Valuetainment - Episode 220： How To Build A Great Sales Team

00:00:00.000 30 seconds, one time for the underdog, ignition sequence start, let me see you put em up, reach

00:00:09.220 the sky, touch the stars up above, cause it's one time for the underdog, one time for the

00:00:16.200 underdog.

00:00:17.400 You're listening to the Valuetainment Podcast where we discuss various strategies that will

00:00:20.840 help you scale your business to the next level.

00:00:22.800 I'm your host Patrick Bedivid and today again I'm talking to the sales leaders.

00:00:25.900 Listen, we're going to talk about what you need to do to scale, to scale your sales team.

00:00:31.440 So whether you're in sales, you run a sales team, or you're a business owner that's dealing

00:00:35.300 with a sales squad, today's video is for you.

00:00:38.420 So look, I mean in the evolution of business you're going to go through these four steps.

00:00:41.700 I've been saying this for a while, you've got to learn how to go from employee to sales,

00:00:45.060 then you've got to learn how to go from being a salesperson to become a sales manager, sales

00:00:49.260 leader, then you become a business owner, then you become a CEO.

00:00:52.080 But just like back in the days, in the 60s, 70s, nobody went to the top of a company without

00:00:56.520 learning how to sell, I want you to take that approach for yourself and your business and

00:01:01.340 your company.

00:01:02.060 So what is the secret to scaling your sales force or your sales team?

00:01:06.880 See a lot of times, I see a lot of guys that are great motivators.

00:01:10.620 They want to learn how to motivate.

00:01:12.220 I want to be a motivational speaker.

00:01:14.360 And motivational speakers, as effective as it is, motivation is simply temporary enthusiasm.

00:01:23.240 Inspirational speakers could be long-term enthusiasm, but both of them have a problem.

00:01:29.380 And here's what the secret comes in.

00:01:30.880 What is the problem?

00:01:32.240 So imagine I'm sitting there and a guy's saying, you can do it, you're amazing, go get

00:01:35.280 them all, all this stuff.

00:01:36.380 And I'm like, oh man, I feel so good.

00:01:38.360 I feel so, I can't wait to go home and do, I don't know what to do when I go home.

00:01:43.520 That's the motivational speaker.

00:01:45.100 And the inspirational speaker, we're going to go out there and make a difference.

00:01:48.000 We're going to do this.

00:01:48.620 Oh my gosh, I want to make a difference.

00:01:50.040 I want to go out there and be part of this long-term, but man, what do I do to make money

00:01:55.020 and win?

00:01:56.000 And that's when you get the drivers.

00:01:58.500 Drivers learn how to get people to get results so they stick around with the inspiration to

00:02:05.220 get to where they need to get to.

00:02:06.420 And today, I'm going to talk to you about the secret to how great sales leaders and

00:02:12.080 great entrepreneurs who run their sales team learn how to drive better than the rest.

00:02:17.820 So let's get right into it.

00:02:18.780 First things first, number one, in order to be a great driver of a sales team, you've

00:02:22.520 got to have moral authority.

00:02:23.560 What is moral authority?

00:02:25.720 You've got to be somebody that I am willing to give you permission to drive me.

00:02:31.180 It ain't the other way around.

00:02:32.180 So this is not like a boss situation.

00:02:33.860 I was at an insurance meeting a couple weeks ago, and one of the conversations that was

00:02:39.420 brought up about a company, I said, what's going on with that company?

00:02:42.140 He says, that company doesn't have a good sales leader, and because of that, they absolutely

00:02:47.720 lost everything.

00:02:48.720 Last week, I was in Miami.

00:02:50.640 On Friday, I'm meeting a guy that runs a business doing $100 million a year.

00:02:55.000 We go meet with him.

00:02:56.440 And he says, one of my companies collapsed, and it doesn't work anymore.

00:03:00.220 We lost the company.

00:03:01.100 And I said, what happened?

00:03:02.040 He said, I hired a wrong sales leader.

00:03:04.620 So he's not in tune with sales.

00:03:06.500 He trusted another sales leader.

00:03:08.480 Boom.

00:03:09.000 He loses the company.

