We don’t realize it, but we are all salespeople in some way, shape, or form! Bestselling author Larry Levine talks with Brian Covey about what it means to be “selling from the heart.” Larry and Brian discuss what that means and how we can adapt ourselves to connect and relate with each other. It may take us out of our comfort zone, but that is the only way to grow! Let’s not forget that making sales is about connecting with your customer. Discover how you can be in tune with yourself so you can better connect with people.

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Selling From The Heart: Getting In Touch With Yourself Before Selling To Your Clients With Larry Levine

My guest is somebody that has mentored me and he’s worked with our team here at loanDepot. He didn’t need much of an introduction. I’m going to say it, Selling From the Heart, that book and for those of you that have read it or you’ve gone on to his site, Larry’s got a podcast. He coaches people from Toshiba to the Kings in NHL and salesforces. I know he was working with a large bank organization. He’s coached our team here several times.

You’re in for a treat. For those of you who ever wondered if sales were for you, how sales have evolved and you’ve had to put on the facade of an environment and a culture that maybe didn’t feel as though sales felt a little bit slimy or didn’t feel like what you thought it would be, we’re going to reframe it all. I’m excited about this conversation because I’m going to selfishly get to learn from the master himself and the author of Selling From the Heart. Larry, welcome.

First of all, after that intro, “I want Brian’s lifestyle. I want the music.” I saw that pic. Brian, you got it going on.

It’s like the Instagram Reels. That’s how you live and that’s 20% of life, which looks awesome. The other 80% is hard work. I am blessed. I have my wife, our three kids, the soccer and all that and then we got a good editor. Let’s jump into what people want to know about because they probably know your background and they can see your bio and stuff. One of the things I want to unpack is I hear this all the time about cultures and sales. We lead a large sales organization. You’ve been in sales for most of your career and you’ve seen this transformation. Let’s talk a little bit about what prompted you to write the book and then we’ll unpack some of it because Selling From the Heart, for many people, it’s how they found you or may have connected with you in your social.

BCS 45 | Selling From The Heart

Selling From The Heart: Everyone’s highlight reel is wrapped up in social. People form opinions of others based on their social positioning.

 

You truly don’t know people until you know their backstory. Everybody’s in sales. Regardless of what people think, everybody’s selling something. I’m going to take everyone back. This goes back years ago. I didn’t realize it at the time. Do you ever have those accounts, Brian, that says something about that account that transforms you and keeps you going back and you want more of it? That happened to me many years ago. I had the honor and the privilege of working with an organization called Joni and Friends. You may have heard of it. The founder is Joni Eareckson Tada. She’s a quadriplegic and she started a wheelchair ministry.

I walked in there on a cold call many years ago and I had no idea what I was in for or anything. Fast forward a little bit, I came out of the office technology channel so I had the opportunity to put one of their first copiers in their location when Joni and Friends was small. When I say small, there were probably 30 people in that organization at the time. Their worldwide corporate office is fifteen minutes from my house. As I was installing the first copier, something magical happened. Their CFO didn’t have to do this but he took me around and he personally introduced me to everybody that was in Joni and Friends. Name by name, I shook hands and he introduced me. He didn’t have to do it but he did. That was the nature of that organization.

I saw people welcoming me into the family. I saw smiles. Some people even gave me hugs. They never even met me before. It was right then and there, I got bit by something and I wanted to go back for more. After every time I’d get into my car, I’d get goosebumps and I’d go, “What would it be like if I brought this to my clients? What would it be like if I brought that Joni and Friends experience that they shared with me to my clients?” I made it a mission that every single month, I would bring the Joni and Friends experience to my clients.

You can't grow if you're not willing to try new things. Click To Tweet

I didn’t realize at the time, that’s how Selling From the Heart was born. Though I didn’t know it until later on in life where I was forced into entrepreneurship that I go, “I’m going to bring this out into the sales world. I’m going to bring heart, sincerity and substance out in the sales world.” It’s based on that experience. That’s how the whole mission and the movement around authenticity were all started. I’m willing to go out there and push the words out there. The message is to say, “Bringing heart to the forefront matters.” That’s how Selling From the Heart started.

