Ep. 28: Ron Karr on Why You Should NEVER Script Your Sales Calls

In this episode, David sits down with Ron Karr, Keynote Speaker/CEO, Best Selling Author, and Creator of the Velocity
Mindset®, to discuss why you should NEVER script your sales calls.

Buy David’s NEW book: https://www.trustedleaderbook.com/

Sponsored by Sourcewell

Ron’s Bio:
Ron Karr has worked with leaders on six continents to eliminate risk, gain buy-in and achieve better results faster with the Velocity Mindset®. His presentations and advisory services have generated over a billion dollars in incremental revenues for his clients. Ron is the author of five books including his latest, Velocity Mindset® and the bestselling Lead, Sell or Get Out of the Way. Ron facilitates the Chief Revenue Officer Mastermind Group (CRO) made up of CEO’s and VP’s of high growth companies looking to build high performance sales cultures. He also served as the 2013-2014 President of the National Speakers Association.

Ron’s Links:
Buy Ron’s NEW book “The Velocity Mindset”: https://amzn.to/3gUsFFT
Website: http://ronkarr.com
Blog: http://ronkarr.com/blog
Twitter: https://twitter.com/ronkarr
LinkedIn: http://www.linkedin.com/in/ronkarr
Facebook: https://www.facebook.com/ronkarr1
YouTube: http://youtube.com/ronkarr1
“Lead Sell or Get Out of the Way” by Ron Karr: https://amzn.to/3aWALdc

Key Quotes:
1. “Vulnerability sells.”
2. “When you’re vulnerable, that’s what makes the emotional connection with others.”
3. “We put self-imposed limitations on ourselves which in effect stop us from going after what we want.”
4. “If you don’t have empathy, you can’t be there for somebody.”
5. “We’re too hard on ourselves.”
6. “The best that I can do when I’m up on stage is just tell my story.”
7. “It’s actually very powerful to admit mistakes.”
8. “There is no such thing as perfectionism.”
9. “What would the world look like if everybody acted like a leader?”
10. “People buy outcomes.”
11. “The true definition of velocity is speed with direction.”
12. “If you’re scripting, you’re not listening.”
13. “Don’t make a sales call, make a help call.”
14. “Its not about me, its always about them.”
15. “Live today like its your last day.”
16. “A leader makes the unpopular decisions, even if it can cost you something.”

Links Mentioned In The Episode:
Buy Ron’s NEW book “The Velocity Mindset”: https://amzn.to/3gUsFFT
“Healing Back Pain” by John E. Sarno MD: https://amzn.to/3vyidI0
“Staring At The Sun” by Irvin D. Yalom: https://amzn.to/3vzHyS7
Evernote: https://evernote.com/

Buy David’s NEW book Trusted Leader: https://www.trustedleaderbook.com/

David’s Links:
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Show Transcript

David Horsager: Welcome to the trusted leader show it’s David horse soccer I have a special guest today his name is RON car he has maybe you’ve seen him on the BBC or the morning show CBS ABC.


David Horsager: He is author of four books he’s spoken on six continents we’re going to talk a little bit about his newest book today the velocity mindset, but he’s also a friend so RON thanks for being on the show.


Ron Karr: Oh, my pleasure pleasure to be here to support you and your audience and.


David Horsager: that’s right and you’re going to give some some greatness to our audience, I know that you’re in New York today.


Ron Karr: i’m in New Jersey, which you just hear the side of the River the.


David Horsager: Oh big pot of start.


David Horsager: let’s get into it, you know RON tell us if you think for anybody that doesn’t know you a couple little known facts about RON car.


Ron Karr: Well, known as a sales expert, because I was in sales and sales management and I always came to the companies, right after their heyday so I had to find innovative ways to succeed.


Ron Karr: And I launched my sales training business in 1988 after family tragedy, and then it morphed into speaking and consulting and advisory board of directors.


Ron Karr: And then I became President, the national speakers association, when I was done, I started asking myself, you know what’s my value that we all do, in life.


Ron Karr: Because while I was doing sales and very successful, it was missing just a little bit for me and at that time I had nine surgeries what after my presidency mostly my back.


Ron Karr: And what I realized is that my business more often to leadership, because I was coaching a lot of CEOs and how to build high performing sales cultures.


Ron Karr: And one of the things that I teach sales people and CEOs is that vulnerability cells.


Ron Karr: When you’re vulnerable that’s what makes the emotional connection with others, and then they tend to want to hear your story.


Ron Karr: And so I realized, you know that one of the things I couldn’t I couldn’t penetrate you know because they had a titan principle I have lead seller get out of the way as my previous books.


Ron Karr: I just couldn’t really give a grass to what I was really about in these days when I was looking for more significance, if you will, and.


