1 00:00:00,483 --> 00:00:03,600 welcome to the speak and get what you want podcast 2 00:00:03,600 --> 00:00:05,133 where you learn how to communicate 3 00:00:05,133 --> 00:00:07,783 like the world's greatest leaders 4 00:00:10,400 --> 00:00:12,366 hey welcome everyone to the speaking 5 00:00:12,366 --> 00:00:13,450 get what you want podcast 6 00:00:13,450 --> 00:00:16,283 I'm here again with the great TK Stratton 7 00:00:16,283 --> 00:00:18,766 and today TK we're gonna be talking about something 8 00:00:18,766 --> 00:00:20,800 that's one of the most difficult things 9 00:00:20,800 --> 00:00:21,883 or one of the difficult 10 00:00:21,883 --> 00:00:25,766 most difficult traps not to fall into um 11 00:00:25,766 --> 00:00:27,633 and I say that because 12 00:00:27,800 --> 00:00:31,866 what we're gonna talk about is a mistake that almost 13 00:00:32,050 --> 00:00:33,883 everybody makes and I 14 00:00:33,883 --> 00:00:36,800 I almost dare say everybody because TK 15 00:00:36,800 --> 00:00:39,033 you and I are aware of the trap 16 00:00:39,133 --> 00:00:40,650 and sometimes we 17 00:00:40,650 --> 00:00:43,250 even at times will have to catch ourselves 18 00:00:43,250 --> 00:00:47,850 making sure that we don't fall into this trap as well 19 00:00:47,850 --> 00:00:52,083 and the trolley the trap in the communication um 20 00:00:52,083 --> 00:00:55,950 strategy that we talk about is the credential trap 21 00:00:57,083 --> 00:01:00,633 and the credential trap really stems from 22 00:01:00,733 --> 00:01:02,650 the principle that we talk about TK 23 00:01:02,650 --> 00:01:05,300 that everyone's favorite subject is themselves 24 00:01:06,333 --> 00:01:09,633 and and everyone wants to talk about themselves 25 00:01:09,883 --> 00:01:13,066 so when it comes to the credential trap 26 00:01:13,133 --> 00:01:15,266 it's having the discipline 27 00:01:15,533 --> 00:01:19,433 to not try and credentialize yourself 28 00:01:19,800 --> 00:01:22,050 and what we mean by that is TK 29 00:01:22,050 --> 00:01:23,750 that's what everyone wants to do 30 00:01:24,366 --> 00:01:27,400 totally totally this is a big big thing 31 00:01:27,400 --> 00:01:28,366 and I I think this 32 00:01:28,366 --> 00:01:31,266 this can be either a deal maker or deal breaker 33 00:01:31,283 --> 00:01:33,300 for a lot of people this one thing 34 00:01:33,650 --> 00:01:35,283 and this is how you connect with people 35 00:01:35,283 --> 00:01:36,533 like what we were just talking about 36 00:01:36,533 --> 00:01:38,850 but yeah this is a big one today 37 00:01:38,850 --> 00:01:39,850 I I think this is 38 00:01:39,850 --> 00:01:41,966 this is a big one that everyone needs to 39 00:01:41,966 --> 00:01:44,583 to listen to and work on cause this is a big deal 40 00:01:45,050 --> 00:01:45,850 and and if you're 41 00:01:45,850 --> 00:01:47,800 if you're sitting here listening to this podcast today 42 00:01:47,800 --> 00:01:49,283 going whatever it might be 43 00:01:49,283 --> 00:01:51,283 if you saying I wanna close more business 44 00:01:51,283 --> 00:01:54,850 I wanna make more money I wanna be a better leader 45 00:01:54,850 --> 00:01:57,950 whatever it is chances are 46 00:01:58,166 --> 00:01:59,966 one of the things preventing you from 47 00:01:59,966 --> 00:02:01,766 really hitting your stride 48 00:02:01,766 --> 00:02:04,533 and really achieving what you hope to achieve 49 00:02:04,533 --> 00:02:05,666 is your 50 00:02:06,200 --> 00:02:10,900 it's your temptation to fall into that credential trap 51 00:02:11,250 --> 00:02:14,366 and so what what is the credential trap 52 00:02:14,366 --> 00:02:16,800 well it's exactly TK you can share 53 00:02:16,800 --> 00:02:19,500 but it's exactly what the name describes it as 54 00:02:20,283 --> 00:02:21,150 you know yeah 55 00:02:22,733 --> 00:02:23,966 it's it's you know when it's 56 00:02:23,966 --> 00:02:25,200 it's exactly what it is 57 00:02:25,200 --> 00:02:29,500 credentialing yourself so much that um 58 00:02:29,683 --> 00:02:32,400 with with things that people really don't care about 59 00:02:32,400 --> 00:02:32,800 or they 60 00:02:32,800 --> 00:02:36,500 they really it's not even part of what they wanna hear 61 00:02:36,533 --> 00:02:37,966 so sometimes we think that oh 62 00:02:37,966 --> 00:02:39,050 I've done all of this 63 00:02:39,050 --> 00:02:40,483 they're gonna wanna know all this 64 00:02:40,483 --> 00:02:41,833 they wanna hear about it 65 00:02:41,966 --> 00:02:44,233 and it's actually the opposite 66 00:02:44,250 --> 00:02:44,933 you know people 67 00:02:44,933 --> 00:02:47,350 we go back to people's favorite subject is themselves 68 00:02:48,083 --> 00:02:51,083 it's more about finding out about their credentials 69 00:02:51,083 --> 00:02:53,400 and what they like and building them up 70 00:02:53,400 --> 00:02:55,800 and then if they wanna know more about you 71 00:02:55,800 --> 00:02:57,333 they're gonna ask you 72 00:02:57,333 --> 00:02:59,450 but if we just go in hard and heavy with all 73 00:02:59,450 --> 00:03:01,833 this ammunition on how great we are 74 00:03:02,050 --> 00:03:04,333 people gonna put up guards real quick 75 00:03:04,333 --> 00:03:05,083 cause they don't wanna hear it 76 00:03:05,083 --> 00:03:06,466 or they're just gonna check out 77 00:03:06,966 --> 00:03:08,533 but so many people fall into this 78 00:03:08,533 --> 00:03:09,400 we got several examples 79 00:03:09,400 --> 00:03:11,283 we're gonna talk about about this today uh 80 00:03:11,283 --> 00:03:12,333 between you and I and I 81 00:03:12,333 --> 00:03:15,283 I think this is a big thing that can uh 82 00:03:15,283 --> 00:03:16,683 make or break deals 83 00:03:16,683 --> 00:03:19,066 relationships everything just cause of this 84 00:03:19,400 --> 00:03:20,566 and you know it's interesting 85 00:03:20,566 --> 00:03:21,400 TK is I 86 00:03:21,400 --> 00:03:24,633 I've worked with hundreds and hundreds of attorneys 87 00:03:24,650 --> 00:03:25,966 and this is perhaps 88 00:03:25,966 --> 00:03:28,466 the principle that they give me the most push back on 89 00:03:28,566 --> 00:03:29,683 because they'll say no 90 00:03:29,683 --> 00:03:33,383 no Chad I have to credentialize myself 91 00:03:33,566 --> 00:03:36,700 the the client is looking for an attorney 92 00:03:36,733 --> 00:03:39,533 that's had all this success and done all this 93 00:03:39,533 --> 00:03:41,933 and I've done all that so yeah 