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How to Go For No to Get You To Yes!
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Nov 14, 2019
Caren Glasser goes live with Author of the best selling book "Go For No", Andrea Waltz on this Super Boomer Lifestyle Show! Check out more shows here: https://carenglasser.com/live/ Follow us on Twitter: http://www.twitter.com/carenglasser Follow us on Facebook: http://www.facebook.com/carenglasserlive Follow us on Instagram: http://www.instagram.com/carenglasser #goforno #sales #andreawaltz My Direct Links, Programs and Equipment I use for my Shows and Promotion: BeLive: http://bit.ly/3p7E0DB Get Your Book In Front Of Thousands of Potential Buyers! https://bit.ly/2HJ38Qu Logitech HD Pro Webcam: https://amzn.to/362BuXP Wired Earbuds with Microphone: http://amzn.to/3p1pmOi Lavalier Lapel Microphone: http://amzn.to/3p9EFVo Blue Yeti USB Mic: https://amzn.to/395hExi ATR2100-USB Cardioid Dynamic Microphone: http://amzn.to/3qzEy5A LED Video Light Kit: http://amzn.to/360Qg1w
View Video Transcript
0:00
hello everyone Karin glass are here and welcome to the super boomer lifestyle show brought to you by the super boomer
0:06
lifestyle comm it's your one stop shop for brands we know you will love today
0:11
we welcome author of the best-selling book go for know Andrea Waltz to the
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show and today's topic is how going for know gets you to yes one of my very very
0:22
favorite favorite topics today's super boomer pick of the week is go for know
0:30
imagine that go for know this is one of my very very favorite books and this is the book that Andrew and husband had
0:36
actually wrote this book and it's what got me into sales and what got me into realizing that anyone can be in sales if
0:44
you just know what the tricks are and so I highly highly recommend this book this is the book that I give to all of my
0:49
team members because it's simply one of the easiest ways to get into I'm putting
0:57
up a comment into the whole idea of going for no Andrea yes is the destination Oh righty okay so without
1:05
further ado it's time to introduce you to my special guest so Andrea waltz
1:11
she's already on the screen right now she is awesome she is the co-founder of
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courage crafters and co author of the best-selling book go for know yes is the destination no is how you get there
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Andrea teachers sellers in virtually every single business and an industry
1:28
how to think and feel differently about failing and what the whole idea about rejection is in the word know so today
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go for know has become a very well-known methodology in the world of selling and the book over know reached number one on
1:43
Amazon's selling list in 2010 and as remained in the top 50 of sales books
1:48
for the last nine years and that is actually how I met Andrea so welcome to
1:54
the show Andrea how are you today I am doing great Karen how are you I am so awesome it ought to be a sin and
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I'm so so excited that you're on the show because I totally love your book I am a raving fan anyone that wants to
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listen to me go on and on about going for no they know where to go because I think I'm your
2:13
mouthpiece I'm not exactly sure but I'm almost sure that I'm your mouthpiece you know we always like to start the show
2:19
with the question how do you describe a super boomer so I like to describe super
2:26
boomers as what they're not I say that a super boomer is not defined by their age they are defined by how they show up in
2:33
life now I know you're not technically a super boomer but Andrea how do you
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describe a super bloomer well you're right I'm not technically a super boomer but I'm very familiar with
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them because I am married to one and so I understand the nature of the super
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boomer intimately but I think a super boomer someone who really taps into their gifts and their talents regardless
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of their age and I feel like this generation the super boomer generation of today will define that in terms of
3:07
not just retiring and walking if off into the sunset but really giving their gifts really till the end I so agree and
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I you know I laugh because when when we decided you've been on we've done a couple of shows together before and when
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we went to do this show you actually said you know I'm not really a super boomer and I laughed because I think
3:27
everyone's a super boomer I think that especially women who just step up and just do what they're gonna do today's
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topic is going for know and one of the things that I love about this is the word no let's just so let's just talk
3:41
about know we're Wyatt that word so hard for people to accept it is tough because
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I think you know we've all been taught and trained to avoid failure avoid rejection we're biologically wired to
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not have that happen you know we don't want to get kicked out of the tribe so to speak for and so here we are we find
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ourselves in society fearing that the no and that's why I think go for no has
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been so powerful as we spend you know we spend all of our time trying to help
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people to embrace know and to change their mindset to change how they think
4:18
and feel about it which which if you can do that it's amazing what you can have
4:25
happen it's it's life altering I think it actually becomes a game changer for people when
4:30
they realize that if they just do these steps and they get comfortable with them
4:36
it will change their business it'll change their life because I don't and I don't think it's just business I think
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it changes everything that we do when we stop worrying about getting the nose it's our relationships it's how we
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approach people it's all about the note now you say that that you can achieve
4:52
virtually anything that you want to by by hearing the word no more often okay I
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know it sounds bizarre yeah art so the premise of go for know is to
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intentionally increase your failure rate and by that we mean and we use that we use kind of the word no and rejection
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and failure interchangeably because when you get to know people that used to him okay I failed and it's all about
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intentionally increasing your failure rate intentionally going out and hearing and no more often kind and the best
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analogy I can use Karen and it worked it I mean it's true in business and then anything but you know if you needed
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somebody you knew needed a life-saving operation or they they needed a
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particular type of ingredient right to save their lives even if it was
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something as simple as brown sugar well you'd knock on every door in your neighborhood John Brown showed you how
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Brown sure yeah yeah you can have that until you absolutely and you'd work as hard and as fast as you needed to to get
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that yes and you take as many knows as it took to get your result and that's what it's all about is as being willing
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to hear those knows and embracing it embracing those failures and reframing them and I know it's tough because most
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people listening to those they're like well it's easier said than done and I take no personally and I know we can get
