Your Iconic Image : How to Get Past Gatekeepers
Steve Sims\xa0
Do you know anyone that\u2019s worked with Sir Elton John or Elon Musk, sent people down to see the wreck of the Titanic on the sea bed or closed museums in Florence for a private dinner party and then had Andrea Bocelli serenade them while they eat their pasta \u2013 you do now
Quoted as \u201cThe Real Life Wizard of Oz" by Forbes and Entrepreneur Magazine, Steve Sims is a best selling Author with "BLUEFISHING - the art of making things happen\u201d, sought-after coach and a speaker at a variety of networks, groups and associations as well as the Pentagon and Harvard \u2013 twice!
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I started off trying to find how rich people interacted\u2026in the end I wound up being the doorman of a nightclub\u2026it gave me a great viewpoint of people..and the psychology of a human being.
What it did teach me is that if I was slightly dubious about someone and I let them in the club, it was only a matter of time before I was kicking them out.\xa0 So I learned at a very, very early age\xa0 to protect the front door.\xa0 If you guard that with your life, you removed 99.9% of the problems. \xa0
Now, if I\u2019ve got clients coming to me\u2026if they\u2019re not the right fit, that\u2019s your front door. It ain\u2019t gonna get any better just cause they paid you.
It\u2019s my gut.\xa0 I believe we become dumber by what we see.\xa0 It\u2019s very easy for me to look professional\u2026something like that would impress you\u2026but I decided your gut is far more intelligent.\xa0 How many times have we had a conversation with someone\u2026they\u2019ve got an expensive watch, the story sounds good, but something\u2019s just not right.\xa0 And then we go back to our eyesight and go \u2018oh, but he\u2019s got a nice watch\u2026\u2019\xa0
Stop believing what I see and trust my gut. \xa0
We were incredibly smart when we were 3 years old\u2026.most of us became dumber because of peer pressure, schools, parents\u2026you drop your kids off at school and you see someone sitting in the corner\u2026of that\u2019s Tommy\u2026why don\u2019t you go play with Tommy?\xa0 Tommy smells\u2026.Tommy pokes people.\xa0 I don\u2019t like Tommy\u2026we go \u2018Don\u2019t be like that.\xa0 You go play with Tommy.\u2019 And we force them into a relationship they didn\u2019t want to have.\xa0 It\u2019s rude, it\u2019s harsh, but the bottom like of it is, imagine if everyone was honest tomorrow\u2026.and went \u2018Hey, this relationship with me and you, it ain\u2019t working.\xa0 All the best.\xa0 Bye!\u2019 \u2026We would lose a lot of relationships but what would happen to the relationships we retain?
I remember years ago, and it was a big turning point for me, there was a guy that I really looked up to\u2026we were in this networking event\u2026and this guy was trying to get Tony\u2019s attention\u2026Tony took him over one side and said \u2018Look, it doesn\u2019t matter how long we take, me and you are never gonna get on.\xa0 It\u2019s not good or bad, it\u2019s just a fact.\xa0 You\u2019re wasting all your time trying to generate a relationship with me and I\u2019m letting you know now, it\u2019s not gonna work\u2026Out of respect for our time, I wish you al the best.\u2019\u2026The guy went off and the people were very receptive to him. He walked into the bouquet that worked for him.\xa0 He actually came over to Tony and said \u2018Thank you so much for saving me the time.\u2019\u2026There was no hostility, no anger, but it was very clear it wasn\u2019t gonna work.
We itemize through our eyeballs and we approve through our eyeballs where we should be focusing on what we learned as a kid.\xa0 Our gut.\xa0 If it smells off, move away from it.
Anyone that\u2019s been appointed as as gatekeeper has to be 100% synchronized with the person who\u2019s gate their keeping.\xa0 I have gatekeepers and I constantly tweak and refine because constantly things change in my life\u2026.You\u2019re constantly tweaking with your gatekeepers how receptive you are to new contact and more contact.\xa0
A gatekeeper should be nothing more, should! be nothing more\xa0 than a continuation of you.
We all know this\u2026gatekeepers\u2026get an ego\u2026.so you\u2019ve got to get around that.
The beautiful thing about today\u2026is that we can get in touch with anybody\u2026The trick today is not being able to reach out to people\u2026the talent is showing up with so much of a solution and an engagement that the person goes \u2018Ah! This is someone I want to talk to.\u2019
How have I leveraged my relationships? \u2026I walk into a bar and you\u2019re in that bar and you\u2019re there with your mate.\xa0 I walk up to you and go \u2018Hey! How are you doing?\xa0 My name\u2019s Steve Sims.\xa0 I\u2019ve worked with Elton John, Elon Musk and the Pope. I\u2019m a big deal.\u2019 and I go to shake your hand.\xa0 Move along.
Let\u2019s change it.\xa0 I walk into a bar.\xa0 I don\u2019t come over to you because I don\u2019t know you and I walk to the end of the bar and order my old fashioned. And your best mate is next to you, elbows you in the ribs\xa0 and goes \u2018See that guy over there? That\u2019s Steve Sims.\xa0 He\u2019s worked with Elon Musk, Sir Elton John and the Pope.\xa0 That guy\u2019s a big deal.\u2019 Now what are you thinking and what do you want to do?
It\u2019s the source!\xa0 When I tell you, it\u2019s promotion, it\u2019s self marketing and it\u2019s actually quite vile and disgusting.\xa0 But, if somebody else introduces you, you turn up with credibility.
Nobody has ever walked onto the roof.\xa0 You get there by a ladder.
