407: How to Build a "Dream Team" -with Dane Espegard

Brian Nichols  
Have you checked out the new The Brian Nichols Show collection over at proud libertarian head the Brian Nichols show.com forward slash shop and you can grab some amazing Liberty swag that will definitely help pique some interest from our good ideas don't require for snapbacks Alexa overthrow the government T shirts question everything mugs and of course our ever popular don't hurt people don't take people's stuff bumper sticker The Brian Nichols Show shop over at proud libertarian has all the Liberty swag you need and hey, if you're looking for more awesome Liberty apparel, check out the rest of the amazing proud libertarian store while you're over there and be sure to use code TNS at checkout to get 10% off your entire order. That's right 10% off your entire order from proud libertarian, including everything over at The Brian Nichols Show shop and all you have to use is code TNS at checkout one more time head to Brian Nichols show.com forward slash shop and check out the brand new Brian Nichols show store over at proud libertarian and use code TS at checkout for 10% off your entire order. Victor Antonio Welcome to the program

Victor Antonio  
selling is all about really it's we're not selling a product you're not selling a service you're not selling. You're not selling whatever you think you're selling a solution you're selling change Welcome

Brian Nichols  
to The Brian Nichols Show your source for common sense politics on the we are libertarians network as a sales and marketing executive in the greater telecommunications cybersecurity industry, Brian works with C level executives to help them future proof their company's infrastructure for an uncertain future. And in each episode, Brian takes that experience and applies it to the liberty movement. And this is why we talk about being the trusted advisor you should be able to help us that expert guidance and all the opinions that I'm sure that you have and help lead them towards not just a decision but the right decision. Instead of focusing on simply winning arguments or being right. We're teaching the basic fundamentals of sales and their application in the world of politics, showing you how to ask better questions, tell better stories and ultimately change people's minds. And now your host, Brian Nichols. Well, Happy Wednesday there, folks, Brian Nichols here on The Brian Nichols Show. And thank you for joining us on of course, another fun filled episode I am as always your humble host. And today we're going to talk about the expression despite the fact that there is no I in team why focusing on the eye, the U is so important and is important to build a great team Dane ESPA guard is joining the program. And he's talking about his brand new book, The Dream Machine A Leaders Guide to Creating teams of high performers who achieve extraordinary outcomes. A great book, a great conversation and super pertinent for us here in the liberty movement. You want to go ahead and actually change the world first requires us to have a phenomenal team. And it requires us to change the way we do things internally, but also how we change the way we do things ourselves a great conversation here on today's episode. So with that being said on the show, Dane ESPA guard here on The Brian Nichols Show. Hello. Happy to be here. Dana. Absolutely. Happy to have you here my friend. And thank you for being able to number one reschedule. We were supposed to have you on cell liberty with Jeremy Todd had some scheduling issues. And number one rule always family first. That's how it works. So you ended up you said, Hey, is it cool? If I go on O'Brien show and Jeremy said Brian, Is it cool if Dane comes on the show and talk about team building? And I say, Jeremy, if there's one thing right now the greater Liberty world needs to talk about it's how to be an effective team. But before we get there, my friend, let's go back and talk about you. You have a brand new book. It's I just mentioned the video. Watch, you're here can see it scrolling at the bottom of the screen, the dream machine dig into what inspired you to write this book and also Dane, how did you find yourself in this greater sales world? specifically focusing on building great teams?

