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What Expert Authority World™ is saying about the show:

  • Loved the Craig Handley Episode
    by MHillfan from United States

    Mario’s energy is infectious and Craig Handley is a character and some. But really every episode brings out the uniqueness of each guest. This pod has become one of my must listens›

  • Inspiring. Informative.
    by SunDevil from United States

    Mario is incredibly inspiring and does something few other podcast hosts can manage to do… allow his guests to actuall talk at length and answer his questions. He offers great information and I really appreciate that he is invested in what his guests have to offer as well. Other podcasts come across as an ego stroke for the host, but this podcast is truly here to help guests share their stories as well to the benefit of the listener. Worth subscribing.

  • Game changer
    by TimLawson21 from United States

    This podcast is informative and inspiring. I love it!

  • If you are a wanna be entrepreneur look no further!
    by Elisa Di Napoli from United Kingdom

    Great podcast full of interesting insights. The host is engaging and thoughtful and I can say I have enjoyed listening to each episode!

  • Amazing Interviews not to miss!!!
    by Jbower1282 from United States

    Consistantly uniques interviews or amazing people really making it happen.

  • Mario is a great host with great questions!
    by alexdesigns from United States

    Take a few minutes out of your day to listen to Mario. He is a super smart guy and I love the questions he asks his guests.

  • A great podcast for dreamers and do-ers!
    by Chiquita2727 from United States

    Lots of great information and inspiration for anyone who wants to turn dreams into reality. Mario brings a lot of spot-on information to this podcast.

  • Great Show
    by Palminchen from London from United Kingdom

    Love the broad selection of topics for inner

  • Amazing inspirational stories
    by colas_18 from United Kingdom

    This podcast is so good. The stories from the people sharing their stories about their struggles in life and how they overcame these struggles is just inspirational and helped me push harder when things get tough. Keep up the good work with these amazing interviews Mario.

  • Fantastic
    by sttoggyigctdrvy from United States

    Mario goes above & beyond on his show. Lots of great information for his listeners!

  • Top Learning
    by BLNT PPTT from Hungary

    Love hearing these great interviews with a great host. Keep up the good work!

  • Mario inspires!
    by Fatherof10yrold from United States

    These interviews are fantastic. Mario inspires with great questions that draw out great answers from his guests!

  • Expert authority!
    by Tara Williams Phone from United States

    Mario shares some amazing people on this podcast and they have some gold to share!

  • Great show!
    by Karen @ Interview Valet from United States

    Mario is an awesome podcast host! I love the FB Live interviews and the opportunity for listeners to engage in real time. The audio and video quality is spot on every time. Be sure to subscribe so you don't miss anything! You won't be sorry.

  • A Podcasters Inspiration!
    by JamieKullman from United States

    Mario has so much insight and delivers such incredible value through his show. I just started listening, but I've already learned so much from him and his wonderful interviews. Keep up the awesome work!!

  • Quality professionalism
    by VirtForce from United States

    I can’t say enough about how pristine and professional Mario is in his interviews. He truly wants his guests to have the best experience and recording possible. And not to mention he is fun and knows how to put people at ease in front of the camera.

  • How to conquer your limiting beliefs
    by Dave4syth from United States

    Listen to episode 103 an dlearn how to overcome your limiting beliefs. Great advice.

  • I can’t believe how much I learned in just one episode
    by AwesomeMontana from United States

    Mario is knowledgeable, curious and able to bring great guests that deliver value that every business needs to understand! Outstanding podcast!

  • Great content!
    by Cory Lee Leadership from United States

    Mario does a great job of providing relevant information and bringing on guests to share their expertise in a variety of fields. Highly recommend his podcast!

  • Fascinating interviews
    by Bill Ringle from United States

    Mario brings on accomplished guests and draws out their expertise and stories in a way that leaves me on the edge of my seat. Keep up the great work, Mario!

  • Love It!
    by Laura Moreno Cabanillas from India

    Loving this podcasts, an entrepreneur I really appreciate the energy and passion being shared to help us grow our business. Keep up the great work.

  • Boost my Amazon sales!
    by SurvivalDad from United States

    I tap Amazon as one of my sales channels and your interview with John Ghiorso was an eye-opener. Ignore at your own peril!

  • Love It!
    by LauraMore from United States

    I loved the Memorial Day episode, Mario! Thanks so much for creating this awesome podcast!

  • Flawless interview style
    by GninraeL14 from United States

    Mario makes everyone appear even more interesting to me. Great format and style!

  • Come here for value
    by Joshua User 202! from Canada

    Really appreciated this podcast for the raw, genuine interviews. Love it!

  • Crisp and interesting interviews
    by Joel Goobich from United States

    As someone who created one of the first podcasts dedicated to video marketing, I was very impressed by your recent episode about using video. Your interview style is crisp and interesting

  • If you are in business, this podcast needs to be on your playlist.
    by Macstephen1 from United States

    Mario has a great conversational style that helps his guests shine. This show is a must if you have an entrepreneurial spirit. It provides thought provoking content that will help any businessperson in their quest for success.

  • New Subscriber here and on your YouTube Channel
    by Angela Brown Oberer from United States

    Wow Mario you have a real knack for interviewing. You ask great questions and have a fun way of keeping the conversations lively and interesting. After listening to your episode with Owen Video I subscribed to your podcast and then I hunted you down on YouTube. High Five and great job!

  • Very Professional & Engaging Show!
    by Mitche Graf from United States

    Mario is extremely engaging and can hold your attention, and is a great interviewer! He has some great guests that really get into the details of running a successful business. Keep up the great work Mario!

  • Great Content
    by Pilar S. from United States

    Excellent! LOTS of advice from experts. The most recent episode talks about speaking–a must-listen for anyone who presents or is thinking about presenting.

  • Great content!
    by @Mentally_Strong from United States

    I really enjoy your podcast each time I listen. The content helps any entreprenur level up with they do. Keep it up and thanks for each episode.

  • Professional and Informative
    by Bruce at Mindfulness Mode from Canada

    Mario Fachini is an excellent interviewer and has terrific guests on the show. I highly recommend this podcast.

  • Great Podcast
    by Amber Fuhriman from United States

    I love the topic of this podcast. The episode with Tod Lindsay is super super helpful!!

  • Great find!
    by Reed Stiles from United States

    Great message and content. Stumbled upon this due to the cool logo, stayed for the content.

  • Great show and great host!
    by Laurapowers44 from United States

    Love what Mario offers! So glad he is doing his show and providing all this helpful info! Keep them coming!

  • Walks the walk
    by Me15463 from United States

    Mario encapsulates everything he talks about on the show. Be sure to tune in to this!

  • Honest and authentic
    by Deano3622 from United Kingdom

    Wow, just come across this podcast. Mario is such an awesome guy. He comes across so honest and genuine. Loved the content. I honestly don’t know where you find the time?! Keep it up Mario, love how honest and real you are!

  • Great and insightful!
    by Karty12345 from Australia

    I really enjoyed this podcast, so much relevant content. Thank you!

  • So much Value..!
    by Alex Dali Rizo from United States

    Great content, I really recommend this to any Entrepreneur looking to excel in their path, Mario brings topic experts to teach and inspire your day

  • Inspirational Intentional Information
    by 10Kforte from United States

    This podcast shares the stories from people that are doing whatever it takes to rise up and help others along the way. “What Are You Made Of” is one of the many messages shared on the podcast. There are so many takeaways that are applicable to anyone. I really enjoyed listening.

  • Wow!
    by Tyscoaching from Australia

    Just listened to the 'rescue site AED Program' episode! If you love epic stories and inspirational people, this is the podcast for you!

