Unlock Business Brilliance with Mitchell Levy

Episode Transcript
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(00:01):
This show is sponsored by DN tenInsurance Services, helping businesses get the right
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Denten, you're giving back on aglobal scale. Hello all, my entrepreneurs

(00:22):
and business leaders, and welcome tothe Michael Esposito Show, where I interview
titans of industry in order to inform, educate and inspire you to be great.
Hello all, my entrepreneurs and businessleaders, and welcome to the Michael
Esposito Show, where I interview titansof industry in order to inform, educate

(00:43):
and inspire you to be great.My guest today is a two times TEDx
speaker, including the twenty eighth mostpopular in twenty twenty one, an international
best selling author of over sixty books, a soified stakeholder centered coach, and
an executive coach at Marshall Goldsmith's onehundred Coaches. After interviewing five hundred thought

(01:11):
leaders on Credibility, he published aseventh country international best selling book, delivered
a powerful ted X on humanity,created courses, and created the Credibility Nation
membership community, to help those live, learn, and surround themselves with others

(01:36):
on the credibility journey. Please welcomeGlobal Credibility Expert Mitchell Levy Michael, thank
you now, Titan. No one'sever called me a Titan. I don't
think I'm going to accept that thattitle, but thank you for having me

(01:56):
on the show. Well, Idon't think you could turn it down.
I mean, after reading your bioand all the different things that you've done
in your experience so far in life, is you're a Titan man. I
mean, you're you're living out inSilicon Valley, You're you're working on consulting
with with really large businesses, You'reon stages, you're you know what,

(02:23):
I take it back, I tellyou so. So here's the cool part.
If you're listening to this audience andyou're an entrepreneur, I'm sitting at
my desk, so I went toGoogle. If you're at your phone,
you bring up a browser and yousay definition of Titan. So I'm gonna
read it a person or thing ofvery great strength, intellect, or importance.

(02:45):
So maybe one of those things willwork. But I feel more comfortable
versus the definition I thought Titan wasso Michael. This is one of the
fun things in life is we oftendon't communicate with each other even if we're
speaking the same language, because wedon't have a common understanding of the language.

(03:06):
Right. So, so now thatI've read the definition of titan and
how you explain me, okay,I'll say, okay, thank you,
I'm honored. I love that you'reright because definitions are very very important and
understanding what things mean, because youknow, we talk about this too with
expectations, right, It's like,you know, I might think that I'm

(03:28):
providing the best value to you onsomething, but if I don't know your
expectations, I might not be providingany value to you. So it's kind
of very similar in terms of that. But yeah, you've done some incredible
things. You're still doing incredible things. I love. The other thing about
you know what you're doing is you'vealso adapted to the changing social media environment.

(03:50):
You know, someone like you who'vewho has written books and done courses
and done all these great things,could could just say, you know what,
I don't need TikTok, But yousaid, you know what, TikTok
is hot, and TikTok is what'spopular. I'm gonna get on TikTok and
I'm gonna be there, and soI think that adaptation is tremendous. I

(04:12):
really would like to start because there'sthere's so much that you're you've done already
and that you're continuing to do,and I think that we're going to lead
into that. And I think thatthis intro about you, about all these
different parts of your life is stuffthat we're going to unpack as we go
along. So stick with me inthis journey, everyone, and stick with
with with with Mitchell. Here inthis journey, I'd like to just go

(04:35):
back into time for a second,ground you a little bit in this tightened
mindset, ground you a little bitand and learn a little bit about who
are you? You know, where'dyou come from? How did you get
to Silicon Valley? If you couldshare a little bit about your background with
us, about your journey through lifeand what got you to maybe your first

(04:58):
stage. So I'm going to sayyes, and I'll start that. And
for somebody who's listening, why wouldyou want to listen? So let me
give you that too. So myprimary focus is on credibility, and it's
although that's not the words Michael useson his website and in the videos that
he has to introduce himself. That'swhat he's talking about, authenticity, integrity,

(05:23):
saying, having the intent and commitmentto do the right thing. So
throughout the interview you'll learn different nuggetsthat helped me on my journey. Towards
the end, what I want tobe able to do is have you understand
this is something you could do yourself. This is places you can learn,
places you can go. We havedefinitely tools assets approaches, either self help

(05:46):
as you mentioned through the credibilion Nationcommunity, or I've got the Ultimate Credibilue
boot Camp or even upcoming depending onwhen you're listening to this. We do
a monthly webinar. One of thenext ones is using chat cheapt in your
business. Now, let me letme say that again, using chat cheap
cheat cheat TP credibly in your businessanyhow. Tongue twister. All right,

(06:13):
So go back, Let's see whoam I? You know? Uh born
on the East Coast. UH spentmy younger days and don't remember many of
them in uh elementary high school inNew Jersey. And we were poor,
right, We were single mom,three kids, school teacher, salary,

(06:40):
so we were hot or below thepoverty line, and I never knew it
a right because Mom was cool.Mom. You know, we we did
stuff that that as kids was amazing. I can't remember exactly, but I'll
say Tuesdays might have been hot dogsand Wednesdays were sloppy Joe's and you know,

(07:00):
we just but it was consistent,and kids like this level of consistency,
and we could look forward to ourTuesday or Wednesday or Thursday meals and
those were the days when I haveI have a son now who's twenty five,
and I couldn't imagine when I waswhen he was eleven twelve doing what
my mom did, which was okay, see you when the sun goes down,

(07:25):
so you could have dinner and havecompletely no idea what I was doing
it, where I was going,right, that completely no idea. So
the as I've been thinking about it, and one of the things you mentioned
is you know your desire to doa ted X. Part of the benefit
of doing a ted X is itfocuses you, forces you to come up

(07:49):
with true stories, come up withan idea warsharing, not a marketing idea
war sharing. I believe that mostof my life, I was following other
people's cookie cutter approaches and delivering marketingideas. Were sharing, right, and
that's what we're trained to do ourentire life. And and for me,

(08:11):
as I was putting together the firstted AX, and I've done two so
far, and both of them haveunraveled, not necessarily on purpose, but
they've unraveled my ability and answer thisquestion for you right now. And I
would say the first time I wasthinking about the word integrity was around the
time when my parents got divorced andI was nine and Dad was and most

(08:37):
of the time I just call himbio dad because he wasn't really my father,
but Dad was the type of personwho he didn't know either. My
parents were young and tried to dothe helicopter like weekend weekend thing as a
dad for a little bit. Andso integrity to me was like, what's

(08:58):
the father and what's their responsibility?Because and I was an angry kid because
I don't think he was living upto that expectation and I couldn't. I
didn't know how to vocalize it aswe would often say as an adult or
in a nice way, So Idid it through anger. The second time

(09:22):
on integrity, and I didn't reallyknow. So I've always been this guy
when I started businesses and things Iwas doing, and I'm going to finish
this and then come back to likehow I got to Soilken Valley. I've
always been this guy that one ofmy taglines early on in my life was
say what you do and do whatyou say right, because so many people

(09:43):
do that right or actually, somany people don't do that. They say
what they do and they don't dowhat they say, and that's the classic
definition of integrity. I ended upwith my mom, got remarried, and
the her third marriage was the personwho I would call Dad, and he

(10:03):
died a couple of years ago ofbrain cancer. An amazing, amazing man
that said, I never really hada male mentor growing up. And so
when I graduated from B school,so I went to college undergrad I went
to University of Miami, I uh, and then I went to graduate school.

(10:26):
I went to the College of Wiriamand Mary and the Actually, it's
a good story of University of Miami. So I'm going to put that here.
If we come back to that,let me know. Okay, So
when I graduated from the College ofWiuriam and Mary I ended up doing work
with. Now I take that back. I'm going to tell I'm going to
do this story. We'll do well. You know. I'm happy that you're

(10:50):
going to go to the Miami storybecause I got to tell you I actually
made a little note here University ofMiami. Because of the pause that you
took when you said it, Icould tell that there was something there that
you want to share. It wasa good story there. I'm excited to
hear it, I would say.I would say when I think about when
my life started, there's glimpses ofwhen I was young, but I think

(11:15):
my life started when I entered college. Like my awake life, I think
I might have been sleeping or youknow, sleep walking in my younger days.
And University of Miami is a lotof people there. At the time,
it was known as a party school. Some people may still call it
that today. It's a beautiful location, beautiful people, and I ended up

(11:37):
in my first semester making friends withtwo beautiful women, which, man,
if we had social media today,I probably could find a yearbook somewhere and
maybe find them. And I madefriends with them, and what they thought
was fun on a Friday night wasgoing to the library. And so because

(11:58):
I hung out with it, Iended up doing really well in school.
And it was just the fact thatthat was important to them, it became
important to me. And my firstsemester I ended up getting two b's in
the rest days. My high schoolwork were c's, maybe d's, maybe

(12:20):
b's. Don't know if I couldeven draw the letter for an A,
you know, in high school.And and I ended up the second semester
I got one B the rest days, and then for the rest of my
college career was always and so Iwas. I was active in Ultimate Frisbee
in the I think the first twoyears of school I was on this,

(12:43):
you know, did the student councilstuff at school. And it turned out
when I graduated, I believe therewas about three thousand people in the in
the business school. Maybe it wasa little bit more, I don't know,
but because there were so many,they didn't walk everyone across stage,

(13:03):
and the dean picked one person toaccept the diploma for the business goal.
And because I had three b's,that meant I wasn't the Valle of Victorian,
and normally the val Victorian has pickedand he picked me instead, and
because it was sort of maybe thewell rounded thing, right, I don't

(13:24):
I didn't know exactly. And itwas fun, you know, it was
I really had a great time there, and I think it was what I'm
gonna say is I was open forthis serendipitous moment of meeting somebody who brought
me to a certain area, whobrought me in a certain way, and
this was these two women, andif I should probably spend time and really

(13:46):
try to track them down because theireffect in my life has been pretty profound.
And so I went to Europe forthis summer, spent two months there.
One of the fun times I rememberwas it was actually two and a
half months. Got a urol pass, and I remember having visited in like

(14:07):
sixteen countries or fifteen countries and andbeing I think in Amsterdam at the train
station and say what's next, andthen having a choice of going anywhere,
and that level that freedom was superpowerful. Got got back, got home
and when I got home, Momsaid something to me. Now this was

