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Speaker 1: Well, everybody thinks that sales is a job when it's

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Speaker 1: a skill set. Sales is a way to have better relationships,

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Speaker 1: better friendships, the way that you talk to yourself in

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Speaker 1: your own mind. Sales to me is freedom. I fulheartedly

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Speaker 1: believe that if you teach anybody sales, she'll never go

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Speaker 1: broke again.

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Speaker 2: Hey, everyone, welcome back to On Purpose. Today I'm joined

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Speaker 2: by Shelby Sapp, entrepreneur, sales leader, and founder. Shelby went

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Speaker 2: from door to door hustling to building a powerful online

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Speaker 2: movement using social media to help thousands of people gain

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Speaker 2: real sales skills, confidence, and financial independence. Today, she's sharing

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Speaker 2: why the skills that helped her succeed in sales can

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Speaker 2: help you communicate better, build trust, and create the life

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Speaker 2: that you've always wanted. Whether you work in sales or not,

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Speaker 2: this episode is for you. If you want to know

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Speaker 2: how to negotiate better and persuade people, this episode is

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Speaker 2: for you. And if you want to know how sales

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Speaker 2: skills could transform the entirety of your life, this episode

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Speaker 2: is for you. Please welcome to On Purpose Shall be SAPs.

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Speaker 2: It's great to have you here.

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Speaker 1: I know I'm so grateful to be here. This is amazing.

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Speaker 1: Thank you well.

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Speaker 2: Ever since I discovered your content, I remember messaging you

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Speaker 2: and just thinking I can't believe we weren't taught sales

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Speaker 2: in school.

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Speaker 1: Oh it's ridiculous.

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Speaker 2: I can't believe how many mistakes we make in our

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Speaker 2: life because we're bad at sales. And I just think

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Speaker 2: if everyone had better sales skills. As I said earlier,

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Speaker 2: whether you work in sales or you don't, I feel

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Speaker 2: like our whole life is sales. We're constantly pitching, we're

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Speaker 2: constantly presenting, we're constantly trying to communicate our ideas to people.

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Speaker 2: All of those things are sales, right, So I want

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Speaker 2: to hear in your words, whether someone's in sales or not,

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Speaker 2: why is it important to have sales skills?

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Speaker 1: So everybody thinks that sales is a job when it's

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Speaker 1: a skill set, And yeah, you can monetize that skill

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Speaker 1: set very well, but sales is a way to have

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Speaker 1: better relationships, better friendships, the way that you talk to

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Speaker 1: yourself in your own mind, like you can roll your

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Speaker 1: own objections that tell you I'm not good enough, I

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Speaker 1: don't deserve this, to make you really believe that you

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Speaker 1: do deserve a better life in every single aspect. So

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Speaker 1: sales to me is freedom because I fullheartedly believe that

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Speaker 1: if you teach anybody, and specifically a woman, sales shall

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Speaker 1: never go broke again. For the rest of your life.

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Speaker 1: There's always something to sell your stuff other companies, and

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Speaker 1: not only just the money side, but also you know,

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Speaker 1: it changes your friendships, it changes your relationships, and every

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Speaker 1: facet of your life. It allows you to gain control

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Speaker 1: because you have to have If you want to be

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Speaker 1: good at sales, you have to develop a figure it

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Speaker 1: out mentality, like you just have to figure it out.

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Speaker 1: And your mentality is like if somebody tells me no,

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Speaker 1: that's fine. Everybody's gonna tell me no. I'm just gonna

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Speaker 1: go no no, no, no no until I get mys

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Speaker 1: And that kind of a mentality that sales has to

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Speaker 1: teach you, it will make you successful no matter what

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Speaker 1: you do.

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Speaker 2: Yeah, I don't have a sales job, but the amount

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Speaker 2: of things is I constantly have to pitch, share, communicate.

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Speaker 2: It's unbelievable just how every area of our life is

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Speaker 2: a sales job without any thinking about it. One thing

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Speaker 2: you just said really resonated with me. I've never heard

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Speaker 2: it put like that. You said that we even have

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Speaker 2: to sell ourselves in our own minds exactly to ourselves.

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Speaker 2: Talk to me a bit about that, because I've never

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Speaker 2: heard someone say.

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Speaker 1: That, right, So, rolling objections in sales is like the

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Speaker 1: scariest thing that everybody's like, oh my gosh, I have

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Speaker 1: to turn a no into a yes or a negative

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Speaker 1: into a positive. But when you roll other people's objections

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Speaker 1: and when you really fight for somebody to transform their life,

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Speaker 1: whether that's in your own business that you sell or

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Speaker 1: whether you're selling somebody else's offers, you learn how to

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Speaker 1: fight for other people and then you replicate it in

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Speaker 1: your own mind. So everybody goes through the same thoughts

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Speaker 1: of you know, this is too risky, or I should

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Speaker 1: stay safe, or I'm not good enough, or you know

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Speaker 1: these limiting beliefs. But you have to tell yourself, Okay,

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Speaker 1: i'm feeling that fear and feeling that kind of hesitation.

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Speaker 1: That's negative energy. I need to turn it into positive

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Speaker 1: energy in order to move forward. So you can roll

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Speaker 1: your own objections, which is like I'm not good enough.

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Speaker 1: And then it's like I totally hear you calming easing.

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Speaker 1: Can I challenge that belief? That's what I always say

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Speaker 1: to people. Whenever I roll objections, it's always I hear you.

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Speaker 1: But can I challenge that belief for a second? And

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Speaker 1: then you challenge that own belief with somebody else, but

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Speaker 1: also with yourself if you need it too. And it's

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Speaker 1: how you just reframe your brain into okay, in putting

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Speaker 1: something that's negative, but I'm going to feel that, I'm

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Speaker 1: going to roll that objection, reframe it and output something positive.

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Speaker 2: Yeah, And I love that acknowledgment that the feeling's real

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Speaker 2: and the fear is there. But how do we challenge it?

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Speaker 2: And I think you're so right that most of us,

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Speaker 2: if our mind says something, we just believe it to

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Speaker 2: be true.

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Speaker 1: Exactly.

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Speaker 2: If your mind says you're not good enough, you're like, yeah,

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Speaker 2: I guess I'm not good enough exactly. Or your mind

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Speaker 2: says no, people like you don't get to places like that.

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Speaker 2: Your mind says, yeah, that's probably true. And we give

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Speaker 2: up to to me about what are the three sale

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Speaker 2: skills that we can use everywhere in our life to

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Speaker 2: get everything we want.

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Speaker 1: Knowing somebody's leverage, Okay, you can sell in sales, you

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Speaker 1: can sell the same thing ten different ways. Also, Okay,

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Speaker 1: for example, if I am selling a fitness program. Okay,

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Speaker 1: I'm going to close. I'm a closer on a fitness offer.

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Speaker 1: I can sell to somebody who wants to lose weight,

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Speaker 1: I can sell to somebody who wants to gain weight.

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Speaker 1: I can sell to somebody who has some health problems

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Speaker 1: in an urgent need right now. And I can sell

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Speaker 1: to somebody for prevention for just overall health. So there's

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Speaker 1: a bunch of different ways that you can sell things.

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Speaker 1: So if you try to sell the same thing the

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Speaker 1: same way to different types of people, you're only going

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Speaker 1: to get those specific people that the leverage was built.

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Speaker 1: So what your job is is to identify the specific leverage.

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Speaker 1: And by by leverage, I mean pain points. So different

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Speaker 1: people have different pain points and what's going to motivate

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Speaker 1: them in order to make a buying decision. So to

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Speaker 1: kind of like back up, you need to understand somebody's

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Speaker 1: leverage points and what they specifically want and what will

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Speaker 1: change their day to day life by making a decision.

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Speaker 1: And once you find leverage points, that's the problem. The

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Speaker 1: solution is whatever you're selling them or you know, whether

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Speaker 1: that be a promotion, whether that be you know, your boyfriend,

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Speaker 1: rolling objections, with him, whether that be literally anything the

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Speaker 1: world is problem in solution, and if you can build

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Speaker 1: enough value around people's pain points, there you go.

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Speaker 2: You can solve anythingscue.

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Speaker 1: So leverage and then building value. So if you can

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Speaker 1: provide value to people, you will never be broke again.

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Speaker 1: But you can also just unlock so many different relationships

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Speaker 1: because you can build value with people. So value looks

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Speaker 1: like you insert their pain points, which is what they

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Speaker 1: want solved, but then you not only provide them a

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Speaker 1: solution and just reading off what's included or you know

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Speaker 1: how you're solving it. I call it cell discizzle, not

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Speaker 1: the stake, because nobody cares about what you're selling. They

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Speaker 1: care about what it does for them on a day

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Speaker 1: to day basis. So that's the solution part. Then we

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Speaker 1: get into the third, which is I call it the

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Speaker 1: kiss method, but it's keeping it simple, stupid. Life will

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Speaker 1: get so much better for you if you understand that

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Speaker 1: people don't necessarily say no to you because they don't

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Speaker 1: want it, or they don't you know, want you around them,

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Speaker 1: or whatever. It's because you're not clear, you know. So

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Speaker 1: if you make your ask clear to where somebody knows

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Speaker 1: exactly when I hand over my credit card, or exactly

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Speaker 1: when I give this person this promotion, or exactly when

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Speaker 1: I give you this job, I know exactly what's going

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Speaker 1: to happen. You give them clarity. And then the fourth

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Speaker 1: thing is just ask. You never get anything done if

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Speaker 1: you don't ask for it. Like I created a career

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Speaker 1: off of being annoying. Literally, like selling people, you have

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Speaker 1: to be a little annoying. Growing a business, you have

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Speaker 1: to be a little annoying content you have to be

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Speaker 1: a little annoying. But those people that step out of

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Speaker 1: the box and just accept that being annoying or maybe

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Speaker 1: a little pushy or just a little out there delusional,

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Speaker 1: that is what's going to put you in their rooms

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Speaker 1: that you didn't really think you deserved. But the plot

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Speaker 1: twist is you do deserve it because you asked for it.

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Speaker 2: Yeah, tell me about the people, and I want to

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Speaker 2: speak to the skeptics, so the cynical people who are like, oh, well,

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Speaker 2: if I'm talking to people's pain points, then I'm manipulating them.

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Speaker 2: I'm taking advantage of them. What's the difference between ethical

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Speaker 2: sales and doing it properly and then taking advantage of

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Speaker 2: other people and manipulating them. How would you talk about

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Speaker 2: the difference for sure.

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Speaker 1: So everybody thinks that sales is manipulation, but it's actually

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Speaker 1: emotional leadership. So what I mean by that is when

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Speaker 1: you are selling somebody that's a qualified buyer, which means

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Speaker 1: they're somewhat interested in what you have to offer, they

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Speaker 1: are here talking to you because they have a problem

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Speaker 1: that they need solved. So it is your duty to

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Speaker 1: if they don't solve their problem. If they don't, you

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Speaker 1: didn't do your job. You didn't help them. So what

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Speaker 1: helps with this is actually selling something that you believe in.

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Speaker 1: And so if what you're selling is yourself, like on

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Speaker 1: a job interview or talking to a friend or your boyfriend,

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Speaker 1: you have to believe in your worth. That's a big thing.

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Speaker 1: But again, if you're selling something, you have to believe

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Speaker 1: in the worth of what you're selling because that comes

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Speaker 1: off in the conviction of your voice, and sales is

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Speaker 1: eighty percent the conviction of your voice and the energy

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Speaker 1: that you have when you're talking about your product. Like

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Speaker 1: I always say, people buy your eyes and the way

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Speaker 1: that you have passion coming through when you're talking about something.

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Speaker 1: So at the end of the day, it's only manipulation.

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Speaker 1: If you don't believe that you can actually help this person.

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Speaker 1: But when you really step into emotional leadership where you're

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Speaker 1: leading people through kind of a hard decision, you know,

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Speaker 1: do I buy something, do I not? Do I change

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Speaker 1: my life? Do I get a new job? Do I

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Speaker 1: join this fitness program or whatever. You are helping people

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Speaker 1: make a better decision for them in the long run,

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Speaker 1: and if you do it right, they'll be thinking you.

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Speaker 1: So's it's very fulfilling.

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Speaker 2: Yeah. Absolutely. I'm thinking back from my first work experience

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Speaker 2: when I was like sixteen years old. My mom had

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Speaker 2: asked for a favor from a family friend of ours

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Speaker 2: to get me a job at this company at the

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Speaker 2: Business Design Center. This is an event space in England.

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Speaker 2: And I worked at a company where we'd be selling

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Speaker 2: event space to people for these big events. So there'd

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Speaker 2: be an event about bikes and we'd have to call

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Speaker 2: up all these bike companies and seldom stands. So there

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Speaker 2: was a car exhibition and we'd have to call up

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Speaker 2: all these car companies. I knew nothing about sales, and

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Speaker 2: I remember being trained to cold call like three hundred people.

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Speaker 1: Yeah, okay, so what was your pitch?

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Speaker 2: I can't remember if I can't remember I fully because

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Speaker 2: I was sixteen years old. Yeah, and I'd be on

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Speaker 2: the phone and I remember just the amount of times

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Speaker 2: I'd be like, hey, I'm Jay Shelley calling from the

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Speaker 2: Business Design I think we were called Upper Street Events.

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Speaker 2: To be like, hey, I'm j Shelley calling from up

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Speaker 2: a Street events. The amount of people that just put

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Speaker 2: the phone down immediately, And it's what you just said

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Speaker 2: a few moments ago, where you just had to get

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Speaker 2: used to the fact. Now the Business Design Center was

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Speaker 2: this beautiful event space. I really believe that it was

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Speaker 2: a cool space to have events. It was one of

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Speaker 2: the few places that really like there were big fashion

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Speaker 2: shows that took place. There was a really cool space.

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Speaker 2: And it goes back to what you were saying that

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Speaker 2: it took me time to get comfortable with failure and rejection,

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Speaker 2: b get some conviction in my voice, and then finally

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Speaker 2: get to a point where it was like, you're going

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Speaker 2: to be exhibited at the number one exhibition center in

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Speaker 2: the UK, blah blah blah yah, et cetera. And you

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Speaker 2: learn from figuring out what's actually going to happen, and

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Speaker 2: you're so right that if you don't reset the product

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Speaker 2: you can't just read a scripture. And I think that's

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Speaker 2: where the energy goes wrong when you just are repeating

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Speaker 2: script but you don't believe in it.

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Speaker 1: Well, you said something interesting. It's like people will just

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Speaker 1: immediately put the phone down, just no, I'm not interested. Boom.

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Speaker 1: A lot of people think that in sales you have

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Speaker 1: to sell every single person and when you get to know,

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Speaker 1: that's an indicator that you're a bad sales rep. Right,

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Speaker 1: But in sales, you're talking to unqualified and qualified buyers.

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Speaker 1: So a lot of the times if you're talking to

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Speaker 1: someone that's unqualified, that you shouldn't sweat it your job.

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Speaker 1: If you are cold calling or door knocking or doing

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Speaker 1: any sort of cold approach. Is just the way that

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Speaker 1: I like to explain it is you're almost sifting through

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Speaker 1: the unqualified buyers and you're more qualifying if they are

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Speaker 1: worth your time. They're like, okay, you slam the door

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Speaker 1: in my face, no problem, I'm one step closer to

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Speaker 1: getting somebody that will listen to me or you you know,

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Speaker 1: hung up the phone super quick. Awesome, Thank you for

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Speaker 1: not wasting my time, because it would have drained my

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Speaker 1: energy on somebody that I actually can help so in

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Speaker 1: life in general too, you will learn that not every

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Speaker 1: single person is worth your time. And there's a difference

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Speaker 1: between somebody that does and doesn't. It's unqualified buyers and

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Speaker 1: qualified buyers. So there comes a point in life where

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Speaker 1: you just get some sort of confidence because you know

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Speaker 1: that life is a numbers game.

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Speaker 2: Yeah, and absolutely, And I think the point, going back

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Speaker 2: to my manyeation point, is that if someone doesn't want it,

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Speaker 2: you're not trying to convince the person already put the

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Speaker 2: phone down on you for sure, to pick the phone

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Speaker 2: back up to convince them because you want to get

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Speaker 2: a good target. You're accepting the fact that this isn't

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Speaker 2: the right person. They obviously don't need this or want this.

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Speaker 2: And that's okay. Talk to me about what people you're

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Speaker 2: in your twenties. What should people in their twenties be

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Speaker 2: doing to have a great financial future?

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Speaker 1: Oh my gosh, okay, couple things. One move out. You

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Speaker 1: cannot change yourself if you are still tied to the

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Speaker 1: perceptions that everybody else has around you, Like the people

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Speaker 1: that you grew up with, they see you as your

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Speaker 1: old version of yourself. So if you truly want like

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Speaker 1: exponential quantum leap change of yourself. You need to almost

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Speaker 1: kind of have a clean slate and not feel bad about,

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Speaker 1: you know, presenting yourself a little differently or trying new

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Speaker 1: things out. So I think you know, old friends, old

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Speaker 1: family members even not that they're the problem, but it

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Speaker 1: just makes it a lot easier when you do change

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Speaker 1: your physical surroundings to also change yourself internally. I would

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Speaker 1: also recommend when you do move, buy the most expensive

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Speaker 1: gym membership, sit in the sauna and talk to everybody.

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Speaker 1: One connection can literally change your life. And the amount

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Speaker 1: of people that I've met just from talking to people

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Speaker 1: in the elevator, you know, sitting in the sauna and

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Speaker 1: just being open, not having a frown on your face

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Speaker 1: all day and being a little bit approachable. It will

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Speaker 1: change your life. And again it's a numbers game. You

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Speaker 1: might have some weird ohs, you might have some randos,

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Speaker 1: but that very few people that you do interact in

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Speaker 1: a conversation with, you know, keep them in your back pocket.

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Speaker 1: Because your network is your net worth. Obviously, I would

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Speaker 1: say use your credit card like your debit card. I've

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Speaker 1: been a big you know proponent of that invests every

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Speaker 1: twenty cents to the dollar is a good one. I

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Speaker 1: wish I knew that a long time ago, because I

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Speaker 1: was always just spend, spend, spend, But I would literally

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Speaker 1: shake myself and be like, and just throw it into

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Speaker 1: the market, it doesn't matter, put it all in bitcoin, whatever.

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Speaker 1: And then I would say, learn a high income skill

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Speaker 1: because you need to provide value in the marketplace if

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Speaker 1: you want to get paid for it. So mine was

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Speaker 1: obviously sales, but there's copywriting, tech, AI, content creation, whatever

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Speaker 1: your skill is. Just hone in on it and be

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Speaker 1: the best of the best, and try to provide other

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Speaker 1: people value because if you become an irreplaceable asset, you'll

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Speaker 1: never be replaced, you know. And then the last thing,

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Speaker 1: do the complete opposite of what everybody else around you

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Speaker 1: is doing. If you look left and right and everybody's

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Speaker 1: doing the same thing, do the opposite. If you want

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Speaker 1: to have a different result, you need to do different

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Speaker 1: things in order to have a different result. And then

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Speaker 1: also be the best at whatever you're doing. So whether

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Speaker 1: you are working as a barista, whether you're a server,

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Speaker 1: whether you're a teacher, be the best. Like, take pride

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Speaker 1: in your job, because that's something that nobody can take

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Speaker 1: away from you. And a lot of that effort and

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Speaker 1: skill set that you're getting right now is going to

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Speaker 1: translate to what you actually want to do in the future.

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Speaker 1: You just might not see it right now.

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Speaker 2: That is a great list. Yeah, I love that list.

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Speaker 1: I just like I remember, like working at a coffee shop.

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Speaker 1: I was barista. It was one of my first jobs,

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Speaker 1: and I was the best barista ever. Like I was

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Speaker 1: picking up every extra shift. I was door dashing on

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Speaker 1: the side, like I loved making money, and I knew

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Speaker 1: it wasn't my forever job because I would look left

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Speaker 1: and right and everybody was just showing up doing the

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Speaker 1: bare minimum. Yeah, but I mean maybe they were smarter

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Speaker 1: because we were getting paid the same amount. But I

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Speaker 1: think that sort of mentality where it's like, you know,

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Speaker 1: you're a star. You know the job that you're in

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Speaker 1: right now might just be a stepping stone. It's okay, though,

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Speaker 1: because the skill sets and the work ethic that you

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Speaker 1: have right now are going to pay you dividends throughout

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Speaker 1: your whole life. So maybe you're getting paid the same

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Speaker 1: amount as someone that's just showing up right now, but

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Speaker 1: it's the worst ethic that can never be taken away.

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Speaker 2: Yeah, you're reminding me of I don't know if you've

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Speaker 2: ever seen this TikToker called Markel Washington. So he used

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Speaker 2: to work in subway and he would sing to the

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Speaker 2: customers as he would make their subway sound rich, and

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Speaker 2: people loved it. Yeah, and that's how he got discovered.

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Speaker 2: Someone filmed him, put it up on TikTok, got millions

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Speaker 2: of views, and now he has all these followers. Now

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Speaker 2: he's left subway with You know, it's I couldn't agree

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Speaker 2: with you more. I always think if you can find

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Speaker 2: a way to even make the job you hate attractive

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Speaker 2: fun and be passionate about it, Actually, it's just a

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Speaker 2: great skill in life, and it transforms everything. You talked

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Speaker 2: about building high income skills, high value skills, which I

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Speaker 2: wish was talked about in college. I wish it was

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Speaker 2: talked about earlier in school. I feel like it's completely

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Speaker 2: missed because you kind of get taught, or at least

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Speaker 2: I didn't a generalist. It was like kind of be

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Speaker 2: good at this, be good at this, kind of be

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Speaker 2: good at that. No one ever tells you, like, hey,

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Speaker 2: pick something and become incredible at it, and pick something

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Speaker 2: that the world's actually going to value. How do you

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Speaker 2: now that we eve left school, we're post college. How

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Speaker 2: do you actually build a high income or high value skill.

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Speaker 2: What does the process look like?

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Speaker 1: Well, there's so much free content on social media. Like

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Speaker 1: we literally live in an age where you know, there's

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Speaker 1: multiple YouTube videos. I literally just filmed a six hour

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Speaker 1: YouTube video going over every single part of the sales process. Like,

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Speaker 1: if you want to learn, we now live in an

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Speaker 1: age where you can learn. You just have to do

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Speaker 1: the thing that nobody's willing to do, which is sit

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Speaker 1: down and learn and take notes and practice with yourself,

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Speaker 1: reach out to companies, you know, get some experience, and

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Speaker 1: climb the ladder. Just like that. But so I would say,

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Speaker 1: learn from social media completely free. So many mentors right

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Speaker 1: now will teach you anything. And then step number two

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Speaker 1: is practice. And so when it comes to practicing, obviously

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Speaker 1: we all have a dream job in our head. You know,

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Speaker 1: I would love to sell for this person, I would

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Speaker 1: love to be on this person's sales team. But in

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Speaker 1: the very beginning, you might need some data, you might

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Speaker 1: need some experience. So I would challenge people to, yeah,

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Speaker 1: keep that dream job in your head, but more so,

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Speaker 1: like build your data, build your experience. Right now with

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Speaker 1: amazing lead quality with you know, just a good system.

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Speaker 1: That way you can have something in your back pocket

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Speaker 1: when you do go to pitch yourself for that dream job.

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Speaker 2: Yeah. Absolutely, I can agree with you more. I feel

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Speaker 2: like there's so much free content out there, but it's

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Speaker 2: so hard because I think we look at like thirty

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Speaker 2: seconds of a real for sure, and a lot of

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Speaker 2: this is sitting down for a few hours. Like I

397
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Speaker 2: remember when I was first learning social media, I was

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Speaker 2: spending three hours every Saturday and Sunday morning just studying,

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Speaker 2: like for hours and hours and hours for weeks on end,

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Speaker 2: three hours six hours a week on top of my

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Speaker 2: day job. And I feel like if I hadn't done that,

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Speaker 2: for sure, I would have understood social media the way

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Speaker 2: I did. And eventually it became every day after work

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Speaker 2: and I had a full time job at the time.

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Speaker 2: It became five hours a day after work, sometimes up

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Speaker 2: until two three just trying to learn and study only

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Speaker 2: need to go back to work next day. I think

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Speaker 2: there's so much truth to that, and it is all

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Speaker 2: out there. What do you find is the biggest difference

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Speaker 2: between people who have sales skills and people who.

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Speaker 1: Don't mindset it's your ability to give context to a

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Speaker 1: negative in order to turn it into a positive in

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Speaker 1: your own brain. What do I mean by that? So

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Speaker 1: in sales, salespeople develop this skill set that makes them great,

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Speaker 1: which is somebody slams the door in your face or

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Speaker 1: hangs up on you, and you kind of tell yourself,

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Speaker 1: You're like, maybe she just got pulled over this morning

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Speaker 1: and she's in a bad mood. Maybe he just got

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Speaker 1: served divorce papers. Anyways, not my problem. I'm going to

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Speaker 1: the next person. Even though that stuff probably isn't true.

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Speaker 1: You're almost I call it being a psycho because you

422
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Speaker 1: literally have to be some sort of level of psychotic

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Speaker 1: in order to feed yourself a little bit of lies

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Speaker 1: to give context around rejection. That way, you can take

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Speaker 1: it a little bit easier because it's like they're not

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Speaker 1: rejecting you, rejecting you know the time or what you're

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Speaker 1: actually selling. But it's your ability to really just play

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Speaker 1: mind games with yourself of saying, hey, maybe they just

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Speaker 1: had a bad day. Anyways, I'm moving on to the

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Speaker 1: next person, because there is someone who wants to talk

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Speaker 1: to me. Even though the last ten people might have

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Speaker 1: told you no, you still have to walk into every

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Speaker 1: conversation expecting that yes. So that level of skill set

434
00:21:24,880 --> 00:21:29,680
Speaker 1: that you get from sales, it trickles into everything, into dating,

435
00:21:30,320 --> 00:21:34,200
Speaker 1: into like friendships, into the way that you talk to yourself.

436
00:21:34,320 --> 00:21:37,800
Speaker 1: Being able to handle rejection will get you anything in life.

437
00:21:38,000 --> 00:21:42,560
Speaker 2: What's fascinating to me is how you need it to

438
00:21:42,560 --> 00:21:46,000
Speaker 2: get promoted. For sure, you need it to convince, like

439
00:21:46,080 --> 00:21:48,680
Speaker 2: you said, potentially even a partner to know whether they're

440
00:21:48,720 --> 00:21:51,560
Speaker 2: committing or not committing. You need it, of course if

441
00:21:51,560 --> 00:21:53,960
Speaker 2: you run a sales job. Let's walk through the sales

442
00:21:53,960 --> 00:21:58,040
Speaker 2: process for people like Shelby, I need this advice. I

443
00:21:58,080 --> 00:22:00,320
Speaker 2: need everything you're selling right now. Yeah, for because I

444
00:22:00,320 --> 00:22:03,040
Speaker 2: need to transform my life. What's the first step?

