Special Guest Expert - Richard Brock

Special Guest Expert - Richard Brock: Video automatically transcribed by Sonix

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Brian Kelly:
So here's the big question. How our entrepreneurs like us, who's been hustling and struggling, to make it to success. Who seem to make it one step forward, only to fall two steps back. Who are dedicated, determined, and driven. How do we find the breakthroughs and win? That is the question. And this podcast will give you the answers. My name is Brian Kelly. And this is THE MIND BODY BUSINESS SHOW.

Brian Kelly:
Hello, everyone, and welcome, welcome, welcome to the MIND BODY BUSINESS Show. We have a phenomenal, phenomenal guest lined up. His name is Richard Brocky is coming on screen here in just a moment. Right before we do that, a little bit, just a little bit about the show. In case you're new here, this is the MIND BODY BUSINESS show, into the show for entrepreneurs, by entrepreneurs, where we bring on only the most successful entrepreneurs from all over the world. And the reason we do that is because with that, you can learn from those who have already achieved a great level of success rather than those that are just talking about how to achieve success. And they have not yet themselves made it, no problem with anyone wherever they are in their walk in entrepreneurship. But the reason for this show is simply to give you the tools and resources you need to simply model the success of my guests and follow in their footsteps and make it a much easier and simpler path to make it to where you're successful because you desire it and you deserve it. And that's what we're here for, is to help you. So, the MIND BODY BUSINESS show, it's about what I call the three pillars of success. And that came from years of studying, only successful people trying to figure out what was the secret sauce, what was it that made them more successful than, say, myself. And I found time and time and time again three pillars or three patterns that kept floating to the top, if you will. And those are basically parts of the title of this very show. So mind being mindset to a person. Each and every successful individual that I studied had a very powerful, yet even more important, very flexible mindset and body. Well, body means literally that, taking care of oneself both outside and inside. So, exercise on a regular basis and eating and drinking nutritional food and drink. And no kidding, That's what successful people do. They don't just sit around on a hammock and drink from an umbrella, drinking, getting drunk every day as many would picture someone who's very wealthy and successful. And then there's business. Business is one of my favorites because it is so multifaceted. It requires each of these, these very successful people have mastered skill sets in various areas like; sales, marketing, team building, systematizing, leadership. And the list goes on and on and on. And here's the thing, to master any one skill set takes a good deal of time and effort. The good news is; you, the business person, you do not have to master every single one of them. In fact, if you master just one. Just one of those skill sets, in fact, I mentioned it in that list, then you really are set to move forward. And that one skill set is the skill set of leadership. Once you've mastered that, you now have the power and the wherewithal to delegate to those who have the skill sets, who have mastered the skill sets in those other areas. Now you can really grow and scale your business. And so that is what the MIND BODY BUSINESS Show is about is about the three pillars of success. Richard Brock is coming on here in just a moment. And we are going to really dig deep into his beautiful brain and find out what makes him so successful so that you can be successful. It's pretty cool. So before we do that, another wonderful trait of the very successful is that they are all to a person, voracious readers. And with that, I like to Segway into a little segment, I affectionately call; "bookmarks".

Announcer:
Bookmarks! Born to read. Bookmarks! Ready, steady, read! Bookmarks! Brought to you by Reach Your Peak Library Dotcom.

Brian Kelly:
There you see it, reach your peak library, dotcom. And real quick, quick note for those of you watching live, and even if you're listening to this on the podcast afterward, is rather than succumb to that, that urge to go clicking away and typing in the URL to go check it out while you're on the show. Rather than do that, I implore of you to instead write it down, take notes, typing in, write it in and stay with us. And the reason for that is, is because I would so, so hate for you to miss that one golden nugget that Richard is going to be talking about tonight that could literally change your life. And I've seen it happen from live events that I've done, from stage where I know I'm about to give that one golden nugget away from stage, and I see someone get up and walk up to that because they had to go to the bathroom or they got a phone call and got distracted and they just missed out on what could have possibly changed their life. So for you, it'd be best if you just took notes. And I take notes too, and I'm running this entire show. And so I never asked anybody to do what I don't myself do as well. But that's just a suggestion for you. Reach your peak library is literally a website I had developed with you in mind. It's kind of a gift to all of you. And what it is, is simply a collection of the books that I've read personally and vetted that have proven to have a profound impact on my life personally and in business, or maybe one or both. And so I put this together just so you would have a place that you could just go to one spot. But you don't have to go to Audible and go search for the business directory if you don't want to come here. And by the way, any time you click this button to go straight back to Amazon. So this isn't necessarily a money making website. It truly is my gift to you to help you to find a good read that is proven to have impact on at least one other successful entrepreneur so that your odds of wasting time are greatly reduced. Sound good? All right. Enough of my blabbing, because you know what? I cannot wait to bring on the man of the hour. You know who he is. He's Richard Brock and he's coming on right now.

Speaker1:
It's time for the guest expert spotlight. Savvy, skillful, professional, adept, trained, big league qualified.

Brian Kelly:
And there he is, ladies and gentlemen, the one the only Richard Brock.

Richard Brock:
Brian, thanks for that kind introduction, this opportunity to share my experiences.

Brian Kelly:
Oh, my goodness, I cannot wait, because you are in a field that just moved my needle and that's called the tech needle. I love everything that I learned about you, thus far. And I can't wait to dig deeper before we go too deep. Real quick, a little bit of housekeeping. You see if you're watching live or recorded video, that big red seal up there is like a stamp. It's the big insider secrets. They are our sponsors and they are offering. We get to offer this because of them. Every single show, a five night stay at a five star luxury resort compliments again of the big insider secrets. Jason asked my dear, dear friend. And so we'll give you the information, the specifics on how to enter at the end. And you must be On Live in order to enter. We'll give you that information. And a couple of more real quick. And then we'll get on with Mr. Brock. All right. If you're struggling with putting on a live show together and it's overwhelming and you want a lot of the processes done for you while still enabling you to put on a high quality show and connect with great people like Richard Brock and grow your business all at the same time, then head on over to carpet bomb marketing, dotcom carpet bomb marketing, saturate the marketplace with your message. And one of the key components that is contained in the carpet bomb marketing courses is this is one that you'll learn how to absolutely master is the very service we use to stream our live shows right here on the mind body business show. In fact, we're doing it right now over the course of the last oh, it's been over nine years ago. Last nine years. Yeah. We have tried many of these, quote unquote, TV studio solutions for live streaming. And I'll tell you that streaming art is the best of the best. It combines supreme ease of use along with unmatched functionality. And so you can start streaming high quality, professional looking live shows for free. And you can do that right now. Don't do it now. Write it down the website at our WIP dot. I am forward slash stream live all together. RYP dot IM forward slash stream live. And write that down and visit after the show. Highly, highly recommend it for everyone and anyone that is life streaming or is planning on doing so. And now back to the man himself, going to give him the introduction he deserves because he is a man that deserves great respect, because he's achieved a lot. Now he's here to share with you. So, Richard Brock has started four successful businesses and one was the first CRM company to go public and was recognized as the best performing stock in the US by CBS MarketWatch Dotcom, Sales Relevance Dotcom, his current company, has four patents pending for applying A.I. (that's artificial intelligence) to sales, of artificial, A.I. Real AI, ladies and gentlemen, not the one of AI's that we've seen everybody using that term. I can't wait to talk about that too. With that, officially, formally at last. Welcome to the show, my friend Richard Brock. How are you doing this evening?