(14:31):
this was before cell phones, right, So you imagine if you're a parent
and you don't know where your kidis, for typically we might I might
have called once or twice, butyou know, very expensive. You don't
know where your kid is for twoand a half months, right, That's
like I can't imagine that in today'sworld. Right. So so when I

(14:52):
physically I got home, she showedme a letter I had in the mail
from the College of Williamond Mary andthe letter was a half a tuition fellowship.
Now you already already accepted to geta a full I think it was
a full tuition fellowship at the Universityof Miami one year of school, but

(15:16):
it was a working one. Ihad actually worked fifteen hours a week or
something, which, by the way, in retrospect wouldn't have been a bad
thing, but for me that theidea of work in school didn't play.
And so on the drive down fromI think my my parents were living in
Philadelphia at the time, So wedrove from Philadelphia to Miami and stopped at

(15:39):
the College and William and Mary alongthe way, which is in Williamsburg,
Virginia. And it's a beautiful campus. Now, one of the problems is,
and I'm going to offend every Virginianif you're not born in Virginia at
the time and didn't want to stayin Virginia. You were considered an outsider.
And if you're outsider, you justdon't fit in. That is opposite

(16:03):
from universal Miami melting pot, likeyou just you just fit in because you're
there, right, And so Iit was beautiful campus, drove to University
of Miami, checked into the dormsand I said, you know, I
should call the dean from college whowe're marrying. Just tell him what happened.
And so I called him up andI said, hey, listen,

(16:26):
you gave me this half toition fellowship. Joe by the campus loved it.
I'm actually checked in the University ofMiami, but you know you offered a
half tuition fellowship. I never responded, is this still open? So he
said, hey, give me aminute or two. Came back and he
said, yeah, Mitchell, notonly is it open, but we want
to make it a full tuition fellowship. And yeah, this is me negotiating.

(16:51):
You know, at twenty two,I go, I know that's interesting.
I like, that's amazing. Soyou know the problem is I only
have a year to do at Universityof Miami and that I get to life
and you have two years. Isthere anything you can do about that,
and he said, I'll take us, I'll take a semester off, and

(17:11):
so I ended up saying yes,and you know, so a year and
a half to go there, andso that I ended up checking out of
an unwinding universe of Miami for theNBA and going into the Hower to ware'men
Mary and and it was it wasinteresting. So, by the way,
a mistake, very interesting mistake.The difference between undergraduate and grad school.

(17:37):
In undergrad the answer is always inthe back of the book. As a
matter of fact, forty percent ofwhat you're gonna you're gonna get on your
final exam, the professor typically tellsyou in the first day of class.
Just think about it for a second. You're you're a university professor. You're
excited about who you are, whatyou do. You if you still love

(18:00):
teaching, you're going to talk aboutall the things you're going to learn in
class. Well, if you takecopious notes. I seem to be one
of the only ones who did that. The teacher gave forty percent of what's
going to be in the final examin that first session. Okay, So
then you go to the College ofWilliam Mary MBA program, and what they
need to teach you is the answersnever in the back of the book.

(18:23):
And so I happened to in myfirst semester be in the same classroom with
first years and second years, andthat caused a little bit of tension because
it took me a little while tofigure out that there isn't really an answer
in the back of the book.One of the people who ended up becoming
a male mentor for me was aprofessor there, and I talked about him

(18:48):
in my first ted X and it. He ended up having a theory about
stock market investing, and one dayI think was two amusing using uh I
think it was SPSS or SAS,I can't remember. I came up and
validated his theory. And that's adifferent story of like the details of all

(19:11):
that stuff. But he was excited. Two weeks later, I had started
writing the paper at go into hisoffice and I go, hey, I'm
excited about being published. I startedwriting, you know, here's what it
looks like. And as I go, you interested, we got to do
this together. Where do you wantto do it? He goes, oh,
no, we're not going to publish. You know, like disappointed right

(19:33):
away, and he goes. Itook that research, I brought it over
to Colonial Mutual Fund, and Igot a job deploying that and I'd like
you to come with me. Sosubsequently, that's how I got to Boston.
And what was interesting is he turnedout to be hedonistic, narcissistic and

(19:59):
taught me all these yucky things abouthow to deal with people and how did
you teamwork? And so first malementor was not I guess you could technically
say the first male mentor was mywas my dad, and that was some
negative things like what really integrity shouldbe. And then and then this the

(20:19):
second one, my my UH collegeprofessor turned boss, who just all about
him and your employees are servants toyou. And yeah, it gave me
a lot of really bad I realizedthat it took me thirty six years to

(20:40):
unlearn all the lessons. Now,I didn't learn that until the second ted
X And that was a great opportunityfor me to learn. And so I
ended up in Boston. I onlyspent a year with UH with that with
with with my boss before I wentto State Street Bank at Stay Street.

(21:03):
One of the things I was soreminded of is, I created the first
South African Free Mutual fund. Thisis when they was still apartheid. And
it was around that time I endedup meeting somebody and we'll just say I
met somebody super cool who two monthsafter I met her ended up moving to

(21:26):
California, and six months after thatI ended up following her. And thirty
five years later is today, andwe've been happily married for thirty three years
or thirty yeah, we've been yeah, so thirty six years later is today,
right, And so that's what broughtme to Silicon Valley is that my

(21:49):
girlfriend, although technically she didn't wantto be boyfriend girlfriend because she was leaving
in a couple months. My girlfriendmoved to California, and it surprisingly she
moved fifteen minutes California is a prettybig state. She moved fifteen minutes away
from my parents, who had movedfrom Philadelphia, so my mom's third husband,

(22:11):
but the person I called dad andmy mom they were fifteen minutes away.
And so even without meeting my girlfriendand now wife, that they loved
her because I'm you know, she'sthe reason that brought me to California,
and I ended up finding a jobwith a startup firm because I thought,

(22:36):
hey, listen, I'm going toSilicon Valley. The streets are paved for
gold. I just have to goto any startup and it's going to be
great. And I realized that notall startups. As a matter of fact,
most startups don't make it. Andif you look at a business model,
if in this particular firm, thethree tenants of the business model,

(22:56):
only one was realistic. The othertwo weren't realistic at all. So they
lasted for about a year and thenand then it went to my parents for
advice. You know, I like, what do I do? And and
the great advice I go to abig company. If you go to a
big company, as you move aroundto different divisions, hey you'll get to

(23:18):
meet a lot of people. SoI got to really create a great network.
I was at Sun Microsystems for nineyears. I was able to create
a great network, and I wasI was able to find what I really
fell into and loved. Right.So when I left Son, I was
running the e commerce component of Sun'ssupply chain, which was three and a

(23:41):
half billion, and it was duringthe dot com days. And so I
will I will stop at the startof the entrepreneurial side of me was nineteen
ninety seven, is when I whenI became a entrepreneur. You're looking at
my garage and been working out ofmy garage since since two thousand and uh

(24:04):
and I and that's where I've starteda ton of companies and had a lot
of fun. I want to justmake sure that people can get a visualization
of your garage because this podcast ismostly audio, not video, although you
can find it on YouTube if youare listening. By the way, but

(24:26):
he has a you would never knowit was a garage. In fact,
you would think it's the living roomof most houses with this wood wood panel
cabinry behind him, and he's reallycool statues and mirrored I guess, wardrobe
closets of sorts, and a beautifuldesk and all of his Fedoras and books

(24:48):
behind him. So this is thisis not and I can say all of
my Fedorian books although the film,although my books are in some of those
cabinets because I've I've run four differentpublishing book publishing companies. We published over
seven and fifty books. So behindthe cabinets or some of the inventory,
yeah, I mean, so thisis not your typical garage. Everybody,

(25:12):
let's just make this clear. What'scool is that while we're in your garage,
it's not you know. What's what'scool is that while we're in your
garage, is we don't realize it'sthe garage. So is the floor a
concrete floor? Did you? Didyou also make a wood night? Oh,
it is a concrete floor, Sothat's wild. No, no,
no, no, I'm shaking myhead. A great question. You're the

(25:32):
first person ever that's good question.So this the what happened during the dot
com days? I'm going to askyou that question. You know it's not
concrete. It was, it's it'sgot it. It's harder to tell us,
tell us that dot com days,don't worry, but it was.
It's got plush screen carpeting and theyhad to even out the floor. What

(25:57):
ended up happening is I when Iwhen I left some Microsystems, I started
out by saying, hey, I'mI'm going to be this strategic consultant helping
companies deploy e commerce in their business. Now, this was before IBM spent
a billion dollars changing the name frome commerce to e business. So what

(26:19):
I was talking about was what wecall todae business. Actually in today we
call it normal right, But atthe time, companies were not recognizing that
the Internet was going to be transformational. As a matter of fact, as
I'm going around, I was thatguy that went to CEOs of VP of

(26:41):
ops just talking about the transformational natureof the of the Internet. I was
physically walked out of the offices oftwo companies because and for those that are
on radio, I'm going to putmy double fingers, my double cultes up,
because the Internet is just a fad, right, And so one of

(27:03):
the things I ended up for thosethat I've been around long enough, there's
a conference called Condex. It wasthe largest IT conference in the world in
Vegas. At the time it wasreplaced, it was bigger than CS.
It's now been replaced by CS theConsumer Electronics Show as the biggest and Condex

(27:25):
went away. So I ran fourconferences for contexts. I was running four
different executive business programs for Soak andValley Universities during that time. But there
was the one I created was calledthe the E Comference Management Program, and
it was learning how to incorporate theInternet to your business. Three months training,

(27:45):
five thousand dollars. We ended uphaving people from around the world fly
into Soacon Valley and spend time withus so they could learn this new technology.
And there was a company that wantedme to essentially do executive coaching with

(28:06):
with executives firm from Japan and theygo, hey, Mitchell, we like
to have you take somebody probably betweenfour to five months. We want you
to teach them how to think outsidethe box and have them go through your
program. And so the I won'tactually say the specific numbers, but when

(28:32):
I went to my wife and Isaid, hey, honey, I'd like
to charge this amount, she laughed. And because of her laughter, for
some reason, when I went toquote it, I was I quoted almost
double and the client said yes sofast I realized I left money on the

(28:52):
table. So this was towards theThis was in the two thousand time frame,
and I do have an interesting entrepreneurialstory that I will mention regarding the
San Jose State University. So I'llput that plugging around. And so what
was interesting is I then it's aroundtwo thousand and we actually were having construction

