The player is loading ...
Nov. 7, 2024
Ep 12 - How Fear Kills Sales
Are your fears holding you back from reaching million-dollar success in sales? Join us as we uncover powerful strategies to tackle fear head-on and transform your sales approach. Discover how techniques like STYO (Stick to Your Offer) and BAMFAM can help you navigate fear-driven obstacles, allowing you to maintain control and handle objections with grace. Listen to Dorian's inspiring story of perseverance while closing a challenging $4,800 deal, a testament to staying committed to your offer even when faced with demanding clients.
Unleash the potential of a winning sales mindset by exploring the success stories of Nick V and Mike. Learn how targeted training and a positive approach can lead to impressive sales improvements, as seen in Nick V's swift handling of price objections and Mike's standout performance as our member of the month. Discover the importance of setting a confident tone and leveraging personal motivations, such as focusing on family, to deliver authentic presentations that resonate with clients. These insights and techniques are available to you for free, empowering you to elevate your own sales performance.
Fear doesn't have to control your sales journey. This episode delves into how fear can undermine resilience and focus, leading to missed opportunities. Gain insights into recognizing and managing fear responses, both personally and within your teams, to prevent misplaced blame and foster a supportive environment. Our conversation highlights the necessity of embracing fear as a constant yet choosing a proactive response to excel and serve customers at the highest level. With actionable advice on confronting fear and enhancing preparation, you'll be equipped to maintain your energy and navigate objections effectively.
Transcript
WEBVTT
00:00:00.739 --> 00:00:12.313
Hello, hello, hello and welcome to the Million Dollar Electrician podcast where we help home service pros like you supercharge your business and spark up those sales.
00:00:13.140 --> 00:00:20.606
I'm Joseph Lucani and, together with my co-host, Clay Neumeier, we're here to share the secrets that have helped electricians sell over a million dollars from a single service van.
00:00:20.786 --> 00:00:30.882
Now it's time for sales, it's time for scale, it's time to become a million dollar electrician.
00:00:30.882 --> 00:00:39.820
Hello guys, and welcome back to the million dollar electrician, joe, I am pumped to be here.
00:00:39.820 --> 00:00:41.527
How are you doing today, my brother?
00:00:42.151 --> 00:00:43.597
I am feeling pretty damn good.
00:00:43.597 --> 00:00:48.270
You know it literally just a couple moments ago we were saying energy good's like, well, we have the caffeine.
00:00:48.270 --> 00:00:51.225
I was like, whether we have it, we will show up at the one wing or the other.
00:00:51.225 --> 00:00:53.651
And my guy, am I here to show up?
00:00:54.252 --> 00:01:09.206
it's a good thing and it's a great way to start this episode, because energy is a big part of how fear could be killing your sales, bumping you kind of off of your process and causing consequential results from that.
00:01:09.206 --> 00:01:20.868
So I don't know how to better say it, man, but there's a few things that are going to come really into this episode today, where we get to really look at this together and look at okay, how is this bumping us off the process?
00:01:20.868 --> 00:01:25.888
What does it mean when we say STYO, what is BAMFAM exactly?
00:01:25.888 --> 00:01:37.671
How can we be better prepared for this, how can we overcome it, so that we have more staying power in each call and we're able to push through more objections, which ties perfectly into our last episode.
00:01:37.671 --> 00:01:39.501
Man, how excited are you for this?
00:01:41.605 --> 00:01:56.584
I'm ready, Because the thing is is fear is so prevalent in our in our daily lives and our society and our culture, and learning how to properly leverage it is going to be the deciding factor of whether you succeed or not.
00:01:56.584 --> 00:01:58.388
Fear is constant.
00:01:58.388 --> 00:02:00.753
How you react to it is the variable.
00:02:02.680 --> 00:02:03.302
I like that.
00:02:03.302 --> 00:02:04.165
I like that.
00:02:04.165 --> 00:02:10.290
And there's this expression that we said, kind of pre-show you can't lose what you don't have, Joe, what does that mean to you?
00:02:11.300 --> 00:02:20.409
Well, it's an expression that I've learned that pretty much says if you're going to show up to something, right, like, almost like imagine a bowl, you can't empty it.
00:02:20.409 --> 00:02:24.105
If it's already empty, you can't give away what you don't have.
00:02:24.105 --> 00:02:31.507
So, really, if you were to show up with a sale trying to say like, oh, I don't want to lose the sale, Well, did you already have it?
00:02:31.507 --> 00:02:35.139
Did they literally already give you a check before you've even shown up?
00:02:35.139 --> 00:02:37.942
So you don't have it, so you cannot lose it.
00:02:37.942 --> 00:02:44.326
So if you can take the fear of loss out of your mind, you have a far more positive direction to move forward with.
00:02:45.086 --> 00:02:46.268
Yeah, yeah, I like that.
00:02:46.268 --> 00:02:47.468
That's a really important thing.
00:02:47.468 --> 00:02:48.550
To fear of loss.
00:02:48.550 --> 00:02:52.913
There's literally a psychological theory called loss of aversion theory.
