497 Marc Nudelberg

[00:00:00]

Introduction to Marc Nudelberg

Jeffrey Feldberg: What if the lessons that you've been ignoring are hiding in the sidelines of a football field? 

Marc Nudelberg has spent his life straddling two worlds, high stake athletics and high tension business. After over a decade coaching Division One football, building discipline, grit, and performance, he joined the family business and rebooted On The Ball. A company with 25 plus years helping organizations sharpen their sales, leadership and culture. Marc doesn't do generic training. He brings his coaching mentality and a relentless focus on daily habits, process and mindset to leadership development.

He's known for a philosophy of getting 1% better every day, believing that small repeatable wins compound into the extraordinary cultures and results. He's been recognized as a TEDx speaker, author, and leader who blends sports intensity with business practicality.

Under his leadership on the ball has become more than a coaching agency. It is a crucible [00:01:00] for high performance, a culture where discipline meets empathy and where leaders are forged in consistency and connection.

This is a conversation about how loss and failure builds strength, how everyday discipline shapes legacy, and what it really takes to lead when people are watching and relying on you.

Deep Wealth Mastery Program Testimonials

Jeffrey Feldberg: And before we start this episode, a quick word from our sponsor, Deep Wealth and the 90 Day Deep Wealth Mastery Program. Here's Jane, a graduate who says, and I quote, the Deep Wealth Mastery Program prevented me from making what would have been one of the biggest mistakes of my career. I almost signed on the dotted line with an unsolicited offer that I now realized would have shortchanged my hard work and my future had I accepted that offer. Deep Wealth Mastery has tilted the playing field to my advantage.

Or how about Lyn? Wow, he gets right to the point, and I quote, Deep Wealth Mastery is one of the best investments ever made because you'll get an ROI of a hundred times that. Anyone who doesn't go through this will lose millions. 

And as you're listening to [00:02:00] these testimonials, are you wondering if you have the time? Are you even thinking that you've got this covered, you have the advisors or people in your network? Well, I got to tell you, these myths, they're often behind the 90 percent failure rate for liquidity events. Think about it. You have one chance to get it right for your financial freedom. You really want to make it count.

And when it comes to time, let's hear what William has to say. We just got in this testimonial, William says, and I quote, I didn't have the time for Deep Wealth Mastery. But I made the time and I'm glad I did. What I learned goes far beyond any other executive program or coach I've experienced. 

So what do you think?

As I hear that, that's exactly what gets me out of bed every day. That's my mission. That's the team's mission here at Deep Wealth to literally change the social fabric of society. One business owner at a time, one liquidity event at a time, and my Deep Wealth Nation, what I want you to know, the Deep Wealth Mastery Program, it isn't theory.

It's from the trenches. It's the only one based on a nine figure deal. And that deal, that was my deal. You know my [00:03:00] story. I said no to a seven figure offer. I created the system that later on, myself and my business partners, we said yes to a different buyer, a different offer, a nine figure deal. That's what we now call the Deep Wealth Mastery Program or the Scale For Ultimate Sales system.

It's built by business owners, for business owners, so if you're interested in growing your profits for preparing for a future liquidity event, and that may be two years away, it could be 22 years away, whatever the time may be, you want to do this now, and you want to optimize your post exit life, Deep Wealth Mastery is for you.

To get started, email success at deepwealth. com. Again, that's success. S U C C E S S at DeepWealth. com. You'll receive all the information about the Deep Wealth Mastery Program or better yet, why not hop on a complimentary strategy call.

We'll go through exactly where your business is today and what's standing between you and your financial independence and your dreams. So that's where you want to be. You want to be with other [00:04:00] successful business owners, entrepreneurs, and founders, just like you they're looking to grow their businesses, create markets.

Market disruptions and unlock their financial freedom to get what they deserve. And whether you've been in business for three years, 40 years, you're a startup, you're manufacturing you're in high tech, low tech, whatever the case may be, coming in and network with other business owners, it's a safe space.

It's a confidential space with business owners, with businesses just like you, because they all wanna lock in their financial freedom and enjoy both success and fulfillment. So again, the 90 Day Deep Wealth Mastery Program, it has your name on it. All you need to do is take the next step. Please send an email to success at deepwealth. com. 

Starting the Deep Wealth Podcast

Jeffrey Feldberg: Deep Wealth Nation welcome to another episode of the Deep Wealth Podcast, Deep Wealth Nation. Let me be honest with you. Let me ask you some questions when it comes to your business. Are you where you wanna be or do you keep on looking at that? Oh, so distant goal, it seems further by the day, you're wondering, how do I get there?

What do we need to do? How do we get from there to here? And I'm sure you're nodding your head saying, yeah, Jeffrey, what do I need to [00:05:00] do? Because I've been there all too many times to count. Well, great news. We have a very special guest in the House of Deep Wealth. You heard it in the official introduction.

We're gonna go from the sports arena. To the boardroom arena and everything else in between. So Marc, welcome to the Deep Podcast. It's an absolute pleasure to have you with us. There's always a story behind the story. What's your story? 

Marc Nudelberg's Entrepreneurial Journey

Jeffrey Feldberg: What got you from where you were to where you are today?

Marc Nudelberg: Jeffrey first lemme say thank you for having me as a guest. It's an honor to be here and to be with your community. And that's a loaded question, what got me from where I was to where I am now because there is so much. Grew up in an entrepreneurial family, my great-grandfather, my grandfather, my dad, all business owners, different styles of business.

My family started in retail. My dad moved to B2B and, built a Marceting agency. And then sort of as like the defiant little one that I tend to be sometimes I went off on my own path and I blazed the trail for myself inside of [00:06:00] college football and major college football as a collegiate coach coaching special teams, and did that from the time that I was an undergrad in college through 10 years after that.

Five different Division one schools, all different kinds of size of football from the University of Florida and Florida State and major Division one, all the way down to Lafayette College and the Patriot League and a small FCS program. But the, all of that taught me about developing people, taught me about developing culture, taught me about what it took, to build a business, watching my dad build it out of our backyards.

And the parallels from watching his entrepreneurial journey as a kid to now, watching how those same disciplines of consistency of time management. Of priorities all showed up inside of sports and the way that we converted that into a day-to-day practice for [00:07:00] ourselves to then full circle it being a part of our business and what we do and how we work with organizations across the country.

