69: Twelve Steps to Profit: Sober Selling with Ian Bembenek
Yeah. You're listening to the sales success stories podcast, where we deconstruct world class sales performers to provide insights and strategies to help you improve. To learn more, visit us at top one dot FM. Here's your host Scott ingrown today Maceo success stories pie past. My guest is, Ian neck who is the tough salesman of all time at rush tech support out of over two hundred agents his CEO introduced us. Thank you. Andrew described him as the sales master in remote IT. Welcome to the show. Ian. Thank you, Scott. Glad to be here. So let's start like we always do and talk about the top three things that you believe have contributed most to your success. For me, the top three things that have contributed to the most success for me, has been focused motivation, and my ability to read people. So what, what I love about that. And I knew you were gonna head down that just because of the, the notes, you sent me earlier, I don't think anybody else in history of the show. So over two and a half years has just three bullets boom here. They are right with without sentences and everything else. And what's interesting is I was preparing for the webinar that is folks listen to this. We have now done with Dale Carnegie and talking about some of the, the principals and the themes of the top sales performers in one of the things that I did getting ready for that is I took all of these phrases and, and words and ideas that came out of the top three from every one of my guests. So I think we're up to I think you'll be guess number sixty nine and I put those words into a word cloud. I put it into a word cloud. Tool just to see what would pop up in what would be some of the primary themes. And if you're listening to this and you'd like me to send you that word cloud, just sent an Email to Scott at top one dot FM. And I'm happy to send you I did the image a couple of different ways. So I'll send you those images also. So just sent me that Email put in the subject line put word cloud, or put deal Carnegie webinar, and I will also find the link to that recording. If you wanna listen to that conversation as well. So in let's dig into these focus was actually one of those words that was very, very prominent in that word cloud. So what does that mean? What are you focusing on and how surfer may focus means? When I'm at work and doing my job, everything in the outside world, I have completely turned off, so friends family members everything. Everyone basically nose that. Unless it's an absolute emergency. It's going to be. Very, very hard to contact me while I'm at work. Whether it's to a text message call anything. I don't allow myself to really get distracted for that time period that I'm at work to speak with customers to work to make money. I shut everything off. I mean, the issues are problems from the day prior earlier in the day or things that I have going on later in the day later in the week. I have a complete filter that I just shut them off. Forget about the things earlier on not worry about the things going on later that are coming up, and I'm just there in the present to get done, what I need to get done every single day. Now, are you working remotely yourself as well? Yes. Awesome. So, so this is I mean, very, very distinct and clear boundaries between work and life. Yeah, absolutely completely just focus on the moment. Exactly what I'm doing. So perfectly put it is just a complete boundary for when I'm at work. And when. I'm not at work beautiful. While we'll we'll come back to that, and dig into that a little bit more when we get into your routines, inhabits in the way that you're structuring your day. But let's talk about the motivation piece. I mean, how do you think about motivation in general, and what motivates you so for me motivation is definitely gonna be where I've come from in the past, where I'm at now and what my plans are in the future. I have goals that I have set daily weekly monthly yearly and I'm very, very motivated throughout every single day week month quarter year to hit those goals that I've set for myself. So having those clear set goals, gives you that extra motivation. A lot of people that I've spoken to especially salesmen, you'll ask them. Why did you get into this profession or what are you hoping to get out of it? A lot of will say, well, I wanna make a lot of money, but they don't have a clear set goal to get there. Whether it's I wanna make X amount of dollars per hour per day per week per month per year. And then when you set those actual goals for yourself and helps you to actually strive to get where you wanna go awesome, again, lots let's to come back to their I'm most curious about you talked about your, your third piece being the ability to read people, but you're working remotely. So what, what does that mean? Talk about how you're reading people, especially in a in a remote type of role. Definitely makes it a lot harder than when you're actually in person speaking to them, because when it comes to building rapport with customers, I've done sales in almost every single type of field. So it's a lot easier when you're in person because you're going to build that repore subconsciously with them the way you just move your body, and your motions and everything like that. But in terms of just doing it remotely speaking to them over the phone, it's going to be a little more difficult just managed to have that ability to read people. While talking to them over the phone in the facts that you can kind of tell very early on in conversation with the customer or business owner, if their speech patterns Fe, talk quickly usually, they like it at the person. They're talking to is going to be speaking quickly as well. Or if they're slowing down their speech, there's pauses in between they like to speak to someone at speaks the same way Mirroring them is going to help build their report. You can also pick up on the fact that if they liked to listen more than they like to speak or if they like to speak more than they like to listen. You just gotta pick up on them. You know, if you wanna be speaking consistently throughout the conversation, I'm gonna end up asking you one question. I'm going to sit back for a few minutes. And I'm just gonna let you go on. But if you are someone who wants to listen, more to the things that are being offered. I'm gonna come out with a whole lot of information. Awesome. That's that's really, really interesting. So. Let's talk about now just kind of contextual p. So what, what is your role who is rush tech support? And how did you get to number one? So rush tech support is owned by who you said earlier, Andrew sees. It is a remote technical support company that offers remote technical support services for computers and other devices, whether it comes to doing repairs support plans for business owners or individuals as well as selling software insecurity programs for those devices, and then what is what is your role? So my role is on the customer service sales side of things, so making the initial contact with customers, or follow up with current customers to get them on a new service plan. Or if they've had a repair one time before getting them up sold to an actual support plan getting them on software protection for the devices, so they don't continue to keep having issues. That they've had in the past or if they have, you know, all depending on what they're looking for, on their device. If they save a lot of files and documents, you set him up with cloud backup storage. If they do a lot of financials on the computer, you're going to set them up with some sort of identity theft protection. So my job is basically, to get them on service plans sell them on getting a repair on the computer. Get them to see why it would be better and more beneficial for them to go with us rather than with somebody else got it now I'm really curious to hear how you're going to address this. I want I want you to quantify your results for us in Andrew was super transparent, and sent me a lot of detail of to, to really demonstrate how, how successful you have been in comparison to that other folks in the organizations. I mean it is super impressive. So tough tough through that, however you feel comfortable. Okay. So basically let him I results will be about eighty percent of the customers. That I speak to I end up selling them on something my average sale. Fern individual customer with one computer is going to be in the five hundred dollar range my revenue. Brought into the company is on average about six hundred and fifty thousand dollars in the year and my income from that. I've taken twenty five percent awesome. And then in, in comparison, I mean, the, the numbers that I'm looking at last year, for example, you were well over two times, the, the number two performer, and from an all-time perspective. It looks like you got into the number one spot about two years sooner or, or the number two individual who held the number one spot had had been at the company two years longer than was at that, right? It's about accurate at say my numbers are just around maybe slightly over double what the number two in the company that