WEBVTT 00:00:00.000 --> 00:00:03.600 All right. Welcome in to Vision Pros Live with 00:00:03.600 --> 00:00:05.860 Jackson Callum. I'm your show host. We'll be 00:00:05.860 --> 00:00:07.599 doing interviews for visionary entrepreneurs 00:00:07.599 --> 00:00:10.439 and guest leaders who are building fantastic 00:00:10.439 --> 00:00:20.620 visions out there. Hey, what's up, everybody? 00:00:20.719 --> 00:00:22.600 Welcome into another episode of Vision Pros Live. 00:00:22.699 --> 00:00:24.500 I'm your show host, Jackson Callum, founder and 00:00:24.500 --> 00:00:26.920 CEO of First Class Business. And I'm excited 00:00:26.920 --> 00:00:30.039 to have Ted McKenna on stage today because They've 00:00:30.039 --> 00:00:31.980 done a great job of exploring the psychology 00:00:31.980 --> 00:00:35.719 of cells. And when it comes to vision, I think 00:00:35.719 --> 00:00:37.619 it's so important to learn from all sorts of 00:00:37.619 --> 00:00:39.640 different perspectives, whether it's Jim Rohn, 00:00:39.880 --> 00:00:44.840 Brian Tracy, Alex Hermosi, Ted McKenna. There's 00:00:44.840 --> 00:00:46.520 a lot of different people who can help us with 00:00:46.520 --> 00:00:48.240 that. One of the things that I hope you write 00:00:48.240 --> 00:00:50.640 down, visionaries, is my definition of cells. 00:00:50.899 --> 00:00:55.549 And that is cells is service. Take the pressure 00:00:55.549 --> 00:00:57.049 off yourselves. We're not we're not high ticket 00:00:57.049 --> 00:00:59.350 closers in all scenarios I'm sure there are some 00:00:59.350 --> 00:01:01.630 out there one call closers But at the end of 00:01:01.630 --> 00:01:03.609 the day if you want healthy relationships, you 00:01:03.609 --> 00:01:06.230 want long -term relationships and seek to serve 00:01:06.230 --> 00:01:09.049 and the process of inspiring people to want to 00:01:09.049 --> 00:01:10.890 accept your invitations and work with you. So 00:01:10.890 --> 00:01:13.209 that's my little, my little input. But again, 00:01:13.290 --> 00:01:15.769 I'm always looking for people like Ted McKenna 00:01:15.769 --> 00:01:18.790 because there's so much more that I can do to 00:01:18.790 --> 00:01:21.370 learn how to expand my efforts to help others. 00:01:21.430 --> 00:01:23.790 So before I bring Ted back on real quick, a couple 00:01:23.790 --> 00:01:25.709 of the sponsors and opportunities for you to 00:01:25.709 --> 00:01:28.049 connect with other resources, your network is 00:01:28.049 --> 00:01:32.019 your net worth. Junaid Ahmed of Home Studio Mastery. 00:01:32.040 --> 00:01:34.400 He builds some of the best podcast studios on 00:01:34.400 --> 00:01:36.780 the planet. I'm talking 30 to 50 ,000 studios. 00:01:37.000 --> 00:01:39.640 I am down here right now in Tultkan, Ecuador 00:01:39.640 --> 00:01:42.859 in my little apartment temporarily and absolutely 00:01:42.859 --> 00:01:45.420 love helping the people down here on these opportunities 00:01:45.420 --> 00:01:48.280 to pursue these humanitarian projects and really 00:01:48.280 --> 00:01:50.599 build up the 8 billion people out there who need 00:01:50.599 --> 00:01:52.760 a ton of help. But if you're looking for a high 00:01:52.760 --> 00:01:54.620 quality studio with the right type of lighting 00:01:54.620 --> 00:01:57.299 and you're looking to lead your industry per 00:01:57.299 --> 00:01:59.819 se, it's not a bad idea. Have a great studio. 