James Hotson - How I Went From College Pitch Competition To Leading Premier Startup Sales Team ! | Brought to you by Mallama
Enjoy this interview with the Change Maker, James Hotson, Head of Partnerships at Retention Science. He is the most sought after Salesperson and Business Development Leaders on the Startup world who’s worked with some of the biggest names in the world, including Gary Vee & more!
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00:00:00] Rishi Sharma: [00:00:00] Hey everyone, welcome to take care. Today's guest is James Hodson, head of partnerships or retention, science, which is empowering brands to deliver relevant information to consumers and accomplished triathlete and a veteran of the LA startup scene. Welcome, James. How are you?
[00:00:18] James hotson: [00:00:18] Hey, Rishi. Thanks for having me.
[00:00:20] I'm doing well.
[00:00:22] Rishi Sharma: [00:00:22] Thanks for being on the podcast. We're excited to have you here. Um, so I'd like to start the conversation and give people a little bit of your backstory, kind of what led you to the LA startup scene at, um, being involved in partnerships and sales.
[00:00:36] James hotson: [00:00:36] Uh, well, we can start early, early days. I grew up in Seattle.
[00:00:41] Uh, Washington. So a lot in the late eighties, early nineties. A lot of good technology up there. Um, so it was always, you know, kind of surrounded by Microsoft and Amazon and, um, was always interested in technology. I really, as a, as a young kid, um. [00:01:00] Started, you know, selling things out of my parents' garage on eBay, became a power seller there, which is kind of funny.
[00:01:06] Um, and so I was just always, I like, I love the internet. I love e-commerce. Um, from a very young age. And, um, ended up coming to school in LA, went to USC and got a degree in, uh, the global business, uh, won an entrepreneurship competition, which I actually, depending on the timing of this podcast, I think it was last week.
[00:01:27] Uh, that it was the, the new venture seed competition. Um, which is a really great, like, uh, blood gripe program that helps. Guys launched their first company. Um, got second place, got a little bit of seed funding, started, uh, e-commerce wallet company, um, and learned everything I could about, um, just starting a Shopify site, getting an Amazon, uh, seller's account and selling through there and learning logistics source and product in China.
[00:01:57] Um, and that was. Super fun and [00:02:00] interesting to me. Um, but I realized I couldn't do it on my own. Um, and that kind of led me to my next, um, partner. My next job, which was literally joining a father and son team. And, uh, they're based on Formosa beach. And so after graduation I can stay in LA, which was great.
[00:02:18] Um, and my old boss, Rick long was like employee, maybe early nineties, definitely under a hundred. At Nike. Um, so you've been at Makey and just like old shoe dog knew everything. There was about shoes and he wanted to start a shoe company. Um, so we started a true company, um, the three of us down in her modus, and we thought, how can we use the power of the internet to crowdsource the designs?
[00:02:43] Um, and I just loved everything and like the power of tapping into a huge audience online, uh, being able to sell directly to the customer. And, um, you know, from there, that kind of led me to where I'm at now at retention science, which is, you know, [00:03:00] building software and technology that supports all of these brands.
[00:03:03] Um, and so we can help kind of take some of the guesswork out of running the business, give them insights that they need to compete against Amazon, those kinds of things. So hopefully that's a, that's a pretty good backstory on. Uh, the journey so far.
[00:03:18] Rishi Sharma: [00:03:18] Oh, that's great. That's great. Um, I'd like to just take it back to, um, that seed funding competition you had at USC.
[00:03:25] What was your pitch and what was the company that you used with the seaplane? It's great.
[00:03:30] James hotson: [00:03:30] Well the pitch was interesting cause I was. I'm making a minimalist wallet, which for whatever reason, this was 2010, uh, not a lot of people were using those super slim wallets. Right. Um, and I was talking online and I gave every single one of the judge compensation judges a wallet, and it was all guys that were intact and they loved it.
[00:03:52] Um, and so I think the combination of like already having a little bit of sales, um, online and having [00:04:00] actual product. Help me stand out. I think there were 200 companies that, um, were participating in this competition, and I ended up getting second to a very fun company called sporting sale. I remember these guys, they made like parachutes for skateboarders, which was awesome.