94 00:03:41,933 --> 00:03:43,800 that's what they're looking for and I'm like no 95 00:03:43,800 --> 00:03:44,600 I promise you 96 00:03:44,600 --> 00:03:47,450 I promise you that's not what they want they're like no 97 00:03:47,450 --> 00:03:50,383 they do and it's in some attorneys will 98 00:03:50,483 --> 00:03:51,600 we'll come along and go like 99 00:03:51,600 --> 00:03:52,283 okay Chad 100 00:03:52,283 --> 00:03:55,283 I'll try it out and see and those who do are like 101 00:03:55,283 --> 00:03:55,966 oh my goodness 102 00:03:55,966 --> 00:03:59,766 I can't believe what a trap that is you know 103 00:03:59,766 --> 00:04:03,100 they will they will exponentially grow their firm 104 00:04:03,200 --> 00:04:05,433 if they'll just stay out of that trap 105 00:04:05,683 --> 00:04:07,766 but it is one of the principles 106 00:04:07,766 --> 00:04:10,000 and people listening on the podcast DK 107 00:04:10,000 --> 00:04:11,333 are probably thinking no 108 00:04:11,333 --> 00:04:13,750 I have to tell them all that I've accomplished 109 00:04:13,850 --> 00:04:16,383 when I'm sitting down with a potential client 110 00:04:16,400 --> 00:04:20,200 they need to know everything I've done since 12th grade 111 00:04:20,200 --> 00:04:23,850 you know and so they want to break it down and 112 00:04:23,850 --> 00:04:25,600 and it's just certainly it's 113 00:04:25,600 --> 00:04:27,883 it's not the case it's funny 114 00:04:27,883 --> 00:04:29,083 you see that on those billboards 115 00:04:29,083 --> 00:04:30,383 those attorney billboards 116 00:04:30,683 --> 00:04:31,483 you see some of them 117 00:04:31,483 --> 00:04:33,650 it's a picture of the guy and how great he is 118 00:04:33,650 --> 00:04:34,783 and what he's done 119 00:04:34,933 --> 00:04:36,683 and then you see the simple ones like 120 00:04:36,683 --> 00:04:39,666 like a that in Iraq need a check 121 00:04:39,883 --> 00:04:41,950 you know it's all about you 122 00:04:41,966 --> 00:04:43,000 you know it's so simple 123 00:04:43,000 --> 00:04:43,683 simple message 124 00:04:43,683 --> 00:04:45,600 but it was all about me and how I get my check 125 00:04:45,600 --> 00:04:46,400 that's all they care 126 00:04:46,400 --> 00:04:48,250 I don't even care about how good the attorney is 127 00:04:48,250 --> 00:04:49,333 I don't care where he went to school 128 00:04:49,333 --> 00:04:51,066 I don't care how many cases he's done 129 00:04:51,250 --> 00:04:52,133 it's oh yeah 130 00:04:52,133 --> 00:04:53,333 I'd like a check you know 131 00:04:53,333 --> 00:04:54,666 cause it's all about me 132 00:04:54,766 --> 00:04:56,533 and so I think that's a big deal that 133 00:04:56,533 --> 00:04:58,600 that's a great example you know on 134 00:04:58,600 --> 00:05:01,166 on marketing it absolutely 135 00:05:01,166 --> 00:05:02,850 and there are other industries that 136 00:05:02,850 --> 00:05:05,200 that don't lend itself to it as much right 137 00:05:05,200 --> 00:05:08,400 when you go meet with a doctor for a surgery 138 00:05:08,400 --> 00:05:09,250 they typically 139 00:05:09,250 --> 00:05:09,533 don't 140 00:05:09,533 --> 00:05:11,733 start telling about all the surgeries they've done 141 00:05:11,733 --> 00:05:12,733 right they just 142 00:05:12,733 --> 00:05:13,450 right but 143 00:05:13,450 --> 00:05:15,466 but when it comes to attorneys 144 00:05:15,533 --> 00:05:18,000 and when it comes in the construction industry 145 00:05:18,000 --> 00:05:20,133 and the service industry man 146 00:05:20,133 --> 00:05:23,533 we feel like I've gotta I've gotta explain everything 147 00:05:23,533 --> 00:05:25,400 and even more so if you're in the sale 148 00:05:25,400 --> 00:05:28,566 if you're doing any sort of sales okay 149 00:05:28,566 --> 00:05:30,833 if you're doing any sort of sales 150 00:05:31,366 --> 00:05:34,900 it's a trap that almost every sales individual 151 00:05:35,250 --> 00:05:36,350 falls into 152 00:05:36,650 --> 00:05:40,350 they think they have to tell all of their successes 153 00:05:40,650 --> 00:05:41,733 so that you know 154 00:05:41,733 --> 00:05:44,083 that there are qualified sales wrap right 155 00:05:44,083 --> 00:05:48,183 or a qualified individual to do this deal with you 156 00:05:49,400 --> 00:05:52,166 and and and TK and TK you shared 157 00:05:52,166 --> 00:05:53,883 you shared with me the story of 158 00:05:53,883 --> 00:05:56,766 of when you were consulting with that individual 159 00:05:56,766 --> 00:05:59,100 and they were looking to do a real estate deal 160 00:05:59,683 --> 00:06:02,083 and how that is you know 161 00:06:02,083 --> 00:06:04,483 great example just happened this last week 162 00:06:04,483 --> 00:06:05,666 you know and 163 00:06:05,966 --> 00:06:07,350 but these these 164 00:06:07,683 --> 00:06:09,450 couple guys are out raising equity 165 00:06:09,450 --> 00:06:10,766 for doing real estate deals 166 00:06:10,766 --> 00:06:12,133 and they had an equity guy 167 00:06:12,133 --> 00:06:13,566 that equity group 168 00:06:13,566 --> 00:06:15,400 that flew in from New York to meet with him 169 00:06:15,400 --> 00:06:16,766 and asked me to please hey 170 00:06:16,766 --> 00:06:17,850 can you come to the meeting with us 171 00:06:17,850 --> 00:06:18,766 help us out 172 00:06:18,766 --> 00:06:20,733 help us answer his questions what we're looking at 173 00:06:20,733 --> 00:06:22,483 we've done equity raises and stuff like that 174 00:06:22,483 --> 00:06:23,366 so I was like sure 175 00:06:23,366 --> 00:06:24,166 happy to help 176 00:06:24,166 --> 00:06:28,283 so we show up and one of the guys during the meeting um 177 00:06:28,283 --> 00:06:30,800 that the two so these two equity guys show up 178 00:06:30,800 --> 00:06:32,083 we have we show up for lunch 179 00:06:32,083 --> 00:06:33,066 we sit down 180 00:06:33,566 --> 00:06:37,066 and immediately the two guys that I'm there with 181 00:06:37,283 --> 00:06:39,800 start talking about how great they are 182 00:06:39,800 --> 00:06:42,200 how many deals they've done what they're looking for 183 00:06:42,200 --> 00:06:45,600 they have a deal ready to go and how big it is 184 00:06:45,600 --> 00:06:47,683 and they had told me that man 185 00:06:47,683 --> 00:06:49,366 this is gonna be tough 186 00:06:49,366 --> 00:06:51,750 because this particular equity group 187 00:06:52,000 --> 00:06:53,966 typically doesn't write checks as big as 188 00:06:53,966 --> 