Mike Malatesta

Entrepreneur | Author | Coach

Mike Malatesta

Entrepreneur | Author | Coach

Matthew Pollard, Why Introverts Have a Valuable Edge (#229)

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Matthew Pollard

Matthew Pollard is a globally acclaimed consultant, speaker, blogger, author, mentor, coach, and serial entrepreneur who has built five multi-million dollar businesses before the age of 30. He is the founder and CEO of Rapid Growth, LLC, a company devoted to helping businesses of all sizes achieve maximum ROI. His client list includes several Fortune 500 firms such as Microsoft, Oracle, and Electrolux, but his real passion is helping small business owners end the overwhelm, reduce the stress and guessing, and get on a clear road to Rapid Growth. His strategy and coaching have transformed over 3,500 businesses to date, and Forbes defined him as “the real deal”.

Matthew holds a CSP, the National Speakers Association‘s highest level of certification (NSA). He’s given speeches on themes including rapid business growth, sales systemization, networking methods, and the true power of introverts to various audiences all across the world. Matthew Pollard is also the author of two books, The Introvert’s Edge to Sales, and The Introvert’s Edge to Networking, where he helps introverts like himself achieve success.

From Struggling Introvert to Serial Entrepreneur

Matthew Pollard was born in a small blue-collar town in Australia from a family that taught him a strong work ethic, which helped him overcome all the difficulties he faced, such as learning how to deal with the Irlen Syndrome, a lifelong visual processing disorder. As it often happens, Matthew was uncertain about what to do with his life after high school, so he decided to postpone university and get a job for a year as a commission-only door-to-door sales. The little training received, together with his reading problems, chronic acne, and introversion surely didn’t make it easy for him

In just six weeks though, he was able to go from 92 rejections on day one to being the #1 salesperson at the company, thanks to the systems he developed while he studied everything that he possibly could on sales. In just a few months he was promoted to State Manager of the Melbourne head office of the company, the largest sales firm in the Southern hemisphere. This experience taught him that everything is possible with hard work, systems, and strategies, and it’s what made him start his entrepreneurial journey, that ultimately led to his consulting and coaching business at Rapid Growth, LLC.

And now here’s Matthew Pollard.

Show Notes

[3:17] How’d it happen for Matthew
[8:37] Diving deeper into Irlen syndrome
[11:52] On creating the audiobook
[15:15] The struggles of an introvert
[20:41] The importance of practice and debriefing
[29:05] Do you want to be seen as a commodity?
[30:47] Are introverts more coachable?
[37:06] What an introvert needs to do to “level the field,” so to speak?
[43:19] Let’s talk about networking as an introvert
[55:34] Final nuggets of wisdom
[59:17] Where to find more of Matthew?
[1:01:54] Outro

Full transcript below

Video on Why Introverts Have a Valuable Edge

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Visit MatthewPollard.com to Lear More About Him

Get Matthew Pollard’s Book, The Introvert’s Edge to Sales

Get Matthew Pollard’s Book, The Introvert’s Edge to Networking

Connect with Matthew Pollard on LinkedIn

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Podcast with Matthew Pollard. Why Introverts Have a Valuable Edge.

Transcript: Matthew Pollard Podcast

Title:  Why Introverts Have a Valuable Edge

00:00:05.730 –> 00:00:23.460

Mike Malatesta:  Hey everybody, thank you for joining me. Today I’ve got another amazing success story to share that I know will inspire and activate the greatness in you. Matthew Pollard is joining me on the show. Matthew, thank you so much for being here.

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Matthew Pollard: Man, I’m excited to be here thanks for having me on.

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Mike Malatesta: yeah, well I first heard you on Jason Waller’s show, and I’ve heard you on several others and.

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Mike Malatesta: The reason I wanted to bring you on was not just you know, the message that you have, but the way you tell your story and the way you sort of.

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Mike Malatesta: I don’t know just your back and forth, with people was very sort of calming and reassuring and that’s I love to bring great stuff to my audience, but also like calming and reassuring people.

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Mike Malatesta: And you know, rather than people who are begging me over the head with whatever they do, and you are certainly not or I have not seen you be that person, so if that’s who you really are then bring it but.

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Mike Malatesta: But anyway, let me.

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Mike Malatesta: Let me tell you a little bit about Matthew so Matthew pollard is an internationally recognized consultant speaker blogger author introvert.

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Mike Malatesta: mentor coach and serial entrepreneur with five multimillion dollar business successes under his belt all before the age of 30 very impressive I do want to dig into that.

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Mike Malatesta: he’s the founder and CEO of rapid growth llc dedicated to achieving maximum Roi for businesses of all sizes.

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Mike Malatesta: And while he works with fortune 500 companies and some of the biggest ones out there, his real passion is helping small business owners and.

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Mike Malatesta: The overwhelm eliminate the stress and guesswork and get on a clear path to rapid growth forbes calls Matthew the real deal and his methods have transformed over 3500 businesses to date.

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Mike Malatesta: Matthews newest book The interpret the introverts edge to networking is the second in what I’m calling a series, I hope you call it a series.

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00:02:03.930 –> 00:02:08.580

Mike Malatesta: he’s creating that started with his first book The introverts edge how the quiet and shy.

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Mike Malatesta: Can outsell anyone and that’s what really got my attention because the first time I heard Matthew talk I resonated with that I am an introvert.

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Mike Malatesta: I had to learn how to sell in my first business, and it was not comfortable and it’s not comfortable for me today to sell myself sell my products sell anything but.

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Mike Malatesta: Like he has and he’ll describe to you all, you know I’ve figured out a way to deal with it, because you have to, if you want to be successful in life, you have to figure out a way to deal with stuff so matt Matthew.

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Mike Malatesta: let’s just get started, how did it happen for you.

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Matthew Pollard: So look I think that’s a really important question and.

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Matthew Pollard: You know I know you say you always lead your interviews with that, but I think it implies even more specifically when you’re talking to somebody that really talks on the topic of introversion.

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00:03:00.630 –> 00:03:04.710

Matthew Pollard: Because like you said you heard me on a bunch of podcast before this and, naturally.

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00:03:04.950 –> 00:03:14.190

Matthew Pollard: Anybody that’s good at being a guest on podcast anyone who’s good at, speaking from stage anyone that’s good at sales anyone that’s successful period we tend to project extraversion upon them don’t we.

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Matthew Pollard: And the problem is, I mean we see people as they are today and we don’t think Oh, maybe they’ve learned strategies or skills.

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Matthew Pollard: And you know I if anything I hope my story really helps the average introverted realize they’re not second class citizens, their path to success is just different.

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00:03:28.200 –> 00:03:37.440

Matthew Pollard: to that of an extrovert and it’s not by learning how to become more extroverted that’s definitely that’s the path to anxiety and stress it’s about learning the skills that you need to become.

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Matthew Pollard: amazing at you know who you’re meant to be and who you are meant to be could be also including and amazing salesperson amazing networker amazing public speaker.

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Matthew Pollard: But again leveraging your natural skills, and I mean I found out all this, the hard way, I mean.

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Matthew Pollard: I had a reading speed of a sixth grader and light high school, I was super introverted I had really bad acne and you know, at the end of you know.

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Matthew Pollard: bout your well just before you were 11 started.

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Matthew Pollard: I got diagnosed with this thing called a URL and syndrome, which for the video watchers here, I can show you, you know I put on this funny pair of colored lenses and miraculously I can learn to read.

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Matthew Pollard: Now I can’t learn to read like everyone else, I could start the process of learning to read the problem was that you know I mean that just meant.

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Matthew Pollard: Two years of hustle and by the time I graduated going to the top 20% of my state, but I mean I was exhausted, I mean.

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Matthew Pollard: I had no idea what I wanted to do with my life and.

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Matthew Pollard: You know I felt like I was the slow kid my whole life I you know and been working so hard my family and I just all agree that I was going to spend a year really finding myself before I.

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00:04:36.990 –> 00:04:44.520

Matthew Pollard: I went to call it, otherwise they just knew that I wouldn’t I would have spun out, I know I would have so I took a job at a real estate agency and before people think it.

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Matthew Pollard: I’m going to tell you I wasn’t the guy outselling it was the guy in the back office with a look on my face don’t don’t speak to me I’m here to find myself.

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Matthew Pollard: But literally three weeks into that job I mean, I was told unfortunately they’re closing down the office, I mean i’d been there three weeks is supposed to be my year safe job, while I figured things out.

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Matthew Pollard: And this was a striker at Christmas time I mean you can’t get a job.