00:02:00.099 --> 00:02:02.480 He is one of the best. Then there's Dr. Danny 00:02:02.480 --> 00:02:05.579 Brassell. If you are a parent and you want your 00:02:05.579 --> 00:02:07.019 kids to be able to maximize their education, 00:02:07.319 --> 00:02:10.129 I highly recommend looking into. DannyRussell 00:02:10.129 --> 00:02:12.830 .com and The Reading Habit, especially for those 00:02:12.830 --> 00:02:15.469 of you with a little bit younger children, especially 00:02:15.469 --> 00:02:17.969 with boys that may be struggling to read. Danny 00:02:17.969 --> 00:02:21.370 is a genius and a wizard of education. His program, 00:02:21.389 --> 00:02:23.349 The Reading Habit, helps parents inspire their 00:02:23.349 --> 00:02:25.430 children to absolutely love to read. And that, 00:02:25.509 --> 00:02:27.250 of course, changes the trajectory of their lives 00:02:27.250 --> 00:02:30.270 as well. He speaks globally. He is a phenomenal 00:02:30.270 --> 00:02:32.789 hit. He is one of my best friends at this point. 00:02:33.229 --> 00:02:35.030 It has been very fun to work with him over the 00:02:35.030 --> 00:02:37.270 last year and a half and to see him influence 00:02:37.270 --> 00:02:39.129 my own ability to help my children. children 00:02:39.129 --> 00:02:41.830 with their reading. You got to get to know them. 00:02:41.870 --> 00:02:43.969 Then there's the Water Project. The Water Project 00:02:43.969 --> 00:02:46.710 helps millions of people get access to clean 00:02:46.710 --> 00:02:48.509 drinking water, something that I've taken for 00:02:48.509 --> 00:02:50.750 granted my entire life. I love how transparent 00:02:50.750 --> 00:02:52.750 they are about it. We do give monthly to the 00:02:52.750 --> 00:02:54.830 project. I'm not part of the project itself, 00:02:55.009 --> 00:02:58.729 but I do highly recommend. And my greatest wish 00:02:58.729 --> 00:03:02.520 for... the show is when you hear this that you 00:03:02.520 --> 00:03:04.580 decide to talk about this over dinner with your 00:03:04.580 --> 00:03:06.599 friends and family or maybe share it yourself 00:03:06.599 --> 00:03:09.159 with somebody you never know how far the ripple 00:03:09.159 --> 00:03:11.379 effect of doing good will will go and i remember 00:03:11.379 --> 00:03:13.580 when it came across me it was the first time 00:03:13.580 --> 00:03:15.919 i ever thought about not having water and i contributed 00:03:15.919 --> 00:03:18.960 to it i've contributed ever since so the ability 00:03:18.960 --> 00:03:22.680 to impact thousands of people across generations 00:03:22.680 --> 00:03:25.300 by providing this type of system and education 00:03:25.300 --> 00:03:28.370 to individuals Um, it just, I mean, you can't 00:03:28.370 --> 00:03:31.229 help, but, but feel all the feels about it. Um, 00:03:31.270 --> 00:03:32.789 so without further ado, let's get back to helping 00:03:32.789 --> 00:03:35.289 each and every one of you, Ted McKenna. Thank 00:03:35.289 --> 00:03:37.569 you for being here on vision pros live. Uh, and 00:03:37.569 --> 00:03:39.069 thank you for putting the resources together. 00:03:39.150 --> 00:03:40.889 You've put together for sales. It's not the, 00:03:40.889 --> 00:03:43.409 it's not the easiest industry to talk about and 00:03:43.409 --> 00:03:45.590 to put your face out there for, uh, maybe it 00:03:45.590 --> 00:03:47.729 is rewarding, but man, I've, I've had a hard 00:03:47.729 --> 00:03:50.090 time leading in sales, um, as an entrepreneur 00:03:50.090 --> 00:03:52.810 myself. So, um, just thank you for what you do. 00:03:54.050 --> 00:03:57.979 Yeah, no, it's, uh, It's fun. It's fun to learn 00:03:57.979 --> 00:04:03.439 and to try to help people. I do believe sales 00:04:03.439 --> 00:04:05.300 at the end of the day is helping companies find 00:04:05.300 --> 00:04:07.479 ways to grow organically. And when they grow, 00:04:07.699 --> 00:04:11.139 they can hire more people and help those people 00:04:11.139 --> 00:04:14.139 thrive. And so it's really exciting to believe 00:04:14.139 --> 00:04:18.060 it's helping kind of from the ground up. Huge. 00:04:18.399 --> 00:04:20.779 