[00:04:15] So they could start, and I was like, this idea is really fun and cool. Um, but yeah, that was the, the pitch was all around, Hey, bring a product that wasn't really. Um, around using, you know, really high quality material at lower costs, being super efficient and just using, uh, you know, technology supply chain to be quicker, better, faster, stronger than, um.
[00:04:38] Any other brands out there?
[00:04:41] Rishi Sharma: [00:04:41] Yeah, that sounds like a something, definitely I would be up my alley as well. I love the minimalism design. Um, so I like to go next to the next part. You mentioned, which was the company you joined in Hermosa beach, um, from knowing you, I know it's, it was, it was called tweak footwear, correct?
[00:04:58] James hotson: [00:04:58] Correct.
[00:05:00] [00:04:59] Rishi Sharma: [00:04:59] So, you know, explain to plan to the audience what was kind of the mission of that, of that company, and kind of what was, what was the differentiator with that company and some lessons you learned from that experience?
[00:05:13] James hotson: [00:05:13] Yes. We launched, I think, uh, 2011 is when the first shoe kinda came out. Um, and the goal was to crowdsource that his arm.
[00:05:22] So it was the first time, I think Nike ID was around, if anyone remembers that you could like. Make your own color way of the, of issue, but there's nothing else personalized about shoes at that time that I saw. Um, and maybe there were, but I wasn't familiar with. And so. We were going to give the customer like 100% of the power to design their own shoes.
[00:05:42] And so we built a Facebook app that would allow, uh, people to submit their own designs, and then we would actually go out and make that shoe. Um, and we've got all crazy kinds of submissions. I remember the way we kind of created the audience was through YouTube. So we tapped into existing [00:06:00] YouTube channels that had.
[00:06:01] No millions of followers. We worked with great personalities like Rhett and link. Um, and these guys had just super fans that loved creating product for them. And of course, any YouTuber wants to shoot, cause at the time who had great shoot, who had shoes only, like amazing athletes had shoes. Um, and so it was a really nice setup.
[00:06:20] Um, I think we got like 30,000 submissions on our first shoe design. Um, it ended up being a very fun, uh, mid top that was canvas. We put a good, because written link are so like music oriented and they make all these great songs. You put a guitar pick holder on there that was submitted by. So many of their fans.
[00:06:38] Um, and then we just had a lot of fun with building that and kind of rinsing and repeating it. And I think we ended up making 19 different styles. I've, I'm sure. Um, four different YouTube has different personalities and literally just like letting the customer dictate and tell the designs they wanted and we would go produce it.
[00:06:58] It was, it was a lot of fun.
[00:07:00] [00:07:00] Rishi Sharma: [00:07:00] Oh, that sounds, that sounds great. And what were some particular lessons maybe learned from that experience that you're now taking on into your new roles? Uh, at retention science?
[00:07:08] James hotson: [00:07:08] Um, I think the first thing is like, wow, there's a lot of power in what the customer has to say. Um, so if you listen to your customer, and like we made some very ugly shoes, in my opinion.
[00:07:20] But we would put, you know, a, a embroider, a wing on a shoe, and that would sell 2000, 6,000, 10,000 pairs. Um, if you listen to your customer, there's a lot of people similar to that, one or two people that are giving you that feedback, um, listen to them, and they're telling you know what they want. Um, so I think that was kind of lesson number one.
[00:07:43] Uh. And then I started to realize as we scaled, uh, how powerful data was. Like I couldn't just, you'd go through 30,000 designs in an afternoon. I couldn't figure out, um, you know, everyone who ordered six months ago, you know, what the new shoe that they want. Cause we were [00:08:00] our, our demographic ended up being like teenage boys and so their feet are probably growing.
[00:08:04] How can I resell them? Another pair. And just like getting sunk in all that data, uh, was really kind of tough to navigate, which is why I like recess so much. Um, but data is super, super powerful. Yeah. And then probably the last thing that was, was fun for me. Like Rick, my boss had a, had just a fun personality.
