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become the entrepreneur Masters series I'm glad you're joining me today I am the real Jason Duncan you can call me JD we've got a fantastic epic plan for you today we're going to be talking about listening and what the cost of not listening to your customers is and it's it's more than you think and there's certainly a lot of ways that we need to investigate this and that's why we're doing this so let me tell you a little bit about the EMS uh thank you if this is your first time joining us on one of these live webinars I want you to know that this is a bi-weekly series of webinars that I do live here on all the platforms so we do it on Zoom it's live on LinkedIn it's live on YouTube it's live on Facebook and it's live on Twitter so we go live on all those locations all those platforms and I do this and I curate this content invite guests in like we've got Oscar tromboli on today we invite these guests in who are experts in particular fields that are of interest to us as entrepreneurs as Business Leaders what can we learn from these men and women that we bring on the show show that will make us more money that make us the have the ability to have more impact in our communities and ultimately give us the life and the lifestyle that we want to live so what I do is I bring in These Guys these ladies that talk about entrepreneurship leadership sales financial literacy anything related specifically to growing and building entrepreneurial companies and each episode has the opportunity for you to and get yourself involved with by asking questions so here's what you're going to do so if you're on Facebook Twitter Youtube or link there's a chat function inside those platforms and you can just chat right there in the live so right below the video you can chat and ask a question our producer is Darren Garen with deskrig he's on the back end making all this stuff look pretty and if you do any kind of shows like this go check out deskrig.com they do a great job of Garen in the background is watching all this stuff and he's going to try to pick up the questions and drop them in now if you're on Zoom if you're watching this on Zoom thank you for doing that you can go to the q a bubble at the bottom of your screen hit the Q a bubble and ask any question that you might like to have us answer lives sure and I both will be watching that garen's going to be giving us a stuff in the background so we can see it so we want to hear from you this makes it much more interesting if you ask questions so let's go ahead and talk about what today's show is going to be today's title of the show is the cost of not listening to your customers um you don't really have an idea I don't think any of us have an idea how much not listening to your customer is costing you I've been in sales since I guess I started selling at age 16. so I've sold millions and millions and millions of dollars worth of stuff and I can tell you that the cost of not seeing my customers would probably cost me a few million dollars in income over those years but uh rather than beating the competition to an ideal customer trying to maneuver that other cut that other person trying to do what you're doing what if you just listened better what if you were able to get to the bottom of the matter more quickly just because you listened better and what happens if you get the wrong Customer because you weren't listening you ever had a bad customer you ever had a customer that wait you ever had a customer that wasted time you're at a customer at the end of the day you made money on it you're like I wish I hadn't made that money because this guy's a pain in the keister I'm not interested in dealing with this person probably can be traced back to the fact that you didn't listen you were saying one thing he was saying another you heard something that he didn't say so today this is a master class with the one of the world's leading experts in deep listening we've got Oscar tremboli who is our guest today and Oscar is the he's on a quest a quest to create 100 million deep listeners he's an author he's the host of the Apple award-winning podcast deep listening which you can listen to on any podcast player plus the Apple Apple iTunes and podcasts the sought after keynote speaker hailing from Sydney Australia he's passionate about using the gift of listening to bring positive change not only in businesses but also in homes and in cultures worldwide he's interviewed over a hundred of the most diverse workplace listeners including air traffic controllers deaf informed interpreters hostage negotiators and spies as part of researching world-class listeners and if you've ever flown an airplane you want to make sure that the air traffic controller knows how to listen you want to make sure they're listening to the right instructions uh a go and a no sound a lot alike so you may want to you know when he's saying don't no don't take off or go please take off you need to make sure he's listening over 14 000 people have contributed to his research and what gets in their way when it comes to listening and Oscar is a marketing and Technology industry veteran working for Microsoft PeopleSoft polycom and Vodafone he consults with companies like American Express AstraZeneca Google HSBC Montblanc PWC Salesforce senify and Siemens so this guy knows what he's listening about see what I did there he knows what he's talking about too but Oscar loves his afternoon walks with his wife Jenny your dog Kilimanjaro uh and he will be playing Lego with one of his four grandchildren at four grandchildren every weekend so please help me welcome to the show Oscar Trimboli
thanks JD looking forward to listening to everybody's questions today yeah this is gonna be really good and if I if I could be completely honest um I'm a bit nervous if I don't get nervous when I have guests on the show because you know why I'm nervous because I know you're listening to every single thing I say where some people just don't listen and I might say something dumb and they don't care but you're going to be hearing everything I say and so I've got to I got to get over myself but nevertheless I joke a little bit but I'm really glad you're here uh so tell me tell me a little bit about how you got into the listening game we're gonna start there and we're going to work into some very tactical information on today's show yeah it sure will uh and for your nervous condition Please be aware a good host will listen to the active speaker but a great host will listen to the audience so today our focus is on you everyone who's logged in everyone who's listening everyone who's watching and I would encourage you to ask any question at all JD you can't ask me a poor question you can ask me any question you like that will be fine please don't feel nervous I'm not a perfect listener the reason I'm training myself in how to listen this because I'm trying to get better in every conversation most of us don't want to seek Perfection we just want to make progress in every conversation to understand me you need to go back to a boardroom April 2008 it was a budget setting meeting it was a budget setting meeting between Seattle Singapore and Sydney there were 18 people on this video conference well before covert and these meetings are renowned for going over schedule the meeting was scheduled for 90 minutes and everybody's arm wrestling the corporate office is trying to get the most growth the local office is trying to get the most realistic growth because if you miss your number staff lose their jobs and sometimes corporate budgets are set by numbers in spreadsheets when you're facing an employee face to face you know they might lose their job if they don't get their target at the 20 minute Mark of this meeting my vice president in the room said to me Oscar I need to see you immediately after this meeting now I completely stopped listening from that point and all I did was try and figure out how how many weeks of salary I've got left in the bank account JD because I think it was eight weeks now miraculously the meeting finished early it finished at the 70 minute Mark and as everybody walked out I tried to do the same thing and Tracy said please close the door Oscar and come back and as I walked back she said you have no idea what you did at the 20 minute Mark and I thought I'm getting fired and I don't know why and I sat down I looked her in the eye and she said if you could code how you listen you could change the world and although this was really profound a moment of really deep listening on Tracy's part JD the only thing going through my head was I haven't been fired and I honestly didn't pay attention to anything she said from that point on but the difference between hearing and listening is action and I've been trying to code how to listen since 2008. so 2008 big time so 2008 was a big time in our world we were going through a recession lots of stuff going on um but you were able to in the midst of that figure out the next step because uh it would have assumed that at that moment you're like this listening thing that she just complimented me on and told me about this is going to be a big thing maybe maybe you weren't totally might turn out but your life changing 08 just like a lot of other people's did so what'd you do next did you how long did you stay working in the corporate world before you kind of decided to turn your listening superpowers into a business of its own
