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Speech Transcript

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L. Scott Ferguson: [00:00:00] Time to shine today podcast varsity squad. It’s scott ferguson And thank you so much for joining this episode with my good friend. Kathy Walterhouse the professional rule breaker We had such a fun conversation About how sales actually should be done how to really know your why and knowing that the how will come along Her background in sales billion dollar producer just when she stepped out into really helping people level up theirs Is the world got a gift from it?

So i’m going to stop talking if you know somebody that’s really looking to level up their life not just in sales But across the board, please share this episode with them. Or if you would like, please smash the like button or subscribe button. My sponsors and affiliates absolutely love that. So without further ado, here’s my really good friend, the professional rule breaker, Kathy Walterhouse

let’s level up.

Time to shine today. Podcast Varsity Squad. This is Scott Ferguson, and I have an awesome sauce friend, which I’m hoping that she moves a little bit back closer here to my sunny state of Florida, which she’s actually lived here before when she moved up a little [00:01:00] bit north. My good friend Kathy Walterhouse, also known as a professional rule breaker.

She’s a trails trailblazer who is a trailblazer. Helps entrepreneurs and high growth companies unleash their sales potential. Her unique approach to thinking outside the box has earned her recognition as a top 20 business coach to look out for in Disruptor Magazine. Which is, that’s pretty baller squad.

If you look into Disruptor Magazine. Not now, because she’s going to drop some serious, serious knowledge nuggets. And having sold close to a billion, that’s with a B. Billion dollars. Kathy’s expertise in sales has made her a sought after speaker and coach. She also hosts the professional rule breaker podcast, which I’ll throw that in the show notes.

You have to check it out. And she’s very inspiring to others, embrace their uniqueness and take bold steps towards achieving success. She has a new ebook coming out that will be in the show notes as well, but don’t go there yet, Kathy. Thank you so much for coming out. Please introduce yourself at the time to shine today, podcast varsity squad.

But first what’s your favorite color and why?

Kathy Walterhouse: That’s easy. Red. Red .

L. Scott Ferguson: [00:02:00] Really? At least she’s rocking red. It

Kathy Walterhouse: looks good. Can’t you tell, right? Yeah. It’s, it’s red. Yes. Yes. And yeah, and I’ll tell you why. Because early in my sales career, I was told not to wear red. Because it’s supposed to be the sign of aggression.

So of course, what did I do the next day? I wore a red head to toe, red shoes, a complete red suit. Again, I’m the professional rule breaker,

L. Scott Ferguson: but I love it. I love it. And Scott, if you’re watching Vimeo or YouTube, I mean, she’s. Don’t look at my screen because my screen me and Kathy were joking not really joking kind of she’s encouraging me off screen to just roll with it.

But if you’re watching, she’s a stunning woman. She’s a rock star. She carries a rim. She carries a stage. She carries the mic. So I like, I like to say from the, the, the mic, the stage and the page, she just absolutely brings it. So Kathy. Let’s get down to the roots. Have you sold a billion dollars, which that’s pretty fricking incredible.

I’m at like in my real estate career, I’m at like 875 million. [00:03:00] So I haven’t even reached your plateau yet. That’s

Kathy Walterhouse: awesome though. In real estate, that’s

L. Scott Ferguson: rocking it too. Yeah, I did pretty well in the last 26 years with it, but , again, thank you so much for coming out, but I’d love to get to the roots of kind of where you kind of started in, like also kind of branching out of the sales and really helping people level up.

Kathy Walterhouse: Yeah. Well, , I actually didn’t want to be in sales, believe it or not, because I thought that sales was slimy. I thought sales was all about being a used car salesman. And when I was in graduate school, I had all sorts of, I was interviewing for marketing jobs, traditional marketing jobs. And every place I interviewed, they’re like, have you ever thought about being in sales?

And I’m like, Heck no, that’s the last thing that I want to do. So I got a marketing job. Next thing I know, I end up in sales and ended up falling in love with it. And the thing is, I didn’t know what in the heck I was doing. Like it really, really [00:04:00] didn’t. But I was really lucky because I had somebody that took me under his wing.

He was a CEO of a publicly traded company. They taught me how to do sales the right way and not be slimy. And really it’s all, it’s really about helping people reach whatever destination it is that they want to reach. So it’s almost, I look at it as making a difference in the world, , one little step at a time.