I’ve read through chapter one and it’s one that I’ve come back to a few times. It sounds like that’s how you connected. Finding the real you. I find in sales that a lot of us are trying to be someone else. We’ve seen someone and we’ve been told, “Here are some sales tactics.” We’re trying to put on these empty suits of armor to go into battle. It sounds like that’s the journey. You found yourself where there’s fulfillment, passion and you can deliver an experience that there are sales that happen on the other side of it but that relationship is what happened there. That’s what I picked up from you. That’s the transformation.

Let’s go back to that. When I met Joni and I met the leadership at Joni and Friends, they weren’t hiding behind anything. They were just who they are. They’re real, genuine and loving people. You used a couple of words in the beginning before we’re kicking this off. You talked about highlight reels. You dropped social media and you dropped reframe. This is the perfect time. Everyone’s looking at social as, “Is that real?” Now I’m going to date myself. Is it Memorex? Everyone’s highlight reel is wrapped up into social. We form opinions of people fast based on their social positioning. Is that the real life?

I learned a long time ago and maybe it’s because of my relationship with Joni and Friends and the impact that they made on me, you got what you got with me. I wasn’t going to hide anything. I wear my emotions on my sleeves and I brought that to my clients and in the marketplace because I knew that the faster I got to somebody’s heart, the deeper I was going to connect to them. That’s a big disconnect in the sales world now because we have this deep boundary, in my opinion, where we don’t want to cross it.

Here’s what I want everyone to think about because, at some point in time, we’ve had this dropped on us. I’m going to use you as an example because we’ve all been on the losing end of situations that happen in sales but I’ll reframe it in a different way. It’ll go down something like this. “Brian, I don’t want you to take what I’m going to say personal but we decided to do business with somebody else in another organization. Please don’t take it personal. It’s only a business decision.” We’ve heard that one before.

I’m going to flip this around. This is my opinion. I believe business is personal. The more personal you make it, the better off you will be. It was from that experience that I learned this. The more comfortable that I make somebody feel, the more intentional I am in my conversations, the more I lean in, pour in and pull people into a conversation, the better. I found that the more comfortable I can make Brian with me, the more comfortable he’s going to open up. Do you know how I know this? I want to let everyone know, I deeply admire and love Brian and we have never met. Think about that one for a second. We’ve poured ourselves into each other. We’ve had some deep conversations and we have never physically met but we’ve made each other feel comfortable. That’s what I want people in sales to understand.

That’s a shift I made several years ago that I’m aware of the shift and why I made it. I want these deeper relationships and to connect. Social is a way. Think about the people like us. We haven’t physically met but yet you can build a relationship now. I agree with you and I’m on that same playing field that we’re all in sales to some degree and you’re trying to build relationships. Why would people be on LinkedIn? Why would you be on Facebook? Why would you be on Instagram? You’re looking to build relationships and do those things.

I share my kids, the ups and downs, the surgery I had and all of that because to your point, Larry, if somebody sees me at church, on the soccer field or out at a restaurant here locally, you should get the Brian in all of those arenas and the same Brian you get in the office and you should know me. It has allowed us this window of opportunity. I’d love your take on this. A door was opened that we can now enter in and whether a kid interrupts on video or you hear a dog in the background or whatever life is, it’s allowed us to say, “I’m not just a person at business. It’s not business and then personal over here. I am one person.” How do I integrate that and bring my talents to the market?

This whole social concept is so fascinating because everybody has their take on it. Everyone’s on social for some reason. I’ve boiled it down to a couple of things. We all want to be seen and we all want to be heard. I’m going to make this sales-centric. However, my concern is, are people in sales positioning social as, “Is this my sales playground? Is this a window into who I am?” I learned this a long time ago from one of my first business coaches. This goes back over years ago. He goes, “The person you are face-to-face must match the person that you are online.” You get what you get. I decided to remove the barrier, open up the window and say, “World, this is who I am. I’m not going to hide from it. I’m not out to win an Academy Award on social for the best video or anything like that but it’s a window into who I am.”

