1 00:00:00,000 --> 00:00:01,920 at a trade show or a conference, for instance, 2 00:00:01,920 --> 00:00:04,040 that's another type of sell. 3 00:00:04,040 --> 00:00:05,480 If you're wanting to do a show, 4 00:00:05,480 --> 00:00:08,840 in fact, these live interviews and podcast opportunities, 5 00:00:08,840 --> 00:00:11,360 those are also elements of selling 6 00:00:11,360 --> 00:00:13,880 and ultimately what we're doing is creating influence. 7 00:00:13,880 --> 00:00:15,320 And that's really what this is all about. 8 00:00:15,320 --> 00:00:19,200 It's making sure that we help people establish 9 00:00:19,200 --> 00:00:20,800 a strong sense of influence 10 00:00:20,800 --> 00:00:23,600 so that they can go about serving and helping others. 11 00:00:23,600 --> 00:00:26,600 And so yeah, that's ultimately what we're gonna talk about 12 00:00:26,600 --> 00:00:28,480 today and we're gonna explore the vision 13 00:00:28,480 --> 00:00:30,280 of first class business as well 14 00:00:30,280 --> 00:00:34,400 and what it means to build out a training 15 00:00:34,400 --> 00:00:38,120 for salespeople and academy and the whole nine yards. 16 00:00:38,120 --> 00:00:40,000 So hi, man, without further ado, 17 00:00:40,000 --> 00:00:43,400 go ahead and get us started by playing the intro message. 18 00:00:45,920 --> 00:00:49,760 All right, welcome in to Vision Pros Live. 19 00:00:49,760 --> 00:00:52,160 With Jackson Callum, I'm your show host. 20 00:00:52,160 --> 00:00:55,200 We'll be doing interviews for visionary entrepreneurs 21 00:00:55,200 --> 00:00:59,240 and guests, guest leaders who are building fantastic visions 22 00:00:59,240 --> 00:01:00,080 out there. 23 00:01:00,080 --> 00:01:02,840 Ultimately, I just wanna go through some of the things 24 00:01:02,840 --> 00:01:04,720 that might help you with your vision. 25 00:01:04,720 --> 00:01:06,760 So if you have a vision that you're pursuing, 26 00:01:06,760 --> 00:01:09,000 drop a link in the comments and let us know what that is. 27 00:01:09,000 --> 00:01:11,360 If that's a business or a brand, 28 00:01:11,360 --> 00:01:15,040 if it's a nonprofit that you run, 29 00:01:15,040 --> 00:01:17,560 be happy to promote it, be happy to talk to you about it. 30 00:01:17,560 --> 00:01:19,440 And if you'd like to apply to be on Vision Pros 31 00:01:19,440 --> 00:01:21,960 and be in it about that vision, then by all means, 32 00:01:21,960 --> 00:01:25,400 feel free to reach out. 33 00:01:42,400 --> 00:01:45,480 Hey, everybody, welcome in to Vision Pros Live. 34 00:01:45,480 --> 00:01:47,080 I'm your host, Jackson Callum, 35 00:01:47,080 --> 00:01:50,120 founder of First Class Business, CO at Podbooker, 36 00:01:50,120 --> 00:01:53,480 co-founder at Able Health, and we have a lot of companies 37 00:01:53,480 --> 00:01:54,640 that we're helping with their growth. 38 00:01:54,640 --> 00:01:56,240 I'm really happy to be here today. 39 00:01:56,240 --> 00:01:58,120 I'm excited to talk about sales. 40 00:01:58,120 --> 00:02:01,320 I'm also excited to talk about hairstyles a little bit. 41 00:02:01,320 --> 00:02:05,640 If any of you have fashion tips, I'm growing this thing out. 42 00:02:05,640 --> 00:02:07,960 I'm not much of a fashion person, 43 00:02:07,960 --> 00:02:10,440 but I figure, you know, I've got a full head of hair 44 00:02:10,440 --> 00:02:14,240 and I'm 35, it's probably a good time to take advantage of it 45 00:02:14,240 --> 00:02:16,760 and see what I can do with these crazy curls. 46 00:02:16,760 --> 00:02:18,880 So this is actually an attempt to do the hair. 47 00:02:18,880 --> 00:02:21,840 Anyway, let's go right into it with sales and influence. 48 00:02:21,840 --> 00:02:25,920 So at the end of the day, your influence is not dictated 49 00:02:25,920 --> 00:02:27,400 by your hair. 50 00:02:27,400 --> 00:02:30,800 Thank you, Malcolm Gladwell for proving that point. 51 00:02:30,800 --> 00:02:34,160 You know, and Seth Godin, if I remember correctly, 52 00:02:34,160 --> 00:02:35,120 he may not have hair. 53 00:02:35,120 --> 00:02:37,640 Neil Patel, say for bet on that, I remember him better. 54 00:02:37,640 --> 00:02:40,120 So with that said, when it comes to influence, 55 00:02:40,120 --> 00:02:43,040 what is it that people need to know about you 56 00:02:43,040 --> 00:02:45,440 and need to know from you in order to obtain influence? 57 00:02:45,440 --> 00:02:48,480 And you know, what is this thing called sales 58 00:02:48,480 --> 00:02:51,160 that so many people are so scared of? 59 00:02:51,160 --> 00:02:54,520 You know, why is it that it's such a scary experience? 60 00:02:54,520 --> 00:02:56,320 What are some of the trauma triggers 61 00:02:56,320 --> 00:02:58,120 as related to that word as well? 62 00:02:58,120 --> 00:02:59,960 What are we doing at first class business 63 00:02:59,960 --> 00:03:01,760 that has to do with vision 64 00:03:01,760 --> 00:03:03,760 as related to sales and influence as well? 65 00:03:03,760 --> 00:03:04,960 Well, there's a lot's unpacked 66 00:03:04,960 --> 00:03:06,760 and we've got 45 minutes to do it. 67 00:03:06,760 --> 00:03:08,480 We're not gonna go in a particular order, 68 00:03:08,480 --> 00:03:10,240 but if you are interested in sales, 69 00:03:10,240 --> 00:03:13,560 you have a question about sales, don't hesitate to ask. 70 00:03:13,560 --> 00:03:16,400 I've done sales training with many people 71 00:03:16,400 --> 00:03:18,280 over the last 15 years. 72 00:03:18,280 --> 00:03:22,360 And one of the comments that I got when I was training, 73 00:03:22,360 --> 00:03:25,040 specifically I was doing a mastermind on Mondays 74 00:03:25,040 --> 00:03:26,960 for sales representatives who were already 75 00:03:26,960 --> 00:03:30,040 in a phenomenal training program called the Sales Mentor, 76 00:03:30,040 --> 00:03:33,000 where there was 15,000 people getting trained on sales. 77 00:03:33,000 --> 00:03:34,440 I was one of the students as well. 78 00:03:34,440 --> 00:03:36,400 This was about two, three years ago now. 79 00:03:36,400 --> 00:03:41,080 And everybody was so drawn to the way that I role played 80 00:03:41,080 --> 00:03:42,640 and the way that I was training 81 00:03:42,640 --> 00:03:45,760 and really how much I knew in relation to selling, 82 00:03:45,760 --> 00:03:48,480 digital marketing and helping business owners move forward 83 00:03:48,480 --> 00:03:50,920 that they all wanted to meet with me constantly. 84 00:03:50,920 --> 00:03:52,600 So I created this mastermind 85 00:03:52,600 --> 00:03:56,120 and I had between 60 to 100 attendees regularly diving in 86 00:03:56,120 --> 00:04:00,280 and seeing the recording about 15 to 40 come in live 87 00:04:00,280 --> 00:04:01,720 to be part of that experience. 88 00:04:01,720 --> 00:04:06,600 And as they kept asking the question, Jackson, 89 00:04:06,600 --> 00:04:08,400 where did you learn how to sell? 90 00:04:08,400 --> 00:04:10,240 Right, where did that come from? 91 00:04:10,240 --> 00:04:11,440 Where was that? 92 00:04:11,440 --> 00:04:14,520 And I used to say, I thought it came from 93 00:04:14,520 --> 00:04:16,200 experiences of lifetime fitness 94 00:04:16,200 --> 00:04:18,480 or experiences on my mission, 95 00:04:18,480 --> 00:04:20,320 teaching atheists about God. 96 00:04:20,320 --> 00:04:24,240 But in reality, where I truly learned how to sell was, 97 00:04:24,240 --> 00:04:27,000 I remember when I was three years old, 98 00:04:28,480 --> 00:04:30,760 my parents were yelling in their bedroom. 99 00:04:31,720 --> 00:04:36,400 And I remember running through the master bathroom, 100 00:04:36,400 --> 00:04:38,440 through the closet that had an extra door, 101 00:04:38,440 --> 00:04:41,360 jumping across the bed, pushing mom and dad apart, 102 00:04:41,360 --> 00:04:45,600 looking up and saying, stop yelling. And they did. 103 00:04:45,600 --> 00:04:48,400 I was very fortunate in that experience. 104 00:04:48,400 --> 00:04:52,600 My dad was probably an alcoholic. 105 00:04:52,600 --> 00:04:54,720 We don't really talk now, 106 00:04:54,720 --> 00:04:57,240 but I know how dangerous that situation 107 00:04:57,240 --> 00:04:59,320 could have been for somebody at my age, 108 00:04:59,320 --> 00:05:03,520 but at that time, that's just not, I wasn't scared. 109 00:05:03,520 --> 00:05:05,880 I dove in knowing what I needed to do 110 00:05:05,880 --> 00:05:08,640 in order to create the influence that I wanted in our home. 111 00:05:08,640 --> 00:05:13,120 And that ultimately is where my cells experience 112 00:05:13,120 --> 00:05:16,160 and skills began, was trying to have influence 113 00:05:16,160 --> 00:05:20,080 in my home space to create safety for those around me 114 00:05:20,080 --> 00:05:21,600 and safety with those with me, 115 00:05:21,600 --> 00:05:23,280 depending on which home I was in. 116 00:05:23,280 --> 00:05:25,480 My mom always had an amazing home. 117 00:05:25,480 --> 00:05:28,160 My dad, on the other hand, there was a lot of issues 118 00:05:28,160 --> 00:05:30,000 that went on behind the closed doors 119 00:05:30,000 --> 00:05:31,320 that were not gonna get too much into that. 120 00:05:31,320 --> 00:05:35,680 So how long have I been developing my cells techniques for? 121 00:05:35,680 --> 00:05:37,720 33 years. 122 00:05:37,720 --> 00:05:40,480 So if you have the opportunity 123 00:05:40,480 --> 00:05:42,800 to dive into your own personal story, 124 00:05:42,800 --> 00:05:45,160 you might also find recognitions 125 00:05:45,160 --> 00:05:48,280 of where you happen to have training 126 00:05:48,280 --> 00:05:50,800 or you happen to have gifts associated with cells 127 00:05:50,800 --> 00:05:52,520 and influence as well. 128 00:05:52,520 --> 00:05:54,120 Whatever your resources are, by the way, 129 00:05:54,120 --> 00:05:55,600 if you have a favorite cells resource, 130 00:05:55,600 --> 00:05:56,640 please drop it in the chat. 131 00:05:56,640 --> 00:05:58,600 We're constantly learning and growing from that. 132 00:05:58,600 --> 00:06:01,440 So I'll give you some of the more modern resources 133 00:06:01,440 --> 00:06:03,480 that are more directly correlated with cells 134 00:06:03,480 --> 00:06:05,640 that I happen to love and abide by. 135 00:06:05,640 --> 00:06:09,120 One of them is, though you can't teach, 136 00:06:09,120 --> 00:06:11,600 you cannot teach a kid to write a bike seminar 137 00:06:11,600 --> 00:06:13,600 by David Sandler. 