Success, Sales, and Staying Power | Spencer Lodge

 

Episode Topics:

• Learn how Spencer Lodge became one of Dubai’s Top 100 most influential people.
• Get insider tips on building a successful sales career from a global expert.
• Discover how resilience and a competitive mindset lead to long-term success.
• Hear Spencer’s advice on leveraging influence and connections for business growth.
• Get motivated to take your own career and influence to the next level.

 

Rick Jordan  

Okay, so today is awesome because we’re about nine hours apart. I’m in Chicago, in the studio. My guest is in Dubai. He is one of the top 100 most influential people in Dubai, just an amazing dude in finance, in sales, and you need to turn the volume up to listen to my guest right now. Spencer Lodge, welcome to the show, my man,

 

Spencer Lodge  

Thanks for having me, man, and I really appreciate the invite, dude. 

 

Rick Jordan  

This has been phenomenal so far, even in just our green room talk, you know, just talking about your mom and how you’re not wearing a tie today, we bonded quite a bit. My man was fabulous. And I said I love your mom already. Dude, that’s awesome. So do you know the thing that stuck out to me about your bio? And I want to start here, and then kind of work backwards, maybe, maybe rewind a bit. Top 100 influential people in Dubai, you know, amazing city. Can you tell me about that? How did that come about, and why are you named that?

 

Spencer Lodge  

And it was through a publication years ago, when I was 54, years old. When I was young, we had magazines. We didn’t read stuff online. We’d get the magazine. It’d be the subscription that would be delivered. And we have news news magazines, or we had news magazines here. One’s called Arabian business. One’s called the golf business, and so on and so forth. Arabian business is the biggest one. And yeah, they voted for me. I didn’t even know, but they voted me one of the top one most, 100 most influential people. And there are some mighty influential people on there. I don’t consider myself influential at all, but clearly I hit a chord with a few people, and I’m very grateful for that. So there’s nothing more to it than that, really.

 

Rick Jordan  

That’s cool how that happens, isn’t it? You’re just going along and you’re following your you’re following your mission, and then all of a sudden, you know, you just get these accolades from nowhere.

 

Spencer Lodge  

Yeah, I didn’t like it, though, because something like 74 and I’m like, 74 why?

 

Rick Jordan  

Yes, that’s exactly it. So what did you I mean, if that were me, man, I’d be picking up the phone and I’d be like, hey, what do I need to do to be in the top 10? You know, you chose me number 74 Where did I suck?

 

Spencer Lodge  

The top three guys, they fell out with each other. Because when you’re number two, you’re like, it’s not great. I mean, being number one great, but being number two and number three these guys, when I’m talking about seriously successful and furiously influential people, you know, billionaires, the Chairmans of massive organizations that have real impact in what they do. And so, yeah, they don’t, they don’t like coming second. They’d rather not be in it than come second.

 

Rick Jordan  

Yeah, for sure,

 

Spencer Lodge  

I think back to when

 

Rick Jordan  

I, you know, because I played baseball out when I was younger, you know, in the year I was named MVP, you know, the league, I made the travel team, the All Stars, all of that. And, you know, I compared that to the Olympics. And it’s like the competitive nature that we have in business too. Like, could you imagine being in the Olympics and being on the bronze podium, you know, and just kind of looking up, you know, it’s like, what are the thoughts that go through their head? I’ve often one of the, yeah, exactly, exactly. 

 

Spencer Lodge  

Yeah, no, he’s like, Ricky Bobby, what does he say? If you’re not first, you’re last, right on.

 

Rick Jordan  

That’s such a great film, too, man. That’s a great reference, dude. You’re in sales, obviously, you have been for the longest time, you know. And also in finance, you know, I’ve recently been going through some stuff with my team internally, you know. And it’s almost like mandatory reading, because one of the books you know, that I want them to read is the way of the wolf with Jordan Belfort, you know. And I know Jordan. He knows me, and it’s like, it’s some of the amazing things that he’s done from a sales perspective, you know, and obviously some questionable things from a sales perspective too, but his methods are honed in, especially when building the rapport and looping back. You know, this is the first thing, and I want to dive down this road, because you are the Pro, right? Jordan and I, we can get along, but for you and I, we’ve got a great vibe in the energy. You know, what is your approach to stuff like this? You know, when it comes to actually getting on the phone, the first time walking in the door the first time, shaking the hand the first time.