  • Motivation on Tap
    by AnthonyPGarcia from United States

    Mario brings on some of the most impactful entrepreneurs to hear from. He dives into the key performance factors of their business. He extracts information very well and keeps the show flowing very smoothly. Definitely a show to subscribe to!

  • Starting a Movement
    by JustMe2say from United States

    There are many areas of business and entrepreneurs have an opporunity to gain some insight with this podcast. Excellent interviews!

  • Great Podcast For Entrepreneurs!
    by The Big Game Hunter from United States

    Full of knowledgeable guests and useful information that will help you accomplish your goals in business and in life!

  • Mario Truly Care About His Guests
    by Podcast Junkies from United States

    Having met Mario and spent time with him at Podfest I can truly say that he is passionate about his show. He’s genuine and that clearly comes through in his own story and what he brings to every interview.

  • Put your thinking cap on!
    by Cliff Duvernois from United States

    This is probably one of the most information dense podcasts I’ve listened to in many moons. Each episode could easily be expanded out into 2 or 3 hours. Mario does a great job of asking the right questions to get his guests to reveal great tips, tricks and advice. Sure a lot of information can be applied to an entrepreneur but I found a lot of advice applicable to my personal life. This podcast is definitely worth my time to listen to and I’m looking forward to more episodes to come. Great job!

  • Relavant for anyone!
    by HarloB from United States

    I really enjoy Mario and his shows. The Stress and Anger in the Workplace episode was great because it cut to the chase of all the issues around this topic. Great interview!

  • Mario nails it!
    by Mickiezada from United States

    I've listened to Mario for a long time...his podcast is well produced, his guests are influencers and authentic authority, and chock full of insights and inspiration for entrepreneurs. Love it!

  • Mario is the real deal
    by jamesnewcomb.io from United States

    I’ve known Mario personally and professionally for over a year now. He is genuinely interested in helping people succeed, and consistently over delivers in his interactions and valuable advice with fellow entrepreneurs, podcasters, what have you. In this era of showmen who “give value” only if they think they’ll get something in return, Mario stands out as a man among men. Listen to his show and learn what true leadership and value in the marketplace mean.

  • Listening On My Entrepreneurial Journey
    by FromLisa2 from United States

    I was surprised when I stumbled over the servant leadership that shows up in these episodes. It's collaborative. It's focused on relationships with clients versus transactions. I especially enjoyed the episode on getting clients without "selling" because it's more about genuine relationship building.

  • A Gift
    by Lisa Vogt from United States

    Mario uses all his talents, gifts and abilities to produce this life affirming show. It's incredible that we are able to grow our abilities and develop our talents and gifts just through subscribing and listening. Thank you Mario!

  • This show is ON FIRE!
    by tibor.mindsethorizon from United States

    Love your show Mario! Your niche is close to mine but I focus more on mindset and manifestation in a business setting. I tuned into episode #103 with Karen Brown which is dope! Keep up the great work!

  • Entrepreneur Must Listen
    by HWoodwriter from United States

    If you’re an entrepreneur this is a must listen show. So many inside tips and thought processes behind moving your business forward. Mario does a great job with the guests by asking the right questions at the right time. He and his guests give the information you need to grow your business and leadership skills.

  • What a show!!
    by CWLuecke from United States

    Man, do I love interviews with world-changers! Mario does an excellent job gathering the cream of the crop for his show and giving insightful interviews. Check it out!

  • Loved it!
    by Seodrigo from United States

    This interview was very enjoyable. Mario brought on a wise guest by the name of Michael Lauria. I loved the interview and Michael's perspective on the topic. He had wonderful insights and around min 31, he hit something very profound. Excited to share what I learned today with others. Way to go!

  • Great listen
    by trinity3712 from United States

    Good listen. Great range of guests and topics. Something here is you keep listening will help you in many areas of life and leadership b

  • Great Knowledge!
    by Jon Vroman FRD from United States

    Great show Mario! So much valuable information in one episode!

  • Excellent show, very imformative!
    by Shaolin Soprano from United States

    Mario loving the podcast bro, great content, immense value. Enjoying these interviews!!!

  • Helpful Information!
    by The Medicare Nation from United States

    Love the valuable information on these episodes! Lots of tips & tricks for every Entrepreneur to use. Kudos Mario! Diane Daniels Host of Medicare Nation

  • Love Mario’s Attitude
    by marisaimon from United States

    Mario’s heart shines through his interviews, making these fun and positive, and the people he brings on offer such a wealth of knowledge.

  • Lots of Great Info!
    by DarlajPowell from United States

    Mario provides lots of great info and advice in this 7 day a week show.

  • Great Content!
    by LanceJohnson_ from United States

    Mario does a great job of share valuable information that every entrepreneur could use and apply to their journey. Great work! 🙂

  • Important information!
    by Allmenow from United States

    Very engaging information. Mario draws out experiences and knowledge from his guests. Loved the show!

  • Difference-Maker
    by Unlimited Beliefs from United States

    Mario is a master at bringing out, shining a light on, and internalizing the difference-making mindset. His knowledge and experience and mission enable him to synthesize information into diamonds for all of us! What you want is accessible by taking in this show!

  • Excellent Information
    by Stallion golf from United States

    Great advice and information with a wonderful blend of topics! Loved the episode with the british healthcare professional and the ideas shared on how to make the industry better.

  • Motivating and valuable information
    by Calvin Javier from United States

    Great insight on mindset from business leaders and entrepreneurs making things happen. Definitely worth your attention. Will be listening and learning more!

  • Good information
    by FIRE NATION! from United States

    Engaging interview with a british health pro, I was surprised to hear the similarties and the application she has for making healthcare better

  • Greatness
    by MiaSportFanatic from United States

    Have had the chance to listen to one show so far but man, we should be paying for this information. Lots of greatness. Thanks for the heart to serve.

  • Listen to the experts - and thrive!
    by The Marketing Book Podcast from United States

    There's a lot of advice out there these days but, sadly, a lot (and I mean a LOT) of is from people with little to no expertise. That's not the case with this gem of a show. Listen to what the experts say and profit from the experience!

  • Show is amazing!
    by BestMorningRoutineEver from United States

    I love learning about mindset and how to master my thoughts. This show provide the tools!

  • Great show!
    by Jefferson_79 from United States

    Great information for all businesses.

  • Good value!
    by Audrey purplele from United States

    Great information that applies to any business! I really felt he provided value for my time.

  • Interesting Topic
    by Real Estate Journeys Podcast from United States

    Interesting topic. Great interviews. Keep up the hard work!

  • Helpful Advice from Experts
    by ichuck2 from United States

    Mario talks to experts in a wide range of subject matters and asks good questions to pull out helpful advice.

  • What a great show!
    by Christopher List from United States

    Mario really brings out the best in his guests. The police dog trainer had such a great story. Can’t wait to hear more!

  • Great!!!
    by tommye w-c from United States

    Great podcast, awesome guests, incredible host!!!

  • Fun & informative
    by Saoirse Sky from United States

    Some people want something fun, others want something informative. This podcast gives you both!

  • Great show!
    by CJThomas6 from United States

    Very inspirational show! Appreciate the advice and thoughts shared by the host and his guests!

  • Great podcast
    by Rosie81200 from United States

    Great podcast! Love hearing about the guests’ journeys and what they learned from them.

  • Never Stop Learning!
    by Terri in Fairhope from United States

    Tune in to this great podcast and host! You're probably really good at what you do (top of your game...an Expert Authority), but there is always more to learn...streamline processes and gain more freedom in your life. It's not always about the bottom line. This one is worth a listen!

  • Amazing!
    by KatieHBrooks from United States

    If you're looking for inspiration, tune in to listen to Mario and his top notch guests. I find that I am always much more motivated after listening to an episode of Expert Authority Effect!