Dane Espegard  
Yeah, absolutely. So I I've been in the direct sales industry since what events since I was 18. I stumbled upon vector marketing and Cutco cutlery as a 18 year old coming out of high school. And so that was my my introduction into the business world and learned a lot with that organization became a district manager with that company right out of college and and that kind of intertwined with with the end of the story in terms of what led to this book. But, you know, within that organization, it's a lot of team building, it's a lot of recruiting, it's a lot of onboarding. And culture is something that's really either, you know, not talked about and then left to just kind of create itself and that's not necessarily always the most desirable thing to to have happen. And then, after moving a few times within the organization, I had the opportunity to recreate teams over and over again. And each time I did it, I got a little bit better, a little bit more knowledgeable, knowledgeable, knowledgeable about excuse me, and, and then when I had my last move in 2013 setup is A culture that was centered around dream achieving within our organization. And the concept was introduced to me by a guy named Matthew Kelly. And he's an author and a speaker, and our company had him come in and be a keynote speaker, and he had us all make our make a list of 100 Dreams right on the spot. And I got a lot of energy from that, and took me a little while but but five years later, that's what I ended up using, as is kind of the, the pinnacle of our, of our culture in 2013. And so for the last eight, nine years, I've been I've been basically building upon that each year. So that's what, that's where it started. In terms of the book, I wrote the book during COVID. Because I got the opportunity to see how my team reacted to the pandemic. And when when most of society was freaking out and panicking and, you know, their mental health issues, and everybody was dealing with uncertainty, it was kind of it was then that I had the opportunity to see what the culture had created within my people. And they were thriving during that time. And there was a very large difference between, you know, where our organization was at where we were performing compared to others. And so it felt like the right time for me to bring this to, you know, to others, and in the form of a book,

Brian Nichols  
let's dig into the idea of culture, because it matters, culture matters. And I don't think it's really focused on enough. And I saw the importance of culture, as you just pointed out, over the past two years, in the era of COVID, a lot of businesses have been struggling going under. And a lot of it has been due to the fact that their culture has not been able to maintain throughout the past two years, my company website has an entire area devoted towards our culture, our people why we do what we do, because it does matter. And if you don't have a good culture, you're going to see, and this is what's happening right now as a society, I think you start to have a lot of collapse, you start to see a lot of the areas maybe you could have snuck by in the past, suddenly, you really can't steam pie as much as you used to like maybe if you're a sales guy. And you know, you don't have a really good work ethic, like maybe you know, back in the day, when you'd only do 1015 calls a day that that did enough. But when sales are low, and you're still doing the bare minimum, I'm sorry, that's just not enough, you have to take those extra steps, or at the very least, start doing some new stuff that's going to put you outside of your comfort zone. And this is something I focus on my sales team all the time. And I'm sure that you you echoed this as well is you have to get comfortable with being uncomfortable. The moment that you get comfortable in whatever it is you're doing your process, your rhythm, your outreach, something means that you probably are going to start to miss in certain areas, you might you might start to maybe take the foot off the gas a little bit. And that's when it's not you necessarily have to worry about but in that case, it's going to be your competitor, the other person who's calling in at that moment, we actually had on the show, Craig Elias who talks about doing smart calling, or no I'm sorry, art subject, rather, our subject was on the show talking about smart calling, Craig Elias is on trigger events selling there we go. And when art was on the show, talking about the importance of not just doing the dials, but being smart, and the way you're doing these dials. But let's go back to again, this idea of culture. And I love the idea of dreaming big. My CEO, he's a big fan of grant cardones. Dream big, it's still free. I think that was a little video he did a couple a couple of weeks back and my CEO got all jacked up about that. But the idea of setting dreams and setting lofty goals. Now, we didn't really dig into your politics yet. But you know, let's talk about the greater Liberty world here. This is the greater, you know, Liberty world for the show, obviously. And one of the things I have found, especially in the past five years, six years or so of being really in this greater liberty movement, and having more of a voice has been that a lot of the the older leaders of the team, if you will, they really weren't big dreamers, they they were much more in the we have our bubble, and that bubble is comfortable. And we can set the boundaries and the parameters of the bubble. And I think we've really seen especially over the past few years, as we've seen an influx of not necessarily just new members, but a different way of approaching politics who are dreaming bigger. We've seen some hesitation. So let's look at the LP or not even have to be the LP in particular, but just you know, we see this in business across the board as well. When you have a different way of doing things. There's instantly head butting, right you have the old the old folk who don't want to they don't want to really, you know, upset the applecart and the new folk who are pushing for you know, whatever it is that the new shiny button that we can go ahead and promote. So let's talk about that. How can the new folk be able to help encourage The old folk to start to see things differently and maybe start to dream a little bit bigger.

