Stevie Gallegos’ Trojan Horse Method to Get Into Corporate Training

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Steve Gallegos, a Reinvention Expert, Executive Coach and Trainer, International Keynote Speaker, Entertainer, and award-winning Author from Dallas TX.

Steve works with high performing individuals to help them develop self-mastery, communication-mastery, and relationship-mastery, which he believes are the 3 must-have skills for success and fulfillment in every area of your life.

He is a former U.S. Marine, Law Enforcement Officer, Singer-Songwriter/Recording Artist, Board Certified Civil Trial Lawyer, and published Commercial Photographer. He is a contributing Author to “Public Speaking Tips From the Pro’s,” an Amazon bestseller, and creator of “Speak to Win,” a training program to help business owners and entrepreneurs gain more clients, contracts, and commissions.

Steve travels the world guiding others to grow and prosper so that we may all contribute to society at a much higher level, and I am very excited that he is here with us today!

Get in touch with Stevie Gallegos:

Victor Ahipene: Speaking nation. Welcome to another episode of Hublot speaking secrets. I’m your host, Victor Ahipene and I’m super excited to have Stevie G. Oh, I’m not going to attempt to butcher his last name. I had, we had a few goes off the air and as soon as I start talking I’m like, Oh God, I don’t want to have a mirror of it. So we’ve got Stevie, he’s an executive coach and trainer. He’s spoken all around the world and uh, does a lot of cool things which we’re going to delve into, but also in the Dalvin to we’re speaking has allowed him as a coach to be able to take him, grow his business and go down that side of things. He’s also been in the US marines and law enforcement officers, singer songwriter, so many different things. So I’m still going to all have a ball and you’re going to get a ton of value. So welcome to the show Steve G!

Stevie: Well, hello victor. Thank you, sir, for having me all the way from across the ocean here.

Victor Ahipene: It is. It’s a, so it’s a fun you’ve run out of there listening. Um, I’m peaking for the day. It’s about how past eight at night and it’s coming up to about half past five in the morning on the other end of the line. And so we’re a, one of us is a night owl and one of us is as the morning person here, but we’re going to bring the noise anyway. So give people a quick intro I guess about for those who aren’t, I mean a lot of people are aware of the coach side of things, but what is it that keeps you busy week to week and I use, how did that all kind of come about?

Stevie: It’s the um, uh, thanks for the question victor. What keeps you busy in a week is a variety of things in, in this day and age. When we as entrepreneurs, when we as a, as coaches and trainers, not every day is different because the needs of the client base is different. Sometimes I’m being called in to train on public speaking. Other times it’s more, uh, the client thinks they want more of a sales training direction and other times they think they want more of a, uh, a leadership training, um, direction, which encompasses, um, a variety of things. But to me it always comes down to three major things. It’s communications, it’s self-mastery, in other words, how you think, decide and act and relationships. But communications is right there in, in right in the mix of things because unless you can communicate whether or not you call this, uh, speaking in public or not, it’s, it all revolves around your ability to communicate, your ability to present what you want, ask what you want for, um, and do it in a way that gets people to join you, to join your movement, to join your cause, whatever that cause might be.

Victor Ahipene: Oh, I love that because I, I’ve the more and more that I study different entrepreneurs and business owners at the highest level, regardless of the introverted, extroverted, slightly off the rector and like the Elon Musk or Steve jobs or the Richard Branson a little bit, Tim Ferriss, like the people that I really follow. And I should probably throw some female names in there as well because there’s a lot that for night. Renee Brown…

Stevie: Love Renee Brown. Yeah. Marie Forleo and yeah…

Victor Ahipene: I mean there’s so many of them, but those ones at the highest level yet say Tim Ferris, very, very introverted. Um, oh yeah. He says, yeah, he’d much prefer to write a book and give a talk. And you know, Richard Branson, very similar, are you getting the extroverted side of things? We’d like Tony Robbins, but what though, what they all do is a lot of the things that you’ve just talked about, they’ve got self-mastery in particular area or areas and they very good at communicating that. Uh, you know, whether it be a podcast on a video and live trainings and events that they run that creates a movement or a message, and whether that’s selling people into a product or a service or changing their mindset or working towards things. Um, yeah, I, I know I’m kind of rifting at the moment, but what I really, really like about it is there’s so many people out there listening at the moment who have that message that they want to get out there.