  • Wonderful show!
    by @IV-Heather Tieben from United States

    Mario is a great host & puts on a wonderful show. The quality of his interview guests and entire production is impeccable, I couldn't recommend Expert Authority Effect more!

  • You Will Not Be Disappointed!
    by Composer 1853 from United States

    Mario does such a great job of engaging his guests from several different disciplines.

  • The hardest working man in Podcasting
    by EOFire.com from United States

    Mario brings the HEAT with real energy and FIRE...don't miss the meteoric rise of this show! ~ John Lee Dumas

  • Great interviews and guests!
    by Mel Good Karma from United States

    Thanks for hosting such great interview guests. Look forward to hearing more and kudos on so many a week and also videos!

  • Fantastic
    by Jason A. Duprat from United States

    Awesome podcast, going to be adding this one to my list. Interesting topics with great interviews, good sound quality.

  • Enjoying!
    by Slordan from United Kingdom

    Enjoy listening to Mario and how he opens up the conversations to ensure it’s as relevant to us as listeners!

  • Nice variety and interesting topics
    by emjgreen from United States

    Love the variety of topics presented here on this show. Looking forward to listening to more of Mario's show.

  • Great Content! Great Interviews!
    by No BS Mompreneur from United States

    Wow! Really enjoy listening to all these fabulous expert authorities!! Lots of valuable take aways that I can implement into my life. I will continue to listen and share with others!! A+++

  • A great addition to build authority and create an impact
    by Cloris Kylie from United States

    A great addition to build authority and create an impact. Also, a different twist on the topic. Engaging. 5 stars!

  • Filled with motivation and ideas
    by Thomas O'Grady, PhD from United States

    Mario does a great job interviewing and pulling the stories behind people's stories or success. Good pleasant listen. If you are in a journey of your own, these episodes will give some things to bring into your on life.

  • spartancv
    by spartancv from United States

    Great job following your passion, your purpose and creating this podcast to help serve others! Keep up the excellent work.

  • This podcast is the bomb
    by Posturedoc from United States

    Mario always crushed it, and this podcast is another example of his amazing insights and knowledge!! Great work.

  • Wow - love the video show.
    by Thehighenergygirl from United States

    Thank you for the encouragement and tips on how to succeed on video and the repurposing idea.

  • Motivating and Inspiring!
    by KatyJoyWells from United States

    Mario brings such enthusiasm to his shows and his content is fantastic. I’m always learning new things to implement or new ways to grow, thanks Mario!

  • What a great show!
    by Gene_HPLN from United States

    Awesome podcast! Mario brings great topic, great guests, and it is very easy to listen to. I definitely recommend for anybody interested in business success!

  • It's great
    by Ian Ryan from United States

    Just had a chance to check out your most recent episode appreciate the great insight! Great delivery from the host & can’t wait to dig into future content.

  • Love it!
    by Brendan @ Entrepreneurs&Coffee from United States

    I love that this interview podcast doesn't feature the same old folks that everybody has on their show. Keep it up, Mario!

  • Amazing!!!!
    by Lindsey Russo from United States

    This show is so impactful! Hearing from the experts and how they take authority in their space is so amazing. Looking forward to more episodes!

  • Learned what I didin't even know I needed
    by Camilla-Jean from United States

    Great info. I love the Q episode because I get just quic interst snippets that may get me thinking about where my business might go.

  • Fabulous Interviews!
    by Life&RelationshipCoach from United States

    Mario does a fantastic job interviewing really interesting and successful business people who explain how they got to where they are - tips you won't want to miss when your trying to grow your business! Keep up the great work Mario! Coach Riana Milne

  • A+ Show
    by Gisele_Oliveira from United States

    I love this show. It's so entertaining and I learn a lot from the interviews. I highly recommend this show if you want to level up his game as an authority.

  • Inspiration, transformation, success stories!
    by Chabo101 from United States

    The title of this review should just be enough but it is just more than that. Its life lessons, its listening to personal struggles and how they over came those struggles. Love to hear from people that change the world through their struggle and the lessons that i learn from them are just more than amazing. I love this.

  • Great interviews!
    by AlyciaDarby.com PodcastManager from United States

    These interviews are well done and his guests are prepared to give really specific insights and stratagies... great podcast, Mario!!

  • Inspiring story of courage
    by StrongHeart<3 from United States

    I love that she found gratitude in her circumstances. lorie is an inspiration

  • Powerful!
    by The Food Heals Podcast from United States

    Mario's interviews cover a variety of topics and provide great value in all areas of your life! Episode 15 discusses how change is temporary and transformation is permanent which was really powerful for me. I love this message! Thank you!

  • Great content!
    by Blakeob85 from United States

    Great answers to common questions many entrepreneurs have! Thanks Mario for sharing your and your guests' insight!

  • Real Actionable Tactics!
    by MattBMaverick from United States

    What I like about Mario's podcast is that he pulls out actionable tactics from his guests that we, the listeners, can actually use. Great show!

  • Great Listen!
    by Real Estate Investor from United States

    Mario and his guests provide useful techniques to succeed in any business venture. The interview style promotes learning through real life examples of his guests. Great listen!

  • Great interviews!
    by Matt B 1818 from United States

    Love hearing these interviews and learning from people who are top in their industry. Mario is a great host and is not afraid to share his emotion!

  • Love it
    by Duffash from United States

    I love hearing interviews of successful business women and taking away what I can learn from their journey. Mario is a great host! I have enjoyed what I have learned so far. Congrats on the launch of your new podcast!

  • Strong, professional, enthusiastic!
    by pm legs from Canada

    If you're looking for an interviewer who's going to take you to investigative places to help you be your best you, through your professional life, you'll love listening to Mario!

Watch The Episode

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Resources Mentioned

Business Book Checklist

Expert Authority Checklist

Books Mentioned

 Let Your Emotional Intelligence Do the Talking | Miguel A. De Jesus

Sponsors

Want to know the easiest way to use Facebook Live? BeLive is the simplest and easiest way to go live on your Facebook with a professional production. Just check out BeLive at https://MarioFachini.com/Belive

In This Episode You Will Learn

[1:24] How Miguel began working in the corporate world and experiences

  • 40+ years working in a corporate setting
  • Transition to coaching and consulting
  • Work with non-profits

[6:21] Advice for leaving College and Entering the Corporate world

  • GRIT
  • How to develop communication skills
  • Developing a Vision

[9:05] Miguel’s Biggest Success Story

  • Oxymoronic: Accountant who went and Succeeded In Sales
  • Accelerating Professional Growth by Moving Companies
  • Managing Oracle’s $500 Million Sales Organization

[14:27] Beating Intimidation

  • Mindset Hacks
  • Mentorship to Overcome Challenges

[18:40] How He Became Interested In Emotional Intelligence

  • Why some people are liked or disliked in corporate environments
  • Inspiring Peak Performance from everybody in the organization

[20:38] How Video Has Helped Miguel in his Business

  • His Emotional Intelligence Training
  • Training Strengths, not Weaknesses

[30:32] How to Network at Events When You Don’t Know How

  • Difference between technology now vs. before
  • Being present in conversations

[37:02] 60-Second Answers ‘Lightning Round’

  • Fastest Path to the Cash
  • Biggest Problem Miguel’s Audience Faces
  • How to Maximize Your Value Once Hired

Episode Transcript

Read Full Transcript

Intro  [0:00]  

EA Interviews, Episode 13. Inspiration, transformation, success stories and the Imperfect Action Round, seven days a week. Join Mario for tuning for today’s Expert Authority Effect interview.