Jeffrey Feldberg: Wow. Love what I'm hearing. Let me ask you this just before we jump in. Growing up in an entrepreneurial environment, at least from my perspective, being entrepreneurial myself and like you having my father and my uncle and others that were entrepreneurs. What was it like growing up in that kind of environment and as you look to your own business now and what you've been doing and how you've been helping others, how has that helped?

Or maybe it didn't help I, I don't know, but how, how was that?

Marc Nudelberg: it was cool. Is a great way to describe it, right? Because particularly with what my dad was building in his business, it was a sports Marceting agency. It gave us access to teams and athletes and unbelievable events and being, building sponsorships with, brand names like Eckerds, which was the biggest drugstore at the time, and the Miami Dolphins.

It was cool as a kid because I got access to all of these things. But then it was [00:08:00] also really interesting because, you were in the car for the phone calls when you had to be super quiet and you were in the house when things weren't necessarily going. The way that we wanted them to go, and you were watching the behind the scenes of dealing with that, whether it be deals that went sideways or employees that didn't execute the way they were supposed to, or partnerships that didn't work out.

And so having a front row seat as a kid watching that. And then going to school and hearing your friends talk about your dad, like he was the coolest guy on the planet. And it was just the best thing that could ever happen. Like you were some kind of celebrity, but knowing that it wasn't everything that it looked like on the surface was interesting.

And I think it taught me a lot about discipline, about sacrifice, about how to show up for people regardless of what was going on. I love to listen to other entrepreneurs and Jerry Jones tells a story [00:09:00] about being leveraged to the max and having a deal go sideways and like being crippled and literally picking up the phone a second later and putting a smile on and being able to do a deal.

One second later, I learned that as a kid, and so I think that offered me a lot of. Skills and understanding that serve me very well as a young person that helped me propel my career in college football early on.

Jeffrey Feldberg: Saying As you're talking about that, I'll take us down the rabbit hole for just a minute, then we'll get right back on track. Although it's all related. 

Balancing Family and Business

Jeffrey Feldberg: I was in one of our Deep Wealth masterminds and there was an entrepreneur who was not new at being an entrepreneur, but was a new father, just had the birth of a child, and he said, Jeffrey, I don't really know how I should be handling my business and my child, and I feel so much pressure.

So Marc, having been down this path and seeing the good, possibly the not so good, everything else in between, what advice would you give to entrepreneurs, whether they're a new parent or maybe even a new grandparent. They have a grandchild that's gotten into the world now and [00:10:00] they're still doing their entrepreneurial thing.

Who knows? What would you say for them from you having been in a multi-generational entrepreneurial family growing up in that? Any advice?

Marc Nudelberg: Two things. Create some boundaries where you have exclusive time with them and they know you're there and present with them and it's about them. And then don't hide or shield them from anything. Like being. Privileged or being around the conversations that my grandfather was having with my dad as he was figuring out how to Exit the retail shoe business.

I didn't know what I was hearing at six, seven years old. But you still absorb it and it still sinks in there, and it creates an experience for you that as you get older, you will be able to. Pull on and leverage from and ask questions about. And so I think far too often there are entrepreneurial parents who feel like, oh, I'm supposed to hide these things from the kids and just separate business and family.

And I think that's not the case [00:11:00] at all. I think the more you can create as much continuity as you can between all of it, you need to have dedicated family time. You need to have time where your phone is down and you're not reachable. And it's dedicated for them, but don't hide or shield them from anything.

'cause it's all experiences that they'll be able to benefit from.

Jeffrey Feldberg: Yeah, you and I are. From the same playbook. I know for me, I threw the concept of balance out the window. I said, Hey, if you want balance, go watch a movie. Go read a book. Doesn't exist. But instead it was blending. And so if I had, let's say, a conference, it was in a fun place. Maybe there was a theme park or it was just a really nice relaxing beach or something else I'd bring the family with, especially when the children were younger.

And it was easier to do that with them at the conference and then at the nighttime and when the conference was done. It was all family time and it was both back and forth and hopefully to your point, imparting some of those entrepreneurial lessons

as they're growing up.

Marc Nudelberg: I'm partnered with my dad now in our business, right? He's 65. I'm [00:12:00] 39, and today we had a business lunch together and I rode with him and his car to the business lunch, and I literally took a picture of us in the car and I was thinking to myself, I've been doing this since I was like seven years old, like I've been going to business lunches with my dad since I was a tiny little kid.

And who would've thought 32 years later? My life would take me as far away from that as possible and all the way back to it. And I'm just grateful that I have that, that I have that perspective and that experience of I've been doing this for so long with him, I'm so fortunate to be able to do that.

Jeffrey Feldberg: Yes. A magic moment if there ever was one. Just cherish that. Take that in. We'll look back years from now, decades. From now. Wow. That was the time. Look at me and dad doing that. Absolutely. Love that. Okay, so memory lane we'll keep that off to the side. Maybe we'll revisit it. Who knows? Let's talk shop now.

Effective Sales and Revenue Growth Strategies

Jeffrey Feldberg: So what I love about one of the things that you're doing, you're doing a whole number of things. Most of the entrepreneurs that we work with here at Deep Wealth, they're Achilles heel. They're [00:13:00] weak spot is what you focus on. And that's growing revenues, growing profits, sales, getting the word out there.

And the biggest complaint I'm hearing is Jeffrey Worthy. World's best kept secret. Can you help us with that? So Marc, is it the good old Paretos law, the 80 20 principle that Yeah, 80% of the challenges most entrepreneurs are facing are coming from the same 20% of these issues. And maybe it's not 20%, it could be 5% or 10%, whatever it is, what's going on out there?

Generally speaking, and I know every business, every entrepreneur is unique. Are there patterns though? And what would you want us to know of where as entrepreneurs, where I'll use a different F word failing. Earlier we were talking about the other F word, fun, but the failing side. What can we learn? So we're no longer struggling forward, we're getting sales effortlessly.

What should we stop or start doing?

Marc Nudelberg: I think people are, number one, really unclear about what drives revenue. And sure if you have a widget or you have something, then. Maybe, Instagram and Facebook [00:14:00] ads is the way to reach millions of people super fast and easy to transact on. If that's your business, and that's the one thing that works.

