Welcome back to the show, my fellow extraordinary Americans. Today’s guest is Joshua Smith. Joshua founded Greggs LLC, a privately backed business solutions company. He’s an accomplished, award-winning executive sales expert in wholesale residential and commercial lighting. 

Joshua possesses a proven track record of launching. Strategic initiatives that significantly advance enterprise growth. His expertise lies in leveraging strategic selling methods to establish profitable revenue streams. Joshua’s ability to optimize budget allocations, provide cost-safe solutions, and prioritize spending has been instrumental in achieving organizational success. His knack for building corporate partnerships and establishing client relations has consistently opened doors to new business opportunities. Notable highlights in Joshua’s career include debt. 

This includes developing new customer relationships with national plants, leading to the mandatory specification status of commercial products of all future products. Managing a national territory, Joshua secured over 4 million in revenue streams for commercial lighting products and controls within an impressive three-year time frame. 

He’s an extraordinary American, and I’m glad and honored to have him on the show. Joshua, are you there?

Hey, cosmos.

Hey, Joshua. Thank you so much for taking the time to do this podcast with me and for being open and willing to share your wisdom with us.

I’m honored to be here, man.

So, Joshua, can you tell me in the audience a little bit more about yourself, your background story, and how you got started in your industry?

Sure. So, most of my career has been business-to-business sales, starting in the decorative lighting business, where I was the manufacturer representative for multiple lighting companies. I would go and meet with mom-and-pop lighting companies and the particular geography and just sell them stuff and sell them things that were pretty that designers wanted to buy and just trying to do my best, I cut my teeth there, figuring out what additional things you would need to be a salesperson, right? It wasn’t just, you know, knocking on the door, selling somebody something, and then never seeing them again.

This was continuous relationship-building, a blessing to me over time. I’ve been in the different lighting segments, and then finally, I’m. I’m not even in lighting anymore. I’m doing some fence sales right now, too. So, I sell to wholesalers and contractors and things like that, but it’s been a fun journey; I made many mistakes and tried to learn from them as best I could over that time.

I see. Like. Yeah. You know, one of the things they say is that sales are the lifeblood of any company. And yet, so many people are afraid to make sales when they get sales or hear about sales; many people just think of the snake oil salesman or the kind they used, car salesman or something. But that’s not the case. Like them, you have to know sales to make your company successful. Somebody has to do it, but what do you think is common? Do you feel like there’s a common misconception? Regarding the sales industry altogether, in your opinion?

Oh, absolutely. There are two sides to it, right? As far as I can figure out. You know, I’m in the South, and I live in Tennessee, and you know, that’s always been part of my territory in Tennessee. And there’s always a misconception that it’s like some sort of good old boys’ network, you know, in any industry. And it’s not the case; many people do the work. Are you not in that little group they call a good old boy network? Part of the relation, you know, the relationship building is more than just, you know, asking about someone’s family and, you know, trying to make a good connection there. There’s not a system to it. You must put yourself out there and do your best for that company. 

And what they’re trying to do and add value some other way, and then you’ll. You’ll start making you know. Relationship strides with people when they see that you know you’re not just trying to sell them snake oil. You’re trying to help them sell the snake oil they’re buying, whatever you might be selling. It’s if you can build that value and tell them how to sell what you’re selling. Right. And it helps them put food on their table.

No, I mean, that’s pretty true. There’s a common theme that a lot of people like, and that gets a lot of business people saying that there are a lot of salespeople trying to convince people of the product’s benefit. But when it comes to taking the money, many hesitate. That’s been a common theme. 

And a lot of like companies, but I don’t know if you have ever encountered such a kind of thing where the person is usually afraid of asking to get the sale after they’ve talked about the benefits.

Yeah, that’s a good point. I was always told to make my pitch and shut up. Stop talking because the first one to talk loses.

Interesting.

