UDSKRIFT 🔗
WEBVTT
1
00:00:01.120 --> 00:00:03.839
Hey, they're friends and fans. Welcome to this week's episode.
2
00:00:03.919 --> 00:00:06.480
This is the Mister Revenue Show, where we talk all
3
00:00:06.519 --> 00:00:08.960
things sales and marketing to hopefully give you some tips
4
00:00:09.439 --> 00:00:12.839
that'll make you more successful in your sales life. All right,
5
00:00:12.880 --> 00:00:15.759
let's kick things off with our quick sales tip of
6
00:00:15.880 --> 00:00:19.199
the week. Friends. One of the areas of strategy that
7
00:00:19.239 --> 00:00:22.760
I focus on with my teams a lot is email sequencing.
8
00:00:22.760 --> 00:00:26.239
And we've talked about email strategies here on the show before,
9
00:00:26.719 --> 00:00:31.239
but not specifically about sequences. So there's tools out there
10
00:00:31.280 --> 00:00:35.200
to create these sequences, some of your CRM tools. I
11
00:00:35.240 --> 00:00:39.359
have sequencing marketing built into the CRM tool. But let's
12
00:00:39.399 --> 00:00:41.159
kind of just back up briefly, not spend a lot
13
00:00:41.200 --> 00:00:43.560
of time on it, but backup briefly. What is the
14
00:00:43.600 --> 00:00:46.439
reason for an email sequence and what is it? So
15
00:00:46.560 --> 00:00:50.320
an email sequence in my life is typically six emails,
16
00:00:50.320 --> 00:00:53.320
a total of six emails, and then what I typically
17
00:00:53.399 --> 00:00:58.920
do is I send those emails every three business days. Now. Typically,
18
00:00:59.039 --> 00:01:02.840
typically I'm using sequences on new customers. I'm trying to
19
00:01:02.960 --> 00:01:06.799
set meetings with people. But then sometimes I use sequences
20
00:01:06.840 --> 00:01:10.359
to warm people up when I start getting into renewal
21
00:01:10.599 --> 00:01:13.879
season as well. Now, what you do is you use
22
00:01:13.920 --> 00:01:16.680
a tool, whether it's in your CRM, you use a
23
00:01:16.719 --> 00:01:19.760
tool like mail Suite, or you might use a tool
24
00:01:19.799 --> 00:01:24.280
like MIXMAS. I like also like the tool Apollo AI.
25
00:01:24.799 --> 00:01:26.519
And what you can do then is you can set
26
00:01:26.599 --> 00:01:30.200
up those six emails, pre build them in advance, and
27
00:01:30.239 --> 00:01:32.519
then you can set them up that the system will
28
00:01:32.560 --> 00:01:37.560
automatically deliver those emails every three business days. Now why
29
00:01:37.599 --> 00:01:40.719
every three business days, Well, there's five business days in
30
00:01:40.760 --> 00:01:43.799
a week. If you use every three business days as
31
00:01:43.840 --> 00:01:47.040
a general rule, then you're typically not going to be
32
00:01:47.079 --> 00:01:50.599
sending an email on the exact same day of the
33
00:01:50.640 --> 00:01:54.799
week until about four weeks have gone through the process.
34
00:01:55.200 --> 00:01:57.359
So after your fourth or fifth email, that's when you're
35
00:01:57.359 --> 00:01:59.920
finally getting back on the same day. I just like
36
00:02:00.120 --> 00:02:02.840
the three on five a little bit of deliverability there.
37
00:02:03.000 --> 00:02:05.000
But then also I'm real big on the power of three.
38
00:02:05.079 --> 00:02:08.960
As you know, three words in my subject line, three sentences, Max,
39
00:02:09.280 --> 00:02:11.560
I'm going to follow up every three business days. I
40
00:02:11.599 --> 00:02:14.879
send my sequence every three business days. I give three
41
00:02:14.919 --> 00:02:18.639
pricing options. I'm the oldest of three kids, father son,
42
00:02:18.719 --> 00:02:20.400
holy ghost. I mean, we could go on and on
43
00:02:20.520 --> 00:02:24.039
about the power of three. Through little Pigs, through Musketeers,
44
00:02:24.120 --> 00:02:26.479
three blind mice, Gouldilocks, and the three Bears. I mean,
45
00:02:26.680 --> 00:02:30.159
the power three is real, right, So that's why I
46
00:02:30.280 --> 00:02:33.639
tend to use it that way. Now, whatever sequencing tool
47
00:02:33.719 --> 00:02:36.639
you're actually using is completely up to you, but just
48
00:02:36.719 --> 00:02:40.560
recognize that you want to use a tool that allows
49
00:02:40.599 --> 00:02:44.000
you to add a certain level of relevance or customization
50
00:02:44.159 --> 00:02:47.400
to the emails. Now, what I don't like this is
51
00:02:47.439 --> 00:02:50.759
just me. What I don't like is when AI writes
52
00:02:50.840 --> 00:02:55.080
the emails because a lot of times they'll get facts, figures, relationship,
53
00:02:55.120 --> 00:02:58.360
they'll get that stuff wrong. Like for example, I received
54
00:02:58.439 --> 00:03:02.599
mail three email three of a sequence from someone selling software,
55
00:03:03.080 --> 00:03:06.599
and it made references to Augusta, Georgia, where I reside.
