Podcast

Episode #39 Ryan Tuckwood

 Business and People Podcast With Walt Bayliss

Ryan Tuckwood on Selling for Non Sales

People And Profit with Communication
How to follow a structure and get GOOD at sales
even if you're not 'sales'
Business and People Podcast With Walt Bayliss Episode 39:
Ryan Tuckwood Selling for Non Sales People And Profit with
Communication. Ryan and his business partner, Jack,
successfully achieved funding on the Shark Tank show -
backing their growth internationally for their SWISH sales
academy and have helped THOUSANDS of people, who aren't
sales oriented to get better at communication and sales. A
Business without sales, fails!
Subscribe at: http://businessandpeoplepodcast.com

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Walt Bayliss: 00:13 Hi everyone. This is Walt Bayliss with the business and people podcast today. We are blessed. We
have on the show a successful shark tank entrepreneur, someone who actually got the funding from shark tank not back

by one or two, but all three sharks. He's gone on to create the ISR training system and the Swish Sales Academy. He's a
worldwide leader in the sales organisation. He's been entrepreneur of the year. He is none other than Ryan Tuckwood.

Ryan, thanks so much for joining us on the show, man.

Ryan Tuckwood: 00:44 Thanks. But thanks for having me that that was an intro. Thank you very much.

Walt Bayliss: 00:47 I always want to give somebody you know, something that you can play as you come out of the
bedroom in the morning. This is Ryan Tuckwood get my cereal ready. You know, this is everything we need to get started

for the day. Yeah,

Ryan Tuckwood: 00:57 That's gonna be my ring time moving forward, I think.

Walt Bayliss: 00:59 Fantastic. I'm thrilled to hear. Absolutely through now. Mike, you had incredible breakthrough with the
shark tank success and of course that was able to rocket you forward, but that's not where it all started from you. I was

reading your bio, you came over, you moved to Australia from, from England, you were a broke sales professional sleeping
on the floor with 31 cents in your pocket. I had the thing song from the pursuit of happiness with will Smith playing in my
head. As you were, as I read through that. Mate, how did this journey all come together for you?

Ryan Tuckwood: 01:28 Well yeah. Well what you just said there is absolutely spot on. And I guess it stopped many years

before that. Just to, to kind of frame and put everything into context. I think when people hear the word salesman or a
sales person, they think extrovert, somebody that's kind of larger than life loves being on stage. And that couldn't be

further from the truth for me. I'm, I was, I'm an introvert by, or I am still an introvert by nature. I heard recently from my

parents that I used to spend many times under a table when we go into a social environment and I take my shoes off and

not talked with the human beings. And then I got a job as a mechanical maintenance engineer. So I did study engineering
and I did that for eight years. So, wow. I was very much a 12 hour days, 12 hour nights work by myself, never speak to

anybody else and, and be very meticulous at that job.

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Ryan Tuckwood: 02:18 And I was very good at it and I'm a very process and formula driven. But then I got to the age of

27, almost 28 where I started to realise that maybe that wasn't me fulfilling my potential and there might've been

something more out there for me. And at the time I had no idea what it was. But with the, the Australian government in
the way they are for backpackers, I had like an urgency imposed on me at the age of 27 that if I didn't move over here by

the age of 30, I would've missed that opportunity. So so I gave up everything that I had back home, houses, cars and

girlfriend five years and I jumped on a plane by myself and moved over to to Australia, Sydney originally. And then then I

travelled the whole breadth of the coast and I ended up on the beautiful gold coast.

Ryan Tuckwood: 03:04 Nice. And that would conduct, I guess, bring to what you said there initially was that I was a failing

salesperson. Long, long story short, I, I struggled to find employment. You can only work for one organisation for six

months on that visa and the only job I could get was in a call centre. So I ended up on the phones $300 a day. Terrible job

for an introvert. Yeah, exactly right. Yeah. And and I will say, I don't care how confident you are as an individual. When you
get 298 people a day tell you to piss off and no one certain terms that that is going to affect you. And it certainly did for

me. So I can go into some more of that in a second, but that kind of, that's where it all started. My sales journey, I guess

falling off centre.

