Startups

Episode 28: John Heltzel, Founder & VP of BD, Los Altos Advisors

John share some tips on creating long-lasting partnerships & business relationships built on trust and his financial investment advice for younger folks.


  • This week on The CoSell Show we are thrilled to have with us John Heltzel, Founder and VP of BD at Los Altos Advisors

     

    Topics Discussed:

    • Tips on creating long-lasting partnerships and business relationships built on trust
    • John’s financial investment advice for younger folks (also a "long-game" strategy)

 

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Follow Along With The Podcast Transcript

Pete Ryan: [00:00:09] Hi, this is Pete with the Cosell show. Thanks so much for tuning in. I have a friend of mine, John Helsel, who is here to join us. He's the founder of Los Altos advisors. Which he founded in 2009, which is a business development and corporate corporate development for startups business.

Hey John, how's it going?

John Heltzel: [00:00:29] It's going great. Thanks for having me. Yeah, 

Pete Ryan: [00:00:33] absolutely. Thanks so much for joining. So yeah, why don't we kind of kick it off just if you wouldn't mind, you know, just walk us through your background and, and what's kind of led you 

John Heltzel: [00:00:43] to this point. I won't go too far back, but I'm a kid from Oregon.

I went to UCLA, undergrad, went back to UCLA for business school. My wife wanted to get her master's in social work at Berkeley. So we came up here to the San Francisco Bay area. I always say three kids later, three start-ups later. I'm still standing. So I guess I'm doing something. Okay. And What else?

I guess three of those startups were a couple of startups were acquired. One went public. And when the last one was acquired, I was basically out of a job. So I started working with like two or three startups as a part-time BD guy. Now they call me up a fractional VP of BD. And I've been doing that for, I guess, in my I'm in my 11th year now.

And I've got 16 companies in my portfolio and four have been acquired and one went public last year. So it's it's one of those journeys that I didn't think I was going to start. I mean, I, you know, I was normally going to just, you know, if someone handed me a job 10 years ago, I would have taken in a second.

But you know, after a couple of years, the startups were like, Hey, when are you coming on full time? And I was like, Actually you mind if I stayed part time and they kind of looked at me funny, like what about health insurance and a 401k and all these things. And I was like, well, knock on wood. I don't have any wacky diseases, so I'll just keep doing it.

So here I am still doing it. I love it. I love what I do. I never said I'll never go back full time, but. It's getting harder and harder. So so yeah, it's been fun. It's been an interesting journey so far, so, yeah. So 

Pete Ryan: [00:02:34] Yeah, kind of one of our favorite questions to ask on the show is you know, what, what's something about you that, you know, maybe not, might not be on your LinkedIn profile that you're, you know, something that yeah.

Something you're into or you know, something surprising about you.

John Heltzel: [00:02:52] Well, so. So actually I love Legos. I'm a huge Lego fan. Every year. My wife gets me Lego's my mom gets me Lego's every Christmas, you know, I've got an, and so, you know, I'm the kid that after, you know, Christmas day is done. Then I'm in there, like on the dining room table, like assembling my, my Lego's or whatever.

So I've always been a builder. I've always been an entrepreneur. I've always been a, I almost went to architecture school at university of Oregon, but It just I've always had that mental model of, of building stuff, whatever it may be, but Legos were a huge part of it.

Pete Ryan: [00:03:34] yeah. So like, is this something that's you started off just kind of doing as a kid and it's carried on into your adulthood or is it like you got into it, you know, A couple of years back.

And now it's like this huge 

John Heltzel: [00:03:45] thing. No, I was ever since, like, I have a, a buddy of mine that when we were like, I don't even know how we were like in elementary school and we had Lego spread everywhere. And this was like the old traditional Lego's. Right. That you just have a massive pile of these things.

None of this, like, you know, star Wars, perfect thing, or all this stuff that I have today. Right. I got rocket ships. I've got all sorts of cool stuff. But like, it was your creativity back then you could build whatever you want it. Cause they were just a little blocked colored blocks and you can build, we would build like all sorts of things, just houses and police stations and like a whole, you know, so, so yeah.

