Effective Communication and Building Relationships

00:03
I have a meeting really hot meeting today at 330 specializes in high end renovations based in East Melbourne, a team of four boys himself and his business partner catching up with what sort of renovations high end renovation luxury. So jobs between 50 grand up to 200 grand. That’s

Corie Dawson 00:20
a highly loaded standard high end. High end high end renovation to me is a million plus. I sustained a renovation. So what you’re hiding from college Awesome. Hi, anytime between two to 200 within East Melbourne. Yeah, it’s already widened. So

Hamish 00:42
just like a bathroom, or is it only by extension? extension that dition is it’s a big rent it is yeah, he took away high numbers. And those things so

Corie Dawson 00:51
did he say my introduce him? He said I? He said hi. I’m correct. Okay, if you said pining, then it’s fine. Whatever. Like, when you see where I’m going with it? Yeah. Don’t worry about what people say. Just worry about what they do. Yeah, you’re gonna have to speak out all the time. And you start getting annoyed when we say he’s always fucking saying, No, you don’t like it, but I’m not sure what people say and ensure they do. But just remember that. Yep. Okay, so here’s how I and then they say it’s 50 to 100 less on volume. Behind to me is, you know, we’re not touching that $2 million. Less like, Yeah, that’s fine to me. Right. But if you say fine, fine time, but just keep in mind. Yep. Because I think he’s right. What I’m saying this too is he says hi in. And what do you think automatically? The price point price? Yeah. Whatever the price, the price? What gives

Hamish 01:42
the campaign? The loading on packages? 1000? Or plus? Yeah, yeah. Socially.

Corie Dawson 01:51
So don’t fall into the trap of people talking trash. Right. So he says, Hi, I’m Greg hydride. And you can ask what do you mean? Hi. And if you don’t mind me asking, right? When you say $50? Or it might be obvious with the animals who told us what they what that is why. They say, you know, to do a multi story or something like that, like, you just have to be careful on like, how you define it that feeling? Because you really didn’t understand. Like, would you say we were hired marketing company?

Hamish 02:27
Price was not?

Alfie 02:28
Well, yeah, you’ve read you say like, I like for marketing, I think three four grand. That’s what my mind was straightaway.

Corie Dawson 02:34
Yeah, I don’t I think three four grand for only marketing. See is, is when I spend money. I spend a million dollars a month. Yeah. That’s fine to make, like, you know, behind me is a sponsor, like pros or sponsor comes from advertising on four stations on the radio. You know, he’s paying two 300,000 Like a month. That’s me that’s high end. In Canada is a low end. And there’s nothing in between. So immediate and just high end or just stand? Yeah. You’re saying? Yeah, so like, you’re you’ve got Lamborghini. Bentley? What sort of cars that I find cars. Yeah. Right. And then, you know, you got cars like Audi, Porsche, what we classify them as?

Alfie 03:32
I wouldn’t say I am I wouldn’t say mine would be lifestyle. Like a standard nice car. Size wise. Yeah.

Corie Dawson 03:41
So as a brand, am I Yeah. So BMW, but if I say like Ford one over 475 You get a nice Ford. I mean, yeah, right. But it’s not it’s a higher end needs to be evaluated besides to be behind rates. Tirta. But yes, really nice to hear is killing. Yeah. But you probably say the only as a brain. So just just clicked. Like, really, what I’m trying to get to here is right, he’s focusing on what people do, not what they say. So if you ask, like, you know, enroll with those overly abrasive about Ohio, try and get them to admit that they’re not quite like you Heinkel explain what that means. Right. So yeah, what’s a bathroom? What’s it what do you think that room bathroom costs to do? By the way?

