Episode #30 - Mentally Prepared For The Sale: An Interview With Kyle Slaymaker

Intro: 00:00:00

Welcome to the podcast where relationships, confidence, and

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determination, all converge into an amazing, heartfelt experience.

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This is Speaking From The Heart.

Joshua: 00:00:12

Welcome back to episode number 30 of Speaking From the Heart, and we're

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doing things a little bit different because we are going to, over the next

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several episodes on a Wednesday as these are being recorded and published, being

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able to showcase businesses that are making a big difference from the heart,

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and that is my tribute to all those that over the course of the last several

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months have really helped to get this podcast started and thanks to all the

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business owners that have been guests that have been able to help us get started

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with sharing what is from our heart.

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With that said, today we will have Kyle Slaymaker.

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He was born, raised, and also resides in Lancaster,

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Pennsylvania, which is my hometown.

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He is a two-time bestselling author.

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He is also the owner of The Slaymaker Method, which we talk quite a lot about

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in this episode and how that really became what it became, and we also

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share a lot of experiences about his history being with the US Navy, which

Joshua: 00:01:18

he is a veteran of both Operations Iraqi Freedom and Enduring Freedom.

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He also attended Penn State University in which he earned his degree in

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organizational leadership, and I love the fact that Kyle brings this opportunity of

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being a high performer and we talk a lot about the mentors that have helped him in

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becoming who he is today, which he works with all variety of different types of

Joshua: 00:01:45

businesses and providing opportunity for them to increase sales, which is one of

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the biggest things that he's working on right now, and for those that are familiar

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with Kyle, he is also the mastermind behind the Success Summit, which we

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often think about as opportunities to not only hear encouraging stories of

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speakers and also aspirations of how we can continue to grow, but he also

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talks about that towards the end of the episode in which there's an opportunity

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for you as a listener of the show to also participate in what that is all about.

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Kyle also has material that's available on his website that you can go and purchase,

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not only the books that he has, but also some worksheets that will help you with

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getting started and improving your sales.

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I have to say that when I talked to Kyle, I got the vibe of not only he

Joshua: 00:02:40

wanted everybody to be successful, but even for me as somebody starting

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out in this business of coaching and consulting, I felt like I walked away

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with some important lessons after having this conversation with him.

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But with that, let's go to the episode.

Joshua: 00:02:58

All right.

Joshua: 00:02:58

I'm here with Kyle Slaymaker.

Joshua: 00:03:00

Kyle, thanks for sharing your heart with us today.

Kyle: 00:03:03

Hey, thanks for having me on.

Kyle: 00:03:04

I'm excited and appreciative.

Joshua: 00:03:06

Yeah, absolutely.

Joshua: 00:03:07

I'm really excited to have you on.

Joshua: 00:03:08

I know I've seen you all over the place on social media and really advertising

Joshua: 00:03:13

yourself, and you are a rockstar.

Joshua: 00:03:15

I look up to you because we have similar businesses, but you do something quite

Joshua: 00:03:20

distinguished from my business, and that's what I really love about what you do.

Joshua: 00:03:25

Let's kick it off because the audience heard a lot about

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what you are doing already.

Joshua: 00:03:31

What got you involved with doing this coaching and helping

Joshua: 00:03:35

people with their sales?

Joshua: 00:03:36

Tell us a little bit about that.

Kyle: 00:03:38

Yeah, so I had a great career in sales.

Kyle: 00:03:42

I sold everything from cars to medical equipment to water softeners,

Kyle: 00:03:47

and I really ran the gambit.

Kyle: 00:03:48

I was fortunate enough to be hired by one of the largest, actually the largest

Kyle: 00:03:52

telecom provider in the world, which you can all pretty much guess what

Kyle: 00:03:55

that is, they rhyme with Schmo cast.

Kyle: 00:03:58

It was there where I really, really started leaning in hard to my own personal

Kyle: 00:04:03

development and sales development, and then I was laying in bed with my wife

Kyle: 00:04:07

one night and she was like, this is right before COVID, like right before COVID,

Kyle: 00:04:11

and she's like, "How much do you think you've sold over the years?", and I

Kyle: 00:04:17

thought about it and I said, "You know, probably with contract values, recurring

Kyle: 00:04:20

revenue and everything, probably in excess of 15 million, at least I would think.",

Kyle: 00:04:25

and she's like, "Wow, that's incredible.

Kyle: 00:04:26

I'm so proud of you."

Kyle: 00:04:28

I was like, "Yeah, thank you.", and then I'm laying there, she's asleep,

Kyle: 00:04:32

I'm looking around, I'm like, "Man, I really should be in a different place.

Joshua: 00:04:40

Mm.

Kyle: 00:04:40

"Right?

Kyle: 00:04:40

I should, I should have a little bit more, I should be living a little bit

Kyle: 00:04:43

more comfortable.", and I'm like, it just kind of planted the seeds in my

Kyle: 00:04:46

head, so the next morning I talked to my wife about it and she was like, "You

Kyle: 00:04:49

would do so good teaching people how to sell.", and I was like, "Oh my gosh,

Kyle: 00:04:54

that's great.", and then that day, the Slaymaker Method was born, so just as

Kyle: 00:04:59

easy to start a business, I created a Facebook page, filed the LLC, and I was

Kyle: 00:05:03

off to the races, and then like a day or two later, the COVID shutdown hit, so it

Kyle: 00:05:09

turned out to be a blessing in disguise.

Joshua: 00:05:11

Yeah.

Kyle: 00:05:11

I really wanted people to have the experiences that I've had, because I've

Kyle: 00:05:15

had some really cool experiences in sales and it's just been such a wild ride.

Kyle: 00:05:20

A wild ride.

Joshua: 00:05:22

What has been one of your memorable experiences being in sales

Joshua: 00:05:26

since you opened the business, and you don't have to give the client

Joshua: 00:05:29

name or anything like that, I'm just curious what has been impressionable

Joshua: 00:05:33

on you since you've been open?

Kyle: 00:05:35

Since I've been open, obviously, the biggest stuff is just seeing the

Kyle: 00:05:38

client wins, like I have one client who went from roughly 300,000 a year in

Kyle: 00:05:44

revenue to 500,000 a year in revenue.

Joshua: 00:05:46

Hmm.

Kyle: 00:05:47

That's always a big win, but the bigger impacts kind of have

Kyle: 00:05:50

happened outside of the business, like the more influential moments in

Kyle: 00:05:55

my sales career happened earlier on.

Joshua: 00:05:58

When you were in the early on of those days, when you were getting

Joshua: 00:06:03

ready to essentially sell and maybe even talk about this with your wife as

Joshua: 00:06:09

you just shared, were there any fears?

Joshua: 00:06:11

Were there any concerns that you had?

Joshua: 00:06:14

Did you have that voice in your head saying, "You can't do it.

Joshua: 00:06:17

You can't do it.", or was there anything that drove you and I know that you're a

Joshua: 00:06:22

veteran, which by the way, thank you so much for your service to our country.

Kyle: 00:06:25

Oh, thank you.

Joshua: 00:06:26

I appreciate that and we'll get into that a little bit because I'm kind

Joshua: 00:06:28

of curious, but getting back to the sales part, was that something that you had a

Joshua: 00:06:33

little bit of a voice behind you saying you might fail in this, and if so, what

Joshua: 00:06:37

did you do to kind of overcome that?

Kyle: 00:06:40

So there's a, that that's a multi-part question, Josh.

Joshua: 00:06:44

Yes it is.

