In this empowering episode of The One Small Change Podcast, Yvonne McCoy welcomes sales expert Joe Marcoux to unpack the secrets of authentic, effective sales. Joe Marcoux shares his personal journey from fitness entrepreneur to founder of a sales training community, emphasizing that genuine sales come from a place of alignment between mindset, heartset, and skillset. Together, they discuss overcoming resistance to sales, how selling is an act of service, the role repetition and community play in growing sales skills, and strategies for embracing failure as a path to mastery.

Guest Bio

Joe Marcoux is the founder of the Sales Objection System Dojo, an innovative online sales training community focused on helping experts and entrepreneurs build authentic, impactful sales skills. With decades of experience in the fitness and business worlds, Joe Marcoux specializes in transforming the mindset of those who dislike selling, aligning it with their passion for helping others, and guiding them toward repeatable success.

Chapters:

00:00 Introducing Joe Marcoux on Sales

06:27 Entrepreneurship and the North Star

08:26 Personal accountability in marriage struggles

10:46 From solopreneur to helping others

15:42 Reframing weight loss mindset

17:20 Importance of Consistency in Exercise

21:06 Understanding human nature in journeys

25:22 Building rapport in a sales conversation

28:27 Importance of a repeatable process

32:44 Embracing curiosity over judgment

33:55 Continuing the journey together

Quote from the Guest:

"Be open to failing. Because failure is something that is going to happen along the way... Don't quit because there are people out there that need you."

Link:

1 Month FREE in the LIVE Online Sales Sparring Dojo

https://api.leadconnectorhq.com/widget/bookings/sosdojo

Welcome to the One Small Change. I'm thrilled that you're here again to

embark on this journey of exploration, transformation with me. And if you

don't know, I'm your host, Yvonne McCoy, and I bring over 30 years of

entrepreneurial experience. And I have an incredible passion

for discovering growth through the power of seemingly small change.

And one of the reasons I do this podcast is so that as you're

on your entrepreneurial journey, you can experience some other

people and see what they've gone through and learn from them, because wisdom

is learning from others, not making those same mistakes yourself.

And I have a new friend who's coming to talk to us this

week, and his name is Joe Marcoux, and

he's going to talk to you about some things that we don't, you know, we

kind of don't like to do, and that's sales. But

if you don't do sales, you're not going to have a business.

So, Joe, thank you for being here. Devone, thank you so

much. It's a pleasure. Tell us what you do

and what made you discover that you were really good at this, and

that makes you the expert at it. So what I

do is I help people who are experts that don't

like the idea of sales and change their

mindset. Because when you change your mindset, you can create alignment with

your heart set. There's so many people that you likely know that

they're lacking something, and what they're lacking is the skill

set. So there's three most important sets. The first one

is mindset, when you can change your mindset because most of the people

that you're speaking to that are listening, they likely already

have their hearts in the right place. In fact, they're

bleeding hearts at times because they want to help people so bad

that they actually feel bad accepting money

from people doing what they're already experts in. So when

you develop skills in sales, when you develop

those skills and it affects your mindset, it will

find alignment with your heartset. So what I

do, I'm the founder of the sos,

The Sales Objection System. Dojo. A dojo

is like a gymnasium, except we do it online.

And it's a place where people get to practice their

buying conversation approach. So instead of calling it a

sales conversation, where people feel that icky feeling, we're

changing some of the verbiage so that you feel

comfortable in your own skin. Because nobody wants to be sold.

They love to buy. Me and Yvonne, let's face it, if you had an

opportunity to get together with A couple of your friends and go out and just

do some shopping. Like, ask me if I get together with a

couple of my cousins who are some of my best friends that we go out

to, like a fishing store. I could be in there

laughing my guts out all day and what am I doing? We're speaking to some

experts. They're setting us up with the right things based on our

passion. And, like, that's fun. Well, what

could happen if you as an expert could create alignment with someone,

asking them the right questions in the right order

to then get an idea in terms of what their desire is,

which is one of the key ingredients to be able to make sales happen without

an objection. So when people think, hey, I don't like the

idea of sales, you're a perfect candidate to be able to enter

the dojo and then learn a skill that will affect your mindset so

that you're in alignment with your heartset. So. So

there are a couple of things that we need to unpack. Let's go.