138 00:06:13,600 --> 00:06:15,400 I'm a big fan of David Sandler. 139 00:06:15,400 --> 00:06:17,200 And what he was able to bring to this world 140 00:06:17,200 --> 00:06:19,960 and teach people, especially the first chapter, 141 00:06:19,960 --> 00:06:22,880 it is golden about your I versus your R. 142 00:06:22,880 --> 00:06:25,160 That's also a big part of our program. 143 00:06:25,160 --> 00:06:28,640 What we talk about is your identity versus your role 144 00:06:28,640 --> 00:06:30,960 and how understanding the difference between the two 145 00:06:30,960 --> 00:06:35,960 protects you when you happen to have a difficult time 146 00:06:36,160 --> 00:06:38,600 fulfilling your role or you don't happen to have the results 147 00:06:38,600 --> 00:06:39,640 that you wanna see. 148 00:06:39,640 --> 00:06:42,480 So there's that resource, Rich Dad Poor Dad. 149 00:06:42,480 --> 00:06:45,600 Another phenomenal business book, mindset book, 150 00:06:45,600 --> 00:06:47,800 that helps you understand the value of selling, 151 00:06:47,800 --> 00:06:50,800 that also helps you understand the value of distancing 152 00:06:50,800 --> 00:06:54,400 yourself from becoming a slave to money. 153 00:06:54,400 --> 00:06:58,320 Phenomenal topic on how to understand the value 154 00:06:58,320 --> 00:07:00,000 of work ethic. 155 00:07:00,000 --> 00:07:02,640 So anyway, if you have a comment, feel free to throw it in. 156 00:07:02,640 --> 00:07:03,480 We'd love to hear from you. 157 00:07:03,480 --> 00:07:06,720 If you happen to be in sales, also don't hesitate to ask 158 00:07:06,720 --> 00:07:08,840 to join me on this call live. 159 00:07:08,840 --> 00:07:11,960 We're happy to bring people on as you may see fit 160 00:07:11,960 --> 00:07:14,480 or feel prompted to do so. 161 00:07:15,320 --> 00:07:18,200 With that said, one of the things that we're going through 162 00:07:18,200 --> 00:07:21,760 right now as a company is we're in the process 163 00:07:21,760 --> 00:07:24,880 of reconstructing the way that we teach our sales 164 00:07:24,880 --> 00:07:28,080 representatives how to sell by finally incorporating 165 00:07:28,080 --> 00:07:31,760 my sales training manuals, which are 10 to 15 page 166 00:07:31,760 --> 00:07:35,360 documents of on day one, do this at 8 p.m. 167 00:07:35,360 --> 00:07:39,360 I'm sorry, 8 a.m. at 8.05 do this, 8.20 do this, 168 00:07:39,360 --> 00:07:41,040 at 8.45 do this and so on. 169 00:07:41,040 --> 00:07:44,360 I've trained everybody from solar companies 170 00:07:44,360 --> 00:07:47,200 as a president of a solar company in regards to sales, 171 00:07:47,200 --> 00:07:50,160 software as a service companies as well, 172 00:07:50,160 --> 00:07:55,160 and POS companies, CRM companies, 173 00:07:55,160 --> 00:07:58,200 small and local business companies as well, 174 00:07:58,200 --> 00:08:00,400 real estate agents, you name it. 175 00:08:00,400 --> 00:08:03,440 I've pretty much been there and been involved 176 00:08:03,440 --> 00:08:07,080 in the process of training and or learned under 177 00:08:07,080 --> 00:08:09,880 some incredible sales mentors myself. 178 00:08:09,880 --> 00:08:12,760 So with that said, those manuals, 179 00:08:12,760 --> 00:08:16,640 while we have an important need for manuals 180 00:08:16,640 --> 00:08:19,960 in the business world, in the traditional business world, 181 00:08:19,960 --> 00:08:23,680 the traditional business world is slowly moving towards 182 00:08:23,680 --> 00:08:26,560 the capabilities that learning management systems 183 00:08:26,560 --> 00:08:29,400 provide online sales training platforms. 184 00:08:29,400 --> 00:08:32,840 And so what we're building right now is an academy 185 00:08:32,840 --> 00:08:34,680 for people to have, for business owners, 186 00:08:34,680 --> 00:08:38,480 to have their entire company trained up by department 187 00:08:38,480 --> 00:08:41,000 based on the needs of that department. 188 00:08:41,000 --> 00:08:44,320 And we actually use these training materials ourselves 189 00:08:44,320 --> 00:08:46,760 to be able to train up our team internally. 190 00:08:46,760 --> 00:08:49,560 And as we continue to build out the infrastructure 191 00:08:49,560 --> 00:08:52,520 of what that system looks like for those who are going 192 00:08:52,520 --> 00:08:55,040 to train, so we're gonna bring that up on screen 193 00:08:55,040 --> 00:08:57,920 a little bit and take a look at what that looks 194 00:08:57,920 --> 00:09:00,600 and feels like, so let's hear Jonathan says, 195 00:09:00,600 --> 00:09:04,440 one million followers by Brandon Kane, awesome. 196 00:09:04,440 --> 00:09:06,440 In fact, I haven't even heard that reference, 197 00:09:06,440 --> 00:09:08,000 so Jonathan, I'm grateful for that. 198 00:09:08,000 --> 00:09:11,760 I'm gonna look up Brandon Kane, one million followers 199 00:09:11,760 --> 00:09:13,000 right now. 200 00:09:13,000 --> 00:09:13,840 So let's look at that. 201 00:09:13,840 --> 00:09:17,120 So one million followers, if you Google it, 202 00:09:17,120 --> 00:09:20,080 that's going to show us on Amazon. 203 00:09:20,080 --> 00:09:22,920 Yep, fantastic book to mention. 204 00:09:22,920 --> 00:09:25,880 There's over 3,000 reviews, yep, 205 00:09:25,880 --> 00:09:27,880 3,000 reviews on one account. 206 00:09:27,880 --> 00:09:32,880 The other one says 1,763 reviews, 4.4 star ratings. 207 00:09:33,840 --> 00:09:35,040 That's a rare feat. 208 00:09:35,040 --> 00:09:37,680 There aren't many books and resources that have 209 00:09:37,680 --> 00:09:40,840 that much credibility associated with them. 210 00:09:40,840 --> 00:09:44,240 So Jonathan, thanks for saying that our way. 211 00:09:44,240 --> 00:09:45,800 We appreciate that. 212 00:09:45,800 --> 00:09:47,920 If you want to, feel free to give us a little bit more 213 00:09:47,920 --> 00:09:49,760 about what the book has done for you, 214 00:09:49,760 --> 00:09:52,160 what types of things it can unlock for those 215 00:09:52,160 --> 00:09:55,520 who are gravitating towards bridging their sales gaps. 216 00:09:55,520 --> 00:09:59,520 Now if you're coming onto this live right now, 217 00:09:59,520 --> 00:10:02,680 you're probably gonna want to know 218 00:10:02,680 --> 00:10:06,280 like how does sales relate to your specific role? 219 00:10:06,280 --> 00:10:08,320 Well, if you're a founder, you're in sales. 220 00:10:08,320 --> 00:10:11,240 If you're in customer service, you're in sales. 221 00:10:11,240 --> 00:10:15,320 If you are in hospitality, you're in sales too. 222 00:10:15,320 --> 00:10:18,280 One of the distinctions that I think is very important 223 00:10:18,280 --> 00:10:21,720 to relate to or be aware of is, 224 00:10:21,720 --> 00:10:25,200 the stigma as to why people hate talking about sales 225 00:10:25,200 --> 00:10:26,520 or why people don't like sales. 226 00:10:26,520 --> 00:10:29,040 And I'm gonna tell you first hand my experience with that. 227 00:10:29,040 --> 00:10:31,960 It may not be yours, but it's definitely mine. 228 00:10:31,960 --> 00:10:35,200 I cannot sell and cannot represent a product 229 00:10:35,200 --> 00:10:37,200 that you do not fully believe in. 230 00:10:37,200 --> 00:10:38,040 I cannot do it. 231 00:10:38,040 --> 00:10:39,600 I don't enjoy it. 232 00:10:39,600 --> 00:10:41,760 It doesn't make my soul feel good. 233 00:10:41,760 --> 00:10:46,680 And because I know those things, I literally can't do it. 234 00:10:46,680 --> 00:10:47,640 I won't do it. 235 00:10:47,640 --> 00:10:49,920 And that to me is kind of the essence 236 00:10:49,920 --> 00:10:52,280 of why I see a lot of people suffer 237 00:10:52,280 --> 00:10:55,000 in relation to their own identity, 238 00:10:55,000 --> 00:10:58,480 as well as their uncomfortable nature 239 00:10:58,480 --> 00:10:59,680 in and regarding the sales. 240 00:10:59,680 --> 00:11:02,480 If you're inauthentically doing something 241 00:11:02,480 --> 00:11:06,120 or promoting something that you don't really believe in 242 00:11:06,120 --> 00:11:09,200 and have a buy in for, what are you doing 243 00:11:09,200 --> 00:11:11,360 like to your heart and your mind? 244 00:11:11,360 --> 00:11:13,200 You know, like how do you sleep it? 245 00:11:13,200 --> 00:11:14,160 No, I don't think you do. 246 00:11:14,160 --> 00:11:16,280 And I think that's why a lot of people 247 00:11:16,280 --> 00:11:19,280 that are involved in an influence, 248 00:11:19,280 --> 00:11:21,160 but creating influence with things 249 00:11:21,160 --> 00:11:23,040 that are not authentically aligned with themselves, 250 00:11:23,040 --> 00:11:26,920 it leads them to a state of depression. 251 00:11:26,920 --> 00:11:31,080 It leads them to a desire to look for vices 252 00:11:31,080 --> 00:11:33,360 that distract them from the realities of the world 253 00:11:33,360 --> 00:11:34,680 in which they've put themselves in. 254 00:11:34,680 --> 00:11:36,520 Now, you know, if you're at that stake, 255 00:11:36,520 --> 00:11:37,960 guess what, you have a choice. 256 00:11:37,960 --> 00:11:40,760 You have a choice to continue to promote 257 00:11:40,760 --> 00:11:44,280 and to provide a lackluster service to others 258 00:11:44,280 --> 00:11:46,080 and inauthentically represent something 259 00:11:46,080 --> 00:11:49,760 that makes you feel like you're not yourself 260 00:11:49,760 --> 00:11:52,200 or you have an opportunity, especially right now 261 00:11:52,200 --> 00:11:53,520 with the, what do they call it? 262 00:11:53,520 --> 00:11:56,200 The great shift that's happening, 263 00:11:56,200 --> 00:11:58,760 the great resignation movement. 264 00:11:58,760 --> 00:12:00,840 You have the opportunity to explore 265 00:12:00,840 --> 00:12:02,880 all sorts of opportunities that are out there 266 00:12:02,880 --> 00:12:04,760 and represent something that you do believe in. 267 00:12:04,760 --> 00:12:06,880 Almost everybody's hiring right now. 268 00:12:06,880 --> 00:12:08,720 So this is one of your greatest opportunities 269 00:12:08,720 --> 00:12:11,040 to escape your own predicament 270 00:12:11,040 --> 00:12:13,440 and move into a position of power 271 00:12:13,440 --> 00:12:14,680 where you get to represent something 272 00:12:14,680 --> 00:12:16,520 that you absolutely love. 273 00:12:16,520 --> 00:12:18,600 Now, I know there's some types of people 274 00:12:18,600 --> 00:12:20,400 who do not share in this world 275 00:12:20,400 --> 00:12:23,320 and most of them are actually not going to be listening 276 00:12:23,320 --> 00:12:24,520 to something like this anyways, 277 00:12:24,520 --> 00:12:26,280 but if you're listening to this, 278 00:12:26,280 --> 00:12:29,240 it's because you have a learner's heart. 