00:00:00 Ryan Groth
Every, every second Monday.
00:00:02 Ryan Groth
So let me back up first Monday of every month we do a company call at our company.
00:00:07 Ryan Groth
So we’re we’re a remote company so it’s you know we we all we can just hang out in the office and see each other as conveniently as most of those listening to this.
00:00:14 Ryan Groth
But the first Monday of every month we have a company call and we do a core value award award winner from that’s nominated by the team for the week for the month prior.
00:00:25 Ryan Groth
Yeah.
00:00:25 Ryan Groth
So all right here’s this month’s core value.
00:00:28 Ryan Groth
You know who want it.
00:00:29 Ryan Groth
And then people will reply to our, you know, our teammate who’s gathering that Intel And then we recognize that person.
00:00:36 Ryan Groth
And then we all just praise that person, say, oh man, totally, you know, did the the core value, obsessively creating value.
00:00:45 Matthew Kuehlhorn
Welcome to the Kooler Lifestyle Podcast.
00:00:48 Matthew Kuehlhorn
I’m your host, Matt Kuehlhorn, and I’m excited to have you join me as I interview community members and business leaders from the communities in which I live, work and serve through my business, Kooler Garage Doors.
00:00:59 Matthew Kuehlhorn
We’re going to bring you highlights on characters in our communities.
00:01:03 Matthew Kuehlhorn
Why?
00:01:03 Matthew Kuehlhorn
Because community matters.
00:01:05 Matthew Kuehlhorn
And I want to know more about who is behind our business and leadership in order to understand and support the community fabric that our relationships make up.
00:01:14 Matthew Kuehlhorn
And collectively, we can build stronger communities that support our lifestyles, our youth and our health.
00:01:25 Matthew Kuehlhorn
Ladies and gentlemen, welcome to the Kooler Lifestyle Podcast.
00:01:28 Matthew Kuehlhorn
I’m your host, Matt Kuehlhorn.
00:01:29 Matthew Kuehlhorn
Today, I’m sitting down with Ryan Groth.
00:01:31 Matthew Kuehlhorn
He’s the CEO of the sales transformation group.
00:01:35 Matthew Kuehlhorn
I’ve been following his content for a minute now.
00:01:37 Matthew Kuehlhorn
This is the first time we get to get into a conversation together and I’m excited.
00:01:41 Matthew Kuehlhorn
Ryan, thanks for joining.
00:01:43 Ryan Groth
Thanks, Matt.
00:01:43 Ryan Groth
Glad to be here with you.
00:01:44 Ryan Groth
It’s an honor.
00:01:45 Ryan Groth
Yeah.
00:01:45 Matthew Kuehlhorn
Yeah, man, you’re beaming in from your Home Office down in Dallas.
00:01:48 Matthew Kuehlhorn
I understand ya.
00:01:49 Ryan Groth
Yep, Yep.
00:01:50 Ryan Groth
Just just got him up for a big trip and and excited to thing out with you.
00:01:54 Ryan Groth
You’re in Dallas?
00:01:55 Matthew Kuehlhorn
Awesome.
00:01:56 Matthew Kuehlhorn
Appreciate that.
00:01:58 Matthew Kuehlhorn
I’m excited to get into learning more about the work you do with the sales transformation group.
00:02:04 Matthew Kuehlhorn
But Ryan, let’s start at the way beginning.
00:02:06 Matthew Kuehlhorn
Where did you grow up?
00:02:08 Ryan Groth
Grew up a little bit of Southern California until I was about 8:00 and then we moved to Ocala, FL, which is in between Gainesville, Gears and Orlando, right on.
00:02:19 Ryan Groth
And then we moved to Orlando, the Melbourne, and that’s where I went to high school, Melbourne, FL, like Space Coast Stadium, if you think about the rocket ships in Cocoa Beach area.
00:02:30 Ryan Groth
And then yeah, lives, played a little bit of pro baseball and played college mall in Oklahoma.
00:02:37 Ryan Groth
Oral Roberts, he’s in the Super regional right now which is exciting.
00:02:41 Ryan Groth
And so I cover a little bit of time in Oklahoma and around the country playing pro baseball.
00:02:46 Ryan Groth
But then after that, moved back down to Florida, went to South Florida and stayed there until about four years ago, that we are no longer Florida residents.
00:02:56 Matthew Kuehlhorn
Yeah, right on.
00:02:57 Matthew Kuehlhorn
I think I did have that in my little bit of research around baseball.
00:03:04 Matthew Kuehlhorn
Do you play anymore?
00:03:05 Matthew Kuehlhorn
Are you in any, any level or rec, softball or anything?
00:03:09 Ryan Groth
Yeah, no.