Mario Fachini  [0:05]  

Welcome Expert Authority World. I am excited to be here with you today. On today’s episode, I have none other than Miguel De Jesus and he is going to be sharing with you what it takes to be growing your business at the C-suite level. I’ve known he’s been teaching this for years and that’s why I invited him onto the show and I’m going to bring him up right after we thank our sponsor.

Belive.TV  [0:18]  

So, you want to go live on Facebook but you’re not sure where to start or what to do? Some people say just grab your phone or buy all this expensive software. Well, I have a better option for you, check out MarioFachini.com/Belive. BeLive is the simplest and easiest way to go live on your Facebook with a professional production once again MarioFachini.com/Belive.

Mario Fachini  [0:28]  

Miguel, how are you doing today?

Miguel De Jesus  [0:32]  

Mario, Happy New Year of 2019 to you, boy. This is going to be an outstanding year, isn’t it?

Mario Fachini  [1:05]  

It’s going to be a fantastic year, and I’m excited to kick it off with you. It’s great to have you on the show. I know your story, but let’s take a couple of minutes maybe five or ten. Go as in detail as you want. Actually, please share everything you shared on the phone call we had initially about who your helping and how you’re helping them. Let me ask you what inspired you to start your business?

Miguel De Jesus  [1:29]  

Well, I worked in a corporate setting for good 40 years. So I kind of did executive coaching, development, sales, sales management training, and helping individuals in a corporate setting, grow their businesses, and it is a passion of mine. And as the saying goes, it helps to be skilled at it. So I’ve developed skills over the years, some of which have to do with communication skills, and having a reasonably high level emotional intelligence, which we can cover a little bit of that later because everyone needs that. And upon my retirement from a corporate setting, I decided to start a coaching and consulting career for the last 11 years where I am helping individuals; I’m helping nonprofits; helping for profits, and I’m helping college-level students breakthrough… have breakthroughs in the areas their personal development, their skill development, and their ability to really accomplish the goals that they’ve set up. You know, one of the things I’ve learned in working with other organizations like Junior Achievement also is who think about it for a moment, Mario who, who takes the time in your career as an individual or as… as an individual contributor, either for yourself or for the organizations that you’re looking to grow and or build to help you develop your personal skills? I mean, it falls under the realm of personal development. And I think Brian Tracy did some research and a large percentage of less than 5{d1d47f886dfada3fbec120c845cf21cbf2de07a46032aee93c7c36510b4a5e81} of the population of the United States invest in themselves at any point in time in their career development. They really don’t know how to speak it. They don’t know the concept of mentorship and more importantly, don’t know how to be coached because they don’t ask the right questions. And in your business, you have certainly learned how to ask the right questions from a coaching and consulting standpoint, because the answers really rests with asking the right questions. And to the degree that we can, as individuals and consultants, help people narrow their choices, get greater clarity, and most importantly, identify the gaps that they have before them, that’s when transformation begins. And occasionally, you’re going to have to write a check.

Mario Fachini  [3:48]  

Well, that’s good. I’m so glad you got into this and had the desire because when we first met years ago, I could tell there was something different about you, and you, like me, like to bring out the best people and there’s very few people I’ve noticed over the years of helping thousands of people that really have that desire to want to inspire people and bring out the best, a lot of them just look at it as a transaction. And I’ve never… I’ve never liked that. I’ve never operated that way. I’ve always liked to have the breakthroughs and transformations like I know you do with your clients. So, let’s segue into your clients. How do you help them get past their limiting beliefs?

Miguel De Jesus [4:29]

Well, I’m going to take an example this morning. So, I met with a graduating senior and I say graduating senior because he’s one unit away from graduation. So, he had to register for independent study. For those of you who are familiar with college students, sometimes you got to do that and then he gets the degree. So, I am his independent study professor. So, the independent study is going to revolve around his developing exceptional and extraordinary skills in the area of business to business selling, which today he does business to consumer selling, he happens to work for a company called Tesla and he is looking to move into a different realm of B-to-B-selling. And we’re going to work together in the course of 13 weeks to further develop his skills in the area of B-to-B-selling. Why? Because that’s where he wants to formulate developed his career and the techniques, the strategies, the formats that I’m going to share with him are all teachable and replicable. Once you’ve got the student… you know, the teacher arise when the student is ready. I totally believe that, but… but the other part of it is that… that the teacher has to be exceptional at what they do, and I’m not saying that to be braggadocious. I am actually very humble, but I also know my value in the marketplace as you do Mario and to the degree that we can associate with people who can get us to the goal line ethically, morally, legally and quickly. Those are the kinds of people that I love to work with. And this young man is… is… is got… he’s got the…hero… Mario, you remember the story of the…. because we’ve all studied it… Joseph Campbell’s ‘The Hero’s Journey’, right?

Mario Fachini [6:22]

Yes, I have.

Miguel De Jesus  [6:23]  

He has got a hero’s journey. I mean, even to this day as a college senior trying to find full time employment. He is renting the garage of someone who will house him and so, this young man’s story of Grit – which is another great book by Angela Duckworth– is awesome. And…and I was assisting him this morning to help him compose his hero’s journey, his story, because that’s not something that’s taught at the college level. I mean, my goal with him is to prepare him to be the best ready, capable candidate for and employment review for a company that he wants to work for. And we spent two and a half hours this morning, basically going through a mock interview of questions that he wrote down that I suggested he craft and develop. And a lot of it starts with as I instructed him with his mission and vision statement, and how his personal mission vision aligns itself with those of the company that he’s interviewing with. I mean, I had an awesome experience this morning, and I didn’t bill for it, all right, because it’s not always about the money. It’s about how much value add can I give somebody, especially a young person who’s trying to make it and all they need is proper mentorship. So, that’s an example of one of the things that I totally enjoy doing at the collegiate level. And I also do it as I mentioned earlier, with transitioning active duty military.

Mario Fachini  [7:56]  

Well, I’m glad you do, because there are so many people that need it out there. And it’s one of the reasons I even wanted to start doing this show is because there are so many- I call them ‘Rockstar people’ like yourself, that people want to get into business, they want to, you know, they want to leave their job, they want to grow business, they want to do this, what if it works, what if it doesn’t, there’s all these different variables. And I know what changing that Rubik’s cube is like, even today, there’s a few things that could have went smoother. And that’s… the fun of it is it’s not mundane, it’s not for the light-hearted. But for even the ambitious people, who have the grit, who can persevere through it, you still need the guidance. And for every 10 coaches that I see out there, there’s maybe one that I would recommend and even invite on the show. And you, my friend are absolutely one of them. And I’m excited to have you here. So for anyone that hears this sees this, no matter what medium it’s in, because I’m doing it big with this, Miguel is the real deal and that’s why he’s here with you. So Miguel, for our audience, let’s tell them about some of your biggest success stories. Who is your biggest success story where you’ve taken it from zero to hero on that hero’s journey, and they had a massive transformation? It sounds like you have a new one starting in this gentleman who’s your biggest one to date so far?

