Genius Network Presents: Using Speaking to Grow Your Business interview with Joel Weldon

Hello, this is Joe Polish, and sitting next to me is my good friend and just a brilliant guy, Joel Weldon. So, Joel, great to have you here.

Great to be here, Joe. Yep.

So I'm going to read a little bit of this, the only portion of this interview, this amazing episode that we're about to do to teach people some great stuff. So in case people don't know who you are. So let me tell you about Joel Weldon. How does a shy carpenter, earning $67 a week with no formal education and an inability to speak to people, become one of the three final winners of the Toastmast International Speech Contest out of 60,000 members that year? He then becomes a full time professional speaker, and in just five years, he's a founding member of the National Speakers association, becomes a speaking legend, a member of the Professional Speakers hall of Fame, and earns over a million dollars that year just from his speaking. Joel Weldon has discovered two important things in the beginning of his career. Number one, speaking effectively is a learned skill. And number two, you need a system. A system to organize your ideas with clarity, deliver them with impact, and connect emotionally with your audience. When you do, you'll get the results you want from every presentation you give. Now, after 42 year career, Joel has been paid to speak at over 3000 events. Today, as the creator of the Joel Weldon Ultimate Speaking System, he's the speaking skills coach of legendary professional speakers like Brian Tracy, Dan Burris, Chad Hyman, Waldo Waldman, and Bill Bachrach, all five of whom are in the Speakers hall of Fame. All five use Joel's system and each one earns over a million dollars a year from speaking. Having brilliantly critiqued over 10,000 speakers, Joel brings a unique skill set. Some can do and some can teach. Joel is unique in that he can both do and teach how you can be an even better speaker, communicator and business leader. So there you go, Joel. That's my intro for you. And so since you're so great at creating introductions for people, what's the introduction that you would give for yourself? If I was just to say what I'm saying right now, who is Joel Weldon? What do you do? How would you introduce yourself?

Well, I think you did what a good introduction should do. The first thing is, as you're listening to this or watching this, you were doing something else. So the first thing you did is you asked a question. How does a shy carpenter who can't speak become a professional speaker? So that resets the audience's thinking. So that's what a good introduction needs to do. Get the mind of the audience away from what just happened to what you want to have happen. In our case, we're going to talk about how to use speaking to grow your business. So we need to get them thinking about speaking. So that's the first thing a good introduction does. Asks a question, makes a statement that gets the audience's thinking on the subject. Then the second thing, which you did very good in the introduction is establish the credibility of the speaker to talk about that subject, nothing else. And that's what you did. And then once you did that, then what is the benefit going to be? Is what we said at the end, that we can use speaking to grow your business. So that's what we're going to talk about. So that's what makes a good introduction. Now if you have a unique title, then that could even grab the attention. So we could use for this moving the London Bridge, subtitled How to create a great 10 minute talk. And you're legendary at Genius Network for creating this media, which I had never heard of until I became part of Genius Network, which was brilliant. So we're going to talk more about that. Hopefully the power of a 10 minute talk for you to get your message across to grow your business.

Awesome. Awesome. Well, I know this is going to be so useful to people watching this because I want to just even break it down, which will sound almost overly simplistic, but I think it's really important is just defining what speaking is like. It is in activity that you do. Now a lot of people think of speaking to build and grow their business and certainly that's one of the very best things that you can do with speaking. But your entire life is speaking. It's all about communication. And you're either in communication with somebody or you're trying to escape is something that I always like to think about. And so you got all these humans that are wandering around communicating with each other, talking with each other and a lot of them, they're just not aligned at all. And, and your ability to be able to connect what it is that you want, your message with another person in a way to where you enroll them or in some cases you repel them because some selling, which I like to say is to attract who you want to attract and repel who you don't want to repel, which is different than offending someone. I'm not talking about how to offend people, I'm talking about just simply how to connect with who you need to connect to. In order to move things forward, forward in your life. And so speaking can be used in any sort of environment. Now, most of the people that are watching this or listening to this are entrepreneurs. They're salespeople. They're people that are wanting to start their own enterprise. They're someone that needs to influence somebody in some way, shape or form. And you are just literally the master at doing this. Like I mentioned, you not only have been paid for over 3,000 presentations, but you've actually critiqued some. And for those of you that, that are not in Genius Network, Joel literally critiques the 10 Minute Talks. We have this great process called the 10 Minute Talk, where in 10 minutes our presenters share a best practice idea, a strategy, a method, something they have done or are doing that's been worth at least a minimum of $250,000 or more to their business. And if they actually deliver on that promise, every minute's worth $25,000 in value. So how does someone speak to where every minute is worth $25,000? And then Joel literally critiques the person. So we do the annual event. We have these powerful speeches, which is why Genius Network is literally considered one of the top places to learn ideas worth implementing, ideas worth using. And you critique all of these people. And you also have emceed the last two Genius Network events. So you are surrounded by the world's greatest speakers and presenters all the time. And there's a lot that you've learned from it. So with that long tangent I just went on, how would you define speaking? I mean, people can hear. Okay, we're going to hear a couple guys talk about speaking, but I really want the audience to understand the importance of this and that this is a skill that can be learned.

Well, there's different kinds of speaking. You mentioned that we're always speaking. We're communicating. You and I are communicating, but a lot of people are joining us, but we're really only talking to one. Just you. So it's always one person. If you're in front of a large audience and you've been in front of large audiences, if you have a thousand people, it's still only one person. It's just replicated a thousand times. So there are entertaining speakers. Speakers that. It's like going to a movie. Why do you go to a movie? To relax, unwind, be entertained. And you come out and say, boy, that was a great movie. And you have a good evening. And there are many speakers like that. But hopefully our listeners want to grow their business through their ability to Communicate, which means action must result. And that, to me, is what makes an effective and great speaker, is when a message is delivered and something happens and that something is so positive in the person who heard that idea that they grow their business.

Right.

And you don't need to be humorous, high energy, charismatic and dynamic to have ideas that are worth implementing. So to me, what makes a great speaker an effective speaker is when the audience acts. And if you think, how many people have you heard in your life and you say, oh, he was a great speaker. And if somebody said, okay, Joe, based on what you just heard a year ago you told me that was the best speaker you ever heard. What did you do as a result of what he said? Right. Nothing. Then he's not a great speaker. But you could hear a boring, dull person that would change your life. Now, let's talk John Paul DeJoria, who was one of the keynote speakers at the 2015 annual event. Okay. In my opinion, of the 24 speakers, he had the greatest impact on the audience. Because I have heard, knowing so many of your members, that that message, which was two words, be nice. Be nice. And I've asked members who were in that room, how many times have you thought, oh, almost every day I think of what John Paul said. I mean, here's this billionaire running all these companies and the key is, be nice to people, be nice to your employees, be nice to your customers, be nice to your family. Action resulted from his message. But he was quiet. He didn't have any humor. He sat in a chair and he talked. But what he said was so profound.

