WEBVTT
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It's one of the biggest mistakes we make as contractors and teachers and coaches and sales leaders and things like that.
00:00:06.400 --> 00:00:12.339
We focus so much on the achievement and the how, the what, the where and the when.
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And not the why.
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Why are we doing something?
00:00:15.755 --> 00:00:19.065
So, like when I first started, like I said, canvassing, door knocking.
00:00:19.585 --> 00:00:27.554
My whole thing was, I was focused on making a sale, and that sale meant a certain amount of dollars in commissions, approximately.
00:00:27.554 --> 00:00:30.524
They told us, like about a thousand bucks for each one that we would sell.
00:00:31.245 --> 00:00:41.715
And so what I did is I 000 bill on every door I knocked in my brain thinking that's what I was after is that 1, 000 and I kept getting a lot of pushback.
00:00:41.715 --> 00:00:43.365
I didn't really realize what the deal was.
00:00:43.365 --> 00:00:45.895
I knew my script very well.
00:00:45.895 --> 00:00:47.145
I had practiced it a lot.
00:00:47.145 --> 00:00:48.524
I could say it really good.
00:00:48.965 --> 00:00:54.384
Um, I had my own little spin on it, but I was still struggling through some of it here and there now.
00:00:54.384 --> 00:00:55.115
Don't get me wrong.
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I got my inspections.
00:00:56.734 --> 00:00:57.674
I got my appointments.
00:00:57.674 --> 00:01:01.145
I made a few sales, but there was also the really rough stuff in there.
00:01:01.195 --> 00:01:02.655
Get the hell off my property.
00:01:02.935 --> 00:01:04.694
The I'm not interested.
00:01:04.995 --> 00:01:14.784
The hey, you're the 50th guy to knock on my door and I had objection handling situations for each one of those, but it was still very much a barrier between me and the person.
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I'll never forget one day.
00:01:15.984 --> 00:01:20.594
I knocked on this guy's door and he opens the door before I can even get the last knock done.
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He's got a Rottweiler on a, um, on a leash and the Rottweiler is just barking like crazy.
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He goes, you got three seconds to get off of my property.
00:01:28.685 --> 00:01:30.055
I'm like, Hey man, you don't even have to count.
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I'm out of here.
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Sorry to bother you.
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And I'm out the door, out the walkway.
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I go, dog's barking.
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He's like two.
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I'm like, all right, I'm off.
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I'm out in the street.
00:01:38.194 --> 00:01:40.674
And so he shuts the door and I kind of looked like.
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I had a little bit of introspection, like, why did that just happen?
00:01:43.939 --> 00:01:46.400
Well, I mean, obviously the guy's having a bad day.
00:01:46.689 --> 00:01:48.379
Maybe he's had some bad experiences.
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All that stuff was his problem, not my problem.
00:01:51.599 --> 00:01:52.560
So I can't wear that.
00:01:53.019 --> 00:01:56.500
But enough of that had happened for me to go, why is this happening?
00:01:56.834 --> 00:02:02.765
As often as it is, I sat down on the sidewalk, made sure I wasn't on his property and I thought about it.
00:02:02.765 --> 00:02:05.234
I'm like, okay, so why am I doing this door knocking?
00:02:05.754 --> 00:02:09.155
Well, I want to make some money, which, hey, there's a lot of value in that.
00:02:09.155 --> 00:02:09.955
And it's important.
00:02:10.414 --> 00:02:12.485
But was there something more to it than that?
00:02:12.525 --> 00:02:21.439
And as I dug deeper and deeper into it, What I realized is I was giving off this energy that was really more about me than them.
00:02:21.949 --> 00:02:29.550
It was about me getting an inspection, me signing a deal, me getting a commission, me, it was all me and nothing about them.
00:02:29.699 --> 00:02:33.469
I said, well, I wonder what would happen if I actually made it about them.
00:02:33.979 --> 00:02:36.949
I had this approach that this is all about you.
00:02:37.569 --> 00:02:41.750
And so I considered, hey, how can I change up my presentation a little bit?
00:02:41.750 --> 00:02:43.485
It's And make it more about them.
00:02:43.564 --> 00:02:47.534
And so the first thing I thought of is like, Hey, can I do something for the community?
00:02:47.564 --> 00:02:53.155
That was the first thought that ran through my mind, which ended up becoming this community service project.
00:02:53.655 --> 00:02:58.634
And I retailored my script to that, and I went and started knocking doors.
00:02:59.235 --> 00:03:01.485
And I started knocking doors in a way was more about them.
00:03:01.485 --> 00:03:04.215
What could I provide them that was actually valuable?
00:03:05.064 --> 00:03:10.985
Not just a few pictures and saying you have damage or, you know, an inspection where they don't have to go on their roof, but something more than that.