Dane Espegard  
I think that's, I think that's a great question. And I think that, you know, when you look at the pandemic, you look at COVID, call it whatever you will, you know, what, the way I look at it is, this entire thing has been like, hitting the great reset, right. And what it's done is it's, it's given everybody you can, you know, look to have the silver lining approach, what I believe that it's done for our organization anyways, is it's allowed us it's been the greatest agent of change that we've ever had in our organization. And the reason is, we can't, it was not allowed, we cannot continue to do business the way that we're currently doing it. And so we had to be open to alternatives. And I would say, prior to the pandemic, I was very, I wouldn't say very old school, but I was very rigid in the way that, hey, there are certain things about our business that they have to be done this way. And I and I didn't really want to let go of that. Because, you know, if I'm being honest, it's gonna take a lot of extra work to come up with these new programs and these new ways of doing things. And once the pandemic happen, you there's no choice to continue to do it. So I think that recognizing that and then what it's also done with that is it's caused everybody, you know, when this great resignation, right? And that's what it's been called, as those aren't my words, but the great resignation, over 10 million people quitting their jobs over the course the last six months. And it's like, where are they going? In? What's happening? Is there really again, same thing with the pandemic, it's caused them, it's given them the opportunity to question, hey, is what I'm doing right now? Is it what I want to do is, I've been at home now for six months or 12 months, do I want to go back into the traditional work, you know, environment, do I like working at home too, I like this, the autonomy that I've had in my business now for a lot of teams has become more transactional, right? Because now I'm just doing my job. And I'm not having these interactions the same way, virtually as I was in person. And so a lot of people because of that, it's causing them to look for something else. And if you dive into that, what you're finding, what I'm seeing as I dive into that, is that what people want is they want to feel connected, and they want to feel a part of something. And they also want to feel valued for who they are not what they provide just on paper. And so I think that's a really big piece. And the other thing, for me anyways, I think that through all of this, a, a portion of something of value that that I think is valuable for any organization to have and to embody right now in their culture is being nimble. And, you know, we the idea of being able to predict what's about to happen in the next three 612 months. I mean, I don't know who's predicting those things accurately right now. And so instead of trying that, it's how do I work within my organization to create an environment that's nimble that can that can make decisions quickly that can critically think and that can work together to be able to source ideas, and then work together on those? That's really what I think that's what we're focused on right now. within our organization. Yeah, I

