Ian Koniak is the President and Founder of Ian Koniak Sales Coaching, which helps AE’s go from good to great by mastering the mindset, habits, and skills needed to perform at the highest level in sales. As a speaker, trainer, and expert on Enterprise Sales, Ian has led national training workshops for Fortune 500 companies and his message has been shared in a variety of media including several leading top 100 podcasts. With over 100M sold in his career, Ian was the former #1 Enterprise Account Executive at Salesforce.com and is the Acting Dean of Pavilion’s Enterprise

 

 

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Untap your Sales Potential

 

Transcript

All right. Good afternoon, ladies and gentlemen, and welcome to another episode of the CE or story. And we’ve got
a fantastic guest and a close friend of mine. Ian cognac of. Sales coaching. So Ian Coniac sales coach and helps
people and sales teams develop their skills by leadership, that mindset. So they can ultimately sell more. Thank
you so much for joining us. How are you doing? I’m
Ian Koniak 6:53
good. Good to see you again. I know it’s been a few weeks since the event. It’s great to reconnect.
Kc Chohan 6:57
Ian. And I, both members of Sam ovens, quantum masterminds, where we met and such a great experience there. But
Ian, why don’t you tell us a little bit about yourself? Your background, your history and how you really help
these salespeople develop and sell while you’ve got such an interest in track record and amazing career in sales
with all of that, a hundred million dollars sold, which is fantastic. How do you then go about helping other
people? On top of their sales potential.
Ian Koniak 7:27
Yeah, that’s a great question. There’s no one, one silver bullet that, that I work on. That’s why my program is a
one year membership, because I always say like the thing that helps you make a million dollars in sales or
achieve, you know, however, whatever your goals are that are the most ambitious is not getting to that point. It’s
becoming the person who’s able to do that. So my, my program is really about developing the, I think of it as like
personal development for salespeople, really about helping them. Develop the discipline, the focus, the skills.
And, and really the cadence and the operating routine of a peak performer so much like Kobe Bryant or LeBron
James, or any elite athlete or business person will have a coach, you know, I I’m that coach, the sales people
that help them really develop the operating rhythm to be capable of performing that level. And that’s really a
combination of mindset, how that’s in skills. And I take them through, you know, depending on the level of which
they want to work with me, it could be private, it could be group coaching, or it could simply be online and
taking some of my courses, but ultimately it’s, it’s taken through a three-phase approach of mindset, habits, and
skills to develop where they can kind of feed into all three of. Those those pillars that lead to success.
Kc Chohan 8:47
Fantastic. So let’s dig into a little bit more of your background. I know you did a lot of years with Salesforce
and what you weigh up, how the huge team. I just want to share in your experience, some of the ups and downs. Of
working for such a big company, doing a huge enterprise value sales. And then switching to your own business. And
kind of that entrepreneurial journey and, and how you kind of navigated those waters. Yeah,
Ian Koniak 9:12
I think, I think the biggest thing, well, first of all, say I love it. On the other side, it is better on the
other side. So if you do have an entrepreneurial bug or any, any desire to go do your own thing, like get started.
