How do I get from where I am to where I want to be? It’s a common question that I hear in my profession.
We all have an underlying human dilemma. We know what’s possible, but that can either steer you away or push you towards your goals.
In this episode, I’ll give you some tactical ways to help you on your journey.
For years I have run small coaching groups to help people grow their income and their business. It never fails to amaze me how small groups are an overlooked asset for business people.
In this episode, I give you five reasons that you should explore getting involved in a small group. The next year is going to be difficult as we seek to reinvent ourselves and our businesses and you need people around you who can keep you grounded but keep you dreaming.
How much of your life is your creation?
In this episode, Bill discusses the personal agency that we all have in our own lives. These are the things that we are in control of. Are you making the most out of these areas?
Bill gives a few ways you can regain control of your life.
Mindset shifts have been proven through time and experience as a good practice that you should employ to achieve your goals. In this episode, Bill Caskey talks about three specific aspects where you should be focusing on your mindset as a high achiever. He shares a tip on what to look for in the services of coaches and mentors to get the value you need. He also talks about our ego and how it relates to building our identity. Finally, Bill puts having expectations in a different light while giving his insight on what it means to have no expectations before a call.
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We’re going to go deep. I had a couple of guests on the last episode. Getting back to the knitting of the inner game, the mental side, the soul of selling and achievement. Is that sound scary? It should because I’m going to go on a little riff or tangent and share with you some things that I’m working on for our clients and myself. I’ve got a handful of things. Are you ready? I’m ready. When someone asks me to help them, I’ve got several coaching clients. I don’t take too many because it’s time-consuming and it’s expensive for them. I also believe that the best work doesn’t come necessarily one-to-one. It comes in a group. All of my small group coaching programs have an element of one-to-one to them so there’s always happening but I’ve got a couple of coaching clients. I asked one of them, “Tell me what coaching is.” She has been a client and she’s doing well. Her income has gone up and things are starting to unfold for her. She asked me, “Why is that? Is it because I have another human being to talk to? Is there something magical, secret or surreptitious?”
Here’s the way I look at coaching. If you hire a coach, he/she should be more interested in dissolution than the solution. Somebody comes to me and says, “I’m not earning enough money.” I say, “My solution is you’ve got to work harder, grind more and make more calls.” That’s a solution. A dissolution is where we say, “Why do we have the problem of not making enough money? Where is the belief inconsistent with what’s true?” Meaning there’s probably some belief that they have or that I have. I have a lot of these beliefs or areas for the potential to be released by dissolving old beliefs.
Our ego is there to protect our identity. Our ego will always be at a preference for being right. Share on XWhen I say dissolution, I mean the dissolving of old beliefs. Maybe one of their beliefs says, “I’m not worth $500,000 a year,” or there’s a belief that if I got up to where I was leading the company, I would be asked to take on more responsibilities. I’d be asked to move to London or Munich, or my life would change externally because of my success so I’m going to tamp it down and put the governor on a little bit. It could be all those things or one of them. Dissolution or dissolving the prior beliefs is the best gift a coach can give you, whether it’s me or an inside coach inside your company. If your coach is not working on the dissolution of prior beliefs that are holding you back, do you think you need solutions for? You don’t. You don’t need solutions for that. It’s like, I’ve always believed that we all know exactly what we need. We just don’t do it. The reason we don’t do it is that we experienced resistance. That resistance comes in the form of prior beliefs that get in the way.
Another element that we need to put into our programming and I’m coming a little bit clean here with this because we don’t. It holds my company back in the coaching and the training back from the people that pay us. We’re giving pretty good value. People realize awesome results from the work but it could even be bigger if we worked on this idea of change. You and I have built up an accumulation of beliefs, opinions, practices, education, and knowledge over the years, whether you’re 27 and have been in sales for 5 years or 57 and been for 35 years. We have all built up this identity and this is who we are. I come along and say, “You need to change how you talk to your prospect. Here’s what I want you to do first.” The person says, “That’s all well and sounds good but I can’t use that with my customers.” What they’re saying is, “That’s not me. That’s not who I’ve come to know as me.”
Mindset Shifts: Dissolution or dissolving your prior beliefs is the best gift a coach can give you.
This word identity is very confusing. We hear about identity politics. That’s not what this is. The identity is who do we think we are or who has built this structure, this framework around who we are. If I were to say to you, “I’ve got this opportunity to make $1 million.” You say, “It’s great because I’ve wanted to do improve my income in the last couple of years.” I say, “Meet me at the corner of 6th & Vine. There’s a bank there. You and I are going to rob that bank. There’s $2 million they keep. We’ll split it. Ready to go.” If you’re a bank robber, you’d probably say, “Fine, let’s go.” Chances are a person of integrity. If you’re reading this blog and you’re in business, you would say, “No, I’m not going to do that. That’s not me. I want the million dollars but I’m not going to sacrifice my integrity to get there.” That’s a stretch example of that’s not me. I would never say that to a customer or prospect. I never shoot a video. That’s not me. I’m not good in front of the camera or on the mic. All that is the identity that we’ve built up and it could be.
This is where it gets interesting. Our ego is there to protect our identity. It will always be a preference for being right. I may say that I want to double my income, but if I see myself as $100,000 a year person out of $300,000 per year person, and I don’t want what comes along with $300,000, I can say all I want that I want to double or triple my income. It isn’t going to happen because my identity is locked up in my old self. Part of the change if you’re the VP of Sales, you are working with people, you’re a coach, or you’re a performer. If you want to change, there’s plenty of change that should happen. We typically operate at a fraction of what’s possible, but it’s only possible if we’re willing to look at who we are and our identity and allow ourselves to say, “That may have been my behavior for the last many years, but I’m not defined by that. I’m not defined by how I sell, how I ask questions, or how I lead people through the process. That doesn’t define me. It’s behavior and action.”
Change is only possible if we're willing to look at who we are and our identity. Share on XThe closer you can get back to your identity and not let all of these opinions in inform it. You get back to where you’re nimble and you can change. Somebody says, “You should have a YouTube channel, a show every Friday afternoon where you take questions from your audience.” You say, “I don’t know but I give it a go. Let’s try it.” I love that phrase, give it a go, versus the other way, “I don’t have a camera and I don’t have this. What would they think? Who am I going to talk to? What do I know?” You get all that resistance. That’s your identity saying, “That’s not me.”
Number three is the idea of no expectation. I was listening to a podcast by Peter Crone. He was on Aubrey Marcus’s podcast. Peter is British. He coaches sports athletes and pretty high-income people. All he works on is the mindset side. He doesn’t teach people how to have a better stroke. He teaches you how to get out of your own way. One of the things he mentioned, which reminded me of one of our issues that we talk about is having no expectation prior to a call. If you’ve got a meeting set up and it’s the first call with a huge prospect, what do we do? We start getting a little tight, planning, and we over plan. We say, “In the 27th minute of this call, here’s what I’m going to do.” We over scripted, we over-planned, especially if you’ve got a manager who’s saying, “What’s our plan. What are we going to do? We’ve got four people going. We’ve got PowerPoints with 150 slides. How are we going to do it?”