Richard Brock:
Doing well, thank you.

Brian Kelly:
Oh my goodness. This is going to be so great. So I love all of the accolades, the things on the surface that are what I call low hanging fruit to learn about somebody like we just talked about you on the bio and the opening. What I like to do right off the bat, Richard, is is go deep. And by that I mean, I want to find out what's going on, that big, beautiful brain of yours that gets you to the point where you are today. And how did you get you know what was the mindset that you woke up with every morning? You knew that another day was in front of you. Being an entrepreneur, as most people know, is like a roller coaster. You never know. Sometimes it's going to be a smooth day. Rarely other times things will hit you and knock you back. But for you, Richard, when you get up in the morning and then through the day, what is going on through your mind that keeps you going through all the trials and tribulations of being a successful businessman?

Richard Brock:
Well, probably the one thing I learned in high school was "quitters never win and winners never quit". And so when you go through struggles and you look at all these famous people like famous football coaches, Vince Lombardi says, "I never lost a football game, I just ran out of time, and a few of them". And Henry Ford says, "failure is not a is not a permanent thing, It's just a place to start over with a more informed thing". So the mistakes are not insoluble, you know, and you learn from them. So, I my team knows I wake up and I do sleep well. I go to bed or when I wake up, I sleep like a baby. And I wake up and I have my morning thoughts. And it's like in my mind just comes up. And it says, "wait a minute and so I call him and I say I have a morning thought". Said it could be a dream or it could be a nightmare. Which one is it?. But, that's where I come up with all these ideas is, I just with a fresh mind, I think of new ways to solve old problems. And that's what really turns me on, is figuring out ways to solve problems that you couldn't solve in the past or weren't even there in the past. Now, technology, a new problem pops up and we're able to use technology to solve it. So that's what turns me on.

Brian Kelly:
And so I think we're cut from a similar cloth use of technology a lot, and I love technology. It's one of those things that just. It excites me, and we both love technology, you are far more proficient at it than I, if you're doing A.I.. My gosh, that's, that's the pinnacle of technology, in my humble opinion. To master something like that. My goodness. Very, very impressive. And we will talk about your business, Richard, to share it with people, because I want to learn more about it as well personally and get deeper into it. It sounds like a phenomenal, phenomenal suite of tools that you guys provide. And wanted to find out what took you down this path?, what ticked you down the path of doing a business related around A.I.? What started that? What sparked that?

Richard Brock:
Well, it's a natural evolution, if you will, from from the CRM and CRM. Space became a commodity. And we did go public because everybody out there. But then I started looking at the real problem. And this Covid really has helped my business model. Sadly, I certainly wouldn't wish that on anybody. But now the field sales rep has, just can't no longer the people wouldn't talk to him during the Covid crisis, but even now they don't want to talk to them. But it started when the Internet. That's what got me thinking about this. The Internet displaced the salesman as the broker of information. So, if he's no longer the broker for information and the people say that the prospects are no longer through their purchase cycle, through their buyer's journey, and their studies show now that they don't even want to talk to sales rep. And it's twice as bad from the millennials. They don't want to talk to a sales rep. So, it's like, well, wait a minute, what's the problem?. The reason they don't want to talk to a sales rep is the sales rep is not relevant to them. So, how are you relevant? You're relevant because you want to talk about what they want to talk about in the sequence they want to talk about it. It's like any relationship with anybody. You talk about the sports, if they're interested in what you see. And that's what you know, what we do with AI is we're using someone's digital behaviors. What they looked at, their industry, their title, their company, whatever, because it was a critical thing is to have a relevant opening statement because buyers don't want to talk to you, especially with Zoom thing. They don't have the patience. I'm not asking, "I'm not going to show up at your office". So the guess the genesis for this, when the Internet was displacing the sales as a broker of information and said, you better be wrong. But now people are not going back to face to face meetings to go but to Zoom meetings which are shorter. And the other problem we got that got me really into this is realizing the huge dichotomy between a buyer who you contact because he has money, right? He has money authority and he can buy some. He is not the newest employee of the company. Often times the people making the outbound calls are the newest person in the company because that's the job they've got to begin a job they got. And then you have this huge disparity between the beginning person and a seasoned person. And it's really unfair to the to the beginning person. But the seasoned person says, "you know, umm you know, call me a couple of years when you figure it out, you know what you're talking about". And so it's so they get frustrated. And so I said, "wait a minute, I can use artificial intelligence to help that beginning person, maybe that seasoned person to be relevant from, from how low and stay relevant during the call". And that's what conversations are about, sales intelligence is that conversations that are relevant not to me, but relevant to the buyer because and it needs to evolve. That's where the really comes into play, because we're timing what they're talking about, for how long they're talking about. And that moves the needle to where we talk about the next thing next, which is the the more they talk about some of the more interesting they are in it.

Brian Kelly:
Yeah, and that you you said a key word that really resonated with me, which I've never heard anyone talk about, which was the sequence where you talked about, you know, Your AI helps talk about what they want to talk about in the sequence, that they want to talk about it, which is another level which is amazing, that makes nothing but sense. And and in order to do what your system does, it does research. I'm imagining, like you said, it knows what their position in the company is. And I'm sure a lot of other great demographic data that goes with it to help that flow go during the call. I can imagine how this can really help people that are in the sales industry as well that are looking to get a leg up. I mean, could this be used for training as well?

