Chaz Horn Shares His Valiant Underdog Journey Through Gratitude

Pamela Bardhi
Hello, everyone, and welcome to another episode of underdog today. I have an incredible guest here with me. Chaz, how are you, my friend?

Chaz Horn
I’m doing great. Pamela. How about you? How are you doing today?

Pamela Bardhi
I am doing lovely, my friend.

Chaz Horn
Yeah, I tell you what gratitude changed my life when you focus on all that you get to do. And all the things that you have as opposed to having to do and those things you don’t change your life.

Pamela Bardhi
Amen. Chaz. I see I’m already pumped up and excited for an interview, you are an absolute Rockstar in so many different realms. So I always start off with my favorite question, what inspired you on your journey to where you are today?

Chaz Horn
Wow, I’ve done a lot of discoveries to understand why I do what I do and why I struggled and why I have fears. And so it has to be when I was young, maybe 9 10, my parents had gone through a divorce. And my dad would pick me up on the weekends, and we moved to an apartment at 502 retinal places. It’s a little village outside of Cleveland unlike Erie, and I used to sit on the balcony and watch the exit of the freeway. Which was about oh, half a mile away I can see my dad’s car exiting the freeway. I used to sit out there because he used to always be late. So I play a game. He’d be the 10th car, the 20th car, the 50th 100 car.

One night, I don’t know get up like 250 or something like that. He was late the next week. He was extremely late or didn’t show up. Then the next week, he disappeared. So I was calling him to reach out to them. This happened year after year after year. I thought my dad had died. And when you’re a little kid, I mean, you don’t care about divorce and who’s right or what’s wrong and anything like that. You just want to spend time with your parents. So I finally located my dad, several years later, and I said, Dad, what happened to you, I thought you die. And he goes, Well, I lost all my money. I didn’t think you want to be around anymore.

His mindset was so jacked up with that thought process. Because he was like a really amazing dad that I remember before the divorce, and then I’ll suddenly disappear. That’s what motivated me in a way that I didn’t realize till later in life. It’s I want to be transparent and authentic. And I realized this, you, being you, me, being me, will attract the exact right people to me to you. And repel the wrong ones my frame of reference was so messed up. I was trying to live life to attract people to me and try to be the life of the party and all these different things. So I made up a whole person who I wasn’t. So when I came to terms with who I was, that’s one of the major things that inspires me.

In addition to helping people see their potential, then help them realize it. And that affected me because I grew up in a place that was really critical, we suppress our feelings. I never really thought I had much potential. So when I had my boss speaking about my life when I was homeless living in a car. My first b2b sales job can opt-in which we could get into that a little bit later. He said these three words can be preceded or followed by the top salesperson in the company. I was 199 119 How is living in my car? He didn’t know about that. So he’s homeless. That became my why, I didn’t realize it way back then. But my dad’s absence, and then people speaking into my life.

That’s my why today, helping people see their potential in helping them realize it, and just being authentic. It wasn’t it’s not about things, which I live my life many years for that. If I just get this one thing, I’m going to be happy coming to terms with just being yourself. And helping people see who they are, see their potential, and help them realize it. That’s really what drives me at the core of who I am.

Pamela Bardhi
Amen. Chaz oh my god, I was getting chills as you were talking about it. Especially when you mentioned people speaking to you. And thank you so much for sharing it. I mean, people speaking into me, that’s such a powerful thing. I always talk about the cheerleaders, the cheerleaders in your life make all the difference. So you mentioned a couple of things, which I absolutely adore. So before we get into those, I do want to ask you a question. What did you want to be as a kid when you grew up,

Chaz Horn
I saw myself on stage in front of millions of people shouting my name. Now, I don’t know why that was, is something that’s like crazy about dreams, but also kind of amazing. I don’t know why they’re shouting my name, I think it was because I was just so amazing and awesome. So, but it goes to the heart of that, because I was so insecure, and I wanted attention. And so I just crave to be around people, shouting my name.

