INTERVIEW | Make Money with the Art of First Impressions and Ethical Persuasion, feat. Danny Bobrow

Summary

Travis Makes Money Podcast

Episode: INTERVIEW | Make Money with the Art of First Impressions and Ethical Persuasion
Host: Travis Chappell
Guest: Danny Bobrow
Date: April 1, 2026

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Episode Overview

This episode features a deep-dive conversation with Danny Bobrow, creator of the Art of First Impressions and the Persuasion Blueprint Communication Mastery programs. The dialogue explores the importance of making more money through ethical persuasion, impactful first impressions, and authentic communication. Danny shares stories from his entrepreneurial journey, the genesis of his dental marketing firm, and actionable strategies to ethically convert leads into loyal clients. The episode is rich in practical advice for anyone eager to improve their persuasion skills, sales mindset, and income.

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Key Discussion Points & Insights

1. Early Entrepreneurship & Lessons Learned

• [01:16–03:29]:
  • Danny discusses his first business venture, a window washing and gutter cleaning service launched at age 16:

    “It was physical and got to meet people and be outdoors. And the results that I delivered were quite tangible.” (Danny, 01:41)

  • The experience provided valuable lessons in customer interaction, work ethic, and the satisfaction of tangible results.
  • Travis and Danny reflect on how these early hustles shaped their later thinking, especially regarding manual labor vs. leverage and the appeal of sales.

2. Transition to Sales & Dental Marketing

• [03:29–10:43]:
  • Danny’s background was in economics and health club sales/management before moving into dental marketing—thanks to his dentist brother’s insight that successful practitioners need business skills.
  • The Bobrow brothers started aimed at helping not just their own practice, but other dental clinicians too, using his brother as an early case study.
  • Their approach focused on networking and scaling up through word-of-mouth within the dental community.

3. Shifts in Marketing: From Direct Mail to Digital

• [10:47–13:17]:
  • Early on, the business focused on list-brokering and direct mail, sending address labels to new residents for dental offices before pivoting as the Internet and digital tools emerged.
  • Use of unique vanity phone numbers and call-tracking revealed a new challenge:

    “Much to my disappointment, if not surprise, the overwhelming majority of calls were not so much being handled as mishandled.” (Danny, 12:27)

  • This insight led to the creation of specialized training in phone skills (the Art of First Impressions), emphasizing the importance of first contact quality.

4. The Art of First Impressions – Principles of Effective Communication

• [13:56–16:56]:
  • Expansion of telephone training to face-to-face interactions, relying on research by Albert Morabian:

    “The words, the verbal component, contributes to only 7% of effective communication... while the vocal component is responsible for 38%, leaving a whopping 55% to the visual component.” (Danny, 14:56)

  • Practical advice: Even on the phone, you should smile, have good posture, and potentially even dress the part because, as Danny says,

    "People can hear you smile." (Danny, 15:28)

  • Travis shares his own habit of consciously smiling before each podcast recording to boost energy and vocal tone.

5. State Control and Performance in Communication

• [16:04–17:37]:
  • Use of psychological triggers (like smiling or conscious ritual) to switch into a high-energy, performance mode:

    "Sometimes the, the mind over matter thing is really helpful in those times when... you're not feeling it." (Travis, 17:22)

  • Reference to pop culture rituals (“It’s showtime, folks!”) for resetting mental state and creating presence.

6. The Persuasion Blueprint – Structure and Philosophy

• [21:22–32:41]:
  • The Persuasion Blueprint expands on the Art of First Impressions—moving from telephone/face-to-face to any communication.
    Core Premise: People make decisions emotionally before justifying them logically.
  • The evolutionary reason for emotional default:

    “Our brains have not evolved that much from when we were primitive...” (Danny, 22:19)

  • Importance of emotional attunement: Match your energy and communication style to your counterpart’s “emotional ecosystem.”
  • Crucial Insight:

    “Never bring facts to a feelings fight... feelings don't care about your facts either.” (Danny, 25:03)

  • Avoid combative interaction by understanding and controlling your emotional state before influencing others.
  • Three Cs of the Blueprint:
    1. Caring – Establish you care about the person’s outcome.
    2. Connection – Build trust and credibility.
    3. Collaboration – Create a partnership-solving environment.