Do you think it was just because of my speaking skills?

It was your interviewing, I think, that probably drew that out of him. He probably never thought.

Exactly.

Because you're so nice. I look at you and I just want to be nice.

I'm a prince.

Yeah, you are a prince. Not really. Yes.

But I hear you think the.

Effective speaker is the one where the audience acts on what they say. So if we think of the genius network speech I've heard and critique 200 of the 10 minute talks over these years, I've been involved. Now you have me working with them before they give this speech, so we get them even better. Yeah, but at our last meeting, as an example, we had a speaker who was not a speaker, who never spoke really in front of a group, but had a message. And that was on Retargeting Jimmy Harding. And in the introduction, which I worked for you, we said that he's not a speaker. But this was an important subject And I think if we look back on the results of that meeting, more people acted on that idea than almost anything else that was said in those two days.

So how much of the ability to be persuasive has to do with the content versus the delivery? Now, of course I'm asking you questions that some of them I know the answer to. But I want to make sure that the person we are talking to here actually kind of gets that. If someone has incredible content or a great idea or a secret or something, but they're not really great at delivery, how much versus someone is just polished and has an incredible presentation style, but their content is just mundane or boring. I mean, you can really take something boring and make it sound amazing, or you can take something really amazing and have it not sound all that amazing based on your ability to communicate.

Well, there's a system, and that's what really my ultimate speaking system is built on. What I've Learned in these 42 years and watching and critiquing over 10,000 presentations is it starts with the audience. If you always begin with who is the. So before we did this interview, what was the first thing we went over? Who is our audience? So that's the first thing, if you know who your audience is. The second thing is, I call it the NFV formula. What do they need to be doing they're not doing now? That's the end. The F is fear. What are they afraid of, worried about or concerned about? And the V is the victories. What are their successes or achievements? So if you know what the audience needs to be doing, you know what they are concerned or afraid about, and you know what their successes are, then. And this is what I do with all of your 10 minute speakers. And that's what we did with this retargeting with Jimmy Harding was, okay, let's think of this audience. They don't know what retargeting is. Remember, you're the only one that knows this. So you can't think like a speaker. That's the mistake most speakers make. They think like a speaker. You have to think like the audience because you're there. Because you know something that the audience doesn't know. And you've got to make it so clear. Then the next thing is in one sentence, based on what you know and you know who you're talking to, what are you going to talk about? So that was the other thing. Once we talked about who our audience is for I love marketing. Then we said, all right, what's the golden thread? The one Sentence that this whole interview is about using speaking to grow your business. That's what it's about.

And so by the time everyone is done watching this, they will have learned and have thought about and have seen and demonstrated different ways that they can use speaking to bill and grow their business. Of course, we've already gotten into that. That's the point.

But we're not talking about anything. We're not talking about marketing computers. We're not talking about Facebook ads. We're not talking about any of those things, even though they could be important in marketing. Because the golden thread of this message is that specific, and that's what you need to have when you speak. What in one sentence do you want the audience to go away with? Then the next step is, what is your call to action? What are you going to ask them to do? So, on Jimmy's talk, on retargeting in talking to him, what do you want us to do? Well, I want everybody to retarget in his Louisiana accent. Okay, so now we got to lay out, how do we go about that since we don't know anything about it, Give us the steps. So by the time he finished his call to action, which is, start retargeting and I'll help you, everybody said, well, I'm going to do that. And that's what you want the audience to think. Every idea should elicit this thought, oh, I can do that, right? Rather than, boy, that's a great idea, but there's no way I could do that. And how many times have we heard that? We hear great speakers and they come across, oh, man, that's terrific. But there's no way I can do that. So there's no action. If there's no action, your business doesn't grow. Something has got to happen. So that's the criteria for why I see speaking is not a performance. It's not in a delivery. It's in the clarity of the message. And if you can deliver it with humor, visuals, powerful stories, high energy, because that's who you are, that can enhance it. But it's certainly not necessary. Because if I look back in all the years that I've been in, audiences watching speakers, the majority of those that have left the impact were none of those kind of speakers, because it wasn't about the speaker, it was about the ideas. Right? So that would be the criteria. How can you make your message action focused and reasonable to that audience based on their needs, fears, and victories?

Love it. Love it. Well, okay, as an aside, this is a very special Day like you are here. This is the most important thing that I think will be happening today. It's your 53rd wedding anniversary.

53Rd wedding anniversary. And my wonderful wife Judy is sitting here watching us because she wanted to be with you on our anniversary.

And I appreciate that. Judy, seriously, this is beautiful. So, I mean, look, I know the golden thread is we're supposed to be teaching them how to use speaking to sell the business, but how did that happen? I mean, you obviously had to use speaking in order to first get Judy to go out with you. And then throughout the years, there's probably been many speeches that have had to been done.

Well, you read in the introduction, I couldn't speak to anybody. I mean, I was shy. I had.

How long were you married before you actually were bumbling around trying to figure out how to make this work? I mean, how long into this. Kind of. Give us some background of how did you become Joel Weldon?

Well, I was always Joel Weldon, but I didn't.

No, but I mean, the. Joel Weldon's professional speaker. Joel Weldon.

Well, I was a carpenter till I was 25. I was in the construction business out of high school. I took a building construction course and then could only work with my hands because I couldn't deal with people. I couldn't talk. I wasn't comfortable. Never spoke in high school. Maybe you had the same thing. You were shy. That was your background. You were a carpet cleaner. You weren't a speaker.

Yeah.

And then something happened. When you were 24 years old, you gave your first presentation. 52 people, right?

Yeah.

Paid $97 to hear you speak. And you were terrified, right?

Terrified. I was sweating bullets. It was nauseous.

But you made $5,000 selling those tickets. And you sold $12,000 worth of products at the end.

Exactly.