04:34
30 To 50 grand is

Corie Dawson 04:36
a big variance there. I need to figure out like, you got to think about these things. If someone was to be quiet 30 to 50 Great. How do you feel about that? Yes. So what do you think eight like, let’s say your parents house rather. The kitchen. What do you think your child’s worth? 100

04:53
grand 150

Corie Dawson 04:57
Just one of Casey’s caves in is it

04:59
Since kitchen as long as possible

Hamish 05:01
yeah

Corie Dawson 05:04
I was happy about that much 100 It’s a lot of money and advertise the kitchen as I your parents did Jr probably 60

Hamish 05:13
Yeah

Corie Dawson 05:15
right it’s a nice kitchen. It’s a very nice kitchen. Right working on standard kitchen it’s like a standard like three visual quality 5k 40k

Corie Dawson 05:29
That’s about 3035 30 fingers right let’s say so you need to know your standards really nice finishes in their second kitchen you protect up to 50 If you’ve got a big kitchen because I can’t remember you’re depressed that’s what a long kitchen a lot of the kitchen yeah there’s a you know who knows what their finishes and to me what happened the moms got off you might get so pumped to North Idaho is a marble bench top Yeah, yeah. So marble is going to obviously add on as well. So these are all the things that you need to understand the guys you know high in is not necessarily focused on price because prices price like you can have a low in the kitchen it costs a fortune because the size of it right it’s about finishes and stuff. So anyway, continue on your height was so this is a conversation that you’d have with a client on trying to get you ready to understand and get behind them. So that’s the first thing in firefighting but you know wow, it’s very impressive. But you know, you should understand before you have a conversation like what does fine mean in the kitchen or means marble finishes? Like means you know black satin finished. Like no, I was booting coffee machines to the wall. Huge stainless steel ovens, you know, 1.2 meter wide with two, you know, two sections, like you know, like the Japanese teppanyaki target. You know, like who knows what’s you do get wrong go over that you need to just understand before you have the conversation. So before you speak to the guy you should really say the good thing is right, this is a good thing right? You’re paying to be in this crew for a long time right? So you need to be a master of all trades. This is what I learned when I was doing take flexion and stuff like that you got to apply that you should have a dance talk the language are fine and that person should be inspired by your funding knowledge. Right what we’re taught us that inspires inspire that you are not from the tribe and you know quite a bit about and that’s how I used to get my clients on board is is there a truck I’m speaking trucker if I was a plumber, talking plumber, if I was a builder between builder if I was a fucking bricky I’ve been talking bricking. If I was a dentist, I’ll be talking that census dentist, right? They’re all different languages. And you need to understand need to understand their problems. And they’ll all be complaining about the same fucking things. Okay. So what do you think I am? What do you think that does Donaldson look like the conversation? Give a call? What’s his name? Patrick. Patrick Patrick. Hey, on that. Right. So what do you think your concerns I want you now quickly, you’re Patrick, and you need to start thinking like Patrick, you’ve got a high intention place. Right? You’ve got a call with some weed Asian dude, you’re fucking I’ve got time for this. That’s the first thing. Right? What’s what’s? How will we read from Patrick? I’ve been around for about 10 years. Right? So what can you assume?

08:40
Assume that I’ve got a team of boys. No.

Corie Dawson 08:45
You can assume everybody has conversation with that. 10 other people and they’ll finish it. That’s the first thing that you need to understand. Right? Here’s come back, your pond spellcaster was right. In fact, you’re lower than parts cost for us. So that’s the first thing you need to understand. That’s where you’re starting from you’re starting from pawns come in fact, you’re starting from lower and lower than points. Now that’s that’s the truth. You guys, your palms down your lower and stuff. But that’s a good sign for you. Because if you go into a pitch, knowing that you’re lower than Potsdam, right, you can only go up from it. You understand that? This concept? I’m gonna get it right. So you need to build up from that. So do you understand you’re standing at lower than ponticum level? Right because the last guy was constant. And do you understand his mental position? So this is the whole thing you need something about yourself? You need something that you’re from his professional company. He doesn’t fucking know that. He had the last cocksucker fucking dragging through the wringer and costing heaps of money but buckle up but I’ve gotten out of these dickheads, give me a call, and I might as well give it a shot. Because that’s one trick though. That’s the dialogue, okay. And it’s horribly rude. But you’ve got to remember the way I’ve taught it and talk about why things are in people’s heads. And that’s what I’m saying, When you come into the pitch and you go, Well, I’m coming from a place where, you know, you think of me as Walden Pond scum, right? Well, you need to add in some brownie points, right? So you start speaking his language. And that’s gonna get you out of pond scum into a good conversation. But if you just go straight into the pitch, you’re going exactly where he expects you to go. Yeah. Right. Do you understand this concept? I will call it the Ponzi scam concept. across every pitch you do from now on, you have what are your lower? So what does that mean? Explain the theory behind it. As funny as it is.

