WEBVTT 1 00:00:00.000 --> 00:00:07.840 Hey guys, what's going on? Happy Thursday, um, thought I would make four days in a row of content. I know I've been, uh, been going 2 00:00:07.840 --> 00:00:15.840 Craig right on the content train. Um, but I think I don't know idea why I think it's just because my calories are up and like I have more, um, just 3 00:00:15.840 --> 00:00:25.120 juicing my my brain. But anyways, um, this box came to me today and it was, I, I'm always in conversations with our sales team and whatnot. And, um, 4 00:00:25.120 --> 00:00:36.600 I thought that, and I was reading through our gym lunch group and I thought that, um, it would be really useful for some of you guys to kind of hear one of the lessons that took me a really long time to learn. Um, and so I told 5 00:00:36.600 --> 00:00:53.120 of this, uh, what separates the best from the rest and what the best sales people and best baseball players have in common. And so, um, a lot of times people think that in getting, and this is something that I used to think for a long time was that like the best sales people knew something that I didn't know or, um, 6 00:00:53.120 --> 00:01:07.120 had some like secret technique that I wasn't aware of and that if I only learned the, the secret words or the secret questions, um, that I needed to ask, then I would get more people to buy my stuff, right? 7 00:01:07.120 --> 00:01:28.120 And, um, the further up we've gone and it's, it's weird when, when I've always considered myself a student of sales, um, to then have people like, you know, Russell Brunson who's considered a very good salesperson to say like this is his words that I was the best salesperson you'd ever seen and that like all bunch of nice things. And so, um, 8 00:01:28.120 --> 00:01:42.120 like it makes you really introspective and I don't think that I, I know anything that's fundamentally different than most people and so I had to like think like what is it that separates the best at a certain skill, even owning a business from the rest, right? 9 00:01:42.120 --> 00:01:56.120 And so if you look at like baseball players and sales people, what's interesting is that the best sales people and the best baseball players, it's not that they really do anything different than mediocre sales people or mediocre baseball players. 10 00:01:56.120 --> 00:02:10.120 It's just that they consistently do really well. And so like they, they have these routines that they get themselves in so that they can get consistent. That's why they have the same dance, the same approach, they were the same socks, right? 11 00:02:10.120 --> 00:02:25.120 When you're in sales, you have the same and like if you're going through our sales training, like it should just, it should be just like a foul shot for basketball players should be just like when you're approaching the plate, every single conversation, your setup should be the same because you want to have the perfect swing, right? 12 00:02:25.120 --> 00:02:37.120 You know how to have the swing. And so all you want to do is maximize your chances of having the outcome that you're looking for, which for baseball would be, you know, connecting and getting a hit. And for a salesperson, it might be closing the sale. 13 00:02:37.120 --> 00:02:42.120 Now, how does that concept apply to running your business, right? 14 00:02:42.120 --> 00:02:50.120 What is one of the most successful businesses out there that's been brick and mortar, right? McDonald's. Okay, I'm just throwing it out there because they are. 15 00:02:50.120 --> 00:03:06.120 And a lot of people would argue that McDonald's food is really not that spectacular, but what it is is consistent. And so if you don't think that consistency, consistency in and of itself is a valuable thing, then like look at the landscape of competition that's out there. 16 00:03:06.120 --> 00:03:14.120 Being consistent is one of the most highly valued things in the marketplace, both from your customers to you, and then also from you to your employees. 17 00:03:14.120 --> 00:03:23.120 So if you are a trainer right now who works at one of the gypsies that's in this group, like the person who employs you values consistency over hot streets. 18 00:03:23.120 --> 00:03:34.120 I'm just telling you, like if I knew that every day I could always count on someone to be on time and always show up and do an eight out of ten class, that's what you call someone who is dependable, right? 19 00:03:34.120 --> 00:03:39.120 That becomes a rock in your business. They become one of the cornerstones that you can build your business off of. 20 00:03:39.120 --> 00:03:45.120 No one likes the pre-Madonna. That's hot for a week and then cold for a week and then hot for a week and then cold for a week. 21 00:03:45.120 --> 00:03:49.120 Like it takes tons of attention. You know that that's the entrepreneurial golden resource, right? 22 00:03:49.120 --> 00:04:01.120 So now this person is taking tons of your attention. And if you're that person and anybody's business who's in here, then understand that that is you are taking value from the business by not being consistent. 