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#dogoodwork is not a label but a way of living.
It is the constant and diligent effort to achieve a new level of excellence in one’s own life.
It is the hidden inner beauty behind the struggle to achieve excellence.
It is not perfect but imperfect.
It is the effort, discipline and focus that often goes unnoticed.
The goal of this podcast is to highlight that drive.
The guests I have on this show emulate this drive in their own special way. You’ll be able to apply new ideas into your own life by learning from them.
We will also have 1on1 episodes with me where we’ll dive into my own experiences with entrepreneurship and leadership.
Every episode is designed to provide you with ideas that you can apply and grow in excellence in all areas of your life, business and career.
Do Good Work,
Raul
raul-_1_09-12-2024_120526: Hey,
welcome back to the pod today.
We are talking to Sarah Murray.
Sarah is a sales consultant, trainer, and
speaker, and works with leaders and sales
teams to unlock the untapped potential in
their prospecting and business development
efforts through her workshops, consulting,
and podcast prospecting on purpose.
She empowers professionals to
enhance their communication skills,
approach prospecting creatively,
And effectively address business
needs rather than push products.
Cause no one likes to be pushed.
Anyways, Sarah, Logan, we're
sara-murray_1_09-12-2024_130526: Hi, Raul.
I'm so happy to be on it.
Thanks so much for having me.
raul-_1_09-12-2024_120526:
excited for this.
We can dive into a lot around prospecting
your model of how you approach selling
your worldview around that, but I think
I'm more curious right now to begin.
Why focus your career around doing
more sales training and speaking?
Versus being the in house salesperson.
sara-murray_1_09-12-2024_130526:
it's funny.
I was thinking about, building a business.
And when you build a business, the goal
is to do something that you're passionate
about, that you can do day long.
And I was thinking, what do I most enjoy?
And I really narrowed down to, I
really loved the very beginning
part of the sales process.
Like sitting next to someone at the
airport bar and finding out what
they did and then getting them to
buy my widget or, or, or, or, or,
or, or, or, or, Finding connection
points on how I could add value.
You never know who you're
talking to, their brother, their
cousin, their business partner.
the world is quite small.
It's big, but it's quite small.
And so I really loved the beginning
part of the sales process.
And I think that's an area where people
really struggle is just creating business
development and hunting for business.
So that's, I was like, okay,
I love talking to people.
I love business.
It's something that comes naturally to me.
How can I create some materials around
it and market it and monetize it?
And that's what I've been
doing for the past two years.
And it's been super fun journey ups and
downs, but, it's been very rewarding.
raul-_1_09-12-2024_120526: And I like
the idea that you packaged it and
created your own IP around that, which
I think is a good podcast episode
with gray, hopefully it'll air before
this one, but he talked about creating
a leveraged expertise business.
And I liked that framing because
it's essentially you're doing.
It's not the same work.
Every client is different.
Every niche is different.
Every industry is different, but
it's the same process, or you can
compound learnings on that process
so that you can be the best in the
world for what you particularly
do for your particular clients.
And I really like that
you mentioned that here.
That's one way to think about
it as well, as much as I do X.
It's, I've pounded this process
time and over again, and I
found better ways of doing it.
And that's what people
are actually buying.
It's the actual framework
of how you approach it.
And not just the execution of it,
which we can have debates, which
one's more important versus the other.
sara-murray_1_09-12-2024_130526:
it's funny.
I was thinking about the term
prospecting and that's an umbrella term.
It could be in business development,
could be in sales, it could be networking,
but like prospecting as a whole.
And I, what I did is dorky, but
I drew a tree on a notebook.
I drew a trunk of a tree and then
all these different branches.
if I was going to sit in front of
someone and explain what prospecting
is and how to do it, what would I tell
someone who had no clue what it was?
And so I wrote prospecting in the
trunk of the tree, and then I just
started filling out the limbs.
Of just different processes to make
friends to build business to start
conversation And then I put it in a
priority order what comes first and then
that's how I built the content That's how
I built the workshops But it literally
started with just me drawing a tree and
thinking if I was gonna just explain It to
someone who had no clue What would I say?
And so it was, it's funny that
certain things you create end up
being the framework and foundation
for all these other things,
raul-_1_09-12-2024_120526:
Yeah, mapping out the ideas.
Why do you think a lot of people
struggle with prospecting?
I think, let's not just talk
about the technical aspect of it.
Because you've seen this in large
organizations and midsize organizations,
maybe even smaller organizations.
