Ep. 215 INTERVIEW – Glenn Carver

by | May 11, 2021 | Podcasts

Generate Warm Leads – A Unique Process  INTERVIEW with  financial educator Glenn Carver. Glenn explains a strategy  he has adapted that can work for you,  and he shares a little financial advice  for our current economic situation. 

Voice over:

Get ready for an unfair advantage over your competition. This is The Sales Edge podcast. Where globally recognized sales expert and trainer Joe Pici helps you sharpen your skills for booking more appointments and closing more deals. And now here’s your host Joe Pici.

Joe Pici (JP):

Have you ever wondered about money? Have you ever felt you wish you had more financial literacy? Well, today we’re going to deliver some financial literacy from an expert. Glenn Carver’s Financial educator or how money Works company.

Glenn Carver (GC):

Your listeners are going to get great value from what we talked about today, because quite frankly, Joe, the concepts that I’m going to share with you. They’re just not taught in school and it’s a shame.

(JP):

Welcome to the sales edge podcast. This is podcast number Believe It or Not, 215, our sponsors. are Pici and Pici, which is a speaking coaching training Consulting company that specializes in helping our clients recapture lost Revenue, get in front of your target market and close more business and sell more virtually.com. That’s our membership platform. We invite you to go to the sell more virtually.com membership platform run around on it. We’d love for you to be part of that. Now, that business also is focusing on recapturing Lost Revenue, momentum and business. I want to talk to you about who we have here today. I’m going to give you a Little bit of a bio and then we’ll put them on the hot seat. Glenn recently, left Corporate America. He is a passionate about teaching people the indispensable basics of personal finance that are not taught in school. Welcome, Glenn.

(GC):

Thank you, Joe. Hey, I’m honored to be on your show. I’ve been looking forward to this. This is going to be fun. The concepts that I’m going to share with you just they’re just not taught in school and it’s a shame it’s wrong. It should be taught. And we’re going to change that with our great book. How money works, Stop being a sucker.

(JP):

Well, I’ll tell you, I could tell you, I wish you would have been around 45 50 years ago and we have a mutual friend of a client of ours years ago. Rico Pena. And that’s how I found you that you guys are together on a podcast. What podcast is that?

(GC):

Well that podcast. Yeah. Well Rico Pena has a phenomenal podcast called the power to adapt and I’m Co-host. And that’s a lot of fun. We talk a lot about communication Styles and business and how to develop Rapport and speak other people’s language. So that’s you know, communication as you know, is everything.

(JP):

Let me ask you, if you could tell our audience, our team, what is it that you do for your clients? Who are your clients and what makes what you do unique?

(GC):

Yeah. Great question. So ultimately what we do I so I’m a financial educator with the how money Works company and you know, our clients are Middle America. Regular folks like you and I you know you don’t need a half a million dollars or million dollars to talk to me. I mean, I have clients range from 21 years old to the 70 years old Middle, America is good. Hard-working people who didn’t learn how money Works in school. Well, none of us did. I mean I was a finance, major Joe. And I did learn the rule of 72 in business school. It’s criminal. So you know families, young kids, people coming out of college, you know, retired folks who haven’t done the best planning and maybe need some solutions To generate money in retirement. You know, most unfortunately a lot of people today, Joe, you’re out living their money, more than they fear dying. And with medical technology, we’re living longer than ever. So, imagine imagine you haven’t prepared your living just on Social Security and it’s not enough. So we help regular folks prepare, so they can enjoy their golden years and not sweat the monthly.

(JP):

That’s, that’s exciting. And and when do you start with people? You said, 21. So you actually start with young people also.

(GC):

Oh, yeah, absolutely. I mean, I believe, I believe in every fiber of my being that every American should read this book, how money works and as young as possible. So I’ve got to I’ve got an 11 year old son in fifth grade and my proudest, Papa moment moment is my son Grant 11 years old understands the rule of 72 so you cannot start too early. But you know, Kids coming out of college there. They’re starting to work for the first time. They need to understand the basics of how money Works. They can put the right vehicles in place so they can participate in combat their money, can compound for 30, 40 50 years, either. Anybody can be a millionaire in this country in this country. Joe, we live in a greatest country on Earth, the wealthiest country on Earth, but if you don’t start early enough, you’ve got to invest more money over time. That’s called the high cost of waiting and we’ll talk about that. But I work with I work. With good honest, hard-working people and the earlier we can educate people get a plan in place the better.

(JP):

What were we want to throw up a little curve here? Because this is called sales edge and not that we only talk about sales or marketing or business development, but I would like as a as a professional in the financial world. You know, what do you believe is your strength for finding clients and how do you find your clients?