So that was the earliest memory of what I wanted to be, whether it was like, a rock star or something like that. But I didn’t really have any talents. I just wanted to be around people and attract people to me. Then it was just like a dream. That was, it was cool. But I didn’t have any like, okay, how am I gonna get on stage in front of millions of people? It was something that I would think about, often.

Pamela Bardhi
I love that just they get so much richer. That’s so awesome. And kind of getting into again, it’s talking about those cheerleaders in your life. So he mentioned you can be. So walk me through the very first time that you heard that and how you started implementing it in your life. When you’re like, Okay, he’s speaking into me, and how did you sort of rise from that? Because you just mentioned that you were homeless sleeping in your car, and no one had any idea?

Chaz Horn
Right? Yeah. I wouldn’t tell my family because there’s so much shame around it at the time when I was homeless. So two things go back to I could remember Mr. Donovan in the sixth grade. He said, You’re the smartest kid in the class, and I got straight A’s that year. And then fast forward to Ken Upton, many years later, I was 24 at the time, and just this is how it happened. It’s really important in speaking being a cheerleader. You can speak life into people, or you can drag people speak death. There’s a lot of power in the tongue and what we say not only what we say but how we say it even more so.

So Ken often asked me to come over to his house for dinner. He was my boss. It was my first b2b sales job. And I hadn’t eaten in a couple of days, some like cool, washed up some clothes in the gas station restroom. Whatever his house and he pulled me into the den, it was in Northern California. If people don’t have been to Northern California receive this hot Northern California isn’t hot, it’s cold. So there’s a fire in a fireplace. It was like Master to student. And he sat me down. He said, Chaz, he goes, Are you sick and tired of being sick and tired? I was clueless. I was totally clueless.

I’m like, second Tar Heels. Yeah, I know, you’re not making any money. You’re 119 out of 100. Salespeople. I mean, it’s 100%. Commission, he goes, Are you sick and tired of that? I’m like, yeah. And then he said, You don’t understand you can be the number one salesperson in the company. But you got to follow the system, you gotta follow the process. Because it’s proven. We spent a lot of time getting the system and process together. And that was drilled into my head back then.

So that was all I needed. I faced it, it was 100% cold calls. I mean, it was driving into a town and calling a business and showing up in the business. And if I didn’t walk out with a check, I didn’t get paid, really high-pressure sales, which is another story for another time. But back then I was just learning how to sell. So 45 days later, I was number three in the company out of 119. And I moved out of my place with automatic windows.

Pamela Bardhi
Oh, my goodness. That’s incredible. So like, what did you do to implement that? Because here’s the thing, right? You were in your underdog moment. Right?

Chaz Horn
Well, of course, by the time, big time.

Pamela Bardhi
All up against all odds, and you’re trying to figure this thing out because that’s the hardest part is getting out from the pit. I like to say rising above, that’s the hardest thing to do. So what did you do to implement that and what kept you motivated throughout the process as you were doing that?

Chaz Horn
So it’s just for everyone listening here, even if you weren’t homeless, there’s challenges and struggles. What I’m about to communicate, applies to everybody because we all have challenges. And so I didn’t know it at the time looking back, you know, hindsight being 2020 I had a goal. I hated the pain that I was in, I took ownership and I love the book Extreme Ownership by Jocko Willick in his partner is all about taking ownership. I took ownership of where I was and then did the hard work. The biggest thing that we all face is fear. And we can face the fear, go towards fear and get to the other side reaching out of our comfort zone.

That’s where life is meant to live outside of our comfort zone. I didn’t realize this when things weren’t in my head back then I just wanted to not live like that anymore. Ken said You can be the number one salesperson in the company, that belief in me drove me as well as not wanting to live like that. When you put those two things together, that was really, really powerful. And I had a system and process to plug into its proven. I was doing things my own way. And I was getting my result, which was zero, zilch, nada. So those things combined, helped me face my fear, and do the things that I needed to do.