So the first thing is this is one of the places that I find

entrepreneurs our weakest in, and that's mindset.

And part of that has to do with the way we're

educated. I mean, we are basically educated to be, you know, work

for somebody else and be a cog, you know, factory workers in

an industry. Yep, right. Exactly. And so we have never

had. We've never learned. I call it self management. What is it?

You know, that how do I think, how do I make decisions, how do I

do whatever? And so I think they're like four.

Four levels of that. So the first is, you know, personal. Then the next is

project, which we are really good at projects. We getting stuff

done. Right, right. Then the next is managing other

people. But if you don't understand how you make decisions, if you don't

understand your own mindset, it is really hard

to do that with other people. And that's why sometimes it's really hard to

do sales. Right. You know, not only sales, but the people

that you work with. And then, you know, the bigger one is if you want

to be a thought leader or an organ or something like that. And so that's

why so many, you know, I don't know why, but I

find people are so resistant to the. The whole idea that

they need a mindset change, you know, or, you know, so for me, one of

the things that I love is that sales is really service, you know. Yes.

You're kind of being selfish if you don't. Somebody has

a need and you're keeping it from them. Yes. The other

thing that you talked about in terms of alignment has to do with what

I talk about, that the best, the best

person that you can be is yourself. Don't

worry about what other people said, because the people who are drawn to

you are going to be your best clients. If. Yeah, if, if. You know,

in my framework, the last thing is the light, deliver and delight,

the D. And I love the word delight. And so if I

can't delight you before you start to work with me, I'm going to have trouble

delighting you when you work with me. Yep. And once you work with

me, I have to continue to delight you if I want you to stay with

me. Yeah. And a retained client is like one of

the best productivity tools there is. There's no question. It's a question that I like

to ask people. What's the number one metric to a sale,

to do a service or a product or service? The number

one metric, and it's repeat business. Like, you can measure that.

And this is where a lot of people go, well, it's customer satisfaction, it's a

repeat business. Is the metric delight. This is, it is a metric

metric that you can measure. You can literally go, see, there's satisfaction. And

then you delight someone, you delight a client. You know what you're going to get?

You're going to get repeat business, you're going to get referrals, you're going to get

testimonials, you're going to get five star Google reviews. These are all things that are

also measurable. That becomes your North Star. Yeah,

absolutely. And, and it's interesting because again,

that's one of the things that I teach is dead reckoning, which is your north,

your North Star. It has to do with the fact that, that sailors,

before they had gps, had, you know, had to pick a place and

attack. And, and that's what entrepreneurship is about. Entrepreneurship is

about experimenting and, but, but always keeping

in mind where it is you want to end up so

that you can make decisions that are aligned both with your mindset

and your, you know, your heart, like you said. All right, so what was the

thing that made you get into this? Because you obviously agree on it. So,

yeah, so I started off, I'm in, I'm in my

mid-50s now. I'm at 55.

Thank you. I'm a baby who's about to have a first

grandbaby. So I'm really excited about that. By the time this

comes out, for sure, I'll be a Grandfather. And so what's

interesting is back in my late teens, I got asked to manage

an exercise equipment retail store. And by the age of 20 I opened

up my first high end fitness equipment retail store.

And I just had this love of helping people because I had a love of

fitness myself. And, and as my career

evolved and my businesses evolved and I scaled

stores, went from one location to seven locations to 38

locations across Canada, sold the shares of my business,

I, I went through something that really switched. Even

though I was passionate about fitness, I got caught up in just

making money. And this is a personal story. What

ended up happening, Ivon, is that I became a representative for a

fitness manufacturer and I was traveling a ton. And I'll

shorten the story. I was so focused on

giving my young family at the time. I was married,

had two young kids, had a four year old and

soon to be one year old at home. And then

my best friend, the godfather to my youngest daughter

and my wife had an affair while I was traveling

because I was so focused on thinking that I needed to make all of this

money to make her happy. And what I realized was

that, so that was such a big moment

in my life for a variety of reasons which, you know, childhood, my

parents got divorced. So I said I'm never going to get a divorce. And I

can tell you, even though I don't condone the behavior, I, I know that

I'm responsible for the lack of

what my wife was missing. And not suggesting that my wife was

correct in terms of her behavior, I'm suggesting, and I know

that my responsibility as a husband at the time, because I was

away as often as I was, I wasn't able to give

her what she was, she was needing. And by the way, she reached out

and I thought, you know, what do you mean? Couples counseling. I honestly thought she

was crazy to even consider it. And I can look back and I can be

100% fully accountable for my responsibility again.

