Episode 30: The ONLY Skill You Need to Become Successful (It’s Not What You Think!)

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Join us as we explore why effective employees are often natural salespeople and how their skills can be harnessed to elevate your own selling abilities. Learn why storytelling is a crucial skill for sales professionals and how it can help you forge stronger connections with clients. Gain insights into the power of building your sales skills to boost confidence and excel in any industry. Plus, uncover the art of opening and closing story loops to secure more investment deals. Tune in now and unlock your sales potential!

Resources:

• The Canadian Wealth Secrets Wealth Building Booklist 
• Watch This If You’re Tired of Being Broke – Alex Hormozi Video
• Canadian Wealth Secrets Mortgages
• Download our Wealth Building Blueprint

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Contact Matt if you’re Buying or Selling Real Estate in Windsor or Essex County!

Check out the work Jon and Kyle do assisting mathematics educators and district leaders.

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Matt Biggley
Sales is so much more than what our preconceptions are about it or misconceptions are about it. It’s inherent in everything we do, although we may not necessarily recognize it. And in learning to sell, you literally become a better version of yourself. As so many of the great books touch on how to win friends and influence people. That is ultimately a sales book because it helps you understand, empathize with others, and it’s something you can continually get better and better and better at.

00:00:33:09 – 00:00:50:21
Matt Biggley
And the teacher side of me loves that ongoing self-improvement.

00:00:51:18 – 00:00:56:10
Jon Orr
Welcome to the Investing Teacher podcast with Cal Pierce, Matt Bigley and John or.

00:00:56:22 – 00:01:09:22
Kyle Pearce
Get ready to be shot as we share our successes and our failures encountered during our real life lessons. Learning how to build generational wealth from the ground up.

00:01:10:09 – 00:01:50:11
Matt Biggley
Welcome investor students to another episode of the Canadian Wealth Secrets Podcast. On today’s episode, we’ve got a really interesting topic. We are going to talk about what I would call an essential skill, but one that is often perceived as a bad word, one that’s often overlooked. One that’s often misunderstood and yet one that we use every single day. And I would argue, we would argue should be something we are focusing in on getting better at teaching actively to our students and something they can literally change our lives, and that is selling.

00:01:50:17 – 00:02:16:16
Kyle Pearce
Yes, absolutely. We are actually fascinated with how many ways that we felt, that how we’ve gotten to where we are now and where we’re going has really been hinging on the skills, the art of selling. And in a lot of ways, I think we were doing it without even realizing or recognizing it. And what got us down this rabbit hole was actually.

00:02:16:21 – 00:02:41:07
Kyle Pearce
Alex Hermosa. I think we’ve used his name a number of times on this podcast, has really opened our eyes and actually been very explicit and helped us to understand how important selling is. So for us, it’s almost like he made it a good word instead of a bad word, like you were just saying that he’s saying it straight up, super explicit that everyone needs to learn how to sell if you want to be successful.

00:02:41:14 – 00:03:11:12
Kyle Pearce
And as we’ve learned more and more reading Alex’s books and listening to his podcast and reading all the books that he’s recommend it, we start to recognize that, oh my gosh, there’s been a lot of situations in our own lives where the skills of selling have actually been super helpful. And the one that pops into my mind about that, I’m going to let John riff on this a little bit is just our idea that all three of us are teachers.

00:03:11:12 – 00:03:39:16
Kyle Pearce
We loved teaching, and I would say that I’m not saying every student loved every lesson, but in general we had students that appreciated what we were doing in the classroom some way, shape or form typically, right? Typically, those students were coming in and they were enjoying it. I remember I said this on our Math Moments podcast, John, a number of times where I said the biggest compliment I would get from students is when they would leave class and go, Oh wow, that was fast.

00:03:39:17 – 00:04:04:11
Kyle Pearce
It wasn’t like, I love math. That was the best math lesson ever. They were there and they were enjoying the experience. And what we’ve come to realize is that, oh my gosh, if you are an effective teacher, then you are effective at selling students on an idea. And Matt, for you was selling history to students, right? Making it entertaining, making engaging.

