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Casey is a father, a husband, a coach, a friend, a speaker, and a business leader who is the same person in and out of work. Casey works to empower people to achieve more than they think they are capable. Giving back is a huge part of his life. He loves changing perception, and thoroughly enjoys opportunities to educate customers – showing them how he can truly help them achieve their business goals.
His book titled, “Win The Relationship; Not the Deal” came out in January 2020 and you can listen to his podcast for fathers, which is called The QB Dad Cast.

Show Notes & Transcript:

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Automated Transcript

Editor’s Note: We provide a transcript of each episode to make it easy to search and read. Since robots are not ready to take over the world yet, the artificial intelligence isn’t perfect. There may be some typos in the automated transcript.

Casey (00:04):
I was the next to bat, I was like, I’m not doing this. I was too scared. I faked a stomach ache. Yeah. Told my coach I don’t feel good because I didn’t want to face up too scared. And I, I went and told my mom afterwards and she says, you did what? And she called my coach, my coach. At 10 years old I had to talk, I had to openly tell my teammates, how I let them down.

Vincent (00:30):
From Vyten career coaching. It’s How I Got Here. A show about business leaders, their resilience, and the stories behind their career moves. I’m Vincent Phamvan, and I’ve interviewed thousands of job candidates over the years in both recruiting and as a former corporate executive. Now I’m on a mission to help you take the next step in your career. A corporate job opening attracts an average of 250 resumes and just one person is going to get hired. It wasn’t all that long ago that I was nervous and frustrated by my job search, but it doesn’t have to be this way. You can navigate your career with confidence, spend everyday learning and drive to better yourself. You can be excited about the future. In today’s episode, we meet Casey Jacox, a sales and leadership coach. His book entitled “Win The Relationship; Not the Deal” came out last year. In this episode, Casey tells the stories behind his 20 plus years in business and how to win more relationships. It started all at a younger age.

Casey (01:31):
So yeah, I was, we grew up in, I’d say, middle-class. I had great loving parents. I grew up with a sister who’s a couple years younger than me. Always in sports, always busy. Thankfully my parents, kept me as naive as long as they could. And I think that’s still passed on to a 44 year old naive optimist. But loving. You know, one thing I talked about on my podcast is, you know, I think, my dad, you know, I think we’re in a generation where there wasn’t a super lot of, affection of, I love yous something that I’m trying to, and it wasn’t like it negatively impacted me. I just it’s something I want comfortable in my family. And as whether it’s, whether you’re man woman, I just don’t think, we talk about that enough, whether it’s your friend Taylor, like I’ve been sent him some texts to my friends who are police officers. Now I’m just saying, “I love you, stay safe, thinking about ya”. Um, and so that’s one thing, that I’ve gained from my family experience, but really growing up. It’s just, it was great. A lot of laughter, a lot of fun. A lot of, sometimes my dad would drop a scary GD bomb every once in a while. And I had to kind of like stay low. But other than that, a lot of giggles.

Vincent (02:42):
I think that to an extent, that’s something that everybody can relate to.

Vincent (02:47):
As Casey grew up, the way that his parents earned a living also ended up having an impact on his work.

Casey (02:54):
My dad sold, appliances at Whirlpool for years. And my mom was the office manager at a health clinic. And then my mom took a small break, was teacher, then she went, went back. And so it’s funny, you know, at home, by herself and in fifth grade and I’d wake up and I’d remember seeing the chore list of like 12 pages long. I’m like, are you kidding me? No way. You know? And so, my kids now, they don’t have the chores list. Sweet. Maybe I’m feeling like I’m that old guy now talking about going up the hill in snow. But the lot of chores, a lot of, a lot of my parents outsourced that well.

Vincent (03:35):
How did you feel as a child growing up, having a chorelist? I mean, I guess it would just be like, this is life and, you know, you wouldn’t, you wouldn’t know what other families are doing.

Casey (03:47):
Yeah. I mean, well, it’s funny, my, one of my best friends, again, Greer Smith, he actually, he lives right next door to me now. Um, we’re, we’re camped out right now in quarantine life.

