Claim OwnershipDistrict 32 - The Power of Connection
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© 2025 Kingsley Colley, Dean Keating
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D32 is a premium business growth network where business leaders and experts in Perth and across Australia form meaningful relationships so they can leverage the time, contacts and activities of a vast network. D32 supports the little guys (and gals) and the 7-8-figure businesses. We’re a community that has each others’ backs. This podcast is about all things business, entrepreneurship and connectiom.
22 Episodes
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In this episode of the D 32 podcast, host Kingsley is joined by Jeremy Hills from Perth to discuss the psychology behind effective sales tactics. They explore the importance of building trust and rapport with customers, understanding their needs, and closing sales without feeling pushy or sleazy. Jeremy emphasizes that successful sales come from genuinely addressing the customer's needs and concerns, drawing parallels with building personal relationships. He also discusses techniques such as NLP and the concept of 'yes sets' to facilitate smoother transactions. Jeremy highlights the shift in trust dynamics over the years, stressing that building and maintaining trust is crucial for long-term success in sales. The episode wraps up with practical tips and ways to get in touch with Jeremy for further training and resources.00:00 Introduction and Guest Introduction00:13 Understanding the Psychology of Sales02:00 Building Trust in Sales03:41 Effective Closing Techniques06:23 Overcoming Objections and Emotional Barriers11:50 The Importance of Customer Service12:39 Conclusion and Contact Information
In part three of the four-part series, Jeremy Hills delves into the psychological aspects behind successful sales, emphasising the importance of understanding customer needs on a deeper emotional level. He discusses why many sales approaches fail due to premature closing attempts, the necessity of asking probing questions, and the significance of building rapport. Jeremy also highlights the importance of helping customers make informed decisions rather than just pushing for a close. He provides practical examples, such as addressing common objections around money and time, and stresses that true sales success comes from empathising with customers' emotions and solving their real problems. The episode wraps up with a teaser for the next discussion on closing sales without feeling pushy.00:00 Introduction to Sales Psychology with Jeremy Hills00:51 Understanding Customer Needs02:57 The Importance of Emotional Connection05:03 Overcoming Objections Effectively07:41 Building Long-Term Customer Relationships13:18 Conclusion and Next Steps
In this episode of the District 30 2D 32 podcast, host Kingsley interviews Jeremy Hills, a mindset leadership coach and sales trainer, about the importance of building trust and emotional connections in sales. Jeremy explains that many salespeople fail to close sales because they don't establish a strong connection with their prospects. He emphasizes the necessity of building rapport through common interests and matching body language and energy levels. Jeremy also discusses the importance of understanding the deeper emotional reasons behind a customer's purchase decisions in order to effectively address their objections and needs. This episode is part two of a four-part series and sets the stage for the next discussion on uncovering the real needs behind customers' words.00:00 Introduction and Guest Welcome00:46 The Importance of Building Trust in Sales03:10 Techniques for Building Rapport07:08 Understanding Deeper Customer Needs10:21 Handling Objections and Emotional Barriers11:42 Maintaining Connection and Personal Sharing13:46 Conclusion and Next Episode Teaser
In the first episode of a four-week series, Jeremy shares insights into why most sales conversions fail before they start. Focusing on the importance of maintaining a positive emotional state, Jeremy emphasises simple yet effective strategies like smiling, managing body posture, and utilising breathing techniques to enhance resourcefulness and engagement in sales interactions. The episode also introduces concepts from neuroscientist Dr. Andrew Huberman on achieving a flow state for better performance. Practical tips highlighted include focusing on a spot to widen peripheral vision and controlled breathing to relieve stress, thereby improving sales outcomes.00:00 Introduction to Jeremy's Sales Insights00:32 The Importance of Emotional State in Sales03:00 Practical Exercise: Changing Your Physiology04:13 Understanding the Flow State07:35 Practical Tips to Increase Sales09:01 Preview of Upcoming Episodes
In this episode of the District 32 podcast, Dean, one of the founders of District 32, delves into the intricacies of effective networking. He shares valuable insights on the importance of showing up consistently, building genuine relationships, and the long-term strategy involved in business networking. Dean underscores the significance of giving first to receive in return, and how taking control and being proactive in networking activities can accelerate trust and referrals. Through real-life examples and practical advice, Dean illustrates how networking goes beyond lead generation to include relationship building, education, and mutual support.00:00 Introduction to District 32 Podcast00:33 Previous Sessions Recap00:49 The Art of Networking01:30 Building Trust and Connections01:47 The Importance of Showing Up03:12 Effective Networking Strategies03:43 Giving First in Networking08:15 Real-Life Networking Success Stories11:22 Taking Control in Networking13:43 Conclusion and Key Takeaways
