As much as I love to learn, it’s impossible for me to stay in stride with all of the podcasts and YouTube channels that I subscribe to. So if you’re behind on The Sales Life daily episodes, I’ll quickly recap them for you so that you can pick which ones are the right ones to go back and check out.
Episode 523: Comes from sports psychologist & podcast host of “Finding Mastery” Michael Gervais. I ran with his thought, “You have to know form and structure before you can break form and structure, otherwise you’re just shortcutting.”
The Point: Professionals adhere to form and structure that way when they need to break & make something shake (i.e. Athlete making an awkward shot; an entrepreneur taking a huge bet; or a salesperson skipping parts of the process), they do so, but quickly return back to Form and Structure. From the outside it looks like they’re winging it, but pros can break form and structure because they know how to come back to it after they break from it. Spectators watch the pros and think that they can do it too, but the difference is that pros know how to come back home to form and structure whereas the amateurs just keep on going.
Episode 524: Don’t be so quick to ask for help.
The Point: I see this a lot in young managers and salespeople. They’re confronted with something they’ve never seen or experienced before and are too quick to ask for help. A part of building your confidence and credibility is the ability to learn how to know what to look for. I get that, in the moment, you don’t know what to look for, but you have to learn how. That’s marinating in the unknown and silencing the mayday! voices crying in your head. Sit there and figure it out. How will you ever learn to figure it out if you don’t try to figure it out.
Episode 525: Be the face of your pace. (My favorite this week)
The Point: You’re either setting the pace of your life or following the pace of someone else. The associations you keep either cause you to pick up or slow down your pace. If you adjust to someone else’s pace you will adjust to their results. So be aware.
Episode 526: Always raise your hand.
The Point: I’m reading Curtis “50 Cent” Jackson’s book this week, “Hustle Harder. Hustle Smarter.” 16 pages into the book I had to take it to The Sales Life nation. The leverage and opportunities go to the one who always raises his hand. Not that they’ll always have the right answer, but that they’re not afraid to have the wrong ones either. This is a part of self-discovery, learning what works and doesn’t work. Don’t sit on your hands. How will you ever be picked if you’re not confident enough to raise your hand. Raise your hand and be the first to eat or sit on them and survive on the scraps.
Episode 527: Live “with” vs Live “for.” (Ok this one was my favorite this week too.)
The Point: There’s a difference between living “with” and living “for.” “With” is the “it is what it is” mantra and we just take punches to the face from life. Living with is accepting that there are no other options. Living for is, even though you’re scared as hell, you lean forward saying, “I live for this!” Watch your whole mind and body shift by using those 4 words. It’ll put you back on the hunt and shake you out of the victim mindset.
Episode 528: “The version of you is perfect for now, but it’ll be inadequate for next year.”
The point: That was Ed Mylett’s words while on Tom Bilyeu’s podcast (Subscribe to both of their content). He went on to say that he’s in a “constant crises” to get to the next version of himself. Dude this one rocked me. How freeing is that! How powerful is it to know that no matter where you are in life right now there’s a next version of you just ahead. I like the word version versus level because level 220 can seem too far out of reach if you’re standing at level 5. Stay hustling with a “level mentality,” meaning just get to the next version and when you , there’s better one after that.
Episode 529: Imitation vs Emulation
The Point: Imitating success will lead to massive burnout and frustration because you’re trying to quickly copy someone else’s results. Where imitation is trying to get as fast as you can from Point A to Z in a flash, emulation is the slow burn adopting the work ethic of Points B to Y. All of the points in between the starts and the result. Don’t imitate the successful, emulate what it takes to become successful.
P.S. A friend of mine and author Patrick Tinney added his power thoughts on Linkedin, “I emulate ideas, not people.” (Mic drop)
That’s the recap from this week’s episodes.
Which one(s) did you like best? Let me know in the comments below.
See you tomorrow.
Never settle, keep selling your way through life, no matter what.
They say imitation is the highest form of flattery, but emulation is the highest form of success.
Imitation and Emulation are more different than you might think.
Imitation wants the outcome- the A to Z, but emulation is what it took to arrive at the outcome- B to Y, everything that came after the start and before the outcome.
