The BJJ and Biz Podcast: Precision Commissions and Submissions

Wes Schaeffer, The Sales Whisperer®
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BJJ black belt, Wes Schaeffer, The Sales Whisperer®, gives sales, marketing, success, and BJJ advice to help professional salespeople, sales managers, business owners, and entrepreneurs sell more, faster, at higher margins, with less stress, more predictably, while having more fun doing it. Originally, The Sales Podcast was launched in 2013, and in September 2025, it was rebranded and relaunched as The BJJ and Biz Podcast.

  1. MAR 25

    Alberto Crane is All In

    Alberto Crane shares his journey from MMA fighter to Brazilian Jiu-Jitsu instructor, discusses the importance of resilience, training, and health, and offers insights on sales, life, and overcoming challenges. Discover lessons on mindset, longevity, and the intersection of martial arts and business. "Fighting MMA was a journey, not a goal.""Fight to win, not just to survive.""Martial arts teach life lessons."Chapters 00:00 Introduction to Alberto Crane and Legacy BJJ 02:52 Parenting and Balancing Struggles 05:29 Alberto's Journey into MMA 08:10 The Experience of Fighting in the Cage 10:50 The Evolution of a Jiu-Jitsu Fighter 13:33 Health Challenges and Retirement 16:19 Reflections on Fighting and Personal Growth 19:03 The Journey of Writing a Book 21:46 Cultural Shifts: From New Mexico to LA 22:57 Life in Glendale: Family and Community 25:21 The Power of Jiu Jitsu and Resilience 26:41 Building Relationships in Martial Arts 28:50 The Importance of Recovery and Training Smart 29:44 Managing MS: Nutrition and Movement 32:30 Book Launch: Sharing Life Lessons 35:57 The Gentle Art: Stories from the Mat 38:05 Merging Business with Jiu Jitsu 43:43 Sales as a Life Skill Take control of your life with ⁠⁠12 Weeks To Peak™⁠⁠: 12WeeksToPeak.com Need a CRM? ⁠⁠Check out this marketing automation⁠⁠ tool for $19/mo. http://www.activecampaign.com/?_r=38MD33WU Connect with me for regular posts, threads, and chats: https://bjjandbiz.com/daily Join the free Group: https://www.facebook.com/groups/bjjandbiz #BJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

    54 min

  2. 12/23/2025

    From Cults & Scandals to MMA & BJJ Success

    #BJJandBIZPodcast #BJJ #SalesTraining #PersonalDevelopment Adam Smith owns several BJJ schools, is an innovator in the Pit Fighting Championship series out of Spokane. He shares some shocking details about a school that was secretly operating a sex cult involving several mothers and how that led to his own school success. A successful MMA fighter in his own right, Adam is now leading a thriving BJJ community and expanding his reach and influence in his new Pit Fighting Championship. Hang on. It’s a wild ride. Take control of your life with ⁠⁠12 Weeks To Peak™⁠⁠: 12WeeksToPeak.com Need a CRM? ⁠⁠Check out this marketing automation⁠⁠ tool for $19/mo. http://www.activecampaign.com/?_r=38MD33WU Connect with me for regular posts, threads, and chats: https://bjjandbiz.com/daily Join the free Group: https://www.facebook.com/groups/bjjandbiz #BJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