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Matthew Pollard: in Australia Christmas time I mean we go on holidays on the 20th of December we go on summer break and Christmas break we don’t come back to the 15th the 20th.

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Matthew Pollard: of January and.

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Matthew Pollard: The only jobs, I could find where these things, called Commission on the sales and I think my you kind of introduced it at the start right as an introverted, the last thing you want to be thinking about is having to sell well that was my only opportunity.

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00:05:24.150 –> 00:05:33.180

Matthew Pollard: that the only thing that was more scary than applying for these Commission only sales roles was telling my father who broke his back 80 hours a week to support the family that you know, there was just no way for me.

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Matthew Pollard: To get work, so I applied for all three conditionally jobs in the paper and I got three interviews, then I got three jobs.

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Matthew Pollard: And I kind of thought, maybe they saw something in me that I didn’t see myself, but my manager for the B2B telecommunications sales role I talk.

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Matthew Pollard: quickly put that to bed they like make we just hire everyone we throw it up against the wall and we just see what sticks.

46

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Matthew Pollard: I was the mud well long story short, you know I got thrown out on a road called Sydney road in Melbourne Australia after five days product training, not a single second of sales training and just got told to go and sell.

47

00:06:03.660 –> 00:06:07.830

Matthew Pollard: So it took a deep breath went to walk in my first door after realizing I didn’t know what to say.

48

00:06:08.040 –> 00:06:18.030

Matthew Pollard: Luckily enough I got politely told to leave when I walked in, and I was less politely told to leave, then it was sworn at then it was told to get a real job and just door after door that happened to my naughty.

49

00:06:18.270 –> 00:06:22.590

Matthew Pollard: dog, where I made my first sale, and I remember and made about $70 well.

50

00:06:23.280 –> 00:06:34.440

Matthew Pollard: I remember that I just looked down the barrel of a year of this like a year of doing exactly this job, and you know it just wasn’t Okay, and I think a lot of people that are listening really do one of two things they’ll either quit.

51

00:06:34.890 –> 00:06:40.050

Matthew Pollard: or voters decide that’s the way it is and they’re going to grind it out well, I decided sales had to be a system.

52

00:06:40.230 –> 00:06:49.200

Matthew Pollard: Because if it wasn’t my year was going to be terrible and I went to work looking for that system, I mean with my reading issues picking up a book wasn’t really an opportunity, so I picked up a.

53

00:06:49.410 –> 00:06:58.140

Matthew Pollard: managed to find YouTube and I typed in sale system and all these videos came up and then, day after day, I just focused on perfecting the system, you know I go out in the field and.

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00:06:58.350 –> 00:07:01.350

Matthew Pollard: put to work, what i’d learned the day before focus on the next step.

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Matthew Pollard: And then I go home and practice for eight hours, we can spend 16 hours a day practicing but, day after day i’d get better I mean and that’s really how it happened, I went from $93 to 78 to.

56

00:07:11.190 –> 00:07:14.040

Matthew Pollard: 36 to 21 to 18 to nine.

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Matthew Pollard: Eventually, I got it down to making a sale on average every three doors and about six weeks in my manager pulls me aside, I thought it was in trouble, because I was the guy that.

58

00:07:21.990 –> 00:07:30.150

Matthew Pollard: handed my paperwork in downstairs and really tried not to talk to any of the boisterous sales REPS upstairs talking about how they close that deal or how tough the market was getting.

59

00:07:30.510 –> 00:07:33.330

Matthew Pollard: My manager looked at me and he said matt were kind of blown away by this.

60

00:07:33.660 –> 00:07:39.270

Matthew Pollard: But we just got our national sales figures and it turns out you’re the number one salesperson the company which just so happened to be.

61

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Matthew Pollard: The largest sales and marketing company in the southern hemisphere, so I mean that was really my my beginning, and you know after.

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Matthew Pollard: a really big file in management, my first time back to YouTube learn to manage and then he later I started my own business, and you know fast forward just shy of deca we heard you told the story, you know I’ve been responsible for five multi million dollar success stories.

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Mike Malatesta: there’s a ton in there let’s break let’s break some of that down if you don’t mind so.

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Mike Malatesta: Congratulations, by the way, so let’s start with the vision part, so you had been as I understood it you’ve been sort of diagnosed, maybe incorrectly as having dyslexia, or some type of.

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00:08:15.750 –> 00:08:28.500

Mike Malatesta: You know reading disability and it turns out that you had something with your vision and you mentioned what it was, and I think it’s less important that people understand what the name of it, then what it actually was and what the glasses do to help you.

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Matthew Pollard: yeah absolutely so and it’s actually quite commonly misdiagnosed as dyslexia, so, if you like, I was diagnosis is dyslexic who just wasn’t trying hard enough wasn’t trying to apply the strategies which happens a lot.

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Matthew Pollard: The thing that I got.

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Matthew Pollard: diagnosed with was URL and syndrome, which is the easy way of pronouncing it because it’s actually pronounced atomic sensitivity syndrome, which I don’t know why that when there’s somebody that can’t read or spell they make the word so hard.

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Matthew Pollard: But that is literally what it’s called and basically What it means is I put up so if you can imagine the white page the white page has a spectrum of colors in it and.

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00:09:06.390 –> 00:09:12.480

Matthew Pollard: If you have URL and syndrome mosca tomic sensitivity syndrome, it means you have a sensitivity to one of those colors.

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Matthew Pollard: So basically I wear a pair of blue lenses which filters out the color yellow.

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Matthew Pollard: And once you filter out the color yellow all of a sudden, I can learn to decode words just like everybody else and that’s the case because, for me, basically, what happens is the white page.

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Matthew Pollard: Actually eats the lettuce and so when you’re a child, you learn to the code letters and then words and then sometimes whole sentences.

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Matthew Pollard: For someone like me the letters look different every time because depending on the ink the the white eight the letters in different ways for other people it causes the words to move on the page it causes them to.

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Matthew Pollard: You know jumble up it’s it’s horrible condition for those that have it.

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Matthew Pollard: And all it really takes is putting a little bit of perspex color on front like if you if you don’t want to go to the effort of doing this, if you’ve got a child that struggles with reading.

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Matthew Pollard: get a whole bunch of different color perspex and put the perspex over the the White Paper with the printed texts and just see if it looks better for your child or, worse, and some made it much, much worse, like the color pink.

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Matthew Pollard: You know other colors like blue made it much, much better, and you know, over time, you know I started to realize it was a certain type of shade of blue, which you know I now have put onto a pair of colored lenses I’ve got it on contacts as well, though I can’t stand them they do work also.

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Mike Malatesta: Okay, so this is something that is you’re going to have for your lifetime, then you just need to use the glasses, when you need to read something.

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Matthew Pollard: Absolutely, and I can tell you it’s you know it takes a lot of concentration to read, but you get it gets easier what I mean by that is when I was younger I could barely read anything.

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Matthew Pollard: Now, because I’ve used the glasses, for a long period of time, I can recognize the words, even without glasses, a lot of the time.

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Matthew Pollard: That doesn’t mean that if I was to read a chapter of a book without my glasses.

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Matthew Pollard: I would be exhausted, because it takes all my attention, all my focus to just hold the letters and really concentrate.

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Matthew Pollard: So reading is not a relaxing thing for me, I mean that’s why you know I listened to a ton of books on audible you know I’ve always been a huge supporter of my work, because for me that’s that’s how I consume the information to get to where I am today.

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Matthew Pollard: Which is why, when my books came out I wanted them to be out on audible at the exact same time and you know the audiobook outsells the print books 321.

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Mike Malatesta: And how was the creation of the audio book for you as.

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Mike Malatesta: Well, you.

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Matthew Pollard: To do it was much.

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Matthew Pollard: It was much easier, so, while everybody’s I constantly get congratulated on how great a job I do it’s just because it’s another Australian reading it, and everyone thinks we sound the same.

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Matthew Pollard: But I will tell you there’s a great guy Jamie who recorded them he actually is an actor.

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Matthew Pollard: At a New York City he’s from Brisbane so to me he tapped sounds totally different, but to the average American.

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Matthew Pollard: You know I mean a lot of people struggle to tell the difference between Australian accent and English accent, the South African one in New Zealand one the different the insecurities of the difference between Melbourne and Brisbane.

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Matthew Pollard: that’s you know, a bridge too far, so everybody says, you know that you know I did a great job with the audio book, but you know, luckily enough I work with a mainstream publisher which I mean, could you ever imagine a guy with reading issues.

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Matthew Pollard: ending up getting a deal with like.