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into all of that alright but but that that is the basic premise is to intentionally go out here
6:21
no more often knowing that when you do that those guesses are out there do you believe the the adage that no doesn't
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really mean no it just means not now I think for a lot a lot of times yes no
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doesn't mean never no means not yet often times because depending on what you're asking somebody most of us you know or need
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your reaction that's kind of like no I don't want it and then you learn a little bit more about it and and this is
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why marketing I think this is why people get shown ads over and over and over
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again because marketers know okay we can't just go out with this drug and people are gonna love it we better show
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it to them over and over and convince them until they're made finally one day you're like oh you know I might be
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interested in that they go yes yeah they think they say something like twelve touches or something like that it takes
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that many times before somebody goes oh yeah I need that and like they didn't have that the other eleven times right
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right and so and be and so because of that I think there's this the unfortunately the tendency those two
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then give up too soon and so people are willing to make those numbers work for them and so they'll ask one time and get
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one no now I'm not saying you have to stop people and become a maniac and you
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know the spoiled brat where you're like a kid asking over and over right okay oh we talked about that in the book that
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children have that natural tenacity right but certainly you've got to at
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least be persistent enough where you don't just take the first no where most of us do turn and run and then that's
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the end of it right in fact one of the things that you teach is that if you
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figure out that if you if you're a salesperson and you know that you have five sales calls during the week and
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your average of how many actual closes is let's say two then it only you
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actually teach well if you if you approach five people and you get two yeses then what would happen if you did
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ten people right it just goes up right it would get maybe four people so it's
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it's almost incremental it's it the more use the more you go for those knows the
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more yeses you're gonna get exactly and that's a process that we call setting no goals so it is it's it's we tip we all
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set goals right for Youth Azure or whatever and this is that counterintuitive of what if I and you
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know it's funny because this it's not the same thing but it reminds of this idea of embracing failure is to
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the sleek at the gym you know we you could go in and you can count the ways you're successful you go in and you can
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lift 10 times a weight what have you lifted the weight so much so many times that until you failed until you
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literally could not lift it anymore and that's you know if that's a big part of what weightlifting is and and you worked
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it's called working to failure yes yes it's an actual technique international
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technique right that you wear I'll continue till you actually fail which I forgot about that that's interesting
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yeah so it's the kind of that same thing from a sales standpoint of hey I'm gonna okay I got one yes great it does a
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numbers game shall we say it's a numbers game yeah i love that and and and just so
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people know it one of my favorite quotes from a lady in KY Dearing she says it is a number gays numbers game people are
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not numbers but right so that's not what we're suggesting but it is kind of a
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numbers game but that setting of goals is any of those knows is is the way to
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do it and I think the more you do it the more comfortable you are with hearing
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the no oh absolutely yeah this is and and what happens is because well-meaning
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early in our lives you know parents and teachers and they might kind of get reined in and we kind of get trained not
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to and I think women especially I know I I talked about this on stage all the time you know I was classic people
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pleaser and I when Richard my husband finally remember when my husband kind of
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taught go for know to me I thought well no I'm actually a really good sales person and great a customer service and
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then I had to get honest and realized oh my gosh actually I don't like to hear that word no I don't and I've had to
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learn over the years not how to not to take it personally and how to then all
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of those things that we do to avoid hearing though absolutely absolutely if
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you're just tuning in we're talking with Andrea waltz the best-selling author of go for know and we're talking
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about going going for know one of the interesting things about your book is that it's done in story form and I was
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saying earlier before we actually got on the show it's probably the reason that I liked it so much because I have the attention span of a flea and I was able
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to literally read it in one sitting and and go oh my gosh I can actually do this
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and and I have always given this book to my team so what made you do this as a
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story because that's a little unique yeah we wrote it as a fable we that was Richards idea I wasn't quite sure about
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that and it actually has a little bit of a supernatural twist which you might remember I do it kind of fun and we did
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it just because we know that stories capture people emotionally and we also are lovers like our quote unquote hobby
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when we first met was writing screenplays we actually had an agent in Hollywood at one point and I never sold
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anything but that was our love and so we took we took that and we said let's write this as a fable we'll integrate
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the lessons in there and have people care about the character and kind of see themselves in the character so that at
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the end you decide I could be that guy I could go for know too that was our goal
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and it is it has a little bit of a twist in there so I'm sure you're curious to what we're talking about we're not going