    1h 11m

  3. 12/06/2025

    Tucker Max: The Journey from Recklessness to Authenticity

    In this unfiltered shit show of an interview, fellow Gracie Humaita black belt Tucker Max explains how he went from being a legendary drunk a*****e who banged his way across America to a bestselling author, serial entrepreneur, and surprisingly chill family man who now raises chickens and rolls on mats for fun. He does not hold back on his thoughts on the absolute clown show of fake personas flooding social media and marketing, basically calling 99% of “goo-roos” the human equivalent of those inflatable tube men on the roofs of car dealerships—lots of flailing, zero substance. He breaks down why jiu-jitsu is the ultimate b******t detector: you either tap or nap, no amount of Instagram filters or motivational quotes will save your neck when a 180-pound dude is turning your spine into a pretzel. Real skill beats fake clout every time. Then he gets real about ditching the fame-chasing circus, how AI is busy turning the internet into one giant hallucination, and why he’d rather shovel goat poop on his homestead than deal with another influencer meltdown. He also dishes on therapy actually working (who knew?), finally figuring out how to not be a selfish prick in relationships, raising kids without screwing them up too bad, and building companies while changing diapers. Plus, he drops some jiu-jitsu hacks that’ll make you learn faster, choke better, and shut up that one guy...we all have that one guy. “On the mats, the truth is going to find you.” “How can you make things more real?” "I'm the opposite of Pick Up Artists." “There is always an appetite for truth.” "Fame can be exhausting." "Women want experienced guys." Tucker Max emphasizes the importance of authenticity in life. Jiu-jitsu serves as a metaphor for truth and skill. The rise of fake gurus is a significant issue in modern marketing. AI has contributed to a culture of fakeness online. Tucker's journey reflects a shift towards a more authentic lifestyle. Real connections are becoming increasingly valuable in a digital world. Tucker's fame stemmed from sharing true stories under his own name. Tucker agrees with Wes that humanity is the next killer app for connection. Living authentically leads to a more fulfilling life. Fame can be exciting but also exhausting. Personal growth often requires facing inner struggles. Finding the right partner involves self-improvement. Building a family changes one's perspective on life. Business success can stem from personal passions. Therapy can help in understanding oneself better. Past experiences shape current relationships. Being the right partner means addressing personal baggage. Jiu-Jitsu techniques can be adapted for different opponents. Effective training methods can enhance learning in Jiu-Jitsu. Chapters 00:00 Introduction and Background of Tucker Max 03:55 The Reality of Jiu-Jitsu and Authenticity 09:45 The Nature of Gurus and Manipulation 16:51 The Shift Towards Realness in a Fake World 22:40 Tucker Max's Journey to Authentic Living 28:34 Navigating Identity and Privilege 29:37 The Cost of Truth and Authenticity 32:04 Law School Misadventures 35:12 From Law to Writing: A Career Shift 37:56 The Rise of an Internet Writer 42:02 Transitioning to Family Life 48:16 Becoming the Right Partner 51:39 Overcoming Judgment and Embracing Experience 53:59 Jiu Jitsu: Strategy and Mindset 59:57 Exploring Guard Strategies in Jiu-Jitsu 01:02:08 The Importance of Basics in Brazilian Jiu-Jitsu 01:05:07 Training Dynamics and Sparring Techniques 01:10:59 Innovative Approaches to Jiu-Jitsu Training 01:18:58 The Journey of Writing and Memoir Coaching https://www.tuckermax.com/ https://www.tellyourstory.academy/ Take control of your life with ⁠⁠12 Weeks To Peak™⁠⁠: 12WeeksToPeak.com Need a CRM? ⁠⁠Check out this marketing automation⁠⁠ tool for $19/mo. http://www.activecampaign.com/?_r=38MD33WU Connect with me for regular posts, threads, and chats: https://bjjandbiz.com/daily Join the free Group: https://www.facebook.com/groups/bjjandbiz