00:03:10 Ryan Groth
When I was living prior to where we were now, we there was an adult men’s Baseball League and that was a lot fun.
00:03:18 Ryan Groth
I got into it.
00:03:18 Ryan Groth
I was looking at the stats every day.
00:03:20 Ryan Groth
How am I doing?
00:03:21 Ryan Groth
You know, we went in like I was.
00:03:23 Ryan Groth
I got into it, I I played well, took my hamstring couple times it was, it was good, you know that.
00:03:30 Ryan Groth
Set it off and really enjoyed it.
00:03:33 Ryan Groth
So yeah, that’s awesome.
00:03:36 Matthew Kuehlhorn
All right, man.
00:03:37 Matthew Kuehlhorn
Well, the sales transformation group, were you in the trades prior?
00:03:44 Ryan Groth
I was my mom and my stepdad when she remarried got into the contracting business.
00:03:50 Ryan Groth
I was still in high school and then I was also in college at the time and 2008, 2009 is right when I was in school.
00:03:59 Ryan Groth
So they struggled, their business struggled.
00:04:02 Ryan Groth
Although I felt like I’d love to come back and be part of that business and like grow it with them kind of that second generation owner but that that that plan didn’t last because their business and their a portion of their marriage as well did make it through that time.
00:04:18 Ryan Groth
So that really you know, marked me.
00:04:19 Ryan Groth
But I also really enjoyed the trades.
00:04:23 Ryan Groth
So shortly thereafter the pro baseball chapter I met some amazing people in South Florida.
00:04:30 Ryan Groth
I got connected to a large commercial roofing company.
00:04:32 Ryan Groth
He was at what point a national roll up guy that didn’t work.
00:04:37 Ryan Groth
He bought an older business turned it around that’s about 25,000,000.
00:04:41 Ryan Groth
The recession hit.
00:04:43 Ryan Groth
It happened he got to about 8 million.
00:04:45 Ryan Groth
He was kind of like down to the studs.
00:04:47 Ryan Groth
And then he rebuilt his business through sales and service in the private market versus new construction, residential and lawyer, new construction just locked in on service and private construction projects.
00:05:01 Ryan Groth
And he built it to about 24 and a half million when I met him and he had started a CRM product for himself and I got to build that CRM product out to three different people he hired.
00:05:11 Ryan Groth
I was a the first one that started making sales.
00:05:14 Ryan Groth
I closed a few 100 contractors on that contractor on that software and it was a sales software that manages pipeline goals, closing the shows, analytics help you manage behaviors and it’s still a methodology.
00:05:27 Ryan Groth
And as I was implementing that throughout the country, I saw the big gap that although they’re they like this software, they don’t have the culture and the systems and the organization and the environment to support benefiting from a tool like this.
00:05:41 Ryan Groth
So I started coaching and consulting starting ten years ago now, coaching and consulting contractors.
00:05:48 Ryan Groth
And that large company was kind of like my laboratory and I was their sales trader at that part, large company and I got to be very connected to the entire thing.
00:05:57 Ryan Groth
And they went from 24 to 50 + 1,000,000 / 4 1/2 years, grew every year.
00:06:03 Ryan Groth
And I was just along for the ride part of the ride and then also taking that learning and sharing it amongst industry contractors who wanted to grow.
00:06:13 Ryan Groth
And so that’s kind of where the coaching cat came on.
00:06:17 Ryan Groth
The muscle to develop was developed to help and develop people and coach and just see things from a tech side, you know, being an athlete, team guide, environment.
00:06:27 Ryan Groth
It was just like all these really neat ingredients to that I got to, you know, put inside of my my repertoire to go make an impact.
00:06:35 Ryan Groth
And so it started this company in 2018.
00:06:39 Ryan Groth
And so it’s just a little over five years now.
00:06:42 Matthew Kuehlhorn
Right on, right on.
00:06:44 Matthew Kuehlhorn
So I’m hearing when you blended a lot of things in there.
00:06:51 Matthew Kuehlhorn
So it’s leveraging tech, but it’s also going back to the roots in there, in the real core reasons of why companies around values, mission, culture, right?
00:07:03 Ryan Groth
No.
00:07:04 Matthew Kuehlhorn
And I mean, I hear a little bit about Moneyball and you know, really using analytics to drive actions and behaviors.
00:07:17 Matthew Kuehlhorn
Where did the 2 blend in for a typical company?
00:07:21 Matthew Kuehlhorn
I mean I guess the questions like you know bridging tech with culture and.
00:07:31 Matthew Kuehlhorn
What are some of the challenges?
00:07:33 Matthew Kuehlhorn
What are some of the opportunities there?