L. Scott Ferguson: Love it. It like kind of inch by inch. It’s a cinch right by the yard. It’s hard because if you go after people and you go in for the kill, but what people don’t understand really a lot of times, Kathy, is that everything in life is a sale. You have kids and you’re walking through and they see bubble gum, they grab it, they’re like, they’re trying to sell you.

Right. I’m sure your husband had to sell you on a future. Right. So it’s like, everything’s a sale. And so what was the flip that [00:05:00] switched while you’re working kind of with the CEO that says, This is my jam. Like this is where I’m going to launch and do over a billion in sales. What was it? Do you remember that moment?

Kathy Walterhouse: Well, it really wasn’t that my thought of hey, I’m going to do a billion in sales Or even make a lot of money in sales It was more of a feeling And again, kind of like what I mentioned before is making a difference. Because when I was younger, I was all about, , I thought my life would be about making a really big difference in this world, whatever it might be.

And I realized in what it was that I was doing and, and I sold mostly early in my career, medical, something that was medical related, medical supplies. medical devices or services or, or that type of thing. And I would see that what I was doing. And, and the other thing too, is I always sold products that I believed in.

I would never in a million years. And I’m going to tell everybody that’s out there that’s listening. [00:06:00] If you are in sales and you don’t believe in what you’re doing, or you find yourself kind of going. Oh, I gotta go to work today. I gotta do this thing. You are absolutely doing the wrong thing because if you are not passionate about what it is that you’re selling, you shouldn’t be doing it.

L. Scott Ferguson: I love that you said that because, and again, it comes back to some of my coaching conversations, Kathy, you just sparked something where someone came up to me and wanted to be a coach. They wanted an hour power and they’re like, I suck at sales. I’m like, your numbers don’t say that, but it was because of what you just said.

You said, if you’re not passionate about what you’re selling, you’re not going to, you’re going to actually think you suck at it in a sense. You know what I’m saying? And it’s like, you can change

Kathy Walterhouse: that too. You can change that in an instant because if you, and this is what I work with some folks with. If you go back to that moment, let’s say you work for someone and you’re selling, I don’t know.

You’re selling water bottles. [00:07:00] I don’t know. Let’s say you’re selling water bottles and you, , you hate getting up every morning and going out and selling water bottles. Well, you have to think back to that moment when either you were interviewing. Or you thought this is such a cool product.

I want to sell this product. I want to be involved in this product because I think a lot of times when you get like , beaten up a lot because in sales. You almost have to be ready to get a black eye every single day. And I hate to say that because I don’t want to discourage anybody, but there are times when that happens.

And then you have to kind of regroup and go back to why am I doing this? , I love like maybe it was a water bottle. Maybe it does, I don’t know, reverse osmosis. It does something really cool. Whatever it was when you’re like, Oh my gosh, this is the coolest thing. I’m going to use one every day. And I want everybody else to use

L. Scott Ferguson: one too.

I love it. It’s so funny because one of the breaks in here is about the [00:08:00] echo go in our in our episode right now because , it makes like an extra hydrogen for the water and that’s the only stuff that I’ll put in my body and it’s because , if I was in sales, I could sell the heck out of it, , but I can understand if you’re starting to get along in life and you’re selling the same thing.

You have to go back to that. Why? Is what I heard when you said that. I absolutely love it. So did you step out of sales? Like how long ago did you step out of really the, again, every day is a sale, but like how long ago did you step out of the sales grind, if you will, and then into really helping other people’s level up theirs?

Kathy Walterhouse: It’s been almost three years, not quite three years. Okay.

L. Scott Ferguson: Gotcha. How’s the fam about that? When they say you said, Hey, I’m going to everybody

Kathy Walterhouse: loves it. Everybody loves it. Because , when you’re helping other people do what they love, cause I mean, that’s, I love working with entrepreneurs cause , they’re really passionate about what it is that they do.

But maybe they kind of, or they think that they struggle with sales or they do struggle with sales. [00:09:00] So I get to pick exactly who it is that I work with. So I’m happier about it. I can control my schedule and everything else because when you work for a big corporation, in many cases I did. , You work, I would say, around the clock.

