WHY NOT Wednesday With Scott Schilling

These last few years have made us question everything.

Our relationships.

Our jobs.

What constitutes an.

Office.

And who we are.

In a.

World filled with chaos, confusion and uncertainty. It's time for some clarity. It's time to start understanding one another.

It's time to start understanding ourselves.

We envision a world where everyone knows their why. But even more, we envision a world where everyone knows their why. O s, their why, their how and their what. The operating system that drives you, that lets the world know where you stand.

What your unique gift is, and most importantly, who you are.

Yos.

Are you ready?

Hey.

Hello and welcome to why not Wednesday. What a great Wednesday it is. Welcome back, everyone from the Thanksgiving holiday. I'm so excited for our guest today. We have none other than Scott Schilling with us today. Scott is the authentic connector. I talked about it in my post about him. If you are somebody that believes in connecting authentically with people, you're going to have a lot of fun on today's show. He's a media host. He's an executive coach. He's an international trainer speaker who brings a unique combination of over 35 plus years of life experience in coaching, sales, marketing and training to corporations, business owners, entrepreneurs and individuals. I was so blessed to have Scott come into my life. I get to spend an hour a week with him on a mastermind that we do together. And I've learned so much and connected with so many great people through Scott. I wanted to share him with why nation. So welcome to the show, Scott.

Thank you, Daniel. I'm really excited about being here.

Well, I'm excited that you're here. Like I said, we often get a chance to spend some time together, but today we're going to get to spend some time introducing you to why nation. And for anybody that's new, I always like to let people know, hey, who is y nation? So why nation is those of you that are listening, anybody who has taken the y discovery or the yos discovery, if you've been to one of our workshops, one of our coaches workshops, anybody who's been exposed to the y institute, that's why nation. Scott, Our y society is that exclusive group of people that are y certified. So Jackie, Joy, Hugh Hornsby, a few of the people you're going to see chime in throughout the show with comments are our coaches and that's the y society. And then we have a third group of people, we call them the y force. And that's all the people that are part of y institute, the internal team that kind of keep this thing running and help us keep growing every every day and every month, bringing on our new coaches, helping more people understand their why. So thanks so much for being here, Scott. We connected probably about a year ago, but then we really connected about four or five months ago through Hugh hornsby and Larry levine. You know, we just have such a great network. Had a chance to meet Liz wendling through you. It's been so fun to be part of your circle. So thank you for that.

You know, you. You're a great addition and a great contributor to everything we do.

Hey, that, you know, that's. That's where we connect, right, Scott, you know, I remember when we went through your yos and I went over your results with you, and it was contribute better way trust. So you're someone your yos is to contribute why is to contribute to the success of others, make a difference, make an impact. Your how is to find a better way and share it with others. That's how you contribute. And your what is trust? You. You believe that trust is important. If you trust me and I trust you, sky's the limit. And so. And you live that. You know, one of the things I know is if Scott says he's going to do something, it's going to happen.

Well, it's all about trust. I mean, if you're going to have any kind of relationship with anybody, we can end the divorce problem in the United States right now. Because it's all about trust.

You're absolutely right. You know, and it's interesting you say that because my wife has trust in her top three. And with people with the y of trust in their YOs, it's not so much about whether or not you do what you say you're going to do. If you can't do it, just let them know. Right?

Yeah, exactly.

If you're not going to make it to the appointment, just call me ahead of time. Give me some time to plan. Very important. You've got a wealth of knowledge, Scott. So I want to ask you about this. Your life purpose is this to inspire and empower others to serve humanity through living their life's purpose in spirit, love and joy. There's a lot in that. Tell, tell. Let's unpack it.

Well, you know, the. My purpose is to help you be on purpose or the audience to be on purpose. That's what the to serve humanity through living their life's purpose. So it's to inspire and empower others to live on purpose. If I can help you get on purpose, I'm on Purpose. And I truly believe if you do that in spirit, closer to God, higher source, whatever you choose to call it, that's fine. Mine says be a living example of your beliefs. He'll do the heavy lifting.

