The Power of Mindset in Business Growth with Trevor Turnbull #superentrepreneurs #shahiddurrani

[Music] welcome to super entrepreneurs podcast today we have with us trevor turnbull how are you trevor i'm excellent and how are you doing i'm doing amazing thank you so much for coming on the show my friend yeah of course i enjoyed our last conversation and obviously we've already you know started to touch on a few things in our in our chats leading up to this so i'm excited to chat with you well that's great well let's get the audience involved as well so i'm going to let you take the floor and kind of you know introduce that all the amazing things that you're involved with sure yeah you you had mentioned in when i signed up to uh to do this call you know what is my superpower and i had to think for a second because i've done a lot of things over the last 15 years in particular in my entrepreneurship journey but i think the best way to summarize it is you know to go back to where i started which was you know i got a marketing degree in 2003 went into a sales job this was pre-social media got thrown a phone book on my desk by a old school sales manager and i remember that yeah and he said uh best of luck kid right and i did well you know my my first four or five years in sales uh i just networked and drove around and shook hands and did it the way that it's always been done and then you know social media kind of came into my world twitter linkedin that type of thing around 2007 2008 and i just don't head first into it in fact i had a business that wasn't really a business it was more of a hobby for probably the better part of five years from like 2008 2009 to 2012-13 but you know i just saw the potential in i guess what's now known as like social selling and just how do you leverage technology and the tools at our disposal to um you know create build relationships and ultimately grow your business so it's been a journey over the last 15 years or so just diving into that and teaching other people how to leverage these things as well without losing sight of what's always worked which is you know the best sales strategy is to solve problems and build genuine relationships yeah so life is just one big relationship right it is really you know and and it's all about just touch points and you know there's lots of things we can break down with regards to sales process and problem solving and all that but absolutely you know like i think people lose sight of it sometimes they see automation and you know there's all these tools that we have access to now and you know there's a term that i didn't come up with it but you hear it all the time that like marketers ruin everything and they're ruining things at an accelerated rate right now because we all want to kind of streamline um communications things that just quite frankly are hard to scale if you don't uh pay attention to the little details of you know how do you build those relationships and ultimately lead them down the path of generating new business and that's really what i'm focused on so how do you do that for a business how do you come in like what is it how does it look like uh well there's a few things like obviously i do a lot of training from like a sales enablement perspective so working both with the entrepreneur coaches consultants of the world i also work with sales teams as well and naturally we utilized linkedin as kind of a primary tool just because you know at its very simplest it's a big old database of information it's a crm that people willingly fill out their information into right yeah if you think about what the biggest headaches are of crms like salesforce is the most you know obvious one the biggest challenge is filling in the information and having enough data to be able to utilize that info to then lead a person down a journey of becoming a client so you know it always starts with linkedin and using it as a research tool sales navigator is extremely powerful from a search perspective the social aspect of linkedin with regards to content of course that's how you know i became familiar with who you were right you know when we first connected i was like who's this guy in fact i'm looking at it right now you know like one minute clips that's part of the buyer's journey right it's the sales process if we if we simplify it that's all it is you're just creating the blueprints of if somebody was just to become aware of you what are they going to find out you know and there's a lot of things we can discuss around that but that's essentially what i do in working with our clients and then of course i lead that within our company as well as the head of growth too so what are those little things let's talk about we have time sure yeah yeah so you know just focusing on the linkedin stuff in particular and then we can kind of let it yeah kind of dance from there but you know when you think about prospecting and finding the right clients i say linkedin is the best source because it's that database that gets manually filled up so when you're doing this um proactively though when you're reaching out and you're connecting naturally people are looking back at you to say who is this person and what are they trying to sell me right that's our first right away of course so the linkedin profile of course is critical to help explain those kind of things lead a person down a journey i talk about this i wrote an article like three years ago called the messy buyer's journey and it really just kind of spelled out the the real world analogy of when you do reach out and connect with somebody they do throw up that alarm and say who is this person what are they trying to sell me but then they naturally if they're at all interested they get hooked by something they're going to look at your headline they're going to dive into your remote section they're going to see the content you're publishing and they're going to decide if they want to take the next step that said and this is what i wrote in the article they're also going to get distracted by a hundred other things like that yeah you know cat video on youtube if they're you know they're looking at a testimonial and all of a sudden now they're distracted and off in a different direction and we just have to be aware of the fact that that is the reality like don't fight it it is what it is so you just need to create breadcrumbs to allow a person to go down the journey themselves understand the problems that you can solve yeah and like for me like anybody that connects with me or