[00:08:28] He really love to surprise and delight people and like, he could just make anyone smile. And so just being able to make people smile through business was the next thing. I thought it was so fun. Um, an example that is like every person who submitted a design, we actually put their name. On the wrapping paper that's inside the box of the shoes came in.
[00:08:49] So it was really, part of them is really part of their community and I just like those little pieces that would just put a smile on someone's face. I love, um, and so trying to replicate that now as much as I can.
[00:09:01] [00:09:00] Rishi Sharma: [00:09:01] Well, thank you for breaking that down. Um, I think that's all valuable insights. Um, so another part of your background is, uh, you know, your triathlete.
[00:09:12] Um, and that's obviously a very, uh. All encompassing activity, right? You have so many different parts to that. So what drew you to be a triathlete and kind of how is that training and discipline translated to other parts of your life?
[00:09:29] James hotson: [00:09:29] Uh, I think there's a lot of, there's a lot of parallels. Or, and business.
[00:09:34] Um, I really just, it kind of comes from after workout. You usually feel better than you did before you started the workout. Um, and with trout balm, there's a great community of people that do it. Um, there's also just a tremendous challenge aspect that comes to it. So I think the, the number one thing that drew me to it was just curiosity.
[00:09:55] Um, you know, like, how could I possibly do this? How far could I [00:10:00] go. Yeah, today it's more around like how fast can I go? Um, and so I think it's just curiosity and trying to challenge yourself and reach your full potential is the thing that keeps me interested in and keeping me trying to like do a little bit better than I did last time.
[00:10:16] Rishi Sharma: [00:10:16] That's great. That's great. And then your, how do you apply that to your current, your current role and past roles?
[00:10:23] James hotson: [00:10:23] Yeah, it translates really nicely. Um, cause I think the things that lead to success in any of those aspects are discipline and consistency. Um, and sort of. You're doing that on one end, it tends to bleed into the other parts of your life, which is nice.
[00:10:40] Um, and I think the back to the community, like for probably a two or three year period, there was a group of four of us, um, on the West side here in Los Angeles that we're training for these things. All four of us had companies all a little bit different stages, but these were like. Our bike rides and our training [00:11:00] sessions on our runs were like therapy sessions.
[00:11:03] We would just go out and talk about the challenges we were facing and how we tackle it. It was great. Yeah. And it created some really, really strong, um, strong friendships in there. And. I think maybe the last piece is, you know, if you, I always thought I was working really hard, and it's just until you get to that next level, you kind of see, Nope, you weren't working hard.
[00:11:25] You have no idea how hard others are working. And so it just. If you're thinking you're working hard today, you're not, I promise you, like you could be doing so, so much more. And then trying to just, that also affect every part of my other ms every other aspect of life and hopefully in a positive way.
[00:11:42] Rishi Sharma: [00:11:42] That's great. Since you've learned some valuable lessons from that and push yourself to a whole nother level. Um, so I would like to now translate it to the world of sales. Uh, it was previously the head of sales at retention science. So I'd like to just ask for, ask [00:12:00] to you what, what makes a good salesperson in.
[00:12:04] In today's modern world where tons and tons of people pitching you things all the
[00:12:09] James hotson: [00:12:09] time. Yeah. Um, there is a lot getting to that point. Everyone jokes, my inbox is all full of, um, sales people trying to sell me something today. Yeah. What makes a good salesperson? I think, you know, there's the, there's the tenacity aspect of just being able to go after it, and I think that's still still important.
[00:12:34] You still have to do the work. Um, there's the kind of naive optimism that you need just to make sure you're like, Hey. This is going to work, or we can do this, or we can get to, we can hit that goal, which you kind of need that optimism to bounce back a lot. Um, I mean, more and more today it's, it's really.
[00:12:55] The better sales people, they tend to care the most. Um, they [00:13:00] really care. Um, and my, I kind of thought is these are our people that are not only caring about just the product that sell, but they care about the industry and they want like to get better. In my case, like, I want e-commerce in general to get better because I'm a part of it.
