#120 - No More Excuses

[MUSIC] Hey everyone and welcome back to the sales unscripted podcast. We have missed you. I am half of your host, Margaret Henney. >> From the other half, wouldn't look like by the shot here. >> I know, right? I'm like, there we go, now we're going to say hi. >> I'll tell you, Dino. >> I'm five six. >> Six. >> Yeah, I'll tell you. >> What is that going on? >> Six feet, I hang on. Now, you know what this, so I thought, I've been married to her for a long time. >> Uh-huh. >> She's always said she's five six. >> Mm-hm. >> And I've always thought, never said a word. >> She's taller than that. >> No, she's taller than that. >> What? >> She's shorter than, no. I've always said, I never really said, because I'm like, okay, I'm like, there's no way she's five six. Well, she went to the doctor. >> Yeah. >> She's not five six. >> I thought she was five four. >> And she loves to do, she's five four and a half. >> I think it's funny. >> Adorable. >> So, I don't know Margaret. >> If you're five six. >> I'm-- >> Listen. >> Ask Derek about this. >> Okay, I will. >> If you're five five. >> Okay. >> Just a question. >> You think I'm five five. >> We've missed you, so I haven't seen you. >> I've heard. >> You've been to like travel. Now, I was gone. This is the thing. My football schedule. >> It gets five. >> In August, can't do anything. >> Yeah. >> All NFL stuff. >> Yeah. >> You travel a lot. >> Yeah. >> Say the number again. >> Try just a little-- >> Oh, I just went to my-- Did I say it right? Did I say 36 or 34? >> She's looking it up. >> I'm looking it up. >> Margaret went to her-- >> 34th country. >> 34th country. >> 'Cause I love to travel. >> And-- >> That is so awesome. >> I wanted to say this on air. >> Yeah. >> Because I am like, I love Indianapolis. I love the Indianapolis airport. >> Yeah. >> And I love that they are making moves. Indie now has a direct flight on AirLingus from Indie to Dublin. >> So great. >> And I want everyone to take advantage of it, because it's wonderful. >> There you go. >> I think that's fantastic. How long is the flight from Indie to Dublin? >> It's about eight hours. I mean, it's a good long flight. >> Is it big seats? Is there first class or anything like that? >> There's first class. Well, you know me. I did not take first class. >> And you know me. I'm so-- >> I would only take first class. I'm not sitting in the middle or the back of a plane. >> Certainly not for eight hours. >> No. >> I don't do it for 40 minutes to deteriorate on the connection. >> I'm like, I'm sitting back here. >> But they were big seats with like more legroom. They had nice big screens. >> That's great. >> We loved it. We had such a great time. >> That's great. >> And we just like, because we have that direct flight, we ended up just going essentially for a long weekend. We were there for four days. >> No kidding. >> That's it. >> Oh wow. >> Because we were like, screw it. >> Did you get enough done in four days? >> We took it a little bit differently than I think you normally would if you're going another country. You're like, we're going to do everything. >> Yeah. >> And we're like, we see ourselves going back to Ireland. >> Yes. >> So we're like, let's not push it. Let's do what feels good and just be happy about being in Europe. >> And we walked around and went to some museums and drank a whole bunch of ganas and had a great time. >> The anti-Solten pepper of, we're not going to push it. >> Oh no. >> Done, done, done, done, done, done. >> Like God. >> Have you seen the little things where they show you a song title clip and whatever your answer is defines your generation? They're so good. >> I love it. >> So, ready? >> Yeah. >> Here's one of them. >> Okay. >> I love this. So first thing, it's a song. It's a song title and a song that you would know. >> You're out of the gate. It'll determine if you're a boomer millennial or a GeneX. >> Okay. >> Ready? >> Okay. >> Like a-- >> Virgin. >> Oh good. So you're more GeneX. >> I'm old. >> You are more GeneX. >> I'm an elder millennial. >> You are an elder millennial. >> I am. >> Hey, my interns are here. >> Hey, interns. >> What's up? >> What's up? >> What's up? >> What's up? >> What's up? >> What's up? >> I hate the term elder millennial. It's not fair. You know, aren't you? - Yes. - He's smarty. - He's really smart. - He's really smart. - Kugur alert. - Kugur alert. - What's that? - All right, let's talk about our topic. I have lots of things to ask you about and talk about. Well, there's just one so-- - Yes. - What are you gonna say? No, I'm like nervous. - Well you've been to Costco. - You've