Tell me about your vision.
So my vision is to really help sales professionals,
entrepreneurs, business owners,
and really anyone understand the value of their time
so they can invest it in the places
that's gonna get them a return on that investment
to generate the life they wanna live sustainably.
I believe success is a perspective.
And when you get clarity on what your personal version
of that success means, it's a lot easier to get focused on
what are the things I need to do to get the result
that I'm looking for, which everyone wants success, right?
You don't listen to a podcast like this.
You don't go out and seek out personal development
unless you want more out of life.
And so my goal is really to help people understand
that time is your most valuable asset.
When you learn to value your time,
you'll start investing it more wisely
and you'll get a lot more out of your life.
That is awesome.
And one thing I will say,
and I'm gonna back up in just a moment,
but I wanted to point out, you emphasized your.
I love that because we are so focused
on what everyone else is doing
and trying to create our journey
according to what we see others doing
and not actually focusing on our own journey.
So your emphasis on yours like totally gave me goosebumps
because I'm like, that's it, your,
your, your, your.
Tell me the name of your business
and or businesses that you have.
The name of our business is Call the Dam Leads.
And we work with sales professionals and business owners
to help them dial in those systems and processes
to again, help them live that sustainably successful life.
How in the heck did you come up with that name?
Well, it's a long story for the sake of time.
I'll shorten it to,
when I was an up and coming sales professional,
the one thing that I learned is that
for me to make more sales and make more money,
I needed more leads.
I needed more people to talk to.
So I went on and I started learning marketing.
And wouldn't you know, I did the work
and I had some success in our marketing venture,
ended up starting my own marketing business on the side
and was awesome, had a lot of clients
that we were getting leads for.
Unfortunately, some of those clients,
they didn't wanna do the work
and they weren't calling those leads
and then they were calling me and complaining
as if my service didn't provide
what it was saying it would provide.
And so, it was a little frustrating.
And at one point I had one specific client
that told me the leads are no good, this doesn't work.
And so I picked the phone up and I started calling them.
And I don't know anything about real estate.
I'm not an agent.
I've bought and sold a couple houses over the years
for my family, but like I'm not in the business.
But I ended up setting multiple appointments
and even had one signed contract on a condo in Utah.
I lived in Ohio at the time.
And I called the gentleman back.
I'm like, listen, I don't know what's going on,
but you need to call the damn leads.
Now, here's the refund.
Here's all these people that wanna see the place.
Please don't ever call me again, have a wonderful day.
And so that's where it all started was this big joke
in the marketing business that we had.
And I thought, someday, somewhere,
people are gonna laugh at this with me.
And I ended up filing a trademark on it,
thinking it was funny.
And so now I own it.
We have a whole e-commerce line of t-shirts and hats
and wristbands and all kinds of silly things.
And it's, again, it's really just a mantra
and a reminder to do the work.
But if you're in sales and you've ever worked the business,
you know what it's all about.
I'm about to blow your mind.
So I'm two years in real estate.
No.
Yes.
And I'm telling you, when I seen it,
and the way that this is organized
and how we end up hosting the show with someone
is it just sort of pops up into the calendar, right?
So Drew B. Wilson pops up.
I'm like, oh, I love the name already.
Like that's dope, right?
So then it says, call the damn leads.
And I tell you, this is a religious statement,
but God was like, boom.
I'm sitting with 534 leads in my database.
And I'll text in a heartbeat.
But when it said, call the damn leads, I was like,
he's talking to me.
I don't like this.
I don't like this at all.
And that's just it.
Call them.
But interesting enough, as you say that
and as you become this person and this mantra
and having this business, how do people get over that fear?
So I'll put myself in there and just be transparent with you.
I don't like being told no by anyone.
So truth be told, I don't put myself
in positions of being told no.
So making a damn call for me is like, oh, they're
going to tell me no.
What would you tell someone like me on a bigger scale that,
yeah, it's fear, but what do you do with that?
Yeah, that's so good.
And I appreciate you being vulnerable enough
to share that.
What a gift to me and to the listener
for you to be open and honest, because you're not
the only one that has that fear or that struggle.
And also, I tend to find that a lot of professionals
deal with call reluctance, let's say,
in that fear of rejection.
Because let's be honest, no one wants to be rejected.
And inevitably, when you're in the sales position,
your goal is to sell people.
That's our job.
However, I have shifted my mindset and our clients
that I work with over the years to be more
about service-focused sales.
Because when you get on a phone and you're
cold calling people to try to sell them something,
it feels very much on the other end the same way
that you feel when someone calls your phone
to sell you something.
And so what I've learned for me personally,
and again, take this however you'd like,
but I share it with my clients.
It's worked really well for us.
In that every conversation I'm having,
whether it's personal or professional, my goal
is to be a servant first.
Let me ask questions.
Let me understand and have empathy
and really understand where this individual is
at in this season, in this moment.
And then if I have a product, service, or someone I know
that I'm confident enough to tell them, hey, you've
expressed x, y, z situation.
I feel as though there's something we have access to
that can help you with this.
Would you be interested in exploring that further?