445
00:22:03,320 --> 00:22:06,160
Speaker 1: So sales as a skill set, if you want to learn,

446
00:22:06,240 --> 00:22:09,359
Speaker 1: like sixty second sales masterclass right now here it is.

447
00:22:09,440 --> 00:22:11,600
Speaker 1: So the first thing that you need to do is

448
00:22:11,640 --> 00:22:15,040
Speaker 1: to establish frame and ease tension, because anytime you walk

449
00:22:15,119 --> 00:22:18,639
Speaker 1: up to a person, their sales resistance is high. They're like,

450
00:22:18,760 --> 00:22:20,800
Speaker 1: who are you? Why are you here? Why are you

451
00:22:20,840 --> 00:22:23,280
Speaker 1: calling me? I feel a little weird. So a quick

452
00:22:23,320 --> 00:22:26,280
Speaker 1: little compliment goes a long way. But also just getting

453
00:22:26,320 --> 00:22:29,080
Speaker 1: straight to the point, people try building so much fake

454
00:22:29,160 --> 00:22:31,480
Speaker 1: rapport and trying to be a friend at first, when

455
00:22:31,520 --> 00:22:34,000
Speaker 1: it just comes off a little fake because they know

456
00:22:34,040 --> 00:22:36,880
Speaker 1: why you're here. You're trying to sell them so quick,

457
00:22:36,880 --> 00:22:39,760
Speaker 1: little compliment, something super easy, and then just getting straight

458
00:22:39,800 --> 00:22:42,240
Speaker 1: to the point, Hey, I'm busy, I want to be,

459
00:22:42,440 --> 00:22:44,159
Speaker 1: you know, very tentative of your time as well. Is

460
00:22:44,200 --> 00:22:45,439
Speaker 1: it cool if we just kind of jump right in

461
00:22:45,680 --> 00:22:49,600
Speaker 1: start the sales process easy? Then we get into question

462
00:22:49,680 --> 00:22:53,240
Speaker 1: based selling. So everybody thinks that you just start selling. Yeah,

463
00:22:53,320 --> 00:22:55,359
Speaker 1: you don't even know what you're going into yet. So

464
00:22:55,480 --> 00:22:59,280
Speaker 1: question based selling is, you know, figuring out what somebody's

465
00:22:59,600 --> 00:23:03,120
Speaker 1: leverage is, figuring out those pain points, so like what

466
00:23:03,200 --> 00:23:05,400
Speaker 1: made you book a call? What are you going through?

467
00:23:05,520 --> 00:23:07,359
Speaker 1: Take me through your day? What made you want to

468
00:23:07,400 --> 00:23:11,000
Speaker 1: figure something out? Then you will gather a little bit

469
00:23:11,040 --> 00:23:13,679
Speaker 1: of data I call it gathering AMMO, that you're going

470
00:23:13,760 --> 00:23:15,400
Speaker 1: to kind of put in your back pocket in order

471
00:23:15,440 --> 00:23:17,640
Speaker 1: to sell them later. So once you get these pain

472
00:23:17,680 --> 00:23:21,199
Speaker 1: points from this person that's your problem, then you go

473
00:23:21,240 --> 00:23:23,679
Speaker 1: into the solution, which is obviously what you are selling.

474
00:23:24,119 --> 00:23:26,959
Speaker 1: And it's there you have to be very careful because

475
00:23:27,400 --> 00:23:30,080
Speaker 1: what you are selling is different to every sort of person.

476
00:23:30,480 --> 00:23:33,760
Speaker 1: So you take these specific leverage points, and you plug

477
00:23:33,800 --> 00:23:37,840
Speaker 1: and play with specific solutions that only solve these leverage points,

478
00:23:37,960 --> 00:23:41,080
Speaker 1: nothing else. Keep it super simple, and then you pitch

479
00:23:41,119 --> 00:23:44,600
Speaker 1: the price very simple. And when you pitch price, when

480
00:23:44,640 --> 00:23:48,680
Speaker 1: you initially close someone, it's all about your energy. If

481
00:23:48,720 --> 00:23:52,800
Speaker 1: you are almost anticipating an objection or anticipating a no,

482
00:23:53,480 --> 00:23:55,800
Speaker 1: it's going to come off in your energy. Someone's going

483
00:23:55,840 --> 00:23:58,000
Speaker 1: to give you an objection or telling you no. You know,

484
00:23:58,560 --> 00:24:01,600
Speaker 1: the metaphor of the star Bucks cashier. So when you

485
00:24:01,640 --> 00:24:04,879
Speaker 1: go up to Starbucks and you're ordering your like medium

486
00:24:04,960 --> 00:24:07,919
Speaker 1: vanilla ice latte or I guess grande vanilla I S latte.

487
00:24:08,280 --> 00:24:11,400
Speaker 1: You go up to the window, what does the cashier

488
00:24:11,520 --> 00:24:14,120
Speaker 1: rep do? He holds the Apple pay thing in front

489
00:24:14,119 --> 00:24:15,879
Speaker 1: of you, and he's like, okay, awesome, it's gonna be

490
00:24:15,880 --> 00:24:18,440
Speaker 1: seven dollars. And he's like turning around doing something else,

491
00:24:19,040 --> 00:24:22,360
Speaker 1: no option, no like weird vibes. He's just like, here,

492
00:24:22,520 --> 00:24:24,600
Speaker 1: this is how much it is. Okay, awesome, And you're

493
00:24:24,600 --> 00:24:27,680
Speaker 1: almost like scrambling around for your credit card. You're like, oh, sorry,

494
00:24:27,680 --> 00:24:28,760
Speaker 1: I should have had that out here.

495
00:24:28,800 --> 00:24:29,000
Speaker 2: You go.

496
00:24:29,960 --> 00:24:32,040
Speaker 1: That's the energy that you need when you pitch price,

497
00:24:32,080 --> 00:24:35,000
Speaker 1: and when you close people is Hey, you have these problems,

498
00:24:35,280 --> 00:24:38,600
Speaker 1: here's a clear game plan, a clear solution, and here's

499
00:24:38,640 --> 00:24:40,200
Speaker 1: how much it's going to take in order to get

500
00:24:40,240 --> 00:24:42,919
Speaker 1: you there. Like it's very simple, it's problem solution. And

501
00:24:42,920 --> 00:24:44,960
Speaker 1: then I think what a lot of people forget to

502
00:24:45,040 --> 00:24:48,600
Speaker 1: do is to solidify the sale, you know, because a

503
00:24:48,600 --> 00:24:51,040
Speaker 1: lot of people will you know, process a credit card

504
00:24:51,119 --> 00:24:53,560
Speaker 1: and then just go straight to you know, filling out

505
00:24:53,600 --> 00:24:56,639
Speaker 1: paperwork or just acting like a robot, and they stop

506
00:24:56,760 --> 00:25:01,040
Speaker 1: actually connecting with this person. Meanwhile, a after you like

507
00:25:01,160 --> 00:25:04,040
Speaker 1: run somebody's credit card and after the initial close, and

508
00:25:04,080 --> 00:25:07,000
Speaker 1: they say, yes, now you need to even further connect

509
00:25:07,000 --> 00:25:09,280
Speaker 1: with people. So a little trick I have is you

510
00:25:09,400 --> 00:25:14,040
Speaker 1: can positively future pace someone, which is, I'm so excited

511
00:25:14,040 --> 00:25:16,600
Speaker 1: for you to get started. A lot of people like

512
00:25:16,640 --> 00:25:18,760
Speaker 1: to text me when they hit their first ten k months,

513
00:25:18,840 --> 00:25:20,960
Speaker 1: or when they lose their first four pounds, or whenever

514
00:25:21,000 --> 00:25:23,880
Speaker 1: you're selling, would you mind keeping me in the loop

515
00:25:23,920 --> 00:25:25,440
Speaker 1: for that transformation, Like I would love to be a

516
00:25:25,480 --> 00:25:29,040
Speaker 1: part of your journey. Now, somebody's like envisioning themselves not

517
00:25:29,080 --> 00:25:33,119
Speaker 1: only following through with the process achieving the transformation, but

518
00:25:33,160 --> 00:25:35,880
Speaker 1: also they see you as more of like an accountability

519
00:25:35,920 --> 00:25:38,480
Speaker 1: coach rather than just the frame of a sales rep.

520
00:25:38,760 --> 00:25:42,359
Speaker 2: Yeah, and they actually motivates them too, for sure, because

521
00:25:42,359 --> 00:25:44,560
Speaker 2: they're like, oh, now that I've committed to this, I

522
00:25:44,560 --> 00:25:46,159
Speaker 2: could actually make that change.

523
00:25:46,280 --> 00:25:46,720
Speaker 1: Mm hmm.

524
00:25:47,040 --> 00:25:49,639
Speaker 2: And I've actually committed to the process that makes that happen.

525
00:26:06,160 --> 00:26:09,399
Speaker 2: What's fascinating is that we're constantly being sold to, but

526
00:26:09,480 --> 00:26:12,800
Speaker 2: we do sell. Oh my god, everything you buy has

527
00:26:12,840 --> 00:26:15,000
Speaker 2: been sold to you. And I feel like, whether it's

528
00:26:15,000 --> 00:26:17,119
Speaker 2: the clothes that you're wearing, the coffee you drink, the

529
00:26:17,160 --> 00:26:19,920
Speaker 2: coffee shop you go to, the laptop that you use,

530
00:26:20,000 --> 00:26:22,960
Speaker 2: the phone that you carry, Like, we're constantly being sold to,

531
00:26:23,680 --> 00:26:27,080
Speaker 2: but we find sales so scary. Does that right? Do

532
00:26:27,119 --> 00:26:27,399
Speaker 2: you know?

533
00:26:27,480 --> 00:26:29,520
Speaker 1: For sure? I mean, even the videos that you watch

534
00:26:29,520 --> 00:26:33,440
Speaker 1: on social media, somebody's selling you on why they're worth

535
00:26:33,480 --> 00:26:35,919
Speaker 1: your time. Out of every other content creator that you

536
00:26:35,960 --> 00:26:39,360
Speaker 1: could swipe to whenever you hit the follow button, somebody

537
00:26:39,440 --> 00:26:41,600
Speaker 1: sold you on why they should be on your for

538
00:26:41,720 --> 00:26:44,800
Speaker 1: U page every day. Like I went to the tanning

539
00:26:44,840 --> 00:26:48,159
Speaker 1: salon yesterday, the most menial thing ever, just a simple

540
00:26:48,200 --> 00:26:50,720
Speaker 1: tanning salon. He sold me on a two hundred dollars

541
00:26:50,800 --> 00:26:53,080
Speaker 1: tan package. And I don't even live here, but I

542
00:26:53,160 --> 00:26:55,880
Speaker 1: just loved his sales process, and I love supporting other

543
00:26:55,920 --> 00:26:58,960
Speaker 1: sales reps. Like when you learn sales, you just see

544
00:26:59,000 --> 00:27:01,920
Speaker 1: life in a completely different way, where when you get

545
00:27:01,960 --> 00:27:04,400
Speaker 1: sold to you almost appreciate it.

546
00:27:04,520 --> 00:27:08,000
Speaker 2: I agree that you respect it, but I love being

547
00:27:08,040 --> 00:27:10,360
Speaker 2: sold to me. I love being sold to like if

548
00:27:10,359 --> 00:27:13,359
Speaker 2: someone's because I also know when it's not working. Oh.

549
00:27:13,440 --> 00:27:15,080
Speaker 2: There are shops that I'll go into where I'm like

550
00:27:15,160 --> 00:27:18,280
Speaker 2: ready to buy right, but then the experience is not great,

551
00:27:18,320 --> 00:27:19,919
Speaker 2: and then I won't buy it. And then there are

552
00:27:19,920 --> 00:27:21,520
Speaker 2: other shops where I'm like, oh, I'm not sure if

553
00:27:21,560 --> 00:27:23,960
Speaker 2: i want to spending money today, and someone's really trying

554
00:27:23,960 --> 00:27:25,600
Speaker 2: to sell to me, and I'm like, oh, I love this.

555
00:27:26,080 --> 00:27:27,760
Speaker 2: Get really agreeable they do. I respect you.

556
00:27:27,880 --> 00:27:30,320
Speaker 1: Yeah. Sales is all about, like you know, making someone

557
00:27:30,320 --> 00:27:33,560
Speaker 1: feel important and listen to. And that's why women are

558
00:27:33,800 --> 00:27:37,119
Speaker 1: so good at sales is because women all day, what

559
00:27:37,160 --> 00:27:39,639
Speaker 1: do we do. We call our friends, we talk to

560
00:27:39,680 --> 00:27:43,360
Speaker 1: our friends, We hype our friends up. That's literally sales.

561
00:27:43,800 --> 00:27:47,000
Speaker 1: Sales is hyping people up into you know, pushing them

562
00:27:47,040 --> 00:27:50,200
Speaker 1: into this higher version of themselves and making them really

563
00:27:50,480 --> 00:27:53,359
Speaker 1: believe that they can achieve a transformation. If they're given

564
00:27:53,400 --> 00:27:57,040
Speaker 1: the tools to do. So that's sales. That's what you're doing.

565
00:27:57,680 --> 00:27:59,920
Speaker 1: It's a whole new life when you learn how to sell.

566
00:28:00,440 --> 00:28:04,000
Speaker 2: Yeah. Yeah, what's the what's the best thing you've ever

567
00:28:04,040 --> 00:28:04,600
Speaker 2: been sold?

568
00:28:05,000 --> 00:28:07,800
Speaker 1: Hmm my pink ga wagon?

569
00:28:08,440 --> 00:28:11,280
Speaker 2: Okay, who sold it to you? How did that process?

570
00:28:11,440 --> 00:28:13,000
Speaker 1: So I was kind of a lay down for it.

571
00:28:13,040 --> 00:28:16,520
Speaker 1: I'm not gonna lie, but I saw videos on it.

572
00:28:16,520 --> 00:28:19,719
Speaker 1: It was this girl car sales rep on social media.

573
00:28:19,840 --> 00:28:22,239
Speaker 1: She's making videos of it. I get tagged in it

574
00:28:22,359 --> 00:28:24,680
Speaker 1: a ton of times. I click on it. I'm like, oh,

575
00:28:24,680 --> 00:28:26,200
Speaker 1: it's a cool car, butag, I don't really need a

576
00:28:26,240 --> 00:28:28,800
Speaker 1: new car right now. I'm driving in Arizona, which is

577
00:28:28,840 --> 00:28:31,560
Speaker 1: where I'm from. I look to my right and it's

578
00:28:31,640 --> 00:28:35,760
Speaker 1: in the freaking window, and I'm like, out of all

579
00:28:35,880 --> 00:28:39,200
Speaker 1: places this, there's only one car that existed in the

580
00:28:39,200 --> 00:28:42,440
Speaker 1: whole United States. I'm like, it's in Arizona, Like, what

581
00:28:42,560 --> 00:28:46,040
Speaker 1: are the Kansas? So I go in there and the

582
00:28:46,160 --> 00:28:50,320
Speaker 1: car sales rep she shouts Shelby. She's like, Shelfy, I've

583
00:28:50,320 --> 00:28:52,600
Speaker 1: been in so many of your massacresses. I love you.

584
00:28:52,680 --> 00:28:55,320
Speaker 1: I follow you on everything, like and I think that

585
00:28:55,560 --> 00:28:58,360
Speaker 1: initial connection and rapport. Uh. And then when she was

586
00:28:58,400 --> 00:29:01,080
Speaker 1: showing me the vehicle, obviously she let me test drive it,

587
00:29:01,440 --> 00:29:04,320
Speaker 1: but she was also you know, telling me like, you

588
00:29:04,360 --> 00:29:07,480
Speaker 1: could use this for content. This car is your name

589
00:29:07,520 --> 00:29:10,160
Speaker 1: written all over it. And then she sincere closed me,

590
00:29:10,160 --> 00:29:14,680
Speaker 1: which was turning the no away from the client to

591
00:29:14,720 --> 00:29:17,320
Speaker 1: the product, and she made me have to say no

592
00:29:17,440 --> 00:29:20,320
Speaker 1: to her, which I couldn't. So the sincere clothes is

593
00:29:20,400 --> 00:29:22,200
Speaker 1: just like, I know you're going to buy a car

594
00:29:22,200 --> 00:29:24,160
Speaker 1: at some point. I'm going to sell this to someone.

595
00:29:24,200 --> 00:29:25,880
Speaker 1: If it's not you, it's someone else, but I want

596
00:29:25,960 --> 00:29:27,680
Speaker 1: you to have it and I want to be the

597
00:29:27,680 --> 00:29:29,840
Speaker 1: one to help you get this dream car.

598
00:29:30,400 --> 00:29:33,200
Speaker 2: So are you still friends with that?

599
00:29:33,680 --> 00:29:35,600
Speaker 1: Oh? Yeah, she's awesome. Yeah she's great.

600
00:29:35,680 --> 00:29:39,240
Speaker 2: Yeah, that's amazing. Yeah, and it's and obviously you're happy

601
00:29:39,280 --> 00:29:41,520
Speaker 2: with your purchase, which makes it better. I think that's

602
00:29:41,680 --> 00:29:43,280
Speaker 2: I think that's the pies, Like when you're not happy

603
00:29:43,280 --> 00:29:46,200
Speaker 2: with the value that you received, you're like, oh wait

604
00:29:46,240 --> 00:29:48,040
Speaker 2: a minute, I was, And you know I've been. I've

605
00:29:48,040 --> 00:29:50,600
Speaker 2: been to some fancy carspots trying to sell you some

606
00:29:50,640 --> 00:29:53,400
Speaker 2: fancy cars, and they're not some of them. There's the

607
00:29:53,440 --> 00:29:55,479
Speaker 2: technique that I read about talk to me about this

608
00:29:55,520 --> 00:29:58,440
Speaker 2: because I saw this on social media and I've experienced

609
00:29:58,480 --> 00:30:01,240
Speaker 2: it a few times. Okay, where the these fancy places

610
00:30:01,680 --> 00:30:05,080
Speaker 2: try and make you feel less than you buy. Yeah,

611
00:30:05,080 --> 00:30:07,160
Speaker 2: I don't like that because it feels uncomfortable.

612
00:30:07,560 --> 00:30:09,760
Speaker 1: Right, So it is a real phenomenon. So I call

613
00:30:09,800 --> 00:30:12,800
Speaker 1: it the Louis Vanhan sales technique. It's not specific to

614
00:30:12,960 --> 00:30:15,840
Speaker 1: Louis Vuitton, but it was just a name I picked on.

615
00:30:16,200 --> 00:30:20,000
Speaker 1: But yeah, so they one they hire attractive sales reps

616
00:30:20,280 --> 00:30:22,960
Speaker 1: and two they train those attractive sales reps to be

617
00:30:23,000 --> 00:30:25,680
Speaker 1: a little bit dismissive to you when you're in the store.

618
00:30:25,720 --> 00:30:28,200
Speaker 1: And this is a true thing because as a client,

619
00:30:28,240 --> 00:30:31,320
Speaker 1: when you walk in and somebody's not all over you, Hey,

620
00:30:31,360 --> 00:30:32,880
Speaker 1: what are you in here for? What do you want?

621
00:30:32,920 --> 00:30:35,640
Speaker 1: Blah blah? Did you see this jacket? You almost feel

622
00:30:35,640 --> 00:30:37,920
Speaker 1: a little bit like you're trying to earn a sales

623
00:30:37,920 --> 00:30:40,480
Speaker 1: reps time because you want to prove that you belong

624
00:30:40,560 --> 00:30:42,959
Speaker 1: in the store. And so what are they doing? Well,

625
00:30:42,960 --> 00:30:45,360
Speaker 1: it's actually pretty smart, even though I would say that's

626
00:30:45,400 --> 00:30:49,400
Speaker 1: slightly manipulative, But what they're doing it's smart as they

627
00:30:49,440 --> 00:30:53,080
Speaker 1: know their brand has weight and so they know kind

628
00:30:53,080 --> 00:30:55,680
Speaker 1: of the feeling that they have with the brand and

629
00:30:55,720 --> 00:30:58,880
Speaker 1: that they are so, you know, up there and sophisticated.

630
00:30:59,120 --> 00:31:03,120
Speaker 1: So they make you you assign yourself to feel like

631
00:31:03,160 --> 00:31:05,280
Speaker 1: you deserve to be with the brand. How do they

632
00:31:05,280 --> 00:31:09,480
Speaker 1: do that by buying a bag? So you almost feel like,

633
00:31:09,880 --> 00:31:11,880
Speaker 1: you know, when a sales rep does come up to you, oh,

634
00:31:12,000 --> 00:31:15,080
Speaker 1: I'm I promise you I have money, like I am

635
00:31:15,120 --> 00:31:17,760
Speaker 1: a buyer, and then makes you want to buy more things.

636
00:31:17,840 --> 00:31:20,360
Speaker 2: Yeah, and it's sad that we fool for that, right,

637
00:31:20,400 --> 00:31:23,000
Speaker 2: I think I'm not sure would you say that people

638
00:31:23,040 --> 00:31:26,240
Speaker 2: will actually spend more mindfully if they understood sales.

639
00:31:28,160 --> 00:31:32,440
Speaker 1: So when you learn sales, you understand the sales reps perspective,

640
00:31:32,680 --> 00:31:35,640
Speaker 1: so you're a little bit more cognizant of the techniques

641
00:31:35,640 --> 00:31:38,440
Speaker 1: that they're using. And so if it's something you actually

642
00:31:38,520 --> 00:31:40,800
Speaker 1: want and the sales rep's amazing, makes you want to

643
00:31:40,800 --> 00:31:43,520
Speaker 1: buy more stuff because you're like, Okay, I respect the game,

644
00:31:43,560 --> 00:31:45,480
Speaker 1: I appreciate it, and I do want this, let's do it.

645
00:31:45,880 --> 00:31:48,560
Speaker 1: But when it's something that you don't really want, or

646
00:31:48,600 --> 00:31:50,640
Speaker 1: maybe it's something you do want, but a sales rep

647
00:31:50,720 --> 00:31:53,440
Speaker 1: is being rude to you or trying to make you

648
00:31:53,480 --> 00:31:57,200
Speaker 1: feel less than you understand the tactics and the way

649
00:31:57,200 --> 00:31:59,320
Speaker 1: that they're approaching the sale, and you're like, why would

650
00:31:59,360 --> 00:32:02,000
Speaker 1: you do that? You know, I wanted this, I am

651
00:32:02,040 --> 00:32:04,160
Speaker 1: a buyer, but the way that you're being dismissive or

652
00:32:04,200 --> 00:32:07,760
Speaker 1: the way that you're just trying too hard turns me off.

653
00:32:08,280 --> 00:32:11,440
Speaker 1: And so sales is all about like push and pull,

654
00:32:11,880 --> 00:32:15,120
Speaker 1: and so a buyer's brain will literally turn off when

655
00:32:15,160 --> 00:32:17,520
Speaker 1: you try to sell too hard or when you try

656
00:32:17,520 --> 00:32:21,760
Speaker 1: to use these cringey, pushy, aggressive tactics, because in their

657
00:32:21,800 --> 00:32:23,840
Speaker 1: brain it's like, if you have to try so hard,

658
00:32:24,120 --> 00:32:26,920
Speaker 1: obviously what I'm getting sold is not that valuable because

659
00:32:26,920 --> 00:32:29,480
Speaker 1: why would you have to try so hard? So, in fact,

660
00:32:29,520 --> 00:32:32,520
Speaker 1: the pull method actually works a little bit better, which

661
00:32:32,520 --> 00:32:34,440
Speaker 1: is when sales reps kind of take a step back

662
00:32:34,440 --> 00:32:35,960
Speaker 1: and they're like, well, I mean, I don't know if

663
00:32:35,960 --> 00:32:37,800
Speaker 1: you need this right now, Like, tell me about what

664
00:32:37,840 --> 00:32:39,160
Speaker 1: you're going through and we can kind of figure it

665
00:32:39,160 --> 00:32:39,680
Speaker 1: out together.

666
00:32:40,480 --> 00:32:42,920
Speaker 2: Where do you think confidence comes from? You're so confident

667
00:32:43,560 --> 00:32:45,880
Speaker 2: you talk about this idea of being able to turn

668
00:32:45,920 --> 00:32:48,520
Speaker 2: it on, like you know, just yeah, switch on. How

669
00:32:48,560 --> 00:32:50,600
Speaker 2: do people access that? Because I think so many people

670
00:32:50,680 --> 00:32:53,719
Speaker 2: today feel like a smaller version of themselves. We shrink,

671
00:32:53,840 --> 00:32:56,440
Speaker 2: we get shy, we get scared. Like you said, just

672
00:32:56,480 --> 00:32:58,360
Speaker 2: before you're about to say the amount, you kind of

673
00:32:58,400 --> 00:33:01,000
Speaker 2: hesitate because you're scared about it, and it's not You

674
00:33:01,000 --> 00:33:02,880
Speaker 2: do believe in the product, you do care about what

675
00:33:02,880 --> 00:33:04,960
Speaker 2: you're doing, but you also kind of care about the

676
00:33:05,000 --> 00:33:07,200
Speaker 2: other person. Where does that confidence come from?

677
00:33:07,560 --> 00:33:10,480
Speaker 1: Everybody thinks that you have confidence, and then you do

678
00:33:10,480 --> 00:33:13,440
Speaker 1: big things when it's flip flopped, you do big things,

679
00:33:13,560 --> 00:33:15,960
Speaker 1: you put yourself out there, you're scared, and then you

680
00:33:16,000 --> 00:33:19,160
Speaker 1: build confidence. Like I know, I look like this girl

681
00:33:19,200 --> 00:33:22,200
Speaker 1: that's super confident all these things whatever. But when I

682
00:33:22,200 --> 00:33:25,120
Speaker 1: first started, that was literally so opposite from the case.

683
00:33:25,360 --> 00:33:28,160
Speaker 1: Like I had so much anxiety. I could not talk

684
00:33:28,200 --> 00:33:30,520
Speaker 1: to people or someone would ask me, you know, how's

685
00:33:30,520 --> 00:33:33,000
Speaker 1: your day going, and I would stutter and think about

686
00:33:33,000 --> 00:33:34,960
Speaker 1: it for the next like five to seven business days.

