Welcome to the Join Up Dots Podcast with Donald Kelly
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Introducing Donald Kelly
Sometimes you can’t see the path that you should be on, even though you are on the right path.
And that seems to be the case with todays guest on Join Up Dots, who started working in an environment just as a job, and then found that he loved the very thing that he was surrounding himself.
He found his thing in the world of sales, and now calls himself a “Sales Evangelist” and gets his message of the best sales techniques and personal stories of success out to the world on his very own show “The Sales Evangelist Podcast“
He wants to bring the best tips and advice from the most experienced sellers to the struggling and overwhelmed sales executives, that fail to see that the perfect closure of a sale, isn’t a forced sale, but one where the customers wont let you go without signing on the dotted line.
How The Dots Joined Up For Donald
But this story is one of those that I find so fascinating on join up dots, and bridges the gap between the listeners and the successful entrepreneurs and movers and shakers.
As he is still on a daily basis hustling like mad to make the future that he deserves.
He still works fulltime for Advance Processing and Imaging in Florida, and when he isn’t in the Florida sun with his lovely wife will be work on the slide of faith, leading to the big leap.
So does he find it a struggle to balance his life as a sales coach, podcast host, and an award winning speaker with his everday commitments?
And what has he found as the hardest part of starting a new venture…the idea, or the action?
Well lets find out as we bring onto the show to start joining up dots with the one and only Mr Donald Kelly
During the show we discussed such weighty topics with Donald Kelly as:
Why it is so hard to look at the successful people in life and realise that they actually worked harder than anyone else to get their rewards.
How you have to find the passion that is within you, and then decide how you can provide great value to others out of that passion.
Why the tortoise and the hare is such an old story, but it has so much truth in it that is worth going back and reflecting in its words.
How it is so important for everyone to look closely at the people that you surround yourself with, and you need to start finding your support team now.
How he can see that the big dot in his life was having a breakfast with Jared Easley the host of the amazing Starve The Doubts show.
How To Connect With Donald Kelly
You can also check our extensive podcast archive by clicking here – enjoy
Full Transcription Of Donald Kelly Interview
David Ralph [0:00]
Today’s show is brought to you by podcast is mastery.com. The premier online community teaching you to podcast like a pro. Check us out now at podcasters mastery.com.
When we’re young, we have an amazing positive outlook about how great life is going to be. But somewhere along the line we forget to dream and end up settling. Join Up Dots features amazing people who refuse to give up and chose to go after their dreams. This is your blueprint for greatness. So here’s your host live from the back of his garden in the UK. David Ralph.
David Ralph [0:37]
Yes, hello better world. How are we all all walking in a voting ready for another episode of Join Up Dots. This is Episode 362. I’m David Ralph. This is the UK and we are connecting the world and at the end of the week. We have got big news about Join Up Dots. Yes, I won’t share what it is at the moment. But yeah, Episode 365366 I’m probably going to spill the beans. But let’s get on to today’s show because I suppose sometimes you can’t see the path that you should be on even though you’re on the right path is quite profound way to start. And that seems to be the case with today’s guest on Join Up Dots who started working in an environment, just as a job I imagine have been found, but he loved the very thing that he was surrounding himself with. He found his being in the world of sales, and now calls himself a sales evangelist and gets his message of the best sales techniques and personal stories of success out to the world on his very own show the sales evangelist podcast. He wants to bring the best tips and advice from the most experienced sellers to the struggling and overwhelmed sales executives that fail to see but the perfect closure of a sale isn’t a forced sale, but one when a customer actually won’t let you go without signing on the dotted line. But his story is one of those but I find so fascinating on Join Up Dots and bridges the gap between the listeners and the successful entrepreneurs and movers and shakers as he still on it. devices hustling like mad to make the future that he deserves. He still works full time for advanced processing and imaging in Florida. And when he isn’t in the Florida sun with his lovely wife will be work on this slide of faith. Yeah, leading to the big leap. So does he find it a struggle to balance his life as a sales coach, podcast host and award winning speaker with these everyday commitments? And what has he found is the hardest part of starting a new venture the idea, all the action? Well, let’s find out as we bring onto the show to start joining up dots with the one and only Mr. Donald Kelly, how are you Donald?
Donald Kelly [2:34]
Hey, I’m doing so great, man. Thanks so much for allowing me to come on the show and I’ll slip you a $20 bill for that wonderful introduction there. I love that.
David Ralph [2:43]
Send it through to you. You can have it every morning. You can wake up with a bit of Join Up Dots because you did get up early this morning, didn’t you? What what what sort of time is it out there?
Donald Kelly [2:52]
Well in South Florida, the time right now is 630. But in order to do everything you mentioned in the biggest Getting I have to start at 5am Eastern Standard Time to get everything going before I start my day,
David Ralph [3:06]
and as that been something bad and obviously you are a hustler at the moment, you’ve got a hustle muscle, we can see it coming through you. But is it something that you’ve had to train yourself to get up earlier? Or is it something that just naturally in you, you’re an early riser
Donald Kelly [3:21]
it’s an it’s natural in me, I don’t know what it came from. I think more so my family roots were born in I was born in Jamaica moved to the states when I was nine, and a lot of my Jamaican heritage, we’re just early risers so my I’m it’s just ingrained in me to get up early so either way I would be up earlier than most I was that kid at sleep overs that was up at like six o’clock everyone’s trying to sleep and but so I was always up early. So it wasn’t that difficult. When I started doing the hustle is just more so getting into a specific routine. When I’m getting up early.
David Ralph [3:57]
You’ve had a terrible life. I don’t know. I feel So sorry for you, you raised in Jamaica. And now you live in Florida. That’s almost about perfect, isn’t it?
Donald Kelly [4:08]
horrible life, man. No, it’s been great. It’s a given, it’s given me a lot of opportunity to. To explore the world, though. I mean, being within that same realm of the same part of the world, throughout your life, it gives you the sense of adventure. So growing up in Jamaican and moving south Florida, South Florida is almost an extension of the Caribbean. And it gave me an opportunity to say, Well, I want to see more of the world and that’s where I’ve done some hustling with the, you know, going off to school on either side of the United States or doing a mission with my church and going out and travelling. I love travelling so it gives us a great opportunity. Now, having grown up here to go and find out what else is around in the world. So,
David Ralph [4:52]
an easy hard to hustle on a daily basis when you’re surrounded with loveliness. Jump into a pole or go swimming or play on the beach. It must. I always think to myself, I live in the United Kingdom. And it’s a kind of mix in whether we have some nice days we have some bad days. But not often do we have the glorious days. And I think it must be easier some ways to be an entrepreneur, where you’re not being tortured by the fact that you’re indoors with the curtains drawn banging away a computer, and the sunshine is shining outside, I think Florida must be a terrible place to do work like you.
