Trascrizione completa di Do Email Sequences Increase Sales?

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.