00:02:52.913 --> 00:02:53.533
Do you know that one?
00:02:54.674 --> 00:02:58.137
Well, I can, I can say I could take a guess at it.
00:03:04.741 --> 00:03:05.787
I can also jump right into it.
00:03:05.787 --> 00:03:06.430
If you want, Go for it.
00:03:06.430 --> 00:03:07.153
Yeah, go for it.
00:03:07.153 --> 00:03:08.239
It's what keeps casinos rich.
00:03:08.239 --> 00:03:14.332
When you're sitting at the table and you're already down, there's an uncertain path and there's a certain path and you getting up and walking away is a certain path to a loss.
00:03:14.332 --> 00:03:26.133
That math is infinitely calculable, right, but on the other hand, literally pun intended if I continue to play, is there a chance that something greater will happen?
00:03:26.133 --> 00:03:27.235
There is.
00:03:28.561 --> 00:03:29.383
I don't gamble anymore.
00:03:29.746 --> 00:03:33.971
Yeah, and without going too far down that tangent, it speaks perfectly to what you said.
00:03:33.971 --> 00:03:38.800
This fear, the fear of loss, that's a huge driver.
00:03:38.800 --> 00:03:43.171
The fear of rejections, then, would be a huge driver.
00:03:43.171 --> 00:03:54.110
The fear that someone pushes us off our game, the fear in our program, that someone doesn't want six options, the fear that they don't want to take you to the panel first.
00:03:54.110 --> 00:03:56.167
The list goes on and on.
00:03:56.167 --> 00:04:02.808
How about the fear that they don't want us to the house in the first place and so we end up giving them prices over the phone or texting it to them?
00:04:02.808 --> 00:04:03.330
Even worse.
00:04:03.719 --> 00:04:06.949
Or emailing it over or quoting a bid before you even see the project.
00:04:07.881 --> 00:04:09.508
There's so much to dive into here.
00:04:09.508 --> 00:04:13.366
Let's kick off some wins of the week, though, and see if we can tie some into this topic.
00:04:13.366 --> 00:04:14.641
What do you think I'm down.
00:04:14.641 --> 00:04:15.284
Let's make it happen.
00:04:15.284 --> 00:04:19.670
Okay, man, we recently received a story from one of our guys.
00:04:19.670 --> 00:04:23.423
Dorian Dorian just made a sale that was pretty exceptional.
00:04:23.423 --> 00:04:24.266
Can we talk about that?
00:04:24.266 --> 00:04:25.788
Dorian Dorian just made a sale that was pretty exceptional.
00:04:25.788 --> 00:04:27.411
Can we talk about that, please?
00:04:27.411 --> 00:04:27.992
By all means.
00:04:27.992 --> 00:04:28.752
It's been going to happen.
00:04:28.752 --> 00:04:35.862
He said look, I did this $4,800 sale Bit of before and after to this.
00:04:35.862 --> 00:04:36.285
He goes to the house.
00:04:36.285 --> 00:04:37.449
It turns out this homeowner is a bit of a picky person.
00:04:37.449 --> 00:04:38.754
You know what I mean the person that really nitpicks.
00:04:38.754 --> 00:04:40.500
They want the line items broken out.
00:04:40.500 --> 00:04:42.642
They want something, they don't want something.
00:04:42.642 --> 00:04:50.930
So this ends up being about lighting I believe an exhaust fan, and she ends up going with some battery lights over.
00:04:50.930 --> 00:04:55.074
Actually hardwiring Like this was an option he had to create, guaranteed.
00:04:55.074 --> 00:04:56.857
He didn't want to create that option.
00:04:57.199 --> 00:04:58.622
This is like your option seven.
00:04:58.622 --> 00:05:01.064
Like my God, you only want less than my bottom.
00:05:01.064 --> 00:05:01.805
Like what are we talking here?
00:05:01.805 --> 00:05:02.666
Right, Go for solar light, let's go.
00:05:02.687 --> 00:05:03.788
Want less than my bottom Like what are we talking here?
00:05:03.788 --> 00:05:04.649
Break up the solar life, let's go.
00:05:04.649 --> 00:05:08.014
As I understand it, he stays with it, sticks to his offer.
00:05:08.014 --> 00:05:08.954
S-t-y-o.
00:05:08.954 --> 00:05:16.379
That's where that stands for right.
00:05:16.379 --> 00:05:16.800
Stick to your offer.
00:05:16.800 --> 00:05:18.543
He runs the play and undoubtedly is kind of steaming when you're done this right.
00:05:18.543 --> 00:05:23.910
It's not a good feeling when someone takes you at your very bottom and that's already a concession on what you feel like you should be doing here.
00:05:24.391 --> 00:05:24.690
Correct.
00:05:24.690 --> 00:05:28.600
I mean the thing is you have to offer the level of options that the customer is comfortable with.
00:05:28.600 --> 00:05:31.269
So if they're like, was there anything less than your bottom?
00:05:31.269 --> 00:05:32.821
Theoretically, yeah, we can.