BCS 45 | Selling From The Heart

Selling From The Heart: The faster you get into somebody’s heart, the deeper you’re going to connect to them.

 

I’m not going to say there’s a right way and a wrong way to do things. We all use social for various reasons. However, are you being real? Are you being relevant? Are you being relatable with how you’re using this? That’s what I want people to think about because people smell what you’re cooking a mile away. They smell what you’re cooking online quickly. I’ll use the word connect because the two big words that play out in this are connect and relate. It’s so easy for people to connect. A couple of keystrokes, press send, connect or however. You can connect to just about anybody anywhere in the world like that but how are you connecting? That’s a big difference.

I had this experience one time. Someone I’ve never met is part of the Arete Syndicate group with Ed, Andy and these guys and we’ve never met either. I come to find out we had some mutual acquaintances and all this. We meet on Instagram and he posted something with Arete and we had gone through this live event and stuff together. We still never physically met but we did a fifteen-minute Zoom call and that was it. Technology exists now. My goal has shifted where it used to be face-to-face meetings. Those were happening. My goal to get in front of people and have coffees, have lunches and all those.

How many people have taken a step back to move that connection offline to an actual relationship and say, “I’m going to take fifteen minutes and go on a live Zoom call and get to meet this person, feel their energy and know what they’re about?” That has changed my world. There are probably ten people that I would list, you being one of those, Larry, that I’ve never physically met in person but yet had a profound impact on my growth. How is that possible? We’ve got to go there. Is there any advice you give people? You’ve done this well. You’ve been presenting. Instead of in-person, you’ve shifted to do a lot of this virtually. Where do they start and how do they take those relationships from this surface level, social level? How do you connect? Let’s get into it.

It’s a mindset issue more than anything else. Here’s why. Let’s go back to probably 2011 or 2012. I live about 40 miles northwest of Downtown LA and often, I had to commute into Los Angeles for work. That could be a massively painful drive. If you don’t hit the windows at the right time, it could be parking lot central. What I flipped the script on was this. I’ll use you as an example. I’ll tie this whole virtual thing altogether and peel back where you’re going with this. Oftentimes, I would drive, get stuck in traffic for 2 to 2.5 hours, sometimes 3 hours for a 10-minute meeting with a C-level executive. Sometimes because I failed to confirm, I would get stuck in a traffic drive all the way down there and they flake on me. It happens. I go, “There’s got to be a better way.”

That’s when Zoom wasn’t Zoom. Back then, it was like, “Sorry, I’m going there.” I must say it was GoToMeeting. It was the Zoom of the time. I’d say, “What would it be like if I had some of these meetings virtually? If I had a ten-minute GoToMeeting, can I repurpose some of my time? Can I recapture some of my lost time? Can I accomplish virtually in ten minutes what I was doing face-to-face so that when I did go face-to-face, there was a lot more meaning?” That was the mind shift.

In sales, you got to bring the soft part of who you are to the forefront. Click To Tweet

What I started to figure out is more C-level executives and more decision-makers were more open for a 10 to 15-minute GoToMeeting than they were to schedule a conference room or coordinated with an admin. Even if I did walk into their office or sitting in front of their computer, they’re sitting in front of the computer virtually any way but in those 10 to 15 minutes, a lot can happen. What I did is I removed the barrier. It’s because there’s a screen right here, I can still see Brian and I can still see their eyes. I can’t see them tapping their foot on the ground or depending on where their cameras are. I can’t see if they’re rumbling their fingers or anything like that. However, I can accomplish just as much looking at somebody virtually as I can looking at somebody face-to-face.

This goes back to some years ago. I still love face-to-face. I miss it. I miss the high fives, hugs and all that. I absolutely miss the handshakes but you control what you can control and you can’t control the uncontrollables. It’s a mental thing that salespeople must overcome. We need to communicate in environments that our clients are comfortable in. Even though we want to go face to face and we want to shake hands, we’re looking at it selfishly because that’s what we want to do.