00:06:54,883 what they're looking for 189 00:06:54,883 --> 00:06:56,483 on this particular real estate deal 190 00:06:56,483 --> 00:06:57,200 you know they 191 00:06:57,200 --> 00:07:00,183 they needed like a 20 25 million dollar 192 00:07:00,400 --> 00:07:02,800 equity check from someone to do this big 193 00:07:02,800 --> 00:07:04,650 real estate deal that they had signed up with 194 00:07:04,650 --> 00:07:05,366 and they're like man 195 00:07:05,366 --> 00:07:07,966 this group typically doesn't write checks that big that 196 00:07:07,966 --> 00:07:09,500 that they know of and so 197 00:07:09,683 --> 00:07:11,333 they're really trying to hype up this deal 198 00:07:11,333 --> 00:07:13,000 and get them to write this big check 199 00:07:13,000 --> 00:07:15,050 and they just immediately started talking 200 00:07:15,050 --> 00:07:16,133 without even listening 201 00:07:16,133 --> 00:07:18,500 to these guys that just flew in from New York 202 00:07:18,800 --> 00:07:20,850 they had already had a bunch of meetings that day 203 00:07:20,850 --> 00:07:22,166 and they just sat there like 204 00:07:22,166 --> 00:07:22,450 literally 205 00:07:22,450 --> 00:07:25,100 just close their mouths and looked at them listening 206 00:07:25,766 --> 00:07:27,266 never said anything 207 00:07:27,400 --> 00:07:29,966 and this went on for probably 15 minutes 208 00:07:29,966 --> 00:07:31,283 which is a long time 209 00:07:31,283 --> 00:07:33,600 you know how many years they've been in business 210 00:07:33,600 --> 00:07:36,200 how many deals they've done 211 00:07:36,200 --> 00:07:37,750 the sizes how 212 00:07:37,883 --> 00:07:39,533 how great they are you know 213 00:07:39,533 --> 00:07:40,933 how profitable they've been 214 00:07:40,933 --> 00:07:42,400 all these types of things 215 00:07:42,400 --> 00:07:44,133 and these guys are just sitting here listening 216 00:07:44,133 --> 00:07:46,850 and then finally I just kind of budget in and I said 217 00:07:46,850 --> 00:07:48,600 hey tell us about you guys what 218 00:07:48,600 --> 00:07:50,733 what kind of deals do you guys look for 219 00:07:50,733 --> 00:07:52,333 and you know what what 220 00:07:52,333 --> 00:07:54,283 what areas of the market are you 221 00:07:54,283 --> 00:07:56,750 are you interested in and things like that 222 00:07:57,250 --> 00:07:59,000 it was completely opposite of 223 00:07:59,000 --> 00:08:00,733 of the the equity 224 00:08:00,733 --> 00:08:03,200 they were looking for and they never asked 225 00:08:03,200 --> 00:08:05,850 and so it just kind of changed the whole meeting 226 00:08:05,850 --> 00:08:08,333 because the the meeting was just falling apart 227 00:08:08,333 --> 00:08:08,566 you know 228 00:08:08,566 --> 00:08:10,833 cause these guys were just sitting there listen nuts 229 00:08:11,450 --> 00:08:13,000 not not saying anything 230 00:08:13,000 --> 00:08:14,450 and the meeting was just going nowhere 231 00:08:14,450 --> 00:08:15,733 so come to find out 232 00:08:15,733 --> 00:08:18,550 these guys actually don't write checks that small 233 00:08:18,850 --> 00:08:21,566 the smallest check they write is $30 million 234 00:08:21,566 --> 00:08:23,000 and that was never even asked 235 00:08:23,000 --> 00:08:25,300 and so they flew all the way out here for this deal 236 00:08:25,766 --> 00:08:28,083 and it was never even asked what type of real estate 237 00:08:28,083 --> 00:08:29,600 what areas of you know 238 00:08:29,600 --> 00:08:31,000 what markets they look at 239 00:08:31,000 --> 00:08:33,433 if they were even interested in this market 240 00:08:33,533 --> 00:08:36,083 any of that anyways we started talking about them 241 00:08:36,083 --> 00:08:39,483 we started building them up and then just saying wow 242 00:08:39,483 --> 00:08:42,433 you know it's really amazing how much 243 00:08:42,766 --> 00:08:44,250 equity your fund has raised 244 00:08:44,250 --> 00:08:46,083 and how many deals you guys have done 245 00:08:46,083 --> 00:08:48,433 you know and just really building them up 246 00:08:48,566 --> 00:08:49,883 and by the end of the meeting 247 00:08:49,883 --> 00:08:51,433 they were like you know what 248 00:08:51,883 --> 00:08:53,783 we typically don't write checks 249 00:08:54,250 --> 00:08:56,150 that small for those deals 250 00:08:56,533 --> 00:08:57,966 but why don't you send it to us 251 00:08:57,966 --> 00:09:00,000 if we can create a relationship here 252 00:09:00,000 --> 00:09:01,983 to do more deals with you guys 253 00:09:02,166 --> 00:09:04,000 um we're well 254 00:09:04,000 --> 00:09:05,966 we would be interested in doing a deal as 255 00:09:05,966 --> 00:09:07,783 small as what you guys have 256 00:09:07,933 --> 00:09:10,733 and so is I mean the meeting ended up going okay 257 00:09:10,733 --> 00:09:13,183 but it was going in a really bad direction 258 00:09:13,450 --> 00:09:15,800 just because they spent so much time 259 00:09:15,800 --> 00:09:17,966 credentialing themselves when 260 00:09:17,966 --> 00:09:21,166 they probably already knew more about those two guys 261 00:09:21,166 --> 00:09:22,083 in the deals they had done 262 00:09:22,083 --> 00:09:24,583 than those two guys knew about themselves 263 00:09:24,733 --> 00:09:26,200 these guys are smart guys 264 00:09:26,200 --> 00:09:28,000 are smart from smart guys from New York 265 00:09:28,000 --> 00:09:28,966 they do their research 266 00:09:28,966 --> 00:09:30,250 they wouldn't have flown all the way out here 267 00:09:30,250 --> 00:09:32,883 until they unless they looked up the people 268 00:09:32,883 --> 00:09:35,566 and so there's no need to go in and talk about 269 00:09:35,566 --> 00:09:37,150 all these things about yourself 270 00:09:37,683 --> 00:09:40,566 with someone who probably already knows a lot 271 00:09:40,566 --> 00:09:42,466 and doesn't need to hear more 272 00:09:42,533 --> 00:09:46,950 but it the success happens when you talk about them 273 00:09:47,083 --> 00:09:49,133 and when you don't credential what you do 274 00:09:49,133 --> 00:09:51,483 but you ask them questions what are you interested in 275 00:09:51,483 --> 00:09:54,233 what do you do what would you like to see 276 00:09:54,333 --> 00:09:57,650 what uh returns would you like to see in your fund 277 00:09:57,650 --> 00:09:58,850 those types of things 278 00:09:58,850 --> 00:10:01,133 before you start credentialing what you've done 279 00:10:01,133 --> 00:10:02,633 