1 00:00:00,000 --> 00:00:08,720 together. Yes. Well, I see it happening as well. So you're, and thanks for mentioning that, you're 2 00:00:08,720 --> 00:00:14,480 working on the power launch stuff that we've opened up to the world. What surprised you about 3 00:00:14,480 --> 00:00:22,240 it? What have you liked so far? You're already 8% into it. You know, it's such a robust deep dive 4 00:00:22,240 --> 00:00:26,960 into the business. I've thought about it in ways that I hadn't even in this, you know, initial 5 00:00:26,960 --> 00:00:33,280 time that I've spent on it. I've realized what I don't know and what I need to know in a way that 6 00:00:33,280 --> 00:00:39,840 I hadn't realized that before. So it's helpful already. You've already passed the two absolute 7 00:00:39,840 --> 00:00:44,560 hardest assignments. You've already passed by those and that's that preliminary business evaluation 8 00:00:44,560 --> 00:00:49,600 and the revenue growth workbook. We'll revisit that a lot of course, but those two things are 9 00:00:49,600 --> 00:00:56,000 the absolute hardest. And beyond that, the rest starts to really fall into place much, much easier. 10 00:00:56,000 --> 00:01:03,040 So I'm excited for you. Revenue growth is sort of disappointing. What was that? I mean, the revenues, 11 00:01:03,040 --> 00:01:08,960 the current state was like, oh, well, you're on your way. It'll be, it'll be pretty amazing to see 12 00:01:08,960 --> 00:01:16,960 what happens over the coming weeks for that. So with three resources, if, what are three books 13 00:01:16,960 --> 00:01:24,960 or resources you recommend for other visionaries out there? You know, I am a huge proponent of 14 00:01:24,960 --> 00:01:33,600 professional mastermind groups and I'm a member of several. So I would highly recommend a professional 15 00:01:33,600 --> 00:01:38,400 level mastermind group where you pick, you make sure that you pick the right people and they will 16 00:01:38,400 --> 00:01:45,520 inspire you and expand your thinking and give you resources that are just invaluable. As far as 17 00:01:45,520 --> 00:01:55,440 books go, I love that here on my desk, I have, I'll give you four. One of them is mindset by Carol 18 00:01:55,440 --> 00:02:02,160 Dweck. One of them is called the mom test, how to talk to customers. I'd never heard of that one 19 00:02:02,160 --> 00:02:08,720 before. And somebody in my mastermind group recommended that Daniel pink to sell is human. 20 00:02:08,720 --> 00:02:16,880 It's been around for a while. And then Jim quick has a book called limitless. So those are four. 21 00:02:17,760 --> 00:02:21,280 Those are good. Those are awesome. Those are all books that I don't think, I don't think any of 22 00:02:21,280 --> 00:02:26,320 those books have ever made the show before. So visionaries, you are super in for a treat today. 23 00:02:26,320 --> 00:02:31,520 And right after the intro, we'll bring Lauren back on. We'll talk about her intro professionally, 24 00:02:31,520 --> 00:02:36,960 and then we'll go from there. All right. Welcome in to vision pros live with Jackson Calame. I'm 25 00:02:36,960 --> 00:02:41,600 your show host. We will be doing interviews for visionary entrepreneurs and guest leaders 26 00:02:41,600 --> 00:02:55,120 who are building fantastic visions out there. What's up everybody. Welcome in to another episode 27 00:02:55,120 --> 00:03:00,480 of vision pros live. I'm your show host, Jackson Calame, founder and CEO of first class business. 28 00:03:00,480 --> 00:03:05,680 And I'm excited to have Lauren Fisher join us today. We've been building a friendship 29 00:03:05,680 --> 00:03:13,360 and professional relationship now for about three months. I met her as a referral. She'll have to 30 00:03:13,360 --> 00:03:18,960 remind me. I think it was from Carissa quaday. Is that correct? Carissa is amazing. She's sending, 31 00:03:18,960 --> 00:03:24,400 she's sent so many great people through our pipeline now of, of excellent visionaries to 32 00:03:24,400 --> 00:03:28,800 come and share what they're up to in the world. And Lauren is certainly not going to disappoint. 33 00:03:28,800 --> 00:03:34,320 We're going to be talking about inspiring sales teams to embrace challenges and triumph. 34 00:03:34,320 --> 00:03:41,520 Um, with her experience as both a sales trainer, sales manager, and a ski expert. Um, so we talk 35 00:03:41,520 --> 00:03:46,880 about that a little bit too, um, as well, before we dive into our discussion with Lauren, I also 36 00:03:46,880 --> 00:03:50,640 want to make sure to highlight some of the sponsors, um, people that we work with, people 37 00:03:50,640 --> 00:03:55,680 that we've come to love and appreciate, one of which is Sean Lechuga of the wellness shop, 38 00:03:55,680 --> 00:04:01,440 three, six, five, uh, Sean and his wife, Julianne are really big believers in integrative nutrition, 39 00:04:01,440 --> 00:04:08,000 health and wellness. Um, and, and they're coaches and consultants in relation to helping you achieve 40 00:04:08,000 --> 00:04:14,000 your best life. Now, what really struck me about them and their vision was this three, six, five 41 00:04:14,000 --> 00:04:20,080 harmony of life will assessment. And I was like, man, I've never seen not a doctor, not a naturopath, 42 00:04:20,080 --> 00:04:24,720 um, a personal trainer, anybody ask you about my joy, my spirituality, my creativity, 43 00:04:24,720 --> 00:04:31,920 my relationships, my social life, my career education, et cetera. Like this caught my eye. 44 00:04:31,920 --> 00:04:36,880 I was like, wow, these, these people really care about those that they serve on a new level that 45 00:04:36,880 --> 00:04:42,240 I hadn't seen before. I'm excited to see what they end up, um, doing with the brand as they continue 46 00:04:42,240 --> 00:04:46,880 to grow. And I've been super happy to get to know them and their family over the last six months. 47 00:04:46,880 --> 00:04:51,520 Um, seeing Sean take care of his kids sometimes while we're on the zoom calls, uh, seeing the way 48 00:04:51,520 --> 00:04:56,080 him and Julianne support each other. It just says a lot about what they're able to bring to the table 49 00:04:56,080 --> 00:05:00,560 because they're living proof in my opinion of what a healthy life actually looks like. 50 00:05:01,520 --> 00:05:06,800 Then there's Melissa Gray with the law spot, Melissa Gray, um, being an attorney, I was like, 51 00:05:06,800 --> 00:05:10,400 I don't know if I want to have an attorney on this show. I mean, they can be kind of ruthless 52 00:05:10,400 --> 00:05:15,200 and, uh, in your face about things. And I couldn't, she couldn't, I couldn't be farther from the truth. 