56
00:03:06.960 --> 00:03:09.360
It made references to some restaurants that were actually not
57
00:03:09.479 --> 00:03:12.120
very good. It just made a lot of references that
58
00:03:12.479 --> 00:03:15.000
you could tell that it was written by AI. I
59
00:03:15.120 --> 00:03:16.759
like to keep it a little bit simpler than that,
60
00:03:17.159 --> 00:03:19.000
and I find that if the email is direct to
61
00:03:19.039 --> 00:03:21.039
the point, but I can put in a company name,
62
00:03:21.439 --> 00:03:23.520
I want to make sure I personalize it. But more
63
00:03:23.560 --> 00:03:26.719
than anything, I don't want it to look like a letter.
64
00:03:27.280 --> 00:03:29.840
So emails and sequences that work well. Are not like
65
00:03:29.960 --> 00:03:33.080
dear Ryan, Comma enter enter. How are you question mark
66
00:03:33.199 --> 00:03:36.199
enter enter? You know it looks like a letter. Instead,
67
00:03:36.240 --> 00:03:39.439
I want the conversation to appear to be a little
68
00:03:39.479 --> 00:03:43.759
bit more casual. So think about email sequencing. Some people
69
00:03:43.800 --> 00:03:47.400
call it drip marketing. Think
Load full transcript
about how your tool sets work.
70
00:03:47.759 --> 00:03:51.439
But just don't forget if you like to do email sequences, friends,
71
00:03:51.680 --> 00:03:54.560
if you're doing it correctly, you can't just start emailing
72
00:03:54.599 --> 00:03:57.520
seven hundred people a day. I mean you can. It's
73
00:03:57.560 --> 00:03:59.840
not smart to do that because you're really going to
74
00:03:59.879 --> 00:04:01.840
be seen as a spammer and you're gonna get yourself
75
00:04:01.840 --> 00:04:04.159
in some trouble. So you do want to choose a
76
00:04:04.240 --> 00:04:07.759
tool set that will help you warm up your emails
77
00:04:08.120 --> 00:04:10.479
so that you're not just boom sending out seven hundred
78
00:04:10.680 --> 00:04:13.080
and then you become a spammer. You get blocked, your
79
00:04:13.080 --> 00:04:17.079
deliver libilities terrible and things like that. So the main
80
00:04:17.160 --> 00:04:22.560
sequencing tools that I use, either through my CRM, Mixmax, Apollo,
81
00:04:23.720 --> 00:04:26.560
and mail Suite are the three main ones that I use.
82
00:04:26.600 --> 00:04:27.920
And by the way, all three of you should be
83
00:04:27.959 --> 00:04:32.199
sponsors of the program. So friends, use email sequences. I
84
00:04:32.199 --> 00:04:35.639
wouldn't do everything through an email sequence. But use email
85
00:04:35.720 --> 00:04:38.839
sequences effectively, friends, and you'll find that you're going to
86
00:04:38.879 --> 00:04:43.120
get further faster when it comes to booking sales meetings.
87
00:04:43.839 --> 00:04:46.199
All right, hope that helps. Now it's time for your
88
00:04:46.319 --> 00:04:50.279
prospecting tip of the week. Well, friends, I guess we
89
00:04:50.360 --> 00:04:52.439
just talked about prospecting, didn't we. But let me give
90
00:04:52.480 --> 00:04:57.399
you another tip. If you're not using delayed delivery at
91
00:04:57.519 --> 00:05:01.279
least twenty times a day, I would be suggesting to
92
00:05:01.360 --> 00:05:04.040
you that you're prospecting or emailing at times that are
93
00:05:04.040 --> 00:05:07.720
good for you and not necessarily good for your customer.