Mindset Shifts: When you go with no expectation, you’re free. The idea of having expectations is deceptively harmful for you and your prospect.
I would rather you go into these situations with no expectation. You don’t expect the deal, be awesome or fail. I know this goes against a lot of what you’ve been taught. You maybe even teach your people. When you go with no expectation, you’re free. You’re not encumbered and enslaved by the expectation of, “If I get this life, we’ll be better. If I don’t get this life, we’ll suck.” All that stuff is noise. It gets in the way of you being present with the prospect, which is what I thought we wanted to do in the first place. This idea of having expectation is deceptive. It’s deceptively harmful to us and the prospect. We always say, “We want to serve our customers. That’s what we want to do and bring value to customers.”
We go in with all these expectations and it ruins the present moment. We start to act in a manner that is in line with what we want to happen. What difference does it make in what we want to happen? Isn’t it the prospect’s decision? I thought we were in it for the prospect. Now we’re not. Is that where we made the change. Having no expectation is a way for you to exert your own freedom. I have found and my clients have found the less expectation you have, the better the outcomes because you’re able to be present with the person you’re in front of or the people. You’re able to find out what’s happening in their world, what’s going on, working and what’s not.
Let me share with you how we would look at that. It’s an organic, casual and useful conversation rather than something that’s all scripted out. Have no expectation, try that on. See if it fits and you can tell your manager. If you’re a manager of a team and you’re getting ready to do a presentation or something say, “Let’s try this. In years, is this going to matter? Does any of this stuff matter?” The answer is no. It doesn’t. It matters at the moment. We want to put our best foot out there and we want to do well. Would we rather have the business than not have the business or the prospect say yes than no? Of course, but that’s not going to define us whether we get this deal or not. You can’t let it define you.
Try having no expectations. That doesn’t mean we don’t prepare or have an agenda. It means that psychologically, we don’t want to constrain and enslave ourselves to some expectation. It has nothing to do with what the prospect wants. Try those things out. I welcome you. If you’re a high achiever and you are in that place where you’re saying, “I need to reinvent myself. I’m doing the same thing I’d been doing for the last many years and it’s still working a little bit but I’m on the cusp of some big things. I want to focus on myself, my own growth and mindset.”
I invite you to go to BillCaskey.com. At the very top, there’s a banner there that says, “Waitlists for the High Achiever’s program.” I am strongly considering doing a High Achiever’s program with a handful of people, 1 or 2 groups, but we’re limiting it to the number of per group of 10 or 12. Taking you through a High Achiever’s course, people who earn $200,000-ish a year and have tremendous upside. Go there and get on the waitlist. I make no promises about whether this thing is going to happen or not. I’ve been talking about enough. If it’s going to happen, it’s going to happen at the end of the first quarter of 2021. Put your name in. There’s no obligation. It doesn’t cost anything and I’ll send you some thoughts. I’m working on a document that might help you too. I’ll send that to you. See you next time. Bye.
In the second of a two-part series on some tips for high achievers, Bill Caskey takes a look at why you should start building your online platform and how it all ties down into your personal branding. He talks about digitizing your connections and making digital content for people to sample you, get their trust, and ultimately do business with you. Finally, he dives deep into accountability and emphasizes why it’s needed.
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We are on a journey here to part two of our two-part series on how to be a higher achiever. That’s not the title of it, I don’t have a title of it, but I do know this. I get a lot of email and sometimes even calls from people who are high achievers, already good at what you do, but you want to do more. You want to be better, but you don’t want to burn yourself out doing it. Grinding is not the way to go from $200,000 a year to $900,000 a year. There are not enough grinding hours in the day to do that. We’ve been taking a look, if you have not read to last episode, read this one and then go back and read to that one. They’re not necessarily sequential, but I’ve got seven tips here. We talked about some of the traps that a high achiever faces in last episode. I’m not going to go over those again, but I will quickly recap the first four of my seven tips.
Number one is get clear on vision. Where are you going? What do you want life to look like? Not that it’s bad now, what do you want it to look like in your ideal future? Number two, what’s your required mentality in order to get to those things? If we don’t change the mind, we can’t change the market. Change your mind first and figure out what those things are. Number three is limiting beliefs. Where are you limiting yourself? You might even call this limiting self-beliefs because these are beliefs about you. This has nothing to do with the outside world.
This is only what you believe about you, about your future, about your potential, about your role on the planet, about your purpose, which brings me to number four, purpose. Why do you do this? What’s behind it all? Not just why are you here traipsing around the earth, that might be part of your purpose, but why do you do what you do in your business? Is there a real purpose or is it to make money? Hopefully, it’s more than that. I think most high achievers have a purpose beyond money. Money can be a by-product and a submission, but I don’t think it can be your sole purpose.
Those are the four things that we talked about last episode. I also mentioned that I am considering putting together based on the feedback that I got from the last session and over the last few months, putting together a high achievers small group coaching session series. These would be for people who are in the $200,000-ish range and want to grow more. If you’ll go to BillCaskey.com, at the very top, there’s a thin banner. You’ve got to have to look for it. Get on my wait list. There’s no commitment there. I’m not going to be charging your credit card or anything, but I want to know who’s interested and who’s not. If you’re interested in something like that, get on the wait list. As I start to craft this thing, I will let you know and keep you updated. Let’s get back and talk about 5, 6 and 7.
High Achievers: If you’re a high achiever that wants to get to the next level, you’ve got to digitize your connection points.
Number five, the high achiever needs to think digitally by building his or her platform. I dumped this into the same area as personal branding, but a lot of the way you got from where you were several years ago to where you are now, was from grinding. It was from physically showing up at networking events, making calls, doing deals and getting referrals. I think all those things still work although I know with COVID the networking thing probably hasn’t so well, but it could be online. I’m interested in you building your brand online, building a platform. A platform could be LinkedIn. I’m not just talking about getting on LinkedIn and linking to a whole bunch of people until you have 5,000 connections. What are you going to do with that?
I’m talking about creating digital content online so people can sample you. People can say, “I’ve been watching Phil’s videos. It’s time for me to buy a building in downtown Chicago. I like Phil’s videos. I’m going to call him and see if maybe he’ll work with me.” The idea here is that high achievers want to get to the next level. They’ve got to digitize their connection points. Building your platform and your brand is all part of that. I’m not necessarily talking about blogging or vlogging. I’m saying, “If you’re not consistently producing content, and I like video and I like audio, written is fine, that’s helpful to your market.” That’s critical. It can’t just be all about you, how great you are, how great your company is. We know because we’ve asked you. You say it’s great. This content needs to be, “How am I going to help my customer? How am I going to help them walk through the processes?”