Miguel De Jesus  [9:20]  

I’m going to probably say, looking back over the last 30 years, I’ll tell you the story of the gentleman who I met, he didn’t work in my organization directly. He was one level removed from me, a CPA by training who happened to work in a sales environment. Think about that for a moment. That’s almost oxymoronic. But that’s what he chose to do. So, Steve became a very good cohort, a very good student, excellent at execution and probably stayed with me in the organization a few years longer than what I advise people to do now, in a corporate setting. He was with us probably a good 18 years. And I’m going to quote his statement to me reiterating the fact that he flourished under my leadership. But he also recognized that in order to accelerate his growth trajectory and pattern, he needed to change companies, he needs to go somewhere else he needed to take initiative. So, he actually did that. He went from, from my old company, which is still new and fresh to a little company called Dell, where he accelerated growth, and then… listen to this, talk about accelerated acceleration, got the opportunity to work with Mr. Ellison over at Oracle for about two and a half, three years. So, all the… all the ways accelerating, his income is total comp, his potential, most importantly, his value in the marketplace. So, so… he left alright Oracle, not, not bad organization of a feather in your cap. But listen to this, then he leveraged and got hit a home run, he was living in Cleveland, time for Oracle running probably a $500 million sales organization and got an offer to go work in New York City for AWS, Amazon Web Services. All right? So, I had Steve as a guest speaker, to my sales and sales management class, basically tell his story, his journey and from his own lips. And he said, if you made any mistakes along the ways, he didn’t leave the organization he was with sooner. And that probably had to do with loyalty, commitment. And the way he was treated under my leadership once that happened, because I retired things change, right. And then he saw the grass is greener somewhere else. And in his case, it hasn’t been greener. I mean, he runs a less division by his own admission and his own words, he said, me go, I have never made more money in my life easier than working for Amazon Web Services. Now, who in your audience has that kind of information? Well, they will through this replay. But that’s not a commonly known statistic. And I’m a little familiar with what Steve’s earnings were. He’s done very well for himself but he had to do what? Step outside of his comfort zone, be capable and willing to relocate, and then go to the where the opportunities existed. And Steve today is probably very youthful, young 54 year old still. So he’s got a few more years ahead of them, who knows where he’s going to wind up. But, the message I want to communicate to your audience is develop your skills, develop mastery around them, execute a very high level, oh, by the way, have fun along the way, and reach out to new things, feel discomfort. You know, transformation occurs on the other side of discomfort. Many of us as humans are very fearful of going there. Oh, I can’t do that. I mean, do you remember the first time you develop the website or even understood what WordPress was? We all go through it, I’m learning new stuff every day. And, and, and I’m reduced to being a kindergarten child, learning new stuff, dealing with failure, learning new stuff, but I always, Mario – and you know this, understand the value surrounding yourself with people smarter than you are in the areas where you have gaps. So, that’s where it’s important to recognize your gaps, develop your awareness, and then hopefully connect with people who can help you get to where you want to get to faster, quicker, better.

Mario Fachini  [13:59]  

That’s the way to do it. I’m excited for you to share about your book and what’s coming up but I want to expand on that because you brought up a good point about people want opportunity, they want to seize the moment, but then they’re presented with an opportunity and life is on the other side of our fear. Why do you think most people don’t jump in both feet first, head first, all this what do you think holds them back? Obviously, it’s fear, subconscious, and all of that, but what have you found works best when people are faced with that decision for them to move forward and get past it?

Miguel De Jesus  [14:31]  

So I’m going to use a couple of metaphors and a couple of acronyms to help guide people, your audience through this thought process. And it’s not difficult. But one of the things in this past semester that I heard regularly in the college campus was the term intimidation, I feel intimidated and that word doesn’t even exist in my vocabulary. I have no idea what that means, right? So I’d have to ask the students give me the sensory feelings. What does that word mean to you, because it means different things to different people. And I don’t even… I don’t even agree with the word. I mean, the word doesn’t exist in my vocabulary, I would suggest and would like to offer as a substitute a three letter word called FUD. F stands for fear, U stands for uncertainty, and D stands for doubt. So what you’re really feeling is the FUD factor as I referred to it, which is fear, uncertainty, and doubt. And that’s all speaks to capability; that all speaks to skill sets; that all speaks to your identification of the gaps that you currently have. But here’s the secret: you can overcome all of that, once you… with proper mentorship, or through the university or through other means. You know, tomorrow… and as I explained to the students, tomorrow, you’re going to be identically the same person you are today, except for the books that you read, the conferences you tend the podcast you you listen to, and most importantly, the people you associate with. Absent that kind of mindset, you’ll stay stuck. And you continue to argue that I feel intimidated. Well, I, I feel bad for you, but there is another way to think about it. And it starts with you changing and embracing the fact that there is opportunity on the other side of discomfort called transformation to give you the year that you’re looking for, so: mindset. So, the three things I work with, with my clients, Mario, I’m sure you, you do the same thing. I just happened to try to categorize things very neatly. So I help them with mindset, which is all the thoughts that have preceded, are working together, which came from their parents, friends, priests, rabbis, all the people associated in their lifetime, including students and friends, right? Mindset, skill set, and the skill sets have to do with actually doing the work. You’ve got to do the work, right? So, you got to put in whatever amount of hours it takes for you to go from being a novice, to developing mastery in a specific area. And if you’re on the planet long enough, Mario, the mastery line is elusive and continues to move, right? Because what you used to be great at yesterday, was just subsumed by some new technology, new tool, new software, and you know nothing about it. So that’s, that’s one of the…you know, the creative moment in our lives really is, can we rise to the challenge to step up and learn this new stuff? And the answer is, we can’t, because it’s not over until it’s like, over, right? And we got a lot of time ahead of us to go learn new things. So: mindset, skill set, and the last one is tool sets. What tool sets you have available to you, that will take you from zero to hero quicker, faster, better, legally and morally. I tried to whip those all together, and then try to guide people through that… through that the eye of the needle as they say.

Mario Fachini  [18:08]  

Well, I appreciate you for sharing that because that is amazing. You better be taking notes. And I’m definitely going to watch this because I honestly feel like I’m in an event where you’re speaking. And I just want to be taking all kinds of notes down because you are delivering solid gold. And I appreciate you for it. And you’re making… Thank you. This is going well. And I’m excited to elaborate on what you said about the books. You’re saying it’s about the people you associate with and the books you read. So, let’s talk about your book. How has it helped your business so far?

Miguel De Jesus  [18:42]  

Here’s how it’s helped: I noticed the gap in the marketplace. I never studied emotional intelligence until I went out on my own 11 years ago. And I noticed the gap between my learning, my ability to be of service and the needs of the marketplace. And, and so I did… I started studying the concept of emotional intelligence with Daniel Goldman who popularized the term in the 1990s – 93/94 based on the work of some other psychologists, ahead of it and I was so intrigued, I said, Wow, that’s something so important, which has to do with people which has to do with relating with people. You know, one of the things in 40 years of a corporate environment that you get a very quick sense of, is that some people are liked and some people are disliked. So what’s the difference? What’s the diff? And those people that pay attention, which is called self -awareness, which occurs to a variety of ways, but most inexpensively it occurs by by listening, by paying attention, by not having to be, you know, the center of the parade or the center of the universe, because the universe doesn’t revolve around you. Now, having had an option operational background while I was also in sales. So in my 40 years in corporate, five years, were an operational setting. So, I went from sales and a sales environment for 35 years to five years of operational leadership. And I gotta tell you, the motivations of people who work in customer service operations and other service related elements are not remotely attached at all, to what inspires and lead salespeople -two different models. So I had to learn very quickly, how do I inspire? How do I get peak performance from people who are here for a totally different reason, they’re not here for the bonus, they’re not here for the commission, they’re here to be the best they can be at servicing a client in the area that they’re in. And so I had to sharpen my own skills and become very effective in those environments. Because they’re, there are different people. And I had to walk a fine line line between sales organization and operations, right? Because ops sometimes called the ‘sales killers’ in an organization, they’re not always that way. There are reasons why things need to be slowed down. There a reason why things [?] with the quality that are required sales people, on the other hand, what they want it, they want it now and they want to get paid tomorrow, right? So it’s a different mindset, our job and our challenge, I think in a leadership role is to identify the two thought processes and bring them together. That’s what successful leadership looks like you’re able to have differences of opinion, find common ground and then make decisions to move forward, unlike our current political situation. So from the standpoint of finding common ground, I find people with high levels of emotional intelligence are more agreeable, easier to work with, and have more success in the workplace and in their private lives than those that don’t.