94
00:05:08.240 --> 00:05:10.160
Now I've mentioned this before to folks, and a lot
95
00:05:10.160 --> 00:05:12.360
of times people give me a little challenge. That's fine.
96
00:05:12.399 --> 00:05:15.879
I don't mind being challenged at all. Just remember, if
97
00:05:15.920 --> 00:05:18.360
you're gonna do a test, make sure you do a
98
00:05:18.439 --> 00:05:21.000
complete test. What do I mean by that? If you're
99
00:05:21.040 --> 00:05:22.920
going to try a new subject line, if you're gonna
100
00:05:22.920 --> 00:05:26.279
try sending emails at a certain time of day, make
101
00:05:26.319 --> 00:05:30.120
sure you do a good quality test like thirty forty emails.
102
00:05:30.399 --> 00:05:33.040
Don't send out four emails five emails and say oh,
103
00:05:33.279 --> 00:05:35.399
or don't it didn't work. Okay, that's
not a very
104
00:05:35.439 --> 00:05:38.439
big test. Make sure when you're testing things, you actually
105
00:05:38.439 --> 00:05:42.079
do thoroughly test it, because friends, I would tell you
106
00:05:42.120 --> 00:05:45.160
that all too often people try a couple of times,
107
00:05:45.399 --> 00:05:47.240
they don't get the result that they want, and they're like, oh,
108
00:05:47.319 --> 00:05:49.399
I'm scared, I don't know that I want to keep
109
00:05:49.439 --> 00:05:53.519
doing this. Be proud of yourself, Be confident in yourself.
110
00:05:53.839 --> 00:05:57.399
Give yourself a good test and a good try. Just remember, friends,
111
00:05:57.680 --> 00:06:02.079
if you're not using delayed delivery yourself and later, probably
112
00:06:02.439 --> 00:06:05.360
like twenty times a day, probably you're sending emails at
113
00:06:05.399 --> 00:06:08.000
times that are good for you and not necessarily for
114
00:06:08.040 --> 00:06:11.040
your customers. So just make sure that you think about
115
00:06:11.040 --> 00:06:16.079
that as a part of your sales strategy. All right, friends,
116
00:06:16.160 --> 00:06:21.160
Up next, here comes your sales tech tip of the week. Now, friends,
117
00:06:21.160 --> 00:06:23.560
here's something we haven't talked about. As you know, I'm
118
00:06:23.600 --> 00:06:27.240
a big lover of AI, use chat, GPT all the time,
119
00:06:27.399 --> 00:06:30.319
claude all the time. But one of the reasons that
120
00:06:30.360 --> 00:06:32.800
I get such good results, not one of the reasons,
121
00:06:32.839 --> 00:06:34.879
but one of the many reasons I get such good
122
00:06:34.959 --> 00:06:37.519
results from chat, GPT and the other tools that I
123
00:06:37.639 --> 00:06:41.160
use is because I've trained it and I've given it rules.
124
00:06:41.639 --> 00:06:43.879
Now let's just say that you use chat GPT on
125
00:06:43.920 --> 00:06:47.279
a regular basis and you're doing research and things like that,
126
00:06:47.519 --> 00:06:50.040
and what you find is that it's not giving you
127
00:06:50.120 --> 00:06:53.199
exactly what you kind of want. Well, that's because you're
128
00:06:53.279 --> 00:06:55.800
letting it do it the way it wants to do it. Now,
129
00:06:55.839 --> 00:06:57.759
one of the cool things about AI is that you
130
00:06:57.800 --> 00:07:00.680
can train it. So what I've done is I've written
131
00:07:00.920 --> 00:07:04.480
in a word document my rules that I want AI
132
00:07:04.600 --> 00:07:07.079
to follow. Let me give you a couple of examples.
133
00:07:07.600 --> 00:07:10.079
If it can't find an email, I don't want it
134
00:07:10.160 --> 00:07:13.160
to make that email up. So I tell it, if
135
00:07:13.199 --> 00:07:16.279
you can't find an email, tell me what you think
136
00:07:16.319 --> 00:07:19.759
it is, and then put not verified to the right
137
00:07:20.560 --> 00:07:23.680
right next to it. Put not verified. That way I'll
138
00:07:23.720 --> 00:07:26.279
know that it's not hallucinating. You just couldn't find the
139
00:07:26.360 --> 00:07:30.439
right information. Another rule is I like all the files
140
00:07:30.480 --> 00:07:32.639
that I'm going to be pushing out of chat GPT.