for overall sales, whether it's through. Lifetime or excuse me, actually. It's whether in the entire year or daily or whatever throughout that time period. And then in terms of lifetime sales for the company, the person that I finally bypass to have the highest number of sales. They were working for rush tech support for a little over four years. And it took me a year and a half to beat those numbers. That's amazing. So what, what, what is it? How were you able to do twice as much as, as the person who would be number one? If you weren't there kicking him around. So kind of easiest way to explain it would just be the simple fact that I work twice as hard. All right. Well that was simple. We'll we'll we'll come back to that because I definitely want understand. How are you doing that? Obviously the focus that you're applying is, is certainly having an impact. What about let's go back to the beginning. What, what's your origin story? How did you get into sales in the first place? So I originally got into sales win I was eighteen years old. And at that time, I did not have a job I was in college in trying to find a job that would fit that schedule in friend of mine was working for an exterior modeling company. They were canvassing going door to door to sign people up to get free estimates. Whether it was on for windows, siding, roofing, doors, anything on the outside of the house, that would need to be worked on and spoke to me a little bit about it. And they got me brought in to start doing that. And honestly at first it was awful. It was extremely extremely nerve wracking. It was my first time. In sales. I was getting dropped off to go canvas in these neighborhoods that I was completely unfamiliar with. I definitely not an extrovert at all. And actually I'm still not one hundred percent. And at that time, I'd go up to these houses, and I would be shaking like a leaf I would be sweating. It'd be so uncomfortable. And at first, it was absolutely miserable. I did not think I was going to be able to make it. So how did you make it? And why have you stayed in? And how did you get to rush from there? So how I made it funnier as well. It's one of my favorite sales stories I was actually about to be fired and let go because of how awful I was performing. I was not getting anybody signed up while everybody else was signing one to two people per day. The manager of the canvassers the door to door. Guys, brought me news office and had a sit. Down with me explaining, it's not really working out there, just wasting money on me from hourly wage to have me come in every day because I'm not producing any results long story short. I convinced him to allow me to have one more chance where I could try to get it figured out. Go out for one more time try to get somebody signed up and I thanked I did not get a single person again. Absolutely awful. And again convinced him to give me just one more opportunity. And that second opportunity that he gave me, I went out, and I managed to sign up ten people that day to have us come out and give them the estimates on their home. And really the way I finally got around it. I just got around that mental barrier of the fact that realized there's nothing to really be completely nervous about because I am never going. To see these people. Again. Why on earth? Do I have any reason to be nervous about it shore? It's uncomfortable when we're that you walking up to somebody's house that doesn't know you doesn't want you there. It's beyond a someone knocks on your door. You're not very excited about that. And I just finally realized what is a matter, I'm either going to be told to leave, or they're going to be interested in wanna hear a little bit about the information that I have for them in realize I'm never going to see them again. So if they tell me to get off their property, go away. Doesn't matter. That's the last interaction that I'm ever gonna have with that individual. So there really is no reason to be extremely nervous. So it was it was really just mindset and you sort of figured out a way, okay I need to get over all the fear innings and everything else dealing with. And, you know, here's, here's a new way to think about this, because I'm not gonna see these folks again, in the just go go have these conversations absolately a hundred percent. And what was that period of time like? How long from the time that you started until you had that breakthrough did that take it took about a week and a half to two weeks before I finally had that breakthrough so the first week in half to two weeks, I was going out canvassing knocking on these doors with absolutely zero results. So it definitely made sense that they had to have a sit down with me and had a talk with me about the fact that it's probably not gonna work out there. Interesting. So where do you go from there? I mean, what's, what's the journey that takes you from knocking on doors selling exterior estimates to rush tech support where you've been for the last couple of years? So it was definitely a long journey. I stuck with that company for just about a year after six months of doing the door to door canvassing. They actually asked me if I would like to be the individual that would go out to the homes to give the estimates and of course money hungry. Salesman. I jumped at the opportunity to be able to do that. And that was whole different ballpark. That was the first real sales position that I ever held now where you're just having a quick conversation with the person to get him signed up to have a salesman actually go out. This one was, I was a salesman or a quote unquote, project coordinator for the business that I would go out to the house walk around with him. Talk to the individual measure up, whether it's the windows or the siding, roof the doors talk to them about the products and actually present them with the information of my company or product, try to get them sold on, whatever it was. They were looking for that day and they significant differences. You're going from going door to door and having a two three minute conversation with someone to anywhere from two to five hours that I would be in that individuals. Home talking to them about what they're looking for. So that was my big. I transition and then over the years went to many different sales positions from being that guy and Sam's Club who is at a booth with speakers, grabbing the attention of individuals walking by to bring him over to get sold on that and purchase that product to, again, actually made my way back around to doing door to door for energy gas and electricity. Getting him signed up for that, too. I've done car sales, and that would be the next biggest one followed by getting into rush tech support nice. Now, if you were starting over today, knowing all, the, you know, now is there anything that you would have done differently in terms of that progression? Maybe not in terms of that progression because it taught me so many different things. But I definitely w-. Earlier on got into that mindset of not having to worry so much because even even though I picked that up early on in the door to door that I didn't have to have the nerves that I did every single time that I changed positions moved up the ladder. Those nerves would come right back because to be honest, I have horrible social anxiety. So sometimes it does the prize me that I perform so well in sales. And so how, how are you overcoming that so clearly or introvert clearly, you know, you struggle with, with the anxiety pieces. And how are you over coming that each time? So again, that's kind of going to circle back to that focus and motivation. I'm a big introvert. Yeah. Have a lot of social anxiety. But somehow at this point I definitely just managed to completely shut that off and not focus. Oreo on it. I kinda just put on a whole different mass when it comes to the sales and customer service and not really worry about any of those things anymore. And again, I have those motivations that I have goals set that I wanna hit every day every week every month every quarter every year. Awesome, I can't wait to get to that, but we're not there yet. So what's your favorite sales story? I mean I I love I love that, that first story, but maybe this is related to a specific deal. Maybe you maybe you want a giant deal where maybe lost something at it. Taught you something, what's your favorite story. So besides to say, I actually have two favorite stories. One was from when I was back in doing the exterior modeling sales. So is doing pretty well in the they had two offices. One in Maryland. One in Delaware, and Maryland office, I was beating out all the other salesmen. I was doing very well there and. Then in the Delaware office, they were short handed one day and had a whole lot of leads that they had to get out, and they were not going to be able to hit that number with getting salesmen out to every single one of the houses that needed to get to. So they brought three of us up from the Maryland office over the Delaware office, so we could go out and the Delaware office had not been performing very well at all. And it was one thing that was brought up multiple times with the fact that they, they