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Matthew Pollard: the likes of harper Collins, but they organize all of that great stuff so the only thing I mandated is that I was that I, I wished for begged and pleaded for was that.

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Matthew Pollard: It published on the same time, the audio book the print book and the kindle.

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Matthew Pollard: And also that it was read by someone with an Australian accent so at least that part of the brand was still there, because you know, while I hope everyone’s enjoying the content, today, you know I didn’t know my Australian accent lets people hang on just a little while longer.

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Mike Malatesta: Oh yeah everybody in the US is just enamored with with with that accent any of the ones that you mentioned actually British.

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Mike Malatesta: South African New Zealand, Australia home run yeah it’s got that tone is it what is it is it the same in Australia is say, for you know us English speakers are not nothing like it.

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Matthew Pollard: So it’s interesting, so I will say that.

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Matthew Pollard: When you speaking with an American speaks from stage in Australia or goes out and wants to sell to actually it’s it’s it’s not that great for them it’s if they’ve got an English accent.

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Matthew Pollard: Absolutely, like everyone loves the English accents the French accent, but when being sold to, and I think it’s because we’ve grown up being sold to by Americans, like all the late night TV shows, and everything we’re all Americans, however.

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Matthew Pollard: When I was in school, I remember, we had an American exchange student super popular anytime I was out and about there was an American out in the bout.

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Matthew Pollard: They always drew people listening to them, so in a business setting just because we’re always doing business with Americans it’s not impressive, just like an Australian accent perhaps isn’t that impressive in California, because we’re everywhere.

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Matthew Pollard: But when you when you’re dealing with you know striking social lives absolutely American accents very, very popular sorry the American accent very popular I should say.

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Mike Malatesta: I became really good friends with the fellow who was actually born in California, but then move to Australia was there I think for 20 years very, very successful.

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Mike Malatesta: sales in sales and and in training sales and training chuck’s and more is his name and he came back here to the US and moved his business here, which is kind of like what you did I think we’ll we’ll get into that but.

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Mike Malatesta: yeah the guy you know called my office and I wasn’t interested, but he left me a couple of voicemail messages and I was like oh my God okay I’ve got to talk to this guy you know cuz it just blows you away it’s like you want to hear more of it so congratulations on.

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Mike Malatesta: Well, congratulations on your accent well that’s not really anything but anyway, yes you’re using it so good for you.

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Matthew Pollard: Well it’s I think it’s important to recognize, though, and for the people, because introverts specifically because we have analyzed everything I don’t want people to go out of this interview and go.

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Matthew Pollard: Oh, he only succeeded in America, because he’s got an Australian accent remember.

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Matthew Pollard: All of my success stories, before I turn 30 that were in Australia I didn’t have the advantage of accent, I still had to learn how to sell learn how to network sure I gave me some slight advantages, when I moved to the US.

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Matthew Pollard: However, you know, then I was selling myself and a lot of times I can actually say a lot of times i’ll see extroverts that selling the first themselves as a coach.

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Matthew Pollard: And while they never had an issue when they were selling a widget now they’re selling themselves and they behave very similar to a lot of introverts because when somebody says no, how do you not take that personally.

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Matthew Pollard: Right, so you know I had to learn how to succeed in describing this this whole backstory I actually got hit in the head.

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Matthew Pollard: With a glass when I was in my early 20s so I also had to deal with it bad acne you know I had 26 stitches across the side of my face.

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Matthew Pollard: And you know, lack of confidence with the guy with the funny colored lenses so you know if there’s introverts listening they’re like well can this guy actually teach me how to sell can you teach me how to network.

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Matthew Pollard: Forget about whether I can teach you because in truth.

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Matthew Pollard: Look at people like zig zig and most people don’t know he’s an introvert look at people like Ivan meisner people it founder bill Nye the world’s largest networking group in the world.

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Matthew Pollard: People would say that there’s no way he’s an introvert, yet they are but, but people like bill Murray, you know.

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Matthew Pollard: oprah winfrey for those that don’t think you can do small talk that she seems pretty good at it right introverts really can succeed, the answer is, though, we can’t try and succeed on somebody else’s terms with somebody else’s rule book.

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Mike Malatesta: yeah and I really want to explore that with you, I.

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Mike Malatesta: guess before we get there there’s a couple things about your your early story that I just want to dig into a little more, first of all on the number of calls that you made.

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Mike Malatesta: fascinating right 1392 knows, to get get your first yes, you and then it was seven years where those consecutive days Matthew because that’s the one that the thing I wasn’t sure about what the time frame was in in that.

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Matthew Pollard: Now that was over the courses of weeks so.

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Matthew Pollard: Okay, it took me six weeks to get it down to on average i’d close a deal every three doors so it took you know it took weeks, I think this is what happens like a lot of people will.

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Matthew Pollard: learn a single tactic in sales they’ll go out and use it tomorrow, and all that didn’t work so well.

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Matthew Pollard: Oh, I guess, I just can’t sell now truthfully that’s actually somebody that’s gone out of their way to learn sales, because the average person that’s an accountant it’s a lawyer.

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Matthew Pollard: They never pick up a book on sales they’ll just go oh I don’t have that natural gift of gab like it’s an excuse for us not to try.

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Matthew Pollard: So the thing that I will tell you is, for me, it was a constant focus now remember, I was practicing eight hours a day outside selling eight hours a day, and then working on the weekend 16 hours a day now some people might say Oh, you know I’ve got.

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Matthew Pollard: You know I’ve got kids you know I work long hours I just can’t focus that much time you don’t need to remember, I went from having no business being in sales terrified.

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Matthew Pollard: Really to sell to being the number one salesperson the largest sales and marketing company in the southern Southern Hemisphere now was it worth it gosh I’ve taken that success.

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Matthew Pollard: Everywhere in my life absolutely is what was worth it, but.

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Matthew Pollard: Would you would even need to do that much I can tell you, you know I do a lot of events where I deliver a presentation called build your story playbook.

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Matthew Pollard: And i’ll talk about the power of story the science behind story and then i’ll get everybody in it to tell a story to the neighbor and then swap over, and then I invite somebody up to tell a story.

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Matthew Pollard: And i’ll do a transformation right there in the instant while i’ll ask a few questions and then i’ll tell the story back to them in a better way than they had told us where they’re like.

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Matthew Pollard: I hope this was recorded and then we’ll do an exercise afterwards, where they do it again after understanding the structure of a story, and then they coach each other.

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Matthew Pollard: And it’s a transformative difference in the story which, in truth, you need stories you just heard me tell one for podcast interview.

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Matthew Pollard: You need stories in networking stories in sales, you need stories for public speaking, you need stories when you want to rally the troops and your team to get motivated towards an outcome.

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Matthew Pollard: So just learning that one thing can transform sales and so many other parts of your life so we just do this and the whole sessions 90 minutes long and it.

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Matthew Pollard: drastically shorten the sales cycles and increases quota rates so when I say to people, yes I learned over six weeks.

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Matthew Pollard: I learned how to become probably the one of the best sales people in the world in six weeks so you don’t have to work as hard as I did or do it over six weeks do another six months, but you want to spend the time.

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Matthew Pollard: understanding that sells as a system finding the system that works for you, because it doesn’t have to be me, as I said, there’s a ton I mean Jeff bland mark hunter.

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Matthew Pollard: And all these people that are still actively teaching the community at large sales they’re all introverted right you don’t have to learn from me what you have to do is realize that it’s a system.

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Matthew Pollard: Follow somebody system that is introverted because in truth.

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Matthew Pollard: you’re not going to believe it’s possible and there’s a lot of bulldog and hod closing ways that introverts just don’t feel comfortable with.

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Matthew Pollard: So you want to follow an introvert so you feel comfortable.

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Matthew Pollard: And then do the work, because without the work it’s all pointless like listening to this podcast interview i’d like to think it’s going to change your life, but if you don’t take action on the things that I’ve talked about today.

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Matthew Pollard: Then you might as well just go and spend some time with your family right and that’s the same with sales, you can read books.

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Matthew Pollard: Most people go out and if they’re going to read a book they’ll read 10 because then they don’t do the implementation part right they.

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Matthew Pollard: Over analyze and they never take action pick up a book find one sale system find one person you identify with.

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Matthew Pollard: to learn to sell talent network to learn to public speak to learn to do small talk to learn how to better parent your kids as an introvert and then learn those skills and apply those skills to real life.

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Mike Malatesta: You know, as you were talking about, then, by the way, that all makes perfect sense but, as you were talking about it, I was thinking to myself, you had you had a couple things that I think other people lack and I’m wondering how you get them to.

