0:00

Do you realize there's only two

0:02

ways to provide value to people?

0:04

One is to give them more

0:06

of what they like, what's working,

0:08

and what they know. The other

0:10

way we provide value is to

0:12

take away what they don't like,

0:14

what's not working, or what they

0:16

don't know. And so for me,

0:18

in the simplification of value. And

0:21

clearly with a definite purpose and

0:23

a control of my impulse, now I

0:25

simply just have to be more interested.

0:27

Tell me, what are you doing today?

0:30

What do you like? What don't you like?

0:32

What's working? What's not working? What do

0:34

you know about it? What don't you

0:36

know about it? And finally, would it

0:38

help you if I did this? Plug

0:43

into the mind of the world's

0:45

cutting-edge innovators, visionaries, and thought leaders

0:47

who are rewriting the rules of

0:49

sales and success. It's your time

0:51

to make an impact. I am

0:53

your host, Jason Mark Campbell, and

0:55

this is the Selling with Love

0:58

podcast. Ladies

1:02

and gentlemen, welcome back to The Selling With

1:04

Love podcast. We have a legend in the

1:07

field that's here to share some insights. For

1:09

those who want to get your idea out,

1:11

those of you who want to build a

1:13

business with a lot of success, connect with

1:15

amazing people and truly embrace sales as a

1:17

beautiful tool that, listen to this, allows you

1:19

to make a lot of money. Help a

1:22

lot of people and have a lot of

1:24

fun. If you've heard that tagline before, you

1:26

know exactly who I'm speaking about. We got

1:28

David Meltzer, who's joining me. If you're not

1:30

familiar with David, he is a legendary sports

1:32

executive, served as CEO for Lay

1:35

Steinberg Sports and Entertainment Agency. You might

1:37

have seen the movie Jerry McGuire, and

1:39

he would have been the inspiration behind

1:41

that content. He's been an executive producer

1:43

for the Apple TV series, Two Metal,

1:45

Drill, and Office Hours. You can actually

1:47

see him. speak about that and you're

1:49

going to learn a thing or two,

1:51

whether you're trying to bring your ideas

1:53

forward, you're trying to get that next

1:56

promotion, you want to sell that product

1:58

or service, or raise funds, pitching, sale. There

2:00

at the foundation of everyone and

2:02

we got the foundation of everything

2:04

and we got David who's going

2:06

to tell us more about it

2:08

David welcome to the show Oh,

2:10

what a pleasure. No better topic

2:12

to talk about than what other

2:15

people call sales. For me, I

2:17

talk about value and vision and

2:19

being able to articulate a value

2:21

and vision to exceed what you're

2:23

asking for, maybe connotated or explained

2:25

as sales, but helping so many

2:27

people around the world live in

2:29

abundance is my mission that actually

2:31

brings the commission. So it's great

2:34

to be here. I love that

2:36

you have that frame and here's

2:38

one thing I've noticed with guests

2:40

and for those who've been listening

2:42

to the show you've probably started

2:44

to notice the pattern. Massively successful

2:46

people seem to have a way

2:48

of looking at sales in a

2:50

beautiful way but sales gets a

2:53

bad rap and it looks like

2:55

a dirty word. Why do you

2:57

think that is and what happens

2:59

when you make that switch and

3:01

see it as an ally not

3:03

an enemy? Well, the reason it

3:05

has a bad rap is that

3:07

a lot of people adhere to

3:10

selling in a format, which was

3:12

what I call David Melzer 1.0.

3:14

How many of us think of

3:16

sales and think of over-selling, back-end

3:18

selling, lying, manipulating, cheating? All of

3:20

those things are aligned with some

3:22

people's philosophies and execution of sales.

3:24

And I will tell you humbly

3:26

that that's... What my philosophy was

3:29

of selling was an outcome-based sale,

3:31

not a value and a vision,

3:33

a collaboration and a coordination between

3:35

two people to give them true

3:37

value. And so I would adhere

3:39

to over-selling back-end selling line manipulating

3:41

and cheating other people and calling

3:43

that sales. And it happens not

3:45

just in profession, but it happened

3:48

in my personal life and almost

3:50

destroyed me as a person and

3:52

even my marriage because I was

3:54

a liar or a cheater manipulator.