(29:15):
done for the house, having thehouse and was perfect. Timing was just
about the time we were planning andI said, hey, you know what,
we don't really have a good officeto put that person, but if
you'd like to pay for it,I'll build an office and they could come
in and use it. And sowhat you're looking at for those who see

(29:37):
this is twelve thousand dollars in inwhat a client paid for to put in
wooden cabinets, wooden desks, evenout the floor, you know, and
not you know, it's been acouple of years since the year two thousand.
I've been using it ever since.That that is, you know,
you talk about being an entrepreneur,right, I mean, isn't that the

(29:59):
entrepreneur old spirit to say, hey, look, you know, if,
if, if you'll pay for it, we'll do it, you know,
I mean. And I also lovethat you brought the number to your wife
and she chuckled at it. I'minterested in that chuckle. Was it?
Was it a chuckle of that's toolow or that's crazy high? And what
are you thinking? Oh the latter? All right? She thought it was

(30:22):
out of my mind. It's It'sincredible though, right because we as so
I'm going to speak to the speakingbusiness and the coaching business and and even
and a lot of services that don'thave a specific price model. So just
to kind of make a good contrasthere, uh, my insurance company we

(30:42):
have we have insurance rates and it'svery clear. So it's a service industry.
We we have it. We offera service of meeting with our clients
and quoting and doing an insurance programand everything. But we have rates that
we go by, so we don'tset the price. We just have the
rates. Whereas our service industry thatwe're talking about here in terms of public
speaking and coaching and all that,there's no set rate. You can have

(31:06):
a coach that goes out and says, I'll charge you thirty dollars an hour.
You could have a coach that goesout and says, I'm gonna charge
you seven hundred dollars an hour.There's no set rates, but it's really
what you believe your worth based offof your value and based off of your
experience. And then that's wonderful,right, It's like that's all good,
And I really want you to riffon this, Mitchell, because there's that

(31:29):
there's that piece okay, good thatputs you in a bracket. But then
there's what can I actually ask for, which is what you did in that
meeting of all right, she chuckledat that number, but I'm gonna go
double and and by the way,I still under charged apparently, right right,
And so there's a mindset shift thathappens there that I would love for
you to share with with everybody aboutthat mindset of saying, hey, you

(31:52):
know what, I'm gonna go doubleand I still under charge. And by
the way, I will say toyou that seven hundred dollars an hour is
low for the coaches that I hangaround with. So just that, just
so you can increase that your numbernext time. Right. So, because
it's not about time, right,Here's what you got to think about is

(32:15):
what impact. So so for menow as an executive coach, one impact
can I have with the person I'mworking with? And does it matter if
that impact comes in minutes or hoursor you know, the bigger the person
you're working with, the lesser amountof time they have. So fine tuning,

(32:37):
you know something that may generate uhmillions, tens of millions, billions
if you're if you're coaching somebody andyou put an extra billion dollars on the
bottom line with a very simple ideathat most people have, but for some
odd reason, this person may nothave thought about, well, what's that

(33:00):
worth? Right, So you haveto ignore the ignore the craziness. It's
really the value that you get,you know. For me, when when
I work with somebody, it's I'vegot this really cool foundation of credibility that
I end up building and I'll bewe'll talk about that a little bit,

(33:22):
and it's it's the person I'm realizingthat I'm working with realizes that I'm not
there for me, I'm there forthem. And if I'm there for them
is to encourage them for them tobe there for themselves. And that's a
really interesting model because we pile thatin and they see it, something happens,

(33:46):
something really magical happens. And soin terms of what's what are you
worth in terms of your energy,it's not about I don't know, at
the end of the day, it'sit's not about dollars. Depends on,
you know, the value and theperception of that value. During the dot
com days early on, sharing informationwas valuable. Hey I add some information,

(34:07):
let me tell you about it.Here's some ideas, here's what you
can do let me tell you aboutit. In today's world, information is
almost ubiquitous, right, So goingout telling people how to do stuff is
really not relevant to me. Themost relevant stuff is showing people how to

(34:31):
do stuff, or doing things withpeople where you get to learn new things,
or opening up an opportunity, seeingwhere two industries belong together that weren't
together before. So it's it's actuallymuch more active. Just sharing information isn't
as relevant these days, right,It's it's for your in your your particular

(34:53):
case. You just created a salesmastery course, so it's not just hey,
this is cool, let me masterthe mindset of sales. It's actually
going out targeting the right audience,helping to walk people through and then helping
them afterwards make it happen. That'swhere the real value is. What's that

(35:15):
worth. Well, in one industry, it's worth a certain amount. In
another industry, it's worth a significantlydifferent amount. So it's worth what because
the salespeople, the ASP and thecommission rates and the ten ninety nine's of
every salesperson. That's different in eachindustry. So depending on the average of

(35:36):
the industry you're in, you chargea different amount, right, Yeah,
you know, I really like thattoo, and I like how you talk
about fine tuning the process for thedifferent executives. I think we forget too
on how valuable time is, andso we think that by offering more of

(35:57):
our time that that's going to bea value to them. In other words,
saying, hey, I'm going togive you. We're gonna meet three
times a week an hour an hourevery session, so therefore three hours a
week. And quite honestly, toyour point, these CEOs three hours a
week, they're going wait a second, where am I finding three hours a
week. I need to meet withyou for half an hour a week at
the tops, and you need tobe able to help me with my business.

(36:21):
So it's very I love that aboutfine tuning. This skill is that,
Yeah, some entrepreneurs, we're gonnasit some time and we're gonna brainstorm,
we're gonna talk about things, we'regonna listen to your things, we're
gonna work through different scenarios together.But there are certain entrepreneurs who are who
are moving at the speed of lightand they need to just say, here's
what's on my mind. Let's tryto figure this out. And that fine

(36:42):
tuning comes in and really really movesthem forward. And you've done this countless
time. Amount of times you startedtwenty businesses in Silicon Valley, and I'm
sure that number has grown since thisbio was written here about you. And
I'm very interested in this starting ofbusinesses. I'm interested in how you were

(37:05):
able to get that momentum started andhow you were able to leave them in
a place to where they were profitable, or even if they weren't, but
leave them in a place where atleast you felt comfortable. That's a great
question. So give you a story. I was thinking I should go back
and tell you the San Jose Statestory, but that'll be one of the

(37:28):
businesses. So let's talk about that. So when I first started back in
nineteen ninety seven, I had advicefrom a friend who said, hey,
Mitchell, in order to make sureyou established maintain your credibility, you have
to do three things, or atleast one of the three things. You
need to publicly speak, you needto be at a university teaching, and

(37:58):
you need to write a book.And so you got to do release one
of those three things. Because that'sa base case for you, know,
whoever you are going forward and ofcourse, I'm an overachiever. I've done
all three and I've written over sixtyfive books and published over seven fifty so
I definitely took that one to anew level. So I was teaching at

(38:20):
San Jose State in their professional developmentAt the time. They were paying one
hundred and ten bucks an hour,which was actually good money, but my
consulting rate was significantly more, andI had run out of time. So
when it's time for me to moveon, here's what I often do.
I never quit. I always sayhey, listen. Not that I had

(38:43):
the time, but I said Ihave to do more or I'm going to
have to do less. Right,So the thing goes, Mitchell, why
do you create a professional development programfor us? I did. I didn't
expect that. I'm like, oh, because you know, listen, You're

(39:05):
an entrepreneur. You gotta listen.Somebody says, here's a need you gotta
listen. So what I'm really goodat is going all right, let me
let me think about that. Let'sget back to you. By the way,
this is where the salesperson comes in. Let's put a time on the
calendar three weeks from now. Sadtime on the calendar. Right. Three
weeks later, I come into theroom and I go, here's what we're

(39:28):
doing. I'm gonna create a programcalled the e Commerce Management Program. We're
gonna start off in nine months fromnow, so that is the fall term.
That's typically when you start stuff thatsounds right to you. He goes,
yeah, that sounds right, hegoes. I go, I'm gonna
start with thirty courses. Here's theoutline of the courses and what we're doing.

(39:49):
And I've already I've already lined upa bunch of people to speak.
I will help them speak. Well, I'll pay them. And here's the
thing. I don't want you topay me anything. I know you've been
paying me in the past. Ijust want twenty five percent of the door.
So Dean came back and goes,yeah, listen, we need to
pay just for liability reasons. We'llpay the teachers directly and laughed at me

(40:15):
because nobody ever created a program thatwas that was successful enough that he was
just thinking, no, I don'thave to pay You're going to build the
program. I don't have to payyou, no problem. And you know,
we took an over two million dollarsof revenue and then and then of

(40:36):
course, because teachers are not reallyGod, I shouldn't say this, but
most academics who are full time academics, they're there and there, they don't
really have a good handle of reallife. And so the thing that's interesting
is he was very unhappy paying mea half a million dollars and never even

(41:00):
thought once that he wouldn't have onepoint five million dollars if it wasn't because
of me. Right, It's kindof just an interesting thing. So that's
you know, sometimes by way,that's a different series of issues you have
to deal with, right, peoplewho feel entitled because of who they are
and what they do. So theprogram was amazing, and what I realized

(41:28):
is there is such a need insociety that we just need to have structure,
and I ended up having. Ifyou think about any event, I
want to put it into four differentcategories. So anything we do in life,
you've got the person who's the bankwho funds it, your financial advisor.
You have the person who focuses onlogistics, how do you make sure

(41:51):
everything happens? You? Oh,the person who focuses on marketing, and
then you have the person who focuseson content. So A generic model for
me, Michael, is when I'mworking with somebody, if one of the
two parties is grabbing two of thethings and the other party is grabbing the

(42:12):
other two things, and we havea fifty to fifty split and we create
a product. So most of thecompanies I'm working with, there's somebody who
I loved and I got hey,we should co create a product together.
We co created a product, andwe picked up our first client. So
I'm just going to have the audiencethink about for a second before I answer

(42:32):
it. When do you think wedo the first contract? So what I
want you to think about is thetime we do the first contract is after
we finished working with our first client. Like, huh, Well, listen

(42:55):
if I where so many entrepreneurs justfall on their face. They spend so
much time talking about what the theoreticalworld would be and how to structure things
and how to work with somebody else, and let's pay money for lawyers to
have this iron clad contract in place. And you know, you may never
find a client, or if youhave a client, you may decide you

(43:20):
don't like doing this, or youmay decide you don't like working with a
person you're working with right, Soguess what happens any client deployment. At
some point in time, the stuffis going to hit the fan. You've
got to recognize that the person youwant to work with is somebody who answers
the questions in the room to theclient when they're screaming and yelling in the

(43:44):
same way you would when you're notin the room. That's the person I
want to continue working with. Andso typically a new business is one in
which I find somebody who I man, we got to really do this together.
Let's try it. Yeah, insome cases we do stuff we never
acquired the first client, never hada contract, didn't need to. That's

(44:06):
not a business. The business isthe point in time. It's technically after
the contracts place and you got yoursecond, third, fourth client, that's
when you got a business. Doesthat makes sense? Yeah? I actually
love that you just said that.I actually have experienced that in the past,
and I think that that's what holdsup a lot of businesses and entrepreneurs.

