At the onset of the pandemic, Mitch Haber of One America came up with a novel approach to support their clients – a podcast. But instead of venturing into a typical business podcast, he took a different approach. Mitch decided to interview people from all avenues of life: sports, business leaders and consultants, authors, everyday people who overcame challenges – for the purpose of sharing their life’s experiences and collective knowledge. In this special episode of The PT Buzz, John talks with Mitch about the hope, wisdom, and practical business advice that has been learned and how this has been a terrific, unexpected way to connect with clients during these unusual times.
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In the role of regional sales director for One America, Mitch Haber is responsible for meeting the annual sales goals in the Southern California, Nevada, Arizona and Hawaii region. His leadership, coordination, and guidance for the regional office include sales, marketing, and service functions. Mitch has been in the retirement planning business since 1989. He came to American United Life Insurance Company® (AUL) in with AUL began as regional sales director.
John Pojeta: Hi everyone, John Pojeta here with PT Services Group. Hope you’re doing well. And welcome back to another episode of the PT Buzz. And today’s episode is a, a really special one for us here at PT. Is it welcomes Mitch Haber with One America sort of back into the fold. Mitch has been a long-term friend and advocate of PT’s and very kind to us over the years in many ways.
Fascinating conversation around how Mitch’s taken and reinvented himself in working with advisors once COVID really hit and took hold, if you will, and was great about the conversation as he talks about ways that advisors. Innovate in the field that are transferable from what he’s experienced in what he’s done.
And just a great conversation around what he, he holds his sort of three themes to how he conducts himself around hope, outlook, and optimism, and just a fun conversation. So hope you enjoy Mitch, how are you?
Mitch Haber: Great, great to be here. Yeah.
John Pojeta: So w what’s unique here is Mitch grew up and was raised in Pittsburgh where we are, and now lives out in California and living the beach life, I suppose. But I guess for, for framing, can you give, everybody mentioned sort of your background where you are today and how you help support advisers? Yeah.
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Mitch Haber: I am in Los Angeles, California. And as you said, I did I was born and raised in Pittsburgh and moved out after I graduated college and I’ve been out here ever since.
And I got into the 401k game over 33 years ago, early in the. Evolution of 401k and I’ve, I’ve worked for record keepers my entire time and all I’ve done. My entire career is serve and support advisers in their business and in their growth every step of the way. So I still enjoy it and that’s kind of economist.
John Pojeta: Yeah, I think it was, we were prepping, we were talking about how we met and we came across each other to a Charlie Epstein 401k coach event and then Excel and some of those other conferences that we see. So it goes back a number of years in terms of the exposure sites. It
Mitch Haber: does. It does. I enjoyed, I enjoyed meeting you.
I remember that that new Orleans conference very well. So you captured my imagination right out of the gate and look so many years later, you kept it.
John Pojeta: Yeah. And, and, and we’ll talk a little bit about this as we go about how you, how you stick out and remain memorable though. One of the things that still sticks with me today is when we were at the Ritz in new Orleans for that event.
And I get on the elevator to go up and there’s three basketball players to get in. And, and it was LeBron James and his team that were in town and I’m riding up in this elevator and everybody gets off, but me and one other player, I don’t know, basketballs, I don’t even know who I’m in the elevator.
And he’s walking down the hallway and because of how tall he is, about every 20 feet, he would tilt so onside to avoid hitting the light. It was middle of the thing. His room was right across the bait. Everyone’s talking about it and I don’t know basketball, so I don’t even know who it was. Yeah. The funny things that stick out.
So, no, it’s funny
Mitch Haber: when, when you’re around a professional basketball team and I also feel like when you’re in the presence of a professional football team, they just look a little bit different
John Pojeta: John than. Well for anybody that I have not met in the past, I’m a whopping five. Seven on a good day. So any basketball player, towers, towers for me.
Mitch Haber: Bose has nothing on you, right? That’s right.
John Pojeta: That’s right. That’s all right. Blood web. So anyway one of the things that really caught my attention myths that you’ve been doing and where I’d like to start, but provide some background is I was starting to catch a lot of the things that you were doing online mainly through LinkedIn.