Which meant you were a terrific speaker. Yeah. Because look at the action. Even though you were uncomfortable, nervous, and in your mind, ineffective, the results were. Look at the action that came out of that. So based on that, I had not gotten to that point at age 25. You were a year ahead of me. And then I heard an opportunity to go sell encyclopedias door to door, which would be for a guy who couldn't talk to anybody, to become a salesman was ridiculous. And when Judy heard the presentation and we had been married. Well, she was 19, I was 21. So four years of marriage, no kids yet. And I said, well, I'm going to be a commissioned encyclopedia salesman. What do you think? She said, well, you could do that? Well, I couldn't do that. Have you ever done something and you failed miserably at 1200 sales calls in 4 months? 1 sale.

Wow.

$48 commission.

The bigger question is, what kept you going?

Well, I was persistent and stupid. I just had a great approach. Knock, knock. You don't want to buy any books, do you? I mean, that was my approach. And they'd slam the door, and I go to the next door. They just said, the law of averages will work. Well, I didn't realize that meant if I was doing it, the manager didn't have to go out and knock on doors because.

But truly, you're not exaggerating this. 1200.

1200. I had all the records. I had to turn them in, and $48. And then Vernon Cavill was my sales manager, and I made one sale, and her name was Irene Dunn in Bayshore, Long Island, New York. I knocked on her door and I said, you don't want to buy any books? Because I had that presentation down really good. And she said, we love books in this home. What are you selling? I said, it's the World Book in childcraft. She said, world Book. I've wanted to buy that. I didn't know where to get it. Come in and I'll give you a check. I said that. She said, she comes out with a checkbook, and she says, how much are they? And I said, I don't know. Nobody's ever asked me that. Can I use your phone and call the office? I had no idea. I never had gotten that far in a presentation. So I called the office, and they told me it was $199. She wrote a check, and I turned it into the office. And the big boss, Mr. Cavill, was there, and he said, oh, tell me about the sale. So I told him what I just told you. He said, so you didn't create need. You didn't overcome objections. You didn't close. She just gave you a check? I said, that's right. He said, you're the worst salesman I have ever hired in 22 years, and you will never make it in this business with the attitude you have and the skill set you have. Go back into construction and work with your hands unless you can change your thinking about yourself. I said, how do I do that? He said, I'm going to give you a record to listen to. And he gave me Earl Nightingale's Strangest Secret record.

You have a copy here, right?

I did bring a copy, yeah.

Because I was going to grab it from downstairs, and this wasn't like a total setup.

Either.

This sounds like a total, but we even mentioned beforehand that you have a copy of.

Well, this is the gold edition of Earl Nightingale's Strangest Secret Recording. I never heard of Earl Nightingale. And you might not have heard of Earl Nightingale. Earl Nightingale in 1956 recorded a record. And when I say a record, we're not talking about a big cd. Yeah, this is a real.

Yeah, this is an lp.

This is a real beautiful record. And that record became the largest selling recording of a spoken word message ever and still is today, the largest selling spoken word message. So he told me, take it home and listen to it. And I had no idea. I said I thought it was a dancing record because I didn't know what else was on a record. I said, I don't dance. He said, no, it's a talking record. And I heard an idea that changed my life.

Well, what was it? What did you learn?

He said, well, the strangest secret is the statement that you know so well because that's one of your favorite recordings, right? Is that you become what you think about most of the time. And then Mr. Nightingale said, what have you been thinking about? Do you think about what you can do or what you can't do? And I realized at age 25, all I thought about was what I couldn't do. Three coaches asked me to trial for athletic teams in high school. I never even went out because I didn't think I was good enough. I never gave an oral report in school because I was sure I couldn't speak in front of a group. So after hearing that record for a whole week, Judy and I listened over and over, we took notes and we thought about the idea. What if I change what I thought about? What if I thought about that I could sell that product and that these are wonderful tools to help kids. If I had had something like this, I would have done better in school. I mean I was in the half of the class, made the top half possible. I mean I didn't do well in school, right? I mean I couldn't even leave my Sunday school class in silent prayer. I mean, that's bad. I mean, and then I heard this. So I went out with a different attitude of what I could do. And I knocked on four doors, I made two sales and I doubled four months of production in four hours.

Wow.

And I had an old beat up Volkswagen with a crack in the rear view mirror. And I can remember I looked at after I got the second sale, I looked and I said I did it, I did it. And I thought what Did I do? Same territory, same product, same price, different thinking. What if you just altered your thinking about what you could do in your business or with you speaking? And that was like the key to everything. By the end of that year, including the first four months, I was the number one salesman out of over a third thousand that worked for Mr. Cavill. I was unstoppable. I didn't know anything about selling, but I was just so excited about the product. And that enthusiasm and sincerity was catching. And it was a great product. World Book was used in all the schools. It was not a gimmick. It could be purchased at $10 down and $10 a month. And mothers bought it because they were a home. This was in 1967 through 1969 that I was with Mr. Cavill.

I was born in 1968. So right in the middle.

Yeah, right in the middle. When you were just born, I was learning this. So that's Earl Nightingale's great contribution to the world with that message. And even today, people who hear it are still touched. Chelsea, your camera gal was saying that it's so relevant today. But think about that truth that you become what you think about most of the time. What do you think thinking about I'm a terrible speaker? Well, duh. If that's what you think about, that's what you become.

You know, it's funny too, because we have like Vic Conant.

Sure.

Lloyd Conant. Earl Nightingale started Nightingale Conant. And I still to this day have the number one selling marketing program in Nightingale Conant called Piranha Marketing. You can now buy it on audible.com which is owned by Amazon. But basically, we live in a day and age right now where there's so much content, there's so much information. What you just said will impact the person who's listening and takes it seriously and really thinks about it. And there's so much really interesting and valuable and useful information out there. We're drowning in data. I think people are still starving for wisdom. It's the ability to take what you just said and really believe it and integrate it and make it part of your life. Back in 1967, there wasn't a ton of self help books available. Yeah, he was the guy.

He started the industry learning by listening.