99% of businesses are not gonna operate that way, and not the actual effective behavior to drive revenue. The thing that's going to drive revenue are the relationships that you're able to develop as a founder. That will create significant growth for you in your business. And so I don't care how big your team is, I'm of the mindset that CEOs and business leaders should always be a part of the revenue generating process.

And so that means you should have dedicated prospecting time on your calendar. And then I think that leads us to the next problem, which most people don't understand what real prospecting is. They think it's having a leads list with information and picking up the phone and cold calling that phone cold, calling that person to get a meeting with them, and that's not what it is at all.

Real prospecting is like detective work. It's [00:15:00] about doing real deep research on who that person is, what matters to them, and where the best place to get them is so that you can show up in their world in a relevant way that says, I'm not here to sell you anything, but I'm here to see if there are ways for us to help each other.

And it's a reciprocated relationship. We're able to give and take to each other. And if you're open to that kind of dialogue, maybe there's opportunities for us to actually work together. And if that is what they had on their calendar was dedicated time. To identify who real influencers would be in their business, not Instagram influencers, not social media influencers, but real centers of influence that can either create an inflection point in their business themselves or introduce them to people that can create an inflection point.

And they spent time researching them to figure out how to reach out to them. Meaning, [00:16:00] what am I saying? That's gonna create a tie for us and where the best place to get them is, whether that's through social media, whether that's through email, whether that's through text. However, the best place to get them is however we find that.

And then reaching out to those people consistently to do nothing other than have a virtual conversation with them. It there, there would be no problem. There would be no revenue problem. They would have an unbelievably healthy pipeline, but two things are happening. Number one, they don't know what that really looks like, so they can't schedule it.

And then number two, they're not scheduling it. So you have to be able to identify and understand what real business development work looks like. And then you have to consistently calendar for yourself, not more than a half hour. It could legitimately just be 30 minutes a day that you dedicate to that effort that will create significant gains in their business.

Building Meaningful Business Relationships

Jeffrey Feldberg: Okay, Marc, so as you're walking through this, and this is gonna be a new concept for Deep Wealth Nation, so let's really break it down to some of the fundamentals here. So what I'm hearing you say is, [00:17:00] Hey, we will get there with ai, artificial intelligence. It's not like I just typing some prompt, okay, just do this or do that for something to actually work.

It's old school detective work that I'm doing here. We have the benefit of some tools and some technology behind the scenes with that. But you said something interesting. Find an influencer in my space, not necessarily a social media influencer, but an influencer who is doing what I'm doing, but on the flip side of things, or maybe knows people who I could really help and get things going on the business side.

So I have to identify them, find them, and so a little bit easier said than done even before we do an outreach to them. How are we identifying them? Because there's so much noise out there now, and although we have technology and it makes things infinitely easier, you could say it makes it so much harder because there's more, I'll call it garbage in, garbage out to

Marc Nudelberg: Sure. So the, things I want to see are who their relationships are with, right? So we believe in LinkedIn as a business development tool, as the number one [00:18:00] business development tool. In the world, it's gonna give me access to who this person is and who that person knows. So there's a couple things I'm gonna be able to verify right off the bat is number one, I can look at their history, I can look at what they're doing, and if I'm looking for investors or I'm looking for people who have been in the space with experience, or I'm looking for people who are a vendor of people in my space that will be able to create introductions.

All that's gonna be visible for me right there on their profile. So I'm gonna be able to check the criteria of who they are, and LinkedIn offers you unbelievable ways to be able to search this. You can go into the search bar and you can search keywords, you can search experience, you can search geography, you can search so many different.

filters for yourself to narrow this billion person platform into just a few specific people that you know are your targets to then say, okay. Do they have the right relationships? [00:19:00] Because just 'cause they have the right experience doesn't mean they can necessarily influence you with a ton of relationship capital.

So I can go into their network, I can see the people they're connected to. I can filter those people to go, yes, not only does this person have the unbelievable experience I'm looking for, but they also have the network of people that I know can help us create the right influence in our business. And then.

That profile is gonna give you a ton of information that you can leverage to reach out to them. It's gonna give you where they went to school, right? And alumni Marceting is the number one type of Marceting you can do when it comes to people, because 99% of people have a strong affiliation with where they went to school.

So if I can leverage that in the conversation. Somehow for myself, that gives me an unbelievable way to connect with this person one-on-one. It's also gonna tell me where they've worked and where they've lived. If I can leverage that in a way that's relevant to me. Excellent. It's also gonna tell me the [00:20:00] people they follow on LinkedIn, whether it be, business leaders or content influencers, whoever those people are.

Can I leverage that in a relevant way to myself? And then lastly, it's gonna tell you about the interests they have. It's gonna tell you about the nonprofit boards they've been on. It's gonna tell you about the nonprofit organizations that they've worked for or supported. if that's somehow relates to you in a way that you can reach out to them, you have an unbelievable tentacle of connection points.

That you can leverage to connect with that person on a human basis, not based on what you want them to do for you or what the ask is,

Jeffrey Feldberg: Okay, and talk about that because you read my mind and you've been there. I've been there. A complete stranger. Reaches out to me, and they're probably doing it all wrong. They haven't been coached by you. They don't know your systems Marc. And they're saying, Hey Jeffrey, do you know so and so? Do you think you can do an introduction?

And I'm like, who are you? And why am I gonna

Marc Nudelberg: don't even know you. Why would I do that? 

Jeffrey Feldberg: You. Why am I gonna take time outta my day? And do that? So how do we approach it? And as I like to say here at Deep Wealth, [00:21:00] the world's favorite radio station for every single person is Wii fm. The what's in it for me?

Radio station, but not for us, but for the other person. So Marc, let's say I've identified you. As that influencer, either directly or people who can help. We've never spoken before. I don't even know you. You're not even a first connection with me on LinkedIn. You're a distant third or fourth or whatever.

How am I approaching this? Generally speaking, what would I be doing?

Marc Nudelberg: So if I were to go to your LinkedIn profile, I would imagine that it would tell me that you've lived in Hollywood, Florida. And I would go, oh, wow. Hollywood, Florida. He's a neighbor of mine. So I would reach out to you because I know something about Hollywood, Florida, and I would say, Hey Jeffrey, love connecting with fellow neighbors.