because what you've done 280 00:10:02,683 --> 00:10:04,633 you may not have anything to offer 281 00:10:04,883 --> 00:10:06,400 or there may be a deal there 282 00:10:06,400 --> 00:10:07,883 but unless you ask questions 283 00:10:07,883 --> 00:10:09,366 and stop talking about yourself 284 00:10:09,366 --> 00:10:10,450 and credentialing yourself 285 00:10:10,450 --> 00:10:11,483 you're not gonna know 286 00:10:11,483 --> 00:10:14,533 and that's what I think the credential trap really is 287 00:10:14,533 --> 00:10:15,683 and how many times do we do that 288 00:10:15,683 --> 00:10:17,083 when we go into a job interview 289 00:10:17,083 --> 00:10:18,333 when we go into a meeting 290 00:10:18,333 --> 00:10:20,600 we wanna tell the person how great we are 291 00:10:20,600 --> 00:10:21,900 and how much we've done 292 00:10:22,250 --> 00:10:24,050 thinking that that's gonna gain their interest 293 00:10:24,050 --> 00:10:25,583 when it's actually the opposite 294 00:10:25,883 --> 00:10:28,766 if you can focus on talking about the other person 295 00:10:28,766 --> 00:10:30,166 and their credentials 296 00:10:30,166 --> 00:10:32,166 and what they've done and build them up wow 297 00:10:32,166 --> 00:10:33,883 that's amazing what you've accomplished 298 00:10:33,883 --> 00:10:36,350 tell me more about you and what you're interested in 299 00:10:36,400 --> 00:10:38,366 what if if I were to work here 300 00:10:38,366 --> 00:10:39,783 what would you like to see 301 00:10:40,050 --> 00:10:41,333 those types of questions 302 00:10:41,333 --> 00:10:43,200 to determine if you would be a good fit 303 00:10:43,200 --> 00:10:44,566 or if it would be a good fit for you 304 00:10:44,566 --> 00:10:46,550 before you even start credentialing yourself 305 00:10:46,600 --> 00:10:48,750 and after you credential them 306 00:10:49,366 --> 00:10:52,533 they're probably gonna ask you questions about you 307 00:10:52,533 --> 00:10:54,550 for you to then talk about yourself 308 00:10:54,800 --> 00:10:57,250 but we go backwards you know 309 00:10:57,250 --> 00:10:58,883 if you immediately start credentialing yourself 310 00:10:58,883 --> 00:11:00,533 it's probably stuff that they don't even do 311 00:11:00,533 --> 00:11:03,133 or you don't even know if they're interested in right 312 00:11:03,133 --> 00:11:06,600 so that's what I think the credential trap is 313 00:11:06,600 --> 00:11:08,883 it's a trap it literally is a trap 314 00:11:08,883 --> 00:11:11,050 and it'll make your meetings go south really quickly 315 00:11:11,050 --> 00:11:12,000 because we feel 316 00:11:12,000 --> 00:11:13,800 that's what the other person wants to hear 317 00:11:13,800 --> 00:11:14,666 when it's not 318 00:11:15,200 --> 00:11:16,200 in in the irony 319 00:11:16,200 --> 00:11:19,250 TK is often times when you're in the trap 320 00:11:19,250 --> 00:11:21,466 you don't even realize you're in the trap 321 00:11:21,483 --> 00:11:23,883 you're telling them all about your successes 322 00:11:23,883 --> 00:11:25,533 and you're thinking in your mind 323 00:11:25,533 --> 00:11:28,250 perhaps I'm crushing this I'm crushing this yeah 324 00:11:28,250 --> 00:11:30,283 it's going great and it's like no 325 00:11:30,283 --> 00:11:32,200 it's not no it's not yeah 326 00:11:32,200 --> 00:11:35,950 you're actually in the middle of the trap 327 00:11:36,050 --> 00:11:38,250 and so taking the time 328 00:11:38,250 --> 00:11:41,483 to just ask them about their credentials 329 00:11:41,483 --> 00:11:43,283 and so someone says well TK 330 00:11:43,283 --> 00:11:45,383 how do you stay out of the credential trap 331 00:11:45,400 --> 00:11:47,133 ask yourself this question 332 00:11:47,133 --> 00:11:49,683 do you know as much about their credentials 333 00:11:49,683 --> 00:11:51,633 or what makes them tick 334 00:11:51,883 --> 00:11:55,133 or do you know more about your credentials and what 335 00:11:55,133 --> 00:11:58,200 absolutely that's a great that's a great phrase 336 00:11:58,200 --> 00:12:00,250 you know do you know more about them than 337 00:12:00,250 --> 00:12:01,533 than your own credentials 338 00:12:01,533 --> 00:12:02,783 that's where it should be 339 00:12:02,850 --> 00:12:06,200 you should know more about them than trying to say 340 00:12:06,200 --> 00:12:08,766 about what you've done and you know 341 00:12:08,766 --> 00:12:11,133 what also is important to note is that 342 00:12:11,133 --> 00:12:16,183 the confident individual the confident individual 343 00:12:16,333 --> 00:12:18,833 ask questions about the other person 344 00:12:18,933 --> 00:12:21,350 ask questions about those in the meeting 345 00:12:21,366 --> 00:12:22,450 you actually 346 00:12:22,450 --> 00:12:25,700 then look like the smartest person in the room 347 00:12:25,733 --> 00:12:27,133 you know years ago 348 00:12:27,133 --> 00:12:29,666 TK I was in the financial services industry 349 00:12:30,533 --> 00:12:33,766 and we were going in to do this huge um 350 00:12:33,766 --> 00:12:35,966 buy sell agreement for this you know 351 00:12:35,966 --> 00:12:37,783 very very large company 352 00:12:37,966 --> 00:12:41,550 and the company's ownership was young 353 00:12:41,566 --> 00:12:44,300 they were you know they were in their late twenties 354 00:12:44,600 --> 00:12:47,600 okay and we are sitting down chatting with them 355 00:12:47,600 --> 00:12:49,883 and I brought somebody with me because this 356 00:12:49,883 --> 00:12:51,900 I was new in the industry 357 00:12:51,966 --> 00:12:54,583 and I'm like this is way over my head right 358 00:12:54,600 --> 00:12:57,283 so then and he was gonna be very strategic 359 00:12:57,283 --> 00:12:58,850 and do some complicated things 360 00:12:58,850 --> 00:13:03,750 and he sat down and he started explaining everything 361 00:13:03,766 --> 00:13:06,433 to this ownership group okay 362 00:13:06,650 --> 00:13:09,133 four out of the five owners just sat there 363 00:13:09,133 --> 00:13:10,383 and nodded their heads 364 00:13:11,400 --> 00:13:14,050 and and I sat back and I was like 365 00:13:14,050 --> 00:13:16,733 I'm in the financial industry service industry 366 00:13:16,733 --> 00:13:20,000 I have no idea what this guy's talking about right 367 00:13:20,000 --> 00:13:22,566 and one individual goes hey 368 00:13:22,566 --> 00:13:25,266 I have a question could you tell me more about this 369 00:13:25,333 --> 00:13:26,683 could