Transforming Relationships Through Influence, with EksAyn Anderson

Acclaimed author and influence strategist EksAyn Anderson shares his journey from real estate professional to renowned speaker and author, unveiling the secrets behind his successful transition. Learn how EksAyn's book, "The Key to the Gate," catapulted him into the spotlight, earning recognition on prestigious platforms like Forbes. This conversation highlights the universal principles of influence and trust-building that EksAyn has mastered, offering invaluable insights into applying these lessons in various areas of life.

Explore the art of surpassing expectations with EksAyn as we draw parallels between podcasting, sales, and personal relationships. Discover the critical role content delivery and personal connections play in engaging an audience and decision-makers alike. EksAyn shares powerful anecdotes, such as a simple act of gratitude that led to unexpected opportunities, demonstrating how combining digital efforts with direct communication can open doors to success.

Delving into timeless principles like the golden rule and the law of the harvest, EksAyn provides a refreshing perspective on achieving true influence. Understand the patience and dedication required to cultivate genuine relationships, dismantling the myth of "overnight success" with examples from figures like Joe Rogan and Oprah Winfrey. Tune in to grasp the essence of influencing with love, making humble and consistent decisions, and nurturing authentic connections.

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Chapters

• 0:00 The Power of Influence and Principles
• 11:17 Managing Expectations and Building Influence
• 18:23 Building Influence Over Time
• 24:23 The Power of Influencing With Love

Transcript

Carl Richards: 0:00

And our guest today is EksAyn Anderson. He's an author, influence strategist and speaker. He's been seen on Forbes. com Speaker Magazine, tv and various business blogs and podcasts. His new book, the Key to the Gate Principles and Techniques to Get Past Gatekeepers to the Decision Maker, has sold internationally. Exane has extensive selling experience, including selling to governments, which he's going to talk about in our conversation today associations and other businesses as well. Now, his educational background in psychology and life experiences has taught him not only how to connect, communicate and sell, but also how to teach you and your team to increase your sales, but also how to teach you and your team to increase your sales, negotiate with the best and create a loyal, long-term client probably more than one along the way. He's also a sought-after podcast guest. We are so glad he's here today. Ex-sane or Ex, if we can shorten it Welcome to the podcast.

EksAyn Anderson: 0:59

Thanks, Carl. Thanks for having me on the show. What an honor to be here with you.

Carl Richards: 1:04

I am so thrilled you are here, my friend, speaking on influence today. How did you get to where you are, not like from the womb let's not go that far back but tell us a little bit about your journey. How did you get into this place where you can talk about and be the expert when it comes to influence?

EksAyn Anderson: 1:15

Well, it was really interesting. You know, one time I was driving home and I had this clear thought that I needed to speak to people. And I didn't know how to speak to people. In fact, I was doing real estate at the time and I thought this is interesting, I feel like I need to do this, but I don't know what to do. And I went down to a chapter of the National Speakers Association and there was a lady there who'd been there for many years and she said well, what do you know? And I said well, I've sold some houses. She said well, you should go down to the and see if you can get a class approved so you can teach real estate CE. So, because you need to get some paid speeches on your belt, so I said OK. So I went down, I came up with this class and it was an hour long and I turned it in and they approved it and I thought this is great. So I called up a few real estate associations and asked them if I could teach the class and one of them said yeah, we'll pay $100 to teach the class. I was thrilled that much 100 bucks for an hour class.

EksAyn Anderson: 2:11

It kind of went on and on where I did this class, I realized I had more content after a while and I'd clear to a three-hour class and then eventually to a six-hour class and I got it approved in multiple states throughout the country. Eventually, a major provider of the real estate continuing education bought the asynchronous rights to my class. That was down the road, but as this went on, I was talking to the same girl and she said you know what, if you really want to speak, if you really want to do things, you probably need to write a book. And so I decided to write a book about some experience that I've had about how to get past gatekeepers to a decision maker. And it was really lucky because there was a lady on Forbes who picked it up. And the reason she picked it up is because she said wow, you actually got an appointment with me using the same strategies you used in your book and I actually didn't mind the way you did it. And so she wrote this article on Forbes about how I got to her using the tactics that I wrote about in my book. So it was really kind of a fortuitous thing that allowed me to get a little TV interview, allowed me to do more, speaking in different places, so I've been able to speak everywhere, from Maine to California, even a little internationally.