 

Spencer Lodge  

If I can be really honest, and it might be people out there objects, but being really honest, we don’t take sales as a profession and professionally qualified to do it. What invariably happens is people fall into sales, either by mistake or desperation. That’s typically and typically commission only sales, and that might be network marketing or working for an office equipment company, or something like vehicles, yeah, auto, yeah, yeah, all of that stuff. And so what happens is people learn to sell, to sell, sorry, by accident, and they’re not properly trained. And I wonder sometimes why people think they won’t succeed. You know, you’d never sit down with a pilot and say, Hey, have you qualified to be a pilot? No, but don’t you worry, we’ll make it work. That doesn’t happen, you know, with a doctor, with a lawyer, if you saw a lawyer, and he’s like, you know, I’ve never, never tried a case before. I’ve not even passed my bar exam, but you know, I feel it, and I’m going to give it a go and try my hardest, and I’ll see if I can get that divorce Payment and Settlement for you. 

It’s just ridiculous. Yes, but that’s where sales, for me is employers make the mistake so they want to employ people to work in sales, yet they don’t train them. And when it comes to training, I don’t mean doing a couple of hours training or a couple of days or a week’s training course. Training is something that needs to take place, I believe every single day for at least two hours for 18 months. Wow. And so training the skills of sales. So I have a sales process, dead simple, nothing fancy, four steps. And one is rapport. And rapport is when you ask questions and get to know three parts of their personality. When you meet a man for the first time or a professional person, you’ll ask them about what work they do, then you’ll ask them maybe what they do outside of work, and maybe you’ll ask them about their family. And so you’ve got three pillars, essentially in that report. Get it, get them to Yes, of course, it’s exactly like dating. Get them talking, get them talking. And then you go on to the next bit, where you introduce what you do and how you do it, because you’ve given them a chance to talk, so they’re now prepared to listen. And so you then go through that process. 

Then you’ve got to learn what the problem is, and selling at the end of the day, is finding out someone’s problem and being the solution to the problem. And so that’s and then when you’re a solution to the problem, price becomes irrelevant. It’s value that’s important. So it’s a problem. Well, how big of a problem can we make the problem bigger? Can we make the problem so big that they immediately need to do something about it, to solve it. And so for me, sales is about that, but then what we’ve got to understand is that there’s lots and lots of rejection. So you have to train people to understand that no’s are critically important on the journey, and a lot of people are fearful. You know, when I was young, we didn’t have computers. We had, literally, the phone the desk, the card holders and a notepad and a script, and we’d stand there with a phone attached to the fluid desk. And I was when I was learning, I was learning about rejection. 

I was learning to understand that I needed to get 99 no’s to get one yes. Yeah, right on. And when you’re when you’re 18 years old, and you know no different, you don’t understand how you can argue with that, because you just do as you’re told. Yeah. And again, you go and join the army. What do they do? They train you and condition you and they brainwash you. It’s essentially what the Army do. Okay? You go and learn to be a politician. They train that. They brainwash you, because you’ll have your opinion based on being out of that conservative, be a Republican, whatever it may be in selling, we need to be conditioned, and we need to be trained for that. It becomes a conscious behavior that we all have. People fear the telephone, but we don’t need to use that as much. People think that cold calling is the answer. I haven’t seen anything more ridiculous in my life than people that still cold call to this day. It’s like, why would you you just burned me, but it’s not needed. Sorry, if your team does it, it’s like for me, it’s that if I’ve got to make 100 calls to get get hold of some people and try and generate some leads and some opportunities, that time that I’ve spent doing that is that the very best use of my time, and I know for sure it’s not I would every salesperson would rather make 10 calls to 10 referrals, than 100 calls to cold people? 

 

Rick Jordan  

Oh, for sure. Yeah. No, exactly. Yeah, you’re talking warm versus cold. Cold leads in that, yeah,

 