got Costco twice. - Oh, you don't know Costco well. - No, we don't do that. - There's only two of us. We don't do like big, bulk shops. - Yeah, start selling. - So you won't get this. Costco people will get this. - All right. - When you do, you go to Costco. Do you know like that white, one of the reasons you go to Costco is for the what? - You can buy a whole bunch of shins. - No, yeah, but what else? For the samples. So they give samples away. - Okay. - And there's always these people out sampling the things. - Yeah. - And some people like make a meal of it. So they go to Costco just to have the meal of the samples. - No, so you're joking. - But I'm telling you, and I do this, and I hate it. I don't think it's an old man thing, but it probably is. - This is not the one I brought you. - So they're making, let's say they're making like little like mini like pizza, little pizza, give me a little bite, and they're baking, 'cause they got to cook 'em, 'cause they're out of samples. Well, people hover around the thing like, like moths on a bug light, waiting for the pizza to be done. And then I waited, I waited in a line, 13 people deep to get one bite of frozen pizza. 100%. Totally. I was like, what is wrong with me? I'm like, they walk up and you're watching, you're like, oh look, they're almost done. Here it comes, oh it comes. He's putting the toothpicks in it. - And he can even be that good. - And then I walk up there and I'm like, thank you and take one bite. - And then like, that's it. - It's frozen pizza. Like what are we doing? So I just wonder if other people do what I do and kind of hover around the line. You know, I'm like, what is wrong with us for a bite of pizza with a toothpick in it? Anyway, more to come, give us our topic today. - Okay, our topic today is, wait, and I'm like, oh I know, activity. - Yep, y'all, yeah. - Okay, so sales activity is a big thing, right? And there's lots of debate on it. Is it important? Is it not? Is it always important? You know, and I feel like it's usually a battle, you know, between like sales leaders and sales teams and you know, whatever. So I wanted to get your take on it. I have a very strong opinion on it. But I like it. - Try to reserve that. - No, no, no, no, we wanted to be. Okay, so here's my first take. - Tell me. - I think it has been evolving and will continue to evolve based on the world technology advancement, things like that. - Okay, okay. - I don't think it's binary. That's my first bold stance. Some people say-- - Totally fair. - I gotta do behavior. - Yeah. - Behavior doesn't matter, you know, I don't think it's that simple. - Fair. - I also believe this is a little karmic. I do believe that when you move your body and put your body into space and places in the world that your energy vibrates at a certain level that draws things to you. I know that when you get blue. - I love it when you get blue. - But I believe it. I just do. I just believe that to be true. Because if you sit in an office or at home all day, your energy is a certain level and you can't, things you can't bump into things, learn, meet people. - It's also not just woo. It's objects in motion, stay in motion. - It is. - And they just move. - Objects have rest day at rest. And there's something about that. - I was at a connector meeting. So I believe in connector meetings. - You're so good at those. - I was at a connector meeting on Tuesday afternoon and this with a good connector, my name Paul, probably a listener, Paul Ashley, who also has a podcast I'm gonna be on. Great human being. What a Paul. And I saw a friend of mine. I was in the parking lot waiting for Paul and I was walking to get my steps in. - Yeah. - Because I do that now. Old man steps in. - No, I don't. - So I saw this guy pull up who's an old name burner guy used to work out with. Great dude. I'm like, what are you doing here? He's like, oh, I got a meeting here at four o'clock. I'm like, I'll see you in there. So good for him. - Yeah. - So then I go in there and I sit with Paul. We said at the bar, provision. This is a really great restaurant here in the. - Oh, it is. - And then this guy comes walking to me. Like, when someone's walking at you, like this guy's going to say, and it's this guy named Eric, who I was really good friends with in college. I graduated college in 1992. He's a year older than me. His wife was another great friend of mine in college. They were still married and married forever. And he's a real estate guy in Chicago and he was meeting with my friend. I'm like a world. - Oh, you're a small world. - Yeah, cool. So your tip, my point is you're giving