I’ll tell you what, I started the next day, I started making calls and doing the right thing and using the script and reaching out to people and then going in person. He was saying you got to follow a system, you got to follow a process. And I was following a script. So I go in, I remember the first time and the guy handed me a check for I can’t remember, like 2100 bucks. I walked out there and like, whoa, the system and process do work. So I hope that answers your question.

Pamela Bardhi
Yes, absolutely. In different respects I mean, the fact that like you said. It’s that belief in you that you couldn’t let Ken down kind of light up to like, calm down, and then out of necessity. It’s like, I don’t want to be here anymore in this moment. And then you know, once you started implementing systems, you get addicted to success. So you just keep on replicating and keep ongoing. And Chaz, did you make it to number one, in sales? Yep, that’s incredible. That’s amazing. Still, like, that’s amazing. You did it within like, what, two months, 45 days, not even two months. That’s incredible.

Chaz Horn
And number three, Oh, quite the accomplishment. And I was in my head, it was just filled with head trash. So making that shift from where I was, to where I needed to go based on Ken, giving me the cheerleader you can be. That’s all I needed when I had a system and process to follow.

Pamela Bardhi
That’s incredible. I commend you, my friend because that’s not an easy place to go to. And to get to that space is absolutely, absolutely unreal. Also, like you mentioned that teacher that’s spoken to you too, and said, You’re the smartest kid in the class and you got all A’s, Mr. Donovan. There’s something about language that just makes things like speaking to people. And the thing is like Sticks and stones may break my bones. But words will never hurt me. Like when people say that I’m just like, that is such horse.

Chaz Horn
Big time. Yeah, that’s right. It’s the words that we carry through the rest of our life, especially how they are said.

Pamela Bardhi
Incredible. I’m telling you, and it really does make a difference in your life. I mean, just by speaking to you look what you were able to accomplish. And for those listening b2b is business-to-business sales. Yeah. So if you could just exactly correct. Could you give us a little bit of background on that world? Sure. What’s b2b?

Chaz Horn
Yeah, so business to business. So you have an offer, you have a solution that solves a problem in a business. And so if you, there’s a lot of coaches out there, there’s a lot of b2b consultants out there. And there’s coaches that serve individuals. That’s like b2c business to consumer. Okay, so b2b, you’re working specifically with a business and you’re solving a business problem. To go a little bit deeper than that, if you have a business and you want to sell your solution, I’m all about serving, not selling. But for the sake of this matter, and the time, if you’re selling your solution you need to solve it.

There’s generally a top two-three problems that you need to identify with your prospective client that’s through within your target market that you solve. So that’s the value you bring to the marketplace. You solve these problems. And so they can focus on other areas of their business. Now they have peace of mind. They’re no longer going into their week, Sunday evening going, Oh, crud in my world, it would be now it’s like, I don’t have a predictable way to bring clients into my business. I don’t have revenue, it’s up and down. How am I going to solve this problem? I solved that problem today. And so you as a business, or as a business owner, b2b, you need to solve and identify those top two or three problems.

Pamela Bardhi
That’s fantastic and was within an organization so it’s business-to-business sales. So you’re basically marketing to businesses, as opposed to a consumer like anybody?

Chaz Horn
Exactly. Exactly. Correct.

Pamela Bardhi
He’s saying interesting. Chaz. Seriously. I mean, it’s just such a different world in business. There’s so much opportunity. It’s absolutely huge

Chaz Horn
And you know what, with great resignation, people don’t know and understand. There I have clients about fractional CEO clients in a fractional CFO client, as they’re working through the strategy with the process. They’re able to connect with people because a lot of businesses aren’t able to fill these positions right now. Because of the great resignation, there’s a huge opportunity for any time there’s a problem, there’s an opportunity. It’s just how you look at it. And if there’s a problem, that’s what makes entrepreneurs great is they look at the problem. Okay, here’s a problem in the marketplace, great resignation. How do we solve this problem?