Ron Karr: The individual that was working on my new video tape called me up and it says, I got it I got what he goes velocity mindset.


Ron Karr: And it hit me and I said well how’d you come up with that he goes I didn’t you did that’s all you talk about in the morn.


Ron Karr: You don’t even recognize it and the materials talk about it and they mentioned it, for the last 10 years, so I thought about it and I realized, you know I.


Ron Karr: I can’t find abused childhood, you know it wasn’t because my father didn’t love me he was a Holocaust survivor and it’s well documented that.


Ron Karr: kids of Holocaust survivors tend to be abused, because there’s so damaged, you know they just really don’t know how to handle life situations, if you will.


Ron Karr: And coming from that add a lot of I hadn’t didn’t have a lot of I had no confidence, and you know I go to college and then I start working.


Ron Karr: And it took me a while you know, to get out from underneath that and then finally realized my strength and and and what I can give to the world, but what I realized was how much time I lost.


Ron Karr: How much time I lost because of that lack of confidence that didn’t, allow me to go after the things that I wanted.


Ron Karr: And so now you fast forward about 4550 years you know, in a map those surgeries and.


Ron Karr: You know i’m 64 now so i’m going, you know, for what I call is my last four and when you say the back nine but around it back for say.


Ron Karr: You know I realized times that you know not plentiful, if you will, but there’s still a lot of time to make great contributions, and so the first thing that comes to you say oh man I wish I didn’t waste all that time.


Ron Karr: And so what I realized was put into this earth, was to teach people how we put self imposed limitations in ourselves, which, in effect, stop us from going after what we want and that’s just a big crying shame.


David Horsager: What would that be what’s what’s a limitation we’re putting on ourselves.


Ron Karr: Our stories hmm so we all have stories as to certain things happen to us when we’re young.


Ron Karr: And then we create a story as to what we think it is so when I was getting out from under forward, I went through with my dad I remember speaking to a mentor and she said to me look.


Ron Karr: What your father did to you, he did, for his own reasons, but once it happens, you created a story as to what you think it meant.


Ron Karr: How do you change the story Well, first of all, you got to recognize the story actually you got to recognize that everything we think it’s a story it’s our perception of what’s happening.


Ron Karr: So we can acknowledge a story, then you can easily stain change stories, but if you think it’s reality it’s hard to change reality.


Ron Karr: So the first thing is to acknowledge that it’s a story, and the second thing that is ask yourself what led to that story, and then, how is that story impacting you and if it’s not impacting you positively, what can you do to go about and change it.


David Horsager: And what how did you change your story, I mean that’s still seeing.


David Horsager: Anything after something challenging like that it’s like.


David Horsager: You know I thought we might talk about sales, but this is life, I mean let’s talk about this, what how do I change everybody I sit next to be I was just talking half an hour ago, I sit next to CEOs and leaders and.


David Horsager: Sometimes presidents of countries or companies, and there are many have imposter syndrome they’re scared to death they’re going to be filled found out there shameful and just like you actually are data lashes i’m jumping around here but.


David Horsager: found 92% of people would trust their senior leaders more if there are more vulnerable about their mistakes about the mismatches vulnerable, but about their mistakes people don’t relate on i’m the champion of this and the President of that they relate on this.


David Horsager: No yeah I failed so, but so one I see the realization there and how that makes us authentic we all everybody else knew, you were imperfect so let’s you know let’s acknowledge it right.


David Horsager: But how do I, I still think I think this is challenging for people they might even recognize it but not know what to do to retell or change the story.


Ron Karr: Well, the first couple of things, one of the things that I realized in my sales career and coaching CEOs and actually when companies come to us looking for a new executive or or sales executive and we use our assessments, the one thing we look for high rating on is empathy.


Ron Karr: All right, if you don’t have empathy you can be there for somebody but it starts with personal empathy.


Ron Karr: It starts with empathy for yourself it starts by giving yourself a break we’re too hot and ourselves number one.


Ron Karr: I remember when I became a speaker, you know we both belong to NSA I realized about eight years later, after I became a speaker I became a speaker for the wrong reason.


Ron Karr: As I thought, if I could stand up on stage and quote unquote be naked in front of an audience and get comfortable with that, then I slayed my father’s dragons.


Ron Karr: That was wrong listen to be up on that stage, you know, I was doing for myself, not for the audience.


Ron Karr: And when I started to realize that and I started, say, and when I also started realize know the one thing I wanted to do when I went on stage was it had to be the best speaker they ever heard.


Ron Karr: Why because of makeup for all the things my father told me when I was young kid your fraud wait until they find that out, and you know that’s what I had to overcome well, the reality is i’m setting myself up for failure.


Ron Karr: Because to sit there and say you that’d be the best speakers someone’s ever heard that’s impossible.