00:04:04:11 – 00:04:25:20
Kyle Pearce
For us, it was selling mathematics. And you know, if you think about that, it’s like you are standing there as the salesperson in front of a group of 30 potential clients, right? So anyone who is in sales who’s listening, right? Imagine you’re like, I have to sell to a group of 30 people who want nothing to do with what you want to sell.

00:04:26:00 – 00:04:49:05
Kyle Pearce
It’s worse than being a door to door vacuum salesman, right? You’re there. And I’m like, I’ve got formulas that I want to sell to you. I want to give this to you. And students are like, I don’t want anything to do with that. And yet if you are able to get them to go, Oh, that’s valuable, or Oh, I could use this, or Oh, I never realized how awesome this could be.

00:04:49:13 – 00:05:13:18
Kyle Pearce
Then think of all those boxes that you’ve checked off. And if you put in there and you say real estate insurance, mortgages, vacuums, whatever knives, whatever it is that you’re selling, when that person at the end of the experience goes, Oh, wow, when you came in, I didn’t want blank. And now when you’re leaving, I see the value of blank and I’m willing to pay the price that you said it was worth.

00:05:14:07 – 00:05:32:11
Jon Orr
I love how you threw in vacuums. It’s like you imagine that’s a hard one. A seller. That’s that kind of connotation that comes to mind when you mention sales, right? You immediately think the door to door vacuum salesperson. And that’s why I was giggling over here. You totally just toss that in there. It was coming to mind you, when.

00:05:32:11 – 00:05:42:05
Kyle Pearce
You see a guy walking up the driveway with a vacuum, everyone’s lock in the door right there. Like, I do not want that. Or you’re like, I know he’s going to convince me that that vacuum is amazing.

00:05:42:06 – 00:06:07:10
Jon Orr
Well, I like that you brought up that that teachers are inherently salespeople. And I think when you are a teacher, you’re like, No way, I’m not pitching to sell. I’m providing these valuable educational lessons. And I think you’re absolutely right, Carl, because the way I taught for math for a long time was to focus on the mathematics and just inherently think that the mathematics is going to win students over to want to do more mathematics in I was wrong, right?

00:06:07:11 – 00:06:42:02
Jon Orr
You had students saying like, why is this important? I hate math. It’s the worst subject of all time. And when we started to realize and pivot our lessons to follow a very specific script, which we ended up calling the Curiosity pathway, which essentially opens a story loop and I’m using, I’m borrowing that phrase from Donald Miller’s story brand framework, great book about kind of framing a sales process or thinking about how to market using story as an entry way or a framework to think about how we position ourselves in, say, a sales process.

00:06:42:03 – 00:07:02:21
Jon Orr
A lot of people will say a teacher is a guide, a person who is there to support you along the way. And when we started changing our lesson trajectories to follow more of this kind of pathway we created, which we called the Curiosity pathway, which kind of held back some information, said, Hey, let’s not just give, give, give, give, tell, tell, tell, tell, like I did for a long time.

00:07:02:21 – 00:07:24:13
Jon Orr
Probably imagining your math teacher right now. That’s what they did in math class. How can I create a moment of curiosity here? How can I going to withhold information so my students are leaning in? And what Donald Miller would say, that what we’re doing is creating a story loop. We’re opening this gap of knowledge that immediately all of us inherently want to close.

00:07:24:13 – 00:07:39:15
Jon Orr
When you create a gap of knowledge, this is why say your Netflix cliffhangers work great, right? You get to the end of the episode. They’ve left a gap of knowledge for you to like. I don’t know the answer to this. I want to know the answer. I have to close that gap. I click play on the next episode.

00:07:39:15 – 00:08:01:17
Jon Orr
We crafted our lessons like that to kind of go, How can we create a moment of curiosity so that students step into this story and then we position ourselves as a guide along that story and then continually go, Where are you on the story? How can I help? And that’s exactly that process that we also came to realize through Alex Hermosa Moses work, like you said.

00:08:01:17 – 00:08:21:02
Jon Orr
Kyle on how to sell oil and how to actually position yourself as a salesperson, and it’s not. So. Sally The way of the vacuum person is selling it. It’s thinking about, here’s the problem. And Donald Miller would call this the villain, right? Here’s the bill in math is the villain. How can I help make this easier to swallow?

