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Welcome to the Join Up Dots business coaching podcast interview with Brent Kelly
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Introducing Brent Kelly
Todays guest, joining us on the Join Up Dots business coaching podcast interview is Mr Brent Kelly.
Someone who might at first glance be thought of as a minority group.
He believes that sales is a honourable profession.
Wait I hear you say…surely I didn't hear the words sales and honourable in the same sentence?
But Brent Kelly has since 2000 focused his time, passions and energy's in the world of Insurance Brokerage, and has come out the other end hardened by the work that he has performed.
How The Dots Joined Up For Brent
As he says he was bloodied, bruised, kicked in the teeth, chewed-up, and spit-out.
But instead of becoming cynical to this work, he has instead developed a passion for helping others learn from his successes, mistakes and backstory.
The owner of Empowering Sales, and founder of "The Insurance Coach." he loves bringing value to salespeople, teams, and business owners through writing, speaking, classroom, and online training.
Focusing on four main areas, Sales training, Attitude, Connections and Loyalty.
So how has Brent remained true to his values?
How does he break down the perception of old style sales techniques and reputations?
And being a father, husband and full time employee too, how does he find the time to bring it all together?
Well let's bring onto the show to start joining up dots, as we discuss the words of Steve Jobs with the one and only Brent Kelly.
Show Highlights
During the show we discussed such weighty topics with Brent Kelly such as:
How being in sales is truly uplifting if you do it right!
How people are going to talk about you if you are not there, so make sure you are always there!
How momentum builds up gradually but when it arrives it is unstoppable!
How when you want to build a skyscraper the first bit is the foundations. No one ever sees the foundations but they are so important!
And lastly……
How Colonel Sanders achieved success late in life, so it's never too late for anyone to go out and grab their dreams!
How To Connect With Brent Kelly
Return To The Top Of Brent Kelly
If you enjoyed this episode of Join Up Dots then why not listen to some of our favourite podcast episodes such as Graham Hughes, Super Cycling Man or the amazing Noah Kagan
Or if you prefer just pop over to our podcast archive for thousands of amazing episodes to choose from.
Audio Transcription Of Brent Kelly Interview
Intro [0:00]
When we're young, we have an amazing positive outlook about how great life is going to be. But somewhere along the line we forget to dream and end up settling. Join Up Dots features amazing people who refuse to give up and chose to go after their dreams. This is your blueprint for greatness. So here's your host live from the back of his garden in the UK, David Ralph.
David Ralph [0:26]
Yes, good morning world. How are we? Oh, you know, I was listening to a voice over man bear. And he said, here's your host, David Ralph. And I felt a slight excitement there for a moment. That's really bizarre. And it's not a surprise, I feel a thrill because I get to talk to the most amazing individuals. And this guy today is amazing. And how do I know he's amazing, because I've already recorded this one. And he didn't record for some reason. We had a bell to have a show. And when I went to edit it many months ago, it just wasn't there. It was just me talking to myself. So fortunately for us, he's come back to give us a second go and aren't I glad because someone who might at first glance before as a minority group, he believes that sales is an honourable profession. Waiter here you say surely I didn't hear the word sales and honourable in the same sentence. But our guest has since 2000 focuses time, passions and energies in the world of Insurance Brokerage and has come out the other end hardened by the work he has performed. As he says he was bloodied, bruised, kicked in the teeth chewed up and spit out. But instead of becoming cynical to his work, he has instead developed a passion for helping others learn from his successes, mistakes and backstory, the owner of empowering sales and founder of the insurance code, he loves bringing value to sales people, teams and business owners through writing, speaking, classroom and online training, focusing on four main areas sales training, attitude, Connexions and loyalty. So the question is, how has he remained true to his values? And another good question is, how does he break down the perception of old style sales techniques, reputations, and being a father, husband and full time employee to how does he find the time to bring it all together? Well, let's find out as we bring on to the show, but a second time to stop. Join Up Dots. One more, but one and only Brent Kelly, how are you? Brynn
Brent Kelly [2:16]
I am super. I'm super it's good to be on here. Again. David was great. I was so
David Ralph [2:21]
excited to find that last bit. I screwed it up. So I'm going to go again. I'm going to go again. I'm going to give you another big well let's find out as we bring on to the show to start Join Up Dots. But one and only bring Kelly that was better.
Brent Kelly [2:34]
Are you doing David It's great to be here again.
David Ralph [2:36]
It's lovely to have you here. So yeah, as I was saying in the intro, we did a belter. It was one of my favourite ones. Last time we we talked about how much you look like Steve Guttenberg from the police academy films. I remember that. Has that changed? Have you have you had more grey come into your plumage?
Brent Kelly [2:53]
Yeah, I'm developing about two to three grey hairs a day. So I don't know how many days ago we spoke. But I've added song but I may still have a Gutenberg look alike reference. So
David Ralph [3:04]
But hey, what are you going to do? It's good, though that look, isn't it? It never ages. He's one of those people that when he's a 90 year old man, and this is only relevant to people who grow up in the 80s. Everybody else is saying who the hell Steve Guttenberg. But the last growing up in the 80s. He was a big name. And he had one of those kind of cheeky timeless faces that I bet if you walked into an old people's home 50 years time and this person smile, as you'll go up is Steve Guttenberg. He's just got one of those places.
Brent Kelly [3:32]
I hope I can age that, well. I'll do my best.
David Ralph [3:34]
You didn't know where to go with that, did you? I didn't know
Brent Kelly [3:37]
that either. You're actually the first person to ever give me that reference. But you're passionate about it. So I believe you and I can see that I do see the resemblance. So I know where you're coming from. But no one else has told me that. I had one guy at a wedding one time, who came to me and said I looked just like Ben Affleck. But you know, I don't know. So I'll take what I can get. I appreciate it. I used to get huge on a lot when I was in New York and New Orleans.
David Ralph [4:03]
It's a kind of the the English look, basically. And I used to get women come up to me Oh, oh, you're here. Glad you're here ground. And it used to be quite amusing to begin with. And Ben, it just sort of grates on you for a while. So you're quite fortunate that I'm the only person that has this fascination with you.
Brent Kelly [4:20]
It may catch on now. So who knows? Yeah,
David Ralph [4:22]
without 16,000 listeners start bombarding him with police academy references, we'll put the links on the show notes at the end, we could we could ruin your life. But you but your life can't be ruined, because it really is going great guns isn't a since you know, as I say since 2000. It seems to me that you have truly found your path. And it's something that not only is right for you, but it seems to excite you on a daily basis.
Brent Kelly [4:47]
Yeah, it really does. It does it like you said in the intro, I started in the insurance world still in the insurance world in 2000. So I've got 14 years, I used to be that, you know, really, really young pup and all of a sudden years go by and also I've become more of a veteran of the industry. But yeah, over the last several years, I've kind of found a niche calling passion, whatever you want to call it into really helping other sales people, especially within the insurance industry, but it could be other industries as well. And just trying to, you know, put the outlook on sales that it doesn't have to be bad. You know, sales is a great thing. Sales is just transferring an idea to somebody else. And if you're excited, and you're passionate, you believe in what you're doing. Sales can be amazing, awesome, not just financially, but just emotionally, spiritually, whatever. It's a wonderful profession. So I'm out leading the charge trying to fire up and help sales people.