Donald Kelly [5:29]
Well, you have to adapt wherever you go. And I guess that’s the the key there. What I realised is that in order to go and play and have the fun, I need to make sure I put in the time necessary for so you got to have some self discipline there in the process, as far as the reward maybe, and for me, I gotta have the sunlight to get It’s weird. I’m like, those glow in the dark balls, you know, got to get out in the sun to get that energy. So keeping the windows open or going in a front yard and, and writing a blog post or, you know, getting things prepared. that those are the things that give me the end Energy. Instead, I want to go to the beach, I got to make sure I get these things done. So start early morning, you know, due to run due to, you know, answer your emails, set up the record the episodes, get the things going. And then if I finish up all the things I need to get done, and I can go play. So you gotta, you gotta adapt and put some rewards in there.
David Ralph [6:20]
But it’s not the beginning isn’t what we talk about on Join Up Dots on a daily basis is taking that, that step forward having that idea and following it up with action. But we can see the movers and shakers that guys that have really gone through a hard time are already at the point where life becomes begins play and play becomes life and it just kind of merges into one. And I suppose that’s why it looks so appealing to all of us. But they’re having fun times they’re going off to these conferences are up in aeroplanes, they’re on beaches and all that kind of stuff. But I’ve done the effort even though they’ve already done the effort, but we can’t see but we only see the results, I suppose.
Donald Kelly [7:02]
Exactly. I had this conversation with my mastermind the other day, yesterday, actually, I was up early with several other entrepreneurs. And the thing that we discussed was similar to that same statement you made. We see these guys in Vienna, you know, we see them at their end in, or not their end, but at their success point. And that’s where we want to go. But we don’t see the work that has to go in. And that’s the grind. That’s what separates the successful ones from the ones who are not successful. And the same thing applied to sales. David, I see the same thing with sellers. People see people who are successful, they’re making a great commission, they’re making great salary, they’re doing well in sales. And then they say, I want to be like that. And with the low barrier of entry into the sales world, you don’t have to go to college for us become a sales professionals. You know, most people say I have a great personality so I could go on sales, but then they fail because they don’t understand the idea of doing the work and putting the time in to become that success. You don’t see the early mornings you don’t see the late nights, you don’t see the fact that I’m, you know, reading these books, you don’t see the fact that I’m driving and listening to my audible. You don’t see the fact I’m listening to these podcasts, you don’t see the fact that I’m going to these conferences, and I’m not living glamorous life at those conferences. I’m hustling to get there and connecting with people while I’m there. And then as a byproduct of all that hustle, the natural results come in. It’s the same thing with us as entrepreneurs. And like you said, I’m in that I’m going to think of it right now. David, I’m in the port part words. It’s this is the quitting zone where a lot of people will quit because it gets really tough. And are you seeing the results? It took us like a year before we started seeing, you know, really start seeing some traction going the beginning part of this year, we had much better the other. I mean, let me try and think about the numbers altogether right now. In one month. We’ve made more money than we made last year, all together from our you know, the side hustle with the sales evangelists. And it’s did it Can I tell you that it was one particular thing that I did. I can’t You think it was a it was more so a conglomerate of all the different activities that were put in play that made this a result it was all the fact that I was getting out another podcast is the fact that I was going out and given trainings that the fact that I was doing free speaking is the fact that all of these things that that I hosted with, now the byproduct is coming from an and as I as I analyse data now and see where the you know, the results are coming from these people that I’m getting business from, it allows me now to replicate that into add better metrics within my business so that it can it can grow. So you know, you got to put the work in, meaning that in your introduction, one of the things I like here on the podcast, it mentioned that you’re in your garden in the back, and I love gardens and the fact that the gardens you in order to gain those roses or gain those nice fruits and vegetables. Somebody has to plant a seed and nourish that seed in order for that seed to grow into what you get the new Which is the reward of biting into that fruit or vegetable? or seeing those beautiful flowers?
David Ralph [10:06]
Yeah, well, we take it further actually on this show, and we had a guest round about Episode 280 or whatever. And he was talking about having bad periods in your life and we call them black dots on the Join Up Dots timeline. And he was saying that all gardens are basically covered in bad stock that makes the good stuff grow. And when you’re going through your own journey, there’s moments in your life you think, Oh my god, this is the worst thing ever. I can’t bear this. How can anyone do this to me, but that’s the part that actually allows your roses to start growing later on. It’s only because you push through that and you’ve embraced the fact that there’s got to be dark and light there’s got to be black and white. That really allows as we say that the garden to flourish, but a lot of people can’t see that can they? The people can’t see that. You go through those dark points. I’ve been through those dark points. Richard Branson’s been privileged Point Simon cow who ever and it’s actually both but make you who you are,
Donald Kelly [11:06]
Oh good, you’re right, you’re right on the dot and it’s going to be that it’s it has to be you have to go through those dark times you have to go through those struggles and you have to be able to push through that because that’s what’s going to generate the results I mean if it’s it’s like anything in life is that it’s an eternal principle I feel David that in order you know if you do this then this will happen. And sometimes in that process you are going to have to struggle I just did a speech on this recently. And for those who don’t know I take Pat part and Toastmasters and it’s it’s a wonderful organisation where you help to improve your speaking but they have a competition side where I competed and and I’ve received many awards for you know what speaking with that, but this year I did a speech on the but I call it the butterfly effect and The Butterfly Effect is more so, you know, you see a caterpillar and it’s not the most prettiest thing in the world, but this Caterpillar goes through a metamorphosis, that dark period of time, that metamorphosis moment where it’s it’s, it’s trapped in its cocoon, it seems like the world, it’s at loss, you know, everything is dark. And you’re, you know, we we, as entrepreneurs kind of find ourself in that moment. And then there comes a breakthrough moment. However, if we are, you know, we want to take the shortcut out, and we want our, you know, to be taken out of this cocoon and not push through the struggle, then if we don’t push through, we’re not going to develop the wings, because that’s the actual process in which butterflies gained a strength and needed because to have to get those fluids to their wings in order for them to truly fly. And without that you can’t fly. So the speech was, we were born to fly. And the premise was the idea that we have to go through those difficulties in order to gain the wings. In order to fly you have to go through that dark moment with a cocoon and you have to go through a break. Through a moment.