[00:13:16] And so they're the people that are reading industry blogs, uh, they're keeping up with . Everything outside of their channel and everything that affects the person that they're may be talking to. Um, so I think you can care more today than you'd have in the past, cause we send emails. It's too easy to get on the phone.
[00:13:32] Um, and it's, you get blocked out most of the times. So it's like you gotta have the tenacity and optimism to keep going, but you've got to care. Um. Maybe the other piece of being a good good salesperson is just having the skin of a rhino. Um, I definitely know after seven years, I've like hundreds, literally hundreds, maybe thousands.
[00:13:53] Um, have people that I respect, high level C level folks that I greatly respected, told me, [00:14:00] you know, no, or this will never work or whatever. Um, or, you know, all sorts of negative things. But. The other day, I believe in what we're doing and I believe in the product. I'm going to bounce back, even if Joe Schmoe thinks Nope.
[00:14:12] Not for him. Yeah. So, yeah. Hopefully that's helpful.
[00:14:17] Rishi Sharma: [00:14:17] Yeah, no, that's, that's a really concise way of describing what makes an ideal size salesperson for today's world. So I'd like to just kind of break that down and go a little bit more in depth into that. Um. Let's just say you're working or you're coaching up a of another sales rep or somebody else newly coming into sales, like how would you describe your approach when you're, when you're approaching a prospect or you're approaching a potential partnership that you're now in your current role, what is the steps that go into kind of.
[00:14:47] That whole sales cycle.
[00:14:49] James hotson: [00:14:49] Um, there's a lot and it's very complex, but I think you can simplify a lot of it too. If you're not helping, you're not selling [00:15:00] and you, you can hear. Veterans kind of talk about, are you selling a vitamin? Are you selling a, you know, actual medicine? Um, but, but I think if it's someone who's fairly new to sales and they're starting their cold outreach, um, and they're sitting there, they're drafting up their first cold emails.
[00:15:18] It's like. The person, the other cares zero about you. Uh, and so you got to deliver some value or something that's going to help make them much better, their life better. So think about, you know, what Sally on the other end wants, and how can you actually make her life better before you send that email, um, or, or how would that be be, you know, thought out before you make the call.
[00:15:39] I think the approach is also. Really around, um, you know, being prepared, setting goals for literally every interaction. If you get 10 minutes of someone's time, what's, what's the ideal goal to help them get what they need? Is it figuring out the account? Is it figuring out the company? Russ needs to sign off?
[00:15:58] You know, how can you make the [00:16:00] biggest impact? Um, you know, set those goals for literally every interaction. And then I'm super guilty of, of practicing and just rehearsing as much as I can. You know, I'll, I'll literally write out every single word I'll say on a demo or on a second call. Um, it just, cause I want to to every word, every second, about 30 minute, one hour that you have that person's time is, is.
[00:16:24] Really critical. Yep. So, and I think a lot of that comes down to being, you know, crisp and concise. Um, and w with sales, you gotta really good sales people. Kind of back to your earlier point, three questions. Um, that helped you uncover some of those problems and issues. And so, you know, constantly refining what questions am I going to ask?
[00:16:48] Okay. What are the five most important questions I should ask? What should I do? Comparative conversation goes this way or that way. Um, and so. I'm always trying to better the questions that I'm, that I'm asking when I'm [00:17:00] on a call. And I think for a newer salesperson, the way I've been able to kind of survive for, for seven years as a software, as a salesperson, it's, I just read as much as I can.
[00:17:13] Uh, my. Saturday, Sunday afternoon, I'm generally reading a sales book general, and not always taking every tidbit of advice that's in there, but trying to be well-read around sales, around the industry, reading as much as I can about, uh, you know, storytelling psychology, what makes people buy. Those kinds of things are just interesting to learn to me.
[00:17:39] Rishi Sharma: [00:17:39] So is there a particular book or or research or podcast, some sort of content that like made the most impact that you would recommend the most?
[00:17:48] James hotson: [00:17:48] Um, well, some of the early ones made a really big impact. Um, I really liked the book spin selling. It's not for everybody, but that one made, that was the first like I guess [00:18:00] breakthrough book I read cause it talked about how do you, you know, put a series of questions together or how do you set up a prospect.