53 00:05:15,200 --> 00:05:19,840 Um, she knows that law doesn't have to be complicated and she exudes that in the way that she talks to 54 00:05:19,840 --> 00:05:26,000 you. It was really refreshing to find somebody who doesn't want to just go with the status quo 55 00:05:26,000 --> 00:05:32,560 of having these absurd retainers, um, you know, and, and, you know, these abrasive manipulation 56 00:05:32,560 --> 00:05:37,360 tactics almost that maybe that's not fair. I think a lot of attorneys, one of their challenges, 57 00:05:37,360 --> 00:05:43,280 they're in big cities or at least I live in a big city and customers are a dime a dozen. So supplying 58 00:05:43,280 --> 00:05:47,600 demands in their favor and they don't really need to spend any time on you because they've got so 59 00:05:47,600 --> 00:05:52,160 many opportunities at hand on the flip side, those are entrepreneurs. And when I was in that 60 00:05:52,160 --> 00:05:56,560 watcherpreneur stage, the only thing I really wanted was legal zoom and Crocodoc. And then 61 00:05:56,560 --> 00:06:01,840 eventually something like legal shield to protect me, but those systems, again, they're a bit too 62 00:06:01,840 --> 00:06:06,640 whimsical. They don't provide the same type of protection. In fact, uh, not a knock on legal 63 00:06:06,640 --> 00:06:13,360 shield, but when I was utilizing that program, I had an international battle on my hands and they 64 00:06:13,360 --> 00:06:17,920 couldn't help me with the international case. Um, and that was a challenge. So then I found myself 65 00:06:17,920 --> 00:06:23,120 calling other attorneys and it was, you know, I was in this position where I did not have legal 66 00:06:23,120 --> 00:06:29,200 counsel at hand and it actually, it just made me abandon the situation altogether. I never did 67 00:06:29,200 --> 00:06:35,520 close the gap on that opportunity. And who knows, I lose millions. Um, you know, did I lose hundreds? 68 00:06:35,920 --> 00:06:41,200 I don't know. Um, I never got the counsel for it. So Melissa Gray, go listen to that episode. If 69 00:06:41,200 --> 00:06:45,040 you're in a position where you do not have legal counsel, I'd highly recommend checking that out 70 00:06:45,040 --> 00:06:49,200 and getting your bearings, getting your ground underneath yourself, because as wise stewards 71 00:06:49,200 --> 00:06:54,000 of our visions of what it is that we want to accomplish, it's very important that we assess 72 00:06:54,000 --> 00:07:01,040 who can help us build these visions to fruition. Then there's the water project. Um, and I won't 73 00:07:01,040 --> 00:07:06,480 let an episode go by without talking about this particular project, because I never want to take 74 00:07:06,480 --> 00:07:10,720 for granted this bottle of water that I have right here in my hand. I think most of us listening to 75 00:07:10,720 --> 00:07:17,200 it can get water within 10 to 15 feet and it's filtered. It's wonderful. And there's millions of 76 00:07:17,200 --> 00:07:22,480 people in this world who do not even have access to that, let alone all the other amazing equipment 77 00:07:22,480 --> 00:07:26,720 and opportunities that we have. So, um, one of the things I love about the water project is that they 78 00:07:26,720 --> 00:07:32,880 show you the community outcome of your contribution. And much like a crowd funding, you get to see 79 00:07:32,880 --> 00:07:36,480 that it does come to fruition. You get to receive something in this case, you get to see whether 80 00:07:36,480 --> 00:07:41,600 they're building a borehole well or a sand dam or something else entirely. You get to see how many 81 00:07:41,600 --> 00:07:49,200 community members are impacted by it. And just know that when you bring water and a system for 82 00:07:49,200 --> 00:07:55,120 water to a location like this, you are making a generational impact that's going to last for 83 00:07:55,120 --> 00:08:02,000 decades. And that's, that's just cool. If you can do that for one to $5 or 50,000 or 50 million, 84 00:08:02,000 --> 00:08:06,800 um, I'll be excited that we happen to talk about it today. If you can't financially give to this, 85 00:08:06,800 --> 00:08:11,680 you've got too many other pressures going on in life and COVID economics has hurt. Um, then just 86 00:08:11,680 --> 00:08:16,080 share it. That's what I would, that's what I would request is share this. And if you have another 87 00:08:16,080 --> 00:08:20,240 cause that you would like our attention on and drop the cause in the comments, it's not a 88 00:08:20,240 --> 00:08:25,680 competition. There's 8 billion people in this world to help. And if we can do more to facilitate 89 00:08:25,680 --> 00:08:31,600 goodwill and help individuals, then I would love to. So before we bring Lauren on, I actually want 90 00:08:31,600 --> 00:08:36,800 to dive into her personal story a little bit. And she calls, she's called the sales alchemist. 91 00:08:37,600 --> 00:08:41,520 And she's been mastering the sales mindset that turns opportunities into business. 92 00:08:41,520 --> 00:08:47,200 She's personally generated over $100 million in sales in her career. She's a superstar with 30 93 00:08:47,200 --> 00:08:54,000 years and the medical device industry earning over 20 awards for sales excellence. And it's all 94 00:08:54,000 --> 00:08:59,040 about discovering the subtle but powerful mindset secrets. So Lauren teaches these secrets of highly 95 00:08:59,040 --> 00:09:03,600 successful salespeople resulting in extraordinary success. She's led and coached her team from zero 96 00:09:03,600 --> 00:09:09,040 to hero. Many that also became record setting sales professionals themselves. And we're going 97 00:09:09,040 --> 00:09:13,120 to dive in further with her about what this path looks like. I'm going to challenge her a little 98 00:09:13,120 --> 00:09:18,320 bit from my own sales background and perspectives as well. Um, we absolutely want this to be authentic 99 00:09:18,320 --> 00:09:22,880 and we've got so much opportunity to learn from each other, different perspectives and paradigms. 100 00:09:22,880 --> 00:09:27,760 And at the end of the day, entrepreneurs and visionaries, what we want for you is we want you 101 00:09:27,760 --> 00:09:31,600 to be that much better delegating. We want you to be that much better at representing yourselves 102 00:09:31,600 --> 00:09:35,440 and that much better at sharing your vision. So Lauren Fisher, it's an honor to have you here today. 103 00:09:35,440 --> 00:09:42,640 Welcome to Vision Pros Live. Thank you. I appreciate it. Absolutely. So let's dive right into the first 104 00:09:42,640 --> 00:09:46,640 question, which is from your own words. What is your vision for those that you serve? 105 00:09:48,240 --> 00:09:53,520 Um, well, my vision for those that I serve is that they, they find a product, first of all, 106 00:09:53,520 --> 00:09:59,440 a product and a company that they're truly aligned with, so that when they are selling, 107 00:09:59,440 --> 00:10:03,200 they believe in their product and they believe they can add value to their customers. 108 00:10:05,120 --> 00:10:09,680 And also through sales, that they have a career that offers them flexibility, 109 00:10:10,560 --> 00:10:17,120 an income that is reflective of their efforts and supports their personal and professional dreams. 110 00:10:18,480 --> 00:10:22,320 And I'd love to see people decide at the very beginning of their career 111 00:10:22,320 --> 00:10:29,120 that they're going to commit and study to become part of the top 10% of their sales rankings. 112 00:10:30,800 --> 00:10:38,720 I love that vision and how much can be done to help salespeople find that true alignment. 113 00:10:39,360 --> 00:10:44,000 It's, you know, if you're, if you really like sales, which I know there's a rare breed of people who 114 00:10:44,000 --> 00:10:48,640 do, um, then it can be pretty easy to give people the benefit of the doubt and represent something 115 00:10:48,640 --> 00:10:54,160 only to find out later. It's like, oh man, this really isn't that great of an environment or an 116 00:10:54,160 --> 00:11:00,560 experience for me. Um, so the fact that you start there on helping people realize, you know, what 117 00:11:00,560 --> 00:11:07,440 red flags to look for, um, what great signs to look for as well. That's, that's super empowering. 