EksAyn Anderson: 3:05

Now I've been able to share some of the lessons that I've learned in real world influence, which is, you know, how do we, how do we influence others? You know, not just in sales, it could be in any venue, in podcasting, and in in our families and our relationships with people we love. And that's something that I've become pretty passionate about is how do we build trust and and truly influence on an interpersonal level? Great question, carl. Thank you.

Carl Richards: 3:29

You have hit on so many nuggets there, uh, xane. So thank you so much for the, the, the dive, or the, the view into to you and how you got here. I like how you shared that this, this journey through speaking and into influence, it didn't just happen overnight, it's not like you know. You just woke up one morning and said, hey, here I am, world, I've arrived Like there was a, there was a journey, there was a process that you took to get there, and that's very important when you're, when you're looking at the, the journey or or or, how do you build that trust to get to the point where you can get in front of the decision maker?

EksAyn Anderson: 4:09

Well, and it? Well. It's a great question. And back to building trust. Like you said, let's take one step at a time here.

EksAyn Anderson: 4:12

One of the things that I'm really passionate about is principles, and let me tell you what I mean when I say principle. A principle is something that's bigger than me, it's bigger than you, it's bigger than all of us, and it's something that's really, really real, whether you believe it is or not. So let me give you an example. There's the scientific principle of gravity. Gravity works where I'm at, it works where you're at, it works on the other side of the world, it works everywhere. I mean, in fact, it even works in space. I mean it keeps the moon going around the earth, it keeps the earth going around the sun. Millions and millions of miles away, there are clusters of galaxies. They're spinning around in this cluster, held together by gravity. I mean gravity is everywhere. I mean I didn't invent gravity, you didn't invent gravity, and so you and I have a couple of choices when we encounter a principle, and the choices are I can either align with it and respect it, or I can ignore it to my peril. Let me give you an example.

EksAyn Anderson: 5:00

Sometimes, when I'm speaking to people, I'll ask people. I'll ask kind of a fun question and say, hey, how could you align with gravity to make you money? And I'll listen to the answers. Let me tell you some of the answers. You could build a ski resort. In other words, people come, you know, I was in Vail, colorado a while ago. In Vail, people go to Vail to ski, so they've actually, you know, people get there, they get to the place and they take this ride up the lift and then they have this thrilling experience being pulled down the mountain by gravity. So you could say that the people in Vail, colorado, they make millions of dollars aligning with the principle of gravity. Let me tell you the other things I've heard. You could build a hydroelectric dam. You could do a bungee jumping company. You could do a skydiving company. Somebody once said they raised their hand in one of my workshops and they said plastic surgery, which we won't go there. But you could probably come up with a hundred different ways, a couple hundred different ways to make money with gravity. But what happens if you ignored gravity? And the answer is you could die, you could fall off a cliff, you could be injured, and so gravity is right. It's just here. Gravity is everywhere. We can either align with it and build a hydroelectric dam or ski resort and make millions of dollars, or gravity could injure us and kill us.

EksAyn Anderson: 6:12

In human relations, carl, in life, in relationships, there are principles, I believe, that are just as real as gravity. When we're trying to influence someone, when we're trying to build trust with the podcast, when we're trying to, there are, there are. There are principles that are just as real and we have a choice we can align with them or we can ignore them to our peril, and they're bigger than us, so we don't get to choose what they are. I mean, can you imagine someone saying you know, sometimes when I say principles, people think I'm talking about well, I have my principles and they work for me, and you have your principles and those work for you. Those are not the type of principles we're talking about. I would call those values more. And can you imagine someone saying you know, gravity might work for you, but gravity doesn't really work for me? I mean that same person could go to the edge of the cliff and say I believe I can fly and jump off and say I believe I can fly and jump off, and what takes over? The principle of gravity. I mean, this is the important thing Principles control our consequences. We can choose to do whatever we want, but we do not control the consequence. Principles do.