00:07:35 Matthew Kuehlhorn
I’m just trying to imagine it’s almost like left and right and you’re you’re finding a sweet spot in there.
00:07:41 Ryan Groth
Yeah.
00:07:43 Ryan Groth
Yeah.
00:07:43 Ryan Groth
I, you know I think that a lot of people don’t have culture but they do tech and they try to you know make tech that they like, expect tech to change.
00:07:53 Ryan Groth
Everything in reality is it’s it’s not like good good Degree, the book by Jim Collins.
00:07:59 Ryan Groth
He talks about technology being an accelerator not the solution itself.
00:08:03 Ryan Groth
So if you have right people, right seat right your your focus, you have your be your head shot concept all those types of things that you know we could talk about from a business standpoint when that’s going technology is going to accelerate that day.
00:08:19 Ryan Groth
Most companies that they’re focused on the fundamentals and doing it right and they want to measure, they care.
00:08:24 Ryan Groth
They want to, you know, manager.
00:08:25 Ryan Groth
They can measure right there.
00:08:27 Ryan Groth
They have a plan, a tracking against plan.
00:08:30 Ryan Groth
They have a process.
00:08:31 Ryan Groth
They’re reinforcing the process.
00:08:33 Ryan Groth
It’s it’s like we can have all the stack cast analytics we want for a 11 year old Bad News Bears team.
00:08:41 Ryan Groth
It’s not going to make that team a big league team, right?
00:08:44 Ryan Groth
Yeah.
00:08:44 Ryan Groth
The analytics is honestly overkill.
00:08:48 Ryan Groth
What makes the player successful at the next level is back.
00:08:51 Ryan Groth
They’ve been doing the fundamentals for years, some of them decades, right?
00:08:57 Ryan Groth
So, you know, what we want to do is, you know, create that culture first.
00:09:02 Luke Hylton
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00:09:03 Luke Hylton
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00:09:04 Luke Hylton
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00:09:04 Luke Hylton
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00:09:41 Matthew Kuehlhorn
So on this note of culture, when you’re working with folks maybe for the first time or you know, after a number of years and seeing different companies, you know, where does one start with emphasis on culture?
00:09:55 Matthew Kuehlhorn
So if somebody’s listening and it’s like, Oh yeah, I know culture is important.
00:10:00 Matthew Kuehlhorn
I don’t know if I’ve been that intentional about it.
00:10:04 Matthew Kuehlhorn
Where might we start?
00:10:05 Matthew Kuehlhorn
What are we looking at?
00:10:06 Matthew Kuehlhorn
How do we define maybe, maybe we back up and say how do we define culture?
00:10:11 Ryan Groth
Yeah, culture is going to be completely dependent upon the leader and the founder and the visionary, the company, right.
00:10:20 Ryan Groth
And so I think that, you know, you just got to look at if you have a visionary who’s a first generation entrepreneur, they grew up a certain way, they’re going to express themselves different.
00:10:32 Ryan Groth
Like they’re going to believe success is different than somebody else who may be third generation or whatever may be.
00:10:38 Ryan Groth
You know, you have some people with different values.
00:10:40 Ryan Groth
You know, there’s no wrong or right in my opinion when we’re talking about this.
00:10:45 Ryan Groth
It just needs to be clear and defined.
00:10:47 Ryan Groth
I mean there’s companies that want to dominate and take over the world.
00:10:50 Ryan Groth
That part of me really gets fired up about that because I love to be competitive.
00:10:53 Ryan Groth
There’s also there’s cultures that are all about getting back and impacting lives and all that stuff and I and I get excited about that too.
00:10:59 Ryan Groth
So there’s a lot of different ways to define it.
00:11:02 Ryan Groth
But you know if you got owner can take time with his spouse or his partners that are all the above and decide what they want to do with this company and and who are we what?
00:11:11 Ryan Groth
Why do we exist.
00:11:13 Ryan Groth
Yeah.
00:11:13 Ryan Groth
And then we have our core values, you know, and we can really keep the core values central and conversations just even with yourself it’s going to give you a North Star.
00:11:25 Ryan Groth
It’s going to give you something to lean on because when you hire a person, they’re going to have their own kind of personal core values they’d actually bring in whether they haven’t defined or not, And they’re going to have another person or another person and another person then a leader.
00:11:39 Ryan Groth
And if they’re all singing from a different sheet of music and how they believe they are that they are, and their identity at what they believe is important, we’re going to have a lot of different things going on.
00:11:50 Ryan Groth
And it’s going to be challenging to have everybody rowing the boat the same direction.
00:11:57 Ryan Groth
So I think that when a leader does that early as possible, they can reinforce that because guess what if they do that earlier, the second or third hire, just here’s the core values of like, hey, we’ve actually the velocity, right.