There’s no perfect time. So for me, I think obviously, you know, I’m, I’m a sole breadwinner for my family and my
wife is a full-time mom. I have two young kids and I was making a pretty, pretty substantial income when I was at
Salesforce. So for me, the big, the big thing was, you know, how am I going to go and build a business from
scratch? How am I going to go in and do this? And, you know, fortunately my background lended itself well, but
kind of jumping in and, and, and getting, getting off to a really quick start, because I had gone through a lot
of, you know, challenges myself in, in Salesforce that. Helped serve me as an entrepreneur that I knew how to be
prepared for. And I also had a lot of skills where I can teach in a lot of credibility from spending 20 years in,
in sales. So my background is, you know, I spent 20 years. Really 19 years. Selling both enterprise software to
large companies, but also selling up and down the streets, copying machines. So I’ve done kind of the
transactional business to business sales. And I also have done the software sales and, you know, my, my transition
between like the traditional sales and more strategic selling did not come easy. I actually, there was a period in
my career where I missed my goal three years in a row. And. During that time I battled with addiction. I battled
with, you know, self-worth going down the toilet because I was always attached to being a top performer. And when
I didn’t have my results reflect that, then I started, my whole identity was kind of putting a question and I. I
dealt with it in some very healthy ways. So, you know, personally, I had to take a step back and realize, and look
in the mirror and say, you know what, maybe what I’m doing, which was hustling and grinding and doing a lot of
activity, maybe this isn’t effective for selling. Large enterprise deals and strategic deals. Maybe I need to look
at, you know, things a little differently. So I ended up in 2017, I joined a mastermind similar to what we’re in,
but it was for. For sales professionals specifically. In, in business to business enterprise software. And I got
hired a coach during the mastermind and really learned like how to evolve my identity as someone who was being
very self-centered and very focused on hitting my own goals to, to being somebody who was more outward, focused
more about hitting my own clients’ goals and really understanding and taking the time to know what they want and
be a service provider rather than, you know, selfishly just trying to hit quota in that transition from an inward
focus mindset to an outward focus actually led me to become. Number one at Salesforce globally and make seven
figures. I’m like, man, I’m onto something. Then I repeated it the next year. And then almost died. The following
year and I’m like, holy shit. If I died today, I would’ve kept all this. Stuff to myself, I need to start giving
back. And so, you know, my, my birth story, my origin story for my business really came from a near-death
experience where I said, you know what? I need to start really helping other people. And it started with simply
just making Instagram videos and. You know, didn’t have a product, didn’t have a service, but really just did want
to give back and help people. And then eventually people wanted to pay me for my services and that kind of led to
coach. And then I didn’t really leave Salesforce until that coaching business was greater than my income at
Salesforce. And I had proven the businesses malls.
Kc Chohan 12:35
For a second, because that’s actually a really, really good segue. There’s a lot of value that you’ve just shared
with us. Let’s kind of take a second and break that down. Is that. You had a loss of identity early on when you
didn’t hit your target. So you as a person, as a mindset were really attached to being a top performer. I think a
lot of people will be able to resonate with that when trying to kind of let’s call it overachievers or like. The
top few percent of people, right? Because. That is a huge hit or kick in the teeth. And you doing it yet on your
own? Yeah. And just reducing yourself worth. So that’s a mindset thing in terms of how did you then. You talked
about addiction and things like that, but how did you get past and cope with that and turn it around. To really
break through that barrier. Because I think a lot of people will be able to resonate with that.
Ian Koniak 13:25
Well, I mean, I hate to say this, but you almost have to hit a rock bottom, right? You have to come to a place
where you feel so shitty that, you know, you basically say enough is enough and, and you know, no one changes
unless they want to change. And I was pretty stubborn. My first year I missed it. I thought it was my territory or
my boss, or I blamed everything else. That’s up myself. The second year I hit it. I still blamed. Or the second
year I messed, I still blame my boss. And I actually changed teams at Salesforce. I went to another division. I
said, you know what? This is. Enterprise. Thing’s not for me. I need more bouts. And I moved down a segment to
commercial side more accounts. And then I missed it literally by, by one deal. I hit 95% of my goal that third
year after I changed teams. And that felt way worse than the two years. I missed it by a lot because I tried
everything I had literally tried changing teams. I had a new manager, I had good accounts and now it was just.
Finally time to look in the mirror and face myself that I was the common denominator between success and failure.
So at that point, I remember I had to, it was the last day of the fiscal year. I had a splitting headache. I was
looking at myself in the mirror and I had missed it by one deal that I thought I was going to get. And when that
deal. You know, didn’t come through in the last day of the year. I felt like for the first time in my life, this
pulsing migraine, my ears were ringing and I was staring at myself in the mirror and I just screamed at the top of
my lungs lungs, the F-word. And I said, You know, and I was so, so fed up and it was like the worst pain I’ve ever
experienced outside of, you know, some, some other things that apple with my addiction, but in my career it had
been the worst pain. And I, at that moment, that was the catalyst. You know, the straw that broke the camel’s
back. If you will. In that moment, I said, I never want to feel this way. Again. I never want to be at the last
day of the fiscal year missing by one deal. I will do whatever it takes to make a change. And honestly, Tony
Robbins talks a lot about this. He says, change. I was literally just going to say that.