That's it.
And now the rejection is more they've
made the decision themselves to say that I
don't want to solve the problem.
And it's not on you anymore.
It's on them.
But when you're just calling to try to sell them something,
it feels different than just being able to say, hey,
I want to get to know you so that whatever you're dealing
with, if there's something I can help you,
let me share that with you.
Let that be my gift to you today.
And in return, if it makes sense to work together, great.
If not, that's great too.
I still know I've done my part on this earth.
That's good.
That's really good.
And I love the fact that you say to be a service of.
And interesting enough, as I tell myself,
I still haven't made those calls.
But I tell myself, I need to turn that two-letter word
into a four-letter word.
Not the N-O, but the K-N-O-W. They don't know me.
I'm just calling them.
So it's not that they're telling me no.
They're telling me I don't know you.
And although I got it down pat, I still haven't made the calls.
So that's really good.
And to be of service to someone, whether they
need that immediate service of real estate
or whatever one sells, or just some other collaboration
or other people that you have that you can connect them to.
It's not always about us.
It's about them.
And you're so right about that.
So as you say all of this, what is your why?
Tell me what your why is.
Oh, really, it's kind of cliche.
But ultimately, for me, it's to be the example I've
ever had growing up so that my wife, my son,
and anyone around me and within my community
can see what's possible for themselves.
What I've learned over the years is that a lot of times,
the why is legacy.
It's our family.
It's all these things.
And that's amazing.
And you can share all the wisdom and knowledge
that you have with everyone that will listen,
but they're still ultimately going
to do what they want with it for themselves.
And so when you show up with the mentality and the idea,
and for me personally, it's I'm just
going to be a great example of what I can do with my situation,
the cards I've been dealt, and show that when you're
willing to go above and beyond and when you're
willing to do this work that others aren't,
you can achieve things that you never
thought possible for yourself.
And again, to me, it's all about perspective.
What is in it for you?
What do you want?
What makes you genuinely feel good?
Because social media, the news, whatever,
all of these things are made to prop up this lifestyle that's
not sustainable.
How do you sustain that good feeling?
How do you maintain that knowledge of when I wake up,
it's going to be a great day, no matter what happens,
no matter what struggle, no matter what roadblock,
I'm going to get through it and have that faith.
And to me, that's my why.
Because if I can express that and share that and motivate
another person, well, guess what?
That's what brings me ultimate joy and fulfillment.
It's very selfish, but at the end of the day,
that's what a why is all about, being selfish.
Why do you want this?
It's for you.
So I'll get off my soapbox, but that's it.
It is so powerful.
No, no, I'm loving it.
You know, like that's the thing.
Most people, it's so self-serving,
but at the end of the day, they say their why is everyone else.
But what I find very interesting is that in life,
I've created something called the Four Sixes.
And it's ultimately a matter of the areas of life
that matter to me and where I want to spend my time,
who I want to spend it with, and what I want to spend it on.
So when I think about it, there's
24 hours in any given day.
We can kind of agree on that, right?
There's four areas of life that are important.
Sleep is number one, because if you've ever
been on like a 48-hour or a 72-hour bender
and you're in real estate, so maybe not you.
You seem more of a wholesome kind,
but there's definitely people in your industry
that know what I'm talking about.
After that long, you're useless.
You can't get a whole lot done.
You sound like a goofball, like no one wants to be on a bender.
So we have to sleep every day.
And we all need our beauty sleep,
because if you're going to show up,
you want to look good too, right?
And so then after sleep, most of us
have our why, which tends to be our family, our legacy,
our relationships, the thing that
matter to us outside of ourselves.
Then we have our business, because none of us
have F-you money yet, right?
We're still following up.
We're still trying to put some duckets in the bucket,
as my wife says.
And then we put ourselves last, which is so interesting to me,
because we tell everyone we're doing all these things.
We're this best version of ourselves for them.
But when the last time you got on an airplane,
what'd they tell you?
You have to put your own oxygen mask on first.
Otherwise, you're a burden to everyone else
in case of emergency.
Well, guess what happens?
If you're putting yourself last, you're
not putting on your oxygen mask.
So you're not your best self.
You're not the most energized.
You're not the most valuable person you can be.
And yet, you're out here making these promises
to everyone else that you are.
So who are you lying to yourself?
So why do leaders hide from funding their vision?
And what made you decide to move forward and just let it flow?
And how did you do that?
I think the biggest reason that people
are afraid of funding their vision is imposter syndrome.
They're afraid.
They don't want to step up and do something
where they could fail.
They don't want to look stupid.
They don't want to go out there and tell the world
that they're this expert or this great person at this thing
and then get laughed at, which I understand.
I've dealt with that.
I still deal with it on occasion.
It's something that will always be there
for every human on the planet.
I don't care who you are.
In some way or fashion, you will deal with this at some point.
What I've realized, though, about it
is that that imposter syndrome is an integrity-driven value.
Or I'm sorry, it's driven by a value of integrity
and it's a feeling that stems from it.