Number six, as we talked about with vision, you’ve got to have a clear understanding of where you’re going. Number six is building the plan. I call it the plan suite. The plan suite are 3 or 4 different plans. There’s the longer term 3 to 5, if some of you want to go ten, you can. I know some people have 25-year goals. I feel like that’s a little too far out there especially for a guy my age, but 3 to 5 is a good starting point. Let’s say, “What do I want to be, do, have, earn? What is my lifestyle? What do I want it to look like in five years?” That’s a good space. That’s the end goal, 3 to 5 years.
We’ve got the one-year plan. We’re shortening it up and saying, “The next year, what do I want to accomplish? What skills do I need to have? What are my mindsets? What are some of my limiting beliefs I need to break through? How am I going to build my platform?” Virtually anything that we talk about in these seven could appear on a one-year plan. I have all of my small group coaching clients, if we do this high achiever program, we’ll do it there, create a one-year plan. You would be shocked about how many people come to me six months into the year and say, “I’m done for the year. Everything that I had on my plane has come true.”
It’s not any kind of magic. It’s when you write something down and you refer to it often and as you’re building your monthly plan, you’re referencing those one-year milestones, goal-setting and goal-achievement is not that difficult. When we don’t write it down and we don’t have a plan and we don’t have an action-oriented way to implement those things, then it becomes a difficult. The third element of the plan, we’ve got the five-year, we’ve got the one-year, we got some a 30 or 90 day. Some people like the 90-day thing. I’m more of a 30-day guy. That would be the next one. You’re using your one-year plan to reference when you’re planning your 30-day plan.
If we don't change the mind, we can't change the market. Share on XIf your one-year plan is, “I need to improve my video skills,” and it’s August and you haven’t done it yet, then get to work. That should be part of your monthly plan is, “I want to reach out to someone and have them coach me on video skills.” The other plan is probably the short-term, one day, one week. I like the weekly plan, but at some point, you need to know what you’re going to be doing every day. I like to do that Friday for the next week. That’s up to you. Those are the four plans in the plan suite. Number seven, the last one and I can’t overestimate the importance of this and that is an accountability factor. I call it a factor because it doesn’t have to necessarily be a group, it doesn’t necessarily have to be a person, but you’ve got to find some way to be accountable to someone outside of yourself for the behaviors required to get to your level of success that you want to.
I don’t like it to be a spouse or a family member. Preferably I like to have a coach, someone from the outside who doesn’t base on whether I win or lose. There’s too much garbage and drama that goes along with that. That’s why I don’t like spouses to be your accountability partner because they’re in the game with you. A coach has to be sitting on the sidelines, looking at the game. That’s why I like coach and small groups. We have a group called The 2X Group, which is a sales B2B sales group. That is exactly that. We hold each other accountable in a nice, gentle way. We don’t spend a ton of time each session on it, but we do spend a little bit of time.
When I commit to another human being and look them in the eye and say, “By the time we meet next, I will have this lead generation program written.” I have an extra added level of incentive and commitment to do it. How many times have you written the paper the day before it’s due when you were in school? It’s accountability. It’s due. I put it off until the last minute and that’s not good, but at least I got it in. It’s the same thing with any accountability group, factor or coach. Have somebody around you who holds you accountable. They don’t babysit you. They don’t call you at 6:00 AM to make sure you’ve rolled out of bed or lifting weights already. They don’t make sure you’re not eating donuts all day. That’s not what an accountability partner does. Accountability partner meets you on a frequent basis, weekly, biweekly and you check in with each other.
Those are my seven things. If you liked these and if you feel like, “I’m doing well, but there’s another gear, but I don’t want to work harder. That’s clear. I don’t want to go from 50 hours a week to 90 hours a week to make an extra $200,000.” You should not. If you might be interested in what I’m putting together, I’m working out some of the details now. I don’t know exactly what it looks like or what costs, but I’m looking for 10 to 15 people who might want to join me on this journey of high achievers.
We’ll talk more about the money later. If you’re interested, go to BillCaskey.com. On the top upper part there’s a little thin banner there. Click on that, it’ll take you to a page. We’ll also be sending you out something too. I’m working on this document called The Required Mindsets of the High Achiever. It’s not done yet. It will probably be another couple of weeks, but I will send that to anybody who puts their name on the waitlist as a gift. I enjoyed having you. I’m glad that you read every week.
High achievers usually have a slightly different view of what’s possible in the world. In this episode, Bill Caskey talks about the constant need of high achievers to re-envision themselves as they grow and operate on a different plane. Learn the traps that most high achievers fall into that you may be trapped in as well and the things high achievers need access to. Tune in and learn why you may need to rethink your own goals and possibilities.
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We are going to speak about high-achievers. Those are the people who you might be one and you might not be one. There’s no shame if you aren’t, but this is going to be speaking to those people who are in the $200,000-ish range and above, either an entrepreneur, a business owner, a VP of sales or a sales professional, and primarily someone who has upside potential in that income. We’re speaking to the elitist achievers. If you’re not in that income range, that’s cool. You can still read. I will never ever know, but the topic deals with that group. I might even make this a 2 or 3-part series because I have so much to get to.
Here’s where this topic came from. I have quite a few people in one of my small group coaching programs. We call it The 2X Group, who is in that income range. They’re at higher levels of income. What I have found is that those people have a slightly different view of what’s possible in the world. They have accumulated some assets, have some money to invest in themselves and their business. I was watching a guy named Benjamin Hardy, who’s written several books on Psychology and personality. He said that we have to keep re-envisioning ourselves every few years because we learn things, have experience, get wisdom, and get financial wherewithal. If we say, “I set my vision ten years ago and we haven’t changed it, then the person we are now is capable of so much more or so much different.” By more, I’m not talking about working harder either. I’m talking about reaping the rewards from that knowledge and wisdom.
High Achievers: You have to keep re-envisioning yourself every few years because you learn things, have experience, get wisdom, and get financial wherewithal.
I have found that the highest achievers in the top 2% or 3% range of income earners have different needs of different things they want to work on. If you look at Maslow’s Hierarchy, they’re not looking at shelter as a big foundational need for them. They’ve got that checked off. They’re not looking for belonging. They have that checked off. They’ve got good families, got good works situations, got good clients that they are also friends with. As we get higher in Maslow’s Hierarchy, self-actualization, self-esteem, what’s possible and visioning, all those things they do need help with. That’s the purpose of this episode. It’s to introduce you to some of these things.
You are saying, “Where is this going? I feel like this is going somewhere.” It might be, I don’t know. I am giving some thought to spinning up a group of 8 to 10 high-achievers. I don’t know yet if there’s interest. There might be but I don’t know. Here’s what I would ask you to do. Read this blog in my website, BillCaskey.com. At the top of that, there was an orange bar, click on that, and there will be a waitlist for you. If it opens up how much it is, when it is, how it is, what’s going to be covered, but get on the waitlist. I’ll send you a couple of valuable emails to some other things follow-up to this. You have to earn $200,000-ish a year to get into this program.