Spencer Lodge  

That’s absolutely right. At the end of the day, I worked out when I was younger, I was in sales and I was in financial services, and this is exactly what happened. I wanted to earn a million pounds, and I was like, right? A million pounds. How to earn a million pounds? Let’s provide that monthly. That’s 83,333 a month, right? That’s roughly 20,000 a week. Okay? That’s roughly 4000 a day, right? What do I do to earn 4000 a day? And what I learned is that I needed to see for 20,000 pounds a week. I needed to see 10 prospects. I needed to convert four of them. So that’s what I needed to do. And I knew if I saw 10 prospects that were referrals, the conversions would happen. So this is what happened exactly for your salespeople. I booked 15 meetings in my diary every week, of which I saw, 10 of them, of which I converted four. So how did I see 15? Well, I knew I needed three referrals for one prospect. So that meant I needed 45 referrals a week never been done before in my industry, so an outrageous number of people thought, but that to me, was nine a day, which meant that was four and a half in the morning and four and a half in the afternoon. So now I’ve got that in my head. I’m like, what? It can’t be that hard to find four and a half people. So I then made it my business with everybody I met to introduce me to five people, and I wouldn’t let them get away with it, and I wouldn’t do business with them unless that, unless they were willing to introduce me, because it was a test. If they weren’t willing to introduce me, they didn’t trust me, but it was unlikely to do business anyway. So why waste my time? So that’s, that’s the approach that I took. 

 

Rick Jordan  

So when you say referral, you’re not actually talking about a referral from an existing customer, which I know both you know, both you and I have had those types of referrals, but a lot of people think that’s what a referral is. You’re actually even going down to networking when you’re saying hey, just somebody you might even meet, you know, or somebody you know, the religion.

 

Spencer Lodge  

So let’s say I go and see 10 prospects. Yeah, they’re not customers, but I tell the prospects, I use a simple process. I work on the 8020 rule. My competition does as well. Let me explain what they do. They spend 80% of their time looking for new clients, and they spent 20% of their time looking after their clients. I don’t believe that makes sense. 80% of my time looking after my clients, and 20% of my time looking for clients. And the only way I can do that is if you guys help me to find new clients. And you know people that I don’t know. I’m not going to ask you to sell for me or anything like that, but your phone’s probably got 1000 contacts in I bet there’s five people in there that, you know, that I don’t know, that I could reach out and introduce myself to if they’re interested, wonderful, if they’re not. Nothing lost. And so that’s the way I approach it.

 

Rick Jordan  

Yeah, that’s a good so everybody, when you’re talking about referrals, are our contacts or customers rather, you know, because I mean, you and I meet people all the live long day, brand new people, you know. 

 

Spencer Lodge  

So when you’re talking with do you like networking? Oh,

 

Rick Jordan  

Oh my God, that’s the best thing in the world. Absolutely. Okay.

 

Spencer Lodge  

Okay. I hate it.

 

Rick Jordan  

You hate it, really. 

 

Spencer Lodge  

I hate networking. I hate going into a room of strangers and having these conversations, like loose conversations about something and nothing. I hate small talk, and so I’m not a fan of you know, let’s say I went to an event with you and you said, spent Spence. I need to introduce you to this guy. Yeah, that’s fine. That’s different. But if you’re like, in an event with me, and we turn up there and there’s 1000 people, and you’re like, Let’s go talk to people, I’m like, Oh, that’s my biggest I hate that. I get icky. Thank so what I believe is that if I meet 10 prospects, they’re not all clients, they’re not customers. Yeah, they’re prospects, and they’re the people that I’m going to get my referrals from, and that’s how I do it.

 

Rick Jordan  

Yeah, that makes so much sense. Because, I mean, even in the sales, the way that I train sales as well with my sales people, those are that are sitting directly with and I say sitting. I mean, could be zoom these days, you know, Zoom appointments, whatever it is. But having that first sales engagement, you know, it gets to the point to where I always say things like, you know, what a quote or a proposal is, where the sales goes, goes to die, you know, because and I help them structure the conversation to where, if someone asks for that, it’s like, you know what? I don’t think that we’re there yet. You know, that’s one of the responses that I train. I don’t think that we’re there yet, because I need to make sure that we’re both a fit for each other. Because, to your point Spencer, it’s like, I want you to be able to trust me, that I can give you the solutions that you need to your pain. And I want me to be able to trust you that you’re going to be a great customer for us too, you know. So I always say you can use the phrasing like, this is like a first date, you know. And I’ve even said this humorously in sales, and it’s like we need to know if this is going to be a one night stand, or if this could turn into something like a long term relationship, and it generates the humor and all that. But that’s that’s the rapport building. That’s the trusty you’re talking about. And even if they don’t do business with me or with you, from what I’m hearing from you right now, you’re saying that you could still ask that prospect four or five referrals, because imagine if you close four in 10.

 

Spencer Lodge  

Yeah, if you get no referrals from the other six, you’ve just wasted a load of time something from them. If it’s not a sale on your product or service, then at least get a sale in terms of getting some referrals. Are they going to be the golden ones, maybe not the golden ones. But you know what? It’s better than walking away with your towel between your leg, okay, with your head down feeling, darn it. I didn’t get that. 