3:56

overseller and back-end seller at all

3:58

times. Believe it or not, it

4:00

can be genetically and energetically inherited

4:02

these personality traits. and energy. And

4:05

so I have spent a majority

4:07

of my life practicing selling in

4:09

the wrong way, but now over

4:11

18 years of empowering not only

4:13

myself, but now creating frameworks and

4:15

techniques in order to facilitate letting

4:17

everybody feel comfortable that selling can

4:19

be really dirty or it can

4:21

be one of the greatest. experiences

4:24

that we can create between people

4:26

as a conscious good will to

4:28

do well and to do good

4:30

at the same time where you

4:32

can make a lot of money

4:34

to help a lot of people

4:36

and have a lot of fun

4:38

doing it. But I think it's

4:41

fair that selling gets a bad

4:43

rap because there's a high percentage

4:45

of people that sell the wrong

4:47

way and give it the wrong

4:49

definition and I know that from

4:51

personal experience. bearing that in a

4:53

vulnerable way. I even speak in

4:55

my book about how there's the

4:57

sale that I made that I

5:00

regretted and I kind of became

5:02

one of the moments where I

5:04

was like, you know, this is

5:06

not right, that can do better.

5:08

There's a whole story where I

5:10

had to shift to how I

5:12

looked into sales, but what I

5:14

found unfortunate is that my transformation

5:16

towards selling with love came on

5:19

the back of someone else that

5:21

I made a bad sale to.

5:23

And I'm wondering if you've had

5:25

a moment where that... shift happened

5:27

and it was like yeah we

5:29

need to do things differently obviously

5:31

there were patterns I assume you

5:33

saw working both in business and

5:36

personal but was there a moment

5:38

that you're like hey there's a

5:40

better possibility here Yeah, well thanks

5:42

to my wife there was because

5:44

the ultimate sale of my life

5:46

was I met my wife in

5:48

the fourth grade. I asked her

5:50

to go study at sixth grade

5:52

camp and she said no I

5:55

made fun of her and threw

5:57

an egg at her and she

5:59

didn't want anything to do with

6:01

me and then through being who

6:03

I was and learning about selling

6:05

the right way and taking stock

6:07

and true values she actually in

6:09

my late 20s. said yes to

6:12

Mary. me because of who I

6:14

was at that time. But then

6:16

the genetic and energetic inheritance and

6:18

my desire to buy love and

6:20

my misperception in the relationship I

6:22

had with money that it would

6:24

buy me love and happiness and

6:26

it was my identity. Think about

6:28

this, I was worth over $100

6:31

million and if my bank account

6:33

went up $100. I would be

6:35

happy if it went down a

6:37

hundred dollars, I'd be sad. I

6:39

would feel bad about myself. And

6:41

so there came a day when

6:43

I came home after lying to

6:45

my wife, overselling her back and

6:48

selling her and cheating, that I

6:50

faced her and she told me

6:52

that she was leaving me and

6:54

taking my three daughters because I

6:56

needed to take stock in who

6:58

I was and what did I

7:00

wanted to become or else I

7:02

would be dead. and she didn't

7:04

want to hang out to see

7:07

what my future was going to

7:09

be like because she knew what

7:11

it was going to be like

7:13

because of my behaviors of lying

7:15

cheating manipulating and overselling and back-end

7:17

selling. At that time I woke

7:19

up the next morning saying that

7:21

I hated my mom, I hated

7:24

my dad, I hated my best

7:26

friend and now I hated my

7:28

wife because they were the only

7:30

ones that loved me enough to

7:32

tell me the truth. that they

7:34

had had had enough of this

7:36

poor behavior, this idea of selling.

7:38

They had been oversold one too

7:40

many times. And as I sat

7:43

there in bed thinking about how

7:45

much I hated the four people

7:47

that mean the most to me,

7:49

I realized I hated myself. That

7:51

I was a liar, a cheater,

7:53

a back-end seller, an over-seller, a

7:55

manipulator, and that I wanted to

7:57

do as my wife stated. I

8:00

was gonna take stock in who

8:02

I was. and what I wanted

8:04

to become. And thank goodness my

8:06

wife gave me an opportunity to

8:08

prove that to her. And my

8:10

mom, my best friend, and my

8:12

dad were forgetting. and loving enough

8:14

to give me a chance to

8:16

prove who I was and what

8:19

I wanted to become. So for

8:21

me, sales is everything. Sales is

8:23

everything because without my understanding of

8:25

it, I probably would be dead.