279 00:12:29,240 --> 00:12:33,120 You have the desire to represent something to people 280 00:12:33,120 --> 00:12:35,520 to provide light or value to others. 281 00:12:35,520 --> 00:12:38,040 And if that is you, then it's also helpful to recognize 282 00:12:38,040 --> 00:12:41,000 that as you provide light and value to others, 283 00:12:41,000 --> 00:12:44,240 your ability to ultimately influence them 284 00:12:44,240 --> 00:12:49,120 and help them improve depends on your ability to sell. 285 00:12:49,120 --> 00:12:52,200 It depends on your ability to help them feel inspired. 286 00:12:52,200 --> 00:12:54,680 It depends on your ability to help them understand 287 00:12:54,680 --> 00:12:56,080 the value that you're putting out there. 288 00:12:56,080 --> 00:12:58,560 And some people are more passive at that than others. 289 00:12:58,560 --> 00:13:02,560 Today we're talking about being absolutely dedicated 290 00:13:02,560 --> 00:13:03,400 to that reality. 291 00:13:03,400 --> 00:13:06,480 So we've got pulled up on the screen right now. 292 00:13:06,480 --> 00:13:08,720 What is the Cells Training Academy? 293 00:13:08,720 --> 00:13:12,000 And we call this the 100K Club. 294 00:13:12,000 --> 00:13:16,000 Why? Because if you were to master these techniques 295 00:13:16,000 --> 00:13:18,960 and move towards understanding the value 296 00:13:18,960 --> 00:13:23,240 of representing yourself well as a sales consultant, 297 00:13:23,240 --> 00:13:26,400 then you're very likely going to put yourself 298 00:13:26,400 --> 00:13:28,640 in the Six Figures Earners Club 299 00:13:28,640 --> 00:13:30,800 where you can earn six figures 300 00:13:30,800 --> 00:13:34,040 in different sales opportunities that exist out there. 301 00:13:34,040 --> 00:13:35,640 Now, if that's new and exciting to you 302 00:13:35,640 --> 00:13:36,600 and you haven't been there, 303 00:13:36,600 --> 00:13:39,760 then I highly recommend at least doing a search 304 00:13:39,760 --> 00:13:44,160 on jobs online for sales, especially in the tech industry. 305 00:13:44,160 --> 00:13:46,880 Even though there's all sorts of layoffs taking place, 306 00:13:46,880 --> 00:13:50,960 the one division that normally doesn't see massive layoffs 307 00:13:50,960 --> 00:13:54,240 unless it's absolutely failing is the sales division 308 00:13:54,240 --> 00:13:57,360 because companies need new revenues in order to thrive. 309 00:13:57,360 --> 00:14:01,520 So it's one of the most bulletproof types of jobs 310 00:14:01,520 --> 00:14:02,800 or positions that you can have. 311 00:14:02,800 --> 00:14:05,640 And whether it's representing a company like Google 312 00:14:05,640 --> 00:14:08,920 or Facebook or a newer company and brand 313 00:14:08,920 --> 00:14:12,440 like Lyft or Uber or you name it, 314 00:14:12,440 --> 00:14:15,480 think of any company linked in. 315 00:14:15,480 --> 00:14:18,080 Think of any company that's in the tech space 316 00:14:18,080 --> 00:14:20,400 that you think, well, I don't know if they actually need sales 317 00:14:20,400 --> 00:14:21,760 and you're wrong, they do. 318 00:14:21,760 --> 00:14:24,240 They have to sell at some capacity or some level. 319 00:14:24,240 --> 00:14:27,480 Now you may not be qualified to orchestrate the deals 320 00:14:27,480 --> 00:14:29,520 that exist for those companies, 321 00:14:29,520 --> 00:14:33,760 but in my first few years attracting sales jobs, 322 00:14:33,760 --> 00:14:35,080 I didn't have a degree. 323 00:14:35,080 --> 00:14:37,920 I didn't have a full track record. 324 00:14:37,920 --> 00:14:41,360 I had to have the skills of the determination 325 00:14:41,360 --> 00:14:43,800 to convince my way into the opportunity 326 00:14:43,800 --> 00:14:45,520 and then the discipline to perform 327 00:14:45,520 --> 00:14:47,520 in order to build my track record up. 328 00:14:47,520 --> 00:14:50,360 I did not become part of the enterprise sales team 329 00:14:50,360 --> 00:14:54,160 at all local because of my track record. 330 00:14:54,160 --> 00:14:56,080 I only received that opportunity 331 00:14:56,080 --> 00:14:58,840 because I was the most excited to go in for the opportunity 332 00:14:58,840 --> 00:15:00,320 and I had an absolute purpose vision 333 00:15:00,320 --> 00:15:02,880 for what I wanted to do outside of that company. 334 00:15:02,880 --> 00:15:04,440 And it just so happened that I fell in love 335 00:15:04,440 --> 00:15:06,040 with what the company was doing in building 336 00:15:06,040 --> 00:15:06,960 and really liked it. 337 00:15:06,960 --> 00:15:08,720 Instead of wanting to go back to Google, 338 00:15:08,720 --> 00:15:11,320 once I did have my track record and could work there, 339 00:15:11,320 --> 00:15:14,000 I realized, you know what, I really love startups. 340 00:15:14,000 --> 00:15:15,480 This is what I'm supposed to be doing 341 00:15:15,480 --> 00:15:19,880 and while Google is awesome, building something for myself 342 00:15:19,880 --> 00:15:22,600 is what I really wanted to do after experiencing that. 343 00:15:22,600 --> 00:15:26,360 So in addition to that reality, 344 00:15:26,360 --> 00:15:29,200 again, the 100K Club that exists there, 345 00:15:29,200 --> 00:15:31,360 the reason why you elevate yourself 346 00:15:31,360 --> 00:15:33,800 to that type of earning potential, 347 00:15:33,800 --> 00:15:36,440 practicing these principles 348 00:15:36,440 --> 00:15:39,040 is because you start to earn principles of strength 349 00:15:39,040 --> 00:15:40,640 that increase the value 350 00:15:40,640 --> 00:15:42,520 that you're able to bring to the market. 351 00:15:42,520 --> 00:15:44,040 And that's really what this is all about. 352 00:15:44,040 --> 00:15:46,200 It's about building people from within, 353 00:15:46,200 --> 00:15:49,520 helping people understand how they can access 354 00:15:49,520 --> 00:15:52,800 their best selves from within, forecast that into the world 355 00:15:52,800 --> 00:15:54,160 or project that into the world 356 00:15:54,160 --> 00:15:55,840 and of course create influence with it 357 00:15:55,840 --> 00:15:56,880 from a sales standpoint. 358 00:15:56,880 --> 00:15:58,000 So let's scroll down a little bit. 359 00:15:58,000 --> 00:16:00,880 I mean, let's just walk through some of the elements 360 00:16:00,880 --> 00:16:03,600 of what daily training looks like 361 00:16:03,600 --> 00:16:06,280 for a champion level sales team. 362 00:16:06,280 --> 00:16:08,600 So I don't know how it just zoomed out, 363 00:16:08,600 --> 00:16:11,280 I mean it was zoomed in a little closer a minute ago, 364 00:16:11,280 --> 00:16:12,960 made it a little bit easier to see. 365 00:16:12,960 --> 00:16:16,560 So if you can adjust the view, that would be super awesome. 366 00:16:16,560 --> 00:16:18,920 But I can see it with my old man eyes, 367 00:16:18,920 --> 00:16:20,600 I can still see it a bit. 368 00:16:20,600 --> 00:16:23,360 So you'll notice that it starts with welcome to sales training. 369 00:16:23,360 --> 00:16:27,080 There's a little parentheses there that says video. 370 00:16:27,080 --> 00:16:27,920 Well, in that case, 371 00:16:27,920 --> 00:16:30,960 that means that we still aren't haven't shot the video 372 00:16:30,960 --> 00:16:32,520 for that particular training. 373 00:16:32,520 --> 00:16:35,280 But if you were to go into the actual training itself, 374 00:16:35,280 --> 00:16:37,040 you'd see that in fact, let's go ahead and do that. 375 00:16:37,040 --> 00:16:38,560 I mean, we might as well, 376 00:16:38,560 --> 00:16:41,240 if you wanna pause this video later and consume 377 00:16:41,240 --> 00:16:43,000 what the intro lessons look like, 378 00:16:43,000 --> 00:16:44,520 and you can scroll down a little bit faster on that, 379 00:16:44,520 --> 00:16:46,320 we know what that image is. 380 00:16:46,320 --> 00:16:49,720 So down here, you'll see the context of the introduction 381 00:16:49,720 --> 00:16:51,440 and what we built this for 382 00:16:51,440 --> 00:16:53,560 and who we built this type of a training for 383 00:16:53,560 --> 00:16:56,720 and the purpose and our philosophy in consulting. 384 00:16:56,720 --> 00:16:59,160 And also joining the Facebook group. 385 00:16:59,160 --> 00:17:01,040 So you get the hands-on support that you need. 386 00:17:01,040 --> 00:17:02,640 To me, in my opinion, 387 00:17:02,640 --> 00:17:05,440 there's too many courses out there online 388 00:17:05,440 --> 00:17:07,760 that lack proper infrastructure and support. 389 00:17:07,760 --> 00:17:10,680 And I've never heard of a university 390 00:17:10,680 --> 00:17:13,240 that was simply made up of courses 391 00:17:13,240 --> 00:17:16,600 and didn't have some type of support and ecosystem behind it 392 00:17:16,600 --> 00:17:18,600 that you belonged to, hint, hint, 393 00:17:18,600 --> 00:17:20,240 all you course builders out there. 394 00:17:20,240 --> 00:17:22,520 If you wanna build something truly phenomenal 395 00:17:22,520 --> 00:17:23,760 that people gravitate towards, 396 00:17:23,760 --> 00:17:25,880 feel like they belong to and want to, 397 00:17:25,880 --> 00:17:26,960 and you wanna build a vision 398 00:17:26,960 --> 00:17:29,640 that people can get behind and belong to, 399 00:17:29,640 --> 00:17:32,240 then consider adjusting your program 400 00:17:32,240 --> 00:17:35,040 to where you actually have a university model in mind 401 00:17:35,040 --> 00:17:38,680 or the Academy or Institute model in mind as well. 402 00:17:38,680 --> 00:17:40,080 Let's keep going with this process. 403 00:17:40,080 --> 00:17:43,080 So after those two first initial lessons, 404 00:17:43,080 --> 00:17:44,840 there's what we call a progress report. 405 00:17:44,840 --> 00:17:46,240 And on the progress report, 406 00:17:46,240 --> 00:17:49,800 this is an opportunity for our clients to, 407 00:17:50,680 --> 00:17:51,760 oh, I see what you did there. 