Whether you are already successful and seeking help to crush your goals, struggling to achieve, or about to quit, read on and I think you will enjoy!
I am about to tell my story of many losses that I converted into lessons for your benefit. How I went from ineffective to effective communicator. I will also show the path to some really big wins in between. This site, my business, my 15 years of mentoring and coaching, my life's work, and now my coaching is a cumulative result of years of business and client development calls, pitches, negotiations, meetings, closings, wins, and losses. I transformed these strenuously acquired sales, marketing, and presentation lessons into seamlessly implementable programs. These proven processes are most impactful to those in the B2P (Business To People) World!
Note: I highlight the successes not to be a braggart but only to showcase two complementary and vital themes for your betterment.
FIRST: Everything in life is a negotiation (sale) to a degree, anyone who tells you differently is the one getting sold.
SECOND: When anything seems unattainable, an uncompromising mindset, concerted preparation, and a thoughtful plan can convert the overtly impossible to the very possible. Everything amazing starts with an open mindset. If you cannot envision it, you cannot do it. If you can, you will. Your outlook can control most everything else to follow in life, business, or anything in between. The win is in the mere planning, preparation, grind, and execution of it.
This should all be led by a well thought out, prepared strategy!
The issues, losses, and pains (went flat broke for example) I faced in my life forced me to form a life altering foundational "put me in coach" code (like the movie Rudy). I then controlled my destiny, truly. I creatively repurposed uncomfortable energy into a teachable lesson: the magic and growth is in the effort, journey, and its related path to improvement. I taught myself how to improve communication skills with thoughtful practice which lead to fruitful negotiations.
The destination (the win) is the bonus!
The following is my story of how I turned tough or bleak situations into impactful ones for me, all throughout my life. All I had was a positive outlook, preparation, and an inherent desire and refusal to never allow myself to lose. If I did, it will never be for lack of effort, creativity, or grit.
"The most dangerous negotiation is the one you don't know you're in!"
- Chris Voss (Former FBI Hostage Negotiator)
I am the eldest son of two hard working and extremely disciplined immigrant parents, neither of whom I will ever be able to please. Part of why I am here is because I learned to re-frame and leverage that into a good thing, which initially was a nearly crippling struggle. I must thank them for being the indirect motivating force of how I became the “hunter” salesperson aka The Schmoozer (this term officially coined by my former executive at Bank of America - Thanks T.C.). This is where I truly started teaching and mastering effective communication skills for an even more effective negotiation.
I grew up in the 80s/90s in the suburbs of Philadelphia with parents who tried with genuine but incongruous efforts to raise me very "Guju" - which is Indian specifically from The State of Gujarat. There was a blessing very deep in disguise there that at the time seemed only like obstacles. I later learned to use that as fuel for growth and has made me who I am today. During my childhood we were one of the very first Indians (or any minority) in the area.
What later evolved into my art of negotiation and sales was “what humor, wit, or comeback can I leverage to avoid a fight today”. Any given week I could count on one thing, that I would get bullied. My options were either I continued to get bullied or I did something about it. In the 80's there was no where to turn, no "anti-bully" movements or otherwise. Just survival of the fittest. I learned that is what I had to do. Not to say my fists were not called to action often enough which brings another set of lessons but let us save that for my movie. I did not know it yet, but the Schmoozer was born from years of verbally (and physically) defending myself for being the "unique" kid on the block, amid other variables. Those years were my formidable and extremely awkward ones of youth, from first through eighth grade.
Evolution of The Kid
In the early years, my mission was simply to survive and not be picked on, outside of the house. There wasn't too great of a disparity between inside and outside of the house as I got older. This is where the plot thickens, I had to keep up my home persona of what my Indian parents wanted me to be. This basically meant that everything I wanted or asked for my entire life was met with a barrage of rebuttals, incessantly. Either I gave in or adapted to my environment (again), kept practicing and improving my skills. I choose the latter and never looked back! Still not sure why or how but so very glad I choose to stay original, positive, and myself. Truth be told, maybe I was not very scholarly in the traditional Indian sense but brought a genuinely pure vigor, creativity, and zest into every interaction and relationship.
The Art of Communication is Born
Life was throwing lemons at me so I can make and share sweet tasty lemonade with everyone. Little did I know that this zealous penchant for engaging people (bad or good), combined with art of human communication, would be my key to everything in life: amazing friends, dating, successful job interviews, schmoozing and marrying my soul mate, winning big clients, business dealings, entrepreneurship, and so forth. These lessons I gathered and extracted over my first two decades would all set the stage for my professional development over the two decades that would follow.
"...You, me, or nobody’s gonna hit as hard as life. But it ain’t about how hard ya hit. It’s about how hard you can get hit and keep moving forward...!”
