videocam_off
This livestream is currently offline
Check back later when the stream goes live
Up next in 10
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
Show More Show Less 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
0:17
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
1:17
courage crafters and co author of the best-selling book go for know yes is the destination no is how you get there
1:23
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
1:36
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
2:01
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
2:08
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
2:38
describe a super bloomer well you're right I'm not technically a super boomer but I'm very familiar with
2:45
them because I am married to one and so I understand the nature of the super
2:51
boomer intimately but I think a super boomer someone who really taps into their gifts and their talents regardless
2:58
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
3:16
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
3:21
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
3:35
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
3:48
I think you know we've all been taught and trained to avoid failure avoid rejection we're biologically wired to
3:55
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
4:01
ourselves in society fearing that the no and that's why I think go for no has
4:08
been so powerful as we spend you know we spend all of our time trying to help
4:13
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
4:41
it changes everything that we do when we stop worrying about getting the nose it's our relationships it's how we
4:47
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
4:59
know it sounds bizarre yeah art so the premise of go for know is to
5:05
intentionally increase your failure rate and by that we mean and we use that we use kind of the word no and rejection
5:12
and failure interchangeably because when you get to know people that used to him okay I failed and it's all about
5:19
intentionally increasing your failure rate intentionally going out and hearing and no more often kind and the best
5:25
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
5:31
somebody you knew needed a life-saving operation or they they needed a
5:38
particular type of ingredient right to save their lives even if it was
5:43
something as simple as brown sugar well you'd knock on every door in your neighborhood John Brown showed you how
5:48
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
5:55
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
6:02
to hear those knows and embracing it embracing those failures and reframing them and I know it's tough because most
6:10
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
6:15
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
6:29
really mean no it just means not now I think for a lot a lot of times yes no
6:34
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
6:42
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
6:48
why marketing I think this is why people get shown ads over and over and over
6:53
again because marketers know okay we can't just go out with this drug and people are gonna love it we better show
6:59
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
7:05
interested in that they go yes yeah they think they say something like twelve touches or something like that it takes
7:11
that many times before somebody goes oh yeah I need that and like they didn't have that the other eleven times right
7:18
right and so and be and so because of that I think there's this the unfortunately the tendency those two
7:24
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
7:31
one no now I'm not saying you have to stop people and become a maniac and you
7:37
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
7:43
children have that natural tenacity right but certainly you've got to at
7:49
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
7:56
the end of it right in fact one of the things that you teach is that if you
8:01
figure out that if you if you're a salesperson and you know that you have five sales calls during the week and
8:08
your average of how many actual closes is let's say two then it only you
8:14
actually teach well if you if you approach five people and you get two yeses then what would happen if you did
8:20
ten people right it just goes up right it would get maybe four people so it's
8:25
it's almost incremental it's it the more use the more you go for those knows the
8:32
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
8:39
set goals right for Youth Azure or whatever and this is that counterintuitive of what if I and you
8:47
know it's funny because this it's not the same thing but it reminds of this idea of embracing failure is to
8:52
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
8:58
lift 10 times a weight what have you lifted the weight so much so many times that until you failed until you
9:05
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
9:11
it's called working to failure yes yes it's an actual technique international
9:16
technique right that you wear I'll continue till you actually fail which I forgot about that that's interesting
9:22
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
9:30
numbers game shall we say it's a numbers game yeah i love that and and and just so
9:37
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
9:43
not numbers but right so that's not what we're suggesting but it is kind of a
9:49
numbers game but that setting of goals is any of those knows is is the way to
9:55
do it and I think the more you do it the more comfortable you are with hearing
10:01
the no oh absolutely yeah this is and and what happens is because well-meaning
10:09
early in our lives you know parents and teachers and they might kind of get reined in and we kind of get trained not
10:16
to and I think women especially I know I I talked about this on stage all the time you know I was classic people
10:22
pleaser and I when Richard my husband finally remember when my husband kind of
10:31
taught go for know to me I thought well no I'm actually a really good sales person and great a customer service and
10:37
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
10:44
learn over the years not how to not to take it personally and how to then all
10:50
of those things that we do to avoid hearing though absolutely absolutely if
10:55
you're just tuning in we're talking with Andrea waltz the best-selling author of go for know and we're talking
11:02
about going going for know one of the interesting things about your book is that it's done in story form and I was
11:08
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
11:16
to literally read it in one sitting and and go oh my gosh I can actually do this
11:22
and and I have always given this book to my team so what made you do this as a
11:28
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
11:35
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
11:42
it just because we know that stories capture people emotionally and we also are lovers like our quote unquote hobby
11:51
when we first met was writing screenplays we actually had an agent in Hollywood at one point and I never sold
11:59
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
12:06
the lessons in there and have people care about the character and kind of see themselves in the character so that at
12:12