EksAyn Anderson: 7:12

And so when you talked about trust, I'm going to lead into trust. This is a long answer. If I am not being honest with people, if I'm honest, that's a principle as real as gravity If I'm honest, I can build trust. If I'm dishonest, I'm sorry, it's like ignoring gravity You're going to fall off the cliff.

EksAyn Anderson: 7:27

Hard truth, that's the truth, right, I mean and some people in sales think they can be dishonest I'm telling you, if you want to be good in sales, you want to be good in podcasts, you want to be good, influence you got to build, you got to be able to walk your talk and build trust. So that was kind of a long answer, but one of the things that's really important is to figure out what the principles are, because if you do, you can align with them, and then you have these massive forces pushing you to success, pushing you to be more influential, pushing you to have a better podcast or a better relationship or be able to get in front of that decision maker, rather than ignoring it and thinking, hey, why am I not getting the results I want? You got to have the principles pushing you like a ski resort, pushes the people down the hill and makes the money, rather than, hey, I'm going to fall off a cliff and die here in a second because I'm ignoring it.

Carl Richards: 8:08

I love the answer and I'm okay if you, you know it's okay to take a breath. Now there's a couple of things that I want to unbundle there. Number one is the principle of gravity. You're right, I mean, there's no denying it, and even I mean, especially the bungee jumping company. They need to be extra sure that they're aware of gravity. You know they take into account how long is the bungee cord, for example. You know what's the, you know there's a lot of things at play there, but then there's also, like you've said, there's these principles, gravity being obviously the one that you mentioned there. Are there any other, any basic principles that come to your mind or that you're, as you've been engaging with people or teaching them that they really need to consider as they're getting into this influence space?

EksAyn Anderson: 8:53

So the first one you said is really that we talked about right here we need to walk our talk. There were some studies done that showed that in businesses when managers walk their talk it actually increases the profitability by 13%, where the employees perceive that the manager's actually doing what they say they're going to do. So the trust thing is really, really huge. How do we walk our talk? How do we keep our word? If we say we're going to do something, we're going to do it, but then there's a second piece, there's a layer on top of that. If we have trust. Let me tell you one more thing here.

EksAyn Anderson: 9:22

I have this auto mechanic and I know we're talking about podcasting here, but the principle is the same. Let me tell you this I had a car many years ago. I had this problem with my car and I took it down to a mechanic and the mechanic told me it would cost $1,500. There was something about the interaction with him where I could sense that I felt like I wanted to get another opinion. I took the car, happened to find this guy down the street from where I was working at the time and he took one look at my car and he said I can fix it for 10 bucks, 10. The other guy told me 1500. This guy told me 10 bucks, which nobody ever tells you for a car, right, 10 bucks. Anyway, I took my car and he fixed the car. I gave him 10 bucks. My car worked great Well. I brought it back again. This time I had another problem with the car later down the road with the family car and I brought it in, and this time it cost much more than that. But I ended up bringing it to this guy and here's the thing that would happen with him. Now, before I go further, I want you to know that this guy, I found out later, has 75 star reviews. I know he doesn't ask for them, five-star reviews. Almost all of them are about trust, like 46 out of 70, I looked at them are about honesty, fairness, trust. But the next thing that was really interesting with him and this is what he does is he'd tell you that he'd have the car done by 5 pm, but then he'd call you up at noon and say, hey, it's already done. He'd tell you, hey, I think it's going to be about 500 bucks, and then when you get there to pay for it, he goes. You know, I found a coupon it's only 420. And so what he was always doing is he was under promising and over delivering.

EksAyn Anderson: 10:47

In life we have what are called expectations If reality comes in lower than what we expect. This distance between the two is called frustration, and a lot of people make people really frustrated because they set an expectation and the and but reality comes in lower. But somehow, mike, this mechanic he was able to set an expect. He'd make reality better than you expect. So he's going to be 500 bucks, but when you show up it's only four, 20, or it's going to be done by five. But he call you at noon. It's already done. He was able to make reality better than you expect, and then it's not frustration, it's actually delight.

