Valuetainment - Why Successful People Finish What They Start

00:00:00.000 You know, many times when you see a top earner, a million-dollar earner in sales, or a top

00:00:03.800 executive, or a top CEO, you say, oh my God, they're winning because of their personality,

00:00:07.520 because they're gifted, they're this.

00:00:08.780 I will tell you, they may have big personalities, some of them.

00:00:12.020 They may be good schmoozers, some of them. 1.00

00:00:14.060 They may be brilliant, some of them.

00:00:15.600 They may have a big degree, some of them.

00:00:17.660 But almost all of them who continuously grow are experts at always calling to action, meaning

00:00:25.400 the definition of call to action is to create a behavior that generates an immediate response

00:00:32.240 to take action.

00:00:33.600 Today, I'm going to unpack the topic of call to action, not just in business, but in personal

00:00:39.220 growth, finance, family, and health.

00:00:49.620 So let's start off with business before we get into the other topics.

00:00:52.360 So in the area of business, you have a lot of different things that you do within business.

00:00:55.720 Let's start off with sales.

00:00:56.920 So in selling, I've seen so many people that do a great job presenting their product, right?

00:01:02.480 Here's my product.

00:01:03.400 Here's a real estate portfolio.

00:01:04.560 Here's a loan.

00:01:05.700 Here's the insurance policy.

00:01:06.880 Here's the stock.

00:01:07.720 Here's the mutual.

00:01:08.480 Here's the money under management portfolio that I have.

00:01:11.620 But when it comes down to call to action, they don't know what to put to call to action.

00:01:15.440 For example, when I come to your place, hey, John, if I'm able to do X, Y, Z, and if

00:01:20.520 I have a plan that makes sense to you and you're comfortable with it, both you and your wife,

00:01:24.540 are you willing to share your documents, your statements with me so I can go back and take

00:01:30.080 a look at this?

00:01:30.860 And if it makes sense, are you ready to move forward?

00:01:32.820 Yes.

00:01:33.140 Okay, call to action.

00:01:34.240 Get your statements ready.

00:01:35.560 Prior to me coming to you.

00:01:36.980 Loan.

00:01:37.600 So Mary, Bob, look, if I can get a loan that makes sense for you, are you in a position right

00:01:42.820 there to run your credit today so we can get this process started?

00:01:45.840 Well, no, not ready.

00:01:46.900 Well, yes, we are.

00:01:47.920 Okay, perfect, then if you are, here's the next step.

00:01:50.260 Call to action.

00:01:50.880 Get this ready because we're about to run your credit.

00:01:52.880 Okay, hey, you know, if we're sitting here and we're looking at this digital marketing

00:01:56.200 and I show you a way that I can get you the kind of traffic that you want, call to action

00:02:00.100 will be, I will need to log on and get the data on your analytics of YouTube, Facebook,

00:02:04.240 Twitter, website.

00:02:05.300 Are you open to share that data with me?

00:02:07.220 Yes, but everything is call to action, right?

00:02:09.480 So say you sold a client, okay?

00:02:11.760 So now you sold a real estate property to a client and you meet with the client, you sold them.

00:02:15.940 What's the next call to action?

00:02:17.240 The next call to action is you go to their house, you bring them a gift, and now you

00:02:22.460 ask them, are you happy with the way your business was with me?

00:02:26.320 Yes, the next call to action is what?

00:02:28.060 If you are happy, you've asked this question multiple times, well, how about referrals?

00:02:31.480 Then you go into referrals.

00:02:32.380 But the call to action is now it's about referrals.

00:02:34.560 Then you get the referrals.

00:02:35.400 Then you say, would you mind dropping a call to them or an email or a text and letting them

00:02:39.440 know that I'm going to call them so they're not surprised when I call you?

00:02:42.620 That's another call to action.

00:02:43.740 Great.

00:02:43.920 Then you call the referrals.

00:02:45.660 Everything becomes a call to action when it comes down to the area of sales, follow-up,

00:02:50.400 referrals.

00:02:51.060 It's always a call to action.

00:02:52.480 By the way, marketing.

00:02:53.700 Click.