David Ralph [13:01]
So somehow your wings coming along? Are they little stumps? Or are they starting to flatter on your time you’re working towards? Are you doing Caterpillar mode? Or do you think Yeah, you’re halfway there?
Donald Kelly [13:14]
I think I’m halfway there more than so halfway there. I think we’re at the point now that we’re starting to see some, some, you know, we’re waking up out of this slumber and we’re pushing through the starting to push through the cocoon we we have to, we’re still not where we need to be. We’re not flying, you know, really high and above the garden. I think there’s a lot of garden analogy today now, but, but we are at that point where we’re starting to break the cocoon. And it’s awesome. It’s difficult. It’s fun. It’s scary because starting something new, and it’s just all around exciting in a moment at the same time as well. So,
David Ralph [13:52]
so so how do the listeners start becoming the butterfly? Can Can they come up with an idea and leap frog the caterpillar stage, or is that just the way life is? Do you actually have to become a caterpillar before you go into a butterfly? Or can you quite simply come up with an amazing idea? bash it out, and boom, you’re soaring.
Donald Kelly [14:15]
I, maybe people can do that. But for me, based on what I’ve learned over my course of my 30 years of life, is that there are no shortcuts to, to, you know, to success, you have to go through a process. And I mean, I guess if they sell drugs, they can, you know, go ahead and, or something illegal where they can, you know, try to short change that but still yet there’s going to be a consequence for that. But for those who are going through a natural order of things, you have to find one something that is a passion of yours, that is going to be a value to other people. You have to give something that’s a value and finding that may take a little bit but once you do in my case, like you mentioned, I love sales David ever since I was a kid I was selling the candy and the cookies in the front yard and I was a kid at school with a backpack full of candy selling. You know, I’ve always been the law
David Ralph [15:09]
Donald Kelly [15:11]
Exactly. I was taking kids lunch money there should have been using is using that to they’re using that to buy my candy. But they I started doing that and I had a desire for sales. I went into the corporate world, I realised that I didn’t know everything about selling and what required me to become successful was taking a step back, there wasn’t a shortcut. And I had to learn a process and the more I learned and I got advice and training from people who have been there, then I started to say wow, anyone can do this if they know the process. So therefore I started evangelising and to share that good message that anyone can sell if they have a desire to and because of that, as a natural byproduct of it, people started to pay me because of the value that are offered. So in the process of things if you come up with a great idea you come up with the concept Doesn’t matter what it is, you’re going to have to go through that Caterpillar phase where you’re going to have to develop in some way, maybe your development is quicker than others, but you’re going to have to go through it. And then you’re going to have to have to have a breakthrough. Maybe you’re stronger than some and you can break through quicker. But you’re going to have to go through that process. And in the end, you’re going to soar, but there has to be a process that you have to go through and look at anyone who’s been successful. Bill Gates had his Caterpillar moments. So the jobs, they had to go through the point where Microsoft felt like it was starting off and they had to sacrifice they had some hard times at the beginning, but then later on, look what happened. And the same thing with Apple. They went through, you know, Caterpillar phase like twice, but now they’re like a glorious butterfly and they’re soaring. So you have to go through a process maybe quicker than some but you have to go through the process. I feel.
David Ralph [16:48]
I love your statement. You’ve got to find the passion that’s within you, and then work out how you can provide great value to others because when I started the show, I was in conversations with guys And I’d be saying to me, oh yes, I started my first business by teaching Labradors how to serve. And I was thinking, what
Unknown Speaker [17:09]
can you do? Where’s the value in
David Ralph [17:11]
that? And now 460 episodes in, literally, you can tell me anything. And I’ll go Yep, sounds like a good business idea to me. Because as long as somebody finds that value, and you might have somebody that is a surfer, and wants to take their dog out surfing with them, that’s your business plan. And I get these stories told to me, but on one side just seems totally bizarre. But they’re making a lot of money at it. And I think that’s a mindset that people got to get over, isn’t it when they’re starting to do something? They’ve got to really be creative, because if they can be creative, but they’ve got more of a chance to find their crack and find their value some way.
Donald Kelly [17:51]
You’re totally right on that. It is exactly right there. There are some weird things out there, at least to me may seem weird to you may Until you may seem weird, but to someone that has value, and they’re willing to pay good bucks for it, they’re willing to pay good money to to get that and if you can offer that value, you can be a sounding board or solution a, you know, an answer to their, to their challenge, you know, they’ll, they’ll benefit you’ll find benefit from that. And the cool thing about it though, and this all comes down to it, it’s is that whatever you’re doing isn’t going to make you happy because though I like the water, do I like dogs, I probably am not the best guy to go out and teach Labradors or, you know, labradoodles How to serve. It’s just probably it’s not my gig. So I can’t copy that I have to do what makes me happy. And the challenging part, David, is that you get in your own way. I mean, we get in our own way, as professionals as entrepreneurs, we start to think now when we first start to develop that we’re in this cocoon, we’re thinking is it going to Am I going to be accepted once I come out of this cocoon or anyone Is there anyone out there is going to Want to buy this thing? Am I ever going to get out of here? I guess you know you’re stuck inside a cocoon. And just thinking, am I going to get out? Is there going to be someone who’s going to think that I’m, I’m worth it or find me valuable? And it’s tough. It’s really tough. I mean, I tell you I’m if I’m, I’ll be very transparent even though we’re gaining some success and, and we’re seeing it getting income. As a sales professional. I’ve learned the strategies of how to get past those negativity, but I’m telling you, there are times there are days when I’m thinking there are people going to really call me and say come and speak at our organisation of people going to find me valuable to say, well, Donald, I want to pay you this much to coach me or things of that nature. It goes through your mind and being I’m not like the guys out there like you find Jeffrey Gitomer and these guys have been around since you know, the dawn of time and a very successful what they do, I’m still wet behind the ears. I’m 30 but I’ve seen success I’ve apply the principles and the process. And that’s what’s helping me to become you know, gaining these clients and gaining income from it, but it still comes in my mind to say, am I qualified enough? And you have to look past that you have to recognise that yes, it is a value to some folks. I’m not going to feed or be a help everyone in the world. But I do know there are people out there that value. And I have received validation. And I need to keep going with that. And everyone who was you’re trying to push through right now. We’re trying to develop those ideas trying to go through when you get those negative thoughts, just realise there are people out there willing to do this, and you have to get the validation. And once you get the validation, don’t look back, just keep going forward. Keep going forward. Because there’s a moment you’re going to start soaring. But you have to go through this process.
