#74 Techniques to Sell and Connect Better
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[00:00:00] Hey, what's up guys? Gene Fetty back at you with another episode of the All Access podcast from Dent Repair Now. And today we're doing a little cross-posting episode. Is it okay to cross-post in 2026? Yeah, it's a hate crime if you say anything- Okay ... against it, I think. All right, perfect. So we're doing a cross-post.
Uh, some of my longtime listeners, watchers, uh, may recognize this guy from a, a little cameo he did, uh, f- at the MTE show. Oh, yeah. We've got Mr. Kip Brooks today, and, uh, Kip launched a podcast not long after MTE. Uh, we hopped on a, a little phone call and he was looking for a way to bring things out and give things back, and I'm like, "Dude, do a show," and, uh, he has.
So welcome to the Kip show. What the, what's the name of your show, Kip? Uh, so, um, current working title has been Honest as Hell, a Men of Metal podcast, and I am your host Kip Brooks. So [00:01:00] yeah, now we're doing this little cross-promotional, cross- Exactly ... jam session here. Yeah, exactly. Uh, after a killer burger- Yeah, it was a great burger
I must say. Yeah. For sure. So Kip is up, uh, working in Cleveland, uh, and he messaged me a couple of weeks ago and he's like, "Dude, I'm in Cleveland. I'm really not that far from you. I just realized it." You know, we gotta hook up for lunch. And, uh, Rick got back from vacation yesterday, so the vacation episode will probably come out next week.
Uh, but anyways, I was like, "Oh dude, let's, let's meet up." And there happens to be a great burger joint about in the middle from Cleveland to Pittsburgh. So we hit the old Blackout Burger, and uh, what'd you think of the burger, dude? Oh, stellar. Yeah. Yeah. Uh- Great beef. Like you get the beef, right? Yeah. You get the barbecue.
Yeah. You were, you were going back and forth on the bison. Yeah. I, uh, I love, I love both, but it's just like that, the barbecue r- uh, item really, uh, caught my eye first. It was speaking to you. So I was like, I'll have to come back for the, uh- Well, there you go ... as in the [00:02:00] bison, and there was another one, uh, a bacon jam or something.
Jalapeno bacon jam or something like that. I was like, "Ah." Yeah. Three trips right there planned out. Well, listen, this Cleveland storm is a bad storm, so- ... you may be here for months still. Yeah. Uh, we can certainly- Yeah, maybe through the end of the year, so- Yeah. If so, then we can definitely, uh, come back- Come back up and do another lunch.
So I have to get John Dans to come down. He's not far from here. Oh, he's like four hours east. Oh, is he? Yeah, he's pretty far. Oh, I was thinking he was in Erie for a second. No, no, no. Yeah. Never mind, John. You're missing out, bud. Sorry, bud. Yeah, he's, he's a Philly boy, other side- Is he? ... other side of the world as far as Pennsylvania- What?
is concerned. Oh. But I do love me some John Dans. Oh. Oh, yeah. And every year I get a call- Weed Heart of a Human, I love that guy ... on my, uh, birthday from Vlad. You remember his character, Vlad from Vlad of Vlastoc? Yeah. He's good. Vlad never seems to forget my birthday, and, uh- Yeah, Vlad is a great guy. Yeah.
Plays the heck out of a harmonica. Um, we, uh, when I first met John and Vlad in person was at the expo- [00:03:00] Man, probably 12 years ago now, 12 or 13 years ago. And we went to a, um, Jack Bucknell and Billy Goodrich and everybody, um, Anthony Costanza, and Ray Satno was there, and they, uh, we all went to Universal Studio, whatever that- Oh, is that where you guys were doing the karaoke and all that?
Their downtown... Yeah. I remember the videos. And Vlad hops up on stage with the harmonica and sings, uh, ah, what was it? Um, Bust a Move, and then whips out a harmonica at the end. It was the greatest live performance I've ever seen. Oh, that is awesome. That's the last live music performance I've been able to sit through.
They just set the bar too high for anybody else. Um, so yeah. Well, John and Vlad, if you're listening, we love you, man. Or guys. Put out an album, bro. Guys, whatever it is. Yeah. For sure. Anyway. For sure. So anyways, we, you know, when, when we were setting up lunch, uh, Kip was like, "Hey, dude, like, bring a camera and some mics and we'll record something."
And I thought that sounded like a good idea. Uh, I was hoping to maybe do it in the restaurant, too loud, and I [00:04:00] was like- Yeah ... "Man, it's a beautiful day." Really windy. I was afraid the mics would screw up. So we're in the truck. Hopped out, we got the camera sitting on the dash and, and we're all mic'd up and ready to go.
Yeah. A dent guy's kitchen, living room, everything. Exactly. Yeah, like- Right? You found my... We even had a fork I'd gnawed a seed, he almost -- he almost, it almost stabbed him. I was almost wounded or violated, but- Um, so anyways, uh, I've been talking a little bit about some soft skills, you know, pot- teasing that potential soft skills seminar.
Along those lines, uh, I don't know how well y'all know Kip, uh, but Kip's not just a dent guy. Uh, he's got some other skills and, and I thought, man, what if we had a show on some soft skills that you can take and put into play today, um, to help build rapport, right? When we talk about sales, any kind of sales, I don't care what you're selling, there's three pillars, right?
It's know, like, and trust. And I know I've talked about that on here before, but right, like, have to know you, they [00:05:00] have to like you, and they have to trust you in order to do business with you. If you break any of those three, they will not do business with you, right? Or it's certainly gonna be way more difficult to get them.
When somebody's walking through the door, right at, at the retail shop, we have literally seconds, and maybe Kip will have some insight on how long we actually have, but you have seconds to make a connection and, and begin that, um, journey to what we hope to be sales, right? If you're a mobile guy, when you pull up to the house and you go ring the doorbell, you have seconds to cement that in.
Or right if they're calling you, you have seconds to build that rapport before they're out the door Tip. Yeah, definitely. What is your secret little background that gives you some insight here? And then with that, do you have any data on, like, how long we have to make that, that first impression? It, uh, [00:06:00] the data point changes a whole lot, and it depends on, you know, how dialed in you're trying to get.
But it's, um, in, uh, in, like, the three to seven second range, depending on what, uh, school of study you're paying attention to. But there is a first impression, like, in an instant. Uh, and then it just keeps layering on top of that. But the overall... what we think of as a first impression is within that, like, seven second range.
Um, a- and part of that is because our attention span has dropped so much as well, um, as we're in a swipe-happy- What are you- ... culture. What are you talking about? Uh, I'm over here. Oh, sorry. Yeah, yeah. My eyes are up here, buddy. But that's exactly it, right? Yeah. Like, you just... m- society's attention span is, like, nil, right?
Yeah. I think goldfish are starting to- Not really- Yeah ... we're not, they're not surpassing us. We're dropping below them, right? Yeah. It's funny you say that. Remember, uh, there's a, uh... I can't remember the book. [00:07:00] I was reading it years ago, and by some female psychologist, and I just remember her saying, um, she's like, "Currently, our attention span is about nine and a half seconds, and it's dropping."