And I think I’m on your email list too, is as well at the, at that stage. And you were doing a lot of things that were different. And, and trying to shift in essence, the paradigm with COVID on how you would engage with advisors. So why don’t you start there a little bit, talk through some of the thought process you went through the types of things you’re doing now and kind of what got you there.
Mitch Haber: Well, thanks for asking that it’s been quite a journey and look, if you do what I do and maybe, you know, what you do. The art of reinvention is always kind of before us and none more vivid than what happened to us last March. And certainly as I was finishing up a work trip, I realized that my world had changed.
All my meetings were canceled. I had no more conferences, no more things to go, but my job didn’t stop and my desire to provide value to others. Really started to kind of change. And I got into controlling what I could control and trying my best to ignore the things that I couldn’t control. And, and, you know, back then I couldn’t control the news.
I couldn’t control politics. I couldn’t control the virus, even though it was, seemed to be out of control. And so I got into what I could do and what I, what I did was. I’ve always been someone to bring ideas through other people, to the marketplace. And I’ve tried to do that, not through product, but through stories and people and experiences.
That might give somebody some insight into what was going on at the moment. And John, I literally made a phone call in the first couple days of the pandemic to a friend of mine. And I said, Hey, Don, I said, would you want to do a phone call slash webcast? And by the way, I didn’t know what any of that.
I just knew that there was a word and there was some way to talk to a lot of people other than a conference call. And my buddy said, Mitch let’s do it. And so literally a week later I think it was March 18th. I went live with what I would call my first event and my eyes got opened as to what was going on.
Not only with the guest speaker who was amazing. He wasn’t good. He was amazingly good, but I, I got into how people were experiencing what was going on and I could sense intensity. I could sense engagement. I could sense emotions and you know, what else I got, I got feedback instantly as to how it was going through my phone and through emails.
And so the experience of that first event was so memorable. I’m like, wow, what’s for sale to me at that moment in time was hope, outlook and optimism. And it had nothing to do with. And so I started to get into what was possible and, and really, you know, here we are, I’m probably 50 events into it and the world has just opened itself up to me and in a manner and in a way that I never, never, never dreamed was possible.
So that’s kind of a, in a nutshell, What I did.
John Pojeta: So for everybody’s benefit. So if you go to your page, Mitch and where you house all the content, if you will, somebody can tap in, they can go through the webinars that you’ve done and the experiences that you’re sharing and all those kinds of things. Can you walk us through, say one that really is more memorable to you, or one that sticks out to give people a sense of the type of content we’re talking?
Mitch Haber: Yeah. I can, so yeah, go to my LinkedIn page and the series is now called wisdom walks among us. And so the, the wisdom is really not my wisdom, but it’s the wisdom of other people that I’ve been able to find in John. I’ve been able to find people that have had tragedy happened to them. I’ve been able to find the CEOs that had to deal with pandemic situations that have.
Rise above situations. I have found at professional athletes that had to deal with adversity. I gotta tell ya since we’re, we’re in the Pennsylvania area, one of the the, one of the ones that stands out the most is gene stereotype. And for those that don’t know gene stereotype, or he is the guy on Sunday NFL that’s talking to Jim Nance and Tony Romo and he’s, he’s the referee and the.
And they go, Hey Jean, what did you see? And then Jean gives his opinion. Well, Jean’s the last game that he refereed was the super bowl two or three years ago. And my son, Daniel had a relationship with his son because Daniel is a Daniels and Pittsburgh resident now. And he’s a collegiate referee.
And so as Jean sun. And so that was the connection at the moment. And we reached out to Jean. He agreed to do our little show and I got to tell you. He brought the house down and he, he said so many things that were pointed at first of all, he’s humble. He’s gracious, he’s realistic. But he said something that just resonated with me.
And this is what he said. He said when guys and gals, when you, when you have a big meeting or a presentation in front of a thousand people, you get ready for that meeting. And eventually when you wake up on a given day that day to do that meeting comes, he said, that’s called game day. And he says, you remember in high school, the room looked different.
The locker room looked different. The school looked different. You dressed. He said that’s called game day. And he was describing game day through the eyes of what he went through when he got the phone call to referee, to be the head referee of the super bowl. And so Jean was just one of those special people.