brought this new salesman, who had been doing the actual sales of the exterior modeling for just about a month and a half came up from there. And I was sent out on one of their, their leads that they had that had the least in their eyes leash chance of selling they thought these were just complete price shoppers. And I went out sat down with the individuals talked about what they were looking to get and three hours later. I sold them on a thirteen thousand dollar roof and it was a story that was told over and over from the Delaware office out. None other guys were performing in. They sent this random kid from their Maryland office to go out and got the only sale that day for their their business. And then the other one is really so much of a huge sale story, it's going to be more of inrush tech support here how I've learned over the years to not just no longer. My relooking at things in terms of closing a deal. Now, look more of it as opening a door with an individual and one of my favorite ones now and it happens a lot, but usually not as significantly was about four months ago, I sold this woman on a six hundred dollar support security plan for her computer and then a few months later, she called in as for me. Specifically said I have three. Computers in server, that I wanna have signed up, maybe about twenty minutes of conversation. She signs up for forty one hundred and fifty dollars worth of support security for those devices of which I got twenty five percent of the commission out of that. So again, that's where I say now it's not close close, close always be closing its. Let's open some doors. Let's have people love the company and you build that solid foundation report that when things like that come along. They're just going to call and ask for you by name, and it's more or less just going to be a quick conversation of I want this, this, and this, what's recommendation for them. What's get signed up? Nice. So what are you most? Proud of from an accomplishment perspective, and that could be sales, or maybe it's something else beyond that. So what I am actually most proud of would be the fact that I am two and a half years sober. Now. And it is something that through all my years in sales. It was definitely the biggest challenge that I've had recently as well through all my years in sales. It was always getting a little bit of liquid courage to get over those nerves to be able to go out and I definitely never thought that I would ever get back into sales because I don't drink anymore. And I thought it would be a pretty tough transition for me. So definitely my biggest accomplishment would be the fact that I managed to get in stay sober. We'll talk about that some more. So how, how is that happening? I mean, what was the impact while you were selling and drinking, you know, what, what drove you to, to make that decision to, to become sober, and then I shouldn't be asking somebody damn questions in a row. But I'm sure you'll kind of work through it. And then, you know how did you decide to okay now that I'm sober? I'm actually gonna go back in. Do this. Whereas this was, you know, one of the one of the tools that used probably manage the, the anxiety and everything else. Right. So that would actually be a good reason as to why you would hear my previous story of the different sales positions that I've been in throughout the years prior to rush tech support many of the sales positions that I held were for six months to a year at a time I would go into that industry, and I would absolutely kill it. I would beat out all the salesman. Have the highest performing top numbers in every single aspect of that industry, I would get burnt out so fast because I was always drinking nonstop so over time as you get into the industry, you build your funds backup, you start going out partying having fun at the in the evenings thing later and then very quickly. You would. For me. I would get burnt out very, very fast. So my numbers would fall off or Irish showing up to work late, I was leaving early or I just wasn't showing up at all. So eventually a lot of those positions, I was asked not to come back. So that is the, the big reason that I went through all of those different positions throughout the years as quickly as I did about ten different sales positions held probably a little bit more than that actually and couple other different odd jobs in between, but my biggest track right has always been in sales. And the reason the way that I got back into sales working for rush tech support was actually it fell into my lap. I was never planning on getting back into sales. I had my finished off and got my bachelor's of science in business. Marketing, I was more gonna go that direction. Working for an organization, but along comes hurricane Irma, and I started seeing this woman shortly before that. And hurricane Irma is actually how I met Andrew assise, the owner, rush tech support. We might now fan say is best friends with Angela ceases wife. So when that hurricane comes along, we're invited to stay at their house, and during that interaction engine. I became good friends, hanging out and shortly down the line, I was not working I was doing some odd jobs when you first get sober. It's not always easy to find jobs right away, because you left a little bit of destruction your path, and you're trying to figure things out pretty much. Andrew hired me out of pity because my now fiance was talking to his wife. The fact that I needed a job, he really didn't want to hire me at first because I was this random guy that had just been brought into his his house introduced into their world and didn't really think much of it. He just said, hey, we, you know, we have a position, available, you, can you can come in, if you want, if you were to talk to injure, again, he'd probably tell you. He wanted me to turn down the position. And at first took me about two months to take him up on his offer. Because again, I didn't want to get into sales. I did not think I was going to succeed because I was not gonna have that liquid courage in my body thought I was going to go into the position where they look at it, and go, okay he has a decade of sales experience. He must be somewhat decent and then I would go in, and I would fall flat on my face somehow managed to go into the position. And that ended up being far from the case because I had all this experience in the past that I still managed. To be able to bring in and use it today. That's awesome. Now, I know two questions. I what was the impetus? Like why did you side to get sober? So I decided to get sober because my life became completely unmanageable. I could not hold down a job. I was not able to show up to anything on time whatsoever. I was in my mid twenties. I was living in my folks house and something just had to change. They actually had an intervention and brought it up to me that you need to go to rehab, you need to see some professionals. And if you do that, we're going to ship you off to Florida. I'm originally from Maryland and actually jumped at that opportunity because I tried to get sober many times before, but the problem was, I would get sober for a short period, and then I would go right back to hang out with. All my old friends that were doing the same thing, and I'd stay hanging out with him at bars, not drinking, which there's only so much willpower in the world. Right. There is only so much willpower in the world to be able to do that. And if you're, you know, if you're in sober, but you're hanging out at places where you're the only one sober. It's not gonna last a whole long time. So when they made that proposition to me that they were gonna ship me off to Florida after I got cleaned up, and I'd have a fresh start there at that point my life my mid twenties living in my folks. House excited to have maybe fifty dollars in my wallet to be able to go out to the bar and drink there wasn't much of a downside to be changing things significantly like that. Gotcha. Now, I know that I don't know the details of it. I know that a big part of Andrew story is a sobriety story is, as well was he sober before you guys connected? Or did you somehow? Instigate his path. No, he definitely was sober prior. So that's how I got to meet all of them as well. My fiance sober. He so his wife, sober their own network of that. And that Sal became friends, that's how I got introduced to them. Andrew has just over five years, and I have about two and a half years. So that's also been a great blessing. There is the fact that literally everyone in my life that I surround myself with is sober other than just family members that were going out to dinner with or see. Or visit those are pretty much the only ones that aren't so Bor and drink, but they, they don't drink with excess. It's just normally know glass of wine for dinner kind of thing, and that doesn't really bother me. So I'm never really in a position like that anymore. Why I'm out at the bars saying people drink and get sloppy? Nonstop nice. Nice oil. It's, it's interesting. To talk a lot on this show about just who you're surrounding yourself with and the mentors and things like that in obviously that environment. Applies massively emits