Ron Karr: When people ask you who’s your best speak I said, well, it depends I got several then for different reasons, all right, but if I want to be the best be anybody at i’m setting myself up for failure.


Ron Karr: And when I realized that the best thing that can do when i’m on stage is just tell my story they’re there to hear something from me.


Ron Karr: And all I need to do is share my story as to what why they hired me they may be platter.


Ron Karr: And when I do that number one i’m not trying to ask, I might try to be something that i’m not and that’s when the vulnerability comes.


Ron Karr: And when you also understand that it’s okay to admit mistakes and, as you said, David a second ago it’s actually late powerful to admit mistakes.


Ron Karr: Actually, for your business and what you do to trust it adds it it automatically starts developing trust, because when people can admit when they made mistakes you start trusting them more than when people sugarcoat things or glance over.


Ron Karr: Okay.


Ron Karr: So trust, as you well know, it’s a very big thing in any kind of relationship or any kind of influence so going back to your question about how do we change our stories.


Ron Karr: there’s a book that I read, because when I had all those back surgeries and half my back history is someone told me to read this book called healing back pain by Dr john sauna.


Ron Karr: i’ve recommended that book to 200 people it’s a game changer sauna was a pain MED docket nyu in the 1980s and he couldn’t understand that he goes, how can a dead nerve create pain and somebody.


Ron Karr: And yet he’s giving all these opiates but they’re not getting any better.


Ron Karr: So I started analyzing the brain and he realized that, in the 1980s, the malady was also and also they disappeared, because of medicine what to global was back pain and what he stumbled upon was.


Ron Karr: In the subconscious the things we don’t want to get in here, and when we start getting in those things often our mind will create a diversion paint that takes us away from that.


Ron Karr: And he was able to identify several reasons of why that may happen and one was a common characteristic called in perfectionism and the other one was good ISM.


Ron Karr: A lot of people want to be perfectionist and they want to be good to everybody, they doing, to the detriment of themselves.


Ron Karr: And because they’re trying to avoid seeing themselves what they really are and therefore the brain takes over and they created the version or pain i’m simplifying it.


Ron Karr: But it’s an amazing book if people want it will.


David Horsager: will put that in the show notes trusted leader.


David Horsager: trusted leader show.com and we’ll put all the show notes right there so that’s that’s a great recommendation wow.


David Horsager: So that helped you change.


Ron Karr: yeah So when I read that book, I went back to every phase in my life when I was a young kid to now when I had significant pain episodes and I realized, it was a situation where I was under a story that doesn’t serve me well.


Ron Karr: It was a lack of confidence who’s going to go out with me who’s going to do this or who’s going to buy this and I can just trace every pain episode to that.


Ron Karr: And so what I hadn’t realized is that perfectionism you know, and we all hear this phrase that i’ve used my clients failure is not an option.


Ron Karr: it’s a great face, because it shows you dedication, but if it’s overused that’s when you go for perfectionism you really hurting yourself.


Ron Karr: There is no such thing as perfectionism.


Ron Karr: it’s, how do you move the needle forward.


Ron Karr: How do you go from point A to B, how do you help others move forward, how do you help yourselves move forward so at the end of the day, you’re seeing progress and you feeling good about yourself.


David Horsager: No, not now.


David Horsager: Progress, how are you personally progressing we’ll get to the book in a in a bit, but how do you how do you moving forward these days 64 lot of brilliant a lot of success in certain ways, but what about now.


Ron Karr: Well, you know I had, as you know, an emergency open heart surgery to replace in a lot about and it went well and and obviously we know we’re here so i’m thankful for that.


Ron Karr: But when you go through that game changing surgery, and you come close close to you when you start thinking about the essence of life.


Ron Karr: And, and the fear of death, that you may have so there was another book that I read it was also a game changer called staring at the sun by irv yellow.


Ron Karr: And he is a specialist that that specializes in the fear of death and one of the things that he’s he talks about in that book.


Ron Karr: Is that we’re all going after the wrong thing and that’s why, when it comes to the end about days, sometimes it’s hard for some people to move on.


Ron Karr: Because we’re all going for legacy, while going for people to remember us 515 years and it goes to reality is no one’s going to remember you and 50 years.


Ron Karr: No one’s ever going to remember you know years of grandchildren, you know won’t be here and so forth, so why are you going for that.


Ron Karr: He goes what you really should go for his when he called rippling R I P P Li n g.


Ron Karr: When you think about it, if I do something and I share something with you, David and you and acted in your life right there was a positive thing that I contributed to the world through you.


Ron Karr: You in turn now open i’m turn that into a rippling effect because you’re going to share with other people like you do with your show.


