How do you, as a salesman, solve people’s problems? One of Zig Ziglar’s philosophies is the ultimate mentality shift that instead of trying to close the sale and get that one-time sale, make it about how to start a lifetime relationship. You have to realize that it’s not always about you. It’s about what you can do to help the other people. And if you want to get everything that you want in life, you have to help enough other people get what they want. John Nemo talks about taking a new generation of people into Zig Ziglar’s world as Kevin brings Zig into the 21st century with timeless principles that are as true in 2018 as they were in 1975.
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Kevin Harrington Brings Zig Ziglar Into The 21st Century with John Nemo
This is a very special bonus episode we have for you. We will not be following our normal format. You’re going to see why. Our special guest is John Nemo. This is not a normal episode. Normal episode would be Kevin and I are interviewing an amazing entrepreneur. Not that John is not amazing. However, we’re here to talk about a very special event coming up. A very special program that we are all part of. We’re doing a round robin mastermind hot seat extravaganza. That’s going to be the new name for it. John, why don’t you kick us off and tell us a little bit about what we’ve got coming up that’s exciting.
It is super exciting and Kevin is obviously in on it. It’s the Secrets of Closing the Sale Master Class. If you’re at all a fan of Zig Ziglar or even the people that he’s inspired, the Seth Greene’s of the world, the Kevin Harrington’s of the world. Kevin, I need to know how and where did you get started with Zig? How did you fall into that world?
First of all, it’s going to go back quite a few years because I was just senior in high school in 1975. That’s the year that I graduated in high school, Cincinnati, Ohio going to an all-boys Catholic High School. I wrestled and had great teachers and I loved it. His first book came out. I was at scrunch for the Napoleon Hill and then when Zig Ziglar came out, Napoleon Hill was before Zig and then I got Zig. These were transformational times for me as a young student. I was an entrepreneur because I had a little business going at the time, but it was motivation at that particular moment.
I don’t know many high school seniors that pop in a Zig Ziglar tape after class. You were wired differently then. What kept you going with him though? What was it about the lessons that really engaged you especially at a young age?
When I was 15, I started a driveway sealing business. Then my senior year of high school with great motivation, I started a heating and air conditioning business. Right from a part-time company you were a full-time company. I was very motivated. I was a salesman and I would knock on doors. I remember knocking on twenty doors in a row in a neighborhood and everyone’s very nice to me but said no. They weren’t necessarily slamming the door in my face, but when I got done with all twenty, virtually everybody was like, “Get off my property,” almost but in a nice way.
When I got involved with Zig’s philosophies, he was a problem solver. As a salesman, how do you solve people’s problems? That was ultimately the mentality shift is that instead of trying to close the sale and get that one-time sale, it was like, how do you start a lifetime relationship? When I then would go to people’s house, I would show them how, what I was doing was going to save them. I grew up in Ohio and I seal driveways and that there was water that got in those cracks in the wintertime and it froze. It would triple the size of the cracks. I was there to solve their problem so that when springtime came, they didn’t have this big issue. The way that Zig went about selling became my mantra in selling also. I just loved everything about it.
That’s an incredible thing of how timeless this stuff is because he got started in the ‘40s, ‘50s, ‘60s. Kevin, what two or three of the core takeaways or lessons learned, and you’ve mentioned one already, but that have always stuck with you to timeless things that are as true in 2018 as they were in 1975?
It always goes back to the core belief Zig had, “If you want to get everything in life that you want, you have to help enough other people get what they want.” That was his big thing. He had different stories that he did, but the water pump was one of his big ones. You’ve got to prime the pump. If you don’t put something in, you’re not going to get anything out. That was probably one of the most powerful things that I got from Zig is that it’s not always about you. It’s about what can you do to help the other people. In fact, in my world dealing with inventors and product owners, I always took that philosophy as someone would come in, they have an idea, they have a product and I’d be like, “Maybe we can do a deal and let’s talk about it, but if we can’t let me tell you how you can go do this deal.” I tell them how they could go raise money and how they could go get a factory to put up capital, the manufacturing, and the lawyer that maybe do the patent work. This is what you can do.
You don’t necessarily need me at this particular point. Then they come back to me a year later. It’s all ready to go or some new product. I treated them fairly and I was helping them then things would always come back. I found out in the 37 years I’ve been doing this, I get phone calls from people that the last time I get a project for them was 22 years ago. They’re remembering all the success they had and who they bring in their next project too. That’s one of the core things that was so powerful with zig is the long-term relationship that he established with people and clients and in the process of connecting with people.