Casey (03:56):
And, uh, his, his mom did the same thing where we had we, so it’s like, yeah, exactly. We didn’t know. We didn’t know. He had his two hours of chores. I had my two hours of chores and I kept thinking like, how is there this much laundry? Like, my dad doesn’t work out. I work out a lot now so I know why we go through laundry, but like, what the heck? And some of the chores, man, you know, they should not outsource me. Like my dad asked me to paint the house one time and it was, the worst.

Vincent (04:22):
That’s not a chore, that’s a project.

Casey (04:24):
Right. And I had no business, no business painting a house. And I think I wasn’t just lazy, but like he outsourced it and then me and my buddies started it. And then like about two days, then my dad said, you guys are done.

Casey (04:36):
This is horrendous. Get out of here.

How Casey Learned to be Accountable at 10 Years Old.

Vincent (04:38):
Yeah. Tell me about a moment that stands out from you, for you, from your childhood, in terms of either your dad or your mom really teaching you a lesson.

Casey (04:50):
Oh, that’s a good question. Um, uh, the one that comes to mind was, uh, sixth grade. And I can’t believe this made me think of the sixth grade. I’m playing baseball. And it was the first time playing fast pitch to take the back fifth grade. First time playing like overhand, like baseball. And this guy threw like 7,000 miles an hour. And I got to the plate and I had felt the anxiety, the butterflies, the fear. And I was like, he walked me and I got to first base. And I was like, thank God I didn’t get hit. And then the second, the next batch, I was like, I’m not doing this.

Casey (05:22):
I was too scared. I faked a stomach. Ache, told my coach I don’t feel good because I didn’t want to face up to scared. And I went and told my mom afterwards and she says, you did what? And she called my coach. And, um, she told me, and she, they called the coach and apologized my coach. Uh, as 10 years old, five years old, I had to talk. I had to openly tell my teammates, highlight them down, how I told him I never happen again. And that level of owning my stuff, my mess, my gaps, you know, I’m 44. That was 30 something ago. I still remember that. Like it was yesterday and it was such a great pivotal moment about being accountable and self-aware, and we’re all gonna make mistakes. But I had, my mom gave me two choices. She could have either said, Oh, that’s not my son. Now I have to deal with tough times, but she didn’t. She put me through the fire and I’m glad she did it. And my, both my mom and my dad, but, um, that’s one that definitely stands out as a uncomfortable moment of embarrassment because I, you know, I didn’t want to be the wise guy, but, um, it made me stronger, mentally tougher. And, you know, I was able to thankfully keep going on. My teammates appreciated the authenticity of it, but that’s, that’s probably the number one story that comes to mind.

Vincent (06:36):
It sounds like that’s definitely had an impact on you. You know, you’ve written a book now about relationships, which we’ll get into later on in the episode, but a lot of, a lot of succeeding in your relationships is fulfilling your commitments to other people.

Casey (06:50):
Yeah, without a doubt. That was just the first line of leader of, adversity that I went through. I think the bigger one, if you’ve got time for another story, um, the most impactful moment happened when I was in high school and I was our starting quarterback, my junior year. Uh, I beat out a guy that everyone thought I shouldn’t beat out. He ended up playing in the major leagues, uh, senior, senior year. Um, I had a great summer camp of like going to college camps. And then all of a sudden I was like, Holy smokes. I might start getting recruited. University of Washington was talking to me. A few of the schools was called the big sky. And, uh, I don’t know if you’re familiar with the jamoree, but it’s like a practice practice games before the season starts. And the last play of the jamboree, my senior year, I break my foot in four spots and have surgery two hours later. So everything, everything that was supposed to happen, didn’t all the schools that were supposed to get recruited by. Didn’t the guy that was supposed to that I beat out my junior year now was playing tight end. Yes. Then I get thrown into play quarterback. And, uh, he, uh, goes on to set our single season passing yards record for most yards and season took us to the playoffs the first time in 20 years. And I was second team, all the quarterback, all of which were my goals. And I had to just watch. So as a 17, 18 year old immature kid, now I’m wishing he’s going to do a bad, not being a captain being selfish. And that whole experience Vincent taught me so much about accountability, um, being unselfish.