What my best friend at the time did was also

deplorable. And moving forward from that,

I became a better father. I became a better, I

mean the relationship ended. I can, I'm, I'm remarried

today. Better father, better husband, better

business person for it. Because now from an

authenticity standpoint, it's not about the money.

It doesn't mean that the money's not important. What's interesting now is the impact.

And now I'm making more money and it has nothing

to do with the,

it's an important lesson. And so now, because when

I'm Able to help people become better communicators

and coming from the heart, coming from a place of authenticity.

And again, you need to be open to talking

about sometimes things like, of this nature, which is I'm. I'm

an imperfect being. And that's okay because every one

of us have to go through these hard times, likely the people

that are listening. You become an expert because you've had

to go through some stuff that nobody else else has gone through. Exactly. And

you can help others because you're a step or two ahead.

And that's where I find myself now,

where I was a solopreneur, then I was able to help

other people go through things. And now I've been able to develop a team,

and now we're helping other people who are solopreneurs to be able to develop if

they choose to, teams or not. Some people are thrilled

to just be able to hit, hey, I want to have 10 clients, or some

people want to have 100 clients, some people want to have thousands of clients.

And it's heartwarming to be able to see people

become better at this skill

of communication. And that's the moment

when I became self aware

of I'm imperfect. That journey of

personal development took off and I became a better salesperson for

it. All right. There's a lot to unpack there.

Okay. So one of the things

I think that I try to teach that we

miss so often is you only get 24 hours in a day. You don't get

24 hours to be an entrepreneur, and 24 hours to be a mom, and

24 hours to be. And so

you can be an entrepreneur, you know, 30

hours a day if you, if you so desire. We could

constantly be thinking about it. Right. I mean, that's one of the reasons I like

the Pilates. It's the, you know, one or two hours in the week when I'm

concentrating so hard on something else that I don't think about

my business. So I actually come out mentally. I'm

physically. But. But I'm mentally much

sharper. But, but my point is

part of what I see that you're doing that people

often miss is presenting

sales is part of a whole life. It's not, it's not

like isolated, you know, compartmentalized. In a place you're

saying you're doing the sales, you're building your business, but you're doing it for your

family and, you know, whatever. And yeah, and.

And that is. It changes over time.

So, for instance, right now you're excited about Your kids and your

grandkids. Well, I am, too, but. But, you

know, one of the things that has been a struggle for me is the

fact that my husband is retired. He, like, on a regular

basis, he says to me, when are you retiring? I'm

like, hey, I feel like I'm just finally hitting my straw. Right?

Yeah. And you've always got stuff to do. Like,

there's purpose behind this, you know, And. And in terms

of family, my family has never understood what I did,

you know, when my mother, you know, when I was kind of like, had to

take care of my mom and stuff, she's like, can you do this? And I'm

like, I'm working. She's like, but you're home. Right? We're

entrepreneurs. So people think they can just knock on the door and we can just

leave. Right. It's like, we got stuff to do. I got, you know,

anyway, in terms of my husband, you know, one of the

things that I have found works really well is I go, honey, when I make

this mark, then we're going on another jazz cruise. And he goes, oh,

nice. You know, I mean, it's a carrot, you know, the. Right.

Yeah. Yeah. But. But I think

I just had a client say something to me that I. You know, because I

always say so. So this is what I'll tell you if

we're being vulnerable, you know, one. I think that some of the best lessons that

I got came from losing weight. At one point, I weighed 440

pounds. Get out. Yeah. Wow. So

I lost almost 200. I. What? I. That's like a person.

It is. That's more. Yeah. Like, that's. Congratulations. Good

for you. So. So here's the thing. There are a lot of lessons in this

One thing is I've been saying for years that, you

know, I. I lost almost 200. I kept off 150. The

other day, I got on the scale, and it was like, oh, my God. I've

kept off 175 now since I've started doing Pilates,

I've lost more weight. Good for you. So the first. That's.