And yeah, that’s what I’ve always been told. And there is some truth to that if your sales speech is designed. In a way that it leads up to that moment, then. Yeah, it will be, you know, maybe a minute or two minutes of silence. You know, you have to let someone get comfortable making a purchase, too. But that’s one way of doing it. The other way of doing it is building enough value into the conversation that they stop you and say, where do I sign? Right. So, they close for you. That’s a better way, I think because then it’s more of a win-win situation.

No, I mean totally. Whenever people look at sales, they think of The Wolf of Wall Street, where you have this guy using this magic script. And then you just take the script, and then magically, you’ll get a lot of sales. But I don’t know if you think there’s a trip to the Wolf of Wall Street Mint or if sales are much simpler than that altogether.

I think it’s simpler, you know. In many of those systems I’ve had, in my experience, many companies are building off what a friend of mine and I used to say was the gravity of success. It worked yesterday, so it’ll work tomorrow.

 So they’re just following a pattern. A sales script is just a pattern; they do a numbers game afterward. And instead of. Instead of trying to figure out a way to talk to someone to build value, they’re just kind of running the numbers game on whoever will be the first button to click, you know, the first person to buy something. You know, it’s like 1 out of 10. If they get one out of 10, they think it’s a successful system. But I think one out of 10 if I only got one answer. Right, on a 10-question quiz, I would fail, right? 

So, I don’t think that’s a great system. You know, running the numbers game wastes a lot of people’s time, and it doesn’t bring people up in a way in your company that gives them. That’s cool that they need right? You know you can give someone a script all you want, but the tool they need is conversing with someone in a way where they can hear somebody, right?

They can hear what the customer is saying cause the customer will tell you exactly what they’re looking for if you’re engaged in that conversation. And then, if you have the tool in the back of your mind, I don’t mean the tool badly. I mean, tool in a good way to where you can do the best for your company by explaining something to someone in a way that they see the value and they don’t have their shield up in front of them thinking that you’re a car salesman.

Yeah, I mean, I mean that’s there, right? Everybody wants to be like everybody. There’s a saying, Joshua, one of life’s greatest paradoxes. Like everybody wants to buy that nobody wants to be sold to, which is like, which is the most ironic thing ever. 

But yet that’s the dilemma that like people that are starting. Companies and they want to be successful in business. They have to have a very good sales team. But Joshua, what was the biggest lesson, in your opinion, that you had during all your years in the industry that you’ve been in?

There’s two, I guess. There’s one really good one I learned when I started manufacturing. Uh, representation. One of the gentlemen was in a different area. He said that you have to sell both ways. You have to sell up and then sell to your customer and what he was talking about. Every day, whenever you’re in a because we were all 1099 contractors, we were subcontractors to the manufacturers. 

The manufacturer was also a customer, right? So, we had to treat them as our customers. When we interacted with our manufacturers, we had to sell them on us every time we had a conversation, right? 

That was valuable because it created this way of communicating with the manufacturer and letting them know. Hey, I’m here, I’m doing the work, I’m doing what I think is best for the manufacturer in this area, and I’m just trying to remind them of that every chance I got and sold up to them saying, look, this is, this is what we got going on. But you know, this is why this is going on. This is what I’m doing to do this. This is, you know, I’m. I’m meeting with, you know. Ten majors, you know, owners a week or, you know, whatever. Whatever the metrics happen to be. But then I’m also selling them on me while talking to them.

Yeah. Joshua, whenever people think of sales, they think about B2C, like business to consumer. But you’ve had a lot of experience in B2B. So, could you tell me what you think are the differences between the B2B and B2C types of selling?

Yeah, absolutely. Business to business. The interesting thing about it is that you’re calling on the owner directly, and they might be doing it. They might be bringing half $1,000,000 home a year or something like that, and you know they’re their payroll is probably three times that, and you know they have a lot of different things on their plate than just talking to you about buying some lighting, right and buying some stock, you know, other things are important to them. 

What I found was if I could make it and explain why. Hey, for one example. Before, I would talk to the owner of a lighting showroom. I would walk through, check out their styles, and then see if there were any gaps. They were offering to their customers, and I would pick out those things in my line that would fill those gaps for them, right? 