    1h 32m

  4. 12/02/2025

    The 3X3 Template To Reach Tough Prospects

    After three years, I catch up with author and sales expert Ryan Dohrn—Ryan was a guest on The Sales Podcast episode 579— to explore this, that, and the other around sales, marketing, and some personal experiences of that and college football. We discuss the true meaning of college football tailgating, the challenges faced in sales today, and the importance of effective communication. Ryan shares outreach techniques and the role of technology in modern sales strategies, while also reflecting on personal anecdotes that highlight the evolution of sales practices. Since we both have sticks up our butts, it is neither informative nor entertaining. But we do also get into the psychology behind buyer behavior, the importance of personal branding, and how personal experiences, such as practicing jiu-jitsu, can lead to personal growth and improved sales performance. We touch on the balance between health and success in sales, emphasizing the need for movement and mental clarity. Finally, we reflect on modern distractions and their impact on productivity and focus. Takeaways Sales is harder than ever due to changing demographics.Tailgating culture reflects community and engagement.Effective communication is key in sales today.Using technology can streamline outreach efforts.Personal experiences shape our understanding of sales.AI tools should not mimic traditional letter writing.Respecting clients' time is crucial in sales meetings.Building rapport can be done during the conversation.Sales strategies must adapt to current market conditions.Humor and cultural references can enhance sales interactions. Keep sales messages short and to the point.Name-dropping happy clients reduces perceived risk.Most buyers are driven by emotions rather than logic.Salespeople need to adapt their styles to meet buyers' emotional needs.Jiu-jitsu can provide clarity and discipline in life.Movement and physical activity are essential for mental health.Sales success often correlates with personal health and discipline.Finding balance in life can enhance sales performance.Modern distractions can hinder productivity and focus.Therapy and mental health support can be beneficial for sales professionals.Chapters 00:00 Introduction and Sports Rivalry 03:01 Experiences with Tailgating and College Football 05:50 Reflections on Natural Disasters and Community Response 09:00 Sales Strategies in a Changing Landscape 11:59 Effective Communication Techniques in Sales 14:56 Leveraging Technology for Sales Outreach 17:53 Personal Stories and Social Dynamics 21:50 The Art of Sales and Personal Connections 24:32 The Evolution of Sales Practices 28:56 Leveraging Technology in Sales 31:59 Understanding Buyer Psychology 35:12 Navigating Emotional and Logical Sales 39:18 Sales Strategies and Personal Experiences 41:34 The Journey of Building a Sales App 42:30 Cultural Accents and Identity 43:48 The Impact of Jiu-Jitsu on Life 47:43 Finding Your Mojo: Movement and Motivation 51:42 Alcohol, Health, and Modern Distractions 55:43 Discipline and Success: The Connection https://www.linkedin.com/in/ryandohrn/ https://famous.BJJandBiz.com Demographics are changing Cut to the chase. Don’t need so much rapport. “What is the project I’m selling?” Five templates for the prospect list. “Escape email.” 3x3 format Three words in the subjectThree sentences in the emailEvery three business daysSend a video email via Loom. Uses MixMax for cold outreach Engage on LinkedIn Don’t practice on your clients. AI tools for outreach are bad. Don’t write emails like letters. Keep messages pithy. Don’t let marketing create your emails. Talk about your happy clients. 5% Ego, 31% Logical, 64% Emotional buyers. Every Friday, he surveys about 80 sellers. How to handle “think it overs”. Make recommendations. “The Next Media Conference.” (In Orlando in 2026.) RyanDohrn.com to get the app. Why you lose your mojo and how to regain it. Movement is medicine.