00:12:09 Ryan Groth
We do things quickly, right.
00:12:11 Ryan Groth
We’re a greater purpose company, which means we care more about people than it’s not all about making money.
00:12:16 Ryan Groth
Like if we’re hurting people all the way, it’s not.
00:12:19 Ryan Groth
We want to be a greater purpose company.
00:12:22 Ryan Groth
These are examples from our company.
00:12:23 Ryan Groth
One is the third was do the right thing either when it’s hard like I was having that a moment with one of my teammates last time we were talking about you know do the right thing.
00:12:33 Ryan Groth
It just spilled out at me.
00:12:34 Ryan Groth
It’s like it’s part of who I am and he goes and then he added even when it’s hard and he smiled and I’m like that’s right that’s our like sub you know additional tagline to that core value because I mean that stuff goes a long way.
00:12:45 Ryan Groth
So I haven’t I have a three more that we we cover.
00:12:47 Ryan Groth
But when your company just hears and they know what that is, we celebrate it.
00:12:52 Ryan Groth
It starts to become part of who they are.
00:12:55 Ryan Groth
It shines and you know, you can really scale more effectively and maintain the culture.
00:13:00 Ryan Groth
So the earlier you can define that, the better.
00:13:02 Ryan Groth
I mean there’s there’s no question.
00:13:04 Matthew Kuehlhorn
Do you have any tips?
00:13:06 Matthew Kuehlhorn
Because I’ve seen I’ve done it personally and I think I’ve we’ve gotten way more real with them.
00:13:13 Matthew Kuehlhorn
But I’ve seen it so often like there’ll be a think tank and we’ll get the core values down and it might just be single words and then they go up on the wall and.
00:13:25 Matthew Kuehlhorn
That’s about as far as some people take it.
00:13:28 Matthew Kuehlhorn
Like what I’m hearing in your core values and what we’ve got these days is, you know one of our values is we do the nittygritty and it’s referencing process following the system.
00:13:42 Matthew Kuehlhorn
But that verbiage came from my team.
00:13:45 Matthew Kuehlhorn
It came from words that we actually use day by day, right.
00:13:48 Matthew Kuehlhorn
So it’s it’s locked in.
00:13:50 Matthew Kuehlhorn
It’s It’s more than.
00:13:54 Matthew Kuehlhorn
What it used to be was we follow systems or integrity, right?
00:13:57 Ryan Groth
Like, you know what?
00:13:59 Matthew Kuehlhorn
You know what I’m saying?
00:13:59 Matthew Kuehlhorn
Like how do how does somebody take them off the wall and into action.
00:14:05 Ryan Groth
You got to reinforce it and have constant meetings about it and then have your team share where they saw somebody functioning in within that court value.
00:14:15 Ryan Groth
I like that every Monday.
00:14:17 Ryan Groth
Every every second Monday.
00:14:19 Ryan Groth
So let me back up first Monday of every month we do a company call our so we’re we’re a remote company so it’s you know we we all we can just hang out in the office and see each other as conveniently as most of those listening to this.
00:14:31 Ryan Groth
But the first Monday of every month we have a company called and we do a core value award award winner from that’s nominated by the team for the week for the month prior.
00:14:42 Ryan Groth
So say, all right, here’s this month’s core value.
00:14:45 Ryan Groth
You know who won it.
00:14:46 Ryan Groth
And then people will reply to our, you know, our teammate who’s gathering that Intel.
00:14:52 Ryan Groth
And then we recognize that person.
00:14:53 Ryan Groth
And then we all just praise that person, say, oh man, totally, you know, did the, the core value obsessively creating value.
00:15:02 Ryan Groth
So what?
00:15:03 Ryan Groth
How did he do that?
00:15:03 Ryan Groth
He created something that we didn’t have before for a client and now it’s something we can give more people because it was developed, right.
00:15:10 Ryan Groth
So he created value and just always is thinking about how to make things better and that that’s so focused on our customer and like Matt did agree, oh cool and then somebody else does the same thing and now we’re like all praising somebody because of the core value and they feel esteemed and then it’s also keeping everybody’s mind on that.
00:15:28 Ryan Groth
And so we do that once a month and then that spills over to our mid month meeting where I say, hey here’s our core value to month.
00:15:35 Ryan Groth
We just keep cycling through everything and it’s just you think about it, this six and on this 12 months in a year, we’re only only covering a core value twice in a year.
00:15:45 Ryan Groth
When you think about it, that’s like not even enough.
00:15:47 Ryan Groth
You’re like that’s enough.
00:15:48 Ryan Groth
Yeah.
00:15:49 Ryan Groth
So that minimally it’s just one way to do it.