00:02:54.580 Website.

00:02:55.280 Hey, behavior.

00:02:56.400 I like it.

00:02:57.100 Click.

00:02:57.440 Go over here.

00:02:57.880 There's so many things on a website where wording.

00:03:01.140 You know, we always have to improve these things where it's easier to find a sale.

00:03:05.100 For the longest time for us, most people had no clue we had a sales course or even a course,

00:03:09.160 period, because our call to action wasn't the best.

00:03:11.700 So we have to figure out a way to get better, out of where the audience could find it.

00:03:14.980 But when it comes down to a website, call to action, when it comes down to someone visits

00:03:19.040 your website, they have a question.

00:03:20.980 Is there a chat box?

00:03:21.820 When it comes down to someone, anything has to be with a call to action.

00:03:26.540 Buying a book, buying a product, an event, everything is a CTA.

00:03:31.940 Recruiting.

00:03:32.720 If you want to recruit somebody, you sit there and say, oh my gosh, we don't have somebody

00:03:35.980 in HR, we don't have somebody in operations, we don't have somebody in, you know, sales,

00:03:39.760 we don't have somebody in, you know, processing, we need somebody in, you know, whatever maybe.

00:03:43.980 Okay, what staff and agency are we working with right now?

00:03:46.000 None.

00:03:46.240 I need three options by the end of the day.

00:03:47.620 The call to action at the end of the meeting, I need three recruiting staff and agency options.

00:03:52.640 Okay, great.

00:03:53.440 We're trying to recruit a COO, which means they're going to take 20% of the salary year

00:03:57.540 one.

00:03:57.780 So on $200,000 salaries, $40,000, I need three big recruiting agencies to talk to them and see

00:04:02.940 what kind of a pool of talent do they have?

00:04:05.080 Well, okay, great, so here's what we need to do.

00:04:06.960 Then you meet with the recruiting agency and you're, you know, sizing them up.

00:04:11.020 Then you're saying, well, look, what I'd like to do is call to action before we decide to

00:04:14.820 agree with you and give you this 20% and sign with you instead of X, Y, Z.

00:04:18.340 We would like to get a reference of another COO that worked in my field that has had a great

00:04:22.600 experience with you.

00:04:23.300 Do you have three references?

00:04:24.260 Yes, sure.

00:04:24.900 That's a call to action.

00:04:26.640 Everything is a call to action culture.

00:04:28.980 Our culture isn't the best, let's just say.

00:04:30.760 And you want to prove the culture in your office, in your company, in your business, in a department.

00:04:34.060 Sometimes a company, you may have, you know, 150 offices we have, not all the offices have

00:04:41.900 the best culture.

00:04:43.240 Sometimes you have to figure out why the culture in an office isn't as good as them.

00:04:46.300 Sometimes it's department.

00:04:48.040 Sometimes it's a section of the office.

00:04:50.220 Sometimes it's a, you know, regional side.

00:04:52.660 And you have to go in and figure out a way to improve that culture.

00:04:55.720 You know, what do you do that?

00:04:56.740 What is the recommendation?

00:04:57.780 So everything there then becomes culture.

00:04:59.300 Another one is, you know, when it comes down to leadership development, what is leadership

00:05:03.180 development?

00:05:03.700 So let's just say you have a meeting, one of your guys, employees, executive, CEO, you

00:05:07.760 know, a director, a customer service rep, and you want to help them improve.

00:05:12.560 So they come in.

00:05:13.580 So, you know, I was listening to the recording the other day on the way you were speaking

00:05:16.860 to the customer.

00:05:17.780 It was a little bit rude.

00:05:19.220 Here, let's listen to it together.

00:05:20.440 Pa, pa, pa, pa.

00:05:20.920 And it's been reported to me that this is what happened.

00:05:23.240 And I listened to it.

00:05:24.000 And quite frankly, I don't know if you were having a bad day.

00:05:26.080 If you were upset, what happened that day?

00:05:28.120 Can you tell us, well, I got to tell you, I'm going through some things.

00:05:30.280 Okay, great.

00:05:30.700 Here's what I want you to know.