you tell me more about this 370 00:13:26,683 --> 00:13:29,800 tell me more about this and immediately I thought 371 00:13:29,800 --> 00:13:33,133 that's actually the smartest person in this room yeah 372 00:13:33,133 --> 00:13:35,133 because the other four owners 373 00:13:35,133 --> 00:13:38,133 wanted to talk about how much money they had 374 00:13:38,133 --> 00:13:40,166 how much they wanted to protect 375 00:13:40,166 --> 00:13:41,250 you know they were talking 376 00:13:41,250 --> 00:13:41,933 kind of both 377 00:13:41,933 --> 00:13:45,033 being boastful about all the success that they had 378 00:13:45,083 --> 00:13:47,283 but there was one who was like wow 379 00:13:47,283 --> 00:13:49,150 I didn't understand that word 380 00:13:49,166 --> 00:13:51,883 explain that to me explain that to me 381 00:13:51,883 --> 00:13:53,466 and I immediately thought 382 00:13:53,533 --> 00:13:55,833 that's the absolute smartest person here 383 00:13:56,200 --> 00:13:59,300 and so the confident individual 384 00:13:59,450 --> 00:14:02,033 the person who feels good about themselves 385 00:14:02,050 --> 00:14:03,200 is actually 386 00:14:03,200 --> 00:14:06,450 not the one worried about credentializing themselves 387 00:14:06,450 --> 00:14:08,533 and telling about all their successes 388 00:14:08,533 --> 00:14:09,783 and all they've done 389 00:14:10,333 --> 00:14:11,433 but rather 390 00:14:11,483 --> 00:14:15,300 they're interested in the other person's credentials 391 00:14:15,450 --> 00:14:17,700 and think about this for a moment TKI 392 00:14:18,566 --> 00:14:22,033 years ago I was speaking in an event with 393 00:14:22,250 --> 00:14:24,666 two individuals that I really admired 394 00:14:24,800 --> 00:14:26,766 one of them was Simon Sennick and the other one 395 00:14:26,766 --> 00:14:29,366 I won't mention their name for obvious reasons here 396 00:14:29,366 --> 00:14:32,083 in just a moment but after the event 397 00:14:32,083 --> 00:14:34,250 I was speaking with these individuals 398 00:14:34,250 --> 00:14:36,366 and they were both you know 399 00:14:36,366 --> 00:14:37,683 people I really admired 400 00:14:37,683 --> 00:14:39,433 Simon Sinic in this other individual 401 00:14:39,966 --> 00:14:41,133 and after the event 402 00:14:41,133 --> 00:14:43,850 with the speakers were all standing around talking 403 00:14:43,850 --> 00:14:46,133 and I went up to Simon Sinnick and I was like 404 00:14:46,133 --> 00:14:47,233 oh my goodness 405 00:14:47,333 --> 00:14:50,466 Simon that that presentation was incredible 406 00:14:50,600 --> 00:14:53,233 that was awesome that was so good 407 00:14:53,333 --> 00:14:55,600 and he just nodded his head and he's like 408 00:14:55,600 --> 00:14:57,450 oh wow you know 409 00:14:57,450 --> 00:14:59,766 he was he's like you're very kind you know 410 00:14:59,766 --> 00:15:02,600 and then he goes tell me what do you do 411 00:15:02,600 --> 00:15:05,450 tell me about you and start asking questions about 412 00:15:05,450 --> 00:15:08,133 and I'm just laying all these compliments on Simon 413 00:15:08,133 --> 00:15:10,300 sinning because I thought he was just brilliant 414 00:15:10,850 --> 00:15:11,783 and he didn't 415 00:15:11,800 --> 00:15:14,083 really worry about everything I was saying 416 00:15:14,083 --> 00:15:15,683 he was like so tell me 417 00:15:15,683 --> 00:15:18,283 tell me more about why you spoke about what you 418 00:15:18,283 --> 00:15:19,966 you know and it was all about me 419 00:15:19,966 --> 00:15:21,833 and I left TK 420 00:15:21,966 --> 00:15:25,333 with that inner interaction with Simon Senick 421 00:15:25,333 --> 00:15:27,350 I left going oh my goodness 422 00:15:27,533 --> 00:15:28,666 he's incredible 423 00:15:28,683 --> 00:15:31,683 like he didn't turn to me TK and be like 424 00:15:31,683 --> 00:15:33,533 well that's nothing you should yeah 425 00:15:33,533 --> 00:15:36,633 you left you left a fan you know 426 00:15:36,850 --> 00:15:38,066 you left as a fan 427 00:15:38,366 --> 00:15:40,883 and he didn't even need to say all that he had done 428 00:15:40,883 --> 00:15:42,566 or how great he was at all 429 00:15:42,566 --> 00:15:44,500 you know you just asked about you 430 00:15:44,600 --> 00:15:46,950 and because he asked about you and you're now a fan 431 00:15:47,366 --> 00:15:48,566 and I think that's the same way 432 00:15:48,566 --> 00:15:49,850 even even as an employer 433 00:15:49,850 --> 00:15:51,866 when you're going in to look for a job 434 00:15:52,133 --> 00:15:54,783 you talk about them the whole time not about you 435 00:15:54,800 --> 00:15:56,333 and if when they wanna know more 436 00:15:56,333 --> 00:15:57,866 they're gonna ask you 437 00:15:58,250 --> 00:16:00,900 but that comes after you find out about them 438 00:16:02,250 --> 00:16:04,433 and it takes discipline TK 439 00:16:04,450 --> 00:16:07,000 it takes discipline to really sit down 440 00:16:07,000 --> 00:16:10,133 because going back to your example you gave in the 441 00:16:10,133 --> 00:16:12,233 in the real estate deal 442 00:16:13,566 --> 00:16:14,650 you want that 443 00:16:14,650 --> 00:16:17,833 to those people from New York that flew out to Phoenix 444 00:16:18,166 --> 00:16:21,066 that individual wanted hey listen 445 00:16:21,283 --> 00:16:23,733 we know our stuff we've done this 446 00:16:23,733 --> 00:16:28,466 we've done that it's a temptation to really do that 447 00:16:28,933 --> 00:16:33,183 yeah but the goal is to sit back and go 448 00:16:34,000 --> 00:16:36,966 and learn more about that individual 449 00:16:36,966 --> 00:16:38,183 and Simon cynic 450 00:16:38,483 --> 00:16:42,283 asking about me and why I speak about what I speak 451 00:16:42,283 --> 00:16:44,633 I left you know 452 00:16:44,733 --> 00:16:46,283 totally raving about Simon cynic 453 00:16:46,283 --> 00:16:48,150 as I was walking out the door 454 00:16:48,600 --> 00:16:49,966 that I crossed past 455 00:16:49,966 --> 00:16:53,200 an individual that I admired even more than Simon 456 00:16:53,200 --> 00:16:54,700 Sennick before the event 457 00:16:54,733 --> 00:16:57,833 I had read multiple books from him 458 00:16:58,050 --> 00:17:00,233 and I turned to him and said hey 459 00:17:00,400 --> 00:17:02,400 that was a great presentation 460 00:17:02,400 --> 00:17:04,850 and he was just like yeah yeah 461 00:17:04,850 --> 00:17:05,933 I'm I'm just 462 00:17:05,933 --> 