um I didn't I I in fact got a 32 uplift in my budget line in that meeting whereas typically we're getting 15 16 budget uplifts and because I wasn't listening and paying attention in that meeting I walked out of that meeting with my child between my legs and you know what Chase I wasn't thinking anything about listening to be deadly or honest until two weeks later when the finance director said to me his name's Brian he said Oscar can you come and audit my listening in the budget setting meeting pool for the states and I said Brian I have not got time for this listening paper you've been talking to Tracy I've got a 32 uplift in the budget line I have no idea how to get there and then he said Oscar I can't change your top line revenue number what I can change is the Investments we make for growth so if you come and Order My listening we can have a conversation about where we invest for growth what time's the meeting Brian where is it I'll be there because I I was I I was in sales I needed to make sure that I was selling so in that meeting I noticed oh wow Brian asked really long questions gee there's 16 people in this meeting only three people contributing gee um oh wow The Chronic quality a conversation is pretty low and I was writing all this down JD I realized in that moment I was coding how to listen and I realized that the way I listened in the world and the way others is a little bit different now I wasn't saying I was a rock star when it come to listening I trained with some of the world's best academics I've I've trained myself through the original research work done with nearly 24 000 workplace listeners right now and as my wife Jenny would say I'm completely obsessed about the commercial cost of not listening and that Journey has just progressed along here so I left the corporate world in 2014 and uh yeah nine years later I'm still coding how to listen whether that's the listening quiz the practice cards three books on the topic our jigsaw puzzle game our award-winning podcast all these ways a way to code how to listen so
I've made lots of mistakes along the way to sometimes trying to be too perfect sometimes thinking I know more than the people I serve and as one of my leaders once said the truth is always with the customer Oscar you are always wrong till you test what you think with a customer and uh from that whether it was the book of the playing cards whether it was the quiz they all came about from customer suggestions I didn't have an original idea even the podcast somebody said to me hey Oscar why don't you stop your newsletter and do a podcast because if it's about listening why wouldn't you make it a podcast and I thought oh my god I've been sending out newsletters for a year and a half that's so obvious Oscar listen
so how obvious is it to people that listening is a skill versus just something like a listing obviously if you have the if you have the extents of hearing you're able to listen audibly obviously there's listening that can be ver can be also sensory it could be uh visually Etc but if we're just talking about hearing how obvious is it to people that in your in your experience that this there's a skill to listening versus just hearing what people say I want a channel Luke who did a review of our book how to listen on Amazon and he said listening like comedy and sex we all think we're better at it than we actually are and most of us have never been taught how to listen now I'm not going to ask you to rate yourself on the other two JD no don't worry about that
but but as you think about that statement what's profound about what Luke said in the review is most people self-assess their listening so you you check in and you go how do I think I'm listening and like sex and like comedy let's just pick comedy and keep it PG for the time being the value of Comedy is only when an audience is present you can't have a joke with yourself well you can and it might feel good but it's not the purpose of Comedy and it's a contact sport like listening you need a one other person or a group of people to do it the difference between comedy and listening though is the role of Comedy is to make people laugh and reflect on what they say and the instant feedback on how good your comedy is is the laugh but you don't get that when it comes to listening we don't get the quality of feedback that a comedian gets now I'm not going to tell you what the Benchmark is on the other topic I'll let that to everybody else to figure that out I think we should I think we should take a poll please take a poll
lunch with people thinking about listening as a skill is we've all been taught math so we know divide subtract multiply and addition right there's a very simple framework it's Universal doesn't matter what language you're in there it is when it comes to chemistry there's a universal table of elements that's called the periodic table of elements and it's identical no matter what language you speak every language has got nouns and verbs and adverbs and adjectives there's a structure now maybe it was different where you went to school JD in my school I didn't have a listening class yet that's pretty much all I was doing when I went to college I didn't have a listening class uh in your neck of the woods do you have listening subjects never well you're taught listening so for most of us who run our own business we're spending well over 70 of our day in listening mode and there's a good little thing for you to think about if you're spending more of your day in talking mode than listening mode as a leader of a business you've probably got to balance a little bit off 50 50 is okay but when you're talking more than you're listening you're not hearing the truth from customers and then you're not hearing the truth from employees you're not hearing the truth from suppliers you're not hearing the truth from your affiliate partners that you may be working with as well so when it comes to listening it's a skill it's a strategy and it's a practice it's like going to the gym you want to be doing some push-ups every day and when it comes to listening we just want to get that much better in the next conversation JD it's not about the Hail Mary pass it's not about the Magic win it's just doing little things a little bit better in every conversation what I'm fascinated JD right now as you're listening to me what's going through your head
okay so not a rhetorical question so that's the first thing I noticed so it's not a rhetorical question what's going through my head is as the host of the show I'm trying to think about what would people want to know about listening I'm trying to analyze what you're saying as quickly as I can possibly analyze it through the filter of my own life's experience and honestly I'm debating whether or not to say my experience in listening versus what I think other people might be experiencing so that's um start with yours just overlay what are you thinking based on your own listening experience what is what we've touched on already brought to life for you I yeah well so so thank you for giving me permission to talk about myself I I think that um over the last several years I'd say probably three to five years um I have been told on multiple occasions by people that I respect that I am a very good listener and I that is not normal that is not nor that was not a normal comment that I would have heard 10 years ago for sure um so so I wonder like what happened in my like why when did that switch because I don't know that I made a conservative effort to become a good listener I'll give you I'll give you one example there's a guy and then those those of you who are in Nashville uh in Nashville where I live may know I'm talking about but there's a guy who owns a private club in Nashville's name that's Joshua Smith he owns the standard and Asheville I'm a member there and I go there frequently and uh Josh is a very successful guy and I I'm I'm involved in the leadership of the club on some different levels but but he is on multiple occasions said to me after we've spent an hour together talking about things like he'll just he'll look at me deep in the eye and say you're you're one of the best listeners I know and then he'll also say that to other people so he that's one story and I'm wondering well where did that come from so that's my experience [Music] and I'd like you to stay there and just go back you said it's four to five years something has changed in the way you notice your listening let's let's just explore it a little bit longer because I think it'll be helpful for all of us listening to notice someone as successful as you where did that come about