00:05:31.440 We all are going through some things.

00:05:33.000 So let's just say you do that and you say, are you going to get better?

00:05:35.540 I am.

00:05:36.080 They leave.

00:05:36.480 There is no call to action.

00:05:37.880 It's not, are you going to get better?

00:05:39.080 I am.

00:05:39.480 They leave.

00:05:39.860 No.

00:05:40.420 You know what, Mary?

00:05:40.980 Here's what I want to see.

00:05:41.620 You know what, Bobby?

00:05:42.060 Here's what I want to see.

00:05:42.620 How committed are you to improving?

00:05:43.620 I am.

00:05:45.140 I have a book I want you to read.

00:05:46.760 I have a video I want you to watch.

00:05:48.160 I have an article I want you to read.

00:05:49.360 And I want you to write a paper on it and send me exactly what you got out of it.

00:05:52.040 And why is that?

00:05:52.700 It's a call to action to hold the person accountable for an area they need to improve.

00:05:57.120 So that's business.

00:05:57.740 By the way, this is so wide that we can spend a lot of time unpacking areas in business that

00:06:03.600 you can have a call to action for.

00:06:04.880 Next one is personal growth.

00:06:06.160 You realize you are not the best salesperson.

00:06:08.660 Say, oh my gosh, I'm just not good in sales.

00:06:10.280 I can't close.

00:06:11.020 My closing ratio is 5%.

00:06:13.760 I'm terrible.

00:06:15.460 Everybody in the office at 20, 30%.

00:06:17.260 I'm 5%.

00:06:17.900 Why am I so bad?

00:06:19.360 Go get them.

00:06:20.760 Motivation.

00:06:21.380 That's not how it works.

00:06:22.780 What are you going to do?

00:06:23.940 You're going to go on Amazon and buy every book on the topic of sales and negotiation with

00:06:27.780 over 300 reviews?

00:06:29.240 Go do that. 0.52

00:06:30.060 That's what I did.

00:06:31.100 If I wanted to get better at leadership, I'd go on Amazon.

00:06:33.680 I had a rule.

00:06:34.140 Every book with over 400 reviews on the topic of leadership, how to lead leadership development,

00:06:39.380 I bought them all.

00:06:40.820 If it's four star plus, I bought all the books.

00:06:43.520 So you would come to my office.

00:06:44.700 You'd see 30 books on leadership.

00:06:46.200 You're like, what the hell is this guy doing?

00:06:47.600 I would say, I'm going to work on leadership.

00:06:50.340 And I would read these books and I would become a better leader because my course, my call

00:06:54.780 to action was, do you really want to improve?

00:06:56.880 Yes.

00:06:57.140 Well, then what's your call to action?

00:06:58.400 Order any books with 400 reviews or more and study every single topic until you become

00:07:02.940 a better leader.

00:07:03.520 Oh, got it.

00:07:04.280 You want to become a better, whatever, designer.

00:07:06.780 You want to become a better anything.

00:07:08.160 What is your call to action to improve in that area?

00:07:11.720 Personal growth.

00:07:12.560 Okay.

00:07:12.800 All of it has to do with this.

00:07:14.080 I don't have the right context.

00:07:15.600 I would like to get connected with better people.

00:07:17.660 Call to action.

00:07:18.300 Who's the list of people you want to get connected with?

00:07:20.140 Here's the seven names.

00:07:21.040 How do you want to get closer to them?

00:07:22.440 It's a call to action for you to take that action to go out there and eventually get in

00:07:27.400 contact with those folks.

00:07:28.400 Finances.

00:07:30.200 You're not happy with what your finances are.

00:07:32.340 Do you have a philosophy?

00:07:33.440 What is a philosophy?

00:07:34.760 Do you have a financial philosophy?

00:07:36.540 I don't understand what that even means, Pat.

00:07:38.560 Do you have a way to eventually have more money in the bank and to have more money invested

00:07:44.180 to increase your network?

00:07:45.280 Do you have one?

00:07:46.080 I have no philosophy.

00:07:47.880 But Pat, I don't make that much money.