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Mike Malatesta: To work to work on them, the first one, the first one was and let’s just take introversion out of it for a second if you don’t mind.

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Mike Malatesta: You you know you had.

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Mike Malatesta: These 92 doors that said no, and you got one yes and over this six week period, you did two things I think I heard you say one was deliberate practice, like, I am going to continue to.

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Mike Malatesta: You know, make make the calls, but it wasn’t just that it was the debriefing what I call the briefing right, so you would come back from a day and you would go okay.

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Mike Malatesta: What you know what do I think worked what didn’t work what and then you said I go to YouTube right and I could I find things to help me.

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Mike Malatesta: Understand maybe better what worked and what didn’t work but, but also to refine and give me tools that I can then try to work, so I think.

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Mike Malatesta: And you’ve dealt with you know 3500 businesses and tons of sales people, and I wonder what your reaction is to this because I’ve had lots of sales people in my.

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Mike Malatesta: Companies and I don’t think any of them do either one of those things very well, they may have a talent and a for selling and they may have great product knowledge.

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Mike Malatesta: But the deliberate practice on where why or why or why not they’re making a sale and then the debriefing and searching out of.

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Mike Malatesta: knowledge to help them actually get better I don’t find, at least in my experience, I haven’t found that that’s something that people just go to and I’m wondering what your experience is like and how, if you if it’s the same how you.

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Mike Malatesta: How you help people get past the fact that you just not gonna you know, doing the same thing over and over again it’s going to get you the same result sort of thing, like the Einstein.

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Matthew Pollard: Oh you’re 100% right, so there are a couple of there were a couple of things you kind of pointed out there, so firstly.

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Matthew Pollard: You know i’ll give you an example, so people are all I just need to know more about the product usually people know already way too much about the product.

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Matthew Pollard: right because I mean they’re either, this is what they do for a living if it’s their own business.

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Matthew Pollard: Which means it’s not about learning more about the product or service that you provide it’s about learning how to simplify it for the person that’s listening that’s going to be overwhelmed if you open up this.

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Matthew Pollard: fire hose of jargon and the best way, a lot of times to do that is by storytelling.

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Matthew Pollard: However, you’re right it’s the reflection thing and most sales people never do that, and the reason and it’s actually part of our culture, we all live in this hustle mentality kind of focus now right we just hustle through grind it out will grind it out we’re proud grinders.

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Matthew Pollard: that’s not what we should be proud of, not without a great system if you don’t have a great system if you don’t have a plan right, you know this is.

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Matthew Pollard: me I’ve got this blog post that I wrote a while back called do you have a small business or a gambling addiction.

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Matthew Pollard: And if you’re just doing the same thing and grinding it out well that’s the same as a gambling addiction you just hoping for lady luck.

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Matthew Pollard: And the House always wins, so you have to focus on a process have a plan and work that plan now what I will tell you.

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Matthew Pollard: Is that what I did in the first week was really just getting a semblance of the system together, because you know I just said, whatever comes out of my mouth which.

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Matthew Pollard: You know, statistics say the top 10% of all sales performers have a plan presentation, the bottom 80% just say whatever comes out of their mouth, which of course extroverts raised rise to the top of that.

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Matthew Pollard: So for me, yes I started with Okay, I need to get an assemble into the system together, and what I realized very quickly was there was some things I was saying on those 90 you know $2 before I got a rejection.

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Matthew Pollard: That just didn’t fit that system, I had to throw it out, I shouldn’t have been saying it to customers.

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Matthew Pollard: Then I realized this some pretty significant things that were out of order, and then there was some gaping holes of some things missing.

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Matthew Pollard: Generally around asking great questions and telling great stories, so I started to really fill it in but here’s what I realized once I had that a semblance of system.

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Matthew Pollard: I focused on only changing one thing at a time, because the problem is, and this is what sales, people will do they’ll read a book and they’ll apply 17 of those different tactics.

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Matthew Pollard: into the next sale they’ll have this explosion and they won’t know what caused it so there were two powers with this one was by treating it like a science experiment.

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Matthew Pollard: I had to change one variable at a time, so I knew, whether it improve myself or.

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Matthew Pollard: or made things worse and over the course of an entire day of cocoa, you could pretty clearly see whether it was working or not.

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Matthew Pollard: And then either keep it or throw it out and then do the next thing that I learned for the next day.

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Matthew Pollard: So for a lot of people they’re like well if I’m going to make a change let’s do it all at once let’s rip off the band aid.

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Matthew Pollard: problem is you don’t know what what’s working what’s not so because of that, I would say that the way I grew to succeed in sales was yes, I go out change one thing.

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Matthew Pollard: Go home and reflect on that and then change one more thing that was too slow compared to what I find most people they want they want things to happen quickly.

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Matthew Pollard: But they’re still struggling years later decades later where six weeks of moving slowly, and even though I was I don’t think this is working saying.

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Matthew Pollard: going through the whole day to really test that out was important, but as an introverted gave me another real superpower, and I think this if you want to take the introversion out, I think it applies to both demographics introversion and extraversion.

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Matthew Pollard: Especially if you’re selling yourself, is that, by focusing on this external system it’s not being personal like when somebody said no, it was oh this thing’s not working or oh if they say yes, it was this thing that was working so it’s not being.

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Matthew Pollard: it’s being such an emotional experience for me, which I actually found didn’t tie me out as much right, so I think that’s really powerful for an introvert because.

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Matthew Pollard: introverts have such analytical minds if they can go okay let’s let’s work on this puzzle let’s experiment okay we’ve proven that this isn’t working let’s do let’s get a few more data points before we make that decision.

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Matthew Pollard: All of a sudden it’s something so exhausting we start to have been number of people that I’ve worked with inside my rapid growth Academy.

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Matthew Pollard: And they said that, I just want to sell 100% you know online I don’t want to ever speak to a customer.

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Matthew Pollard: I’m like well firstly it’s not just me that saying it on my podcast the introverts edge I interviewed Ryan dices like the guy that makes more money or teaching people on the.

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Matthew Pollard: How to make money on the Internet on the Internet right and I said, can we really just do this is absolutely eventually but, at the start, you have to have conversations with people right you like even Ryan dice when he launched his.

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Matthew Pollard: His product, which was digital marketing HQ.

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Matthew Pollard: He said I’m going to eat dinner at these conferences I’m going to be over there, if you have any questions asked me said I had 100 conversations in those three days, it was the worst three days of my life.

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Matthew Pollard: He said, but at the end of those three days I knew exactly what to say what stories work what stories didn’t work what questions to ask what niches made more sense so then we just wrote it into web copy, and that was it.

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Matthew Pollard: Funnily enough, when I teach people to just have those first phone calls have those first sales meetings, all of a sudden, they start to enjoy it they realize well with a system.

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Matthew Pollard: I can actually be in control with this mindset of experimentation it’s not so mentally tolling and it really can just have a conversation, where I get to enjoy one person and not feel bad.

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Matthew Pollard: At the end if they end up as a client because I build on them into it.

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Matthew Pollard: or I won’t feel ripped off because I discounted them into buying with a strong sales system, it should just be, and you know follow the bouncing ball, where you kind of enjoy each other’s company you just so happened to end up with a client at the end of it.

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Mike Malatesta: I’m glad you brought that up too, because one of the one of the people, wrote a recommendation for your book is Jeffrey gitomer and Jeffrey gitomer sort of.

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Mike Malatesta: I’m gonna have him on my podcast in a couple weeks I love Jeffrey gitomer grew up with him.

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Mike Malatesta: But he had to saying like you know with the with the rapport you know people don’t care how much you know until they know how much you care something like that it probably don’t have it exactly right and.

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Mike Malatesta: that’s what that’s what was kind of going through my years while you were talking about that, because you can’t have right, you have to have a personal relationship with.

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Mike Malatesta: Your client Now you can conduct business in any way you want, but if they don’t know who you are.

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Mike Malatesta: And they don’t know why you stand for what you stand for Whatever the case may be, you’re going to have a tougher time keeping them engaged right, I mean people buy from.

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Mike Malatesta: People now you know you can say well know people buy from Amazon, they only buy things from Amazon that they that they know and can touch and feel.

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Mike Malatesta: there’s so many things that gets sold that aren’t like that which is why you can’t find them on Amazon right and that’s not going to be you can’t you’re not going to buy that from a nameless faceless person, you have to have to have some type of report developed with people.

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Matthew Pollard: Who absolutely I mean if you look at Amazon, by the way, if your products doing, really, really well next week you’ll notice that Amazon basic is out with the exact same product so.