Right now, people are not wanting to work for other people. So they’re leaving the workforce, which gives b2b consultants an opportunity to serve them. And usually at a reduced cost because they’re not paying benefits and all those different things. But yet, the b2b consultant, they’re making a good living as well.

Pamela Bardhi
That’s incredible Chaz. It’s really interesting, because the other great resignation, so much is shifting right now. And it’s crazy, I learned something. I think it was about 10 million people, jobs are available for 10 million people. Open jobs, 10 million open jobs right now for people and it’s like, like, a wit? Are you kidding? You know it’s just crazy to see. And I think that everyone’s moving towards purpose, a little bit they’re finding out, you know.

I think COVID Did did something really great. It did a lot of negative too. But I think it did something really great in that. For the first time, a lot of people were stopped in their tracks pulled out of their routine. And for once they have a chance to question what it is that they’re doing? And are they living their most meaningful life,

Chaz Horn
You made such a salient point when we get out of our routine because we’re like, we can be like robots. We do the same thing today that we did yesterday. And we’ll repeat that tomorrow. When you get out of your routine, you get to see things from a different perspective that’s where you get a paradigm shift. So you’re 100% right on with what you say, I agree wholeheartedly. People, it’s like they’re going moving more towards purpose. And it’s like, wait, I can work from home. I know, when I was in sales. I’m like, Why do you want me to drive 15 minutes to the office, then drive 15 minutes to my territory. I was doing in-person cold calls, you know, I could save more time.

If I go right from home to my territory, it gives me more time cold calling. So from that, I didn’t have to go into the office or except for sales meetings moving forward. But who wants to go to work when you can do something from home? Not all people enjoy that. But a lot of people do. And with being at home on Zoom, it’s like, Hey, why do I need to go to the office?

Pamela Bardhi
Exactly. So many people have made career shifts. So you know, spending more time with family and all that. I mean, it’s enhanced relationships. It’s really interesting. The balance, like it’s just so many different things. And what I love is your energy Chaz truly I mean, we were mentioning right at the beginning of this call you were talking about gratitude. What are your thoughts on that? And what’s really inspired you throughout your journey? Because you’ve had a remarkable one.

Chaz Horn
Yeah, so gratitude changed my life. Pamela, have you ever heard like, be grateful? And it’s like, okay, be grateful. I mean, that’s, yeah, that’s good. But when in 2020, we’re talking about COVID, I was sick, really sick for like four months. And at that point in time, I’m like, Okay, I got a business. I’m still working in my business and on my business, and if I disappear, the business isn’t going to be around, okay? Because I didn’t have the system and processes that do today. But I’ve still haven’t gotten there yet. I’m still doing both in my business and on my business working on both of those. By the way, people who are listening to me in your business and on your business.

If you don’t want to be just an employee working for yourself, you want to be working on your business. So you can grow and look at the big picture, as opposed to doing all the tasks that you aren’t good at. So I was doing all of that I had a couple of team members, but I was so sick, and I had to sleep 12 13 hours a day. And I’m like, how am I going to get through this? And so I just thought, Okay, God, I’m just gonna trust you with this. The anxiety left me, I’m like have you ever had the flu. Just like you can’t even move the COVID feeling was different, and objective my immune system and still kind of jacked up to this day.

It jacked up my immune system, and I was I had no energy, and I was hacking and hacking and hacking all the time. I mean, I couldn’t produce video content during that time, because I couldn’t talk without coughing. And so I went to all written content, which helped me there’s a silver lining there. But going through that process, we talk about gratitude, what I would do. I’d wake up first thing in the morning, and I would think I could see, I can hear, can taste, can smell, can touch and it’s like I have the spices. I have shelter, I have clothing, I have my bills paid, I have a place to live, clothing, I have food.