There are so many people that will watch this and listen to this that have no idea that because of the strangest secret in the industry that started, they're probably doing what it is they're doing. Especially people that are information marketers or people that are authors, people that run Seminars, I mean, so much of it had been influenced by that. And so I think people would be far better served to. Instead of reading a bunch of books or attending a lot of seminars is to master a book, master an idea, really hear something and do something with it. So when you heard that and you and Judy were listening to it over and over again and you changed your thinking, the question which sounds, I mean, I have my own version of how I think about this. I would almost like to ask you, if you can, to describe how does one change their thinking? I mean, you hear an idea and you change your thinking. Because I've seen some people that you give them an idea and man, they do something with it. And other people, they hear it. It's kind of like the Stephen Covey quote, to hear and not not to do is not to hear, to understand, but not to do is not to understand that sort of thing. So how does one change your thinking? Because you just laid out the essence of the strangest secret. And for someone that takes that and changes their thinking with it, it could change their life. I mean, your story of how you went from basically being a loser at selling to being the top one out of a thousand, that's a big deal. And you did it by shifting the attitude, by which of course, your behavior and everything came after that.

So how does one do it? Well, you know, in Genius Network we have really geniuses. You've got Dr. Robert Cooper, a neuroscientist, and you've got so many people that are experts in the. I don't know any of that stuff. I mean, I come from the construction world, you know, no formal college education. But I do know this, that when people do something that works, you know, I did this and that works, you know, if I want to do it again, if I did the same thing, it probably would work again, right? That people see that. So that's really what happened that day in that beat up Volkswagen with the crack. And I looked and I said, what happened? Same product, same territory, same price. Everything was the same. What was the variable? My thinking. What if I could think that way every day? And like that I became a different person.

Because I'll tell you, I mean even right now, every time I meet with you, you are enthusiastic, you are excited. I mean, I've never seen you looking. Not that you don't get this way, but I don't see you get overwhelmed. I mean, I look at myself and I make jokes about how I can go in different moods and I've got all These dysfunctions and all this. But you're just smiling, you're happy, you're effective, you are on all the time. And so it's really an expression of you have really integrated this into your whole being. I mean, this is who you are.

Well, it's what Earl said, if that's what you want, that's what you think about. That's why I have a wonderful wife, I've got great kids, I got a terrific career, I live in a wonderful place. And if it isn't, we improve. Let me just tell you what one other thing that Earl taught me that very few people have ever heard, because he taught it to me in my fishing boat up at Lake Powell. We started when he and I became friends. And for the last three years he lived here in Scottsdale.

And last three years of his life.

Yes. And I took him out fishing to Saguaro Lake, bass fishing, because he liked to fish. And we talked about the idea of changing or improving. And he taught me the 51% rule. He said, joel, so many people go through all these different changes in their life. You know, they change spouses, they change homes, they change jobs. They're always changing. Here's the rule. He said, If 51% is positive, you improve it. If 51% is negative or more, you change it. So if you're living in a home and there's not 51% positive about that home, then go get another home. So we have lived in our home 45 years, right? It was 1900 square feet when we bought it. It's 8600ft now. It's increased in value tremendously. But we have improved because we had a great location, we had a terrific piece of property. There were things wrong with it. So when it's 51% positive, you improve it. A marriage isn't 100% perfect, but ours was 51% or more positive. So instead of changing spouses, and I'm sure there was many days Judy would have said, there's got to be somebody other than you, right?

But I would think so.

51% positive. So she kept me. And now we've had the 55, 53 year run for doing it. So that same thing is to the business that you're in, I mean, everybody's looking for another business. What about the business you've got? If you made a list of all the things that are positive and negative, if you have more positives than negatives, then you improve it. Then you take marketing. You use all the things that you teach and you become part of Genius Network and you start getting new ideas and you grow. And that's been our one word motto since hearing that is improvement. So everything's got to improve. I mean, I'm in the best shape of my life. I'm 75, coming up my next birthday. And there's nothing physically I can't do that I've ever done before. And many things I can do now that I never could do before because I want to keep improving. That's why I'm paying you to be part of Genius Network. I want to get ideas like that and started a whole new business online of my speaking program as a result of Genius Network and all the ideas that are coming. And what about you? As you're listening to this, are you thinking about what can you improve? Don't worry about change. Change the bad things, improve the others that are 51%. And I'll never forget the day sitting in the boat when Earl told me that, that it made so much sense. And when you think, think about your job, your relationships, your income, we can improve those things. And that's why we need speakers who have ideas that can move us into action. And there are things, you know, that could help people improve. And that's why speaking is such a great way to grow your business. If you can talk to your customers about ideas to help them grow. And you do that at every monthly meeting. I mean, I listen at the end to all the testimonials of all the things people got out of those two days in this wonderful facility you've created or at the annual event. Now coming up to my third one at that. I know what's going to happen at that. And you just need one good idea.

But you have to act on it totally. Well, okay, so that was a great lesson for the person watching this if they really want to take that seriously. Now, I got to show you your business card. You have this business card that says, success comes in cans, not in cannots. And then of course, it says, here's what you can do. Keep this can in a conspicuous place as a reminder to yourself of all the things you can do. And here's what we can do for you. Custom corporate seminars and audio programs of leadership, sales, and personal development. And then the ingredients of what's in this can, because, you know, how many of these have you distributed?

Over half a million.

Half a million. So it says ingredients, commitment, courage, faith, goals, imagination, creativity, honesty, persistence, knowledge, defined values, focused thinking, a sense of humor, and a positive I can attitude. And of Course, that's on the back there. Like the ingredients. And do not open can contents. Inedible only. The message on the label is important. And so you have. Your Success comes in cans.com is the website. But the point is, like, for one, it's unique. I think this is really clever marketing. But there's a point behind it. Success comes in can. So everything that you just described is really. It's not a matter of can, it's a matter of won't or whatever resistance that someone puts up. I mean, both of us are converts of a system, right? I utilize my marketing to get me out of a trap. I was a Deborah carpet cleaner, doing good work, ethical, I cared. But it had nothing to do with actually making any money until I learned how to translate a communication into an offer and get people to actually start hiring me for my carpet cleaning services. And then, of course, I turned that around and that led to me teaching others in that industry. And then that led to what I have today. Well, in the same thing, you're a convert of your own system. So anything else you'd like to say to the whole ability to what you can do with speaking? Because we will cover some of the mechanics of speaking. You have a whole system where people can actually learn.

Oh, yes.

People can hire you if they're willing to cut a check in order to do that. The thing, though, is get them to believe that there is a possibility. And so on the tail end of what you just said, which was very motivating and inspiring, I want to try to clinch as much as I can for those people that are out there going, yeah, I've just. I've been bumbling around, I've been failing. And I actually can shift that very quickly, because you can. I've always loved the saying, today is the last day of the way you used to be. Or every passing moment is another chance to turn it all around. And every moment of everyone's life, there is the possibility to go ahead and make that shift and do something. And I'd like to utilize our conversation here to be that vehicle for the person that's out there watching that is just literally on the edge. And there's that fear. And so that's kind of what I want to go into. And I think, you know, one of the biggest things we hear all the time is, well, yeah, you know, speaking, but I'm scared. I mean, I don't want to get up in front of crowds. I'm an introvert. And all of the things that come along with It. So I want you to speak to. What is the message on that can? And I want you to speak to the fear that people have with speaking. Then I want to talk about how do you actually do it?