And yeah, it’s a, it’s a handful of key ingredients that are potentially holding them back. I’m sure you, you’re like me, you come across a lot of people with self-mastery and a lot of areas, we know a lot of experts, a lot of people who are really, really good at what they do, but they’re the best kept secret missing that communication aspect. So I’d love to, I mean, you, you, you touched on the kind of the different areas. You know, it’s, it’s, um, you know, different ways to skin a cat almost. It’s a sales presentation, which is communication. It’s public speaking, it’s leadership. Um, when it comes to conveying those points, uh, with, you know, speaking and training and things like that, how much, what are the, are there any key things that you see from a communication aspect that are common amongst all of them? Um, that you potentially teach or yeah, I’ve realized they’ve all got their own little nuances and things like that, but are there common threads that you teach throughout all of them find beneficial from the speaking side of things?

Stevie: Victor, there is a, there is a single approach that I use before I, I do any training before I do any coaching before I do any public speaking event myself. And that is the knowing the, and this is something that everybody can, can already take with them from this, from this talk is the knowing that whoever they’re speaking to, whether it’s the girl that you want to ask on the date, whether it’s the venture capitalists that you want to ask for money, or whether it’s the big audience that you want to ask to buy your $4,000 product, that the event, it doesn’t matter who you talking to or the size of the audience are two things that you already automatically know.

And that is there’s something that they want everybody in that room or the single person in that room, there is something that he or she wants and there is something that he or she is afraid of. Okay. So knowing those two things that allows me then to think about it, they audience my subject from that point of view is what does this girl want? If I’m asking her on a date and I need to communicate with her, my intention, my desire, my, my, um, uh, you know, the idea that I want to spend time with her, whether it’s lunch, breakfast, or the rest of our lives, it doesn’t matter. You know, what is she afraid of? Okay. Has she been through this before? Has she heard this kind of talk before as you heard this kind of presentation? Right? Obviously if she’s an attractive popular girl, she started from a hundred guys, hey, I’ll give you the moon or whatever.

Right? Or the venture capitalists, you know, if there are a team of experienced venture capital’s, they’ve heard every kind of pitch they have heard, everybody come and ask him, say, I’ve got the greatest idea and it’s going to make you guys multibillionaires overnight. Yeah, yeah, yeah. They’ve heard it. Right. So what is it that they want? They want something different. They want something unique. And so you as the speaker, you as the presenter, you as the, as the trainer, you get the, you get the chance to step in and make and do and show up. In a way that’s different. Okay. And so, but the only way you get there is if you think about them first, most speakers, most coaches, most trainers, most presenters make the mistake of going on stage thinking about, oh my gosh, what if I fail? What if I make a mistake?

What are they gonna think about me? Am I dressed the right way? Does my hair look good? Is My makeup done? Oh my God. You know, my voice is cracking. I was up late last night working on whatever. And so they’re worried about themselves, right? So it’s an introspective look and whenever you start out anything, even the asking the girl for a date, and I used that as an example of something simple that we all do, right? Everybody does it. There’s not a man on earth, introvert or not that has never wanted to ask a girl on a date. But just think about it from their point of view. Victor, they had to get up the courage to approach you in a different way. If they all came to you and said, oh, victor, you have so much money and you’re so tall, dark and handsome, get tired of hearing that.

But the one that says Victor, uh, you know, whatever comes at you, just completely different, right? That’s the one that you’re going to pay attention to. So that’s our job is speakers and presenters and trainers. And, and I tell people, don’t think of yourself as, oh, I’m a speaker, I’m a presenter or trainer. Unless that’s how you really view yourself. Just think of yourself as a human being. You’re out there wanting to get something for yourself, for your business. That’s okay. You want to grow, you want more clients, you want more contracts, you want more commissions, whatever the case may be, you want something but recognize that you’re only going to get what you want when you give the other person what they want.

