Tom Jackobs 0:00
Now when you get to the pitch, they're already pre programmed to kind of do things that you're asking. So go ahead and grab out that pen of yours. Okay, got my pen. Okay, write down your name, your phone number, your email address. Now go ahead and tick that box. It says, I want more information. Right now reach into your back pocket, grab out your credit card, and take those 16 numbers, and then just just not quite like that.
Sarah Fejfar 0:27
Right.
Tom Jackobs 0:28
But you get the idea that it just becomes this thing where it's Simon says, I say this, you do this, it's pretty easy to program an audience. If you do it from the very beginning and do it in a non annoying way.
Sarah Fejfar 0:42
How are entrepreneurs like us daring bravely to bevel the stage? Ditch the sweat pants and step up to the mic? How do we create our own transformative events? So we can get our message out into the world in a bigger way. It's not only profitable, but it's actually something we can be proud of. That's the question and the answers are inside this podcast. My name is Sarah Fejfar. Welcome to greenroom Central. Today I brought into greenroom central studios, Tom Jacobs, also known as the impact pilot, he helps business owners drive more sales from stage by helping them find their impact story. Because everyone loves a good story and an impactful one can move the listener to take action. And by Tom, welcome to Green Room, central studios. I'm so thrilled to have you here. Say hello to linchpin nation.
Tom Jackobs 1:34
Hey, everybody. Glad to be here. Thanks for having me, Sara.
Sarah Fejfar 1:38
Tom, tell me what your superpower is, as it relates to events.
Tom Jackobs 1:43
Yeah, so I realized, I don't know how many years ago, when I first started doing events and started really doing events and selling from events that my superpower is selling, without feeling like it's selling at at an event. So you know how to kind of move from the presentation and where you're giving all the great information into the sales pitch, use or completely get me off my game. But you know, once I've learned the process, and and practiced quite a bit, being able to easily move into the pitch area. So it doesn't even feel like a pitch to myself, and certainly doesn't feel like that for the audience as well. So I'd say that's my little superpower.
Sarah Fejfar 2:40
Tell me more a little bit about that. Because I think that is the place where every one can notice, like almost a physical change in people when they shift from this, this content time to this is the sale times. And so explain a little bit more about the nuances of what's happening there.
Tom Jackobs 3:02
What happens to most people is exactly what you described, okay, I go from content. Now I'm going into sales. And when you approach it that way, then the person, the salesperson or the speaker, is approaching it that way. And the way that you feel is oftentimes is portrayed onto the audience as well. So they feel the same thing and feel that emotion. Because a lot of times, you know, we'll get a little tense, like this is the important part. And, you know, a really funny story. I was in London, and I love going to different events just to see how the speakers do things. And a friend and I went to go see The Wolf of Wall Street, Jordan Belfort do his three hour talk on power of persuasion, I think was what he was selling as basically a three hour sales pitch. And he did, he did pretty well up until the pitch time. And, and I don't think he'd ever, maybe never been in England before. The audience is a little bit different than the US in terms of how you're able to pitch. But people started to get up and leave in droves. Like, as he was starting to pitch. He was like, wait, wait, the best is yet to come. Like, why is everybody leaving? I was like, Ah, that was just a really bad crash and burn. I think he'd still made some money off of it. But it was just it was awkward to see. You know, just that from a really good professional right? To see just that shift. And you could tell he was flustered when he went into the pitch. And the audience felt that and they just took off because they knew what was coming. They're like I'm not interested.
Sarah Fejfar 4:47
And that's so true that you've like the audience feels, what you're feeling like they they rise or fall to the level of energy that you're bringing to the room and if you're bringing this frenetic Stress. Oh my gosh, it's so nervous to do what I'm gonna do next. Energy impacts the sale.