If you’re a $30,000 person, it’s not for you. There are several traps that high-achievers fall into. I don’t think this is just high-achievers, but it’s everyone. There’s the ambition trap where it’s never enough. I’ve got an appetite for more. I’ve got to work harder. I’m doing well, but there’s much more I could be doing. That’s that trap. At some point, you lose sight of what’s important because you’re always striving for the next hill to go take. Two is the imposter trap. It is the feeling of fraud. It’s those deep inadequacies. I have a little bit of this or a lot of it. I’m not sure, but I know I struggle with this. It shows up for me is I will come up with an idea of a product similar to look at high-achiever product.
If you get the mindset stuff right, everything else trickles up from there. Share on XIt used to be that I would talk myself out of it as quickly as I talked myself into it. That’s the imposter trap, “Do you know what I could do with this and that? We could do this. We could do a show, LinkedIn video and have a website.” At some point you say, “It’s not me. That’s not for me.” That’s the imposter trap. In imposter syndrome, you’re saying, “This is a great idea,” but then you’re talking yourself out of it. The third trap is the comparison trap. I’ve always heard the term contrast, but don’t compare. It’s hard not to compare ourselves to others. It’s not just others, but it’s what we envisioned for ourselves. “By this time in my life, I thought I would be X, and I’m not.”
That’s a trap you get into. Finally, there’s that perfection trap, which is a perfect as my line in the sand, and anything less than that is not good enough. It is a constant reminder when I’m putting something out there, and there’s a mistake made in the copy or, “Why didn’t I think of that? I should’ve.” That’s that perfection trap. Those are traps we can’t follow into, but we do. Here’s what I find is going on inside the mind of the high-achievers. Number one, they want to continue to grow their numbers, but they don’t want to burn themselves out.
The idea of going from $200,000 to $700,000 if I have to work 40 more hours a week, “It’s not going to happen. I don’t want to do it.” You shouldn’t do it. There are ways to get you to that $700,000 mark without burning yourself out. Another thing that I hear from high-achievers is, “I don’t feel like I’m leveraging my talents and skills. I don’t feel like I’m doing enough of the things I’m good at, what I would call the zone of genius or the high pay activity.” Zone of genius was a term by Gay Hendricks in a book called The Big Leap.
He talks about, “You have things and I have things that we’re naturally good at,” but we only spent an hour or two a week on those things. It was like, “Why are we spending twenty hours a week doing things we’re not good at or don’t get paid for, and then that sacrifice is a time in our zone of genius?” A lot of people feel like, “Am I leveraging my God-given talents and man-acquired talents along the way?” Here’s another concern, “I feel like I’m proud of what I’ve done. I’m earning a good income and have a good stable job. I know some people don’t. I’m thankful, blessed and grateful for that, but is this all there is to it? I keep doing the same thing. It’s like Groundhog’s day. It’s the same thing day in, day out. I’m trying to infuse myself with adventure and for other things but sometimes, I feel as if this is all there is.” I know we’ve heard that saying a long time.
High Achievers: Building your brand is not always about making more money. It might be how are you going to give back.
I feel like high-achievers have that because they operate on a different plane and a different perspective. “I don’t feel like I’ve built my personal brand well enough.” This goes for almost all high-achievers. There’s a certain amount of reluctance to build a brand. Once you get to a place where you deserve to build a brand, it’s almost like it has the opposite effect. We’re reluctant to do it because we say, “Why would I build a brand? I’m doing fine. I’m reaching out to people going to networking events. Everything is going well. I’m pulling in my $250,000 a year. Why would I want to go down another path?”
My reaction to that is, “Why wouldn’t you? Why wouldn’t you want to tell your stories? Tell the stories of prospects and clients, tell your stories of how you’ve helped people, tell stories of how people have come to you in bad shape, and through your wisdom and talent have helped them transform their lives or improve their business results or outcomes. Why would you keep that from the general public? Would you keep that from your audience?”
It’s going to take the opposite approach. Building your brand is not always about making more money. Usually, it is. It’s about how are you going to give back? How are you going to take the experience you have and send it back out to the world and the market? This is not an exhaustive list, but I hear this idea of accountability. Whenever I start a small group coaching program, as we do, I always ask, “What’s one thing you want to get out of this group? It’s bizarre in a way. Almost always it’s the highest achievers who say, “Accountability.”
It comes from the high-achievers knowledge that that’s exactly what’s going to get him or her to the next level. It’s accountability. Yet we’re reluctant to ask for it from our managers when a guy like me comes along and does a small group mastermind program. That’s where people want to go, especially the high-achievers. Accountability is huge. I’ve got a couple of clients in The 2X Group that I offer extra accountability sessions. It’s transformed their business because every week we chat only 10 or 15 minutes, and it helps them. When they’re thinking about putting something off, they know they can’t because they know I’m going to ask them about it. They do it and doing it works.
Here are a handful of things. I’ve got about 9 or 10 things that I think the high-achievers need to get access to. I’m going to share with you a handful and then we’ll come back next episode and talk more. I have this in a pie chart. One section might be 25% of the pie chart. One might be less depending upon the importance of each one, but this one is important. I’m not sure what percent to give it. What is your vision? What is your ideal outcome for 1, 2, 5 years down the road? Do you have constructed a vision of where you want your life to be? Your financial life, business life or relationship life. We’ve got lots of different lives. Where are you going? High-achievers need this. They must have this. They must start thinking about it differently than just assets or financial because there’s more to life than that. That’s one part of life, but there’s more to it.
The second thing is, what are the required mindsets that you’re going to need to adopt or embrace if you’re going to level your business up? What kinds of mindsets do you need? How do you look at the world? How do you look at your value? How do you look at your customers? How do you look at your roles in the customer’s life? Those are all mindset issues. If you get the mindset stuff right, everything else falls from there. It trickles down from there. It trickles up. If you get your mind right, everything else follows. Mindset is an important part of this. We’ve got vision and mindset.
Number three, it’s important to pay attention to limiting beliefs. We hear a lot about limiting beliefs. We don’t hear much about how to unlimit them. The first step is you have to get clear on what you believe about yourself, and that’s not easy. Sometimes you need another human being there to help shine the light on what your current beliefs are. One way to look at your current beliefs is what are your results? It’s almost impossible for you to believe something different than your results are getting you. If you’re a $200,000 a year person, and you say, “I’m a $500,000 a year person masquerading as a $200,000.” You’re not. Your beliefs are you are a $200,000 a year person. If you thought you were $500,000 a year person, you’d be earning $500,000. That’s not always the case but generally, your beliefs are congruent with your results. If you want to go from $200,000 to $500,000, you’ve got to check out those beliefs that might limit you from getting there.
Your beliefs are congruent with your results. Share on XHere’s the fourth thing, and then I’ll pause and we’ll do the others later. Why are you here? Why are you on this planet? What’s your purpose? What are you here to do? Alignment of purpose is critical because it’s the fire that will be released and the energy will be released once you decide what it is and land on what it is. My purpose in life that I’ve come up with here over the last couple of years is to use my experiences, my talent to share with the world, so people can expand what’s possible for them. My purpose is not to have everybody be a top-level achiever. My purpose is to take what I’m learning and share it in a way that people can consume it like we’re doing on this show. It’s one good example so that people can expand what’s possible for them.