00:03:10.040 Another one locally here in Dallas.

00:03:12.600 The guy's worth $1.6 billion.

00:03:14.560 He meets with me.

00:03:15.820 He says, can you give me some good sales leaders?

00:03:18.740 Because my sales, ever since I bought the company, for $80 million, the company he bought,

00:03:24.300 sales has been like this.

00:03:25.280 Because he hires a sales leader that talks a big game, they're great motivational inspiration,

00:03:29.660 but they don't know how to drive.

00:03:31.000 Number one is moral authority.

00:03:32.560 What is moral authority?

00:03:33.960 You're in work every day, so you've got your responsibility, their responsibility.

00:03:37.360 You're direct.

00:03:38.400 You direct them on what to do.

00:03:40.060 Here's what I'm directing you how to do, Bobby.

00:03:42.540 They need to be coachable.

00:03:44.880 Your example.

00:03:45.720 What is the example?

00:03:46.500 I come in.

00:03:47.040 I work.

00:03:47.480 I'm in there with you.

00:03:48.580 We're going to do this thing together.

00:03:50.220 I'm willing to be a student, the person that you're leading.

00:03:52.680 Next.

00:03:53.440 You're being honest.

00:03:54.680 Because you cannot direct somebody and drive somebody without being honest.

00:03:57.880 Sometimes motivational speakers, and sometimes inspirational speakers, all they want to do

00:04:03.040 is make sure everybody feels good.

00:04:04.980 And you can't just have an environment where everybody's just feeling good all the time.

00:04:07.960 It's like being high all the time, but no one's moving.

00:04:10.560 I'm in the same exact place.

00:04:12.340 A driver is going to say, listen, let me simplify it for you.

00:04:15.340 You're pretty bad on the phones.

00:04:17.160 And if you go like this on the phones, you are never going to make it in sales.

00:04:19.920 What do you want to do?

00:04:20.820 You're horrible on the phones.

00:04:22.640 Now, you can be good, because I saw some of the things you said it was good, but right

00:04:25.220 now, we've got to learn the script.

00:04:26.420 Come sit in front of me.

00:04:27.120 Let's go through it together.

00:04:28.300 We learn.

00:04:29.240 Hey, let me tell you something over here.

00:04:31.020 Your work ethic, if you go like this, nothing's going to be happening, because I see your suspect

00:04:34.980 every once in a while.

00:04:35.700 You show up when you feel like it.

00:04:37.280 If it rains, you don't come to the office.

00:04:38.720 If it snows, you have an excuse.

00:04:40.300 If a car breaks, every single day your car breaks down, something's going on, I can't help you with

00:04:43.900 that.

00:04:44.100 So you've got to be willing to be honest, the driver, and the other person has got to

00:04:48.920 be willing to be open and take it.

00:04:50.440 And by the way, if they're not, then that's a whole different step we'll be talking about.

00:04:53.760 But number one is moral authority.

00:04:55.560 A great sales leader has moral authority.

00:04:58.980 If you have moral authority, people are willing to listen to you.

00:05:02.700 Moral authority comes with prior success, existing success.

00:05:07.140 Everyone in the marketplace knows who you are.

00:05:09.480 Everyone knows how hard you work.

00:05:10.940 Everyone knows where you're going.

00:05:12.060 Everyone knows the types of people you've developed that have also made money and have

00:05:16.060 been successful.

00:05:16.880 So there's a reputation that anybody who works with you, they become successful in sales.

00:05:21.720 Anybody that gets close to you, they become successful in sales.

00:05:25.020 And then everybody wants to learn what your secret is to teach in everybody that maybe

00:05:29.220 is getting better results than somebody else.

00:05:30.840 Just right now, Luis is back here.

00:05:32.660 Luis, who did you tell me was your favorite player of all time?

00:05:35.200 Vince Carter.

00:05:35.840 Vince Carter, right?

00:05:37.360 And you obviously are not a big LeBron James fan, but you're a big Vince Carter fan.

00:05:40.900 Okay?

00:05:41.120 I'm proud of it.

00:05:42.340 So then I asked the question.