And she said, "Nine and a half seconds is the same as a goldfish." She's like, "So we're neck to neck." And yeah, now it's actually- Well, nine, I've, I've- ... we've lost it ... I've been telling Melissa- Uh-huh ... for a long time that nine and a half seconds is actually really long. I'm not just- That's next episode. Oh, oh, sorry, yeah.
No. Wrong, wrong. Yeah. No, I'm just- Different cross. But anyways. Yeah. You gotta, you gotta have fun. So but nine and a half seconds, and now some of the stuff- Now ... that we're seeing, like, sub that. Yeah. Like, and potentially- Yeah ... seven seconds. Yeah. And maybe even le- like, it just- Yeah, and I think a lot of it's contextual too, right?
Like, what do they have going on right at that moment? Like, um, uh, you know, uh, if you approach them for a sale as opposed to, like, they pull up to your shop, it's a little different as well. Like, they're gonna be more [00:08:00] engaged pulling up to your shop than- If we're cold calling ... you cold calling, knocking on door, or you see 'em out in a parking lot, like, "This F-150, hey, guy."
We're gonna charge you an extra- "Since you already tried to hit me-" Yeah. He almost hit my truck. "You've got, like, 19 dents on your vehicle," and he's trying to go get lunch, right? Right. So it's like, um... So I think that's a lot of, and that's part of the problem with any of the, like, studies. You really need to- dig deeper than, uh, because they put it in, like, one context.
Um- Well, and that's, and that's so many studies. Like, you, you talk about, like, we've talked a lot about content. We're creating content right now. Yeah. And people are like- Excellent content ... "It's gotta be short videos. It's gotta be short videos." Well, we're hoping for this to be, like, somewhere between 30 and 60 minutes, and we're hoping that it's engaging enough that you'll sit-
and watch the whole thing or at, at a, at a minimum, like, listen to it. But if you look at those individual studies, man, it's only- Yeah ... it's gotta be short form. You got, the video's gotta be eight seconds. It's like, eight seconds? Yeah. It takes me eight seconds to tell a da- bad dad joke. Like Yeah. It's, [00:09:00] eight seconds is a bull riding championship.
That's right. Right? Right, right. Yeah, yeah. Yeah. Yeah. Uh, there's- And every single thing, anything you hear now, like, everybody just speaks in buzzwords and clickbait. Um, and unfortunately a lot of studies are ended up based off of that too, 'cause it's like we get tired of hearing so many different things, um, that are meant to grab our attention, and then we get used to them so also we disconnect off of those.
But yeah, it's just like the health industry's the same thing. Like, oh, this is toxic and poison. Well, yeah, if you attach it to 90 other things. Or you eat eight pounds of it a day. But it on itself... Yeah, and it's like, so just like that, like do your own research and things. But, um, just think about the context in which they put it in.
Like, um, one thing that's thrown around all the time in soft skills, and has been for years, and even the author of this debunked it as soon as it became public. He almost didn't publish it because he's like, "People are gonna take [00:10:00] this and run with it," and that's exactly what happened. Uh, the whole, um, uh, thing of, uh, communication, only 7% is the words you use, and then 53% is body language, and the remaining 30-something is, um, tonality and all that.
And it's like, yeah, that was in one context. Like, all of that stuff is important, all three are, but it's like if you think words are not that important, it's like watch a movie on mute and see how much you get out of it. Right. And it's like, it doesn't work. So, uh, even though you've got the picture, you've got color, you've got everything else going.
But, um, so it's like, uh, just anything you hear, especially in today's world where it's all swipe happy Shorts and Reels and everything, it's like you're getting this much of years of study in 20 seconds. In a, in a snippet. Yeah. Right. Exactly. Yeah. Exactly. So it's like they're just gonna give you the highlights just to make you either have to listen again, um, 'cause that's part of the trick, right, of getting views.
It's like I gotta make it short and to where people just accidentally let it [00:11:00] play multiple times. Right. It's like they're trying to get views. They're not necessarily on the forefront. Their most important thing is not necessarily value, it's views. Exactly. So just take that with a grain of salt. Yes, for sure.
For sure. However, Gene and I are gonna sit here and- We're gonna teach you something today ... bring you some stuff. This is gonna be a miniseries course. So- Yeah, masterclass. That's the word I was looking for ... mini masterclass. I like it. Yeah. The masterclass episode with Kip Brooks. I like it. So, so- And Mean Gene Petty
what, uh, ironically, not, not that mean, most of the time. Yeah, rarely. Rarely. Um, so what, one of the, I guess, uh, maybe it's your area of expertise or whatever, uh, the, the program you study or the philosophy or whatever, whatever the right word is for it, is neuro-linguistic programming, right? NLP? That's, uh, that's what started it all for me.
Yeah. Okay. Yeah, yeah. So, so neuro-linguistic programming, let me see if I can give you my elementary- ... understanding of it. Uh, so I first [00:12:00] came, uh- To know or hear about it forever ago, dude. Like 30 years ago I was reading a Tony Robbins book- No, you were like five. Yeah, yeah. Yeah, right. Yeah, yeah. Kevin, that's it.
Uh, I was reading a Tony Robbins book, um, and he was talking about NLP, which is kind of like the thoughts you have in your head, how you're talking to yourself, how you view the world, it's all sort of programmable. And, and I think what- Yeah ... what intrigued me with it was he was using some of the strategies inside of NLP to help train people on other s- skills.
Yeah. Right? Like- Yeah. Some of it was try- the one that sticks out is, like, uh, like it was like an elite sniper training- Sharpshooter. Yeah, yeah ... sharpshooter, right? And by using NLP and breaking things down, he was able to, like, cut the learning curve dramatically by using some of [00:13:00] these, uh, skills, tactics, philosophies.
Yeah. Right? Yeah. So how about enlightening us a little bit on, and give us a little better understanding- Yeah ... 'cause this is something you study. Uh. Um, but it's something that I've been aware of for a long time. Uh, and oddly enough, out of that book, and I don't know if it's NLP or something else in there, I taught myself how to fall asleep.
I remember you saying that on airplanes, right? Using... Yeah. Well, in general, but I don't even have to try anymore. Like, I could just... And maybe I just work too much, but- ... I might just fall asleep here. Uh, but I struggled, not necessarily with insomnia, but like could not fall asleep at night. Yeah. Couldn't turn my brain off.
And through some of the stuff I learned in that book, I've now reprogrammed myself to be able to, like, turn it off- Yeah ... pretty fast. Yeah. It's a skill. Yeah. Uh, so anyways, let, give us a little lowdown on NLP and then, and, and some of your other things that you study, and then let's apply them to real world, you know, sales side of PDR.
Yeah. So on the, uh, NLP stuff, um, [00:14:00] how it started was, um, they just wanted to understand why is it, like we're successful in our field, yet we set right in the same trainings, in the same universities, got the same PhD from the same school right next to all these other people, and they're barely making it, or they're unknown, or they actually went into a totally different field.
And it's like, well, what's the difference? It's obviously not the education, the information. And so they wanted to start studying that. So they started studying a couple of different, uh, family therapists and psychologists and stuff, and just seeing how are they getting such masterful results that others are saying are completely impossible.