Everything that I do needs to be focused on that purpose whether it’s a fee-based program or a free video on LinkedIn. I always believe that is focused and aligned with my purpose. What is your purpose? This is not the special purpose like Steve Martin had in The Jerk but it’s why are you here? Are you incorporating and aligning what you do in your business to why you’re here? You’re not here to earn money. It might be an output of the purpose, but that’s not the purpose. If you can get clear on this, it will unleash energy in your world.
We’re going to go through this a little bit deeper next episode. If you like the overall topic and might consider being a part of a group if we do decide to assemble one, go to BillCaskey.com, the orange bar at the top will say something like High-Achiever. Click on it, put your name and email address. There also might be a question there too that I ask you about what you might want to include if you decided ever to do something like this. I have no pricing other than I know I’ve got a handful of people who want to do this. I’m opening it up to my readers to get on the waitlist. Hopefully, that helps. I love you, guys. I appreciate you. If you want to leave a review on iTunes, I would love that. Thank you. Bye.
There are times that the one blocking your path to progress and success is no other than yourself, and the only way to get through is battling your inner enemies head on. Jay Maymi joins Bill Caskey in this episode to impart a lesson on doing so and doing it effectively. Jay discusses the importance of having the proper mindset in order not to become a product and a victim of your environment. Understanding that everyone is made the same, he iterates the defining factors that separate you from others. Jay also shares the strategies and techniques he’s developed to give you that edge against your inner enemies.
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I am glad to be with you now. I think you’re going to enjoy my special guest. His name is Jay Maymi. He’s written many books on selling. He reached out to me here. He hosts a radio show in Northern Texas on a Dallas radio station and talks about business. He’s an entrepreneur and talks a lot. He’s written a book about the mindset of selling. We love that topic. He goes a little bit in a different direction, a little bit deeper in some areas than we have. I thought you’d like to know some of his perspectives. Here’s my interview with Jay Maymi.
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Jay Maymi is our guest now. I call him Mr. Eclectic. He does a lot of things like entrepreneur, actor, author and radio host. Who knows what else he will tell us he does? Jay speaks to us from North Texas. He is the host of that radio show on 570 AM KLIF in Dallas. Jay, welcome to the show.
I appreciate you having me.
You reached out to me here so I thought, “Here’s a guy who’s done a lot of things in his life and has written several books.” Your story is fascinating. Can you give us a rundown on who the heck Jay Maymi is?
Whether you realize it or not, we're formed with the same organics. What separates us is usually our environment. Share on XJay Maymi is a body double. I do have a twin whose name is Joe Maymi. We are adopted twins from a Hispanic household. My parents came here from Puerto Rico in the 1960s. They settled in Spanish Harlem, a place called El Barrio in New York, which is where I’m originally from. My parents had decided to adopt after my mother not being able to bear children after three attempts. The story goes. They went down to the agency. This was back in the ’60s. You could just show up and say, “I want somebody,” and they’ll give you somebody.
They got a BOGO deal, a Buy One, Get One. They went home. Needless to say, it’s economically challenging enough to raise one child, let alone two, in those days. My mom had to stay home and stop working at the factory. My father had to pick up a fourth part-time job in order to make ends meet. It was economically very challenging for us. I grew up in meager means, just enough to put food on the table and clothes on our bag. I didn’t have all the fancy stuff that kids had.
It was a rough neighborhood where you could easily find ways to get into trouble if you wanted to make money the wrong way. Me and my brother decided if we wanted to have a new pair of sneakers and all the cool things that kids had, we had to go out and figure out a way to make money on our own doing the right way. We started up a ‘picking up bottles and cans’ business for a nickel when we were thirteen years old. That started in me an entrepreneurial development where now it’s flourished and continues to flourish in many expressions.
You came up in not the best of worlds in terms of economics. A lot of us who grew up in the ’60s and ’70s had decent housing and enough to put food on the table. As you said, “My parents never dressed me in anything but hand-me-downs and rags.” There was something glorious about that because when we look around and say, “I guess if it’s going to be, it’s going to be up to me to do something.” Tell us a little bit about the attitude that that upbringing might have given you.
The reality is that you can either become a victim of your environment, your environment will shape you and your destiny, or you could certainly decide, “This is not who I am. I will not become a product of the environment. I’m going to bend the will of the universe.” I decided to do the latter. For me, I look back on my life now, I think about those challenging times as a blessing. That developed in me a character of determination, hard work, grinding and recognizing that everything that I’ve been able to accumulate is a blessing. I’m very appreciative of it. I take nothing for granted. My story, so far, is still developing. I still have a lot more to go and things to do, but now it becomes a testimony. The greatest thing someone could walk away with when they exit this existence and dimension is to be able to have someone say, “That guy left us a positive role modeling of how to thrive even in difficult situations.”
We’re going to shift to sales now since I know you’ve written several books about sales, sales psychology and some devotional books. I’d like to get into a little bit of that because most of my audience are either VPs of sales, presidents, sales managers, sales professionals, anybody who acquires customers or builds and grows accounts are in my audience. When we started talking about the psychology, I was struck by it because I don’t think enough people are talking about it. We talk about the psychology of the buyer a lot. We don’t talk much about the psychology of the seller. If you could give us a few minutes on how you hopped on that topic and then we’ll dive a little deeper into some of the strategies?
Battling Inner Enemies: You can either become a victim of your environment or decide that you will not become a product of it and that you’re going to bend the will of the universe.
It’s interesting, I have written a handful of books on psychology of selling, subliminal sales techniques, prospecting, closing, and a number of different areas in sales that I think a lot of novice sales professionals struggle with. At a certain point, as I was speaking with a number of different individuals, even in my own organization, which I’ve trained and hired financial representatives, I realized, “After a while, you can provide enough training, techniques, tactical stuff and product training as much as someone could utilize, but why is it that that person who was probably over-trained still struggles, doesn’t excel, their performance never reaches any peak, and they’re trafficking at that novice level? You have those who don’t need much, but they soar.”
There’s got to be more than training and motivation. I realized, “What’s happening behind the scenes?” I started to dig back into my academic degrees of Psychology, Behavioral Sciences and Social Work. I said, “There is something that has to be going on behind the scenes.” I didn’t have to go very far than my own life. I said, “Let me see what’s going on in my head. Why do I struggle? Why do I have starts and stops at times?” I realized that I was dealing with a lot of head trash and inner struggles, what I call invisible enemies, that I had to deal with. I had to face them in order to realize, “These stumbling blocks are going to stop me from moving forward, regardless of how much more training I have personally.”