Okay. I don't know. You need to talk to Dr. Sean Stevenson. He's the psychologist. He knows how the mind works. All I know are very simple truths, and here's what I can say. If you're terrified of speaking, don't speak. Make a video where you don't have to get in front of an audience if it's. That's the case. Or do what Ben Feldman did. Do you know who Ben Feldman?

I do not.

Ben Feldman was an insurance salesman for New York Life Insurance, and he died in the early 90s. I heard him speak in an event. He was considered, along with Joe Gandolfo, the two greatest insurance people that have ever lived in the insurance industry. Ben Feldman was a short, stocky, overweight, bald guy that lisped, that was terrified of people.

Wow.

And I heard him speak at an event behind a curtain because he couldn't see an audience. There was a stage with, like, a shower curtain and a chair. And he was introduced from behind the curtain. And in a very quiet, nervous voice, he Talked for about 40 minutes about how to sell insurance to insurance agents. The standing ovation must have been three or four minutes long. And he never stepped out from behind the curtain, really. And he was a legend because what he said was so important. He never got over his fear of speaking. He was 81 years old when he died, and he was speaking up until the end. And he never conquered the fear. He spoke behind a curtain, but his message was so powerful. Earl Nightingale, the dean of personal motivation that we talked about earlier, was a very ineffective speaker. If you saw him today on a one to ten scale, you'd give him a two or a three, stood behind a lectern, didn't look up, and he read his speech. And he changed lives because what he said was so clear, was so powerful, so impacting, and so effective. So you don't have to be different than who you are now if you start doing it. And using you as an example, when you were doing that first meeting, when you were terrified and you've shared your addictions and your insecurities more than anybody I've ever known, is so open with that. But I don't know exactly, but I'm taking a guess that when you finish that event, when you got almost $5,000 in registration fees and $12,000 in product sales afterwards and looked in the mirror that maybe next morning and said, you know, Joe, maybe you could do this again. You just did it and look at the results. Okay? Now, when you do all these meetings and speak and you always share that, you don't like to go to cocktail parties, you're not an outward, gregarious, normal kind of person. Like, I mean, this is the way I am all the time. I just love to talk to people. I'm happy. And why not? I mean, that's a choice. But if you're not, it's okay.

I just think you have more dopamine and serotonin than I do.

Well, you know what I eat and drink, right?

Yeah, you are very healthy. That has a lot to do with it, which is a whole other thing, too. We could say belief about one thing, but Joel exercises. You eat well. I mean. Yeah. This is a lifestyle all day. When's the last time you drank? You had any fast food?

Fast food? No. I drink only water for the last 35 years. I gave that talk on an epiphany. Yeah. How my whole life changed on an airplane because I heard one idea. He was a speaker. Well, he was a speaker because he was talking to me. Yeah, but he. What he said was so profound. So I stopped eating crap, started eating chicken and fish and fresh fruits and vegetables and gave up everything and only drink water in one day and never went back another. Never a sweet in 35 years. And in at 40, I was tired. I mean, he said to me, what do you do? You look so tired. I said, I'm a professional speaker. He said, how long did you speak? I said, two hours. He said, how do you get tired speaking for two hours? And how old are they? I said, I'm 40. He said, you're an idiot, you know? And then he threw all my food on the floor because I was eating crap from the first class table on American Airlines. So maybe they could watch that talk on Epiphany. But anyway, the same thing with speaking, that if you're terrified of something, there's a different approach. Like people who are afraid of heights, then they go up and jump out of an airplane to face that fear.

I've done that.

Okay, but if you're concerned about speaking, then don't do it. Look for an alternative. Make a video. And if you get good feedback, then you'll have the confidence maybe to go and join a Toastmasters club. And that's what I did. Because I didn't know how to speak. That was the turning point, right? Here, where your office is.

Well, there you go. Okay, so let's talk about speaking then. Not that we haven't been, but I want to talk about the mistakes that you see people make when they're speaking. What are some of the biggest ones?

Biggest mistake is not thinking like the audience, is thinking like a speaker. And, you know, I'm just so passionate about this. Who cares? I want to tell my personal story. Nobody cares about you. They care about themselves. Now, your story can be a tool to help move the audience into action. But if you accept my premise that what makes an effective speaker or presentation is if action results, do you accept that premise that if you do a meeting and people act and implement the ideas, this was effective?

Well, in the context of if the goal is to actually build and grow your business, yes. If your goal is just to entertain people and make them laugh or whatever.

Well, then if the goal is to be an entertaining speaker, you measure it by how many times the audience laughs. And if they laugh 50 times in 30 minutes, that was an effective presentation. But if your goal is to get them to do something in healthcare, like Dave Berg. Dave Berg, one of your longtime members of Genius Network, we worked on his presentation a year and a half ago. He started a new company called Redirect Health because he discovered our health care system in the United States was not effective and he implemented it. He has 400 employees, so he has a big company here in Phoenix, and he implemented it and he saved himself so much money, he shared it with his friends and they implemented the system and they saved money. So now a year and a half later, he has 100 companies that have signed up with over 5,000 people using redirect Health to have better health care. And Dave gave a talk about this, a 10 minute talk that changed people's thinking on the health care system.

And by the way, because we mentioned earlier your epiphany, if you actually want to set Joel in action, we're going to. We're literally, as we're doing this interview, we are building the GeniusX platform. And so a lot of your talks are going to go on there so people can actually see some of your 10 minute talks, see other examples of 10 minute talks. So since we brought up the 10 minute talk, you'll be able to see examples on geniusx.com well, you need a.

10 minute talk for whatever your business is, because in 10 minutes. And this is the man that created it. I never heard of this idea before, but it's so difficult to concise what you do in 10 minutes. So you're talking about the health care system, a tightly different mindset. And he was able to do it in 10 minutes. And now the growth of this company has resulted from his ability to stand up in front of a group and communicate an idea and get action. And that's what makes Dave Bergen effective speaker, Not a great speaker as far as humor, energy, charisma, like a Tony Robbins. Nothing like that. The message is the key. So John Paul de Jure, be nice. So many of those simple little truths, Earl Nightingale, that you become what you think about.