And you know, the thing about finding people like that I just, I just got so intrigued by what was possible and who was available and, you know, what. Everybody was available. And you want to know, I think everybody still isn’t available. I mean, look, I’m still in a virtual world. You’re still in a virtual world.
A lot of my customers are operating in a virtual world and people that made a living doing live events. Are still operating in a virtual world. So I would point to Jean as kind of being one of those special, special people. And John, I hate to even isolate him and pick them out because it really has been so many people that I could elaborate on.
John Pojeta: And then I think they’re really two big things that jump out when you go through that example is as I think we all gain value in learning and understanding. A lot of people are in the same bucket with us when you hear their experiences and their stories. And it also gives you that ability where you can take their story and utilize it.
When you’re telling stories to prospects and clients that become very relatable and help people move forward, because they now feel that you’re just as human as they are. It’s a, it’s an opportunity to move forward together. And I think it goes a long way in a sales world. No doubt. So tell me a little bit from the standpoint of when you started that initiative, you commented, look, I didn’t know what a webinar was.
I didn’t know how you brought this all together. I just knew I had to do some things. Talk about some of the struggles you experienced, whether they’re actual, Hey, I didn’t know I had to do this or some of the head trash that may be brought to the conversation yourself as you build.
Mitch Haber: Yeah. So wait the playbook, let’s talk about the playbook.
It hasn’t been written yet, so if you think it has it hasn’t John, you know what I learned? I learned something every single day on what I didn’t know yesterday that I will use for tomorrow. Like, I’ve learned so many little things like I’m, I’m, I’m creating video content now. I don’t know how to do that.
And so I’m inviting people to attend an event. I really just instinctively knew how to do that, but I became very purposeful. And trying to identify the, why would you take 45 minutes out of your day to give it to me? And so I became very intentional on trying to identify what that was, and I really tried to make it much, much more about the audience and the person taking their time that they would get one thing out of that, out of that example.
And, and, you know, I’m experiencing these people, these human beings for the first time, just like everybody else’s and there’s stories of courage, there’s stories of bravery, there’s stories of change. And one of the things that I really got into is I wanted to find people. That had to deal with change in a different way, because the truth was, we were all dealing with change.
One of the guests that I had fairly recently is the author of a book mastering virtual school. And I thought, boy, that’s a good topic. Mastering virtual selling. So is there an art, is there a science, is there a cadence? Is there a right way or wrong way to sell somebody, something in a virtual manner?
And you know, what the answer is there is and there’s not just one right way to do it. That one was extremely well attended. And it also opened my eyes as to what is going through people’s mind and what do they need help with? What do they want to get better at? And you want to know what, if you’re operating in a virtual manner, the truth is.
You better be pretty good on camera. You better be pretty organized. You’d better be pretty nimble. And in fact, John, I said that I’ve learned something every single day. Well, last week I did an event with a guy by the name of the Adam Sculley power, and we all tried to prepare for everything. And I certainly do.
And in the middle of the live event, The power went out in my house. The whole, the whole place goes dark and I’m like, oh my goodness. And here’s what I learned. Look, my laptop has a battery. I had it plugged in. My zoom link goes down. My guest is in the middle of his conversation with me and I became extremely paranoid that, oh my gosh, this is going to like end in a disaster.
Well we had talked enough and we had prepared enough. He kept talking. My battery came back on all my lights went out. Cause I have, I have some lights to kind of help with the effect. And then I got back on probably within two weeks. And so what I learned when I watched the rebroadcast, no one could tell no one could tell.
And, and the way we had the zoom link set up. And I didn’t know this was a thing, but the way we had the zoom link set up. Okay. As long as the person talking was the lead speaker. That’s what the audience saw. They didn’t see the fact that I went dark. I went blank and I went out and I became very concerned about that.
Cause I didn’t know that. And so in the spirit of the playbook is still being written. I would tell you that if you thought you were a really good salesperson, because you’ve been selling for 30 years and you now had to pivot with this virtual or. I’m telling ya it’s not the same. It is not the same. So
John Pojeta: yeah.