 

Rick Jordan  

Yeah, right on. I love that. I have never trained that way, and that’s something that I’m an institute right now. Because you’re blowing my mind today with that too, you know, because it’s a it’s a different bridge, but it makes so much sense. You know? It’s like, well, they’re not going to do business with me, but maybe they know somebody that will every time you meet someone that’s referred it’s so powerful. 

 

Spencer Lodge  

So let’s say me and you, Rick, let’s say Lola’s the person that referred us. You and I have now got somebody to talk about when we first meet. So how do you know Lola? Tell me about Lola. Tell me about what you know. How you know and you’re like you asked me the same she’s a She’s a great girl, and see what a wonderful lady she is. I’ve really enjoyed we’ve already got it at the beginning for they. So you know when I meet you, you were referred. Yeah, so when I come to ask you for referrals, you already know that you’re referred. So you know that that’s the journey that I’m on, and the behavior and and the process that I use. So you’re now not sitting there, going, Oh, referrals. I don’t know about that. Okay, you know, it came from Lola, so of course, you’re going to refer to each other people. That’s a given, right? 

 

Rick Jordan  

Yeah, for sure. Yep, right on. Now, how do you track this inside of an organization? You know, this might be a little bit of a personal question. You know, is this something when you have a sales team, or when you manage a sales team, do you actually use that as a KPI an instrumental measurement is how many referrals you’ve received on a day a week a month.

 

Spencer Lodge  

I use it as an incentive, so I run incentives on referrals right guys? Guys can control activity, they can’t control outcomes, and so I would rather have somebody that’s given me 110% every day, five days a week, writing no business at all than a guy that’s coming in and doing two hours work a day that’s dropping a deal every week. I would much rather because that guy that’s giving me is all the reason he’s not making it is me because I’m not giving him the skills that he needs. And so it’s so much easier to work with those people, because once they have the skills that evolve, they’ll still have the work ethic and they will deliver. And so when. It comes to those, those guys that are the lazier ones, I don’t but when it comes to tracking stuff and measuring it, I keep it really simple. I use three, three steps in my sales process. We teach, we monitor and we measure, all right? So you teach it, okay? We unite it in a classroom with the guys in a boardroom, whatever it is, and we teach it, then we have to monitor them doing it. So that’s a combination of maybe role playing. That’s watching them do that in front of their clients, jumping on the Zoom and listening in, that’s your monitoring. And then we measure the outcome. And so for me, and that feedback that people get means they feel engaged with the development of their own skills and their own their own career, rather than just be like, how much business you’re going to write this week, buddy, which is what you totally turned into a persona, right there. Man, that was brilliant.

 

Rick Jordan  

I can imagine you on stage. I mean, we could kind of get a feel for each other, but I can imagine you on stage. How many more personas do you have? Man, that was brilliant. That was awesome. I love it. Your process is so easy to follow to you know, that’s what I love about it, because it’s so natural, you know? And I know we have different opinions on networking, I don’t know. Maybe that’s an extrovert, introvert thing, you know? Because right now, we’re a one on one on a Zoom, you know, it’s not, it’s not, we don’t all.

 

Spencer Lodge  

Nobody likes the same things all the time. For sure, we always like to close a deal. We always like to be given loads of leads. We always like to make a load of money. We always like praise and appreciation for what we do. But our routes to market. I know some guys that would rather network than get referrals, you know? I just, I don’t, I don’t like networking. For me, it’s intimidating. So let me do the referral approach other people out there, even in my business, and I’m like, guys, I don’t care. See 50, get 15 meetings in your diary a week. See 10 of them, and it’s impossible to fail. Yeah, even if you’re Joe, average, you and

 

Rick Jordan  

I would make a great team then, because I love the networking and you love the referrals, that would be fantastic. I know. Right, yeah, right on. I love it, for sure. Brother, yeah, I love it. I mean, I just love people in general. And I know you do too, you know, but it’s a I’m with you. Your persona is going to stick with me. I hope in post production we can just, like, replay that kind of like as a boomerang, because that was brilliant, my man, you need to post that everywhere. Oh, my God, I love it. Finance, you know, let’s, let’s shift real quick here, finance, because that is your that’s the business of your business, right? 

