1 00:00:00,000 --> 00:00:03,930 Allyson Berger: Yeah, well, our reporter, our reporter, your 2 00:00:03,930 --> 00:00:08,370 reporter, Kevin Travers, recently spoke with Patrick La 3 00:00:08,370 --> 00:00:12,480 Brash, because he's French Canadian, of Canadian financial 4 00:00:12,480 --> 00:00:15,690 and spoke to him about his door to door selling, which I could 5 00:00:15,690 --> 00:00:20,250 relate to so much. Because when I was first out of college, you 6 00:00:20,250 --> 00:00:23,610 know, I was doing cold calls, I was walking into businesses 7 00:00:23,610 --> 00:00:28,950 trying to, you know, get my name out there, meet people. And I 8 00:00:28,950 --> 00:00:32,430 think people miss that human interaction. And there's so much 9 00:00:32,430 --> 00:00:35,670 you learn about yourself and the product you're selling, when you 10 00:00:35,670 --> 00:00:41,040 do that door to door selling, like Patrick was saying, and I 11 00:00:41,040 --> 00:00:45,480 think as much as these online presentations and interactions 12 00:00:45,480 --> 00:00:48,990 have increased over the pandemic, I think nothing 13 00:00:48,990 --> 00:00:52,380 compares to that human interaction. And people want 14 00:00:52,380 --> 00:00:57,330 that, again, you want to put a face to a name and to a product. 15 00:00:57,330 --> 00:01:01,140 And I think it has hopes in coming back. 16 00:01:01,210 --> 00:01:03,250 Sean Murray: Yeah, well, it's interesting that they were still 17 00:01:03,250 --> 00:01:05,680 doing it during the pandemic. Right. Because when I was 18 00:01:05,680 --> 00:01:09,070 talking, I was, I talked to them briefly before Kevin, you know, 19 00:01:09,070 --> 00:01:12,910 did the story, and I got to do a little due diligence, you know. 20 00:01:12,940 --> 00:01:16,750 Yeah. Editors work every now and then. And I was shocked to hear 21 00:01:16,750 --> 00:01:19,150 that they were doing it also during the pandemic was, I 22 00:01:19,150 --> 00:01:21,730 think, kind of the one of the birthing points for the story 23 00:01:21,730 --> 00:01:25,150 itself. And the you know, they had to wear the mask and 24 00:01:25,150 --> 00:01:28,690 everything. And like you said, people were just excited to see 25 00:01:28,690 --> 00:01:33,040 somebody, but I think they raise another interesting idea, in 26 00:01:33,040 --> 00:01:36,070 that when the world is has gotten so caught up in 27 00:01:36,070 --> 00:01:40,270 technology and automation, and all that stuff, that doing 28 00:01:40,270 --> 00:01:43,720 something that it's you know, old fashioned all this, if 29 00:01:43,720 --> 00:01:46,030 you're the only one doing it, you can create a real 30 00:01:46,030 --> 00:01:49,090 competitive edge. In doing it. Definitely. It's kind of like in 31 00:01:49,090 --> 00:01:52,210 the age of like digital news. If you do something in print, and 32 00:01:52,210 --> 00:01:54,880 you're the only one who's in print, you can carve out a 33 00:01:54,880 --> 00:01:58,060 little, you know, a little niche for yourself. And for those out 34 00:01:58,060 --> 00:02:02,770 there who don't think that you can sell business loans door to 35 00:02:02,770 --> 00:02:05,860 door that that's like a weird thing to do. This is actually 36 00:02:05,860 --> 00:02:09,670 how it used to work. At least when I got into the business. 37 00:02:09,880 --> 00:02:12,070 There were telemarketing companies that would go and 38 00:02:12,100 --> 00:02:15,910 pitch these products. But when I was an underwriter back in 39 00:02:16,180 --> 00:02:17,560 literally 15 years ago. 40 00:02:17,650 --> 00:02:18,850 Allyson Berger: Well, don't date yourself. 