Kyle: 00:06:45

No.

Kyle: 00:06:46

So, I mean, first off, I think every entrepreneur, especially when

Kyle: 00:06:49

they're first starting out, has that voice in their head, right?

Kyle: 00:06:51

It's imposter syndrome, and there's a few ways that I deal with imposter syndrome.

Kyle: 00:06:54

One is to realize that if you are afraid of being an imposter,

Kyle: 00:06:59

you're not an imposter, right?

Kyle: 00:07:01

Imposters know they're imposters, therefore, they don't have imposter

Kyle: 00:07:05

syndrome, so having that fear is kind of a good thing, right?

Kyle: 00:07:09

It lets you know, it's almost validation that you're doing the

Kyle: 00:07:11

right thing, that you're worried about the right stuff, right?

Kyle: 00:07:14

You always want to overdeliver for your clients.

Kyle: 00:07:16

I have this rule, this general rule, and it's very simple.

Kyle: 00:07:20

If something scares me, if I have an idea in business, if I have any fear

Kyle: 00:07:25

or anything, any doubt, I'll do it.

Kyle: 00:07:29

I commit to it immediately, and I do it, especially if it scares

Kyle: 00:07:32

the hell out of me, and that's just how I've grown to operate.

Kyle: 00:07:36

It's a great way to do it because I'd rather see something

Kyle: 00:07:39

not work than something could have worked that I didn't try.

Joshua: 00:07:45

I love that answer because it's really leveraging your fear and being able

Joshua: 00:07:50

to utilize that to your advantage, and some people don't know how to do that.

Joshua: 00:07:54

I work with clients myself, even in the public speaking realm when they're trying

Joshua: 00:07:59

to get in front of a stage and they're not sure of themselves of how to exactly

Joshua: 00:08:04

place themselves, what they should be presenting on, so we work on that delivery

Joshua: 00:08:08

so that that makes them feel better, and I love that you do that even in your field.

Joshua: 00:08:14

I was looking at your website and I was looking at specifically your core values,

Joshua: 00:08:19

and you have it as the acronym, PERCH.

Kyle: 00:08:21

PERCH.

Joshua: 00:08:22

Yes.

Joshua: 00:08:23

I'm not going to give it away because it's your acronym.

Joshua: 00:08:25

Do you mind going through with our listeners your acronym of

Joshua: 00:08:28

PERCH and why those are important for especially your technique?

Kyle: 00:08:33

Yeah, of course, so, you know, having core values in the business,

Kyle: 00:08:37

it's insanely, insanely important.

Kyle: 00:08:40

If you don't have core values, you don't have these guiding principles to

Kyle: 00:08:43

really operate your business with or by.

Kyle: 00:08:45

PERK stands for performance, evolution, recognition, commitment and happiness.

Performance: 00:08:50

I want to always deliver, always.

Performance: 00:08:53

, I want as many clients as I can to be as absolutely happy as they can possibly be.

Performance: 00:08:58

I'm committed to that.

Evolution: 00:08:59

I want not only the client to evolve, but I want to evolve as well.

Evolution: 00:09:04

I want to not just teach the clients better sales processes

Evolution: 00:09:07

and sales strategies, but I want to learn from each client.

Evolution: 00:09:10

I want to learn something that I didn't know, or something that I can

Evolution: 00:09:12

implement from every single client.

The R for Recognition: 00:09:15

I'm just going to be flat out, honest, like I, I like being

The R for Recognition: 00:09:20

recognized for what I do, and I want my clients to be recognized for what they do.

The R for Recognition: 00:09:25

They pour their heart and soul into their businesses, some of them are

The R for Recognition: 00:09:28

making very, very, very good money.

The R for Recognition: 00:09:31

Others are just starting out as solopreneurs.

The R for Recognition: 00:09:33

They all deserve recognition for their hard work.

Commitment: 00:09:36

I'm always committed to each and every single customer.

Commitment: 00:09:39

Always.

Commitment: 00:09:40

It's non-negotiable.

Commitment: 00:09:41

If somebody calls me with an emergency, a sales emergency, yeah, let's hop on

Commitment: 00:09:45

the phone, get through it, figure it out.

Commitment: 00:09:46

Let's figure out what tweaks need to be made.

Happiness: 00:09:48

I just want to be happy.

Happiness: 00:09:51

I want everybody to be happy.

Joshua: 00:09:54

I love those values and how you pull them all together.

Joshua: 00:09:57

I resonate with the fact of recognition.

Joshua: 00:10:00

I know growing up, I always wanted to be the first one on the line, especially

Joshua: 00:10:04

when you go from one classroom to the lunchroom or anything like that.

Joshua: 00:10:08

It doesn't have to be a stinking award.

Joshua: 00:10:10

I just wanted to have that recognition of, "Hey, I'm here first.

Joshua: 00:10:13

I get to have this choice", and-

Kyle: 00:10:15

Yeah.

Joshua: 00:10:15

I think we all rush to that and we sometimes lose that momentum,

Joshua: 00:10:19

especially as we get older, and it's great to have people like you

Joshua: 00:10:23

because it allows us to see, well, we might lose that drive momentum, but

Joshua: 00:10:28

we need to have that, and it sounds like you do that quite a lot, right?

Kyle: 00:10:32

Mm-hmm.

Kyle: 00:10:33

Oh, absolutely.

Kyle: 00:10:33

I mean, I don't want to say it's narcissism, but there's a healthy dose of

Kyle: 00:10:39

something in there that makes you strive for that recognition, I think everybody

Kyle: 00:10:43

deep down has that innate desire, even if it's not, I mean some are have that

Kyle: 00:10:48

desire way more than others, but there's just something about being recognized

Kyle: 00:10:54

as an entrepreneur, as a business owner, as a salesperson, right, like we work

Kyle: 00:10:58

hard, so it's incredibly important to have that recognized and that's big into

Kyle: 00:11:03

sales, leadership and team leadership.

Joshua: 00:11:05

Do you see yourself focusing more on small businesses, medium

Joshua: 00:11:09

sized businesses, larger companies, corporations that might be looking

Joshua: 00:11:13

at diverse product offerings?

Joshua: 00:11:15

What's your niche when you're working with clients?

Kyle: 00:11:19

My niche right now is relatively generalized from,

Kyle: 00:11:24

for your listener standpoint.

Kyle: 00:11:25

I've worked with everybody from solo entrepreneurs, people with

Kyle: 00:11:28

sales teams, and people that have $0 in revenue, people that have had

Kyle: 00:11:33

half a million and more in revenue.

Kyle: 00:11:35

I try to focus on the SMB space because that's where I find my core values

Kyle: 00:11:38

align with the most, but I am not going to sit here and tell you that I'm not

Kyle: 00:11:42

aiming for big corporate sales strategy.

Joshua: 00:11:46

But I love that because you know that there's a

Joshua: 00:11:48

horizon up there, and I had a-

Kyle: 00:11:50

Oh yeah.

Joshua: 00:11:51

I had a guest that said to me, "No, all I'm going

Joshua: 00:11:54

to do is small businesses.

Joshua: 00:11:55

I love what I do for those mom and pops, and I feel comfortable with

Joshua: 00:11:59

that", and that's what they want to do, that's what they are able to do,

Joshua: 00:12:03

and I find it that you are different from that guest that I had earlier

Joshua: 00:12:07

because you have a wide variety of that.

Joshua: 00:12:09

As you're building up to that, has there been some lessons that

Joshua: 00:12:13

you've learned along the way?