Tom Jackobs 5:09
Yeah, yeah, absolutely. And so rather, what I like to do now is make the pitch a continuation of the content. So a little bridge that I do now is, you know, I always ask for permission, right? So I will say, Hey, would it be okay? If I go a little bit deeper into how you can start to implement these ideas that I just shared with you at a deeper level? And so people are thinking, Well, yeah, of course, show me how I'm going to do that. And so then, that enables me to go nicely into the pitch. But I treat the pitch, like another learning section of the presentation or more content, where I'm teaching them what they're going to get while they're going through my program. And then I just do the stack sometimes, or just talk about what the program is in what their next step should be. Give me your email address, sign up for the program, see me the back of the room, scan this QR code, whatever the call to action is, but then it becomes just a part of the content itself, rather than the pitch.
Sarah Fejfar 6:23
Okay, I absolutely love everything you just said, I am a recap or so I'm hearing that first, you're asking them to for permission. And that permission almost is giving you some peace of mind that they actually want what I'm going to do next. So that they're asking me to keep going. And so perhaps that helps alleviate a little bit of nerves. Is that right? Right. Yep. So then I'm also hearing then that you're treating that whole pitch segment as teaching. And that's a mindset shift. And it feels epic to me, a kind of like I was watching this video. This week, Mel Robbins was interviewing. I wish I knew her name. Yes, she was interviewing someone. And they were talking about laundry, and how laundry is a cycle. It's not anything that's ever done. So because there's not there's clothes that we're wearing that are dirty, and there's clothes. So true. There's there's three times a week.
Sarah Fejfar 7:38
There's clothes that are in the hamper, there's clothes that are in the laundry, there's, there's just it's never it's impossible for it to be done. And so we can't think of that as our goal. Because it's a cycle that we're moving at a pace that works for us. And, and that that feel felt like a monumental shift for her to say that her guests say that. And I feel like what you just said is the same. It's like this complete mindset shift that the whole time we're teaching this part where we're making the offer, we just happen to be teaching about what they're going to get and what's going to be required of them and what the outcomes are going to be when they do the thing and what to do next. Right.
Tom Jackobs 8:32
Yep, absolutely. You're teaching them how to buy from you is another way of thinking about
Sarah Fejfar 8:37
teaching them how to buy from you and teaching them how to consume and take action on the thing that you're selling.
Tom Jackobs 8:50
Yeah, absolutely.
Sarah Fejfar 8:51
I think that's, it's a mindset, mindset shift. That might help take all the butterflies that are in everyone's stomach and just go like, put them to the side.
Tom Jackobs 9:02
Yeah, yeah. Yeah, yeah. Because at that point, if those butterflies are intensive, because you're under enough stress when you're in front of an audience as it is, and then to add this other stress of all my gosh, now I have to pitch and I have to make this worthwhile. There's just so much pressure to make a sale. And then crickets. That's not going to because you're too tense. That intensifies the audience then they're like, but what why is he holding back like, what's going on up there? Oh, this is an awkward moment. He's probably trying to sell me something.
Sarah Fejfar 9:43
Oh, yeah, I've been in. I think, I think I'm blessed because the the first room I was ever in where there was a pitch was one of Brendon Burchard rooms, and he happens. I think we've all A are a fan of him as a mentor. And it is magical. And it's, it doesn't feel awkward. It feels so natural. I think he's one of the best in the business. And it it feels like I'm always surprised like, oh, we were being sold an hour ago it started, started at the first.
Sarah Fejfar 10:30
Yeah, exactly, exactly. And I always, I always tell people that if you haven't seen it done well, is almost impossible for you to picture yourself. I'm a big visualizer yourself doing a pitch that is seamless and feels effortless and is hugely valuable to your guess.
Tom Jackobs 10:58
Yeah, yeah. Brendan is one of the best, you know, and his his friends as well. So like the bosons, the Roger loves the world. You know, even like Tony Robbins, you know, I love going to up W's. Just to watch the pitch. And UPW Unleash the Power Within is what a three day or four day event. And he's like doing two days of it. And it's a four day pitch fest. I mean, that, that leads up to buying the next day. And it's so elegant. The way that he does it the way that Brendan does it that you know, these really top level sellers do it. And by observing and modeling, now we can get better ourselves and see what they're doing and get better by doing by watching.