23 00:04:02.120 --> 00:04:07.120 Hey, if you're a return listener and you have not rated or reviewed the show. 24 00:04:07.120 --> 00:04:12.120 I want you to know that you should feel absolutely terrible about yourself and everything else in the world. I'm kidding. 25 00:04:12.120 --> 00:04:15.120 But it would mean the absolute words to me if you guys would go ahead and do that. 26 00:04:15.120 --> 00:04:18.120 You don't even have to pause to show you keep listening and you can just do it with your thumb right now. 27 00:04:18.120 --> 00:04:28.120 It'll take you less than 60 seconds. And like I said, the only way that podcast grows through word of mouth and this is you joining hands with me and helping as many entrepreneurs as we possibly can because no one is coming to save us. 28 00:04:28.120 --> 00:04:32.120 Just us. All right. So please go do that now. And let's get back to the show. 29 00:04:35.120 --> 00:04:40.120 Right. And so a lot of that now like how do you get consistent? What's the how to in terms of getting consistent? 30 00:04:40.120 --> 00:04:46.120 Um, we recorded at one of the events that we said because someone said, I just don't like you speak with such conviction. 31 00:04:46.120 --> 00:04:50.120 I want to be able to speak with that same level of conviction when I'm talking to prospects. 32 00:04:50.120 --> 00:04:54.120 And I didn't really think much about it. I just I looked at the lady and I was just like, 33 00:04:54.120 --> 00:05:01.120 you have to outwork yourself out. And like everyone like just like started like writing it down and I thought about it later. 34 00:05:01.120 --> 00:05:07.120 But like conviction just comes from repetition. It's time under the bar. Right. 35 00:05:07.120 --> 00:05:11.120 Like you get better at squatting by squatting more. You can talk about how great your form is. 36 00:05:11.120 --> 00:05:15.120 You can do all your mental practice. But at the end of the day, you got to get under the bar. 37 00:05:15.120 --> 00:05:18.120 And if you want to get good at sales, you got to do repetitions. Right. 38 00:05:18.120 --> 00:05:22.120 And you got to get better. And then what happens is it's just like chess players. 39 00:05:22.120 --> 00:05:26.120 When they're looking at the board, the best chess players, it's not like they necessarily have better skills. 40 00:05:26.120 --> 00:05:30.120 They just recognize patterns faster. They're like, I've had this conversation before. 41 00:05:30.120 --> 00:05:34.120 I know what to say right here. And then it becomes subconscious confidence. 42 00:05:34.120 --> 00:05:41.120 Like you don't need like a lot of times making that sale for most people, especially like the off-star sales people. 43 00:05:41.120 --> 00:05:45.120 In the beginning, you have to try really hard to just remember what questions to ask. Right. 44 00:05:45.120 --> 00:05:49.120 And then later, like it starts happening a little bit more naturally. 45 00:05:49.120 --> 00:05:52.120 And then it starts to the point where like you're not even there. 46 00:05:52.120 --> 00:05:57.120 You're zoning out. And your mouth is asking the question that would naturally lead to the next pain point. 47 00:05:57.120 --> 00:06:01.120 Because you've done this so many times. You've seen this situation so many times. 48 00:06:01.120 --> 00:06:09.120 You've seen this pitch so many times. You've outworked that you've outworked your level of shittiness. Right. 49 00:06:09.120 --> 00:06:15.120 So like there is no shortcut to it. But the only way to get consistent is to be able to recognize patterns. 50 00:06:15.120 --> 00:06:19.120 And when you recognize patterns and you can do so quickly, you become really good. 51 00:06:19.120 --> 00:06:22.120 And by being really good, it's not that you're exceptional in any way. 52 00:06:22.120 --> 00:06:26.120 You're just really good on a regular basis and you never suck. Right. 53 00:06:26.120 --> 00:06:33.120 You just don't have cold streets. The best people just know how to always be on. That's all it is. Right. 54 00:06:33.120 --> 00:06:38.120 Michael Jordan's games was not like sure he had a couple of like big games that are memorable. 55 00:06:38.120 --> 00:06:43.120 But the guys who like consistently score more points, they just consistently score more. 56 00:06:43.120 --> 00:06:48.120 So what it like their averages are not brought up by the one or two or three games that everyone remembers. 57 00:06:48.120 --> 00:06:52.120 It's the fact that they just do a little bit better all the time. Right. 58 00:06:52.120 --> 00:06:56.120 They know how to like everyone else like when the mediocre players have a hot streak. 59 00:06:56.120 --> 00:06:59.120 That's what the best players do every day. 60 00:06:59.120 --> 00:07:04.120 And the only thing they do is they know how to get that hot streak on a consistent basis. 61 00:07:04.120 --> 00:07:09.120 And so if you don't have process around what you do, right, or what you practice. 62 00:07:09.120 --> 00:07:14.120 Like we live the same day every single day. Like I'm not like I'm not joking. 