00:08:21:02 – 00:08:52:21
Jon Orr
How can I make this more curious? Where’s the bill in here? And how can I position what I need to help you with? Or how can I help solve that billings problem using, say, my product or my guidance or any sort of thing that I’m bringing along as a benefit first to really understanding where you’re coming from. And I think that’s the elements of sales that we’re talking about here, is really getting to the heart of where a person’s coming from, what can we help them with, and then serving them along the way.

00:08:53:01 – 00:09:11:20
Matt Biggley
I think you said it really well, John, and I don’t think teachers are naturally perceiving themselves as being sales people. And yet there’s so many aspects of selling inherent to teaching. And I think I was an instructional coach as a teacher for a while, and when I would see teachers really struggle, oftentimes it would be because of their selling.

00:09:11:20 – 00:09:35:10
Matt Biggley
They would think that kids should want to learn just because or they’d be leveraging their authority. But teaching and really selling it is about presenting. It is about finding storytelling aspect. It’s about listening and pivoting when you need to based on your audience. And yes, you need to employ scripts, you need to employ strategies, you need to be able to empathize with your audience.

00:09:35:15 – 00:09:52:11
Matt Biggley
And let’s be honest, there’s probably no harder audience out there than a group of teenagers trying to teach something like history or what have you. And as I progressed through my education pathway into the guidance role, then I was selling the school and that was one of the things I enjoyed so much, was like, these parents choose our school over another school.

00:09:52:11 – 00:10:05:03
Matt Biggley
I took that really competitively, so we were selling and yet I would say the vast majority of teachers would not consider themselves to have any sales skills or to be in this sales realm whatsoever.

00:10:05:09 – 00:10:22:08
Kyle Pearce
Yeah, totally. And I think that is right. What you just said, I think is bang on. And I think if you take that out of education. So in teaching, I think this happens a lot especially and I guess rightfully so, because no one told me that I was a salesperson as an educator, nobody told me that I had to.

00:10:22:08 – 00:10:48:19
Kyle Pearce
They talk about this thing called engagement in education a lot. You have to engage the students. But really when you boil it down, engagement means finding a way to get them to connect with your story. So, John, you’re talking about opening that story loop, right? And Matt, you’re talking about this idea that you’re actually trying to sell them on the why you want to hear this and really, when you think about other aspects of life, there’s also, I think, ineffective salespeople in sales roles, right?

00:10:48:19 – 00:11:16:16
Kyle Pearce
So they go into an experience and they think that it’s supposed to just happen. So this will happen. I’ve read some books where they talk about why ineffective sellers, they go in and they do a presentation and they present what their company can offer, and they’re just talking about all of the features that they get. This comes back to Donald Miller’s story brand again, this idea of features is instead of benefits, how do you help them overcome challenges?

00:11:17:01 – 00:11:37:08
Kyle Pearce
And really for me, when you think about whether it’s in the classroom, whether you’re selling in your job, whether you’re selling your spouse on an idea like investing in real estate or any of those other things, it really all comes down to figuring out what are their challenges, what are their hurdles, what are their actual pebbles in their shoe.

00:11:37:08 – 00:12:04:24
Kyle Pearce
We like to call it all the time on our Math Moments episode. Once you know their problems, then you can work on the angle of how what you’re suggesting can be a solution to that problem. So it really comes down to getting to know who it is you’re talking to. So whether it’s your students getting to know the students you’re teaching or whether it’s colleagues that you’re trying to pitch on a new idea, you want to take the company and add some new approach or process.

00:12:05:09 – 00:12:31:19
Kyle Pearce
You need to figure out what are their struggles and how will this process help them. It’s not about how the process is going to help you. It’s about how it’s going to help them. And the same can be true when we’re talking about real estate for Matt or mortgages for John or insurance for me, or at the end of the day, it could be when the three of us are meeting a new potential investor partner who wants to join an investment with us.

00:12:32:02 – 00:12:56:13
Kyle Pearce
When we’re chatting with them, it’s all about them. We’re asking them all the questions because once we understand who they are, we can determine more quickly, of course, but then we can divert what we’re going to discuss towards those specific aspects that they want or need to hear. Whereas I think for a lot of people and teachers included, this is the easy one.