Ron Karr: And then it’s going to be shared and Shannon the end of the day, most people won’t even know where it came from, but no one cans.


Ron Karr: Only thing we do care is that we did what we were supposed to do on this earth and we moved the ball forward so now, instead of whining about my legacy.


Ron Karr: and his worry about rippling, how can I create all these ripples throughout society that I know of, but I make a and improvement, so you know, at the end of a certain period I look back, I won’t feel like value fell short.


David Horsager: what’s it what’s a way that you’re making a ripple now I mean I feel like i’ve i’ve been crippled by you.


David Horsager: make it better because of knowing you but tell me something you’re like intentionally Is there something you’re thinking, this is one of the ways with my family with my.


David Horsager: kids I know your daughter loves you so much, we got you got a lot of good stuff how about how are you making a ripple or how you trying to.


Ron Karr: It actually was by.


Ron Karr: Taking my consulting to a higher level with the CEOs and being bold enough to get into their issues, not just the business because you know you can solve oh so Okay, why is it with the same people in we talk about the same thing three years later.


Ron Karr: Right it’s because they haven’t dealt with the story that’s been holding them back so I decided to be more vulnerable.


Ron Karr: With my people I coach and amazing, as is because then they tend to open up they trust you more, and when I can see real change in them.


Ron Karr: Like one guy had his business in the abyss he made some mistakes we told them not to make it and only one bank weapon now he’s out of it.


Ron Karr: And he nearly lost his marriage, but you know a lot of consulting got into the relationship and now he’s flourishing that you know you made a rippling effect right.


Ron Karr: And you know, then he passed it on to his wife.


Ron Karr: Because they were having a relationship that would hit the snags if you will hit a roadblock and now it’s better so she got rippling effect.


Ron Karr: it’s about making it better for everybody, you know if you want to look at what rippling is, and I just keeps being passed on, you know it’s like when you throw a pebble into a.


Ron Karr: lake you know and it keeps bouncing that’s what you want to do create all the little wave stirring around and reply, and it goes longer and longer and further and further.


David Horsager: I love it let’s jump in I love how personable you are, you have been with my team and friends and loved as as President of NSA and and all that you’ve done to just ripple before you were so focused on rippling maybe but let’s let’s talk a little bit about the velocity mindset.


Ron Karr: For.


David Horsager: Your new book coming out right now first weekend in May at first weekend may tell us about the first of all, the genesis for this a little bit more and.


David Horsager: What it’s all about who it’s for.


Ron Karr: Right well so it’s a leadership book but it’s really for everyone, because the premise of the book is what would the world look like if everybody after like a leader.


Ron Karr: And what I mean by that is taking responsibility.


Ron Karr: You know so, for example, when I when I when I teach sales executives and when I teach so CEOs or leaders anybody.


Ron Karr: One thing we talked about is, if you act like a leader and you want to influence somebody, then the first thing you have to realize your first job is to create a safe environment for them to want to have a conversation with you.


Ron Karr: that’s your responsibility, not beds.


Ron Karr: So for sales people the number one thing that they have to recognize is that when they call somebody up to an interruption.


Ron Karr: And then the book will get into the neuroscience because I I stumbled a pilot and 2000 working with a major financial services company throughout the entire United States.


Ron Karr: And they wanted to reduce their sales cycle for five calls, we got it down to three calls, but what I realized was that, when they would go knocking on.


Ron Karr: potential investors doors like retirees they spent 12 minutes talking about the pictures of the football team that they both supported the kids the grandkids and I can tell, in their eyes when I accompany them.


Ron Karr: That they’re going, what are you doing here.


Ron Karr: So cortisol which is this the fight or flight, you know flight hormone we all have it can’t get rid of it, but if you act like a leader your job is to get the quarter so on a manageable level, so they get engaged.


Ron Karr: So if you understand that the first thing you’re likely to do is interrupt them in the day, you have to understand your spiking the cortisol.


Ron Karr: So then, how you bring it down well you don’t bring it down by talking about you and your products and services because there’s no connection.


Ron Karr: You need to ask them where they’re trying to go and what the biggest challenges are.


Ron Karr: And then they’ll start divulging information because it’s about them and that about you, and then they start trusting you, you know, an influence is two parts to the body that really important the heart and the mind.


Ron Karr: The mind is data, the heart is emotional connection, unfortunately, most people make them worse mistake when they try to influence others they go straight to the mind and start shooting all the data all the reasons why they should accept your premise, but there was no emotional connection.


Ron Karr: So it’s not landing with impact if you understand as a leader at your first job is to create emotional impact and to create a safe environment for them to want to talk you got to do different things on that in that interaction.


David Horsager: But just give us a good good give us one or two insights on coaching because this is hard for everybody they’re trying to break in there, trying to connect.