type of Syria with well, oh, absolutely. Absolutely. So it's not only me surrounding myself with other folks that are so Bor. But everyone else I surround myself as well are very much high achievers. Awesome awesome, awesome. So let's dig in now to just the habits and routines. And the way that your operating in the way that I like the start this is just walking through a day. Right. The alarm clock goes off. What time did that happen? And, and literally give us the blow by blow until your head hits the pillow. So my, my morning start at seven AM. I'd get up. And I am a smoker. So I go grab my coffee and smoke a cigarette in the morning. I will not bring my phone with me for the first fifteen minutes of being awake. Just, you know, taking the morning kinda have a little little bit of silence and meditation myself while I have my morning coffee shortly after that, then I'll be hopping onto checking my emails and our social media pages and about an hour after being awake. That is when I get in the car, and I make my way to the gym. I go to the gym four days a week Monday through Thursday for exercise. Getting the blood flowing dry staying shape there. And then come back home, I will, then check my emails, and I will get ready for the day make my way into work. We work eleven to seven rush tech support. So our day starts a little later. Also ends a little later in the evenings than I I get back home. And I am also back to work, then. As well. Checking things online managing the social media pages. Checking the emails and then finally chance to put my feet up for hour hour and a half before reset the clock in doing it all over at him. And then give us the give us the detail inside that eleven to seven work block. Like, how are you structuring the work apart of the day? So the way I structure, my work part of the day is I have all my appointments that early in the morning. So first thing in the morning when I get into the office that is when I have all my already set appointments with individuals that I know are going to be a lot easier to sell get on board or a good conversation with it's gonna end up being lucrative. 'cause I've definitely hundred percent found that if you get those quick short easy sales in the morning. It just starts your day, right? The last thing you wanna do is walk into the. Office and you're going to end up talking to the worst individual. That's gonna take up all your mental energy stress you out and that's going to be your focus for the rest of the day. Whatever tone, you said, at the beginning of the day for work is what you're gonna end up carrying at least for me it ends up being what I carry with me through the rest of the day. So if I set up in the morning, all those appointments, easy sales lay down immediately for the morning. I'm just gonna have that mental energy through the rest of the day for win. I am cold calling reaching out to new perspective, clients to try to get appointments set up with them, or get them sold on spot. So that's a really interesting idea. Right. So it's really about starting on a high and just kind of writing that, that momentum so win. And how long are you spending? On the prospecting side of things. I'd say on the prospecting side of things it comes a little later in the day, I'm usually spending about four. Four hours doing that in terms of cold calling prospecting trying to get new leads and appointments set up the other first half of the day is going to be focused on the, the current customers up sales. The leads the appointments that I already have Gotcha. Now you said that, you know, the, the main thing that you're doing is you're just working twice as hard as, as everybody else. You're not working twice as long, right? You're working that same eight hour day. So weird is the two x come in. So for me with that, I see a lot, especially because this is remote sales were working on computers. I do notice when looking over at some of the other guys computers because I'm also a sales trainer there and try to help these guys to get their numbers up. You know, we're working from a computer a lot of times making cold calls. It is going to be times where you're gonna see other individuals listening to music or playing. Videos on their phone and they're gonna be cutting into their productivity by doing that. So even though I have all these folks signed up, and I'm pitching more often than I'm actually calling, I'm still making about two hundred or so calls a day, my numbers are going to go down the longer on the phone, actually selling pitching, and my numbers are ending up being a lot higher than this, folks. Because again, it comes back to that focus where I just shut absolutely everything off for that time period than I am at the office. I'm working, I'm there to work. I have to be there for the eight hours. That's when I'm scheduled. And that's what my time block is going to be there. So why am I not going to absolutely maximise every single opportunity in chance to make dollar while I am there? I can do all the things that I wanna do. Listen to music, watch videos play on my phone talked to folks, you know, friends or family before work after work on the weekends. So being able to shut it off his where that two X comes in got it. So what is I mean, walk us through that process like, what is the shutdown, shut off just creating that, that bubble of focus, the weird thing for me? It's not really a process, honestly, because my cell phone still sits right on my desk, but I'm not getting all those messages, because early on I just set that I set that boundary with friends and family that it's going to be next to impossible to reach me, while I'm at work, unless it is an absolute emergency. That's when they know you know, if I call him, he's going to answer the phone because he's going to be under the impression that it's an emergency, and everything else, I see these notifications for Facebook and other things. Just completely ignore them, I go out every hour or so to have a five minute cigarette. I can get on my phone. And then there's no need to have it, interrupts, my day, while I'm actually sitting there focused on working got it. Okay. So a lot of it is. It's not that your blocking it or avoiding the distraction. You're, you're ignoring it one and two, you've basically just trained your friends and family that this, this is the way it is like you don't interrupt me while I'm at work, right? Because eventually, like take for instance you got if we're good. Friends in your text me, occasionally throughout the day or on the weekends. And then you start seeing through the actual work day than I'm an office in the office. You text me something in. It takes me an hour to respond to hours or three hours or whatever it is. And then at the end of the day, or whenever the time comes, I message you back saying, hey sorry, I was working at that time. I wasn't able to get back to you quickly. You just going to pick up the fact that it's going to be pretty hard to reach me when I'm at work and less. It's an emergency. Got it got it now. Are they? Other habits routines that are really central to your success. I'd say one of my biggest habits. Guess not exactly habit. Maybe more of a, a mindset at work is so you've seen my numbers and everything that, you know, has me placed way higher than everybody else. My biggest thing, though, is I don't act like it when I'm at work. I will always keep a beginner's mind set. I do not like to ever walk into a room and think that I am the smartest person there. I may be the smartest person at that one individual thing that I'm very, very good at. But if I can walk into a room or even at work, and I can still pay attention. And listen to the other salesmen that are there, perhaps, they managed to close something that I was struggling with. I don't care how much better and then that person, I'm probably gonna end up trying exactly what they just did to close that. So, basically for me the, the biggest thing to my success is the fact that I'm going to end up. Liz. Listening and hearing all these other folks, and I'm going to try to put them all together if I can take one percent from you one percent from ten fifteen twenty other people all those people if I take one percent what they're very very very good at that. Maybe they're better than me from ten different people. I just made myself ten percent better. Awesome. Ian, you, you literally have me grinning, from irr- with that sentiment. Right. Because I think one of the things that I've seen consistently throughout this show that, that tends to be very, I think stereotype smashing is this idea that, you know, people think of the top sales people as these super era Gant. I'll do anything to anybody to win the deal into make money and everything else. And I actually find what you just described is so much more common. Right. This, this idea that they care, the most about the outcome in their customers, and their humble enough to recognize. I don't know. I don't know everything, right there, so much more that I can know there's so much better that I could be. So y shutout the opportunity to learn more, and be more. Oh, yeah. You're definitely going to find salesman how