7. Beyond Closing – Ensuring Ethical and Lasting Persuasion

• [27:05–30:06]:
  • Differentiate between types of “yes”: counterfeit, confirmation, and commitment.

    “There are different kinds of yes... what you're looking for is a commitment yes.” (Danny, 28:21)

  • Even after a commitment, reinforce the decision—avoid buyer’s remorse and build lasting loyalty.
  • Persuasion is not manipulation:

    “True persuasive communication is the most honest form of communication there is because it entails getting very, very clear on who you are, what you offer, and why it will benefit your counterpart.” (Danny, 29:30)

8. Selling with Integrity

• [30:06–31:46]:
  • Sales must be grounded in belief and integrity—without genuine faith in your product, overcoming objections is nearly impossible.

    “If you are actually trying to help them solve the problem the best way that you know... and you don't fully believe in the solution… it's sort of your moral obligation to point them in another direction.” (Travis, 31:11)

  • Danny notes,

    “This is not a superficial solution that will make up for a lack of integrity or a lack of quality of your product or service.” (Danny, 31:46)

9. How to Connect with Danny & Next Steps

• [31:50–32:41]:
  • Listeners are invited to visit dannybobrow.com and complete the free persuasion scorecard:

    “It's a series of questions to more or less establish a baseline of where you are in terms of caring, connection and collaboration. And then we have an assessment ... collaborate with you on the solution.” (Danny, 32:07)

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Notable Quotes

• On effective first impressions:

  “People can hear you smile.” (Danny, 15:28)

• On emotional influence in persuasion:

  “People make decisions based on emotion and then they justify it with logic.” (Danny, 21:41)

• On authenticity in persuasion:

  “True persuasive communication is the most honest form of communication there is because it entails getting very, very clear on who you are, what you offer, and why it will benefit your counterpart.” (Danny, 29:30)

• On selling with integrity:

  “If you are actually trying to help them solve the problem... and you don't fully believe in the solution… it's your moral obligation to point them in another direction.” (Travis, 31:11)

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Key Timestamps

• [01:16] – Danny's first business and early money lessons
• [04:46–09:20] – Health club sales career & transition to dental marketing
• [13:17] – Art of First Impressions: From phone to in-person communication
• [14:56] – Morabian’s rule: Verbal, vocal, and visual breakdown of communication
• [16:56] – Rituals for energy and mindset in communication
• [21:22–32:41] – Deep dive into the Persuasion Blueprint, Three Cs, emotional attunement, and ethical influence
• [31:50] – How to access Danny’s scorecard and get personalized feedback

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Closing Thoughts

Danny Bobrow’s entrepreneurial stories and actionable persuasion blueprints present a compelling case for ethical, skillful influence—whether in business, sales, or life. Listeners walk away with practical strategies for mastering first impressions, reading emotional cues, and closing deals with authenticity and lasting impact.

Learn more and take the Persuasion Scorecard: dannybobrow.com

Transcript

[Travis]

You're listening to the Travis Makes Money podcast presented by GoHighLevel.com for a free 30 day trial of the best all in one digital marketing software tool on the planet. Just go to gohighlevel.com travis.

What is happening, everybody?

Welcome back to the Travis Makes Money

podcast, where it's our mission to help you make more money. Today on the show, I am talking to a new friend of mine, Danny Bobro. He's the creator of the Art of First Impressions and the Persuasion Blueprint Communication Mastery programs that help businesses build trust and drive ethical conversion. He's the president of AIM Dental Marketing, which has helped grow dental practices since 1989, and serves as Executive Director of Climb for a Cause and the Smile Tree. Danny's the founding executive committee chair of the American Academy for Oral Systemic health and holds two MBAs from the University of Chicago and KOL Belgium. He's a distinguished toastmaster, mediator, and endurance mountaineer. Danny champions patient persistence and respectful resilience. So plenty of experience when it comes to helping lots of other people make more money. So I figure why not bring them on the show today and help us that are listening to this show right now maybe make a little bit more money. So, Danny, what's up, dude? Welcome to the show.