Those are writer downer nuggets. Secrets of Closing the Sale Master Class, can we talk little bit about what is that and what you’re doing to bring Zig back into the 21st century because we haven’t gotten to that part yet? That’s what all of this is all about.
At the end of the day, Zig passed away. He touched 250 million people in his life. I’m talking one-on-one and events and big crowds. He would speak at 10,000 people and to get motivated in events, all the old court and events he did. He was just an unbelievable master at getting out there to the masses. When he passed away and the family, the kids, they were there with all these assets of thousands of hours of tapes and videos and dozens of books and in literally ten plus languages. They said, “We need to take the legacy of Zig Ziglar to the next level.” They said, “Zig never did social media, let’s put them on Facebook,” and 4.5 million people are now following Zig Ziglar on Facebook.
We ended up partnering with some of these assets and the sales assets is our starting point, Secrets of Closing the Sale. We’re taking all of the greatest assets of all of Zig sales life and compiling them into a twenty-hour masterclass. All in the internet that people now who never met Zig are going to have an opportunity. I’m bringing this alive. It’s me and Zig. I talk about how these closing techniques that Zig used are still relevant now and this is how I’ve used them myself and how you as a modern-day salesperson or marketer can be utilizing the Zig Ziglar philosophies in your life and in your sales career also.
I’ve got to ask one more question. There was a Paterday on Saturday Night Live at one point of Natalie Cole doing duets with all of her dad’s dead friends with her singing and them slicing in the image of somebody else. Since you bringing Zig back to life, are there future plans for Kevin does courses with all of the late dead gurus?
We are bringing a Hologram of Zig on stage with me. We’ve got all the technology we’re doing the rotoscoping and all this crazy stuff. I’m going to come on stage and I’m going to be talking with Zig and Zig’s going to be giving his story’s right there live onstage in holographic form. I want to have Natalie with me but it will be Zig and I. For the time being, I’ve got my hands full with Zig Ziglar because he’s got literally thousands of hours of content. When you look at the content he’s got, some of it applies to all different types different industries. If you’re a car salesman, there are certain things that are going to apply for you. If you’re in the insurance business because Zig did segmented the sales process. There are a lot of mothers and women out there in the marketplace that are also in sales and even if you don’t have a full-time job in sales, the mother has to get to the PTA and get them to buy into her ideas too. Selling is everywhere you go. It’s part of our daily lives.
One of the things I’m excited about to see how you put this together. Kevin, just talking with the Ziglar team is splicing in some never before seen or you can’t find it anywhere else type video of Zig. Were there any thoughts as you were helping them put this together? Any scenes, any memories that you were just like, wow, I forgot about this one or this is one that’s going to blow people’s socks off. Anything like that behind the curtain you can preview for us.
I’m going to be careful not to expose too much in our program, but that was in the bolts. They found a program that Zig had done for corporations that had salespeople that was a $100,000 program. This is a program that we have taken and we’re digitizing and remastering and bringing it to current quality standards plus the holographic content that we’re going to be creating. We’re taking literally, unless you work in a corporation that purchased this, the masters have not seen it. I’m going to leave it there because I’m not going to give anything that really highlight it out.
When I was fifteen years old, I was knocking on doors. These are some of the techniques that applied then. Just to give you an example, in his book, Secrets of Closing the Sale, which was one of his most popular book, sold over a million copies, which is huge and dubbed in many different languages. I was in Brazil recently, São Paulo. Down there, I met a guy that said, “I’ve got Zig Ziglar dubbed in Portuguese in a twenty audio tape series that I listened to still to this day.” We’re going to be doing this on a global basis. In fact, we’re going to launch the Zig Ziglar Master Class in São Paulo, Brazil. We’re really excited about the global potential of Zig Ziglar and all of the assets that he left for all of us to uncover.
I love this idea too, Kevin and Seth, about taking a new generation of people into Zig’s world. If you didn’t grow up as an entrepreneurial type of person, you probably weren’t seeking out Zig or entrepreneurs, twenty somethings or whatever it might be. Maybe he missed his prime. Even as I was researching Zig when I worked with Tom Ziglar and some of those folks on different things about LinkedIn, I didn’t realize the impact Zig had on the who’s who of today, Kevin Harrington, Seth Godin, Dave Ramsey. Talk to me a little bit about that, Kevin, what that’s like introducing Zig to a new generation and what you think people’s response will be.