Right?

Love, Love my wife, family, friends, more than I ever have. Enjoy. You know, it's a, it's about that, that internal feeling of just, ah, this is awesome. That's why I love doing shows like this. So thank you for the opportunity.

Well, we're, we're so glad you're here. And man, you talked about live, helping people live life on purpose. And so many of us kind of sleepwalk through life, right? And, and, and you come back and you, and you're looking at the end of the year or the end of a decade, or your kids graduating high school or your kid graduating college, you're like, wait, where did the time go? Yeah, didn't have a purpose. Right. Where, where did the time go? So how do you help people live their life on purpose?

Well, part of it is actually to encourage them to create a life purpose statement because the life purpose statement actually becomes the filter by which you det. Determine things. So let me give you an example.

Perfect.

You reach out and say, hey Scott, I'd like you to be on why not Wednesday? I'd like you to talk to, you know, to our audience, to our group, you know, share some of the things that you've experienced through your career. Well, let me run it through my life purpose statement to inspire and empower others. Okay, well, that's the audience. I'll have that opportunity to encourage them to live their life's purpose, to serve humanity. Well, I'll have that opportunity and I can impress upon them to do it in spirit, love and joy. Okay. Obviously it's a. Hell yes. Beyond the show, Daniel. Now the example the other way. Somebody says, hey Scott, we can rob a bank this afternoon and pull down a cool million. Well, let me run it through my life purpose statement to inspire and empower others.

No, probably won't do that to, to serve humanity. I don't think the really serves anybody right. To help somebody else live there. No spirit. No, I'm allergic to lightning. I don't think God believes that I should be stealing a million dollars.

Right?

Well, I don't think if I steal somebody's money, I'm loving on them and you know, it might give me some limited happiness, but it won't give me joy. So no, you, you deject, you know, you deflect that. You say no to that, you reject that because your life, it's not congruent with your life purpose statement. How do you get people on purpose, help them determine their purpose and give them the filter by which they can now live it?

You know, and I, and I see so much of your why and your yos in here. Right. Contributing. Right. To inspire and empower others. So that's contributing. Let's put that back up because I love that. So you want to contribute to the success of others. You, you want to serve humanity and helping people live their life's purpose in spirit, love and joy. That's a better way, right? It's got to be. It's got to be a better way. And you're certainly going to build trust if you do that, right?

Well, if you're in spirit, love and joy, you're certainly going to build trust because, you know, that's all about relationship.

Yeah. So let me ask you this, and I know we've had this conversation, but I want you to share it with the audience. What did it feel like when you discovered, when we went through your results, contribute, find a better way and build trust, how did that feel to you?

I. It felt like it nailed me, you know, I mean, it, it just was like, yep, that's who I am and what I do and how I do it.

And you know what? Go ahead, go ahead.

No, I was just going to say, I mean, it was an absolute snapshot of my approach, you know, and. And I had this conversation today with somebody. There are people that run companies day in and day out that are all about the numbers and all about the money and ultimately about the greed.

Right.

And then there are people who care about relationships. I'm that guy.

Yeah.

But I, I understand that you can deliver the numbers, you can deliver the profits, you can do all sorts of different things if you treat people with dignity, honor, and respect.

Yeah. That is so important. And dignity, honor, and respect. And, and people being more important than numbers is what I'm hearing.

Absolutely. Well, there are no numbers without the people. And the, the fact is the, the more that you concern yourself and take care of yourself with the people.

Right.

The better, the better it's going to play for a longer period of time. One of the things that I teach consistently is if you want to close more sales.

Right.

At higher margins with less effort, it's all about relationship, period.

And, you know, I've learned that throughout my career. I've been in sales almost as long as you, Scott, but, you know, I believe relationships are so important. So let's talk about that, because why do you think building relationships in advance of a sales opportunity is so important?