Yeah, got it. So how do you constantly improve and grow your skills, your goals and success as a speaker and as an entrepreneur?

Well, I told you, that's the basis of everything in my mindset is improving. Because if you're not getting better, you're getting worse. You can't stand still. So you're either moving forward or moving back. If you're alive, everything grows or it dies. So if that's the case, the only way, you know, I call it numbers. You've got to measure it. Right? So if you have a business, how much did you sell last year? Okay, what's that number? Well, how much are you going to sell this year? It's pretty easy to see. Did it go up or did it go down?

Right.

So if you implemented some of Joe's marketing ideas and your business grew, then you would say, okay, maybe I should implement some more of these marketing ideas and grow it again. And then Dan Sullivan, a strategic coach, one of your longtime friends and members of Genius Network, talks about 10xing things. That 10x is easier than 2x instead of doubling it 10 times it. But you do that with ideas. So you need numbers. You need to know where you are.

Right.

And I'm a numbers fanatic, so I keep records of everything. I mean, how do I know I'm improving? Unless you know where you were.

Good point. I mean, there's a lot of people that just do not track anything and then they don't have any way of even knowing.

So.

Awesome. What are some of the best ways? So I've got some different questions here that I think would be really valuable for you to dig into. So what are some of the best ways to develop a message and create a credible and emotional connection with your audience?

Well, how do you develop a credible message? I mean, that's really the key. You gotta know the audience. It's gotta be credible to that audience. Since you're such a health fanatic, I mean, you work out all the Time you stay in great shape. So if you were going to talk about fitness to Olympic athletes or in this room we had overweight teenagers and in this room we had pregnant mothers. But our subject is fitness, health and nutrition. Now would you need a different presentation for an Olympic athlete versus a pregnant mom?

Yes, you would.

Okay, but could there be some similar themes through that?

Absolutely.

Some of the principles wouldn't change. That's what most speakers don't do. They have a talk on health and nutrition, not realizing they're talking to Olympic athletes or pregnant mothers or overweight teenagers. So if you always start with the audience. So in all my years of speaking, I've never given the same presentation twice.

So you don't have what many people refer to as a signature speech.

I don't have a signature audience. If I had the same audience on the same day at the same time, I could give the same speech. But since. And I go back many times to the company's train. Air conditioning company, State Farm Insurance hired me in 1974 and they still hire me 40 some odd years later. But I've still never given the same presentation twice because the Trane air conditioning company has changed tremendously in 40 years. All the needs have changed, the fears change. So if I go back a month later, they say, we want you to do the same presentation. It's not going to be the same because the NFVs have changed. So you don't have. You can have basic truths like your talk on nutrition and fitness, certain principles, stories you can use, but you've got to reframe it for the Olympic athlete. Different than the pregnant mom.

Interesting.

And the same thing when I encourage all of the speakers that speak at Genius Network, who is. So we look at the member directory. Joe, we had 72 people at the last meeting. So I had the speakers that I coached before the meeting. Let's look at the directory. How many of these are online marketers? There weren't that many. We had real estate people, we had people that owned supermarkets in the east. We had people that were in brain work. We had all different kinds of people. So Jimmy realized if we're talking about retargeting, I better define some of these terms because these people don't know that. And that's why those presentations get so effective. And that's what you need to do. Who is your audience?

Well, let me ask you to play devil's advocate a little bit because I know some professional speakers that have made a huge. Created huge businesses with the same talk.

Absolutely.

And signature Speeches. So now granted, I am in agreement with you also that I've never given the same speech. I mean, there are things that I will talk about. I have my riffs and I tie them all together and I've learned how to do that. And I feel it's a better service to the audience to not just giving a quote unquote canned speech. And at the same time, I don't argue with success either. If someone's having success in a particular way, what I'm a big fan of is having more success. So if someone has a signature speech and they can apply it, or they go from niche to niche, for instance, if you talk to people that are in multi level companies and the multi level companies are selling, I don't even know why I'm using this as an example. But selling nutritional products, you could probably give the same speech to different multi level companies with very little if any changing. But if you have much different, you're talking to lumberjacks and then you're talking to vegetarians. It could be quite a difference. To what degree do you keep some things the same and just adapt it or customize it versus what? Because what I don't want to do is scare anyone off saying, oh, I could never give the same speech.

You know, you're bringing up a very. So yes, this needs to be clarified. So let's just use this thing. You're talking about a multi level company that sells nutritional products and you have company A that you spoke for and now you're going to company B. Yeah, I'm not saying that it's 100% different, but it's that 5% or 10% that's customized that changes everything.

And by the way, I mean, and I love marketing that I do with Dean Jackson, the very first profit activator is select a single target market. I mean, you're talking to a guy that absolutely believes the number one thing first and foremost is who's your audience. I mean, if you're going to fish, the bait you use is dependent upon what you're fishing for. And I'm not really a fisherman, so I'm just using that as an analogy. The point is though, I'm very big on identifying who is the client. You know, people don't buy from you because they understand what you do. People buy from you because they feel understood. And the more that you understand the mindset, the person, their fears, their paranoias, their needs, their desires, their perversions, I mean, everything you can, the better you're going to be Able to connect and communicate with that individual. So I'm in favor of what it is you're saying. I'm also someone that's like, replicate what you can.

Okay, absolutely. I'm not suggesting it's an entirely different presentation. So let's say you have 100 parts to this message. Stories, illustrations, examples. 95 of them could be exactly the same, but you reposition each one. So let's say company A has been established for 50 years and they have grown substantially. Company B sells the same basic products, except they've made two acquisitions and they've merged two other companies. That's a little different kind of product mix and mindset of these people. So if the speaker understood that and said, since you've just gone through these two acquisitions, we got three different groups of people in the room. We're coming together now under unified thing. Let me tell you a story. Same exact story you told under A, but now you're reframing it for that audience. That's the kind of customizing I'm talking about. I'm not saying that the talk is entirely different, but it's reframing it and reusing that. That based on the needs, fears, and victories of this group. With the two acquisitions, they're going through a lot more turmoil that this group didn't have. And once the audience knows that you know what they're thinking and feeling, that's how you connect with them. When the audience says, that speaker knows exactly what I'm going through, and how many times have you sat and listened to a speaker and said, he doesn't have a clue what's going on with me? And if you can do that, that's how you emotionally connect with the audience. Says, he gets me or she gets me. And that's where the preparation, the customizing, and the focus on the audience comes in. Not on changing your content stories, your riffs, as you like to call them. But you can reframe it.