Sarah Fejfar 11:54
Yeah, I just finished my first read. I will definitely read it again. 100 million dollar leads by Alex from Ozy. Good, and it's phenomenal. And he calls out in there how important it is to watch and listen to commercials and to pitches into the marketing because it because he almost treats it like a fun game to identify what pieces are where and what they're using is like, whatever each of the pieces have a strong offer and where they're happening in the marketing. And so you're saying that you do that by when you go to events and you're a consumer of the pitches so that you can break down and understand what are they doing that's working and how can I how can I model that? And how can I teach that?
Tom Jackobs 12:54
Yeah, absolutely. I even went to Lakewood Church, which is a mega church in Houston. With Joel Olsteen. Yeah, it
Sarah Fejfar 13:04
was like, I feel like I've heard the name of the church and I couldn't figure it out. And then he said, Joel Yeah, I'm familiar with
Tom Jackobs 13:09
John. And he's, he's a great speaker, regardless of, you know, religious or foundations and things like that, but great speaker, and it's all built up for donations, you know, and whether you like that or not, it's irrelevant. But the fact of the quarry rock choreography of an event, it was in again, that event the church event was just brilliantly done, from the moment that you walk into the the congregation it's it's programmed, like everything that smoke is there, the music starts low is gradually increases, its high energy, and he comes out he's like, ah, you know, and then you just your readings and everything. It's just It's so elegant, in and leading up to the ask for donations. And those buckets were full. They went around to it was amazing to watch.
Sarah Fejfar 14:17
I've been following Sarah, Jake's Roberts on online and I think that's her name. She just took over as pastor of her father's church, and it's mega like their, her event coming up women of all I think it's called is going to be in a sports stadium. There's so many people there. And you just put an idea in my head. It's so important that we get out and see stuff and see how it's being modeled, or CO done well so that we can go model it ourselves and to not feel constrained by our niche or industry that and it's kind of like you think that there's only offers happening in what in this kind of space where people are selling digital products, or masterminds or retreats or whatever, and but it's actually happening in all over. Yeah. So smart. So, talk to us a little bit about specific tactics that you teach that help people like that. Okay, let's take a show of hands, who's ready to go learn more about how they could implement this in their lives? Like the asking permission piece? What are other things that you teach that have really moved the needle for? For your students? Yeah,
Tom Jackobs 15:54
well, number one is personal story. So how to craft your own personal story in a way that doesn't sound like it's just for you. But you are involving the audience in that personal story. So, you know, everybody immediately says, well, but I don't have any near death experiences or rags to riches stories to share. I was like, Well, don't think about the tragedies in your life, then think about some of the comedies as well in have a good combination of comedies and tragedies that move the audience to understand why you're passionate about what you're talking about today. And, you know, for for coaches, and for course creators and creatives. That is, I think, even more important, because now they understand kind of your passion behind why you created this course, or why you're coaching people in a certain way. So then they can go, yes, you're part of my tribe, this is what I want, I believe in you. And I believe in your product as well. So you know, they're able to kind of go on that journey with you, and see themselves in your story when you do the story properly. And I always like to kind of weave that story in and out of the presentation. So you do storytime, then you do teaching moments, and then story then teaching story teaching and then pitch. And then, you know, it just kind of just weaves people around in a nice kind of, I call it a roller coaster ride of emotions, to take them to where you want to take them at the end.
Sarah Fejfar 17:43
Yeah. So good. I definitely feel that when I'm in an audience. And, you know, it's like, like you said, like a Roger or a bow or, or Brennan where they're taking us on a journey. And I think back to I said earlier, it's so important that we know, as the event hosts that we're in charge of the room, it's our job to manage the energy in the room. And so you're you're saying that using story is one way to kind of either get them excited or get them serious about a specific point. So I love to keep a notepad open on my phone, that is a list of stories that I could potentially tell someday. What do you what do you tell people on? I guess the first step would be just collecting them recognizing that you you are full of stories.