00:15:52 Matthew Kuehlhorn
I love that.
00:15:53 Matthew Kuehlhorn
I love the component around celebrating that and recognizing it in action.
00:15:58 Ryan Groth
Because I ultimately think, you know, our culture is, is based on how we behave, how we interact with each other, yeah.
00:16:06 Matthew Kuehlhorn
And there’s a lot of times where I’ll see that it’s not aligned with the words on the wall necessarily.
00:16:14 Matthew Kuehlhorn
I’ve seen some companies like that when when you’re talking sales.
00:16:20 Matthew Kuehlhorn
So I’m getting a sense, Ryan, that sales to you is not just about how to overcome objections or not just about in the moment relationships, but it’s actually the entire component going to an individual’s vision and core values culture and it and it processes out.
00:16:44 Matthew Kuehlhorn
Do I have that correct?
00:16:45 Matthew Kuehlhorn
Is that how you, you might reference sales?
00:16:47 Ryan Groth
And yeah, it’s.
00:16:49 Ryan Groth
I think sales is like it’s truly part of my identity.
00:16:53 Ryan Groth
I mean, my identity isn’t a salesman, but it’s part of how I made like I.
00:16:58 Ryan Groth
And I feel whenever I saw that sales is a vehicle and a skill to live an abundant life that’s it’s you know abundant in multiple things.
00:17:09 Ryan Groth
I became ecstatic about sales.
00:17:13 Ryan Groth
I was like sales is oxen.
00:17:15 Ryan Groth
So like it’s what happens is I’m now energized by who I am in the environment of selling authentic way, carrying way, but also an assertive way, a goal oriented way, a process focus way in a way that is kind of overflowing into my sales environment.
00:17:34 Ryan Groth
And then that is sales because I’m, I’m not like, all right, I’m this person and then over here I’m going to be completely different and then I’m going to try to wrestle them down and do something that I want to do.
00:17:47 Ryan Groth
I mean, I love closing deals and helping people overcome things.
00:17:50 Ryan Groth
But at the end of the day, you know, most people are afraid to make decisions.
00:17:54 Ryan Groth
Most people are afraid to fail.
00:17:56 Ryan Groth
But if you have the courage, while they’re afraid to push them into the direction that they ultimately express, they want to go and avoid a place that they don’t, they don’t want to be in, then you’re actually courageous and you’re actually helping them build, make a decision that’s going to be ultimately life changing.
00:18:14 Ryan Groth
And so having, you know think about like, you know, you’re looking at somebody, let’s just use a sports as an example, and you’re looking at a young man or a young woman and you’re seeing talent, right?
00:18:25 Ryan Groth
And they’re messing it up, right?
00:18:28 Ryan Groth
You could sell them, right?
00:18:30 Ryan Groth
Because you want to help on this idea of let’s go down the path and continuing what you’re doing and see the consequence of that and what the cost of that, what’s that’s going to, how is going to affect you?
00:18:40 Ryan Groth
How does that make you feel?
00:18:41 Ryan Groth
Sales right now?
00:18:43 Ryan Groth
Let’s talk about not doing that and let’s talk about where you really want to be.
00:18:47 Ryan Groth
My question to you is how committed are you to do it, what you need to do to get to where you want to be?
00:18:52 Ryan Groth
And are you willing to change everything that you’re doing today and alter your tour situation to achieve that outcome?
00:19:00 Ryan Groth
Is that something that you’re committed to doing?
00:19:01 Ryan Groth
And is it something you want to spend money on?
00:19:03 Ryan Groth
Is this something you, you know?
00:19:04 Ryan Groth
Is it within this timeline right now?
00:19:07 Ryan Groth
Yes or no?
00:19:08 Ryan Groth
So when you think about it from that vantage point, you have all the courage to start to talk to people in a way that’s very authoritative because now your purpose and your identity is not misaligned with.
00:19:22 Ryan Groth
You’re up with what you’re able to do.
00:19:24 Ryan Groth
You’re actually, you’re actually out there on the front lines bringing people to a new position that could be selling a roof, a nice roof that could be you know, fixing their home up, that could be real estate you know that could be selling a high ticket coaching program that could be whatever.
00:19:40 Ryan Groth
But when the vehicle of your sales career becomes an extension of your desire to help people and win and achieve more, it starts to feel really actually in in.
00:19:54 Ryan Groth
It feels energizing to be in sales and it’s actually, it forms you and the into an amazing person.
00:20:00 Ryan Groth
So I love sales.
00:20:01 Ryan Groth
I mean, I think about this, I was a bit of leaked in posts the other day because I we all go through challenges.
00:20:06 Ryan Groth
I have a challenge right now I’m dealing with and I realized that when you’re sad and you are depressed and they’re trying to sell somebody to you, I don’t care.