[00:18:08] Basically think he or she needs the, where your solution, uh, by asking the right questions and they kind of come to a determination on their own. Um, I really like those kinds of things. There's, there's funny sales books that I've read, like the secrets of power negotiation, which was written by, uh, I think actually a professor at USC.
[00:18:27] Uh, but in the 80s. Okay. If he talks about like simple things that make it a ton of impact, like when someone gives you the price of something, whether it's high or low, just like have a reaction, like it's negative and just be silent and see if they'll lower the price. Um, I just thought like, lug such an 1980s Trek, just, it's funny to me that it's real and it works.
[00:18:56] Um. Well for anyone listening, probably my favorite [00:19:00] coach up there, a Stanford professor named Maggie Neely. He has some great stuff on negotiation.
[00:19:07] Rishi Sharma: [00:19:07] Thank you for breaking down some resources. So I'm going to go switch over to, I know, retention, science, other stuff now is one of the leaders and, uh, AI and personalization.
[00:19:18] Uh. For eCommerce brands in terms of delivering emails and messaging. Um, so AI and personalization is a real buzz word and culture and business. Uh, what are some of the benefits that people can experience in commerce, uh, today from, from. From this technology,
[00:19:39] James hotson: [00:19:39] it's similar to, um, you know, the early days. I think it's still efficiency.
[00:19:46] Um, I think being really efficient is the advantage of AI. Um, and so depending on how you look at that, I think efficiency and speed's really important to any business. Um, but it's now [00:20:00] transitioned a little bit. I'm seeing at least. Position a little bit more into keeping businesses in the game or helping them stay competitive because.
[00:20:10] That level of like customer expectation from a company is so high because so many great companies are doing just amazing things that the customer expects just a certain level of personalization and, and handholding. Um, that it's, it's really actually very tough to deliver at scale. Um, so ideally if you use AI and you personalize things, it would lead to a better customer experience.
[00:20:38] Um, so I think the efficiency and customer experience become like the one in two things where, and personalization are, are like helping companies grow and scale.
[00:20:48] Rishi Sharma: [00:20:48] Thank you for breaking that down for, but, uh, so I'd like to take that another step forward, like in five years or 10 years in the future, where do you see this AI and personalization going in regards to commerce and how we [00:21:00] relate to brands?
[00:21:01] James hotson: [00:21:01] It can go pretty far. Um, you know, you see some, some interesting things like the basis of AI is. Like discovery and discovery for the customer, right? If we can serve up something that we know you need or you don't know you need, or something that would be interesting to you that you didn't know existed, that's kind of the basis of eCommerce in general.
[00:21:24] A lot of discovery in there. And so. Um, you see, I think in five years there's going to be a lot more cross cross between just like your standard website experience of you shopping on your laptop or smartphone. How do you, um, combine that experience with something that's in store and physical. Um, with all that great data you have on the customer, like if you know, James is walking into Nordstrom and the guy brings out three pairs of shoes and he's actually using data to figure out what are the best three possible shoes for me, instead of like, [00:22:00] okay, I'm going to bring out the three that I like are the three that I've sold the most this month.
[00:22:04] Um, that's actually a really interesting way to personalize that in store experience from data that was maybe online.
[00:22:13] Rishi Sharma: [00:22:13] Yeah, no, absolutely. I can just imagine, uh, you know, being recommended exactly what you're wanting for anything. You're already seeing it in some of these, yeah. You're already seeing it in some of these stores, um, where they have a mirror and you're trying it on, and then they're recommending that data to you when you go on their website later.
[00:22:32] So the future is here for sure.
[00:22:36] James hotson: [00:22:36] Yeah. I love it. With like the, not only like free samples or discovery of new products. But, uh, you know, complimentary product that you're, that you're sending to a customer just as you get it in their hands. Yeah. It's so interesting.
[00:22:51] Rishi Sharma: [00:22:51] Yeah, definitely a new world for sure. Um, so yeah, I just want to kind of move into some of the final questions.
