Transcript of Why Your Elevator Pitch is Failing You

Welcome to Pitch, the podcast where real salespeople, entrepreneurs, and business owners step into the spotlight to pitch their products or services and get unfiltered real-time feedback from the 38 million dollar high-ticket sales titan himself, Kavon K. No fluff, no sugar coating, just brutal honesty, Actionable Insights, and next-level sales strategies to help you close bigger deals faster. If you want to pitch like a pro, dominate every sales conversation, take your business to the next level, you're in the right place.

This is Pitch Me.

Let's get started. And we're back on another episode of Pitch Me. Today, we have Grant Fullerbach. How are you doing, Grant?

Hey, doing well, doing well.

Can't complain on this. Awesome, awesome. Where are you located, just so we know?

Yeah, I'm in the Fort Collins, Colorado.

Okay, awesome, awesome. Now, as we get into this, we always start off. Tell us a little bit about what you do, the product you have, service you have, and we'll go into it.

Yeah, absolutely. So I own and operate a company called Gofers Consulting. We are relatively new. Started at the beginning of the year, but we help builders and remodelers essentially systematize their ops using practical AI and different tools.

Okay, I love this. So consulting service, working with builders. So we're talking home builders and stuff like this?

Bingo. Yep, you name it.

I love this. So home services. So where home services and you're getting them into AI, you're helping them with AI operations software?

You got it. Yep.

Tell me. I get it, but I want to know more because what does that mean, right? Those are all vague. So tell me exactly how you... I love the business because I know that this is the big business. So that's why I'm excited.

But let's take a step back. So my background is in VDC or like visual design construction and content. So I've been in tech sales selling construction software for over a decade at this point. Okay. And so I have a pretty extensive familiarity with both residential and commercial construction. And through that experience, my roles in the companies I've worked for, generally, are around like, rep ops, director of sales ops. I'm implementing a lot of tech for sales teams and marketing teams. Through that, I noticed, well, just in the industry, I noticed that there's this tremendous gap between builders who are doing amazing work and actually running a solid PnL or forecast or training their sales team on how to actually use their CRM. I dove in headfirst into that, just ultimately helping these guys alleviate some of the issues with what's called lead flow and sales ops and Then that expanded into basically all challenges. So everything from lead flow all the way to talent and workforce management.

Okay, let's help you out here because this is just what I'm getting here. So the traditional bias, which I believe is to be true, right? These guys that own these building contract companies, they're just builders at heart. They're not actual business owners. They just want to do the job. They want to get the teams going, and that's where their focus is. They don't really know how to build this system. So I mean, let's build the systems of the business. So when you're talking about the CRM, I was like, what's he talking about? And then it got to me. You mean you're helping them actually implement CRMs into their businesses So they can actually take leads, convert those leads, and turn those leads into customers that they can actually build for. So you're talking about business operations, right? You're talking about sales teams. They're sales teams. They don't know how to run sales teams. They're business. They're builders. They've never learned how to build let alone build a business, run actual sales team. So you've come in and you do the tech side of that stuff.

You nailed it. Exactly. Yeah.

So they can see reporting. It sounds like not just reporting, but making sure the operations, the systems, things are fired during sales, people are supported, lead flows there, understanding from lead from opt in, let's call it, or for the moment they say, I'm interested all the way down to the sale, that the sale did not happen. Is that correct? Yeah. And now you've tied this into AI?

Yeah. So a lot of those... The one big, I would say, hook that I use is it really doesn't matter what CRM you're using as a builder. We're not asking you to replace your tech stack. All the AI and the practical systems that we implement work alongside the tools you already have.

Okay. Is the AI that you have, is it a system that you guys built, or do you guys build the AI their system?

Yeah, so it's actually just me, and I've built all these different... Have you ever heard the term vibe coding?

Vibe coding?

Yeah. No. Tell us, what is vibe coding? It's basically this concept that you could take an AI model and just talk to it and tell it an idea, and it would actually code it out. It would build it out as it was a developer, right? Yeah. And so a lot of these tools that I've brainstormed that work alongside these CRMs and whatnot, I've just built using vibe coding applications.