EksAyn Anderson: 11:17

How can you do that as a podcaster? It's actually delight. How can you do that as a podcaster? I mean, there might be a hundred different ways. How can you make people's expectations when they listen to your podcast or when you're trying to influence them, better than they expect? And that's a principle that works in sales. It works in trying to get to decision makers we can talk about that. It works with your spouse, with your children, like, how do we make people not frustrated with us, but delighted, and the way we do that is by managing expectations.

Carl Richards: 11:44

That's a great analogy and I want to know what the other guy was thinking when he said $1,500. I know what he was thinking he wanted the money right, or he just wasn't a very swift mechanic. It just needed a bolt or something. But I think you're right when it comes to podcasters, because I think that the the key there. There's many keys, and I don't want to go down this rabbit hole, but, but there's, there's some keys there.

Carl Richards: 12:08

It's in the content, it's in the delivery, it's in the, it's in the call to action, it's in all of those things that are in the podcast episode. And, and I'm assuming that when you get into you get into wanting to get in front of the person how do you engage the person who is the? How do you get in front of the decision maker? I do want you to talk about that, because I think that this is a piece that is very relevant to podcasters and it goes to their content, their delivery, their, whatever it is. So it's very relevant in the podcasting space. So how do you, again, without giving away your best stuff, what are some of the things that people need to be aware when they, when they're trying to get in front of the decision maker?

EksAyn Anderson: 12:46

I got to tell you a short story before I tell you how I got in front of this, to tell you how I what happened here. I was at a bank once, carl and my I had a problem with my account, and I'll tell you. The problem with my account was that I didn't put money in the account when I should have put money in the account. Okay, then this was many years ago. I was a little embarrassed. I went down to this bank and I said you know, I made this mistake. By the way, I had a bunch of overdraft fees, and this was back in the days when you had to go to the bank more than you. You know, a lot of times you can do things from your phone now. But I went there and there was a guy we'll call him Jeff who helped me fix this problem with my account. Well, he waived a bunch of the fees. I put the money in like I should have before, and now I went from being in the red to the black. Well, when he was done, I looked at Jeff and I said hey, jeff, can I get the email to your boss? And he looked at me kind of funny like why do you want the email to my boss and Mr Branch Manager. I'm writing this to Jeff's boss. I had the opportunity of speaking with Jeff. He was very professional and helpful. I think Jeff deserves a raise and a promotion. And I sent it to Jeff's boss. I copied Jeff on the email so he knew I was doing it and I didn't think anything else about it. I thought he did something nice for me. I'm going to do something nice for him.

EksAyn Anderson: 14:03

Well, here's the interesting thing. I went back to that same bank and again, this is back in the days when you had, you know, there was more people go to the bank. I was standing in line, there was probably 10 people in line, and something happened that had never happened to me before. Somebody came up to know each other's names. I mean, sometimes in small towns everybody knows each other's name. But in this situation I was surprised. He said, mr Andrews. I said yes, and he said can I help you with your banking? And I said well, sure, and I was kind of surprised. He took me from the back of the line. He let me do my banking in front of everybody else. You would have thought, carl, that I had $10 million in the bank, which we all know that I didn't. So why did that happen? And I'll ask people. Let's say well, maybe Jeff did get a raise, or maybe Jeff talked about you in the break room or something. The truth is I don't know, but I do know that I wasn't treated like a king before that, but after I wrote that letter to Jeff's boss, I got treated like a king.

EksAyn Anderson: 14:57

Well, fast forward several years. I'm sitting in New York and this high-level director I'm sitting across this table from a high-level director in New York, and he looks at me and he says something that completely surprised me. He said you are the only salesperson I've ever led into my office. Now, to be fair, he might've meant about the particular product that I was selling. That's not what he said, though he said you're the only salesperson I've led into my office. And then he said something that was really, really interesting, carl, and I won't tell you quite yet what he said. But what did I do to get into this high-level director in New York? Well, I'll tell you. I'll answer my question if you want. Is that okay, carl?