And it just became that. It was a study of success. They wanted to create a roadmap, um, for... They're like, 'cause if they can do it, maybe we can all follow it because there's, there's something. Or we'll know, okay, success is just predestined for certain people. Um, but then they, you know, they looked at [00:15:00] athletes and sharpshooters and all these other people, and it's like, yeah, it's just a work ethic and a mentality.
Um, it's how they carry themselves in certain contexts. And they just started realizing, um, through all the, you know- different research and case studies they did. It's just,
um, you know, our brain's the hardware, our mind runs the software, and the software can be changed at any point in time. That's why it got the name. The way it actually got the name neuro-lin- linguistic programming is one of the co-founders got pulled over and this... He was trying to impress the cop and talk his way out of the ticket.
And the guy was like, "So what do you do?" He's like, "Well, I'm a neuro-linguistic programmer," 'cause he was looking at the books he had from university scattered all over his floor. One was about, um, neuroplasticity, one was about, uh, language and linguistics, and the other was about computer programming. So he just kinda combined them all together.
I love that. And then it just stuck. Um, and, uh, [00:16:00] and yeah, they just, they started out in this one little thing, and then it just kept branching out, and then it got now to where it's just really hard to explain because they- They basically used, like, Bruce Lee's model. I've been a huge fan of Bruce Lee since I was, um, the same age you read the Tony Robbins book, you know, four or five years old.
Um, and, um, what he always said w- his philosophy was, like, if it works, take it and run with it. If it doesn't, throw it out. Like, if it- only use what's useful, and stop wasting time with filler and all this stuff. And they were doing the, the same thing, and it's like strip everything down to its basics and, and s- like, what actually works and what is just wasted time or space?
And it's like, and then put more energy to what, to what works. And then they start taking it into, like, phobia release and mindset stuff and all these different areas, and then started training people and it... And they challenged everybody, it's like, "Get creative." Like, [00:17:00] "Let's see where we can go with this."
And it's, uh... Yeah, it, it can help. You know, uh, back to Tony Robbins again, he's helped, uh, many championship athletes who had got in a rut and were told, oh, they've lost it, or they're too old or whatever, and then have this resurgence in their career. Um, because it was like, no, they just let the wrong thoughts start taking over, and it affected how they showed up to the court that day.
Or an attorney, how he showed up to c- actual court that day. Right. Or how we show up in our relationships that day. You know, it's, um, like, uh, do you show up with kicked dog syndrome after work? Or do you take a minute, shake that off before you go in and greet your family? Um, and yeah, it became just this, uh...
Modeling is, like, the, what they use with the sharpshooters. Modeling, that's it, yeah. And that was the biggest thing was like, okay, how do we model these people of, that are successful? It's, um, you know, you can go [00:18:00] train with Bryce Kelly or Gene Fetty and learn masterful levels, um, in a single training, learning the steps they do, even though you've never reached it in, you know, 15, 20 years.
It's like, 'cause suddenly now you... It's breaking it down, right? Like, you're doing that, it's like step by step, this is how you approach the dent. This is how I set my tools up. It's like all these little things to be efficient, and it's the same type of process. Um, and then just really understanding how much our thoughts manifest on the outside.
Absolutely. Yeah. So you can use this to work on yourself, right? Yeah. That's what it sound like. That's... I know that. Yeah, yeah. But like, but that, the, what you're explaining, you can use that on yourself. You can also use this and apply what you know to help other people. Yeah. Right? Yeah. Whe- whether it's learn or work through trauma or whatever, right?
You can take these approaches and go there. And then you can also, uh, through mirroring, right? Which is another, [00:19:00] uh- NLP tactic? Yeah, yeah. Yeah Is tactic a fair word? Uh, strategy, whatever. Yeah Manipulation. No, it's not. It's only manipulation if it's for bad, right? Yeah. Um, to help connect with people, right?
To- Yeah ... help control conversations. Um, so right, originally Tony Robbins is where I saw it, and then, right, throwback to PDR College Podcast, this is likely even before you and I met- Oh, yeah, probably ... uh, Keith Cosentino is a big fan of a guy named Nicholas Boothman. Yeah. Right? And then just this whole, um, shtick, for the lack of a better way to put it on the fly, is, like, how to make somebody like you in 90 seconds or less.
Yeah. How to connect with somebody in 90 seconds or less. Yeah. How to make a sale in 90 seconds or less. Make somebody fall in love in 90 seconds. Yeah, he, he built a- He, he, built a whole brand on it ... what, an eight, nine figure brand off of [00:20:00] 90 second rapport building. 90 seconds. Yeah. And building that rapport, he's using a lot of tactics from the NLP side of things- Yeah
to help connect with people, right? You can really, by being aware, uh- Connect with somebody very fast. Now, I wanna take a little sidestep here, and right, like sales as a whole can have a very yucky feeling, right? The old- Uh ... salesman from the '70s, grease ball, just in it for them to make a buck. Scum of the earth, you might say.
If you're trying to sale hail, sell hail in Ohio. Yeah. It takes me back to my favorite sales quote ever, actually one of my favorite quotes anywhere, but specifically as it relates to sales. It's from Zig Ziglar, and that is, "If you truly believe in your product or service, you have a moral obligation to sell it."
Right? I've talked about that here, I talked about that in my sales trainings. Like, that is a serious driver for me, [00:21:00] is I have a moral obligation to bring the best me and the best services and products that, that I/we offer to the world. And if I can have tactics that make it easier for me to connect with you or a potential customer, I'm morally bound to use them, right?
And when I have moral backing behind doing something, there's no stopping you. Like, it's your obliga- it's, it's not just an obligation. Yeah. It's a moral obligation. So anything I can use to make connection better, to get to that know, like, and trust better and faster, I'm gonna use it, right? Because I genuinely want to connect with you, and I want you to know, like, and trust me so we can do business.
Yeah, 100%. And that, that is like, I'm just driven by that. That's the kinda stuff that, that makes me get out of bed. That's the stuff that makes me answer the phone and makes this, this, when I go out and talk to a customer at the shop, like that's the, the drive behind me. [00:22:00] So what are some things, right, 'cause NLP's a whole study, right?
You, you're there. Oh, God, yeah. Like, it's, it's way deeper than, we could have a whole podcast just on the- Yeah. ... NLP. An entire podcast. And, and, like, and I mean, like, not an episode. I mean, like, an entire podcast just on NLP. Yeah. Let's ru- let's run through some examples of NLP tactics or philosophies that are actionable, that are teachable, that, that our audiences can take and put into play in their business today.
Yeah. Like, hang up or end the show- Well- ... and then really get to work on it. Well, one of the things, uh, uh, uh, I, I knew exactly where you were going when you brought up Zig. Um, 'cause o- o- one other thing that really just, uh, ground zero, um, that is such a game changer, and he shared it so many times that that was the thing that pushed him [00:23:00] over to the, uh, to the successful side.
And whenever he worked with anybody in his company, back when he, before he started really training to the level he was when he was still selling pots and pans. Yep, right. Um, he was talking about, you know, someone was like- "Why don't you own any of this cookware?" And it's like, "Well, I can't afford it." Then how can you ever bring yourself to ask your customer to do it?