Victor Ahipene: And that’s, I think that is hugely valve. Why she shot a little short video the other day and my group, um, and one of my groups, and it was what’s in it for me. And it was exactly what you just said. It’s, you know, I see it as well. You sit in an audience and someone starts stroking your own ego. Um, rather than going, yeah, like you said, you’re a problem solver in your problems. Can you take someone either closer to joy or further away from pain and one way or the other, you’re solving a problem for them. Like what’s right for them? Not look at me, I’m so freaking awesome. And like you said, tall, dark, handsome. It’s like, no, what, what can you sell for me? You know, from the dating analogy, can you give me security? Can you give me protection? Can you give me love? Can you give me, uh, finances, whatever it may be, right.

The problem that you’re solving for somebody. You know, hopefully it’s a mutual and back and forth side of things. Um, like you say, your business grows if it’s a mutual thing. Right? So touching on that, cause I mean, that’s, that’s huge. And I think it’s, it’s probably the biggest, like you said, beer, human solve a pro. You’re a problem solver. Everybody, we’re not going to in the show there, but take that are like literally write that down, take that away and apply it to all your communications for the next week. Right? Yeah. It doesn’t have to be to a big audience and can be too, you know, your, your secretary at work or your coworker or someone that you’re having a business dealing words because it’ll make a huge difference when you get less introspective and start doing that with say the leadership. I’d love to love to hear, but because I’ve seen the kind of the military and law enforcement side of things, does that play into what you, uh, what you teach and that side of things?

Stevie: It’s everything. And I love that. I’ve had those experiences as a, as a, you know, US Marine. I’m, um, you know, in the u s military and then going into law enforcement, I was a police officer for a number of years and then I became a trial lawyer. Right? So there’s this progression of thing, right? It’s, it’s just a progression and everything. Everything. Victor comes down to your ability to communicate, either to get what you want or give to give others what you want to share an idea. And in the military for example, as a sergeant, you know you have to give commands, you, you need your team to execute a certain mission. And so there’s a way to get them to do that. And that’s by using a variety of communication techniques, not only language, by yelling orders, I get up that hill or you know, you know, tear that mountain down or you know, whatever the case may be, it’s sometimes you have to show them and so you show them through body language and you show them through, through other means.

Everybody has a different way that they desire to learn. And, and we as trainers need to tap in to that. We need to be tuned in that if we’re not getting the results we want from an individual, maybe there’s a different way that they’re learning, right? It’s not that they’re not listening or they’re not hearing. I was still a little, sometimes they’re not tuning us out because they prefer to learn in a different way. And so you, you say, you know what a victor, let me show you how to do that. And so I will show you how to do that. That’s communications. Okay. Or you know, let me show you how it feels. Victor, close your eyes and imagine this. Right? And so, okay, so now I’m walking you through the experience. That’s another way of communicating. Um, one of the, one of the techniques that I love to use, especially with corporate teams and sales teams, um, in, in companies is to, um, draw a picture.

You know what a sail boat looks like, right? Yep. Okay. So I want you guys to take a, you know, a post it note, and you can do this with your friends and this is, this will allow you to test how well you communicate. A lot of us think, oh, you know, well, I, I told them what to do, or, you know, I let them know what I wanted. Yeah. But maybe you didn’t do it the right way or maybe you didn’t do it in an efficient way. So take a little post it note and draw a sailboat. Just kind of a very simple sail. But with, you know, you draw the boat with a little triangle, the bottom, you draw a mast in the middle and then you draw on one side, you draw the sail, right? So you’ve got essentially a stick, a triangle, and a smile.

Okay? So you give that to you. You want somebody else now to go to the board, to go to a piece of paper, to go to the whiteboard or chalkboard, whatever it might be without telling them, draw a sailboat. You’re going to tell them you’re going to direct them to draw what’s on the paper. You’re going to direct them to draw the sailboat by using your communication skills. You’re going to say, now take your pen, take the marker and put it on the board on the very left hand side of the page. And then you’re going to take that pen and you’re going to draw a line all the way to the other side of the page, but it’s kind of a curved line, right? Curving downward, right with just a slight curve like you were drawing a smile. Okay, so now you’ve got a big smile across the page, right?