[00:23:00] [00:22:59] Um, so take care of the podcast. We like to break down the routines, habits, rituals of, you know, people like yourselves. And I'd just like to kind of break down is, do you have any morning routine? Do you have any rituals that you do in the course of the day, uh, to make sure that you have that consistency and discipline that you're talking about?
[00:23:16] James hotson: [00:23:16] Um, I've a lot it, it's all constantly changing. Um, right now my morning routine cause it for the past forever, as long as I can remember, it has been wake up, don't think, go get a workout in and just get the body moving. And that has worked really well for a long time. Um, but I think slowing down a little bit lately and the routines, you know, actually starting with writing a little bit more every day, but.
[00:23:45] Before the actual workout. So get up, you know, write three, three things down that I'm grateful for that day. Uh, two or three affirmations, um, write down my goals and then, um, usually that's, that's a good start to kind [00:24:00] of kick off the morning. Stretch a little bit, and then then get the workout in. So now instead of rolling out of bed at six, I'm rolling out of bed a little bit earlier, five 35, 45 most days.
[00:24:12] Um, but I, I'm thinking that it's helping and helping me get in the right direction. Um. Make sure that I can perform really highly and kind of all areas cause I know if I don't do those things or there isn't like purpose behind a potential workout or there is an intention behind what I'm doing that day, then it's like this is just really, really hard work and it's not fun.
[00:24:37] Maybe those things down, help kind of put everything in perspective.
[00:24:41] Rishi Sharma: [00:24:41] That's great. And this change, what brought about this change in routine for you to make the, make the chain instead of rolling out a bed and going straight to the workout can make these changes? What, what drove that?
[00:24:53] James hotson: [00:24:53] Uh, so for awhile had a team of, uh, I think it was 11 or eight BDRs or eight people kind of setting meetings [00:25:00] and had complete control of my calendar and we sell.
[00:25:04] Around the world. And so I occasionally would wake up at three o'clock in the morning to have a demo with a company in Copenhagen or wake up at 6:00 AM to talk to New York or wake up, uh, or stay up late to talk to a company on Australia. And so it's like I had no control over my schedule, literally zero and.
[00:25:26] So when you have no control over your schedule, you need to, you need to be stubborn and kind of carve out and start to set boundaries on things that actually feed your soul so that you can then be a high performer. Um, and so that was the part of the change that, uh. That kind of brought everything to a head cause I was just completely burning out because I wasn't getting the sleep that I needed to give my best on a call, which then is a waste of that person's 30 minutes.
[00:25:55] Um, and so, you know, carving out this time to work and, uh, you [00:26:00] know, be intentional. Write some stuff down, get it out of my head, you know, kinda kinda just put things in, organize them a little bit, and then we'll get a little bit of workout in. That's. That's a, that's a good way for me to at least manage the day.
[00:26:13] Rishi Sharma: [00:26:13] That's great. And you, you've seen all the positive results as a result of the change.
[00:26:17] James hotson: [00:26:17] Yeah. Def definitely happier. Yeah, definitely happier. Feel like there's a little bit less chaos, which is good.
[00:26:24] Rishi Sharma: [00:26:24] Yeah. No, that's great. So this is a great segue to the next question. What does personal care mean
[00:26:30] James hotson: [00:26:30] to you? Uh, is it, it's an important one.
[00:26:34] Um. I got super lucky growing up, um, in Seattle area. Cause I, I was able to see a bunch of our neighbors who are at Microsoft in the early days, um, you know, become extremely wealthy. Um, and they just, that didn't equate to happiness. Uh, like they weren't the happiest guys. And in fact it would be more the opposite.
[00:26:56] And so you kind of realize like, Hey, health is actually the [00:27:00] number one. Most thing is not like just being successful in your job. Um, and so health has always been super, super important. Um, because if you're not. You know, achieving the, like what you're capable of, um, from a career standpoint where you're not like taking care of your mental health, your physical health.
[00:27:20] Um, you won't be able to perform at the highest level you're capable of in your career, um, or you won't be as good of a partner in your relationship. And so you got a. Put some time and energy into, you know, staying fit, moving the body, eating well, making sure your, your mind is a good spot. And for that, for me, it's like, I know I need to sleep.