Mark Cuban is one of the sharks on Shark Tank, a very successful multibillionaire. We found that in one of his books that he wrote he said, “Before I had any money, I used to drive around in neighborhoods with in multimillion dollar homes thinking I’m going to live there, listening to Zig Ziglar tapes.” Richard Branson loves Zig Ziglar. You just keep going down the line of all the famous folks that he had such an unbelievable impact on and including myself. I consider Zig an unbelievable mentor for me. When he hit the masses, the big get motivated events, tens of thousands of people and he was on tour. In a week, he could see literally hundreds of thousands of people. You start doing the math and that’s how it got. Literally, he touched hundreds of millions of people, young, old, rich, poor, many people that started on the poorer side and became more successful obviously as time went.
Well, we greatly appreciate your time. We’re super excited for the Secret of the Sale master class. John, I know you’ve got a long list of questions. Why don’t we squeeze in one more before we let Kevin go?
Biggest takeaway, biggest thing in this course that you’re excited about sharing, Kevin, without giving away the fun, without giving away all the best stuff. Give me something you’re excited about.
Number one, Zig, it’s been years since he was with us here on earth. I hung out with the family. I’ve had so many discussions and meetings with them and I said, “This isn’t about me, about Kevin Harrington. This is about Zig Ziglar because Zig is the master.” What we really are hoping to do is also connect back to some of these folks whose lives that he touched. In my world, I say that one of the most powerful things in my world selling as As Seen on TV guy is magical transformation. Zig magically transformed me into a much better salesmen. This is what Zig get for people and for their lives. He magically transformed people’s minds into a better mindset, into a more motivated mindset, into a better salesperson, into better closing techniques, but also not just making the sale. This is the note that I’ll finish on is that he didn’t sell people. He enrolled people into a lifetime relationship.
I believe that his goal was to connect, solve a problem, enroll them and not just make that a one-time sale, short sided. Maybe there’s a commission, but if it was not the right deal or too high pressure then the relationship wasn’t established. At the end of the day, I think Zig Ziglar was the greatest at that long-term relationship selling and having the aspect of helping people. If you want to get everything you want in life, just help enough other people get what they want in life. That was Zig all the time.
John, Kevin, thank you so much for joining us.
Thank you, John. Great to be here with you. Thanks, Seth.
About John Nemo
WHAT I DO: Since 2012, I’ve helped Business Coaches, Consultants and other professionals all over the world leverage LinkedIn and Webinars to generate leads, add clients and increase revenue.
HOW I DO IT: I provide “do it yourself” online courses, 1-on-1 private and group coaching and written materials that help Business Coaches & Consultants discover how to generate more business for themselves using LinkedIn and Webinars.
WHERE YOU’VE SEEN ME: I regularly blog for and have been featured by national publications, podcasts and organizations including:
💡 Business Insider
💡 Entrepreneur On Fire
💡 Inc. Magazine
💡 Social Media Examiner
💡 The Business Journals
💡 The Huffington Post
WHO I WORK WITH: I’ve personally rewritten and optimized the LinkedIn profiles of A-List Entrepreneurs, Bestselling Authors, Business Coaches and Consultants including:
⭐ Chris Brogan
⭐ Bob Burg
⭐ John Lee Dumas
⭐ Mari Smith
⭐ Tom Ziglar
⭐ Dan Miller
⭐ Jairek Robbins
⭐ Ray Edwards
WHAT OTHERS SAY:
🗣 “When it comes to LinkedIn, there are pretty much three people I listen to, but only one has ever dropped new business right in my lap the way John Nemo did. You know me. I don’t recommend people lightly. John Nemo is worth your time. Jump on this!” – Chris Brogan | New York Times Bestselling Author, Consultant & Speaker
🗣 “John Nemo took my LinkedIn profile page and ignited it in a way I hadn’t seen done before. After witnessing John’s expertise up close and personal, it’s easy to see why he’s been crushing it on LinkedIn the past few years. Simply put, when it comes to LinkedIn, John Nemo is the real deal. Can’t wait to share more of his LinkedIn knowledge bombs with the rest of Fire Nation soon!” – John Lee Dumas | Host, Award-Winning “Entrepreneur on Fire” Podcast
MY BACKGROUND: Author of 7 books, former Associated Press Reporter, Award-Winning PR Director and Social Media Consultant, Talk Radio Producer.