David Ralph [5:39]
And you're doing things in the right way. Because I was in sales in London in the 80s. And pretty much there were no rules, you just had to get the sale. But now the world has changed, doesn't it and there's compliance, and you can only sell products if they're right for the customer. So in many ways, it's harder for you. But if you do find that product that does feel you with passion, because you think, Hey, this is a good product, then it's a to win win, which wasn't the case in the old days.
Brent Kelly [6:06]
Yeah, I think I think some of that has changed. I mean, again, I've been around 14 years, I haven't been, you know, people been an industry for 3040 years. And I mean, think of think of it, I'm amazed by the changes just in 10 to 15 years, I can't imagine the amount of changes that people that have been in sales for 30 4050 years have gone through. But there certainly has been transitions not just with technology, but just the way that consumers react to things. I think one of the biggest differences. And this is something I talk about a lot in my speeches and writing is having consumers have changed that that's been a huge difference. And, you know, consumers now have the power. I mean, you know, think of anything that you bought, at least I can think personally and I when I asked the crowd This generally most people agree is that anything that you buy, you pretty much look at reviews, and how many how many times have you bought something, and then you go to your phone and look at the Amazon reviews on what it was. So consumers have power like they've never had before. So it's up to sales people to figure out how they can utilise technology not not how to work against them.
David Ralph [7:04]
I'm actually against bad because I don't have a phone and be I never read reviews. Because I always think that anyone who's taken the time and the effort to put something on is generally only going to say bad stuff. So I will never read it, though there might be reviews that are wonderful. And I'm sure on this show, it's followed with us, but a wonderful and for anybody who is putting iTunes reviews and ratings. Thank you so much. Thank you so much. I will go and have a look at them. But I'm always too frightened to see reviews in case I don't actually like what they say I'd rather buy the thing and then find out afterwards.
Brent Kelly [7:38]
Yeah, you know, I understand that I think in that makes sense. I think what happens with with sales people, especially when you get to I talked a lot about online and digital marketing and those kind of things. I have a lot of sales people and business owners who really do fear reviews or fear the fact that people are going to be talking about them, and leave it at the sales world and this a little different from from what you're talking about in the sales world. I always tell them, I said, you know, people are going to talk about you whether you're there or not. So if you want to be there to defend yourself, or maybe say, Hey, I'm really sorry, you had this issue, I'm actually listening. Most times people will will, you know, will, will respect that. And most what's really fascinating is that if you're doing things the right way, if you have a bad incident, and we all have those every person, every salesperson, Every business has something that goes wrong, and the customers not happy. But you're going to have your other satisfied customers come to your defence. So it's really kind of a neat thing. And there's been some companies that do a really, really good job with that in listening to what their customers are saying, not only just to acknowledge it and see what's going on, but also, you know, to be able to, you know, interact and solve a problem. There's one out there
David Ralph [8:41]
that there was a fascinating article on the web this week. I don't know if you saw it, it was about a restaurant in New York, I don't remember the name, apologies for that. But they had a survey and I kept getting surveys saying, Oh, we take so long to deliver the food and the food's cold and blah, blah, blah. And I they were thinking I can't understand it. We've got more stuff than we've ever had. We try our hardest we're trying to deliver the best service we possibly can. Why is the surveys like this? So what I got I got an investigator to come in and he said, are the staff and the training and they went, No, they don't, I'm convinced that this isn't mine. So what I did, they got the CCT, they sort of videotape. And they look back at 10 years ago, and they monitored it and the customer walks in, okay, that's a minute, staff goes over, right? Okay, that's two minutes around the table, and I plotted the service all the way down. And then by looked at it now, and what it was customers were complaining, not about the service, but the way they were actually working within that service, they would come in looking at their phones, the staff would come across on wait for them to finish their call. And then they would show them to the table and come over and say, you know, which would you like to order now. And then the people were more interested in getting Wi Fi in the place. And it was just adding on overtime, overtime one more time. And then when I got the reviews, it was bad surface. But ultimately, it was the way that the consumer operated within that that was causing that the effect. Now that's fascinating in that.
Brent Kelly [10:11]
Yeah, that is that's a fact I did not read that. That's really interesting. But it kind of goes back to I think just the way that consumers changed. I mean, they just the consumer, I don't know if there's more selfish, but a lot of ways they are they're all about themselves. And you know, they've got I know you're not a smartphone guy, but most people are out there. And they spend more time on their smartphone and looking up and saying hi to the service person. So it doesn't surprise me at all.
David Ralph [10:34]
I'll tell you how not a smartphone person I am. Just before you came on the show today, you sort of emailed me Didn't you to say I'm running late. I'll be there at that time. And I thought, okay, I'll kill a few moments. And I went on Facebook, and it was the same thing as well. And I couldn't quite work out how you did an email and Facebook. That's how sort of lack of technology technological advances I'm in at the moment. How did you do that? It was just
Brent Kelly [11:00]
got a really easy answer for you. It's called copy and paste. That's what I did I our email, I don't know if he checks his email. So I just took the took took the message on my phone, and copied and paste into the Facebook message. So that's what I did. It's pretty technical. I'm pretty savvy on it.
David Ralph [11:14]
I'm disappointed by that one. So I thought it was going to be some wow factor.
Brent Kelly [11:18]
I know I wish I had a better answer. Sorry.
David Ralph [11:21]
So if we go back in time, Brynn. And we look at it the thing that I sort of was fascinated was you went into the insurance industry and you say you came out bloodied, bruised, kicked in the teeth chewed up and spit out? Why did you not become cynical to this world? Why didn't you walk away and go in, you know, working McDonald's or something? What was it about that job that sort of kept you there? and made you think that actually I can bring something good to the table?
Brent Kelly [11:49]
Yeah, I think that's a great question. I mean, and I was I was I was definitely taken, I started my career right out of college. So I was 22 years old, when I got my first job at a a good size insurance agency in Milwaukee, Wisconsin, that's where I was. And, by the way, great, great cheese and pretty good beer there too, if you're interested, but was in Milwaukee, and you know, I would go to business owners at 2223 24 years old, and really not know anything, you know, I kind of just pretending that I knew a few things and just had some experiences where I literally would go back to my car and sit down and just shake my head. And just like what what am I doing, I don't want to do this, I would say the two things that kept me going and why I wanted to keep pursuing it was number one, the opportunity. The reason why I really do love sales, and this is in the industry, is the fact there really is no ceiling. I mean, you your value is your value, whatever you bring into a corporation, or if you're an entrepreneur for yourself, or your own business is what you bring, you control your destiny. And that was important to me, I just, that's just kind of my personality is not for everybody. But that was my personality, the opportunity that was there is something that always kept me you know, not only insurance, sales, but just in sales. And the second thing was the value and the relationships. Because even when I got beat up and spit out and all those kind of things that you mentioned, I still started developing relationships with people. And if I could bring value to them, as I started to learn and grow certain things, I could see opportunities within that, that I could really serve people, you know, it wasn't just an insurance product or you know, a policy, it was actually a relationship and transferring information and knowledge and health. And so that's why I love the sales business. That's why I stayed in the business. And, you know, I think it's like anything, you know, we were talking a little bit before I got on about, you know, just your journey. And, you know, you kind of have to grind it out in the beginning is difficult. And you got to put a lot of time and effort and there's some days you feel like why am I doing this, because I'm not seeing any results. And then all of a sudden the momentum changes that pedals, it shifts, and all of a sudden, all those those hard on hours in those long days that you put in, suddenly come to fruition and things start to happen. So what I want to do now, I know my passions is those people that are struggling, that are that are that need some help maybe need a kick in the pants, you know, whatever it is they need, is how can I help them get them over that that same hump?