00:17:08,450 and he started explaining everything that he's done 463 00:17:08,450 --> 00:17:10,533 I already knew that I read his books 464 00:17:10,533 --> 00:17:12,033 but I left TK 465 00:17:12,200 --> 00:17:14,733 I've never picked up one of his books again 466 00:17:14,733 --> 00:17:18,433 I know that sounds weird and maybe even um 467 00:17:18,483 --> 00:17:21,800 I don't know it might even sound petty 468 00:17:21,800 --> 00:17:24,566 but it was such a weird interaction 469 00:17:24,566 --> 00:17:27,250 because he only wanted to talk about his successes 470 00:17:27,250 --> 00:17:29,600 and I had just had that experience with Simon 471 00:17:29,600 --> 00:17:34,383 just moments before where it was about me yeah 472 00:17:34,600 --> 00:17:36,166 isn't that crazy you know 473 00:17:36,166 --> 00:17:37,733 that's that's kind of where we go 474 00:17:37,733 --> 00:17:40,350 I think it goes back to you can never assume 475 00:17:40,483 --> 00:17:43,750 uh what another person is wanting or where they're at 476 00:17:43,800 --> 00:17:45,033 you can't assume 477 00:17:45,083 --> 00:17:46,566 and I think that's what happens too much 478 00:17:46,566 --> 00:17:50,350 is we assume that they wanna know all of this about us 479 00:17:50,600 --> 00:17:52,283 and it's constantly assumed 480 00:17:52,283 --> 00:17:54,366 I watch it all the time you do too 481 00:17:54,366 --> 00:17:55,966 of people who go into these meetings 482 00:17:55,966 --> 00:17:58,750 assuming that that's what they wanna hear 483 00:17:58,933 --> 00:18:01,266 or assuming what they want 484 00:18:01,800 --> 00:18:04,750 and you don't know you can't assume 485 00:18:04,800 --> 00:18:07,983 you have to ask and that's where it starts 486 00:18:08,050 --> 00:18:10,033 and then you don't waste people's time 487 00:18:10,283 --> 00:18:12,333 and even if you don't have something that they want 488 00:18:12,333 --> 00:18:15,933 you find out really quickly and then that you hey 489 00:18:15,933 --> 00:18:17,733 you know that's probably not a fit here 490 00:18:17,733 --> 00:18:19,400 and I've had those meetings before 491 00:18:19,400 --> 00:18:21,400 you know I don't think there's a fit here 492 00:18:21,400 --> 00:18:23,950 I don't think we have the thing that you would need 493 00:18:24,483 --> 00:18:26,266 and I wouldn't be the best fit for you 494 00:18:26,333 --> 00:18:26,883 but you know 495 00:18:26,883 --> 00:18:29,983 really quick rather than me making a fool out of myself 496 00:18:30,533 --> 00:18:32,366 just constantly saying how great I am 497 00:18:32,366 --> 00:18:34,650 what I have and what I have to offer 498 00:18:34,650 --> 00:18:36,900 and it's nothing that they're even looking for 499 00:18:37,083 --> 00:18:40,000 you know that's a breakfast point TK 500 00:18:40,000 --> 00:18:42,250 that's a huge point yeah 501 00:18:42,250 --> 00:18:43,533 I had a breakfast last week 502 00:18:43,533 --> 00:18:45,000 these guys wanted to take me to breakfast 503 00:18:45,000 --> 00:18:46,766 it's a window company big window company 504 00:18:46,766 --> 00:18:47,600 I was like oh 505 00:18:47,600 --> 00:18:47,800 you know 506 00:18:47,800 --> 00:18:50,133 I haven't really looked into it or heard much of it 507 00:18:50,133 --> 00:18:51,050 I you know 508 00:18:51,050 --> 00:18:51,850 I had some friends say yeah 509 00:18:51,850 --> 00:18:54,266 it's a really neat system these guys offer 510 00:18:54,333 --> 00:18:55,733 so they want to take me to breakfast 511 00:18:55,733 --> 00:18:59,066 I go to breakfast I sit down and they're really quiet 512 00:18:59,366 --> 00:19:01,000 you know for whatever reason is kind of awkward 513 00:19:01,000 --> 00:19:01,850 so I said well hey 514 00:19:01,850 --> 00:19:03,300 where are you guys from you know 515 00:19:03,333 --> 00:19:05,666 you know just trying to get the conversation going 516 00:19:05,850 --> 00:19:08,200 and then it just kind of got them more comfortable 517 00:19:08,200 --> 00:19:09,950 and then they just started going off on 518 00:19:10,000 --> 00:19:11,600 all the businesses that they've owned 519 00:19:11,600 --> 00:19:13,233 everything that they've done 520 00:19:13,483 --> 00:19:15,150 nothing about the windows 521 00:19:15,166 --> 00:19:16,250 and I was like well 522 00:19:16,250 --> 00:19:17,366 you know just thinking in my head 523 00:19:17,366 --> 00:19:19,050 why are we at breakfast you know 524 00:19:19,050 --> 00:19:21,400 and never ask me anything about what I do 525 00:19:21,400 --> 00:19:23,433 or what I look for or 526 00:19:23,483 --> 00:19:25,400 you know the types of deals or construction 527 00:19:25,400 --> 00:19:27,300 or anything that we do at all 528 00:19:27,966 --> 00:19:30,400 and at the very end they say yeah 529 00:19:30,400 --> 00:19:32,800 we do these windows and it has this process and this 530 00:19:32,800 --> 00:19:35,466 this thing and come to find out 531 00:19:35,733 --> 00:19:38,450 we have no use for what they offer at all 532 00:19:38,450 --> 00:19:38,533 I I 533 00:19:38,533 --> 00:19:40,400 I don't we don't use that 534 00:19:40,400 --> 00:19:42,000 with any of the building that we've done 535 00:19:42,000 --> 00:19:44,300 and this would have just been so much easier 536 00:19:44,483 --> 00:19:47,050 even if we would have had a phone call or whatever 537 00:19:47,050 --> 00:19:48,166 before they you know 538 00:19:48,166 --> 00:19:49,000 pushed that 539 00:19:49,000 --> 00:19:50,933 they were pushing for this meeting with me for 540 00:19:50,933 --> 00:19:52,000 you know a while 541 00:19:52,000 --> 00:19:54,600 and I I finally agreed to meet with them sure 542 00:19:54,600 --> 00:19:56,033 you know I'm happy to look at it 543 00:19:56,050 --> 00:19:58,883 but it has nothing to do with anything that we do 544 00:19:58,883 --> 00:20:01,000 and they never asked you know 545 00:20:01,000 --> 00:20:04,166 and so we spent this whole breakfast talking about them 546 00:20:04,166 --> 00:20:06,150 I don't want to say it's a waste of time 547 00:20:06,366 --> 00:20:08,483 but because I was happy to meet with them 548 00:20:08,483 --> 00:20:09,600 and talk with them 549 00:20:09,600 --> 00:20:11,683 hopefully help them if I can refer them 550 00:20:11,683 --> 00:20:13,250 but it's just kind of funny 551 00:20:13,250 --> 00:20:15,883 you know you watch this happen so much 552 00:20:15,883 --> 00:20:19,250 you know that we try