Richard Brock:
Oh, yeah. Yeah, we're getting a lot of action there from trainers. The problem with training is, once again, people don't not during Covid they certainly didn't go to the training. But now trainers are realizing they have to bring that training in front of the sales rep when he needs it. Now, the true story was that when people stood up from the training class and walked to the door, they were forgetting the.. I mean, come on, they're human beings, OK? And so they remembered only 70 percent of what they were trained after a very short period of time. Well, the problem is, is and that's why more senior people can sometimes be more successful, not because they were smarter than the younger guy, but they had made more mistakes, if you will. They learned the hard way. They had more experience that they could engage the prospect. So, maybe what I would say on the training, my team gets crazy. They would kill me if I showed you the picture they'll say, "don't show anymore, don't show anymore". So they had a marketing idea a couple of times ago. I live in Arizona now. And so I had this picture of a bull ok guy with a cowboy in his back. And so the picture says, "that before the shoot opened, the cowboy had a plan for the ride. Wants to shoot open the horse. The bull has a different plan. Get off my back". And that's really the way sales calls go. How did it get off my back? And the only way you can stay in there is we've been dodging the cowboys doing this number right. If he's sitting like, "no, I like to sit straight up. I don't like to lean to the right with the horse or the cowardliness to the right, you're gone". And so by being flexible and you've got to go with the the prospect who is very similar, if you will, to that bucking Bronco or that bull that you just released from the pen. It's not being mean to the bull, but the bull says, get off my back, OK? And horses get off my back. And that's what sales calls are about.

Brian Kelly:
Yeah, I see. Go ahead.

Richard Brock:
I will give you a kind of fun way to really open this up. I think the key is to have an opening statement that's relevant. For example, if I have an opening, depending on the title, everything needs to be specific to the title, the industry size, et cetera. But just to give you an example, if I'm selling to a market leader, OK, let's say you have a market leader. I say, "really want to talk to you. We deal with a lot of market leaders. And what they share with me is they're so frustrated with all those VC funded startups that they make all these claims that they can't back up and they get these ridiculous prices that they can't afford to offer and it just screwing up the market and the customers we lose". Right. And they go, "Amen!, Amen!". Now, if the system shows that I'm talking to a startup in our technology company, I said, "I know we talked to a lot of startups and they're frustrated because those big companies have all that marketing muscle. They just copied, they just jam it down" and they said, "we're got a low risk alternative and you go with us" and they sell products that are not half as good as yours, at twice the price, with grossly inferior support. And they go Amen! So here you have a contrast. You know, Whether you are a market leader, market challenger, I'm going to be relevant. Now, I better know what I'm talking about. OK, but you can make a case for either. But getting back to that horse or that will get in. If I want to stay on the sale, I've got to be immediately and sustainably relevant to to really get your trust to sales is really about trust. And trust is built upon confidence. That you can solve my problem, so there's two things confidence in me that, you know, I know what I'm talking about that, that I'm competent. Now, if I come across as incompetent, you say he's a very nice guy but I ain't buying from him because he doesn't know what his talking about. So that's why the AI really helps me stay engaged. And, you know, in a sales call I mention about the flow we need to construct the flow, not just the opening statement, but that conversation, that call flow needs to reflect what that prospect is done with your company before where they are and their buyer's journey, because what they're interested in at different stages is different things. And so, so I have to basically take the system will tell me this is a good call flow for this person. Remember how challenging this is today? Where AI really comes into it, is if you have a good list, five percent of the people are going to answer on a good list. So, you've wasted 95 percent of your prep time. And I'm certainly not smart enough to remember all the details. So I start 8:00 a.m. to noon getting ready. And then I'm calling off the noon. I got two people in the afternoon. I couldn't remember what I learned that night and at 10 05. So, so you really can't prepare and if you're unprepared, you get thrown off his back. So that's what I like about this. The fun part is, is we're not tricking people. This is about being respectful so that buyers say that was interesting. And you've been a good use of my time. And yes, I would like to receive that AI generated email of the relevant things we talked about. So, it's all about, You know, you sell to perceived needs. I learned that when I used to practice CPA, is people buy on their perceived needs. Now, sadly, it's not their actual needs. You know, we always should do certain things with people buying their perceived needs now. So you've got to relate to your solution to what they to the problem they perceive they have. And that's what salesmanship is about, is matching a vision that they have of the problem have to your solution.

Brian Kelly:
Ok, so, my God, Richard, you dropped so many bombs of wisdom, we've got to do this. My goodness, it went on and on. And I'll just briefly recap a few things that really stood out to me. And I'm actually writing, taking notes as we go through the show. Like I said, I would, trust it's built. It's about trust and built on the confidence that you are competent. In a nutshell, kind of what you were saying and the thing you just said, everything you said was like, wow, this is, you hit every, every pain point, the prep time and research you do on all these ninety five percent of the people that don't pick up the phone when you call, you've wasted that time. And with a tool like what you guys provide. And I hope I'm not doing a disservice by calling it just, "a tool", but the service, you know.

Richard Brock:
No its a tool.

Brian Kelly:
But my gosh, I'm just, my, my head, my, my brain reeling in a great way. And here's the one that really hit home, because I've seen and I'm sure you have to so many services out there that claim to be AI driven. Claim to be. Well, if they have a static database of things to pull from based on word matching, that's not artificial intelligence. That's just programming and matching things. I've seen those come out. But the thing that you and they're just gimmicky. That's the word I've been looking for. Yours does not sound gimmicky at all. And one of the main reasons was the word you said was. You do this with respect, you're being respectful, it's about them, not about you, and so to make it about them, it's about respecting them, their wishes, what they want to talk about, where they want to go in the sequencing, love that. And then sell to their perceived needs. Yeah, it's really there wants that we're selling too much to their needs. Right. And so all of that just go. That's why we had to drop some bombs on that one. Richard, that was phenomenal. I mean, every person, any business person on the planet could just from that opening right there would have enough to go and crush it. And then if you were to take it another step and we will bring it up here a little bit later in the show and go look at Richard's offering the service that his company provides, then your mind will be completely blown in a great way. You're going to love this. I can't wait.