Carl Richards: 15:34

Yeah, sure, go ahead.

EksAyn Anderson: 15:36

So it was almost the same thing I did at the bank. This is what happened. I called in to talk to this high level director. I actually sent him an email first and I was completely ignored. By the way, if all you're doing is sending emails, get ready to be ignored a lot. You got to be brave enough to make a phone call and get on the phone, and I'm guessing the most podcasters on your show here I mean, if they're brave enough to be podcasters and put themselves out there online, they probably can make a phone call. But if you're afraid of it, you might want to do that.

EksAyn Anderson: 16:00

But I called in maybe a week or so after I'd sent this email and of course, his secretary answered the phone. I call them gatekeepers. His gatekeeper secretary answered the phone. I said hey, can I speak with Bob? And she said he's unavailable. By the way, that's what they always say. They're always unavailable. They're never available. Every once in a while they are, but very infrequently.

EksAyn Anderson: 16:20

And I started talking to her and I said you know I'd sent an email to Bob last week. I said do you mind if I just copy it to you to make sure he gets it? And she said sure. And then here's the thing I noticed have you ever heard, carl, anyone? Have you ever heard somebody on the phone and you can almost hear them smiling? I mean, even when I talk to, I almost hear you smiling because you have this positive vibe about you. Even though I was only on the phone, I could almost hear her cheerful, smiling disposition. As we were talking I said you know what? I'm on the phone all day long and it is refreshing to talk to someone as friendly and courteous and professional as you. Thank you, and I was sincere, I mean I meant it 100%. She said, well, thanks, in her kind of nice smiling way, right, and I was pulling up the email and she was still on the phone with me. I said you know what, I'm going to mention that to your boss. And she said thank you.

EksAyn Anderson: 17:03

So I typed really fast and I said dear Bob, had the opportunity of speaking with Janice. She was very professional and courteous. I think she's an asset to your team by the way, I'm going to be in New York in these days and I sent the email to her boss, bob Janice, and I said hey, did that email come through? There was a little pause and she said oh yeah, yep, it came through. And then there was another little pause and she said, hey, thanks for the compliment. And I said, well, I meant it. Then thanks for being so awesome. That was the end of the conversation, carl. That was it, anyway. I'm back in now. Fast forward, I'm back in this high level directions office.

EksAyn Anderson: 17:40

He said I talked to my secretary more than I talked to my wife and some of these sales guys don't understand that. Here's the interesting thing. What he didn't say was you have great social media or you have a great website. He said you were nice to my secretary. What's the principle that got me in there? That's as real as gravity and I'll tell you. I think it's the golden rule Basically, just treating people like you want to be treated and expectations.

EksAyn Anderson: 18:02

Remember we talked about that where her reality came in a little bit better than she expects. She probably is weeding out salespeople all day long weeding out people all day long, but by the end of the phone call she actually had an email in her mailbox complimenting her to her boss. That was sincere. So her reality was a little bit better than she expected and she was more delighted instead of frustrated. If you can find ways, when you're trying to influence people, to make their reality a little bit better than they expect and make sure it aligns with that timeless, ancient principle, that's as real as gravity. I call it the golden rule, which is just treating like people like you want to be treated. If you do those two things and you do it consistently, you will be surprised how much force and power starts building up over time. And that's my really really long answer. Thanks for listening, wow.

Carl Richards: 18:48

Well, thanks for the Ted talk. I appreciate it, but no, seriously, I love that message and I think that I wish more of us were cut from that piece of cloth. That is the old doing to others as you would have others doing to you, that whole the, the, the, that whole whole adage. But the other thing that I that I think is relevant is I'm sure you've experienced this in the sales world and I'm sure you've you've run up against people who need a lesson in being just being able to just put the brakes on a little bit is they want to get to the sale, get to the influencer I hate that word influencer Get to the decision maker as quickly as they can. They don't want to plant the seeds, they don't want to reap what they sow, they just want to get there, get it done and then live happily ever after.