Brian Nichols  
so I chuckled, nobody could see me laughing except for you. Because you said, you're talking about how things have become so much more transactional? Yeah, you're right. And as you said that I wrote down the words and what does that lead to? I wrote down the words loss of connection, as you said, it's been wanting people to find more connection. Because right there you see this not just in the era of COVID. From from like a personal standpoint, as you know, as humanity, we've all felt that loss of connection, but you see this, in the relationships being built in the b2b world, it's a lot more difficult, like I think back to one of my best customers I have, and it's just, it's funny how, like certain customers, they just, they truly appreciate the work you do. We just sent like a little Christmas thing today and he sent an email thanking you just around, I was so appreciative to have him he sees see the CEO tuna, like thank you, thank you, man, I appreciate you. But like, you see, when you have like the ability to meet in person, you can you can build such a different bond. The first time I met with him, I actually I had met with their boss or his boss rather originally. And we had a as my greater industry, IT solutions business technology, so focusing cybersecurity telecom. And when I met with the IT director at the time, there was no real solution that they needed help with. And the the guy that I ended up, you know, having to deal with NS now my current customer, he is there. I think he's official titles network admin, and he missed the meeting. And he said, you know, hey, you know, he had this guy's card. I did have a question I want to ask him and the thing was, they needed to get internet at their CEOs house, but the CEOs house is in Maryland, on the the, the ocean, and there was zero internet that was laid going towards that island, so they had no infrastructure in place to actually get business class. Internet there. And they actually had people that worked for the organization that were in, like they actually work at this house, it was part of the house being put as an office space. So can you help out? So I, you know, I go into my little bag of tricks, sir, you know, trying to figure out who I have in my my, you know, my my little things Rolodex, I was like, what was the old things called the Michael Scott use. But look, my rolodex of different carriers I work with and we ended up finding a satellite solution for him that gave him not exactly the best business class solution, but I'll tell you why is a lot better than what he would have had otherwise, like a Verizon hotspot. And I'll tell you what, that not only helped him become the superstar of his company, but it helps solve a real business problem they had fast forward a week, we had a company happy hour, and I had him come to our company happy hour. And he just fit in so perfectly with the team. And we built such a great relationship. Fast forward, four years, Dane and the reason I tell that story, is because he is still, you know, not only consistently staying with us, but he is always adding new services. Anytime he has somebody who's looking for services, he refers them our way. Yeah, he's advocating for you. Exactly. And I gotta say, it goes back to the beginning, but you brought up culture being so important, because not only does he see the culture in, in me in in terms of what values I brought to the conversation, but also, he got to experience the culture of my company, he saw how his company and their culture meshed with our company, and you don't really get to have that right now, in this era of COVID, you're stuck, where you're behind a screen, you really can't build that relationship authentically, like you normally would where you know, after you have the meeting, you sit down, and you maybe have a couple of conversations afterwards, completely not related to business. And those are where the relationships really grow. And that's lacking. So let me ask you this, beyond just building the relationships with the customers, but also internally with a team? How would you recommend overcoming that from a business perspective, but also less elephant in the room, greater Liberty world, almost all of us are behind screens, and we're interacting with each other as well. So we also see this Mary over into the politics world. So what would be your remedy, Dean, in terms of how to best handle that?

Dane Espegard  
So it that's a, you know, I feel like that's such a massive question. Well, and I wish there was just a simple here it is. But, you know, what we've done within our team anyways, is that that's kind of the whole concept of the dreams, you know, culture. And so what I mean by that, as we go through, we have everybody in our organization, create a dreams list that's 200 300 400 thinks that there's nine categories that they want to experience in their life places, they want to travel, things, they'd like to own vocational things, spiritual things, health related things. And so what I like about that is when I have them do that, it then just having it on paper gets them moving towards those things. It allows me to engage with them about something that's different than just the stereotypical Hey, how's the weekend? How are the kids, but instead, I can say, Hey, I know you signed up for that half marathon, how's the training going? And that's such a different conversation, or, Hey, I know that you're looking at buying your first home, how's that process going? And it gives us conversation, consistency that is on something that is very important to that individual, at a higher level, when I have the the so we do in our organization, I asked for permission, Hey, can I have your list, and it's kind of a personal thing that I'd love to have your list so that I can, you know, get to know you a little bit more, because I can learn a lot about you from seeing this. But also I can utilize that. And so then I'm able to set up incentives, do different things within my team, to be able to honor that individual. And also let them know that they are valued for more than their production. And I want them to be pursuing these things in their life. Because what I find is that, you know, if somebody is, is alive, personally, they can't shut that off. When they come to work, we have one life, right? If I'm if I'm excelling, and achieving and in, in challenging myself at home, and health wise, relationally, whatever, I'm probably also going to have more energy and vigor for what I'm doing the workplace. And so for us, I really think that dreams concept it, it gets people to look at their entire picture and say, Hey, maybe work is thriving, and I'm chasing some things here. But I also find that work then becomes the vehicle for them to accomplish their dreams instead of like, I gotta go to work today, or I have to clock in to do this thing today. So there's that piece. The other thing I love about this is that I find for me anyways, when I am when I'm looking at my list, you know, I just did this with my wife, two weekends ago or last weekend, and we sat down we did our dreams for this next year. So we always will go through at the end of each year and look at what we do for this year. And what do we do over this next year. And I've got my journal over here and this year, I've accomplished about 15 dreams and extra I have about 30 That I'm attempting to do, and they cover all those categories. And what I find Is that by myself working towards accomplishing these dreams, what I'm doing is I'm creating patterns of how to solve problems. The difference is the problem isn't a negative thing. It's me trying to do something I'm really excited about. But that whole thought process that skill of, hey, here's the problem. The problem is we're trying to go on this vacation, and we need the time, and we need to make sure our schedules are available, and we need to be able to afford it, we need to do this, let's figure it out. That's a positive problem. We call it a dream. But by me figuring those things out, what I'm doing is I'm creating a pattern, a habit, a skill of learning how to solve problems more effectively. And within our organization, what I found is that as we have people accomplishing their dreams, when problems arise, COVID, right, our team didn't sit on their hands and say, Ah, you know, I don't know what we're going to do here. But it was okay, cool. Here's another here's another problem. And it was just another thing that they were used to solving instead of sitting there and not knowing what the answers are. So I really think that if we can encourage more people to think big, because that's exciting, right to think what if, and then to be able to take steps in those directions, personally, they're also able to do that whatever community they're part of whether that's a, you know, political community, whether that's a just their local community or in the workplace as well.