687
00:33:35,000 --> 00:33:39,240
Speaker 1: Like I literally hated it. I was just insecure and

688
00:33:39,400 --> 00:33:42,440
Speaker 1: I didn't do enough big things in order to have

689
00:33:42,520 --> 00:33:45,840
Speaker 1: something to be confident about. So someone told me, you know,

690
00:33:46,400 --> 00:33:49,560
Speaker 1: sales will make you confident. I got into sales. I

691
00:33:49,600 --> 00:33:55,000
Speaker 1: got literally doors slammed in my face, cops called on me,

692
00:33:55,080 --> 00:33:59,120
Speaker 1: The neighborhood Watch like name it, but going through experiences

693
00:33:59,200 --> 00:34:02,480
Speaker 1: like that and going through what I call the suck

694
00:34:02,800 --> 00:34:05,840
Speaker 1: and coming out on the other side, you know, with

695
00:34:06,240 --> 00:34:10,440
Speaker 1: monetary things to show, but also confidence that kind of

696
00:34:10,520 --> 00:34:13,360
Speaker 1: data points, those kinds of data points that you have

697
00:34:13,440 --> 00:34:15,839
Speaker 1: where you can say, I deserve to be confident because

698
00:34:15,840 --> 00:34:18,160
Speaker 1: I did this, this, and this. I deserve to be

699
00:34:18,200 --> 00:34:20,160
Speaker 1: confident because I got told no ten times in a

700
00:34:20,239 --> 00:34:23,320
Speaker 1: row and the eleventh said yes. Now I'm more confident

701
00:34:23,560 --> 00:34:26,360
Speaker 1: that every other person I talk to. If they say no,

702
00:34:26,400 --> 00:34:28,239
Speaker 1: that's fine, I'm gonna go get somebody else to say yes.

703
00:34:29,200 --> 00:34:32,319
Speaker 2: Yeah. It's doing hard things for sure, Yeah, absolutely do.

704
00:34:32,560 --> 00:34:35,839
Speaker 2: I could agree more. Everyone always thinks you somehow feel

705
00:34:35,840 --> 00:34:38,560
Speaker 2: confident in your mind and then you take action, and

706
00:34:38,600 --> 00:34:41,000
Speaker 2: it's completely the opposite way around your spot on. It's

707
00:34:41,360 --> 00:34:44,920
Speaker 2: take action, do uncomfortable things, do hard things, do big things,

708
00:34:44,920 --> 00:34:47,400
Speaker 2: do scary things, and then all of a sudden confidence

709
00:34:47,440 --> 00:34:49,799
Speaker 2: comes to you. Right, and because you have evidence, you

710
00:34:49,800 --> 00:34:52,000
Speaker 2: have proof exactly right, you have a list of things

711
00:34:52,000 --> 00:34:54,480
Speaker 2: that like, hey, I did all these things, and it's

712
00:34:54,520 --> 00:34:57,799
Speaker 2: not the external achievement, it's the fact that you put

713
00:34:57,840 --> 00:35:02,000
Speaker 2: yourself in that position, whether was getting rejected ten times,

714
00:35:02,120 --> 00:35:05,520
Speaker 2: moving out your house, going out there and taking on

715
00:35:05,560 --> 00:35:07,560
Speaker 2: a job you never did, being out of your confident zone.

716
00:35:07,600 --> 00:35:10,960
Speaker 2: Like all of that builds confidence. And but you know

717
00:35:11,000 --> 00:35:12,920
Speaker 2: when someone's sitting there and going like, Shelby, I want

718
00:35:12,920 --> 00:35:14,680
Speaker 2: to be better at sales. I get you, but like

719
00:35:14,960 --> 00:35:16,759
Speaker 2: I just don't how to start. What would you say

720
00:35:16,760 --> 00:35:18,600
Speaker 2: to that person who says I don't know how to stop?

721
00:35:18,880 --> 00:35:21,000
Speaker 1: I would say, you don't have to. You don't have

722
00:35:21,080 --> 00:35:24,000
Speaker 1: to know how to start. You just have to do it.

723
00:35:24,480 --> 00:35:27,879
Speaker 1: And by doing, I mean you need to learn everything

724
00:35:27,960 --> 00:35:31,200
Speaker 1: that you possibly can. And again, good for you. It's

725
00:35:31,200 --> 00:35:33,600
Speaker 1: all on social media, it's right on your phone. But

726
00:35:33,640 --> 00:35:36,920
Speaker 1: then number two is start and know that you're gonna suck.

727
00:35:37,600 --> 00:35:40,440
Speaker 1: Like half of confidence is knowing that it's going to

728
00:35:40,600 --> 00:35:43,160
Speaker 1: suck in the beginning, and you need to know that

729
00:35:43,360 --> 00:35:46,839
Speaker 1: you are going to get rejected, you're gonna mess up.

730
00:35:47,040 --> 00:35:49,200
Speaker 1: But plot twist is if you do that enough time

731
00:35:49,239 --> 00:35:50,840
Speaker 1: and if you get enough reps, and that's how you

732
00:35:50,840 --> 00:35:54,200
Speaker 1: build true confidence. So it's not the whole fake it

733
00:35:54,239 --> 00:35:57,080
Speaker 1: till you make it, but I mean kind of it's

734
00:35:57,120 --> 00:35:59,640
Speaker 1: like you have to believe you are the best, and

735
00:35:59,640 --> 00:36:01,680
Speaker 1: then that's enough data. Like you kind of just said,

736
00:36:01,719 --> 00:36:04,959
Speaker 1: you can truly, truly know that you are the best

737
00:36:04,960 --> 00:36:06,880
Speaker 1: when you can look back at your experience.

738
00:36:07,239 --> 00:36:09,600
Speaker 2: Yeah, we found some questions on social media that we

739
00:36:09,640 --> 00:36:11,480
Speaker 2: think would be good. So I want to hear your

740
00:36:11,520 --> 00:36:15,560
Speaker 2: take on this. What something people struggling with money think

741
00:36:15,640 --> 00:36:17,960
Speaker 2: is smart that actually keeps them.

742
00:36:17,840 --> 00:36:24,239
Speaker 1: Broke spending money on networking events? I should be pro networking, right, No,

743
00:36:24,480 --> 00:36:27,840
Speaker 1: So I have a very kind of controversial but specific

744
00:36:27,880 --> 00:36:31,160
Speaker 1: take on networking. So I think you know majority of

745
00:36:31,200 --> 00:36:34,160
Speaker 1: people that show up to random networking events. I'm talking

746
00:36:34,160 --> 00:36:37,040
Speaker 1: the ones that are just random cocktail hours, random people

747
00:36:37,080 --> 00:36:39,560
Speaker 1: in your city. A lot of the people that show

748
00:36:39,600 --> 00:36:43,040
Speaker 1: up to those networking events are looking for people external

749
00:36:43,480 --> 00:36:45,960
Speaker 1: to cling onto because they don't have anything to offer.

750
00:36:46,280 --> 00:36:49,520
Speaker 1: So I want you instead of to focus all of

751
00:36:49,560 --> 00:36:51,479
Speaker 1: your energy on networking because I used to be the same.

752
00:36:51,760 --> 00:36:53,480
Speaker 1: What rooms can I get into? Who can help me

753
00:36:53,520 --> 00:36:57,960
Speaker 1: with this? Like, look into yourself first, build up your

754
00:36:58,000 --> 00:37:00,919
Speaker 1: skill set, first, figure out a way to provide real

755
00:37:01,000 --> 00:37:04,480
Speaker 1: value to other people, and become someone that other people

756
00:37:04,640 --> 00:37:07,440
Speaker 1: want to network with. Like I was always the girl

757
00:37:07,880 --> 00:37:10,640
Speaker 1: dying to be in group chats with people like you

758
00:37:10,760 --> 00:37:13,000
Speaker 1: or people like my business partners, or people like you

759
00:37:13,040 --> 00:37:15,879
Speaker 1: know that I am currently in group chats with right now.

760
00:37:16,040 --> 00:37:20,600
Speaker 1: I was dying to be in those. But you need

761
00:37:20,640 --> 00:37:22,759
Speaker 1: to figure out a way to be someone that other

762
00:37:22,800 --> 00:37:24,440
Speaker 1: people are dying to be in a group chat with.

763
00:37:24,719 --> 00:37:27,280
Speaker 1: So instead of focusing too much on putting your energy

764
00:37:27,320 --> 00:37:29,720
Speaker 1: out into how do I figure out these other people,

765
00:37:30,160 --> 00:37:33,440
Speaker 1: put that energy into yourself. And when you truly have

766
00:37:34,080 --> 00:37:36,439
Speaker 1: you know something going for you, or you truly solve

767
00:37:36,480 --> 00:37:39,560
Speaker 1: people's problems, the right people will reach out to you.

768
00:37:40,040 --> 00:37:44,000
Speaker 1: Because people that are worth networking for don't spend every

769
00:37:44,080 --> 00:37:46,720
Speaker 1: day at different cocktail hours just trying to help people

770
00:37:46,800 --> 00:37:51,160
Speaker 1: for fun. It's just not reality. But that's different from

771
00:37:51,320 --> 00:37:55,000
Speaker 1: specified networking, which is if you have a purpose of

772
00:37:55,080 --> 00:37:57,160
Speaker 1: going to it. You know, if you're a real estate

773
00:37:57,200 --> 00:38:00,919
Speaker 1: professional and you're going to a real estate event, if

774
00:38:00,920 --> 00:38:03,600
Speaker 1: you are a closer and you're going to a closer event, amazing,

775
00:38:03,680 --> 00:38:06,200
Speaker 1: A life coach going to a life coach event amazing.

776
00:38:06,920 --> 00:38:09,719
Speaker 1: But I think the general networking cocktail hours are just

777
00:38:09,760 --> 00:38:12,680
Speaker 1: a waste of time, money, and energy that you should

778
00:38:12,680 --> 00:38:13,840
Speaker 1: be putting into yourself.

779
00:38:14,000 --> 00:38:17,319
Speaker 2: Yeah. I love the idea that your reputation precedes you

780
00:38:17,400 --> 00:38:19,839
Speaker 2: in this sense of and I think people often get

781
00:38:19,880 --> 00:38:21,640
Speaker 2: confused that you have to have some big brand for that.

782
00:38:21,760 --> 00:38:24,880
Speaker 2: My friend started his content creator a journey. More recently

783
00:38:25,360 --> 00:38:28,840
Speaker 2: he has like six thousand followers, but the video content

784
00:38:28,840 --> 00:38:32,200
Speaker 2: he's creating is so high quality that people are introducing

785
00:38:32,280 --> 00:38:36,200
Speaker 2: him to people because his level of research, his communication skills.

786
00:38:36,320 --> 00:38:38,600
Speaker 2: It's only a matter of time before he gets to

787
00:38:38,680 --> 00:38:40,880
Speaker 2: one hundred thousand followers and million and whatever else it

788
00:38:40,920 --> 00:38:43,839
Speaker 2: may be. But right now, I think people often think, oh, yeah,

789
00:38:43,840 --> 00:38:45,640
Speaker 2: but Shelby, I've got to have like a million follows

790
00:38:45,640 --> 00:38:48,280
Speaker 2: for someone to notice. Not It's like, no, you could

791
00:38:48,400 --> 00:38:52,480
Speaker 2: have five thousand followers, maybe ten thousand. But because of

792
00:38:52,520 --> 00:38:56,080
Speaker 2: the content you're creating and the way you're communicating, people

793
00:38:56,160 --> 00:38:58,440
Speaker 2: will looking and be like, Oh, you're the stylist that

794
00:38:58,520 --> 00:39:00,960
Speaker 2: comes front of mind. You're the that comes front of mind.

795
00:39:01,000 --> 00:39:04,359
Speaker 2: You are the coast salesperson who comes front of mind.

796
00:39:04,760 --> 00:39:07,680
Speaker 2: You don't have to have millions of followers for someone

797
00:39:07,680 --> 00:39:09,920
Speaker 2: to notice you. And I think that's a really important

798
00:39:09,920 --> 00:39:10,480
Speaker 2: part as well.

799
00:39:10,680 --> 00:39:12,960
Speaker 1: And I think a big thing too. You need to

800
00:39:13,000 --> 00:39:16,080
Speaker 1: be what we call the pattern interrupt. So in sales,

801
00:39:16,080 --> 00:39:18,799
Speaker 1: a pattern interrupt means someone that breaks the pattern because

802
00:39:18,880 --> 00:39:21,920
Speaker 1: ninety nine percent of salespeople sound the same. They sound

803
00:39:21,960 --> 00:39:24,920
Speaker 1: like robots. So if you want a different result than

804
00:39:24,920 --> 00:39:28,040
Speaker 1: every other salesperson that gets denied, you need to do

805
00:39:28,080 --> 00:39:32,600
Speaker 1: something different. So aka break the pattern of the cringy

806
00:39:32,800 --> 00:39:36,120
Speaker 1: sales rep pitches that people here. But in life, you

807
00:39:36,200 --> 00:39:39,040
Speaker 1: need to break the pattern. You need to be different

808
00:39:39,120 --> 00:39:41,680
Speaker 1: and do different things than everybody else in order to

809
00:39:41,719 --> 00:39:44,359
Speaker 1: stand out. Like your friend who made you know, the

810
00:39:44,360 --> 00:39:47,360
Speaker 1: most high quality videos, he was probably a lot different

811
00:39:47,760 --> 00:39:50,800
Speaker 1: than everybody else who's just putting mass amount of videos

812
00:39:50,800 --> 00:39:52,600
Speaker 1: out there to where somebody recognized that.

813
00:39:52,840 --> 00:39:55,799
Speaker 2: Absolutely, yeah, he's really thought about it. It's very specific,

814
00:39:56,040 --> 00:39:59,240
Speaker 2: and so people in that specific niche are paying attention

815
00:39:59,280 --> 00:40:02,080
Speaker 2: to even though he's not got because he's an expert

816
00:40:02,280 --> 00:40:05,359
Speaker 2: exactly exactly. He's actually good at what he's doing. It's

817
00:40:05,360 --> 00:40:08,680
Speaker 2: absolutely Okay, what's the biggest this is another one. Okay,

818
00:40:08,840 --> 00:40:12,440
Speaker 2: what's the biggest mindset difference between someone making fifty thousand

819
00:40:12,520 --> 00:40:15,680
Speaker 2: dollars and someone making five hundred thousand dollars.

820
00:40:15,440 --> 00:40:16,360
Speaker 1: A year or a month.

821
00:40:17,800 --> 00:40:20,239
Speaker 2: That's a Shelby question, let's start with it.

822
00:40:20,360 --> 00:40:23,239
Speaker 1: Yeah, I would say exactly that. I would say the

823
00:40:23,280 --> 00:40:26,799
Speaker 1: fifty thousand dollars a month person thinks that they're on

824
00:40:26,880 --> 00:40:29,520
Speaker 1: top of the world and that you know, that's all

825
00:40:29,560 --> 00:40:31,920
Speaker 1: there is to life. And I think the five hundred

826
00:40:31,920 --> 00:40:39,080
Speaker 1: thousand dollars a month person knows that you're uncapped. There

827
00:40:39,239 --> 00:40:43,840
Speaker 1: is no cap on what you can do in this world. None.

828
00:40:43,960 --> 00:40:45,920
Speaker 1: And I think that's the biggest thing that sales teaches

829
00:40:46,000 --> 00:40:48,919
Speaker 1: you is you eat what you kill. There's no floor, right,

830
00:40:49,440 --> 00:40:53,719
Speaker 1: But that's also so freeing because there's no ceiling. Genuinely,

831
00:40:53,719 --> 00:40:55,600
Speaker 1: if you want to make more money, you just talk

832
00:40:55,640 --> 00:40:58,959
Speaker 1: to more people and close more deals. Like that should

833
00:40:59,040 --> 00:41:02,200
Speaker 1: excite you, That should be like, oh my gosh, there's

834
00:41:02,440 --> 00:41:05,839
Speaker 1: all of this money to make in the world, and

835
00:41:06,120 --> 00:41:09,160
Speaker 1: there's proof of so many people making so much money.

836
00:41:09,800 --> 00:41:12,560
Speaker 1: Why not me? That was my biggest thing. I always

837
00:41:12,680 --> 00:41:15,000
Speaker 1: like heard of these people on social media making so

838
00:41:15,160 --> 00:41:20,600
Speaker 1: much money, and I'm like, you, like, if you can

839
00:41:20,640 --> 00:41:22,080
Speaker 1: do it, I can do it. And I think that

840
00:41:22,160 --> 00:41:25,200
Speaker 1: blind level of optimism is what somebody making five hundred

841
00:41:25,200 --> 00:41:28,839
Speaker 1: thousand dollars a year or a month has because they

842
00:41:29,000 --> 00:41:32,680
Speaker 1: stepped outside of the scope and the realm of reality

843
00:41:33,040 --> 00:41:35,360
Speaker 1: and they truly just said I'm not playing by everybody

844
00:41:35,400 --> 00:41:38,359
Speaker 1: else's rules. I'm doing my own thing. Or I'm doing

845
00:41:38,360 --> 00:41:39,600
Speaker 1: my own thing on the side, or I'm going to

846
00:41:39,680 --> 00:41:42,520
Speaker 1: pull myself out of this because I know that I

847
00:41:42,680 --> 00:41:45,759
Speaker 1: can do it. So, for example, if you're talking in

848
00:41:45,880 --> 00:41:49,719
Speaker 1: years perspective, I think the fifty thousand dollars a year

849
00:41:49,920 --> 00:41:54,239
Speaker 1: type of person just sees money as a side thing

850
00:41:54,560 --> 00:41:57,839
Speaker 1: or they see you know, they're not the business they're

851
00:41:57,880 --> 00:42:01,239
Speaker 1: working for someone, versus the five hundred thousand dollars a

852
00:42:01,280 --> 00:42:03,839
Speaker 1: year person. They know that they are the business and

853
00:42:03,880 --> 00:42:06,279
Speaker 1: they know that whatever they do in this life, it

854
00:42:06,360 --> 00:42:09,200
Speaker 1: will turn to gold because they are good. So that's

855
00:42:09,200 --> 00:42:11,360
Speaker 1: why you need high income skills in order to be

856
00:42:11,480 --> 00:42:15,280
Speaker 1: that person that you can't step into anything and produce.

857
00:42:15,480 --> 00:42:17,840
Speaker 2: Yeah, And I think the truth is that high income

858
00:42:17,880 --> 00:42:21,160
Speaker 2: skill matters even when you're an employee because if you

859
00:42:21,160 --> 00:42:23,120
Speaker 2: have a high income skill, that person never wants to

860
00:42:23,160 --> 00:42:25,759
Speaker 2: lose you, and therefore they're going to keep investing in

861
00:42:25,800 --> 00:42:28,680
Speaker 2: you and keep giving you promotions and raises because they

862
00:42:28,680 --> 00:42:31,080
Speaker 2: know they can't live without. So even if you're not

863
00:42:31,080 --> 00:42:34,120
Speaker 2: an entrepreneur, if you're a part of someone's team and

864
00:42:34,160 --> 00:42:35,960
Speaker 2: you have a high income skill and you add lots

865
00:42:36,000 --> 00:42:38,839
Speaker 2: of value to that place, people are never ever going

866
00:42:38,840 --> 00:42:40,719
Speaker 2: to take a risk. I mean, you're an employer. I'm

867
00:42:40,719 --> 00:42:43,640
Speaker 2: an employer. It's like, I don't want to lose that

868
00:42:43,760 --> 00:42:45,759
Speaker 2: best people like I would never take that risk.

869
00:42:45,840 --> 00:42:47,120
Speaker 1: Replacing people sucks.

870
00:42:47,360 --> 00:42:49,840
Speaker 2: It's so hard. Yeah, when you find someone who's really amazing,

871
00:42:49,840 --> 00:42:52,200
Speaker 2: what they want to or into them exactly. Yeah, you

872
00:42:52,280 --> 00:42:53,799
Speaker 2: want to invest in them, you want them to grow

873
00:42:53,840 --> 00:42:56,239
Speaker 2: with you. You're excited about it, just as you are

874
00:42:56,280 --> 00:42:58,600
Speaker 2: in love in one sense where it's like, yeah, I

875
00:42:58,640 --> 00:42:59,680
Speaker 2: want to see what we could.

876
00:42:59,480 --> 00:43:02,160
Speaker 1: Achieve to exactly. But I think that goes back to

877
00:43:02,320 --> 00:43:04,719
Speaker 1: like the person who's making fifty thousand dollars a year

878
00:43:04,760 --> 00:43:07,120
Speaker 1: and is completely fine with that. They just see it

879
00:43:07,160 --> 00:43:09,760
Speaker 1: as a job and they won't go above and beyond.

880
00:43:10,120 --> 00:43:13,439
Speaker 1: Versus the person that maybe their paycheck doesn't reflect five

881
00:43:13,480 --> 00:43:16,120
Speaker 1: hundred thousand dollars a year, but they believe that they

882
00:43:16,160 --> 00:43:19,000
Speaker 1: are in a five hundred thousand dollars a year opportunity

883
00:43:19,080 --> 00:43:21,319
Speaker 1: if they act like it. And so when you go

884
00:43:21,480 --> 00:43:25,720
Speaker 1: above and beyond, people notice that. So every single ounce

885
00:43:25,760 --> 00:43:27,960
Speaker 1: of hard work that you put into yourself right now,

886
00:43:28,560 --> 00:43:30,600
Speaker 1: maybe it might not benefit you now, but it will

887
00:43:30,640 --> 00:43:34,200
Speaker 1: benefit you dividends in the future. It's just you have

888
00:43:34,280 --> 00:43:35,879
Speaker 1: to put it in in order to get it out.

889
00:43:36,120 --> 00:43:39,920
Speaker 2: Absolutely great answers. All Right, if someone wants to go

890
00:43:40,000 --> 00:43:42,239
Speaker 2: from making one hundred K to three hundred K in

891
00:43:42,280 --> 00:43:43,080
Speaker 2: one year.

892
00:43:43,560 --> 00:43:44,680
Speaker 1: What specified the year?

893
00:43:44,800 --> 00:43:48,000
Speaker 2: Yeah, what's the thirty sixty ninety day plan.

894
00:43:48,400 --> 00:43:50,040
Speaker 1: From one hundred K to three hundred k?

895
00:43:50,160 --> 00:43:51,080
Speaker 2: Yeah, in one year?

896
00:43:51,400 --> 00:43:53,440
Speaker 1: Are they working for someone or working for themselves?

897
00:43:53,520 --> 00:43:55,839
Speaker 2: Let's do both examples. So let's do someone who's working

898
00:43:55,840 --> 00:43:57,600
Speaker 2: for someone, and then let's do somebody's working for.

899
00:43:57,560 --> 00:44:00,240
Speaker 1: Themselves, someone who's working for someone. So I would say

900
00:44:00,320 --> 00:44:03,359
Speaker 1: that you need to job hop. You're never gonna have,

901
00:44:03,440 --> 00:44:07,840
Speaker 1: you know, a two hundred thousand dollars raise in two

902
00:44:07,880 --> 00:44:09,680
Speaker 1: in three years. Like, it's just not going to happen.

903
00:44:09,760 --> 00:44:11,400
Speaker 1: So the way that you would do it is you

904
00:44:11,400 --> 00:44:13,400
Speaker 1: would go to different employers and you would kind of

905
00:44:13,440 --> 00:44:16,280
Speaker 1: like pin them between each other. So, uh, the company

906
00:44:16,280 --> 00:44:18,560
Speaker 1: that you're working for now versus another one, Right, you

907
00:44:18,640 --> 00:44:21,600
Speaker 1: go to their competitor or somebody in a different niche

908
00:44:21,880 --> 00:44:24,359
Speaker 1: and you show them the value that you provided for

909
00:44:24,400 --> 00:44:26,759
Speaker 1: the other company because you have data points behind it.

910
00:44:27,120 --> 00:44:30,400
Speaker 1: For example, I helped X company grow to X revenue

911
00:44:30,400 --> 00:44:33,759
Speaker 1: in an X amount of time given these tools. But

912
00:44:33,840 --> 00:44:36,120
Speaker 1: I feel like I can go even farther given these

913
00:44:36,200 --> 00:44:38,839
Speaker 1: right tools lend me the ability in order to do it.

914
00:44:40,640 --> 00:44:44,040
Speaker 1: I would job hop If you are in a company.

915
00:44:43,920 --> 00:44:45,880
Speaker 2: I think it's very sound advice actually for sure.

916
00:44:46,040 --> 00:44:49,000
Speaker 1: Yeah. But if you are on your own, if you

917
00:44:49,040 --> 00:44:51,719
Speaker 1: want to go from one hundred to three hundred, the

918
00:44:51,880 --> 00:44:55,000
Speaker 1: very first thing is mindset because three hundred thousand dollars

919
00:44:55,000 --> 00:44:58,040
Speaker 1: a year, that's a completely different mindset that than somebody

920
00:44:58,040 --> 00:45:01,239
Speaker 1: making just one hundred. So you I need to I

921
00:45:01,239 --> 00:45:03,960
Speaker 1: would say, be the best and get paid to be

922
00:45:04,000 --> 00:45:05,480
Speaker 1: the best. That's how you're going to do it. But

923
00:45:05,560 --> 00:45:08,600
Speaker 1: also look at scaling yourself. If you have your own business,

924
00:45:08,640 --> 00:45:11,800
Speaker 1: you know, create many means of you or hire employees,

925
00:45:12,000 --> 00:45:14,120
Speaker 1: which is hard, you know, going from one hundred to

926
00:45:14,120 --> 00:45:17,719
Speaker 1: three hundred, trusting other people to do the quality work

927
00:45:17,719 --> 00:45:21,160
Speaker 1: that you do. But you need to hire superstars, pay

928
00:45:21,160 --> 00:45:24,319
Speaker 1: them very well. And the time that you get back

929
00:45:24,320 --> 00:45:28,120
Speaker 1: from hiring other people and duplicating them, work on growing

930
00:45:28,120 --> 00:45:31,560
Speaker 1: your business, growing different avenues of it. And then I

931
00:45:31,560 --> 00:45:35,279
Speaker 1: would also say content plays into both of them. I

932
00:45:35,280 --> 00:45:38,640
Speaker 1: think content can amplify anything you do. If you work

933
00:45:38,680 --> 00:45:40,799
Speaker 1: in a job, you can make content around that to

934
00:45:40,800 --> 00:45:43,719
Speaker 1: where other companies want to hire you because you now

935
00:45:43,760 --> 00:45:46,480
Speaker 1: have value as distribution because of your content, because you're

936
00:45:46,520 --> 00:45:48,920
Speaker 1: selling yourself through your content. And if you own your

937
00:45:48,920 --> 00:45:51,120
Speaker 1: own business, I don't have to explain that content will

938
00:45:51,160 --> 00:45:53,640
Speaker 1: help no matter what you are pushing in your content.