And just by doing that, I can feel the chemicals in my brain change and it took my gut off of how I felt to what I had. So I said this at the beginning, that’s where I got this. It’s when you focus on all that you have and get to do as opposed to the things you don’t have that You have to do. It will change your world it will expand your entire universe. So that gratitude, I finally understood that. Wow, being grateful for the small little things changes your paradigm. And so that really helped bring a lot of joy into my life.

That gave me inspiration just to wake up every day and really I’m alive and I still go through my gratitude list each and every morning. And plus during that time, I started doing biohacking. Are you familiar with the term biohacking? So biohacking is hacking into your biology. What can we do quickly to change the way we feel. I grew up suppressing all my feelings, I grew up with a lot of fear. I looked for ways by sedating and not changing how I felt long ago. But as I learned about biohacking Wim Hof is the Iceman he just breathing. So ice bass is a form of biohacking.

Wim Hof breathing is a bio-hack because when you do Wim Hof breathing and anybody’s like Wim Hof just W I M H. Or you can put it in the show notes, H O F, on YouTube, and you can see the Wim Hof breathing technique. So when I would wake up I would do the gratitude that would change. I would do what I call think cetacean diaphragm breathing, which would get my state in my chemicals. That will lower my cortisol, which is your stress chemical. And then I did the Wim Hof breathing, and that would give me the energy to get out of bed. And then I would do an ice bath, that would give me the energy to work four to five hours a day. That’s what I did every day for close to close to four months.

Pamela Bardhi
Wow. And you do the ice bath. Tony Robbins does that. Every morning, he talks about that. He’s like, every single morning, I do this ice bath. And let me tell you, there is not one day that I look forward to it.

Chaz Horn
It’s like, but 20 minutes later, it’s life-changing. Now I live in Kansas City in the water temperature gets down around 3634 in the winter. So I don’t do ice baths during the winter. I do cold showers. But I do the other three, three seasons of the year. If I don’t take an ice bath, I don’t think I’ve ever not gone through a day not taking an ice bath. But if for some reason are busy in the morning didn’t have time. It’s just it gives you a level of alertness that I’ve never experienced before. Plus it gives you energy and you can look up the neuroscience behind that and it’s amazing. It will change your world.

Pamela Bardhi
Oh my goodness, when did you start implementing this?

Chaz Horn
I did it about six months before I got COVID. So I was already doing it. And I didn’t understand the correlation with it being able to help me with being so extremely sick at the time. But if it wasn’t for the bio hacks of my faith, I wouldn’t think I want the gratitude. I don’t think I would have been able to get through that time.

Pamela Bardhi
Wow in biohacking that’s crazy that you can tap into your own bylaws

Chaz Horn
To change the chemicals in your brain so quickly. And it’s just with this doing diaphragm breathing within 10 minutes, or even sooner. Wim Hof breathing, you could change it within a couple of minutes. Ice bath, it’s like boom, within three minutes. You don’t feel it right away. But about 5 10 15 20 minutes later, you feel a shift. I can’t tell you how many times I’ve been kind of Dragon. I’ll take a second ice bath. It’s like it’s better than caffeine. I drink coffee in the morning. But it’s better than caffeine. And there’s not that like caffeine hangover. What do they call that five-hour energy commercial? They talk about not like caffeine or whatever they say.

But yeah, it’s amazing. It really, literally will change your life and help change if you’re like down depressed and all these different things. I mean, obviously, see someone if you need help. And I’m not a psychologist, and I don’t play one on TV, but it will help change states quickly. It’s helped me so many different times.

Pamela Bardhi
That’s incredible. And you just start doing this as soon as the second you wake up, that’s what you think of Oh.

Chaz Horn
Yeah, I jump right into it. Because otherwise if you go into your day, and you check your email that’s always about them, and all setup wake up in the day. And I’ve done this before and your social media is like OH negative comment. Then your cortisol your stress chemical highest in the morning. So when you do that all of sudden that creates a foundation for how you’re going to go through the rest of your day. When you start out and get your mind right with gratitude and focus and lower your cortisol levels exercise is also really good for that. It will change your mental state and you’ll be in a much better place. So that you’ll be a lot more productive in your communications is going to be a lot deeper. Because you’re going to have a lot more clarity within your mind.