Walt Bayliss: 03:50 Now you've, you've on now the co-founder with your partner Jack of the ISRtraining.com.au, Which of

course the main product of that is The Swish Sales Academy, which is teaching sales techniques, teaching people how to

succeed in sales. And obviously that's come from that hard starting ground for you where you know, your story is, as we

said, a sleeping on the floor with 31 cents to your name. You had to make it like there was literally no other choice. And I
is that the foundation of now what you've created with the Swish Sales Academy?

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Ryan Tuckwood: 04:24 Yeah, 100%. I mean, me and Jack are polar opposites, but essentially the, the programme was

originally designed for people like me and people that didn't want to be taught with the brush of being a sales person.

There is a stigma in this industry, whichever way we look at it. And for me it all, it all started and I remember it so, so
clearly. It was one night when I was sleeping on the bathroom floor, I was actually on the lay-low, I want to blow up lay-

low. And then one night that lay-low just popped on me. And in the middle of the night about 2:00 AM and I just went

crashing to the floor. I'm laying on these cold tiles thinking, what am I doing? And this was about three months into my

cold, cold call centre journey. I remember going in the next day to, to the office and Jack, who's now my business partner,
was my sales manager at the time.

Ryan Tuckwood: 05:12 And I, I actually quit. I said to him, mate, I, I can't do this. Sales isn't for me. It's really affecting me.

It affects my relationship with my now wife Alicia, who stuck with me. She's still with me now then. And I said, this isn't

for me. And the words that Jack said to me next literally changed my life. He just said to me, Ryan, you, you haven't even
tried. And there's me doing 7:00 AM till 7:00 PM going in on Saturdays, dialling $300 a day. I've always been a good

employee. I've got good work ethic. But you said you haven't tried, you haven't truly tried to master the art of sales and

negotiation. So he sent me a bit of a challenge and he sent me a challenge for the next 60 days to really immerse myself
in this craft. And we have nothing left to lose.

Ryan Tuckwood: 05:57 I'm quite competitive anyway, I did that. And what I, what I learned from studying all of the old

school greats, you, Zig Ziglar, Brian Tracy, Jim Rowan and Tom Hopkins, Ron Willingham was it, there was five core

fundamental tools to selling or just communication. That's all it is. Number one is have you introduced yourself to
another human being? How do you make a great winning first impression on everybody? Number two is how do you open

people up and discover people's needs even if they don't know they're there? How can you open every personality? Type

up? Number three is how do you present in a way that the other person understands and they consume information for
was how do you ask for the business? So finding out that there's three different levels, low level, mid level and financial

level commitments that we should be asking for.

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Ryan Tuckwood: 06:43 I was always asking in the wrong order. And then number five was objection handling and mindset.

So how do you deal with the level of rejection that is undoubtedly going to come in life, not even just this industry and

business. I'm in general and control your mindset around that. When I realised there was five core fundamentals in that it

was a process started to fall into place. And if you did things in the right order, you would get better results more often

than not. And I just had this penny drop moment that all of a sudden sales was like engineering and sales as a process.
And I'm like, I can, I can now do this. And I literally went from 21st on a sales board of 21 to first in five weeks. It didn't

take me 60 days and that was my journey. So yeah, the Swish Sales Academy is 100% based on those core fundamentals,

but obviously it's over 200 hours worth of content now.

Walt Bayliss: 07:36 Wow, that's fantastic. So from, from an engineer's perspective, when that was laid out in front of you,
like a blueprint and it was step one, then step two, then step three, your mind switched gear and you said, Whoa, hang on.

This is not some mystical, you know, ethereal mode. This is not something that I just have to make up on the spot. I can

logically follow a series of steps and achieve better results. And they came

Ryan Tuckwood: 08:04 A hundred a hundred percent and they came rapid. Wow. And the word you used there as well, it
was logical. I'm a very logical person. I mean I'm, everything just has to make sense for me. And it wasn't, it was as easy

as that. I'm not saying it's easy, but I'm saying it is from a mindset perspective, as easy as going in the next day and

going, am I better than what I was yesterday? And don't get me wrong, I wasn't the top sales person over night, but I could

all of a sudden I could keep somebody on the phone for an extra 30 seconds. I could handle more objections than I did

yesterday and people were opening up more to me and I'm like, this is working. I mean it's all progress, not perfection.