It's like if you don't believe in your product so much that you don't buy in, how are they going to? Yep. And that is the mindset piece. You, every- everything at the end of the day, connecting with the other people, so much about it is about shifting how we see ourselves in what we're doing, that they'll pick up on it and come along for the ride, right?
It like, y- I know you can speak on that, um, uh, as well, because it's that drive. It's that passion. Like you're so congruent with what you're doing and what you're delivering to them that they're like, "Oh my God, I need that. I need what this man ha- like whatever he's go- Yes, [00:24:00] that's it." There's no question asked, because you're not doing anything from a sleazy side or trying to- There is not
play a game. It's like, um, and, uh, you know, the, the pickup artist community has been the one that's really trying to take NLP and corrupt it into what they were already doing, and yeah, that's great for the first interaction. Like they can pull it off. But it takes a whole lot of steps and games and fight.
But it's like for a long haul, especially like we want with a customer, you want them where you're the first person they think of whenever they hear anyone say they've got a dent. Um, so you've got to build it for the long haul, and that starts with getting your foundation straight, just like a house, just like building a chassis for a car.
Um, it's got to be, you've got to be sold on what you're selling them, what you're bringing to the table. Um, you've got to absolutely believe this is the best way to repair it, um, and it is worth [00:25:00] this money, um, this amount that I'm saying to charge for it. 'Cause if not, they're gonna pick up on that. You're going to project that, and th- they're gonna pick up on it enough.
They might not understand what your holdup is on it, um, and that's gonna cause confusion over the whole thing. Sure is. So instead of it just being, um, "Well, I just increased my price for this, like by 50 bucks," and so you stumble because, uh, you almost said what the old price would've been. Um, so they're not gonna understand what the stumble necessarily was.
They're gonna see it as weakness in the whole foundation. Yep. Um- Yeah, they see the stumble. So what's something that... Right, 'cause you have, you truly have to believe in your product or service, right? In this scenario, most likely you're a PDR tech, right? So you gotta believe in your service and your pricing.
What is something, what... Give me an actionable way that somebody who's struggling with this or thinks they might be struggling with this can apply [00:26:00] something in the mindset shift to- them being able to deliver a more confident answer, right? To their- Oh ... to their customer. What's something, what... If, if I came to you and I'm like, "Kip, man, like I- I'm using that Paul Gordon price guide, and I just...
Dude, I don't know if I can wrap my head around it, but I have to. But like I go out to deliver this thing and it's $873.46," and like dude, I'm sweating it. What advice would you give to me if I'm struggling with something like that? Yeah, um, you know, one thing, uh, actually you did when we did the Mind Your Business, uh, in Pittsburgh back however many years ago that was.
That was forever ago. It seems like- That was like forever ago, yeah ... very long time ago. Um, we gotta do a reunion on that. Um, I remember, uh, something you had that was just magical to me. Uh, and I, I know, uh, I saw everybody else pick up on it too, but it's like that's brilliant. You already had done calculations and played with [00:27:00] software and talked to your body shops, so you knew an average price.
I don't know what it is now 'cause it's gone up, 'cause that was, like I say, back in the horse and buggy days. But, um, it was $500 a panel you had figured out was conventional. And it was like- Conventional refinish, yep ... if, yeah, if I'm doing a smash on this door, there's $500 refinish time plus the door skin.
And like y- you had just averaged price part or parts price and everything figured out, but it was like they're gonna blend. So I know it's going 500 this way, 500 that way. You know, y- y- and it's like just that information. 'Cause oftentimes we get, um- Alex Hormozi says a whole lot, um, that, uh... He's like, "The thing that keeps us from buying onto a decision or committing to a decision tends to be a lack of information."
Mm. Uh, it's like if we knew something else, and we're in an information-saturated world, but the proper information- Yeah, really, the sum of, the sum of [00:28:00] human knowledge- Yeah ... at your fingertips. Everything ever known and plenty of things fabricated are right there at the touch of a button or screen now. Um, but um, it's like just kinda dig on that and figure out, well, what is it?
Like, a, a question you can ask yourself, and it'll s- it'll sound silly, um, especially since I'm making it up right here on the spot, is, um, what would you need to know about this repair to where you would see that value, you would connect with that value in it? It's like, what information are you missing?
'Cause there's something, 'cause if... Like, I've heard you talk to plenty of people about pricing. Um, and you get big numbers, uh, from customers all the time without batting an eye. It's like, because you've done enough research, you've studied it enough. And I think that's a big part of it is just where are you not putting the time to...
Uh, 'cause we learn the hard set of skills, the pushing [00:29:00] side, and too many guys think that's the business. Mm-hmm. So but you gotta really see yourself as the brand, as the business, and that takes more studying behind the scenes and understanding, like, what are we really saving them here? You're not just pushing a dent out.
You're keeping them from going to the body shop, paying rental for X amount of days, making a claim that's gonna increase their rates if it's on the collision side- Right. Yeah ... like the big smash. Um, having, uh, having diminished value, like all of that. Like, once you look at not what you're charging them but what you're saving them, then you're the hero side.
Otherwise, on the other... If you're just looking at what you're charging them, you're seeing it as, um, "I'm trying to take money from them. I'm selling something." On that other side, where it's like, "I'm saving them the downtime of a week in the body shop, a day for repair versus... with me versus a week in a body shop or whatever.
Um, I'm saving them [00:30:00] the thousands of dollars hit they'll take in diminished value from getting painted or replacing a door skin or whatever it is, or all the Bondo. I'm saving them the rental. I'm saving..." You know, it just goes on and on and on. So, so if we, if we bring that back to something simple, if you can learn what it actually takes to fix a car conventionally, right?
If we're trying to sell for- Yeah ... big dollars- And you have all of that knowledge backing you, right? No matter what you're asking for on that smash repair, that just incredibly complex dent, whatever it is. If it is a true dollar savings, fantastic. That's an easy hurdle to get past. Yeah. "Man, $800, this isn't gonna take me that long to do really.
Like, is it worth it?" Well, yes, because look at the flip side, right? Look at the other alternative to fixing the car. And then you can also apply that same knowledge on, like, let's say you're getting into a smash or you're saving a gnarly hail roof for like, "Why would I [00:31:00] pay you this when they could just put a roof onto the body shop?"
Yeah. Even dollar for dollar, once you understand what it takes and what it costs to fix conventionally, right, you can sort of plug that into your knowledge bank and, "Yes, we're the same dollars, but we're saving your factory paint. But we're turning it around faster. But you don't need to be in a rental as long.
But, but, but- Yeah ... and then all of that- sort of releases that fear in your head- Yeah ... that like, or, or maybe it's even imposter syndrome. Like, am I worth this? Am I worth it? Yeah. Can I do it? Yeah. Right? Like, so go learn what it takes to fix a car conventionally, and that will help you sell PDR better, right?
Yeah. Just walk i- in through a body shop at any point if you've never seen it, and see a door skin cut off a car, see a quarter panel cut off a car. Or even if they're not cutting it out and they're just, you know, welding rivets, [00:32:00] uh, studs onto it to pull it out, you know, like an extreme glue pulling, um, and to see it ground down to the metal, and then filled with Bondo and all that.