David Ralph [14:17]
Is it simply a case of building up momentum? Or is it other things that come into play?
Brent Kelly [14:23]
I think I think it's a lot of things. It's I'm a big proponent, and I read a lot about this in my blog and talking to people is, I think it's just those little actions you do each day, you know, I think sometimes we look at the big picture, and you know, I want to hit this big sales goal, or I want to have this amount of this or whatever it may be. And really, it's just those little things you build each day, you know, I mean, with any business or any process, whether it be as a dad, or a you know, a friend, I mean, there's things, what can you do each day to get a little bit better of what you're trying to accomplish? So, you know, I can tell you in the insurance sales business, it's Can I learned something knew about the business each day? can I learn how to better communicate with my audience? Can I you know, can I learn how to write a better email, how to learn how to speak better on the phone, can I learn how to, you know, market my every little thing. And so it's not all going to happen at once. So I don't know if it's momentum, I think it build I think if you do those daily disciplines every day and just continue to work on yourself to get better and better. Things start to move, the needle starts to move, and it takes a while. And you know, and so again, I don't think it's in it's going to happen overnight. And I think people that are chasing the overnight buck and the quick success get frustrated, because it's not going to happen. And if it does, it doesn't it doesn't last because those relationships are built on, you know, basically kind of a glass house and it just it falls apart. So I don't know, it's a good question. I don't know that its momentum just happens. But I think if you're consistent, and persistent, you can build some momentum.
David Ralph [15:53]
I think you're absolutely spot on there. And I think the key thing that the listeners should realise, and I hope they do realise this, because it is common sense that there are no quick routes, there's no overnight success, even if you see somebody for the very first time, like I was talking to a chap the other day, and he was talking about Ed Sheeran. And for you know, most people think he was an overnight success. He's suddenly come from nowhere, bang. But he was actually being away for years and years and years and just playing to two people and playing to five people and paying for his own fail on the bus and all that kind of stuff. And it is as you say, it's just like chipping away at them. And you bang away, bang away, bang away, nothing happens. And then suddenly you get a little crack and the little crack happens. And then once it starts going its full steam ahead. And you enjoy that. And I would hate people out there to think that there is a quick route, because there's not is there there's just not.
Brent Kelly [16:48]
No, there's not and, you know, an analogy that I heard a while back, but I like analogies and visuals because it just helps me it's just my personality to see things. But it was the visual of a skyscraper. You think about a skyscraper. And, you know, as you build a skyscraper, the first thing you have to do is what you got to build the foundation, you got to go down. And so I see a lot of that same philosophy with people in any profession, especially the sales profession is that sometime you get rejected and rejected and rejected and rejected and things don't go right. And you can look at that two ways you can look at that as a failure, or you can look at you're building a foundation. And as you continue to build that foundation and grow. And again, you still got to make smart choices. So if you're if you're doing you know, dumb things every day, you're not really build a good foundation, just getting knows. But if you're doing things, the best, you know how and trying to learn and grow. As you build that eventually, all of a sudden, it starts to go up. And then when you're done, you're like, wow, where did this thing come from? And it's funny, you said that I just I did just do a blog post the other day about that. And I said, Have you ever been to a city where maybe you haven't visited city for a while, and all of a sudden you notice a brand new building? Or a big city of skyscrapers? Like Where did that come from? It just happened overnight? Well, no, it took years. And and that's what anybody think of anybody that successful, it's easy to look at somebody on TV, or that you see at the speaker or something and go, that must be nice. They just they it just happened for him. And if you study successful people like I have, I mean, you just don't see that. I mean, they've had years of grind and sweat and working hard and working smart to achieve that. And so I think people just got to be realistic, when they're trying to grow whatever it is they're trying to grow, that it is going to be those daily things you do every day, and it's not always going to be pretty or perfect. But if you got a mission, if you had a passion, you got a goal and in an end goal you want to get to it'll happen if you just keep keep plugging away.
David Ralph [18:37]
You know, I suppose the thing is, if you look at an autobiography, it's 350 pages, it's never going to be the first page or this was easy. There's going to be struggle, struggle struggle, and that is what joins the dots, isn't it? That's what makes it interesting. But I suppose you do have to start out on something, or do you I'm going to throw the question out to you. Do you actually have to start out on something that fills you with passion? How can you build something that starts to fuel your passion?
Brent Kelly [19:06]
You know, I think I would have answered that question a while back. Oh, you know, because you here you gotta do what you love and do what you love. I just heard something from Are you familiar with Darren Hardy of Success Magazine? Yes, you need to talk about this before too, I think he has a great point about why people work and what they, you know what they're doing. And most people focus on the what, you know, the what they do. So if I could do this for a living, if I could do that, that would that would be that's my what you know, and if you're fortunate to have a business or a job that you do that you love, the one that's great, but not everybody has that. And he's that's okay. Because it's not always going to be everybody's place, you may have different reasons, you may have a who, maybe you go and do something, you know, you can dig ditches, but if you dig ditches every day, because you know, you're going to go support your your child who you love and want to do that. And you work with that philosophy of I'm working for who may not be a passion, but doesn't mean you can't be great at it. And it you know, so there's lots of different lot of different you may have, you may have a, you may have a mission to do something, maybe you wanna do something to change the world, right? I'm going to go do this thing and Africa and help. And the cause might be the reason why you're doing it. But the actual work might be terrible. So you know, I think people that just say, well, you got to find your passion about and do what you love. As long as you do that, you're going to be fine. I don't think that's true for everybody. And I probably would before thought, Oh, yeah, you gotta do what you love. I think it depends how you phrase, what is it you love? So, you know, the end result, again, is is is why you're doing it. And so you know, what is that and I think, to go on with that I'm kind of rambling on here. But whatever it is you do whatever mission and purpose it is that you're doing, as long as you do it with the intention, and purpose and reason and do with all your heart things opportunity is kind of back to Join Up Dots things happen. I mean, it amazes me, David sometimes that you know, you get people that let's use an example working in a restaurant, and you have a waiter who you can tell doesn't like his job, and other waiters Don't you know, I, you know, I want to be a musician. I don't want to be a waiter. And so they're grumpy. But the thing is that people are watching, everybody's watching. And so if you're a waiter, and you do your work with excellence, even though you don't like it, and you don't have a purpose of being a waiter the rest of your life, you just never know who you're going to meet, run across and say now that's the guy, he may know nothing about this. But that's the kind of guy I want on my team. How do I get him? So I don't know. I rambled everywhere there. But opportunities are everywhere. And you know, I think that passion is part of it, the passion can't be I don't think the be all end all of work every day.
David Ralph [21:40]
That makes sense. It makes total sense. And I'm going to play you a little clip clip here and see what you think of this and see if you can tell me who it is.
Jim Carrey [21:47]
My father could have been a great comedian, but he didn't believe that that was possible for him. So he made a conservative choice. Instead, he got a safe job as an accountant. And when I was 12 years old, he was let go, that safe job. And our family had to do whatever we could to survive. I learned many great lessons from my father, not the least of which was that you can fail at what you don't want. So you might as well take a chance on doing what you love.