Yeah. And I'll tell you, like that conversation we had a while back, if you remember talking about, you said, if you have a beautiful piece of art and you duct tape it to a wall versus putting it in a beautiful frame, it gives a much different presentation. So how you frame everything in speaking, in marketing, in packaging, in positioning, has everything to do with how people respond and how you enroll people in. So I just even love the term of reframing, because listening to this, think about all of the things you say, how you present yourself, what you communicate, not just in speaking, but in your marketing how you frame everything has to do with how people see it. So there's such an emphasis today than there was 20 years ago on PowerPoint, on Keynote, on visuals. And so I wanted to get your perspective on the best way to use visuals in a presentation, because I can do it with or without. And some people, they literally do visuals, and then they talk about the visuals. But there's all kinds of ways to do it. You, more than anyone have seen because you were speaking before, I think computers existed.

Oh, yes. Definitely.

Yes.

Yes. I mean, I am so old. I was a busboy at the Last Supper. Okay. I got an autographed copy of the Bible. I've been around a long time. That's awesome. So here's the rule on visuals. A visual needs to enhance your message. Clarify it, enhance it, or make it more impactful. And the other rule, if you're using any kind of visual, and it's so simple, but watch what happens at your next meeting, any meeting you go to, the only thing on the screen should be what's coming out of the speaker's mouth. So if you have five bullet points, five steps to marketing, and you have them on the screen with five bullet points, the audience is already past number one, and you're talking about number. They're not even hearing what you say. So you use five slides, right? Simple thing like that. So I brought along some visuals to show you. So I work a lot with financial advisors. This is a terrible visual. Do you have any idea what this is?

It's a graph.

It's a graph of the US federal tax bracket history from 1913 to 2009. Okay, can you. Can't even see it sitting next to it. All right, here's another one. Be a terrible visual. Now, here's one that gets a little better, but there's four newspaper headlines that should be on four separate slides. The Wall Street Journal on its own slide, Barron's on the other. Forbes on the other. So then, in working with financial advisors, we've made an adaptation to put something like this on the slide.

Why do you take risks? Okay.

Profit, risk, loss. Simple thing.

And if you're listening to the audio version of this, just suffice it to say that, yeah, there's.

So we showed very complicated slides. Now here's a visual. Being creative. You know, plumbers can be creative.

Oh, yeah.

Creative Plumbing Company. Have you heard about them? In our business, a flush beats a full house. Okay. All right, so that's different. Or if we're talking about some computer technology. Now, on the Screen. We're showing a picture of a mouse at a computer. And what we would call the mouse is actually a human being, and he's moving it around. Okay. So these are visual. You can see these. So the rule on a visual in my feeling is what's coming out of your mouth on the screen. It's got to be visible. If you can't see it, it's not a visual. How many times you heard a speaker say, I know you can't see this. Then why are you showing it if you can't see it?

Okay, you got a point. So what's something about you most people don't know that would surprise people listening to this? I always love questions.

I don't wear underwear. No? No. Well, I told you about record keeping, so I brought this along. These are my workout books. You know, I work out. Every workout is locked. Every workout. Robbie's been my trainer for 14 years. 1600 first.

Let me. Let me clarify this, too, because this almost sounds like the. You didn't come up with these questions. I came up with.

No, you came up with the question.

So you're pulling out your workout. You just decided to bring this along?

Well, I was going to use this to show about improvement. You have to know numbers. Okay. So if I tell you I'm in good shape, how can I. Well, I know how much I could lift five years ago or four years ago, because we got everything written down.

Wow.

And then, you know, we have a houseboat at Lake Powell.

Yeah.

And Judy and I spend a lot of time up. This is my logbook. And in this logbook, I have every trip. And we have had 1471 nights on our houseboat since we had it built in 1989. And I have every single day what the temperature is, where I caught the fish, who we met. Now, people think this is absolutely insane.

So the secret, secret of your success is your super ocd?

No, I want to improve.

Yeah.

And you can't.

Actually, I think this is what you don't measure. I'm just annoyed that I don't have something like this. That's cool.

But you could if you. On what's important. Yeah. So the kids and my grandkids make fun of me until they want to know, you know, we were up here five years ago, what did we catch? I said, let me look it up, and there it is. So why am I saying that this is important for you? I'm not saying that you should do that on these things, but what's important to you? So I want Every trip to Lake Powell to be better than our last trip. So how do you do that? Well, what didn't work last time that we could fix this time? So let's. We're talking about using speaking to grow our business. What did we do the last time we spoke that could be done better this time? So I have every record of every speech I've ever given since 1974. Everything that happened, every story I told. And I have. We have a giant garage of all of these for every. Every speech. And I outlined everything I talked about.

You know, you should just do a freaking documentary. I mean, that's crazy.

Well, when somebody invites me back and I say, you know, Joe, when I was here seven years ago, you had just gotten a house in Tempe. Do you still have that house? And people say, how the heck did he remember? Because I had it in my files, and it was part of the presentation because it was customized. So one of the things that's kept our business successful is having these records. Gives me something to look back on. So Sun State Equipment is a local company here. They rent construction company all over the West. I just spoke at their annual leadership meeting, the sixth time since 2001 that they've had me back. Well, I have the records of everything I said at every one of the meetings and who participated or who did something crazy. I said, you remember five years ago when that Joe Polish ran up here and grabbed that can? Because I said, who wanted a can? Is Joe still in the room? Boy, he's present. This is about us. He's talking about our company. So there's a reason to do it. I know people look at it and think that this is some obsessive compulsive. I don't record everything like that, only the important things. My speaking, my boating, my water skiing, my workouts, those things.

Wow. I don't record everything, just the important things. That's pretty fun. It kind of reminds me of only floss the teeth that you want to keep.

Well, yes, right. I know. You're a big floss, so.

Well, so your ultimate speaking success system. Let's talk about that. I mean, you created it. What results does it do for people? Because I think after listening to something like this, it's clear that learning this as a skill set for many situations would be the biggest multiplier that you could do. I mean, I encourage people that are shy and introverted to go to improv class, go to Toastmasters, go out and speak. I mean, you can read and study it all day. Long, but literally getting on stage is really the, the key. So what is your ultimate speaking success?