I think that um I had a I had a friend in in high school my best friend his name is Mike deguire and when we met we met in seventh grade he moved to he moved to our city and became became a student there we hated each other's guts at first first year or so we did not like each other at all we want I wanted to fight him all the time and vice versa we never fought by the way but I remember one point we were friends but this time by the time this story happened but I was the kind of guy I was I was a budding Ultra krepidarian you ever you ever heard that word happen to know what that word means most people don't but but an ultra krepidarian is someone who espouses opinion on things that are as fact that upon which he or she has no basis of knowledge so Ultra carpenterians are are The Cliff Clavin from cheers who always say their their opinion on things as fact well I was a budding Ultra durian but I remember sharing one of those stories one time in our group of friends just like somebody said something and I had to give my two cents and my my friend Mike Dubois turned to me and said would you shut the hell up nobody needs to hear what you think every single time and I had that moment of awareness now that didn't really change my experience but but I had that moment of awareness that stuck with me and I think to get back to your question over the last four or five years I've replayed that story in my mind now as a successful entrepreneur and a business owner and a leader that I don't really need to give my opinion on everything and so therefore I just I end up being silent most of the time and just listening through the conversations and then when I say something hope that it's meaningful so that that may be the only conscious thought that I've had about all this [Music] and how do you think it changes the speakers experience chatty when when you don't interrupt when you don't jump in when you don't offer an opinion and you create enough space for them to fully explore not just what they say the first time but what they think and what they mean because the way you've explained it to be listened to you need to be feel like you've been seen heard and valued and I think the insight for you is silent and listen share the identical letters and this is one of the key ingredients that separates good listeners from great listeners they're comfortable with silence in the west we talk about the pregnant pause the awkward silence the deafening silence yet in high context cultures China Japan Korea the the Polynesian cultures the Inuit of North America the Amazonian tribes the Maori of New Zealand the Aboriginal cultures of Australia silence is a sign of wisdom respect and authority and it creates a space not just for an individual yet for a group and my speculation is for the most successful professional relationships you enjoy and whether in in a personal sense but also in a commercial sense you probably use silence much more and quieten down your own mind and allow them to say not just what they think for what they mean in a conversation shortly I'm gonna share with you some of the Practical neuroscience and the maths of listening because listening is an arm and a sign so I'm going to talk about the science and why silence is like a magnet to draw out of the person not what they say the first time but what they truly really mean and when you listen to customers this way yes you win and that will be wonderful but more importantly you'll be different and they'll refer you there'll be moments where you are not present in any conversation and your customer will be selling you on your behalf saying wow look JD's organization has probably got the solution for you but what sets JD apart is when I speak he actually listens and you can move your customers from a transaction to a way to go to a market that is completely Unstoppable and differentiated because they're selling on your behalf and the cost of not listening is the opposite when you don't listen they will tell the next Prospect don't work with JD you might have the solution that he doesn't listen which one do you want do you want the first client you want the second client most of us want the first one yeah we've got to show up with our devices down our attention out and our presence signal by a silence to be available to the other person now I can see JD you you are processing like a machine right now something's the cogs are going on in your head what's going on now so so I read I recently read over the last couple of years uh is it um I think the number is 54 and 54 Laws of Power by Robert Greene are you familiar with that book ever heard of it no not okay I think it's the 54 Laws of Power the listeners this will be a test for our chat so if you know what the number is I think it's 54 I can't remember if it's 50 52 or 54 but drop it in the chat if you know it is but Robert Greene wrote this called I'll just assume it's the 54 Laws of Power and and it was it's a historical review of all of the ways the most powerful people in the world all the way back to ancient times used power to accomplish their means now some of those use power in negative ways that I'm not interested in as a follower of Jesus those are things that I'm not interested in however that being said there are there are principles of power that he reveals and one of them I don't remember how he worded it but was about not revealing um about how silence is power and not revealing your position until required to do so and so I remember reading that over the last couple of years and as I read that I thought hmm I wonder how this plays out and so I began to practice what that meant to to not reveal to practice the power of silence and then another book uh called the the Charisma myth by Olivia Fox Cobain again I don't know if it's something you're familiar with but she talks about power presence and warmth being the definition of Charisma and then when she talks about presence she's talking very much about what you're talking about Oscar is about being present in the moment and simply seeking to understand rather than to be understood and so all of those you're asking me what's going on in my brain I'm trying to synthesize all these things up about about over the last several years and try to make sense of how I've become what I think is a much better listener I don't know my wife might have a different opinion but I think Better Than I Used to Be yeah and for those of you listening the same thing's going on for you right now you're processing what I say and Jason's response and you're overlaying that over your life experience your education your family situation the culture you're part of the organization you're trying to grow all of these things are filtering how we listen so
I just want to check in Jason is there's now a good time to see if people have kind of got any questions that they want to ask about in the in the chat Miss Garen curating stuff let's let's do that so if you're if you're watching live on any of the platforms or you're in Zoom go to the chat go to zoom go to the Q a bubble but everywhere else just go to the chat if you've got any questions about listening if you're looking for the skills if you're looking for any tactics or tips um we've got we've got people viewing uh Garen says we don't have any questions that have yet come in so we're going to keep talking but if anybody's got a question make sure you drop it Garen will pick it up and throw it in here I do have a question um if we get down to specific skills around listening besides the theories that the theories that you and I have been chatting about about cultures thinking that silence is has power and that listening is really good but but what what skills can you teach us that will help us become better listeners
it's very specific skills that are very simple to say and difficult to practice we've been tracking 1410 people with these three very simple things of the last five years these people who apply these three skills consistently say their meetings are shorter as a result and the meetings they have bigger impact a reminder these skills are easy to say and difficult to practice yet when you do practice it's like the difference between eating healthy and eating what you feel like there's a discipline there's a self-respect there's a respect for the people you're talking to if you practice these three skills I'll also give you a bonus which is easy fun and light as well to put these skills into context let's just build the foundation of listening as numbers and when you understand these numbers you understand why these three skills matter the numbers are 125 400 900. 125 words per minute 400 words per minute 900 words per minute let's deconstruct those numbers from the speaker's perspective first 125 words per minute they're speaking speed yet their thinking speed is 900 words per minute
that means the first thing that the speaker says is 14 of what they're thinking this is why silence is so powerful because it allows them to reveal the next 125 and the next 125 and move from saying to thinking to meaning when you hear what somebody means not what they say they feel heard seen and valued
most difficult position in a conversation is actually the speakers but as the listeners we don't understand that so let's pop over and look at the listeners experience the listeners experience is this the speaker is speaking of 125 words per minute and Jason's already described this Jason can listen at 400 words per minute now we know we can listen to podcasts and YouTube videos at two times speed and have complete comprehension without any problem
the mind can process much more