00:07:49.440 It doesn't have anything to do with you making a lot of money.

00:07:51.560 Do you know the average person that has a million dollars, what their average salary

00:07:53.980 is?

00:07:54.740 The average person that has a million dollars to themselves, you know what their average

00:07:58.740 salary is?

00:07:59.780 $78,000.

00:08:01.580 It's $78,000, Pat.

00:08:02.760 Yes, because this is $78,000, but over a 30-year period, they learn how to set aside

00:08:07.680 $500 a month.

00:08:09.000 They learn how to set aside $600 a month.

00:08:10.700 They were disciplined in areas.

00:08:12.300 They didn't splurge and buy stuff they couldn't afford.

00:08:14.120 They didn't try to compete or compare with their family and friends or sister or brother

00:08:17.680 and siblings.

00:08:18.620 The point is they had a philosophy.

00:08:20.320 When it comes down to finance, do you have a philosophy?

00:08:22.380 So if you said, Pat, I have no philosophy about money.

00:08:24.620 What's your call to action?

00:08:25.980 What book are you going to read?

00:08:27.180 Who are you going to study?

00:08:28.260 What topics are you going to go research to?

00:08:29.640 You eventually say, this is my philosophy.

00:08:32.060 When it comes down to interview an advisor, you sit down with somebody from Morgan, Merrill,

00:08:35.880 Schwab, whoever it may be. 0.72

00:08:37.140 What is your call to action to them?

00:08:38.920 What are you going to tell them to say, hey, maybe you're not the advisor for me.

00:08:42.200 What assignment are you giving them to come back to you?

00:08:44.560 Hey, can I talk to three of your clients that are in a similar situation like myself so

00:08:47.980 I can learn about what they've done?

00:08:49.460 Can you send me some ideas that you think would be suitable for what my goals and dreams

00:08:52.920 are in my life?

00:08:53.640 What is the ideal relationship when you have a client like myself?

00:08:56.520 I'm pretty demanding.

00:08:57.420 What's your expectation?

00:08:58.180 You talk about that and they come back and give you, here's what it is.

00:09:01.820 But there's always a call to action.

00:09:03.180 When we go to family, marriage, hey, prior to getting married, hey, I love you.

00:09:09.420 I love you too.

00:09:10.460 Awesome.

00:09:11.220 I think it's time we get married.

00:09:13.160 Okay.

00:09:14.040 Listen, I think it's time we have kids.

00:09:16.320 Awesome.

00:09:17.100 11 years later, I don't even know why I married you.

00:09:20.360 What do you mean?

00:09:21.900 I don't know why I married you.

00:09:23.460 What kind of a thing is that to say?

00:09:25.020 I didn't know it was going to be like this.

00:09:26.640 Why are you saying that to me now?

00:09:28.900 Well, we never talked about it before.

00:09:30.680 Well, that's your fault.

00:09:32.020 So prior to getting married or having a relationship or even taking a relationship to the next level

00:09:36.000 or having a kid, study, read about it.

00:09:38.520 Are we ready to have a kid?

00:09:40.100 Are we ready to buy a house?

00:09:41.600 Are we ready to move out?

00:09:42.840 Are we ready to get our own place?

00:09:44.160 Are we ready to, you know, are we, everything is about a call to action to improve in that

00:09:48.380 area with your family.

00:09:49.240 When it comes down to your kids, you notice one of your kids has got a stutter problem.

00:09:53.700 Okay.

00:09:53.860 And he gets bullied.

00:09:54.580 He's afraid of talking.

00:09:55.580 What do you do about it?

00:09:56.500 What is your call to action?

00:09:58.220 Do you find somebody to help him out or do you leave him alone?

00:10:00.520 You notice one of your kids is a little bit built more than others and he loves sports.

00:10:03.820 What's your call to action?

00:10:05.160 Do you try to find out if he likes any kind of sports and put him in an environment and

00:10:08.820 get him a coach?

00:10:09.520 What's your call to action?

00:10:10.480 You notice one of your kids reading is not coming that early.

00:10:13.000 What do you do?

00:10:13.780 Do you put a lot of pressure or do you find different kinds of ways for this person to learn?