And that gave me enough wheel every day to keep going and then eventually you just become [inaudible] a new person

might, like the stories in my head were different. I was telling myself I could do it as opposed to not being able to do it.
And exactly the same in business, I've realised business is a formula as well. And so now I'm just always looking for

formulas in whatever new challenge I take on board.

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Walt Bayliss: 09:03 Yeah, nice. Cause that helps your brain process the way forward in a way too to achieve. Because

there's so many things, things in inverted commerce out there. They're taking our attention and take our focus. If you find
the blueprint in, in whatever the thing is, then you've got a structured process to be able to, to move forward, which I think

is amazing. Ryan. Some of the people that will be listening to the podcast, they might be on the treadmill or you know,

they're in the car on the way to work there. They might be entrepreneurs that they run their own organisation or they might

be sales target driven people themselves. And I know that everybody is a salesperson, but we typically find that the two

categories, introvert, extrovert, you get the, the sales present as you said, that the Jack on stage with the presence and

you find the quiet introverted person. Do you, do you now think that the, the process that you've put together with the

swish sales Academy can benefit both camps?

Ryan Tuckwood: 09:54 Yeah. Yeah. And initially I think it was very much geared for people like me. It was about giving

people on foot, giving them motivation helping them write goals. But over the years now we've definitely been able to take

people that have also had 25, 30 years sales experience and show them something that is pertinent to today's market. It
is a, it's a deeper level understanding to sales. I mean, people will say, well, what's different about your programme? And I

always say the different is the intent. And the intent is actually not to teach you to sell. The intent is to teach you how to

understand whether you have an opportunity to sell. So you want some big huge difference. And that starts, Hey, it's,

yeah, your, your job is purely to understand whether you can help the other person that you're speaking to.

Ryan Tuckwood: 10:40 And then if you can, great. If you can't, you, you're not have a level of integrity that it has to, has to

play out and you let people go and you wish them all the best. And that's what Swish is. Selling with integrity and selling

honestly. So I've probably been surprised if I'm being brutally honest and the amount of truly experienced professionals

that have come from our programme and seen drastic results, I thought they might, Oh yeah. Similar to what I've done

before. I've heard that before, but I think we've been able to put a real logical spin on why people buy. So it's more about

buying behaviours than selling behaviours.

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Walt Bayliss: 11:17 I like it when, when you were talking, like I was thinking the same thing that the, the typical extroverted

salesperson would benefit as well by, by not just running at a bullet a gate, but by following a process, still keeping that

same personality, not talking about changing that in any way, but stop that, run a run at the gate kind of mentality, which,

you know, I'm in that camp, that's what we used to do. Right? It's more about following a logical series of steps and

bringing your, your personality along with it. So I can definitely see that the, the results would come now may. At what
time did you and Jack say to yourself, Hey, we're onto something here and then, you know, get the shark tank funding and

create what you have today?

Ryan Tuckwood: 11:54 Well I think firstly it's probably important to understand that the original business model so the

reason the business was created is because Jack Jack actually retired at 22 years old, so that's a whole different story.
He left the other company and then as he left the old organisation and new owners came in and they took over and they

were, how do I phrase this? And they were very ruthless business owners. They just, it was all about making money. And

for all intents and purposes, they weren't ethical. They didn't have any many more morals. I'm comfortable to say that

these days. And that's where I had the penny drop. I'm like, hold on, this isn't right. This doesn't sit well with me. And then

in 2014, we created the business, but we really wanted to, to give back.

Ryan Tuckwood: 12:38 And we really, I realised that if I can be trained to be successful in this industry, anybody can. So

what we created was a recruitment model that was totally free of charge. So we had we would put two day sales training,

we call them boot camps now, but they were just sales training classes on where we would get job seekers, give them

free of charge training. And if we got them a job at the end of it, we would take $99 a week out of their wage for the first

10 weeks if they didn't get a job, some free training business owners, totally free of charge job seekers, totally free of

charge unless you got a job. And then it was just a thousand bucks over 10 weeks. So our incentive was to keep you in
work as well. So we gave you 10 weeks of digital training.