David Ralph [20:38]
I think one of the hardest things on the process is the fact when you start anything, you get quite lots of momentum quite early, and you think this is going to be easy, you know, but to go from launching a show, for example, to getting 50 listeners a day is reasonably easy, but actually to get to 5000 listeners a day. That’s Very, very hard. And I think looking back on my own own journey, the fact that when you start anything you do get that momentum, and then it just goes on that plateau forever in a day. That’s the hard bit, isn’t it? That’s the bit when you kind of think it’s not working. It’s not working. But actually what is happening is by, you’re getting better at it, you’re fine tuning yourself, you’re learning what works, what doesn’t work, what’s takes you too long, which is, you know, all those plus points. That is where your true value is found, I believe now, at those bits when no one’s paying any attention, and you’ve just got that very small audience, but it’s still worthwhile, isn’t it still worthwhile pushing through that?
Donald Kelly [21:41]
Oh, it’s totally worthwhile pushing through that moment, because that moment is, like you said, it’s a learning period at that time to you are getting the opportunity to understand what what people really want, and it’s like, it’s like the, I don’t know, man. It’s just, it seems like this dormant but in actuality There’s so much going on inside, inside you as an individual inside your organisation inside the brand at that moment that it’s just, it’s maybe difficult to see, but it’s it’s growing and like you said, if you’re at 50 listeners, you’re like, you know, you’ll say, you know who life’s great but then that plateau moment between 50 and 500 or 50 and 5000 Yeah, it’s tough but imagine if you quit you will never see that 5000 you just have to keep going recognise that in the background people are the word is spreading about your word of mouth is going the right person is going to take this and share it with somebody else they may share with the community, your voice is going to be travelling somewhere and that’s what’s going on during that gap that plateau moment and then next thing you know if someone found you and start sharing your stuff with their Facebook community and then others Facebook community start finding and other groups start listening and then next thing you know you’re at 4000 Next thing you know that it just blooms Next, you know somebody writes an article about you and next thing you know, it just happens but If you stop the process, you’re not consistent. Nothing’s going to happen. There’s a story that we all learned over time as kids and it’s called, you know, the tortoise and the hare. I’m sure you’re familiar with that. Right?
David Ralph [23:11]
So but you tell it, I like to hear it in a Jamaican Floridian voice.
Donald Kelly [23:15]
All right, let’s go with a Jimmy a kind of loredana voice. Once upon a time, there was a tortoise and once upon a time, there was a here. It’s perfect, dude. Keep it up, see how far you can go. All right, the tortoise. It was a very, very slow tour to centre. And here, it was a fast month. And this here, he felt very confident in himself that can do anything and can beat anybody felt that he was Usain Bolt. And he went and pick a race with a tortoise and say, I will beat you. He knows same could beat the tortoise. So he went very confidently. But something happened to the tortoise. Two principles that I learned one This tour just realised that if I could do something, I could do it, I’m going to be consistent at it and to, I’m going to make a goal and I’m going to go for that goal. So these two things that tortoise put in place, one, get division, I’m going to finish a race. And I’m gonna beat him don’t know yet how but I’m going to do it and to going to be consistent because the tortoise had a vision. And he was consistent in being here, because the here get confident and cocky in himself. And he didn’t finish the race properly. He didn’t wasn’t consistent. He started to slack in his abilities. Korea beat the tortoise 10 times, but he didn’t. He wasn’t consistent. And he was too cocky. He didn’t have the proper vision. So let’s go back to regular speaking. So from the story of the tortoise and the hare, I’ve learned over the years, David that
David Ralph [24:58]
I don’t want to now back How I have found your business plan. Think about the blimmin sales dafa we want to hear stories in that voice, you make a million.
Unknown Speaker [25:11]
Well, that’s gonna be podcast number two.
Donald Kelly [25:15]
But I just realised that that’s that’s what I looking back on a story a friend shared with me, my mastermind. And then I started breaking down those stories, those childhood stories that we’ve learned for years, they have so much in them that now as an adult, I could say, Oh my goodness, I didn’t see this before, but that tortoise had a vision to finish the race. And that if and he was somehow he had the desire to say I possibly can beat him. Maybe he didn’t. But he said I can finish the race I had a vision to he was consistent. Every day or however long it took him he just kept going and going and going. And those that stopped being successful the hair in the situation. He stopped. He felt too confident and you as a seller. You as a business owner you as a podcast Are you as a dog surfing trainer, when you didn’t have those 10 clients or 50 clients, you know you’re teaching to serve. Imagine how it felt at one, you know, you might think well, am I going to ever get anybody else but you just got to keep going, you got to be that tortoise, you got to be consistent and the consistency with the vision will provide the result. It’s the if, and then, you know, side of it.
David Ralph [26:24]
I’ve done so I’ve done hundreds of these shows, and I still get excited when I hear passionate speeches like that. It really is what makes podcasting so valuable. You You don’t get this kind of content on the news, do you or the radio, they just kind of talk about what they want to talk about. But as podcasting opens your eyes to the possibility of actually inspiring and connecting with an audience that probably five years ago, you wouldn’t be able to?