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Matthew Pollard: If you don’t want to be seen as a commodity, and I mean, especially when you’re talking service providers, it happens all the time, you know I’m speaking at a first society of accountants next week.

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Matthew Pollard: Last week I spoke at an event for insurance people and.

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Matthew Pollard: You think they go into networking rooms and they say what they are and people go Oh, I need that how much do you cost or.

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Matthew Pollard: Oh I’m already working with somebody you know, thank you, they don’t even know who you are right, so one of the things that I was talking about and look don’t get me wrong sales system ization is massively important.

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Matthew Pollard: For every business and, of course, the people in sales roles.

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Matthew Pollard: But the thing that I talked about, and this is why I always come back to planning and strategy right like in my mind if you just start with sales.

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Matthew Pollard: you’ve kind of already lost you’ve got a lot of heavy lifting to do in your sales process where.

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Matthew Pollard: If you have separated yourself from the beginning, when if people don’t see you as a commodity, then yes, they still want to know, like and trust you, but if they feel your passion and mission for.

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Matthew Pollard: Preserving a specific need or a specific group of people and they don’t see you as a commodity, but they see you as the only logical choice.

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Matthew Pollard: Then the know like and trust equation is actually mostly done for you, and then a lot of the heavy lifting around you know.

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Matthew Pollard: Closing the deal is done, because you don’t have to negotiate so much on price you get out of that hamster wheel of kind of struggling to find issues prospects trying to set yourself apart and making the sale in an uncomfortable way.

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Mike Malatesta: Let me ask you about the.

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Mike Malatesta: Your your.

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Mike Malatesta: Experience with introverts and extroverts when it comes to training, so when when and you kind of went through this a little bit you know, like.

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Mike Malatesta: Obviously, most introverts aren’t they need a system because they’re not comfortable just going out there and what I call winging it let’s say, which is what.

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Mike Malatesta: I’ve found a lot of extroverts are are think they’re good at like I’m just going to go out there I’m just going to wing it see where it goes, and you know i’ll figure out where to reel it in right and.

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Mike Malatesta: me being an introvert I go with one of those people I go you sound stupid you don’t sound prepared.

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Mike Malatesta: I don’t know why anybody would buy from you, but they do because different people resonate with different people, but as far as training people like coachable people do you find.

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Mike Malatesta: introverts to be generally speaking more coachable than extroverts and and and therefore way better equipped to be great salespeople for your business, then the extrovert who comes in, with the big personality and and you know relies on that alone to make to make sales.

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Matthew Pollard: So I will give you i’ll give you the world was the answer for an interview, the answer is yes and no, and the reason for that is that.

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Matthew Pollard: they’re so introverts end up being the best learners because let’s face it, especially with sales were kind of terrible at it if we don’t have a system.

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Matthew Pollard: But we first have to get them over there hurdle of you can do this right because we’ve created this gift of gab wall and if there are business owners out here that have got a sales team.

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Matthew Pollard: The truth is, if you’ve got an introvert and they’re working on your team you’re accepting subpar performance, because of the quiet nature and that’s on you, because you haven’t told them that they need.

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Matthew Pollard: To you haven’t told them that I can sell as an introvert you haven’t inspired them that success is possible for them and that’s what you need to do.

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Matthew Pollard: So, the truth is that I’ve worked with people that literally did not believe it was possible for them.

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Matthew Pollard: Then they create excuses for why you know their story is different and why it’s harder for them.

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Matthew Pollard: Once they get beyond that and they go, you know what no I can do this or I need to do this is what happened with me and so many other people that I’ve worked with.

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Matthew Pollard: they’ll hold onto the system for dear life because we’ve added we’re terrible at sales.

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Matthew Pollard: So a lot of times, so why would you run the marathon if you don’t think you can finish you’ve got to get over that.

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Matthew Pollard: But once you’ve realized, you can finish, and you can actually place in the top three, but of course you’re going to run the marathon and then try and stop an introvert.

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Matthew Pollard: what’s interesting though is an extrovert tends to yeah they like to win things so when you say hey you should learn a sale system, because the top 10% of all sales performance.

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Matthew Pollard: Are have a plan presentation right Jeffrey get them all and I, you know, I was on his podcast a while back, and I think he’s interviews go for like 20 minutes we were on there for an hour.

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Matthew Pollard: And he was talking about yeah you know, I was a great weekend kind of salesperson, but when I started to teach others when I started to really get good myself.

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Matthew Pollard: was when I realized that it, I still had the system eyes, it now here’s the problem for an extrovert.

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Matthew Pollard: They like winging things I mean it’s kind of great to not have to do any preparation and close deals so for them, they actually have to work harder and take a baby step back to then catapult forward.

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Matthew Pollard: So what actually happens that I’ve worked with you know commercial real estate company recently actually and literally the two groups of people, the introvert.

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Matthew Pollard: In the team, I mean this guy like he made one point which was borderline useless in like six months God he wasn’t going to quit he would have got fired.

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Matthew Pollard: And he held onto the system and six months later, he was actually he won the war, they called the top dog award which actually man, he was the first junior partner.

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Matthew Pollard: to beat everyone else in sales, including the principles of the organization, who had never been outside before ever took six months but.

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Matthew Pollard: The bulldog salesperson Alex Durham who was this kind of hardcore get hyped up on coffee extroverted salesperson.

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Matthew Pollard: He actually did better straightaway, but then migrated back to his winging it process because he loved it right and then at six months, when he was outsell by Thomas he was like well hang on a second.

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Matthew Pollard: Maybe I really need to look at this sale system ization stuff take 12 months on that $2 million company was a $10 million company, because the whole organization created a sales culture.

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Matthew Pollard: There was really I mean a lot to be jealous off, so it is that we both have our burdens to bed.

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Matthew Pollard: Now, if you look at, for instance, management, for instance, if you’ve got somebody teaching management.

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Matthew Pollard: You might find that somebody gets up and I talked about planning for meeting and an extrovert will naturally say oh yeah but I, like the more dynamic meetings, because I tend to find stuff comes out better when it’s fresh.

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Matthew Pollard: Well, if you ask little Johnny or young Sarah you know what their what their thoughts are because they always have great ideas they just never seem to bring them up in the meeting and they’re introverted.

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Matthew Pollard: They gotta go I don’t know the answer is not going to be great they’ll come back to you next week and so I’ve had this thought, and you can why don’t you tell me in the meeting now I’ve.

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Matthew Pollard: You know I’ve implemented a sub optimum idea and they’re all that, how do I get my introverts talk I’m like well actually this is lazy leadership, because if you had notified people.

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Matthew Pollard: that this was going to be the agenda of the meeting and you’re going to pay special attention to asking Sarah and Johnny this specific question, they would have thought about it, you would have got the answer and that group dialogue in the meeting.

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Matthew Pollard: So a lot of times introverts need to be inspired that they can, and not only can they sell I mean I mean if you look at all forms of these so called extroverted arenas I can point to at least one introvert, that is the best in the business, then.

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Matthew Pollard: On the extroverted side, they have to realize that their willingness to step back.

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Matthew Pollard: Well, their unwillingness to step back and do a little bit of the hard work is actually stopping them from flying forward.

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Matthew Pollard: If you ask me, which is the burden i’d prefer to bed, I prefer the bed and I’m not believing it was possible because once I overcome that everything.

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Matthew Pollard: Is you know, is there for me to get.

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Matthew Pollard: Where an extrovert has to constantly battle that they don’t want to wing things so while they have an advantage at the beginning that’s why I find most extroverts tend to lose out there introverted count their introverted counterparts over time that’s a great point I I.

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Mike Malatesta: This whole system thing I started my first business when I was 26 and I had always been in operations Matthew and I had.

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Mike Malatesta: no idea how to sell anything, or I was telling myself, I had no idea how to sell anything and I didn’t you know I didn’t have any practical experience but I had to so I, so I went at sort of like alex’s story in your book.

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Mike Malatesta: And there’s probably others people who in, and so, when I met like Jeffrey gitomer and stuff I was, I was very open to how can I out maneuver the extroverts who are maybe naturally better at this than I am, at least on the initial engagement thing until you know.

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Mike Malatesta: What are all the things that they’re not going to do that, I am going to do in order to you know, give me more.

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Mike Malatesta: In my mind, I thought I needed to level the playing field, I probably didn’t but that’s what I was thinking and and I became very open to.

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Mike Malatesta: Any kind of training, I could get that would help me, you know system and systematized my approach but also add dynamics to my approach that the other people weren’t doing so that.

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Mike Malatesta: You know, I was different somehow and maybe that would resonate with people because, and that was whether it was follow up or intro email or you know, whatever it was I just so anyway, I I.