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Ryan Tuckwood: 13:19 So I'd say probably about two years into that, we've placed nearly two and a half thousand people,

which was far outweighing any recruitment agency in Australia. And we'd saved the government over $17 million and
cents. Link payments was a big wow. Amazing guy. Look, I remember he came out with it without figuring out lot, wow,

okay, this is, this is work. And then I didn't decide to go on shark tank and Jack decided to go on shark tank as an

introvert. That's not an arena you decide to put yourself in. So, so Jack applied and he said to me one day, what do you

think we'd be like on shark tank? I'm like, Oh, well, I think you'd be great. But I think, do we need to do that? And he goes,

well, it doesn't really matter cause we've been accepted.

Ryan Tuckwood: 14:03 So I appreciate it, but that's, so for somebody that's the, at that stage still hadn't really spoken. I'm

on stage properly only a couple of years ago. I'm very comfortable in their training arena, but to stand on stage in front of

200, 300 people or more or let alone going to shark tank, that was anxiety, heaven just there. So, so yeah, that was

definitely his decision initially, but it's one that has definitely paid dividends as well. So we, we knew that we had

credibility. We knew we were, we were post revenue. We had two and a half, nearly three years worth of proof of concept
that the training was working. And we'd also created a digital version of the training, which was also working. So we were

relatively confident going into it. But again, you just don't know what happens in that environment. Fortunately for us, we

did secure security investments

Walt Bayliss: 14:52 And from that, like it's not just the money from that exposure as well. It, it's the mentorship that
comes with it. Were you able to grow as a result of that mentorship, not just the investment, but the, the actual strategic

direction that the sharks provided? Were you able to expand because of it?

Ryan Tuckwood: 15:09 Yeah, absolutely. And I think again, I, I was very naive and I'm 37 years old now. I didn't own a

business until ISR training. I now own it. I've read a sign investment company with Jack [inaudible] and a hair and beauty
salon as well. So I've gone from no businesses to three businesses in six, seven years. So we went on the show and then

I thought you walk around the back, they turn the cameras off and they give you the money due diligence and all of this

sort of stuff. So yes, we've we've grown if you want the bottom line, we've grown 300% in the 12 months since the money

hit. So yeah. What we [inaudible] we're very naive too, but we thought we were being strategic too at the start was we

undervalued our business massively to induce the investment and we didn't need the money.

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Ryan Tuckwood: 15:52 And I always hoped that that comes across the right way. We didn't, we, we were, we were growing

100% year on year already. But well, I believe we're probably five years ahead of where we would have been if we'd

continued to do it ourselves. As for their mentorship, their guidance, like they've all been here to the office. Andrew's used

our training over in the States with his team. Once he saw that work, they signed off the due diligence process. The just

the context that they can give us as well. Like all of a sudden you get that and say if you have them behind me and like
that, that's not by chance that we've got those big enterprise organisations just after they came on board. You know, it

gave us a level of credibility like never before.

Walt Bayliss: 16:32 Yeah. Very cool. That's so cool. So Ryan, as we, as we talking to our listeners right now, the people

that are, that are engaged with us, we've got somebody who's sitting in the car, as I said, on the treadmill, and they might
be heading to a sales presentation. There's nothing there. Let's see if we can help that person and give them a couple of

things that they can take with them into that meeting. Somebody that might be feeling a bit nervous, somebody that's, you

know, always seems to struggle when it comes to asking for the money at the end. What are some of the things that we

might be able to grab someone and say, Hey, take this with you into the meeting.

Ryan Tuckwood: 17:00 Yeah. Okay. First and foremost, I'd always say emotionally detach yourself away from trying to

make the sale. If your, sole intention is to try and make a sale today, you're going to feel apprehensive because you're

setting yourself up for a fall. So I know that's easier said than done, but if you can go into the mindset that my only job is

to find out whether I can assist them or not, you will ask more questions, you will ask better questions. And so the, the job

is to, to discover people's wants and needs or even though that's a bit bit cliche, not be thinking about what product or

service are you gonna push at the end of it because they'll see it coming. So recognising that the consumer is more

educated than ever before it should make you talk to them like an educated individual.

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Ryan Tuckwood: 17:42 So we normally go through five to seven discovery questions and we call it straight after our

introduction. Just prior to getting that app and give you a real quick four step process if it, if it helps on how to frame any
conversation. So if I was making us, I say, well I'm not nice to meet you. Thank you very much for giving me your time

today. So the first thing I always do is acknowledge them, giving me their time shows a level of appreciation shows a bit

more about your character. So that the acronym by the way is a not a N O T so I acknowledge or appreciate that time.