Kc Chohan 15:19
One of the, the business mastery events that I went to Tony talked about kind of the two barriers. So you’ve got
to borrow your upper limit and a lower limit. Most people live in the middle of that barrier and they call out the
comfort zone. And the only break through either when someone hits rock bottom, like you just mentioned, or
someone’s having a great time and then break through the top, but it’s in the middle of, most people live in that
comfort zone. I totally agree with what you’re saying in terms of the width. You’ve got to hit rock bottom. You’ve
got to hit one of these two limits. In order to progress to the next stage. A hundred percent. So he says change
occurs when the pain
Ian Koniak 15:55
of staying the same as greater than the pain of changing, because it is hard to change your habits, to get out of
your comfort zone, to adopt new ways of selling, to restart, you know, what you think, you know, and throw it out
the window. But that’s, that’s kinda what happened to me. I was just in so much pain and I said, I’ll do whatever
it takes. And at that point I was ready. I was ready to actually receive and to grow. And I started with this
beginner’s mindset. And fortunately, now, you know, we’re talking six years later, I’ve never stopped with this
idea. Idea that I don’t know everything and I need to learn from people better than me. And that was kind of my
start. My entry into personal development is, is, you know, to a place where my ego had to be shattered in order
to really receive what I needed to from others. I
Kc Chohan 16:37
think that’s a lot of it as well as you talk about Eagle and it’s so true is we’ve. I always try and leave. My ego
at the door is one of the sayings I. I like to kind of hone down on, because I think it’s really important to be
present, but before. Back to what you’re saying and mindset, but not to think that, Hey. I’m the shit. I can do
everything by myself. And it’s like, it’s so much bigger than any one person. If you leave the ego at the door.
Then it allow you to kind of take that step a lot sooner to the next
Ian Koniak 17:07
level. It attracts people in business. People want humble, you know, They want people that don’t talk about
themselves, that don’t need to prove anything that are humble and interested in them. And I always like to say, if
you want to be good in sales, be interested, not interesting. Okay. If you just take the time to. Understand
people and what they care about and their goals and their challenges, and really ask the second, third, fourth
level deep questions. They’re going to want to work with you because clearly you care about them. And it’s just
like something that, you know, is not taught in sales to like be a good caring person. But I feel like that’s what
it took for me to kind of break through that threshold is to stop caring only about myself and start to actually
care about others. And that’s what I teach. And, you know, it takes time until. You sometimes just need to realize
that what you’re doing, the way you’re doing it is not making you happy. It’s not working. Sometimes you need to
look in the mirror and say, maybe I’m not as good of a person as I think I am. And maybe my habits, my behaviors
are not aligned with my values and my beliefs about myself. So I’ve been on this journey for six years and it’s,
you know, this way of working and thinking has just been. Brought blessing after blessing. So I can’t advocate
strongly enough for, for this. And it’s, it’s forever thing. There’s always going to be areas that you have to
optimize. There’s always going to be learnings that you need. I mean, it’s just a way to live your life where the
bar continues to get set higher and higher and higher. I mean, I just ran my first marathon. Last Sunday. And I.
Thank you brother. I crushed the record that I had previously set. And you know, now that bar is like, I can run a
marathon. I can do more. And that, that becomes your standard. So every time you achieve a certain level that the
new bar has raised, the new standards are raised. So it’s just like you
Kc Chohan 18:42
becoming. Person and like, like you said, the star is the journey along the way the person you are at the start of
the journey is not the person, you know, at the end. And it’s the team that gets to that twos. The team that’s got
you where you are today. It’s not the same team. That’s going to get you where you want to be in the future. So
it’s always upgrading yourself mindset personally, but also the people around you and like masterminds, like, and
trainings and things like that. It’s all different levels to, to increase that value. Ultimately.