approaches me i have trained myself not to have that barrier because i feel like that barrier we created because of all our experiences right we're always thinking someone wants something from me they're approaching me right like they they have that wall up but really it's it's another human being trying to make a living you know and yeah why not give him a minute of your time why not listen to him right what if that person i got some amazing stuff that i i was i got involved with because of because of that kind of situation having the wall we lose opportunities like such amazing opportunities because we have that these conditionings these early conditionings in ours and they come sometimes come from our parents and you know grandparents they're all embedded in us that we're okay you know like a stranger is coming to us like when we're kids are saying don't take candy from from strangers right same situation start developing into as an adult but i think we should give a chance to everyone like just hear them out maybe there's something that that you could benefit in your life and at the same time they win too everybody wins if you find something good right yeah well and i think what you're speaking about is really the the mindset which is at the core of everything to do with selling or just networking for that matter right and with that of course is always the time conversation you know i think and i'm not going to say that i'm immune to this like i have the same feelings i i am you know i've connected with people in particular over the last six months that are just truly like super connectors and you know those types of yeah once you know you have a 15-minute conversation with them and they make four introductions in that 15 minutes like it's honestly a skill that i'm still developing myself because i go into a place of like oh man how am i gonna have time for four conversations what are these people going to sell me and i know that's a limiting belief and and it's you know every time i've shifted that and gone towards like you know what let me just explore possibilities here like i don't have to sell them anything they don't have to sell me anything let's just see where it goes and i'm always pleasantly surprised you know like our engagement is no different than that right it was i don't even remember exactly how we got connected i messaged you i think maybe yeah and you know we had like a 15-minute chat just to kind of get to know each other yeah that was great and you connected me with someone too like you connected with that podcast company right uh what was it called was uh windjacks yeah yeah i signed up for them cool yeah yeah yeah well that's a great example of it right it's like if if sales is redefined as just being helpful you know let's lead with that you know like yeah we were talking about the internet even too you know i know you've had some challenges a lot of guests of course yeah and and i knew that you know and i just actually heard of it that day that elon musk was throwing his satellites up in the sky and yeah that was an option like yeah if that helps you at all then yeah you know i i just built a little rapport with you you know yeah yeah exactly that's what it is you know and you can tell when someone is doing it genuinely or not as well right yeah the nice thing about you uh trevor is that it comes very authentic like you're you're genuinely just trying to get whatever you got like you're just kind of sharing right and that's what i generally try to do is i'm always trying to look for an impression of increase you know you're always trying to what can i what can i see from this person that i can give something that can maybe help them in some way right and that relationship they're so strong because you mean well for that person we're all connect we're all human being like it's just energy you know like it's so you can feel that from people well it's the best strategy right where where a lot of times i think people maybe overthink the strategic side of like business developments and growing and stuff if they just reframed it and said how can i be helpful today what can i do to you know connect somebody to somebody else that might fill a role or help them with something that they're struggling with it's just it's law of reciprocity like i don't want to you know get true to woo-woo on us but it's just so true you know i always thought it was right but uh once you get into it once you start learning it then you realize how you know ignorant i was you know i didn't i didn't have anything door yeah you know what i mean like i was like there's so many people like that that just have this wall and they're not allowing this beautiful world to open up to them but i'm telling you back then i was like what's like what are you talking come show me this show me this show me this strategy right but yeah really there's so much power within us that we just kind of bring it out we see beautiful things start happening well and on that note i i think we talked about this last time we chatted but about a year ago when covid first hit i had a moment on a sunday where i said to my wife can you give me two hours i need to go downstairs into the home office and and write something like i just had a thought on my on my head because you could see the pattern of what was happening as far as lockdown and yeah no more live in person events and yeah word of mouth and referrals were gonna start drying up like i just saw it and i went and i wrote like a 16-page draft of a document that i called the linkedin linchpin method and it was really centered around um a framework of communication how do you prospect or or network nice in a digital world and it had four main components of utilizing video from a messaging standpoint it was vulnerability empathy gratitude and a call to action and it really just speaks to what you were just saying which is vulnerability be a human being most people get freaked out when they put themselves on camera yeah so whenever i'm working with clients and they say oh i don't do video and i said well how is that working out for you like you can't go to conferences or trade shows like you either got to figure this out or you're honest you gotta work on something first yeah so like the vulnerability part comes from the perspective of like if you're gonna record videos and you feel uncomfortable and it's the first time just say it out loud like hey steve just reaching out and um i'm new to this video stuff so i'm not going to claim to be an expert