41 00:02:18,850 --> 00:02:19,170 That's where you found phone numbers. Okay. The Yellow Pages 42 00:02:19,170 --> 00:02:23,011 Sean Murray: Okay yeah. A year ago. You know, back when I was 43 00:02:23,098 --> 00:02:28,313 15. There were sales partners who relied entirely on door to 44 00:02:28,400 --> 00:02:33,528 door sales and made quite a bit of money doing it. And they 45 00:02:33,615 --> 00:02:38,743 would they use the the Yellow Pages, and they would use the 46 00:02:38,830 --> 00:02:39,960 Yellow Pages. 47 00:02:44,550 --> 00:02:49,140 Showing my age. Let's talk about what the Yellow Pages are first. 48 00:02:50,530 --> 00:02:52,780 Allyson Berger: So funny. Yeah, people don't know about that. 49 00:02:52,780 --> 00:02:55,390 Sean Murray: There were these things called the Yellow Pages, 50 00:02:55,390 --> 00:02:58,750 they were actually yellow and that had numbers and names on 51 00:02:58,750 --> 00:03:01,420 them. But they would call up local businesses in the 52 00:03:01,420 --> 00:03:03,880 neighborhood and schedule an appointment and say, hey, I'm 53 00:03:03,880 --> 00:03:06,520 going to come see you at two o'clock. We're going to talk 54 00:03:06,520 --> 00:03:10,210 about your finances or whatever. And people would say, okay, you 55 00:03:10,210 --> 00:03:13,420 know, I hear what you have to say. And it's not like they just 56 00:03:13,450 --> 00:03:16,210 walked up randomly. They were scheduling appointments, right? 57 00:03:16,450 --> 00:03:19,300 And then they would go and they would actually get a lot of the 58 00:03:19,300 --> 00:03:22,330 paperwork in. And a lot of times the documents that we were 59 00:03:22,330 --> 00:03:25,660 getting, they weren't sent by email or portals. They were 60 00:03:25,690 --> 00:03:28,840 bringing the paperwork to our office and handing it to me. 61 00:03:28,840 --> 00:03:31,390 Yeah. And I'm like, and they're like, oh, by the way, this guy 62 00:03:31,390 --> 00:03:34,030 really needs his papers back like tomorrow. So if you could 63 00:03:34,030 --> 00:03:36,190 photocopy them real quick, I'm like, these are the original 64 00:03:36,190 --> 00:03:39,970 bank statements. This is his only bank statement. And it 65 00:03:39,970 --> 00:03:44,560 worked. And then I think, I don't know why that has not been 66 00:03:44,560 --> 00:03:47,260 used anymore. I think everyone got so hyped up on, it's all 67 00:03:47,260 --> 00:03:50,590 about scale. And you need to create a scalable business, and 68 00:03:50,590 --> 00:03:53,290 you need to do something that's going to 10 extra self and 100 69 00:03:53,290 --> 00:03:56,800 extra self, to make a billion dollars, and we got all caught 70 00:03:56,800 --> 00:04:00,340 up in that. And we just forgot about it. But at this company in 71 00:04:00,340 --> 00:04:05,230 Canada is proving Canadian Financial, although it's Canada, 72 00:04:05,290 --> 00:04:09,040 I think there's a lot of similarities in the culture. And 73 00:04:09,040 --> 00:04:12,430 I think that they're probably onto something. And for anyone 74 00:04:12,430 --> 00:04:15,730 out there thinking about how to differentiate themselves. This 75 00:04:15,730 --> 00:04:18,820 could be something that should be on your radar, at the very 76 00:04:18,820 --> 00:04:19,300 least. 