because you can listen four times faster than they can speak your mind gets bored gets distracted it finds Solutions it creates objections it argues with the other person about a different life experience different set of beliefs that you have and that's all happening in your head while you're waiting for the very slow speaker to speak at 125 to 150 words per minute it's a conversations are flawed if all you do is listen to the very first thing somebody says the caveat is this this advice is for people in working relationships I'm not talking about life partners I'm not talking about JD's wife please don't try any of this at home on your children or on your life partner either so now with this massive differential between their thinking speed as a speaker and your listening speed you can see is set up to file the conversation is on two different rail gauges one one is set up on the speakers rail gauges and the other ones set up on the listeners rail gauges the only way to get those gauges lined up is to explore what they haven't said get that extra 125 words out which JD's talked about silence is one of the things to do there now I'm going to come to the three tips JD but I'm curious as you hear these numbers what's going on for you so I am um I've got a I've got a degree a master's degree in education and I taught school for four years and one of the things that we learned through the process of of teaching you know learning the craft of teaching was the numbers that you gave about the speaking and the listening speed not the the thinking speed was different that's the first time I've heard that so um but then we also had I forget now the number but the speed of uh the the note taking speed you know how fast the teacher would speak versus the ability that I have to think and write that down you know listen excuse me write that down really quickly and there is a there is a Chasm between the two so when you're speaking to teach my opinion is that you must go much slower because if someone is taking notes and trying to analyze that you know physically you need to kind of keep up with their Pace because if you if you put it on two times speed it's going to just make it that much more difficult but but my question is this um I know that those numbers 25 words per minute which is speaking Speed Hot 400 is listing speed and 900 is thinking speed and that's average but is there a way to test that and know what yours is
well you can test your listening speed really simply by figuring out on your podcast player or your YouTube at what speed do you lose comprehension
that's the quickest way to test your listening speed now when you're testing it test your comprehension with a speaker who's speaking in a language and a context you're familiar with so if you're listening to a context about chemistry and you're not familiar with it the cognitive load on you is going to be much higher so just pick a topic here for familiar with and just keep moving the YouTube play speed or your podcast play speed as high as you can go see at what point you just go I just can't process that so that that's the simple way to test the speed of your listening um the speed of your thinking is done with a MRI machine um so I don't think a lot of us have access to an MRI machine to test out thinking speed the average is 900 the range is 600 to 1600 high low um in those uh experiments that the scientists did about the thinking speed of people so that's a quick way to test it when it comes to our three tips
I'll give you the three tips and we'll you pick where we're going to go from there JD tip number one use the technology don't be a slave to technology the biggest barrier to most people's listening is connected watches cell phones laptops iPads any kind of electronic device with a notification based on our research is the biggest thing that gets in the way of people's listening now our context here is quite unusual I don't think many people will have all these chats going on uh as an example but when you're face to face with somebody in a one-on-one
one of the most important things you could do particularly if you're visiting a prospect that you want to be a customer
simply do this
this conversation really matters to me so just bear with me I'm just going to switch off my cell phone I'm going to put it over here
if I did that to you and I was calling on you for the very first time in a face-to-face conversation what would you think about the level of attention I'm about to pay next what what are they anticipating
that is a that's a significant change in a pattern disrupter for most of us isn't it I mean we expect people to not to be rude and check their phones but it's not a surprise when they do so for somebody to say that they're not going to that's a pattern disrupter whoa okay this person's actually going to listen to me our research from these 410 people that we're tracking say a third of the people they're speaking to in one-on-one conversations will mirror that behavior good listeners listen to what people say great listeners change the way the speaker communicates and if you can get your prospects attention in that conversation by you role modeling switching your device off a third of them will do the same how different will the quality of the conversation be if they're not anticipating something on a device it will be a very different quality conversation so although the theater of switching it off and this is a ritual I do is important it's not for you you're not doing it for you yes you are but not really you're doing it to improve the quality of the conversation and you're sending a signal to the other person I value you I value your time and I value this conversation and you want them to become present as well
the impact of your listening will be much higher if the speaker isn't distracted so there's two really deliberate reasons we do that if you're hosting a group meeting you should do exactly the same in 2010 Peter visiting vice president flew from Seattle to Sydney effectively a 24-hour flight for him and I was hosting 20 CEO business owners of Technology businesses and Peter was there to update them on an important change we were about to make
it was in a board room in a hotel in Sydney and I can remember it was pouring with rain outside and I thought he'd be late from the airport but he wasn't he arrived on time we made all the introductions and I handed over to Peter for the update and Peter stood up
and he took his cell phone and he walked to the corner of the room where his bag was and he switched it off and he sat down again he said look I've traveled all this way the most important thing I can give you right now is my complete and undivided attention and what struck me with Peter is of the 20 people around the table 19 people Switched Off Their phone and the reason we know that is one person's phone rang during the conversation they had to leave the room what was interesting though that person never returned and what we know is the people in the room who considered themselves competitors had a high quality conversation and Partnerships emerged in that room based on what Peter was saying about the changes that were going to take place Peter left the room and I had half an hour more with the owners and they all said one thing consistently I asked them what's the number one thing you're taking out of this conversation had nothing to do with the technology it had nothing to do with the margin Improvement we were providing to them they all said wow how different was that conversation with all of our phones off
and it was a different quality conversation to this day I know half of those people still stay in touch and have either bought the other business or have created Partnerships where they cross refer business to each other so tip number one use the technology don't let the technology use you now sometimes you're on call sometimes you might be on a manufacturing line that requires your attention you might have a medical emergency that you need to deal with you might have sick kids just signal that to a room in advance and just say normally I'd switch my cell phone off right now if you can just bear with me uh I'm dealing with a situation with my father who's just had a stroke and I need to keep my phone on and that's a real situation I experienced two years ago with a client and the client was very forgiving the phone did not ring but they realized if it did that was the only reason why it was going to ring
so as important as it is now remember the notifications that you get on your devices JD that was all built on the same psychological research that was used in the 1970s for the poker machine or the slot machine industry in Las Vegas to make sure people kept putting money in the slot machines it's designed to put you in a haze it's designed to get you unconsciously just following the next step use the technology don't be a slave to the technology so tip number one well on that tip Oscar could I ask you the converse is there is there a way that we can positively use technology to give us better listening skills as there's because I agree with what you're saying 100 I've been to lunches I've been to meetings where we all take our phones and we put them in the center and and the one fun little game you can play is that you put them in the center and you turn them off or put them on silent and if any phone rings that person's got to buy lunch for everybody um is there a way is there a way to use technology to improve our listing