Okay. So we now have an idea of, just so we're clear here, we know who you go after, you go after home builders, and the problem you solve is business, I guess say business operations, logistics, really all of things that a typical home builder who owns a business doesn't want to deal with. They might not even know the problem that exists because they really have no idea.

Is that correct? Yeah, exactly.

So what's your client acquisition strategy? How do you acquire your clients? I need these builders. How do you sell them? Tell me about the sales process.

Great question. So the number one way that I've been able to so far is through lead magnets. I found a channel on the NAHV or National Association of Home builders, which is the biggest association in the US. I literally, every two weeks, I just drop a new lead magnet, which is basically just a new tool This is fascinating.

I'm so fascinated already. When you say this association, is it an online community?

Yeah. Then there's also every more or less larger county has its own association, too.

So you're in person?

No, I can. I can go to the Larimer County or the Fort Collins, any H-B. I think it's called Noco H-B. But this is like an online community or something.

They all huddle somewhere online. So you're going online. So you're getting free traffic is what I'm hearing here.

Oh, yeah.

So you're going online, and every two weeks, you're just dropping value with a little authority.

Yeah.

And saying, Hey, if you're having issues like this, or, Hey, did you know X, get them hooked. Oh, and then what?

And then basically, I kickstart them onto a discovery call, where I walk them through my three-step process.

Do you have, this is great. Before you get them on a discovery call, are you sending them into DMs? Are you DM setting?

Yeah. I use a lot of drip campaigns. And then I have... Somebody said it I forget who said it, but I like this idea of constant gentle pressure. Through email, LinkedIn, for different text, even occasionally. Basically, I also have a newsletter that I create through AI and whatnot. But I keep them in the know. Yeah. Yeah. For everything that I release.

This is called list building, just so we're clear. So you're list building, you're getting their email, you're getting their first name, last name, and then you're putting them onto a list and you're constantly speaking to them at all different levels of awareness. And you're building a list. That's what you're doing. You're building your email newsletter list. And then in through that, you give them a helping hand, which says, Book a call, book a strategy call. That's right. Who's taking those strategy calls? You or salespeople?

Me. Yeah. Okay.

Because you're just started, so that makes sense. Then they get on a call and you said you use a three-step process. I was like, Oh, interesting. What's your three-step process?

Yeah. The discovery call is I basically just get a high level of where they're currently at and just talk them through this. The three-step process is I a diagnostic. Or actually, I invite them to the diagnostic. It takes about 75 minutes. It's a pretty extensive calculator form thing, but it does a deep dive into their business. Their tech stack, their org chart, who's their ICP, how are they going about client acquisition, how are they finding talent, everything. Then through that, if they've I've already filled out this form, I know that they're vested in the process already. Then the second step is I take that and I run it through an AI model that says, where are the risks and where's the issues in order if they're going to continue growing as they're growing. Then based off of that, the second step is I enroll them into a... Sorry, let me back up. They do the diagnostic, we do an assessment review, where basically I take the results, walk them through, Hey, here's your risk. Here's how I can help, yada, yada. Then the second step in that is called a Map, and I call it a mutual action program.

Basically, it's about a six-week program consists of about six different modules that each have different assets and tools in them. That costs 5,500. Then after that, I enroll them into a builder academy, which is like an agile project management phase, if you will. And that's step three.

So I'm here at a three-step. This is what you're saying is a three-step process. On the call, your only job then What I'm hearing is the first call is discovery. Is this the right client and do they have a problem? If I discover that they have a right problem, and they are my right ICP, so let's talk about that. What is your ICP?

So mine is basically builders who are over 1. 5 million in ARR.

I love it. Most people don't even know that. Home builders that are doing at least 1. 5 million in ARR, right? What else? We got to have another one. What else? I don't know home builders, so I don't know what else would it be.