Pamela Bardhi
I love that. Oh my god, I love those hacks well because that’s the thing right? We perform at optimal levels when our mind-body In spirit is taken care of.

Chaz Horn
Yep, exactly right.

Pamela Bardhi
Once we address those things, I mean, it’s one thing. And you did mention something about the suppression of emotions. Which is super prevalent in our society, especially in the masculine arena, if you will. And you know that I found out recently that the reason why women live longer than men is because of suppressed emotions, which is Yeah, sanity to me. It’s insane. I mean, I get it, though. It makes perfect sense. But I’m like, Whoa, how do we break that mold? I’m sure you’ve broken through it and shattered right through it.

Chaz Horn
Yeah. So I lived through my life suppressing my emotions. And I had gone through, my mom died, my dad died, I went through a divorce, I lost everything. I was in a place at that point in time in my life, where I was a legend within my own mind. I had like this huge, huge ego, I had no self really self-awareness, and I suppressed all my feelings and emotions. So when my mom died, and all these different events, I couldn’t suppress the grief, the bereavement. It was just too strong for me to suppress. And so I looked at sedate, I got to a place where I was extremely depressed.

I got to a moment in 2004, I say this. If it wasn’t for a knock on the door in 2004, I wouldn’t be here today, I had bought a gun. I loaded it with how a point and if people are listening, what’s the point? It’s a type of bullet that spreads and destroys everything in his path, I loaded it, I put it against my head, I took the safety off, and I was tapping my finger on the trigger. And it was like one tap. Each time I would tap it a little bit harder. No note, I just wanted to end the pain. And it’s like, each time I would tap a harder and harder and harder. So I think I tapped it four times, which was pretty hard. I was about to tap it even harder the fifth time.

Then all of sudden, there’s a knock at the door. It was my brother who felt like God was telling him to go see me. He had never come over to my house. So if he hadn’t knocked at the door in 2004, I wouldn’t be here today. I’m pretty sure probably that fifth, you know, play on the trigger would have been it. So that was the depths of the darkest time in my life. And it wasn’t that I got through that. And also was like, oh, yeah, okay, when you have suppression of emotions for a long period of time, takes time to understand. You have to be willing and understand how to do this.

Because if someone back then would say we see somebody I would take offense to that. It’s like what’s wrong, there’s nothing wrong, the chemicals, neuroscience, all these different things, therapists, I would go through the fake people’s programs. And I came across I’m a Christian and I came across a Buddhist guy. Truth is truth, no matter where it comes from, and who says it doesn’t matter. This so I finally got to the place in time that I was starting to learn from people I disagreed with. And this is something I feel that when you learn from people you disagree with your whole world will expand. So he had this way of dealing with shame, you had to do a Facebook Live in this group, not publicly it was in this group.

So as a safe environment, and you’d say, if you really knew me, you would know that I did x. And this happened to me and that, and it was going through that exercise. And all these other programs that I was going through were the beginning of me. Starting to heal and getting to the place where I want to feel those feelings, I want to feel those emotions. Because those emotional emotions are there, too. There’s kind of like a signal that, hey, you’re feeling this way, because there’s a reason. If you’re feeling sad or bad, it’s like, what’s the reason connected to that? When you can connect the dots, then you become emotionally healthy, and you have a lot of joy going through that process. So doing that, by the way, one of the bio hacks I do is cry therapy.

You talked about guys earlier about struggling. Yeah, I had a coach. I had a huge headache for two months, and it felt like a tumor was trying to break out of my brain. And she said what maybe you need to cry. I’m like, what cry? And she goes yeah, I’ll put on a movie or romance movie and like, watch it and like after an hour so cry my eyes out. I’m like, I don’t want to wait an hour. So I YouTube searched, how to cry real hard real.