(44:29):
And you did that. You highlightedthat in that they spend so much
time spending their wheels and forget abouteven the expenses of accountants and lawyers and
everything, but just the time thatis spent spinning the wheels of well,
who's getting this share, who's gettingthat share, how does this look,
how does outlook? What's my cut, what's your cut? We've got to
outline this, We've got to outlinethat. And by going through that process,

(44:51):
and I've been through that process multipletimes, at the end, at
the end of it, we're going, you know, do we Well,
the nice part about this is sometimesyou figure out if you even want to
work with the person. That's oneof the nice that's I will say that's
one of the benefits of doing that. But at the end of it,
if it is somebody you want towork with, you spent a lot of
time putting something together. And thenhere's the next part, and I think

(45:12):
you kind of talked about this too, is well, you know, one
of the things you said is youdon't find a client, all right,
you got nothing, But then youfind a client and everything goes out the
window because it doesn't even meet thecriteria to the structure. And so you
spun your wheels for a lot.And I didn't think about it the other
way that you just mentioned there.So I'm really happy you brought that up
of Hey, you know what,why don't you figure out if you want

(45:34):
to work together first, put sometime together, start working on the business
a little bit, get a client, and then you could start structuring.
I really like that. I thinkit's a really great way. It's kind
of like goes into I've brought thisup on the show before, of messy
action, of just kind of let'sjust take action. Let's just see what
this looks like, and then we'llfigure it out from there. And like,
look, if we don't see eyeto eye on it, then we
part ways and we keep moving.And I really really like that, and

(45:58):
I think that that speaks to whyyou were able to start so many businesses.
The other thing I like that youbrought up in there is co creators.
More often or so often we findentrepreneurs I'll say I'm one of them
right now where it's by myself.I start a dent ten by myself,
I'm owner operator running it. MichaelEsposito at Wink, I'm by myself.

(46:22):
I'm owner operator running it. Ihave a lot of people who play a
big, huge role in helping mein the creation in all of it,
but I don't have co creators,and I think in the co creator there's
so much collaboration happening. There's somany great things happening that it kind of
relieves you, as the solo businessowner, as the entrepreneur of some of

(46:45):
the stresses. You have somebody tolean on. It relieves you have some
of the duties that maybe you're notstrong at. There are some things,
there's certainly a lot of things I'mnot strong at operations. Logistics is one
of them, and it would benice to have a co creator who actually
can pick up the slack there.So another really great tip that you brought
up there in terms of starting abusiness is if you can find a co

(47:07):
creator who can compliment your weaknesses andyou can complement their weaknesses, then obviously
you can start a ton of businesses, which I think is just tremendous.
So you are called mister e Commerce, and I think I figured out why
you were called mister e commerce.I'm interested in in your in your your

(47:29):
book business another great place for usto talk about. And you know,
for me, I I am anaspiring author. I talk about this very
frequently in the podcast. I'm suremost of my audience is going Michael,
you've been talking about it, whenare you going to freaking do it already?

(47:49):
And a lot of it is prioritization, so I always I always talk
about it here because I'm like,I'm gonna do it. I know I
am, and when it comes out, I expect every one of you listeners
to go out and buy a book. But let's talk about you and your
publishing businesses and the books that you'vewritten. How have you what has been
your process in writing books, ingetting started? And you know, why

(48:12):
don't you take it from there?Such an open ended question, so I
know where I'm going to go.So let's talk about what I'll do.
I'll give you a little bit ofcontext of who I am, what I've
done as a publisher, how itrelates to what I do with credibility,
and then Michael will talk to youabout the title of your book and just

(48:34):
so you could see the experience rightAnd then more importantly, as we're talking
about the title of your book,that's not relevant until we know what you're
going to use the book for.You know, I love this, So
we'll be doing a little hands onwork together, so listeners you could play
along. I'm sure Oh, absolutely. All the processes that you and I,

(48:55):
Michael, you and I will dotogether is relevant for the audience.
Cool. So the first, justso you have context, I've got four
different publishing companies, started in twothousand and five, and we have published
over seven hundred and fifty books.Personally I've written I think it's actually sixty

(49:16):
five, but I have to countevery now and then. And the model
that we have now, so letme tell you who we're attracted to.
Business professionals wanting book credibility. Fivewords, business professionals wanting book credibility.
That's who we're attracted to. We'relooking for the business professional who's successful.

(49:39):
They know what they're doing, theyknow what they deliver, so it could
be a product or a service,and they're interested in using the book for
more speaking gigs, more consulting gigs, more product sales. That's a good
fit for us, right. Wedon't want to do the unless it's part

(50:00):
of what's going to help them domore speaking gigs, do more product sales.
Right, it's it's the So essentionally, what we're talking about is the
person who's doing the book as thedoor opener, as a many people call
it the business card, but it'sthe door opener that opens the door for
the next leg of what they're doing. For instance, if sales and the

(50:24):
sales mindset's the right thing for you, that's what the book's focused on.
Right. So just the thought andthe thing that's interesting is is at this
stage, book publishing is democratized.I mean, everything about book publishing is
available for anyone to do. Right. So, Michael, if today you

(50:47):
wanted to create a book, theeasiest way to do is start asking a
bunch of questions from chat GPT andhave chat GPT help you publish a book,
go to any one of the selfpublishing platforms and put it out there,
and then you got your book.Simple, just time right for us.

(51:08):
Let me tell you what I do, which is different is when I
work with the author that I workwith. Typically, what will happen is
I'll make a promise. My promiseis six months from today, we will
have an asset which is in essenceyour core purpose. So the name of

(51:30):
the asset will be focused around whoyou are and how you want to show
up in the world. And you'llhave the title of your book which is
showing your core core purpose. You'llbe a international best selling author in six
months, and the amount of timethat I need to extract from you is
ten hours over that six month period. Doesn't mean you can't spend more.

(51:51):
But if you give us ten hours, we can deliver and my team will
spend three hundred and ten hours.So if you're an entrepreneur, you're always
making that decision enough time and money. Right, If if you've got a
lot of time and not a lotof money, you do it yourself.
You know, if all of asudden you've got so many things in your

(52:13):
life and lots of money is available, or enough money is available, then
you're use that money to buy time, so you can actually buy time put
time in your life. Now.I often look at people and they go,
I got to write this book.I've always wanted to write it,
And I'm like, great, pleasedo That's a hobby. So you want
to separate anything that's not a bookthat's being used to help you close more

(52:35):
business in the future is a hobby. Now, potentially you're hot. Sometimes
people have the hobbies that make money, right, But in today's world,
the as a business person, youdo a book for one or two reasons,
it's it's going to be something that'sgoing to help you close more business
in the future, or it's ahobby and it's really okay to spend time

(53:00):
writing book because it's a hobby,right. And so once again, if
you have money and you you don'treally have the time, and you have
the money, that's a good prospectfor us. And the first thing I'm
going to do is I'm going tosay and we're going to jump a little
bit fast forward into what I docredibility, well back into what that is

(53:20):
later. I'm going to ask youyour The term I like to use,
and I've done this now with overone thousand people, is I want people
to articulate the who and the whatso who they serve and what pain point
they deliver or what pleasure point theydeliver. I want people to articulate their
purpose in ten words for us.And so when I I'll do a fast

(53:45):
forward, we can do a littlebit more later. I interviewed five hundred
thought leaders on credibility. In ninetyeight percent cannot articulate who they serve and
how they serve them in ten wordsfor us, even after being prepared,
you know, knowing they're going toget that question. So so Michael,
let's talk about you for a littlebit. This concept I have, it's
called a seapop your customer point ofpossibilities and it's in essence in ten morderal

(54:09):
loss. What is that area?What is that focus for you? I
mentioned to regarding books, I mentionedfive words business professionals wanting book credibility.
So typically starts with who you serveand then what is it that you're either
pleasure point or pain point? WhenI look at myself as executive coach and

(54:31):
then secutive coach is an interesting words. It's both coaching and I've got a
consulting piece of it, the perfectclient. I'm attracted to CEOs who don't
fly like eagles, right, SoI'm putting a pain point in there,
because if I just say the pleasurepoint, you look at my websites at

(54:52):
the moment it says CEOs who flylike eagles. I like that. I
like thinking positively, but that doesn'tattract those people who don't. Yet,
what do you mean I don't flylike an eagle? Tell me about that,
and then I can go into moredetail talking about who I am,
what I do, what we'll dofor the company, i'd CEOs who don't
yet fly like eagles. Right.So for you, Michael, who do

(55:15):
you serve? Who is that audience? And you've got a couple of businesses,
right, you got the insurance businessand you have the speaking podcasting,
But who's your audience? Yeah,and I would say thank you for that
question, by the way, Soyou know, let me just make a
few things clear for our listeners hereand also for you. So we have

(55:36):
DN ten insurance services and that audienceis very clear, right. That audience
is people who need insurance. It'speople who own a home, people who
own a car, own a business. I have a family and need insurance
for those things. So that's prettysimple, and that's not what we're talking
about here. But for Michaels PositoInc. It's not as simple. Michaels

(55:59):
Posito Inc. Has as you justmentioned, we have the podcast, we
have the speaking business, we havethe coaching business. So it varies depending
on the audience. But what youdid touch on is the sales mindset mastery
program that we just put out,and that one is pretty specific and so
we could stay there, and thatone is where I do believe it meets

(56:22):
the criteria of everything that you justbrought up in what you just said about
about your publishing company. And soin that criteria, what we're looking at
of the people that we serve areI would call them executives leaders, And
so let's stay with executives and leaders. They could be in sales, but

(56:45):
really anybody who's client facing, right, so we'll keep it to client facing
who are flying below the radar?And you said, who are You're talking
about CEOs who aren't flying with theother eagles, And that's essentially what flying
below the radar means for me isthat you know they were hired because someone