yourself behavior. We think about 80 calls a day. I think part of behaviors, you're putting yourself out to get to bump into people. - Totally. - So then I'm meeting with Paul, who works for this guy named Brian, who sold his company, so he's sort of still dabbling. And I'm leaving them. Paul and I have our meeting. We're done. I'm walking out the parking lot. Next door neighbor, Wes. And I'm like, "Hey, what are you doing here?" He said, "Oh, I've got dinner with someone." I'm like, "Who you having dinner with?" He goes, "Brian. Brian is the same Brian who is the boss of, owns the company, my friend, Paul works for, who put me in touch to see my neighbor and the guy from college, I haven't seen in 40 years." That happened on Tuesday. - I love it. - What are we doing? See what I mean? - Well, you have to put yourself in the situation. Whether that's in person or through phone calls or through emails or whatever it is. So here's my strong stance on it. I guess. It's a little bit binary as well. But this is where I'll get real hot about things. (laughing) - I'll get my Midwestern, like, listen here, bud. Which is as strong as it gets. - Is that how you complain to people when you're mad at people at the store? - Hey, pal. - Hey, bud, hey, pal. - Pal is like, you might as well give somebody the middle finger. - Kind of, yes, pat him on the head. - But it's, if you are not making your goal, if you're not making or exceeding your goal. And you're not putting in the effort, I don't want to hear it. - Oh, that's great. - I don't want to hear it. - That's great. - You know what I mean? So people are like, they're like, don't micromanage me. You know, activity isn't the only thing that matters. You're right. It's not the only thing that matters. But if you're not performing at the level that you should be and you're not giving yourself opportunity to be. there, then what are we doing? I have such low tolerance for this. Oh my God, yes. And now I thought, this is what I thought you were going to say, this is like a light yours is much more strong and deep and I love it like that's a thing, right? So the thing that I thought you were going to say was they don't have enough leads or not enough activity and they turned a marketing. And they, and that's I'm like, what are we doing? You got to make your own leads. Marketing are gifts. Yes. They're gifts. If I got like gumption, gumption or word, like I'm, you know, as a salesperson, I make my own way. Yeah. Then I don't need marketing and I love marketing. Totally. If I get stuff, but you're, I'm not reliant on you. I don't, I don't need you. I'm not codependent on marketing. Right. There's a good code of pendant. Exactly. I'm going to start on people. Codependent. It's therapy time. Oh, yeah, we got some pretty good salespeople. We got two that are codependent on marketing. I really need to figure this shit out. No, it just drives me bananas. Sure, right. I mean, someone who is performing at a really high level, but they're making five phone calls a day. I don't care. But that doesn't need to be micromanaged, right? Like those people have found their thing. However, I will tell you at co video, our top two performers, like far in a way, our top two performers are sending. We recently looked at a report of this double the emails and making like three times the calls. See, see, it's, it's, we overthink this too. Right. It's not that difficult and it's, it's consistency. It's the trick. Yeah, volume because the other thing that weak average performers will do is they'll have a good month and they totally take the pedal off. Right. Then their numbers dropped and they put the pedal all the way down and they take it off and they put it down. Exactly. The best performers just are steady, Eddie at a nice even pace. Totally. I just, I love that we're talking about this. Well, and to be fair, also, I don't want to say that I believe in activity for activities sake, right? We're not just trying to check a box here and those are people who make a call and hang up and don't leave a voicemail and then you know what I mean? Or like whatever. And they're just like, right, exactly. Exactly. Or like you've seen before people who call a friend or call someone upstairs and they'll just get their talk time real high up or something like that. It's like running a race like cheating golf or running a race like cutting the corner. Like, like, look at yourself in the mirror, man. What are you doing? You know what I mean? It's so stupid. And you're putting in a lot of effort to cheat the system. Right. When you could be putting in that same amount of effort