In this episode of the District 32 podcast, Dean shares valuable insights on the crucial sales skill of building rapport. They discuss the challenges many business owners face in initiating and sustaining conversations in professional settings. Dean emphasizes the importance of taking control, being human, and using prepared questions to make meaningful connections. He also highlights the significance of body language, trust, and small talk in establishing a strong foundation for business relationships. The conversation includes practical examples and references, such as Dale Carnegie's principles for effective interpersonal communication.00:00 Introduction and Welcome00:24 The Importance of Building Rapport00:45 Practical Tips for Starting Conversations03:41 Human Connection in Sales06:03 Personal Anecdotes and Experiences07:43 Preparation and Research08:54 Conclusion and Final Thoughts
In this episode of the District 32 podcast, Kingsley welcomes Dean back to the studio to discuss the challenges around closing sales. Dean shares three effective, non-aggressive closing techniques: the 'puppy dog close', the 'summary close', and the 'scale close'. He emphasizes the importance of asking for the business and finding a closing method that suits one’s personality. Dean also provides practical insights on handling discomfort and refining sales strategies through practice and experimentation.00:00 Introduction and Welcome Back00:31 The Big Question in Sales01:30 Puppy Dog Close02:49 Summary Close04:34 Scale Close05:58 Final Thoughts on Closing Techniques08:37 Conclusion and Farewell
In this episode, Jeremy Hills delves into the psychology behind effective selling, emphasising the importance of understanding customer emotions and genuine needs. He highlights common pitfalls in sales interactions, such as the rush to close without adequately addressing the customer's real requirements. Jeremy advises on asking deeper questions to uncover emotional motives and shifting the sales mindset from merely closing to genuinely helping customers make informed decisions. The discussion underscores the significance of building rapport and trust, and how addressing the emotional aspects of sales can lead to higher closing rates and long-term customer relationships.00:00 Introduction to Sales Psychology with Jeremy Hills00:51 Understanding Customer Needs02:57 The Importance of Emotional Connection05:05 Handling Objections Effectively09:14 Building Long-Term Relationships13:18 Conclusion and Next Steps
Emotional Intelligence in Sales: Why Trust Matters with Jeremy HillsIn this episode of the District 32 or D32 podcast, host Kingsley sits down with mindset leadership coach and sales trainer Jeremy Hills to discuss why many people struggle to close sales. Jeremy emphasises the importance of building trust and emotional connections with prospects before attempting to sell products or services. He explains how understanding a customer's deeper emotional needs, matching and mirroring their energy and body language, and addressing their real concerns can significantly improve closing rates. Jeremy also highlights the three stages of trust and how to navigate through them to build stronger relationships with clients. The conversation provides valuable insights for anyone looking to improve their sales techniques and foster meaningful connections with customers.00:00 Introduction and Guest Introduction00:46 The Importance of Building Trust in Sales03:10 Techniques for Building Rapport07:08 Understanding Customer Emotions and Objections11:42 Maintaining Connection and Overcoming Resistance13:46 Conclusion and Teaser for Next Episode
In this first episode of a four-week series, Jeremy discusses the critical role emotional state plays in sales conversions. He emphasizes the importance of maintaining a positive and resourceful state through simple practices like smiling and managing body language. Jeremy shares practical exercises, such as the fixation technique and controlled breathing, to help sales professionals enter the 'flow state.' By being in a calm and positive emotional state, salespeople can significantly improve their interaction with customers and, ultimately, their sales performance.00:00 Introduction to Jeremy's Sales Insights00:32 The Importance of Emotional State in Sales03:00 Practical Exercise: Changing Your Physiology04:13 Understanding and Achieving Flow State07:35 Practical Tips to Increase SalesYou can find out more about Jeremy by visiting https://innerresults.com
Welcome back to the final episode in our four-part series with business strategist Paul Claessen, where we explore the critical stage every business wants to reach—growth. But instead of relying on hustle and hope, Paul shows us how to build a repeatable, scalable sales system that supports true, sustainable growth. If you missed the first three parts of this series, we strongly recommend listening to those before diving in—this episode brings everything together! ⏱ Timestamps: [00:00] Introduction: What you missed in Parts 1–3 [01:00] Why growth = sales (and why that’s not a bad thing) [02:00] You can't sell anything—you can only help people buy [03:00] The "doctor mindset" every salesperson needs [04:00] The 5-step sales system for professionals and service-based businesses [06:00] Helping clients manage risk (so they don’t feel foolish for buying) [07:00] Turning prospects into advocates—even if they don’t buy [08:00] Recap: The Four Pillars of Pathfinder [09:00] Where business owners live: between euphoria and terror [10:00] How Pathfinder brings balance, clarity, and real confidence [10:30] Contact details for Paul Claessen
In this episode of the District 32 podcast, host Kingsley talks with Paul Klassen from Paul Klassen Consulting about the essence of business strategy. They delve into the importance of having a clear, three-to-five-year strategy that defines where a business plays and how it wins. Paul breaks down the three core elements of a good strategy: creating a unique and valuable service model, pricing appropriately, and generating sufficient leads. Emphasizing the importance of laying strong foundations with people and performance before focusing on sales, this episode highlights the necessity of a robust and thought-out strategy for sustainable business success.00:00 Introduction and Recap00:39 Defining Strategy02:25 Core Elements of Strategy04:44 Building a Strong Foundation07:23 Final Thoughts and Next Episode Preview