141
00:07:33.079 --> 00:07:36.240
I like them to be CSV files Comma separated files
142
00:07:36.439 --> 00:07:39.279
rather than Excel files. And the reason is because I mean,
143
00:07:39.319 --> 00:07:41.199
I can go into Excel and convert it. It's not
144
00:07:41.199 --> 00:07:44.399
a big deal, but I like CSVS because of the formatting,
145
00:07:44.480 --> 00:07:46.560
and then I can use it in other tools and
146
00:07:46.720 --> 00:07:50.319
at least it's a little bit easier as a CSV file.
147
00:07:50.839 --> 00:07:52.480
The other thing that I put in my rules is
148
00:07:52.600 --> 00:07:54.399
I don't ever want it to give me more than
149
00:07:54.439 --> 00:07:57.759
about ten results, because it's just going to think too long.
150
00:07:58.240 --> 00:08:01.160
So everything that you kind of want from AI, what
151
00:08:01.199 --> 00:08:03.000
you want to be thinking about, is okay, what are
152
00:08:03.000 --> 00:08:07.120
my rules? Now here's a huge mistake. Don't say to
153
00:08:07.240 --> 00:08:09.959
chat GPT, hey I need to create some rules for you.
154
00:08:10.040 --> 00:08:13.600
What rules should I create? I mean, that's silly. That's
155
00:08:13.600 --> 00:08:15.560
like going to your kid and saying, what time do
156
00:08:15.639 --> 00:08:18.360
you want your bedtime to be? I want it to
157
00:08:18.399 --> 00:08:21.839
be midnight? Dad? Okay, good luck with that one. So
158
00:08:22.000 --> 00:08:25.959
recognize the rules that you create are going to guide
159
00:08:26.040 --> 00:08:29.279
the chatbot or the bot further, the AI model further,
160
00:08:29.720 --> 00:08:30.920
And then you want to make sure you tell it
161
00:08:30.959 --> 00:08:35.679
to remember the rules. Now, you might have rules for prospecting, great.
162
00:08:36.000 --> 00:08:38.919
You might have rules for how you want graphics created. Great.
163
00:08:39.240 --> 00:08:41.879
So get those rules going, make sure you know what
164
00:08:41.919 --> 00:08:43.960
they are, where they are, put them in a word file,
165
00:08:44.039 --> 00:08:46.960
copy and paste them, tell chat GPT or whatever you're
166
00:08:47.039 --> 00:08:50.360
using to remember it. But an AI tool without any
167
00:08:50.440 --> 00:08:53.759
rules is normally not going to give you as good
168
00:08:53.879 --> 00:08:57.600
of results as when you're clearly defined what you want
169
00:08:57.679 --> 00:09:01.120
back from it. Now, some people have kind of challenged
170
00:09:01.159 --> 00:09:03.039
me on this, Well, what are the rules you give
171
00:09:03.159 --> 00:09:05.679
restrict it and then it can't do what it does best.
172
00:09:06.120 --> 00:09:09.200
I haven't found that necessarily to be the case. So, friends,
173
00:09:09.279 --> 00:09:12.279
create rules for AI, and you're almost always going to
174
00:09:12.320 --> 00:09:15.480
get more done in the way that you actually want
175
00:09:15.559 --> 00:09:19.879
it done. All right, up next, here comes your retention
176
00:09:20.960 --> 00:09:23.879
idea of the week. Friends. One of the things that
177
00:09:23.919 --> 00:09:25.559
I pump out is I try to pump out a
178
00:09:25.600 --> 00:09:29.960
monthly E newsletter for my clients. Now, my clients are
179
00:09:29.960 --> 00:09:32.399
gonna watch this and go, oh, you don't personally write
180
00:09:32.399 --> 00:09:35.480
all that stuff. I've built a project inside chat, GPT
181
00:09:36.039 --> 00:09:39.080
and inside of Claude for this duty. And so what
182
00:09:39.120 --> 00:09:41.320
I'm looking for it to do is I look each
183
00:09:41.399 --> 00:09:44.320
month for it to find three or four marketing tips,
184
00:09:45.000 --> 00:09:49.240
depending on the industry that I'm serving. I look for facts, figures,
185
00:09:49.480 --> 00:09:53.159
stats and things like that. So specifically inside of Claude,
186
00:09:53.159 --> 00:09:55.600
because it's real good with design and kind of writing.
