Different Minds, Different Wires

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

Now that we have rapport, we can now influence somebody to our point of view, right? Remember, there's three styles, right? So think about it.

When you walk around every day in your work and you say, you know, that department, I don't know how they hired those people. They don't deserve to have jobs. How do they make it through the day? Ever have one of those moments, right? Because those people aren't wired like whom? Like you. They're fine. They weren't put on this earth simply to annoy you. They have a purpose.

And guess what? They're thinking the same thing of you. Like, I don't know how he or she makes it through the day. I have to help them find their keys. I have to let them in. They forget their security pass all the time. Like how are we relying our future on that person, right? And yet they get a lot done, right? There are just different styles.We just have to find the style.

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The Safety Net of Strong Rapport

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

You meet somebody for the first time, what is it you look for? Things in common, right? Because once we have something in common, we can then like each other.

Now, not like each other in the way you're thinking, meaning we are like each other on some level. That is the basis on which we will allow somebody else to be in a relationship with us, or we influence them, or they influence us, okay? And it is how we're wired. Like if you didn't wake up today and say, ah, I did rapport yesterday, I'm not gonna do it today.

That was exhausting. You have to have it every day because it's how we feel safe, right? So now this is good news for some of you because you're just like, oh, I don't know if I'm the most likable person. I'll leave it to you to decide.

If you create commonality, the other person cannot help but like you. This might be the best thing you learned in this whole conference.

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The Power of Rapport: Why It Matters in Business

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

Why do we care that we have rapport? Why do we care that we have influence? Well, first off, we need rapport because we need to build a relationship.

I'm going to ask you a couple of questions in a moment, but we need to build a relationship with other people. And there are only three styles out there. You're one of them.

There are two others. And for our purposes, you are basically wired like one-third of the population when it comes to your communication style. You don't have to do any work.

You connect with them very easily. They, wow, that person is really cool. I get on very easily with them.

It's the other two thirds that we have to work on. So you have to know your style so you can understand others' styles so you can adapt. And that's what today's about.

It's about situational communication, situational leadership.

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Meet Them Where They Are Pt 2

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

Most of the time. So we have to make sure to bring our energy and be like, I've only got 20 minutes for, you know, 20 minutes.

I just want to look around a little bit. I've got to get back to work and we might be too low. We just want to meet them where they are. So if they're higher than us, we want to come up to them. If we're higher than them, we need to bring it down a little bit just in the beginning. And once we feel like we're kind of in sync, then we can speed up.

Sound good? I noticed a lot of where you're from. Oh, I'm from Winnipeg. Really? That's awesome. I don't know anywhere else in your life that when someone tells you they're from down the road, you say that's awesome. It can be awesome.

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Meet Them Where They Are Pt 1

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

When the prospect gives you an answer, you adopt the tone and the volume and the pace that they do.

Okay, so here's something that's common that a salesperson will do, right? So they'll come through the door, and you'll say, hi, how are you? I'm Carl, I'm from Ad Hubs. And they'll say, hi, I'm Bob, and I'm from, I don't know where I'm from, but I'm not from here. And then you say, great, that's awesome.

You're from nowhere, great. So where you from? And they'll say, down the road. Down the road, that's amazing, right? And so, as a salesperson, you will come in much, you'll come in hot, right? You're super excited, you have a prospect, can't believe it, you wanna tackle them, drag them over, and make sure that they leave with jewelry.

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Summary:

In this episode of #70secondCEO, Carl Gould explains how acquisition growth—specifically roll-ups—can give you a strategic edge in competitive markets. By owning multiple businesses that submit separate bids for the same project, you significantly increase your chances of winning the contract. In a down market where access to decision-makers is the biggest challenge, not price or product, controlling more of the competition can be your biggest advantage.

Read full transcript:

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

One, you're doing what’s called a roll-up, I’m buying that business I’m rolling it up in my mind I’m taking their name off the side of the truck or the side of the wall, off the side of the building and it’s now my name. You have just, you have two offices or you buy it you leave the name on it. So every time that you're submitting a proposal for a project they’re submitting one also. What do people do? They like to get three competing bids or in some cases five competing bids, well how would you like to have two dogs in that fight instead of one. Instead of one out of three how would you like to be the two companies out of three or the two companies out of five,mreally stacks the deck in your favor. Organic growth, strategic alliance growth, acquisition growth the reason why we focus on this today is we’re in a down market, access is your hardest challenge it’s not price, it’s not process, it’s not product, it’s not supply chain, it’s access to decision makers.

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Summary:

In this #70secondCEO episode, Carl Gould introduces the power of S-A-P growth—Strategic Alliance Partnerships. He explains how actively cross-promoting complementary, non-competing services to shared ideal clients can accelerate growth. By referring trusted partners like a carpet cleaner promoting a gutter cleaner (and vice versa), both businesses gain credibility and access to pre-qualified customers. It's a smart, low-cost growth strategy based on mutual benefit and client trust.

Read full transcript:

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

Next area to look at S-A-P growth, Strategic Alliance Partnership growth. This is a slightly different strategy, what you're going do is active cross promoting of complementary services to similar ideal client avatars. What does all that mean? Active cross promoting means I find another company that services a similar client (hey Rob) we have the same ideal client, homeowner, dentist, doctors office you name it but we have non-competing products. Maybe I’m a gutter cleaner and you're a carpet cleaner. So if I’m a gutter cleaner, I’m gonna write a letter to all of my clients and say “hey I know Bob’s gutter cleaning they’re fantastic”. I clean the carpets, he cleans the gutters. If you're in the market for somebody for somebody that does that I vetted them they're really good and they’re gonna give you a special price just because you're a client of mine, thank you for being my customer. They’re gonna do the same thing “hey you should see Carl’s service” they’re non competitive and because the referral comes from a trusted resource they are likely to trust the referred.

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Summary:

In this episode of #70secondCEO, Carl Gould challenges the common urge to discount services when launching or growing your business. Using Oprah Winfrey and Richard Branson as examples, Carl emphasizes that true experts don’t lower their prices to gain traction—they lead with value and confidence. If you're an expert, price like one, and always include a high-end option in every proposal you present.

Read Transcription

Hi everyone, Carl Gould here with your #70secondCEO. Just a little over one minute investment every day for a lifetime of results.

If Richard Branson or Oprah Winfrey were going to launch a mentoring program and Oprah said “hey! Listen you know I wanna, I’ve never done this before, I’m starting a mentoring practice where I will be mentoring people personally”. Would Oprah Winfrey have to discount her services to get market share? Think about that, she left the higher staff just to vet the opportunities, you do the same, you are an expert in your field! Charge like you're an expert in your field. Richard Branson would not, if he started in mentoring program, he’s not gonna say “hey listen I just wanna get a few people in, so I would normally do this for a hundred but I’m gonna do it for twenty-five,” not doing that. So you don’t have to discount your services, give the higher price option with every service or contract you put forward.

Like and follow this podcast so you can learn more. My name is Carl Gould and this has been your #70secondCEO.