Mario Fachini  [20:38]  

And you share some of this information even on your own videos, correct? Yes. So tell me how video has helped your business share and disseminate these teachings?

Miguel De Jesus [22:10]

Well, the videos occur… So let me give you an example. One of the things that I take people through is a live presentation fact, I’ve got a presentation, 14 minutes and 14 seconds. And that captures some of the high level components of emotional intelligence. And those skills are transferable. First of all, you got to identify and accept the fact that you don’t have the answers to all the questions. In fact, you don’t even know the questions. So, once you have neutralized yourself into a regular human being now you’re capable of being taught and trained, because you are receptive. So you have to approach everything, Mario, I believe, with the ‘beginners mindset’. You know, remember the time when you were in kindergarten, you explored the world, everything was like, unbelievable. Wow, this is awesome. You know, and then all of a sudden, that gets knocked out of us because, you know, we’re in an educational system that knocks out creativity out of you, because you need to conform. All right? Well, I have opinions about how to better train people to their strengths rather than to their weaknesses. And that requires, that’s a subject of a different conversation. But if it starts with at least identifying the gaps through registered self awareness, which is measurable, by the way, not only through a software package that measures it. Alright, so artificial intelligence will measure that there are prescribed situations would prescribe best answers to determine your E.I and for that I’m familiar with at least three or four different organizations that offer that but I also have a very inexpensive as in free tool that asks five question or 10 questions you got evaluated on them, self-evaluate it, you don’t give it to anybody, you don’t get registered anywhere, you can take a self-assessment for yourself, which I’d be willing to make available to you and your team to distribute to your listeners it. I think it’s an excellent first start tool that cost nothing other than maybe a half hour good time to evaluate the questions and evaluate your responses. And then you self-evaluate relative to how high do you score in the area of self-awareness for emotional intelligence? It’s a great start.

Mario Fachini [24:33]

Sounds fascinating. Let’s definitely talk about that and we can put it on the web page for your episode. That’s make it available. Excellent.

Miguel De Jesus  [24:41]  

So, let me give you a framework and your audience of framework, Mario of what the four key components of emotional intelligence consist of, or what is comprised of. The key and fundamental and you highlighted it the other day is really getting a self-awareness jumpstart assessment of where you are, all right? And we can all probably imagine thinking our minds of people that we’ve liked along our careers and those that we didn’t quite love as much, alright? And the reasons for that maybe they were abrupt, maybe they dismissed you’re thinking, maybe they do what occurs in a lot of offices is they jump your idea, okay? It’s not even out of your mouth. In logic, it’s called argumentum ad hominum you know, because the idea is coming from Mario, I’m going to cut them off in the knees early. Why? Why? Who taught you that? Who told you that behavior was good or effective? See, so it is the absence of training and the absence of knowledge that I think becomes an important element, Mario, of the self-awareness component. So let’s get past self-awareness. Now we have self-aware, we’ve got the feedback, we know where our gaps are. Now, what happens is, who’s going to train you? How do you get to improve the other three quadrants? So the other thing quadrants, one of them has to do with self-management. Once you’ve got self awareness, now, you need self-management. So at this point, you understand, you’ve been given feedback, and you can see yourself, what are your triggers? What are the things that set you off? Think for a moment, Mario, in your career, in your business in your life, what are the things that sets you off? Just one, think of one. You smiled, because you already got it. What are the things that set you off? One thing.

Mario Fachini  [24:41]  

With me or someone else?

Miguel De Jesus  [26:31]  

Other than other than technology. With you.

Mario Fachini  [26:33]  

I get angry with myself when I know there’s something I should be doing that I’m not or I have a goal and I’m not making progress towards it. And I know I could be, but for whatever reason, I didn’t feel like it or I chose not to, or whatever.

Miguel De Jesus  [26:49]  

Alright, guess what? Welcome to humanity. We all feel that way. We all have our shouldas -woulda, shoulda, couldas. Okay, but we gotta stop shoulding on ourselves and one, we stop shoulding on ourselves, then we can in fact, move forward. So in your situation, that can be solved very quickly. And you know the answer because you’re in the…. you’re in the… you’re in the world, you do it. It’s called an accountability coach, right? So I don’t know, talk to him once a day, once a month, once a week. Everyone needs an accountability coach. And I’ll share with you, Mario, in my 40 years in a corporate setting with anywhere between 12 to 15 direct reports, we had weekly what… what I call plan and review sessions, which actually reverse it, it was really review and plan sessions. So you know, you said you were going to these 10 things last Friday. So Friday, we have our plan, our review and plant session and one hour session. Now, you do the math with 12 people is 12 hour days, one hour, starting eight o’clock in the morning, I had my dashboard of data or metrics. And it was a busy Friday for me, I didn’t miss a Friday, I’ve got I’ve got logged in excess of 19,000 hours of having sessions with people. Now, think about that. How do you develop mastery? Well, one of the ways you develop mastery is to perfect practice. And so I practiced and rehearsed for those sessions. And they lasted for the continuing my corporate career. I love them. I enjoyed them, because they gave me several opportunities to catch people doing right things at the right time with the right people, while also helping them remove, remove whatever obstacles they had in their way to their personal goals and achievement. And by the way, one of those people wasn’t me, I was the accountability person, alright? So you got me whether you’re performing or not. It helps if you’re performing because then it becomes your meeting for an hour as opposed to my meeting. And I did that for well, it makes us the 19th hours. Loved it. And the reason I loved it is because it reduced the element of FUD fear, uncertainty and doubt. It was very clear to my direct reports every Friday what we’re going to do for an hour together. Now, I love that now, here’s what I am going to volunteer. That was work, Mario. That was work you can’t be a leader in organization at any level and decide you’re going to work part time you’re cheating the people that you are expected to help and to lead hence my strong feeling about be of service. Don’t just be a boss, be of service, you know? Help clear some of the obstacles and you know what if your employee can’t do something and you’re stumbled, humility is a good thing too. Admit it just say it. ‘You know what, I don’t know what I do with that either’. Let me run that up the flagpole because there are other people in the organization people love that…. love to work with people that help them that way. They put themselves in the boat and they say wow, that’s, that’s interesting. That’s that’s quite a challenge.

Mario Fachini  [30:10]  

It reminds me of the quote where people… that people don’t care how much you know, until they know how much you care.

Miguel De Jesus  [30:15]  

That’s a perfect quote, Mario, and you’re spot on. So, let me move to quadrant number three, and then quadrant number four. And then we can go wherever you want. So quite a number three has to do with with social awareness. Now, I don’t know about you, but I was an awkward teenager. I… you know who teaches you how to go to an …

Mario Fachini  [30:31]  

Oh I’m sure I topped you…

Miguel De Jesus [30:34]