[Danny Bobro]

Well, thanks, Travis. Pleasure to be here.

[Travis]

So let's go back in time. All right, tell me the first time you ever made a dollar that got you super excited.

[Danny Bobro]

The first time that I can recall and consistently making money was probably not until I was in high school and was able to drive. At that point, I opened up a window washing business, Bobaro Brothers, for a brighter outlook.

[Travis]

Nice.

[Danny Bobro]

And we also cleaned gutters. That was a lot of fun. It was physical and got to meet people and be outdoors. And the results that I delivered were quite tangible. You know, people's gutters worked and they could see clearly through their windows. And I derived a lot of gratification from that. And it was fun making. Making money.

[Travis]

How old are you?

[Danny Bobro]

Sixteen.

[Travis]

Sixteen.

[Danny Bobro]

Okay.

[Travis]

So you're. Are you making, like, walking around money? You making, like, extra money for extracurricular stuff, or were you, like, really trying to turn this thing into a business?

[Danny Bobro]

Nah, it started that way. I would say in all candor, that the best I ever did was supplement my ability to get through college with. With consider. With considerable help from the government through loans and an assistance from my parents. So never got it to the point where I think it could have funded. Where it did fund my own total expenses, but it certainly gave me Some. Some disposable income to play with.

[Travis]

Yeah, that was. That was how it was for me too, man. We had. I did the same thing around the same age, but it was landscaping for. For me. So it. It immediately taught me, though, that I didn't want to do manual labor for the rest of my life. You know, it kind of forced me into learning some different skills because I was like, ooh, actually, if I sell the job and then hire other people to do the work, I'll make almost as much money as I would have if I did the work on the job, too. You know what I mean? Like, I mean, I learned those principles pretty early on from stuff like that.

[Danny Bobro]

I'm not going to flatter myself or. Because it's not true that I saw the potential in leveraging myself and hiring a crew. I never really thought beyond that. Had I done so, you know, I might have enjoyed doing it. I still like manual labor, but I never found a way to parlay it and leverage it to the point where I could, you know, could fund my. My dreams and my habits.

[Travis]

So what did you end up going to school for?

[Danny Bobro]

I wound up getting my. My undergraduate degree was in economics. And, you know, I was in a number of different industries before I settled in digital marketing, but always had the affinity and the.

[Travis]

The.

[Danny Bobro]

The most success I ever had was in sales and then subsequently in marketing, and it got into dental as an accident of birth. Actually, I was born into a family of dentists, and my brother was and continues to be a practicing dentist to this day, and he identified this vertical for me in 1989.

[Travis]

I see. Okay, got it. So you were already doing sales, and then basically your brother was like, hey, we need help marketing and selling stuff. Or was your first foray into that world in the dentistry space?

[Danny Bobro]

Well, my first foray into dentistry was through my brother who recognized. Identified the opportunity not only to grow. Grow his own practice, but to assist other dentists in growing tires.

[Travis]

Yeah. So you had come from a sales background when your brother approached you kind of.

[Danny Bobro]

Yes, definitely.

[Travis]

Okay.

[Danny Bobro]

I was in health club sales and management prior to that. What.

[Travis]

What type of sales?

[Danny Bobro]

Health club fitness.

[Travis]

Oh, okay. Okay, Got it, got it. Okay. So that was sort of like what you did outside.

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college and then things started going pretty well for you. You started mastering it, getting better at it, making some decent money. And your brother was like, yeah, I'm a dentist. I don't know how to do what you do. Can you help me? And then also maybe we can do this for other people.

[Danny Bobro]

There was, there's truth to that. There was some overlap. I actually did help fund my graduate school work, so I guess I want to revise my previous statement a little bit. I did help pay for my my graduate school expenses while working in the health club and my brother, to his credit, got his undergraduate degree in business. Unlike most dentists he understood that, hey, I'm not just learning to be a. If I want to, if I want to be successful as a dentist, I need to understand more than just the clinical side of dentistry.