David Ralph [22:14]
Do you know who that is? That Jim Carrey he was Jim Carrey was always been sure himself. And he did that recently. And I throw it in the show over time. I, I know it doesn't really fit into the show. But I just loved the message so much. And I think it's so powerful, and especially combined with the Steve Jobs speech which we play generally all the time. I just think it really for me, it's my blueprint. And I listened to that. And I think yes, why are we not taking more risks in life? And there's so many reasons for it. There's so many reasons that people got jobs, and I've got responsibilities, and I have to pay the bills, and all those kind of things. But more often than not, now, when I'm speaking to these people that are successful, they had those same issues as well, they had those responsibilities, and they've managed to work around them. And a lot of the people out there that I speak to, if not all of them will pretty much say those responsibilities are just an excuse for not finding a way around it. What do you think about that?
Brent Kelly [23:14]
Yeah, I think that's very true.
Unknown Speaker [23:18]
That's a great, that's a great speech, by the way. I've never I've never heard that. You said that's new.
David Ralph [23:22]
That's probably about a month and a half ago, I heard it and I'm having that. And I took that bit. And now I'm starting to see more people mentioned it. So it's coming to the surface, but I think it's because it's Jim Carrey, you don't expect him to say something so profound.
Brent Kelly [23:37]
Yeah, no, I think you're right in, you know, with your audience, a lot of entrepreneurs and people trying to move and shake out there. And I don't know, I can't I can't speak for everybody else. I can say the reason why I was doing you know, I'm doing the empowering sales and why I've kind of branched out a little bit. Yeah, I'm passionate about it, I really am. And I want to help people. But the reality of it is, is there's a lot of times, even still today to where I wake up and I'm like, you know, why am I you know, doing this presentation on top of what I'm already doing or preparing for this or doing this? I don't have to, you know, I can just be comfortable and keep doing the insurance thing. You know, and it's a great business, and there's good people and the Why am I doing this what's driving me and there's there's something internal there's that there's just a fire kind of in the belly, that, you know, like I said, I don't like every task that I do. And relating to some of the sales training, it's been a process, it's been learning, there's been a lot of times where I've gotten, you know, knocked down there too. But I believe in the end the outcome and how it can help people. And so yeah, that's, that's, that's what drives me. I think when you study successful people, entrepreneurs, there's always that there's something there's, there's, there's something inside that's that's driving them to do stuff, because let's face it, and you can test this to a lot of days, there's just some, just some tough work, if not lot of fun. But there's a mission and a purpose behind this, you're gonna you're going to get through it,
David Ralph [25:05]
I would say that the job I'm doing now this, I would say 30% of it is absolutely unbelievable. And 70% is just Daya, I'll be honest. And I say the conversations and doing the show I love beyond anything I've ever done, can't get enough of them. But all the other stuff I need to do to prepare to make the show seem effortless. That's the bit that I don't look forward to. And I have days when I think oh, I've got nine hours of doing this. But I know I've got to do it. And I know I've got to do it to be able to produce the shows. So that there is a payback, isn't it?
Brent Kelly [25:40]
Yeah, yeah, there is there is I mean, I did my I've done some different presentations, speaking speaking, I'm still kind of new to that, that profession. And I did a keynote presentation about two months ago or so. And, you know, I did, I did a huge amount of preparation for that, because I really was important, I wanted to be really, really good. And so, you know, from the outside, people are going to see a 90 minute presentation. So that was really good. But from my side, I spent hours and hours and hours and hours prepping. And that wasn't fun. I mean, it was work. And but that being said, when I was done, I had the biggest feeling of accomplishment you could ever you could ever imagine. And I think that's that's, you know, that's what makes it work. You know, it's just that it's the emotional level that I did something that mattered, and I helped somebody, and so that the hard work before that is just part of its part of it, you got to deal with it. And that's a key part, because I'm sure when you were doing that presentation, the reason that you prepared so well was that you were scared of failing.
David Ralph [26:43]
So how did you overcome that? Was it just simply by really knowing the nuts and bolts of it back to flying upside down? Or was it a case of just what's the worst that's gonna happen?
Brent Kelly [26:56]
Yeah, I think I will definitely admit that that fear of was a big part of my drive for any any type of you know, presentation or whatever be whether it be a big presentation for an insurance client, or whether it be a, you know, a keynote presentation in front of a group of people, there's always that feeling of, you know, I don't want to let anybody down, I want to do my best. And I can tell you the biggest thing for me with with fear, and that really is it's preparation. I mean, if you if you are prepared, inside and out, and have trained yourself to be ready for you're not going to be ready for everything things are going to happen. That's life. But the more prepared you get, the more confident you get. And the more confident the better it goes. And but you know, the audience gets more out of it. And so, for me to overcome that fear, and I was I was scared to death. I'm not gonna lie. I mean, I really was. But once I got up there and started that presentation, I was extremely comfortable because I had been through it so many times in my mind. And if I hadn't had that I would you know, you can get lost pretty quick and and gig and go downhill. So I think fear was my motivation. And then then preparation was what how, let me get through that that fear vowed to prepare,
David Ralph [28:03]
prepare to fail, as I say, That's right. So did you are you somebody that now now that you're overcoming the fear, because it is a part of the journey isn't it is a part of the stepping up to the plate and swinging and missing, missing, missing? And occasionally you hit home run, and realise that you've got to take those shots to become successful? Do you embrace that fear? Now? Do you look at that and know in your heart that the reason you're scared is it's something that's out of your comfort zone? And by conquering it, you're actually stepping forward? And you're moving on with your journey? Or is it still something you think, Oh, God, I really don't want to do this, I'd rather do anything. I'd rather sit on the sofa and watch Netflix and do this. But you still get out there and do it?
Brent Kelly [28:50]
Yeah, I still have I still have fear. I'm certainly certainly still have fear. I'll tell you what I told somebody a while back, I said you don't might get because he kept saying what you're doing. Listen this and I said, you know, my fear. But I guess if I look at fear, my fear of I don't want to say missing my calling or doing something important. Or however I want to describe my fear of not taking a chance, I guess I'll phrase that my fear of not taking a risk outweighs my fear of that risk. Does that make sense? Absolutely. That that's that's where I got to. Whereas the fear was more of the fact that if I don't do this, I only get one shot at life, I only get one chance to one go around this thing. And so I don't want to be looking back at 60 7080 years old and go, you know, I wish I should have just done that. Why didn't I do that? I know I wanted to do it. I never even tried it. I didn't I didn't even know if I could do it. Because I knew the failure don't I don't even know if I was going to fail. So that fear of again that that fear of not taking the risk outweighs the fear of the risk itself.
David Ralph [29:54]
Well, what was it that somebody else said that if, um, if you don't do it, what's the worst that's gonna happen? But if you do do it, what is the good that's going to happen or something like that? So effectively? If you don't do it, nothing's going to happen. But if you do do it, well, then you've got opportunities, things might come your way.