And then you’re going to take your pen and you get to put it on the right hand side of the page and you’re going to draw another line downward below the line that you just drew. So you’ve got what looks like the smile on an Amazon box or something. You see what I’m saying? We’re getting the people to draw what we drew on the paper without telling them. Draw a car, draw a dog, draw a sailboat. And when you see the result of what people draw, you will know whether or not you are an effective communicator. Nine Times out of 10 the drawing that they create has theirs looks nothing like what you’ve created on your paper. Yeah, it’s, it’s a, it’s an easy exercise for anyone to do, whether you’re in a couple and your relationship being honored to stand, why he or she is not, you know, uh, you know, paying attention or they don’t listen or they don’t do things the way I want them or whether you’re a parent with a child, it’s, it’s really all comes down to your communication and your ability to express what you want, how to do it, how to get it done, what the results should be.

Becasue if you’re not getting the results that you want, it always comes back to the communicator, not to the communicatee. We should always take responsibility for the results.

Victor Ahipene: That’s brilliant. I love that. I’m going to borrow that off you and I’ll reference you whenever I use it. Um, because it’s the out of storytelling. Can you effectively, you’re a picture in somebody else’s head that they see what you see.

Stevie: Yeah. And not only do that, but direct them how to do it. Right. So this is, this is where you get to use your words and language, but you can’t tell them what it is. That’s the, that’s the key. Don’t say draw a boat. You know, we just have to tell them, walk them through the lines.

Victor Ahipene: Okay. It’s um, it’s a brilliant activity and yeah, I definitely do. I just want to try that. I’m going to try that with my partner after I finished this then yeah, let’s see what we get. I can’t even draw stick people, so probably, I’m probably not the best to do that, but I’d love to Delvin cause you’ve given us some brilliant nuggets of advice in regards to the public speaking, but from the coaching side of things, I know there’s a lot of people out there with different areas of expertise and that potentially loves to get into the corporate environment and uh, work towards getting there. What were your first steps that you took when you went from, you know, other ventures that you’re working on and started working towards transitioning into that corporate space? What did that look like?

Stevie: That’s a, that’s a great story. I get asked that quite often because you know, you wonder, okay, you were a marine, a police officer, a lawyer. I was also, I’m also a published photographer. I’m a singer songwriter and recording artists. So I had a grammy nomination in the year 2000 for my work and I’ve just done so many wonderful things because I found them fascinating. But one point I, when I left the practice of law in Los Angeles, I was in the entertainment business because I was going to be the next Julio Iglesias. I was going to be the modern day. Julio Iglesias, I’ll say no, that’s okay. Yeah, me too many times. Maybe you were in the same audience. Um, so anyways, so that was my objective at the time when I was, when I was younger. And so that’s the only reason that I went to law school. Victor is so that I could, because entertainment lawyers, they run the whole scene, right? If you’re an entertainment lawyer, you can get doors open. If I’m just another singer songwriter, forget it. I’m lost in, in the crowds. Right? And so I became a lawyer so that I could walk through those doors. But what I didn’t realize that the time victor was this thing called ethics. Ethics.

That means I couldn’t walk into Sony records and say, Oh, you don’t like Victor’s singing. Here’s my tape, right? Here’s my demo and me walk out with a deal and not victor. Right? So while I was able to open doors, it wasn’t, I wasn’t able to make, um, personal use, take person on managing those doors. But more importantly, what that experience taught me was that I was able to see the inside of the entertainment industry, the music, television, film industry, to see it for what it really is. And there’s a lot of pain. There’s a lot of struggle, there’s a lot of heartache, there’s a lot of disadvantaged, there’s a lot of abuse that goes on in that industry. I mean, you hear about it every day now in the news. Um, you know, the art Kelly, the Michael Jacksons, the Harvey Weinstein’s, all that stuff, all that stuff goes on and it’s really, really true. And it goes really, really deep.