187
00:09:56.039 --> 00:09:59.080
I've created a skill inside of Claude and it's called
188
00:09:59.120 --> 00:10:02.279
my Monthly E NEUWS. Using the advice that I just
189
00:10:02.360 --> 00:10:05.279
gave you, during the sales tech tip. What I also
190
00:10:05.320 --> 00:10:07.960
do is create rules so it knows exactly what I'm
191
00:10:08.000 --> 00:10:11.559
looking for each month. Now, I don't want to ruin
192
00:10:11.600 --> 00:10:14.200
it for everybody or spoil it or jinx it or whatever.
193
00:10:14.759 --> 00:10:17.679
But when I run that project every month, and I've
194
00:10:17.720 --> 00:10:19.039
got it set up to run in the first of
195
00:10:19.080 --> 00:10:22.039
the month, I don't usually have to do anything. It
196
00:10:22.120 --> 00:10:25.720
usually is formatted correctly, it's in HTML. I drag it
197
00:10:25.759 --> 00:10:28.440
across over to my CRM and able to launch it
198
00:10:28.440 --> 00:10:31.559
from there. I don't actually create much of anything now.
199
00:10:31.559 --> 00:10:33.879
I read it, but I try to keep it pretty short.
200
00:10:33.919 --> 00:10:35.600
But I read it to make sure it's accurate and
201
00:10:35.639 --> 00:10:38.080
it makes sense. I want to click on the sources
202
00:10:38.159 --> 00:10:40.919
make sure the sources work. But quite honestly, I mean
203
00:10:41.000 --> 00:10:43.559
Claude is doing all of the work in the background
204
00:10:43.919 --> 00:10:46.639
for me. So why is it a retention idea? It's
205
00:10:46.679 --> 00:10:49.240
just another touch point to stay in front of your
206
00:10:49.279 --> 00:10:54.080
customers on a regular basis and position yourself as being
207
00:10:54.200 --> 00:10:57.639
a person of authority. I position myself as being a
208
00:10:57.679 --> 00:11:01.159
thought leader, and it seems to have worked out. I've
209
00:11:01.159 --> 00:11:02.879
got a lot to share and I think that you
210
00:11:02.960 --> 00:11:08.279
can do the exact same thing for your industry as well.
211
00:11:08.320 --> 00:11:10.360
All Right, now, my favorite time of the show is
212
00:11:10.399 --> 00:11:13.519
i'men we get to answer your listener questions sent in
213
00:11:13.600 --> 00:11:17.000
to ryanat or Ryandorn dot com. If you don't get
214
00:11:17.000 --> 00:11:19.320
a reply from his friends we didn't receive it, We'll
215
00:11:19.320 --> 00:11:21.360
always give you a reply. I take a lot of
216
00:11:21.360 --> 00:11:24.159
pride in that. So all right, here comes the question. Then,
217
00:11:24.480 --> 00:11:28.600
Barb from Florida. Hey, Barb down in Florida. She asks Ryan,
218
00:11:28.639 --> 00:11:32.799
how many questions do you actually ask on a sales call.
219
00:11:33.240 --> 00:11:35.080
I'm being told that I need to ask six or
220
00:11:35.120 --> 00:11:38.200
eight questions. I'm not asking enough questions? How many do
221
00:11:38.240 --> 00:11:42.120
you ask on any call? So, Barb from Florida, I
222
00:11:42.120 --> 00:11:44.159
think the answer is not going to be exactly what
223
00:11:44.200 --> 00:11:48.200
you're looking for, because the answer is it depends. Now.
224
00:11:48.240 --> 00:11:50.600
I just did a video which I'd love for you
225
00:11:50.639 --> 00:11:54.080
to check out, Barbara if you didn't, that's entitled stop
226
00:11:54.200 --> 00:11:56.879
asking what's your budget? Okay, So that's one of the
227
00:11:56.960 --> 00:11:59.440
questions I don't ask, and that video really will explain
228
00:11:59.480 --> 00:12:02.320
why real briefly for those that missed it. I don't
229
00:12:02.320 --> 00:12:06.080
ask people what their budget is because if they're unrealistic,
230
00:12:07.000 --> 00:12:09.039
then everything I say after that point is going to
231
00:12:09.080 --> 00:12:11.960
sound expensive, right, So I've got another way to handle that.
232
00:12:12.000 --> 00:12:14.360
So go check out that video for that, Barb. But
233
00:12:14.759 --> 00:12:18.919
it really does depend. I don't ask questions just to
234
00:12:18.960 --> 00:12:22.159
create a conversation. I used to, and that was very
235
00:12:22.200 --> 00:12:24.600
good sales advice back in the day. But now I've
236
00:12:24.639 --> 00:12:27.360
got so much to talk about. I really don't need
237
00:12:27.799 --> 00:12:30.279
to ask questions that I already know the answer to.