you just explained that are going to have that era that mindset and don't get me wrong. I've been there. Yeah. I didn't last is the waiter, the best way to look at it. I've been there. I've had that era that mindset that I was the best. And guess what? I did not last in that industry because at the end of the day. Everything is evolving. The entire sales process is evolving because of it's an information age. So everything is changing and you have to change with it. So yet you can look back and have that old sales mindset of always be closing, or you can look at it like I do in the new new sales mindset. They are always opening doors. You can act like you're the absolute best, and smartest and never take anybody else's ideas, opinions and kinda implement them and then you're never gonna change ever, and Andrew will tell you he's an awful salesman. But we were hanging out one day, and he said, one little line of the fact that a repair one time repairs two hundred and fifty dollars through them and support plans five. Dollars for a year. Support made a quick little line that he said to someone and I'd never use it before. An and again, Andrew will say that he's a worst salesman ever. He just simply said. You can get one time repair for two hundred and fifty dollars. Or you can get a sport plan for five hundred dollars. So basically, if you need to repair surround the years poor plans paid for itself. And so much more, I had never used it prior. Andrew sales numbers are obviously, he's the owner of the company. So he's not on they're doing sales. They're nowhere even close to mind. Two days later, I was implementing that my pitch. That's awesome. So let's talk more about the goal setting that you're doing obviously that is really really core to your successes. Well, so what walk us through the process, just just talk about goals in general, and how you're setting them up in how you're reviewing them and all that stuff going? So Mike quick, simple goals would be daily. I have a goal of five thousand dollars in sales for the company. I don't always hit that goal actually I rarely hit that goal. When I make sure to have it as a goal that is feasible that is going to be very hard for me to attain on average. I'm hitting about three thousand dollars. And sales day. So I'm about two thousand dollars shy of that. And then for a week, I set my goal to be about eighteen thousand dollars and sales hitting closer to fifteen thousand for two week as the full pay period. I like to have my sales goal at thirty five thousand dollars in sales, usually on average hitting anywhere from twenty seven thousand to thirty two thousand dollars in sales. And then on top of that, I have my you know, income goals from that, that I like to be making a certain amount every two weeks from the work that I'm putting in. So I do like to be making about one hundred dollars an hour for the work than on. Putting in usually I like my checks every two weeks to come out to just about six to seven thousand dollars. And my goals further on our less of exact. Financial goals? But what I am looking to get out of those financial goal. So I am you know, I it was saving up the purchase a car. I did that. And then shortly after that, I bought a new car, and then it was saving up to buy a house. So I did that and within the year I want to get into real estate in Sioux flipping homes. So I have these goals that I keep setting for myself throughout the day, the week the month the year to just kind of keep me on track. Awesome. So it's a really simple. I mean, and it sounds like you're primarily using the revenue numbers and then really your paycheck as as the ultimate barometer. Yeah. Definitely because it's again it's on both because it's not just the dollar amount. But it's also the physical the physical things that you're looking to attain because for me. Yes, I'm very very, very inedible. And I look at things with a number almost on every single thing that I do. Is going to be okay. This is what my, my time is worth me. I want to be making this much. This is how much I wanna get out of my check if I'm doing side business stuff than working on it wouldn't be making this amount. If I'm doing my free time, which my free time is going to be worth more to me. So at the end over those two weeks, I want this amount of money, I want to make this much each month each quarter each year, and then on top of it, I have all those physical goals that I wanna hit because you don't wanna just have. Okay, I want to be rich and I have all this money and make all this money, but you also on the other side wants to set yourself, the physical things that you're looking to purchase or get with that money. So you have a reason backing wire you're looking to make that money. Got it got it now. What about the, the tools and apps that you're using to sort of drive all of this. What does that look like so at work? The, the main thing that we're using is now fresh works. We used to use five nine as the platform. Which we're making the calls and keeping track of appointments, and they were using that integrated with fresh desk, and using on top of that podium and the company now recently about two months ago, which has been uncomfortable transition. But one for the better has been switching the entire system to the fresh work system, because it's all meant to work together doing what they had been doing with five nine and podium. It was never meant to be on the scale that they're at which it was fine at the beginning. But now it has caused a lot of problems with communication. So they're making an entire transition, which is little bit uncomfortable. But it is definitely for the better and you're seeing it rather quickly. So the entire system makes it easier for calling people setting up the appointments with them keeping the notes, which are gonna work well in between the offices. So that way, the notes that an individual salesmen is easier for the managers to see for the technician. The see and working the other way around. So one of my customers because whenever I sign up new customer. That's my customer for life there. My exclusive customer. No other salesmen is able to touch it and same another salesman signs up new customers. They're so whenever that individual customer is calling in with a problem, or when something looked at fixed technicians putting down that note on their getting taking care of him. Whether it gets sent over to me shortly after that fix for me to talk to the customer may be pitched them on something. Or if I'm ending up pitching them on something a month. Two three six months later, I'm gonna have all these notes there from what they had called in to have worked on. So it's much more of a personal touch because I can ask an easily. Have those notes to ask. Hey, how's everything going with your net flicks or your Email, or your online banking or whatever issue? You had two blue screen issue. Before have you been having any of those driver problems again? So it allows us to really have a personal touch because all of our different offices, and all the different parts of the company are now communicating together far better than they used to. And then for me, personally, the apps that helped me track my daily life in out of work tasks that I need to get done at work. More at home one great one for me. Recently started using the last couple months has been Trillo, because, you know, especially salesmen, we have a tendency to want to do ten fifteen twenty different things and try to multitask and hit all of them. Trillo really allows me to put down. Okay. I wanna do these twenty different things. And then every single day I can move five of them over and say, I'm gonna knock out these five so instead of working your butt off. During the day before or after work or on the weekend feeling like you did so much. But you really didn't accomplish a lot. Now, it's okay. I go in the first thing done it push it to done. Get the second thing third fourth fifth. So instead of working really, really hard, not accomplishing a lot, I am working smarter and accomplishing more, because I focused for fifteen twenty minutes an hour on that individual thing till it's done. So I moved over to finish and get that taken care of, and then using for my multiple different emails, I've been using Thunderbird for that, that helps a lot, and then I'm on Facebook and Instagram a lot with the promotion of the businesses. Well, and I'm gonna be looking more into Lincoln because I haven't really messed with that in the last year and a half, but I've heard especially with pro finder so many different things that you can be using that four and then with these social media pages. Of using buffer to be able to get the multiple post as well throughout the day. And then, by far I would say my favorite app on my phone is audible by far love. Love. Whenever I'm in the car or at the gym. Anything that I'm doing that. I know it's bad to save here in the car taking less of your focus, but as you've been driving for years, you kind of just get it you drive, and it's not like multitasking reading different things. But I can listen and try to get in as much information as possible, I try to shoot