We got to look at it as what are our future clients most comfortable with. How do you marry both? It all starts up here. It’s the stories we tell ourselves. “We can’t do this. I can’t build a relationship,” however you wanted to find that with Brian, “because I’m sitting behind a fricking camera.” We got to get over that and move beyond it. The magic starts to happen when you remove these mental barriers of like, “You can’t do this.” It’s the stories we tell ourselves.

In the last event in 2020, we got to do in Dallas, Texas for the Housingwire. I remember they had asked, “What’s the number one skill that you look for when you’re hiring?” I remember sharing adaptability. I don’t know what your thoughts on that are but it was funny to rewind the tape as they say, “Roll the footage.” We watched it and I’m thinking, “Was that ever true?” As you’re talking, I’m thinking about that. How adaptable are you? I had a face-to-face meeting one time and it took me over 30 minutes to drive one way. The meeting was about an hour. It’s another 30 minutes to come back. It’s two hours of my day. Now, we’ll probably spend 45 minutes to an hour together and then I’ll be able to move into the other things that I have in my day.

When people talk about how productive are you, it has changed things. I had a paradigm shift. What I was thinking about as you’re sharing this is I had only agreed to myself that I would hire leaders on our team if I met them in person. Imagine how limiting that would have been during the pandemic. I would have added new leaders. You know the story with our group. We’ve added nine leaders and I’ve never met six of them in person. It was a different thing that had to shift. What else beyond that? I know that resonated with me. What else should salespeople be adapting to now that you’re seeing, in general, to move to that place, maybe even closer to selling from the heart? They can build authentic relationships and start to grow their business but realizing that it’s not going to be all face-to-face and it’s not going to be all virtual. It’s this combo and hybrid of things happening.

First and foremost, I’m a big believer in this. It’s the inner work that everybody does on themselves that propels outer success. I’ve been writing a lot about sales professionals ask themselves deep questions. They reflect, look in the mirror and look at, “What can I do differently? Where am I at now? What are the next three months look like? What’s the next year look like?” They double down on themselves. Often, we’re chasing all these outer things and unfortunately in sales, we’re stacked ranked to death. Where do we sit on the leaderboard and so forth? It weighs on us.

I’m here to tell us that we can do things about it. We can take a step back and say, “The more I work on myself, connect to myself and get acquainted with myself, the better off I will be.” Why am I sharing this with you? I’m a firm believer and I see it with salespeople and sales leaders I work with. If you’re afraid, scared or timid to ask yourself deep, reflective thought-provoking questions, I promise you this. You will struggle to ask your clients deep questions that get them to think.

BCS 45 | Selling From The Heart

Selling From The Heart: The more you work on yourself, connect to yourself, and get acquainted with yourself, the better off you will be.

 

Why am I sharing all this? Look at what we’ve been through. We’ve been forced to do a lot of things differently. We got to learn how to adopt, adapt, get reacquainted, reengaged and reeducate ourselves. We got to learn how to be open to new technology and things like that. I’m here to tell everybody we’re not going back to the way it was pre-pandemic. It’s not going to happen. For everybody out there that’s going to say, “I can’t wait for the green light to go and the gas pedal to go to the floor,” you’re fooling yourselves.

I’m not here to disrespect anyone when I say this. The way it was is not the way it will be. If you want to thrive in the world that we’re in now especially in sales, you got to bring the soft part of who you are to the forefront. I call it a combination of heartset, mindset and skillset. Often in sales, we focus on this skillset. “I got to enhance my skillset.” It’s important but if you don’t work on your mind and your heart, I know what happens. If you don’t enhance your skillset in the world that we’re living in, get out of sales. The world has flipped upside down. I would have everyone take a step back and say, “What did I learn about myself? What did I learn about my clients? What new skills did I learn?”