Brian Nichols  
One thing I want to go back to when I was writing this down, you talked about creating these patterns, right? You're you're showing the path you're starting to, it's the idea of instilling that, that healthy habit, right, you're starting to figure out, okay, a plus b, even though a plus b might suck, it does equal seat it does equal this reward, right? So I wake up every morning, I do my workout at 5am. It sucks. But right, I am in the best shape I've been in, in years in my life, probably honestly. And I feel great. I you know, I'm able to go to work with a sense of energy that I really have never had. And I think it was Victor Antonio, he coined this phrase, it's the aggregation of marginal gains, if you can do 1% Better, every single day, I think it was like you, you would end up doing 130% He did the math, and it blew my brain. But like when you hear just if you can concentrate on such minute details that don't seem like they make a difference, but actually do and that right, there maybe is is the step the action item we can we can walk away from the audience with today. Because you know, as we wrap the conversation up here next five minutes or so I want people to see that there is a path forward, it sounds like a lot, right? You said, you know 100 dreams, who day and that's a lot of dreams to have. And it maybe it's better to start with five start with 10 Start with the things that you can start to not only see in your purview right now. But then once you see it in your protein, you start to check things off the box, it starts to get comfortable, it starts to get familiar, you start to figure out that yes, this does work. And it feels good to see that positive rewards. So with that being said

Dane Espegard  
thing in Brian with that if I can tack on one extra thing, go for it, what you also see and this is what I think about like with the LP and anything else, it's like, you know, the whole pattern that we're talking about of being a solution finder, what that does when you work out at 5am consistently every day, what it does is it that empowers the individual, and that's what we need, in my opinion, right now is people to feel like they can make a difference and they can make a change. And if somebody is again, pursuing growth, pursuing change pursuing their dreams at home on a personal level, I mean, there's only so long that that person can can kind of sit on the sidelines and feel as though they're not able to make a difference. And so again, I feel like they're connected we're talking about the individual but if we're empowering and growing the individual that's going to strengthen the greater good that they're a part of.