Then we lead into N which is naturally after X amount in this X amount of years in this industry. One thing I've certainly

understood is that everybody's situation is different, so I make them feel unique.

Ryan Tuckwood: 18:30 I let them know that I've been doing this for X amount of years and I'm building credibility in my

character and the business in one fell swoop. Then we go to O or say obviously for me to understand whether we can
assist you or not. It has to be in their firm. Obviously for me to understand whether we can assist you or not. I'm going to

need to ask you a few basic questions to ascertain your wants and needs. And then I'll finish with tea, which is typically

this conversation, this phone call, this meeting will always go one of two ways and then I let them know and no one's

certain terms. Sometimes I don't have the answers for you. So if at the end of this consultation, I don't believe that I have

a product or service that can assist you, is it okay that I wish you all the best and maybe refer you to somebody that can

help?

Ryan Tuckwood: 19:15 Not many salespeople are brave enough to ask that question. It wasn't absolute game changer for

me. It really lowers sales defences. And what it means is they're now truly engaging your value proposition. So they're

listening to you as opposed to just waiting for you to get to the end to try and sell them. So typically this conversation will

go one of two ways. If I don't believe we can assist you, is it okay that we wish it should all the best? And maybe I refer

somebody that can help you. And now wait for the yes, yes. And alternatively, if at the end of this consultation, I do

believe we have some products or services that can assist you. Is it equally okay that I explained to you how they work?

And you can make an educated decision whether you would like to move forward or not.

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Ryan Tuckwood: 19:53 Brilliant that that's framing. And then so that will be literally right at the start of every single

presentation. And then the second part is then to have your five to seven discovery questions ready to go. And the first

question should always be, why did you accept this meeting today? Why did you want to sit down with me today? What do

you know about my organisation? Real big, broad, open ended questions that you can't control the answer to. And then

we're going to get more specific as we go. So I go primary, secondary, tertiary level questioning. And just so I don't, I

mean I don't want to take up heaps of your time going for this, but hopefully it's valuable.

Walt Bayliss: 20:31 Nah, man, I just want to keep you talking. I just, I don't want you to give away everything from ISR

training [inaudible] to you, but then I'm just keep talking. It's awesome.

Ryan Tuckwood: 20:39 Okay. So because then what you've done when you're gathering all this information, you've got if

you've done five to seven and five, seven and you've gone primary, secondary, tertiary, then all of a sudden you've got all

this intelligence and then you simply go, well, as I said to you earlier, typically this conversation usually goes one of two

ways. I think based around the information you've shared with me so far, we would have a couple of options. Would you

mind if I share them with you? So you've now asked twice for permission to present. So you are now permission by selling

as opposed to interruption based selling, which totally changes the dialogue, the internal dialogue they have. It will

remove your fear because they've asked you to do it. And I would say the only way you know to present your product is if

you know you can help them. Like, I believe and this took me a while to believe, but I truly believe that if I was to do a
consultation with you and you're struggling with, I can't afford it, let me think about it. People are saying they want to talk

to their partner or send me some more information. I know I can help with that. So I'm doing you a disservice if I don't

have the skills to get my products into your hands. But the only way I know that is by asking you the right questions.

Walt Bayliss: 21:46 I love it. I can, I can completely see even just with that introduction, Ryan, how you are able to take
someone from their position in sales doing well, doing poorly, wherever they find themselves, being able to then move

them through in a, in a structured way. I can completely see that. So your link is ISR training.com that you people can, can

get some free training. Can they, if they go to the site

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Ryan Tuckwood: 22:08 That they can yet? So there's heaps of free material online and we've got YouTube channel and on

Facebook we've got everything. It's as a as a sneaky little gift for anybody listening to this as well. We do have a private

Facebook group, which is usually kept for people that are in our online training programme. But if your listeners or

viewers would like to just search for it on Facebook #swishmovements. So it's just #swishmovement. And then there's

more free material in there with little video and downloadable documents and so on and so forth. So yeah.