So, if they had a contemporary area, they only had four pieces: a wall sconce and an A5 light chandelier. And that’s it. Well, here are some options you could put in there that could help you increase your contemporary business because I know a lot of new apartments are going into whatever circumstances might have been. 

But I tried to bring them, not just the sales page I got from the manufacturer, I would try. You know, say, hey, this is what I think would be in the best interest of your company, and that would save them a lot of time because they don’t have time to go out there on the floor. Double-check that they have everything in stock, and you know, it’s just more of a service scenario when you’re talking to, especially, a business owner—more of a service. 

However, you can shape your conversation with them because their time is limited if you can optimize their time with you and be more of a value. A value presence for them. You know why they will take your appointment and have you in there, so bring numbers. 

This is your sales last year with us compared to the year to date. Now, that stuff is more consulting-type because it’s a win-win situation if someone’s. You are selling your product on their showroom floor. You want to show them how they can sell it to their customers, you know, do training for their sales staff. I train a lot of sales staff. Did you know? I did free training for architects and engineers. 

I would do continuing education classes for them. I would get certified by the manufacturers on that stuff so that I could. Hey, here’s my offer to you. I will come in and do a lunch and learn, and then you get some continuing education credits. After that, give me 15 minutes to discuss why you should specify our products.

So, you know, just more of just how you add, the more you can add. To it, the better.

Joshua, so, like I do, you said that you trained like sales staff, right? So one of the questions I wanted to ask for the sake of the audience, because a lot of the, a lot of people in the audience would have a fear of like calling somebody like in a cold call and then like facing the fear of rejection because, with sales, the fear of rejection is a major thing. 

For many people, that’s why they don’t do the sales part, as if they’ll leave it. They’d rather do anything else in the company than this one. 

So, what is your way of dealing with the fear of rejection, and how did you overcome it?

Yeah, that’s a great question. And it took me a while to develop a system that gave me the confidence to make good sales calls. There are a couple of different ways I would do it, depending on the promo or what the manufacturers were trying to do at the time. One of the techniques was to go to my worst customer, the person I wouldn’t say I liked talking to. Because they were just so mean to me. And for no reason. 

So that was one tactic. I would go to somebody I knew I would fail with and just give it my best shot because there was nothing to lose. Right? And when I got to know, it didn’t hurt, you know, that first? No. If I cannot hurt it, the next one will be fine. Right. Then, the other tactic was to go to my best customer. Right. 

The person I love talking to, I could talk to you for hours, and they would just let me say whatever I needed. They may buy the promo and may not, but they’re still going to do business with me one way or the other, so there were two different tactics. You’re just trying to get that first. No. And get it out of the way, you know.

So, not many people, that’s what they dread the most, right? Like where the person means to you on the other end, it just tells you means and all that **** is like, and you’re just like, ” Oh, wow. Oh damn, I don’t want to do this and do this ever again. It kind of takes a lot of time. You have to have a tough mental mindset. Let’s say you’re cold calling, and you’re doing, like, let’s say, 20/30 calls a day. It gets kind of like draining after some time, you know.

Yeah, the cold calls thing is something I don’t like either. I wouldn’t say I like putting people through that because I wouldn’t say I like cold calls. I don’t. And I still can. I consider the stuff I get on LinkedIn sometimes to be a cold call because, you know, some people are running these AI bots on there that crawl your profile. You can tell it’s crawling your profile because it says something. You know, really. It is either generic or too specific, but it doesn’t make sense. 

So yeah, that is considered a cold call. It’s like, well, you didn’t look at my profile. You don’t know what I’m doing. You know that kind of thing. It’s. I always felt like if you’re going to call somebody, at least look at their website and figure out who the owner is. Have a name. You know, have somebody to speak to specifically and have at least a moderately decent reason to talk to them, other than just selling whatever you’re selling yourself.

So, Josh, from your perspective throughout your career, what was your biggest challenge in sales, and how did you overcome it?

The biggest challenge is earning trust; it takes time with most people, even if they won’t see you. What you can do: Consistency builds trust, so even if you have that bad customer, you think it is bad, but there isn’t. There are no bad customers. Some customers don’t understand you, or you don’t understand the customer. 