I’m trying to think of a politically correct way to say this, but you work around the clock. Sure. Yeah. And you work the hours they want you to work. Absolutely. And do the things that, , that You want, , they want you to do. So there’s more control, more freedom and frankly, more juice, more than anything else.

That excitement.

L. Scott Ferguson: I love it. And you get to kind of like write your ticket in a sense for that you’re not overseeing. Cause you’re not, I got out of the military at seven years and then I haven’t punched a clock since. , and that was 1997. And that’s like the biggest, that’s kind of like my, why I was told myself, I’m not punching a clock because in the government, because of what I did in the military, they said you had to be [00:10:00] there.

You had to be there. , and it was like, , I don’t have to be there. And I remember the first year I was like, wait a minute, I want to be there. , it was like, I was, it was ingrained in me to really be there. I love it. So when you’re working with somebody, maybe in a discovery period, Kathy, kind of a one on one situation, making sure that you’re the right horse for the course for, to level up their career.

Is there any good. Is there any secret sauce you don’t mind sharing to maybe help them find that initial blind spot to shine that light on it?

Kathy Walterhouse: Absolutely. I think part of it is you just almost have to walk them back. And you have to listen to their story because they’re going to tell you everything. If you ask the right questions, they’re going to tell you everything that you need.

I would say easily within five minutes and it comes a lot, just even with, , my favorite question of the whole wide world, why cause I use that question a lot. Either why or why not? Are the two questions that I kind of seem to bounce in. Let me ask you. So

L. Scott Ferguson: I’m going to cut you [00:11:00] off earlier.

I’m super sorry because I never used the word why in coaching, because to me it feels judgmental, but I can see the way you just asked it. That would make sense. Like, can you phrase a why question how you would in, , in a, in a one on one if I was the entrepreneur?

Kathy Walterhouse: I guess it depends on the conversation.

I mean, but it’s as simple as like, , why, why are you doing what it is that you’re doing? Okay. And then they’re going to tell you something, whatever it

L. Scott Ferguson: is. Sure. And I love the way you asked it because some people, , including a coach I’ve had in my past, were like, so why’d you do that? What you

Kathy Walterhouse: know Well, and that’s judgmental just the way you did it.

Like what, yes, exactly. Did you do that? , type of thing. I love it. But, but but what you’re gonna get is more of a surface answer, but then you pick something that they said and you almost ask it again, right. In a different format. And keep on digging deeper and deeper, and then you will start seeing, you can see it in the face.

I’m big about body language. You can see it [00:12:00] in people’s face when you are getting close to the real why. Yeah. Because the emotions start coming. Talking with their hands. Yeah, you’ll, you’ll, you will see it sometimes. I mean, I’ve had people cry, , because they have this wide, but they kind of put all these covers on, , like blankets on it, right.

Because it’s so strong and maybe they’re out there trying to sell it and they’ve gotten rejected. Sure. And then because they’ve gotten rejected, they’ve put this wall around it. So they’re not really selling with the heart because I think that’s part of it too, is you got to sell with your heart. You got to be open to sell with your heart.

L. Scott Ferguson: Wow. That’s that’s strong. And again, it all goes back to what you said. The roots is the why. , and finding out once the why, the how becomes easier, I’m not going to say it’s a cakewalk, but it becomes easier. So [00:13:00] maybe we’re still in this discovery conversation, Kathy, with the prospect going to be a client.

Is there any good question that you wish they would ask you, but never do?

Kathy Walterhouse: Oh, there’s a probably a thousand of them, right? I mean, maybe it’s because I when I’m talking to them, I’m already answering their questions that they may have had. Because again, it’s all about listening to what people say.

And I personally, again, the body language, I watch body language. So you even a little flinch of an eye or, , or something like that, when you see that, , there’s something behind that. And then you can start just delving into you maybe. Going into that. But I mean, gosh, I don’t know. Maybe how I think I could help them.

Yeah.

L. Scott Ferguson: Absolutely. What’s expected of me. , that’s all

Kathy Walterhouse: the coaches. Yeah. Right. Yeah. Yeah,

L. Scott Ferguson: I was [00:14:00] expected of me. Cause a lot of people, especially when I hire them, do you have any questions for, or when we’re in that discovery, have any questions for me? And I’m just waiting for something. Cause they’re like, I’m ready to go.