00:05:32.821 --> 00:05:33.903
We'll split the hairs if you want.
00:05:35.326 --> 00:05:42.889
But he sticks to the plate and he does it and he moves on and serves other customers and while he's serving other customers, in the next few days he gets a call back.
00:05:42.889 --> 00:05:44.853
The lights are flickering.
00:05:44.853 --> 00:05:52.221
Problem right.
00:05:52.221 --> 00:05:53.043
Here's why this is really cool.
00:05:53.043 --> 00:05:56.055
It turns into a $4,800 ticket and the homeowner actually says these words to him.
00:05:56.055 --> 00:06:02.730
I know that I'm a pain to deal with, because you laid out these options and I chose that bottom one.
00:06:02.730 --> 00:06:06.742
There's not even anyone to blame these options and I chose that bottom one.
00:06:06.742 --> 00:06:07.483
There's not even anyone to blame.
00:06:07.483 --> 00:06:08.185
I've got no leg to stand on here.
00:06:08.185 --> 00:06:11.072
I can't believe this is a $4,000 price, but you're clearly the best choice.
00:06:11.072 --> 00:06:20.740
They do it, get the five-star review and she even gives them a hug after you can't make this stuff up, you know, it's like top tier level.
00:06:21.502 --> 00:06:29.550
Is that not like a perfect example of sticking to your offer despite all the stuff that enters your head and clouds your judgment?
00:06:29.711 --> 00:06:42.920
it makes you just want to run away screaming from this client in the first place yeah, like I'm sure people who are listening to this call right now are like, yeah, I can imagine the customer get the bottom option and oh yeah, of course the cheap person is the one who's going to want to complain.
00:06:42.920 --> 00:06:47.841
And now I'm going to go back over there for free and try to futz with it for a little longer until it happens again.
00:06:47.841 --> 00:06:49.334
He didn't do that.
00:06:49.334 --> 00:06:54.843
He said well, I completely acknowledge, but let's reframe this and let me ask it again.
00:06:54.843 --> 00:06:58.697
And he presented a better way and she had all the leverage she needed to take.
00:06:59.511 --> 00:07:00.613
Yeah, there she goes.
00:07:00.613 --> 00:07:02.740
We had another win here.
00:07:02.740 --> 00:07:06.821
We wanted to keep this one nameless, but led to a gold 10.5K sale.
00:07:06.821 --> 00:07:08.956
Can you tell us a bit about this person's story?
00:07:09.639 --> 00:07:21.834
Okay, this particular person, without saying names, had some particular struggles with the consistency in the showing up and there's a little bit of a fear that comes from that, a lot of fear that comes from that.
00:07:21.834 --> 00:07:24.725
And this person wasn't seeing the results.
00:07:24.725 --> 00:07:27.454
They wanted to because they weren't coming, they weren't doing the things.
00:07:27.454 --> 00:07:34.137
And we challenged this person to step up to the plate and really be like we want you to do it because we believe that you can do it.
00:07:34.137 --> 00:07:46.526
And he takes the advice and he says I'm going to start showing up more and I start to see him in class and he's doing the option splits and he's working with us and it is a slow go, but, man, is it a consistent process?
00:07:46.526 --> 00:07:53.374
The thing is is that we ended up coming in and he gives a very difficult presentation and he's like this is a call that I'm working on.
00:07:53.374 --> 00:07:55.980
It's really like I'm stressed about the customer.
00:07:56.790 --> 00:07:57.791
Okay, let's build it together.
00:07:57.791 --> 00:07:59.334
We built out the options.
00:07:59.334 --> 00:08:11.880
We built a gold $10,500 option and the customer took it, but the whole time he was worried about what she was going to say and what she was going to do and what's going to be the call and then complain about the price.
00:08:11.880 --> 00:08:19.221
It was like just just offer it, do the thing, and if you don't do it, you're no worse off than you were.
00:08:19.221 --> 00:08:21.177
You don't have the job now, right?
00:08:21.177 --> 00:08:23.733
No, I don't have the job now, okay.
00:08:23.733 --> 00:08:33.721
So then where do you lose by offering it, made the offer, got the sale, and it was a huge, huge price point that he normally wouldn't have gotten.
00:08:34.671 --> 00:08:36.192
Love that man, that's really good.
00:08:36.192 --> 00:08:39.479
I want to tie in Nick V here again.
00:08:39.479 --> 00:08:43.205
He's been mentioned a few times but he just kicked November off.
00:08:43.205 --> 00:08:45.817
He said the first four days already at 21.4K.
00:08:46.929 --> 00:08:55.620
What I love about this little win reported is that they went from a place of maybe not knowing what to do or work on specifically with that sales process.
00:08:55.620 --> 00:08:57.316
Of course that's our specialty.
00:08:57.316 --> 00:09:00.335
This is what we do Now, having the exact training he said.
00:09:00.335 --> 00:09:13.014
Look, we've been reviewing the specific couple of videos to help with a specific point in the process, to eliminate these little problems, these little fears that come up during that sales process, and to be able to STYO.