I do know this. Elite athletes double down on themselves. You’re an athlete so I know that. Elite athletes are constantly pushing themselves way out of their comfort zone. We’ve been pushed way out massively out of our comfort zone but that’s how you grow. I’m a big Pastor Craig Groeschel fan. I love everything that he drops. I remember I was watching his leadership podcast once and he said, “Growth and comfort do not coexist.” Think about that one. You can’t grow if you’re not willing to try new things. It doesn’t work.

I love your insights on that because that’s where a lot of people still struggle. A big takeaway is they’re still going like, “Let’s work on these skills,” and it’s like, “That’s important. You need to sharpen your saw. You need to work on your skills as an athlete.” We go out and we practice fundamentals but who are you becoming? Someone asked me and it ties into this. They were like, “What’s the difference as you move through the levels of high school, college, professional and all that?” I was like, “It’s here.” Many people were fast, strong and good at the game and they had the skills but what separates the truly elite? What we’re all striving to be the best version of ourselves is, I love what you said about you’ve got to experience that uncomfortable spot. It’s that old saying of, “You’ve got to be comfortable being uncomfortable.”

As I’ve been rehabbing my arm, what’s interesting is I don’t like one of the apparatuses and devices. I’m not a big runner and most people know it. I don’t personally enjoy running. I’ve had to change my mindset around it. There’s also a device called an AssaultBike. It’s called an AssaultBike for a reason because it will assault you as you’re riding it. Those that don’t know, you’re riding with your legs and your arms and all this. I’ve had to learn to get outside of that comfort zone. What’s on the other side of it though is growth because every time I accomplish something, I’m getting a little better at it. I’m stepping outside. In sales, that’s what we’ve got to do.

Business is personal. The more personal you make it, the better off you will be. Click To Tweet

You shared one thing and I’d love for you to unpack this more. This inside job that you talk about, even in the book. I’ve heard you talk about it in the podcast and Craig’s talked about it. Where do people keep that journey going? I see people start it. We all know you can YouTube or you can go on social media and you can get a little hope and inspiration for a lot of places. How do people stay consistent working on themselves? That’s what I see the difference is. Those that succeed have this continuous process of working on themselves.

It’s why I wrote Selling From The Heart the way I did. I spent 28 years in one sales channel. I never had sales leaders but I had sales managers. There’s a massive difference. I was on more dysfunctional sales teams than I was on functional sales teams. Those sales managers never said, “Over the course of the next 90 days, we’re going to go on a journey of discovering who we are because once we unpack that, it’s going to feel like this.” Nobody ever said that. I held myself to a higher degree of standards and I believe most of them on my team. It’s because that’s how I was raised. I’m a big believer we’re all products of how we were raised. Salespeople are products in the environments they were raised in.

I saw the transformation in myself when I held myself accountable to growth, leadership and accountability. I started to see firsthand how my confidence grew, how my believability in myself and my messaging grew and how my sense of self-worth grew. I’m a big believer in morning routines. I started to hold myself accountable for certain morning routines. The older I became, the easier it became. This has become transformational for me. Brian, you and I have spoken about it. My morning routine was always around heart-centric stuff. It was always exercise and things like that. I made sure I did that every morning.

Since December of 2020, I kicked it up a notch. It wasn’t just heart-healthy exercise but it was spiritual health. It was mindset work. I stopped reading sales-centric books and started reading leadership and purpose-driven books. No offense against sales books. I started to look at this and I started to follow leaders. I started to follow spiritual leaders. I’m not taking this down a spiritual path but I started to see the transformation in myself and my messaging. It’s a monumental gap out there in the sales world. It’s sad and concerning. That’s why this movement around authenticity, I’ve got my foot to the gas pedal on this because salespeople are starving for it. How do I know? It’s because I asked.

This whole morning routine is mission-critical because in Selling From The Heart, I write about sales chaos. I was leading a virtual team meeting for a sales team and I let them know at the end, “You have been awesome. We’re going to spin a digital wheel and wherever name it lands on, you’re going to get a one-hour coaching session with me for free. This is my way of saying thank you.” This gal hops on our one-to-one coaching call and she goes, “I want to let you know I love the book but I’m going to tell you right on, I don’t have sales chaos.” Brian, that was the first thing she said.