    1h 7m
  5. NASA Scientist Shares The Secret To Business Growth

    12/01/2025

    NASA Scientist Shares The Secret To Business Growth

    It’s not every day you get to spend an hour with a NASA PhD to understand how his mind works so you can master your own professional development and business growth. I had the pleasure of chatting with Dr. Alex Mehr, a NASA scientist turned AI entrepreneur who is now the founder of Famous.ai. Alex discusses the importance of rapid market testing and the value of high output in entrepreneurship. He emphasizes that answers often lie outside oneself and that successful entrepreneurs learn by quickly putting ideas into the market. Drawing on historical figures like Da Vinci and Edison, he illustrates that high productivity correlates with success. We also got into his escape from California to Puerto Rico (coconuts included), and he shared his journey from Iran to the US, and how he went from working with NASA to launching apps before they were cool. Alex believes that every human has a hidden talent just waiting to be turned into the next big thing. So sit up, plug in, and enjoy the ride as we explore the world of tech, entrepreneurship, and a little bit of Jiu-Jitsu. And remember, humanity is the next killer app, so please subscribe, leave a comment, and share this episode with your friends. Market like you mean it. Now go sell something. Soundbites & takeaways Cashed in his 401 (k) to start Zoosk You can’t steer a parked car. Launch often and fast. Your company is a laboratory. Your team is comprised of fellow mad scientists. Don’t die on a hill that doesn’t matter. Build the right lab with the right people to iterate and launch something great. Shift and evolve as the world shifts and evolves. Brian Armstrong, CEO of Coinbase “Action produces information…” The answer is outside of you, so launch and iterate. DaVinci, Edison, Picasso…high volume. AI apps are today’s 2007 iPhone apps. Internet…browser…apps…sit on the infrastructure of the internet. AI was commercialized around 2022. The Instagram of AI has not been built yet. Many of us haven’t found our gift/talent, so dig deep. SuperCool.com for ideas. Here are my core competencies…give me 10 ideas to productize Create your MVP in under a week. So try 50 ideas a year. Take micro-actions. “What can we do about it tonight?” Idea, MVP, Validate, Scale. You have 1,000 to 10,000 contacts. Email them!!! You’re looking for customers, not compliments. His hit rate is still maybe 33%. You might be 10% at first. Should you bring on partners? Speed of execution is key. Why Synthetic Intelligence is the key to your AI app development. https://www.linkedin.com/in/alexmehr/ https://www.alexmehr.com/ https://famous.BJJandBiz.com https://www.facebook.com/realDrMehr/ https://www.instagram.com/doctoralex/# https://www.youtube.com/@dealai ⁨@dealai⁩ Take control of your life with ⁠⁠12 Weeks To Peak™⁠⁠: 12WeeksToPeak.com Need a CRM? ⁠⁠Check out this marketing automation⁠⁠ tool for $19/mo. http://www.activecampaign.com/?_r=38MD33WU Connect with me for regular posts, threads, and chats: https://wesschaeffer.com/daily Join the free Group: https://www.facebook.com/groups/bjjandbiz #BJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

    1h 10m

  6. 11/28/2025

    How To Become a CEO, Make a Successful Exit, & Stay In The Game

    Michael shares his journey to becoming a CEO and selling his business, offering valuable insights into building strategic value. We also touch on the importance of human connection in sales and the evolving landscape of prospecting. Michael Bush trained in BJJ for 14 years before a neck injury forced him to hang up his gi. He remains a strategic advisor and now author helping professional salespeople, sales managers, business owners, and entrepreneurs sell more, faster, at higher margins, with less stress, more predictably, while having more fun doing it. Despite being sidelined, I get him to share tips on his favorite BJJ submission! We also explore business growth strategies, and discuss the role of technology in business operations today. “Doctor called me a pig.” 6’2” and nearly 270 pounds. Was traveling almost full-time. Went from 270 lbs to 225 lbs in 90 days. https://www.linkedin.com/in/michaelbush/ https://www.growthways.com/guardrailingbook-1 https://famous.BJJandBiz.com Chapters Introduction and Background Michael Bush's Journey Business Growth Strategies The Role of Technology Human Connection in Sales BJJ Submission Tips Conclusion and Takeaways Take control of your life with ⁠⁠12 Weeks To Peak™⁠⁠: 12WeeksToPeak.com Need a CRM? ⁠⁠Check out this marketing automation⁠⁠ tool for $19/mo. http://www.activecampaign.com/?_r=38MD33WU Connect with me for regular posts, threads, and chats: https://wesschaeffer.com/daily Join the free Group: https://www.facebook.com/groups/bjjandbiz #BJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

