1 00:00:00,480 --> 00:00:02,670 Adam Outland: Hello, action Catalyst listeners. 2 00:00:02,850 --> 00:00:07,740 This is your host, Adam Outland, and today we are interviewing Dave Brown. 3 00:00:08,100 --> 00:00:15,630 Dave is a speaker, executive coach, founding partner of Southwestern Consulting and now Author. 4 00:00:15,780 --> 00:00:18,030 So happy to have you on the podcast. 5 00:00:18,210 --> 00:00:25,950 Uh, it has been years since you've been here, I think 2017 is when you were last on the action Catalyst. 6 00:00:26,160 --> 00:00:27,300 Life has changed. 7 00:00:27,720 --> 00:00:28,980 Dave Brown: It has quite a bit. 8 00:00:29,445 --> 00:00:34,635 Adam Outland: For all listeners, I have the pleasure of working with Dave at Southwestern Consulting. 9 00:00:34,635 --> 00:00:39,345 We have a wonderful standing relationship, so we're gonna have a a fun, fun conversation today. 10 00:00:39,675 --> 00:00:46,215 But while you've been on this podcast before and the focus of that episode was really based on your background life and how you got to where you are. 11 00:00:46,275 --> 00:00:55,845 This episode's gonna be a lot more about what you've done since and the publishing of your latest book, and that book is servant selling. 12 00:00:56,085 --> 00:00:57,315 That might be a good place to start, Dave. 13 00:00:57,320 --> 00:00:58,665 Like, why servant selling? 14 00:00:58,670 --> 00:00:59,745 Why write a book on it? 15 00:00:59,835 --> 00:01:00,495 How long have you been 16 00:01:00,500 --> 00:01:01,305 Dave Brown: thinking about this? 17 00:01:01,875 --> 00:01:02,565 Yeah, man. 18 00:01:02,685 --> 00:01:09,945 Uh, first the term came about, like we started the company a long time ago, this consulting thing, and it was one of our team meetings that we had. 19 00:01:09,950 --> 00:01:13,575 We did a team meeting every week on Friday, and I had a killer week. 20 00:01:13,725 --> 00:01:14,355 It was awesome. 21 00:01:14,505 --> 00:01:16,815 And I just said it in a team meeting. 22 00:01:16,815 --> 00:01:17,655 I was like, yeah. 23 00:01:17,660 --> 00:01:24,525 I was just kind of trying to be like a servant type of salesperson and it just became so much more, it's like. 24 00:01:25,270 --> 00:01:28,870 Ideology kind of methodology, philosophical. 25 00:01:29,140 --> 00:01:30,340 That's what I want it to be. 26 00:01:30,400 --> 00:01:37,600 I want it to be a different way of selling, to sell with, uh, your prospect's needs and their wants and desires first. 27 00:01:37,600 --> 00:01:41,500 And I think it captures just the servant selling idea. 28 00:01:41,560 --> 00:01:46,460 Just even those two words captures how Southwestern's been doing it for 160 whatever years it is. 29 00:01:47,165 --> 00:01:47,775 You've 30 00:01:47,780 --> 00:01:53,655 Adam Outland: been with the family of companies practically your whole working business life since 31 00:01:53,715 --> 00:01:54,735 Dave Brown: 18 years old. 32 00:01:54,735 --> 00:01:55,305 Is that right? 33 00:01:55,725 --> 00:01:56,415 Uh, 19. 34 00:01:56,475 --> 00:01:57,045 I was 19. 35 00:01:57,295 --> 00:01:57,915 Remember when I, right. 36 00:01:57,920 --> 00:02:00,165 Whenever I started, I, I did work with, you know, Chili's. 37 00:02:00,170 --> 00:02:02,475 Before that, I was the guy with 48 pieces of flair. 38 00:02:02,805 --> 00:02:03,375 Just be clear, 39 00:02:04,725 --> 00:02:05,775 , Adam Outland: that explains so much. 40 00:02:07,155 --> 00:02:07,335 That's 41 00:02:07,335 --> 00:02:07,605 Dave Brown: great. 42 00:02:07,905 --> 00:02:10,815 Adam Outland: So servant leadership, how did you evolve 43 00:02:10,815 --> 00:02:11,535 Dave Brown: that princip? 44 00:02:12,435 --> 00:02:13,665 I start the book with this, right? 45 00:02:13,665 --> 00:02:20,925 It's a story about a family that I met in 2003, and I didn't feel the best after that interaction. 46 00:02:21,165 --> 00:02:24,075 I remember leaving some things out, not being as. 47 00:02:24,885 --> 00:02:30,765 Forthright as I would've liked to be in the selling scenario, and I remember it leaving me a little empty. 48 00:02:30,765 --> 00:02:32,835 I actually, and, and nobody would know. 49 00:02:33,075 --> 00:02:33,645 Nobody would know. 50 00:02:33,650 --> 00:02:37,125 I didn't straight up lie to anybody or, but I just felt it. 51 00:02:37,305 --> 00:02:44,505 I felt that I should have just been a little more real about the product, about whatever, and I, I remember after that, I couldn't stop thinking about it. 52 00:02:44,780 --> 00:02:46,579 Adam and I just made a decision. 53 00:02:46,609 --> 00:02:50,390 I and I remember very clearly like going, I'm gonna do it the right way. 54 00:02:50,600 --> 00:02:54,799 I'm gonna sell the right way, not leaving anything out, not ever wanting to have this feeling again, right? 55 00:02:54,799 --> 00:03:02,299 This ickiness that I had just picked up and I remember going well, is that going to compromise me being really good at sales? 56 00:03:02,635 --> 00:03:06,835 because it's, you know, it's been said that in the, I don't like it at all. 57 00:03:06,835 --> 00:03:15,025 But you know, out there this connotation to salespeople is not the best and they're trying to look out for themselves and what they want versus what their prospects and the people they talk to want. 58 00:03:15,085 --> 00:03:16,915 And I'm not gonna do it that way. 59 00:03:16,975 --> 00:03:19,165 And then I was scared I was gonna not be a top producer. 60 00:03:19,165 --> 00:03:22,495 And it was kind of cool cuz it's like this feeling that no, do both. 61 00:03:22,705 --> 00:03:23,185 Do both. 62 00:03:23,395 --> 00:03:23,785 Mm-hmm. 63 00:03:23,875 --> 00:03:24,395 , Adam Outland: that's. 64 00:03:24,945 --> 00:03:34,785 And the model inside of the consulting company of presenting one-on-one coaching to offices, going on and bringing that concept of sales development on a one-on-one basis. 65 00:03:35,055 --> 00:03:37,785 I learned, uh, a lot of that, um, from you. 66 00:03:37,825 --> 00:03:39,105 Uhhuh tell the world. 67 00:03:39,285 --> 00:03:41,985 Yeah, I, I've learned everything I know from you, Dave here. 68 00:03:42,105 --> 00:03:49,745 It's, it's now recorded history, but what I, I remember is people have a negative connotation of sales. 