 

Spencer Lodge  

That’s my training and my background. Yeah, I was a financial advisor or financial planner, whatever you want to call them, for many years, and I went to live in Hong Kong as a youngster, 23 years old. I’ve lived overseas for 33 years and moving from the UK to Hong Kong, the difference in the products wasn’t much, but the amount of money was much bigger, so the clients were investing much more. So I got paid more, but I learned about financial planning when I was young, and I got a real B in my bonnet about people retiring without enough money. And so I usually, I used to say things myself. So you’re 30 years before you make much money. Between the age of 30 and 65 is kind of when all the money’s made, plus all the costs come out. And then you get to 65 and you live for 2530 years, and you’re broke. It’s kind of like, why would you do that? Yeah, but people seem to be obsessed, in the States, in the UK, wherever they are, seeing assessment living for today, but not planning for the future. And so, I mean, I used to say to people, I’d meet a 40 year old man that was married that had no financial planning in place, and I’m like, Has anyone told your wife? And they’d look at me, no. Well, someone needs to, because if you get to 65 and you’re broke, what are you going to do? When we think about it, what do you do? You’re 65 and you’re broke, what are your options? Number one, rob a bank. Number two win the lottery.

 

Rick Jordan  

Documentary about that. Now everybody can learn how to rob a bank, yeah, but it’s

 

Spencer Lodge  

like, rob a bank, and I look at you and I’m like, will you look good with the balaclava? Not so sure. You know, winning the lottery, but you’ve got more chance of getting struck by lightning, okay? Or you can save and plan for it, but now you’re 65 that’s not going to happen. So now you’re in a situation where you’ve got potentially 30 years of your life where you’re going to have to rely on your kids to support you. But why would you why would you have a desire to do that? And you know, when we’re younger, I don’t know you, Rick, but when I was younger, it was the watches, the cars, the houses, the boats and all this kind of nonsense stuff that had significance to me, which told me, via others that I had success.

 

Rick Jordan  

Yeah, it was external

 

Spencer Lodge  

validation seeking. Yeah, yeah, absolutely. And I don’t have any that doesn’t exist in my mind anymore. The ego’s gone. The desire for those types of things is neither here nor there. I work. I use my money for other things I care about, but when I look at people, it’s like people aren’t being educated enough to learn what to do. No one, you know. I think financial planning. I think investment strategy. I think that understanding tax, understanding just simple credit cards, how they work, understanding how you budget, all this kind of stuff should be taught at school, and nobody should leave school without knowing when they come out if someone offers them. Credit Card, exactly what that means? Yeah, for sure. You know. They should understand what a mortgage is, and so how it works, and how it works for you and against you. They should understand the different asset classes. And people buy stocks. I’ve got a stock portfolio, okay, what have you bought? I’ve got I’ve got Tesla and I’ve got Coca Cola and I’ve got Apple okay, why? I don’t know, because you know, and that’s what I’m doing. And then and then you’ve got the crypto people, why are you invested in crypto? Because I can make money there. 

Okay, explain to me how the blockchain works. Don’t know. Oh, it’s ledger. Oh, great, wonderful. Okay, well, explain to me how Solana or Bitcoin works, I don’t know. Okay, explain to me how a mutual fund works, yeah, and it’s like, you don’t know about this kind of stuff, and you’re going to give yourself a real headache in the future that you don’t have to worry about, if you just take the time to learn. So as you can hear from my rant, I got on a bit of a I got really committed to that and wanted to make sure. And I used to say two things to people. They would say to me, what do you do you do for a living? And I say, I bulletproof people against all their mistakes. Okay? And the other thing I used to say is, I’m the fifth emergency service, because you’ve got the police, you’ve got ambulance and fire, you’ve got the Automobile Association, and then you’ve got me. They stop all of these problems. I stop you messing up your money. And that’s my job, and I’m here to protect you from bad decisions.

 

Rick Jordan  

Did you come up with all those? Did you have a brand? Man, Man, that’s freaking brilliant. We need to have, like, a sidebar or something. Give me a sentence that I can say, great.

 

Spencer Lodge  

It’s funny. This is a good this is a good one for networking. This is great. Yeah, I go to networking event, and people say to me, hi, how are you? And I’m like, what do you do for a living? And senior executive officer of an XYZ, okie dokie, 123, company. And I’m like, All right, okay, that’s interesting. It’s not but that’s what they that’s what I say. And then they say to me, what do you do? And I say, I help people become millionaires. And I look at them, yeah, and they kind of double take, and they’re like, What do you mean by that? I said, Well, it’s not something I discuss at a networking event. If you want to come to my office and talk to me, then we can talk about it privately there. How do you do it? And I just walk away. I won’t engage with them. I walk away. 