absolutely uh the first thing I would say is in every operating system Android Apple windows all those operating systems have a little switch in the settings that says if I'm in a meeting switch off my notification so you don't even have to think about it you just have to do it once so if you've got a calendar blocking something out you're not going to receive notifications but the converse is true too there is I'm going to talk about Zoom I'm going to talk about Google mates I'm going to talk about Microsoft teams I'm going to talk about uh or any kind of video conferencing platform there is software right now in Google meets it's really simple it will tell you your speak to listen ratio it will literally have a heads up display at the top of the meeting showing you the percentage of time you are speaking versus you are listening now it's a little game I play with myself when I work with clients and my goal is always to be 90 higher but that's that's a different story my context is about listening the good range is between 50 and 70 percent there are plugins that work for Zoom that do this there are plugins that work for teams that do this that help you in that moment to go oh what quick check now there are paid versions of those bits of software that will tell you about you can kind of Define who the customer is in group meetings and it gives you the customer speak to your organization listen ratio as well so if you might have multiple people on the call it's a bit difficult to keep a track of that so the technology can do that and then there's a technology that takes it to a different level there are Technologies like Cyrano this technology measures based on the language that the prospect is using on the call their commitment level throughout the call not their tone of voice are they positive are they neutral are they negative those heuristics are very simple in fact they're using language models that are the equivalent of teenage language Cyrano takes it to another level Cyrano works with a language model of somebody who's about 30 years old in the workplace so they've got some level of experience but based on the language people are using it will tell you how committed they are to the idea the concept that you're dialoguing through as well it also gives you speak and listen ratio there as well with Sarah now it also tells you does this person value relationships more than evidence in the way you ask questions in the way you provide answers so Justin there is a massive industry uh if you use Salesforce they have these tools embedded in their systems if you use HubSpot they're embedded in their systems as well so when it comes to the technology it's technology and not technology or so let's make sure we're using the power of both together in an effective way rather than an unconscious loading money in the slot machine kind of response yeah I I use a I use an app when I was in meetings when I have a group coaching call when I do coaching with my clients or if I'm if I'm doing a a mastermind call there's a an app called Blue Sky timer and it shows up in the meeting as an attendee so it has its own Square on the screen just like you and I are squares right now on our screen but you can make it show a clock or you can set a timer which is kind of neat because everybody can see the timer but the coolest part of it is that on not on the screen where everybody can see it but me as the host I can be on the dashboard for the Denver see the pie chart and the pie chart has everybody speaking ratio which I think is is phenomenal and you know the guys who talked a lot their five pieces are much bigger than everybody else's so um so thank you for that how does that impact your listening Behavior as you see that Dynamic change though Jad because it's one thing having the tech it's another one understanding how do I adjust accordingly well as the facilitator of those calls um when it's more discussion based I I'm able to see okay Bob for example Bob's talking three times as much as everybody else in these meetings then I can tactfully either if if necessary I can speed up directly but most of the time I could just make a comment at the beginning hey guys you know I'm kind of tracking how much time we all speak so when you do your speaking just kind of pay attention to you're not taking everything up like if you're imagine a pie chart you don't want to be the biggest piece of pie in this conversation and sometimes that's all I have to say and everybody becomes a little bit weird just like we all know awareness is the key to recovery so that's how I use it
uh have you ever wondered or experimented with sharing that with the group so they see it as well I have and uh and I've never done it and and the only excuse I have for not doing it is that every once in a while there's a glitch in Zoom that will show somebody in two pieces of two different colors and it's not accurate so I think there's a kink in their technology armor and has not given me a hundred percent accurate data so that's my only excuse that's a poor excuse but that's the only reason I've ever done yeah when when I share it um and and I don't do it in the first set of meetings I will comment in the second meeting hey just so you know I've got a technology that's anonymously tracking my listening versus speaking ratio um if you'd like I can turn that on for you and uh half the people go oh wow that sounds cool and uh turn it on and then the other half you have a really extended conversation and eventually they say yeah turn it on um again as you say awareness is key and a lot of us go technology is our enemy in this case this is a beautiful example of technology augmenting and creating metadata so that we have insights that we can't keep in our working memory real time and as you said all of a sudden you go okay I need to listen to a wider range of opinions because Bob's talking a lot it's always Bob isn't it it's always it's never a Bob um so that that that's a good use of technology in that regard if you're in group meetings the other thing is always um group meetings and you can do this in the chat while you're listening right now what's the one thing you really struggle with when it comes to your listening just pop that in the chat and uh you'll see patterns emerge so whatever the mating context you can always ask the team hey if it's on Zoom what are you really struggling with on this project what are you really struggling with on this product what are you really struggling with with this customer and you can adjust the content accordingly and this is a really skillful way to listen to a group really quickly as well
I'm interested so I'm interested in tip number two so we got using technology but don't be a slave to it so what's tip number two on listening skills tip number two is ask this question ideally before the meeting but most of you won't have this opportunity with customer conversation so ask it when you arrive the question is this and this question is very precise don't I'll I'll give you two examples of it and the first one is if you use this question it becomes a listening compass for the conversation and when our deep listening ambassadors those folks we're tracking use this question what they say to us is meetings are shorter and the meetings that they have that are shorter get to the real issue much faster so imagine you've got a one-hour meeting I'm going to give you the question that's the listening compass and we're going to check in every 15 minutes against this question and what typically happens in a third of cases by the first 15 minutes of a one-hour meeting the person you're talking to will go I've got exactly what we need let's wrap it up that's not a bad thing that's actually a good thing and the reason is you're checking against this question all the way through you check at that 30 minute Mark and you check at the 45 minute Mark and you will get a really different outcome and the question is this what would make this a great conversation
not what would make this a great conversation for you don't add for you on the end of it the reason is this the conversation is the intersection of the speaker and the listener conversation has its own Direction the conversation has its own purpose and too many of us think that listening to the speaker is the best place to go
and the really important you ask this question before the conversation commences it's not about the agenda we're going to talk about stuff what's your business problem how can we solve it are we a good match what's the commercial terms yeah yeah we'll get to all of that
I got a video from a graphic designer in Illinois about a month ago who use this question and was shocked
and they said Oscar I've never got the quality of a response for a brief that I have here and I've picked up so much more work than I ever would I think it's a fluke I'm gonna try it again I just think I got lucky he tried it again with a completely different customer same thing he picked up more work the question is this what would make this a great conversation when they say what will make a great conversation you make sure you write that down because at the 15 minute Mark JD you're going to say to me Oscar at the beginning of this conversation you said X would make it a great conversation how are we going how are we tracking
and that will give the person who you know a lot of people struggle with people who just talk a lot they can't structure their ideas and you know they're Meandering all over the place and you want to show respect to the prospect because maybe that's the first time they've said it using this question is a checkpoint and they'll go oh yes that's right you know what I haven't told you so far JD uh bingo now you're getting to what they haven't said you're getting the extra 125 words out in 28 of cases with the Deep listening ambassadors the meeting stop at the 15 minute mark
in the others they basically say