(GC):

Wow, well it all goes. If I haven’t said it enough already, for me, it all goes back to this book, the book that I mailed you how money works, stop being a sucker. What’s beautiful about? Yeah. What’s beautiful. About our book, Joe. It’s not a 500-page Tome of financial jargon. It’s a hundred Pages. Written in storybook fashion. It’s got characters and colors. Such that a, an eighth grader, a high school student can read it. So I mail that book I mail it, through the postal system to everybody. I know. And I have people read it. So that’s how I met him. I’m 100% warm Market. I don’t cold call. I’m not prospecting in the cold. I’m all warmed Market. I mail that book the people I know that I care about because I want them to read it. So like you mentioned in the intro our mission is to eradicate financial illiteracy, and financial illiteracy is the number one economic crisis on Earth. So I find my prospects, you know, the sales Business Development funnel. I find my prospects through the book.

(JP):

And then that’s an interesting way to get business. Now, you spoke about Financial Educators approach to Marketing in three aspects. Mail online master class in Discovery call. Could you address those things for us?

(GC):

Yeah, absolutely. So I’m a huge. I’m a huge fan of Dan Kennedy. God bless him. He’s in a he’s an entrepreneur heaven now. But Dan Kennedy used to talk. He was a big Direct Mail guy. Yeah, I’m sure you know who, Dan Kennedy was. You probably met him knowing you. But Dan Kennedy was a big fan of old school direct mail and it still works. He used to talk about the shock and awe of package where you mail, something in a big lumpy package, so you couldn’t throw it away. And that’s really part of the Brilliance in the design of this book is it’s, you know, it’s small enough, that it’s consumable, but it’s not a brochure, you’re going to throw away, nobody is going to throw away that book. They’re going to keep it. So I use old school mail, I send these Books out to everybody through the postal service and it hits their hands and they open it up and they they they loved the book, they read it. I actually before I mail it Joe, a little marketing technique, I take a picture of it on my on my phone and then I text them the picture of the package so they know what’s coming. So they were anticipating it. So you know the Postal Service lump email is still powerful. It still works and I would encourage your listeners and I know you’ve written Books. I’ve written one book. If you have it in your heart to write a book, do it, it doesn’t have to be a thousand Pages. It doesn’t have to be 300 Pages. It could be just north of a pamphlet pamphlet, but if you can put your thoughts and your expertise into a book, it’s easier than ever to write a book. But, you know, when you have a book with your name on it and I didn’t write this book by Partners did, but when you have a book with your name on it its credibility it’s a it’s a what we call a Business card. It’s just a phenomenal marketing tool to have your own book. You can co-author a book with somebody else but if at all possible, write a book.

(JP):

And now, you also talked about an online master class.

(GC):

Yes. Oh, we do. I mean the Advent of Zoom, Zoom is change the world. I don’t know if you heard this Joe, I heard this last fall and it blew my mind. Zooms market cap is now bigger than Ford and GM combined. I’m it’s just, it’s mind-boggling. So the positive the positive of the shutdown as it drove everybody online and you’d be amazed at how How many people know how to do Zoom now and are comfortable with it, and it in our industry, the financial services industry has revolutionized our business. I mean, I don’t have to drive anywhere anymore. I don’t have to go across town. I don’t have to go across state. People are comfortable getting online, like we are right now and having these conversations about about finances and Concepts. And, you know, I got back into the business. Recently, I quit my job. I left. Like you said I left Corporate America forever in January. And February was my first month, back in this business. And I landed six new clients and four different states, which is impossible in the old days and that’s all because of zoom and going online, it’s scalable, you know, I prefer a like I’m high. I love people. I love getting in front of people, and shaking hands, and kissing babies, and hugging. But, you know, online is very, very powerful. So, I mailed the books, or which is the marketing conversation, I mailed the book, then I see, then we My partner, Matt lucky. And I use one of the co-authors of the book every Wednesday night at seven o’clock, we do in online a free online. How money Works masterclass than its contents and hour of great content. That mirrors, the book, anybody of the people from all over the country, sit in and listen and learn and lo and behold, some of them want to talk further and schedule a discovery call and they become clients. So the beauty of Of this online master class is that I can talk to People all over the country from my home office. It’s brilliant.

(JP):

So now we understand your your funnel, okay? And I draw a model for everything. So if I understand you your funnel is you you know, somebody you mail them a book. You invite them to that your online course which sets up a discovery call. Sales Should not be rocket surgery, okay, it shouldn’t be. It should be a simple process. You talk about financial literacy at 30,000 feet and the bullet points you made where the magic of compound interest, the high cost of waiting and the rule of 72 I’m going to turn this over you because you’re the expert.