and credential ourselves 553 00:20:19,250 --> 00:20:20,533 assuming 554 00:20:20,533 --> 00:20:23,150 that that's what the other person's wanting to hear 555 00:20:23,250 --> 00:20:28,250 and you can't assume and a lot of times people um 556 00:20:28,250 --> 00:20:31,083 we underestimate what they have or what they can do 557 00:20:31,083 --> 00:20:32,633 or even how smart they are 558 00:20:33,083 --> 00:20:34,800 and it's underestimated and so 559 00:20:34,800 --> 00:20:36,783 we just say all this stuff 560 00:20:36,800 --> 00:20:38,850 when they might already know 561 00:20:38,850 --> 00:20:40,400 a lot of what we were gonna tell them 562 00:20:40,400 --> 00:20:43,066 but we assumed the opposite 563 00:20:43,250 --> 00:20:46,533 and so you can't assume you gotta ask questions well 564 00:20:46,533 --> 00:20:47,933 it it seems like 565 00:20:47,933 --> 00:20:52,733 Assumption is the step into the credential trap right 566 00:20:52,733 --> 00:20:56,766 we assume that they wanna hear our credentials 567 00:20:56,766 --> 00:20:57,933 we assume you know 568 00:20:57,933 --> 00:20:59,450 it's interesting you bring this up TK 569 00:20:59,450 --> 00:21:02,933 I was listening to a sales organization um 570 00:21:02,933 --> 00:21:05,483 not too long ago where every sales rep 571 00:21:05,483 --> 00:21:07,550 because the lead came in 572 00:21:08,000 --> 00:21:13,000 they assumed the person wanted their services right 573 00:21:13,000 --> 00:21:14,683 yep so they just would be like 574 00:21:14,683 --> 00:21:17,100 so the person got on the call and they'd be like 575 00:21:17,133 --> 00:21:18,166 oh um 576 00:21:18,166 --> 00:21:19,133 and they just start 577 00:21:19,133 --> 00:21:22,400 the sales rep just start just quickly talking 578 00:21:22,400 --> 00:21:22,966 talking talking 579 00:21:22,966 --> 00:21:24,733 talking credentializing the company 580 00:21:24,733 --> 00:21:27,166 credentializing themselves on and on 581 00:21:27,166 --> 00:21:28,950 and then there was one sales rep 582 00:21:29,483 --> 00:21:33,033 the most successful of all the raps 583 00:21:33,366 --> 00:21:35,350 and his first question was this 584 00:21:35,800 --> 00:21:39,350 so tell me what made you wanna hop on the call today 585 00:21:41,083 --> 00:21:43,183 and then the person goes oh 586 00:21:43,283 --> 00:21:45,933 well I heard that you guys do X 587 00:21:45,933 --> 00:21:49,700 y and Z and I really need that oh 588 00:21:49,883 --> 00:21:51,083 X y Z okay 589 00:21:51,083 --> 00:21:53,483 I was thinking you were wanting a B C but X 590 00:21:53,483 --> 00:21:55,483 y Z yes we do do that and they 591 00:21:55,483 --> 00:21:57,450 and the person was super successful 592 00:21:57,450 --> 00:21:59,733 because everybody was assuming t k 593 00:21:59,733 --> 00:22:01,666 all this is why they are calling 594 00:22:01,733 --> 00:22:04,866 I'm gonna throw out all the credentials Adam 595 00:22:04,883 --> 00:22:07,066 I'm gonna quickly let them know 596 00:22:07,283 --> 00:22:10,433 but instead the best sales rep would just say 597 00:22:10,650 --> 00:22:13,550 so what made you wanna jump on the call today with me 598 00:22:13,733 --> 00:22:14,533 right 599 00:22:14,766 --> 00:22:19,350 and then the person would tell them everything and then 600 00:22:19,800 --> 00:22:20,666 right 601 00:22:21,766 --> 00:22:23,883 but when you brought up the Assumption 602 00:22:23,883 --> 00:22:26,866 being the step into the credential trap 603 00:22:27,083 --> 00:22:29,483 it just got me thinking that yeah 604 00:22:29,483 --> 00:22:31,433 that's what a difference 605 00:22:31,683 --> 00:22:35,966 just telling them everything as opposed to assuming 606 00:22:35,966 --> 00:22:38,383 right and so TK 607 00:22:39,166 --> 00:22:39,600 so 608 00:22:39,600 --> 00:22:43,350 why is it that you wanted to come to breakfast with us 609 00:22:43,800 --> 00:22:45,333 well you guys kept calling 610 00:22:45,333 --> 00:22:49,050 and I thought I would hear what you guys do well 611 00:22:49,050 --> 00:22:50,683 do you have any idea what we do 612 00:22:50,683 --> 00:22:52,083 what is it that you do TK 613 00:22:52,083 --> 00:22:53,566 where's your knee you know 614 00:22:53,566 --> 00:22:59,550 and you talk through it and it changes everything right 615 00:23:00,450 --> 00:23:02,266 totally you know 616 00:23:03,166 --> 00:23:03,966 and you know 617 00:23:04,566 --> 00:23:07,600 your your chances of success are far greater 618 00:23:07,600 --> 00:23:09,966 because now you're really listening to the person 619 00:23:09,966 --> 00:23:12,483 and you're understanding what they're even looking for 620 00:23:12,483 --> 00:23:14,183 before you just start talking 621 00:23:14,450 --> 00:23:16,150 you know uh huh 622 00:23:16,166 --> 00:23:18,600 it happens so much but yeah 623 00:23:18,600 --> 00:23:20,400 I think this is a massive thing 624 00:23:20,400 --> 00:23:22,166 that can help so many people 625 00:23:22,166 --> 00:23:24,833 if they will listen and and take those steps 626 00:23:24,966 --> 00:23:28,250 you know so it's on credentialing yourself 627 00:23:28,250 --> 00:23:31,366 don't assume what an employer or 628 00:23:31,366 --> 00:23:33,000 or someone you're calling 629 00:23:33,000 --> 00:23:34,166 or someone who even called you 630 00:23:34,166 --> 00:23:36,000 looking for a product is wanting 631 00:23:36,000 --> 00:23:40,966 you can never assume you can't ask questions well 632 00:23:40,966 --> 00:23:43,950 in that in just being so it just 633 00:23:44,133 --> 00:23:47,950 so many people are so insecure 634 00:23:48,200 --> 00:23:49,850 that they have to constantly 635 00:23:49,850 --> 00:23:51,833 try and credentialize themselves 636 00:23:51,883 --> 00:23:55,100 to find worth and to find value 637 00:23:55,250 --> 00:23:58,766 but what TK and I are suggesting is that 638 00:23:58,766 --> 00:24:01,783 the more you learn about other people 639 00:24:02,083 --> 00:24:06,133 the more the value or your self esteem will grow 640 00:24:06,133 --> 00:24:08,466 TK you shared an earlier podcast 641 00:24:08,600 --> 00:24:11,633 if you want to increase your self esteem what do you do 642 00:24:13,333 --> 00:24:15,250 yeah give other more self esteem 643 00:24:15,250 --> 00:24:17,683 you know and and your guy Simon Sinic 644 00:24:17,683 --> 00:24:20,083 I remember we have that hung up in our in our office 645 00:24:20,083 --> 