But why does that seem to
be a key sticking point?
sara-murray_1_09-12-2024_130526:
I feel like when
raul-_1_09-12-2024_120526: So
sara-murray_1_09-12-2024_130526: a job,
When we're in a sales role, when we're in
any type of role, really, whether we're
self employed or working for a company,
we're focused on our personal end goal,
which is to do our job or make X dollars.
We're focusing on ourselves so much,
and I feel like when we do that,
We cut ourselves off creatively.
We don't see opportunities sitting
next to us at the airport bar
because we're so focused on ourselves
and what our specific goal is.
So I think where people get stuck is
they're focused on their own objective
and that creates blinders to real
opportunities that are always around us.
raul-_1_09-12-2024_120526: it is a framing
and it's almost akin to just the way,
I've listened to a lot of I wouldn't just
call it motivational speaking, but just
a lot of different ways to see the world.
And those words that I implant
through audio books or programs to
help me see my situation differently.
It's similar here as well.
If I'm just focused on my thing and
myself, then I don't see the opportunities
that are right in front of me.
How do you shift that when
you're working with teams?
Cause you do.
Either doing what trainings and
in a corporate setting, or you're
actually helping businesses that
are fractional component and you're
helping those people think differently.
What are some of the ways that
you enable that to happen?
Because it's not just, Oh, here's
the thing, a slide, you're done.
It's a process of the habit.
How do we practice it?
Yeah.
And
sara-murray_1_09-12-2024_130526: From
my corporate world, I come from a
commercial construction background,
selling into hotels predominantly, but
commercial buildings, enterprise clients.
And I could always get to the
top decision maker always.
And I was, again, when I'm
building my tree, I was thinking
about how am I doing that?
And.
I really boils down to what I call
a B a V always be adding value.
And anytime you're approaching any
type of situation, you're thinking, how
can I add value to the other person?
And that could be the man
who's opening the door for you.
The person who's driving you
to the airport, like it can be
small or it can be large scale.
And when you approach things with
that mindset, the sales portion
becomes a lot easier because
you're not asking for anything.
You're just adding value.
And it stems from Stephen Covey's
concept of the emotional bank account,
where you're adding these deposits
into the other person's bank account.
I'm just always focused on adding value
and adding deposits, when it comes time
to ask for the meeting or ask for an
introduction or ask for a lunch invite
or ask for the order, The sales part
becomes a lot more organic because
I have so much equity in the bank.
It would almost be weird if I didn't
for business after we build this.
Friendship, this camaraderie,
this is proving that I'm a trusted
partner because I'm not just in
it for your money or your sale.
I want to know who you are as a person.
I want to add value to
your business or your life.
And then it becomes easier to ask.
So I really think that one of the biggest
like secrets is if you can reframe
your mindset to always be adding value
in any interaction, that's, what's
going to help catapult you to these
higher level decision makers, because.
You're differentiating yourself
from every other me to salesperson.
raul-_1_09-12-2024_120526: to
be honest with you, one of the
conversations I've had recently.
It was a prospecting call and
the way that I reached out
to them, I forgot what I did.
It was some sort of ad inbound messaging.
So we can dive through the strategy later.
But the whole idea is there was
a resistance on their end because
obviously like it's a no, no name.
I don't know who you are and what's
this guy sending me this training
location or whatever guy and like
I would be pushed off to the side.
I'm like, okay, what
are you working through?
And they actually shared one
key problem, but a very terse
language, like short language.
And I sent them, you know what?
It sounds like I can
introduce you to my friend.
I introduced them to the friend who
can actually add value to what they're
doing and actually solve their problem.
They met or whatever.
And I kid you not, they posted on
LinkedIn, like shouting out for me in
the way that prospecting process work,
not because I'm some sort of genius.
Cause frankly not just
because I saw a knee.
I'm like, okay, cool.
Here's someone that can help you.
And then maybe two or three weeks later.
That is an example.
Can you give us more examples?
If you're doing this in person, like
you mentioned the taxi, the door
person, maybe the front desk, maybe when
you're meeting at the conference room.
What are other ways to add value?
Because we hear that a lot.
Give me some tangible
ideas that I can work well.
sara-murray_1_09-12-2024_130526:
this is a silly example.
I think this could be
internal and external.
So I'm going to give you an internal
example and an external example.
my grandparents had an avocado
tree growing up and I would
always pick avocados from my tree
raul-_1_09-12-2024_120526:
Lucky, there you go.
sara-murray_1_09-12-2024_130526: And
then I would get, avocados like anywhere
from two to four bucks sometime.