Kyle: 00:12:15

Oh gosh, absolutely.

Kyle: 00:12:16

First one is to be humble.

Kyle: 00:12:18

There's a lot of sales trainers out there if, and you can even open that up

Kyle: 00:12:21

to coaches and consultants in general.

Kyle: 00:12:23

There's no barrier to entry.

Joshua: 00:12:25

Mm-hmm.

Kyle: 00:12:25

There's none.

Kyle: 00:12:25

I mean, you saw me do it.

Kyle: 00:12:26

I started a Facebook page, boom.

Kyle: 00:12:28

I'm a consultant.

Joshua: 00:12:29

Yeah.

Kyle: 00:12:29

That leads to a lot of really bad experiences for a lot of people,

Kyle: 00:12:33

because a lot of coaches aren't putting customer before commission

Kyle: 00:12:35

or client before commission.

Kyle: 00:12:37

I think the most humbling for me, I joined a Mastermind and before I joined

Kyle: 00:12:42

this Mastermind, I was in magazines.

Kyle: 00:12:47

I wrote two bestselling books at that point.

Kyle: 00:12:50

I was interviewed in Selling Power by the owner, Gerhard Gschwandtner I had

Kyle: 00:12:54

all these really cool accolades and I thought I was a big fish, right?

Kyle: 00:12:58

Then, I spent a year in this mastermind before I, I left it, I had great

Kyle: 00:13:02

experiences all around, but I flew down to Dallas for an event and one of the

Kyle: 00:13:07

guys stood up, and I'll omit his name, and at this point I'm still thinking I'm

Kyle: 00:13:12

big fish, I'm like, "Now I'm in Dallas.

Kyle: 00:13:13

I'm flying."

Kyle: 00:13:14

I was getting speaking gigs around the country and stuff like that.

Kyle: 00:13:17

The guy stood up and he was one of the presenters and he said, "How

Kyle: 00:13:20

many of you think $50,000 is a lot of money?", and I was like, "Hell yeah.

Kyle: 00:13:27

It's $50,000.

Kyle: 00:13:28

Right?

Kyle: 00:13:29

Right."

Kyle: 00:13:29

Everybody in the room raised their hand.

Kyle: 00:13:31

It's $50,000.

Kyle: 00:13:32

He says, "I own 12 companies.

Kyle: 00:13:34

One of those companies does $50,000 a minute in revenue."

Kyle: 00:13:40

I immediately shot my hand down and realized I'm a nobody.

Joshua: 00:13:44

Mm-hmm.

Kyle: 00:13:45

I realized I had so much to learn about business that I needed to just

Kyle: 00:13:50

shut up and listen, and that's one of the most powerful things anybody

Kyle: 00:13:54

can do, is to just shut up and listen and be in the right room, of course.

Joshua: 00:13:58

I've had numerous guests on this show and we usually talk about the concept

Joshua: 00:14:03

of active listening when it comes to that-

Kyle: 00:14:05

Mm-hmm.

Joshua: 00:14:05

And being able to process what that is, and you said that earlier about,

Joshua: 00:14:09

"Yeah, we need to put the client before what the compensation is," and I'll be

Joshua: 00:14:14

honest, I've been in those shoes already, being a young starting out person too,

Joshua: 00:14:18

because I could slap a Facebook page together and say, "Yes, I'm a coach.

Joshua: 00:14:21

That's what I did.

Joshua: 00:14:22

I'm six or seven months into this.

Joshua: 00:14:25

I know what I could do", but no.

Joshua: 00:14:27

I have a lot of humble pie I need to eat too-

Kyle: 00:14:29

Oh yeah.

Joshua: 00:14:30

When it comes to that, because now I'm starting to see I'm just a

Joshua: 00:14:34

small fish in a very, very, very, very large pond, and you're talking a lot

Joshua: 00:14:39

of really about vulnerability in this.

Kyle: 00:14:41

Oh yeah.

Kyle: 00:14:42

Oh, absolutely.

Kyle: 00:14:43

I mean, always be vulnerable, always be authentic, but in the

Kyle: 00:14:45

sales training world, you have people like Grant Cardone, Sandler.

Kyle: 00:14:51

I mean, there's so many big heavy hitters and I mean, I use Grant

Kyle: 00:14:55

Cardone as an example because nobody's bigger than Grant.

Kyle: 00:14:57

You see him in the Jets, you see him in the helicopters and he is

Kyle: 00:15:00

got the Bugatti and the Ferrari, and you're like, "Man, I want that life.

Kyle: 00:15:04

I want that life", and then you start realizing like in order to get to that

Kyle: 00:15:07

life, you need to push and grind, like you need to grind hard, because what

Kyle: 00:15:11

people don't see is when Grant started out and he was just pinching every single

Kyle: 00:15:16

penny that he had just to get by and survive, Mark Cuban would do the same.

Kyle: 00:15:20

He talks about the same thing.

Kyle: 00:15:21

He's like, "I've eaten ketchup sandwiches just to make ends meet.", so having

Kyle: 00:15:25

that humility of being able to just shut up and listen, and learn from people

Kyle: 00:15:31

and do what you have to do to get to where you want to be, and then a lot of

Kyle: 00:15:35

people find out that they don't wanna put in the work to get to those levels.

Kyle: 00:15:39

A lot of people find out that they're perfectly content and it's totally

Kyle: 00:15:41

fine working with solopreneurs or small businesses they don't want,

Kyle: 00:15:45

and to be fair, in this country, small businesses, anything under like

Kyle: 00:15:48

20, 25 million a year in revenue.

Kyle: 00:15:50

That's still a pretty nice size business.

Kyle: 00:15:52

Give me 25 million.

Kyle: 00:15:53

I'm happy.

Joshua: 00:15:54

Hey, if I would've opened up and I told you, Hey, I made 25 million

Joshua: 00:15:57

my first year, you'd be like, "What?"

Joshua: 00:16:00

That would be awesome-

Kyle: 00:16:01

Yeah.

Joshua: 00:16:01

That's awesome.

Joshua: 00:16:01

Great.

Kyle: 00:16:02

Yeah, there's all these different stories in the high

Kyle: 00:16:04

performance groups, like, Bobby Castro took a $1,400 investment and then

Kyle: 00:16:09

made a billion dollar exit, right?

Kyle: 00:16:12

There's, there's, oh yeah.

Kyle: 00:16:13

Bobby's awesome.

Joshua: 00:16:14

Yeah, that sounds like he is.

Kyle: 00:16:16

It takes so much to get there.

Kyle: 00:16:17

It takes such hard work and ethic, and people see, all they see is the success.

Joshua: 00:16:24

Mm-hmm.

Kyle: 00:16:24

They very rarely see the vulnerability.

Kyle: 00:16:26

They very rarely see the struggle.

Kyle: 00:16:28

That's where the power is.

Joshua: 00:16:31

Speaking of power, speaking of the struggle, I want to pivot into

Joshua: 00:16:35

your military career because I have the feeling that that's had a big

Joshua: 00:16:38

influence in what, what you're doing now.

Joshua: 00:16:40

Yeah.

Joshua: 00:16:41

Again, like I said earlier, thanks for your service, and just to

Joshua: 00:16:44

remind our listeners, Kyle's a US Navy veteran of Operations Iraqi

Joshua: 00:16:48

Freedom and Enduring Freedom.

Joshua: 00:16:50

Serving in the Navy and being a veteran because I've had already

Joshua: 00:16:54

had some veterans on my show.