That's the first thing, you know. But I always had a mantra

to help me get through things, and so I've been working with my

clients to do it. So my mantra was, it doesn't matter how many times you

fall down. It only matters how many times you get up and half.

Yeah. If you get off your regimen and you go, well, I'm

going to start again in January. It'll take you forever. If you say, I'm going

to start at the next meal. It is the next meal. And Yvonne,

here's something that. From a framework, again, we'll talk mindset.

You lost the weight. And one of the things that. Because we have

some health and fitness coaches and health

practitioners, and it's amazing how we can talk to ourselves.

So just. I'll ask you this question, Yvonne, have you ever lost your

keys? Probably, yeah. So we

lose our keys, and what do our brains tell us to go do? Our brain

tells us to go and find them. Find our keys. So when

you lose weight, this is for all of your. Anyone who's

in the health space, or if you are on your own fitness journey, consider

this. Here's the invitation. Instead of saying that you lost your weight, because when

you lose something, your brain tells you to go find it, instead, think

that you let it go. You purposefully released it and you let it

go. So you've released 175lbs. You. You let

it go for the last time. And what a powerful

statement that does. In terms of what we think about, we bring about. So I

lost my weight. Well, then I'm thinking about, I got to go find it. Well,

you know, no, I let it go. And physically I'm. My hands are doing

let go. And that's what you've done. And good for you. And

congratulations. Be proud of yourself. One of the things that, that I used to

say is, I'm, I'm not losing weight. I'm, I'm, I'm

concentrating. Like, the good stuff is getting concentrated. Sure.

And nutrient density. Yeah. And, and,

and so, but one of my clients said, you know, she said, I really took

a look at what I was doing, and I realized that I haven't paid enough

attention to my family and stuff. And I. This is a shift that

I want to make. And I'm like, that's great. And she goes. And I go,

well, what's a mantra that's going to help you with this? Right? And she goes,

my life is not to be deferred.

Like I said, can I steal this and tell everybody? I love that.

So. So, you know, that is

one of the things I forgot what we were even talking about, because I got

all excited. Well, you went into the, the idea that you went into weight loss

and you went into Pilates. And here's what's interesting, is that that's an

exercise of repetition. You had to go back. You got to go back. You got

to go back, as is sales, what we do, training or what we

like to prefer, call it sparring. It's the requirement of

you can't just go to one Pilates class and think that you're going to be

fit. And there's so many people that, hey, I'm going to read one book

or I'm going to watch one video, and suddenly they think that they understand

what sales is. And this is an exercise of

consistency. To get really good at it. To get your

black belt in sales requires you to be able to put in

repetition. So here's the other thing that I want to say. Two things

actually go for it. What one is, we're talking about repetition,

which brings me to community, which brings me to the other thing that you

said. You know, Pilates. My son is the only

one in my family who's not doing Pilates because he says it's a cult. You

know, because it's powerful, because we talk about

it all the time. Right? Because you enjoy it. Good for you. So. So

the thing is that something that you can share with other people and so when

you're in community, you can learn from other people and they can learn from you.

And the thing that you said earlier on, which I loved and. And didn't

bring up, is there's always going to be somebody who's ahead of you. There's also

going to be somebody that you're ahead of. And so you need to stop

waiting to get ready. To get ready to get ready, because you're already

ready. Whatever you're planning on getting ready on

that you spent all this time, it has changed by the time you decide to

roll it out. So just go for it now a thousand

percent. And there are people that are waiting for you. And Yvonne, you made reference

to this. There are people that are crying themselves to sleep at night

because you haven't reached out to them or that you

haven't had a conversation to be able to give them

the option. The option to buy from

you and asking for money at times

is that that's the exchange. So when you take aim,

and this is a French word that I like to use, aime. When you

find alignment with your ideal person, that you can inspire.

AI I for inspire. So you can be a source

of inspiration for them so that you can m. Which is

understand their motive to action. A lot of people think that you can motivate people.

You can't. You can inspire them. The job as an expert

is to have a conversation and what are the questions that you would ask to

find out somebody's motive to action so you can finally E.