I'm going to ask you a question related to sales 00:04:20.779 --> 00:04:24.180 off the subject a bit. something that can help 00:04:24.180 --> 00:04:26.240 our audience tremendously. And with your background, 00:04:26.420 --> 00:04:29.459 I think you'll have more insights than some of 00:04:29.459 --> 00:04:31.319 my other guests. So this is my greatest gift 00:04:31.319 --> 00:04:33.360 I can give you guys, all you vision pros out 00:04:33.360 --> 00:04:37.600 there. And that is that we often struggle when 00:04:37.600 --> 00:04:40.939 it comes to talking about money. And so my question 00:04:40.939 --> 00:04:43.160 for you, Ted, based on your research and what 00:04:43.160 --> 00:04:45.860 you've just learned in life, your opinion, why 00:04:45.860 --> 00:04:50.240 do leaders hide? from funding their visions? 00:04:50.480 --> 00:04:53.019 Why do they struggle to talk about finances and 00:04:53.019 --> 00:04:55.839 to move towards it and to understand how important 00:04:55.839 --> 00:05:00.639 it is to invest in what they're building? Yeah, 00:05:00.660 --> 00:05:02.680 I mean, it's a good question. I think, again, 00:05:02.899 --> 00:05:05.160 we're researchers, so I try to stay true to what 00:05:05.160 --> 00:05:06.980 we're actually experts in, what we've actually 00:05:06.980 --> 00:05:11.800 researched. And even going back to the studies 00:05:11.800 --> 00:05:15.800 from our challenger work 15, 16, 17 years ago, 00:05:16.060 --> 00:05:18.100 there's definitely like a, we used to call it, 00:05:18.300 --> 00:05:20.959 a comfort with tension that most sellers lack 00:05:20.959 --> 00:05:24.060 and that high performers have and some of that 00:05:24.060 --> 00:05:26.379 is comfort discussing money right and being able 00:05:26.379 --> 00:05:29.579 to um essentially kind of ask for the sale you 00:05:29.579 --> 00:05:32.300 know which is not the same thing as talking about 00:05:32.300 --> 00:05:35.339 money but it is meant to get to the point where 00:05:35.339 --> 00:05:38.420 you are not hiding behind the fact that this 00:05:38.420 --> 00:05:41.699 there is a transaction here um you know that 00:05:41.699 --> 00:05:43.819 you're asking for at some point you want to be 00:05:43.819 --> 00:05:47.040 strategic in how you approach that And again, 00:05:47.100 --> 00:05:50.459 couch it more in terms of we both win here, right? 00:05:50.500 --> 00:05:54.680 What's the win -win for you as the buyer or for, 00:05:54.779 --> 00:05:58.860 I guess, the funder, I suppose? And in the Jolt 00:05:58.860 --> 00:06:01.800 study, we had a chapter called Becoming a Buyer's 00:06:01.800 --> 00:06:04.199 Agent, which is really this sort of person who 00:06:04.199 --> 00:06:07.629 feels like they're... looking out for the best 00:06:07.629 --> 00:06:09.649 interests of that buyer, that they're looking 00:06:09.649 --> 00:06:11.269 around corners on their behalf, they're showing 00:06:11.269 --> 00:06:13.230 them they've kind of been down this road before. 00:06:13.370 --> 00:06:14.970 And I think if you arrive at that point where 00:06:14.970 --> 00:06:17.790 you're seen as this trusted expert, then it shouldn't 00:06:17.790 --> 00:06:22.110 feel like a bad thing to ask for an exchange 00:06:22.110 --> 00:06:24.230 there because you've already provided a fair 00:06:24.230 --> 00:06:27.430 amount of value. There used to be this old adage 00:06:27.430 --> 00:06:29.910 that we talked about is imagine a sales interaction 00:06:29.910 --> 00:06:32.129 so valuable, the person would pay you for that 00:06:32.129 --> 00:06:35.870 time alone and kind of striving for that. you 00:06:35.870 --> 00:06:37.990 know, over and above their willingness to pay 00:06:37.990 --> 00:06:41.170 for your services or for your products. Huge. 00:06:41.269 --> 00:06:44.649 I think it's very, very important material to 00:06:44.649 --> 00:06:46.769 consider for visionaries out there. I'll lean 00:06:46.769 --> 00:06:48.970 in a little bit further. So yesterday I was talking 00:06:48.970 --> 00:06:52.870 to a visionary who basically, without knowing 00:06:52.870 --> 00:06:56.509 what, why I was asking, came to the conclusion 00:06:56.509 --> 00:07:00.930 that I wanted to sell them. And in that conversation, 00:07:01.029 --> 00:07:04.089 he said that He just got his podcast launch. 