00:05:43.720 I said, hey, Luis, who coached Vince Carter?

00:05:48.020 So I had Bradford, you're my buddy from the Army, and Luis start going through a list of

00:05:52.120 people that coached Carter.

00:05:54.900 And you couldn't come up, we had Sam Mitch, Decent, Sam Mitch was a good coach, some of

00:05:58.820 these other guys, but nobody that was a Popovich, Riley, or a Phil.

00:06:03.220 A Carter has got to be coached by some of these guys.

00:06:06.220 Now some people will say he was lazy, he didn't have discipline, he partied, the ladies, all 0.97

00:06:09.980 this other stuff.

00:06:10.920 I think a lot of other guys are like that as well.

00:06:13.780 Sometimes moral authority with a coach that knows how to drive and get the best out of people

00:06:17.320 is what the differentiator is between you not making money and you making money.

00:06:21.280 So you, as a salesperson that wants to build a sales team, you've got to learn how to be

00:06:25.240 a sales reader.

00:06:25.900 Number two, you get judged in your entire life.

00:06:30.060 You and I get judged based on who we pick.

00:06:33.500 We get judged in how we read people.

00:06:35.760 We get judged on our intuition of our friends, of our girlfriend, of our spouse, of our career,

00:06:41.380 of the place we live, of the place we build, of every single thing, you are judged on who

00:06:47.580 you pick.

00:06:47.960 So in the world of sales leadership, you're not going to pick everybody and say, I want

00:06:52.760 everybody to be successful.

00:06:54.560 You sound like a motivational speaker to me.

00:06:56.820 I want everybody to go out there and say, great, motivate, inspire, but you've got the

00:07:01.980 one guy that wants it more than everybody else and he's willing to work 70 hours a week.

00:07:06.020 These other guys don't want to work 70.

00:07:07.320 They want to go to the nightclub on Friday night and Saturday night and I don't have time

00:07:11.900 for that.

00:07:12.720 I want to work with this killer here and build him up.

00:07:14.660 That's who I want to work with.

00:07:15.620 Lincoln, many, many years ago, he's sitting there, he's like, listen, I need one general

00:07:20.580 who is not afraid to go to battle.

00:07:23.540 So he signs the responsibility to a guy named General McClellan.

00:07:27.180 Many times in America, you go to different roads, you'll see McClellan Avenue, McClellan

00:07:31.480 Boulevard, McClellan Street.

00:07:33.240 Why is that?

00:07:33.860 It's after this general named McClellan.

00:07:35.580 McClellan had one thing that he was very good known for.

00:07:38.400 His soldiers were by far the best trained soldiers out of all the generals he had.

00:07:44.880 But there's one problem with his soldiers.

00:07:47.800 McClellan never thought he was ready to go to war.

00:07:51.400 It was always not the right time to go to war.

00:07:54.060 He would always hesitate.

00:07:55.880 He was a little bit too paranoid to go to war and go to battle because what if?

00:08:01.220 So this guy, Lincoln, some people say the greatest president of all time in America,

00:08:05.420 brings a guy named Grant.

00:08:06.980 Ulysses S. Grant.

00:08:08.560 Grant says, what do you want me to do?

00:08:10.140 I want you to go win this war.

00:08:11.840 90 days.

00:08:13.180 Lincoln cannot get a hold of Grant.

00:08:14.840 You know what Grant does 90 days later?

00:08:16.460 He wins the war.

00:08:18.440 Do you know what happens, Grant?

00:08:19.580 He becomes a president.

00:08:21.000 A two-term president.

00:08:22.240 I don't know if he was a good one or not, but the point is, Lincoln gets credit for picking 0.74

00:08:27.100 Grant, Grant gets credit for having the guts that McClellan didn't have to go to war and

00:08:31.740 say, what do you guys want to do?

00:08:32.760 We're winning this war here today.

00:08:33.840 You guys hear me?

00:08:34.360 We're doing this.

00:08:35.840 That's a driver.

00:08:37.300 He picked the right sales guy.

00:08:40.180 He picked him, drove him.

00:08:41.820 This guy couldn't do it.