Really? Cause I’m not the easiest coach, man. I’m that guy that pushes and yeah. So

Kathy Walterhouse: I mean, because it almost a discovery call. It’s almost, what’s funny is that I find it in the discovery call that I do. I’m asking questions. And really the way it should be, it should be the opposite is they should be asking me the questions.

Like, just think about it. Like you go I don’t know, you even like an interview, let’s say you’re going to go interview with a new company, right? You want to find out things about that company. , either you do your research and then while you’re there, you still ask questions. I mean, because otherwise, how are you going to find it out if you don’t ask those

L. Scott Ferguson: questions?

Amazing. Yeah. And curiosity is my superpower. And that’s a lot of the kind of love that power that I want to like lean [00:15:00] into other people. And speaking of leaning in is that I can just picture you in a, in a coaching, , you actually listened with your neck. Like I can just see you really leaning in and like, you’re catching the eye flutters.

You’re catching everything else. I’m sure earlier off camera, off Mike, you’re catching me the frustration.

Kathy Walterhouse: That’s why I was like, take a deep breath.

L. Scott Ferguson: Calming me down. I was like, man, I’m with a pro. This is awesome. , that’s fantastic. So, so what do you think? I think we might’ve just answered that, but what do you think makes a great coach?

Kathy Walterhouse: Hmm. I would say it’s the same thing that makes a great salesperson. You have to really care. Hmm. It’s, , so many people are in coaching because they wanna make money, and that is part of it. I mean, absolutely. If you don’t make money, it’s a hobby. Right. And you, you, , and it has to be a win-win between both parties.

But if you’re not in there to help somebody. It’s, [00:16:00] it’s, it, I feel that it’s going to fail. I really do. And it’s the same thing with sales. If you are not there caring for that person, that client or that group of clients, And you really, really want to help them to that next level. Are you going to help them?

Yeah, you probably will. Sure. But are you going to help them to the level that you really could help them to and the level that they could really achieve?

L. Scott Ferguson: Right. And appreciate.

Kathy Walterhouse: There are times in my sales career, again, because I did so much in the medical industry, there were times literally I would find myself, and this is going to sound maybe a little strange, but I would find myself praying for the person that I’m helping.

Because sometimes like I would get a call from a hospital or healthcare professional or purchasing, going, [00:17:00] Oh my gosh, . We have this going on and I know that my product is a thing that’s going to help save somebody’s life. Sure. But then it’s the minutia of trying to get in a, from point A to point B in a system.

Right. In many cases. Absolutely. So I’m sitting in there literally thinking and praying, , I hope this person survives the night. I hope this person survives that amount of time that it takes. I mean, I know that that may sound strange, but you have to care. It has to be so

L. Scott Ferguson: powerful. 100%. Yes. In the heart centered is what I really picked up from what you were kind of talking about early, really coaching from the heart and , cause I I’ve been taught by three kind of different coaches.

Like Trevor, the late great Trevor Moad. I was taught by him, but I’ve also have a Christian coach, right? That, that I work with for myself. And I kind of parlay that in without kind of stepping the bounds, but it’s [00:18:00] just that coach, , , Dr. Tom is really, yeah. Help me come from the heart, , in is my coaches involved.

I love that. I love it. So Have you seen the movie Back to the Future? Yes.

Kathy Walterhouse: Long time ago, but yes.

L. Scott Ferguson: Let’s get, let’s get, I know, right? It’s going to be 39 years old. In 2025, it’s going to be

Kathy Walterhouse: 4 years old. Oh my gosh. That’s crazy, right? me feel old. Right,

L. Scott Ferguson: me too. Exactly. So okay. Let’s get that jewelry with Marty McFly.

Okay. Let’s go back to the double deuce, the 22 year old cat. I don’t know if it’s Walter house yet, but let’s go back to 22 year old Kathy. What kind of knowledge nuggets might you drop on her? Not to change anything because your life is very blessed, but maybe to help her shorten the learning curve, blast through a level up, maybe just a little bit quicker.

Kathy Walterhouse: Interesting. I would say the first thing is be grateful. Because I think when you’re young, you take so much for granted and time flies. And then when you’re older, you’re like, wow,[00:19:00] , I can’t believe these people actually stepped up to help me. I can’t believe this stuff happened. , the amazing things that happened in my life.