Have you ever been to one of my favorite restaurants to Verna Opa? I took my wife there years ago on one of our early dates, and we have great memories there. I'd love to connect and share stories about Hollywood if you've got 15 minutes on your calendar over the next few weeks period. Done. End of story, because all I want to [00:22:00] do is get into a dialogue with you where I can build connectivity, and if we can build connectivity and we can build some rapport with each other, then comes the opportunity for me to go, Hey Jeffrey, how can I help you?

Is there anything going on in your world that I can do for you? And if you're at a place of giving and instead of receiving and you don't actually have any, you know what? I'm really great. I don't have any particular ask for you right now. Is there anything I can do for you? Funny you should ask, Jeffrey.

I had seen that you were connected to this person on LinkedIn. How well do you know them and would you mind connecting me if you do?

Jeffrey Feldberg: Okay, so what I'm hearing you say is it is the good old fashioned, Hey, let's just get to know each other. We've got something in common. We went to the same high school, or we live in the same city. Or I've been here. You've been there. Or we have some of the same contacts. But Marc, I gotta tell you, not to give you a hard time by any stretch 'cause I'm your raving fan here, but I hear from people in similar situations.

Jeffrey, I don't know what to do. I'm just getting. An outpouring of all these requests, and they all [00:23:00] sound like terrific people. I just don't have the time. So how do we really stand out from the crowd when we're asking those kinds of things? When we don't know each other, we have something at the end we'd like to be able to get some help with, but to get there, what else can we be doing?

So.

Marc Nudelberg: So the other thing that I can look for the things that are important to you, right? So let's say, great, I have a commonality, but I can also find out that you're on the board of Junior Achievement and I know that Junior Achievement has a, uh, event coming up at the end of the year. And I can say directly to you, Hey Jeffrey, I saw you on the board of Junior Achievement and I know they have an event coming at the end of the year.

If there's anything I can do to support that event, I'd love to grab 15 minutes with you, hear about it and see how I can do that. I'm showing up to you with something that I'm assuming, right? I'm guessing a little bit. 'cause I don't know you yet and I'd love to be able to get to know you. But it's clear to me that this is something you're involved in and something they're doing, and if there's ways I can provide value to that, I'm winning.

I'm showing up and [00:24:00] giving equity into this relationship before I ever ask for anything.

Jeffrey Feldberg: And so to me, what it really sounds like, if I can paraphrase, a well-known saying, go the extra mile, expect nothing in return. I'm making this up. Hey Marc, I see that we're neighbors, and you know what? I found this terrific restaurant. It's actually right around the corner from you. Next time you're there.

Try it. Enjoy. Mention my name. I've already spoken to the owner there, and he has a special table waiting for you. No obligation. Nothing's in it for me. I just saw that and just wanted to say hi to a fellow neighbor online. Maybe one day we'll meet up. Just something like that, just to be different.

Marc Nudelberg: Bingo, You're giving people value and if you can do your homework to figure out what matters to those people first, and you're showing up saying, I care about what matters to you, you are immediately putting yourself at the top of the class when it comes to outreach and when it comes to connecting with people, because everybody is what we call an ASKhole.

They are showing up with their ask [00:25:00] over and over and over, and it's the first thing they're doing and they're making it loud and clear for you, and they just feel like if I ask enough times, I will eventually get it. And what they're actually doing is burning unbelievable relationship capital that they have for themselves that they didn't even know what could have come had.

They just chose to invest in it early.

Jeffrey Feldberg: Okay. Got it. Okay. So doing my homework, really looking how it can add value, particularly if there's something there that can help me down the road, but that's just part of it because I would love to hear your thoughts on what we like to call here, Deep Wealth, the narrative. What's my narrative? What's my story?

What's my outreach to you? The best homework in the world with the worst delivery, the worst narrative. It's all for Naugh. I probably shouldn't even be doing it because I'm likely not gonna get results. 

Marc Nudelberg: So this is what I think is broken with most sales training. Is people are telling you to have your 15 second elevator pitch and we all know, as founders of our business, it's impossible for me to accurately and clearly describe my business that [00:26:00] fast in order for you to really care about it.

So what I would prefer us do. Is figure out how to present that information to somebody in a relevant way. So if I can build rapport with you, right then I've earned and I've earned, and I feel like I've earned the right to talk business with you, I could say, Hey Jeffrey, do you know anything about on the ball?

And you would say, I know very little. And I'd say, well, do you wanna know about on the ball? And you can say, yeah, absolutely. Now I have to be able to clearly and succinctly deliver to you what we do in a unique way that doesn't give you everything that we do. But that gets you to ask the question, well, what does that really mean?

Or how do you do that? That's what I want you to say is, well, tell me how you do that. So if I were to say to you, oh, we help businesses grow by developing their people as both modern sellers and leaders on a daily basis, I would hope that your response would be, that [00:27:00] sounds interesting. How do you do that?

And then I would say, oh, well thanks for asking. We actually do it through three ways. We do it through self-led virtual masterclass style training. We do it through group virtual coaching five times a month, and then we do it through unlimited access to individual coaching at the request of the employee.

Wow, that sounds different. Now, I'm hoping that you are going to continue to ask me questions because you're interested, and if you don't, then I know that you're not interested and we're not a good fit, and that's okay. I don't have to create interest for you Either there is clear interest because there's a pain point or a need, or there's not.

But I didn't show up with a 25 perfect word pitch that gives you exactly everything we do, and you're able to walk away going, I need to buy that right now. Nobody purchases that way, particularly in today's world.

Jeffrey Feldberg: Yeah, exactly. And you're really bringing things back to base. This is the way things used to be done. [00:28:00] Don't get me on my soapbox with social media and all of that. That's a whole other, not just episode, a whole series. Okay, so we're building some rapport. We're looking for the what's in it for them of how we can add value.

And if there's something for us, that's great, but we're not making that a predetermined going in. Well, I'm only gonna help you if you help me. It's the other way around. Hey, saw this caught my attention. I just wanted a quick shout out. Never spoke to you before, but you might find this of interest or you may find this of value.

I hope you. This I found that and whatever. It's, we're going down the path doing that, and then it's your whole system. 

Marc's System for Business Growth

Jeffrey Feldberg: So walk us through your system, Marc. So imagine now I'm showing up. Okay, Marc. Sales are down, profits are down. I wanted to just catapult back to where it would be, we've lost our magic touch.