Alfie 10:54
Yours were essentially understanding that we are to them the lowest of the low, and we have to understand that not think we are coming from some professional company and they really deserve that

Corie Dawson 11:03
to be be more specific around a lot of what what do you need to do with this knowledge. But now that acknowledging the constant we did get out of that point, you need to get out of the ponds come territory, okay? Because there are saying, I cannot literally sign your contract, right. But that’s just how he feels. And you can’t argue with why someone feels you can just make them feel differently. Just remember that, right? You can’t stop the way someone feels. But you can make them feel different about you by the what you do. Okay, it’s not what you say. I say this to the very start of the conversation when I say it’s what we say, but we do. So just focus on what you do. Right? You know that you hinge upon stuff. So what you do from here is stuff to get out upon some territory. And then once you add upon some territory, then the product can flow. Right. So how to get a ponticum territory? Let’s break that down. So understanding the business, let’s not let’s not talk about it. Okay. There’s like this dialogue in there. It’s fun to play. So, alright. I’m, I’m Peter ponds comm if you go

12:14
in terms of your business, how long have you been running for Peter?

Corie Dawson 12:17
See, that’s a political question. Right? This is the first thing occasionally leading on the offense, your palms calm. You should resign Well, from what I can see with my for eight years. So let me just let me just just give you an idea of what I know about the company. It’s okay with you. I’m gonna see if I have the money if my research is correct. Right. So I’ve checked on LinkedIn check to check their check, they see and as you start saying stuff on this one into writing sci fi, this causes you to lose runway is not what’s gonna go into LinkedIn. I’ve been here I’ve been there I’ve looked at for the employees on LinkedIn as well, is what their profile says. I’ve been on Facebook. So it’s not what you say, it’s what you do, right? It’s like say, I trust me. I’m a professional. When we talk about bills, they trust me.

Hamish 13:08
Don’t trust them. You never trust him.

Corie Dawson 13:10
So don’t worry about what people say worry about what they do. Right. I’ve been on your LinkedIn. I’ve seen you got friend Bill. You know, Kevin, James, on others was with us and you’re located in Norwich, and that’s when your LinkedIn your brand has got fixed up. Right. That’s what we’re here to talk about. Yeah. I’ve had a look at your website. You can play the game for 15 years or no been around for 20 years. Okay. No worries. We’ll get that fixed up for you too. Can you see the difference? Yeah, right. You’re not saying I’m professional. You’ve been professional? Yeah. So it doesn’t feel at this stage that you’re upon? Scotsman right. So we have the incontinence consequent territory. That is that make sense? Okay. Just like this, just this just have a breather, right. And let’s talk about guilds because we all love guilds, right? What do most guilds think you up? It’s gonna make some kind of Scotland’s gone. In fact, you are lower than like, you can already tell a little girl what you think.

14:11
This guy’s Paul’s gonna Logan’s gonna be strong. Fuck me.

Corie Dawson 14:14
Yeah. And what are you trying to do? Alright. Basses Okay, trying to get to know us

Corie Dawson 14:28
get it recorded. That’s off the record right. Now. He was just joking.

14:35
No, I want to get to know and I know that interest.

Corie Dawson 14:37
Right, but the whole point is right. Is this. Whether that’s intentional enough, right. At the start, you’re upon stuff. And he Alfie’s case she was right about right. But for the purpose conversation, right? If you want to meet a girl and get to relax, right, you need to get out of pawns commentary treat as quickly as possible, right? Because she already thinks upon scar. In fact, she might not even let you talk to her. Because you’ve got that pawns come over. Right? So how is your icebreaker is so pretty good about you and it’s hard for you guys to use as a flip flop.

Alfie 15:18
Sort of, you know, I’d like the first thing I say is be super honest, I couldn’t help myself, I just want to say hello. And normally that works nine

Corie Dawson 15:25
times out of 10 were so crazy that we just thought of Hello, how may

15:29
we stop? Yeah.

Corie Dawson 15:33
You know, or would you like a drink? And what you’re gonna say about that drink? No washing aside and just say yes, not really. Right? She’s a good girl, right?

15:45
That’ll be my issue.