8:27

I know I would be alone,

8:29

which probably would have made me

8:31

want to be dead anyway. So

8:33

I owe everything to this journey

8:36

and that's why I'm on the

8:38

mission I am to help people

8:40

make a lot of money, help

8:42

a lot of people and have

8:44

a lot of fun and sell

8:46

with as you say love and

8:48

I say with the truth. this

8:50

story, and I think it's great

8:52

for people who are tuning in,

8:55

who might want to go on

8:57

this path of abundance and success

8:59

and realize that there's a way

9:01

to gour towards it, that's much

9:03

healthier. And even if you find

9:05

yourself with hints that you might

9:07

be on the wrong path, and

9:09

you've already spoken about the times

9:12

of over-selling manipulation, like there's almost

9:14

a compulsory need, and you speak

9:16

about perhaps even a genetic tendency,

9:18

that you feel like that's the

9:20

only way. to sell but now

9:22

that you've shifted into this much

9:24

better model where fun is at

9:26

the foundation you want to help

9:28

people you're still making a lot

9:31

of money so what does that

9:33

look like when you've actually adjusted

9:35

to a proper sales ethics mindset

9:37

or heart set? What's so interesting

9:39

because I think when I started

9:41

to simplify my mission of providing

9:43

value and service to others and

9:45

so I really honed into the

9:48

simplification of value itself, do you

9:50

realize there's only two ways to

9:52

provide value to people? One is

9:54

to give them more of what

9:56

they like, what's working and what

9:58

they know. The other way we

10:00

provide value is to take away

10:02

what they don't like, what's not

10:04

working or what they don't know.

10:07

And so for me, in the

10:09

simplification of value, and clearly with

10:11

a definite purpose and a control

10:13

of my impulse, the need to

10:15

oversell back and sell a line,

10:17

manipulate and cheat when I think

10:19

I'm gonna lose, when I can

10:21

control my impulse, but clearly have

10:24

a definite purpose of providing value,

10:26

knowing what value was. Now I

10:28

simply just have to be more

10:30

interested. And so I have a

10:32

formula, which by the way, I'm

10:34

willing to send everyone for free,

10:36

David at demelcher.com, that says, tell

10:38

me. According to the subject matter

10:40

topic or expertise that we both

10:43

are interested in, what are you

10:45

doing today? What do you like?

10:47

What don't you like? What's working?

10:49

What's not working? What do you

10:51

know about it? What don't you

10:53

know about it? And finally, would

10:55

it help you if? Would it

10:57

help you if I did this?

10:59

And, even more importantly, do you

11:02

know anyone that can help me?

11:04

And when we look at this

11:06

infinite loop of giving, where I'm

11:08

giving more, I'm giving more, I'm

11:10

giving more, and I ask for

11:12

more than more, so I can

11:14

give more than more, be given

11:16

more than more, receive more than

11:19

more, and ask for more than

11:21

more than more than more, I

11:23

start to realize that I'm on

11:25

a journey of more than enough

11:27

of everything for everyone. And I

11:29

give people a freedom. to change

11:31

their mind. This is the second

11:33

component of value. And I think

11:35

a lot of people, even with

11:38

good intentions, they're so stuck in

11:40

an agreement, verbal, written, implied, with

11:42

consideration, which is payment of some

11:44

sort, consideration. They forget the one

11:46

thing that's true about a sale,

11:48

about a decision, about an agreement,

11:50

that the minute, the instant that

11:52

a decision agreement is made, whether

11:55

it's verbal implied or written, even

11:57

with payment. time, emotion, and value

11:59

are going to change. And if

12:01

I don't go into a sale,

12:03

willing to adjust the agreement with

12:05

an open mind, open heart, and

12:07

open hands to allow someone to

12:09

change their mind according to value,

12:11

and emotion, then I'm still in

12:14

the realm of scarcity. And so

12:16

not only have I elevated my

12:18

process to be credible and emotionally

12:20

connect to people, but to be

12:22

capable not only of articulating a

12:24

quantitative value to exceed what I'm

12:26

asking for, but to allow for

12:28

adjustment. Because I know time, emotion,

12:31

and value are going to change.

12:33

I actually give people the permission

12:35

in all my sales. to change

12:37

their mind and say, no, give

12:39

me my money back. Because if

12:41

I can't do that, I don't

12:43

want to be in that business.

