All right. Welcome in to Vision Pros Live with
Jackson Callum. I'm your show host. We'll be
doing interviews for visionary entrepreneurs
and guest leaders who are building fantastic
visions out there. Hey, what's up, everybody?
Welcome into another episode of Vision Pros Live.
I'm your show host, Jackson Callum, founder and
CEO of First Class Business. And I'm excited
to have Ted McKenna on stage today because They've
done a great job of exploring the psychology
of cells. And when it comes to vision, I think
it's so important to learn from all sorts of
different perspectives, whether it's Jim Rohn,
Brian Tracy, Alex Hermosi, Ted McKenna. There's
a lot of different people who can help us with
that. One of the things that I hope you write
down, visionaries, is my definition of cells.
And that is cells is service. Take the pressure
off yourselves. We're not we're not high ticket
closers in all scenarios I'm sure there are some
out there one call closers But at the end of
the day if you want healthy relationships, you
want long -term relationships and seek to serve
and the process of inspiring people to want to
accept your invitations and work with you. So
that's my little, my little input. But again,
I'm always looking for people like Ted McKenna
because there's so much more that I can do to
learn how to expand my efforts to help others.
So before I bring Ted back on real quick, a couple
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help, but, but feel all the feels about it. Um,
so without further ado, let's get back to helping
each and every one of you, Ted McKenna. Thank
you for being here on vision pros live. Uh, and
thank you for putting the resources together.
You've put together for sales. It's not the,
it's not the easiest industry to talk about and
to put your face out there for, uh, maybe it
is rewarding, but man, I've, I've had a hard
time leading in sales, um, as an entrepreneur
myself. So, um, just thank you for what you do.
Yeah, no, it's, uh, It's fun. It's fun to learn
and to try to help people. I do believe sales
at the end of the day is helping companies find
ways to grow organically. And when they grow,
they can hire more people and help those people
thrive. And so it's really exciting to believe
it's helping kind of from the ground up. Huge.
I'm going to ask you a question related to sales
off the subject a bit. something that can help
our audience tremendously. And with your background,
I think you'll have more insights than some of
my other guests. So this is my greatest gift
I can give you guys, all you vision pros out
there. And that is that we often struggle when
it comes to talking about money. And so my question
for you, Ted, based on your research and what
you've just learned in life, your opinion, why
do leaders hide? from funding their visions?
Why do they struggle to talk about finances and
to move towards it and to understand how important
it is to invest in what they're building? Yeah,
I mean, it's a good question. I think, again,
we're researchers, so I try to stay true to what
we're actually experts in, what we've actually
researched. And even going back to the studies
from our challenger work 15, 16, 17 years ago,
there's definitely like a, we used to call it,
a comfort with tension that most sellers lack
and that high performers have and some of that
is comfort discussing money right and being able
to um essentially kind of ask for the sale you
know which is not the same thing as talking about
money but it is meant to get to the point where
you are not hiding behind the fact that this
there is a transaction here um you know that
you're asking for at some point you want to be
strategic in how you approach that And again,
couch it more in terms of we both win here, right?
What's the win -win for you as the buyer or for,
I guess, the funder, I suppose? And in the Jolt
study, we had a chapter called Becoming a Buyer's
Agent, which is really this sort of person who
feels like they're... looking out for the best
interests of that buyer, that they're looking
around corners on their behalf, they're showing
them they've kind of been down this road before.
And I think if you arrive at that point where
you're seen as this trusted expert, then it shouldn't
feel like a bad thing to ask for an exchange
there because you've already provided a fair
amount of value. There used to be this old adage
that we talked about is imagine a sales interaction
so valuable, the person would pay you for that
time alone and kind of striving for that. you
know, over and above their willingness to pay
for your services or for your products. Huge.
I think it's very, very important material to
consider for visionaries out there. I'll lean
in a little bit further. So yesterday I was talking
to a visionary who basically, without knowing
what, why I was asking, came to the conclusion
that I wanted to sell them. And in that conversation,
he said that He just got his podcast launch.
He just got a couple of books launched and he
needs a year before he is ready to invest anything
in his brands and his assets. And I actually
had no idea why he even brought it up. You know,
I guess he's been on a few podcasts that may
be looking to sell people and other that come
on their stage. My bigger point with that, though,
is the same reality exists with. Anybody in sales
and on any buyer, any perspective that exists
out there is how do I escape a situation where
I feel like I'm being sold or feel like I need
to talk about money? And the irony of it is a
lot of people hear this question, how do leaders
lean into finding their vision or why are people
scared of anything? Oh, venture capital, venture
capital, venture capital. And I never said anything
about venture capital. Funding can come from,
OK, just go get a couple of clients this week.
I go talk about sales. The reason why I bring
it up, and I appreciate your awareness of like,
well, wait, I'm going to stay subject matter
expert. I am actually leading you audience right
now to say, if these are questions that you feel
uncomfortable with, that you're not quite ready
for, this is where it's important to look into
books like The Jolt Effect. This is where it's
important to realize that funding, sales, investing,
talking about money, getting comfortable with
conversations about finances. if we want to be
wise stewards we've got to at least overcome
the fear of the unknown related to this so ted
how can leaders in your eyes lean into or high
performers lean into funding their own visions
in other words gain what they need in order to
be successful yeah i mean look i think what is
a distinguishing characteristic of high performers
that's become very clear in the data is that
they are really careful about setting proper
outcome expectations and it kind of guides their
approach you know throughout and so i think one
one part of the reason i think sometimes people
are hesitant um to to be forthright about the
commercial exercise is you know they don't want
to be seen as that sort of transactional sort
of car salesman part person one easy way to be
seen that way is to over promise or to oversell
your your capabilities and you can bet that's
exactly how you'll come across so under promise
and over deliver i think is the better um kind
of ethos to to follow and you know when you're
doing that and adding value i think it would
be then natural to then go ask for hash for the
money if you will do that that is amazing insight
um i'm going to be meditating on this vision
pros i wrote it down high performers set proper
outcome expectations and to take this to the
next level My theory now is one of the challenges
that you may run into as a high performer who
sets proper outcome expectations is if you're
dealing with a prospect who does the opposite.
If you're dealing with a prospect who does overpromise
and who does show themselves with these ideas
of I'm better than the rest of the market, et
cetera, then they're going to have a natural
resistance to your style of outcome. proper outcome
expectations um and so now i get to learn to
toy with that idea of okay how do i help those
wonderful individuals as well um you know while
also protecting myself if there's going to be
a constant conflict related to oh i under promise
and over deliver this person is constantly Oh,
we're promising an under -delivering. That's
naturally going to create a bit of a challenge.
So, Ted, I know we're at the top of the hour.
Do you need to run, like, right now? I do. Yeah.
Well, thank you so much for being here. No, absolutely.
I will reach out to see if I can get you to come
back on the show. If not, that's totally fine.
You've blessed us tremendously today. Guys, go
check out The Jolt Effect, and we'll see you
guys all. on the next episode. 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.