Richard Brock:
Yeah, one of the things you mentioned where a lot of I fall short is that simple matching just doesn't cut it. And the really worst part is, is the word you use are different. You know, you have to put things in context. So the simple word matches just don't fly. And one of the things that we do is the sales managers know what to say in a given point, but it's very complex. You need to wait. The recommendation that comes up, so you can have five different choices. And you waited. That software will wait the decision, give different points to different wants to say, well, this counts, but in this situation, the weight goes with this one, pop it up. And then we think probably one of the most important thing is because when you change subjects, we're accurately tracking what you're talking about just by clicking on the subject, which gives you the reinforcement of the highlights of the assets you talk about. But by tracking the time that we're talking about, I'm measuring your interest and I don't have to take notes. I can pay attention to you because the system has taken the detailed note. So I've got the insight to what we talked about for AI the email. But most importantly, each time I change subject with you, whatever it is, I touch a button, and it change the subject. Now, the system, I write that to the database and databases it rich and they've now talked about this. But we started talking about Brian with these attributes and then they went on and then this last thing, Brian, really like that. So based upon the time that he did, then probably the next thing I should talk about would be this. And it can even redo the call playbook, if you will, that the torque track, a torque track is a sequence of what we should discuss in the sequence. We should discuss them because it's critical. And if I'm talking to a CFO, that sequence entirely different than the CEO, entirely different the sales, ect. Right. So the sequence matters based upon the title of the industry and all that good stuff. But the top track is initially created for each person. And even during the course of the call, it can be regenerated because I need to continue to be relevant to you or I'm gone. You can go back to that horse. You're off.

Brian Kelly:
This takes a communication on the sales world to a whole new glorious world. I'm thinking of all the the great approaches that have existed, like personality profiling, like disk. There's one called bank. You went to that recently, Richard, NLP neurolinguistics programing, where we go through the different modalities that people like to learn in the best. And and learn at kinesthetic their feelers or if they're action takers. All of those different personalities. But with your service, it sounds like you don't even have to worry about that because it will detect based on the data is already pre collected and the flow of the conversation, what the best thing is to move into and say and how to say it next is that.

Richard Brock:
Those things are quite valuable. Ok, like Crystal notes, for example, I think Crystal knows is a fairly accurate forecaster. If you have looked at that product and it tells you personality type, because if you get back to. You know, personality types, Ok, the fluffy type they want to be talking whatever or the more analytical. Let's get to it. And some people are just like really crazy, but you have to have personality. What our system says is you can have because there's an unlimited number of choices, you don't make a simple choice. You take the everyone. I can have five ways to say hello, even different languages. Ok, so the five ways different ways to say hello needs to reflect your personality, your industry, your company size, etc. So, all those attributes you're talking about need to be in the in the engine so that we can really make it sweet. Now, it would be overwhelming to a rep if they were trying to just pick the right thing to say. But with the AI, it's saying, "now this is Brian's personality. Let's, let's talk this way in this sequence". That's how, for example, you get to people that don't know, you can set the stage. You have the other people give you the bottom line. So you got the two different stories, build it up or set this set the stage or build it up. And you better go the way they want to go or you're not a match.

Brian Kelly:
Yes. And that's the thing I love about this. All the messaging is toward them, which I see mistake after mistake when people are in their ad copy, even on Facebook ads and things where all the all the verbiage is about them, their product and what it can do. But it's not about how to address that individual's needs. Some are. Some do it well. But I see a lot still of folks that are always addressing well, this is what we have to offer for you, and it's the best thing since sliced bread. So you should get it. But why? What are you doing for them? What is exactly it? I love how you guys, have you guys have nailed down how to do sales and now you've added AI to it, which oh my goodness, I keep looking up because I have a monitor above me and I'm looking at your website, Richard. In fact, I'm done. I want to I want to bring that up if you're cool with it. I want to learn about this. This just so before I do that, real quick disclaimer, Richard did not paid appear to be on this show. He did ask for me to highlight his website, his services at all. I absolutely 100 percent honest. And I'm so intrigued. And I think anyone in the business should be as well about anything that can help you to make more sales in a congruent and integrity based manner. And that's what Richard has come up with. We mentioned he's got four patents. This guy's smart. He knows what he's doing, and he's got a great team, one of which I got to meet today, which was awesome. So, I'm going to bring up your site. And let's just take a look at it. I really like the opening image imagery here. It's really like futuristic. But the meat is down here, if you wouldn't mind, that go through the main sections of what this beautiful tool does for people will be phenomenal.