Without getting too personal but I’m going to get personal, I said, “What time do you get up in the morning?” She said, “7:15-ish.” I said, “Not bad. What time do you start work?” She goes, “7:30.” I said, “Back up for a moment. You get up at 7:15 and you start work at 7:30?” She said, “Yeah.” I said, “What you’re telling me is you throw your hair up in a ponytail and you brush your teeth?” She goes, “Yeah.” I go, “You got some serious sales chaos.” Why am I sharing this? It’s because that’s the routine that a lot of people fall into. I’m not saying you wake up at 7:15 and you’re at work at 7:30. It’s easy though in a work-from-home environment. Stop and think about this for a moment. The way you unpack your morning determines what happens throughout the rest of the day. Mark my word. I’ve tried to trick my brain on this. One time, I go, “Larry, you’re not doing your morning routine and I want to see what happens.” The whole day is shot, Brian.

It takes a while. It’s habitual. You can’t just say after five days it’s going to become a routine. I’m big into routines, rhythms, repetitions and things like that. You got to consistently do this and you have to have the discipline to do this. You know what time I get up. I get up at 3:00 AM Pacific Standard Time seven days a week. Not to say, “Look at me. Larry wakes up at 3:00.” I’ve unpacked how my brain is wired and my brain is wired early in the morning.

I work on my heart, mind and body for the first couple of hours. It’s all about messaging and mindset. I watch a podcast, journal, take notes, do a little bit of exercise then I go take a shower, grab a cup of coffee then sit down. I write my mission statement down, my values for the day and three things I’m grateful for. I write down three things I’m anticipating and an inspirational quote every single day. This launches me throughout my day. When I coach sales teams and salespeople, we work on this. Why? It’s transformational. The inner work that you do on yourselves will catapult your sales success. It’s how will you connect to yourself.

BCS 45 | Selling From The Heart

Selling From The Heart: If you’re broken inside. You’re disconnected from who you are inside. That will come out in how you connect with your clients.

 

Cody was on and Craig Groeschel shared this as well. I was thinking about this visual of they both said, “You can’t pour from an empty cup.” How many times as leaders have they tried to invest or tried to help their team but there’s nothing in there? I had some people early in my career almost like, “That’s selfish to work on yourself. It’s selfish to go take time to go workout and all that.” Funny how that paradigm changed. We’ve realized if you don’t work on yourself, you can’t be a great dad, husband, leader or contributor in your community. You’re not going to lead anyone if you’re not leading yourself well. I love what you shared. When I created our show, it was, how can we teach people the success tools to win at life? It starts in here and we got to move through here. Stephen Covey always talked about the whole person theory. “If you don’t have the whole person engaged and you’re missing a spiritual piece or you’re missing your health piece or mental health piece, you’re not your best self.”

I’m going to preface that I don’t have a PhD after my name. I don’t have a degree in Psychology, Human Behavior or anything like that. I want to throw that out there. I got a PhD from getting the you know what kicked out of me my whole life in sales. If you’re broken inside and you’re disconnected with who you are inside, mark my word, it plays out in how you connect in your marketplace, with your clients and with your future clients. It’s amazing that the deeper and the more in tune I got with myself, the better off I became in connecting with people because I asked myself deep, reflective, hard. I’m harder on myself than anybody. If you go ask my wife, she will tell you I am rip-roaring brutal on myself but in a positive, loving way. Sometimes, in a self-destructive way because I push myself so hard but because I’m comfortable asking myself these deep questions, I get deep fast with people.

The person that you are face to face must match the person that you are online. Click To Tweet

We’ve had some of those conversations. I promise you this, the deeper questions you ask your clients that you get them to think and you get them to go, “Wow,” they will look at you in a completely different world than they ever did before. You got to get over the fear of asking some of those questions because everyone will conjure up stories. That’s why I’m a firm believer in this. It’s the stories that we tell ourselves and we believe those stories and we start acting out those stories. As Craig Groeschel always says, “What comes into your mind plays out in your life.”