but i just thought i'd try yeah like imagine how that just cracks the not open of like comfortability you know and then the empathy side is really just putting yourself in the shoes of the person that you're communicating with knowing that like what a crazy world we live in now in the last year so just acknowledge it you know use the example of like hr people anybody that was selling into the hr space like either as recruiters or you know um employee happiness like there's a lot of software companies out there that sell tools to help uh boost morale and stuff like if you don't lead with like having empathy for what that person is going through in their job again it doesn't land right because especially the hr role they've had to fire people in the last year they're dealing with you know remote work situations like it's crazy times yeah and then the gratitude side is really just summarized based on like if you have an expertise that's been built over a decade you know that 10 000 hours kind of analogy share that gift you know don't be afraid know that somebody if you reach out and you offer to help someone and they say no your life's not gonna end it's not the end of the world you have to grow that thick skin and realize be grateful for the gifts that you have and share them openly knowing that not everybody's gonna want what you have but you have to lead with um with service and um you know helping first and then of course have a clear call to action right and that could be just you know i see a lot with what you're doing and it's really just about engagement at this point right leave a comment tell me your thoughts you know what do you think about this topic we discussed about that's building that uh that muscle and that rapport so yeah it became a foundational piece of what i do as well as what i teach and i i just appreciate the opportunity to do conversations like this to even talk about it because it just raises you so much this awareness of it yeah is there is it on sale somewhere or on your website or anything it's a free guide it's um where can people get it yeah you just go to expertselling.com linchpin l-i-n-c-h-p-i-n okay and yeah you can just uh opt-in there's an opt-in form there to to get the download and i think it's about 26 pages now and i've created a bunch of trainings that i've put inside of it too to kind of go into the in-depth how-to sides of things too so so yeah our our podcast uh manager his his name is ken he's gonna he watches the video so when he makes the show notes he's gonna put that into the show notes as well so people can perfect yeah they'll grab that as well at that point that you mentioned about online um i know when i say this people can't believe it but i'm i'm naturally a shy person like i i had to kind of work on this right so back when covet hit before that even my instagram page that was really the only online i had was the instagram yeah and i would just post other people's pictures with quotations and try to get engagement try to grow it that way once in a while i'll put my own picture in there then i'll feel like weird for a couple of days right that kind of stuff so yeah but then when copenhagen i had to make a decision i had to pivot all my brick and mortar businesses everything was affected so what do i do i need to go online so this podcast is one of those you know pivot childs right so i had to figure out how to do it i had to get comfortable doing lives and stuff and like i was stuttering like a lot of my videos that are online right now i don't i think they're they're not that good because of that reason is i was i was just robotic i was nervous right yeah and i feel so much more comfortable so that just reinforcing that point if anybody's listening and everybody's feeling like this you can you can overcome anything like this is coming in front of the camera and this is a real problem i'm telling you there's businesses that are suffering right now because of this one small point about the camera yeah so come on just get in the camera like get get get comfortable with it i did a training on this in november last year oh cool yeah it was called the three skills uh three critical skills you need to master to book enthusiastic pre-sold sales calls so it was really focusing around sales but you know the three skills were video like you're saying it's like take the leap you know like you said i actually referenced it in the presentation to say you know you're probably in one of these buckets right you're sitting back and waiting for the phone to ring and it's not ringing like that's it's true like the referrals are drying up and what you used to do to get business doesn't work the same as it used to right or you're googling and trying to find a hack which is you know where's the automation tool that i can use to just spam people and try and get calls booked and that doesn't work either you know like marketers ruin everything i didn't like i said i didn't come up with the term but it's true you know even on the video messaging side of things if you don't show that authenticity and you know to your point just take the leap and start even if it's not perfect your business is going to suffer especially the brick and mortar focused businesses you know you need to go down that path and the other two pieces i talked about on the webinar though were sales process and mindset and sales process just from the perspective of you know network with the intention on being of service and helping but have some intention you know of course what are you selling yeah how does your process work how can you serve right how can you serve yeah what kind of resources can you create to guide a person down to solving a problem that leads them to naturally want to hire you and then mindset's the thing that we ground everything in it's it's like you just you know we've talked about a few times already stepping through the fears of judgments or hearing no from somebody that maybe doesn't want what you have to offer if we can't push through those things your business suffers your personal life suffers everything suffers yeah it's so true so it's critical and this part about about like mindset you could tell like you know i have i see so i record so much yeah i meet so many entrepreneurs amazing people you know um but you could just tell when someone's foundationally about mindset and when they're not and like you could just you could just tell the vibration just the the per the way there to speak everything and you know like for you you could