Walt Bayliss: 22:41 Awesome. So if they apply to get in the group, tell them that you heard it on the Business and People

Podcast, Ryan or give you access to that, which is really cool. Thanks man. Appreciate that. So mate, now that you know

what, you know, you're, you're a mid thirties married, you know, you've got the businesses going back to that young man

who came across from England, knowing what you know now, what would you do differently?

Ryan Tuckwood: 23:02 I'm out of this land to sell earlier. I removed the word sell. I just, I just learned to communicate

with human beings. I mean I've been fortunate enough over the last few years and to meet some really influential

individuals anybody that's in the sales world will have heard of Grant Cardone before. I got to interview him a few weeks

ago and Michael Lane from success resources. Like some, some people that are real movers and shakers in, in the

business world. And one of the common denominators is they know how to communicate their math, their message and

their value to another human being. I wish I'd have learned that as a team because there was something inside me that

was, it must have been there. But I wasn't around the right people to have it brought out, so I would have surrounded

myself with people that have walk to the, the road that I'm trying to go down first and foremost and stopped listening to

the people that hadn't.

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Ryan Tuckwood: 23:51 I know that, again, it is pretty cliche and I hope it really does hit home because my parents might

listen to this one day, but, and I mean this in the most loving way possible. Mum and dad, if you do listen to this, the day I
stopped listening to you guys was the day that I actually became who I should have been and I started to fulfil my

potential. And that's not their fault. They, they just, they didn't have that foresight. They hadn't lived this road. So they tell

me to slow down. They tell me, Ryan, money won't make you happy and you're gonna, you're gonna kill yourself and dry

and drive yourself into the ground because they can't understand that I actually love what I do. So yeah, I wish I'd have

been around these people sooner. Been a do more networking. But that came from having the confidence to network by

being able to communicate. So I'd have learned to do this a lot younger.

Walt Bayliss: 24:37 That communication is the core success principle for being able to move yourself forward. We've

talked with other guests on the podcast, Ryan, that, that had that same kind of message about aligning yourself with

people that had walked the path before you. So if you took that forward in terms of advice to give, if you as, if you're

standing on a stage, you had a room full of people in front of you, would that be your main message? Align yourself in a

direction that you want to go and find a group of people that are, have a similar mindset. Would that be your, you'll call

her, would you do a, have a different message for it?

Ryan Tuckwood: 25:10 No, I think definitely try and find people that have a positive outlook on life first and foremost is

even if you have a, a really poor idea, they'll make you feel good about it initially,

Walt Bayliss: 25:21 Which might just be enough to get you going.

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Ryan Tuckwood: 25:23 Is it? Yeah, exactly right. Because the reality is we, we procrast I'm a procrastinator, I'm a, I'm a

procrastinator hiding behind the word that I'm a perfectionist. I think a lot of people can relate to that. The effectiveness

of broke people, right? Cause we never do anything. So I think if you can surround yourself with people that go, Hey, just

give it a go. Which is what I did. But Jack Jack was my catalyst. 100% yep. I'd be still building this business if it wasn't for

Jack. I'm five years in. So surround yourself with people that will actually support you even if it might not be the right
idea, but at least you're going to learn through those experiences as opposed to those people that tell you to slow down

and not do anything because it only highlights what they don't have the balls to do in the first place. And that's why they

do it is because don't you go and do that just in case you succeed? You make me look really bad for being an employee in

my average job.

Walt Bayliss: 26:17 Well, no, no, it's exactly right because people are scared about making themselves look smaller with

you know, if the people that are around them are getting bigger. So be careful of that. Take a caution. That's a really good

advice. But you actually, you referenced a whole bunch of material that Jack put it in your hands when you were, you

know that you had that pivotal moment. I'm going to be good at this. You referenced people like Brian Tracy and Jim

Rowan and the, you know, Dennis Waitley, Zig Ziglar, all of the kind of greats of that sales era. Are you a rate and now are

you still into the, the, the personal development?

Ryan Tuckwood: 26:45 Yeah, so my mantra in life now is always go to bed more educated than when you woke up. I liked

that. So yeah, it's literally I've become fanatical about it. I've got four different mentors at the moment, aside from the

shops. Obviously they're business partners, but I class them as mentors as well. So I'm doing three different training

courses at the moment. Two of them in sales, one of them in psychology. I've got a public speaking coach. So yeah, I'm,

I'm obsessed with it. I just think that's it. And if we expect that from our clients then that, that has to be, he may, I, I

realise if I could do that for, I was studying for about half an hour a day in that 60 day stretching programme that I told

you earlier that Jack challenged me to do. And I'm starting to think, well, if I did this in five weeks, if I just do this every

day, my life now, where the hell will I be in a few years?