[Travis]

Yeah, I need more skills other than teeth cleaning or whatever.

[Danny Bobro]

Yeah, exactly. Which he got his credit and he subsequently went and got an MBA from the University of Chicago and then a law degree. So, yeah, so he's a DDS, an MBA and a J.D.

[Travis]

oh, my goodness. That's too many letters, man. I can't even. I just have podcaster after my name. That's basically all I ever figured out. Okay, so. So you start, start helping your brother's practice. Was the initial intention to go do this for a bunch of other dentistry practices, or was it literally starting with just his and being like, hey, what can you do for me?

[Danny Bobro]

No, it really. We had that bigger picture from the start.

[Travis]

Okay.

[Danny Bobro]

We were going to use him as sort of a beta site, case study, prove the various concepts, develop case study and, and go from there. And, you know, he basically introduced me first and foremost to his graduating class. Those are our first clients, friends and fellow dentists. And then we, we began networking and expanded. We expanded quickly and we're quite profitable. This was 1989, remember, and this was a good decade before the Internet was.

[Travis]

I was going to ask about that you, because you mention marketing earlier, but I was like, 1989, digital marketing probably wasn't the thing that you were doing at that time. You're probably doing something else. So where did you start, like seeing things about the Internet and you know, early days of. Was it like early days of Google or was it before that? Were you doing email marketing? What was like the first couple of things that you started taking as Google?

[Danny Bobro]

It was, it was Overture before it was called Google AdWords. It was a paid search. And what we started as basically glorified list brokers. All we really knew how to do was to acquire, to rent lists of new residents on sticky labels. You know, the reams of labels with the perforated sheets that they. Perforations on the sheets, put them through the printers. We would mail those in Tyvek envelopes to dentists around the country. And it rapidly became clear to me that they needed more than that because they didn't know. I mean, the mere format of sticking a label crooked on an envelope did not from a dentist is not the best look, not the best impression for attention to detail, et cetera. We quickly realized we needed to get involved in design, printing, fulfillment, inventory maintenance, and with the advent of the Internet. As we started to move into digital marketing space, we also had the ability to listen to telephone calls through telephone tracking technology. We put a vanity. A unique telephone number on the mailers that we were sending. And much to my disappointment, if not surprise, the overwhelming majority of calls were not so much being handled as mishandled. And so basically, if we're leading a horse to water and the team, the our client can't make them drink. That's not good for them or for us.

[Travis]

Correct.

[Danny Bobro]

Because they're not making getting a return on their investment. And it may not be our fault. I can sleep okay at night. But we're not. We're not, we're not.

[Travis]

But yeah, it's not going to prevent them from churning next month.

[Danny Bobro]

Yeah, exactly. So we wanted to avoid the churn. Exactly. Which really led to the development of the art of first impressions, which was focused exclusively on telephone skills, with first contact reaching prospective patient calling the office. And then fairly. It took a while, but then I began to generalize that to face to face communications and a communications technology, art and science, as I call it, that moved beyond the dental vertical. And that was the precursor to the persuasion blueprint, which is what I offer now

[Travis]

with the first impression piece. How do you think about the. Because you transitioned it from, you know, being from the phone to person to person contact. I would assume that there are probably some principles that remain the same, but maybe some that are a little bit different because in person communication now involves body language, which is a huge factor of communication that's left out of a phone call. Right. Is there, Are there different principles there for the art of the first impression? Do they translate directly? Tell me a little bit about that.

[Danny Bobro]

It's an excellent question. There are additional principles. I often cite a study done by a professor Albert Morabian out of ucla, who was tasked with identifying the components of effective communication. And he identified those as being the verbal, vocal and visual components. The verbal component is the words that we choose to use in our communication. The vocal is how we choose to use those words, the tone, inflection and resonance of the words. And then the final component, the visual, is, as you mentioned, it's what you can see. It's the body language, the facial gestures and hand gestures, the body posture, the distance from the. Your counterpart. And what he determined was that the words, the verbal component, contributes to only 7% of effective communication, while the vocal component is responsible for 38%, leaving a whopping 55% to the visual component. And that alone explained, I Think in large measure why people who were otherwise caring individuals had a hard time connecting with first time telephone callers because they lack that visual component. Notwithstanding that, I like to say that people can hear you smile. And so we did coach our students on posture and smiling, maybe even having a mirror in front of the telephone and dressing the part. Even though people aren't literally able to see you, they do have a mind's eye which enables them to see you as they perceive you.