And it's like you're saving their car from that. Um, and like say all of their repair can be seen when it goes to be traded in, whether it's six months down the road for a lease turn-in, or 10 years down the road, that's gonna show up. And a lot of times those body repairs are gonna rust. Like f- so many guys talk about, "We can't drill a hole 'cause it's gonna cri- create a rust nest."
I've seen so many body shop repairs- Y- ... rust after X amount of years, just because once you expose that metal to the air, the oxidation process starts right away. Exactly. Exactly. It's, uh... I don't care how, you know, generally how good of a job they do. Yeah. Now, we... You're at least from the South, right? Yeah, yeah.
So you don't get the winters that we get. Up here, man, the winters that these cars are put through- They're brutal ... if you're getting a bedside put on or something like that, like I see a lot of failures. And I'm not even dogging the body techs for doing it. Like, [00:33:00] the procedure is so barbaric- Yeah ... really.
And, and it's like all it takes is one little- And the environment is so- ... scuff ... unkind. Yeah. Yeah. It's, it's crazy. Yeah. They can be the best body man in the world, and it's, they just s- yeah, like say one little area- It's just so invasive ... just, yeah. So invasive. Tiniest little pinhole can lead to disaster. Um, so it's, yeah, uh, say getting yourself a lot of information to where you get sold on that.
'Cause I know hands down, like whenever somebody's like, "Oh, I just, I'd rather just paint it." Well, I guess you- All right. Like, like it doesn't- So you just, you just said something there that, that makes sense to me. You- We have to be sold ourselves- Yeah ... on our value is there. Yeah. Right? We have to sell ourselves before we can sell anybody else.
Yeah, 100%. If, um, uh, yeah, if we, if we don't believe in what we're doing and what we're giving them for that price, like, [00:34:00] I still feel like... That's why I don't like The Matrix on the hell side is 'cause I'm like, "It's worth so much more than that." I get so angry. Yeah, right. I'm like, "Who are you to put a lid on what we're doing here?"
Um- Yeah ... uh, and I really feel it up 'cause I'm, you know, I'm 1,000, well, right now it's 600 miles away from home. My family is there. I am here. It's like all of that comes into play with me. It's like if I wasn't at work, I'd be hanging out with my favorite people, so I also bring that little emotional fire into it.
Um- That hurts ... it does. It sucks, man. I'm, I'm not one of your favorite people? No. We're literally sitting... That just tore my heart right out. No, I'm just messing with you. I'm here with you today. I'm at, okay, all right. I've been here for two months away from you. I'm just, I'm just messing with you. Um, man.
But you've got that- Don't pork with me. We're, we're on a roll. You've, you've got that, you've got that moral backing behind you of, like- Yeah ... you just said, if you weren't here working, you would be at home hanging out with your favorite people. Yeah. Right? Getting to do what you wanna do, not [00:35:00] working because you have to work.
Yeah. Like, it's, so you've got that moral drive behind you pushing you through to sell- Yeah, uh, 'cause that's- ... and get the, the best you can ... the thing that fires me up, right? And that's the thing, like, we all have our, our thing, right? And then, uh, sadly, uh, the creatures we are, pain will move us a lot faster than pursuing pleasure.
Um, but, um, so I've, I've used that a few times to light a fire under my butt to get that, like- to sell the job or negotiate it with the, uh, insurance company or whatever. But, um, but to actually get into, like, some s- kind of simple techniques, uh, s- building that foundation, um, like we've talked about, i- i- is so vital, and if you do that alone, that will change the game for you.
Um, and then, um, the, a couple of body posturing things [00:36:00] that help with the rapport as well as, 'cause you were asking for some, like, simple techniques, and they're so simple that most of you won't do it, because it's so simple to do, it's also simple not to do. But it's, there's a reason why everybody always ends up saying, "Well, let's get back to basics," because at our basic...
Like, there's things that change, but then we start using those and they become the new fad, and then all of a sudden people actually start rejecting it. So there are some things in human behavior at our core that no matter what, tried and true, they always work. And, like, one of the things, um, I swear this was from the same, but I'm gonna have to research it through my library and figure out where this book, uh, what this book was.
The one with the goldfish thing. Talked about, um, you know, if you're on the phone, smile even though you're not in person. And for one, it changes your vibration and frequency, you know, whatever, not to sound, like, woo woo, but it's like it changes your energy, kind of how you, um, are [00:37:00] gonna speak. Um, but they were studying and they're like, "Why are we the only creatures..."
It's like any other animal, when you see their teeth, it's a sign of aggression. It's like, why are we the opposite? Right. And they started looking and they're like, "It's not about what we look like. Um, it evolved from, um, what we sound like when we smile versus when we don't." And they studied voice tonality, pitch, and all that stuff, and they're like, that's actually how we evolved to start smiling was so that when we made a sound, um, because all sound i- or all communication, all, uh, all our language is about manipulation and, you know, you manipulate Play-Doh.
Like, manipulate has been given a bad wor- uh, rap, but it's, at its core definition, it just means to influence something. Um, but, um, uh, yeah, they look back and realize that we evolved a smile, um, [00:38:00] as changing that tonality, because we didn't have words back in the caveman days. We just had grunts. So one of the ways to change that was- Right
smile. Ugh, ugh. Yeah. See? Like, it just, it brings you up, it brings you up like arg. Thank you for demonstrating. But yeah. Um, and, um, so whenever you go to approach somebody, whenever you go to answer the phone, like, you hear it all the time, take a moment and smile. Like, bring your shoulders back. Get in that- I am the solution.
The, y- you know, I, I say it to customers occasionally. I say it to adjusters a whole lot. I'm like, "We are not the problem, we are the solution." Like, the hailstorm happened, that's the problem, but we brought you the solution. Like, let's, let's, let's solve this. Don't- Let me help you solve this. Yeah. Yeah. I'm not the obstacle here.
I'm trying to get you to the finish line. Let's go. We're on the same team here, or we're supposed to be. Um, uh, so yeah, carrying yourself that way because otherwise... And if I had to do this work myself, I do not like to be interrupted. When I get [00:39:00] in a flow state, when I get in a rhythm and I'm working on a car and I'm jamming, I'm trying to get it done, and somebody comes up, like, that's, that's someone trying to bring me money.
And I would get frustrated 'cause I'm like, "I just wanna get the car done." Like, why can't I have five minutes of focus time? Um, so I would practice this over and over. As soon as someone come up and I'd feel that frustration, I would just take a minute and just kinda take in a deep breath, exhale, and it's just like, "All right, they're trying to provide for my family.
I should be grateful." Um, and it took a lot of work, and it sounds cheesy, but dang, did it change things a lot. Uh, I... Listen, I'd, I'd do the same thing. I can remember, like, going back on my journey into retail, right? I can remember laying down... And this was, this was a pivotal point in my career, and it led to a hire for somebody to answer the phone.