Carl Richards: 19:34

And I think it's partly due to the world we're in today, where we want that instant gratification of if I'm hungry, I just pick up something on the way home and it's it's already prepared for me. I eat it, you know? I I want something. Um, I want to watch something. I don't want to wait to watch it on TV, I just catch it on on demand, you know so. So we're in this place of not wanting to build the relationship or or set the set the table right. Are you, are you finding that too? Finding that too, in the influence space that people want to sidestep or almost wreck with the time-space continuum?

EksAyn Anderson: 20:09

Yes, and it's such an important thing to talk about, carl. Yes, it's a huge problem in today's society. For everything, everybody wants an instant gratification. I want it now and we're almost conditioned because we can go to a drive-thru and pick up some fast food and get it now.

EksAyn Anderson: 20:24

And the truth is remember, like we talked about at the beginning, principles govern the consequences of our actions, so we can choose to do whatever the heck we want. But the problem is is we don't choose the consequence, so the consequence is determined by the principle. So we talked about gravity, which is a scientific principle. We talked about the golden rule, which is the principle that allowed me to get into that high-level director's office in New York. Another principle that's as real as gravity, whether you believe it is or not, is, I call it the law of the harvest, meaning we reap what we sow. And it does take time. And a lot of people on the internet, a lot of people right now we're trying to sell this quick fix, like if you just do what I say, you'll instantaneously be wealthy and awesome overnight. And the truth is that's not what governs your consequences those, frankly, most of the time are I'll be blunt lies. They really are. I mean, the law of the harvest says this If I plant seeds in the spring and if I make sure they're in the right amount of soil, they spring. And if I make sure they're in the right amount of soil, they have enough water and they have enough sunlight and have enough warmth, and they have enough, and I weed them and take care of them, after many months, several months, I can harvest whatever it is I planted.

EksAyn Anderson: 21:30

And some people today say well, I don't want to go plant seeds in the spring and take care of them and weed them, I just want the instant gratification now. And that's like. That's like as foolish as saying I'm going to plant. You know, all the other farmers went and planted seeds in the April and now it's September, october, they're trying to harvest and I didn't. I just took it easy all summer. And now I want to plant seeds and just say, bro, and I talked to a bunch of farmers out in the Midwest and they told me I said can you cheat the law of the harvest?

EksAyn Anderson: 22:05

And they laughed at me. They said there's no way to cheat it, you've got to do it. So realize, as a podcaster, as a someone who's trying to build influence. The consistent effort doing your podcast, the consistent effort of building trust, the consistent effort of aligning with principles on a on a daily, consistent basis over time, can bring wonderful results. But if you're saying, oh, I have to just instantaneously have it right now, you're ignoring gravity, you're ignoring the law of the harvest.

Carl Richards: 22:22

Yeah, you definitely can't plant seeds and expect them to be ready to harvest and be on the dinner table in less than four or five days. You do need the time, and this is so true, and I'm glad you're mentioning that it's relevant in the podcasting space, because we see that a lot. It's relevant in the podcasting space because we see that a lot. We see the folks who want to be the Joe Rogan superstar with only 10 episodes under their belt and no previous experience or celebrity status. Let's face it, a guy like Joe Rogan has that behind him. Or Oprah Winfrey, who has that. They've already built the relationship, the credibility, the status whatever you want to call it that allows them to get into something like a podcast and be an instant, overnight success. It took them several years to become that instant success, but in this example they've already done the work. So to that example. What do you share with people other than slow down when they're wanting that instant gratification and you know that that's not the path. What advice or what do you say to them?

EksAyn Anderson: 23:25

Most of these people who look like instant successes, really, if you look at it and you saw the real truth, they've been probably hustling for a decade and then they pop out of the ground. Everyone goes oh, they were an instant success. But they were more like the bamboo tree. Have you heard about the bamboo thing? The bamboo tree? It has these roots that go down for a long time and you don't see much. And then all of a sudden you see this bamboo shoot come out, but what you didn't see was the roots growing and growing for a long time.