Tom Jackobs 18:53
Yeah, that is that is absolutely correct. The first step is always taking an inventory of moments in life. And I don't quite tell them say story at that point. But moments in your life where you've learned something about yourself about what's possible about the world. And you know, you could go all the way back to, you know, your first memories, four years old, five years old, up until yesterday, and collect all of these stories. And most most of us it's just human nature, we always tend to err on the side of tragedy, because right those are what we typically remember. But don't forget the good good stories as well because that can be inspirational for people and motivational for people when told the proper way in the tragedy kind of gets people on your side and gets your get them rooting for you as you overcome the tragedy, right? And then the comedy is can be the same thing. But the very first thing that you need to do is have an inventory of stories. And then the second, and this is probably the most important after having a list of stories is finding out which story has the most emotional impact or charge to it. And what I mean by emotional charge is a technique that I take my students through, is, we go through each of the stories, and I asked them to put themselves in that time in that place in that story. And I'm observing them, but I'm also asking them to observe their own physiology, to see if there's a change in heart rate, I can see them shifting their seats a little bit getting a little nervous, or laughing or even, you know, a tear shed. But I'm looking for the those emotional reactions to the stories. And then we go through and we list out the top three that have the most emotional charge to them. And nine times out of 10. They're the three stories that they don't want to tell, oh, but that they have to, but they have to tell those stories. And and then we work we work through that work through the nerves. And those become the best stories I had, I had one one client. And she had, she had just such a heartbreaking story where she was a police officer. But she went in to the academy at 39 years old, left, left an advertising career, a really lucrative advertising career to go into policing. And she's 39 years old, never shot a gun before. And she was expected to have a certain proficiency, I hope for police officers anyway, a certain proficiency in terms of shooting, and she just wasn't getting that. And she was having to test and but basically, we worked around her story of where she was actually thinking about using that gun on herself. And, and when I first heard that, I was like, Oh my gosh, are you comfortable with this? And I was like, because if you are this is going to be an amazing, like showstopper. And that was the impact moment. So I had her start her talk at that point. And we always come up with an impact moment or impact statement, a sentence that grabs the audience's attention from the very beginning, so that they pay attention. So I never have somebody come out on stage and go Oh, thank you so much, Sarah, for introducing me. That was a very lovely introduction. I'm glad that I'm here. Oh, Hi, Joe. I see you over there. In that's up at like, yeah, stop the presentation. At that point, nobody's listening. So instead, she comes out on stage. And she, she just looks at the audience takes a breath and says, I was sitting in my blue BMW that seen better days, with my service, revolver sitting on my lap, thinking about ending at all that day. And I she videotaped this for me. So I could review. And I heard an audible gasp from the audience. Like, and I couldn't see the audience, but I could hear them. And I'm sure they are all like, put all their phones down. They were like, on the edge of their chairs leaning in wanting to know the rest of the story. And it like that is how you grab an audience's attention. And again, it doesn't have to be a tragedy. It doesn't have to be a near like, suicide attempt or anything like that. You can always grab people's attention in many different ways. And that's the way to start the presentation. And then it just it and then you just take them on a rollercoaster ride from there, because you have them in the palm of your hand at that point.
Sarah Fejfar 24:16
Oh, I love I love the permission you gave all of us not to have be writing down fully fleshed out stories or even things that we think are stories. You said just write down just start a log of moments of your life and that feels like a weight is lifted off my shoulders. That it seems like an easy way to get started and capturing moments in our life that could be worth retelling in an event situation as a way of managing the energy in the room and bringing people along on a journey through our, our whole presentation up through the offer. That's so good. It's and the more you talk about how you helped her, it is telling me that is really an area where we can benefit so much from a coach who knows exactly how to, like help us then triage our moments into what are the ones worth diving a little deeper into creating stories out of flushing out, and then how to put that into a talk. So good. Thanks. So if stories and bringing people on that emotional roller coaster that journey, if you will, are really nice tool to have in our, our, our tool bag. What else is maybe something even simpler that we can do? Like? Raise your hand? If you're interested, you know, asking from it for permission to keep going, What's something else? You you teach your students?