00:08:42.680 Can you do it?

00:08:43.320 I want the responsibility.

00:08:44.680 I'll go do it.

00:08:45.100 He goes and does it.

00:08:46.840 Similar thing that happens in the world of sales as well.

00:08:48.980 Number three, let's go over here.

00:08:50.940 So now you have moral authority.

00:08:52.260 You're watching me saying, well, Pat, I made $300,000 last year.

00:08:54.540 I'm incredible in real estate.

00:08:55.580 I want to teach six other people how to do real estate.

00:08:57.440 I made $400,000 last year.

00:08:58.920 I'm in insurance.

00:08:59.540 I want to teach 20 other people how to do the same thing.

00:09:01.740 Great.

00:09:02.660 You have moral authority.

00:09:04.760 Two, you're kind of okay at picking people.

00:09:07.920 And you got two or three people you're watching that you're currently training that you want

00:09:11.560 to pick in your office, whatever it is.

00:09:13.440 No problem.

00:09:14.620 Three, so now how do you drive people?

00:09:16.900 What are people driven by?

00:09:19.020 You know, what are people driven by?

00:09:20.040 I saw a sales meeting the other day.

00:09:21.680 This guy gets up.

00:09:23.440 The audience is filled with 60, 70-year-olds.

00:09:25.920 This is how he closes his meeting.

00:09:28.660 Can you imagine if one day you're driving a Ferrari and you go into the beach and you're

00:09:36.120 at this house and you hear the waves and it's just so soothing.

00:09:40.960 It's like you're at a spa.

00:09:42.600 It's amazing.

00:09:44.000 And these 67-year-olds are like, I need my medicine, man.

00:09:47.580 What is this guy talking about?

00:09:49.420 I want to retire.

00:09:50.980 I just lost $300,000.

00:09:53.160 Speak my language.

00:09:55.220 What are people driven by?

00:09:57.000 Then you got the flip side.

00:09:58.220 A guy sitting with a room of 20-year-old, 25-year-old salespeople that want to run through

00:10:02.960 the wall and go wrap the house and the speaker.

00:10:06.380 Can you imagine one day being able to retire and you go on the golf course and you got the

00:10:11.940 best coach and you have this swing and the handicap is so impressive and these 20, 25-year-olds

00:10:16.800 are like, dude, I don't care about golf.

00:10:18.960 I don't even want to think about retiring.

00:10:20.200 I'm never going to retire.

00:10:21.620 What can you give me now?

00:10:23.480 The language you speak to the audience based on who you're driving will dictate also how

00:10:27.840 you can get the best out of people.

00:10:29.060 So what languages do people respond to?

00:10:31.680 First things first, people will say, well, you know, a lot of people are driven by money.

00:10:35.600 You think it's money, but it's not money.

00:10:38.160 It's what money gets you.

00:10:39.400 So let's just say I'm sitting with this guy and I'm trying to figure out if this is a guy

00:10:42.400 for me to work with and I want to pick him as somebody I want to develop as a salesperson.

00:10:47.940 I'll sit with him and I'll talk to him.

00:10:49.220 I'll say, so Johnny, tell me, what do you want to do?

00:10:51.360 Man, I want to make a lot of money and I want to be financially free.

00:10:54.100 Oh, really?

00:10:54.600 Why do you want to make a lot of money?

00:10:55.740 Well, you know, I want to make a lot of money because I want to be free.

00:10:57.660 Why do you want to be financially free?

00:10:59.620 Well, you know, I just feel like, you know, I saw my parents go through a lot of struggles

00:11:02.820 financially.

00:11:03.780 Okay, so tell me, what does financial freedom look like to you?

00:11:06.680 Uh, uh, uh, uh, uh, uh, uh, I don't know.

00:11:09.440 Tell me about it.

00:11:10.020 What do you think?

00:11:10.640 What is it?

00:11:10.940 Is there a number to it?

00:11:12.360 What is it?

00:11:13.580 You know, I just think, you know, the day my mom and dad don't have to work anymore and

00:11:18.020 my mom's got some health issues and the other day I came home and some of the medication

00:11:23.600 that we were getting, our health insurance doesn't cover anymore because my dad changed

00:11:27.960 his job so those medications for my mom are $800 a month.