408 00:17:51,760 --> 00:17:53,480 You were using a screenshot to make it bigger. 409 00:17:53,480 --> 00:17:54,920 That was smart. 410 00:17:54,920 --> 00:17:57,920 So revealing little secrets and truths about production, 411 00:17:57,920 --> 00:17:59,440 guys, it's fun. 412 00:17:59,440 --> 00:18:02,480 All right, so the progress report is we go into that. 413 00:18:02,480 --> 00:18:04,600 This is our opportunity to check and make sure 414 00:18:04,600 --> 00:18:08,200 that not only are we teaching what we need to teach, 415 00:18:08,200 --> 00:18:10,880 but is the comprehensive, 416 00:18:10,880 --> 00:18:13,520 comprehension taking place as well, right? 417 00:18:13,520 --> 00:18:15,760 I don't need to make sure that my sales reps 418 00:18:15,760 --> 00:18:19,040 or my team members hear what it is I'm putting out there. 419 00:18:19,040 --> 00:18:20,480 I need to make sure that they're retaining 420 00:18:20,480 --> 00:18:22,520 the most important parts and learning how to use it. 421 00:18:22,520 --> 00:18:24,640 Go ahead, let's, oh, I don't want you restart it. 422 00:18:24,640 --> 00:18:26,480 You're already on your assignment, don't worry about it. 423 00:18:26,480 --> 00:18:29,720 We'll keep going to some of the next pieces of this. 424 00:18:29,720 --> 00:18:31,960 If you notice on the right hand side 425 00:18:31,960 --> 00:18:34,240 of the vision of this sales academy as well, 426 00:18:34,240 --> 00:18:36,760 there's 105 lessons complete. 427 00:18:36,760 --> 00:18:37,960 I hate that they call lessons. 428 00:18:37,960 --> 00:18:39,200 I wish they could let us change that 429 00:18:39,200 --> 00:18:43,560 because in my eyes, it's 105 activities. 430 00:18:43,560 --> 00:18:47,120 And these activities are activities that need to be done 431 00:18:47,120 --> 00:18:50,480 and performed in order for you to truly grasp the concept 432 00:18:50,480 --> 00:18:51,920 of what it is that you're doing 433 00:18:51,920 --> 00:18:53,960 and how it is you're learning these techniques. 434 00:18:53,960 --> 00:18:55,960 So let's move on to basic training. 435 00:18:55,960 --> 00:18:59,880 Now, if you have the attitude and the mindset of a learner, 436 00:18:59,880 --> 00:19:01,960 you have the personality of a doctor, 437 00:19:01,960 --> 00:19:05,160 you can actually blaze through all 100 of these 438 00:19:05,160 --> 00:19:08,480 according to the timeline and pretty much master the art 439 00:19:08,480 --> 00:19:13,480 of understanding how a sales consultant should be acting. 440 00:19:14,000 --> 00:19:18,400 You can save yourselves years and years of learning mistakes 441 00:19:18,400 --> 00:19:21,120 that most of us have to go through to get to the level 442 00:19:21,120 --> 00:19:23,240 of sales that I've obtained. 443 00:19:23,240 --> 00:19:25,200 And the Dean Forbes, my business partner, 444 00:19:25,200 --> 00:19:27,400 has obtained and others who I could point you to 445 00:19:27,400 --> 00:19:31,240 and say, you know, you can really jump on the fast track 446 00:19:31,240 --> 00:19:33,880 of becoming like an Eli Wilde or a Taylor Welch 447 00:19:33,880 --> 00:19:37,480 or a Peyton Welch, all these phenomenal sales people 448 00:19:37,480 --> 00:19:39,720 that exist out there, Cole Gordon as well. 449 00:19:39,720 --> 00:19:42,560 Each one of them has their own unique dynamic and twist 450 00:19:42,560 --> 00:19:45,080 to how they go about training Jeremy Miner as well. 451 00:19:45,080 --> 00:19:46,880 I love his stuff. 452 00:19:46,880 --> 00:19:49,280 It's an awesome opportunity when you start to see the market 453 00:19:49,280 --> 00:19:51,360 and realize, wait a second, these people, 454 00:19:51,360 --> 00:19:54,640 they're not enemies, they're potential friends. 455 00:19:54,640 --> 00:19:56,600 They're people who I could collaborate with 456 00:19:56,600 --> 00:19:58,600 and refine my processes with. 457 00:19:58,600 --> 00:20:00,480 And that's like math nerds getting together 458 00:20:00,480 --> 00:20:02,400 and figuring out new formulas together. 459 00:20:02,400 --> 00:20:03,840 Well, we're doing the same thing, 460 00:20:03,840 --> 00:20:06,240 but from the standpoint of psychology and influence 461 00:20:06,240 --> 00:20:09,080 and helping make sure that we're helping people 462 00:20:09,080 --> 00:20:10,480 move forward in their lives. 463 00:20:10,480 --> 00:20:13,200 So if that's you, if you're in sales 464 00:20:13,200 --> 00:20:15,120 in order to move people's lives forward also, 465 00:20:15,120 --> 00:20:17,360 don't hesitate to share in the comments as well, 466 00:20:17,360 --> 00:20:19,320 what you do, you know, what you represent, 467 00:20:19,320 --> 00:20:21,400 own that boldly, you know, go after it. 468 00:20:21,400 --> 00:20:22,320 Feel free to tell us about it. 469 00:20:22,320 --> 00:20:24,320 We might buy from you, you never know. 470 00:20:24,320 --> 00:20:27,800 So back to again, day one in the basic training elements. 471 00:20:27,800 --> 00:20:31,360 So, you know, little things that might be overlooked 472 00:20:31,360 --> 00:20:33,560 that a business owner takes for granted, 473 00:20:33,560 --> 00:20:36,320 but that a new sales rep may have no discipline 474 00:20:36,320 --> 00:20:37,160 and understanding. 475 00:20:37,160 --> 00:20:38,480 And if you don't take the time 476 00:20:38,480 --> 00:20:40,560 to help them understand the value of these principles, 477 00:20:40,560 --> 00:20:42,880 and you're naturally going to come to a moment 478 00:20:42,880 --> 00:20:45,000 where you've made a costly investment 479 00:20:45,000 --> 00:20:48,160 and somebody coming in, they did not fit the mold 480 00:20:48,160 --> 00:20:50,080 for what it is you were trying to do. 481 00:20:50,080 --> 00:20:53,200 And now you're at odds because, you know, 482 00:20:53,200 --> 00:20:55,840 you weren't aligned on your basic principles. 483 00:20:55,840 --> 00:20:59,960 I see that happen over and over and over at companies. 484 00:20:59,960 --> 00:21:02,820 In fact, it's one of the main reasons why companies lose 485 00:21:02,820 --> 00:21:06,200 is because they make bold, blanket statements like, 486 00:21:06,200 --> 00:21:08,720 oh, I already have a team, right? 487 00:21:08,720 --> 00:21:11,840 Well, that's great, but you have the wrong team 488 00:21:11,840 --> 00:21:12,840 or the right team, right? 489 00:21:12,840 --> 00:21:14,680 I can't ask that to somebody without offending them. 490 00:21:14,680 --> 00:21:16,760 So we don't necessarily ask that question, 491 00:21:16,760 --> 00:21:19,400 but it's all about having the right team members 492 00:21:19,400 --> 00:21:22,680 and being dedicated towards championship level success 493 00:21:22,680 --> 00:21:24,080 when you're playing ball at the level 494 00:21:24,080 --> 00:21:25,620 that first-class business plays ball at. 495 00:21:25,620 --> 00:21:27,560 So let's keep moving through this as well, 496 00:21:27,560 --> 00:21:28,400 the basic training. 497 00:21:28,400 --> 00:21:30,800 So you've got meeting preparations. 498 00:21:30,800 --> 00:21:32,600 You know, what meetings should I be hosting 499 00:21:32,600 --> 00:21:33,440 as a sales team? 500 00:21:33,440 --> 00:21:36,120 And how should I prepare my people to come into that meeting 501 00:21:36,120 --> 00:21:39,000 and respect the training that's taking place? 502 00:21:39,000 --> 00:21:40,200 And what does that training look like? 503 00:21:40,200 --> 00:21:42,720 What is consulting etiquette? 504 00:21:42,720 --> 00:21:43,840 And what does it mean, you know, 505 00:21:43,840 --> 00:21:47,480 as far as using profanity, for instance, 506 00:21:47,480 --> 00:21:49,720 with a sales prospect? 507 00:21:49,720 --> 00:21:50,720 Should you never do it? 508 00:21:50,720 --> 00:21:53,160 Or is there a time where too much etiquette 509 00:21:53,160 --> 00:21:56,480 and being too formal can also cost you a relationship 510 00:21:56,480 --> 00:21:58,720 because people can't relate to you and your market? 511 00:21:58,720 --> 00:22:00,960 It very much depends on the market that you're serving 512 00:22:00,960 --> 00:22:02,960 and the type of audience that you're after. 513 00:22:02,960 --> 00:22:05,120 Meeting preparations, we can go through this a little faster 514 00:22:05,120 --> 00:22:07,600 to company meeting times, you know, 515 00:22:07,600 --> 00:22:09,240 and what times do you do your meetings? 516 00:22:09,240 --> 00:22:11,320 So let's see if Jaime has the ability 517 00:22:11,320 --> 00:22:13,120 to scroll through this. 518 00:22:13,120 --> 00:22:16,640 It's possible that he's, okay, there we go, awesome. 519 00:22:16,640 --> 00:22:18,240 So systems to access, 520 00:22:18,240 --> 00:22:20,800 making sure that we grant proper system access. 521 00:22:20,800 --> 00:22:22,280 Now this is challenging. 522 00:22:22,280 --> 00:22:25,120 This sells Academy as we put it out there to the world 523 00:22:25,120 --> 00:22:26,600 and we bring on our beta users, 524 00:22:26,600 --> 00:22:28,280 companies who want to use this 525 00:22:28,280 --> 00:22:30,640 and benefit from this infrastructure, you know, 526 00:22:30,640 --> 00:22:33,120 and then start selling this Academy down the road 527 00:22:33,120 --> 00:22:37,000 as well after we get in what we call our grandfathered members, 528 00:22:37,000 --> 00:22:39,760 the people who helped us make sure that this is on point 529 00:22:39,760 --> 00:22:42,280 and applicable to all sorts of different environments, 530 00:22:42,280 --> 00:22:43,920 which I'm really excited 531 00:22:43,920 --> 00:22:46,120 because this is about as good as it gets. 532 00:22:46,120 --> 00:22:48,720 But we still have that relentless desire 533 00:22:48,720 --> 00:22:49,560 to keep building. 534 00:22:49,560 --> 00:22:53,960 Well, when you don't have systems properly in place 535 00:22:53,960 --> 00:22:55,280 and you've hired a sales rep, 536 00:22:55,280 --> 00:22:59,600 this system's actually going to expose your sales flaws. 537 00:22:59,600 --> 00:23:03,480 It's going to show people what you do not have as a company. 538 00:23:03,480 --> 00:23:04,320 And you know what? 539 00:23:04,320 --> 00:23:07,000 That's actually doing you and them a favor 540 00:23:07,000 --> 00:23:10,040 because you're only setting yourself up for failure 541 00:23:10,040 --> 00:23:11,600 and them up for failure. 