tell that your foundation is very strong when it comes to mindset like you're very um you're very centered like you know and i'm telling you when you deal with clients i could i bet they see that when they work with you like they what is your what is your feedback from when you're working with clients do they feel that like i'm just trying to bring this to light the power behind mindset training is that when you have it it displays to the world you can't light it yeah well i've had to do the work and i continue to do the work to this day you know yeah um and it's like i'll tell you about seven years ago i was enrolled in a program that was called uh mitt it was a master's in transformational training and it was pitched to me by somebody that i knew and respected that i had been working with his name is lewis howes some people oh yeah lewis yeah you mentioned that last time too yeah so lewis and i worked together i i ran his sports recruiting websites and we were kind of running in the same circles for years and years and um he basically sold that program to me he said hey i see you're really like driven to to like greatness like you you know obviously his podcast is very focused around that but he's like um are you interested in going on to this workshop that would like help you become a better leader and make more money and have better relationships and i was like dude sign me up you know and little did i know i went to this event that ended up being like a four-day event and you know the best way to summarize it is i dove into all of the underlying things that were holding me back yes you could tell yeah i spent three days punching a chair and screaming about my childhood you know and all of the wrongs that had done to me and yeah but then ultimately ownership yeah and and um you know and reframed the definition of the word leadership really in my mind there's a huge huge difference in leadership yeah and that was just one step right but when you crack that nut open and you start taking responsibility for everything that you how you show up and reframing those moments in your life that you maybe feel are like deaths of your identity and just disasters and see the positive in it man there's it's powerful but very powerful getting to that point a lot of times i think is is scary for people you know because they gotta look they gotta look inward they gotta see the truth yeah the truth is not pretty and when you when you when you start getting that it's it becomes very chaotic that transition is is i haven't cried this much and like i never even imagined weeping and i i went through all that stages all that kind of stuff that because you're bringing out stuff i was bringing back stuff from my when i was four or five i don't know how but it was coming to me that oh i remember my mom and i remember like those kind of things because you when you dig for anything as a human being you can get it like it's it's pretty powerful what we have you know oh absolutely yeah and you know i i just while it's top of mind i just wanted to say too that you know i'm actually launching a podcast right now awesome too yeah and i've i did a false start on a podcast like five years ago and just never caught legs and it was mostly self-induced just because i didn't commit to it and i i maybe wasn't feeling aligned with it but you know this second time around to your point you know i've spent the better part of the last three months even trying to decide on a name and figuring out all the logistics and stuff and i you know to give you some um some credit like i've i've looked at what you've set up in the way that you're doing what you're doing how you're post-producing and providing valuable clips and stuff yeah and i'm taking inspiration from it awesome i love that yeah so you know you say you started a year ago just trying to get comfortable being on camera and now somebody like me is looking at your stuff and going hmm this is pretty cool i'm going to model what this guy is amazing i love that you always basic is a self-image thing too right like how you do is when you find components from people you can actually take it and kind of feel it start thinking it feel that feel you can become an art start acting and start being that person it's so amazing so powerful um and there's a lot of things that i do and stuff i there's components that i i understand say okay that's a beautiful quality that's a beautiful quality it's good because we're all like we're all like together you know so it's it's really good to to be able to kind of share that kind of stuff and i'm so happy to hear that if it was it provided any value like that love it yeah well i just i love uh like and it's easy for both of us to look at what we're doing here and what our intentions are and go ah there's so many people creating podcasts who's gonna listen to my podcast you know joe rogan's gotta deal with spotify how am i gonna compete with that like we can just get in our heads yes this is one of the most you know exciting powerful things about doing these interviews is like one person's gonna listen to this part of our interview and be inspired to take action that's fulfilling like that's that fills my cup you know so i love that part yeah amazing you know i always say that givers gain right but i find podcasting it's a big giver you know because you're basically an intention of adding value trying to give someone some aha moment spice up their life somehow wake them up you know get them going into something that can better their life yeah and if that happens you know good comes to you and and and i'm experiencing it in my life i love it so i'm glad that you're going this route uh may i know the name or can we all know the name yeah honestly i so i juggled this forever because i was thinking like should i come up with something creative or and then you know what i ended up just planning on using my own name it's the transformable show amazing that's cool and i'll do segments that'll have different focuses around you know the personal side of life and business and you know but genuinely speaking like generally speaking the focus of my podcast is to have great conversations with great people to be able to tell stories that of um of hardship and you know i reference those deaths you know like we all have those deaths of identity physical deaths deaths of you know relationships that happen that can easily tear you down or it can become a part of your greatest strength and a part of your story and i want people walking away