Ian Koniak 19:09
That’s right. That’s right. Maybe I started with the sales, but then I needed, like, I always say mastermind. I
was in addiction recovery. So I had a 12 step group that I was with and they were in a mastermind and then I had a
mentor and a sponsor. And then now I’m with Sam ovens who specifically helps with. You know, entrepreneurs in our
space. So it’s, it’s, it’s really always evolving who you’re learning from based on the level you get to. So, but
it is a journey and I think 95%, I’m guessing. You know, out of thin air, but 95% of people I don’t think are
willing to invest in themselves in this way to really pay for help, pay for a mentor, hire a coach, join a
mastermind. And I think that’s what holds them back as they think they can do it on their own. And unfortunately
you can’t because if you would’ve, you already would have right. If you could do it on your own. So. You know, we
deal with this on a daily basis. I mean, it’s like,
Kc Chohan 19:56
Maybe you can do it on your own, but you’re going to learn a lot of harsh lessons and it was going to take you a
lot longer to do that. I personally always prefer to get a mentor, whether that means paid free. Whether it’s one
hour a month or one hour a year. Getting the valued advice and leadership from someone who’s been there and done
it before time and time again has helped me accelerate my businesses, tenfold. That’s the way I see it. And
Ian Koniak 20:23
your bar gets raised, right? There’s a guy who follow in my life. You probably have seen. He says there’s two ways
to like raise the bar. One is you surround yourself with people who are achieving at a higher level and
throughout. Simosas you can see what’s possible. Right? And then the second is you set goals that are actually
push you out of your comfort zone, where you have to, you know, train where you have to go accelerate. And then in
that process, your identity actually evolves during.
Kc Chohan 20:48
Totally agree. I’ve got a great story about that as well. So, A couple of weeks back, I’d done a new collaboration
with someone and it went really well. So I call it my mentor. Hey, are you free for a cigar? I want to celebrate
something. Let’s go grab a cigar and whiskey. So he’s like, yeah, I’m free. So we both go to a cigar lounge in
Beverly Hills on. And we lined up some nice Cohibas Cuban cigars, and we have a drink and we’re talking. So I’m
like, No, this guy’s my mentor. He’s a billionaire, right? Multi-billionaire so I don’t want to make it all about
me. So I ask him, Hey, how’s y’all Debbie and what you’ve been up to. And he just saw happen, have a fantastic day
as well. So he continues to tell me about his day. And this guy has made. A considerable amount of money in that.
Day that he just closed the deal. He’s gonna make a couple of billion dollars from it. And I was like, oh my
goodness. Like, it just raised my level. I had a million dollar a day and I was over the moon with it, like
overjoyed to the point I wanted it. Sit with him. Talk to him about it, kind of run through the numbers and he’d
made a billion dollars that day. And again, that was not one day. There’s a lot of work that goes into that. But
the fact that we came together, And it just opened my eyes to the next level, which is back to the point that you
will make. And it’s like, regardless of it, which is talking about. 1,010 thousand, a hundred thousand, a million
or a billion. There’s always that next level that someone is achieving. And it’s are you in the right room with
the right people? And then the willing. How you willing to build a relationship where they able to talk to you
about it or willing to talk to you about it? That’s
Ian Koniak 22:26
such a good point because you think, you know, if you’re running and you’re the top dog and your circle of
friends, your groups, right? Who are you learning from the wrong group? Yeah. So, I mean, they say what? You’re
the. You’re the product of the five people you hang out with most, but
Kc Chohan 22:40
rolling.
Ian Koniak 22:41
I just, I feel like, you know, again, it just always depends on what’s possible. So seeing Sam and what he did
with quantum now, it raises my standards for what a mastermind looks like. Right. So do spend time with the people
are doing what you want to do, but also go through the experience of being a customer and what it’s like to be
their customer. Right. So you can see that’s part of the reason I joined quantum is to like go through and see
what a proper mastermind looks like for entrepreneurs. And, you know, being able to be around 99 founders is, is
really powerful. So there’s just, there’s always another bar. There’s always another level, but it does come down
to investing in yourself. Itself and investing with other people that are in the domain. That, that, frankly,
you’re not like you want, like, if I’m going to go and hire, if I want to attain more of my wealth, I’m thinking
of you first, right. If I want to keep more of my, I don’t know how to set up trust. I don’t want my accountant
doing, I want someone who knows how to do that really well. So it’s like, By you giving that content by you
sharing your knowledge. You’re going to be top of mind for those people. So just get yourself in the room with the
people that you want to learn from, but also that you can serve and that you can give something as well to them.
