Diane 0:00
So, you know, to tap into what you were just saying, same scenario happened to me about a year ago. Trying like you couldn't believe to get in with one of our distribution partners. And I kept calling and calling, you know. And one time, I did get him, and he's like, Diane, I don't have time for this. My kids are sick, both of them, you know, and I'm running around, and he spent like seven minutes talking without letting me get a word in edgewise that everything was wrong in his life and his kids, and he didn't have time for me. So I let it go for like a week, ten days, and I thought, okay. So I call him back again. And I did get him live. And he's like, oh, I'm sorry to get back to you. I just don't have time. And I said, You know what, friend, I was just calling because ten days ago, you were telling me that your life was kind of crazy and your kids were sick. The only thing I need right now, I was just calling to see how your kids were. That's it. He's like, wow. And I said, so how are your children? That's most important. Our work is not important right now. I wanted to see your children were. And he proceeded to tell me andthat led into, well, Diane, let's talk now. And now he's one of my biggest supporters as far as our distribution partners go to, to align his clients to our program. So it does work.
Ian Altman 1:31
That's great. Well, and I think Diane, one of the keys to this is that it's a matter of our knee-jerk reaction, whenever we get approached by someone in sales is "no thanks, just looking" because we feel they're looking out for their interest, not our interests. As soon as we demonstrate that we're actually interested in their outcomes, their results, them personally, then the dynamic changes a little bit. Because the reality is that, if that client, if that distribution partner wasn't a good fit for what you do, you would tell them that. If you couldn't help them, you would tell them that. So all of a sudden, once you cross that threshold, where they say, I can trust Diane. Okay, well, if I need this done, then I want it done from someone I can trust versus someone I can't, which is different than when you get approached by people on LinkedIn, who try to make it seem like you're long-lost friends forever and it's their first interaction. You're like, I don't even know you. This seems totally fake. I'm not buying it. But if it's somebody like in John and Amy's case where they've had dialogues with this person, that notion of hey, I want to make sure you're okay. I want to make sure we hadn't dropped the ball. Here's something you said was important, and if you're going a different direction, totally okay, just let us know that. What it does is it sets a totally different tone because now someone says, well, okay, they're not just looking out for themselves. They're looking out for me too. And if it turns out that I don't need them, they're okay with me telling them that. Because their fear, the reason why they don't want to call people back usually is, oh, as soon as I give Diane an inch, she's going to take a mile. As soon as I engage in a conversation, she's gonna want to talk about all about their services. Instead of so, Diane's trying to make sure we're meeting the needs of our clients, and right now, she's more interested in the well-being of my family, and so I appreciate that. Now, the funny part is, if on that conversation, if he said, my kids are doing well. Great, then let's talk about this program, it would seem disingenuous. My guess is you were like, it was like, you probably ended that call with a great. I'm glad everyone's fine. Fantastic. And then he probably reached out to you and said, Hey, I want to talk about X.
Diane 3:39
That's exactly what happened.
Ian Altman 3:41
Yeah. Because if you had bridged that conversation, it would have felt slimy. You know? And so it's kind of like, you know, if I'm, you know, if someone's trying to sell somebody insurance, and all of a sudden they cut themselves they go, Oh, let me get your bandaid. This and that. You feeling better? Yeah. So about that insurance, all of a sudden, it's like, it doesn't seem authentic anymore.
Diane 4:00
I was ready to hang up, Ian, after asking about his children. And he was like, well, okay, let's talk, Diane. So now he is one of our biggest supporters. And then to tap into that as well, Steve Williams, who's on the call and I did a disarm, entice, discover with a distribution partner that we've not had no interaction with for a long time. And after trying and you know, never giving up getting the right person at that company to listen. And then I called Steve, which he's the rep in that area now. And now Steven, Steve has to fly in next week that we have so many meetings. So just getting them to, you know, take a breath, take a breath, listen, you know, and you know, just do the discovery piece to find out what their pain points are. And then, oh, but yeah, so now Steve Williams is looking forward to a ton of a new business in this area. So, yeah. All thanks to you.
Ian Altman 5:02
That's great. That's great. Well, it's not thanks to me. You actually executed it.
Diane 5:06
Yeah there you go.
Ian Altman 5:07
So yeah, I may. Yeah, I give you a concept. You have to actually execute it, Diane. So you get all the credit. I just was lucky enough to observe it. So yeah, it's all good.
Diane 5:17
Thanks, Ian
Ian Altman 5:17
It's all good. Thanks. Thanks for sharing.