Pete Ryan: [00:04:26] That's awesome. Yeah. Well, honestly, of, of of the guests that we've had, right. That's the most interesting response I've heard? 

No, it's like, what are you into? Oh, you know well, you know, fly fishing or, you know, or or, you know but no Legos, that's, that's that's something very different.

That's very cool. Cool. So, yeah, so today we are going to talk about trust and partnerships and and you know, it seems like Yeah. Kind of when I go back to how we met, right. I was over at Trello and I think you had reached out, you know from, you know, with, with Unito. And I feel like on our first call, I was like, right off the bat, you know, I felt like we connected and, you know, there was that kind of that trust that we built really quickly.

And then it's kind of just morphed into something greater even over time. But yeah, I'd love to hear Yeah, just H how you view it. Right. And how you view building trust or partnerships. And yeah. What, what you found to kind of work, you know, from the 

John Heltzel: [00:05:42] years that you've been doing this. So as you know, I'm a huge Warren buffet fan, right.

And Warren is like the the, the pillar. Our tower of trust. And, and the example I always think of when I think of, of Warren is his, his partnership with Charlie monger. Those two have worked together for over 60 years together, zero contract, no contract between them, nothing. And that is the ultimate in deep trust.

You don't have, you just know that you trust that person is fully. And, and, and so I. Strive to have that type of relationship with every person that I work with, because I'm not looking for this to be a transaction. I'm not looking for this to be a, you know, a, you give me this and I give you that. I look at this as a relationship that will go on for 2030, 40.

I mean, maybe you and Pete and I, you and I sitting on the porch is a bunch of 80 year olds going, you know, with our teeth out and everything going. Ah, you remember the day in that podcast, you know, wouldn't that, that was so sweet. Cause you talked about the Lego's and everything like. Like, that's the type of relationship I go for.

And that's not just with ups, that's go for it because only if you don't have trust you, you don't, why, why even have a partnership? Why even talk like, you know, so many people are like, yeah, I had a CEO the other day. He's like, okay. You know, tell me what I need to do, you know, when do I do this? When do I share this?

When do I hire this person? And I'm like, those are all important things, but yeah. You know, you, if you don't have that trust, if you don't have that buildup, like do that, is that person going to fall through and what they say they're going to do all the tactics mean nothing. So that's the kind of philosophy and approach that I, that I look for in, in all relationships and partnerships.

Pete Ryan: [00:07:46] And so yeah, th I guess the question I have there right, is like what Yeah. How do you kind of get to that point, right. Of, yeah. Feeling like you're super comfortable with the person that you're working with on the other side. Right. Cause it, it, it, it really is a relationship of give and take right.

Of you know, and yeah. Cause you can just say, Oh yeah, you know, I, I build trust with that with with a partner. Right. But like, what are the, like, you have any examples of, you know, what you've seen to kind of work to 

John Heltzel: [00:08:20] foster that trust. Yeah. Yeah. Well, so the, the classic one that everybody really understands very clearly is the handshake.

You know, when you, when you shake someone's hand, there's more going on there than just like a shaking hand. This is a a shot of oxytocin that goes through your body. And that is a trust hormone. That is, that is a way for that people have been doing for years, giving a hug giving a kiss, like, you know, partnerships with your wife, your girlfriends, your, your, you know, your business partner, whoever it is establishing that physical connection is, is, is paramount, is really important.

And so that's kind of the first thing that you do, but then of course you bring up, well, we've been in COVID and I I've been, you know, working with people that I've never met for a full year now. Never met them in person, but spent a lot of time on zooms with them. So I've never had like, I'm six foot three and people go, they meet me.

And they're like, I didn't realize you're so tall, you know, because they're, you know, they, they, they meet me for the first time. Like so I remember meeting Mark Benioff for the first time and he was sitting down, I was standing up and then he stood up. I was like, there's not very many times where I see people, actually I have to look up to people, but you don't get that kind of physical relationship.