00:09:13.014 --> 00:09:19.655
And they know that they've had a couple of price objections this month, so they're able to dive right into the articulation strategies.
00:09:19.655 --> 00:09:32.024
And that's just so impressive to me because I love that people can find now with laser focus maybe it's the best term for it and know exactly what to work on to improve their sales.
00:09:32.024 --> 00:09:41.660
And for me there's nothing that makes me happier, because it's one thing to try to solve a problem, it's another to try to solve a problem you can't even identify it's really.
00:09:41.681 --> 00:09:48.619
It's almost like shooting in the dark, like the concept of fire, aim fire, like you've got to see where the round hits first in order to reposition yourself.
00:09:48.619 --> 00:09:53.517
And if you don't even know where you're hitting, how could you possibly course correct?
00:09:53.517 --> 00:10:09.511
Yeah, the thing about nick, and if I'm nick, if you're listening how you doing, literally I love this guy because he comes in the class with such energy and is always so focused on getting the answer he needs that it just makes sense that the logical progression is he's going to close more sales.
00:10:09.511 --> 00:10:11.777
The guy shows up fearlessly.
00:10:13.179 --> 00:10:24.765
One more big shout out just quick, and that's to Mike, distinguished member of the month, who also went from his average 80k months to first month and $139,000.
00:10:24.765 --> 00:10:26.634
So congratulations to you and your team, mike.
00:10:26.634 --> 00:10:31.576
Guys, if you're wondering why we insert these wins, it's to inspire you.
00:10:31.576 --> 00:10:34.304
We give so much of this away for free.
00:10:34.304 --> 00:10:42.356
In fact, we just reviewed and did some updates to our playbook, our service playbook, and it's currently being given away for free on our social media.
00:10:42.356 --> 00:10:45.639
So this isn't a big pitch for you to come and buy something.
00:10:45.639 --> 00:10:56.100
This is a big pitch for you to stay with us and take something away and go, take some action and see some results and report them so you can be a listed winner on the podcast as well.
00:10:56.970 --> 00:11:00.513
We're literally holding a hundred bucks in our hand and being like someone want it, Like it.
00:11:00.513 --> 00:11:01.955
Here we're giving it to you, Just take it.
00:11:01.955 --> 00:11:06.461
So I guarantee if you take advantage of this, you will have less fear in your life too.
00:11:07.402 --> 00:11:08.403
Absolutely so.
00:11:08.403 --> 00:11:09.645
Jump on your social media channels.
00:11:09.645 --> 00:11:16.897
If you're on IG where we are claynewmeyer, you can find me there and grab this service playbook.
00:11:16.897 --> 00:11:23.352
Or on Facebook, joseph Lucani, clay Newmeyer, austin Enin ends, our other teammates there, as well as the million dollar electrician facebook group.
00:11:23.352 --> 00:11:29.416
Any of those, go ahead and send us a message, a message that says fix service and we'll send this thing over to you.
00:11:29.416 --> 00:11:41.714
Back to our topic at hand, there's something really important here and, joe, I know we don't talk about it often, but is it cool if I go early process for a second yeah, let's do it man I'm done.
00:11:42.115 --> 00:11:52.962
A couple of the things that you really suggest in our training is to actually pull over ahead of even getting to a client's house and beginning to actually set yourself up for success.
00:11:52.962 --> 00:11:59.231
Eliminating fear isn't something that's necessarily on the checklist, because we don't want to focus on the negatives.
00:11:59.231 --> 00:12:02.818
We're trying to focus on the positives, but there's a few things that you do.
00:12:02.818 --> 00:12:07.059
Would you spill the beans on some of these principles that we'd employ right in the beginning?
00:12:07.059 --> 00:12:08.065
I'd love to.
00:12:08.446 --> 00:12:15.395
So this is a pre-site arrival process and there's multiple different tenants in it, but the ones that we're discussing for today is assuming let's.
00:12:15.395 --> 00:12:23.466
Let's just mentally imagine we're driving to some development and, as a result, we know that there's gonna be some entrance that has a gate and there's a bunch of houses down the line.
00:12:23.466 --> 00:12:30.316
You don't know which one it is, but you know it's a mile down the road Park, one mile away, and I want you to take yourself and do a mental assessment.
00:12:30.316 --> 00:12:32.616
What that looks like is like for me.
00:12:32.616 --> 00:12:36.581
I had a picture of my daughter and my wife on my dashboard.
00:12:36.581 --> 00:12:41.921
That was my why, and I knew that the thing that I needed to do, I was doing for them.
00:12:42.902 --> 00:12:50.107
So it's hard to really feel negative when you're looking at a picture of your baby daughter and being like, yeah, you know what, like I'm doing this for you, babe, I got this.
00:12:50.107 --> 00:12:59.940
So the first thing is take a step back and really try to calm yourself and focus on what brings you that innate natural smile.
00:12:59.940 --> 00:13:09.802
That could be a particular song that you like, a particular religious scripture or text, it could be anything that you're into, but you need to make sure that you are in a happier place.