00:11:31.280 My dad can't afford it.

00:11:32.760 My mom is not feeling that good and then I see tears.

00:11:37.660 Then it's the heart.

00:11:40.040 If you think it's just the money because this guy wants a Mercedes-Benz, you've absolutely

00:11:43.600 lost it.

00:11:45.260 His reasoning is his mother needs medication, $800 a month to pay for that and the father

00:11:49.380 cannot do it because he just got fired.

00:11:51.100 He got a new job that doesn't give him benefits for another six months and that hurts him.

00:11:55.720 So now I know exactly what this guy's driven by.

00:11:57.840 The motivation is high.

00:11:59.600 The inspiration is high.

00:12:00.780 I got to now drive him as a leader and help him get there because I have the moral authority.

00:12:04.880 I can direct him and tell him, hey, we're going to go do this together if you're committed.

00:12:08.300 If you're willing to put the work in, be coachable, willing to learn, be a good student,

00:12:11.720 and I'm going to show you exactly how to go out there and make that money so you can get

00:12:14.520 to the point here.

00:12:15.160 So dollar tied to why until I get the medication for mom that costs $800 a month, bingo.

00:12:23.260 Bingo.

00:12:24.260 So you say, Pat, what's $800 a month?

00:12:26.600 Four levels of lifestyle you've got to realize.

00:12:28.760 Number one is survival for everybody.

00:12:31.720 I started in sales.

00:12:33.120 It was purely survival.

00:12:34.400 Parents got a divorce.

00:12:35.500 My dad's at a 99 cent store.

00:12:37.520 I get out of the military.

00:12:39.100 My mom's back in Iran.

00:12:40.300 We don't have a place to live.

00:12:42.120 I don't know anything.

00:12:43.920 Nothing.

00:12:44.740 I got nothing to my name.

00:12:46.440 It's all survival.

00:12:47.860 I work at Bally's so I can survive to pay the bills so my dad will stop having heart attacks

00:12:52.880 because he's stressed out trying to support everybody.

00:12:56.260 And I can make this money so I can take care of the family.

00:12:59.460 Stress is going to be lower.

00:13:00.660 I want to pay off my credit card debt because I'm so stressed out.

00:13:03.660 I'm at the survival mode at that time.

00:13:06.080 Then I go into the status mode.

00:13:07.700 What is status mode?

00:13:08.460 I want to buy some nice cars to impress everybody.

00:13:11.300 I screwed up.

00:13:12.100 I lost.

00:13:13.260 I went from an expedition to a Ford Focus.

00:13:16.120 And I went out there and I became the guy that put all these guys in my car and we'd go

00:13:19.320 party together and all this stuff.

00:13:20.660 We'd go to Newport, LA, Hollywood, San Diego, Orange County.

00:13:24.240 You name all these clubs in LA.

00:13:25.680 I've been to every single one of them from 99 to 2003.

00:13:30.480 I've been to all of them.

00:13:31.460 If you've gone there, we probably ran into each other.

00:13:33.700 That was status.

00:13:35.260 And then I hit freedom.

00:13:37.120 Freedom was, I want to become financially free.

00:13:40.060 And once I learned that, and then it was purpose, history, then that was a higher level.

00:13:44.880 So you need to know at what level people are at.

00:13:47.620 You won't know this until you talk to them and you keep asking them why.

00:13:51.360 Then you realize it.

00:13:52.360 So what are people driven by?

00:13:53.920 Here's another thing people are driven by.

00:13:55.720 Some people are not driven by lifestyle.

00:13:57.440 Some people could care less about cars.

00:13:59.620 Some people could care less about watches.

00:14:01.180 I'm not a watch guy.

00:14:02.040 I like cars because I like ingenuity.

00:14:03.980 But I'm not a watch guy myself.

00:14:05.680 I'm not a big watch guy myself.

00:14:07.860 But some people are driven by competition.

00:14:10.980 Some people are driven by competition. 0.59

00:14:13.080 They just want to kill the other guy.