Uh- Yeah ... but one day, at the end of the day, I was so frustrated with all these interruptions. I looked and I had, like, 60 or 70 phone calls- ... during the [00:40:00] day. Like, some were inbound, some were outbound, but 70 interruptions. Yeah. But I can remember, so it was a Mercedes, down low on the door, a friend of the owner, like, so had to do a good job.
They had the carrier plate out. I'm using the dent dial, and like, it's... You gotta do some dent guy yoga to even get in position. I gotta get down there, and then the phone would ring. And I'm like, "Mother ." "Dent Repair Now, this is Gene. How can I help you?" Right? 'Cause I had to, I had to have that, that mindset.
Like, it literally is a switch of that frustration sets in, then instead of thriving on it, I'm like, "Son of a... Just throw this damn phone away," right? I had to remember, like, "Okay, I'm, I'm paying for ads and paying for SEO on my website to get my phone number in front of people, and they're calling me with a problem-
and they have money to solve their problem, and they just wanna call and talk to me about how I can solve their problem." That makes it a whole lot easier to answer the phone. Yeah. But- And I literally paid for [00:41:00] them to do that. Yes. I'm getting my money's worth. But we had to reprogram ourselves- Mm-hmm ... to get away from that frustr-...
Like, "Son of a bitch. Just, like, I just wanna fix this freaking door, dude, and you're call- why are you calling me?" Flip that switch, "Dent Repair now, this is Gene, how can I help you?" Right? Like, and smile, and bring it like, I don't know if I did it on camera or not, but in my mind, a little smile, a little postured up.
Yeah. And I was walking, 'cause the shop was loud. Yeah. Right? But I'm like, "Hey, yeah, hold on give me one second. I'm in a body shop. Let me get outside where we can talk." And I would hop in my truck, right? And pull out my notebook and, and do everything. But you have to, you ta- I taught myself to flip that switch.
Uh, I got a buddy, Dan Rikiki. I don't know if you remember Dan. Oh, yeah. So- Awesome dude ... so Dan, up in Rochester, man, we'll be on the phone, and he'll be ... He's got one of the best switches in the industry, and he'll be like, "Thanks for calling The Dent Guy." It's like he sounds like a different human. And it just cracks me up.
Like, I love whenever he gets a call on the other line, [00:42:00] 'cause he, like, it's two different phones. So he's like, "Yeah, dude, hold on. Thanks for calling The Dent Guy." Like, it just- ... it's a switch, and you absolutely can reprogram yourself And learn, right, with the mindset shift. They're calling you with money to solve a problem that you can solve for money, right?
Like, it makes it a whole lot easier to flip that switch. Yeah. Yeah, def- and, like s- uh, you know, I've, um, I've trained a lot of door-to-door sales guys in, like, solar and all sorts of different things, um, dents as well. Um, hail damage. Typically don't sell door dings door-to-door. Um, too many doors in that phrase.
You can't do it. A lot of doors. You get tongue-tied. So, um, uh, and there, you know, there's that anxiety getting to the door. But guys that, um... My son said to me when he was, um... You know, he started door-to-door sales 'cause he's like, "I hear that's the hardest and I wanna learn it." And, um, so I taught him and he was, uh, [00:43:00] 13.
It was right after he turned 14 he started. And I remember when it had progressed to the level, 'cause he would walk on foot, then he got a bike, and then it was, you know, on and on. And then finally he got a car when he was 16, and he's like y- the hardest door to this day, he, we were talking, uh, he was almost 18 at the time, and he's like, "The hardest door is my car door."
He's like, "If I can talk myself into getting out of that, knocking on their door is a cinch." He's like, "I'm just..." He's like, "It's too easy when I'm in the comfort of my car." That's pretty deep. But yeah. I was like, "Whoo. Dude." That's pretty deep. That's pretty deep. I was like, "That is rock," and I was like, "I'm writing that down," and it's mine now.
But, no, you should have a platform. No, but, uh, um, but it, uh, I have seen the same thing with guys that have a shop. Um, whether it's a temporary retail shop, you know, like, uh, I'm at now on the hail trail, or a local guy like y- your set up. Or, um, or the guy that's working at the body shop and they're [00:44:00] like, "Hey, you got a customer here."
It's like, uh, we get nervous to go out there and talk to 'em, and it's like, in that environment you're not going up and knocking on their door. They came to you. Mm-hmm. They, they literally reached out. They are, in a sense, at a unconscious level, asking you like, uh, whatever the little orphan child was, um, uh, in the movie back in the day that's like, "Please, sir, can I have some more?"
Oh, yeah. Yeah. Right. It's like, "Please, sir, can you help me with this dent?" It's like, they are- almost begging you to come out. Like, they know it's gonna cost something, and they are willing to have that interaction. And but I see guys just approaching it from, "I don't know how to talk to people." You're a per- you're people.
Like, just- Just talk ... just, just smile, and it's like just ask 'em, you know, just greet 'em. And then it's like, "What can I do for you?" Like, that simple, and they'll take over. And then it's like you can take a second to gather yourself, and there's, um, like the, the deep breath before the phone call, before the interaction, [00:45:00] there's, it's called a psychological sigh.
Um, and it's a breathing technique that'll help reset kinda like your heart rate, your mindset. Just gives you a minute to calm, uh, any nerves, any anxiety, get grounded, get in the zone, whatever it is. And as you just fill your lungs up with air, just take a deep breath all the way in, and then right at the top, it, before you let out, you take another little tss, yeah?
Oh, yeah, I do that all the time. And then slowly let it out. And it's like just the focus, the magic to that that I don't hear too many people actually talk about when they teach it is, um, uh, you have to focus on holding the air in and not exhaling 'cause naturally we wanna exhale. You wanna go all the way in, you wanna go all the way out.
So, yeah. Right. So it's, uh, that extra little tss, you have to focus so much here that you block out everything else. And so when we get focused on, like, just being present, then we relax enough, and all the anxiety starts to, starts to subside. Another little trick I just re- learned [00:46:00] recently, and this thing is great for h- curing hiccups, all sorts of stuff.
But, you know, we see, like, um, uh, in movies, shows, pictures, posters, all sorts of things, you see people, um, sitting like this to meditate- Mm-hmm ... or do yoga or something. I never knew this. So try right now, Gene, uh, do your ring fingers to your thumb and breathe, and notice where it stays in your chest. Then switch to that finger, and now notice how it kicks down to your diaphragm.
Oh, that's kind of trippy. Dude, it's wild, isn't it? The simplest thing. So, um, if I, uh- Huh ... if I catch myself, like I was on a really rough flight when I first came up to help, um, set this deal up. And I don't get air sick. I definitely was starting to feel it. Oh, boy, man. I might need to find that bag. Uh, it was just rough flight.
Um, everything about this deal was kinda rough. But, um, I did that and it, like, subsided everything, 'cause I thought I was actually gonna see [00:47:00] my lunch. You just brought it- Um, yeah ... brought yourself out of sudden. And it, it just relaxes everything, just doing that. Uh, my wife started doing it with hiccups and she's like, "You gotta do it," 'cause both her and I can't stand hiccups.