00:20:15 Ryan Groth
No one’s going to buy.
00:20:16 Ryan Groth
No one’s going to buy.
00:20:18 Ryan Groth
Why would they buy from somebody who’s has negative energy?
00:20:22 Ryan Groth
Because most people buy because they have.
00:20:23 Ryan Groth
They’re in a good mood.
00:20:24 Ryan Groth
Most people are like, I give me, I’ll buy it, right?
00:20:27 Ryan Groth
I know if I just have them in a good mood, I’m like, yeah, I’ll, I’ll buy something right.
00:20:30 Ryan Groth
When I’m in a bad mood.
00:20:31 Ryan Groth
I’m not.
00:20:32 Ryan Groth
So when you’re a salesperson and that prospect is in a bad mood, but you could turn them into a good mood, you can only do that by you being in a good mood.
00:20:40 Ryan Groth
You’re like, I have to consistently lead myself into a positive place because I’m leading people in the decisions every day.
00:20:48 Ryan Groth
And I could tell you right now, if if I’m not able to do that, they’re not going to buy for me.
00:20:53 Ryan Groth
So like sales is to me a lifestyle I’d begin to help see become a different person.
00:20:58 Ryan Groth
That’s why transformations in my name because you’re transforming yourself on an ongoing basis to to to live a better life and have more success, whatever it may be.
00:21:08 Ryan Groth
So I thoroughly enjoy sales and that’s kind of what it means to me.
00:21:12 Matthew Kuehlhorn
I’m picking up on the transformation piece, so let’s shift gears just slightly because now you got me curious.
00:21:25 Matthew Kuehlhorn
On an individual level, day by day, Ryan, we’re human.
00:21:30 Matthew Kuehlhorn
We go through our ups and their downs, some of us more than others.
00:21:34 Matthew Kuehlhorn
But what are some of the daily habits that you’ve adopted to really spur that management of state, if you will, right?
00:21:50 Matthew Kuehlhorn
Because that’s what you’re referencing like.
00:21:52 Matthew Kuehlhorn
When we’re going to go engage with somebody, if they’re going to buy from us, we’re actually shifting their state and they might be buying a state versus a garage door, roof or whatever.
00:22:02 Matthew Kuehlhorn
So I’m on an individual level what have you kind of instilled you know either from ball days or you know in your own transformation what are what are some of the bigger pieces that somebody might be able to reference.
00:22:17 Ryan Groth
You know that’s a that’s a big question.
00:22:21 Ryan Groth
I’m going to answer it in a way that I think most people appreciate.
00:22:26 Ryan Groth
I can go super specific and really personal but I’ll probably just keep it more like general.
00:22:34 Ryan Groth
I’d say this like I like to.
00:22:37 Ryan Groth
I used to have this tagline called The Next Level is 1 belief away that would be.
00:22:43 Ryan Groth
I would remember that I’m like, yeah, one belief away and your state is basically composed of what you’re believing at the time, right?
00:22:51 Ryan Groth
Am I believing something that’s true by believing something that’s not true?
00:22:54 Ryan Groth
By believing something that’s seems impossible, so that if something feels impossible to you, what feel are you going to have?
00:23:02 Matthew Kuehlhorn
Just like, I’m not even going to try because I like to win.
00:23:06 Matthew Kuehlhorn
And if I really know that I can’t win, that I’m.
00:23:09 Ryan Groth
I’m moving on to something hopeless.
00:23:12 Ryan Groth
So yeah, So this hopeless sense, right.
00:23:14 Ryan Groth
So it’s like what I do is I, I AI need to become aware of like what am I believing right now.
00:23:23 Ryan Groth
And because that beliefs going to shape my environment if I’m afraid and anxious and that’s like like I’ll suddenly I’ll suddenly just like start to just get stressed.
00:23:32 Ryan Groth
And for me, I take frantic action when I get stressed.
00:23:35 Ryan Groth
I take frantic, massive action and it’s sporadic and it’s, it’s, it’s full of anxiety.
00:23:40 Ryan Groth
And I do that.
00:23:41 Ryan Groth
I I have done that many times and I still wrestle with that.
00:23:45 Ryan Groth
When I go off the wrong track, wrong track, that’s how I function.
00:23:49 Ryan Groth
Is that all?
00:23:49 Ryan Groth
It’s like fight or flight?
00:23:51 Ryan Groth
I’ll fight all this fight, but I’ll fight fearfully, right?
00:23:54 Ryan Groth
Yeah, that’s not good.
00:23:56 Ryan Groth
It doesn’t help me like level up and break through and remain consistent.
