This is Justin Recla, host of Incorporating SuperPowers. Thank you all for joining us again on another episode today. I’m super excited about this show. The gentleman that you’re about to meet… and if you’re watching the video, he’s right there. So, you know this is also a video show, so if you’re listening to it, go to the website, you can watch the video as well. But I’m super excited to have Dr. Richard Kaye on my show today. This is extremely, extremely exciting for me because when I left government, Richard was actually one of my very, very first mentors in selling and overcoming sales rejection, overcoming cold calls.
And back when I literally knew nothing about business, Richard was my go-to guy and really helped shape up my language and understanding of sales. We’ve just formed this really, really cool relationship and friendship over the last… I think it’s eight years now.
Richard’s been part of an organization that our business came from… our business was born, our businesses were born into the world, and that organization is known as CEO Space International. Richard is a longtime member for the organization, works very close with the executive leadership team, Berny and September Dohrmann who are both really good friends of ours as well, and what we’re going to be talking about today is really a concept that a lot of people have been feeling. But Bernie was kind of the founding father of this idea of cooperation.
That the cooperation revolution and that there’s a better way of doing business and more and more of us in the business world are seeing this and experiencing this. Richard’s out there teaching it and doing it and helping people take the next step in their business and expanded through the global network that we want to see. If you’ve been watching the show for a while, a lot of the people that we have on the show are from that network that are out there doing some really, really good work in the world and Richard is one of those people. Richard, thank you so much for being on the show today.
Hey, what a fun way to meet. You know, if we can’t hang out together over dinner, this is an express, right? This is the advanced technology. So great. Great to be here.
Yeah, this is, I’m so glad to have you on the show, Richard. There’s so much knowledge and information that you bring into the business world and the concept of today’s show is talking about cooperation. Cooperation, we should do business better. Talk to me a little bit about that. What does that mean for business owners? What does that mean for people that are just transitioning that business and what does it mean for us as a society as we continue to move forward? How do you work with people in that setting?
Some great questions… a couple of questions buried in there. I’ll see if I can cover them all.
We’re going to bounce back and forth. So let’s just start with Cooperation Revolution. What is that?
I don’t know about you. I grew up in a highly competitive model who was screw thy neighbor before they screw you. I’ll share a story with you. After a divorce, I was a famous chiropractor in San Diego. 6:30 news, morning television talk show, newspapers, all that stuff. And after divorce she used a chiropractor. I wanted to get out of their office, so on my way home there was another office. I saw an office for lease and I stopped. There was a chiropractor right next door and I went in and I knocked on the door, introduced myself, told them I’m thinking of leasing the space next door. He looked at me with such venomous that just what I needed, another chiropractor in the neighborhood. I don’t want to be in that vibration. I wound up staying in the same office. Six months later, the guy was out of business.
Now I don’t know what that conversation had to do with it, but the energy, the anger around that, someone’s going to compete with me. When I met Berny in CEO Space, Justin, my eyes, my heart, my soul were open to a new model of, what if we can support one another? What if we can nourish one another? What if we can feed other people with colleagues, resources, and I’ll give you an example. Some of you are listening. This viewers may be familiar with CEO Space. The whole culture is based around collaboration. You’ve gone to networking meetings, yes? And until you stepped into that model, I suspect if you’re like most of us, at least like I was, I went to get clients. I went to get people to come in, the lady next door wanted to get insurance agents, insurance clients or whatever it was.
When you get into a culture such as CEO Space, it’s not what can you do for me, it’s how can I serve you? Our classic questions are what do you do and how may I serve you? And you guys are masters at that. I’ve watched you serve so many people at CEO Space.
It’s that philosophy, Richard, of the world’s abundant. There’s this mindset of there’s not enough and there’s scarcity a world of 7 billion plus people thinking that you can’t have two offices next door to each other and that you’re going to attract the clients that you need. He’s going to attract the clients you need. That idea of the competition is just so ugly and repulsive to most people nowadays that when somebody comes at you or you meetup with somebody, I always lead with how can I contribute to your success?