So I had to figure out, okay, I hate this industry now. I don’t like what I’m seeing. I don’t like what I’m feeling. I need to get out. What am I going to do next? So I transitioned into photography, which was my second passion. And I left Los Angeles, California to move to Dallas, Texas to become a photographer. And when I was in Dallas, I had lot of pee. I was doing a lot of networking, right? Cause I didn’t know anybody. So I had a lot of people coming up to me saying, Hey Stevie g do you think you can help me with this, this, that or the other? And it has to do with the relationships and have to do with their business and have to do with their, their thinking, their mindset. And I go, wait a minute, I’m here as a photographer.

Why you coming to me with these questions? And they say, well, you seem to have it all together and you know, I just thought that I heard you talk and blah, blah, blah. And so then I started thinking, victor, I said, and that’s when I realized this as a marine, as a police officer, as a lawyer, even as a singer, I was always in a position to help other people, right? What the Marines do, you help and serve, right? Protect what the police officers do. Hopefully you help serve, right? What do lawyers do? Oh my gosh, that’s all lawyers do as hell. Help and serve and solve people’s problems. And I thought, okay, well maybe there’s something to this. And I started looking at this and I’ve thought aha, there’s this thing called life coaching and executive coaching. And so I became certified as an executive coach and trainer.

I went to work for a company while I’m still running my photography studio. I went to work for a company part time, uh, where I was trained on the executive training and leadership. And then they would send me into corporations to train on time management, on leadership, on ethics and those kinds of things. And Victor, I was so bored, I was bored out of my mind because of the material that they taught me or that they wanted me to train on is just checking boxes and going down the list and, and those kinds of thing. And that to me is not the human experience. The human experience is when I can be in a room and say, okay, here are the problems, or you tell me what the problems are and then I can help you solve them. And the problems, victor are always internal.

They show up externally, like profits are down, employees are leaving. Uh, I can’t get my secretary to do the work I asked her to. Um, my wife is, is not paying attention. He, my kids hate me all that’s who we are when we come to the office, right? That’s the person we bring to the office. And so most coaches and trainers make the mistake of going in and saying, Oh, let me show you how to manage your tasks more efficiently. Garbage. That’s a bunch of bs. It’s not going to work. You need to find out why that person is struggling. And the only way you can do that is to get to the inside of the person. So my job as a leadership trainer, the company that I was working for didn’t allow me that flexibility to train outside of the book that they gave me.

Right? So I started doing my own thing. I recognize that I can only make an effect. I can only have the effect. I want to see the transformational changes in these individuals if I can get to them on the inside, and the analogy that I use, I love analogies as you can probably tell, I love examples is if you’re going to buy a piece of real estate, find the most beautiful house on the block. Do you simply roll up to the house, see how gorgeous it is, see how gorgeous the landscape is and make a decision right then and there I, that’s my house, I’m going to buy it. Who does that? Some people might, but no. What? What’s missing, victor? We have to go in and look at the foundation, the plumbing, the electricity mix. You’re all those things are working because if you buy that house and the plumbing sucks and the electricity shot in the foundation is shot, you are in huge, huge trouble and that’s the same thing that we make.

The same mistake we make as coaches when we go in thinking, oh, I’m just going to teach this process to make these people do this faster and better and more efficiently. No, you have to get to the inside of the person and find out why that person is struggling. It’s their marriage. It’s alcohol, it’s drugs, it’s porn, it’s affairs, it’s gambling. It’s whatever it is. They’re distracted somehow, right? They’re dissatisfied, which is why they’re not performing at work. And so my job as a trainer, how do you get corporate America? I can’t go to corporate America and say, Hey, uh, CEO or c, Oh, let me come in and fix your people because they’ve got all kinds of gambling and addiction and other problems that are affecting their work. They’re going to go, Stevie G, you are out of your mind, right? So I had to prepare the sales training.