118 00:11:07,440 --> 00:11:10,720 Um, I'm going to skip that for now. We'll come back to, if we have time, 119 00:11:11,280 --> 00:11:14,000 what's your vision for you? What do you see for yourself on the horizon? 120 00:11:14,000 --> 00:11:21,360 Well, my, my desire is to impact at least 100 companies and their sales teams. 121 00:11:22,800 --> 00:11:29,680 And by impacting them that to guide them to have the clarity, the mindset and the strategy that 122 00:11:29,680 --> 00:11:36,640 they really exceed, you know, meet or exceed their potential. Um, you know, sales is, I believe is a 123 00:11:36,640 --> 00:11:44,720 backbone of business success. It drives growth. It drives innovation. Um, it's also extremely 124 00:11:44,720 --> 00:11:52,480 important to me because not all sales has high integrity is to have high integrity and professionalism 125 00:11:52,480 --> 00:11:59,040 as the cornerstones of the interactions with the customers so that my company and my clients 126 00:11:59,040 --> 00:12:05,360 represent high standards of excellence. Absolutely. I also love that earlier you talked 127 00:12:05,360 --> 00:12:10,640 about flexibility as part of that opportunity for sales. A lot of, a lot of sales people are in very 128 00:12:10,640 --> 00:12:18,320 doggy dog world, um, you know, 80 hour plus work weeks that aren't necessarily conducive to freedom 129 00:12:18,320 --> 00:12:24,880 of choice. Um, the, these hundred companies you talked about though, I would invite you to start 130 00:12:24,880 --> 00:12:31,920 elevating the amount of companies that you're going to impact because my goal is for you've 131 00:12:31,920 --> 00:12:37,120 already made an impact on us. Um, and as you keep doing that and we keep impacting companies, 132 00:12:37,840 --> 00:12:43,760 we're probably going to impact a hundred companies within a quarter. Um, and that will be a ripple 133 00:12:43,760 --> 00:12:48,800 effect as a byproduct of having talked to you today too. So, you know, Jackson, I knew you were going 134 00:12:48,800 --> 00:13:01,120 to say that. So we'll let you come back to that, uh, that later. Yeah. Well, these, these hundred, 135 00:13:01,120 --> 00:13:05,440 let's say, um, let's take it to that next level of impact too though. Right. So you can impact 136 00:13:05,440 --> 00:13:10,320 somebody by them, you know, just hearing your voice. Um, but if we were to take that to a, 137 00:13:10,320 --> 00:13:16,560 I guess a further more pre-qualified level of impact, what types of impacts, um, are you looking 138 00:13:16,560 --> 00:13:24,880 to make, um, to the company you said to the person? Yeah. So the company, you know, that they have, 139 00:13:24,880 --> 00:13:31,680 uh, gosh, a culture that people want to come to work for them. Um, but they have a product that's 140 00:13:31,680 --> 00:13:39,440 impactful and that, so they're able to choose salespeople that are going to 141 00:13:41,040 --> 00:13:45,840 honor the company and really create an impression, you know, an impact in the, in the industry. 142 00:13:45,840 --> 00:13:55,280 Um, yeah, that says a lot, but it does. Uh, it's absolutely important. Um, there's not a lot of 143 00:13:55,280 --> 00:13:59,840 companies where people enjoy going to work. Um, if you happen to be one of those, or you happen to 144 00:13:59,840 --> 00:14:04,560 be in one of those, congratulations, the grass isn't greener elsewhere. Um, you know, that's, 145 00:14:04,560 --> 00:14:10,080 that's what most people are still really striving to look for. So one of the reasons why people are 146 00:14:10,080 --> 00:14:14,960 striving to look for that is because of their negative leadership experiences, uh, that they, 147 00:14:14,960 --> 00:14:24,160 they come across. So what is your worst leadership experience ever? Um, when I thought about that, 148 00:14:24,160 --> 00:14:31,200 I, I remembered a time where we were in a big hiring, um, we're hiring a lot of people and I 149 00:14:31,200 --> 00:14:37,360 hired some people a little bit too quickly. Uh, one of the people that I hired, it sort of became 150 00:14:37,360 --> 00:14:45,680 a joke later on where it said, I hired this woman and her evil twin sister showed up for work. Um, 151 00:14:45,680 --> 00:14:52,080 I had to place her on a PIP, right? Or a performance plan. And ultimately I had to terminate her. 152 00:14:52,880 --> 00:15:01,280 And when I had the meeting with her to terminate her, she like cried, begged for her job and, um, 153 00:15:01,280 --> 00:15:07,040 um, promised with all her heart that she would, you know, improve and, and be the person I thought 154 00:15:07,040 --> 00:15:14,560 I hired. So being a kind person inside, I gave her another chance. And when my vice president called 155 00:15:14,560 --> 00:15:20,880 me and said, did you do it? I said, no. And he goes, Lauren, that's, that's jail house regret, 156 00:15:20,880 --> 00:15:26,320 meaning that the regret that somebody shows right before they go to jail, even though they're not 157 00:15:26,320 --> 00:15:33,440 really sorry. So his words rang true. And within two weeks, I got a complaint, a significant 158 00:15:33,440 --> 00:15:43,280 complaint from our largest customer and I validated it and I fired her. Um, but I felt awful even then 159 00:15:43,280 --> 00:15:50,160 watching her walk out of the walk out of the office. So the lesson learned there hire very 160 00:15:50,160 --> 00:15:59,440 slowly and very, very carefully. Yes. Um, I, I know people, I won't say any names, but I know 161 00:15:59,440 --> 00:16:06,000 people who've married people, um, with that same exact experience. Um, so we're going to leave that 162 00:16:06,000 --> 00:16:13,520 right where it's at. Um, but in terms of hiring slowly, what's one tangible tip? Uh, think something 163 00:16:13,520 --> 00:16:20,800 that you changed in that process to, um, to better account for perhaps the fit. Cause what I hear you 164 00:16:20,800 --> 00:16:26,640 saying is that, yes, uh, it's, it's awful to have somebody who comes in that's an awful fit, but 165 00:16:26,640 --> 00:16:32,640 it's also like, it's gut wrenching to know that it wasn't necessarily the person either. It could 166 00:16:32,640 --> 00:16:38,080 have also been the environment and it, you know, you at the end of the day, feel responsible. You 167 00:16:38,080 --> 00:16:42,160 have some responsibility in that cause you brought them in. So what have you added to your repertoire 168 00:16:42,160 --> 00:16:51,600 on, on the front end? Now that's a good question. Um, I ask a lot more questions about what they've 169 00:16:51,600 --> 00:16:58,080 done in the past and how to describe, uh, situations. So I understand their thinking process 170 00:16:58,080 --> 00:17:07,760 and how they analyze their business and how they handle problems. Um, if I can, I will try, 171 00:17:07,760 --> 00:17:11,680 since I'm not working for that company, I can say this. I will try to find out about them through a 172 00:17:11,680 --> 00:17:19,200 network, um, have an unofficial conversation of somebody that will give me a real insight 173 00:17:19,200 --> 00:17:28,160 as to their capacity. So, uh, and then I also wait and see how they follow up and, and the 174 00:17:28,160 --> 00:17:30,720 depth of their follow up, the thought that they've given to it. 175 00:17:30,720 --> 00:17:36,880 