542 00:23:11,600 --> 00:23:13,760 If you have not accounted for the pathway 543 00:23:13,760 --> 00:23:15,960 that a sales personnel needs 544 00:23:15,960 --> 00:23:17,920 in order to be successful in their role, 545 00:23:17,920 --> 00:23:21,200 either that or you've got to have deep enough pockets 546 00:23:21,200 --> 00:23:24,920 to sustain them as you continue to build the infrastructure 547 00:23:24,920 --> 00:23:27,320 they need in order for them to succeed as a sales rep. 548 00:23:27,320 --> 00:23:29,760 Now, Jackson, what do you mean? 549 00:23:29,760 --> 00:23:33,800 If we've got a sales rep who's the number one sales 550 00:23:33,800 --> 00:23:37,800 representative ever for Disney or for Harley Davidson, 551 00:23:37,800 --> 00:23:40,320 why in the world would they not be able to quickly sell 552 00:23:40,320 --> 00:23:41,280 what it is we offer? 553 00:23:41,280 --> 00:23:43,720 Well, it's one of my favorite secrets 554 00:23:43,720 --> 00:23:45,160 is I hate to break it to you, 555 00:23:45,160 --> 00:23:48,040 but in reality, the number one sales rep for Disney 556 00:23:48,040 --> 00:23:50,120 and the number one sales rep for Harley Davidson, 557 00:23:50,120 --> 00:23:52,560 they're the fastest paper pushers. 558 00:23:52,560 --> 00:23:55,480 Nobody has to sell for Harley Davidson. 559 00:23:55,480 --> 00:23:57,520 Nobody has to sell for Disney, right? 560 00:23:57,520 --> 00:23:59,160 Disney tickets sell themselves. 561 00:23:59,160 --> 00:24:01,280 People already want to go to Disney. 562 00:24:01,280 --> 00:24:04,840 So representing a Disney is completely different 563 00:24:04,840 --> 00:24:07,880 than representing an entrepreneur and a brand 564 00:24:07,880 --> 00:24:12,600 that does not have a Disney-like reputation in the market. 565 00:24:12,600 --> 00:24:14,480 So as a brand, it's very important 566 00:24:14,480 --> 00:24:17,320 that you position yourself and you start building up 567 00:24:17,320 --> 00:24:18,840 your own authority and credibility 568 00:24:18,840 --> 00:24:21,440 because you're setting yourselves people up 569 00:24:21,440 --> 00:24:23,560 for an extremely hard task. 570 00:24:23,560 --> 00:24:25,280 They're out there looking for great jobs. 571 00:24:25,280 --> 00:24:27,240 They meet you, they thought you're a great person 572 00:24:27,240 --> 00:24:28,800 and that you have a cool vision, 573 00:24:28,800 --> 00:24:31,120 but the more they get involved in your program, 574 00:24:31,120 --> 00:24:32,560 the more they may realize, wow, 575 00:24:32,560 --> 00:24:35,120 this sales opportunity is not what I thought it was. 576 00:24:35,120 --> 00:24:37,280 This is way harder than I anticipated. 577 00:24:37,280 --> 00:24:38,240 That's not their fault. 578 00:24:38,240 --> 00:24:40,080 They're human beings trying to assess life too. 579 00:24:40,080 --> 00:24:41,440 That's not your fault. 580 00:24:41,440 --> 00:24:43,280 You're a human being trying to figure out 581 00:24:43,280 --> 00:24:44,680 how to build a successful company, 582 00:24:44,680 --> 00:24:46,880 but at the end of the day, it will be your fault 583 00:24:46,880 --> 00:24:48,080 if you don't bridge the gap 584 00:24:48,080 --> 00:24:49,640 and figure out the difference between the two. 585 00:24:49,640 --> 00:24:51,480 So as a sales representative, 586 00:24:51,480 --> 00:24:55,960 you want to be able to recognize what companies are ready 587 00:24:55,960 --> 00:25:00,120 to host me to the degree that are ready 588 00:25:00,120 --> 00:25:02,480 to help me achieve the success I want to achieve. 589 00:25:02,480 --> 00:25:05,480 And if you get into a company and you start representing one 590 00:25:05,480 --> 00:25:08,560 that's not well positioned to actually help you 591 00:25:08,560 --> 00:25:12,400 achieve your results, well, that would be like LeBron James 592 00:25:12,400 --> 00:25:16,520 or some other superstar athlete going to a team 593 00:25:16,520 --> 00:25:18,440 that's in a rebuilding phase. 594 00:25:18,440 --> 00:25:21,440 That's not in a championship winning mentality 595 00:25:21,440 --> 00:25:24,960 and that would be his own fault for doing so. 596 00:25:24,960 --> 00:25:28,200 So as a championship organization, right, 597 00:25:28,200 --> 00:25:29,760 or one that wants to be such, 598 00:25:29,760 --> 00:25:33,360 we've got to do what we need to on our end to recognize 599 00:25:33,360 --> 00:25:36,440 as an organization, what do we lack? 600 00:25:36,440 --> 00:25:38,480 What do we need to adjust and change 601 00:25:38,480 --> 00:25:41,600 in order to be a championship level organization 602 00:25:41,600 --> 00:25:43,960 and have the systems and the departments 603 00:25:43,960 --> 00:25:47,680 and the infrastructure necessary to sustain such a vision 604 00:25:47,680 --> 00:25:50,840 and such a dream or such an opportunity 605 00:25:50,840 --> 00:25:53,600 if we're already at the point where we're scaling 606 00:25:53,600 --> 00:25:54,720 said opportunity. 607 00:25:54,720 --> 00:25:59,120 So day one, ready for battle, types of sales roles. 608 00:25:59,120 --> 00:26:00,480 Why is that important? 609 00:26:00,480 --> 00:26:03,600 Because there's a lot of different types of sales roles 610 00:26:03,600 --> 00:26:04,760 that exist in the world. 611 00:26:04,760 --> 00:26:07,720 And so if you don't know what those sales roles are, 612 00:26:07,720 --> 00:26:09,680 how will you be able to recognize 613 00:26:09,680 --> 00:26:12,200 what type of sales personnel 614 00:26:12,200 --> 00:26:14,200 have the experience and training 615 00:26:14,200 --> 00:26:16,360 to actually sell well for your brand 616 00:26:16,360 --> 00:26:17,560 and what your service is. 617 00:26:17,560 --> 00:26:20,400 And as a sales rep, how do you also have the ability 618 00:26:20,400 --> 00:26:22,560 to know how your skills translate 619 00:26:22,560 --> 00:26:24,240 if you're not familiar with the different opportunities 620 00:26:24,240 --> 00:26:25,680 that are there and how do you protect yourself 621 00:26:25,680 --> 00:26:27,480 and take the right opportunities? 622 00:26:27,480 --> 00:26:29,480 Again, if you don't know what those opportunities look like. 623 00:26:29,480 --> 00:26:34,400 So intro to cold call scripts and advanced end bound scripts. 624 00:26:34,400 --> 00:26:37,120 Yeah, we know it's important to know both 625 00:26:37,120 --> 00:26:39,120 and to know how to do both. 626 00:26:39,120 --> 00:26:43,040 If we keep going, listening to actual call recordings, right? 627 00:26:43,040 --> 00:26:44,840 Call recordings that were successful. 628 00:26:44,840 --> 00:26:46,040 It's so important. 629 00:26:46,040 --> 00:26:48,520 If you wanna learn how to play soccer, you know, 630 00:26:48,520 --> 00:26:51,680 in fact, that's one of the best examples is sports, right? 631 00:26:51,680 --> 00:26:54,360 Kids are inspired to want to play sports 632 00:26:54,360 --> 00:26:57,080 because they see how much fun it is. 633 00:26:57,080 --> 00:26:58,840 They see the success that exists. 634 00:26:58,840 --> 00:27:00,680 They don't focus on the losing. 635 00:27:00,680 --> 00:27:02,000 They don't focus on the hard work 636 00:27:02,000 --> 00:27:03,760 that goes on behind the scenes. 637 00:27:03,760 --> 00:27:05,800 All of the focus is on the victories. 638 00:27:05,800 --> 00:27:08,040 All the focus is on the fun of the moment 639 00:27:08,040 --> 00:27:09,880 and the opportunities that exist within that. 640 00:27:09,880 --> 00:27:11,320 And yes, there are tons. 641 00:27:11,320 --> 00:27:12,920 There's so much hard work that goes into 642 00:27:12,920 --> 00:27:14,720 being a professional athlete. 643 00:27:14,720 --> 00:27:16,600 And that's kind of the afterthought. 644 00:27:16,600 --> 00:27:20,280 One in business, sometimes we get focus on the tactics, 645 00:27:20,280 --> 00:27:22,640 the methodologies, the activities. 646 00:27:22,640 --> 00:27:25,440 When in reality, we could be doing so much better 647 00:27:25,440 --> 00:27:27,240 in terms of training and focus 648 00:27:27,240 --> 00:27:30,480 if we also talked about the inspiration and the celebration 649 00:27:30,480 --> 00:27:34,040 and the great things that exist within that ecosystem. 650 00:27:34,040 --> 00:27:39,040 So that's why Google also has had such large successes. 651 00:27:39,080 --> 00:27:42,520 They focus their brand around a culture of fun 652 00:27:42,520 --> 00:27:43,880 and a culture that was inviting 653 00:27:43,880 --> 00:27:45,720 and got people inspired to want to work there. 654 00:27:45,720 --> 00:27:50,200 So kudos to them for paving the way in that regard. 655 00:27:50,200 --> 00:27:53,920 So the success worksheet, again, more progress reports, 656 00:27:53,920 --> 00:27:58,920 making sure that we're testing for what does the cells, 657 00:27:58,920 --> 00:28:00,320 what is the cells are getting out of this? 658 00:28:00,320 --> 00:28:01,160 Are they advancing? 659 00:28:01,160 --> 00:28:03,400 And then making sure that you check these as well, right? 660 00:28:03,400 --> 00:28:05,560 Having access to being able to see 661 00:28:05,560 --> 00:28:07,240 are my people progressing? 662 00:28:07,240 --> 00:28:09,440 There's so much to be said here. 663 00:28:09,440 --> 00:28:11,240 One of the shifts I wanna make though, 664 00:28:11,240 --> 00:28:13,720 beyond the mechanics, is back to the principles. 665 00:28:13,720 --> 00:28:15,680 So we're gonna pull up a presentation 666 00:28:15,680 --> 00:28:19,480 where we actually talk about some of the core principles 667 00:28:19,480 --> 00:28:21,280 that exist at first class business. 668 00:28:21,280 --> 00:28:24,080 And if your business doesn't have these defined 669 00:28:24,080 --> 00:28:26,120 and you're trying to bring cells reps 670 00:28:26,120 --> 00:28:29,240 into your environment, watch out. 671 00:28:29,240 --> 00:28:31,240 You're likely to start building a company 672 00:28:31,240 --> 00:28:33,960 with somebody that doesn't necessarily build 673 00:28:33,960 --> 00:28:36,480 or believe in the same principles that you do. 674 00:28:36,480 --> 00:28:37,680 So at first class business, 675 00:28:37,680 --> 00:28:38,920 that's one of the most important things 676 00:28:38,920 --> 00:28:41,760 that we established was, okay, what do we stand for? 677 00:28:41,760 --> 00:28:44,040 And what virtues need to exist for us 678 00:28:44,040 --> 00:28:46,720 to represent our brand the right way? 679 00:28:46,720 --> 00:28:48,320 What virtues do our representatives 680 00:28:48,320 --> 00:28:49,560 also need to be developing? 