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Mike Malatesta: Will believer.

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Matthew Pollard: Well, I will tell you this those advantages that a lot of extroverts.

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Matthew Pollard: has saved that they had in that world when they’re in a meeting because they could turn that 30 minute meeting into a 45 minute or an hour meeting because they were in the room, with that person, the energy was there.

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Matthew Pollard: they’ve lost that in zoom people like structure, these days, people like things to follow a uniformity.

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Matthew Pollard: In the south bridge and, in truth, especially in the larger corporates now whether using Ai to determine what are the best closing sentences, what are the best introductions.

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Matthew Pollard: More and more it’s becoming plan presentation, have a natural ability, because the problem is natural ability.

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Matthew Pollard: You get that roller coaster ride that’s largely based on a person’s mood an introvert gosh they could have just had a broken up with their their spouse, the.

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Matthew Pollard: day before, and they can still run the program, of course, it may be it’ll be slightly shaky.

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Matthew Pollard: But it’s not directly connected to their mood so because of that they get a much more stable process and the other thing is that I will say that a lot of times we project that into that extroverts are successful.

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Matthew Pollard: Like when I wrote my my new book on networking, you know I talked about three types networkers and I talked about the average network.

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Matthew Pollard: Is that kind of that transactional network and a lot of people even a lot of extroverts don’t want to be they walk around the network and you want to buy from you now, what about you, what about you, what about you.

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Matthew Pollard: No one wants to be that person, but then.

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Matthew Pollard: Often, that then results in this other type of networking, which is.

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Matthew Pollard: I call it a listen it working where somebody asks you what you’re doing you’re all my day job is you don’t do anything to sell it well, you all have a bunch of awkward conversations.

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Matthew Pollard: Where eventually it comes up what is it that you do, you have that awkward answer you know somebody asks you about how much do you cost or they say oh that’s Nice and then you both excuse yourself to the bathroom.

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Matthew Pollard: And that’s why everybody walks off saying networking doesn’t work, the truth is, it does work.

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Matthew Pollard: You just doing it wrong, and you know, for me, I talk about strategic networking and knowing who’s going to go before I even start going in there.

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Matthew Pollard: Can you know working out exactly what I’m going to say what dialogues to have because when you’re an introvert.

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Matthew Pollard: You want to go in with a plan you want to make networking sing like a bunch of pre plan meetings and you want to have a way of getting them to lean in so we don’t feel like we’re pushing things down people’s throat.

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Matthew Pollard: So what I would say, is our natural disadvantages.

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Matthew Pollard: make us willing to plan and make us willing to prepare and when it comes to things like networking, it allows us to run circles around extroverts now again.

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Matthew Pollard: Not to say that extroverts can’t do it, you will find our mutual friend Jeff forgettable actually will suggest a lot of the similar things that you should plan before you go, you should.

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Matthew Pollard: You know practice what you’re going to say but that’s because he’s the one of the best in the business and all the best in the business have a plan presentation.

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Mike Malatesta: yeah know who you want to contact at the networking session, for example, and and don’t come up to them and tell them or ask them something that every single other person ask them, so I want to talk more about networking because so here here.

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Mike Malatesta: I consider networking, to be a contact sport meaning for me.

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Mike Malatesta: it’s like playing a very stressful and and demanding game, so I get into you know, the environment and I’m immediately sort of overwhelmed.

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Mike Malatesta: And, by the end of it if I make it through the whole thing and I’m talking about various parts of my in my career if I make it to the whole thing I’m like.

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Mike Malatesta: I can’t believe I just made it through 20 minutes of of that that that that.

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Mike Malatesta: You know, like you described for people like me who’s not a small talker.

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Mike Malatesta: And not you know I’m not a person that can engage someone like boom maybe one on one yeah But what if I’m you know.

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Mike Malatesta: got people coming at me that I don’t know or the person that engages you and.

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Mike Malatesta: There right away they’re looking past you have you have you ever had this they’re looking past you to the next person that they’re going to then attack or or whatever.

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Mike Malatesta: So I wanted to get get some Would you mind giving me some you know personal advice here and I’m going to start by giving you so just last week or the week before this group I’m in a group of this age group I’ve ever spoken to vintage.

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Matthew Pollard: I have I’ve seen vistage I’ve worked with groups similar vestige but not victims themselves.

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Mike Malatesta: So I’ve been in this group, for a long time 14 years and people know me really well and here’s we did this exercise, we had to retreat and.

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Mike Malatesta: The exercise was that each one each person wrote on a sticky note what they admire about every other person, and then they put the different color sticky notes on your desk and here’s some of the things that.

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Mike Malatesta: That mindset quiet by the authoritative thinker quiet insightfulness inquisitive good listener ef Hutton, which is a reference to an old reference, maybe even before your time, but like when ef Hutton speaks people listen.

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Mike Malatesta: And then deep thinker calculated, so all of those things are those these people know me well, those are all I think almost all interview interview.

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Mike Malatesta: version type description so here I am with that that’s my natural inclination I get into a networking situation.

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Mike Malatesta: Say there’s 100 people there little cocktail party and I’m I maybe know a few people there and the rest of the people I don’t what advice would you give me to maximize my contribution to the event and the value that that I give and the value that I get out of the event.

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Matthew Pollard: Absolutely so first thing is if you’ve gone into that room and you look around, and you can only see a few people you know.

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Matthew Pollard: you’ve already lost right, so what you need to do is you know okay I’m going to this cocktail event I’m going to this networking event.

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Matthew Pollard: it’s an event that I’ve never been before maybe there was somebody that I know, but if I know that person has been talking to them is the wrong idea because they’re already part of my network.

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Matthew Pollard: So how do I fix that situation Well, the answer is every group these days have like whether it’s a meetup.com where I can look at everybody’s linkedin profile like a shopping list of who i’d like to speak to.

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Matthew Pollard: or fate has a Facebook group where they’ve got a pro a whole bunch of photos of people that were the last event.

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Matthew Pollard: I can then reach out to these people and say hey I was considering going to this event, I noticed that you were going.

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Matthew Pollard: I’m really passionate about this specific thing like helping introverts realize they’re not second class citizens or helping small businesses succeed, you know is that is this a good group for someone like me to come to.

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Matthew Pollard: If they say yes now firstly I’m only reaching out to people that I actually want to speak to right now, firstly, I got a 5050 chance almost that those people are also going to be introverted.

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Matthew Pollard: So when I walk into the room now I don’t have three faces that I may be might know I’ve got people that have not only said yes, you should come.

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Matthew Pollard: Probably will see me in if they’re extroverted want to put me under their wing and introduce me or if they’re introverted oh my God, finally, a face, I don’t I can talk to that person.

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Matthew Pollard: And it’s someone new so I’m networking right, so a lot of times research not being done means you go to that networking room you’ve already failed.

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Matthew Pollard: Now I’m sure you do this well because all reflect the people do.

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Matthew Pollard: When they go they’ll start asking questions of the other person they’d be interested before they tried to be interesting, which is really, really helpful.

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Matthew Pollard: But when you get to that oh my gosh Mike I mean talking for 20 minutes I can’t believe I haven’t asked you what you do my suggestion is usually.

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Matthew Pollard: What people do is they give a very, very functional answer let’s just do it off the coffee, welcome to experiment, because I know you said you wanted some advice for you specifically and I think this will really help the audience.

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Matthew Pollard: Mike if I was to ask you, oh my gosh I can’t believe I didn’t ask you what you do, what is it that you do we just met at a networking event, what would you say.

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Mike Malatesta: yeah I would say that I.

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Mike Malatesta: I have a podcast where I share success stories of success that inspire and activate the greatness in you.

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Matthew Pollard: Okay, so if I was to ask that we would have our whole dialogue about your podcast then yeah.

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Matthew Pollard: Does that in your mind if a lead to a conversation about working with them like if I said yeah but what do you, what do you actually do what’s your what’s your what’s your what’s your day job, how do you in your living.

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Mike Malatesta: yeah so that would be different at various times I guess so so let’s just let’s just.

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Mike Malatesta: assume that that I just sold my second company so let’s just assume that I still had that right, yes i’d say, well, we help manufacturers solve complex waste problems.

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Matthew Pollard: Perfect okay so firstly congratulations for selling your second business that’s amazing use the here’s what I will say, though.

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Matthew Pollard: We help you know manufacturers solve complex problems right, so what I’m hearing there is this functional skill of what you do oh I’ve got a manufacturing company, what do you do you consult how much do you charge.