Well, it really comes down to a foundation that I teach consistently called the three absolutes. And, and these are absolute in any presentation of anything, quite frankly, if you're just talking to a friend, these are absolute. If you are selling a product, these are absolute. But the first is wiift.

What's in it for them? It's not about you. It's not about your product, it's not about your features, it's not about your company, it's not about your brand, it's about them. I actually have a chapter in one of my books that says sell dog food to dogs and cat food to cats. Because if you sell dog food to cats, it just pisses them off.

Right.

So you know, is it's about your customer. So what's in it for them? How are they going to benefit? How are they going to take the, the benefits that your products, goods or service have to offer and improve their life.

Right.

Their situation? So that's the first one. Second one is people do business with those they know like and trust. I suggest, and I, that you assume that if they don't know you, that they don't like you and assume that if they don't like you, they don't trust you. Well, it's imperative to have trust to do business together over the extended period of time.

Yeah.

And so again, people date those they trust, people do business with those they trust. People marry those they trust. People divorce those they don't trust. It's about trust. But trust comes through the process of getting to know and like somebody first. And so trust is imperative to do business. If you don't have trust, you may do business one time, but it's going to take you a lot more effort, it's going to cost you a lot more margin, you're going to work harder at it and you're not going to get as much of it.

Yeah.

So why would you want that? That's the wrong side. But the third one is the, the one that people forget or maybe don't realize in the first place, and that is prospects take action when they're ready, not when you're ready.

Yes.

So by definition, if you understand these three absolutes, that means if trust is imperative and if they don't know you, they don't like you. And if they don't like you, they don't trust you.

Right, Right.

But trust is imperative. That means. And your prospect takes action when they're ready, you Put it all together. You have to have trust built ahead of when they're ready. So if they're ready and you haven't built trust, they will buy, but they will not buy from you. If you have built trust and they are not ready, they will not buy from you or anybody else. Yeah, but if they have trust in you and are ready to buy now, they will buy from you. Well, by definition, trust equals relationship, right? So you have to have the relationship out ahead of when the opportunity to serve their need is exists. And this is where.

Some of us more mature, that's code word for older, some of us more mature salespeople understand that it's about relationship. And we work to build relationship way ahead of the need.

Right there.

There's a deal that I'm working on right now.

Probably have known the individual 10, 12, 14 years, something like that. Haven't really talked to him significantly for about three years. And we are going to put together a multi million dollar deal.

One, actually two calls after renewing that relationship after three years.

Right?

Now, over the 1012 years that I've known him, there's been nurturing, there's been different things, but I've never asked anything of him, right? The only thing that I have done is.

Ask how I could serve him through this period, right? And because I was able to serve him through this period, when it came my turn to ask, he said, you've never ever wasted my time. You've always only ever come to serve me. What do you got? I shared it with him. He went, oh my God, we need that, right? I thought the same thing.

That's why I called, that's why I called you.

So that's what I'm saying is that, that the relationships are prior to the need, right? And the better you are at setting up and establishing those, the first of all, you'll close more sales faster, right? You'll close them at higher margins because people won't argue your price. I mean, why would they, they trust you? Why would they argue you're going to be fair with them, you're not going to gouge them, right? But that will still allow you to make a higher margin than on some other deals. And ultimately all of that comes together with a whole lot less effort, right? It's a situation where that prospect now buys from you as opposed to you having to sell them. And that's a huge difference. When I sell you something, you're going to be looking for every little tweak that I say that, that you could call me On, Right, right. Their cognitive dissidents could come in, all those different things can happen. Yeah. Whereas if you buy you made the decision, you aren't going to get mad at you.

Right. Because you're, it's your decision. Right.

Your decision.

Right.

So therefore all I have to do is support you making a great decision.