the end you decide I could be that guy I could go for know too that was our goal
12:17
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
12:23
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
12:29
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
12:35
back up here yes is the destination no is how you get there I know that you I'm
12:43
looking at my notes here so why do you do this what's your why why did why did
12:49
you decide to actually get into this well it kind of started from a practical
12:54
standpoint we launched our company and training company teaching retailers that
13:01
was where we first started and was Sam doing sales and customer service and management and then we eventually of
13:06
everything that we taught that go for no was the thing that people gravitated to the most so we said wow the the market
13:13
is telling go for know is the thing and then it kind of transitioned more to almost a
13:19
personal mission for me because I hate the idea that people have goals and
13:24
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
13:31
absolutely criminal or worse if you're gonna fail don't you know fail let's let the
13:37
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
13:44
people try that they give themselves permission to fail like we did when we were kids where we were always we're
13:51
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
13:56
didn't care and as adults we some we have to like play it safe and I just it just breaks my heart
14:01
uh yeah I understand that so what is the basic strategy of go for no I mean if
14:07
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
14:14
the strategy is intentionally increase your failure rates figure out where where you need to hear no more often
14:21
creep and no awareness figure out am i hearing no am i hearing any nose or my
14:26
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
14:32
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
14:39
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
14:45
practicing that in your daily life as much as you can but that know where it
14:50
starts with that know awareness starts with not shedded shutting yourself down and saying they're just gonna tell me no
14:56
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
15:01
perfectly a few minutes ago practice it that's what builds your courage right Joey says she's quoting you create a no
15:09
awareness love it totally love that and it is a practice I mean it really is a
15:15
practice because I think all of us and we were talking about this from from not
15:20
as children because the children we keep asking until we get the answer we want and I think that's part of your message
15:26
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
15:32
gonna get the know I know that this Burke book is not just for the retail sales person this book works really well
15:39
in network marketing arena it works really well in any sales arena because
15:44
again the basic concept is if you don't ask for the yes well first of all you'll
15:49
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
15:56
written other books mm-hmm and the you did a series a fiction
16:03
series of books that was back in 2015 I think you said we're called and why you
16:08
do that well we can't pull apart where you can't pull ourselves away from
16:14
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
16:20
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
16:27
do you know and and so while we were still speaking then we still are speaking and go through today we took
16:34
and read the really Richard he took the lead on this for three years we were a 10 book paranormal suspense series
16:41
called onyx web and it ties in three different timelines it's extremely I say
16:47
complex it's for the it's one of these things that would make a great show on Netflix because it takes different
16:54
timelines and fundamentally onyx web turn becomes a ghost through some
17:00
unfortunate circumstances and she she is very upset and very frustrated with
17:06
people who waste their lives so there's a lot of personal development messages within the series yeah and and it was
17:15
something for you to do this was slightly different than than the sales the sales book and it allowed you to get
17:21
back into your creativity you know the screenplays and things that you used to do you also had a new book that came out
17:27
a year ago called a million dollar book formula because after writing all these books you basically realized that there
17:33
was a there's a formula as to why certain books do well know why certain books tell
17:38
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
17:45
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
17:52
dollar book formula all about right right so million dollar book formula came out of our work in the in the
17:59
nonfiction world because gopher dough has been extremely successful but we've written a few other fables which have done okay
18:05
but they didn't anywhere near the success and we started analyzing why and
18:11
we ended up coming up with this thirteen ingredient formula and we could see we said wow the books that have sold really
18:17
well hit more of these thirteen ingredients and the ones that haven't done as well didn't and so we created
18:24
this this book called the million dollar book formula for people who want to write a book and I we're we're believers
18:30
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
18:36
ours on a recorder has a book called you must write a book people should write
18:45
their book and this is our way of teaching people what we learned and really teaching there's kind of some
18:52
funny stories in there because we've written we've wrote one book that was a I'm gonna get a disaster
18:57
complete failure we take people through why why that is so so I believe Karen
19:03
that we can monetize our failures we can teach people here's what you don't want
19:08
to do and packaged in a book and now we're selling you this stuff because you know you can learn from our mistakes
19:14
which is funny all by itself and I I think that you know they're they're up
19:21
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
19:29
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
19:35
very few people does that happen for right right oh yeah it's but there are other reasons
19:41
to write a book so what's my what might be some of those reasons for our listeners is to why they month might
19:47
want to go and write a book sure I mean the the biggest reason is you know what is figuring out your why
19:53
and your purpose and that actually that purpose is one of the ingredients of the formula it's really understanding you
19:59
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
20:05
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
20:11
a coach or a consultant or you know whatever or I want to buy your product or service now because I understand more
20:16
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
20:23
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
20:31
chances of success then writing you know book but even if it's just a memoir even
20:37
if it's just getting your story out I think for people to tap into their creativity I think my life we're fun
20:45
right we're I think we're create we all have that creativity and need to I think
20:50
bring that out more and and it's it's not the process is not hard to go and
20:56
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