238
00:12:30.399 --> 00:12:32.440
That's how we used to be taught. Never ask a
239
00:12:32.519 --> 00:12:35.039
question like a lawyer, Never ask a question that you
240
00:12:35.080 --> 00:12:37.840
don't know the answer to, right, And I find now that,
241
00:12:37.919 --> 00:12:40.000
for the most part, it's a waste of time. The
242
00:12:40.080 --> 00:12:43.720
other thing is, remember younger buyers, they don't like this
243
00:12:43.759 --> 00:12:48.360
whole inquisition thing, like asking a thousand questions, especially if
244
00:12:48.399 --> 00:12:51.360
the questions that you ask can be found online, if
245
00:12:51.360 --> 00:12:54.840
those answers can be found online. Now, Barb, I imagine
246
00:12:54.879 --> 00:12:56.639
the reason your boss is saying you need to ask
247
00:12:56.720 --> 00:13:00.320
more questions is potentially because you're not closing a high
248
00:13:00.360 --> 00:13:04.360
enough rate or something like that, or the supervisor of
249
00:13:04.399 --> 00:13:07.360
yours is telling you that because they're listening or watching
250
00:13:07.440 --> 00:13:10.240
your sales calls and you're not digging deep enough with
251
00:13:10.279 --> 00:13:14.000
the customer. So I ask questions. If I need to
252
00:13:14.039 --> 00:13:18.159
ask questions, I don't ask questions, Barb, just to get
253
00:13:18.159 --> 00:13:21.799
the conversation going. And when I do ask questions, I
254
00:13:21.840 --> 00:13:26.039
try to make them super relevant to that moment in time.
255
00:13:26.559 --> 00:13:28.679
Some of the questions that I love to ask. When
256
00:13:28.759 --> 00:13:31.440
you granted me this meeting, I'm sure it wasn't out
257
00:13:31.440 --> 00:13:34.879
of pure curiosity. I'm sure you've had some specific questions
258
00:13:34.960 --> 00:13:37.840
or problems that you'd like to pose to me. So
259
00:13:37.960 --> 00:13:40.639
let's start there. How can I be of the most
260
00:13:40.639 --> 00:13:45.080
help to you today? Right? And that's a great conversation starter,
261
00:13:45.360 --> 00:13:47.919
and it will really identify the things that they're trying
262
00:13:47.919 --> 00:13:51.360
to try to ask. So, Barb, I would ask my supervisor.
263
00:13:51.399 --> 00:13:52.720
I would say, hey, why do you want me to
264
00:13:52.759 --> 00:13:55.440
ask this many questions? That I would say, what questions
265
00:13:55.519 --> 00:13:58.480
might you suggest that I ask? Review the questions that
266
00:13:58.519 --> 00:14:01.240
you do ask, and make sure that the best they
267
00:14:01.320 --> 00:14:03.879
are the best questions out there. So, Barbo, I really
268
00:14:03.879 --> 00:14:07.200
can't say always ask ten questions, always ask eight questions.
269
00:14:07.879 --> 00:14:12.279
It just really does depend upon the circumstance and the situation.
270
00:14:14.399 --> 00:14:16.279
All right, last section of the show, one of my
271
00:14:16.279 --> 00:14:19.480
favorites also is called brain works, and here comes your
272
00:14:19.480 --> 00:14:23.679
brain work tip of the week. How many breaks do
273
00:14:23.759 --> 00:14:26.240
you take a day? I mean, is it a lot?
274
00:14:26.399 --> 00:14:28.200
Maybe it is a lot. If you work remote, maybe
275
00:14:28.240 --> 00:14:30.200
you need to get back to work. But if you're
276
00:14:30.279 --> 00:14:32.480
like me, once these lights come on, once I sit
277
00:14:32.519 --> 00:14:34.799
in front of the keyboard, once the email starts flowing,
278
00:14:35.279 --> 00:14:38.120
I don't get up enough. I don't take enough breaks,
279
00:14:38.399 --> 00:14:41.120
and actually was causing me physical harm. I was having
280
00:14:41.120 --> 00:14:44.000
to go to the chiropractor more frequently. My hips were
281
00:14:44.080 --> 00:14:47.399
locking up, kind of all kinds of problems. Now you've
282
00:14:47.440 --> 00:14:51.120
heard me talk about the Pomadoro technique before. That's where
283
00:14:51.159 --> 00:14:54.279
you work on a task for twenty five minutes and
284
00:14:54.279 --> 00:14:56.320
then you take a five minute break. You come off
285
00:14:56.360 --> 00:14:59.879
of task. If you follow that, you know that philosophy good.