[Travis]

Yeah. And it tricks your own psychology. So I don't know if you noticed this, Danny, but when, whenever, even when I jump on, on these interviews and most today, it's kind of a light day, but most of my days, there's usually like six to eight interviews in a single day. That's typically how I like batch them up. And so by the end of the day, I'm getting like, pretty tired. You know, just, it's, it's draining to host that many conversations, you know, like consecutively. And whenever I forced myself over the. For a long period of time, I've been doing this to. Basically whenever I hit the record button and start with an intro, I force myself to smile because you can hear the difference in the intonation of somebody's voice. Like you said, you can hear when somebody's smiling and that, that is. And it sort of psychologically tricks you into being more energetic and things like that. Anyway, so there's, there's real truth to that. That's not just like some anecdotal piece of like, I think this might work. You know what I mean?

[Danny Bobro]

That's right. Well, it reminds me of the movie all that Jazz with Roy Scheider. I don't know if you saw it,

[Travis]

but I have not. No.

[Danny Bobro]

He was a choreographer. I think he was based on Fosse, Bob Fosse.

[Travis]

Okay.

[Danny Bobro]

And every morning he'd get up, and I think he had issues with drugs and things too, but he'd get up, he'd wash his face, slap it, he'd look in the mirror and say, it's showtime, folks. And that was how he got his. His changed his state and got ready for the day. Yeah, yeah.

[Travis]

Sometimes you gotta. Sometimes the, the mind over matter thing is really helpful in those times when, when you're even. Especially when you're not feeling it, you know what I mean? Like, that's the whole thing is that the, the people, the high performers are. And get after it even when they're not feeling it.

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and sometimes those days when you're not feeling it, you can sort of, at least to a certain extent, trick your own self into just being like, all right, I'm not feel feeling it, but now I'm feeling it. Yeah.

[Danny Bobro]

I mean, being authentic and honest is an essential component of effective communication. But you don't want to be honest to the point where you're sharing that you don't want to be here today.

[Travis]

Yeah, exactly.

[Danny Bobro]

Right. It's. You're on. It's. It's a performance.

[Travis]

Yeah, that's right. Okay, so. So the. The art of first impressions turns into now the persuasion blueprint. So tell me a little bit more about the persuasion blueprint. How'd you come up with that and what are some of the key elements there?

[Danny Bobro]

Well, I was driven out of a reality that communication is not just over the telephone and that I would meet with people who I knew were caring individuals and highly competent in their chosen field and yet were less successful than they could be because they lacked the skills to connect with people. I'd say the premise of the persuasion blueprint is that people make decisions based on emotion and then they justify it with logic. And I would submit that this is true in every form of communication. And it's because we're sort of victims, you could say, of our own brain architecture and wiring. We've evolved technologically, but our brains have not evolved that much from when we

[Travis]

were primitive and definitely not to the same degree to which we have evolved technologically, that's for sure.

[Danny Bobro]

Exactly. It's outstripped our ability to cope. So we still. Our brain, first and foremost, still is wired to perceive threat and respond quickly. Because when we were in the jungle or in the desert, in the savannah, and we see an animal, a threatening animal, approach, you know, if our default is to be deliberate, you say, now what kind of animal is that? Actually, they got culled from the herd pretty quickly.

[Travis]

That's right, yeah. Their genes were basically kicked out of the Homo sapien gene pool quite some time ago.