[00:27:41] I know I need like nine hours of sleep, which is maybe embarrassing to admit. Um, but I just fall apart if I don't have it. And so just going to accept that and by thing that I'm working on.
[00:27:52] Rishi Sharma: [00:27:52] Yeah. Well, I think it's always important to know what you, what you need, and then just give your body that regardless of what, whatever it might be, [00:28:00] you know?
[00:28:01] James hotson: [00:28:01] Yeah. Whatever those things are, whatever those things are like completely feed your soul and keep you doing it. Block them off like I had. Another one for me is like I have to go to like a 6:00 PM yoga class and I know most of the time, like I'm missing out on maybe finishing a project or writing that one last email.
[00:28:21] And that's a little bit of a struggle, but I know that the benefit of the longterm is that. Hey, now we're seven years into building retention sites. Yeah. And we're still doing it, and I haven't burned out yet, and that's because I was super stubborn on like leaving the office at five 30 to go make this one.
[00:28:41] Rishi Sharma: [00:28:41] yeah, no, it's important to know your limits and what's going to drive your success. So, uh, thanks for sharing that. Um, so two questions left. What is one common meth or something that you'd like to do. Debunk either in your profession or you know, your [00:29:00] field or anything else.
[00:29:02] James hotson: [00:29:02] Hmm. Um, well, I actually tend to believe.
[00:29:07] That there's a lot of, there's a lot of negative, um, perception of salespeople in general. Um, like you say, used car salesman and everyone thinks negative things, but I actually believe like good salespeople, they're actually some of the best humans on the planet. Uh, I think if you're a good salesperson, you probably have really high morals and you really have, you probably have a really high ethics and you probably have a ton of empathy.
[00:29:33] Um. Especially the ones who've been around for a long time, because there's no way you'd stick around if you didn't actually deliver on the programs you put together. Um, and so those, those salespeople that have been around for a long time, they've actually created really strong bonds with their customers.
[00:29:50] They've actually helped their customers at a time. Um, and so I actually think salespeople are actually awesome. Um, and it's one of my, [00:30:00] like pet peeves, sales people. Well that don't like own being a salesperson. You know, you hear, Oh, you're being salesy. I'm like, yep. Uh, I'll own that. Like I'm telling you stories, I'm going to be the freaking best at being salesy.
[00:30:14] Um, I believe in my product. Um, and I know that can I get criticized for being, um, you know, stubborn on certain parts or being just like unforgiving on my time on pairing. But. That just means my function is important and I am going to do this the best I can and put together this program the best that I can.
[00:30:34] Rishi Sharma: [00:30:34] That's great. So final question. Uh, if you were to host a dinner and you could have any guests, three other guests from dead or alive, who would be in that dinner party and why would you invite
[00:30:49] James hotson: [00:30:49] them? Oh man. Three guests. Um, I think my mom gets an invite cause she kept a lot of meals for me, so I get to make her dinner.
[00:30:58] Yeah. Um, [00:31:00] I would probably, let me see who would be really interesting. If you know what, I would probably take Oprah as well. That'd be a fun one for my mom to meet. Um, and I think Robin Williams would actually be another hilarious guest that would be. That'd be pretty fun. Dinner. Yeah. Yeah. Make it five or five people total so you could call.
[00:31:27] Rishi Sharma: [00:31:27] Yeah, that'd be great. That'd be great. Definitely. We'd love to be a part of that. So thanks again for being on the podcast. We really, really appreciate you having here. I think the audience learned a ton. Um, do you just let the listeners know where they can connect with you online or checkout anything you're working on?
[00:31:45] James hotson: [00:31:45] Yeah, I'm pretty easy to find. It's most my, uh. Email and socialism is James Hodson. So, uh, Instagram, James Hodson email, James ad Hodson that column you can find me, uh, with a quick Google. Alright,
[00:31:59] Rishi Sharma: [00:31:59] sounds [00:32:00] good. And uh, yeah, thank you and
[00:32:03] James hotson: [00:32:03] appreciate this was a ton of fun. Thank you for having me. Appreciate it.