you know we've covered all four I need but now that I've discussed that there's another thing that's really important that I haven't even mentioned could you help us out with that well I don't know let's find out this listening compass and this question is critical because it doesn't matter if you're talking to an employee A supplier if you're talking to your tax attorney if you're talking to a prospect or a customer if you're talking to the media even this question becomes really powerful and you checking in every 15 minutes showed that you were listening at the beginning of the conversation and they will say things differently because they know you're really giving them attention right now so tip number two ask the question what will make this a great conversation how do you uh is that a is that question that you answer you ask at the beginning of a corporate meeting as well as just in you know a couple of people sitting at a coffee shop having a different conversation not a collegial friendly you know just two friends hanging out but you're trying to get to something do you ask that question and that session and also in a professional executive corporate meeting any that that question we've wrote tested in medical contexts uh with with general practitioners we've done it with lawyers and accountants we've done it with business owners and that question whether it's one-on-one or in group meetings differentiates people I was working with a recruitment firm in the United Kingdom and they're very specialized in a particular area of medicine that they recruit for they're very successful they've got offices in London Europe Boston San Diego and the the owner of the business literally practiced that question she did her version of it in a lovely British accent you've got to think of her that way so it wasn't precisely those words but she used a variant which sounded like
I'm curious today what would make this a great conversation so she just added a bit the intention is identical so it is not about the precise words try to keep it eight words or less because any questions with more than eight words is bias so the shorter the question the more likely you are to get more from what they haven't said biased questions are not bad by the way if you need to make decisions allocate resources choose from Alternatives bias questions are really important but for these kinds of questions where you want to open up at the beginning these questions eight words or less what will make this a great conversation become really helpful by the way if you know the host and the group in the meeting and you're visiting in and you think it's going to be productive don't just ask the host of the meeting that question just look around the room and go I'm curious if anybody else would like to add to that because what happens in most cases the host will hear something different from what they said I remember a good a listener will hear the active speaker great listener will hear everybody
and what will emerge is more trust and Rapport really really quickly but it will only happen if you repeat that response between 10 to 15 minutes through a one-hour meeting and seven to five minutes in a half hour meeting as well so tip number two very good what will make this a great conversation now Jason well do you remember what I asked you before we went live to air yes you asked me that question you did as soon as you said ask this question I knew where you were going like he asked me that question before we started today so you did it yeah well here before we get into uh before we get into tip number three I want to talk about our spawner so I'm gonna take just a minute to do that so give me just a second Oscar so I want to talk to all the listeners about story so story is our primary sponsor of the entrepreneur Master Series and it since we're talking about listening today I want to kind of play into that so you and I as people who are doing businesses doing business out in the world we want people to listen to us we want people that we want to get their attention and one of the ways that we get their attention hopefully so they'll listen to us as we do social media short form videos and social media short form videos are the primary way that people are getting people to not only become aware that that person exists maybe that you exist but also aware of what you do and perhaps even give you money for your services so if you think back 20 years ago you needed an ad in the Yellow Pages or maybe 30 years ago today you know 10 years ago you needed a website today you need to be doing short form video content but the problem with that is that you don't really know where to go to get it done some people are down camera so people don't know what to write they certainly know how to edit it and that's where story comes in story is a unique company that takes all of that cons all those things that will cause problems in you being able to do this short form video and do it for you now of course you still you you got to get on camera you've got to hit record but they do it all they give you the prompts they tell you when to record they they write the captions for you they do the hashtags and they'll post it to your channels for you if you want to try story out you could try them out for free they'll edit one video for free and they'll do a demo for you on their stuff and give you a discount if you decide to sign up to get that all you have to do is go to the real Jason duncan.com story that's s-t-o-r-y-y are there two wise because don't forget the stories about you when you do these videos you're gonna see a bigger impact in your ability to get people to listen to you to see you and to hopefully buy from you so go to the real jasonduncan.com story and try that out today and my big thanks uh to Connor Snyder and Devin Gill and that story for being the sponsor of this webinar Series so let's Oscar get back to the third tip so we've got tip number ones use technology but don't be a Slave step number tip number two is ask this question before every meeting what would make it's a great conversation and so now here we are at our third tip what is the third tip Oscar before we jump to the third tip just if you're looking to go ahead with Story one of the things you want to do with your video ask your tribe what are three things they're struggling with right now and explain what you're struggling with too so if you're struggling to figure out what content to create a question will create more engagement with your audience than a story alone I'm not saying stories don't matter stories and questions the one-two punch connect with story they do an awesome job to get your message out into the world now tip number three when it comes to listening is this you may have noticed I'm drinking a lot of water Jason
fact that's how much that's how much water I've been drinking for the time we've been together tip number three drink a glass of water before the conversation commences and drink a glass of water for every half an hour you're in a conversation
here's the science
number one you're role modeling for everybody in the room because when you take a glass of water it's more than likely so will everybody else the science is this this part of your body here around your lungs and your heart is called the parasympathetic nervous system this is got more nerve endings than your brain your gut field sits in this part of your body and when you drink water it creates a calming effect so you're available but less distracted and you're more present very easy to do very difficult to practice though for most of us we don't have water nearby when I go into reception when I'm going to visit for the first time or a regular client are always and receptionists know this with me by the third meeting I always request if you don't mind would I be able to bring a jug of water and some glasses in for everybody in the meeting now in some cases that's always present but it's not true all the time
what the water does Jason is creates silence it gives everybody a chance to just pause to reflect on their thinking and go hey is what I said aligned with what would make this a great conversation what will make this a great meeting or not
if you get distracted while somebody's talking and it's a really long story and you can't connect with it just pause drink a glass of water it will help you reset your listening Compass to bring you back into the conversation we know in most cases if you pour that jug of water in a meeting room everybody present will want to have a sip of water it's a very social thing by the way now if you drink coffee that doesn't count as water drink coffee great no problem knock yourself out and drink water a hydrated brain is a listening brain so here this part of the body is five percent of body mass your brain yet it consumes 26 percent of blood sugars and listening is a very difficult task in a group setting or when you're seeing a New Prospect a hydrated brain is a listening brain so make sure you're drinking a glass of water before the meeting Kim answers and every half an hour in the conversation now as I've said Jason all of these are so easy to say yet they're very difficult to practice we suggest you practice them in that order Master the distractions electronically first and once you've mastered that practice the question once you've mastered the question and the devices move to the water those three things will completely change the way you listen and more importantly it will change the way the speaker communicates their idea how will you go with tip number one Jason