So, so you asked like how do you build that rapport besides, you know, hugging and giving them, you know, I've given Marco a big, old hug. He can attend, but I can't do that now. So what do I do to build that rapport? I really, it goes back to basics, you know, you know, where'd you grow up? Where are you? What, what do you care about?

You know what are you doing right now? I mean, I was on the phone zoom the other day with a guy and I'm like, well, where, where I love asking this on zoom, like, where are you right now in the world? And he was like, Oh, I'm down in Cabo. And that was like, Cabo, like, what are you doing in Cabo? And, you know, cause I was like, this is like Corona.

Like you can't fly anywhere. What's going on. He's like, Oh, well we just did our off-site for a company down here. And then we decided we just stay down here for, you know, a little bit longer. No, it was like, that's pretty cool. That's awesome. I understand that you, you approach it from like empathy, you approach it from like putting yourself in their own shoes and then you, you work back from there.

And I think that that is people love to talk about themselves. People love to understand, you know, they want you to understand them. So I always, I try to really focus in and it, that all really comes down to listening, you know, just shut up and listen. So that's my, my approach is listen and listen hard.

Pete Ryan: [00:11:12] Yeah. And I I feel like when we had first met, right? Yeah. I'm just like recalling that conversation, right. Because yeah. You did ask me a bunch of questions right. About yeah. You know, my background, our sales process at Trello. You know how we were kind of getting in front of customers and yeah, you're really genuinely curious about our business.

Right. Which I thought was awesome. And and so yeah, COVID has definitely, you know, thrown a wrench in things. Right. And so yeah. Is there, yeah. Is there a Is there kind of like a playbook that you follow right with establishing partnerships or is it kind of like it's, every partnership is different and and, and so is, and obviously it sounds like you put trust at the forefront of everything building that foundation, but 

John Heltzel: [00:12:09] Yeah. So just like every person is different and every, every person has different priorities. Like some people are married and like I talked with a guy yesterday he's like married with four kids and the kids are all in elementary school down to like baby. And like that guy, a totally different profile than the guy that's, you know, kids are out in college and he's divorced and he wants to go fly fishing over the weekend.

Right. Everybody has different priorities and just like partnerships, everybody has different partner priorities that a partnership like some companies are very big and established and you have to check every box and do every NDA. And, you know, we were doing this partnership with Salesforce and it's just like, Oh my God, like people have 50 different, you know, legal things.

You boxes, you have to check. Sure. And then you go with this other tiny little company and it's like wild West. We'll do whatever you want, John. And there's no agreement and we'll just like, figure it out as we go. And so you have to kind of read the situation and see where their priorities are. And then of course you, as the partner, you know, you need to ask yourself what are your priorities?

And then do they align? Because what I'm learning with one particular partner I'm dealing with right now, Is that our, our priorities aren't necessarily aligning and we want to work with each other, but it's that communication and that trust of getting on the phone. And I would say that's was another big learning this week is and that I would share with everybody is like, when you think you're getting like to a roadblock.

Yeah, build a, one-on-one go one-on-one with a person. So, because three's a crowd, like literally we have this new product marketing person. She's awesome. But I was like, you know, you really, you just go on one-on-one with the marketing person at our partner and YouTube, just talk. Cause if I show up to that meeting, it's like a third party, you know, kind of like everybody kind of has to be on their best behavior.

Whereas if it's just one-on-one people are a little bit more, it's not recorded. It's not like I'm going to throw this back in your face. You can kind of be more honest about like, kinda what's going on. And you can say, you know, I really don't want to do this marketing program, but I have to, but I really would like to do it with you, but let's try to sneak something and you build that rapport.

You build that trust, you build that understanding, and then you understand where they're really coming from. And you're able to then communicate that to the rest of the team at each end of the, because you've got, we, we both have. You know, CEOs and boards and, and investors who we have to answer to and ask, they ask the tough questions, but if they trust you to have done your homework and figured out where each of these partners are at you can really have that a real honest conversation and a much faster way to whether we should be partnering together or not.

And again, this is oftentimes. A better situation than trying to fit that square peg into a round hole. Right, right. 