Tom Jackobs 26:14
Yeah, so like, that's, that's a really great example, the raise your hand. And whether you're doing a webinar, or a live event, having your audience do things with you, along the wave, starting from the very beginning, is is programming them to then take some type of action, right? So getting them to raise their hand. And I always whenever I'm getting audience participation, I always raise my hand too, because we're all mirrors, right? Hey, does this does this resonate with anybody out there? Have you been in a situation like this to just let me know, right, and, you know, it's like Pavlov's dog, they start to drool when the bell rings. And so while you're doing that, now, when you get to the pitch, they're already pre programmed to kind of do things that you're asking. So go ahead and grab out that pen of yours. Okay, got my pen. Okay, write down your name, your phone number, your email address. Now go ahead and tick that box, it says, I want more information. Right now, reach into your back pocket, grab out your credit card, and take those 16 numbers, and then just just not not quite like that, right. But you get the idea that it just becomes this thing where it's Simon says, I say this, you do this, it's pretty easy to program an audience if you do it from the very beginning and do it in a non annoying way.
Sarah Fejfar 27:47
But I also think that it's twofold that you're also training yourself to do that to make that ask of people, many, many times like it's one of those, it's a trial closes.
Tom Jackobs 28:03
Yep, trial close.
Sarah Fejfar 28:04
And it but it's helping you to because you've already a dozen times in the presentation, okay? Raise your hand, if, and now we're going to do it going into the pitch, raise your hand, if you feel like you want to know more about how you put whatever the asking the permission to go into the pitch so good.
Tom Jackobs 28:28
Yeah, then I do want to share one other nugget that every speaker needs to pay attention to. So it's, we can walk, and we can talk, but we don't do those at the same time. So what I what I what I mean by that is, in your presentation, like you don't want to be a tennis match, right is like pacing back and forth across the stage. That's like, everybody's gonna have to see your chiropractor after they're done. But rather, pick three areas on the stage that represent a teaching moment. And I was do center stage for teaching moments upstate center, and then another area for past and another area for for future. So when you're talking about the past, go to one area, when you're talking about the future, go to another area. And when you're teaching, go to the middle, teaching pitching, go to the middle, and then you use the natural pauses that are in your presentation to do the walk in. And so this does a couple things. One, it allows you to have the power of the pause and power of silence in your presentation. And it doesn't seem awkward because you're walking during the pause. And it could be a half a second, you know, two or three steps. But just that pause enables your audience to catch up and do the processing in their brain of what you've already gone through. And so the the natural times to move or, you know, when you're talking about a story, you're in storytime, when you're teaching, you go to teaching section. And when you're talking about the past, you go to the past part. So you have this triangle of where you going. And it's, you just kind of choreograph it and it looks visually, it looks a lot better than just like, randomly walking all over the stage. And
Sarah Fejfar 30:33
we've all been in. We've all been in rooms where someone has paced and made us dizzy. Yeah.
Tom Jackobs 30:40
Yeah. We've all done it too. Probably at some point feels
Sarah Fejfar 30:43
nerve racking. Yeah, yeah. What would you say? That's fabulous tip. I think everyone's got a visual now of what had now it's just about practicing. Yeah. What do you what do you tell people who really have a bodily reaction? Not a good one to Oh, my gosh, now I'm pitching? And how do you help them overcome that?