Emulation plays the long game. Imitation gets frustrated, quits after the first round, and finds a new game (aka job hopper), but the emulator will break the game down, fragmenting it to discover what worked and didn’t work to use on the next round.
Have you ever seen one of those old miner towns that depicted the western days. And you walk through the middle of town and look at the old county store and saloon, but when you walk to the side of the saloon you realize it was all a front. Come to find out it was all staged, just a piece of plywood braced from behind. All front and no depth.
That’s what imitation is. Imitation is what I want you to see. Emulation is what I need to be.
Imitation is make believe. Emulation is making belief-becoming a student of my craft.
Imitation matches the style. Emulation finds the patterns. When I emulate someone I want to know what they know, follow their beliefs, and travel their path until I can find my own.
Imitation vs Emulation is like the difference between a rack suit and a tailored suit. A tailor will take all of the measurements, adjusting for certain areas. He only uses the finest fabrics because not only will it look better, but it’ll last longer too. You’ll buy 3 rack suits to the one custom made suit. (i.e. 1 Top Producer can do the work of 3 average ones)
What differences do you see now between imitation and emulation as it relates to your career? (Leave me your comments below)
I don’t want you to imitate the successful, I want you emulate what it took to be successful. (Look vs Took) Because imitation doesn’t last. It’s more of a fad and once the shiny bright ball of success tarnishes in your mind, you’re off to another adventure, saying, “It wasn’t for me.”
This is why the pushers that you follow on social media don’t pay you any mind even though you’ve bought all of their merch and commented and reposted all of their content, flattering….but unsuccessful.
You want others to notice? Emulate them, don’t imitate. They know who they are and what they’re about. Do you?
It’s like paying to boost a post vs organic reach. Boosting gets you some quick hits, but the organic reach where you have a body of quality work….so much so that they have no choice but to take notice of you.
What are your takeaways from these differences? How will you apply it? (Comment below)
I don’t want you to get burned out. You get burned out because you want their now, but you forget about their then. For every now that you admire, there was a then. Then is what it took to get to where they are today.
Immation is sold. Emulation is earned.
“The version of you is perfect for right now, but it’s inferior for next year.” ~Ed Mylett
Those words seared into my soul last night. Mylett went on to say, “I am in a constant crises to get to the next version of me.”
Recapping a previous episode, I made an offhand comment recently, “If your life were like that of an app, when’s the last time you had an update?”
You can’t want 4.0 life running on a 1.0 version.
Love who you are today, but be desperate to improve. You only hear half of the message when they say that you are perfect just the way you are…
…the rest of the message is, “for right now, but you’ll be inferior next year if you remain the way you are today.”
So you must be in a “constant crises” to get to the next version of you.
When people say, “I love me some me,” I hear acceptance. They accept their current version and say good night to the world at age 21. Decades later they’re still running on the same old version.
The greatest compliment anyone can give you is, “You’re not the same person you used to be”
I better not be, because I’m up every morning at 4 AM to get to my next version. You’ll never hear the words, “She loves me just the way I am,” come out of my mouth. Why give myself or the ones I love an inferior version when there’s a better version available?
If you truly, truly love yourself then prove it by being in a constant crises to get to the next version of you.
You need a why? You need a passion? You need a reason to get up?
Because there’s another version.
How exciting is that! How powerful is that very thought…that another version is available and attainable for me.
Think of the freedom that exists in that idea. You are free to pursue another version of you and when other people try to remind you of your past, remind them that you were running on an old version.
You’re going somewhere & if that’s so, you might as well be the one to determine which version you’re running on.
“Identity drives behavior.” How you see yourself drives what you do. So if you see yourself as “Too” dark, short, late, old, or dumb then you will behave that way too.
Those are all old versions. Be desperate to find a new one.
I like version instead of level because levels can get overwhelming. If I’m on level 5 and I want to get to 220, the minute I hit the wall of adversity, I’ll quit because the level is too far out of reach.
But if I wake up each day desperate to get to the next version of myself, even if my day caves, I’m still in the game because I’m just trying to get to the next version.
The formula for your day: Routine + Action = Next Version.