Casey (08:13):
It’s not about me, it’s about the team, you know, and I remember going to my high school coach about three games into the season and I was like depressed almost in tears saying, I need, I’m not being a captain. How can I help? And he says, man, thank you for coming to talk. You, you knew our offense just as good or better than I do. Do you want to go help coach? I’m like, what do you mean? He’s like, go open the booth and you can help call, help me, help me call place and all that sadness and anger and frustration went away immediately. And I had purpose. I had clarity, which are all life skills. I end up. Would you be using later as a leader, a sales leader, business leader, um, you know, working with large customers, um, all those, all those, maybe those two first two examples of stories that are shared were super for me.

How To Get A Job After College With Little or No Experience

Vincent (08:58):
So you, I mean, in college you’re a quarterback and award-winning quarterback, at that. Sports obviously took up a lot of your time. You went straight into the workforce into a sales role afterwards. One of the things that many people are thinking right now is, I’m trying to get a job. I might be pivoting in the middle of my career. I might be early on in my career. I don’t have a lot of work experience, what were the things that really allowed you to be able to make that jump pretty seamlessly?

Casey (09:32):
Yeah. I love that question, ironically, your timing is perfect. So I was just talking to a college last week about this. It’s funny when, when we’re in college, we don’t realize what we’re learning. You know, whether you’re a college athlete or not, or you got a job, whatever it may be. But college to me taught me time management and discipline two very important skills that employers want to see it show up on time. Do you do what you’re just saying? You’re going to do you treat people well, are you easy to be around? Right. It doesn’t matter. You might be the smartest econ guy or finance guy or, or, you know, whatever, female, it doesn’t matter. I mean, it matters, but what matters is your emotional intelligence and working people. And so for me, I think as if, as I go speak to people or colleges, I’m, reminding them about the things that you do have.

Casey (10:15):
So like, for example, I mean, I know all of our listeners might not be college athletes, but I’ll just use football for example. Cause it’s easy for me. You should. Are you, are you showing up for weightlifting time? Are you showing up for a meeting time? Are you going to study hall? Um, are you, are you showing up on the sub meeting team for your position? Like all the things employers want, want to hear because you’re learning to manage different schedules. You’re managing not only your job, which is maybe school, but you’re also manages other job, which is this your activity, your club, your sport, whatever it may be. And so challenging yourself to think about skills that even though you might not have quote unquote job experience, you have the same skills that employers are going to need for you to be successful in something else, which I think allows people to be transfer those skills across multiple industries.

Casey (11:00):
If you need them, if you, maybe you you’re a pharmaceutical rep salesperson. And I don’t really like that because it’s for whatever reason, but like again, those same core foundational elements had talked about before I think relate perfectly. So I think people listening out there just challenge yourself and don’t just talk about it, but write, write it down. Maybe use it a time to inter interact with a friend and say, Hey, give me five things you think I’m good at? What are five things you’re good at? And we can kind of lend, you have almost like brainstorming session over coffee. And I’ve found like by doing that, you can, you can really explore new ideas of areas where you might not think you’re as good as you might be.

Vincent (11:35):
Yeah. I really liked that mindset in terms of almost doing like an assessment of, and when I say assessment, I’m not talking about like one of those quizzes where you sit down and you answer a hundred questions, but really self-reflection around, what are the things that get you excited? What are the things that you feel like you do well, and those be things like you interact with other people. Well, versus, you know, your idea of a great time might be sitting down and just cranking through an analysis or writing, um, which could be a solo activity. And I think a lot of those ended up guiding where you go, where you decide to go. Um, but to your point, employers at the end of the day are looking for somebody who brings their all to work, has a lot of those intangible skills. And as somebody who’s going to be able to learn quickly and you know, what an exercise colleges and showing, learning agility, um, and that, and that could be, you know, mid-career as well for somebody who’s going back, getting new certifications or somebody who’s pivoting, pivoting industries and adapting, uh, quickly to a new industry.