681 00:28:49,560 --> 00:28:51,480 So you'll notice this chart over here. 682 00:28:51,480 --> 00:28:53,760 We build on a foundation of love. 683 00:28:53,760 --> 00:28:54,760 That's number one. 684 00:28:54,760 --> 00:28:58,280 As a company, as a brand, we stand by that boldly. 685 00:28:58,280 --> 00:29:01,000 In addition to that, we believe in the pillars 686 00:29:01,000 --> 00:29:05,280 of patience, persistence, consistency, and reliability. 687 00:29:05,280 --> 00:29:07,960 All incredibly valuable virtues 688 00:29:07,960 --> 00:29:10,040 that have a lot to do with hospitality 689 00:29:10,040 --> 00:29:12,400 and serving the person that's in front of us. 690 00:29:12,400 --> 00:29:15,040 All right, moving on to the next slide for this. 691 00:29:15,960 --> 00:29:19,240 How do we, so we have mechanisms in place 692 00:29:19,240 --> 00:29:21,720 to help train on these four aspects 693 00:29:21,720 --> 00:29:23,960 and to help make sure that when we're attracting 694 00:29:23,960 --> 00:29:31,160 a new team member, they actually kind of pre-qualify themselves 695 00:29:31,160 --> 00:29:35,040 by either exercising patience or exercising patience or not. 696 00:29:35,040 --> 00:29:37,440 And learning to be persistent or not 697 00:29:37,440 --> 00:29:39,640 throughout their hiring process. 698 00:29:39,640 --> 00:29:43,560 We test for those four virtues, well, five virtues, 699 00:29:43,560 --> 00:29:45,280 the foundation, again, being loved. 700 00:29:45,280 --> 00:29:47,120 Now, once somebody's in our culture, 701 00:29:47,120 --> 00:29:49,240 and as they're learning about our culture too, 702 00:29:49,240 --> 00:29:52,080 we also want to make sure that they understand the value 703 00:29:52,080 --> 00:29:54,280 of principles that are taught in books 704 00:29:54,280 --> 00:29:56,280 like The One-Minute Manager by Ken Blanchard. 705 00:29:56,280 --> 00:29:58,880 We're so dedicated to the concepts of this book 706 00:29:58,880 --> 00:30:01,920 that we actually create our own internal designs 707 00:30:01,920 --> 00:30:04,720 related to his one-minute game plan. 708 00:30:04,720 --> 00:30:09,120 And making sure that our entire team knows 709 00:30:09,120 --> 00:30:11,600 how this process works so they can receive it 710 00:30:11,600 --> 00:30:15,200 and have a virtual cycle of growth in place. 711 00:30:15,200 --> 00:30:18,040 For instance, setting goals appropriately, 712 00:30:18,040 --> 00:30:20,760 being accountable for them, receiving praise, 713 00:30:20,760 --> 00:30:22,880 making sure that we give praise as well, 714 00:30:22,880 --> 00:30:25,960 and then, of course, also receiving healthy reprimands 715 00:30:25,960 --> 00:30:28,280 and what that looks like, especially in a world that 716 00:30:28,280 --> 00:30:32,960 is quite terrified of the process of reprimand and conflict. 717 00:30:32,960 --> 00:30:36,000 So those are all elements that are also important to our brand 718 00:30:36,000 --> 00:30:40,920 and help us move forward, building a virtuous environment 719 00:30:40,920 --> 00:30:42,760 for our team members to be successful. 720 00:30:42,760 --> 00:30:45,560 And let's go ahead and go to the next one, Jaime. 721 00:30:45,560 --> 00:30:51,080 And the next slide talks about the wrong team 722 00:30:51,080 --> 00:30:52,320 versus the right team. 723 00:30:52,320 --> 00:30:55,800 And I'm super grateful for the book, The Five Dysfunctions 724 00:30:55,800 --> 00:30:58,040 of a Team by Patrick Lincione. 725 00:30:58,040 --> 00:31:02,480 That book is one of two books that I regret not reading sooner 726 00:31:02,480 --> 00:31:06,640 as a business owner because it came across my life about eight 727 00:31:06,640 --> 00:31:09,480 and nine years ago, along with so many of the books 728 00:31:09,480 --> 00:31:10,400 that people recommend. 729 00:31:10,400 --> 00:31:12,840 But it's one of those where I just kind of had an inkling 730 00:31:12,840 --> 00:31:14,560 I should have read it and I didn't. 731 00:31:14,560 --> 00:31:18,480 When I finally read it, my leadership skills 732 00:31:18,480 --> 00:31:19,760 started to go through the roof. 733 00:31:19,760 --> 00:31:23,160 I started to align with people in a whole new level 734 00:31:23,160 --> 00:31:24,960 and to create space for people to be 735 00:31:24,960 --> 00:31:28,400 able to talk to me about problems or opportunities 736 00:31:28,400 --> 00:31:31,040 for growth that could ultimately facilitate 737 00:31:31,040 --> 00:31:34,040 a healthy conversation and allow us to move forward 738 00:31:34,040 --> 00:31:36,920 as a cohesive unit and as a harmonized team. 739 00:31:36,920 --> 00:31:38,880 So that chart on the left-hand side, 740 00:31:38,880 --> 00:31:42,640 while it's hard to see, right teams 741 00:31:42,640 --> 00:31:45,200 are built based on right principles. 742 00:31:45,200 --> 00:31:48,800 And you have to teach teams about the right principles 743 00:31:48,800 --> 00:31:52,440 in order to have them abide by them. 744 00:31:52,440 --> 00:31:54,680 And you also have to teach them the signs 745 00:31:54,680 --> 00:31:56,760 of a dysfunctional team, otherwise they 746 00:31:56,760 --> 00:31:59,640 won't know how to recognize when we're falling off track 747 00:31:59,640 --> 00:32:00,280 as a team. 748 00:32:00,280 --> 00:32:05,400 So high performance teams follow the left side of this chart, 749 00:32:05,400 --> 00:32:08,600 whereas the dysfunctional teams fall victim 750 00:32:08,600 --> 00:32:12,920 to the realities on the right side of that pyramid chart. 751 00:32:12,920 --> 00:32:15,160 And it's a phenomenal resource. 752 00:32:15,160 --> 00:32:18,800 So grateful for Patrick Lentioni in creating that. 753 00:32:18,800 --> 00:32:22,240 And we continue to explore this particular concept 754 00:32:22,240 --> 00:32:24,840 on a daily basis at First Class Business. 755 00:32:24,840 --> 00:32:26,880 It's something that is often brought up 756 00:32:26,880 --> 00:32:29,200 when we're talking about the primary objective we're 757 00:32:29,200 --> 00:32:31,080 headed towards as a team. 758 00:32:31,080 --> 00:32:36,480 So all of that, again, wraps back into building a sales 759 00:32:36,480 --> 00:32:40,240 department and bringing sales people in who can respect 760 00:32:40,240 --> 00:32:43,280 and ultimately represent our brand well, which 761 00:32:43,280 --> 00:32:44,920 is something you can't rush. 762 00:32:44,920 --> 00:32:46,680 So let's see here. 763 00:32:46,680 --> 00:32:52,000 Jaime Jimenez, you asked, who is your superhero in sales? 764 00:32:52,000 --> 00:32:54,320 Do you follow? 765 00:32:54,320 --> 00:32:56,040 And who do you learn and follow? 766 00:32:56,040 --> 00:32:58,080 Who do you follow and learn from? 767 00:32:58,080 --> 00:33:02,520 As I mentioned, David Sandler is one of my superheroes 768 00:33:02,520 --> 00:33:05,760 in sales, and he has passed away. 769 00:33:05,760 --> 00:33:10,960 And I would say that the Sandler Sales Institute has done 770 00:33:10,960 --> 00:33:14,000 a decent job of carrying on his legacy. 771 00:33:14,000 --> 00:33:17,840 However, there's plenty of room for improvement and updates. 772 00:33:17,840 --> 00:33:21,120 And he doesn't teach business infrastructure 773 00:33:21,120 --> 00:33:22,720 and how to build out a business. 774 00:33:22,720 --> 00:33:24,320 He teaches sales. 775 00:33:24,320 --> 00:33:27,480 And so they could use some upgrades in that department 776 00:33:27,480 --> 00:33:28,920 as well. 777 00:33:28,920 --> 00:33:30,800 Taylor Welch and Peyton Welch also 778 00:33:30,800 --> 00:33:34,440 carried that torch further and took it to another level for me. 779 00:33:34,440 --> 00:33:39,760 And I do follow Taylor a bit passively at this point. 780 00:33:39,760 --> 00:33:43,000 I do like what he's doing with the wealthy consultant. 781 00:33:43,000 --> 00:33:46,120 I liked my experience with the sales mentor. 782 00:33:46,120 --> 00:33:49,080 And I liked my experience. 783 00:33:49,080 --> 00:33:52,760 Well, I liked what I learned from traffic and funnels. 784 00:33:52,760 --> 00:33:55,880 That said, there's probably a reason that he stepped down. 785 00:33:55,880 --> 00:33:58,600 And there's probably a reason that those companies have gone 786 00:33:58,600 --> 00:34:00,760 in different directions. 787 00:34:00,760 --> 00:34:03,760 But what I saw firsthand at the sales mentor 788 00:34:03,760 --> 00:34:09,400 was that the strongest survived and the strongest thrived. 789 00:34:09,400 --> 00:34:10,880 And there wasn't enough support. 790 00:34:10,880 --> 00:34:13,920 There wasn't enough infrastructure for the rest 791 00:34:13,920 --> 00:34:15,280 to be able to really keep up. 792 00:34:15,280 --> 00:34:20,640 I mean, granted, keep in mind, I was in their training program 793 00:34:20,640 --> 00:34:22,880 for seven days. 794 00:34:22,880 --> 00:34:25,760 And there was 14,000 potential sales reps in there. 795 00:34:25,760 --> 00:34:29,440 And they asked to interview me to come and work for them. 796 00:34:29,440 --> 00:34:33,560 After seven days, it's 14,000 potential students. 797 00:34:33,560 --> 00:34:37,920 That tells you how far ahead I probably was 798 00:34:37,920 --> 00:34:39,480 and those who were in that environment. 799 00:34:39,480 --> 00:34:41,800 By the time I left, there was not left. 800 00:34:41,800 --> 00:34:43,240 By the time I stopped paying attention 801 00:34:43,240 --> 00:34:44,680 to what they were doing over there, 802 00:34:44,680 --> 00:34:46,880 they were at over 20,000 students. 803 00:34:46,880 --> 00:34:50,880 And I had gotten to see how many people were disgruntled 804 00:34:50,880 --> 00:34:52,520 with the program and didn't feel like they 805 00:34:52,520 --> 00:34:53,960 had the proper support. 806 00:34:53,960 --> 00:34:57,760 And it felt akin to going to Disneyland 807 00:34:57,760 --> 00:35:01,000 but not having enough people to station the rides 808 00:35:01,000 --> 00:35:03,120 and not getting the support that you needed. 809 00:35:03,120 --> 00:35:05,560 You were kind of promised one thing, 810 00:35:05,560 --> 00:35:07,520 but the fulfillment wasn't taking place. 