69 00:03:50,429 --> 00:04:03,329 And when you go in to provide the idea of coaching on sales, uh, one of the things that, that we often have to overcome in people's own mind is this preconceived notion even that salespeople themselves have about themselves. 70 00:04:03,329 --> 00:04:06,089 Like they try to avoid being a salesperson. 71 00:04:07,110 --> 00:04:10,830 Dave Brown: I love picking up on some of those undercurrents, right? 72 00:04:10,830 --> 00:04:20,280 With people like speaking all over the place and talking about it and writing about it and, and just like you said, working with the people that I get to work with, leaders and all the coaches that we have. 73 00:04:20,370 --> 00:04:22,920 You can feel whenever people feel that way. 74 00:04:23,040 --> 00:04:29,430 And man, I think sales is the most prestigious, honorable profession on the planet. 75 00:04:29,730 --> 00:04:32,370 I mean, there's only two ways to make money in this world. 76 00:04:32,370 --> 00:04:34,500 You either sell something you own or you sell. 77 00:04:35,030 --> 00:04:35,450 That's it. 78 00:04:35,690 --> 00:04:38,240 You sell part of what you own or you actually are the one doing the selling. 79 00:04:38,390 --> 00:04:39,320 I, I think it's awesome. 80 00:04:39,320 --> 00:04:48,350 I mean, every image, man, woman, any organization through history that's done anything that is matters at all, was a massive sales pitch. 81 00:04:48,845 --> 00:04:56,090 . And if you don't believe it, just start looking around, like start reading about it and how they had to convince and move people to action and uncover doubts, right? 82 00:04:56,090 --> 00:04:57,110 Like work through. 83 00:04:57,295 --> 00:05:03,325 With dealing with doubts and fears and all this stuff that comes up in just normal, natural life. 84 00:05:03,325 --> 00:05:07,045 Like, think about where you naturally do this in your life with your family. 85 00:05:07,165 --> 00:05:08,635 Where are you selling with your daughter? 86 00:05:08,875 --> 00:05:16,375 You know, what conversations are you having with your friends where you're making them come to life, or you're actually having to work them through something that's they're struggling in their life. 87 00:05:16,465 --> 00:05:17,965 That is a sale right there. 88 00:05:17,965 --> 00:05:19,885 Like, why do we complicate this thing? 89 00:05:19,885 --> 00:05:20,155 I think we. 90 00:05:20,669 --> 00:05:21,870 You know, have so much to learn. 91 00:05:21,900 --> 00:05:23,460 You do this naturally. 92 00:05:23,580 --> 00:05:25,080 Sales is a natural thing. 93 00:05:25,080 --> 00:05:31,560 Stop fighting your beliefs on it because of what somebody said about it, or like, oh, it's a, it's a negative deal. 94 00:05:31,560 --> 00:05:33,180 It's not, it's a beautiful thing. 95 00:05:33,270 --> 00:05:34,320 And embrace it. 96 00:05:34,349 --> 00:05:34,890 Yeah, man. 97 00:05:34,895 --> 00:05:36,000 It's just, we all do it. 98 00:05:36,000 --> 00:05:43,590 Just, you just gotta love on yourself for doing it and be excited that you are doing it, because that's the only thing that's gonna help anybody change, including. 99 00:05:44,555 --> 00:05:45,255 I think, you know, 100 00:05:45,345 --> 00:06:01,125 Adam Outland: you can learn all of these strategies and techniques to how to sell more effectively, but if your mind is focused on what's in the transaction for me, the strategies end up falling short and you end up turning into the stereotype of what you have in your mind, right? 101 00:06:01,125 --> 00:06:02,295 Like that's the blockage. 102 00:06:02,505 --> 00:06:07,105 But if your mind is focused, What's in service to the client? 103 00:06:07,135 --> 00:06:11,665 Then you bring to life the strategies become a, a useful tool to help people get out of their own way. 104 00:06:11,905 --> 00:06:17,335 Selling gets its bad reputation because of the people who take the approach of what's in it for me. 105 00:06:17,695 --> 00:06:18,925 Dave Brown: Absolutely, man. 106 00:06:19,135 --> 00:06:19,765 You got it. 107 00:06:19,765 --> 00:06:23,215 It's, and you wanna see where people really come alive. 108 00:06:23,220 --> 00:06:24,685 Just ask 'em what they're passionate about. 109 00:06:24,685 --> 00:06:25,375 Ask them more. 110 00:06:25,735 --> 00:06:27,445 You know, were they, were, they made a stand? 111 00:06:28,145 --> 00:06:32,145 Something that they believed was right in this world, and then ask 'em to talk about it. 112 00:06:32,385 --> 00:06:33,675 Then you have them relate it. 113 00:06:33,675 --> 00:06:36,585 I go, okay, well that, you know, look what you just did right there, how you spoke about it. 114 00:06:36,585 --> 00:06:38,355 I, that is the true sale. 115 00:06:38,415 --> 00:06:45,225 Like, that's when you're doing it the right way and you're trying to pick up these one liners or this closing technique that's gonna, you know, come on. 116 00:06:45,284 --> 00:06:46,215 None of that craps. 117 00:06:46,219 --> 00:06:46,995 Can people do that? 118 00:06:46,995 --> 00:06:51,525 And yeah, people done it for a long dang time, and that's not what I want to be the, the disciple. 119 00:06:52,080 --> 00:06:52,410 Yeah. 120 00:06:52,590 --> 00:06:52,860 And 121 00:06:52,950 --> 00:07:00,480 Adam Outland: the one thing that I also wanted to talk about, if we zoom out from the book for a second from the, the content of the book, but I also just wanted to ask you about writing it. 122 00:07:00,810 --> 00:07:03,870 We had an author on, uh, Dean Kunz, who's totally different field of 123 00:07:03,870 --> 00:07:04,110 Dave Brown: writing. 124 00:07:04,110 --> 00:07:04,320 Right. 125 00:07:04,320 --> 00:07:06,870 He publishes way better than I am, like way better 126 00:07:07,560 --> 00:07:09,750 Um, and, but so I, I, I love 127 00:07:09,755 --> 00:07:14,580 Adam Outland: asking this question, which is the process of actually putting this together for you. 128 00:07:14,640 --> 00:07:19,170 Um, it's been in your mind, obviously, you gave an example of how long you've been thinking about this principle. 129 00:07:19,445 --> 00:07:23,075 What's been some of the challenges of getting this consolidated on paper? 130 00:07:23,075 --> 00:07:24,245 Like what's been the process that 131 00:07:24,245 --> 00:07:25,355 Dave Brown: you've had to go through? 132 00:07:26,055 --> 00:07:28,485 I mean a lot of, am I worthy? 133 00:07:28,724 --> 00:07:31,305 Am I the person I gonna put this person to tell a story? 