00:14:15.400 You're trying to tell me that guy thinks he's better than me? 0.98

00:14:17.420 Yeah, he thinks he's better than you. 1.00

00:14:18.600 I'm going to kill him. 0.99

00:14:20.120 Who's the top salesperson in the office? 1.00

00:14:21.680 It's this guy.

00:14:22.440 He is?

00:14:23.160 Okay.

00:14:23.660 What did he do last month?

00:14:24.800 What do I need to do?

00:14:26.100 He comes in earlier.

00:14:27.020 He leaves later.

00:14:27.680 Because he wants to be number one.

00:14:28.980 So he's competitive.

00:14:30.280 Then the other guy is driven by breaking records.

00:14:32.040 Who owns a record here for such and such?

00:14:34.060 I want to break all the records.

00:14:35.080 What are the records?

00:14:35.680 I want to break the records.

00:14:36.480 Every single record, I want to break all the records.

00:14:38.140 Somewhat competitive, but it's about, you know, I want to do something that's never been

00:14:41.060 done before.

00:14:42.180 Third one is fighting for a cause.

00:14:43.720 Hey, what is a cause?

00:14:45.140 What we're doing here, we're going to be able to raise a million dollars so we can go back

00:14:48.820 and build homes and do such and such.

00:14:50.420 What we're doing here, we're going to be able to make a lot of money so we can build homes to help

00:14:54.000 people out.

00:14:54.400 What we're doing here, we're going to be able to teach the spirit of capitalism and

00:14:57.840 free enterprise to millions of people around the world so they realize a person out there

00:15:01.900 that's just like PBD, he was nothing.

00:15:04.060 He was small.

00:15:04.680 He had nothing going on.

00:15:05.620 No example.

00:15:06.340 Mom and dad, they're trying to figure out their own lives.

00:15:08.780 I'm a little kid and I realize in the world of capitalism, a regular average guy like

00:15:12.860 me can rise up and say, boom, let's go get him, baby, if you've got a dream.

00:15:17.700 Let's go get him if we've got a dream.

00:15:19.920 Now, why should I fight for this cause?

00:15:22.200 Person says, let's just say I buy into this cause.

00:15:25.300 Your job as the leader with moral authority, your job is to show the salesperson, if we

00:15:34.160 go and fight this cause, you individually will get XYZ and you'll win big for yourself and

00:15:42.600 collectively we'll do something that's never been done before.

00:15:45.720 That's a language you speak to people.

00:15:47.960 But I need to also know what's going to happen to my life, not just a collective effort.

00:15:51.600 Will my dreams become a reality?

00:15:53.040 Yes, it will.

00:15:54.740 And last but not least, I can do this for hours.

00:15:57.220 There's a lot of other points.

00:15:58.140 I'm just giving you a flavor of it here today.

00:16:00.340 The other one is enemy.

00:16:02.400 Who's the enemy?

00:16:04.220 Everyone's got an enemy.

00:16:05.140 You better believe I've got enemies.

00:16:07.700 And I just enemies, you know, people that see me as a target, enemies.

00:16:12.740 I have a good memory.

00:16:14.900 And some of my enemies follow valutainment.

00:16:16.720 I've got a very good memory.

00:16:18.520 And I remember names.

00:16:19.740 I have enemies.

00:16:20.820 Everybody has enemies.

00:16:21.600 What is an enemy to you?

00:16:23.220 An enemy could have been a schoolteacher.

00:16:24.600 An enemy could have been a spirit in you that you're trying to get rid of.

00:16:28.080 That's holding you back.

00:16:29.060 An enemy could be a small thing inside of you.

00:16:30.840 An enemy could be somebody that's you.

00:16:33.160 That's within here.

00:16:34.100 What is the enemy?

00:16:35.280 An enemy could be a target.

00:16:37.140 An enemy could be a lot of different things that you're dealing with.

00:16:39.360 It's not just because of one thing or one person or competition.

00:16:45.300 An enemy could be a lot of different things that you're dealing with.

00:16:48.720 Okay?

00:16:49.040 We're talking any kind of an enemy.