Tom Jackobs 31:18
Yeah, it's repetition. And that, primarily, you whether you're giving a just regular talk, those nerves come from not knowing the outcome. So if you're confident in the outcome that you're going to give so always the first time I do do a talk that I haven't done before, I am practicing it word for word in the mirror. In video, I'm reviewing that pride 10 to 15 more times than I would a normal talk. Because I want to be so fluid with that, that there's there's nothing tripping me up. So five people leave the room. I'm no worries, I know exactly what I'm gonna go on tonight. And especially working on that transition from your content to the pitching moment. So we work a lot on just repetition, repetition, repetition, so it just becomes second nature. And when it becomes second nature, you know that what? unconscious competence, then, then you're you're you're in the moment you're enjoying it, your audience is enjoying it, you're having fun, and things are just like rolling. And you're at ease. And when people see you at ease, and you're giving a great talk, then it's not nerve wracking at all,
Sarah Fejfar 32:47
I've been in the back of the room because I am an executive producer for bigger conferences where there's that needed bridge between technical production and in the business and just kind of make sure everything that's supposed to happen on stage happens. And I have noticed where some event hosts have decided to pull back and not do their full pitch. And my my gut feel is that they got nervous, they just decided to do the short mini Okay, well, if you want to know more, I do this coaching thing, I go to the back of the room. And I Oh, it's such a disservice to their guests, right? Who there's a portion of every audience who wants more and would like to be with you and would like to continue of course, but I am wondering if this if I'm also seeing someone that's not prepared. Someone that hasn't done this. This is like a lot of repetition of the entire talk, especially this very important pitch part. And they because they haven't done it so many times. It's very easy for them to be like ah, this feels like it might be a little hard to continue on for the next half hour. So I'm just gonna make it easier on myself and do the easy version which is you've all saw that in your pamphlet. Yeah, exactly. To do nothing. Yeah, and then their sales were a reflection of that. So you're saying the answer is rehearse. It's so much that your body wants to do nothing else other than keep going and do the thing.
Tom Jackobs 34:41
Yeah, exactly. You're still gonna get those nerves but because of your preparation it's they're gonna be greatly reduced in your audiences are going to feel that
Sarah Fejfar 34:52
either. Yeah, back to my obsession with Alex for Mosaic currently, I just watched his he's got like a 10 minute YouTube on Preparing for that book launch event that he just did in, in August. And he's one thing that struck me was like, I'll just I'll be nothing if not prepared. And I'm just I've rehearsed this, like every word is strategic, and every pause and the hour, hour and a half that he was on stage, She rehearsed over and over and over and over again. And it showed so good. was so good.
Tom Jackobs 35:31
So seamless, like I had my credit card out,
Sarah Fejfar 35:35
or whatever it is, you're selling, whatever, I'm ready. And then he was like, and it's free.
Tom Jackobs 35:45
Now then, I bought the book. So like,
Sarah Fejfar 35:48
I did, I don't he gave the book out for free. I'm like, No, I still actually would like to buy it.
Tom Jackobs 35:55
Isn't that incredible? I mean, the, the value. And this is a great lesson to like the value and the stories that he shared while doing that whole event, led up to people, I'm sure everybody had a price in their mind is like, Okay, if it is at this certain rate, I will buy whatever he's selling. And, you know, when it went down to zero, then they're like, Oh, this is crazy, this, but the whole idea was to sell the book, which now he created this huge amount of reciprocity, with the audience is like, Oh, you're giving all this? Well, of course, I'm gonna buy your book, you know,
Sarah Fejfar 36:36
the least I could do
Tom Jackobs 36:39
it, but I'm not gonna buy one, I'm gonna buy three so I can get the stupid half to
Sarah Fejfar 36:46
stupid habits that Alex wears. Like, we all want it. So smart. And yeah, that's brilliant thing of the goodwill. But I guess the whole his whole book is all about, we'll just do more. And, and that's what he did in this preparation. He just did more preparation than others do. And so we need to be willing, if we want that outcome, which is a profitable event that we need to be willing to do the work. And what you're telling us is, the work is rehearsing.