Richard Brock:
Ok, so the idea is conversational intelligence. And and you have to you have to it begins with an opening statement. So this is an example of how you establish relevance from, from below and and you can work. The problem you have is the people you prepare to call won't answer your call for whatever good reasons. They just answer that. And then you wasted all your time and then you do a or said what you do is you cut corners on your call prep or you're just not experienced enough to to really do it well. So, the first thing we do is we call this what to say, Ok, which is the AI generated opening statements so that you it's about you. And it's part of the opening statements. We have the, the call flow, the call plan, which is your talk track, which is once again, so establishing relevance for hello. That's, that's the first component here is you don't get past load like that horse, if you don't make it in that in that bull is something on his back. The next component that we have here is if you look at the right is the is the dialog. Ok, you see the opening statement. So this is the the talk track that was indicated for this particular person, for this particular call. So, No two are the same. Yes, you can have playbook's, but a playbook that is hardcoded, if you will, is outdated. And so this is dynamic. It's constructed for each call. So let's just say I was planning on talking. Remember where we talked before you left off? So it will have a playbook for you the next time I talk to you is where we left off. But then again, it can also be changed based upon you went to the website, you looked at the documents, you spent time doing this and the other. So it needs to be personal to you. And any time during the call, I could say this isn't going away. I thought, Ok, for example, you know, I don't know if you're a dog person or cat person, but, you know, if I'm talking about cats because I thought you like cats, we're going to have a cat person, dog person so I can hit the refresh button because I had a quick note to said he likes dogs. Ok, then this whole thing on the right is going to change. It's going to be wild dogs are man's best friend, Ok?. And so, it's I can redirect if you will say, "please tell me what to say next". Thing going well, and what it's going to do when it does that it's going to know how long we talked about whatever in whatever sequence, which is another key thing, which is to be the third component down there. This is really unique as well. Interaction chronicles what we call a story so far. And if you can see this particular one here, this shows that what was talked about in the sequence that it was talked about. For the amount of time or duration that was talked about and a lot of people record their phone calls, very few people take the time to listen. Recorded phone calls takes too much time. I got 20 sales reps. You know, that's 30 hours a week. That's, you know, 60 hours a week more than I have available just to listen to calls so I don't listen to the right thing. So, The, the story so far means that if I have recorded call, it is linked right in here. And this becomes a call map. So I, a sales manager, get to see wait a minute, he was discussing the purchase, the budget cycle or the people they talked about for three minutes. I think I want to hear that. So, I click the record call link. I go right to 18 minutes and 20 seconds and I'll listen to it, say so my time is more valuable. And then we have clicked notes so I can give suggestions to the sales rep. Probably the most important thing, though, is this is about a deal in interaction with a deal. And I'm talking to Brian. And I need to be talking to Brian. And I'll talk to if I talk to you, you say call me a week. How many people I've talked to a week? A whole bunch I need to pick up where I left off. You have talked to nobody in the last week about what I sell. Ok, so you expect me to have the courtesy to pick up where I left off? It's very hard, but with this story so far, so from when we last talked about, you seem to be extremely interested in this, that and the other. So, we have a button and insights reports which just show the synopsis of what we discussed, how up the most important items and how long we talked about things, but where that really comes into play as a sales manager, because we talk about leadership. And I was talking about cash, for example, and they say that sales reps are more like cats and dogs, you can't hurt them, Ok, you know, if they if they're too easy to hurt, they're really not. Ok. I mean, they need to be self-reliant, self-confident, so they can, on their own do a good job. And so what? We have an inside report. And so, as a sales trainer, which sells trainers really love about it, is they may not be even marketers now with the content here is they got this great content. So, the Interaction Insight report can compare not just this lead, but compare Tom, Dick and Harry. So, if I did sales training for Tom, Dick and Harry, I call you up and said Brian had that training go last one. Well, they seem to like it, but I don't know if anybody got anything out of it. You know, this is. Well, Brian, I think if you notice that the Tom, he's he's he's doing a little bit better. I think he's the same in Harris County, didn't he? How do you know that? If you look at my books. No, I'm not. What I'm looking at is the digital behaviors. I'm looking at the analytics that show me that Harry's picking up the stuff. So then when I want to gain credibility, ok, to the to the person, to the sales reps, Tom and Dick, I said, may I have a I may, I have a call with Tom and Dick and I'm going to say, Tom, have you noticed that the car, the new car in the parking lot, Ok? And he goes, yeah, Ok, well, that's Harry is a new car because he's following new methods. Dick "nothing's changed, has it? Because you ain't done nothing different". So instead of pushing back on me and saying, well, I didn't get a good idea, begin with, Ok, what do you know about sales? How long has it been since you carry your bag, this territory? You know what I'm talking about? What we're talking about is the guy with the new car, Harry is taking the new methodology and these messages are working. And then when I go back to marketing, I said "marketing I need more of this. I need you to amp up this differentiation here". And marketing begs for that because they don't get good feedback from the rep. But with our software, just click a button. It says useful to me. And that's one of the patents is useful to me. Mr. Sales Reps. Too busy not going to write. Don't know. How can I tell the sales manager what I need more of and whatever and what you work for me. So that's kind of the fun thing about it.

Brian Kelly:
My goodness. And then. It's like hugging as well.

Richard Brock:
Yep, the talk cadging is that's and that they can see that that's where when you're going through it, remember, if you do if you don't have a story so far, how do you pick up where you left off? You can't. But if you take notes, let's be real. Are you going to take the time to put all the notes in the system No, you won't, you put some of those in. And you're limiting to what you had time to write down. Your limited what remember that what you thought you would forget. It was important enough to key in. But now, if I'm listening to you carefully, All I got to a torque track and I'm just clicking on things as I talk about it. I don't have to talk about that sequence. I can talk about any sequence. I could type in a Google search. We have a Google like repository. And you ask about some weird subject. I didn't know much about this. Just really glad you asked about that Brian. In the meantime, between these valves and so on. So you got to press it. Well, because I went to the knowledge repository, so I'm tracking the time. And then next time I'll come back. And Brian was really interested in the meantime between February, like, you know, how often have to change the oil, whatever. So, as a sales rep, I'm very comfortable because it's not what I know. It's what knowledge is available to me now, because Brian is interested in this conversation, he's kind enough to spend time with me today, maybe tomorrow, probably not, unless I've earned that right. And he'll think you're refreshing. You're interesting if I'm talking about what I want and I can answer his questions. And that's what this does in the talk tagging called talk tagging. So if you're doing your recorded calls, you put that link in there. So, you're now getting the value out of recording calls, which most people don't. I mean, the big gong course is a big call recording people. And one of the CEOs I was stunned last year when he wrote an admonishment in writing to his users, "You people have to listen to more recorded calls because people don't".

Brian Kelly:
Wow. That is awesome. All of it. I am like, I have so many questions, I don't know where to start. This is a phenomenal resource. So, is this an interface that works directly through sales talk only, or can you somehow zoom into it so you can have a video call and still have this interface running, things like that?

Richard Brock:
Absolutely. And we're going to send most of our calls are going to be on Zoom. Right. And there's another thing that when you have a, this is a tool that's done for sales reps. CRM is often done to sales reps, but companies have long term commitments with the big CRM vendors. So we integrate with all the big CRM vendors and of course, the guy they own, the CRM says, not on my watch. You're not touching my CRM is the God right here. It's in the CRM. It doesn't exist. Right. And if you say no, you have to link and you have to sink the data. And he goes, no I don't, no I won't. So what we say is put a button on your CRM, click the button, will open up our screen, passing to us everything. That is the current version. That's from your CRM. Now, if the record I talk to you before in my system, it'll update the record. If not, it creates a record. At the end of the call, you just hit the back. OK, I'm back within the CRM from where I left, I didn't open up a new window. I just click the button. And so by syncing them that tight, everything is still in the CRM, CRM god says, "I'm cool with that". And now it is a stand alone CRM, but we don't sell it that way because everybody else has CRM. So, so, so far is stand alone CRM, but let's assume you're going to use another CRM because you have a contract with it and you like it is the corporate standard and whatever. Leave it alone, leave the sleeping dog. Don't wake up the sleeping dog.