So, so there’s three things in there that really jump out that you said one was what you closed on there with the playbook and the fact that it’s still it’s open-ended so you may have sketches, you may have components to it, but you’re still writing your own. And all the people around you are doing the same.
I love the idea of one takeaway. Cause we think about going to conferences and the good old days, and maybe you’ve been doing it for 20, 30 years. And you’re looking for that one, maybe two things you can take away other than the human interaction. You’re not trying to learn everything in new. You’re trying to get a piece to the puzzle, to add into your framework and then the change aspect.
And you described it as, when we talk about it at PTC, we talk about managing at the speed of change and coping with the speed of change, which can be very difficult to do, especially if you’re, you’ve kind of built out a process for yourself and then everything. It takes a 180 on you. So I think there’s a really important components.
Mitch Haber: Well, John, think about how many years ago we met and look, you showed up at a, at a conference. You had a speaking slot. I met you as a result of that. We still talk to this minute. And I actually introduced you to an advisor of my recently to do business with. Yeah. And so because you know, people would ask me what makes you’re doing these events does it work?
And that’s a great question, right? It doesn’t work. So the instincts that my body telling me it does, but then, you know, if you’re running a business, you want to, you want facts, right? Give me the facts. So of the people that show up and by the way I’ve gotten good at promoting. I’ve gotten good at getting people engaged.
I’ve got good at getting people to show up. And what it’s done is it’s created my own personal bandwidth with the audience, which is advisors, TPS, and consultants. And so if I can get exposure in what I call an invisible world, If I can become visible in that invisible world, that’s a good thing because I’m not meeting.
I have not been to an advisor’s office in during this pandemic. I have not been there. I’ve been at Starbucks and I’ve been an outdoor cafes and things like that. But I have not been inside an advisor’s office for that time. So the visibility factor, if you ask me what my motivation was for starting. Yes, it was to bring value and people and ideas, but frankly, it was also to stay visible in a world where my world had changed.
And I think it did for everybody. So hopefully for the people that have experienced this, they’ve seen that something different as possible, you know, through a, a challenging moment. And, you know, it’s, it’s, it’s, I’ve done a lot of fun, different things in my sales career. This is probably the most fun, the most engaging.
And certainly by far, I have met people that I would have never met. Under normal third exists, no way, not even close.
John Pojeta: It’s almost like if you think pre-LinkedIn, you had a network of connections of people, gene, your son, the overlap, all those kinds of things. And you’re trying to figure out how to continue that network of people, you know, and then expand it in a way or in a world that’s very different where you can’t get nose to nose.
But those, that network is everything to a lot of us. It is, it
Mitch Haber: is. I had one of the guests I had was a woman by the name of Rebecca Gregory. Rebecca Gregory was a Boston marathon. Bombing survivor was sitting three feet in front of the bomb blast with her five-year-old son. At the time, she was unbelievable talking about her story of book movie.
TV interviews 70 surgeries, seven zero, and had her leg amputated. Talk about changing people’s, you know, outlook and dealing with change. At the end of the the session that I had with her, she goes to me, she says, Mitch, would you like to meet other people? Well, like to me, and I’m like, heck yeah.
It’s like, you’re like, unbelievable. And so your inspirational, your, your, your energy is contagious. And it’s like, why wouldn’t you want to be around people like that? And so when you get into it, and so for people that are listening, just. Try it and get into it. And look, I, I’m not a TV host. I’m not a, I don’t know how to do any of that.
I’m not a Hollywood guy, even though I live in LA, that’s just not me. But what I did was I had an eye on what I really did for a living. And what I really did for a living was helping inspire other people. To be better at what they do. And so if, if through this venue that delivers something, then I’m good with it.
John Pojeta: Yeah. I think that we’re, that that inspiring is the key. Cause it changes, it changes maybe how you carry yourself for a day, a week, a month. And when you have those opportunities to, to leap from experience, to experience, to keep yourself inspired, and then also use that though to inspire others. It, it changes the landscape because.
Yeah. So let’s talk about advisor innovation. As one of the things we talk a lot about PT in terms of it’s hard. So when I say innovation, I’m not talking about advisors starting in the next grade platform like Facebook or things, but I think back to the business, Early on in say the early nineties, the big innovation that was taking hold then was advisors on a consumer basis.