for fifty sixty seventy books at year. That's fantastic. So one quick just confirmation. Trillo. T. R E ELO. Correct. Absolutely. Yep. And then on the audible front. So I, I love I'm also huge audible fan. You're consuming a lot. If you're reading fifty seventy books year, give us the top two or three in the last year big biggest impact that on you. So biggest impact for me that I really liked is definitely bunch. But exactly what to say by Phil Jones. Great book it just. Is a list of these the magic words is part of the title that you can use to help influence customers that you're talking to in. It's just it's, it's not big major changes. It's just a slight change in maybe one word that you would use an a sentence. And then on top of that, I love sales revelation by Brian Tracy's zig Ziglar bunch of big names in that. And then another big one that I'm listening to right now. That is a big influence is miracle morning by Hal Elrod. Nice nice. They're in there is so house got another book coming out, or maybe his just come out. He also has a special flavor of miracle morning specifically for sales professional. So really, really solid stuff there, and I'll get with Ian afterwards. We might put together a, a longer a longer list, and we'll put those into this show notes. If you go. Top one dot FM forward slash sixty nine will have all of the juicy stuff in there in. You're also welcome to comment on that on that post or on this episode in just kinda share your thoughts and connect with the end in all of that good stuff. I just finished reading listening to on audible, which is a very apparently different experience, because there's a lot of kind of inbetween commentary that made it really interesting a book called can't hurt me by a guy named David Goggin, and I talked about this. There's a there's a tip on daily sales tips where I mentioned this book, it's around. I don't know one hundred nineteen I think is the tip number the it starts with minds. I think the title of the tip is mindset, can't hurt me that book is, is mind. Blowing this, this guy is from mindset perspective. If you really wanna dig into that, and understand that it's, it's a whole new level, and one of the one of the things that he talked about. And I think it might be a quote. I might have to go look this up because I was thinking about it and thinking. About you earlier in the conversation. E N in that is somebody's talking about out of an in David is a navy seal and special ops kinda guy. He says that, you know, for every hundred people on the battlefield ten probably shouldn't be there. Eighty of them are just they're right. But ten of them nine of nine of them are incredible. Right. And making a huge difference in and they're really impacting things, but the one right there. The one out of one hundred is making all the difference and really moving things. And I, I really think about that just in terms of you in a lot of folks that I try an interview on the show, where out of two hundred people, you're putting up two times over two times when I look at last year's numbers what the next best guy is doing right. Not the not to. We're not talking about two times the average. We're talking about two times the second best. Guy. So I think just that that impact in that level of, of thinking and performance mindset is, is so crazy, if you read that book, I have not just looked at up, though. I think I'm gonna have to check that on my next one. Gotta get hit hit me up after after you read it. I think it will be fun to talk about. Absolutely. So what about the rest of your you started to answer this question, certainly with, with that with that piece, because I like to ask about people's information diet. So what are you reading, what are you watching? What are you listening to wear, and I know it's not happening from eleven to seven, and I know you're doing a lot of audible what, what else? So really that's, that's the main thing there. And I'm doing it, you know in the morning when I'm relaxing having my coffee on my drive to the gym while I'm at the gym on my drive home from the gym. I listen to it on the way to work. And I'm also listening to it on the way home from work, if I ever have our seven year old Macara. And we're going out shopping, I'm listening to that. I don't listen to it while I'm out saying the car because she absolutely hates it, but. Our seven year old will put up with it and wisened to it. And I think, hey, if it's gonna seep into her brain now fantastic because you'll have all that information coming in have a head start over me, 'cause I definitely was not listening in any things like this before. And then on top of that, on Facebook, I am a lot of between business entrepreneur as well as sales groups, and I go through that and read all the different things in in there, and I put some Maya advice on things to help folks out on there as well as listening and reading some of the advice that other sales professionals are giving each other. Other business owners are giving each other to try to learn as much from that as well. Nice. Now, a lot of folks who was into the show know that I am a what I think of as a conscientious Facebook objector, I disabled, my Facebook account a few years ago, just 'cause I prime well for a lot of reasons. But one of the main reasons is I just. Find it to be a bottomless pit of distraction. And so, I don't I don't need that. But for those who, who are engaged on Facebook. What's, what's your favorite sales group that you're, you're actively involved with the that provides value for you? So my favorite one. We have our own that we have a Facebook group, injure. I created for our other business. But the one that I like is sales talk with sales pros it has its ups and downs. There are a lot of egotistical salesman and they're gonna bullying salesman that have questions. But if you just kinda ignore all that, and look at the core useful information there. There's a lot of good stuff and I like to contribute as much as possible as well. That's awesome. And I wanted to go back to something that you, you talked about earlier in that is kind of listening to the audiobooks with your with your kid in the car. It's funny, I have almost the exact same sort of setup Migros. Are there? Fine to listen to that stuff. My wife just won't put up with it, mostly because it's not the content that she objects to the way that I listen because I can't listen at one x I'm like minimum one point five often to x and she's just like you've gotta be kidding me. I can't I can't deal with this. And, and by the same token, I can't slow it down. I can't deal with one x. So, so we just we just turn on. We turn KT which is the local on PR station and then everybody's happy. So it's really funny. You say that because same very big issue, I, she doesn't really wanna listen to his business books, and everything was hitting two but second is because I listened to it at two x two point five dependent sometimes even three just dependent on the reader, and the speed at which they read it. So some of them, you can bump up two to three which at first I thought was mind blowing. But if you just when you first turn it on you. Bump it up to the fastest speed that they have. And well, maybe not the fastest but really, really fast. Listen to it on that. And you can't really pay attention to it because it's moving so quickly. And then you bump it down. Then that's where I found you can start listening to it on the really fast speeds and still pick up everything. But it's so funny that you said that because my fiance makes a joke out of the fact that she thinks it's absolutely ridiculous and gives her executive at times, because just sounds like a bunch of chimp chipmunks talking and screaming at you when you're listening to it, but just like you said, I don't really wanna listen to it on one x especially one of them's speak. Very, very slow Bennett's. You know, it seems like they speak really slow to me. Now when I listen to one so half the listen on those faster speeds and she absolutely hates it that so funny and it's actually an interesting idea to go from, from really really fast to just really fast 'cause I usually tell. People just, you know, you get used to it, right. It's the podcast app. I use I use an app called pocket cast, and what I love most about pocket cast is that you can create playlists, and just sort of order the episodes. And so I don't have to win one episodes done. I'm right into the next one with no action, which is great when you're driving in the car, right? Whereas if you're using I tunes or whatever, or whatever it is apple podcasts, one episode finishes. And then you have to take an action to go pick the, the next thing, the other thing podcast, does, you can increase the speed, intense of a of a percent rights. You can listen at one point one accent one point two x. And so I just say look creek creep up there and you kind of get to these, these higher speeds. And anyway, we go on about this forever. But I wanna hear about your obviously consuming a lot of this information being thoughtful about your approach to use ab- -scribed to a particular sales philosophy. So say a couple. It's hard for me to think