You will not get to the next version without working a routine. Your routine consists of the form (mechanics) and structure (arrangement) to your day. Every successful person works a routine; 3-5 non-negotiables that they adhere to on a daily basis.
My routine is 4 AM, meditate, think, write, record the podcast, and bust a sweat. Every day, I have to hit those beats and sprinkle in learning something new throughout the day.
That compounded action brings be to my next version.
Never settle, keep selling your way through life no matter what. Stay in The Sales Life.
Notice how your mind and body physically and psychologically shift when you say, “I gotta live with (it)…”
When you say those words, do you feel energized and empowered or do you feel drained and helpless?
When you couple “with” to your hardship, you shift from power to acceptance. You hit the shrugs and say, “Oh well,” take what you can get, and forever live with the struggle.
You park in life because you live with instead of living for. Same adversity, but a different mindset coupled with a different action.
Bad month? “I guess I gotta live with it & try to figure something out.” vs “Alright, I got my ass handed to me last month. I bet it’ll never happen again. I live for this! Let’s go!”
Financially in the hole? “I gotta live with it. Hopefully they’ll take minimum payments for the next 37 years.” vs “Oh my God, $50,000, I don’t know how I’m gonna come up with that! But I live for this! I’ve got skills and talent that I’ve got to put to work and find my options.”
Do you sense the difference? For is gain. With is lack. For advances you past the point of adversity whereas with buckles you to the adversity.
Your business is struggling…your podcast and YouTube channel have no audience…your body is screaming with soreness and fatigue…and the last 5 customers in a row said No?
Change your mindset by saying, “I live for this!”
It’s not that you want the struggle, but you’re damn sure not about to back down to it either. Show me what you’re afraid of and I’ll show you what you’re made with or made for.
Will you take it on or will you let the adversity take on you?
Name anyone who has overcome adversity because they lived with it.
No actor or athlete has ever made comeback; no entrepreneur who was on the doorstep of failure, nor any top producer ever triumphed because they lived with the situation they were facing.
They’re where they are today because, even though they were scared as hell, running out of time, and had no Plan B, they courageously pushed past the emotions of the moment, stepped into the arena, & said, “Let’s go! I live for this!”
With takes ownership of the struggle and accepts it as no other way. For takes on-the-shift and advances to find other options.
When you feel uncertainty creep in & the voices of doubt start to ring out. When you have the “don’t wants-” you don’t want to get out of bed and work out; you don’t want to work with that next customer; you don’t want to make that call, shake back by saying, “I live for this.”
Go earn your “E” today. Put an “E” on the end of your “For.” To those who are ahead of you, yell out, “Fore!” because you’re incoming. Because you “live for this.”
Never settle, keep selling. Stay in The Sales Life.
“The person with their hand always up is going to get promoted before you. They’re going to get the office before you. They going to leverage their promotion to a better paying job before you even get a raise.
You were better trained, better prepared. But you didn’t let the world see that because you were scared. That fear is going to stop you from getting full value for your work. Don’t let that happen. ~ Curtis (50 Cent) Jackson “Hustle Harder. Hustle Smarter.”
You can’t show the world that you’re ready unless you’re willing to raise your hand. Jackson couldn’t figure out why his friend couldn’t break through to the next level in the music industry. The guy really knew his stuff. He and Jackson had deep conversations, but 50 couldn’t put his finger on it.
Jackson brought his friend along for a meeting with some high powered, well-polished music executives. Because his friend “factually and instinctively” knew the vision for the project better than anyone, 50 brought his friend along so that he could blow the executives out of the room and land the deal.
Yet when the executives started throwing ideas around the room and asked questions, 50 was left trying to answer them while his friend silently sat on his hands.
He didn’t say a word. The guy was afraid to raise his hand because he didn’t want to give the wrong answer. He’d put in all of this work to get there and when he finally got his chance…
He lost faith in himself and sat on his hands in the presence of others who were self-assured.
Why would those executives take notice? Why would they have a reason to keep an eye on him and consider him in the future-even if this deal didn’t come together?
He never even raise his hand…
Raising your hand grants you choices. Sitting on your hands leaves you the leftovers.