We’re no longer going to people’s homes. They were transitioning to bringing people to them in the office. It was a big innovation in the space at the time. And so we find advisors sort of fall into one or two camps though. They’re, they’re great at innovating, but sometimes they treat it like the new shiny thing and they spend too almost too much time on it and they lose the, the.
Track of the basis of what keeps everything going in the engine of, of their, their book of business. And then there’s the other side where they start and try and innovate, but they face a little roadblock and they pull back. Can you speak a little bit to how advisors can innovate in their space and trying to find that Goldilocks or the right balance, but continuing innovation and doing things differently?
In some ways you’re doing the same behavior as far as what you’re delivering. You’re maybe the platform is different, like we’re talking about today, but can you spend some time there?
Mitch Haber: Yeah. You know, one of the things that I’ve learned is that an advisor’s client let’s call it a participant, a prospect or whatever they want to call it.
They still need help from them. The fact that you can’t see them anymore does not change their need for service support and knowing that you’re there. Even if you can’t see them in the traditional sense. So that pivoting to a virtual world for me has been one way to kind of show. What’s possible to an advisor.
Some have done it better than others. Some, and you know what I’ve learned too, this, this vehicle, this mechanism can actually be more intimate and more. Telling for a person to talk to you in a way that they might not do when you’re in front of them in a conference room. And do you know why?
Because they can communicate to you over a chat over a personal link and they can talk to. Well, you know, what else happens during these webcasts they’re recorded? And so the other thing that’s recorded is their correspondence with you. So when in our working life, have you ever been able to get someone’s commentary recorded, you get their name, you get their rank, their serial number, their, their email address and their cell phones.
And it tells you the date, the time that they asked the question and oh, by the way that’s what I learned that this actually might be better and maybe it is better to service people in, in a broad brush. And one of the guests that I had on, on the webcast that I’ve been doing his name’s Ryan S. And I’m you somebody that I’ve been following for a long time, way out of my price range to bring out in person historically, but just a great business consultant, great visionary.
And when I was talking to him well over a year ago, about what I wanted to do, he agreed to do our show and our webcasts. And he said something to me that I’ve never forgotten. He said, miss. Think bigger. And, and what that meant to me was we now have a platform that is no longer limited to geography. It’s, it’s limited to what your imagination can bring.
And so I’ve never forgotten to think bigger. Moment because traditionally I would be limited to my quote unquote territory, which I am as a salesperson. But the other thing too, is the messaging of what you do today can be sent all over the planet because it’s just at the end of the day, it’s just a phone call.
So I w I would encourage advisors that are historically doing it one way. To think bigger. And there are no boundaries to what that might mean for you. And so that is the power of LinkedIn and social media. John, I feel like on a scale of 10 I’m I’m at a two and a half because I literally learned something.
Every day on that. And that is the thing, Bader tool to get the message out to more people. So as an advisor, looking to grow your practice, you can reach more people. You can touch more people. You just got to give them reason why, but they do need help, help didn’t stop being a need when the pandemic hit.
In fact, it changed.
John Pojeta: I would argue. Frankly, because people had less of a network that was accessible to them. So, yeah. So, so, so stay with that theme for a minute on the think big side, w one of the things advisors will tell us regularly when we get sort of that honest, calm moment, as they say, I like doing these things, but.
I don’t even know where to begin. And so I frequently just go back to doing what I know. It’s not that I don’t want to do some of these things. I just don’t know where to start. And so I, I walk away and I go back to a meeting with Sue and Bob and have a great conversation. It’s a place you can think of.
They can start
Mitch Haber: you. And I talked a little bit about this. So in virtual land, there’s this thing that everybody has on their laptops. Now it’s called a camp. And why would you not turn on your camera? When you can look at somebody in the eye, you can experience them. You can get to know them. And by the way, the speakers that I have had, I know all of them and I know all of them because I’ve looked at them and I’ve engaged them and I’ve talked to them and it’s true with advisors.