00:12:56:13 – 00:13:18:05
Kyle Pearce
They come in with their lesson or they come in with their sales presentation, or we come in with our investor pitch and we aren’t flexible enough to go, Well, wait, this investor said this, this and this, so let’s talk about that, that, that and if there’s time, we’re going to give them this in this too, because I think that might be something that they’re like, wow, that’s also awesome.

00:13:18:10 – 00:13:38:21
Kyle Pearce
But if you start with these other ideas that have nothing to do with the challenges that they’re facing or it does not highlight the specific needs of that particular investor, it just doesn’t make sense. So like I said, if I want to go to dinner with my wife, I’ve got a pitcher on my idea and why it’s going to be a great time.

00:13:38:21 – 00:14:10:20
Kyle Pearce
It’s not just because I feel like steak. I should be thinking about how awesome the salmon is because Shantel loves salmon at a restaurant, right? So when we start thinking in these ways, we can start to recognize that, oh my gosh, all of life is about selling. And selling isn’t about necessarily making money, it’s about ensuring that there’s clarity in the message you’re trying to deliver and you’re getting it and you’re essentially at the end of the day, if you become a good seller, you’re helping to serve the other person before yourself.

00:14:11:04 – 00:14:31:20
Kyle Pearce
So think about that. We talked about selling as a dirty word. Imagine if you know that selling is to give that person what they need instead of what you want or you need. Then I feel like it becomes an awesome word, right where I’m like, Oh my gosh, I’m good at selling and I can be proud of it because it’s about the other person and not always about me.

00:14:32:06 – 00:14:52:22
Jon Orr
Yeah, and I think that has been very clear in the work that we’ve been doing, Kyle, and we’ve had a couple of podcast episodes specifically about how to kind of create the deals that you’re looking for in real estate or other potential investments. When we were trying to kind of think about crafting a deal that’s a win win win.

00:14:52:22 – 00:15:14:07
Jon Orr
And so when we thought about that process, we were thinking with that framework in mind with how can we make this a winning opportunity for that person so that it’s a winning opportunity For us, It’s been a shift because we didn’t think like that for a long time. We came to think like that and we used a lot of references we learned along the way.

00:15:14:07 – 00:15:37:24
Jon Orr
Like you mentioned, that Alex Ramsay was a huge influence in that. It’s been a huge influence in the work that we’re doing with helping Matt districts change their math programs, with thinking about how can we position ourselves to help you achieve your goals. And you’re right, everything that we’re doing lately has this lens in mind of positioning ourselves as that support.

00:15:37:24 – 00:16:10:14
Jon Orr
But really it comes down to we are technically selling ourselves as a trusted, knowledgeable friend, advisor person who’s there along the way. And I think it is so important of a skill that we all need to develop so that we can use it anyway every day in our lives. Matt I’m curious specifically about being a realtor in the process that you came to realize or kind of where this selling developed for you, because we talked about being a teacher and that was there.

00:16:10:15 – 00:16:39:02
Jon Orr
This is something I wonder about when you move from one career to the other and when I’m say, moving into getting my mortgage license and doing mortgages and helping people obtain that property, that dream property that they’re looking for, I think a lot of mortgage brokers don’t see this as a selling job or a sales job. They kind of see this as like, Hey, I can crunch a mortgage over here instead of actually saying, I’m going to help you position or obtain the thing that you’re looking for a benefit.

00:16:39:18 – 00:16:49:20
Jon Orr
I’m curious about are there things that did you go into real estate knowing right away it’s a sales job? Or did you realize, Hey, actually, I didn’t know it was such a sales job.

00:16:49:23 – 00:17:11:16
Matt Biggley
I’ve always approached real estate, John, as that of a helper, a guide and advisor. And you see, even within the real estate world, a lot of realtors try to position themselves as not salespeople. So even as professional salespeople, realtors don’t like to refer to themselves as salespeople. Again, it comes back to all those connotations of sell you something you don’t want.

00:17:12:00 – 00:17:35:17
Matt Biggley
But I think as a learner, I really dove into learning about selling because it is a skill and I think it’s a skill that’s becoming more and more scarce because people are becoming worse at talking to other people were added in an age now where it’s like a lot of talking at you, very little listening, very little empathizing.