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to tell you what the twist is we want you to go out and get the book it is a very easy read but something that you
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will get to the end and say oh my gosh that's how this is I could do this this is this is pretty easy I put the book
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back up here yes is the destination no is how you get there I know that you I'm
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looking at my notes here so why do you do this what's your why why did why did
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you decide to actually get into this well it kind of started from a practical
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standpoint we launched our company and training company teaching retailers that
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was where we first started and was Sam doing sales and customer service and management and then we eventually of
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everything that we taught that go for no was the thing that people gravitated to the most so we said wow the the market
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is telling go for know is the thing and then it kind of transitioned more to almost a
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personal mission for me because I hate the idea that people have goals and
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dreams and they have things that they want to do and instead of letting someone else tell them no they tell themselves no which i think is
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absolutely criminal or worse if you're gonna fail don't you know fail let's let the
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outside forces force you to fail but don't stop yourself it's that's a real passion for me now is to make sure that
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people try that they give themselves permission to fail like we did when we were kids where we were always we're
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like hey whatever it takes I'm gonna learn how to ride a bike I'm gonna learn this I'm going to learn that whatever we
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didn't care and as adults we some we have to like play it safe and I just it just breaks my heart
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uh yeah I understand that so what is the basic strategy of go for no I mean if
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you want to just divulge a little bit I don't want to give you too much of it because we really do want you to go read the book but what is it strategy yeah so
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the strategy is intentionally increase your failure rates figure out where where you need to hear no more often
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creep and no awareness figure out am i hearing no am i hearing any nose or my
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plane is so safe figure out can you hear nose in your business can you hear nose in your personal life can you are you
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able to go out to dinner and if you get seated at the horrible table you're asked for the nice you know to ask the
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hostess hey can we go for the nicer cute table up at the front with the flower you know in the window like so it's
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practicing that in your daily life as much as you can but that know where it
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starts with that know awareness starts with not shedded shutting yourself down and saying they're just gonna tell me no
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they're just going to tell me no it's it's in that moment saying yourself go for know and that you said it so
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perfectly a few minutes ago practice it that's what builds your courage right Joey says she's quoting you create a no
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awareness love it totally love that and it is a practice I mean it really is a
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practice because I think all of us and we were talking about this from from not
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as children because the children we keep asking until we get the answer we want and I think that's part of your message
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in the book but as we get older we're afraid to say that ask for the for the yes because we're afraid that we're
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gonna get the know I know that this Burke book is not just for the retail sales person this book works really well
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in network marketing arena it works really well in any sales arena because
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again the basic concept is if you don't ask for the yes well first of all you'll
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never get the know but if you don't ask at all you're never gonna get the yes either absolutely yeah right now you've
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written other books mm-hmm and the you did a series a fiction
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series of books that was back in 2015 I think you said we're called and why you
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do that well we can't pull apart where you can't pull ourselves away from
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fiction so we decided and and this is one of the nice things that go for no really has afforded us is we've been
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able to build this great brand teaching this message and so we were able to look around and say what else do we want to
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do you know and and so while we were still speaking then we still are speaking and go through today we took
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and read the really Richard he took the lead on this for three years we were a 10 book paranormal suspense series
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called onyx web and it ties in three different timelines it's extremely I say
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complex it's for the it's one of these things that would make a great show on Netflix because it takes different
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timelines and fundamentally onyx web turn becomes a ghost through some
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unfortunate circumstances and she she is very upset and very frustrated with
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people who waste their lives so there's a lot of personal development messages within the series yeah and and it was
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something for you to do this was slightly different than than the sales the sales book and it allowed you to get
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back into your creativity you know the screenplays and things that you used to do you also had a new book that came out
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a year ago called a million dollar book formula because after writing all these books you basically realized that there
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was a there's a formula as to why certain books do well know why certain books tell
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so tell us a little bit about this book because I think those of us who are listening as viewers that have thought you know I'd like to maybe do a book not
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because I want to be wealthy but as a legacy piece or just as a way to express myself as an expert what is the million
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dollar book formula all about right right so million dollar book formula came out of our work in the in the
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nonfiction world because gopher dough has been extremely successful but we've written a few other fables which have done okay
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but they didn't anywhere near the success and we started analyzing why and