I have had meetings with advisors in a virtual session with their entire team. But I’ve been able to do that in the most efficient manner possible. And so I actually think as you, as you find ways to build a relationships with prospects, if I’m an advisor, I am going all in, go on camera. You know, it’s very hard to not see someone and talk to them, but when you can look at them through, through the lens my, my, my advice is do it and encourage it.
And if they don’t want to, I just think it makes it very challenging to get to meet someone, because I do think one of the challenges through virtual is meeting new people. And I think meeting new people still is a playbook that is unfolding before our eyes. Because I think it is hard to develop new relationships.
It’s not impossible, but I just think it poses some interesting challenges that the face to face you didn’t have to deal with.
John Pojeta: Yeah. Well, I think to your point, oftentimes the, the uncomfortableness around a camera is more about the advisor than it is anybody. And you might find if you, if you. Carry forward with, Hey, my camera’s always going to be on, not every user that you’re talking to is going to turn those on maybe the first time, but second, third time they’ll come around because you’re always presenting in that fashion.
So that’s great. Yeah. Yeah.
Mitch Haber: Hey, Hey, by the way, so that look zoom. If you don’t have a zoom account, get one. If you have never videotaped yourself, Do it listen to it practice it. There is, there is an art form to communicating in a video. And do you know what video allows you to do? It allows you to stay present and visible before you even get there.
And so why, why would you do that? So I actually have meetings that I set and I will do a video recording of what, first of all, thank you for your time. I’m looking forward to meeting you. Here’s the three things that I’d like to accomplish when we meet, I can do that in a video in, and by the way, time is everything on a video.
Less is absolutely more. And my message and lesson learned on less is defined as one minute. Believe it or not. I think you have a minute max to get a message out. So, you know what. The advisor and somebody like made me conscious of every single word and every single sentence, a sentence that I say I need to be very tight and very concise.
And do you know what sometimes that takes practice?
John Pojeta: And I think what’s beautiful about that is the ability today to take and embed that video inside of an email. So you can send an email out in advance, so they know who they’re going to be talking to you. You can use it on a post basis and they don’t have to go to a third party.
They can just click play on the video right inside the email that you’ve sent them. It’s a comfort factor for, for security reasons, but it also just helps continue that side of you’re going to see me. You’re going to hear me and you’re going to have that kind of experience. And could, could you spend a moment?
I know you’ve got a partner in that space. Even, even get a little plug here. That value inside is huge.
Mitch Haber: Yes. So what I was thinking about is just what you just said is, you know, what the gift of technology is when I send out that video in advance of the meeting, guess what I get to see who saw it, how long they watched it for what their game was, where they lived and what city they were in, when they to.
Hello. That’s actually really good to know, and if they didn’t see it, I know that too, because then I know who I sent them. So one of the tools that I, that I’ve come to enjoy, it’s called a Lego. And so one of the guest speakers that I had is the president and co-founder of the company. His name is mark mag NACA, and he’s become a friend of mine, but he offers tools.
To advisers to record themselves in a real time format. And it’s, you know, what makes it work is it’s easy to use. But like anything it’s a tool of the moment and these tools do take practice. And so as, as you, I encourage advisors to be more visible in a video sense, because you can do a lot of things.
You can certainly post it on. You can announce your arrival at a meeting and you know what else you can do? You can send it as a thank you and a recap for, for what you for what you talked about and maybe identify some of the follow-up items that have. So I I’m into the being visible in the invisible world and occupying time Aaron space in a productive manner so that it works for my benefit for
John Pojeta: my business.
It’s a very specific, tangible. Components of how you can differentiate from the other people like you, that they experience right now, because the vast majority of people aren’t doing it. And it’s a great
Mitch Haber: touchpoint, there are still people of the of the mindset that I can’t wait for it to get back to the way.
That it was, and it was, yeah. And you know what I, I was a double, triple diamond Marriott, Hilton, Delta, all these other pluses. And I don’t know that I ever will be those again, because. And that’s okay. Maybe, maybe this is better. Maybe is better.
John Pojeta: Well, let, let’s, let’s leave on a little bit of a different note, I guess.
So one of the things we always talk about my household. So my household is myself, my wife, we have four kids and growing up the kids would always come up and they would tell us, Hey, this, that, or the other thing. And I was always the parent that was on the, Hey, great job. Tell me more about it. Let’s talk about it, all that kind of stuff.