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Ryan Tuckwood: 27:34 And that's why the investors have been really good as well. Like I look at Andrew Banks who's

obviously on a, on our board now. He, he's in, he's mid to late sixties, I think. Andrew maybe. And I remember saying to

him when we first met him, I was like, why? Well, why you doing this? You obviously don't need this right now. And he

goes, Ryan, I'm just curious. I just love learning new, new things. And I just thought he's still doing it then. So always be a

student and go to bed more educated than when you woke up.

Walt Bayliss: 28:01 I like that better. That's good. What are you reading right now, man?

Ryan Tuckwood: 28:04 I'm reading the speed of trust again at the minute was one I had on this morning by Stephen

Covey, if you've heard of that. I have, yeah. Yeah, it really, really good book. So I'm liking, so that's obviously Stephen

Covey's son. I'm going through that in a minute. And then my, my focus at the moment is my public speaking education at

the minute with a guy called Harry singer. Every singer is actually Tony Robbins public speaking coach.

Walt Bayliss: 28:27 There you go. You don't get very you don't get much higher accolade than that. Made some tell me

something that people might find surprising about you.

Ryan Tuckwood: 28:35 The mice find surprising about me. That's ice. I don't know if they've seen me on stage. They

would be surprised probably to know that I actually hated it. That might be a I really, I really common one, I probably

would be surprised cause I masquerade very much so. So I anybody that's done disc personality profiling, I'm a high C, I'm

masquerading as an eye. And that will make sense. The list is that I've done that and it's haven't, by the way, please study

disc personality profiling for, from a sales capacity because it will change the game for you, the way you communicate

with people.

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Walt Bayliss: 29:13 I think that's the key, isn't it? Being able to communicate better and just simply understanding the disc

that this philosophy is something that's global these days. And it's such a great way for people to, to not clash, you know,

where they don't need to be able to completely connect by, by aligning with the way the other people are, which is, which

is really cool. Yeah. That you wouldn't, you would hide it, that you've they will just find it surprising that you hated being on

stage. So what's your next goals for you mate? If we had a 62nd challenge and we laid it out and we said, okay, we've got

a ISR training.com to the, you, you've got all of these you know, customers that you're looking after. What are the goals

that you're setting for yourself? Where are you heading towards?

Ryan Tuckwood: 29:51 Yeah, so for me, individually, all the business going both. So for me individually is to obviously be

the best, best for father that I can be. I'm, I've got a 10 month old baby boy and Maverick cam. So trying to balance that is

a challenge. I don't think it is possible to balance out think through either all a father or your all at work and the on what

you're doing. So if I can find the silver bullets are doing that and that's key. And on a personal level my challenge, my 62nd

challenge for myself next year is to speak on stage in front of 5,000 people. That would be something that would really

cite to me that Hey, you've made a a generational shift as an individual that I can then pass on to others. As an

organisation, the aim is very clear. It's to impact a million lives. And to get the swish movement global we are, we've got

people using the switch programme in on five continents at the moment. But we've never pushed into anywhere apart

from Australia, New Zealand. So I'm moving to the UK as in picking the business up in and talking to in the UK and the U S
is what's in the next two to three years. So yeah, that they're the big hairy audacious goals at the moment.

Walt Bayliss: 31:00 Fantastic. May I, when you're on stage in front of those 5,000 people, send me a ticket. My, I'd love to

be in the audience. So you mentioned that you had mentors at the moment and do you have a formal relationship with

those mentors as in, do you have a weekly meeting with a business coach? Do you have someone that you, you know, you
have a fall or is it just a matter of send an email every now and again and check you?