 

Rick Jordan  

And then you’ll find a mic right now, because that’s a Mic drop. They follow you.

 

Spencer Lodge  

They do. They follow you because everyone’s greedy. Everyone wants to shortcuts of success and money and stuff, and so they’re like, what does that guy do? Now, they don’t know, you know, but if I said I’m a financial planner, if I said I’m a wealth manager, if I said I’m a financial advisor, I mean, how interesting is that in a networking event, is to drop the mic because

 

Rick Jordan  

I’m, like, dating, because you’re creating the mystery and the intrigue, right? It’s like, you walk up to, you know, as you walk up to, you know, as you walk up to a woman, it’s like, I’m the best thing that could ever happen to you. And then that’s it. You walk away. That’s awesome.

 

Spencer Lodge  

We need to go to we need to go dated. I mean, my wife would be bad about that. 

 

Rick Jordan  

You take that half of the room, Spence, I’ll take that half of the room. Okay  

give me your cue cards.

 

Rick Jordan  

I love it. I love it, man. I love how you do that, too, because I’m with you on this. And from a financial planning perspective, you know, I’d have to say, you know, there’s nothing like sales to try to generate that. And I feel that, you know, to bring this back around, sales truly has unlimited earnings potential. You know, as long as you’re with the right organization, or you’re doing it for yourself, and you’re setting it up that way, you know, it really has unlimited earnings potential. And I try to institute that into my company too, pretty much with everybody, even the individuals that are out there fixing servers and everything like that, it’s like they always have an opportunity to bring up another need that could be there. And it’s, uh, I learned this way back with Geek Squad, you know, because I used to work with Geek Squad 20 something years ago, right? And every time I’d go in, it’s like, well, I’m already here, you know, this is the upsell. I’m already here. Why don’t I take care of this for you as well? Because somebody else sold it, you know? But then I’m sure you did the same thing in financial planning, you know, there’s this, but as long as it matched what they need, it’s like, there’s all these other things that you need to do as well. What kind of disservice are you doing if you don’t mention that? That’s what always got me. I took the inverse. It’s like, if I’m not doing everything I can to help them, we’re both losing they’re not getting the solution, and I’m not getting the Yeah.

 

Spencer Lodge  

Well, you know what, if you’re a financial planner and people decide not to become a client, what they actually do is then ignore that subject for two or three years, and that’s damaging for them, critically damaging for them. So to your point, I understand another thing to consider here, a salary is, is like a sentence. I’ve never had a salary, and these people that I want the security from a salary, let’s say, you know, you get paid $10,000 a month. I don’t know what you take home in the States after tax, but let’s say it’s seven and a half. Whatever it may be, 7000 you now have to plan your whole life, your holidays, your vacations, your Christmas your Christmas gifts, your birthday gifts, your streets, your choice of car, your insurance, your furniture in your house, your swimming pool being retailed or not retailed, all this kind of stuff. You have to work in with this, this money. And it’s like, yeah. And you’ve got John at the end of the blooming office that sits there on the same salary of you that swans in 30 minutes late. He leaves 30 minutes early. He has the fattest lunch that you could imagine, and you’re busting your balls, and he gets paid the same as you because you’re on a salary I couldn’t imagine anything so restrictive as that. Now, if I work hard for you, Rick, pay me what I’m worth. Man, if I go out and get results, pay me what I do. If I work twice as hard as everybody else, I want twice as much. If I get you twice as many results, make sure that I get rewarded. But every employer wants that’s a that’s gold for an employer. We want guys to want that, yeah, but there’s so many people out there that are just kind of stuck in that, that that kind of, that I’m never going to change my pattern place? Yeah,

 

Rick Jordan  

I’m with you. What’s a Where do you think that that that loop starts, and how do you stop it? You know, because I train this, I coach it too. But I’m curious as to what your take is on that, you know, getting breaking out of the matrix. I could put it that way, great, great way of putting it, look, it’s fear, isn’t it?