00:07:04.230 --> 00:07:06.149 He just got a couple of books launched and he 00:07:06.149 --> 00:07:10.550 needs a year before he is ready to invest anything 00:07:10.550 --> 00:07:14.850 in his brands and his assets. And I actually 00:07:14.850 --> 00:07:17.149 had no idea why he even brought it up. You know, 00:07:17.189 --> 00:07:19.790 I guess he's been on a few podcasts that may 00:07:19.790 --> 00:07:22.750 be looking to sell people and other that come 00:07:22.750 --> 00:07:25.410 on their stage. My bigger point with that, though, 00:07:25.430 --> 00:07:28.620 is the same reality exists with. Anybody in sales 00:07:28.620 --> 00:07:31.540 and on any buyer, any perspective that exists 00:07:31.540 --> 00:07:33.839 out there is how do I escape a situation where 00:07:33.839 --> 00:07:36.160 I feel like I'm being sold or feel like I need 00:07:36.160 --> 00:07:39.939 to talk about money? And the irony of it is a 00:07:39.939 --> 00:07:41.620 lot of people hear this question, how do leaders 00:07:41.620 --> 00:07:44.040 lean into finding their vision or why are people 00:07:44.040 --> 00:07:45.800 scared of anything? Oh, venture capital, venture 00:07:45.800 --> 00:07:48.459 capital, venture capital. And I never said anything 00:07:48.459 --> 00:07:50.680 about venture capital. Funding can come from, 00:07:50.720 --> 00:07:53.300 OK, just go get a couple of clients this week. 00:07:53.680 --> 00:07:56.079 I go talk about sales. The reason why I bring 00:07:56.079 --> 00:07:57.860 it up, and I appreciate your awareness of like, 00:07:57.899 --> 00:07:59.560 well, wait, I'm going to stay subject matter 00:07:59.560 --> 00:08:02.779 expert. I am actually leading you audience right 00:08:02.779 --> 00:08:06.060 now to say, if these are questions that you feel 00:08:06.060 --> 00:08:08.139 uncomfortable with, that you're not quite ready 00:08:08.139 --> 00:08:10.920 for, this is where it's important to look into 00:08:10.920 --> 00:08:13.699 books like The Jolt Effect. This is where it's 00:08:13.699 --> 00:08:16.839 important to realize that funding, sales, investing, 00:08:17.259 --> 00:08:19.800 talking about money, getting comfortable with 00:08:19.800 --> 00:08:22.439 conversations about finances. if we want to be 00:08:22.439 --> 00:08:25.560 wise stewards we've got to at least overcome 00:08:25.560 --> 00:08:28.100 the fear of the unknown related to this so ted 00:08:28.100 --> 00:08:32.820 how can leaders in your eyes lean into or high 00:08:32.820 --> 00:08:36.019 performers lean into funding their own visions 00:08:36.019 --> 00:08:39.559 in other words gain what they need in order to 00:08:39.559 --> 00:08:43.960 be successful yeah i mean look i think what is 00:08:43.960 --> 00:08:46.259 a distinguishing characteristic of high performers 00:08:46.259 --> 00:08:49.480 that's become very clear in the data is that 00:08:49.480 --> 00:08:52.389 they are really careful about setting proper 00:08:52.389 --> 00:08:55.769 outcome expectations and it kind of guides their 00:08:55.769 --> 00:08:59.870 approach you know throughout and so i think one 00:08:59.870 --> 00:09:01.850 one part of the reason i think sometimes people 00:09:01.850 --> 00:09:06.850 