Pete Ryan: [00:15:09] Yeah. And yeah, I do. I, I'm just kinda curious, right. It's the, is, you know, because having the mentality of, okay, I want to really make this a trusted relationship. Right. You kind of think that, and yeah, it almost seems like it's, in some cases, just like easier said than done.

Right. And do you feel like just your experience has kind of led you to this place where. You know you know, you, you've kind of, it's like, even in sales, right. You kind of have to remove yourself from, Hey, I gotta get this deal done too. I want to really genuinely like help this person. Right. And at least for me, right.

It probably has taken me a number of years. Right. Cause your candidate it's just uncomfortable at first. And I dunno, I'm just curious in partnerships, right? Like if you look back at your career, like, you know, were there certain moments that. Where it was kind of harder to do that. Right. Or it just didn't feel as comfortable 

John Heltzel: [00:16:11] as it does now.

[00:16:13] And he's certainly getting older. I think having kids is also a really, really important thing, because two things I've learned about kids, one, it makes you, it reprioritizes everything in your life. You're like, okay, this is like, Oh my God, this is, this is it. This is what, this is why I'm here on earth.

Like they're like and, and you, you just. Not necessarily why you're here on earth, but it creates they're a priority. You're like, I want to help my kid. And so, so that's, so you have to build that trust with the kids as well. But then the second piece of it is they're pretty smart. They're they're watching, you know, monkey see monkey do right.

They watch you and they see you and they, they see your actions. And, and I think that that's the same thing with with partnerships is that, that the partners are smart. They're reading you real time and they're seeing what you do and, and how you handle yourself and your rapport. And, and whether you genuinely are curious, like people always ask me like, well, are you really that curious about that?

Guy's fish tank, John, are you just asking. Actually, because he really loves fish thing and I'm like, no, I genuinely like, I'm like, what kind of fit? Like, Oh, you throw a goldfish in there and your, your saltwater fish just ripped it to shreds. I would've never known about that, but I just have this natural curiosity.

So I think that. That as I, as I got older, I realized that, that I, I could, I could, I could be curious about things and really learn about things and, and that would build that rapport and that trust. But then like you touched on a really important point is that there's this third party. Like you almost have to take yourself out of the conversation.

Like, like if I'm trying to sell something to you right now, You actually have to put, I have to put myself up here as a third party and go, okay, John, how's this conversation going with Pete? Is he, is it getting better? Is it worse where, you know, try to objectively look at this thing and see it. You're really helping him out or not.

And I think that the other thing that, that we kinda hit on is that, or I, I emphasize early on is that it's the, it's all about the long-term relationship. And so if you, if you approach it from, this is just a pure transaction, then you won't, people will see right through that, back to the kid. Like if you're just giving a kid a treat to like, here's a perfect example.

My wife was like, w our daughter started to play soccer. She was awesome at soccer. And, and, and I was like, Oh, you know, and she loves in and out hamburgers. And so I was like, Oh, well, I'll give her, like, I'll take her out to, in and out. If she scores a goal. And my wife asked me this question. She's like, okay.

So what if she's just the most awesome soccer player in the world? And she scores 50 goals. Are you going to take her to in and out 50 times, John? And I was just like, Oh, I'm not going to work. Like you, you have to, you want your daughter to score that goal because. They want to score it for themselves.

Right. And partnerships, you want them to step up to you and say, we got a problem here, John. Let's solve it together because I trust you. And we're going to work this thing out. You're not, you're not calling me to like, Give me a treat and say, John, here's a treat because you know, you did a good job with the partnership you want John and Michonne really helpful and wanting to help and have that relationship.

So I don't know if that kind of helps with exactly. Yeah. It's kind 

Pete Ryan: [00:19:41] of like the intrinsic win is way more valuable than the monetary win. Right. In the long, long scheme of things, right. It's like, W when we die, we can't take your money with us. Right. Type of thing, but it's like, you know? Yeah. So, so and just kinda to double-click on the parenting piece yeah, I was looking at your LinkedIn profile.

So you're, you're involved with hand in hand parenting. I've never heard of this org. I'm just kinda curious about it. And you're a board chair, right. And so. Yeah, I 

John Heltzel: [00:20:14] would love to hear about it. I mean, it looks it's it's, you know, that, that video like that Steve jobs gave the talk at Stanford 2005.