939
00:45:53,960 --> 00:45:56,239
Speaker 2: Yeah, I think that's really sound advice for both of them.

940
00:45:56,280 --> 00:45:59,799
Speaker 2: I think your spot on that you're not gonna sett

941
00:45:59,800 --> 00:46:03,399
Speaker 2: an catapult inside of an organization that much. And if

942
00:46:03,400 --> 00:46:05,160
Speaker 2: you are running your own thing, it's what you said

943
00:46:05,160 --> 00:46:08,120
Speaker 2: earlier as well. Sometimes you have to triple your output,

944
00:46:08,239 --> 00:46:10,399
Speaker 2: like you will have to find ways to if you're

945
00:46:10,400 --> 00:46:12,400
Speaker 2: trying to go from one hundred to three hundred K,

946
00:46:12,840 --> 00:46:14,319
Speaker 2: that means you've got to look at how many people

947
00:46:14,320 --> 00:46:16,640
Speaker 2: you've sold to, how many customers or clients you have.

948
00:46:16,840 --> 00:46:18,359
Speaker 2: You're gonna have to find a way of tripling your

949
00:46:18,400 --> 00:46:21,480
Speaker 2: failure rate because that's going to get you that same success, right,

950
00:46:21,520 --> 00:46:24,359
Speaker 2: and that could mean more people, it could mean more

951
00:46:24,360 --> 00:46:25,600
Speaker 2: hours yourself as well.

952
00:46:25,680 --> 00:46:28,120
Speaker 1: Right. So, Like a good example is, like you don't

953
00:46:28,120 --> 00:46:30,160
Speaker 1: have to start a business in order to be on

954
00:46:30,200 --> 00:46:32,359
Speaker 1: your own and do you know three hundred thousand dollars

955
00:46:32,400 --> 00:46:35,920
Speaker 1: a year, there are so many side hustle type jobs

956
00:46:35,960 --> 00:46:38,840
Speaker 1: that you can do without taking a risk, you know,

957
00:46:38,880 --> 00:46:41,000
Speaker 1: of starting your own business pouring a ton of money

958
00:46:41,000 --> 00:46:43,600
Speaker 1: into it, and also without posting content.

959
00:46:43,880 --> 00:46:46,360
Speaker 2: What are the examples of jobs are there in sales

960
00:46:46,880 --> 00:46:49,920
Speaker 2: that you think giving people opportunity to really take their

961
00:46:50,200 --> 00:46:51,520
Speaker 2: finances into their control.

962
00:46:51,719 --> 00:46:54,080
Speaker 1: So door to door sales is where I started out,

963
00:46:54,360 --> 00:46:58,279
Speaker 1: and it's amazing. You will have the you will walk

964
00:46:58,320 --> 00:47:02,800
Speaker 1: out with the best sales skill set. Because you're in person,

965
00:47:02,880 --> 00:47:06,760
Speaker 1: you're getting rejected to your face. It is more gritty,

966
00:47:07,120 --> 00:47:10,120
Speaker 1: it is more rejection based because you are the first

967
00:47:10,120 --> 00:47:13,200
Speaker 1: person they see, and you're also closing the deal. You

968
00:47:13,800 --> 00:47:16,000
Speaker 1: have to be outside and you know, one hundred degree

969
00:47:16,000 --> 00:47:18,000
Speaker 1: every single day. It's you know, not the best for

970
00:47:18,080 --> 00:47:21,400
Speaker 1: lifestyle wise, But if you're young, like a college person,

971
00:47:21,440 --> 00:47:24,160
Speaker 1: I would definitely think about door to door sales. There's

972
00:47:24,160 --> 00:47:26,759
Speaker 1: also insurance sales. I would say that's good if you

973
00:47:26,800 --> 00:47:28,919
Speaker 1: want to recruit. They make a lot of their money

974
00:47:28,920 --> 00:47:32,680
Speaker 1: from recruiting other people to do it. There's also med sales,

975
00:47:32,880 --> 00:47:38,960
Speaker 1: tech sales. Marketing agencies have sales teams, there's software sales.

976
00:47:39,160 --> 00:47:41,760
Speaker 1: There's a bunch of different sales industry. So I would

977
00:47:41,800 --> 00:47:45,160
Speaker 1: just urge people to think about, like what their lifestyle

978
00:47:45,280 --> 00:47:47,960
Speaker 1: is and what would be best according to your lifestyle.

979
00:47:48,360 --> 00:47:50,960
Speaker 1: So there's you know, the gritty in person you know,

980
00:47:51,560 --> 00:47:54,120
Speaker 1: grind sales like door to door and insurance. But then

981
00:47:54,120 --> 00:47:56,959
Speaker 1: there's also the more corporate which is like office job

982
00:47:57,000 --> 00:47:59,759
Speaker 1: type sales where you work for a larger company, you

983
00:47:59,800 --> 00:48:03,080
Speaker 1: have quotas, you have minimums, all these things. But then

984
00:48:03,080 --> 00:48:06,640
Speaker 1: there's freelance sales, which is like setting and closing and

985
00:48:06,680 --> 00:48:09,359
Speaker 1: this is where you are your own closing business and

986
00:48:09,400 --> 00:48:11,279
Speaker 1: you can talk to someone for thirty minutes and they

987
00:48:11,280 --> 00:48:12,920
Speaker 1: want to buy. You get a commission off of it.

988
00:48:13,040 --> 00:48:15,279
Speaker 2: If people can make this much money in sales, why

989
00:48:15,320 --> 00:48:16,319
Speaker 2: isn't everyone doing it?

990
00:48:17,840 --> 00:48:20,799
Speaker 1: One because it's a limiting belief that you have to

991
00:48:20,880 --> 00:48:24,480
Speaker 1: do the right thing in life in order to have success.

992
00:48:24,840 --> 00:48:26,960
Speaker 1: Like people brainwash you from a young age that you

993
00:48:27,040 --> 00:48:29,480
Speaker 1: need to go to school for sixteen years, you know,

994
00:48:29,560 --> 00:48:32,800
Speaker 1: go to college, get you know, a general education degree.

995
00:48:33,160 --> 00:48:35,320
Speaker 1: Then you get into the workforce, which is a general

996
00:48:35,440 --> 00:48:38,600
Speaker 1: job because you have general education. And then you're working

997
00:48:38,680 --> 00:48:41,439
Speaker 1: a job because you have debt to pay off, let

998
00:48:41,480 --> 00:48:44,200
Speaker 1: alone being you know, maybe you don't even get to

999
00:48:44,200 --> 00:48:46,560
Speaker 1: get a job or you might be replaced by AI soon.

1000
00:48:47,160 --> 00:48:48,920
Speaker 1: So a lot of people think that that's like the

1001
00:48:49,000 --> 00:48:50,960
Speaker 1: normal path, but I think people are kind of starting

1002
00:48:50,960 --> 00:48:53,240
Speaker 1: to get more keen to the idea of doing other things.

1003
00:48:54,000 --> 00:48:57,839
Speaker 1: But then I would also say it's mindset. Sales has

1004
00:48:57,920 --> 00:49:03,320
Speaker 1: taught me that eighty percent of people's mindsets just suck.

1005
00:49:04,000 --> 00:49:07,279
Speaker 1: They're very self limiting. Like a lot of people won't

1006
00:49:07,320 --> 00:49:10,400
Speaker 1: even put themselves in the position to do something on

1007
00:49:10,440 --> 00:49:12,759
Speaker 1: their own because they're afraid that they're not going to

1008
00:49:12,800 --> 00:49:15,920
Speaker 1: be able to do it. And so that mindset itself

1009
00:49:16,800 --> 00:49:18,839
Speaker 1: is proof that you won't be able to do it.

1010
00:49:19,320 --> 00:49:21,000
Speaker 1: So that's when I say you have to change the

1011
00:49:21,080 --> 00:49:24,720
Speaker 1: mindset first before you actually do it. And then also rejection.

1012
00:49:25,280 --> 00:49:29,239
Speaker 1: People aren't you know, used to getting told no. Nowadays

1013
00:49:29,280 --> 00:49:32,239
Speaker 1: it's very you know, instant gratification. If you want to

1014
00:49:32,239 --> 00:49:33,959
Speaker 1: look something up, you can have it on your phone

1015
00:49:34,000 --> 00:49:35,879
Speaker 1: right then, if you want to order something, it's at

1016
00:49:35,880 --> 00:49:38,279
Speaker 1: your door in two days. Sales is a game that

1017
00:49:38,320 --> 00:49:40,920
Speaker 1: you play over a long period of time because in

1018
00:49:40,960 --> 00:49:43,960
Speaker 1: the very beginning you're putting so much hard work into it,

1019
00:49:44,920 --> 00:49:47,120
Speaker 1: but you're still building the skill set, so you might

1020
00:49:47,160 --> 00:49:49,520
Speaker 1: not see it reflected in your paychecks for a couple

1021
00:49:49,520 --> 00:49:51,840
Speaker 1: of days, maybe you know, a week or two, but

1022
00:49:51,920 --> 00:49:54,040
Speaker 1: at some point, all of the work that you did

1023
00:49:54,040 --> 00:49:57,439
Speaker 1: in the beginning will compound results for you over time.

1024
00:49:57,480 --> 00:49:59,600
Speaker 1: But you have to go through that period of to suck.

1025
00:50:00,200 --> 00:50:04,279
Speaker 2: What are the mindsets you're seeing that holding women back, especially.

1026
00:50:04,719 --> 00:50:10,160
Speaker 1: They don't believe that they deserve to do something different,

1027
00:50:11,040 --> 00:50:13,719
Speaker 1: and that can get deep and no one will come

1028
00:50:13,760 --> 00:50:15,919
Speaker 1: out and say, you know, I don't believe that I'm

1029
00:50:16,000 --> 00:50:17,640
Speaker 1: you know, can do this, But it's on a more

1030
00:50:17,680 --> 00:50:21,640
Speaker 1: subconscious level where people do not believe that they could

1031
00:50:21,960 --> 00:50:25,000
Speaker 1: achieve something. Maybe it's because of what their friends tell

1032
00:50:25,040 --> 00:50:27,520
Speaker 1: them or what their boyfriend tells them, or you know,

1033
00:50:27,560 --> 00:50:29,719
Speaker 1: maybe you got fired from your last couple jobs. Like

1034
00:50:30,040 --> 00:50:32,600
Speaker 1: you can focus on negative data points in order to

1035
00:50:32,640 --> 00:50:34,880
Speaker 1: pull a negative story, but what you need to do

1036
00:50:35,000 --> 00:50:37,919
Speaker 1: is you need to pull the positive data points, even

1037
00:50:37,960 --> 00:50:40,600
Speaker 1: if there's only a few, but focus on the positive

1038
00:50:40,680 --> 00:50:44,080
Speaker 1: data points of your life that pushes a positive story

1039
00:50:44,120 --> 00:50:46,840
Speaker 1: of No, No, I do deserve this, and I deserve

1040
00:50:46,880 --> 00:50:48,400
Speaker 1: this because of all of the data points that I

1041
00:50:48,440 --> 00:50:51,480
Speaker 1: can look back at. So everything that happens to you

1042
00:50:51,520 --> 00:50:54,120
Speaker 1: in your life, if you're wanting more like tangible advice

1043
00:50:54,160 --> 00:50:57,799
Speaker 1: from this, everything that happens in your life, not just

1044
00:50:57,840 --> 00:51:01,120
Speaker 1: in sales, just life. You can pull negative story from it,

1045
00:51:01,239 --> 00:51:03,560
Speaker 1: or you can pull a positive story from it. Focus

1046
00:51:03,600 --> 00:51:06,400
Speaker 1: on the positive data points in order to believe a

1047
00:51:06,440 --> 00:51:07,240
Speaker 1: positive story.

1048
00:51:07,480 --> 00:51:10,640
Speaker 2: Yeah, yeah. I always say everyone can tell two stories

1049
00:51:10,640 --> 00:51:12,480
Speaker 2: of their life. They could be like I've got all

1050
00:51:12,480 --> 00:51:14,640
Speaker 2: these opportunities, my life changed, I met the love of

1051
00:51:14,640 --> 00:51:17,200
Speaker 2: my life, like look where it is now, or at

1052
00:51:17,200 --> 00:51:19,160
Speaker 2: the same time, and it's equally true, you could say

1053
00:51:19,440 --> 00:51:21,799
Speaker 2: this person screwed me over, this person trying to sue me,

1054
00:51:21,920 --> 00:51:24,320
Speaker 2: this pess whatever it may be, and both are true.

1055
00:51:24,400 --> 00:51:26,520
Speaker 2: Both happens, oh for sure, But it's like which one

1056
00:51:26,520 --> 00:51:27,480
Speaker 2: am I going to focus on?

1057
00:51:27,640 --> 00:51:30,440
Speaker 1: And even some of the most you know, horrific things

1058
00:51:30,480 --> 00:51:32,799
Speaker 1: that have happened in my life are very scary. I

1059
00:51:32,800 --> 00:51:35,080
Speaker 1: always think to myself, right then in there, this is

1060
00:51:35,120 --> 00:51:37,600
Speaker 1: going to be a great story to tell my kids

1061
00:51:37,600 --> 00:51:39,440
Speaker 1: one day, or there's going to be something great that

1062
00:51:39,600 --> 00:51:41,080
Speaker 1: I'm going to be able to talk about on a

1063
00:51:41,120 --> 00:51:43,840
Speaker 1: podcast or on the stage. You know. So everything that

1064
00:51:43,920 --> 00:51:46,400
Speaker 1: you go through, you have to believe that it is

1065
00:51:47,080 --> 00:51:49,759
Speaker 1: not happening to you, it's happening for you, and maybe

1066
00:51:49,800 --> 00:51:51,360
Speaker 1: it's a negative in the moment, but it could be

1067
00:51:51,400 --> 00:51:53,560
Speaker 1: a positive in the future, and this is not you know,

1068
00:51:53,640 --> 00:51:56,239
Speaker 1: something big, like getting sued or getting broken up with

1069
00:51:56,520 --> 00:51:58,759
Speaker 1: It could be you're driving on the freeway and you

1070
00:51:58,760 --> 00:52:01,479
Speaker 1: miss your exit. Yeah you know it's oh, I missed

1071
00:52:01,480 --> 00:52:05,200
Speaker 1: my exit. I'm so stupid. I'm gonna be late. People

1072
00:52:05,200 --> 00:52:08,439
Speaker 1: are gonna hate me. I always do this. No, it's hey,

1073
00:52:08,520 --> 00:52:11,759
Speaker 1: I missed my exit. Thank god, because maybe I would

1074
00:52:11,760 --> 00:52:14,200
Speaker 1: have gotten into a car crash or gotten pulled over.

1075
00:52:14,760 --> 00:52:17,200
Speaker 1: But because I missed that exit, now I'm just gonna

1076
00:52:17,200 --> 00:52:19,239
Speaker 1: add on two more minutes to my time. I'd rather

1077
00:52:19,320 --> 00:52:22,200
Speaker 1: take two minutes of redirection. Then you know what could

1078
00:52:22,200 --> 00:52:22,720
Speaker 1: have happened.

1079
00:52:39,320 --> 00:52:41,680
Speaker 2: Shelby, We wanted to put yourself skills to the test

1080
00:52:41,719 --> 00:52:43,560
Speaker 2: in the room. Okay, So I'm gonna ask you to

1081
00:52:43,560 --> 00:52:45,839
Speaker 2: sell a few things to me, and I'm also doing

1082
00:52:45,880 --> 00:52:48,480
Speaker 2: he sets for myself. So the first thing I'm gonna

1083
00:52:48,480 --> 00:52:50,000
Speaker 2: ask you to sell to me is mine and my

1084
00:52:50,040 --> 00:52:53,280
Speaker 2: wife's tea. This is ours. You can grab the drink,

1085
00:52:53,760 --> 00:52:55,640
Speaker 2: and so I'd love for you to sell this to

1086
00:52:55,800 --> 00:52:58,359
Speaker 2: me so that we can learn how to sell it better.

1087
00:52:59,400 --> 00:53:01,759
Speaker 1: Okay, try it for me.

1088
00:53:02,239 --> 00:53:08,600
Speaker 2: Oh yeah, Okay, what do you think it's very tasty.

1089
00:53:08,760 --> 00:53:11,799
Speaker 1: Okay, why would you even want? What is this an

1090
00:53:11,920 --> 00:53:12,520
Speaker 1: energy drink?

1091
00:53:13,040 --> 00:53:17,080
Speaker 2: It's it's a calming drink, like it's a balancing drink.

1092
00:53:17,120 --> 00:53:18,319
Speaker 1: Okay. And what does it do for you?

1093
00:53:18,719 --> 00:53:22,040
Speaker 2: It helps you destress your mind, It helps you bring

1094
00:53:22,080 --> 00:53:24,080
Speaker 2: back your body into regulation, it helps calm you.

1095
00:53:24,200 --> 00:53:26,239
Speaker 1: Okay, When do you crack one of these? Open? When

1096
00:53:26,280 --> 00:53:26,799
Speaker 1: do you need that?

1097
00:53:26,880 --> 00:53:29,719
Speaker 2: I probably open it mid day, like probably like my

1098
00:53:30,400 --> 00:53:32,759
Speaker 2: mid day pick me up, or like around three four

1099
00:53:32,840 --> 00:53:35,239
Speaker 2: pm when you start hearing that sum it's got enough cafe,

1100
00:53:35,320 --> 00:53:37,840
Speaker 2: same caffeine in it as the amount of a natural

1101
00:53:37,840 --> 00:53:40,719
Speaker 2: amount in tea, So it's not energy. It's not like

1102
00:53:41,080 --> 00:53:43,680
Speaker 2: two hundred milligrams of caffeine. It's like twenty four twenty five.

1103
00:53:43,680 --> 00:53:46,280
Speaker 1: I saw somewhere. You know, tea reminds you of talking

1104
00:53:46,320 --> 00:53:48,440
Speaker 1: with your mom or something. Tell me more about that.

1105
00:53:48,880 --> 00:53:51,200
Speaker 2: Yeah, So tea was when I used to get back

1106
00:53:51,200 --> 00:53:53,799
Speaker 2: from school. My mom would sit me down and she'd

1107
00:53:53,800 --> 00:53:55,000
Speaker 2: pour me a cup of tea, but it would be

1108
00:53:55,000 --> 00:53:57,120
Speaker 2: like a hot cup of tea, and she'd ask me

1109
00:53:57,160 --> 00:53:59,400
Speaker 2: how my day was, and so like every day that

1110
00:53:59,440 --> 00:54:01,840
Speaker 2: was our ritual. She was super busy, but that was

1111
00:54:01,880 --> 00:54:04,120
Speaker 2: a moment that we sat down together and had that

1112
00:54:04,160 --> 00:54:05,160
Speaker 2: moment to Okay.

1113
00:54:04,960 --> 00:54:07,319
Speaker 1: So tomorrow comes around like three four when you have

1114
00:54:07,360 --> 00:54:09,640
Speaker 1: your little crash. If you don't have one of these,

1115
00:54:10,000 --> 00:54:12,400
Speaker 1: what are you doing? I'm uh, what's the.

1116
00:54:12,400 --> 00:54:15,000
Speaker 2: Subst Like, well, it would be something unhealthy like this

1117
00:54:15,040 --> 00:54:18,160
Speaker 2: is only five this is only what is it zero?

1118
00:54:18,239 --> 00:54:20,759
Speaker 2: It's five calories and zero grams of sugar. I would

1119
00:54:20,880 --> 00:54:23,520
Speaker 2: usually have reached for something sugary to put sugar into

1120
00:54:23,560 --> 00:54:25,319
Speaker 2: my body, which is caffeine. I try and stay off

1121
00:54:25,320 --> 00:54:28,120
Speaker 2: of refined sugars, caffeine and heavy sugars.

1122
00:54:28,120 --> 00:54:30,080
Speaker 1: And when you do that, what's the result?

1123
00:54:30,440 --> 00:54:33,279
Speaker 2: Less energy, less motivation? Like you know, it's like you

1124
00:54:33,280 --> 00:54:34,840
Speaker 2: feel like you've been in the gym all week, But

1125
00:54:34,880 --> 00:54:37,600
Speaker 2: what's the point because you're just like putting rubbish into

1126
00:54:37,600 --> 00:54:41,000
Speaker 2: your body, maybe more sugar spikes and then low moods

1127
00:54:41,000 --> 00:54:41,920
Speaker 2: and downpoints.

1128
00:54:42,160 --> 00:54:44,279
Speaker 1: So what does that mean for you?

1129
00:54:44,320 --> 00:54:44,480
Speaker 2: Though?

1130
00:54:44,480 --> 00:54:46,320
Speaker 1: If you're not able to show up with the energy

1131
00:54:46,440 --> 00:54:48,600
Speaker 1: or with you know, knowing that what you're putting in

1132
00:54:48,600 --> 00:54:50,759
Speaker 1: your body isn't necessarily the best? Like what does the

1133
00:54:50,840 --> 00:54:53,840
Speaker 1: crash actually mean? If you were to go through that tomorrow?

1134
00:54:54,320 --> 00:54:56,359
Speaker 2: I mean, in one sense, you could argue that it's

1135
00:54:56,400 --> 00:54:59,520
Speaker 2: like it is whatever it is, But I think I

1136
00:54:59,600 --> 00:55:03,640
Speaker 2: really it being alert all the time, being focused and

1137
00:55:03,760 --> 00:55:05,520
Speaker 2: making sure that my snacks are not unhealthy.

1138
00:55:05,719 --> 00:55:07,680
Speaker 1: Right. You don't want to live a life that just

1139
00:55:07,800 --> 00:55:09,440
Speaker 1: is whatever it is. You want to live a life

1140
00:55:09,440 --> 00:55:11,680
Speaker 1: where you're at your best, right. Yeah, So that's kind

1141
00:55:11,719 --> 00:55:13,880
Speaker 1: of what I'm getting at is it's not about you know,

1142
00:55:13,960 --> 00:55:16,200
Speaker 1: this is an energy drink or you know, adapt an

1143
00:55:16,200 --> 00:55:19,160
Speaker 1: adaptogenic tea. It's about the result that it can have

1144
00:55:19,200 --> 00:55:21,120
Speaker 1: for you on a day to day basis when someone

1145
00:55:21,239 --> 00:55:24,720
Speaker 1: like you need to be on right. So my question

1146
00:55:24,800 --> 00:55:28,040
Speaker 1: to you is, if you tomorrow could show up your

1147
00:55:28,040 --> 00:55:30,840
Speaker 1: best self for podcasts, for your work, for your clients,

1148
00:55:30,920 --> 00:55:32,560
Speaker 1: what would that be worth to you to show up

1149
00:55:32,600 --> 00:55:35,160
Speaker 1: as the best version of yourself? That probably everything right,

1150
00:55:35,520 --> 00:55:37,440
Speaker 1: and well I'm not asking for everything. I'm just asking

1151
00:55:37,480 --> 00:55:40,680
Speaker 1: for five bucks. There you go.

1152
00:55:40,840 --> 00:55:42,680
Speaker 2: That was really good. I love it. I love how

1153
00:55:42,719 --> 00:55:44,080
Speaker 2: well personally it was. Yeah.

1154
00:55:44,280 --> 00:55:47,040
Speaker 1: So it's and I'm glad that we did that because

1155
00:55:47,080 --> 00:55:49,880
Speaker 1: I want a lot of people to understand selling something

1156
00:55:50,000 --> 00:55:53,160
Speaker 1: the wrong thing to do would have been Okay, awesome, Jay.

1157
00:55:53,360 --> 00:55:58,080
Speaker 1: So this is obviously the can super pretty I'm reading

1158
00:55:58,120 --> 00:56:00,319
Speaker 1: that it has one hundred and fifty milligrams of this,

1159
00:56:00,680 --> 00:56:03,759
Speaker 1: it's manufactured here. It is the best quality drink that

1160
00:56:03,800 --> 00:56:06,400
Speaker 1: you could have right now by it. I didn't know

1161
00:56:06,440 --> 00:56:09,560
Speaker 1: what I was walking into in this context. I don't

1162
00:56:09,600 --> 00:56:11,600
Speaker 1: know anything about your day to day life. I don't

1163
00:56:11,640 --> 00:56:13,920
Speaker 1: know anything about what you would substitute if you didn't

1164
00:56:13,960 --> 00:56:16,440
Speaker 1: do this, and I didn't know. Obviously this is going

1165
00:56:16,520 --> 00:56:18,960
Speaker 1: to give you energy, but it's what that energy does

1166
00:56:19,000 --> 00:56:21,839
Speaker 1: for you, which in your case prevents crashes when you're

1167
00:56:21,840 --> 00:56:23,719
Speaker 1: trying to show up as your best self. So you

1168
00:56:23,800 --> 00:56:27,719
Speaker 1: really need to step back and gather context and ask questions.

1169
00:56:28,000 --> 00:56:30,480
Speaker 1: That's literally all sales is. It's what I just did.

1170
00:56:30,719 --> 00:56:34,120
Speaker 1: It's just asking questions about what somebody actually wants and

1171
00:56:34,200 --> 00:56:36,279
Speaker 1: if it fits into it. And I knew exactly when

1172
00:56:36,280 --> 00:56:38,560
Speaker 1: it fit into it, because you said, you know, I

1173
00:56:38,600 --> 00:56:41,560
Speaker 1: would crash, and I don't want to crash when I'm

1174
00:56:41,600 --> 00:56:44,719
Speaker 1: trying to run like a high level lifestyle right when

1175
00:56:44,760 --> 00:56:48,200
Speaker 1: I'm running a business having family. Right. So that's what

1176
00:56:48,239 --> 00:56:50,239
Speaker 1: people buy is they don't buy what it is, they

1177
00:56:50,239 --> 00:56:52,960
Speaker 1: buy the transformation. So your job a couple different steps.

1178
00:56:53,000 --> 00:56:55,839
Speaker 1: Is one be the pattern interrupt, which is instead of

1179
00:56:55,920 --> 00:56:59,120
Speaker 1: getting straight to selling. Just ask, have a conversation, and

1180
00:56:59,160 --> 00:57:01,520
Speaker 1: then it's figure out the leverage points, which I did

1181
00:57:01,520 --> 00:57:04,640
Speaker 1: that by asking you questions. Then it's provide value and

1182
00:57:04,640 --> 00:57:08,439
Speaker 1: provide a clear solution, which is this. And then it's also,

1183
00:57:09,160 --> 00:57:11,880
Speaker 1: you know, anchoring someone before you price drop. So what

1184
00:57:11,920 --> 00:57:13,640
Speaker 1: did I ask? I said, what would that be worth

1185
00:57:13,640 --> 00:57:15,640
Speaker 1: to you? It'd probably be worth everything, right to show

1186
00:57:15,719 --> 00:57:18,400
Speaker 1: up as your best self. Well, I'm not asking for everything.