Big one is if they've invested in a CRM like JobTread or Buildertrend, those are the two bigger ones that are usually pre-pricy.

And they're having a good time with it, they're not having a good time with it, or they don't even know It doesn't really matter that much.

Most of the time, they're not having a good time because-Yeah, I figured that.

But I love this. I love it. And this is why you're probably doing some... I could tell you're probably doing okay right now.

Yeah, I can't complain.

The reason why, how could K. Vontel? Very simple. You know your ICP so well. You already knew what it was. And if you know your ICP, you know how to speak to them at every level. So Your ICP is very clear to me. Are you a home builder? A. Do you have ARR at 1. 5? I believe you said $1. 5 million ARR, right? And did you invest into the CRM? If you don't have these three things, I don't help you. I can't help you. I don't want to help you. Amazing. So now we've identified that those three things happen on that discovery call. You then what? You offer them a diagnostic. You say, Hey, come fill this form out. Correct?

Yep, exactly.

Do you charge for that?

No, I don't.

Why not?

Because I realized that the way that I pitch it or the way that I present it is basically, whether you want to move forward with me or not, this is basically a resource that you can use to get a better understanding of where your gaps are at.

Do you sell anything on that call or is the next step just the diagnostic?

Yeah, usually the next step is, yeah, exactly that. I have a channel partner network, so if they don't have a CRM in place or if they don't have a handful of these different tools, but yeah, usually I don't sell anything.

They go, okay, and then they get off the phone and they got to self-do this. You're not doing this for them. They're going to go input this information into the form. You wait for the form, you take the form, you put it through AI. Ai spits out what you need, and you book a second call?

Bingo.

Do you book that second call on that first call to confirm?

Yeah. I usually ask them, I walk them through the process, and then I'll ask them how long it will take them to do that or if they can get it done by the end of the week. Then if they agree to that, then I say, All right, well, I'll tell you what, why don't we schedule our next follow-up call to review the assessment next Monday?

Then you use that second call, step two call, to give them the the outcomes, and then you upsell them into a 5K, 5,500 dollar product. What's that product again?

The Map. So mutual action plan.

So, hey, here's your problem. Here's what's going to happen if you keep going on this road, right? Here's a map of what you need to do to fix it. Is that correct? And that's done with you, done for you, done do yourself?

That one is a little bit of a combination because I jump on a one call a week with them to basically walk through the tools that they have available that week and how to implement them, how to get some consistent. I have tutorials on all the tools. It's a little bit of handholding, but most of it is done for them.

Okay, I like that. Then at the end of that, the ones that actually implement and that you see that are actually doing the work, showing up, those are the ones where you offer the next level where what? They bring you in to actually do the heavy lifting, to do the consulting? What are you doing at level three?

Yeah. From there, basically, I have a really strong idea of where their gaps are. The tools are very helpful, but they're not a solve-all. Basically, from there, we put together a scope of what the next six months look like. If you're familiar with agile, there's a thing called-I know agile, yeah. Print points. I even have my own currency on how I dictate how much things are going to cost in that currency. Then we basically just take it from there.

Then what's the third offer? What's the...

Oh, yeah. I just call it the Builder Academy.

And what does that get them?

So that gets them basically two meetings a week with me where we go through... At the beginning, we're talking about what's going to be built out, how they're going to use it, and what they're accountable for, like what I need from them. Yeah. The week, basically a synap, just an assessment or a review of what's been- Like a checkpoint of where we at, what's going, what's working, roadblocks.

Yeah, I got it. Yeah, yeah, yeah.

So a lot of that part is actually taken from EOS, like 90. And so we actually built a a replicate of 90, and I can track all the KPIs is off of. Yeah. And you have like, rocks and stuff like that? Yeah. Yeah. Yeah. Yeah. Okay. And I'm assuming it's working well, like the people that are going through it, loving it. It's going great? Yeah. How much is that third product? 5,500, and then how much? So generally, we're looking at an average of maybe 7,500 per month. Okay. Oh, a month? Mm-hmm. Nice. Okay. There we go. Okay. So I built out four levels in the Builder Academy, and it's basically a roadmap. It says, you're here at phase two. In order to get to phase three, you need to do boom, boom, boom. Here's how long it will take. Here's all the things that you need to do. And so I already have my task list in front of me.