(GC):

Well yeah, thank you enough. Yeah you know it just boggles my mind was I was a finance major and didn’t learn these Concepts and business school which blows me away. So This this critical is what I call this indispensable information on the basics of personal finances. Just not taught in school. Yep, so let’s talk about them. So, let’s dive in. Let’s talk about the magic of compound interest. Albert Einstein, pretty bright guy, wrote The Theory of Relativity in 1905, changed the way we look at the universe. Albert, Einstein said that the most important mathematical discovery of our time is the magic of compound interest and it should be taught in middle school. I mean, the rule of 72 To is simple division. It’s simple division, simple math. So let’s talk about, you know, simple. The magic of compound interest. And I’m not going to go too deep here but just I want your listeners. Your audience to know that. Simple interest is slow, compound Interest is fast. You want your money growing on a compound basis and I’m going to put some numbers to it real quickly to give it some context. So let’s say you, let’s say you’ve got $1,500 And you invest it somewhere over a 50-year period at nine percent simple interest, which means your money is growing, annually. Not monthly. Well $1,500 over 50 years becomes $8,250. That’s not very exciting. That’s too slow. Your money is not growing fast. Enough to build that proverbial, Golden Goose that lays the golden eggs that we live on in our retirement years, conversely, if you Have your money growing on a compound basis. That means your monthly, your money is growing monthly. You’re making interest on your interest while you sleep. That’s how you get wealthy. You want your money growing while you sleep. That same $1,500, Joe at 9% growing in a compound effect, the same $1,500 doesn’t grow to $8,250, it grows, to a hundred and thirty two thousand dollars 16 times more money because you’re getting compound interest As opposed to simple interest. And it’s just a matter of Education being aware being in the right vehicles. And, you know, a lot of people don’t know what to do with their money because we weren’t taught in school.

(JP):

That’s incredible. Here’s another one, for you. The rule of 72 at that. Wouldn’t I don’t know what you. I, you know. I graduated high school. No, wait, I graduated college in 72? I’m an old guy. We, I think that I heard that number 72, I said. I have a feeling I should have known that in 72.

(GC):

I mean it’s a sin that be we don’t but we don’t know the rule of 72. So what it says is very simple. If you take the number 72 and you divide into it, the rate of return you’re getting on your money. It will tell you Joe how long it takes for your money to double. And you want your money to double as much as possible before your retirement age. So you have enough money to live on for the rest of your life and think about how uncomfortable would be, Be to reach retirement age and outlive your money and have to move back in with a family member. So the rule of 72. So, let’s say, for instance, that you put your money in the bank savings account, at one of the big Banks, and by the way, you can’t even get one percent anymore. The average rate of return in a savings account, in the bank’s, these days is 0.09 percent less than 1/10 of 1%, so you walk. We’ve all had this experience. We walk up to the counter. We give them our check deposit into our savings account and while we’re waiting, On the transaction. There’s a bowl of candy on the shelf on the counter, right? We’ve all seen this as bowl of candy. And they’re typically lollipops, they’re typically suckers what kind of suckers are they? You pick it up, you pull the wrapper off, you stick it in your mouth while you’re waiting on the transaction. It’s actually called a, it’s a dumb dumb. They’re giving us dum-dums for giving them our money at .09%. So let’s just say, you can get one person at the bank, which you can 72 divided by one is 72. That’s going to take 72 years for $1 to become two dollars. That’s unacceptable what if we can get, 3%? 72 divided by 3 is 24 or money doubles every 24 years, that’s better. But it’s still not fast enough. And this is the sad reality is after taxes and Inflation 3%. Actually getting a negative return. We’re going backwards if our money’s at 3%. So you got to be getting the higher rates of return. What if you can get 6%? 72 divided by 6 is 12 our money doubles every 12 years. That’s a heck of a lot better than 72 years. What if we can get 9%, 72 divided by 9 is 8. Our money Doubles every eight years. What have we can get 12%. 72 divided by 12 is 6 our money doubles every Six years. So you’ve got to be positioning your money. Six eight, ten, twelve percent. So you have time for your money to Compound on a monthly basis and build that Golden Goose that will provide you income for the balance of your life and you’re golden, you’re golden your should be golden. You’re called golden years for reason. But if you don’t have enough money saved and invested Joe your golden years are going to be golden they’re probably gonna be browned.

(JP):

You do me a favor going to a little bit of depth on the guts of this book.