How Casey Got into Sales and Account Management

Vincent (12:39):
How did you choose to go into sales and account management path?

Casey (12:44):
Well, I mean, most people that get into staffing consulting, I mean, I had posters on my walls as a kid of like, I couldn’t wait to do that. Um, like, you know, Dan Marino and staffing gods, they had, um, no, I’m joking. You know, it was so funny. I, my first job was a barcoding label sales person. I call them stickers and they’re like, they’re not stickers Casey. I’m like, yeah, they are they’re stickers. And like, we used to like, this is my naivete and I, and I was just pounded the phone. Didn’t really know what I was doing. And then my, I remember going to my one-year review with my boss at the time. And he said, Casey, what do you want to, what are your goals for next year? I said, I want to double my salary. I want to be in front of the customer because I want to help build relationships.

Casey (13:23):
He says, Casey, Mendel’s, those goals are way too aggressive for someone your age. We got to think about doing something different, right? There was the sign. This is not the place for me. My friend at the time Kelly Hanson had, had, had tried for like a couple months to get me to go join this company called hall Kenyon, which was it, staffing and recruiting firm. I knew nothing about them. I interviewed nine times still didn’t quite know what they did, uh, end up getting the job. They end up offering me an hourly contract sales job of $16 an hour, which I thought was just hitting the jackpot. I was like, you gotta be kidding me. And, uh, which was the worst decision ever. I left a full-time job with benefits to an hourly contract sales job with benefits. And you know, for me just jumping in because I realized the one thing I have is effort and attitude, which is what I teach my kids, which I, which is what I brought positivity to every environment as around.

Casey (14:14):
And you focus on those two things seems pretty simple, but folks in those two things, man, great outcomes happened and that’s, and that’s all I did. And I think, you know, going into the services industry, which is, I don’t have control over a lot of things, specifically, our product being people, uh, it made it difficult, right? And so like I had to make that choice each day to focus on, um, what the positivities are, what I have. And I even there were some days it was hard, Vincent, to find things that are positive. These sales person out there knows what that journey is like. But, um, you know, there’s some things that come to mind.

How To Control Your Attitude After Being Rejected Again and Again

Vincent (14:52):
You interviewed nine times there. I mean, you talk about effort and attitude. How did you control your attitude after, you know, essentially eight rejections?

Casey (15:02):
Well, it was, it was almost eight teases. So thankfully it wasn’t rejections. It was like a nine-step process. And they were like, God, I just don’t. I just don’t know if you have the right experience case you’re young, you’re green. And I said, listen, I, I w I don’t know. I don’t know anything about your employers. I don’t anything about your employees here and no disrespect Mt. But I will outwork all of them. I know that. And I was so confident in the cause, mainly because of the adversity I’ve been through my life. And I was, then it became more of a, uh, um, a game. Like, if are you like, I’m in a bet on me? And if for them thinking that I was not the right person, it was almost like this challenge. And again, a lot of it was naive, you know, but there’s a power to be naive at times because you, you, it keeps you optimistic.

Casey (15:43):
And knowing that, um, like I always wave at someone, something is going to happen. Great laugh. Why not me? Someone’s going to do great things. Why not me? Just like, I like, for example, as like, as the president, I hope I hope that I’m alive. I see our first female president. That’d be awesome. So I told my daughter, why not? You? Why not? You someone’s going to go do it. And so going through that journey of, you know, no, no, no, no, no. And I was like, just give me a chance, give me a chance. I’ve had to get creative, had to figure out ways to, um, keep them engaged. And thankfully they, they said, yes.

Vincent (16:17):
I mean, it makes a lot of sense, right there, the attitude, your attitude has such a big impact on whether or not you’re going to be successful because if your attitude is you’re not going to be successful, you’re not going to do the things that are necessary to be able to achieve that milestone in the first place.