Love that. I've got a couple of people that, that, that chimed in. First of all, Liz Wendling, you know, when you talk about what's in it for them, Liz is all about that. Don't talk at people, talk to them. Find out what they need, find out what you can do for them. And that's exactly what you were saying, Scott, in that first rule. I love the, the part about people do business with people they know like and trust. When I was leading sales team at my former company, I always used to tell new, new sales reps, we'd hire new sales reps and they'd say, man, I'm going to turn this territory around. What do I need to do so I can be your top rep at the end of the first year? And I would always tell them, look, you've got one job in this first year that's to get known and to get liked. Go visit every one of your clients and make sure they know you and make sure they like you. Probably along with that I should have added, they trust you. Because if you're getting known and you're getting liked. At a physician, very early in my career he said, you know, Dan, here's what I look for in a professional salesperson. They got to be presentable, you know, because if you look like a slob, I probably don't want to even talk to you. You got to be personable, you know, somebody I enjoy talking to and then you got to be knowledgeable. Knowledgeable was third for him. And so it's a lot of what you're talking about in terms people wanting to do business with people they know they like and they trust. It's a relationship. Right. Mark Hunter talks about the close is the beginning of the relationship.

Well, I actually one of the things I don't teach closing a sale, I hope I teach opening a relationship.

Love that.

Love that it's. Or secure the agreement.

Right.

That it's, that it's an agreement that we've secured to, to serve your needs, wants and desires.

Perfect.

So it's, it's actually getting rid of the word close because when you finalize a sale, that actually opens the long term relationship.

Exactly. No. And that, that is so important. So Many people don't realize it because otherwise you're getting one time sales. Right. You can close a deal and you're going to get that deal, but that's not going to be a repeat customer. That's not somebody that's going to come back to you because they don't know like and trust you. They, if you sold them, they bought something but they felt sold well.

On the other side of it is more than likely. They've, they've looked at your feature pack, your offering and they've, they've counted the number of features you have versus the number of dollars you're asking for. And in the marketplace it has been representative as potentially low price or lower price.

Right.

And the reality is only one person can have the lowest price. And the people who actually advertise they have the lowest price don't have the lowest price, by the way.

Often they don't typically.

But the, but the fact of the matter is it's about really presenting the concept of value, adding to their life. You don't sell what it is, you sell what it does. How does it accomplish something to serve you in a better light? You don't, you don't need me on this show. At the same time, if I can add to the value to your community and I can lift you up along the way, that is a value add.

Yes.

And that's, that's what it becomes about. It's, that's why I'm so grateful for the opportunity. I'm honored to be on your show because I know you have great people that are trained extremely well and it's those who are passionate learners that, that accept this message and go, wow, you mean I can do more with less effort. Company can do better. This is good stuff.

You know, it's, you know what I love about this network of people that, that you've exposed me to and people like meeting people like Liz, Hugh Hornsby, Larry Levine, Darryl, Amy, all these people, Mark Hunter, who are all who believe in relationships before numbers. And I've said that all the time. I want to, I want to put a comment up. Lynn Everard says as a former, he's one of our Y coaches. I think Lynn, I think you're in Florida. He's a former procurement director. He says I based all my purchasing decisions based on trust. And I know Larry Levied is probably jumping in his seat saying, yes, that's exactly what we're talking about. And we want to, we want to make sure Hugh Hornsby gets a little shout out. I know he's traveling today, but he said he was going to hop on two of my favorite people. Love this. Go over where the puck is going to be. Absolutely. And you know, he's got an amazing story. I'm so glad he's in our network. And you know, if only for the introduction to you, but I like that the last part, the last absolute people, prospects take action when they are ready, not when you are ready. Right. So, you know, I think at the end of the year, everybody's in the big year end push, right? You want to make your numbers. You've. You're that far away from the big bonus. What do you say to that man, that eager, amazing professional salesperson that wants to make his, his or her number for the year so they can get that, that bonus or that, that commission or just hit their target. Even individual business owners, hey, I set this goal and I want to hit it. What's the best thing we can do in December as, as entrepreneurs, as professional sales people, to make our clients want to take action versus wanting them to take action because we need them to take action.