Yeah, I love it. So you're in an elevator. Someone says, what is it you do? Grant, what do you do? What do you say?

Yeah, I help builders build better systems for their business.

I help builders build better systems for their business. How does that work out?

I actually did a little bit of a role play. Can I just start over instead of doing an elevator pitch? Can I just say, Hey, Kavon, thanks for taking this call. I really appreciate it. Prior to this, I had a chance to actually look at your portfolio, look at your Instagram, and you make some kick-ass houses. I I can absolutely tell you are a world-class, if not best-end-class builder, at least in your area. But I have to ask you, and this is just a hunch, but I'm going to assume that your back-end system systems, might not be as buttoned up as the projects and the builds that you deliver on.

What do you mean by back-end system? Sorry.

Yeah, no problem. Basically, your sales process, how you're getting leads, How you're tracking all of that and your forecast, and also how you're finding your subs and your talent.

Yeah, it's quite a bit of a mess for sure.

Obviously, you're doing something right, or you're doing a handful of things, many things right, because of the quality of projects that you're working on. But apart from me just having this random conversation with you, has that been something that you focused on in the past or that people have helped you identify?

No, it's not really a big... I don't find a big deal for me. Anyways, we got so many projects on the go, I can't even keep up.

Yeah, absolutely. How are you finding those projects? Is it like word of mouth, or are you spending-I'd stop you right there.

Stopping you right there. Yeah. Because now we're doing some sales training here. I love it. You're asking about the project, but I just gave you something. I can't keep up. I did that on purpose to give you gold. What do you mean? Don't assume. This is where a lot of salespeople go wrong. They assume. They just think. Even if you know, you know because you're an expert, you can't tell them where things are going wrong because of golden rule. When you say something, it means something. When they say something, it means everything. So the only way to get them to say it is by asking the question, what do you mean by can't keep up? What does that mean to you? Oh, well, it means this and that and go, how long has that been going on for? If that was an issue, could you build more homes?

Nice.

How do you see the difference there? Now, I want to go back to elevator pitch because you didn't like that. But the reality is you're going to be around places. People are going, what is it you do? And I help builders build better systems. Like, I wish I had the button, it doesn't work. But let's figure out what does work.

What about AI? So this is the other thing. I help builders use AI to No, we're going to change it.

This is one of my biggest things. It's either as a result of, meaning as a result of what I do, here's what I do, or did you know? And I love the did you know, or do you know? So how do you relate to them? Do you know how most builders are building? I don't know your industry, so you're going to have to help me out here, but do this with me. Do you know how most builders build, I'm going to say, the best quality homes, whatever the word verbiage is, right? Million dollar homes, but the back end is a mess. Or what's the pain they're in? Do you know how most business owners, builder business owners, right? Stay up at night wondering when the next project is going to come and/or if they can even complete the project on time. Well, what I do is I eliminate, I've created. What I do is I help implement AI so the projects not only are on time, they get completed actually 80 % faster than most builders in the space. Now, I have your attention? You're not telling me everything you do. What you're telling me is, I know your problem, I have the solution.

Because then the next question is, how do you do that? Well, how I do that? Exactly this. I work with builders and then you get into it. That's the pitch.

I love that. That's the pitch. Yeah.

So it's either, do you know or did you know?

Or did you know?

Or you could say, as a result. So what does he do? Well, as a result of, right? As a result of business owners always being frustrated, home builders not knowing when the next job is coming. You got to figure out what that pain is. Or as a result of the business of home builders not being able... I almost think job completion is probably one. I don't know anything about this industry, but I'm thinking most likely job completion is probably one of the biggest issues they have.

Oh, yeah.