- Rocky Balboa
The Adult Is Born
I attended a state university and I have been in some form of banking my entire working career. From Penn State I moved to Queens against my parents’ wishes (what else was new) into this dingy garage turned home for me, then eventually to the Big Time (Manhattan). My first adult job was on Wall Street, an hour commute via the 7 train from Flushing. Between my venturesome move to NYC and the first job (pay was minimum wage - truth) I risked it all for: I amassed a plethora of extremely fun but insanely intense "Wolf of Wall Street" type teachings there for later. Yes, I worked for and was trained by the guys who trained under the namesake of the movie, again I digress. I obviously was not Ivy League but had visions of grandeur to work on Wall Street and enjoy that NYC life. This lofty mindset really helped me dig in and find my personal value I brought to those around me, in life and on the job.
The Hunter Is Born
Desire plus unrelenting practice of how to improve negotiation skills was my primary mandate. With those attributes, and all in uphill battles against numerous odds to even find or land the jobs, I sought out, planned, and worked to eventually accomplish several milestones along my career:
* Cold calling analyst turned head account executive (#1 out of 90) on Wall Street
* Nationally top-ranked (#7 of 1000+) banker; five years consecutively at Wells Fargo
* Corporate banking regional executive (Fortune 500)
* Founder, Partner, and Entrepreneur
To offer perspective of my cumulative value to my employers:
I have personally (directly) sourced and booked over $1.2 billion+ USD in transactions throughout my career and led teams to close over $10 billion+ in transactions.
My ongoing journey is serial entrepreneur and I continue to adapt and improve as I stockpile an armory of priceless lessons in business and life.
“Try not to become a man of success, but rather try to become a man of value.”
— Albert Einstein.
The Negotiator Is Born
From my personal learnings to my business ones. I bring twenty years of helping, advising, and banking every kind of company from local startups/small businesses to national billion-dollar companies. I have practiced and purified, with blood, sweat and tears, the craft of pitching, presenting, negotiating, and influencing. I have done so at basic conversational levels when starting out early on to high risk, high reward stakes during my working career. This is where my relative value for you comes into play. I can teach you how to improve client presentations and "sales" skills which lead to mutually rewarding outcomes.
The Art of Business & Client Development Is Born
From inception of a high value prospect, pitching and presenting, to closing the deal, I have dissected the most vital takeaways down to digestible and interchangeable bites for your benefit. This fluid way of thinking, speaking, and being stems from leveraging situational awareness and quickly but seamlessly adapting to each interaction. That same set of techniques reward me with consistent referrals from clients and help to forge lasting connections quickly at networking events to this day. This "secret sauce" is not a secret once you discover that it is a set of direct behaviors that require work and practice. When played out right, it seems to others as if presenting and negotiating is natural to you. Certainly wasn't natural for me until I tediously engineered a way to make it so. It helped me past many hurdles as there were way too many of them. Now I truly enjoy the art of client facing sales. That is my calling now, to take what is stressful for most people, i.e., business development, and make it into an enjoyable, valuable, and most importantly, sustainable lifestyle. This is the premise for my companies I educate and teach, for everyone. I want your client facing negotiations to result in a mutual win, so they all want to do more business with you. The mutual win is the only one!
Dual Benefit For You
At the end of day that "it" factor comes down to humans with varying backgrounds, personalities and motivations interacting with each other for a selfish or mutual reason(s). The platform or industry does not matter because you are dealing with an individual; hence why I called it B2P (Business to People). I have climbed the trial and error trails thousands of times, taken copious notes and found answers. The fundamental bridge I created and teach is mastering the confluence of your own personal flair (art) with already proven sales and negotiation processes (science). The very same processes of effective presentation skills that work for your company can be converted into your individual processes. A team or company is a group of individual personalities, wants, and desires. The routes may change but the destination is the same.
This natural and adaptive learning I painstakingly acquired as a corporate banker of twenty years. Prospecting, networking. presenting, dissecting, negotiating, underwriting, funding, closing, client & portfolio planning, and building referral systems is embedded in my DNA.
MY MISSION STATEMENT
My mission is to curate a personalized thought process and plan to attain your goals but also,
for you to enjoy the journey as I do. Personally, if you enjoy a new learning you will continue to practice it. As a company, if a better or more efficient process is uncovered, they will continue
to utilize it. Just as many of our corporate clients and individuals have over the years, I think
you will take away something big that you can use autonomously for the rest of your life.
From prospecting to profiting, the following is my client mapping ethos:
Create > Prepare > Practice > Source > Plant > Nurture > Grow > Yield > Win > Recreate
The IQ (products, services, rates, offerings, i.e., hard assets) is important. But EQ (delivery of the hard assets, the soft skills, the how and why) is why clients, partners, and others chose us, especially versus our competitors.
This refined art of business and client development, negotiation, and presentation is my unique identifier and I hope to help you create your own, for you and your company. I very much look forward to the journey with you!
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