That's those are big, huge tips. Um, and, and they're tips that we, uh, I haven't done that 176 00:17:36,880 --> 00:17:40,800 indirect thing so much, but at the same time, we're a startup. So everything we do is kind of 177 00:17:40,800 --> 00:17:45,600 indirect. Um, still we don't, we don't, we can go to the references, we can go check on other 178 00:17:45,600 --> 00:17:50,560 things. I'm, I'm very thorough with my research. Um, one of the things that flow research collective 179 00:17:50,560 --> 00:17:56,000 was doing when I went to their hiring process that I now model is for sales reps. They have you, 180 00:17:56,000 --> 00:18:01,360 not only do you record a loom introductory video of yourself, but in stage two or three of the 181 00:18:01,360 --> 00:18:08,400 interview, you have to record yourself pitching their product in a role play to a prospect without 182 00:18:08,400 --> 00:18:14,400 a prospect present. So you have to imagine you're having the conversation and guide that prospect 183 00:18:14,400 --> 00:18:20,320 to the next step. The next step. And I was like, I was like, Oh my gosh, that's so awesome and 184 00:18:20,320 --> 00:18:24,960 going to be so easy for me. And it was really, really well with it because of my background and 185 00:18:24,960 --> 00:18:30,800 experience, but I can only imagine the amount of people who walked away right there and were like, 186 00:18:30,800 --> 00:18:34,800 I don't want to do this or I don't know how to do this. Um, they had 600 applicants. There was two 187 00:18:34,800 --> 00:18:40,560 of us who made it. Um, so it's really helpful to have systems in the front end entrepreneurs, 188 00:18:40,560 --> 00:18:45,040 visionaries, when you're hiring to weed out people who aren't going to be diligent, 189 00:18:45,040 --> 00:18:51,280 who are scared of the work, um, you know, or who aren't equipped with the skills to move forward, 190 00:18:51,840 --> 00:18:57,440 um, and win. So let's talk about the opposite side. What is your best leadership experience look like? 191 00:18:58,000 --> 00:19:06,320 This is much more, a much more pleasant memory. Sure. Um, I hired a team from a clinical 192 00:19:06,320 --> 00:19:10,800 environment. In other words, it was, they were critical care nurses at a hospital, one of our 193 00:19:10,800 --> 00:19:17,120 accounts, and they had approached me about working in sales. And I worked in the, so I've never been 194 00:19:17,120 --> 00:19:23,440 in sales, came right out of the ICU. And I worked very closely with them for several years in an 195 00:19:23,440 --> 00:19:30,960 area that had never really had much presence with our company. And they, about two or three 196 00:19:30,960 --> 00:19:36,240 years after they started, they won, um, what we call the president's inner circle. 197 00:19:36,240 --> 00:19:42,000 Which was the number one position in the region. And we all got to go to Tahiti. 198 00:19:43,040 --> 00:19:49,360 And even better than that one trip is that they continued to do really well. And I believe they're 199 00:19:49,360 --> 00:19:54,880 still in, uh, successful sales roles. They've continued with their career in sales. So that was 200 00:19:54,880 --> 00:20:01,360 really rewarding. That's amazing. Um, and we're not talking, um, nothing wrong with network 201 00:20:01,360 --> 00:20:05,920 marketing. In fact, the, the opposite on the opportunities to go places and all that, but 202 00:20:05,920 --> 00:20:12,800 you're talking about, um, medical device cells. Are you correct? And that's, that's a whole new, 203 00:20:12,800 --> 00:20:18,320 different game of, of things you have to learn, not just inviting somebody to come to a party and 204 00:20:18,320 --> 00:20:25,440 eat cupcakes, um, and then sign up for whatever Joe talks about on stage. You're, you're very much 205 00:20:25,440 --> 00:20:30,960 integrated into the entire process. And I imagine is it, is it, I'm sure you're familiar with complex 206 00:20:30,960 --> 00:20:37,360 cells and enterprise cells is, uh, where does medical supply cells and this experience fall 207 00:20:37,360 --> 00:20:43,520 on the spectrum of, um, I don't know, basic phone cells, door to door cells, enterprise cells. 208 00:20:43,520 --> 00:20:44,640 Where do you think it ranks? 209 00:20:45,920 --> 00:20:50,880 Well, um, it's, it's so multifaceted because 210 00:20:50,880 --> 00:20:56,560 there's, there's many, many different levels of players and it's changed dramatically in the last 211 00:20:56,560 --> 00:21:05,040 five years. So you have to really be very strategic in, in thinking about, um, who's going to 212 00:21:05,040 --> 00:21:10,880 actually make the decision. Right. So you have to understand the political alignment of your 213 00:21:10,880 --> 00:21:15,920 business. You have to understand the organizational alignment and you have to understand the 214 00:21:15,920 --> 00:21:21,440 who's making decisions behind the scenes. So your network of people that you're in contact with 215 00:21:21,440 --> 00:21:27,200 every day is from all the way to the CEO of the hospital to the purchasing people that are in a 216 00:21:27,200 --> 00:21:33,840 corporate office in Nashville or something down to, um, literally all the way down to the central 217 00:21:33,840 --> 00:21:40,400 supply people or the environmental services people. So you, it's, it's, it's a lot of 218 00:21:40,400 --> 00:21:48,960 cells. That's complex cells. And just to underscore the point of why environmental services 219 00:21:49,760 --> 00:21:56,720 were important is that we had a product, um, that we were selling into the hospital and ultimately 220 00:21:56,720 --> 00:22:02,320 the people that made that decision were the environmental services people, because it was 221 00:22:02,320 --> 00:22:09,280 something that they had to clean, they had to make sure that the people that made that decision were 222 00:22:09,280 --> 00:22:14,080 clean, they had to manage. And it was a good thing that I had made friends with them 223 00:22:15,520 --> 00:22:21,600 before this even started. Right. Absolutely. Your, your relationships, right. People say that your 224 00:22:21,600 --> 00:22:28,160 network is your net worth. Um, and so your ability to build, maintain relationships is a huge part 225 00:22:28,160 --> 00:22:35,840 of that success. Um, for those who are in the, in the space of complex cells are new to it or 226 00:22:35,840 --> 00:22:42,080 getting into it. Um, if, if you're really good at applying books to your own life, like extracting, 227 00:22:42,080 --> 00:22:48,960 oh, here's where I can apply this raving fans by Ken Blanchard changed my life. When I was representing 228 00:22:48,960 --> 00:22:54,240 restaurant connect and we had to learn, we didn't have to learn, but we were really struggling to 229 00:22:54,240 --> 00:22:59,360 get the attention of these business owners, these restaurant owners. And through that book, I learned 230 00:22:59,360 --> 00:23:05,600 that, oh, wait a second. The decision maker is not the decision maker when it comes to 231 00:23:05,600 --> 00:23:10,080 the implementation of our system. And that book helped me break it down. I'm not going to go 232 00:23:10,080 --> 00:23:13,520 stealing more time from you, but you do look like you have another thought on that, Lauren. 