(GC):

Yeah, this book, it’s a phenomenal book and as you can see Joe, it’s not a it’s not a 500-page Tome of financial jargon. I read those because I’m a geek. But what I love about this book is that simple Brilliance. It’s a hundred and fifteen Pages. It’s written in storybook fashion with colors and characters. It’s palatable it’s consumable by an eighth grader. It was written for an eighth grader who has written for a middle schooler. So, two of my good friends and partners Tom Matthews. And Steve, Steve Wrote the book with that in mind.

(JP):

So what can a person do they wake up one morning and they’re not 21. They’re between 50 and 60 years old and they realize that they haven’t, they haven’t done much. Because here’s the thing that I know, okay, we’re get you can get two people early, but then when you get to people late, what do you do with those Folks?

(GC):

The sad reality of starting late is that you have to I mean, you have to Invest more money, you have to put more money away. It’s at this is a math equation, Joe, this is black and white. This is what I would get emotional about it. You know? I waited too long. I was a finance major. I was in this business and I still messed it up, so I’m having to put away, you know, I’ll be humble and vulnerable here, I messed up. That’s why I got back in the business because I’m passionate about, teaching people how to avoid what I did. But the reality is, if you’re if you look up one day and you’re 40, 45 50 and you haven’t started, you got to start, you have to put more money away. You’re going to have to be more disciplined. You may have to get a side job. You may have to get a side gig and invest that money. But, you know, if you’re let’s say that you want to, you want to build a golden egg of a million dollars. If you start at age 20 and you put your money into a vehicle that earns 9% compounded, annual rate of return, you only have to save a $113 a month. And that’s, that’s, that’s money that a high school kid could put away. But if you stall if you wait because we’re human, right? We procrastinate, we get lazy, we think there’s all there’s plenty of time you look up when you’re 45 and you haven’t started you’ve got to put away $1212 a month In the same vehicle that a 20 year old only has to put a hundred thirteen dollars into. So, as I say to people, three three action steps, you can take right now.

Number one is start, whatever your age is start Now.

Number two is save on a regular basis and that’s monthly dollar cost, average invest into something on a monthly basis. So cut the you have The Compound Effect working for you over overtime.

And number three is the hardest being a human being is you have to be patient. We’re emotional creatures, we get stuck in fear, you know, the media heads, we get scared, we pull our money out of something. And then then, then we’ve lost, you’ve got to give your efforts time to compound. Don’t get stuck in fear, don’t chase returns. It’s just, like we said, this kind of, this is this conversation is not rocket science. It’s being consistent and patient over the Long Haul.

(JP):

What I like now is for you to tell our audience. Number one, how they can get your book because I’m Really looking forward to diving into this thing and and then how they can get into your master class.

(GC):

Yes. Well, the book you can go to Amazon and buy it for 15 or 16 bucks or you can reach out to me and I’ll mail it to you for free. My email, is [email protected] You know, by my website is HowMoneyWorks.com/GlennCarver. But reach out to me would love to Connect love to send you a book. When you teach people how money Works Joe, you not only can change their life, you can change their kids lives. You can change their grandkids lives, you can affect generational wealth. So everybody needs to read it.

(JP):

And, and have you been get to your Wednesday night Online course?

(GC):

Yeah. Well that’s that’s a unique link every week. So, if they’ll just reach out to me via email me, I will send them a unique link and send them to the zoom link and they can join. It’s just as easy as going online and clicking and registering.

(JP):

So here’s what we’re going to do Glenn, we’re going to be moving you over To our second platform where we will be on to sell more virtually.com.

Hey folks, this has been just a beginning with Glenn Carver and I can’t wait because I got some tougher questions For him. But please take out your phone type, the word sales edge one word, send it to 5 5 6 7 8, that’ll take you a Pici and Pici link. Hit the link, it’ll take you to a splash page. Yes, there’s five free video ecourse on Recapture lost Revenue through virtual selling. There’s ebooks. There’s links to our podcast. But what we really want you to focus on is hit the link and get the information on sell more virtually.com. It’s a membership based platform every Thursday night, I’m out there live coaching and training e-courses interviews. So we look forward to being part of that. Thanks so much. We’re getting ready to move Glen over to sell more virtually.com. Thank you.

Thank you, Joe

Voice over:

Thanks for listening. New episodes will air each Tuesday and Thursday. So make sure to subscribe wherever you listen to podcasts and give us a five star review. The Sales Edge is sponsored by Pici and Pici Incorporated. A firm which provides training, consulting, and keynote presentations. Empowering corporations and individuals to attract and retain quality clients, for higher revenues and growth. Make more money in sales, speak with Joe in person by calling 407 947 2590 or visit www.piciandpici.com

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