21:03
book publishing you can do it and you can do it if you put your mind to it you
21:08
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
21:15
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
21:20
still don't want to do it I need to reach out to you know Andrea and Richard
21:26
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
21:33
that are maybe just getting into the sales world they they've never done it
21:40
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
21:46
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
21:55
the first things is to not make assumptions that's one of my one of my
22:00
favorites and one of the books that I the many years ago probably right around
22:07
the time that you and I kind of got connected Karen is a book called and you probably know this book called The Four
22:12
Agreements oh one of my favorite such a good book and one of the four agreements is don't make assumptions and when I
22:20
read that and we had talked about this in our training before for sure because
22:25
assumptions are things that we do as salespeople to protect ourselves against the no right and I think in this book it
22:33
really showed that we make assumptions as humans all the time to protect ourselves against whatever we perceived
22:40
that could harm us and in from a sales standpoint it really is making assumptions that this person doesn't
22:47
have a need for what I want they'll just be frustrated with me this will happen that will happen and so you
22:54
create this world of assumptions that become so daunting and overwhelming that
23:00
you pretty much decide right there is no one to sell to you know exactly exactly
23:06
and it's like Nike says just do it just so it's very debilitating and so one of
23:11
the things really is about breaking down those assumptions and and you know I
23:17
said it earlier in the show but this idea of giving yourself permission to
23:23
fail is saying because I don't know I don't know what I don't know instead of
23:28
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
23:34
and I like to say that every yes you've ever gotten required the courage to face
23:42
that no and to get that no even if you got that yes right stay yeah in that
23:49
moment you still had to gather that courage and so if you how how do you get
23:54
that courage like where does that come from and I believe that that comes from giving yourself the permission to fail
23:59
of saying is it this doesn't have to be perfect this doesn't have to go well and
24:04
and I did a little survey with my private Facebook group I have a private
24:10
go for a no coaching group and I asked everyone different a few different
24:16
motions about fear I assumed from a gopher no standpoint I assumed that the biggest fear that
24:22
people in our group had would be losing the sale and it wasn't it was the two biggest ones were fear of embarrassment
24:30
and messing up in front of someone right and that and that kind of with that also
24:36
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
24:43
much fear of loss it was that fear of of just messing up in front people and we
24:48
we have that and so that permission it sounds so simple it's not it's not
24:54
simple it's not I remember when I first started to do live streaming and I tell
25:00
people because that I was so bad I mean I I like I sucked at it I was terrible I
25:06
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
25:11
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
25:18
the same thing is is that if you in order to get past the fear practice
25:23
because everybody's going through it absolutely and yeah you didn't get on
25:29
jump on and just become a superstar overnight know what you're doing and all of that yeah it takes it definitely
25:37
takes that courage and that willingness to just kind of be bad you know to be
25:43
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
25:50
beyond that and I think I don't know how much time we have left but but to tie
25:55
into that is really that kind of desire to be a perfectionist when it's right
26:03
and right and that's me once again like
26:08
I'm always I'm always thinking like no no I don't have that issue that I okay
26:16
yeah so that that desire to be perfect and to have things be to go well and and
26:22
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
26:29
think at least in my case that people think that I must not fail I must not be
26:36
failing because I'm successful oh my gosh guys I I have failed my way to
26:41
success I love that expression I have failed my way to success because every time I failed I got back up and did it
26:47
again and until the failures I still fail I still fail I mean I I still fail
26:53
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
27:01
are wondering how you can follow Andrea on social media you can follow her on Instagram at IG Act go for know you can
27:09
also follow her on Twitter her and Richard her husband she does have a husband and they co-wrote it and I don't
27:15
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
27:24
their mailing list because they do this great dose of note evasion I love it
27:31
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
27:36
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
27:43
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
27:49
I know that Andrea will be making sure to go into the comments and respond to anything that's there you can reach out
27:55
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
28:03
last-minute thoughts you like to share with our audience before I put you in the green room just encourage people but
28:10
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
28:17
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
28:22
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
28:27
gonna bring you back up afterwards to chat thank you again bye Andrea is she amazing or what truly
28:35
when I say that Andrea and Richard and their book go for no is the one is the
28:40
book that literal we put me on the map for sales I when I started doing this back in 2010 in the
28:46
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
28:54
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
29:00
attention and you can go out literally and go for No and fail your way to success
29:06
my super boomer moment for today has to do with giving yourself permission to
29:12
fail I really loved that comment that Andrea said we do need to give ourselves
29:17
permission to fail because everybody does it we're not alone and when we give
29:22
ourselves permission to fail we have that success waiting for us on the other end and it can be very very powerful I'm
29:31
so delighted that all of you decided to spend the show with us today we'd love
29:37
for you to follow us on social media if you're so inclined you can follow us on
29:42
twitter at super boomer life you can follow us on facebook at the super
29:48
boomer lifestyle and finally on instagram you can follow us as well on instagram at the super boomer lifestyle
29:56
we've been talking with andrea wells today on how no can get you to yes I
30:02
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
30:08
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
30:14
we are forever ever grateful that you chose to spend it with us today go out and give someone an awesome day and
30:20
we'll see you next week on the next episode of the super boomer lifestyle show goodbye everyone
#Books & Literature