00:03:10.985 --> 00:03:14.655
And I started that very day and it didn't go very well cause I hadn't practiced.
00:03:14.655 --> 00:03:17.314
I hadn't put any kind of real thought to it, but it was better.
00:03:17.314 --> 00:03:19.844
I didn't get a whole bunch of people being really mad at me.
00:03:20.145 --> 00:03:24.474
It might not have been real happy that I was there, but they weren't mad or angry or anything like that.
00:03:24.965 --> 00:03:27.395
So at night I went and sat down and said, Hey, how can I give more value?
00:03:27.405 --> 00:03:28.474
How can I give more value?
00:03:29.155 --> 00:03:30.865
I said, what is everybody else doing?
00:03:31.245 --> 00:03:36.474
One of the things I got taught early on by a really great leader was whatever everybody else is doing, it's wrong.
00:03:37.125 --> 00:03:41.185
So if they're all doing it this way, do something a little different.
00:03:42.034 --> 00:03:42.655
So I thought about it.
00:03:42.705 --> 00:03:44.284
Like what could I give them?
00:03:44.544 --> 00:03:46.754
Like people like things to be given to them as value.
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What can I give them?
00:03:48.384 --> 00:03:50.444
And I went, Hey, what if I gave them a report?
00:03:50.455 --> 00:03:51.784
Just something simple and easy.
00:03:51.784 --> 00:03:52.645
That was like a report.
00:03:52.645 --> 00:03:59.215
I could hand to them and be theirs whenever I got done versus just show them a few pictures on a phone or something like that.
00:04:00.169 --> 00:04:08.719
So I quickly worked up this little report that I could do and the next day I went out and I started knocking doors and said, Hey, my name is Jim Johnson.
00:04:09.205 --> 00:04:15.504
Um, I'm with XYZ Roofing Company and I'm going around the neighborhood doing a community service project.
00:04:15.504 --> 00:04:20.975
I'm going to start inspecting every house in this neighborhood and I'm going to give them a report that looks just like this one.
00:04:20.975 --> 00:04:22.024
Would you like one?
00:04:22.264 --> 00:04:25.954
Would you have any objection to me providing this report to you today?
00:04:26.485 --> 00:04:30.654
And that's a reverse open ended question where you get somebody to say no, but they really mean yes.
00:04:31.175 --> 00:04:35.435
Uh, if you really think about what that looks like, and they, they say, no, I don't have an objection.
00:04:35.435 --> 00:04:36.035
Say, great.
00:04:36.055 --> 00:04:37.175
I'm going to go grab my ladder.
00:04:38.045 --> 00:04:39.595
And then I would perform my inspection.
00:04:39.595 --> 00:04:42.084
I found that I was much better received.
00:04:42.144 --> 00:04:44.204
I was doing a community service project.
00:04:44.245 --> 00:04:45.795
I was giving something of value.
00:04:46.245 --> 00:04:52.714
I was alluding to the fact that I was going to be knocking on each and every door and giving one of these reports with no obligation.
00:04:52.925 --> 00:05:01.600
If you don't want to go with us, that's fine, but I want you to have the educational material that, for whoever you decide to go with, You have the knowledge you need to make a great decision.
00:05:02.790 --> 00:05:04.240
And the vibe changed.
00:05:04.509 --> 00:05:10.329
I mean, literally overnight, I enjoyed what I was doing because I was giving something of value from me to them.
00:05:10.720 --> 00:05:12.300
And they were much more receptive.
00:05:12.319 --> 00:05:14.259
They were like, Hey, wow, I get something.
00:05:14.259 --> 00:05:15.459
This sounds different.
00:05:16.000 --> 00:05:18.949
And so that was like my first major mind shift.
00:05:19.310 --> 00:05:28.439
Once I got into this industry of not making it so much about me, but making it more about them and providing real, genuine, authentic value.
00:05:28.889 --> 00:05:31.980
I didn't feel like a door knocking salesperson anymore.
00:05:31.980 --> 00:05:32.000
Yeah.
00:05:32.540 --> 00:05:39.490
I felt more like a community educator that was out doing something right by the other people in my community.
00:05:39.889 --> 00:05:48.060
And it completely changed my perspective, gave me a lot more joy in what I did, and my results ended up being about five times what they were before.
00:05:48.800 --> 00:05:59.180
So I didn't have to knock on many doors, so I got more customers, and I had more time to start to work on what I was going to do from that step forward as I continued to grow in the industry.
00:00:00.000 --> 00:00:06.400
It's one of the biggest mistakes we make as contractors and teachers and coaches and sales leaders and things like that.
00:00:06.400 --> 00:00:12.339
We focus so much on the achievement and the how, the what, the where and the when.
00:00:12.814 --> 00:00:13.625
And not the why.
00:00:13.695 --> 00:00:15.154
Why are we doing something?