233 00:23:13,520 --> 00:23:18,960 Well, I didn't know that. So I just wrote it down. Oh, cool. Oh, there you go. It, it, again, it 234 00:23:18,960 --> 00:23:24,000 shaped everything for me and helped me learn how to, uh, I'd already been in complex cells, 235 00:23:24,000 --> 00:23:31,200 but I hadn't created a path for complex cells for a startup, um, you know, on my own, 236 00:23:31,200 --> 00:23:37,040 um, until that point. And then, then, uh, that book, man, that changed everything for us. Um, so 237 00:23:37,760 --> 00:23:45,120 moving into yet another lesson, what, and this would be, if this is your last chance to ever 238 00:23:45,120 --> 00:23:50,320 share a powerful lesson with anybody that's going on a visionary journey, and they're going to be 239 00:23:50,320 --> 00:23:55,040 launching something awesome, what powerful lesson can other visionaries learn from your experience? 240 00:23:55,040 --> 00:24:02,240 Well, this is so, it's simple, but I think it really says it all is that when I learned, when I, 241 00:24:02,240 --> 00:24:07,440 what I learned in my career in sales and in management, which was a huge learning experience 242 00:24:08,160 --> 00:24:12,560 was the greatest journey in sales is the journey that is within yourself. 243 00:24:13,360 --> 00:24:19,520 And it's not just about closing deals. It's really about opening your full potential. 244 00:24:19,520 --> 00:24:26,720 And so my, my suggestion is you embrace the challenges because it's part of it. 245 00:24:26,720 --> 00:24:32,640 You celebrate your victories and remember the greatest sales pitch that you will ever give 246 00:24:33,120 --> 00:24:37,440 is the one that you're going to make to yourself every morning before you leave the house. 247 00:24:38,320 --> 00:24:43,200 So what I say is keep selling, keep growing and be unstoppable. 248 00:24:43,200 --> 00:24:48,640 Wow. And now I wish I had somebody to write that second quote. You just gave two back to back killer 249 00:24:48,640 --> 00:24:54,160 quotes. And I, that I really liked the journey, the greatest journey in sales is the journey that is 250 00:24:54,160 --> 00:25:02,240 within yourself. You know, I'll double down on, especially if you're very intent, if you want to 251 00:25:02,240 --> 00:25:08,480 be intentional about your life, you know, and the true wealth that goes with it, you know, 252 00:25:08,480 --> 00:25:16,720 the true wealth that goes beyond the paycheck. Then that journey within is what will propel both 253 00:25:16,720 --> 00:25:22,720 victories to be able to harmonize and coexist. That's just, yeah, it's profoundly brilliant. 254 00:25:23,920 --> 00:25:28,000 So I appreciate that. I'm going to leave me speechless. I'm not supposed to be speechless, 255 00:25:28,000 --> 00:25:35,360 Lauren. Diving into what you do with the inside job and, and your company growth, 256 00:25:35,360 --> 00:25:39,680 where you're headed with that. I'm just going to give you some mic time. You know, what, 257 00:25:39,680 --> 00:25:45,440 what do you want to, what do you want us to know about the inside job? Who's this applicable to? 258 00:25:45,440 --> 00:25:50,160 And yeah, what can they anticipate on the other side of, of maybe having a private conversation 259 00:25:50,160 --> 00:25:57,360 with you? Yeah. So who should be listening to me is people that are sales professionals, 260 00:25:58,320 --> 00:26:03,440 sales managers, or, you know, any kind of sales leader, or, you know, 261 00:26:03,440 --> 00:26:10,400 any kind of sales leader, or CEOs of small companies, people that are afraid of sales 262 00:26:10,400 --> 00:26:16,960 that have sales in their role somehow, which really is almost everybody. Students and educators, 263 00:26:17,920 --> 00:26:22,320 business owners, entrepreneurs, people that are interested in personal development. 264 00:26:24,960 --> 00:26:32,480 And I'm also a certified coach. So I really want to encourage people that sales is fun. 265 00:26:32,480 --> 00:26:40,560 It can be fun. It's growth producing. And I really start out with things that are specific to you. 266 00:26:40,960 --> 00:26:46,000 You know, what is your why? Why do you want to be in sales? Why do you want to represent the product 267 00:26:46,000 --> 00:26:52,560 that you're looking at representing? What is it that sales will do that supports the life that you 268 00:26:52,560 --> 00:27:01,440 want, you know, and not just financially, but other components of your life. And then how to think 269 00:27:01,440 --> 00:27:09,360 for success from the very first day of work, that you make a determination to, to that you're going 270 00:27:09,360 --> 00:27:15,520 to be the best that you're going to do whatever it takes to be the best study, learn, make mistakes. 271 00:27:16,160 --> 00:27:23,040 And so we talk about that and we really create a roadmap for you. We do talk about strategy. 272 00:27:23,040 --> 00:27:29,760 We talk about, like I was mentioning earlier, the political map, the organizational map, 273 00:27:29,760 --> 00:27:36,240 organizational map, you know, how to manage your business. But I take it much deeper than 274 00:27:37,120 --> 00:27:40,400 many sales trainings, because we're really talking about getting to know 275 00:27:41,120 --> 00:27:47,840 your customers and what drives them. As well as make, again, making the decision that you are going 276 00:27:47,840 --> 00:27:55,520 to be a knowledgeable resource to your clients. How do you do that? Because now people can find 277 00:27:55,520 --> 00:28:00,640 out everything they need to know on the internet, and our clients are very sophisticated. So they're 278 00:28:00,640 --> 00:28:06,880 going to do research on the product and have information that in the past, the salespeople 279 00:28:06,880 --> 00:28:12,880 would provide for them. So you need to be several levels higher in, in the value that you provide 280 00:28:12,880 --> 00:28:19,120 for them. So we talk about that and work out those kinds of strategies. And then I actually, every 281 00:28:19,120 --> 00:28:24,160 other week, will provide personal one-on-one coaching with people so that they can share 282 00:28:24,160 --> 00:28:30,320 challenges and problems that they have that they may not want to share with the rest of their team. 283 00:28:31,200 --> 00:28:36,720 So I have several different courses that you can choose from, from the very beginning to the more 284 00:28:36,720 --> 00:28:44,400 advanced courses. That's amazing. And one of the things that, that resonates to me and that you 285 00:28:44,400 --> 00:28:50,000 emulate is in sales, if you're, if you're new to sales, again, you're a visionary, it's really, 286 00:28:50,000 --> 00:28:54,640 when you're doing this correctly, it's all about helping people find what helps them best, in my 287 00:28:54,640 --> 00:28:59,120 opinion. You know, you're trying to serve the person that's in front of you, not trying to 288 00:28:59,120 --> 00:29:04,720 weasel somebody into something they don't need. That's what makes sales feel slimy. And obviously 289 00:29:04,720 --> 00:29:11,760 because it's based on greed and selfish interests. But on the flip side, when you do have that 290 00:29:11,760 --> 00:29:16,960 servant's heart and you are building, again, what I would write down is two words, clarity and brevity. 291 00:29:16,960 --> 00:29:21,200 Lauren has managed to whip through these questions while providing a ton of value. 