So, I say bad customer lightheartedly, right? But one thing that would work for me over time is I would either. Come by and see them at the same time every month, right? Even if I knew they would just say no, I don’t have time for you. I would do it around the same time every month, establishing a reliance even without their understanding. That’s what I’m trying to do: I’m just trying to say, hey, look, I’m here, and I will be here for you every month whether you use me or not or utilize that. Maybe you will at some point because you’ll notice that you never see that other guy. 

You know, you never see that other Rep never come by, or it feels like they never come by because I’m always there. Just one thing: consistency or a phone call? You know, the same phone calls every month. You know. Or make sure you happen to get somebody on the phone that you’ve been trying to get on the phone. Please make a note of what time of day it is. What the day it is. And then make that same call the next month, even if they reject you because they will typically be available.

When it comes to business, consistency is one of the keys to success, right? Whatever it is, you have to be in front of your audience, at least when you’re marketing on, let’s say, social media, especially when you have to be consistent in what you’re doing over some time. 

And so with sales as well as. 

Joshua, one of the things I wanted to know about you since you’re so driven and determined, and then you have had success in your industry, is what is the motivational factor that made you go through like push beyond anything to like to succeed in whatever you’re doing because most people they like, they don’t have that. Willing to drive. But you. You had it. So what? What is the? Why behind what? You what you do?

Sure. Yeah. Initially, I thought it was good because I wanted a family and to support my family. That was the reason I got into sales in the first place. I was OK at it, you know? Over time, I’ve gotten a little better, but it was my mission to provide. It has done that to my family, but now it’s changed.

I want to be more of a Helper. If I can help people figure out how to do sales or have customer relationships that bring value, I feel that will be better over time. I can sell what I need to sell, but if I can help people sell and make a living for themselves, that’s going. To that’s going to do. Good for the world. The other thing is I’m trying to get to a point where I can start other projects. I want to start projects that deal with energy creation. I want people to be able to have their energy generators and, like, you know, electrical generators that don’t run off of fuel, which aren’t necessarily. Traditional solar technology, 

I want to get to the point where I can innovate and where people can survive wherever they want to, whether it’s food, water, housing, conditioning, air conditioning, or energy. I want to get into those basic needs that everyone needs and make it to where everyone can be off. 

It is where my main focus is regarding the mission. In that road map, you know people will have to be able to buy these technologies, so they need to learn how to sell stuff so they can buy stuff and provide for their families. If I can put that all together, I think I have a different endgame in mind than I did when I started.

So, that is an amazing mission. You have Joshua and Joshua, like why manufacturing and lighting of all the industries? You could have picked any industry where you could have used your sales. But why particularly this particular industry?

It was a matter of opportunity. I was in the right place at the right time. My stepdad. His name is Steve Falk. He’s secretly sneakily trained me to be a salesperson. Right. And he started off asking me to help him, you know, just put lights. Up. And that’s what it was. I was just going to help him put lights up for his customers. He’d pay me, and I would eventually do it without him. The showrooms would hire me to come And Put lights up. You know, during off hours. You know, while I was going through college. 

When I finished college, I didn’t know what I wanted. To do and. And just like this item, one day, I’d give the lighting manufacturer Rep A try, and it just worked; man, it worked out well. I owe my stepdad a lot of gratitude. You know, at least getting me out of my shell at that point and showing me how to interact with people professionally, you know?

I see. So, Joshua, if you had to advise somebody new to your industry who wants to make sales just like you did and doesn’t know where to start or how to go about it, how would you advise such a person?

Education. Gain knowledge about the product. Be a subject matter expert for the product and be that subject matter person for your customer.

So, it’s not just about making the sale; it’s about, you know, after the sale and before their sale to their customer. Being that person that they go to that you want to be the first phone call on their list is basically what you need to be able to get to. You will do that by being a subject matter expert and teaching them how to build value in the product to their customers.