Which is empower them to do what? Decide. And a

decision, by the way, could be no. And that's okay.

In sales, no is actually freeing. A lot of people are

afraid of no or objections like, it's too

expensive, can't afford it, need to think about it. And what we do is we

help people come to a place where they can understand the process.

The process. Not art form, the process. It's step by step. Like we

talked about a recipe for a cake earlier, you and I. It's

like you understand the process. You'll be able to help people. And they're.

Now, they're not crying themselves to sleep at night. They're getting the help they need.

Selling is helping. So turn it into a buying conversation and give them the

option and empower the people to decide.

I love what you're saying. So a couple

things. One of the things

I think that people feel like

is like, you know, somebody's gonna give me a sales script and I have to

do it exactly right. I. Which is totally against

the way that I look at things. I look at things is this is

kind of a road map. It's totally what it is. And. And

so when you're going someplace, if you know what the destination is,

you're. You're in charge of how fast you go.

You're in charge of where you're gonna pull over for a rest stop. You're in

charge if you're going to be in the fast lane or the middle lane or

the, you know, the local. But, you know, part of

this. Part of this is understanding human nature. And it's not

manipulative, you know, if you're using it

to help somebody. Right. So I always say, you know, I. I used

to say to people, if this was free, would you do it?

And if they say no, then I go, then this obviously has no value.

Yeah. There's no. We're not in alignment. Yep. And that's fine. It's

okay. So, you know, and. And not making a choice is a choice. But

is. But. But saying no, no is an intentional

choice, and that's fine. Right. So

I think what. Part of what I'm hearing and where I think

you and I agree is there's a

structure or there's a roadmap, but it is

individual to you. And once you kind of learn

the basics. Right. Then you're free to.

To really be yourself and authenticate it. Right. And

yours, whatever, you know. And one of the things that I say that people

seem to find really amazing is

whoever you're you really need to know what the

ramp is, what the buying ramp is for your client. For some people,

it's a, you know, if. If the, you know, the example I give

is if you are diagnosed with cancer, you

want a solution right away. I mean, like, you know, you. You

knew it's a short sales cycle. It's like, hey, I want to be quick on

this. I want solutions now. I need it now. Right. But if you

just are not feeling like 100% yourself, you know, or

whatever, it's like, maybe I'll do something. You know, it's a

longer cycle. Correct. Right. And so you need to know what

that is for your client. Yep. Because you can't

take somebody who is looking for some. A

solution in terms of their breast cancer and say, well, I have, you

know, my next group is starting in, you know, six months. Right.

You know, I mean, this is like, this is not helping me. Right, right. And

for somebody. For somebody who's been struggling with whatever they have,

you know, you may. You may know that them starting

immediately is the best thing for them, but if they don't

acknowledge that they're not, they're going to see you as being pushy

and. And whatever, and they don't want that. So this is where, again, when you.

When, when you get to a. The moment of truth where you can offer

somebody a choice, and sometimes the choice is

this or this, or it could be yes or no.

Ultimately, they can choose. And you mentioned something earlier, Yvonne,

that's really interesting is that a lot of people don't want to have scripts.

And the words that we. The way that we communicate. 7% of

the way that we communicate are words. 38%

of the way that humans communicate is tone of voice. And

people don't practice this musical instrument. We have

55% of the way that we communicate is body

language. And so we practice all

modalities. We give people some basics in terms of a

script, and then we take it away so that we want people to authenticate it.

So I'll give you an example of what this would sound like and even look

like. And ultimately it blends into a question

or a story. I ask people, if you. If you know the

song all along the Watchtower, do you know who.

All right, so most people would say, if you're a guitar fan, it's like, oh,

that's a Jimi Hendrix song. And it's like, okay, who wrote it?

And it's. Most people go, I don't know. And it's like, well, Bob Dylan. Wrote

it. He was the first person to come out with it. And what's interesting is

Jimi Hendrix had to learn the notes

and then play it over and over. And then he just got rid of the.

The sheet of paper where the notes were. Maybe he played by.