I wrote this book called Battling Invisible Enemies: Facing Your Inner Struggles Head On for myself. I had to talk to myself about, “What’s going on here, Jay? What’s the deal? Why do you get up in the morning and you’re in the battle already, you haven’t step one foot on the floor yet, and you’re swinging?” It took some time and I wrote this book. As I wrapped it up, I gave a copy to my brother who was a sales manager in New York for a big real estate company. He said, “Jay, you nailed it. Don’t keep this to yourself. Let’s get it out to some folks.” Of course, my wife helped me publish my material. We got it out there. Every person who’s read it whether in sales or not, they could have a job that requires a better performance of them. They’ve all said, “This has met us exactly where we were at. We’re struggling with these invisible enemies.” It’s become my bestseller by far because it’s dealing where people are. In ’21 after a year of ’20, a book like this is needed more now than ever.
The most ambitious people have the greatest battles. Share on XI’ve devoted a lot of episodes and my posts online to the mental health of sales and sales management functions. A lot of companies still did well in 2020. They’re looking decent in 2021, but to me, there’s an underwriting churn that’s happening because of all the stuff that’s happened. A little uncertainty and the ground beneath their feet has been shaken a little bit. I would anticipate your book being even a bigger seller in 2021. You didn’t say you were reluctant to publish it, but you had some thoughts about, “Is this going to be accepted? Is this what the world wants?” Of course it is, but tell me about some of that resistance.
I understand entertainment. I’ve been in the entertainment world. If you are going to be asked to speak in front of a group, especially in a peak performance setting, top-sales professionals in a format where there’s a lot of inspiration and motivation, the last thing they want the speaker to talk about is the guy who is struggling with depression, discouragement, doubt, anxiety, and stress. These aren’t sexy topics. No one walks out of there fired up. This is one of those books where the person who will read it probably won’t let anyone know that they’re reading it. You are not going to find a guy in the office reading this before morning before he makes his calls. It’s one of this under-the-radar, on-the-ground books.
It’s like what we used to do with Playboy magazine. We would hide it somewhere. That’s what your readers would do.
We know it’s there. We’ll go back to get it, but don’t let anyone see us reading it.
We laugh but I know high achievers, $500,000 and $1 million people who still struggle with this stuff. It has very little to do with financial success. E.E. Cummings said, “Be kind to people because you never know what battle they’re fighting inside.” I’ve seen people who are million-dollar earners fight huge battles inside. Sometimes it’s impostor syndrome, out of their comfort zone, or they don’t feel deserving. We all have battles.
There’s no question about it, we’re humans. One of the things that I talk a lot about in my talks and my videos when I get a chance to get on stage, I’m a very real person. I don’t speak in Pollyanna. I’m not highfalutin in a way that I have to be so impressive that you lose your sense of humanity. I tell folks, “Whether you realize it or not, we’re formed with the same organics and chemicals. We breathe the same air. We have the same bone structure. We have the same infrastructure. We have the same brain in terms of a left hemisphere and right hemisphere. We’re the same.”
What separates us is usually our environment, but not even that much because if you looked at my environment, you would say, “That guy has got a future that is probably going to end up somewhere behind bars or in the corner office with a green outfit and the broom.” It’s not about your environment. It’s about what you make and the experiences that those decisions bring forth. A lot of bad decisions and experiences is going to foster what I call the downward spiral. I wrote about that in the book, “The downward spiral is where you get caught into the spiral of worry. It leads to stress, anxiety and fear. Now, you’re on your way down to doubt, disbelief, discouragement, and depression.” It can happen to anybody in a split moment.
It’s a cycle that can take you down quickly unless you are practicing some serious self-reflection or self-awareness mindfulness or whatever you want to call it. We are so busy and reluctant to spend any time with ourselves. As you said, you had a lot of one-on-one talks with yourself when you were going through some of this, and this is what came from it. Something came from it that’s going to help a lot of people.
The most ambitious people have the greatest battles. The folks who are at $2 million, $3 million or $5 million a year of production or income, higher or greater, got there because they’re highly ambitious and highly-driven people. It’s almost like a double-edged sword. The higher your ambition and the more you’re driven, the chances are the greater the battle because you’re always striving for that next best version of yourself. Internally, even though you’ve done well, you still struggle with, “Am I good enough to get there?” It’s because you’re ambitious and driven. The person who has nothing going on are not motivated. They’re living what I call a quiet life of desperation or a quiet life of settling. They aren’t going to battle much with enemies or struggles because they’ve got nothing that’s driving them. There are some more driven ones with a greater battle there.
Let’s get into a little bit of psychoanalyzing a salesperson or chief executive no matter what. Give me a couple of things that you think people struggle with in the context of what we talked about. It could be something specific or general. What do you see people struggle with? Let’s talk about some solutions.
Battling Inner Enemies: If you’re going to speak in a peak performance setting where there’s a lot of inspiration and motivation, the last thing they want to hear is the guy struggling with depression or discouragement.
Let me give you a very real example. My brother, I mentioned him earlier, is a successful real estate manager for a decent-sized firm in New York. He had his sales meetings on Thursday mornings. Often enough, he’ll call me the day before and he says, “Do you got anything I could share? Do you got a joke? Do you got something that I could open up my meeting with or a tip?” I always give him something, whatever I’ve got. At his first meeting of the year, he asked me for ideas and what he could introduce. The conversation evolved into him questioning and doubting whether or not his sales force sees the value that he brings them week-to-week. He questioned whether the value is perceived by his sales force or if he, himself, seen as a valuable person. It was either, “Is the content valuable? Or is he valuable to them?”
That’s a very real reflection that a lot of sales leaders face and feel. They don’t want to admit it, but I think there’s a lot of that.
You’re correct. I was at a meeting, and the gentleman of that company, very successful in financial services, was echoing the same thing. He’s got a sizable sales force. I said to my brother, “One of the things to recognize is that not everybody is going to appreciate you or your efforts. That’s the world that we live in. That’s the world of sales management. It’s the way that it is, but they have to respect, if nothing else, your time. Do they understand the time that you put into preparing? Do they value it? Do they respect it? What kind of return do you think you can get from them if they did? If they valued, understood and respected the time that you put in, forget about the content and you, the time and the effort. If you have them or you can help them, understand that whether or not it’s the content they find valuable or they find you valuable, at least respect the time. That helped him feel better. He was at a place where he started to feel doubtful and that helped him get through a little bit about the stumbling block.
That’s good because self-doubt creeps in. Self-doubt and fear can come visit your mind but don’t let them take up residency. Sometimes they do and we don’t even know it. We start to doubt everything we do, whether it’s a podcast, sales call or building our business plan, “Is this enough? It sounds like a lot. I don’t know if I can do that.” Self-doubt enslaves us sometimes and we don’t even know it.
It’s disempowering. By the way, if you carry self-doubt on your face, other people will see it. I used to tell one of my young directors of our company, “Do you believe in what you’re saying?” He said, “Absolutely.” I said, “Will you tell your face?” It was like, “I don’t believe what you’re saying.”