Tom Jackobs 37:26
Yeah, yep. Yeah, if you go to a Broadway play, or West End, play, any play, they've rehearsed. Months and months and months, these actors, you know, that is their job. They don't just roll up on opening night. And then the production happens. I doesn't have
Sarah Fejfar 37:45
I was in on vacation this summer, where there's an outdoor theater, and in the middle of the woods, this idyllic and I was my, my close friends with a kid of the actors. And so we went to one of the shows, and then we're having a playdate the next day, and I'm like, Oh, could you? Could you watch our kid while we do rehearsal, thinking to myself? Like, it's just the same show that you just did, and you've been doing it for weeks? And that was what was going through my head? Like, why would you why would you spending like, a several hours during the day doing the rehearsal, and you're just gonna You did it last night, you're gonna do it again, tonight. And an understudy was going to be filling in and one of the roles so they just wanted to do another full rehearsal, even though that understudy had done many, many, many rehearsals, but you know, and maybe been a few days or weeks, and so they're just going to do another one. And it just, it really was kind of mind blowing. I'm not in that space, but they're, they're doing that much practice. And I think we just underestimate that the people who are good are just good, because that's who they are. It's not the case. No, they practice they worked with a coach like you to fine tune the stories that they would tell at each moment and what where they would start the story and like, that stuff, I think, yeah, it's, it's, it's empowering as an entrepreneur to be like, oh, yeah, all I have to do is just like, do the work and like, hire a coach like you. But it's also like, painful because oh my gosh, another thing that I have to like, learn and get better at but it's possible and what you're telling us is just, we just have to learn and do the work. So if that's the case, and if someone is like okay, I'm loving what I do Thomas putting down today? How can they get a hold of you? And what do you what do you help people with?
Tom Jackobs 40:07
Yeah, so best way to get a hold of me would be on the website and actually have a free gift for your listeners as well. So they can go to Tom Jacobs J A CK Obeah obs.com. So to MJ AC K obs.com/storybook. And that is how to put together their personal story. And when they download that there'll be a training as well, where it's a live, or a video of me going through with a client rearranging her story to make it more dramatic. So they can download that, get the get the training as well. And that will get you on my list. I'll email you. And the other is just going to the website. And I have all my social media channels on there as well. So they can look at me there. But generally what I help people with and who I help are what I considered heart centered salespeople. So and what that means to me is people that are in an industry where they're helping people help themselves a Personal Development, Health and Wellness is really the biggest niche that I work on work in. And these are typically folks that are nurturers by nature, and introvert and many are introverted like myself, and just don't, don't want to sell because selling is icky. And just it's something that you do to somebody, well, sales is not a verb. So don't treat it as such. Maybe it is a verb, I don't know, anyway, it is not something that you do to somebody has something to help somebody do something more with their lives, you know, sales to me is you're a problem solver, somebody has a problem, you're there to solve it for them. If you can, if you can't, you refer them out to somebody else who can. But if you can help them, it's your duty and obligation to enroll them in your program. That's so typically help people with their presentation, turning that into a performance so that they can get more profits in their business. And that's the three P method.
Sarah Fejfar 42:23
So good. I am just a firm believer in getting good at what you teach people out because my life was changed by getting in the room and being moved to buy the thing. And I just can't under underline enough how powerful that was for me and how grateful I am for life. And if I gotten in the room or someone sucked at it, it wouldn't have changed my life. So for the better. And so I just think it's something that we all owe it to ourselves in our communities to get better at. I'm grateful you're there. All right. So thank you so much for joining me. I know it's late for you, because where are you? Where are we talking to each other from?
Tom Jackobs 43:23
I am in Taiwan, which is off the coast of
Sarah Fejfar 43:29
the globe from where I'm at in Portland. So thank you so much for joining me so late at night and I really enjoyed our conversation and I'm so glad the universe made our paths cross. I look forward to staying in touch. Thank you, Tom. Thank you, sir. Appreciate it. Thank you for listening to the greenroom central podcast if you love this episode, and please take a screenshot on your phone and post it to Instagram and be sure to tag at zero Fejfar and let me know why you liked it. And what you'd like to hear or who you'd like to hear from in the future that will help me know what to create for you. Also, if scaling events in your business sounds like something you want to tackle this year and you need a coach. Let's connect to see if one on one coaching is for you just go to greenroom central.com You and I can work together one on one throughout the course of the year and dive deep into the inner workings of your events business to receive mentorship, personalized feedback, and customized guidance to define your goals and achieve your next level of success. Just go to greenroom central.com Right now, to apply. I appreciate your commitment to leveling up and learning the mindset and strategy of live events. Keep going, keep learning if you want more head over to Greenham central.com For show notes and all the links from today's episode.