The point is he. He did it so many times that he plays the music

and he owns it as if he wrote it. And that's

exactly what we do in the dojo. We give you the

basics. So, like you said, here's a roadmap of what a buying

conversation would look like. And now let's start from how

to build rapport. What's your discovery process like? What are your

person's goals? And then how do you get into the emotional aspect

to be able to find out how urgent it is for them to then present

your offer? Because you've got to earn your right to get there. And you know

what a lot of people do, they pitch, pitch, pitch, pitch, pitch. And then it's

like, oh, you're being too pushy, and this is icky, and nobody wants to be

rejected. And if you found that there was a process of I got to earn

the right to go from here to then the next step to the next step,

and you're just simply asking questions to be

showing who you are. And here's a question for all of your listeners,

because I ask this often whenever I go to a speaking engagement or if I'm

doing a live zoom call, speaking engagement. And it's on a

scale of 1 to 10, 10 being the highest, what level of expert are you?

And most people go, oh, I'm a five, I'm a six.

And the answer is, for everyone who's listening to this call, you are

an 11. Whether you've been doing this for a week or you've been

doing this for a decade or five decades, you're an 11.

And here's the story to go behind that. Imagine

I'm someone who. I'm going to go talk to a doctor.

I'm talking to Avon, and I'm also talking to someone else. Let's say

I'm talking to Sam, and I go to Sam, and I go, hey, Sam,

listen, you're Dr. Sam, and I'm going to also be talking to Dr. Avon. You

both do what you do. One of you is going to cut me open,

rip my chest apart, and work on my heart. And

just out of curiosity, on a scale of 1 to 10, what level of expert

are you? And Sam says, I'm five.

And then I go talk to Yvonne. And Yvonne looks at me and she says,

in this space, I'm an 11. Who are you going

to choose? You know, I'm laughing because

I always go, you know, I like to pay my money to somebody

I like. Right. With the exception of my eye

doctor who sticks needles in my eyes, who

is the grumpiest old man I have ever met. Okay. He is an

expert. He, he's an expert in his field. He's, he's,

he travels the world and gives, you know, on, on the thing, you know,

the thing that I've got. And I'm like, I can deal with

grumpy for this, you know, Right. You know, so,

so, okay, because we are running out of time. Like, we probably

have run out of time. So if you had to give people three

fit actions that they could take right now, what would, what would they be? Three

actions that they should take right now? First of all, record. If you're not recording

your calls and auditing what you're doing, then

there's a problem. So do that now because then you can actually, and sometimes

it's cringe worthy. It, it's have someone

that's number one. Number two, get outside eyes. Have

someone listen, watch

and see how you are communicating with others.

Put together a sales template. If you don't have one, put together a

process. Because the nice thing about a process is that you can make data

based decisions. Yvonne made reference to it earlier. What are you doing? So

that you can repeat it. Because eventually if you end up having someone on

your team, you can. Having a template gives you the ability to

let someone else do the sales eventually, if you

want it. And then the third thing is

be open. Be open to failing. Because

failure is something that is going to happen along

the way. Trust me. The nice thing about being

an entrepreneur is that it's not like baseball where three strikes

were out. We get to keep swinging for the fences because

we'll be able to get. Trust me. Don't quit.

Don't quit because there's people out there that need you. And remember, four

metrics you should measure along with delight. Lead, set, show,

close. How many leads are you getting per week? How many people set appointments? How

many people show up and how many people are you closing? If you

measure those metrics, then you can make database

decisions. All right, tell us about your gift.

My gift is something that I've actually recently learned even though I've been

doing this in, in the dojo. It's something that all of you and

Yvonne, you're excellent at it Already you're what's called a type 2 listener.

It's listening people into existence. Listening

people into existence. There are some people that make it all about themselves.

Yeah. And there are other people. When you lead with empathy, you end

up creating something that people

can't help but trust you. Everybody talks about,

know, like, and trust. The fun part about this, when you get really good at

sales, it's not about manipulation. It's not about persuading people or convincing

you don't have to. It's just proof's in the pudding. So instead of. No,

like, trust, imagine where people feel so good with having

conversations with you. And this is a skill that I've developed

where they can't help but feel a level of respect because they've been

listened to into existence. So now what happens is, because they respect me,

they trust me. Because they trust me, they like me. Because they like me,

they give me a shot. That's all I ask. Just give me a shot.