So it's like green gold, right?
raul-_1_09-12-2024_120526: I know.
sara-murray_1_09-12-2024_130526:
the time my corporate
headquarters was in Pennsylvania.
So I would bring a whole
suitcase full of avocados.
I'd carry it on.
And then I would just go around to
people's desks and give them avocados.
And it's the smallest example of
an emotional bank account deposit.
But when I needed their help.
I could call my internal teammates
and say, Hey, and they would answer
my call because I had some, like
even the smallest little example.
So other ways that I like to do
this is think of your own passions.
Like maybe you love to hike, or I know
you're a triathlon, runner, swimmer,
biker, you do all the things, Raul, Like
maybe next time I'm in San Diego, Hey, I
just heard of this awesome hiking trail.
Have you heard of this hike?
let me grab your phone number.
I'll text you the details.
So it's a nice organic way to get
people's contact information too.
It's a little like Trojan horse.
let me send you this
awesome podcast episode.
What's your number.
because in post pandemic selling direct
contact info is king, I had a really cool
story I just heard from one of my clients
where they were going to a trade show.
And it happened to be in Buffalo,
New York, which is where they lived.
So they had home court
advantage, but they're thinking,
okay, How can I add value?
all been to trade shows.
You get a ton of emails, visit
the booth, stop by the booth, come
raul-_1_09-12-2024_120526: And flyers
you never read and stuff like that.
sara-murray_1_09-12-2024_130526: Never.
And so what these guys did, they're
like, okay, how can we add value?
They put together, they said it was
no frills, it was like a two page PDF,
unformatted, and it was just, Hey,
when you're in Buffalo, here's the top
Mexican restaurants, here's the top
Italian restaurants, we got a bus going
to Niagara Falls if you want to come on
our bus, but if not, here's the other
tours, you can't miss Niagara Falls.
And they just blasted that out.
And they said it was the biggest
game changer for their show,
because everyone came to visit
their booth to say thank you.
They would run into people out at the
restaurants that they recommended.
And they're like, Oh, you're
the one that recommended it.
The event planner came and thanked them.
And then they opened accounts
in seven new States that they
weren't currently doing business.
raul-_1_09-12-2024_120526: That's
a cool way of doing live events.
sara-murray_1_09-12-2024_130526:
And it's free.
It doesn't cost any money and
it's just out from the noise.
And I think that's when you come
from a place of value, going
to stand out from the noise.
raul-_1_09-12-2024_120526: I
like that example because it, you
mentioned this word and I think we
need to compound on it right now.
Creativity.
Cause it's not just here's like my 20
checklists of things that you need to do.
It's here's the principle and now it's
up to you to come up with it creatively.
And when you reframe it, it does force
you to think creatively around it.
One of the biggest things, especially
in B2B is obviously the slower sales
cycles and the longer it takes.
And from here, what you're
saying, these are principles.
They also seem like it's
going to take a long time.
It's going to take.
How do you balance the length of time
to relationship building to knowing
where to move the conversation in
the relationship because we can't
just be friends for a living.
sara-murray_1_09-12-2024_130526:
I have a framework, I call it
bridging the gap framework.
And the gap is really where
we put our customers or our
prospects up on a pedestal.
And then we're all down here
trying to jump up on the pedestal.
And so the trick is to not take the
person off the pedestal, but to find a
way to put ourselves on it with them.
So GAP stands for genuine interest.
So just.
questions, be genuinely interested
in other people and listen actively.
People are terrible listeners
these days, myself included,
I have to practice it too.
But if we can make sure we're
listening, that's where the
creativity starts to percolate.
Because now we're hearing, oh,
Raul's interested in mountain biking.
Okay, maybe I can give him
a mountain biking trail.
there's different ways to Form
those bonds at the beginning.
The second letter in the gap framework
is ABAV, always be adding value and
we're consistently putting deposits in
and the P stands for prized clients.
And this is where we pivot
from relationship building to
sales generating activities.
So I have a short example, another
trade show example, but I was at a trade
show at the time I was selling fire
features, fire pits and fire elements.
And I live in LA, you probably
know this company, golden
road brewery, golden road beer
raul-_1_09-12-2024_120526: I'm not sure.
sara-murray_1_09-12-2024_130526: they
were based in Burbank and they were
at the time they wouldn't distribute
farther than a truck would travel.
It was very eco conscious brewing.