134 00:07:31,305 --> 00:07:32,534 So a lot of that upfront. 135 00:07:32,685 --> 00:07:36,015 Uh, and then just the team, man, I mean, it takes a village, right? 136 00:07:36,015 --> 00:07:40,094 We hear that with kids, and when you start having kids, you really realize how true that is. 137 00:07:40,335 --> 00:07:41,745 And same thing with a book. 138 00:07:41,775 --> 00:07:42,615 I mean, it's like a kid. 139 00:07:42,620 --> 00:07:44,265 I, I needed the people to help. 140 00:07:44,325 --> 00:07:45,315 Get this stuff outta me. 141 00:07:45,315 --> 00:07:51,585 And I remember going to one of my content editors and I, I was like, dude, I put, put my heart into these stories and I'm like, dude, that this and that. 142 00:07:51,585 --> 00:07:53,205 It's stuff I've told from the stage for years. 143 00:07:53,625 --> 00:07:56,805 And then, you know, like a quick email back, that's not good enough. 144 00:07:56,865 --> 00:07:57,615 You need to do better. 145 00:07:58,784 --> 00:08:00,945 , that's like my signature story bra like that. 146 00:08:00,950 --> 00:08:01,905 Is that, what are you talking like? 147 00:08:02,265 --> 00:08:04,005 Like I'm down, like I don't even know where to go. 148 00:08:04,005 --> 00:08:04,875 I got nothing else. 149 00:08:05,085 --> 00:08:06,315 Just them pulling out. 150 00:08:06,960 --> 00:08:08,280 The, the best that's in you. 151 00:08:08,460 --> 00:08:15,750 You know, one of my favorite quotes is exploiting your U uniqueness and service to others and like, what is your uniqueness, Dave? 152 00:08:15,750 --> 00:08:16,440 Like, what is it? 153 00:08:16,440 --> 00:08:22,170 Put your stuff on this and then, so yeah, just a team making you better and putting it on paper. 154 00:08:22,170 --> 00:08:24,810 And then it was so, it was a lot, man, but I really enjoyed it. 155 00:08:25,450 --> 00:08:27,630 Adam Outland: I mean, all of these things are things you're good at, 156 00:08:27,630 --> 00:08:30,570 Dave Brown: but you can say that again for the Yeah, I'll repeat that. 157 00:08:30,690 --> 00:08:33,480 Uh, you're good at , the chapter 158 00:08:33,480 --> 00:08:35,460 Adam Outland: three, the power of Persistence. 159 00:08:35,549 --> 00:08:49,110 But for listeners, I mean, if, if you just pull a little bit of some of the, the anecdotes from the book on persistence, like what are a couple of things that you would share with people that are in the sales game right now about the mindset around persistence and how to deal with. 160 00:08:49,770 --> 00:08:58,800 Dave Brown: Yeah, it, it's persistence is a unique characteristic character trait in humans because you don't get a chance to truly work on it unless you're being rejected. 161 00:08:59,190 --> 00:09:02,430 So you need to, there's no way you can just go, Ima go get. 162 00:09:02,785 --> 00:09:03,985 Better persistence today. 163 00:09:03,985 --> 00:09:06,705 It's like, no, go fail . And that's whenever you're getting better at it. 164 00:09:06,705 --> 00:09:09,705 So it's not like you can go get a workout in on persistence. 165 00:09:10,245 --> 00:09:15,105 It was, uh, an understanding that if I got more nos than anybody else, I was gonna win. 166 00:09:15,435 --> 00:09:17,835 And I didn't have the best numbers at 'em. 167 00:09:17,895 --> 00:09:25,425 I mean, I didn't, I wasn't this closer that, that had this, you know, I closed 80% of the people I talked to and there's people that are out there that are way better than I am. 168 00:09:25,950 --> 00:09:26,775 with that kind of stuff. 169 00:09:26,955 --> 00:09:28,875 I didn't, I had about the same ratios as. 170 00:09:29,440 --> 00:09:43,090 Is any average person in any one of our business, like anything I've ever participated in, I just knew that I could go see more people and I just knew that I could make this principle of you see more, you sell more a reality and prove it. 171 00:09:43,300 --> 00:09:46,090 I mean, come on, you can't go work on this skillset, right? 172 00:09:46,095 --> 00:09:46,660 Overnight. 173 00:09:46,660 --> 00:09:50,050 But overnight you can go see two times the people that you saw y. 174 00:09:50,880 --> 00:09:51,720 We all can do that. 175 00:09:51,990 --> 00:09:52,410 I love that. 176 00:09:52,410 --> 00:09:55,170 We all have access to this and, um, there's a book back there. 177 00:09:55,170 --> 00:09:55,680 Can you see it? 178 00:09:55,920 --> 00:09:58,800 It's my, it's the number one sales book on the planet. 179 00:09:58,800 --> 00:10:05,790 It's something that anytime anybody asks for a book re recommendation, I say this is the best sales book ever for audio listeners 180 00:10:05,790 --> 00:10:06,090 Adam Outland: only. 181 00:10:06,095 --> 00:10:07,320 What's the title of that book? 182 00:10:07,320 --> 00:10:07,770 Right? 183 00:10:07,830 --> 00:10:11,220 Dave Brown: Green Eggs and Ham by Dr. 184 00:10:11,320 --> 00:10:11,840 Seuss. 185 00:10:11,980 --> 00:10:13,260 Why is this the best 186 00:10:13,260 --> 00:10:14,310 Adam Outland: sales book in 187 00:10:14,310 --> 00:10:14,370 Dave Brown: the. 188 00:10:15,625 --> 00:10:24,415 Man, he had this product that he was telling his prospect about and he knew the, he knew the prospect was actually gonna like it, like he was serving. 189 00:10:24,445 --> 00:10:25,195 He was helping him. 190 00:10:25,315 --> 00:10:26,605 So just, you just gotta try it. 191 00:10:26,665 --> 00:10:30,055 All you gotta do is try it and over and over again, he heard no, but he kept a great attitude. 192 00:10:30,060 --> 00:10:37,015 Now my favorite part about this book about Green eggs and ham, if you look at the pages, and I dissected this cause this is a book my mom probably read to me a thousand times. 193 00:10:37,315 --> 00:10:44,255 But when you look through, Even when he's getting told no, there's like this, this shouting like the, the lines, you know of Dr. 194 00:10:44,255 --> 00:10:47,105 Sue's writing, like shouting and he's got this little smile on his face. 195 00:10:47,255 --> 00:10:49,325 He's just like, yeah, you could tell we no all day long. 196 00:10:49,385 --> 00:10:50,195 It doesn't matter. 197 00:10:50,495 --> 00:10:50,795 Right? 198 00:10:50,795 --> 00:10:55,265 I'm gonna stick with you cuz I think this will be best and once you try it, And what does it say at the end of the book? 199 00:10:55,355 --> 00:10:55,715 Thank you. 200 00:10:55,715 --> 00:10:56,585 Thank you, Sam. 201 00:10:56,585 --> 00:10:57,425 I am right. 