    58 min

  7. 11/24/2025

    Humanity In Sales Is Coming Back In Style

    I dive into business growth and sales strategies with CRO, and purple belt, Rich Bishop. Rich plays in the private equity space, focusing on the critical early stages of investment and the importance of aligning team goals to enhance productivity and success. He shares insights on the challenges sales teams face, the importance of effective onboarding programs, and the need for cohesive objectives across marketing, sales, and operations teams. He’s a ⁨HubSpot⁩ guy like me, so we discuss the challenges of CRM systems and why sales is like BJJ; it’s important to do it face-to-face. We also explore how business events are evolving, drawing parallels between the discipline of martial arts and effective business tactics. Founder & CEO of Midgame Consulting | Podcast Host - "The Midgame Mindset" | Sales Strategy & Execution | Empowering Chief Revenue Officers | Speaker | Thought Leader | Family Man https://www.linkedin.com/in/richbishop2/ https://famous.BJJandBiz.com Takeaways Private equity typically holds a company for five to seven years. The first 18 months are crucial for investment and transformation. Sales productivity issues often stem from inadequate onboarding. Aligning goals across teams is essential for success. Misalignment can lead to inefficiencies and poor performance. Effective onboarding can significantly improve retention rates. Sales, marketing, and operations must work in harmony. Clear communication is key to achieving team objectives. Transformations in private equity aim for better outcomes at the end of the investment period. Identifying root causes of productivity issues is vital. Navigating Private Equity: Key Investment Insights The Importance of Onboarding in Sales Success Chapters Introduction and Business GrowthCRM Systems and OptimizationImportance of Personal ConnectionsIn-Person vs. Digital InteractionsJiu-Jitsu and Business StrategiesSales Strategies and Market DynamicsConclusion and Key Takeaways Take control of your life with ⁠⁠12 Weeks To Peak™⁠⁠: 12WeeksToPeak.com Need a CRM? ⁠⁠Check out this marketing automation⁠⁠ tool for $19/mo. http://www.activecampaign.com/?_r=38MD33WU Connect with me for regular posts, threads, and chats on https://wesschaeffer.com/daily Join the free Group: https://www.facebook.com/groups/bjjandbiz #BJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

    1h 3m

  8. 11/18/2025

    Can You Really Balance BJJ & 11 Businesses?

    #BJJandBIZPodcast #BJJ #SalesTraining #personaldevelopment Adam Marburger is the guest on episode 24 of The BJJ and Biz Podcast. He's a BJJ Black Belt, owner of 11 businesses, including his BJJ gym, Alton Family Martial Arts, since 2017. • Black Belt under Kyle Watson • 7X No Gi World Medalist • 30X IBJJF Medalist Owns 11 companies Film industry Automative Dental Real Estate BJJ is his favorite 2017 opened his academy Understand scale and delegation He's a visionary and hired integrators Never does a deal without a partner Started selling cars at 18 His sales manager was a real estate guy Promoted to finance manager at age 22 "Massive failure " Invested in a software company in 2017 He loves everyone He got hosed...bankrupted the business...lost $120k then that he needed. Trust but verify It hardened his heart In a high-level mastermind, Dannel DelGado, the Millionaire Maker Meet every Tuesday His last two deals are out of his mastermind He has 4-5 layers of interviews...have a beer with you... He gets to know you... "We marry you. This is not a hire." How he defines success Partners, systems, accountability,... Takeaways Confrontation can lead to unexpected resilience. Humility is essential in the face of challenges. Martial arts teach valuable life lessons. Unexpected encounters can reveal hidden strengths. The importance of perseverance in difficult situations. Humor can be found even in tough moments. Physical challenges often mirror mental challenges. Learning from every encounter is crucial. Resilience is built through facing fears. Every experience shapes our character. Titles The Art of Confrontation Resilience in the Face of Adversity "There are ninjas that walk among us." Chapters 00:00 Introduction to Adam Marburger 00:10 Finding and Evaluating Business Deals 00:12 The Humbling Nature of Jiu-Jitsu 00:32 Jiu-Jitsu Techniques and Strategies https://altonelite.com/ https://www.linkedin.com/in/adam-marburger/ Take control of your life with ⁠⁠12 Weeks To Peak™⁠⁠: 12WeeksToPeak.com Need a CRM? ⁠⁠Check out this marketing automation⁠⁠ tool for $19/mo. http://www.activecampaign.com/?_r=38MD33WU Get my free daily email to grow your sales https://wesschaeffer.com/daily Join the free Group: https://www.facebook.com/groups/bjjandbiz #BJJandBIZPodcast #12WeeksToPeak #SalesTraining #GoalSetting #PersonalDevelopment

    59 min
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About

BJJ black belt, Wes Schaeffer, The Sales Whisperer®, gives sales, marketing, success, and BJJ advice to help professional salespeople, sales managers, business owners, and entrepreneurs sell more, faster, at higher margins, with less stress, more predictably, while having more fun doing it. Originally, The Sales Podcast was launched in 2013, and in September 2025, it was rebranded and relaunched as The BJJ and Biz Podcast.

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