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we ended up coming up with this thirteen ingredient formula and we could see we said wow the books that have sold really
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well hit more of these thirteen ingredients and the ones that haven't done as well didn't and so we created
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this this book called the million dollar book formula for people who want to write a book and I we're we're believers
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that if you if you enjoy writing at all if you have a message that you want to share I mean everyone a good friend of
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ours on a recorder has a book called you must write a book people should write
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their book and this is our way of teaching people what we learned and really teaching there's kind of some
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funny stories in there because we've written we've wrote one book that was a I'm gonna get a disaster
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complete failure we take people through why why that is so so I believe Karen
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that we can monetize our failures we can teach people here's what you don't want
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to do and packaged in a book and now we're selling you this stuff because you know you can learn from our mistakes
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which is funny all by itself and I I think that you know they're they're up
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look in every industry out there there are the people that you don't want to get involved with because they're gonna sell you a load of bull and and they're
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gonna tell you that yes you can write a best-seller you're gonna get very very wealthy and you can retire and that that
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very few people does that happen for right right oh yeah it's but there are other reasons
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to write a book so what's my what might be some of those reasons for our listeners is to why they month might
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want to go and write a book sure I mean the the biggest reason is you know what is figuring out your why
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and your purpose and that actually that purpose is one of the ingredients of the formula it's really understanding you
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know what do I want from this book it could be that you want your book to be a door opening business card where if
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you're able to hand somebody a copy of your book and they flip through and say wow this is great I want to hire you as
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a coach or a consultant or you know whatever or I want to buy your product or service now because I understand more
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about it and and so you're really giving back and educating first that's a huge reason some people it's just like that
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almost a bucket list item you know they it would be cool I mean it's cool to write you know to write a book and if you can increase your
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chances of success then writing you know book but even if it's just a memoir even
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if it's just getting your story out I think for people to tap into their creativity I think my life we're fun
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right we're I think we're create we all have that creativity and need to I think
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bring that out more and and it's it's not the process is not hard to go and
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write a book I mean you have you have to you have to do it but the process is not hard with independent books you know
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book publishing you can do it and you can do it if you put your mind to it you
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can actually do it I mean it's something that you can do on your own or you can get the book a million dollar book
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formula and you can then go down the route of you know I'm not sure I know that I know what I'm supposed to do I
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still don't want to do it I need to reach out to you know Andrea and Richard
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and see what they can do to help us because I know that you can do that as well what other tips can you give to people
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that are maybe just getting into the sales world they they've never done it
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before they're convinced they can't do it I was one of those people I can't sew myself out of a paper bag I don't even
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know what I'm supposed to do what tips can you tell people just to get started yeah great question well I think one of
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the first things is to not make assumptions that's one of my one of my
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favorites and one of the books that I the many years ago probably right around
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the time that you and I kind of got connected Karen is a book called and you probably know this book called The Four
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Agreements oh one of my favorite such a good book and one of the four agreements is don't make assumptions and when I
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read that and we had talked about this in our training before for sure because
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assumptions are things that we do as salespeople to protect ourselves against the no right and I think in this book it
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really showed that we make assumptions as humans all the time to protect ourselves against whatever we perceived
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that could harm us and in from a sales standpoint it really is making assumptions that this person doesn't
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have a need for what I want they'll just be frustrated with me this will happen that will happen and so you
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create this world of assumptions that become so daunting and overwhelming that
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you pretty much decide right there is no one to sell to you know exactly exactly
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and it's like Nike says just do it just so it's very debilitating and so one of
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the things really is about breaking down those assumptions and and you know I
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said it earlier in the show but this idea of giving yourself permission to
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fail is saying because I don't know I don't know what I don't know instead of
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just assuming that this person is gonna say no or whatever excuse I've come up with I'm gonna let them give me the know
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and I like to say that every yes you've ever gotten required the courage to face
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that no and to get that no even if you got that yes right stay yeah in that
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moment you still had to gather that courage and so if you how how do you get
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that courage like where does that come from and I believe that that comes from giving yourself the permission to fail
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of saying is it this doesn't have to be perfect this doesn't have to go well and
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and I did a little survey with my private Facebook group I have a private
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go for a no coaching group and I asked everyone different a few different