811 00:35:07,520 --> 00:35:12,120 And I'm going to share that openly now because not to make 812 00:35:12,120 --> 00:35:15,520 a bad example of the program but to open their eyes 813 00:35:15,520 --> 00:35:18,120 and to open the eyes of all the other creators who 814 00:35:18,120 --> 00:35:20,000 are following me and wanting to build out, 815 00:35:20,000 --> 00:35:22,920 you've got to be very careful to be precise with what you 816 00:35:22,920 --> 00:35:25,120 promise people and deliver upon that. 817 00:35:25,120 --> 00:35:28,320 And then you've also got to have the support and the humility 818 00:35:28,320 --> 00:35:31,400 to recognize when you fall short and to let people know, 819 00:35:31,400 --> 00:35:36,400 like, hey, I've got a very important phone call. 820 00:35:36,400 --> 00:35:38,760 Well, I'm going to have to ignore for a minute. 821 00:35:38,760 --> 00:35:40,000 So sorry, they're distracting me. 822 00:35:42,960 --> 00:35:47,400 So back to that reality, you've got to own your mistakes. 823 00:35:47,400 --> 00:35:48,800 And you've got to make improvements 824 00:35:48,800 --> 00:35:49,960 and be proactive about it. 825 00:35:49,960 --> 00:35:51,320 You can't be passive about it. 826 00:35:51,320 --> 00:35:53,080 And so there's little things that they 827 00:35:53,080 --> 00:35:54,200 learn along the way with that. 828 00:35:54,200 --> 00:35:55,600 And don't get me wrong. 829 00:35:55,600 --> 00:35:58,720 It doesn't take anything away from the beauty and value 830 00:35:58,720 --> 00:36:02,480 of what Taylor and Payton and Cole Gordon and others 831 00:36:02,480 --> 00:36:04,160 have been able to put out into the world. 832 00:36:04,160 --> 00:36:06,200 And it doesn't make them bad people. 833 00:36:06,200 --> 00:36:09,160 It makes them what we are. 834 00:36:09,160 --> 00:36:09,560 We're human. 835 00:36:09,560 --> 00:36:11,360 We have our own shortcomings. 836 00:36:11,360 --> 00:36:13,240 And so it's very important that we own that. 837 00:36:13,240 --> 00:36:16,080 So how he says the right team is mission critical. 838 00:36:16,080 --> 00:36:19,320 And how he's, I know this, he's worked with over 1,000 companies 839 00:36:19,320 --> 00:36:22,160 in local San Antonio building websites for them 840 00:36:22,160 --> 00:36:23,200 and brands and stuff. 841 00:36:23,200 --> 00:36:24,640 He's a very good friend of mine. 842 00:36:24,640 --> 00:36:28,680 And one of the smokescreens that a young salesperson 843 00:36:28,680 --> 00:36:31,600 or an inexperienced salesperson might receive 844 00:36:31,600 --> 00:36:36,200 or that a veteran business owner might utilize to try 845 00:36:36,200 --> 00:36:38,560 to escape a sales conversation when they're not 846 00:36:38,560 --> 00:36:43,200 ready to make adjustments is I already have a team. 847 00:36:43,200 --> 00:36:47,600 That is one of the laziest ways to shut down a conversation 848 00:36:47,600 --> 00:36:49,760 or move on from an opportunity. 849 00:36:49,760 --> 00:36:51,920 Because the real question is, do you have the right team 850 00:36:51,920 --> 00:36:52,800 or the wrong team? 851 00:36:52,800 --> 00:36:54,840 And are you training that team the right way? 852 00:36:54,840 --> 00:36:56,280 Or are you not? 853 00:36:56,280 --> 00:36:59,080 You need to be aware of all that it takes to win 854 00:36:59,080 --> 00:37:03,440 at a championship level or have team members, consultants, 855 00:37:03,440 --> 00:37:06,760 or guidance that helps you win at those different levels 856 00:37:06,760 --> 00:37:08,320 you're aspiring to achieve. 857 00:37:08,320 --> 00:37:10,840 So, Howie, if you want to jump on here, 858 00:37:10,840 --> 00:37:13,720 feel free to let us know when I make and send you a link. 859 00:37:13,720 --> 00:37:17,280 And we can close out with you on this as an impromptu guest, 860 00:37:17,280 --> 00:37:20,120 even though I'll have you on, of course, down the road 861 00:37:20,120 --> 00:37:20,880 as a Vision Pro. 862 00:37:20,880 --> 00:37:24,200 So those are, again, those are people 863 00:37:24,200 --> 00:37:26,200 who I consider superheroes. 864 00:37:26,200 --> 00:37:28,360 I don't want anybody to miss here what I'm saying. 865 00:37:28,360 --> 00:37:29,280 Jeremy Miner as well. 866 00:37:29,280 --> 00:37:30,160 I don't know him as well. 867 00:37:30,160 --> 00:37:31,600 I know his program as well. 868 00:37:31,600 --> 00:37:33,920 But another superhero who I look forward 869 00:37:33,920 --> 00:37:36,120 to getting to know over the years. 870 00:37:36,120 --> 00:37:38,440 And I've heard fantastic things about his program. 871 00:37:38,440 --> 00:37:40,600 I just haven't been close enough to students 872 00:37:40,600 --> 00:37:43,160 to know are they actually getting the results, you know, 873 00:37:43,160 --> 00:37:46,160 that are being promised with Inset Program. 874 00:37:46,160 --> 00:37:51,080 Another person that exists that I can think of is Eli Wild. 875 00:37:51,080 --> 00:37:53,920 Eli Wild was part of the training platform 876 00:37:53,920 --> 00:37:55,680 at the sales mentor. 877 00:37:55,680 --> 00:38:00,680 And he provided an infinite amount of power and insight 878 00:38:00,680 --> 00:38:04,600 into things that I was not familiar with in terms of sales. 879 00:38:04,600 --> 00:38:07,800 It was a little bit harder to grasp his concepts. 880 00:38:07,800 --> 00:38:10,400 He's kind of like me in these Vision Pro scenarios 881 00:38:10,400 --> 00:38:13,680 where he talks a lot about the methods of the bike 882 00:38:13,680 --> 00:38:14,800 and the mechanics of the bike. 883 00:38:14,800 --> 00:38:16,200 And he gets really passionate about it. 884 00:38:16,200 --> 00:38:19,200 And you don't necessarily know how to put all of it together 885 00:38:19,200 --> 00:38:20,800 when he's training. 886 00:38:20,800 --> 00:38:23,480 But as he continues to improve his ability 887 00:38:23,480 --> 00:38:25,560 to streamline his trainings for the public 888 00:38:25,560 --> 00:38:27,440 and as I get better at the same thing, 889 00:38:27,440 --> 00:38:30,280 our level of power and influence will go up. 890 00:38:30,280 --> 00:38:31,760 And that's just a reality. 891 00:38:31,760 --> 00:38:34,800 And that makes us both human, not bad trainers, 892 00:38:34,800 --> 00:38:38,200 not bad people, we're just human, just like everybody else. 893 00:38:38,200 --> 00:38:41,120 And so when it comes back to the superpowers though, 894 00:38:41,120 --> 00:38:43,000 one of the things that Eli Wild talked about 895 00:38:43,000 --> 00:38:44,280 were the 10 clarities. 896 00:38:44,280 --> 00:38:47,160 And it took me about six months and 100 people 897 00:38:47,160 --> 00:38:48,440 literally trying to figure out, all right, 898 00:38:48,440 --> 00:38:50,000 what are his 10 clarities? 899 00:38:50,000 --> 00:38:52,000 And somebody finally found every last clarity 900 00:38:52,000 --> 00:38:53,560 and got it mapped out. 901 00:38:53,560 --> 00:38:56,760 He also taught a lot about this might be Taylor's concept, 902 00:38:56,760 --> 00:39:01,760 but the buyer's pocket and why it's important for this, 903 00:39:02,000 --> 00:39:03,440 for somebody to be in the buyer's pocket. 904 00:39:03,440 --> 00:39:06,200 He also talked about posturing, 905 00:39:06,200 --> 00:39:08,040 which is one of my favorite sales concepts. 906 00:39:08,040 --> 00:39:10,920 That's more later into like the day five, the six, 907 00:39:10,920 --> 00:39:12,920 the seven of our sales training platform. 908 00:39:12,920 --> 00:39:15,680 But ultimately there's three different styles 909 00:39:15,680 --> 00:39:19,880 that people communicate in, superior, equal, 910 00:39:19,880 --> 00:39:21,240 and inferior postures. 911 00:39:21,240 --> 00:39:23,040 And there's different things that we say 912 00:39:23,040 --> 00:39:25,320 to put ourselves in one level or the other, 913 00:39:25,320 --> 00:39:27,240 whether we realize it or not. 914 00:39:27,240 --> 00:39:31,120 And once you become self-aware of those concepts 915 00:39:31,120 --> 00:39:34,320 and how it is that you utilize them in your day-to-day lives, 916 00:39:34,320 --> 00:39:37,600 it's also easier to assess what percentage of time 917 00:39:37,600 --> 00:39:40,280 do you spend in each of those three postures, right? 918 00:39:40,280 --> 00:39:43,080 And if this stuff is going over your head, 919 00:39:43,080 --> 00:39:45,800 but you have the need to influence, right? 920 00:39:45,800 --> 00:39:47,760 According to the roles that you play in life, 921 00:39:47,760 --> 00:39:49,080 the things that you wanna accomplish, 922 00:39:49,080 --> 00:39:52,160 and I highly recommend asking us further 923 00:39:52,160 --> 00:39:54,240 about the Academy of First Class Businesses 924 00:39:54,240 --> 00:39:56,280 and how it can serve you and what we're doing 925 00:39:56,280 --> 00:39:59,440 to build out ourselves team and ourselves organizations 926 00:39:59,440 --> 00:40:02,240 and building based on the backbone of all these people 927 00:40:02,240 --> 00:40:03,640 who guided us to this point. 928 00:40:03,640 --> 00:40:06,000 Another great person is Brian Tracy, 929 00:40:06,000 --> 00:40:08,320 as well as his son, who was a different company, 930 00:40:08,320 --> 00:40:10,080 Michael Tracy, who's a friend of mine. 931 00:40:10,080 --> 00:40:13,280 They have phenomenal, phenomenal programs 932 00:40:13,280 --> 00:40:17,120 to help people with the processes of understanding sales. 933 00:40:17,120 --> 00:40:18,800 And at the end of the day, 934 00:40:18,800 --> 00:40:22,680 it's your opportunity to seek friendships 935 00:40:22,680 --> 00:40:25,480 with thought leaders like that and to go into programs 936 00:40:25,480 --> 00:40:27,680 and to dive in and learn for yourself, 937 00:40:27,680 --> 00:40:31,200 which program resonates the most for me? 938 00:40:31,200 --> 00:40:34,560 And that comes down to what are you looking for? 939 00:40:34,560 --> 00:40:37,200 What are the questions that you need to ask yourself 940 00:40:37,200 --> 00:40:40,640 in order to find a program that makes sense 941 00:40:40,640 --> 00:40:43,760 for the level of influence that you wanna have in life? 942 00:40:43,760 --> 00:40:46,560 I don't think there are bad programs out there. 