Joshua: 00:16:55

I had a lady that was in the Air Force before she turned into a

Joshua: 00:17:00

sales career herself actually, and working with some high level

Joshua: 00:17:03

clients as she's built up her career.

Joshua: 00:17:06

How has that influenced you in becoming who you are today,

Joshua: 00:17:10

being part of the military?

Kyle: 00:17:12

There's a lot that influenced me from the military.

Kyle: 00:17:15

I, I learned about the value of relationships.

Kyle: 00:17:17

I learned about the value of shutting up and listening, but most of all,

Kyle: 00:17:20

I learned the value of hard work.

Kyle: 00:17:22

There was no pass or fail in the military, you had to pass, and I

Kyle: 00:17:28

take that into my sales career, my business career, very seriously.

Kyle: 00:17:31

In entrepreneurship, very, very few businesses make it out of the first

Kyle: 00:17:34

year and even less make it to five years, and we're coming up on that mark.

Kyle: 00:17:38

As entrepreneurs you ride the highs and the lows, right?

Kyle: 00:17:41

The highs are really high, but man, those lows are really, really low.

Joshua: 00:17:45

Mm-hmm.

Kyle: 00:17:45

We call it the valley of despair, but once you get out of the valley

Kyle: 00:17:48

of despair, you're back to riding high again till you dip back down.

Kyle: 00:17:53

I really took that military mindset of the job has to get done, right?

Kyle: 00:17:57

I'm not going to fail at my business.

Kyle: 00:17:59

I refuse to fail at my business.

Joshua: 00:18:02

That sheer determination, that's one of my values of my own business

Joshua: 00:18:07

because I want people to be able to unlock that door that they might have had locked

Joshua: 00:18:11

for the longest time, and you were talking about hard work and it made me pause and

Joshua: 00:18:17

ponder for a moment, and I am curious about your thoughts on this question too.

Joshua: 00:18:23

Do you think people are hardworking nowadays, because I feel like

Joshua: 00:18:26

there's a big shift in, I don't-

Kyle: 00:18:29

That's a loaded question.

Joshua: 00:18:31

I, I have the feeling that you were going to give me that reaction, so

Joshua: 00:18:34

let me be more specific before you answer because I really want to narrow down it,

Joshua: 00:18:38

because yeah, we could go many directions with that, but I often think, and I often

Joshua: 00:18:44

hear a lot of the times of, "I just want you to just tell me what to do and I'll do

Joshua: 00:18:49

it.", Well, yeah, I can tell you to do it.

Joshua: 00:18:52

I think of the old Chinese proverb, " I could show you to get a fish, one fish,

Joshua: 00:18:56

but if I can teach you how to fish, you can be able to do that for the rest of

Joshua: 00:19:00

your life", so I want you to be able to put in the hard work and understand how to

Joshua: 00:19:04

do that so you could pull all those fish out of the river that you're fishing from,

Joshua: 00:19:08

so, with that said, even in the military, even in your sales career, do you feel

Joshua: 00:19:14

that in a bigger grand scheme of things, people are hesitant to put in the hard

Joshua: 00:19:19

work, and if you do agree with that, why?

Kyle: 00:19:24

Well, let me spin it around.

Kyle: 00:19:26

I don't necessarily think that people aren't willing to work hard.

Kyle: 00:19:33

I think that people don't realize just what the hard work is-

Joshua: 00:19:38

mm.

Kyle: 00:19:39

To succeed.

Joshua: 00:19:39

Mm-hmm.

Kyle: 00:19:40

Sales is a great example of that.

Kyle: 00:19:42

I learned real quick that if I wasn't willing to completely bust my butt,

Kyle: 00:19:46

I wasn't going to make the money I should make, and, I mean, bust my butt.

Kyle: 00:19:49

I mean, some of the top performing sales reps are making four

Kyle: 00:19:52

or 500 calls a day, right?

Kyle: 00:19:54

You know what I mean?

Kyle: 00:19:54

It's just for those that are dialing for dollars.

Kyle: 00:19:57

I really think that's a better way to answer that question is that I just

Kyle: 00:20:00

don't think, Josh, that they truly realize what hard work really is.

Kyle: 00:20:06

In the space that I'm in, entrepreneurs already know what the hard work is

Kyle: 00:20:12

because they've been working as hard.

Kyle: 00:20:14

They're making sure they're doing their marketing, they're advertising,

Kyle: 00:20:17

they're hiring their sales, everything.

Kyle: 00:20:20

I read an article in Entrepreneur Magazine that said, "To be an entrepreneur, you

Kyle: 00:20:24

have to have some at least resemblance of mental illness", and I was like,

Kyle: 00:20:29

"no, we don't", and then I read the rest of the article and I was like, "Huh.

Kyle: 00:20:33

Maybe I'm mentally ill."

Kyle: 00:20:35

This makes this, this makes a little bit more sense.

Kyle: 00:20:37

Right?

Joshua: 00:20:38

Yeah.

Joshua: 00:20:39

Well then if that's the case, I'm extremely sick.

Joshua: 00:20:41

Please keep me-

Kyle: 00:20:42

Yeah.

Joshua: 00:20:42

Going to see the therapist.

Kyle: 00:20:44

When you think about it, like entrepreneurship, like true

Kyle: 00:20:46

entrepreneurship, to build something really big and grand and lasting and

Kyle: 00:20:50

have a legacy, like it's going to shave years off your life, it's going to, and a

Kyle: 00:20:55

lot of people don't realize that, again, it comes back to the previous question.

Kyle: 00:20:58

They see the Ferraris, they see the Lamborghinis, the private

Kyle: 00:21:01

jets, if that's what they want.

Kyle: 00:21:02

They see the freedom.

Kyle: 00:21:05

You quit a 40 hour a week job to work a hundred hours a week, almost

Kyle: 00:21:09

24 hours a day sometimes, right, but yeah, that freedom's nice.

Kyle: 00:21:13

It is nice for me to be able to say, "all right, I'm just going to

Kyle: 00:21:15

take my kid fishing for the day.", but it took me a long time and

Kyle: 00:21:18

a lot of hard work to get there.

Joshua: 00:21:20

Do you think that sacrifice was worth it then, for you, personally?

Kyle: 00:21:24

Oh, 1000%.

Kyle: 00:21:26

I don't regret being an entrepreneur, and even in my lowest points as an

Kyle: 00:21:31

entrepreneur, I do not regret it at all.

Kyle: 00:21:34

At all.

Joshua: 00:21:36

I had the feeling that maybe you would say, "Well, maybe there's

Joshua: 00:21:40

a little bit", but I'm glad that you are, 1000% that that tells me you're

Joshua: 00:21:44

super confident about your choices in doing that, and that makes me-

Kyle: 00:21:47

Oh yeah.

Joshua: 00:21:48

That makes me feel good about that too, because I'll be honest as

Joshua: 00:21:51

somebody that is still kind of figuring out some of the glitches and some of

Joshua: 00:21:55

the little nuances, sometimes that is, debilitating for me because I want to

Joshua: 00:22:00

say, "Ah, I don't want to get up, because I just want to lay on the couch.", and I

Joshua: 00:22:05

had Matt Rhoda on my previous interview episode where I actually talked about

Joshua: 00:22:10

that with him too, and he said, "Yeah, you know, sometimes I just want to lay

Joshua: 00:22:14

on the couch, but I realized I got to get up and I got to go do that.",

Joshua: 00:22:18

so then I stay consistent with it too.