Brent Kelly [30:10]
Yeah, absolutely. And, you know, I think that's the thing to kind of get more comfortable with the fact that you're going to fail, and whether it be a big failure or small failure, who cares? I don't know. I mean, I, I've talked to entrepreneurs before, I've done some things on my own. Because I'm, I do a lot of business insurance. And so I have a lot of small businesses or startups, and those that fail, will come off, and they kind of have their head down and be like, yeah, I gotta cancel this, I, I didn't make it, we're going to close, we're going to close our business, and they just feel it's kind of like a loss of a kid. It's, it's painful. And they're, they're somewhat embarrassed to tell me. And I always talk to him, I said, Listen, you took a chance that 97% of population will never take you went and tried it. And maybe this one didn't work for the next one might. And so you know, just just just keep going, you know, and, you know, maybe you got to go back and do the same job, so to speak for a while, but don't, you know, don't take your eye off the ball. And so that's just kind of where I've gotten to is it? Who cares? If you fail what I guess and what was the worst was going to happen? We should try. I was speaking to somebody the other day, and he was absolutely convinced that 5% of the world's population are movers and shakers. 80% are in the comfort zone, and they're just not shaking the status quo and just accepting their lot. And the other lot are kind of in the middle as they're, they're moving forward to success. That's not a lot is it? There's not a lot of older people on earth. And I've heard stats before, but only 1% of all the people who have ever stood on this earth have actually left their mark in a positive way. The majority of us just come and go and nobody will remember that terrifies me that. Yeah, that that's a terrifying stat. It really is. I think. And I think a lot of people are just inclined and trained to the fact that they're just going to be what they're going to be, you know, I just, I'm going to be the and that's what I'm going to be and you know, I think the book, I read all kinds of books, but that brings the quote of mine, the book from john, a cow called quitter. And I believe He always talks about how, you know, people will say, Well, I'm a teacher, but I've always wanted to do this, or I'm this I've always wanted to do this. And how do we get rid of that but and say, well just go try it, then go do it while I really can. What the Why what's what's really stopping you? And so I think that's where most people get stuck is they just, they have I think everybody you know, I don't talk to many people it doesn't have they don't have some type of vision or idea or thing that they can do. It's just that most people don't do it.
David Ralph [32:39]
This is the only thing in my life I be absolutely honest with is that I have a vision. Everything else I've ever done in my life was just reactive to what was around me at that time. Somebody would say to me, there's a job going around the corner. Well, how much is it paying? Right? Okay, I'll go for but this is the only thing that I've ever started right at the very beginning. And I I'm going to see it through to be end. And that kind of, I'm proud in one side. And then the other side, I feel ashamed. But I've got to the age of 44. And it's the first time ever that I've tried something to leave my mark. Even though that fact i said before frightens me stupid.
Brent Kelly [33:20]
Yeah, you know, it. You know, the age thing is interesting because I I sent a little bit myself to David. I mean, I'm 36. And I'm kind of like why why did I even wait till now to start to do some of this stuff? I should have done that earlier. But you know, what's the I can't remember the age but if I don't know if England that you guys have any Kentucky Fried Chicken, but you heard a Colonel Sanders over here, Kathy that everyone knows. Oh, yeah, the colonel. I don't think well, I want to say he was in his 70s before he did his first, you know, thing of chicken. So hey, it's never too late, you know, and that's, I do talk to people that are, you know, in their 40s or 50s. And like, Well, you know, I'm Did I say the saddest thing I hear. And I heard this the other day from somebody who I know really well. And, you know, it's just kind of asking how things were going and oh, and they're gonna ride and you know, but uh, you know, my work this department these these kind of a jerk, I'm like, okay, and I'm like, you know, I thought about doing the album? No, because I'm only I'm only 12 years from retirement. And I just was like, it just kind of struck me that. So you're just going to just sit there not really happy for 12 years, because that's when your retirement is. And it's, but I think a lot of people are that way. And that's what they're thinking is this? Well, I'm just going to get through it. And so, you know, I just a point where I don't, I don't want to survive life, I want to embrace it. Because, you know, what fun is that, you know, life should be fun. And there's responsibilities, there's bills, I get all that there is you got to take care of your family, and all those kind of things. But, you know, I think people people feel passionate energy from you, and they do that, you're going to have a lot more success than just kind of mumbling through.
David Ralph [35:08]
Now, I think that's true. And I, I've got this theory now with the internet, that people can buy into passion more easily than they've ever had before. You know, if you go back, say 50 years, you would pretty much go to an office and you would come home to your town, and you would stay in that kind of area. But as we've moved on, and transports become easier, and flying has become easier, Ben, we're sort of like stretching out. But now because of the internet, people can hear storeys, not just from their vicinity, but they can listen to towns like yourself in in America and Australia. And you can see that there is a global movement of people trying to do things. And it's that moment, when you're aware of the other small things out there, and you start to know too much. That's when things start to shift on their axis. And for a while, it becomes a bit wobbly, because Hang on, hang on. This isn't the part but I think I should be on this is a path for somebody else told me I should be on. It was expected of me. But Simon, so in America, he's doing that. And that bloke in Australia is doing that? I think I can do that. But I don't know how to do that. How do I do? And when you start researching, don't you and you start looking into it. So I I've got this dream, but our kids will be able to connect two ways of learning so quick, more quickly than we've ever been able to. And subsequently, they will have more opportunities than going down that corporate route that we've all done.
Brent Kelly [36:32]
Yeah, I'm with you. It's already changing so quickly. And just to go on that point, what you said, you know, with the internet itself, I mean, you're right, it is totally changed the landscape. It's it's, it's made me be able to do a lot of things that I'm doing for sure. But I think the cool part is there's there's really three facets that I think of with the internet and how it helps people from, you know, whenever you're trying to start a business or you know, have a mission or a project or whatever it is you want to do is that, like you said that the information and knowledge from the internet, I mean, you know, protect podcast. And if I want to learn how to if I have no idea how to do a podcast, I can put the internet, get as much information as humanly possible in just a matter of minutes. And then it's a matter of downloading admin access to spending however much time I need to read, read and learn and research. So you can you can do all that from you know, your your laptop. And then secondly is you cannot now take that information and turn that into content of some kind of power. That's going to be information back to the general public. Now you've got this information, how can I utilise it and then serve people with it? And then finally, the audience back on the internet come the other way around? I mean, they can find you I think what's what's interesting is that I think most people, everybody's got certain skill sets and strengths that they can utilise that makes them who they are. But the cool thing about the internet too, is that oftentimes through these skill sets that most people go well, there's, there's no audience for that, like no one else likes bugs. And then all of a sudden, you start writing about bugs. And there's this like, niche, passionate followers that are like, man, I like bugs to you know, I'm glad someone finally writing about this. And it just some of the niches that are out there in the internet are just amazing. And then these, these cultures, and that they build up into their own little world. So I think you can learn from the internet, and then you can create because then information then the audience is there waiting for you out there. So it does, it just takes the whole world strength and everybody can communicate. It's amazing.
David Ralph [38:27]
The most powerful two words, I reckon now are how to, if you go to the Google and you type in how to whatever, somebody will tell you the answer. And you know, I pretty much as you say, when I started doing this podcast, I've been wanting to do it, I hadn't a clue. And actually, the hardest part was I bought a little mixer, which I don't actually know if it does anything to be honest, it just flashes when I talk. But um, that was the hardest thing, knowing which wires to plug into everything else. I just went on to Google and typed out to help how to and within couple of days I was up in money. And that's astonishing. And it didn't cost me anything other than, you know, the the internet connexion.