…and network? I was awkward. I needed a coach. I asked one of my coaches. I said I can’t… I don’t go to these events because what am I going to talk to? What am I going to talk about? I don’t golf. I don’t imbibe. So you know, how do I behave? So I needed coaching around that. And I got a great, great mentor to help me in my early 20s overcome that fear that I had. So it wasn’t that I disliked it. It was that I was unskilled but unwilling to acknowledge it. So I needed to coaching and I need to training and got it. So social awareness becomes an important component. You know, we teach college students today in order to get a job, network. Well, you better… other than spelling the word out, you bet to teach them how to do that because it’s not intuitive and for some people, it’s going to be very difficult to overcome the hurdle. You know, some students, some people, some adults can’t have a conversation with you Mario and look at you in the eye. They’re looking at a whole bunch of different places. They have to be trained. And, and they and they, by the way, they are willing to be trained, but only from people they know, like trust and respect. I mean, those are the other elements that they’re looking for. Can I trust you? Can I be vulnerable with you can I tell you, I don’t know anything about what you just said, your lips move but I didn’t understand anything you said. And you’ve got to help people feel comforted with discomfort. So that’s the third element component of developing your EQ. And the fourth one, which is in today’s age is the most important one has to do with relationship management. If you cannot manage relationships with people, you are going to have a short lived business or you’re going to be somewhat successful, but not as successful as you could be. Because again, it is the relationship with people… think about it today, Mario. Just think about today’s model of doing business in America. For a publicly traded company or anything you could ever want to know about them is available and you can sit in the comfort of your home half-dressed and do all the research you want. You don’t have to go anywhere. That was unavailable at the turn of the century. You 2000… y2k as they referred to it back then, whoo, chicken little. The clocks of them to stop working, our computers are going to freeze, they’ll all burn out and die. None of that happened. So what’s different about relationship today? Well, we become highly more tactile, as adults, we become highly more…I’m going to use the word which is charged but I’m going to say a little more disrespectful of people because we’re always pulling out our devices in the middle of a conversation. That’s highly disrespectful. I mean, if you’re having a one on one, that’s what you’re doing, you are focused, you are in the moment, alright? You’re not looking for the message coming in from somebody else who knows where it’s coming from, or staying up with social media, you know, hire that out make enough money so you can hire that out if you need it done. And but… but be present if… if we’re in the people business and in sales, we are definitely in the people business. But the other places that we’re in the people business is in corporate boardrooms. So here’s the very same that service well, also appear in the boardrooms. Today, you can get an answer in the boardroom. Somebody says, Man, that device cost 1.3, you know, pie to the third. And somebody pulls out a little, you know, iPhone and does a rapid fact check. Could you imagine in the boardroom? Does that happen? Of course it does, right. Because everybody’s fact checking everybody else. All right. So you gotta have your facts together, you’ll have your ducks in a row. So the technology piece is a double edged sword. You got to know when to use it, you have to know how to use it appropriately. And then you’ve got to learn how to be tactful in its occasional use, and not overuse it. Because I’ll tell you, there’s nothing more intimidating now use the word there, then having 12 executives in a boardroom and everybody’s on an iPhone. What they’re doing, I have no idea. All right. So I know there were rules that say no iPhones in a row, or put them on stun, or put them away, all right, there’s nothing more important than what we’re doing here right now. And, and who sets that tone, the executive leader, whoever that is, CEO or their designate. And so those are the four components Mario and for that that does require some forethought, you got to do some some planning. And then you got to do some strategic analysis on the things that you’re going to execute in the next 30, 60, 90 days to improve in the areas that you need improvement to, or greater sensitivities to. Was that helpful?

Mario Fachini [35:37]

It was very helpful. And, I’m glad you shared it in full detail because a lot of times, people just want to give the abbreviated version but so happy you went into detail. And I know when people reach out to you, they can go into even more detail. So we’re going to thank our next sponsor, and then jump into the Imperfect Action Round.

Miguel De Jesus  [35:55]  

Oh, nice.

Belive.TV  [35:55]  

“Instead of trying to get your prospects attention, why not be so captivating, they can’t look away?” That’s a quote from my first book ‘Video Marketing for Business Owners’ and I’m saying that again today, because the truth of the matter is, if you can’t get your prospects attention, they’re not going to pay attention to you and they’re not going to receive your message and you’ll never be able to help them. That’s why I love BeLive. Before even launched, I was using it in the beta phase and it is the simplest and easiest way to do Facebook Lives to reach your audience to interact with them. You can cue the comments up, you can take questions, you can answer them live, there’s live polling features, you can make a professional looking production very inexpensively and very quickly which is important because you don’t want to be spending your time messing around with computers and hardware and all this other stuff. Livestreaming can get very intense and there’s literally nothing else I would recommend to start off with that is simpler, easier and more affordable than BeLive so check out MarioFachini.com/Belive. Once again, that’s MarioFachini.com/Belive.

Mario Fachini  [37:02]  

Alright, we’re back for the Imperfect Action Round like I said earlier, and this is my favorite part. We’re going to go into sixty second answers. And the first one is what’s the fastest path to the cash, Miguel?

Miguel De Jesus  [37:15]  

Find a person’s problem or gap in performance or goals and help them how to fix it… show them how to fix it, develop a plan a strategy, and most importantly, get their buy in that they’re going to actually hold themselves accountable by reporting to you, or whatever frequency you get them to agree whether it’s monthly, weekly, quarterly, annually is too long. So, I would say to weekly, monthly and quarterly updates on progress against those objectives.

Mario Fachini  [37:48]  

Love it. What’s the biggest problem that you see with your audience that they need to overcome right now?

Miguel De Jesus  [37:56]  

I’m going to make this comparison. So I work with college students whose average age could be anywhere from 20ish or 18ish to late 20s. I’ve got some more mature people in there but let’s take that as an average. And I’m gonna compare that fast forward 20 years to transitioning military people who have served their country for 20 years. The problems are identical. They’re both looking for jobs, those two camps and both looking for opportunities, they’re looking for jobs. What’s their gap, they have no idea what their skill sets are. In the case of the military, they don’t know which of their skills are transferable into the workforce, civilian workforce. We help them with that, in the case of college students, they openly will tell you because all you gotta do is look at their resume, they have no skill sets, there’s nothing there. I just had a class of 33 students started sales and sales management. A good 29 of them were market majors. I asked every one of the marketing majors. So what do you do? Tell me what you’re different at. They couldn’t answer that question. All right. These are high school… This is college juniors and seniors. I said, Okay, let me teach you about uniqueness versus sameness. So, I give them reality. I said, you guys have been taught here to me same, I’m here to tell you that will get you unhired… that that will cause you to be unemployed. People want uniqueness. People want to know so if I hired you, Miguel, what specific skill sets do you have that are different from the other 40 people I just interviewed? All of which have degrees in marketing. And I gotta tell you, you guys need to learn how to position yourself in the work that we do together. It’s you know, it’s sometimes it’s called copywriting. You need to wordsmith and craft your uniqueness about rather than you’re sameness, There’s nobody cares that you went to Ohio State University with a degree in market, who cares? But here’s what they care about. And I know how to do great Facebook advertising that will give you a $10 return on a $1 ad spend. First of all, you’re talking the language that I understand you’re not using that university gobbledygook on me, you using reality. And you spoke to me as the hiring manager about what revenue, return on investment. Now, if you can prove that and you can deliver it, you’re hired because there are a lot of people who are pretenders in that space that can’t guarantee those kinds of results.

Mario Fachini  [40:33]  

That’s fantastic. So, you’re taking them… getting them past their problem, giving them the tools they need. Now, the last question is customer lifetime value, how do you help them maximize that once they get hired.

Miguel De Jesus  [40:46]  

Now, that’s, that’s an interesting perspective because unless you’re taking finance, you don’t know the lifetime value of a client. Nobody, generally speaking, has taken that conversation to the level that you just took it. So, LTV is is a component which in one sense is simple to understand once you give them a metaphor, once you give them to get them to understand how to present themselves to be unique. So let me give you another metaphor, I’m going to answer the question with another metaphor. So, in the sale of high cost items, let’s say like HVAC, you know, what an HVAC system costs or, or let me take one of my clients situations an elevator system, right? So when you sell an elevator system, you’re selling more than one elevator. It’s usually multistorey buildings, and they cost a lot of money, not only to acquire and install but also to maintain and train so what is it that concerns a manufacturer of those types of lines of businesses? What concerns the most? Well, having a sales organization that can talk about, here’s the concept TCL, total cost of ownership, not the cost of installing one elevator. How about the lifetime cost over 35, 40, 50, 60 years of maintenance of an elevator system? How do you make that decision? Well, you better assemble the right people in the room, including some chief financial officers to help you with the terms, the concepts and everything that is not seen by a purchaser of one of those systems. So, I use those two metaphors because the… the development really has to do with how well can you educate? How can you communicate without being condescending, and without being demeaning, the fact that the decision maker needs more information on which to base a better decision. That’s your job as a sales executive, as a CEO, as an as the chief of that division. And I love teaching concepts. So, people will buy into you, Mario in your concepts, if they know like, and trust you. Wasn’t that one of the elements we talked about earlier. Once you achieve that, they’re all in although they’ll try to haggle you a little bit on the price. I get that, aright. That’s normal, but you got there on your team, you are a part of their team. And that’s how you develop long term relationships from the standpoint of ongoing return on investment over the lifetime of the business and the lifecycle of the product. A long  answer, I tried to make it simple as simple as possible, Mario.