It's, like, my least favorite thing. Um, so, uh, that, yeah, it's, um, it just automatically... I don't know what it is, but there's something there. It's, um, some... I learned it, uh, through a neurological something or other that I was reading, some report. S- but it does something with your nervous system and it raises your- That was crazy, 'cause you did it literally it was like here, and then here.
Yeah. And- Breathing ... that- Yeah ... yeah, so, the, the breathing- And I do a lot of breath work. I'm, like, kind of in tune with that. Yeah. Awesome. And yeah, that was crazy. Yeah. Yeah. I, I've seen it. I've taken courses where they told you to do it, but they never did the, the switch- Yeah, yeah, yeah ... to demonstrate the difference.
So I always thought it was, like, just some woo-woo stupid stuff, so I always blew it off. I never knew. And I s- like, I wouldn't even do it. That's, that's- I would just sit there and just breathe ... there's more to this woo-, there's more to this woo-woo stuff- Yeah ... than, than, than people wanna admit. It's... Man, we are s- we're not designed for the world we [00:48:00] live in, but we can definitely control our own personal world with such basic stuff.
So much gets complicated i- because somebody's trying to sell you something, like some course, some program, like it's happened with hypnosis, NLP. Anything in personal development has just been corrupted and manipulated and repackaged and rebranded, all just trying to sell something. Um, but it's, like, the most basic stuff works the most magical.
It, it- It's crazy ... it trips me out how well that works. Some, some, the simple things. So. Huh. Yeah. I've, I've made my, uh, I've made a habit... And I don't get bothered talking to, you know, anybody anymore, especially if they're coming up to, you know, sales, but it's, like, still, just to make sure I kinda stay kinda present and keep my breathing right.
Uh, 'cause when we're breathing in the top part of our chest, that's fight or flight mode kicking in. When we take full breaths... And the reason for that, if you think g- we're made for prehistoric caveman days- If we were getting ready to run, we didn't have the time to [00:49:00] fill up our lungs, uh, all the way, so we need to be able to breathe in our chest to either attack or run away from predator or, or whatever.
Um, if we were to do all this and get ready, it's like we were done. But- You can't run and take those deep breaths. Um, yeah It doesn't work. Yeah ... it's like, it's, it's a lot more work, and it burns- Yeah ... up more energy. And, you know, chances are we were chasing down our food. Um, uh- Or running for our life. Yeah, one or the other, and it's like you needed all your energy to be able to run.
And, uh, the problem is, is we don't let ourselves get out of that and get centered, so we're almost always on the edge of that fight or flight, and that's not how you wanna greet a customer, right, at all. No. Just centered. Like, you want them to feel relaxed, so you get grounded and relaxed. You're the leader.
You're in charge. You're running the show. But if they come up and you're like, "Hey, uh, how's it going? Yeah, what can I do for you?" Uh, it's like they're gonna feel on edge. So you get in that space where you're just that present and grounded, then they're going to follow along with you, and then they're [00:50:00] gonna, uh, s- some of the games, uh, they're going to anchor in a feeling of peace in a sense- Yeah
talking to you. Um, uh, and yeah, it's, it's that simple, and it will make such a difference. Huh. It's crazy. Um, I make a habit now of I'm shaking hands with this one and I'm doing this. Doing this one. Breathing. Of course, apparently that's some kinda sign as well, like- Yeah, who knows? ... some god, you think. So I make sure nobody sees it, but- Right
and you can have your hand closed, but just kinda pinching those two together. And then that on a neurological, uh, Pavlov's dog type thing, that actually starts anchoring in- Like a trigger, like an anchor ... that state as well. And, uh, it starts attaching confidence, calmness, all these things to it, so then it's a, like, a double, quadruple whammy.
I forgot about anchors. Dude, there, we could... We literally could have a- Dude, we could have a- ... a whole podcast on this ... we could record an episode a day for a year probably easily and- At least. At least ... barely just really get into the depth. It's really crazy the more I study and play around with that stuff.
It's pretty wild. Um- It's pretty wild. Well, [00:51:00] guys, I'm gonna leave you with one more trick before we hit the hard stop on here. Tech, tactic, technique, trick, whatever, whatever you wanna call it. Yeah, whatever. So, right, get centered like that. Uh, and, and you guys listen to me talk a lot. I talk a lot. Melissa says like, "Don't ever give this guy a microphone."
Well, I keep extra ones in my backpack just in case. Um, a- and again, we could do a whole episode on mirroring. But- Yeah ... but one of the things that I've found over the years is there's, like, at least in my mind, like, three cadences of speaking. Mm-hmm. I feel like mine is pretty normal, right? Yeah. Like, normal to slow.
I try to slow it down, give pauses to let people process and think and let me think about what I wanna say. But then you have the, like, super analytical guys who are like- They really Just Want to make sure that every... I can't do it [00:52:00] anymore. His skin's about to fall off. So, so you get that guy, and then you also get the, like, "Jack, I love you, baby," but you're like the Jack Buck now, like, "All right, guys, we gotta do this, we gotta do this, we gotta go, we gotta go, we gotta go, we gotta go."
If I come in, right, if, if you, if, if... And again, let's call my cadence, Skip's cadence normal. If you come in on a normal cadence and they're talking normal, you're good. But if you get that super slow analytical guy, or you get that super hyper fast, "I gotta go, I just had eight Red Bulls, I gotta, we gotta go," when you run into a prospect or a human that you want to connect with and they're speaking up here very quickly or down here very slowly Be cognizant, be present, right?
Come in and if I, and this really matters if you're on either end of that spectrum and you're trying to c- like if, if the ultra slow guy's talking to talk- trying to talk to Jack, like [00:53:00] they're just not gonna connect. Yeah. Not at all. Right? So if you're on either end of this, this gauge, this really, really matters.
But being in the middle, being aware of how your prospect is talking to you mirror them, mimic them. So what I mean by that is if I come in and Kip is that real slow, analytical, my cadence will immediately drop to, "Yeah, Kip, I get it. I see that that dent right there, dude, like, it really is driving you crazy."
I'm coming down there. Once I come down to his level, or if I'm working with Jack, right? And I come up there and I have a r- like three Red Bulls before he comes up. And I'm just kidding. I love the dude. Uh, but I come up and I'm fast and I'm engaging. Once, by being aware of this, then I can slowly start to bring Kip up in cadence, get him to, like, speed, break my, make my breaks a little smaller, make my words come together a little quicker.
He will [00:54:00] unconsciously respond and begin to answering faster and coming up here. And if I slow down a little bit, I can bring Jack down, and bring him down, and bring him down, and get him into this normal thing. Well, then, because I met them where they were, right? They already, they're like, "Man, this dude, he gets..."
He doesn't know it. He doesn't understand why. Yeah. But, like, he hears me. Yeah. He hears every word that I'm saying, right? And the Jacks- He's speaking my language ... are like, are like, "Man, I like this dude's energy. This dude's got, he's ready to go. We're gonna rock and roll." And again, we could do a whole episode on mirroring, but that's a mirroring, uh, tactic that we use all the time, that I teach, that I make sure anybody in my company who's gonna talk to somebody is aware of.