Can you help us? And I know every company's different, every entrepreneur has their unique things about him or. But generally speaking, what's your secret sauce? What am I gonna be doing with you in your system? Not so much where it's more just online and me going online, but really more with you either in the group or the one-on-one sessions that you're doing.

How long is it taking? What am I gonna be expecting, [00:29:00] result wise coming out of it? What's going on there? 

Changing Your Sales Mindset

Jeffrey Feldberg: What would you want me to know?

Marc Nudelberg: So what I would tell you is that if you are willing to change your behavior and you're willing to change the way you think which will then change the way you operate. And you're willing to do the work to learn that, to set yourself up for success. There's no reason you shouldn't be adding deals to your pipeline in the first 30 days, but we have to retrain the brain first.

Building Relationships Over Transactions

Marc Nudelberg: And so all of our time initially, is spent with you helping you unlearn sales because everything that you've learned about sales is to show up, knock on the door, ask for the meeting, present your solutions, qualify the people with their problems, and it is all transaction based. And we live in a world where transactions only happen from relationships.

You have some kind of emotional tie, you have some kind of feeling that pushes you to create that transaction. So we need to reframe our brain in our only [00:30:00] goal upfront is to earn the right to talk business. And then once I've trained my brain that I know, all I'm willing to do is earn the right to talk business then.

If I can say, number one, we can be friends. Let's test this out. Let's see how we're going. It's clear we can be friends. And two, I wanna earn the right to talk business with you, which if I've built a friendship with you, that should be clear that I've done that. The next thing I want you to do is give me a problem you have, Jeffrey.

What's the biggest problem in your business right now? I would love for you to tell me that it's revenue. I would love for you to tell me that it's pipeline development, but you know what the reality might be we've been dealing with a digital Marceting agency and we're spending a ton of money and it doesn't feel like we're getting anything for it, and I would love to be able to solve that.

Providing Value Beyond Your Service

Marc Nudelberg: Well, this brings me back to retraining the brain. As a seller, we often think that the only way for us to provide value is with the actual service of our business. As a modern day seller, whether you are a [00:31:00] founder or whether you are a business development executive, you have three ways to provide value to a prospect.

The first one is to be able to connect them to somebody sharing your relationship capital. So if. I can connect you to somebody that might be able to help you with your Marceting agency problem with your unhappiness with your current vendor. That's a win for me, and if I solve that problem for you, you are twice as likely to come back to me with another problem, specifically if it's the problem that I solve.

So all I'm trying to do is get a problem, not get the problem I solve. Just get any problem. 'cause if you trust me enough to give me a problem and I can solve that for you, it is a high likelihood that we will end up doing business together. Because once I've solved that problem for you, I've opened up the door for me to say, well, do you have any revenue problems?

How's your pipeline develop? What [00:32:00] playbooks have you developed for your sales process? Do you even have a sales process? Are you open to talking about people you've worked with for sales training or leadership development? Any of these questions, right? Which I think is an important understanding of when we talk about value, forget about being able to give your value to somebody.

You're much better off having value-based questions and understanding how to ask questions around what you do as a business and as a service. That will open up the opportunity for you to educate people about what you do.

Jeffrey Feldberg: And so Marc, as we're going through this, I'm thinking of someone in Deep Nation, they're listening to this and they're not untrained yet. They picked up all the bad habits, all the myths. They really are myths. They don't work. It sounded great, saw it on some free kind of social media ad that was going on.

This guy's been successful, so I'm gonna be successful with it. Whatever the case may be with that. And they're thinking to themselves, Marc, I hear you, but who has the time for that? Wow, that's gonna take a lot of time. Wait, first I gotta be known for this person. Nothing to do with what I'm doing [00:33:00] on the business side.

Personal outreach. How can I help 'em? Talking of this, talking of that, trying to figure out how I can help their problems, even though it's not in my area, and maybe somehow one day. They're gonna help me or I get interested and ask what they can do for me. Wow. I don't have that kind of time. So for that person who hasn't drunk the Marc Kool-Aid just yet, but they're going to and they're gonna love it, but they haven't done that yet.

What would you tell them of why that's the only way to go?

Marc Nudelberg: Well, so what I would tell 'em is it doesn't take as much time as you think it does.

Jeffrey Feldberg: Mm-hmm.

Marc Nudelberg: Our goal and our expectations for anybody who does sales training with us is to have five relevant conversations a day. And those five relevant conversations a day can be 15 minutes long. So in 15 minutes, you can do everything that you need to do to at least start the right kind of relationship.

And that together, five, 15 minute conversations is an hour and 15 minutes a day, and that research that we're talking about in order to find something. 

Leveraging AI for Personalized Outreach

Marc Nudelberg: Thank you, God for ai. Because I can literally go into chat, GPT, and I can [00:34:00] say, Hey, chat, here's everything you need to know about me. Every story, everything.

You know me. I'm gonna start asking you about other people in the world, and I would love for you to give me some ways that I might be able to approach them in a relevant personal way that would help me start a conversation. So I could say, I'm reaching out to Jeffrey Feldberg from x, Y, Z company. Can you help me?

Develop a personalized message to him based on some commonalities that we might have that would help me get a conversation with him. AI is gonna do that for you in 30 seconds. Might not give it to you in your exact language. You need to use it. You need to hear it. You need to go. Great. How do I turn this into the way I would say it if I was approaching Jeffrey and it's done like that.

So it doesn't take as long as you think it's going to take. What it does take is discipline, and what it does take is consistency in doing it every day.

Jeffrey Feldberg: So a little bit of old school sprinkling in some new school, otherwise known as ai, to help us [00:35:00] with that. And Depap Nation, this is not a license just to do a copy and paste. Let AI do the heavy lifting. Let it find. Some of the common areas or some of the topics, but then sprinkle in your own words, make the message your own.

Probably two years ago, Marc, when AI was new for most people, and it's still new for a lot of people, I could probably do a copy and paste and most people wouldn't know it. I think today though, particularly with the younger people, whatever younger means to you, they can spot an AI message because they're just getting bombarded with it.

So Deep Wealth Nation leverage AI as a tool, but make it personal, make it your own once it does the heavy lifting for you, OnBase or off base with that Marc? Thoughts about that?

Marc Nudelberg: Spot on. Spot on. We believe heavily in using technology and what we do, and this is why we feel like it's never been easier to be in business development because you can be in Hollywood, and I can still get face-to-face with you. Virtual tools have offered us the opportunity. To build rapport and build trust and build relationships without any geographical boundaries now.