to help yourself. And so that's the thing that I just don't have a whole lot of patience for. I love this. Yeah. And when I look, I'm like, you know, you can't, maybe, maybe I'm wrong. This is maybe where I'm missing the boat here. You can't feel, I have a theory. I could be wrong. I think everybody that works somewhere wants to do a good job. I think everybody wants to be able to go home to their spouse or their partner, their mom and dad and say, I'm good at my job. Yes. And they say, boy, Margaret's really good at her job. I want to think that for me. I've got like some personal pride. Like, pretty good at my job. Not perfect or anything. Not cocky about it. But you want to be good at your job. Exactly. And people that do this and they kind of meander at the middle and the bottom. And then they don't do the effort. Do they think they're really good at their job? I'd love to know that if someone says, if someone says, yeah, I tend to, you know, fall on the bottom third most months and I think I'm pretty good at my job. Well, it's a scoreboard business. I'm like, no, you're not. Yeah. Right. And then you're going to say, well, you know, I'm only going to make, you know, half the calls of the number one person or, you know, just doesn't make it. Exactly. Well, and like, you know, not everyone is going to be your top performer, right? Yeah. Totally. Like, you need those middle of the road people who are consistent. Yes. And that's okay. Yes. But the people who aren't willing to put in the effort, sometimes I just want to be like, hey, it's time for us to have a come to Jesus moment. For sure. And the come to Jesus moment is, I don't think sales is right for you. No. And that is like a super hard stance. It is. But it is not for everyone. If you can't self motivate, if you're not willing to put in the effort and don't get me wrong, this wax is in wanes. Yes. Everyone loses, you know, at some point feels a little bit downtrodden or whatever. But if you can't reach into your own well and like be like, okay, now I'm ready again, then it might not be for you. Not your jam. Yeah. Now, there's another side of this that I think I hope will help if someone's like, I'm kind of behavior resistant. I do think you should do what you said, Margaret, look in the mirror like this year, jam. But I would also look at the type of activity to do because there is a thing. So there's a point you get, you have a real shitty month or something like that. It's hard to pick up the phone. You're not feeling good. So that's legit, not making excuse. But you need to get your body in motion. So we, you know, dorky, but I say if you're trying to like get in some better shape, first step, just put your shoes on, put your running shoes on, right? You told me that and it changed things for me. It's a thing, isn't it? Just get going. I hear you in my head when I don't want to go to the gym. Right. And I'm not giving you a hear-bright and say, just put your shoes on. Right. And see what happens. Sit there. You might still sit there for two hours or forever, whatever. Put your might stand up and then you might walk out to your car. Yes. And then you might drive to the Y or to where do you go to work out? I go to North Mass Boulder. Oh, you climb? No, but I work out there. And I didn't know you could work out there. Yeah, it has a great gym. It's unbelievable. Does the climbing place look like downtown? Yeah. Yeah, it's over on the near east side. I didn't know that. Yeah. It's smaller. Obviously, the main thing they do is climbing. Yeah. But it's become so popular as a gym that they're actually expanding. I can do that. They're doing this. It's really cool. Check it out. Really cool. Yeah. Yeah. I'm not that that's not my body type doesn't lend itself to climbing. That's okay. Maybe not for me as well, but it's fun to like get in there and screw around sometimes. That's fun. Yeah. What were we talking about? Oh, we go into the gym. Yeah, put your shoes on. Yeah. So if you are, if you're, you've got to behave your block, let's take this back to your shop. If you get some people like, the behavior's not there. Start with easier behavior first. Yeah. So that could be existing. Client, it could be a connector. Yeah. And just get your body in motion. Then move to maybe the lukewarm calls, maybe close lost. Right. Maybe a talk to him last year. They're familiar though. And when you've talked to him, the past that moved dealerships or moved customers and just get your body and your voice and your self-in-motion, just get in motion. That's. You got to get yourself in motion. That's really great advice. And I