12:45

I don't want to be selling

12:47

that. And this holds true not

12:50

just in a financial, professional arrangement,

12:52

but in my personal life with

12:54

my children and my wife and

12:56

my parents and all the people

12:58

around me, I am abundant in

13:00

my understanding that I know you

13:02

promised to come to the birthday

13:04

party on Sunday. But time and

13:07

value changed, and you can't make

13:09

it. I have no need to

13:11

be right or offended or separate,

13:13

inferior, or superior into damage our

13:15

relationships. I'm just grateful that you

13:17

considered coming and appreciative that you

13:19

have something better to do. And

13:21

next time, I'll give you another

13:23

invitation with the same open-minded, abundant

13:26

attitude. I definitely can see how

13:28

this is an abundant mindset as

13:30

opposed to scarcity by going with

13:32

this approach. But Most people get

13:34

offended, insulted, disappointed. There's a lot

13:36

of expectations that come from the

13:38

original terms. When you have this

13:40

flexible mindset that comes with a

13:43

lot more of an abundance mindset,

13:45

do you find it makes changes

13:47

both on closing rates, satisfaction rates,

13:49

and is it still something you

13:51

need to personally process emotionally? I

13:53

think you have to be very

13:55

selective of what business opportunities that

13:57

you take on. I think in

13:59

your personal life it is much

14:02

easier because the term are much

14:04

more adaptable and adjustable to the

14:06

relativity association and the feeding and

14:08

bleeding that benefit us in a

14:10

relationship. But I think in the

14:12

context there's some businesses that would

14:14

be impossible to utilize my philosophy

14:16

and people ask me what do

14:19

you do and you buy a

14:21

house you don't know it's impossible

14:23

not to lock in terms you

14:25

know I can't get a mortgage

14:27

without locking in terms the bank's

14:29

not going to allow me to

14:31

say well time emotion. No, no

14:33

problem. So, you know, what are

14:35

you going to spend the majority

14:38

of your time selling? And is

14:40

it aligned with this philosophy? I

14:42

wouldn't be a mortgage broker, but

14:44

I've been on the buying and

14:46

selling side of mortgages. And ironically,

14:48

what's funny is most people don't

14:50

even know. I adjusted and amended

14:52

all of my mortgages during COVID.

14:55

My wife told me she learned

14:57

on Tik. And I didn't believe,

14:59

or I won't even go in,

15:01

that if you had enough cash

15:03

in the bank, that you could

15:05

go to your bank and say,

15:07

look, I don't want to refinance,

15:09

if you're going to make me

15:11

refinance, I'm going to go to

15:14

another bank. If I have to

15:16

go through all that, I already

15:18

have my mortgages with you, I

15:20

have millions of dollars of cash

15:22

with you, I'm less of a

15:24

risk if you lower my interest

15:26

rate, and if you're going to

15:28

force me to go through all

15:31

this. bullshit to prove I'm credit

15:33

worthy when obviously you're already holding

15:35

my note and I'm credit worthy

15:37

at a higher interest rate. I'll

15:39

keep my money with you and

15:41

I will be credit worthy at

15:43

a lower rate, even more credit

15:45

worthy, so amend my mortgage with

15:47

one signature. And so with all

15:50

of our properties, one signature, they

15:52

amended the mortgage with all the

15:54

exact terms except for the mortgage

15:56

rate, was two points on average

15:58

lower, which saved me an amazing

16:00

amount of money. And I didn't

16:02

even believe my wife was possible.

16:04

But this is an abundant attitude,

16:07

right? And it shows you that

16:09

even in places where terms that

16:11

when you take on this. energy,

16:13

you find what you're given, even

16:15

in the most stringent, term-based opportunities,

16:17

a mortgage. So the universe provides

16:19

when you live in abundant opportunities,

16:21

and you'll find that there are

16:23

circumstances that it's impossible to adhere

16:26

to, you know, being that open

16:28

and abundant, but you don't have

16:30

to oversell back-end cell live manipulate

16:32

and cheat in that scarce modality.

16:34

This is a great tip for

16:36

everyone who's going to feel like

16:38

they have no control over any

16:40

kind of contract. I think there's

16:42

always a renegotiation open as well.