I would ask them one question, Daniel. What would make ordering this order the easiest decision you've ever made in your professional career?

Yeah. Perfect.

Because it what it does again, remember, what's in it for them? It goes right back to the heart of the nature. If I say to you, I mean, we can role play this real easily. Yeah, Daniel, you know what? It's the end of the year and I am so close to making my quota, man. I'm gonna get the biggest bonus if I can just get 10 more units. Can I count on you for those 10, how do you feel?

Pressured?

Yeah. Probably not so good, right?

Yeah.

But if I say, Daniel, you know, it's been a hell of a year and, and as I watch your numbers, you've done such amazing things. So, you know, I know that you probably have some incentives and some possibilities yourself. You have some things that, for your company that, that you know, might make you the hero, Right. What would making a decision to reach those number be the easiest decision you've ever made in your professional career?

And now you've put it into their place and they say, you know, you're right. If, gosh, if we could only sell X number of more things. Wow. So you're trying to help me get my bonus, right? Let's go back to Zig Ziglar. You can have everything in life you want when you help enough other people get what they want. So if I understand what you Want and I can create some kind of program or pricing or two fur or bogo or something that now serves you.

Yeah.

Well, guess what? If you buy more and I only need 10 units, and you buy 10 units because you need those 10 units.

Right.

First of all, you made the decision to buy number two. I hit my number. It's good for both of us. See, selling is an exchange of mutual happiness.

Right? Done.

Done. Well, I make you mutually. I make you happy, you make me happy. We are now mutually happy because we have both accomplished what we have set out to do together.

I love that you say that, Scott, because when you talk about an exchange of mutual happiness, you're coming at this from a place of abundance. Absolutely right. There isn't in the, in your sales process. There isn't an I win, you lose. It's a we both win.

Yeah, My, my. One of my divisional managers when I was a young sales plebe, I went into him the last day of the month, one month, and I said, you know, God, I know we need to move some product. I know corporate's calling you, trying to get you to buy three truckloads of product and whatever. And he's looking, he was, whoa, whoa, whoa, whoa, whoa, Scott. We are in a 24, 7, 365 forever business called Delivering results to our customers. And if I push three trucks into this month, it robs three trucks from next month.

Right.

Which will then do the exact same thing and create a bad spiral.

Right.

And so the reality is, what we need to do is treat every day as the very best, very best day and the very best way to serve our customers. And when we do that, everything just works out fine.

I love that, Scott. You know, I was talking to one, one, one of my good friends who is a very successful businessman, and I said, what's, you know, what's, what's your key to success? And he has an amazing sales team. And he says, you know, I asked my salespeople to do three things. Spoil the heck out of their clients, make a lot of sales, and have fun. And, you know, I think it's, it's. It starts with spoil the heck out of your clients. Right? Because if you're treating your clients so well, guess what they're going to do? Not only are they going to buy again, they're going to tell other people about you. Right? You don't need to ask them for referrals. They're going to automatically refer, refer you versus you having to ask them, hey, will you refer me to some of your network, if you've done your job right, if you've connected with them, if you've built that relationship, they're going to refer you to other people.

Well, and, and that's the. One of the other concepts that I share is to be an asset to everyone you meet. Asset is a five letter acronym for a spontaneous servant every time. Focus on becoming a spontaneous servant every time. The rest will take care of itself. If I make myself an asset, the reality is, Daniel, if you and I meet and, and I have a potential product that at some point in time you may consider. But the chances of the day you and I meet, that you need what I have is maybe 5% right. But the chances of you needing to know somebody I know or something I know is probably 95% right. So if I become an asset to you, if I first subordinate, if I come into a position of saying, daniel, I am so thankful to Larry Levine and, and Liz and Hugh and everybody who put us together. And you know what I really would love to know.

Yeah.