And I see this guy walk by the booth
and he's got a badge that says,
Tony, ABC pubs, Burbank, California.
And I knew the owner of golden road
also owned another pub called Tony's.
And so I said, Oh, Hey.
Are you golden road, Tony?
And he says, actually, now
I'm Anheuser Busch, Tony.
I sold the brewery to Anheuser
last year gave him a high five.
I was like, Oh my gosh.
I didn't hear that.
I said, I have to tell you, I'm a
vegetarian and you have a recipe on your,
you have a, menu item called the Hearts
of Palm Ceviche, and I love it so much.
I hope they keep the
Hearts of Palm Ceviche.
starts geeking out because
he's that's my recipe.
I'm a vegetarian too.
So we're like, have all this common bond.
And then I call them icebreakers, but
mild, medium and spicy icebreakers.
So I asked him a little spicy icebreaker.
I said, so what are you going to do
with all your Anheuser Busch money?
we had a bond at that point.
We're high fiving and vegetarian nerds.
But I said, what are you going to do
with all your Anheuser Busch money?
He says, Oh, now I'm building
five new restaurants in LA.
I said, Oh, have you considered fire pits?
And now we're in the booth and now
we're talking about his business.
So it's like those two little
steps of genuine interest
and always be adding value.
Like I'm adding value because I'm.
his business prowess.
I'm complimenting his recipe indirectly,
but just again, being curious opens the
doors and then it would almost be weird if
I didn't ask him about what's next for him
would be weird if I didn't push the fire
features, but I'm going to give a caveat
there, What we also see in trade shows is
like this product pitch facts and features
raul-_1_09-12-2024_120526:
Yeah, all the time.
sara-murray_1_09-12-2024_130526: And so
the other thing that I think is really
important once you get to sales generating
activities is communicating your message
in a way that builds their business.
So, hey, Tony, when you add a fire pit
to your exterior patio, these people
are going to sit around, hang out,
spend more money on food and beverage.
Don't worry about the fuel cost
because it's going to pay for itself
in the first couple round of drinks.
showing that it's a
marketable amenity feature.
There's an Instagram,
feed with the fire pit.
So, finding different messages where,
I'm not talking about how hot the fire
pit gets or what the material is made of.
I'm talking about how it's
going to build his business.
And that's like the biggest emotional
bank account deposit you could ever do.
raul-_1_09-12-2024_120526: Yeah.
Anchoring it towards the outcome.
And that's first of all, I like,
let's dive back into the your,
what is the mild, medium and spicy.
sara-murray_1_09-12-2024_130526: Oh
raul-_1_09-12-2024_120526: Bridges
sara-murray_1_09-12-2024_130526: That's
the number one step in genuine interest.
You got to open that door
somehow and doing an icebreaker
is an easy way to do it.
raul-_1_09-12-2024_120526: and the nice
thing there is that the environment
that you were in, it would have been
weird if you never asked for any
interest because it's a, the environment
is a natural selling environment.
Same thing with LinkedIn, like
when people aren't in LinkedIn,
people are there for business.
They're not there to chum up and high
five and just like post and whatever, like
they're there to either learn something,
connect with someone, or be entertained.
And
I just realized my mic isn't
connected and these headphones
are capturing that, so big issue.
sara-murray_1_09-12-2024_130526: Sure.
raul-_1_09-12-2024_120526:
Yeah, that was crazy.
sara-murray_1_09-12-2024_130526:
Sorry, I could have stopped you.
I wasn't sure if it was
just freeway outside.
raul-_1_09-12-2024_120526: no,
there's someone's constructing
something outside and mowing the lawn.
But on LinkedIn, it would be very
awkward and very weird to just have
those conversations and not move it.
And there's also the antithesis of that.
As some people go online, it's like, I
don't want anyone to sell to me here.
It's like, okay well, don't go to
the national trade show of every
single professional in the world.
But you did it with tact and you did
it with an actual strategy behind it.
You didn't just do it loose.
I'm just going to fly by the
seat of my pants, but you had
the intention, you have the goal.
Talk to me more about what
you just mentioned on selling.
Because I see this all the time too,
even for services or for clients
that want to sell a specific service
versus selling the actual outcome.
And my key thesis is never sell your
services, like just don't sell them.
No one cares about it.
They care about what
they do because of you.
They care about your creative work
because of what it allows them to
do, not because of the work itself,
which I might get some heat for that.
But tell me your thoughts around
like selling the, what is it,
selling the business model
versus just selling features.
sara-murray_1_09-12-2024_130526: Yeah, I
think that's one of the biggest shifts.