Yeah, , just, and really to take that moment of just really. I mean, that’s, I have three boys and I tell my kids that all the time, , I’ve won my oldest is in sales and I’m like, just be grateful because he has some really, really amazing things that are happening for him. , sometimes things are easy and they happen for you.

And sometimes they’re really hard and eventually they happen for you. And you got to be grateful all along the

L. Scott Ferguson: way. Absolutely. It is funny you said that because it’s my, my protocol. When someone brings me on as their coach and I’m blessed to have them as a client, they must text me when they wake up by 9 30.

A. m. Their time. Three things they’re grateful for. That’s just the start of my texting. Are

Kathy Walterhouse: you serious? Oh my gosh.

L. Scott Ferguson: Wow. It’s critical that they do because I believe that [00:20:00] upon waking up, if you find those three things, no matter how bad of a day you feel you have planned, it at least sets that standard. And then it’s an eight week protocol.

Yes, right. So I have three and then like Monday, those three things are grateful. Next Monday, it’ll be three things are grateful plus their intention for the day. So my whole thing, and if you’re listening out there that maybe you’re only in week three or four squad, basically the coaching clients, they actually love it because at the end of eight weeks, they journaled every morning, five days a week.

I only have them do it Monday to Friday. So they have things they’re grateful for intentions active service, what they’ve learned there. I am, , just, they have an eight week protocol to where they’ve got to be there. And I just love that you just started that at 22 year old years old, that you would tell them to be grateful.

Cause that’s

Kathy Walterhouse: what everything, you and I are very kindred spirits here. As far as that goes from

a

L. Scott Ferguson: different Mr. Man, I’m telling you. So let me ask, so how do you want, then Kathy, your dash remembers? That little line in between your incarnation date and your expiration date. Hopefully it’s way down the line, right?

One would [00:21:00] only hope Man upstairs has that plan, but , that’s right. That’s right. How do you want to be

Kathy Walterhouse: remembered? So for me, it’s it’s pretty simple that I made a difference in the world one of the things that I end my podcast with every time is about , making a difference in some shape or form, throwing a stone into a, , what you do is throwing a stone into a stream and it’s a ripple effect and making a difference in the world.

You

L. Scott Ferguson: are. Yeah. Amazing. Amazing. So if people really knew, if you only knew Kathy, what would they know? Oh,

Kathy Walterhouse: interesting. Well, I like to be spontaneous. Okay. Very tenacious. I never give up. Like I am stubborn as can be because I always, and it’s part of the whole rule breaker thing, right? Is if it’s almost like if there’s a will, there’s a [00:22:00] way, so it didn’t work this way.

Okay, let’s make a pivot. Let’s make a shift. Let’s try to figure it out to make it work, , cause I think failure is a great thing. I think when you fail. Boom. Yes. Love it. What did you just do? You just learned something. In many cases. Huge. Right? I love it. And if you waffle in that failure and just stay in that failure, , it’s going to define you, but if you take it and learn and change, then it’s going to define you in a better way.

I

L. Scott Ferguson: love it. And I, I also tell my clients fail forward, , like I’m being from Michigan, , you’re from Iowa and I grew up wrestling, right? So everything was in there. , I grew up wrestling, but being kind of from Michigan, Barry Sanders, who’s a running back for the Detroit lions, and he is the best running back ever lived.

Whoever says it’s different, they’re idiots. I’m kidding. But no, like he always would say, I fell forward. You know what I’m saying? You’re going to get tackled. You’ll score a fricking touchdown on every play. Right. But he’s like, Hey, I fell for it. So I just kind of parlay. Hey, you fail forward. Right. Let’s have some fun and learn the lessons.

What you just [00:23:00] said. Pick yourself up every day. I love it. With you being a professional rule breaker and also an awesome mom, what do you think people misunderstand the most about you?

Kathy Walterhouse: Interesting. I think they two things I would say that everything is easy for me.

L. Scott Ferguson: Yeah, we make it look easy, don’t we?

But it sure isn’t. No, no it’s

Kathy Walterhouse: not. No, it’s not. , everything seems to go your way. Everything’s easy for you. Yeah. , it’s, what is it? Tony Robbins? Actually, this said something. Luck is preparation meets something. I don’t remember what it is. Yeah. Experience, opportunity. Opportunity. Yeah.