Want more success? Want to be in a different tax bracket? Want to be able to say No and walk away to certain inequitable deals? Want more freedom? Tired of being vulnerable?
Then raise your hand. Those who raise their hand won’t always have the right answer, but they’re not afraid to have the wrong one either.
How will you learn if you never raise your hand? How will you ever discover what worked and didn’t work if you never raised your hand and stepped into the arena?
How will you be chosen if you don’t show that you’re the one to be picked?
Raise your hand…
Want to start a podcast? Raise your hand. Download the Anchor app and start one.
Want to start a blog or YouTube channel? Raise your hand and put your content out there.
Want to be promoted? Raise your hand and do work worth promoting.
Want more customers to buy from you? Raise your hand and audaciously show them why you’re the only option.
Your considerations…your leverages-hell your whole future is in your boldness to ALWAYS raise your hand.
Not sometimes…but always because there are some-times you’ll be on an 0-11 streak and if you base your decision on your last failure, you’ll never put yourself in position to succeed.
So put your hand up…and leave it up. And while you do, keep doing the work. You’ll get it and do it wrong in the process…but at least it’ll be wrong on the way to being right.
The world is looking for someone to pick. It might as be the one raising his hand.
Never settle, keep selling your way through life. No matter what.
~Stay in The Sales Life.
What’s your pace? Is it yours or do you rise and fall to someone else’s
A pacer is one who progressively sets the expectations of others to follow. You’ll see this in a race where other runners will adjust to the rhythm and cadence of the pacer.
And if you’re not careful in life, you’ll start off as the one setting your pace and wind up running someone else’s race.
You’ll see this in relationships. The pacer is up at 5 AM 7 days a week to work out and eats the foods that support that healthy lifestyle. But then we he meets his boo, he falls to her pace. Eating out more, snuggling a little later and before you know it…he’s pacing but he’s not the pacer. The pants get tighter and the shirts get looser & 50 lbs is packed on “overnight.”
The pacer has 6 months income put up in the bank & no debt, but because she loves and believes in him becoming a big time musician one day, the pacer loses her lead, buys him a truck to go to gigs and “loans” him money to buy equipment. A year later, the only thing left to their lifetime relationship is a mountain of debt.
You let yourself go because you lost your pace and started following someone else’s.
When it comes to your health, wellness, finances, and career, you must be the face of your pace.
Like a runner in the race, always know your pace. It’s not about always being out front, it’s more-so about being in control of your progression. There are days where you’ll get be getting smoked-nothing is going your way, but even in those tough days, you’re still the pacer. You don’t slow the the whining and excuses-from you or anyone else, you work your ass off to get your battle rhythm back and begin inching up back into the lead.
Being the pacer is lonely. Because you’re the one setting your pace every day, most want be able to keep up with you. Others will catch up to your pace in hopes that you’ll slow down to theirs.
The natural default setting is to revert. (aka reverse)
It’s lonely getting up a 5 AM, setting your pace, carving your future, while others sleep in.
It’s tough to show up & be the pacer in sales. The tendency is to follow the pace of the store. If there’s tension, you’ll be tense. If it’s slow, you’ll slow down. Most rise and fall to the rhythm of the market, versus seeing the market as an opportunity and relentlessly setting the pace.
Career, creatives, finances, or health, be the face of your pace. You’ll never fall behind nor let yourself go again, if you’re the one setting your pace.
Besides, if you slow to someone else’s pace, you’ll also fall to their results.
TSL plan of action:
- Are you setting or following the pace?
- When do you have a tendency to lose your pace and slow to someone else’s.
Leave your comments!
Make sure your customers don’t leave the same way they came in…meaning if they leave with the same thoughts, objections, and concerns that they came in with, then you haven’t done your job as a salesperson.
You know those Russian Babushka Dolls that are several dolls in one? When you open the bigger doll, there’s smaller one inside…and when you open the smaller one, there’s an even smaller one and you keep opening them until you get down to a finger size version of the original doll?
That’s how you need to end up with your customers! When you can keep opening the dolls of objections, preconceived thoughts, concerns of whether they can trust you or not, and fears of whether or not they’re on the right path, you’ll bring them closer to a decision.