No, that’s pretty true. You have to do those things, like education, which is the mode of extra America, ironically because it’s only through education that you get freedom and all of that stuff, you know, financial freedom because you got to because, for instance, like sales, you have to know how to do sales, and then you get the money. Like that? That’s how it is. That’s how it works.

Yeah, it’s funny. Something that’s always. Whatever company I’ve sold for, whether it be, you know, enterprise, enterprise-level or at the business-to-business level, national account level, or anything like that. People in the company always believe that they’re not in sales. They’re like, I’m not in sales; you’re in sales. Well, do you talk to the customer? 

Well, yeah, every once in a while. You’re in sales if you talk to the customer; you’re in sales because you always have to reinforce whatever my narrative is; you need to reinforce whatever I’m saying and align with your sales team. 

So if you talk to the customer, you’re in sales. You know you can be an engineer but are a salesperson if you talk to the customer. At that point, you know, because you represent.

No, I mean, that’s true, you know. Joshua is on as a continuation of this, but I’m talking about the American identity and its application in education. You know, America has always been about freedom, but financially, most people are just going paycheck to paycheck. And it feels like the universities and colleges of our country. 

They do not teach you the right education when starting a business or selling. What is your perspective on how the education system should be considered when attaining freedom on the financial front?

Yeah, we could talk for about two or three more hours.

I mean, we only have about 20 or 30 more minutes, but yeah, it is it. It is an important thing, right? Because it is our identity. We as Americans are meant to be free, but our education system, at least, is what I think, along with many other things. Like, it’s not up to par. It teaches us how to be an employee, but to be truly free, you must be an investor, have your business, or be good at sales.

Yeah, that’s it. They don’t. Well, I’ve heard different theories. Where does the United States education system come from? I’ve heard things like we’re based on the Persian model, where they, at least when I was growing up, were trying to instill nationalism inside the school, a lot of respect for your country, and things like that. They would teach much history, and everything was favorable for the country. 

And you know, and I could see part of that, but then you know. They don’t teach you. They didn’t teach us how to balance the checkbook. Yeah, I was. They didn’t teach us how to make a family budget. They didn’t teach us how to. Manage money. They didn’t teach us how to invest money. They didn’t teach us. They didn’t even allude to anything like that, right? 

And college was the same. Well, college can be the same way, depending on your major. You know, I was an art major. I was not required to learn any business knowledge. Well, I did take many entrepreneurial and business management classes, but there was still nothing I didn’t have to do. 

So, I imagine many people with really nice degrees still don’t understand some fundamental things you need to exist in the wild, right?

Yeah. But yeah, and the investing part still eludes me for the most part; I mean, there are a lot of products out there now that weren’t available ten years ago, maybe even five years ago. You know, all this micro investing that’s available to people that crypto all of that stuff. 

It’s scary to think about, you know, somebody that maybe shouldn’t be investing in that is investing in things and losing. You know, it’s more gambling, you know, and some of that stuff. If you don’t know the INS and outs of it, Repercussions. I was excited to get access to trading options, but I didn’t know what I was doing. You know, I and I didn’t have time to sit and figure it all out, you know. But I could imagine that it’s just that it seems counterproductive. Or maybe it’s too watered down, like the education system. 

Maybe they’re too afraid to delve into certain subjects, you know? I don’t know what it is, but yeah, that we don’t. We don’t seem to be giving people that—just the essentials of how to structure your future. You know, as I said, just managing finances on a day-to-day basis, not living paycheck to paycheck, but how not live paycheck to paycheck. It’s just unfortunate, and I’m glad you’re doing what you’re doing and exposing, you know, think, hopefully, different things that we can do. The only thing I can think of that we should do in the meantime before we can hopefully get each state to change their curriculum is to, you know, maybe provide, you know, build businesses around, you know, after-school tutoring. Some things are out there now, but maybe that could be something. You know, it could be done. 

Maybe more people could invest in businesses like that because, you know, the kids growing up or are the kids going to rely on this is, you know, we’re handing them a legacy to be for me or a legacy to fall into something else, you know?