My wife was always one of looked at him and said, Hey, great job now. What’s next. It was her way of getting them back to the, Hey, there’s always a next, and don’t just, don’t just sit there, feeling good about what you’ve done. So when you think about what you’ve done, and this might help people who are doing some of what you’re doing and, and those that still have yet to start to see the vision further down the line.
So when you look going forward, what’s next in the evolution of what you’re doing.
Mitch Haber: Yeah. That’s a good question. I, cause I talk about, I think about it a lot. I talk about it a lot. I do think there is a next to this. The first thing that I think about next is how can I help more people in a, in a more specific manner?
I’ve got a lot of lessons learned about some of the skills that I’ve, that I’ve just developed by accident. I’ve tried my best to kind of document them so that I can chronological. Provide insight into others that might want to try this. So I feel like that’s a next, that’s a next pivot for me. The other thing too is the universe operates in a different way.
And so as I keep meeting more and more people. The, the caliber of talent that I get exposed to keeps going up. And you know what, when you meet interesting people, interesting things come your way. And so I met a gentlemen this week who’s in love, who is a body language expert.
He’s an internationally self the master of body language in the virtual world. Well, you know what I don’t, I do my best in terms of how I positioned my body and where my camera is and how I look and all that stuff. But you know what, I think that’d be interesting to hear from somebody that’s done that for his whole.
And so, so there’s kind of pivotal moments and that the whole presentation experience. Right? So that’s kind of changing before my eyes, like before I’d show up, I’d have my deck go on screen. I might not be doing that for a while. And so how do I, how do I get better at that to increase my odds of winning and John?
The other thing that I think about. My competition. And I think from an advisor’s perspective, their competition is all operating on the same playing field right now. So everything is level. So no matter how big or how large, or how big of a brand and all these other things, all these intangibles, I really do think that the competitive landscape is now equal.
And so really what’s out there is your imagination and your desire to evolve and try different things, and then learn from what you, from the lessons that you brought to your, to your customers, to your prospects. And when you win, make sure you take good notes on why you want.
John Pojeta: Yes. Yeah. Well, I’d like to leave everybody, I guess, with something you stated earlier that the three parts that you talk about, the hope outlook and optimism.
And I think that you can’t say enough there. You’re just describing somebody that is going to help you in essence, perform better on camera. And how do you capture that? And that’s that, Hey, I can continually improve the, the, the approach, the process I’m doing and having an optimistic view of how that will impact, not just your own personal growth, but those you’re trying to support and influence.
And I think it goes a long way in just saying to everybody who you are, it really is a nice, nice touch to the approach. I, I’ve
Mitch Haber: never really the product that I do. And, and, you know, yes, I sell 401k plans for like, But it’s really the relationships. I worked for a company that that aspires to have deep relationships with people that fits me really, really well.
And, and what’s changed is the way I cultivate those relationships in a time when I’m not seeing people anywhere near as frequently as I used to, but it doesn’t mean I can’t do it. I just have to do it a different way. Yeah. Yeah.
John Pojeta: Thanks, John. All right. Let’s leave this on one Pittsburgh note and tie it into what we just talked about.
So do our Pittsburgh, if you’re from Pittsburgh Steelers, do they, do they have the ability to think big enough this year? And. Expand into the playoffs or do they not
Mitch Haber: look, I live in the world of hope and dreams and as, as you and I talked if you’re, if you’re a Steeler fan, you’ll appreciate this my attitude and the way I feel on Monday. When it’s football season definitely is impacted by how the Steelers did on Sunday. I don’t know when that happened or why it happens.
It just happens. You just keep it away from it. And so John, you and I are catching up with each other on a day when I feel pretty good. We feel good. We feel good about the day we knew. Now there was things that happened that might not make us feel that good. But at the end of the day, the scoreboard was in our favor.
That’s right. So yeah, I still, even though I haven’t lived in. For a very long time. I still believe black and gold and I smile every time the Steelers are on my local television. So that’s right.
John Pojeta: That’s right. Well, Hey Mitch, thank you so much for your time. Greatly. Appreciate it. Everybody.
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