[Danny Bobro]

Yeah, that's right. So we still perceive threat. And the key is to get granular with our own emotions and to recognize that our default is for our limbic system, which is the, you know, the hippocampus and the amygdala that are responsible for perceiving threat and then remembering it, so that we can draw upon that memory to protect us in the future, but to sort of move that. Move the control that that has over ourselves so that we can let our prefrontal cortex, which is responsible for cognitive, rational, executive function, to take over. And there's a mediating process with a structure called the anterior cruciate. Anterior cruciate ligament. No, that's the acl, the anterior cingulate cortex, which is. It communicates. And the key is to. Is to really refine your ability to regulate that emotional response to an appropriate level. And it's important to do because we can also get thrown off our game by someone else who presents to us in a resistant way. And there are a number of different types of resistance that people present with. And the blueprint works on helping to first and foremost identify that so that you can avoid getting sucked into this vortex where resistance meets with resistance and the outcome is not positive. So we work with people on sort of identifying their own emotional state, what emotional ecosystem they inhabit. And that depends on sort of the subject matter, too. You know, if you're talking politics, you may have some very firm views, and your identity is bound up with those views and. Or your counterpart's identity is bound up with those views. You need to recognize that, because we need to meet people where they are. And I call that emotional attunement to recognize where the person is and then adjust your communication accordingly. Because to start, I read a very interesting article by a woman named Tova Hallerstein. And the key. The premise of her article is, is you should never bring facts to a feelings fight. All right? I mean, it's. You've probably heard that facts don't care about your feelings. Yeah, that's true. But I also would submit that feelings don't care about your facts either.

[Travis]

That's also true. Yeah. Right. So you have to be able to read the situation and respond accordingly to the situation.

[Danny Bobro]

Right. What about being in control of yourself so that you can do that?

[Travis]

Yeah, yeah, sure, sure. And then that basically is sort of controlling the frame of the conversation. So you mentioned earlier you have somebody that's maybe combative or somebody who's in this, you know, on their heels, so to speak, in the conversation, rather than allowing them to control the frame of the conversation because you feel you start feeling, quote, unquote, bad for maybe bothering them because you can perceive that they might be being bothered. Instead of allowing that to control where the conversation is headed, if you can perceive that at the beginning, you can then sort of set the frame and allow yourself to still be in control, regardless of what they might be feeling.

[Danny Bobro]

You know, that's correct. And ideally you've set the stage so that you're less likely to get to that, that combative inter intersection by going through the three Cs of the persuasion blueprint, as I call them, which is somewhat of a sequential, not completely sequential, but largely sequential. Which is the first thing you want to do is establish caring, as we've already touched on. And once you've done that, you want to move towards establishing trust and earning credibility, which I call the connection component. Once you've done that, then you're in a position to collaborate, to move to the collaboration component, which is developing an environment, a framework in which your counterpart feels a partner in the formulation of the solution.

[Travis]

Yeah, we're on the same team that, we're on the same team and we're both working toward a solution together. It's not a win lose situation where if I close the deal, I win, you lose, and if I don't close the deal, you win, I lose. It's like we're trying to together form a solution that's going to work to solve this problem. And that feels like a more conducive environment for the prospect to then make the decision to buy rather than you forcing a decision down and for them

[Danny Bobro]

to remain committed to the process.

[Travis]

Yes. Yeah. Beyond just the, okay, let's do it, you know, because that, that's what I did five, six years of door to door sales before I jumped into the podcasting space. And that was something that we always talked about, was like, there it's one thing to Close a deal. It's another thing to make sure you don't have any chargebacks or there's no, you know, people taking advantage of the three day right of rescission and they're canceling. It's like you might be able to push it over the finish line. But what is that? I mean, that's not a win if you have 20% of your people charging back in a week or 20% of your people, you know, canceling within their three days. It's like, well, you're, if that, if, if you're, if your cancellation rate continues to go up, then there's something going on that's in the actual conversation that is probably you selling more than them buying, if that makes sense.

[Danny Bobro]

And, and, and I've worked with coaches, sales coaches who've, who've advocated once you get a yes, get the hell out of there, you know, because you don't want to queer the deal. But there are different kinds of yes. And my, my advice is to, is to really push for more than, I mean there, there are, there are counterfeit yeses, there are confirmation yeses which are not desirable. They're just trying to get you to leave them alone in many cases. All right. And what you're looking for is a commitment. Yes. But even after you get what you believe to be a commitment. Yes. It really makes sense to go a little further, to spend a little more time with that, that new client. We hope to ensure that there's no misunderstandings. It's to basically inoculate yourself against the, the chargeback.