 

Spencer Lodge  

Yeah, it’s a fear of something being left. So rather than an optimistic thought about what could be more, it’s a fear of something being less. When you’ve grown up in sales, as I have, you know no difference, so there’s no fear. You You know that rejection is part of the job, so you don’t fear it. You know that that. You know if you work extra hard and you land an extra couple of clients, that means clients, that means an extra couple of 1000 bucks, or whatever it may be in whatever job you’re in. But the fear of stepping away from this security people have convinced themselves that they need that. And you notice this, when people get into sales that have been in a salaried role, they’re like, no, no, I need a salary. I need a salary. Okay, I need, I need a basic salary. I got to cover my costs. And it’s like, well, so we’ve got to pay for your salary to give you your security and commission. Yeah, okay, so where do we win in that where’s the where’s the deal for us, you know? And I just think people are people are scared, and what they do is they surround themselves with other people that think and feel the same. Yeah, because let’s say you were the salaried guy, and we were out with 10 of my friends, and every weekend we spent together, and the 10 of my friends and I were all commission LED. And number two is in a company, or salespeople working within a company, an intrapreneur, I suppose you’d call it, and you were the guy on a salary. And we all, you know, every week one of the guys was landed a deal 50 grand. Come on. Okay, how long would it take for you to start questioning it and then thinking otherwise? It wouldn’t take long. But if you go out with a bunch of Chartered Accountants each week, and all they do is talk about stability and sensibility, and, you know, really scary out there. You know, job market stuff, more opportunities, a tough recession might be coming, then you retreat into, into your place with Safety Day, yeah, for sure, recession is always coming too.

 

Rick Jordan  

I mean, even in the in the States, when the when the Feds cut the rates this week, you know, that sparked the the news about recession, you know, the speculation about recession. I keep looking at this. I’m like, Do you not realize we’ve been in one for like, five years already? I mean, I mean, it’s, it’s media, right? But it’s been just different stages of this thing. And then it’s like, when in when interest rates were going up, and they’re like, Oh, this is going to bring on the recession, but we’re going to curb inflation. Look at the historical patterns, and now that the Fed’s cut rates substantially just a couple weeks ago, like, Oh, this is the biggest sign yet. You know, it’s always apocalypse, doom and gloom. And that comes from finance people. It comes from finance all the time, you know. And I get it because CFOs, I’ve got a great one, you know, his job is really to mitigate risk. You know that that is the, the number one job. 

And I once had someone tell me, a finance individual who ran a CFO mastermind, he’s like, Rick. I want to tell you something, as you’re going public, he goes finance adds no value to an organization. He’s like, all it does is mitigate risk, you know, so which, which? I think they’re both needed. But from what I’m hearing you saying, it’s like, why would you always want to hang out with the individuals on the left? Because that’s the only conversation. Because if you’re going to be there and you’re somebody who wants unlimited earnings potential, and you’re just constantly looking at mitigating your risk, and that’s the only thing you’re looking at, you know, you’re gonna get me on a soapbox, on a rant now too, because I think back to the pandemic, dude. Everybody was like, pulling back, pulling back, pulling back, pulling back, you know, cut the expenses, cut the cost, reduce workforce reduction. All of this. I’m like, Let’s go balls to the wall, all in, double down, you know, because I like spending my time over on this group.

 

Spencer Lodge  

So what we consider here, number number one finding the industry that’s recession proof. I think cybersecurity is probably pretty recession proof. Financial Services, I think it’s exactly the same. Insurance, they’re recession proof industries. And then I defy anybody to go and live in Mexico and not learn Spanish. You know, it’s proximity, isn’t it to the people that think and use a language differently, and if you hang around with people like me and you, and we are these types of people, it won’t take long for it to just start rubbing off on you, and you’ll start doubting the decisions you’ve made in life, and you’ll start wanting more, and you’ll start feeling and feeling thinking about gratitude and abundance and optimism. And purpose and mission, whereas I think a lot of people don’t even have those things on their on their radar.

 

Rick Jordan  

Yeah, I’m with you, especially if they come to a bar with us, right? And they’ll really see

 

Spencer Lodge  

what you try and Elmer, the ladies

 

Rick Jordan  

full circle. I love that I did stand up a few years ago, and I learned the artistry of the callback, which that that’s what I’ve done it a couple times during the show, dude, this has been fantastic for real. Brother, I appreciate you. Your your wisdom, your intelligence, your your insight is just phenomenal. It’s no wonder why you’ve had so much success, and why your podcast has grown so much, and why you’re speaking in all kinds of stages. Thanks for coming on my man, where can we find you? Where can it be? So, I mean, I’m following you on Instagram now, you know it’s, uh, what’s your Spencer dot Lodge? Right at Spencer dot Lodge,

 

Spencer Lodge  

yeah, my name sounds like an old people’s home. So you have to be careful.