1187
00:57:18,440 --> 00:57:21,120
Speaker 1: I'm just asking for five bucks, and so it makes

1188
00:57:21,120 --> 00:57:22,240
Speaker 1: it a little bit more attainable.

1189
00:57:22,320 --> 00:57:24,600
Speaker 2: Yeah, it's such a good demonstration. Let's do that with

1190
00:57:24,680 --> 00:57:26,760
Speaker 2: something that I know less about. I won't people to

1191
00:57:26,800 --> 00:57:29,360
Speaker 2: see that book. Okay, So like maybe.

1192
00:57:29,240 --> 00:57:29,760
Speaker 1: You got a pen?

1193
00:57:30,040 --> 00:57:35,200
Speaker 2: Oh yeah, there you go. Okay, someone's hopefully someone's not

1194
00:57:35,280 --> 00:57:35,720
Speaker 2: chewed on that.

1195
00:57:35,840 --> 00:57:38,480
Speaker 1: Yeah, love me is it's the only pen you have

1196
00:57:38,520 --> 00:57:39,040
Speaker 1: around you?

1197
00:57:39,080 --> 00:57:39,840
Speaker 2: Do you want a nice one?

1198
00:57:39,880 --> 00:57:40,480
Speaker 1: To me? Every pen?

1199
00:57:41,240 --> 00:57:43,680
Speaker 2: Nice one? We did it with a product that I

1200
00:57:43,760 --> 00:57:44,320
Speaker 2: know a lot.

1201
00:57:44,160 --> 00:57:49,040
Speaker 1: About, right, and you want right, obviously you want this product? Right?

1202
00:57:50,520 --> 00:57:53,040
Speaker 2: No, no, no, but I think the way you I still

1203
00:57:53,080 --> 00:57:54,880
Speaker 2: think what you did was brilliant. I'm just saying you'll

1204
00:57:54,920 --> 00:57:57,800
Speaker 2: be good to ye.

1205
00:57:57,960 --> 00:57:59,640
Speaker 1: Do you have any other pens? In the room or

1206
00:57:59,680 --> 00:57:59,960
Speaker 1: is this it?

1207
00:58:01,040 --> 00:58:01,480
Speaker 2: That's it?

1208
00:58:01,680 --> 00:58:01,919
Speaker 1: Okay?

1209
00:58:02,080 --> 00:58:03,320
Speaker 2: Is that bad? Do you want nice one?

1210
00:58:03,440 --> 00:58:05,439
Speaker 1: This is fine? This is every pen though, right, there's

1211
00:58:05,440 --> 00:58:08,400
Speaker 1: no other hiding Okay, awesome step number one create a need.

1212
00:58:10,600 --> 00:58:12,040
Speaker 1: But let's see it's good.

1213
00:58:12,800 --> 00:58:13,480
Speaker 2: That's funny.

1214
00:58:13,760 --> 00:58:17,720
Speaker 1: Okay, no, no, no, this is fine. I want to

1215
00:58:17,720 --> 00:58:21,880
Speaker 1: play to a check toe. If you win, I'll vendo

1216
00:58:22,000 --> 00:58:25,320
Speaker 1: you one hundred dollars. If you lose, nothing happens, and

1217
00:58:25,360 --> 00:58:27,439
Speaker 1: I just give you all your pens back. The only

1218
00:58:27,480 --> 00:58:29,920
Speaker 1: trick is where's your pen?

1219
00:58:30,120 --> 00:58:30,600
Speaker 2: I don't.

1220
00:58:32,160 --> 00:58:34,680
Speaker 1: Well, I'm selling all of these pens for five dollars each.

1221
00:58:34,720 --> 00:58:37,840
Speaker 1: I will let you choose basically five dollars entry feet

1222
00:58:37,840 --> 00:58:39,560
Speaker 1: in order to only have an upside in order to

1223
00:58:39,600 --> 00:58:41,120
Speaker 1: win one hundred dollars. Which one would you like? The

1224
00:58:41,160 --> 00:58:44,400
Speaker 1: red or the way? Obviously this is a joke, guys, right,

1225
00:58:44,440 --> 00:58:46,560
Speaker 1: So it's obviously a joke. But what it is is

1226
00:58:46,600 --> 00:58:49,440
Speaker 1: it's another concept of a pattern interrupt And sometimes when

1227
00:58:49,440 --> 00:58:52,280
Speaker 1: you're selling something, you know, people expect you just to

1228
00:58:52,320 --> 00:58:54,680
Speaker 1: try to sell a pen, when that's the whole trick.

1229
00:58:54,920 --> 00:58:56,640
Speaker 1: So the whole trick of it is, and I'll show

1230
00:58:56,680 --> 00:58:58,720
Speaker 1: you a little bit of a more tangible way to

1231
00:58:58,720 --> 00:59:01,480
Speaker 1: sell a pen after this, But the trick with the

1232
00:59:02,320 --> 00:59:05,280
Speaker 1: time old sell me this pen is everybody wants you

1233
00:59:05,360 --> 00:59:07,560
Speaker 1: just to start selling the pet, right all. This pen

1234
00:59:07,680 --> 00:59:11,680
Speaker 1: is so amazing. It's all black, monochrome signature and graving

1235
00:59:11,760 --> 00:59:14,360
Speaker 1: right here. It never runs out of ink, like, it'll

1236
00:59:14,360 --> 00:59:16,800
Speaker 1: look nice on your desk, like nobody cares about your pet,

1237
00:59:17,760 --> 00:59:20,480
Speaker 1: like literally nobody cares. So what you would do is

1238
00:59:20,520 --> 00:59:23,240
Speaker 1: you would one like, break the pattern. Be different. What

1239
00:59:23,280 --> 00:59:25,160
Speaker 1: I just did is obviously a little bit of a joke,

1240
00:59:25,200 --> 00:59:27,560
Speaker 1: but it is different. And then number two with this

1241
00:59:27,600 --> 00:59:30,160
Speaker 1: is I'm selling an experience. I'm like, hey, play me.

1242
00:59:30,400 --> 00:59:32,840
Speaker 1: The upside is all literally right now, venmo you a

1243
00:59:32,920 --> 00:59:35,480
Speaker 1: hundred bucks. But the entry fee I created a need

1244
00:59:35,480 --> 00:59:37,720
Speaker 1: by gathering all your pens even in the other room.

1245
00:59:38,120 --> 00:59:39,840
Speaker 1: The entry fee is five dollars. Do you want to

1246
00:59:39,840 --> 00:59:41,960
Speaker 1: play or not? Well, obviously someone would probably take a

1247
00:59:42,000 --> 00:59:44,080
Speaker 1: five dollars to get one hundred dollars. And then the

1248
00:59:44,120 --> 00:59:46,360
Speaker 1: other thing is too like if you just create something

1249
00:59:46,360 --> 00:59:49,240
Speaker 1: that's clear, super simple, A lot of people try to

1250
00:59:49,280 --> 00:59:53,800
Speaker 1: overcomplicate the sales process. It's just problem solution. Your problem

1251
00:59:53,920 --> 00:59:55,760
Speaker 1: was you know, you probably wanted to play but you

1252
00:59:55,760 --> 00:59:58,040
Speaker 1: didn't have any pens, and my solution was giving you

1253
00:59:58,080 --> 00:59:59,840
Speaker 1: back one of your pens. So the right way to

1254
01:00:00,000 --> 01:00:03,960
Speaker 1: actually sell the pen. Now, if anybody ever asks someone

1255
01:00:03,960 --> 01:00:06,680
Speaker 1: that's watching, how do you sell the pen, it's a

1256
01:00:06,880 --> 01:00:09,479
Speaker 1: trick to see if you are a trained sales rep.

1257
01:00:09,680 --> 01:00:11,520
Speaker 1: So don't do this. This is just a joke, right,

1258
01:00:11,800 --> 01:00:13,680
Speaker 1: But what you would do is you would hold the

1259
01:00:13,720 --> 01:00:15,919
Speaker 1: pen and you would be like, I mean, why would

1260
01:00:15,960 --> 01:00:17,880
Speaker 1: you even want to pen? Like, what do you do

1261
01:00:17,920 --> 01:00:18,280
Speaker 1: for work?

1262
01:00:19,080 --> 01:00:21,840
Speaker 2: What do you do for I have a podcast, I

1263
01:00:22,000 --> 01:00:25,040
Speaker 2: write books, and I coach people.

1264
01:00:25,280 --> 01:00:27,480
Speaker 1: Okay, do you write books? Probably on a laptop though, right,

1265
01:00:28,920 --> 01:00:30,280
Speaker 1: So what would you even use a pen for?

1266
01:00:32,040 --> 01:00:34,800
Speaker 2: Yeah, barely use a pen maybe randomly to sign checks,

1267
01:00:34,800 --> 01:00:37,200
Speaker 2: but like very rare to sign check, very rarely, because

1268
01:00:37,240 --> 01:00:38,160
Speaker 2: now's DOCU signed and.

1269
01:00:38,320 --> 01:00:41,000
Speaker 1: For sure, Yeah, so take me through signing a check.

1270
01:00:41,280 --> 01:00:44,320
Speaker 1: Is that someone's paycheck? Or is that to pay for something?

1271
01:00:44,480 --> 01:00:47,680
Speaker 2: Or maybe it's like to pay for something but like

1272
01:00:47,800 --> 01:00:49,360
Speaker 2: so rare, I can't even remember the last.

1273
01:00:50,040 --> 01:00:51,840
Speaker 1: And it's always one of those things where it's like

1274
01:00:51,920 --> 01:00:53,720
Speaker 1: you don't need a pen until you need.

1275
01:00:53,600 --> 01:00:56,200
Speaker 2: A pen, right, ye, exactly? Or maybe I dodle well,

1276
01:00:56,200 --> 01:00:59,280
Speaker 2: I'm on the phone. Yeah, sometimes I'll just you know, playing.

1277
01:00:59,040 --> 01:01:01,240
Speaker 1: Around, so on a phone with someone where you're trying

1278
01:01:01,280 --> 01:01:03,680
Speaker 1: to like write down notes about a conversation.

1279
01:01:03,960 --> 01:01:07,040
Speaker 2: I still like writing down notes, yeah, by hand probably? Yeah.

1280
01:01:07,160 --> 01:01:10,560
Speaker 1: Okay. So somebody calls you up and they give you

1281
01:01:10,720 --> 01:01:13,720
Speaker 1: amazing tangible advice for your podcast or your next book,

1282
01:01:14,400 --> 01:01:16,000
Speaker 1: and in that moment, you don't want to go on

1283
01:01:16,000 --> 01:01:18,160
Speaker 1: your notes app because you're trying to like stay focused,

1284
01:01:18,200 --> 01:01:21,320
Speaker 1: stay concerned. Right, you reach over for a pen kind

1285
01:01:21,320 --> 01:01:23,560
Speaker 1: of like how we just did, and this guy pops up. Yeah,

1286
01:01:24,120 --> 01:01:28,440
Speaker 1: I like this. How do you feel writing down million

1287
01:01:28,480 --> 01:01:30,919
Speaker 1: dollar advice with this pen? Probably not the best?

1288
01:01:31,040 --> 01:01:34,040
Speaker 2: Right, great, because I'm thinking someone's someone in the office

1289
01:01:34,080 --> 01:01:34,360
Speaker 2: is cheered.

1290
01:01:35,640 --> 01:01:37,440
Speaker 1: Do you want to take down million dollar advice with

1291
01:01:37,840 --> 01:01:40,640
Speaker 1: a fifty cent sharpie pen that's been chewed on? Probably

1292
01:01:40,680 --> 01:01:44,680
Speaker 1: not right? But then this pen is on your table instead,

1293
01:01:44,920 --> 01:01:46,800
Speaker 1: you know, instead of that one reaching for it maybe

1294
01:01:46,880 --> 01:01:48,480
Speaker 1: has gum on its it's been in the bottom of

1295
01:01:48,520 --> 01:01:52,000
Speaker 1: a backpack. Instead. This pen always stays on your office

1296
01:01:52,200 --> 01:01:54,280
Speaker 1: no matter what, even though you'll probably never use it

1297
01:01:54,280 --> 01:01:56,880
Speaker 1: because everything's on docu sign But when you do need it,

1298
01:01:56,880 --> 01:01:59,440
Speaker 1: it'll be right there. It's not about the pen. It's

1299
01:01:59,440 --> 01:02:02,320
Speaker 1: about piece of mind that when that when that one

1300
01:02:02,360 --> 01:02:05,280
Speaker 1: person does call you, you won't be frantic trying to

1301
01:02:05,280 --> 01:02:07,440
Speaker 1: search for another pene. It'll just be right there and

1302
01:02:07,480 --> 01:02:09,560
Speaker 1: you can just write down all the advice. So I

1303
01:02:09,560 --> 01:02:12,640
Speaker 1: would sell basically like your leverage point was, I don't

1304
01:02:12,680 --> 01:02:15,520
Speaker 1: need a pen, but I could, right, It's like I

1305
01:02:15,520 --> 01:02:19,240
Speaker 1: don't really use it, So I did the leverage of insurance.

1306
01:02:19,720 --> 01:02:21,960
Speaker 1: You know, it's like you might not need one tomorrow,

1307
01:02:22,120 --> 01:02:24,880
Speaker 1: but when you do need one, you're gonna really need one,

1308
01:02:24,920 --> 01:02:26,360
Speaker 1: and you want to have the peace of mind that

1309
01:02:26,440 --> 01:02:28,720
Speaker 1: it will be there. So what did I do? So?

1310
01:02:28,840 --> 01:02:32,040
Speaker 1: I asked questions in order to understand context of what

1311
01:02:32,080 --> 01:02:34,280
Speaker 1: you do for work, why you would even want it,

1312
01:02:35,240 --> 01:02:37,680
Speaker 1: what the scenario would be if you had a pen

1313
01:02:37,680 --> 01:02:39,400
Speaker 1: that you didn't like versus a pen that you loved

1314
01:02:39,400 --> 01:02:42,040
Speaker 1: and just looked at it and felt super confident about

1315
01:02:42,080 --> 01:02:45,760
Speaker 1: writing you know, that next book, or writing somebody's advice down,

1316
01:02:45,960 --> 01:02:48,200
Speaker 1: or you know, signing someone's paycheck is a big deal

1317
01:02:48,200 --> 01:02:51,880
Speaker 1: as well, hiring someone. First impressions matter, so you kind

1318
01:02:51,920 --> 01:02:56,480
Speaker 1: of extrapolate whatever you are selling from like the actual object,

1319
01:02:56,720 --> 01:02:59,520
Speaker 1: and you broaden it out into something that somebody actually

1320
01:02:59,560 --> 01:03:02,000
Speaker 1: cares about, which for you, it's peace of mind in

1321
01:03:02,080 --> 01:03:04,320
Speaker 1: order to be prepared at every point in time.

1322
01:03:04,520 --> 01:03:07,200
Speaker 2: Yeah, what's impressive is, at no point did you sell

1323
01:03:07,240 --> 01:03:09,920
Speaker 2: me the pen. No, like, at no point where you like,

1324
01:03:09,960 --> 01:03:11,920
Speaker 2: look at the color, look it will make you. You

1325
01:03:11,920 --> 01:03:13,680
Speaker 2: didn't even try and sell me the prestige of it,

1326
01:03:13,760 --> 01:03:15,880
Speaker 2: Like you weren't like, oh, if you hold this pen,

1327
01:03:15,960 --> 01:03:18,040
Speaker 2: everyone's gonna think you're fat because I don't care about.

1328
01:03:17,840 --> 01:03:18,760
Speaker 1: That, because nobody cares.

1329
01:03:18,840 --> 01:03:22,160
Speaker 2: Because nobody cares. And it's so interesting because I think

1330
01:03:22,200 --> 01:03:24,760
Speaker 2: we're constantly trying to think we know what the other

1331
01:03:24,840 --> 01:03:28,040
Speaker 2: person wants. So like if someone like me walks into

1332
01:03:28,160 --> 01:03:31,760
Speaker 2: wherever you're assuming I want to be certain things, or

1333
01:03:32,040 --> 01:03:34,760
Speaker 2: if someone sees you walking and they assume that, oh, well,

1334
01:03:34,760 --> 01:03:38,360
Speaker 2: Shelby's character profile must be this, this and this, I

1335
01:03:38,400 --> 01:03:40,080
Speaker 2: don't know, like talk to you.

1336
01:03:40,200 --> 01:03:42,320
Speaker 1: Yeah, there are so many times. And this is actually

1337
01:03:42,360 --> 01:03:45,640
Speaker 1: my biggest pet peeve when I'm getting sold is somebody

1338
01:03:45,680 --> 01:03:49,360
Speaker 1: will look at you and make a stereotype out. It's

1339
01:03:49,400 --> 01:03:51,960
Speaker 1: like I walk into a car dealership and people think

1340
01:03:52,360 --> 01:03:54,960
Speaker 1: I don't know what I'm talking about. They think that

1341
01:03:55,120 --> 01:03:57,880
Speaker 1: Daddy's just gonna swipe you know, I'm going to use

1342
01:03:57,880 --> 01:04:00,520
Speaker 1: my dad's credit card to buy some vehicle, or you know,

1343
01:04:00,560 --> 01:04:02,360
Speaker 1: they can charge me a bunch because I know nothing

1344
01:04:02,400 --> 01:04:05,520
Speaker 1: about the sales process, when in reality, if a sales rep,

1345
01:04:05,520 --> 01:04:09,320
Speaker 1: instead of making assumptions, just stopped and just asked, you

1346
01:04:09,320 --> 01:04:11,800
Speaker 1: would actually get to know people and then you can

1347
01:04:11,960 --> 01:04:15,280
Speaker 1: help them through simple problem and solution. That's why everybody

1348
01:04:15,360 --> 01:04:18,840
Speaker 1: thinks sales is manipulation and trying to push things on people.

1349
01:04:19,320 --> 01:04:23,640
Speaker 1: It's not. It's literally just taking a step back, asking questions,

1350
01:04:23,680 --> 01:04:26,680
Speaker 1: getting to know somebody, and if it works, then you

1351
01:04:26,680 --> 01:04:29,400
Speaker 1: can plug and play your solution and empower them in

1352
01:04:29,520 --> 01:04:32,080
Speaker 1: order to make a decision that will genuinely change their.

1353
01:04:32,000 --> 01:04:34,040
Speaker 2: Life when you're actually in practice with it, like when

1354
01:04:34,080 --> 01:04:36,680
Speaker 2: you see it, like what you were just doing, Like, yeah,

1355
01:04:37,120 --> 01:04:39,760
Speaker 2: no point did I feel forced. At no point did

1356
01:04:39,760 --> 01:04:42,360
Speaker 2: I feel like I And if I had said to you, no,

1357
01:04:42,400 --> 01:04:43,760
Speaker 2: I never use a pend, I don't need it at all,

1358
01:04:43,760 --> 01:04:44,360
Speaker 2: you probably.

1359
01:04:44,440 --> 01:04:47,240
Speaker 1: Would be like, Okay, awesome, you're exactly yeah, And.

1360
01:04:47,560 --> 01:04:50,040
Speaker 2: I think that's partly as well, where it's like, yeah,

1361
01:04:50,080 --> 01:04:51,760
Speaker 2: if I would have closed the conversation, whereas I was

1362
01:04:51,800 --> 01:04:53,600
Speaker 2: actually thinking, I mean i'd.

1363
01:04:53,400 --> 01:04:54,919
Speaker 1: Probably roll that objection a couple of times.

1364
01:04:55,240 --> 01:04:55,680
Speaker 2: Yeah.

1365
01:04:55,520 --> 01:04:58,680
Speaker 1: Yeah, Well, when somebody gives you like, straight off the bat,

1366
01:04:58,800 --> 01:05:01,520
Speaker 1: not interested, what they're doing is it's called a brush

1367
01:05:01,560 --> 01:05:04,360
Speaker 1: off objection. It's not a true objection. What do you mean,

1368
01:05:04,360 --> 01:05:06,640
Speaker 1: you're not interested? You haven't even like seen what we

1369
01:05:06,720 --> 01:05:08,520
Speaker 1: have to offer, So it's I wouldn't say that, but

1370
01:05:08,520 --> 01:05:09,320
Speaker 1: that's what I'm thinking.

1371
01:05:09,400 --> 01:05:09,640
Speaker 2: Right.

1372
01:05:09,960 --> 01:05:13,800
Speaker 1: Obviously they're not interested, but they're not interested in the

1373
01:05:13,840 --> 01:05:16,200
Speaker 1: time spent with you rather than what you have to offer.

1374
01:05:16,600 --> 01:05:19,440
Speaker 1: So when they brush you off, you brush it right

1375
01:05:19,480 --> 01:05:22,360
Speaker 1: back off. No, for sure, I'll just take two seconds

1376
01:05:22,360 --> 01:05:23,680
Speaker 1: out of your day to talk about X y Z.

1377
01:05:23,920 --> 01:05:26,440
Speaker 1: You literally just keep going and if somebody is a

1378
01:05:26,480 --> 01:05:28,720
Speaker 1: qualified buyer, they will take the time to actually talk

1379
01:05:28,760 --> 01:05:31,360
Speaker 1: to you, and you can roll that objection into more time,

1380
01:05:31,640 --> 01:05:33,680
Speaker 1: which then you can sell. Can I have a drink

1381
01:05:33,680 --> 01:05:34,080
Speaker 1: of that one?

1382
01:05:34,160 --> 01:05:36,360
Speaker 2: Of course? Of course you can't. Do you like that flavor?

1383
01:05:38,160 --> 01:05:40,600
Speaker 1: I think it's a blue one that you gave you said.

1384
01:05:43,000 --> 01:05:46,640
Speaker 2: Blue, Oh, no, we have a we don't have any

1385
01:05:46,640 --> 01:05:47,480
Speaker 2: blueberry anymore.

1386
01:05:47,800 --> 01:05:49,960
Speaker 1: I don't think it was blueberry. It was like some berry.

1387
01:05:50,400 --> 01:05:52,600
Speaker 2: It was a raspberry or cherry.

1388
01:05:53,080 --> 01:05:53,800
Speaker 1: It was raspberry.

1389
01:05:54,280 --> 01:05:55,280
Speaker 2: Should we get you that one.

1390
01:05:55,560 --> 01:05:57,040
Speaker 1: I think this will be good find.

1391
01:05:57,040 --> 01:05:58,560
Speaker 2: If you want that one, I can get you that one.

1392
01:06:00,640 --> 01:06:02,800
Speaker 1: But they're really good, thank you, you're the best. Do

1393
01:06:02,800 --> 01:06:03,920
Speaker 1: they not have caffeine in them?

1394
01:06:04,080 --> 01:06:06,040
Speaker 2: They do have caffeine with the same amount a cup

1395
01:06:06,040 --> 01:06:09,240
Speaker 2: of tea, So there is caffeine and if it's a

1396
01:06:09,320 --> 01:06:12,320
Speaker 2: natural amount, that's a DCAF one though. Oh yeah, you

1397
01:06:12,360 --> 01:06:14,960
Speaker 2: want one with caffeine. Yeah, so we need to get

1398
01:06:14,960 --> 01:06:16,840
Speaker 2: you the raspberry one. That's the one that has that's

1399
01:06:16,840 --> 01:06:18,320
Speaker 2: the one that has a caffeine.

1400
01:06:18,360 --> 01:06:22,480
Speaker 1: Okay, yeah, you're like any time, never mind, yeahober business

1401
01:06:22,680 --> 01:06:23,320
Speaker 1: caffeine and.

1402
01:06:23,360 --> 01:06:26,360
Speaker 2: D cafe Okay, yeah, all right, So we're going to

1403
01:06:26,440 --> 01:06:28,040
Speaker 2: test you on the objections.

1404
01:06:28,600 --> 01:06:29,560
Speaker 1: You gotta know them.

1405
01:06:29,640 --> 01:06:34,240
Speaker 2: Okay. The first one is it's too expensive.

1406
01:06:34,600 --> 01:06:36,400
Speaker 1: So a lot of people think that, you know, you're

1407
01:06:36,400 --> 01:06:39,480
Speaker 1: comparing a price versus nothing, right, But the price is

1408
01:06:39,480 --> 01:06:41,760
Speaker 1: what you pay today. The cost is what you pay

1409
01:06:41,840 --> 01:06:43,720
Speaker 1: years down the line when you don't solve the issue.

1410
01:06:44,120 --> 01:06:47,000
Speaker 1: So you said your business is bleeding fifteen thousand dollars

1411
01:06:47,080 --> 01:06:49,959
Speaker 1: a month revenue, right, so you don't just like walk

1412
01:06:50,000 --> 01:06:52,920
Speaker 1: away and just you know, pay nothing. It's actually comparing

1413
01:06:52,960 --> 01:06:55,440
Speaker 1: you know, a five thousand dollars solution to your problem

1414
01:06:55,680 --> 01:06:58,480
Speaker 1: versus a cost of you know, sixty grand down the

1415
01:06:58,520 --> 01:07:00,800
Speaker 1: line over a couple of months. So which one are

1416
01:07:00,840 --> 01:07:02,880
Speaker 1: you more comfortable paying the price for the cost?

1417
01:07:03,360 --> 01:07:04,040
Speaker 2: Right? Yeah?

1418
01:07:04,760 --> 01:07:05,480
Speaker 1: You just reframe it.

1419
01:07:05,640 --> 01:07:08,280
Speaker 2: Yeah, yeah, and it is good because half the time

1420
01:07:08,280 --> 01:07:11,720
Speaker 2: that passion hasn't done that reframe either. All right, I

1421
01:07:11,760 --> 01:07:13,040
Speaker 2: need some time to think about it.

1422
01:07:14,040 --> 01:07:16,240
Speaker 1: Do you need quantity of time or quality of time?

1423
01:07:16,640 --> 01:07:19,400
Speaker 2: Quality? It's like I really need to like digest what

1424
01:07:19,440 --> 01:07:20,000
Speaker 2: you've told me to.

1425
01:07:20,200 --> 01:07:21,960
Speaker 1: Yeah, I'm glad you said that. A lot of people

1426
01:07:21,960 --> 01:07:23,920
Speaker 1: think they just need quantity of time, which is, you know,

1427
01:07:23,920 --> 01:07:27,680
Speaker 1: a couple of days, weeks, whatever, But few people actually understand,

1428
01:07:27,680 --> 01:07:29,720
Speaker 1: which I'm glad you do that you need quality time,

1429
01:07:30,120 --> 01:07:32,800
Speaker 1: which is the quality of information that's in front of you,

1430
01:07:32,960 --> 01:07:35,160
Speaker 1: but also quality time to sit down and make a

1431
01:07:35,160 --> 01:07:37,680
Speaker 1: well thought out decision. Right, I'm literally the same way.