Well, the ultimate speaking system is what I've learned in these 42 years of speaking and critiquing and coaching 10,000 speakers. And you know, we've got 75 Genius Network people that have hired me to help as a second opinion on their presentation skills. Sending me their slides, sending the outline, helping them understand the audience better, and tweaking the presentation. So there's really two parts to the system. One is my one on one coaching. I don't have events, they don't have to get on an airplane, they don't go travel, they don't have to leave their home. We do it on Skype or we do it on the phone. And we have people like Stefan over in England and Felix, that's a member that have given talks at 25k.

Yeah, he's in Germany.

He's in Germany. And so basically we have one on one time where we either create a whole new presentation or we improve an existing presentation by looking at how is it going to impact the audience to get the results that they want. And then I have these tools that I've developed. I have over 100 videos in our resource library. 66 of them are interviews with world class speakers on the unique thing. Tommy Hopkins, one of the world's leading sales trainers, a good friend for 40 years. So we've interviewed Tommy on how to sell in front of an audience, or Larry Wingate, the personal development pit bull who's a good friend of yours and mine. And Larry talks about how to be yourself. So these are tools to help people. And then we have all these systems on how to organize your ideas. So even if you didn't talk to me at all, if you just read the material, we have a toolbox that I brought this along. It's a 178 page book of simple ideas. Steve Sims, one of the genius network members from our group, says he wants his son to read this because just reading it helped him so much. And then I have audios to guide you through this. So this is all available online as a resource library. And then the other option is to have me help them one on one by either looking at a video or if they're doing a podcast like we are, or if they're doing a webinar to see if there's a way to do that even better, or how to tell their story more impactfully. So one of the things that we're going to do as a follow up Is I've made a special video on how to create a 10 minute talk, how to take your message and get it into 10 minutes, all the steps. And that's going to be a free video. And we'll give them a link. They can do it just ultimatespeaker.com Joe.

That sounds very, very complicated.

That's very complicated. Ultimatespeaker.com Joe and that'll give all of the tools you need to do that and you'll see what the system is. And if it's good, then they can go to the next step on that.

Okay, so it's ultimate speaker.com Joe okay, great. So to wrap up famous last words and I would like you to kind of paint a picture of there's this word that's thrown around a lot. Reach your potential. You know, reach your potential, do your best. And potential just means you haven't done it yet. Like everybody has potential. Doesn't mean they're going to do anything with it. So there is a consequence to doing everything or anything or not doing it. And so I believe just like people that don't place a lot of emphasis on marketing or they look down on marketing. The analogy I like is, well, if you think marketing is not important for a business, it's kind of like thinking oxygen is not important for a body. Hold your breath for three minutes and see how you feel. And if I see a business gasping for cash, cash flow, money, sales, they have a marketing problem. And one of the ways to solve this is to literally become good at communicating. I mean, speaking is a marketing skill. It is part of the process of being able to communicate. And I always say marketing is what you say and who you say it to. So the message and the list. And the list is actually more important in many cases than the message because you can at least target it. Now, your ability of how you say it, the power of it, your ability to enroll, the offers, the call to action, the urgency, all of these things that are done in sales copy when you're writing an ad are also many of the elements with public speaking. So if someone just listens to this and they're entertained versus they listen to this and they actually take the advice here and go do something with it. I'd like you to paint a picture of some before and afters of what you, in your experience, people that you have taught or people that you have seen, once they've gotten up on stage, how they've actually impacted their life. And I could point to everything from Martin Luther King to Gandhi To Mother Teresa, to historical figures, to all kinds of individuals that just simply changed not only their worlds, but some of them changed the world because they would be willing to get up and speak. I mean, Steve Jobs, if he didn't start doing keynotes and speaking, Apple wouldn't be where Apple is at. So there's a lot of those sort of examples. But the person that's watching this and listening to this, anything else that could be said to them, to, you know, I want you to really drill in some pain into them, but I want you to do it in a nice Joel Weldon way. My objective is to actually have people really take this on. And your objective is to just share what you know and how you do it. And you do a great job of doing that.

Well, if I had to summarize everything I've learned about speaking, it would really be this one sentence. Speak to your audience now, whatever that is on a video, a podcast, it could be a one on one sales call, or it could be in front of a group. Speak to your audience about what they need in an organized way they can follow. And get yourself out of the way. It's not about you, it's about the them. And then if you would act. I mean, something has to happen as a result of this interview. So here's one thing you should do. Decide to do a 10 minute talk about what is important for you. What do you want people to do? Buy a product, use your service. Dave Berg wants them to use Redirect Health. Jimmy Harding wants people to retarget on the Internet and capture new leads. Dre Redfern, who talked at the last meeting, wanted people to use direct mail and put stamps on marketing pieces and showed a room full of people how to do it. And people said, I'm buying stamps, I'm getting postcards and I'm doing it.

And he's only, he's only 26 years old.

He's 26 years old. Yes. I told him I have six socks older than him. So that's an action. So what do you want to have happen with your business? And what kind of message could you put together that would convey what you do and how it helps them? And what do you want to have happen as a result? To buy a product, use your service, call you, get your book, whatever it is. But if you've gone this far in this interview and don't do anything, then all we've done is entertain you. And it's not an effective presentation unless there's action. Something has got to happen.

I'll place as much emphasis on the person getting the advice as the person that's actually giving it. Because, you know, it's a two way street. You can. I've always, I think it's an Emerson quote where you ask for a new idea when you haven't used the first one that I gave you. And there's, you know, you can doll out great sort of things, but you know, some people are winners and other people are losers. And I don't say that, I don't mean that in a critiquing way. I mean some people have a strategy for winning and some people have a strategy for losing. And if you give a winning strategy to someone that just doesn't want to win or for whatever reason they can't, then they're going to get a different result than someone that does. So with all of the psychoanalysis and everything about the brain and stuff, there's a lot that can be said of like, you know, the Henry Ford thing. If you believe you can or you believe you can't, you're right.

Or success comes in cans, not in cannots. Think about what you can do, not what you can't do. Just keep it so simple like that.

Right? Awesome. Well, thank you for spending your 53rd.

Oh, it was such a pleasure.

This is great. And so thank you for watching. Please share this message with anyone that you think would benefit from it besides yourself. I hope you found it incredibly valuable and love to hear your comments and response to take what Joel had to say and use it to build and grow your business. So we wish you the very best of success.

So thanks Joel and make it a great day.