If I can get. If I get the shot, I'll delight you. Yeah,

I. I believe in the trust factor too.

All right, here's. Here's the question. When was the last time you did something new

for the. For the first time? The last time

I did something new for the first time.

What comes to mind?

I'm trying this. That's a great question, because I'm a creature

of habit. It would have been.

This is a. Yeah. I'm. I'm. I'm. I'm. I'm. Now, that's. It's got to be

something sooner than that. Well, I. I know one of the things that's coming up

is that you're having your first grandson. Well, that's. Yeah. I didn't do it.

I didn't do it. But that's an experience that you're gonna have.

Yeah. So doing something new would. Would

be. Yeah, that, like, that's. You're making me really reflect because I'm

trying to come up with something gargantuan, and there's. There's nothing that's. You talked about.

You talked about this shift in insight that you had that was, you know.

Yeah. Yeah. I would say that one of

the things that I love to do is cooking. I love to cook.

And so trying. Trying a different. Different recipe.

I love to sous vide, which I know for some people is like, you know,

it's like. It's the. It's the BPA free bag, putting it under

in water and so different. I try a different

recipe, like, every week. Every week.

And the purpose of the question really is. You

made me think hard. That was awesome. The purpose of the question

kind of is I am. I am.

I am a person that believes in action. And one of the things that. The

downside to that is that I tend to have blinders on a lot.

It's like, I'm like, there's the. You know, there's the target. That's what.

And so one of the biggest changes that happened in my life

was, believe it or not, came from Ted Lasso.

Great show. Worth the Apple subscription

alone. So good. But the idea of, are

you being judgmental or are you being curious?

Oh, my God. So that's why I now, you know, almost everything that I

have has curious in it. You know, my signature and stuff. Because, you

know, my first reaction to things is like, do this, or this is

what you should do. And if I can stop myself and go, tell me more,

you know, am I being judgmental or am I. It. It just changes everything.

Leading with empathy is part of the sales thing, right? When you think about it,

it's like, are you being curious? Because when you're curious, you end up

asking questions and you don't use. Here's a hint for everybody.

Don't use I statements. Right, Exactly. It's. It's all about

the person. So you're speaking with them. Oh, you're. So you're interested in that, are

you? All right, stop right there. Because I want them to get your. Your free

gift, and I want them to make sure that they listen to this

so. And share it with other people. So here's the. Absolutely, guys.

As the first step, I want you to subscribe and share this and engage, you

know, on social media about this podcast, because not only this one, but everyone has

got lots of information and a free gift. And it's my way of

giving back and helping you to fuel your quest for growth and impact.

And so I want you to continue to join me with. For the one small

change, and let's keep on this journey together, regardless where you

are in it, whether it's the beginning, the middle, or, you know, getting

ready to wind down, we can all learn things because

we are total people, not just our business. So you may

want to listen to the first episode and interspersed. Because I do like to

talk, I have some single episodes about clarity in there that

you might like. So be sure to do that. Joe,

what are your last words of wisdom? My last words of

wisdom is keep listening to this show. Yvonne is like,

you're a powerhouse. I'm not just blowing sunshine when I say that.

Like, this was. This was a lot of fun. And having

been on several podcasts before and having my own even

so I'm gonna have to. We'll have to do a podcast swap. You're gonna have

to come onto the cup of Joe. You're gonna have to come onto the cup

of Joe Marcus show. Keep listening, because

you have. For those of you that are entrepreneurs, solopreneurs, coaches,

online or offline, in person, you have an advocate in

evone, and that's some like.

Like, hang on to someone who's got wisdom and

experience. This is. You can learn a lot from this lady.

I have. Thank you so much. Yeah, for sure. We

gotta go, so. All right. The last thing

that I want to say is the same thing I say every time. Remember, the

change may seem simple, but it's not always easy, and it

requires courage and resilience and a willingness to step out of your

comfort zone. If you're feeling uncomfortable every day,

then you are stagnating. Right. So I hope you will

continue to join us on the one small change and see what innovative

possibilities are out there for you. And. And then, until the next

time, stay very, very curious. Joe,

thank you so much. It's an honor.