I had two pair of this communications chaining. I had to prepare these things so that I could now walk into and say, let me teach your people how to become better communicators. Let me teach your people how to be more effective in sales. Let me teach your people how to pitch better to venture capitalists. Right. Those main things and those are the things that the company, the corporation is interested. Now once I’m on the inside, it’s like the Trojan horse. Yeah. Now I can talk to Victor. Now I can talk to Sally. Now I can get to know Mary. Now I can get to know Nancy and relate to them one on one to see what there are struggles really, really are and nine times out of ten, the sales, the profits, the employee inefficiency, the dissatisfaction at work, the slowdown in clients. All of that has to do with the mindset of the individuals running the company.

Victor Ahipene: I love it. Okay. I think that’s, I think the Trojan horse is the, I mean there’s, there’s so much to unravel there and I’m not going to just repeat it, but I think that the Trojan horse for people who are looking to get in there, yeah. Sell them what they want and give them what they need. Uh, correct. Because here people don’t necessarily want to have go into that. Yeah. Anything that involves change goes, involves getting outside of your comfort zone. You know, you’re going up against things that you don’t necessarily want to admit. You don’t want to realize, you don’t want to unravel, uh, which has, which is super entertaining, but I think there’s, yeah, at, uh, a lot of value to be taken out of that for anyone looking to take those steps into corporate America or corporate world, uh, wherever they, wherever they may be. So I just want to thank you for that. Um, yeah, it’s uh, it’s, it’s, yeah, I’m going to start implementing that Trojan horse technique myself and uh, it’s that taking it, taking it down that direction.

Stevie: Absolutely. Cause nobody wants to admit, like you said, that they have problems and at the executive level they don’t have anybody to talk to because the minute that they tell you, Victor, if you’re working together with a colleague at the executive levels of a company, they’re not going to share their deepest, darkest secrets with you because they don’t trust perhaps that you’re not going to backstab them and get them fired and, and all these things. So at the executive level, it’s lonely at the top. And it’s true because we have no one to talk to.

Victor Ahipene: Yeah. And I mean, yeah, the same goes for the business owners and solo for nerves. And Yeah, a lot. A lot of people out there, it’s, it’s, it’s a big fall from the top and it’s lonely up. Yeah. You climb, you climb Everest. There’s not a lot of other people up there with you. Nope. Nope. There’s a lot at base camp. There’s a lot down on that and then the face of it all. But look, I just want to thank you for the knowledge that you’ve, you’ve been able to give everybody out there. I know they would have taken, you know, from, from the Trojan horse to the storytelling and the communication that you can do from just the simple task of drawing a drawing a boat to so much more that sets unpacked and there. And we’ll, we’ll add all of that at publicspeakingblueprint.com and you can jump over there and have you everything that we’ve talked about, any links that we’re about to drop a, and you can also grab a copy of my book, but Stevie g, if people want to find out more about you, if they want to get you, get your Trojan horse or it’s not so much for Trojan horse, just the horse. Now, um, now that you’ve uncovered all the secrets, people out there listening, I wanting to find out more about you, get in touch, where can they go and what can they do?

Stevie: Um, well obviously social media is the, is the best thing. But the first thing that I’d like you to do, audience listening is number one, contact victor and thank him for producing the show and having knee on the show. Because without people like victor bringing you this information, a lot of us would be in the dark about what to do next and those kinds of things. So the first thing is to reach out, say hello to victor, thank him and say, how do I get ahold of CBG? Because Victor has my phone number and he’s got everything. Okay. Number two, if Victor won’t answer your calls because it’s too busy fending off all the girls, um, you, you can find me on Facebook at Stevie success. I’m also on LinkedIn as CVG success and Instagram is where I share most of my wisdom in just little short pictures is Stevie g success. So just look for Stevie g success on any one of the social media, Facebook, Instagram and LinkedIn. I don’t use Twitter and I don’t use, obviously Google is going away. So anyways, so that’s how to reach me. Also have a website, steviegsuccess.com.

Victor Ahipene: Awesome. We’ll link all of that public speaking blueprint.com or jump into our speaking nation group on Facebook. We will be sharing your, obviously potentially have found us there and you can also find all of those links. So again, I appreciate you so much. I personally have got a lot out of it. I know a lot of our listeners well, and I look forward to touching base, hopefully in person in the future and a carrying on the conversation.

Stevie: Thank you, Victor. I appreciate you have a great evening, sir.

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