1432
01:07:37,680 --> 01:07:40,240
Speaker 1: But like I said, we have twenty minutes left of

1433
01:07:40,240 --> 01:07:43,120
Speaker 1: intentional time on this call. You're busy, I know as

1434
01:07:43,120 --> 01:07:44,800
Speaker 1: soon as you shut this laptop off. It's like you

1435
01:07:44,840 --> 01:07:46,480
Speaker 1: got kids, you got to run the business all the things.

1436
01:07:46,480 --> 01:07:49,320
Speaker 1: So we have twenty minutes left of intentional time, and

1437
01:07:49,360 --> 01:07:51,919
Speaker 1: I've got all of the information right here in front

1438
01:07:51,920 --> 01:07:53,920
Speaker 1: of us. In order to make a well decision, I

1439
01:07:53,960 --> 01:07:57,120
Speaker 1: need to check with my wife, and you will. You're

1440
01:07:57,120 --> 01:07:59,240
Speaker 1: either going to come to her though, with a problem

1441
01:07:59,400 --> 01:08:02,080
Speaker 1: or a solution, you know, a problem of Hey honey,

1442
01:08:02,160 --> 01:08:03,320
Speaker 1: I really want to do this, but I don't know

1443
01:08:03,360 --> 01:08:06,000
Speaker 1: if I should and da da da, or hey honey,

1444
01:08:06,080 --> 01:08:08,120
Speaker 1: I found somebody that can really help me solve my

1445
01:08:08,160 --> 01:08:10,240
Speaker 1: problem that I've been wanting. I really trust it, and

1446
01:08:10,280 --> 01:08:11,840
Speaker 1: I thank you for your support. Which one do you

1447
01:08:11,880 --> 01:08:14,080
Speaker 1: think would go over better with your wife? Probably the

1448
01:08:14,120 --> 01:08:17,160
Speaker 1: solution right. Also another one I love for that and

1449
01:08:17,240 --> 01:08:21,600
Speaker 1: I've never talked about this either, is the flip flop. So,

1450
01:08:21,680 --> 01:08:23,599
Speaker 1: for example, if somebody tells me, you know, I need

1451
01:08:23,600 --> 01:08:25,479
Speaker 1: to talk to my husband or my wife, I'd just

1452
01:08:25,479 --> 01:08:28,639
Speaker 1: be like, no problem. Can I challenge that? Yeah? Okay, awesome.

1453
01:08:28,680 --> 01:08:32,479
Speaker 1: So if instead instead of it being me and you talking,

1454
01:08:32,960 --> 01:08:34,800
Speaker 1: what if it was me and your wife, you know,

1455
01:08:34,840 --> 01:08:36,800
Speaker 1: and she came to me and she's saying, I'm going

1456
01:08:36,800 --> 01:08:39,960
Speaker 1: through this, this and that, and I finally found someone

1457
01:08:40,200 --> 01:08:42,200
Speaker 1: that I think can solve my problem, and I really

1458
01:08:42,280 --> 01:08:43,400
Speaker 1: want to do it, but I want to check with

1459
01:08:43,439 --> 01:08:47,000
Speaker 1: my husband first. Would you support her in making that decision,

1460
01:08:47,280 --> 01:08:49,240
Speaker 1: you probably would write, So is it fair to say

1461
01:08:49,240 --> 01:08:50,720
Speaker 1: that she'd probably support you in the same way that

1462
01:08:50,720 --> 01:08:53,000
Speaker 1: you support her? And this works really well if you're

1463
01:08:53,040 --> 01:08:55,560
Speaker 1: talking to a woman, if you instead of saying the

1464
01:08:55,640 --> 01:08:58,080
Speaker 1: husband thing, because she'll be like, why i'd want him

1465
01:08:58,120 --> 01:09:00,000
Speaker 1: to talk to me? You know, it works really well.

1466
01:09:00,000 --> 01:09:02,040
Speaker 1: But if you flip it and you're like, let's say

1467
01:09:02,040 --> 01:09:04,840
Speaker 1: it's your best friend, you know, and she's sitting here

1468
01:09:04,960 --> 01:09:07,040
Speaker 1: going through this, going through the same thoughts, would you

1469
01:09:07,080 --> 01:09:09,720
Speaker 1: tell her to do it? You know probably would, right, well,

1470
01:09:09,800 --> 01:09:11,400
Speaker 1: is it fair to say other people would probably tell

1471
01:09:11,400 --> 01:09:13,680
Speaker 1: you to do it too? So putting people kind of

1472
01:09:13,720 --> 01:09:17,360
Speaker 1: like outside of themselves and looking at the situation from

1473
01:09:17,400 --> 01:09:19,800
Speaker 1: an unbiased third party perspective and being like, what would

1474
01:09:19,840 --> 01:09:21,920
Speaker 1: you tell that person to do right now? Because you're

1475
01:09:21,920 --> 01:09:23,559
Speaker 1: saying to me that you really want to do it,

1476
01:09:23,840 --> 01:09:27,040
Speaker 1: you'd probably say to do it right, let's do it. So, yeah,

1477
01:09:27,200 --> 01:09:28,200
Speaker 1: I give you two on that one.

1478
01:09:28,280 --> 01:09:30,880
Speaker 2: Yeah, yeah, I appreciate it. And now it's not a

1479
01:09:30,880 --> 01:09:31,599
Speaker 2: good time.

1480
01:09:32,320 --> 01:09:35,799
Speaker 1: For to talk or to make a decision about something.

1481
01:09:36,120 --> 01:09:38,160
Speaker 2: I've just got so much going on, Like I've got

1482
01:09:38,200 --> 01:09:41,479
Speaker 2: family stuff. I'm like exhausted. I just I just don't

1483
01:09:41,479 --> 01:09:42,320
Speaker 2: think that was a good time.

1484
01:09:42,560 --> 01:09:43,360
Speaker 1: Can I challenge that?

1485
01:09:44,280 --> 01:09:45,760
Speaker 2: I don't know? I just I don't know if I

1486
01:09:45,760 --> 01:09:47,400
Speaker 2: have the bandwidth for you right now?

1487
01:09:47,520 --> 01:09:49,920
Speaker 1: No, for sure. And I'll just make it easier for you,

1488
01:09:50,000 --> 01:09:52,120
Speaker 1: because you know, the bandwidth to think about things over

1489
01:09:52,160 --> 01:09:54,160
Speaker 1: a long period of time by yourself. It just that's

1490
01:09:54,160 --> 01:09:56,559
Speaker 1: how stress gets created, right, So I'll just clear that

1491
01:09:56,640 --> 01:09:59,040
Speaker 1: up for you. So when you say you don't have

1492
01:09:59,080 --> 01:10:02,000
Speaker 1: the time, you know to think about it and to

1493
01:10:02,080 --> 01:10:04,160
Speaker 1: process the bandwidth. A lot of people think that they

1494
01:10:04,240 --> 01:10:06,840
Speaker 1: need to be in a situation where they have every

1495
01:10:06,880 --> 01:10:09,679
Speaker 1: single ounce of intentional time, But in fact, the best

1496
01:10:09,680 --> 01:10:12,080
Speaker 1: decisions are made in the gray area. Some of the

1497
01:10:12,160 --> 01:10:14,880
Speaker 1: best companies were started in the recession. It's because while

1498
01:10:14,920 --> 01:10:17,280
Speaker 1: everybody else is moving forward, you need to be the

1499
01:10:17,280 --> 01:10:19,799
Speaker 1: person that maybe takes a step back. But while everybody

1500
01:10:19,800 --> 01:10:21,479
Speaker 1: else is sleeping, you need to be the person that

1501
01:10:21,520 --> 01:10:23,760
Speaker 1: makes a decision in order to get better. So what

1502
01:10:23,800 --> 01:10:25,000
Speaker 1: do you want to be right now? Someone that just

1503
01:10:25,080 --> 01:10:27,360
Speaker 1: follows along with what everybody else is doing, or someone

1504
01:10:27,439 --> 01:10:30,439
Speaker 1: that actually moves forward when everybody else is kind of

1505
01:10:30,439 --> 01:10:32,840
Speaker 1: just moving along, Because are you going to wait for

1506
01:10:32,920 --> 01:10:34,240
Speaker 1: life to happen to you, or a you're going to

1507
01:10:34,280 --> 01:10:35,639
Speaker 1: make your life happen for you right now.

1508
01:10:36,360 --> 01:10:38,840
Speaker 2: And sometimes people may even take them but like I

1509
01:10:38,880 --> 01:10:42,600
Speaker 2: still need time, but you've helped them think about it

1510
01:10:42,640 --> 01:10:43,559
Speaker 2: in a different way.

1511
01:10:43,880 --> 01:10:46,760
Speaker 1: So I always start every objection with I hear you,

1512
01:10:46,920 --> 01:10:50,240
Speaker 1: can I challenge that thought? Because it allows you to

1513
01:10:50,439 --> 01:10:53,439
Speaker 1: separate the objection from you. I'm not saying can I

1514
01:10:53,520 --> 01:10:56,200
Speaker 1: challenge you? You know, it's not me versus you. It's like, hey,

1515
01:10:56,200 --> 01:10:58,840
Speaker 1: can I challenge that thinking for a second? And it's

1516
01:10:58,840 --> 01:11:01,040
Speaker 1: like a lot of people think, but it's actually, this

1517
01:11:01,120 --> 01:11:03,080
Speaker 1: will help you get one step closer to your goal.

1518
01:11:03,400 --> 01:11:05,920
Speaker 2: Yeah, I love that. These were some other things that

1519
01:11:05,960 --> 01:11:08,760
Speaker 2: came in from social of people of things they're struggling with.

1520
01:11:09,320 --> 01:11:11,800
Speaker 2: So how should this we're moving away from the objections,

1521
01:11:12,080 --> 01:11:14,519
Speaker 2: how should someone approach a conversation to ask for a raise?

1522
01:11:14,840 --> 01:11:18,000
Speaker 1: Ooh, so step number one is you have to have

1523
01:11:18,120 --> 01:11:20,880
Speaker 1: some sort of experience behind you in some sort of

1524
01:11:20,960 --> 01:11:23,080
Speaker 1: numbers in order to deserve a raise. You can't just

1525
01:11:23,080 --> 01:11:25,200
Speaker 1: get hired the first day and ask for a raise,

1526
01:11:25,280 --> 01:11:27,479
Speaker 1: or you can't be the worst employee ever and ask

1527
01:11:27,520 --> 01:11:29,080
Speaker 1: for a race. So you have to have a reason

1528
01:11:29,080 --> 01:11:31,559
Speaker 1: to ask for a raise, so that means be the

1529
01:11:31,560 --> 01:11:33,519
Speaker 1: best at your job, right, have some sort of reason

1530
01:11:33,520 --> 01:11:35,320
Speaker 1: in order to ask for a race. Then when you

1531
01:11:35,400 --> 01:11:40,559
Speaker 1: ask for a raise, have other competitors' datas in order

1532
01:11:40,600 --> 01:11:42,960
Speaker 1: to compare to. So, for example, if I want to

1533
01:11:43,000 --> 01:11:45,800
Speaker 1: ask for a race from you, I would go to

1534
01:11:45,840 --> 01:11:47,720
Speaker 1: one of your competitors and say, Hey, I've been working

1535
01:11:47,760 --> 01:11:49,760
Speaker 1: for Jayshetty for a while. We've done X amount of

1536
01:11:49,800 --> 01:11:52,080
Speaker 1: revenue with him. What is the offer that you have

1537
01:11:52,160 --> 01:11:53,560
Speaker 1: for me. Then I would take it back to you

1538
01:11:53,600 --> 01:11:56,200
Speaker 1: and I would say, hey, Jay, I love working for

1539
01:11:56,240 --> 01:11:59,400
Speaker 1: you and I'm really sold on the long game with you.

1540
01:11:59,479 --> 01:12:01,320
Speaker 1: Like I want to grow with this company and I

1541
01:12:01,360 --> 01:12:04,439
Speaker 1: want to stay here, but I need to make it

1542
01:12:04,479 --> 01:12:07,679
Speaker 1: make sense for me just on a monetary standpoint, because

1543
01:12:07,680 --> 01:12:09,439
Speaker 1: I have other competitors such as this guy and this

1544
01:12:09,479 --> 01:12:12,240
Speaker 1: guy offering me a little bit more. So I want

1545
01:12:12,280 --> 01:12:13,559
Speaker 1: to stay with you. That's why I want to have

1546
01:12:13,600 --> 01:12:17,400
Speaker 1: this conversation be you know, grounded with it. But I

1547
01:12:17,479 --> 01:12:19,160
Speaker 1: just need it to make a little bit more sense

1548
01:12:19,160 --> 01:12:21,080
Speaker 1: on the financial side in order to grow with you

1549
01:12:21,160 --> 01:12:23,320
Speaker 1: long term. So even if you don't believe that you're

1550
01:12:23,320 --> 01:12:25,960
Speaker 1: going to be with this company long term. You need

1551
01:12:26,000 --> 01:12:28,439
Speaker 1: to sell the long game and sell the vision to

1552
01:12:28,479 --> 01:12:31,639
Speaker 1: your employer because, like you said, that's the leverage point

1553
01:12:31,640 --> 01:12:34,040
Speaker 1: that an employer has is they want to invest in

1554
01:12:34,080 --> 01:12:36,160
Speaker 1: people for the long game. So, Hey, I want to

1555
01:12:36,160 --> 01:12:38,760
Speaker 1: be here for a long time. But in order for

1556
01:12:38,840 --> 01:12:41,600
Speaker 1: me to put all my resources here, I need a

1557
01:12:41,600 --> 01:12:44,320
Speaker 1: little bit back because other people are recognizing my value

1558
01:12:45,120 --> 01:12:46,960
Speaker 1: and I'm not saying you don't, but I need it

1559
01:12:47,000 --> 01:12:48,640
Speaker 1: to make it make a little bit more sense for me.

1560
01:12:49,200 --> 01:12:51,640
Speaker 2: What about if someone's if someone's going to interview with

1561
01:12:51,680 --> 01:12:54,080
Speaker 2: the company, what are the top three things they need

1562
01:12:54,120 --> 01:12:54,479
Speaker 2: to show?

1563
01:12:54,920 --> 01:12:58,519
Speaker 1: Numbers what you've done for the company. I would say,

1564
01:12:58,720 --> 01:13:02,520
Speaker 1: audit what you you can do better and have a mathematical,

1565
01:13:02,640 --> 01:13:04,760
Speaker 1: easy game plan way to show what you can do

1566
01:13:04,840 --> 01:13:07,640
Speaker 1: with the company given the raise. So you can't just

1567
01:13:07,760 --> 01:13:11,679
Speaker 1: ask for a raise just because you deserve it. Corporate

1568
01:13:11,680 --> 01:13:15,000
Speaker 1: America does not like entitlement, right, But people will pay

1569
01:13:15,000 --> 01:13:17,200
Speaker 1: you if they think there's an upside. So this is

1570
01:13:17,400 --> 01:13:19,679
Speaker 1: creating value, right. It's Hey, if you pay me twenty

1571
01:13:19,760 --> 01:13:22,479
Speaker 1: thousand dollars more, I'm going to generate eight hundred thousand

1572
01:13:22,479 --> 01:13:24,280
Speaker 1: dollars a year more for the company and I'm willing

1573
01:13:24,320 --> 01:13:26,559
Speaker 1: to do this, this, and this for it. It's just

1574
01:13:26,600 --> 01:13:29,280
Speaker 1: like in sales, you can't drop the price when negotiating

1575
01:13:29,360 --> 01:13:32,200
Speaker 1: with someone for no reason, right. You need to actually

1576
01:13:32,280 --> 01:13:34,639
Speaker 1: have a reason and justify a price drop in order

1577
01:13:34,680 --> 01:13:37,639
Speaker 1: to not sound sales y. Right, So data and then

1578
01:13:37,680 --> 01:13:41,559
Speaker 1: also like have a clear game plan and you want

1579
01:13:41,600 --> 01:13:43,599
Speaker 1: to make it super easy for someone to say yes

1580
01:13:43,640 --> 01:13:45,760
Speaker 1: to you and say, hey, if I give this girl

1581
01:13:45,760 --> 01:13:47,519
Speaker 1: a promotion, this is exactly what we're going to get

1582
01:13:47,520 --> 01:13:49,200
Speaker 1: for her. Okay, awesome, let's do it.

1583
01:13:49,400 --> 01:13:51,240
Speaker 2: Yeah, how do you deal with it when you don't

1584
01:13:51,240 --> 01:13:53,320
Speaker 2: get what you want? And what's the right response?

1585
01:13:53,720 --> 01:13:56,960
Speaker 1: Never burn the bridge. That's a very good question that

1586
01:13:57,200 --> 01:13:59,519
Speaker 1: not a lot of people talk about. You never burn

1587
01:13:59,560 --> 01:14:02,200
Speaker 1: the bridge because a no isn't a no forever. It

1588
01:14:02,240 --> 01:14:05,960
Speaker 1: could be just maybe later, it could be you know

1589
01:14:06,000 --> 01:14:07,840
Speaker 1: a little bit of insight to where you need to

1590
01:14:07,880 --> 01:14:10,080
Speaker 1: improve a couple of things and then reask again when

1591
01:14:10,120 --> 01:14:12,840
Speaker 1: you have more leverage there. So just know that a

1592
01:14:12,920 --> 01:14:15,200
Speaker 1: no isn't forever, it's just not right now.

1593
01:14:15,439 --> 01:14:17,400
Speaker 2: Yeah. I think yeah, I think it comes back to

1594
01:14:17,760 --> 01:14:19,840
Speaker 2: what we've been talking about this whole conversation, where it's

1595
01:14:19,840 --> 01:14:23,160
Speaker 2: like when you deal with rejection badly. It starts to

1596
01:14:23,200 --> 01:14:26,280
Speaker 2: affect everything because then you're like, you know, it could

1597
01:14:26,320 --> 01:14:29,439
Speaker 2: go in multiple ways. You're like shrinking yourself. Your mood's

1598
01:14:29,479 --> 01:14:31,840
Speaker 2: a bit dull, you're not walking in with that smile

1599
01:14:31,880 --> 01:14:33,920
Speaker 2: and with that confidence that you had, and all of

1600
01:14:33,960 --> 01:14:37,439
Speaker 2: a sudden, it's affecting everything. Yeah, for sure, It's crazy

1601
01:14:37,520 --> 01:14:40,480
Speaker 2: how quickly we kind of shut the door on ourselves.

1602
01:14:40,600 --> 01:14:42,479
Speaker 2: What about if you're going to interview for a job

1603
01:14:42,520 --> 01:14:45,439
Speaker 2: for the first time, So what an interview is looking

1604
01:14:45,439 --> 01:14:47,240
Speaker 2: for when you're interviewing for a job.

1605
01:14:47,160 --> 01:14:49,320
Speaker 1: Right, So they're looking for people that are boughten on

1606
01:14:49,360 --> 01:14:52,360
Speaker 1: the long term vision exactly. But also they're looking for

1607
01:14:52,400 --> 01:14:55,640
Speaker 1: people that ask really good questions that show that you

1608
01:14:55,800 --> 01:14:57,960
Speaker 1: kind of know what you're doing through the questions that

1609
01:14:58,000 --> 01:14:59,880
Speaker 1: you ask. So, for example, if you want to be

1610
01:15:00,280 --> 01:15:02,680
Speaker 1: a remote closer and you get on an interview with

1611
01:15:02,720 --> 01:15:05,160
Speaker 1: someone and they're like, so what made you apply, and

1612
01:15:05,200 --> 01:15:08,160
Speaker 1: you're like, I just really want to make more money.

1613
01:15:08,760 --> 01:15:11,120
Speaker 1: I just want sales experience. What is that that's all

1614
01:15:11,120 --> 01:15:14,720
Speaker 1: about me? Nobody cares about what you want, right, They

1615
01:15:14,760 --> 01:15:16,400
Speaker 1: care about what you can do for them in the

1616
01:15:16,439 --> 01:15:20,800
Speaker 1: context of the situation. So it's you know, instead of Oh,

1617
01:15:20,840 --> 01:15:22,800
Speaker 1: I really want to make money blah blah blah, it's hey,

1618
01:15:22,920 --> 01:15:26,280
Speaker 1: I've been following X creator, X mentor for so long.

1619
01:15:26,640 --> 01:15:28,680
Speaker 1: I have this sales background, and I would I've been

1620
01:15:28,720 --> 01:15:30,920
Speaker 1: closing for other offers, right, but I would love to

1621
01:15:30,960 --> 01:15:33,200
Speaker 1: close for her offer because I have true conviction what

1622
01:15:33,240 --> 01:15:35,040
Speaker 1: she's selling and I want to help you guys grow

1623
01:15:35,120 --> 01:15:39,479
Speaker 1: your business. So it's all about making the game plan clear,

1624
01:15:39,520 --> 01:15:41,880
Speaker 1: but also using the leverage points of the other person,

1625
01:15:42,000 --> 01:15:42,720
Speaker 1: not yourself.

1626
01:15:43,560 --> 01:15:46,280
Speaker 2: Yeah. Absolutely, I think the amount of people that interview

1627
01:15:47,080 --> 01:15:50,040
Speaker 2: these days and they don't have that entitlement, it's it's

1628
01:15:50,200 --> 01:15:53,120
Speaker 2: it's yeah. The answer is just it shocks you sometimes,

1629
01:15:53,200 --> 01:15:56,280
Speaker 2: you like, like someone, I've interviewed people and they've said

1630
01:15:56,280 --> 01:15:59,080
Speaker 2: things to me like yeah, I just didn't like what

1631
01:15:59,120 --> 01:16:04,080
Speaker 2: I was doing right, And it's like, cool, that's fair.

1632
01:16:04,680 --> 01:16:07,599
Speaker 2: I get it. I've not liked sating jobs that I have, right,

1633
01:16:07,720 --> 01:16:08,960
Speaker 2: But like, you don't want to be here.

1634
01:16:09,400 --> 01:16:12,200
Speaker 1: You want to come off as someone that is ready

1635
01:16:12,240 --> 01:16:14,719
Speaker 1: to do the most, ready to go above and beyond,

1636
01:16:14,760 --> 01:16:16,880
Speaker 1: and doesn't just see it as a position. Because from

1637
01:16:16,880 --> 01:16:19,760
Speaker 1: an employer's perspective, we don't want someone who just wants

1638
01:16:19,800 --> 01:16:21,920
Speaker 1: to show up and do the bare minimum. We want

1639
01:16:21,960 --> 01:16:24,760
Speaker 1: someone who sees the value so much in themselves and

1640
01:16:24,800 --> 01:16:26,880
Speaker 1: takes pride in their work and is boughten on the

1641
01:16:26,920 --> 01:16:29,360
Speaker 1: long term vision. So if you embody that you should

1642
01:16:29,400 --> 01:16:32,240
Speaker 1: be good to go for an interview and asking questions

1643
01:16:32,280 --> 01:16:35,240
Speaker 1: that relate to you know, the business, you know, what's

1644
01:16:35,280 --> 01:16:38,360
Speaker 1: your guys's close rate, what's your guys's lead flow, like,

1645
01:16:38,600 --> 01:16:41,320
Speaker 1: tell me about the offer. When you make the interviewer

1646
01:16:41,800 --> 01:16:45,120
Speaker 1: sell themselves on why you should work for them, you

1647
01:16:45,160 --> 01:16:49,320
Speaker 1: want in that sales it's taking a step back and saying, well,

1648
01:16:49,360 --> 01:16:51,479
Speaker 1: I mean, I'm interviewing for a few positions, but I

1649
01:16:51,560 --> 01:16:53,200
Speaker 1: just wanted to know a little bit more about how

1650
01:16:53,200 --> 01:16:55,400
Speaker 1: you guys do this, what your process is like, what

1651
01:16:55,400 --> 01:16:56,880
Speaker 1: it would look like if I did get hired, what

1652
01:16:56,920 --> 01:16:58,439
Speaker 1: your salary is like, and then I can come back

1653
01:16:58,479 --> 01:16:59,240
Speaker 1: to you with the decision.

1654
01:16:59,360 --> 01:17:00,920
Speaker 2: Yeah, And I think I think there's a lot of

1655
01:17:00,960 --> 01:17:04,200
Speaker 2: test of your worth too, Like, for example, if you're

1656
01:17:04,200 --> 01:17:06,040
Speaker 2: going to be confident enough to say I've got these

1657
01:17:06,040 --> 01:17:08,639
Speaker 2: offices and I'm doing that, you better back it up

1658
01:17:08,680 --> 01:17:11,280
Speaker 2: because that person may also just go, yeah, good for you,

1659
01:17:11,360 --> 01:17:13,479
Speaker 2: like we don't need you either. And I feel like

1660
01:17:13,560 --> 01:17:17,080
Speaker 2: sometimes it's if it's all a story, then it doesn't

1661
01:17:17,080 --> 01:17:19,680
Speaker 2: always play well. Like I find like even like I

1662
01:17:19,720 --> 01:17:22,200
Speaker 2: do a lot of corporate coaching work. That's that's where

1663
01:17:22,200 --> 01:17:25,280
Speaker 2: most of our coaching is in me working with large organizations.

1664
01:17:25,800 --> 01:17:29,240
Speaker 2: And I have there's a few experiences that I had

1665
01:17:29,240 --> 01:17:30,719
Speaker 2: the first time I had an experience when I first

1666
01:17:30,720 --> 01:17:33,479
Speaker 2: began this was like maybe I don't know, like ten

1667
01:17:33,560 --> 01:17:36,920
Speaker 2: years ago, maybe even twelve years ago before before the brand,

1668
01:17:36,960 --> 01:17:40,080
Speaker 2: and so maybe even longer. And I remember being in

1669
01:17:40,080 --> 01:17:43,519
Speaker 2: an office and I asked all the questions, and before

1670
01:17:43,560 --> 01:17:45,519
Speaker 2: I was about to give my solution to their problem,

1671
01:17:45,840 --> 01:17:49,000
Speaker 2: I realized that my solution did solve their problem. And

1672
01:17:49,040 --> 01:17:53,439
Speaker 2: so I'm just going, yeah, all right, great, thank you,

1673
01:17:53,479 --> 01:17:55,680
Speaker 2: And I walked down, thank you so much, like I

1674
01:17:55,720 --> 01:17:57,479
Speaker 2: just want to be honest with you. I don't think

1675
01:17:57,479 --> 01:17:59,760
Speaker 2: I have what you need, but really grateful and I

1676
01:17:59,760 --> 01:18:02,840
Speaker 2: hope you can get this conversation open. Fast forward five

1677
01:18:02,920 --> 01:18:05,000
Speaker 2: years from that point, I went back and started a

1678
01:18:05,000 --> 01:18:07,200
Speaker 2: really great contract to this client. There is because they

1679
01:18:07,200 --> 01:18:09,479
Speaker 2: can see the honesty too. Like when I was I

1680
01:18:09,520 --> 01:18:10,720
Speaker 2: was happy to be like, guys, you know what, I

1681
01:18:10,720 --> 01:18:12,639
Speaker 2: actually I don't have anything you need, but I will

1682
01:18:12,640 --> 01:18:13,800
Speaker 2: come back exactly.