16:45

I wanted to ask you about

16:47

something you've been doing. I've noticed

16:49

already you're running two-minute drill. You're

16:51

getting a lot of people that

16:53

are pitching you their ideas, their

16:55

businesses, and this is where you

16:57

started to have radar. So I'd

16:59

be curious to know when people

17:02

are in the early stages of

17:04

business. What are some of the

17:06

biggest red flags and green flags

17:08

you see? When someone is excited

17:10

about building up their business and

17:12

they're going to be pitching you

17:14

the idea, and I think for

17:16

anybody at any stage of business,

17:18

they're going to have to pitch

17:21

their idea to get employees to

17:23

get funding to sell their product

17:25

and services. What are the major

17:27

green and red flags you see

17:29

from all these individuals you encounter?

17:31

Well, the number one green and

17:33

red flag that exists is within

17:35

the context of credibility. And what

17:38

I mean by that is that

17:40

people forget if you're a hundred

17:42

percent credible. Which is almost humanly

17:44

impossible unless it's to your mom

17:46

because our moms over love us

17:48

and they you know Probably dote

17:50

on all of our actions and

17:52

words most of time, but if

17:54

you could achieve a hundred percent

17:57

credibility You wouldn't ever have to

17:59

sell anyone you would just tell

18:01

them what to do meaning. Hey,

18:03

I'm a hundred percent credible. Give

18:05

me a million dollars today. I'll

18:07

send you back two million dollars

18:09

24 months from now. Okay, you're

18:11

a hundred percent credible. There's no

18:14

questions Why I say this is

18:16

that most people don't realize how

18:18

important credibility is. So they either

18:20

unintentionally or intentionally lie manipulate, cheat,

18:22

oversell, or back-end cell because they

18:24

haven't gone through their pitch with

18:26

a fine-tooth comb of perceptive credibility.

18:28

They haven't gone through it and

18:30

done the work of, if I

18:33

told you my revenue was up

18:35

300 percent, How could people perceive

18:37

that? Maybe they didn't believe me

18:39

because maybe they thought, wow, he

18:41

must have done like three dollars

18:43

last year, now he's at nine

18:45

dollars. So I better include the

18:47

actual amounts and say, you know,

18:50

I did a million dollars my

18:52

first year, and in my second

18:54

year, I did three million. My

18:56

profits were up 300 percent. And

18:58

so that's an unintentional perceptive credibility

19:00

problem. And I find that a

19:02

lot of times. the biggest red

19:04

flags are that people aren't prepared.

19:06

They haven't practiced. They don't know

19:09

their own business. They're not comfortable

19:11

and confident in what they're talking

19:13

about. They have no capability because

19:15

of that to articulate a value

19:17

to exceed what they're asking for.

19:19

And believe it or not, most

19:21

people that haven't done the work

19:23

that aren't prepared are not comfortable

19:26

and confident in articulating a value

19:28

to exceed what they're asking for,

19:30

don't ask. So the number one

19:32

red flag. of a pitch is

19:34

there's no ask. I've done eight

19:36

or nine seasons of elevator pitch

19:38

with entrepreneur magazine. I've done seven

19:40

seasons of two-minute drill. I just

19:42

completed my second season of go

19:45

fund yourself on cheddar. And I'm

19:47

amazed. And I give tips all

19:49

the time, right? The perfect pitch

19:51

tips. I have training guides. I

19:53

probably have more videos on sales

19:55

with the three, no rule, the

19:57

25 no. It has to be

19:59

out there if you're more interested

20:02

than interesting that you should have

20:04

an ask in your pitch. It's

20:06

one of my key things I

20:08

teach. So what it tells me

20:10

when people don't have an ask.

20:12

all the content I've done on

20:14

asking and if someone's on my

20:16

show and spent all that money

20:18

to prepare is that they must

20:21

not actually be comfortable and confident

20:23

in articulating the value to exceed

20:25

what they're asking for if they

20:27

don't ask. So that's the number

20:29

one red flag that I see

20:31

credibility red light and green light

20:33

by the amount of work you

20:35

put in to be credible. And

20:38

then I love someone also that

20:40

uses capability as an infusion of

20:42

value, not as benefits and features.