As a result of job completions not being done and business owners suffocating or being drowned by the bombarding of that, as a result of I've implemented an AI system that helps them get the job done faster, cleaner, more effective, 90 % of the time. That's it. Get that out. Whatever that is, nail that. Because the only thing your job is there is not to sell yourself. This is where a lot of people think, I got to sell them on the pitch on the other bit. You really think you're going to sell someone on a $50,000, $5,000, $2,000 in 30 seconds? No. What your only job is to get the second question that comes out of their mouth after what is it you do is how do you do that Yeah, I love that.

That's super helpful.

And then you have them hooked. Then you can take them to what you were trying to do with me, ask them about questions.

Yeah.

I'll tell you what you're doing. I know we're on that podcast. We're trying to jump into it, coming to the end here, you are already trying to dictate where it should go, which is the wrong thing to do. You should just be present and ask the questions and let them dictate where it should go in the terms of of what their problems are. So you are trying to force the problems onto me instead of just asking the right questions to discover what are the real problems this person has? Because here's what we do know. You know the problem they have is They have broken systems. They don't know how to hire. They don't have metrics. They don't have the thing work. And they don't know when a lead comes in. They don't know when the project is going to be complete. They're running around with their head cut off. But again, if you tell them that, it doesn't mean anything. And now here's the thing. They don't think That's the problem. I guarantee you, they think, I can't find the right people, or they think, Oh, my clients are a pain in my ass. So if you sell them systems and AI, they're not asking for it.

They don't know about AI. They don't know about this. They don't want to pay for it. I don't want more headaches not knowing that that very thing is the thing that's going to get them to where they want to go. So the whole golden rule in sales, you sell them what they want, you Give them what they need.

Sell them a vacation.

Sure. That's an old way of saying it. But for me, it's actually sell them what they actually want because they might not want the fucking vacation. They might Why don't I want a vacation? So why am I selling them a vacation? I want to sell them what they want. So in my industry, 90 % of the people I speak to think, if I have a closer and a setter in my business, my life will change. So there's everyone selling. I'll place a closer and a setter in your business, and your business will change. That's not what they actually need. They actually need what you're talking about. They need the right systems. They need the right process. Because they don't even realize getting the right closer in is not going to solve their problem because the closer is going to leave because they don't want to be hanging around with the broken down systems. But if we go to the market and I say, I'm going to help you find the right system so you can find the right... No, I'm not interested. I don't think that's my problem. It's the same thing here. And I can only imagine, again, now I'm projecting, never project your own bullshit, But you're not my prospect.

I'm not selling you, so I'm allowed to project whatever I want. I can only imagine the stubborn, pig-headed type of guys you're dealing with, the business owners. And I'm not saying that in a bad way. I'm just saying that's their mindset. It's like, they know what they want. Nothing's changing. Ai, what's AI? I don't need AI. So why are you selling them that?

I think because even though they are stubborn, it's such a hot term nowadays. 100 %. They're familiar with ChatGPT.

100 %. So you're not going to sell them AI, but you're going to give them AI.

Yeah.

So sell them as a result of AI, though. As a result. So let me ask you this, what is the number one? Because we even ask that. What is the number one pain on average that these builders are in? What's their number one? The 2: 00 AM problem, the thing that keeps them up at night.

Yeah. Let me see if I can rephrase or like a- No, I'm asking the question. What is it? It's distrust in marketing. It's distrust in an agency or a lead flow, if you want to call it that. It's these guys are so dependent on- Hold on.

I love this. Grant, I love this. I just don't want you to go down the wrong rabbit hole here. Okay. Because this is gold here. Their number one pain, their 2: 00 AM pain is They don't trust marketing companies?

Their 2: 00 AM pain is that they think they're losing money in a marketing company. They think that they're not getting the right leads. They think that they aren't getting the right type of projects.

Okay, hold on. Now we're getting somewhere. Because I'll tell you right now, their 2 AM problem isn't that they don't have the right marketing company. I can tell you that. Their 2 AM problem could be, Hey, I'm not getting the right projects. Okay, I might believe that. But what is their... This is back to your ICP.