00:24:00 Ryan Groth
So what I do is, is I try to, you know, I try to take a walk, you know, get my body moving, exercise important.
00:24:09 Ryan Groth
But what’s even better than before exercising or during a walk is just kind of, I like to call it tapping in and you know you could call it a higher power or whatever.
00:24:22 Ryan Groth
I, you know, I have my ways to describe it that’s you know pretty common.
00:24:27 Ryan Groth
But like I tap in and I just start to say okay this what I, this source I’m tapping into.
00:24:35 Ryan Groth
I’m just going to try to let it take over versus like try to try to like let it go and then I stop it and then I’ll like need to figure it out and understand it.
00:24:44 Ryan Groth
I just like let it tap in because I think, I think a lot of the wisdom and the and the Strat or a lot of it’s already inside it, right.
00:24:51 Ryan Groth
You’ve already I believe it’s in you.
00:24:53 Ryan Groth
So whenever I tap in and I let that that that source be kind of move me, my thoughts get In Sync.
00:25:03 Ryan Groth
The people that I need to think about that, I need to talk to that they come to mind if I need, you know, I’m like, hey, let me tap in and ask the source, like what?
00:25:13 Ryan Groth
What should I say to this person?
00:25:14 Ryan Groth
How do I handle this difficult situation?
00:25:17 Ryan Groth
I usually find a way, but whenever I’m like trying to figure it out, what I end up doing is that call people at, bug them and I lean on them.
00:25:25 Ryan Groth
I ask them and I’m like, I don’t know what what to do.
00:25:28 Ryan Groth
And then like, next thing you know, you’re listening to a podcast and then you make this massive, like decision because of somebody, somebody you never met told you something and you heard it in context at that moment and it just, like, positioned you and you just changed your life.
00:25:41 Ryan Groth
And you’re like, what?
00:25:42 Ryan Groth
Wait, wait, is this how I’m going to live?
00:25:43 Ryan Groth
Like grabbing like, like places from random spots everywhere my whole life?
00:25:49 Ryan Groth
Or I’m just like, I’m like, oh, that book, oh God, OK, hopefully this book works and I’m just going to trust it.
00:25:55 Ryan Groth
And then you do this thing that next thing you know, you’re just like, you’re you’re basically all over the place.
00:26:01 Ryan Groth
You’re just like and instead you could just say those are all good things and I could listen to those things.
00:26:09 Ryan Groth
But let me just was tapped into this source of power and ask that to take over and then just say hey I don’t know the answer what what, what might be already in the inside of me.
00:26:23 Ryan Groth
And most of the time we’re going to balance a view and we’re going to it’ll, it’ll influence us.
00:26:27 Ryan Groth
And so I think that that’s a state that I would like to to abide in more.
00:26:33 Ryan Groth
I don’t abide in daily.
00:26:34 Ryan Groth
Some days I get distracted, but it could be a few minutes, it could be an hour, but I’d rather spend an hour in that place and then have three hours of calls from that place than spend no time in that place.
00:26:47 Ryan Groth
And I have a day worth or two days worth of action that I take frantically because I didn’t get to that place.
00:26:52 Ryan Groth
And then that impacts my sales or my relationships or my leadership in a lot of those things.
00:26:58 Ryan Groth
And so yeah, I like that.
00:27:02 Matthew Kuehlhorn
Tapping in I’m I’m hearing presence like to become very present and there’s a little unattachment with outcome even though we’re driving towards something and yet we’re very present in the moment so that we have our confidence coming from self, not searching outside.
00:27:25 Ryan Groth
So the inside game, if you think about the compound effect of that, right, what’s the compound effect or the the 2nd, 3rd, 4th order of consequential order?
00:27:37 Ryan Groth
When do you think about the past or the future?
00:27:40 Ryan Groth
Every day you’re thinking about the past and the future.
00:27:44 Ryan Groth
So what are you not?
00:27:45 Ryan Groth
When you’re thinking about the past and the future, what are you not you’re not present, right?
00:27:50 Ryan Groth
That’s right.
00:27:51 Ryan Groth
Imagine each day you’re compounding a decision.
00:27:55 Ryan Groth
You’re there’s a compound effect of I’m present.
00:27:58 Ryan Groth
So when you’re fully present, fully aware, you’re fully connected.
00:28:01 Ryan Groth
And when you’re doing that, over time, your future will inevitably become better.
00:28:06 Ryan Groth
But won’t it?
00:28:07 Ryan Groth
And then if your future becomes better than what happens these, you know, a year from now, your past was not better than you tell me it was because you were present.
00:28:15 Ryan Groth
And it’s it’s it’s amazing.
00:28:17 Ryan Groth
You know, there’s a, there’s a book that I read that talks about this.