It was a stainless. Yeah. It's all about connecting the dots. Right. So I can look back and go like, so my daughter was four. When my wife got involved with hand-in-hand parenting. And as a guy, you know, women get it right away. They're like, okay. You know, parenting listening, you know, the basic summary of hand-in-hand is the better you listen to your kids, the better they do on school sports life in general.

And it's not whether they're four year olds or 14 years old or 24 year olds old, or my, you know, 81 year old dad, like all everybody wants to be listened to. And so that general theme of hand-in-hand. When I joined the board, I guess going on 11 years ago was you know, how do you, how do you handle relationships and how do you work together with people?

And hand-in-hand has five different tools that are all around listening that help parents to better listen to their kids. And and these tools have been used worldwide. They have, we have people all over the world using them. And and it's just been growing, you know, it's, it's one of those 30 year, overnight successes, like in that five years is just rocket ship.

But, you know, and, and everybody of course talks about listening and talks about empathy and talks about, but Patty Wipfli, who is the founder of hand-in-hand parenting in Palo Alto, California, she she's been doing this for 30 years. And so when my wife came home and said, this is it, this is how we're going to parent.

It's still took me a little while to get it, but then I went to a talk by Patty and I was like, this doesn't just apply to my kids. This doesn't just apply to my dad. This applies to my relationship with Pete Brian and  together. Right. And so, so it's just been a, it's been a great experience to be a part of that.

And, and I would highly encourage everybody to be like, my parents were on boards, nonprofit boards. So I was always like, Okay. I'll eventually be on a board. It's one thing to be on a board. It's another thing to be a chair of the board. I would have to be the chair as well. Huge learnings on my own personal growth and, and just leadership and all that.

So, so yeah, it's it's a good, it's been a really, really eye-opening and good experience all around. So yeah. Yeah. Parts of my life. Yeah, no, that's 

Pete Ryan: [00:22:50] awesome. And so, yeah, I'm just curious too, is, is it just like a lot of parents kind of meeting together and like talking through, you know, talking through what's what's going on and 

John Heltzel: [00:23:03] you know, their, their child's lives.

Well, we have like 324,000 followers on Facebook, which then those filter down to like basically an online class that you can take like a Saturday class, which is like, 39 bucks or something like that, which then filters down to you can do kind of a, well, of course in COVID now those classes are online, but they've got in-person in depth classes.

And then, and then you can be like, if you're a professional, like my wife is a family counselor therapist you can then take the kind of professionals intensive, which is kind of even more involved. And so it's kind of like this, this funnel getting more and more train the trainer, then there's the train, the trainer.

So. Then you can go drain the, like we have, you know, people in Australia and Germany and Romania and Sweden and just all over the world, China, India that are, that are out there in the, in the world, teaching the hand-in-hand parenting philosophy. And then growing their own little group of, of people in the different countries.

So, and then States also have them around all over the place too. So, so yeah, it's this worldwide and it's mostly run by volunteers. I mean, we do, we have probably three, three and a half employees. But hundreds and hundreds of volunteers around the world. That's awesome. 

Pete Ryan: [00:24:27] Yeah. That's as yeah, I, I, I'm going to check it out after this, by the way.

No, that's cool. Yeah, don't have kids yet or, you know, probably a couple of years out from that, but yeah, to me, it's, it feels daunting, you know, but yeah, I it's, it's great. That it's helped in, in your career. It sounds like. 

Yeah. And yeah, I kind of want to go a little off track when we come back to partnerships real quick, but so everything's okay.

Yeah. I mean, the market's going crazy. Right. And you have wall street, bets and game stop and Robin hood. I mean, it's just like wacky stuff. Right. And we've talked about investing before and, you know, 

John Heltzel: [00:25:18] I have a deviated from 

Pete Ryan: [00:25:19] your strategy, by the way. I think it's great. But yeah, just for like the folks listening, I'd love, I'd love for you to share your strategy and and kind of what you yeah.