What is their actual- The root problem, I guess, is that they can't pay their people.

Oh, my God. Okay, we're getting somewhere here. We're not cutting this off, by the way, even though we're supposed to, we ain't cutting this. We are bringing this on because this is gold. This is the real deal here. You've just said it. They wake up, they stay up at night wondering how they're going to pay the bills. Okay, so what's the stat? I guarantee you, if you did enough research, there is a stat that says somewhere, now, do you know how 90 % of home builders go out of business because they can't pay the bills for the next day? Well, what I do is that's what you're selling.

Bingo.

How do you do that? How I do that? Very simple. I implement AI in sales process and tools so we know exactly where the projects are, how they handle, how they get completed on time, how to pay your people, making sure you're not overpaying for all that stuff that they want to hear. But you don't have their attention yet. You got to get my attention by like, whoa, you're right. 90 % of home builders, just like we know this, what do they call it? Developers. Developers, people think, Oh, you make billions. They make billions, but they don't realize they're also worth negative billions, too, any given day, right? And that is scary as hell. So these builders, you know how builders want to keep getting jobs? And no matter how many jobs they keep getting, they still feel like they can't pay the bills. But what I do is I make them X. Or what I do is I make sure that they never feel that pain again as a result of putting in the right people, tools, structure, and processes. So they know exactly where every dollar is going and every dollar is coming out.

In fact, business owners who work with me not only end up having three months cash flow, they actually end up six months cash flow advance, knowing they have six months to survive on the current cash they have that doesn't even include the new business I generate for them.

Amazing.

Do I have your attention now?

Yeah. Oh, hell.

Is that a little bit better than, I help business owners build better systems.

Absolutely.

Yeah. Grant, you've been great.

You've been great.

This has been great. But here's where I got you wrong. I thought you knew your ICP. You do now, but you missed the one biggest thing. You know who you wanted to work with, that's one. But you also need to know what's the deepest, not the one deepest thing that keeps them up at night. That is their biggest problem, the thorn on their side, the thing that makes them just crawl, their skin crawl. And from what we gather here today, which I would see it because we're talking big dollars, a lot of contractors, blah, blah, blah, blah, massive problem, and that's a massive solve. Because I know if I was a business builder and you're telling me that I get to go to bed at night not having to worry, if I can pay the bills, I'll know exactly where I'm at, a. K. A cash flow sheet. Yeah. I know how many days I have to be exist. I'll tell you this, why I said cash flow seat. I was in business for six years without a cash, like an actual real cash flow. I had PnLs and all that, but I had no idea when In my head, I had an idea of when I would go out of business, but actually on paper.

And what I thought was six months, and it had been twelve months, twelve months. I used to operate like I only had six months. And I was like, I have a year at that time. You get what You know what I'm saying? Change my life. Change everything. Change the way I slept. Change the way I made decisions. Change the way how I hired. It changed the business.

Oh, I love that. Do you recall, this is just out of curiosity, what the trigger was for you to say, I got to get this. I got to actually put some time into this. I can't just rely on PnLs anymore.

When I was telling someone on a private call, I don't know what I'm going to do. I'm going to go out of business. I only have 30 days and I'm going to business. They go, How do you only have 30 days? I'm like, Because I have this expense in this, they're like, How much cash you have? I'm like, What do you mean cash flow? I go, I know what my expense is. I know what my income is. It's only 30 days. They're like, You don't actually have a cash flow sheet. I'm like, What are you talking about? You don't actually know how long you can actually really go before your own. I'm like, No, I just know in my head. They're like, And they said this, No wonder why you're stressed out. No wonder why you don't sleep. And no wonder why you're acting erratic right now. And then right away, you go, Well, if I'm acting like that on a call with a stranger, how am I like that with my team, as a leader, with my people? Probably not great. So what does that result get? And then it was just like, oh, my God, let's build it out.