David Horsager: And they’re like because I think if you if you get on a call it’s a cold call let’s just say it’s like nothing will connect he can’t say how was your family it’s in authentic you can’t say how you doing that’s in authentic.


Ron Karr: Right So the first thing you need to do is you’re going to base it on an outcome yeah people by outcomes, as the emotional connection.


Ron Karr: it’s not the features of what you offer number one again fast got is too soon alright so it’s if it’s a cold call or an email it’s a if you want to challenge and maybe a little bit like the Greg book The challenger sale, but it’s about an outcome how.


David Horsager: About there, though let’s say yeah How would you get there in the first column we’re not going to go through your whole.


David Horsager: Price we can’t, but I just think this is an issue for people this first part to even let them listen like even get anywhere.


Ron Karr: So Dave, thank you for taking my call and, by the way, that I interrupt you, and anything right now that you’re with them.


David Horsager: yeah i’m busy.


Ron Karr: I understand that I really don’t want to take a lot of time, so if you just give me a couple of minutes I guarantee this to be worth your while and you’ll be on your way.


Ron Karr: I mean i’m calling you Dave.


Ron Karr: Okay we’ve worked with several Homeowners in your neighborhood like yours with houses that are about 20 years of age.


Ron Karr: And one of the things we’re realizing that the Homeowners are looking for it’s time for new gutter now I don’t know that’s you now attend and a year now.


Ron Karr: But what i’d like us to share with you so you’re ready when the time comes, I want to share the three biggest mistakes that people make when it comes to changing gutters would this be the time to do this, or would you rather schedule another time.


David Horsager: love it there’s a massive difference there everybody heard it everybody got it yeah so I might say yes it’s a good time.


Ron Karr: Okay, and then I don’t talk.


Ron Karr: Remember it’s about them, remember, I got the quarter so low I gotta keep it low.


Ron Karr: engage not too low.


Ron Karr: right then i’ll say, well, when you put gutters on what are the three things that are important to you in that process.


David Horsager: I want them to be quality, one of the last I you know what i’m i’m frustrated about with a lot of people i’ve had out here is they don’t clean up afterwards that frustrates me, you know I wanted to last, and I wanted to be done quickly, I had a project and it would took all summer.


Ron Karr: Okay now i’m looking at you, and you, your eyelids didn’t go up with your eyeballs.


David Horsager: yeah.


David Horsager: Most people are listening to the podcast but we’re.


David Horsager: Looking at each other zoom.


Ron Karr: And so the point that i’m saying about this is something happened in your brain when I asked you what are three things most important to what happened at that moment, because he thought is still.


Ron Karr: Protecting yourself he knew I was going to sell you something right.


Ron Karr: Right something changed that that moment what was it.


David Horsager: I started thinking about what I wanted.


David Horsager: Right and kind of might need.


Ron Karr: OK, and then you shared some of that with me right.


Ron Karr: Right you wouldn’t share that with me if you didn’t start trusting me.


Right.


Ron Karr: Why is trusting me.


David Horsager: Because you seemingly had an interest in me.


Ron Karr: yeah and I asked you what were the three things you wanted right yeah and he started trusting me and did you feel better about this call think you might have expected.


Ron Karr: Absolutely so what’s happening is this tool more hormones come into play oxytocin, which is the feel good, which is the.


Ron Karr: The trust connector hormone, and then you have dopamine, which is the feel good hormone but domain only rights of oxytocin.


Ron Karr: And that’s where you got to get people you gotta get the quarter so and and do a manageable level sooner, you want to be engaged.


Ron Karr: And then you start building that trust not talking about yourself not talking about what you want them to buy but getting an emotional connection about what’s important to them.


Ron Karr: mm hmm and then, when they see that there’s a possibility for hope that you can improve their lives to come back to rip well.


Ron Karr: Okay, then they start feeling good.


Ron Karr: Right that’s when they’re in a position now to hear your solution if you give your solution before then it’s landing on deaf ears.


David Horsager: Well, the reason i’m passionate about this is most of the people listening, they have something that it really is the solution and many born buying.


David Horsager: Because we’re shutting them off before it’s even possible So if you know don’t use the sales technique, if you have a bunch of junk, but if you have something valuable that can help people then let’s try to help people with it.


David Horsager: And that starts with an emotional.


Ron Karr: connection, but even that but, even on junk has to have a value, I mean how many times have you moved, I mean i’m going to move to Florida, and I call some people fundamentally 123 you.


David Horsager: Know yeah right you still have to position it right right.


Ron Karr: it’s on the position.


Absolutely.


David Horsager: So let’s let’s go a little deeper on on velocity mindset, the overall framework.


Ron Karr: Well, again so that’s pose that the premise of the book is that.