20:44

So for me, one of the

20:46

key green flags is that someone

20:48

is using the capabilities of the

20:50

product service solution or their brand

20:52

to infuse value. Instead of just

20:54

featuring benefiting dumping on me and

20:57

making assumptions that I find that

20:59

valuable that you know It's a

21:01

green car when you didn't even

21:03

ask me if I like green

21:05

There's a lot to take away

21:07

from that last bit here I'm

21:09

actually very surprised when it comes

21:11

to people who don't know what

21:14

their ask is and you know

21:16

if you've watched these shows It's

21:18

like an entire presentation goes on

21:20

and at the end. They're like

21:22

it's almost like they're asking you

21:24

to tell them what to ask

21:26

and I've seen that at a

21:28

smaller scale and I know there's

21:30

a lot of for example people

21:33

that might be in the coaching

21:35

industry and they want to find

21:37

some clients but they haven't even

21:39

packaged their value pot position they

21:41

almost be like I'm amazing I

21:43

can help you it's almost putting

21:45

the responsibility on the buyer to

21:47

come up with their ask have

21:50

you seen that a lot and

21:52

like what's the core work they

21:54

need to go do to flip

21:56

that around and have a proper

21:58

ask Yeah, well, number one practice,

22:00

right? We get better only by

22:02

practice. That's human nature, that's conscious

22:04

continuum behaviors. That is the key

22:06

to life is good behavior creates

22:09

good progress, bad behavior interferes with

22:11

it. So make sure that you're

22:13

practicing good behaviors. But I see

22:15

it a lot. And I see

22:17

it a lot because people lose

22:19

sight of the... objective. It's very

22:21

simple. The objective is to be

22:23

able in the end to articulate

22:25

a quantitative value to exceed what

22:28

we're asking for. And then the

22:30

nuance behind the ability to articulate

22:32

a quantitative value to exceed what

22:34

we're asking for is the difference

22:36

between perceived value. in bottom line.

22:38

And this is one of the

22:40

most valuable lessons I give is

22:42

that perceived value is a very

22:45

simple thing. It's your comfort level

22:47

and your confidence in what the

22:49

value is. That is it. And

22:51

I see this more in the

22:53

coaching and speaking world than anywhere

22:55

else. What is the difference between

22:57

my $100,000 asking price for speeches

22:59

and John Asaroff's $25,000 asking price

23:01

for speeches. It's not that I'm

23:04

four times a better speaker than

23:06

John Asaroff. I'm four times more

23:08

comfortable and confident in articulating the

23:10

value of me stepping on your

23:12

stage. It's a perceived value. Now,

23:14

bottom line, it's very simple as

23:16

well. The bottom line of my

23:18

ask is very simple. It's math.

23:21

It's I have determined beforehand, not

23:23

only my comfort level and confidence

23:25

in articulating a value to exceed

23:27

what I'm asking for, but I

23:29

also am extremely comfortable and confident

23:31

in the math, meaning I am

23:33

not gonna step on that stage

23:35

for less than 50 grand. for

23:37

a whole variety of reasons. It

23:40

might be a weekend, I might

23:42

have to miss my son's golf

23:44

tournament or football game, or you

23:46

know, I have to fly for

23:48

two days to get there. There's

23:50

a whole bunch of reasons why

23:52

your bottom line changes. Or I

23:54

might do it for free because

23:57

it's one mile away on a

23:59

Tuesday at four o'clock for a

24:01

charity. Right? Now, the difference between

24:03

Dave Melzer and most people on

24:05

the earth is when... When that

24:07

charity calls me to speak and

24:09

they say, how much are you

24:11

to come at 4 o'clock and

24:13

speak to a bunch of kids

24:16

to help them, I will tell

24:18

them I'm $100,000 to speech and

24:20

they will say, whoa, that is

24:22

too much. And then I'll say,

24:24

well, what is your budget? Actually,

24:26

we're hoping that you would do

24:28

it for free. Absolutely. escalated in

24:30

my value in the appreciation of

24:33

everyone there when they find out

24:35

I'm a hundred thousand dollar speaker

24:37

and I'm taking my time to

24:39

do it for free. is easily

24:41

four times the appreciation that John

24:43

Asaroff comes if he does it

24:45

for free and tells them that

24:47

he's $25,000 of speech, which most

24:49

of the time, most of those

24:52

speakers, they don't do that. They

24:54

immediately say, oh my gosh, it's

24:56

a charity, it's a mile away

24:58

from my house, it's four o'clock,

25:00

I don't have anything prioritized at

25:02

that time, I'd be happy to

25:04

come for free. You're missing an

25:06

opportunity. I'm actually more appreciated and

25:09

they feel better and get more

25:11

value out of my speech because

25:13

of my perceived value at the

25:15

same bottom line that you did.