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Ryan Tuckwood: 31:22 Yeah, I think that's, that's a really good question. I think I got confused by mentors in the start. At

the start. I thought that mentors were people that you have to pay for and you go through a formalised training
programme with a couple of people that I class as, mentors, I don't pay them. We just catch up for coffee once a month

and I just brainstorm with them. I mean, they [inaudible] openly honest with me and saying they learn from, they using the

time to learn about sales with me. But some of them are a lot older 50s in their sixties. And it's just about not enough few

ideas with them. So, and I mentor can be somebody, again, that's just been where you want to go as a, as a, and maybe to

add value. I was very surprised at the people that I asked to meet up and say, Hey, look, I'm really struggling with this at

the moment.

Ryan Tuckwood: 32:05 I can see that you've had a success in this area. Would you mind sparing 10, 15 minutes? And me

just picking your brain. I don't think I've ever had anybody say no to that question. So the key there is just ask. And if they

say no, there's other people out there. I mean, I do a lot of these types of things now, which I never used to do. And it

turns out a lot of them are done by 17, 18 year olds and I think, wow, that is, that is amazing. I wish I had the guts to do

that at 17, 18 years old, but I'll never say no to it. If somebody that wants to progress or move forward, I'll always make

time for it because I wish

Walt Bayliss: 32:40 I wish I'd have had the guts to do that in the early stages of business. So that's so cool. Can we, can I

I'm so respectful of your time, Ryan, and, and I'm so grateful that you've been able to jump on with everything else that

you've got going on. Can I ask you one, one last question as a, as a mentor, for anybody that's listening, somebody comes

to you and says, Ryan, I'm, I really admire what you guys have done. I'm just starting my own business. So maybe there's

somebody who's in that startup phase. I've got my idea, you know, I'm starting everything. I'm working 20 hours a day.

What advice would you give to that very early entrepreneur that you've learned from, from being able to set up with, with

Jack and yourself sitting, everything that you've put into place. What advice would you give to that person who's just

getting started? Who really wants to, to go out there and make something different for themselves happen?

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Ryan Tuckwood: 33:26 Yeah, I'm for first and foremost focused on revenue generating tasks. A disproportionate amount

of your time needs to be focused on revenue generating tasks, not, not the fluffy marketing collateral, business cards,

building a website. Focus on meeting with your prospects, speaking with your prospects and finding out what the market

wants. As a perfectionist, I'm taking, taking the edge off, taking that 20% of perfection off your expectations and let your

consumer dictate to you what is right and what is wrong and what's working and what's not working. So I think that will be

first and foremost. And if you're not, we always say without sales business fails. So if you're not driving revenue it doesn't
matter how good your business is, you're not going to survive. And secondary to that, you can't sell a secret. So you need

to get as many people to know about it as quickly as possible.

Ryan Tuckwood: 34:16 And then the final apart. And he said it's more of a Gary V message, but it really kind of resonates
with me. It's so be super, super patient with growth. In the early days, I think so many business owners are focused on

profit. And I know we were, when the reality is profit, doesn't matter. Survival matters in the early days. And I get that we

need to fund things and pay for things. So but, but take as little as you can in the early days, especially if you're looking to

raise capital, everything needs to go back into the business. So we're very committed to that and we know that for the

next four, five, six years, we're not taking a dividend out of this organisation. We're on a very small base salary and I'm

happy to admit that and I'm comfortable with that because I know what impact this will have in the long run. When you

have that many lives and on follow you, then the natural byproduct will be money. So if you can be super macro patient

and then micro day to day, just working your ass off. But in re on revenue generating tasks, I think that should make a

difference.

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Walt Bayliss: 35:12 Oh, I love it. Ryan. Thank you so much, man. I think there's such sound advice. I really, absolutely think

that that nails it for anybody that's that's getting started. Anybody that finds themselves anyways, so thank you so much.

And again, guys, it's ISRtraining.com.au . Let me say that properly ISRtraining.com.au. You can touch base with Ryan. You

can get some free training and he's made that Facebook group available because you're listening on the podcast as well.

Get in touch to this person. This person, Ryan, is that has goals, has come from an incredibly different background and

has succeeded with creating an amazing organisation, getting funding globally, touching base with worldwide mentors

and impacting thousands and thousands and thousands of people and helping their businesses succeed. Rya, thank you

so much for your time. It is really an honour to have you on the show and a, I'm so grateful and thanks very much for

sharing the message. Absolute pleasure. Thank you so much and good luck to everybody out there. I really appreciate it.
Thanks, Ron. You're amazing. Cheers bud. Right.

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