Donald Kelly [26:52]
Oh, yeah, totally man. Totally. podcasting is a great avenue for that, because I think what separates podcasting from traditional radio or from, you know, terrestrial radio is the fact that podcasting, you have a bunch of people who are just we are kind of sometime the Misfits, or just this, we’re raw, we have passion, we’re not going to fit with the norm because I don’t think there’s going to be a radio show you that you turn on your FM dial or whatever radio and find, you know, a show on how to help your dog surf, you’re probably not but in podcasting world, someone can go out and share that desire and that community is going to come to them, they’re not subjected to a corporate agenda that says, you have to get these certain, you know, follow the certain quota, you have to put these certain shows on because this is going to help politically, or you have to follow these things. People are raw because it’s them. It’s their value. It’s their, it’s their feelings, their passions, their desire, and they’re going to share that and that voice is going to travel and people are going to come to you with my podcasts. I’ve had the opportunity to work with clients internationally that I probably would never, ever, ever thought about before. My goal just like the tortoise, even before podcasting start was to do a startup inadvertently that startup became the sales evangelist and I did not know but on on that process, the goal of having that vision and going out there, then I came across the sales evangelist and it became an opportunity for me to offer value. With that now I have people sending me emails, they’re sending me messages they’re connecting with me saying how I’ve helped their live I hope their sales career because of the guests or because something I share or because all the stuff, I have a client that’s travelling the world doing and I’m coaching him on sales, who would ever thought that that would come from a podcast, it’s amazing. And the only reason why he said he selected me was that he was searching online and he was finding online sales coaching. He saw all these other companies and all these other people out there but they just felt like their process was too cumbersome. He he was about to give up. In the last 15 minutes he found a sales evangelist calm when he went there. You said that thing he saw my coach and stuff that was simple. You go on, you know we do a Skype call and do the coaching. Then he said the thing that pushed him to make him say yes was the podcast on Friday before this was like a Sunday that he reached out to me but on a Friday before I decided I said I was going to do an episode and on on storytelling, and I did this episode and then like later on in the week early in the week he I guess he listened to it on that Sunday whenever he listened to it but long story short, he listened to the episode and he said I love the passion. I love the design idea, your excitement, and that’s what made me say I’m going to hire you and he reached out to me via email, and I didn’t have to sell him David because he already sold himself and I just chat with him for a little bit told him how things roll and then he said let’s go for it and I send them the information next thing you know, I’ve money my my account. It happened because of the podcast. I got to an audience got to someone that I probably could never ever, ever, ever have gotten to but because he heard my voice and felt Passion felt my desire to success and felt that I could help them with that. And now we’re working together. So it’s amazing what happened to that little microphone.
David Ralph [30:10]
Absolutely. And I’m going to play some words now, but emphasise the moment that you’re talking about that moment when that guy took a risk, and he went for something because he eats passionately inside him. This is Jim Carrey.
Jim Carrey [30:22]
My father could have been a great comedian, but he didn’t believe that that was possible for him. And so he made a conservative choice. Instead, he got a safe job as an accountant. And when I was 12 years old, he was let go from that safe job. And our family had to do whatever we could to survive. I learned many great lessons from my father, not the least of which was that you can fail at what you don’t want. So you might as well take a chance on doing what you love.
David Ralph [30:49]
Now, how much of your life is you doing what you love and how much is it but you found the thing that you love because you become very good at it.
Donald Kelly [31:00]
That’s a very good question. It gave, I would say,
a large portion of my life now is doing what I love. And I think it was something that was kind of inadvertently instilled in us as grown up, and let’s just go back, you know, even though we had, we live in South Florida and you know, grew up in Jamaica, it wasn’t always peachy cream, because my family emigrated to the United States. And then while we are here, you become, you have to work your way from the bottom. And my mom became an It was a single family home now. And she had to hustle and work really hard, you know, doing a couple jobs. So now, it instilled in me that she was doing all this so that we could have success in the land of opportunity in the United States. And it made me that I had to work and I had to find something. That’s going to be That I, you know, that I love because I saw that she was doing stuff not necessarily that she loved but she did it because of the love for us. So I wanted to have what I love and still Express show my love to her and to our family by being able to become a success and give back. So I had to, I had to I couldn’t fail. And meaning that I had to burn ship. At this moment, I you know, I was on my neighbouring country and I had no way back, my ship was burned, I had to make it happen. I had to find success here. This was the opportunity. So that drive or that vision push me to say I need to find something that I want to do that’s going to help me to be able to have a you know, happy life, and also to help me to gain the success that I needed. And I love business. So I started off early, like I said, What sales and what business and it pushed me into a world of really finding what I wanted finding how I like what part business I like the most, and how I can gain success from that. And those things help to drive me and help me to go forward. So I would say a large portion of my life now is it is doing exactly what I want is exactly what I vision to be able to have. Because I set that vision like the tortoise way early on that one, I was going to find that I knew I could be successful and to I was going to find that particular way how I’m going to gain that success so I can better have happiness for myself, and to help my family because of all the sacrifice of my mom is done to help us to get to where we are today.
David Ralph [33:34]
Does that make sense? It makes total sense. And as you were saying it, I’m looking at the picture of you on Skype, and I assume it’s sitting, you’re sitting next to your lovely wife or if it’s not, it’s some lovely girlfriend that we shouldn’t be telling your wife about. And how does she feel about your entrepreneurial spirit? Your your hustle muscle? Is she entrepreneurial or does she kind of think oh, can’t you just get a normal job on the subway Come home every night.
Donald Kelly [34:03]
That is my wife and even the story with her. It took half of my life to be able to get her attention. And no joke with that. I met her when we were 14 and had the guts to say something tour about four years ago, and we married a year and a half ago. So it was a girl I could never have. So she knew my entrepreneurial drive and entrepreneurial spirit were friends. And so she always saw me hustling and I just, we just, I was just not the we just, I wasn’t the guy for her.