Speaker1:
So I'm imagine I'm a geek and I'm going to I'll say something. It's only geeks would understand, I think. But is that fear is integration for Zap yet

Speaker3:
Or does it appear you know, it's interesting because here is a pretty cool product, because what Zappia says is this a thousand features out there and we're going to be a ubiquitous interface. And being a programmer, if if you got any brains here, you don't hard code things, you know, because, you know, I'll tell programmers if you hard code. So, you know, there's a story in programing that the customer knows what you want. When you give them what they ask for, so whatever you hard code is obsolete, so we do everything on rules based. That's kind of our programing methodology here. Now, what Zappia says is, you know, I can't have anything. Every indication on the map it's African safari can take the time. But if you think about what people don't think about is, you know, there's what Zappelli is doing is it says these are the names of the of the feels like a first name, last name of give it the serum calls it the same things different than who cares is. So ZAPU does the mapping. And so it's a mapping product. So yes, it's really easy to us to do that because they just help us.

Speaker1:
And the reason that that came up is what if someone started using kind of a newer, relatively newer CRM that you guys have not yet like physically integrated with, like specifically something like zap your could potentially bridge that gap in some ways, depending on what data is made available through the interface that you guys have agreed with and the APIs and all that. What's up here? I'm going way too geeky for everybody, I'm sure.

Speaker3:
So that's important, though, because that does increase the value. Right. And the point being, it's like one of the things like this is this is amazing. A little more insight. The problem we have getting the content load right is how are we going to load all that content in? Right. Well, you copy and paste. Yeah. Not today. I have to go walk my dog. I got to go to the store. You know, I'd rather get my teeth cleaned and copy and paste the stuff so that they would give me a contract. Electronic format. Like, we have a book, one of our business partners is sales consultants, because I think one hundred and seventy eight pages, eighty three different rebuttals for insurance agents and things like that. And so we took his book and his book had dividers in it and told my senior programmer, I said, I want you to have give me a document like that. I want you to put a little divider if you see that divider. After that divider in that same line, I want you to create a talking point, that name, until you see the next divider. So then I took the book and it took about five minutes to take it. One hundred and seventy eight page book and create one master playbook with, I don't know, 80 something different talking points from his book. So, yeah, so we take. So the problem is if you got all this content, it's not an absence of content. You're not going to come up with a better idea today, the market promise then doing this for years. The problem is, has been over in the market from our spin on that shelf.

Speaker3:
And if it's not at his fingertips, it does not exist. So what we do is we take that marketing content when you shop, and that's a very valuable product for good sending stuff. But we can take shop content, copy paste it in or import it in, and then we Google index it. Because, you know, the problem is customers are not logical and they say things in weird sequences, I mean, because they're cheap. And so with the Google indexing of the content goes home and he just types in what the customer said. And it presents every single call talking point content nugget that pertains to that. Like a Google index. It looks like Google. And he clicks and he goes, Well, I'm glad you asked that question. So that's that's what makes it so valuable is the content gets sucked in, you know, automatically like that. I did one. It was a thirty five minute presentation and not exaggerating. I really I'm not exaggerating. I say it was thirty five minutes and I just put the dividers in because I just did it. We transcribe it. So it was a verbal transcription and the transcription and I said OK, what about that fast. It took a thirty five minute presentation sucked in. There were all in there. Because computers are very stupid, which I kind of like that about them, but they're very fast, they're stupid, which just means they will do whatever you ask them to ask nicely. The rules are their rules. If you ask them what, they will do it. And so that's what I like about, you know.

Speaker1:
They're like a very loyal dog, yes, very brutal murder or much faster,

Speaker3:
Much faster,

Speaker1:
Like a greyhound of the dog world. My gosh. So I'm definitely going to be digging deeper into that. There are so many other applications. I would be curious to see if that can accommodate. And I have a feeling that if not now, that soon it probably will be if you could ask by enough people to sales that service and only want to solve problems that are that exist. I get that. My gosh. So holy smokes you you're really blowing my mind in such a great way. I'm in New York. I'm in geek heaven. It's awesome. I can't wait to see what this bad boy can do in different. So we have what we call a strategy call for bringing on people just to see if we're a fit. We're not actually having them say go to the shopping cart and sign up. Now we give them time that we like to do it the nonintrusive way. But I'm curious how this would work, because we have a very step by step kind of approach where we first go through one category of Q and a move into a whole different new category. And there's like four or five of those categories with sub sections. And I just curious how all of this would flow and get and we would get the information we're looking for because it's a two way street for us more. It's like, yes, they may want what we have, but do we want to work with them and not being mean, just are they ready? Are they do they have what they need for us to help them? Are they at that point or level? Maybe they're too far. I talked to one that's already doing eight figures. And so what we have, it's like that wouldn't do anything for him. It's like, no, that's like we're not a fit, but I'm not here to sell you. But and we just had a chat after that. So I'm just curious how maybe we can talk offline about that down the road.

Speaker3:
Not too.

Speaker1:
Yeah. And just go through some like what ifs and maybe it's something that's worthy of implementing. If it's not, it could be already. Who knows with your guys is genius over there. My gosh. Is depressing. The economy is fantastic.

Speaker3:
Thank you, Brian.

Speaker1:
And so you are sharing with me off of stage, off camera earlier that you enjoy doing things outside of all of this tech. And I wanted to give that human side of you to others. If you're OK with opening up, it's one of the things you like to do. One of the things you said was you were a commercial pilot. You fill in the blank and then go from there and what you like to do in your spare time.

Speaker3:
Yeah, I like challenges. OK, and so you have to think, OK, so I decided years ago I saw my first business, I had a lot of money and I said, I want to have a beach house and it's a six hour drive from Atlanta to the beach. So I said I'm a an airplane, so by an airplane. And that was fun. And it was a lot of fun, a lot of challenge. And an airplane keeps you focused. I like to keep my energy. So an airplane, you're going to the runway, you're really focused. The next step is the weather gets you. So then I got I had to get an instrument rating. Then they say, OK, well, that engine cutoff at night and you're taking off at night. And he goes, oh, I think I'll get a twin. So I got a twin engine. And then you have to learn how to fly to anyone. But see, I'm loving all this stuff, right? And so then I said, well, what the hell? You know, I might as well go to see if I can pass the commercial pilot test, which means I take a twin engine airplane, high performance airplane fired up at altitude to commercial pilot standards for instrument approaches and whatever.