The Power of Asynchronous Video

Marc Nudelberg: And so another [00:36:00] significant tool that I think people need to understand how to leverage is asynchronous video. Whether you're sending video through text messages, whether you're sending them through emails, one-to-one video messaging allows me to get my face in front of your face, which in the history of business development and sales, has been the ultimate goal.

It's been the ulti, it is the gold that you have been panning for over and over is to get that face-to-face time. Well, if I can drop a video inside of your text messages inside of your dms, inside of your email, inside of your inbox, that allows me to speak something relevant to you and build personal human connection with you on your time, not mine.

The likelihood that the person's gonna respond and say yes to spending more time with you is exponentially higher. Instead of knocking on a hundred doors and having two answered, I could send a hundred videos and have 50 responded to that are gonna move to conversations and I can send a hundred videos a day.

It's possible to do that.

Jeffrey Feldberg: Deep Wealth Nation [00:37:00] as we're talking about this, I know you're thinking, oh, I'm not a video person. That just isn't for me. Hop on it. Do it. Your business future depends on it, and do it now because. I suspect, Marc, as we're talking about ai, would love your thoughts about this. Having these self-generated videos, they are just around the corner and soon this is gonna be like everyone's doing it, so why not be the person that stands out?

Do it right now. It's authentic. It's really me. This is not AI generated. It's a real Marc. It's a real Jeffrey. And I'm sending you a video Marc because I thought of this and just wanted to have a shout out to say hello. Here you go.

Marc Nudelberg: Nailed it, Jeffrey and I think even as AI evolves and we're gonna have these AI avatars that are able to replicate our voice and our words, and we're gonna be able to create these videos. I think the humanization of it is the thing that wins. So if I detect any kind of bot or AI in the video, I'm gonna be like, Ooh, I don't know.

This doesn't feel real. Whereas if it looks like me and I'm uming and eyeing and you can see the background in my office and you know I am [00:38:00] a real person coming for a real conversation. This is where human connection will continue to win in business for as long as we are still humans and operating it.

And it's a thing that allows you to win when you use video that way.

Jeffrey Feldberg: Deep Wealth Nation, what Marc is telling you is not gold, it's platinum Marcet. I was speaking with someone who's in the production industry and what they're telling me when they're shooting. Commercials, I'm talking high-end commercials for well-known logos and brands that most people would know. Some of the shots, they're shaky.

They look in this other person's words, amateurish, because they want people to relate. Oh yeah, this isn't so professional. I can relate to it. I mean, The human psyche. It is so odd. We are so odd a species that if it looks too good, I can't relate to it. Oh, it has a few faults. Yeah, I can relate to that.

Okay. This must be the real deal here. Whole figure.

Marc Nudelberg: Bingo. Exactly correct. And this is what we coach salespeople on across industries and across the country, is it shouldn't be a polished script that you're delivering to somebody in this video. It should be a human as if you were sitting in [00:39:00] front of them, in front of, in their office, having a conversation with them.

It is the way it should look and feel. So we advise against virtual backgrounds, we advise against scripts, have an outline. Know what you wanna say. Don't be rambling on for minutes on end, right? Have a clear and concise message, but if you fumble over your words, or if you give an ooh or an ah, or you look up for a second to think, all of that is unbelievable humanization of the tool that's gonna actually help you win.

Embracing Vulnerability in Business

Jeffrey Feldberg: Yeah, I said vulnerability. Marc is interesting as you're talking about that, speaking to someone in the deep health community and they had a team meeting. This is the founder, and the founder gets up and says, team, I don't have the answer. If I had the answer, I would've told you. I don't know what to do.

I'm actually feeling scared right now. This is, we will figure it out. It's gonna be okay, but I need your help. Can you help? And they had this offsite meeting, end of the meeting, one of the team members, otherwise no one's an employee, comes up to the founders, said this was the best meeting ever. I really respected the fact that you just came clean.

You didn't have the answer. You asked for a help. I [00:40:00] really appreciated that. I felt so trusted, and they went on and on because the person was real. Instead of being, I've got the answers, I've got this figured out. This is what we're doing. It's that vulnerability and it transfers over into exactly what you're sharing.

Marc Nudelberg: And it's the exact same thing in sales, right? Yes, we want to have the answers and we want to be an expert in what we do, but there is going to be a question that pops up that you don't know there's gonna be something that gets brought to your attention that you go, no, you know what? That's an excellent question, and I don't have the answer for you right now, but I will get the answer for you.

And there's so much trust and rapport and there's so much connectivity that is built through that instead of trying to BS your way through it or trying to think of an answer or create an answer on the fly, just doesn't work like that anymore.

Jeffrey Feldberg: So, you know, with that in mind, and by the way, Deep Wealth Nation, go to the show notes. It's all there. One of the links, it's gonna be on the ball.co, not.co m.co. On the ball, do co everything that we're talking about, you'll see exactly what's there and what Marc is talking about. 

The 1% Improvement Principle

Jeffrey Feldberg: One of the things that you really are known for out there, when I was doing the research before today, [00:41:00] it's the 1%.

Improving 1%, be 1% better every day. And on paper. Oh yeah. Hey, 1% I can do that. Sure, Marc. No problem. Practically speaking though, how do you really do that when you have those days where, hey, it feels like negative a hundred percent, forget the 1%. What can I do to really leverage that? Because it's brilliant.

1% a day. It's like the eighth wonder of the world. It's a compound interest. It's not 2% the next day because it's compounding one on top of the other and top of the other. It's reMarcable. How do I make that a ritual? Not a to-do, but a ritual, and on the days where I don't feel like doing it, I can just get through it.

Marc Nudelberg: So we live by the model one is always better than zero, and so there's a day where I feel like I can't put a full hour in. There's a day where I feel like I can't get 20 videos sent. There's a day where I feel like I'm not gonna be able to follow. Up with everybody. Are you at least getting one?

Will you do one? Because as soon as you take that first step and you do one, maybe you'll get another, maybe you'll get another. But one is always better than zero. So there's just a couple of [00:42:00] main principles there. It's number one being crystal clear on your priorities. As a founder, as a business leader, I think you should have three priorities.