[Travis]

Yeah. To reinforce the decision that they have

just come to, essentially.

[Danny Bobro]

And that's why when you buy something and you open up the packaging, there's always a note in there that says, congratulations, you're a genius, you made the, the best decision in the world. Because they know that buyer's remorse is a, is a phenomenon that people are afraid when they've made a decision and then they will second guess themselves.

[Travis]

That's right.

[Danny Bobro]

So, you know, we, we really, and this isn't manipulation, and we didn't talk about this, but you know, sometimes people hear persuasion and they think it's synonymous with sales, which they think is synonymous, which it is. But they also think those terms are synonymous with coercion and manipulation. And, and I would submit that that true persuasive communication is the most honest form of communication there is because it entails getting very, very clear on who you are, what you offer, and why it will benefit your counterpart. Because if it doesn't Then you should not use these skills.

[Travis]

Exactly.

[Danny Bobro]

Just because you have them doesn't mean you should.

[Travis]

That is, that is the bottom line, is that that's why. Kind of what we talked about earlier is your belief in what you do to help solve the problem has to be the highest belief that you can make it so that you remain in integrity. When you get down to these, like, there's been se. There's. There's only been one sales organization that I ever joined, Danny, that I did not immediately like, rise to the top of the leaderboards and stay there for an extended period of time. And it was the only time where I just did not fully believe into. In the product itself.

And.

And I, I could not. Whenever we'd get down to the objection overcoming phase, like, I would close people that were the easy closes, you know what I mean? But you don't make good money in sales if you're closing the low. Ha. Fruit only. So it was like whenever they present an objection, I was just kind of like, yeah, yeah, I agree. You know, I probably wouldn't do it either, just to be honest with you. You know what I mean? It's like it's impossible. If you're remaining integrity. Like, if you are actually trying to help them solve the problem the best way that you know how to help them solve the problem, and you don't fully believe in the solution that you have to offer, then it's sort of your moral obligation to point them in another direction. And the opposite of that is also true that if you do believe you have the best solution that's available to take care of the problem, that you fully understand that it is within your moral obligation to make sure that they make the decision to go with what you have to offer.

[Danny Bobro]

That is correct. Yeah.

[Travis]

It sort of starts and ends with you.

[Danny Bobro]

So being prepared and being having the goods, those are table stakes. Those are the people with whom I work and for whom this works. This does not. This will. Is not a superficial solution that will make up for a lack of integrity.

[Travis]

That's right.

[Danny Bobro]

Or a lack of quality of your product or service. Absolutely.

[Travis]

Danny, I appreciate you taking the time to come on and share, man. Where can people go to get the persuasion blueprint to learn a little bit more from you and what you got going on?

[Danny Bobro]

They can simply go to my website, which is my name, it's dannybobro.com and what we like to do is have people begin by completing a persuasion scorecard. It's a series of questions to more or less establish a baseline of where you are in terms of caring, connection and collaboration. And then we have an assessment. I evaluate the assessment and then we have a conversation about where you are, what your goals are so that I can get clarity on exactly the direction that you want to head, what, what opportunities and challenges you're facing so we can help craft the solution, practice what I preach, basically collaborate with you on the solution so that it's something that will work for you and, and, you know, result in a return on your investment.

[Travis]

So dannybobro.com that's B O B R O W Danny bobro.com head over there,

check out some of the stuff that

Danny has going on over there. And Danny, dude, I appreciate you taking the time. I know you're a busy guy. Do not take that for granted. Everybody else that's listening, remember, money only solves your money problems. But it's easier to solve the rest of your problems when you got money in the bank. So let's solve that one first here on the Travis Makes Money podcast. Thanks for tuning in. Catch you guys next time. Peace.

[Danny Bobro]

Thanks, Travis.

[Travis]

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