Yes, yes. Most people know the name Zig Ziglar. That old model is what he used to call stinking thinking. It’s a model that causes all the grief, all the wars, or look at the political climate. I don’t care which side you’re on. It sucks from both sides. So, when you step into collaboration, and it’s one of the reasons that I think it’s both, we all embrace that as a model.
Well, like you said, Zig Ziglar even said it. You want to get what you want in life, help other people get what they want in life. That’s just the nature of it. And when you go to give, the law of reciprocity says that it will come back to you tenfold.
Yes, yes. And too many people misunderstand, but that’s what the word tithing means. Tithe is 10, 10 per cent. But it comes back hundreds of times, thousands of times. When you give freely without expectation, the people who give with the expectation of getting, they don’t get it. They don’t understand the Cooperation Revolution
Nope. Don’t usually get much. Don’t usually get much back. That’s a good point. This is what I love about what you do in working with folks and uplifting them. Literally it does take training. It does take training. I love our sales calls, whenever I get on the phone with them, prospect for the podcast show or an advertiser or whatever. One of our services is, I’m usually not making an offer. Because absolutely, I could sell you, I’ve got superpowers. I can sell people. But that doesn’t mean that I should, right? Oftentimes when people are like, well, I’m a bit confused cause I’m trying to figure out what you’re offering. It’s because I’m not offering anything. I’m just trying to figure out, here’s what we do. Can I help you?
And how can we serve you?
That throws people back because they automatically think that when they get on the phone with somebody that they’re going to be closed. They’re going to be pushed into buying something or they’re the one pushing somebody else to buy something from them. And it’s just ugly. Like you said, it’s a frequency. Right?
It’s all a vibration. I was at a conference in Florida a couple of weeks ago and one of the people was speaking on stage and he was talking about the same thing that he was teaching 20 years ago, when I first met him, which is one thing. And then he says, okay, here’s the timer. You got 10 minutes. If I walk out of that room and you have not signed that contract, the deal is off.
Hello. What kind of model is that? One of the beautiful things and you experience it fully at CEO Space is our culture of what are called see me cards. It’s a card. It says, see me, I’m a contact, I’m a lead, I’m a resource. And you write it down and 70% of the time we’re not a seminar. Seminar, you take notes, you go home and a couple of weeks or months or years later you look at the notes and say, what was that? You go away. CEO Space is transactional. You build your business right there and you take these, had one around here someplace, a see me card, and you write on it what you want to say. And people follow up with you during the week, and deals are done and then you follow up and you seal the deal later on.
Well, it’s collaboration and folks, here’s the big difference. So it is a relationship. The relationships that we have built from that organization, from that community and from that network are invaluable folks.
I can tell you this, that our due diligence business, the corporate counterintelligence business, right? The clear business directory, we don’t advertise, don’t need to advertise for our business because people just know to come to us. It’s because we’re out there serving them. What can we do to assist you in building those relationships and that’s the key is that cooperation and collaboration, you’re focused on impact. You’re focused on relationships and you’re focused on not worrying about what you need, but worrying about what other people need and what they can do, what you can do to help them succeed. Richard, I know you’ve got a free gift for our listeners, but before I go on break, can you share a little bit about that free gift and where they can go find that?
Thank you. One of the myriad things that’s beautiful about CEO Space, of the culture, the nature of the people with whom we play. Most of us cannot call some of these people and say, Hey, can we have lunch or dinner? Can we sit down and have an hour consultation? There are three people in particular that I’ve selected for the viewers of this keynote talks from Bob Proctor, Mark Victor Hansen, and Lisa Nichols. And there’s no strings attached. You can get them this for you guys. Our friendship and for your viewers here, thebusiness.space/SPE, and if you have to know what SPE is, you sure you’re watching the right show? So, just enter your name and email address and you’ll get these videos. These are actual 90 minute segments. Gives you a concept, also, of what happens at CEO Space. We only have three keynotes a week and you’ll get an idea.
Fantastic, and we’ll talk a little bit more about those people. We’ll make sure we have that link in the show notes for you as well. Standby. We’ll be right back.
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