How can I be of service to you? What, what is the biggest challenge you're facing today? How can I help? And, and now if I position that way, which I do all the time, and you say, you know, gosh, I'd really like to meet XYZ or boy, I could really say, let me, let me reach out. I've got an idea of who I think would be a great contact for you. But I don't just cold connect people.

Right.

I will, out of respect, contact them. I will share your information or a little bit about it. I won't share your stuff cold either. Right. I will get their permission to do a cross introduction and then I'll make it with both sides approving it.

Love that. And we don't take advantage of those relationships. I think that's what you're saying. You know, you never want to make an intro, a cold introduction. Somebody's just calling you out of the blue. Hey, Scott said I should call you. No, there's an introduction that happens via email. You call somebody, you call me ahead of time and hey, say, hey, dad, I'm going to send you someone and I want you to talk to them because this is. I've already told them about you and that's a much better introduction. I love that you said that. Hey, Scott, we're almost done and I want to make sure we talk about your ebook, Talking with Giants.

Yeah, I want to. It's actually, well, it's actually a physical book, but what I want to do is give everybody a gift of talking with giants. It's 164 page book. The whole premise is generosity builds prosperity, not the other way around. I've interviewed Jack Canfield, Mark Victor Hansen, T. Harv Eker, Cynthia Kersey, the CEO and, and chairman of Kimberly Clark, all friends. And they all have this philanthropic bent to them now. They're all great performers and have done amazing things. And so we talk about those things, but we also talk about the, the philanthropic efforts that they support, why they support them, and why we should consider supporting with them. Again, it's, it's a, a lot of pay it forward. There's 21 charities tied to the book.

It was caused so that I could support a charity when I couldn't write a check. I couldn't write a check, but I could write a book.

Love that. And you know what? For two contributors talking here, person to person, what a great way to end. It's a whole book that not only is it a way to give, but there's charities tied to it. And I love what you said. You couldn't write a check, but you could write a book. You found a way to contribute.

Yep, absolutely. Like I said, I, the, the, the plea to support hit my heart like nothing ever had at the time. I wasn't liquid, I couldn't write a check, but I had, I utilized my assets, I utilized my relationships to call friends Jack Canfield, Mark Victor Hansen and, and interview them. And so there's some wonderful life lessons in the book.

Well, you've shared the stage with some amazing people and you mentioned a couple of them. General Colin Powell, Suze Orman, Jack Canfield, Les Brown, First Lady Laura Bush. I am absolutely so honored to have you on, Scott. And you know, the way we end the show and you know, we Talked for like 20 minutes before we started the show. But I like to ask a question that I say, hey, why don't we end on that note? And your answer is supposed to be, why not? So given that we just talked about TWG talking with Giants, if you want that book, it's TWG free gift dot com. We put it in the comments. Click on that. Get Scott's ebook. It's also a physical book. Scott, we're just gonna have to have you back on because this was way more material than we could cover in half an hour. But I like to keep it to half an hour because it's people's lunchtime. They can hop on, listen to us for half an hour, and then go back to get their work done and hopefully get us on their drive back to the office. So thank you so much for being on. Why don't we end on that note, Scott?

I'd be honored to come back anytime, anytime I can be of service to you. Daniel thank you.

Thank you so much, Scott. Have a great rest of your week. I know we're going to talk before the Christmas holiday, so I know we'll talk then, but have a great week. Everybody who was on, Liz Wenley, Hugh, Sarah Ginke, Lynn Everard, all of you that took the time to put some comments in the chat, we're so glad you were on and all of you that are listening to the recording, make sure you log on with us next week. We'll be back at our normal time again next week. And I think, let me see, I've got to figure out who our guest is next week, Scott, because I always want to tell people who's going to be on next week? Connie Kadanski. And she is an amazing sales leader, sales coach. So I think you guys are going to enjoy meeting Connie Kodanski. As a matter of fact, I introduced her to, to Liz Wendling. So those two are going to be connecting. Guys, we'll see you next week and have a happy Wednesday. Thank you, Scott. We'll see you soon.

Thank you all.