You should have revenue, you should be focused on that and helping drive that. You have your internal team and you have your partners and clients. Those are your three main pillars and everything else, everything should fall underneath those. Sure. You're gonna have some ancillary things, right? You could talk about finance, you could talk about all the other, hr, but really.

If you talked about finance, who's that important for? That's important for revenue, and that's important for the employees, for your internal team. 'cause if there's no money, no payroll's not being made. And if payroll's not being made, that's bad for the team. So you should be able to align all of your priorities in running the business.

Into those three priorities, and if you have them defined for you, you should then be able to talk about the behaviors that are associated with those. So reverse engineering the behaviors that are important for those priorities, whether it be [00:43:00] one-on-one meetings, whether it be. Client relationship check-ins, whether it be lunch and learns, whatever the things are that you know are the behaviors that feed those priorities, you have to define those and they should be on your calendar.

And that is the clear, simple system that will allow you to operate at a higher level and go, I'm at least gonna do this. I'm not gonna be able to do all of this today, but I know I can do this, and if I do this, we're getting a little bit better.

Jeffrey Feldberg: And as you're talking about that, I love it. By the way. 

The Importance of Mindset

Jeffrey Feldberg: Everything that you're sharing, it really plays nicely into another one of your playbooks that you talk about, and that's all about mindset. So mindset to me, in business, it's a superpower. It's free, it's overlooked. Most of us don't do it. What would you want Deep Wealth Nation to know about mindset?

What you, your community, have seen that for someone new to your community, they're going through the mindset playbook and they're coming back to you? Marc. Wow, I never realized. Or who would've thought dot, dot, dot. If you could finish that sentence, what would you say about [00:44:00] mindset? What would you want the Deep Wealth Nation to know?

Marc Nudelberg: So there's two key principles to the mindset that we feel like cultivates high performance. The first is growth mindset, and thank you to Dr. Carol Dweck who wrote a book about growth mindset and the difference between having a growth and fixed mindset because it changes the way you view failure, changes the way you view challenges, it changes the way you view effort.

And all of these things that we know are basically the foundation of success. But it makes it a non-negotiable for you as a growth-minded person. You're looking at, failure as an opportunity to learn, and you're looking at obstacles as an opportunity to overcome something, and you're changing the way you actually view these things, which then changes the way you respond to them.

The other part of it is extreme ownership. It's a wonderful book written by Jocko Willink, who's a former Navy seal, and it teaches you how to take responsibility for everything in your life. Everything that happens to you is not necessarily your fault. But it is your responsibility, [00:45:00] and if you can take responsibility from it, you can learn from it, you can change how you respond from it, and you can use everything that happens to you as an opportunity for growth.

So it's two core principles that we help cultivate through discipline, consistency, physical activity, reading, writing, all things that we know are good for us, that we should be doing consistently. We put these behaviors in place, which help develop the mindset, which then creates the behaviors and the outputs.

Jeffrey Feldberg: And deportation. If you're saying to yourself, oh my goodness, all these different concepts were to begin, where do I start? What do I do? Well, that's exactly what Marc and team does. Again, you go to the show notes, you click on the link, see what's there. One or two of the playbooks, maybe all the playbooks are going to appeal to you.

And Marc, when you look back, and before we go into rapid mode, as you're looking back, maybe you have a particular client in mind. What's been one of the more surprising but pleasant things that you've heard from someone who's gone through your playbook? So they've gone [00:46:00] through the system. They came back and said, wow, Marc never would've believed.

If you would've told me this before I began, I would've said no way, but actually it happened.

Success Stories and Testimonials

Marc Nudelberg: There's a company that we worked with out of San Diego that bought into our process wholesale and actually did a deal in the first three. Months that changed the entire trajectory of their business. And it was the one deal that absolutely set the revenue off the charts for the year and made them have a record year.

And I think that testimonial is actually on our website. And then I think another one is somebody who looked at themselves as an operator inside of a business and somebody who maybe wasn't necessarily leadership material. Went through three different Promotions inside of 12 months and actually became a C-level leader inside of an organization by just working with us and changing the way, number one, they viewed themselves, but then the way they took responsibility in affecting not their business.

They were actually an [00:47:00] employee of a business and they became what we like to call an intrapreneur. And taking responsibility for the problems that existed in helping people solve them and creating solutions. And they went from being a manager inside of the business to a C-level leader in a matter of 12 months, all by just applying that mindset and those behaviors.

Jeffrey Feldberg: That's amazing. I know as a founder, one of my dreams has always been, I don't want my team to think like employees. I want them to think like owners because we get astronomically different and better results when we do that. And Marc, before we go into wrap up mode, if there was one business strategy that we've been talking about, someone in Deep Wealth Nation, before they go to their next activity, they've just finished this episode, if they could do one thing, maybe low hanging fruit, that's going to get them a huge return on investment for their time.

Anything that comes to mind of a strategy or an action that they can take.

Daily Referral Program Strategy

Marc Nudelberg: Create your daily referral program. Make sure you are connected with everybody you know on LinkedIn. Go into those people's [00:48:00] connections and start to filter it out with people that you should be introduced to and just say, Hey, Jeffrey, saw you were connected to person. How well do you know them?

And would you mind introducing me if you do that every day? It is an unbelievably high conversion percentage to new conversations, and it is the best way to be introduced to new revenue.

Jeffrey Feldberg: Absolutely love that. And it's right there, and we know these people anyways because they're in our immediate network and, Marc, you're my friend. You're coming, Jeffrey. I could use some help, buddy. Do you see this person there? I see that you know them. Any chance you might be able to help me with that?

And back and forth we go. Of course I'm gonna do it because if I can help you, why not? We're already beyond all those unknowns

Marc Nudelberg: I do this in our business every day, and I can tell you yesterday I went two for two for asking for introductions and getting those introductions.

Jeffrey Feldberg: And it's like my grandmother made you rest in peace. She always said, Jeffrey, if you never ask, you will never know. So always ask.

Marc Nudelberg: Ah, so good wise words.

Jeffrey Feldberg: And so that said, why don't we go into wrap 'em over. [00:49:00] Actually, one more question that just uh, popped into mind and that is for the question I haven't asked. So before wrap up, if there's a question I haven't asked or maybe a theme, a topic, or some kind of discussionary that we haven't yet covered, anything that you wanna put out there for the Deep Wealth Nation

Marc Nudelberg: more of a concept. 