202 00:10:57,845 --> 00:10:59,435 I do so like green eggs in him. 203 00:11:00,695 --> 00:11:01,235 . I love it. 204 00:11:01,355 --> 00:11:03,575 Um, there's a couple of people I know 205 00:11:03,935 --> 00:11:15,875 Adam Outland: that you share a little bit of a, a behavior quality with that behavior quality of uh, a little bit of like fearlessness on doing new things because you know, from a lot of experience that any new thing can be. 206 00:11:16,694 --> 00:11:17,594 Through enough failure. 207 00:11:17,594 --> 00:11:18,824 And failure doesn't mean bad. 208 00:11:19,275 --> 00:11:25,814 And, uh, you know, in college, uh, one of your, your claims to fame was, uh, not playing one, not two, but 12 sports. 209 00:11:25,819 --> 00:11:27,974 Dave Brown: Now, how many, how many did you actually play? 210 00:11:28,305 --> 00:11:29,115 Four sports. 211 00:11:29,204 --> 00:11:30,555 Yeah, so four sports, 212 00:11:30,615 --> 00:11:33,525 Adam Outland: that's, I mean, it's abnormal on a lot of levels to do that. 213 00:11:33,525 --> 00:11:35,714 One from a time commitment level in school. 214 00:11:35,834 --> 00:11:40,665 Uh, but another, because generally, um, people don't transition their ability from one sport to another. 215 00:11:41,025 --> 00:11:41,655 What gave 216 00:11:41,655 --> 00:11:42,525 Dave Brown: you the ability. 217 00:11:43,080 --> 00:11:48,450 It's just not quitting, like never quitting on a play, never quitting on your teammate. 218 00:11:49,315 --> 00:11:49,470 , right. 219 00:11:49,680 --> 00:11:50,340 Not quitting. 220 00:11:50,910 --> 00:11:52,500 Whenever times get tough cuz they do. 221 00:11:52,740 --> 00:11:54,630 And never stopping believing. 222 00:11:55,100 --> 00:12:00,690 I, I, uh, volleyball was one of the sports that I played in college and I know you like to bring it up in a, oh, is it a real sport kind of way. 223 00:12:00,930 --> 00:12:02,310 I'm gonna do the Oh, it's a real sport. 224 00:12:02,350 --> 00:12:02,950 It's real. 225 00:12:04,050 --> 00:12:04,320 I know. 226 00:12:04,325 --> 00:12:16,950 It's, but my senior year right of high school, I, I, I, that was just volleyball just broke out bec It was something that I was probably the best suited for, just athletically and everything else as I was figuring that out and. 227 00:12:17,370 --> 00:12:20,460 My freshman year of college, it was, we were not. 228 00:12:20,955 --> 00:12:26,475 Where we needed to be, even 60% through the season like we were actually, we had a massive losing record. 229 00:12:26,925 --> 00:12:31,425 And it was just something coach just poured into us about just not quitting, not giving up. 230 00:12:31,425 --> 00:12:33,105 And we were national champions, we're national champions. 231 00:12:33,105 --> 00:12:37,695 We kept saying that stuff to each other and it was kind of cool that we ended up winning. 232 00:12:37,695 --> 00:12:39,795 We went on a ridiculous winning streak. 233 00:12:39,825 --> 00:12:43,635 We couldn't stop winning and we've just came together and peaked at the right time. 234 00:12:43,635 --> 00:12:46,815 And we've all seen that in sports and that's something that I love. 235 00:12:46,875 --> 00:12:48,015 I love the underdog. 236 00:12:48,285 --> 00:12:48,975 Uh, I used. 237 00:12:49,545 --> 00:12:55,365 In order for me to get better, like whenever there's a pickup basketball game or like just a little three, three on three soccer thing or whatever. 238 00:12:55,365 --> 00:13:03,795 When I was growing up, I used to wanna take the players that were smaller than everyone else and that nobody thought that could win because that was one. 239 00:13:03,825 --> 00:13:05,985 You're helping them get a taste of winning. 240 00:13:06,320 --> 00:13:08,390 And two, it makes you better. 241 00:13:08,690 --> 00:13:10,580 Like you have to stretch yourself. 242 00:13:10,580 --> 00:13:12,740 So, man, it shows up right there too. 243 00:13:12,800 --> 00:13:14,840 Like just don't quit and believe. 244 00:13:14,840 --> 00:13:16,490 Just don't stop believing. 245 00:13:16,580 --> 00:13:17,000 Right? 246 00:13:17,060 --> 00:13:17,270 Right. 247 00:13:17,270 --> 00:13:19,100 Bec can sing the song. 248 00:13:19,130 --> 00:13:19,760 Sing the song. 249 00:13:19,790 --> 00:13:23,690 It's a true statement, and sports gives you a chance to practice it. 250 00:13:24,110 --> 00:13:25,550 I mean, how many times, what? 251 00:13:25,550 --> 00:13:26,720 What are the stories we're talking about? 252 00:13:26,720 --> 00:13:29,510 We're not talking about the team that was ahead by 20, that won by 10. 253 00:13:29,720 --> 00:13:31,190 We're talking about the team that was. 254 00:13:31,525 --> 00:13:33,895 Down by 20 that ended up winning by two. 255 00:13:34,105 --> 00:13:36,505 That's the stuff people are circulating all the dang time. 256 00:13:36,954 --> 00:13:37,584 And I love that. 257 00:13:37,795 --> 00:13:41,214 You know, sales is, sales is just that, just don't give up on it. 258 00:13:41,220 --> 00:13:43,525 Don't, don't stop going to the next dang door. 259 00:13:43,525 --> 00:13:45,595 Don't you know, don't pick up the second. 260 00:13:45,595 --> 00:13:46,944 You don't pick up the phone. 261 00:13:47,390 --> 00:13:48,530 That's when you've lost, 262 00:13:48,859 --> 00:13:50,030 Adam Outland: there's just such a correlation. 263 00:13:50,099 --> 00:13:54,770 I, I mean, in sports and, and sales because there is the perception of winning and losing things, right? 264 00:13:54,770 --> 00:13:55,790 There's a competition. 265 00:13:55,790 --> 00:14:04,400 There's having to learn how to deal with failure and what it means about you and being about something other than just you when you're part of a team. 266 00:14:04,430 --> 00:14:07,729 And so that all kind of comes back to the servant principle, um, which I really love. 267 00:14:07,939 --> 00:14:15,350 And one last principle that that reminded me of is an acronym that you've become famous for, which is, Wood fly, 268 00:14:15,950 --> 00:14:16,700 Dave Brown: Woodly wood fly. 269 00:14:16,790 --> 00:14:17,510 How do you 270 00:14:17,515 --> 00:14:20,120 Adam Outland: spell it and what does it stand for? 271 00:14:20,480 --> 00:14:30,560 Dave Brown: W I D F L I, Woodly is, it is simply put, uh, when you don't feel like it, when you don't feel like it. 272 00:14:30,800 --> 00:14:33,350 None of us feel like, uh, working out. 273 00:14:33,710 --> 00:14:37,910 I don't feel like, you know, making things right, that, that I wronged. 