(57:05):
saw some really great potential in them. Someone saw them as an eagle,
someone saw them as somebody who canreally create an impact in their company.
And yet three months, six months, a year, two years later,
they are hiding from management. Theyare doing just what's expected so that nobody

(57:27):
sees them. When we say flyingbelow the radar, that's what we're saying
here, or that's what I'm speakingto is you're making sure that you're doing
just enough to not get fired,just enough to keep your paycheck, but
you are doing also just enough tonot be seen and where management might come
in and say, hey, weneed a meeting, we need to talk

(57:49):
about this account. What's going onhere? You just want to just cruise
same, So that would be thebe the ideal client tele got it?
Have you closed a lot of businesswith it yet or not yet? Well,
I wouldn't say a lot of business. But what I would say is

(58:10):
that I would bring the whole Michaellisp Posito Inc. Into this In that
I would say that we speak toaspiring leaders. I would think that our
audience here are probably a good mixof leaders already of entrepreneurs and business leaders
who and executives who are looking toscale, which is wonderful, and they're

(58:30):
on their path up. And that'swhy I say this is kind of like
very challenging to do the entire michaelsZito Inc. Business. But to your
question, I would say that wehave a ton of leaders who are looking
to scale and that's why they're listeningto this show. And then we have
those who are aspiring who are ina stage where they're like, I don't
know yet what I want to do. I'm not sure if I want to

(58:51):
take the leap. I'm not sureabout this promotion and they're in that position,
and so therefore I do get clientin terms of coaching clients where we
go through those models together of whereare you right now and where do you
want to go and then let's tryto figure out figure out the path for

(59:12):
you together. And so I findthat then on the workshop side of the
business is working again with in thispart, it's working with business leaders who
are in the financial industry more specificallyand working with the leadership team on being
able to refine their skills, theirpublic speaking skills and order and presentation skills

(59:38):
in order for them to present tomanagement in order for them to present to
clients and future clients of everything theyhave going on. So I would say
yes, but not as specific towhat the sales Mindset mastercourse is fascinating all
right, By the way, it'svery cool. I'm glad you uh you

(01:00:00):
said that, and and I'll saywe will continue our conversation and see what
we might be able to co createtogether. Oh cool, love it.
So this is this is like afun coaching podcast episode here that we're having.

(01:00:21):
This is fun. So if you'reseeing me and you're just listening what
I do when I when I'm inthinking mode, is my my eyes go
to the top of my head becauseI'm I'm looking to I'm a visual thinker,
so I'm I'm visualizing a whole lotof opportunity in different ways. And

(01:00:44):
and so let's let's create a commonlanguage for a second. In today's world.
I think this was always true,but it's we were somehow taught this
was not true. In today's world. Everyone's a leader. So whether or
not you're leading other people or you'releading your own life, you have a
choice to lead your life the wayyou want to. Right, nobody's an

(01:01:07):
aspiring leader. You just are aleader. You make choices, that's you
leading. You just common language.Everyone's a salesperson. From the time you
were born and you started crying toeach step along the way your sales.
You're selling right. We somehow havedenoted that word to be a negative word,

(01:01:30):
but you're selling right. And theother thing is we're all looking for
We're always looking for that magic answer, that magic formula right. And a
lot of times we're taught by we'retaught a magic formula by someone we actually

(01:01:53):
trust, no love, We're taughtthat magic formula from potentially our parents,
our grandparents or bosses, and we'retaught something that I'm going to say may
not always be credible, but itworks. So you're taught to do it
right, you know, I know, I know you're it's not really this

(01:02:15):
is what people say. I knowthat's not really in line with your integrity.
But if you do it, you'regonna close business and make more money.
Now, some people say yes tothat. Some people don't. Right,
as long as it's in the insurancefield, as long as you're just
don't tell them that part, theydon't need to know about it, right,
And it's out of integrity for somepeople, right, But if your

(01:02:37):
boss tells you it's okay, maybeyou think it's okay. Right. So
what we're often doing in life iswe're looking for the jack and the bean
stark being. We're looking for thatmagic formula. So basically, you know,
we're leaders. We're all leaders,and who we are, we all
have to sell, we all haveto market. By the way, we're

(01:02:59):
marketers as well. And in yourexample of what client facing leaders do,
you're talking about the fact that theydo just enough. Well, just enough
isn't going to be just enough,right, that's that's another way of saying
quiet quitting. Doing just enough isquiet quitting, right, And then everyone

(01:03:21):
wants to ensure success, whether that'swith the I or the E. Right.
So what's interesting to me is Iwant to give you one that works
for everything. I'm going to putit in Chat as well, and then
I'll share it. And obviously Igot something else already in Chat. I

(01:03:42):
was going to I'll do this otherone. There's a link to an upcoming
webinar I'm doing. I'll put thatin chat too. But here's kind of
what I'm thinking about for you.It's the audience you serve as client facing
leaders. Now, if you havean MLM and you're just starting in your

(01:04:02):
multi leader, it's not yours.Even you just decided to join somebody's MLM,
you fit your client facing leader.You've made a decision that this is
how you want to do work goingforward to make money. That's okay,
it's barring somebody else's models and formulas. You know, if you're the CEO
of the company, you're a clientfacing leader. If you're not, you

(01:04:24):
don't have a company. Right.So the interesting part for me and I
just wanted to play around with theE slash I client facing leaders ensuring success.
I think that covers everything because whathappens when you get a C pop

(01:04:46):
think about this as the who andthe what? Who do you serve client
facing leaders? What do they want? Either what pain point do they want
to satisfy or what pleasure point canyou help bring them to? And and
depending if it's the E or theI, uh huh, it's a little
bit more pain point and pleasure point. But that covers all the products you

(01:05:09):
have. Yeah, kind of aninteresting twist on words. Yeah, and
so when you're saying so, you'resaying insuring versus ensuring, right, Yeah,
in insuring versus insuring, whether II ensuring or insuring with the E
en suring. Yeah, it's veryinteresting on how that that can play out.

(01:05:33):
So what's what's fascinating to me iswe have to think about how to
say it, how to how todo that. But to tell me more.
When I said who you were andyou put yourself in buckets, that's
to tell me more. Somebody says, hey, that's interesting. So if
so, what I want to sayis, I'll step back for a second.

(01:05:55):
If we take a look at theworld today and What we've been taught
we've been taught for formula is thatall have a credibility flaw in them.
We've been taught Simon Sinox. Whywe've been taught the value proposition, We've
been taught the USP, the uniqueselling proposition, we've been talked to thirty
second pitch. All four of thoseformulas have a inherent credibility flaw. Should

(01:06:24):
ask you what it is? Doyou? I'm waiting for you to tell
me, go ahead. They allstart with the the word either I or
we. It's about you. Evenwhen somebody says who are you, they're
not actually asking you who you are. They're truly what they mean to ask

(01:06:46):
is who are you in relation tome? And how can you help me?
What can you do to help me? That's what they're asking, even
though they say who are you?Right, because that's what's in it for
me? We know that what's init for me. So credibility has ten
values associated the definition. It's thequality of people trusting, knowing, not
knowing of, but actually knowing you, trusting, knowing and liking you.

(01:07:13):
And one of the core elements,one of those core values is being a
servant leader. So if you're credible. Who do you serve because you're a
servant leader, and as a servantleader, are you addressing a pain point
or a pleasure point? And that'swhen somebody says, somebody walks up to

(01:07:33):
you and say, okay, likeyou could you can imagine some some really
brumpy old guy, who are youand how can you help me? Right?
Answer them? Right, I'm attractedto client facing leaders ensuring success.
Right when you know who they are, you could use the E for insuring

(01:07:57):
or the I for insuring and makean make different things right. Let's say
you're doing the eye for insuring.Right. Hey, listen, I got
to call a couple of parts ofmy business. One is helping people understand
the fundamental thing that we all needto do, and that's to sell.
Got a sales mastery program, andI teach financial professionals how to actually show

(01:08:18):
up better in their space so thatas a client facing person they are better
or who they are and what theydo. If I'm on the client side,
there's so much insurance that we needin so many different ways, and
I just don't I don't oversell,I don't understell. I just help my
client understand what they need to ensurewith the eye who they are and how

(01:08:40):
they make sure that they're set andthey have a good place in life.
Right, that's your tell me more. Now, you don't memorize. Here's
what's interesting when you know your cpop it. It's the frequency of the
words that represent you when you're sayingyou're telling me more. You don't have
toze that. You just need toknow your frequency, what words represent you.

(01:09:03):
Everything you said, Michael was clientfacing leaders, ensuring success. Everything
you said was all about that.That's your frequency. Right. And by
the way, I can't tell youthat. You have to feel it.
You have to wake up in themorning and go, oh my god,
that's it. Right. If that'sit, you now have a North store.

(01:09:24):
Your North story allows you to makedecisions and demonstrate behavior that's in alignment
with your North story. If youcould take those decisions, your behavior and
share them both synchronously and asynchronously whatyou do in person and what you do
in your social media presence, inyour when you're not in the room,
your podcast, everything else you do. If you can do that, then
you show up in the world incrediblywith authenticity, with clarity of messaging,

(01:09:50):
with all the things that is whatyou do as well, but with all
the things that are important for peopleto go, hey, I want to
work with Michael Esposito. I lovethat you said, too, and I
think this is such great wisdom.Words of wisdom for our audience to hear,
is that it's your frequency and justgoing to elaborate on that very quickly.

