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This Week’s Guest:
There are two main kinds of learning: informative learning and transformative learning. Informative learning, as its name suggests, is when you learn information; this is the kind of learning you might get from books on sales tactics and techniques, for example. Transformative learning, on the other hand, occurs when an experience transforms the way you experience your life from that time on.
I hope that all of my Marketing Speak episodes offer valuable informative learning, but I truly believe that this one can offer transformative learning as well. My guest, Ephraim Olschewski, is someone who has had a profound impact on my life — and I hope he will on yours as well. Ephraim is a high-performance coach for executives and business owners, with his rates starting at $100k a year for individuals and $1 million a year for organizations. Despite these high-value deals, he doesn’t use contracts at all. In this conversation, he explains the compelling reason why, and offers insight into how to show up powerfully in your business and the world.
Find Out More About Ephraim Here:
In This Episode:
- [02:04] – Ephraim starts things off by addressing the powerful question of how he closes 6- and 7-figure deals. Stephan mentions that the answer has to do with relatedness and the “wall of context.”
- [04:42] – Stephan brings up an analogy that Ephraim has used before, which is that we’re all living in our own movie theater. Ephraim then takes us a step back.
- [06:49] – Ephraim talks a bit more about being in someone else’s “movie theater.” This is what’s going on when you feel like someone really gets you, he explains.
- [08:19] – What if you get someone, but they don’t feel gotten?
- [10:10] – Despite his extremely high-value deals, Ephraim surprisingly doesn’t use contracts. He explains the incredibly powerful reason why.
- [12:41] – Ephraim takes a moment to differentiate between an agreement and a contract, as he uses the terms. Despite not using contracts, he does use agreements, he explains.
- [14:13] – We hear more about how important one’s word is, with Ephraim explaining that “language is the foundation of creation.” He and Stephan talk about the difference between honor and keeping your word.
- [19:21] – Stephan lists some tactics people use, and then explains that these tactics are just sleight-of-hand tricks compared to the strategy of being authentic. Ephraim then points out that he has never had any actual sales training.
- [21:36] – Ephraim goes into more depth on why he hasn’t had training on sales.
- [23:14] – We learn why Ephraim likes Grant Cardone, whose book The Closer’s Survival Guide he gave to Stephan.
- [26:13] – Ephraim is not a fan of tactics and strategies, he points out, and then talks about working with a client who is in the real estate world.
- [30:10] – Stephan digs deeper into how, as Ephraim put it, “being a decent human being doesn’t have to be a strategy.” He talks about ways to show you care, offering an example in which he gave someone gourmet hot dogs.
- [33:02] – Ephraim addresses the topic of whether you can sell something that you don’t actually believe in.
- [34:58] – Why does one need to have certainty to be effective at selling?
- [37:13] – Ephraim offers advice for how to get into a state of certainty (which is not the same thing as falsely confident bravado).
- [39:28] – We return for a moment to the importance of doing what you said you would do and showing up exactly when you said you would.
- [41:49] – Ephraim takes a moment to talk about how he’s raised his children to assess whether they’re creating or complaining.
- [44:42] – Stephan explains some of the terminology that he and Ephraim have been using, such as “being a stand.” Ephraim then talks about the ability of each of us to make a difference for the people around us.
- [47:49] – Ephraim talks about being cause in the matter when someone else is in a bad mood or a negative space.
- [50:15] – In a situation like this, would Ephraim ask a question to bring the conversation or interactive to a more positive outcome?
- [52:30] – Ephraim talks about how he would react if someone was being abusive to a colleague or coworker.
- [55:11] – Ephram offers suggestions for turning workability and relatedness into referrals.
- [56:44] – After you’ve successfully arrived at a state of workability, how do you get to high performance? After Ephraim answers, he and Stephan talk about deleting social media from their phones.
- [60:11] – Stephan talks about having reached the point of being okay with keeping the Facebook app on his phone (which he needs for Facebook Live), now that he has broken his addiction to checking it constantly.
- [63:21] – Ephraim talks about how listeners can get in touch if they want to work with him after hearing this conversation.
- [64:59] – Ephraim takes a moment to describe the event he has coming up in September 2017, which costs $2,799 to attend.
Links and Resources:
Ephraim S Olschewski on Facebook
@EOlschewski on Twitter
Ephraim Olschewski on LinkedIn
Ephraim Olschewski on the Optimized Geek (#27)
Integrity – A New Model by Werner Erhard and Michael Jenson
The Four Agreements by Don Miguel Ruiz
The Art of War by Sun Tzu
Pre-Suasion by Robert Cialdini
The Closer’s Survival Guide by Grant Cardone
Love Does by Bob Goff
Stealing Fire by Steven Kotler
The Rise of Superman by Steven Kotler
Social Media Is the New Nicotine with Bill Maher