274 00:14:37,940 --> 00:14:39,860 I, I don't feel like knocking on the next door. 275 00:14:39,860 --> 00:14:40,670 I don't feel like. 276 00:14:41,444 --> 00:14:43,905 Doing the stuff that I need to do in my marriage. 277 00:14:43,935 --> 00:14:47,685 So it's like, it's just this wood fly, it's just, it rolls off the tongue so perfectly. 278 00:14:47,685 --> 00:14:48,074 Wood fly. 279 00:14:48,435 --> 00:14:49,905 It's a great reminder. 280 00:14:50,235 --> 00:14:54,045 It, it's about doing the things you don't wanna do when you don't feel like it. 281 00:14:54,675 --> 00:14:59,175 And so that's something that, um, yeah man, I want it to be all around me every time I see it. 282 00:14:59,180 --> 00:15:01,725 It's like, remember, that's, that's what life is about. 283 00:15:01,725 --> 00:15:02,475 By doing things you don't wanna. 284 00:15:03,510 --> 00:15:03,990 Say it again. 285 00:15:04,410 --> 00:15:04,800 Say it again. 286 00:15:04,800 --> 00:15:05,490 It's so good. 287 00:15:05,670 --> 00:15:07,450 The other question 288 00:15:07,455 --> 00:15:13,800 Adam Outland: that I wanted to ask you is about the transformation that took place when you, um, had your first kiddo. 289 00:15:14,100 --> 00:15:17,910 How has being a dad transformed your perspective on being a servant? 290 00:15:18,720 --> 00:15:19,470 Dave Brown: Gosh, man. 291 00:15:19,920 --> 00:15:22,950 Um, that first transformation happens when you get married, right? 292 00:15:22,950 --> 00:15:26,670 I mean, you know that like, it's like it's, it's a, now it's somebody true. 293 00:15:26,700 --> 00:15:30,000 You get to actually practice this stuff, Dave, when it really matters, right? 294 00:15:30,180 --> 00:15:36,180 Like when you get married and then when you have a kid, it's, it's given up all your dignity sometimes and all the. 295 00:15:36,455 --> 00:15:54,515 All the selfishness that you have and, and it's like, it's, especially with the first one, I don't know if you noticed this, but you want to hold onto your routines and hold on to the way that you do things and your selfishness and you, you set up life so that you can, and then whenever you do it trying to live the way that you were before it, it's not as good. 296 00:15:54,520 --> 00:15:54,845 Mm-hmm. 297 00:15:54,930 --> 00:15:55,715 , it's not as good. 298 00:15:56,045 --> 00:16:05,245 I, uh, you know, we have three kids now, God, three kids, and th that's whenever I'm most fulfilled, whenever I'm actually thinking of their needs. 299 00:16:05,745 --> 00:16:09,315 In acting out, doing something about what I think they. 300 00:16:10,345 --> 00:16:14,715 whenever I don't, there's like this same, same incongruency that we were talking about earlier, right? 301 00:16:14,715 --> 00:16:15,765 In the, in the episode. 302 00:16:15,765 --> 00:16:20,595 It's like you are fulfilled, you are wanting more for them, and it gets addictive. 303 00:16:21,135 --> 00:16:22,995 Like same thing about doing sales the right way. 304 00:16:23,115 --> 00:16:34,455 Like whenever you're truly thinking about that other person and that's where you're targeting your questions and, um, wanting to, you know, un unlock this and figure this out so that you can solve this problem for them. 305 00:16:34,895 --> 00:16:38,075 It's, uh, it's a great place to practice is right at home. 306 00:16:38,195 --> 00:16:44,765 And the best place to practice it is when your kids get home from school is whenever you don't want. 307 00:16:44,795 --> 00:16:47,315 You wanna just play on your phone, you know you do, right? 308 00:16:47,405 --> 00:16:48,635 It's so much easier. 309 00:16:49,235 --> 00:16:52,235 and I just, but then it's like, no, lemme put this away. 310 00:16:52,625 --> 00:16:53,825 Let me focus on them. 311 00:16:53,885 --> 00:17:02,295 And they know, man, just like I think your prospect knows when you're truly a servant selling, they know when you're focused on them and they know when you. 312 00:17:02,714 --> 00:17:03,045 Yeah. 313 00:17:03,285 --> 00:17:05,115 If you're saying yes to one thing, you're saying no to the other. 314 00:17:05,175 --> 00:17:07,125 If you're saying no to something, you're saying yes to another. 315 00:17:07,454 --> 00:17:11,744 And it's like, if you're saying yes to that stuff, you're saying no to your kids. 316 00:17:12,045 --> 00:17:18,795 And it's such a good practice for being a servant salesperson is what you do inside your own, in your, your own house with your kiddos. 317 00:17:19,214 --> 00:17:25,095 I mean, Dawson, uh, he was having a tough morning on Monday, and my wife says this a lot to me. 318 00:17:25,484 --> 00:17:27,555 Connection over efficiency. 319 00:17:28,515 --> 00:17:31,215 Connection first, then efficiency, not the other way around. 320 00:17:31,455 --> 00:17:33,705 Like I'm trying to get him outta the house for, to get to school, right? 321 00:17:33,825 --> 00:17:35,145 Efficiency, efficiency, efficiency. 322 00:17:35,145 --> 00:17:42,705 Put your clothes on, brush your teeth, you know, drink this, take your vitamins where he just needed somebody to sit in how he was feeling with him. 323 00:17:43,270 --> 00:17:45,225 and I, I completely missed it. 324 00:17:45,585 --> 00:17:45,645 Mm. 325 00:17:45,705 --> 00:17:47,475 I didn't get a chance to connect with my son. 326 00:17:47,625 --> 00:17:50,415 That's what he needed, and it sucked. 327 00:17:50,505 --> 00:17:55,485 And then I apologized to him the night after an Emmy's, like just, it's con, it's the same thing I tell you, Dave. 328 00:17:55,485 --> 00:18:04,335 Connection over efficiency, which I am as insanely efficient human being, and that is my, that's probably my biggest motivation and it's interrupting that pattern and putting connection. 329 00:18:05,005 --> 00:18:05,445 That's 330 00:18:05,450 --> 00:18:05,925 Adam Outland: super good. 331 00:18:05,985 --> 00:18:06,645 That's great. 332 00:18:06,975 --> 00:18:09,435 A lot of people can relate to that, so that's really good. 333 00:18:10,485 --> 00:18:20,265 One of the other things is leadership, but I was curious if you could share, um, what servant selling has to do with servant leadership and how the two might be connected. 