00:16:51.060 Enemies get people to wake up and go after.

00:16:53.380 Think about it.

00:16:53.880 A lot of people say, well, you know, there is no enemy in basketball.

00:16:58.820 Are you kidding me?

00:16:59.600 If your name is Cleveland Cavaliers, guess who your number one enemy is?

00:17:02.720 Now, you may say yourself.

00:17:04.200 And that's true.

00:17:05.580 But you better get through Golden State.

00:17:07.600 Golden State's got to get through Cleveland if you want that championship ring.

00:17:10.600 There's an enemy.

00:17:11.360 And people, some people, are driven by that.

00:17:14.400 You may be watching this right now saying, I don't care about that.

00:17:18.140 You're not just trying to talk to you.

00:17:19.340 I'm not just talking to you right now.

00:17:20.900 I'm talking to you how to go from sales to sales leader.

00:17:23.520 And not everybody is driven the same way.

00:17:25.680 Sometimes people make the mistake thinking just because you're not competitive that other

00:17:29.020 people aren't driven by competition.

00:17:30.840 Sometimes you think because you are so almighty and, you know, you don't care about what other

00:17:34.640 people say.

00:17:35.080 You're just about, I want to be the best that I can be.

00:17:36.740 That's great where you're at.

00:17:37.840 But not everybody's wired like you.

00:17:39.640 So how are you going to drive somebody that's not wired by that?

00:17:42.260 There were certain kids in high school that wanted to fight one-on-one.

00:17:45.480 Hey, let's go after school.

00:17:46.360 Let's fight.

00:17:47.080 Okay?

00:17:47.640 And they would start the fight.

00:17:48.780 I want to fight.

00:17:50.300 Then there were kids that could care less about fighting.

00:17:54.420 But if you came to their group and you said something to their group and a brawl broke

00:17:59.000 out and somebody got bullied, this guy shows up out of nowhere coming and saying, you don't

00:18:04.060 ever think about bullying this kid here and whoops his tail.

00:18:07.540 He's driven by a different thing than the other guy saying, I want to fight you one-on-one.

00:18:11.420 Everyone's driven in a different way.

00:18:13.180 You got to figure out how to drive yourself.

00:18:15.380 Then if you want to be a sales leader, you got to learn how to drive everybody else that's

00:18:18.000 around you.

00:18:18.480 That's what great sales leaders do.

00:18:19.740 By the way, that's what great leaders do, period.

00:18:21.900 Popovich, Riley, MLK, presidents, leaders, generals, CEOs, Hollywood.

00:18:27.840 You talk to Hollywood actors when they were working under a director that said, boom, said

00:18:32.640 something to him.

00:18:33.340 And he got emotional.

00:18:34.260 He got into this role.

00:18:35.180 He started crying.

00:18:35.880 And you and I watched the movie and we're like, oh my gosh, what an incredible actor.

00:18:40.700 You don't know what the director fed that actor's mind during that moment where he said, come

00:18:44.040 here, that was bad take.

00:18:44.920 Let me tell you.

00:18:46.020 Do you remember that one time?

00:18:46.780 Has this ever happened to you?

00:18:48.040 Tell me about your mom.

00:18:48.840 Tell me about your dad.

00:18:49.520 Tell me about this.

00:18:50.080 Tell me about that.

00:18:50.560 Do you remember that moment?

00:18:51.320 Yeah.

00:18:51.420 How did it feel when that person talked to your mom like that?

00:18:54.060 How did it feel when that person talked to your dad like that?

00:18:56.200 I want to see that feeling on the camera right now.

00:18:58.800 Go think about it right now.

00:19:00.220 Show it to me.

00:19:00.900 I want to feel it.

00:19:02.520 The actor's in tears.

00:19:04.140 He goes in a moment.

00:19:05.260 He comes out.

00:19:06.360 Boom.

00:19:07.040 Then you and I see an Oscar winner.

00:19:08.840 It's because a director drove somebody.

00:19:13.480 That's what it is.

00:19:15.280 So after this here, once we figure this part out, I think number four is here.

00:19:19.760 Learning how to drive.