How Casey Used Mindfulness and Gratitude To Get Through Difficult Times

Casey (16:32):
And attitude, I mean, again, it’s, it’s easier said than done. I think that there’s a deeper mindset that goes like I’m a big believer in having a gratitude practice. Um, we’re all at different stages of our life. We’re all going through very difficult times with COVID, we’re all going through different times as we deal with some of these, uh, injustice going on in America right now, which is super scary to see. And I just pray that we can get through it back to, you know, where we all, we all can find love and peace. And so, um, I don’t know. It just, it just, I don’t know, those are few things that come to mind, but it’s just, um, I’m focusing on, you know, when I, when I can focus on what I’m grateful for is simple, simple. As I have a roof on my head right now, I have food on my table.

Casey (17:14):
Like those, um, a lot of people don’t have that. And again, it might be naive, might be corny, but I found like when I, if I can control my mindset and just realize the things that I’m grateful for, um, it just helps me. And I, I don’t know if you do any meditation, but I do a four minute meditation thing every morning where I, the first minute is just breathwork. The second minute is I have statements. The third minute is I am statements. And the fourth minute is I will statements. And usually those are attacking my own personal gaps that I feel like I want to get better at. So for example, like pain patients is I sometimes struggle with, so I tell myself I will be patient today. I am patient, I have patients. And so, um, I don’t know, power mind is a muscle that I would say it’s muscle, but it’s not, it’s a muscle that we don’t work out enough. We don’t exercise enough. And there’s just so much more power in our heads that we don’t give ourselves credit for.

Vincent (18:08):
And I think it looks different for every single person in terms of how that comes to life. You know, for me, there’s a mobile app that’s called day one just sends you push notifications, reminds you just to do a little bit of quick journaling, and it could be something where you literally just press a microphone button and you speak into it. It could be you’re uploading a photo of something else, or it could be, you know, traditional journaling where you’re typing into it. And I think for me, you know, I wish I was as rigid as, uh, doing something structured like that every single day at the beginning of the day. But the reality is the mobile reminder, uh, the, you know, the notification popping up on my phone is a good reminder.

Casey (18:49):
I love that. It’s called day one?

Vincent (18:52):
Yeah. It’s called day one. We’ll put a link in the show notes. It’s tough though. Casey, like, you know, I don’t know about you and your family, but you know, for our family, you know, we’re having one of the roughest years, the, that at least for me, like, you know, in memory that I can remember, I think it is a good reminder, uh, that we should take the time to express gratitude and, and to look at, you know, even during the toughest times that there’s still things to be thankful for. And I think even saying that is a lot easier than in practice doing it.

Creating Mindful Habits In Your Job Search and Career

Casey (19:29):
Yeah. It’s, it’s, um, good habits are great to build. My wife always gives me a hard time. Like she goes, why are you always, this? You’re always looking for these, get better things and mindset. I can’t just read a book that’s like mindless, like, uh, you know, and I, and I do like that. And I think she’s got a point. I do have to have balance, but I just, I am so addicted to the feeling of positivity and I love giving it away because it just brings no matter what we’re going through. Um, you know, like Maya Angelo is one of my favorite, uh, favorite people. I, uh, well, she has a great quote. I talk about often about, it’s like, not what you say, why you said, it’s how you make people feel, you know, how do people feel when they leave, when you leave the room and no, one’s gonna I’ve yet to find anybody in business that grew every single year I’ve yet to see, you know, look at, I mean, think about right now think who would have ever thought doctors would be potentially getting furloughed based on right now and that’s happening right now.