We all think we’re clever enough to hide it but we don’t. Give me another struggle. You talked about the context of a sales manager but the thing about the mental and emotional sides of achievement that you find people struggle with. I want to ask you a question about potential and how we help people get to their potential. What’s another one?
Let me give you something that’s close to your answer. I think you’ll see why I say that. I put out a video called The Struggle. This is what the entrepreneurs, professionals, sales pros and even directors struggle with. I did a tongue-in-cheek and said, “The struggle of EDD.” Most people in that video, when I put the acronym EDD, they figured out, “That’s erectile dysfunction.” When I opened up the video I said, “It’s not what you think. I’m not talking about that struggle. That’s not the struggle.” I said, “EDD is Entrepreneurial Delusion Disorder.” Every salesperson, sales manager struggles, and entrepreneur struggles with. It’s where you deceive yourself to thinking that you’re doing all you can. You get into this place that you are convincing no one else but yourself. You’re doing all you can. You’re performing at your best. You’re giving it all you’ve got. You’re fully committed. You’re fully in. There’s nothing else you need to learn. You’re good. All is well. That’s delusional.
One of the things that I always talk to people about is, “Let’s address this EDD and see if you’re struggling with it because the symptoms if I’m looking at them, you’ve got EDD. Your numbers don’t reflect how confident you are about your performance. You don’t show up to any training. That means you think you know it all. You’re not willing to learn more so that means you’ve got an issue with pride. Those are all symptoms of EDD.” There’s a whole talk I gave on that, which was funny. It addresses what I think hurts more organizations, which is having too much people run around with EDD. It certainly hurts the individual themselves unless it’s pointed out, just like any disease.
The higher your ambition, the more you're driven and, chances are, the greater the battle. Share on XWe all get defensive. As a trainer and somebody goes into companies, business-to-business sales teams and works with them, the first question I always ask is, “What’s not working? Where can it be better? What’s working maybe 50% but not working all the way?” Sometimes it’s a struggle for people to come up with it because we live inside our own soul all day long. We don’t see ourselves the way others see us. All we know are the positive things and there’s always room for growth. There’s always something you could be doing even slightly better. I’m not talking about working an extra four hours a day. I’m talking about slight variations in language, technique, and strategy. I love that EDD. We all have it. Jay, how can people get your book and follow you online? If you have a social media presence, tell us how we can follow you.
A number of ways. You could visit my website, which is TheJayMaymi.com. You could also look at my show website, TheJayMaymiTalkShow.com. I’m on YouTube, google The Jay Maymi. You can find my training YouTube channel, which is Survive to Thrive. I have tons of videos on there on prospecting and mindset. I also have my Facebook page at The Jay Maymi.
If people go to TheJayMaymi.com, they can find all the other channels from there, correct?
All my goodies would be on there.
Jay, it’s been a pleasure to get to know you. I hope this will be valuable for you. We’re going to get it out here. I think this topic is extremely relevant all the time, but especially right now. I appreciate you spending time talking to us.
I appreciate you inviting me. I hope it helps someone.
Thanks, Jay.
There is an advantage to growing up in a humble setting with meager means. The reality of your circumstances can either pummel you into mediocrity or extract from you a burning desire to excel and rise above. My story is one of the latter. For the last three decades my hunger to rise above has yielded an impressive array of accomplishments. From multiple successful businesses to bodybuilding championships, radio, TV, stage, and print work to authoring 5 books; from an entire Sales and Personal Development series to speaking in front of many diverse audiences on different topics; all have uniquely qualified me to offer valuable knowledge, instruction, inspiration, and impact to those seeking to develop a higher and greater expression of themselves. Whether you are visiting my site for personal development, sales training, performance mentoring, or simply to be inspired, I welcome you and am thankful you have decided to take a look.
In this follow-up episode, Bill Caskey jumps right back into how experts mislead us as he talks about the lies the experts tell us. He focuses on challenging beliefs and the importance of taking a second look at the teachings in your life that you thought to be true. Get to know five other ways that experts are misleading you. Learn what trainers and coaches usually focus on that are contrary to the critical components needed for your success. Tune in so you can stay away from the lies the experts are telling you.
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I’m glad you are here. We’re going to do part two of our lies, myths and misgivings. Things that you’ve been taught and instructed to do by sales trainers and coaches over the years that no longer work or there’s a better way. If you didn’t read part one, no problem. Go ahead and read this, then you can go back. I gave you five. Number one, if you would ask better questions, the customer is going to be more likely to buy. That’s a lie. Number two, work harder, mind and grind longer. Work your tail off and you’ll succeed. I’m not saying that work ethic is not good but that’s not a recipe for success. Number three, it’s all about the numbers. Make more calls and sales. Number four, don’t worry about your personal brand. Who do you think you are? The company has a brand. That’s good enough. Number five, don’t worry about scaling your business. Let me, as your leader or manager, and that’s what the sales trainer would say is, “Don’t worry about scaling. You go out and hammer outcalls one at a time, you’ll be successful.”
From reading this blog, there are better ways to solve problems. I want to give you five more and some solutions around these. If you like any of those five and you didn’t read the prior show, go back and read to it. I give you some solutions there. We’re continuing from the past episode. I got a lot of these from LinkedIn and I want to acknowledge all of the people on LinkedIn who shared their ideas with me. I’ve got 35 to 40 comments and had good conversations with some of you. I’m going to mention a couple of you here.
The trainer and coach don’t pay much attention to your mindset. They’re all about production and behavior. We used to talk a lot about behavior. What are your sales behavior and activities? Not a word was mentioned about, how do you feel about that? What’s your mindset going into that behavior? The mindset on the way into the behavior will determine the behavior and the effectiveness of it. I find that most trainers stay away from mindset or they’ll give you some lousy thing like, “Be more confident and abundant.” I talk about abundance but I would never say to someone, “Be more abundant. You need to ratchet up your abundance thinking.” That isn’t helpful.
The mindset on the way into the behavior will determine the behavior. Share on XThe question is, “How do I do that?” Mindset is a critical component. If you’ve ever witnessed yourself, and it’s hard to witness yourself sometimes, in a slump or everything you touch turns to what things aren’t working in the market. It’s probably got something to do with your mindset, your emotions, and your perspective of the world has changed. When you’re on a high and everything you touch turns to gold, you’re like Goldfinger in the old James Bond series, then you want to make calls and go out because you’re attractive. That’s all about mindset. It’s not about behavior. Behavior is influenced by mindset, but you got to take special care of your mind. What are you putting into it? How are you feeding it? What do you do with it during the day? Do you let it run willy-nilly across the stream of consciousness? Are you delivering to your mind things that are going to help it stay on track? Mindset is huge.
Number seven, I want to know what your numbers are. Don’t worry about the plan. Usually, sales managers and trainers sometimes will say this. I’ve heard it from trainers I’ve been involved with them over the years where I’ve collaborated with them. It becomes get clear on your goal and the rest of it will take care of itself. I do think there’s truth to the clearer and more vivid. You can imagine what your goal looks like when it’s complete. That does energize you but there still has to be a plan. Unfortunately, most sales professionals have been taught how to project-manage. That’s exactly what goal setting is. It’s developing a number out there and an ideal outcome.