Brent Kelly [39:09]
Yeah, I gotta give you a quick example of this fascinates me. I don't know why. But so I had a friend I went to high school with. And I saw him I don't know, 15 years later, and somewhere and actually was at I think was at a memorial day service somewhere the time we grew up, and I came back. And anyway, he comes out and he's playing the bagpipe bagpipes, right bagpipes. And so, and I'm watching him. He's out there playing the bagpipes in Marsan and I talked to him afterwards. I'm like winning how to learn to play the bagpipes. Like What Did that he's like, well, I've always been fascinated by the bagpipes. And so what I did was I went to Amazon and I bought bagpipes. And then I went to YouTube and watch videos on how to play the bagpipes and I practice for a year. Fuck, no, I, to me, that's pretty amazing. Like, you just want one of the bagpipes. We bought it off the internet and then learn how to play on the internet. And then he's out playing in front of me. And just that kind of stuff just fascinates me.
David Ralph [40:07]
But was it? Was he a single man? Or did he have no neighbours.
Brent Kelly [40:13]
He actually lives out in the country. So that that makes sense. But there's actually another guy in my small town I live in about, I don't know, four blocks down the road that I can tell is practising and those are so loud. So he only plays for a little bit here and there. But I always chuckle when I hear
David Ralph [40:30]
they are but they sound like someone's molesting a donkey on a women. That is the kind of noise it makes.
Brent Kelly [40:38]
There are powerful for sure.
David Ralph [40:40]
So what I want to do I want I want to play the Steve Jobs speech. But then I want to ask you a question. I've been asking all the guests on the show recently. And so I'm going to play this is your feelings about it. And Ben, I'm going to ask this question that's coming up. This is Steve Jobs.
Steve Jobs [40:56]
Of course, it was impossible to connect the dots looking forward when I was in college. But it was very, very clear looking backwards. 10 years later. Again, you can't connect the dots looking forward, you can only connect them looking backwards. So you have to trust that the dots will somehow connect in your future. You have to trust in something, your gut, destiny, life, karma, whatever. Because believing that the dots will connect down the road will give you the confidence to follow your heart, even when it leaves you off the well worn path. And that will make all the difference.
David Ralph [41:32]
Is that true to you? Mr. Kelly?
Brent Kelly [41:35]
Absolutely. Absolutely. Hundred percent. That's a great, I love that speech.
David Ralph [41:40]
What What, what is the truth to you? Where Where do you do to get the faith the trust? Or is it just the whole thing that that resonates?
Brent Kelly [41:50]
You know, again, I know, obviously, just the podcast you ever David connected that I just I love the concept behind it. And obviously talks about it in that speech about connecting the God's because as you move forward, if we don't often look back in and looking back, you start to see different patterns and relationships and things that have happened over life. And suddenly it helps clear up, you know, the President and give you some hope for the future. And so I just, I just love the fact that that looking back helps us propel ourselves forward.
David Ralph [42:20]
Now, if you went back in time, when you was a little kid, one of the things that has been coming up time and time again, was the passions, the things that really excite you now, you could almost link back to a five year old. So when you was like a little kid, what was the things? Were you fascinated with writing and speaking and, and learning and doing all those kinds of things? Is there elements of what you're doing now? Which is your true? inner self? That's always been there?
Brent Kelly [42:45]
Yeah, I think Yeah, there is. You learn things as you go along. I've always been interested in learning new ideas and things. And I've always been a little bit probably out of the norm. I wasn't maybe a rule breaker. But I like to kind of do things my own way. So those those things are pretty common. And I like to have a good time and have fun. So that just my personality. And as far as talking goes, yes. If you ask my know, you're not going to interview my father. But if you did, he would he would definitely. Second the notion that I that I like to talk there was many times I think I would just talking and he would shake his head and, you know, respond, yes. But I think he quit listening about 20 minutes into my conversation. So I've always been a bit of a talker.
David Ralph [43:27]
He's fascinating, though, isn't a that time and time and time again, my guests are telling me and I I now emphasise this because I really think this is a key point, and a starting point to people's entrepreneurial or dream searching or their leap of faith. But when we are saying Find your passion, you already know it. And your passion is the things that you would have done when you was a five year old. That is your passion. That is the things look back on the things x your mom and dad are still around as your brother and sister. Do you remember what I really liked doing when I was a kid. And more often than not with the power and opportunities of the internet we've got, you can start building communities, you can start building businesses around those passions. And I think that is where we can stop saying Find your passion, because that's just one of those phrases that just annoys the hell out of me. Because you can't see your passion until it smacks you in the face and start actually researching your passion. And you will find that it's the things that you do for nothing. And that's when you was a kid. Is that that hybrid of playing and work?
Brent Kelly [44:30]
Yeah, I hundred percent agree. And really, it's a great point. I mean, you just think back when you were, you know, actually you said five years old. I mean, think back when I was 10 1215 years old, and the things that I enjoyed to do and it does it really it helps helps cement for who you are today, it's a great thought.
David Ralph [44:48]
Because it doesn't know you that thing when they say find your passion, especially when you're struggling and you're in a job and you don't like it and stuff and people go when you find the thing you're passionate Oh, just tell me Just tell me what that is. Because I just tell me and it gives me a head start because for years I heard that. And it used to drive me mental, especially when they used to say, when you find it, you will know. Now, actually, I know that that's absolutely true. But for years and years and years, I would have punched him in the face for saying that. Just tell me what my passion was.
Brent Kelly [45:19]
Yeah, I'm with you. I'm still you know, I mean, I'm 36 I have a pretty good idea of what I what I like and what I don't like and where things are going. But there's still so many things that can happen in the future that I don't have just one direct course or passion, that's going to be the only thing I'm ever going to do. I think it goes back to fear of failure, you know, the more things that you try and fail at the better idea, you're going to learn of what what works for you and what doesn't. And so if you don't try anything, if you just sit there and do the same thing, you may never find it because I don't think finding your passion is about just like sitting there and looking up at the clouds and imagining Oh, this is my passion. But I think sometimes you got to get out there and put your nose to the grindstone and do some work, do some things. And all of a sudden, it might hit you know that point it might go Okay, now this this rings true to my heart, this is who I am. So I think some of it comes with actually being you know, you got to be proactive, you can't just be reactive.
David Ralph [46:13]
It's funny, you say clouds, because when I left my office, this girl said to me what you're going to do, and I said, I'm gonna lay on the grass and watch the clouds. And my my thought of it was that for last, I'm going to have some free time to myself because I am now self employed. I'm an entrepreneur. And I don't think I've seen one cloud. I've just seen an office basically, day after day after day. But there is that realisation. For me that cloud is what I'm aiming for. I'm aiming for that time when I can go, Yeah, I don't need to work today, because it's all running on automatic pilot. I'm just gonna take some time off. Obviously, I'm not gonna lay there watch clouds. But it's that that kind of time freedom thing that I'm looking for. So it's funny that you say clouds, because that's what am i aiming for?
Brent Kelly [46:55]
Well, there you go. Well, you've you've done, and you continue to do the hard work to wear allows yourself to go look at the clouds. But if you had no Pat yet if you had no job and no motivation or whatever, and your idea was that not sure any idea what I'm going to do for the next 30 years of my life, but I'm gonna go look at the clouds and figure it out. That's a problem. But as far as clouds go, I love looking at clouds are awesome. So I'm with you there.
David Ralph [47:21]
But here's the big question. In the Join Up, Dots timeline, every single person has got a big dot. It's a.in their life but they can look back and go, yes, I started becoming Brent Kelly. But I am now at that point along the time back big.is a dark point where they look back on it and go, Oh, that was terrible. That was really awful time. But I wouldn't be here now. Have you got a big doc that you can tell us about?