286
00:15:00.240 --> 00:15:01.919
I do it all the time. One of the things
287
00:15:01.960 --> 00:15:04.519
you need to remember to do is get up, Like,
288
00:15:04.600 --> 00:15:07.159
don't just come off of task. Come off of task
289
00:15:07.399 --> 00:15:10.559
and get up, go do something. So one of the
290
00:15:10.600 --> 00:15:12.200
things is kind of kind of sound a little crazy,
291
00:15:12.559 --> 00:15:14.919
but a couple times of day I cleared a space
292
00:15:15.000 --> 00:15:17.279
here in my studio in front of my desk where
293
00:15:17.279 --> 00:15:19.559
I can actually lay on the floor and stretch out.
294
00:15:19.919 --> 00:15:22.159
I can stretch my back I can stretch my neck,
295
00:15:22.279 --> 00:15:24.639
I can lay and cross my legs and stretch my hips.
296
00:15:25.360 --> 00:15:28.720
I physically get up and block out time for an
297
00:15:28.759 --> 00:15:31.919
afternoon break where I go and take a walk. I've
298
00:15:31.919 --> 00:15:34.480
actually altered my schedule coming up here in the next
299
00:15:34.480 --> 00:15:38.039
few weeks because of travel. I've altered my schedule to
300
00:15:38.120 --> 00:15:40.480
make sure that I'm walking more than in the airport,
301
00:15:40.799 --> 00:15:43.279
and I'm looking at my steps and things like that.
302
00:15:43.720 --> 00:15:46.559
But friends, when you don't take breaks, you do cause
303
00:15:46.600 --> 00:15:50.440
your self physical harm. Your brain heats up, it doesn't
304
00:15:50.480 --> 00:15:53.639
have a chance to cool down. Now, I'm not a psychologist,
305
00:15:53.720 --> 00:15:56.759
I'm not a psychiatrist, and I'm not a neuroscientist or
306
00:15:56.799 --> 00:15:58.799
a neurosurgeon or anything like that. I'm just telling you
307
00:15:58.840 --> 00:16:02.879
my observation, my observation of the clients that I work
308
00:16:02.919 --> 00:16:07.039
with and myself. Those that schedule breaks and actually come
309
00:16:07.080 --> 00:16:10.480
off task and actually take breaks, those are the people
310
00:16:10.519 --> 00:16:13.759
that are still vibrant in the afternoon. Those that are
311
00:16:13.919 --> 00:16:17.159
just like literally just powering through and never taking a
312
00:16:17.200 -->
00:16:19.759
break by two or three o'clock in the afternoon, they
313
00:16:19.799 --> 00:16:23.320
are exhausted and are kind of worthless later on in
314
00:16:23.360 --> 00:16:27.600
the day. So, of course sleep matters. What you eat matters,
315
00:16:27.639 --> 00:16:29.360
Getting to the gym and working out, are taking a
316
00:16:29.399 --> 00:16:33.039
walk matter, all of those things, Meditating matters, All of
317
00:16:33.240 --> 00:16:36.279
those things matter. But from a brain perspective, I would
318
00:16:36.320 --> 00:16:39.919
just ask you this, do you understand what burnout really is?
319
00:16:40.679 --> 00:16:44.399
Burnout is a psychological phenomenon, if you will, not a
320
00:16:44.399 --> 00:16:48.799
fat phenomenon, but a psychological situation, if you will, where
321
00:16:48.840 --> 00:16:51.639
your brain gets so hot and so overwhelmed that it
322
00:16:51.759 --> 00:16:54.840
just says, Hey, Ryan, you're not gonna shut yourself down,
323
00:16:54.960 --> 00:16:57.440
So now I'm gonna shut you down. And that's when
324
00:16:57.440 --> 00:17:01.799
those breaks occur. You can prevent them big time, dramatically.