1683
01:18:13,840 --> 01:18:16,800
Speaker 1: And that's ethical sales because you can sell someone and

1684
01:18:16,840 --> 01:18:19,400
Speaker 1: then walk away from the conversation and both of you

1685
01:18:19,400 --> 01:18:21,240
Speaker 1: guys don't feel good about it, and that doesn't do

1686
01:18:21,360 --> 01:18:24,599
Speaker 1: any good at all. So it's like, when you sell

1687
01:18:24,640 --> 01:18:26,760
Speaker 1: someone or when you apply for an interview and you

1688
01:18:26,800 --> 01:18:29,519
Speaker 1: are really trying to sell yourself, do you genuinely believe

1689
01:18:29,560 --> 01:18:32,320
Speaker 1: that you can provide this business value? Because that doesn't

1690
01:18:32,360 --> 01:18:33,800
Speaker 1: just come off in the words that you say. That

1691
01:18:33,840 --> 01:18:35,840
Speaker 1: comes off in your energy. And I'm sure you could

1692
01:18:35,840 --> 01:18:37,760
Speaker 1: feel like when you kind of felt like, oh I

1693
01:18:37,840 --> 01:18:41,000
Speaker 1: might not be ready for this right now, your energy

1694
01:18:41,080 --> 01:18:42,760
Speaker 1: was probably like, oh way, I don't know what I

1695
01:18:42,800 --> 01:18:45,680
Speaker 1: got reselved into. But that's why you really need to

1696
01:18:45,720 --> 01:18:48,400
Speaker 1: build the data points in order to have conviction yourself

1697
01:18:48,479 --> 01:18:50,920
Speaker 1: or whatever you're selling, in order to show up that

1698
01:18:50,960 --> 01:18:54,120
Speaker 1: way and like energetically be like I'm here, I deserve this,

1699
01:18:54,200 --> 01:18:57,920
Speaker 1: Like let's go cancel all the other interviews because I'm

1700
01:18:57,960 --> 01:19:00,559
Speaker 1: your person. And until then, I like how you just

1701
01:19:00,720 --> 01:19:02,880
Speaker 1: kept the bridge open, you didn't burn it.

1702
01:19:02,800 --> 01:19:05,280
Speaker 2: And it worked out. And I've had that with so

1703
01:19:05,400 --> 01:19:07,800
Speaker 2: many things that we're doing right now where I got

1704
01:19:07,800 --> 01:19:11,000
Speaker 2: rejected from something seven years ago and this year it

1705
01:19:11,040 --> 01:19:13,880
Speaker 2: will become one of the most exciting parts of our business.

1706
01:19:14,000 --> 01:19:17,160
Speaker 2: And it's like there's just seven years of relearning patients

1707
01:19:17,240 --> 01:19:20,479
Speaker 2: figuring it out, for developing new skills. And I just

1708
01:19:20,520 --> 01:19:23,280
Speaker 2: think that long game is so healthy for everyone to

1709
01:19:23,360 --> 01:19:26,479
Speaker 2: always play, because your current employer may write your reference

1710
01:19:26,520 --> 01:19:29,160
Speaker 2: one day. Your current employer maybe end up being one

1711
01:19:29,160 --> 01:19:31,559
Speaker 2: of your biggest clients for sure, Like you just have

1712
01:19:31,640 --> 01:19:33,879
Speaker 2: no idea, Like I worked at a company called Accentua,

1713
01:19:34,479 --> 01:19:36,680
Speaker 2: and Accentua was a place that invited me back to

1714
01:19:36,720 --> 01:19:39,160
Speaker 2: do so many keynotes when my career took off. But

1715
01:19:39,160 --> 01:19:41,200
Speaker 2: if I hadn't had a good relationship with them, sure

1716
01:19:41,200 --> 01:19:44,880
Speaker 2: were left on good terms to your point of burning again, Well,

1717
01:19:44,920 --> 01:19:47,120
Speaker 2: then that wouldn't have been the case exactly. And I

1718
01:19:47,160 --> 01:19:50,000
Speaker 2: feel like there's too much shortsightedness now because we think

1719
01:19:50,000 --> 01:19:52,439
Speaker 2: there's lots of opportunities, but at the top, everyone knows

1720
01:19:52,479 --> 01:19:53,720
Speaker 2: each other exactly.

1721
01:19:53,800 --> 01:19:56,000
Speaker 1: But I think what you're saying is exactly what someone

1722
01:19:56,040 --> 01:19:58,439
Speaker 1: listening should take away from it, which is it's not

1723
01:19:58,560 --> 01:20:00,679
Speaker 1: a yes or no, it's a yes or a lesson.

1724
01:20:01,160 --> 01:20:04,479
Speaker 1: And so sometimes the lessons are more valuable than if

1725
01:20:04,520 --> 01:20:07,320
Speaker 1: you got that contractor you got that client years ago

1726
01:20:07,720 --> 01:20:10,200
Speaker 1: because the lesson taught you to never walk into a

1727
01:20:10,240 --> 01:20:13,320
Speaker 1: situation like that again. And so sometimes that lesson can

1728
01:20:13,360 --> 01:20:15,320
Speaker 1: be way more valuable than getting what you want in

1729
01:20:15,320 --> 01:20:15,719
Speaker 1: the moment.

1730
01:20:32,320 --> 01:20:33,880
Speaker 2: A couple more of these before we get to the

1731
01:20:33,880 --> 01:20:36,519
Speaker 2: final five. This one's great. What's the right way to

1732
01:20:36,560 --> 01:20:40,200
Speaker 2: talk about your strengths without over selling or apologizing?

1733
01:20:41,080 --> 01:20:43,840
Speaker 1: So I like to sprinkle in You can call them

1734
01:20:43,880 --> 01:20:47,679
Speaker 1: testimonials or like subtle ways to flex. Right, I subtly

1735
01:20:47,680 --> 01:20:50,320
Speaker 1: threw it in there, but then extrapolated a lesson from

1736
01:20:50,360 --> 01:20:53,679
Speaker 1: it that pertains to the other person. Because people don't

1737
01:20:53,680 --> 01:20:56,160
Speaker 1: care about your flex, they care about what your flex

1738
01:20:56,160 --> 01:20:58,559
Speaker 1: can do for them, So you can use it, but

1739
01:20:58,680 --> 01:21:01,360
Speaker 1: use it as a lesson in order to provide value

1740
01:21:01,439 --> 01:21:02,160
Speaker 1: to somebody else.

1741
01:21:02,520 --> 01:21:06,160
Speaker 2: Ego just always is such a turn off. Like I

1742
01:21:06,240 --> 01:21:09,360
Speaker 2: don't know, I generally just I struggle so much when

1743
01:21:09,400 --> 01:21:12,160
Speaker 2: someone I feel is egotistical. And the way I think

1744
01:21:12,200 --> 01:21:16,479
Speaker 2: about the difference between confidence and ego is evidence and reflection.

1745
01:21:17,240 --> 01:21:19,360
Speaker 2: So it's like, if someone can give me evidence and

1746
01:21:19,400 --> 01:21:21,639
Speaker 2: they can reflect on the evidence to prove that it's

1747
01:21:22,080 --> 01:21:24,479
Speaker 2: real experience, Now it doesn't feel like a name drop

1748
01:21:24,840 --> 01:21:27,439
Speaker 2: it doesn't feel like a number drop, which just feels

1749
01:21:27,479 --> 01:21:29,519
Speaker 2: like it's big dissasiyay.

1750
01:21:29,040 --> 01:21:31,760
Speaker 1: When people name drop, it's my least favorite thing. When

1751
01:21:31,800 --> 01:21:35,719
Speaker 1: somebody name drops or says, you know all these different numbers,

1752
01:21:36,080 --> 01:21:39,080
Speaker 1: it is a literal indicator that they probably don't have

1753
01:21:39,160 --> 01:21:40,760
Speaker 1: the skills in order to do what I need them

1754
01:21:40,760 --> 01:21:43,280
Speaker 1: to do because they feel like they have to name

1755
01:21:43,360 --> 01:21:44,920
Speaker 1: drop or they feel like they have to, you know,

1756
01:21:44,960 --> 01:21:47,439
Speaker 1: show their numbers. I would also challenge that though, because

1757
01:21:47,439 --> 01:21:51,920
Speaker 1: it is a very fine line with when you're new

1758
01:21:52,000 --> 01:21:54,439
Speaker 1: to a space, there's a lot of people that might

1759
01:21:54,479 --> 01:21:57,120
Speaker 1: not know who you are. So sometimes you know, the

1760
01:21:57,160 --> 01:21:59,760
Speaker 1: numbers that you've done for a company, or your experience

1761
01:22:00,320 --> 01:22:05,280
Speaker 1: will speak volumes and so nobody's gonna you know, sell

1762
01:22:05,320 --> 01:22:08,639
Speaker 1: yourself like you will. So sometimes it's a fine line

1763
01:22:08,640 --> 01:22:10,519
Speaker 1: of not having ego, but it's also a line of

1764
01:22:10,560 --> 01:22:14,320
Speaker 1: like being loud about your accomplishments when they are valid,

1765
01:22:15,000 --> 01:22:17,799
Speaker 1: and like shouting it from the rooftops because you deserved

1766
01:22:17,800 --> 01:22:19,360
Speaker 1: it if you worked for it. But it is a

1767
01:22:19,479 --> 01:22:20,360
Speaker 1: very fine line.

1768
01:22:20,800 --> 01:22:25,799
Speaker 2: Yeah, which sales call or sales deal challenged you the most?

1769
01:22:26,040 --> 01:22:31,360
Speaker 1: Oh, that's a great question. Okay, So I was talking

1770
01:22:31,560 --> 01:22:36,599
Speaker 1: to I was talking to a gay guy. Okay, love

1771
01:22:36,720 --> 01:22:40,479
Speaker 1: talking to gay guys. So fun like it was very girls,

1772
01:22:40,520 --> 01:22:43,639
Speaker 1: girl of vibe energy. He was awesome, Okay. He keeps

1773
01:22:43,640 --> 01:22:46,280
Speaker 1: giving me the spouse objection. I keep rolling it. Blah

1774
01:22:46,320 --> 01:22:50,320
Speaker 1: blah blah. Keeps giving me the spouse objection. I'm like, okay, fine,

1775
01:22:50,320 --> 01:22:53,599
Speaker 1: we keep rolling it. Then his spouse walks in the frame,

1776
01:22:53,880 --> 01:22:56,599
Speaker 1: sits down. I'm talking to spouse and spouse again, okay.

1777
01:22:56,840 --> 01:22:58,599
Speaker 1: So I'm like, okay, awesome. Now I know the other

1778
01:22:58,640 --> 01:23:01,360
Speaker 1: spouse is the decision maker. Kind of turn the attention

1779
01:23:01,800 --> 01:23:03,879
Speaker 1: of the sale towards him because I know the decision

1780
01:23:03,920 --> 01:23:05,840
Speaker 1: lies in his hands, right, that's what you need to do.

1781
01:23:06,800 --> 01:23:08,880
Speaker 1: Then I'm talking to him. He goes, I need to

1782
01:23:08,880 --> 01:23:12,000
Speaker 1: talk to my husband. So I look at this guy

1783
01:23:12,000 --> 01:23:15,559
Speaker 1: and I'm like, you, brat, I thought you, you know,

1784
01:23:15,640 --> 01:23:17,160
Speaker 1: I thought it was him, not you, Like we could

1785
01:23:17,200 --> 01:23:18,800
Speaker 1: have had this done a long time ago. Like what's

1786
01:23:18,840 --> 01:23:21,679
Speaker 1: the issue. And so I, you know, direct to him.

1787
01:23:22,000 --> 01:23:23,840
Speaker 1: He says, I need to talk to my husband. I

1788
01:23:23,920 --> 01:23:26,720
Speaker 1: redirect to him. He goes, no, I really need to

1789
01:23:26,720 --> 01:23:30,040
Speaker 1: talk to my husband. He's not here right now, And

1790
01:23:30,120 --> 01:23:35,439
Speaker 1: I go, is there three of you? No? No, it

1791
01:23:35,600 --> 01:23:37,720
Speaker 1: was a gay thrupple. But let me tell you the

1792
01:23:37,760 --> 01:23:40,880
Speaker 1: way that I closed the deal, I sincere close them

1793
01:23:40,920 --> 01:23:45,120
Speaker 1: and I go, you, guys, this is one for the books.

1794
01:23:45,120 --> 01:23:47,760
Speaker 1: I was like, I've never been in this situation, and

1795
01:23:47,880 --> 01:23:50,160
Speaker 1: you guys are gonna use someone probably the next person

1796
01:23:50,160 --> 01:23:51,559
Speaker 1: that comes up. You're gonna have to buy something at

1797
01:23:51,560 --> 01:23:53,800
Speaker 1: some point because you do have some issues. I want

1798
01:23:53,840 --> 01:23:56,160
Speaker 1: that person to be me. I've never sold a throuble

1799
01:23:56,200 --> 01:23:58,800
Speaker 1: before in my life. Like, I would die to be

1800
01:23:58,840 --> 01:24:01,439
Speaker 1: able to go tell my bost my coworkers that I

1801
01:24:01,560 --> 01:24:03,760
Speaker 1: just had this experience. Would you guys please allow me

1802
01:24:04,320 --> 01:24:06,519
Speaker 1: just the glory of having, you know, my first thrup

1803
01:24:06,600 --> 01:24:08,640
Speaker 1: will sale. And they still send me Christmas cards to

1804
01:24:08,680 --> 01:24:12,519
Speaker 1: this Day's kind of a funny sale. But I was

1805
01:24:12,600 --> 01:24:15,040
Speaker 1: so backwards. I was mad at them because I was like,

1806
01:24:15,120 --> 01:24:17,000
Speaker 1: I thought you were the decision, but it's you, But

1807
01:24:17,040 --> 01:24:19,600
Speaker 1: it's you, but it's you. Wait, they're not here with

1808
01:24:19,680 --> 01:24:25,040
Speaker 1: that incredible It was pretty creative. I was actually speechless.

1809
01:24:26,040 --> 01:24:28,519
Speaker 2: You're pretty much prepared, like because obviously that's something you'd

1810
01:24:28,520 --> 01:24:32,559
Speaker 2: never be careful. You're pretty much prepared, oh yeah, for

1811
01:24:32,640 --> 01:24:34,800
Speaker 2: any direction it can go. And when you're training people.

1812
01:24:34,840 --> 01:24:38,519
Speaker 2: You're training them in sales, training for every scenario possible.

1813
01:24:38,640 --> 01:24:40,720
Speaker 1: That yeah, so you have to train like things are

1814
01:24:40,800 --> 01:24:42,919
Speaker 1: going to go wrong. You have to train for payments

1815
01:24:42,960 --> 01:24:45,680
Speaker 1: link payment links not working, you have to train for

1816
01:24:45,760 --> 01:24:49,360
Speaker 1: your zoom maybe crashing. You have to train for different objections,

1817
01:24:50,000 --> 01:24:53,360
Speaker 1: different scenarios, if they need to call their bank, like

1818
01:24:53,439 --> 01:24:56,080
Speaker 1: different things. You just need to preempt them rather than

1819
01:24:56,160 --> 01:24:59,040
Speaker 1: waiting for some monstrosity to happen and then you attack it.

1820
01:24:59,080 --> 01:25:02,040
Speaker 1: Then in there like you always need to preempt every

1821
01:25:02,080 --> 01:25:04,760
Speaker 1: sort of objection, and so then the follow up question

1822
01:25:04,800 --> 01:25:08,640
Speaker 1: is probably like how do you preempt objections? Well, you

1823
01:25:08,800 --> 01:25:11,280
Speaker 1: kind of get key indicators from someone you're talking about.

1824
01:25:11,360 --> 01:25:13,400
Speaker 1: So if I'm talking to a girl, we'll call her Stacy,

1825
01:25:13,600 --> 01:25:15,960
Speaker 1: and Stacy's wearing like a fat rock on her finger.

1826
01:25:16,720 --> 01:25:20,439
Speaker 1: I know Stacy's married, right, So later on into the call,

1827
01:25:20,680 --> 01:25:23,760
Speaker 1: she might give me the spouse objection, or she might

1828
01:25:23,760 --> 01:25:27,920
Speaker 1: be saying words like we when we did this us Okay,

1829
01:25:27,960 --> 01:25:30,080
Speaker 1: there's probably someone else in the picture that's not on

1830
01:25:30,120 --> 01:25:33,200
Speaker 1: the call. I might ask Stacy like, have you ever

1831
01:25:33,240 --> 01:25:35,360
Speaker 1: signed up for something like this in the past, And

1832
01:25:35,400 --> 01:25:37,160
Speaker 1: if she did, okay, were you the one that made

1833
01:25:37,200 --> 01:25:38,960
Speaker 1: the decision or is there anyone else you know in

1834
01:25:39,000 --> 01:25:41,240
Speaker 1: the picture for that. If there is anyone else in

1835
01:25:41,280 --> 01:25:42,679
Speaker 1: the picture, you got to get them on the call.

1836
01:25:42,920 --> 01:25:46,240
Speaker 1: But if not easy, you just preempted the objection. So

1837
01:25:46,280 --> 01:25:50,080
Speaker 1: you always plan for things. And that's just that's how

1838
01:25:50,120 --> 01:25:52,920
Speaker 1: a well funneled sale works. Everybody thinks that sales is

1839
01:25:52,960 --> 01:25:56,000
Speaker 1: overcoming every objection in the book ten times over with

1840
01:25:56,080 --> 01:25:59,880
Speaker 1: every client. It's not. It's just creating a trusted by

1841
01:26:00,160 --> 01:26:04,120
Speaker 1: atmosphere and true rapport with someone and just a good

1842
01:26:04,520 --> 01:26:07,120
Speaker 1: energy around the sale that makes it so easy for

1843
01:26:07,200 --> 01:26:08,200
Speaker 1: someone to say.

1844
01:26:08,040 --> 01:26:11,240
Speaker 2: Us, Yeah, why do you think we're all so like

1845
01:26:11,360 --> 01:26:14,960
Speaker 2: ready to save up for a month to buy a bag,

1846
01:26:15,800 --> 01:26:18,200
Speaker 2: but struggle to invest in ourselves.

1847
01:26:18,240 --> 01:26:20,960
Speaker 1: Right, it's because you're worried about what everybody else thinks.

1848
01:26:22,080 --> 01:26:25,240
Speaker 1: You're shifting perception from how do I feel about myself

1849
01:26:25,479 --> 01:26:28,439
Speaker 1: to how do other people feel about me? Because buying

1850
01:26:28,439 --> 01:26:30,240
Speaker 1: a bag, I mean, if you want to buy a bag,

1851
01:26:30,320 --> 01:26:32,080
Speaker 1: you can do that, right, like if it makes you

1852
01:26:32,120 --> 01:26:34,200
Speaker 1: feel good, like I love buying designer, like if it

1853
01:26:34,200 --> 01:26:36,599
Speaker 1: makes you feel good. But buying it just for other

1854
01:26:36,680 --> 01:26:39,400
Speaker 1: people when you have other priorities is where it becomes

1855
01:26:39,439 --> 01:26:42,559
Speaker 1: an issue, like I never bought designer until maybe like

1856
01:26:42,600 --> 01:26:45,559
Speaker 1: a year ago, even though I could. It's just I

1857
01:26:45,600 --> 01:26:47,439
Speaker 1: had so many other things I wanted to check off.

1858
01:26:47,760 --> 01:26:51,560
Speaker 1: I wanted to do rental properties, networking events, hire mentors,

1859
01:26:52,280 --> 01:26:54,639
Speaker 1: move like. There were so many other things that mattered

1860
01:26:54,640 --> 01:26:58,160
Speaker 1: to me more than just worrying about other people's perceptions.

1861
01:26:58,439 --> 01:27:02,080
Speaker 1: Because nobody's really thinking about you as much as you think.

1862
01:27:02,840 --> 01:27:06,080
Speaker 1: It's a there's a metaphor. It's called like the invisible

1863
01:27:06,080 --> 01:27:07,960
Speaker 1: guest at a wedding. Like you show up to a

1864
01:27:07,960 --> 01:27:09,720
Speaker 1: wedding and you want your hair to be perfect. You're

1865
01:27:09,720 --> 01:27:11,640
Speaker 1: worried about what dress to wear, You're worried about the

1866
01:27:11,640 --> 01:27:15,519
Speaker 1: conversations that you're having with people when everybody's thinking that, yeah,

1867
01:27:15,520 --> 01:27:17,479
Speaker 1: and you'll probably never see a lot of these people again.

1868
01:27:17,520 --> 01:27:20,559
Speaker 1: So you're so in your head, but so is everybody else,

1869
01:27:20,920 --> 01:27:24,640
Speaker 1: And so in somebody else's perception, you are just the

1870
01:27:24,680 --> 01:27:28,479
Speaker 1: invisible wedding guest. They won't remember you, So why worry

1871
01:27:28,479 --> 01:27:31,000
Speaker 1: about If every single word is going to be perfect,

1872
01:27:31,560 --> 01:27:34,519
Speaker 1: and you can carry that into everything In sales, nobody

1873
01:27:34,560 --> 01:27:37,200
Speaker 1: knows what you're supposed to say. They don't know your script.

1874
01:27:37,520 --> 01:27:39,040
Speaker 1: If you mess up, you just roll with it. You

1875
01:27:39,120 --> 01:27:42,320
Speaker 1: keep going like this podcast, I don't want to be perfect.

1876
01:27:42,360 --> 01:27:44,680
Speaker 1: If I was perfect, I would be AI and I

1877
01:27:44,680 --> 01:27:47,439
Speaker 1: wouldn't be relatable to people. So just know that, you

1878
01:27:47,479 --> 01:27:50,760
Speaker 1: know some sort of respect of I don't have to

1879
01:27:50,760 --> 01:27:53,800
Speaker 1: be perfect. In fact, it's better if I'm not perfect.

1880
01:27:54,439 --> 01:27:56,160
Speaker 1: That is what makes you human, and that is what

1881
01:27:56,200 --> 01:27:58,479
Speaker 1: makes your story so amazing to inspire other people.

1882
01:27:58,680 --> 01:28:02,560
Speaker 2: Yeah. Absolutely absolute. And also I just feel like, I

1883
01:28:02,600 --> 01:28:04,920
Speaker 2: guess what I was getting at was this idea of

1884
01:28:06,200 --> 01:28:08,600
Speaker 2: we don't even know we're being sold by most of

1885
01:28:08,600 --> 01:28:11,599
Speaker 2: the people that are selling to us, Like there are

1886
01:28:11,600 --> 01:28:15,120
Speaker 2: just certain life choices we feel we made independently, but

1887
01:28:15,320 --> 01:28:17,400
Speaker 2: we were all sold on what it meant.

1888
01:28:17,680 --> 01:28:18,160
Speaker 1: Oh yeah.

1889
01:28:18,240 --> 01:28:21,439
Speaker 2: And but when it comes to investing in ourselves, building

1890
01:28:21,439 --> 01:28:25,639
Speaker 2: our skills, learning, it's almost like we're scared to part

1891
01:28:25,680 --> 01:28:28,240
Speaker 2: with our hard end money because it feels in some

1892
01:28:28,320 --> 01:28:29,479
Speaker 2: way like we're being sold to.

1893
01:28:29,800 --> 01:28:32,880
Speaker 1: Well, investing into yourself is one of the most freeing

1894
01:28:32,880 --> 01:28:34,679
Speaker 1: things that you can do if it's something that will

1895
01:28:34,680 --> 01:28:36,639
Speaker 1: give you an ROI. There's obviously a lot of things

1896
01:28:36,680 --> 01:28:39,479
Speaker 1: that you probably shouldn't invest into, but if you have

1897
01:28:39,560 --> 01:28:42,879
Speaker 1: a clear goal, you should feel super confident in investing

1898
01:28:42,880 --> 01:28:46,879
Speaker 1: in yourself if it qualifies for ROI return on investment,

1899
01:28:47,120 --> 01:28:49,840
Speaker 1: if you can be super clear about if I put

1900
01:28:50,160 --> 01:28:52,679
Speaker 1: this amount of money in, what will I get out

1901
01:28:52,760 --> 01:28:55,160
Speaker 1: and what doors will that unlock for me? If you

1902
01:28:55,200 --> 01:28:58,280
Speaker 1: can feel good about that give and take, then you

1903
01:28:58,280 --> 01:29:01,000
Speaker 1: should make the decision for yourself. And I think the

1904
01:29:01,080 --> 01:29:03,240
Speaker 1: tables are kind of turning in a lot of ways

1905
01:29:03,280 --> 01:29:06,080
Speaker 1: with younger people because I think a lot of people

1906
01:29:06,120 --> 01:29:09,120
Speaker 1: love investing in themselves. They love buying an outfit to

1907
01:29:09,160 --> 01:29:10,880
Speaker 1: wear to an interview because it makes them feel a

1908
01:29:10,880 --> 01:29:13,439
Speaker 1: little bit more confident. Like I think we're kind of

1909
01:29:13,479 --> 01:29:16,800
Speaker 1: shifting away from, you know, the stigma around oh, you

1910
01:29:16,800 --> 01:29:20,040
Speaker 1: shouldn't spend money on yourself, right, I think we're shifting

1911
01:29:20,040 --> 01:29:22,200
Speaker 1: away from that. So I'm very happy for that era.

1912
01:29:22,560 --> 01:29:25,799
Speaker 2: Yeah, absolutely, Shelby, You're awesome. This is so much fun.

1913
01:29:26,520 --> 01:29:28,880
Speaker 2: I learned so much. I think my audience learned so much.