00:19:21.280 You tie the reasons to a result and a deadline.

00:19:25.420 Here's what I want.

00:19:27.540 I want to make the $800 for my mom.

00:19:29.960 You need to do XYZ amount of calls, knocking doors.

00:19:33.140 Whatever you want to call the activity in your business.

00:19:37.840 And you need to do this many every single day, every single week for the next three months.

00:19:42.420 And if you do it every single day, every single week, deadline every day, deadline every week,

00:19:46.440 deadline 12 weeks, deadline one month.

00:19:48.600 If you do this, 90 days from now you're going to make this.

00:19:51.620 And your mom will never worry about the $800 for my mom because you've learned how to make that money

00:19:54.640 and give it to your mom every single month.

00:19:55.800 And she looks at you and says, that's my son.

00:19:57.520 I'm proud of you, baby.

00:19:59.300 I'm proud of you, baby.

00:20:00.320 That's why we do what we do.

00:20:01.460 You think this whole thing is about making money and becoming famous.

00:20:04.820 You know, where are we going now?

00:20:05.860 This, oh my gosh, you're Patrick.

00:20:06.920 You think this thing's just the fame stuff.

00:20:08.960 It's about getting people to experience the juice in their own lives.

00:20:12.920 That's exciting.

00:20:14.020 So number one is, tie their reasons to a result and a deadline.

00:20:18.280 Number two, break it down by size bites. 1.00

00:20:22.560 So, you know, if you want to make a million dollars, that's backup.

00:20:25.280 If you want to make $100,000, that's backup.

00:20:27.220 If you want to make, you break it down and you give me a formula for me to know what I

00:20:31.120 need to do this month, next month, next month, next month, next month.

00:20:34.380 And then when you start working with some people that are people you pick, who are solid people

00:20:38.600 you pick to be able to work with, then it comes down to your accountability.

00:20:42.540 Then it comes down to you studying their trends.

00:20:44.180 Then it comes down to your weekly reports.

00:20:46.100 Then it comes down to you believing in them, injecting belief in them, seeing who they could

00:20:50.640 be, re-reminding them of why they're doing this.

00:20:52.720 Just constantly re-reminding people what they're capable of doing, and three months, six months,

00:20:57.120 12 months, 24 months down the line, five years down, you're going to look at them and say,

00:20:59.760 oh my gosh, I cannot believe that just took place right now.

00:21:04.240 I cannot believe that.

00:21:05.040 I just had a guy, Rodolfo and Ceci Vargas, husband and wife, from El Salvador, come to

00:21:09.660 America, he works at Sears, he was an economist in El Salvador, barely making any money.

00:21:14.060 They come to the States, you work and then go from making $20,000 a year income to making 1.00

00:21:18.520 $175,000 in a month, injecting belief, and they're now, man, they're somebody, you follow

00:21:24.020 these guys, they get you in motion when you see some of these stories.

00:21:27.260 And these types of stories go on and on and on and on and on, in many different stories,

00:21:32.940 as long as you learn the secret to scaling your sales team, which is learning how to drive

00:21:36.920 people.

00:21:37.320 So having said that, again, I'm not going too much into details, because it'd be a one-day

00:21:43.660 session with you on this topic.

00:21:45.020 I'm giving you, you know, bite sizes for you to think about it and process it on your

00:21:50.620 own and go figure out what you need to be doing by doing the proper research and find

00:21:54.320 ways to get better at that.

00:21:55.480 Thanks everybody for listening, and by the way, if you haven't already subscribed to

00:21:58.600 Valuetainment on iTunes, please do so.

00:22:01.460 Give us a five-star, write a review if you haven't already, and if you have any questions

00:22:05.380 for me that you may have, you can always find me on Snapchat, Instagram, Facebook, or YouTube.

00:22:10.260 Just search my name, Patrick MidDavid, and I actually do respond back when you snap me

00:22:15.140 or send me a message on Instagram.

00:22:17.300 With that being said, have a great day today.

00:22:19.040 Take care, everybody.

00:22:19.760 Bye-bye.

Valuetainment - November 29, 2018

Episode 220： How To Build A Great Sales Team

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