Joshua, I mean, I couldn’t agree. I agree more, you know, because if you think about traditional education, for instance, you had an art major, right? But did you use the art degree to achieve what you liked? It will help you generate revenue, allowing you to have a livelihood. Is it going to help pay the bills and all that stuff? Right now, with inflation and stagnant wages, everything in the world around us is changing at a very rapid pace. 

So you have automation, you would have an I; I don’t know how the ChatGPT works. It’s been a year or two, and things are rapidly changing. 

And I feel like Our systems are not there, for instance, sales; they should teach a basic Salesforce on how to sell something because you can utilize that in any industry. Like where? Where you go, like the basic essence, you order a product to start your company. You have to know how to sell it. And so, in my opinion, and other people’s opinions like that, that should have been the priority of the mass flow, at least in the American landscape.

I agree, I agree. I think that, I mean, school didn’t work for me. I was not productive when they wanted me to be there. I didn’t become productive until after I ate. They wouldn’t let you eat during class. And I was a skinny kid. Man, I needed food every 30 minutes. Or I was going to pass out. You know, it just felt like school felt more like prison than me, and all I wanted to do was break out. 

And so, I don’t think kids should. If they do, still feel that way? I don’t want them to feel that way. I think it’s unfortunate for you. I know, I think. In my personal opinion, you know. School should change slightly, at least in the essence of helping kids figure out their gifts and specialties. You know, what are they uniquely qualified to do? What is their brain uniquely qualified to do to help them nurture that and figure? Let’s help them figure out even what that is. You know, even if they could just help someone figure out, this is what you’re good at, right? And these are the different things you can do with that set of skills. Right. 

And then, if you want to continue to hone those skills, maybe you should think about this, this, and this. And then, if you could just get that out of the 12 years of school, I mean that’s that that would get somebody off to the right start. 

They might not even need college. You know, they might just choose a trade school instead, which is extremely valuable to any kind of industrial society. We need people who know how to weld. We need people who enjoy welding, you know, not just know how to do it, but enjoy it and innovate. When’s the last time anyone’s innovating anything and in trades that we know of? I’ve not heard of anything, you know, I mean. I just don’t think so.

 I think the people we have in those trades are too busy making the trade rather than trying to innovate, so it’s a stagnant system. If we don’t have people continuously focusing on how to make things you know better, you know, even for their trade, you know.

No, I mean, that’s there. It’s just that we’re living in a rapidly changing world. And I do agree we have to be innovative for you, Joshua. What is something that you wish for? Let’s see. You could travel back in time and talk to your 15-year-old self with all the wisdom and knowledge you know. You have now, like, through all the life that you went through, what did you tell him?

I probably tell them many things, but the main thing I think I would say is. Try to find people who have done what you want and are just. Talk to him. Figure out how they did it. Absorb as much information as you can from them. Pick out what works. Don’t necessarily follow their pattern because everyone’s pattern will differ, but at least you know. Try to get at the essence of who they are and what drives them, figure that out for me, and follow that rather than a necessary need, right? You know of getting from one paycheck to the next, or necessary need. Hey, I need to buy a car, so I need to get a job. Well, that’s all well and good, but find the people who did what you want to do, glean the best you can from them, and apply it to your state.

Yeah, sometimes. Understanding what people have done and learning from them is my own opinion. If you learn from other people’s mistakes, you accelerate your wisdom altogether because you don’t have to only learn from your failures or struggles. You can look at other people. 

And even if, in my case, I read books and everything that I read about people’s successes and failures, including this podcast, I’ve been doing this, and I’ve been interviewing different people. I’m learning different things from them; it helps absorb everything and accelerate everything.

Yeah, I mean that that’s. I mean, it’s good to be able to talk to people. Thank goodness for Zoom. Thank goodness something did. If something good did come out of, you know, the whole pandemic thing, it is the innovations made with the technology of talking to people over the phone. Over the web like this, people are willing to do so now because. 

Most people know a lot of people in their area, but being able to converse like this over the video, having someone’s face in front of you, not hiding behind some random Tweet, you know, mean tweets or anything like that, you know, really having good conversations with people and figuring out how to help each other. I mean, it’s. If nothing else, good came out of that whole thing. At least this, at least this, is here now.