Corie Dawson 15:48
She’ll probably say no. In this conversation started, right, where you need to get very quickly out upon some territory. She might say yes, in which case, you can have a conversation. But she might then be constant. Because she then says, I’ll have a good night. It’s just then you’re in for a drink. Right? So the whole point I’m trying to get out here is what what is the point? I’m trying to get

16:14
go here? As soon as you can. You need to get out of that territory,

Corie Dawson 16:17
right? Because everyone in life has perceptions. Every intersection, right? You’re a boy, you want sex. That’s what she’s thinking. And let’s be honest, it’s true. But there’s a nice way to do it. There’s a bad way to do it as a salesperson, right? You’re there to do what? Right You’re there to sell. Okay, and that’s just the way it is. But there’s a nice way to do it. Right? And the pond scum way is okay is you know, let me buy a drink. And now let’s have some sex. Right? That’s the Ponzi scam way, which is what most people do, right? And it’s same with selling right, the Ponzi scam ways is here, I want to fucking vomit all over your tell you all about my products, based upon scam way. So what you need to do is slow it down and ensure that you’re willing to put the work in and make her feel special. Right. So it might be a case of you know, you don’t want to have a drink. Right? What’s wrong here? Pretty dominating. But you’re laughing. Right? She might say I’ve got the gym tomorrow got this. I wished him good bang, like standard Floyd. Right? Yeah, I would say I’m saying Yeah. Right. What you might say your douchebag Get away from me, I’ve got a boyfriend. And I will say I’ve got a wife drinking.

17:54
Anyway,

Corie Dawson 17:56
what’s my point here? My point is, is you got to show that you put the work in to get out upon some territory. That is the key thing. Okay, you’ve got to show up. Okay. So when you’re speaking to Peter, Bill, or Bob, you say, Look, I’ve just thanks a lot for your valuable time. I’m just saying, you know, I’ve done a bit of research. Can you just confirm on some details? Right. You know, you’ve been around for this long, but this really employees for that. And along the way, right, what you’re building when they are wrong, or you’re right, okay, as getting the details he’s getting, well, this guy’s actually taking the time to get to know. Alright. So let’s talk about interviews now, right? What’s the worst job interview you can have? What’s the best interview you have?

Hamish 18:49
What stops it hasn’t done any research doesn’t prepare the interview at all? Doesn’t any other company.

Corie Dawson 18:54
So do you wanna hire that guy? No. What do you think you’re doing when you’re when you’re doing a pitch?

18:57
If you’re, you’re doing the same things about it?

Corie Dawson 18:59
What are you? What do you actually think you’re doing? We’re going to do your job interview, they’re interviewing, you’re representing my company and we do a job interview. That is all you are, is your professional, your professional interviewers. Like just going to three interviews a day, look at it like that. So you know, you go in there and you ask them, like, the most annoying question is of all questions is when someone comes to any to an interview, and system and I say well, like, you know, tell us about yourself and they say, Oh, I just came to know about the job. And like, Okay, well, you’re supposed to do that before you come to the fucking interview. It was a method like, you know, I can tell Okay, so we’re gonna let the company or you do marketing and CEOs, and like you can always see the electronics. Look at the room. You do web design, and AdWords and mobile responsive All right, so don’t be that dumb fuck, okay, in front of the client likely to say, hey, you know, I’ve had a look at here, it looks like you’ve got 32 employees here and since 99 It sounds like your second generation, is that right? And even if you’re wrong, it’s like, well, fuck, I can’t be to have my guidance done a fair bit of research, right and mentioned all the platforms. I went from here, this plant this LinkedIn profile that LinkedIn profile, company structure looks like you’ve got a formula and you’ve got this you’ve got that you’ve got that is anything I’ve missed, they might say, you’ve there’s heaps you’ve missed and say, Well, look, that’s one of our three websites. So that’s what I want to talk to you back. So no matter which way they turn, they say well, that details incorrect. How many websites do you think are out there that are fully up to date?