Brian Nichols  
Yeah, and I think this is one thing as we walk away too it's important to remember that he was a teammate of individuals right you look at the team that the older there's no I in team no but there's a lot of eyes in the team right like come on I just watched um you know Micah Parsons for the Dallas Cowboys here as we're recording here on On Monday, the 13th right after Micah Parsons, who was a rookie Dallas Cowboys linebacker is single handedly like taking over the NFL by storm. Kids just an absolute phenom. But you see, like, just just imagine the Dallas Cowboys defense. Without him he if he was not the best version of himself rewind and I know this is not the around the NFL podcast. I apologize. Folks are talking cowboys. But you know, rewind, a short four years ago we had a guy named Jaylon Smith on the team and he was back in college. Just an absolute stud has a horrific injury his senior game almost loses his leg on didn't believe he's gonna be able to walk again had a condition called Drop Foot where he had no feeling in the bottom of his foot. Comes back is his I think his rookie or his second second year in the league. Just hits the league by storm has a great year he's resigned to the Cowboys for an awesome ran new contract. Fast forward three years not only is he no longer with the Cowboys, he's no longer playing in the NFL right now.

Dane Espegard  
So we got him. I'm a Packer fan, we got him. And he's not even.

Brian Nichols  
Yeah, so you got him for like two or three games. And I think he sat in the bench for one or two. And yeah, and unfortunately, then that's that's a sad story, right. But it speaks to why it's so important to be the best version of yourself across the board. I say this to my sales team, we actually just had Gary Collins here on the show, he's from the the simple life, where he talks about the importance of your three legged stool, your financial health, your, your sense of purpose, your why, and then also your physical or your physical health. If you don't have those three, have your three legged stool and balance your life constantly uneven, you're constantly trying to search for that balance. And that's why I say to my sales team, I can teach you the sales stuff. Don't don't focus on that. To start off, I want to always start off first and foremost, how are you as a person, I want to make sure you are good as an individual, because only then do I know that you're going to be good as a sales pro, as a teammate, as a part of our culture. So yeah, it does matter. Building a good team does matter. But it starts with building a good person first. So thank you, Dane for for bringing that to the table. And folks, obviously, if you want to go ahead and learn more, we'll make sure we include all the links here in the show notes. So you can go ahead and yes, check out the brand new book, The Dream Machine, A Leaders Guide to Creating teams of high performers who achieve extraordinary outcomes. And that being said, Dan, we want people to be able to continue the conversation with you. So how about this working folks? Go ahead and follow you. And then some final thoughts or words of wisdom that you'd like to leave the audience with?

Dane Espegard  
Yeah, sure. Instagram, social media is a great place just to Dane s Bogaard. Also, my website, Dane, Asperger calm. There's a bunch of information on there and how to connect and some of the things that I'm up to as well, if I were to, if I were to leave, you know, some some lasting comments, I think one of the things when it comes to any change that we want to see, it's still a quote of like, be the change we wish to see in the world. I also believe it's a leadership principle of, you know, if I really want to have my team do something, I need to embody it and live it myself. And so, you know, as a, as an individual, we're all we own a leadership role in something, even if it's our family, or our group of, you know, friends or something. But we all whether or not we recognize that are in some sort of a leadership position. And I really think that it's important for us to understand that by pursuing our own dreams, and by again, trying to reach the next level, and whatever that might mean, for somebody. It's like that absolutely gives the permission to people around us to do the same, not just permission, but it also gives people the encouragement to say if that person's doing that, I should be able to do something similar. And I think that's really important.

Brian Nichols  
give people permission to dream big by you yourself, dreaming big. So with that being said, thank you, Dane for joining the program, folks. If you want to go ahead and continue the conversation. Yes, links are all in the show notes. And yes, for you audio listener, I'll make it easy for you. Go ahead, click the artwork in your podcast catcher. It'll bring you right to today's episode where you can get all those links the entire transcript of today's episode and oh, yeah, all 400 Plus episodes of The Brian Nichols Show, but with that being said, thank you to the one and only author of the Dream Machine A Leaders Guide to Creating teams of high performers who achieve extraordinary outcomes. Dane Asgard thanks for joining the program.

Dane Espegard  
Thanks a lot Brian.

Brian Nichols  
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