Kc Chohan 23:45
Yeah. And I think you said it right. Is. If you’re, if you’re the smartest person in the room, you’re in the wrong
room.
Ian Koniak 23:50
Yeah. It’s
Kc Chohan 23:51
like, you don’t want to be the top dog at any of them because you’re not learning that. I just want to be learning
from the people around you and, and that kind of segues into something you touched on earlier. So when you left.
Salesforce and started your own business. That’s kind of a key critical point. I think a lot of people are going
through or thinking about transitioning into. And we did it in very similar ways when I left flow. So I kind of
had a couple of clients, so make sure that the drop in income wasn’t significant and it could actually go up. So,
can you talk a little bit about your experience? At that point in life, when you were one looking to leave
Salesforce and start something yourself, build in those first few clients. And then actually making the leave.
Ian Koniak 24:34
Yeah. So it started, I mentioned a near-death experience. I got stuck on a rollercoaster upside down hanging 180
feet up in the air in a, in a flying coaster. So. It was pretty, it was pretty traumatic. I was up there for a
long time and, and I, interestingly, I’d been listening to a podcast of Lewis’ house and it had a woman named
bodywear on it, who wrote the fiber aggressive, the dying. So I had already been thinking about dying and then I’m
hanging over thinking I’m going to tie. On this rollercoaster scary stuff. Yeah. And so that was like, again, I
have all these catalysts, these, these, you know, divine intervention moments that I. Throughout my life, which,
which changed the course of the future. That was one of them. And so at that point, you know, I started by saying,
I just want to give back. I wasn’t necessarily thinking about doing a business, but I’m like, what is the way I
can give back to the most and have the biggest impact right now. And I decided I’m going to make a quick
motivational video for people every day for 365 days, right. We were doing the 365 day challenge where it’s like,
pick one thing you can do every day for a year. That’s going to have the biggest impact. And I was thinking about
what I could do. And I’m like, this is something I can do. It’ll help me build. The brand it’ll help me give back.
It’s also going to get me where I want to go. So in the process of doing that, like I had a bunch of people that
like wanted coaching and help. And like, what do you chart? I don’t know what to charge. So it’s like what? Until
I started by charging, like, it was like, I mean, it was nothing. It was like, oh, you’re going to pay me for
this. I’m just sharing what I know. And so that was like nothing. And then I’ve got my first client and then I got
another.
Kc Chohan 26:01
All off the back of doing the videos
Ian Koniak 26:04
all on the back of doing the video. So. This
Kc Chohan 26:06
step is you added so much value in that one year by being consistent, focused and just doing it. No most people
would’ve stopped and not made the 365 videos, but you committed and you did that.
Ian Koniak 26:18
Yeah. Yeah. I mean, I think that was the, I, you know, yeah. It’s, it’s like people talk about content marketing
and it’s really, really effective. Like I’m just living, walking proof. So I had been going on doing the videos,
one thing, but I also did like some keynote speeches. I did a couple, like for free, and then I did. I did a
Salesforce event where I spoke at their sales kickoff and was like Sharon successor. So my general thing was, I’m
going to give back, I’m going to share. And that’s, that was the joy. It was the joy and the journey of actually
giving my gifts because I thought if I died, I would have been selfish. I don’t want to be selfish. I’m going to
start giving back. And then it was naturally brought up to me of like, Hey, can you help more than this? Can you
consult, can you do a paid engagement? We have the speaker conference. So 2020 comes around. And I joined the
program for anyone. Again, I’m in a mastermind with, with Casey called quantum, but that’s very exclusive for
people that are been running their business, but for anyone thinking of running a business, You know, I, I joined
a program called brand builders group, and it was a mastermind for people that are in other jobs that are thinking
of going full-time right. And these guys are really good at what they do. And it was a buddy of mine named Roy
Vaden, who I’d known forever and he runs this mastermind. He’s fantastic. And so I, in 2019, while I was doing
this videos, I was also in this brand builders group mastermind, where they were helping me develop my brand DNA.