Ultimately you cannot control whether a customer buys from you or not, but you can heavily influence it. Customers are not coming to you for information-everything they need to know is right there online. They’re coming to you because they need help in how the information applies to their needs in their lives.
Imagine a customer’s mind is like a crystal vase. That vase represents all of their research and logic. So when you begin working with them, rip the vase out of their hand and smash it onto the table…then take fragments of their initial thoughts and ideas and say, “You’re gonna need this, this, this, and this.”
You break it down and then build it back up. Even if they don’t buy today, they’re more likely to come back to you in the future because they left differently than when they first came in.
Now follow up 🙂
Check out The Sales Life on Sales podcast and YouTube Channel. Also check out The Sales Life Jr. (Messages for junior adults making senior decisions for real results.) and The Sales Life (the mothership of all TSL’s. Selling is not just a profession, its a life skill.)
I know you think he are she is the one…
or you guys have been friends for years…
And they need your help in order to get approved on a loan. They’ve been there for you and you’ve got to be there for them, right?
Not when it comes to cosigning for a loan.
A cosigner goes on the loan because the one applying for the loan cannot get approved on their own. The bank views them as too much of a risk to loan them a lot of money…& you should too!
Because if you sign on the loan with the other person (co-sign), you are now legally obligated to pay that loan back even though they’re the ones using it.
Oh and the banks don’t care either. They don’t care who got laid off…they don’t care y’all had a falling out, or that he tried to hook up with your girlfriend. The only thing they care about is making that payment and if it doesn’t come from “them” then it’s gonna come from you.
If you don’t, they’ll report it as a missed payment and you’ll be on your way to ruining your credit. One missed payment can drop your credit score as much as 100 points. The banks use a scoring model to assess risk and the higher the risk, the higher your rate. So Jeb misses a payment (with the excuse of “Oh, I forgot.”) and then when it comes time for you to apply for a loan because you want to treat yourself, the bank sees that missed payment (s) and either denies you or puts some extra juice (interest) on the repayment of the loan.
You did your part. Jeb didn’t do his and now you have to suffer-oh and he doesn’t because he’s not on the new loan that you’re trying to get. You get all of Jeb’s backlash for years to come!
Don’t co-sign. If y’all fall out because you refuse to do so, then consider it a blessing in advance. Maybe y’all weren’t as thick and thin as you’d hoped. Besides, Uncle Marsh would rather y’all fall out over a decision versus falling out over a bunch of missed payments.
TSL Jr. Bullets:
- Say no. Period. And you don’t owe an explanation either. If ya’ll fall out because of your refusal consider it a favor. It takes minutes to find a friend, but it takes years to rebuild your credit.
- If you want to help, I’d rather you loan them a downpayment then be on the full term of the loan. And if (when) they hose you, it’s a lot easier to recover from a $1000 bucks lost vs a $25000 loan.
Tune into The Sales Life Jr podcast and YouTube Channel. Advice I wish I would’ve gotten growing up, but didn’t. “Messages for junior adults, making senior decisions for senior results.”
When I’m working with young managers, I resist to urge to run over and fix what’s got them bogged down.
For instance, the young manager’s figures must match in the computer to what he’s got written on the page-when they don’t he’s got to find the discrepancy. Pressured by time, he may be quick to ask for my help & what would’ve taken him 15-30 minutes or longer, I can spot in seconds.
It’s because experience has taught me to know what to look for. As soon as I look at the screen I can see he put in the wrong selling price, trade amount, used the wrong rebate, or the wrong tax rate. It’s a simple fix but took me 100’s of hours to hone.
Experience really is the best teacher because it teaches you to know what to look for. The outcome of epic results come from the income of experience and reps.
It’s frustrating to do menial tasks or the grunt work for those who are senior to you. Don’t be so quick to point the finger saying that you shouldn’t have to do his work simply because you both have the same title, because you may have the same title, but you don’t have the same experience.
And it’s not about talent either. As a young manager, you may be more talented than the other, but you’re not more experienced-the proof is when something arises that you’ve never seen, you freak out while he’s calmly looking in specific areas to find the fix.