Tony Robbins was one of the big influences in my life early on. He would talk about, “You got to kill the story sometimes. Sometimes, you got to bring the story to light that you want.” I love how you share this because this is where a lot of people can take what we’ve talked about and then go back in your podcast and your book and you’ve got tools to help guide you through this. What you’re putting in is all coming back out of you.

I’ve had that visual for a while that a couple of guests had shared and I remember, “You can’t pour from an empty cup.” That’s one of those framing languages that I use for myself where it’s like, “If I’m not full, I have nothing to give so how do I refuel?” I have learned like you have that I am wired a little different. I’m not everybody’s cup of tea and that’s okay but I know who I am so that I can show up my best version to give my best to people. I use my God-given talents and gifts however those may be deployed that day. That’s what we’re all here in life to do. Tap into those, understand them, get clarity on them, enhance them and go give them away. That’s why you were given them in the first place.

BCS 45 | Selling From The Heart

Selling From The Heart: How Your Authentic Self Sells You

Let us all stop and think about this. You used the cup analogy so I’ll play off of that. If you can’t pour into yourself, how can you pour into others? There’s a big disconnect here. We all got to get comfortable enough with pouring into ourselves because the more I pour into myself, the more I can give to others. That’s what it’s all about. Givers give but it starts with pouring into yourself. Brian, you’ve been on the Selling From the Heart Podcast. You know the question that we always ask all of our guests. We ask every single guest that comes on Selling From the Heart Podcast, “What’s it mean to you to sell from the heart?” There have been two mic drop comments and I’ll share them with you.

We asked the guest and the comment was this. “It’s hard to sell from the heart if your heart is broken.” Stop and think about that sentence. The second one, we asked somebody and the comment was straightforward, short to the point. He goes, “Depends on what’s in your heart.” Think about that. I’m here to tell you this. If you want to connect at deeper levels with your clients and out in your marketplace, get to the heart as fast as possible. If you don’t and you struggle with it, I promise you this, your relationship will forever be at surface level.

We’ve unpacked a ton and we’ve covered a lot but I know people are going to want to follow you and find out more. Let’s give them the high points. Where can they find you online on social and also get a copy of the book?

You can find me all over social. I’m all over LinkedIn. You can find me at LarryLevine1992 on LinkedIn. You can find me on InstagramFacebook and Twitter. If you want to learn about the movement around selling from the heart, you can go to SellingFromTheHeart.net. If you want a free signed copy of the book, you can go to SellingFromTheHeart.net/book. One last thing, if you want all kinds of free resources, you can text the word HEART to 21000.

This has been an absolute pleasure. I knew it would be one of the epic conversations where I can’t wait to engage in it myself. These are the ones I love to go back to. For everybody out there, make sure you like, subscribe and leave a comment here. Larry, I want to honor you and say thank you for what you’re doing. You are inspiring a transformation and a movement for people like myself and others that have known there was this disconnect and didn’t feel aligned. That’s going to change forever the landscape of how we look at building relationships, sales and how we’re able to contribute. It’s like the Joni story, how people feel better as a result of our presence and how we impact their lives. You’ve done that for me and our team. I know hundreds of thousands and probably millions of people.

This means so much to me. I didn’t expect all of this to happen in such a short period of time. I want to say thank you, Brian. It’s been an honor to hang out with you. It’s an honor to call you a friend and I love you.

Likewise. Thank you for pouring into me and the team. I cannot wait for the day that we meet in person. Make sure you go on and help us find great guests by leaving these comments and subscribing to all that social stuff. It’s awesome. Leave that for us. Let us know any guests you’d like to see. I’m going to close with this. Everybody has been gifted. God’s given you unique talents, gifts and a desire in your heart. It is now time for you to take action on that and you are the only one that can pull all that together. You’re the inside job as we talked about and do that because people need you out there and we need to do this together. Cheers and we’ll see you on the next episode.

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