00:17:35:17 – 00:17:50:09
Matt Biggley
And so even within real estate, I would hear this a lot from realtors. I talked to a realtor the other day. I was interviewing about being able to take over some of our overflow business, and she said to me, I don’t like to be told how to do things. And I was so shocked. I’m like, No, no, no.

00:17:50:09 – 00:18:10:11
Matt Biggley
It’s not that you are being told how to do something. It’s that you’re learning how to do something better. And that’s where being a teacher has been such a great background to getting into a sales job, because I’ve been obsessed with learning almost early on probably too much about the learning. One of the things her Mosey talks about over and over again, she says, You need to get the reps, you need to get the practice in.

00:18:10:17 – 00:18:27:13
Matt Biggley
So what I think about jobs that I want my kids to have as they get to that age, I want it to be something where they have to interact with people selling or helping or guiding people through a decision, through a choice. When I was a kid, I worked in flooring stores, so I got to work retail all the way through high school and university.

00:18:27:18 – 00:18:51:01
Matt Biggley
I had a lot of reps and I think that’s carried over really well into the teaching where I really gravitated towards the presenting, the guiding, the coaching, the helping, and that’s really translated well into real estate. And I think it’s a problem in education as a guidance counselor. In all my years of being a guidance counselor, I had one student tell me ever they wanted to go into sales, one student.

00:18:51:09 – 00:19:21:12
Matt Biggley
And so I think that we don’t recognize sales as a valid pathway. And listen, I left education to go into sales and I’ve quintupled my teaching income as a result of doing that. So why then as an education system, as a society, have we turned sales into something that seems like it’s not a valid pathway for kids and that as educators or even as people within sales related industries, we don’t want to be referred to as sales people.

00:19:21:15 – 00:19:44:13
Kyle Pearce
Oh my gosh, you’ve hit so many points there that just made me think and it’s totally shifted where I wanted to go next, because I do want to make a comment on that. This idea of selling. It’s interesting because you said something at the end that I think is really important. I want to put a big exclamation point after you quintupled your teacher salary, but it wasn’t because you just decided to be a realtor.

00:19:44:13 – 00:20:06:03
Kyle Pearce
So this is the asterisks after that because you put in the reps you thought so deeply about the process. You’ve thought so deeply about how you’re going to do it. You thought so deeply when, let’s say you didn’t get the listing, why didn’t you get the listing? I think it’s easy for someone to just blame and say, Well, that person doesn’t know how awesome I am.

00:20:06:03 – 00:20:38:12
Kyle Pearce
And it’s like, No, no, I didn’t show them how awesome I was. I thought I did, but I did, right? So it’s all of these pieces. And I think that comes down to maybe why so many people out there don’t promote this sort of approach to like career moneymaking thing is that it isn’t certain, right? If you don’t figure it out, If you don’t do that, I’m going to argue that you’ve got way more than 10000 hours in the world of selling through your education, through selling flooring, and now in real estate.

00:20:38:23 – 00:21:01:07
Kyle Pearce
You have so many experiences and you’ve been reflective throughout that process that you’re able to then apply it to an industry where there is no ceiling on your income. Right? And I think the safe path we talk about safety a lot, right? The safe path is like, well, if I’m teaching 30 students here, I don’t want to promote that.

00:21:01:07 – 00:21:19:02
Kyle Pearce
All 30 go out into the world and have to work hard because what if they’re not willing to work hard? And I think that’s sort of the ebb and flow. I think we air on the side of caution and say, well, I don’t know if the students or my children are going to work as hard or hard enough in order to be successful there.

00:21:19:02 – 00:21:39:04
Kyle Pearce
So I don’t want to set them up for failure when in reality, think of if we got out of this ignorant mindset and really dug in and this is something like I’m really going to try to instill in my own children, it’s like if you pick up these skills, these skills of selling, whether you want to be a teacher because you’re going to be able to sell curriculum.

00:21:39:04 – 00:22:04:09
Kyle Pearce
Amazing. Or whether you want to be a realtor, amazing. Now your income is not capped or you want to do whatever it is you want to do. When you have that skill, you are now unstoppable, right? You become unstoppable. And I think that was the purpose of why we wanted to chat about this on this episode. Because Alex said on a recent episode or a recent YouTube video, he wrote, it says, Watch this, if you’re tired of being broke.