00:10:17.700 Cause everybody learns in a different way.

00:10:19.240 Do you find it with a game?

00:10:20.360 Do you bring a teacher that matches her personality or his personality?

00:10:23.540 What is your call to action?

00:10:25.560 Everything with family is also a call to action.

00:10:28.980 When it comes down to your parents, your parents, my parents, your grandparents, what's the call

00:10:33.300 to action?

00:10:33.680 Dad, you keep saying you got a pain with your knee.

00:10:35.640 When's the last time you saw the doctor?

00:10:36.700 Oh no, nope.

00:10:37.580 We're not doing this.

00:10:38.220 Listen, I'm just telling you, you ain't seen the grandkids until you go see your doctor

00:10:41.040 to see your knees.

00:10:42.280 What?

00:10:42.840 You got to see your knee, man.

00:10:43.940 Every time I see you, it feels bad for me.

00:10:45.480 I want to find out what's going on.

00:10:46.300 I'll take you.

00:10:47.600 Whatever.

00:10:48.400 Can I get your doctor?

00:10:49.580 Call to action.

00:10:50.380 All right.

00:10:50.620 Next Tuesday, doctor's appointment.

00:10:52.240 It's everything is called to action when it comes down to your parents because sometimes

00:10:55.920 elderly parents are like, oh, it's nothing.

00:10:58.540 Oh, don't worry about it.

00:10:59.520 And you see your mom going like this or your dad going like this all the time.

00:11:03.480 Well, this is a sign right here.

00:11:05.180 You know what sign this is, right?

00:11:06.860 What's going on over here?

00:11:07.740 You see them going like this or they're going like this intestines or they're going like

00:11:12.280 this.

00:11:12.800 You know, there's a lot of different things.

00:11:14.420 You got to watch your family.

00:11:15.240 So what's the call to action?

00:11:16.620 You don't just say, you okay?

00:11:17.920 I'm good.

00:11:18.740 Okay.

00:11:19.120 I hope you get better.

00:11:20.380 That's weak.

00:11:20.960 That's like a salesperson saying, you want the product?

00:11:23.300 No, let me think about it.

00:11:24.080 Okay, cool.

00:11:24.640 No, it's call to action.

00:11:25.820 Even with family.

00:11:26.980 Last one I'll give you.

00:11:27.800 I'm hoping you're getting the idea of call to action.

00:11:29.680 Everything is call to action, right?

00:11:31.460 By the way, we had a person that came over here the other day to get licensed to carry

00:11:35.280 at our office.

00:11:36.560 Why?

00:11:37.380 Well, we had some weird people that showed up to our office.

00:11:40.000 And then one of our employees, you know, it's a person like, hey, what about we get

00:11:43.160 people to get licensed to carry?

00:11:44.260 Great.

00:11:45.160 And then, hey, election's coming up.

00:11:46.960 It's a little weird.

00:11:47.860 Oh my gosh, October's going to be weird.

00:11:49.380 Well, what are you doing about it?

00:11:50.520 Well, let me get some people to get protect themselves.

00:11:52.360 So at least we have them the option.

00:11:53.360 Okay, great.

00:11:53.840 License to carry.

00:11:54.560 Why?

00:11:55.340 It's a weird time.

00:11:56.520 Riots, protesting.

00:11:57.520 People are uncomfortable.

00:11:58.380 So if they're asking me, I provide the opportunity.

00:12:00.840 Hey, we would love to find a way to exercise at the home office.

00:12:03.580 What's the call to action?

00:12:04.580 Let's put a gym.

00:12:05.240 Let's bring a yoga instructor. 1.00

00:12:06.400 Every single week, we do yoga here, just so you know.

00:12:09.140 Every week, we have an instructor that comes in and they do yoga.

00:12:12.020 People that want to do yoga.

00:12:13.120 What is the call to action in every area of your life?

00:12:17.420 Last one is health.

00:12:18.940 You're not happy with your energy.

00:12:20.640 You're not happy with your skin.

00:12:22.200 You're not happy with your weight.