Can you introduce me to\u2026?\xa0 Now I\u2019m coming in as a credible introduction. \xa0
I leverage every relationship to see where the next one can go. \xa0
I make a point, key thing here, never introducing myself.
If you\u2019re at a party and someone comes up and says\u2026\u2019what do you do?\u2019\u2026If your mate is next to you, go \u2018Mary, what would you say I did?\u2019\xa0 Now this may sound silly and funny, but it will carry way more weight having someone else introduce you\u2026.because you can name drop, I don\u2019t have to.
How do you turn up as a solution? \u2026Google them, then go to images then go to their social feeds.\xa0 The images will show pictures of where they\u2019ve been\u2026read news reports of project they\u2019re in\u2026you can see what they\u2019re supporting\u2026you can find out a lot by cyber stalking people.\xa0 You can also find out the quirky stuff. \xa0
I have never moved without purpose. \xa0
When you\u2019re at an event\u2026all the celebrities\u2026the powerful people are sitting closest to the stage.\xa0 Where is the best seat to have?\u2026I can guarantee you\u2019re going to make your way to the bar or the bathroom during this event\u2026I buy a ticket\u2026divided between the bar and the bathroom.
No one will talk more about themselves or stuff that they love.\xa0 So get them talking about it.
I attack the person with something he loves.\xa0
Another way to get a person talking is about a problem they\u2019ve got. \xa0
The bottom line is, give them a solution.\xa0 Give them something that benefits them\u2026.try to find out what can you bring to the party that\u2019s gonna help them.
The beautiful thing is, you\u2019ve only gotta get it right once.\xa0 So, the amount of times I\u2019ve gone up to a celebrity\u2026rich and powerful person\u2026the wrong gatekeeper\u2026the wrong person to start a conversation, and they\u2019ve gone \u2018No, Mate.\u2019\u2026and then I go away, I sit down and go \u2018How did I lose that?\u2019\u2026oh, I did that\u2026so then I go and try it again\u2026you learn along the way and then all of a sudden you wind up speaking with someone and they go \u2018That\u2019s fantastic! Let\u2019s do that!\u2019
Celebrities make up maybe less than 10% of my client bank, but I\u2019ve got people that kind of own celebrities, own studios\u2026
It\u2019s been interesting to see, you\u2019ve gotta focus on the solution and the conversation and the reasons\u2026I feel that people are over-complicated\xa0
People see wealthy, powerful people and they become intimidated. \xa0
\u2026why is that your price market?\u2026what\u2019s the difference between selling a $30M apartment and and a $2M\u2026there\u2019s no difference\u2026she came down to \u2018the client\u2019\u2026they\u2019re more demanding.\xa0 Are they more demanding or are you scared?
When someone\u2019s demanding, all they\u2019re doing is searching for confidence that you\u2019re the person that can.\xa0 When you\u2019ve got confidence in you, when you\u2019ve got experience, and you get experience by failing\u2026when you\u2019ve got experience you\u2019ve got credibility and that breeds confidence because you\u2019ve got proof.
Why are people scared?\u2026People turn up to your checkbook.\xa0 They\u2019re talking to you because you\u2019re rich and that\u2019s a one-sided conversation. \xa0
But, if people turn up as a way of helping me\u2026how do you help a billionaire?\u2026The richer someone gets, the more impact they want to create.\xa0 If you can help them with that impact, you have their engagement.
You don\u2019t become a millionaire, you actually develop your skills on being successful, creating impact, creating a solution, monetizing it.\xa0 Money is secondary.\xa0 It\u2019s a reaction\u2026
The difference between a rich person and a poor person is the bank account.\xa0 The difference between a non-successful person and a successful person is mindset.\xa0 And if you can get your mindset right, you end up becoming that rich person.
\u2026Fail.\xa0 Fail a lot.\xa0 Keep failing.\xa0 Keep getting the experience that breeds the credibility that proves the confidence which people can smell.
If I don\u2019t fail in the next week, I haven\u2019t tried hard enough and I\u2019m not willing to stay where I am.\xa0 I wanna keep on failing.
No is really no pretty much straight away.\xa0 If I ask you\u2026and you say no, anything that I do afterwards is now trying to get you to change your position.\xa0 And no is very much a finite mood\u2026no is one of those words where once we\u2019ve said it, we\u2019ve complete it.\xa0 That conversation\u2019s over now.\xa0 Even if it was a bad decision\u2026
If I got a \u2018no\u2019, I was asking the wrong person or the wrong question.
There are millions of ways into a house\u2026there\u2019s no point in going up to the valet boy at the Oscars and saying \u2018can I get in?\u2019\xa0 because he doesn\u2019t have the power to say \u2018yes\u2019
I don\u2019t want a no, I\u2019ll always come up and give you an option.
I took over an entire museum\u2026if I had contacted the museum and said \u2018hey, I want you to shut your museum down from 3:00 in the afternoon til 2:00 in the morning, kick all the patrons out\u2026would that be ok?\u2019 What would they say?\u2026first, I got a powerful person to make the introduction\u2026before we do that, I heard that you\u2019re having a gala at the end of this year.\xa0 What\u2019s the purpose?\u2026How would you like to go into your gala already have achieving a third of your goal?\u2026Now let\u2019s talk\u2026
I get somebody else to introduce me then I turn up as a solution.
No one ever drown by falling in the water.\xa0 They drown by staying there.\xa0
Keep failing.
An Old Fashioned and little expletive button
An Entrepreneurs Advantage
Audio : Ariza Music Productions