Unknown Speaker [34:38]
David Ralph [34:39]
you’re a good provider. You look good in a suit. I don’t know why you’re always standing in the middle of railway tracks. That’s bizarre every photo I’ve ever seen with you. You’re hanging on a lamppost with a megaphone or on railway tracks. I’m gonna have to ask about those. But you’ve got everything that a young lady would want an avenue
Donald Kelly [34:59]
you know, you will So and you know, those early years as a teenager, you always feel that even though I knew I wanted to be successful, and that does drive, I had to do something to you know, bring success to my family be successful in school and, and then go off and accomplish the dreams and the goals. The problem that I had was still yet confidence that I was the guy, a guy that could woo her. I just wasn’t as I didn’t think that I was, you know, I had everything that she wanted. So but for you know, for years, I lived I lived in this little lie and I tried and I just, I just wasn’t a I wasn’t something wasn’t clicking David. It wasn’t it wasn’t getting there but I knew I I said let’s move on and I and I met other girls too and I dated other girls and you know, beautiful girls and had in had great friendships and great relationships with them. But with Christina, it was just like, it was just like, man, I don’t know I just get this kryptonite I get nervous I get I get afraid and it came to the point one morning I woke up early, as usual. And I couldn’t take it anymore. And I wrote her, like this long letter expressing my feelings and I gave it to her. And then it’s a whole nother story for a whole nother episode. But long story short, eventually, she said she had interest and next thing you know, we were dating and now we’re happily married. And she is she’s a big proponent. She’s a big, she knows the drive. She knows the passions that I have and the goals and it when we got when we started dating and she started launching a podcast. It became not only my podcast, it became our podcast, and she was a big influencer in pushing forward. I have those days. And I tell you, and it’s good to have, you know, great teammate in your corner with you who’s going to help you and if it was up to her, David, she would have said you need to jump ship long time ago. You need to be out on your own right now. I’m dead serious. And it didn’t start off that way. But she saw the momentum and the success that we started doing so she she drank the Kool Aid, so to speak, and He is all entrepreneurial. And she actually does some of our marketing and an SEO, SEO and so forth. And she, she really, she really, she feels a lot more. And she’s helped set the timetable which we have to depart. Because she knows that we we need to do that leap. So
David Ralph [37:19]
that’s what we’ve done all this awesome million dollar question, right? And no one listens to this show. Christine is not gonna listen to this show. Okay. GSU and Christina finds a thing and she becomes Uber successful and leaves you in a whole week she flies up. Would you be comfortable with that? Or would you think, Oh, this was supposed to be my path.
Donald Kelly [37:43]
You know, if she flies off, we’re a team. You know, that’s if, if she finds something that she starts to doing in it, she becomes really successful at that. It becomes a team David, we made a commitment to each other for marriage, and we feel very strongly with our faith and marriage, and that it’s not just for, you know, life that we feel for time and all eternity. So we became the so to speak eternal companions. And that means I’m not ahead of her and she’s not ahead of me, but it’s a team. And whatever success that we find together, we’re going to help each other with that success. And I’m not going to sit back and say, you know, that I’m up. I’m not going to have like, oh, man, I wish it was me as well. I think that’s going to be there a little bit. But once you I think one of the great things about marriage or any relationship is that you have to learn to put yourself put your companion your spouse above yourself in a set. And you know, because you’re in this marriage together now, you know, I mean, your your team, it’s not just one man shop anymore. And you if I love her, I’m going to desire that she has remarkable success as well. And inadvertently, that success is going to be for both of us because we’re a team. It’s like to us like ox, you know, two oxen You’re yoked together and you have to keep walking together. And one can’t be ahead of the other one. You just have to keep going forward together. So, and I love the girl. I She’s awesome. And
David Ralph [39:11]
the first time you’ve ever called your wife and oxen,
Donald Kelly [39:15]
David, that’s not gonna be a good thing. We’re going to edit this part. She knows what I meant.
David Ralph [39:22]
I’m gonna email these just to her. I’m gonna edit especially and pull it all together. No, but it is true, though, isn’t it? It’s, it’s one of those things that you hear time and time again. But it’s so important to surround yourself with the right kind of people. And that’s why I sort of masterminds are so important, but there’s a lot of power that you can gain from the people in your immediate vicinity, your family, your kids, your wife, whatever. And more often than not, they may not believe in what you’re doing or know best wrong. They may not understand what you’re doing, but they believe in you and they will support you and they will help out and they will drive you forward when it gets heart because I know but ultimately, they can see what you want, even in your dark time. So it’s vitally important, isn’t it to get the right people around you.
Donald Kelly [40:09]
It is vitally and especially with your, you know, with the wife, or, you know, if you’re your spouse, you got to make sure that with that you have the right individual with you. It’s a team, it’s a team. And if Christina wasn’t supportive or wanted to do the podcast, or, you know, she, she may not like going to the networking events and so forth. And she’s more of an introvert and I’m out there talking and so forth. But the thing about it, though, she’s like you said she’s supportive of the dream enough division, but if she wasn’t, it would be really, really difficult to do anything. Because it just that’s just, we don’t have kids yet. And, you know, we want to have children, but we’ve already started making plans on how business is going to go and how we’re going to operate with that. But if it wasn’t, if I didn’t have that, it would be totally difficult to To get anything done, so I’m grateful to have her in my quarter. And it’s not that it’s impossible for those with, you know, someone that don’t understand as of yet, but it makes it a little bit more challenging and I don’t have to have that obstacle, because she’s there supporting.
David Ralph [41:14]
Well, let’s play some more words now. And these really tie up with the Jim Carrey speech amazingly well. And these are some words Oprah Winfrey said recently when she talked about doing the next light thing, making the right move, this is Oprah
Oprah Winfrey [41:30]
the way through the challenge is to get still and ask yourself, what is the next right move? not think about, Oh, I got all of this stuff. What is the next right move? And then from that space, make the next right move, and the next right move and not to be overwhelmed by it because you know, your life is bigger than that one moment. You know, you’re not defined by what somebody says is a failure for you because failure is just there to point you in a different direction.
David Ralph [42:02]
How do you decide on your white next move? You’ve got all these things going around? And one of the questions I’m gonna I’m gonna ask a question and I’m going to come back to that because it just occurred to me. What What do your company think? Obviously, they know that you’re going to podcast and you’re hustling, delay, just assume that you’re planning to leave or a comfortable with what you’re doing?
Donald Kelly [42:23]
That’s very good question. I think
that they’ve, I think some folks have learned about the podcast, but I feel that especially with that particular company, that some people just don’t understand the effectiveness of the podcast and how this could be a benefit. It’s it’s more of like, put it like this. It’s they’re more traditional and don’t understand the benefit and how of how to podcast not only could help myself personally, but how can help them as a business, and it’s more trapped in old ways, so to speak. So they’re not as forward thinking, with a podcast and as and as supportive as it could be. So, I mean, to be honest, it put more of a desire for me to do do things on my own. I don’t rob my company of their time, you know, I gotta give them their time. And they’re either the things that they’ve helped me with, it’s been a great learning experience. But I, I can’t say that it’s been the greatest support of what I’m doing.
David Ralph [43:36]
And do you feel that you come to a natural point when you outgrow? Do you know, when you’ve outgrown something and it’s time to move on?