325
00:17:02.000 --> 00:17:03.679
If you've got a problem that you need to talk
326
00:17:03.679 --> 00:17:05.640
to a doctor about, make sure you do that. But
327
00:17:05.680 --> 00:17:07.599
I'm just telling you right now, one of the secrets
328
00:17:07.640 --> 00:17:10.839
really is taking a lot more breaks. Now. What's interesting,
329
00:17:11.000 --> 00:17:12.759
kind of funny about this is I used to work
330
00:17:12.799 --> 00:17:14.599
in an office where one of my good friends was
331
00:17:14.599 --> 00:17:16.759
a smoker, and so he would take a lot of
332
00:17:16.759 --> 00:17:18.680
breaks and he would say, Hey, Ryan, you want to
333
00:17:18.720 --> 00:17:20.599
come with me? Oh no, no, no, I'm good. I'm good.
334
00:17:20.599 --> 00:17:22.880
I'm good. I realized in the afternoons he was a
335
00:17:22.920 --> 00:17:25.079
lot happier. Maybe it's because he was smoking, I don't know,
336
00:17:25.200 --> 00:17:27.440
but in the afternoon he was a lot happier, and
337
00:17:27.519 --> 00:17:28.799
so I realized, you know, wanted me to do for
338
00:17:28.799 --> 00:17:30.240
a couple of weeks, I'm gonna take breaks and just
339
00:17:30.359 --> 00:17:32.920
visit with him, And so I did. I took breaks,
340
00:17:32.960 --> 00:17:35.480
I visited with him, and you know, obviously the smoke
341
00:17:35.559 --> 00:17:38.279
is blown that way or whatever, and I found myself
342
00:17:38.359 --> 00:17:40.759
being better off in the afternoon because I was giving
343
00:17:40.799 --> 00:17:43.559
my brain a little bit of a break. So, if
344
00:17:43.559 --> 00:17:46.119
you're like a clinical psychologist, I'm just a sales guy.
345
00:17:46.480 --> 00:17:49.599
A guy if you're a clinical psychologist or a neuroscientist
346
00:17:49.759 --> 00:17:52.400
or whatever, but give us some comments down below. I'm
347
00:17:52.440 --> 00:17:55.359
pretty sure that I'm pretty accurate that you do need
348
00:17:55.440 --> 00:17:57.440
to give your brain a break, because if you don't,
349
00:17:58.039 --> 00:18:01.000
your brain will give you the break that needs to
350
00:18:01.400 --> 00:18:06.160
be successful. Friends. You know, sales really isn't that complicated,
351
00:18:06.559 --> 00:18:09.319
but it is pretty tough these days. I've never been
352
00:18:09.359 --> 00:18:11.839
in an environment, well, I guess I've been in a few,
353
00:18:12.440 --> 00:18:14.519
you know, when it comes to like COVID and the
354
00:18:14.599 --> 00:18:17.519
Great Resignation and things like that. I've never sold in
355
00:18:17.559 --> 00:18:20.319
a time where I've had so much extra work I'm
356
00:18:20.359 --> 00:18:22.920
doing to sell these customers. So if you're feeling that way,
357
00:18:23.039 --> 00:18:26.519
you are not alone. Stay trained up out their friends.
358
00:18:26.640 --> 00:18:30.160
That's vividly important. And never forget if sales was easy,
359
00:18:30.240 --> 00:18:33.799
everybody be doing it and they're not. You're not crazy, friends,
360
00:18:34.119 --> 00:18:37.400
This is a great career. It'll feed your family for
361
00:18:37.559 --> 00:18:39.839
a lifetime. Hey, I'm out on the road a lot.
362
00:18:39.920 --> 00:18:42.480
Love to come to your sales meeting, your national sales meeting,
363
00:18:42.480 --> 00:18:45.519
and yet your team all pumped up. My coaching schedule
364
00:18:45.559 --> 00:18:47.000
is pretty full, but I got plenty of time to
365
00:18:47.000 --> 00:18:49.079
get out on the road and get to your sales meetings.
366
00:18:49.119 --> 00:18:51.079
I've got four of them coming up, and I'm super
367
00:18:51.119 --> 00:18:53.640
stoked to pump up your teams and really get you
368
00:18:53.759 --> 00:18:57.039
set on records for success here this fall. All right,
369
00:18:57.079 --> 00:18:58.640
God bless you get out there and sell something, make
370
00:18:58.680 --> 00:19:01.519
its all proud. We'll see you on the next episode,
371
00:19:01.680 --> 00:19:03.400
and be sure to go back and watch the one
372
00:19:03.440 --> 00:19:06.559
about what's not asking what's your budget? Why that's such
373
00:19:06.559 --> 00:19:08.799
a crazy question? Back up one video. You'll see that
374
00:19:08.839 --> 00:19:10.200
one as well. All right, take care of friends, and
375
00:19:10.240 --> 00:19:11.039
we'll see you next week.