The Value of Coaching

Marc Nudelberg: Our company was founded out of the idea that everybody deserves to reach their potential. And it is impossible to reach your potential without being coached. So people think it's too expensive. People think it's not for them. People think that they can't get it. Our entire business model was to flip that on its head and make sure that everybody, whether you are inside of an organization, running an organization, has the opportunity to get coached and grow.

And so if you have that desire, do everything you can to get the coaching necessary to reach your potential.

Jeffrey Feldberg: And deep Deep Wealth Nation. Let me ask you this, what's it costing you to not do something, something like what Marc is talking about, going through one of his playbooks or all of the playbooks. And I know you're [00:50:00] saying, well, Jeffrey, hey, my budgets are spoken for, my time is. 'em for, I'm just broke on those sides really.

When it comes to your future, you're telling me that getting a high ROI for a relatively small investment, you're gonna say no to that. Something to think about. That's a great takeaway for all of us to think about and hey, all of the superstars that I know, both in business and life, even in sports. They have coaches because they know they don't know what they don't know.

And the coach, that's what the coach is there to take them to the next level just to make it quicker, a little bit easier for them, and get the absolute best from them. 

Final Thoughts and Wrap Up

Jeffrey Feldberg: So that said, it's a perfect segue into our wrap up mode here, Marc. And it's a tradition here in the Dupo podcast. It's really my privilege, my honor.

Every guest I ask the same question. It's a fun question. Let me set this up for you. When you think of that classic movie Back to the Future, you have that magical DeLorean car that will take you to any point in time. So Marcus, tomorrow morning, you're looking outside your window, and there it is, the DeLorean car.

It's not only curbside, but the door is open. It's waiting for you to hop in what you do, and you're now gonna go way into the past. Maybe it's [00:51:00] Marc as a young child, a teenager, whatever point in time it would be. What would you tell your younger self. In terms of life lessons or lessons learned, or, Hey, Marc, do this, but don't do that.

What would it sound like?

Marc Nudelberg: I would probably go back to 22-year-old Marc who was starting his career and had so much urgency and. Impatience to get to where he wanted to go, and I would just tell him, enjoy the ride. Have some patience. Trust that everything will work out better than you could ever imagine it. Just put in the work every day and enjoy the ride.

Yep.

Jeffrey Feldberg: Wow. I love that. Enjoy the ride. Trust in yourself, but enjoy the ride. It's such great advice. And you know, as entrepreneurs we take it for granted. I get to the top of one mountain, okay, time to get to the next top of the mountain. And we're never really enjoying the ride, not realizing it's not the destination,

Marc Nudelberg: We want to curse the struggles, right? We want to get mad when the obstacles happen and when it's not going exactly the way we want it. But that is the ride, [00:52:00] and that is what's going to take us to the next place. And I spent far too many days in my early career complaining about the obstacles that we had instead of just being like, this is a part of the ride and I know it's gonna get us to where we need to go.

We just gotta continue to grow from here.

Jeffrey Feldberg: I absolutely love that. And for someone in the Deep Wealth Nation, Marc, they wanna speak to you better yet they wanna start working with you. They want one of your playbooks, all your playbooks for them, for the team. Where would be the best place online to find you?

Marc Nudelberg: Well, we don't gate any of our information, so ontheball.co is a great place for people to just consume information from us. And then if you want to get to me directly, my LinkedIn Marc Newberg, send me a connection request with a note. If you don't have a note, I don't know who you are, so make sure you attach that note to the connection request and let me know where you're referencing and where you're coming from.

But I connect with everybody. I answer everybody's messages, and I'm always down to grab a 15 minute virtual coffee.

Jeffrey Feldberg: Hey Deep Wealth Nation, why not [00:53:00] take Marc up on his offer? I mean, Here's the fellow who's saying this is the way to go. Why don't you see how he responds to you and take a few notes. I'm sure you'll come outta that interaction a whole lot better than you went into it. And Deep Wealth Nation doesn't get any better. It's all point and click.

Go to the show notes. It's all there. Nothing to remember, just a point and click. Well Marc, congratulations. It's official. This is a wrap and as we love to say here, Deep Wealth may you continue to thrive and prosper while you remain healthy and safe. Thank you so much.

Marc Nudelberg: Jeffrey, thank you. 

Jeffrey Feldberg: So there you have it, Deep Wealth Nation. What did you think? 

So with all that said and as we wrap it up, I have another question for you.

Actually, it's more of a personal favor. 

Did you find this episode helpful? 

Have you found other episodes of the Deep Wealth Podcast empowering and a game changer for your journey? 

And if you said yes, and I really hope you did, I have a small but really meaningful way that you can actually help us out and keep these episodes coming to you.

Are you ready for it? 

The dramatic pause. I'll just wait a moment. Drumroll, please. Subscribe. Please subscribe to the Deep Wealth podcast on your favorite podcast [00:54:00] channel. When you subscribe to the Deep Wealth Podcast, you're saving yourself time. Every episode automatically comes to you, and I want you to know that we meticulously craft Every one of our episodes to have impactful strategies, stories, expert insights that are designed to help you grow your profits, increase the value of your business, and yes, even optimize your post exit life and your life right now, whatever you want that to look like.

And every time you subscribe and a fellow entrepreneur subscribe, it's a testament to how together, Yes, we are. We are changing the social fabric of society. One business owner at a time, one liquidity event at a time. So don't let the momentum stop here. Subscribe now on your favorite podcast channel.

You'll never miss an episode. You'll be the first to hear from the top industry leaders, the innovators, the disruptors that are really changing and shaping the business world, and maybe you're commuting, maybe you're at the gym, maybe you're taking a well deserved break that we spoke all about on this episode.

The Deep Wealth Podcast, it's your reliable source for the next big idea that could [00:55:00] literally revolutionize your business. So once again, please hit that subscribe button, stay connected, inspired, and ahead of the curve. And again, your next big breakthrough moment, it might just be one episode away. Maybe it was even this episode.

So all that said. Thank you so much for listening. And remember your wealth isn't just about the money in the bank. It's about the depth of your journey and the impact that you're creating. So let's continue this journey together. And from the bottom of my heart, thank you so much for listening to this episode.

And as we love to say here at Deep Wealth, may you continue to thrive and prosper while you remain healthy and safe. 

Thank you so much. 

God bless.