334 00:18:21,239 --> 00:18:29,909 Dave Brown: Whenever you're putting the needs of your prospects first as a servant salesperson, leadership, you're putting their goals, your people's dreams ahead of your own. 335 00:18:30,510 --> 00:18:34,379 And not that to say you can't achieve your dreams. 336 00:18:34,679 --> 00:18:38,459 Like it's, it's the fun Ziglar quote of helping enough people get what they want. 337 00:18:38,459 --> 00:18:39,870 You'll get what you want, kind of a thing. 338 00:18:40,320 --> 00:18:44,760 But with leadership, I think it's, um, it's getting to know. 339 00:18:45,515 --> 00:18:46,520 what they really want. 340 00:18:46,760 --> 00:18:47,510 I love that. 341 00:18:47,660 --> 00:18:52,730 I had a leader a long time ago that drove me by my elementary school. 342 00:18:52,730 --> 00:19:04,010 He was trying to recruit me and he flew to my hometown and drove me by my elementary school and said, what are the three things that come to your mind whenever you are here sitting in this parking lot, like my elementary school? 343 00:19:04,015 --> 00:19:05,180 And I thought that was amazing. 344 00:19:05,600 --> 00:19:07,070 I thought it was, it was brilliant. 345 00:19:07,460 --> 00:19:11,810 And it wasn't about him getting me to work for him or, or getting me to perform for him. 346 00:19:12,200 --> 00:19:12,530 It was. 347 00:19:13,390 --> 00:19:19,720 Like really wanting to know what made me tick and like these, these anchors, these relationship anchors. 348 00:19:19,720 --> 00:19:27,520 And that's what I think servant leaders are so good at, is they have foundational stories and foundational experiences with every one of their people. 349 00:19:27,910 --> 00:19:28,540 I love that. 350 00:19:28,900 --> 00:19:29,080 Yeah. 351 00:19:29,080 --> 00:19:34,780 Servant leadership is having those relationship anchors and then trying to find more, like creating more experiences. 352 00:19:35,255 --> 00:19:47,045 Because you always have to call your people out on certain things, and you always have to, you're, you're not, most of the conversations, if they are conversations that are gonna transform people, they aren't the funnest, they're not the things that you wanna be talking about, right? 353 00:19:47,050 --> 00:19:47,825 It's like wood flag. 354 00:19:47,825 --> 00:19:49,145 God, I don't wanna talk about this one. 355 00:19:49,145 --> 00:19:50,045 I'm much rather just hang out. 356 00:19:50,225 --> 00:19:56,885 But that's, sometimes you need to do that and you gotta have these, I call 'em credibility deposits, especially in leadership with every one of your people. 357 00:19:57,505 --> 00:19:59,695 And one thing I've noticed that you do very 358 00:19:59,695 --> 00:20:03,925 Adam Outland: well with credibility deposits, even with people who are not actually on your team. 359 00:20:03,925 --> 00:20:07,855 And to me, this is almost a, a really great example of this where you. 360 00:20:08,534 --> 00:20:18,105 Spend time with intention with a lot of people that you don't work with yet, where you, you schedule a routine and it's to develop that relationship without thinking of necessarily a return. 361 00:20:18,105 --> 00:20:20,235 And it's a way to educate people about what we're about. 362 00:20:20,475 --> 00:20:24,375 And the byproduct may or may not be them coming to, to partner and work with 363 00:20:24,375 --> 00:20:25,064 Dave Brown: you, right? 364 00:20:25,335 --> 00:20:29,415 Yes, but I'm never gonna quit on 'em, even if it's 20 years down the road. 365 00:20:29,955 --> 00:20:30,044 Mm-hmm. 366 00:20:30,284 --> 00:20:31,544 . So eventually they will come. 367 00:20:32,155 --> 00:20:34,735 and if I gotta talk to 'em for 50 years, I will. 368 00:20:35,034 --> 00:20:38,675 And the key to all those conversations is just keep being valuable. 369 00:20:38,705 --> 00:20:39,314 Mm-hmm. 370 00:20:39,395 --> 00:20:40,354 just keep being valuable. 371 00:20:40,360 --> 00:20:44,635 And I'm not saying I'm sticking with 'em for 50 years or 20 years cuz I, I wanna work with 'em one day. 372 00:20:44,784 --> 00:20:45,235 Do I? 373 00:20:45,235 --> 00:20:45,955 Absolutely. 374 00:20:46,104 --> 00:20:47,485 I absolutely wanna work with 'em one day. 375 00:20:47,695 --> 00:20:54,324 But the other part of that is it's a great place to create relationships. 376 00:20:54,354 --> 00:20:58,284 I think so many adults, they don't know how to create relationships. 377 00:20:59,080 --> 00:21:07,889 they don't know how to, you know, they, they're hanging out with their, their best friend from third grade because they, their names were both bees and alphabetical order. 378 00:21:07,889 --> 00:21:16,139 So they end up sitting next to each other and because of this random that they're best friends, like, like you choose, you get to choose the people you wanna do life with. 379 00:21:16,199 --> 00:21:22,199 And whenever you have a true relationship with 'em, however long it takes, three months, three years, 30 years. 380 00:21:22,560 --> 00:21:24,629 Now we're building something beautiful. 381 00:21:24,720 --> 00:21:27,629 And you have true friends later on. 382 00:21:28,190 --> 00:21:30,080 That you look forward to doing life with. 383 00:21:30,080 --> 00:21:32,780 So, yeah, man, I mean, all the time. 384 00:21:32,990 --> 00:21:33,800 I, I love that. 385 00:21:33,800 --> 00:21:37,010 And I'll, I won't quit on anybody until they tell me blatantly. 386 00:21:37,070 --> 00:21:39,200 I've had some people say, Dave, I don't wanna talk to you again. 387 00:21:39,440 --> 00:21:42,080 And I just wanna keep showing it up and being invaluable. 388 00:21:42,080 --> 00:21:43,490 And if they say that, it's like, sweet. 389 00:21:43,730 --> 00:21:44,720 All right, this was fun. 390 00:21:45,139 --> 00:21:45,680 And that's it. 391 00:21:46,275 --> 00:21:46,815 Well, while 392 00:21:46,815 --> 00:22:00,405 Adam Outland: we've spent a lot of time here talking about mindset and perspective and persistence, the book is actually quite technical as well, where you've give a lot of context to what does servant selling look like in different parts of the sales cycle. 393 00:22:00,405 --> 00:22:02,445 How do you actually apply this in the field? 394 00:22:02,745 --> 00:22:06,725 So, you know, in in summary, is there one thing that you. 395 00:22:07,155 --> 00:22:20,535 If someone were to be relatively maybe new to sales or not necessarily new to sales, but not, uh, performing exactly where they wanna perform, what would be one technical thing that you might share as a, a good 396 00:22:20,535 --> 00:22:21,345 Dave Brown: starting point? 