What you recommend for folks that are, I don't know, maybe they're. You know, 2030 that it really any age, right. That are kind of looking to get into the market, you know, should they be investing in game stop or something else is kind of the 

John Heltzel: [00:25:47] question. So I teach a class at the local high school in the classes about how to be financially independent and everybody raises their hand.

Yep. I want to be financially independent, right. Care about them. I want to do what I want to do when I want to do, how do I do that? And and so I give this example I, you know, these are all 18 year olds, right? 17 and 18 year olds. And I go, how much do you guys have a summer job? And they're like, yes, I did.

And I go, how much did you earn? And they're like, I was a lifeguard, I earned $2,200 and I at 10 bucks an hour or something like that, I'm cooking. Great. And I go, how much did you spend to that? And they go, yeah. I spent like 700 of it on Boba, you know? And you're like, okay, great. You know, so. So you got, like, let's say roughly a thousand bucks left, you know, cause you spent it on some other stuff around, around town.

And so you got a thousand bucks and I said, you know what compound interest is? And they're like, no, and I go, okay, well what's your bank account giving you right now? Like what do you have? And they're like, I have chase or B of a or Wells Fargo or whatever. And I go, it's giving you like 0.1% and they're like, yeah, I don't know what to do with that thousand bucks.

I go, well, do you need it? And they're like, no. And I go, so you want to know what, you know, how to turn that into a million dollars? And they're like, okay, now you got my attention. Right? And so basically my philosophy is so that S and P has been returning 10% a year for the last 90 years. And it goes up and down and up and down.

But if you stick with it for 50 years, If you just, and then the other question I ask at every high school, it loves this question. I go, how many people like to sit on their butt and do nothing? And they're like me, you know, I want to do it. And I always tell this story when I was 11 years old, my parents came to me and said, you know, Johnny have a thousand bucks in your account from all your, whatever, you know, birthdays or this or that.

If you put the thousand dollars at the beginning of this year, at the end of the year, If you put it in the CD, it will return 15%, which is pretty darn good way better than 10%. And so my dad, I was like, yeah, if you put it in, and then at the end of the year, you'll have $1,150. And so I was like 11 year old kid.

I was like, so you're telling me if I put this thousand dollars here at the end and I don't do anything, I sit on my butt and do nothing. I'll have a extra 150 bucks at the end of the year. And my dad's like, yeah. And I'm like, I'm in sold like 153. That's great. I love that. So what if you did that every year for the next 50 years?

Yeah, that turns into $1.4 million at 10% SP S and P. So I'm telling these high school kids you're already millionaires and you don't even know it, right? Yeah. And so my philosophy is, you know, put in a thousand bucks a year. For the next 50 years in the S and P 500. And I even walk them through setting up a Schwab account.

It's a 16 step process, which is total ridiculous. Whereas Robin hood is like a five-step process or two, right? But the point is, is you put your thousand bucks in and you fall asleep and you put in another thousand bucks and next year, next year, a thousand bucks we'd fall asleep and you wake up a millionaire.

That's how you really know. It's great to be with GameStop and Robin and all this stuff and Bitcoin. And and I do little experiments as well. I have, I bought a a hundred bucks of Bitcoin two years ago. It's now worth 600 bucks.  they experiment. But the point being is that it's fun to do those, but if you're really, really want to be wealthy, you just go to it's a long-term yeah.

Pete Ryan: [00:29:26] it's You know, there's probably some, some people that have probably, you know listen to your lecture and they're like, Oh, well this is, this is too boring. There's no, it's not, it's not a roller coaster enough. Right. Or, you know, cause it's yeah, it's just so crazy to me how a lot of people are viewing the market.

It's just like, you know, they're in Vegas or something. So but you know, it really investing. Yeah. It should probably be boring. Right. So, you know, it's, it's best 

John Heltzel: [00:29:56] to. Yeah. It's it's third grade math. It's not, it's like the, the biggest problem is that we're human. Right. And we want to be entertained. We want to have some fun, right.