Ron Karr: it’s for anybody who is a leader right, you have to act like a leader, if you want to gain influence and, if you want to get velocity moving because.


Ron Karr: How much sooner, can I get someone on my side another premise of the book as you can’t gain velocity or be successful justin the efforts of yourself.


Ron Karr: You can go further and faster through the efforts of others, another thing that we talked about which is really the definition of velocity if I asked you David what what’s the first word that comes to mind when you hear the word velocity, the answer is.


Ron Karr: Speed speed.


Ron Karr: that’s all you think about you are going out.


Ron Karr: Because how many times do we have our to do list i’m going going going going with getting it done also at the end of the day we go what I accomplish.


Ron Karr: I just sent myself back because it wasn’t anything geared towards what I was trying to do so, the two definition of velocity is speed with direction now it’s that direction when most people screw up on.


Ron Karr: Look at their action, like a goal, or the outcome, so if I asked you what is your goal for this prospecting call you might be making.


Ron Karr: The biggest mistake most salespeople make Oh, I want to sell the client on my services.


Ron Karr: that’s not a goal, especially if it takes five calls to sell your products it be looking to sell it on the first call.


Ron Karr: you’re setting yourself a failure, because it means all you gotta do is try every closing book and that trick in the book you’re going to talk too much and and the other day they’re going to hang up on you.


Ron Karr: And you’re not going to get to the second call and effective goal for that situation is to qualify this prospect to see a day ideal for you and for them.


Ron Karr: And then, if so, identify what the next path forward is because then you’re now going to do the right actions.


Ron Karr: to qualify you’re going to ask them what they’re looking for you can ask them what they’re trying to do, are you going to see what something for you right.


Ron Karr: And then, and then, if you agree to it, then the next thing is going to be asking is what’s the path forward what’s your buying process who’s involved or Do I need to talk to.


Ron Karr: But you would never get to those questions and that wasn’t visualized in your mind is the outcome is what you wanted to achieve.


Ron Karr: So you really have to have direction and you really need to pay attention before you do anything as to what the true goal or destination is that you’re trying to achieve.


David Horsager: I love it so velocity mindset speed plus direction.


David Horsager: Right velocity.


David Horsager: know the outcome of each step of the process, how many steps are in the process, you can have a framework.


Ron Karr: That you go I just a.


Ron Karr: So the first thing is, is that I would do it what’s called a grounding.


Ron Karr: Now myself into the probing goal.


Ron Karr: And to get myself into the right mindset of what i’m going to do and I don’t believe in scripts David a lot of people use scripts if your scripting you’re not listening.


Ron Karr: Listening is a big part of velocity Okay, I have an agenda and the agenda is a different piece, I need so one ground myself in the velocity mindset what the goal is.


Ron Karr: Then, to what do I need to find out those become my questions way trying to go now the reason we use the number 3am I asked you for one thing you want to can’t think of anything.


Ron Karr: Then we’re in trouble.


Ron Karr: But i’ve asked you for three you’re going to come up at least one or two.


Ron Karr: And, and I can’t do the first one, at least I can have the second one to hang my hat on and also three is a very powerful number of the English language.


Ron Karr: So he asked for three and then they tell you, and then you want to ask more questions you want to get the perception.


Ron Karr: Because the biggest one of the biggest things that getting away, you know those those things that I said the takeaway or create dragon resistance own velocity is our assumptions.


Ron Karr: How many times we make assumptions in a day, only to realize that we’re wrong and I called up some of our colleagues one time did an unscientific survey and I said.


Ron Karr: You know, go back to all the assumptions that you made in the last year, you know, think about some of the biggest ones, you made.


Ron Karr: That didn’t prove to be real you got when your mind and they go yeah okay What was it Oh, you know this President said it, and I will close friends and I thought it was a dig and and I said how could it be so mean to me as a man, and so what you do.


Ron Karr: Well, I student it for a few days, I will not serve you and then what happened was every time he called me I wasn’t nice to me So what did that do for you.


Ron Karr: And I said whoa and then and then, when he said those things to do you know what he meant by that.


Ron Karr: And no well, maybe you should just go ask them well they asked them and realize oh my what they were intending had nowhere near.


Ron Karr: The impact of what they receive that as so assumptions, I said how many days a week, did you use that that you know cuz think about it when you’re bothered by something in that really productive.


Ron Karr: So basically they came up with all the key assumptions that they had the wrong they probably lost three weeks in a year.


Ron Karr: What could he do with those three weeks now that’s unscientific server here Okay, and I know you like data.


Ron Karr: We all can relate to the last assumption, we had.


Ron Karr: That bothered us, and then we realize it was wrong right so we’re going to clarify what people may I gotta clarify what the same we got to clarify what the intent is.