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Matthew Pollard: Now we’re talking about price if I’m not in manufacturing oh that’s Nice, and then we have that awkward pause that we were talking about right yeah sure.

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Matthew Pollard: So here’s what I will respond with it’s it’s different now, firstly, I will introduce what’s called a unified message which we’ll talk about in a second it’s it’s something that doesn’t commodities me at all right.

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Matthew Pollard: But what when somebody asked me what exactly is that, so the whole idea is that they get back to asking what is that, rather than assuming that they know.

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Matthew Pollard: Right, because what I got from that is that you’re a consultant right, so I didn’t go oh consulting manufacturing Okay, how much do you charge.

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Matthew Pollard: Now that’s what happens or i’ll say already work with someone like that on you know not in that industry, what I will respond with is one of the things that I love to say.

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Matthew Pollard: Is an amazing introverted entrepreneur that has enough belief and talent, to go out and start a business for themselves, however, I find more often than not, you know what I hate seeing is that they often end up in a.

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Matthew Pollard: Constant Huntsville struggling to find interesting people trying to set themselves apart and making the sale it’s matter of fact they’re almost convinced that people only care about one thing price, do you know anyone like that.

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Matthew Pollard: Now if I’ve gone to the right networking event of course there’s someone like that and they’re like well yeah I mean I’m like that, I mean.

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Matthew Pollard: A lot of times people only care about price, and I said well I’m on a mission to help these introverted service providers, you know realize that.

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Matthew Pollard: They really can obtain a rapid growth business doing what they love, but it’s not going to be about getting better at their functional skills are usually amazing it that.

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Matthew Pollard: it’s usually about focusing on the three things outside the scope of their functional skill.

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Matthew Pollard: That they can utilize really to have a rapid growth business they do love actually know what Let me give you an example and then i’ll move into a story of Wendy which is you know the story that I might use to explain the.

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Matthew Pollard: The unified message at the beginning.

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Matthew Pollard: So all of that comes from notice that I didn’t talk about my functional skills like if I said I was a sales coach or a marketing coach if I said Oh, you know, one of the things that I’m just really motivated to do.

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Matthew Pollard: Is help introverts learn sales and marketing strategies to succeed in business Oh, I need that how much do you cost, all we have this whole conversation about whether introverts can all can.

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Matthew Pollard: Instead I communicated what I love to say and what I hate to say I’ve talked about my mission my passion and mission is everything that comes out and then I segue into a story.

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Matthew Pollard: Now that’s a little bit long to give away if somebody’s like Oh, what is it you do and you’re like oh my gosh I’m just getting hammered with passion mission and story way too much if somebody hasn’t asked.

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Matthew Pollard: No, no one’s gonna ask if I say oh I’m a sales and marketing coach they’re not going to go out what exactly is that they already know So how do I bring in this conversation Well, the answer is.

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Matthew Pollard: I lead with what’s called a unified message and a unified message is something that is designed to not commodities myself.

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Matthew Pollard: For instance, I call myself the rapid growth guy and i’ll give you a different example I worked with a language coach out of California and she taught kids and adults Mandarin.

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Matthew Pollard: And for the longest time she’d been charging about 50 to $80 an hour for private consultation, the problem that she had.

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Matthew Pollard: Was that now there are all these people moving into California that were willing to charge 30 or $40 now for private consultation, just to start a new businesses.

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Matthew Pollard: They will people on craigslist from China, thanks to the global economy, we live in charging $12 an hour.

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Matthew Pollard: And there are always people now with software, thanks to our friends in Silicon Valley.

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Matthew Pollard: You know i’ll teach you English you teach me manner and we just won’t charge anyone anything so now she’s competing against free.

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Matthew Pollard: So she’s like that what sales techniques can I use what networking techniques can I use to get people talking to me and then close deals.

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Matthew Pollard: But that’s not gonna work right they see it as a commodity, then you’re always going to feel like it convincing and cajoling and eventually there’s always going to be a price question we need to sidestep the battle all together.

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Matthew Pollard: So what I did is I looked at all the clients that she worked with over the years, and what I realized that the hundreds of people, she worked with.

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Matthew Pollard: She went to executives, where she helped them with much more, the first thing was this concept of what they just have a different way of doing report in China in the western world like Mike if I was in there.

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Matthew Pollard: In you know if I was trying to sell you something in the US or in Australia like I if I was a bad salesperson at the end of 45 minutes, I might say something horrible like Sydney want to move forward and you would say yes, yes, no everyone’s favorite let me think about it right.

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Mike Malatesta: Let me think about it, I get back to send me some information.

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Matthew Pollard: Exactly now if I said, if I reached out a week from now, and you still said you wanted to think about it, I know my chances of getting that cellar just they don’t they bottoming out.

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Matthew Pollard: Yet in China they’re going to want to see me, maybe five six times before they discuss business they probably gonna want to see me drunk over karaoke once or twice.

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Matthew Pollard: And the reason for that is, they want to know the character of the person that they’re talking to because they’re not talking about transactional 12 months 24 months deals.

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Matthew Pollard: A lot of times they talking 2550 year deals they wonder the character of the person they’re doing business with, and she helped them understand that.

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Matthew Pollard: She also help them understand the difference between E commerce in China in the western world, important to respect like learning languages and enough you’ve got to reduce your accent how to handle a business card.

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Matthew Pollard: And why it matters now for everyone else, not so essential for these two executives being relocated to China so important.

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Matthew Pollard: And I said Wendy for these people you doing so much more than just language tuition what are you doing.

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Matthew Pollard: So I will just a few things I’m just trying to help, and I said yes you’re stuck in your functional skill, by the way, everybody I’ve never met anybody that doesn’t do a ton more stuff than what they say in a networking and sales event.

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Matthew Pollard: about how they help their customer I said when do you stuck in your functional skill, is it fair to assume as a result, the assistance that you’re giving these people.

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Matthew Pollard: they’re going to be more successful when they get to China and she’s like yeah I mean that’s the point right, I said great then let’s call you the China success coach.

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Matthew Pollard: Forget about mentoring consultant see for a second let’s focus on these executives and let’s create a five week intensive, which we call the China with success, intensive.

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Matthew Pollard: which worked with the executive, the spouse and any children being relocated to China, she loved the idea of this she’s like who do I self to now this is important because, where do you go networking.

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Matthew Pollard: As well who do you think your ideal client is.

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Matthew Pollard: Obviously it’s the executive, but yeah you think so right, I mean I was terrified moving from Australia us but I mean here they speak the same language I said I just don’t think it’s your ideal client.

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Matthew Pollard: she’s obviously the organization’s would pay them yeah I get that they’ve got millions of dollars often riding on the executive being successful I still don’t think so, though frustrations or who then.

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Matthew Pollard: I said, I think your ideal client is the immigration attorney what.

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Matthew Pollard: Do you think about the way they make money they may make five to $7,000 for doing all the paperwork all the bureaucracy.

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Matthew Pollard: You know, got they’ve got to get a customer that you know that’s not cheap they’re gonna pay rent and started be lucky to make $3,000 so just offer them $3,000 for a successful introduction.

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Matthew Pollard: They love the idea there like.

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Matthew Pollard: Double my profit for a simple introduction what am I gonna say she said we’ve got to do is say congratulations you’ve now got your visa, I just want to double check here as ready as possible to be relocated to China.

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Matthew Pollard: And they were like yeah you know I think we’re set overconfident executive we’ve got our visas now, thank you got to apply sorted with learning the language kids are getting pretty good at it, too, I think we’re good to go.

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Matthew Pollard: And they would just respond with there’s a lot more to it than that, I think you need to speak to the China success coach so let’s think about this in from a form of networking.

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Matthew Pollard: Now, instead of going to networking events where executives are trying to talk about language.

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Matthew Pollard: consultation and now I’m already working with someone or I need that how much do you cost that person 30 or $40 an hour She then says.

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Matthew Pollard: Oh I’m the China success coach and stops talking what what what exactly is that of course she’s only at networking events where.

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Matthew Pollard: Where where immigration attorneys are right, then, when they asked he didn’t talks about her passion and mission.

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Matthew Pollard: That hoping these executives and how she’s on a mission now they’re not her ideal clients, but they know a whole bunch of people that are so they get talking and then she tells a story.

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Matthew Pollard: about how she works with immigration attorneys that gets them a great paycheck but also allows them to serve their clients more to ensure they truly get to success.

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Matthew Pollard: Think about how that worked by doing our research knowing what event to go to connecting people beforehand that happened to be immigration attorneys so they’re expecting us.

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Matthew Pollard: Then talking about you know, asking them about them being interested and then just waiting for opportunity and just leading in with.

