We talk a lot about creativity and sales and some people think, well, give me an example

of that Brian.

Well, I'm going to do that for you today.

Today we got a great guest and creativity is an understatement.

And I think what's unique about this interview is this is, at least for me, one of the last

places I would find, I thought I would find creativity, but I did.

And what you'll get out of this is an idea, an example, but don't take it as a script.

Now this is what people, certainly on LinkedIn, always ask, oh, is it this or is it that?

And then they think they know it.

What we want to do is take an example and say, well, how can I apply the concept of that?

Not the exact example.

And this is where people get off on the wrong path.

They try and copy somebody per the exact steps.

And if it doesn't work, they blame the situation instead of trying to find what would work

in their particular case.

To do that, you have to understand the psychology of the prospect.

And that, you know, it's a little work, it is.

But today I think people think prospecting is one of two things, spamming somebody with

your little love letter, also known as email, or maybe do something on LinkedIn, do the

pitch and pounce, or the connect and pounce, the bitch slap or pitch slap, or what do they

call it, or it's cold calling.

It's dialing somebody up and giving your verbal commercial.

...