Weldon Long
speaker
182 appearances
1 recordings
1 series
first heard Mar 2025
last heard Mar 2025
Weldon Long’s voice in public audio — every appearance, attributed to the second.
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Appearances
Rich people are crooks and all that business.
And what we're hoping to find is having kind of an aha moment. Like, oh, yeah, you're right. My dad used to say negative things about wealth and salespeople. And, you know, we've got all these negative beliefs. And you start to see it. And then you say, well, listen, you're in sales. Are you planning on going back to install or whatever? No, I want to be in sales.
Well, then, if you're going to take care of your family, If you're going to raise your children and provide for your family, don't you think it would be helpful to have a more positive belief system around sales since that's what you do for a living? Tommy, I was in a company one time up in the northeast. I think I was in Boston or somewhere up there, way up there.
And it was this engineering company. I forget what they did. It was 15 years ago. Had about 50 salespeople, though. And so I'm up there doing a sales event. And I asked that question, what comes to mind when I say the word salesman? And there's this lady in the back row, and she's furiously writing. Like for five, ten seconds. And I'm like, man, what are you writing back there?
You seem very animated. Pushy, high pressure, lazy, irresponsible, dishonest, all these negative words. I'm like, dang. I said, what do you do here? She was the vice president of sales. And her core belief system about the men and the women that worked for her was so negative. How's that going to work? So I think like any problem, you've learned this in business and your personal life.
You've got to recognize the problem first.
Right. Oh, yeah. Listen, I went through a lot of years of my life in those prison years blaming the judges, the prosecutors, the ex-wife, her boyfriend, government witnesses, all this stuff. And then one day it hit me like – actually, I read it. I didn't really invent it, but it hit me. And it's like if all those things –
are the reason my life sucks, then all those things got to change for my life to get better. And that's probably not going to happen. They're not going to change for me. Oh, that's a good thought process. Yeah. But if I'm the problem, then I can change that, right? I have control over my thoughts and my behaviors. So that was kind of a watershed kind of turning point for me.
But I really think it's about understanding that people understand their limiting beliefs, kind of their junk in their trunk around sales. And a lot of it's tied to income. Let me tell you the greatest example – of a sales process I've ever, ever seen in my life. I learned it from a guy named Joe, and he had a little company, I shit you not, called Joe the Concrete Guy.
I lived up in a little town called Woodland Park, Colorado, which is about 30 miles west of Colorado Springs, 5,000 people, 9,000 feet elevation behind Pikes Peak, beautiful little mountain town. I lived there for about 10 years. And every day I would leave Woodland Park, you drive down this mountain pass about 20 miles, and there's a little restaurant there called The Hungry Bear.
And probably out of five mornings, at least three mornings, I would see this white Ford pickup in the parking lot that said Joe the Concrete Guy on a phone number. I used to get a kick out of it. You were talking about marketing messages and Dan Antonelli and the great work that he does. It's like, who does the work? Joe. What do they do? Concrete. It's the simplest marketing message ever.
Joe the concrete guy. So about two years after I'm living up there, I realize I need some steps poured at the end of my driveway. So I get kind of excited. I'm like, I'm going to meet Joe the concrete guy. So I get his phone number off his truck one day. I call him up. Joe comes up to my house. There's not a pretentious, pressure, sleazy bone in his body. He's a good old mountain boy.
Big old bushy head of hair, beard, T-shirt cut off from flip-flops. He was like the honey badger. He didn't give a shit, right? He wasn't trying to impress anybody. He was not some slick, pretentious sales guy. I start talking about the steps, and it turns out it's about $1,000 to get the steps done I want done. I said, that's great. I said, let's do it.
He said, do you mind if I ask you a question? I'll fire away. He says, why is your motorcycle trailer parked in the dirt and the rocks next to your driveway? It was like this dry riverbed where water would run off or snow would run off. And I parked my trailer in there, a little motorcycle trailer from my son when he was young and riding dirt bikes.
And I said, well, Joe, as you can plainly see, the driveway is not wide enough for the trailer. He says, you know, when I'm here pouring your steps, I could widen your driveway. Like that, my budget went from $1,000 to $10,000. So I asked Joe after he did the paperwork. I said, Joe, where did you learn to do that technique? It was what technique? I said, you took it from 1,000 to 10,000 like that.
He said, with all due respect, it's not technique. It's common sense. I said, I know it's common sense, but it's not common practice. I deal with guys all the time in the service industry that don't do it. And then he said the magic words to me. He said, what does it say on my truck out there? I laughed. I said, it says Joe the concrete guy on your phone number. He says, yeah, Joe the concrete guy.
It doesn't say Joe the plumbing, HVAC, window, roofing, landscaping guy. All I do is concrete. I'm a specialist. Yeah. And then he said this, he said, I learned a long time ago, if I'm going to feed my family and pay my bills, I have a very simple job. Every time I walk onto a piece of property, I look for every problem that concrete can solve.
And I tell the homeowners, there's your high pressure sales process, folks. There's nothing high pressure about it. But the truth is when guys say sales is high pressure, they don't want to do it. They think it's whatever. They just don't want to do the work.
Listen, how many times do you see in the garage door business, in the HVAC business, a guy walks in, fixes the basic problem, and leaves and never even looks around for other problems he can solve? You're back there the next year. Yeah.
Yeah.
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