To do that by the a hundred bucks, a Bitcoin. Awesome. That's like a tiny percentage of my net worth, but it's still fun to talk about a cocktail party. Isn't going. Rocks, you know? Yeah. That's, you know, that's great. But the reality is, is that that's not really how you get rich. You re you get rich. Well, two things Scott Galloway had a great pitch that a great post that you just sent out today, but it's basically it's as much about the investing as how much you spend.

Yeah, you know, 40 grand a year, you'll be, and you earn a hundred, you and you bank 60 a year. Imagine not a thousand dollars. Imagine 60 grand a year, just multiply your thousand dollars times 60. So that's $60 million at the end, at the end of your life. I mean, See don't, I don't care where you are in your life.

$60 million, a lot of money, you know, you, you can't spend that very fast. Lets you buy a plane or something like that, but yeah, yeah, yeah, yeah. 

Pete Ryan: [00:31:12] No, it's a it's great advice and yeah, I'm happy we touched on that. Okay, cool. So yeah. Good. Going back to trust and partnerships. You know, I think You know, so I think we've been doing Cosell for now, you know, a couple of months.

And yeah, one that, I mean, that is really the foundation. That's the foundational piece that I feel like we've learned. Right. Which is co-selling is all about trust. And and obviously, you know, you ha you have companies going after the same market or non-competitive, you know, Trello, you need better together.

And so, you know, you really kind of have led that that, you know, co-selling effort. Right. And and then it kind of trickles down to the sales reps. Right. And yeah. Is there any kind of insight you can share for folks that are in sales, right. That are like, You know, I need to hit my number and there's this other partner rep that maybe I can leverage to get into an account, like, you know, how should, how should they be thinking about it?

Right. Is it, you know, in general, right. Sale, you know, salespeople view other salespeople as, Oh, they're the competition. Right. I can't help them. Right. But 

John Heltzel: [00:32:32] yeah, I'd love your take on that. So I, I'm going to sound like a broken record, but get to know people and understand who they are patients and long-term and viewing everything as, as a long-term relationship is really all at all.

That it's really hard when you're 20 years old or you're 30 years old and you're like, I've got to make my $2 million Bobi and I've, you know, just get out of my way. And I don't have time for this. Airy fairy relationship BS, like, give me, give me the deal and get it done, get it done. And like onto the next thing.

Like, so, but, but if you look at the, the, the guys who are truly successful, like the real, you know, they they've, they don't just like build that one off. They build the relationship and they take that extra minute to. To really listen and really understand not just themselves, not just the partner rep, not just the channel rep, but the customer themselves, and really deep dig in and understand what they're really looking for.

I mean, I hear this all the time, especially with channel, like why do I have to deal with channel? Like, why do I have to deal with this technology partner? They're just going to slow down my deal. But if you really dig into it, You know that you have to understand that, like that enterprise isn't going to buy it all, unless you are connecting all those different things.

And if you bring it up now, yeah, it might slow it down a little, but you're, you're, you're locking in a deal that's much longer, much higher deal value. And you're building up a long-term relationship that you're going to go back to him multiple years. With your second, third and fourth company, that same purchaser.

So it's really, you have to, it's hard when you're young to think about that and, and you, you, you hit on it with me. It's like, I've been around the block a while. So I kinda I've seen the fruits of my labor to have built those relationships, but it it's, it's, it's really the, the key to, to success in life.

Pete Ryan: [00:34:33] listen, John, I really appreciate you taking out the time to be I, yeah, it was a lot of fun and we'd love to do it again soon. And so for the folks that are listening, watching and if they have any questions for you, like what's the best way to. You know, reach out LinkedIn phone, maybe share your address.

John Heltzel: [00:34:54] Yeah, I'm just, it's easy, John, at Los Altos advisors.com emails, easiest and yeah, I mean, you can DM me, you know, on every I'm Jay Helsel everywhere. I've cornered the whole market of jail. But email's easy enough and then go from there, but yeah. Happy to answer any questions or connect with people, so, yeah.

Pete Ryan: [00:35:19] Thanks. Awesome. All right. 

John Heltzel: [00:35:20] Thanks Pete. Have a great one.

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