EksAyn Anderson: 23:53

And so a lot of times when we see people and say, oh, they were an instant success, we really don't see the whole story. And most of the time you've had people who were hustling and working hard and sacrificing and putting in the time, putting in the reps, and then later on they have this success that looks instant. But you're exactly right, they still didn't cheat the law of the harvest. It just it may appear that way. It may appear like a bamboo tree that pops out of the ground, but you don't see all the time that those roots were going down deep.

Carl Richards: 24:23

So great, great question. Wow, wow. This is a phenomenal conversation. I think we could chat all day about this.

EksAyn Anderson: 24:26

I love chatting with you, Carl. You've got a great thing you're doing to help podcasters.

Carl Richards: 24:30

Well, thank you. I appreciate that. We probably shouldn't chat all day, though, because then I'm doing a disservice to my audience, so I want to give you the opportunity to share something with the audience. What can you help with our listeners today that might help them be able to get into your head, learn from you? What are some things you can share with?

EksAyn Anderson: 24:51

them. Just one thing to say that was brief. I would just say the key to success is not trying to find some newest silver bullet that's going to instantly take you there. The key to success, in my view, would be number one be humble enough to realize that you're not a principal. Number two figure out what the principles are that govern what you want to go to. What are the principles that govern building a successful influencing business in podcasting, what are the principles that govern relationships or whatever it is that you're trying to do? And then make your daily decisions. Your little, tiny daily decisions, the ones you don't think matter, align with them. Those little, tiny daily decisions, over time have a huge, huge impact. So if you can remember to do those three things, you're not a principal yourself. Figure out what they are and then make your little daily decisions. Just focus on what you can do today to inch it forward and after time you'll have a huge, huge harvest at some point is my belief, .

Carl Richards: 25:44

Oh, we did forget to drive people to your newsletter, which is xeksinfluencecom forward slash, subscribe and a lot of juicy information in there, I'm sure.

EksAyn Anderson: 25:55

We should hope so. The basics, but think about how to actually increase your influence.

Carl Richards: 26:01

All right, perfect, eksinfluencecom forward, slash, subscribe. We'll make sure that, and all of your influence X is in the show notes. I'll give you one quick final thought, if you've got one in you before we let you go.

EksAyn Anderson: 26:16

I'll tell you this. My mom died when I was eight and she said something before she died many times that hit me. She said no matter the question, love is the answer, and I know that sounds a little oversimplified, but if you think about it, just loving that secretary is what got me into the door in New York. If you can truly choose to care about people, choose to care about people on your podcast, choose to care about those people you're trying to influence. That's the the most powerful principle out there is just to love people, even if you don't feel like it. Just choose. It's an action, not a, not a feeling. Choose to care about people and watch things happen. Carl, you have a great show. You're doing a great. You're a great host. Love been up, been on the show with you, thank you.