so I interesting on the tip number one the technology thing is the I I've been using that feature that you spoke about that the technology turns off all notifications for so long I don't even think about it anymore um that it just happens like I don't my phone will not ring when I have a meeting scheduled on my calendar it won't ding it won't buzz it won't do anything the exception to that is that if my wife calls because I've got it set up for for her at all so they're so you know and so in most most cases it's okay if she rings but if there are sometimes I'm sitting in a big meeting where there's a lot going on I'll turn the phone off because I only want that option of her interrupting the meeting although it almost never happens so I think that's a great tip so the tip the tip too about asking that meeting that question before the meeting you know what's you know what's interesting that you mentioned that because as a salesperson for so many years and now as sales training is part of what I do as a business coach is that I I teach and I do this um in a sales situation to ask us ask a question very similar to the very beginning it's it's it's more geared towards we're trying to get to a hurt outcome as a salesperson but it's the same idea but it always makes for a better conversation and and that question that I had I ask and I teach other people to ask in a sales conversation is something to the effect of this um I'm really glad that we're having this meeting today so here's how this meeting is going to go so I've got some questions that I need to ask you so that I can understand what you're dealing with I know there's going to be questions that you're going to ask me but when we get through all this we get to the end make sure that we together can decide what next steps there should be if any does that sound fair to you and so what that does is it sets the stage for they they know I'm asking questions and personally now they know that I'm kind of in charge of what's going on they have the opportunity to ask questions and then I'm not going to force them in something that I don't want to do because at the end we're going to decide together whether or not we need to move forward and decide the next steps so I think that's interesting the glass of water thing never tried it I'm gonna have to give it a shot laughs okay so just a little reflection on um the process you set up you you giving them is that okay with you uh and you will hear what they say but what it won't allow you to do is hear what they haven't said so the what will make this a great conversation for you gives them a way to check in all the way through the meeting so you want to check in at the 15 minute Mark and check if we want to continue is what I'm saying to you because they might figure out in 15 minutes that we're not a good match and then you can refer you can refer because the only thing worse than losing to the competition is winning a customer that you haven't heard effectively and you've got a really unprofitable customer and honestly that doesn't matter for you what matters is they they're gonna trash talk you in the market they're not going to refer you well they're not going to speak highly of you because everything's really difficult for you so when it comes to our listening oh bear in mind if you don't hear what they don't say which is 86 of the dialogue if you don't ask these three questions during the dialogue so these three questions will unlock
that extra 125 words so you can hear not just what they've said but what they think and what they mean and they will feel heard seen and valued these three questions are really simple they are so short you'll be shocked now don't use them as abruptly as I do just use a variation of this the first one is tell me more
now this on a list encompasses a north-south question designed to keep the dialogue going in the same direction because you think there is more that they haven't said so the way I would say it is JD I'm fascinated say more same intent less than eight words and JD will say more in that case we're listening for similarity we're going in the same direction now if you want to ask a East-West question a question designed to elicit them to think differently and for you to listen differently is you ask a version of this and what else this moves the speaking Direction 180 degrees in a completely different direction most people don't realize they're asking questions that's taking a conversation in the same direction it's already going and when you ask these questions always ask tell me more first always ask them what else second so that you're getting both 360 degree views of that and a version of and what else
if your accountant was here what's the question he would have asked she would have asked that we haven't asked all of a sudden they'll pause and go oh yeah I haven't told you about blah blah blah
and all of a sudden you're listening differently and they're saying what they haven't said
the final one is the shortest one we've already discussed this it's the most potent it's the most powerful but it's also the most intimidating it's this
now don't worry no webcams are frozen in the making of this video [Laughter]
well the accountant question I was writing that down the accounting question is really interesting um I think that that's um I've heard the first two but I've the third one's a really interesting one to me how to discover and what is the intent behind it okay so the accountant is a version of a question that gets them thinking 360 degrees I'm going to give you a range of those and then I'm going to deconstruct the intent of the question I'm curious
if your competition was in the room right now what would they laugh about that we haven't even discussed
if your most cynical employee was in the room right now what's the question they would have asked that we haven't asked if the media was in the room right now what would have been the question a journalist would have asked if we haven't asked if a regulator was in the room what's the question they would have asked that we haven't asked if your lawyer was in this room if your other shareholder was in this room if your life partner if your children if your grandchildren were in the room what do you think they would have asked now the intent of this question is very simple most people will dialogue from their perspective consistently they will describe symptoms and not the system in which they operate and when you listen holistically 360 Degrees all the way through your compass you will get a series of perspectives that are very unique good sellers beat the competition great sellers help the customer explain the business case through 365 degrees the reason I'm asking this question Jason is to uncover all the unspoken objectives objections sorry that this person may encounter when they go back into their organization and I want to bring those perspectives into the conversation in a very elegant and clean way this is not a manipulation I want them to cleanly explain who else they need to do this with so the intent of this question is if you have a sales pipeline that's really fat in the middle and not moving as fast as you like you're not asking these question sets you are getting blocked because you're talking to somebody who likes to talk to you instead of getting a full perspective about what's getting in the way of them navigating the business case through their organization as I say that Jason I'm curious what what's going on I I love it I love the idea of having 360 degrees of questions and I think that there is um there's a lot of application in the sales perspective but I think there's all obviously it's not just design for this you can get into a corporate meeting and if you ask that question the beginning you know what would make this great conversation for you and then you do a check in at the 15 minutes just like you said you're drinking the water phones are off somebody says something and you go hmm tell me more about that and just that's it that now you're going to another level and then when they finish that then you say well then what else like that keeps them talking I think I love the north south east west idea and then that final wrap-up question uh for that particular subject is if so if your accountant or if you're a competition or if you're whatever was here the question would they asked that we haven't talked about what would they think you know I think that's a phenomenal way to have a great conversation and what's interesting about this is that everything we're talking about is about listening skills but all of the tactics were about things that we say or do isn't that interesting so listening is not just about what we are you know being silent and not saying anything it's about actively participating one of the things that Olivia Fox Cobain writes about in that book The Charisma myth which is talking about being present and she says that if you ever feel yourself you know not being present like if you're aware of the fact that you're spaced out talk or looking away is like wiggle your toes and just focus on your toes for a second or think about your breath you know in and out and it kind of centers you back into the conversation so I think what's interesting about what you do and what she teaches and so many other people it's that the listing is physical it's physical as much as anything else it's it's getting involved and I think that you would probably agree with that yeah I look in the book how to listen we talk about listening as a full body experience that's why we interviewed blind people we interviewing a few deaf people and if you deaf interpreters we interviewed foreign language interpreters they all talked about using their eyes their ears and their body as an instrument to listen it's important that you listen to your own body and notice the way you're breathing as you mentioned from Olivia but also noticed the breathing of the speaker as well when your face is not connected to a device and you can be present a change in their breathing pattern is a signal to go and explore that a little more a change in their vocal pattern when they maybe talk down from here versus talking more from here these are coming from two different places they are signals but when you're not present you can't get those signals and you need your body tuned first before you can tune