Brent Kelly [47:50]
Yeah, I will say this to you. I think I have a big dot and I have other little bands that along the way. But thinking back from just a I guess a business personal development growth dot that's been a huge has been a big part of who I am and how I've grown. When I was an intern, I went to school at University of Illinois. My my last semester of my senior year I worked for actually was a life insurance agency. And that was before I even knew I was going to go to the world of insurance. But the guy worked for he was a life insurance guy. But he was just a neat guy. He was one of those guys that just you he's a magnetic guy, you were attracted to him. And when I left the last day, he handed me three books. And he signed each one of them and said, you know, read these three books. And always remember to work on yourself hardly work in any job because you know, you're always going to be here the job may not. And he gave me three books, he gave me thinking Grow Rich, he gave me rhinoceros success, and the richest man in Babylon. And that became the start of when I started doing my my reading and personal development. And that's really been the key for me in my my career. And a business as I grow is I just I love to consume knowledge out there. So that was a huge day in my life.
David Ralph [49:09]
One of my thoughts was thinking grow rich as well. And I've got it on the shelf. I'm looking at it now. And it is is an amazing, amazing book. quite old, a little bit boring in places. But it's it's worthwhile reading, isn't it?
Brent Kelly [49:23]
Yeah, it's, it's great. And if you're, if you're a Napoleon Hill fan for listeners out there's a couple books that I think that he's written that I actually like, I don't know why I like more one I like somewhere but in sales. There's one he wrote in 1939 called How to Sell your way through life. And it's not just a book on sales, a book on everything, but how to study with your life is amazing by Napoleon Hill. And then his other book and again, I just listened to an audio. outwitting the devil, I think that just got released a few years ago was it was hidden in the vault for many, many years, because he gets very adamant against as far as certain educational systems and religious institutions. I think that's why I was in the vault. But the overall the book was really neat. So just a couple of the hidden gems your listeners may want to check out? And did you find the secret in thinking Grow Rich,
David Ralph [50:14]
that I find the secret, they say that there's that the secret is on every page, they say you don't like?
Brent Kelly [50:21]
I must have not found it very well. But it's, it's, it's a great book I had been by far one of my favourites. And I go back, I try to read that about once a year, if not every once every two years. But it's phenomenal.
David Ralph [50:35]
Just before we send you on a sermon and a mic, and we send you back in time to speak to your younger self, I just want to put your forward and where's the plan now? Where are you going to go with the insurance coach and empowering sales and everything that you've got on your plate at the moment?
Brent Kelly [50:50]
Yeah, the next next year. So here, I've got a lot of plans to do some more speaking engagements, really try to continue to grow my network, build my business. And so it's going to be a lot of just again, a lot of the groundwork, again, is coming up with new ideas and content and be able to share that with with an audience that I think is ready to hear some different sales philosophies and ideas they've heard in the past. So I'm excited, I'm fired up, I've got a few different engagements already lined up, and they're starting to grow. So it's kind of building that momentum we talked about earlier. And will there be things in there that scare you? Every day, every day, you know, it's one of those things where and I post a lot of inspirational quotes. But you know, I mean, if it, I like the quote, you know, if it doesn't challenge you, it doesn't change, you. Same thing goes with fear. Like if I'm not, if I'm not scared a little bit of doing something, then if I am scared of doing something that's probably worth doing, if I'm not, I probably shouldn't do it. That's kind of my new philosophy. So I just like to push myself out of my comfort zone and then see what happens.
David Ralph [51:52]
And that is why you will be successful, you're already successful, but you will be even more because that's the key thing isn't a favour, and copy creating that fear gives us a chance. Absolutely. So let's put you on the Sermon on the mic. And this is a bit when I play the music. And while it's playing, you're transported back in time to have a one on one with your younger self. And if you could go back in time and step into a room and CD and Brynn Kelly, what would you say to them, so I'm going to play the music and when he paid down, yo up, and this is the Sermon on the mic.
Unknown Speaker [52:29]
We go
Brent Kelly [52:47]
Alright, well, if I had to go back into time and talk to myself and give myself some advice, there's there's five bits of information that I would I would tell myself that could apply to really to will talk to myself as 20 years all that seems to be a big pivotal point my in my life. Number one is I would tell myself to always work harder on yourself than your business. I mentioned that earlier, my favourite quote is from Jim Rome, the late great, Jim Rome is you work hard in your job, you can make a living, you work hard on yourself, you can make a fortune. And so I constantly tell myself to invest in personal development continue to grow each and every day, build yourself. Number two is I would, I would tell myself that everything that you do is about tied into positive relationships that you build. And that could be family, friends, business contacts, it doesn't matter, every person you come in contact is an opportunity to give value, or to suck it from them. And so you want to build those relationships, and give people the best of what you have. And you know, every relationship you have is a chance to make a difference. So I would focus on always trying to build and grow relationships. And third, I would tell myself to be very focused, to stay away from as many distractions as I could. And what I would say is, when you're working, working work when you're playing play, and I still struggle with this one today, this is one of my hardest ones was that you know, focus specifically, if you've got an hour and a half of something you need to create or work on, then work on it, don't get distracted by things or people knocking on your door be focused on what you're doing when you're working. And then when the flip side, when it's time to you're done, and you put the hard work in. And whether it be playing with your friends, or your kids or whatever it is that you're doing, then play put the work away. And then and then you know, focus focus on each one as they come. Number four, I told myself to take care of my body today, I wouldn't care how young I was, I was talking to myself, it's easy, when you're young to think that you're, you know, you're you're invincible, no one's going to hurt you, you can't, you know, you can't do anything wrong, I can do whatever I want. But the reality of is the choices you make today, and I would tell myself may not show up tomorrow, but they will catch up with you. So you know, mentally, emotionally, physically, you got to be all those things to be prepared. So take care of your body today. And then number five kind of goes along with that, as I would tell myself to start building a winning habits now. Because habits, you can create good habits and you can create bad habits. And obviously they go to different directions. And so if you don't brush your teeth, tomorrow, your teeth are going to go rotten. But if you continue that over time, you're going to be seen a dentist and not like it the same as the flip side with good habits. If you just do little things each day, you know that, that that create those habits, you're going to start to see yourself grow. So you know, find the two or three things that you can do, whether it be part of a book, or exercise, or whatever it is, listen to the Join Up Dots podcast, that would probably be a good habit to start. And you do that every day. And then as you go as you get older, those habits are going to create momentum for yourself. So those are the five that I would tell myself, and I'm still working on today. And so
David Ralph [55:44]
the interesting one, in the middle was the work and the play keeping those separate because people like Richard Branson, she says, I don't believe in work, and I don't believe in play. He's just living, he actually thinks that the the ultimate success is when the two blend in together.
Brent Kelly [56:01]
Yeah, I actually have heard him. And I think for me, I totally understand that philosophy, what he's saying. And I think part of that is to get to when you're working needs to be enjoyable, you need to work hard and have passion behind that. I think where why I would tell myself that is because I have a habit of you know, starting a starting to do something I would use a project, for example that I'm working on. And it's very easy to get distracted because the work gets hard. So instead of continuing to work or do it, I'll take time off and go do something else. So from my perspective, I just feel that it's important to, to allocate some time to you know, get the thing done and to get things done. And then when it's time to go play, which you should you need that downtime, and that rest time is to go do that and not get sucked back into work. But obviously Richard Branson's had a lot more success than I'll ever have. So I certainly appreciate his viewpoint.