And it, it really, for me, I'm good with high energy. Those slow, analytical ones- They are ... that was like making you jump out of your skin are tough. But when you come down to their speed, you can bring them up, and then they don't get overwhelmed- Yeah ... and they're more likely to do business with you. Yeah, and you don't have to [00:55:00] stay at their speed long, either.
It takes a sentence, you know? Yeah. It, it is- Bring it down and then- ... so- ... bring it back up ... simple. And yeah, um, and then, uh, and there's things that their speed and how they talk, um, tell you, like if they're visual, auditory, kinesthetic and all that, but you don't e- you don't even need to get to that level. Um, but I've had people with a follow-up question on that, so add onto it, it's like, well, what if it's, you know, the husband and wife?
Or it's the son's car, but his parents came 'cause they're paying for it, or, you know, he damaged it and they're, you know, whatever it is. Um, it's like, 'cause then I've got multiple people, or you're going to sell a wholesale account and you're talking to all the managers. It's like, then you've gotta, it's like, and you're doing most of the talking.
Um, it's, you go in at that kind of, uh, you work- You start middle ground, kinda go up, come down, and then come back to middle. Uh, so we actually have, we're at the kinesthetic pace of, um, [00:56:00] uh, which is the common ground that you can bring everybody to, so it just works naturally for- Right ... us. Um, a little easier, I guess.
But, um, uh, yeah, there's a introductory level into that. Like, when you're speaking to a room or whatever, it's like if you start out way too fast, the people that are at the slow, analytical pace, they're gonna panic and shut down. Like, they're just- Yeah, they gonna be- ... gonna be freaking out ... that's, that's- And they're gonna shut down
fight or flight. But if you start at that level, the people that speak high, they're gonna be like, "Oh my God, this guy's an idiot," and probably walk out of the room. You probably watched Kip get uncomfortable when I slowed it way down. Yes. Like, I could feel the tension. It's like, man, I was- I could feel the tension myself, but...
Ugh, I just wanna take a shower almost afterwards. And, um, uh, but yeah, so you start at that middle ground because everybody'll pace there. And that middle ground, uh, that middle pace is more of a kinesthetic vibe, feel-goods type stuff. So they'll feel appeased right off the bat, and then they'll kinda [00:57:00] go with you wherever, up, down.
It'll just follow you along. 'Cause like I say, it's almost a hybrid. Yeah. Um, so you get used to starting there. Uh, or in the case of it's one-on-one and you, y- you're- Overthinking it and like, I, I don't know, man. I block out and I don't quite pick up on... I hear what they say, but I don't pick up on how they say it.
So in that practicing, it's like just get used to starting there and then just fluctuate. Um, but usually the faster talkers come with more of a volume. The slower talker's gonna have a lower volume. It's softer. So it's like there's so many things you'll pick up on once you're present with thinking that.
And being present, again, it goes back to like just get grounded right before you go out and talk to them. So, so I really- And you'll be there to hear it ... apologize for your next phone call or interaction because you're gonna be thinking about what you just talked about. Yeah. You're not gonna hear anything they say because you're gonna be listening to how they say it and what they're questioning.
Yeah. Exactly. But it's, uh- Exactly ... it's, it's 100 times, uh, ROI on what you paid to get this episode. Oh, absolutely. Yeah. Just that one technique right there. Yeah. It's fantastic. [00:58:00] Um, and it's so simple to do. And like you say, it only takes pacing them at or matching them at theirs and then to re-pace them at your speed.
Like you said, for just a couple of sentences, you bring them right back up. Yeah, one, two sentences and you've got them. That's it. Um, and then they'll come along with you wherever you want. Exactly. Um- Exactly ... and like, like you said, they'll be like, "Oh, he's... I feel heard. I feel seen," you know? Yeah. "I feel listened to."
They're not just trying to dump a sales pitch on me. Yes. You, you connect. You connect. Yeah. Speaking of connect, as we wrap up this episode- ... where can people connect with you, Kevin? Nice segue. Where, where do they find you? Uh, where do they find your podcast? I gotta go find your podcast, so like spill the beans, bro.
Yeah. Yeah. Feel terrible I have to share it with you now. Um, so, um, yeah, on YouTube, uh, Spotify, um, Apple, uh, are the main ones. Even Red Circle. I didn't even know Red Circle was a thing till I started doing this. Never heard of it. Yeah, I put it there and it automatically- Is that Target? Am I back on Target all the time with the red circle?
Yeah. Um, I load it there and then it [00:59:00] sends it over to Apple and Spotify for me. Um- So what do we search for? So, uh, just, uh, Honest as Hail, H-A-I-L, um- See what he did there? Yeah. And, uh- He's Southern, so he's not actually saying L Yeah. He's saying hail- ... like as in dents. Yeah. Um, so yeah, Honest as Hail, A Man and Metal podcast, you can search for either one.
Um, and then on Facebook, uh, social media, I'm either Kip Brooks or, uh, Kipnosis. Uh, I don't have a page that's specifically branded to the, uh, to the podcast itself. All right. Um, at, uh... But yeah, if you can't find it on YouTube or any of the other platforms, just track me down on Facebook. Connected with Gene on every single social media platform, so if you can't find me, then you can find him.
Well, we, we will be sure to put links to whatever we can find- Yeah ... on, uh, in the show- I'll tag along with you ... in the show notes. Uh, and I'll probably even throw a blog post up for this episode. Um, anything else, anything you're working on, anything you want to talk to them about? And if not, [01:00:00] I'll tell them what I'm working on and then we can get out of here.
Yeah. Uh, go ahead. Uh, 'cause I'm, uh, I'm working on you. We gotta do a collaboration. All right. We gotta keep going with this. Of course. But, uh- I like it. This is good. Yeah. Well, I really enjoyed this show. Um- Uh, guys, as always, follow us at dentrepairnow across the board, especially on that Facebook. I'm trying to get to 10K.
You guys are not sharing with all 500 of your closest friends or I would be there already, so get it done. Kip's audience, go follow me, us- Yes ... at dentrepairnow- Well said, all this ... especially on Facebook because we're trying to get up there. I want that badge that says like, "Dent repair now with 10,000 followers commented."
Yeah. Like, it gives me some more traction, it gives me some more tools. Guys, we've got the PDR Expo coming up in Las Vegas September 25th and 26th. The Roundtable of Knowledge, uh, just come and see it. That's where we're billing this thing as, is like I promise you every person in that table or on that roundtable is somebody you would want to sit down and have a conversation with.
Come pick our brains and hear what we have to say. [01:01:00] Uh, I believe that Keith Cosentino is going to be, uh, the MC for that roundtable. So guys- How's that? ... come on, dude. Like, you gotta come out. Uh, I've got the cold glue class coming up on Saturday at the Expo, not just classroom to you, but I'm gonna pull some of you out of class or out of the seats onto the floor to work on a live car in front of everybody with a camera crew.
No pressure, but we're gonna learn some stuff. That is what's going on. I'm glad to be back. Kip, thanks for coming on. I enjoyed lunch with you. Glad we got to hang out. Yeah, thanks for lunch. And, uh, guys, go check out Kip's show. I'm going to, uh, see what it's all about. Until next time, we'll see ya.