(01:10:14):
For everyone. So often, andI'm sure many leaders that you work
with and people that I work with, especially in the public speaking space,
they get hung up on memorizing thoseten words, as you said, get
hung up on memorizing their elevator pitch, their one minute pitch and all those
different things, when that's not thekey. Those are guidelines, those are

(01:10:38):
frameworks, those are structures in orderto help you identify what your frequency is.
I love that you use that wordfrequency because it's you say it one
time and it's like, oh,that sounds cool, that's awesome. But
when you say it ten times,twenty times, one hundred times, five
hundred times, eventually it doesn't soundawesome anymore. And it's because that frequency

(01:11:00):
has been tuned out. It's beentuned down by you, and it's going
to be tuned down by them.So it's all about, like you just
said, staying in the integrity ofthose ten words, staying into the message
of those ten words, and sharingthat with the person that's asking you,
and sharing that in your elevator orin your one minute pitch. It's that
frequency, it's that energy, thevibration, all of that coming out in

(01:11:26):
those ten words or in that minute. That is what you're talking about,
which I love that you just broughtup, Mitchell, and that I want
everybody to really understand, is thatwhen you're giving your pitch, when you're
doing your little B and I morningbreakfast pitch or whatever it is, recognize
the energy that you are bringing.Recognize the vibration the frequency that you are

(01:11:46):
on, because that is what peopleare walking away with. They're not walking
away with the ten words those arewonderful. They're walking away with the energy
you brought that helped them realize whatthose ten worres words are. So Michael,
I'm going to say yes and yeah, I love that one hundred percent
and sink. The end is simplyif you can actually articulate four or five

(01:12:16):
so it's less than ten words,less if you get a customer facing leaders,
ensuring success. Five words. Thoseare all words that come out and
what I want you to think aboutso that you can keep If you're doing
a b an I thing, here'swhat's fascinating, and you got fifteen seconds
or thirty seconds, start with thefirst five seconds that you want people to

(01:12:39):
remember. That's that is the I'lldo it in a different way. That's
the playground you plan. Yeah,and oftentimes if people are not used to,
if we don't, if at somepoint in time people say what's your
seapop? And then you could justanswer it directly, right, what's your
seapop? Client facing leader is insurancesuccess for me CEOs who don't yet fly

(01:13:02):
like eagles. Now, if you'vebeen given fifteen or thirty seconds, then
you say, oh, let metell you what that means. Right.
So what you're thinking about, though, is what's the playground you play if
somebody's thinking of referring you and youplay in a particular playground. Remember in

(01:13:25):
our Agreen Room conversation when we firststarted, I go, you know,
when I'm talking to somebody, thereare three categories. They either are a
referral partner always my first thought process. They're a potential client or they don't
really care. Now, I guessthere's four categories because there's also this opportunity
for a co creation partner, right, But that's so few I don't even

(01:13:49):
think about that. Although the lastevent I went to, I went with
a goal of coming up with twoco creation partners and two referral partners.
The fact that I'm may end uphaving picked up four clients as irrelevant.
That's not what I went there for. Right, So for you, you
know, or anyone who's listening thatthe thing that's really fascinating is how can

(01:14:13):
you say something in five seconds wherepeople go, Hey, I'm interested in
myself, or I have a friendwho's interested, Right, have a friend
who's interested. Right. Client facingleaders ensuring success. Let me tell you
what that means. And then yougive thirty seconds on on what you do
on allowing people to be sales masteryfolks, Well, you want them to

(01:14:38):
remember client facing leaders. I gota client facing leader who's struggling at the
moment. Oh wait, I gotit. I gotta recommend them to mind.
And I love this going to thefive words and the ten words and
doing that because we go back towhat we were talking about earlier about refining
our skills, refining our coaching,refining what we're saying, because you know,

(01:15:00):
it's like that that old statement thatwas set and I can't remember if
it was Abraham Lincoln or it wasone of the past presidents. I believe
that was quoted on saying this isI would have written a shorter letter if
I had more time and write,because that means that you've really put the
time and effort into it. Right. So so now let's go back to

(01:15:20):
your original question, Mitchell, tellme about your book process. Yeah,
how do you feel about by theway client facing leaders ensuring success? How
does that feel for you? Itfeels it feels great. I mean it's
it's like you said, and there'salso the and to be able to add
to it. So I like it. It's it's right in line with me
and my integrity. So I'm withyou so far. All right, So

(01:15:44):
now that we got there, areyou ready? Yeah, that's the title
of your book? Okay, Right, So what do I do when I
work with clients? We do thisfirst. I want to make sure it's
in alignment. We won't act youdo anything till like tomorrow when you wake
up in the morning. You gotto see whether or not that feels that's
in alignment with you. By theway, it feels like it's in alignment

(01:16:06):
with you. I want you toI'm going to talk for a second.
Then I want you to share itout loud, right, And I just
think I think we should just sayinsuring success, and we have to figure
out how to play with it.Right. So what happens is you and
I sit down for an hour andwe bang out a table or contents,

(01:16:27):
kind of simple. I have totell you the table contents and the book
itself will work for every product lineyou have, even showing insurance. This
book will work because you know there'sall these requirements that you're an insurance guy
of what you can say and notsay. You're not going to say anything
about returns or success, right,You're just going to turn you know,

(01:16:50):
client facing leaders. And then Iwould do I would have the e insuring
success right, and then and onthe book cover itself, you could do
a little little arrow that points toan eye, right, but you don't
have to talk about insurance with theeye. You have to talk about how

(01:17:12):
humans can insure success. M kindof it's interesting. Table contents to be
pretty easy. Kind of reminds meof I forget his name, but I'm
sure you'll know the author and whoI'm speaking of, the gentleman who has
the book series NOBS Marketing, noBS, Time Management, no BS.

(01:17:33):
Right, you know who I'm talkingabout. I do, but I don't
remember name, so I'm going togoogle it. Yeah. I downloaded a
few of his books, really reallygreat books. But they're very similar to
what you're saying here and following avery similar structure in each of them to
where you're not really it's kind oflike he's got his formula and that's Dan

(01:17:53):
Kennedy stuff. That's right, Yep, Dan Kennedy, That's exactly who it
is. He's got his formula andhe's just applied it to all the different
genres. Michael Gerber also did thatwith the the what's the cool myth?
The myth guy? That's right.He did it with the E myth.
He did it for the insurance industry, which obviously I read that one,

(01:18:13):
and he did it for several otherindustries and again following a very similar like
you said that, you know,it's it's a success model. It's a
model following the model of success ofwhat what did I do right the first
time, the second time, thethird time, and just kind of replicating
that for every industry is what hedid. So I can see that happening
here. So I love it.This is cool. So you're so,

(01:18:34):
what do you say it? What'syour I'm gonna just say what's your seapop?
And just start with client facing andand don't read it, just feel
it. So what's uh so,Michael, what's your what's your seapop?
Right? So client facing leaders insuringsuccess? Hmmm. So for the listeners

(01:18:55):
who who are impaths, right,you could feel the energy and it was
just slight. He's still in hishead, he's running the program and all
this stuff, right, But dude, that the hair on my arm stands
up when somebody speaks their frequency.And even though it was a little bit
more from your head than your heart, I still felt the tingling on my

(01:19:19):
arms. Yeah, right, prettyand I and I felt the tingling in
my arms. I gotta tell youtoo, same thing here. And you
know what, probably where you sendfrom the head too, and is you
know when we're doing these these shows, there is a performance that comes on
a little bit. So, uh, you know, looking at the camera

(01:19:40):
and speaking into the mic, andso that kind of you know what I
what I want to say to thatis, for all of our multitaskers out
there, there's no such thing asmultitasking. There's no such thing. You
are you are, you are.You are dividing your time between two things,
or three things, or four things. You are not multitasking. So

(01:20:01):
one, so something is losing abit of energy. And so while you
said you could feel the energy,but there was still a little bit of
ahead. It's because I was dividingmy time between that energy that was real
and the camera and focusing on makingsure I delivered the message clearly. So
uh, but yeah, I feelit's I love it. It's great.

(01:20:23):
So here's what's interesting. The Ifeel what we just did together in your
show. It's just some of themost fundamental, basic and simple things we
can do. We don't. We'renot taught this way. We don't do
things this way. This is itcan't be that easy. You can't like
you could. You're probably saying yourself, Yeah, I know I'm on the

(01:20:44):
ear and I'm recording, but itcan't be that easy. Up, Michael
trust me. When you wake upin the morning and you iterate your seapop
and it just pops out the nextdecision you make, you now have a
new compass to make that to decisionon. It's really interesting. It will
help you with your the north storeof your decisions. It will help you

(01:21:09):
with your behavior. It will helpyou in terms of Okay, do I
need to make an update to mywebinar, to my web pages, to
my Oh let me let me lookback at the course. Wait, does
this really fit everything that that's reallyme? What next do I need to
do? So? So for me, what's interesting is I could tell you

(01:21:32):
something that I realized and I knowI should have known this forever, but
I haven't. So I when Ifinished doing the research of five hundred thought
leaders on credibility, I ended upwith a life purpose. I thought I
was doing it to get a book, you know. Napoleon Hill interviewed five

(01:21:53):
hundred people, Thank you, growRich Mitchell Levy interviewed five hundred thought leaders
on credibility. I'm going to doa book. It's actually called Credibility Nation,
right, And about eleven months intothe twelve month series is when I
got my life purpose, and thelife purpose is represented in my second TEDx.
The tax is called we are losingour humanity and I'm tired of watching

(01:22:17):
it happen. And that's the onethat was the twenty eighth most popular and
the most simple thought process is ifwe do nothing more than be humane to
each other, and how do wedo that? We do it by being
credible or actually, let me sayit the other way. Sorry, if
we do nothing more than be credibleto each other, we will be more
humane to each other. Right,So what's interesting? I got this life

(01:22:43):
purpose and one of the quotes thatcame out of Life Purpose I wrote it
my book. I I included inthe TX is credibility is a journey,
not a destination. So Michael,you're not going to write the book,
and like life changes, your bookis just one asset of everything else you
do. The podcast just one assetand everything else you do. Right,

(01:23:06):
And So, although I knew that, although I say that, it was
literally about a week or two agothat I realized that I'm still practicing all
the marketing cookie cutter stuff that otherpeople have taught me, and that credibility

(01:23:27):
is I don't want to shape Hey, come to me, and I'll teach
your credibility. I want to say, go to Mic Esposito and you will
learn not just how to be asales mastery, but how to have credible
sales mastery. Right. So forme, it's credibility needs to be a
verb, not a noun, andI need to co create and co partner

(01:23:51):
with other people to help deliver.So, for instance, I've been playing
around with chat GPT as a publisher. You got to play around with chat
GPT as I human. If you'renot using whether or not you want to
call it artificial intelligence or computer learningor whatever it is that you want to
call it, if you're not usingit, it doesn't mean you're going to

(01:24:14):
be replaced. What it does meanis those peers of you today, those
peers of you today, those peersof yours today that are using chat tepet,
they're going to replace you. Right. So I'm I said, hey,
this is about four or five daysright before I went on the event.