 

Rick Jordan  

It’s not that connection. But now that’s all good to hear. Glad to do that.

 

Spencer Lodge  

But yeah, I mean, I mean, you can find me there. I’m on LinkedIn, all the other usual places that you can find me. I think that my, my, my focus now is a different person to the person I was. But I’m still, I’m always super excited by anybody in sales, business development, entrepreneurship, people that, no matter where they started, want to be somebody, want to be something more, trying to achieve something more, anybody like that. It’s just the energy I get from those types of people that that hunger when you’re with those people. Man, I could have dinner with those guys every night. Ladies, there’s two Sorry, I’m with you.

 

Rick Jordan  

Yep, right on, brother, thank you for coming on. I appreciate you. I’d love to have you back sometime. Maybe we can have a follow up conversation.

 

Spencer Lodge  

Absolutely. Man, where are you in the States? Chicago,

 

Rick Jordan  

Chicago, yeah, just outside Chicago, right?

 

Spencer Lodge  

Yeah, I’m gonna, I’m gonna be in the States. I would love to get you on the show. Okay, you and I sit down and spend a bit of time together, because I think we’d have some great content to make. 

 

Rick Jordan  

Yeah, we would, for sure, my man, I appreciate that. I think, I think I might see you in Vegas, coming up in November.

 

Spencer Lodge  

I believe that’s where we’ll Okay, yeah, do you need to talk about Vegas? Do we need to talk about Vegas? 

 

Rick Jordan  

We can talk about Vegas, yeah, what are we talking about?

 

Spencer Lodge  

 You can’t leave it on. I might see you in Vegas.

 

Rick Jordan  

Oh, my gosh, November. I will see you in Vegas in November. I think it’s Jeff one week out there.

 

Spencer Lodge  

Is Jeff one weekend, sustainable sustainability summit week as well. So yes, if we’re going to be there together, then that’ll be fantastic. We’ll get it. We’ll get a studio organized, and definitely spend some time for sure, before

 

Rick Jordan  

we end actually tell everyone about that event, because the event’s phenomenal. Event’s phenomenal.

 

Spencer Lodge  

Four and a half 1000 people in person. I think between one and 5 million, depending on how many subscribe online for that event. Is a really, really big event. It’s incredible speakers. I’m talking about world leaders. I’m not talking about, you know, your average Joe that’s come and likes to get on stage and, you know, bang on about what he does. There’s a problem out there, the sustainability mental health challenges that exist. People not understanding, you know, we get this greenwashing thing that businesses do, and they spend their time pretending to be sustainable and approaching things. And for me, it’s like, how do we teach kids to understand this shit? You know, how do we get it into schools? How do we make sure that the next generation learns about it when they’re young and they grow up thinking about how they can approach business sustainably, how we can, you know, we can feed the world sustainably, how we can look at how we live our lives? You know, biohacking is a sexy term, but what does it mean, and how can it impact you? You know, I’m 54 years old. I don’t want to die when I’m young. I don’t want to be one of those statistics. And so what can I consume? How can I live a healthier life? People like Deepak, Chopra, Jay Shetty, are going to be there. So we’ve got some of the biggest speakers there. We’re going to have panel discussions. We’re going to try and make it as interactive as possible. We’ve got a gala dinner where you could network like crazy, and I’ll sit in the corner on my phone, come on.

 

Spencer Lodge  

But really, I mean, we need to create a movement around some of the issues that exist here. And for me, if anybody asked me to come and host an event in Las Vegas, my first answer, honestly, mate, is no, it’s just 12 hours away from me. It’s a 12 hour time difference. It’s like, do I really want to be there? But the truth is, this is so important, and so when Lona reached out to me after the other work we’ve done on human trafficking and stuff, it was really important that I supported her with this, and I know that she’s going to turn this into a landmark event that will take place, I think, two or three times a year in different parts of the world, and create a movement for us all to work together. So, yeah, the sustainable Summit. Dot life, you’ll find the website if you want to go check it out. It might be for you. It might not, but I urge you to, you know, if you care about this planet and you. Care about people and your kids in the future, then you probably should be there. 

 

Rick Jordan  

I love it. Everyone needs to go there and register, attend, and you will find Spencer in the corner. That works. That’s great. I will be there for real. Register and go and you’ll meet. You’ll see both of us there and a lot of awesome people. Spencer, my man, you’re amazing. Thank you, brother for coming on.

 

Spencer Lodge  

No, I really appreciate your time. Thank you so much for allowing me to be a guest.