Speaker3:
And so did I save a lot of time. I have like thirteen hundred hours as a pilot, thirteen thirty five percent myself, and I've had several airplanes and so but I love flying them now. I think I probably could have ridden to the beach, saved a lot of time. I did go on a business trip so that was a good one. OK, but I like things that are challenging, you know, like motorcycles. I've had five motorcycles, OK? And, you know, I did a high Alpine tour of the Alps. I took a big BMW. Twelve hundred jobs, and I went to five countries in the Alps. That was fun. So I like adrenaline things. I guess maybe you might say I like things that keep my focus. And so that's me. But I like the technology and like the technology because when I'm thinking about how to do these things, my mind is totally engaged. So if I'm like break, I need something that totally engages it, like flying an airplane. So something is terrifying. No, something just engages, you see. And so that kind of a student and things like that, I've always like to learn new things.

Speaker1:
That is so interesting, you know, because I see people we go to vacation, we go to hotels, we on cruise ships and we see people laying out on a lounge chair, getting some sun, reading a book or whatever. And I've tried that several times, Richard. I find that after five minutes I've got to get up and do something, I can't just sit there and do nothing like you, I want to be engaged on something. I want to be focused. I want to do something that's like that gets you moving, not just and I'm talking mentally and or physically. It doesn't matter either one or both even better. So I think we have a lot of commonality there. It's just I go stir crazy if I sit still in one place without, you know, like if I'm working on C software, automation, things like that, I don't need to physically move because my mind is racing and it's like that. But it's physically exhausting at the same time when you're done. And I think I'm so tired because you were you know, the mind and body are connected. So it's amazing.

Speaker3:
You talk about body and sports. I was lucky enough to for quite four years, I had an office building I was in, had a really nice helfgot and had racquetball and squash courts so I could take my clothes and come in and play racquetball in the morning. People and and squash. Now, that means should get out there screaming, how are you going to calling him? Or you could push them out of the way. So it's kind of violence in here, but it's a good way to start today. But in terms of a sport, OK, if you take squash, it's very fast, OK? It's like one on one you hit and stuff or whatever. But then I moved into racquetball to, you know, to racquetball because the racquetball is more squash, the squash, racquetball, you know, the ball bounces off and you miss it and you could hit against the back wall and you go the front wall. OK, not true. And you know, when you're playing squash, that little ball dies very quickly. So that little ball, when you see it, you better go to that little ball, see? So that gets to you know, I'll tell you a funny story there a minute here. But along that particular thing gets about my priority is to do the right thing right now. So that sport engagement, because when that ball is snapped, you've got to focus. You have no time to go out. And I love that sport. But I'll tell you, maybe I think this story is funny, I hope you like it. A friend of mine, a really good friend from college, I grew up mobile, and I grew up, which isn't much. But anyway, he tells us it's Iran. He said, "you know, the hurricane came through here and he says to my cousin, I went out in a boat and you want to look at all the flooded, flooded stuff". And he says, "you know, we went to the island. You won't believe this, that all the water moccasins went from they all started accumulating on these few islands that were above the others". And I went, "Wow". So, what happened and he says, "is where we stopped to look at it". And so he said, "then we started swimming towards the boat". I said, "would you do them wrong?" He said, "Well, I shot the one closest to the boat". And so that is my critical path theory that I have always moved on its critical path. Do the right thing right now. Shoot the snake closest to the boat. And that's my corporate culture, is do the right thing right now, OK? And everybody's at work. When he saw the snake closest to the boat, because so many entrepreneurs fail, so many because they do what's comfortable to them and go up and organize this stuff. No, no, no, no. That's not what's going to kill you today. Not your lack of organization is something else sooner or later it might. But so snake closest to the boat do the right thing right now is kind of our business mentality.

Brian Kelly:
Ok, you know, it's coming, Richard, you know, it's coming watch it. Yes!. Wow. So I hope you're good for going an extra hour tonight, because I've so many. I'm just kidding. We're going to drop it here soon. There's an additional gift, I forgot to mention to everyone who's on here live. Richard also has a wonderful gift for everyone watching here as well. So be sure to stay tuned for that. Fantastic. Thank you. David Gonzales is out there commenting on LinkedIn. Appreciate you for coming on. And yeah. And thank you, Mr. Richard Roth, especially. My Gosh. Unbelievable. So I can't believe it. We're only five minutes out from being done, which is almost saddening to me. But I know I'm going to be connecting with you again. Personally, what I love to do, Richard, is I mean, you've given, you've given me so much to think about. And I know that that means that gives everyone else who's watched or listen to this the same. And I'm so appreciative of that. And we'll give everybody the means to connect with you before we sign off for the evening. I like to do is I like to ask every guest that comes on the show one very special, unique question, and it's the same question for now. One hundred and fifty plus shows. And the reason is, is because after I did it a few times, I realized that the answers were very intriguing, powerful, curious, expert, curiosity, you name it. Just they were it was a powerful question. Wow!. And so I'm actually asking this every single of every single guest expert that comes on. And we'll do that in a moment. The thing is, is when when I ask it, some people get it right away. They know the answer, like instantly. Others take a little time. It doesn't matter. We're not paying for air time. So that's good. So you can actually think about it if necessary. But before we do that, I did promise everyone who's watching live. That you can enter to win a five night stay at a five star luxury resort, compliments of the big insider secrets Dotcom, you see their red logo if you're watching this on video up there on the right hand corner. And this is how you can enter to win. Now, in the beginning, I said, don't click away. Don't take your attention away from the show. And Richard, especially. But now I think Richard would agree. We will give you permission to, for a moment, just take out your smartphone, your your cell phone and pull up your text messaging app. And I'll put up on the screen how you can enter and talk you through it. Write this down because we're going to get back to Richard on that question and his giveaway right after this. So, what you want to do is where you would actually type in the name of the person you're going to text instead type in this phone number, that is three one four six six five one seven six seven. And then where you type in the message where you would actually put in emojis, things like that, don't worry about emojis, that won't work very well. Instead, type in two words separated by a hyphen or a dash, if you prefer. And the two words are peak vacation. So it's peak peak dash vacation, all together. Text that, send it off and then you'll be asked automatically to supply your email address. Once you do that, you are officially entered into a random trying to win a five night stay at a five star luxury resort, compliments of the big insider secrets. And Jason Ness and his company are so appreciative of that. And then we have the wonderful Richard Brock, who has a little give away for everyone. And maybe this is a good time to do it and see if we're still good with to do a memory jog. It was a one hour call with your sales enablement goals. Is that still of what we're talking about, Richard?