Hamish 20:42
Less than 1%? Yeah, less. Well, yeah. Congratulations,

Corie Dawson 20:45
you’ve now got a talking point. And it’s not about being a dick about you say all the facts of God bla bla bla bla, are these all cricket? No? Well, that’s not right. That’s not right. It’s not right. And then you said, Look, that’s, I guess what I want to talk to you about is like, we want to represent your brand. I want to really make these changes. You know, it doesn’t have to cost you a million dollars that you website, we want a long relationship with the client. Just think about the girl now. We want a long relationship with the client. What is going on to your average good girl and not yet average state right? The average girl wants a long term relationship. I mean, we all want long term relationships in it at different stages in our lives, right?

21:31
Right. Correct.

Corie Dawson 21:36
Everyone Introduce Yourself parents there’s nothing against possibly not not being an old twist in there in the most awkward position possible.

21:54
I hate to interrupt my caterer to go yes.

Corie Dawson 21:59
So what am I trying to get out here? What correlation I’m trying to run with that

Alfie 22:06
we are not just interviewing for every piece of every job opportunity we can get and represent the company but we need to get off the level of ping pong scum out of that territory as soon as possible and these these sales meetings and these interviews are same as talking to a girl you can relate at all and

Corie Dawson 22:21
so on and like what is it going on? I say I look at corals and gills the same way right. Look, one young shore go for the one nightstand. But we don’t make business from what I’ve seen here. One night stands. What does that mean for us in terms of business? Can we grow? So we’re looking at clients, the Marriott correct and that’s what you’re doing? You’re going out there boys to fun. Cost American looking for eligible bachelorettes. Right. And that’s how you’re gonna approach it. You got to take some seriousness. So you kind of go in there with your fucking cheap suit your cheap curfew and you cheat pawns gangways. You need to wine and dine a bit you know I’m saying like show some professional show some fucking interest. What is it? What is it? What do you think makes a good date?

Alfie 23:09
You put some effort into it planning it out. Like looking real nice. Simple.