That’s what it is. Yep. Yep. That, yeah, that’s, that’s what it is. I love it. The other thing too is I think when people hear the professional rule breaker, there’s a little bit of a misnomer with that because I think I’m a, like a, I break laws,

L. Scott Ferguson: right? Right. You have to probably, I hope to [00:24:00] open for you one day and stage and be like, listen, no laws can be broken today, but I’m bringing up a professional rule breaker.

I love it. That’d be awesome. Yeah.

Kathy Walterhouse: No laws. Yeah. It’s not all about that. It’s really about. Being your authentic self, which, , allows you to serve your customer better because you can think outside the box and it makes you more memorable because you’re not doing the exact same thing that everybody else is.

You’re not dressing the same way. You are not saying things the same way. You’re not solving a problem the same way, right? , you’re thinking outside the box, , and you think about the people nowadays that have really thought outside the box, how incredibly successful, , Richard Branson, Elon Musk, , all those guys, , they’ve thought of even, , way back when Edison.

Right. Outside the box. Right. Right. How many times did he fail? Over 2000 times. Yeah. He kept on

L. Scott Ferguson: going. He just figured out 2000 ways not to make the light bulb. Right. Yeah. So that’s what he said in his [00:25:00] book there. That is so true. True. And just be a true authentic to yourself, , and be grateful for what you have in the journey you’re on.

So then Kathy, what is your definition of a life well lived?

Kathy Walterhouse: I think, interesting. That’s a good question. I’ve never, that’s a good question because I have never been asked that question. I would say that you loved and you lived and you made a difference in the world.

L. Scott Ferguson: Yes, you can’t ask for much more than that, , and because if you love and you receive love and you made that difference, that’s, that’s awesome because that’s also important, right?

It’s like the reciprocation, , we got, we, you and I are go getters like Bob Burke would say, right in the book, the go getter, which Bob’s a neighbor kind of lives on the street. He’s helped me out a lot with a lot of stuff. And it’s, but we’re also have to be open to that reciprocation. , especially that 22 year old, , like my good friend Leah Woodford says now, , she’s like, get your asking here.

Right. [00:26:00] You ask when you need something, but be open to it. Like a plant that’s sitting, if that’s a tree that’s behind you, , you breathe in oxygen, you breathe out carbon dioxide, the tree breathes in carbon dioxide, breathes out oxygen. The tree doesn’t have a choice, right? So you have to be open for that reciprocation.

That’s where the younger, Generation that I’m blessed to be able to speak in front of at colleges and high schools and stuff like that, that they’ve got to remember. Yeah, you want to get after it, but just be open for it as well. Be

Kathy Walterhouse: open. Yeah. Be coachable. Be.

L. Scott Ferguson: Yes. Thank you. Coachable. Coachable. Yeah.

Professional rule breaker says be coachable. Make sure you’re listening.

Kathy Walterhouse: Because there’s people, people out there, right. You know that they want to get to that next level or, but they won’t listen. Yes. Yes. To, , the help you’re, , that people are giving them. Yeah. That’s something people think about.

Because they think they know. Yes.

L. Scott Ferguson: The way. Thank you. Thank you. Cause like you and I were teenagers once and we knew everything. Right. But also the times were different where the punishment was a lot worse [00:27:00] than what you could get now for stuff. Right. Oh, yes. Where we, we just kind of like kind of shut up and just learned and you either received and took something from it or we served and received and thought it was punishment.

And so it’s, it’s just different now. And it’s even when I speak to the crowds, , I do pro bono work at the jail, Palm Beach County jail and stuff. So it’s a, it’s a different, but that’s the big thing. It’s like, there’s good things out there. You just gotta be open for it. If you’re not open for it, it’s never going to come no matter how much you give towards it.

No, how much you are a great citizen and don’t break the law, , still, if you’re not open, you’re not going to receive it. .

Time to shine today. Podcast versus squad. We are back and Kathy. You and I will meet up one day. I promise you that. And we’ll probably talk about, we’ll probably talk to somebody over some of these questions, probably 15, 20 minutes each, right? But today you have five seconds with no explanations and they can all be answered that way.