Ron Karr: You know, when we teach communications, nobody thinks that because I communicate with you, it was an effective communication and it’s not.


Ron Karr: When we have to recognize is is that when I say something to you you’re taking those words and you’re putting it through your filter of your biases and past experiences right and therefore you get a different perception as to what it meant.


Ron Karr: And there’s one more thing that we’re doing in communications often we trigger other people.


Ron Karr: If i’m saying something to you like, for example, I had a CEO will talking and you know he came out very difficult period, you know and nearly went on, and I always find that the bank working with him.


Ron Karr: And that was part of his get well scheme, you know he figured let me sell the building, you know get some money back from that and julie’s so he found someone who really liked him and it says, this is a great business you got all that good stuff.


Ron Karr: we’re going to do it, then it gets a call for the guy week later, and the guy says don’t laugh so now we’re getting shows really looking in it seems like your business is risky.


Ron Karr: And then my client, all of a sudden his energy just drag it goes up and he said to me the coaching call of here we go.


Ron Karr: I said whoa wait a minute he just triggered you yeah why because you’re heard that from banks and banks to give you a hard time right yeah.


Ron Karr: But you’re not having empathy for him, you letting a triggers get out of the way that’s not what he meant what he was saying to is now he’s looking at the due diligence is his right to make sure he’s making the right investment.


Ron Karr: And if you sounded anywhere near like what you to send it to me.


Ron Karr: Is a very losing interest he may have even done as a test to see how you responded.


Ron Karr: You should go back to him calling back up and say hey you know when you said, this could be a risky business, so you know, on the face of it, it could be and you’re right.


Ron Karr: And we weren’t in the dumps but we pulled it out, and you can see where we are right now, but you and I know one thing that when you invest in the business and in the building or whatever you’re not just investing in the business you’re investing in the people at the top.


Ron Karr: And i’m the person who bought this company back to where it is today, and i’m the person who making the investment.


Ron Karr: it’s a totally different way to address it, and he turns around.


Ron Karr: And this still into the final negotiations and he’s probably, then I get that investment yeah so we all get triggered you have to understand when you’re getting triggered.


Ron Karr: Understand it’s just a trigger and then ask yourself Is this really what the person matt and most of the time it’s not.


David Horsager: I love it let’s the book, the new book is velocity mindset, give us a what what What do we expect, we read velocity mindset in one sentence or two, what are we going to get.


Ron Karr: you’re going to learn how to eliminate missed in your life gain buying and achieve better results faster.


David Horsager: I like it direction plus speed don’t forget about direction as far as velocity is concerned, you go too fast, the wrong direction doesn’t do it right it doesn’t do any good probably worse right so.


Ron Karr: russ and you get a lot of aggravation you gotta do it all over.


David Horsager: Well, we did we talked about, as we come to our some of the closing work here, we talked about you know habits that leaders have trusted leaders tend to have habits what what what are you doing consistently these days to to be high, trust and healthy as a leader.


Ron Karr: So one thing that I learned from the local band, whose vast buzzer when I say, and he also wrote the foreword, as the President of high point.


Ron Karr: He told me one time that he sends out three cards to three different people each day.


Ron Karr: Stay connected with people so that’s what I do sometimes it’s called sometimes it’s phone call.


Ron Karr: I know, yesterday I called for sakes you didn’t we haven’t spoken you know before my surgery, I said, for how you doing is once they are you doing.


Ron Karr: It just shows that you’re there for them that always when you want something that will one i’m what i’m also doing in this the way I let all my sales calls, but now a covert it forced everybody to do it don’t make a sales call make a health call.


Ron Karr: it’s a different connotation is set you up for different set of actions.


Ron Karr: The next one you’re going to love.


Ron Karr: It comes on the boundaries keep your word.


Ron Karr: The moment you, you know I always say to audiences, you know you can take my money, hopefully, you won’t you can take my family hopefully you wanted to get take my house, hopefully, you won’t, but if you did, and I still have my word I could find someone to invest in me.


Ron Karr: To start over.


Ron Karr: But it’s when you break that word and you break that trust it’s hard to find people to back you again.


Ron Karr: So you know now, the reality is he can’t always keep your word yeah make that your process of what you strive for.


David Horsager: What do you learn in these days what’s your new what’s the new learnings of the last just very short time you’ve written the had written the book you’re you, you know we’re learning every day, what are you learning now.


Ron Karr: Basically staring at the sun, you know coming to grips you know with our mortality and.


Ron Karr: And how can I be a better person, for the time that I have on this earth to my daughter to friends like you to my audiences.


Ron Karr: and understand that it’s not about me it’s always about them, but we always getting away so i’m constantly looking at you know.


