Valuetainment - November 22, 2021


Why Sales People Burn Out


Episode Stats


Length

7 minutes

Words per minute

218.55235

Word count

1,555

Sentence count

131

Harmful content

Misogyny

1

sentences flagged

Toxicity

4

sentences flagged


Summary

Summaries generated with gmurro/bart-large-finetuned-filtered-spotify-podcast-summ .

How do you reward yourself after you have made a lot of money? Do you take your wife out to dinner or go out to a nice restaurant or do something nice for yourself? If you don t reward yourself, you will hit a plateau and your income will go back down.

Transcript

Transcript generated with Whisper (turbo).
Misogyny classifications generated with MilaNLProc/bert-base-uncased-ear-misogyny .
Toxicity classifications generated with s-nlp/roberta_toxicity_classifier .
00:00:00.000 So earlier this week in a sales meeting, two of our guys had their biggest month ever.
00:00:03.580 One made $107,000, $107,000.
00:00:05.940 The other one made $72,000.
00:00:07.620 The one that made $107,000, great attitude, upbeat, future looks bright.
00:00:11.280 The $72,000 was a little bit down.
00:00:13.000 The $107,000 after they had their biggest month ever, he took his wife and himself to a nice football game.
00:00:18.020 They went to a nice vacation.
00:00:19.080 They had a great time.
00:00:20.300 The $72,000 after having a record-breaking month, was back to business as usual, and it was kind of down a little bit.
00:00:25.760 So this led to one of the best sales meeting we had this year.
00:00:28.820 And it brought out two issues with salespeople and businesspeople that I want to talk to you about here today.
00:00:34.180 So here's what it is.
00:00:34.980 Number one, $72,000, he's having record-breaking months after months after.
00:00:39.300 He's never made this kind of money before, ever.
00:00:41.260 He's never made this kind of money before.
00:00:42.900 He makes $72,000.
00:00:43.680 I asked him, so how did you reward yourself?
00:00:45.960 He says, what do you mean?
00:00:46.980 I said, what did you do?
00:00:48.100 Did you, when you had made this kind of money, did you take your wife out?
00:00:51.200 Did you, kids, did you go do something for yourself?
00:00:54.260 Is this the most savings?
00:00:55.080 It's the most savings I've ever had.
00:00:56.700 I've never made this kind of money.
00:00:57.720 So did you go to a dinner together?
00:00:59.420 No.
00:00:59.780 Did you go buy something for your wife?
00:01:01.620 No.
00:01:02.140 Did you do something?
00:01:03.260 Nothing.
00:01:03.980 I said, so if you make this kind of money and this kind of success, and you don't reward yourself,
00:01:09.080 your psyche doesn't see the value of your working hard the next time because what are you doing this for?
00:01:15.480 I said, so okay, maybe you're doing this long-term because you're trying to save up for a down payment for a house.
00:01:20.720 Or you're trying to save up for, he says, no, nothing.
00:01:22.740 I'm just working to make money.
00:01:24.480 I said, if you go with that approach, here's what's going to happen to your income.
00:01:27.660 It's going to go back down.
00:01:28.940 There has to be a reward to it when you're making this kind of money.
00:01:32.180 If you don't, your enthusiasm will go away.
00:01:34.380 You've got to take your wife out to dinner, $400 dinner. 1.00
00:01:36.700 Did you guys do that?
00:01:37.300 No.
00:01:37.660 Take your kids out to a nice little park.
00:01:39.320 Have a good time with them all day.
00:01:40.260 Did you do that?
00:01:40.820 No.
00:01:41.280 Go get yourself something nice, maybe a nice watch, maybe a nice suit, nice something that you like.
00:01:45.980 Is there anything you want?
00:01:46.780 Yes.
00:01:47.000 Have you done that?
00:01:47.600 No.
00:01:48.080 I'm not telling you to go buy a $25,000 Rolex because you haven't made that kind of money.
00:01:51.620 I'm not telling you to go buy a Ferrari.
00:01:52.980 I'm not telling you to go buy an R8.
00:01:54.400 I'm telling you to go do something to reward yourself.
00:01:57.000 So that's one of the mistakes.
00:01:58.340 By the way, that mistake is about 5% to 10% of salespeople that make this mistake after they're winning.
00:02:04.780 For me, when I was coming up in sales, I was, from this mindset, work, work, work, work, work.
00:02:09.380 Then one guy said, you've got to add some rewards because if you don't have new rewards and you replace them every time, you're going to hit a plateau.
00:02:15.180 So I'm coming up, I said, if I get to six figures and I got some money in the bank, I'm going to go to New York and I'm 23 years old at the time.
00:02:23.180 I'm going to stay at the hotel.
00:02:24.320 I want to watch a ball drop and I want to spend $3,000 at sacks.
00:02:27.300 Boom.
00:02:27.640 I hit that number by $24,25.
00:02:29.800 I go to New York.
00:02:30.880 I stayed at the hotel.
00:02:31.840 I watched the ball drop.
00:02:32.760 I celebrated New Year's Eve with two of my friends, one to sacks shop.
00:02:36.100 I remember the purple shirt I got.
00:02:37.340 I remember exactly what I bought.
00:02:38.780 Came back.
00:02:39.240 The next one, if I have $100,000 in the bank, I'm buying an S600.
00:02:42.460 I did.
00:02:42.900 If I have a quarter million dollars in the bank, I'm buying an Escalade and a Harley.
00:02:45.840 I did.
00:02:46.500 Everything was tied.