77 00:04:19,780 --> 00:04:22,600 Allyson Berger: I mean, they're being a trendsetter. I think 78 00:04:24,010 --> 00:04:26,920 people are keeping up with the trends and you know, they want 79 00:04:26,920 --> 00:04:30,400 to keep up with technology. So they're acclimating their 80 00:04:30,400 --> 00:04:33,430 business technique to what's available out there, but I don't 81 00:04:33,430 --> 00:04:39,460 think anything can measure up to that human interaction of a 82 00:04:39,460 --> 00:04:42,820 sales meeting and talking to someone face to face. I mean, 83 00:04:42,820 --> 00:04:45,880 even if you think about it, people are have been doing Zooms 84 00:04:45,880 --> 00:04:49,780 because they want to see your face. They want to see how 85 00:04:49,780 --> 00:04:53,920 you're reacting to what I'm saying. And that body language 86 00:04:53,920 --> 00:04:56,860 and I think it's interesting, I think depending on who you have 87 00:04:57,250 --> 00:05:00,340 a Zoom meeting with generation wise, you know, maybe they don't 88 00:05:00,340 --> 00:05:03,220 want to do the video call aspect. And then maybe more of 89 00:05:03,220 --> 00:05:06,610 the old school people involved. They want to see your face 90 00:05:06,610 --> 00:05:08,950 because they want to see how you're reacting to what I'm 91 00:05:08,950 --> 00:05:13,450 saying. So I know how to sell my product next. It's all very 92 00:05:13,450 --> 00:05:16,570 interesting. And they're definitely doing the right thing 93 00:05:16,570 --> 00:05:19,960 by getting out there. And it's great that they've been able to 94 00:05:19,960 --> 00:05:23,230 keep doing it throughout this year. For sure, for sure. And 95 00:05:23,410 --> 00:05:27,010 Patrick, I think, and him and him and his his colleagues and 96 00:05:27,010 --> 00:05:31,450 employees are tuning in today. So, bonjour, mon ami. 97 00:05:32,350 --> 00:05:33,610 Sean Murray: I, hello. 98 00:05:33,630 --> 00:05:36,660 Allyson Berger: Yeah, that just means hello, my friends. In 99 00:05:36,660 --> 00:05:39,930 French. You know, we have to keep it open to our French 100 00:05:39,930 --> 00:05:43,440 Canadian viewers. But it was just it was a great article. 101 00:05:43,440 --> 00:05:47,550 And, you know, it's great to see that coming back. I mean, do you 102 00:05:47,550 --> 00:05:49,830 think it's here to stay like, will it come back, door to door 103 00:05:49,830 --> 00:05:50,220 selling? 104 00:05:50,730 --> 00:05:53,580 Sean Murray: Well, I think that they're kind of, they're putting 105 00:05:53,580 --> 00:05:57,540 it back into the mix, I think I think it was forgotten about. I 106 00:05:57,540 --> 00:06:00,060 don't think anyone who was doing it anymore. And I think that was 107 00:06:00,060 --> 00:06:03,300 part of why the story was so unique, is that not only are 108 00:06:03,300 --> 00:06:06,840 they doing it, but it's kind of a secret to success. And I think 109 00:06:06,840 --> 00:06:10,140 in in this you know day and age, this period, how do you compete 110 00:06:10,140 --> 00:06:13,080 against, we've talked about the funding buttons all all the 111 00:06:13,080 --> 00:06:16,170 automation, where you can just press a button. And here's this 112 00:06:16,170 --> 00:06:19,110 company proving that if you just come in and talk to somebody, 113 00:06:20,700 --> 00:06:24,210 you're you're creating something that the tech companies are just 114 00:06:24,210 --> 00:06:27,360 never going to have. So I think it's almost like a like a new 115 00:06:27,360 --> 00:06:30,240 thing that could come back rather than like whether or not 116 00:06:30,240 --> 00:06:32,010 it's going to like, you know, fade away or. 117 00:06:32,100 --> 00:06:33,450 Allyson Berger: Yeah, it's like vintage. 118 00:06:33,450 --> 00:06:34,230 Sean Murray: Yeah, it is