Transcribed by https://otter.ai
Diane 0:00
So, you know, to tap into what you were just saying, same scenario happened to me about a year ago. Trying like you couldn't believe to get in with one of our distribution partners. And I kept calling and calling, you know. And one time, I did get him, and he's like, Diane, I don't have time for this. My kids are sick, both of them, you know, and I'm running around, and he spent like seven minutes talking without letting me get a word in edgewise that everything was wrong in his life and his kids, and he didn't have time for me. So I let it go for like a week, ten days, and I thought, okay. So I call him back again. And I did get him live. And he's like, oh, I'm sorry to get back to you. I just don't have time. And I said, You know what, friend, I was just calling because ten days ago, you were telling me that your life was kind of crazy and your kids were sick. The only thing I need right now, I was just calling to see how your kids were. That's it. He's like, wow. And I said, so how are your children? That's most important. Our work is not important right now. I wanted to see your children were. And he proceeded to tell me andthat led into, well, Diane, let's talk now. And now he's one of my biggest supporters as far as our distribution partners go to, to align his clients to our program. So it does work.
Ian Altman 1:31
That's great. Well, and I think Diane, one of the keys to this is that it's a matter of our knee-jerk reaction, whenever we get approached by someone in sales is "no thanks, just looking" because we feel they're looking out for their interest, not our interests. As soon as we demonstrate that we're actually interested in their outcomes, their results, them personally, then the dynamic changes a little bit. Because the reality is that, if that client, if that distribution partner wasn't a good fit for what you do, you would tell them that. If you couldn't help them, you would tell them that. So all of a sudden, once you cross that threshold, where they say, I can trust Diane. Okay, well, if I need this done, then I want it done from someone I can trust versus someone I can't, which is different than when you get approached by people on LinkedIn, who try to make it seem like you're long-lost friends forever and it's their first interaction. You're like, I don't even know you. This seems totally fake. I'm not buying it. But if it's somebody like in John and Amy's case where they've had dialogues with this person, that notion of hey, I want to make sure you're okay. I want to make sure we hadn't dropped the ball. Here's something you said was important, and if you're going a different direction, totally okay, just let us know that. What it does is it sets a totally different tone because now someone says, well, okay, they're not just looking out for themselves. They're looking out for me too. And if it turns out that I don't need them, they're okay with me telling them that. Because their fear, the reason why they don't want to call people back usually is, oh, as soon as I give Diane an inch, she's going to take a mile. As soon as I engage in a conversation, she's gonna want to talk about all about their services. Instead of so, Diane's trying to make sure we're meeting the needs of our clients, and right now, she's more interested in the well-being of my family, and so I appreciate that. Now, the funny part is, if on that conversation, if he said, my kids are doing well. Great, then let's talk about this program, it would seem disingenuous. My guess is you were like, it was like, you probably ended that call with a great. I'm glad everyone's fine. Fantastic. And then he probably reached out to you and said, Hey, I want to talk about X.
Diane 3:39
That's exactly what happened.
Ian Altman 3:41
Yeah. Because if you had bridged that conversation, it would have felt slimy. You know? And so it's kind of like, you know, if I'm, you know, if someone's trying to sell somebody insurance, and all of a sudden they cut themselves they go, Oh, let me get your bandaid. This and that. You feeling better? Yeah. So about that insurance, all of a sudden, it's like, it doesn't seem authentic anymore.
Diane 4:00
I was ready to hang up, Ian, after asking about his children. And he was like, well, okay, let's talk, Diane. So now he is one of our biggest supporters. And then to tap into that as well, Steve Williams, who's on the call and I did a disarm, entice, discover with a distribution partner that we've not had no interaction with for a long time. And after trying and you know, never giving up getting the right person at that company to listen. And then I called Steve, which he's the rep in that area now. And now Steven, Steve has to fly in next week that we have so many meetings. So just getting them to, you know, take a breath, take a breath, listen, you know, and you know, just do the discovery piece to find out what their pain points are. And then, oh, but yeah, so now Steve Williams is looking forward to a ton of a new business in this area. So, yeah. All thanks to you.
Ian Altman 5:02
That's great. That's great. Well, it's not thanks to me. You actually executed it.
Diane 5:06
Yeah there you go.
Ian Altman 5:07
So yeah, I may. Yeah, I give you a concept. You have to actually execute it, Diane. So you get all the credit. I just was lucky enough to observe it. So yeah, it's all good.
Diane 5:17
Thanks, Ian
Ian Altman 5:17
It's all good. Thanks. Thanks for sharing.
Transcribed by https://otter.ai
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