Kyle: 00:22:20

Yeah, but Matt, Matt also runs like, I think a few months ago he was going

Kyle: 00:22:24

to do like two marathons in one night.

Joshua: 00:22:26

Yes.

Joshua: 00:22:26

That guy is-

Kyle: 00:22:27

and it was just like, "Matt, come on, like, shut up."

Joshua: 00:22:30

Yeah.

Joshua: 00:22:31

Yes.

Kyle: 00:22:31

I love, I love the guy to death.

Kyle: 00:22:33

I love Matt and he's doing great things with the Battlefield Alliance.

Kyle: 00:22:36

Great things.

Joshua: 00:22:37

Yeah.

Kyle: 00:22:37

You want to talk about the epitome of a high performer.

Kyle: 00:22:40

I mean, I had him on my stage last year at the Success Summit, and he got

Kyle: 00:22:45

to the event, he got to the Englewood, and I, I look over and he's strapping

Kyle: 00:22:49

on a weighted vest, and I, I was like, " Matt, come on, man.", like, and he did

Kyle: 00:22:54

his whole speech at my event wearing a weighted vest, and it was about his

Kyle: 00:22:58

five pillars of excellence, and I was just like, "Man, this guy is crazed.

Kyle: 00:23:03

He's crazed.", that's why he's a successful entrepreneur.

Joshua: 00:23:06

Yeah.

Kyle: 00:23:07

That's why, because he has that commit, because he gets off the couch.

Kyle: 00:23:10

He's not going to sit down and just be like, "Ah, you know what?

Kyle: 00:23:13

I don't feel like going out and selling there.

Kyle: 00:23:14

I don't feel like doing a website today.", no, he's going to do it and he's

Kyle: 00:23:17

probably going to do it while wearing a weighted vest and have ankle weights on.

Kyle: 00:23:21

That's just the guy he is.

Kyle: 00:23:22

That's the kind of commitment to that it takes to really build something awesome.

Joshua: 00:23:27

I even mentioned in that episode to Matt even, and that's part

Joshua: 00:23:31

of the recording itself, I said to him, "You are really the most authentic

Joshua: 00:23:34

person I have ever met when it came to just doing all those things", but-

Kyle: 00:23:38

mm-hmm.

Joshua: 00:23:39

Matt, we love you, but I'm talking to Kyle.

Joshua: 00:23:41

Shut up now, I'm talking to Kyle.

Kyle: 00:23:43

Go, go away.

Kyle: 00:23:43

Matt, go running on a marathon, right?

Joshua: 00:23:45

Yeah.

Joshua: 00:23:45

Yeah.

Joshua: 00:23:45

Go run another marathon.

Joshua: 00:23:47

All right, so with that said, Kyle, you wrote a couple of books and I was

Joshua: 00:23:51

wondering if you want to share a little bit about those books and when you give

Joshua: 00:23:54

the titles and all that, I'm going to write them down, but I'm also going to put

Joshua: 00:23:57

them in the show notes in case anybody's interested to go pick them up because

Joshua: 00:24:00

they're influenced by our conversation.

Kyle: 00:24:02

Yeah, well hopefully they've really influenced and

Kyle: 00:24:05

pick up a few copies of each.

Joshua: 00:24:06

Yeah.

Kyle: 00:24:06

I've written four books, three of which were written solely by me, one of

Kyle: 00:24:11

which was a collaborative book that I wrote, and I'll save that one for last.

Kyle: 00:24:14

My first best seller was, So You Think You Can Sell.

Kyle: 00:24:17

It's all about what I wish I would've known before I got into sales and the

Kyle: 00:24:21

sale that impacted my life the most.

Kyle: 00:24:23

My second book is Creating Dynamic Demand.

Kyle: 00:24:25

It's all about the demand creation phase and how to really take your

Kyle: 00:24:28

customer behind their surface level needs and get them to really

Kyle: 00:24:32

emotionally connect with your product.

Kyle: 00:24:34

That one went on to be a bestseller.

Kyle: 00:24:36

My third one, Surgical Prospecting, did not go on to be a bestseller,

Kyle: 00:24:39

but it's still a really awesome book.

Kyle: 00:24:41

People have loved it.

Kyle: 00:24:42

It's all about the prospecting phase and how to be really, really strategic about

Kyle: 00:24:46

your prospecting, so you're selling more.

Kyle: 00:24:48

Then the fourth one is called Teaching the Future, which my wife came up with

Kyle: 00:24:52

that name and it's got a whole bunch of Central Pennsylvania entrepreneurs

Kyle: 00:24:56

in it, and each one has a section and it's all about advice for the

Kyle: 00:25:00

next generation of entrepreneurs.

Kyle: 00:25:01

That one went on to be a bestseller.

Joshua: 00:25:03

Wow.

Joshua: 00:25:05

Out of all those four books, which one is your favorite one that you

Joshua: 00:25:08

were part of and why was that?

Kyle: 00:25:11

From a non me standpoint, the Teaching The Future book for Central

Kyle: 00:25:16

PA entrepreneurs, that would be my favorite just because it was such a

Kyle: 00:25:20

cool and impactful project that we did, but from a me standpoint, it

Kyle: 00:25:25

has to be So You Think You Can Sell.

Kyle: 00:25:27

That's the book that landed me in selling power.

Kyle: 00:25:29

I came across the desk of Gerhard Gschwandtner.

Kyle: 00:25:32

He called me personally and asked me to do an interview for Selling Power.

Kyle: 00:25:35

That's one of the coolest moments in my career.

Joshua: 00:25:38

Wow, and I think that it's really cool to hear that

Joshua: 00:25:42

perspective, and I love your reactions during this interview so far.

Joshua: 00:25:46

I know I've been looking down a little bit because I'm taking notes, but

Kyle: 00:25:49

No, you're fine.

Joshua: 00:25:49

It's, it's been like you light up, it's like, "This is awesome, like

Joshua: 00:25:53

I really want to talk about that.

Joshua: 00:25:54

Thanks for asking me that.", and I see that passion drive through with this

Joshua: 00:25:59

conversation that we've been having too, because I think it's so important for

Joshua: 00:26:03

us to have that passion as well, and Kyle, we're getting closer to the end

Joshua: 00:26:07

of our time here, so I want to ask you one final question because I want to

Joshua: 00:26:10

leave you enough time to pitch everything that you're doing because you're doing

Joshua: 00:26:14

some incredible stuff, because this has been a fantastic conversation in itself.

Joshua: 00:26:19

When you are thinking about, just all the things that you're doing cuz we didn't

Joshua: 00:26:23

even get to some of the things also with business coaching and even your branding-

Kyle: 00:26:29

mm-hmm.

Joshua: 00:26:29

With other clients.

Joshua: 00:26:30

When you think about this big overall picture with somebody that is just

Joshua: 00:26:34

starting out, or they're thinking about or being on the fence about, starting

Joshua: 00:26:38

that new venture out of all these things that you do, what do you say

Joshua: 00:26:44

is the most important thing somebody should pay the most attention to, or

Joshua: 00:26:48

at least starting out, should work on first, so that they are set up to be

Joshua: 00:26:53

successful when they eventually launch?

Kyle: 00:26:56

My answer ties into a clarification I want to give.

Kyle: 00:26:59

The brand and consulting, the business coaching, they're going away.

Joshua: 00:27:02

Oh, okay.

Joshua: 00:27:02

Good.

Kyle: 00:27:03

Um-

Joshua: 00:27:03

I mean, not good, but, okay.