00:22:04:09 – 00:22:26:15
Kyle Pearce
Amazing episode. But the one thing he said was Quit selling your time for money. When you have no skills, you’re not going to get a lot of money. And he’s like, Even if you have high skills, you’re limited on the money you can make. He said. Go and learn how to sell something and then sell something more expensive and then sell something even more expensive.

00:22:26:16 – 00:23:04:11
Kyle Pearce
Right? And you can see where this goes. And it reminded me of a book from Robert Kawasaki Rich Dad, Poor Dad, author called Cash Flow Quadrant. That’s on our book list over on Canadian Wealth Secrets dot com forward slash books, cash flow quadrant He highlights stuff for possible sort of career or moneymaking options. You could be an employee which is the worst place to go, but probably where you start you could have a small business better than being an employee, but still hard if it’s small business because then you’re sort of doing all the work, blow it up into a big business that’s developing a team and getting people to work for you.

00:23:04:20 – 00:23:33:19
Kyle Pearce
And then you see this, what he calls the income side of things where you just earning passive income and basically, listen, if you stay in this employee stage, you are sort of capping your ability to blow up your passive income, which I think all three of us recognize in education. Hey, we love education. I still love education. I want to continue teaching, but I can teach in so many different ways and I can earn in so many ways.

00:23:33:19 – 00:23:51:13
Kyle Pearce
And for me, it’s like if I can make this part, this quadrant blow up by having more income, by becoming a better seller, the beauty is I’ll never be bored in life because I could use that skill in any industry to potentially put food on the table for my family.

00:23:51:13 – 00:24:16:14
Jon Orr
You’re absolutely right there because I think when we started changing some of the things that were offering some of the positions we’ve put ourselves in with investing, but more specifically with moving into these fields in terms of real estate mortgages, real estate brokering agents and say life insurance as well as as the work that we’re doing on the math district side of things and helping districts achieve their goals.

00:24:16:14 – 00:24:37:01
Jon Orr
I think that skill of us learning how to position ourselves as sales people but not helpful salespeople, I think has given us a lot of comfort in knowing what you just said, Kyle, is that no matter what happens, we have those golden handcuffs from teaching. But if I have this skill, it becomes very comfortable to go, You know what?

00:24:37:01 – 00:24:57:02
Jon Orr
I could reproduce that somewhere else. I can reproduce the mortgage business in this other fields because I have that skill of selling. And I think that becomes very comfortable that no matter what, nothing is going to dry up. We’ve wondered that along the way. What happens if I leave teaching? Matt We had a lot of chats about that, right?

00:24:57:03 – 00:25:19:08
Jon Orr
You moved in to be like, I’m going to go full time real estate agent. But it was like, Wait a minute, what happens if that dries up? But I feel like that whole way of selling this comfort you now have with being able to sell real estate has probably given you a lot of comfort that it’s never going to dry up because I have this really important skill that I’ve come along the way and I feel like that myself.

00:25:19:17 – 00:25:46:04
Jon Orr
And I haven’t left teaching and I feel like I have this skill that says, Hey, no matter what, we could build a business that does this. And if that doesn’t pan out or we build that and all of a sudden it’s running on autopilot, we could take that and all of a sudden do it again. And all of a sudden we’re doing what Kyle said with this cash flow quadrant is we’re building the big business where the owners of the business, not operators of the business, because we know how to go build a business and then move on to another business and then we go build another business.

00:25:46:04 – 00:26:07:13
Jon Orr
And then that has a lot of comfort that you’ll never run out that wells never going to dry because of the skills you built up. So when you think about that cash flow quadrant, it specifically, Kyle, when you’re in the employee stage, you’re selling yourself and your time for money, right in that part has limits. Like you said, you can’t get out of that without kind of going like, how do I get out of this by selling my time for money?

00:26:07:13 – 00:26:28:02
Jon Orr
So you move into the second stage by saying, like, let me build a business, but then you’re still operating that business. So now you’re learning not to sell yourself for time. You’re actually going like, How do I sell a product or a service for cash? And then all of a sudden the ceiling’s raised because it’s like, okay, I’m learning, I’m putting the reps in here, and then the next stage is, Well, now I need a team.