00:13:09.802 --> 00:13:13.038
When you're happier, you are more authentic.
00:13:13.038 --> 00:13:31.676
It's more likely that you're going to be able to respond in a more positive way, and the best thing about it is that when you stay positive and you come from that area, you're going to be in a position to where the things you say will often have the tone of positivity behind it which always is going to be received Well super important.
00:13:32.017 --> 00:13:32.158
Yeah.
00:13:32.158 --> 00:13:44.833
The next thing is that we're also going to make sure that we're checking our smile in advance, because how you present yourself at that very first impression is going to be the difference of how you set the intention for this call.
00:13:44.833 --> 00:13:47.379
Now, fear is visual.
00:13:47.379 --> 00:13:48.922
We can see fear.
00:13:48.922 --> 00:13:52.258
People say you could smell it, but you can even see it when they show up at the door.
00:13:52.258 --> 00:13:55.131
If they're uncomfortable, people will find out.
00:13:55.131 --> 00:13:59.202
So you show up before you've even gotten into their driveway.
00:13:59.202 --> 00:14:01.979
You've already mentally shored up your defenses.
00:14:01.979 --> 00:14:07.792
You get out of the van, you're driving into their driveway with a smile on and you have everything you need.
00:14:07.792 --> 00:14:11.924
That's all your tactical tools are ready to go right into the door.
00:14:11.924 --> 00:14:17.561
That way, if someone were to approach you, you have every means to engage the customer directly.
00:14:17.561 --> 00:14:19.611
You're in the right mindset and you're smiling.
00:14:19.611 --> 00:14:26.364
Just those three things alone are going to significantly impact the result you have before you even get there.
00:14:27.309 --> 00:14:28.192
I agree that's huge.
00:14:28.192 --> 00:14:34.075
When you're talking about that, I can't help but reflect and think like we're giving ourselves a because frame.
00:14:34.075 --> 00:14:48.168
Hey, I'm going to go serve at the highest level because my wife and daughter who are there staring back at me from this picture, because for me I want to go fly a plane later as well as the family stuff too.
00:14:48.168 --> 00:15:02.119
But you know what I mean anything you can attach an anchor to, because I absolutely love what you said about showing up with a smile and being able to detect someone who's not confident, not prepared to serve, not there to serve.
00:15:02.119 --> 00:15:08.003
In fact, you said something earlier and that was we discussed how you really don't have it.
00:15:08.003 --> 00:15:09.173
It's not a sale.
00:15:09.173 --> 00:15:09.976
That is yours.
00:15:09.976 --> 00:15:14.119
Sale is the wrong focus in the first place, wouldn't you say?
00:15:14.821 --> 00:15:16.296
Yeah, I mean, it's really service.
00:15:16.296 --> 00:15:29.355
I'm going there to serve someone They've called me and my benefit is I have a great amount of experience and I know that, with the right intentions, I am going to be able to serve you better than anyone else will, because that's my intention.
00:15:29.355 --> 00:15:31.475
Others will come to sell you.
00:15:31.475 --> 00:15:33.076
I have come to serve you.
00:15:34.629 --> 00:15:39.859
I love this and I got to be careful because I could take us right off the deep end.
00:15:39.859 --> 00:15:46.222
You know I'm not one to throw sand, but I believe there's trends that happen in industries.
00:15:46.222 --> 00:15:54.759
In the coaching and training industry there's a trend of people saying well, you have to have your vision, values and mission statements recorded.
00:15:54.759 --> 00:16:08.303
And if you really ask people what their vision, mission and value statements are, they usually either have to look at a poster on the wall that someone had them draw up right or they don't know it at all.
00:16:08.303 --> 00:16:09.913
It's not articulated at all.
00:16:09.913 --> 00:16:13.259
But even when it is, we get this so wrong.
00:16:13.259 --> 00:16:17.033
It should be focused on the service that you provide.
00:16:17.033 --> 00:16:33.501
Right, you've got to be able to focus on helping people, and if you did that right and then you actually sent people out armed to help people above all else, then would the sale actually matter or would that just happen as a consequence?
00:16:34.250 --> 00:16:41.856
It would happen as a consequence and that's actually advice that we give, like if we have a client or someone who's particularly struggling because they're in fear.
00:16:41.856 --> 00:16:47.893
They often look at the process like I've got to say every word, perfect, but that's not what the process is meant to do.
00:16:47.893 --> 00:16:50.600
It's simply just bumpers that keep you from gutter balling it.
00:16:50.600 --> 00:16:53.897
So the advice that we give is don't even worry about the process.
00:16:53.897 --> 00:16:58.936
Focus instead on making a friend, focus on going into this call, forget everything else.
00:16:58.936 --> 00:17:00.799
It is you, it is them.
00:17:00.799 --> 00:17:02.663
There is no outside factors.
00:17:02.663 --> 00:17:09.316
It is just you and them right now, and leave with a friend, and you'll often find you'll leave with a sale as well.