Casey (20:30):
I mean, pilots, like some of these, you think are the safest jobs out there. Um, but what we don’t, what we do have control over again is just, you know, our mind and our, and the power of just, you know, finding the small grateful things we can every day and know that somebody doesn’t always the bills paid, which is the reality for people. But, um, I think if we can focus on that mindfulness, which hopefully will help some of the mental struggles that people are going through,

Vincent (20:56):
As you think through your career and how you landed in those positions, how did that come to be? Like, how did you end up at those companies? You mentioned one earlier, what was a friend that encouraged you to apply? I’m just trying to understand your journey in terms of the path, if you were, if you were somebody else listening, like how could they re-engineer that path? Well,

Casey (21:21):
Well, I can only speak to a life as a sales person, so which I sold for 15 years, um, before I got into sales management sales strategy. And th the biggest thing that helped me stay focused and positive and driven was staying close to the customer, reminding myself why the lights are on. Not because what we as a company think we should do. It’s based on what our customers, what problem we’re gonna help them solve, what problem exist, how are we going to be different or unique? What are we going to do to, um, build, uh, you know, those strong relationships are gonna carry me through anything. And I was always focused on the customer. I didn’t ever let the, what internal things people thought would matter. And unfortunately, that’s a mistake. A lot of companies make they, they base ideas or strategies on what they think is the best perception versus just simply ask your customers, Hey, this is what we’re thinking.

Casey (22:11):
Tell me how this might impact you. Tell me that. Tell me why you don’t think this is a good idea. And it sounds simple, but I don’t think a lot of companies do it. Um, and so I moved in, I was, you know, had, thankfully had a lot of, a lot of successes surrounded by a lot of great teammates. That was our number one rep for 10 years in a row nationally. And then, like I said, moved into this sales role sales management strategy where I can help coach, um, teach, uh, which was one of the most impactful times in my career. At the end of it was you’re working with sales leaders and working with our top performers on just trying to help them get unstuck. And, um, I think w you know, around about way of answering the questions, just, I think when you focus on the customer and you focus on, and, and I always crack up real quick, I’ll say this.

How To Sell Yourself In a Job Interview

Casey (22:53):
When people say, Oh, I don’t like sales. I’m not in sales. I’m like BS, everybody’s in sales. You just don’t realize that. No matter if you’re the, if you’re in engineering, if you’re in the warehouse, if you’re the front desk, challenge yourself to understand what does our company do? Why, why are we here? What problem do we solve? Because what happens if that, if you’re that front desk administrator and you’re in the elevator, and one of the most I dream companies comes along. You have a chance to talk to them. And, and you’re that first, uh, first, um, you know, impression, and you don’t know what you do, and that maybe that’s your, maybe that’s his or hers next chance to get out of the front desk and get into sales. And you just keep crushing opportunity. Like, um, so for me, I always just focused on that. And by doing that, it really helped me kind of keep growing and moving and then opportunities just opened up. I think, again, it goes back to what I was because I was positive. People like positive. And

Vincent (23:48):
What’s really interesting there is, uh, your comment that everybody’s in sales and the reality of it is a sales person knows that they’re selling themselves and their career opportunities. But for everybody else, it might not be abundantly apparent that when you’re going through a job search, when you’re transitioning in your career, every single one of those times, you’re, you’re selling yourself. That’s what a resume fundamentally does is proposes yourself.

Casey (24:11):
Yeah. Well, not only that, but I always think even if people want to argue with me on that, I’m like, okay, so you’re married and they’ll date. Yeah. Okay. So you want Mexican, she wants Chinese. Who’s going to win. Someone’s going to sell somebody.

Vincent (24:25):
She’s going to win.

Why a Personal Sales Pitch Is Important In All Job Interviews

Casey (24:28):
Someone’s got to sell like, hey, I need to convince my wife, that me playing golf on Sundays is gonna be her idea, not mine. Right? I mean, we’re all selling. We all are selling, you know, but it’s selling is about my favorite form of sales is not what you sell, but what questions you ask that was really pounded into my brain, through the Socratic method of leadership. I think, you know, some, one simple goal I had Vincent in love the meetings I would have. I’d go meet the customer would be, I wanted them. I wanted them. I wanted to hear the phrase, “Casey, that was a great question” because that made them think. And, um, I might not be memorable with the products we have or services we have, but if I made them think, they’re going to remember me, which helps them remember the brand I am, I’m representing.