And I learned this from
a mentor at an early age.
He gave an example of Starbucks coffee.
And so why do people
like to go to Starbucks?
Is it because the coffee
is so much better?
Not really.
if anything, you could probably argue
local coffee shops are going to have
better quality, but we go to Starbucks
because we can order it on our cell phone.
It's ready before we walk in
the door on the mobile app.
We collect points like it's
consistent across all properties.
We always know there's a Starbucks.
That's more of like a program
selling approach is more of a
business to consumer example, but
I like it because it's so simple.
Most of us aren't going to Starbucks
because the coffee's that great.
We're going because it's convenient
and the way it fits into our
lives and B2B is the same way.
Everyone's bombarded with facts and
figures, but it's like, how is your
product going to make their lives easier?
So a good framework to look at
it is how does my product or
service make my customer money?
Or how does it save my customer money?
And that changes the conversation
because now you can get to the top
level of decision makers because
you're solving business problems versus
just pitching product facts to them.
raul-_1_09-12-2024_120526: One
of the, are there more categories
besides those that you've seen?
Cause sometimes I see
people buy because of ego.
It makes them feel important or because
you're the safest option versus a
non safe option or a riskier option.
And I think this does always boil down
to more money, lower costs, longer LTV.
Like I know that those are the KPIs you
can anchor to, but have you leveraged
or use any other angles or can we just
boil it down to make it super simple?
Make more or save more.
sara-murray_1_09-12-2024_130526: I think
the make more money or save them money
is a really helpful first starting point.
Because obviously if you have brand
recognition, that is such a luxury.
It takes usually many years
to build brand recognition.
if you have that in your tool belt,
you should be leveraging that all day
because I, I used to work for, don't
know the right example, like the king of
the mountain, like the industry leader.
That's probably better.
I had to defend the mountain, but
I worked for an industry leader.
And one of the biggest things that I could
confidence say to my client is, Hey, sure.
You can go for that lower cost
startup item, your hotel's going to
be here for 20 years or longer or 10
years before you need a renovation.
10 years?
Because I have three other hotels
that I'm helping out right now because
the product went out of business.
So sure.
Like if you have brand recognition,
if you have a superior product, if
you're the market leader, then you're
coming from a place of success.
defending the hill if you're newer and
you're trying to build expertise, it's
going to be an easier conversation.
If you can speak to their business
model and how your product solves
problems or makes their lives
better, easier, faster, et cetera.
that's, I think, the competition
because people are going to want to
accept your meeting in a different way.
Then.
Hey, let me tell you about
our software product.
I have another example.
my 1st client.
my consulting business was my next
door neighbor and we lived in Venice
beach it was so disgusting there.
And so one day we decided to clean our
garbage cans together, but like with
masks and gloves, and it was just gross.
So we're out there cleaning our
garbage cans for hours and we're
talking about business and I didn't
realize he had a startup, his startup
was a really interesting product.
It was.
a device that would give a Wi Fi
reliability score for short term rentals
this was like peak of remote travel
peak of pandemic and people wanted to
travel to Costa Rica, for example, but
who knows if the Wi Fi is going to be.
And so they had a model and when I
helped him start to have conversations
with decision makers that particular
message wasn't a huge pain point
for them that they were solving.
And so I ended up asking, who
do you use for your door locks?
they used a wifi enabled door lock
company said, okay, when the wifi
goes down, how do you get notified?
a problem with the locks, then
your tenants can't get in.
And that's a bigger problem.
He says, we have no alert system for that.
Okay.
this device is going to help you
communicate if the wifi is unreliable.
And so it ended up being an alert system
for the other wifi enabled devices,
but you don't figure that stuff out
until you start asking questions.
You start to be curious and then you
find where does my product or service
save them money or make them money.
And in that case, it
was saving them money.
Okay.
Because we are, we're able to
enable alerts and impact other
wifi enabled devices on property.
So it, that was a long example, but
it's really just pulling the thread and
asking questions about the customer's
business model so that you can find ways
to slot in your messaging accordingly.
raul-_1_09-12-2024_120526: Yeah, I
call it creating the business case
because if you're coming in, like
you mentioned, as a startup, you have
to present that case pretty strong,
but I also never thought of it.
And this is good that you put it
into words like this way is if your
brand is strong and you are, like
you mentioned, the industry leader,
the more time in business, you
can start framing the problem as a
loss that they don't work with you.