00:26:28:14 – 00:26:48:23
Jon Orr
How do I sell? You get an employee to come on here and do this for me. And how do I position myself as the guide to kind of formulate this team? That’s going to do this work? And that’s a whole different version of selling, say, the product or service. Now you’re selling, Hey, how can I support this team to do the work?

00:26:48:23 – 00:27:05:17
Jon Orr
And what kind of motivations are going to go into helping my employees become the best employees or the best versions of themselves? That’s what’s needed at that stage, right? And then when you’re like, I’m going to move off of that, I’m going to be an investor. How do I sell to make that business go off and be autopilot?

00:27:05:17 – 00:27:17:09
Jon Orr
But then how do I sell the things that are needed to invest over here or make these deals? And so there is that progression. But every one of those stages does involve your ability to become an expert salesperson.

00:27:17:23 – 00:27:45:15
Matt Biggley
Kind. What something you said literally gave me goosebumps when you went back to and we had ad nauseum conversations when I was considering leaving teaching. And one of the big themes that always came up was the sense of safety, the sense of safety, the golden handcuffs, as we call it. In other episodes, selling has given me a greater sense of confidence that you could pluck me up from where I am and put me anywhere on this planet and I could restart confidently.

00:27:45:22 – 00:28:08:22
Matt Biggley
It has given me a greater sense of safety, a greater sense of abundance than all of my years of education, then my university degree, then my teaching diploma, and then my 70 years of teaching. Knowing how to sell has given me that level of confidence that I could restart anywhere at any point in life. And I could make it again.

00:28:09:09 – 00:28:28:23
Matt Biggley
And as her Mosey talks about so much in his podcast, this now has become about approaching life as a game and by game I don’t mean not taking it seriously, but sales and real estate has become the vehicle through which to play this game and it’s become a whole lot more interesting and a whole lot more fun and a whole lot more exciting to approach life this way.

00:28:28:23 – 00:28:49:23
Matt Biggley
So I really love that you talked about that and said that. And I think that’s my big takeaway here is that sales is so much more than what our preconceived options are about it or misconceptions are about it. It’s inherent in everything we do, although we may not necessarily recognize it. And in learning to sell, you literally become a better version of yourself.

00:28:50:03 – 00:29:09:00
Matt Biggley
As so many of the great books touch on how to win Friends and Influence people, that is ultimately a sales book because it helps you understand, empathize with others, and it’s something you can continually get better and better and better at. And the teacher side of me loves that ongoing self-improvement.

00:29:09:06 – 00:29:25:11
Kyle Pearce
I love it. I love it. What popped into my mind as soon as you were talking about if you were plucked out here and you were just placed somewhere, you see this all the time with usually the influencers who say what I would do if I only had a laptop and $100 and I had to start all over.

00:29:25:11 – 00:29:52:07
Kyle Pearce
Right? It’s usually people who are super ultra successful. I think Grant Cardone even was on Discovery Channel doing a whole thing where he got just dropped in a community, his identity was hidden and all of these things and he had nothing and it was hard. But one of the things that I think or why some of these people who are so successful feel like they would be okay is because exactly what you guys are highlighting, that skill is so massive.

00:29:52:07 – 00:30:13:16
Kyle Pearce
And for those who are listening and know of Grant Cardone, we’ve talked and mentioned his name before. He’s best known as being a huge real estate syndicator. That’s what he does now. But the reality is, is what did he do? First he was in selling, he was a salesperson and he built a whole team and he helped people learn how to sell.

00:30:13:23 – 00:30:53:09
Kyle Pearce
And what did he do? He earned the funds and then he went into more passive means, just like the cash Flow Quadrant book would suggest. So for me that again, that skill that you just highlighted, Matt, I think it’s that skill alone that allows you to be dropped somewhere and assuming you have food and water and shelter that you could go into that situation, you can read and you could do your needs analysis, You do all of the things that people who are good salespeople, what they would do to try to figure out what are the challenges and how do I help them overcome them, and therefore they’re going to want to pay me to

00:30:53:09 – 00:31:16:22
Kyle Pearce
do it. So that is massive. I’m going to give one read here before I flip it back to John to take us home here. A book to consider friends is the Seven Primal Questions by Mike Foster. Matt, you said this idea of being safe. And one of the primal questions that Mike Foster highlights is this idea of Am I safe people have a primal question.