Joshua: 00:27:04

I-

Kyle: 00:27:05

Thank you.

Kyle: 00:27:05

I see you didn't like them.

Joshua: 00:27:06

Yeah, yeah, yeah.

Kyle: 00:27:07

It goes back to the, to the H in perch, my core values of happiness.

Kyle: 00:27:11

I love the business coaching.

Kyle: 00:27:12

I love the brand building.

Kyle: 00:27:14

I've been very successful with it, but at the end of the day, the Slaymaker Method

Kyle: 00:27:17

started as a sales strategy company.

Kyle: 00:27:20

The Slaymaker Method, that kind of pivoted when I won.

Kyle: 00:27:24

Last year, the Slaymaker Method won the best executive coach by the Central

Kyle: 00:27:29

Penn Business Journal, and it was a huge honor and we're nominated again this

Kyle: 00:27:33

year in three different categories but I kept finding that when I was working

Kyle: 00:27:37

solely on the sales strategy, customers and clients, I was so happy and so

Kyle: 00:27:42

fulfilled, that I finally had to sit down with myself and kind of have it come

Kyle: 00:27:45

to Jesus talk like, "okay", because at one point I had a guy almost just like

Kyle: 00:27:50

you be like, "Oh, you're doing so much.

Kyle: 00:27:52

You're doing business coaching, you're doing branding consulting",

Kyle: 00:27:54

and I, I'm sitting there thinking, I'm like, "Well, I really want to

Kyle: 00:27:58

be known for the sales strategy.

Kyle: 00:28:00

That's where my heart is.

Kyle: 00:28:01

That's where my forte is.

Kyle: 00:28:02

That's where I can have the most impact on the most people."

Kyle: 00:28:04

The website's getting rebuilt, so hopefully that'll be done soon.

Kyle: 00:28:08

I've got a great guy; his name's Jared Acres.

Kyle: 00:28:11

He's the one doing my website.

Joshua: 00:28:13

Shout out to them.

Kyle: 00:28:14

Yeah.

Kyle: 00:28:14

Big shout out.

Kyle: 00:28:15

You're welcome, Jared, but to the best advice is know what makes you happy,

Kyle: 00:28:21

okay, because this is not an easy journey.

Kyle: 00:28:23

It's long, it's hard, it's arduous, and it flat out sucks a lot, so don't let it

Kyle: 00:28:31

suck doing something you don't absolutely love, and that is so insanely important.

Kyle: 00:28:38

If you are not fully happy doing what you love or doing what you're trying

Kyle: 00:28:42

to build, you're, especially at this state, now, I'm not talking about like

Kyle: 00:28:48

tech companies and stuff like that.

Kyle: 00:28:50

I'm part owner in an app company too, and I enjoy the crap out of it, but,

Kyle: 00:28:56

if you don't, if you're an entrepreneur and you don't fully love what you do,

Kyle: 00:29:00

your heart's not going to be in it, and in order to make a decent, even a half

Kyle: 00:29:04

decent living, your heart has to be 100% behind what you're doing; has to be.

Joshua: 00:29:10

Oh, gave me shivers because it made me think about the fact that I'm

Joshua: 00:29:15

doing what I really love now and I was doing something well, I'm still doing

Joshua: 00:29:20

it, and it, it's still not the best thing that I want to do, but it pays the

Joshua: 00:29:26

bills, but I also know that good things are built over time and I also know too

Joshua: 00:29:31

that I'm not going to lose steam because I finally found that thing that really

Joshua: 00:29:35

resonates with me too, and that's really what's important about it all, and that's

Joshua: 00:29:39

why I got Shivers, because when you said that, it made me think about all the

Joshua: 00:29:43

times in which I've heard other people say to me, "I'm not really doing what I

Joshua: 00:29:47

really love, but yet I got to do this."

Kyle: 00:29:49

Hmm.

Joshua: 00:29:50

And they never did anything about it, and I even think of when I

Joshua: 00:29:53

was in college, women that I used to work with on a factory floor telling me

Joshua: 00:29:58

that, "Man, my life is over", and they're like, in their fifties and sixties and

Joshua: 00:30:02

I still said, being the young chipper 19, 20 year old, "Hey, you can do it.

Joshua: 00:30:07

Just leave.

Joshua: 00:30:09

I'm sure you can make it happen.", not understanding the full world perspective,

Joshua: 00:30:13

but I still have that mindset, believe it or not, even after all these years

Joshua: 00:30:16

thinking it doesn't matter what age you are, you can start at any time.

Kyle: 00:30:21

You can and I think that's very important, Josh, because, you know, I

Kyle: 00:30:25

have this belief system that if I'm going to tell my kids they can be anything

Kyle: 00:30:31

they want to be, and one of the most impactful moments of my life is when I

Kyle: 00:30:35

realized that you really can be anything you want to be, and it's absolutely true.

Kyle: 00:30:39

It's not just cliche bull crap that your parents told you.

Kyle: 00:30:42

I don't want them to ever have a dream and then look at me and go, "Well, dad

Kyle: 00:30:50

wanted to do this sales training thing.

Kyle: 00:30:52

He really enjoyed it.

Kyle: 00:30:53

He was really passionate about it, but he never followed through with it."

Kyle: 00:30:56

How can I expect my kids to go after their dreams if I don't

Kyle: 00:31:00

fully give my all to mine?

Kyle: 00:31:02

What example would that set?

Kyle: 00:31:04

It set a horrible example.

Joshua: 00:31:05

Yeah.

Joshua: 00:31:07

Now I'm going to give you a few minutes to set the right example by telling us

Joshua: 00:31:11

all these great things that you're doing.

Joshua: 00:31:13

I definitely want to hear about the Success Summit and a little bit about

Joshua: 00:31:17

what you're doing with that too, because I think that is a awesome

Joshua: 00:31:20

concept, but these next few minutes, they're all yours, kyle, tell us-

Kyle: 00:31:24

I promise you, I promise you, Josh, they're going to be more than a few.

Joshua: 00:31:26

Okay, I'm ready for it, and I know my listeners are too.

Kyle: 00:31:30

I'll start off with that because this episode is airing at

Kyle: 00:31:33

the perfect time, because the Success Summit is next month in October.

Kyle: 00:31:36

It's October 20th.

Kyle: 00:31:37

It's at Mickey's Black Box, in Lancaster, Pennsylvania because I love Central PA.

Kyle: 00:31:43

It's where I'm at.

Kyle: 00:31:44

Mickey's Black Box is a beautiful venue, seat's about 600 people.

Kyle: 00:31:48

We've got 13 speakers from all around the country.

Kyle: 00:31:50

We've got people who are in the very early stages of entrepreneurship,

Kyle: 00:31:55

we've got some returning speakers.

Kyle: 00:31:57

We've got people who have made, I don't want to drop the number, but it's bigger

Kyle: 00:32:01

than millions, I'll put it that way.

Kyle: 00:32:04

I say one of the speakers, the only thing bigger than his net worth is his

Kyle: 00:32:07

heart and his smile because he would give the shirt off his back to anybody.

Kyle: 00:32:10

People that have made a ton of impact and money in business.

Kyle: 00:32:14

We've got people like Clay Smeltzer, who was an educator for I think 19

Kyle: 00:32:19

years and he's becoming an entrepreneur.

Kyle: 00:32:21

We've got Caitlin Shipman returning.

Kyle: 00:32:22

We've got Phillip Sessions returning.

Kyle: 00:32:25

My wife is speaking.