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Matthew Pollard: Under trying to success coach and then just waiting for them to have a mind of brain malfunction.

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Matthew Pollard: Because they don’t know what that is to ask you a question and getting talking about your passion mission in the story that is transformative totally different than what most people do like when I go to a networking event, they asked me what I do.

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Matthew Pollard: If I say I’m a sales trainer or.

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Matthew Pollard: A business coach or a marketing specialist people don’t give me the time of day to even explain what my passion is, but when I send the rapid growth guy they live in oh my gosh I never heard of that before.

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Matthew Pollard: What exactly is that and I go straight to passion mission and story you own that dialogue you own that conversation they feel how much you love doing what you do and at that point, you can take them anywhere, you want to go.

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Mike Malatesta: Matthew that was one of the most amazing conversations or explanations of how to be a good how to be how to be a good networker than I’ve ever heard, I mean you.

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Mike Malatesta: You broke down, you know how to do it, how to how to get out of the you know being stuck in functional.

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Mike Malatesta: When and whenever I hear that I hear commoditization right so as soon as you use a word that I recognize I define you instead of you being able to define me.

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Mike Malatesta: And then actually thinking through it, you know to where her ideal lead sources, which is what you found for her right not hired ideal client but her ideal lead source and then the whole thing around that I was it was a really great great way to describe that, thank you for doing that.

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Matthew Pollard: Well it’s my pleasure, I think that the important thing for people to understand because everyone’s like what’s the tactic what’s the silver bullet.

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Matthew Pollard: The truth is this isn’t a tactic, this is a step by step strategy, you know, one of the things I always tell people about rapid growth.

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Matthew Pollard: Is rapid growth is a step by step process where each part leads to the next, that ends up with a rapid growth business So if you just learn how to sell really well but they seeing you as a commodity.

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Matthew Pollard: Then it’s always going to be slightly harder.

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Matthew Pollard: If you’re going to the wrong and networking events, because you haven’t really understood where your niche is or where your person your joint venture partners could possibly be.

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Matthew Pollard: And how they make their money you could be under the wrong events you could be working too hard.

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Matthew Pollard: Now I will tell you that what we created for Wendy was what we call the China success intensive, which was a short term Trojan horse package.

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Matthew Pollard: I’ve developed those four people in the copywriting space that struggled to get two and a half thousand dollar subscriptions on a monthly basis.

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Matthew Pollard: we’ve introduced a three and a half thousand small term consulting gig that leads to $10,000 a month monthly subscriptions and their businesses have exploded.

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Matthew Pollard: When you think about rapid growth there’s no one tactic, and this is where things can get tougher small business owner.

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Matthew Pollard: Because they’re like what’s The one thing that I can do right now, and the answer is, you have to stand still not.

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Matthew Pollard: Months not for weeks, but the days and focus on the entire strategy to be successful and what you really want to start with is how do I create my version of the China success coach the rapid growth guy.

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Matthew Pollard: And then, how do I then have a dialogue about my passionate mission, because so often we go to networking events.

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Matthew Pollard: and especially introverts I mean we don’t want to sound like this, but we come across like sounding you know Mike I really love to have you as a new client because I’m just dying to buy a new car.

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Matthew Pollard: As opposed to you know I’m just put on this earth to truly help this demographic and I find that I just hate, seeing them in this situation and that’s why I’m on this mission, and all of a sudden oh my gosh this person cares about me.

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Matthew Pollard: And then, a care, you know if you lead straight into a story then because stories, by the way, if you lead with jargon and you go into consultation.

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Matthew Pollard: mode, which is what we all do right we start teaching we start helping and then we wonder why they don’t work with us, they are Oh, you know Mike, let me just.

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Matthew Pollard: Go and utilize some of that information i’ll come back and i’ll call you sure they will.

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Matthew Pollard: Where what i’ll do is i’ll go into a story and story short circuit the logical, mind you speak directly the emotional mind the part of the mind that buys, by the way.

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Matthew Pollard: For introverts specifically as well, it activates the particular activating system of our brain, which creates artificial report that we can leverage into report, you know introverts struggle with initial report but we’re great.

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Matthew Pollard: at fostering deep relationships so it’s a great shortcut why, when I go on stage or start with a story.

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Matthew Pollard: And people in them up to 22 times more information with embedded into a story.

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Matthew Pollard: So when I when I tell stories sometimes i’ll tell it to three four minutes story, I mean think about this podcast I just told the whole Wendy story.

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Matthew Pollard: But I see that all the information inside it, which means, everyone will remember it by just me saying you remember the story of Wendy just like if I was to mention.

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Matthew Pollard: Three objects like chairs porridge or beds that may not mean anything to anyone, people may not remember them a year from now, but if I said goldilocks and the three bears instant recall, everyone would know yeah those three elements.

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Mike Malatesta: yeah well Matthew this has been a phenomenal conversation Thank you so much for coming on and and and inspiring all of us introverts especially how to be more successful how to use your introversion as a.

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Mike Malatesta: an advantage right use your introversion as an advantage not as not as something that you feel like you have to apologize for.

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Mike Malatesta: or or fight against right, it is what it is, so you have it so let’s use it like your vision right, this is just part of who I am So what do I need to do what kind of glasses Do I need to put on.

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Mike Malatesta: In order to be a successful as I can, I like this been really fun I do appreciate him I connected with you on linkedin I know that’s a good place to find you where else do you want people to connect with you, and what, what do you want them to do.

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Matthew Pollard: yeah absolutely and I, you know I think the analogy that came to mind when you were saying that is it’s terrifying when you’re getting into a curve to.

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Matthew Pollard: steer into the curve or into the skid to steer out, but the only way we can take control is to lean in to what we see is a disadvantage and then you realize it’s actually a superpower.

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Matthew Pollard: But yeah you can reach out in a bunch of different ways so obviously I’ve got a podcast called the introverts edge, which you should definitely check out I interview what I call a bunch of introverted titans people that we wouldn’t think.

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Matthew Pollard: Are introverted that and the leaders in their field.

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Matthew Pollard: You know that we even interview, you know what there’s a whole bunch of interviews there, yes, you can find me on linkedin on instagram Facebook, I put a ton of videos out YouTube I do the same.

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Matthew Pollard: For a lot of people their major questions are going to be okay.

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Matthew Pollard: How do I create this unified message and niche you don’t have to hire me for that, I mean you can go to Matthew polka.com forward slash growth and then you’ll be able to download a five step template.

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Matthew Pollard: That will really help you create your unified message and discovery of nature willing to buy clients, you know I did this at a an event with nearly 200 people in the room, and I said at the end of the session, you know.

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Matthew Pollard: If you’ve now believe you’ve got a great message and you’ve identified your name, people will pay you what you’re worth your hand up 97% of the room put their hands up, which sounds great.

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Matthew Pollard: Until I said, you know, keep your hands up those, this is the longest time you’ve ever spent actively working on your marketing oh session was 90 minutes long.

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Matthew Pollard: Like 85% of the room kept their hands up, so the key is this template which you can get at Matthew paula.com forward slash growth.

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Matthew Pollard: will help you do that, but you want to allocate about two hours to do it with somebody else it’s not from your functional skills, so you don’t get into that group thing.

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Matthew Pollard: And then i’d also recommend you check out the introverts edge calm and the introverts edge.com forward slash networking.

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Matthew Pollard: publisher hates me when I say this, but you don’t need to buy my books there you’ll find the first chapters are both.

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Matthew Pollard: In the sales book, you know map out the full seven steps firstly i’ll get you over the fact that you believe you can sell.

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Matthew Pollard: and help you realize that you can be an amazing salesperson.

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Matthew Pollard: And not feel salesy either, and then i’ll show you the exact steps so you can literally grab what you currently say and put it in like I did you realize some things don’t fit some things out of order, this and gaping holes.

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Matthew Pollard: And that’ll w thousand the next 60 days, and you can do the same with networking at the introverts edge.com forward slash networking get the first chapter and then get to work on your networking game perfect.

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Mike Malatesta: Well there’s a lot of resources there so grab it, you know you’ve heard a little bit of very, very small slice of Matthew today.

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Mike Malatesta: But I think it’s been super powerful So if you want to learn more and you’re willing to do the work because there’s no microwave to success, you have to do the work go check him out and learn more about them so Matthew thanks so much for being on the show.

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Matthew Pollard: My is my absolute pleasure thanks for having me on.

Mike Malatesta

Mike Malatesta

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I help entrepreneurs get unstuck, take back their power, achieve their life objectives, and create the futures they want.

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