But it does flip.
the approach where your product is the
prize versus the client or the customer
being the prize, which you talk about for
them being on the top of the pedestal and
moving up those steps with one of the one
of the things you mentioned earlier, and
as you're beginning and growing and you're
in your business on the consulting side.
Is the emotional bank account.
Could you give us maybe an exercise
or maybe like a habit or a regiment?
What can people be doing today to
build that emotional bank account?
Cause we never know when we're going
to have to make those withdrawals.
sara-murray_1_09-12-2024_130526:
I will tell you one of my secret
weapons to LinkedIn, especially
if you're an entrepreneur or
solo, self employed person.
We meet as entrepreneurs, so many
different people just in conversation,
like Raul and I are pretty new
friends, but we've had a handful
of meetings at this point because
we, I think we have shared values.
I don't want to speak for you,
Raul, but we have shared values.
But one of the things that I've been
doing that has been very fruitful,
and it's a coming from a place of
genuine and sincerity, that's another
layer, but reach out to people and
say, Hey, I want to talk to you.
I'm meeting so many people in my business.
I'd love to get a better understanding
on what your business is so I can keep
you in mind for my networking efforts.
And Raul, you gave such a good
example of connecting two people.
Like being a connector is one of the
biggest ways you can add emotional
bank account deposits is something
that helps that person's business.
you connected those two
people and solved a problem.
That's a major emotional bank
account and both of their.
Thanks, but it didn't cost you any money.
It's just you having active listening
skills, building out your network
and thinking, Oh, so and so can help.
So and so I'm going to put
them in touch with each other.
Like that, I think is a really easy way
to start to build connection points.
I have a meeting next week with
the CEO of a company and their
product is pretty similar to
someone I went on a bachelorette.
Party with And so found her on LinkedIn.
I said, Hey, check out this
company because I have a
meeting with the CEO next week.
If there's a fit, I'll bring
you up and put you in touch.
So it's I might never
do anything with that.
It may totally be irrelevant.
But she now knows that I'm thinking
enough about her to find her
on LinkedIn, send her the note.
So it's just always thinking
about how you can build others,
how you can add value to others.
And then that always gives you a reason
to be front of mind without being salesy.
raul-_1_09-12-2024_120526:
and also not being boring.
So go to more parties in bachelor.
sara-murray_1_09-12-2024_130526:
just goes to show you business
can be built anywhere.
raul-_1_09-12-2024_120526:
That's the key thing.
It's all.
And I think one of the key
takeaways too, is that you just
can't do this in isolation.
You can't do this just by
cold messaging strictly.
You have to build relationship, build
network, go out to those events, go out
to the speaking things, the conferences,
and then from there being smart enough
to connect the dots and like working
backwards or just even reviewing that.
sara-murray_1_09-12-2024_130526: yeah.
raul-_1_09-12-2024_120526: Wonderful.
sara-murray_1_09-12-2024_130526: I
just learned that word recently, but
I've been using it a lot, like an
amalgamation of, where things come from.
Like I have a meeting with a prospect
tomorrow and it came from a woman I had
on my podcast and she was listening to my
podcast and it's a construction company.
And they asked her for business and she
says, I don't really have this experience.
But I know Sarah does.
And so it's funny to see how business
starts to come inbound when you've been
doing it long enough, but I'm finding
ways to stay front of mind in a way that's
not pushy or salesy or buy my thing.
It's Hey, let me help your business.
Let me have you on the show.
So finding ways to add value
is really, I think the secret
sauce in any type of success.
raul-_1_09-12-2024_120526: It is the
principle and it's also time and market.
The longer you are in market,
the more that you're consistently
doing these simple acts.
Will compound over time.
Sarah, thank you for
sharing these principles.
And just like the simplicity of the
approach, it's not super complicated.
It's very understandable, but I know
that it's a significant amount of
effort for our listeners out there.
Where's the best place for one that
thank you for being on maybe depositing
your emotional bank account and to
learn more about where you're up to.
sara-murray_1_09-12-2024_130526: Okay.
I love that.
my website is Sarah Murray.
com S A R a murray.
com.
And then, I also have a podcast,
it's called prospecting on purpose.
And we dive into a lot of these
concepts in more depth than
Raul has been on the show.
So you'll have to check out his episode.
raul-_1_09-12-2024_120526:
I appreciate that.
We'll put all those links
in the show notes at Sarah.
Thank you again.
sara-murray_1_09-12-2024_130526:
Thanks so much.
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