Let’s say you want to generate 300,000 hours of personal income next year. You did 150,000 last year. You want to 2X. We’ve got a program for that. It’s called The2XGroup.com. To get from 150,000 to 300,000, it’s going to require some thinking through it and some fleshing out of things. I find that most coaches don’t help you do that. They’re more interested in what you want to accomplish, which is important. I’m not discounting the importance of that, but there is a how-to, “I’m here now. I want to get there tomorrow. What is the middle or bridge look like?” Project management is a critical skill. I’ve said this for the last couple of years, project management is a critical skill for sales professionals in the B2B space. Every goal, customer, initiative or project is a project.
Lies We Are Told: Position yourself appropriately in the marketplace by creating content that’s valuable for your customer base or your prospect base.
Number eight, you don’t need to be spending time creating content. You need to get out and sell. Coaches do not understand the importance of creating content on your media platform for the world to sample. By the world, I don’t mean the world, I mean the world of your prospects, your niche, your audience, whatever you want to call the people who would get value out of reading, consuming, watching, listening, whatever that content is. I don’t think coaches and trainers spend nearly enough time teaching you the theory of content marketing. Content marketing came along a few years ago and it was hot for a couple of years.
It has lost its luster and it’s coming back mainly because I believe you, as a business-to-business sales professional, need to position yourself appropriately in the marketplace. That’s why you wear the clothes, drive the car, and ask the questions. Everything is about positioning and I’m not talking about faking it. I’m not talking about the Instagram influencer faking its positioning. I’m talking about positioning yourself. The way you position yourself is you create content that’s valuable for your customer-base or your prospect-base. That might mean writing an article a week on LinkedIn at a minimum. It could be shooting a video once a week for LinkedIn. I’ve got a couple of clients who shoot them 2 or 3 times a week.
Every time they post one, they title it. They get to test the market to see what the market wants. Don’t let people talk you into, “Your job is to sell.” Here’s what happens if you create content. You create an article, you title it with something that’s relevant to your prospects, take one of the top problems your prospect has. Let’s say you’re in the commercial real estate business. A potential prospect might be asking him or herself, “Should I buy a building, lease a building or lease space?” I don’t know whatever that is. That’s a decision. Why don’t you write an article called, Should I buy a building or should I lease space? A question every business owner should be asking or something like that. When people come across that article, they’re in the same town you are, they start to read your profile, and they say, “That’s a good question. I’m going to have John come in here and talk to us.” You get the call. You had no idea this person was looking. You can’t buy a list of people necessarily. Maybe in the real estate business you can, who are looking. Somebody has found you because you have delivered content. That’s valuable to them.
90% of buyers want to feel safe in their business and in your presence. Share on XNumber nine, we don’t spend enough time addressing the psychology of the buyer. There was a trend in the ‘80s and ‘90s talking about buyer psychology. It seems like we went very quickly to seller psychology. We love the psychology topic, but we went quickly to what’s the psychology of the seller. Brian Tracy even wrote an audio recording set called The Psychology of Selling. We got very interested in that. I liked that. You need to be studying both the psychology of the buyer and the psychology of yourself. We talk a lot about it in this show. Your own mindset, ethos, your soul, and how your energy can rise and fall based on how you think about things. Don’t forget about the buyer. Here’s one thing that you need to know about buyer psychology. This goes for any buyer. Not every buyer might but 90% of the buyers want to feel safe in their business and your presence. When you show up and you are eager, enthusiastic, you’re pitching and you’re closing from the time you walk in the room, that does not make people feel safe.
I know some of you sellers who have become so good at that. It has become so much a part of you. You say, “How can I unhook myself from that?” You’re going to have to because I’ll bet you, you’ve lost sales where you have been too eager and you didn’t condition the environment for the prospect to feel safe. You can still be yourself and do that. We call it the up-front agreement or the setting of the tone up-front. You’ve got to make sure that when you walk into the room, whether the room is virtual or physical, you create an environment for safety. Safe environments sell. It allows the prospect to tell you more about what their issues are or it allows you to move forward with freedom where you’re not constantly thinking, “When is he going to object? How am I going to close? When should I throw the money section out?” You’re not doing that because you’ve created this environment where two people are having a human conversation. I believe that’s important for buyer psychology. You’ve got to pay attention to it.
Number ten, people will shy you away from personal marketing. I know we talk about branding we have but I’m talking about personal marketing. What is your personal marketing plan? I haven’t seen any trainers talk about this. They talk about making cold calls, outreach and going to networking events. There’s more to marketing than that. That’s more sales stuff. I want marketing. I want to know are you doing a webinar? Have you written a white paper or some kind of a free report or a lead magnet as it’s called in the internet marketing world? Something that is enticing enough for a prospect that they would give you their name and email address to download it because they know that there’s something on the other side that would be valuable for them.
That’s the essence of marketing now. It’s giving something away, getting their email address, and then sharing other tidbits, tips, tactics and strategies along the way through email. You have a lot more power when you have an email address than you do when you have a social media connection. I’m not against social media connections, but email is still the killer app. It probably will be for a while and maybe text, but at least email. What are you doing in your personal marketing to capture email addresses from people who have an interest in what it is you do, you say, you produce, and how you bring value to people? If cold calls are your only outreach, then you’re making a huge mistake. You’re undervaluing yourself. You can do better than that.
Read up a little bit on lead magnets. Try to figure out, “What kind of marketing steps can I take?” Maybe you want to have a YouTube channel or record a Q&A every Friday of some of the things that you heard in your market over the week and post them up on LinkedIn, YouTube or the video sites. That’s marketing for you. We’ve got to think about marketing in terms of educating our prospects so that they come back and reach out to us. I’ve talked about the lead Parthenon before and we can talk about it in subsequent episodes. The idea with that is you have a Parthenon, you’ve got 5 to 7 pillars of leads coming in. Some of those may be outbound where you’re making a call going to an event. Some of those we want to be inbound.
I would say, if you don’t have any inbound leads, then you need to start focusing on that because that’s what’s going to help you scale your business. I also casually slipped in The 2X Group. If you have any interest at all and be a part of a small group coaching program, the fees are nominal and the value is extreme. We meet twice a month. If you’re interested in that, you can go to The2XGroup.com, jump on a call with me, and tell me a little bit about what you want to accomplish. We’ll see if it could be a fit for you. See you next time. Bye.
Have you ever questioned the things that are being taught by the experts you follow? I think you should.
It’s easy to think, “well, they’re the experts, so they know best.” However this isn’t always the case and you can be easily mislead by having this belief.
On this episode I give you 5 areas you should challenge in your own beliefs and the things that you are being told.
If you’d like to have a discussion about your team, text CASKEY to 69922 and you can get right on my calendar!