What’s your messaging? What’s your ideal customer profile? Your. Your ICP. What is the offer going to be, what are
you going to sell them? What are you going to give them? So I came up with this idea of like running coaching as a
service and doing a subscription model, but you know, it didn’t. It didn’t come to fruition yet. It was like, I
was just getting the blueprint for the business plan in place for a whole year. Because I knew I was at Salesforce
and I just wasn’t ready to take the leap yet. I wanted to prove out the model. So that was 2019, then 2020 hit.
And I had another rock bottom. You could see a theme. So I actually had a rock bottom with my personal life where
I was, was living with addiction and I was hiding it from my wife and my family. And. You know, they found out
about it and it broke my wife’s heart and, you know, led me to have to take a step back and say, you know what?
You know, my ego’s out of control again, I’ve been a top performer at Salesforce. Now my brand is blowing up with.
Well, all these people wanting me and my following growing. Like, but here I am lying to my family hiding things.
So I took a step back. I went into therapy, one of the 12 step recovery and. You know, fortunately now it’s been
30, 30. Four months. No, not 31 is February 3rd, February 13th, 2020. It was my, it was my sobriety date. So it’s
been 32 months of being sober from. From porn and from compulsive sexual behavior, which saved my marriage and it
saved my, my family. And that to me took my effort. So I put the business on hold, so I can go into that recovery.
I even put Salesforce on the whole, they said, I got to take care of this. This matters most I can have all the
money in the world, but if I don’t have a family to share it with and nothing matters. So. Same thing. I found the
resources. I found people would walk that walk. I learned from them. I went all in found a specialized therapist
and I came out so much stronger. I had a baby. And then at that point I was ready to go all in on the business. So
once I dealt with my personal stuff, I say, if something’s clouding your vision, you can’t see, you’ve got to take
a step back and clear it out. So you can take 10 steps forward. Right. And that’s, that’s a theme. That I’ve had
to do my whole life and. I did it with my family. And 20, I’d say mid 2020. That’s what I went back to brand
builders. I went back to start building it and then I launched, you know, formal coaching business. And I filled
up and sold out immediately, like within a day. Right. And so I’m like, whoa, this is crazy. So I continued that
and I’m still at Salesforce and then more and more clients now are wanting to work with me. So I created this
waitlist where, you know, every couple months. You know, when someone dropped off, I would add someone. So now my
waitlist got bigger and bigger, and I had hundreds of people on this wait list. I’m like, this doesn’t make a lot
of sense. Why am I working at Salesforce? And then doing this on the side when I know there’s this demand for the
business. And then 2021 came. And at that point I kinda knew I would go all in because I just couldn’t sleep. I
couldn’t go a day without thinking of all the things I wanted to build in my business. It wasn’t just a calling.
It was like, it was an obsession. So I’m like, I gotta, I gotta go all in on this. So I finished my year at
Salesforce. I finished over plan and then I went on a paternity leave to go. Spend time with my family, cause
Salesforce gave us that time. And I also use that time to kind of build out my personal business. And then I found
out that Salesforce doubled my quota. So it went from 2 million to 4.3 million. So I would have had to make.
Double the amount of sales to make the same income. If I stayed at corporate and I’m like, you guys just, you
know, I, I don’t know what.
Kc Chohan 31:16
Yeah.
Ian Koniak 31:17
I, you know, people say everything happens, but I’m like, that is the biggest blessing you just made this decision
so easy. And so I love Salesforce 2021 launched a broader program in 2022, which also sold out and then did seven
figures over seven figures. My first year as a solo preneur, which is unheard of for coaches. So that to me was a
by-product of building the videos in 2019, building the brand 2020, taking care of my personal shit. And then
being in a position where I didn’t have anything clouding my vision and I can really go all in on the business.