00:12:23.840 A couple of years ago, I reached 260 pounds, 257 pounds.

00:12:27.220 I couldn't stand being 257 pounds.

00:12:29.700 I was lethargic.

00:12:30.900 I was coming in and out of bed.

00:12:32.480 And I'm like, what are you doing about this?

00:12:35.060 You know, your knees are hurting.

00:12:36.880 Your weight is a little bit more.

00:12:38.080 You got to figure something out about this.

00:12:39.840 What was it?

00:12:40.520 Cut bread, cut soda, cut this.

00:12:42.280 It's your diet.

00:12:43.020 You ain't training like the way you used to.

00:12:44.680 Then I went to the doctor.

00:12:45.880 What's going on with my levels?

00:12:47.040 What am I doing with this?

00:12:47.960 What's my triglycerides?

00:12:49.020 Where am I with this part?

00:12:50.040 Okay, great.

00:12:50.480 It's good to go.

00:12:51.140 So I'm in a very high pressure type of a situation.

00:12:54.060 Why don't you do some executive health physicals per year?

00:12:56.500 They're a couple thousand dollars.

00:12:58.060 But if you're making a quarter million dollars, you can afford to pay $3,000, $4,000 to do

00:13:01.580 every other year, a big physical testing out of UCLA or you're at a real nice place.

00:13:06.940 Everything is call to action.

00:13:08.900 Every single thing you're looking at is call to action.

00:13:11.900 But the mindset of a call to action person is the following.

00:13:14.140 So you notice, like right now, you're watching this video.

00:13:16.880 Did you get a lot out of this video?

00:13:18.440 Yes?

00:13:18.940 Let's just say you got a lot out of this video.

00:13:20.680 I want you to clunk on that subscribe button.

00:13:22.520 If I gave you value in return, subscribe to the channel.

00:13:25.620 And if you want to be notified, click on the alert button.

00:13:28.320 That's call to action.

00:13:29.520 See how this works out?

00:13:30.600 I just did a call to action to you, but you don't mind doing a call to action because

00:13:34.040 the exchange was a fair exchange.

00:13:36.180 I give you value, you subscribe.

00:13:38.180 Does this make sense?

00:13:39.680 Hey, if I'm doing a call to action, you know, if I'm, Pat, if I'm going to be like a guy

00:13:45.080 the other day is asking me, this guy for 15 years, he always asks me for a favor.

00:13:50.140 Oh, I've not asked this guy for any favor.

00:13:52.660 Out of nowhere, can you do this for me?

00:13:54.400 Can you do that for me?

00:13:55.220 Can you do this for me?

00:13:55.880 I'm like, a better approach would be, hey, how can I help you?

00:14:00.880 I know this came out.

00:14:01.920 Can I help you market this?

00:14:03.680 Then in return, can you do this for me?

00:14:05.860 But most people don't understand this concept of call to action.

00:14:09.740 But I tell you, million dollar earners, they fully understand call to action.

00:14:14.840 Executives who eventually get an equity in a company, they fully understand the concept

00:14:18.580 of call to action.

00:14:20.000 CEOs who eventually get an exit, they fully understand the concept of call to action.

00:14:24.660 Everything in life is about call to action.

00:14:27.220 So if you watch this video, and this video was valuable to you, you want to get your mindset

00:14:30.940 a little bit deeper.

00:14:31.600 I did a video, I think four years ago, titled 11 Skills Millionaires Mastered.

00:14:35.900 The video has got a few million views.

00:14:37.220 If you've never watched it, click over here to watch this.

00:14:40.100 Again, another call to action.

00:14:42.120 And you already subscribed, because I'll ask you to.

00:14:44.500 With that being said, I hope this video helped you look at call to action in a complete different

00:14:49.080 way for the rest of your life.

00:14:50.420 So whatever you do today, when the meeting ends, remember, I got to give a call to action.

00:14:56.360 Have a great day, everybody.

00:14:57.320 Take care.

00:14:57.680 Bye-bye.

00:14:57.880 Bye-bye.

Valuetainment - September 29, 2020

Why Successful People Finish What They Start

Episode Stats

Summary

Transcript