So I want to have pain in my head. It’s usually because I suppress my emotions. My whole life, I need to have a manual way, because doesn’t happen automatically allowing myself to cry. When I did that when she told me that, it was like, all these emotions are I wish I was watching this video is like people coming home from the war or something like that unexpectedly.

And I was bawling my eyes out and all these emotions. It was I have control over it. So there was a joy. There was sadness, but I was able to express myself. And guess what that hudud there was like debilitating for two months was gone. Why not totally go after that. You’re talking about women living longer than men? Yeah, if you’re suppressing your feelings, you don’t have outlet stress leads to disease.

Pamela Bardhi
Well, it’s crazy because I was at a holistic conference, holistic medicine. They talk about emotions, getting your emotions can get trapped in different parts of your body. Even you actually need to release them, because some people are like, oh, yeah, no suppressing of emotion. I’m like, if you don’t release it, it’s going to show up somewhere in your body, which is right, which is insane. And that’s so interesting that you took those techniques, and you work through that. And it actually helped. I mean, you physically felt better.

Chaz Horn
Yep. Big time. Most definitely.

Pamela Bardhi
Wow, Chaz, I just adore your journey. And I thank you so much for sharing everything. I mean, I know it’s never easy to talk about your past. But you just never know who’s listening. And who’s going to be inspired by this. Or we might be going through it right now and be like, Oh, my God, here’s somebody that understands, and I been through that.

Chaz Horn
No, I have no problem. Because when you talk about your shame, it loses its shackles. Yeah, it’s control over your life. And it encourages someone else, just like you said, so I have no problem. I used to be just the opposite. Don’t want to talk about the shame that people will think less than me. I just don’t think that way anymore.

Pamela Bardhi
I adore that you’re sharing it and that you’re so vulnerable and awesome with it. Because again, it’s going to change lives. And I’m sure it already has through you sharing it. But especially here with everybody listening, for sure. So Chaz, what are you up to in the world? Now, look, what’s new in your world?

Chaz Horn
I’m starting the first month of my six-year in my business. So during my life, I was in sales and nine different industries. I was always near the top after Captain, I was always near the top or at the top and sales. I didn’t like what I was selling. And so going back to my why helping people see their potential. Then help them realize that nothing gives me more professional joy than working with people in the way that I do that. Well, taking a step back, when I became a sales manager. It was like, I didn’t like managing people, but I love coaching people. Because I can help them, see their potential, then help them realize it. And I was able to help some people in a significant way.

So fast forward to December 2016, I started my business, I had a sales background. And I had marketing too because I did but I didn’t want to do cold calls anymore. So I developed the marketing strategy. And I did things differently as a salesperson. What I do today, is help small businesses, b2b consultants, coaches. I help solve their number one problem typically they have. Because if they don’t have sales coming into their business, predictably, you know, referrals are great, but they’re not predictable. A lot of people have been great at delivering their offers, but they don’t know how to market and sell.

Marketing is about building confidence in your target market in what you do, alleviating the uncertainty, and then sales, are just about serving them. It’s about serving, not selling, onboarding, not closing. So I show them how to attract people through a marketing strategy. It’s all about leverage, positioning, and conversion. Okay, let’s take LinkedIn for example. When you are positioned correctly with leverage, leverage could be an event, people come to the event. You would leverage because they have competence in you and your position correctly. Leveraging positioning leads to conversions.

So let me bring this point home with this 12-year-old girl scout. Sometimes is the young mind that has a lot more business savvy and business acumen than some of us that have been around for a while. So this girl scout, she didn’t go to a Walmart where it’s really busy. She didn’t go door to door like a lot of Girl Scouts do she didn’t go in her driveway like a lot of Girl Scouts do. She understood leverage and positioning, which led to conversions. By the way, going door to door and going to a busy, you know, Walmart where there’s heavy traffic, but not her odd. I mean, they’re buying food. The only reason why it’s the brand is the Girl Scout that people buy in front of Walmart. And most people don’t have that brand.