I promise you you’re ready to level up. Let’s go. Let’s go. All right. I saw that kind of like, yeah, look, that’s right. You’re

Kathy Walterhouse: [00:28:00] in my body language. I

L. Scott Ferguson: love it. I love interviewing coaches. It’s so awesome. So Kathy, what is the best leveling up advice you’ve ever received?

Kathy Walterhouse: Just do it.

L. Scott Ferguson: Love it. Most neutral statement ever.

It’s beautiful. Share one of your personal habits that contributes to your success. Adding

Kathy Walterhouse: 1 percent every day.

L. Scott Ferguson: Love it. So, you see me maybe at a networking event or maybe just kind of walking down the street and you’re like, man, Fergie looks like he’s in his doldrums, right? Other than any book you’ve written, what book might you hand

Kathy Walterhouse: me?

Hmm. Hand him? Ooh, that’s a good question. Five seconds. The buzzer is going to ring

L. Scott Ferguson: here. What book really kind of switched maybe some kind of thinking in your brain?

Kathy Walterhouse: I would say, well, it just depends on what subject I like the millionaire mind. I like

L. Scott Ferguson: that one a lot. There we go. Yes. T. R. Baby. [00:29:00] Hear that, buddy?

I’ve spoken to him before. He’s awesome. So your most commonly used emoji when you text? Happy face. Love it. Nicknames growing up?

Kathy Walterhouse: Red. Okay. Oh, I don’t know. That’s a good one.

L. Scott Ferguson: The red. Love it. Yes. The red.

Kathy Walterhouse: Any I got one. Here’s one the tiger. That’s right Yeah,

L. Scott Ferguson: so any hidden talent or superpower that nobody knows about until now Well,

Kathy Walterhouse: I wouldn’t say it’s a hidden talent.

I’m also a professional actress as well.

L. Scott Ferguson: Love it. So chest checkers are monopoly.

Kathy Walterhouse: Mm. I like chess. Okay.

L. Scott Ferguson: Very cool. Headline for your life.

Kathy Walterhouse: Don’t let it stop you. Yes.

L. Scott Ferguson: Any superstitions? No. Love it. Go to ice cream flavor.

Kathy Walterhouse: All of

L. Scott Ferguson: them. [00:30:00] I’ll just take that. So there’s a sandwich called the red tiger. But what’s on that sandwich?

Build me a sandwich.

Kathy Walterhouse: I would say a red tiger would have sushi in it. Okay. Only because it just sounds like it would.

L. Scott Ferguson: We are besties for the rusties. I love it. They have like what’s called the hot tuna. Sound breaking my rule here. They have a hot tuna sandwich at a sushi Yama here. Right. And it’s like it’s, it’s spicy tuna, but also with layers of actual sashimi fish in between.

It’s wrapped in kind of seaweed and it’s in between rice, right? So it’s a sandwich. You can pick it up and eat it up and

Kathy Walterhouse: eat it. That’s where we’ll have to go. We’ll meet there. Yes,

L. Scott Ferguson: absolutely. Favorite charity and or organization like to give your time or money to.

Kathy Walterhouse: Operation railroad

L. Scott Ferguson: unpack that. What is that?

I don’t know that

Kathy Walterhouse: that is to help the children. The the sexually abused children. Oh,

L. Scott Ferguson: Donnie. Put that in the show notes, please. Thank you. Awesome. Last question. You can elaborate on this [00:31:00] one also, but what’s the best decade of music, 60s, 70s, 80s or 90s. Ooh,

Kathy Walterhouse: I would say, can I say 1985 to 1995 only because.

Okay. I love to dance. Okay. I thought the dance music was the best back

L. Scott Ferguson: then. Oh my gosh. Right. And it’s like, I was born in 72. So it puts me at 51, almost 52 years old. So, but it’s like you had in the eighties, it was like so transformational with like, I mean, you had the invasion from like U2 and Duran Duran and all those people from everywhere else.

But then you had the big hair. Don’t care. You had to kind of rap. Yeah. This started, right? You had the metal bands, the glam rock. It was like everything was in the 80s.

Kathy Walterhouse: Everything. And you could dance to any of it. Yes. Any of it. Yes.