397 00:22:21,750 --> 00:22:22,020 Yeah. 398 00:22:22,020 --> 00:22:29,850 And again, there's, you know, 50, 60 techniques and ideas in the book to, to help, help you break out and be great. 399 00:22:29,855 --> 00:22:34,410 Whether you're great right now and you wanna be greater or just figuring this thing out and wanna, you know, be a top producer. 400 00:22:34,800 --> 00:22:38,790 But it, it's the one that I figured out whenever I was going door to door. 401 00:22:38,795 --> 00:22:41,590 That is you have to ask for the business. 402 00:22:41,595 --> 00:22:41,880 Mm-hmm. 403 00:22:42,120 --> 00:22:44,670 , even if you are so far off in your present. 404 00:22:45,740 --> 00:22:47,510 From them becoming a client. 405 00:22:47,750 --> 00:22:51,860 And you've heard me talk about it and I, I talk about, it's striking out, it's the strikeout principle, right? 406 00:22:51,860 --> 00:22:52,730 I didn't play baseball. 407 00:22:52,760 --> 00:22:54,950 It was one of the few sports I didn't play, but I get it. 408 00:22:55,340 --> 00:23:03,080 And whenever you swing at the ball, whenever somebody pitches it to you, and those, even that don't, don't play sports, you hopefully have enough knowledge of baseball. 409 00:23:03,085 --> 00:23:05,990 When you swing at it and you get a third strike, you gotta, you're out. 410 00:23:05,990 --> 00:23:06,320 Right? 411 00:23:06,320 --> 00:23:08,210 You don't get to you, you don't get to bat anymore. 412 00:23:08,600 --> 00:23:09,140 That's fine. 413 00:23:09,145 --> 00:23:09,620 You at least. 414 00:23:10,160 --> 00:23:13,190 You swung the bat, you gave yourself a chance to hit the ball. 415 00:23:13,460 --> 00:23:17,870 But whenever you strike out, look in, and the ball flies past and the umpire goes, you're out and you gotta walk back. 416 00:23:18,050 --> 00:23:20,420 That is what so many sales look like. 417 00:23:20,990 --> 00:23:23,840 So many sales presentations never have a close. 418 00:23:23,840 --> 00:23:24,530 They never have. 419 00:23:24,770 --> 00:23:25,820 Well, do you wanna get together? 420 00:23:25,970 --> 00:23:28,400 Do you want to, um, do, do you wanna do this? 421 00:23:28,490 --> 00:23:32,630 Even if like yeah, even as horrible of a close as sounds like this. 422 00:23:32,810 --> 00:23:33,470 Do you wanna. 423 00:23:34,215 --> 00:23:44,265 Still doing that in swinging the bat is 10 times better than walking away from that conversation going, man, yeah, she was an indu, or he was an indu, that family, this or that, or, you know what? 424 00:23:44,265 --> 00:23:45,765 I couldn't sign up that group. 425 00:23:45,765 --> 00:23:47,325 Or, oh, just ask. 426 00:23:47,355 --> 00:23:56,595 I mean, I've had some of the worst presentations ever in my life going down and not working, and I was like, well, so when do you want me to come out and work with your team? 427 00:23:56,625 --> 00:23:58,155 You wanna do it this week or next week? 428 00:23:58,155 --> 00:24:00,645 And , they're just blown away most of the time. 429 00:24:00,645 --> 00:24:01,695 It's like, no, you idiot. 430 00:24:01,940 --> 00:24:04,900 We're not doing this, but there have been times where it's. 431 00:24:05,670 --> 00:24:10,379 Yeah, can just teach my team just to do what you just did whenever I was not interested. 432 00:24:10,379 --> 00:24:11,159 You just still clothed. 433 00:24:11,159 --> 00:24:13,020 Just sure come out and do that. 434 00:24:13,320 --> 00:24:17,730 I learned that whenever I was knocking on doors, um, I'd run into people who didn't have kids. 435 00:24:17,730 --> 00:24:18,960 We sold kids products, right? 436 00:24:19,050 --> 00:24:22,139 Books and study guides and software and all this stuff, but. 437 00:24:22,415 --> 00:24:23,865 Everybody knows a kid. 438 00:24:24,125 --> 00:24:27,635 Everybody's got some kind of kids, nieces, nephews, somebody at the church, they know whatever. 439 00:24:27,875 --> 00:24:29,675 And I'd be like, well, who do you wanna buy 'em for? 440 00:24:29,824 --> 00:24:31,895 You know, you wanna get 'em for this group or that group? 441 00:24:31,895 --> 00:24:34,534 I mean, everybody's getting something to help some of the kids out in their life. 442 00:24:34,804 --> 00:24:35,855 Like, so what do you wanna do this? 443 00:24:35,855 --> 00:24:42,725 You wanna do that ? And most of the time they'd say no, but sometimes, and actually got to be pretty good at it. 444 00:24:42,725 --> 00:24:47,465 Selling this product to families without kids got to be really, really good at it by just asking every time. 445 00:24:47,524 --> 00:24:48,004 Every time. 446 00:24:48,754 --> 00:24:48,995 The 447 00:24:49,655 --> 00:24:50,794 Adam Outland: positive expectation. 448 00:24:51,225 --> 00:24:57,795 That you go into it with and, and also realizing it's not your job to say no for them. 449 00:24:57,855 --> 00:25:00,014 It's your job to, to give them the opportunity. 450 00:25:00,045 --> 00:25:00,285 Yeah. 451 00:25:00,290 --> 00:25:04,485 And to do that from a place of service and saying, Hey, I, I believe in what I'm doing and what we have, and 452 00:25:04,545 --> 00:25:05,385 Dave Brown: someone needs this. 453 00:25:05,625 --> 00:25:07,215 It's congruent with why you called them. 454 00:25:07,455 --> 00:25:11,895 If it is congruent with the conversation that you're having, if you don't, then what the heck are you doing there? 455 00:25:12,045 --> 00:25:12,945 Just blows me away. 456 00:25:13,514 --> 00:25:19,605 You walk away from that psychologically confirmed in what you're doing when you ask. 457 00:25:20,294 --> 00:25:24,794 And your prospect tells you no, which confirms them. 458 00:25:25,034 --> 00:25:29,534 It's honoring the person on the other side of the interaction by asking. 459 00:25:30,314 --> 00:25:30,794 Awesome. 460 00:25:31,274 --> 00:25:32,504 Lightning round love. 461 00:25:32,504 --> 00:25:33,014 Lightning round. 462 00:25:33,284 --> 00:25:34,574 What are some of the tools 463 00:25:34,574 --> 00:25:37,334 Adam Outland: that you would share with the audience that you, you are using 464 00:25:37,334 --> 00:25:37,584 Dave Brown: right now? 465 00:25:38,445 --> 00:25:40,425 One of my biggest tools is self-talk. 466 00:25:40,605 --> 00:25:45,795 The phrase I have all the time in the world is one of the best time management strategies on the planet. 