In this episode of the District 32 podcast, host Kingsley continues the four-part Pathfinder series with Paul Claesson from Paul Claesson Consulting. This second stage focuses on business performance, breaking it down into financial forecasting, operational planning, and execution. Paul emphasizes the importance of predictability in profits and offers practical advice on creating effective operational plans and maintaining accountability. The discussion also covers finding the critical performance levers in a business and using simple, actionable strategies for achieving success. Listeners are encouraged to reach out to Paul for further guidance and tools.00:00 Introduction and Welcome00:24 Overview of Pathfinder Series01:06 Importance of Small Business Performance02:04 Financial Performance Essentials03:59 Operational Planning Insights05:42 Execution and Accountability08:30 Conclusion and Contact Information
In this episode of the District 32 podcast, Paul Claessen discusses the Pathfinder model, a strategic framework he developed to help business owners, both novice and experienced, grow their businesses effectively. The episode introduces the four core pillars of Pathfinder: People, Performance, Strategy, and Growth. Paul shares his experience in managing large-scale businesses despite not being a technical expert, emphasizing the importance of recruiting and leading a team of superstars. He elaborates on crucial aspects like defining roles, sourcing applicants, managing activities, outcomes, behaviors, and instilling leadership principles. This episode is the first in a four-part series, setting the stage for future discussions on how to enhance business performance.00:00 Introduction and Guest Welcome01:23 Paul Clayson's Business Journey02:29 The Pathfinder Framework06:17 Recruiting the Right Team09:27 Effective Management Strategies14:06 Principles of Leadership18:38 Conclusion and Upcoming Episodes
In this episode of the District 32 podcast, the hosts discuss the significance of first impressions and the seven-second rule, which suggests that people form judgments within the first seven seconds of meeting someone. Dean, one of the co-founders of District 32, shares insights on how to prepare for meetings, emphasizing the importance of research, smiling, and maintaining eye contact to build trust and connection. He also covers strategies for effective communication, such as listening more than speaking, identifying clients' pain points, and coming from a place of service without expecting anything in return. The episode highlights practical advice for anyone looking to improve their networking, sales, and relationship-building skills.00:00 Introduction and Podcast Overview00:56 The Power of First Impressions01:48 Building Connections: Preparation and Body Language04:11 Effective Communication: Listening and Empathy05:34 Understanding Client Pain Points07:54 Building Trust and Offering Value09:48 Conclusion and Final Thoughts
In this energising episode of the District 32 Podcast, we're diving into two powerful words that aren't often paired together—sales and habits. Dean shares the mindset, consistency, and routines that drive real results in the world of business development.We unpack:Why consistency is the foundation of successful salesThe underestimated power of daily phone callsBuilding resilience by embracing the "no"How to confidently ask for referrals and businessLiving your CRM and structuring your sales routine for long-term gainsFrom "nine before nine" LinkedIn habits to non-negotiable call blocks, Dean drops actionable tips you can start using today. Whether you're a seasoned business owner or new to sales, this episode is packed with insights to help you build momentum, reduce stress, and take control of your results.👉 Tune in now and learn how to make success a habit.
In this episode of the District 32 podcast, Kingsley and Dean delve into the intricacies of setting and achieving sales goals. They discuss realistic goal setting, the importance of knowing your ideal client, effective networking, and the impact of mindset on sales success. Whether you're new to sales or looking to refine your strategy, this episode offers valuable insights and practical advice.
In this episode of the District 32 podcast, co-founder Dean and host Kingsley discuss the crucial role of mindset in sales. They dive into the psychological aspects that drive success and resilience in a challenging field, sharing personal stories and practical tips to maintain motivation and embrace the process. Whether you're cold calling or knocking on doors, discover how to turn 'no' into a step toward 'yes' and build the confidence to excel in sales.
Mastering Sales Strategies with Dean Keating | District 32 PodcastIn this episode of the District 32 podcast, Kingsley from Tomorrow’s Not Today is joined by Dean Keating, the co-founder of District 32, to discuss effective sales strategies. From the importance of having multiple approaches to the intricacies of customer touchpoints, Dean shares his extensive business development experience. If you're looking to refine your sales tactics and boost your business, this conversation is packed with valuable insights.
🎙️ Episode 3 of the District 32 Podcast: Transforming Business Relationships: Dean's Key InsightsRelationships in Business. We dive into Dean's wisdom, we dive into the intricacies of building and nurturing relationships in the business world. From the importance of intentionality and taking control to the role of trust and communication, this episode is packed with valuable insights and actionable steps to help you forge stronger connections. 1. **Intentionality**: Be proactive and intentional in building relationships. Don't wait for the other person to reach out. 2. **Control**: Take control of the process. It's up to you to take the initiative and follow up. 3. **Planning**: Have a plan for nurturing relationships. Use a mix of face-to-face meetings, phone calls, and digital touchpoints. 4. **Trust**: Building trust is crucial. Help others and provide value to cement relationships. 5. **KPIs**: Measure your relationship-building efforts just like any other business activity. Discover how these principles can transform your approach to networking and collaboration.
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