of right off the spot. But one of the biggest ones that I've always subscribed to one hundred percent is the customer is always, right? Even when you know they're not and you want to disagree with what they're saying or they're being rude at the end of the day. The customer is one hundred percent. Always right if they want to rant about things, maybe they had a bad experience in there with your company, and there's going to in ranting to about it. I've turned a lot of those around because I just sit back I shut up, I let them rant thrown a few. You're right. I'm sorry, things like that. And I've managed to turn them around and you'd actually surprise in some of them instances sold them in the same conversation to get them on board with more or re-signing up just because you sit back shut up, even though you feel in know deep down that what they're saying. Absolutely ridiculous. Heck you could have conversation recorded from the last conversation that they're saying all these things about. And you could definitely hit him with proof, and say that's not true. But at the end of the day was second do for you just gonna lose that customer, you're gonna lose that open door and potentially usually have them either. We've a bad review or tell all their friends and family members that never go with you. But what I found is. And also a lot of the audio books, you hear this. Exact same thing. The best thing is a customer with happy customer with a big mouth, but even better than that is an upset customer with a real big mouth because that customer is upset, and then you kill them with the best customer service, ever in statistics have shown that they will then be your biggest advocate, telling everybody how amazing their customer service. Experience was they had this issue or problem that really upset them. But the customer service just blew them out of the water and now they're a customer for life. So then how would you describe your style very laidback as describe it, and definitely other people have described it as very, very laid back. I'm not going in high pressure. I'm more just sitting back asking a whole lot of questions instead of regurgitating in telling people so much information about what we do or the products or services that we offer I ask a lot of questions and get the customer to speak as much as humanly possible on a very laid back and relaxed about it. So that way, they're very comfortable in one to tell me all that information because the best thing that you can do is get all the information on the face of the earth out of that person. Because then they're inevitably going to be telling you, the problem of which your company, your organization is going to help them. Saw. Solve and I'm not completely back the entire time. But the entire beginning say, ninety percent of the conversation, very, very laid back until the very end when numbers are coming in, and then I'm a little more aggressive and go right into it. And what the number is assume the sale. Got it. So is there anything else kind of in that? It sounds like your process fairly transactional. Right. This is essentially a one call close type of environment. You're having this conversation, you're talking through the issues. You're presenting a solution, and then trying to wrap up the deal at, at that point, is there anything else that you're doing to sort of conclude that transaction yet, and it's sometimes a lot of times it is one time, but not all the time because a lot of these folks, especially in this industry in the tech support industry have had a lot of bad experiences. So some of those times they could be, you know, more of a process get them in on but still at one time close get them in on something small. And then a weaker a month later get them on something larger, but at the end of the day, it's really just all about building the repore, and actually that will bring me back to one sales philosophy is you really want to sell yourself. Then you sell the company and then you sell the product because if they love you, they're gonna love the organization that you work for. And then whatever product or service, you offer them. They're just gonna jump at. So how are you selling yourself? Then so circles back through the the building. The report with the customer in terms of Mirroring them having them, very comfortable with you just kind of being on the same page with them. I definitely one hundred percent. Subscribe to the bad philosophy of Mirroring your customers. So, you know there you just watch them for their speech patterns how quickly they speak how slowly, they speak the, the mannerisms. They have the pauses. Going between them listening to their problems, offering a solution that we're gonna fix it together and get them where they need to be rather than me, talking up my company nonstop entirely. It's more of just focusing on their problem and how we're going to solve that for them. Awesome. So this section, I'm always intrigued by what comes out of these questions. And I like to ask, if there's something that you believe that the average sales professional would think is crazy. So I've thought about that in the in the past, and feel like one of the biggest things is again, gonna come back to sort of what we were talking about with that beginners mindset. Because to me, you could start sky. You could start day one in our profession. And I know nothing about you. I don't know your history what you've done before, but I will still pay attention. To what you do day one. Because what if you say something that I think is real smart and can be used? And I've seen a lot of other sales reps completely brush off, that, that brand new guy that comes in, and they don't really pay attention to them more just kind of push him out of the way and ignore him and do their own thing. But to me, again, I feel like I could learn something from absolutely anybody around me love it. Love it. What about the flip side is there something that the average sales, professional thinks that you think is crazy? Yeah. Always be closing here that still a lot from so many different salesman. And you know it's understandable last week is because it's been around for so so long. And to me, I still I still think it's crazy because at the end of the day I could sell a thousand two thousand three thousand customers in a given. Yeah. Year. But if I have to do that, all over again, now we're starting to run out of people that we're going to be selling real easily, and the different areas that we're going to be reaching out to, but instead of just closing in getting that deal in that sale, if I'm opening up a door where that person's gonna come back to me. Ask for me in particular to give them a new product or service or renew their services now or get a referral from them for a friend or family member. Having those just Collins where I'm doing no work. They just call in say here's my here's my credit card. Sign me up. Give me this new service. I want this just gonna make your life so much easier. Yeah. Amen. What is been the most important decisions you've made or lessons you had to learn to get where you are today? So again, I'd go with the most important decision decision than I have ever made in my entire life would be getting sober to stop drinking. Stop going out and partying the way that I used to stop having that liquid courage at work and just putting all of that behind me for the last few years has been the most important decision of my entire life, because it has made my entire life, turn around three sixty and become absolutely amazing in a definitely, from that as also been some of the biggest lessons that I had to learn throughout the years was specifically because of that nice. Well, we're we're getting into the advice giving section here anyway. So what if there's somebody? Listening to this MBA are struggling with alcohol, or they're struggling with another substance. What would you tell them, what advice, would you give them to help them get that turned around, if it's something that they want to pursue? So it's always that's always a touchy subject in terms of actually giving the vice because a lot of times they're going to have to want it for themselves. But at the end of the day, you know struggling really badly from it. What's it gonna hurt you to give it a try to not be putting that into your body every single day in just try something new? Because if you're going to keep doing the same things over and over, you gotta expect the, the same results. But at the end of the day, if you try something new, how's it going to hurt, because if you hate it, guess what you can go start drinking again? He go. So what advice, would you give to somebody? It's just getting started in their sales career today. The two biggest pieces of advice that I'd give any new salesman today. And I give. You know, the new guys that are coming in the door can our circling back to things that we talked about earlier, I would be stop worrying so much if it's a brand new sales guy is just sit back. Relax, take it easy with the nerves. I know it's really nervous and uncomfortable to get into sales. But again, so many of these people that you talk to, especially the