Vincent (25:12):
And that’s something that’s pretty common. Um, and I mean, if anybody who’s read the book, how to win friends and influence people, one of the biggest takeaways, my biggest takeaways out of that book is that to make a good impression, it’s actually about asking better questions and not actually how smart you sound or something intelligent that you actually say, it’s, it’s something that you ask.

Casey (25:35):
Yeah. And which goes back to preparation, which goes back to, are you going to be that person that’s surprised when your client picks up the phone and you’re just pounding your goals, your boss had made 300 phone calls, so you’re doing it. But when they finally pick up, you’re not ready. And you’re like, Oh, shoot, uh, that connection you hang up, like, have you put some thought into, because yeah, when you, when you, when you’re prepared, um, and, and a lot of times preparation goes back to something else that people probably don’t at times want to talk about, which is one of the words and exercise that most companies don’t do well is practice that we don’t role play enough. We don’t practice these conversations. What, like, you don’t just get good at asking good questions. You have to practice asking good questions. Right. And I write like wrote in my book and I talked about this when I, when I coach and speak to people is we’re not practicing with each other. We’re practicing on our customers. And how would they feel if you told them that?

Vincent (26:26):
So for somebody going through a job search right now, you know, informational interviews are a big part of what you’re, you’re told you should be doing. Like, as you go into a conversation with somebody that you don’t know well, or it might even be your first time meeting with them, what advice would you give to somebody in terms of how to, and how to

Casey (26:44):
Naturally ask questions? Yep. Obviously, I mean, the simple answer is LinkedIn simple answers, Google, but find, I’d find a couple of things you can connect with maybe personally. So do research, whether it’s Facebook, Twitter, LinkedIn, Instagram, like find things that you can see this person where he or she might be doing on their personal life. It’s really easy to find. Internet’s amazing tool, right? Find out what’s going on in their industry, find out what challenges are going on in the industry, and then ask open-ended questions. I always like asking questions that follow the Ted philosophy, which is, tell me, explain or describe not do you, should you have you, because you’re, you’re asking for close entity questions and allows you to help create two words, which I think lead to trust. If, if you can have commonality and you can find commonality leads to rapport, those two things equal trust, right?

Casey (27:32):
Cause you show me showing you it’s about you. And I joked before we started recording about the bank. Like if you have to deposit and you invest in the other person before, they’re going to give you anything back or you’re gonna ask for anything. So I think, and those are great things you can practice with. It’s your mom, if your dad living at home or your friend, like role-play with them, like get comfortable doing these things. Or even I used to record myself on my phone, like record what you sound like, what you, what you sound like. Cause what I would challenge me with, don’t be one of those people that say, Oh, I don’t want to practice because that’s not how I sound like that in front of the customer. And I challenged, you said, yeah you do right. The more you practice, the more we get comfortable, ask these questions about the research you want to do about whatever these people may be doing in their career. That’s how I think you’re going to sound more authentic, more conversationalist. And people are going to people like talking to people who are confident and confidence only comes from doing the things I talked about before.

Vincent (28:27):
Really interesting. As you say that, you know, I went back to the nine interviews that you did and considering the possibility that the first date might’ve been practiced for that ninth interview. And that’s where we’re going to end. Today’s part one of this episode with Casey Jacox, he’s a coach, author and podcaster. You can check out his book called when the relationship, not the deal on Amazon. If you’re a father, you can also check out his podcast for fathers, which is called the QB dad cast.

Vincent (28:55):
And we’ll be back next week with part two of this episode with Casey Jacox. Thank you so much for listening to the show this week. If this podcast was helpful to you, the best thing that you can do to support is please consider rating and reviewing the show on Apple podcasts. This helps us help more people just like you move towards the life that they visit our podcasts on Apple podcasts. Then score to the bottom, tap the rate with five stars and just leave a sentence or two about what you loved most about this episode. You can subscribe wherever you listen to your podcasts, or you can write to I’m Vincent Phamvan, and you’ve been listening to How I Got Here. This podcast is brought to you by Vyten career coaching.

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