Richard Brock:
Sure.

Brian Kelly:
Fantastic. So how would people get that, you know, enter to get that gift?

Richard Brock:
Just shoot me an email, Richard, at sales relevance dotcom.

Brian Kelly:
OK, Richard.

Richard Brock:
Richard, at sales relevance dotcom.

Brian Kelly:
Got it. So, you can see on the screen sales relevance dotcom just put Richard at in front of that and email him, mentioned the mind body business show so he has an idea and his crew can use properly because I'm sure they get a lot of inquiries and things like that. And go ahead. What is that actual price all about?

Richard Brock:
Well, anybody wants to try for 30 days, will give a 30 day free trial, and that way they'll bring it home to them. So they see it work. And it's very, very easy to implement. And it's it's unbelievable. When they see it, they go, I want to keep it.

Speaker1:
I haven't even seen it. I want to keep it. I don't have it. So, yeah, definitely. I can understand that. And so the one hour call, does that kind of answer questions like Brian's been peppering you with all these detailed questions and things like that, or what would happen on the one hour call?

Richard Brock:
You mean if I had a one hour call with someone?

Brian Kelly:
Yeah, that was the the give away the gift was yeah.

Richard Brock:
Yeah. So what we'll do is we'll go through your particular requirements. Ok. And we'll discuss the requirements and how we can match them and we'll show you examples. And that's the key thing. Once again, vision match, because it's not talking about what I can do. It's talking about understanding your business a little better. And we'll say we've done something like this for somebody else like this, and that's what it's about. It's a one hour call where we help you decide if you want to take the time to give us your data so we can load it for you. And we'd rather just do it because it's that quick and easy. And then you go, wow!, you know.

Brian Kelly:
Fantastic. Oh, my gosh, I am so intrigued by all of this, I cannot wait to get that off the screen and then, my goodness, I think we are at that moments. Before I ask this question, before I forget, the best way to contact you is that that email address you just gave or is it or can they go to your website and contact us? What do we do?.

Richard Brock:
They can go to the website and contact us. Richard Details Romans dotcom works. That gets directly to me. So that's easy. But they contact us. Is there are the free trial ourselves?. Sales relevance dotcom. That's it.

Brian Kelly:
There you go. So, there is the website. I'll pull that up one last time on the screen. So sales relevance, dot com. And once you type that in, you'll see this logo that says sales talk on the upper left, you'll know you're in the right place. Then go over and click contact on the far right on the upper nav bar. And you'll see this form and you'll notice there in Scottsdale, Arizona, which also will tell you you're in the right place. And type in your information and your message. And definitely reach out. But yeah, definitely email Richard directly to get that one hour chat to strategize how to set up your business best through this incredible service. Remember, it's Richard at sales relevance dot com. My goodness gracious.

Richard Brock:
And be happy to take the call with you personally, too. So I've got other people can take them, but if you want to talk to me, I'm more than happy to talk to you.

Brian Kelly:
Fantastic. Much appreciated. I don't want to do this, but we need to bring this to a close. So to do that, we're going to. Ask that big question. So, to, to alleviate the ohh ohh nus, if that's the word, a little bit, is the really cool thing about this thing, Richard, is there's no such thing as a wrong answer. It does not exist. It's impossible to answer it incorrectly. It's the exact opposite. The only correct answer is yours, because it's personal and not in a get in your personal life type of personal. It's just you. OK, so with that having said that, are you ready?

Richard Brock:
I'm ready.

Brian Kelly:
All right. Here we go. Richard Broch, how do you define success?

Richard Brock:
I think success is doing what you want to do, and that varies. You know, it's not money because money comes money goes. Money doesn't buy happiness, but money can buy an expensive dog, but it doesn't make the dog wag its tail is. So, you've got, whether you're successful, you're a teacher and you're so pleased because you had your students really prospered, your doctor you heal people. You're a nurse. Success means I'm doing I'm using my God given abilities away to the best of my abilities. And I can sleep well at night and saying the world's a better place, because today I did, use abilities that were given to me in the proper manner. So that's what I think success is, is not monetary. It's doing what you're good at, what you want to do so that your job is not a job. It's you don't go to your job, you, it's your passion. So success means you're living your passion. You know, it could be your football coach and your your coaching teams. That's your passion. That's not a job. Success is being a coach, whether you win your games or not.

Brian Kelly:
Hmm, you know what's coming? What an amazing way to end the show tonight with a phenomenal definition of success per the great Richard Brook, I cannot thank you enough, Richard, for coming on the show. It's been this wonderful hour. Just, my gosh, the value has been, I'm, I'm very filled and that's a good thing. And I hope that everyone that has watched and listened to the show as well get the same results. Definitely take them up on, on reaching out to him. Do so with respect. Please, don't go in expecting something for nothing even though he's offering you an hour. Take him up on his trial offer for his service and take it for a test drive and you'll probably end up doing what he just said and saying, I want to keep this. And that's a good thing, because if you want to be not bad, that means it's working for you and for him to give you a trial, which means you get to try it. You could try it out, test it, see if your sales increases, your sales percentages increase. If you've never made a sale, maybe you're now starting to make sales. I mean, I'm just thinking all the possibilities with this thing. And I'm, I'm so excited I can't wait to dig in deeper. But that is it for tonight.

Richard Brock:
Thank you, Brian. Appreciate this opportunity.

Brian Kelly:
Thank you, Richard. The amazing Richard Brock. On behalf of him, I am your host, Brian Kelly of the "Mind Body Business Show". And that is our show for tonight. And so I cannot wait to see you all again very, very soon. So long for now. Have a great, great evening, one and all.

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Thank you for tuning in to the mind body business show podcast at W W W dot The Mind Body Business Show dot com. My name is Brian Kelly.

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Richard T Brock

Richard Brock has started four successful businesses - one was the first CRM company to go public and was recognized as the Best Performing Stock in the US by CBS Marketwatch.com. SalesRelevance.com, his current company, has four patents pending for applying AI to Sales.

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