00:17:09.897 --> 00:17:20.900
That's awesome the service piece and the fact that you just used a bowling analogy, a bowling metaphor for service Put the bumpers up, avoid the gutter ball.
00:17:20.900 --> 00:17:23.214
I love that Really powerful stuff.
00:17:23.214 --> 00:17:23.958
Well, thank you.
00:17:23.958 --> 00:17:27.038
If you prepare properly, what will happen then?
00:17:27.930 --> 00:17:37.682
Well, if you're properly prepared, I mean, the benefit that's going to come from it is that you're less likely to have the dumb little things throw you off your game, right?
00:17:38.049 --> 00:17:44.910
So, like, as an example, you've prepared, you know who you're talking to before you get there and you open the door and you find it's not the person you're thinking it's going to be.
00:17:45.571 --> 00:17:53.344
That's okay, it's not going to throw you off your game because you have the next words you're going to say I know, I'm prepared for this, I've trained for it, I know what to do.
00:17:53.344 --> 00:18:01.121
Additionally, the second benefit of preparation is it slows your react or, sorry, it increases your reaction time.
00:18:01.121 --> 00:18:11.836
So what ends up happening is, if you were to tell me an email at over objection I've trained that so many times that I'm happy to help with you is the first thing that comes mentally.
00:18:11.836 --> 00:18:17.340
I don't even have to think about the next line, because I know it's going to come out on autopilot because you've prepared so much for it.
00:18:17.340 --> 00:18:32.460
So I guess the best way I'd saying is you will default to the highest form of training that you have and, as a result, if you're not properly trained, what you will fall back to is the old way you've been doing it.
00:18:32.460 --> 00:18:43.207
So you'll find that in moments of pressure, you either cave or you overcome, and that's where the fear is going to be so helpful and how preparation combats it Totally.
00:18:44.596 --> 00:18:46.786
You ever when you were learning something?
00:18:46.786 --> 00:18:51.364
Maybe it was in our trade, doing the technical aspect, the theory learning for electrical.
00:18:51.364 --> 00:18:55.142
Maybe it was one of those teachers I know I had a couple impactful ones.
00:18:55.142 --> 00:18:59.721
But or someone told you to like not try to memorize it, but to understand the why.
00:18:59.721 --> 00:19:02.442
I wish I had better teachers in that regard.
00:19:04.015 --> 00:19:06.340
But you know, I would say there's only one particular person I had.
00:19:06.340 --> 00:19:08.025
His name was Dan Grady.
00:19:08.025 --> 00:19:11.279
If you're listening to this, dan, I love you man.
00:19:11.279 --> 00:19:20.976
He's an older teacher that I had from when I was in trade school, and he was probably the only one that really inspired me to want to do it for the right reasons.
00:19:20.976 --> 00:19:22.579
He would always be like so what are you doing?
00:19:22.579 --> 00:19:25.267
And you just ask what are you doing, why are you doing it?
00:19:25.267 --> 00:19:29.085
And I had to learn the why's in order to best support him.
00:19:29.085 --> 00:19:32.615
But other than that, no, I didn't have that benefit, unfortunately.
00:19:33.596 --> 00:19:50.008
Well, it's something that we focus a lot in our teaching is understanding the why, if you have a shared belief in something being the right thing to do, you have less to think about is what the right answer is when you get asked a hard question.
00:19:50.008 --> 00:19:52.960
Because who said this?
00:19:52.960 --> 00:19:55.906
Quote Joe, everyone's got a plan, until they get punched in the face.
00:19:57.419 --> 00:20:00.527
It's Mike Tyson, man God I love Mike Tyson, but he's so right.
00:20:00.527 --> 00:20:06.806
Objections are kind of like that, and when you get punched in the face, the point is you forget the plan.