Kc Chohan 31:48
When we got down, I think you just did it really well less. So. You added so much value by making your YouTube
videos so consistently for such a long period of time. That you built up a base of people and watching them,
consuming them that liked you. And build a not relationship. Right. Then you stop it. I didn’t bother you speaking
on stages, doing paid gigs, even though you didn’t really know what you were doing, but just not least. Getting
out your comfort zone. Then hit a couple of roadblocks, but what able to step back. Clean them up, deal with them
and then have a really solid foundation, which you could then build on.
At Salesforce, you backed yourself. You started a new family, got a lot of things still going on here, but you
were able to, based on that solid foundation that you’d built through doing the years of work. On YouTube and
building actual relationships. To then sell out. Hit seven figures and you have one, which is amazing. And then.
I’ve even mall value, time and time again. So I think there’s some really good tangible steps there. And then I
may set it there. I just can’t emphasize the importance. If you have something that’s
Ian Koniak 33:00
clouding your vision or taking away your focus that’s personal or health-related or anything that you’re not
dealing with, it’s going to blow up. Right? So I think a lot of solar preneurs and entrepreneurs have a lot of
stress and family issues, or maybe you’re working too much. And I just see it over and over again, the top
performers that I coach, and I said, you need to take a step back because once you do that, you can be so much
more efficient with your time. So much. If your energy is right, if your health is right, you can thrive. Thrive
in the time that you have during the day. So for me, I kind of had to learn the hard way, but once I did that,
it’s amazing. Like how now my wife is fuel for my business, my family’s fuel for the business versus a distraction
from the business. So it was all like a shift in how I thought about, you know, how this all kind of flows
together. So I think it’s important to bring up that many people don’t talk about.
Kc Chohan 33:45
Yeah. Not definitely as we, before we wrap up, let’s talk a little bit about mentorship and the groups that you.
Became part of and how you found them, what they helped you get through. So I’m similar to yourself. I’m part of a
lot of different groups of individuals that helped me from sales and marketing agencies to operations and
mentorship life. Health spirituality pretty much everything across the board because I really valued that. What.
Some of your experiences been in finding the right groups
Ian Koniak 34:18
and
Kc Chohan 34:18
how can you, what advice would you give to people listening and watching. On finding how to find the right mental
group for them.
Ian Koniak 34:25
Yeah, I think, I think a lot of people there’s. There’s a lot of noise out there. There’s a lot of groups out
there that are kind of, they, they might sound the same, but there’s, there’s some advice so I can share what I
did in my group. And then I can share some advice on how to evaluate what mastermind to. To join. So for me, For,
I think the most important thing is like, what are you looking for right now? What do you need right now? So that,
that PR PR. You know that that’s the context that paints the picture of what type of mastermind. So in 2017, when
I started with this journey of masterminds, what I needed is to grow sales when I needed to, to realize I could do
it. So I found a sales training mastermind for top sales performers, the top 1% to learn what they were doing
differently. So that’s one that I joined for two years. Then I realized, Hey, I want to build a personal brand.
Right? So then in 2019, I joined bat brand builders group to help me launch and figure out what my brand was going
to represent, what my offer is going. To be right. So it’s very specific. Then in 2020, when I was doing the
diction, it was like, okay, I need help for addiction. And specifically in addiction that I was struggling with,
cause it wasn’t alcohol or drugs, it was related to sex. So fundamentally I wanted to find resources that can help
with that. So it was a 12 step group and it was, you know, through, through my, my, my sponsor and. Through also
the therapist, it was all very hyper specific to compulsive sexual behaviors. So that to me was, you know, things
that I struggled with. I didn’t even know. So if I just saw an addiction therapist that wouldn’t have been enough,
I wanted someone that was. You know, specifically around sex importance, so that, that helped tremendously. Again,
I can talk openly about it, cause I don’t do any of that anymore. And I dealt with it. Right. So fundamentally
that was the third group. And then when I joined Sam, Sam Robbins group, right. It was all about, okay. My
business is great. How do I get to seven figures in, right. I need to build out a team. I need to make sure that
I’m not compromising my values. I don’t want to lose you. The, the things that are important to me, my health and
my family. I want to do this the right way. I don’t want to build a business and work 80 hours a week. I want to
do it in a way that fits my lifestyle that I want and surrounding myself with the right people. So his message and
his appeal of seven figures in really worked for me. So what I would encourage you to think about is, is number
one, what do you want most right now? Right? And think about a mastermind that can help you in that specific area.