ones that you're worried about saying, no or fee to go away, or they don't want to buy from you, chances are ninety nine percent of them. You're never going to see again. So it doesn't really matter. And then the ones that you do. So hopefully you do see them again. And then the second significant piece of advice that I could not say enough could not say so strongly or any stronger would be always have that beginners mindset, never think that, you know, everything always be open to learning. Self-improvement is the biggest. Thing these days pick up a book. I think is it seventy percent of the average college student never pick up again a book after college. And then your average CEO reads sixty books a year. So you've kinda got just look at those numbers and think maybe I should be working on self-improvement and reading a little bit more and trying to take in new information as much as possible, because especially in the sales industry seen it throughout the years. It is always changing, especially with this information technology day and age and you're gonna have to change with it. Yeah. That's that's awesome. And I, I will selfishly pile on that, but, but in a way, that's, that's absolutely meant to serve those listening. You gotta surround yourself with, with people that are doing miss that are on that same type of track just like we were talking about earlier. Right. You wanna get sober. Probably not gonna help you to hang out without Colic's. You wanna be great at sales hang out with people that are great at sales and. That's really what we're doing the sales success summit all talk to Ian here after we wrap up about coming out and joining us that'll be here in Austin October fourteenth in fifteenth. In all the details are at top one summit dot com. Again, if questions about that. You're always welcome to Email me. I love hearing from you guys Scott at top one dot FM in what about somebody that is further into their career. Right. So they've got the basics they've they've gotten over the, the initial hard parts of sales. Maybe they're doing okay. Right. Maybe they're, they're, they're making quota but they wanna like, really raise their game and get to that, next level would advice do you have for them. So it's gonna be hard for me to give any new type advice for that either is really because that's, that's the biggest one that I've ever seen in any industry. Is that that old salesman that's been in the position for a long time? He's always been throughout history of his position that five ten fifteen twenty years has been the best. But here's the best. What he did five ten fifteen twenty years ago, but has not changed throughout the years. So he's implementing the same sale strategies in the way that he talks to customers still today, and that can be where some of those numbers drop off. So you always wanna be developing in honing your craft and doing the new things that are needed this day in age, and you're always going to be wanting to learn all of those new things. And again, it's going to be kinda dropping that ego 'cause, you know, used to be the best you aren't now it doesn't matter. No one's going to judge you just because you used to be the best and you're not now. And now you wanna learn from the newer, guys. So it's just kind of always the humble yourself up and try some of the new things get some of the advice from the guys that have not been around as long as you maybe they're succeeding a little better than you are today, because they're trying things that you, you haven't tried before awesome awesome, awesome. What would you wanna know about the top sellers in other organizations that are performing at your same level? But they're doing it for somebody else. It would be really, really impossible for me to even put down a singular thing of what I would like to know from those individuals. More of love to be in the same room with ten of these top performers just a pick their brain in terms of hearing from them, what they do differently what they sell the products or services, what their sales processes, it'd pretty impossible for me to really just state any given thing. I would just wanna have conversation with these guys awesome. Well, we, we do call that the sales success summit in its two days long. So we'll get you hooked up with that great. This has been fantastic. I, I love so many of the places that we've gone some places that we certainly haven't gone on this show before. So I think there's a lot of unique value in this, and I always. Liked to wrap it up the best we can and make it actionable. Right. So folks have been listening to this for nearly an hour and a half. That's a great time investment. Thank you for being here. Thank you for listening in investing in yourself in having that beginner's mind in, what would you suggest that they now do what challenge would you give them to take on over the course of the next week or the next two weeks to improve themselves improve their results? So I have a few things I would say definitely all of your, the things that you're working for you're working towards your goals that you have, I would get a pen, paper, get on your computer and I put them down set up your goals that you're looking to get to financially your physical goals, whatever they are. Have it mapped out for yourself? How you're going to get them because you don't want to say, hey, in the next five years, I wanna make a million dollars instead. Why don't you break that down to what it is yearly? Monthly weekly daily hourly for you making more attainable goal because instead of saying, I wanna make a million dollars in five years. Go, okay. This is how much money I need to make every day. So this is how much money I need to make every single hour want to buy this house, this car, whatever it is in this time period have that lined up with your goals as well. Kind of the second biggest thing that I would say to challenge yourself is to go ahead and download audible or whatever it is that you want to kind of get some of this information end so you can learn some of the new things. And my biggest challenge would be one or two go into your office tomorrow, sometime this week sit down with three guys. Find a time and just pick their brains or pay attention more to the other people in your organization, that are successful or maybe even not as successful as you, but they're good at. One particular thing, and just pay attention to what it is. Try implementing it into your sales process because if you can get one percent better, every single day hundred as from L, you're twice as good period and say the other big thing is if you want any advice or sale strategies at all you can go to our self made dash coaching dot com website and sign up for a thirty minute coaching session. Awesome talk about that. A little bit more. We haven't we haven't dug into that I know that's kind of a new thing that you Andrew have been working on what, what is the self made coaching thing. You guys are doing. So Andrew as a business, owner of about four different successful businesses. He got a sales coach and he's been doing the Lassisi coaching for quite some time now over the years, and he developed and wanted to turn it into something more instead of just financial coaching. He wanted to make it into actual business. Coaching sales coaching financial advising and rapid on one and the person that came to mind right away was me. He wanted to bring me into work on the company with him, and then very quickly decided he wanted to make me a partner and the business really under the self made coaching has been around now for about a month and a half and it's been grown a lot quicker than we actually intimidated. So it's been great there and any individual who, whether it's business owner entrepreneur sales sales, professional themselves can get a lot out of it just from, you know, with the sales professionals, talking's may maybe getting some advice on the different things that they could try different strategies how to get a little more comfortable with the customers. The new things they can try implement into their system or the right words to us at the right times or how to get over certain things. That customers throw at you the proper rebuttals for them. But then the biggest one is for the business owners and entrepreneurs is the mastermind groups that we run that really allow and work with those business owners to set the appropriate goals that they need to hit every day. Week two weeks month as well as kinda getting him in the right process to do it, and keeping them accountable. So they are continuing to hit them. So what those you can find the self made dash coaching dot com. Like I said sign up for a thirty minute business coaching or sales coaching. And also on Facebook, our business, coaching mastermind Rupe fantastic. Awesome. Mrs been incredible. Thanks for taking the time and sharing your story with us. Absolutely scott. Thank you so much for having me on the podcast. It's been great. Listening to the sales success stories podcast to be sure you never miss an episode and for an invitation to our sales success community, powered by fluid if subscribe to our newsletter at top one dot FM.