943 00:40:46,560 --> 00:40:48,080 I think there are different programs 944 00:40:48,080 --> 00:40:49,840 with different skill sets and different levels, 945 00:40:49,840 --> 00:40:52,240 just like there's different math classes that exist 946 00:40:52,240 --> 00:40:55,120 and different instructors who are more effective than others 947 00:40:55,120 --> 00:40:58,600 and some who will take the time with you versus others, 948 00:40:58,600 --> 00:41:00,520 there's other students who don't need the time. 949 00:41:00,520 --> 00:41:02,760 They just need the materials that need to go. 950 00:41:02,760 --> 00:41:06,320 So it very much depends on what the Academy, 951 00:41:06,320 --> 00:41:09,200 the Institute or the course has also set up 952 00:41:09,200 --> 00:41:12,000 for your desired learning style 953 00:41:12,000 --> 00:41:14,240 and on how it is you wanna move yourself forward. 954 00:41:14,240 --> 00:41:17,960 So with that said, let me take a look at my notes 955 00:41:17,960 --> 00:41:20,280 and see if there's any other elements 956 00:41:20,280 --> 00:41:22,280 that I really wanted to bring up today. 957 00:41:23,560 --> 00:41:26,840 I would challenge you again in the comments right down, 958 00:41:26,840 --> 00:41:28,240 what do you sell? 959 00:41:28,240 --> 00:41:30,680 What is it that you're striving to sell 960 00:41:30,680 --> 00:41:33,600 and what training have you sought 961 00:41:33,600 --> 00:41:36,800 in relation to selling that product or service? 962 00:41:36,800 --> 00:41:40,320 Be open-minded to what other people might share and say 963 00:41:40,320 --> 00:41:42,600 in terms of where they get their sales knowledge. 964 00:41:42,600 --> 00:41:46,880 That's how we ultimately ended up building the foundation 965 00:41:46,880 --> 00:41:49,720 and depth of sales trainings that we have access to 966 00:41:49,720 --> 00:41:52,120 is by being constantly open and aware 967 00:41:52,120 --> 00:41:55,120 that there are new ways and new opportunities 968 00:41:55,120 --> 00:41:58,440 to do things with more effectiveness, 969 00:41:58,440 --> 00:42:01,520 but also looking at those mentors and qualifying them 970 00:42:01,520 --> 00:42:05,080 based on the other mentors we have and ranking them 971 00:42:05,080 --> 00:42:08,160 so that we know who to turn to for the best advice. 972 00:42:08,160 --> 00:42:11,600 One of my top secrets in relation to that now, 973 00:42:11,600 --> 00:42:13,960 one of my newest secrets is Dean Forbes, 974 00:42:13,960 --> 00:42:15,720 my new business partner and co-founder 975 00:42:15,720 --> 00:42:17,680 of First Class Business Now. 976 00:42:17,680 --> 00:42:21,040 That took a lot, by the way. 977 00:42:21,040 --> 00:42:22,680 It took years of us knowing each other. 978 00:42:22,680 --> 00:42:25,360 It took hours and hours, not countless, 979 00:42:25,360 --> 00:42:29,200 but well over a hundred hours of dedicated time, 980 00:42:29,200 --> 00:42:31,680 making sure that we're evaluating our processes, 981 00:42:31,680 --> 00:42:34,000 our principles, what it is we want in life, 982 00:42:34,000 --> 00:42:36,240 how it is we go about being influential, 983 00:42:37,320 --> 00:42:41,640 whether we, how we follow tactics and methodologies 984 00:42:41,640 --> 00:42:43,880 and frameworks and implement them, 985 00:42:43,880 --> 00:42:46,240 the way that we talk to each other, 986 00:42:46,240 --> 00:42:47,960 the way that we talk to others, 987 00:42:47,960 --> 00:42:51,640 how we evaluate good, bad, or ugly scenarios 988 00:42:51,640 --> 00:42:53,200 based on our different perspectives, 989 00:42:53,200 --> 00:42:55,640 there's so much that went into that decision 990 00:42:55,640 --> 00:42:57,320 to bring him in at a new level. 991 00:42:57,320 --> 00:43:01,160 And Dean has clarity regarding how to sell 992 00:43:01,160 --> 00:43:04,000 and how to train in relation to sales 993 00:43:04,000 --> 00:43:07,560 that in many aspects trumps my own capabilities. 994 00:43:07,560 --> 00:43:10,520 And what I do know is the level of influence 995 00:43:10,520 --> 00:43:12,240 that I want to be able to foster, 996 00:43:12,240 --> 00:43:14,880 the amount that I want to be able to bless others 997 00:43:14,880 --> 00:43:18,080 and move my own level of influence forward 998 00:43:18,080 --> 00:43:21,760 and shine my light requires that I surround myself 999 00:43:21,760 --> 00:43:26,360 with people who can elevate my ability to have influence 1000 00:43:26,360 --> 00:43:28,120 and to ultimately inspire the world. 1001 00:43:28,120 --> 00:43:31,600 And he's one of the greatest in that regard. 1002 00:43:31,600 --> 00:43:34,240 The same is true of a good friend of mine named Monty Maldi, 1003 00:43:34,240 --> 00:43:38,440 Monty being my former realtor in Austin 1004 00:43:38,440 --> 00:43:41,120 that helped me buy and sell my first home 1005 00:43:41,120 --> 00:43:45,640 that got trained directly under Gary Keller of Keller Williams 1006 00:43:45,640 --> 00:43:48,760 and was at one point the number two recruiter 1007 00:43:48,760 --> 00:43:50,800 in the world for Keller Williams, 1008 00:43:50,800 --> 00:43:54,320 which if you don't know that real estate agency 1009 00:43:54,320 --> 00:43:57,200 is one of the largest in the world, they're the largest, 1010 00:43:57,200 --> 00:44:00,920 I think it's called the largest technology software 1011 00:44:00,920 --> 00:44:02,800 real estate agency, I don't remember, 1012 00:44:02,800 --> 00:44:04,760 but you know who Keller Williams is. 1013 00:44:04,760 --> 00:44:07,400 If you live in North America, you know how big that is. 1014 00:44:07,400 --> 00:44:10,920 And Monty started with his relationship with Gary Keller 1015 00:44:10,920 --> 00:44:12,560 when he was 19 years old 1016 00:44:12,560 --> 00:44:15,600 and doing little mentorships with him on a weekly basis 1017 00:44:15,600 --> 00:44:17,600 as he was selling his snow cones 1018 00:44:17,600 --> 00:44:19,240 at the snow coast stand he built. 1019 00:44:19,240 --> 00:44:21,400 Well, now Monty's 52 years old 1020 00:44:21,400 --> 00:44:25,120 and he's got a few decades worth of experience and wisdom 1021 00:44:25,120 --> 00:44:27,480 having been mentored directly by Gary Keller 1022 00:44:27,480 --> 00:44:30,480 and which direction he should take his businesses 1023 00:44:30,480 --> 00:44:33,040 and what things that they could build together. 1024 00:44:33,040 --> 00:44:36,200 And it's just an amazing blessing, it's humbling 1025 00:44:36,200 --> 00:44:38,440 to be able to have access to somebody who lived 1026 00:44:38,440 --> 00:44:41,960 a very similar reality to rich dad, poor dad, 1027 00:44:41,960 --> 00:44:44,600 but under another mentor that many of us 1028 00:44:44,600 --> 00:44:47,240 are so familiar with, which leads us to the book, 1029 00:44:47,240 --> 00:44:49,560 The One Thing, as well as other books 1030 00:44:49,560 --> 00:44:50,680 that Gary Keller has written. 1031 00:44:50,680 --> 00:44:55,080 So, you know, the more you learn, the more you can learn. 1032 00:44:55,080 --> 00:44:57,520 And that's really what this whole process is about. 1033 00:44:57,520 --> 00:45:02,520 And what sales is about to me is serving people 1034 00:45:03,040 --> 00:45:05,000 the best way that I can 1035 00:45:05,000 --> 00:45:07,160 and ultimately aligning myself to do that. 1036 00:45:07,160 --> 00:45:10,600 And if that means them buying from me, awesome. 1037 00:45:10,600 --> 00:45:12,480 But if that means being there for them 1038 00:45:12,480 --> 00:45:15,160 in some capacity unrelated to what it is 1039 00:45:15,160 --> 00:45:17,640 that I would technically want out of that, 1040 00:45:17,640 --> 00:45:20,560 that's my responsibility as a representative 1041 00:45:20,560 --> 00:45:22,160 of my brand and myself. 1042 00:45:22,160 --> 00:45:25,120 That's my responsibility as a human being 1043 00:45:25,120 --> 00:45:26,520 is to show up and do what's best 1044 00:45:26,520 --> 00:45:28,040 for those who are in front of me. 1045 00:45:28,040 --> 00:45:30,640 And as a business owner, it was my opportunity 1046 00:45:30,640 --> 00:45:32,920 to look at the market and assess, you know what? 1047 00:45:32,920 --> 00:45:35,880 What are the values that I wanna provide 1048 00:45:35,880 --> 00:45:39,360 to the market in order to provide well for my family 1049 00:45:39,360 --> 00:45:41,400 and be really excited and happy about what I get 1050 00:45:41,400 --> 00:45:42,480 to do on a daily basis. 1051 00:45:42,480 --> 00:45:46,000 And that's what choosing first class business was all about 1052 00:45:46,000 --> 00:45:49,400 was figuring out how can I most be effective 1053 00:45:49,400 --> 00:45:53,720 in my role in society and helping other people find success. 1054 00:45:53,720 --> 00:45:55,680 And this is what it boiled down to. 1055 00:45:55,680 --> 00:45:58,600 So thanks for tuning in to Vision Pros Live. 1056 00:45:58,600 --> 00:46:00,400 I look forward to seeing you on the next episode. 1057 00:46:00,400 --> 00:46:04,400 Tomorrow we'll be live at 1 p.m. central 1058 00:46:04,400 --> 00:46:06,920 with our next guest and if you have any questions 1059 00:46:06,920 --> 00:46:09,080 about sales, comments about sales 1060 00:46:09,080 --> 00:46:10,920 or trainings of your own that you've loved, 1061 00:46:10,920 --> 00:46:12,200 feel free to drop in the comments 1062 00:46:12,200 --> 00:46:13,960 and we look forward to seeing you soon. 1063 00:46:13,960 --> 00:46:15,360 Take care everybody, bye-bye. 1064 00:46:16,360 --> 00:46:17,960 Thank you for being here today. 1065 00:46:17,960 --> 00:46:20,720 I'm really happy that you tuned in to Vision Pros Live. 1066 00:46:20,720 --> 00:46:24,540 I'm looking forward to seeing your reactions 1067 00:46:24,540 --> 00:46:27,000 as these episodes continue to move forward. 1068 00:46:27,000 --> 00:46:28,680 We optimize them as the months go by. 1069 00:46:28,680 --> 00:46:31,000 This is gonna get more and more fun. 1070 00:46:31,000 --> 00:46:32,800 We'll have more and more engagement as well. 1071 00:46:32,800 --> 00:46:35,200 I invite people to participate in the show 1072 00:46:35,200 --> 00:46:38,720 and thank you for giving us your time and attention 1073 00:46:38,720 --> 00:46:42,000 and have an excellent time building out your vision 1074 00:46:42,000 --> 00:47:04,000 and become an efficient part of yourself.