00:28:20 Ryan Groth
It’s called The Way of the Peaceful Warrior.
00:28:23 Ryan Groth
That’s a book that I I put in my course is like a must read because it helps you focus on presence.
00:28:28 Ryan Groth
So, yeah, yeah, classic book there.
00:28:33 Matthew Kuehlhorn
Beautiful, man.
00:28:33 Matthew Kuehlhorn
I know we could probably geek out on that all day long because there’s some alignment there.
00:28:39 Matthew Kuehlhorn
What are you excited for?
00:28:41 Matthew Kuehlhorn
What’s coming up that in your world that you’re excited for?
00:28:44 Ryan Groth
Yeah, my company, you know, I feel like there’s some models lately and and the space of business that have been really successful and I am feeling really at home within one of those models.
00:29:00 Ryan Groth
It’s like, hey, I think we can do that but for sales or this right?
00:29:05 Ryan Groth
And when that is that belief kind of set in with me, I got like a lot of like I felt light and excited and got goosebumps and I was like yes, like I can believe that like that can happen.
00:29:17 Ryan Groth
And so we’re getting closer and closer to seeing that happen in the marketplace where you know what we’re doing is where I want it to be.
00:29:27 Ryan Groth
And I think people experiencing it the way it it, it’s supposed to be experienced and having the results that they it’s they’re supposed to have.
00:29:36 Ryan Groth
And I think that, you know, the, the, the growth of the business and the development of the business, getting to this place, you know, gets me excited because we’ve been chipping away at it for quite a long time, you know.
00:29:49 Ryan Groth
And so I think that I’m most excited about that.
00:29:53 Ryan Groth
I’m also excited and for, you know, my family and I just saw a personal note, you know, my kids are growling and they’re also, yeah, I have 5 kids and not, you know, we just have a lot of things that are doing.
00:30:03 Ryan Groth
They’re just incredible.
00:30:04 Ryan Groth
So yeah, just pretty excited about all the all that, man, that’s awesome.
00:30:10 Matthew Kuehlhorn
Yeah.
00:30:10 Matthew Kuehlhorn
How do folks that are listening get in touch with you and who is sales transformation group for?
00:30:17 Ryan Groth
So you can get in touch with me in a few ways.
00:30:20 Ryan Groth
My Facebook is kind of weird.
00:30:22 Ryan Groth
It’s up and down on friends.
00:30:24 Ryan Groth
But my LinkedIn, you can connect with me there. Just look up https://www.linkedin.com/in/grothryan/
00:30:28 Ryan Groth
You’ll see this face of the Blazer on.
00:30:32 Ryan Groth
And then my Instagram.
00:30:33 Ryan Groth
I change my title of my handle to @thesalesathlete.
00:30:39 Ryan Groth
So just look up https://www.instagram.com/thesalesathlete/
00:30:41 Ryan Groth
I put out content pretty regularly.
00:30:43 Ryan Groth
Sales transformation group is for companies that have salespeople or they want to have salespeople and they are willing to commit to a system that can be tailored to you.
00:30:57 Ryan Groth
But but your desire is to build a great sales organization and a great sales culture that you can grow.
00:31:05 Ryan Groth
So it’s typically we work with companies like manufacturers, suppliers and contractors and we typically work with companies who have somewhat of a deal size that’s sizeable.
00:31:19 Ryan Groth
So like you know selling a couple $100 thing you know over the phone like a handyman service typically wouldn’t be a good thing but a good fit for us.
00:31:28 Ryan Groth
But if they have sales people who are selling jobs to people that are making a decision to buy regularly and or accounts and commercial selling you know B to B or like a decent B to C sale and they need sales people to be like awesome representations for you and you want them to crush, you want to win as a team that’s who we work with.
00:31:49 Ryan Groth
You know, we work with companies as small as that and you know it’s three sales guys and an owner who’s their sales manager all the way up to, you know, hundreds of sales people.
00:31:58 Ryan Groth
And we get really, we roll up our sleeves with everybody as much as the less so.
00:32:04 Matthew Kuehlhorn
Yeah, love it.
00:32:06 Matthew Kuehlhorn
Well man, I appreciate your time and thanks for diving into culture and kind of the personal habit state transformation components.
00:32:15 Matthew Kuehlhorn
We will include your links into our show notes.
00:32:18 Matthew Kuehlhorn
So for the listener, I definitely encourage you to check out Ryan, Check out the sales transformation group and appreciate you my friend.
00:32:27 Matthew Kuehlhorn
Thank you so much.
00:32:30 Matthew Kuehlhorn
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00:32:34 Matthew Kuehlhorn
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00:32:38 Matthew Kuehlhorn
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00:32:42 Matthew Kuehlhorn
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