why cuz you apply the comments every comment so far yes I I made it my thing that as long as I have still have the time to reply to every comment uh my reply also the link to my WhatsApp number is down in the description so if you want to message me feel free to message me if you want to watch my status or follow me anywhere on social media thank you so much guys have a good day [Music]