L. Scott Ferguson: So my friend, how can we find you Kathy?

Kathy Walterhouse: So you can go to theprofessionalrulebreaker.

com. Okay. And I’m on LinkedIn under Kathy Walter house [00:32:00] and on all social media as theprofessionalrulebreaker. com. Yes. The professional rule breaker. Yep.

L. Scott Ferguson: She has an awesome, awesome YouTube with her podcast episodes. She’s got her awesome sauce, Instagram, Facebook page, which I have liked and LinkedIn.

Yes, this is awesome. So Kathy, do me, let’s talk about the book that you’re looking to drop here in the, the new ebook that’s going to be

Kathy Walterhouse: coming. Yes. Yes. So I have a new ebook. It’s called a making sales using AI because right now we’re in a major AI revolution. And if you don’t jump on it, it’s going to, you’re going to miss the wave.

And I want you to think about AI almost like the internet. So years ago, you and I are old enough to, to remember when there wasn’t an internet and people are like, yeah, , the internet’s not going to, , that’s not going to be anything. It’s only go for special things or whatever. And now everybody uses it.

AI is exactly the same thing. So this book has four salespeople or people that are [00:33:00] wanting to sell. Ideas, 21 different ideas in there, how you can use AI and it actually even has prompts for people that need some prompts to use as well.

L. Scott Ferguson: Yes. That’s amazing that everything it’s funny that you and I, again, we’re from the same generation.

So like, remember when, , our teachers would say, okay, math tests, everyone put their calculators away. Remember that calculators were nothing more than AI. If you really think about it, it was, you could punch something in, it would give you an answer, right? And that’s just, AI is just taking it like Terminator style to the next level.

It’s like your

Kathy Walterhouse: lovely assistant is what it is. Yes,

L. Scott Ferguson: it is. Awesome. And I use the Max AI plugin because I use Google Chrome and it’s just awesome. It just sits right on the side. I can ask it anything. It’s just beautiful. So. If you give me one last solidness, Kathy, and leave us with one last knowledge nugget, we can take with us internalize and take action on.

Okay.

Kathy Walterhouse: [00:34:00] I would say, Oh, let’s see here. Don’t underestimate yourself.

L. Scott Ferguson: Love it. Love it.

Kathy Walterhouse: Take whatever your passion is and go out there and put it in the world. Like I say in my podcast, it’s like throwing a stone in a stream, create a ripple. Cause you don’t know who you’re going to affect. It could be the next president of the United States.

You

L. Scott Ferguson: don’t know. I love it. And we just had actually a fun free masterclass from my really good friend, Kathy Walterhouse, who, , she grew up thinking that. , sales was kind of slimy, but then she found out she fell in love with helping people reach their destination and making a difference in their lives and knowing if she helps them.

It’s just that ripple effect that just keeps going. , if you are in sales, Cathy reminded us to really believe in what you are doing, the wrong thing will stall you. You will not have gratitude for it. Just make sure that you are also ready to, , get a black eye in sales, right? And then, , kind of.

Set back, relearn, get back to your why, hire Kathy [00:35:00] and she’ll help you regroup and get back to your why and get you going forward. , she’s a great coach that will really walk them back to their blind spot because she’s so, to shine that light on it, to help you remember. on this earth, why you’re She’s a coach that really neck.

She has an open stro want you to help. She’s s right? And that’s what we

 if you’re old, be grateful. Start your day with an attitude of gratitude. It will help you, , actually get that tribe, , your vibe attracts your tribe. It’s going to bring that tribe to you, the people, it’s going to help you really magnate, magnetate yourself to them. She will be remembered as somebody that really made a difference in the world.

I mean, this lady is planting trees that she’s never going to sit in the shade of. And what I really noticed is that she does things for the intention, not the attention. She’s not out there saying, Look at me. Look at me. I’m Kathy on the [00:36:00] rule breaker. No, she gets after it. , she knows she sees your passion.

She helps you want to really put that passion on steroids to get your message out to the world. She will be remembered as someone that was loved, gives love, takes love and lived fantastic. Just person, human being all around. She levels up her health. She levels up her wealth. She’s hungry yet. She’s humble.

She’s absolutely stunning. You’ve earned your varsity letter here at time to shine today. Kathy, thank you so much for coming on. Absolutely love your guts.

Kathy Walterhouse: Thank you so much. It’s been so much fun. This

L. Scott Ferguson: is fun.

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