00:00:15.755 --> 00:00:19.065
So, like when I first started, like I said, canvassing, door knocking.
00:00:19.585 --> 00:00:27.554
My whole thing was, I was focused on making a sale, and that sale meant a certain amount of dollars in commissions, approximately.
00:00:27.554 --> 00:00:30.524
They told us, like about a thousand bucks for each one that we would sell.
00:00:31.245 --> 00:00:41.715
And so what I did is I 000 bill on every door I knocked in my brain thinking that's what I was after is that 1, 000 and I kept getting a lot of pushback.
00:00:41.715 --> 00:00:43.365
I didn't really realize what the deal was.
00:00:43.365 --> 00:00:45.895
I knew my script very well.
00:00:45.895 --> 00:00:47.145
I had practiced it a lot.
00:00:47.145 --> 00:00:48.524
I could say it really good.
00:00:48.965 --> 00:00:54.384
Um, I had my own little spin on it, but I was still struggling through some of it here and there now.
00:00:54.384 --> 00:00:55.115
Don't get me wrong.
00:00:55.505 --> 00:00:56.734
I got my inspections.
00:00:56.734 --> 00:00:57.674
I got my appointments.
00:00:57.674 --> 00:01:01.145
I made a few sales, but there was also the really rough stuff in there.
00:01:01.195 --> 00:01:02.655
Get the hell off my property.
00:01:02.935 --> 00:01:04.694
The I'm not interested.
00:01:04.995 --> 00:01:14.784
The hey, you're the 50th guy to knock on my door and I had objection handling situations for each one of those, but it was still very much a barrier between me and the person.
00:01:14.784 --> 00:01:15.984
I'll never forget one day.
00:01:15.984 --> 00:01:20.594
I knocked on this guy's door and he opens the door before I can even get the last knock done.
00:01:20.745 --> 00:01:26.194
He's got a Rottweiler on a, um, on a leash and the Rottweiler is just barking like crazy.
00:01:26.194 --> 00:01:28.625
He goes, you got three seconds to get off of my property.
00:01:28.685 --> 00:01:30.055
I'm like, Hey man, you don't even have to count.
00:01:30.064 --> 00:01:30.655
I'm out of here.
00:01:30.665 --> 00:01:31.474
Sorry to bother you.
00:01:31.515 --> 00:01:33.635
And I'm out the door, out the walkway.
00:01:33.635 --> 00:01:35.105
I go, dog's barking.
00:01:35.155 --> 00:01:36.135
He's like two.
00:01:36.135 --> 00:01:37.194
I'm like, all right, I'm off.
00:01:37.194 --> 00:01:38.084
I'm out in the street.
00:01:38.194 --> 00:01:40.674
And so he shuts the door and I kind of looked like.
00:01:41.079 --> 00:01:43.879
I had a little bit of introspection, like, why did that just happen?
00:01:43.939 --> 00:01:46.400
Well, I mean, obviously the guy's having a bad day.
00:01:46.689 --> 00:01:48.379
Maybe he's had some bad experiences.
00:01:48.680 --> 00:01:51.599
All that stuff was his problem, not my problem.
00:01:51.599 --> 00:01:52.560
So I can't wear that.
00:01:53.019 --> 00:01:56.500
But enough of that had happened for me to go, why is this happening?
00:01:56.834 --> 00:02:02.765
As often as it is, I sat down on the sidewalk, made sure I wasn't on his property and I thought about it.
00:02:02.765 --> 00:02:05.234
I'm like, okay, so why am I doing this door knocking?
00:02:05.754 --> 00:02:09.155
Well, I want to make some money, which, hey, there's a lot of value in that.
00:02:09.155 --> 00:02:09.955
And it's important.
00:02:10.414 --> 00:02:12.485
But was there something more to it than that?
00:02:12.525 --> 00:02:21.439
And as I dug deeper and deeper into it, What I realized is I was giving off this energy that was really more about me than them.
00:02:21.949 --> 00:02:29.550
It was about me getting an inspection, me signing a deal, me getting a commission, me, it was all me and nothing about them.
00:02:29.699 --> 00:02:33.469
I said, well, I wonder what would happen if I actually made it about them.
00:02:33.979 --> 00:02:36.949
I had this approach that this is all about you.
00:02:37.569 --> 00:02:41.750
And so I considered, hey, how can I change up my presentation a little bit?
00:02:41.750 --> 00:02:43.485
It's And make it more about them.
00:02:43.564 --> 00:02:47.534
And so the first thing I thought of is like, Hey, can I do something for the community?
00:02:47.564 --> 00:02:53.155
That was the first thought that ran through my mind, which ended up becoming this community service project.
00:02:53.655 --> 00:02:58.634
And I retailored my script to that, and I went and started knocking doors.