from my interviews saying to me i've never talked about that before man do i feel good getting it out into the world you know amazing amazing conduit to that yeah absolutely that's great well congratulations i love that i love that i'm so happy for you trevor i know you're going to do amazing like i could see people being very um engaged and very interested in what you have to say and i'm and i'm sure you're gonna add a lot of value um you mentioned about lewis howes right yeah um you still talk to him yeah yeah we um i had him actually record like a 20 30 second clip for me for a video that i had produced just to speak about that time when he enrolled me into guys the leadership program just uh i asked him the question i was like what did you see in me at that time that made you say i need to take a stand for this guy because that you know there's a handful of people in my life that i can say i'm eternally grateful to and lewis is one of those guys because he saw something in me and he saw that i wasn't fully playing up to my full potential and he took a stand for me you know yeah and he's another guy you could tell he's a good guy you know yeah good guy if you could if you could set up an interview have him on super entrepreneurs podcast that'll be amazing yeah ask him send him a text say hey you know what go on i talked i chatted with him on ig before when i signed up for his program uh last year yeah i haven't messaged him again but if you know him just send him a text see if he'll come on of course that's that's kind of how this this game works right like one of the things that um [Music] people are listening probably know who gary vaynerchuk is if they're an entrepreneur but gary when he does his askgaryvee shows and people come on and they're talking about podcasts and stuff like you know every guest always goes gary will you be on my podcast yeah you be he's like you betcha i'll be i'll be guest number 55. he said go get 54 interviews yeah and he says i'll be there with bells on he says he'll promote it and it's like amazing and that's all it's speaking to us like these people are just that they're people and they want to live yeah they want to raise this consciousness very true of course they're open to doing that right yeah same with uh john lee dumas for us like we asked him he said yeah of course i i recorded him like a while ago that was in the beginning of my my journey near the beginning i guess but um yeah they're very you have to be come on like how can you you have to kind of go on each other's shows and stuff and it's it's great and their purposes like that is driven by that right it's possible yes one even here like you've probably heard of uh tom bilyeu and impact theory his podcast no oh you gotta check that one out it's really good but tom uh what is it called sorry impact theory yeah so he was the founder of quest nutrition so he built like a multi-billion dollar business and then now he just does impact theory so you can tell like his post pre like his production is like it's a tv show like it's pretty incredible but he talks about that quite a bit with his guests he'll say it's been a long time coming we've been talking about trying to get you on for three years now and we finally coordinated the schedules like we're not alone here we you and i have aspirations of the kind of guests that we want to go on and the conversations we want to have yeah so do the people that we that we look up to and yeah see as like leaders right so it's just a grounding point of like persistence and attention and you know leading with value again right yeah at that point about persistence it brought me uh uh um i remember my someone told me he said you know what i was telling him in the beginning it's so hard to get these big names on the show and stuff he goes did you try like persistence you know i said what do you mean right he goes these big guys you can't just email once and just say okay you know they didn't reply whatever you got to be emailing them follow up follow up some of them respond on the 18th time 90 time it takes a while so he goes put your persistence when you go after these guys and it works it's been working wonders for us yeah yeah and a lot of times you know they'll have assistance as well right it's like where you're not even necessarily communicating directly with them you're going through the assistant or whatever and um yeah it's a it's a fun game like if you ultimately kind of look at all of it as a game like the relationship building of getting podcast gas getting clients like it's about persistence it's about taking action it's about being willing to hear no and not taking it personally like knowing that it's not no you're a bad person but rather like no this is bad timing right now or whatever the case might be yeah it all comes back to mindset and amazing yeah i just i i really appreciate the opportunity to talk about this stuff because i'm definitely passionate about it yeah i know definitely me too and it shows uh for you as well and i i want to thank you so much for coming on the show trevor if you have any final thoughts that you could provide in the audience any kind of advice uh for any aspiring entrepreneurs or people that are already in business yeah i think you know we've spent a good chunk of time talking about you know just taking the leap and especially getting comfortable with video and what i want to encourage anybody watching or listening to this to do is to really jump into that deep end and that doesn't mean start a podcast or like create an instagram account that then has daily stories like you don't have to take that leap you don't got to jump off the big diving board you know right away just dip a toe in you know like there's free tools like loom and dub and vidyard and drift there's all these tools that you can flip a camera on and start recording videos that never get published publicly but you can send directly to somebody else oh cool yeah it'll blow your mind how excited people are when they're like whoa that's cool i've never seen a video like that hey i haven't seen you for five years it's great to put a face you know to see your face again it will blow your mind it really will so awesome awesome encouraging people to take action awesome take action action is everything right perfect thank you so much uh trevor and um yeah again i want to really really thank you for coming on the show and i want you to have a great day keep in touch we'll chat after we stop recording as well and take care [Music] super