00:24:22,733 the office where you would come in and consult with us 646 00:24:22,733 --> 00:24:24,350 that was said by Simon Sinic 647 00:24:24,366 --> 00:24:26,133 people who feel good about themselves 648 00:24:26,133 --> 00:24:27,633 produce good results 649 00:24:28,366 --> 00:24:29,800 right that's not true 650 00:24:29,800 --> 00:24:30,133 you know 651 00:24:30,133 --> 00:24:31,650 and when you have when you feel good about yourself 652 00:24:31,650 --> 00:24:33,700 you're not worried about credentialing yourself 653 00:24:33,766 --> 00:24:34,850 cause it doesn't matter 654 00:24:34,850 --> 00:24:36,200 you already feel good about yourself 655 00:24:36,200 --> 00:24:38,533 so you don't need to so you sit and listen to people 656 00:24:38,533 --> 00:24:41,050 so that's a big thing but even if you don't 657 00:24:41,050 --> 00:24:42,366 focusing on the other person 658 00:24:42,366 --> 00:24:43,700 will give you that success 659 00:24:44,450 --> 00:24:47,366 it absolutely will so if we were to break this down 660 00:24:47,366 --> 00:24:47,850 TK's 661 00:24:47,850 --> 00:24:52,283 we wrap up this podcast and think about this huge trap 662 00:24:52,283 --> 00:24:53,600 because I'm telling you right now 663 00:24:53,600 --> 00:24:56,133 the reason why I say it's so massive 664 00:24:56,133 --> 00:24:59,433 is because if you can conquer this 665 00:24:59,883 --> 00:25:03,633 it will be your gateway to being a better leader 666 00:25:03,650 --> 00:25:04,766 making more money 667 00:25:04,766 --> 00:25:07,450 closing more business growing your business 668 00:25:07,450 --> 00:25:11,533 whatever it may be right if you really 669 00:25:11,533 --> 00:25:16,166 really think about overcoming this credential trap 670 00:25:16,166 --> 00:25:17,833 so what do you do 671 00:25:17,850 --> 00:25:21,183 the very first thing TK that you point out 672 00:25:21,400 --> 00:25:25,350 don't assume when you go to a meeting 673 00:25:25,400 --> 00:25:29,066 do not assume the second thing 674 00:25:29,083 --> 00:25:32,500 learn about the credentials of the other person 675 00:25:32,933 --> 00:25:35,550 learn about the credentials of the other person 676 00:25:35,733 --> 00:25:37,583 and and by the way TK 677 00:25:37,650 --> 00:25:37,966 you 678 00:25:37,966 --> 00:25:40,883 you the one who taught me this using those three words 679 00:25:40,883 --> 00:25:42,933 tell me more you 680 00:25:42,933 --> 00:25:45,450 you'd be stunned how excited people get 681 00:25:45,450 --> 00:25:47,583 when you're like well 682 00:25:47,683 --> 00:25:49,766 you're learning the credentials about 683 00:25:49,766 --> 00:25:51,166 of the other person and you're 684 00:25:51,166 --> 00:25:52,366 and they're like yeah 685 00:25:52,366 --> 00:25:57,983 I went to uh actually got my MBA from UCLA oh really 686 00:25:58,333 --> 00:26:00,166 tell me more about that oh 687 00:26:00,166 --> 00:26:03,000 well it was always been my goal you know 688 00:26:03,000 --> 00:26:08,650 and they tell you everything they really will so No. 1 689 00:26:08,650 --> 00:26:11,266 I wanna assume number two 690 00:26:12,366 --> 00:26:16,866 find out the credentials of the other person 691 00:26:17,733 --> 00:26:20,233 and then and then No. 3 692 00:26:21,000 --> 00:26:24,100 you will be able to have the success you want 693 00:26:24,933 --> 00:26:27,883 by simply doing that so 1 694 00:26:27,883 --> 00:26:29,133 don't assume 2 695 00:26:29,133 --> 00:26:31,250 get their credentials to the other person and 3 696 00:26:31,250 --> 00:26:35,050 buckle up because your success will be yours 697 00:26:35,050 --> 00:26:36,733 I promise you TK 698 00:26:36,733 --> 00:26:38,866 how many times have you and I seen this 699 00:26:39,400 --> 00:26:40,883 oh so many times 700 00:26:40,883 --> 00:26:41,566 you know 701 00:26:41,566 --> 00:26:44,250 and I can't count how many times I've made the mistake 702 00:26:44,250 --> 00:26:46,166 you know going into a meeting 703 00:26:46,166 --> 00:26:48,666 and I say all the stuff on what I have for them 704 00:26:48,766 --> 00:26:50,483 and I just made a fool out of myself 705 00:26:50,483 --> 00:26:52,866 cause it's not even close to what they're looking for 706 00:26:52,966 --> 00:26:55,800 you know so you just feel yeah 707 00:26:55,800 --> 00:26:57,100 it's not a good feeling 708 00:26:57,733 --> 00:27:01,333 but you learn so that it just goes to show 709 00:27:01,333 --> 00:27:02,766 we've all made that mistake 710 00:27:02,766 --> 00:27:06,633 I made that mistake and myself several times 711 00:27:06,683 --> 00:27:08,050 but it shows the importance 712 00:27:08,050 --> 00:27:09,800 you can't assume what someone's wanting 713 00:27:09,800 --> 00:27:11,183 or what they're looking for 714 00:27:11,200 --> 00:27:12,433 you have to ask 715 00:27:13,283 --> 00:27:15,650 it's exactly right and and 716 00:27:15,650 --> 00:27:15,933 and 717 00:27:15,933 --> 00:27:19,866 as excited as you are about sharing your credentials 718 00:27:20,966 --> 00:27:23,733 share those with your significant other 719 00:27:23,733 --> 00:27:27,933 share with your dog share with whoever um 720 00:27:27,933 --> 00:27:30,050 and and I say it like that 721 00:27:30,050 --> 00:27:30,966 tongue in cheek 722 00:27:30,966 --> 00:27:35,483 because eventually in a conversation with people 723 00:27:35,483 --> 00:27:38,033 you'll get to share your credentials down the road 724 00:27:38,250 --> 00:27:42,750 you'll get to share experiences but down the road 725 00:27:42,800 --> 00:27:46,083 so remember those three things and watch 726 00:27:46,083 --> 00:27:48,083 how successful you'll be as I 727 00:27:48,083 --> 00:27:49,533 as I mentioned earlier 728 00:27:49,533 --> 00:27:51,966 with the hundreds and hundreds of attorneys 729 00:27:51,966 --> 00:27:53,766 I've worked with this 730 00:27:53,766 --> 00:27:56,300 they give me the biggest pushback on this 731 00:27:56,333 --> 00:27:58,166 they give me of all of them 732 00:27:58,166 --> 00:28:00,900 this is the biggest pushback I get 733 00:28:00,966 --> 00:28:03,333 on this credential trap and TK 734 00:28:03,333 --> 00:28:07,700 you sit firsthand and watch when people are successful 735 00:28:08,050 --> 00:28:11,833 they're not falling into this trap right right 736 00:28:12,533 --> 00:28:15,666 it's awesome great being with you always TK 737 00:28:15,766 --> 00:28:18,150 everyone have a tremendous day