00:02:47.500 I just bought a nice boat, a yacht, and I just bought a nice Ferrari, SF90.
00:02:53.460 Both of them are seven-figure toys, but they're both tied to net worth and savings because that's the reward and punishment.
00:03:01.460 But let me give you the other side, which is 90% of people in sales and business.
00:03:06.380 When I'm coming up and I'm 22, 23, 24, we're in the sales office together, I obviously got a group of people.
00:03:13.060 We go in there on Monday morning and we say, guys, here's what I want us to do this week.
00:03:16.520 What's that?
00:03:17.360 Let's put a number that if we hit it, Saturday night, we go have the time of our lives.
00:03:22.360 Let's put a number that if we hit it Sunday, we're going to go watch a Laker game.
00:03:25.480 Let's put a number.
00:03:26.220 If we hit it, we're going to go do XYZ.
00:03:28.360 So everybody says, yeah, yeah, yeah, let's do that.
00:03:29.700 Let's do that.
00:03:30.440 Five sales, 10 sales, whatever the number is, we'd put it up there.
00:03:33.880 Then Saturday night would come.
00:03:35.820 A couple of the guys who didn't hit their goals, they'd be at the office like, oh, I didn't hit my goal.
00:03:40.820 You know, it's like, okay, great.
00:03:42.780 The other guys who hit their goal, great, let's go out.
00:03:44.960 There was always one or two of the guys, whether they hit the goal or not, they wanted to still go party.
00:03:50.260 Whether they hit the numbers or not, they still went and partied.
00:03:53.020 Do you know what happened to every one of those guys that would reward themselves whether they hit the numbers or not?
00:03:59.260 None of them made it past two, three years in a business because psychologically, your standards are low.
00:04:06.320 You're so easy on yourself.
00:04:07.700 And so you're like, well, I deserve it.
00:04:10.380 You don't even know.
00:04:11.160 I worked.
00:04:11.820 I tried.
00:04:12.720 I tried my best.
00:04:14.220 Yeah, in the NBA, if you try your best and you don't win a championship, they don't give you a championship ring just because you tried your best.
00:04:20.060 In the world of business, just because you tried your best, that doesn't mean you end up building a nice big business that helps you become financially free and your dreams become a reality.
00:04:27.920 You have to hit numbers and you've got to perform.
00:04:30.640 So if you're watching this, there's a very high likelihood.
00:04:35.120 If you're in business and sales, you're either in this category or this category, but odds are 90%, 95% are in this category because their standards are too low.
00:04:44.300 Take inventory of yourself and ask yourself, one, you know, I plateaued.
00:04:48.700 I was killing it, but I plateaued.
00:04:51.880 Do you have three new goals that you have to hit?
00:04:54.640 No.
00:04:55.100 Maybe you need to come up with new three goals that excite you, put a number to it, go hit them, and have your goal, whatever that thing is, to reward yourself.
00:05:03.020 On the other side, are you somebody that you don't even do goals because whether you hit them or not, you're going to reward yourself Saturday and Sunday anyways.
00:05:09.300 Maybe you've got to get a little bit tougher on yourself.
00:05:10.880 A quote that made me look at business in a complete different way was the following quote.
00:05:15.500 It said, the harder you are on yourself, the easier life will be on you.
00:05:19.660 Let me say that one more time.
00:05:20.540 The harder you are on yourself, the easier life will be on you.
00:05:23.860 Now, some YouTube philosophers will tell you the complete opposite.
00:05:28.400 Be easy on yourself.
00:05:29.380 Life is tough.
00:05:30.740 Don't be so tough on yourself.
00:05:32.020 Life is so tough, right?
00:05:33.540 Yeah, you're right.
00:05:34.260 I'm just a little too tough on myself.
00:05:36.220 You choose whichever philosophy you want to buy into.
00:05:38.400 I can tell you 20-something years ago which philosophy I bought into.
00:05:41.920 And I know it's an annoying philosophy to say the tougher you are on yourself, life is easier on you.
00:05:45.680 But it's just the truth.
00:05:48.040 And I'm not talking about critical. 0.99
00:05:49.700 I'm such a loser. 1.00
00:05:50.820 I'm such an idiot. 1.00
00:05:51.900 I'm not talking about that. 1.00
00:05:53.480 I'm talking about I think you can do more.
00:05:56.120 I think you can push harder.
00:05:57.640 I think you can make 30 more calls.
00:05:59.340 I think you can run five more appointments.
00:06:01.080 I think you can do more next week to hit that goal.
00:06:03.300 I think you need to do better to get that goal that you want to get yourself.
00:06:05.700 I'm talking about that.
00:06:06.920 Not critical, not name-calling, not down, you know, none of that stuff.
00:06:11.300 It's about a little bit tougher about the expectations being higher of what you can do performance-wise in order to reward yourself.
00:06:18.600 Having said that, if you enjoyed the video, give us a thumbs up and subscribe to the channel.
00:06:22.120 I've got another video I want you to watch.
00:06:23.660 It's 10 Enemies of Success.
00:06:25.900 If you've never seen this video before, 10 Enemies of Success, you may want to click and watch this here.
00:06:30.720 Take care, everybody.
00:06:31.380 Bye-bye.
00:06:36.920 Bye-bye.