EksAyn Anderson: 26:56

<span data-v-f58c64a0="" class="transcript-element" data-mindex="0" data-eindex="10" data-key="010EksAyn1. 712" style="--tw-border-spacing-x: 0; --tw-border-spacing-y: 0; --tw-translate-x: 0; --tw-translate-y: 0; --tw-rotate: 0; --tw-skew-x: 0; --tw-skew-y: 0; --tw-scale-x: 1; --tw-scale-y: 1; --tw-pan-x: ; --tw-pan-y: ; --tw-pinch-zoom: ; --tw-scroll-snap-strictness: proximity; --tw-ordinal: ; --tw-slashed-zero: ; --tw-numeric-figure: ; --tw-numeric-spacing: ; --tw-numeric-fraction: ; --tw-ring-inset: ; --tw-ring-offset-width: 0px; --tw-ring-offset-color: #fff; --tw-ring-color: rgba(59,130,246,. 5); --tw-ring-offset-shadow: 0 0 #0000; --tw-ring-shadow: 0 0 #0000; --tw-shadow: 0 0 #0000; --tw-shadow-colored: 0 0 #0000; --tw-blur: ; --tw-brightness: ; --tw-contrast: ; --tw-grayscale: ; --tw-hue-rotate: ; --tw-invert: ; --tw-saturate: ; --tw-sepia: ; --tw-drop-shadow: ; --tw-backdrop-blur: ; --tw-backdrop-brightness: ; --tw-backdrop-contrast: ; --tw-backdrop-grayscale: ; --tw-backdrop-hue-rotate: ; --tw-backdrop-invert: ; --tw-backdrop-opacity: ; --tw-backdrop-saturate: ; --tw-backdrop-sepia: ; background-color: rgb(252, 252, 253);">EksAyn</span><span data-v-f58c64a0="" class="transcript-element" data-mindex="0" data-eindex="11" data-key="011 1. 712" style="--tw-border-spacing-x: 0; --tw-border-spacing-y: 0; --tw-translate-x: 0; --tw-translate-y: 0; --tw-rotate: 0; --tw-skew-x: 0; --tw-skew-y: 0; --tw-scale-x: 1; --tw-scale-y: 1; --tw-pan-x: ; --tw-pan-y: ; --tw-pinch-zoom: ; --tw-scroll-snap-strictness: proximity; --tw-ordinal: ; --tw-slashed-zero: ; --tw-numeric-figure: ; --tw-numeric-spacing: ; --tw-numeric-fraction: ; --tw-ring-inset: ; --tw-ring-offset-width: 0px; --tw-ring-offset-color: #fff; --tw-ring-color: rgba(59,130,246,. 5); --tw-ring-offset-shadow: 0 0 #0000; --tw-ring-shadow: 0 0 #0000; --tw-shadow: 0 0 #0000; --tw-shadow-colored: 0 0 #0000; --tw-blur: ; --tw-brightness: ; --tw-contrast: ; --tw-grayscale: ; --tw-hue-rotate: ; --tw-invert: ; --tw-saturate: ; --tw-sepia: ; --tw-drop-shadow: ; --tw-backdrop-blur: ; --tw-backdrop-brightness: ; --tw-backdrop-contrast: ; --tw-backdrop-grayscale: ; --tw-backdrop-hue-rotate: ; --tw-backdrop-invert: ; --tw-backdrop-opacity: ; --tw-backdrop-saturate: ; --tw-backdrop-sepia: ; background-color: rgb(252, 252, 253);"> </span><span data-v-f58c64a0="" class="transcript-element" data-mindex="0" data-eindex="12" data-key="012Anderson1. 893" style="--tw-border-spacing-x: 0; --tw-border-spacing-y: 0; --tw-translate-x: 0; --tw-translate-y: 0; --tw-rotate: 0; --tw-skew-x: 0; --tw-skew-y: 0; --tw-scale-x: 1; --tw-scale-y: 1; --tw-pan-x: ; --tw-pan-y: ; --tw-pinch-zoom: ; --tw-scroll-snap-strictness: proximity; --tw-ordinal: ; --tw-slashed-zero: ; --tw-numeric-figure: ; --tw-numeric-spacing: ; --tw-numeric-fraction: ; --tw-ring-inset: ; --tw-ring-offset-width: 0px; --tw-ring-offset-color: #fff; --tw-ring-color: rgba(59,130,246,. 5); --tw-ring-offset-shadow: 0 0 #0000; --tw-ring-shadow: 0 0 #0000; --tw-shadow: 0 0 #0000; --tw-shadow-colored: 0 0 #0000; --tw-blur: ; --tw-brightness: ; --tw-contrast: ; --tw-grayscale: ; --tw-hue-rotate: ; --tw-invert: ; --tw-saturate: ; --tw-sepia: ; --tw-drop-shadow: ; --tw-backdrop-blur: ; --tw-backdrop-brightness: ; --tw-backdrop-contrast: ; --tw-backdrop-grayscale: ; --tw-backdrop-hue-rotate: ; --tw-backdrop-invert: ; --tw-backdrop-opacity: ; --tw-backdrop-saturate: ; --tw-backdrop-sepia: ; background-color: rgb(252, 252, 253);">Anderson</span> thank you for being the guest today my pleasure and it's an honor to be asked to be on your show. Thank you.