Donald Kelly [43:45]
David, that’s the same conversation I have with my wife. And with my mastermind. It’s so true. It comes to a point in life where it doesn’t matter if it’s with this company or whatever. They’re just their periods in our life where we go through a process, we go through cycles, we go through growth and In the cycle of life, I don’t do the things that I did when I was 10. Now because I’m, I do other things I’ve advanced, I’m a left middle school and the primary school and now I’m in a higher level, and it’s just the way it is. And every sometimes you have companies you go to, and you start and you learn and you grow and you you leave, it’s just what happens. Um, same thing with different jobs, you might start off working at McDonald’s, or one of these fast food restaurants, but it’s not intended to be there for life, you have to grow, you have to take the next step, try the next thing. And in my, my understanding, especially with the company, there’s going to come a time where I knew that from the day I started, either was I was going to finish I was going to do a several years and then go off to an MBA, but I want to gain that experience or do a startup and now as a natural byproduct of what I’ve been doing, that there’s coming to that end of that 10 year where it’s going to be me leaving and doing what I really love to do. on my own, as opposed to, for someone else, does it make sense?
David Ralph [45:04]
It makes total sense. Yeah, I’m buying into everything you’re saying. And so sort of taking us back to the Oprah words, how do you decide on your next right move? When you’ve got overcome? Oh, as she says, You got everything going around you? And you’re trying to do this and you’re trying to do that, and you’re pushing the boulder up the hill? How do you decide on what to do next?
Donald Kelly [45:25]
It is one of the most challenging part I feel it’s back to that in almost almost gets you back into that inside the cocoon mentality. Because what happens there’s a bunch of different things and it doesn’t it doesn’t help when you see all these other people around you like, you know, David Ralph to the world and you’re like, oh, man, I want to be like, David. But you know what, you really just have to focus on what is that vision? Go back to the tortoise. What is your efficient to finish the race? Okay, we know that’s the big thing. That’s a big accomplishment. How am I going to get there? Let’s just focus on the path I need to go pass Mile Marker 1234 and five to get to the end, which is Mile Marker six. What do I need to do? Let’s focus on just the next step. And I feel that’s the consistency. You can’t compare yourself to somebody else’s end. And we talked about this at the beginning. But for me, I planned things out so much. I recognise that there’s a lot that I want to do David with the sales evangelist, but it’s just I can’t do it right now. I have to follow the process and follow the order. Unless I you know, go crazy. One of your last episodes, you interviewed a gal from not Portland, she was from Denver, excuse me, Vail, Colorado. And she spoke about the idea of creating processes with the her virtual assistants and her team that she had implemented these processes. And then you know, these processes, she put her in a hard work and you were talking about that as well. If front and then an end. As a natural byproduct. Things start to operate a start to become a machine and it’s the same thing. What my business, my next step is to do the is focus on the things that are going to be a value. And that can help generate income. I can do all of them right now. But I’m going to focus on just the next one right now and do that really, really well. And then I’m going to continue with the next one. I started getting other team members now when we start having other people were helping us and that I couldn’t do that to the first day. But I started I had to create the processes and find what works. So I just take it one step at a time, on this big vision, I whiteboard everything and I whiteboard stuff out and I put stuff on my, you know, my my computer and I lay out a plan, and I just break it down, bite sized chunk. And as I continue to do this bite size chunks, then if I trust my process and respected, I can get the accomplishment in the end. And I feel especially with the words of Oprah, you know if to do the next best thing or the next next thing. What is that next thing on that process, outline the process? What is the next thing and focus on that thing and do it well and then Move on to the next level. And you keep doing that next thing you know, by the end, you’re going to be like, holy crap, how did we get here so quickly, and you have remarkable success. But that’s just the way it works.
David Ralph [48:10]
But let’s play some words. And then a whole theme of the show. And these are the words that Steve Jobs said. And he was quite open and honest in the fact that all those things add up to something he called him dots, we called our show, Join Up Dots because of it. And this is Steve Jobs.
Steve Jobs [48:25]
Of course, it was impossible to connect the dots looking forward when I was in college. But it was very, very clear looking backwards 10 years later. Again, you can’t connect the dots looking forward, you can only connect them looking backwards. So you have to trust that the dots will somehow connect in your future. You have to trust in something, your gut, destiny, life, karma, whatever, because believing that the dots will connect down the road will give you the confidence to follow your heart, even when it leads you off the well worn path and that will make all the difference.
David Ralph [49:00]
So once you have big Donald, when you look back over everything, what was the moment that you go? Yeah, that that’s when I really started to think I’m onto something here.
Donald Kelly [49:11]
Um, I would say
it was, in particular to what’s going on now with sales evangelists. Yeah, absolutely. I would say it was a breakfast that I had with a fellow podcaster I’m not sure if you guys know him. But Jared easily.
David Ralph [49:28]
He’s a legend. He’s a legend. All right, stop the doubts himself.
Donald Kelly [49:32]
Great. So you know, Jared, now if I was to tell you that Jared and I, we I just did a presentation on this the other day. We were both in South Florida but Jared easily, and I worked in the same company. Jared started working there and above. He had a policy that he implemented, that whenever he had new people come to accompany that he would take them out to lunch. Well, it was the opposite. He had just moved into our company and he wanted to Meet people. So he said, Let’s go out to breakfast and I, I am an early riser again and it was early breakfast and I was like, Sure. So he’s
David Ralph [50:10]
Hooters because he’s big on Hooters.
Unknown Speaker [50:14]
No, it wasn’t Hooters.
Donald Kelly [50:17]
That the early anyways, no, but we went to a marlys diner in Deerfield Beach. And it was about 1015 minutes from our company. So Jared, he went out to breakfast and he was like, I know you’re doing stuff. Tell me about, you know, what do you what do you do? And I started sharing with him. My startup idea was to work with someone for three years and to start these tech startups. And this is before started out. So this is like, this is the origin. I’m telling you guys. And then Jared said, let’s do it. So we started working on the startup ideas together. We started brainstorming, having conference call listening to podcasts. I’m getting to you know, getting with some other tech folks and trying to see if this stuff can take off the problem. We came across a lot of problems and it just wasn’t the right fit. Jared went to New Media. Expo. And then he heard about the idea of podcasting and the impact of podcasting. And he said, Donald, I’m starting a podcast. And then if you go back to Jared episodes number three was what Pat Flynn and that’s when the sales evangelist made his debut, Jared actually encouraged the sales evangelist. So the dot just I mean, what it all comes back to was going to breakfast with Jared even though it wasn’t anything about the sales evangelist at that time, it was about doing our startup. And I remember we used to walk around the lake just like jobs, there’s a lake in our in our business complex that we used to take breaks when we take our little breaks lunch break or whatever and go for a walk and chat and share ideas and talk about podcasting and so forth. And, and I had my start, you know, later than he did, but eight months, nine months later with sales evangelists, but it it happened and if I had not gone to breakfast and not connecting the dots now, it was so much that came from that one breakfast. Meeting with Jared. It’s amazing what happened. So it is true. And that was one of the biggest. That’s the biggest.in in sales evangelists existence, I would say.