00:02:59.235 --> 00:03:01.485
And I started knocking doors in a way was more about them.
00:03:01.485 --> 00:03:04.215
What could I provide them that was actually valuable?
00:03:05.064 --> 00:03:10.985
Not just a few pictures and saying you have damage or, you know, an inspection where they don't have to go on their roof, but something more than that.
00:03:10.985 --> 00:03:14.655
And I started that very day and it didn't go very well cause I hadn't practiced.
00:03:14.655 --> 00:03:17.314
I hadn't put any kind of real thought to it, but it was better.
00:03:17.314 --> 00:03:19.844
I didn't get a whole bunch of people being really mad at me.
00:03:20.145 --> 00:03:24.474
It might not have been real happy that I was there, but they weren't mad or angry or anything like that.
00:03:24.965 --> 00:03:27.395
So at night I went and sat down and said, Hey, how can I give more value?
00:03:27.405 --> 00:03:28.474
How can I give more value?
00:03:29.155 --> 00:03:30.865
I said, what is everybody else doing?
00:03:31.245 --> 00:03:36.474
One of the things I got taught early on by a really great leader was whatever everybody else is doing, it's wrong.
00:03:37.125 --> 00:03:41.185
So if they're all doing it this way, do something a little different.
00:03:42.034 --> 00:03:42.655
So I thought about it.
00:03:42.705 --> 00:03:44.284
Like what could I give them?
00:03:44.544 --> 00:03:46.754
Like people like things to be given to them as value.
00:03:46.754 --> 00:03:47.724
What can I give them?
00:03:48.384 --> 00:03:50.444
And I went, Hey, what if I gave them a report?
00:03:50.455 --> 00:03:51.784
Just something simple and easy.
00:03:51.784 --> 00:03:52.645
That was like a report.
00:03:52.645 --> 00:03:59.215
I could hand to them and be theirs whenever I got done versus just show them a few pictures on a phone or something like that.
00:04:00.169 --> 00:04:08.719
So I quickly worked up this little report that I could do and the next day I went out and I started knocking doors and said, Hey, my name is Jim Johnson.
00:04:09.205 --> 00:04:15.504
Um, I'm with XYZ Roofing Company and I'm going around the neighborhood doing a community service project.
00:04:15.504 --> 00:04:20.975
I'm going to start inspecting every house in this neighborhood and I'm going to give them a report that looks just like this one.
00:04:20.975 --> 00:04:22.024
Would you like one?
00:04:22.264 --> 00:04:25.954
Would you have any objection to me providing this report to you today?
00:04:26.485 --> 00:04:30.654
And that's a reverse open ended question where you get somebody to say no, but they really mean yes.
00:04:31.175 --> 00:04:35.435
Uh, if you really think about what that looks like, and they, they say, no, I don't have an objection.
00:04:35.435 --> 00:04:36.035
Say, great.
00:04:36.055 --> 00:04:37.175
I'm going to go grab my ladder.
00:04:38.045 --> 00:04:39.595
And then I would perform my inspection.
00:04:39.595 --> 00:04:42.084
I found that I was much better received.
00:04:42.144 --> 00:04:44.204
I was doing a community service project.
00:04:44.245 --> 00:04:45.795
I was giving something of value.
00:04:46.245 --> 00:04:52.714
I was alluding to the fact that I was going to be knocking on each and every door and giving one of these reports with no obligation.
00:04:52.925 --> 00:05:01.600
If you don't want to go with us, that's fine, but I want you to have the educational material that, for whoever you decide to go with, You have the knowledge you need to make a great decision.
00:05:02.790 --> 00:05:04.240
And the vibe changed.
00:05:04.509 --> 00:05:10.329
I mean, literally overnight, I enjoyed what I was doing because I was giving something of value from me to them.
00:05:10.720 --> 00:05:12.300
And they were much more receptive.
00:05:12.319 --> 00:05:14.259
They were like, Hey, wow, I get something.
00:05:14.259 --> 00:05:15.459
This sounds different.
00:05:16.000 --> 00:05:18.949
And so that was like my first major mind shift.
00:05:19.310 --> 00:05:28.439
Once I got into this industry of not making it so much about me, but making it more about them and providing real, genuine, authentic value.
00:05:28.889 --> 00:05:31.980
I didn't feel like a door knocking salesperson anymore.
00:05:31.980 --> 00:05:32.000
Yeah.
00:05:32.540 --> 00:05:39.490
I felt more like a community educator that was out doing something right by the other people in my community.
00:05:39.889 --> 00:05:48.060
And it completely changed my perspective, gave me a lot more joy in what I did, and my results ended up being about five times what they were before.
00:05:48.800 --> 00:05:59.180
So I didn't have to knock on many doors, so I got more customers, and I had more time to start to work on what I was going to do from that step forward as I continued to grow in the industry.