00:31:16:22 – 00:31:43:02
Kyle Pearce
They can even have sub questions as well. Mine is am I secure? Knowing your own primal question can help you understand who you are and why you feel and do the things you do. But then, more importantly, if you understand all of the questions, you can then try to figure out who am I talking to and what are their primal questions and how can I best serve and help them overcome those questions that they have.

00:31:43:15 – 00:31:56:02
Kyle Pearce
What an awesome read. I learned a lot about myself. I learned a lot about my spouse and my children through reading this book. I encourage that people check it out and it’ll help you in life and in building your skills, in selling.

00:31:56:06 – 00:32:25:05
Jon Orr
I think my biggest takeaway, gentlemen here is not only kind of realizing that you’re going to be safe because you have built this skill and it provides you that safety in knowing that you can go off and repeat. If this happens to you, bring it back to Alex as well. Alex or Mozilo. If you listen to his story, he was always confident because he was selling gym memberships and doing that and then lost everything and it was because of bad deals and who he was in business with.

00:32:25:05 – 00:32:48:04
Jon Orr
But then he like I built it all over again. He lost, I think, everything twice. And you can read that in his book. And he still rebuilt his billion dollar business that he’s working towards. So there’s that safety in it for me to kind of end things off. I think I’ve said this on the podcast before too. Once you open the door to something, in this case it’s selling and realizing that you have this skill.

00:32:48:05 – 00:33:09:07
Jon Orr
Once you look through that door and see what’s inside, you can’t unsee it. You can’t go backwards. Now that you have this confidence, this skill that you’ve built up by practicing and getting the reps in like Matt has done in his area, Matt can’t unsee that work he’s put in and he can’t unsee the skills he’s developed. He’ll always have them.

00:33:09:18 – 00:33:34:09
Jon Orr
And then every time he looks at different scenarios, he looks at different mediums and he looks at different potential deals. Those reps are there with them and they can’t go away. You can’t unsee that scenario. You can’t unsee the selling as a useful tool. And I think that’s also what provides comfort on why it’s important for us to continue learning how to become better sales people.

00:33:34:19 – 00:33:55:08
Matt Biggley
Thanks so much for listening with us today. We would love, love, love if you would leave us a five star rating and review. It helps us find more audience members and share what we are looking to will sell, I guess, to you, which is all these great ideas and opportunities we’ve so enjoyed sharing. Please share this podcast with your friends and family.

00:33:55:08 – 00:34:04:03
Matt Biggley
Make sure to hit the subscribe button on all our social media platforms. We are at Canadian Wealth Secrets on YouTube, Twitter, Instagram and Facebook and TikTok.

00:34:04:08 – 00:34:32:24
Kyle Pearce
I love it. I love it. Friends, as always, links, resources, transcripts and all the goodies can be found over on the Canadian Wealth Secrets dotcom website. Today’s episode is episode 30, so you’ll find all of the specific links and resources from today’s episode. Over at Canadian Wealth Secrets Rt.com Forward slash Episode three zero that is Canadian Wealth Secrets dot com Forward slash Episode 30.

00:34:33:09 – 00:34:55:00
Jon Orr
We also referenced many books here today that you should definitely check out if you are serious about learning how to beef up your sales process, your sales scripts for everyday life, for investing, for the work that you’re doing in your current job. It is a worthwhile investment, as you’ve heard here today. So head on over to invest in teacher com for such books.

00:34:55:12 – 00:35:09:05
Jon Orr
Let’s invest in teacher icon sports books and grab our complete list of books that you should put on your Amazon cart. Or maybe you are like us and listen to a lot of your books and you can load them up in your audible account.

00:35:09:09 – 00:35:24:18
Matt Biggley
All right. Investors, students, Class dismissed.

00:35:26:18 – 00:35:41:04
Kyle Pearce
Hey, friends, just a quick reminder that the content here is for informational purposes only. You should not construe any such information or other material as legal tax, investment, financial or selling advice.

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