So what people do generally is like on LinkedIn, they’ll do like Sales Navigator, which is a demographic search. Less than 3% of people who you’re reaching out to cold are ready to make a buying decision. And a lot of people don’t have the skill set to reach out to people and they’re just spamming people so it’s chasing away more people. Then they imagine it’s diminishing that yourself in the eyes of your prospective client. And you’re eliminating any sense of being an authority. If they don’t see you, as an authority have confidence, they’re not going to do business with you. So this girl scout, guess where she went to? And he guesses, oh, God, she positioned herself outside of a cannabis dispensary.

She understood her customer’s wants not so many needs. And she sold out 117 boxes in less than two hours. That’s a fun story. But I mean, we’re not selling cookies. But it doesn’t matter in business when you’re positioned with leverage leads to conversion, marketing, and sales. When you bring this together congruently I can help anyone scale their business as long as they’re coachable, committed, and decisive. They have to be those if they aren’t, I’m not going to work with them. So that’s what I do.

I get a lot of joy when I get text messages in group with my client group. I had a post this actually from a team member yesterday, saying Chas helped me with x. And I was here before and I got here, going back to Ken Upton, I get a lot of joy from helping people see their potential than helping them realize. So that’s what I am up to today.

What Would Chaz Older Self Tell His Younger Self

Pamela Bardhi
That’s incredible. I adore that. And I just love that you have requirements for it too. Because those are the people that you will attract into your world and that you’ll continue to work with, which is amazing. As I’m gonna ask my favorite question, the other one, what inspired you and your journeys, kind of like number two? What would your older self tell your younger self based on what you know now?

Chaz Horn
Don’t do that. But do this. Don’t let fear keep you from stepping out of your comfort zone. Because when you step out of your comfort zone, you’re going to step into, your potential. And you’re going to start experiencing life to the fullest. That’s what I would tell my younger self. And I would shake myself a little bit. What I’m telling you is true. Believe me. I come from the future.

Pamela Bardhi
That’s also Chaz. Oh, man, it’s been a true honor to have you here today. You are such a rock star, my friend. And I’m just so grateful and thankful for you. My honor story. My God, I’m inspired. And I’m blessed by you. I know that many others listening will feel the same. And now you’ve got to let everyone know where to contact you, my friend.

Chaz Horn
Yeah, so the best way is Chaz Horn at chashorn.com is my email. If you had a question about something we talked about today, or if this spoke to you. Or if you need help with your business send me an email, just put the underdog podcast in the subject line. That’s the best and quickest way to do that. And by the way, if the top you see the first three people who do that I’ll do a business assessment. And by the way, that does not code for trying to sell you something. I know it is a lot. So first three, I will give a business assessment I have four areas that I’m able to point out what the problem is. Why you’re not selling, why you’re not attracting people.

So I can point that out. And if I can help more, and you’re interested, we can schedule a more in-depth conversation. Also just go to Chaz Horn on LinkedIn. You can follow me there. I put content out there pretty much well, multiple times every day. And I’m really transparent. I’ve talked about this 2004 thing on LinkedIn because it’s part of who I am. You want to hear something interesting is when you are yourself and I said this earlier you being you will attract the exact right people to you. I get more clients when I’m transparent talking about my shame, then I’m going to some business strategy with the tactic. Yeah. Oh, yeah. People long for transparent authenticity.

Pamela Bardhi
Yes. Amen. And that’s exactly what you are. As you are more than authentic and you have such a beautiful energy and spirits. I’m not sure that you know, those people get attracted to you because you’re just so awesome, honestly.

Chaz Horn
I’ve come a long way I haven’t arrived, you know this panel. The more you grow, the more you realize you have to grow.

Pamela Bardhi
Amen, my friend. It’s such an honor to have you, Chaz, thank you so much for being here. You’re welcome. Thank you again for sharing your story and being with us.