Mario Fachini  [43:40]  

I love it. That is a great take on it. And I’m glad you answered that way because you are demonstrating like you teach, you’re not being the same as everyone else. So that’s the best answer I think I’ve heard so far. So, last thing before we wrap this up, is let’s talk about where people can get your information, your book, where can they find you feel free to hold it up again, and pull it back a little bit. Let’s show that baby off.

Miguel De Jesus  [44:05]  

So here’s the book on emotional intelligence. It is available on Amazon and I can send you a link. I think I’m centered correctly blocked myself out. I could send you the link to Amazon for this, Mario if that’s helpful. left at the end of the show for show notes.

Mario Fachini  [44:22]  

Absolutely,I want them in the show notes. We’re going to put it on the page people can link, they’ll be able to get the copy of the video of this, the download.

Miguel De Jesus  [44:29]  

And, you know what? I’m going to invite your guests if they want to learn a little bit more about me to go my LinkedIn profile, which is probably my best updated information.

Mario Fachini  [44:36]  

So, we’re talking about the books we both published our own, what is your favorite book? Outside of the ones you’ve already recommended? What’s the best book you could recommend to someone?

Miguel De Jesus  [44:46]  

That I’ve written or that I’ve read?

Mario Fachini  [44:49]  

Both. One of each.

Miguel De Jesus  [44:51]  

Alright, so one one of each. I’m going to recommend the sales book that most people will never read. It’s been around for about 20, 25 years, still very relevant in today’s world and it’s called ‘The Accidental Salesperson’. ‘Accidental Salesperson’ by Chris Lytle, L-Y-T-L-E. And that book was written for people like you and me, who, when we were sitting in either high school or in some classroom, didn’t know, didn’t understand, didn’t have a clue and knew no one who was a salesperson, right? The only salesperson I ever saw growing up at all and it wasn’t a great experience was an insurance salesperson who visited us in our home. Well, I thought it was interesting. It wasn’t until about 25 years later that he sold us the wrong product. But I didn’t know that right? I mean, when you’re an eight year old person, your parents are just trying to do the right thing for a youngster. Unless you’re throwing down some big money that’s going to grow to multiple thousands of dollars, the investment was not the right size investment, it was the right size of the investment for our income levels. Don’t get me wrong, but it was inappropriate product for our income levels.

‘Accidental Salesperson’ by Chris LytleMario Fachini  [46:16]  

So, he should have never sold it to you, your family to begin with.

‘Accidental Salesperson’ by Chris LytleMiguel De Jesus  [46:19]  

Bingo. And so but in the you know… back in the day, that’s not what they were trained to do. That’s not what they did, alright? So again, I don’t fault them. That’s the way the industry works. It has evolved throughout the years. And so you know, one of the things that I developed because I’m curious and also have a propensity to understand numbers, I’m actually a licensed insurance agent in the state of California, also, because I think I have a responsibility to give people an education on what might be best for them, whether they purchase it from me or not, is irrelevant to me. What is relevant to me is I’m giving the best information to to that is available to me to help them make better decisions. So, so people in the area of financial analysis and financial knowledge make sometimes poor choices because they don’t know the alternatives. They don’t understand the calculations, they don’t know how to calculate present value or future value. Are those things important. Well, yeah, and certain industries are absolutely necessary. But as a normal human being on today’s planet, if somebody could teach you how to… how to use a financial calculator and calculate an interest payment to you at two and 2.9{d1d47f886dfada3fbec120c845cf21cbf2de07a46032aee93c7c36510b4a5e81}, verses 17.8{d1d47f886dfada3fbec120c845cf21cbf2de07a46032aee93c7c36510b4a5e81} and the amount of time is going to take you pay off, wouldn’t that be something that is teachable? The answer is yes. Is it learnable? Absolutely. And you don’t have to be a rocket scientist to do it. But who teaches that? Really, who teaches that?

Mario Fachini  [47:51]  

Not enough people.

Miguel De Jesus  [47:53]  

Exactly. So, I think that’s, that’s one of the things that I would, you know, certainly state is within the realm of knowledge and development of your audience, and anybody who’s interested. Look, if you got another 40/50 years on this planet, expand yourself, grow yourself, challenge yourself, but most importantly, surround yourself with people that you know, like, and trust that might know a little bit more about stuff than you do.

Mario Fachini  [48:20]  

That was awesome. Thank you.

Miguel De Jesus  [48:21]  

Well, thank you. Well, thank you, Mario. Hopefully I was able to be informative, educational and with a little bit of humor.

Mario Fachini  [48:30]  

Oh yeah, you definitely where I honestly was, I’m going to rewatch this and take some notes because everything you were saying I honestly wish someone else was doing the interview because I wanted to be learning you were… it was that powerful.

Miguel De Jesus  [48:43]  

Well, thank you. You’re pretty gracious guy. Just trying to serve. Mario was my pleasure. Love your smile and your yellow. I love the yellow today. It works.Thank you.

Expert Authority Checklist  [48:55]  

You’re already successful. You’ve worked hard to get where you are. We both know it wasn’t overnight and it hasn’t always been easy. No doubt you’re the expert on your subject matter but do your prospects in your marketplace think of you first as their go to trusted advisor all the time? ExpertAuthorityChecklist.com is 100{d1d47f886dfada3fbec120c845cf21cbf2de07a46032aee93c7c36510b4a5e81} free and reveals the 21 steps to determine if your prospects view you as the expert and authority of your marketplace or if it’s just all in your mind. Important required steps like do you have a process in place for prospects to self-identify if they qualify for your time and expertise or not? Does your current offer have the seven components of an irresistible offer required to make it a no brainer for your prospects? Do you have a real life paperback book showcasing you as the subject matter expert you can actually hand someone? Get your free checklist now at ExpertAuthorityChecklist.com.  Once again, Expert Authority Checklist to make sure you have the 21 steps covered it better not be more but don’t need those one or two things you may have missing go and any longer visit ExpertAuthorityChecklist.com and make sure you’re being seen as the expert and authority today once again that’s ExpertAuthorityChecklist.com. Get your copy now.

Belive.TV [50:10]

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Mario Fachini  [50:46]  

Thanks for listening to the episode. I hope you got a lot of value out of it. Let’s continue the conversation over in the community ExpertAuthorityWorld.com. We can have discussions, talk about the episodes and I’d love to get your thoughts on it. Once again, ExpertAuthorityWorld.com.

Learn More About Miguel

Miguel A. De Jesus has 40+ years of experience in the corporate world and is an author and coach of Sales Leadership and Emotional Intelligence. He is also an adjunct professor at Cal State University San Marcos. In this episode, Miguel discusses the importance of emotional intelligence when it comes to success as a C-Suite executive and entrepreneur. Listen as he and Mario discuss overcoming mindset challenges and techniques to reach even greater levels of success in business and life.

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