We built it out in a game changer. I live by it. I actually live by. The only thing... I don't actually look at my PnL. The only thing I look is my cash flow because I just want to know how long I have to exist. And my goal now is make that day, every day, farther and farther away. I'll let my accountant deal with the PnL. I deal with the PnL on the monthly basis. I deal with my cash flow every single day. And every day I sleep and I know where I'm at. I don't have to make hard decisions or have to wonder, can I afford or not? I know exactly if I can afford. I was just working on it today because I'm bringing on an extra 20 grand a month in expenses. And I went right to the... Can I afford it? If I don't make an extra dollar, how much do I have this runs out before? How much does that kill my advancement of my cash flow? I know it all. Well, what happens if this all So in six months, does it start producing even X dollars? Okay, then that produces X dollars.

So I have it all right there. I can make way more effective decisions. I don't have to hum and awe anymore. And that clarity makes me a better business owner, allows me to have the energy. This is where people don't understand. The clarity allows me to have the energy to put in the right decision making to make more strategic decisions instead of foggy decisions that don't know if they work with me. And these builders keep making these decisions. They don't even know. They're making a decision from their gut, which is not That's always a bad thing. But without actual facts, data, and stats to show if it's the right decision or not. And you're coming in, and I could tell you're an analytical guy, you're coming in and giving them the exact same thing they need so they can rest that night, sleep that night, and not worry about it. If they can pay their employees. Worst, if we go deeper, it's not... Here we go. Last one, we're going to end it here. Three levels of pain. The first level is what we call surface level. Most salespeople, most business owners, marketing, The way they talk, you do not make sales on surface level.

Surface level pain here is I stay up at night because I don't know if I can pay my people. Second level, this is deeper level, this is business financial level. Okay, as a result of me not being able to know if I can pay my people, I'm not making enough money, or I don't know what contracts I need to get to actually pay the bills. And now my business is suffering. If I can't pay my bills, I can't afford my lifestyle. Oh, no. How am I going to pay little Johnny and little Susie and my wife? Okay. We got somewhere here. But what about the third level? Personal level. As a result of me not knowing if I can pay the bills and being stressed out and staying up by night and knowing that I won't be able to pay my bills and maybe actually have to go out of business, and I don't know what I'm going to do for Susie, and I can't afford the bills. And I told my wife we'd on the trip, and now we can't do that. How does that make me feel as a man?

Oh, yeah.

Did I ever think at 30, at 40, at 50, whatever, my life would be like this? How am I showing up to be the man for my wife if I can't even take care of the bills?

Do we have your attention? Can I call my in-laws and tell them that I failed?

Do we have the attention now?

Oh, that's great. That's super helpful.

Most people Salespeople, business owners, will won't go to level three. You want to know why? Because they're too scared to go there themselves. They're not even willing to face their own demons. So how could they ever hold space to hold the conversation to allow it to go to that level on a sales call, in their marketing, in their newsletters, in their emails, they're not willing to go there themselves.

Oh, that's great.

Yeah. There you have it. That's the Pitch Me podcast. Listen more for the tips you need.

Oh, yeah.

Did I ever think at 30, at 40, at 50, whatever, my life would be like this? How am I showing up to be the man for my wife if I can't even take care of the bills?

Do we have your attention? Can I call my in-laws and tell them that I failed?

Do we have the attention now?

Oh, that's great. That's super helpful.

Most people, salespeople, business owners, will won't go to level three. You want to know why? Because they're too scared to go there themselves. They're not even willing to face their own demon. So how could they ever hold space to hold the conversation to allow it to go to that level on a sales call, in their marketing, in their newsletters, in their emails? They're not willing to go there themselves.

That's great.

Yeah. There you have it. That's the Pitch Me podcast. Listen more for the tips you need. And you've just listened to Pitch Me with Kvonne K, the podcast where sales are redefined, objections are destroyed, and high-ticket closers are borne. Want to take your pitch to the next level? Subscribe now, leave a review, and join the brave enough to pitch live on this show, head over to www. Pitchmepodcast. Com and apply today. Until next time, keep pitching, keep closing, and keep connecting.