David Ralph [52:11]
Now, for anybody who doesn’t know, Jared, easily I recommend go over to start the doubts, because he’s doing so much. He’s really rocking and rolling. And he’s that lovely guy as well. Have you seen a difference in him? Donald, when you look back? Is there a confidence? Is there a focus that wasn’t there at the beginning? Because you find that more often than not, when you look at people you think, Well, they’ve changed, but it’s only because they’re getting more experienced and they’re coming out of their comfort zone.
Donald Kelly [52:38]
Jared has totally do one thing about Jared that, you know, hasn’t changed. It has increased, I would say is is a desire. He has a tenacious desire to help people and to feed and to help bring value to people’s lives. He has a he’s amazing at that. And I’m not I mean, he’s a great friend of mine, his best one of my best friends and Jared is just really, really awesome with that. It feels like I’m internally dead to this guy because every time he tries I do something for him. He one ups me, and I’m like, dang it. But what I’ve seen change in Jared is that he has become this, I see him evolve into a business leader, to where he’s that from the day that we first went to breakfast to where he’s at now, he’s always had this tenacious drive, but now focus and division and you look at podcast movement, him and Dan Frank started something amazing. It was a move, movement, literally, that has started. And now they have a huge people that are coming all from all over the world to a conference that they envision and started. And again, this goes way back to that mentioned at breakfast with Jared where we’re talking about startups and then now he essentially and Dan started a startup with some other affordance four of them all together, Gary Leland and some other guys, but they they started this project they started this moment movement and seeing Jared now he’s totally evolved into this this business and this visionary leader and this iconic individual I would say in the realm of the podcasting world so he he’s definitely changed a lot for the you know, I guess wouldn’t say change but has evolved into into a great leader and a great business professional and someone that’s given a lot of value to to other folks.
David Ralph [54:28]
Yeah, he’s a great guy. He’s a great guy, although I have to be honest he’s been on my show episode hundred and 71 have I had an invite on to starve the doubts? I don’t know.
Unknown Speaker [54:38]
What you back we need to do some What’s that?
David Ralph [54:41]
What What do you reckon? Do you reckon I can force myself on to start the downs Where do it where do a live as I called it, join the doubts Hooters we could do a live broadcast at Hooters.
Donald Kelly [54:53]
You know, I think he’ll probably take you up on that he’ll probably like that.
David Ralph [54:57]
That’s what we’re gonna do. Well, this is the The show now and this is the part that we call the Sermon on the mic when I’m going to send you back in time to have a one on one with your younger self. And if you could go back in time and speak to the young Donald, what age would you choose? And what advice would you give? Well, we’re going to find out because I’m going to play the theme tune, and when it fades you up. This is the Sermon on the mic.
Sermon On The Mic [55:23]
Here we go with the best bit of the show.
Donald Kelly [55:42]
Alright, so hey there, little Don, little Donald Kelly guy. How you doing? Well, I came back from the future. I borrow Pat Flynn DeLorean and came back into the past and I want to tell you three things Mr. 14 year old Donald You’re coming up on a really, really tough time in your life. There’s going to be an incident, and you’re going to have some major difficulties. What I want you to do is keep a vision, know this one, that things are going to work out for the better. It’s going to be a lot glorious. After, after this little dark window. It’ll last about a year, but it’s going to be really, really tough. But trust me something amazing is going to happen to it. To you’re going to meet a kid named Dane, follow him. He’s going to lead you somewhere. That’s going to work out. Trust me on this one. Dane Campbell, you follow him? All right. Follow what he says. And then three. Never stop believing in yourself. Never stop believing. In yourself, there’s going to come an opportunity where you’re going to be able to follow that path. Again, it’s going to be dark. But never stop believing in yourself and trust in your faith that things will work out. If you follow these things. I’m going to see you in about 16 years things are going to work out great. Alright? Alright, gotta go back into DeLorean
David Ralph [57:25]
Donald. How can our audience connect with you,
Donald Kelly [57:27]
sir? The best way to connect with me is I would say go on the three ways. I love Twitter. So I carry my phone with me all the time. But if I don’t answer I’m doing stuff. But go on to Twitter. You can find me Donald see Kelly. Again, that’s Donald see Kelly on Twitter. You can also find us on Facebook. I have a private Facebook group. But that private Facebook group are for sellers for entrepreneurs, people who want to sell but don’t know how to to have to sell but they just Not too great at it. It’s our private Facebook group called a sales. evangelizers. Again, that’s the sales evangelizers. Or you can go to our Facebook page, just the sales evangelist on Facebook and search and you can like the page and we stay up to date with what’s going on. And you can do the old fashioned way. Send me an email, which is Donald at the sales evangelist calm, Donald Kelly at the sales, evangelist calm. You do those you can get ahold of me, I guarantee you
David Ralph [58:30]
will have all the links in the show notes. Donald, thank you so much for spending time with us today. joining up those dots and please come back again when you have more dots to join up because I do believe that by joining up the dots and connecting our past is the best way to build our futures. Mr. Donald Kelly, thank you so much.
Donald Kelly [58:46]
Thank you again for having me. David was awesome.
David Ralph [58:50]
Thanks for listening to today’s episode of Join Up Dots brought to you exclusively by podcast is mastery.com. The only resource that shows you how How to create a show, build an income and still have time for the life that you love. Check out podcast is mastery.com. Now,
Unknown Speaker [59:09]
David doesn’t want you to become a faded version of the brilliant self you or wants to become. So he’s put together an amazing guide for you called the eight pieces of advice that every successful entrepreneur practices, including the two that changed his life. Head over to Join Up dots.com to download this amazing guide for free and we’ll see you tomorrow on Join Up Dots.