The Breath of an Angel

Hey, my friend Kenny Chapman here, the blue collar coach, coming to you from the rooftop of our hotel in Savannah, Georgia this week, where we were in Daytona last week and stopped up here on our way to see clients in Myrtle Beach. And I wanted to share a quick story about William. So last week we had some dinner with Titanium Club members of ours, our high level coaching group, and we went to Hyde Park Prime Steakhouse inside the Hilton Oceanfront there in Daytona Beach. And you know, we've all been to many nice steakhouses, high end restaurants, great present, great explanation, but this was interesting. And I want you to think about how this ties to our businesses and the different models that we might adapt, adopt, and apply in our own world. So we get seated at the table that we want and our server comes by, greets the table, gets some water rolling, all that kind of stuff, and he kind of goes away. And then William comes out. And William comes up to the table, introduces himself and said, you know, have we ever been there before? No. None of us had. Okay, well, it's his responsibility to make sure we completely understand the menu. And so he starts running through how their steaks, where they source them from, how their aged, what all the different potential preparations and all these types of things. The very first one that he explains, Mike and I look at each other and said, okay, we're in for that one. You can stop now, but please don't, because I want you to continue. So he has passion and he's going up with his voice, and he's going down with his voice of the succulent, how things taste so good. And then he gets to the wine list and he's all excited and Christy has a bottle picked out that she might want to try. And he says, you know, while that's a great, great choice, I'd like to point you over. Look at this one in that same type of area that you're looking for, the same type of taste that you're looking. This one will taste like the breath of an angel. You can't make that up. The breath of an angel. We're laughing and looking at each other like, well, we got to try that. I don't know that I've ever tasted the breath of an angel. So, you know, what's the point? Point is, was the wine more expensive? Yes. Did we invest more in the meal than we thought we would? Yes. Did we have an amazing time, an amazing experience? Yes. Did the food taste better? Because the way William explained, believe it probably did. Now, what about our clients? See, William came out. His sole responsibility was to cover the menu with his passion, with his education, with his words, with his demonstration. And then he disappeared. And our server came back and finished the evening with us. William swung back by about halfway through. Make sure all of his recommendations lived up to what we wanted. But think about us, right? We have selling techs, we have comfort advisors, we have different people in the front line explaining, going through the process. Now, many of us don't have the opportunity to have one specific person doing the education process, utilizing the best tools to help our clients understand all this value with all this passion. But we have the ability to build systems. We have the ability to train them to help them understand certain keywords, key phrases, key benefit statements. All he did was focus on benefit, benefit, benefit of just another steakhouse. Any of your competition can put in the equipment, can solve the problem, can change the panel. Whatever it is, it's how you explain it, how you go about it, and how you demonstrate that value. Bring a little William to the game this week, and until we talk again, my friends, have a better than fantastic week, and I'll talk to you real soon.