Corie Dawson 23:13
Make all of that hurt. Very simple map all about her. So what you do, right? Is you find out what she likes without being creepy. You know, it gets real creepy start like fucking hanging out in the weeds and trying to like spider and see what she likes. I mean, you might just like, you know, might be in a mutual place with a mutual friend say hey, Lauren plan and take, you know, you go out for dinner. I’m just wondering, like, is anything that she really likes? Or, you know, any tips you can give me? And if she doesn’t have a beach, have a friend, she’ll say look, she likes this. She likes that. And even she has a bit of a friend. Right? It will backfire on the beach. Because it’d be like once and your friend and the girl will be like, impressed that you’ve taken the extra effort. It’s not about getting it right or wrong. It’s we’ve got to understand about something. It’s not about having all the facts and details 100% it’s about it’s about effort. If someone can see that you’re putting more effort in. You’re gonna win the deal just like me. Okay. How much effort do you think I put into my staff to make you guys happy? Everything. I don’t feel like I feel like I’m a fucking dropping loser. Okay, let’s, uh, my mindset. I’m like, looking for more. Can I do more? Can I do more bonuses pay rises trips to Bali, like barbecues. Like I’m constantly I’ve got a thing like Lucas, like, you know, like, what can we do next? Like, you know, they’re gonna sack me on parallel. Like, you know, my wife’s gonna leave me like she needs flowers for his new house. You know, you understand what you need to be, like, delightfully paranoid, that’s how you win. Right? When you go into a pitch it’s like, you know, you want to unturn every time Okay, my turn every single stone like you know, this is everything I know about your company. Bla bla bla bla bla bla bla bla bla bla, right. And they go fuck, you got most of it wrong, but you did a lot of risk. Search and say, well, that’s why I wanted you to call me back. There’s only all these things fixed wrong. We’ve changed direction as a company, have you probably heard that for we’ve changed direction. Very good, right? And say, look, the biggest problem we solve is this is we are not into one line stance, we’re into long term relationships. And part of having a long term relationship means that we’re not going to slide you like a wooden ball. And that’s what your client wants to hear come in your fucking mouth, I promise you this. It’s like a goal, right? Doesn’t want to hear that. All I want to do is get new pants, like it’s fucking bloody obvious, right? If you have a dick, okay, that’s what you want to do. Right? Unless you’re not inclined that way. You to other types of sexuality. But generally speaking, if you do, right, it’s pretty obvious what you want to do the other day, right. But there’s other stuff. You start to realize that’s more important than that. Like, you know, companionship guy for dinner. Like, you know, having a laugh, joins then like, and as you get older, the sex component starts to wear off. Right as terrible for you to realize freaking out. But what I’m trying to get out here is right is business life, everything, everything’s all the same. Right? I’m trying to get you to draw down understand, right? If you apply the same thinking around your dating lives, and you’re thinking around, like, in understanding from that perspective, and from the clients perspective of what they want to hear what they want to hear is on, you know, we’re not going to be smashing with big fees unnecessarily. You’ve got a partner, we are the partner that you’ve been looking for we are husband that you’d be looking for. You understand, as far as I can go, Gail wasn’t married to a husband doesn’t necessarily mean he’s the best looking guy. I don’t think I’m the best looking guy on planet earth that person could have had. But it’s important. To understand where I’m coming from, I can add this guy, I invest in God. But I’m an all rounder. That’s the problems my competitors when I’m in coaching, I can do it all. I can make a laugh, right? I can make it cry. Right? I can do it all I can support her mentally emotionally. Right? I’m always there solid as a rock. Okay. And that’s the thing. We’re in business. It’s all the fucking same. Right? What do people want? They want reliability. Right? Think about it enough on this right? You know, I fucked her. I got fat. No one wants to be fat. Nobody wants to be fat. Your clients don’t want to be fat. That’s why start the conversation at your pond scum. Right? Lower than pond scum. Because the last guy did what? For the client. And your job now is to come in as a professional and not say trust me to be trustworthy. And say all the right things, but do all the right things, right? Because it’s not what we say it’s what we do. So you do the you do all the fucking background work. Right? And you will see that client will become more and more compliant because their their data will drop. That makes sense. Makes sense. So when you go into the pitch, it’s about like having information well for the pitch or do your research and look at the pitch so you got to go to a meeting right now. It’s like I get it right. You’ve big shots. You call your meeting find out where crews on in there. But you need to look at every single person that meeting as a diamond and hold it with both hands and put huge amounts of energy to the research. Okay, well huge energy into the into the into the pitch not based on your pitching my product based on you pitching them. That’s where the deal we want okay, do you understand that you need to listen and listen carefully. It’s not about our product, our product is 10%. At best, it’s about them understanding that you understand them and okay, it’s just the same old thing with the girl. Okay? She’s only going to feel comfortable when she’s talking about herself and you say hi. You know, I bought you this ticket to that play you light. Oh my god, she listened to me. My last boyfriend ever listened to me. He never wanted to go these things. Right? I pulled out a restaurant that you said you wanted to go to that you never been to before? Right? It’s on my wife. Okay. I’ve got so many tricks up my sleeve. And I’m like constantly on the lookout for things that she says. But she could say the most weirdest thing like are you know, I’ve always wanted to go that restaurant. And then I’m like, okay, anniversary tick. Right. And that’s how you keep the relationship. Live is by taking mental notes of every single thing. That’s what I’m trying to explain to you is sales life. It all comes down to one thing, okay? It’s about becoming a good person. Pill things a scumbag industry, you’re just not a professional. If you’re a good person, you’ve been great sales but you ship person you’re a con artist. You know, NLP, all that fucking bullshit. carbines are bullshit. It’s all scammy shit, okay, you want a good salesperson very simple, do what’s best for the customer. Right? And what’s best for the customer research them understand that you can’t recommend something unless you understand the customer. You’re saying if you read body language as long as you want, but if you’ve got bad intentions, it’s all gonna bite you in the house in the end anyway. Just understand the customer okay? They get married to them and say Look, we’re not gonna fuck you will look after you with that saying that say look, you know I don’t need to cost you any more than x y&z to close out the face. Okay? And as long as they can feel not see, as long as they can feel that you’re not gonna fuck him. That will happen. Because if they’re feeling if they’re feeling that they trust you, and they don’t want to go ahead, and there’s a reason why they’ll tell you that’s our look to be expensive, isn’t it? Or, you know, paint a better price or they’ll they’ll tell you what the property’s veterans do. If they don’t trust us have a look. We need to think about it. We need to think about it’s a big red flag for you. It’s I don’t fucking trust you, you fucking pawn scam. And listen, I’ve enjoyed it