love the analogy because I actually use this at the gym too when I'm like, I don't feel like working out, but there's something about the consistency of going. Yes. I go, I will go, they have a, they have a really nice sauna there. So I will go and say, I'm going to just go sit in the sauna and see what happens. You're great. Sometimes I'm like, well, all right, now I kind of feel like maybe I'll get on a treadmill and like, you're like taking a nap. I've been in the sauna. Oh my god. They got pillows here. You're so doing something healthy. We better not fall asleep in there. Sometimes people come in and check on you. You're like, you still good? Yeah. You're good in there for a minute. Thank you for checking. That's funny. But it's true though, isn't it? You just got to get yourself there. Just a little help for yourself. Just get there and make it kind of easy on yourself because it is relatively easy to sit in the sauna. Yeah. It will hot, but you know, pretty easy to sit there and be like, okay, I'm a little sweaty now or I really sweaty in the sauna. And take the next step, right? You're like, we're going to walk on the treadmill. I'm not even going to put the in-line up. I'm just going to do it a little bit. And then you're like, you see somebody else doing a workout and you're like, man, they're really getting after it. I'm feeling motivated in that hour. Yes. Yes. Same thing. Same thing. Can I give another thing to do? Please, yes. And I got this. There's a book. I'm very woo today. Why am I woo? I don't know why I'm woo today. I don't know. I love it. Oh. And it is actually a recorded conversation between Desmond Tutu and the Dalai Lama. Oh, cool. Okay, if you get in there's a lot of history there between Desmond Tutu and apartheid and South Africa and all the things that he did to represent his people there and he got put prison and all this jazz. Awesome. Are you thinking of Nelson Mandela? No, not Nelson Mandela. Okay. That's okay. I got it. Yeah. No, it's not Desmond Tutu. I think it's just like the politicals like the, he was more of the broker, I guess, of the thing. Anyway, these are real happy guy, real happy guy. The Dalai Lama leader of the Buddhist, right? Yeah, I think Dalai Lama. Happy guy. Anyway, I'm not a good history guy. I'm a very bad history because they all blend together in my head. I was looking sidebar. I was looking. I have a copy of the Constitution on my phone. I'm very proud to say that because everyone likes to throw around in the Constitution. Most people have never read the thing. Yeah. Okay, but so everyone's throwing around freedom of speech and they don't really understand what it is. Anyway, I want to talk about that on the air, but I pulled it up this morning and I couldn't find like, where is it? It's a bill, right? You know, I look for like an hour and then finally it's an article one. Whoops. Anyway, you know, the Constitutionists will laugh at me now. That's why I have it on my phone. So I can look it up. I like the resource book of joy, Desmond Tutu, Dalai Lama. And one of the things they, they have very joyful being, but they both suffered and had a lot of pain in their lives. And they talked about what they do when they feel that way. And they always think of helping others to snap them into joy, right? So not like, fleeting happiness, but like true joy. So if you're struggling with behavior, how we pull this all around, struggling with behavior, do something in business for somebody else. Make a connection for them, send them a referral, send them some book you read, go, literally go buy a book and send it to them on Amazon. Say, hey, here's a cool book. Nothing even to do with what you sell. It could be anything. I love it. Just give, send them a copy of the, the sales on the script and podcast or whatever. Totally totally. So it makes you feel good. You're giving into the world. You're taking your energy and moving it forward, right? Yeah, yeah. That's what it sounds. Oh, I love that. That's a good one. That's a really good one. Yeah, the book of joy. It's a really good book. Nice. I'm so bad at that. I am too. Is it what it goes for? - The only one that is the Buddhist guy, I feel the other way. - I'm gonna say yes, but we could look it up afterwards. - We'll look it up afterwards. So this is not a history show. This is unscripted, obviously, 'cause Big Unile over here has no good idea what he's talking about. - No, I love it. I think that's a great point too. - Good concept, so. Okay, that's good. - Activity, yeah, great. - Great activity, go do it. - Later. - Make yourself out there, cheers, bye. (upbeat music)