Kyle: 00:32:26

I am speaking on sales and being authentic.

Kyle: 00:32:29

It's a day long event.

Kyle: 00:32:30

We have a big VIP after party.

Kyle: 00:32:32

VIPs also get breakout sessions with these people.

Kyle: 00:32:36

Last year we had about 70 people in the building at the Englewood.

Kyle: 00:32:39

This year we're looking to crack much higher than that.

Joshua: 00:32:43

I'm going to pause you there because I don't want to get you in

Joshua: 00:32:45

trouble, but what's your wife's name?

Kyle: 00:32:48

That would be Elizabeth.

Kyle: 00:32:49

She goes by Miss Elizabeth she's on stage.

Joshua: 00:32:52

All right, Miss Elizabeth.

Joshua: 00:32:53

Don't worry.

Joshua: 00:32:54

I got your husband to say your name so that you got some recognition.

Joshua: 00:32:57

Go on Kyle.

Kyle: 00:32:58

I give her as much recognition as I possibly can, but the event is,

Kyle: 00:33:02

it's really big, it's really impactful.

Kyle: 00:33:04

It's probably the biggest business conference business summit in Central PA,

Kyle: 00:33:09

and I fully stand by that statement fully.

Kyle: 00:33:11

We've got people from all over the country that fly in to come in for it.

Kyle: 00:33:14

We've got speakers that come in for it.

Kyle: 00:33:16

One speaker's not even 30 years old, and he's running a 10 million

Kyle: 00:33:19

company that he started from nothing.

Kyle: 00:33:21

There's tons and tons of value to it, so that's October 20th at Mickey's Black Box.

Kyle: 00:33:26

You can get your tickets at my website, theslaymakermethod.com/summit.

Kyle: 00:33:31

We've got VIP available, general admission available, and I'm doing

Kyle: 00:33:34

something really cool this year for ticket holders, and it's this year only.

Kyle: 00:33:37

If you buy a ticket, whether it's a general admission ticket or a VIP ticket,

Kyle: 00:33:41

you're going to receive tickets for life to every single Success Summit after it.

Joshua: 00:33:46

Wow.

Kyle: 00:33:46

General admission ticket.

Kyle: 00:33:47

I'm not giving my VIP tickets for life just to be clear, but general

Kyle: 00:33:51

admission tickets we are working on something really, really big for 2024,

Kyle: 00:33:57

but we got to get through 2023 first.

Kyle: 00:33:59

I of course host my own podcast, Slaying the Sale, ranked in the

Kyle: 00:34:03

top 10% in the world as per listen notes, we're going to be having our

Kyle: 00:34:07

hundredth episode here coming up soon.

Kyle: 00:34:09

I've had some big names on that from Brian Cuban, Mark Cuban's brother.

Kyle: 00:34:13

Brian's a millionaire in his own right, and a amazing lawyer and

Kyle: 00:34:17

amazing bestselling author on the New York Times Bestseller list.

Kyle: 00:34:21

I could go on and on and on and on, and on and on about Slaying the Sale.

Kyle: 00:34:23

It's a great podcast: be sure to listen to it.

Kyle: 00:34:26

I don't have any books on the horizon, surprisingly.

Kyle: 00:34:30

I've got like seven or eight on my computer ready to go,

Kyle: 00:34:33

ready to release, but I'm just backing off of that a little bit.

Kyle: 00:34:37

I host weekly sales trainings in Central Pennsylvania, support small business.

Kyle: 00:34:40

I do that for free.

Kyle: 00:34:41

I've got my private group, and then last but not least, I finally

Kyle: 00:34:45

became one of those consultants.

Kyle: 00:34:47

I released a digital course called Slaymaker Sales Mastery.

Kyle: 00:34:50

I never thought I'd be a course creator, but there was enough demand for it.

Kyle: 00:34:54

A lot of people were wanting to get a high level look at what my sales process

Kyle: 00:34:58

looks like, that I teach my clients, and I said, "All right, I'm going to

Kyle: 00:35:01

do it.", so I fired up the camera.

Kyle: 00:35:03

I got a new backdrop and we're off to the races, so that is going to be available,

Kyle: 00:35:09

I mean, it's available now, so if anybody wants to reach out to me, they can.

Kyle: 00:35:12

I always give my personal cell phone number out at the end of every

Kyle: 00:35:15

podcast because I want you guys to know that I'm fully accessible.

Kyle: 00:35:19

You can text me, you can call me.

Kyle: 00:35:21

(717) 823-9029.

Kyle: 00:35:25

I'm an open book.

Kyle: 00:35:25

You guys can call, text whenever.

Kyle: 00:35:28

If I'm asleep you won't get an answer, but if I'm not asleep, you're

Kyle: 00:35:31

probably going to get an answer.

Joshua: 00:35:33

First off, congratulations on the upcoming 100th episode.

Joshua: 00:35:37

I can't wait to reach that myself, and I know that I'm on the right track.

Joshua: 00:35:41

I'm hoping and continuing to be there, and that's my mindset is that

Joshua: 00:35:45

I'm already there in my mind, it's just about just getting to that race,

Joshua: 00:35:50

and I'm going to put a link to all this content, not only the summit.

Joshua: 00:35:55

If you want to reach that, the podcast, if you're interested in the course,

Joshua: 00:35:59

feel free to take a look at that.

Joshua: 00:36:01

I'll even put Kyle's number out there too.

Joshua: 00:36:03

I don't know if I really-

Kyle: 00:36:03

Go for it.

Joshua: 00:36:04

All right, if that's okay.

Joshua: 00:36:06

I don't want you to get spam calls.

Kyle: 00:36:09

Please.

Kyle: 00:36:09

I get spam calls every day.

Kyle: 00:36:11

You're fine.

Kyle: 00:36:13

My phone comes up with like potential spam if it's a spam number, so-

Joshua: 00:36:16

Good point.

Joshua: 00:36:17

That's always a good feature.

Joshua: 00:36:19

You, sir, are a little crazy, but I think you're a good crazy in that you're

Joshua: 00:36:23

changing the way that we think about sales and you're being influenced by

Joshua: 00:36:28

so many awesome people that I only hear on television and I have counted in my

Joshua: 00:36:33

literature of reading, but nevertheless, those are influencers that I think we

Joshua: 00:36:38

all get to know, and I'm glad I met the influencer like you, so thanks for

Joshua: 00:36:43

sharing your heart with us today, Kyle, and I really appreciate our interview.

Kyle: 00:36:47

Yeah, thanks for having me on, Josh.

Kyle: 00:36:48

I appreciate it.

Joshua: 00:36:50

Thanks to Kyle for being part of the show and being able to share some of

Joshua: 00:36:54

the things that he has learned throughout his sales journey and even some of the

Joshua: 00:36:59

things that he has encountered as being somebody that has coached others, and

Joshua: 00:37:03

I really resonated with Kyle because of all the things that he's doing, what I'm

Joshua: 00:37:09

also trying to build too, and although we're on different paths and we have

Joshua: 00:37:13

different stories from where we came from, we're all cut from the same cloth.

Joshua: 00:37:18

The same crazy cloth, which I really enjoyed that part of our conversation

Joshua: 00:37:23

more than anything to kick off some of the things that I thought were really

Joshua: 00:37:26

interesting, and it's really important to think about the fact that we all

Joshua: 00:37:32

have a little bit of mental instability.

Joshua: 00:37:35

Say what?

Joshua: 00:37:36

We all mentally disabled?

Joshua: 00:37:39

Say what?