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motions about fear I assumed from a gopher no standpoint I assumed that the biggest fear that
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people in our group had would be losing the sale and it wasn't it was the two biggest ones were fear of embarrassment
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and messing up in front of someone right and that and that kind of with that also
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fear of failure and I didn't let them choose multiple say it was kind of like you had to pick one and so wasn't so
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much fear of loss it was that fear of of just messing up in front people and we
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we have that and so that permission it sounds so simple it's not it's not
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simple it's not I remember when I first started to do live streaming and I tell
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people because that I was so bad I mean I I like I sucked at it I was terrible I
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would I would look at the camera I didn't know where what I supposed to be doing and I get off the camera and go oh my god I can't do this and I would
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practice I would do it again and again and again and now I mean I do this like in mice and my sleep and I think it's
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the same thing is is that if you in order to get past the fear practice
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because everybody's going through it absolutely and yeah you didn't get on
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jump on and just become a superstar overnight know what you're doing and all of that yeah it takes it definitely
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takes that courage and that willingness to just kind of be bad you know to be
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good you have to be willing to be bad first and you're gonna have that so the faster you embrace that and just move
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beyond that and I think I don't know how much time we have left but but to tie
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into that is really that kind of desire to be a perfectionist when it's right
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and right and that's me once again like
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I'm always I'm always thinking like no no I don't have that issue that I okay
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yeah so that that desire to be perfect and to have things be to go well and and
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I don't wanna have you don't want to go through that no but it makes us human when we fail to it makes us human I
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think at least in my case that people think that I must not fail I must not be
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failing because I'm successful oh my gosh guys I I have failed my way to
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success I love that expression I have failed my way to success because every time I failed I got back up and did it
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again and until the failures I still fail I still fail I mean I I still fail
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at a lot of things all the time but I'm still also getting some success at that as well right absolutely so for those of you who
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are wondering how you can follow Andrea on social media you can follow her on Instagram at IG Act go for know you can
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also follow her on Twitter her and Richard her husband she does have a husband and they co-wrote it and I don't
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mean to leave him out and that is also go for know you can also check out their site at go for know calm and sign up for
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their mailing list because they do this great dose of note evasion I love it
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everything has a no in there and it's great I mean it comes out I'm not sure how often it comes out but I when it
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comes out I'm always happy to see it and it's just really great resources so make sure you do that and then finally you
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want to go check out the Facebook group the Facebook page rather and that is go for know and you're gonna have a chance
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I know that Andrea will be making sure to go into the comments and respond to anything that's there you can reach out
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to her tell her that Karen sent you just so you know that she knows that you that you saw her on on the show and her any
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last-minute thoughts you like to share with our audience before I put you in the green room just encourage people but
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you know to to practice and to do what we talked to today you know it's a life philosophy well I want to thank you I
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know that you're busy you are speaking all over not just the country the world you are all over the place I thank you
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for taking time out of your busy day to be with us today I'm gonna drop you into the green room don't go away because I'm
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gonna bring you back up afterwards to chat thank you again bye Andrea is she amazing or what truly
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when I say that Andrea and Richard and their book go for no is the one is the
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book that literal we put me on the map for sales I when I started doing this back in 2010 in the
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sales world I was the first one to say I don't know how to sell and I read this book and I and it's short which is even
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better gets short it's concise it's done in a fable sort of way it has a little bit of a twist in it and it keeps your
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attention and you can go out literally and go for No and fail your way to success
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my super boomer moment for today has to do with giving yourself permission to
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fail I really loved that comment that Andrea said we do need to give ourselves
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permission to fail because everybody does it we're not alone and when we give
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ourselves permission to fail we have that success waiting for us on the other end and it can be very very powerful I'm
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so delighted that all of you decided to spend the show with us today we'd love
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for you to follow us on social media if you're so inclined you can follow us on
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twitter at super boomer life you can follow us on facebook at the super
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boomer lifestyle and finally on instagram you can follow us as well on instagram at the super boomer lifestyle
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we've been talking with andrea wells today on how no can get you to yes I
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hope you go out and do that most some comments in there and how you went out and went for the yes you failed your way
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to success thank you for spending time with us today we know that you have a choice as to how to spend your time and
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we are forever ever grateful that you chose to spend it with us today go out and give someone an awesome day and
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we'll see you next week on the next episode of the super boomer lifestyle show goodbye everyone
#Books & Literature