292 00:29:21,520 --> 00:29:26,560 And we are about 15 minutes ahead of schedule, where most of the visionaries that I host, 293 00:29:27,200 --> 00:29:34,480 because she's clear and brief and the power of the message still resonates, if not more than 294 00:29:35,040 --> 00:29:41,280 a lot of the individuals who are a bit more wordy with their responses. So that alone speaks highly 295 00:29:41,280 --> 00:29:45,360 of, of the Testament to what you're talking about. Now, two, you talked about this, 296 00:29:45,360 --> 00:29:53,040 pre-cell environment that exists where prospects are educating themselves. Google coined a term 297 00:29:53,280 --> 00:29:59,120 based on an old school book. The old school book was called the moments of truth. This is, 298 00:29:59,440 --> 00:30:04,640 this is principally driven marketing based on certain, certain realities that are going to 299 00:30:04,640 --> 00:30:11,360 transpire in the process of the cell, but it was pre-internet. Zero moment of truth is the reality 300 00:30:11,360 --> 00:30:17,520 that nowadays, and I'll pull this model up so we can all see this. This concept is one I've been 301 00:30:17,520 --> 00:30:22,480 trained on for more than a decade as well. And that's previously you'd hear about something on 302 00:30:22,480 --> 00:30:28,080 the radio or you'd see it in an ad and you'd go and buy something off the shelf or you'd talk to 303 00:30:28,080 --> 00:30:32,640 that cells rep like Lauren was talking about. And then the second moment of truth is when you 304 00:30:32,640 --> 00:30:37,280 experience it. When you go home and you actually taste the cereal, for instance, the third moment 305 00:30:37,280 --> 00:30:42,800 of truth, which is not mentioned in this map is, was it so good that organically you decide, wow, 306 00:30:42,800 --> 00:30:47,520 I want to share this. I'm diving a little bit too far into the fulfillment side of things, but 307 00:30:48,320 --> 00:30:52,320 I'm going to go on my soap box a little bit. It's because so many people are trying to force 308 00:30:52,320 --> 00:30:56,960 the referral right now with all these promotions and just get people to sign up and listen to you 309 00:30:56,960 --> 00:31:01,760 on vacation, et cetera. That that's not an organic referral. That's not somebody who actually loves 310 00:31:01,760 --> 00:31:05,600 the product or the brand. It's a distraction from your trust in the brand. And that's the 311 00:31:05,600 --> 00:31:10,880 distraction from your true value and knowing your true value. But this zero moment of truth level 312 00:31:10,880 --> 00:31:18,080 that Lauren's talking about is one that you can ignore to your own detriment, but people are 313 00:31:18,080 --> 00:31:24,080 looking online. They're seeing reviews, they're going on glass door to see what it's like to 314 00:31:24,080 --> 00:31:29,920 work at your company too. That's a great sign. And how are they going to have great customer support 315 00:31:29,920 --> 00:31:35,200 if they don't even care about their own people? So I'll turn the mic back over to you, Lauren, 316 00:31:35,200 --> 00:31:43,600 but let's talk about that a little bit further. When people say, my customers don't do online 317 00:31:43,600 --> 00:31:52,640 research, even in these medical spaces, for instance, no, they just come to us and talk to us. 318 00:31:53,520 --> 00:31:59,120 What insight do you have there? When people say they don't do medical or they don't do research, 319 00:31:59,120 --> 00:32:08,080 I was suggesting- Yeah, my people aren't on LinkedIn. My clients, my prospects, they're 320 00:32:08,080 --> 00:32:13,040 not paying attention to what's going on online. I think that they have a fairly naive view of 321 00:32:14,640 --> 00:32:21,360 the sophistication of most people anymore in the market. So I imagine that they're going to get 322 00:32:21,360 --> 00:32:32,960 an unpleasant surprise. I agree. So what are some of the signs that you've seen in the market that 323 00:32:32,960 --> 00:32:42,800 show that they are doing their research? When you're calling on a customer and they refer to, 324 00:32:42,800 --> 00:32:50,720 for example, in medical, they refer to a recent piece of clinical research or they refer to a 325 00:32:50,720 --> 00:32:57,200 competitive article or the competitive product where they've been doing their research just to 326 00:32:57,200 --> 00:33:05,840 see if they can manipulate you by talking about your competition. That's not new. And their 327 00:33:05,840 --> 00:33:11,760 presence on LinkedIn and some of the social media, some of their comments and the articles that they 328 00:33:11,760 --> 00:33:19,360 write. Yeah, that's a great idea. So when you look up the company and you can see more about the 329 00:33:19,360 --> 00:33:27,600 digital identity of the company themselves, that can be a great way to know how tech-driven are 330 00:33:27,600 --> 00:33:36,640 these people that I'm working with. How much are they bought into? They might have an explosive 331 00:33:36,640 --> 00:33:42,400 amount of content on TikTok already and they might have no Facebook presence and that. They might 332 00:33:42,400 --> 00:33:49,040 have both. They might have the same post going out on every single platform, which is actually more 333 00:33:49,040 --> 00:33:55,280 of a sign that they kind of just spray and pray and don't mess with it, at least from a marketing 334 00:33:55,280 --> 00:34:02,000 standpoint. But again, it doesn't negate the fact that they may be a consumer of certain information 335 00:34:02,000 --> 00:34:09,200 related to what your cell is. And so knowing your audience and doing that research is incredibly 336 00:34:09,200 --> 00:34:17,040 valuable and important. Awesome. So moving into sales teams, inspiring them to embrace their 337 00:34:17,040 --> 00:34:22,960 challenges and triumph. So I think a lot of sales teams got hit hard by COVID. I think that's 338 00:34:22,960 --> 00:34:32,800 probably my greatest understatement in this podcast yet. How do we help them embrace 339 00:34:33,360 --> 00:34:41,120 the challenges they face and then again, turn into triumph? Yeah, COVID has impacted, I think, 340 00:34:41,120 --> 00:34:46,960 accessibility to customers. I think that that's changing some now, but it made it very difficult 341 00:34:46,960 --> 00:34:54,000 to actually get in front of your customers. And so it changed the way that sales people often 342 00:34:54,000 --> 00:35:02,000 interact with their customers. How can we support people? I think it's important to have a team. 343 00:35:02,880 --> 00:35:09,920 I think it's important to have a coach. And keep in mind that sales is really about you. 344 00:35:09,920 --> 00:35:16,880 And people go, oh, good, I love stuff that's about me. But it's really about you and how you show up 345 00:35:16,880 --> 00:35:23,760 as an individual, how you show up with your preparedness, your market knowledge, 346 00:35:25,280 --> 00:35:31,920 your resources, perhaps within your company, or within your community, depending on what it is 347 00:35:31,920 --> 00:35:44,160 that you're selling. So you have to have a team that you can use to create ideas, market strategy, 348 00:35:45,920 --> 00:35:51,440 follow up, and differentiate yourself. I think it's almost impossible to do it by yourself. 349 00:35:52,800 --> 00:35:57,440 Okay. So we've already got a manager. You know, why do we need a coach? 