Joshua: 00:37:40

We're all mentally crazy?

Joshua: 00:37:43

Yes, we are.

Joshua: 00:37:45

Because we all have different things that we do that make us quirky,

Joshua: 00:37:50

unique, and awesome, and that's what's really important is that

Joshua: 00:37:56

we do understand what those quirks are and don't deny them whatsoever.

Joshua: 00:38:02

I could have easily said to myself many years ago, "Yes, I'm going to deny myself

Joshua: 00:38:08

from any future opportunity to excel because I'm too weird.", or, "I think I'm

Joshua: 00:38:15

way too weird for that person, and I don't think that I will ever connect with them.

Joshua: 00:38:20

I'm going to stay away from them, as far away as I can", and I know and

Joshua: 00:38:26

understand where some of those people are coming from, but those are the

Joshua: 00:38:29

people that often create some of the best opportunities for us to examine,

Joshua: 00:38:36

are we really on the right path?

Joshua: 00:38:39

I like to think of it as being absolutely crazy enough to

Joshua: 00:38:43

understand how opposites attract.

Joshua: 00:38:48

Yes, that old adage of opposites attract, helped create so many different things

Joshua: 00:38:53

that we can leverage in our life, and I think Kyle really spoke to that too, about

Joshua: 00:38:59

being afraid of those imposters and what's really involved with imposter syndrome as

Joshua: 00:39:05

a whole, which has been many of a common theme amongst many of my most recent

Joshua: 00:39:10

guests as it relates to understanding that concept and being part of the

Joshua: 00:39:17

experiment of changing that mindset.

Joshua: 00:39:21

Let's break it down.

Joshua: 00:39:23

Being an imposter means that you are trying to undermine

Joshua: 00:39:27

who you truly are inside.

Joshua: 00:39:29

It's almost an internal battle.

Joshua: 00:39:32

It's tug of war with the rope on both sides, with both teammates going back

Joshua: 00:39:37

and forth, trying to get that flag to cross across the line for your

Joshua: 00:39:42

team so that you can win, and I know that sometimes that doesn't happen.

Joshua: 00:39:48

You fall into the mud that's in the center and you're trying to get the mud

Joshua: 00:39:52

off of you, but it doesn't seem to come off no matter how many times you try

Joshua: 00:39:56

to wash it off; but that's the thing.

Joshua: 00:40:00

Sometimes that mud is what makes us unique.

Joshua: 00:40:03

It is trying to get it off, which is the problem, and I think Kyle embraces the

Joshua: 00:40:08

fact that although it's stuck on him, it's allowing him to leverage being scared.

Joshua: 00:40:15

It's allowing him to see some of the biggest successes that he

Joshua: 00:40:18

has, and being able to do that entails so many different things.

Joshua: 00:40:25

Trying to have relationships when it comes to even understanding how they

Joshua: 00:40:29

work and how they evolve, and how they create so many different, vast

Joshua: 00:40:35

opportunities for ourselves, can often help us become some of the things that

Joshua: 00:40:40

we even are trying to sell to others.

Joshua: 00:40:43

Even being able to create that demand for who we are and what we can do

Joshua: 00:40:48

to provide some of the most awesome opportunities that people might have

Joshua: 00:40:52

never imagined is certainly some of the things that we all try to do, whether

Joshua: 00:40:58

we have families, which we're trying to convince our wife, "Let's go on vacation.

Joshua: 00:41:04

Let's do the Caribbean for over $5,000.", or you have that child that's consistently

Joshua: 00:41:13

begging for you to please, oh, please, buy that game set that he really wants to play

Joshua: 00:41:20

with his friends and look really popular.

Joshua: 00:41:25

We all know that hard work is needed to accomplish all those things.

Joshua: 00:41:31

I'll be honest, I've been down that road, that road of trying to work so

Joshua: 00:41:36

hard and trying to push myself to the limit, where then essentially I broke.

Joshua: 00:41:45

Fallen to the floor, I would feel very confused, afraid of what I could

Joshua: 00:41:50

possibly become now because of all the things that had came crashing down

Joshua: 00:41:55

around me; but that's the difference.

Joshua: 00:41:59

We need to know the balance.

Joshua: 00:42:00

We need to understand what's really important for all those aspects to be able

Joshua: 00:42:06

to work together, but we also have to be humble as part of this grand experiment

Joshua: 00:42:11

of being crazy at the same time.

Joshua: 00:42:15

There is something that I will say that is really important for us to always

Joshua: 00:42:19

think about when it comes to that balance.

Joshua: 00:42:24

Balance, and you might be asking yourself, "Well, yeah, obviously

Joshua: 00:42:29

Josh, it should be balanced.

Joshua: 00:42:31

You should be able to have a mix of personal and professional opportunities

Joshua: 00:42:36

and be able to have a little bit of vacation alongside of it.", but I think

Joshua: 00:42:42

that the importance of Kyle's PERCH method, the very values that he sits upon,

Joshua: 00:42:47

and how he explained that, helps us to all understand that we are trying to all

Joshua: 00:42:53

collectively work together to create that best opportunity that's ahead, whether you

Joshua: 00:42:59

are in sales or a sales oriented field, such as real estate, maybe you work on

Joshua: 00:43:06

commission, maybe you are trying to get tips as being a waitress or a waiter.

Joshua: 00:43:13

You have to understand that it's so much more than just doing the job.

Joshua: 00:43:18

It's about doing the hard job of working so much that you're able to do that.

Joshua: 00:43:25

We do lose a little bit of ourselves along the way.

Joshua: 00:43:29

We might lose some of our lifespan, as Kyle mentioned, but the point

Joshua: 00:43:33

is we're giving of ourselves.

Joshua: 00:43:37

Giving of ourselves is always a sacrifice, but having that sacrifice

Joshua: 00:43:42

be able to be turned into a gift is something that is most rewarding.

Joshua: 00:43:47

We all make choices in which it extends our lifespan or it decreases our

Joshua: 00:43:53

lifespan, but having that opportunity to know that you can succeed if you're

Joshua: 00:43:59

able to do that and create a lasting impression, it is something that

Joshua: 00:44:04

really gets to the core, or should I say, get to the heart of the matter.

Joshua: 00:44:11

You have to be happy with what you're building.

Joshua: 00:44:14

You have to enjoy as much as you can because being stuck in something that

Joshua: 00:44:17

you don't really like, whether that is a personal relationship or a professional

Joshua: 00:44:22

one, is something that must be at the top of the food chain so that you

Joshua: 00:44:28

can continue to make the best version of yourself come alive, but heart is

Joshua: 00:44:35

something that drives everything that we could ever do because even with all the

Joshua: 00:44:39

skills that we could possibly master, which all of us are capable of doing,

Joshua: 00:44:45

you have to think about that the brain isn't just alone, it's also with heart.

Joshua: 00:44:52

That is what's really important.

Joshua: 00:44:55

That allows you to have the most incredible voice that you could ever

Joshua: 00:45:00

imagine having and allows you to become most critical in all those

Joshua: 00:45:08

things that you're trying to do.

Joshua: 00:45:11

You are already successful if you're thinking that way, and you're already

Joshua: 00:45:16

successful by listening to this, to know that you can move in that direction.

Joshua: 00:45:22

Thanks for listening to episode number 30 of Speaking From The

Joshua: 00:45:25

Heart, and I look forward to hearing from your heart, very soon.

Outro: 00:45:29

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Outro: 00:45:30

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Outro: 00:45:35

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Outro: 00:45:40

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