David Ralph [56:53]
How do people connect with the brand.
Brent Kelly [56:56]
And the best way to connect me is just go to my website, and that's Brent M. kelly.com. Brenton Kelly calm and all my contacts are on there. Or you can just Google my name. Hopefully, I'll come up,
David Ralph [57:07]
we will have all the links to your work on our show notes. Mate. It's been an absolute delight to have you on the first time. And you've been even better the second time. So in a way, I'm glad I'm glad he went wrong the first time. Thank you so much for spending time with us today joining those dots. And please come back again when you have more dots to join up. Because I do believe that by joining those dots and connecting our past is the best way to build our futures. Brent Kelly, thank you so much. Thank you, David. It was great.
Outro [57:35]
David doesn't want you to become a fated version of the brilliant self you are wants to become. So he's put together an amazing guide for you called the eight pieces of advice that every successful entrepreneur practices, including the two that changed his life. Head over to Join Up Dots. com to download this amazing guide for free and we'll see you tomorrow on Join Up Dots.


text:
News and updates
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Private Lessons
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In-person or Online. Private Lessons are $65 per hour. Scheduling times and locations are very flexible with weekday, weekend, and night availability. Contact Nick for more information or to schedule a session.
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- Stretching Your Frame of Mind San Miguel de Allende Photography Workshop with Joe Baraban. September 2020 – Postponed
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- Stretching Your Frame of Mind Boston Weekend Photography Workshop with Joe Baraban. September 25th – 29th. Click Here for more info. Completed.
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Life Before Photoshop with Joe Baraban: One exposure, one frame, one click.
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VIENNA, Va. — Two private bids to build and operate toll lanes on Interstate 66 outside the Capital Beltway appear to meet Virginia's terms to limit state subsidies for the lanes, the state's transportation secretary said in an interview.
The bid deadline had been extended twice, but Aubrey Layne told WTOP Tuesday that the two interested teams submitted bids in time that include creative alternative designs — which, in some cases, could reduce costs.
"I think the private sector really came up with some pretty cool designs and some innovative thinking, which is great," Layne said.
He did not want to elaborate ahead of the selection of a preferred bid, which Gov. Terry McAuliffe is expected to announce next month.
Both bids appear to have met the state's terms requiring no more than a $600 million contribution from the commonwealth, as well as funding for transit options for commuters who do not want to pay to use the lanes.
While the option for a more traditional public construction contract remains, the private bids are expected to prevail. The project will lead to two Express Lanes in each direction between Gainesville and the Beltway by 2021.
The variable tolls will be charged 24/7, except for vehicles carrying three or more people and an E-ZPass Flex flipped to High Occupancy Vehicle mode.
A separate project inside the Beltway will convert the peak-direction lanes at rush hour to HOV or toll lanes next summer. Those tolls and restrictions will only apply eastbound for four hours in the morning and westbound for four hours in the afternoon.
Like WTOP on Facebook and follow @WTOP on Twitter to engage in conversation about this article and others.
Get breaking news and daily headlines delivered to your email inbox by signing up here.
© 2020 WTOP. All Rights Reserved. This website is not intended for users located within the European Economic Area.


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So we head south for a week in Stigliano and its surroundings, where, to my delight I find a new(to me) wild orchid
Belle présentation pour ce jolies orchidées.
25 May 2016 5:25am
Etonnante orchidée
25 May 2016 5:37am
Beautiful ! A superb presentation .
25 May 2016 7:43am
Excellent!!! Beautiful orchid!
25 May 2016 10:11am
That looks new and beautiful..
the one on the left looks as if it is wearing a bib:)))))And the one om the left is a lawyer !!!!
25 May 2016 12:05pm
They always look like faces to me. Nice shot.
25 May 2016 1:36pm
These are just gorgeous! Italy was fabulous! Had such a wonderful time!
25 May 2016 2:58pm
It must be such a thrill to find these gorgeous orchids growing in the wild!
25 May 2016 5:37pm
What a beautiful find that you've captured with great detail!!
25 May 2016 6:08pm
Beautifully done !!!. Don't drink all the Chianti . ;>))
25 May 2016 7:40pm
Superb presentation, grouser ----- are they native to Italy or Europe .........
Thanks for sharing, kind regards Monika
25 May 2016 8:05pm
Wonderful photographs. A beauty of orchids ... great shot!
25 May 2016 9:41pm
pretty blooms
26 May 2016 1:14am
very beautiful
26 May 2016 11:54am
Fantastique vue de ces orchidées mervielleux sueprbe
26 May 2016 3:24pm
Add your comment ...
stigliano italy
Photography by grouser © 2020
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An image for reference:
Ignition Coil Leftmost (1 pin)
Advancer second from left (1 pin)
Gearbox second from right (4 pin)
Battery Rightmost (4 pin, Positive, negative and a loopback)
I have just confirmed that the ignition coil works, Now I am trying to figure out if the advancer does as well before I tackle the proper wiring harness.
I figured the easiest way to do this would be to get the spark plug to light by kicking the starter over.
So how would I wire this to do that?


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For the release of his 4th album "No Shape" set for May 5th, the multi-talented artist unveils his single "Slip Away" along with a dreamy video. Directed by Andrew Thomas Huang (a Björk collaborator), it features two sisters (one of whom is played by Perfume Genius) in an enchanting forest that's pure Alice in Wonderland. An escape into the imagination that echoes his perceptions. "The things that bother me today are much more blurred. I haven't found the answers to all my questions with these songs," Perfume Genius says, "But this confusion has something liberating about it. Unveiling these tracks, it's like magnifying my discomfort, laughing at the dramas in my life. The whole process rests on trying to find hope, trying to be happy in spite of the crap and the horror of people and the world around me."
MORE: Discover the list of collaborations on the next Gorillaz album.
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Stage 8: Long-Term Treatments
Longer-term treatments are intended to address the fundamental causes of fiscal distress. Consequently, it is important to conduct a thorough diagnosis before selecting the appropriate long-term treatments. The skill of the diagnostician is essential. Although two governments may share the same basic cause of financial distress, the best treatment may be different for each.
Be aware that long-term treatments are not intended to produce big results in the short-term. If you need immediate help, consider fiscal first aid instead.
This section of the site presents long-term treatments from two perspectives:
- The first lists potential treatments according to major treatment topics. This section provides an overview of the major treatments most governments will need to consider.
- The second parallels Stage 6: Detailed Diagnosis. It lists the same causes, and describes potential treatments for each cause.
Throughout, references are often provided to magazine articles, GFOA Best Practices, or other more detailed resources on a given treatment. If you need more information on how to gain commitment to any type of long-term financial strategy please consult this article (provided courtesy of Public Sector Digest).
Treatments by Cause of Distress
This part of the site lists the long-term treatments for fiscal distress by the major causes of fiscal distress that were presented in Stage 6: Detailed Diagnosis. Access the treatments by the categories from the detailed diagnosis:
|Causes of Distress
|Category 1
|Category 3
|Category 2
|Category 4
Jump ahead to Stage 9: Long-Term Financial Planning
Return to the 12-Stage Financial Recovery Process diagram