350 00:35:57,440 --> 00:36:02,000 Because your manager is trying to manage the business, but they're not trying to develop you 351 00:36:02,000 --> 00:36:09,600 as an individual so that you are really doing your best. Yeah. And I shouldn't say that about all 352 00:36:09,600 --> 00:36:16,560 managers, but as a manager, you've got a lot of people and a lot of responsibility. And you're 353 00:36:16,560 --> 00:36:24,240 sandwiched between the corporate structure and your salespeople. You're the middle layer. And so 354 00:36:24,240 --> 00:36:30,480 you don't often have time to really work individually with the people to develop them 355 00:36:30,480 --> 00:36:37,680 like they can be developed. So wait a second. I hear you saying, putting the onus on me 356 00:36:37,680 --> 00:36:45,680 as an individual, shouldn't my corporation be the ones who buy the coach and the manager for me 357 00:36:46,400 --> 00:36:51,600 so that I win? Come on, you're not telling me as an adult, I got to invest in myself. 358 00:36:51,600 --> 00:36:55,760 Take responsibility for yourself? Interesting. Okay. 359 00:36:55,760 --> 00:37:02,320 You know, I would suggest that it depends on how deep your desire is for personal success. 360 00:37:03,200 --> 00:37:06,640 Are you going to wait for your company to provide you with something or are you going to be 361 00:37:06,640 --> 00:37:11,600 responsible for your own career trajectory? I was. When I was younger, I was waiting. 362 00:37:11,600 --> 00:37:15,040 Oh, I will do that. I had to learn. 363 00:37:15,040 --> 00:37:19,440 Yeah, absolutely. I remember I almost went to Adam at Restaurant Connect, 364 00:37:19,440 --> 00:37:24,560 that was very, very close to ask him if he, you know, I was ready to hire this guy to manage my 365 00:37:24,560 --> 00:37:31,600 LinkedIn profile and it was going to cost me $3.33 an hour and I needed him for one hour per week. 366 00:37:32,400 --> 00:37:37,920 And I almost went and asked Adam for permission and to do it for me. 367 00:37:39,920 --> 00:37:44,720 Wow. Yes. Learning to now I've got a company, I've got lots of delegation going on. We have 368 00:37:44,720 --> 00:37:50,880 lots of team members, but I know what it's like to be, you know, to feel, have that mentality of 369 00:37:50,880 --> 00:37:56,880 I'm an employee, you know, or I'm not, this is not my job. This is not my responsibility. 370 00:37:56,880 --> 00:38:02,640 But when we make that shift to say, you know what, I can't invest $3 in myself. I can invest 371 00:38:02,640 --> 00:38:07,680 $300 in myself. I can invest $3,000. And if I look at it from the perspective of, okay, 372 00:38:08,400 --> 00:38:12,160 what are my results right now monthly? What could they look like? 373 00:38:12,160 --> 00:38:17,040 If I have the right guidance that changes everything on the management side, you know, 374 00:38:17,040 --> 00:38:21,920 managers like, well, they should hire their own coaches. Wait a second, Mr. and Mrs. Manager. 375 00:38:21,920 --> 00:38:28,880 What if you brought the coach in for everybody? Couldn't that possibly bring everybody's life 376 00:38:28,880 --> 00:38:34,880 forward when you've got a mom and a dad, right? A nurture and accountability person to, to start 377 00:38:34,880 --> 00:38:38,880 looking at things from different angles and perspectives and helping people feel more 378 00:38:38,880 --> 00:38:44,080 committed to the process of growth. I'm a huge fan of, of yes and. 379 00:38:44,080 --> 00:38:51,520 Right. Right. And, and managers, you know, if they have the resources and they have the 380 00:38:51,520 --> 00:38:58,160 understanding of how valuable coaching is, many times they will bring in individual coaches for 381 00:38:58,160 --> 00:39:05,120 their teams. Absolutely. So before we wrap up on this, I've, I definitely want to dive in 382 00:39:05,120 --> 00:39:10,400 a little bit deeper into what that looks like. So if, if somebody wanted to bring you in for 383 00:39:11,920 --> 00:39:16,400 coaching for their team or coaching for an individual, what does that look like? 384 00:39:17,280 --> 00:39:22,160 How does it start? You know, we haven't, I have an option of either doing it virtually or in person. 385 00:39:23,040 --> 00:39:30,720 And at this point I'm meeting, we do one training a week for 90 minutes and then the 386 00:39:30,720 --> 00:39:38,560 alternating week I meet with each individual one-on-one. One thing that I really is important 387 00:39:38,560 --> 00:39:46,000 that I work very closely with the management team so that we establish timeframes and how much time 388 00:39:46,000 --> 00:39:52,160 they want their people to be in a training each week so that I can adjust it to the company's 389 00:39:52,160 --> 00:40:01,760 preferences. But it's a, the first course is a 90 day course. And then we have an option of some 390 00:40:01,760 --> 00:40:08,400 mastermind groups or some support groups as people implement what they've learned. And they have to 391 00:40:08,400 --> 00:40:14,080 start implementing what they're learning the very first day of training and they're responsible for 392 00:40:14,080 --> 00:40:22,080 them for reporting back. So it's immediate application of these concepts. And so I think 393 00:40:22,080 --> 00:40:28,880 that's the most important thing. And then reporting back how it's working for them and giving support 394 00:40:28,880 --> 00:40:34,400 as they come across inevitable challenges. And then I do have some advanced training for the more 395 00:40:34,400 --> 00:40:40,480 senior reps that is individualized to the company and the team's needs. 396 00:40:41,360 --> 00:40:45,840 That makes sense. Cause when you're getting into advanced training, you've got to make sure that 397 00:40:45,840 --> 00:40:53,200 you're in place to be able to, you know, it's milk before meat as the scriptures would say. 398 00:40:53,200 --> 00:40:58,240 You know, you don't want a baby to choke on a piece of meat. So you wait and you feed them what 399 00:40:58,240 --> 00:41:02,560 they can take now. And later they grow into the same is true in cells, the same is true in 400 00:41:02,560 --> 00:41:08,000 copyrighting, the same is true in web development and everything else. You know, we have so much 401 00:41:08,000 --> 00:41:14,800 to learn as professionals in order to be valuable to those that we serve. I have my own list of 402 00:41:14,800 --> 00:41:20,240 questions that I ask salespeople before bringing them into my environment. If somebody is looking 403 00:41:20,240 --> 00:41:26,960 for a sales coach or sales trainer at this time, what are some of the core questions they should 404 00:41:26,960 --> 00:41:33,520 ask? And what are some of the, the red flags and the good values they should look for? 405 00:41:34,160 --> 00:41:40,080 Yeah, certainly initially you want to make sure that the person that is potentially coaching you 406 00:41:40,080 --> 00:41:45,840 has experienced themselves and has success themselves. So they're not. 407 00:41:46,880 --> 00:41:51,040 I'm sorry. How do you figure that out though in a world where AI writes everything for everybody? 408 00:41:52,400 --> 00:41:53,840 How do you, what are the questions? 