Ron Karr: What I can do differently to keep myself out of the picture and be there 100% present one of the things I still struggle with is being President conversations.


Ron Karr: As I add my mind’s going off from all different directions now that’s good for consultant, because I can see the problems pretty fast.


Ron Karr: But if you’re not really being present people can tell when you have that presence and then it affects concepts like trust and then believing in you and so forth, so i’m still working on how can I be better presence when i’m speaking to individuals family clients and so forth.


David Horsager: that’s challenging I was just talking about a podcast I was interviewed on right before this that you know as consultant we learn how to solve the problems we learn how to critique, we can see that that isn’t the best way to be at home.


David Horsager: And you know it’s like being present and bringing.


Ron Karr: This, what do you got to do.


David Horsager: Next.


Ron Karr: Do you want to be heard.


David Horsager: Oh boy well with that let’s jump to the lightning round, and here we go.


David Horsager: We got just a few questions answer and fast then you’ve answered some already but we’ll let you go with it what’s a favorite book or resource you’ve given some maybe you want to reiterate or have a new one favorite book or resource right now.


Ron Karr: Of y’all i’m staring at the sun, made a big impact on me.


David Horsager: love it what’s a what’s a.


David Horsager: tech or gadget or APP that you like, right now, or that you’re using.


David Horsager: or gadget anything that you you’re like.


Ron Karr: I use evernote.


Ron Karr: yep, and the reason I use evernote is because it’s The one thing that I can keep track of everything I say so, I always forget it, so what if it’s a coaching client and keeping track of the coaching sessions if it’s a.


Ron Karr: Project i’m keeping track of a project and it goes to all my devices so evernote still on that that makes you the most productive.


David Horsager: it’s a great one.


David Horsager: yeah great one best advice or a good piece of advice you’ve got so much, but a best piece of advice you’ve been given her quote you’ve you think about.


Ron Karr: live today like it’s your last day.


David Horsager: With today like your last day and that’s a perfect perfect segue to this question, which is one thing left for RON car to do one bucket list or one hope for the future.


Ron Karr: Improvement golf squad.


Ron Karr: It really is i’m divorced 10 years you know and i’ve been with the zoo my career and everything.


Ron Karr: And my ex wife and I are very good friends, but when we were married we didn’t appreciate each other, so what i’m yearning for is to have that one relationship on this earth, that I can be the best to that individual and vice versa, and this fulfillment.


Right.


David Horsager: Working can we find more about RON car we’re.


Ron Karr: Sure well the website is RON cards calm now you gotta be careful because people can spell quite differently.


Ron Karr: it’s K are so it’s RON card calm and we have our blogs, and we got videos and also, if you follow me on linkedin we’re posting two videos a week and we’re also on all the other social media like instagram and Facebook and so forth.


David Horsager: And we’ll put that on the show notes trusted leader show.com it’ll all be there as well as some of the top takeaways from this I love the idea get to know get get the day.


David Horsager: Mind set velocity velocity mindset and these ideas are on grounding and make it I love this make a help call not a sales call and staying connected with others and a whole lot of i’ve got a couple pages of notes here but speed and direction is what it’s all about I love that.


David Horsager: Thank you so much for being on the show today, thank you.


Ron Karr: My pleasure.


David Horsager: For being my friend, we have one final question for you it’s the trusted leader show who is a leader you trust and why.


Ron Karr: Well, I guess you know one LEADER I would say is George Bush Senior.


Ron Karr: And the reason is this um.


Ron Karr: He when he became President he was you know his President, the whole country, and he knew that sometimes he’s going to have to make a decision it’s not popular.


Ron Karr: And a leader makes the unpopular decisions, even if it could cost you something.


Ron Karr: And he ran on the premise, no new taxes read my lips, and unfortunately he got in there, he had a war and he had to raise taxes and he knew he had to do it for the good of the country and, of course, and re election to me that was leader.


Ron Karr: And that about taxes, I don’t like taxes don’t get me wrong, but he did what he felt he had to do for the betterment of the country.


David Horsager: We try to keep commitments we make them and try to keep them there are changes made, I mean, I think it was even Abraham Lincoln who said.


David Horsager: I hope i’m not the same tomorrow, as I am, today, I have to take in the new information, I have to adjust, I have to think about these kind of things and try to still run my decisions on same principles i’m principled running them caring about the country and whatnot so.


David Horsager: that’s a great one well.


Ron Karr: RON that’s The other thing I look for a new leader, are they doing it for those only doing it for themselves yeah and you can see to that very easily.


David Horsager: miles away undeniably.


David Horsager: RON, thank you for your authenticity and vulnerability thanks.


David Horsager: For being my friend thanks for sharing with our trusted leader audience and to all of you, thanks for joining us on the trusted leader show until next time stay trusted.

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