63 00:07:14.120 --> 00:07:19.120 Like we have this thing like boring makes you money, boring makes you rich, boring makes you money, 64 00:07:19.120 --> 00:07:22.120 boring makes you money because boring makes you consistent. 65 00:07:22.120 --> 00:07:26.120 And when boring makes you consistent, you have consistent outcomes. 66 00:07:26.120 --> 00:07:29.120 And when you can control the variables, right. 67 00:07:29.120 --> 00:07:34.120 Then you can then you can tweak things to get exactly what you want on the outside. Right. 68 00:07:34.120 --> 00:07:40.120 Like we always go to bed no matter what weekends, Fridays, Saturdays, Sundays, whatever, always at 9.30. 69 00:07:40.120 --> 00:07:46.120 We are always up by six sometimes we got earlier just because but like we're always up by six. 70 00:07:46.120 --> 00:07:51.120 We're always done training by 9 a.m. And then after that we eat for the next 30 minutes. 71 00:07:51.120 --> 00:07:56.120 And then Leila goes in showers and then I muddle around and then either decide to shower. 72 00:07:56.120 --> 00:07:59.120 Or I get out of here and I make some noise. Right. 73 00:07:59.120 --> 00:08:03.120 Like that's like that's the day when we hop on the daily huddle. 74 00:08:03.120 --> 00:08:06.120 Like the things are repetitive. It's the same thing every day. 75 00:08:06.120 --> 00:08:10.120 And so if you want to get better, you just got to you have to you don't need to get better. 76 00:08:10.120 --> 00:08:13.120 You need to do the good things consistently. 77 00:08:13.120 --> 00:08:17.120 And so tag your team members who are like, man, I really wish I could be good at sales. 78 00:08:17.120 --> 00:08:21.120 Like you probably already know what you need to do. You just need to do it more times. 79 00:08:21.120 --> 00:08:25.120 And so that also can look at like if you look at sales training, right. 80 00:08:25.120 --> 00:08:32.120 Like the people who do the who are the best at sales in all of the gym lords tend to be the people who went through the training the most times. 81 00:08:32.120 --> 00:08:40.120 It's not an acquisition of information thing. It's how readily accessible is that same fundamental information to you. 82 00:08:40.120 --> 00:08:42.120 Pause. 83 00:08:42.120 --> 00:08:45.120 It's not about getting more information. 84 00:08:45.120 --> 00:08:52.120 It's about having the information that is useful readily accessible to you when you recognize patterns, right. 85 00:08:52.120 --> 00:08:53.120 That's how it is. 86 00:08:53.120 --> 00:09:00.120 Then so if you go through sales training every single morning, you will get better at sales faster because you will be able to recognize patterns faster. 87 00:09:00.120 --> 00:09:06.120 Right. And when you can recognize patterns faster, you go from conscious confidence to unconscious confidence. 88 00:09:06.120 --> 00:09:12.120 You don't even have to think about it and you're good. And then that is when you go from having spotty where you're consciously confident. 89 00:09:12.120 --> 00:09:18.120 And then all of a sudden you don't focus one day and then it means you're not confident and then you're focusing again and then you're confident and then you're not confident, right. 90 00:09:18.120 --> 00:09:22.120 To the point where you don't need to focus on it and you're really good. 91 00:09:22.120 --> 00:09:25.120 And then at that point, you become consistently great. 92 00:09:25.120 --> 00:09:29.120 That's how you get good. That's how the best baseball players do it. And what do they do? 93 00:09:29.120 --> 00:09:34.120 They put time under the bar. They see more pitches. They see more swings. They play more chess matches. 94 00:09:34.120 --> 00:09:39.120 Right. It's all they do. There's no secret. But it's consistency. That's the outcome. 95 00:09:39.120 --> 00:09:43.120 That's what people mistake. It's like, oh, it's because you some superstar. It's never that. 96 00:09:43.120 --> 00:09:48.120 It's just that you can consistently elicit the outcome that you're looking for whatever skill it is. 97 00:09:48.120 --> 00:09:56.120 So anyways, I thought this might be useful for you or some of your teammates or if you have a sales manager who's hot and cold. 98 00:09:57.120 --> 00:10:02.120 Maybe tag him in here because it's not about learning what things to say or what to recognize. 99 00:10:02.120 --> 00:10:06.120 It's about seeing how you can consistently execute the same thing over and over and over again. 100 00:10:06.120 --> 00:10:12.120 And if you don't have a pre foul shot, you know, dance and if you don't have a little pre, you know, 101 00:10:12.120 --> 00:10:20.120 you step up to the plate routine, then you're leaving your outcomes up to more chance than they should be. 102 00:10:20.120 --> 00:10:25.120 Cool. Anyways, dudes and do that. Sorry. Have an amazing week. 103 00:10:25.120 --> 00:10:28.120 I have to hop on my daily call with all of my teams. 104 00:10:28.120 --> 00:10:32.120 So I get a jump literally right now. That's a lot. I'll catch you guys soon. 105 00:10:32.120 --> 00:10:34.120 Tag on your sales managers. 106 00:10:34.120 --> 00:10:35.120 Out.