409 00:41:59,120 --> 00:42:03,920 Having conversations about tactics, asking them particular questions about, 410 00:42:04,880 --> 00:42:09,280 just like interviewing somebody, how they handle things. You know, what was their 411 00:42:09,280 --> 00:42:16,560 experience, biggest challenges, failures is always a good one, successes, and asking them to share 412 00:42:16,560 --> 00:42:23,040 specific stories and then asking them to perhaps give a sample of what the training would be like. 413 00:42:24,800 --> 00:42:29,920 I like the sample idea as well. And when you ask somebody about their failures, 414 00:42:30,880 --> 00:42:34,960 why do you do that? What do you look for in a response from somebody when you said, you know, 415 00:42:34,960 --> 00:42:40,480 tell me about one of your failures. Yeah, I look for honesty and I look for strategic thinking, 416 00:42:41,120 --> 00:42:47,760 and I look for what they learned because we all have failures. But if we don't step back and say, 417 00:42:47,760 --> 00:42:51,760 what could I have done differently? And what have I learned? And how am I going to change in the 418 00:42:51,760 --> 00:42:59,280 future? Then we really haven't learned from that experience like we could have. So if I say, you 419 00:42:59,280 --> 00:43:07,440 know, I don't really have any big failures that come to mind. I've always gotten along pretty well 420 00:43:07,440 --> 00:43:14,720 with my team. I've always been pretty good at what I do. What do you know about me? 421 00:43:17,040 --> 00:43:19,840 I have to say, you probably didn't really push yourself that hard. 422 00:43:21,600 --> 00:43:26,400 And I'm not sure that I would completely trust the accuracy of your response. 423 00:43:26,400 --> 00:43:37,120 I would agree. Exactly. I would say that there's that honesty. Maybe I believe that. But now I know 424 00:43:37,120 --> 00:43:43,840 that person is not even honest with themselves. We all make mistakes. We all have failures. But 425 00:43:43,840 --> 00:43:51,760 some of us refuse to look at it. Others recognize the value in constant development and progression. 426 00:43:51,760 --> 00:43:59,600 I share with my trainees, my clients, failures that I had, things that I learned 427 00:44:01,520 --> 00:44:05,280 so that they understand that they don't make the same mistakes. 428 00:44:06,240 --> 00:44:12,400 Exactly. From what I did wrong. Exactly. You know, which one for me, which one do you want? 429 00:44:13,840 --> 00:44:21,280 I was like the world's worst district manager for a time. Two, I was fired by the CEO of 430 00:44:21,280 --> 00:44:29,200 Lifetime Fitness. And three, I about set our startup on fire right before winning the deals 431 00:44:29,200 --> 00:44:36,880 we needed to raise $10 million. So while I did end up providing well in the end, at what cost, 432 00:44:38,080 --> 00:44:44,400 I was a burden for people when I was a young leader. So there's lots of opportunities to learn 433 00:44:44,400 --> 00:44:51,040 when we're willing to own it and recognize that we're very human. We have an opportunity 434 00:44:51,040 --> 00:44:56,320 to grow and develop. Right. You're going to make mistakes. If you're out there pushing the limit, 435 00:44:56,320 --> 00:44:59,680 if you want to be the best, you're inevitably going to make a mistake. 436 00:45:00,720 --> 00:45:05,760 Absolutely. Any final thoughts you'd like to share before I wrap the episode up, Lauren? 437 00:45:06,480 --> 00:45:09,920 You know, I'm just going to say for people that are considering going into sales, 438 00:45:10,480 --> 00:45:17,040 but maybe not sure or you think it's perhaps high pressure, I would really encourage you to take a 439 00:45:17,040 --> 00:45:25,200 serious look into that career. It's a fabulous career. You have flexibility, you have ability 440 00:45:25,200 --> 00:45:31,120 to positively impact people's lives. And if you're in the right company with the right product, your 441 00:45:31,120 --> 00:45:40,400 your income is literally, you know, as high as you want it to be. Yes. And there you're just 442 00:45:40,400 --> 00:45:47,840 constantly growing and developing. You're out talking to people. You're out in the world. It's 443 00:45:47,840 --> 00:45:53,280 a wonderful career. It is. There's a lot of companies that have learned to leverage that 444 00:45:53,280 --> 00:45:58,800 statement that your income potential, you know, is limitless and they're lying. They don't actually 445 00:45:58,800 --> 00:46:05,680 have, you know, a compensation plan based on reality. And there's usually stipulations in 446 00:46:05,680 --> 00:46:11,440 them that say we can change your compensation any time. And so those those elements you want 447 00:46:11,440 --> 00:46:17,040 to take seriously, but Lauren is 100% correct. It is one of the few careers where the cap, 448 00:46:17,040 --> 00:46:20,880 if you're in the right environment, is you and your willingness to commit to it, 449 00:46:20,880 --> 00:46:25,600 which does give you flexibility and freedom beyond most of the careers. What I would also recommend 450 00:46:25,600 --> 00:46:31,600 is a book called You Can't Teach a Kid to Ride a Bike at a Seminar by David Sandler. That's my 451 00:46:31,600 --> 00:46:39,600 favorite sales book. And David Sandler passed away in his early 50s, I believe. But the treasure 452 00:46:39,600 --> 00:46:46,720 trove of value that he gave to the world by writing that book is something that I love dearly 453 00:46:46,720 --> 00:46:52,640 and I'm very grateful for. And we have somebody in front of us who is not resting in peace, 454 00:46:52,640 --> 00:46:58,160 who's alive and well, Lauren Fisher, who's got the inside job to be able to turn to as a resource. 455 00:46:58,160 --> 00:47:03,440 So we're going to be putting on the landing page links to Lauren's resources. We may even update 456 00:47:03,440 --> 00:47:09,040 those as she continues to update her programs and brands. If you have any questions or comments 457 00:47:09,040 --> 00:47:14,000 regarding sales, drop those on the social media platform of your choice. We'll be happy to take 458 00:47:14,000 --> 00:47:20,720 a look at that. If you want to throw an objection at us as well, or maybe something that you were 459 00:47:20,720 --> 00:47:25,040 talking to the prospect and they gave you an objection that you didn't know how to overcome, 460 00:47:25,040 --> 00:47:30,880 feel free to drop in the comments and let's role play. Sales can be fun when you realize, 461 00:47:30,880 --> 00:47:35,920 wow, this is kind of like playing Clue or playing any other game in life. When you say, you know 462 00:47:35,920 --> 00:47:40,080 what, I'm just going to, I'm just going to learn the psychology behind all this stuff and learn how 463 00:47:40,080 --> 00:47:45,120 to help people better. That's what it's really all about. So vision pros, if you have a vision of 464 00:47:45,120 --> 00:47:50,080 your own that you'd love to share in the top right corner of that page, you'll see a button that says 465 00:47:50,080 --> 00:47:56,240 be our guest and we would love to have you apply, share your vision with me. And if it makes sense, 466 00:47:56,240 --> 00:48:00,080 we'd love to have you on this stage as well. Everybody have a fantastic rest of your day. 467 00:48:00,080 --> 00:48:05,600 Lauren, thank you so much for being with us today. Thank you. Thank you for being here today. I'm 468 00:48:05,600 --> 00:48:10,880 really happy that you tuned into Vision Pros Live. I'm looking forward to seeing your reactions as 469 00:48:10,880 --> 00:48:15,120 these episodes continue to move forward. This is going to get more and more fun. We'll have more 470 00:48:15,120 --> 00:48:19,760 and more engagement as well. We'll invite people to participate in the show and thank you for giving 471 00:48:19,760 --> 00:48:23,360 us your time and attention. Have an excellent time building out your vision.