00:00:00.739 --> 00:00:12.313
00:00:13.140 --> 00:00:20.606
00:00:20.786 --> 00:00:30.882
00:00:30.882 --> 00:00:39.820
00:00:39.820 --> 00:00:41.527
00:00:42.151 --> 00:00:43.597
00:00:43.597 --> 00:00:48.270
00:00:48.270 --> 00:00:51.225
00:00:51.225 --> 00:00:53.651
00:00:54.252 --> 00:01:09.206
00:01:09.206 --> 00:01:20.868
00:01:20.868 --> 00:01:25.888
00:01:25.888 --> 00:01:37.671
00:01:37.671 --> 00:01:39.501
00:01:41.605 --> 00:01:56.584
00:01:56.584 --> 00:01:58.388
00:01:58.388 --> 00:02:00.753
00:02:02.680 --> 00:02:03.302
00:02:03.302 --> 00:02:04.165
00:02:04.165 --> 00:02:10.290
00:02:11.300 --> 00:02:20.409
00:02:20.409 --> 00:02:24.105
00:02:24.105 --> 00:02:31.507
00:02:31.507 --> 00:02:35.139
00:02:35.139 --> 00:02:37.942
00:02:37.942 --> 00:02:44.326
00:02:45.086 --> 00:02:46.268
00:02:46.268 --> 00:02:47.468
00:02:47.468 --> 00:02:48.550
00:02:48.550 --> 00:02:52.913
00:02:52.913 --> 00:02:53.533
00:02:54.674 --> 00:02:58.137
00:03:04.741 --> 00:03:05.787
00:03:05.787 --> 00:03:06.430
00:03:06.430 --> 00:03:07.153
00:03:07.153 --> 00:03:08.239
00:03:08.239 --> 00:03:14.332
00:03:14.332 --> 00:03:26.133
00:03:26.133 --> 00:03:27.235
00:03:28.561 --> 00:03:29.383
00:03:29.746 --> 00:03:33.971
00:03:33.971 --> 00:03:38.800
00:03:38.800 --> 00:03:43.171
00:03:43.171 --> 00:03:54.110
00:03:54.110 --> 00:03:56.167
00:03:56.167 --> 00:04:02.808
00:04:02.808 --> 00:04:03.330
00:04:03.719 --> 00:04:06.949
00:04:07.881 --> 00:04:09.508
00:04:09.508 --> 00:04:13.366
00:04:13.366 --> 00:04:14.641
00:04:14.641 --> 00:04:15.284
00:04:15.284 --> 00:04:19.670
00:04:19.670 --> 00:04:23.423
00:04:23.423 --> 00:04:24.266
00:04:24.266 --> 00:04:25.788
00:04:25.788 --> 00:04:27.411
00:04:27.411 --> 00:04:27.992
00:04:27.992 --> 00:04:28.752
00:04:28.752 --> 00:04:35.862
00:04:35.862 --> 00:04:36.285
00:04:36.285 --> 00:04:37.449
00:04:37.449 --> 00:04:38.754
00:04:38.754 --> 00:04:40.500
00:04:40.500 --> 00:04:42.642
00:04:42.642 --> 00:04:50.930
00:04:50.930 --> 00:04:55.074
00:04:55.074 --> 00:04:56.857
00:04:57.199 --> 00:04:58.622
00:04:58.622 --> 00:05:01.064
00:05:01.064 --> 00:05:01.805
00:05:01.805 --> 00:05:02.666
00:05:02.687 --> 00:05:03.788
00:05:03.788 --> 00:05:04.649
00:05:04.649 --> 00:05:08.014
00:05:08.014 --> 00:05:08.954
00:05:08.954 --> 00:05:16.379
00:05:16.379 --> 00:05:16.800
00:05:16.800 --> 00:05:18.543
00:05:18.543 --> 00:05:23.910
00:05:24.391 --> 00:05:24.690
00:05:24.690 --> 00:05:28.600
00:05:28.600 --> 00:05:31.269
00:05:31.269 --> 00:05:32.821
00:05:32.821 --> 00:05:33.903
00:05:35.326 --> 00:05:42.889
00:05:42.889 --> 00:05:44.853
00:05:44.853 --> 00:05:52.221
00:05:52.221 --> 00:05:53.043
00:05:53.043 --> 00:05:56.055
00:05:56.055 --> 00:06:02.730
00:06:02.730 --> 00:06:06.742
00:06:06.742 --> 00:06:07.483
00:06:07.483 --> 00:06:08.185
00:06:08.185 --> 00:06:11.072
00:06:11.072 --> 00:06:20.740
00:06:21.502 --> 00:06:29.550
00:06:29.711 --> 00:06:42.920
00:06:42.920 --> 00:06:47.841
00:06:47.841 --> 00:06:49.334
00:06:49.334 --> 00:06:54.843
00:06:54.843 --> 00:06:58.697
00:06:59.511 --> 00:07:00.613
00:07:00.613 --> 00:07:02.740
00:07:02.740 --> 00:07:06.821
00:07:06.821 --> 00:07:08.956
00:07:09.639 --> 00:07:21.834
00:07:21.834 --> 00:07:24.725
00:07:24.725 --> 00:07:27.454
00:07:27.454 --> 00:07:34.137
00:07:34.137 --> 00:07:46.526
00:07:46.526 --> 00:07:53.374
00:07:53.374 --> 00:07:55.980
00:07:56.790 --> 00:07:57.791
00:07:57.791 --> 00:07:59.334
00:07:59.334 --> 00:08:11.880
00:08:11.880 --> 00:08:19.221
00:08:19.221 --> 00:08:21.177
00:08:21.177 --> 00:08:23.733