(01:24:35):
I just came back from I go, yeah, you know, I've
got enough of a knowledge. Don'tknow if I call myself an expert,
but I definitely have expertise. Iwas at a networking group where people had
me sit down and I had Iwalked four people through how to make chat
TPT work for their scenarios. I'mlike, okay, so I just put

(01:24:56):
on LinkedIn. You look at myprofile where you look for I'm doing.
Now, probably do this once amonth. Got to partner in mind by
guy been naming Lucas Rout and we'regoing to be doing a one hour webinar
and using chat GPT for your business, you know, incredibly using this tool
to help you with your business.And and then you know the goal of
that is to get people to bringthem in. You know, it's the

(01:25:20):
acquisition, bring them in just tohave them see who we're on, what
we do, and and then tobring them to the next level. And
the thing that I do, Michael, it's the ultimate credibility boot camp.
So now let's apply the ultimate credibilityboot camp to you. Now that you
have your seatpop, right is wehave a one hour course anyone's interested,

(01:25:41):
We have a one hour course ofhow to articulate your seatpop. It's powerful,
it's and it's asynchronous. You don'tneed me in a room for that.
Now that you have your Seatpop,Day one, of the Ultimate crediblity
boot campus. How do you showup in a room and you just you
just are that? I know thatsounds crazy. Most people when you say
who are you? What do youdo? They talk about all the different

(01:26:03):
audiences they talk to, all thethings they service. Dude, client facing
leaders right the way, that's thefine. It's client facing leaders, right,
And then they talk about all thesedifferent businesses they run. I got
this business here. In this businesshere, client facing leaders insurance success,

(01:26:24):
whether it's through insurance that they needfor themselves individually, or whether it's learning
how best to be better at masteringsales? Right? Done ten seconds?
Right? So the day one ishow do you show up in the room
credibly? And day two is howdo you reinforce that asynchronously? Right?

(01:26:45):
If I'm going to recommend an insuranceguy, I'm going to recommend you.
I'm going to recommend you if whensomebody googles you, you show up credibly.
And if somebody googles you and stuffcomes up that doesn't make me feel
comfortable, I'm not going to recommendyou. And and so you got to
realize that when you're meeting somebody andthe most important people we meet are referral

(01:27:09):
partners, and you're meeting referral partners, and when they search you, they
don't like what they see. Theymay not tell you, they just won't
recommend you. So the boot Campbasically is a two day virtual event where
we want people to see you rightand see you how do you how do
you echo your frequency when you talkright? And then we want them to

(01:27:30):
be able to feel you when youare not actually in the room. And
so that's what the that's what theboot camp does. We do that one
once a quarter and the name isexactly Ultimate Credibility boot Camp dot com.
Very very cool. I mean,you know this, this has been so

(01:27:51):
far, so far, I wantto say because I'm not I'm not trying
to give a hook here with theben because but I want to say that
so far this has been just reallyincredible. I mean, going from your
life story, your journey that you'vegone through, you know, sharing the
drops of knowledge there with with buildingbusinesses and everything, and then of course

(01:28:14):
this like cool little coaching session thatwe just did of finding my Seapop.
I love it. I love myseapop. Man. Uh, there you're
right, because you know that energyand I just talked about it before.
It's so important when you leave theroom, right because that's what that's where,
that's where the buzz happens. It'swhere it's where the people are kind
of like mentioning your name and sayingit. And I had a wonderful PR

(01:28:35):
agent on the show not too longago, Filhemina, who's also a very
good friend, and she had sucha wonderful way of explaining what she does
in the PR world of you knowwhen uh, you know, sales is
is when you're taught talking about yourbusiness. Marketing is when people hear about
your business, and PR is whenothers are talking about to each other about

(01:28:57):
your business. And I believe,I believe that that's the way that she
said it. If not, goback and listen to the episode on Philamina
everyone, but you know, that'salso what you're saying here is that creating
your own PR is that you createyour own PR when you identify your c
pop as you name it and asyou coin it, when you identify this

(01:29:18):
and then you leave that energy inthe room to where people now are buzzing
about you and are referring business andare learning about you in a credible way.
I want to go into this credibilitybecause you talk a lot about credibility
on your website. You talk alot about credibility and your videos and in
your content, and I absolutely loveit. One of the core values over

(01:29:40):
at Denten Michael Esposito Inc. Inmy life is integrity and transparency. And
what that means to me is thatI'm always showing up as my true self.
I'm always showing up as the personI've advertised, and I'm always doing
my processes. Anything that comes acrossmy desk, anything that I do,

(01:30:02):
always goes through my integrity checkpoints.And so what I mean by that and
by the way, it makes decisionmaking very easy. It makes decision making
so much easier when that happens inthat if something is not doesn't feel like
it's in my integrity, meaning thatI don't feel that it's the right thing
to do, then I don't doit. And that's not I'm not talking
about being lazy. I'm talking aboutthings that are either legal or not legal,

(01:30:27):
things that are going to hurt somebodyor harm somebody or not harm.
Yeah, that might be the regulation. But like as you've done in the
insurance example, that might be thereason. Can you make believe you don't
see that? Well, no,I can't because that's not acting in my
integrity. And if I do itthis time, then how am I going
to know I'm not going to doit next time? And where does it
end? Right? So acting withinmy integrity is very very important to me.

(01:30:53):
And I'm saying all of this becauseintegrity and credibility, they they pretty
much are walking hand skipping down theroad. And so I love that you
focus on credibility, and I'd loveto hear more about what you do in
terms of credibility. Well, let'sI want to want to add to that.

(01:31:15):
So integrity is one Actually technically integrityis two of ten values of credibility.
Right. So the thing that's interestingabout the words authenticity and integrity is
that they don't necessarily imply what's goodfor society or good for others. I

(01:31:39):
was I was actually thinking that whileI was saying it all is that like
you could be you could be actingin your integrity as a serial killer.
Right. That's it, dude,That's exactly what I was getting. That's
right, right, And there arefirms out there who are saying to companies,
hey, we're we're going to helpyou push your authenticity. Right,
Well, what are you authentically bringing? Thank you? Thank you? So

(01:32:02):
so what what two things came outof the that I wanted to mention?
So there are ten values or credibilityand you could you know, I've got
them everywhere in so many different places. You could reinforce them by looking at
the book I created, the tedX or I've got them publicly in so

(01:32:24):
many different places. It's credibility isthe quality which you're trusted, known in
light. And there are ten uniquevalues with sort of an exception when I
first did the research the and that'sthe reason integrity is so important to you
is it's the only it's the onlyone that came up twice. And so

(01:32:47):
I'm gonna I'm gonna. I knowthat the audience can't see this, are
you to all audience can see it? Okay? So that Michael and YouTube
channel, you'll be able to watchthis. And maybe what you do is
you can take a snapshot of thatand say, hey, this is Mitchell
talking about the values or credibility.So if you look into each of the

(01:33:09):
pillars, trust no like So I'lltell you what I did. I followed
a cookie cutter approach. We knowthe word, the expression no like trust,
but it's not actually what we doin practice. In practice, the
first thing that we do is dowe trust this person to be who they
say they are and as we trustthem. So let's say I stumble upon

(01:33:31):
your website. You've got when Ihit your website one three five seconds for
me to trust that you could dowhat you do before I want to invest
another thirty seconds to get to knowyou. As I'm getting to know you,
I then am building upon the trustand I'm deciding if I like you.
So it really is trust no like. So what happened is I had

(01:33:54):
this term integrity under the pillar ofbeing trustworthy and also under the pillar being
known. And when I created thebook, so first version of the book,
when I did the ted X,I didn't I had integrity twice.
I just didn't know what it meantright. And it was about a year
after the research, and I'm deployingcredibility as best I can in different places.

(01:34:16):
And woman by the name of CherylLynn, she focuses on joy.
She says something really interesting to me. She goes Mitchell do you realize that
happiness is on the outside and joyis on the inside. Oh, love
that happiness is on the outside,joy is on the inside. Love that,

(01:34:40):
And I go, oh yeah,And I knew that was cool.
And when I woke up in themorning, I knew why. Integrity was
in two pieces. There's the externalintegrity that you show the world that's under
being trustworthy. The internal integrity isas people get to know you better.

(01:35:04):
So a classic example, I wastalking to somebody VP large company had a
boss who she absolutely adored and loved, and he had amazing external integrity,
and they want a business trip together. And at some point in time she

(01:35:24):
saw him with another woman at thebar, like a very intimate another woman
at the bar. Well, that'sinternal integrity. A marriage, by the
way, he was married, that'sinternal integrity. And when you lose internal
integrity in the eyes of the peoplewho actually trust you, you lose external.

(01:35:50):
She couldn't follow him anymore. Right, So we as you men,
somehow separate out external and internal integrity. It's so when you cheat on your
taxes, you cheat on your diet, you cheat on your spouse like these
are, that's integrity. That's wesomehow think that's okay, But that's your

(01:36:10):
internal integrity. So so credibility isreally the fundamentally it's it's easy for you
to see and show how you showup and under being trustworthy, you know,
it's that's where the authenticity comes from. That's where external integrity, that's
where being vulnerable and being coachable isimportant. Part of this show is I

(01:36:35):
asked you upfront, is hey,can we work on you? And you
know, of course you didn't askme what we were going to do,
so of course, right, thatmeans that you're vulnerable. That means that
you're showing that you're coachable. Right, that's really cool. The under being
known, servant leadership is probably theone actually under being trustworthy kind of thinking,

(01:36:58):
coachability is the most important. Butthat's just me empirically, that's not
that's I don't have stats on that. When I've done research of my audience,
coachability is definitely important under being known, it's really servant leadership. Right
now, what we've talked about whenwe talked about being a serial killer,
and by the way, you're goingto see the hole in this right away.