Because when you reach a level of competence in your skill set,
whether it's real estate or marketing or sales,
whatever the thing is that you're great at,
you reach a level of unconscious competence,
meaning you don't even know what you know at this point.
You're just doing things based on reflex.
So what happens is you know you don't know everything.
And when someone asks you to step up and to lead,
you have this feeling of, well, why me?
What makes me the expert?
Why should I be the one to do this?
And your vision is no different.
That calling, that download that you get,
it's always going to be blocked by that initial,
am I the real person for this?
Why am I being chosen for this mission?
Why am I being blessed with this vision?
And why don't I want like what?
Why me?
That's so strange.
So you have to be willing to just go and say, listen,
even if I fail, whatever you subscribe to,
whether it's religion or your own version of life
in the universe and energies, like energy begets energy.
If you want to get something, you
have to be willing to put something into it for that.
So if you want your vision to become a reality,
you have to fund it.
What's great now is understanding
that funding, that doesn't always have to be a monetary
thing.
It's not a dollar necessarily, because you realize time
is money now.
So funding your vision could be a minimum of saying,
I'm going to invest one hour every day
into making this happen.
Non-negotiable, I know that the one resource I have is time,
so I'm going to spend time working on making
this vision a reality.
Do that for 30 days.
See how much farther you are in 30 days
than right now, where you're consistently going,
well, I don't have the money to invest in my vision.
Well, you don't have money.
That's true.
But you have time.
What are you doing with your time?
And that goes back to writing down and taking
that two-week note of what you've done every day
to try to figure out how to make your vision come to life.
And I love that you say that.
And it is a cliche statement.
And it's a statement that most people use, but time is money.
And in order to put yourself into the area of success,
you have to take the time to do that.
And you have to develop those things
and just put your best foot forward.
And I truly, truly, truly love your mindset.
I get it why you're on stage.
And I get it why these books are being written.
So I want to talk about one of your books really quick.
And that is Crushing the Day.
I looked at that, and I was like, that's dope.
And I mean, there's many books out there.
But there is also a phrase.
And I do judge a book by its cover.
So it's super cute.
It's super cute.
I love the cover.
So I was like, oh, I like that.
Also, I will buy one.
I'm just trying to figure out how to get one signed.
Anywho.
I got you.
From the store.
As soon as we get off of this, I'll send you the link.
I'll sign one.
I'm happy to send you one, Drunk.
I think that would be great.
I would.
I would love it.
Because I not only want to say this out loud
and to whomever watches this, I don't do this
because I'm a professional on my end.
I do this because I have a lot of learning to do myself.
So you're not, as you're sitting here and I'm taking notes,
I'm a note taker.
The page is a whole mess.
And I'm taking notes, and I'm like, oh, that's a plug.
That's a good one.
So I want to say out loud in vulnerability and transparency,
thank you.
Thank you for feeding me what I haven't eaten yet.
You know what I mean?
So those are those things that we don't tend to understand.
It's like everything is not about me.
Everything is to see what we can give out there.
And so due to time and everything else,
when it comes to that book and crushing the day, out of all,
I think you have four books.
Is that your most favorite?
It's probably the one that's the most personal.
I don't know that I have a favorite.
I think it's like anything.
It's seasons, right?
You have a favorite TV show, but then it changes a little bit.
My books are kind of the same way.
But Crushing the Day is definitely the most personal.
It was the first book that I wrote and released.
It was and is a very deep dive into my childhood,
my upbringing, a lot of the things that I think really
shaped who I am as an individual and a young man.
I mean, I'll be 36 here next week.
And so I'm sorry, 37 next week.
You see how time flies.
But I'm very blessed to have been
able to share those stories because there's
a lot of things that I think most sales professionals,
entrepreneurs, anyone that's on that journey of development,
they hit that wall where they're like, OK, I know there's more.
I can feel it.
There's this internal pull, whether it's
deja vu or these just callings that you get, downloads,
whatever.
And I feel like it's the permission
to take that next step that we're all seeking,
that we just aren't getting from those around us.
And it's not to say that the people in our circle
aren't good people.
But unfortunately, what you're going to learn
is the people you're around now are not likely
the same individuals who will take you to the level
you're destined to be on.
So it's just recognizing and assessing, all right,
where are you?
What have you learned so far?
What are the things that you can be grateful for and show,
like, all right, this really helped me get here?
And then also realizing, what can
I do to serve the individuals who I know
are where I want to be in life?
It's like social drafting.
You can do it yourself, but it's a lot harder.
And it takes longer, versus if you get in a group
and you're kind of running with some people
and you can kind of draft behind them and learn from them
what they got going on, it's a lot better.
So it's just a matter of, I really
think that book for me is about those little lessons
that I learned in my childhood and my young adult life that
helped me get to the point where I can make the decision
to go all in like I have.
Thank you for being here today.
I'm really happy that you tuned in to Vision Pros Live.
I'm looking forward to seeing your reactions
as these episodes continue to move forward.
This is going to get more and more fun.
We'll have more and more engagement as well.
We'll invite people to participate in the show.
And thank you for giving us your time and attention.
Have an excellent time building out your vision
and becoming a Vision Pro yourself.