467 00:25:46,095 --> 00:25:56,925 I really do have all the time in the world, every human does, and by saying that over and over again, people F one, their guard goes down, and two, you feel better about your life. 468 00:25:57,490 --> 00:26:00,070 You actually feel like you can get to everything and you have all the time in the world. 469 00:26:00,280 --> 00:26:02,140 So that's one of 'em. 470 00:26:02,230 --> 00:26:04,480 Big time is just the self-talk around that. 471 00:26:04,540 --> 00:26:08,350 I think it, I think it is truly a tool that is underutilized in this real world. 472 00:26:08,355 --> 00:26:11,500 People talk about how busy they are and how much time they don't have and what they need to get to. 473 00:26:11,500 --> 00:26:12,820 It's like, that's cute. 474 00:26:13,750 --> 00:26:13,910 Personal 475 00:26:13,915 --> 00:26:14,220 Adam Outland: health? 476 00:26:14,250 --> 00:26:14,700 Like what? 477 00:26:14,700 --> 00:26:20,640 What are just like one thing that you do like personal health that's somewhat unique to you, that you use to stay on top of your game? 478 00:26:21,870 --> 00:26:23,790 Dave Brown: I drink apple cider vinegar every day. 479 00:26:24,030 --> 00:26:24,720 It sucks. 480 00:26:24,720 --> 00:26:25,800 Who likes drinking vinegar? 481 00:26:26,070 --> 00:26:32,490 I hate it, but I do it because it's really freaking hard and it has been so good for my body over time. 482 00:26:32,565 --> 00:26:33,645 Like it's crazy. 483 00:26:33,675 --> 00:26:44,715 Even just the checkups and things that I've learned and more I learn about it so that, and then I do something physical every day, even if it's 10 pushups during a commercial, whenever the, you know, we're watching a game or something. 484 00:26:44,985 --> 00:26:46,935 So it's doing something every day. 485 00:26:46,935 --> 00:26:49,575 It's usually stretching or just got a peloton recently. 486 00:26:49,575 --> 00:26:54,345 It, it's, and that's really helps cuz it's something to do, but doing something physical every single. 487 00:26:54,960 --> 00:26:55,230 Got it. 488 00:26:55,290 --> 00:26:57,030 Adam Outland: What about the, uh, the not 489 00:26:57,030 --> 00:26:57,420 Dave Brown: eating? 490 00:26:57,750 --> 00:27:01,320 Oh, the fasting 10 years, starting January, 2020. 491 00:27:01,320 --> 00:27:06,300 I committed to do a fast for a hundred hours every first week of, every quarter for, uh, for 10 years. 492 00:27:06,540 --> 00:27:09,990 It's one of my biggest life statements is to do what's hard first week of every quarter. 493 00:27:10,140 --> 00:27:14,450 You go from, you know, Saturday night to Thursday morning and you don't eat anything. 494 00:27:14,935 --> 00:27:15,625 Adam Outland: It's kind of awesome. 495 00:27:15,865 --> 00:27:16,135 Yeah. 496 00:27:16,195 --> 00:27:19,885 I'm gonna take one step in that direction by just not eating pasta every day of the week. 497 00:27:20,004 --> 00:27:20,455 Dave Brown: Oh good. 498 00:27:20,455 --> 00:27:20,635 Yeah. 499 00:27:20,635 --> 00:27:23,215 We're staying avoiding Brussels sprouts for, uh, 40 days. 500 00:27:23,215 --> 00:27:23,754 Yeah, that's cute. 501 00:27:24,565 --> 00:27:25,225 Most 502 00:27:25,230 --> 00:27:28,495 Adam Outland: embarrassing moment in the last year or in the last 503 00:27:28,495 --> 00:27:28,764 Dave Brown: month. 504 00:27:29,760 --> 00:27:30,895 embarrassing moment. 505 00:27:31,345 --> 00:27:33,205 We're calling your wife right now. 506 00:27:33,534 --> 00:27:34,375 I mean, just recently. 507 00:27:34,875 --> 00:27:37,514 You know how I send those recap emails to leaders, Adam? 508 00:27:37,575 --> 00:27:37,754 Yeah. 509 00:27:37,754 --> 00:27:46,815 I sent the recap email to the person, , and so I put their leaders on it and I put the person who I was writing about and I was like, freaking idiot. 510 00:27:47,264 --> 00:27:47,445 Yeah. 511 00:27:47,795 --> 00:27:49,185 Uh, transparency. 512 00:27:49,905 --> 00:27:50,774 Why should everybody get a coach? 513 00:27:51,555 --> 00:27:59,625 You can't become the best version of yourself by yourself if you actually want to grow and be better doing it on your own. 514 00:27:59,630 --> 00:28:00,435 Never will it. 515 00:28:00,435 --> 00:28:03,075 It's everything you, you do it subconsciously. 516 00:28:03,405 --> 00:28:05,745 You ask for it with your friends, with your family. 517 00:28:06,045 --> 00:28:07,125 Everybody does it. 518 00:28:07,155 --> 00:28:11,055 Everybody searches for accountability cuz they know it works everyday time. 519 00:28:11,475 --> 00:28:15,615 So just pay attention to yourself and what your body actually needs so that you can be. 520 00:28:16,455 --> 00:28:23,715 And great and peaceful and fulfilled and less stressed, and fill in the blank with whatever you know solution you. 521 00:28:24,660 --> 00:28:25,110 Servant 522 00:28:25,110 --> 00:28:25,890 Adam Outland: selling. 523 00:28:25,980 --> 00:28:28,260 Thank you so much, Dave, for sharing a little bit about your book. 524 00:28:28,410 --> 00:28:35,790 If someone wants to find your book, they can just type in Dave Brown's servant selling and purchase 500 copies that way for both themselves and 525 00:28:35,790 --> 00:28:36,270 Dave Brown: their friends. 526 00:28:36,300 --> 00:28:36,540 Right. 527 00:28:36,540 --> 00:28:37,440 You say 5,000. 528 00:28:37,620 --> 00:28:38,160 5,000. 529 00:28:38,160 --> 00:28:38,640 There you go. 530 00:28:38,730 --> 00:28:40,410 Adam Outland: Very well said . Thanks again 531 00:28:40,415 --> 00:28:41,520 Dave Brown: for, for being on here, Dave. 532 00:28:41,790 --> 00:28:42,240 Absolutely. 533 00:28:42,240 --> 00:28:43,020 Adam, thanks for having me. 534 00:28:43,020 --> 00:28:46,620 And you can tell everybody those glasses actually aren't real, but you just have 'em to look smart. 535 00:28:46,650 --> 00:28:47,910 You can tell everybody that's right. 536 00:28:47,910 --> 00:28:47,970 Yeah. 537 00:28:47,970 --> 00:28:48,120 Well, 538 00:28:48,120 --> 00:28:49,890 Adam Outland: we all have to improve our confidence somehow. 539 00:28:50,160 --> 00:28:50,670 Dave Brown: Amen. 540 00:28:50,790 --> 00:28:51,690 Love you Adam. 541 00:28:51,990 --> 00:28:52,560 I love you too. 542 00:28:52,565 --> 00:28:52,990 See you.