into their body we we talk about orchestras and bands every single professional band and even the amateurs will tune their instrument in the venue that they may have played the day before with the identical instrument yet because they're respectful because they're professional because they want to create a great experience for the audience they tune their instrument every single time before they go into that live performance my invitation to you is to do the same tune into yourself close the browser tabs down in your mind so you are available to listen to the other person listening does not start by focusing on the speaker it starts by focusing on you and your body and your presence and where you are in that moment if you choose not to no problem you'll have unproductive meetings you'll waste your time you'll lose customers or still you'll get customers that you can't solve problems for and they'll trash talk you in the market so please be professional be respectful tune yourself before you go into a conversation how do you do this if you're in control of a meeting or a quest do not send a meeting request at the top of the hour always invite somebody to join a meeting five minutes after the hour this is a really simple hack and yet it's so profound number one the people you're probably speaking to prospects business owners Executives all of them are in back-to-back meetings and if they're not in back-to-back meetings they're coming off phone calls if you create just five minutes between the top of the hour and your meeting people turn up to meeting like this ah Oscar I love your meetings because I've got time to go to the bathroom I've got time to get a sandwich I've got time to get a coffee and I've got time to collect my thoughts when they arrive at five after the hour they are present and ready to go when they arrive at the top of the hour this is what it sounds like sorry I'm like Jason announced five after the hour but I just had back-to-backs and you know you'll forgive me that will be present in the meeting at five minutes after the hour but mentally they won't be present till quarter past which meeting do you want to have you can control that start your leading spot after the hour Oscar that was great I'm telling you I'm gonna make a change right now on how I'm scheduling meetings that because that makes so much sense to not do that that is such a good thing I it is uh we're approaching the end of our time together today so I want to give you the opportunity to uh to speak to the audience to say hey this is a way to get in touch this is something that I can do as as a deep listener someone who can coach you into this it can help you get the skills I know you've got books I know you got courses Etc talk to everybody about how to get in touch with you and how they could uh could engage with you in a way that makes them better listeners certainly JD while I'm doing that I'd like you to think about this question what's the one thing you will change in your listening as a result of our conversation today okay so I want you to think about that while I explain to everybody we've got a range of resources uh for you if you want to improve your listening my first recommendation take the listening quiz at listeningquiz.com it will take you five minutes to complete 20 questions and you'll receive a report with
different in your listening as a result of the last 90 minutes together I think I think I'm gonna have to do the the uh tips two and three ask that question at the beginning makes what will make this a great conversation um and I think I'm going to try to try the water thing I've never even considered that but I think you know practically I'm gonna start scheduling my meetings five five after the hour and um I I and and I'm gonna tell you this like I didn't know this until you told me but you said any question with more than eight words is biased um and I I have never heard anybody say that I immediately know that to be true even though it's the first time I've ever heard it because I myself as a questioner know that when I get wordy in my question I'm aiming for an answer so that's something I'm going to pay attention to yeah and remember neither is correct or incorrect that's where it's appropriate typically we want to ask the shorter questions at the beginning we want to ask the long questions towards the end because we've got some decisions to make and invitations about matching as you mentioned earlier on it's been a joy to listen to your questions I hope you're feeling less nervous than when we began today uh no this is fantastic you've you've uh enlightened me and I hope that I will continue to build on my listening skills and be a better listener so it's thelisteningquiz.com is that correct the listingquiz.com just listeningquiz.com okay just want to make sure I heard that correctly and I wanted to ask so listeningquiz.com if you want to go check that out you can find Oscar tromboli on LinkedIn he's uh active there got a lot of people following him there so Oscar tromboli on LinkedIn I'm go to listeningquiz.com Oscar it's been a pleasure having you with us today thank you for being a guest on the entrepreneur Master Series and thank you for all the work that you do everywhere to help us be better listeners thanks for listening to me well there you have it that is the end of this episode of the entrepreneur Master Series but don't go away I've got a couple of things that I want to talk about specifically I also want to share with you what's going to be happening happening next entrepreneur Master Series because you're not going to win the Miss you're not going to want to miss that one that's coming up in a couple of weeks but before I tell you what's coming on that I've got something to tell you my very first ever book Exit without exiting is coming out next Friday actually on my birthday all days I'm so excited about it it's called exit without exiting you're going to be able to get it on Amazon uh feel free to go buy a couple hundred copies if you'd like but just whatever you do make sure you leave a review and this book is all about how to exit your business without selling it and begin living the exit lifestyle sooner than you ever thought possible so that's a timely thing for me it's coming out next Friday so I'm really excited about it but on a more tactical thing I've got a brand new group coaching course that starts on March the 2nd at 9 30 a.m central time it's called 40 days to find your true purpose and I'm taking people a group of people through this I've already got a bunch of people who've already signed up and we're going to be going through this together over 40 days six weeks one hour Zoom sessions as a group to address the four essential questions that you need to answer in order to know what your true purpose is in life and how to pursue it so even though you might have experienced a lot of success in your family life your personal life your business or your career you might feel a sense of lack of fulfillment and this group coaching program is designed to help you get exactly what you need to get to that place of understanding why you're on this Earth what is it about why are you here especially for those entrepreneurs who are living a very successful life as an entrepreneur but still think that there's something missing that was my story running a very successful multi-million dollar business but I knew that that wasn't what I was on Earth for and now that I've discovered the reason why I'm here life is much more fulfilling and I want to help you do that too and you may be saying to yourself well I already know what my purpose is Jason I'm good I'm good JD don't bother me okay just remember this your purpose is not a destination it's a journey and so you might learn just something some little tip in this six week course over the next 40 days that will get you to that next level in life and success that you wouldn't have been able to do if you stayed content and complacent and where you thought you were supposed to be maybe there's another level that God's trying to pull you into that you could find if you just open yourself up to it so how do you get involved in this go to the real jasonduncan.com purpose the real Jason duncan.com purpose and sign up today please tune in again next time when we do this entrepreneur Master Series I've got the guest coming in his name is Austin Zeeland and we're going to be talking about the blueprint to 100 000 a year in passive income it's not a pipe dream making passive income as an investor is not only a reality it's easy than you think it is Austin Zealand is going to share his journey from Microsoft to becoming a full-time investor it will be sharing his personal passive income strategies and able to generate eight figures passively every single year he'll be sharing his exclusive blueprint to 100K in passive income which has been featured in Forbes Yahoo finance and many more and if you want to register just register at the real Jason duncan.com EMS if you register for this one which you did because you're here or unless you're watching on YouTube later you're automatically registered for the next and next one so congratulations but thank you for tuning in on YouTube LinkedIn Twitter and Facebook or Zoom wherever you're watching this big thanks to Oscar tromboli deep listener one of the greatest deep listeners you will ever hear and meet and I'm so glad that he was on the show today so thanks for tuning in as always I am the real Jason Duncan and Jesus is King see you next time
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