1914
01:29:28,920 --> 01:29:31,080
Speaker 2: And I know, like you just said, you just recorded

1915
01:29:31,120 --> 01:29:34,040
Speaker 2: a six hour sales training for free for YouTube. So

1916
01:29:34,040 --> 01:29:36,519
Speaker 2: I'm excited for people to go subscribe to you channels,

1917
01:29:36,560 --> 01:29:39,840
Speaker 2: follow you on Instagram, on YouTube, everywhere else. We end

1918
01:29:39,880 --> 01:29:42,320
Speaker 2: every episode of On Purpose with a final five. These

1919
01:29:42,360 --> 01:29:45,719
Speaker 2: have to be answered in one word or one sentence maximum. Okay,

1920
01:29:46,000 --> 01:29:49,400
Speaker 2: so Shelby, these are your final five. Question Number one,

1921
01:29:49,439 --> 01:29:52,160
Speaker 2: what is the best advice you've ever heard or received?

1922
01:29:52,520 --> 01:29:55,880
Speaker 1: To go as fast as possible, never slow down.

1923
01:29:56,800 --> 01:29:58,040
Speaker 2: I like that. No one's ever said that.

1924
01:29:58,320 --> 01:30:03,439
Speaker 1: I can't elaborate, you can go. Everybody always says, you know,

1925
01:30:04,920 --> 01:30:09,000
Speaker 1: take it slow, you have time, you deserve a break,

1926
01:30:09,160 --> 01:30:14,160
Speaker 1: like just chill, when in reality you don't. You literally

1927
01:30:14,200 --> 01:30:18,160
Speaker 1: have no time. There is urgency. You need to use

1928
01:30:18,240 --> 01:30:22,479
Speaker 1: every single waking moment to strategize what you want out

1929
01:30:22,520 --> 01:30:24,599
Speaker 1: of this life, and then as soon as you're clear

1930
01:30:24,640 --> 01:30:27,960
Speaker 1: on it, work yourself backwards. And the cool thing is

1931
01:30:28,000 --> 01:30:30,640
Speaker 1: when you're clear on your goal, that urgency does kick in.

1932
01:30:30,720 --> 01:30:32,479
Speaker 1: If you're like, I don't have the urgency. When you

1933
01:30:32,560 --> 01:30:35,160
Speaker 1: know exactly what you want, the urgency kicks in because

1934
01:30:35,160 --> 01:30:37,640
Speaker 1: you're like, well, how fast can I get there? And

1935
01:30:37,720 --> 01:30:40,679
Speaker 1: don't go with other people's timelines. Just because some people

1936
01:30:40,720 --> 01:30:43,160
Speaker 1: have what you want by forty five doesn't mean you

1937
01:30:43,160 --> 01:30:44,599
Speaker 1: have to wait till you're forty five to have it.

1938
01:30:44,960 --> 01:30:46,920
Speaker 1: You can literally give it to yourself now if you

1939
01:30:47,000 --> 01:30:49,000
Speaker 1: just work really hard and go fast.

1940
01:30:49,400 --> 01:30:52,679
Speaker 2: Yeah. Well, said, uh, yeah, I feel like that idea

1941
01:30:52,800 --> 01:30:56,320
Speaker 2: of moving fast you will break things, but if you

1942
01:30:56,320 --> 01:30:58,320
Speaker 2: didn't move fast, you wouldn't have had the progress and

1943
01:30:58,360 --> 01:31:00,680
Speaker 2: the growth. And I can relate that I was. I

1944
01:31:00,680 --> 01:31:02,400
Speaker 2: was twenty eight when I started all of this, and

1945
01:31:02,840 --> 01:31:06,120
Speaker 2: we moved extremely fast in the last ten years. And

1946
01:31:06,240 --> 01:31:07,280
Speaker 2: when you're doing that.

1947
01:31:07,800 --> 01:31:10,280
Speaker 1: Chaotic and it's messy, but you learn as you go

1948
01:31:10,400 --> 01:31:11,439
Speaker 1: absolutely way to do it.

1949
01:31:11,479 --> 01:31:13,400
Speaker 2: Truly, and I think if we tried to go any slower,

1950
01:31:13,439 --> 01:31:17,120
Speaker 2: we wouldn't exist exactly. Yeah, I love that.

1951
01:31:17,120 --> 01:31:19,639
Speaker 1: I find the same for myself. In college, everybody told

1952
01:31:19,680 --> 01:31:21,760
Speaker 1: me to slow down or why are you doing this?

1953
01:31:21,840 --> 01:31:25,760
Speaker 1: And that, Like I got an accelerated master's degree and

1954
01:31:25,800 --> 01:31:29,040
Speaker 1: an honors finance degree, which don't use either of those.

1955
01:31:29,120 --> 01:31:31,880
Speaker 1: But again, like every single ounce of hard work that

1956
01:31:31,920 --> 01:31:34,320
Speaker 1: you put into yourself never goes to waste, right, I

1957
01:31:34,400 --> 01:31:37,640
Speaker 1: learned work ethic and whatever. But every summer that I

1958
01:31:37,720 --> 01:31:40,759
Speaker 1: was doing that, I was knocking doors selling pest control

1959
01:31:40,920 --> 01:31:43,800
Speaker 1: in Minnesota heat to strangers. So it's like I was

1960
01:31:43,840 --> 01:31:46,400
Speaker 1: going so fast. I never had a second that I

1961
01:31:46,479 --> 01:31:49,960
Speaker 1: was just bored. And maybe that comes from trauma or whatever,

1962
01:31:50,120 --> 01:31:52,640
Speaker 1: but I think that also just builds some sort of

1963
01:31:52,640 --> 01:31:55,280
Speaker 1: work ethic where you're like, there's so much urgency, like

1964
01:31:55,400 --> 01:31:58,400
Speaker 1: I need to go, Like there is nobody else that's

1965
01:31:58,479 --> 01:32:00,640
Speaker 1: going to save me right now. Nobody's gonna come in

1966
01:32:00,680 --> 01:32:03,639
Speaker 1: and build your life for you. You need to go,

1967
01:32:04,120 --> 01:32:06,920
Speaker 1: and everybody in your life is gonna tell you slow down,

1968
01:32:07,000 --> 01:32:08,960
Speaker 1: take a break. Oh you're doing so good. Why don't

1969
01:32:08,960 --> 01:32:13,360
Speaker 1: you just be happy here? It's because your speed and

1970
01:32:13,400 --> 01:32:16,479
Speaker 1: your growth makes their lack of growth and lack of

1971
01:32:16,520 --> 01:32:19,880
Speaker 1: speed feel inferior. That's the only thing it means. And

1972
01:32:19,920 --> 01:32:22,160
Speaker 1: so you're making them feel uncomfortable because of how much

1973
01:32:22,160 --> 01:32:23,960
Speaker 1: you're doing in such a short amount of time. So

1974
01:32:24,000 --> 01:32:25,960
Speaker 1: you need to be able to filter out, like what

1975
01:32:26,000 --> 01:32:28,160
Speaker 1: other people are saying about you and why they're saying that.

1976
01:32:28,560 --> 01:32:30,240
Speaker 1: Take it for face value, you know, you don't need

1977
01:32:30,280 --> 01:32:32,960
Speaker 1: to attack it, but just know, if you have goals

1978
01:32:32,960 --> 01:32:37,479
Speaker 1: and priorities, why have it take ten years, If you

1979
01:32:37,520 --> 01:32:41,160
Speaker 1: could have a take two literally, why you might as

1980
01:32:41,200 --> 01:32:44,759
Speaker 1: well do it now. And especially if like a woman's

1981
01:32:44,800 --> 01:32:49,000
Speaker 1: watching this that doesn't have kids yet, you need to

1982
01:32:49,120 --> 01:32:53,680
Speaker 1: go now. Your day is all about you, you know,

1983
01:32:53,720 --> 01:32:56,639
Speaker 1: if you don't have other kids, other people in your

1984
01:32:56,680 --> 01:33:00,000
Speaker 1: life to tend to you, have so much free time,

1985
01:33:00,120 --> 01:33:04,240
Speaker 1: time that you can put into yourself and go as

1986
01:33:04,560 --> 01:33:07,639
Speaker 1: fast as possible in speed run it because as soon

1987
01:33:07,680 --> 01:33:09,599
Speaker 1: as like, if you want to grow a family one day,

1988
01:33:09,960 --> 01:33:12,040
Speaker 1: you've got a lot of other stuff to do and

1989
01:33:12,080 --> 01:33:14,439
Speaker 1: you're probably gonna be like, damn, why didn't I do

1990
01:33:14,479 --> 01:33:16,680
Speaker 1: all this side hustle things or extra learning on the

1991
01:33:16,680 --> 01:33:19,520
Speaker 1: side when I had the free time to do so.

1992
01:33:19,520 --> 01:33:21,400
Speaker 1: So it's a very finite amount of time where you

1993
01:33:21,439 --> 01:33:24,439
Speaker 1: can go fast and you need to take advantage of it.

1994
01:33:24,680 --> 01:33:28,840
Speaker 2: Absolutely. Wow, that was That was a very motivational thank you.

1995
01:33:28,840 --> 01:33:30,120
Speaker 1: You're like, what am I going to do? Yeah?

1996
01:33:31,280 --> 01:33:34,040
Speaker 2: Yeah, I'm not even a woman, and that was I was.

1997
01:33:34,640 --> 01:33:35,599
Speaker 2: I got me right though.

1998
01:33:35,720 --> 01:33:39,040
Speaker 1: Men and women, Yeah, I know you yeah yeah.

1999
01:33:38,920 --> 01:33:43,800
Speaker 2: Yeah, no, I agree. I agree. My mentor who I

2000
01:33:44,040 --> 01:33:46,160
Speaker 2: forget how old he is now, but he was like

2001
01:33:46,680 --> 01:33:50,120
Speaker 2: good no, no, no, no, no, no, like that I

2002
01:33:50,280 --> 01:33:53,400
Speaker 2: was when I was twenty eight, he was like fifty five.

2003
01:33:53,560 --> 01:33:55,960
Speaker 2: So I'm ten years old. So he's like sixty five

2004
01:33:56,560 --> 01:33:58,519
Speaker 2: and he'st always told me. He was like, Jay, before

2005
01:33:58,560 --> 01:34:01,960
Speaker 2: you have kids, you can move two hundred for sure.

2006
01:34:02,000 --> 01:34:04,960
Speaker 2: Put your foot down on the pedal, like, do everything

2007
01:34:05,120 --> 01:34:08,320
Speaker 2: for sure. And he was absolutely right, Like, he's absolutely right,

2008
01:34:08,360 --> 01:34:10,760
Speaker 2: Like it was just for the past ten years, I've

2009
01:34:10,800 --> 01:34:12,880
Speaker 2: had my foot down on the gas. Yeah, I don't

2010
01:34:12,920 --> 01:34:14,080
Speaker 2: regret a second exactly.

2011
01:34:14,120 --> 01:34:16,720
Speaker 1: The best things you've built a foundation. You built more

2012
01:34:16,760 --> 01:34:19,280
Speaker 1: than just a foundation, but it's right you built it.

2013
01:34:19,360 --> 01:34:21,840
Speaker 1: And so now like when you are able to have kids,

2014
01:34:21,920 --> 01:34:24,280
Speaker 1: you can like enjoy that and be a little bit

2015
01:34:24,280 --> 01:34:26,880
Speaker 1: more present and not have to work out of survival.

2016
01:34:27,120 --> 01:34:30,600
Speaker 2: Yeah. Question number two, what is the worst advice you

2017
01:34:30,680 --> 01:34:31,639
Speaker 2: ever had or received?

2018
01:34:32,120 --> 01:34:36,920
Speaker 1: Finish your master's program? Yeah, I got a master's degree

2019
01:34:36,960 --> 01:34:37,599
Speaker 1: by twenty two.

2020
01:34:37,720 --> 01:34:38,439
Speaker 2: What was your muster?

2021
01:34:38,479 --> 01:34:39,280
Speaker 1: Is it business?

2022
01:34:39,479 --> 01:34:39,719
Speaker 2: Wow?

2023
01:34:39,880 --> 01:34:42,759
Speaker 1: Yeah? So it was in business development, but it didn't

2024
01:34:42,800 --> 01:34:45,360
Speaker 1: really do much. We had a teacher. It was like

2025
01:34:45,400 --> 01:34:47,599
Speaker 1: you have four different types of teachers for the four

2026
01:34:47,600 --> 01:34:50,280
Speaker 1: different types of business. One of them was sales and negotiation.

2027
01:34:50,720 --> 01:34:52,639
Speaker 1: And I was in door to door sales, like making

2028
01:34:52,680 --> 01:34:55,200
Speaker 1: a ton of money, like loved it. And this professor

2029
01:34:55,280 --> 01:35:00,000
Speaker 1: was teaching the most menial like kindergarten level sales tax

2030
01:35:00,360 --> 01:35:03,400
Speaker 1: And I'm like, this is what people are teaching you. Like,

2031
01:35:04,360 --> 01:35:06,760
Speaker 1: I think there's something to be said when you are

2032
01:35:06,880 --> 01:35:09,640
Speaker 1: someone that is in a situation, whether that be a

2033
01:35:09,720 --> 01:35:13,200
Speaker 1: job or school or a program, and you kind of

2034
01:35:13,240 --> 01:35:16,080
Speaker 1: look around and you don't feel like you belong, but

2035
01:35:16,160 --> 01:35:19,240
Speaker 1: in a good way. I think it's good to notice that,

2036
01:35:19,360 --> 01:35:21,880
Speaker 1: acknowledge it, and like if you still want to finish it,

2037
01:35:21,960 --> 01:35:23,200
Speaker 1: just to be able to say you did, like, I

2038
01:35:23,240 --> 01:35:27,000
Speaker 1: think that's important. But it's also like, don't follow that

2039
01:35:27,080 --> 01:35:29,879
Speaker 1: path then if you know that you're better than everybody

2040
01:35:29,920 --> 01:35:32,880
Speaker 1: else around you in a non egotistical way, but you

2041
01:35:33,040 --> 01:35:36,120
Speaker 1: just know you're special, you know you're destined for more

2042
01:35:36,160 --> 01:35:39,400
Speaker 1: than what you're doing right now, that that's okay. And

2043
01:35:39,439 --> 01:35:41,320
Speaker 1: I think a lot of the people when they told me,

2044
01:35:41,400 --> 01:35:43,920
Speaker 1: you know, just do things the normal way, why are

2045
01:35:43,960 --> 01:35:47,760
Speaker 1: you trying so hard? It's like those people now are

2046
01:35:47,760 --> 01:35:50,920
Speaker 1: in a position where they're asking me for advice, and

2047
01:35:51,000 --> 01:35:53,639
Speaker 1: I'm like, well, there's not really much advice to give

2048
01:35:53,680 --> 01:35:56,639
Speaker 1: because we both started off at the same exact playing field.

2049
01:35:57,040 --> 01:36:00,400
Speaker 1: It's just some people go really fricking fast and try

2050
01:36:00,400 --> 01:36:03,320
Speaker 1: a bunch of different things out and not everything worked out,

2051
01:36:03,680 --> 01:36:06,120
Speaker 1: and I had to sacrifice nights, I had to sacrifice friendships,

2052
01:36:06,160 --> 01:36:08,040
Speaker 1: I had to sacrifice you know, going out or whatever.

2053
01:36:09,160 --> 01:36:13,200
Speaker 1: But it's worth it, so yeah, I wouldn't have finished

2054
01:36:13,200 --> 01:36:14,880
Speaker 1: my master's program. If I know what I know now,

2055
01:36:14,960 --> 01:36:16,240
Speaker 1: but I mean, god, I did it.

2056
01:36:17,960 --> 01:36:22,080
Speaker 2: That's cool question. I'm befoll Can everyone be good at

2057
01:36:22,120 --> 01:36:25,200
Speaker 2: sales or are certain people just not meant for it?

2058
01:36:25,520 --> 01:36:27,960
Speaker 1: Everybody thinks you need to be extroverted in order to

2059
01:36:28,000 --> 01:36:30,320
Speaker 1: be good at sales, and that's actually false. And I'm

2060
01:36:30,360 --> 01:36:32,760
Speaker 1: not saying introverts are better than extroverts, even though a

2061
01:36:32,800 --> 01:36:35,000
Speaker 1: lot of introverts do do well in sales because you

2062
01:36:35,000 --> 01:36:38,000
Speaker 1: can build that empathy. But it all comes down to

2063
01:36:38,120 --> 01:36:42,479
Speaker 1: internal motivation of I will do what I need to

2064
01:36:42,479 --> 01:36:46,000
Speaker 1: do right now, even if nobody's watching, which means on

2065
01:36:46,160 --> 01:36:48,519
Speaker 1: a sales call, people are going to tell you no,

2066
01:36:49,000 --> 01:36:51,040
Speaker 1: Are you going to sit there and roll a couple

2067
01:36:51,080 --> 01:36:53,120
Speaker 1: objections with them? Are you going to sit there and

2068
01:36:53,160 --> 01:36:55,000
Speaker 1: even though it's a little uncomfy, are you going to

2069
01:36:55,080 --> 01:36:56,639
Speaker 1: do what you need to do in order to move

2070
01:36:56,680 --> 01:36:59,479
Speaker 1: the conversation forward? Or at the end of your day,

2071
01:36:59,720 --> 01:37:01,880
Speaker 1: are you satisfied or are you going to send out

2072
01:37:01,880 --> 01:37:03,800
Speaker 1: some follow up emails? Are you going to text a

2073
01:37:03,800 --> 01:37:05,559
Speaker 1: couple of clients from the day before to make sure

2074
01:37:05,560 --> 01:37:08,160
Speaker 1: you pick up every single deal that you possibly can.

2075
01:37:08,600 --> 01:37:11,880
Speaker 1: And those people, I would boil it down into one word,

2076
01:37:12,280 --> 01:37:17,559
Speaker 1: and that's hunger. You need to be hungry, like you

2077
01:37:17,760 --> 01:37:22,959
Speaker 1: need to be maniacal in your work, ethic and gritty.

2078
01:37:23,760 --> 01:37:26,880
Speaker 1: That's who succeeds in sales is who wants it the

2079
01:37:26,920 --> 01:37:29,320
Speaker 1: most and who does the most in order to get it.

2080
01:37:29,720 --> 01:37:32,280
Speaker 2: What do people do when they just feel lazy stuck?

2081
01:37:33,080 --> 01:37:35,400
Speaker 2: Maybe they've just wasted a bit of time and they've

2082
01:37:35,479 --> 01:37:36,759
Speaker 2: kind of developed bad habits.

2083
01:37:36,920 --> 01:37:40,960
Speaker 1: I always ask her, what's your morning routine? What are

2084
01:37:41,000 --> 01:37:43,640
Speaker 1: you doing today? What did you do before? Did you

2085
01:37:43,680 --> 01:37:46,800
Speaker 1: stop doing the things outside of your sales job that

2086
01:37:46,920 --> 01:37:49,519
Speaker 1: made you so great to where you got a little

2087
01:37:49,520 --> 01:37:51,960
Speaker 1: too cocky, to where you say you thought to yourself,

2088
01:37:52,200 --> 01:37:54,160
Speaker 1: I don't need to show up to these trainings. I

2089
01:37:54,680 --> 01:37:57,479
Speaker 1: could skip a workout if I need. I don't need to,

2090
01:37:57,840 --> 01:37:59,559
Speaker 1: you know, get a little bit of extra advice about this.

2091
01:37:59,600 --> 01:38:01,640
Speaker 1: I don't need to rewatch my sales calls because I

2092
01:38:01,640 --> 01:38:04,920
Speaker 1: close everyone. But money is a lagging indicator. So if

2093
01:38:04,960 --> 01:38:06,720
Speaker 1: you stop doing the things that got you to be

2094
01:38:06,840 --> 01:38:09,240
Speaker 1: so great, it might not affect you that day, but

2095
01:38:09,280 --> 01:38:11,880
Speaker 1: it'll affect you in two months, and then you'll wake

2096
01:38:11,960 --> 01:38:13,400
Speaker 1: up one day and be like, weir, did it all

2097
01:38:13,439 --> 01:38:16,360
Speaker 1: go well? Because two months ago you stopped doing the

2098
01:38:16,400 --> 01:38:19,360
Speaker 1: things that made you great in the first place. So

2099
01:38:19,439 --> 01:38:23,120
Speaker 1: sales is all about being the best, Yes, But staying

2100
01:38:23,160 --> 01:38:25,920
Speaker 1: at the top is a big stressor as well, because

2101
01:38:25,920 --> 01:38:28,519
Speaker 1: you have to keep up with that level of pressure

2102
01:38:28,600 --> 01:38:31,120
Speaker 1: where everybody's looking at you and saying you're the best

2103
01:38:31,120 --> 01:38:34,040
Speaker 1: closer on our team, like what's your secrets? Blah blah blah,

2104
01:38:34,080 --> 01:38:38,000
Speaker 1: But also being humble enough to know that you could

2105
01:38:38,120 --> 01:38:40,519
Speaker 1: go down the line at any point in time, so

2106
01:38:40,560 --> 01:38:42,559
Speaker 1: you need to keep doing the things that got you there.

2107
01:38:42,680 --> 01:38:46,400
Speaker 2: Yeah. Good advice, Good advice. Fifth and final question, we

2108
01:38:46,400 --> 01:38:49,160
Speaker 2: asked this to every guest who's ever been on the show, Shelby.

2109
01:38:49,160 --> 01:38:51,559
Speaker 2: If you could create one law that everyone in the

2110
01:38:51,560 --> 01:38:53,280
Speaker 2: world had to follow, what would it be?

2111
01:38:53,880 --> 01:38:57,840
Speaker 1: The law that you have to use the cards that

2112
01:38:57,840 --> 01:38:59,920
Speaker 1: you were dealt. A lot of the times I see

2113
01:39:00,120 --> 01:39:04,320
Speaker 1: women specifically feel bad about an unfair advantage that they've

2114
01:39:04,360 --> 01:39:06,200
Speaker 1: been dealt, Like everybody has a deck of cards, right,

2115
01:39:06,520 --> 01:39:09,360
Speaker 1: and maybe one of your cards is you have family money,

2116
01:39:09,520 --> 01:39:11,519
Speaker 1: Like you've got daddy's money, Daddy did very well for

2117
01:39:11,600 --> 01:39:15,160
Speaker 1: himself and you are financially set. Okay, use that card

2118
01:39:15,280 --> 01:39:17,599
Speaker 1: and don't feel bad about it. Maybe one of your

2119
01:39:17,600 --> 01:39:21,400
Speaker 1: cards is you're really good at talking to people. Don't

2120
01:39:21,520 --> 01:39:23,880
Speaker 1: hump try to humble yourself by doing something outside of

2121
01:39:23,920 --> 01:39:26,920
Speaker 1: your skill set, Like take that unfair advantage and use it.

2122
01:39:27,240 --> 01:39:31,320
Speaker 1: Or maybe you're gorgeous, go model, Go put yourself in

2123
01:39:31,360 --> 01:39:34,080
Speaker 1: front of a camera and go viral, Like, use every

2124
01:39:34,080 --> 01:39:38,880
Speaker 1: single unfair advantage and don't ever feel bad about doing so.

2125
01:39:38,880 --> 01:39:41,559
Speaker 1: So the law would be, I guess, just yeah, you know,

2126
01:39:41,840 --> 01:39:43,639
Speaker 1: using all of the cards that you were dealt and

2127
01:39:43,680 --> 01:39:48,000
Speaker 1: not faking humility in order to, you know, play it fair.

2128
01:39:48,040 --> 01:39:49,960
Speaker 1: You don't have to play fair. Nobody else is playing fair,

2129
01:39:50,040 --> 01:39:52,040
Speaker 1: So do what you can to get ahead with the

2130
01:39:52,080 --> 01:39:52,960
Speaker 1: cards that you were dealt.

2131
01:39:53,160 --> 01:39:55,320
Speaker 2: Yeah, yeah, well said Yeah, I think there's so many

2132
01:39:55,320 --> 01:39:59,280
Speaker 2: of us that totally do the opposite. Yeah, absolutely right, Well.

2133
01:39:59,439 --> 01:40:02,160
Speaker 1: I see a And I think it's cool too, though

2134
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Speaker 1: on one hand, because it's like, oh, you have family money,

2135
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Speaker 1: but you want to go make a name for yourself

2136
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Speaker 1: in a completely different facet like great. But also it's

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Speaker 1: like a lot of people have so many advantages in

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01:40:12,360 --> 01:40:15,360
Speaker 1: their book and they don't realize that they have them. Yeah, yeah,

2139
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Speaker 1: you know, and it's like you do, you're just not

2140
01:40:17,800 --> 01:40:20,400
Speaker 1: focusing on it, or you're focusing on what's in somebody

2141
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Speaker 1: else's deck and you're not looking at yours, and you're

2142
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Speaker 1: not doing things in order to get more cards in

2143
01:40:24,880 --> 01:40:29,080
Speaker 1: your deck. Again, building these skills, building experience for yourself

2144
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Speaker 1: in order to have more cards that you can be dealt.

2145
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Speaker 1: So I think a lot of people just don't play

2146
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Speaker 1: the game of life to the full advantage that they could.

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Speaker 2: Yeah, all said Shelby, thank you so much. This is awesome.

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Speaker 2: Your advice, your inside, your motivation and inspiration is contagious,

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Speaker 2: and I can't wait to see so many more people

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01:40:49,960 --> 01:40:51,880
Speaker 2: come to your work to be able to learn from

2151
01:40:51,880 --> 01:40:55,000
Speaker 2: you how to sell better, to negotiate better, to persuade better,

2152
01:40:55,040 --> 01:40:57,639
Speaker 2: get the rais they deserve, make the money they deserve,

2153
01:40:57,680 --> 01:41:00,719
Speaker 2: and really create abundance in the world where more people

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01:41:00,760 --> 01:41:02,439
Speaker 2: are living a more full life. So thank you so

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Speaker 2: much all for it. Thank you, it's awesome. Thank you.

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Speaker 2: If you love this episode, you love my conversation with

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Speaker 2: doctor Joe Dispenser on why stress and overthinking negatively impacts

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01:41:13,400 --> 01:41:16,320
Speaker 2: your brain and heart and how to change your habits

2159
01:41:16,479 --> 01:41:19,880
Speaker 2: that are on autopilot. Listen to it right now. How

2160
01:41:19,920 --> 01:41:23,360
Speaker 2: many times do we have to forget until we stop

2161
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Speaker 2: forgetting and start remembering.

2162
01:41:24,960 --> 01:41:27,559
Speaker 1: That's the moment of change. Who cares how many times

2163
01:41:27,560 --> 01:41:29,720
Speaker 1: you fell off the bicycle if you ride the bicycle.

2164
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Speaker 2: Now you ride the bike.