Number two, right. Is, is who is delivering the content, right? For so many groups and so many. You know, gurus
out there, whatever, like, I don’t think about other people. I worry about what I’m doing, but I know a lot of the
programs out there that I seen or, you know, that are advertised may be run by people who haven’t actually done
the job. So if I want to get help for running a marathon, I’m not going to get coaching from a trainer that hasn’t
run a marathon. I want someone who actually has done it and helps people do it. If I want to get. Financial
advice. I’m not going to go to someone who’s bankrupt and who has, you know, credit card debt, and who basically
is, is being investigated by the sec. I’m going to someone who has never been audited. I’m going to someone who
has helped billionaires or millionaires and who does it themselves. Right? So you want to learn from someone who
has done the thing you want to learn from at the highest possible level. And the third thing I think about is
community, is it just taking a course or can you be part of the community where you can actually network and
connect. With other like-minded people, because it’s one thing to learn from someone it’s another thing to learn
from your peers. So I always say there’s three levels of mentorship that help there’s the mentor, right? Which is
the person you’re learning from there’s the running mates, which are your peers alongside that you’re running with
to try and achieve the same goals. And then there’s the mentee. Somebody you can take and teach the content.
You’re learning to someone else to pay it forward. And that helps reinforce whatever you’re learning. So you
really want to be in an environment where you can get those running mates and also potentially mentees. T’s that
you can teach and help lift up along the way. I
Kc Chohan 38:17
think that’s great. The way you broke that down into three different segments, because it’s so true is that we’re
all part of a bigger world community. And then. Find your specific silos within it. And I think that’s when you.
Tony Robbins talks about this a lot is that’s when you become the teacher, right? If you can learn something and
then teach it to somebody else that shows that you’ve really understood it and you can Excel at it. So in that
community section, I think is really important because we all. Fall off along the way. No, one’s going to have.
The whole run home, run home run. It’s going to be ups and downs. So having a community. And the running mates
that help lift you and kind of push you in the right direction. Is so critical. I think so it’s definitely a.
Definitely reading pawn. So as we wrap up again, thank you for your time. How can people find you and reach out to
you?
Ian Koniak 39:09
Yeah, so my YouTube channel is just youtube.com/ian Kodiak. That’s where I put all my sales tips. I also put
mindset and habits and time management, everything to help you perform better. If there’s entrepreneurials,
listen, entrepreneurs listening, listening to this, you know, check out that channel. If you. You know, if
anything I shared resonated on a personal level, if you struggle with some of the issues that I know I struggle
with with. You know, self worth or maybe addictions or anything. LinkedIn’s where I’m most active in social
channels. I’m not really active on Instagram or Facebook much because of the nature of who I sell to and what I
sell it’s it’s more LinkedIn. So shoot me a direct message. Shoot me a connection request. If you do, I’ll get you
a link to my newsletter, to my subscription for YouTube. And if you are interested in working together, if you
want to take your sales to the next level, and specifically, if you’re in business to business sales, I do offer
sales coaching. There is a waitlist right now, but you just go to untap your sales, potential.com/waitlist, or go
to ONTAP yourself, potential.com. If you want to learn about the program, and there’s a bunch of buttons where you
can join the wait list. If that’s something that you’re interested in joining. What we’ll do is we’ll put the
links
Kc Chohan 40:14
below on YouTube so you can get straight into contact. And Ian, on those barriers, mediums, one is shout out to
get the CFO. Thank you again for sponsoring the podcast and making this all happen. Ian, thank you so much for
your time and, and going really deep and sharing some vulnerable things. We really do appreciate that. Thanks,
Ian Koniak 40:32
Casey. Great to see you again. And. Best of luck to everyone. Right.

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