Living in one of the craziest times of human history, like the Zoo, was unlike the concept of the Internet and Zoom. If you told somebody 200 years ago this would happen, they would think you’re like a witch or wizard. They’re burning at the stake. They’re taken to the Salem witch trials, and then, like now, it’s just like a normal kind of thing. It’s just wild. Like it’ll, but we just take it for normal. We’re just like, oh, OK, it’s just a normal thing. But no, this has not happened in human history, you know, so, yeah.

So, Joshua, are there any projects that you’re working on right now that you would want? Audience to get into.

Yeah, anybody can do a handful of things to check out my art, follow my subset, or subscribe to my substack. They can do it at dynamicillusions.com dynamicillusions.com. I’ve had that site since I was a teenager. It’s just a little bit about me, and there’s art on there and some random merchandise I’ve developed over the years; you know, it’s just a fun personal site. But then I’ve also got links to my substack. LinkedIn. I am working on two projects. One of them is ovations.com. 

And that’s ovations with Z ovations.com, a commerce outlet for people who speak and talk. Do you know anyone with a message to send or some value-based content they already are doing speaking engagements on if they want to become someone who can do speaking engagements? Theovations.com is designed to help. Event planners book quality value-added content speakers for trade shows, sales meetings, or other things. 

So ovations.com is kind of a little pet project of mine. I’m on there, which is fine. If anybody wants to book me, they can. But it’s just about, you know, attracting more attention to that project because I think it will help many people. Companies are always doing virtual events, especially in this new age where you know what people are doing. You know, even with their own sales team, they’re just, you know, their own sales team. This can add, you know, if I was a sales manager for a company, I would peruse it, and at least once a month, I would have a different expert on there, you know, telling them, you know, this is how they got to where they are, or here’s some, you know, here are some tools that you can use, you know, in your sales process. 

So that’s one. Then the other one is a tech startup. I called Wheelock, F, and someone if you; if anyone subscribes to my substack, they can hear about it as it develops. But we’re trying to create a user interface for artists, visual artists, and musicians where they can secure their digital assets differently. We’re using a protocol called Unbreakable Exchange Protocol. Department of Defence-level cryptography can set administration rights to whatever files you put in there.

So, an artist, for example, could do a high-end, detailed scan of their artwork, put it into this file, and give print manufacturers access to it with certain contract agreements inherent in the file. Then, if anyone tries to breach their contract, they can set the file to become inaccessible, give an alert, or self-destruct. Right. 

It’s agnostic about where it can exist on the web or someone’s device because its administration policy is attached. 

So, we want to let you know that we want to allow musicians and artists to be. They control their digital assets better than they can today by copying and pasting them online. I mean, even just doing a screenshot, someone can steal. You know something, you know they can steal an artwork or at least a part of it, you know, and devalue it. And in that way. But this technology is going to help people retain more ownership. Give them more income, hopefully, in the assets they can provide.

Joshua, that is amazing. So how can our audience do one thing just to confirm, like how can we connect with you and get to know more about you and all the work you’re doing?

Sure, the best way is my hard site. My sub-site is on there, and then LinkedIn, of course. I’m always on LinkedIn. I’m pretty much on LinkedIn every day for at least an hour. I just connect with different people and post articles and other things like that. 

So, linkedin.com/in/mechcustoms, and then dynamicillusions.com has my subset link to it.

That is awesome, Joshua. I’m glad you took the time to do this podcast and share your wisdom about sales because that is an important concept many people need to know. There are many misconceptions about it. I’m thankful you came and then shared your wisdom about it. I would want you to come back later for the show.

Hey, anytime for you, Cosmos, man. Thank you for having me. I’m always open to talk.

Thank you, Josh. I appreciate it. And I want to conclude this episode by letting my fellow extraordinary Americans know that, hey, look, there’s an extraordinary within every one of us. We must awaken it and unleash it until next time. Bye for now.