(01:37:19):
It's the intent and commitment. Thoseare two values to do the right
thing. The whole is what doesthe right thing mean? And so that's
not truly defined, but it's Ibelieve it's the right thing by by society.
Once again, what does that mean? And we're not going to go
there because I don't. I don'thave an answer for it yet. Right,

(01:37:40):
But it's also your internal integrity andthen under being likable, which is
really cool. It's very easy tobe likable. Right. There are two
things anyways, listening, two things. Share your stage. I call it
spreading cred dust. Share your stage, which, by the way, you're
doing right now, you're spending money, you're spending time, you're doing it

(01:38:01):
with an inherent inherent value of youlearning. But then you're also sharing the
people that you engage with. You'resharing your stage, and you're showing respect.
And how do you share respect?As anyone who sells anything to anyone,
Come early, come prepared, comewith your heart. Right, You're

(01:38:23):
want to be likable, spread crowds, ust show respect, and so credibility
is the way I'm deploying it actuallyis part of everything I do. I
don't do a book unless it's forthe right audience, the right person that
I'm working with. Executive coaching isall about once I understand somebody's purpose,

(01:38:44):
we truly understand their purpose, whateverissue, problem, whatever opportunity they want
to grab very easy. Sometimes it'sa simple mindset change. Other times it's
empowering the people that work for them, their stakeholders to be actively engaged in
what the CEO or exactly I'm workingwith does. On their credibility side,

(01:39:05):
it's finding more partners to play withwho want to just bundle in the course
that I have to articulate your SeaPop that particular course can be bundled into
anyone's programs. Yeah, Michael,I love. I'd love for you know,
before people actually go through the salesmastery, have them take the Seapod

(01:39:25):
course, right, they need toshow up as themselves like and it's not
because it's Mitchell Levey's, it's justsimply it's what came out of fundamentally came
out of the research is if wecan articulate when you meet with other people
and you feel that they're resonating attheir frequency, and they could explain it
in less than ten words, like, it's so easy to know if you

(01:39:48):
want to play with them, it'sjust simple. The boot camp. We
have the ultimate credibly boot camp.No one else is really doing it this
way. There'll be lots of peoplewill copy it, and that's great.
I'd love that. Hold on bothwhile you're while you're still speaking, because
you still got the small bubble,you're still then a small bubble pop.
Yeah, just unshare your screen.Awesome, continuing thank you, I'm sure

(01:40:09):
gotta keep going. I completely forgotyou were. You were just sharing about
the boot camp that you're doing.Yeah, so the boot camp. Actually
since we got since we had thebubble going, just for uh wrong,
wrong bubble, wrong thing, thethe slide. I want to share and
this is for for those who werelistening. I've said it a couple of

(01:40:31):
times, but let me say itwith for those who are seeing. It's
with a visual. If we havea compass in our life, which represents
this framework of who we are andwhat we do, it's to me,
that's that seapoper. If you havea compass, then when decisions come your
way, you're making decisions that arein alignment with that. You're making decisions
that in alignment with your north store. And as you mentioned, if the

(01:40:54):
north store is not credible. Iyou're a serial killer, You're gonna make
decisions that are alignment. You're notgonna be credible, but at least you
have a compass. It's not theright compass, but that that's a different
that's a different show to talk aboutthe makeup and mind behind serial colors.
The if you have a compass,if you're making decisions out of alignment,

(01:41:15):
you are by definition, demonstrating behaviorthat's also in alignment. Right. And
so what happens in the boot campis we're reinforcing that. You know,
it's a it's a one time.It's another word that I'm introducing called sea
popping. Sea popping is the activeverb of living, breathing, and being

(01:41:38):
living in that framework that is you. Right, So what the boot camp
is is is an instance of seapopping, and that is over a virtual
two day period, you're gonna learnhow best can you be living your your
framework, your purpose. You're anorth star when you both talk to people
and when you're not in the room. Incredible incredible stuff. I am,

(01:42:01):
I am. You know. Ialways love it when I have a guest
coming on and it's like I couldjust hand the mic over this has just
been an incredible process that we've gonethrough together in this show. And so
what I think in the last minutesthat we have together, what I'd like

(01:42:24):
to use is a line that Ijust heard John Maxwell use, which I
believe is part of his vocabulary veryregularly, but I just heard it is
can you land this plane for us? Because We've gone through a lot of
different ideas and thoughts here and andI really love everything that you've shared,

(01:42:45):
and so there's not one thing thatI'm hanging my hat on here. And
I actually am using that term becauseyou got your beautiful Fedora on I see
it hung on your on your onyour different slides there, and so I'm
very interested in how you might beable to kind of bring this all home
for us, of all the differentaspects of your journey, of all the

(01:43:05):
different places that you are, andhow might you be able to wrap this
episode up for us. So weoften hear this concept of the word legacy,
and we think a legacy is thebuilding that's named in our name or
the park bench that has our nameon it, and that's not legacy.

(01:43:28):
Legacy is the feelings that people getwhen they engage with you. Legacy is
who you are today and how youshow up today. We all should be
living our legacy today, not tomorrow, not planning for tomorrow, not trying
to build something for tomorrow. Weshould be living our legacy today. If
you're living your legacy today, you'llbe remembered for that. Just think about

(01:43:54):
when you're gone, what do youwant people to say about you. Well,
you've got to be living that today. And the concept of knowing,
articulating and other people being able toknow that frequency which is you. The
seapop is probably the most relevant thingyou can do. If you want to
know a little bit more about seapopping, come and join us. Come and

(01:44:15):
join us at the Ultimate Credibility bootCamp, loving the transformation that happens to
people. And then there's other thingswe can do after that, but it's
just Ultimate Credibility boot Camp dot Comwould love to see you there. One
of the first things we do isencourage you to take the seapop course,
and so most of the time Iwill give direct feedback where somebody from the

(01:44:39):
team will, but most of thetime I give direct feedback on other people
seapops because it's still early on inthe process that I'm still training my people
to take a look at it andfigure it out, and at some point
in time, I'll create a certificationprogram, a certified SEAPOPS specialist. I
love it, I love it.I just really enjoyed this episode here.

(01:45:01):
And I know that you and Iare going to be talking offline and scheduling
you for another episode because you justhave so much information and knowledge to share
with our audience. And I justask our audience members please just put either
a comment or a like or something. And I don't typically do this,
but I just want to make surethat this is all resonating with them and

(01:45:23):
maybe for our listeners, what didresonate with you from this episode? Because
there was a lot shared here todayand I know Mitchell has just I mean,
listen, written over sixty five books, and so we as a community
have an opportunity to be able tospeak and learn from somebody right now who

(01:45:44):
has a tremendous amount of experience andknowledge, and so I want to make
sure that we use our time efficientlyas we've learned in this episode here together
of when we're doing these episodes together, that we might be able to serve
you best. So please DM me, shoot me a text, shoot Mitchell
a text or a DM if you'relistening from his audience, and let us

(01:46:05):
know, you know what resonated withyou in this episode and what would you
like to hear more about, becausethere is without a doubt in my mind,
Mitchell, you just say say thewords if this, if you don't
agree with this, but there's nota doubt in my mind that Mitchell's,
you know, not coming back onthe show. You know the fun part
if you're listening to this and yougo, man, I want to do

(01:46:27):
this live with Mitchell and get myseat pop. We could do that.
That'd be a fun show. Yeah, yeah, that'd be really cool.
And that's a different show I willsay, because the show that that could
be possible on and I'll invite youto this, Mitchell and everybody to watch
and be a part of this isI do a IG live every single morning,
So I go Instagram live. Nowthis is New York time. I

(01:46:49):
know you're in California, but Igo live every single morning at eight am,
and I can make some adjustments interms of that for you. I'm
thinking, I am yeah, nowyou know what. We'll talk offline,
but I want to make I justcame back from the East Coast, so
I I if we if we hadtalked before, I would have been okay.

(01:47:10):
So let's we'll find it. Time, we'll figure that out. I
would just want our audience to hearthis and that Mitchell's gonna and he just
said it right now, so he'sgonna come on my IG live, So
pay attention on Instagram. We'll makesure that we promote it and everybody will
know. But he'll come on andwe'll do that on the live show there
and you'll be able to join inin through the comments, and Mitchell and
I will be on there and we'regonna do your c pop live right there,

(01:47:32):
so that that'll be really cool.This has been tremendous having you on.
I really really I got to tellyou, you know, ted X
is certainly somewhere that I believe I'llbe able to be on that stage by
just by being in your network andgetting to know you better. So I
really really appreciate you coming on,and I'm really excited for the journey that

(01:47:54):
we have ahead of us. Andit's in the last couple minutes here.
If you want to share for ouraudience how they might be able to reach
out to you find you on socialmedia, and of course, as always,
that'll be in the show notes.You know that I always recommend to
other people and I'll do the samething. My name is Mitchell Levy,

(01:48:14):
so that's three l's in there,and just going to Mitchell lev dot com
is the best site and then thathas links there to everything else. From
a social media platform perspective, Ispend them most time on LinkedIn. That
doesn't mean I'm not playing with otherplatforms, as you pointed out earlier,
and I'm doing that and not aseffective as I do on LinkedIn. And

(01:48:34):
I just learned a lot about TikTok, and so you complimented with my TikTok
and I'm just going to say that'sso far from where I wanted to go.
So I'm going to be learning andgrowing that as well, and I
appreciate it. So it's Mitchell levdot com and I would love to see
you guys. If you end upgoing to the boot camp as a result

(01:48:55):
of the show, let me know, and I will especially thank Michael for
that. Very very cool. Well, this has been awesome. Again,
I appreciate you coming on today.I just want to let everybody know.
You know, we talk a lotabout networking, and the way that Mitchell
and I met was through the tenX stages. We were both judges for
the Great American Speak Off, andwhile we were sitting in the green room

(01:49:15):
in the judges room, we wereall in there and I went in just
thinking, all right, I'm justhere to judge, And next thing I
knew, Mitchell was putting out comments, Hey, who wants to, you
know, do podcasts together? Whowants the network? Wants to get to
know each other? A couple otherswere in there, and and so I
want, I want to thank youMitchell for putting it out there, but

(01:49:36):
I immediately jumped on that bandwagon andstarted texting people and in that room.
So I just want to share withour audience here is that every there's always
an opportunity to meet new people andto seize that moment because you just never
know who you're going to meet.Mitchell and I both saw our names on
the calendar. We didn't know whoeach other was quite yet, and then

(01:49:56):
when we looked into each other,we were like, all right, this
is going to be a cool episode. And sure enough, this has been
a really awesome episode, So thankyou, Mitchell, and I hope everybody
was able to take Thanks for havingme and for making this happen. I
appreciate you guys. Thank you,Thank you for listening to The Michael Esposito
Show. For show notes, videoclips, and more episodes, go to
Michael Esposito Inc. Dot com backslashpodcast. Thank you again to our sponsor

(01:50:20):
dan Ten Insurance Services helping businesses getthe right insurance for all their insurance needs.
Visit Denten dot io to get aquote that's d E n ten dot
io and remember when you buy aninsurance policy from Denten, you're giving back
on a global scale. This episodewas produced by Uncle Mike at the iHeart

(01:50:43):
Studios in Poughkeepsie. Special thanks toLara Rodrian for the opportunity and my team
at Michaelsposito, Inc.

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