That’s why you need experience. Take on the tasks that get dumped on your lap or no one wants to do. Mix the experience with your talent and you’ll develop more skill. Reinvest the skill back into more effort and you’ll quickly (in retrospect) rise above the herd.
Success is a scavenger hunt and sometimes you have to sit on the trail and survey the terrain for hours before knowing where to go.
You’re learning to know what to look for. Initially your confidence is going to dip and you’ll want to pull the chord and eject for help, but sit in the tension and keep working and looking. You’ll learn to quiet the voices in your head screaming Mayday! as well as spot the fix.
Success runs opposite of the herd. Most people run and ask for help, but if you train yourself to figure it out, you’ll learn to know what to look for and you’ll soon be that go-to person for others who freak out like you once did.
Because we’re working with more people by phone than in person, we recently installed new software to virtually interact with our customers better. Because it was new, when something didn’t work as expected, my inclination was to look up and ask for help. In a click or two, the technician overseeing the implementation would put me back on track-the fix was right there on the screen, I just didn’t know what to look for.
Learn to know what look for.
If you’re in management, don’t be so quick to ask for help. Stay silent and figure it out.
If you’re in sales, don’t be so quick to think “I don’t have anything with this customer.” Learn to know what to look for using verbal and non-verbal cues.
If you’re in phone sales, resist the urge to hurry and get off the phone and check the “not interested” box. Learn to know what to look for using verbal tones and offering additional options behind the no. (Remember the first no is free, the rest you have to earn.)
Working out: Don’t keep taking the same classes and doing the same exercises. Working out is boring because you’ve made it boring. Re-up by enrolling in a different class and jump on some new machines and exercises. You’ll look clumsy at first, but through the reps, yo’ll learn what to look for and make the adjustments.
Never settle, keep selling in Life no matter what.
You have to know form in order to break form…you have to know structure in order to break structure. Otherwise you’re just shortcutting. ~ Michael Gervais
You want the quick results so you ask yourself the question, “How fast can I get there & what can I get away with not doing AND still get the results.”
The short answer? Nothing grand.
Because to get to that next level (& subsequent higher levels), it’s going to require form and structure.
And that’s hard. Adhering to form and structure and have results trickle in-if at all, while other people seem to be lapping you is the reason why most people abort the mission. Because things aren’t happening fast enough, you’ll break your form and structure-you may see some results, but you’ll give it back, because the shortcut way up leads to sharp nosedives later.
You shortcut because you see an athlete or an entrepreneur do it. The athlete will throw or shoot awkwardly and it’ll pay off-and you’ll quickly run outside to practice the same awkward moves.
Or an entrepreneur seems to throw down the gauntlet, push all of his chips in, and hits big. So you recklessly follow that same logic.
A top producer will be on the verge of a huge deal collapsing, but he audaciously tries something…and it works. So you tear your playbook up and begin adlibbing.
You look at them and say, “Me too!”
You’re looking at what they did, but you miss what they know.
“You have to have form in order to break form. You have to have structure in order to break structure.”
Sure, in the moment, pros may break way outside the lines…but the difference between them and you is pros always come back to form and structure and you just keep on going.
The .1% make the highlight reel, but it was the 99.9% attachment to form and structure that allowed them to break it.
Not deeply learning form and structure is like handing a 5 year old a football and say, “Go make a play!” They’ll be all over the field because they have nothing to adhere too.
You can’t do “Imma be me” things and expect to get “I wanna be like them” results.
Form is your mechanics.
Structure is your arrangement.
This is how you earn your intuition. Because you stick to form and structure, you hone your senses in such a way where you can quickly break productively and return back to form and structure just as quick.
With no form or structure, you have nothing to return back to which is why you find yourself 350 miles off track scattered in 350 different directions.
Without form and structure in F&I (Finance & Insurance), my success would be sporadic. Because I stick to form and structure, when I sense I need to break it to make something happen, I can, but I always return back to it.
TSL action items:
- Whether it be in sales, working out, finances, etc., where are you most frustrated in the process? Is it due to shortcutting?
- What form (mechanics) & structure (arrangement) can you put into place and stick to? (It may mean you back up, but you will get it back and then some. 🙂