are hesitant um to to be forthright about the 00:09:06.850 --> 00:09:09.990 commercial exercise is you know they don't want 00:09:09.990 --> 00:09:13.110 to be seen as that sort of transactional sort 00:09:13.110 --> 00:09:16.330 of car salesman part person one easy way to be 00:09:16.330 --> 00:09:19.529 seen that way is to over promise or to oversell 00:09:19.909 --> 00:09:22.590 your your capabilities and you can bet that's 00:09:22.590 --> 00:09:25.309 exactly how you'll come across so under promise 00:09:25.309 --> 00:09:28.129 and over deliver i think is the better um kind 00:09:28.129 --> 00:09:30.950 of ethos to to follow and you know when you're 00:09:30.950 --> 00:09:32.889 doing that and adding value i think it would 00:09:32.889 --> 00:09:35.470 be then natural to then go ask for hash for the 00:09:35.470 --> 00:09:38.990 money if you will do that that is amazing insight 00:09:38.990 --> 00:09:41.529 um i'm going to be meditating on this vision 00:09:41.529 --> 00:09:44.549 pros i wrote it down high performers set proper 00:09:44.549 --> 00:09:47.169 outcome expectations and to take this to the 00:09:47.169 --> 00:09:51.799 next level My theory now is one of the challenges 00:09:51.799 --> 00:09:54.840 that you may run into as a high performer who 00:09:54.840 --> 00:09:58.299 sets proper outcome expectations is if you're 00:09:58.299 --> 00:10:01.620 dealing with a prospect who does the opposite. 00:10:02.220 --> 00:10:04.879 If you're dealing with a prospect who does overpromise 00:10:04.879 --> 00:10:07.379 and who does show themselves with these ideas 00:10:07.379 --> 00:10:09.720 of I'm better than the rest of the market, et 00:10:09.720 --> 00:10:12.019 cetera, then they're going to have a natural 00:10:12.019 --> 00:10:16.850 resistance to your style of outcome. proper outcome 00:10:16.850 --> 00:10:20.629 expectations um and so now i get to learn to 00:10:20.629 --> 00:10:23.610 toy with that idea of okay how do i help those 00:10:23.610 --> 00:10:26.169 wonderful individuals as well um you know while 00:10:26.169 --> 00:10:28.490 also protecting myself if there's going to be 00:10:28.490 --> 00:10:32.330 a constant conflict related to oh i under promise 00:10:32.330 --> 00:10:36.659 and over deliver this person is constantly Oh, 00:10:36.659 --> 00:10:39.100 we're promising an under -delivering. That's 00:10:39.100 --> 00:10:40.879 naturally going to create a bit of a challenge. 00:10:41.059 --> 00:10:43.519 So, Ted, I know we're at the top of the hour. 00:10:43.580 --> 00:10:45.879 Do you need to run, like, right now? I do. Yeah. 00:10:46.279 --> 00:10:48.519 Well, thank you so much for being here. No, absolutely. 00:10:48.940 --> 00:10:50.580 I will reach out to see if I can get you to come 00:10:50.580 --> 00:10:52.360 back on the show. If not, that's totally fine. 00:10:52.460 --> 00:10:54.500 You've blessed us tremendously today. Guys, go 00:10:54.500 --> 00:10:56.220 check out The Jolt Effect, and we'll see you 00:10:56.220 --> 00:10:58.120 guys all. on the next episode. Thank you for 00:10:58.120 --> 00:11:00.139 being here today. I'm really happy that you tuned 00:11:00.139 --> 00:11:02.419 in to Vision Pros Live. I'm looking forward to 00:11:02.419 --> 00:11:05.679 seeing your reactions as these episodes continue 00:11:05.679 --> 00:11:07.480 to move forward. This is going to get more and 00:11:07.480 --> 00:11:09.500 more fun. We'll have more and more engagement 00:11:09.500 --> 00:11:11.620 as well. We'll invite people to participate in 00:11:11.620 --> 00:11:13.779 the show. And thank you for giving us your time 00:11:13.779 --> 00:11:16.080 and attention. Have an excellent time building 00:11:16.080 --> 00:11:18.440 out your vision and becoming a vision pro yourself.