25:18

Dave, this is one of the most

25:20

important lessons people need to have and

25:22

I think it's very much tied to

25:24

the self-worth. I can tell you've done

25:26

the work and I think this is

25:28

the critical work I want people to

25:31

do. If you had one piece of

25:33

advice to give to someone who would

25:35

want to get to that point where

25:37

whatever they pitch they feel confident and

25:39

worthy of that price, what's something that

25:41

you'd want them to take away from

25:43

this conversation? It's my favorite thing. And

25:45

it's a piece of advice that Bob

25:47

Parsons, the founder of GoDaddy, gave me.

25:50

He accited for $4.2 billion personally from

25:52

GoDaddy. I was interviewing him at the

25:54

Super Bowl. And he's in his 70s,

25:56

remarkable guy, super kind. And he said,

25:58

you know, Dave. If you love what

26:00

you do, and you can see me

26:02

in the interview just like we are

26:04

here face to face, roll my

26:06

eyes because I was about to

26:08

be so disappointed that someone I

26:10

looked up to in such regard

26:12

was about to say, if you

26:15

love what you do, you're never

26:17

gonna work a day in your

26:19

life. I swear he was gonna

26:21

say that. And I think that's

26:23

bullshit. You know, I'm sorry, I've,

26:25

you know, definitely love what I

26:27

do. I love football, but it

26:29

was hard work to practice to

26:31

be able to play four plays

26:33

off the bench. It was hard.

26:35

It was not easy. So that

26:37

was bullshit to me. But he

26:39

didn't say that. Here's the lesson

26:42

for everybody. He said, Dave, if you

26:44

love what you do, but you learn.

26:46

to love what you don't like

26:48

or don't love. And you

26:50

learn to love what other

26:53

people don't like and don't

26:55

love. And you're able to

26:57

enjoy it every day, practice

26:59

it every day, consistently.

27:02

persistently without quitting because

27:04

it's not the mistakes that you're

27:06

going to make Dave. It's the

27:08

lack of commitment that will stop

27:11

you from success. So if you

27:13

learn to love what you don't

27:15

like or don't love or other

27:17

people don't like or don't love

27:19

and you learn to do it

27:21

every day consistently, persistently, in the

27:23

pursuit David of your potential, your

27:25

perceived value. Not other peoples, not

27:28

what's missing, not what you don't

27:30

have, not what you're worried about,

27:32

not worthy of, but other people's

27:34

opinion. Life will give you all

27:36

its secrets. It'll make life easy.

27:38

It'll give you the cheat codes. And

27:41

it'll take away the disc easy. And

27:43

so I want everyone when they're

27:45

talking about value and vision to

27:47

make life easy to give them

27:49

the cheat codes and the only

27:52

way to do that that I

27:54

know is to practice and enjoy

27:56

the practice every day consistently persistently

27:58

in the pursuit of your potential,

28:00

your perceived value. Once again, I'd love

28:02

to give everyone my five perfect pitch

28:05

tips. I'd love to give everyone my

28:07

book. I'll sign it, send it to

28:09

you, pay for shipping, pay for the

28:11

book. It's all free. Just email me,

28:14

David at demeltser.com. I personally answer all

28:16

of my own emails. David at demeltser.com.

28:18

Let's do more together, my friend. We

28:20

share a symbiotic perspective of selling. What

28:23

a great place to be. Sell with

28:25

love everyone. I appreciate you. I appreciate

28:27

you. I think this is the first

28:29

of many. David, it's been an absolute

28:32

pleasure. I love the journey. I love

28:34

where you're at. And I think for

28:36

everybody else tuning in, they love exactly

28:38

what they can take away from this

28:41

amazing conversation. Take care, enjoy, and we

28:43

will speak again soon. Take care everyone,

28:45

go out there, sell with love, understand

28:47

your value, and realize that you're going

28:50

to have the keys to the secrets

28:52

if you follow the advice you've heard

28:54

today. I

28:57

am your host Jason Mark Campbell

28:59

and this is the Selling With

29:01

Love podcast.