00:08:23.733 --> 00:08:33.721
00:08:34.671 --> 00:08:36.192
00:08:36.192 --> 00:08:39.479
00:08:39.479 --> 00:08:43.205
00:08:43.205 --> 00:08:45.817
00:08:46.929 --> 00:08:55.620
00:08:55.620 --> 00:08:57.316
00:08:57.316 --> 00:09:00.335
00:09:00.335 --> 00:09:13.014
00:09:13.014 --> 00:09:19.655
00:09:19.655 --> 00:09:32.024
00:09:32.024 --> 00:09:41.660
00:09:41.681 --> 00:09:48.619
00:09:48.619 --> 00:09:53.517
00:09:53.517 --> 00:10:09.511
00:10:09.511 --> 00:10:11.777
00:10:13.179 --> 00:10:24.765
00:10:24.765 --> 00:10:26.634
00:10:26.634 --> 00:10:31.576
00:10:31.576 --> 00:10:34.304
00:10:34.304 --> 00:10:42.356
00:10:42.356 --> 00:10:45.639
00:10:45.639 --> 00:10:56.100
00:10:56.970 --> 00:11:00.513
00:11:00.513 --> 00:11:01.955
00:11:01.955 --> 00:11:06.461
00:11:07.402 --> 00:11:08.403
00:11:08.403 --> 00:11:09.645
00:11:09.645 --> 00:11:16.897
00:11:16.897 --> 00:11:23.352
00:11:23.352 --> 00:11:29.416
00:11:29.416 --> 00:11:41.714
00:11:42.115 --> 00:11:52.962
00:11:52.962 --> 00:11:59.231
00:11:59.231 --> 00:12:02.818
00:12:02.818 --> 00:12:07.059
00:12:07.059 --> 00:12:08.065
00:12:08.446 --> 00:12:15.395
00:12:15.395 --> 00:12:23.466
00:12:23.466 --> 00:12:30.316
00:12:30.316 --> 00:12:32.616
00:12:32.616 --> 00:12:36.581
00:12:36.581 --> 00:12:41.921
00:12:42.902 --> 00:12:50.107
00:12:50.107 --> 00:12:59.940
00:12:59.940 --> 00:13:09.802
00:13:09.802 --> 00:13:13.038
00:13:13.038 --> 00:13:31.676
00:13:32.017 --> 00:13:32.158
00:13:32.158 --> 00:13:44.833
00:13:44.833 --> 00:13:47.379
00:13:47.379 --> 00:13:48.922
00:13:48.922 --> 00:13:52.258
00:13:52.258 --> 00:13:55.131
00:13:55.131 --> 00:13:59.202
00:13:59.202 --> 00:14:01.979
00:14:01.979 --> 00:14:07.792
00:14:07.792 --> 00:14:11.924
00:14:11.924 --> 00:14:17.561
00:14:17.561 --> 00:14:19.611
00:14:19.611 --> 00:14:26.364
00:14:27.309 --> 00:14:28.192
00:14:28.192 --> 00:14:34.075
00:14:34.075 --> 00:14:48.168
00:14:48.168 --> 00:15:02.119
00:15:02.119 --> 00:15:08.003
00:15:08.003 --> 00:15:09.173
00:15:09.173 --> 00:15:09.976
00:15:09.976 --> 00:15:14.119
00:15:14.821 --> 00:15:16.296
00:15:16.296 --> 00:15:29.355
00:15:29.355 --> 00:15:31.475
00:15:31.475 --> 00:15:33.076
00:15:34.629 --> 00:15:39.859
00:15:39.859 --> 00:15:46.222
00:15:46.222 --> 00:15:54.759
00:15:54.759 --> 00:16:08.303
00:16:08.303 --> 00:16:09.913
00:16:09.913 --> 00:16:13.259
00:16:13.259 --> 00:16:17.033
00:16:17.033 --> 00:16:33.501
00:16:34.250 --> 00:16:41.856
00:16:41.856 --> 00:16:47.893
00:16:47.893 --> 00:16:50.600
00:16:50.600 --> 00:16:53.897
00:16:53.897 --> 00:16:58.936
00:16:58.936 --> 00:17:00.799
00:17:00.799 --> 00:17:02.663
00:17:02.663 --> 00:17:09.316
00:17:09.897 --> 00:17:20.900
00:17:20.900 --> 00:17:23.214
00:17:23.214 --> 00:17:23.958
00:17:23.958 --> 00:17:27.038
00:17:27.930 --> 00:17:37.682
00:17:38.049 --> 00:17:44.910
00:17:45.571 --> 00:17:53.344
00:17:53.344 --> 00:18:01.121
00:18:01.121 --> 00:18:11.836
00:18:11.836 --> 00:18:17.340
00:18:17.340 --> 00:18:32.460
00:18:32.460 --> 00:18:43.207
00:18:44.596 --> 00:18:46.786
00:18:46.786 --> 00:18:51.364
00:18:51.364 --> 00:18:55.142
00:18:55.142 --> 00:18:59.721
00:18:59.721 --> 00:19:02.442
00:19:04.015 --> 00:19:06.340
00:19:06.340 --> 00:19:08.025
00:19:08.025 --> 00:19:11.279
00:19:11.279 --> 00:19:20.976
00:19:20.976 --> 00:19:22.579
00:19:22.579 --> 00:19:25.267
00:19:25.267 --> 00:19:29.085
00:19:29.085 --> 00:19:32.615
00:19:33.596 --> 00:19:50.008
00:19:50.008 --> 00:19:52.960
00:19:52.960 --> 00:19:55.906
00:19:57.419 --> 00:20:00.527
00:20:00.527 --> 00:20:06.806